Podcasts about complete game

In 2026, the insurance industry is noisier than ever, AI is changing the landscape, and buyers are deeply entrenched in a "trust recession." The traditional sales cycle of hammering suspects with activity and throwing spreadsheet quotes at the wall is officially dead.In this solo episode, I break down exactly how the insurance sales cycle has evolved and what you must do to adapt. We discuss why you have to build awareness long before you ask for an appointment, the psychology of making your proposal a mere "afterthought," and why gatekeeping your expertise is costing you deals. I also share a real-world case study of an elite producer who won a $15,000 revenue account purely because of a single, authentic LinkedIn post. If you want to leave the transactional world behind and step into the era of the Industry Expert, this episode is your blueprint.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaTimestamped Outline(00:00) Welcome Back: Evolving Your Sales Strategy for the Modern Market(01:28) The Four Headwinds of 2026: More Producers, Longer Cycles, AI, and the "Trust Recession"(04:36) The Traditional Sales Cycle: Why the "Hammer and Quote" Playbook is Broken(06:54) The Modern Sales Cycle: Why You Must Build Awareness Before You Pitch(08:44) The Power of the "Slow Burn": Using Content and Speaking to Open Massive Doors(10:32) Why Your Final Proposal Should Just Be an Afterthought(13:35) The Danger of Gatekeeping: Why You Must Give Your Best Stuff Away for Free(14:36) The $15,000 LinkedIn Post: A Case Study in Winning the Absent Decision-Maker(19:11) Stop Buying from Logos: Why Buyers Only Buy from People(20:51) Transitioning from Transactional Broker to True Industry Expert(21:49) Building Your Brand: How Our Half-Day Workshops and Expert Program Scale GrowthCONNECT WITH ANDY NEARY

Spin Never Lies: How Rapsodo Develops Hitters & Pitchers | Brian Page, Director of MLB & Special Accounts, RapsodoExit velocity only tells you the ball was hit hard. Spin tells you why — and what your barrel and body actually did to create it.Brian Page of Rapsodo joins Rob Crews for a deep dive into ball flight data and what it really takes to develop hitters and pitchers. They break down why spin rate is Rapsodo's bread and butter, how optical measurement of the ball's lace pattern delivers best-in-class spin data, gyro (bullet) spin and why softball is full of it, and the live-on-live overlay that's changing how athletes train.They also get into the philosophy that makes the tech matter: development over report cards, starting every athlete with a baseline before chasing numbers, making technology a community project, and how ball flight data is getting athletes seen and recruited at every level — D2, D3, JUCO and beyond.

Most independent agency owners look at a private equity acquisition as the ultimate finish line. They assume that getting bought by a massive national broker will instantly solve their back-office problems, open up new markets, and fund their ride into the sunset. But here is the harsh reality of the M&A space today: if you don't read the fine print, your dream deal can quickly turn into an absolute nightmare.My guest, John Lipton, a 30-year veteran property and casualty advisor, joins me to share one of the most unique agency trajectories you will ever hear. John built a scratch agency by hand, sold 50% of it under an accumulation structure that no longer exists today, bought the entire entity back, and turned around to sell it again 24 hours later. We break down the absolute madness of his early career trading currencies on a French bank floor during structural market collapses, why P&C is fundamentally a need-based consultative process rather than a transactional hard sale, and why agency owners must watch their peripheral vision to protect their commissions from post-acquisition contract changes. John also shares his experience as an expert witness in broker defense and how seeing egregious gaps in coverage shapes how he teaches his own team.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaTimestamped Outline(00:00) From the Trading Floor to the Finish Line: Introducing John Lipton(01:26) Forex Trading in the 90s: Fast Markets, Big Losses, and Structural Stress(04:05) Sitting in the Seat When the French Franc Collapsed(05:01) Job Security Over Burnout: How the Advent of the Euro Shifted the Market(06:02) The Family Gateway: Moving from Wholesale to a Retail Scratch Agency(08:42) Legacy Over Leverage: The Fortitude Required to Build a Firm from Nothing(10:21) Selling a Need: Why P&C Brokers Have an Advantage Over Life Insurance(13:47) Complex Products for Unexperienced Clients: Becoming an Educator(16:39) The Low Barrier to Entry: When Theory Fails Reality in Broker Training(18:15) Access to Markets: Why Back-Office Support Makes Acquisitions Attractive(21:03) The 50/50 Deal: How John Protected His Agency Expenses from Board Overreach(23:24) Cleaning up Shop: The Low-Price Buyback That Epic and Capacity Didn't See Coming(25:50) The 24-Hour Flip: Buying Your Business Back and Selling It the Next Day(27:51) Don't Start with the Finish Line: Why Building for an Earn-out Fails(31:47) Tadpoles in the Ocean: The Risk of Small Agencies Merging Into Mega Firms(35:52) Expert Witness Work: Leveraging Broker Defense to Identify Coverage Gaps(38:52) John's Lightning Round: Panera Coffee Sip Club, Over-40 Lacrosse, and the Ironman 70.3CONNECT WITH ANDY NEARY

Most sales managers will tell you that the only way to write seven figures in new business is to follow a rigid, uncompromising metrics plan—100 dials a week, three meetings a day, come hell or high water. But what if the secret to elite production isn't a strict script, but rather what we call "opportunistic chaos"?My guest, Thomas Cox, Vice President at Lockton, joins me to share how he broke records by generating $1.7 million in new business in a single year using an unconventional approach to prospecting. Thomas walks us through his background - from playing college basketball when he wasn't cut out for it, to enduring Navy SEAL boot camp, to making the high-stakes jump from carrier rep to broker. We discuss how to drop your ego to learn a new industry, why your physical and mental health dictates your "commission breath," and how to master the art of being "always around, but never in the way." If you are feeling completely drained by your current sales routine, this episode is a breath of fresh air.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(00:00) Intro(01:26) The Accidental Walk-On: Riding the Bench as a 6'4" Center in LA(03:17) 29 Days in Boot Camp: The Navy SEAL Dream and an Earth-Shattering Injury(04:40) The Airport Encounter: How a MetLife Executive Launched Thomas into Insurance(08:12) Shifting Territories: Climbing the Corporate Ladder at MetLife, Aetna, and Guardian(10:08) Burn the Ships: Making the Unconventional Leap from Carrier Rep to Broker(12:21) The Reality Check: Why Your Golf Buddies Shouldn't Be Your First Prospects(14:56) Dropping the Ego: Sitting Next to Account Teams to Learn the Watch is Made(18:19) Breaking Records: Writing $1.7 Million in New Business In One Year(20:30) Reversing the Drain: Moving from Hated Cadences to Relationship Networking(23:52) The Health Journey: How Physical Wellness Eliminates Your "Commission Breath"(26:42) Outcomes vs. Tactics: Managing a Calendar Without a Rigid Activity Plan(28:36) Opportunistic Chaos: Blocking Time to Go Ballistic on Messaging(31:37) What Separates Mentally Tough Producers from the Rest of the Field(35:58) Thomas's Lightning Round: Whoop Data, Tonal Lifting, and Singing the National Anthem at a Royals GameCONNECT WITH ANDY NEARY

