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 the leads will just roll in, using content as an excuse to avoid the hard work of prospecting. It’s a mindset that leads to a dry pipeline and missed targets.

My guest, Micah Salas, proves that the most effective strategy is doing both. Despite being a top producer with a published book and a strong following, he still commits to making 40 cold calls every single day. In this episode, he breaks down the math behind his daily volume, why he believes "more is still more," and how combining a strong reputation with high-volume outreach makes every dial more effective. This is a reality check for anyone hoping to replace the hustle with a hashtag.

▶▶ Sign Up For Your Free Discovery Call

https://calendly.com/aneary/strategy-session

KEY MOMENTS

(00:00:00) Why This Top Producer Still Makes 40 Cold Calls A Day

(00:03:29) From Unemployment to Top Producer: A Journey of Persistence 

(00:14:03) The "Brother-in-Law" Test: Creating Authentic Content 

(00:26:42) How to Never Run Out of Content Ideas 

(00:30:51) The Introvert's Approach to Cold Calling

(00:33:36) The Math Behind 40 Calls A Day

CONNECT WITH ANDY NEARY

📲 Schedule a free discovery call:

https://calendly.com/aneary/strategy-session

Subscribe and listen to the Accelerate Your Insurance Sales Podcast 🎙 here:

https://podcasters.spotify.com/pod/show/andy-neary7 🎯 

Subscribe to the podcast on YouTube 🎥:

https://www.youtube.com/channel/UCyqBg5tL_1G1tf7Wo98tMgg

💬 Join the Complete Game text community:

Text the word BROKER to 414-622-1462

Connect with Andy Neary on social media: 

LinkedIn: https://www.linkedin.com/in/andyneary/

Instagram: https://www.instagram.com/andy_neary/

Most employers are wasting money on "cost containment" solutions that nobody uses. They buy a 1-800 number or a wellness app, hoping for savings, but get zero engagement because employees don't trust a stranger at a call center. If your advocacy solution has no engagement, it has zero ROI. It’s like playing slots in the "Healthcare Casino"—you keep putting money in, but the house always wins.

Real ROI requires real trust. My guest, Matt McQuide of Synergy Healthcare, joins me on The Broker's Voice to break down the financial impact of Embedded Clinical Advocacy. We discuss why assigning a dedicated nurse to a specific client (not a random voice on a phone line) is the only way to drive the engagement necessary to redirect care and prevent catastrophic claims. This is the strategy for turning advocacy from a line item expense into a massive return on investment.

▶▶ Sign Up For Your Free Discovery Call

https://calendly.com/aneary/strategy-session

CONNECT WITH ANDY NEARY

📲 Schedule a free discovery call:

https://calendly.com/aneary/strategy-session

Subscribe and listen to the Accelerate Your Insurance Sales Podcast 🎙 here:

https://podcasters.spotify.com/pod/show/andy-neary7 🎯 

Subscribe to the podcast on YouTube 🎥:

https://www.youtube.com/channel/UCyqBg5tL_1G1tf7Wo98tMgg

💬 Join the Complete Game text community:

Text the word BROKER to 414-622-1462

Connect with Andy Neary on social media: 

LinkedIn: https://www.linkedin.com/in/andyneary/

Instagram: https://www.instagram.com/andy_neary/

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 massive flight risk, not because they're unhappy, but because they're stuck.

The strategies that got your top producers to their first million won't get them to the next level—they've hit a new plateau and need a new set of tools. In this episode, I'm giving you the new framework for supporting your best people. We get into why building their personal brand is the only strategy that matters for scaling, how to use platforms like LinkedIn to build their credibility, and why the agencies that "rent the brands of their producers" are the only ones who will win the future.

