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

You can’t just be the client’s “golf buddy” anymore. Buyers want real value. Are you creating it?

7 May 2025 · 1 min

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Andy Neary argues that sales has shifted from relationship-building to expertise. Millennials in buying roles want credible advisors, not golf buddies. Now it's less about who you know and more about who knows you.

Chapters

People are making business decisions differently. They just are. Millennials make decisions differently and as they're emerging into these decision making roles, us as salespeople need to adapt to that. Right. Adapt to what they are looking for, questions that they are asking themselves. It's no longer this business where you just get deals done on the back of a cocktail napkin or on a golf course. Relationships are important and I don't mean to downplay that.
Yeah.
But I also think people want credibility. They want people that know what they're doing that have expertise in their respective disciplines. I think that's more important now than ever. And putting content out there is a way to overcome that on the front end.
Yeah. And business is not just about who you know anymore. It's about who knows you.
Yeah.
Right. And that's where I think a lot of the veterans in our industry are missing the boat. They still think the Rolodex is the most important thing you can have but it's the attention.