Most insurance producers spend their entire careers trying to fit in. They use the same scripts, wear the same suits, and pitch the same spreadsheets. But here is the hard truth: if you look like everybody else, you will be overlooked. In a crowded market, people pay a premium for scarcity.In this solo episode, I share my personal journey from being a "fat kid" in Size Husky jeans to a pro baseball player and, ultimately, a founder. I break down the mental trap of how the fear of judgment, comparison, and failure kills more insurance books than the competition ever could. We discuss the 20-60-20 Rule of prospect psychology, the four pillars of the Brand Authority Blueprint, and why elite producers measure themselves against the best version of themselves rather than their peers. If you're ready to leave the masses behind and recreate the future of your career, this episode is your wake-up call.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(00:00) Growing Up as the "Chunky Kid" in the 80s(01:14) The Enemy: The Annual Presidential Fitness Test and the Fear of Judgment(02:20) Standing Out: How Baseball Turned Me into a One-of-One Athlete(03:08) The Mental Trap: How the "Fat Kid" Came Back During Pro Ball(03:47) The Clear Message: If You Look Like Everyone Else, You Will Be Overlooked(04:22) Scarcity Wins: Why People Pay a Premium for the Unique Advisor(05:49) Why We Are Afraid: Overcoming the Fear of Standing Out(06:16) The 20-60-20 Rule: Winning the Undecided 60% of Your Market(08:01) Stop People-Pleasing the 20%: Why You Shouldn't Fear Sharing Your "Good Stuff"(09:34) The Brand Authority Blueprint: Four Pillars to Becoming a One-of-One(11:09) Traits of the Elite: Why One-of-Ones Invest in Themselves and Crave Feedback(12:34) Lions Don't Compare Themselves To Donkeys(13:27) The Usain Bolt Standard: Chasing Personal Records, Not World Records(14:35) Recreating the Future: Following the Footsteps of Gates, Jobs, and Huang(15:50) The Challenge: Four Questions to Rewrite Your Professional FutureCONNECT WITH ANDY NEARY

Velo vs Spin and Why 113 D1 Teams Hit Over .300 | Casey Roche, CEO of Pitch LogicIn 2024, 43 D1 softball teams hit above .300. This season, that number exploded to 113. So what's going on — and what can pitching do about it?Casey Roche, CEO of Pitch Logic, joins Rob Crews for a deep dive into pitching analytics, smart ball technology, and the future of pitcher development. They break down spin rate, velocity measurement (at release vs. at the plate), the riseball debate, pitch tunneling, and why the coaches who evaluate themselves are the ones who get better.Casey also shares how Pitch Logic expanded into softball the right way — consulting experts, testing relentlessly, and building a product the community actually asked for.

Bob Walk joins to discuss the Pirates success on the road recently, some of the issues against lefties, Mitch Keller's strong start, Skenes not going the distance in Arizona, where Bob ranks Lowe in recent acquisitions, the closer situation. The NFL schedule reveal is coming. Will the Steelers have an international game? Alien talk. The Pirates head to San Fran tonight.

Bob Walk joins to discuss the Pirates success on the road recently, some of the issues against lefties, Mitch Keller's strong start, Skenes not going the distance in Arizona, where Bob ranks Lowe in recent acquisitions, the closer situation.

In the insurance industry, we often celebrate the "Hero”, the lone-wolf producer who closes the big deal and saves the day. But if you want to build a truly scalable agency, you have to stop being the hero and start being the Hero Maker.My guest, Dan Wellik, Vice President at TRICOR, joins me to discuss his journey from pitching on the mound and coaching in the Cape Cod League to leading sales teams in the insurance world. Dan shares a unique perspective on the industry, having navigated the trajectory from a boutique independent agency to global powerhouses like AssuredPartners and Gallagher, before choosing to return to a large regional independent. We discuss why preparation is the only cure for sales anxiety, how to recruit producers with a "scout's eye" for talent, and why helping new producers find a niche immediately is the fastest way to 10X their growth. Whether you are a "washed-up pitcher" or a sales leader looking to scale, this episode is packed with leadership gold.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(00:00) Two Washed-Up Pitchers: Baseball, Control, and the Mound(03:45) JUCO Ball and Adversity: How Junior College Shapes Work Ethic(08:12) Pitching vs. Sales: Why Preparation is the Only Way to Handle Pressure(11:30) Coaching at the Cape Cod League: Managing Elite Talent and Imposter Syndrome(16:50) The Pivot to Insurance: Transitioning from Selling a Program to Selling Risk(21:15) Boutique to Global to Regional: Navigating the Phases of Agency Acquisition(25:30) Impact and Autonomy: Why Dan Chose the TRICOR Leadership Model(29:45) Scouting Producers: What a Sales Leader Looks for in New Talent(32:20) Starter to Reliever: Adjusting Your Skill Set When Moving into Leadership(35:10) Heroes vs. Hero Makers: The Mindset Shift of Great Sales Leaders(38:50) Recruiting Advice: Transparency, Creativity, and Direct Involvement(42:15) Dan's Lightning Round: 3 Kids, Strength Training, and Predictable SuccessCONNECT WITH ANDY NEARY

In a commoditized industry, most insurance producers rely on their technical knowledge to win deals. But knowledge is no longer the differentiator - energy, conviction, and a hyper-specialized niche are. If you are still trying to be a generalist "lone wolf," you are capping your growth and leaving your clients at risk.My guests, Stephen Gingrich and Brandon Ernstes of Houchens Insurance Group, join me to discuss how their team-selling model has allowed them to write 10 times the business they did as individuals. We break down the "Starting Five" philosophy of agency growth, why young producers should never rely on relationships to win, and how niching down into the ESOP (Employee Stock Ownership Plan) market transformed them from "just another broker" into sought-after industry experts. We also discuss the power of building a brand on LinkedIn and why Brandon, a former skeptic, is now an inbound lead believer.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(00:00) Sharing a Mic: Live from a Conference in Milwaukee(01:15) From Life Insurance to Benefits: Stephen's Design for Impact(03:10) The Science Experiment: Brandon's Path from Coal Mines to Insurance(05:12) The "Starting Five": Why You Need Different Skill Sets to Team Sell(08:15) Dropping the Ego: Taking a Short-Term Pay Cut for Long-Term Scale(11:00) Value Over Age: How Young Producers Win in the C-Suite(14:20) Energy is 80% of the Sale: Why Technical Knowledge Isn't Enough(17:35) The ESOP Niche: Why Ownership-Minded Companies are the Ideal Clients(21:45) Verticalization: Getting Young Producers Up to Speed 100% Faster(25:10) The Skeptic's Journey: From Content Doubt to Inbound Success(29:30) Why You Must Act Like a News Channel for Your Prospects(33:45) Major and Minor: The Blueprint for Scaling New Producers(37:20) Rapid Fire: 4:30 AM Routines, F45 Workouts, and 10X is Easier than 2XCONNECT WITH ANDY NEARY

Most insurance producers walk into a meeting and immediately start talking about policies, endorsements, and premiums. But if you want to win a multi-million dollar account, you have to stop selling insurance and start managing risk.My guest, Corey Hillery, known to many as "The Work Comp Guy", joins me to discuss how he uses workers' compensation as a powerful "wedge" to win entire books of business. We break down why introverts often gain more credibility faster than extroverts, how Corey built his career on the "dying art" of cold calling, and why workers' comp is actually a financial management tool rather than an insurance product. Corey also gets vulnerable about his personal journey, discussing how extreme challenges like personal loss and depression have shaped him into a more empathetic and human advisor. If you want to elevate your sales game by being authentically yourself, this is the episode for you.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaCONNECT WITH ANDY NEARY

