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?
Bullpen Sessions
with Andy Neary
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 […]
The Producer Recruiting Playbook: Who to Hire (And Who to Avoid)
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 […]
Monetizing Life Insurance for P&C Agencies | The 70/30 Split
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.
The Real Role of Marketing in Insurance Sales (Most Agencies Get This Wrong)
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.
AI, Offshore, US: The 3-Tier Staffing Model for Insurance Agencies
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.
How to Build, Scale, and Sell an Insurance Agency on Your Own Terms
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 […]
Your Agency’s Biggest Blind Spot? It’s Not What You Think
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.
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.
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.
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.
A Better Way For Brokers To Get Paid | With David & Alex Goldfarb
David and Alex Goldfarb, the Benefits Brothers from DSG Benefits Group, joined me this week to talk about how they each found insurance, advice for those looking to take a […]
How to Master the Insurance Sales Cycle
This week on the Accelerate Your Insurance Sales Podcast, I’m sharing the 4 pillars of modern insurance sales that will change the way you view and interact with prospects.
Lessons Learned From The Family Restaurant | with Justin Burgess
I was joined in studio this week by Justin Burgess, an insurance consultant who works in the RV niche who has built an impressive social brand recently.
3 Lessons On Leadership and Life From The Northwoods
This past weekend, I had a chance to spend times with two very close friends of mine, Shaun Peet and Kyle Depiesse, and I learned some life and leadership lessons […]
How to Become the BEST in Your Niche | with B3 – Risk Strategies
Brian Jungeberg and Bryan Ice have made a niche for themselves in the final mile delivery space, which has allowed them to serve over 2000 clients.
How to Create Prospecting Leverage | Do More in Less Time
Most producers do not have leverage when it comes to prospecting. Why? Because they’re still primarily relying on outdated sales tactics.
How To Overcome Self-Doubt and Build a Personal Brand | with Joe Erle
Joe Erle, Cyber Group Practice Leader at C3 Risk/Insurance Services, joined me to share his journey into content creation, as someone who has some anxiety around being on camera and […]
How To Build Credibility Through Social Media Content | with Amy Essig
My colleague Amy Essig, Director of Client Content Strategy for us at Complete Game Consulting, joined me this week to talk about our “Content Done For You” program.
Homeless To Health Insurance Success | The Inspiring Story of Tommy Gaffney
My guest this week, Tommy Gaffney, has been homeless twice: once when he was a teenager, and again after the 2008 recession. Both times, his perseverance and discipline pushed him […]
3 Customer Service Tips That Say, “I Love You!”
How do you elevate your customer’s experience? By showing them that you actually care about them, proactively engaging with them, and being aware of the perception that they have of […]
Find Your Work-Life Integration, with Meghann High
Meghann High, Founder and President of Inspire Benefits Consultants, joined me in studio to share her journey into insurance, what made her decide to be an entrepreneur, and what it’s […]
Stop Wasting Money! Avoid These Common Insurance Marketing Mistakes
The “traditional” ways of marketing your business are just not effective in the modern world, especially in the insurance industry.
Building A Captive From The Ground Up with David Vorhees
David Vorhees, founder/CEO of True Captive, joined me to talk Kansas City sports, how his athletic background has impacted his career, why he founded True Captive, and his podcast “Running […]
Do You Have The Drive To Succeed?
In this week’s podcast, I share the simple truth of this business: you’re only going to succeed if you really want to. Stop depending on other’s to give your success; […]
Using AI To Scale Your Insurance Agency, with Rodney Mattos, Sr.
Welcome to the Accelerate Your Insurance Sales Podcast!
EP 318 – The Top 5 Lessons I Learned In 2024
On the final episode of Bullpen Sessions, I share the 5 things I learned this year that I’ll carry forward into 2025.
EP 317 – Finding A Purpose In Your Insurance Profession with Akua Smith
Why do you do what you do? Is it for money, or because you have purpose?
EP 316 – How To Lower Health Insurance Costs Without The Noise with Nick Reber
Your solutions may be amazing, but if employers perceive that they’ll disrupt their employees’ benefits too much, you’re not gonna have much success.
