Bullpen Sessions: A Podcast For Insurance Professionals Driven To Reach Their Full Potential
By Andy Neary
Bullpen Sessions: A Podcast For Insurance Professionals Driven To Reach Their Full PotentialAug 14, 2020
285. The Daily Habits Of A Successful Insurance Advisor with Chris Hamilton
Chris Hamilton from Hotchkiss Insurance, and one of the best users of LinkedIn in the industry, joined me in-studio for a conversation focused on his life away from business. How does he keep himself mentally and physically sharp? What motivated him early on when he wasn’t immediately successful? And how has his social media presence helped in sales meetings?
KEY MOMENTS 0:42 - Chris’s Insurance Journey 8:27 - The Drive To Continually Be Better 12:18 - Embracing Humility In Your Sales Career 18:21 - The Importance Of Resilience In Business 31:23 - Becoming A Social Media Success In Your Field 34:11 - Putting The Client First In Your Solutions
HOW TO CONNECT WITH ANDY NEARY
Subscribe and listen to the Bullpen Sessions Podcast 🎙 here:
https://podcasts.apple.com/us/podcast... 🎯
Download the Broker Marketing Playbook:
📲 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:
- Instagram: https://www.instagram.com/andy_neary/
- Gain Access to Complete Game University Membership - https://completegameconsulting.com/
284. A Digital Marketing Masterclass with Carl Willis
Meet Carl Willis, a trailblazer in the digital marketing world, whose journey began in 1996. Facing numerous challenges, he developed a transformative strategy that not only boosted his brand but also revolutionized online advertising by delivering remarkable results while keeping costs low.
In 2014, Carl founded Simplicity Marketing LLC, simplifying digital marketing for entrepreneurs. His visionary leadership expanded with the launch of Remodeling Marketing Team Brand in 2022 and the acquisition of Agent Branding & Marketing, solidifying his role as Lead Strategist across all three brands.
Beyond entrepreneurship, Carl shares his expertise through impactful books like "Internet Marketing for Home Remodeling Companies" and initiatives like the Total Transformation Summit, a faith-based workshop empowering personal development.
Carl Willis exemplifies innovation and adaptability in the digital age, reshaping the marketing landscape and inspiring others to follow suit.
HOW TO CONNECT WITH ANDY NEARY
Subscribe and listen to the Bullpen Sessions Podcast 🎙 here:
https://podcasts.apple.com/us/podcast... 🎯
Download the Broker Marketing Playbook:
📲 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/
- Gain Access to Complete Game University Membership - https://completegameconsulting.com/
283. When Prospects Google You What Will They Find?
In this episode of Bullpen Sessions, host Andy Neary speaks on the importance of being searchable in this industry, why you NEED to be investing time in building your online presence, and how to effectively create a sphere of influence through social media.
Register here for the upcoming webinar: https://www.completegameu.com/webinar-registration485871
KEY MOMENTS
2:33 - Your Clients NEED To Be Able To Find You
6:28 - Why Cold Calling Isn’t A Winning Strategy in 2024
10:02 - “If You Want To Grow Your Business Today, Think Of Yourself Like A Media Company.”
12:59 - Creating A Prospect-Friendly LinkedIn Profile
15:01 - Incorporate Video Into Your Strategy, And Your Website
18:40 - Building Your Sphere Of Influence
HOW TO CONNECT WITH ANDY NEARY
Subscribe and listen to the Bullpen Sessions Podcast 🎙 here:
https://podcasts.apple.com/us/podcast... 🎯
Download the Broker Marketing Playbook:
📲 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/
- Gain Access to Complete Game University Membership - https://completegameconsulting.com/
282. Educating Your Clients Through LinkedIn Content with John Hansbrough
John Hansbrough, former college football player turned Risk Management Consultant at Acrisure, joined me this week on Bullpen Sessions for a great conversation. In this episode, we discuss:
- How his days as a college athlete has impacted his business career.
- The importance of having a coach.
- How to use content on LinkedIn to educate your clients.
John shares some valuable tips on getting started with LinkedIn content, and you might just find out how you can meet your spouse on the flag football field!
KEY MOMENTS
5:08 - The Impact of Coaching Changes On Your Athletic Career
10:31 - Choosing The Right College Level
17:09 - The College Football Experience
27:13 - Business Growth Through Educational Content
30:21 - Why You Need To Educate, Not Advertise
37:23 - The Importance of Mentors On Your Career
42:22 - Collaborating Instead Of Competing In The Industry
HOW TO CONNECT WITH ANDY NEARY
Gain Access to Complete Game University Membership - https://completegameconsulting.com/
LinkedIn: https://www.linkedin.com/in/andyneary/
281. 3 Pillars of A Winning Mindset
In this podcast episode, host Andy Neary dives deep into the core attributes that drive success in the insurance industry, inspired by his recent experiences and the book "The Leadership Secrets of Nick Saban." Andy shares invaluable insights from interviewing top performers in the field—Chris Hamilton, Heather Bowers, Ross Connor, and Spencer Smith—highlighting their relentless curiosity, unwavering humility, and the power of simplification in both personal and professional spheres. Whether you're navigating the early stages of your insurance career or are a seasoned professional seeking to rekindle momentum, Andy's reflections offer actionable strategies to help you avoid mediocrity and unleash your full potential.
KEY MOMENTS
[01:05] - Overview of today's episode: Insights from a day spent with top clients and learnings from the book "The Leadership Secrets of Nick Saban." [01:38] - Discussion on the personal and professional insights gained from interviewing Chris Hamilton, Heather Bowers, Ross Conor, and Spencer Smith. [02:06] - Insights from the book "The Leadership Secrets of Nick Saban" and its parallels with the lessons learned from the interviews. [08:27] - Insight 1: The importance of staying curious and continuously striving for improvement to combat complacency. [14:26] - Insight 2: The value of humility in maintaining success and managing the highs and lows of a career. [18:02] - Insight 3: The power of simplification in processes, communication, and making it easy for prospects to engage. [23:44] - Andy discusses how these insights have personally impacted him and how listeners can apply them in their careers.
CONNECT WITH ANDY NEARY
Become a Complete Game University Member
Grab a copy of the Broker Marketing Playbook
LinkedIn: Andy Neary
280. How To Build A Personal Brand In The Insurance Industry with Madison Baker
With a decade of experience in the insurance industry, Madison Baker has dedicated her career to mastering the insurance brokerage side of our industry. Her expertise spans a broad spectrum of industries, including manufacturing, hospitality, healthcare, and private equity. Madison prides herself on making the insurance experience a positive one for her clients as she has witnessed firsthand how frustrating the insurance process traditionally has been for insurance buyers. In this episode, Madison shares why building brand awareness in the insurance industry is an important piece of growing a book of business. You'll learn how to stand out in a crowded market no matter what market you're in.
KEY MOMENTS
[02:44] - Discussion on the value young insurance producers bring to the industry, particularly with their familiarity with social media.
[03:12] - Madison shares her background growing up with an entrepreneurial father and how it shaped her perspective.
