Accelerate Your Insurance Sales Podcast

Andy Neary
  • 4.8 (52)
  • Marketing
  • Updated Weekly

Welcome to the Accelerate Your Insurance Sales podcast! This is the podcast where you'll learn effective marketing and sales strategies from some of the most recognizable names in the insurance industry. You'll learn how to turn brand awareness into more appointments, sales, and revenue.

  1. 1d ago

    How to Sell Benefit Changes Without Losing the Client with Lisa Gallagher

    Many employee benefits advisors pitch innovative funding strategies, only to watch them fail during implementation. Why? Because they focus entirely on the brilliant solution instead of actually preparing the client for the change. My guest, Lisa Gallagher, Employee Benefits Large Group Practice Leader at Kapnick Insurance, joins me to share why the industry's best consultants don't just sell health plans, they master change management. Drawing from over 30 years of experience on both the employer and agency sides, we discuss why so many alternative funding models fall flat, how to introduce disruptive strategies without creating chaos for the HR team, and why elite advisors win by simplifying complexity rather than adding to it. If you are trying to get your prospects unstuck from the status quo and ready to embrace a better healthcare strategy, this episode is a must-listen. ▶▶ Sign Up For Your Free Discovery Call https://completegameu.com/request-a-call Timestamps: (00:00) Welcome & Meet Lisa Gallagher (01:16) Lisa's Journey from HR to Employee Benefits Consulting (03:46) Why Former HR Leaders Make Better Benefits Advisors (06:44) Why Healthcare Markets Differ More Than Most Producers Realize (11:39) Why This Is an Exciting Time for Advisors Willing to Embrace Change (12:00) The Biggest Challenges Facing Mid-Sized Employers Today (15:16) Why Great Advisors Must Simplify Complex Benefits Strategies (17:55) Stop Trying to "Boil the Ocean": Building a Multi-Year Benefits Strategy (20:49) Why Saving Money Is the Easy Part (21:20) How to Help Clients Navigate Benefits Change Successfully (23:35) The Danger of Overselling New Health Plan Solutions (26:58) Why Change Management Is Becoming Every Advisor's Competitive Advantage (29:25) Role Playing Benefits Changes Before Employees Experience Them (30:49) Creating Employee Buy-In Before Rolling Out Change (33:34) Are Employers Finally Ready for Self-Funding and Alternative Funding? (34:08) Can You Reduce Healthcare Costs Without Disrupting Employees? (37:04) How Incentives Can Drive Better Healthcare Decisions (39:13) Lisa's Advice for Producers Introducing Innovative Solutions (43:29) Lisa's Story of Burnout and Rediscovering Her Passion for the Industry (50:25) Lightning Round & How to Connect with Lisa Gallagher Connect with Andy! 🚀 Schedule a Free Discovery Call: https://completegameu.com/request-a-call 🎙️ Subscribe to the Accelerate Your Insurance Sales Podcast: https://podcasters.spotify.com/pod/show/accelerateyourinsurancesales 📺 Subscribe on YouTube: @accelerateyourinsurancesales

  2. 4d ago

    The Evolution of the Modern Insurance Agency | with Billy Potter

    Most sales training assumes you need to be a loud, extroverted closer to win big deals. But if you try to swing like Tiger Woods when that's not how you were built, you will fail. To succeed in insurance, you have to figure out who you are and sell exactly the way you were made to sell. My guest, Billy Potter, CEO of Snelling Walters, joins me to discuss his two-decade career in the insurance industry and the undeniable power of leading with vulnerability. We discuss the unique advantages of being an introverted producer, the dangers of downplaying your own success, and how a late-in-life dyslexia diagnosis forced him to confront his deepest childhood insecurities. Billy also explains why elite consultants aren't afraid to step on toes to tell clients the truth, and why agencies must invest heavily in manufacturing their own leadership talent. If you struggle with a fear of failure or imposter syndrome, this conversation will help you find the courage to step into your true potential. ▶▶ Sign Up For Your Free Discovery Call https://completegameu.com/request-a-call Timestamped Outline (00:00) Pursuing Truth and Building Trust: Introducing Billy Potter (01:45) Entering Insurance: Why a $5.15/Hour Paycheck Motivated a Career Leap (04:06) Selling as an Introvert: Why You Shouldn't Try to Be Tom Brady (07:40) Know Thyself: The Resilience of the Introverted Producer (09:17) Sales vs. Service: Building Mutual Respect Inside the Agency (14:00) The Imposter Syndrome Trap: Why the Best Producers Battle Self-Doubt (16:43) The Courage to Share the Truth: Why Elite Consultants Step on Toes (19:40) Elevating to CEO: Confronting Emotional Triggers and Vulnerability (21:48) The Dyslexia Diagnosis at 40: Turning Childhood Insecurities into Overachievement (27:20) The Power of Emotion: Why Crying is a Sign of Connection, Not Weakness (30:17) The 20-60-20 Rule: Why You Have to Let Go of the People Who Will Never Like You (31:05) Manufacturing Talent: Why Agencies Must Invest in the Next Generation (35:01) What Young Producers Want: Community, Accountability, and a Clear Path Forward (38:46) Billy’s Lightning Round: 9:15 PM Bedtimes, the Mental Challenge of Golf, and the Fear of Small Expenses CONNECT WITH ANDY NEARY 📲 Schedule a free discovery call: completegameu.com/aga Subscribe and listen to the Accelerate Your Insurance Sales Podcast 🎙 here: https://podcasters.spotify.com/pod/show/andy-neary7 🎯  Subscribe to the podcast on YouTube 🎥: https://www.youtube.com/channel/UCyqBg5tL_1G1tf7Wo98tMgg 💬 Join the Complete Game text community: Text the word BROKER to 414-622-1462 Connect with Andy Neary on social media:  LinkedIn: https://www.linkedin.com/in/andyneary/ Instagram: https://www.instagram.com/andy_neary/

