What if industry chaos is your biggest opportunity to build unbreakable trust? My guest, Brennen Grone of Rainbow, joins me on The Broker's Voice with a game plan for building lasting client relationships in the toughest markets. We break down how becoming a true specialist, backed by a responsive, underwriting-led partner, turns you from a quote-fetcher into an invaluable counselor. This is a masterclass in using expertise and reliability to build a business that clients will never want to leave.

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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

Connect with Andy Neary on social media: 

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

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

Being a great salesperson doesn't automatically make you a great CEO. The industry is filled with agencies great at bringing in business, but lacking the foundational systems and leadership to truly scale. This leads to frustrating plateaus and missed opportunities.

In this episode, my guest Dan Meylan, who's started, bought, and sold multiple agencies, lays out the scaling blueprint that guarantees your agency can grow effectively. We dive deep into the critical difference between selling insurance and running a business, exploring Dan's "Core Competency Matrix”, the nine essential pillars every owner must master. This isn't just theory; it's a practical guide to building the robust systems, strategic planning, and intentional leadership that transforms a successful agency into a significant, truly scalable enterprise. Learn how to stop being just a great salesperson and start being the CEO your agency needs to reach its full potential.

Check out the Core Competency Matrix: https://drive.google.com/file/d/1ATuL-ufDikA5fsHsUSMEbOOGM3ZSANJ1/view?usp=sharing

And the Survivor-Successful-Significant Slide: https://docs.google.com/presentation/d/1AvQ_4X5MXrYjEPfkZ2acMquf9J0-oOWB/edit?usp=sharing&ouid=103097408500051405818&rtpof=true&sd=true

▶▶ Sign Up For Your Free Discovery Call

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KEY MOMENTS

(00:00:00) How to Guarantee Your Insurance Agency Scales, with Dan Meylan

(00:02:02) Selling vs. Scaling: The Two Different Skill Sets 

(00:05:53) Forged in the Trenches: A Journey in Agency Building 

(00:16:38) The Scaling Path: From Survivor to Successful to Significant 

(00:18:44) The Leadership Sacrifice Required for Scale 

(00:22:24) The Scaling Trap: Why Chasing Short-Term Profit Kills Growth 

(00:25:48) The 9 Core Competencies 

(00:29:46) The 20-Year Vision: The Mindset Required for True 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/

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

The insurance industry is addicted to "realistic" sales goals. We set safe, comfortable targets that we know we can hit, which feels like smart planning but is actually a blueprint for stagnation. This approach guarantees you stay in your comfort zone and never unlock your team's true potential, leaving massive growth on the table year after year.

I'm not just telling you to aim higher; I'm challenging you to set a goal so big it forces you to break your entire model. In this episode, I break down the real power of setting "impossible" sales goals. We'll get into why the simple exercise of doubling your sales goal forces you to eliminate distractions, simplify your focus, and have strategic conversations you've been avoiding. This is the playbook for using an impossible goal to unlock a completely new level of growth.

▶▶ Sign Up For Your Free Discovery Call

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KEY MOMENTS

(00:00:00) The Power Of Setting “Impossible” Sales Goals

(00:00:42) Too Many Agencies Are Setting Lazy Sales Goals

(00:02:09) The Question That Changes Everything: "What if You Doubled It?" 

(00:09:26) The Blueprint To 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/

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

I recently took a small group of elite producers into the Northwoods to prove there's a better way to get together than the typical insurance conference. In this raw, roundtable conversation we recorded on-site, they share the biggest lessons they learned from two days of stripping away the noise and focusing on what actually moves the needle. We get into the power of shared struggle, the non-negotiable health habits of high-performers, and the value-driven decisions that separate them from the rest of the industry. This is what real growth looks like.

▶▶ Sign Up For Your Free Discovery Call

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KEY MOMENTS

(00:00:00) Elite Producers Share Their Biggest Lessons At The Northwoods Retreat 

(00:06:45) A Metaphor for Life: The Power of a "Swim Sherpa" 

(00:11:38) The Real Health Hacks of Top Producers 

(00:15:45) The Playbook For Building Your Brand 

(00:17:19) How to Build Real Connections in a Surface-Level Industry

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/

I was tired of the broken industry conference model: the fire hose of information, the unhealthy food, and the complete lack of focus on real growth. So I decided to create something different: a private, two-day "unconference" retreat for a small group of top-performing advisors. I wanted to see what happens when you strip away the noise and focus only on what truly moves the needle for success.

The results were more powerful than I imagined and reshaped my own definition of what it takes to win. In this episode, I'm sharing the three pivotal lessons I learned from watching these advisors in action. We get into why their health is their biggest business asset, how they constantly raise their own standards, and why their willingness to share their playbook is their ultimate advantage. This isn't just a recap; it's what I learned about building a more sustainable and powerful career.

