What do you learn by making 300 episodes of a podcast? A lot. 

The previous 299 podcasts have taught me more than I could fit into this episode, but I narrowed the list down to the 5 most important life lessons that I’ve learned since starting Bullpen Sessions. 

Tune in this week to celebrate 300 episodes, and to learn the keys to being successful that I’ve been taught in the process.

▶▶ Download our free training:

https://www.completegameu.com/landing-page-1

📒 Show Notes and Resources 📒 

KEY MOMENTS

(00:00:00) Bullpen Sessions 300

(00:01:30) Making 300 Episodes Of A Podcast

(00:07:02) The Power of Investing In Yourself

(00:10:21) You Need To Embrace Failure

(00:17:08) Consistency, Consistency, Consistency

(00:17:57) The Hybrid Athlete Mindset 

(00:24:24) Stay Committed To Being Successful

CONNECT WITH ANDY NEARY

Subscribe and listen to the Bullpen Sessions Podcast 🎙 here:

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

Subscribe to Complete Game Consulting on YouTube 🎥:

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

Sign up for the Social Media Sales Academy 📚: 

https://completegameconsulting.com/social-media-academy/

📲 Request a free strategy call:

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

💬 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/

How do you balance running a benefits group that serves many large clients, being a volunteer EMS, a father of 7, and an avid cyclist? 

Shabsai Shuchatowitz, CEO of Evergreen Benefits Group and a longtime friend of mine, joins me this week to share what drives him. We also discuss how to take on large clients as a smaller firm, why you have to be relentless in today’s market to bring good plans to your clients, and why passionate people are so rare but so important in this industry.

▶▶ Download our free training:

https://www.completegameu.com/landing-page-1

📒 Show Notes and Resources 📒 

KEY MOMENTS

(00:00:00) Bullpen Sessions 299

(00:02:37) Designing Affordable Health Insurance Plans

(00:09:08) Volunteering As An EMS In Chicago

(00:16:19) Designing Captive Solutions For Clients

(00:21:24) The Importance of Being Authentic

(00:27:52) What Shabsai Learned From Being An EMS

(00:36:59) Embracing Challenges for Personal and Professional Success

CONNECT WITH ANDY NEARY

Subscribe and listen to the Bullpen Sessions Podcast 🎙 here:

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

Subscribe to Complete Game Consulting on YouTube 🎥:

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

Sign up for the Social Media Sales Academy 📚: 

https://completegameconsulting.com/social-media-academy/

📲 Request a free strategy call:

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

💬 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 know for a fact that content can change your life, just like it’s changed mine and so many others in this industry. 

You may be skeptical, or think that your time is better spent on traditional prospecting methods. My goal with this episode is to change your mind. 

The single biggest thing you can do right now to get to that next level in your career is to start making content.

▶▶ Download our free training:

https://www.completegameu.com/landing-page-1

📒 Show Notes and Resources 📒 

KEY MOMENTS

(00:00:00) Bullpen Sessions 298

(00:02:40) Using Content As A Prospecting Tool

CONNECT WITH ANDY NEARY

Subscribe and listen to the Bullpen Sessions Podcast 🎙 here:

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

Subscribe to Complete Game Consulting on YouTube 🎥:

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

Sign up for the Social Media Sales Academy 📚: 

https://completegameconsulting.com/social-media-academy/

📲 Request a free strategy call:

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

💬 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/

Michael Weaver, founder of Weaver Sales Academy, joined me this week and discussed a number of important topics in today’s sales landscape, including:

- Why he thinks cold calling is actually easier now than a decade ago

- The importance of making a really solid elevator pitch for you and your agency

- Consistency, consistency, consistency

- Why you need to invest in both sales AND marketing

…and so much more. Join us this week on Bullpen Sessions to learn from an extremely successful insurance producer. 

