Accelerate Your Insurance Sales Podcast

Michael Weaver, founder of Weaver Sales Academy, joined me this week and discussed a number of important topics in today’s sales landscape, including: - Why he thinks cold calling is actually easier now than a decade ago - The importance of making a really solid elevator pitch for you and your agency - Consistency, consistency, consistency - Why you need to invest in both sales AND marketing …and...

I recently had the chance to revisit my high school, where I graduated 30 years ago, and talk to their young athletes about what success beyond the field looks like.  As I told them, there will be a day when you play your sport for the last time, whether your sports career ends in high school, college, or you go pro. What do you do then? You take what you’ve learned and continue being successful o...

How do you find good sales producers? I invited Steve Giannone onto the show to find out how.  Steve is the Central Region Leader at Risk Strategies and has decades of experience in the field. We talked about how to effectively onboard new producers, what Steve looks for in new hires, and how he also extends veteran producers’ careers through social media training and teaching new sales strategies...

Consistency, persistency, patience.  Those three words will help you book all the appointments you need with your target prospects, and this week on Bullpen Sessions I’ll teach you how.  If you’re having trouble getting time on your prospect’s calendar, tune in this week: I share several strategies on the best ways to find new prospects, how to get those prospects to book an appointment with you,...

This week on Bullpen Sessions I dove into the world of fiduciary PBMs with my special guest Ken Kemker. Ken is the co-founder of DisclosedRX, a company that differentiates itself by being a “full disclosure” PBM, as opposed to a “transparent” PBM; listen to the episode to find out why that’s such a huge difference, and why “transparency” in the PBM world doesn’t actually mean being transparent.  W...

If you’ve followed my social media for any amount of time, you know that I’m very passionate about video content, and the fact that it’s the single best thing you can do today to market your agency. But what if you don’t have time to make all that content?  This week on Bullpen Sessions, I share some tips and strategies to making content quickly. With today’s AI tools and the right approach, anybo...

Colton Storla (North Risk Partners) joined me on the show this week for a podcast focused on discipline and self-improvement.  Colton was a “hometown hero”, who scored a record 7 rushing touchdowns in high school, before having some college football success. After graduating, he was recruited to work as a strength and conditioning coach at Iowa.  Through his football and coaching career, there was...

A recent trip to Hawaii afforded me the opportunity to reflect on a question that my significant other Amy asked me: when was the last time that you were happy? In this episode of Bullpen Sessions, I share how swimming in waterfalls and eating raw cacao beans with Maris, the local tour guide, helped me remember that happiness isn’t tied to sales figures and revenue numbers, but in the simple thing...

Grabbing attention in our industry is pivotal for success in today’s market; in an industry saturated with competitors vying for clients' trust and business, you need to stand out. At a recent event, I spoke about the necessity of clear messaging, maintaining and growing a robust online presence, and effective branding to make your agency stand out. Drawing from my own experiences, I speak abo...

Spencer Smith, SVP at ParetoHealth and host of the Self-Funded with Spencer podcast, joined me for a conversation on everything about him not related to those two roles. We talked about how important exercise and discipline are to him, how he’s keeping in shape and hitting his macros on the road, and what it took to get to where he is today. He also gives some advice to new advisors on how to look...

Ross Conner from Hotchkiss Insurance joined me in-studio for a conversation focusing on what it means to stay true to yourself in this industry. Ross spent the first few years of his insurance career trying to be somebody that he’s not, and it wasn’t until he embraced his sense of humor and personality that he achieved real success. Outside of business, we talk about what it was like to adopt five...

Heather Bowers joined me in-studio from Lone Star Benefits, Inc., to talk about everything behind the scenes that goes into being a female agency owner, a mom to a college football player son, and working with her husband. I dove into what parts of her life she prioritizes above everything else, what it’s like to run an agency with your husband, and the unfortunate story of her son’s neck injury d...

Chris Hamilton from Hotchkiss Insurance, and one of the best users of LinkedIn in the industry, joined me in-studio for a conversation focused on his life away from business. How does he keep himself mentally and physically sharp? What motivated him early on when he wasn’t immediately successful? And how has his social media presence helped in sales meetings? KEY MOMENTS 0:42 - Chris’s Insurance J...

