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

If you want to have success selling insurance in today’s world, follow these 👆4 steps.

26 Jan 2026 · 2 min

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This content was created by Andy Neary. This content was uploaded by Andy Neary. This is a YouTube video titled "If you want to have success selling insurance in today’s world, follow these 👆4 steps." (created 2026-01-26). The excerpt is a spoken presentation by a single presenter giving sales and marketing advice for insurance professionals. It focuses on Pillar One — clarity: defining the target "suspect" audience (demographics, industry, size, decision makers), deciding what you want to be known for, and using educational content to build awareness that turns suspects into prospects via modern channels (social media, email, webinars, podcasting, public speaking). The clip appears to be part of a four-step series about selling insurance in today’s market.

Chapters

You can adapt to it so you can have more success with it. So let's dive in. Let's start with pillar number one. The first phase of the modern day sales cycle looks a lot like the traditional. It starts with a suspect, right? It starts with somebody who does not know who you exist. They don't know how you're different than anybody else. They can see that you're a broker. They may not even know you exist today. The first thing you have to do if you want to leverage the modern day sales cycle to its fullest is you got to get clear about who that suspect is. Who are you trying to attract in your world? Stop trying to call just any suspect. Who are you trying to do business with? Pillar one is clarity. Get clear about who you're trying to attract in their world, what are their demographics, who you're trying to go after. From a size perspective, industry perspective, geography, what decision makers are you trying to get the attention of? That's step number one. Before you even try to turn a suspect into a prospect, you got to be clear on who the suspect is you're trying to attract. What do you want to be known for? What problems do you want to solve? What are your top prospects today need to know to hire you? If you're going to build a content strategy to turn suspects into prospects, it has to start with leaning into content that's built around what you do best and what top prospects need to know to hire you. Be an educator. This is how you build awareness. This is the first bridge. Remember what I said about the outdated sales cycle? Literally, the bridge between suspect and prospect was cold outreach. That's it, Cold activity. Well, now the bridge between suspect and prospect is actually awareness. You have to start by building awareness with those prospects using the marketing channels that exist today. Social media, email, webinars, podcasting, whatever you name it. Public speaking, right? So that's how you master pillar number one. You got to be clear on the suspect and you have to create content that builds awareness for you so they know you exist.