Most insurance producers are terrified of splitting their commissions, fearing it will cut their income in half. But what if teaming up with a partner, one who fills your gaps and shares your vision, actually allowed you to double or triple your book of business?My guests, Chris Bowling and Chris Bayer (famously known as CB Squared), now with Gallagher, join me to share their blueprint for success. Since merging their books four years ago, they have generated over $3.5 million in new revenue. We discuss the high-stakes decision to take a short-term pay cut for long-term scale, how to differentiate yourself through a personal brand when your agency logo keeps changing through acquisitions, and why relentless follow-up is the only thing that turns LinkedIn awareness into signed AORs. If you want to stop being a "lone wolf" and start building an elite practice, this episode is a must-watch.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(00:00) CB Squared: $3.5 Million in New Revenue Through Team Selling (02:08) Why Team Sell? Overcoming Egos and Mentor Transitions (04:49) The "Step Back to Leap Forward": Confidence in the Merger (07:43) Managing 90+ Clients: The Capacity Limit of the Lone Wolf (10:27) Surviving Acquisition: Maintaining a Brand from Molyneaux to Gallagher (13:36) Why Buyers Hire the Advisor, Not the Agency Logo (16:21) The Relentless Follow-Up: Content Builds Awareness, Follow-Up Builds Revenue (21:24) Planning the Year: How to Script 52 Weeks of Relevant Content (24:06) "Bottom Line Thursday": Turning Industry Updates into Thought Leadership (28:08) Repositioning Your Network: Moving from Industry Peers to Ideal Buyers (32:31) Outsourcing Your Weakness: The Role of Support Teams in Content Consistency (35:55) Rapid Fire Round: Cold Plunges vs. Bird WatchingCONNECT WITH ANDY NEARY

The medical stop-loss market is in trouble. With industry-wide loss ratios running dangerously high, several major reinsurance carriers have recently decided to exit the market entirely. If you are an advisor putting small, 25-life groups into self-funded plans, you need to understand the extreme volatility you are exposing them to.My guest, Mehb Khoja, the newly appointed COO of BCS, joins me to discuss the current state of the stop-loss and reinsurance markets. We break down why the stop-loss model is breaking under current loss ratios, why self-funding isn't always the right answer for smaller employers, and how BCS is strategically using ancillary and voluntary benefits as a form of medical cost containment. We also discuss his journey from pension actuary to C-Suite executive and why introverts can make some of the best salespeople in the industry.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(00:00) From Pension Actuary to Insurance COO(01:54) Why Introverts Make Excellent Salespeople and Advisors (04:54) The Destiny Health Story: Selling Early Wellness Programs in the Mid-2000s (09:07) Who is BCS? The Hidden Carrier Behind the Blue Cross Blue Shield Networks (12:00) The Stop-Loss Crisis: Why Major Carriers Like Swiss Re Are Exiting the Market (15:02) The Danger of Small Group Self-Funding: Why 25 Lives Might Be Too Volatile (19:15) Integrating Ancillary Benefits as a Medical Cost Containment Strategy (23:25) Transition from Chief Growth Officer to Chief Operating Officer (25:47) Lightning Round: 5 AM Workouts, Cold Plunges, and Peter ThielCONNECT WITH ANDY NEARY

Jimmy Blair's path to the insurance industry is truly one of a kind. Before selling commercial insurance, Jimmy spent nearly a decade as a police officer in Tempe, Arizona, navigating the chaos of the Mill Avenue beat during the unrest of 2020.My guest, Jimmy Blair, Commercial Insurance Advisor at the Mahoney Group, joins me to share his incredible journey from chasing bad guys to protecting multifamily real estate portfolios. We discuss the "hopelessness" that led him to leave the force, why his first attempt at selling insurance ended with him going back to a patrol car, and the grueling 100-hour workweeks he endured to successfully transition into the industry on his second try. We also break down how the communication skills and empathy required to manage a crisis on the street translate perfectly into being an elite commercial risk advisor. If you are struggling with imposter syndrome or wondering if you have what it takes to build a book of business, this episode will inspire you to keep pushing.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(00:00) From Cop to Commercial Insurance: Jimmy's Unique Path (01:21) Why Law Enforcement? "Shoot Guns, Drive Fast, Chase Bad Guys" (02:30) Policing During 2020: Navigating the Front Lines on Mill Avenue (04:06) The Turning Point: Dealing with Hopelessness and the Salary Ceiling (06:28) Becoming Desensitized to Trauma and the "Worst Day" Reality (07:37) The Family Connection: Discovering the Mahoney Group (08:50) Attempt Number One: 18 Months of Insurance and Imposter Syndrome (10:14) The Retreat to Safety: Why Jimmy Went Back to the Police Force (11:32) Attempt Number Two: Working 100-Hour Weeks to Build a Book (15:47) Why Managing an Insurance Crisis is Like Responding to a 911 Call (19:35) How to Keep Your Cool When the Proverbial "Shit Hits the Fan" (22:15) Writing "The Overlooked Line in the Capital Stack" to Attract Multifamily Owners (23:25) Jimmy's Lightning Round: 5 AM Wakeups, Half-Marathons, and Golden DoodlesCONNECT WITH ANDY NEARY

Note for DFW Advisors: Be sure to listen to the end for details on our upcoming joint event on April 16th in Plano, Texas, where we will teach you the strategy and storytelling frameworks needed to sell captives effectively.2025 was a brutal year for health insurance renewals, driven largely by poor risk pricing and the delayed healthcare consequences of 2020. If you are an advisor still relying on spreadsheets to win business in this market, you are playing a losing game. Today's employers are tired of buying solely on price - they want real value, stability, and transparency.My guest, David Voorhees, CEO and Founder of True Captive, returns to the show to give a "State of the Union" on the medical captive space. We discuss why True Captive operates on the belief that "if you've seen one captive, you've seen one captive," how they differentiate themselves by putting up collateral for their members, and why individualized cost-containment strategies have allowed them to average sub-double-digit renewals for four consecutive years.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaCONNECT WITH ANDY NEARY

Most insurance brokers are terrified of sharing their best strategies online. They worry that if they give away their "secret sauce," a prospect will simply take that information and hand it over to their current broker. But in today's market, hoarding your knowledge is the fastest way to become irrelevant. My guest, Ben Kolarcik, Brand Strategist at Brand Builders Group, joins me to explain why the most successful advisors are giving their best advice away for free. We break down the "My Precious" trap of gatekeeping your intellectual property, why 74% of Americans are more likely to buy from a recognized personal brand, and how to build a reputation that actively does the selling for you. If you want to stop chasing cold leads and start attracting clients who already trust your expertise, this episode is your blueprint.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(00:00) Why Top Brokers Give Their "Secret Sauce" Away for Free (02:15) From Warner Bros. Records to Brand Strategist: Ben's Journey (06:30) The 74% Rule: Why Buyers Choose Personal Brands Over Faceless Agencies (10:45) The "Sea of Sameness": Why Your Logo Isn't Enough to Sell Anymore (14:20) Using Your Brand as a Recruiting and Retention Weapon (18:10) The Power of Polarization: Why You Must Have an Opinion (23:55) The "Brand DNA" Framework: Defining Your Core Target Audience (29:40) The "My Precious" Trap: Why You Must Give Your Best Advice Away (35:15) Free Marketing, Paid Marketing, and Getting Paid to Prospect (42:30) Ben's Lightning Round: 100 Pushups a Day, Morning Sunlight, and AICONNECT WITH ANDY NEARY

