Bullpen Sessions Archives - Page 4 of 33 - Andy Neary

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 selling products and started selling strategy.

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Your Sales Tactics Are Outdated | with Jack Grovenstein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 Most carriers still price risk based on outdated proxies, ignoring the massive amount of real-time safety and operational data available through tools like Procore and Samsara.

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 sitting on a goldmine.

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 lies in picking up the phone and congratulating the person who just beat you?

“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 and the “old guard” still holds the keys.

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 four generations.

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