  3. Jul 14

    The New Playbook for Corporate Wellness in 2026 | with Brittany Nelson

    Most corporate wellness programs are built on a fundamental flaw: paying people to do something they already want to do. If you have to incentivize an employee to drink a glass of water, you have muddied the water and completely missed the point of true wellness. In 2026, the traditional carrot-and-stick approach to wellness is a failing strategy. My guest, Brittany Nelson, joins me to discuss how to rescue employers from the "golden handcuffs" of outdated wellness vendors. Brittany shares her journey from working on a Toyota assembly line to becoming a Registered Dietitian and Certified Health Value Professional. We discuss why tracking VOI (Value on Investment) is replacing ROI, why EAP utilization hovering at 2% is actually a massive red flag, and how to restructure plan designs to remove useless premium differentials. If you want to stop checking boxes and start building a real culture of well-being for your clients, this episode will change the way you approach population health. ▶▶ Sign Up For Your Free Discovery Call completegameu.com/aga Timestamped Outline (00:00) Welcome Aboard: Introducing Brittany Nelson and the Evolution of Corporate Wellness (01:21) From the Toyota Assembly Line to Registered Dietitian (03:00) The Shift to Insurance: Scaling Clinical Expertise from One-on-One to One-to-Many (04:22) The "Fluff" of Wellness: Why CFOs Demand Quantitative Metrics Over Testimonials (05:54) Why Traditional Wellness Fails: The Problem with Paying People to be Healthy (08:08) The "Golden Handcuffs": How Employers Get Trapped in Unproductive Vendor Spend (10:23) Unwinding the Trap: Strategic Steps to Lowering Investment and Boosting Value (VOI) (12:56) Culture vs. Program: Why Free Time is the Best Wellness Incentive (15:46) The Goal of Participation: When Simple Incentives Actually Work (17:28) Start with the Why: Aligning Wellness with Corporate Core Values (19:54) Designing a 2026 Wellness Strategy: Measuring What Matters and Using AI (22:45) The Accountability Factor: Moving Beyond the "10,000 Step Tracker on a Dog" Joke (24:06) The Mental Health Misconception: Why 2% EAP Utilization is a Major Problem (26:01) Rebranding Free Counseling: Removing the Stigma and Testing Your Own EAP (30:31) The Flaw of Vendor-Generated Reports: Understanding Regression to the Mean (32:41) Consumer Healthcare Education: Shifting Focus from Vegetables to EOBs (34:11) Brittany’s Lightning Round: The 36-Year-Old "Son," Hotworx Barre, and Dragon Fiction CONNECT WITH ANDY NEARY 📲 Schedule a free discovery call: completegameu.com/aga Subscribe and listen to the Accelerate Your Insurance Sales Podcast 🎙 here: https://podcasters.spotify.com/pod/show/andy-neary7 🎯  Subscribe to the podcast on YouTube 🎥: https://www.youtube.com/channel/UCyqBg5tL_1G1tf7Wo98tMgg 💬 Join the Complete Game text community: Text the word BROKER to 414-622-1462 Connect with Andy Neary on social media:  LinkedIn: https://www.linkedin.com/in/andyneary/ Instagram: https://www.instagram.com/andy_neary/