Right now, the insurance industry is treating AI like a magic bullet. Agency leaders are buying up flashy tech tools, hoping artificial intelligence will magically fix their RFPs, streamline client onboarding, and turn rookies into top producers. But there is a harsh reality most agencies are ignoring: if you apply AI to a broken or non-existent process, you are only going to fail faster.My guest, Corey Frasure - our resident "AI Mad Genius" at Complete Game Consulting - joins me to cut through the AI snake oil. We discuss why you must treat AI like a "5-year-old with a 180 IQ," the legal and brand dangers of letting AI be your "thought leader" instead of your thought partner, and why you absolutely must document your agency workflows before you attempt to automate them. We also pull back the curtain on how we built 48 highly specialized AI coaches for our own training platform. If you want to use AI to actually scale your agency instead of creating chaos, this episode is your blueprint.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaCONNECT WITH ANDY NEARY

Building a high-performing sales team in the insurance industry has never been harder. With veteran producers nearing retirement and green rookies years away from validation, agency leaders are stuck deciding where to invest their recruiting efforts. Should you chase the established "lone wolf" or train the hungry newcomer?My guest, Nancy Grasso, Regional Vice President for Growth at OneDigital, joins me to share her no-nonsense approach to recruiting, mentoring, and leading top-tier producers. We discuss why she refuses to hire "name-droppers," how to test a candidate's true grit during the interview process, and the exact "sweet spot" of experience you should look for in your next hire. We also break down how to structure a mentorship program that actually produces results, rather than just enriching the mentor. If you are struggling to build a sales team that opens doors and closes business, this episode is your blueprint.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(00:00:00) Nancy's Accidental Entry into Insurance (00:02:42) The Power of an Opinion: Why Consultants Close and Brokers Quote (00:07:16) Training Clients to Expect Spreadsheets (And How to Stop) (00:09:17) Experiencing OneDigital's Growth from $50M to $2B (00:11:59) The Transition from Top Producer to Sales Leader (00:15:30) The Recruiting Playbook: The Three Buckets of Producer Talent (00:17:55) How to Build a Mentorship Program That Actually Works (00:20:20) The Hard Truth About Sales: Underestimating the C-Suite Divorce (00:26:58) Testing for Grit: How to Spot a "Name-Dropper" Before You Hire Them (00:30:13) Why Curiosity is the Ultimate Predictor of Sales Success (00:32:43) How to Keep a Million-Dollar Producer Motivated (00:37:21) The Evolution of the Benefits Sale: From Medical Quotes to Total HR (00:41:14) Nancy's Lightning Round: Time Blocking, The "Cut The Crap" Podcast, and CardioCONNECT WITH ANDY NEARY

Many P&C and commercial agents avoid selling life insurance because it feels intrusive, the applications are too long, and the underwriting process is overly complex. As a result, they ignore it entirely - failing to put quote links on their websites or even mention it to their clients. But by ignoring life insurance, you are leaving thousands of dollars in easy commissions on the table and risking your client relationships.My guest, Brian Greenberg, founder of Quoteplicity, joins me to discuss how his software is simplifying the life insurance sale for non-life agents. He shares how his platform allows consumers to run their own quotes and compare companies without jumping through hoops, how you can automate long-term follow-up without being pushy, and why you should consider partnering with a fulfillment center to handle the application process while you keep 70% of the commission. If you want to create a hands-off revenue stream and protect your top clients, this episode will show you how.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaCONNECT WITH ANDY NEARY

Carl and Mike get back to Hawks talk as they share more thoughts on their matchup tonight vs the Pistons and agree the game is one in which the Hawks need to win by playing a complete game and need to use is as a statement game.

4 O'clock Hour :00 – Carl and Mike get into some more NBA talk as they share thoughts on whether or not there is enough talent in the NBA for the league to expand by adding two more teams, to which Mike and DA-DA agree the talent level is notwhere it should be to support two more teams being added to the NBA. They get into a discussion on comments by DJ Lagaway in which h :20 – Carl and Mike get back to Hawks talk as they share more thoughts on their matchup tonight vs the Pistons and agree the game is one in which the Hawks need to win by playing a complete game and need to use is as a statement game. :40 - Carl and Mike get into some Guy Talk as they react to coaches who are favored to land the UNC head coaching job in which Billy Donovan appears to be an odds favorite, Tiger Woods not looking like he'd be ready to make a return to the PGA Tour and Louis Hamilton calling up a samurai for training.

Are your marketing people glorified order takers or proactive advisors? For many agencies, marketing is just the team that formats slide decks or requests quotes from carriers. But true marketing - especially in the B2B insurance space - is about owning the customer journey and building a community of engaged prospects long before the sale happens.My guest, Shelby Fitzpatrick, Manager of Marketing at Sterling Seacrest Pritchard, joins me to discuss what it takes to build a modern marketing department in the insurance industry. Coming from a decade-long career in sports marketing, Shelby brings a fresh perspective to a notoriously stale industry. We discuss the differences between B2C and B2B marketing, why marketing should be treated as a strategic sales partner rather than a fulfillment center, and how to structure your marketing team based on specialized skills rather than hiring "generalists."▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(00:00:00) From College Tennis to Sports Marketing: Shelby's Journey (00:08:11) Ego, Time Management, and the College Athlete Mindset (00:12:27) Building Community and Engagement in Tennis (00:15:22) The Accidental Jump to Insurance: Joining Sterling Seacrest Pritchard (00:19:01) The Biggest Misconception: Quoting vs. Marketing (00:23:34) Why RFPs Are Your Best Opportunity to Tell a Story (00:26:38) B2C vs. B2B Marketing: Building Trust with the C-Suite (00:30:06) How Agency Leaders Should View Marketing (It's Not Just Lead Gen) (00:33:05) How to Build a Modern Agency Marketing Team from Scratch (00:37:08) The Role of AI in Marketing: Efficiency vs. Empathy (00:40:18) Shelby's Lightning Round: Morning Routines, Checklists, and PickleballCONNECT WITH ANDY NEARY

In this episode, I sit down with Mark Rodgers to reveal the exact operational framework that scaled his agency from a $1M "mom-and-pop" shop into an $8.1M tech-enabled powerhouse. Mark breaks down his "Hierarchy of Labor" strategy: Step 1 is AI and Automation, Step 2 is Offshore Virtual Employees, and Step 3 reserves highly paid US staff strictly for relationship-building and complex advising.We also dive into the existential threat of Amazon entering the insurance space, how implementing EOS (Traction) completely transformed their company culture, and why running a 1% EBITDA is the secret to funding massive, horizontal growth. If you want to stop overpaying for data entry and start scaling your agency like a modern tech company, you cannot miss this episode.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaCONNECT WITH ANDY NEARY

