Bullpen Sessions with Andy Neary

Luke Aslesen, the super-passionate co-founder of INFRMD, joined me this week to share why he felt the need to create “The Netflix Of Benefits Education.” As we all are pretty well aware of at this point, the average American has no idea how to navigate their employee benefits, and Luke's mission has been to create a simple, easy-to-use platform with engaging content to increase healthcare literacy.We also discussed the industry at large, why it's been so late to the content game, and why we're eager to see the younger generation step up and take some of that business.▶▶ Sign Up For Our Social Media Sales Seminar:https://www.completegameu.com/registration-SMSSKEY MOMENTS(00:00:00) Introducing the Netflix of Benefits Education | with Luke Aslesen(00:00:32) Why INFMRD Was Founded(00:12:09) Insurance Companies Are Late To The Social Game(00:13:15) Increasing Engagement Through Diverse Content(00:27:12) Simplifying Benefits Education for Overworked HR Teams(00:42:09) The Insurance Industry Needs to Embrace Technology(00:48:55) Client-Centric Social StrategiesCONNECT WITH ANDY NEARY

Are your health and fitness really that important to business success? In this episode, I'll explain why I believe they are. I'll also walk through my weekly/daily routine, including when I wake up, my exercise routine, and my meal prep strategies that all play a huge role in keeping me consistent. I understand that I have more time to devote to this routine than most, but I hope you'll still be able to take some advice and build a routine that works for you.▶▶ Sign Up For Our Social Media Sales Seminar:https://www.completegameu.com/registration-SMSSKEY MOMENTS(00:00:00) How I Design My Life For Business Success(00:00:47) Why Health/Fitness Are So Key To Business(00:06:10) My Morning Routine(00:13:06) How To Stay Consistent While TravelingCONNECT WITH ANDY NEARY

Stephen Snyder joined me this week for a wide-ranging discussion on Kentucky, college baseball, transitioning from voluntary to employee benefits, and bourbon.Stephen made the shift a few years ago and shares some of the key differences, such as the different volume in sales, completely unique sales cycles, and the need to think differently when selling employee benefits. He also shared how content has allowed him to build a brand for himself, both in the VB and EB worlds. If you're currently in voluntary benefits and looking to switch, or have just made that transition, you'll get a lot out of this episode of the Accelerate Your Insurance Sales Podcast.▶▶ Sign Up For Our Social Media Sales Seminar:https://www.completegameu.com/registration-SMSSKEY MOMENTS(00:00:00) From Voluntary Benefits To Employee Benefits | with Stephen Snyder(00:00:24) Growing Up In Kentucky(00:05:15) Juco Baseball(00:13:23) Career Shift from Voluntary Benefits to Employee Benefits(00:19:22) Why Employee Benefits Is So Different(00:36:12) Networking and Growth Through Content CreationCONNECT WITH ANDY NEARY

Which of your clients do you actually align with? They might not be the ones who make you the most money, but they're consistent, reliable, and their personalities and goals are similar to yours. In this podcast, I'll walk you through how to identify those clients and attract more of them to your business. Once you know who you want to work with, marketing becomes so much simpler.▶▶ Sign Up For Our Social Media Sales Seminar:https://www.completegameu.com/registration-SMSSKEY MOMENTS(00:00:00) How To Attract Ideal Clients To Your Business(00:01:11) Which Clients Align With You?(00:02:47) Attracting Ideal Clients To Your BusinessCONNECT WITH ANDY NEARY

Madison Baker and Madison Cole are two of the best examples of how content can change your career. They're both young and early in their careers, but they've made names for themselves through authentic content on LinkedIn, and as they share on the episode, that's directly led to success with their clients.We talked about how and why they got started with content, the need to stay authentic, and some strategies for those just starting out. If you want to learn how to stand out in the insurance industry, you need to tune in to hear what the Madisons have to say on this week's episode of the Accelerate Your Insurance Sales Podcast.▶▶ Sign Up For Our Social Media Sales Seminar:https://www.completegameu.com/registration-SMSSKEY MOMENTS(00:00:00) Standing Out In The Insurance Industry | with Madison Baker & Madison Cole(00:09:55) Authenticity and Vulnerability in Branding(00:11:24) Elevating Professional Success Through Personal Branding(00:18:33) Building Credibility through Genuine Content (00:24:26) LinkedIn Networking Strategies(00:30:06) How Personal Brands Lead To Professional GrowthCONNECT WITH ANDY NEARY

