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

Sales Hack: drop the ego and find people who have skillsets that offset your weaknesses.

28 Apr 2026 · 1 min

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In this segment, the speaker emphasizes the importance of honest self‑assessment for advisors, using a basketball "starting five" analogy to illustrate that a high‑performing team requires five distinct skill sets. He outlines the core competencies of a successful advisor—prospecting, client advising, meeting leadership, technical expertise, and relational ability—and notes that few individuals excel at all of them. By pinpointing personal deficiencies (e.g., X, Y, Z), the speaker advises seeking collaborators who excel in those areas and systematically filling the gaps to construct a stronger, more balanced advisory team.

Chapters

First, it starts with identifying, really looking at yourself and saying, hey, where am I deficient and where am I skilled? And I always compare it to a starting five on a basketball team. You know, if, and I say it goes back to this, I'll connect the dots. Like no starting five has five point guards. They might go big, they might get small every now and then, but you gotta have five very different skill sets. And I think being a really good advisor also takes five very different skill sets. And there's, you could argue more, but you know, from prospecting to advising clients, to leading meetings, to being technical, to being relational. They're just, in my opinion, there's not many advisors in the country that are pros at all those things. So when you step back and you say, okay, if I'm going to build the strongest team, where do I, how do I start looking? And for me, it was very quickly going, hey, I'm not very good at X, Y, and Z. One, how can I find someone to complement that? And then two, you know, how do we start looking at the rest of the team and say, how do we plug those holes?