  4. Jul 8

    Claims Advocacy is Your Greatest Competitive Advantage | with Clayton Matthews

    When a client suffers a major loss, the last thing they want to deal with is a claims process bogged down by miscommunication and a lack of empathy. If your agency is simply acting as a middleman passing emails back and forth, you aren't adding value - you are just in the way. My guest, Clayton Matthews, Director of Strategic Claims Advocacy at Oakbridge Insurance, joins me to discuss why the claims experience is the ultimate "moment of truth" for an agency. Clayton shares his unique background, from interning in politics to spinning records as a late-night DJ, and how reading a dance floor translates perfectly to reading a room during a catastrophic loss. We discuss the friction points between adjusters and producers, the power of letting a client tell their story, and why you don't need a four-year degree to learn empathy. If you want to understand how a proactive claims strategy can save your biggest accounts and set your agency apart, this episode is a must-listen. ▶▶ Sign Up For Your Free Discovery Call completegameu.com/aga Timestamped Outline (00:00) The Most Outgoing Claims Advocate: Introducing Clayton Matthews (01:15) Politics and Public Service: From the General Assembly to Insurance (03:47) The Late-Night DJ: Learning the Psychology of the Crowd (05:22) The Real Job of a DJ: Keeping the Floor Packed and Selling Beer (07:37) The Billion Dollar Question: Solving the Claims Communication Gap (09:34) The Importance of Being Heard: Why Every Claim Needs a Storyteller (12:14) Case Managers and Adjusters: The Friction Between Empathy and Process (14:01) The Highest Paid Translator: Balancing Contractual Facts with Human Feelings (16:51) Boots on the Ground: Losing Hope and Finding Humanity in Catastrophe Zones (19:33) The Uninsurable Era: Why We Need a Stand-Alone Wildfire Policy (21:42) The Reality of Risk: A Personal Story of Driving Uninsured at 19 (24:05) Stop Being the Middleman: Where Agencies Go Wrong in Claims Advocacy (26:53) The Bad News Requirement: Front-End Expectations vs. Back-End Excuses (30:42) Why Clients Leave: The Danger of Poor Agency Exploration and Expectation Setting (34:22) The Washout Factor: Why Empathy Trumps a 4-Year Degree Every Time (39:02) Clayton’s Lightning Round: Checking Email at 5 AM, Southern Mafia Podcasts, and Stephen King CONNECT WITH ANDY NEARY 📲 Schedule a free discovery call: completegameu.com/aga Subscribe and listen to the Accelerate Your Insurance Sales Podcast 🎙 here: https://podcasters.spotify.com/pod/show/andy-neary7 🎯  Subscribe to the podcast on YouTube 🎥: https://www.youtube.com/channel/UCyqBg5tL_1G1tf7Wo98tMgg 💬 Join the Complete Game text community: Text the word BROKER to 414-622-1462 Connect with Andy Neary on social media:  LinkedIn: https://www.linkedin.com/in/andyneary/ Instagram: https://www.instagram.com/andy_neary/

  5. Jul 1

    Poor Communication is Killing Your Sales Pipeline | with Max Conaboy

    If you find yourself stuck in the endless "just checking in" cycle, your sales communication is broken. In 2026, buyers are moving away from formal emails and embracing fluid, dynamic channels like LinkedIn and WhatsApp. To win, producers must adapt to these new technologies while aggressively eliminating ambiguity from their sales process. My guest, Max Conaboy, joins the show to discuss how to master executive-level communication. We break down the lessons he learned playing college rugby, the importance of anchoring to outcomes rather than habits, and how to use his 1-3-1 framework to secure a firm decision. Max also shares why showing up "human" and deeply understanding a prospect's business data is the ultimate credibility builder in today's highly competitive market. ▶▶ Sign Up For Your Free Discovery Call completegameu.com/aga Timestamped Outline (00:00) Escaping the Follow-Up "Doom Cycle"   (01:55) Lessons from the Rugby Pitch: When Preparation Meets Clarity  (04:16) Brutal Competition and Mutual Respect in the Business World  (08:46) Why Individual Sport Athletes Make Elite Insurance Producers  (14:14) Max’s Journey: From Medical Malpractice Defense to Aon Analyst  (18:06) Embracing AI: Anchoring to Outcomes Instead of Old Habits  (21:49) The Generational Shift: Why Email is Moving Down the Communication Stack  (28:09) Eliminating Ambiguity: How to End a Discovery Meeting  (33:27) The 1-3-1 Framework: One Decision, Three Bullets, One Objection  (40:18) Building Credibility Through Deep Industry Knowledge and Case Studies  (42:44) Max’s Lightning Round: Morning Sun, the Sheffield Fitness Center, and Calisthenics CONNECT WITH ANDY NEARY 📲 Schedule a free discovery call: completegameu.com/aga Subscribe and listen to the Accelerate Your Insurance Sales Podcast 🎙 here: https://podcasters.spotify.com/pod/show/andy-neary7 🎯  Subscribe to the podcast on YouTube 🎥: https://www.youtube.com/channel/UCyqBg5tL_1G1tf7Wo98tMgg 💬 Join the Complete Game text community: Text the word BROKER to 414-622-1462 Connect with Andy Neary on social media:  LinkedIn: https://www.linkedin.com/in/andyneary/ Instagram: https://www.instagram.com/andy_neary/

