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Heads Up Adviser

Author: John Sbrocco, Craig Lack

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Welcome to the Heads Up Adviser podcast with your hosts, John Sbrocco and Craig Lack. Learn more about how we are taking Healthcare Advisers to the next level with Sales and Marketing strategies at: http://headsupadviser.com/
30 Episodes
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Draw the kids and sensitive souls away from the screens.This week we're joined by the Kind of Sales: a world-class expert, who is not afraid to put the word "SH*T" in the title of his book.... Jeffrey Gitomer.Bloggers literally make videos on how to get him on the interview... because it's not an easy thing to do. He's been a public speaker, bestselling author, and consultant for over 25 years, and NEVER made one cold call... TUNE IN for the latest episode of the Heads Up Adviser show - "GET SH*T DONE for Insurance Brokers" with Jeffrey Gitomer. Here's what we cover: How to Build A Relationships With Customer, Ask For Referrals And Grow Your Sales In Geometrical ProgressionProspecting with coffee ☕Why it's important to make your client laugh.Fighting procrastinationHow to create URGENCY in communicationHow to get that sh*t doneYou can't put sh*t away anymore, especially in today's world. Meet John Sbrocco & Craig Lack at High Stakes Advising 2020 (Aug 3-4) >> https://headsupadviser.com/high-stakes-advising-2020/1. Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV2. Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk3. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
It's no news that a great first meeting with your prospect determines your business relationships. Successful brokers should never leave it to chance and carefully design their conversation and sales pitch. However, it's not an easy job to stand out from the crowd of competitors if you use the same sales pitch they do. Luckily, this week you're going to get some NEW ideas on how to impact your prospects and get them out of the rate-driven mindset. [TUNE IN] for the latest episode of the Heads Up Adviser Show - [SETTING THE HOOK: A Blueprint for the First Meeting] with John Sbrocco and Craig Lack. Here's what we cover: How to avoid information overloadQualifying questions for the first meetingSelling the future: moving from numbers to benefitsFinancial planning & Self-Funded plansMeet John Sbrocco & Craig Lack at High Stakes Advising 2020 (Aug 3-4) >> https://headsupadviser.com/high-stakes-advising-2020/1. Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV2. Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk3. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
It's a paradox, but we find most connections inside the specific group by separating ourselves from the crowd.Not only do we become loyal to the brand that brought us together and find it hard to replace, but we defend our choice in front of our colleagues, friends, family, and even convince them to join in. However, is it possible to create a "tribe" in B2B business and specifically insurance, that most clients find... "boring"? Will HRs, CFOs, and CEOs discuss your brokerage company at a cocktail party with their peers telling them what an enjoyable experience they had? One man knows. David Meerman-Scott is joining us on the Heads Up Adviser Show to talk about the concept of "Fanocracy"  described in his latest book, which he co-authored with his daughter Reiko Scott. TUNE IN to our latest episode [FANOCRACY: Turning Prospects Into Raving Fans with David Meerman-Scott], and learn how to create a passion for your company and service, attract clients and keep them (almost) forever. Here's what we cover:  The difference between FANDOM and FANOCRACYHow businesses grow big by creating a tribeThe neuroscience behind building fansFanocracy for B2B BusinessHow to build a tribe of fans on social media---David Meerman-Scott & Reiko Scott [FANOCRACY] on Amazon >> https://amzn.to/3d24SOMMeet John Sbrocco & Craig Lack at High Stakes Advising 2020 (Aug 3-4) >> https://headsupadviser.com/high-stakes-advising-2020/1. Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV2. Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk3. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
 Neal Schaffer's new book on Amazon https://amzn.to/3cPcMdY Meet John Sbrocco & Craig Lack at High Stakes Advising 2020 https://bit.ly/2Yii10zYou never get a second chance to make a first impression. The world is moving towards online communication, and your social media positioning is the new "suit and tie." This week a trusted leading educator in the world of social media for business - Neal Schaffer is joining the Heads Up Adviser Show. TUNE in for the episode [HOW TO BECOME A B2B INFLUENCER with Neal Schaffer], where he talks about his new book - The Age Of Influence - and gives practical advice how brokers, consultants and other B2B sales professionals can leverage social media to boost their business.Here is what we cover: Who are the influencers in B2B worldA quick and easy way to get startedDOs and DON'Ts of the social media presenceEmail - Search - SocialHow to leverage your passionHow to collaborate with influencers to grow your business.  
