Accelerate Your Insurance Sales Podcast

Most insurance producers spend their entire careers trying to fit in. They use the same scripts, wear the same suits, and pitch the same spreadsheets. But here is the hard truth: if you look like everybody else, you will be overlooked. In a crowded market, people pay a premium for scarcity.In this solo episode, I share my personal journey from being a "fat kid" in Size Husky jeans to a pro baseball player and, ultimately, a founder. I break down the mental trap of how the fear of judgment, comparison, and failure kills more insurance books than the competition ever could. We discuss the 20-60-20 Rule of prospect psychology, the four pillars of the Brand Authority Blueprint, and why elite producers measure themselves against the best version of themselves rather than their peers. If you’re ready to leave the masses behind and recreate the future of your career, this episode is your wake-up call.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(00:00) Growing Up as the "Chunky Kid" in the 80s(01:14) The Enemy: The Annual Presidential Fitness Test and the Fear of Judgment(02:20) Standing Out: How Baseball Turned Me into a One-of-One Athlete(03:08) The Mental Trap: How the "Fat Kid" Came Back During Pro Ball(03:47) The Clear Message: If You Look Like Everyone Else, You Will Be Overlooked(04:22) Scarcity Wins: Why People Pay a Premium for the Unique Advisor(05:49) Why We Are Afraid: Overcoming the Fear of Standing Out(06:16) The 20-60-20 Rule: Winning the Undecided 60% of Your Market(08:01) Stop People-Pleasing the 20%: Why You Shouldn't Fear Sharing Your "Good Stuff"(09:34) The Brand Authority Blueprint: Four Pillars to Becoming a One-of-One(11:09) Traits of the Elite: Why One-of-Ones Invest in Themselves and Crave Feedback(12:34) Lions Don’t Compare Themselves To Donkeys(13:27) The Usain Bolt Standard: Chasing Personal Records, Not World Records(14:35) Recreating the Future: Following the Footsteps of Gates, Jobs, and Huang(15:50) The Challenge: Four Questions to Rewrite Your Professional FutureCONNECT WITH ANDY NEARY📲 Schedule a free discovery call:completegameu.com/agaSubscribe 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/

In a commoditized industry, most insurance producers rely on their technical knowledge to win deals. But knowledge is no longer the differentiator - energy, conviction, and a hyper-specialized niche are. If you are still trying to be a generalist "lone wolf," you are capping your growth and leaving your clients at risk.My guests, Stephen Gingrich and Brandon Ernstes of Houchens Insurance Group, join me to discuss how their team-selling model has allowed them to write 10 times the business they did as individuals. We break down the "Starting Five" philosophy of agency growth, why young producers should never rely on relationships to win, and how niching down into the ESOP (Employee Stock Ownership Plan) market transformed them from "just another broker" into sought-after industry experts. We also discuss the power of building a brand on LinkedIn and why Brandon, a former skeptic, is now an inbound lead believer.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(00:00) Sharing a Mic: Live from a Conference in Milwaukee(01:15) From Life Insurance to Benefits: Stephen’s Design for Impact(03:10) The Science Experiment: Brandon’s Path from Coal Mines to Insurance(05:12) The "Starting Five": Why You Need Different Skill Sets to Team Sell(08:15) Dropping the Ego: Taking a Short-Term Pay Cut for Long-Term Scale(11:00) Value Over Age: How Young Producers Win in the C-Suite(14:20) Energy is 80% of the Sale: Why Technical Knowledge Isn't Enough(17:35) The ESOP Niche: Why Ownership-Minded Companies are the Ideal Clients(21:45) Verticalization: Getting Young Producers Up to Speed 100% Faster(25:10) The Skeptic’s Journey: From Content Doubt to Inbound Success(29:30) Why You Must Act Like a News Channel for Your Prospects(33:45) Major and Minor: The Blueprint for Scaling New Producers(37:20) Rapid Fire: 4:30 AM Routines, F45 Workouts, and 10X is Easier than 2XCONNECT WITH ANDY NEARY📲 Schedule a free discovery call:completegameu.com/agaSubscribe 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/

