Accelerate Your Insurance Sales Podcast

Andy Neary
  • 4.8 (49)
  • 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 · BONUS

    The Missed Opportunity of Retiree Medical Benefits

    Most advisors ignore the post-65 retirees sitting on their clients' health plans. They assume it's just a cost of doing business or that the employer wants to keep them on the same plan as active employees. But by failing to "carve out" this population, you are missing one of the biggest cost-containment strategies available, especially for self-funded groups. My guest, Ken Peterson, Regional Vice President at Benistar, joins me to demystify group retiree medical benefits. Ken explains why municipalities, unions, and family-owned businesses are prime candidates for this strategy, how moving retirees to a Group Medicare Advantage or Supplement plan can drastically lower the average age (and risk) of your active pool, and the specific questions you need to ask to uncover this opportunity. This is the guide to finding the hidden savings in your book of business. Chapters: (00:00:00) The "Low Hanging Fruit" of Benefits: Post-65 Retiree Plans  (00:04:33) Who Needs This? Municipalities, Unions, and Family Businesses  (00:06:38) The Shift to Group Medicare Advantage: Cost Savings & "Bells and Whistles"  (00:11:23) Size Doesn't Matter: Solutions from 2 Retirees to 2,000  (00:12:50) The Carve-Out Strategy: How to Lower Your Active Group's Risk  (00:16:40) The Future of Retiree Benefits: A Return to Med Supp?  (00:21:56) Why Benistar is the "Broker's Broker" for Retiree Solutions ▶▶ Sign Up For Your Free Discovery Call completegameu.com/aga 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/

    23 min

  2. 4D AGO

    "Your Sales Tactics Are Outdated" with Jack Grovenstein

    The insurance industry is still in love with the 1990s. We glorify the "grind" of cold calling and spamming inboxes, ignoring the reality that the modern buyer has moved on. Today’s C-Suite executives aren't sitting by their phones waiting for a quote; they are curating their feeds looking for thought leadership. If you are still relying solely on "smile and dial," you are fighting a losing battle. My guest, Jack Grovenstein, Partner at Palmer & Cay, joins me to discuss how his agency is evolving its playbook to drive massive organic growth - hitting 27% last year alone. We break down the math behind the "15% Rule" for doubling your business, why branding is the new prospecting, and how to stop selling insurance policies and start selling bottom-line impact. This is a wake-up call for any producer still operating like it’s 2005. ▶▶ Sign Up For Your Free Discovery Call completegameu.com/aga KEY MOMENTS (0:00) "Your Sales Tactics Are Outdated" with Jack Grovenstein (1:20) The Palmer & Cay Story: From Bank Acquisition to Private Powerhouse  (8:40) Organic Growth Over M&A: The 15% Rule to Double Your Agency  (14:30) Why "Smile and Dial" is Dying (And What Replaces It)  (22:15) The New Prospecting: Using Content to Capture the C-Suite  (27:00) Hiring for Grit: What to Look for in Modern Producers  (34:50) AI in Insurance: Automating the Mundane to Focus on the Meaningful  (40:10) The $600k Case Study: How to Sell Directly to the P&L 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/

    51 min

  3. JAN 30 · BONUS

    Using Technology To Better Price Insurance Risk

    The construction industry has digitized, but the insurance industry hasn't kept up. Most carriers still price risk based on outdated proxies, ignoring the massive amount of real-time safety and operational data available through tools like Procore and Samsara. This disconnect means safer, tech-forward contractors are subsidizing the premiums of their higher-risk competitors. My guest, Danil Kolesnikov, Founding Engineer at Shepherd, joins me to discuss how they are using technology to fix insurance pricing. We dive into Shepherd’s thesis that contractors who use software to manage their jobsites are inherently better risks and should be priced accordingly. Danil explains the engineering behind their proprietary underwriting platform, how the "Shepherd Savings" program turns software usage into premium credits, and why accurate, data-driven pricing is the only way to build a sustainable book in high-hazard industries. Chapters: (00:00:00) Using Technology To Better Price Insurance Risk  (00:02:15) The Thesis: Why Tech Adoption Indicates Lower Risk  (00:04:20) Build vs. Buy: Engineering a Proprietary Underwriting Platform  (00:07:45) Efficiency in Pricing: The Value of the "Speed to No"  (00:13:15) Navigating Complex Markets: Pricing Risk in CA and NY  (00:16:40) Shepherd Savings: Converting Data into Premium Reductions  (00:20:10) Scaling the Book: Using AI to Enhance Underwriting Precision ▶▶ Sign Up For Your Free Discovery Call http://completegameu.com/aga CONNECT WITH ANDY NEARY 📲 Schedule a free discovery call: http://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/

