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

Build trust before you ask for the AOR. Elevate to an advisory role!

17 Oct 2026 · 1 min

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In this brief dialogue, Andy Neary emphasizes that advisors should secure the Agency of Record (AOR) first to establish trust and credibility with clients. He highlights the value of adopting an advisory role even before the AOR is granted, using a "10‑area risk card" exercise to surface a client’s top priorities quickly. This approach accelerates the sales process, positions the advisor as a strategic partner, and enables ongoing compensation as the relationship deepens.

Accelerates sales process, speeds up mindset, and essentially allows us to get compensated to continue to take people ongoing through our sales process.
A lot of advisors in the industry today are, you know, trying to get hired because they bring in a different idea, like a cost containment strategy. And my argument is you got to get the agent record first to build that trust and credibility. But in your case, you're getting the trust and the credibility even before you get the AOR. I bring in the advisory role. I think that is phenomenal. And I've witnessed the 10 area of risk card exercise.
Yeah.
And I think it's, it's really cool to watch the business executive look at that and almost like They're playing a game, and then, and then before you know it, they've got the top 3 sitting there.
Yeah.
And it absolutely drives an impactful conversation.