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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

00:23:07

The Power of AI Therapy

Heads Up Adviser ·

2025/12/02

Lucas Siegel explains that a massive labor shortage and persistent stigma have made traditional therapy inaccessible for most working Americans. He details how Yuna, an AI therapist trained by top clinical psychologists, is bridging this gap by providing immediate, destigmatized, and affordable mental health support. With case studies showing 8x the engagement of a typical EAP, this conversation reveals the future of scalable mental healthcare.Tune in to understand:Why record-high spending on mental

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00:34:04

Fortune 100 Health Secrets: Steal These Strategies...

Heads Up Adviser ·

2025/11/11

Lee Lewis explains the "grass is greener" paradox: large employers feel they're too bureaucratic to innovate, while mid-market employers feel they lack the scale. He reveals how a new model is breaking down these barriers, bundling Fortune 100-level solutions and making them accessible to the mid-market for the first time.Tune in to understand:Why the "Show-Up" model is the only effective way to implement Direct Primary Care.How hospitals use infusion therapy as a "streaming revenue" machine and how

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00:26:11

The Advisor’s PBM Playbook: How to Win on Lowest Net...

Heads Up Adviser ·

2025/10/28

Justin, a PBM industry insider, pulls back the curtain on the complex games that drive up pharmacy spend. He explains the critical difference between a PBM that claims to be “transparent” and one that is a true fiduciary, contractually bound to act in your best interest. This conversation moves beyond the misleading “spreadsheet game” of chasing rebates to focus on the one metric that actually matters: lowest net cost.Tune in to understand:The key questions you must ask to determine if your PBM is

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00:29:37

2025 Self-Funded Claims Update: What You Need to Know...

Heads Up Adviser ·

2025/10/16

In this episode, John Sbrocco, Founder and CEO of Virtue Health, cuts through the industry jargon to give you a clear-eyed view of the current market. He breaks down the key factors driving medical inflation—from post-COVID utilization and provider consolidation to the staggering rise of catastrophic claims.Listen to learn: The real story behind renewal increases and the key inflation drivers you need to explain to employers. Why a million-dollar claim is no longer a large claim and how orthopedic

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00:30:20

High Dollar Claimants: How to Manage Them and Stop...

Heads Up Adviser ·

2025/10/09

Natalia Gertsik, a scientific researcher turned commercial leader, shares her personal journey into precision medicine after navigating a friend's brutal brain cancer diagnosis. She explains why traditional care navigation falls short for complex cases and how PHM's unique approach to precision medicine is not just saving lives, but also delivering substantial cost savings for self-funded employers.Tune in to understand:The alarming statistics behind the rise of high-cost claimants.The foundational

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00:24:01

Habits Of Multi 7-Figure Brokers

Heads Up Adviser ·

2025/07/15

A million-dollar book isn’t success anymore—it’s table stakes. In this episode, join business advisers John W. Sbrocco and Craig Lack as they reveal the specific habits and mindsets that drive brokers to multi 7-figure success and give you a practical roadmap to scale beyond your current limitations.What we cover in this episode:Why million-dollar books are like million-dollar houses (not what they used to be)How to invest 8-12% of revenue back into growth (masterminds, coaches, marketing)Why

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00:23:05

Why Your Prospects Keep Saying NO: Sales Psychology...

Heads Up Adviser ·

2025/06/24

Are you tired of hearing "no" from prospects, even when your solution is a perfect fit? The problem isn't your offer, it's human psychology. In this episode, we break down the core reasons clients resist change and give you a practical framework to overcome objections and finally get them to say "yes."LEARN MORE: Heads Up Adviser: [Link to Heads Up Adviser LP] Virtue Health: [Link to Virtue Health Website] CONNECT ON LINKEDIN: John W. Sbrocco: [Link to John's LinkedIn Profile] Craig Lack: [Link to

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00:22:35

Stories of Going Long

Heads Up Adviser ·

2024/08/06

Thank you to our sponsor: Virtue Health.On Today's Episode: Why do you need to play the long game in a world chasing quick wins? It's easier to stay with the same book of business every year than reinventing and betting on yourself to earn more in the long run.Welcome to a new episode where industry experts John W. Sbrocco and Craig Lack reveal how to thrive in the health insurance industry by playing the long game.Key Takeaways: The benefits of delaying instant gratification for your business

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00:17:04

Do You Deserve to Win?

Heads Up Adviser ·

2024/07/30

In this episode of Heads Up Adviser, John W. Sbrocco and Craig Lack challenge the concept of winning in both business and life.This episode is packed with insights that will make you reflect and redefine your success.Here’s a sneak peek:-How time changes your definition of winning -Why people get wired to believe their past is their future -How brokers can package themselves and win the market -The reason simplicity sells: it avoids overwhelming clients -Why, if you want to win, you need to do what

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00:21:04

How to Overcome The Dopamine Addiction Ruining Your...