    24 min

  4. JAN 27

    Your "Dead" Leads Are Worth $270,000 (Stop Ignoring Them)

    Every insurance agent has a graveyard of "dead" leads; prospects you called once, got sent to voicemail, and never touched again. You think they are worthless, but you are actually sitting on a goldmine. The data shows that for every 1,000 old leads gathering dust in your CRM, there is roughly $270,000 in commissions waiting to be claimed. My guest, Michael McMillan, President of Financialize, joins me to prove why you need to stop chasing new leads and start reviving the old ones. In this episode, we break down the "Lead Revival" framework that turns cold data into six-figure revenue. Michael explains why most producers fail at follow-up (laziness), how to balance automation with the necessary "human touch" to wake up dormant prospects, and the specific math behind mining your existing database. Stop leaving money on the table. ▶▶ Sign Up For Your Free Discovery Call http://completegameu.com/aga KEY MOMENTS (00:00:00) Your "Dead" Leads Are Worth $270,000 (Stop Ignoring Them)  (00:02:03) The Discipline to Change: Michael’s 200lb Weight Loss Journey  (00:08:18) Shared vs. Exclusive: Why You Are Buying the Wrong Leads  (00:14:02) Automation Fails Without the "Human Touch"  (00:21:22) The Math: Why 1,000 Old Leads = $270k in Revenue  (00:26:46) You Can't Revive Leads if Your Brand Sucks  (00:37:51) Sales Leadership: Stop Letting Rookies "Figure It Out"  (00:41:14) The 13-Year-Old Entrepreneur: A Lesson in Modern Hustle  (00:45:27) Michael’s Routine: Why the Morning Starts in the Word CONNECT WITH ANDY NEARY 📲 Schedule a free discovery call: http://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 Connect with Andy Neary on social media:  LinkedIn: https://www.linkedin.com/in/andyneary/ Instagram: https://www.instagram.com/andy_neary/

    52 min

  5. JAN 23 · BONUS

    Stop Selling "Health Insurance" - Sell Risk Management Instead

    Most agencies treat employee benefits as a secondary revenue stream - a product to be sold rather than a risk to be managed. They silo their commercial and benefits teams, leaving the client with a disjointed strategy that fails to address their second-largest line item after payroll. My guest, Kevin Handzlik, Director of Employee Benefits at Ellerbrock-Norris, joins me to flip the script. Coming from an actuarial background at Milliman, Kevin brings a data-driven perspective to the brokerage world. In this episode, we break down why pharmacy costs have skyrocketed to 40% of claims spend, how to apply commercial risk management principles to health plans, and why self-funding is a vehicle, not a product. This is the blueprint for breaking down agency silos and protecting your client's purpose. Chapters: (0:00) From Actuarial Consulting to Agency Leadership: Kevin Handzlik’s Story  (5:16) Stop Selling Health Insurance, Start Solving Business Problems  (9:09) The 40% Problem: Why Pharmacy Costs Are Skyrocketing  (13:44) Applying Risk Management Principles to Employee Benefits  (17:28) Overcoming the Fear of Self-Funding: Education vs. Sales  (21:52) Breaking Down Silos: Why Commercial and Benefits Must Work Together  (25:20) Stop Pitching Solutions: The Power of Asking Better Questions ▶▶ Sign Up For Your Free Discovery Call http://completegameu.com/aga CONNECT WITH ANDY NEARY 📲 Schedule a free discovery call: http://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/

