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Heads Up Adviser

Author: Craig Lack, John Sbrocco

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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/
12 Episodes
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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
"Tell me what you know about our industry, tell me what you know about healthcare, and let's work together."Derek Winn is one of the brokers who are not afraid of having open conversations with his clients and calling a spade a spade. He leveraged his background in teaching to design an individual strategy of "negotiation through education."In this episode of the "Heads Up Adviser" Show "IN THE TRENCHES WITH DEREK WINN: Educating & [WINN]ing Clients," you'll learn what the FUTURE of sales process is, how to get a meeting on a silver platter, and why can a big cleanup of your list be good for your business.Go down the rabbit hole and find a different approach to selling, where roles change, and you might be the one who refuses the deal with your prospect (and still get more deals closed).Supported by intriguing case studies and key findings, "Educating & [WINN]ing Clients" episode provides you with an alternative view of the well-known and widely-used strategies. Here's what we cover:What has changed in the sales process in the past few yearsHow to clean up your list & increase the number of your clientsWhy you can (and should) charge for every actionDifferent ways of learning new skills for busy brokers.Watch an Expert Session From John and Craig 👉 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
While insurance brokers are busy searching for new psychological tricks that help understand their prospects better and close deals faster, they quickly fall into the trap of ignoring the basic principles. Don't get me wrong: it's essential to advance your sales strategy. However, it would help if you also reminded yourself that 2+2=4 before you solve a complex differential equation. The same applies to sales.That's why this week, we at the Heads Up Adviser decided to go "back to the basics" in the episode [SALES PSYCHOLOGY 101] - Basic Sales Training For Insurance Brokers. You'll find out why you can't use the same sales pitch with HR and CFO even within the same organization, what are the 6 Human Needs, and why being the smartest person is not always the best option.We'll discuss in depth the following: The #1 priority for the human brain6 Human Needs (that apply to everyone)Why you can't talk to the HR the way you talk to the CFO (and vice-versa)Selling vs Free ConsultingHow to get to the decision-makersHow to make your prospect open up about their problemsWhat's the secret to closing the deal?Watch an Expert Session From John and Craig 👉  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
Would you make more calls, meetings, and follow-ups if you knew that you are issued a guaranteed pay-check for every action?We tend to measure our success from the perspective of deals we closed, ignoring the fact that every rejected call we made along the way played a role of the same importance.In our latest episode with Paul Seegert from PSC Insurance Services, we break down the sales process to NUMBERS, including success and rejection variables.If you have difficulty picking up the phone and calling your prospects, imagine you had to knock on random doors in a small town with 100 000 people. That's how Paul started his career in insurance.This episode is filled with real-life stories, useful information, and formulas that you can apply to your business starting today.Here's what we discuss:Breaking down sales to numbersWhy WORK matters more than EFFECTIVENESS in salesKnocking on the same door twice - how timing and consistency are correlatedHow many times should you get rejected to reach your sales targetsJoin Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFykFollow our Instagram Page 👉 https://bit.ly/36dYVe2 Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C 
 Gold Medal Winner for Best Webinar 2019!Awarded by Top Sales World, January 2020.In this episode, we discuss principles described in Tony Hughes' latest book "Combo Prospecting." You'll learn how you can leverage different marketing channels and your sales expertise to create a structured "SALES MACHINE" that attracts and converts clients into your brokerage business. We discuss in depth the following:Learn how to keep an overflowing pipeline.How to become the emotional favorite.The top selling tool for the digital age.What in the hell is a trigger event, and why they are the biggest secret in prospecting.The #1 combination approach to prospecting.Which hour is the Golden hour of Selling.Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFykFollow our Instagram Page 👉 https://bit.ly/36dYVe2 Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C 
New Year New Me?

New Year New Me?

