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

If your sales pitch ends in a spreadsheet… you’ve already lost.

13 Apr 2026 · 1 min

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Andy Neary argues that ending a sales pitch with a spreadsheet kills your value proposition. When you compete on price alone, clients shop around constantly. Instead, focus the conversation on what makes you different.

Chapters

I think most people, including advisors and brokers, are tired of the spreadsheet because there's no uniqueness to it. Everybody has a spreadsheet. How do you speak to the value that you bring as an advisor or a captive or a solution when you're on a spreadsheet? You can't. You are simply presenting an offer based on price. It was funny, we were walking through this quote the other day and it came from Glen Gary Glen Ross, but it's, "People who buy on price always buy twice." And that hit me hard. And if you're, if you're buying on price, you're going to buy something else and buy something else. But if you're buying something on value, oftentimes you buy once.