Dan Michelini, VP of Sales at Acrisure, joins me to discuss his unique path into the industry. Making a massive career pivot at age 37, Dan transitioned from tech consulting and venture capital into insurance - starting with 100 cold calls a day and driving home in tears before finally catching his big break. 

We discuss how he applies Ryan Holiday’s teachings on Stoicism to his daily leadership, the vital difference between a sales manager and a sales coach, and a brilliant case study on how a 24-year-old producer stole a marquee account from a 10-year veteran by selling his "inexperience." Dan also pulls back the curtain on the M&A landscape, sharing what made his former agency an attractive acquisition for Acrisure and what agency owners need to know about selling in 2026.

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Timestamped Outline

(00:00) Introduction: Welcome Dan Michelini

(01:26) A Career Pivot at 37: From Tech Startups and VC to Insurance Sales

(05:06) College Football Chaos: Notre Dame, Luke Fickell, and the NIL Era

(08:52) The Daily Stoic: How Ryan Holiday’s Philosophy Shapes Dan’s Leadership

(11:45) Calm Amidst the Chaos: Why Producers Must Avoid Extreme Highs and Lows

(12:40) Case Study: How a Young Producer Beat a 10-Year Veteran by Selling Hunger

(17:40) The 100 Cold Call Grind: Driving Home in Tears and Finding the Breakthrough

(21:06) The Ripple Effect: How One Small Deal Led to Millions in Revenue Over 20 Years

(25:56) Advice for New Producers: Bring Infectious Energy and Listen More Than You Talk

(28:51) Sales Manager vs. Sales Coach: The Power of Servant Leadership

(33:29) Hoops History: Playing for a Young Gregg Popovich at Pomona College

(36:00) The Acrisure Acquisition: Why Greg Williams' Pitch Stood Out in 2017

(41:42) Advice for Sellers: Navigating Valuations and Protecting Your People

(43:59) Dan’s Lightning Round: Wordle, MapTap, 175-Degree Saunas, and Jack Reacher

CONNECT WITH ANDY NEARY

📲 Schedule a free discovery call:

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/

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

What does it take to scale an insurance agency without getting buried in back-office work? In this episode, I sit down with Abigail Senso, Director of Growth at BrokerPro, to break down how agencies can turn siloed data into actionable insight, automate time-consuming work, and spend more time being strategic with clients. Abigail shares how BrokerPro and GenPro help brokers prepare for renewals, RFPs, finalist presentations, and client meetings, while we also explore why clients are already using AI to challenge their advisors and how smaller agencies can compete with larger firms. Tune in to learn why the future of insurance belongs to brokers who can combine technology with the relationships, judgment, and empathy clients still value most.

In this Episode, You Will Learn

• How BrokerPro turns siloed agency data into actionable insight.

• The cross-sell opportunities between commercial and benefits.

• How GenPro can save time on RFPs and renewal preparation.

• Why mid-sized agencies are hitting a growth ceiling.

• The “AI employee” helping brokers work faster behind the scenes.

• How to prepare for client meetings without relying on PowerPoint.

• Why clients are already using AI to fact-check their brokers.

• How smaller agencies can compete with larger firms using AI.

• The shift from transactional broker to strategic advisor.

• Why AI will separate consultants from brokers in the years ahead.

Resources + Links

Learn more about BrokerPro HERE!

Accelerate your insurance sales - schedule a discovery call here 

Learn more about Complete Game Consulting HERE!

Follow

Follow Andy Neary on LinkedIn for more insurance sales strategies and high-performance insights. - https://www.linkedin.com/in/andyneary

Abigail Senso: https://www.linkedin.com/in/abigail-senso-04ab13179

If you want to help your clients control their health insurance premiums, you must help them control their claims. Musculoskeletal (MSK) and orthopedic conditions are consistently a top three cost driver for employers. Yet, the traditional healthcare system forces patients through a bloated, expensive, and time-consuming maze of primary care, unnecessary physical therapy, and urgent care visits before they ever see a specialist.

