" 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 exp...
Aug 11, 2020•50 min•Ep. 36
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...
Aug 03, 2020•40 min•Ep. 35
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. 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 alt...
Jul 27, 2020•31 min•Ep. 34
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...
Jul 13, 2020•1 hr 16 min•Ep. 32
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....
Jul 06, 2020•20 min•Ep. 31
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 ...
Jun 29, 2020•33 min•Ep. 30
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...
Jun 22, 2020•42 min•Ep. 29
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 cock...
Jun 15, 2020•25 min•Ep. 28
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 INFLUEN...
Jun 09, 2020•25 min•Ep. 27
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...
Jun 01, 2020•33 min•Ep. 26
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, ...
May 18, 2020•51 min•Ep. 24
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 1. Sign U...
May 11, 2020•34 min•Ep. 23
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...
May 04, 2020•27 min•Ep. 22
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: Throwbac...
Apr 27, 2020•27 min•Ep. 21
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...
Apr 20, 2020•30 min•Ep. 20
DOWNLOAD THE FREE WEBINAR SWIPE FILE HERE 👉 https://headsupadviser.com/webinar-swipe-file/ 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...
Apr 13, 2020•39 min•Ep. 19
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...
Apr 06, 2020•53 min•Ep. 18
"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 ...
Mar 30, 2020•42 min•Ep. 17
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 t...
Mar 23, 2020•30 min•Ep. 16
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 ...
Mar 16, 2020•41 min•Ep. 15
"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 Sbrocc...
Mar 09, 2020•30 min•Ep. 14
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: Ho...
Mar 02, 2020•31 min•Ep. 13
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 t...
Feb 24, 2020•45 min•Ep. 12
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 mento...
Feb 17, 2020•34 min•Ep. 11
"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 ...
Feb 10, 2020•30 min•Ep. 10
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" i...
Feb 03, 2020•41 min•Ep. 9
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 sel...
Jan 20, 2020•51 min•Ep. 7
JOIN HEADS UP ADVISER FACEBOOK GROUP FOLLOW HEADS UP ADVISER INSTAGRAM PAGE VISIT HEADS UP ADVISER WEBSITE 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...
Jan 13, 2020•36 min•Ep. 6
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....
Dec 26, 2019•38 min•Ep. 5
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 market...
Dec 20, 2019•37 min•Ep. 4
