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

A Message Every Health Insurance Adviser NEEDS to Hear!

16 Dec 2019 · 1 min

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0:49

Andy Neary, speaking in a YouTube talk, shares coaching-based observations for health insurance brokers. He warns brokers to provide context when using C-suite language (e.g., EBITDA), emphasizes that simply adopting the language is insufficient without supporting context, and urges brokers to 'play bigger' by confidently opening doors to larger accounts, knowing what to say, and executing to keep wins.

Chapters

Whenever I put these talks together, I always think about what can I say on the stage that the audience wants to hear? But I don't think that does you justice. I like talking about things you need to hear. You're talking about what our prospects need to hear. I call these the truth. Guys, in my new role right now, coaching, it's been fun. I'm talking to a lot of brokers around the country right now. And when you think about what I just said, the mechanics, the pitch selection, and the follow through, I'm making some observations right now around the industry that I want to reflect on. If you guys are cool with this.
With this new movement to the C suite, we got to be careful.
It's great to have this new language, but we have to have context around it. You can't walk into an office and say, I want to talk about your ebitda.
Because I'm waiting for a CFO to go, yeah, tell me about my ebitda. And all of a sudden we have no response for that. We gotta be careful, guys. You have to have context behind this language. It is a game changer. The second observation is what I see right now, and I think you guys struggle with this. We all struggle with this, is in playing bigger right now. How many of you are going, okay, I need to open more doors to bigger accounts. I need to have the confidence to know what to say, stay when that bigger door is open, and then when I win it.
How do I keep it? And that's a challenge. I see right now we're winning business with the right language, but you got to execute.