Why are successful business people so attracted to sports? The answer is simple: sports visualizes the rules of life better than anything else. No one has ever won a championship by just showing up on the court. There are multiple factors for winning the game, but nothing else matters unless there is practice. Every win has its formula: physical shape + mindset + goalsetting. Athletes know that each element matters, so train their mind just like they train their bodies.And at last, legends like Michael Jordan make history by perfecting one skill that no one else has... This week we're introducing you Michael Jordan, whose example shows us how to manage life and succeed in business, in the episode [ARE YOU GETTING READY FOR THE PLAYOFFS?]. Here's what we cover: Finding your "WHY"How to stop playing smallHow would Michael Jordan beat the Big Box Chain StoreWhy the marketing time is NOWMeet John Sbrocco and Craig Lack at High Stakes Advising on Aug 3-4, 2020 in CaliforniaTickets available here >> https://bit.ly/2YNYYgG1. Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV2. Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk3. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
While most brokers think "it's not the right time to call prospects," - a few of those who decided to make small changes and adapt to the new reality, are currently taking on the market.One of the Pandemic Prospecting pioneers, Paul Seegert, was able to double his numbers during this short period. He came to the Heads Up Adviser Show to talk about his strategy, sales pitch, and working with common objections. Here's what you will learn: What are the CFOs concerned aboutWhat should you be selling during and after pandemic timeThe Guard Is Down - why it's the best time to COLD CALLThe DOs and DON'Ts of working with the large groups\...and much more. Meet Paul Seegert at High Stakes Advising on Aug 3-4, 2020 in CaliforniaTickets available here >> https://bit.ly/2YNYYgG1. Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV2. Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk3. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
In the new reality, we need to create a real-life experience for our clients and prospects and learn to CLOSE ONLINE.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 2019! Awarded by Top Sales World) COMBO PROSPECTING on the Heads Up Adviser Show.Learn how to develop relationships with your existing clients, get new ones, and use a list of digital tools that help you to AUTOMATE the process. -YOU STILL HAVE TIME TO GET AN EARLY BIRD DISCOUNT FOR HIGH STAKES ADVISING EVENT (AUG 3-4, 2020, CA). Special guest - Jordan Belfort. Tickets available here >> https://bit.ly/2YNYYgG1. Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV2. Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk3. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
This week we're taking you on a virtual tour to Thailand. The country where most people work 10-14 hours a day for the paycheck equivalent to a cup of coffee at Starbucks. Find a new source of motivation even in difficult times, learn to experience gratitude in stressful situations, and accelerate your personal growth as a result. GET A SPECIAL EARLY BIRD DISCOUNT FOR HIGH STAKES ADVISING EVENT 2020. Special guest - Jordan Belfort. Tickets available here >> https://bit.ly/2YNYYgG1. Sign Up For The Expert Session "Achieve Health Consortium"👉 https://bit.ly/34QECUV 2. Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk 3. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Many people believe that there's a "magic pill" that leads to success and wealth, and only the chosen are capable of finding it.But we dive deep into the biographies and interviews of those who made a fortune, we find their advice to be surprisingly simple.Years ago, before Warren Buffet, Elon Musk, and other billionaires entered the scene, John D. Rockefeller, also known as the richest man in the world, put together 10 different habits. Most of them were later shared by people from the Forbes list.TUNE IN to the latest episode of Heads Up Adviser - [ROCKEFELLER HABITS], to learn about simple, but powerful steps towards building your wealth.Discover how to work SMARTER, not harder, scale your business, and multiply your results even in times of crisis. P.S.Are you new here and don't know where to start?1. Start by clicking HERE, and let's chat online.2. Be sure to subscribe and listen to our podcast, Heads Up Adviser, if you want to learn the secrets to growing a successful book of business!3. If you haven't yet, join our Facebook Group to witness the BEST Sales & Marketing insurance strategies & network group on Facebook! 4. Watch and subscribe to our YOUTUBE Channel for exclusive interviews with industry titans.  
