Heads Up Adviser: Recent Episodes

John Sbrocco, Craig Lack

Heads Up Adviser is a weekly show for top-performing insurance brokers who constantly improve their sales and marketing skills. Show hosts - John Sbrocco and Craig Lack share real-life stories, answer your questions and help you shorten your learning curve. Subscribe to the Heads Up Adviser Show today! http://headsupadviser.com/

Lucas Siegel explains that a massive labor shortage and persistent stigma have made traditional therapy inaccessible for most working Americans. He details how Yuna, is bridging this gap by providing immediate, destigmatized, and affordable mental health support. With case studies showing 8x the engagement of a typical EAP, this conversation reveals the future of scalable mental healthcare.

Tune in to understand:

Why record-high spending on mental health isn't improving outcomes.
The devastating impact of the 48-day wait time for care.
How AI Mental Health is achieving unprecedented engagement rates by removing stigma.
How employers can offer unlimited, 24/7 mental health support for less than a cup of coffee per employee.

LEARN MORE
Yuna: https://www.yuna.io/
Heads Up Adviser: https://virtuealliance.com/heads-up-adviser/
Show Sponsor Virtue Health: https://virtuealliance.com/

CONNECT ON LINKEDIN
Lucas Siegel: https://www.linkedin.com/in/lucassiegel/
John W. Sbrocco: https://www.linkedin.com/in/johnwsbrocco/

Lee Lewis explains the "grass is greener" paradox: large employers feel they're too bureaucratic to innovate, while mid-market employers feel they lack the scale. He reveals how a new model is breaking down these barriers, bundling Fortune 100-level solutions and making them accessible to the mid-market for the first time.

Tune in to understand:

Why the "Show-Up" model is the only effective way to implement Direct Primary Care.
How hospitals use infusion therapy as a "streaming revenue" machine and how to stop it.
The groundbreaking impact of psychedelic therapies on addiction and mental health costs.
How to bring the most powerful health strategies to your clients, regardless of their size.

LEARN MORE
Health Transformation Alliance: https://www.linkedin.com/company/health-transformation-alliance/
Heads Up Adviser: https://virtuealliance.com/heads-up-adviser/
Show Sponsor Virtue Health: https://virtuealliance.com/

CONNECT ON LINKEDIN
Lee Lewis: https://www.linkedin.com/in/leewlewis/
John W. Sbrocco: https://www.linkedin.com/in/johnwsbrocco/

Justin, a PBM industry insider, pulls back the curtain on the complex games that drive up pharmacy spend. He explains the critical difference between a PBM that claims to be “transparent” and one that is a true fiduciary, contractually bound to act in your best interest. This conversation moves beyond the misleading “spreadsheet game” of chasing rebates to focus on the one metric that actually matters: lowest net cost.

Tune in to understand:

The key questions you must ask to determine if your PBM is truly aligned with your plan.
Why the highest rebate almost never equals the lowest cost.
The “product hopping” tactic that’s costing your health plan millions on specialty drugs.
How to leverage your own data and focus on PMPM (per member per month) spend to achieve real, measurable savings.

LEARN MORE
Serve You RX: https://serveyourx.com/
Heads Up Adviser: https://virtuealliance.com/heads-up-adviser/
Show Sponsor Virtue Health: https://virtuealliance.com/

CONNECT ON LINKEDIN
Justin Jasniewski: https://www.linkedin.com/in/justin-jasniewski/
John W. Sbrocco: https://www.linkedin.com/in/johnwsbrocco/

In this episode, John Sbrocco, Founder and CEO of Virtue Health, cuts through the industry jargon to give you a clear-eyed view of the current market. He breaks down the key factors driving medical inflation—from post-COVID utilization and provider consolidation to the staggering rise of catastrophic claims.

Listen to learn:

The real story behind renewal increases and the key inflation drivers you need to explain to employers.
Why a million-dollar claim is no longer a large claim and how orthopedic and specialty drug costs are impacting your bottom line.
The critical flaw in most public pools and captives that leaves well-managed groups subsidizing the risk of others.
Actionable cost-containment strategies that focus on the 4% of members driving nearly 50% of the spend.
How a private consortium model creates long-term stability and delivers single-digit renewals in a double-digit market.

LEARN MORE
Heads Up Adviser: https://virtuealliance.com/heads-up-adviser/
Show Sponsor Virtue Health: https://virtuealliance.com/

CONNECT ON LINKEDIN
John W. Sbrocco: https://www.linkedin.com/in/johnwsbrocco/

This is a must-listen playbook for any advisor looking to navigate tough renewal conversations and deliver sustainable results for their clients.

Natalia Gertsik, a scientific researcher turned commercial leader, shares her personal journey into precision medicine after navigating a friend's brutal brain cancer diagnosis. She explains why traditional care navigation falls short for complex cases and how PHM's unique approach to precision medicine is not just saving lives, but also delivering substantial cost savings for self-funded employers.

Tune in to understand:

The alarming statistics behind the rise of high-cost claimants.
The foundational principles of precision medicine and its transformative impact.
Real-world examples of how targeted treatment plans prevent unnecessary costs and improve patient outcomes.
Actionable insights for advisors to empower their clients with effective high-cost claim management.

LEARN MORE
Private Health Management: https://privatehealth.com/
Heads Up Adviser: https://virtuealliance.com/heads-up-adviser/
Show Sponsor Virtue Health: https://virtuealliance.com/

CONNECT ON LINKEDIN
Natalya Gertsik, PhD: https://www.linkedin.com/in/natalyagertsik/
John W. Sbrocco: https://www.linkedin.com/in/johnwsbrocco/

A million-dollar book isn’t success anymore—it’s table stakes. In this episode, join business advisers John W. Sbrocco and Craig Lack as they reveal the specific habits and mindsets that drive brokers to multi 7-figure success and give you a practical roadmap to scale beyond your current limitations.

What we cover in this episode:

Why million-dollar books are like million-dollar houses (not what they used to be)
How to invest 8-12% of revenue back into growth (masterminds, coaches, marketing)
Why targeting 150-350 life groups beats chasing small accounts
The #1 factor that separates elite producers: getting in front of more people
Daily prospecting habits that never stop (even between meetings)

LEARN MORE
Heads Up Adviser: https://virtuealliance.com/heads-up-adviser/
Virtue Health: https://virtuealliance.com/

CONNECT ON LINKEDIN
John W. Sbrocco: https://www.linkedin.com/in/johnwsbrocco/
Craig Lack: https://www.linkedin.com/in/craiglack/

Are you tired of hearing "no" from prospects, even when your solution is a perfect fit?

The problem isn't your offer, it's human psychology. In this episode, we break down the core reasons clients resist change and give you a practical framework to overcome objections and finally get them to say "yes."

LEARN MORE: Heads Up Adviser: [Link to Heads Up Adviser LP]
Virtue Health: [Link to Virtue Health Website]

CONNECT ON LINKEDIN:
John W. Sbrocco: [Link to John's LinkedIn Profile]
Craig Lack: [Link to Craig's LinkedIn Profile]

Thank you to our sponsor: Virtue Health.

On Today's Episode: Why do you need to play the long game in a world chasing quick wins? It's easier to stay with the same book of business every year than reinventing and betting on yourself to earn more in the long run.

Welcome to a new episode where industry experts John W. Sbrocco and Craig Lack reveal how to thrive in the health insurance industry by playing the long game.

Key Takeaways: The benefits of delaying instant gratification for your business. Tactics for taking calculated risks and investing in your future. How to build a million-dollar business after major setbacks. How to leave stability for opportunity today.

Whether you're dealing with high client demands, market competition, or financial uncertainty, this episode provides the tools to overcome that.

Show Sponsor: virtuealliance.com

Follow Heads Up Adviser:

Facebook group: https://www.facebook.com/groups/headsupadviser

Website: https://virtuealliance.com/heads-up-adviser/

Follow John Sbrocco:

LinkedIn: https://www.linkedin.com/in/johnwsbrocco/

Follow Craig Lack:

LinkedIn: https://www.linkedin.com/in/craiglack/

Website → https://catilizehealth.com/

In this episode of Heads Up Adviser, John W. Sbrocco and Craig Lack challenge the concept of winning in both business and life.

This episode is packed with insights that will make you reflect and redefine your success.

Here’s a sneak peek:

-How time changes your definition of winning

-Why people get wired to believe their past is their future

-How brokers can package themselves and win the market

-The reason simplicity sells: it avoids overwhelming clients

-Why, if you want to win, you need to do what losers won't do

Don't miss this discussion that questions whether you really want to win or need to win.

Show Sponsor Virtue Health → https://virtuealliance.com

Follow Heads Up Adviser: Youtube → https://www.youtube.com/headsupadviser

Website → https://virtuealliance.com/heads-up-adviser/

Facebook group → https://www.facebook.com/groups/headsupadviser

Follow John W. Sbrocco: LinkedIn → https://www.linkedin.com/in/johnwsbrocco/

Website → https://virtuealliance.com/

Follow Craig Lack: LinkedIn → https://www.linkedin.com/in/craiglack/

Website → https://catilizehealth.com/

In this episode of Heads Up Adviser, John W. Sbrocco and Craig Lack uncover why some brokers after 5 years still have the same size book. The main reason? Short term dopamine.

We touch on:

How dopamine addiction (social media and distractions) impacts your business
Steps you can start taking today to break free from feeling miserable
How a 20% increase in efficiency can double your revenue
Why, when you make more money, you need more “No’s”
The cycle of short-term pleasure vs. long-term goals
Why your environment impacts your success

Don’t miss this conversation where we share genuine advice and personal stories that will help you recognize and manage your dopamine triggers.

Whether you’re looking to boost your efficiency, increase your revenue, or find more fulfillment in life, this conversation has something for you.

Show Sponsor→ https://virtuealliance.com

Follow Heads Up Adviser: Facebook group → https://www.facebook.com/groups/headsupadviser

Youtube → https://www.youtube.com/headsupadviser

Website → https://virtuealliance.com/heads-up-adviser/

LinkedIn→ https://www.linkedin.com/company/virtuehealth

Follow John W. Sbrocco:

LinkedIn → https://www.linkedin.com/in/johnwsbrocco/

Website → https://virtuealliance.com/

Follow Craig Lack: LinkedIn → https://www.linkedin.com/in/craiglack/

Website → https://catilizehealth.com/

In this episode of Heads Up Adviser, Craig Lack and John Sbrocco discuss daunting topics of failure and fear in business, sharing their personal experiences and insights.

We touch on:

Why failure feels devastating and how to flip the script
How to use failure and fear as a motivator rather than a deterrent
Simple steps to reprogram your brain for success in business and life
How to catch negative thoughts and replace them with productive ones
The difference between micro failure vs. macro failure
Overcoming social anxiety post-COVID

Don’t miss this conversation where we explore fear in business, relationships, and personal challenges, stressing why we need to push through discomfort and be introspective.

We also address social anxiety post-COVID and overcoming self-limiting beliefs, offering practical tips for personal and professional growth.

Show Sponsor→ https://virtuealliance.com

Follow Heads Up Adviser:

Facebook group → https://www.facebook.com/groups/headsupadviser

Youtube → https://www.youtube.com/headsupadviser

Website → https://virtuealliance.com/heads-up-adviser/

Follow John W. Sbrocco:

LinkedIn → https://www.linkedin.com/in/johnwsbrocco/

Website → https://virtuealliance.com/

Follow Craig Lack:

LinkedIn → https://www.linkedin.com/in/craiglack/

Website → https://catilizehealth.com/

In this episode of Heads Up Adviser, Craig Lack, and John Sbrocco discuss why passion alone won’t cut it in sales and business.

We touch on:

The reality of passion in work and self-employment
Why you don't need to love every aspect of your work
Importance of discipline and habits
Embracing discomfort in self-employment
Finding purpose and excitement in work
Overcoming challenges for success
Shifting your mindset to overcome obstacles
Adopting a "savage" mentality for success in a competitive market

Don’t miss this conversation where we explore the reality behind the “passion” myth.

Why discipline is the true driver of success, why having a clear purpose is key: whether it's helping others or providing for your family.

And why you need to embrace discomfort and adopt a resilient mindset to achieve success in a competitive market.

Heads Up Adviser:

Facebook group → https://www.facebook.com/groups/headsupadviser

Youtube → https://www.youtube.com/headsupadviser

Website → https://virtuealliance.com/heads-up-adviser/

Follow Craig Lack:

LinkedIn → https://www.linkedin.com/in/craiglack/

Follow John W. Sbrocco:

Website → https://virtuealliance.com/

LinkedIn → https://www.linkedin.com/in/johnwsbrocco/

🔥 Ready to supercharge your sales? In this episode of Heads Up Advisor, John and Craig are back with explosive tips and tricks to help you nail that crucial first meeting. Discover how Craig closed a 20,000-life group in just 20 minutes and learn how you can apply these game-changing tactics to your own sales strategy. 🚀 💡

Topics Covered:

The secrets to making the first meeting count
Craig’s unbeatable intelligence-gathering techniques
Crafting a pitch that gives you a competitive edge
Using storytelling to captivate and convert
How to handle objections like a pro
Insider tips on industry-specific targeting

Don’t miss out on these insider secrets that can transform your sales approach and skyrocket your success! Hit that subscribe button and join us every Thursday for more killer sales advice. 🎧🔥

virtuealliance.com

🌐 Facebook Group → https://bit.ly/huagroup

📺 Youtube → https://www.youtube.com/headsupadviser

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

Thanksgiving is just around the corner, and on this special episode of the Heads Up Adviser Show, John Sbrocco and Craig Lack are serving up something truly meaningful.

Join an insightful discussion on how to make gratitude a year-round practice with your clients and prospects.

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Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar: Discover How Brokers Are Winning 10+ New Accounts A Year→ https://virtuealliance.com/masterclass/

🪩 Work with us - https://virtuealliance.com/demo/

Ready to ignite your motivation, supercharge your energy, and secure those game-winning prospects in Q4 / 2023?
John Sbrocco and Craig Lack curated expert insights and motivational tips to empower you to finish the year strong.

Picture this – turning the tide, snatching deals out of the jaws of defeat, and wrapping up Q4 like a champ. Yeah, that's the vibe, and this episode is your backstage pass to making it happen.

Get ready to absorb real talk and insider tips on how to be the hero who swoops in and closes those deals everyone else thought were impossible. We're talking about strategies that'll have your competitors scratching their heads, wondering how you pulled off that epic turnaround.

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Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar: Discover How Brokers Are Winning 10+ New Accounts A Year→ https://virtuealliance.com/masterclass/

🪩 Work with us - https://virtuealliance.com/demo/

👉 Your journey to financial wisdom and entrepreneurial success starts now!

Join Eric Nghiem, Tony J. Hughes, Amanda Holmes, and a community of like-minded professionals who are ready to make a real impact in the brokerage business. Reserve your spot today for High Stakes Advising 2023 - The #1 Sales & Marketing Event For Healthcare Brokers.

Click the link below to secure your place at this must-attend event.

📅 Date: Aug 14-15, 2023
📍 Location: Hard Rock Hotel & Casino, Florida
🔥Register NOW for High Stakes Advising 2023🔥 ➡️
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We're excited to present our latest episode of the Heads Up Adviser Podcast, titled "Money Smart" with the one and only Eric Nghiem! 💰🎧

A seasoned entrepreneur, who's seen success in multiple industries, Eric brings his deep insight and experience in the tax and financial planning sectors to the table. With a mission to empower entrepreneurs to upscale their businesses, Eric is all about making money work FOR YOU. 💪💼

In this captivating episode, Eric will unveil smart strategies to increase your revenue, expand your business, and decode why some brokers, despite making a decent income, still find themselves struggling. 📈🧐

Get ready to redefine your relationship with money. Unearth new ways to make your money work harder, so you don't have to.

Don't just earn; learn to grow your wealth with Eric's invaluable wisdom and insights! 💡

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Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us - https://virtuealliance.com/demo/

CLICK HERE to download "Broker's Guide To Meeting The CFO" from Virtue Health and Gary Bender >>

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Meet Chad Burdo at the #1 Sales & Marketing Event For Healthcare Brokers - High Stakes Advising 2023
🗓️ AUG 14-15 | 2023
🔖 Hard Rock Hotel and Casino, Hollywood, FL

Tired of the same old "save 15% in 15 minutes" pitch? So are your corporate clients! Luckily, Chad is here to save the day. With years of experience under his belt, he's seen it all and overcome every challenge this industry throws at him.

In our conversation, Chad shares his insider tips and strategies for standing out in the health insurance brokerage world and effectively converting those 'been-there-heard-that' prospects.

This is an episode that will arm you with the knowledge and tools you need to revolutionize your client approach. Don't miss out on this game-changer episode, available now!

We covered:

✔️ Revamp your client approach with effective communication

✔️ Chad Burdo's unique approach to bypassing the clichéd 'save 15% in 15 minutes' pitch

✔️ The key strategies to overcome ubiquitous challenges in the health insurance brokerage industry

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Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us - https://virtuealliance.com/demo/

CLICK HERE to download "Broker's Guide To Meeting The CFO" from Virtue Health and Gary Bender >>

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Meet Gary Bender at the #1 Sales & Marketing Event For Healthcare Brokers - High Stakes Advising 2023
🗓️ AUG 14-15 | 2023
🔖 Hard Rock Hotel and Casino, Hollywood, FL

Benefits renewal season is not that far away. And this year, it may get complicated.

Healthcare brokers that plan to maintain their book of business this year must safeguard their renewal strategy for the September - October meetings.

Kickstart this process with John Sbrocco and Craig Lack on this week's episode of the Heads Up Adviser Show: "THE RENEWAL MEETING."

Learn how to create a range of scenarios for the employer, provide them with choices, and - more importantly - give them certainty and clarity before the renewal date.

We covered:

✔️ Re-selling last year's success

✔️ Mastering uncomfortable conversations

✔️ This year's dealbreakers

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Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us - https://virtuealliance.com/demo/

CLICK HERE to download "Broker's Guide To Meeting The CFO" from Virtue Health and Gary Bender >>

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Meet Gary Bender at the #1 Sales & Marketing Event For Healthcare Brokers - High Stakes Advising 2023
🗓️ AUG 14-15 | 2023
🔖 Hard Rock Hotel and Casino, Hollywood, FL

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Ever wondered what differentiates various types of CFOs? Curious about the ins and outs of their roles? Need tips on how to actually get these financial wizards in a room? 🤔 Look no further!

