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

If you’re afraid to implement a cost-containment tool with your best clients, you’re not innovative.

20 Oct 2025 · 0 min

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Andy Neary says agencies claim to believe in cost-containment tools but won't use them with their best clients, which proves they don't actually trust the approach. Real innovation means being willing to enroll your most valued accounts.

Right. Because I think another thing I see quite often, I represented a captive about seven or eight years ago. I helped sell one. And what I ran into time and time again with the agencies we worked with is they would want to use use it as a wedge to get new business, or they were trying to push a horribly unhealthy group through it because they had no other options. Right. Rarely were they willing to put their most valued client into that program. That told me they didn't buy into it enough.