Accelerate Your Insurance Sales Podcast

Andy Neary
  • 4.8 (50)
  • 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. 4D AGO

    How to Scout and Recruit Winning Insurance Producers with Dan Wellik

    In the insurance industry, we often celebrate the "Hero”, the lone-wolf producer who closes the big deal and saves the day. But if you want to build a truly scalable agency, you have to stop being the hero and start being the Hero Maker. My guest, Dan Wellik, Vice President at TRICOR, joins me to discuss his journey from pitching on the mound and coaching in the Cape Cod League to leading sales teams in the insurance world. Dan shares a unique perspective on the industry, having navigated the trajectory from a boutique independent agency to global powerhouses like AssuredPartners and Gallagher, before choosing to return to a large regional independent. We discuss why preparation is the only cure for sales anxiety, how to recruit producers with a "scout’s eye" for talent, and why helping new producers find a niche immediately is the fastest way to 10X their growth. Whether you are a "washed-up pitcher" or a sales leader looking to scale, this episode is packed with leadership gold. ▶▶ Sign Up For Your Free Discovery Call completegameu.com/aga KEY MOMENTS (00:00) Two Washed-Up Pitchers: Baseball, Control, and the Mound (03:45) JUCO Ball and Adversity: How Junior College Shapes Work Ethic (08:12) Pitching vs. Sales: Why Preparation is the Only Way to Handle Pressure (11:30) Coaching at the Cape Cod League: Managing Elite Talent and Imposter Syndrome (16:50) The Pivot to Insurance: Transitioning from Selling a Program to Selling Risk (21:15) Boutique to Global to Regional: Navigating the Phases of Agency Acquisition (25:30) Impact and Autonomy: Why Dan Chose the TRICOR Leadership Model (29:45) Scouting Producers: What a Sales Leader Looks for in New Talent (32:20) Starter to Reliever: Adjusting Your Skill Set When Moving into Leadership (35:10) Heroes vs. Hero Makers: The Mindset Shift of Great Sales Leaders (38:50) Recruiting Advice: Transparency, Creativity, and Direct Involvement (42:15) Dan’s Lightning Round: 3 Kids, Strength Training, and Predictable Success 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/

    40 min

  2. APR 28

    How Specialization 10X'd Their Growth with Stephen Gingrich & Brandon Ernstes

    In a commoditized industry, most insurance producers rely on their technical knowledge to win deals. But knowledge is no longer the differentiator - energy, conviction, and a hyper-specialized niche are. If you are still trying to be a generalist "lone wolf," you are capping your growth and leaving your clients at risk. My guests, Stephen Gingrich and Brandon Ernstes of Houchens Insurance Group, join me to discuss how their team-selling model has allowed them to write 10 times the business they did as individuals. We break down the "Starting Five" philosophy of agency growth, why young producers should never rely on relationships to win, and how niching down into the ESOP (Employee Stock Ownership Plan) market transformed them from "just another broker" into sought-after industry experts. We also discuss the power of building a brand on LinkedIn and why Brandon, a former skeptic, is now an inbound lead believer. ▶▶ Sign Up For Your Free Discovery Call completegameu.com/aga KEY MOMENTS (00:00) Sharing a Mic: Live from a Conference in Milwaukee (01:15) From Life Insurance to Benefits: Stephen’s Design for Impact (03:10) The Science Experiment: Brandon’s Path from Coal Mines to Insurance (05:12) The "Starting Five": Why You Need Different Skill Sets to Team Sell (08:15) Dropping the Ego: Taking a Short-Term Pay Cut for Long-Term Scale (11:00) Value Over Age: How Young Producers Win in the C-Suite (14:20) Energy is 80% of the Sale: Why Technical Knowledge Isn't Enough (17:35) The ESOP Niche: Why Ownership-Minded Companies are the Ideal Clients (21:45) Verticalization: Getting Young Producers Up to Speed 100% Faster (25:10) The Skeptic’s Journey: From Content Doubt to Inbound Success (29:30) Why You Must Act Like a News Channel for Your Prospects (33:45) Major and Minor: The Blueprint for Scaling New Producers (37:20) Rapid Fire: 4:30 AM Routines, F45 Workouts, and 10X is Easier than 2X 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/