▶▶ Sign Up For Your Free Discovery Call

https://calendly.com/aneary/strategy-session

KEY MOMENTS

(00:00:00) Why Your Top Producer Is About to Quit 

(00:00:47) The Fatal Flaw: Neglecting Your Top Producers 

(00:04:44) The 80/20 Problem: Your Revenue Is at Risk 

(00:05:31) The Scaling Solution: Building Their Personal Brand 

(00:14:09) The New Agency Model: Rent Their Brand, Not Yours

CONNECT WITH ANDY NEARY

📲 Schedule a free discovery call:

https://calendly.com/aneary/strategy-session

Subscribe and listen to the Accelerate Your Insurance Sales Podcast 🎙 here:

https://podcasters.spotify.com/pod/show/andy-neary7 🎯 

Subscribe to the podcast on YouTube 🎥:

https://www.youtube.com/channel/UCyqBg5tL_1G1tf7Wo98tMgg

💬 Join the Complete Game text community:

Text the word BROKER to 414-622-1462

Connect with Andy Neary on social media: 

LinkedIn: https://www.linkedin.com/in/andyneary/

Instagram: https://www.instagram.com/andy_neary/

The fee-for-service model isn't just failing your clients; it's actively burning out the very doctors they’re supposed to trust. 

My guest this week, Dr. John Van Der Veer, isn't just a critic of this broken model; he's a refugee from it. After hitting his own breaking point as a primary care doc and Chief Medical Officer, he built the alternative: a Direct Primary Care (DPC) practice. In this episode, Dr. Van Der Veer gives you a doctor's firsthand account of why the FFS system is designed to fail. We get into the new framework that DPC provides, how it actually aligns incentives to save your clients money, and how he's scaling it through a massive partnership with Hy-Vee. This is the proof you need to finally lead your clients away from the problem and toward the solution.

▶▶ Sign Up For Your Free Discovery Call

https://calendly.com/aneary/strategy-session

KEY MOMENTS

(00:00:00) A Doctor's Take On How Fee-For-Service Is Failing Your Clients 

(00:09:05) The DPC Fix: Realigning Incentives with Patient Care 

(00:09:24) The Gateway to Smarter, Cheaper Advanced Care 

(00:11:29) More Time, Better Outcomes: The DPC Patient Experience 

(00:24:01) Scaling the Solution: The Hy-Vee Partnership 

(00:32:22) The Engagement Strategy: Getting People to Actually Use DPC 

CONNECT WITH ANDY NEARY

📲 Schedule a free discovery call:

https://calendly.com/aneary/strategy-session

Subscribe and listen to the Accelerate Your Insurance Sales Podcast 🎙 here:

https://podcasters.spotify.com/pod/show/andy-neary7 🎯 

Subscribe to the podcast on YouTube 🎥:

https://www.youtube.com/channel/UCyqBg5tL_1G1tf7Wo98tMgg

💬 Join the Complete Game text community:

Text the word BROKER to 414-622-1462

Connect with Andy Neary on social media: 

LinkedIn: https://www.linkedin.com/in/andyneary/

Instagram: https://www.instagram.com/andy_neary/

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 broker, to clean up the mess and take the blame. It's a broken model that ruins your reputation.

But what if you could offer a plan with the stability of a BUCA, the innovation of a tech company, and get a quote in 48 hours? My guest, Caleb Parker of Angle Health, joins me on The Broker's Voice to share his framework. We get into why Angle is built on an "AI-native" chassis to deliver precision underwriting, how they avoid the margin trap that kills other solutions, and why they can deliver a Jan 1st quote on Jan 10th. This is the game plan for finally having a stable, scalable alternative.

▶▶ Sign Up For Your Free Discovery Call

https://calendly.com/aneary/strategy-session

CONNECT WITH ANDY NEARY

📲 Schedule a free discovery call:

https://calendly.com/aneary/strategy-session

Subscribe and listen to the Accelerate Your Insurance Sales Podcast 🎙 here:

https://podcasters.spotify.com/pod/show/andy-neary7 🎯 

Subscribe to the podcast on YouTube 🎥:

https://www.youtube.com/channel/UCyqBg5tL_1G1tf7Wo98tMgg

💬 Join the Complete Game text community:

Text the word BROKER to 414-622-1462

Connect with Andy Neary on social media: 

LinkedIn: https://www.linkedin.com/in/andyneary/

Instagram: https://www.instagram.com/andy_neary/

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 burnout. But what if the real path to scaling your business was built on a foundation of "less, but better"?

