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

Trust is foundational to any relationship, but it won’t win the business. This will…

7 Sept 2026 · 1 min

Watch on YouTube

1:01

Andy Neary argues that trust alone doesn't close deals. What moves prospects to buy is alignment on their desired outcome and removing friction from the decision. More calls won't help if you're solving the wrong problem.

Our clients have to make hard decisions every day, and this book will teach people how to do that. There's nothing out there that gives you a practical guide to actually remove what's in the way. How do I just remove what's in the way so value can reach its natural conclusion?
When a producer has a prospect stuck in the pipeline, they think it means, okay, I need to jump on another call with them, jump on another meeting with them, when the reality is they're probably solving the wrong problem.
If value is already clear, more value is not going to help. the situation. Trust is not the currency of decision-making, period. Trust does enable movement and allows things to happen during V3, and it's foundational for any relationship. But what actually moves a decision is alignment. That's what moves a decision. Trust is not the currency. It's not. Decision velocity is when a decision is made after all the friction is removed. If you can just remove what's in the way, people are actually really smart once they know what they value and they know what they want. Now you just have to help them see it clearly and then make them strong in their decision.