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

Sales Tip: Figure out what clients let you do your best work, and go find prospects just like them.

18 Apr 2025 · 1 min

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Andy Neary says stop cold-calling everyone. Instead, audit your best clients to find what makes them tick: their size, location, revenue, and what makes them actually receptive to your work. Then go find more people exactly like them.

Chapters

Stop trying to call any prospect. You have to get focused on who is the best fit for your business. I'd sit down today and I would look at my current list and ask myself this question. Who are my best clients today and why? What is it about their demographics, the size, the location, the revenue, the number of employees that makes them a good fit for me? Number two, what is it about their psychographic who are these people? Why are they such a good fit? Why do they let me do my best work? If you get clear on those two things, you're already going to upgrade your prospecting because you're more clear about who you're trying to attract in the first place.