Exciting Announcement RE: The Future Of The Bullpen Sessions Podcast
I have a special announcement to make about the future of the podcast. Don’t worry, it’s all good news: I’m excited to take this show to the next level in […]
EP 315 – How To Create The Ultimate Differentiator In Your Market with Kris Tawney
If you’re starting out in this (or any) industry, you will get told “no”, solely based on your age/lack of experience.
EP 314 – YouTube Tips For Insurance Professionals with Rod Powell Sr.
Rod Powell Sr. is such an interesting guest for Bullpen Sessions for two reasons:
EP 313 – The Ultimate Guide to Sales Training in the Insurance Industry, with Kareim Cade
This week’s podcast is a replay of an amazing webinar I hosted with Kareim Cade.
EP 312 – The 3 Pillars Of Marketing That Drive Sales
I’m going to be delivering a TEDx style talk later this week all about grabbing attention to grow your business, and in this week’s Bullpen Sessions I share some of […]
EP 311 – How To Turn Content Into Closed Business with Chris Bayer and Chris Boling
This week’s episode of Bullpen Sessions is a replay of an amazing webinar I hosted with Chris Bayer and Chris Boling, and it’s all about how content really works in […]
EP 310 – Seek Personal Happiness Over Industry Popularity
I spent way too long focusing on industry popularity instead of what would actually grow my business.
EP 309 – Success Tips For Women Targeting A Male-Dominated Niche, with Rocio Luna
Rocio Luna joined me this week to share her career journey, how she overcame imposter syndrome, and what it’s like to be a woman in a male-dominated industry.
EP 308 – 3 Tactical Tips To Take Your Insurance Business To The Next Level In 2025
I recently attended a business-building workshop and wanted to share with you some amazing insights I learned.
EP 307 – Revolutionizing Content Marketing In The Insurance Industry with Marcus Sheridan
Marcus Sheridan is the author of “They Ask, You Answer”, a book which I frequently reference both on podcasts and when talking to clients.
EP 306 – Hiking Camino de Santiago Changed My Outlook On Life And Business
A few weeks ago, I traveled to Spain to hike the Camino de Santiago trail as part of a retreat/mastermind, and it completely changed my outlook on life and business.
EP 305 – Building World-Class Insurance Producers with Pat Corrigan
Patrick Corrigan, founder of Palladium Point, joined me this week to give my audience a bit of the perspective of a recruiter in this industry.
EP 304 – Taking “The Big Leap” Towards Sales Success
This week, I want to share what I learned from reading the book “The Big Leap”, written by Gay Hendricks.
EP 303 – Re-localizing Healthcare With Community-Owned Health Plans (with Niko Caparisos)
Niko Caparisos, Principal at Prosperity Benefits and Program Architect for Community-Owned Health Plans, joined the show this week to share what it means to re-localize healthcare.
EP 302 – The Top Sales Secret No One Teaches You
We’re headed into Q4, so I want you to ask yourself: have you set yourself up to hit your sales goals this year?
EP 301 – Care Navigation Employees Actually Love (with Matt McQuide)
“If you build it, they will come.” Sounds great, but isn’t always true in the healthcare industry.
EP 300 – 5 Life Lessons After 5 Years In Business
What do you learn by making 300 episodes of a podcast? A lot.
EP 299 – How To Build More Effective Health Plans (with Shabsai Shuchatowitz)
How do you balance running a benefits group that serves many large clients, being a volunteer EMS, a father of 7, and an avid cyclist?
EP 298 – 3 Reasons Why Content Can Change Your Life
I know for a fact that content can change your life, just like it’s changed mine and so many others in this industry.
EP 297 – Sales Lessons From An Extremely Successful Insurance Producer (with Michael Weaver)
Michael Weaver, founder of Weaver Sales Academy, joined me this week and discussed a number of important topics in today’s sales landscape, including:
EP 296 – You Are Not Your Results: 3 Lessons On Success
I recently had the chance to revisit my high school, where I graduated 30 years ago, and talk to their young athletes about what success beyond the field looks like.