When Nancy Giacalone was told by her former partners that having a female agency owner "wasn't a good look," she didn't argue. Instead, she cashed out her 401(k), bought her $50,000 book of business, and walked out the door to build her own empire. Nearly 30 years later, she sold a highly profitable, systematized agency to the Leavitt Group entirely on her own terms.My guest, Nancy Giacalone, former founder of Olympic Crest Insurance and current Benefits Practice Leader at Leavitt, joins me to share her masterclass on agency ownership. We discuss why going independent just to keep 100% of your commissions is a massive trap, how to build operational processes for employees you haven't even hired yet, and the stark difference between earning industry recognition versus buying it. Nancy also breaks down her meticulous strategy for preparing her agency for acquisition years before she ever sat at the negotiating table, and the emotional reality of watching the sign come down off your building. If you want to build a business that serves your life instead of the other way around, this episode is your blueprint.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(00:00:00) The Catalyst: Leaving a Firm That Didn't Want a Female Owner (00:04:43) Building for Scale: Creating Processes for a "One-Woman" Shop (00:08:25) The Independent Trap: Why Chasing 100% Commission Will Fail (00:14:06) Earned vs. Bought: The Truth About Industry Recognition (00:19:06) The Exit Strategy: Preparing for Acquisition Years in Advance (00:21:18) Finding the Right Partner: Selling on Core Values, Not Just Multiples (00:25:01) The Emotional Reality of the Sale: Losing the Sign on the Building (00:29:12) Act As If: Preparing for Success Before It Arrives (00:33:40) Nancy's Lightning Round: 4:45 AM Wake-Ups and Reading FictionCONNECT WITH ANDY NEARY

Many agency leaders run their businesses on gut instinct. While intuition is important for speed, relying on it for your year-end forecast or retention metrics is a dangerous game. If your Agency Management System (AMS) is just spitting out numbers without context, you are effectively flying blind.My guest, Todd Dailey, creator of Premium Logic, joins me to discuss how his transition from the data-rich corporate world of Liberty Mutual to the independent agency side exposed a massive gap in analytics. We break down why traditional AMS platforms fall short, the critical difference between lagging metrics (like retention) and leading metrics (like client sentiment), and how to use data to collaborate with your producers rather than punish them. If you are ready to stop guessing and start making confident, calculated decisions to scale your agency, this episode is your blueprint.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaCONNECT WITH ANDY NEARY

Every producer wants to land massive enterprise accounts, but very few are willing to embrace the daily, unglamorous grind required to get there.In this episode, Andy Neary sits down with Michael Hart of Dillingham Insurance to discuss how the grueling discipline of college football translates directly into building a $1.6M employee benefits book from scratch. Michael shares the exact advice his college coach gave him - “Hard work and consistency beats talent every day" - and how he applies that exact mindset to his daily sales pipeline.We break down the critical difference between pitching and listening, how to use the "six degrees of separation" to successfully prospect into the C-Suite , and why intentional collaboration is the ultimate weapon for closing complex, self-funded cases. Michael also shares his elite post-mortem strategy for handling a Broker of Record (BOR) loss without burning bridges , ensuring you learn from the defeat just like a championship team watching game film.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS0:00 - From Medical Sales to Insurance: The Early Grind04:30 - Transitioning from Worksite to Full Benefits Consulting10:15 - The Rookie Ego Check: Stop Pitching and Start Listening13:50 - The 6 Degrees of Prospecting (How to Connect with CFOs)21:30 - Moving Your Pipeline One Step Every Single Day24:35 - Why Consistency Always Beats Talent (The College Linebacker Mindset)33:10 - How to Handle a BOR Loss Like a Championship Team39:20 - Morning Routines, Goal Setting, and Elite HabitsCONNECT WITH ANDY NEARY

When renewals rely on spreadsheets, scattered email chains, and the "tribal knowledge" of a few account managers, errors become invisible - until they suddenly show up. And when those mistakes finally surface, they introduce massive, catastrophic risk to your top clients and your agency's reputation.My guest, Weston Lunsford, the CEO of PLANSIGHT, joins me to discuss how manual workflows are secretly sabotaging benefit brokerages. We break down how purpose-built AI is replacing the outdated spreadsheet model, allowing brokers to instantly extract complex data from carrier documents to create client-ready presentations. We discuss why your team must stop finding its identity in building spreadsheets, the power of real-time plan modeling in client meetings, and why adopting new technology must be treated as a definitive leadership decision, not a side project. This is your roadmap to getting out of the clerical weeds and back into the strategic advisor seat.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaCONNECT WITH ANDY NEARY

Most brokers pitch self-funding as a silver bullet for cost containment, focusing on administrative fees and stop-loss premiums. But they ignore the elephant in the room: the actual claims data. If you are only trying to shave 10% off the admin fee - which represents just 15% of the total cost - you are completely missing the opportunity to find massive savings in the 85% of the pie that actually matters.My guest, Jeff Borglund, Co-Founder of IntegroIQ, joins me to explain why forensic claims auditing is the ultimate wedge strategy to win and retain self-funded clients. We break down the difference between a targeted audit and a forensic review, and why employers are choosing "ignorance" despite mounting ERISA fiduciary lawsuits. If you want to differentiate your agency and offer a cost-containment strategy that requires zero employee disruption, this is the episode for you.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(00:00:35) The Sausage Salesman: Jeff's Unconventional Path to Insurance (00:02:19) The Forbes Article That Changed Everything (00:06:34) What is Claims Payment Integrity? (And Why is it a Blind Spot?) (00:07:33) Forensic Audits: Finding the $69,000 Mammogram Mistake (00:12:22) Shifting from "Identify and Recover" to "Identify and Prevent" (00:14:02) Fiduciary Ignorance: Why Employers Put Their Heads in the Sand (00:21:04) Fraud, Waste, and Abuse: The Most Common Billing Errors (00:25:05) How Brokers Use IntegroIQ as Their Back-Office Data Team (00:30:35) Jeff's Morning Routine: Coffee, Scripture, and High-Altitude HikingCONNECT WITH ANDY NEARY

Most brokers treat ancillary benefits as an afterthought - a quick box to check at renewal while focusing on the medical plan. But what if auditing a dental contract or uncovering a hidden clause in a disability policy was actually the "wedge" you needed to win the Broker of Record (BOR)?My guest, Mark Chai, Co-Founder of Archon, joins me to share his incredible journey from watching his immigrant father lose his business to bankruptcy, to skipping law school to sell insurance in rural Kansas, and eventually leaving a comfortable corporate job to launch a 100% commission-only General Agency. We discuss why Archon is built entirely around accountability, how they help brokers uncover hidden flaws in current contracts, and why "peace of mind" is the ultimate competitive advantage. This is an inspiring story of resilience, grinding harder than your competition, and finding the hidden value in ancillary benefits.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaCONNECT WITH ANDY NEARY

The insurance industry is purposely complex. Many brokers use confusing jargon and convoluted strategies to maintain the status quo and protect their commissions. But in today's market, complexity kills deals. If you want to stand out to a CFO or HR leader, your ultimate competitive advantage is clarity.My guest, Nicole Quinn-Miles, an employee benefits expert at Marsh McLennan, joins me to discuss why clear, direct communication is the key to driving execution and winning business. We break down why you need to stop trying to be "interesting" and start being "interested," how to explain complex benefit strategies so clients actually take action, and why true trust requires radical honesty. We also discuss Nicole's inspiring journey of personal accountability, her massive weight loss transformation, and how she uses her authenticity to win in a male-dominated industry.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(0:00) Why Clarity is the Ultimate Sales Weapon In Insurance (3:58) The Wake-Up Call: Nicole's Weight Loss and Accountability Journey (8:40) Using Food as Fuel and Scheduling Time for Yourself (11:26) Surviving a "Male, Pale, and Stale" Industry Through Authenticity (14:14) Stop Trying to Be "Interesting" (And Start Being Interested) (17:56) The "Her View" Movement: Safe Spaces for Women in Business (20:27) The State of Healthcare: Why CFOs Are Demanding Straight Answers (23:31) Execution vs. Ideas: Why Complexity Kills the Deal (29:05) Trust Equals Truth Over Time (33:48) Nicole's Routine: Why She Prefers an Evening RegimenCONNECT WITH ANDY NEARY

