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

Lesson: if your producers are crushing it, get out of the way and support the hell out of them.

13 Jan 2026 · 0 min

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0:25

Timothy shares a mentor's lesson from Phoenix: treat your best salespeople like thoroughbred racehorses with individual needs. Audiences come to watch the performers run, not the coach. Get out of the way and support them.

One of my early mentors out there in Phoenix. He used to say, he's like, timothy, you know, salespeople are like these prized thoroughbred racehorses. And, you know, this one wants its oats warmed, and this one wants its oats warmed and soaked in water. This one wants its hair brushed from left to right, and that one from right to left. And, like. But people don't go to the racetrack to see the owner of the track. They go to watch the horses run. So, like, don't ever. Don't ever forget that.