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

Failure isn’t a lack of talent, it’s a lack of preparation.

7 May 2026 · 1 min

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In this monologue, the speaker argues that success is driven more by systematic preparation than innate talent. He illustrates the point by referencing Paul Skeens’ warm‑up routine, describing how deliberate preparation routines can be transferred to sales contexts. The speaker emphasizes that mastering any sales‑related skill—whether cold‑calling, completing technical forms, or other tasks—requires dedicated time and structured practice. He then connects this personal philosophy to his work at Tricor, explaining how the company embeds preparation habits into its culture to improve performance.

Chapters

If you think about how often successful people prepare, you know, think of— again, we talk about the kind of the evolution of preparing to perform, right? You look at someone like Paul Skeens and you look at his like warm-up routine, right? Like there are preparation components and how people can get ready to sell, right? And I think that is the one thing that has translated and we talk about that here, you know, at Tricor is You know, how do we prepare? And frankly, if you want to cold call, if you want to learn technical forms, if you want to do whatever, it all takes time and preparation to develop the skill set. It's just a different skill set. And I think that translation and transition was something that certainly helped me. And it's something that at least I try to still focus on to this day.