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 _______ 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 st...
Feb 27, 2023•17 min•Ep. 131
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 ___________ 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 b...
Feb 20, 2023•35 min•Ep. 130
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 rep...
Feb 13, 2023•33 min•Ep. 129
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 ...
Feb 05, 2023•44 min•Ep. 128
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 ____ Want more Heads Up Adviser? 🏆 Become an Insider → https://headsupadviser.com...
Jan 30, 2023•32 min•Ep. 127
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 ow...
Jan 23, 2023•33 min•Ep. 126
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 gener...
Jan 16, 2023•31 min•Ep. 125
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 neve...
Jan 09, 2023•45 min•Ep. 124
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...
Jan 02, 2023•51 min•Ep. 123
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...
Dec 26, 2022•52 min•Ep. 2
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 h...
Dec 19, 2022•50 min•Ep. 122
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...
Dec 12, 2022•26 min•Ep. 121
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 p...
Dec 05, 2022•27 min•Ep. 120
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 → Su...
Nov 21, 2022•28 min•Ep. 119
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 se...
Nov 14, 2022•30 min•Ep. 118
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% i...
Oct 31, 2022•39 min•Ep. 117
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 ...
Oct 17, 2022•35 min•Ep. 116
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 Vi...
Oct 10, 2022•41 min•Ep. 115
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 lik...
Sep 26, 2022•23 min•Ep. 114
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. Gai...
Sep 19, 2022•35 min•Ep. 113
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 ...
Sep 12, 2022•37 min•Ep. 112
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 Septembe...
Sep 05, 2022•35 min•Ep. 111
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 Jo...
Aug 29, 2022•34 min•Ep. 110
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 sh...
Aug 22, 2022•35 min•Ep. 109
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 t...
Aug 15, 2022•28 min•Ep. 108
"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...
Aug 08, 2022•22 min•Ep. 107
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: ✔️ Defini...
Aug 01, 2022•36 min•Ep. 106
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 ga...
Jul 25, 2022•44 min•Ep. 105
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 itsel...
Jul 18, 2022•40 min•Ep. 104
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 incumben...
Jul 11, 2022•28 min•Ep. 103
