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?
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
3 Sales Tips Every Insurance Producer Needs Right Now
Are you putting in the activity but still not seeing the sales results you want?
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?
How to Build Producer Confidence and Conviction Faster
Are your producers struggling to gain confidence and traction, even when they’re doing the work?
Why You Need to Stop Being a Sales Manager and Start Coaching
Dan Michelini, VP of Sales at Acrisure, joins me to discuss his unique path into the industry.
Why Insurance Brokers Need to Become Strategic Advisors with Abigail Senso
What does it take to scale an insurance agency without getting buried in back-office work?
MD Ortho: Work Comp | Medical Claims Solution Wrapped In One
If you want to help your clients control their health insurance premiums, you must help them control their claims.
The $11.5M Small Business Opportunity Most Insurance Agencies Overlook with Rebecca Menefee
What if I told you your biggest growth opportunity is hiding inside your agency?
Why Your Agency Needs a Private Client Strategy
If you want to operate in the private client and high-net-worth space, you cannot afford to just be “the insurance guy.”
Daily Habits That Give Elite Performers An Edge (Over You?) with Colton Storla
In this episode, I’m joined by benefits advisor Colton Storla to talk about the habits, routines, and mindset that fuel high performance both inside and outside the office.
Why Former Athletes Make Elite Producers with Hunter Kinchen
My guest, Hunter Kinchen joins me to discuss how his background playing Division I football at LSU prepared him for a successful career in employee benefits.
How To Build An Elite Producer Mindset | with Jon Slusser
Too many producers operate from a place of scarcity – they walk into discovery meetings desperate for the win, giving off an energy that actually repels prospects.
How to Sell Benefit Changes Without Losing the Client with Lisa Gallagher
Many employee benefits advisors pitch innovative funding strategies, only to watch them fail during implementation.
The Evolution of the Modern Insurance Agency | with Billy Potter
Most sales training assumes you need to be a loud, extroverted closer to win big deals. But if you try to swing like Tiger Woods when that’s not how you […]
The New Playbook for Corporate Wellness in 2026 | with Brittany Nelson
Most corporate wellness programs are built on a fundamental flaw: paying people to do something they already want to do.
Claims Advocacy is Your Greatest Competitive Advantage | with Clayton Matthews
When a client suffers a major loss, the last thing they want to deal with is a claims process bogged down by miscommunication and a lack of empathy.
Poor Communication is Destroying Your Producer Pipeline
If you find yourself stuck in the endless “just checking in” cycle, your sales communication is broken.
Insurance Sales Strategies with Jeramie Holt
In an industry fixated on “what’s in it for me,” the fastest way to build an elite book of business is actually to give your time away for free.
The ‘Student of the Game’ Mindset That Makes Elite Insurance Producers
Making the leap from high-volume personal lines to complex commercial risk is one of the hardest transitions in the insurance industry.
M&A in the Insurance Industry | What Drives Agency Value
The days of treating an agency like a personal lifestyle business while expecting a massive private equity payout are coming to an end.
Insurance Sales Has Changed — How to Get Appointments Without Cold Calling in 2026
In 2026, the insurance industry is noisier than ever, AI is changing the landscape, and buyers are deeply entrenched in a “trust recession.” The traditional sales cycle of hammering suspects […]
The Truth About Selling Your Insurance Agency | with Jon Lipton
Most independent agency owners look at a private equity acquisition as the ultimate finish line. They assume that getting bought by a massive national broker will instantly solve their back-office […]
The Habits of a Seven-Figure Producer | with Thomas Cox
Most sales managers will tell you that the only way to write seven figures in new business is to follow a rigid, uncompromising metrics plan—100 dials a week, three meetings […]
How to Become a “One-of-One” In Your Sales Career
Most insurance producers spend their entire careers trying to fit in. They use the same scripts, wear the same suits, and pitch the same spreadsheets. But here is the hard […]
How to Scout and Recruit Winning Insurance Producers with Dan Wellik
In the insurance industry, we often celebrate the “Hero”, the lone-wolf producer who closes the big deal and saves the day. But if you want to build a truly scalable […]
The ‘Starting Five’ Strategy That’s Dominating the ESOP Market
In a commoditized industry, most insurance producers rely on their technical knowledge to win deals. But knowledge is no longer the differentiator – energy, conviction, and a hyper-specialized niche are.
The Workers’ Comp “Wedge”: How to Win The Whole Book Of Business
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 […]
The Power of Team Selling In Insurance Sales | $3.5 Million in 4 Years
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 […]
Insights On Stop Loss And Ancillary Benefits In Insurance
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.
From Cop to Commercial Advisor | How Jimmy Blair Bet on Himself Twice
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 State Of The Captive Industry In 2026 | with David Vorhees
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 […]
Why Top Brokers Give Their “Secret Sauce” Away for Free
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 […]
Is AI Making Your Insurance Agency Fail Faster?
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 […]