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

November 16, 2023

16 Nov 2023 · 1 min

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0:41

Andy Neary recounts moving from Wisconsin to Colorado and discovering that self-funding health plans were uncommon in Colorado in 2014. He had three years' prior self-funding experience in Wisconsin and initially assumed prospects' lack of uptake was due to their ignorance; he then learned that knowing something isn't enough—being able to communicate it effectively is what creates influence.

Questions this video answers

2014.

Three years.

"Knowledge is not power. Your ability to communicate what you know is where the power lies."

Chapters

And I quickly realized I had a knowledge advantage out here. And I don't say that egotistically because we had been doing self funding for three years back in Wisconsin. Out here, self funding really wasn't a thing yet in 2014. In fact, for most advisors out here, self funding was cigna's level funded product. So I knew I had an advantage and I loved going and talking to prospects about my knowledge. But then every meeting I'd walk out going, what is going on? They don't get it. And I kept blaming my prospects stupidity. And here's where I learned a very important lesson quickly out here in Colorado. Knowledge is not power. Your ability to communicate what you know is where the power lies.