My guests, Dr. Tom Weber and Peter Krahn of MD Ortho, join me to discuss how their physician-led digital platform is completely changing the way orthopedic care is delivered. We break down the "Pyramid and the Pie" of direct specialty care, how treating employees like professional athletes gets them back to work faster, and why bypassing the ER for workplace injuries is a massive win for workers' comp mod rates. If you want to bring actionable, cost-containment solutions to your self-funded clients rather than just talking in theory, this episode is a must-listen.

▶▶ Sign Up For Your Free Discovery Call

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Timestamped Outline

(00:00) The Broker's Voice: Introducing Dr. Tom Weber and Peter Krahn

(02:09) The Breaking Point: Why Traditional Orthopedic Care is Unsustainable

(05:29) Leaving the Ancillary Space: Why Peter Krahn Joined the MD Ortho Mission

(07:26) The MSK Epidemic: Why Orthopedics is a Top 3 Cost Driver for Employers

(09:34) Crawl, Walk, Run: How the Broker Community is Waking Up to Direct Care

(14:09) The Pyramid and the Pie: Explaining MD Ortho to a Benefits Consultant

(19:30) The Employee Experience: From Injury to Recovery with a Physician-Led Team

(24:04) Skipping the Line: Why Direct Access to an MRI Beats 6 Weeks of Unnecessary PT

(28:56) The Workers' Comp Ecosystem: Reducing Days Away From Work and OSHA Recordables

(32:47) Bypassing the ER: Why Your Clients Need a Standalone Ortho Solution

(36:06) The Lightning Round: 96/100 Free Throws and Doing CPR at the Pro Bull Riders Rodeo

CONNECT WITH ANDY NEARY

📲 Schedule a free discovery call:

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/

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

What if I told you your biggest growth opportunity is hiding inside your agency? In this episode, I sit down with Rebecca Menefee of M3 to unpack how her team built Elevate, a dedicated small business division that grew from roughly $3.5 million to $11.5 million in revenue in 5 years.

We break down how to stop overservicing small accounts, build a service model that actually scales, and create a system that allows clients to grow without outgrowing your agency. You’ll also learn how technology and AI are changing client expectations, what it takes to build the right team for small business, and how an overlooked book of business can become a profitable growth engine for your agency.

In this Episode, You Will Learn

• The service mistake quietly destroying your small business margins.

• How M3 turned a $3.5M division into an $11.5M growth engine.

• The hidden opportunity inside the accounts most producers overlook.

• How to give small clients exactly what they need without overservicing them.

• The expectation trap that makes great service impossible to sustain.

• How to build a small business model your producers actually trust.

• The system that lets clients grow without outgrowing your agency.

• When keeping your small business book makes sense and when it’s time to get out.

• What to look for when hiring producers who can thrive in a high-volume market.

• How AI is giving your clients a new way to challenge your advice.

• The question that can expose a client problem before it costs you the account.

• How community relationships can become a competitive advantage in small business.

• The mindset shift that can turn “small accounts” into some of your most valuable long-term relationships.

Resources + Links

Accelerate your insurance sales - schedule a discovery call here 

Follow

Follow Andy Neary on LinkedIn for more insurance sales strategies and high-performance insights.

Learn more about Complete Game Consulting:https://completegameconsulting.com

Connect with Rebecca: https://m3ins.com/person/rebecca-menefee/

If you want to operate in the private client and high-net-worth space, you cannot afford to just be "the insurance guy." Sophisticated buyers, ranging from $100 million to $29 billion in net worth, can smell a product pitch from a mile away. To win these relationships, you must master the art of leading with planning, embracing complexity, and speaking the language of their CPAs, attorneys, and family offices.

My guest, Dan Bergen, Managing Director of Private Client at Higginbotham and former Head of Insurance at Goldman Sachs, joins me to discuss what it takes to operate at the absolute highest level of the industry. Dan breaks down his journey from the Northwestern Mutual internship and semi-pro hockey to quarterbacking complex strategies like Private Placement Life Insurance (PPLI). We discuss the difference between needs and wants for the ultra-wealthy, the exact formula for a "zeroed-out estate tax plan," and why the most powerful thing an advisor can say is, "You are actually not a good fit for what we do."