    37 min

  3. APR 24 ·  BONUS

    The Workers' Comp "Wedge": How to Win The Whole Book Of Business

    Most insurance producers walk into a meeting and immediately start talking about policies, endorsements, and premiums. But if you want to win a multi-million dollar account, you have to stop selling insurance and start managing risk. My guest, Corey Hillery, known to many as "The Work Comp Guy", joins me to discuss how he uses workers' compensation as a powerful "wedge" to win entire books of business. We break down why introverts often gain more credibility faster than extroverts, how Corey built his career on the "dying art" of cold calling, and why workers' comp is actually a financial management tool rather than an insurance product. Corey also gets vulnerable about his personal journey, discussing how extreme challenges like personal loss and depression have shaped him into a more empathetic and human advisor. If you want to elevate your sales game by being authentically yourself, this is the episode for you. ▶▶ 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/

    53 min

  4. APR 21

    $3.5 Million in 4 Years: The Power of Team Selling In Insurance Sales

    Most insurance producers are terrified of splitting their commissions, fearing it will cut their income in half. But what if teaming up with a partner, one who fills your gaps and shares your vision, actually allowed you to double or triple your book of business? My guests, Chris Bowling and Chris Bayer (famously known as CB Squared), now with Gallagher, join me to share their blueprint for success. Since merging their books four years ago, they have generated over $3.5 million in new revenue. We discuss the high-stakes decision to take a short-term pay cut for long-term scale, how to differentiate yourself through a personal brand when your agency logo keeps changing through acquisitions, and why relentless follow-up is the only thing that turns LinkedIn awareness into signed AORs. If you want to stop being a "lone wolf" and start building an elite practice, this episode is a must-watch. ▶▶ Sign Up For Your Free Discovery Call completegameu.com/aga KEY MOMENTS (00:00) CB Squared: $3.5 Million in New Revenue Through Team Selling  (02:08) Why Team Sell? Overcoming Egos and Mentor Transitions  (04:49) The "Step Back to Leap Forward": Confidence in the Merger  (07:43) Managing 90+ Clients: The Capacity Limit of the Lone Wolf  (10:27) Surviving Acquisition: Maintaining a Brand from Molyneaux to Gallagher  (13:36) Why Buyers Hire the Advisor, Not the Agency Logo  (16:21) The Relentless Follow-Up: Content Builds Awareness, Follow-Up Builds Revenue  (21:24) Planning the Year: How to Script 52 Weeks of Relevant Content  (24:06) "Bottom Line Thursday": Turning Industry Updates into Thought Leadership  (28:08) Repositioning Your Network: Moving from Industry Peers to Ideal Buyers  (32:31) Outsourcing Your Weakness: The Role of Support Teams in Content Consistency  (35:55) Rapid Fire Round: Cold Plunges vs. Bird Watching 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/

    39 min

  5. APR 17

    Insights On Stop Loss And Ancillary Benefits In Insurance

    The medical stop-loss market is in trouble. With industry-wide loss ratios running dangerously high, several major reinsurance carriers have recently decided to exit the market entirely. If you are an advisor putting small, 25-life groups into self-funded plans, you need to understand the extreme volatility you are exposing them to. My guest, Mehb Khoja, the newly appointed COO of BCS, joins me to discuss the current state of the stop-loss and reinsurance markets. We break down why the stop-loss model is breaking under current loss ratios, why self-funding isn't always the right answer for smaller employers, and how BCS is strategically using ancillary and voluntary benefits as a form of medical cost containment. We also discuss his journey from pension actuary to C-Suite executive and why introverts can make some of the best salespeople in the industry. ▶▶ Sign Up For Your Free Discovery Call completegameu.com/aga KEY MOMENTS (00:00) From Pension Actuary to Insurance COO (01:54) Why Introverts Make Excellent Salespeople and Advisors  (04:54) The Destiny Health Story: Selling Early Wellness Programs in the Mid-2000s  (09:07) Who is BCS? The Hidden Carrier Behind the Blue Cross Blue Shield Networks  (12:00) The Stop-Loss Crisis: Why Major Carriers Like Swiss Re Are Exiting the Market  (15:02) The Danger of Small Group Self-Funding: Why 25 Lives Might Be Too Volatile  (19:15) Integrating Ancillary Benefits as a Medical Cost Containment Strategy  (23:25) Transition from Chief Growth Officer to Chief Operating Officer  (25:47) Lightning Round: 5 AM Workouts, Cold Plunges, and Peter Thiel 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/