▶▶ Sign Up For Our Social Media Sales Seminar:

https://www.completegameu.com/registration-SMSS

KEY MOMENTS

(00:00:00) Why I Created the "Unconference" Retreat 

(00:05:38) Putting Top Advisors to the Test 

(00:11:56) Lesson 1: The Importance of Health

(00:14:10) Lesson 2: Raise Your Standards For Yourself

(00:15:41) Lesson 3: Share Your Playbook

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 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.

▶▶ Sign Up For Our Social Media Sales Seminar:

https://www.completegameu.com/registration-SMSS

KEY MOMENTS

(00:00:00) How Introverts Can Dominate Sales

(00:00:34) A Sales Blueprint for Introverts 

(00:05:55) How to Make Prospects Come to You 

(00:09:00) Leveraging Your Knowledge as Your Best Sales Tool

(00:12:32) Your Excuses Are Over: A Challenge to Start Creating Content                             

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 that client who's trapped—too big for small group rates but terrified of the massive financial risk of traditional self-funding. They're stuck in the fully insured death spiral, facing brutal, unsustainable renewals year after year, and you feel powerless to offer a real way out. It's one of the biggest challenges in the benefits space.My podcast sponsor, True Captive Insurance, was built to solve this exact problem. I sat down with David Vorhees to break down the model they created to de-risk the move to self-funding for your clients. We get into their unique approach of putting up the majority of the collateral themselves, giving employers financial flexibility from day one. This isn't just a sponsor spotlight; it's a look at a powerful tool that lets you bring a game-changing solution to the table.CONNECT WITH ANDY NEARY📲 Schedule a free discovery call:https://calendly.com/aneary/strategy-sessionSubscribe 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 414-622-1462Connect with Andy Neary on social media: LinkedIn: https://www.linkedin.com/in/andyneary/Instagram: https://www.instagram.com/andy_neary/

Back in 2014, I was at a crossroads that every consultant hits: I knew the traditional way of selling benefits was broken, but I didn't have the playbook to build something better. It's a place where you feel stuck, forced to sell the "least bad" option from a carrier while managing the inevitable rate hikes for your clients.

Then I read a book that changed the entire trajectory of my career, and this week, I'm sitting down with the man who wrote it. My guest, Dave Chase, is the architect of the Health Rosetta—the blueprint that gives advisors the tools to stop managing symptoms and start fixing the problem. This episode isn't just theory; it's the practical, step-by-step plan that transformed my business and can do the same for yours.

Here’s the registration link for Rosetta Fest: https://rosettafest.org/#sec10

▶▶ Sign Up For Our Social Media Sales Seminar:

https://www.completegameu.com/registration-SMSS

KEY MOMENTS

(00:00:00) The Blueprint for Fixing American Healthcare with Dave Chase

(00:00:46) The "Why": From Personal Tragedy to a National Movement 

(00:09:46) The Generational Shift Forcing the System to Change 

(00:21:48) The Blueprint in Action

(00:25:08) More Than a Broker, a Life-Changing Advisor 

(00:30:00) The Open-Source Playbook to Change an Entire Industry 

(00:39:54) How to Implement Real Change Without Creating Chaos

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 insurance industry is full of brokers who talk about innovation but still push the same tired, carrier-first products. My guest this week, Wes Spencer, doesn't just talk—he builds.

After starting his career at Federated Insurance, he knew there had to be a better way than the restrictive models offered by traditional agencies.That mission became deeply personal after a nurse pulled him aside in a hospital and told him, "I wouldn't have that procedure done here" for his own daughter. Wes realized that if he, an industry insider, struggled to navigate the system, what chance did anyone else have? 

Instead of looking for a solution, he and his team at Sympl Benefits built one from the ground up. This episode is the story of how a broken system and a father's fight led to a new blueprint for benefits.

▶▶ Sign Up For Our Social Media Sales Seminar:

https://www.completegameu.com/registration-SMSS

KEY MOMENTS

(00:00:00) Leaving the Traditional Agency Model Behind, with Wes Spencer
(00:22:31) Making Sure Incentives Are Aligned
(00:25:59) How Can We Get Members To Navigate Healthcare Effectively?
(00:31:49) Value of Healthcare Middlemen in Industry

(00:39:14) Wes’s Personal Experience With Healthcare

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/

If your primary prospecting strategy is to make as many cold calls as possible, you're building your business on a foundation that's cracking. The belief that more dials equal more dollars is pretty outdated in 2025, and that keeps producers stuck in a frustrating, dead-end grind.

I'm not just here to tell you what's broken; I'm giving you the blueprint to fix it. In this episode, I break down my "Attention Blueprint"—the step-by-step system for defining your personal brand, locking in on your ideal clients, and using modern channels to have prospects coming directly to you. Your excuses for not building a real brand are officially over. This is your chance to build a lead-generating machine while everyone else is still getting hung up on.

▶▶ Sign Up For Our Social Media Sales Seminar:

https://www.completegameu.com/registration-SMSS

KEY MOMENTS

(00:00:00) How To Grow Your Sales Without Cold Calling
(00:08:03) Standing Out On Social Media
(00:13:55) The Attention Blueprint

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/