[05:32] - The decision to pursue a career in insurance despite initial plans to enter the business world differently.
[08:31] - The importance of building trust and giving value in the insurance industry.
[12:17] - The transition from college to the insurance industry and overcoming impostor syndrome.
[17:09] - Discussion on the significance of building a personal brand for insurance producers.
[23:05] - Reflecting on early experiences with impostor syndrome and the impact of a mentor's advice on overcoming it.
[24:10] - The shift from impostor syndrome to confidence and its effect on Madison's career trajectory.
[25:27] - How building a personal brand has transformed Madison's confidence and opened new opportunities within Marsh McLennan.
[26:19] - The value of investing in oneself and seeking coaching to overcome challenges and grow professionally.
[26:47] - The essential role of personal branding in today's business environment, especially for insurance professionals.
[30:08] - Practical steps and tips for building a personal brand, starting with investing in professional photos.
[32:23] - The importance of authentic content creation on platforms like LinkedIn to build trust and credibility.
[37:25] - Advice for insurance producers on identifying what makes them unique and leveraging that in their branding strategy.
CONNECT WITH ANDY NEARY
Become a Complete Game University Member
Grab a copy of the Broker Marketing Playbook
LinkedIn: Andy Neary
279. 3 Habits Elite Insurance Advisors Master Every Week
In this episode of the Bullpen Sessions Podcast, the focus is on the crucial attribute that distinguishes top insurance producers from the rest: consistency. Andy Neary shares insights drawn from personal observations and interactions with industry professionals, highlighting the common pitfalls that prevent many producers, both seasoned and newcomers, from achieving their goals. The discussion revolves around the "three P's" that successful producers master: Preparation, Prospecting, and Patience.
KEY MOMENTS
[01:07]: The importance of consistency
[01:33]: The role of the coach in addressing issues of consistency.
[02:03]: Common reasons behind producers' inconsistency.[04:06]: Introduction to the three P's: Preparation, Prospecting, and Patience.
[04:40]: The importance of preparation among top producers.
[09:23]: Prospecting as a critical activity for maintaining a pipeline.
[11:12]: Tactics and strategies for effective prospecting.[12:16]: Patience in the context of long-term success.
[13:28]: The problem with the lack of patience and its impact.
CONNECT WITH ANDY NEARY
Become a Complete Game University Member
Grab a copy of the Broker Marketing Playbook
LinkedIn: Andy Neary
Learn more: completegameconsulting.com
278. 5 Practical Steps To Improving Your Sales Confidence with Fred Joyal
Fred Joyal is an author, speaker, and entrepreneur. He co-founded the most successful dentist referral service in the country, 1-800-DENTIST. He is currently the CEO of TruBlu Social Smiles. He has previously written two bestselling books on marketing for the dental industry. His latest book, Superbold: from Under-confident to Charismatic in 90 days, is a Wall Street Journal bestseller. In this episode, Fred shares tips on how you can increase the levels of boldness you bring to your sales career. If you'd like to learn how you can teach yourself how to be more outgoing in your sales career, this is going to be a great episode for you.
KEY MOMENTS
[01:45] - Fred shares insights on boldness in sales and introduces the PRIDE acronym for growing boldness. [04:33] - The motivation behind writing "Super Bold" and the importance of boldness as a life skill. [05:09] - Charisma and its impact on personal and professional life. [07:10] - The value of instilling boldness in children for their future. [09:03] - Examples of bold actions and their positive outcomes. [10:54]- The relationship between boldness and confidence. [12:41] - How behaving boldly can lead to unexpected positive experiences. [16:25] - Practical exercises for developing boldness, including entering "Employees Only" areas as a challenge. [18:13] - The role of preparation in building boldness and the significance of having "phrases that pay" in sales. [20:08] - Building boldness through daily exercises and the impact of bold actions on sales success. [21:21] - The importance of daily actions in building boldness and examples of exercises to implement. [24:33] - Discussion on the perception of natural sales talent versus the reality of building boldness as a skill. [26:19] - How rejection in sales is not personal and the mindset shift required to continue pursuing opportunities despite setbacks. [27:59] - The transformative power of embracing failure and the mindset shift required for growth. [29:52] - Examples of bold acts of kindness and their positive effects on both the giver and receiver. [31:29] - Continuing the discussion on the PRIDE acronym, focusing on 'R' for Relaxing and techniques to reduce anxiety before important social encounters. [34:26] - Moving on to 'I' for Insights within the PRIDE acronym and the importance of challenging negative self-talk with positive intentions. [37:53] - Introduction to 'D' for Dosage in the PRIDE acronym and the concept of gradually increasing the intensity of bold actions to expand comfort zones. [40:23] - Discussion on 'E' for Everyday Action in the PRIDE acronym and the role of daily practices in developing boldness. [46:53] - Recap of the importance of starting small in boldness training and the potential for significant personal and professional development.
CONNECT WITH ANDY NEARY
Become a Complete Game University Member
Grab a copy of the Broker Marketing Playbook
LinkedIn: Andy Neary
Learn more: completegameconsulting.com
277. 3 Things I Wish I Knew When I Started My Insurance Career
Most people do not get into the insurance industry by design. They're sold the dream of unlimited income potential and schedule freedom. However, they aren't told about how hard it will be to have success. In this week's podcast, Andy sets the record straight by sharing three tips he wish he knew when he started his insurance career 23 years ago.
KEY MOMENTS
[02:40]: Introduction to the reflection on past interviews and the importance of the topic
[03:50]: Discussion on the current state of the insurance industry and the lack of drive and discipline
[05:04]: Discussion on the problems created by overpaying producers and outdated training methods
[07:03]: Anecdote about outdated training methods in the insurance industry
[08:30]: Discussion on the frustration of producers and potential consequences for the industry
[10:47]: Personal reflection on career frustration and the need for change
[12:22]: Discussion on the importance of embracing failure and doing hard things
[16:26]: Discussion on the importance of investing in oneself for professional development
[20:46]: Discussion on the importance of consistency in daily activities for long-term success
[24:12]: Discussion on the necessity of personal investment for career success
[27:18]: Anecdote about the work ethic of successful athletes and its application to business
[27:51]: Discussion on the importance of consistent effort for achieving success in sales
CONNECT WITH ANDY NEARY
Become a Complete Game University Member
Grab a copy of the Broker Marketing Playbook
LinkedIn: Andy Neary
Learn more: completegameconsulting.com
276. Using Resiliency To Reach Your Full Potential with Terrence Ogden
Terrence Ogden, the visionary founder of Project Grit, is a celebrated leader known for his transformative impact. Through organizing events like the Immortal 32 Ruck and Top of Texas 8 Peak Challenge, he demonstrates a commitment to excellence and the transformative power of perseverance. In this episode, Terrence shares his inspiring story of overcoming drug addiction and changing his life by making resiliency and "doing hard things" into superpowers to reclaim his life.
Learn More About Project Grit: https://officialprojectgrit.com/ KEY HIGHLIGHTS [01:07] - Terrence Ogden shares his story of overcoming addiction and starting Project Grit.
