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 and forces them to play a game they’re not built for.

The biggest lie in this industry is that to succeed as an introvert, you have to fake being someone you’re not.

As an introvert who has built a successful business, I’m here to tell you there’s a better way.

In this episode, I break down the blueprint for creating an inbound lead system that brings prospects directly to you. We get into why content creation on platforms like LinkedIn isn’t a weakness for introverts; it’s their ultimate advantage. This is the playbook for winning on your own terms, without ever having to be the loudest person in the room.

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Video Transcript:

This transcript was auto-generated. Please excuse any typos or grammatical errors.

I am going to ask you why you are still sitting on the sidelines. What are you doing today as far as a consistent prospecting blueprint goes? To make sure you are getting your prospects attention? Because if networking is draining and you’re finding it hard to have success with picking up the phone and sending out emails, what can you do to start driving prospects your way instead of trying to go to them? Your mindset.

Hey, hey, welcome back to the Accelerate Your Insurance Sales podcast. My name is Andy Neary, CEO and founder of Complete Game Consulting. How are you doing today? Today I’m going to share social media tips for introverts. Yeah. If you are out there and you are an introvert, you are not a born sales professional like myself. I think you’re going to find today’s episode really helpful, because I’m going to share my journey of how I turned social media into my networking so that I could actually drive people to me and leverage my characteristic traits as an introvert to my advantage.

And I think it’s going to help you do the same thing. But before we get there, I do want to make an announcement. We are less than one week out from our next social media sales seminar. It is on August 14th. It will run from 11 a.m. to 5 p.m. eastern. You do not want to miss the seminar.

You and I are going to lock arms. I’m going to coach you for six hours on how to use LinkedIn to grow your business. I’m going to teach you how to do it the right way. I’m going to teach you how to build a prospect, a profile that is prospect friendly. I’m going to teach you how to make connections that prospects actually accept.

I’m going to teach you how to create content that drives them to you. And then I’m going to teach you how to use the DMs to really turn connections in the sales conversations. Basically, I’m teaching you our strategy that has helped us sell more than $2 million in revenue in the last three years. So if you are an insurance professional, this is an opportunity you do not want to miss if you’re an introvert.

Listen, today’s podcast, I think I’m going to sell you on why you should be at the seminar. But these notes are the, the links are in the show notes, so go to them. Get signed up today. Like I said, we go live in less than a week on August 14th. All right, let’s talk about social media tips for introverts.

This is a conversation that I’ve actually never really spent a lot of time talking about. And I don’t share my journey as an introvert very often. In fact, most people would probably be led to believe that I am an extrovert just because they see me out posting content all the time. I’m out speaking. I’m hosting webinars. It would be easy to believe that I am very extroverted, but I have to tell you, I’m actually the opposite.

I am probably one of the most the one of the biggest introverts you’ll meet. In fact, it’s interesting when I’m out speaking and delivering a keynote talk. Being on stage when I’m in the zone, on stage, in front of an audience, I’m in my zone of genius. However, when I’m on, when I’m done speaking, getting up on stage for an introvert is very draining.

And so when I when my kiddo, one of my keynotes is done, I’ll be honest, the only place I want to be at that point is in my hotel room by myself winding down. Because being on stage as much as I love it is actually very draining because I’m an introvert. I am somebody who thrives on a one on one conversation, a heck of a lot more being at a large networking event.

That’s why I don’t go to a ton of conferences. It’s a lot of people to a lot of energy that is very draining for me. And I don’t know if you can can resonate, but I know this for a fact. There are a lot of sales reps in the insurance industry who are born introverts, which means they are not born with the gift of gab, or the gift of being able to sell the proverbial ketchup popsicle to a woman in white clubs.

And we coach several agencies that have introverts in their, list of producers and their team. And one of the things they struggle with is they are constantly trying to get these producers to be networking more. And one of the things I’ve told them is that you listen, you got to understand, some of your producers are introverts and they are not going to thrive in a networking situation, especially if it’s a large networking event.

That energy is very draining. Introverts are often the type of people who go to a networking event and are wallflowers for the first ten minutes or so until somebody pulls them into a conversation. That’s how I am. So they’re not designed to just thrive in that type of environment. Why don’t you leverage. Why don’t you let them leverage more of that one on one center of influence relationship where they can go have a cup of coffee, a lunch with a center of influence and have that one on one conversation.

