Andy Neary left insurance advising to become a performance coach, helping advisors improve closing ratios through better messaging and positioning. He sees the role as marketing consulting that trains advisors to attract the right prospects, filling a gap where many advisors lack development and support.
Chapters
So this is going to be interesting. And I think before we get exactly to this question, I know we talked about up to the baseball career, but obviously you've had an extensive career in the insurance advisement space preceding being a performance coach. So can you talk to me about that channeling or sort of traversing that section of the industry until you got into being a performance coach?
Yeah, it's, you know, it's a question people have been asking me lately because now they see me as the coach consultant to advisors and agencies. Question I get asked is, so you don't advise anymore. Why not? And I realized, Spencer, that I have a gift, and that is a gift to grab attention. And early on in my career, or I should say even career, seven, eight years ago, when I was really starting to build the brand, I realized some of that intention was unwarranted because I was good at grabbing it. But had I really proven myself? I don't know. But I had an ability to put myself in front of the right audience because of the brand.
Now, if I were also an amazing closer.
I would be sitting on a $10 million book of benefits business right now, and I wouldn't be doing what I'm doing today. I'm being honest with you. But I realized what my gift is and I stepped into it. My job, my passion is to help other people get the attention they need.
So they can do what they do best. And that's closed business.
Awesome. So that is. So that's obviously what we're going to talk about now is a performance coach. Can you define. I mean, because I know you're so.
You're.
You have this same problem that we have in that we're in a category of what we do at Plansite that's being started and created, and everybody wants to put you in a bucket that you don't quite fit in. What, How. Because this is. You're the guest here today. How do you define what a performance coach is to insurance advisors?
If you. If you know, can you tell me, let me know what it is in our industry, I'm gonna make it very simple. It's a marketing consultant, but really what a performance coach is. Spencer, if you and I were to sit down with most advisors today and you take enough time getting deep enough with them, I'm willing to bet there's a lot of advisors who actually don't like what they do. Why are they doing it? Because somebody brought them into the fold. Right. Most of us didn't get in here by design, but they brought him in said, hey, you can make a lot of money if you stay around long enough and you can play golf three days a week. And.
But what I realized is so many people are not living up to their potential in this industry, I myself included years ago. It's because they're getting, they don't have the lacquer, they're not being trained like they should, they're not being supported like they should. I've heard agencies say, sorry, we are not going to invest in you and your development. We already pay you too much in salary.
And therefore they aren't given the tools to go get the right attention from the right prospect. If you are able to get the right attention from the right prospects, your closing ratio will double.
The problem is, too many advisors spend too much time grabbing the wrong attention from the wrong prospects or the right attention from the wrong prospects, and it leads to frustration. So, as a performance coach, my job is to put them in the right position with the right message so that their ratios go up and they end up loving.