[02:22] - Discussion on the importance of facing challenges in the insurance industry and the relevance of Terrence's journey.
[03:24] - Terrence's background, his struggles with addiction, and the pivotal moments leading to his recovery.
[07:07] - The role of physical fitness and mentorship in Terrence's recovery and personal development.
[10:15] - Reflections on the decision to seek help and the impact of mentorship on recovery.
[14:25] - The concept of using resourcefulness for positive change and the significance of community support.
[17:52] - The transformational impact of engaging in challenging physical activities.
[20:38] - Introduction to Project Grit and its mission to challenge mediocrity through physically demanding events.
[28:12] - Expansion of Project Grit and the introduction of new challenging events.
[34:01] - Discussion on the upcoming events organized by Project Grit and the principles behind them.
[38:27] - Details on how to participate or contribute to Project Grit events.
[41:29] - Advice Terrence would give to his past self and reflections on personal growth.
CONNECT WITH ANDY NEARY
Become a Complete Game University Member
Grab a copy of the Broker Marketing Playbook
LinkedIn: Andy Neary
Learn more: completegameconsulting.com
275. Jump Start Your Insurance Career with Hayden Partain
Hayden Partain is a former professional soccer player turned health insurance advisor. He played college soccer at Wake Forest University, one of the top soccer programs in the country. After his college career, Hayden spent 3+ years playing professional soccer for the Sacramento Republic and San Antonio FC. In this episode, we discuss his professional soccer career and the lessons he learned from the sport to help him get a jump start on his insurance career in 2023. I wanted to have Hayden join me because I believe young insurance professionals can provide some valuable insight that can help even the most seasoned veterans. 📒 Show Notes and Resources 📒 KEY HIGHLIGHTS [03:09] - Hayden's upbringing in a soccer family and the influence of his parents on his career. [07:34] - The shift from high school to college soccer, focusing on the scholarship process and the transition to Wake Forest. [14:12] - Reflection on a pivotal moment during the NCAA Championship penalty shootout. [15:41] - Transition to professional soccer with the Sacramento Republic and community engagement in Sacramento. [16:55] - The significance of being adaptable and learning from every experience, including setbacks in soccer. [18:34] - Hayden's approach to dealing with failure and using it as a learning experience. [19:05] - Personal reflections on pivotal moments in athletic careers and the lessons learned. [20:10] - Experience and challenges in transitioning to a professional soccer career. [21:15] - Discussion on balancing various roles, including being a benefits adviser, color analyst, and personal life. [23:42] - Importance of social media and branding in Hayden's career development and client acquisition. [25:20] - Transition from professional soccer to the insurance industry and the initial draw to New York Life. [28:35] - Early observations in the employee benefits space, including the sales cycle and the importance of service. [29:10] - The slow adoption of innovative strategies in the industry and the challenge of changing marketplace perceptions. [33:16] - The impact of social media on business development and maintaining a balance between online presence and in-person interactions. [35:19] - Hayden's approach to daily activities, including prospecting, servicing, systems, and education. [36:29] - The significance of self-education in staying relevant and adaptable in the insurance industry. [41:02] - The importance of stepping out of comfort zones and embracing new challenges for personal and professional growth. [42:04] - Advice for newcomers to the industry, focusing on finding supportive mentors, embracing hard work, and aligning with company values. [43:05] - Encouragement for industry veterans to explore new business approaches, stay informed about innovations, and mentor the next generation.
CONNECT WITH ANDY NEARY
Become a Complete Game University Member
Grab a copy of the Broker Marketing Playbook
LinkedIn: Andy Neary
Learn more: completegameconsulting.com
274. How To Master The Mental Game Of Sales
Sales is 80% mindset. If you don't believe you can win, you're right. In last week's podcast episode, Dre Baldwin and I unlocked the four pillars of sales success. In this episode, I share how you can leverage the four pillars to turn your mindset into your secret sales weapon.
KEY MOMENTS
[01:09] Discussion on mindset being a crucial element in sales success and its impact on insurance industry professionals.
[02:06] Importance of overcoming impostor syndrome and self-doubt in achieving sales goals.
[03:45] Mindset challenges in the insurance industry and how they affect sales performance.
[04:52] Detailed examples of negative sales mindsets and how they impede success.[05:28] Dealing with impostor syndrome and its effects on sales professionals.
[06:01] The challenge of selling products or strategies that are new to the salesperson.[06:37] Overcoming fear and discomfort to succeed in sales.
[07:12] The significance of belief in the product and team for sales success.
[07:42] Addressing the fear of loss before winning business.
[08:09] Discussion on the detrimental effects of selling from fear.
[13:42] Detailed breakdown of Dre Baldwin's four pillars of sales success.
[14:23] Explaining the concept of the "third day" and its importance in consistency.
[15:32] The idea of "separation day" and persisting beyond the competition.
[16:46] The concept of "stepping into the Super you" and rewriting your success story.[17:58] Modeling success by learning from top performers.
[19:02] Encouragement to adopt successful habits and mindsets from peers.
[19:38] The critical role of self-conditioning and positive self-talk in sales.
LET'S CONNECT
Request a Free Strategy Call
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LinkedIn: Andy Neary
Learn more: completegameconsulting.com
273. Mental Game: The 4 Pillars Of Sales Success with Dre Baldwin
As CEO and Founder of Work On Your Game Inc., Dre Baldwin has given 4 TEDxTalks on Discipline, Confidence, Mental Toughness & Personal Initiative and has authored 33 books. He has appeared in national campaigns with Nike, Finish Line, Wendy's, Gatorade, Buick, Wilson Sports, STASH Investments and DIME magazine. Dre has published over 8,000 videos to 142,000+ subscribers, his content being viewed over 100 million times. Dre's daily Work On Your Game Podcast has over 2,600 episodes and more than 7 million downloads. In just 5 years, Dre went from the end of his high school team's bench to a 9-year professional basketball career. He played in 8 countries including Lithuania, Germany, Montenegro, Slovakia and Germany. Dre invented his Work On Your Game framework as a "roadmap in reverse" to help professionals with mindset, strategy, accountability and execution.
FREE RESOURCES FROM DRE
FREE training: http://www.WorkOnYourGame.net
Get a FREE copy of his book, The Third Day HERE
On Your Game University: https://www.WorkOnYourGameUniversity.com
CONNECT WITH DRE
http://LinkedIn.com/in/DreAllDay
http://Facebook.com/WorkOnYourGame
http://Twitter.com/DreAllDayhttp://Instagram.com/DreBaldwin
KEY HIGHLIGHTS
[03:32] - Dre shares his upbringing, the influence of his parents, and his late start in basketball.
[08:02] - Dre's high school basketball experience, including not making the team until his senior year.
[10:27] - Discussion on the improbability of Dre's journey from high school benchwarmer to college and professional basketball.
[14:49] - Discussion on the significance of self-belief and determination in achieving success against the odds.