In this eye-opening episode, Gary gives us an insider's view of the CFO's world. But he doesn't stop there. He also shares insights on where brokers often stumble in meetings with CFOs, and how you can avoid these common pitfalls. 🚀

Even more, Gary unpacks how understanding a CFO's past and present can make your communication strategy much more effective. Talk about game-changing! 🎯

So, if you're a broker looking to up your game, or just a curious listener interested in the world of finance, you don't want to miss this episode! 🎙️

Join us in uncovering the CFO's universe. Click on the link to listen NOW! 🔗

Here's what you'll discover:

✔️ What are the different types of CFO’s?
✔️ What’s their actual role? How do you get these guys in a room?
✔️ What are brokers doing wrong in those meetings?
✔️ How can you use their facts and history when you communicate with CFO’s?

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Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us - https://virtuealliance.com/demo/

Click Here To Join The #1 Sales And Marketing Event For Healthcare Brokers - High Stakes Advising 2023

🗓️ AUG 14-15 | 2023
🔖 Hard Rock Hotel and Casino, Hollywood, FL

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Click here to download "2023 Milliman Medical Index" >>
Click hereto download Sunlife Report - "High-Cost Claims And Injectable Drug Trends Analysis."

🎙️ Tune in to our latest podcast episode: "2023 Reports For Your Health Insurance Renewal Meeting"! 📈💰

Discover the secrets behind high-cost claims and gain insights into the reasons for health insurance increases for corporate clients.

John Sbrocco and Craig Lack dive deep into the world of healthcare costs with our breakdown of the medical index—a valuable measure of changes and trends affecting a hypothetical American family of four. Get the numbers you need to help your prospects make informed decisions and stay ahead of the curve. 💪💡

Here's what we cover:

✔️ High-Cost Claims and Injectable Drug Trends Analysis
✔️ 2023 Milliman Medical Index
✔️ How to use the reports at your self-funding renewal meeting

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Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us - https://virtuealliance.com/demo/

Click Here To Join The #1 Sales And Marketing Event For Healthcare Brokers - High Stakes Advising 2023

🗓️ AUG 14-15 | 2023
🔖 Hard Rock Hotel and Casino, Hollywood, FL

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Download "Broker's Guide To Mastering ChatGPT >>
Get prompts for social media campaign and email marketing campaign for brokers.

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The Universe speaks in numbers, and Self-Insured Plans are no exception.

Kevin O'kane, the creator of Sihra, who's been designing Self-Insured Plans for over 30 years, is confident that behind every great plan, there is a specific formula, while each failed one ignored it at some point.

While one class of brokers still considers it rocket science, others follow simple but effective rules, create more protection for their clients through Self-Insured Plans, and double their brokerage income at the same time.

[IN THE TRENCHES with Kevin O'Kane: The Numbers Behind A Winning Self-Insured Plan episode is filled with insights on the Self-Funding industry, as well as honest conversations and valuable opinions.

Here's what we cover:

The actual data behind every self-insured plan, and how you can use it to protect your clients
Waiver Premium For Medical - how to play that trump card during your presentation
How to keep your client from the rate increase for 20+ years
Why the brokers still want to sell Fully-Insured plans, and how you get a competitive advantage
Self-Insured vs Fully Insured Plans: the bold facts.

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Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us - https://virtuealliance.com/demo/

Join The #1 Sales And Marketing Event For Healthcare Brokers - High Stakes Advising 2023

🗓️ AUG 14-15 | 2023
🔖 Hard Rock Hotel and Casino, Hollywood, FL

Discover the Prospecting Sales, and trends for insurance brokers to dominate the market in the next 5 years.
Immerse yourself in 2 days of non-stuffy expert intense learning and networking sessions delivered by industry leaders in healthcare, marketing, business, sales, and more. CLICK HERE to reserve your spot.

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ChatGPT has taken the world by storm and has managed to become the fastest-growing application in the world in a shockingly short amount of time. With all the talk about its potential impact, it's natural to wonder: how can brokers benefit from ChatGPT and its features?

In this episode, John Sbrocco and Craig Lack reveal how to use ChatGPT to create content, find your prospects' pain points, hold negotiations, and even more.

TUNE IN for this week's episode of the Heads Up Adviser Show - ChatGPT For Brokers.

Here's what we cover:

✔️ Getting started with ChatGPT

✔️ Most common requests for brokers

✔️ Your marketing campaign

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CLICK HERE To Download "Broker's Guide To Mastering The Follow-Up"
Learning follow-up methods is a game changer and a way to dominate your market..

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Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us - https://virtuealliance.com/demo/

Join The #1 Sales And Marketing Event For Healthcare Brokers - High Stakes Advising 2023

🗓️ AUG 14-15 | 2023
🔖 Hard Rock Hotel and Casino, Hollywood, FL

Discover the Prospecting Sales, and trends for insurance brokers to dominate the market in the next 5 years.
Immerse yourself in 2 days of non-stuffy expert intense learning and networking sessions delivered by industry leaders in healthcare, marketing, business, sales, and more. CLICK HERE to reserve your spot.
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CLICK HERE To Download "Broker's Guide To Mastering The Follow-Up"
Learning follow-up methods is a game changer and a way to dominate your market..
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Recessions can be daunting for many salespeople. In B2B sales, it means that companies are much more restrictive with their budget, and it's much harder to close deals.

Fortunately for healthcare brokers, even in the worst-case scenario, there are steps your business can take to survive and even thrive during a recession.

TUNE IN for this week's episode of the Heads Up Adviser Show "Prospecting In Recession For Insurance Brokers" with John Sbrocco, Craig Lack, and Lydia Bishop.

Here's what we cover:

✔️ Why your prospects need you more than ever

✔️ The "thank you, next" approach

✔️ Prepare for the Q4

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Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us - https://virtuealliance.com/demo/

Discover the Prospecting and Sales trends for insurance brokers to dominate the market in the next 5 years.
Join The #1 Sales and Marketing Event For Healthcare Brokers - High Stakes Advising 2023

🗓️ AUG 14-15 | 2023
🔖 Hard Rock Hotel and Casino, Hollywood, FL
🕊️ Super Early Bird Tickets are currently available at a 61.5% discount!

CLICK HERE to grab your ticket before the Super Early Bird flies away!
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Anyone can have a good sales month — but a high-performing salesperson and sales team can meet or exceed expectations for an extended period through different sets of economic circumstances and competitive situations.

Our guest Wendy Weiss has created a Prospecting Method that generates predictable sales revenue results. She has helped 775 businesses increase qualified appointments and sales faster, more efficiently, and profitably.

In this episode, Wendy discusses the importance of having a well-defined sales process for a business with Craig Lack.

TUNE IN for the episode of the Heads Up Adviser Show "Skyrocket Sales Performance."

Here's what we cover:

✔️ how to reach predictable sales revenue results
✔️ the numbers behind conversion in B2B sector
✔️ the first conversation with a prospect

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Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us - https://virtuealliance.com/demo/

If you’ve never done it before, figuring out how to hire a freelancer can be a bit overwhelming. Should you hire a freelancer from your own network? Use a freelance platform like Fiverr or Upwork? Or maybe there is some secret method to hire a freelancer that you don’t know about yet?

In this episode, John Sbrocco, Craig Lack, and Margo White talk about the nuances of outsourcing your daily tasks to freelancers and the obstacles you might face along the way.

TUNE IN for this week's episode of the Heads Up Adviser Show "Freelance Fever: A Smart Way To Outsource Marketing & Sales For Brokers."

Here's what we cover:

✔️ What tasks can you outsource in the brokerage business
✔️ Major platforms - Fiverr and Upwork, and geographic preferences when looking for a freelancer
✔️ What you need to prepare before hiring a freelancer

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Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us - https://virtuealliance.com/demo/

Discover How Brokers Are Winning 10 Accounts A Year With This New Sales Strategy >> CLICK HERE TO JOIN THE MASTERCLASS

Don't feel like cold-calling lately? Here's an idea: let's pull the list of prospects you pitched last year. The ones you never called back after they stated they're planning to continue doing business with the incumbent....

"I prospected them for two years straight. They were not ready for major change at first, plus their Fully Insured renewal was quite "okay.". But the second year, I reached out to them 4 months before the renewal - and they said: "Yes, we would like to look at it." That's how I closed the deal."

(Virtue Hunters Club Broker)

Does this mean good things still come to those who wait? Could your last year's prospects become your ultimate opportunity in 2023? Let's find out.

Join John Sbrocco and Craig Lack for this week's Heads Up Adviser show: "How To Revive Last Year's Prospects."

Here's what we'll cover:

✔️ Evaluating failures: how to do things differently and avoid repeating previous mistakes

✔️ Start strong: the first reach out after a year of silent mode

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Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us - https://virtuealliance.com/demo/

Discover How Brokers Are Winning 10 Accounts A Year With This New Sales Strategy >> CLICK HERE TO JOIN THE MASTERCLASS
Join the waitlist for Bret Magpiong's book "The Delta Theorem" coming out on May 23rd >> CLICK HERE TO JOIN THE WAITLIST
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Becoming truly wealthy starts by coming alive, making a difference, and creating value.

And when we add value, we generate wealth — only this is the kind of wealth that integrates the financial with the mental, spiritual, relational, physical, and temporal dimensions of life.

In this episode of the Heads Up Adviser Show, our guest Bret Magpiong will share insights from his upcoming book "The Delta Theorem: An Innovative Framework for Being Fully Alive and Truly Wealthy."

Bret has dedicated his entire professional life to either advising executives, entrepreneurs, professional athletes, and entertainers or as a C-Level executive for various firms and partnerships. Many individuals and companies he advised have been recognized on the Forbes 400 and Fortune 500 listings.

In this episode, we cover:

✔️ Defining "true wealth"

✔️ How to align finances with your values

✔️ The Delta Theorem

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Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us - https://virtuealliance.com/demo/

Discover How Brokers Are Winning 10 Accounts A Year With This New Sales Strategy >> CLICK HERE TO JOIN THE MASTERCLASS

You've probably heard the saying: "Your network is your net worth." That's because networking is a crucial aspect of professional development and career progression. It can help you connect with industry experts, potential mentors, and job opportunities. However, building a strong network can be daunting, especially if you are new to the field or lack experience.

✔️ Get a taste of the lifestyle
✔️ You don't have to meet new people: how to make most of your existing business environment
✔️ Things you need to progress in your career

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Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us - https://virtuealliance.com/demo/

Join Virtue Health LIVE Workshop - "A New Strategy For Selling Self-Funding In 2023" >>CLICK HERE TO REGISTER NOW

In this thrilling episode of "Insurance Broker's Gambit," listeners are taken on a captivating journey into the fast-paced world of insurance brokerage business. Drawing inspiration from the popular TV series "Queen's Gambit," this podcast episode gives clear instructions to brokers who plan to beat the competition and win the game.

Queen's Gambit provides a great analogy for the experience of many brokers.

unremarkable and alone
addicted
study and repetition hones skills
better skills equals higher stakes
mastery makes you feel in control

Learn the moves of the Masters and discover the holes in your strategy because 'checkmate' means there's only one winner!

CLICK HERE To Download "Broker's Guide To Get Past The Gatekeeper"

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Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us - https://virtuealliance.com/demo/

Start Spring Cleaning Your Business by joining Virtue Health LIVE Workshop - "A New Strategy For Selling Self-Funding In 2023" >>CLICK HERE TO REGISTER NOW

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CLICK HERE To Download "Broker's Guide To Get Past The Gatekeeper"

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With spring in full swing, it's the perfect time to give your brokerage business a thorough cleaning and get it in shape for the rest of the year.

In this episode, John Sbrocco and Craig Lack will share practical tips and strategies for spring cleaning your business, from decluttering your workspace to reviewing your business goals and priorities.

Here's what we'll cover:

🥚 how to free up the space for a fresh start

🥚 break the pattern of "staying the same."

🥚 revitalize your brokerage business

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Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us - https://virtuealliance.com/demo/

CLICK HERE To Download "Broker's Guide To Get Past The Gatekeeper"

In the world of the healthcare brokerage business, we have bigger prospects, multiple decision-makers, and a much longer sales cycle. Thus, following up with prospects can make or break a deal.

Surprisingly enough, many brokers still struggle with the art of following up - they either come off too strong, or they don't follow up enough, which results in missed opportunities.

In this episode, Craig Lack reveals the best practices for following up with prospects and getting multi-million dollar contracts by turning simple follow-up into a habit. TUNE IN to the episode "How To Follow Up Without Being Annoying."

Here's what you'll learn in <20 minutes:

Why so few brokers follow up, despite the clear advantages
How to make your follow-up stand out
Common mistakes to avoid

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Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us - https://virtuealliance.com/demo/

Click Here To Download "Broker's Guide To Get Past The Gatekeeper" >>
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The people you really need to get a meeting with have people paid to be skeptical of meeting with you.

Essentially, gatekeepers hold the key to B2B sales success for brokers. If you can't convince a gatekeeper you're important, you can kiss the sale goodbye. If this is something you struggle with, have no fear.

In this episode, John Sbrocco and Craig Lack will uncover some methods and statements to help you bypass the gatekeepers and even turn them into your ambassadors!

Here's what we'll cover:

✔️ Who are the Gatekeepers, really?

✔️ How does the Gatekeeper help you to close the sale

✔️ Useful tips and phrases when talking to the Gatekeeper

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Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us - https://virtuealliance.com/demo/

Healthcare brokers play a vital role in helping clients understand and navigate the claims process and resolving any issues that may arise.

In this episode, Craig Lack explores the ins and outs of health insurance claims from broker's standpoint. He addresses some common misconceptions about health insurance claims and how preparation work factors into the claims process.

Whether you're a healthcare broker looking to improve your skills or a consumer looking for guidance on how to navigate the world of health insurance claims, this episode is sure to provide valuable insights and practical tips from a broker with 40+ years of experience in the field, that you can put to use today. So tune in now and join the conversation!

✔️ The answer's money. What's the question?

✔️ The illusion of action in claims management

✔️ How to take back control as a broker

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Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us - https://virtuealliance.com/demo/

Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us - https://virtuealliance.com/demo/

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Jocelyn Jones is one of Hollywood's most prized secret weapons.

A legendary acting teacher, coach, and artistic advisor to the stars, she has served as a confidential Creative Consultant on some of the highest-grossing pictures of all time.

This week she joined Heads Up Adviser Show LIVE to share her personal journey and the secrets behind her unique methodology that anyone can apply to their business and life.

Here's what we cover:

✔️What do actors, artists, and business owners have in common?
✔️How to get rid of the constant feeling of self-doubt

Public speaking in the brokerage business can be a huge lead-generation source. It can quickly expand your influence, build authority, and help you reach the C-Suite without extra effort.

However, sometimes, the only thing that stands between you and your audience is fear. Luckily, our guest Peter George knows how to overcome it.

As an award-winning author, public speaking coach, speaker, and podcast host, Peter specializes in helping professional public speakers, authors, consultants, and executives be calm, confident, and credible every time they speak in public — whether they’re speaking on stage, presenting in meetings, or selling to prospects.

TUNE IN for the Heads Up Adviser episode: "Speak up!" with Peter George

Here's what we'll cover:

✔️ Perfect your delivery

✔️ Master storytelling

✔️ Know which message will resonate

✔️ Connect with your audience before you even begin to speak

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Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us - https://virtuealliance.com/demo/

CLICK HERE TO DOWNLOAD "6 Habits Of Top-Performing Brokers."
Sales Insights Lab analyzed 23,900 sales conversations, comparing the conversations of top performers to those of everyone else. Learn what the top reps are doing differently to set themselves apart and consistently exceed their sales targets

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Words are more powerful than you can imagine, so it is essential to choose them wisely. They can carry us to far-off, unique places, help us close deals, build the book of business, and strengthen our relationships.

Unfortunately, our words can also lead us to places we wish we had never visited. Why? Words are a means to express and describe our experiences to others. So, they always have emotions attached to them.

In this episode of the Heads Up Adviser Show - "Choose Your Words Carefully," Craig Lack dives deep into the importance and meaning of words brokers use daily.

Here's what you'll discover:

✔️ Common words, uncommon meaning

✔️ Why you and your prospects may speak a different language

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Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us - https://virtuealliance.com/demo/

CLICK HERE TO DOWNLOAD "6 Habits Of Top-Performing Brokers."
Sales Insights Lab analyzed 23,900 sales conversations, comparing the conversations of top performers to those of everyone else. Learn what the top reps are doing differently to set themselves apart and consistently exceed their sales targets

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They say you're the average of 5 people you spend most of the time with. You are surrounded by those ideas, belief systems, and... lifestyles.

Are you struggling to awaken your inner beast and get motivated to tackle your goals head-on? Chances are, your environment has a bigger impact on you than you think.

In this episode, John Sbrocco and Craig Lack get granular on the social circle of insurance brokers and how it correlates with their income.

Here's what you'll learn:

✔️ How we get stuck in the wrong circle

✔️ 10 things that will happen to you when you change your environment

✔️ Start with one.

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Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us - https://virtuealliance.com/demo/

There is a staggering difference between an average broker and a good one. Average brokers hit their quota - most of the time - while good ones don't just consistently hit; they have blow-out months and quarters.

However, a lot of the broker's time goes into the busy work, and only a small percentage of the day-to-day is spent actually selling. This raises the question that John Sbrocco and Craig Lack are going to answer in this episode:

How can you become a Top Performing Broker?

The recent report analyzed 23,900 sales conversations, comparing the calls and meetings of top performers to those of everyone else.

Get ready to take notes on what the top reps are doing differently to set themselves apart.

✔️ What are "Conversation Switches," and why should you have them in every prospecting call

✔️ How to engage prospects and make them stay longer on the meeting

✔️ The questions that help you control the meeting

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Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us - https://virtuealliance.com/demo/

Brokers may not relive the same day as literally as the fictional Phil Connors, but repeating a mistake can certainly feel like an unfortunate case of déjà vu.

In this episode, Craig Lack and Bill Utnage share a step-by-step process to escape Groundhog Day, talk about the Referrability Roadmap, how to transform your brokerage company, and create the business you have always dreamed of!

Key Points of This Discussion:

✔️ "The Referability Roadmap." - to-the-point instructions on how to build your referral-based business or a referral-based book of business.

✔️ Your Network is your Net Worth.

✔️ Why success starts in your mind

✔️ The Secret Sauce of Consistency

About Our Guest:

Bill Utnage is an entrepreneur, coach, speaker, and author. Bill has owned and operated service-based businesses in the healthcare and real estate industries for over 30 years. He is the Founder of Damascus Road Coaching and Consulting and the Florida Regional Partner for Master Networks.

Bill is the author of the Amazon Best Selling Book "The Referability Roadmap." He has worked with hundreds of business owners, helping them build a referral-based business while enjoying their life.

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Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us - https://virtuealliance.com/demo/

TUNE IN for this week's episode of the Heads Up Adviser Show: "Building An Ultimate Sales Machine For Brokers."

