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

If you manage unvalidated insurance producers, PLEASE watch this 👆.

30 Oct 2025 · 1 min

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0:52

Andy Neary gives managerial advice for leaders working with new/unvalidated insurance producers: teach them both cold outreach and how to build brand awareness because the modern insurance sales cycle is longer and more competitive than in the past. He contrasts the straightforward 2002-era approach (fast conversion of cold suspects into appointments and quoting) with today’s environment where longer cycles and more brokers require brand-building as a primary step to winning business.

Chapters

So my advice to you is if you're trying to help producers who are new to the business leverage their time effectively, not only teach them how to utilize cold outreach but teach them how to build brand awareness. When you look at the modern day insurance sales cycle it is not like it used to be. When I got in the business in 2002 I think the sales cycle was pretty straightforward. Take a bunch of cold suspects, turn them into appointments as fast as you can and then when you get the chance to meet with them eventually you're going to throw a bunch of quotes at them. And if you are competitive and have built a little credibility and a good relationship you got a chance to win. But that's not how it works anymore. One, the sales cycle is longer. Two there's more brokers than there ever been so there's more competition and the first step to winning in the game of sales today is building brand awareness.