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

Sales is about communicating your product in terms your prospect understands.

9 Sept 2025 · 1 min

Watch on YouTube

0:31

A short YouTube excerpt featuring Andy Neary advising sellers to translate their product/benefit messaging into the prospect’s language and priorities. He emphasizes attention as the goal and gives a concrete example: if you speak HR/benefits jargon to a CFO you’ll be redirected, but if you explain how benefits affect the CFO’s P&L you capture their attention.

Chapters

If you can take what you do, commercial or benefits, and tell it how. Tell me how it impacts me and my industry. In my terms, you've got my attention. Attention is the name of the game. It's just something as simple as benefits, you know, regardless of industry. If I'm targeting a CFO and I start talking about the traditional lingo we use in benefits, guess what's going to happen? Oh, you want to talk to our HR department? They're down the hallway. But if you can tell me how benefits impacts my P and L, because that's my focus now, you got my attention.