    41 min

  6. APR 14

    From Cop to Commercial Advisor: How Jimmy Blair Bet on Himself Twice

    Jimmy Blair's path to the insurance industry is truly one of a kind. Before selling commercial insurance, Jimmy spent nearly a decade as a police officer in Tempe, Arizona, navigating the chaos of the Mill Avenue beat during the unrest of 2020. My guest, Jimmy Blair, Commercial Insurance Advisor at the Mahoney Group, joins me to share his incredible journey from chasing bad guys to protecting multifamily real estate portfolios. We discuss the "hopelessness" that led him to leave the force, why his first attempt at selling insurance ended with him going back to a patrol car, and the grueling 100-hour workweeks he endured to successfully transition into the industry on his second try. We also break down how the communication skills and empathy required to manage a crisis on the street translate perfectly into being an elite commercial risk advisor. If you are struggling with imposter syndrome or wondering if you have what it takes to build a book of business, this episode will inspire you to keep pushing. ▶▶ Sign Up For Your Free Discovery Call completegameu.com/aga KEY MOMENTS (00:00) From Cop to Commercial Insurance: Jimmy’s Unique Path  (01:21) Why Law Enforcement? "Shoot Guns, Drive Fast, Chase Bad Guys"  (02:30) Policing During 2020: Navigating the Front Lines on Mill Avenue  (04:06) The Turning Point: Dealing with Hopelessness and the Salary Ceiling  (06:28) Becoming Desensitized to Trauma and the "Worst Day" Reality  (07:37) The Family Connection: Discovering the Mahoney Group  (08:50) Attempt Number One: 18 Months of Insurance and Imposter Syndrome  (10:14) The Retreat to Safety: Why Jimmy Went Back to the Police Force  (11:32) Attempt Number Two: Working 100-Hour Weeks to Build a Book  (15:47) Why Managing an Insurance Crisis is Like Responding to a 911 Call  (19:35) How to Keep Your Cool When the Proverbial "Shit Hits the Fan"  (22:15) Writing "The Overlooked Line in the Capital Stack" to Attract Multifamily Owners  (23:25) Jimmy’s Lightning Round: 5 AM Wakeups, Half-Marathons, and Golden Doodles 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/

    36 min

  7. APR 10 ·  BONUS

    The State Of The Captive Industry In 2026 | with David Vorhees

    Note for DFW Advisors: Be sure to listen to the end for details on our upcoming joint event on April 16th in Plano, Texas, where we will teach you the strategy and storytelling frameworks needed to sell captives effectively. 2025 was a brutal year for health insurance renewals, driven largely by poor risk pricing and the delayed healthcare consequences of 2020. If you are an advisor still relying on spreadsheets to win business in this market, you are playing a losing game. Today's employers are tired of buying solely on price - they want real value, stability, and transparency. My guest, David Voorhees, CEO and Founder of True Captive, returns to the show to give a "State of the Union" on the medical captive space. We discuss why True Captive operates on the belief that "if you've seen one captive, you've seen one captive," how they differentiate themselves by putting up collateral for their members, and why individualized cost-containment strategies have allowed them to average sub-double-digit renewals for four consecutive years. ▶▶ 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/

    31 min

  8. APR 7

    Why Top Brokers Give Their "Secret Sauce" Away for Free

    Most insurance brokers are terrified of sharing their best strategies online. They worry that if they give away their "secret sauce," a prospect will simply take that information and hand it over to their current broker. But in today's market, hoarding your knowledge is the fastest way to become irrelevant.  My guest, Ben Kolarcik, Brand Strategist at Brand Builders Group, joins me to explain why the most successful advisors are giving their best advice away for free. We break down the "My Precious" trap of gatekeeping your intellectual property, why 74% of Americans are more likely to buy from a recognized personal brand, and how to build a reputation that actively does the selling for you. If you want to stop chasing cold leads and start attracting clients who already trust your expertise, this episode is your blueprint. ▶▶ Sign Up For Your Free Discovery Call completegameu.com/aga KEY MOMENTS (00:00) Why Top Brokers Give Their "Secret Sauce" Away for Free  (02:15) From Warner Bros. Records to Brand Strategist: Ben’s Journey  (06:30) The 74% Rule: Why Buyers Choose Personal Brands Over Faceless Agencies  (10:45) The "Sea of Sameness": Why Your Logo Isn't Enough to Sell Anymore  (14:20) Using Your Brand as a Recruiting and Retention Weapon  (18:10) The Power of Polarization: Why You Must Have an Opinion  (23:55) The "Brand DNA" Framework: Defining Your Core Target Audience  (29:40) The "My Precious" Trap: Why You Must Give Your Best Advice Away  (35:15) Free Marketing, Paid Marketing, and Getting Paid to Prospect  (42:30) Ben’s Lightning Round: 100 Pushups a Day, Morning Sunlight, and AI 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/

    46 min
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4.8
out of 5
50 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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