In under 30 minutes, John Sbrocco and Craig Lack highlight key sales and marketing strategies for running and turbocharging a successful brokerage business.

Get insights on:

✔️ How to develop your "core story"

✔️ Topics for digital assets to boost your conversion

✔️ Outbound marketing that leads to sales

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Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us - https://virtuealliance.com/demo/

The insurance broker business is challenging. It's time-consuming and filled with rejection. And if you reach the right lead, you'll have very few precious moments to explain the value of your option to them properly.

In this episode, John Sbrocco and Craig Lack compiled 3 powerful scripts for your upcoming meetings with CEOs, CFOs, and HRs.

Tune into a masterclass from experts with over 50 years of combined experience in the health insurance business. With these templates, you can start your own scripts, improve your existing ones, and refresh your techniques.

Here's what you'll discover:

✔️ Your Buyer Persona and their 6 human needs

✔️ How to get CEOs and CFOs actively involved in health insurance issues

✔️ Dealing with HRs and their resistance to change

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Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us -> https://virtuealliance.com/demo/

As B2B sales become increasingly sophisticated these days, brokers need to invest greater time and resources into outbound marketing and targeted lead generation.

B2B list building aims to create a highly accurate and targeted list. You don't want to spend weeks or even months emailing a lead on your list only to realize that this person isn't a good fit for your product or that they're no longer working at the company.

In this episode, we'll uncover some of the best strategies to help you generate as many new B2B sales leads as possible, grab their attention, and drive action.

TUNE IN for the episode of the Heads Up Adviser Show "B2B List Building: How To Generate Contact and Sales" with John Sbrocco and Craig Lack.

Here's what we'll cover:

✔️ How to search, filter and collect data

✔️ Trial and error: DOs and DON'Ts of the targeted list building

✔️ B2B Lead List Checklist

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Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us -> https://virtuealliance.com/demo/

New Year's resolutions tend to be made in contrast to our existing habits. Bad habits stick with people because they have immediate benefits, like making us feel better in the short term. Everybody wants "NOW" - i.e. quick, almost guaranteed results, even if they are brought by the habits that damage life, health, and career.

Most people tend to overestimate how easy it is to change their behavior. They calm their inner doubts with the promises to achieve their goals "one day," and this day never comes.

Before introducing new habits into your life, you have to clean up the space for them. This means - letting go of the habits, events, and people that no longer serve you on the path to your BEST SELF.

TUNE IN for the LIVE episode of the Heads Up Adviser Show "New Year, New Me" with John Sbrocco and Craig Lack.

Get insights on how the winners plan a year ahead and how to turn your dreams and goals into reality in 2023!

Here's what we cover:

✔️ Let it go. How to start making changes today

✔️ Your environment, under a magnifying glass

✔️ The power of discipline

______

Craig Lack:

"Your decision to make a change happens in an instant. And you'll never be the same. People always look to New Year's resolutions, stating, "I've got to do this..." and "I've got to do that..." And I look at it through the lens of - most success in life, strangely enough, isn't adding new stuff. And this is a paradox. You're going to get far more out of letting go of stuff, getting rid of stuff, bad ideas about money, fear of success - all these crazy belief systems that you might be unconscious about. But when you expose yourself to people, knowledge, information, systems, and processes that show you better ways to do things that allow you to get rid of things - growth can be exponential."

John Sbrocco:

"You may be the best in the office, but doing everything on your own will never let you scale at a level beyond your possibilities and your schedule.

A good example to describe this is when you ride a motorcycle, they teach you to keep your eyes ahead because that's where the bike goes. As soon as you start to look at what you're trying to avoid - you'll run into it. There are people who hit trees and various obstacles because when they go around them - they focus on those obstacles."

_____

Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us - https://virtuealliance.com/demo/

Salespeople are so focused on being busy instead of being productive that they have no time to close the deals!

This week, we brought you a genius in online cross-channel marketing and communication, the author of a bestselling book, "Combo Prospecting" - Tony J. Hughes.

TUNE IN to an Award-Winning Episode (Gold Medal Winner for Best Webinar Awarded by Top Sales World) COMBO PROSPECTING on the Heads Up Adviser Show.

Learn how to leverage different marketing channels and your sales expertise. Create a structured "SALES MACHINE" that attracts and converts clients into your brokerage business.

Now you get a chance to turn your prospecting into a "perpetuum mobile" with less effort and greater outcome.

We discuss in depth the following:

✔️ Learn how to keep an overflowing pipeline.

✔️ How to become the emotional favorite.

✔️ The top-selling tool for the digital age.

✔️ What in the hell is a trigger event, and why they are the biggest secret in prospecting.

✔️ The #1 combination approach to prospecting.

✔️ Which hour is the Golden hour of Selling.

About Tony J. Hughes:

Best-selling author, keynote speaker and trainer

1 Sales Blogger Worldwide - Top Sales World Magazine

1 Sales Blogger Globally - Best Sales Blogger Awards

3 Global B2B Sales Expert & Thought Leader - Linkedln

____

Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us - https://virtuealliance.com/demo/

This one is a live episode at the Ranch with Ed Jacobson and Hobson Carroll. They talk about how health insurance is treated differently as compared to other types of insurance. They also discuss how healthcare insurance has evolved in the US starting from the early 60s.

Ed and Hobson underline the fact that emotional and political and religious influences on our system have a bearing on how much we spend on healthcare in this country.

They remember the times when suddenly, there was a cash mill going on. Doctors and providers started seeing money coming in for populations that they previously couldn't count on for much money.

And it was “Hey, we can charge more money because we can charge the insurance companies!”

Stay tuned to dive deeper.

Key Points of Discussion:

Health insurance: One wants to pay a dollar in and collect more (0:38)
It is expected of health insurance to cover high-cost rare event things (5:32)
The early 60s: Start of healthcare insurance as a bigger dollar volume biz (10:37)
The medical-industrial complex: We started to have more drugs (12:04)
“We can charge more money… we can charge the insurance companies!” (12:55)
Insurance companies setting those guidelines around rebates and things (24:35)
All these so-called single-payer countries… (29:52)
Failing by making patients not feel responsibility for anything they spend (33:48)
Getting buyers to want the better benefits that most won't need or use (35:39)
Starting in the mid-70s, general inflation and medical inflation were rising (37:55)
Today, there are massive administrative costs (38:35)
How’d an insurer compete in a market where everything is the same? (39:32)
Going to the network doctor because it will cost you less… (42:21)
The role of the advocacy and the administrative service (47:43)

_____

Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us - https://virtuealliance.com/demo/

What is the TPA revenue from all sources? How much do providers get? Why the healthcare system isn't built to cure?

These and other questions were raised in our conversation with Ed Jacobson.

Get ready for the final - Part III - of "The Insurance Ranch" with Ed. Grab your favorite drink, a pen, and paper, and take notes for your ultimate meetings in 2023.

In the final chapter of "The Ranch," we'll cover:

✅ What is the reasonable ROI for a TPA?

✅ Uncovering every single fee behind a self-funded health insurance plan

✅ Why is there no such thing as a "free market?"

_______

Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us - https://virtuealliance.com/demo/

Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us -> https://virtuealliance.com/demo/

Some time ago, I was hanging out at the ranch with the legend of the self-funded insurance world - Ed Jacobson and convinced him to sit down and continue our previous conversation...

In "THE RANCH Part II" he dives deep into the most common concerns and excuses the prospects have, explains what the core mission of every broker is, and talks about the way TPAs hide profits.

Join the deeply informative and very entertaining episode of the Heads Up Adviser Show - "THE INSURANCE RANCH: PART II" with Ed Jacobson.

Key points of discussion:

✔️Health insurance: one wants to pay a dollar in and collect more

✔️ What is PPO, and why do prospects mistake it for a healthcare plan?

✔️ A TPA from a profitability standpoint & hidden profits

Edward Jacobson has been involved in the Design and Third Party Administration of self-insured employee benefit plans since... 1975.

We invite you to take a walk with us on "The Insurance Ranch."

This episode is filled with training, advice, and wisdom direct from Ed's Texas ranch right to you.

The employer said: "God, I love these numbers! The logic is unquestioned. I don't want to do it."

So I asked, "Why don't you want to do it?" He was the CFO.

He responded, "Because I don't want to be the person to deny a claim..."

We'll cover:

✔️ Throwback to 1975 health insurance;

✔️ The real reason why employers move to self-managed plans;

✔️ How your competitors can help you in growing your business;

✔️ Family Monthly Deductible

...and much more.

https://youtu.be/mpcIolA1UdE

Want more Heads Up Adviser?

🏆 Become an Insider → https://headsupadviser.com

🎙️ Podcast → https://apple.co/3giotC5 | https://spoti.fi/3VhRfBg

💡 Blog → https://bit.ly/headsupadviser

📺 Youtube → https://www.youtube.com/headsupadviser

🌐 Facebook Group → https://bit.ly/huagroup

📖 Broker's Guide → https://virtuealliance.com/28-reasons/

🎓 Webinar→ https://bit.ly/sfstrategy2023

🪩 Work with us -> https://virtuealliance.com/demo/

On eventful days, gratitude flows seamlessly like a stream. But how do you feel grateful when you don't have obvious reasons for it?

Join John Sbrocco and Craig Lack for a special Pre-Thanksgiving episode of the Heads Up Adviser Show: "THE ATTITUDE OF GRATITUDE."

We cover:

🍁 How gratitude impacts your income & results

🍁 Natural progression of events in the brokerage business

🍁 Present moment awareness

_

Want More Heads Up Adviser?

🏆 Become an Insider → HeadsUpAdviser.com

🎙️ Podcast → Subscribe on Apple Podcast | Subscribe on Spotify

💡 Blog → The Blog

📺 Youtube → The Youtube Channel

🌐 Facebook Group → Heads Up Adviser Community

📖 Broker's Guide → Download 28 Reasons Why Fully Insured Plans Have More Risk

🎓 Webinar→ A New Strategy For Selling Self-Funding In 2023

🪩 Work with us -> Book a Demo

Show sponsor: Virtue Health.
DOWNLOAD the latest KFF 2022 EMPLOYER HEALTH BENEFITS SURVEY that uncovers the numbers behind:

premiums and worker contributions
self-funding facts
cost drivers of health insurance
high-deductible health plans

____

Prospecting. Renewals. Countless meetings. Vendors. Providers. New deals. Rejections. Uncomfortable conversations...

All of these events put brokers and advisers on an emotional rollercoaster, which may lead to burnout right in the middle of the busiest season.

John Sbrocco and Craig Lack will help you overcome burnout and get all the processes back on track.

TUNE IN for this week's episode of the Heads Up Adviser Show, and learn all about "Burnout Recovery."

Here's what we cover:

✔️ How you lead yourself to burnout

✔️ The "No Plan B" Strategy

✔️ Change of activity

NEXT STEPS:

Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

ℹ️ THIS THURSDAY - Use our deck and self-funded solutions for your competitive advantage, Win Self-Funded cases, and convert prospects from Fully Insured with ease. CLICK HERE TO REGISTER FOR THE WEBINAR

_____
"For years, people lived at almost double-digit growth. As long as you could grow, the market rewarded you. The growth hides a lot of errors.

In today's reality, I see 2023 being worse than 2022. Some CFOs absolutely agree with me; we're all very pessimistic right now.

We hear about 8.7% inflation; I would've said 13%-14% from what we see in the corporate world. So this is the time to question Status QUO, especially when it comes to the third biggest cost in organizations - healthcare."

Gary Bender founded "The CFO Solution" in 2015 with one goal in mind: to share and spread the best practices and processes for private company financial executives. He knows the tough problems CFOs are faced with because he's overcome them.

Learn to shape the conversation with your prospects in this week's episode of the Heads Up Adviser Show with Gary Bender: "PITCH TO THE CFO."

You will learn:

✔️ The biggest challenges of 2023 for CFOs

✔️ People first. Inflation second. Pricing third.

✔️ Key insights that will help you get CFO on your side

_____

Download Virtue Health Case Study - 400-Employee Healthcare Company Expanding Across the US
Implementing a partially Self-Funding plan with the Virtue Health Consortium resulted in a 28% premium reduction or $1,954,921.60 in savings. CLICK HERE TO DOWNLOAD THE FULL VERSION

ℹ️ THIS TUESDAY - Use our deck and self-funded solutions for your competitive advantage, Win Self-Funded cases, and convert prospects from Fully Insured with ease. CLICK HERE TO REGISTER FOR THE WEBINAR

When renewal season comes around, most employers are seeking the same thing – 💰cost savings. 💰

It's also that wonderful time of the year when your competitors start actively approaching your existing customers, putting you and your agency at risk during the renewal meeting.

What is the process behind the successful transition from one year to the next, and what are the possible scenarios you could face with the employer?

Join John Sbrocco and Craig Lack for this week's episode of the Heads Up Adviser Show: "How To Handle A Self-Funded Renewal."

CLICK HERE TO DOWNLOAD VIRTUE HEALTH CASE STUDY - 120-EMPLOYEE FAMILY-OWNED COMPANY.
120 Employee Family Owned Company with 2 different plans had just got a 29% renewal rate from the fully insured carrier when they first reached out to our group. Employees – most of whom were living paycheck to paycheck – could no longer afford the overpriced and complicated healthcare plan. READ MORE >>

NEXT STEPS:

Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

ℹ️ THIS TUESDAY - Use our deck and self-funded solutions for your competitive advantage, Win Self-Funded cases, and convert prospects from Fully Insured with ease. CLICK HERE TO REGISTER FOR THE WEBINAR

Learn how to remain motivated, hungry for new opportunities, and provide a better self-funding experience to your clients.
John Millen, the Co-Founder and Managing Partner of the "Millen Group," made most of Virtue Health's training and turnkey program.

🎙️This week he joined us on the special Virtue Series of the Heads Up Adviser Show to share his experience on the "Parth From Broker To Advisor."

Here's what we covered:

✔️ Learning a new sales track
✔️ Stop being a "needy" broker in a day
✔️ How to leverage Virtue Health's turnkey program to grow your revenue

CLICK HERE TO DOWNLOAD VIRTUE HEALTH CASE STUDY - 120-EMPLOYEE FAMILY-OWNED COMPANY.
120 Employee Family Owned Company with 2 different plans had just got a 29% renewal rate from the fully insured carrier when they first reached out to our group. Employees – most of whom were living paycheck to paycheck – could no longer afford the overpriced and complicated healthcare plan. READ MORE >>

NEXT STEPS:

Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

HAPPENING THIS THURSDAY @ 2 PM EST - A NEW STRATEGY FOR SELLING SELF-FUNDING TO EMPLOYERS IN 2023.
Gain access to the new sales deck that helps convert even the most skeptical prospects into long-term, loyal customers.
Reserve your spot on the next Expert Session by Virtue Health. Learn how to overcome objections, grab attention, and convert new business from Fully Insured to Self-Funded with a team of experts right by your side. CLICK HERE >>

____________

When healthcare brokers don't like the outcomes they are experiencing, most choose to blame the global and local events for their lack of results.

It's true that these factors exist and that they impact you. However, for every reason it's not possible, there are hundreds of people who have faced the same circumstances and succeeded.

We've been told that the "success formula" doesn't exist. Craig Lack thinks differently. This week he shares a system that puts you in control of your own destiny.

✨TUNE IN✨ for the Heads Up Adviser Show episode: "E+R=O - Success Formula For Brokers."

You'll learn:

✔️ What you can and cannot control in your business

✔️ How to turn the market events into an opportunity

✔️ Emotional trigger and its impact

___________

CLICK HERE TO DOWNLOAD VIRTUE HEALTH CASE STUDY - 120-EMPLOYEE FAMILY-OWNED COMPANY.
120 Employee Family Owned Company with 2 different plans had just got a 29% renewal rate from the fully insured carrier when they first reached out to our group. Employees – most of whom were living paycheck to paycheck – could no longer afford the overpriced and complicated healthcare plan. READ MORE >>

NEXT STEPS:

Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

CLICK HERE TO DOWNLOAD THE FULL CASE STUDY FOR THIS EPISODE.
120 Employee Family Owned Company with 2 different plans had just got a 29% renewal rate from the fully insured carrier when they first reached out to our group. Employees – most of whom were living paycheck to paycheck – could no longer afford the overpriced and complicated healthcare plan. READ MORE >>

________________________

HAPPENING THIS THURSDAY @ 2 PM EST - A NEW STRATEGY FOR SELLING SELF-FUNDING TO EMPLOYERS IN 2023.
Gain access to the new sales deck that helps convert even the most skeptical prospects into long-term, loyal customers.
Reserve your spot on the next Expert Session by Virtue Health. Learn how to overcome objections, grab attention, and convert new business from Fully Insured to Self-Funded with a team of experts right by your side. CLICK HERE >>

________________________

This week Heads Up Adviser welcomes our special guest, Chris Hopfer from Cimarron Consulting.

Chris will share his experience of taking a 120-employee Blue Collar company from Fully-Insured to Self-Funded with Virtue Consortium Solution, which prevented the 29% renewal increase and got the accumulative savings of over $500,000.

Learn how to provide better coverage, flat renewal, and enterprise-alike concierge service in our next episode: "Selling Self-Funding To Blue Collar Prospects" - with Chris Hopfer

Here's what we covered:

✔️ What does it take for an individual broker to compete with big box chain stores
✔️ The specifics of working with Blue Collar clients
✔️ Routine work, exceptional results

__________________________

NEXT STEPS:

Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

We created Virtue Consortium to help you overcome each and every objection you will have with your prospects this fall. Learn how we help our top-performing brokers win new business, retain existing clients, and get an increased commission.
Join Virtue Consortium LIVE Webinar with John Sbrocco this Tuesday, and discover "A New Strategy For Selling Self-Funding To Employers In 2023." Over 450 brokers registered. RESERVE YOUR SPOT NOW >>

___________________

Download Redmond Sherwood's Case Study - 400-Employee Healthcare Company Expanding Across the US
Implementing a partially Self-Funding plan with the Virtue Health Consortium resulted in a 28% premium reduction or $1,954,921.60 in savings. CLICK HERE TO DOWNLOAD THE FULL VERSION

____________________

What does a broker do to earn an additional $100,000 a year? Let's see. Make hundreds of calls, hold dozens of meetings, spend weeks studying prospects' business, create new offers, or...
Get a $100K raise from his existing projects after the first year of self-funding with Virtue Consortium Solution.

How is that even possible? John Sbrocco and our special guest for the show - Redmond Sherwood - answer this question in this week's episode - "WIN NEW BUSINESS with Redmond Sherwood."

Redmond shares a powerful case study of how Virtue Consortium helped in winning a 400-employee company that got over $2M in savings and brought an unplanned $100K income to his agency.

