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

If you want to scale your book of business, you MUST have a repeatable sales process.

11 Apr 2025 · 1 min

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Andy Neary argues that teams cannot scale their books of business without a repeatable, uniform sales process. He observes that individual sellers often use disparate or no processes (examples: Bill, Betty, John) and recommends defining and rinsing-and-repeating a consistent sequence of actions for prospects — e.g., clear expectations for meeting one, actions between meetings, assessments/surveys, standardized proposals and slide decks. He contrasts brokers (who sell products) with consultants (who sell processes).

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I watch. Too many teams have no process, especially a unified process amongst all producers to turn a prospect into a client. Bill's doing it his way, Betty's doing it her way. John doesn't even have a process. He just spits a bunch of shit against the wall and hopes it sticks. Nobody's got a process and it's not uniform. You want to have success as a team, you got to have a uniform sales process. What happens in meeting number one? What are you doing after the meeting between meeting one, number one and number two? Do you use an assessment to use a survey? What are your proposals look like? Do you have a uniform slide deck that you use in your proposals? Whatever it is, you gotta have some form of process. Remember, brokers sell products, consultants sell processes. You've got to have a defined sales process that you rinse and repeat with every single prospect.