Why Consistency Always Beats Talent | College Sports Lessons In Sales
Every producer wants to land massive enterprise accounts, but very few are willing to embrace the daily, unglamorous grind required to get there.
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
Protect Your Clients from Catastrophic Plan Risks
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.
Stop Quoting Spreadsheets. Use Forensic Audits to Win Clients.
Most brokers pitch self-funding as a silver bullet for cost containment, focusing on administrative fees and stop-loss premiums. But they ignore the elephant in the room: the actual claims data.
How an Immigrant Mindset Built a 100% Commission Empire
Most brokers treat ancillary benefits as an afterthought – a quick box to check at renewal while focusing on the medical plan.
Why Clarity is the Ultimate Sales Weapon In Insurance
The insurance industry is purposely complex. Many brokers use confusing jargon and convoluted strategies to maintain the status quo and protect their commissions.
The Predictive Care Playbook for Brokers | with Ryan Chapman
Most health insurance brokers rely on reactive cost-containment strategies.
I Retired at 41… Then Lost Everything | The Mark Holland Story
At 41 years old, Mark Holland had won the game. He sold his agency, BenCom, and was in the Cayman Islands planning a life of philanthropy and leisure.
How to Build Confidence When You Have Zero Experience
“How am I going to get any credibility?” This is the question that paralyzes most new producers. But waiting for “gray hair” to build authority is a waste of time.
From “Placing Insurance” to True Risk Advisory | with Andy Bassett
Most agencies are stuck in the trap of “placing insurance” – chasing quotes, competing on price, and hoping for a renewal. But the agencies that are actually scaling have stopped […]
The Missed Opportunity of Retiree Medical Benefits
Most advisors ignore the post-65 retirees sitting on their clients’ health plans.
Your Sales Tactics Are Outdated | with Jack Grovenstein
The insurance industry is still in love with the 1990s. We glorify the “grind” of cold calling and spamming inboxes, ignoring the reality that the modern buyer has moved on.
Using Technology To Better Price Insurance Risk
The construction industry has digitized, but the insurance industry hasn’t kept up. Most carriers still price risk based on outdated proxies, ignoring the massive amount of real-time safety and operational […]
Your “Dead” Leads Are Worth $270,000 (Stop Ignoring Them)
Every insurance agent has a graveyard of “dead” leads; prospects you called once, got sent to voicemail, and never touched again. You think they are worthless, but you are actually […]
Breaking Down Silos: The Only Way to Protect Client Strategy
Most agencies treat employee benefits as a secondary revenue stream – a product to be sold rather than a risk to be managed.
The Coopetition Strategy That Keeps You Independent
Losing a big account hurts. Your natural instinct is to get defensive, blame price, and block the other broker on LinkedIn. But what if the secret to your future growth […]
“You Look Too Young”: The Generational War in Insurance Sales
That was the feedback Stephanie Handschuh received from a CFO early in her career. It is a bias that plagues the insurance industry, where the average age is pushing 60 […]
How a Wharton Grad Runs a 108-Year-Old Insurance Agency | with Bill Rue, Jr.
In an industry obsessed with mergers and acquisitions, staying independent is a radical act. Most agencies sell out or fade away, but Rue Insurance has thrived for 108 years across […]
The Operating System That Freed Gibson’s CEO to Build His 2033 Vision
In the insurance industry, we are taught that value equals output. We measure success by how hard we grind, how many calls we make, and how much revenue we personally […]
Bet On Yourself Before Anyone Else Will | Winning Mindset for 2026
Most producers claim they want to dominate in 2026, but they are waiting for permission. They wait for the “perfect time” to invest in themselves, or worse, they wait to […]
Your AI Clone Never Takes a Day Off (And Customers Love It)
Building a personal brand and driving sales usually requires you to be awake, on camera, and actively recording.
The Real Reason Your Agency Isn’t Profitable
Most agency owners treat profit as an afterthought; it’s just whatever is left over at the end of the year. This “Bank Balance Accounting” mindset leads to a high-stress cycle […]
Champions Plan Their Recovery, Here’s Why You Should Too
Executives are “corporate athletes,” facing the same intense pressure, grueling schedules, and high stakes as professional athletes – but without the training, recovery, or support.
Using AI To Multiply Your Agency’s Value | with Rodney Mattos Sr.
In the traditional agency model, growth usually means hiring more people to do more manual work. This linear relationship eats into your margins, complicates your operations, and ultimately caps your […]
She Went From Poverty to Top Producer
The insurance industry often hires for pedigree: the right degree, the right school, and a polished background. But my guest, Misty Carson, proves that grit outperforms a resume every time.
Why Volunteer Fire Departments Need This Insurance!
Volunteer fire departments and EMS organizations face risks far beyond what traditional businesses encounter.
The “Status Quo” Sales Process is Killing Your Growth
The status quo is a lack of desire to do something different simply because what you’ve always done is comfortable.
Why This Top Producer Still Makes 40 Cold Calls A Day | with Micah Salas
There is a dangerous myth in the industry that building a personal brand means you never have to pick up the phone again. Producers start posting on LinkedIn and assume […]
Healthcare Cost Control with Embedded Clinical Advocacy
Most employers are wasting money on “cost containment” solutions that nobody uses. They buy a 1-800 number or a wellness app, hoping for healthcare cost reduction, but get zero engagement […]
Why Your Top Producer Is About to Quit
Agency leaders make a fatal assumption: that their million-dollar producers are self-sufficient. The reality is, these all-stars drive 80% of your revenue, and they’re often the most neglected. They’re a […]
A Doctor’s Warning On How Fee-For-Service Is Failing Your Clients
The fee-for-service model isn’t just failing your clients; it’s actively burning out the very doctors they’re supposed to trust.
The Cure for Fragmented, Cobbled-Together Benefit Plans
The benefits market is flooded with solutions that promise innovation but deliver total chaos. They’re built on “razor-thin margins” to chase top-line revenue, and the service inevitably collapses, leaving you, […]
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 […]
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.