NEXT STEPS:

Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

SHOW SPONSOR - VIRTUE ALLIANCE
Join the webinar "Group Purchasing Stop-Loss As Broker's Competitive Advantage in 2023."
Tuesday, Sep 13 / 2 pm EST.
CLICK HERE TO REGISTER >>

CLICK HERE TO DOWNLOAD Virtue Health Case Study - 400-EMPLOYEE HEALTHCARE COMPANY EXPANDING ACROSS THE US

Benefits renewal season is officially upon us. And this year, it may get complicated.

Healthcare brokers that plan to maintain their book of business this year must safeguard their renewal strategy for the September - October meetings.

Kickstart this process with John Sbrocco and Craig Lack on this week's episode of the Heads Up Adviser Show: "THE RENEWAL MEETING."

Learn how to create a range of scenarios for the employer, provide them with choices, and - more importantly - give them certainty and clarity before the renewal date.

We covered:

✔️ Re-selling last year's success

✔️ Mastering uncomfortable conversations

✔️ This year's dealbreakers

NEXT STEPS:

Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

CLICK HERE TO DOWNLOAD Virtue Health Case Study - 400-EMPLOYEE HEALTHCARE COMPANY EXPANDING ACROSS THE US

In February, Amazon announced plans to expand Amazon Care to 20 additional cities, including New York, Chicago, Miami, and San Francisco.

Less than 6 months later, the plans dramatically changed: Amazon will shutter the service after Dec. 31.

This event took the market by surprise, leaving many companies, brokers and clients with questions...

Today we're going to answer some of them.

Join John Sbrocco and Craig Lack for the special industry-related episode of the Heads Up Adviser Show: "Another One Bites The Dust: Amazon Care Shutdown."

Here's what we'll cover:

✔️ Amazon's primary goal and why they couldn't achieve it

✔️ What signals does this event send out?

✔️ Opportunities for self-funding healthcare brokers

NEXT STEPS:

Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

CLICK HERE TO DOWNLOAD Virtue Health Case Study - 400-EMPLOYEE HEALTHCARE COMPANY EXPANDING ACROSS THE US

"I thought the meeting went great. My presentation includes our company's history, location, experience, the logos of the clients we've won... Why does the prospect keep screening my calls after that?"

(a typical question in a broker's daily life).

Let's clarify: discovery work is not about the broker.

It's now about helping a prospect discover something about themselves, namely, WHY they should do something different.

Bestselling authors advise, "Someone needs to bleed in the first line..." The more time it takes you to start that conversation, the less interested your client will be in what you have to say.

Join John Sbrocco and Craig Lack tonight for the weekly episode of the Heads Up Adviser Show: "GETTING TO WHY."

Here's what we'll cover:

✔️ Why change? - give your prospects a good enough reason

✔️ Why now? - the timing is everything

✔️ What are the consequences? - give them a clear vision of the future

NEXT STEPS:

Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

CLICK HERE TO DOWNLOAD Virtue Health Case Study - 400-EMPLOYEE HEALTHCARE COMPANY EXPANDING ACROSS THE US

This week we publish a special anniversary episode celebrating FIVE YEARS of broadcasting the Heads Up Adviser show.

These years brought us over 200 episodes and tens of thousands of downloads, putting us in the Top 30% of the podcast rating globally.

We watched the growth and development of our fellow brokers and received incredible reviews on the show.

Join John Sbrocco and Craig Lack as they remember their favorite episodes in this week's Livestream: "5 Years Anniversary Of The Heads Up Adviser Show."

Here's what we cover:

✔️ How it all started

✔️ Key takeaways of a 5-year journey

NEXT STEPS:

Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

"Sales is the numbers game" - we've all been told that many times.

What this statement refers to is that more activity leads to more sales. But this still leaves you with questions like:

❓ What type of activity?

❓ How much activity?

❓ Is it possible to improve the outcomes from the action?

Of course, if you are going to play the numbers game, you have to KNOW the numbers. Crazy, right? Yet many brokers don't track any metrics at all.

We created this episode to change this pattern for you.

Get an alternative view of insurance prospecting and sales from John Sbrocco and Craig Lack in the new episode of the Heads Up Adviser Show: "THE NUMBERS GAME."

We'll cover:

✔️ Persistency in numbers

✔️ The math behind your prospecting activity

✔️ What do 84% of CEOs and VPs use to make purchasing decisions?

NEXT STEPS:

Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

Reserve your seat at Virtue Health Stop-Loss Webinar
Date / Time: Tuesday, Aug 2 @ 2 pm EST. Only 56 seats left >> CLICK HERE

Regardless of how many years you spent prospecting and closing deals - you still may be in the first, second, or third phase of being a broker.

Want to know where you're at? John Sbrocco and Craig Lack definitely know the answer to this question.

TUNE IN for this week's episode of the Heads Up Adviser Show - "The 3 Phases Of Being A Broker.""

We'll cover:

✔️ Defining three phases

✔️ Pitfalls of the transition

✔️ What is the end game of being a broker?

NEXT STEPS:

Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

Show sponsor - Virtue Health - the Stop-Loss Purchasing Consortium that allows you to share risk. You're joining a group of like-minded employers that are binding by the same risk-management strategies.

Get your 30 minutes with John Sbrocco and Crystal Hoarau >> CLICK HERE

-------

"Don't confuse being ignored by being rejected" - Tony J. Hughes

Statistically, salespeople spend 70% of their time on things that can be done by a tech. This means that every person who has not leveraged the game-changing sales technologies works at least 2.5X times more than they should.

Salespeople are so focused on being busy instead of being productive that they have no time to close the deals!

And here's what it leads to...

The bad news is: 1/3 of these salespeople will disappear within a decade.

The good news is: there's a huge shift of capital for those who stay on the market...

And now the great news: in this episode of the Heads Up Adviser Show, the Global B2B Sales Expert Tony J. Hughes will present his book "Tech-Powered Sales" and explain how to use technologies in your sales to get to the busy executives, CEOs, and CFOs.

Now you get a chance to turn your prospecting into a "perpetuum mobile" with less effort and greater outcome.

Here's what we cover:

What are "EQ" and "TQ" and why you can't sell without it
How to create a level of value as opposed to "providing information."
What should brokers do to keep from obsolete in the healthcare brokerage business?

Next Steps:

Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

Show sponsor - Virtue Health - the Stop-Loss Purchasing Consortium that allows you to share risk. You're joining a group of like-minded employers that are binding by the same risk-management strategies.

Get your 30 minutes with John Sbrocco and Crystal Hoarau >> CLICK HERE

-----

9.1% inflation rate. Probably the most "Googled" number today.

There's another interesting number that almost no one pays attention to - inflation has surged most since November 1981...

So if history repeats itself (which we all know it does) - it's time to go back to the past to have a sneak peek into the future.

Join John Sbrocco and Craig Lack for this week's exclusive episode of the Heads Up Adviser Show: "9.1% Inflation Rate: What Now?"

Get insights on:

✔️ The order of consequences for your prospect's business

✔️ 1981, 2022, and 2023

Next Steps:

Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

Show sponsor - Virtue Health - the Stop-Loss Purchasing Consortium that allows you to share risk. You're joining a group of like-minded employers that are binding by the same risk-management strategies.

Get your 30 minutes with John Sbrocco and Crystal Hoarau >> CLICK HERE

Don't feel like cold-calling lately? Here's an idea: let's pull the list of prospects you pitched last year. The ones you never called back after they stated they're planning to continue doing business with the incumbent....

"I prospected them for two years straight. They were not ready for major change at first, plus their Fully Insured renewal was quite "okay.". But the second year, I reached out to them 4 months before the renewal - and they said: "Yes, we would like to look at it." That's how I closed the deal."

(Virtue Hunters Club Broker)

Does this mean good things still come to those who wait? Could your last year's prospects become your ultimate opportunity in 2022?

Let's find out.

Join John Sbrocco and Craig Lack for this week's Heads Up Adviser show: "THE FOLLOW-UP: how to revive last year's prospects."

Here's what we'll cover:

✔️ Evaluating failures: how to do things differently and avoid repeating previous mistakes

✔️ Start strong: the first reach out after a year of silent mode

Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

Reserve your seat at Virtue Health Stop-Loss Webinar
Date / Time: Tuesday, July 5 @ 2 pm EST. Only 39 seats left >> CLICK HERE

You make goals to close 20+ clients… but then you procrastinate.

You write a to-do list that includes daily cold calls, publishing articles every week, and creating a marketing campaign… but then you don't follow through.

And this happens again and again and again. Seriously, what's the problem? Why are brokers so good at thinking of what to do but so terrible at actually doing those things?

The problem is they're skipping an essential step...

Join John Sbrocco and Craig Lack for the weekly episode of the Heads Up Adviser Show: "Anti-Procrastination For Brokers."

✔️ What's your "trigger"?

✔️ Success is the game of numbers

✔️ Broker's routine

NEXT STEPS:

Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

Reserve your seat at Virtue Health Stop-Loss Webinar
Date / Time: Tuesday, July 5 @ 2 pm EST. Only 39 seats left >> CLICK HERE

Summertime. And the livin' is easy...

This is what the next two-three months will look like for most brokers - including the incumbents.

Of course, they will justify it with the BS stories that C-level executives often ghost brokers, cancel meetings, and don't have time to deal with healthcare plans before Q3/Q4.

Top-performers want their competitors to take a break every summer because that's how they get the fall harvest rich with low-hanging fruit.

Join John Sbrocco and Craig Lack for the special episode of the Heads Up Adviser Show "Summer Prospecting Strategies For Brokers."

Here's what we'll cover:

✔️ Getting Self-Funding Out Of The Back Burner: how to create urgency for the prospects

✔️ Consulting agreements

✔️ Prepare for the winter NOW: what tools do you need to double your book of business this year.

NEXT STEPS:

Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

SHOW SPONSOR - VIRTUE ALLIANCE.
Reserve your seat at the next Virtue Alliance webinar: "Why Traditional Stop-Loss Fails SMBs And Gets Brokers Fired." >> CLICK HERE

Discover The Virtue Health Consortium - A New Way To Self-Funding. Arrange a one-on-one call with John Sbrocco
CLICK HERE TO CLAIM YOUR SESSION

Business owners don't expect strategy planning discussions from healthcare brokers until September, if ever. Usually, the pitch resembles - look what we have, what we can do, and how we do things…now we want the BOR/AOR.

This pitch is your competition.

Are you one of the few brokers that plan to double or even triple their book of business this year? Then it's your time.

Ask yourself, if you were a buyer would you change brokers for a "slightly different" healthcare plan?

Your job is to offer the prospect a proven solution that makes them feel confident and certain in your recommendations. That means traditional stop-loss has to go out of the window.

INTRIGUED?

Join Heads Up Adviser special episode "Why Traditional Stop-Loss Fails Your Prospects And Your Brokerage" (or traditional stop-loss is doomed)" with John Sbrocco.

Get insights on:

✔️ Why typical Stop Loss is a limited solution for self-funded Small & Mid-Size Businesses

✔️ How brokers get fired selling traditional stop loss - it's not because of poor price shopping

✔️ A Long-Term Solution for a Long-Term Strategy

NEXT STEPS:

Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

Show sponsor www.virtuealliance.com - discover how to convert Fully Insured prospects into Self-Funding. Get a long-term solution for a long-term strategy.

The CEOs of America’s seven largest publicly traded health insurance companies cumulatively earned more than $283 million in 2021 — by far the most of any year in the past decade.

Yet, every year most small-to-medium sector companies receive a compelling explanation as to why their plan was unprofitable for the insurer, followed by a 10%-30% raise in premium for the next year...

With all these "losses," the thought of moving to Self-Funding seems terrifying and unrealistic.

In fact, Fully-insured health insurance companies and HMOs are exceptional at playing Hide and Seek, with profit margins hidden in the premiums.

Are you ready to reveal the truth to your prospects and clients?

Join John Sbrocco and Craig Lack for the weekly episode of the Heads Up Adviser Show "Hide And Seek With Insurance Profits: How Insurance Companies And HMOs Hide Profits Of SME Sector"

Here's what we'll cover:

✔️ Where are the good profit margin hiding places?

✔️ The contingency margins in the premium calculators

✔️ The Self-Funding scenario

NEXT STEPS:

Discover The Virtue Health Consortium - A New Way To Self-Funding. Arrange a one-on-one call with John Sbrocco https://bit.ly/3fVvipK
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

Sign up for the Virtue Health Consortium webinar
Date / Time: Tuesday, Jun 7 @ 2 PM EASTERN TIME
https://virtuealliance.com/why-traditional-stop-loss-fails-smbs-gets-brokers-fired/

The number of voluntary separations, or quits, currently equal 4.4 million. That means 1.9 openings for every unemployed American, according to Bloomberg.

By impacting the entire job market, this problem stays on top of the mind of CEOs, CFOs, and HRs.

Should this topic be part of every prospecting call you make? We're so glad you asked!

Join us for a special episode dedicated to changes in the job market - "Prospecting In Times Of A Great Resignation" with John Sbrocco and Craig Lack.

Here's what we'll cover:

✔️ Healthcare benefits as a competitive advantage

✔️ An honest conversation: how this impacts CFOs and HRs

✔️ What do potential employees expect?

Discover The Virtue Health Consortium - A New Way To Self-Funding. Arrange a one-on-one call with John Sbrocco https://bit.ly/3fVvipK
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

Kobe Bryant once said: "A lot of people say they want to be great, but they're not willing to make the sacrifices necessary to achieve greatness."

So what does it take to become a great, fearless closer in the brokerage business that views pressure as a new opportunity and knows how to grow their book of business in any market condition?

The same thing top athletes do to become champions.
You've got to make the moves that no one expects from you - neither your competitors nor your prospects.

TUNE IN for this week's special episode with John Sbrocco and Craig Lack - "disQUALIFYING Meeting With A Prospect."

Here's what we cover:

✔️ How to sweat more in practice to avoid bleeding in battle

✔️ Your prospects do not expect you to do THIS at the meeting...

✔️ Using market data and industry average to close a deal

Discover The Virtue Health Consortium - A New Way To Self-Funding. Arrange a one-on-one call with John Sbrocco https://bit.ly/3fVvipK
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

What breathes dread into more healthcare brokers than almost any other process in their business?

Facilitating uncomfortable conversations.

Oddly enough, most conversations that are followed by the sale ARE uncomfortable. And if you want to increase your book of business this year, you should make them part of your daily routine.

How do you do that? We'll tell you in a minute...

TUNE IN for the weekly episode of the Heads Up Adviser Show: "TOUGHEN UP: HOW TO GET COMFORTABLE WITH UNCOMFORTABLE CONVERSATIONS."

Here's what we'll cover:

✔️ The actual purpose behind tough questions: are they looking for an excuse or testing your persistence?

✔️ What to expect from your prospects this year

✔️ Empathy instead of defense: how to turn the conversation around.

Discover The Virtue Health Consortium - A New Way To Self-Funding. Arrange a one-on-one call with John Sbrocco https://bit.ly/3fVvipK
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

"Crisis comes later than you predict it, but earlier than you expect it."

The inflation soars to a 40-year high, consumer confidence dips, and the Federal Reserve looks on track to hike rates at the fastest pace since 2005...

The U.S. economy may have just staged its fastest recovery from a recession in history — a notable feat after a crisis as catastrophic as the coronavirus pandemic — but that rebound hasn’t stopped forecasters, investors, and consumers alike from fearing that another downturn is around the corner.

The question is, how can you prepare for it, survive, and thrive afterward?

And is it time for the four Gs?

Find out in this week's episode of the Heads Up Adviser Show "Market Crash: How to Prepare And Not Panic."

We'll cover:

✔️ Market data - opinion in numbers

✔️ Are your clients aware?

✔️ The hidden opportunity for your brokerage business

Discover The Virtue Health Consortium - A New Way To Self-Funding. Arrange a one-on-one call with John Sbrocco https://bit.ly/3fVvipK
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

Discover The Virtue Health Consortium - A New Way To Self-Funding. Arrange a one-on-one call with John Sbrocco https://bit.ly/3fVvipK
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

If everybody is doing it one way, there's a good chance you can find your niche by going exactly in the opposite direction. - SAM WALTON, WALMART

A few factors can help you differentiate yourself from the competition in the healthcare brokerage business. Discovering and dominating your niche is one of the most effective.

However, it is not as simple as it looks - that's why so few dare to go that way. Brokers should choose a specific direction, give up blind prospecting, and modify their market strategy to accommodate that audience.

Ready to enroll in the process?

JOIN JOHN SBROCCO AND CRAIG LACK for this week's episode of the "Heads Up Adviser Show" - DISCOVER YOUR MARKET NICHE.

✔️ How big are you ready to grow?

✔️ Why you can make more money by narrowing down the niche

✔️ Niche-specific solutions you can offer

Discover The Virtue Health Consortium - A New Way To Self-Funding. Arrange a one-on-one call with John Sbrocco https://bit.ly/3fVvipK
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

These days, your prospects are busy enough with their regular work. So when meetings are bad, disorganized, or don't bring clear value, they can get furious. However, most brokers still overlook the fact that a large portion of what makes a meeting successful occurs in the preparation phase.

Would you like to get a ready-made checklist from the experts?

TUNE IN for this week's episode of the Heads Up Adviser Show: "How Productive Brokers Prepare For Meetings" with John Sbrocco and Craig Lack.

We'll cover:

✔️ Selling in advance.

✔️ How to compete with the big box chain stores on YOUR level.

✔️ What you need to know before you enter the room

✔️ What's everybody's favorite subject?

Discover The Virtue Health Consortium - A New Way To Self-Funding. Arrange a one-on-one call with John Sbrocco https://bit.ly/3fVvipK
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

It's no news that a great first meeting with your prospect determines your business relationships. Successful brokers should never leave it to chance and carefully design their conversation and sales pitch. However, it's not an easy job to stand out from the crowd of competitors if you use the same sales pitch they do.

Luckily, this week you're going to get some NEW ideas on how to impact your prospects and get them out of the rate-driven mindset.

Join this week's episode of the Heads Up Adviser Show - [SETTING THE HOOK: A Blueprint for the First Meeting] with John Sbrocco and Craig Lack.

Here's what we'll cover:

✔️ How to avoid information overload
✔️ Qualifying questions for the first meeting
✔️ Selling the future: moving from numbers to benefits
✔️ Financial planning & Self-Funded plans

High achiever brokers know that success depends on the way they lead conversations. Not just with prospects, clients, or vendors...

Let's talk about the conversation going on in the broker's mind.

What is yours like? Is it friendly? Meaningful? Or does your mind sabotage your work and act like the worst competitor?
Tune in to this week's Heads Up Adviser episode: "Broker's Internal Dialogue" with John Sbrocco and Craig Lack.

