Accelerate Your Insurance Sales Podcast

Hosted by Andy Neary

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Episodes

442

Latest episode

Oct 2026

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About the show

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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60 recent

October 20, 2026Episode 9726 min

How Insurance Producers Can Build Credibility in a Trust Recession

Are you putting in the work to prospect but still struggling to stand out and earn your prospects’ trust? In this episode, I talk about why traditional insurance sales tactics are no longer enough in today’s market and why building awareness is essential to earning a prospect’s attention and trust. I break down how the sales cycle has changed, why a unique sales message helps you build credibility, and how consistently delivering value can give you an advantage before you ever walk through a prospect’s door. I also share how consistency and character help producers build credibility and why educating prospects is essential to earning their trust. Tune in to learn how to build awareness, establish credibility, and become the producer prospects want to work with. In This Episode, You Will Learn The 5 stages of a producer’s career and how expertise develops at each stage. How the trust recession affects producers selling insurance to businesses that already have coverage. Why your agency’s logo, years in the industry, and knowledge alone aren’t enough to establish credibility. How the sales cycle has changed since 2002 and why building awareness is essential to earning prospects’ trust. The 4 pillars of the One-of-One Sales Framework and how they help producers develop a distinctive sales message. How to reach prospects through cold calls, cold emails, and door-to-door outreach. How to generate referrals from clients and centers of influence. How to build awareness through LinkedIn, public speaking, webinars, email newsletters, and podcasts. Why awareness-building doesn’t produce overnight wins but is essential to building credibility. Why credibility depends on consistency and character. Resources + Links Discover a smarter way to manage healthcare with True Captive Insurance Want to stand out and connect with the right prospects? Join my 1-on-1 Sales Workshop on October 29th. Connect with me on LinkedIn and send me a DM to learn more! Your Path to Seven Figures – Get access to our 1-of-1 Sales Framework HERE! Accelerate your insurance sales - Schedule a discovery call here Follow Follow Andy Neary on LinkedIn for more insurance sales strategies and high-performance insights. Learn more about Complete Game Consulting: https://completegameconsulting.com

October 13, 2026Episode 9647 min

The Future of Producer Training & Development

Are you an insurance leader trying to help your producers grow, but finding that traditional prospecting advice isn’t enough? I’m sharing how my baseball journey taught me that trying to fit in can keep you from reaching your potential, while standing out helps the right attention find you. I explain why insurance sales now depend on becoming known, building trust, and guiding producers through longer sales cycles. I introduce my One-of-One Sales Framework: define what you do best, identify your ideal buyer, choose the problem you’re best positioned to solve, and explain your process for solving it. I also outline 5 stages of producer growth and 3 weekly activities that support sustainable sales success. In the Q&A, I discuss call reluctance, prospecting cadence, referrals, and more human ways to reach buyers. If you’re responsible for developing producers, this episode offers a practical way to build their confidence and create a more consistent path to organic growth. In this Episode, You Will Learn How can insurance leaders help producers build confidence, conviction, and consistency in today’s changing sales environment? How do you develop insurance producers into trusted, recognizable experts instead of generalist brokers? What are the 5 stages of insurance producer growth, and what support does each stage need? How can an insurance producer create a clear sales message using their niche, ideal buyer, best-solved problem, and unique process? How can insurance agencies use buyer psychographics to identify ideal prospects and generate better referrals? What weekly sales activities should insurance producers focus on to build pipeline and increase visibility? How can new insurance producers overcome call reluctance and make outreach more personal with drop-ins, audio messages, and video messages? Resources + Links Discover a smarter way to manage healthcare with True Captive Insurance Want to stand out and connect with the right prospects? Join my 1-on-1 Sales Workshop on October 29th. Connect with me on LinkedIn and send me a DM to learn more! Your Path to Seven Figures – Get access to our 1-of-1 Sales Framework HERE! Accelerate your insurance sales - Schedule a discovery call here Follow Follow Andy Neary on LinkedIn for more insurance sales strategies and high-performance insights. Learn more about Complete Game Consulting: https://completegameconsulting.com

