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

Stop measuring results—track daily activity. Consistency drives real sales success!

8 Sept 2026 · 1 min

Watch on YouTube

1:05

In this concise YouTube monologue, Andy Neary addresses agency owners, executives, and sales leaders, urging them to shift their performance metrics from outcome‑based results (wins, new revenue) to the daily sales activities that generate those outcomes. He describes the emotional volatility many experience when they focus solely on results—riding highs after landing an account and lows when revenue stalls—leading some to consider quitting. Neary argues that measuring activity improves self‑esteem and builds week‑over‑week consistency; sustained consistent effort, in turn, naturally produces sales results. If results still lag, the problem lies in targeting the wrong prospects or delivering the wrong message—issues that can be corrected. The core message is to stop measuring only results and instead track the actionable activities that drive sales.

Chapters

If you own an agency, you're an executive or sales leader, measure the activity, don't measure the result. I watch producers every year go through this emotional roller coaster. I used to go through it myself. And you're oscillating between feeling like you're on top of the world because you got an AOR or 2, to wondering if you have what it takes to even succeed in this business. You should just give it up and go try something else. And they do this month to month, and it's all predicated on their sales success. And the only metric they're using to measure that success is wins, new revenue. If instead you measured the activity that goes into it, not the result, here's what I believe happens. Number 1, your self-esteem improves. Number 2, your consistency improves. And as long as you stay consistent and persistent week in and week out with the activity, sales results will take care of themselves. And if they don't, that means you're targeting the wrong prospects or you have the wrong message. That simple. And those 2 you can fix, but you gotta stop measuring just the results.