[20:26] - Dre's long-term perspective and determination to succeed in professional basketball despite setbacks in college.
[22:20] - Discussion on Dre's preparation for a professional basketball career and the significance of mental conditioning. [28:41] - Transition to discussing Dre's post-basketball career and his work with "Work On Your Game."
[29:46] - Dre recounts valuable advice received in eighth grade and its impact on his development and mindset.
[33:54] - Dre introduces the concept of the "Third Day" and its significance in the context of professional sports and personal growth.
[38:35] - Introduction of the "Separation Day" principle and its significance in creating a competitive edge through consistent effort.
[40:03] - Dre introduces the concept of the "Super You" and shares a story illustrating its impact on self-confidence and performance.
LET'S CONNECT
Request a Free Strategy Call
Grab a copy of the Broker Marketing Playbook
LinkedIn: Andy Neary
Learn more: completegameconsulting.com
272. One Sales Secret That Creates Consistent Income Growth
Most insurance professionals did not get into the industry by design. They were sold the dream of unlimited income. However, they lack purpose, which makes it easy to put paycheck over everything. This can lead to stagnant sales and career frustration. In this week's episode, you'll learn how to create a consistent stream of revenue growth by turning impact into income. Not only will you make more, you'll love what you're doing.
KEY HIGHLIGHTS
[02:00] - Why insurance producers struggle to fill their sales pipelines.
[04:00] - Why a focus on impact will lead to more consistent sales growth.
[06:30] - How we use social media content to turn impact into revenue.
[08:30] - Step-by-step approach to turning impact into income.
[11:00] - Andy shares a personal story to illustrate how impact leads to income.
[13:30] - How you can incorporate impact into your sales strategy.
[16:00] - Summary of the episode.
LET'S CONNECT
Request a Free Strategy Call
Grab a copy of the Broker Marketing Playbook
LinkedIn: Andy Neary
Learn more: completegameconsulting.com
271. 3 Pivotal Strategies To Boost Your Sales Confidence
Most insurance producers lack sales confidence. They're elevated to the producer role only to find themselves doubting their abilities. What they lack is clarity. When you're clear you're confident. In this week's episode, I share 3 strategies that will help you boost your sales confidence today!
KEY HIGHLIGHTS
01:34 - Addressing Sales Confidence Issues
02:00 - Importance of Clarity in Marketing Strategy
03:34 - The Role of a Clear Marketing Plan in Achieving Sales Goals
04:11 - Three Key Questions for Creating Clarity
05:25 - Challenges for New Insurance Producers and Outdated Training Methods
07:09 - Importance of Clarity in the Sales Process
09:21 - Achieving Clarity and Confidence in Sales
10:29 - Importance of Building the Ideal Prospect Story
12:25 - Focus on Target Audience and Ideal Prospects
14:50 - Crafting Effective Marketing Messages
16:05 - Building the Ideal Prospect Story
17:58 - Different Approaches to Outbound Marketing
20:21 - Benefits of Clarity in the Sales Process
20:55 - Advice for Building Confidence in Selling
23:01 - Announcement of Social Media Sales Academy
23:40 - Benefits of a Clear Marketing Plan
LET'S CONNECT
Request a Free Strategy Call
Grab a copy of the Broker Marketing Playbook
LinkedIn: Andy Neary
Learn more: completegameconsulting.com
270. My Top 5 Tips To Grow Your Business On LinkedIn
LinkedIn is the top B2B platform on social media. However, most insurance advisors are ineffective in using it. They are changing likes and comments, but aren't connecting with target prospects. In this week's episode, I share my top 5 tips to grow your business on LinkedIn. You'll learn how to turn connections into conversations and build credibility with your top prospects.
KEY HIGHLIGHTS
02:36 - Observations on Insurance Producers' LinkedIn Usage
04:43 - Addressing Common LinkedIn Missteps by Insurance Producers
05:14 - The Role of Content in LinkedIn Strategy
05:44 - Overview of LinkedIn's Potential for Business Growth
06:10 - Acknowledging Client Success with LinkedIn Strategies
07:11 - Tip #1: Investing in LinkedIn Premium or Sales Navigator
08:06 - Tip #2: Optimizing Your LinkedIn Profile
09:37 - Importance of a Strong LinkedIn Banner and Headline
10:58 - Tip #3: Posting Content At Least Once a Week
12:20 - Tip #4: Utilizing LinkedIn Newsletters
13:56 - Tip #5: Turning Connections into Conversations
14:27 - Techniques for Engaging with First Connections
14:57 - Strategy for Leveraging 'Who's Viewed Your Profile’
15:25 - Recap of the Five LinkedIn Tips
15:56 - Invitation to Andy's LinkedIn Sales Academy
LET'S CONNECT
Request a Free Strategy Call
Grab a copy of the Broker Marketing Playbook
LinkedIn: Andy Neary
Learn more: completegameconsulting.com
269. 3 Pivotal Strategies To Shorten Your Path To Sales Success
The sales cycle for an insurance producer is longer than ever. The less credibility you have the longer the cycle will be. In this episode, I share three marketing strategies that will help you shorten the path from suspect to sales. How would it feel to build credibility with a prospect long before the first meeting? In this episode you'll learn how!
KEY HIGHLIGHTS
[1:10] Building an Effective Marketing Strategy
[1:45] Challenges in the Insurance Industry and Sales Cycle
[2:14] Importance of Trust and Credibility in Sales
[3:27] Defining the Sales Cycle and First Appointments
[4:11] Three Pivotal Strategies to Shorten the Sales Path
[5:13] Strategy 1: Creating Free Content
[10:33] Strategy 2: Lead Generation Techniques
[14:34] Strategy 3: Implementing a Repeatable Sales Process
[17:38] Pre-Meeting Trust Building and Sales Process Tips
[18:15] Using Exclusivity in Selling and Handling Objections
LET'S CONNECT
Request a Free Strategy Call
Grab a copy of the Broker Marketing Playbook
LinkedIn: Andy Neary
Learn more: completegameconsulting.com
268. How To Build A Bulletproof Week of Prospecting
A goal without a plan is delusion, and there are far too many insurance producers dealing with sales goal delusion. You set a big lofty sales goal every January but you lack a clear plan to knock it down. To hit your revenue goal you must have a consistent plan you execute weekly. In this week's episode, you'll learn the four pillars of outbound prospecting required to have an effective week so you can build a bulletproof plan. Say goodbye to an empty sales pipeline!
KEY HIGHLIGHTS
[01:11] Why a Marketing Plan is Important
[02:17] What I learned from Alex Hormozi's Book, "$100 Million Offers"
[03:14] Why Insurance Producers Struggle With Marketing
[03:48] The Negative Reality of Cold Calling and Cold Emails
[05:20] Creating Exponential Awareness With Your Marketing
[06:33] The 4 Pillars of Prospecting
[09:18] Asking For Referrals and Writing Email Campaigns
[10:27] Should You Use Paid Advertising In Your Marketing Plan
[11:35] Why Public Speaking is an Effective Marketing Strategy
[12:44] The Benefits of Social Media Content and Podcasting
[15:46] Building the Bulletproof Marketing Plan
LET'S CONNECT
Request a Free Strategy Call
Grab a copy of the Broker Marketing Playbook
LinkedIn: Andy Neary
Learn more: completegameconsulting.com
267. My Top 3 Game-Changing Lessons Of 2023
In this episode, I share the top 3 lessons that changed my perspective on life and business in 2023. This year brought about a lot of change and life-altering perspective shifts that made 2023 one of the best years I've ever had. I want to pass these lessons on to you so you can have a legendary 2024.
