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

Knowledge means nothing when you’re selling to the WRONG prospect!

27 Feb 2023 · 1 min

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0:37

Short YouTube monologue by Andy Neary describing his experience selling self-funding solutions in Colorado after moving from Wisconsin. He recounts expecting an advantage from his knowledge but finding meetings did not lead to repeat conversations, and identifies a problem in his approach.

Chapters

So when I came to Colorado, a market that wasn't as experienced in self funding as it was in Wisconsin, I felt I had a big time advantage over my competition. So I was excited. Right. I wanted to schedule as many meetings with is, with as many organizations as I could and just talk about how much I knew about self funding. You know how well that worked. Yeah, it didn't. Why? Because I would walk out of every one of those meetings excited because I got to share my knowledge. But not one of those meetings turned into a second conversation. And I quickly realized where my problem lied.