So I’m setting the stage as an introvert, you know, somebody who does thrive better on a one on one conversation than in a large setting. It’s important you understand who you are, because if you are trying to force yourself as an introvert, you’re trying to force yourself to be extroverted. It I’ll be honest, I don’t think it leads to victory.

I don’t think it does not lead to success because you’re going to end up being someone you are not. Like I said, you’re not going to enjoy the process of doing. It’s going to be very draining physically and emotionally, and you’re just not going to get the results you want. And this is where I land on social media.

One would be led to believe that an extrovert is designed to create social media content. And that’s what I thought when I started my journey. You know, ten plus years ago, creating content for LinkedIn was, am I going to be good at this? Because again, I am an introvert. I don’t like put myself out there. I don’t like being out there.

I like to be. I’m a pretty private guy at the end of the day, and I don’t know how I’m going to do. And what I realized was actually pretty surprising. And this is the this is the message I want to share with you today. When I started diving into my journey as an introvert creating social media content, was it uncomfortable to record videos?

Absolutely. Part of the reason was sitting in front of a camera when you hit record, even though you’re staring at a camera in a room that is just that’s filled with nobody else but you. You have this sense that you’re talking to thousands of people. And again, for an introvert, that can feel very, very disorienting. And I had those fears at first too, is hitting that record button.

I felt like everybody was watching. What am I? You know, I didn’t want to fumble my words, but I what I realized at the end of the day was creating content, gave me the opportunity to not have to be out networking and be out mixing with the big crowds as an extrovert, but instead actually bring prospects to me, which is a very, very appealing proposition to an introvert.

When I started creating content and I started seeing the results, having referrals come my way from people I’ve actually never met before, having direct prospects DM me or email me saying, hey, we would like to meet with you. What I realized is I could create a successful prospecting blueprint without having to constantly be out there. And fast forward to today, as the founder and CEO of Complete Game Consulting, I am also the head of our sales team.

Right now, I’m a sales team of one. We continue to grow exponentially because of our content, and we are able to close sales because we are bringing in a ton of inbound leads, a ton of referrals, all because of our content. And again, as an introvert, as a guy who works at home and and finds it easy to become a habit inside the home office, it’s created a nice little, nice little strategy, a nice little workflow for us that we don’t have to be out at the conferences, out mingling with people and networking with people.

And we can grow a thriving practice. And that’s what I want to share with you. If you’re listening to this episode today, and you also define yourself as an introvert, and you find yourself in a producing position, whether you are hired by an agency or you run your own, or maybe you you work for an industry solution. I’m here to give you some really good news.

If you’re willing to lean into the discomfort of creating content for social media platforms like LinkedIn, you can create a thriving business that doesn’t require you to have to be out there all the time, and you can stay in your highest vibration. You can stay in your highest energy. You can create a prospecting blueprint that does not drain you.

And it can not only change your sales success in your book, it can change your life. And I want to encourage you, as an introvert, to really consider what social media content can do for you. One thing I know about you is, number one, you know how to sell insurance, otherwise you wouldn’t be here. Number two, you know more about what you sell than any prospect you will ever meet.

This is one of the things I love about selling insurance is you can put me in a conference room with a prospect that includes a CFO who went to, you know, some of the highest, most prestigious business schools in America, something like Wharton at Penn. And I’m confident I know more about insurance than he or she does that.

That’s a that’s a unique skill and unique thing that makes our industry unique. How to sell. You know a lot about what you sell. Content gives you an opportunity to display your knowledge and really bring value to your prospects without having to go out and network with them. If you can create a clear strategy for creating content, whether that content be video based, article based, just regular text only picture type posts, you can really build thought leadership with your target prospects without having to physically be in front of them.

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I love being at the whiteboard. I love showing them what we can do for them and teaching them, teaching them things they are unaware of today. And I would come back to my office and I would almost have this hangover because I’d come back from the meeting on a high, and then I had to get back to the office and do the day to day things for our clients.

And I was like, oh, that euphoric feeling of educating my prospects. I only get to feel that once, twice, maybe three times a week. What can I do to give myself that ability to feel that euphoric feeling more often? That’s where I started leaning into content, because every time I recorded a video, every time I wrote an article or wrote an email campaign, it was kind of that euphoric feeling like, yes, I’m teaching my prospect.

