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

Four questions you should ask in every discovery meeting.

12 Jun 2026 · 1 min

Watch on YouTube

0:49

Andy Neary walks through four questions for discovery calls: what's your number one goal, what does success look like, what's blocking you, and what's the impact of that problem. Ask them in order to understand what actually matters to the prospect.

Chapters

There are 4 I want you to make sure you ask every single time. First question, what's your number 1 goal right now? What is your number 1 goal right now? Whether that be with your insurance or just with the business, what's your number 1 goal? Set the stage, figure out why they're even talking to you. What are they trying to accomplish right now? Question 2, what would it mean if you could achieve it? This is the payoff question. What would success look like if you could hit your goal right now? Is it lowering insurance cost? Is it finding better insurance? Heck, it's maybe we need to generate some more bottom line revenue for the business. What would it mean if you could actually achieve that goal? Third question, what's the challenge? What's the problem keeping you from achieving it right now? Followed by the pain. How is that problem affecting you or the business right now?