Advertise on podcast: Accelerate Your Insurance Sales Podcast

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/

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/

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/

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/

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/

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/

Right now, the insurance industry is treating AI like a magic bullet. Agency leaders are buying up flashy tech tools, hoping artificial intelligence will magically fix their RFPs, streamline client onboarding, and turn rookies into top producers. But there is a harsh reality most agencies are ignoring: if you apply AI to a broken or non-existent process, you are only going to fail faster. My guest, Corey Frasure - our resident "AI Mad Genius" at Complete Game Consulting - joins me to cut through the AI snake oil. We discuss why you must treat AI like a "5-year-old with a 180 IQ," the legal and brand dangers of letting AI be your "thought leader" instead of your thought partner, and why you absolutely must document your agency workflows before you attempt to automate them. We also pull back the curtain on how we built 48 highly specialized AI coaches for our own training platform. If you want to use AI to actually scale your agency instead of creating chaos, this episode is your blueprint. ▶▶ 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/

Building a high-performing sales team in the insurance industry has never been harder. With veteran producers nearing retirement and green rookies years away from validation, agency leaders are stuck deciding where to invest their recruiting efforts. Should you chase the established "lone wolf" or train the hungry newcomer? My guest, Nancy Grasso, Regional Vice President for Growth at OneDigital, joins me to share her no-nonsense approach to recruiting, mentoring, and leading top-tier producers. We discuss why she refuses to hire "name-droppers," how to test a candidate's true grit during the interview process, and the exact "sweet spot" of experience you should look for in your next hire. We also break down how to structure a mentorship program that actually produces results, rather than just enriching the mentor. If you are struggling to build a sales team that opens doors and closes business, this episode is your blueprint. ▶▶ Sign Up For Your Free Discovery Call completegameu.com/aga KEY MOMENTS (00:00:00) Nancy’s Accidental Entry into Insurance  (00:02:42) The Power of an Opinion: Why Consultants Close and Brokers Quote  (00:07:16) Training Clients to Expect Spreadsheets (And How to Stop)  (00:09:17) Experiencing OneDigital’s Growth from $50M to $2B  (00:11:59) The Transition from Top Producer to Sales Leader  (00:15:30) The Recruiting Playbook: The Three Buckets of Producer Talent  (00:17:55) How to Build a Mentorship Program That Actually Works  (00:20:20) The Hard Truth About Sales: Underestimating the C-Suite Divorce  (00:26:58) Testing for Grit: How to Spot a "Name-Dropper" Before You Hire Them  (00:30:13) Why Curiosity is the Ultimate Predictor of Sales Success  (00:32:43) How to Keep a Million-Dollar Producer Motivated  (00:37:21) The Evolution of the Benefits Sale: From Medical Quotes to Total HR  (00:41:14) Nancy’s Lightning Round: Time Blocking, The "Cut The Crap" Podcast, and Cardio 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/

Many P&C and commercial agents avoid selling life insurance because it feels intrusive, the applications are too long, and the underwriting process is overly complex. As a result, they ignore it entirely - failing to put quote links on their websites or even mention it to their clients. But by ignoring life insurance, you are leaving thousands of dollars in easy commissions on the table and risking your client relationships. My guest, Brian Greenberg, founder of Quoteplicity, joins me to discuss how his software is simplifying the life insurance sale for non-life agents. He shares how his platform allows consumers to run their own quotes and compare companies without jumping through hoops, how you can automate long-term follow-up without being pushy, and why you should consider partnering with a fulfillment center to handle the application process while you keep 70% of the commission. If you want to create a hands-off revenue stream and protect your top clients, this episode will show you how. ▶▶ 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/

Are your marketing people glorified order takers or proactive advisors? For many agencies, marketing is just the team that formats slide decks or requests quotes from carriers. But true marketing - especially in the B2B insurance space - is about owning the customer journey and building a community of engaged prospects long before the sale happens. My guest, Shelby Fitzpatrick, Manager of Marketing at Sterling Seacrest Pritchard, joins me to discuss what it takes to build a modern marketing department in the insurance industry. Coming from a decade-long career in sports marketing, Shelby brings a fresh perspective to a notoriously stale industry. We discuss the differences between B2C and B2B marketing, why marketing should be treated as a strategic sales partner rather than a fulfillment center, and how to structure your marketing team based on specialized skills rather than hiring "generalists." ▶▶ Sign Up For Your Free Discovery Call completegameu.com/aga KEY MOMENTS (00:00:00) From College Tennis to Sports Marketing: Shelby’s Journey  (00:08:11) Ego, Time Management, and the College Athlete Mindset  (00:12:27) Building Community and Engagement in Tennis  (00:15:22) The Accidental Jump to Insurance: Joining Sterling Seacrest Pritchard  (00:19:01) The Biggest Misconception: Quoting vs. Marketing  (00:23:34) Why RFPs Are Your Best Opportunity to Tell a Story  (00:26:38) B2C vs. B2B Marketing: Building Trust with the C-Suite  (00:30:06) How Agency Leaders Should View Marketing (It’s Not Just Lead Gen)  (00:33:05) How to Build a Modern Agency Marketing Team from Scratch  (00:37:08) The Role of AI in Marketing: Efficiency vs. Empathy  (00:40:18) Shelby’s Lightning Round: Morning Routines, Checklists, and Pickleball 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/