  6. Jun 23

    How to Become Your Prospect's First Call with Jeramie Holt

    In an industry fixated on "what’s in it for me," the fastest way to build an elite book of business is actually to give your time away for free. If you are joining non-profit boards or attending community events just to hunt for leads, your prospects will smell your commission breath from a mile away. My guest, Jeramie Holt, Senior Vice President at FNIC, joins me to share his masterclass on authentic community involvement. We discuss how his grassroots fundraising experience as a 10-year-old on rollerblades shaped his perspective on giving back, and how serving organizations like the Boys and Girls Club without expecting a dime ultimately built a deep, high-trust network of over 500 COIs. We also discuss why the era of "quote and pray" is dead, the danger of throwing buzzwords like "captives" and "level-funded" at uneducated buyers, and why doing the unscalable work - like running 29 in-person open enrollment meetings in a single week - is the ultimate separator for top advisors. ▶▶ Sign Up For Your Free Discovery Call completegameu.com/aga Timestamped Outline (00:00) From New Jersey to Colorado: Jeramie’s Entrance into the Insurance Industry (04:36) The Old-School Grind: Making "Eight Calls Before Eight O’Clock" (07:34) Cultivating Trust: Why Authentic Community Involvement Builds Your Business (10:35) Rollerblades and the March of Dimes: Giving Back from a Young Age (14:06) The Danger of "What's In It For Me?": Why Selfish Networking Fails (17:06) The Suitcase Party: Raising $250,000 in One Night (21:21) The Death of "Quote and Pray": What Separates Elite Producers in 2026 (24:20) Stagnant Mindsets: Why Employers Tolerate 10 Years of Sub-Par Broker Service (26:36) Stop the Buzzwords: Execution Matters More Than the Strategy You Sell (32:00) FNIC’s Independence: Blending a Regional Approach with a National Feel (35:05) The "Unscalable" Differentiator: Running 29 Open Enrollment Meetings in One Week (40:03) Driving Results: How Education Kept $96,000 in a Client's Claims Bucket (42:01) Jeramie’s Lightning Round: 5:45 AM Wakeups, Bodybuilding Competitions, and Caddying for His Son CONNECT WITH ANDY NEARY 📲 Schedule a free discovery call: completegameu.com/aga Subscribe and listen to the Accelerate Your Insurance Sales Podcast 🎙 here: https://podcasters.spotify.com/pod/show/andy-neary7 🎯  Subscribe to the podcast on YouTube 🎥: https://www.youtube.com/channel/UCyqBg5tL_1G1tf7Wo98tMgg 💬 Join the Complete Game text community: Text the word BROKER to 414-622-1462 Connect with Andy Neary on social media:  LinkedIn: https://www.linkedin.com/in/andyneary/ Instagram: https://www.instagram.com/andy_neary/