We flipped the script on this week's episode as Amy Essig, our Director of Client Content Strategy, interviewed me about my daily habits and how I turned my career around. A little over a decade ago I was stuck: I was successful enough to get by, but reaching that next level in my career seemed so far away. When I started following these habits, though, and invested in myself, I found success more quickly than I could have imagined. I share those habits and more lessons on this week's episode of the Accelerate Your Insurance Sales Podcast.▶▶ Upgrade Your LinkedIn Profile in 10 Minutes:https://www.completegameu.com/landing-page-1-5650KEY MOMENTS(00:00:00) The 3 Habits That Saved My Insurance Career | With Amy Essig(00:03:59) Investing in Your Own Career(00:11:23) Why I Spent So Much On Personal Development(00:15:43) Simplicity Drives Success (00:20:51) My Morning Routine(00:25:10) Evolving through Self-Competitiveness(00:27:36) Continuously ImprovingCONNECT WITH ANDY NEARYSubscribe and listen to the Accelerate Your Insurance Sales Podcast

David and Alex Goldfarb, the Benefits Brothers from DSG Benefits Group, joined me this week to talk about how they each found insurance, advice for those looking to take a huge leap in their career, and why their fee-based compensation model is so successful in an industry without much transparency. And as we get into on the episode, all three of us are very tired of the insurance industry's very loose definition of transparency. Along the way, we also discuss what it's like to run an agency with your brother, Alex's unique approach to sales, and how they view hiring as the Benefit Brothers build a support team around them.▶▶ Upgrade Your LinkedIn Profile in 10 Minutes:https://www.completegameu.com/landing-page-1-5650KEY MOMENTS(00:00:00) A Better Way For Brokers To Get Paid | With David & Alex Goldfarb(00:00:51) The DSG Benefits Story(00:12:31) Psychology, Math, and Communication In Insurance(00:18:16) Why You Should Just Go For It(00:21:27) Being “Transparent” About How Brokers Get Paid(00:29:19) Fee-Based Insurance(00:40:01) Building Trust Through Shared Core Values(00:48:31) Making Sure Your Team Is EducatedCONNECT WITH ANDY NEARYSubscribe and listen to the Accelerate Your Insurance Sales Podcast

This week on the Accelerate Your Insurance Sales Podcast, I'm sharing the 4 pillars of modern insurance sales that will change the way you view and interact with prospects. I share a bit of what the insurance sales cycle used to be like, and contrast that with what it should be in today's world. If you're new to insurance or you've been in the game for decades, I promise you'll learn a lot from this week's episode and walk away thinking about how you can better engage your prospects. ▶▶ Upgrade Your LinkedIn Profile in 10 Minutes:https://www.completegameu.com/landing-page-1-5650KEY MOMENTS(00:00:00) How To Master The 4 Pillars Of The Insurance Sales Cycle(00:00:37) Optimizing Your Insurance Sales Cycle(00:07:43) Modern Sales Strategies(00:13:18) Building Trust With Your Prospects(00:15:55) Leveraging These Four PillarsCONNECT WITH ANDY NEARYSubscribe and listen to the Accelerate Your Insurance Sales Podcast

I was joined in studio this week by Justin Burgess, an insurance consultant who works in the RV niche who has built an impressive social brand recently. Justin grew up in New Orleans and worked in his family business, a restaurant, and he shares on the podcast the lessons he learned from his father that he uses every day in the insurance industry.Justin's past has taught him that resilience is the key in life, after going through Katrina and an oil spill that almost put the family restaurant out of business. We discussed how his family bounced back each time they faced hardship, why his father always closed the restaurant on Mondays, and how Justin's drive extends into his personal life, as he recently lost 50 pounds, all on this week's episode of the Accelerate Your Insurance Sales Podcast.▶▶ Upgrade Your LinkedIn Profile in 10 Minutes:https://www.completegameu.com/landing-page-1-5650KEY MOMENTS(00:00:00) Insurance Lessons From Growing Up In A Family Restaurant | with Justin Burgess(00:07:27) Living Through Katrina In New Orleans(00:10:41) Lessons Learned From The Family Restaurant(00:18:41) Finding A Niche In The RV Industry(00:24:49) Nurturing Leads Through Awareness and Engagement(00:33:03) Consistent Dedication In Both Health And Business(00:40:32) Embracing Challenges In LifeCONNECT WITH ANDY NEARYSubscribe and listen to the Accelerate Your Insurance Sales Podcast

