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

Learn how to have a money convo with the C-suite and you will elevate your credibility.

16 May 2025 · 0 min

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0:21

A short conversational clip from a YouTube interview where Andy Neary and guest Noel discuss a career shift: moving from selling voluntary benefits to engaging C-suite executives in finance-focused conversations. Noel emphasizes that newer selling requires 'money conversations' and greater business acumen, including discussing rate increases and profit-and-loss impacts with CEOs/CFOs.

What was the biggest shift for you? Going from primarily selling voluntary benefits to now you can offer it all.
Having a. Having a money conversation.
Okay.
When you're with Aflac, you're mostly dealing with an office manager and HR professional. You never dealt with CEO or cfo. If you did, it was mostly at, you know, at post enrollment or something like that, where they may be. Oh, hey. Oh, you're the. You're the guy.
Yep.
And that was it. Okay. You know, because these kinds of products were not costing a business anything to offer. But now you're shifting it to having. Okay, well, now we got a rate increase. Now you're going to talk about money. You had to talk about finances, so you had to really increase your business acumen.
You're talking more about Noel. This is having a business conversation with the profit and loss statement in front of a cfo. Is that where you felt like you had to make the biggest transition?
I didn't even know what a PNL was. Yeah, and there's probably a lot that don't.