In this episode, I sit down with Mark Rodgers to reveal the exact operational framework that scaled his agency from a $1M "mom-and-pop" shop into an $8.1M tech-enabled powerhouse. Mark breaks down his "Hierarchy of Labor" strategy: Step 1 is AI and Automation, Step 2 is Offshore Virtual Employees, and Step 3 reserves highly paid US staff strictly for relationship-building and complex advising. We also dive into the existential threat of Amazon entering the insurance space, how implementing EOS (Traction) completely transformed their company culture, and why running a 1% EBITDA is the secret to funding massive, horizontal growth. If you want to stop overpaying for data entry and start scaling your agency like a modern tech company, you cannot miss this episode. ▶▶ 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/

When Nancy Giacalone was told by her former partners that having a female agency owner "wasn't a good look," she didn't argue. Instead, she cashed out her 401(k), bought her $50,000 book of business, and walked out the door to build her own empire. Nearly 30 years later, she sold a highly profitable, systematized agency to the Leavitt Group entirely on her own terms. My guest, Nancy Giacalone, former founder of Olympic Crest Insurance and current Benefits Practice Leader at Leavitt, joins me to share her masterclass on agency ownership. We discuss why going independent just to keep 100% of your commissions is a massive trap, how to build operational processes for employees you haven't even hired yet, and the stark difference between earning industry recognition versus buying it. Nancy also breaks down her meticulous strategy for preparing her agency for acquisition years before she ever sat at the negotiating table, and the emotional reality of watching the sign come down off your building. If you want to build a business that serves your life instead of the other way around, this episode is your blueprint. ▶▶ Sign Up For Your Free Discovery Call completegameu.com/aga KEY MOMENTS (00:00:00) The Catalyst: Leaving a Firm That Didn't Want a Female Owner  (00:04:43) Building for Scale: Creating Processes for a "One-Woman" Shop  (00:08:25) The Independent Trap: Why Chasing 100% Commission Will Fail  (00:14:06) Earned vs. Bought: The Truth About Industry Recognition  (00:19:06) The Exit Strategy: Preparing for Acquisition Years in Advance  (00:21:18) Finding the Right Partner: Selling on Core Values, Not Just Multiples  (00:25:01) The Emotional Reality of the Sale: Losing the Sign on the Building  (00:29:12) Act As If: Preparing for Success Before It Arrives  (00:33:40) Nancy’s Lightning Round: 4:45 AM Wake-Ups and Reading 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/

Many agency leaders run their businesses on gut instinct. While intuition is important for speed, relying on it for your year-end forecast or retention metrics is a dangerous game. If your Agency Management System (AMS) is just spitting out numbers without context, you are effectively flying blind. My guest, Todd Dailey, creator of Premium Logic, joins me to discuss how his transition from the data-rich corporate world of Liberty Mutual to the independent agency side exposed a massive gap in analytics. We break down why traditional AMS platforms fall short, the critical difference between lagging metrics (like retention) and leading metrics (like client sentiment), and how to use data to collaborate with your producers rather than punish them. If you are ready to stop guessing and start making confident, calculated decisions to scale your agency, this episode is your blueprint. ▶▶ 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/

Every producer wants to land massive enterprise accounts, but very few are willing to embrace the daily, unglamorous grind required to get there. In this episode, Andy Neary sits down with Michael Hart of Dillingham Insurance to discuss how the grueling discipline of college football translates directly into building a $1.6M employee benefits book from scratch. Michael shares the exact advice his college coach gave him - “Hard work and consistency beats talent every day" - and how he applies that exact mindset to his daily sales pipeline. We break down the critical difference between pitching and listening, how to use the "six degrees of separation" to successfully prospect into the C-Suite , and why intentional collaboration is the ultimate weapon for closing complex, self-funded cases. Michael also shares his elite post-mortem strategy for handling a Broker of Record (BOR) loss without burning bridges , ensuring you learn from the defeat just like a championship team watching game film. ▶▶ Sign Up For Your Free Discovery Call completegameu.com/aga KEY MOMENTS 0:00 - From Medical Sales to Insurance: The Early Grind 04:30 - Transitioning from Worksite to Full Benefits Consulting 10:15 - The Rookie Ego Check: Stop Pitching and Start Listening 13:50 - The 6 Degrees of Prospecting (How to Connect with CFOs) 21:30 - Moving Your Pipeline One Step Every Single Day 24:35 - Why Consistency Always Beats Talent (The College Linebacker Mindset) 33:10 - How to Handle a BOR Loss Like a Championship Team 39:20 - Morning Routines, Goal Setting, and Elite Habits 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/

When renewals rely on spreadsheets, scattered email chains, and the "tribal knowledge" of a few account managers, errors become invisible - until they suddenly show up. And when those mistakes finally surface, they introduce massive, catastrophic risk to your top clients and your agency's reputation. My guest, Weston Lunsford, the CEO of PLANSIGHT, joins me to discuss how manual workflows are secretly sabotaging benefit brokerages. We break down how purpose-built AI is replacing the outdated spreadsheet model, allowing brokers to instantly extract complex data from carrier documents to create client-ready presentations. We discuss why your team must stop finding its identity in building spreadsheets, the power of real-time plan modeling in client meetings, and why adopting new technology must be treated as a definitive leadership decision, not a side project. This is your roadmap to getting out of the clerical weeds and back into the strategic advisor seat. ▶▶ 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/