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

Remember the 20-60-20 Rule. Not everyone will like you.

24 Jul 2026 · 1 min

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Andy Neary breaks down audience dynamics into three groups: 20% already like you, 20% never will, and 60% are persuadable. Most people waste energy trying to convert the unmovable 20% instead of focusing on the receptive majority.

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He said, I want you to remember the 20-60-20 rule. And that is, in that room, there's going to be 20% of the people who already know you and love you. So no matter what you say, they're gonna love it. No matter what you do, they're gonna love it. They probably know you from LinkedIn or wherever. You already got 20% of the room bought in on it. However, another 20% of the room is never going to go with anything you say. No matter what you say, how you say it, they're never buying in. For whatever reason, they don't like you. They don't, they don't resonate with you. They don't connect with you. Heck, maybe they don't even like you because I wear a man bun. I have no idea, but they're never going to resonate with you. And here's where we all screw up. We spend so much damn time trying to please the 20% of those people who are never going to buy into us in the first place.