Andy Neary (YouTube, July 5, 2020) argues that the skills that achieve an initial level of success often won’t carry you to the next level. He uses sports analogies (college football vs. NFL; single-A/AAA vs. majors) to show that higher tiers require new skill sets. For business—specifically health insurance advisors—Neary recommends developing a brand, clarifying a target audience and a focused message, and massively distributing that message to create awareness; he claims this approach will help double revenue milestones (e.g., $0.5M→$1M).
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The best team in college football could beat the worst team in the NFL. Have you ever heard somebody say that? Just a few years ago we were talking about how Alabama could beat the Cleveland Browns or the Miami Dolphins. Are you kidding? Do you understand the gap in talent between the best team in college football and the worst team in the NFL? The Browns would have wiped Alabama off the field. Why? Because playing at the NFL level requires a whole new skill set. What made you great in college football won't necessarily make you great at the NFL level. You have to take your skills to the next level. Same holds true in professional baseball. Right? There's single A, AAA and then the majors. You can make it to single A. You can get drafted on pure raw talent. But to make it from AAA to the pros, that gap is so big. That jump is so big. That's why so many baseball players are great at the AAA level, but they can't make it at the major league level. And the same is true in your business. Let me give you an example. I see a lot of health insurance advisors have success. They've grown their book of business to a milestone. Half a million million dollars on pure hustle and grind. But to double that number is going to require a whole different set of skills. What got you the first milestone is not going to get you the second milestone. What you need is you need to start going to work on your brand. Who do you want to be? How do you want people to view you? Then you need to get laser clarity on who your target audience is and what your message is for that audience. And then you have to go to work and distributing that message far and wide. You have to create massive awareness. If you grow a brand, a brand message and create a ton of awareness around that brand message, I promise you, you're gonna take your half a million dollar book to a million, your million dollar book to 2 million. Let me know what you think. Do you agree or disagree? Because I truly believe to have success and to double to reach the next milestone in your sales career, if you're a health insurance advisor or not, requires a whole different set of skills. It requires a brand new, a message and a hell of a lot of awareness around that message. Let me know what you think.
