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 Most carriers still price risk based on outdated proxies, ignoring the massive amount of real-time safety and operational data available through tools like Procore and Samsara. This disconnect means safer, tech-forward contractors are subsidizing the premiums of their higher-risk competitors.

My guest, Danil Kolesnikov, Founding Engineer at Shepherd, joins me to discuss how they are using technology to fix insurance pricing. We dive into Shepherd’s thesis that contractors who use software to manage their jobsites are inherently better risks and should be priced accordingly. Danil explains the engineering behind their proprietary underwriting platform, how the "Shepherd Savings" program turns software usage into premium credits, and why accurate, data-driven pricing is the only way to build a sustainable book in high-hazard industries.

Chapters:

(00:00:00) Using Technology To Better Price Insurance Risk 

(00:02:15) The Thesis: Why Tech Adoption Indicates Lower Risk 

(00:04:20) Build vs. Buy: Engineering a Proprietary Underwriting Platform 

(00:07:45) Efficiency in Pricing: The Value of the "Speed to No" 

(00:13:15) Navigating Complex Markets: Pricing Risk in CA and NY 

(00:16:40) Shepherd Savings: Converting Data into Premium Reductions 

(00:20:10) Scaling the Book: Using AI to Enhance Underwriting Precision

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CONNECT WITH ANDY NEARY

📲 Schedule a free discovery call:

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

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

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Text the word BROKER to 414-622-1462

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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. The data shows that for every 1,000 old leads gathering dust in your CRM, there is roughly $270,000 in commissions waiting to be claimed.

My guest, Michael McMillan, President of Financialize, joins me to prove why you need to stop chasing new leads and start reviving the old ones. In this episode, we break down the "Lead Revival" framework that turns cold data into six-figure revenue. Michael explains why most producers fail at follow-up (laziness), how to balance automation with the necessary "human touch" to wake up dormant prospects, and the specific math behind mining your existing database. Stop leaving money on the table.

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KEY MOMENTS

(00:00:00) Your "Dead" Leads Are Worth $270,000 (Stop Ignoring Them) 

(00:02:03) The Discipline to Change: Michael’s 200lb Weight Loss Journey 

(00:08:18) Shared vs. Exclusive: Why You Are Buying the Wrong Leads 

(00:14:02) Automation Fails Without the "Human Touch" 

(00:21:22) The Math: Why 1,000 Old Leads = $270k in Revenue 

(00:26:46) You Can't Revive Leads if Your Brand Sucks 

(00:37:51) Sales Leadership: Stop Letting Rookies "Figure It Out" 

(00:41:14) The 13-Year-Old Entrepreneur: A Lesson in Modern Hustle 

(00:45:27) Michael’s Routine: Why the Morning Starts in the Word

CONNECT WITH ANDY NEARY

📲 Schedule a free discovery call:

http://completegameu.com/aga

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

Connect with Andy Neary on social media: 

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

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Most agencies treat employee benefits as a secondary revenue stream - a product to be sold rather than a risk to be managed. They silo their commercial and benefits teams, leaving the client with a disjointed strategy that fails to address their second-largest line item after payroll.

My guest, Kevin Handzlik, Director of Employee Benefits at Ellerbrock-Norris, joins me to flip the script. Coming from an actuarial background at Milliman, Kevin brings a data-driven perspective to the brokerage world. In this episode, we break down why pharmacy costs have skyrocketed to 40% of claims spend, how to apply commercial risk management principles to health plans, and why self-funding is a vehicle, not a product. This is the blueprint for breaking down agency silos and protecting your client's purpose.

Chapters:

(0:00) From Actuarial Consulting to Agency Leadership: Kevin Handzlik’s Story 

(5:16) Stop Selling Health Insurance, Start Solving Business Problems 

(9:09) The 40% Problem: Why Pharmacy Costs Are Skyrocketing 

(13:44) Applying Risk Management Principles to Employee Benefits 

(17:28) Overcoming the Fear of Self-Funding: Education vs. Sales 

(21:52) Breaking Down Silos: Why Commercial and Benefits Must Work Together 

(25:20) Stop Pitching Solutions: The Power of Asking Better Questions

▶▶ Sign Up For Your Free Discovery Call

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CONNECT WITH ANDY NEARY

📲 Schedule a free discovery call:

http://completegameu.com/aga

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: 

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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?

