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

Fact: Sales training in the insurance industry is outdated.

30 Oct 2024 · 1 min

Watch on YouTube

0:53

A short YouTube segment featuring Andy Neary and a second speaker recounting an anecdote that illustrates how sales training in the insurance industry has remained unchanged across generations. The speakers compare an advisor in his early 70s who had been in the business 45 years and a woman in her early 30s with three years’ experience; both were taught to prospect the same way (given a book, a phone, a desk and a plan to go door-to-door).

Questions this video answers

45 years.

Three years.

I was speaking at a conference a couple years ago and I can remember standing on a stage.
Just like this.
And I looked over to my left and there was a gentleman sitting up against the wall, probably.
In his early 70s. And I said, sir, how long have.
You been in the business?
They said 45 years. I said, okay, how were you taught to prospect.
When you got in the.
Industry 45 years ago? Stood up proudly.
And he says, I was given a phone.
Book, a phone, a desk and.
A plan to go door to door.
Well then I looked to the center of the room and I said I.
Saw a younger.
Woman who probably was.
In her early 30s.
I said, Ma', am, how long have you been in the business?
She said, three years.
I said, how were you taught to prospect?
Her answer.
Wasn'T much different.
Two advisors four decades apart taught the.
Same way.
To prospect.