    28 min

  6. JAN 20

    Why You Should Call the Competitor Who Just Stole Your Client

    Losing a big account hurts. Your natural instinct is to get defensive, blame price, and block the other broker on LinkedIn. But what if the secret to your future growth lies in picking up the phone and congratulating the person who just beat you? My guest, Ruth Manka, Executive Director of Intersure, advocates for a radical strategy called "coopetition." In this episode, she explains why the most successful independent agencies are sharing their secrets with rivals rather than guarding them. We discuss why you should debrief with the competitor who stole your business to learn where you failed, how to stay independent in an M&A-obsessed world, and why an abundance mindset is the ultimate competitive advantage. This is the argument for turning your enemies into your best teachers. ▶▶ Sign Up For Your Free Discovery Call http://completegameu.com/aga KEY MOMENTS (0:00) Why You Should Call the Competitor Who Just Stole Your Client  (4:17) Community vs. Networking: Why Most Groups Fail  (7:30) The "Coopetition" Strategy: Sharing Secrets to Win  (14:30) The Call: How to Debrief a Loss with Your Rival  (15:28) Staying Independent in a World of Mergers  (24:10) AI is Your Thought Partner, Not Your Replacement  (30:52) The Abundance Mindset: Why the Good Guys Win  (37:04) Ruth’s Routine: Light Therapy and the "Reverse 80/20 Rule" CONNECT WITH ANDY NEARY 📲 Schedule a free discovery call: http://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/

    46 min

  7. JAN 16 · BONUS

    "You Look Too Young": The Generational War in Insurance Sales

    "You look too young. You can't talk to me about my benefits."  That was the feedback Stephanie Handschuh received from a CFO early in her career. It is a bias that plagues the insurance industry, where the average age is pushing 60 and the "old guard" still holds the keys. With a massive wave of retirements on the horizon, the industry is in the middle of a culture clash between the traditional "golf and drinks" crowd and a new generation demanding tech, resources, and rapid growth. My guest, Stephanie Handschuh, Principal at Palmer & Cay, joins me to discuss how to navigate this generational divide. We talk about the burden on the "Middle Generation" to bridge the gap, why Gen Z doesn't care about your country club membership, and how young producers are using content to bypass the age objection entirely. This is the truth about what it takes to succeed when you are the youngest person in the room. Chapters: (0:00) The Silver Tsunami: Why the Industry is "Male, Pale, and Stale"  (3:32) The AI Stance: Why You Can't Just "Evaluate" It Anymore  (6:55) Gen Z Demands: Why They Want Titles Over Job Security  (11:54) The Death of the "Three Martini Lunch" Culture  (15:21) The Hardest Lesson for Young Producers: Pick Up the Phone  (18:35) "You Look Too Young": Overcoming Age Bias in the Boardroom  (20:37) How a 25-Year-Old Producer Won a President's Trust via Content ▶▶ Sign Up For Your Free Discovery Call https://calendly.com/aneary/strategy-session CONNECT WITH ANDY NEARY 📲 Schedule a free discovery call: https://calendly.com/aneary/strategy-session 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/

    32 min

  8. JAN 13

    How a Wharton Grad Runs a 108-Year-Old Insurance Agency | with Bill Rue, Jr.

    In an industry obsessed with mergers and acquisitions, staying independent is a radical act. Most agencies sell out or fade away, but Rue Insurance has thrived for 108 years across four generations. How do you build a legacy that lasts a century without losing your edge? My guest, Bill Rue Jr., President of Rue Insurance, joins me to share the blueprint for longevity. A former investment banker and Wharton grad, Bill discusses how he applies high-level business discipline to a family agency. We get into why they refuse to sell, how they transitioned from "hunting" to brand-driven marketing to support their producers, and the "Be Ready" philosophy that operationalizes their culture. This is the guide for agency owners who want to build a legacy, not just a book of business. ▶▶ Sign Up For Your Free Discovery Call https://calendly.com/aneary/strategy-session KEY MOMENTS (0:00) 108 Years of Independence: The Rue Insurance Story  (1:11) From Investment Banking to Checking Policies: Earning Your Stripes  (6:38) "Be Ready with Rue": Operationalizing Your Agency Culture  (9:23) How to Build a Benefits Department from Scratch ( 14:06) Stop Hunting, Start Marketing: The New Role of the Producer  (18:43) The Power of Peer Groups: Why You Can't Grow Alone  (20:34) The Future of Insurance: AI vs. Relationships  (24:59) Using AI as a Thought Partner, Not a Replacement  (27:06) Advice for New Executives: Don't Wait to Ask for Help  (29:00) The Morning Routine of a 4th Generation President CONNECT WITH ANDY NEARY 📲 Schedule a free discovery call: https://calendly.com/aneary/strategy-session 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/

    35 min
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4.8
out of 5
49 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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