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Heads Up Adviser

Business & Economics Podcasts

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/

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/

Location:

United States

Description:

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/

Language:

English


Episodes

The Attitude of Gratitude (Thanksgiving Special)

11/21/2022
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 🎙️...

Duration:00:27:50

Burnout Recovery For Brokers And Advisers

11/14/2022
Show sponsor: Virtue Health. DOWNLOAD the latest KFF 2022 EMPLOYER HEALTH BENEFITS SURVEY that uncovers the numbers behind: ____ 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...

Duration:00:29:47

Pitch to the CFO - with Gary Bender

10/31/2022
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...

Duration:00:39:00

How TO Handle A Self-Funded Renewal

10/17/2022
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...

Duration:00:35:25

A Path From Broker To Adviser - with John Millen

10/10/2022
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...

Duration:00:40:46

E+R=O Success Formula For Brokers

9/26/2022
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...

Duration:00:22:53

Selling Self-Funding To Blue Collar Prospects - with Chris Hopfer

9/19/2022
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...

Duration:00:34:39

How To Win New Business - With Redmond Sherwood

9/12/2022
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...

Duration:00:37:24

The Renewal Meeting

9/5/2022
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...

Duration:00:35:04

Amazon Care Shutdown: Latest Update For Healthcare Brokers

8/29/2022
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...

Duration:00:33:47

Getting to "WHY?"

8/22/2022
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,...

Duration:00:34:33

5 Years Anniversary - Special Episode

8/15/2022
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...

Duration:00:27:53

The Numbers Game

8/8/2022
"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...

Duration:00:22:16

The 3 Phases Of Being A Broker

8/1/2022
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...

Duration:00:35:44

How To Create Sales Pipeline For B2B - with Tony J. Hughes

7/25/2022
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...

Duration:00:43:42

9.1% Inflation Rate: What Now?

7/18/2022
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...

Duration:00:39:48

THE FOLLOW-UP: how to revive last year's prospects.

7/11/2022
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...

Duration:00:28:08

Motivation Is A Muscle

7/4/2022
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...

Duration:00:29:05

Summer Prospecting Strategies For Brokers

6/27/2022
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...

Duration:00:34:34

Why Traditional Stop-Loss Fails Your Prospects And Your Brokerage

6/20/2022
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...

Duration:00:31:45