Most health insurance brokers rely on reactive cost-containment strategies. They wait for a catastrophic claim to hit and then scramble to manage it through cheaper drug sourcing or traditional case management. But looking in the rearview mirror won't solve the reality of 20% stop-loss increases. To win in a brutal renewal market, brokers must shift from managing claims after the fact to avoiding them entirely.My guest, Ryan Chapman, VP of Sales at HealthCare Strategies, joins me to share the predictive care playbook. We discuss how AI algorithms can identify emerging health risks, like missed screenings and trending A1C levels, years before a member ever reaches the hospital. We break down how to position predictive intervention to self-funded employers, the strategy behind running low-risk pilot programs, and why stop-loss carriers are actively rewarding this proactive approach. This is the blueprint for delivering long-term savings and proving your value before you ever win the Agent of Record.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaCONNECT WITH ANDY NEARY

At 41 years old, Mark Holland had won the game. He sold his agency, BenCom, and was in the Cayman Islands planning a life of philanthropy and leisure. Then, the check didn't clear. The buyers defaulted, destroyed the company, and Mark went from retired to restarting from scratch overnight.But the story doesn't end there. After building a second agency, Benefit Help, to nearly $2 million in revenue, he was hit with a 36-month storm of client acquisitions and COVID shutdowns that wiped out 90% of his business.In this episode, Mark, now the CEO of CoVerica, joins me to share the raw truth about resilience. We discuss how he navigated losing everything - twice - without losing his faith, why he refuses to sacrifice his family for profit anymore, and how he turned his biggest professional failures into the leadership philosophy that runs a 40-year-old powerhouse agency today.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(0:00) I Retired at 41... Then Lost Everything | The Mark Holland Story (1:26) The Exit That Wasn't: From Cayman Islands to Crisis (2:49) Starting Over at 41: Dealing with Fear and Ego (5:41) Faith in the Fire: Why Setbacks Are Divine Setups (8:13) The Mistake of the First Exit: Chasing the Finish Line vs. Enjoying the Journey (11:25) The Second Collapse: Losing 90% of Revenue in 36 Months (16:00) The LinkedIn Message That Saved His Career (21:23) Why a P&C Agency Hired a Benefits CEO (Hiring Your Weakness) (30:17) Leading Gen Z: Purpose Over Paychecks (36:03) The Future Producer: Why You Must Master Marketing & Tech (39:48) Mark's Morning Routine: Coffee, Scripture, and 4 AM StartsCONNECT WITH ANDY NEARY

“How am I going to get any credibility?" This is the question that paralyzes most new producers. But waiting for "gray hair" to build authority is a waste of time. You don't need decades of experience to close deals; you simply need to know more than the person sitting across from you.My guest, Brenden Mostoller, owner of Benefits by Brenden, started selling Medicare at 19 years old. He walked into rooms with seniors three times his age and convinced them to trust him with their healthcare. In this episode, we break down how to overcome age bias, why holding an insurance license is all the permission you need to be an expert, and how to transition from local community networking to a dominant online presence. Whether you are 20 or 50, this is how you build the confidence to sell before you feel ready.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaCONNECT WITH ANDY NEARY

Most agencies are stuck in the trap of "placing insurance" - chasing quotes, competing on price, and hoping for a renewal. But the agencies that are actually scaling have stopped selling products and started selling strategy. If you want to escape commoditization, you must make the shift from insurance broker to true risk advisor.My guest, Andy Bassett, CEO of Ellerbrock-Norris, joins me to explain exactly how they successfully made this transition. Andy reveals how they digitized this process with their own software, "Launch," why marketing has become their most powerful recruiting tool, and how to automate the mundane to focus on the meaningful.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(0:00) From "Placing Insurance" to True Risk Advisory | with Andy Bassett (2:15) The Origin Story: From Pre-Med to Shag Carpet Walls (5:14) "Protect Your Purpose": Aligning Business, Life, and Future (8:44) The ENCORE Framework: How to Operationalize Risk Management (15:29) Why Your Marketing is Your Best Recruiter (27:30) The "Trojan Horse" Strategy: Charging for Advice Before the Sale (31:26) Digitizing the Client Experience with "Launch" (35:58) AI in Insurance: Automating Policy Audits to Focus on Strategy (43:13) Andy's Routine: 5 AM Cold Plunges and "Die With Zero"CONNECT WITH ANDY NEARY

Most advisors ignore the post-65 retirees sitting on their clients' health plans. They assume it's just a cost of doing business or that the employer wants to keep them on the same plan as active employees. But by failing to "carve out" this population, you are missing one of the biggest cost-containment strategies available, especially for self-funded groups.My guest, Ken Peterson, Regional Vice President at Benistar, joins me to demystify group retiree medical benefits. Ken explains why municipalities, unions, and family-owned businesses are prime candidates for this strategy, how moving retirees to a Group Medicare Advantage or Supplement plan can drastically lower the average age (and risk) of your active pool, and the specific questions you need to ask to uncover this opportunity. This is the guide to finding the hidden savings in your book of business.Chapters:(00:00:00) The "Low Hanging Fruit" of Benefits: Post-65 Retiree Plans (00:04:33) Who Needs This? Municipalities, Unions, and Family Businesses (00:06:38) The Shift to Group Medicare Advantage: Cost Savings & "Bells and Whistles" (00:11:23) Size Doesn't Matter: Solutions from 2 Retirees to 2,000 (00:12:50) The Carve-Out Strategy: How to Lower Your Active Group's Risk (00:16:40) The Future of Retiree Benefits: A Return to Med Supp? (00:21:56) Why Benistar is the "Broker's Broker" for Retiree Solutions▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaCONNECT WITH ANDY NEARY

The insurance industry is still in love with the 1990s. We glorify the "grind" of cold calling and spamming inboxes, ignoring the reality that the modern buyer has moved on. Today's C-Suite executives aren't sitting by their phones waiting for a quote; they are curating their feeds looking for thought leadership. If you are still relying solely on "smile and dial," you are fighting a losing battle.My guest, Jack Grovenstein, Partner at Palmer & Cay, joins me to discuss how his agency is evolving its playbook to drive massive organic growth - hitting 27% last year alone. We break down the math behind the "15% Rule" for doubling your business, why branding is the new prospecting, and how to stop selling insurance policies and start selling bottom-line impact. This is a wake-up call for any producer still operating like it's 2005.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(0:00) "Your Sales Tactics Are Outdated" with Jack Grovenstein(1:20) The Palmer & Cay Story: From Bank Acquisition to Private Powerhouse (8:40) Organic Growth Over M&A: The 15% Rule to Double Your Agency (14:30) Why "Smile and Dial" is Dying (And What Replaces It) (22:15) The New Prospecting: Using Content to Capture the C-Suite (27:00) Hiring for Grit: What to Look for in Modern Producers (34:50) AI in Insurance: Automating the Mundane to Focus on the Meaningful (40:10) The $600k Case Study: How to Sell Directly to the P&LCONNECT WITH ANDY NEARY