Most insurance producers are terrified of splitting their commissions, fearing it will cut their income in half. But what if teaming up with a partner, one who fills your gaps and shares your vision, actually allowed you to double or triple your book of business?My guests, Chris Bowling and Chris Bayer (famously known as CB Squared), now with Gallagher, join me to share their blueprint for success. Since merging their books four years ago, they have generated over $3.5 million in new revenue. We discuss the high-stakes decision to take a short-term pay cut for long-term scale, how to differentiate yourself through a personal brand when your agency logo keeps changing through acquisitions, and why relentless follow-up is the only thing that turns LinkedIn awareness into signed AORs. If you want to stop being a "lone wolf" and start building an elite practice, this episode is a must-watch.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(00:00) CB Squared: $3.5 Million in New Revenue Through Team Selling (02:08) Why Team Sell? Overcoming Egos and Mentor Transitions (04:49) The "Step Back to Leap Forward": Confidence in the Merger (07:43) Managing 90+ Clients: The Capacity Limit of the Lone Wolf (10:27) Surviving Acquisition: Maintaining a Brand from Molyneaux to Gallagher (13:36) Why Buyers Hire the Advisor, Not the Agency Logo (16:21) The Relentless Follow-Up: Content Builds Awareness, Follow-Up Builds Revenue (21:24) Planning the Year: How to Script 52 Weeks of Relevant Content (24:06) "Bottom Line Thursday": Turning Industry Updates into Thought Leadership (28:08) Repositioning Your Network: Moving from Industry Peers to Ideal Buyers (32:31) Outsourcing Your Weakness: The Role of Support Teams in Content Consistency (35:55) Rapid Fire Round: Cold Plunges vs. Bird WatchingCONNECT WITH ANDY NEARY📲 Schedule a free discovery call:completegameu.com/agaSubscribe 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/

Jimmy Blair's path to the insurance industry is truly one of a kind. Before selling commercial insurance, Jimmy spent nearly a decade as a police officer in Tempe, Arizona, navigating the chaos of the Mill Avenue beat during the unrest of 2020.My guest, Jimmy Blair, Commercial Insurance Advisor at the Mahoney Group, joins me to share his incredible journey from chasing bad guys to protecting multifamily real estate portfolios. We discuss the "hopelessness" that led him to leave the force, why his first attempt at selling insurance ended with him going back to a patrol car, and the grueling 100-hour workweeks he endured to successfully transition into the industry on his second try. We also break down how the communication skills and empathy required to manage a crisis on the street translate perfectly into being an elite commercial risk advisor. If you are struggling with imposter syndrome or wondering if you have what it takes to build a book of business, this episode will inspire you to keep pushing.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(00:00) From Cop to Commercial Insurance: Jimmy’s Unique Path (01:21) Why Law Enforcement? "Shoot Guns, Drive Fast, Chase Bad Guys" (02:30) Policing During 2020: Navigating the Front Lines on Mill Avenue (04:06) The Turning Point: Dealing with Hopelessness and the Salary Ceiling (06:28) Becoming Desensitized to Trauma and the "Worst Day" Reality (07:37) The Family Connection: Discovering the Mahoney Group (08:50) Attempt Number One: 18 Months of Insurance and Imposter Syndrome (10:14) The Retreat to Safety: Why Jimmy Went Back to the Police Force (11:32) Attempt Number Two: Working 100-Hour Weeks to Build a Book (15:47) Why Managing an Insurance Crisis is Like Responding to a 911 Call (19:35) How to Keep Your Cool When the Proverbial "Shit Hits the Fan" (22:15) Writing "The Overlooked Line in the Capital Stack" to Attract Multifamily Owners (23:25) Jimmy’s Lightning Round: 5 AM Wakeups, Half-Marathons, and Golden DoodlesCONNECT WITH ANDY NEARY📲 Schedule a free discovery call:completegameu.com/agaSubscribe 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/

Most insurance brokers are terrified of sharing their best strategies online. They worry that if they give away their "secret sauce," a prospect will simply take that information and hand it over to their current broker. But in today's market, hoarding your knowledge is the fastest way to become irrelevant. My guest, Ben Kolarcik, Brand Strategist at Brand Builders Group, joins me to explain why the most successful advisors are giving their best advice away for free. We break down the "My Precious" trap of gatekeeping your intellectual property, why 74% of Americans are more likely to buy from a recognized personal brand, and how to build a reputation that actively does the selling for you. If you want to stop chasing cold leads and start attracting clients who already trust your expertise, this episode is your blueprint.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(00:00) Why Top Brokers Give Their "Secret Sauce" Away for Free (02:15) From Warner Bros. Records to Brand Strategist: Ben’s Journey (06:30) The 74% Rule: Why Buyers Choose Personal Brands Over Faceless Agencies (10:45) The "Sea of Sameness": Why Your Logo Isn't Enough to Sell Anymore (14:20) Using Your Brand as a Recruiting and Retention Weapon (18:10) The Power of Polarization: Why You Must Have an Opinion (23:55) The "Brand DNA" Framework: Defining Your Core Target Audience (29:40) The "My Precious" Trap: Why You Must Give Your Best Advice Away (35:15) Free Marketing, Paid Marketing, and Getting Paid to Prospect (42:30) Ben’s Lightning Round: 100 Pushups a Day, Morning Sunlight, and AICONNECT WITH ANDY NEARY📲 Schedule a free discovery call:completegameu.com/agaSubscribe 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/

