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

The #1 reason insurance producers don’t hit their sales goals.

27 May 2026 · 1 min

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1:14

In this concise sales coaching video, Andy Neary explains that the primary reason insurance producers miss their sales targets is that they fail to allocate dedicated time for selling activities. He outlines three essential weekly priorities that must be time‑blocked: (1) cold outreach to prospects who don’t know the producer, using any channel (calls, emails, mail, door‑to‑door); (2) outreach to existing contacts, clients, and centers of influence to request referrals and strengthen relationships; and (3) visibility‑building actions that increase the producer’s public profile, such as social media, speaking, webinars, podcasting, or networking. By consistently scheduling these three activities each week, producers create a steady sales pipeline, generate regular Agent‑of‑Record letters, and achieve predictable, organic sales growth.

Chapters

The number one reason insurance producers do not hit their sales goals is they actually don't sell anything. That's true. They literally don't block time in their calendar for the act of selling. If you are a producer, you have three priorities every single week. Number one, you have to reach out to people who do not know you. That is called cold outreach. That could be calls, emails, snail mail, door-to-door. I don't care what it is. You do have to reach out to people who do not know you. Number two, You have to reach out to people who do know you and like you and can send you business. That could be clients, those could be centers of influence, but you have to block time in your calendar to ask for referrals and connect with centers of influence. And number 3, you have to get more people to know who you are, whether that's going to be on social media, speaking, webinars, podcasting, I don't care what it is, networking. You have to get more people to know who you are. If you time block those 3 activities every week, you are going to hit your sales goal. By leveraging people who do not know you, reaching out to people who do, and getting more people to know who you are, you will create a consistent sales pipeline, which will lead to consistent agent of record letters, which will lead to predictable organic sales growth.