EP 295 – Winning Traits Of Successful Insurance Producers (with Steve Giannone)
How do you find good sales producers? I invited Steve Giannone onto the show to find out how.
EP 294 – How To Book More Appointments With Your Target Prospects
Consistency, persistency, patience. Those three words will help you book all the appointments you need with your target prospects, and this week on Bullpen Sessions I’ll teach you how.
EP 293 – What Is A Fiduciary PBM? (with Ken Kemker)
This week on Bullpen Sessions I dove into the world of fiduciary PBMs with my special guest Ken Kemker.
EP 292 – How To Create 30 Days Of Content In 1 Hour
If you’ve followed my social media for any amount of time, you know that I’m very passionate about video content, and the fact that it’s the single best thing you […]
EP 291 – Mastering Discipline: The Key To Success On And Off The Field (with Colton Storla)
Colton Storla (North Risk Partners) joined me on the show this week for a podcast focused on discipline and self-improvement.
EP 290 – How Do You Define Happiness?
A recent trip to Hawaii afforded me the opportunity to reflect on a question that my significant other Amy asked me: when was the last time that you were happy?
EP 289 – Insurance Agent Sales Playbook: The 3-Step Process To Go From Unknown To Unstoppable [KEYNOTE]
Grabbing attention in our industry is pivotal for success in today’s market; in an industry saturated with competitors vying for clients’ trust and business, you need to stand out.
EP 288 – Who Is Spencer Smith?
Spencer Smith, SVP at ParetoHealth and host of the Self-Funded with Spencer podcast, joined me for a conversation on everything about him not related to those two roles.
EP 287 – How To Build An Authentic Insurance Brand with Ross Conner
Ross Conner from Hotchkiss Insurance joined me in-studio for a conversation focusing on what it means to stay true to yourself in this industry.
EP 286 – Running A 2nd Generation Insurance Agency with Heather Bowers
Heather Bowers joined Bullpen Sessions to talk about everything behind the scenes that goes into being a female agency owner, a mom to a college football player son, and working […]
EP 285 – The Daily Habits Of A Successful Insurance Advisor with Chris Hamilton
Chris Hamilton from Hotchkiss Insurance, and one of the best users of LinkedIn in the industry, joined me in-studio for a conversation focused on his life away from business.
EP 284 – A Digital Marketing Masterclass with Carl Willis
I was super pumped to have Carl Willis, founder of Simplicity Marketing LLC, join the show to give the audience a digital marketing masterclass. Carl specifically tailored his business to […]
EP 283 – When Your Prospects Google You What Will They Find?
In this episode of Bullpen Sessions, host Andy Neary speaks on the importance of being searchable in this industry, why you NEED to invest time in building your online presence, […]
EP 282 – Educating Your Clients Through LinkedIn Content with John Hansbrough
John Hansbrough, former college football player turned Risk Management Consultant at Acrisure, joined me this week on Bullpen Sessions for a great conversation. In this episode, we discuss: How his […]
EP 281 – 3 Pillars Of A Winning Mindset
In this podcast episode, host Andy Neary dives deep into the core attributes that drive a winning mindset in the insurance industry.
EP 280 – How To Build A Personal Brand In The Insurance Industry with Madison Baker
With a decade of experience in the insurance industry, Madison Baker has dedicated her career to mastering the insurance brokerage side of our industry.
EP 279 – 3 Habits Elite Insurance Advisors Master Every Week
In this podcast episode, you’ll learn the three habits top insurance producers leverage every week to consistently hit their sales goals.
EP 278 – 5 Practical Steps To Improving Your Sales Confidence with Fred Joyal
Fred Joyal is an author, speaker, and entrepreneur. He co-founded the most successful dentist referral service in the country, 1-800-DENTIST. He is currently the CEO of TruBlu Social Smiles.
EP 277 – 3 Things I Wish I Knew When I Started My Insurance Career
In this podcast episode, Andy is sharing 3 insurance secrets to you kick-start (or revamp) your insurance career.