Building a high-performing sales team in the insurance industry has never been harder. With veteran producers nearing retirement and green rookies years away from validation, agency leaders are stuck deciding where to invest their recruiting efforts. Should you chase the established "lone wolf" or train the hungry newcomer?My guest, Nancy Grasso, Regional Vice President for Growth at OneDigital, joins me to share her no-nonsense approach to recruiting, mentoring, and leading top-tier producers. We discuss why she refuses to hire "name-droppers," how to test a candidate's true grit during the interview process, and the exact "sweet spot" of experience you should look for in your next hire. We also break down how to structure a mentorship program that actually produces results, rather than just enriching the mentor. If you are struggling to build a sales team that opens doors and closes business, this episode is your blueprint.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(00:00:00) Nancy’s Accidental Entry into Insurance (00:02:42) The Power of an Opinion: Why Consultants Close and Brokers Quote (00:07:16) Training Clients to Expect Spreadsheets (And How to Stop) (00:09:17) Experiencing OneDigital’s Growth from $50M to $2B (00:11:59) The Transition from Top Producer to Sales Leader (00:15:30) The Recruiting Playbook: The Three Buckets of Producer Talent (00:17:55) How to Build a Mentorship Program That Actually Works (00:20:20) The Hard Truth About Sales: Underestimating the C-Suite Divorce (00:26:58) Testing for Grit: How to Spot a "Name-Dropper" Before You Hire Them (00:30:13) Why Curiosity is the Ultimate Predictor of Sales Success (00:32:43) How to Keep a Million-Dollar Producer Motivated (00:37:21) The Evolution of the Benefits Sale: From Medical Quotes to Total HR (00:41:14) Nancy’s Lightning Round: Time Blocking, The "Cut The Crap" Podcast, and CardioCONNECT WITH ANDY NEARY📲 Schedule a free discovery call:completegameu.com/agaSubscribe 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/

Are your marketing people glorified order takers or proactive advisors? For many agencies, marketing is just the team that formats slide decks or requests quotes from carriers. But true marketing - especially in the B2B insurance space - is about owning the customer journey and building a community of engaged prospects long before the sale happens.My guest, Shelby Fitzpatrick, Manager of Marketing at Sterling Seacrest Pritchard, joins me to discuss what it takes to build a modern marketing department in the insurance industry. Coming from a decade-long career in sports marketing, Shelby brings a fresh perspective to a notoriously stale industry. We discuss the differences between B2C and B2B marketing, why marketing should be treated as a strategic sales partner rather than a fulfillment center, and how to structure your marketing team based on specialized skills rather than hiring "generalists."▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(00:00:00) From College Tennis to Sports Marketing: Shelby’s Journey (00:08:11) Ego, Time Management, and the College Athlete Mindset (00:12:27) Building Community and Engagement in Tennis (00:15:22) The Accidental Jump to Insurance: Joining Sterling Seacrest Pritchard (00:19:01) The Biggest Misconception: Quoting vs. Marketing (00:23:34) Why RFPs Are Your Best Opportunity to Tell a Story (00:26:38) B2C vs. B2B Marketing: Building Trust with the C-Suite (00:30:06) How Agency Leaders Should View Marketing (It’s Not Just Lead Gen) (00:33:05) How to Build a Modern Agency Marketing Team from Scratch (00:37:08) The Role of AI in Marketing: Efficiency vs. Empathy (00:40:18) Shelby’s Lightning Round: Morning Routines, Checklists, and PickleballCONNECT WITH ANDY NEARY📲 Schedule a free discovery call:completegameu.com/agaSubscribe 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/

