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

The two levels of confidence that lead to more sales success.

14 Oct 2026 · 1 min

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Andy Neary distinguishes two types of sales confidence: helping confidence, where you believe you can genuinely assist the prospect, and desperate confidence, where you're focused on closing at any cost. Prospects sense both energies. The helping kind builds trust and keeps their interests first.

The first level is I can help these people, I can help these people, I can help this business, and conveying that through your communication. The second level of confidence is being able to go into an opportunity with the goal that I am just here to help the prospect make the right decision. Whether that means we work together or not is irrelevant versus going in with desperation saying, I got to be perfect, I've got to win this. It's 2 very different kinds of energy and the prospect can feel that.