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

If you want to scale your book past $1M, focus on building credibility | thought leadership.

14 Nov 2025 · 1 min

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Andy Neary advises that top producers who want to scale revenue into larger deals (e.g., $50k–$100k and multiple six-figure opportunities) must build credibility and thought leadership online before engaging prospects. He recommends using platforms like LinkedIn to create content that speaks to C-suite executives and HR directors, and urges agencies to support their sellers by ensuring they show up online consistently to open bigger doors.

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If you have top producers who want to scale in bigger chunks than they used to, so bigger wins, 50,000 100,000 multiple six figure revenue opportunities, they must learn how to build credibility and thought leadership online. If they're targeting C suite executives, HR directors, whoever they might be targeting, they have to build that credibility before they ever walk in the door. And using platforms like LinkedIn, for example, to create content that speaks to their ideas, ideal prospect is one of the best things they can do. So what I will ask you to do, or I'm urging you to do, is think about how your agency can support that effort to make sure your top producers are showing up online every day. 24 7. Building the credibility and the thought leadership they need to keep opening doors and opening bigger doors.