Here's what we cover:

✔️ How to keep yourself challenged
✔️ Do you hang out with the "right" peers?
✔️ The power of habits

Discover The Virtue Health Consortium - A New Way To Self-Funding. Arrange a one-on-one call with John Sbrocco https://bit.ly/3fVvipK
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

Insurance is a tough game to play, definitely not for the faint-hearted.

Even the best producers can feel demoralized in unfortunate situations. But skilled agents know it's important to keep pushing forward because the next call might be the yes they need.

How do these top producers find the will to pick up the phone after one too many rejections?

Join John Sbrocco and Craig Lack in talking about "Inspiration Over Motivation" on this week's Heads Up Adviser show.

Here's what we'll cover:

✔️ How to get back on track

✔️ Low motivation? Raise your standards.

✔️ Does the work/life balance exist?

Discover The Virtue Health Consortium - A New Way To Self-Funding. Arrange a one-on-one call with John Sbrocco https://bit.ly/3fVvipK
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

Reserve your spot for the webinar "Why Traditional Stop Loss Fails SMBs and Gets Brokers Fired" with John Sbrocco on Apr 5. >> https://virtuealliance.com/why-traditional-stop-loss-fails-smbs/

Download the special report for this episode: "HOSPITAL PRICES: UNSUSTAINABLE AND UNJUSTIFIABLE" >> https://virtuealliance.com/hospital-prices/

How long have you been in business?

If it's longer than a year, your company is probably overpaying up to 30-50% in taxes.

Do you want to keep it that way, or you'd invest this money into prospecting and marketing instead?

Join John Sbrocco, Craig Lack, and our special guest James Rainwater, CPA, for the Heads Up Adviser episode: "Business Tax Assessment For Healthcare Brokers."

Here's what we'll cover:

✔️ Non-obvious methods of reducing taxes

✔️ Questions you should you ask your CPA

✔️ Investment and money management for your brokerage business

About James Rainwater:

After years of working for large accounting firms and roles as Controller & CFO, James opened his own firm. Now his clients benefit from time-tested, advanced strategies that most preparers have never heard of.

Reserve your spot for the webinar "Why Traditional Stop Loss Fails SMBs and Gets Brokers Fired" with John Sbrocco on Apr 5. >> https://virtuealliance.com/why-traditional-stop-loss-fails-smbs/

Download the special report for this episode: "HOSPITAL PRICES: UNSUSTAINABLE AND UNJUSTIFIABLE" >> https://virtuealliance.com/hospital-prices/

Being a healthcare broker and managing a healthcare brokerage business are two different activities.

It takes more than owning a company to call it a "business."

You have to predict sales, manage employees, and make sure it runs smoothly when you take that 2-week vacation.

John Sbrocco and Craig Lack join you this week with new ideas on becoming effective in your field and turning your company into a well-oiled machine.

Enjoy the episode "HOW TO MANAGE, MARKET & AUTOMATE YOUR HEALTHCARE BROKERAGE BUSINESS."

Discover The Virtue Health Consortium - A New Way To Self-Funding. Arrange a one-on-one call with John Sbrocco https://bit.ly/3fVvipK
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

Download the special report for this episode: "HOSPITAL PRICES: UNSUSTAINABLE AND UNJUSTIFIABLE" >> https://virtuealliance.com/hospital-prices/

You've probably noticed that broad conversations no longer spark prospects' interest.

If you want to influence the decision-making process - which every sales process is connected to - you need to debunk the myths, get specific about the industry numbers, and bring real-life examples to the table.

This week John Sbrocco and Craig Lack give you some "golden" points on the hospital sector.
Join the St. Patrick's Day Special episode: "The Pot Of Gold For Healthcare Brokers."

Here's what we cover:

✔️ The number-specific conversation on the hospital system

✔️ How are the prospects trapped?

✔️ Your "paid consultation" process.

Discover The Virtue Health Consortium - A New Way To Self-Funding. Arrange a one-on-one call with John Sbrocco https://bit.ly/3fVvipK
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

Discover The Virtue Health Consortium - A New Way To Self-Funding. Arrange a one-on-one call with John Sbrocco https://bit.ly/3fVvipK
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

We know that there is no such thing as "overnight success" in the healthcare brokerage business. There is hard work, experience, and knowledge behind every deal.

However, you need one more skill to deliver results consistently and join the winners league. It's the ability to play the long game.

In this episode brought to you by John Sbrocco and Craig Lack, you will learn about "Playing Long Game vs. Short Game in Brokerage Business."

Here's what we cover:

✔️ Early bird gets the worm (and the deals)

✔️ Persistency numbers game

✔️ The client conversion cycle

Discover The Virtue Health Consortium - A New Way To Self-Funding.
Arrange a one-on-one call with John Sbrocco https://bit.ly/3fVvipK
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

When healthcare brokers talk about growing their income, they usually want to increase the number of clients - not their scale.

But what really stands behind such an approach?

In this episode of the Heads Up Adviser Show, John Sbrocco and Craig Lack will tell you how to give yourself permission, take action, and scale your book of business. It's uncomfortable. It's scary. And also - essential for your growth.

TUNE IN for "YOU'RE GROWING. BUT ARE YOU SCALING?" now!

Here's what we'll cover:

How mindset and environment impact the scale of your clients
Shifting your identity
Your first steps in marketing

Discover The Virtue Health Consortium - A New Way To Self-Funding.
Arrange a one-on-one call with John Sbrocco https://bit.ly/3fVvipK
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

Behavioral Intelligence is the application of skills and abilities to explain existing behaviors accurately, predict future behaviors, influence other people's behaviors, and control your own behavior.

A question for you.. Would you like to add that skill to your toolbox and use it on your next prospecting call? Would you like to have an advantage that didn’t involve any products?...Ok, that’s two questions.

Join John Sbrocco, Craig Lack, and our special guest Benjamin Bressington for this week's episode "CLOSE SALES FASTER with BEHAVIORAL INTELLIGENCE."

Here's what we cover:

Hacking influence and persuasion
How most salespeople sabotage their sales pitch
Instant trust & authority strategies

Discover The Virtue Health Consortium - A New Way To Self-Funding.
Arrange a one-on-one call with John Sbrocco https://bit.ly/3fVvipK
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

Subscribe on Youtube https://bit.ly/2QVutkY
Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

Join Heads Up Adviser Show for the episode "THE 4 COMMUNICATION STYLES FOR BROKERS." This live episode is delivered by John Sbrocco, Craig Lack, and a coach focused on reprogramming the subconscious mind - Hannah Bacaron.

We discuss:

Intro to communication
Importance: how to get the prospect to listen to you & quickly build rapport
Understand your communication style
Breaks in communication

Learn the Virtue Health Consortium process, and start prospecting with NO IMQs and NO CLAIMS DATA >> CLICK HERE TO ARRANGE A CALL

Whether you over or underperformed in Q4 last year, we're now in 2022 - which is the new starting point for all of us.

Working smarter has always been a universal element in every success formula. It takes a willingness to do what your unsuccessful competitors won’t do!

Come and see what’s on the Checklist.

John Sbrocco and Craig Lack are back with the new Heads Up Adviser show episode: "SUCCESSFUL BROKER'S CHECKLIST FOR 2022."

Key discussions include:

Fixing last year's mistakes
How to outperform your competitors
Broker's "behind the scenes"

Arrange a one-on-one call with John Sbrocco and Crystal Hoarau. Learn the Virtue Health Consortium process, and start prospecting with NO IMQs and NO CLAIMS DATA >> CLICK HERE TO CHOOSE DATE / TIME

This time we celebrate Gratitude as the basis of all future success, remember the ups and downs of 2021, and uncover some interesting insights on the crypto market.

Join John Sbrocco, Craig Lack and Matt Aranton for the episode "The Season of Gratitude."

Here's what we'll cover:

✔️ This year's small & big wins

✔️ Work/life balance and things that really matter for brokers

✔️ How to clear your mind from negativity

✔️ Crypto market basics & insights

Arrange a one-on-one call with John Sbrocco and Crystal Hoarau. Learn the Virtue Health Consortium process, and start prospecting with NO IMQs and NO CLAIMS DATA >>CLICK HERE TO CHOOSE DATE / TIME

We've witnessed dramatic changes in the market in the past few months, and as Q4 is well under way, it's not getting any easier...

Whether you think that the new data will impact your business or not, it will for sure impact the prospects and their decision-making.

Join John Sbrocco and Craig Lack for an informative and data-rich episode of the Heads Up Adviser Show"MARKET UPDATE."

Here's what we'll cover:

Why financial marketshare going wild for healthcare
The Black Swan events in healthcare
Client's priorities: Risk manager or Disruption protector

Arrange a one-on-one call with John Sbrocco and Crystal Hoarau. Learn the Virtue Health Consortium process, and start prospecting with NO IMQs and NO CLAIMS DATA >> CLICK HERE TO CHOOSE DATE / TIME

As insurance goes, the top 5% of the people in Self-Funding plans are responsible for 90% of the claims. But what if you could remove some of those top claims from your plan? That would be tremendous for cost and beneficial for both company and its employees.

This week's Heads Up Adviser Show guest has the key solution to deal with high-claim individuals and gives them options - other than a group health plan.

He came up with the process where it becomes possible to connect individuals with other options for health insurance. As a result, they'll voluntarily leave the plan - and take all these large claims with them.

Intrigued?

Join the episode "How To Use Empathy & Compassion To Control Healthcare Costs" with the CEO of Samaritan Fund - Brett Morris.

Here's what we cover:

The possibilities of individual exchange market

How to rewrite self-funding plans with a new scenario

Explaining the change to high-claim individuals

Arrange a one-on-one call with John Sbrocco and Crystal Hoarau. Learn the Virtue Health Consortium process, and start prospecting with NO IMQs and NO CLAIMS DATA >> CLICK HERE TO CHOOSE DATE / TIME

Have your prospects and clients asked you about Health Savings Accounts yet? If not, they will, soon.

When implemented successfully, HSA can:

✔️ lower health insurance premiums

✔️ get triple tax savings

✔️ be health insurance carrier-neutral

✔️ have savings for the future

Seems like a dream deal... but like many dreams, it can turn into a nightmare!

Luckily, we're here to help you gain some experienced perspective so you can ask better questions from your clients and prospects.

Join John Sbrocco and Craig Lack for tonight's episode on the Heads Up Adviser Show "HSA: Stepping Stone or Stumbling Block."

𝐇𝐞𝐫𝐞'𝐬 𝐰𝐡𝐚𝐭 𝐰𝐞'𝐥𝐥 𝐜𝐨𝐯𝐞𝐫:

-HSA: who is it good for? It depends?

-Keys to know what’s coming after you say yes…renewal increases don’t stop

-What noise to expect from your employees

Arrange a one-on-one call with John Sbrocco and Crystal Hoarau. Learn the Virtue Health Consortium process, and start prospecting with NO IMQs and NO CLAIMS DATA >> CLICK HERE TO CHOOSE DATE / TIME

-

𝐖𝐚𝐬 𝐢𝐭 𝐭𝐡𝐞 𝐰𝐫𝐨𝐧𝐠 𝐭𝐢𝐦𝐢𝐧𝐠?

𝐖𝐚𝐬 𝐦𝐲 𝐩𝐫𝐨𝐩𝐨𝐬𝐚𝐥 𝐧𝐨𝐭 𝐠𝐨𝐨𝐝 𝐞𝐧𝐨𝐮𝐠𝐡?

𝐃𝐢𝐝 𝐈 𝐬𝐩𝐞𝐚𝐤 𝐭𝐨 𝐭𝐡𝐞 𝐫𝐢𝐠𝐡𝐭 𝐩𝐞𝐫𝐬𝐨𝐧?

These and other questions we scroll in our heads after every single "NO" from the prospect. However, great brokers know that the rejection is not a cause for gloom.

And we are going to show how to actually 𝐞𝐧𝐣𝐨𝐲 𝐢𝐭!

Join John Sbrocco and Craig Lack for this week's Heads Up Adviser LIVE episode - "Why Your Prospects Say No.!

Arrange a one-on-one call with John Sbrocco and Crystal Hoarau. Learn the Virtue Health Consortium process, and start prospecting with NO IMQs and NO CLAIMS DATA >> CLICK HERE TO CHOOSE DATE / TIME

Will Rogerts once said: "You never get a second chance to make a good first impression."

As brokers approach the 4th (and the most important) quarter of the year, they start battling for the same prospects and clients.

The algorithm is simple: those, who are better prepared, win the battle.

Join John Sbrocco John Sbrocco and Craig Lack who uncover what you need to be fully equipped for meeting your prospect - in the episode "First Meeting Conversation Script"

What we'll cover:

-How to gather intelligence

-Counter Selling (PROs and CONs)

-Perfect questions for your prospect

Arrange a one-on-one call with John Sbrocco and Crystal Hoarau. Learn the Virtue Health Consortium process, and start prospecting with NO IMQs and NO CLAIMS DATA >> CLICK HERE TO CHOOSE DATE / TIME

Don’t wait to go speak to your clients until they have the carrier renewal.

The competition is calling your clients and offering to explain how it’s possible to control healthcare costs…

instead of just reacting to another rate increase. Right? Has your broker been out here to hear your frustration or discuss a plan to get you off the endlessly higher premium escalator?!!

Sometimes we need reminders to do what works.

Waiting for the renewal is a bad idea. It can get you fired this year.

Do the right thing! Listen to this episode.

Join John Sbrocco and Craig Lack TONIGHT @ 8 pm ET | 5 pm PT for the episode "Don't Wait For The Renewal!" on Heads Up Adviser Show.

Here's what we cover:

How to help clients feel hopeful
Competition is coming from every direction
How do other brokers communicate with your prospect

Arrange a one-on-one call with John Sbrocco and Crystal Hoarau. Learn the Virtue Health Consortium process, and start prospecting with NO IMQs and NO CLAIMS DATA >> CLICK HERE TO CHOOSE DATE / TIME

THE BIG FAT Increases are coming. Companies that have never checked their healthcare expenses for the last 17 years are now re-evaluating their brokers. They are opened to new solutions that will reduce costs and improve quality.

So what can you do TODAY and in the next 30 days to get in front of those prospects and make your Q4 an incredible success?

TUNE IN for the latest episode of the Heads Up Adviser show "The Prospecting Season" with John Sbrocco, Craig Lack, Sean O'Connor, and Paul Seegert

Here's what we cover:

Prospecting numbers: what you should do, starting today
How to deal with the Incumbent
Getting to YES: what do employers want to hear from you

Arrange a one-on-one call with John Sbrocco and Crystal Hoarau. Learn the Virtue Health Consortium process https://bit.ly/3fVvipK

They say the biggest lies are based on the truth, at least in part. No wonder why most people tend to ignore obvious signs of being misguided in business and life.

This week John Sbrocco and Craig Lack will tell you how to find an "elephant in the room" and learn to question ordinary perceptions.

TUNE IN for the latest episode of the Heads Up Adviser Show - "Business And Life Are A Paradox."

Here's what we cover:

How to train your mind to think different
What do most healthcare brokers believe (but you should not)
The pain of staying the same
How to be present in a moment.

Meet Virtue Health - a private group purchasing consortium that allows employers share risk, control costs and increase benefits - with ease. CLICK HERE to book a call with John Sbrocco and Crystal Hoarau >>

What is the"crocodile brain" and why is it important?

How to put yourself in a position of status with your prospect?

How to set up tension, intrigue, and emotion in a meeting?

The answers to these and other important questions were given at High Stakes Advising 2021. This week John Sbrocco and Craig Lack do a quick recap remembering some spicy moments from the #1 Event For Healthcare Brokers.

Craig Lack sharing how to build intrigue before the reveal
How Mark Lack crushed it on the scene with capturing media
Lee Lewis and prospecting with nice gossip
Big box guest providing priceless insights

First - CLICK HERE to Register for the FREE WEBINAR "Virtue Health Consortium"- A Blueprint For Attracting & Retaining Self-Funded Business In 2021.

What do you have to do to sound different, to be different, to disrupt the automatic response that's built-in every prospect meeting?

John Sbrocco and Craig Lack will give a checklist for your next renewal or prospecting meeting in the Heads Up Adviser Episode "Catchy, Irresistible, Intriguing Sales Hooks."

The prospecting time machine: how to move your prospects from the year 2000 to 2021.
Interrupting "easy button" during renewals
Setting the hook - how to choose the right bate for the prospect

"Don't confuse being ignored by being rejected" - Tony J. Hughes

Statistically, salespeople spend 70% of their time on things that can be done by a tech. This means that every person who has not leveraged the game-changing sales technologies works at least 2.5X times more than they should.

Salespeople are so focused on being busy instead of being productive that they have no time to close the deals!

And here's what it leads to...

The bad news is: 1/3 of these salespeople will disappear within a decade.

The good news is: there's a huge shift of capital for those who stay on the market...

And now the great news: in this episode of the Heads Up Adviser Show, the Global B2B Sales Expert Tony J. Hughes will present his new book "Tech-Powered Sales" and explain how to use technologies in your sales to get to the busy executives, CEOs, and CFOs.

Now you get a chance to turn your prospecting into a "perpetuum mobile" with less effort and greater outcome.

Here's what we cover:

What are "EQ" and "TQ" and why you can't sell without it
How to create a level of value as opposed to "providing information."
What should brokers do to keep from obsolete in the healthcare business?

Get "Tech-Powered Sales" book on Amazon >> CLICK HERE

CONNECT WITH TONY J. HUGHES:

LinkedIn: https://www.linkedin.com/in/hughestony/

Speaker and author: www.TonyHughes.com.au

Corporate and methodologies: www.RSVPselling.com

eLearning sales enablement: www.salesIQglobal.com

Show sponsor: Virtue Health.

CLICK HERE to Register for the FREE WEBINAR "Virtue Health Consortium"- A Blueprint For Attracting & Retaining Self-Funded Business In 2021.

Tech-Powered Sales: Achieve Superhuman Sales Skills

Register for Healthcare Broker Retreat - High Stakes Advising 2021 in Orange County, CA (Aug 9-10, 2021).
Only a few tickets left. Grab yours NOW >>

🔵 CLICK HERE To Join Heads Up Adviser Facebook Group

Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

As we're slowly walking into the busiest season of the year for us, some brokers create strategic plans RIGHT NOW, while others decide to "go with the flow..." or "do it later..."

We offer you to mend your sails while the weather is fine.

TUNE IN for the latest episode of the Heads Up Adviser Show - "Winter Is Coming: The Survival Kit For Healthcare Brokers" with John Sbrocco and Craig Lack.

Here's what we cover:

make your next BREAKTHROUGH
take advantage of new opportunities,
how to plan your conversion in 2021-2022

Winning and retaining a Self-Funded business has never been easier.