Meet Carl Willis, a trailblazer in the digital marketing world, whose journey began in 1996. Facing numerous challenges, he developed a transformative strategy that not only boosted his brand but also revolutionized online advertising by delivering remarkable results while keeping costs low. In 2014, Carl founded Simplicity Marketing LLC, simplifying digital marketing for entrepreneurs. His vision...

In this episode of Bullpen Sessions, host Andy Neary speaks on the importance of being searchable in this industry, why you NEED to be investing time in building your online presence, and how to effectively create a sphere of influence through social media.  Register here for the upcoming webinar: https://www.completegameu.com/webinar-registration485871 KEY MOMENTS 2:33 - Your Clients NEED To Be A...

John Hansbrough, former college football player turned Risk Management Consultant at Acrisure, joined me this week on Bullpen Sessions for a great conversation. In this episode, we discuss: How his days as a college athlete has impacted his business career. The importance of having a coach. How to use content on LinkedIn to educate your clients. John shares some valuable tips on getting started wi...

In this podcast episode, host Andy Neary dives deep into the core attributes that drive success in the insurance industry, inspired by his recent experiences and the book "The Leadership Secrets of Nick Saban." Andy shares invaluable insights from interviewing top performers in the field—Chris Hamilton, Heather Bowers, Ross Connor, and Spencer Smith—highlighting their relentless curiosit...

With a decade of experience in the insurance industry, Madison Baker has dedicated her career to mastering the insurance brokerage side of our industry. Her expertise spans a broad spectrum of industries, including manufacturing, hospitality, healthcare, and private equity. Madison prides herself on making the insurance experience a positive one for her clients as she has witnessed firsthand how f...

In this episode of the Bullpen Sessions Podcast, the focus is on the crucial attribute that distinguishes top insurance producers from the rest: consistency. Andy Neary shares insights drawn from personal observations and interactions with industry professionals, highlighting the common pitfalls that prevent many producers, both seasoned and newcomers, from achieving their goals. The discussion re...

Fred Joyal is an author, speaker, and entrepreneur. He co-founded the most successful dentist referral service in the country, 1-800-DENTIST. He is currently the CEO of TruBlu Social Smiles. He has previously written two bestselling books on marketing for the dental industry. His latest book, Superbold: from Under-confident to Charismatic in 90 days, is a Wall Street Journal bestseller. In this ep...

Most people do not get into the insurance industry by design. They're sold the dream of unlimited income potential and schedule freedom. However, they aren't told about how hard it will be to have success. In this week's podcast, Andy sets the record straight by sharing three tips he wish he knew when he started his insurance career 23 years ago. KEY MOMENTS [02:40]: Introduction to th...

Terrence Ogden, the visionary founder of Project Grit, is a celebrated leader known for his transformative impact. Through organizing events like the Immortal 32 Ruck and Top of Texas 8 Peak Challenge, he demonstrates a commitment to excellence and the transformative power of perseverance. In this episode, Terrence shares his inspiring story of overcoming drug addiction and changing his life by ma...

Hayden Partain is a former professional soccer player turned health insurance advisor. He played college soccer at Wake Forest University, one of the top soccer programs in the country. After his college career, Hayden spent 3+ years playing professional soccer for the Sacramento Republic and San Antonio FC. In this episode, we discuss his professional soccer career and the lessons he learned from...

Sales is 80% mindset. If you don't believe you can win, you're right. In last week's podcast episode, Dre Baldwin and I unlocked the four pillars of sales success. In this episode, I share how you can leverage the four pillars to turn your mindset into your secret sales weapon. KEY MOMENTS [01:09] Discussion on mindset being a crucial element in sales success and its impact on insuranc...

As CEO and Founder of Work On Your Game Inc., Dre Baldwin has given 4 TEDxTalks on Discipline, Confidence, Mental Toughness & Personal Initiative and has authored 33 books. He has appeared in national campaigns with Nike, Finish Line, Wendy's, Gatorade, Buick, Wilson Sports, STASH Investments and DIME magazine. Dre has published over 8,000 videos to 142,000+ subscribers, his content being...