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) Wh...
Jul 15, 2025•24 min•Ep. 161
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: https://virtuealliance.com/most-recent/why-your-prospects-keep-saying-no/ Virtue Health: https://virtuealliance.com/ CONNECT ON LINKEDIN: John W. Sbrocco: https://www...
Jun 24, 2025•23 min•Ep. 160
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 busines...
Aug 06, 2024•23 min•Ep. 159
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 d...
Jul 30, 2024•17 min•Ep. 158
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 Wh...
Jul 24, 2024•21 min•Ep. 157
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. ma...
Jun 25, 2024•20 min•Ep. 156
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...
Jun 19, 2024•16 min•Ep. 155
🔥 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: 1. The secrets to making the first meeting count 2. Craig’s unbeatable intelligence-gathering techniques 3. Crafting a pitch that gives you a competitive ed...
Jun 11, 2024•31 min•Ep. 154
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. ____ 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...
Nov 22, 2023•20 min•Ep. 153
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...
Nov 13, 2023•20 min•Ep. 152
👉 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 202 3 - 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 🔥Reg...
Jul 24, 2023•25 min•Ep. 151
CLICK HERE to download "Broker's Guide To Meeting The CFO" from Virtue Health and Gary Bender >> ______ 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 ind...
Jul 17, 2023•25 min•Ep. 150
CLICK HERE to download "Broker's Guide To Meeting The CFO" from Virtue Health and Gary Bender >> ______ 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 - O...
Jul 03, 2023•35 min•Ep. 149
CLICK HERE to download "Broker's Guide To Meeting The CFO" from Virtue Health and Gary Bender >> ______ 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 ______ 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...
Jun 28, 2023•37 min•Ep. 148
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 ___________ Click here to download "2023 Milliman Medical Index" >> Click here to 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 i...
Jun 19, 2023•24 min•Ep. 147
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 _____ Download "Broker's Guide To Mastering ChatGPT >> Get prompts for social media campaign and email marketing campaign for brokers. _____ 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 tha...
Jun 12, 2023•45 min•Ep. 146
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. ___________ ChatGPT has taken t...
Jun 06, 2023•25 min•Ep. 145
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. ______ CLICK HERE To Download "...
May 30, 2023•30 min•Ep. 144
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! _____ Anyone can have a good sales month — but a high-performing salesperson and sales team ...
May 22, 2023•27 min•Ep. 143
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 th...
May 15, 2023•37 min•Ep. 142
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 ...
May 08, 2023•28 min•Ep. 141
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 __________ 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, phy...
May 01, 2023•40 min•Ep. 140
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 ...
Apr 24, 2023•21 min•Ep. 139
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 ...
Apr 17, 2023•35 min•Ep. 138
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 ______ CLICK HERE To Download "Broker's Guide To Get Past The Gatekeeper" ______ 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 you...
Apr 10, 2023•24 min•Ep. 137
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 ...
Apr 03, 2023•17 min•Ep. 136
Click Here To Download "Broker's Guide To Get Past The Gatekeeper" >> _______________ 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 y...
Mar 27, 2023•29 min•Ep. 135
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 w...
Mar 20, 2023•32 min•Ep. 134
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/ ________ Jocelyn Jones is one of Hollywood's most prized secret weap...
Mar 13, 2023•28 min•Ep. 133
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 execu...
Mar 06, 2023•32 min•Ep. 132