The construction industry has digitized, but the insurance industry hasn't kept up. Most carriers still price risk based on outdated proxies, ignoring the massive amount of real-time safety and operational data available through tools like Procore and Samsara. This disconnect means safer, tech-forward contractors are subsidizing the premiums of their higher-risk competitors.My guest, Danil Kolesnikov, Founding Engineer at Shepherd, joins me to discuss how they are using technology to fix insurance pricing. We dive into Shepherd's thesis that contractors who use software to manage their jobsites are inherently better risks and should be priced accordingly. Danil explains the engineering behind their proprietary underwriting platform, how the "Shepherd Savings" program turns software usage into premium credits, and why accurate, data-driven pricing is the only way to build a sustainable book in high-hazard industries.Chapters:(00:00:00) Using Technology To Better Price Insurance Risk (00:02:15) The Thesis: Why Tech Adoption Indicates Lower Risk (00:04:20) Build vs. Buy: Engineering a Proprietary Underwriting Platform (00:07:45) Efficiency in Pricing: The Value of the "Speed to No" (00:13:15) Navigating Complex Markets: Pricing Risk in CA and NY (00:16:40) Shepherd Savings: Converting Data into Premium Reductions (00:20:10) Scaling the Book: Using AI to Enhance Underwriting Precision▶▶ Sign Up For Your Free Discovery Callhttp://completegameu.com/agaCONNECT WITH ANDY NEARY

Most agencies treat employee benefits as a secondary revenue stream - a product to be sold rather than a risk to be managed. They silo their commercial and benefits teams, leaving the client with a disjointed strategy that fails to address their second-largest line item after payroll.My guest, Kevin Handzlik, Director of Employee Benefits at Ellerbrock-Norris, joins me to flip the script. Coming from an actuarial background at Milliman, Kevin brings a data-driven perspective to the brokerage world. In this episode, we break down why pharmacy costs have skyrocketed to 40% of claims spend, how to apply commercial risk management principles to health plans, and why self-funding is a vehicle, not a product. This is the blueprint for breaking down agency silos and protecting your client's purpose.Chapters:(0:00) From Actuarial Consulting to Agency Leadership: Kevin Handzlik's Story (5:16) Stop Selling Health Insurance, Start Solving Business Problems (9:09) The 40% Problem: Why Pharmacy Costs Are Skyrocketing (13:44) Applying Risk Management Principles to Employee Benefits (17:28) Overcoming the Fear of Self-Funding: Education vs. Sales (21:52) Breaking Down Silos: Why Commercial and Benefits Must Work Together (25:20) Stop Pitching Solutions: The Power of Asking Better Questions▶▶ Sign Up For Your Free Discovery Callhttp://completegameu.com/agaCONNECT WITH ANDY NEARY

Losing a big account hurts. Your natural instinct is to get defensive, blame price, and block the other broker on LinkedIn. But what if the secret to your future growth lies in picking up the phone and congratulating the person who just beat you?My guest, Ruth Manka, Executive Director of Intersure, advocates for a radical strategy called "coopetition." In this episode, she explains why the most successful independent agencies are sharing their secrets with rivals rather than guarding them. We discuss why you should debrief with the competitor who stole your business to learn where you failed, how to stay independent in an M&A-obsessed world, and why an abundance mindset is the ultimate competitive advantage. This is the argument for turning your enemies into your best teachers.▶▶ Sign Up For Your Free Discovery Callhttp://completegameu.com/agaKEY MOMENTS(0:00) Why You Should Call the Competitor Who Just Stole Your Client (4:17) Community vs. Networking: Why Most Groups Fail (7:30) The "Coopetition" Strategy: Sharing Secrets to Win (14:30) The Call: How to Debrief a Loss with Your Rival (15:28) Staying Independent in a World of Mergers (24:10) AI is Your Thought Partner, Not Your Replacement (30:52) The Abundance Mindset: Why the Good Guys Win (37:04) Ruth's Routine: Light Therapy and the "Reverse 80/20 Rule"CONNECT WITH ANDY NEARY

"You look too young. You can't talk to me about my benefits." That was the feedback Stephanie Handschuh received from a CFO early in her career. It is a bias that plagues the insurance industry, where the average age is pushing 60 and the "old guard" still holds the keys. With a massive wave of retirements on the horizon, the industry is in the middle of a culture clash between the traditional "golf and drinks" crowd and a new generation demanding tech, resources, and rapid growth.My guest, Stephanie Handschuh, Principal at Palmer & Cay, joins me to discuss how to navigate this generational divide. We talk about the burden on the "Middle Generation" to bridge the gap, why Gen Z doesn't care about your country club membership, and how young producers are using content to bypass the age objection entirely. This is the truth about what it takes to succeed when you are the youngest person in the room.Chapters:(0:00) The Silver Tsunami: Why the Industry is "Male, Pale, and Stale" (3:32) The AI Stance: Why You Can't Just "Evaluate" It Anymore (6:55) Gen Z Demands: Why They Want Titles Over Job Security (11:54) The Death of the "Three Martini Lunch" Culture (15:21) The Hardest Lesson for Young Producers: Pick Up the Phone (18:35) "You Look Too Young": Overcoming Age Bias in the Boardroom (20:37) How a 25-Year-Old Producer Won a President's Trust via Content▶▶ Sign Up For Your Free Discovery Callhttps://calendly.com/aneary/strategy-sessionCONNECT WITH ANDY NEARY

In an industry obsessed with mergers and acquisitions, staying independent is a radical act. Most agencies sell out or fade away, but Rue Insurance has thrived for 108 years across four generations. How do you build a legacy that lasts a century without losing your edge?My guest, Bill Rue Jr., President of Rue Insurance, joins me to share the blueprint for longevity. A former investment banker and Wharton grad, Bill discusses how he applies high-level business discipline to a family agency. We get into why they refuse to sell, how they transitioned from "hunting" to brand-driven marketing to support their producers, and the "Be Ready" philosophy that operationalizes their culture. This is the guide for agency owners who want to build a legacy, not just a book of business.▶▶ Sign Up For Your Free Discovery Callhttps://calendly.com/aneary/strategy-sessionKEY MOMENTS(0:00) 108 Years of Independence: The Rue Insurance Story (1:11) From Investment Banking to Checking Policies: Earning Your Stripes (6:38) "Be Ready with Rue": Operationalizing Your Agency Culture (9:23) How to Build a Benefits Department from Scratch (14:06) Stop Hunting, Start Marketing: The New Role of the Producer (18:43) The Power of Peer Groups: Why You Can't Grow Alone (20:34) The Future of Insurance: AI vs. Relationships (24:59) Using AI as a Thought Partner, Not a Replacement (27:06) Advice for New Executives: Don't Wait to Ask for Help (29:00) The Morning Routine of a 4th Generation PresidentCONNECT WITH ANDY NEARY