  7. Jun 16

    How Public Service Fuels Sales Success | with Marc Vital-Herne

    Making the leap from high-volume personal lines to complex commercial risk is one of the hardest transitions in the insurance industry. To survive the jump, you have to completely drop your ego, embrace the discomfort of not knowing the answers, and become utterly obsessed with learning the craft. My guest, Marc Vital-Herne, Risk Management Consultant at USI, joins me to share his incredible journey from fielding 25 calls a day and selling 2,000 policies a year at GEICO to advising C-Suite executives on commercial risk. We discuss what it really means to be a "Student of the Game," why representation matters in building a personal brand, and how to successfully pivot your technical knowledge using designations like the CLCS. Mark also opens up about his deeply personal connection to Blood Cancers United and why serving your community will build more trust and credibility than any sales pitch ever could. If you want to elevate your career from transactional order-taker to trusted subject matter expert, this episode is your masterclass. ▶▶ Sign Up For Your Free Discovery Call completegameu.com/aga Timestamped Outline (00:00) Introduction: Meet Marc Vital-Herne (01:21) Stumbling into Insurance: From Oil & Gas to Risk Advising (02:09) The GEICO Grind: Handling the Chaos of 2,000 Policies a Year (05:38) Making the Jump: Transitioning from Personal to Commercial Lines at USI (07:09) The "Student of the Game" Mindset: Why Obsession Separates Elite Producers (08:59) Representation Matters: Being the Example You Wanted to See (11:12) Building a Personal Brand: Becoming a Subject Matter Expert (15:15) Advice for Young Producers: Embrace the Discomfort of the Unknown (18:02) The Three Weekly Priorities: Why You Must Get More People to Know You (19:37) The Technical Pivot: Using Designations to Bridge the Knowledge Gap (22:23) Service Over Sales: Why Giving Back Creates Fierce Client Advocates (26:12) Blood Cancers United: Turning Personal Tragedy into a Legacy of Impact (33:11) The 2026 Visionary of the Year Nomination: Character Above Quotas (35:36) Marc’s Lightning Round: Morning Reflections, The Last Dance, and Reading for Substance CONNECT WITH ANDY NEARY 📲 Schedule a free discovery call: completegameu.com/aga Subscribe and listen to the Accelerate Your Insurance Sales Podcast 🎙 here: https://podcasters.spotify.com/pod/show/andy-neary7 🎯  Subscribe to the podcast on YouTube 🎥: https://www.youtube.com/channel/UCyqBg5tL_1G1tf7Wo98tMgg 💬 Join the Complete Game text community: Text the word BROKER to 414-622-1462 Connect with Andy Neary on social media:  LinkedIn: https://www.linkedin.com/in/andyneary/ Instagram: https://www.instagram.com/andy_neary/

  8. Jun 9

    Organic Growth: The Ultimate Driver of Agency Value with James Graham (Marsh Berry)

    Many agency owners proudly hold the pitchfork of independence, but if your firm isn't growing, you are literally losing wealth every single year. The days of treating an agency like a personal lifestyle business while expecting a massive private equity payout are coming to an end. My guest, James Graham, Managing Director at Marsh Berry, joins me to give a "State of the Union" on the M&A landscape in the insurance industry. We break down why the M&A market has shifted from an era of "free money" to highly disciplined buying, why acquirers are intensely scrutinizing Quality of Growth (QofG) and EBITDA margins, and why the drop in public broker organic growth is a massive wake-up call for independent shops. We also discuss the biggest deal-killers in the 11th hour and why the most successful founders have mastered the art of delayed gratification. If you are an agency principal trying to decide whether to scale, partner, or sell, this episode provides the exact roadmap buyers are looking for in 2026. ▶▶ Sign Up For Your Free Discovery Call completegameu.com/aga Timestamped Outline (00:00) Introducing James Graham (03:17) Why Do Agencies Sell? The Three Macro Buckets of M&A (05:02) The Wealth Trap: Why Holding a Stagnant Agency is Losing You Money (07:34) The Hard Truth: Selling Insurance vs. Operating an Agency (09:54) The 2026 M&A Landscape: High Multiples and the "Quality Spread" (12:30) Why Deals Fall Apart: Mismatched Expectations and Murky Ownership (15:00) The Scrutiny Shift: Why "Quality of Growth" is the New Buyer Metric (17:41) The Drop in Organic Growth: "The Water is Out and You're Naked" (21:45) 11th Hour Deal Killers: What Happens When Top Producers Walk Away (27:24) Start Now: Why You Must Run Your Agency Like It's For Sale Today (29:17) Delayed Gratification: The #1 Characteristic of Scalable Founders (32:49) The Power of Peer Exchange: Inside MarshBerry's Executive Network (36:55) James’s Final Advice: Why Organic Growth is Your Greatest M&A Leverage CONNECT WITH ANDY NEARY 📲 Schedule a free discovery call: completegameu.com/aga Subscribe and listen to the Accelerate Your Insurance Sales Podcast 🎙 here: https://podcasters.spotify.com/pod/show/andy-neary7 🎯  Subscribe to the podcast on YouTube 🎥: https://www.youtube.com/channel/UCyqBg5tL_1G1tf7Wo98tMgg 💬 Join the Complete Game text community: Text the word BROKER to 414-622-1462 Connect with Andy Neary on social media:  LinkedIn: https://www.linkedin.com/in/andyneary/ Instagram: https://www.instagram.com/andy_neary/

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4.8
out of 5
52 Ratings

About

Welcome to the Accelerate Your Insurance Sales podcast! This is the podcast where you'll learn effective marketing and sales strategies from some of the most recognizable names in the insurance industry. You'll learn how to turn brand awareness into more appointments, sales, and revenue.

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