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

A Sales Hack No One Teaches You

31 Jan 2024 · 1 min

Watch on YouTube

0:58

Andy Neary advises sales producers to explicitly define and communicate who their ideal prospects are—psychographics, fit vs non-fit, and the limited number of clients they need—to change outcomes. He argues most producers lack clarity and that using marketing and discovery conversations to tell prospects who you’re looking for will improve results.

Chapters

We have producers in this room at this full day workshop who don't need to win all that much business this year to have a great year. We're not talking about having to win 12, 15, 20 new accounts. We're talking about winning less than five to have a great year. And I asked the team, knowing this, how many of you are going out right now and telling your prospects how many people you're actually looking to work with this year? How many of you are telling your prospects who's a good fit for you and who is not? How many of you are describing the ideal psychographics of ideal prospect to your prospect? None of them. And they're not alone, because this is how most producers operate. They have no clarity. But if you get clear about who you're talking to, what you're saying to them and where you are saying it, and you go out and you use your marketing, you use your discovery calls to tell people who you're looking for, what's a good fit, what's not a good fit, and the type of ideal prospect psychographically you're looking to work with, everything changes.