My guest, Ruth Manka, Executive Director of Intersure, advocates for a radical strategy called "coopetition." In this episode, she explains why the most successful independent agencies are sharing their secrets with rivals rather than guarding them. We discuss why you should debrief with the competitor who stole your business to learn where you failed, how to stay independent in an M&A-obsessed world, and why an abundance mindset is the ultimate competitive advantage. This is the argument for turning your enemies into your best teachers.

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KEY MOMENTS

(0:00) Why You Should Call the Competitor Who Just Stole Your Client 

(4:17) Community vs. Networking: Why Most Groups Fail 

(7:30) The "Coopetition" Strategy: Sharing Secrets to Win 

(14:30) The Call: How to Debrief a Loss with Your Rival 

(15:28) Staying Independent in a World of Mergers 

(24:10) AI is Your Thought Partner, Not Your Replacement 

(30:52) The Abundance Mindset: Why the Good Guys Win 

(37:04) Ruth’s Routine: Light Therapy and the "Reverse 80/20 Rule"

CONNECT WITH ANDY NEARY

📲 Schedule a free discovery call:

http://completegameu.com/aga

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/

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"You look too young. You can't talk to me about my benefits." 

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. With a massive wave of retirements on the horizon, the industry is in the middle of a culture clash between the traditional "golf and drinks" crowd and a new generation demanding tech, resources, and rapid growth.

My guest, Stephanie Handschuh, Principal at Palmer & Cay, joins me to discuss how to navigate this generational divide. We talk about the burden on the "Middle Generation" to bridge the gap, why Gen Z doesn't care about your country club membership, and how young producers are using content to bypass the age objection entirely. This is the truth about what it takes to succeed when you are the youngest person in the room.

Chapters:

(0:00) The Silver Tsunami: Why the Industry is "Male, Pale, and Stale" 

(3:32) The AI Stance: Why You Can't Just "Evaluate" It Anymore 

(6:55) Gen Z Demands: Why They Want Titles Over Job Security 

(11:54) The Death of the "Three Martini Lunch" Culture 

(15:21) The Hardest Lesson for Young Producers: Pick Up the Phone 

(18:35) "You Look Too Young": Overcoming Age Bias in the Boardroom 

(20:37) How a 25-Year-Old Producer Won a President's Trust via Content

▶▶ Sign Up For Your Free Discovery Call

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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

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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. How do you build a legacy that lasts a century without losing your edge?

My guest, Bill Rue Jr., President of Rue Insurance, joins me to share the blueprint for longevity. A former investment banker and Wharton grad, Bill discusses how he applies high-level business discipline to a family agency. We get into why they refuse to sell, how they transitioned from "hunting" to brand-driven marketing to support their producers, and the "Be Ready" philosophy that operationalizes their culture. This is the guide for agency owners who want to build a legacy, not just a book of business.

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KEY MOMENTS

(0:00) 108 Years of Independence: The Rue Insurance Story 

(1:11) From Investment Banking to Checking Policies: Earning Your Stripes 

(6:38) "Be Ready with Rue": Operationalizing Your Agency Culture 

(9:23) How to Build a Benefits Department from Scratch (

14:06) Stop Hunting, Start Marketing: The New Role of the Producer 

(18:43) The Power of Peer Groups: Why You Can't Grow Alone 

(20:34) The Future of Insurance: AI vs. Relationships 

(24:59) Using AI as a Thought Partner, Not a Replacement 

(27:06) Advice for New Executives: Don't Wait to Ask for Help 

(29:00) The Morning Routine of a 4th Generation President

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/

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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 drive. But there comes a point where your hustle becomes the bottleneck that chokes your agency's growth. If you are doing everything, your team can’t do anything.

My guest, Tim Leman, CEO of Gibson, learned this the hard way. After years of operating as a high-octane "sales jockey" and player-coach, he realized that to truly scale, he had to stop equating his self-worth with his daily productivity. In this episode, Tim reveals how doing less operational work allowed him to help his company grow more. We break down his transition from top producer to visionary CEO, the "Jerry Maguire" moment that forced a culture shift, and how implementing an operating system gave him the freedom to build a massive 2033 vision.