▶▶ Sign Up For Your Free Discovery Call

https://completegameu.com/request-a-call

Timestamped Outline

(00:00) Lead with Planning, Not Insurance: Introducing Dan Bergen

(01:29) Earning Your Stripes: The Northwestern Mutual Experience and the Power of 10-3-1

(04:31) Evolving to Private Wealth: Merrill Lynch, Lincoln Financial, and Goldman Sachs

(05:29) The "Thanksgiving Day Rule": Why Culture Matters at Higginbotham

(07:45) Failing Quickly: How Curiosity and the "Ready, Fire, Aim" Mentality Drives Success

(10:19) The Semi-Pro Hockey Injury: Breaking a Neck and the Dangers of the OHL

(13:08) Learning from the Losses: The Importance of the Post-Loss Debrief Email

(15:03) Needs vs. Wants: Changing Your Approach for Ultra-Wealthy Clients

(16:42) The Power of "No": Why You Must Tell Prospects When They Aren't a Fit

(17:56) Speaking the Language: Understanding Complex Estate Planning Tactics (SLATs, FLPs, IDGTs)

(20:01) Kids, IRS, or Charity: The "Zeroed-Out" Estate Tax Plan

(22:32) The Complexity of Sophistication: Upgrading Your Game for the Billionaire Buyer

(26:34) Dealing with Egos: How to Collaborate with Wealth Managers Who Hate Insurance

(29:00) Turning Down the Sale: Why Pushing Premium Finance Can Be a Trap

(31:15) Private Placement Life Insurance (PPLI): Exploiting IRC 7702 for "Structural Alpha"

(38:15) Taxes for the Fee and Not for Me: Amplifying Yields and Eliminating Tax Drag

(41:36) Turning a Loss into a Win: Sourcing SpaceX Pre-IPO Shares for a Client

(43:59) Dan’s Lightning Round: Saunas, Cold Plunges, and Functional Patterns Biomechanics

CONNECT WITH ANDY NEARY

📲 Schedule a free discovery call:

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/

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

The best insurance producers don't just master sales, they master themselves!In this episode, I'm joined by benefits advisor Colton Storla to talk about the habits, routines, and mindset that fuel high performance both inside and outside the office. We dive into everything from nutrition and fitness to discipline, stress management, and mental toughness, and why taking care of yourself isn't separate from becoming a top producer. In my experience, it's one of the biggest reasons the best advisors consistently outperform the competition.If you're ready to show up with more energy, stay mentally sharp, build stronger client relationships, and perform at a higher level year after year, this conversation will challenge you to raise your standard and become the advisor your clients trust most.You Will Learn- Top producer routines that generate consistent energy and focus.- One thing in your environment that is either accelerating or limiting your success.- The edge every top performer has (and how to know if you can create it.)- Simple habits that fuel performance and prevent burnout.- The mindset shift that separates top producers from everyone else.- Why your clients are buying more than your insurance expertise. (What they are actually buying.)
Resources + Links

Accelerate your insurance sales - schedule a discovery call here 

Follow

Colton on LinkedIn - https://www.linkedin.com/in/coltonstorla

Follow Andy Neary on LinkedIn for more insurance sales strategies and high-performance insights.

Learn more about Complete Game Consulting:https://completegameconsulting.com

My guest, Hunter Kinchen joins me to discuss how his background playing Division I football at LSU prepared him for a successful career in employee benefits. Growing up with a father and uncle in the NFL, Hunter learned early on that success requires mastering the fundamentals and doing the unglamorous work when no one is watching. We discuss why young producers must ditch unrealistic expectations, the critical importance of seeking out mentors, and why agency leaders need to stop obsessing over resumes and start recruiting for "intangibles." If you want to build a long-term, high-performing book of business, this episode provides the blueprint for sustainable success.