October 6, 2026Episode 9551 min

How Great Agencies Build Sales Talent That Keep Scaling with James McMillan

Are you leading producers who work hard but stall out before they reach their potential? In this episode, I sit down with James McMillan, Chief Sales Officer at BHC Insurance in Fort Smith, Arkansas, to talk about conviction, leadership, and what it takes to build a producer team that lasts. James shares the story of his son's health journey, including two terminal diagnoses and the path forward he found through Mayo Clinic, and what that means for how you talk to clients and their employees about the coverage they already pay for. We also dive into how to motivate each producer differently, why grit matters when hiring producers, and how to hire for a plan instead of just adding another body. Tune in to learn how to lead with purpose, hire with intention, and keep producers growing long after they hit a plateau. In This Episode, You Will Learn How a family health crisis led James to use his benefits knowledge to find the right care. The shift from being the hero to building other heroes. Why James considers himself a “chief storyteller.” How to help clients and their employees use the benefits they already pay for. The traits James looks for when hiring and developing producers. How telling client stories can support recruiting, marketing, and growth. What AI means for the way producers prospect and prepare for client conversations. Why grit is essential for producer success. The role of mentorship and product expertise when opportunities get serious. Support that successful producers still need after reaching significant book sizes. Resources + Links Learn more about BHC Insurance HERE Connect with James McMillan: james@bhca.com Discover a smarter way to manage healthcare with True Captive Insurance Want to stand out and connect with the right prospects? Join my 1-on-1 Sales Workshop on October 29th. Connect with me on LinkedIn and send me a DM to learn more! Your Path to Seven Figures – Get access to our 1-of-1 Sales Framework HERE! Accelerate your insurance sales - Schedule a discovery call here Follow James McMillan: @jamesmcmillan Follow Andy Neary on LinkedIn for more insurance sales strategies and high-performance insights. Learn more about Complete Game Consulting: https://completegameconsulting.com

September 29, 2026Episode 9427 min

Sales Hacks Elite Producers Use to Scale their Revenue

Are you still trying to win every opportunity instead of focusing on helping your prospects make the right decision? In this episode, I break down 3 sales lessons I’ve been applying over the past several weeks. I share why consistently delivering value can make it easier to earn attention and book appointments, how being more open and human can build trust with buyers, and why you don’t need every prospect to say yes to feel confident in your sales process. I also share examples from my own career and from producers I’ve worked with that show what happens when you lead with service instead of desperation. Get ready to let go of the ego, build more trust with your buyers, and rethink what it really means to win in sales. In this Episode, You Will Learn: The 3 principles behind the V3 framework to build trust with buyers. Why delivering value earns you the right to ask for an appointment. The “news channel” approach to sharing relevant content. Why letting go of perfection can make you more effective in sales. What vulnerability can do for your credibility and relatability. Why validating yourself helps you stop chasing every deal. The story of a producer who earned trust by telling a prospect to stay with their current broker. What changes when you focus on helping prospects make the right decision. The question I use to guide sales conversations. Why leading with service can ultimately lead to more sales. Resources + Links Discover a smarter way to manage healthcare with True Captive Insurance Want to stand out and connect with the right prospects? Join my 1-on-1 Sales Workshop on October 29th. Connect with me on LinkedIn and send me a DM to learn more! Your Path to Seven Figures – Get access to our 1-of-1 Sales Framework HERE! Accelerate your insurance sales - Schedule a discovery call here Follow Follow Andy Neary on LinkedIn for more insurance sales strategies and high-performance insights. - https://www.linkedin.com/in/andyneary Learn more about Complete Game Consulting: https://completegameconsulting.com

September 22, 2026Episode 931 hr 8 min

How to Win More Insurance Business Before the First Sales Meeting with Tom Sutter

