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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/
47 Episodes
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While THINKING will help you make better decisions and improve your life, OVERTHINKING may have the exact opposite effect.John Sbrocco and Craig Lack explain the difference between these two terms and give you direct instructions on how to get out of your own way.TUNE IN for the new episode of the Heads Up Adviser Show: [STOP! LET ME OVERTHINK THIS] HEALTHCARE BROKERS - Arrange a virtual call with John Sbrocco to learn how you can put together a WINNING Self-Funded Plan for your clients, beat your competitors, and attract new business https://bit.ly/34YbfAq1. 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
Seth Denson, who successfully co-founded and leads an international risk management consulting firm that specializes in healthcare supply chain management, joined us on the Heads Up Adviser Show to talk about [HEALTHCARE BUSINESS CLIMATE AFTER ELECTION].HEALTHCARE BROKERS - Arrange a virtual call with John Sbrocco to learn how you can put together a WINNING Self-Funded Plan for your clients, beat your competitors, and attract new business https://bit.ly/34YbfAq1. 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 
Hobson Carroll is BACK! to give us insights on changes in the healthcare market.Here's what we cover: What do the future 4-5 years look like, and what is the path that is going to get us there? Reviewing administrative costsStrategies to apply for self-funded plans... and much more.WHAT NEXT? HEALTHCARE BROKERS - Arrange a virtual call with John Sbrocco. Let us help you scale your business https://bit.ly/34YbfAq1. 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
"You can beat 90% of the competition just by doing your homework."                                                                                                          - Paul SeegertBy all means, it is one of the most practical episodes of the [HEADS UP ADVISER] show for those of you who wish to increase their book of business in 2020-2021. You'll learn how to keep organized, eliminate chaos in prospecting, and build a FOLLOW-UP SYSTEM that makes money for you... literally, while you sleep. TUNE IN for our latest episode [THE FORTUNE IS IN THE FOLLOW-UPS] with Paul Seegert and John Sbrocco. Here's what we cover: From cards in a shoebox to CRM: Paul's storyProspecting in numbers: how much time does it take actually to convert a client in the healthcare businessWhen is a good time to give up? The Follow Up Pipeline: how to leverage each resource and THE MESSAGE to share WHAT NEXT? HEALTHCARE BROKERS - Arrange a virtual call with John Sbrocco. Let us help you scale your business https://bit.ly/34YbfAq1. 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
What is your "secret weapon" against your competitors this fall? We've got some pretty good solution - signed, sealed, and delivered to you by Al Lewis & The Heads Up Adviser Show!Many benefit advisors are more concerned about the appearance of helping employees than actually assisting them. We offer you to:bring this fact - backed up with science and data - to lightcraft a useful consultation with your prospectsimpress them with your competence on the subject.Don't waste a minute - TUNE IN for the latest episode: [BIG LITTLE LIES OF HEALTHCARE BUSINESS]  Links & Additional Information >>SDF - Silver Diamine FluorideFree resources on the topic for brokers - https://www.quizzify.com/brokersHEALTHCARE BROKERS - Arrange a virtual call with John Sbrocco. Let us help you scale your business https://bit.ly/34YbfAq1. 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 
We took the BEST episodes on Marketing and made sure you get the information - short, to the point, and practical. Tony J. Hughes - Jeffrey Gitomer - Neal Schaffer - Mark Hunter27 minutes of PURE GOLD for insurance brokers. Welcome "The Best Of Heads Up Adviser - Marketing For Insurance Brokers".This episode covers: Combo Prospecting Approach With Tony J. Hughes: how to break through to your prospectsHow To Build Relationships With Customers - advice from Jeffrey GitomerMaster your prospecting on social media with Neal SchafferLong-lasting MOTIVATION with Mark Hunter Register for a 3-part webinar series with David Kesler from [VIRTUE HEALTH], start the Self-Funded Insurance business from scratch https://bit.ly/3hil4xyHEALTHCARE BROKERS - Arrange a virtual call with John Sbrocco. Let us help you scale your business  https://bit.ly/3j03WhK1. 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
