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

The best way to overcome objections? Say them before your prospect does.

27 Oct 2025 · 1 min

Watch on YouTube

1:00

Short excerpt from a sales-advice video by Andy Neary arguing that salespeople should proactively surface common objections in their outbound content (e.g., LinkedIn posts, emails) and explicitly state which prospects are not a good fit. Doing so helps prospects self-disqualify or more easily overcome objections, saving time for both parties during prospecting calls.

Chapters

Take it a step earlier, I would be using objections in my content that I'm posting on LinkedIn or email. Why? Because if you talk about it first and you talk about it often, you make it easier for your prospects to overcome those objections. Number two, talk about why people wouldn't be a good fit for you. I do that often. When we're on prospecting calls today, I talk about the type of agencies, the type of producers that would not be a good fit for us. Why? Because I'm giving that prospect an opportunity to either identify with that disqualifier or say, nope, that's not me. Now, I am going to talk about what makes a good fit as well, but I'm going to talk about the type of producers or agencies that we just can't create a good result for. Why? Because if that is them, we just spent 15 to 20 minutes on a call and we both came to the conclusion that they're not a good fit. No harm, no foul. They got a clear, no uncommon tip, number one, and we spent 15, 20 minutes, no time wasted.