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KEY MOMENTS

(00:00:00) How Doing Less Helped My Company Grow More 

(00:08:40) The "Jerry Maguire" Letter: A Lesson in Moving Too Fast 

(00:16:07) Leading Through Crisis: The Recession Wake-Up Call 

(00:21:40) The Feedback Trap: Why Speed Can Look Like You "Don't Like People" 

(00:27:00) The Mindset Shift: Valuing Strategy Over Output 

(00:30:40) Why Being a Great Producer Doesn't Make You a Great Manager 

(00:34:59) The Result of Doing Less: The 2033 Vision for Scale

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/

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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 see if their "boss will pay for it." This mindset is a one-way ticket to mediocrity. If you aren't willing to bet on yourself when the chips are down, why should anyone else?

In this special joint episode, I am joined by my own mindset and performance coach, Christina Lecuyer. We strip away the fluff and deliver the hard truths you need to hear before the new year. We discuss why high achievers struggle so much with self-worth, the danger of waiting for a "guaranteed ROI" before taking action, and why confidence isn't a feeling - it's a muscle you build by keeping promises to yourself. This is the wake-up call you need to stop playing small.

▶▶ Sign Up For Your Free Discovery Call

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KEY MOMENTS

(00:00:00) Bet On Yourself: The Mindset You Need to Win in 2026 

(00:03:48) The Moment I Stopped Playing Small 

(00:06:45) Why Money Without Health is Failure 

(00:18:19) The High Achiever's Curse: Perfectionism vs. Progress 

(00:24:36) The Litmus Test: "Will My Boss Pay For It?" 

(00:33:00) Confidence is a Muscle You Build, Not a Feeling

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/

Building a personal brand and driving sales usually requires you to be awake, on camera, and actively recording. It’s a time-intensive grind that places a hard cap on your revenue; you simply cannot be in every sales conversation at once. But what if you could deploy a digital version of yourself to close deals and create content 24/7?

In this episode, I’m joined by Jim Carter III, a highly-sought after AI strategist who I worked with to build the clone for my agency. Together, we break down exactly how to clone yourself with AI. We explore the specific tech stack (HeyGen for video and ElevenLabs for audio) that allows you to create a hyper-realistic digital twin capable of working while you rest. Jim walks us through the step-by-step process of recording "fine-tune" footage to train the AI on your specific mannerisms, and how to use this technology to automate your social media presence and sales outreach. This is your guide to escaping the time-for-money trap.

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KEY MOMENTS

(00:00:00) The Bottleneck: Why You Can't Scale Sales Yourself 

(00:02:15) The "Digital Twin" Strategy 

(00:05:40) The Cloning Tech Stack: HeyGen and ElevenLabs 

(00:10:20) Training the AI: Recording Your "Fine-Tune" Footage 

(00:15:30) Selling While You Sleep: Automating Outreach 

(00:19:45) The Future of Agency Growth: Scaling Without 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/

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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 of overspending in good months and panicking during tax season. It turns profit into a gamble rather than a guarantee.

My guest, fractional CFO Alicia Ostis, joins me on The Broker's Voice to share the specific financial system that flips this equation. We break down the 5-bank-account framework that forces profitability from day one, regardless of your revenue. We also cover the "Drip Account" strategy to survive commission volatility and the exact allocation percentages you need to ensure you, the owner, get paid first every single time. This is the blueprint for guaranteeing your agency's financial health.

▶▶ Sign Up For Your Free Discovery Call

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KEY MOMENTS

(00:00:00) The Accounting System That Guarantees Agency Profit 

(00:02:45) Why "Bank Balance Accounting" is Losing You Money 

(00:06:45) The 5-Account Framework: Setting Up the System 

(00:11:51) The "Drip Account": How to Smooth Out Huge Commission Checks 

(00:16:29) Scaling the System: Adjusting Percentages as Revenue Grows 

(00:26:29) Personal Profit: Applying the System to Your Home Finances

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/