<p>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.</p><p><br></p><p>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 &quot;generalists.&quot;</p><p><br></p><p>▶▶ Sign Up For Your Free Discovery Call</p><p><a href="http://completegameu.com/aga">completegameu.com/aga</a><br></p><p><br></p><p>KEY MOMENTS</p><p><br></p><p>(00:00:00) From College Tennis to Sports Marketing: Shelby’s Journey </p><p>(00:08:11) Ego, Time Management, and the College Athlete Mindset </p><p>(00:12:27) Building Community and Engagement in Tennis </p><p>(00:15:22) The Accidental Jump to Insurance: Joining Sterling Seacrest Pritchard </p><p>(00:19:01) The Biggest Misconception: Quoting vs. Marketing </p><p>(00:23:34) Why RFPs Are Your Best Opportunity to Tell a Story </p><p>(00:26:38) B2C vs. B2B Marketing: Building Trust with the C-Suite </p><p>(00:30:06) How Agency Leaders Should View Marketing (It’s Not Just Lead Gen) </p><p>(00:33:05) How to Build a Modern Agency Marketing Team from Scratch </p><p>(00:37:08) The Role of AI in Marketing: Efficiency vs. Empathy </p><p>(00:40:18) Shelby’s Lightning Round: Morning Routines, Checklists, and Pickleball</p><p><br></p><p>CONNECT WITH ANDY NEARY</p><p><br></p><p>📲 Schedule a free discovery call:</p><p><a href="http://completegameu.com/aga">completegameu.com/aga</a></p><p><br></p><p>Subscribe and listen to the Accelerate Your Insurance Sales Podcast 🎙 here:</p><p><a href="https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqblBnSWp3ekc3VDZJZkNGM2dWdGF4Y1RfZ0NGZ3xBQ3Jtc0tub2lKb1JycHh1dm5ILTVkTXRObzBadUVGVXVzQXJDbzJQME5RT2dvN0FjUDNGbFVRV29aeU9JbGhMYTZWQ2FCYXM5YzZGYlQ4RzRGek5fZjByOWgzU0l0cW1EbGtENzl1NG53YklUS1VxRmIxTDdtTQ&q=https%3A%2F%2Fpodcasts.apple.com%2Fus%2Fpodcast%2Fbullpen-sessions-with-andy-neary%2Fid1507348706&v=UTJSfeJuTAk">https://podcasters.spotify.com/pod/show/andy-neary7</a> 🎯 </p><p><br></p><p>Subscribe to the podcast on YouTube 🎥:</p><p>https://www.youtube.com/channel/UCyqBg5tL_1G1tf7Wo98tMgg</p><p><br></p><p>💬 Join the Complete Game text community:</p><p>Text the word BROKER to 414-622-1462</p><p><br></p><p>Connect with Andy Neary on social media: </p><p>LinkedIn: <a href="https://www.linkedin.com/in/andyneary/">https://www.linkedin.com/in/andyneary/</a></p><p>Instagram: <a href="https://www.instagram.com/andy_neary/">https://www.instagram.com/andy_neary/</a></p>