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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

00:22:19

The Numbers Game

Heads Up Adviser ·

2022/08/08

"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

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00:35:48

The 3 Phases Of Being A Broker

Heads Up Adviser ·

2022/08/01

Reserve your seat at Virtue Health Stop-Loss WebinarDate / Time: Tuesday, Aug 2 @ 2 pm EST. Only 56 seats left >> CLICK HERERegardless 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: ✔️ Defining three

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00:43:48

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

Heads Up Adviser ·

2022/07/25

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. HughesStatistically, 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

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00:39:55

9.1% Inflation Rate: What Now?

Heads Up Adviser ·

2022/07/18

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 itself (which we all

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00:28:10

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

Heads Up Adviser ·

2022/07/11

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 incumbent.... "I

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00:29:08

Motivation Is A Muscle

Heads Up Adviser ·

2022/07/04

Reserve your seat at Virtue Health Stop-Loss WebinarDate / Time: Tuesday, July 5 @ 2 pm EST. Only 39 seats left >> CLICK HEREYou 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 actually doing

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00:34:42

Summer Prospecting Strategies For Brokers

Heads Up Adviser ·

2022/06/27

Reserve your seat at Virtue Health Stop-Loss WebinarDate / 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 take a break every

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00:31:47

Why Traditional Stop-Loss Fails Your Prospects And...

Heads Up Adviser ·

2022/06/20

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 SESSIONBusiness 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 we do

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00:30:31

Hide And Seek With Insurance Profits: How Insurance...

Heads Up Adviser ·

2022/06/13

Show sponsor www.virtuealliance.com - discover how to convert Fully Insured prospects into Self-Funding. Get a long-term solution for a long-term strategy. The CEOs of America’s seven largest publicly traded health insurance companies cumulatively earned more than $283 million in 2021 — by far the most of any year in the past decade. Yet, every year most small-to-medium sector companies receive a compelling explanation as to why their plan was unprofitable for the insurer, followed by a 10%-30%

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00:29:30

The Great Resignation

Heads Up Adviser ·

2022/06/06

Sign up for the Virtue Health Consortium webinar Date / Time: Tuesday, Jun 7 @ 2 PM EASTERN TIMEhttps://virtuealliance.com/why-traditional-stop-loss-fails-smbs-gets-brokers-fired/The number of voluntary separations, or quits, currently equal 4.4 million. That means 1.9 openings for every unemployed American, according to Bloomberg.By impacting the entire job market, this problem stays on top of the mind of CEOs, CFOs, and HRs. Should this topic be part of every prospecting call you make? We're so

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00:36:10

Disqualifying Meeting With A Prospect

Heads Up Adviser ·

2022/05/30

Kobe Bryant once said: "A lot of people say they want to be great, but they're not willing to make the sacrifices necessary to achieve greatness."So what does it take to become a great, fearless closer in the brokerage business that views pressure as a new opportunity and knows how to grow their book of business in any market condition? The same thing top athletes do to become champions.You've got to make the moves that no one expects from you - neither your competitors nor your prospects. TUNE IN

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00:43:40

Toughen Up! - How To Get Comfortable With...

Heads Up Adviser ·

2022/05/23

What breathes dread into more healthcare brokers than almost any other process in their business? Facilitating uncomfortable conversations. Oddly enough, most conversations that are followed by the sale ARE uncomfortable. And if you want to increase your book of business this year, you should make them part of your daily routine. How do you do that? We'll tell you in a minute... TUNE IN for the weekly episode of the Heads Up Adviser Show: "TOUGHEN UP: HOW TO GET COMFORTABLE WITH UNCOMFORTABLE

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00:36:08

Market Crash: How Can Brokers Prepare

Heads Up Adviser ·

2022/05/16

"Crisis comes later than you predict it, but earlier than you expect it." The inflation soars to a 40-year high, consumer confidence dips, and the Federal Reserve looks on track to hike rates at the fastest pace since 2005...The U.S. economy may have just staged its fastest recovery from a recession in history — a notable feat after a crisis as catastrophic as the coronavirus pandemic — but that rebound hasn’t stopped forecasters, investors, and consumers alike from fearing that another downturn is