Are you creating content that gives prospects a reason to remember you before they ever need your insurance expertise? In this episode, Tom Sutter of OneDigital is back to talk about the power of authenticity, service, leadership, and consistently showing up online. Tom breaks down how a post about returning dry-cleaner hangers helped demonstrate his attention to small details and ultimately influenced a CEO’s decision, how another LinkedIn interaction opened the door to a company with 500 employees, and how a Cal’s Angels connection turned into a BOR opportunity after seeing what Tom actually does online. Get ready to look at your content, your profile, and your next sales conversation through a very different lens. In this Episode, You Will Learn How an ordinary dry-cleaner habit became unexpected sales content. How a CEO’s LinkedIn research influenced his decision to do business with Tom. Why people may consume your content without ever liking or commenting. How a LinkedIn relationship opened the door to an opportunity with a 500-employee company. The BOR opportunity that came through a Cal’s Angels connection. How Tom’s unpolished whiteboard videos and profile build credibility with prospects. How Tom’s leadership philosophy evolved through his work with Cal’s Angels. Why Tom changed from wanting to be the “insurance king” to leading with empathy. How Tom thinks about protecting the businesses he serves. The question that guides Tom’s approach to new prospects. Resources + Links Learn more about Tom Sutter HERE Learn more about Cal’s Angels HERE Accelerate your insurance sales - schedule a discovery call here Follow Follow Andy Neary on LinkedIn for more insurance sales strategies and high-performance insights. - https://www.linkedin.com/in/andyneary Learn more about Complete Game Consulting: https://completegameconsulting.com Follow Tom Sutter: https://www.linkedin.com/in/tom-sutter-2636273

September 15, 2026Episode 9252 min

The Story Behind the Self-Funded Sensei with Jason Powers

Are you giving clients a spreadsheet and expecting the numbers to sell the solution for you? In this episode, I sit down with Jason Powers, Partner and Co-Founder of Legacy Brokers, to talk about what it takes to become a more confident, consultative advisor in the self-funded market. We dive into why so many producers hesitate to enter self-funding, what happens when you compete primarily on rate, and how the right support gives you the confidence to lead the conversation. Jason also shares the story behind his journey into insurance and the mission of the “Self-Funded Sensei” brand. Get ready to shift from presenting options to confidently recommending the strategy that’s right for your client. In this Episode, You Will Learn What led Jason from a TPA administration role into sales and eventually agency ownership. Why a spreadsheet should support your recommendation, not your sales story. The mindset shift from presenting options to making a recommendation. What can keep experienced brokers from entering the self-funded market. Why competing on rate can make your business vulnerable. The value of building trust before introducing a self-funded strategy. How advisors can manage the anxiety that comes with delivering difficult renewal news. Why showing historical performance can change a renewal conversation. How the right GA support can help producers sell with greater confidence. Resources + Links Accelerate your insurance sales - schedule a discovery call here Follow Follow Jason Powers: @legacybrokers Follow Andy Neary on LinkedIn for more insurance sales strategies and high-performance insights. Learn more about Complete Game Consulting: https://completegameconsulting.com

September 8, 2026Episode 9118 min

3 Sales Tips Every Insurance Producer Needs Right Now

Are you putting in the activity but still not seeing the sales results you want? In this episode, I share 3 sales lessons that have come up repeatedly in my recent coaching conversations with insurance producers. I talk about the mindset, communication, and habits that can affect your ability to move opportunities forward. Tune in to learn how these 3 simple shifts can help you create clearer decisions, build stronger connections, and turn more opportunities into results. In this Episode, You Will Learn Why the energy you bring into a sales conversation affects the outcome. The advice to move buyers from “maybe” to a clear decision. Video and audio messages as a more human approach to prospecting. Why being more human matters in today's prospecting environment. The difference between confident sales energy and desperation. How giving without needing the win can change your approach to prospects. Why written outreach is becoming harder to trust in the age of AI. The mistake of assuming a prospect knows you want their business. Getting stuck in the “friend zone” instead of moving a prospect toward a decision. 3 sales habits that can turn more opportunities into results. Resources + Links Accelerate your insurance sales - schedule a discovery call here Follow Follow Andy Neary on LinkedIn for more insurance sales strategies and high-performance insights. Learn more about Complete Game Consulting: https://completegameconsulting.com

