A short coaching video by Andy Neary advising insurance agencies and sales teams to develop messaging and strategy around where their firm will be in the next 3–5 years rather than past practices. He tells a client anecdote about succession (passing business to a producer) to illustrate thinking forward, warns that buyer demographics and buying channels are changing (older "Buddy Joe" CFO vs future "Mary" CFO), and closes with a call-to-action offering one-on-one coaching.
Chapters
Okay, so I want to share a cool little story that's also a great teaching moment if you're an insurance agency or anybody running a sales team. Working with a coaching client of mine a couple days ago and we were developing her sales message for her target audience. The story for her target audience. Now, this is an agent who's had a niche industry for several years. So we started working on that message, but she stopped herself because she said, wait a second, I'm retiring in a couple years, so. So that's not gonna be the niche of my agency moving forward. Why don't we work on the story for the producer that I'm passing the business onto? Why don't we work on the story for her target audience? Because that's where my agency, my firm is going. And I thought that was so powerful. Why? Because in insurance especially, so many agencies are stuck in the past. This is how we've always done it. This is the clients we've always gone after. But guess what? If you're focused on where you've been, your business is gonna be hurt in the future. So you need thinking about where you're going to be in the next three to five years, where your firm's going to be in the next three to five years. And here's the thing, buyers are changing. Guess what? Even though you poo poo social media, you poo poo all the ways people use technology today, we're never going back to the way it was. And I know today the buyer is your Buddy Joe the CFO, who's 59, 60 years old. But in the future, it's going to be Mary the CFO who's 35 years old, who buys a completely different way. So my advice to you is this. If you're trying to figure out your message, you're an insurance agency, a sales team, whoever it is, you got to think about where you're going to be in the next three to five years. Quit thinking about what you've done for the past 20 to 30, because I promise you, if you focus on the future, your business is going to grow, your clients are going to grow, and you're going to have a business you're proud of and that is sustainable. Also got a couple slots open for my one on one coaching with insurance advisors. If you're interested, you want to learn more, just hit me up, shoot me a message, text me, whatever. I'd be happy to chat with you about it.