Key Moments:
[1:31] - Personal Reflections on 2023
[3:01] - Lesson 1: Put Passion Into Your Sales
[8:01] - Lesson 2: The Benefits Of Adding Simplicity To Your Business
[13:01] - Lesson 3: Why You Must Leverage A.I. To Grow Your Business
LET'S CONNECT
Request a Free Strategy Call
Grab a copy of the Broker Marketing Playbook
LinkedIn: Andy Neary
Learn more: completegameconsulting.com
266. Social Proof: How To Accelerate Your Sales With Social Media
In this episode, you'll learn a sales formula that will help you turn your content into exponential sales growth. Your consistency and willingness to share your secrets with your prospects will determine how fast you grow. Toward the end of the podcast, I reveal our Compounding Content Maximizer strategy so you can create weeks of content in minutes.
KEY MOMENTS
[01:05] - Why is content creation important in business development?
[01:42] - Introduction of the sales formula: Value x Volume = Sales Velocity.
[03:46] - Social media content is as important as cold calling.
[05:08] - Mindset tips for effective content creation.
[08:53] - Don't compare your content to others.
[11:09] - The relationship between content value, volume, and how it can speed up sales.
[12:34] - Tips on planning and tracking content performance.
[13:08] - Proven strategy for determining content topics and formats.
[14:17] - Tracking the metrics and improving your content's value.
[16:11] - The Compounding Content Maximizer
[17:21] - Testimonials from clients about the impact of content.
[19:55] - The concept of "Return on Impact" and its importance.
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265. The Role Of Self-Care In Selling Health Insurance with Megan Pepitone
In this episode Megan and I discuss the importance of self-care in selling health insurance. If you're going to be delivering rate increases and advising companies with unhealthy employees, you better prioritize self-care if you want to have credibility.
Megan is a Regional Vice President with Transamerica. Her background includes extensive knowledge of disability contracts, earnings definitions, caregiving solutions, and how to boost engagement at the employer group. Before her role at Transamerica, she was at Unum for 13 years as a Senior Account Executive. Enjoy the episode!
KEY MOMENTS:
[01:36] - Megan's Background in Sports
02:47] - Transition to College Basketball
[05:04] - Equality in Female Sports and NIL Policies
[08:37] - NIL's Impact on Female Sports
[10:40] - Experiencing Hurricane Katrina in College
[15:00] - Health and Consistency in College
[17:48] - Lessons from Basketball Applied in Health Insurance Career
[20:30] - Emphasis on Health and Fitness Today
[24:25] - Finding a New Passion in CrossFit
[28:13] - Advice for Health Goals in 2024
[32:36] - Advice to Younger Self and Importance of Strength Training
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Learn
264. 3 Sales Secrets Used By The Top Insurance Producers
In this episode, you learn 3 sales secrets used by the industry's most successful producers. You won't get these from traditional insurance training. Whether you're a seasoned insurance agent or just starting out, these insights are a game-changer for your sales strategy!
KEY HIGHLIGHTS
[0:32-2:17] Insurance Industry Challenges
[2:17-4:08] Sales Challenges and Pressure
[4:08-5:30] Sales Tips
[10:29-14:15] Selling With Exclusivity
[15:20-19:24] Controlling The Objections
[20:08-25:45] How To Ensure You're Last In
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263. Uncovering The History Of Health Insurance with Chris Ecos
U.S. Health Care Expenditures are now over 20% of GDP and climbing ahead of the 2024 Presidential election. Health care and health insurance will likely be at the top of the agendas for both candidates and political parties for this cycle. So, how did we get here? Why is employer-sponsored health care in the U.S. unlike any other in the world? It’s a system often referred to as “An Accident of History”, because there was not a comprehensive strategy to finance it. Rather, the U.S. health insurance system is derived from decisions by the federal government, struggling providers, politicians, activist unions, employers, insurance companies, and we the consumers who stand to benefit. Why should we care? In this episode, I’m joined by health insurance “historian” Chris Ecos as he uncovers the history of the U.S. health insurance system and answers the questions: How did we get here? Why does it matter? KEY MOMENTS
[01:15] About Chris Ecos
[04:20] Fencing at Ohio State
[06:50] Chris' Career in Insurance
[08:10] Early Health Insurance History Pre-1900
[10:45] Impact of the Great Depression and World War II On the Health Insurance Industry
[12:30] Post-War Changes in Health Insurance
[15:00] Rise of HMOs in the 1970s
[17:20] Impact of "Hillary-Care" In the Early 1990s
[19:50] Modern Health Insurance Challenges
[22:15] The Future of Health Insurance
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262. How To Break Free From People Pleasing To Unlock Your Business' Growth
In this episode, you'll learn why your desire to people please could be the reason your business isn't growing and what you can do to overcome it. I've had a history of trying to make others happy at the expense of good business decisions and my own happiness. By the end of the episode you'll have the tools to break free from people pleasing to unlock your business' growth.
KEY MOMENTS
[00:00 - 01:30] Introduction and Podcast Key Learning Points
[01:31 - 03:00] Background and Personal Experience with People Pleasing
[03:01 - 06:00] The Negative Impact People Pleasing is Having on Your Business
[06:01 - 08:30] How To Identify Your People Pleasing Traits
[08:31 - 12:00] How To Overcome People Pleasing
[12:01 - ] Action Steps and Call to Action
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261. Striking Out The Healthcare Status Quo: A Discussion On Reference-Based Pricing with Omar Arif
In this episode, Omar shares his intriguing journey from playing baseball at high school and college levels to embracing a career in insurance, particularly focusing on alternative solutions for self-funding. He discusses the challenges and opportunities within the self-funded insurance sector, providing valuable insights for brokers and clients. KEY HIGHLIGHTS [02:15] Guest Introduction [04:30] Discussion on Self-Funding in Insurance [10:45] Reference-Based Pricing in Healthcare [15:30] Connecting Baseball and Business Skills [18:00] Closing Remarks and Contact Information
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260. 3 Lessons I Learned By Posting 1,000 Videos On YouTube
In this episode, I share the invaluable insights I've gained from a monumental milestone: posting 1,000 videos on YouTube. If you've been on the fence about using video to grow your business, this is your sign to start. I'll break down the three pivotal lessons that have not only shaped my journey but will also change the way you approach video content creation.
Key Points:
Consistency is King: When I hit the record button for the first time, I was far from a Spielberg in the making. But here's the kicker – it didn't matter. I'll tell you why sticking to a consistent posting schedule was crucial and how it can make or break your video content strategy.