September 1, 2026Episode 9049 min

Why Great Producers Lose Deals They Should Win with Guffy Wright

Why do good deals still fall apart when you know you’re offering more value? In this episode, I sit down with Guffy Wright, National Sales Leader of the Real Estate Practice at Mahoney Group, to talk about the friction that keeps buyers from moving forward. Guffy shares the framework of value, vulnerability, and validation, along with why alignment can be more important than simply building trust and how co-anchoring connects your solution to a client’s future goals. Tune in to learn how removing friction can help you turn strong opportunities into decisions that actually move forward. In this Episode, You Will Learn Why having the best value doesn’t guarantee you’ll win the deal. 3 types of friction that can prevent a decision. How value, vulnerability, and validation work together. Why alignment, not trust, actually moves decisions forward. How co-anchoring connects your solution to the buyer’s future. How vulnerability can build psychological safety and strengthen connection. The shift from being visible to becoming known in your market. Using expertise to create attraction instead of chasing prospects. The mindset shift from proving your value to removing friction. Resources + Links Get your copy of Guffy’s book Attach High: How Elite Advisors Remove Friction from High-Stakes Decisions HERE Accelerate your insurance sales - schedule a discovery call here Follow Follow Guffy Wright on LinkedIn: @guffy-wright-752679b Follow Andy Neary on LinkedIn for more insurance sales strategies and high-performance insights. Learn more about Complete Game Consulting: https://completegameconsulting.com

August 25, 2026Episode 8916 min

How to Build Producer Confidence and Conviction Faster

Are your producers struggling to gain confidence and traction, even when they’re doing the work? In this episode, I break down the One-of-One Sales Framework we use at Complete Game Consulting to help producers build confidence and conviction faster. I share the four pillars behind a message that only they can deliver, from defining their zone of genius and ideal buyer to identifying the problem they are best positioned to solve and the framework they can use to solve it. Tune in to learn how to give your producers a message they believe in, strengthen their conviction, and accelerate their path to success. In this Episode, You Will Learn Why confidence and conviction should come before prospecting tactics. The 5 stages of a producer’s career. Why copying a successful producer’s sales message doesn’t create lasting success. How to build a One-of-One Sales Framework. How to help producers define their zone of genius. Why new producers should identify their ideal buyer early. The difference between demographic and psychographic buyers. How to find the problem a producer is best positioned to solve. How a personalized sales message can reignite veteran producers. Resources + Links Accelerate your insurance sales - schedule a discovery call here Learn more about Complete Game Consulting HERE ! Follow Follow Andy Neary on LinkedIn for more insurance sales strategies and high-performance insights. - https://www.linkedin.com/in/andyneary

August 21, 2026Episode 9250 min

The Boring Habits That Build Elite Producers | with Dan Michelini

Dan Michelini, VP of Sales at Acrisure, joins me to discuss his unique path into the industry. Making a massive career pivot at age 37, Dan transitioned from tech consulting and venture capital into insurance - starting with 100 cold calls a day and driving home in tears before finally catching his big break. We discuss how he applies Ryan Holiday’s teachings on Stoicism to his daily leadership, the vital difference between a sales manager and a sales coach, and a brilliant case study on how a 24-year-old producer stole a marquee account from a 10-year veteran by selling his "inexperience." Dan also pulls back the curtain on the M&A landscape, sharing what made his former agency an attractive acquisition for Acrisure and what agency owners need to know about selling in 2026. ▶▶ Sign Up For Your Free Discovery Call https://completegameu.com/request-a-call Timestamped Outline (00:00) Introduction: Welcome Dan Michelini (01:26) A Career Pivot at 37: From Tech Startups and VC to Insurance Sales (05:06) College Football Chaos: Notre Dame, Luke Fickell, and the NIL Era (08:52) The Daily Stoic: How Ryan Holiday’s Philosophy Shapes Dan’s Leadership (11:45) Calm Amidst the Chaos: Why Producers Must Avoid Extreme Highs and Lows (12:40) Case Study: How a Young Producer Beat a 10-Year Veteran by Selling Hunger (17:40) The 100 Cold Call Grind: Driving Home in Tears and Finding the Breakthrough (21:06) The Ripple Effect: How One Small Deal Led to Millions in Revenue Over 20 Years (25:56) Advice for New Producers: Bring Infectious Energy and Listen More Than You Talk (28:51) Sales Manager vs. Sales Coach: The Power of Servant Leadership (33:29) Hoops History: Playing for a Young Gregg Popovich at Pomona College (36:00) The Acrisure Acquisition: Why Greg Williams' Pitch Stood Out in 2017 (41:42) Advice for Sellers: Navigating Valuations and Protecting Your People (43:59) Dan’s Lightning Round: Wordle, MapTap, 175-Degree Saunas, and Jack Reacher 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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