Heads Up Adviser ·

2024/07/24

In this episode of Heads Up Adviser, John W. Sbrocco and Craig Lack uncover why some brokers after 5 years still have the same size book. The main reason? Short term dopamine.We touch on:How dopamine addiction (social media and distractions) impacts your businessSteps you can start taking today to break free from feeling miserableHow a 20% increase in efficiency can double your revenueWhy, when you make more money, you need more “No’s”The cycle of short-term pleasure vs. long-term goalsWhy your

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00:20:23

How to turn fear of failure into fuel for Success

Heads Up Adviser ·

2024/06/25

In this episode of Heads Up Adviser, Craig Lack and John Sbrocco discuss daunting topics of failure and fear in business, sharing their personal experiences and insights.We touch on:- Why failure feels devastating and how to flip the script- How to use failure and fear as a motivator rather than a deterrent- Simple steps to reprogram your brain for success in business and life- How to catch negative thoughts and replace them with productive ones- The difference between micro failure vs. macro

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00:16:01

Why Darren Hardy calls B.S. on Finding Your Passion

Heads Up Adviser ·

2024/06/19

In this episode of Heads Up Adviser, Craig Lack, and John Sbrocco discuss why passion alone won’t cut it in sales and business. We touch on:- The reality of passion in work and self-employment- Why you don't need to love every aspect of your work- Importance of discipline and habits- Embracing discomfort in self-employment- Finding purpose and excitement in work- Overcoming challenges for success- Shifting your mindset to overcome obstacles- Adopting a "savage" mentality for success in a competitive

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00:30:57

Close 20K LIVES in 20 Minutes 🔥🔥

Heads Up Adviser ·

2024/06/11

🔥 Ready to supercharge your sales? In this episode of Heads Up Advisor, John and Craig are back with explosive tips and tricks to help you nail that crucial first meeting. Discover how Craig closed a 20,000-life group in just 20 minutes and learn how you can apply these game-changing tactics to your own sales strategy. 🚀 💡 Topics Covered: 1. The secrets to making the first meeting count 2. Craig’s unbeatable intelligence-gathering techniques 3. Crafting a pitch that gives you a competitive

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00:20:09

"Thank You For Your Business" - Thanksgiving Special

Heads Up Adviser ·

2023/11/22

Thanksgiving is just around the corner, and on this special episode of the Heads Up Adviser Show, John Sbrocco and Craig Lack are serving up something truly meaningful.Join an insightful discussion on how to make gratitude a year-round practice with your clients and prospects. ____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 →

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00:20:17

Broker's Rally Cap - How To Finish The Year Strong

Heads Up Adviser ·

2023/11/13

Ready to ignite your motivation, supercharge your energy, and secure those game-winning prospects in Q4 / 2023?John Sbrocco and Craig Lack curated expert insights and motivational tips to empower you to finish the year strong.Picture this – turning the tide, snatching deals out of the jaws of defeat, and wrapping up Q4 like a champ. Yeah, that's the vibe, and this episode is your backstage pass to making it happen.Get ready to absorb real talk and insider tips on how to be the hero who swoops in and

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00:24:32

Money Smart - Tax Strategies For Brokers - with Eric...

Heads Up Adviser ·

2023/07/24

👉 Your journey to financial wisdom and entrepreneurial success starts now!Join Eric Nghiem, Tony J. Hughes, Amanda Holmes, and a community of like-minded professionals who are ready to make a real impact in the brokerage business. Reserve your spot today for High Stakes Advising 2023 - The #1 Sales & Marketing Event For Healthcare Brokers. Click the link below to secure your place at this must-attend event.📅 Date: Aug 14-15, 2023 📍 Location: Hard Rock Hotel & Casino, Florida🔥Register NOW for

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00:25:22

Converting Fully Insured Prospects - with Chad Burdo

Heads Up Adviser ·

2023/07/17

CLICK HERE to download "Broker's Guide To Meeting The CFO" from Virtue Health and Gary Bender >> ______Meet Chad Burdo at the #1 Sales & Marketing Event For Healthcare Brokers - High Stakes Advising 2023🗓️ AUG 14-15 | 2023🔖 Hard Rock Hotel and Casino, Hollywood, FL Tired of the same old "save 15% in 15 minutes" pitch? So are your corporate clients! Luckily, Chad is here to save the day. With years of experience under his belt, he's seen it all and overcome every challenge this industry throws at

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00:35:06

Broker's Guide: The Renewal Meeting

Heads Up Adviser ·

2023/07/03

CLICK HERE to download "Broker's Guide To Meeting The CFO" from Virtue Health and Gary Bender >> ______Meet Gary Bender at the #1 Sales & Marketing Event For Healthcare Brokers - High Stakes Advising 2023🗓️ AUG 14-15 | 2023🔖 Hard Rock Hotel and Casino, Hollywood, FL Benefits renewal season is not that far away. 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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00:36:42

Meet The CFO - with Gary Bender

Heads Up Adviser ·

2023/06/28

CLICK HERE to download "Broker's Guide To Meeting The CFO" from Virtue Health and Gary Bender >> ______Meet Gary Bender at the #1 Sales & Marketing Event For Healthcare Brokers - High Stakes Advising 2023🗓️ AUG 14-15 | 2023🔖 Hard Rock Hotel and Casino, Hollywood, FL______Ever wondered what differentiates various types of CFOs? Curious about the ins and outs of their roles? Need tips on how to actually get these financial wizards in a room? 🤔 Look no further!In this eye-opening episode, Gary

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00:24:05

2023 Reports For Your Health Insurance Renewal Meeting

Heads Up Adviser ·

2023/06/19

Click Here To Join The #1 Sales And Marketing Event For Healthcare Brokers - High Stakes Advising 2023 🗓️ AUG 14-15 | 2023🔖 Hard Rock Hotel and Casino, Hollywood, FL___________Click here to download "2023 Milliman Medical Index" >> Click here to download Sunlife Report - "High-Cost Claims And Injectable Drug Trends Analysis." 🎙️ Tune in to our latest podcast episode: "2023 Reports For Your Health Insurance Renewal Meeting"! 📈💰Discover the secrets behind high-cost claims and gain insights into

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159 results

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