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

Don’t assume the prospect knows how to hire you. You must ask for the business.

14 Sept 2026 · 1 min

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Andy Neary says most salespeople never actually ask prospects to hire them. Look them in the eye, tell them they're a perfect fit for what you do, and ask for a yes or no. Without that direct ask, your pipeline stays full of activity but you close nothing.

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Don't assume your prospect knows how to hire you. You gotta show 'em you want it and you gotta ask for it. You gotta be able to look 'em in the eye and say, listen, we've identified what your problem is. I know you are a perfect fit for what we do. Do we have an opportunity to work together or not? You have to be able to ask for the business confidently. And I know what the fear is. By asking, they could say no. That's part of sales. What did I say in tip 1? The goal in sales is to get a clear yes or no? Hard to get a clear answer if you don't ask. So that's my advice for you, struggling producer wondering why you've got a lot of activity but no final results. I guarantee if you go look at what's in your pipeline, you're just not asking for business enough.