EP 276 – Using Resiliency To Reach Your Full Potential with Terrence Ogden
Terrence Ogden, the visionary founder of Project Grit, is a celebrated leader known for his transformative impact. Through organizing events like the Immortal 32 Ruck and Top of Texas 8 […]
EP 275 – How To Jump Start Your Insurance Career with Hayden Partain
Hayden Partain is a former professional soccer player turned health insurance advisor. He played college soccer at Wake Forest University, one of the top soccer programs in the country. During […]
EP 274 – How To Master The Mental Game Of Sales
In this podcast episode, you’ll learn how to turn your mindset into your secret sales weapon.
EP 273 – Mental Game: The 4 Pillars Of Sales Success with Dre Baldwin
As CEO and Founder of Work On Your Game Inc., Dre Baldwin has given 4 TEDxTalks on Discipline, Confidence, Mental Toughness & Personal Initiative and has authored 33 books.
EP 272 – One Sales Secret That Creates Consistent Income Growth
In this episode, you learn how to consistently increase your revenue by turning impact into income.
EP 271 – 3 Pivotal Strategies To Boost Your Sales Confidence
In this episode, you learn 3 Pivotal Strategies to help give you a little more confidence in your sales process so you can win more business.
EP 270 – My Top 5 To Grow Your Business On LinkedIn
In this episode, you learn 5 strategies to turn LinkedIn connections into conversations with prospects. If you use LinkedIn effectively, you will build credibility before your prospects ever meet you.
EP 269 – 3 Pivotal Strategies To Shorten Your Path To Sales Success
The sales cycle for an insurance producer is longer than ever. In this episode, I share 3 pivotal marketing strategies you must leverage to shorten the path from suspect to […]
EP 268 – How To Build A Bulletproof Week of Prospecting
In this episode, I share the share 4 pillars of an effective plan to get your message in front of your prospects as much as possible. I want to thank […]
EP 267 – My Top 3 Game-Changing Lessons Of 2023
In this episode, I share the top 3 lessons that changed my perspective on life and business, and you can use these lessons to create a legendary 2024.
EP 266 – Social Proof: How To Accelerate Your Sales With Social Media
In this episode, you’ll learn a sales formula that will help you turn your content into exponential sales growth.
EP 265 – The Role Of Self-Care In Selling Health Insurance with Megan Pepitone
In this episode Megan and I discuss the importance of self-care in selling health insurance. If you’re going to be delivering rate increases and advising companies with unhealthy employees, you […]
EP 264 – 3 Sales Secrets Used By The Top Insurance Producers
In this episode, you learn 3 sales secrets used by the industry’s most successful producers. You won’t get these from traditional insurance training.
EP 263 – Uncovering The History Of Health Insurance with Chris Ecos
U.S. Health Care Expenditures are now over 20% of GDP and climbing ahead of the 2024 Presidential election. Health care and health insurance will likely be at the top of […]
EP 262 – How To Break Free From People Pleasing To Unlock Your Business’ Growth
In this episode, you’ll learn why your desire to people please could be the reason your business isn’t growing and what you can do to overcome it.
EP 261 – Striking Out the Healthcare Status Quo: A Discussion On Reference-Based Pricing with Omar Arif
In this episode, Omar shares his intriguing journey from playing baseball at high school and college levels to embracing a career in insurance, particularly focusing on alternative solutions for self-funding.
EP 260 – 3 Lessons I Learned By Posting 1,000 Videos On YouTube
In this podcast episode, I share the invaluable insights I’ve gained from a monumental milestone: posting 1,000 videos on YouTube.
EP 259 – Kindness and Humility | The Foundation For Insurance Agency Success with Scott Smith
As the CEO of TRUE Network of Advisors, Scott and his team provide in depth training, innovative ideas and concepts, a select group of preferred partners, the best learning events […]
EP 258 – The Power Of Public Speaking | How To Grow Your Sales From The Stage
Public speaking can change your career. As a natural-born introvert, I am not one for big crowds. In fact, when I speak the only thing I want to do after […]
EP 257 – Teeing Up Success: How Discipline Drives Exponential Growth with Casey Strunk
Welcome back to another episode of Bullpen Sessions! Dive into an enlightening conversation with Casey Strunk, a Phoenix-based insurance expert and passionate golfer.