This past weekend, I had a chance to spend times with two very close friends of mine, Shaun Peet and Kyle Depiesse, and I learned some life and leadership lessons from them that I had to share with you on this week's podcast.Giving myself a chance to declutter, strip away all the noise, and look at your life and business with a clear mind is something that's become incredibly valuable to me over the years, and I feel like I learned how to become a better business leader, fiance, friend, and family member.Tune in this week to learn 3 lessons I learned from the Northwoods that will help you look at your own business with a clear mind, and focus on what's actually important in what you do.▶▶ Upgrade Your LinkedIn Profile in 10 Minutes:https://www.completegameu.com/landing-page-1-5650KEY MOMENTS(00:00:00) 3 Lessons On Leadership and Life From The Northwoods(00:03:03) A Meaningful Annual Retreat with Close Friends(00:09:26) Challenging Sauna / Cold Plunge Experience(00:13:36) Embracing Difficult Challenges for Continuous Growth(00:15:54) Redefining What Success MeansCONNECT WITH ANDY NEARYSubscribe and listen to the Accelerate Your Insurance Sales Podcast

Brian Jungeberg and Bryan Ice have made a niche for themselves in the final mile delivery space, which has allowed them to serve over 2000 clients. I spoke with them about how they found themselves in that space, what it's like to run an insurance agency with best friends, and what it's been like to deal with the emerging competition in their niche. These guys are the definition of the phrase “the riches are in the niches”.▶▶ Upgrade Your LinkedIn Profile in 10 Minutes:https://www.completegameu.com/landing-page-1-5650KEY MOMENTS(00:00:00) How To Become #1 In Your Industry Niche | with B3 - Risk Strategies(00:01:30) Starting A Business With Childhood Friends(00:07:18) Finding A Niche In Final Mile Delivery(00:14:37) Tailoring Coverage For A Niche Industry(00:18:40) Relationship Building Inside A Niche(00:23:27) Why Business Partnerships Are So ImportantCONNECT WITH ANDY NEARYSubscribe and listen to the Accelerate Your Insurance Sales Podcast

Most producers do not have leverage when it comes to prospecting. Why? Because they're still primarily relying on outdated sales tactics. This week on the Accelerate Your Insurance Sales Podcast, I share some practical tips on building leverage with your prospects, why the outdated ways of prospecting are much more effective if your clients know you, and my thoughts on the modern sales cycle.▶▶ Upgrade Your LinkedIn Profile in 10 Minutes:https://www.completegameu.com/landing-page-1-5650KEY MOMENTS(00:00:00) Creating Leverage With Your Prospects(00:01:17) Maximizing Touch Points With Prospects(00:06:25) Adapting Sales Training to The Modern Market(00:09:58) Creating Exponential Awareness(00:14:19) The Modern Sales CycleCONNECT WITH ANDY NEARYSubscribe and listen to the Accelerate Your Insurance Sales Podcast

Joe Erle, Cyber Group Practice Leader at C3 Risk/Insurance Services, joined me to share his journey into content creation, as someone who has some anxiety around being on camera and public speaking. He even shared that he finds filming video content therapeutic!Joe and I discussed how he found the niche of cybersecurity and how that niche has expanded his business, why he decided to start creating content, and what he's found successful with his social media content so far. We also talked about some practical things to keep in mind if you're nervous about being on camera and putting yourself out there, and why Joe uses a coach to keep himself on track. ▶▶ Upgrade Your LinkedIn Profile in 10 Minutes:https://www.completegameu.com/landing-page-1-5650KEY MOMENTS(00:00:00) Don't Be Afraid Of Video Content, with Joe Erle(00:09:46) Embracing Growth Mindset in Content Creation(00:27:34) Overcoming Public Speaking Fears(00:30:54) Leveraging Niche Content for Social Media Growth(00:36:09) Creating Content That Engages ProspectsCONNECT WITH ANDY NEARYSubscribe and listen to the Accelerate Your Insurance Sales Podcast

