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

I don't care how much money you can save me

13 Aug 2026 · 1 min

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Andy Neary says the first question a service provider should ask is "How are we doing?" Meeting expectations matters more than any cost savings you pitch. Without that foundation, financial proposals don't matter.

The number one question to be asked by every client at renewal or just right after is, how are we doing?
How are we doing?
And be okay with what you're about to hear.
Absolutely.
You may believe you're meeting expectations, but the only expectation that matters is your client's.
Absolutely.
You can sell me any great idea you want, any cost containment idea you want, but at the end of the day, if you don't meet my expectations, I don't care. I don't care how much money you can save me because you're not meeting my expectations.
Right. And how do you know if you haven't met their expectations if you don't ask?
Bingo.
That's the other thing. You have to be really okay with what you're about to hear, even if it doesn't feel great. And sometimes it doesn't feel great.