Andy NearyI help insurance professionals turn brand awareness into business growth.

A $500,000 Sales Goal with One Piece of Advice

4 Dec 2025 · 1 min

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Andy Neary recounts an anecdote about a producer who planned to reach a $500,000 sales goal through creating "exponential awareness." Management failed to understand the plan and instead relied on an outdated metric—tracking her cold-calling activity—as their sole strategy to help her hit the goal.

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When she laid out her business plan as to how she was going to hit the half million dollars, which was the plan to create exponential awareness that she and I had created, her management did not know what to do with it. In fact, if I were sitting in that room, I'm guessing her management looked at her cross eyed because the only strategy they had for her to hit a half a million dollar sales goal was to rate for it. Track her cold calling. Yep, in 2021, the only strategy they had to help a producer hit a half million dollars was to track her cold calling.