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

Sales training in the insurance industry is outdated.

15 Apr 2024 · 1 min

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Andy Neary describes how insurance sales training hasn't changed in decades. At a conference, he found that advisors with 45 years of experience and those with 3 years were taught the same prospecting method: use a phone book, make calls, knock on doors. The industry is stuck.

I was speaking at a conference a couple years ago, the International Di Society Conference, and I remember standing on a stage just like this and I looked over to my left and there was a gentleman sitting up against the wall, probably in his early 70s.
And I said, sir, how long have.
You been in the business? They said, 45 years. I said, okay.
How were you taught.
To prospect when you got in the industry 45 years ago? Stood up proudly and he says, I was given a phone book, a phone, a desk and a plan to go door to door.
Well, then I looked to the center.
Of the room and I said I saw a younger woman who probably was in her early 30s.
I said, Ma', am, how long have.
You been in the business? She said, three years.
I said, how were you taught.
To prospect?
Her answer wasn't much different. Two advisors four decades apart taught the.
Same way to prospect. Folks, we have a problem.