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

Here’s some of the best sales advice I’ve ever received. #salestraining #sales #salestips #insurance

13 Jul 2023 · 1 min

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Short spoken anecdote by Andy Neary arguing that sales should prioritize quality over volume. He recounts a peer — a former TPA sales director — who each year set out to sell 12 new employer groups but treated the opportunity as exclusive ("12 gold coins"), signing all 12 on January 1 and then spending the year determining which companies actually received the value.

Chapters

Why are you trying to go after volume.
When you should be going after quality? I learned this lesson from a peer of mine in the industry who has gone on to do extraordinary things in the insurance industry. He works with some of the largest companies in America now. And I remember when I first met him, he was actually a sales director for a tpa. And this specific TPA knew that there were certain kind of employers that were a good fit for the TPA to do its best work. The peer of mine knew every year his job was to go sell 12 new groups. And here's how he did it. He actually went to the market and he sold it as if it's a. An exclusive thing. He had 12 gold coins to give out, and he went out every year, spent the year finding out which 12 companies were going to be lucky enough to get the gold coin. And here's what happened. Here's what's interesting. He would sell all 12 groups on January 1st, and he'd spend the rest of the year determining who got the gold.