Reserve your seat at "Virtue Health Consortium" - a free webinar from John Sbrocco and Crystal Hoarau, to discover how 5X your portfolio using new market opportunities. CLICK HERE

Meet John Sbrocco and Craig Lack at the VIP Event For Healthcare Brokers - High Stakes Advising 2021 on Aug 9-10 @ Orange County, CA
Early Bird tickets expire soon! >> CLICK HERE TO GRAB YOURS.

🔵 CLICK HERE To Join Heads Up Adviser Facebook Group

Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

Using data and industry numbers during your Self-Funding presentation can be tricky. It will either bore your prospect OR get his full, undivided attention that usually leads to a SALE.

The secret is to turn the "common" market data (numbers on the page) into information, information - into knowledge, and knowledge - into wisdom. But only a few brokers know how to do it right.

As usual, John Sbrocco and Craig Lack come to save the day (and your deals).

TUNE IN for the exciting, informative, and very practical episode of the Heads Up Adviser Show - "2021 Milliman Healthcare Supply Chain Spending."

Here's what we cover:

Healthcare numbers from employees' perspective
Healthcare supply chain
Storytelling based on data

Early Bird tickets expire soon! >> CLICK HERE TO GRAB YOURS.
🔵 CLICK HERE To Join Heads Up Adviser Facebook Group

Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

SHOCKING: Most benefits managers and employers focus on 90% of members who don't spend money on healthcare.

While your competitors - the big guys - talk about wellness, health promotion, and analytics, you get a chance to reach a low-hanging fruit and save tens of thousands or even millions of dollars for your prospects.

This week, we welcome Paul Pruitt, who shares measurable and predictable strategies to reduce prescription drug spending hidden from the masses.

TUNE IN for the episode of the Heads Up Adviser Show "How To Cut Your RX Spend 50%."

Here's what we cover:

The future of prescription drug spending
Auditing your prospect's RX spend
Uncomfortable questions that will help you get the deal

At Virtue Health, we're reinventing how small and midsize employers self-fund through group purchasing.

Schedule a 1-on-1 call with John Sbrocco to learn more on how to self-fund your clients with no claims data & no IMQs.

CLICK HERE TO SCHEDULE A CALL

Meet John Sbrocco and Craig Lack on Aug 9-10, at the annual VIP event for healthcare brokers - HIGH STAKES ADVISING 2021.

Early Bird tickets expire soon! >> CLICK HERE TO GRAB YOURS.
🔵 CLICK HERE To Join Heads Up Adviser Facebook Group

Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

Why didn't they buy?

As you talk to your prospects, show them your well-prepared slides, and present logical reasons, your biggest threat is not an incumbent or your competitors...

It's the SECRET CONVERSATION going on in your prospect's mind that talks them out of it.

Unless you are able to enter that conversation and silence the "voice" guided by doubts and disbeliefs, I'm afraid it will have the final word.

TUNE IN for the Heads Up Adviser Show episode "Buyer's Disbeliefs," where John Sbrocco and Craig Lack share their own tactics and phrases to gain the full attention of their prospects.

Here's what we cover:

✔️ From Fully Insured to Self-Funded: pre-conceived ideas of prospects

✔️ Emotional sales

✔️ Asymmetry of information and how to deal with it.

QUESTION OF THE DAY: How do you get to profitability - massive profitability- with less work, less stress, less management of people in the insurance business?

Moreover - how can you do more of what you love, less of what you like, and none of what you hate?

We prepared some brilliant answers for you in our latest episode of the Heads Up Adviser Show.

TUNE IN for the "Barking Up The Wrong Tree: Success Is Not Arbitrary"with John Sbrocco and Craig Lack.

Here's what we cover:

Lies brokers tell themselves
How to get out of your own way in the insurance business
Review of the book "Barking Up The Wrong Tree" by Eric Barker

Meet John Sbrocco and Craig Lack on Aug 9-10, at the annual VIP event for healthcare brokers - HIGH STAKES ADVISING 2021.

Early Bird tickets expire soon! >> CLICK HERE TO GRAB YOURS.
🔵 CLICK HERE To Join Heads Up Adviser Facebook Group

Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

Arrange a 30-minute one-on-one call, and learn how to make this strategy work for your healthcare business >> CLICK HERE TO CHOOSE DATE/TIME

Is there a way to surprise and impress prospects who've "been there, done that, seen it all?"

THINK WRONG!

John Sbrocco and Craig Lack review the book "Think Wrong" by John Bielenberg, mixing it with their advice and case studies.

Get the REAL self-help practices that go beyond writing goals, meditating, and keeping a positive attitude.

Learn how to unlock a broker's ingenuity to build and grow clever, practical, original, and viable solutions to your biggest challenges.

Here's what we cover:

How to use metaphors with your prospects

A new way to sell Self-Funding

Questions to change your prospect's behavioural patterns

Meet John Sbrocco and Craig Lack on Aug 9-10, at the annual VIP event for healthcare brokers - HIGH STAKES ADVISING 2021.

Early Bird tickets expire soon! >> CLICK HERE TO GRAB YOURS.
🔵 CLICK HERE To Join Heads Up Adviser Facebook Group

Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

Arrange a 30-minute one-on-one call, and learn how to make this strategy work for your healthcare business >> CLICK HERE TO CHOOSE DATE/TIME

Is there a way to get paid MORE, increase your conversion, and set your sales on track without changing your daily routine?

Learn how top professionals achieve bigger goals with less effort using the power of their name and what are essential steps to take if you're just starting out on this path.

Here's what John and Craig cover in this episode:

Personal Brand ROI - what improvement can you expect
Baby steps - how to start building your personal brand without big investments
Case studies

Meet John Sbrocco and Craig Lack on Aug 9-10, at the annual VIP event for healthcare brokers - HIGH STAKES ADVISING 2021.

Early Bird tickets expire soon! >> CLICK HERE TO GRAB YOURS.
🔵 CLICK HERE To Join Heads Up Adviser Facebook Group

Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

Arrange a 30-minute one-on-one call, and learn how to make this strategy work for your healthcare business >> CLICK HERE TO CHOOSE DATE/TIME

Sometimes 20 years' experience in business is nothing but 1 year's experience repeated 20 times.

It's easy to get caught in the wheel of "routine procedures" when you're an insurance broker. You find the one thing that works and do it over and over again...

That approach might bring you your "bread and butter," but if you want more than that... you need your "BREAKTHROUGHS."

And hopefully, you'll get one this week.

TUNE IN for the energetic and motivational episode of the Heads Up Adviser Show - "THE BROKER'S BREAKTHROUGH" - where your hosts John Sbrocco and Craig Lack tell you their stories of escaping the routine.

Here's what we cover:

How to ALLOW yourself a higher income
The pain of a breakthrough
Going against the flow in the insurance business

Meet John Sbrocco and Craig Lack on Aug 9-10, at the annual VIP event for healthcare brokers - HIGH STAKES ADVISING 2021.

Early Bird tickets expire soon! >> CLICK HERE TO GRAB YOURS.
🔵 CLICK HERE To Join Heads Up Adviser Facebook Group

Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

Arrange a 30-minute one-on-one call, and learn how to make this strategy work for your healthcare business >> CLICK HERE TO CHOOSE DATE/TIME

Imagine the toughest prospects in the world:

no claims data
50 lives or fewer
don't want to fill in the Individual Medical Questionnaires (IMQs)
expect to reduce the insurance costs...

How would you solve the puzzle and move them from Fully Insured to Self-Funding?

Well, meet the guy that's disrupting the market.

The one who believes that the Fully Insured wall guard is going to be taken down quite soon. And he definitely plays a certain role in this process, as all of us do.

TUNE IN for the provocative, honest and very emotional episode of the Heads Up Adviser Show "No More IMQs with Hari Sundram" on the collaboration between Virtue Alliance and Verikai.

Here's what we cover:

Why carriers want you to stay ignorant
The simple math of Fully Insured
40% profitability that's hidden
Your prospects need to hear THIS.

🔵 CLICK HERE To Join Heads Up Adviser Facebook Group

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV

Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

Meet John Sbrocco and Craig Lack on Aug 3-4, at the annual VIP event for healthcare brokers - HIGH STAKES ADVISING 2021.

Super Early Bird tickets expire soon! >> CLICK HERE TO GRAB YOURS.

Gerry Call, also known as "the insurance wingman," left lots of great stories and lessons. With his own example, he taught every person he knew how to stay persistent, believe in yourself, and never forget to enjoy life in the process.

In this episode, we'll discuss and share how he did it.

TUNE IN for the latest episode of the Heads Up Adviser Podcast - "THE COLD CALL LEGACY - in memory of Gerry Call" with John Sbrocco and Craig Lack.

Some of the topics we cover:

The story of your prospect
What matters beyond the insurance product you sell
Finding the "one thing" that works for you
How to overcome the "institutional skepticism."
NO as the "Next Opportunity"

🔵 CLICK HERE To Join Heads Up Adviser Facebook Group

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV

Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

Meet John Sbrocco and Craig Lack on the VIP Event for Healthcare Brokers - High Stakes Advising 2021.
Special guest of the event - Jordan Belfort. Early Bird Tickets are for SALE! CLICK HERE

In insurance sales, as in life, tough times don't last. But those moments do feel like an eternity (trust me... I know).

It's very rare in our industry to have someone share an honest story and let us on their emotional backstage. However, this week's guest is not afraid to open up, hoping that his example will inspire you for your next big win!

Mark Fox explains why success is not final, and failure is not fatal in the newest episode of the Heads Up Adviser Show - "37 Appointments in 20 Days." TUNE IN now on the platform of your choice.

Here's what we cover:

Managing an emotional rollercoaster after the CFO call
Test yourself on sounding "needy" on the phone
An appointment is set! What next?

... and more.

🔵 CLICK HERE To Join Heads Up Adviser Facebook Group

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV

Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

"Most clients have the blinders on. They've been buying healthcare the same way for 18 years. So the ability to expand their horizon makes you successful in the industry."

-Craig Lack

Meet John Sbrocco and Craig Lack on the VIP Event for Healthcare Brokers - High Stakes Advising 2021.
Special guest of the event - Jordan Belfort. Early Bird Tickets are for SALE! CLICK HERE

Is there a way to offer something DIFFERENT to the prospects that have "seen it all"?

Can you get their full attention as opposed to them looking at their phones and waiting for the meeting to be over?

Will you stand out from the crowd of your competitors offering to "save 20% to 40%" on their healthcare plan?

So many questions... and only one correct answer.

TUNE IN to the latest episode of the Heads Up Adviser Show "9 Ways To Manage WSSM" with John Sbrocco and Craig Lack sharing the insights on how to surprise even the most challenging prospects you'll have from now on.

A great way to start your week, learning:

✔️ How to have a "different conversation"

✔️ What should you start a dialogue with

✔️ Leading your prospects to a CHANGE

✔️ Ways to shorten the gap between "now" and "then"

🔵 CLICK HERE To Join Heads Up Adviser Facebook Group

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV

Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

If you've ever been frustrated or discouraged by the rejection of your prospects, clients who left you for your competitor, and market changes - we've prepared something special for you.

Listen to the inspiring discussion on the big fails of people who refused to give up, and get energized to follow your dreams.

Learn how they made history, changed the course of business and lives of millions of people by being PERSISTENT, PIG HEADED, and PERSUASIVE.

The case studies include:

Tom Brady
Walt Disney
Colonel Sanders
Jeff Bezos
Our personal stories

🔵 CLICK HERE To Join Heads Up Adviser Facebook Group

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV

Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

As Dr. Nido Qubein says, "There are oceans of "sameness," lakes of "differentiation," and pools of "distinction."

Part of your role in becoming professional is to figure out how to shine in the pool of distinction."

Craig Lack

How far are you willing to go to expand your pool of business? Is there a way to prepare yourself for the bigger market, high-paying clients and new opportunities in a short timeframe?

Let's find out!

TUNE IN to the latest episode of the Heads Up Adviser Show [NOT ALL GOLDFISH ARE CREATED EQUALLY] with John Sbrocco and Craig Lack.

Get the "secret sauce" for your business, learn how to turn insights into action, and do a "little something extra" to improve the prospect's experience.

Here's what we cover:

🐟 Factors that affect the size of your business

🐟 It’s easy to drown in the ocean?

🐟 How to adapt the style to your prospect

🔵 CLICK HERE To Join Heads Up Adviser Facebook Group

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV

Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

PEPYP is a Secret Prospecting Tool that top-achiever brokers use in negotiations on a daily basis.

Learn why lowering healthcare costs is not always a way to get an agreement, what you should know about your prospect before the meeting, and how to leverage numbers to create a proposal "they can't refuse."

TUNE IN to the latest episode of the Heads Up Adviser Show [PEPYP - WHY IT'S IMPORTANT WHEN PROSPECTING] with John Sbrocco and Craig Lack.

Here's what we cover:

What is PEPYP
Case studies: who doesn't want to lower their healthcare costs
Two crucial things to know about your prospect before the call
How to sound different than any of your competitors

🔵 CLICK HERE To Join Heads Up Adviser Facebook Group

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV

Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

Most businesses think on a monthly or quarterly basis.

Most of the SUCCESSFUL businesses think on an annual basis.

-Craig Lack

The decisions you make today are going to affect you in 3-5 years.

Want to become the visionary in the healthcare business and learn how to catch trends early?

TUNE IN for the latest episode of the Heads Up Adviser Show - [A PRACTICE GUIDE TO SEEING THE FUTURE]

Here's what we cover:

Why you should act on the future NOW
Becoming "Elon Musk" of healthcare business
Last year's changes that are going to last

🔵 CLICK HERE To Join Heads Up Adviser Facebook Group

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV

Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

Queen's Gambit provides a great analogy for the experience of many brokers.

unremarkable and alone
addicted
study and repetition hones skills
better skills equals higher stakes
mastery makes you feel in control

Learn the moves of the Masters and discover the holes in your strategy because 'checkmate' means there's only one winner!

🔵 CLICK HERE To Join Heads Up Adviser Facebook Group

HEALTHCARE BROKERS - Arrange a virtual call with John Sbrocco to learn how you can put together a WINNING Self-Funded Plan for your clients, beat your competitors, and attract new business https://bit.ly/34YbfAq

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

"Most things in life are paradox. They're pretty much the opposite of what you think they are.

You need to get more energy? You've got to use less energy. And that's what free days are all about."

Craig Lack

TUNE IN for the latest episode of the Heads Up Adviser Show >> [How To Detox From2020, RESTart & Reward Yourself] with John Sbrocco and Craig Lack.

Here's what we cover:

✔️ great practices to "play hard" after Q4

✔️ why your clients WANT you to take a vacation

✔️ how to consume and generate energy

HEALTHCARE BROKERS - Arrange a virtual call with John Sbrocco to learn how you can put together a WINNING Self-Funded Plan for your clients, beat your competitors, and attract new business https://bit.ly/34YbfAq

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

It's that time of the year when wise brokers sum up the "right & wrong" of the year, gain experience points, and set up plans for the next one.

We've decided to walk you through this process and make it engaging.

TUNE IN for the latest episode of the Heads Up Adviser Show [BUSINESS PLAN & STRATEGY QUADRANT] with John Sbrocco and Craig Lack.

Here's what we cover:

How to find The ONE THING you should focus on
Do you train your clients, or they train you?
Why "riches are in the niches" and how to get more prospects by rejecting a few.

HEALTHCARE BROKERS - Arrange a virtual call with John Sbrocco to learn how you can put together a WINNING Self-Funded Plan for your clients, beat your competitors, and attract new business https://bit.ly/34YbfAq

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

Get the full attention of your prospects and clients by taking them on a virtual trip to PAST - PRESENT - FUTURE

The best conversation you can have with your clients and prospects is the one where they talk about THEMselves. We put together a number of great ideas to inspire you along the way.

TUNE IN for the Heads Up Adviser Episode - [PAST / PRESENT / FUTURE] with John Sbrocco and Craig Lack.

HEALTHCARE BROKERS - Arrange a virtual call with John Sbrocco to learn how you can put together a WINNING Self-Funded Plan for your clients, beat your competitors, and attract new business https://bit.ly/34YbfAq

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

While THINKING will help you make better decisions and improve your life, OVERTHINKING may have the exact opposite effect.

John Sbrocco and Craig Lack explain the difference between these two terms and give you direct instructions on how to get out of your own way.

TUNE IN for the new episode of the Heads Up Adviser Show: [STOP! LET ME OVERTHINK THIS]

HEALTHCARE BROKERS - Arrange a virtual call with John Sbrocco to learn how you can put together a WINNING Self-Funded Plan for your clients, beat your competitors, and attract new business https://bit.ly/34YbfAq

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

Hobson Carroll is BACK! to give us insights on changes in the healthcare market.

Here's what we cover:

What do the future 4-5 years look like, and what is the path that is going to get us there?
Reviewing administrative costs
Strategies to apply for self-funded plans

... and much more.

WHAT NEXT?

HEALTHCARE BROKERS - Arrange a virtual call with John Sbrocco. Let us help you scale your business https://bit.ly/34YbfAq

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

"You can beat 90% of the competition just by doing your homework."

Paul Seegert

By all means, it is one of the most practical episodes of the [HEADS UP ADVISER] show for those of you who wish to increase their book of business in 2020-2021.

You'll learn how to keep organized, eliminate chaos in prospecting, and build a FOLLOW-UP SYSTEM that makes money for you... literally, while you sleep.

TUNE IN for our latest episode [THE FORTUNE IS IN THE FOLLOW-UPS] with Paul Seegert and John Sbrocco.

Here's what we cover:

From cards in a shoebox to CRM: Paul's story
Prospecting in numbers: how much time does it take actually to convert a client in the healthcare business
When is a good time to give up?
The Follow Up Pipeline: how to leverage each resource and THE MESSAGE to share

WHAT NEXT?

HEALTHCARE BROKERS - Arrange a virtual call with John Sbrocco. Let us help you scale your business https://bit.ly/34YbfAq

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

What is your "secret weapon" against your competitors this fall?

We've got some pretty good solution - signed, sealed, and delivered to you by Al Lewis & The Heads Up Adviser Show!

Many benefit advisors are more concerned about the appearance of helping employees than actually assisting them. We offer you to:

bring this fact - backed up with science and data - to light
craft a useful consultation with your prospects
impress them with your competence on the subject.

Don't waste a minute - TUNE IN for the latest episode: [BIG LITTLE LIES OF HEALTHCARE BUSINESS]

Links & Additional Information >>

SDF - Silver Diamine Fluoride

Free resources on the topic for brokers - https://www.quizzify.com/brokers

HEALTHCARE BROKERS - Arrange a virtual call with John Sbrocco. Let us help you scale your business https://bit.ly/34YbfAq

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

We took the BEST episodes on Marketing and made sure you get the information - short, to the point, and practical.

