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

This 👆is what it sounds like to be an insurance BROKER, and they’re a dime-a-dozen.

12 Apr 2025 · 1 min

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Andy Neary spent 15 years selling employee benefits to small businesses using the same script every broker used: collect employee counts and current plan details, return with quotes that looked identical to what they already had, and hope they wanted to switch. He explains why that model barely works.

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I can remember selling benefits 15 years ago, and at that time I was selling primarily small group business and I would walk in and it was the same conversation every single time. What's your X date? How many employees do you have who you're currently with? What are your plans? What are the deductibles? What are the out of pockets? Okay, well, if you're interested and are willing to give me a census, I'll go get a bunch of quotes. Oh, by the way, you're current broker can get the same quotes. And I will try to win the business from your competing broker by showing you the same plans he or she is currently showing you. Good luck. Right. And unless the prospect was done with their existing broker and ready to leave them, your success rate was extremely low. Yet there are brokers today that still operate under this model.