It's just about time to put those cowboy boots on and take a virtual tour with Ed Jacobson and John Sbrocco At The Ranch. Discussing the #1 quality that helps companies survive in the market from an expert that has sold hundreds of self funded cases.Dive deep into the specifics of how the health insurance business has changed and get practical advice on closing new deals. Learn about the distinctive benefit of self-funded plans and how to improve your sales pitch. Here's what we cover: Throwback to 1975 health insurance; The real reason why employers move to self-managed plans; How your competitors can help you in growing your business;Family Monthly Deductible in simple words.  NEW TO THE HEADS UP ADVISER? 1. Sign Up For The Expert Session  "Achieve Health Consortium"👉 https://bit.ly/34QECUV2. Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk3. Follow our Instagram Page 👉 https://bit.ly/36dYVe24. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Did you ever think that your immune system, energy, productivity, and results of the day can be dependent on what you ate for breakfast?It's no news that a healthy mind can only live in a healthy body. However, most diets and meal plans do not take into consideration that people could have a JOB and a busy schedule... We've decided to fix this unfortunate misunderstanding between the healthy lifestyle coaches and insurance brokers, and invited Nikki Cohn-Byrd, who understands both sides of the story. Nikki is the CEO of Welliance America, with a background in the insurance industry. [TUNE IN NOW] for the latest episode - [HOW TO EAT YOUR WAY TO SUCCESS], to learn all the DOs and DON'Ts of achieving the maximum level of energy throughout the day.  Here's what we cover: How to choose the right diet for yourselfEating on the roadEverything you were asking about Keto Sleep-food-work - how to keep everything in balanceRemember, while everyone else will have extra weight after the quarantine, you will come out with a high level of productivity and healthy habits. P.S: DOWNLOAD THE FREE WEBINAR SWIPE FILE HERE 👉 https://headsupadviser.com/webinar-swipe-file/  NEW TO THE HEADS UP ADVISER? 1. Sign Up For The  Free Expert Session  "Achieve Health Consortium"👉 https://bit.ly/34QECUV2. Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk3. Follow our Instagram Page 👉 https://bit.ly/36dYVe24. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
DOWNLOAD THE FREE WEBINAR SWIPE FILE HERE 👉 https://headsupadviser.com/webinar-swipe-file/ Many people don't even realize how they can leverage webinars for their healthcare business. Maybe it's too complicated. Maybe there's a fear of talking on camera. There's no other logical explanation you wouldn't use an instrument that can: ✔️ Earn money in your literal sleep (run the webinar once and sign them up for a replay) ✔️ Save you loads of time (especially on prospecting) ✔️ Allow you to perfect your presentation (your prospects will acknowledge you as an expert, and everyone wants to do business with an expert) ✔️ Generate leads like crazy. In this episode, an employee benefits consultant Jessica Du Bois explains how to create an impact, attract prospects, get recognized as an expert, and what's more important - make it an ongoing process using a webinar! If you: - don't know where to start - how to attract the audience - how to speak on camera - WHAT to speak about on your webinars - how to communicate with your audience before and after the webinar - have a fear of speaking in front of an audience... ... Jessica has simple, step-by-step solutions for you for your quick and easy start. NEW TO THE HEADS UP ADVISER? 1. Sign Up For The  Free Expert Session  "Achieve Health Consortium"👉 https://bit.ly/2V5McGP2. Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk3. Follow our Instagram Page 👉 https://bit.ly/36dYVe24. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Just like we use "Google it" to tell a person to look for something online, the equivalent of a face-to-face talk can soon be replaced with "Did you ZOOM it?"You need to be familiar with the ethics, rules, standards, and practical tools that will turn your ZOOM meeting into a real-life experience.Jess Todtfeld is one of the leading communication and media training authorities in the US, who holds the Guinness record for being interviewed most times. He joined us on the Heads Up Adviser Show to talk about "HOW TO SELL VIA ZOOM CONFERENCE.Here's what we cover:Your pre-meeting checklistHow to set up your home studio & backgroundWhat to say and what NOT to say on cameraDOs and DON'Ts of the perfect presentation on ZOOMHow to use your real-life stories to make your pointThe grand opening and grand closing of every video call1. Sign Up For The  Free Expert Session  "Achieve Health Consortium"👉 https://bit.ly/2V5McGP2. Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk3. Follow our Instagram Page 👉 https://bit.ly/36dYVe24. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