Tony J. Hughes - Jeffrey Gitomer - Neal Schaffer - Mark Hunter

27 minutes of PURE GOLD for insurance brokers.

Welcome "The Best Of Heads Up Adviser - Marketing For Insurance Brokers".

This episode covers:

Combo Prospecting Approach With Tony J. Hughes: how to break through to your prospects
How To Build Relationships With Customers - advice from Jeffrey Gitomer
Master your prospecting on social media with Neal Schaffer
Long-lasting MOTIVATION with Mark Hunter

Register for a 3-part webinar series with David Kesler from [VIRTUE HEALTH], start the Self-Funded Insurance business from scratch https://bit.ly/3hil4xy

HEALTHCARE BROKERS - Arrange a virtual call with John Sbrocco. Let us help you scale your business https://bit.ly/3j03WhK

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

Would you like to get your piece of $1 Trillion / year Self-Funded Healthcare market?

Today John Sbrocco will tell you how he got started in his basement several years ago and grew to a successful entrepreneur, best-selling author, and a 5-star broker on the healthcare market.

This episode is filled with case studies, blueprints, and interesting stories you'll enjoy.

Take a walk down the memory lane with Craig Lack and John Sbrocco, and learn how you can get involved TODAY and build your business book on the self-funded market.

Register for a 3-part webinar series with David Kesler from [VIRTUE HEALTH], start the Self-Funded Insurance business from scratch https://bit.ly/3hil4xy

HEALTHCARE BROKERS - Arrange a virtual call with John Sbrocco. Let us help you scale your business https://bit.ly/3j03WhK

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

t's THAT time of the year when brokers and underwriters should put aside their differences and start speaking the same language of BUSINESS for clients' sake.

However, lots of brokers describe the process of dealing with underwriters as "painful and difficult."

Luckily, Heads Up Adviser and Virtue Health team comes to save the day. And the renewal season, of course.

TUNE IN for the latest episode [STOP LOSS RENEWAL ROADMAP] with leading underwriter from Virtue Health - David Kesler.

David will walk you through the entire process of dealing with underwriters and explain complicated terms in the simplest way possible.

Here's what we cover:

Preliminary renewal period.
How to discuss the plan options, changes, and marketing with the client
Firm renewal
Medical review & negotiation process
10-day lock period and signature
Carrier policy application

Register for a 3-part webinar series with David Kesler from [VIRTUE HEALTH], start the Self-Funded Insurance business from scratch https://bit.ly/3hil4xy

HEALTHCARE BROKERS - Arrange a virtual call with John Sbrocco. Let us help you scale your business https://calendly.com/john-1270

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

It wouldn't be called "fishing" if everyone knew where the fish were. It wouldn't be called "sales" if everyone was competing on a product level only.

This week John Sbrocco and Craig Lack bait the hook... and you're going with us for an exciting experience!

TUNE IN for the latest episode of the Heads Up Adviser Show: "What Does Fishing Teach Us About Insurance Sales."

Here's what we cover:

How to get the attention of your prospects
Your benefit over the large-scale competitors
Your "fishing" (sales) equipment
Choosing the right pond

Register for a 3-part webinar series from [VIRTUE HEALTH], start the Self-Funded Insurance business from scratch https://bit.ly/3hil4xy

HEALTHCARE BROKERS - Arrange a virtual call with John Sbrocco. Let us help you scale your business https://calendly.com/john-1270

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

Sign, sealed, delivered: FRESH ideas on how to prospect & sell over ZOOM calls.

This week we sat together with Craig Lack and Zach Jones to have an honest conversation on all the ups and downs, as well as lessons learned over the last 3 months, since Zoom became the only possible way of communicating with prospects and clients.

Here are some important themes that we cover:

How to avoid distractions and keep your prospect's attention
Making that Zoom call A REAL THING
Why online meetings are better than in-person
The preparation work - setting the agenda

Millennials are quickly filling up the C-Level positions at organizations.

In simple terms, it is a group of people who were born approximately 1984 and after.

You've got a chance to attract the brightest minds of the Millennial generation into your business and use their help to get more clients, improve your marketing, and increase your revenue.

Therefore, understanding their mindset, motives, and values is crucial for your current and future business growth.

Forewarned is forearmed. We offer you to get prepared in advance.

TUNE IN to the episode [HOW TO PLEASE A MILLENNIAL], where our guest Celeste Leon uncovers the nuances, barriers and keys to understanding the Millennial generation.

Here's what you'll learn:

✔️ What are the key distinctive features of this generation

✔️ How to identify, hire and retain the best talents of Millennial generation

✔️ Onboarding and motivating Millennial: how to avoid the best minds leaving your company

HEALTHCARE BROKERS - Arrange a virtual call with John Sbrocco. Let us help you scale your business https://calendly.com/john-1270

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

"So if you've seen one TPA, you've basically seen one TPA."

Ed Jacobson continues taking masks off the unfaithful participants of the healthcare market. This episode is truly something your TPA does not want you to watch, hear, or learn... and that's exactly why you should do it.

TUNE IN for [HOW TO DEAL WITH A TPA] with Ed Jacobson and John Sbrocco, and learn:

What's a reasonable ROI for TPA?
Understanding healthcare rebates (and managing them)
How to compete with lower fees
Breaking down expenses and rebates
Getting transparent financial results

HEALTHCARE BROKERS - Arrange a virtual call with John Sbrocco. Let us help you scale your business https://calendly.com/john-1270

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

HEALTHCARE BROKERS - Arrange a virtual call with John Sbrocco. Let us help you scale your business CLICK HERE

There's no question if you should move your business online. 2020 made it non-optional. Let's just deal with it.

The real question now is, how to organize all processes in B2B agency, so you could manage staff efficiently AND create a real-life experience for your clients at the same time?

As always, Heads Up Adviser has got answers for you.

TUNE IN to the latest episode - [HOW TO CREATE A VIRTUAL AGENCY] and learn about tools and strategies that will give a quick and easy improvement.

Here's what we cover:

The financial impact of moving your business online
How to plan your schedule wisely
Ways to find new employees
Full package for your virtual office
Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

What would you say if there was an opportunity to add tens of thousands of dollars to your income without writing more business?

This week Tom Wheelwright, Robert Kiyosaki's tax advisor with 40+ years of experience in the field is joining us on the Heads Up Adviser Show to give an alternative approach to managing taxes so you could use this knowledge to grow your personal and corporate wealth in the upcoming years.

When Robert Kiyosaki asked Tom how he saw taxes, Tom replied: "Well, taxes are fundamentally a series of incentives for business owners and investors." Since then, Tom has become an integral part of the "Rich Dad Company."

TUNE IN for the episode [TAX-FREE WEALTH FOR BROKERS with Tom Wheelwright], and learn how to make smart financial decisions this year.

If you're a business owner, investor (or plan to be), this episode will give you ideas that might save you tens of thousands of dollars in the long run.

Here's what we cover:

The original purpose of taxes
What does the government "pay" you for
How to get $25-$30k deduction on your property in the first year
How taxes can grow your wealth now and in the future

Do you feel like the amount of work you put into your brokerage business, does not correlate with your income, and you definitely deserve more?

TUNE IN for the [Q&A with the CFO] with Gary Bender, and find out how to "hack the CFO code," stop wasting time with non-decision makers, and close more deals in a shorter time.

P.S:

So here's a question for you... Would you like to spend the next 25-30 years, learning from the trial and error, and MAYBE gain success someday - or would you like to use the collective wisdom of 10+ speakers, find out what works, and how to do more of it?

I have two tickets left for High Stakes Advising 2020 Event on August 3-4. We're basically sold out. Will you be able to catch the last one? Who knows.CLICK HERE TO FIND OUT.

Looking for a way to save the day, get the quick win, and breathe new life into your insurance brokerage business?

TUNE IN for the episode with Jordan Belfort, and find out what you can expect at High Stakes Advising Event in Orange County, CA on Aug 3-4, 2020

$400 OFF special discount with the promo code WOLF at the checkout.

HIGH STAKES ADVISING tickets available here >> https://bit.ly/2MS8Nml
*the number of attendants is limited.

Draw the kids and sensitive souls away from the screens.

This week we're joined by the Kind of Sales: a world-class expert, who is not afraid to put the word "SH*T" in the title of his book.... Jeffrey Gitomer.

Bloggers literally make videos on how to get him on the interview... because it's not an easy thing to do.

He's been a public speaker, bestselling author, and consultant for over 25 years, and NEVER made one cold call...

TUNE IN for the latest episode of the Heads Up Adviser show - "GET SH*T DONE for Insurance Brokers" with Jeffrey Gitomer.

Here's what we cover:

How to Build A Relationships With Customer, Ask For Referrals And Grow Your Sales In Geometrical Progression
Prospecting with coffee ☕
Why it's important to make your client laugh.
Fighting procrastination
How to create URGENCY in communication
How to get that sh*t done

You can't put sht away anymore, especially in today's world.*

Meet John Sbrocco & Craig Lack at High Stakes Advising 2020 (Aug 3-4) >> https://headsupadviser.com/high-stakes-advising-2020/

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

It's no news that a great first meeting with your prospect determines your business relationships. Successful brokers should never leave it to chance and carefully design their conversation and sales pitch.

However, it's not an easy job to stand out from the crowd of competitors if you use the same sales pitch they do. Luckily, this week you're going to get some NEW ideas on how to impact your prospects and get them out of the rate-driven mindset.

[TUNE IN] for the latest episode of the Heads Up Adviser Show - [SETTING THE HOOK: A Blueprint for the First Meeting] with John Sbrocco and Craig Lack.

Here's what we cover:

How to avoid information overload
Qualifying questions for the first meeting
Selling the future: moving from numbers to benefits
Financial planning & Self-Funded plans

Meet John Sbrocco & Craig Lack at High Stakes Advising 2020 (Aug 3-4) >> https://headsupadviser.com/high-stakes-advising-2020/

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

It's a paradox, but we find most connections inside the specific group by separating ourselves from the crowd.

Not only do we become loyal to the brand that brought us together and find it hard to replace, but we defend our choice in front of our colleagues, friends, family, and even convince them to join in.

However, is it possible to create a "tribe" in B2B business and specifically insurance, that most clients find... "boring"? Will HRs, CFOs, and CEOs discuss your brokerage company at a cocktail party with their peers telling them what an enjoyable experience they had?

One man knows.

David Meerman-Scott is joining us on the Heads Up Adviser Show to talk about the concept of "Fanocracy" described in his latest book, which he co-authored with his daughter Reiko Scott.

TUNE IN to our latest episode [FANOCRACY: Turning Prospects Into Raving Fans with David Meerman-Scott], and learn how to create a passion for your company and service, attract clients and keep them (almost) forever.

Here's what we cover:

The difference between FANDOM and FANOCRACY

How businesses grow big by creating a tribe

The neuroscience behind building fans

Fanocracy for B2B Business

How to build a tribe of fans on social media

---

David Meerman-Scott & Reiko Scott [FANOCRACY] on Amazon >> https://amzn.to/3d24SOM

Meet John Sbrocco & Craig Lack at High Stakes Advising 2020 (Aug 3-4) >> https://headsupadviser.com/high-stakes-advising-2020/

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

Fanocracy: Turning Fans into Customers and Customers into Fans

Neal Schaffer's new book on Amazon https://amzn.to/3cPcMdY

Meet John Sbrocco & Craig Lack at High Stakes Advising 2020 https://bit.ly/2Yii10z

You never get a second chance to make a first impression. The world is moving towards online communication, and your social media positioning is the new "suit and tie."

This week a trusted leading educator in the world of social media for business - Neal Schaffer is joining the Heads Up Adviser Show.

TUNE in for the episode [HOW TO BECOME A B2B INFLUENCER with Neal Schaffer], where he talks about his new book - The Age Of Influence - and gives practical advice how brokers, consultants and other B2B sales professionals can leverage social media to boost their business.

Here is what we cover:

Who are the influencers in B2B world
A quick and easy way to get started
DOs and DON'Ts of the social media presence
Email - Search - Social
How to leverage your passion
How to collaborate with influencers to grow your business.

The Age of Influence: The Power of Influencers to Elevate Your Brand

Why are successful business people so attracted to sports? The answer is simple: sports visualizes the rules of life better than anything else.

No one has ever won a championship by just showing up on the court. There are multiple factors for winning the game, but nothing else matters unless there is practice.

Every win has its formula: physical shape + mindset + goalsetting. Athletes know that each element matters, so train their mind just like they train their bodies.

And at last, legends like Michael Jordan make history by perfecting one skill that no one else has...

This week we're introducing you Michael Jordan, whose example shows us how to manage life and succeed in business, in the episode [ARE YOU GETTING READY FOR THE PLAYOFFS?].

Here's what we cover:

Finding your "WHY"
How to stop playing small
How would Michael Jordan beat the Big Box Chain Store
Why the marketing time is NOW

Meet John Sbrocco and Craig Lack at High Stakes Advising on Aug 3-4, 2020 in California
Tickets available here >> https://bit.ly/2YNYYgG

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

While most brokers think "it's not the right time to call prospects," - a few of those who decided to make small changes and adapt to the new reality, are currently taking on the market.

One of the Pandemic Prospecting pioneers, Paul Seegert, was able to double his numbers during this short period. He came to the Heads Up Adviser Show to talk about his strategy, sales pitch, and working with common objections.

Here's what you will learn:

What are the CFOs concerned about
What should you be selling during and after pandemic time
The Guard Is Down - why it's the best time to COLD CALL
The DOs and DON'Ts of working with the large groups\

...and much more.

Meet Paul Seegert at High Stakes Advising on Aug 3-4, 2020 in California
Tickets available here >> https://bit.ly/2YNYYgG

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

In the new reality, we need to create a real-life experience for our clients and prospects and learn to CLOSE ONLINE.

This week, we brought you a genius in online cross-channel marketing and communication, the author of a bestselling book, "Combo Prospecting" - Tony J. Hughes.

TUNE IN to an Award-Winning Episode (Gold Medal Winner for Best Webinar 2019! Awarded by Top Sales World) COMBO PROSPECTING on the Heads Up Adviser Show.

Learn how to develop relationships with your existing clients, get new ones, and use a list of digital tools that help you to AUTOMATE the process.

-

YOU STILL HAVE TIME TO GET AN EARLY BIRD DISCOUNT FOR HIGH STAKES ADVISING EVENT (AUG 3-4, 2020, CA). Special guest - Jordan Belfort.

Tickets available here >> https://bit.ly/2YNYYgG

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

This week we're taking you on a virtual tour to Thailand. The country where most people work 10-14 hours a day for the paycheck equivalent to a cup of coffee at Starbucks.

Find a new source of motivation even in difficult times, learn to experience gratitude in stressful situations, and accelerate your personal growth as a result.

GET A SPECIAL EARLY BIRD DISCOUNT FOR HIGH STAKES ADVISING EVENT 2020. Special guest - Jordan Belfort.

Tickets available here >> https://bit.ly/2YNYYgG

Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV
Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk
Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

Many people believe that there's a "magic pill" that leads to success and wealth, and only the chosen are capable of finding it.

But we dive deep into the biographies and interviews of those who made a fortune, we find their advice to be surprisingly simple.

Years ago, before Warren Buffet, Elon Musk, and other billionaires entered the scene, John D. Rockefeller, also known as the richest man in the world, put together 10 different habits. Most of them were later shared by people from the Forbes list.

TUNE IN to the latest episode of Heads Up Adviser - [ROCKEFELLER HABITS], to learn about simple, but powerful steps towards building your wealth.

Discover how to work SMARTER, not harder, scale your business, and multiply your results even in times of crisis.

P.S.
Are you new here and don't know where to start?

1. Start by clicking HERE, and let's chat online.

2. Be sure to subscribe and listen to our podcast, Heads Up Adviser, if you want to learn the secrets to growing a successful book of business!

3. If you haven't yet, join our Facebook Group to witness the BEST Sales & Marketing insurance strategies & network group on Facebook!

4. Watch and subscribe to our YOUTUBEChannelfor exclusive interviews with industry titans.

It's just about time to put those cowboy boots on and take a virtual tour with Ed Jacobson and John Sbrocco At The Ranch.

Discussing the #1 quality that helps companies survive in the market from an expert that has sold hundreds of self funded cases.

Dive deep into the specifics of how the health insurance business has changed and get practical advice on closing new deals.

Learn about the distinctive benefit of self-funded plans and how to improve your sales pitch.

Here's what we cover:

Throwback to 1975 health insurance;
The real reason why employers move to self-managed plans;
How your competitors can help you in growing your business;
Family Monthly Deductible in simple words.

NEW TO THE HEADS UP ADVISER?

1. Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV

2. Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk

3. Follow our Instagram Page 👉 https://bit.ly/36dYVe2

4. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

Did you ever think that your immune system, energy, productivity, and results of the day can be dependent on what you ate for breakfast?

It's no news that a healthy mind can only live in a healthy body. However, most diets and meal plans do not take into consideration that people could have a JOB and a busy schedule...

We've decided to fix this unfortunate misunderstanding between the healthy lifestyle coaches and insurance brokers, and invited Nikki Cohn-Byrd, who understands both sides of the story.

Nikki is the CEO of Welliance America, with a background in the insurance industry.

[TUNE IN NOW] for the latest episode - [HOW TO EAT YOUR WAY TO SUCCESS], to learn all the DOs and DON'Ts of achieving the maximum level of energy throughout the day.

Here's what we cover:

How to choose the right diet for yourself
Eating on the road
Everything you were asking about Keto
Sleep-food-work - how to keep everything in balance

Remember, while everyone else will have extra weight after the quarantine, you will come out with a high level of productivity and healthy habits.

P.S: DOWNLOAD THE FREE WEBINAR SWIPE FILE HERE 👉 https://headsupadviser.com/webinar-swipe-file/

NEW TO THE HEADS UP ADVISER?

1. Sign Up For The Free Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV

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Many people don't even realize how they can leverage webinars for their healthcare business. Maybe it's too complicated. Maybe there's a fear of talking on camera.

There's no other logical explanation you wouldn't use an instrument that can:

✔️ Earn money in your literal sleep (run the webinar once and sign them up for a replay)

✔️ Save you loads of time (especially on prospecting)

✔️ Allow you to perfect your presentation (your prospects will acknowledge you as an expert, and everyone wants to do business with an expert)

✔️ Generate leads like crazy.

In this episode, an employee benefits consultant Jessica Du Bois explains how to create an impact, attract prospects, get recognized as an expert, and what's more important - make it an ongoing process using a webinar!

If you:

don't know where to start
how to attract the audience
how to speak on camera
WHAT to speak about on your webinars
how to communicate with your audience before and after the webinar
have a fear of speaking in front of an audience...