EP 256 – My 4 Weekly Diet Rules To Optimize Energy and Productivity
If you eat like shit you’ll perform like shit. In the chase for business success, it’s easy to focus on the growth of your financial assets and overlook the most […]
EP 255 – Marketing Secrets From An 8-Figure Insurance Agency with Tony DaRe
In this episode, Tony DaRe shares how his insurance agency, BSI Corporate Benefits, leverages the power of marketing to help BSI experience 30%+ growth year in year out.
EP 254 – 4 Daily Routines To Maximize Productivity
Productivity eludes most insurance professionals. Why? They lack focus and discipline.
EP 253 – How To Align Your Purpose And Your Profession with Billy Huard
Billy Huard is a former NHL hockey player turned entrepreneur. Billy’s journey from crowd-favorite fighter to embittered retired player to successful entrepreneur offers an unprecedented deep dive into the extreme […]
EP 252 – How To Develop The Leadership Skills To Run A Thriving Insurance Agency with Kareim Cade
In this episode Kareim Cade shares tips around how insurance agencies can thrive by helping their producers develop the right leadership skills.
EP 251 – A Sales Strategy To 3x Your Revenue
In this episode, I’m showing you how to build a sales strategy that not only triples your revenue but also reignites your passion for the game.
EP 250 – How To Launch A Successful Podcast with Spencer Smith
It’s easy to mask unhappiness and depression when everything on the outside screams success.
EP 249 – How To Create Content That Turns Connections Into Clients
In this episode, we delve into the art of content creation, focusing on a game-changing approach that turns casual conversations with clients and prospects into compelling content.
EP 248 – How To Align Financial Success With Personal Fulfillment with Frank Rich
It’s easy to mask unhappiness and depression when everything on the outside screams success.
EP 247 – How To Speed Up Your Decision Making To Speed Up Your Success
In this podcast episode you’ll learn how the speed of your decision making can determine your success.
EP 246 – Health Insurance Tips For Small Businesses with Chris Carter
In this episode, I talk with Chris Carter, former NFL DB turned health insurance advisor.
EP 245 – 3 Time Management Tips For Exponential Productivity
In this podcast episode you’ll learn 3 tips to get more done in less time and do it consistently week in, week out.
EP 244 – How To Record Effective Video Content In 4 Easy Steps with Jake Rushton
In this episode, Jake shares his PREP process to help you record more effective videos.
EP 243 – The Best Success Tip I Could Ever Give You
In this week’s episode of the podcast, I’m challenging you to answer the question, “Am I negotiating with my own success?”
EP 242 – Success Tips From A Multi-Million Dollar Health Insurance Advisor with Dominic Franchini
In this episode, Dominic shares his invaluable insights on the keys to building a multi-million dollar book of business throughout his impressive 19-year career.
EP 241 – The Quickest Path To Qualifying Your Best Prospects
In this podcast episode you’ll learn how to turn an intro meeting into a hot prospect.
EP 240 – Psychographics: The Door To Your Best Prospects
In this podcast episode you’ll learn what psychographics are and how you can apply them to identify your best prospects.
EP 239 – Connecting The Link Between Performance And Vitality with David Lindsay
For over 15 years David has been a full time personal trainer and has changed the lives of 10s of thousands of lives throughout the world.
EP 238 – Why We Moved Back To Wisconsin
It’s official. Amy and I are Wisconsinites again.
EP 237 – Are You Committed To Your Success?
This episode is a replay of an episode we released in late January. It was one of the most popular episodes we’ve ever had.
EP 236 – The Insurance Agent Sales Playbook [2023 Maximize Conference keynote]
In this special and different episode of Bullpen Sessions I want to share a recent keynote I presented at this years Maximize Conference titles “The Insurance Agent Sales Playbook”. Enjoy!