BUY CAST BREW COFFEE TO SUPPORT THE SHOW - https://castbrew.com/ Become A Member And Protect Our Work at http://www.timcast.com Host: Tate Brown @realTateBrown (everywhere) Guest: Chris Pavlowski @chrispavlovski (X) My Second Channel - https://www.youtube.com/timcastnews Podcast Channel - https://www.youtube.com/TimcastIRL

In the insurance industry, we are taught that value equals output. We measure success by how hard we grind, how many calls we make, and how much revenue we personally drive. But there comes a point where your hustle becomes the bottleneck that chokes your agency's growth. If you are doing everything, your team can't do anything.My guest, Tim Leman, CEO of Gibson, learned this the hard way. After years of operating as a high-octane "sales jockey" and player-coach, he realized that to truly scale, he had to stop equating his self-worth with his daily productivity. In this episode, Tim reveals how doing less operational work allowed him to help his company grow more. We break down his transition from top producer to visionary CEO, the "Jerry Maguire" moment that forced a culture shift, and how implementing an operating system gave him the freedom to build a massive 2033 vision.▶▶ Sign Up For Your Free Discovery Callhttps://calendly.com/aneary/strategy-sessionKEY MOMENTS(00:00:00) How Doing Less Helped My Company Grow More (00:08:40) The "Jerry Maguire" Letter: A Lesson in Moving Too Fast (00:16:07) Leading Through Crisis: The Recession Wake-Up Call (00:21:40) The Feedback Trap: Why Speed Can Look Like You "Don't Like People" (00:27:00) The Mindset Shift: Valuing Strategy Over Output (00:30:40) Why Being a Great Producer Doesn't Make You a Great Manager (00:34:59) The Result of Doing Less: The 2033 Vision for ScaleCONNECT WITH ANDY NEARY

Most producers claim they want to dominate in 2026, but they are waiting for permission. They wait for the "perfect time" to invest in themselves, or worse, they wait to see if their "boss will pay for it." This mindset is a one-way ticket to mediocrity. If you aren't willing to bet on yourself when the chips are down, why should anyone else?In this special joint episode, I am joined by my own mindset and performance coach, Christina Lecuyer. We strip away the fluff and deliver the hard truths you need to hear before the new year. We discuss why high achievers struggle so much with self-worth, the danger of waiting for a "guaranteed ROI" before taking action, and why confidence isn't a feeling - it's a muscle you build by keeping promises to yourself. This is the wake-up call you need to stop playing small.▶▶ Sign Up For Your Free Discovery Callhttps://calendly.com/aneary/strategy-sessionKEY MOMENTS(00:00:00) Bet On Yourself: The Mindset You Need to Win in 2026 (00:03:48) The Moment I Stopped Playing Small (00:06:45) Why Money Without Health is Failure (00:18:19) The High Achiever's Curse: Perfectionism vs. Progress (00:24:36) The Litmus Test: "Will My Boss Pay For It?" (00:33:00) Confidence is a Muscle You Build, Not a FeelingCONNECT WITH ANDY NEARY

Building a personal brand and driving sales usually requires you to be awake, on camera, and actively recording. It's a time-intensive grind that places a hard cap on your revenue; you simply cannot be in every sales conversation at once. But what if you could deploy a digital version of yourself to close deals and create content 24/7?In this episode, I'm joined by Jim Carter III, a highly-sought after AI strategist who I worked with to build the clone for my agency. Together, we break down exactly how to clone yourself with AI. We explore the specific tech stack (HeyGen for video and ElevenLabs for audio) that allows you to create a hyper-realistic digital twin capable of working while you rest. Jim walks us through the step-by-step process of recording "fine-tune" footage to train the AI on your specific mannerisms, and how to use this technology to automate your social media presence and sales outreach. This is your guide to escaping the time-for-money trap.▶▶ Sign Up For Your Free Discovery Callhttps://calendly.com/aneary/strategy-sessionKEY MOMENTS(00:00:00) The Bottleneck: Why You Can't Scale Sales Yourself (00:02:15) The "Digital Twin" Strategy (00:05:40) The Cloning Tech Stack: HeyGen and ElevenLabs (00:10:20) Training the AI: Recording Your "Fine-Tune" Footage (00:15:30) Selling While You Sleep: Automating Outreach (00:19:45) The Future of Agency Growth: Scaling Without BurnoutCONNECT WITH ANDY NEARY

Most agency owners treat profit as an afterthought; it's just whatever is left over at the end of the year. This "Bank Balance Accounting" mindset leads to a high-stress cycle of overspending in good months and panicking during tax season. It turns profit into a gamble rather than a guarantee.My guest, fractional CFO Alicia Ostis, joins me on The Broker's Voice to share the specific financial system that flips this equation. We break down the 5-bank-account framework that forces profitability from day one, regardless of your revenue. We also cover the "Drip Account" strategy to survive commission volatility and the exact allocation percentages you need to ensure you, the owner, get paid first every single time. This is the blueprint for guaranteeing your agency's financial health.▶▶ Sign Up For Your Free Discovery Callhttps://calendly.com/aneary/strategy-sessionKEY MOMENTS(00:00:00) The Accounting System That Guarantees Agency Profit (00:02:45) Why "Bank Balance Accounting" is Losing You Money (00:06:45) The 5-Account Framework: Setting Up the System (00:11:51) The "Drip Account": How to Smooth Out Huge Commission Checks (00:16:29) Scaling the System: Adjusting Percentages as Revenue Grows (00:26:29) Personal Profit: Applying the System to Your Home FinancesCONNECT WITH ANDY NEARY

Tight end Daniel Bellinger speaks to the media Sunday after the Giants' loss to the Commanders.See omnystudio.com/listener for privacy information.

Mike Lefko and Brady Henderson discuss whether or not the Seahawks have the best defense in the NFL and what other teams are also in the running for that title. They also dive into the need for a complete game from Sam Darnold on Sunday against the Colts and highlight what his last few games have looked like. They end the hour with a game of Buy Or Sell featuring a variety of football topics.

Georgia has been cranking up their football dominance as the season has rolled along, and while Saturday may have not been the peak, the rest of college football better hope that it was, because every team in the playoff has officially been put on notice.

The Seattle Seahawks cruised to a 38-14 victory over the Washington Commanders in front of a national audience on Sunday night. The gruesome injury late in the game to Jayden Daniels soured the win and we hope Ernest Jones and Josh Jobe come out of the game ok for our Seahawks. Sam Darnold was on point for Seattle and Jaxon Smith-Njigba continued to dominate, supported by a well-balanced offense orchestrated by Klint Kubiak. The defense stifled Washington's offense and controlled the game from start to finish. Mike Macdonald made the right call on defense with Devon Witherspoon and Josh Jobe getting the start and Nick Emmanwori demonstrating why he should never be on the bench. Without Cooper Kupp on the field, Tory Horton hauled in a couple touchdowns to make his case for future WR2 on the team and Cody White jumped up from the practice squad to add a long touchdown of his own. Join our Sea Hawkers Podcast Pickem League - free prizes for weekly winners. Support the show Get in the Flock! Visit GetInTheFlock.com Or visit our website for other ways to support the show Subscribe via: Apple Podcasts | Spotify | Google Podcasts | YouTube | TuneIn | RSS Follow us on: Facebook | Twitter Listen on our free app for Android, iOS, Kindle or Windows Phone/PC Call or text: 253-235-9041 Find Sea Hawkers clubs around the world at SeaHawkers.org Music from the show by The 12 Train, download each track at ReverbNation