"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 ...
Jul 05, 2021•40 min•Ep. 70
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 f...
Jun 28, 2021•24 min•Ep. 69
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...
Jun 23, 2021•29 min•Ep. 68
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....
Jun 15, 2021•37 min•Ep. 67
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 CON...
Jun 09, 2021•36 min•Ep. 66
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 th...
May 25, 2021•26 min•Ep. 65
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 u...
May 17, 2021•35 min•Ep. 64
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: Pers...
May 04, 2021•37 min•Ep. 63
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 ne...
Apr 27, 2021•24 min•Ep. 62
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 In...
Apr 20, 2021•1 hr 6 min•Ep. 61
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 th...
Apr 12, 2021•30 min•Ep. 60
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...
Mar 22, 2021•39 min•Ep. 59
"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 opp...
Mar 15, 2021•41 min•Ep. 58
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 Disn...
Feb 22, 2021•34 min•Ep. 56
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 ...
Feb 16, 2021•33 min•Ep. 55
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...
Feb 01, 2021•27 min•Ep. 54
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 yea...
Jan 18, 2021•33 min•Ep. 52
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 WINNI...
Jan 12, 2021•35 min•Ep. 51
"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 a...
Dec 16, 2020•39 min•Ep. 50
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 ...
Dec 08, 2020•41 min•Ep. 49
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 WINN...
Dec 01, 2020•10 min•Ep. 48
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 ...
Nov 18, 2020•32 min•Ep. 47
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 1. Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/3...
Nov 02, 2020•46 min•Ep. 45
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 - TUN...
Oct 13, 2020•47 min•Ep. 43
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 prospect...
Oct 01, 2020•27 min•Ep. 42
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 busines...
Sep 22, 2020•39 min•Ep. 41
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 w...
Sep 14, 2020•34 min•Ep. 40
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" (...
Sep 08, 2020•42 min•Ep. 39
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 ...
Aug 25, 2020•52 min•Ep. 38
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 ...
Aug 19, 2020•48 min•Ep. 37