▶▶ Sign Up For Your Free Discovery Call

https://completegameu.com/request-a-call

Timestamped Outline

(00:00) Integrity and Follow-Through: Why You Must Recruit for the Intangibles

(01:51) Growing Up in an NFL Household: The Standard of Excellence

(04:41) The NFL Reality Check: Why Someone is Always Waiting to Take Your Job

(07:17) Pressure to Perform: Having an NFL Tight End as Your Middle School Coach

(11:12) The "Cheat Code" Position: Navigating College Football as a Long Snapper

(15:10) SEC Off-Season Training: Why Preparation Doesn't Start on Game Day

(20:09) Saturday Night in Death Valley: The Unmatched Experience of LSU Football

(24:16) Transitioning to Insurance: Trading Coaching for the "Good Side" of Commercial Benefits

(26:02) Why Benefits? The Unique Appeal of the Employee Benefits Space

(27:17) The Power of the LSU Brand in Baton Rouge: Opening Doors vs. Winning Deals

(29:40) The Long Feedback Loop: Why Sales is Different Than Saturday Game Day

(32:43) The Need for Mentorship: How Being a "Pest" Accelerated Hunter's Learning Curve

(35:26) Managing Expectations: Why Desperation Repels Prospects

(38:06) The Firing Process: Understanding the Gravity of Broker Selection for Clients

(40:48) If You Can't Find Talent, Build It: Investing in the Next Generation of Producers

(44:31) Hunter’s Lightning Round: 5:15 AM Workouts, Tennis, and Never Split the Difference

CONNECT WITH ANDY NEARY

📲 Schedule a free discovery call:

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/

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

Too many producers operate from a place of scarcity - they walk into discovery meetings desperate for the win, giving off an energy that actually repels prospects. If you want to scale your book and become a true industry expert, you have to completely shift your mindset: stop needing the deal, and start making it entirely about the buyer.

My guest, Jon Slusser, Chief Growth Officer at Gibson, joins me to discuss how to cultivate this "Elite Mindset." Jon shares his journey from being a self-described "turd" and selfish college soccer forward to becoming an ego-free, collaborative sales leader. We discuss the necessity of "detaching" from a deal, why new producers must operate with a sense of urgency (and avoid the "salary guarantee trap"), and how Gibson uses the "4 C's" to successfully integrate new talent alongside gray-haired veterans. Jon also opens up about his son Leo, a true "one-of-one," and how facing an unprecedented medical journey clarified his ultimate priorities as a father, husband, and professional.

▶▶ Sign Up For Your Free Discovery Call

https://completegameu.com/request-a-call

Timestamped Outline

(00:00) The Mastodons and Nepotism: How Jon Found His Way to Insurance

(04:54) The Worst Teammate: A Harsh Soccer Lesson That Built a Better Leader

(07:37) The Necessity of Coachability: Identifying Natural Curiosity and Humility

(10:33) Shifting Mindsets: Detaching from the Deal and Leading with Abundance

(13:00) The Unseen Force of Sales: How Prospects Feel Your Scarcity Energy

(14:50) "If You Can't Be My Friend, You Can't Be in My Book of Business"

(16:32) Advice for New Producers: Bring Your Future Forward and Ditch the Waiting Game

(18:31) The Trap of Salary Guarantees: Finding the Sweet Spot of Urgency

(21:40) Gibson’s Training Strategy: Niche Focus, Defined Buyers, and Veteran Support

(25:01) The 4 C’s of Producer Development: Clarity, Connection, Contribution, and Commitment

(26:44) The Tampa Bay Epiphany: Transitioning from Top Producer to "Hero Maker"

(31:13) Leo’s Story: Controlling the Controllables During a 103-Day NICU Stay

(37:34) Jon’s Lightning Round: The 4:30 AM Five Pillar Routine, Marathon Training, and The Purple Cow

CONNECT WITH ANDY NEARY

📲 Schedule a free discovery call:

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/

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

Many employee benefits advisors pitch innovative funding strategies, only to watch them fail during implementation. Why? Because they focus entirely on the brilliant solution instead of actually preparing the client for the change.

My guest, Lisa Gallagher, Employee Benefits Large Group Practice Leader at Kapnick Insurance, joins me to share why the industry's best consultants don't just sell health plans, they master change management. Drawing from over 30 years of experience on both the employer and agency sides, we discuss why so many alternative funding models fall flat, how to introduce disruptive strategies without creating chaos for the HR team, and why elite advisors win by simplifying complexity rather than adding to it. If you are trying to get your prospects unstuck from the status quo and ready to embrace a better healthcare strategy, this episode is a must-listen.

