The Italian Approach to Sales | Less Stress, More Success
The American way of selling is a high-stress, quantity-obsessed grind. We’re taught to chase more prospects, make more calls, and just do more: a relentless chase that inevitably leads to […]
Bullpen Sessions
A Podcast For Insurance Professionals Driven To Reach Their Full Potential
What are
Bullpen Sessions?
As a former pitcher for the Milwaukee Brewers organization, Andy used the bullpen to prepare for pivotal game time opportunities. Andy has taken his experiences, successes, and lessons learned from the baseball field and adapted them help a wide-range of professionals shift their mindsets in their field of action.
Featured Episode
Episode 35
Empowering Billions through Value and Gratitude with David Meltzer
David is the Co-Founder of Sports 1 Marketing and formerly served as CEO of the renowned Leigh (“Lee”) Steinberg Sports & Entertainment agency, which was the inspiration for the movie Jerry Maguire. In this episode, we dive into David’s early career success as he quickly grew his net worth well over $100 million. However, he lost it all. But … He has brought it all back with a different perspective. Today, he lives a life focused on VALUE and GRATITUDE. Grab a pen and paper. This episode is going to rock your world! Here we go!
Latest Episodes
The 90s Called | They Want Their Marketing Back
Most insurance agencies market themselves like they’re still stuck in the last century, relying on tired tactics, generic messaging, and treating their marketing team like order-takers.
From Venezuela to Miami | How a Family Agency Reinvented Itself
Most independent agencies lack a compelling story, have no true specialization, and fight to be seen as anything more than a commodity that can be replaced by a cheaper quote.
The Future of Insurance: Collaboration Over Competition | with Jessica Brooks-Woods
The future of this industry belongs to those who collaborate.
The One Thing Every Producer Needs Now!
Time Management: The #1 Differentiator in Sales
A New Solution For Hard-to-Insure Workforces | The CHAMP Plan
Every broker has clients with a workforce they can’t solve for: hourly, seasonal, part-time, etc.
Can Independent Agencies Thrive in a Competitive Market? | with Pam Schlotzhauer
The modern market is designed to crush the independent agency. For many, the goal is no longer to thrive; it’s just to survive in an increasingly hostile environment.
3 Strategies to GROW Without New Overhead
For decades, the insurance industry’s default answer to every growth problem is to “hire more people.”
From The Battlefield to The Boardroom: A Marine’s Approach to Benefits
In the boardroom, the biggest enemy is often fear. CFOs and HR leaders get paralyzed by the fear of change, letting their teams suffer under broken health plans because doing […]
How Tragedy Drives Purpose: The Journey of Tom Sutter
What do you do when your world collapses? When your son is diagnosed with a rare and aggressive cancer, and you meet another father in the hospital who has lost […]
3 Unconventional Sales Rules That Get Results
In this episode, I break down the 3 unconventional sales rules that have generated millions for my company.
Building Lasting Client Relationships In Chaotic Industries | with Brennan Grone
What if industry chaos is your biggest opportunity to build unbreakable trust?
How to Guarantee Your Insurance Agency Scales | with Dan Meylan
Being a great salesperson doesn’t automatically make you a great CEO…
The Power of Setting “Impossible” Sales Goals
The insurance industry is addicted to “realistic” sales goals. We set safe, comfortable targets that we know we can hit, which feels like smart planning but is actually a blueprint […]
Elite Producers Share Their Biggest Lessons At The Northwoods Retreat
I recently took a small group of elite producers into the Northwoods to prove there’s a better way to get together than the typical insurance conference.
I Hosted a Retreat for Top Advisors. Here’s What I Learned.
I was tired of the broken industry conference model: the fire hose of information, the unhealthy food, and the complete lack of focus on real growth.
How Introverts Can Dominate Sales (Without Networking)
The traditional sales playbook was written for extroverts. It tells you to work the room, dial for dollars, and constantly be “out there”, which is a model that drains introverts […]
What Makes True Captive Different? | with David Vorhees
Every broker has that client who’s trapped—too big for small group rates but terrified of the massive financial risk of traditional self-funding.
The Blueprint for Fixing American Healthcare | with Dave Chase
Back in 2014, I was at a crossroads that every consultant hits: I knew the traditional way of selling benefits was broken, but I didn’t have the playbook to build […]
Ditching the Carrier Playbook for a Client-First Model | with Wes Spencer
The insurance industry is full of brokers who talk about innovation but still push the same tired, carrier-first products. My guest this week, Wes Spencer, doesn’t just talk—he builds.
Build Your Brand In 2025 without Cold Calling!
If your primary prospecting strategy is to make as many cold calls as possible, you’re building your business on a foundation that’s cracking.
How to Achieve Sales Success With an Authentic Brand | with Ragan Edwards
Ragan Edwards: From Stay-at-Home Mom to Commercial Insurance Powerhouse.
How To Plan A Record-Breaking Quarter
Happy Independence Day! I hope you enjoy the holiday, but remember to keep your foot on the gas coming out of it and into Q3.
Using Digital Strategy To Build A National Insurance Brand | with Guffy Wright
On this episode, I’m joined by a producer who cuts through the noise: Guffy Wright from The Mahoney Group.
How To Leverage AI To Scale Your Sales
On this episode, I’m cutting right to the chase: if you’re an insurance professional putting your head in the sand on this whole AI thing, you are about to get […]
Mental Health Resources That Actually Work | with Jenny Weaver
June is mental health month, and I wanted to dedicate at least one of my episode’s this month to this topic.
3 Lessons on Legacy and Living from a Weekend with Friends
What’s your legacy? How will you be remembered?
Introducing the Netflix of Benefits Education | with Luke Aslesen
Luke Aslesen, the super-passionate co-founder of INFRMD, joined me this week to share why he felt the need to create “The Netflix Of Benefits Education.”
How I Design My Life For Business Success
Are your health and fitness really that important to business success? In this episode, I’ll explain why I believe they are.
How To Successfully Transition In Your Insurance Career | with Stephen Snyder
Stephen Snyder joined me this week for a wide-ranging discussion on Kentucky, college baseball, transitioning from voluntary to employee benefits, and bourbon.
A Lesson On Success From My Conversations With Top Insurance Advisors
Which of your clients do you actually align with? They might not be the ones who make you the most money, but they’re consistent, reliable, and their personalities and goals […]
A Masterclass on Brand Awareness | with Madison Baker & Madison Cole
Madison Baker and Madison Cole are two of the best examples of how content marketing can change your career. They’re both young and early in their careers, but they’ve made […]
The 3 Habits That Saved My Insurance Career
We flipped the script on this week’s episode as Amy Essig, our Director of Client Content Strategy, interviewed me about my daily habits and how I turned my career around.