My colleague Amy Essig, Director of Client Content Strategy for us at Complete Game Consulting, joined me this week to talk about our “Content Done For You” program. Amy and I discussed the best approach to LinkedIn content, how to reach your prospects with your content, and how we can help make the content creation process easy and effective for your business.▶▶ Upgrade Your LinkedIn Profile in 10 Minutes:https://www.completegameu.com/landing-page-1-5650KEY MOMENTS(00:00:00) Content Done For You with Amy Essig(00:04:22) How To Approach LinkedIn Content(00:07:52) Create Content For Your Prospects(00:10:30) How Complete Game Consulting Helps Create Content(00:15:04) Establishing Thought Leadership Through LinkedIn (00:27:09) Why Engagement Is So KeyCONNECT WITH ANDY NEARYSubscribe and listen to the Accelerate Your Insurance Sales Podcast

My guest this week, Tommy Gaffney, has been homeless twice: once when he was a teenager, and again after the 2008 recession. Both times, his perseverance and discipline pushed him to build a better life for himself. Tommy shared his powerful story with me, including his mindset at his lowest moments, and how his past informs everything he does today in his business.We also covered why Tommy's solution for underserved industries sets his business apart, how he got started producing videos on LinkedIn, and Tommy does something on camera that nobody has done before on my podcast.This is one of my favorite episodes of all time because you can't walk away from this conversation without being inspired.▶▶ Upgrade Your LinkedIn Profile in 10 Minutes:https://www.completegameu.com/landing-page-1-5650KEY MOMENTS(00:00:00) Homeless To Health Insurance Success | The Inspiring Story of Tommy Gaffney(00:07:15) Tommy's Struggles After 2008(00:14:23) Tommy's Perseverance And Discipline(00:17:53) Embrace Guidance And Mentorship(00:24:30) Tailoring Healthcare Solutions for Underserved Industries(00:27:25) Navigating Health Industry Changes(00:30:01) Tommy's Tips For Effective Videos(00:39:31) Proactive Mindsets Lead To Sales SuccessCONNECT WITH ANDY NEARYSubscribe and listen to the Accelerate Your Insurance Sales Podcast

How do you elevate your customer's experience? By showing them that you actually care about them, proactively engaging with them, and being aware of the perception that they have of you.In this Valentine's Day special, I share why it's important to show your clients that you love them 365 days a year.▶▶ Upgrade Your LinkedIn Profile in 10 Minutes:https://www.completegameu.com/landing-page-1-5650KEY MOMENTS(00:00:00) Accelerate Your Insurance Sales Podcast, Episode 6(00:02:40) Elevating Customer Experience in Insurance(00:06:00) Showing Your Clients You Love Them(00:10:41) Proactive Client Engagement (00:14:35) LinkedIn Profile Auditing for Your Entire TeamCONNECT WITH ANDY NEARYSubscribe and listen to the Accelerate Your Insurance Sales Podcast

Meghann High, Founder and President of Inspire Benefits Consultants, joined me in studio to share her journey into insurance, what made her decide to be an entrepreneur, and what it's been like to run an insurance agency as a wife and mother.  Meghann is incredible and intentional about making her agency as efficient as possible, and that's been the key to their success. She shares where that philosophy comes from, how it's worked so far, and how it helps her agency have a predictable level of growth.  This episode was a blast and I promise you'll learn something when you tune in. ▶▶ Upgrade Your LinkedIn Profile in 10 Minutes: https://www.completegameu.com/landing-page-1-5650 KEY MOMENTS (00:00:00) Episode 5, with Meghann High(00:05:53) Meghann's Entrepreneurial Journey (00:07:14) Financial Challenges in Starting an Insurance Agency (00:13:47) Automating To Grow (00:17:04) The Riches Are In The Niches (00:24:52) Establishing Credibility in a New Market (00:29:15) Delegating Responsibilities As A New Mother (00:36:27) Embracing Challenges and Seeking Guidance in Business CONNECT WITH ANDY NEARY Subscribe and listen to the Accelerate Your Insurance Sales Podcast