"Most people come reacting to the week. I want you to be proactively controlling the week."  The speaker, consultant, and author of 2 bestselling books on sales - Mark Hunter - is convinced that you CAN predict the outcome of your week by the way you start it. After a mindblowing success of his "High-Profit Prospecting" and "High-Profit Selling," his new book, "A Mind For Sales," is dedicated to the rituals and habits that most successful salespeople follow on a daily basis.Today Mark Hunter is joining the Heads Up Adviser Show with the latest insights on the sales industry, simple but effective techniques that helped people boost their results, and specific case studies for the insurance brokers. Here's what we cover: 🔸 Monday Morning Rituals For Salespeople🔸 What Is Your Value For Your Client? 🔸 7 Things That Motivate You🔸 Are You Prospecting Enough? 🔸 Inbound Marketing vs Outbound Marketing - why you need both to win the clients🔸 The Salesperson Of Tomorrow WANT MORE USEFUL CONTENT FOR INSURANCE BROKERS? 1. Sign Up For The "5-Star Healthcare Plan" Free Webinar 👉 https://bit.ly/37U0Cz32. Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk3. Follow our Instagram Page 👉 https://bit.ly/36dYVe24. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C 
Dutch Rojas is one of those in the front line, who went into the business of direct contracts and bundle procedures. Today, he's sharing his honest experience of dealing with the clients, prospecting tips, and that thing he heard from a large Fortune 500 company.TUNE IN for the latest episode of the Heads Up Adviser Show - "Direct vs Bundle with Dutch Rojas" to get the answers to major questions about direct contracts and bundle procedures, in a casual manner. Here's what we cover: 💠 What is the difference between direct contracts and bundle procedures, and what they have in common💠 What do companies in Silicon Valley want from healthcare💠 Is a bundle for maternity really a good idea?💠 Top problems you might face with bundle procedures💠 Virtual Primary Care explained WANT MORE USEFUL CONTENT FOR INSURANCE BROKERS? 1. Sign Up For The "5-Star Healthcare Plan" Free Webinar 👉 https://bit.ly/37U0Cz32. Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk3. Follow our Instagram Page 👉 https://bit.ly/36dYVe24. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C 
In the latest episode of the Heads Up Adviser Show [Proactive Reference-Based Pricing], John Sbrocco interviews Robyn Jacobson on her 12-year experience in designing RBP Plans.Here's what we cover: The Reference-Based Pricing (RBP) in simple termsWhat is pricing discrimination in RBP Plans, and how it affects both employers and hospitalsThe fair reimbursement strategy for the RBP PlanSafe harbors and dealing with the balance billsWANT MORE USEFUL CONTENT FOR INSURANCE BROKERS? Here are the next steps:1. Sign Up For The "5-Star Healthcare Plan" Free Webinar 👉 https://bit.ly/37U0Cz32. Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk3. Follow our Instagram Page 👉 https://bit.ly/36dYVe24. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Sales vs Marketing

Sales vs Marketing

2020-03-0929:59

"Sales IS Marketing!"  - No, it's not. "I can grow my book of business just by focusing on sales / focusing on marketing!" - No, you can't.Many brokers confuse these two statements when they reach out to their prospects. They think marketing expenses are too costly, and those who finally decide to use it in their business model, expect immediate and spectacular results.And the truth is out there... Dig into the latest episode of the Heads Up Adviser Show [SALES vs MARKETING], where John Sbrocco and Craig Lack break it down for you to simple statements and numbers. Find out how to combine Sales and Marketing to get a maximum outcome, what are the activities you can start doing RIGHT NOW at a minimum or no cost, that will bring you both short-term and long-term results. You may think marketing activities are too costly for your brokerage business, and you cannot afford it. Well, think about the cost of LOSING your existing and potential clients, just because your competitor has done a better job than you and is on their mind at a renewal time. In this episode, you will learn: The difference between Sales and Marketing, and how to leverage both with minimal budgetsHow to define your marketing goalsMarketing 1-2-3 for brokersContent that SELLS Talking conversion: how to convert your prospects into clients NEXT STEPS:1. Sign Up For The "5-Star Healthcare Plan" Free Webinar 👉 https://bit.ly/37U0Cz32. Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk3. Follow our Instagram Page 👉 https://bit.ly/36dYVe24. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
If someone offered you to invest $1 and get $44.25 in return, you would probably consider it unrealistic or even scammy... But according to the recent data, that's how much ROI is generated by Email Marketing Campaigns, which are proudly ranked first among marketing channels. Therefore, if you're not leveraging email marketing as an insurance broker, you're missing out on an incredible opportunity of attracting, warming up, and converting your prospects into clients. Here's what we'll cover: How brokers can leverage email marketingThe structure of a winning email campaignWhat information do you need to prepare, to get an effective result?CLAIM YOUR FREE EMAIL MARKETING FRAMEWORK NOW 👉https://bit.ly/32LEzZIGet Early Bird tickets for SELF-FUNDING MASTERY 2020 LIVESTREAM 👉 https://bit.ly/2Vv4MK6 The next steps: 1. Sign Up For The "5-Star Healthcare Plan" Free Webinar 👉 https://bit.ly/37U0Cz32. Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk3. Follow our Instagram Page 👉 https://bit.ly/36dYVe24. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C   
The Universe speaks in numbers, and Self-Insured Plans are no exception. Kevin O'kane, the creator of Sihra, who's been designing Self-Insured Plans for over 30 years, is confident that behind every great plan, there is a specific formula, while each failed one ignored it at some point. While one class of brokers still considers it rocket science, others follow simple but effective rules, create more protection for their clients through Self-Insured Plans, and double their brokerage income at the same time.[IN THE TRENCHES with Kevin O'Kane: The Numbers Behind A Winning Self-Insured Plan  episode is filled with insights on the Self-Funding industry, as well as honest conversations and valuable opinions.  Here's what we cover: The actual data behind every self-insured plan, and how you can use it to protect your clientsWaiver Premium For Medical - how to play that trump card during your presentationHow to keep your client from the rate increase for 20+ yearsWhy the brokers still want to sell Fully-Insured plans, and how you get a competitive advantageSelf-Insured vs Fully Insured Plans: the bold facts.Get Early Bird tickets for SELF-FUNDING MASTERY 2020 LIVESTREAM 👉 https://bit.ly/2Vv4MK6The next steps: 1. Sign Up For The "5-Star Healthcare Plan" Free Webinar 👉 https://bit.ly/37U0Cz32. Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk3. Follow our Instagram Page 👉 https://bit.ly/36dYVe24. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
Can you imagine a couple of insignificant failures wiping off all the hard work, years of experience and all of the past wins?An emotional roller coaster haunts both new and veteran salesmen. The only difference between those two is that veterans know how to identify, control, and turn this state into their next big win. In this episode of Heads Up Adviser, the host John Sbrocco and Senior Sales Executive Zachary Jones reveal their secret sauce for everyday motivation and strategies their mentors taught them along the way. ​You'll learn how to abstract yourself from the unfortunate outcomes of your sales process, break down big goals into small steps, and why doing things that drive fear is right for you. Here's what we cover: How to control your focus;What does a pipeline problem have to do with your insecurity; The real way to change your emotional state; Turning insecure questions into motivating answers; Why self-doubt brings you the best time to set bigger goals.  Watch an Expert Session From John Sbrocco and Craig  Lack 👉 https://bit.ly/37U0Cz3Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFykFollow our Instagram Page 👉 https://bit.ly/36dYVe2Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C
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