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.

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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/

Every broker has clients with a workforce they can't solve for: hourly, seasonal, part-time, etc. These are the "hard-to-insure" employees who are often priced out of major medical plans, leaving them with no access to essential care. This isn't just a benefits problem; it's a business problem that drives turnover.

But what if there was a way to provide valuable healthcare to these employees without breaking your client's budget? My guest, Mike Anarumo of Champion Health, joins me on The Broker's Voice with the game plan for the CHAMP Plan. We get into how this unique supplemental benefit is specifically designed for these hard-to-insure workforces, providing $0 cost access to primary care, urgent care, and prescriptions. This is the how-to guide for solving one of the toughest challenges a broker faces.

▶▶ 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 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.

But you don't have to go it alone. My guest, Pam Schlotzhauer of United Benefit Advisors (UBA), is here with the game plan for how independent agencies can fight back, thrive, and scale. In this conversation, we break down the UBA model of collaboration over competition, a framework that gives members the collective buying power, shared expertise, and cutting-edge tools to compete with the giants.

▶▶ Sign Up For Your Free Discovery Call

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

KEY MOMENTS

(00:00:00) How to Compete With National Firms (Without Selling Out) 

(00:00:42) The UBA Model: Gaining Scale While Staying Independent 

(00:04:06) The Power of the Collective: Buying Power, Bonuses & AI 

(00:05:51) You Don't Know What You Don't Know: The Value of Shared Expertise 

(00:10:00) The Application Process: Who is a Good Fit for UBA?

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/

For decades, the insurance industry's default answer to every growth problem is to "hire more people." Need more sales? Hire a producer. This isn't a strategy; it's a trap, and it saddles your agency with massive overhead.

It's time for a new model: Stop hiring for tasks that AI can master. In this episode, I'll show you exactly how to do it. We'll get into the game plan for using AI to scale your agency, from digital clones that handle client service 24/7 to automated systems that generate leads and eliminate the mundane work that causes burnout. This is the new framework for growth, and it doesn't require a single new headcount.

▶▶ Sign Up For Your Free Discovery Call

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

KEY MOMENTS

(00:00:00) Stop Hiring People. Start Using AI. 

(00:01:40) The Broken "Hire More People" Model

(00:08:09) The AI Solution for Client Service: Digital Clones 

(00:12:09) The AI Solution for Sales: Automated Lead Generation 

(00:15:27) The AI Solution for Retention: Curing Service Team Burnout

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/

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 nothing feels safer than taking decisive action.

But on the battlefield, indecision gets people killed. My guest on this episode of Broker’s Voice, Rich Hess, is a Marine Corps combat veteran who brings that battlefield mindset to the boardroom. In this episode of The Broker's Voice, he shares his game plan for employee benefits, forged on the front lines of Desert Storm. We get into why "combat preparedness" is the key to educating employees and how a Marine's approach gives you the framework to lead clients through fear to a real solution.

Chapters:

(00:00:00) From The Battlefield to The Boardroom: A Marine's Approach to Benefits 

(00:01:30) Forged on the Front Lines

(00:10:17) Battlefield Lesson #1: Crisis is an Opportunity 

(00:14:42) The Mission: Defining Who You're Fighting For 

(00:21:07) Boardroom Strategy: Designing Plans Based on Culture 

(00:24:39) Battlefield Lesson #2: The Tourniquet Test & Preparedness

▶▶ 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/

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 his job and can't afford a $2 parking fee? This isn't a hypothetical, it was the reality for my guest, Tom Sutter. It's a level of tragedy that can break a person and force them to give up.

But Tom didn't just survive; he found his life's mission in the middle of the wreckage. In this episode, he shares his incredible journey of co-founding Cal's Angels, a foundation that supports children and families fighting pediatric cancer. We get into how this purpose reshaped his entire approach to his insurance career, teaching him that real success is built on authenticity, transparency, and a genuine desire to help people. This is a powerful conversation about how the worst moments in life can unlock your greatest purpose.

▶▶ Sign Up For Your Free Discovery Call

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

KEY MOMENTS

(00:00:00) How Tragedy Drives Purpose: The Journey of Tom Sutter 

(00:16:07) The Catalyst: Cal's Story and a Father's Unimaginable Fight 

(00:25:55) The Mission: Building Cal's Angels on a Foundation of Transparency 

(00:27:16) The Shocking Truth About Pediatric Cancer Funding (Only 4%) 

(00:36:32) The Transformation: How This Journey Reshaped His Insurance Career

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/