▶▶ Download our free training:

https://www.completegameu.com/landing-page-1

📒 Show Notes and Resources 📒 

KEY MOMENTS

(00:00:00) Bullpen Sessions 297

(00:08:45) How To Approach Insurance Sales

(00:20:52) Daily Habits For Success

(00:24:00) Don’t Sell Out Of Your Own Pocket

(00:30:02) Marketing In Insurance Sales

CONNECT WITH ANDY NEARY

Subscribe and listen to the Bullpen Sessions Podcast 🎙 here:

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

Subscribe to Complete Game Consulting on YouTube 🎥:

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

Sign up for the Social Media Sales Academy 📚: 

https://completegameconsulting.com/social-media-academy/

📲 Request a free strategy call:

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

💬 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 had the chance to revisit my high school, where I graduated 30 years ago, and talk to their young athletes about what success beyond the field looks like. 

As I told them, there will be a day when you play your sport for the last time, whether your sports career ends in high school, college, or you go pro. What do you do then?

You take what you’ve learned and continue being successful off the field. 

Tune in this week for the 3 lessons I taught those high school athletes about success on and off the field.

▶▶ Download our free training:

https://www.completegameu.com/landing-page-1

📒 Show Notes and Resources 📒 

KEY MOMENTS

(00:00:00) Bullpen Sessions 296

(00:09:08) You’re In Control Of How You Show Up

(00:14:53) What Are You Doing Off The Field?

(00:18:23) The Fear That Comes With Being A Free Agent

(00:22:35) Success Isn’t Defined By Scoreboards

CONNECT WITH ANDY NEARY

Subscribe and listen to the Bullpen Sessions Podcast 🎙 here:

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

Subscribe to Complete Game Consulting on YouTube 🎥:

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

Sign up for the Social Media Sales Academy 📚: 

https://completegameconsulting.com/social-media-academy/

📲 Request a free strategy call:

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

💬 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/

How do you find good sales producers? I invited Steve Giannone onto the show to find out how. 

Steve is the Central Region Leader at Risk Strategies and has decades of experience in the field. We talked about how to effectively onboard new producers, what Steve looks for in new hires, and how he also extends veteran producers’ careers through social media training and teaching new sales strategies. 

Whether you’re looking to hire new producers or train your current ones, or you’re a young producer looking to get hired, this episode of Bullpen Sessions is for you.

▶▶ Download our free training:

https://www.completegameu.com/landing-page-1

📒 Show Notes and Resources 📒 

KEY MOMENTS

(00:00:00) Bullpen Sessions 295

(00:10:14) Nurturing Successful Sales Producers

(00:11:16) The Importance of Specialization In Producers

(00:14:43) Specialize In Your Niche! 

(00:17:48) Empowering Account Execs to Become Top Producers

(00:21:25) How To Motivate Producers

(00:27:59) Evolving Strategies for Veteran Producers

CONNECT WITH ANDY NEARY

Subscribe and listen to the Bullpen Sessions Podcast 🎙 here:

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

Subscribe to Complete Game Consulting on YouTube 🎥:

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

Sign up for the Social Media Sales Academy 📚: 

https://completegameconsulting.com/social-media-academy/

📲 Request a free strategy call:

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

💬 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/

Consistency, persistency, patience. 

Those three words will help you book all the appointments you need with your target prospects, and this week on Bullpen Sessions I’ll teach you how. 

If you’re having trouble getting time on your prospect’s calendar, tune in this week: I share several strategies on the best ways to find new prospects, how to get those prospects to book an appointment with you, and how to repeat that process every week. 

▶▶ Download our free training:

https://www.completegameu.com/landing-page-1

📒 Show Notes and Resources 📒 

KEY MOMENTS

(00:00:00) Bullpen Sessions 294

(00:05:15) Setting And Hitting Sales Goals

(00:08:11) How To Actually Book Appointments With Your Prospects

(00:12:41) Proper Time-Management For Prospecting

(00:18:23) The Importance of Volume In Sales Prospecting

CONNECT WITH ANDY NEARY

Subscribe and listen to the Bullpen Sessions Podcast 🎙 here:

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

Subscribe to Complete Game Consulting on YouTube 🎥:

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

Sign up for the Social Media Sales Academy 📚: 

https://completegameconsulting.com/social-media-academy/

📲 Request a free strategy call:

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

💬 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/

This week on Bullpen Sessions I dove into the world of fiduciary PBMs with my special guest Ken Kemker.