▶▶ Sign Up For Your Free Discovery Call https://completegameu.com/request-a-call

Timestamps:

(00:00) Welcome & Meet Lisa Gallagher

(01:16) Lisa's Journey from HR to Employee Benefits Consulting

(03:46) Why Former HR Leaders Make Better Benefits Advisors

(06:44) Why Healthcare Markets Differ More Than Most Producers Realize

(11:39) Why This Is an Exciting Time for Advisors Willing to Embrace Change

(12:00) The Biggest Challenges Facing Mid-Sized Employers Today

(15:16) Why Great Advisors Must Simplify Complex Benefits Strategies

(17:55) Stop Trying to "Boil the Ocean": Building a Multi-Year Benefits Strategy

(20:49) Why Saving Money Is the Easy Part

(21:20) How to Help Clients Navigate Benefits Change Successfully

(23:35) The Danger of Overselling New Health Plan Solutions

(26:58) Why Change Management Is Becoming Every Advisor's Competitive Advantage

(29:25) Role Playing Benefits Changes Before Employees Experience Them

(30:49) Creating Employee Buy-In Before Rolling Out Change

(33:34) Are Employers Finally Ready for Self-Funding and Alternative Funding?

(34:08) Can You Reduce Healthcare Costs Without Disrupting Employees?

(37:04) How Incentives Can Drive Better Healthcare Decisions

(39:13) Lisa's Advice for Producers Introducing Innovative Solutions

(43:29) Lisa's Story of Burnout and Rediscovering Her Passion for the Industry

(50:25) Lightning Round & How to Connect with Lisa Gallagher

Connect with Andy!

🚀 Schedule a Free Discovery Call: https://completegameu.com/request-a-call

🎙️ Subscribe to the Accelerate Your Insurance Sales Podcast: https://podcasters.spotify.com/pod/show/accelerateyourinsurancesales

📺 Subscribe on YouTube: @accelerateyourinsurancesales

Most sales training assumes you need to be a loud, extroverted closer to win big deals. But if you try to swing like Tiger Woods when that's not how you were built, you will fail. To succeed in insurance, you have to figure out who you are and sell exactly the way you were made to sell.

My guest, Billy Potter, CEO of Snelling Walters, joins me to discuss his two-decade career in the insurance industry and the undeniable power of leading with vulnerability. We discuss the unique advantages of being an introverted producer, the dangers of downplaying your own success, and how a late-in-life dyslexia diagnosis forced him to confront his deepest childhood insecurities. Billy also explains why elite consultants aren't afraid to step on toes to tell clients the truth, and why agencies must invest heavily in manufacturing their own leadership talent. If you struggle with a fear of failure or imposter syndrome, this conversation will help you find the courage to step into your true potential.

▶▶ Sign Up For Your Free Discovery Call

https://completegameu.com/request-a-call

Timestamped Outline

(00:00) Pursuing Truth and Building Trust: Introducing Billy Potter

(01:45) Entering Insurance: Why a $5.15/Hour Paycheck Motivated a Career Leap

(04:06) Selling as an Introvert: Why You Shouldn't Try to Be Tom Brady

(07:40) Know Thyself: The Resilience of the Introverted Producer

(09:17) Sales vs. Service: Building Mutual Respect Inside the Agency

(14:00) The Imposter Syndrome Trap: Why the Best Producers Battle Self-Doubt

(16:43) The Courage to Share the Truth: Why Elite Consultants Step on Toes

(19:40) Elevating to CEO: Confronting Emotional Triggers and Vulnerability

(21:48) The Dyslexia Diagnosis at 40: Turning Childhood Insecurities into Overachievement

(27:20) The Power of Emotion: Why Crying is a Sign of Connection, Not Weakness

(30:17) The 20-60-20 Rule: Why You Have to Let Go of the People Who Will Never Like You

(31:05) Manufacturing Talent: Why Agencies Must Invest in the Next Generation

(35:01) What Young Producers Want: Community, Accountability, and a Clear Path Forward

(38:46) Billy’s Lightning Round: 9:15 PM Bedtimes, the Mental Challenge of Golf, and the Fear of Small Expenses

CONNECT WITH ANDY NEARY

📲 Schedule a free discovery call:

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/

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