It's Not the Length, It's the Strength: We've all heard the debates about the ideal video length. I'm here to set the record straight: the length of your video is secondary to the power of your message. Tune in to discover why what you say is infinitely more important than how long you say it for.
The Volume Game: In a world obsessed with perfection, I'm advocating for quantity. It sounds controversial, but hear me out. Producing more content means learning faster, improving your skills, and staying top of mind with your audience. I'll explain why adopting a volume mindset is essential for long-term success.
By the end of this episode, you'll understand why video content is not just a piece of your business growth strategy – it's the cornerstone. And remember, it's not about creating the perfect video; it's about creating a connection with your audience, one video at a time.
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259. Kindness and Humility | The Foundation For Insurance Agency Success with Scott Smith
As the CEO of TRUE Network of Advisors, Scott and his team provide in depth training, innovative ideas and concepts, a select group of preferred partners, the best learning events in the industry, and most importantly, an enhanced collaborative environment for members. In this episode Scott shares how simple principles, like kindness and humility, are the building blocks for long-term success for any insurance agency.
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258. The Power Of Public Speaking | How To Grow Your Sales From The Stage
Public speaking can change your career. As a natural-born introvert, I am not one for big crowds. In fact, when I speak the only thing I want to do after getting off the stage is go back to my hotel room. To get on stage and bring the right energy is very exhausting for me because I have to force myself to be extroverted. It has nothing to do with the people in the room it's just the way I'm built.
However, public speaking has done more for growing my business than any single thing I have ever done. There is no other prospecting strategy that can turn a cold suspect into a hot prospect as fast as a good keynote talk. Back in 2016, I made the decision to go all in using the stage to scale my business and I've never regretted a second of it.
In this week's Bullpen Sessions podcast episode I'm going to help you do the same. Two weeks ago I had the fortunate opportunity to speak to NAIFA California and in Episode 258 I'm going to share my experience.
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257. Teeing Up Success: How Discipline Drives Exponential Growth with Casey Strunk
Casey Strunk is based in Phoenix and is a part of the Strunk Insurance Group, a family-run business started by his father in 1982. The company recently celebrated its 40th year in business. Casey is the second generation in the business, with his sister handling the finance and accounting department.
Casey's Golf Background:
Casey played major division one golf at Northwestern University. His decision to attend Northwestern was influenced by his father, who played football there. He discussed the challenges and experiences of playing golf at a competitive level, highlighting the individualistic nature of the sport compared to team sports like baseball, which he also played in high school.
Casey had the opportunity to play alongside top golfers, including Luke Donald, a former world number one.
Transition from Golf to Business:
Casey drew parallels between his golf career and his business journey. He emphasized the importance of discipline, consistency, and the mindset required to excel in both fields.
He mentioned that in golf, like in business, it's the small things you do when no one's watching that make the difference.
Strunk Insurance Group and the Health Care System:
Casey discussed the challenges in the health care system and the role of insurance groups as intermediaries. He emphasized the importance of effective administration and communication in ensuring clients get the best ROI on their investment.
Advice for Young Advisors:
Casey stressed the importance of discipline, consistency, and building credibility. He shared insights on maintaining a work-life balance and setting boundaries to ensure personal well-being. He also highlighted the importance of winning daily, suggesting that consistent daily successes lead to long-term achievements.
Rapid Fire Round:
Casey expressed a desire to play at the Bandon courses in Oregon, which he visited 20 years ago. He also discussed the evolution of golf technology and how it's influencing the game.
The episode provided a deep dive into Casey Strunk's journey from being a competitive golfer to a successful business owner. The parallels drawn between sports and business offered valuable insights into the mindset and discipline required to excel in both fields.
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256. My 4 Weekly Diet Rules For Optimal Productivity
If you eat like shit you’ll perform like shit. In the chase for business success, it’s easy to focus on the growth of your financial assets and overlook the most important asset you have, you. In this podcast episode I share the four weekly dietary rules I live by to ensure I optimize my energy and productivity every week.
Note: I’m not a licensed physician or nutritionist. I am sharing diet strategies that I follow and work for me.
Key takeaways in this episode include:
Why do you need a more boring diet?
A simple rule to follow with protein and calories.
Could your alcohol consumption be keeping you from your goals?
Late night eating leads to next day complacency.
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255. Marketing Secrets From An 8-Figure Insurance Agency with Tony DaRe
Tony DaRe is the Founder and Chief Executive Officer (CEO) at BSI Corporate Benefits. He founded BSI Corporate Benefits in 2003 and is the firm's chief negotiator.
Under Tony’s direction, BSI has achieved 98% client retention, a testament to the promises made and delivered to clients. During the past several years BSI has earned awards and accolades including: “Best Employee Benefits Consulting Firm”; “Fastest Growing”; “Inc. 5000”; “Best in Business”; “Who’s Who”; "Business of the Year"; and most recently was recognized as a 2023 “MarshBerry Max Performer" – a mark of distinction for independent insurance agencies.
In this episode, Tony shares how BSI leverages the power of marketing to help BSI experience 30%+ growth year in year out.
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254. 4 Daily Routines To Maximize Productivity
Productivity eludes most insurance professionals. Why? They lack focus and discipline. Yet, it’s your routines outside of work that will determine how successful you are in your career. It’s on you to show up every day and this episode will help you develop the right routine to stay consistent and focused week in week out.
Topics covered in this episode:
Why your lack of consistency is killing your success.
Why thinking about your career like an athlete just might be the ingredient you’re missing.
How to develop a daily routine that will support your professional success.
Key takeaways in this episode include:
Why you must plan your day the night before.
How to build a bulletproof morning routine.
How your daily diet can support your productivity.
The better your sleep, the more productive you’ll be.
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253. How To Align Your Purpose And Your Profession with Billy Huard
Billy Huard is a former NHL hockey player turned entrepreneur. Billy's journey from crowd-favorite fighter to embittered retired player to successful entrepreneur offers an unprecedented deep dive into the extreme highs and lows of life as a professional athlete.
In Billy's recently published book, A Purpose Worth Fighting For, he motivates and encourages readers by giving guidance on how to create a more meaningful life. In this episode, Billy's shares the story of his rise to the NHL as an undrafted free agent to life as a hockey "tough guy". It's a path he didn't ask for, but was told he must take.
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252. How To Develop The Leadership Skills To Run A Thriving Insurance Agency with Kareim Cade
In this episode, Kareim Cade shares vital tips on how the future leaders in the insurance industry can develop the leadership skills required to run a thriving insurance agency. He doesn't hold back in sharing his views of where the industry has gaps in leadership training.
Kareim launched Great Lakes Benefit Group, (GLBG), in 2006 to address the growing demand of an “one stop shop” approach for small to mid-size employer groups. GLBG currently provides benefits consulting for K-12 traditional public and charter school districts, public/private sector, associations and national union organizations in Michigan, Maryland, Georgia, Washington D.C, and Florida. Kareim was BenefitsPro 2019 Broker of the Year Finalist.
