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PODCAST

Heads Up Adviser

John Sbrocco, Craig Lack

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/

business marketing

All Episodes

00:33:21

CEO/CFO/HR Meeting Scripts To Change Your Sales Game

Heads Up Adviser ·

2023/01/23

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 own

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00:30:52

B2B List Building: How To Generate Contact and Sales

Heads Up Adviser ·

2023/01/16

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 generate as

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00:45:17

New Year 2023, New Me

Heads Up Adviser ·

2023/01/09

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 never

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00:50:59

Combo Prospecting - with Tony J. Hughes

Heads Up Adviser ·

2023/01/02

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. Create a

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00:51:51

The Backyard of The Ranch - With Ed Jacobson & Hobson...

Heads Up Adviser ·

2022/12/26

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 going

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00:50:04

The Insurance Ranch Part III - with Ed Jacobson

Heads Up Adviser ·

2022/12/19

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 health

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00:25:55

The Insurance Ranch Part II - with Ed Jacobson

Heads Up Adviser ·

2022/12/12

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 the

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00:26:51

The Insurance Ranch Part I - with Ed Jacobson

Heads Up Adviser ·

2022/12/05

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 person

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00:27:54

The Attitude of Gratitude (Thanksgiving Special)

Heads Up Adviser ·

2022/11/21

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 → Subscribe on

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00:29:50

Burnout Recovery For Brokers And Advisers

Heads Up Adviser ·

2022/11/14

Show sponsor: Virtue Health.DOWNLOAD the latest KFF 2022 EMPLOYER HEALTH BENEFITS SURVEY that uncovers the numbers behind: premiums and worker contributionsself-funding factscost drivers of health insurancehigh-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 season. John

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00:39:00

Pitch to the CFO - with Gary Bender

Heads Up Adviser ·

2022/10/31

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%

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00:35:25

How TO Handle A Self-Funded Renewal

Heads Up Adviser ·

2022/10/17

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 WEBINARWhen 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 behind

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00:40:46

A Path From Broker To Adviser - with John Millen

Heads Up Adviser ·

2022/10/10

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 WEBINARLearn 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 Virtue

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00:22:56

E+R=O Success Formula For Brokers

Heads Up Adviser ·

2022/09/26

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 like the

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00:34:49

Selling Self-Funding To Blue Collar Prospects - with...

Heads Up Adviser ·

2022/09/19

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.Gain access to

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00:37:27

How To Win New Business - With Redmond Sherwood

Heads Up Adviser ·

2022/09/12

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 Study -

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00:35:06

The Renewal Meeting

Heads Up Adviser ·

2022/09/05

SHOW SPONSOR - VIRTUE ALLIANCEJoin 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 USBenefits 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 September - October

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00:33:49

Amazon Care Shutdown: Latest Update For Healthcare...

Heads Up Adviser ·

2022/08/29

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 John

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00:34:36

Getting to "WHY?"

Heads Up Adviser ·

2022/08/22

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 should

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00:27:57

5 Years Anniversary - Special Episode

Heads Up Adviser ·

2022/08/15

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 they

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159 results

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