But over time, what I realized is, as an introvert who didn’t want to have to be out and about all the time, it actually started bringing in business without me having to be out there all the time. That’s kind of cool. And so that’s really what I want you to consider today. I know that you have a lot of hesitations.

I know that you have a lot of fears, and a lot of those fears come from what your teammates and your peers are going to think. But I’m here to tell you, you know, we’ve worked with some big time introverts who have gone on to to use content to build a nice, thriving business and create a ton of thought leadership with their prospects.

I think of guys like Joe Earl with, C3 out in San Diego, actually known as Cyber Joe these days. Joe had a lot of hesitations. Joe is a very big introvert, but dang it, he put himself out there and he started creating video. And if you go look at his videos now, they’re fantastic. He’s got a podcast he is building in inbound lead generation, generating machine and he’s a massive introvert.

And so one, I want to shoot down that excuse that, hey, I’m an introvert, Andy. I’m not meant to do social media content. Not true. There’s a lot of people out there who are introverts. Yours truly. But number two, I am going to ask you why you are still sitting on the sidelines. What are you doing today as far as a consistent prospecting blueprint goes, to make sure you are getting your prospects attention?

Because if networking is draining and you’re finding it hard to have success with picking up the phone and sending out emails, what can you do to start driving prospects your way instead of trying to go to them? And you and I both know the answer is social media content. And so I really don’t know where this message was going today, but I wanted to share it because if you are feeling a little lost and you are struggling maybe with prospecting right now or booking more appointments and you find yourself using the excuse that, you know, maybe I’m just not designed for this.

I’m an introvert, not born to sell. I want to help you eliminate that excuse because I wasn’t either. But I am here to tell you that social media content became my outlet as an introvert to build a prospecting strategy that has completely changed my life. It is the only reason I had the faith and the guts to jump out of selling insurance and start a complete game consulting.

It’s how I built the book of business. When I went into a market where nobody knew me, which is really tough when you’re an introvert, right? And so I want to help you do the same thing. And that’s that’s why I want the social media sales seminar I referenced at the beginning of the podcast. If you are sitting on the sidelines right now trying to come up with a better strategy to to prospect, to book appointments, and you do find yourself a little hesitant of what you can do to have success.

I do want to encourage you to think about attending. It’s a low ticket item, guys. It’s 500 bucks and it’s going to give you a very clear strategy to help you use LinkedIn to grow your business the right way. It’s going to teach you how to use LinkedIn in a fashion where you don’t have to be on it all the time.

I love to teach the get in, get out method of get on to your job, make connections, post content, and then get out. And I do think what I teach is kind of built for introverts. Yeah, extroverts thrive off of it too, but it’s really a strategy built for introverts. And it’s a strategy built for people who are selling insurance in the business to business realm.

I’ll leave you with that. Today was just trying to give you some, words of encouragement. If you’re struggling right now as an introvert who is being asked to sell and bring revenue in the door, hope is not lost. You can win. And I think one of the best ways to win is to build a little workflow to help people come to you, versus you constantly having to go out to them.

So take today’s episode, for what it’s worth, leverage it, digest it, and again, use the sales social media, sales seminars, an opportunity to launch your your new game plan. Let it help you change your your business, your sales, your income, and your life. And, one thing I promise you is you’re going to get a lot out of the, the, the half day seminar.

You’re going to get to learn directly from me. I’m going to teach you our strategy. And we still we still execute everything we teach. So if you have any questions, you know where to find me. Hope to see you on the 14th. But at a minimum, take this message. Run with it. If you’re an introvert, you can still win and win a lot in the game of sales.

I’ve done it. There’s so many other in our business, who have, and I know you can to be good. That’s all we got for this episode of the Accelerate Your Insurance Sales podcast, one of the most valuable things you can do to help us and other new potential listeners find our show is for you to rate the show and leave a review.

So as a special bonus for you, if you leave us a review, take a screenshot of your review and send it to me as a DM to my LinkedIn profile. I will send you a free copy of our LinkedIn Diamond Playbook, our proven four step strategy to grow your business on LinkedIn. So go right now. Leave us a review, screenshot it and send me a DM on LinkedIn. Also, please share this podcast with anyone you think would enjoy it. That’s it for now.