The “traditional” ways of marketing your business are just not effective in the modern world, especially in the insurance industry. With the change from billboard, country club, and TV advertising to social media marketing, you have a huge opportunity to make a name for yourself and your agency, and to directly reach and speak to your prospects.  This week on the Accelerate Your Insurance Sales Podcast, I share some common mistakes agencies take when marketing, why storytelling in your content is so effective, and some examples of agencies in this space who have taken the leap and seen amazing success. ▶▶ Upgrade Your LinkedIn Profile in 10 Minutes: https://www.completegameu.com/landing-page-1-5650 KEY MOMENTS (00:00:00) Accelerate Your Insurance Sales Podcast, episode 4 (00:07:17) The “Traditional” Marketing Methods Aren't Effective Today (00:13:18) Tell Your Prospect's Story (00:16:48) Marketing In The Modern Insurance Industry CONNECT WITH ANDY NEARY Subscribe and listen to the Accelerate Your Insurance Sales Podcast

David Vorhees, founder/CEO of True Captive, joined me to talk Kansas City sports, how his athletic background has impacted his career, why he founded True Captive, and his podcast “Running Hot”.  As the founder of a captive, David has a unique perspective on their place in the insurance marketplace and what the future of captives look like. He was also just a great guy to sit down with, and I hope you enjoy this week's episode of the Accelerate Your Insurance Sales Podcast. ▶▶ Upgrade Your LinkedIn Profile in 10 Minutes: https://www.completegameu.com/landing-page-1-5650 KEY MOMENTS (00:00:00) David Vorhees, Founder/CEO of True Captive (00:08:08) David's Athletic Background (00:14:44) Impact of Leadership and Coaching in Sports (00:21:51) From HR To Insurance CEO (00:23:53) What Makes True Captive Unique (00:28:34) Optimizing Insurance Captives for Business Risks (00:41:13) Building Trust With Employers (00:49:48) David's Podcast “Running Hot” CONNECT WITH ANDY NEARY Subscribe and listen to the Accelerate Your Insurance Sales Podcast

Fair warning: I get pretty fired up on this one.  In this week's podcast, I share the simple truth of this business: you're only going to succeed if you really want to. Stop depending on other's to give your success; go out there and guarantee that you'll be successful.  I also share my journey in content creation, social media posting, podcasting, and public speaking, and why I wouldn't be here if I didn't stay motivated.  ▶▶ Upgrade Your LinkedIn Profile in 10 Minutes: https://www.completegameu.com/landing-page-1-5650 KEY MOMENTS (00:00:00) Accelerate Your Insurance Sales Podcast, episode 2 (00:02:26) Commitment and Hard Work in Insurance (00:06:57) My Personal Development In Content Creation (00:11:49) The Power Of Public Speaking (00:18:30) How Masterminds Transformed My Career (00:23:42) Guaranteeing Your Own Success CONNECT WITH ANDY NEARY Subscribe and listen to the Accelerate Your Insurance Sales Podcast

Welcome to the Accelerate Your Insurance Sales Podcast!  This week, I was joined in studio by Rodney Mattos, Sr. from Triforta to discuss how we effectively use AI to better serve our clients. We go in-depth into Rodney's career path, what gave him such an attention to detail, and how he was ahead of the curve with Apeironix, Triforta's technology solution. If you're looking to scale your insurance agency, you won't want to miss this one.  ▶▶ Upgrade Your LinkedIn Profile in 10 Minutes: https://www.completegameu.com/landing-page-1-5650 KEY MOMENTS (00:00:00) Introducing Rodney Mattos, Sr. (00:15:55) How To Build A Scalable Agency With Technology (00:20:33) AI Insurance Agency Management (00:29:09) Using AI For Data Extraction And Formatting (00:34:28) How Technology Will Shape The Future Of Insurance (00:41:03) Using Tech To Better Serve Your Clients (00:48:21) The Future Of This Industry CONNECT WITH ANDY NEARY Subscribe and listen to the Accelerate Your Insurance Sales Podcast

On the final episode of Bullpen Sessions, I share the 5 things I learned this year that I'll carry forward into 2025.  These lessons apply to pretty much everybody in this industry, both personally and professionally. Tune in next week for the premiere of the Accelerate Your Sales Podcast. ▶▶ Download our free training: https://www.completegameu.com/landing-page-1