I just got back from Italy, where the entire culture is a powerful reminder that there's a different way to live and work. In this episode, I'm sharing the "Italian Approach to Sales" - a game plan for growing your book with a lot less stress. We get into the three lessons I learned: the artisan's power of consistency, the focus on quality over quantity (in both food and clients), and the genius of simplifying your process with modern tools. This is the strategy for achieving more success, not by doing more, but by being more effective.

▶▶ Sign Up For Your Free Discovery Call

https://calendly.com/aneary/strategy-session

KEY MOMENTS

(00:00:00) The Italian Approach to Sales: Less Stress, More Success 

(00:05:33) Lesson 1: The Artisan's Consistency (Your Pipeline Game Plan) 

(00:10:24) Lesson 2: Quality Over Quantity (The Food & Client Formula) 

(00:13:51) Lesson 3: The Secret to Less Stress (Simplifying Your Process)

CONNECT WITH ANDY NEARY

📲 Schedule a free discovery call:

https://calendly.com/aneary/strategy-session

Subscribe and listen to the Accelerate Your Insurance Sales Podcast 🎙 here:

https://podcasters.spotify.com/pod/show/andy-neary7 🎯 

Subscribe to the podcast on YouTube 🎥:

https://www.youtube.com/channel/UCyqBg5tL_1G1tf7Wo98tMgg

💬 Join the Complete Game text community:

Text the word BROKER to 414-622-1462

Connect with Andy Neary on social media: 

LinkedIn: https://www.linkedin.com/in/andyneary/

Instagram: https://www.instagram.com/andy_neary/

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.

But what if your marketing could be your agency's ultimate weapon? My guest, Aubrey King, Director of Marketing at McConkey Insurance & Benefits, is here with a new framework for breaking out of the "boring insurance" mold. We get into why traditional agencies resist change, how McConkey uses its unique non-commissioned model to stand out, and the critical need to tailor your message and empower your marketing team. This is the guide for agencies ready to stop blending in and start getting noticed.

▶▶ Sign Up For Your Free Discovery Call

https://calendly.com/aneary/strategy-session

KEY MOMENTS

(00:00:00) Stop Marketing Like It's 1990, with Aubrey King 

(00:06:09) The Marketer's Mindset: How Personal Challenges Fuel Professional Growth 

(00:09:37) Why Traditional Agencies Are Allergic to Modern Marketing 

(00:12:01) The Ultimate Differentiator: McConkey's Non-Commissioned Advantage 

(00:17:19) The Modern Marketing Formula: Audience, Message, Channel 

(00:24:09) Beyond Selling: Using Content to Educate & Retain Clients 

(00:31:21) The Agency Leader's Job: Get Out of Marketing's Way

CONNECT WITH ANDY NEARY

📲 Schedule a free discovery call:

https://calendly.com/aneary/strategy-session

Subscribe and listen to the Accelerate Your Insurance Sales Podcast 🎙 here:

https://podcasters.spotify.com/pod/show/andy-neary7 🎯 

Subscribe to the podcast on YouTube 🎥:

https://www.youtube.com/channel/UCyqBg5tL_1G1tf7Wo98tMgg

💬 Join the Complete Game text community:

Text the word BROKER to 414-622-1462

Connect with Andy Neary on social media: 

LinkedIn: https://www.linkedin.com/in/andyneary/

Instagram: https://www.instagram.com/andy_neary/

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. It’s a constant struggle to prove your value in a crowded market where trust is everything.

But what if your agency's unique story was your greatest asset? My guest, Andor Tobelem from Miami Insurance Brokers, joins me on The Broker's Voice to share the game plan his family agency used to thrive. We get into their incredible journey from Venezuela to Miami, how they built a powerful brand by specializing in the international market, and why their goal is to be on every client's "speed dial" next to their lawyer and doctor. This is a lesson in how to build an agency that is impossible to forget and even harder to replace.

