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

Your prospects are like athletes. They may look good on paper, but they still may not be a good fit.

28 Jun 2023 · 1 min

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Andy Neary reflects on attending Division I baseball games and contrasts measurable demographic metrics (height, size, velocity — e.g., 91–92 mph) with psychographic traits. He notes some pitchers who look good on paper but buckled under pressure, arguing that psychographic fit (handling pressure, stepping up) matters alongside physical measurements.

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But I'm watching all of these Division one demographic fits. And I noticed something really interesting.
There were a few of them that I'm not sure I would recruit psychographically.
What do I mean by that? Well, I'll bring it back to what I know best, which is pitching. I watched a few pitchers in these two games that I happened to have a chance to attend, and I saw a lot of good demographic measurements. Kids with height, kids with size, weight, throwing 91, 92 miles an hour. But what I also noticed was kids who buckled under pressure.
Under pressure. Kids who didn't. Didn't step up when the pressure was on, when there were skies on second and third.
And this kind of goes back to the old adage in sports.