Would you like to get your piece of $1 Trillion / year Self-Funded Healthcare market?Today John Sbrocco will tell you how he got started in his basement several years ago and grew to a successful entrepreneur, best-selling author, and a 5-star broker on the healthcare market.This episode is filled with case studies, blueprints, and interesting stories you'll enjoy. Take a walk down the memory lane with Craig Lack and John Sbrocco, and learn how you can get involved TODAY and build your business book on the self-funded market. Register for a 3-part webinar series with David Kesler from [VIRTUE HEALTH], start the Self-Funded Insurance business from scratch https://bit.ly/3hil4xyHEALTHCARE BROKERS - Arrange a virtual call with John Sbrocco. Let us help you scale your business  https://bit.ly/3j03WhK1. 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   
t's THAT time of the year when brokers and underwriters should put aside their differences and start speaking the same language of BUSINESS for clients' sake. However, lots of brokers describe the process of dealing with underwriters as "painful and difficult."Luckily, Heads Up Adviser and Virtue Health team comes to save the day. And the renewal season, of course. TUNE IN for the latest episode [STOP LOSS RENEWAL ROADMAP] with leading underwriter from Virtue Health - David Kesler. David will walk you through the entire process of dealing with underwriters and explain complicated terms in the simplest way possible. Here's what we cover:Preliminary renewal period.How to discuss the plan options, changes, and marketing with the clientFirm renewalMedical review & negotiation process10-day lock period and signatureCarrier policy applicationRegister for a 3-part webinar series with David Kesler from [VIRTUE HEALTH], start the Self-Funded Insurance business from scratch https://bit.ly/3hil4xyHEALTHCARE BROKERS - Arrange a virtual call with John Sbrocco. Let us help you scale your business https://calendly.com/john-12701. 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 wouldn't be called "fishing" if everyone knew where the fish were. It wouldn't be called "sales" if everyone was competing on a product level only. This week John Sbrocco and Craig Lack bait the hook... and you're going with us for an exciting experience! TUNE IN for the latest episode of the Heads Up Adviser Show: "What Does Fishing Teach Us About Insurance Sales."  Here's what we cover: How to get the attention of your prospectsYour benefit over the large-scale competitorsYour "fishing" (sales) equipmentChoosing the right pondRegister for a 3-part webinar series from [VIRTUE HEALTH], start the Self-Funded Insurance business from scratch https://bit.ly/3hil4xy HEALTHCARE BROKERS - Arrange a virtual call with John Sbrocco. Let us help you scale your business https://calendly.com/john-1270 1. 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 
Sign, sealed, delivered: FRESH ideas on how to prospect & sell over ZOOM calls. This week we sat together with Craig Lack and Zach Jones to have an honest conversation on all the ups and downs, as well as lessons learned over the last 3 months, since Zoom became the only possible way of communicating with prospects and clients. Here are some important themes that we cover: How to avoid distractions and keep your prospect's attention Making that Zoom call A REAL THINGWhy online meetings are better than in-personThe preparation work - setting the agenda
Millennials are quickly filling up the C-Level positions at organizations. In simple terms, it is a group of people who were born approximately 1984 and after. You've got a chance to attract the brightest minds of the Millennial generation into your business and use their help to get more clients, improve your marketing, and increase your revenue.Therefore, understanding their mindset, motives, and values is crucial for your current and future business growth.Forewarned is forearmed. We offer you to get prepared in advance. TUNE IN to the episode [HOW TO PLEASE A MILLENNIAL], where our guest Celeste Leon uncovers the nuances, barriers and keys to understanding the Millennial generation. Here's what you'll learn:✔️ What are the key distinctive features of this generation✔️ How to identify, hire and retain the best talents of Millennial generation✔️ Onboarding and motivating Millennial: how to avoid the best minds leaving your company HEALTHCARE BROKERS - Arrange a virtual call with John Sbrocco. Let us help you scale your business https://calendly.com/john-12701. 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