... Jessica has simple, step-by-step solutions for you for your quick and easy start.

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Just like we use "Google it" to tell a person to look for something online, the equivalent of a face-to-face talk can soon be replaced with "Did you ZOOM it?"

You need to be familiar with the ethics, rules, standards, and practical tools that will turn your ZOOM meeting into a real-life experience.

Jess Todtfeld is one of the leading communication and media training authorities in the US, who holds the Guinness record for being interviewed most times. He joined us on the Heads Up Adviser Show to talk about "HOW TO SELL VIA ZOOM CONFERENCE.

Here's what we cover:

Your pre-meeting checklist
How to set up your home studio & background
What to say and what NOT to say on camera
DOs and DON'Ts of the perfect presentation on ZOOM
How to use your real-life stories to make your point
The grand opening and grand closing of every video call

1. Sign Up For The Free Expert Session "Achieve Health Consortium"👉 https://bit.ly/2V5McGP

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"Most people come reacting to the week. I want you to be proactively controlling the week."

The speaker, consultant, and author of 2 bestselling books on sales - Mark Hunter - is convinced that you CAN predict the outcome of your week by the way you start it.

After a mindblowing success of his "High-Profit Prospecting" and "High-Profit Selling," his new book, "A Mind For Sales," is dedicated to the rituals and habits that most successful salespeople follow on a daily basis.

Today Mark Hunter is joining the Heads Up Adviser Show with the latest insights on the sales industry, simple but effective techniques that helped people boost their results, and specific case studies for the insurance brokers.

Here's what we cover:

🔸 Monday Morning Rituals For Salespeople

🔸 What Is Your Value For Your Client?

🔸 7 Things That Motivate You

🔸 Are You Prospecting Enough?

🔸 Inbound Marketing vs Outbound Marketing - why you need both to win the clients

🔸 The Salesperson Of Tomorrow

WANT MORE USEFUL CONTENT FOR INSURANCE BROKERS?

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Dutch Rojas is one of those in the front line, who went into the business of direct contracts and bundle procedures. Today, he's sharing his honest experience of dealing with the clients, prospecting tips, and that thing he heard from a large Fortune 500 company.

TUNE IN for the latest episode of the Heads Up Adviser Show - "Direct vs Bundle with Dutch Rojas" to get the answers to major questions about direct contracts and bundle procedures, in a casual manner.

Here's what we cover:

💠 What is the difference between direct contracts and bundle procedures, and what they have in common

💠 What do companies in Silicon Valley want from healthcare

💠 Is a bundle for maternity really a good idea?

💠 Top problems you might face with bundle procedures

💠 Virtual Primary Care explained

WANT MORE USEFUL CONTENT FOR INSURANCE BROKERS?

1. Sign Up For The "5-Star Healthcare Plan" Free Webinar 👉 https://bit.ly/37U0Cz3

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In the latest episode of the Heads Up Adviser Show [Proactive Reference-Based Pricing], John Sbrocco interviews Robyn Jacobson on her 12-year experience in designing RBP Plans.

Here's what we cover:

The Reference-Based Pricing (RBP) in simple terms
What is pricing discrimination in RBP Plans, and how it affects both employers and hospitals
The fair reimbursement strategy for the RBP Plan
Safe harbors and dealing with the balance bills

WANT MORE USEFUL CONTENT FOR INSURANCE BROKERS? Here are the next steps:

1. Sign Up For The "5-Star Healthcare Plan" Free Webinar 👉 https://bit.ly/37U0Cz3

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"Sales IS Marketing!" - No, it's not.

"I can grow my book of business just by focusing on sales / focusing on marketing!" - No, you can't.

Many brokers confuse these two statements when they reach out to their prospects. They think marketing expenses are too costly, and those who finally decide to use it in their business model, expect immediate and spectacular results.

And the truth is out there...

Dig into the latest episode of the Heads Up Adviser Show [SALES vs MARKETING], where John Sbrocco and Craig Lack break it down for you to simple statements and numbers.

Find out how to combine Sales and Marketing to get a maximum outcome, what are the activities you can start doing RIGHT NOW at a minimum or no cost, that will bring you both short-term and long-term results.

You may think marketing activities are too costly for your brokerage business, and you cannot afford it. Well, think about the cost of LOSING your existing and potential clients, just because your competitor has done a better job than you and is on their mind at a renewal time.

In this episode, you will learn:

The difference between Sales and Marketing, and how to leverage both with minimal budgets
How to define your marketing goals
Marketing 1-2-3 for brokers
Content that SELLS
Talking conversion: how to convert your prospects into clients

NEXT STEPS:

1. Sign Up For The "5-Star Healthcare Plan" Free Webinar 👉 https://bit.ly/37U0Cz3

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If someone offered you to invest $1 and get $44.25 in return, you would probably consider it unrealistic or even scammy...

But according to the recent data, that's how much ROI is generated by Email Marketing Campaigns, which are proudly ranked first among marketing channels.

Therefore, if you're not leveraging email marketing as an insurance broker, you're missing out on an incredible opportunity of attracting, warming up, and converting your prospects into clients.

Here's what we'll cover:

How brokers can leverage email marketing
The structure of a winning email campaign
What information do you need to prepare, to get an effective result?

CLAIM YOUR FREE EMAIL MARKETING FRAMEWORK NOW 👉https://bit.ly/32LEzZI

Get Early Bird tickets for SELF-FUNDING MASTERY 2020 LIVESTREAM 👉 https://bit.ly/2Vv4MK6

The next steps:

1. Sign Up For The "5-Star Healthcare Plan" Free Webinar 👉 https://bit.ly/37U0Cz3

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The Universe speaks in numbers, and Self-Insured Plans are no exception.

Kevin O'kane, the creator of Sihra, who's been designing Self-Insured Plans for over 30 years, is confident that behind every great plan, there is a specific formula, while each failed one ignored it at some point.

While one class of brokers still considers it rocket science, others follow simple but effective rules, create more protection for their clients through Self-Insured Plans, and double their brokerage income at the same time.

[IN THE TRENCHES with Kevin O'Kane: The Numbers Behind A Winning Self-Insured Plan episode is filled with insights on the Self-Funding industry, as well as honest conversations and valuable opinions.

Here's what we cover:

The actual data behind every self-insured plan, and how you can use it to protect your clients
Waiver Premium For Medical - how to play that trump card during your presentation
How to keep your client from the rate increase for 20+ years
Why the brokers still want to sell Fully-Insured plans, and how you get a competitive advantage
Self-Insured vs Fully Insured Plans: the bold facts.

Get Early Bird tickets for SELF-FUNDING MASTERY 2020 LIVESTREAM 👉 https://bit.ly/2Vv4MK6

The next steps:

1. Sign Up For The "5-Star Healthcare Plan" Free Webinar 👉 https://bit.ly/37U0Cz3

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Can you imagine a couple of insignificant failures wiping off all the hard work, years of experience and all of the past wins?

An emotional roller coaster haunts both new and veteran salesmen. The only difference between those two is that veterans know how to identify, control, and turn this state into their next big win.

In this episode of Heads Up Adviser, the host John Sbrocco and Senior Sales Executive Zachary Jones reveal their secret sauce for everyday motivation and strategies their mentors taught them along the way.

You'll learn how to abstract yourself from the unfortunate outcomes of your sales process, break down big goals into small steps, and why doing things that drive fear is right for you.

Here's what we cover:

How to control your focus;
What does a pipeline problem have to do with your insecurity;
The real way to change your emotional state;
Turning insecure questions into motivating answers;
Why self-doubt brings you the best time to set bigger goals.

Watch an Expert Session From John Sbrocco and Craig Lack 👉 https://bit.ly/37U0Cz3

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"Tell me what you know about our industry, tell me what you know about healthcare, and let's work together."

Derek Winn is one of the brokers who are not afraid of having open conversations with his clients and calling a spade a spade. He leveraged his background in teaching to design an individual strategy of "negotiation through education."

In this episode of the "Heads Up Adviser" Show "IN THE TRENCHES WITH DEREK WINN: Educating & [WINN]ing Clients," you'll learn what the FUTURE of sales process is, how to get a meeting on a silver platter, and why can a big cleanup of your list be good for your business.

Go down the rabbit hole and find a different approach to selling, where roles change, and you might be the one who refuses the deal with your prospect (and still get more deals closed).

Supported by intriguing case studies and key findings, "Educating & [WINN]ing Clients" episode provides you with an alternative view of the well-known and widely-used strategies.

Here's what we cover:

What has changed in the sales process in the past few years
How to clean up your list & increase the number of your clients
Why you can (and should) charge for every action
Different ways of learning new skills for busy brokers.

Watch an Expert Session From John and Craig 👉 https://bit.ly/37U0Cz3

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While insurance brokers are busy searching for new psychological tricks that help understand their prospects better and close deals faster, they quickly fall into the trap of ignoring the basic principles.

Don't get me wrong: it's essential to advance your sales strategy. However, it would help if you also reminded yourself that 2+2=4 before you solve a complex differential equation. The same applies to sales.

That's why this week, we at the Heads Up Adviser decided to go "back to the basics" in the episode [SALES PSYCHOLOGY 101] - Basic Sales Training For Insurance Brokers.

You'll find out why you can't use the same sales pitch with HR and CFO even within the same organization, what are the 6 Human Needs, and why being the smartest person is not always the best option.

We'll discuss in depth the following:

The #1 priority for the human brain
6 Human Needs (that apply to everyone)
Why you can't talk to the HR the way you talk to the CFO (and vice-versa)
Selling vs Free Consulting
How to get to the decision-makers
How to make your prospect open up about their problems
What's the secret to closing the deal?

Watch an Expert Session From John and Craig 👉 https://bit.ly/37U0Cz3

Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk

Follow our Instagram Page 👉 https://bit.ly/36dYVe2

Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C

Would you make more calls, meetings, and follow-ups if you knew that you are issued a guaranteed pay-check for every action?

We tend to measure our success from the perspective of deals we closed, ignoring the fact that every rejected call we made along the way played a role of the same importance.

In our latest episode with Paul Seegert from PSC Insurance Services, we break down the sales process to NUMBERS, including success and rejection variables.

If you have difficulty picking up the phone and calling your prospects, imagine you had to knock on random doors in a small town with 100 000 people. That's how Paul started his career in insurance.

This episode is filled with real-life stories, useful information, and formulas that you can apply to your business starting today.

Here's what we discuss:

Breaking down sales to numbers
Why WORK matters more than EFFECTIVENESS in sales
Knocking on the same door twice - how timing and consistency are correlated
How many times should you get rejected to reach your sales targets

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Gold Medal Winner for Best Webinar 2019!
Awarded by Top Sales World, January 2020.

In this episode, we discuss principles described in Tony Hughes' latest book "Combo Prospecting." You'll learn how you can leverage different marketing channels and your sales expertise to create a structured "SALES MACHINE" that attracts and converts clients into your brokerage business.

We discuss in depth the following:

Learn how to keep an overflowing pipeline.
How to become the emotional favorite.
The top selling tool for the digital age.
What in the hell is a trigger event, and why they are the biggest secret in prospecting.
The #1 combination approach to prospecting.
Which hour is the Golden hour of Selling.

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LET'S MEET AT [SELF-FUNDING MASTERY]

Many people in our industry choose to only learn through trial and error.

They waste a lot of time and energy walking on the same paths, over and over again, while more mature brokers listen to advice, watch out the sharp edges, and spend the same time prospecting and growing their business.

If you're the second type, this episode is for you.

The episode is short and to the point - so grab your note pad and pencil, pour yourself a cup of fresh coffee, and let's work on the future of your business together.

Here's what we covered:

The difference between GOALS and OUTCOMES.
Why playing the Long Game always pays off.
The secrets of the human brain: how to get in TOP 150 of your prospect's mind.
What sacrifice you need to make along the way.
How to reward yourself for your wins.
SPECIAL INSIGHT: Smart Broker Advice Monster.

In this episode, I and my good friend Hobson Carroll, who is a world-class actuary, talk about specific deductibles.

We dig into setting the deductible - what types of deductibles we can utilize to mitigate risks and price them appropriately.

As Hobson notes, for a lot of people in today's world, the specific seems to be the most important thing, because everyone realizes that individuals have large claims, and we don't want $2 million claims hitting the budget of the employer self-insured plan.

But if you go back to earlier times when claims didn't get so big and stop loss insurance for self-insured plans was just sort of starting out - it existed in one form or another before that, but it was generally had different names. In reality, in the early days, it was referred to as individual excess risk insurance. And of course, the aggregate protection was known as the aggregate excess risk insurance, excess risk being the term used to describe what happens to the claims over a certain amount.

Stay tuned as we delve into specifics of the specific deductible.

Key Points of Discussion:

Everyone realizes that individuals have large claims (1:23)
Why employers use risk mitigation tools (3:23)
Buying an individual stop loss policy (4:07)
Bifurcating claims into two mutually exclusive and complimentary sets (5:04)
Of actuarial tables and manuals (7:04)
The self-insured plan is this big pot… (10:38)
How much to raise the specific deductible to offset the trend increase (18:07)
A fully insured product: When they talk about a trend increase… (18:54)
It all depends on the sizes of the group, deductible and premium (24:59)
The re-insurers know the tricks (28:21)
Setting the aggregate attachment point (32:13)

Learn more at: http://headsupadviser.com/

Join me as in this episode, I talk to my client and good friend Gary Bender. Gary is a CFO for many years, probably more than he wants to admit to, but he's been around the block and back. He understands the world the CFO’s live in.

Unlike most CFO's, he's actually an owner of a company as well, so he knows the ownership side. He also runs a group called CFO Solutions, that meets on a monthly basis to talk about best practices.

We talk about what is the best way to convey a message from a marketing standpoint to a CFO and he shares exactly how we can get in front of the elusive CFO.⁣

“I'd say to any broker: Find somebody that understands the CFO world and get in front of their groups. We do have CFO groups, they're rare. CFO’s are generally introverted. They’d rather be in the office and be out with 10 or 20 peers,” he explains.

“They don't want to be in the spotlight, but they don't have egos. They have power and control, but they don't have egos,” Gary adds responding to an interjection.

If you've been out there prospecting CFO's, then this is a must-listen so you understand...

What are the different types of CFO’s?
What’s their actual role? How do you get these guys in a room?
What are brokers doing wrong in those meetings?
How can you use their facts and history when you communicate with CFO’s?

These are some of the key questions answered in this episode, so stay tuned.

Key Points of Discussion:

In 15 years, mean tenure of a private firm CFO down to 28 months from 84 (1:10)
CEO’s realize they need a trusted adviser as CFO (1:44)
The different types of CFO’s; the actual role of a CFO (2:18)
Most of the top financial execs in private firms are controllers (3:01)
Most firms need a strong controller and a super-strong CFO (3:19)
Communicating with a controller vs communicating with a CFO (6:01)
Change is a positive word and the CFO's going to understand that… (13:54)
CFO’s know healthcare benefits are probably their third largest expense on their cost stack and they can't change pricing in the marketplace; their job is to manage the cost stack (16:01)
Why are they not involved in managing the healthcare budget? (17:19)
Most people in controllership or finance are not ‘people’ people (24:46)
How do we prospect the CFO’s? (26:33)
Getting these guys in a room: Don’t make it a selling event (30:16)
Tips for brokers: Use their facts… (31:30)
Understanding your information and defining your goals (34:39)

Additional Resources:

TheCFOSolution.org

In this episode, Craig and I walk you through the process of becoming a student of the game. You see, there’s this difference between the pros and the more experienced pros. There's always people who are better than the rest.

I've admired Craig’s way of being a student of the game. I feel like I'm a student of the game. That's how I got good at things that I did.

Meeting Craig and learning from him over time, I always thought: “Well, it's just a smart guy and he knows all this stuff already.”

And then getting closer to him, being around him on the regular, I started to realize this guy's a student of the game. He's doing things on the weekends. He's doing things when nobody's looking.

Stay tuned as we talk about why it is so important to be a student of the game in this business and we also zero in on the formula for success.

Key Points of Discussion:

Delayed gratification is a secret to being successful in anything (2:13)
Be willing to do things unsuccessful people aren't and you’ll be a success (3:06)
You’ve got to review your performance after you're done (5:21)
Being able to walk away, take the sale away, and not be needy (6:38)
About weekends, research, reading, and watching videos (7:36)
Of sales and psychology books, and those on behavioral economics (10:22)
Thinking about the gap between where I'm at and where I'd like to be (14:56)
Finding the button that's going to make the heart connect with the brain (16:12)
Focusing on what you're not great at, to get better (17:16)
What they know about how human beings make decisions (18:58)
Signing up for whatever made me uncomfortable and getting over it (22:03)
Trying and finding a hot button with whoever I'm going to talk to (23:00)
Craig on good books having fabulous ideas he can make money with (28:51)

This one is a live episode at the Ranch with Ed Jacobson and Hobson Carroll. They talk about how health insurance is treated differently as compared to other types of insurance. They also discuss how healthcare insurance has evolved in the US starting from the early 60s.

They deal with different factors changing the face of healthcare insurance in the country, starting from the times when immunization drugs started to roll about and they passed Medicare and Medicaid to deal with the elderly and kids from poor families who couldn’t afford healthcare.

They underline the fact that emotional and political and religious influences on our system have a bearing on how much we spend on healthcare in this country.

And then they talk of the times when suddenly, there was a cash mill going on. Doctors and providers started seeing money coming in for populations that they previously couldn't count on for much money.

And it was “Hey, we can charge more money because we can charge the insurance companies!”

As the insurers improved the depth and width of their country, of their products, the marketplace adapted to it. The providers adapted to it.

Stay tuned to dive deeper.

Key Points of Discussion:

Health insurance: One wants to pay a dollar in and collect more (0:38)
It is expected of health insurance to cover high-cost rare event things (5:32)
The early 60s: Start of healthcare insurance as a bigger dollar volume biz (10:37)
The medical-industrial complex: We started to have more drugs (12:04)
“We can charge more money… we can charge the insurance companies!” (12:55)
Insurance companies setting those guidelines around rebates and things (24:35)
All these so-called single-payer countries… (29:52)
Failing by making patients not feel responsibility for anything they spend (33:48)
Getting buyers to want the better benefits that most won't need or use (35:39)
Starting in the mid-70s, general inflation and medical inflation were rising (37:55)
Today, there are massive administrative costs (38:35)
How’d an insurer compete in a market where everything is the same? (39:32)
Going to the network doctor because it will cost you less… (42:21)
The role of the advocacy and the administrative service (47:43)

This is the inaugural episode for the Heads Up Adviser podcast. This will lay the foundation for the various topics that we will cover on the podcast.

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To learn more, check out The Heads Up Adviser website.