Why do you do what you do? Is it for money, or because you have purpose? My guest this week, Akua Smith, wouldn't hesitate to answer that question: she has an amazing sense of purpose that guides everything she does in our industry and beyond. She spends a ton of time giving back to communities around the world, while still achieving success in her career.  Listen in to Bullpen Sessions this week to find out her secret.  ▶▶ Download our free training: https://www.completegameu.com/landing-page-1

Your solutions may be amazing, but if employers perceive that they'll disrupt their employees' benefits too much, you're not gonna have much success. Nick Reber, Founder/CEO of Garner Health, joined me this week to share his solution and approach to that problem, meeting employers where they're at.  ▶▶ Download our free training: https://www.completegameu.com/landing-page-1

I have a special announcement to make about the future of the podcast. Don't worry, it's all good news: I'm excited to take this show to the next level in 2025! ▶▶ Download our free training: https://www.completegameu.com/landing-page-1

If you're just starting out in this (or any) industry, you're going to get told “no”, solely based off your age/lack of experience.  But as my guest Kris Tawney shared in this week's episode, 30 years of experience is often just 3 years of experience, repeated 10 times.  You can still stand out and gain new business in a market that's crowded with experienced professionals, and Kris shares on the podcast how he differentiated himself with his unique product offering. Download our free training: https://www.completegameu.com/landing-page-1 Show Notes and Resources   KEY MOMENTS (00:00:00) Bullpen Sessions 315 (00:03:12) From Walk-On to College Football Success (00:10:37) Navigating Division 1 Football Recruitment Challenges (00:15:40) The Football Mindset In Business (00:23:03) Nobody Sets Out To Be In Insurance (00:26:25) A Unique Approach To Insurance (00:29:40) Focusing On Client Needs (00:37:31) Fostering Success Through Team Collaboration (00:46:52) How To Make It In This Industry CONNECT WITH ANDY NEARY Subscribe and listen to the Bullpen Sessions Podcast here: https://podcasters.spotify.com/pod/show/andy-neary7   Subscribe to Complete Game Consulting on YouTube https://www.youtube.com/channel/UCyqBg5tL_1G1tf7Wo98tMgg Request a free strategy call: https://calendly.com/chris-f5vo/discovery-call-podcast Join the Complete Game text community: Text the word BROKER to 414-622-1462 Connect with Andy Neary on social media:  LinkedIn: https://www.linkedin.com/in/andyneary/ Instagram: https://www.instagram.com/andy_neary/

Rod Powell Sr. is such an interesting guest for Bullpen Sessions for two reasons: He has a background as an R&B artist before joining the insurance industry He runs a very successful YouTube channel and shared with me his entire process If you're in business today and creating social content, but don't yet use YouTube to grow your business, you're missing out on an incredibly powerful marketing tool.  ▶▶ Download our free training: https://www.completegameu.com/landing-page-1

This week's podcast is a replay of an amazing webinar I hosted with Kareim Cade.  We talked about the current insurance industry, why sales training techniques need to change, and how Kareim approaches managing a sales team. We also shared some important tips on leadership, and took questions from the audience about growing agencies.  ▶▶ Download our free training: https://www.completegameu.com/landing-page-1

I'm going to be delivering a TEDx style talk later this week all about grabbing attention to grow your business, and in this week's Bullpen Sessions I share some of the key things that I'll be speaking about. As we close out 2024, it's important to start planning out what you're going to do differently in 2025 to reach even more people. What we do helps people, and you can't help them if you don't have their attention. ▶▶ Download our free training: https://www.completegameu.com/landing-page-1

This week's episode of Bullpen Sessions is a replay of an amazing webinar I hosted with Chris Bayer and Chris Boling, and it's all about how content really works in this industry. We'll share how they got started making content, how it's led to millions in revenue, and some practical tips for posting every week. ▶▶ Download our free training: https://www.completegameu.com/landing-page-1

I spent way too long focusing on industry popularity instead of what would actually grow my business.  This week is a cautionary tale for younger producers in the space: make sure you're investing your time into things that will grow your happiness or your paycheck.  I'll also give you some tips on how to approach industry events, and share where I'm focusing my time these days. ▶▶ Download our free training: https://www.completegameu.com/landing-page-1

