Andy Neary identifies three reasons insurance agencies miss targets: outdated training methods, unfocused messaging that tries to appeal to everyone, and relying too heavily on direct-marketing lead lists. He uses a Salt Lake City conference story to show how consistency and confidence break old habits.
Chapters
Now, when I look at the insurance.
Industry and I think about where we have big problems today, I'm seeing a bunch of agencies, a bunch of advisors, and this same thing holds true for employers in general today that are not reaching their full potential. They are underperforming.
They know they could be better, but.
They'Re missing that one thing right now. That's getting them to the top, that's keeping them from reaching their full potential.
And when I look at why is.
That happening, I see three glaring areas in need. Number one, the way we train people today is outdated. I know in the insurance industry, we're.
Teaching new dogs, old tricks.
I was speaking at a conference back in October in Salt Lake City, and.
Just like this, a room full of insurance professionals.
And I was on stage, and I looked to my left and over, sitting.
At the far, far left table was.
An insurance professional in his 70s.
And I looked at him, I said.
Sir, how long have you been in the industry? And he proudly said, 45 years. I said, when you got in the industry, how were you trained? He said, I was given a phone.
Book, told to go pound the pavement.
And I looked to the center of the room. There was a younger woman, probably in her early 30s, sitting right in front of me. I said, ma', am, how long have you been in the industry? She said, three years. I said, how were you trained when you got in the industry three years ago?
She gave me the same answer.
So the way we're training people is completely outdated today. The second problem, when it comes to attracting clients, attracting good talent, we're trying.
To speak to everybody.
If we speak to everybody, we end.
Up speaking to no one.
If we're not clear about who we're going after, who we're trying to talk.
To, we're getting drowned out in a sea of noise.
And then the third problem right now is when it comes to acquiring new clients.
We are leaning far too heavy into direct marketing for my insurance advisors in the room. This is very true in our industry right now. Think about the traditional way of acquiring new clients.
We go buy a big list of.
Leads, and then we just punch them.
Left and right with emails and phone calls. And we're constantly telling them why we are so great over and over and over again.
And this comes back to where we're.
Missing the gap right now in reaching our full potential as a company, as an individual.
We're missing the consistency, the confidence to change the way we're doing things, because we're still holding on to the way it was.
