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

Quit teaching new dogs old tricks. Cold outreach cannot be an insurance producer’s only tool.

13 Oct 2025 · 1 min

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1:06

Andy Neary argues that current onboarding for new insurance producers is outdated because it focuses almost exclusively on cold outreach (cold calling and cold emailing). He warns that cold outreach now requires more time and yields lower returns than in the past, and that training should broaden beyond these channels—especially given generational differences among new producers.

Chapters

When I think about a new producer, if you're a sales leader or an executive in an agency, this is how I want you to start thinking about this. You've got new, unvalidated producers who are new into the business, right? They're going to have a lot of time for production. So what are you doing to teach them how to do successfully today? I'd still argue that in 2025, our mode of training at that level is pretty outdated. We are still teaching them how to cold call, how to cold email, which again, has to be a part of the equation. But our training stops at that point. And a lot of producers who are new to the industry remember, we're dealing with a whole new generation as well. Gen Z, Gen X, millennials, you name it. We're training them how to do it like we did 30 years ago. And we're leaving them with those channels as the only way to go out and make a living. And if you've listened to any of my content over the past year or so, you know, I talk about the fact when it comes to cold outreach, the math isn't in our favor right now. It's just harder than it used to be. It requires more time to get the same result as we did five to 10 years ago. So if you leave your producers with training that just focuses on cold outreach, they're going to struggle. The.