When Nancy Giacalone was told by her former partners that having a female agency owner "wasn't a good look," she didn't argue. Instead, she cashed out her 401(k), bought her $50,000 book of business, and walked out the door to build her own empire. Nearly 30 years later, she sold a highly profitable, systematized agency to the Leavitt Group entirely on her own terms.My guest, Nancy Giacalone, former founder of Olympic Crest Insurance and current Benefits Practice Leader at Leavitt, joins me to share her masterclass on agency ownership. We discuss why going independent just to keep 100% of your commissions is a massive trap, how to build operational processes for employees you haven't even hired yet, and the stark difference between earning industry recognition versus buying it. Nancy also breaks down her meticulous strategy for preparing her agency for acquisition years before she ever sat at the negotiating table, and the emotional reality of watching the sign come down off your building. If you want to build a business that serves your life instead of the other way around, this episode is your blueprint.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(00:00:00) The Catalyst: Leaving a Firm That Didn't Want a Female Owner (00:04:43) Building for Scale: Creating Processes for a "One-Woman" Shop (00:08:25) The Independent Trap: Why Chasing 100% Commission Will Fail (00:14:06) Earned vs. Bought: The Truth About Industry Recognition (00:19:06) The Exit Strategy: Preparing for Acquisition Years in Advance (00:21:18) Finding the Right Partner: Selling on Core Values, Not Just Multiples (00:25:01) The Emotional Reality of the Sale: Losing the Sign on the Building (00:29:12) Act As If: Preparing for Success Before It Arrives (00:33:40) Nancy’s Lightning Round: 4:45 AM Wake-Ups and Reading FictionCONNECT WITH ANDY NEARY📲 Schedule a free discovery call:completegameu.com/agaSubscribe 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/

Every producer wants to land massive enterprise accounts, but very few are willing to embrace the daily, unglamorous grind required to get there.In this episode, Andy Neary sits down with Michael Hart of Dillingham Insurance to discuss how the grueling discipline of college football translates directly into building a $1.6M employee benefits book from scratch. Michael shares the exact advice his college coach gave him - “Hard work and consistency beats talent every day" - and how he applies that exact mindset to his daily sales pipeline.We break down the critical difference between pitching and listening, how to use the "six degrees of separation" to successfully prospect into the C-Suite , and why intentional collaboration is the ultimate weapon for closing complex, self-funded cases. Michael also shares his elite post-mortem strategy for handling a Broker of Record (BOR) loss without burning bridges , ensuring you learn from the defeat just like a championship team watching game film.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS0:00 - From Medical Sales to Insurance: The Early Grind04:30 - Transitioning from Worksite to Full Benefits Consulting10:15 - The Rookie Ego Check: Stop Pitching and Start Listening13:50 - The 6 Degrees of Prospecting (How to Connect with CFOs)21:30 - Moving Your Pipeline One Step Every Single Day24:35 - Why Consistency Always Beats Talent (The College Linebacker Mindset)33:10 - How to Handle a BOR Loss Like a Championship Team39:20 - Morning Routines, Goal Setting, and Elite HabitsCONNECT WITH ANDY NEARY📲 Schedule a free discovery call:completegameu.com/agaSubscribe 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/

Most brokers pitch self-funding as a silver bullet for cost containment, focusing on administrative fees and stop-loss premiums. But they ignore the elephant in the room: the actual claims data. If you are only trying to shave 10% off the admin fee - which represents just 15% of the total cost - you are completely missing the opportunity to find massive savings in the 85% of the pie that actually matters.My guest, Jeff Borglund, Co-Founder of IntegroIQ, joins me to explain why forensic claims auditing is the ultimate wedge strategy to win and retain self-funded clients. We break down the difference between a targeted audit and a forensic review, and why employers are choosing "ignorance" despite mounting ERISA fiduciary lawsuits. If you want to differentiate your agency and offer a cost-containment strategy that requires zero employee disruption, this is the episode for you.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(00:00:35) The Sausage Salesman: Jeff’s Unconventional Path to Insurance (00:02:19) The Forbes Article That Changed Everything (00:06:34) What is Claims Payment Integrity? (And Why is it a Blind Spot?) (00:07:33) Forensic Audits: Finding the $69,000 Mammogram Mistake (00:12:22) Shifting from "Identify and Recover" to "Identify and Prevent" (00:14:02) Fiduciary Ignorance: Why Employers Put Their Heads in the Sand (00:21:04) Fraud, Waste, and Abuse: The Most Common Billing Errors (00:25:05) How Brokers Use IntegroIQ as Their Back-Office Data Team (00:30:35) Jeff’s Morning Routine: Coffee, Scripture, and High-Altitude HikingCONNECT WITH ANDY NEARY📲 Schedule a free discovery call:completegameu.com/agaSubscribe 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/