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00:25:36

Find Your Niche - For Insurance Brokers

Heads Up Adviser ·

2022/05/09

1. Discover The Virtue Health Consortium - A New Way To Self-Funding. Arrange a one-on-one call with John Sbrocco https://bit.ly/3fVvipK 2. Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk 3. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C 4. Subscribe on Youtube https://bit.ly/2QVutkY 5. Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk If everybody is doing it one way, there's a good chance you can find your niche by going exactly in the opposite

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00:34:41

How Productive Brokers Prepare For Meetings

Heads Up Adviser ·

2022/05/02

1. Discover The Virtue Health Consortium - A New Way To Self-Funding. Arrange a one-on-one call with John Sbrocco https://bit.ly/3fVvipK 2. Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk 3. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C 4. Subscribe on Youtube https://bit.ly/2QVutkY 5. Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDkThese days, your prospects are busy enough with their regular work. So when meetings are bad, disorganized, or don't

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00:42:03

Setting the Hook - A Blueprint For The First Meeting...

Heads Up Adviser ·

2022/04/25

1. Discover The Virtue Health Consortium - A New Way To Self-Funding. Arrange a one-on-one call with John Sbrocco https://bit.ly/3fVvipK 2. Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk 3. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C 4. Subscribe on Youtube https://bit.ly/2QVutkY 5. Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk----It's no news that a great first meeting with your prospect determines your business relationships. Successful

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00:31:02

Broker's Internal Dialogue

Heads Up Adviser ·

2022/04/18

High achiever brokers know that success depends on the way they lead conversations. Not just with prospects, clients, or vendors...Let's talk about the conversation going on in the broker's mind.What is yours like? Is it friendly? Meaningful? Or does your mind sabotage your work and act like the worst competitor?Tune in to this week's Heads Up Adviser episode: "Broker's Internal Dialogue" with John Sbrocco and Craig Lack.Here's what we cover:✔️ How to keep yourself challenged✔️ Do you hang out with

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00:23:36

Inspiration Over Motivation (for Insurance Brokers)

Heads Up Adviser ·

2022/04/11

Insurance is a tough game to play, definitely not for the faint-hearted. Even the best producers can feel demoralized in unfortunate situations. But skilled agents know it's important to keep pushing forward because the next call might be the yes they need.How do these top producers find the will to pick up the phone after one too many rejections? Join John Sbrocco and Craig Lack in talking about "Inspiration Over Motivation" on this week's Heads Up Adviser show. Here's what we'll cover: ✔️ How to

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00:39:08

Tax Assessment For Healthcare Brokers

Heads Up Adviser ·

2022/04/04

Reserve your spot for the webinar "Why Traditional Stop Loss Fails SMBs and Gets Brokers Fired" with John Sbrocco on Apr 5. >> https://virtuealliance.com/why-traditional-stop-loss-fails-smbs/Download the special report for this episode: "HOSPITAL PRICES: UNSUSTAINABLE AND UNJUSTIFIABLE" >> https://virtuealliance.com/hospital-prices/---How long have you been in business?If it's longer than a year, your company is probably overpaying up to 30-50% in taxes.Do you want to keep it that way, or you'd

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00:29:58

How To Manage, Market and Automate Your Brokerage...

Heads Up Adviser ·

2022/03/29

Reserve your spot for the webinar "Why Traditional Stop Loss Fails SMBs and Gets Brokers Fired" with John Sbrocco on Apr 5. >> https://virtuealliance.com/why-traditional-stop-loss-fails-smbs/Download the special report for this episode: "HOSPITAL PRICES: UNSUSTAINABLE AND UNJUSTIFIABLE" >> https://virtuealliance.com/hospital-prices/ Being a healthcare broker and managing a healthcare brokerage business are two different activities. It takes more than owning a company to call it a "business." You

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159 results

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