▶▶ Sign Up For Your Free Discovery Call

https://calendly.com/aneary/strategy-session

CONNECT WITH ANDY NEARY

📲 Schedule a free discovery call:

https://calendly.com/aneary/strategy-session

Subscribe and listen to the Accelerate Your Insurance Sales Podcast 🎙 here:

https://podcasters.spotify.com/pod/show/andy-neary7 🎯 

Subscribe to the podcast on YouTube 🎥:

https://www.youtube.com/channel/UCyqBg5tL_1G1tf7Wo98tMgg

💬 Join the Complete Game text community:

Text the word BROKER to 414-622-1462

Connect with Andy Neary on social media: 

LinkedIn: https://www.linkedin.com/in/andyneary/

Instagram: https://www.instagram.com/andy_neary/

The future of this industry belongs to those who collaborate. My guest, Jessica Brooks-Woods, CEO of NABIP, is here with a game plan for why unified action is the only path forward. In this conversation, we break down how advisors, brokers, and industry partners can work together to solve the massive challenges our clients are facing. This is a masterclass in building a career and an industry on the powerful idea that we are stronger together than we are apart.

▶▶ Sign Up For Your Free Discovery Call

https://calendly.com/aneary/strategy-session

KEY MOMENTS

(00:00:00) The Future of Insurance: Collaboration Over Competition 

(00:10:37) A New Framework: Driving Client Value Through Collaboration 

(00:19:21) A Leader's Journey: The 'Why' Behind the Mission 

(00:23:24) Unified Action: How Brokers Can Force Real Change 

(00:32:11) The Ultimate Goal of Collaboration: Empowering the Patient 

(00:40:42) A Warning for Leaders: The Coming Wave of Transparency

CONNECT WITH ANDY NEARY

📲 Schedule a free discovery call:

https://calendly.com/aneary/strategy-session

Subscribe and listen to the Accelerate Your Insurance Sales Podcast 🎙 here:

https://podcasters.spotify.com/pod/show/andy-neary7 🎯 

Subscribe to the podcast on YouTube 🎥:

https://www.youtube.com/channel/UCyqBg5tL_1G1tf7Wo98tMgg

💬 Join the Complete Game text community:

Text the word BROKER to 414-622-1462

Connect with Andy Neary on social media: 

LinkedIn: https://www.linkedin.com/in/andyneary/

Instagram: https://www.instagram.com/andy_neary/

Every producer in this industry, from the rookie to the top all-star, gets the exact same 24 hours in a day. It's the ultimate equalizer. 

Yet, most waste this invaluable resource on outdated training, get bogged down in service work, and lack the discipline to focus on what actually drives growth. They treat time as something that just happens, not as their most critical asset.

The top 1% understand that how you manage your time is the #1 differentiator between mediocrity and massive success. In this episode, I'll give you the game plan for how elite producers leverage time at every stage of their career. This isn't about working more hours; it's a new framework for using your time to build an unbeatable competitive advantage.

▶▶ Sign Up For Your Free Discovery Call

https://calendly.com/aneary/strategy-session

KEY MOMENTS

(00:00:00) Time Management: The #1 Differentiator in Sales 

(00:05:46) The New Producer's Time Advantage 

(00:09:04) The Validated Producer's Productivity Game Plan 

(00:13:49) The All-Star's Framework for Buying Back Time

CONNECT WITH ANDY NEARY

📲 Schedule a free discovery call:

https://calendly.com/aneary/strategy-session

Subscribe and listen to the Accelerate Your Insurance Sales Podcast 🎙 here:

https://podcasters.spotify.com/pod/show/andy-neary7 🎯 

Subscribe to the podcast on YouTube 🎥:

https://www.youtube.com/channel/UCyqBg5tL_1G1tf7Wo98tMgg

💬 Join the Complete Game text community:

Text the word BROKER to 414-622-1462

Connect with Andy Neary on social media: 

LinkedIn: https://www.linkedin.com/in/andyneary/

Instagram: https://www.instagram.com/andy_neary/