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

FACT: Most Sales Training Is Outdated

25 Oct 2023 · 1 min

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Andy Neary argues that sales/insurance training is outdated. He illustrates this with a conference anecdote in Salt Lake City: a 70-year-old insurance professional with 45 years' experience was trained by being given a phone book and told to 'pound the pavement', and a woman with three years' experience reported the same training—showing little has changed.

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The way we train people today is outdated. I know in the insurance industry, we're teaching new dogs, old tricks. I was speaking at a conference back in October in Salt Lake City, and just like this, a room full of insurance professionals. And I was on stage, and I looked to my left and over. Sitting at the far, far left table was a insurance professional in his 70s. And I looked at him, I said, sir, how long have you been in the industry? And he proudly said, 45 years. I said, when you got in the industry, how were you trained? He said, I was given a phone book, told to go pound the pavement. And I looked to the center of the room. There was a younger woman, probably in her early 30s, sitting right in front of me. I said, ma', am, how long have you been in the industry? She said, three years. I said, how were you trained when you got in the industry three years ago? She gave me the same answer. So the way we're training people is completely outdated today.