"So if you've seen one TPA, you've basically seen one TPA."Ed Jacobson continues taking masks off the unfaithful participants of the healthcare market. This episode is truly something your TPA does not want you to watch, hear, or learn... and that's exactly why you should do it.TUNE IN for [HOW TO DEAL WITH A TPA] with Ed Jacobson and John Sbrocco, and learn: What's a reasonable ROI for TPA?Understanding healthcare rebates (and managing them)How to compete with lower feesBreaking down expenses and rebatesGetting transparent financial resultsHEALTHCARE BROKERS - Arrange a virtual call with John Sbrocco. Let us help you scale your business https://calendly.com/john-12701. 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
HEALTHCARE BROKERS - Arrange a virtual call with John Sbrocco. Let us help you scale your business CLICK HEREThere's no question if you should move your business online. 2020 made it non-optional. Let's just deal with it.The real question now is, how to organize all processes in B2B agency, so you could manage staff efficiently AND create a real-life experience for your clients at the same time? As always, Heads Up Adviser has got answers for you. TUNE IN to the latest episode - [HOW TO CREATE A VIRTUAL AGENCY] and learn about tools and strategies that will give a quick and easy improvement. Here's what we cover: The financial impact of moving your business onlineHow to plan your schedule wiselyWays to find new employees Full package for your virtual office 1. 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
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 What would you say if there was an opportunity to add tens of thousands of dollars to your income without writing more business?This week Tom Wheelwright, Robert Kiyosaki's tax advisor with 40+ years of experience in the field is joining us on the Heads Up Adviser Show to give an alternative approach to managing taxes so you could use this knowledge to grow your personal and corporate wealth in the upcoming years.When Robert Kiyosaki asked Tom how he saw taxes, Tom replied: "Well, taxes are fundamentally a series of incentives for business owners and investors." Since then, Tom has become an integral part of the "Rich Dad Company."  TUNE IN for the episode [TAX-FREE WEALTH FOR BROKERS with Tom Wheelwright], and learn how to make smart financial decisions this year.If you're a business owner, investor (or plan to be), this episode will give you ideas that might save you tens of thousands of dollars in the long run. Here's what we cover:- The original purpose of taxes- What does the government "pay" you for- How to get $25-$30k deduction on your property in the first year- How taxes can grow your wealth now and in the future
Pablo Picasso is often quoted as saying: "Good artists copy, great artists steal." A good artist simply copies another person's art. A great artist selectively takes (steals) elements from multiple sources, and then creatively combines their influences to create something uniquely their own. This week's guest Seth Denson took the best from his mentors, books, clients, and the Heads Up Adviser Team to build a million-dollar portfolio in less than a year and repeat that result over and over. Want to learn how he did it, and ethically "steal" some features? I totally encourage you to do that!Here's what we cover: The first step to the million-dollar book of businessHow to overcome fear and procrastinationThings to do when you're burned outHow to get a freedom to choose your clients1. 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
Do you feel like the amount of work you put into your brokerage business, does not correlate with your income, and you definitely deserve more?TUNE IN for the [Q&A with the CFO] with Gary Bender, and find out how to "hack the CFO code," stop wasting time with non-decision makers, and close more deals in a shorter time. -----P.S: So here's a question for you... Would you like to spend the next 25-30 years, learning from the trial and error, and MAYBE gain success someday - or would you like to use the collective wisdom of 10+ speakers, find out what works, and how to do more of it? I have two tickets left for High Stakes Advising 2020 Event on August 3-4. We're basically sold out. Will you be able to catch the last one? Who knows. CLICK HERE TO FIND OUT.   
Looking for a way to save the day, get the quick win, and breathe new life into your insurance brokerage business?TUNE IN for the episode with Jordan Belfort, and find out what you can expect at High Stakes Advising Event in Orange County, CA on Aug 3-4, 2020 $400 OFF special discount with the promo code WOLF at the checkout.HIGH STAKES ADVISING tickets available here >> https://bit.ly/2MS8Nml*the number of attendants is limited.
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
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