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251. A Sales Strategy To 3x Your Revenue
Are you tired of the traditional cold-calling and blind emailing methods that are draining your enthusiasm for sales? Most insurance producers are struggling to meet their sales goals, and the culprit often lies in the strategies they're using. In today's episode, I’m going to show you how to build a sales strategy that not only triples your revenue but also reignites your passion for the game. Get ready to relish the chase of the sale!
Topics covered in this episode:
Why do most producers fail to hit their sales goals?
The importance of enjoying the sales process.
How to create a sales strategy you love.
Key takeaways in this episode include:
It's crucial you enjoy the process of prospecting for sales to achieve long-term success.
By focusing on building a game plan that fires you up, you can design a strategy that triples your revenue while also making your work more enjoyable.
Small tweaks to your current approach can result in significant increases in your sales figures.
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LinkedIn: Andy Neary
Learn more: completegameconsulting.com
250. How To Launch A Successful Podcast with Spencer Smith
Spencer Smith is the host of Self-Funded with Spencer, one of the most popular podcasts in the insurance industry. The podcast shares inspiring conversations with the most successful people in healthcare - company founders, CEOs, entrepreneurs, doctors, and sales leaders - to educate YOU to become the best version of yourself. In this episode, Spencer shares his thoughts on how anyone can launch a successful podcast.
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249. How To Create Content That Turns Connections Into Clients
In this episode, we delve into the art of content creation, focusing on a game-changing approach that turns casual conversations with clients and prospects into compelling content.
Say goodbye to the constant pressure of coming up with new ideas and learn how to effectively document what you're already discussing!
Key Takeaways:
The Content Creation Challenge
Most advisors feel the pressure of constantly needing to generate new content ideas.
The misconception that new ideas are the only way forward.
The Power of Conversations
The untapped potential of the discussions you're already having.
How genuine conversations resonate more with your audience than generic content.
Document, Don't Create
The key is to capture the essence of your interactions.
Tips and techniques to document conversations effectively.
Maximizing Content Efficiency
How to repurpose and adapt these documented discussions across different platforms.
The importance of consistency in content release.
Benefits of Conversation-Based Content
Builds trust and authenticity with your audience.
Provides real-world solutions to actual problems your clients face.
Saves time and reduces the stress of brainstorming.
Creating content doesn't have to be a daunting task. By leveraging the conversations you're already having, you can create authentic, relatable, and effective content that resonates with your audience and turns connections into clients.
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LinkedIn: Andy Neary
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Learn more: completegameconsulting.com
248. How To Align Financial Success With Personal Fulfillment with Frank Rich
Frank Rich is an author, entrepreneur, former bodybuilder, and men's health & recovery coach.
Since starting Frank Rich Fitness in 2016, he has successfully helped thousands of men around the world transform their lives through the art and science of muscle building.
After a series of life transforming events and spiritual awakening, Frank knew that he had an even larger message to share with both his audience and the world.
Frank is now host of "The Super Human Life Podcast”. His goal with the show and his content is to help others overcome the challenges and battles that we're all facing, and provide real actionable steps and insights to inspire others to create the life they were designed to live.
It’s easy to mask unhappiness and depression when everything on the outside screams success. In this episode, you’ll learn the secrets to ensuring your internal happiness matches your external success so you can create fulfillment in business and life.
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247. How To Speed Up Your Decision Making To Speed Up Your Success
In today's episode, I’ll be discussing a crucial factor that sets apart our most successful clients: their ability to make decisions swiftly and effectively. Waiting for the perfect moment to make decisions could be hindering your progress towards achieving personal and professional goals. Join us as we explore the benefits of fast decision-making and share practical tips to enhance your decision-making skills for accelerated success.
Thank you for tuning in to this episode. I hope you found valuable insights and practical advice to enhance your decision-making abilities. Remember, every decision counts, so don't hesitate to take action and create your path to success.
If you enjoyed this episode, be sure to subscribe to the podcast on your favorite podcast platform and leave us a review. Feel free to share this episode with your friends and colleagues who may benefit from improving their decision-making skills.
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246. Health Insurance Tips For Small Businesses with Chris Carter
Chris Carter is the Founder of BeneLoyal Insurance Agency in Houston, TX. His mission is to help small business find great health insurance coverage at affordable rates.
Prior to his career in insurance, Chris spent 6 years playing Defensive Back in the NFL with the New England Patriots, Cincinnati Bengals, and the Houston Texans.
In this episode Chris shares his story from playing on the legendary Texas high school football fields to his successful career at the University of Texas and the NFL, and he shares some great health insurance tips to help small businesses attract great talent with great benefits.
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245. 3 Time Management Tips For Exponential Productivity
Welcome to another episode of the Bullpen Sessions podcast, where we empower insurance professionals like you to make the most of your time and achieve exponential productivity.
In today's episode, we'll be diving deep into the realm of time management, equipping you with three powerful tips to supercharge your productivity and maintain consistency week after week. Time is your most valuable resource, and we're here to help you make the most of it. Tips discussed include:
How to plan an effective week
How to time block your priorities
How the successful view their calendar
Let’s dive in!
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244. How To Record Effective Video Content In 4 Easy Steps with Jake Rushton
401JA(k)E started in the financial industry 17 years ago. During the first decade, he spent time learning many different specialities including sales, marketing, operations, compliance, collateral management and 401(k) plans. Over the last 7 years, Jake has built two successful 401(k) practices with a health benefits consulting firm as well as a private wealth management firm.
Jake has a huge passion for helping the industry do better with training and transparency. He is the founder of the 401(k)lub, a community for anyone in the industry. He saw many other advisors miss the opportunity to successfully build their 401(k) practice and wanted to do more.
GRAB JAKE'S VIDEO TOOLKIT HERE:
https://www.zekedigital.com/CompleteGame
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243. The Best Success Tip I Could Ever Give You
In this week's episode of the podcast, I’m challenging you to answer the question, "Am I negotiating with my own success?"
As we enter the final six months of 2023, it's crucial to take inventory of your commitment to personal growth and achievement. Half the battle of success is simply showing up.
Here’s the truth: you are the only thing holding yourself back from reaching your full potential. To finish the year strong, you must make a commitment to show up consistently and persistently. No product or pitch can magically change your luck; it's your dedication and willingness to show up every day that will make the difference.
KEY MOMENTS
0:00 - 1:20 Intro / CompleteGameConsulting.com
1:50 - Are You Willing To Do What It Takes To Succeed?
2:53 - Reflecting On The First 30 Months Of Complete Game Consulting
4:21 - What Does It Mean To Show Up Everyday?
6:13 - How Hard Are You Willing To Work To Grow Your Business?
9:28 - Consistency Should Be A Non-Negotiable
13:46 - It’s Always Easy To Make Excuses
15:32 - Dominic Franchini And Going The Extra Mile
18:00 - Are You Negotiating With Your Own Success?