Rocio Luna joined me this week to share her career journey, how she overcame imposter syndrome, and what it's like to be a woman in a male-dominated industry. We discussed how she successfully integrated what she learned as a claims management in her current production role, the power of communication and responsiveness in any industry, and why her nightly routine is so important to her success. ▶▶ Download our free training: https://www.completegameu.com/landing-page-1

I recently attended a business-building workshop and wanted to share with you some amazing insights I learned. This week on Bullpen Sessions, I'll share how you can take your business to the next level operationally; learn when to delegate, how to structure your calendar, and the “never arrive” mindset. ▶▶ Download our free training: https://www.completegameu.com/landing-page-1

Marcus Sheridan is the author of “They Ask, You Answer”, a book which I frequently reference both on podcasts and when talking to clients.  I was honored to have him on Bullpen Sessions to discuss the current digital marketing landscape, how shifting his focus towards content completely changed his life, and some practical sales strategies and approaches that work in any industry. ▶▶ Download our free training: https://www.completegameu.com/landing-page-1

A few weeks ago, I traveled to Spain to hike the Camino de Santiago trail as part of a retreat/mastermind, and it completely changed my outlook on life and business. Today on Bullpen Sessions I'll share why the trail was more difficult than it seemed, how that bonded us all together, and how getting away from everything helped me put my life in perspective, and change my approach as we head into Q4. ▶▶ Download our free training: https://www.completegameu.com/landing-page-1

Pat Corrigan, founder of Palladium Point, joined me this week to give my audience a bit of the perspective of a recruiter in this industry. Tune in to learn from Patrick what differentiates producers, why it's important to always keep the big picture in mind, and what it's like to recruit in today's market.  ▶▶ Download our free training: https://www.completegameu.com/landing-page-1

This week, I want to share what I learned from reading the book “The Big Leap”, written by Gay Hendricks.  Hendricks shares some common mindsets that many of us have that directly interfere with us achieving success. After reading his book, I felt I had to share these lessons with my audience as I see these types of mindsets holding so many people back from success. ▶▶ Download our free training: https://www.completegameu.com/landing-page-1

Niko Caparisos, Principal at Prosperity Benefits and Program Architect for Community-Owned Health Plans, joined the show this week to share what it means to re-localize healthcare. We talk why he's started focusing so much on community-owned health plans, why the community has embraced it, and how he's built his agency for his lifestyle.  Niko is also a huge fan of stoicism, and we talk about how his life and business have changed as he's followed its principles. ▶▶ Download our free training: https://www.completegameu.com/landing-page-1

We're headed into Q4, so I want you to ask yourself: have you set yourself up to hit your sales goals this year?  In this week's Bullpen Sessions, I share a sales secret that nobody told me that you can use to shape your sales approach.  Whether you need more prospects, you need to close more deals with those prospects, or you don't know where to start, I'll share advice and approaches that can help you get more sales. The only question is, are you ready to put in the work? ▶▶ Download our free training: https://www.completegameu.com/landing-page-1

“If you build it, they will come.”  Sounds great, but isn't always true in the healthcare industry. For employees, navigating healthcare can be extremely complicated, and that leads a lack of engagement, which ultimately means worse health outcomes down the road.  This week, Matt McQuide from Synergy Healthcare joined me to discuss his approach, and how it differentiates from on-site clinics. ▶▶ Download our free training: https://www.completegameu.com/landing-page-1

What do you learn by making 300 episodes of a podcast? A lot.  The previous 299 podcasts have taught me more than I could fit into this episode, but I narrowed the list down to the 5 most important life lessons that I've learned since starting Bullpen Sessions.  Tune in this week to celebrate 300 episodes, and to learn the keys to being successful that I've been taught in the process. ▶▶ Download our free training: https://www.completegameu.com/landing-page-1

How do you balance running a benefits group that serves many large clients, being a volunteer EMS, a father of 7, and an avid cyclist?  Shabsai Shuchatowitz, CEO of Evergreen Benefits Group and a longtime friend of mine, joins me this week to share what drives him. We also discuss how to take on large clients as a smaller firm, why you have to be relentless in today's market to bring good plans to your clients, and why passionate people are so rare but so important in this industry. ▶▶ Download our free training: https://www.completegameu.com/landing-page-1

