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

Two key ingredients to create consistent sales opportunities.

20 Jul 2026 · 0 min

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Andy Neary says salespeople need likability and credibility in equal measure. Lean too hard on likability and you get stuck in endless meetings that go nowhere. Lean too hard on credibility and you look smart but still don't close deals.

You need two things to win in sales today: likability and credibility. And I think producers tend to go too far one way or the other. If you focus on just being likable, that's where you get caught in the 3, 4, 5, 6 meeting trap going nowhere. But if all you do is focus on credibility and how much you know and want to display your knowledge, that's where you feel like you've kicked butt, but it's not going anywhere.