19:40 - Outro
LET'S CONNECT
LinkedIn: Andy Neary
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242. Success Tips From A Multi-Million Dollar Health Insurance Advisor with Dominic Franchini
Dominic Franchini is Vice President and Partner with HORAN in Cincinnati, OH. He is a relentless champion for his clients, dedicated to simplifying and enhancing their benefits. With an overwhelming amount of innovation saturating the marketplace, Dominic excels at distinguishing and articulating long-term value, ensuring his clients receive a solution like they've never seen before.
In this episode, Dominic shares his invaluable insights on the keys to building a multi-million dollar book of business throughout his impressive 19-year career. Despite his tremendous success, Dominic remains refreshingly humble and grounded. He embodies the belief that success is a continuous journey, as he confesses, "Even after 19 years, I still don't feel like I've arrived."
If you're a driven individual aiming to construct a thriving community of prospects and establish a flourishing book of insurance business, this is an episode you cannot afford to miss. Dominic's wisdom and experience will empower you to navigate the path to success with confidence, guiding you towards achieving your goals and surpassing your own expectations.
Tune in to gain unparalleled insights from Dominic Franchini, a true industry leader, and embark on a transformative journey towards building your own prosperous business.
KEY MOMENTS
[0:00] - Introducing Bullpen Sessions 2.0
[1:25] - HORAN’s Recent Acquisition By Hub
[3:25] - Dominic’s Upbringing / The Baseball Culture Of Hamilton, Ohio
[8:05] - Ken Griffey Jr.’s impact on Dominic
[10:40] - Playing D1 Baseball Against The Biggest Schools In The Country
[15:11] - Applying Baseball Lessons To The Insurance World
[18:55] - Celebrating The Small Wins / Nothing Is Certain
[21:45] - Getting A Prospect To The Finish Line / No Quick Wins
[24:55] - Leveraging Social Media To Get More Prospects
[28:20] - How Dominic Built His “Executive Rucksack”
[33:24] - Why Social Media Is Worth The Time/Effort
LET'S CONNECT
LinkedIn: Andy Neary
Instagram: @andy_neary
Learn more: andyneary.com
Announcing Bullpen Sessions 2.0
I'm excited to share this big announcement about the future of the Bullpen Sessions podcast!
LET'S CONNECT
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Instagram: @andy_neary
Learn more: andyneary.com
YouTube: Complete Game Consulting
241. The Quickest Path To Qualifying Your Best Prospects
In this podcast episode you'll learn how to turn an intro meeting into a hot prospect. Make sure to watch the whole as I deliver my "Do you believe what I believe?" presentation at the end. Use it to level up your sales process!
Key Moments
0:00 - Intro / CompleteGameConsulting.com
1:55 - Prior Struggles With Unqualified Prospects
5:51 - Mindset Shifts
7:08 - Stop Trying To Be All Things To All People
10:27 - What You Can Do To Qualify Your Leads Better
16:05 - The “Do You Believe What I Believe” Presentation
21:50 - Conclusion
LinkedIn: Andy Neary
Instagram: @andy_neary
Learn more: andyneary.com
240. Psychographics: The Door To Your Best Prospects
In this episode you'll learn what psychographics are and how you can apply them to identify your best sales prospects.
KEY MOMENTS
0:00 - Intro / CompleteGameConsulting.com
1:33 - The Importance Of Understanding Psychographics
3:30 - Modern High School Sports Recruiting / Demographics vs. Psychographics
6:40 - Demographics In Modern Athletic Recruiting
9:35 - Demographics Alone Don’t Make A Good Prospect
11:17 - Demographics And Psychographics In Business
13:50 - How To Figure Out The Ideal Psychographics Of Your Prospects
16:08 - What Do Your Ideal Prospects Believe About Your Products?
19:55 - Conclusion
LET'S CONNECT
LinkedIn: Andy Neary
Instagram: @andy_neary
Learn more: andyneary.com
239. Connecting The Link Between Performance And Vitality with David Lindsay
For over 15 years David has been a full time personal trainer and has changed the lives of 10s of thousands of lives throughout the world.
He has been obsessed about changing the way we view health and vitality through the disruption of how we see the links between fitness and workplace productivity, today. He has dedicated his life to living the healthy lifestyle, and truly believes that anyone can transform themselves through learning his unique system towards improving their vitality.
From training first grade footballers, Olympians, to the everyday person, David believes that true fulfillment of career, business and life starts with ones own health. His research and experience has taken him around the world searching for trends of what it takes to live a true life of vitality. David has now produced a proven formula for any team, business or individual to find and live a life of true vitality. David believes in sharing the knowledge he has amassed throughout his years in the fitness industry from the various different sports, coaches and trainers he has come across throughout his life.
Today, David is a successful wellbeing expert, keynote speaker, author and award winning coach, and all round good guy. He is married with one daughter and travels from Sydney Australia.
KEY MOMENTS
0:00 - Intro
3:45 - How Sports Impacted David’s Childhood
5:10 - Playing Rugby Against Some Of The Best (And Biggest) Players In The World
8:40 - David’ s Quick Rise In The Competitive Arm-Wrestling World
9:55 - The End Of David’s Arm-Wrestling Career + Bouncing Back Through Speaking
16:00 - David’s Desire To Play Extremely Physical Sports
19:03 - Physical, Tactical, And Mental Sides Of Sports
24:20 - What Defines A Successful Athlete?
25:20 - What Is A Vitality Coach?
29:39 - The Five Second Way To Positively Change Your Statement
32:05 - The Importance Of Music In Energy
33:47 - What Can An Employer Do To Improve Energy In The Workplace
38:38 - The Body Weight Blueprint
43:00 - Be Comfortable Being Uncomfortable
LET'S CONNECT
LinkedIn: Andy Neary
Instagram: @andy_neary
Learn more: andyneary.com
238. Why We Moved Back To Wisconsin
It's official. Amy and I are Wisconsinites again. We're grateful for the 9 years we spent living next to the Rocky Mountains. Colorado gave us an opportunity to reinvent ourselves. But, all good things must come to end and it was time to say good bye. Why did we decide to move from Colorado back to Wisconsin? In this episode you'll learn why. There are a lot of lessons to be learned from our 1,000 mile journey back to the Upper Midwest.
KEY MOMENTS
0:00 - Intro
0:30 - Why Did I Move Back To Wisconsin?
3:30 - The First Reason - FAMILY
6:15 - The Second Reason - FRIENDS
13:45 - The Third Reason FUTURE
18:15 - Outro
LET'S CONNECT
LinkedIn: Andy Neary
Instagram: @andy_neary
Learn more: andyneary.com
237. Are you committed to your success?
This is a replay from one of our most popular episode we've ever recorded. In this episode I'm going to challenge your commitment to your success. Are putting the work truly needed to reach your full potential this year? I will share with you the experience that fully transformed by view on commitment and also teach a framework that you can use if you are fully taking hold of your desire to go all in. Hint: without commitment, consistency is improbable. Let’s go!
LET'S CONNECT
LinkedIn: Andy Neary
Instagram: @andy_neary
Learn more: andyneary.com