The insurance industry is purposely complex. Many brokers use confusing jargon and convoluted strategies to maintain the status quo and protect their commissions. But in today's market, complexity kills deals. If you want to stand out to a CFO or HR leader, your ultimate competitive advantage is clarity.My guest, Nicole Quinn-Miles, an employee benefits expert at Marsh McLennan, joins me to discuss why clear, direct communication is the key to driving execution and winning business. We break down why you need to stop trying to be "interesting" and start being "interested," how to explain complex benefit strategies so clients actually take action, and why true trust requires radical honesty. We also discuss Nicole’s inspiring journey of personal accountability, her massive weight loss transformation, and how she uses her authenticity to win in a male-dominated industry.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(0:00) Why Clarity is the Ultimate Sales Weapon In Insurance (3:58) The Wake-Up Call: Nicole’s Weight Loss and Accountability Journey (8:40) Using Food as Fuel and Scheduling Time for Yourself (11:26) Surviving a "Male, Pale, and Stale" Industry Through Authenticity (14:14) Stop Trying to Be "Interesting" (And Start Being Interested) (17:56) The "Her View" Movement: Safe Spaces for Women in Business (20:27) The State of Healthcare: Why CFOs Are Demanding Straight Answers (23:31) Execution vs. Ideas: Why Complexity Kills the Deal (29:05) Trust Equals Truth Over Time (33:48) Nicole’s Routine: Why She Prefers an Evening RegimenCONNECT WITH ANDY NEARY📲 Schedule a free discovery call:completegameu.com/agaSubscribe 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/

At 41 years old, Mark Holland had won the game. He sold his agency, BenCom, and was in the Cayman Islands planning a life of philanthropy and leisure. Then, the check didn't clear. The buyers defaulted, destroyed the company, and Mark went from retired to restarting from scratch overnight.But the story doesn't end there. After building a second agency, Benefit Help, to nearly $2 million in revenue, he was hit with a 36-month storm of client acquisitions and COVID shutdowns that wiped out 90% of his business.In this episode, Mark, now the CEO of CoVerica, joins me to share the raw truth about resilience. We discuss how he navigated losing everything - twice - without losing his faith, why he refuses to sacrifice his family for profit anymore, and how he turned his biggest professional failures into the leadership philosophy that runs a 40-year-old powerhouse agency today.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(0:00) I Retired at 41... Then Lost Everything | The Mark Holland Story (1:26) The Exit That Wasn't: From Cayman Islands to Crisis (2:49) Starting Over at 41: Dealing with Fear and Ego (5:41) Faith in the Fire: Why Setbacks Are Divine Setups (8:13) The Mistake of the First Exit: Chasing the Finish Line vs. Enjoying the Journey (11:25) The Second Collapse: Losing 90% of Revenue in 36 Months (16:00) The LinkedIn Message That Saved His Career (21:23) Why a P&C Agency Hired a Benefits CEO (Hiring Your Weakness) (30:17) Leading Gen Z: Purpose Over Paychecks (36:03) The Future Producer: Why You Must Master Marketing & Tech (39:48) Mark’s Morning Routine: Coffee, Scripture, and 4 AM StartsCONNECT WITH ANDY NEARY📲 Schedule a free discovery call:completegameu.com/agaSubscribe 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/

Most agencies are stuck in the trap of "placing insurance" - chasing quotes, competing on price, and hoping for a renewal. But the agencies that are actually scaling have stopped selling products and started selling strategy. If you want to escape commoditization, you must make the shift from insurance broker to true risk advisor.My guest, Andy Bassett, CEO of Ellerbrock-Norris, joins me to explain exactly how they successfully made this transition. Andy reveals how they digitized this process with their own software, "Launch," why marketing has become their most powerful recruiting tool, and how to automate the mundane to focus on the meaningful.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(0:00) From "Placing Insurance" to True Risk Advisory | with Andy Bassett (2:15) The Origin Story: From Pre-Med to Shag Carpet Walls (5:14) "Protect Your Purpose": Aligning Business, Life, and Future (8:44) The ENCORE Framework: How to Operationalize Risk Management (15:29) Why Your Marketing is Your Best Recruiter (27:30) The "Trojan Horse" Strategy: Charging for Advice Before the Sale (31:26) Digitizing the Client Experience with "Launch" (35:58) AI in Insurance: Automating Policy Audits to Focus on Strategy (43:13) Andy’s Routine: 5 AM Cold Plunges and "Die With Zero"CONNECT WITH ANDY NEARY📲 Schedule a free discovery call:completegameu.com/agaSubscribe 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/