I know for a fact that content can change your life, just like it's changed mine and so many others in this industry.  You may be skeptical, or think that your time is better spent on traditional prospecting methods. My goal with this episode is to change your mind.  The single biggest thing you can do right now to get to that next level in your career is to start making content. ▶▶ Download our free training: https://www.completegameu.com/landing-page-1

Michael Weaver, founder of Weaver Sales Academy, joined me this week and discussed a number of important topics in today's sales landscape, including: - Why he thinks cold calling is actually easier now than a decade ago - The importance of making a really solid elevator pitch for you and your agency - Consistency, consistency, consistency - Why you need to invest in both sales AND marketing …and so much more. Join us this week on Bullpen Sessions to learn from an extremely successful insurance producer.  ▶▶ Download our free training: https://www.completegameu.com/landing-page-1

I recently had the chance to revisit my high school, where I graduated 30 years ago, and talk to their young athletes about what success beyond the field looks like.  As I told them, there will be a day when you play your sport for the last time, whether your sports career ends in high school, college, or you go pro. What do you do then? You take what you've learned and continue being successful off the field.  Tune in this week for the 3 lessons I taught those high school athletes about success on and off the field. ▶▶ Download our free training: https://www.completegameu.com/landing-page-1

How do you find good sales producers? I invited Steve Giannone onto the show to find out how.  Steve is the Central Region Leader at Risk Strategies and has decades of experience in the field. We talked about how to effectively onboard new producers, what Steve looks for in new hires, and how he also extends veteran producers' careers through social media training and teaching new sales strategies.  Whether you're looking to hire new producers or train your current ones, or you're a young producer looking to get hired, this episode of Bullpen Sessions is for you. ▶▶ Download our free training: https://www.completegameu.com/landing-page-1

Consistency, persistency, patience.  Those three words will help you book all the appointments you need with your target prospects, and this week on Bullpen Sessions I'll teach you how.  If you're having trouble getting time on your prospect's calendar, tune in this week: I share several strategies on the best ways to find new prospects, how to get those prospects to book an appointment with you, and how to repeat that process every week.  ▶▶ Download our free training: https://www.completegameu.com/landing-page-1

This week on Bullpen Sessions I dove into the world of fiduciary PBMs with my special guest Ken Kemker. Ken is the co-founder of DisclosedRX, a company that differentiates itself by being a “full disclosure” PBM, as opposed to a “transparent” PBM; listen to the episode to find out why that's such a huge difference, and why “transparency” in the PBM world doesn't actually mean being transparent.  We also discussed Ken living in French Lick, Indiana, the hometown of the great Larry Bird, as well as Ken's background in supply chain management and how that experience has benefited him in the PBM world. 

If you've followed my social media for any amount of time, you know that I'm very passionate about video content, and the fact that it's the single best thing you can do today to market your agency. But what if you don't have time to make all that content?  This week on Bullpen Sessions, I share some tips and strategies to making content quickly. With today's AI tools and the right approach, anybody can make content that makes you and your agency seem omnipresent on social media.  I also pull back the curtain to show you exactly what tools we utilize here at Complete Game Consulting to produce content. Feel free to copy us! Your bottom line will thank you. 

Colton Storla (North Risk Partners) joined me on the show this week for a podcast focused on discipline and self-improvement.  Colton was a “hometown hero”, who scored a record 7 rushing touchdowns in high school, before having some college football success. After graduating, he was recruited to work as a strength and conditioning coach at Iowa.  Through his football and coaching career, there was one constant for Colton: discipline. This week, we talk about why discipline is so key in an industry where success isn't guaranteed and you need to put in the hard work every day to get where you want to be. 

A recent trip to Hawaii afforded me the opportunity to reflect on a question that my significant other Amy asked me: when was the last time that you were happy? In this episode of Bullpen Sessions, I share how swimming in waterfalls and eating raw cacao beans with Maris, the local tour guide, helped me remember that happiness isn't tied to sales figures and revenue numbers, but in the simple things. Am I suggesting that you should quit your job and move to Hawaii to live off the grid like Maris? Not necessarily, but I share two important lessons I learned that have helped me embrace the present, even if it's not where I want to be yet.