Ken is the co-founder of DisclosedRX, a company that differentiates itself by being a “full disclosure” PBM, as opposed to a “transparent” PBM; listen to the episode to find out why that’s such a huge difference, and why “transparency” in the PBM world doesn’t actually mean being transparent. 

We also discussed Ken living in French Lick, Indiana, the hometown of the great Larry Bird, as well as Ken’s background in supply chain management and how that experience has benefited him in the PBM world. 

📒 Show Notes and Resources 📒 

KEY MOMENTS

(00:00:00) Bullpen Sessions 293

(00:07:07) Cost Transparency in Supply Chains vs. Healthcare

(00:22:05) The Issue With “Transparency” in the PBM World

(00:27:10) Client-Centric Fiduciary Approaches as a PBM

(00:35:35) Fiduciary Role in Prescription Drug Cost Management

(00:39:19) The Importance of Good Customer Care

CONNECT WITH ANDY NEARY

Subscribe and listen to the Bullpen Sessions Podcast 🎙 here:

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

Subscribe to Complete Game Consulting on YouTube 🎥:

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

Sign up for the Social Media Sales Academy 📚: 

https://completegameconsulting.com/social-media-academy/

📲 Request a free strategy call:

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

💬 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 you’ve followed my social media for any amount of time, you know that I’m very passionate about video content, and the fact that it’s the single best thing you can do today to market your agency. But what if you don’t have time to make all that content? 

This week on Bullpen Sessions, I share some tips and strategies to making content quickly. With today’s AI tools and the right approach, anybody can make content that makes you and your agency seem omnipresent on social media. 

I also pull back the curtain to show you exactly what tools we utilize here at Complete Game Consulting to produce content. Feel free to copy us! Your bottom line will thank you. 

📒 Show Notes and Resources 📒 

KEY MOMENTS

0:00 How To Create 30 Days Of Content In 1 Hour

01:21 “Credibility Velocity”

04:01 Compounding Content, Building Credibility

08:05  Creating Thought Leadership Content

11:12 Strategic Multi-Platform Content Creation Approach

13:16 Maximizing Your Reach Through Video Content Repurposing

CONNECT WITH ANDY NEARY

Subscribe and listen to the Bullpen Sessions Podcast 🎙 here:

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

Subscribe to Complete Game Consulting on YouTube 🎥:

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

Sign up for the Social Media Sales Academy 📚: 

https://completegameconsulting.com/social-media-academy/

📲 Request a free strategy call:

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

💬 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/

Colton Storla (North Risk Partners) joined me on the show this week for a podcast focused on discipline and self-improvement. 

Colton was a “hometown hero”, who scored a record 7 rushing touchdowns in high school, before having some college football success. After graduating, he was recruited to work as a strength and conditioning coach at Iowa. 

Through his football and coaching career, there was one constant for Colton: discipline. This week, we talk about why discipline is so key in an industry where success isn’t guaranteed and you need to put in the hard work every day to get where you want to be. 

📒 Show Notes and Resources 📒 

KEY MOMENTS

0:00 Introduction to Bullpen Sessions with Colton Storla

6:59 Record-Breaking High School Sports Achievement (7 Touchdowns!)

8:05 Elevating Competition in College Football Environment

14:15 Working As A Strength/Conditioning Coach At Iowa

25:07 Structuring Your Diet/Exercise Routine As A Professional

28:21 The Constant Pursuit Of Discipline And Self-Improvement

CONNECT WITH ANDY NEARY

Subscribe and listen to the Bullpen Sessions Podcast 🎙 here:

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

Subscribe to Complete Game Consulting on YouTube 🎥:

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

Sign up for the Social Media Sales Academy 📚: 

https://completegameconsulting.com/social-media-academy/

📲 Request a free strategy call:

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

💬 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/