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

If you want to hit your sales goals, master the follow up. Persistency = predictable growth.

2 Feb 2026 · 1 min

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In this segment, the speaker reflects on his early career shortcomings in sales follow-up, admitting he was lazy and avoided persistent outreach. He cites internal research showing that over 80% of insurance producers contact a lead only twice before abandoning it, often counting emails and texts as sufficient follow-up. The speaker highlights a widespread aversion to phone calls, likening them to kryptonite for many modern salespeople. He also points out that many agents, especially those with at least a year of experience, sit on massive lead databases they either don’t know how to leverage or are unwilling to work, underscoring a critical gap between available opportunities and effective follow-up practices.

Chapters

One of the things I learned back in the day was because I knew who I was when I was a starting sales guy I I honestly I was really not good at follow up. I was lazy as a good salesperson should be. Right. And it's the reality is is in the insurance space and we've got so much research data we did on this is that over 80% of producers will only call a lead twice and then give up and they'll then they'll also love to count like emails and text as maybe even part of that Right. And picking up the phone seems to be like looking at kryptonite to most of these sales guys these days. Right. We know where the world is with this and we know agents especially agents who've been in this market for at least maybe a year or so are sitting on enormous databases of leads but they just don't know how to really work them nor do they want to work them.