2020-01-1300:36:28

 JOIN HEADS UP ADVISER FACEBOOK GROUPFOLLOW HEADS UP ADVISER INSTAGRAM PAGEVISIT HEADS UP ADVISER WEBSITELET'S MEET AT [SELF-FUNDING MASTERY] Many people in our industry choose to only learn through trial and error.They waste a lot of time and energy walking on the same paths, over and over again, while more mature brokers listen to advice, watch out the sharp edges, and spend the same time prospecting and growing their business.If you're the second type, this episode is for you.The episode is short and to the point - so grab your note pad and pencil, pour yourself a cup of fresh coffee, and let's work on the future of your business together.Here's what we covered:The difference between GOALS and OUTCOMES.Why playing the Long Game always pays off.The secrets of the human brain: how to get in TOP 150 of your prospect's mind.What sacrifice you need to make along the way.How to reward yourself for your wins.SPECIAL INSIGHT: Smart Broker Advice Monster. 
In this episode, I and my good friend Hobson Carroll, who is a world-class actuary, talk about specific deductibles. We dig into setting the deductible - what types of deductibles we can utilize to mitigate risks and price them appropriately.As Hobson notes, for a lot of people in today's world, the specific seems to be the most important thing, because everyone realizes that individuals have large claims, and we don't want $2 million claims hitting the budget of the employer self-insured plan.But if you go back to earlier times when claims didn't get so big and stop loss insurance for self-insured plans was just sort of starting out - it existed in one form or another before that, but it was generally had different names. In reality, in the early days, it was referred to as individual excess risk insurance. And of course, the aggregate protection was known as the aggregate excess risk insurance, excess risk being the term used to describe what happens to the claims over a certain amount.Stay tuned as we delve into specifics of the specific deductible.Key Points of Discussion:Everyone realizes that individuals have large claims (1:23)Why employers use risk mitigation tools (3:23)Buying an individual stop loss policy (4:07)Bifurcating claims into two mutually exclusive and complimentary sets (5:04)Of actuarial tables and manuals (7:04)The self-insured plan is this big pot… (10:38)How much to raise the specific deductible to offset the trend increase (18:07)A fully insured product: When they talk about a trend increase… (18:54)It all depends on the sizes of the group, deductible and premium (24:59)The re-insurers know the tricks (28:21)Setting the aggregate attachment point (32:13)Learn more at: http://headsupadviser.com/
Join me as in this episode, I talk to my  client and good friend Gary Bender. Gary is a CFO for many years, probably more than he wants to admit to, but he's been around the block and back. He understands the world the CFO’s live in.Unlike most CFO's, he's actually an owner of a company as well, so he knows the ownership side. He also runs a group called CFO Solutions, that meets on a monthly basis to talk about best practices.We talk about what is the best way to convey a message from a marketing standpoint to a CFO and he shares exactly how we can get in front of the elusive CFO.⁣“I'd say to any broker: Find somebody that understands the CFO world and get in front of their groups. We do have CFO groups, they're rare. CFO’s are generally introverted. They’d rather be in the office and be out with 10 or 20 peers,” he explains.“They don't want to be in the spotlight, but they don't have egos. They have power and control, but they don't have egos,” Gary adds responding to an interjection.If you've been out there prospecting CFO's, then this is a must-listen so you understand...What are the different types of CFO’s? What’s their actual role? How do you get these guys in a room? What are brokers doing wrong in those meetings? How can you use their facts and history when you communicate with CFO’s?These are some of the key questions answered in this episode, so stay tuned.Key Points of Discussion:In 15 years, mean tenure of a private firm CFO down to 28 months from 84 (1:10)CEO’s realize they need a trusted adviser as CFO (1:44)The different types of CFO’s; the actual role of a CFO (2:18)Most of the top financial execs in private firms are controllers (3:01)Most firms need a strong controller and a super-strong CFO (3:19)Communicating with a controller vs communicating with a CFO (6:01)Change is a positive word and the CFO's going to understand that… (13:54)CFO’s know healthcare benefits are probably their third largest expense on their cost stack and they can't change pricing in the marketplace; their job is to manage the cost stack (16:01)Why are they not involved in managing the healthcare budget? (17:19)Most people in controllership or finance are not ‘people’ people (24:46)How do we prospect the CFO’s? (26:33)Getting these guys in a room: Don’t make it a selling event (30:16)Tips for brokers: Use their facts… (31:30)Understanding your information and defining your goals (34:39)Additional Resources:TheCFOSolution.org
In this episode, Craig and I walk you through the process of becoming a student of the game. You see, there’s this difference between the pros and the more experienced pros. There's always people who are better than the rest.I've admired Craig’s way of being a student of the game. I feel like I'm a student of the game. That's how I got good at things that I did.Meeting Craig and learning from him over time, I always thought: “Well, it's just a smart guy and he knows all this stuff already.”And then getting closer to him, being around him on the regular, I started to realize this guy's a student of the game. He's doing things on the weekends. He's doing things when nobody's looking.Stay tuned as we talk about why it is so important to be a student of the game in this business and we also zero in on the formula for success.Key Points of Discussion:Delayed gratification is a secret to being successful in anything (2:13)Be willing to do things unsuccessful people aren't and you’ll be a success (3:06)You’ve got to review your performance after you're done (5:21)Being able to walk away, take the sale away, and not be needy (6:38)About weekends, research, reading, and watching videos (7:36)Of sales and psychology books, and those on behavioral economics (10:22)Thinking about the gap between where I'm at and where I'd like to be (14:56)Finding the button that's going to make the heart connect with the brain (16:12)Focusing on what you're not great at, to get better (17:16)What they know about how human beings make decisions (18:58)Signing up for whatever made me uncomfortable and getting over it (22:03)Trying and finding a hot button with whoever I'm going to talk to (23:00)Craig on good books having fabulous ideas he can make money with (28:51)
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.They deal with different factors changing the face of healthcare insurance in the country, starting from the times when immunization drugs started to roll about and they passed Medicare and Medicaid to deal with the elderly and kids from poor families who couldn’t afford healthcare.They 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.And then they talk of the times when suddenly, there was a cash mill going on. Doctors and providers started seeing money coming in for populations that they previously couldn't count on for much money.And it was “Hey, we can charge more money because we can charge the insurance companies!”As the insurers improved the depth and width of their country, of their products, the marketplace adapted to it. The providers adapted to it.Stay tuned to dive deeper.Key Points of Discussion:Health insurance: One wants to pay a dollar in and collect more (0:38)It is expected of health insurance to cover high-cost rare event things (5:32)The early 60s: Start of healthcare insurance as a bigger dollar volume biz (10:37)The medical-industrial complex: We started to have more drugs (12:04)“We can charge more money… we can charge the insurance companies!” (12:55)Insurance companies setting those guidelines around rebates and things (24:35)All these so-called single-payer countries… (29:52)Failing by making patients not feel responsibility for anything they spend (33:48)Getting buyers to want the better benefits that most won't need or use (35:39)Starting in the mid-70s, general inflation and medical inflation were rising (37:55)Today, there are massive administrative costs (38:35)How’d an insurer compete in a market where everything is the same? (39:32)Going to the network doctor because it will cost you less… (42:21)The role of the advocacy and the administrative service (47:43)
This is the inaugural episode for the Heads Up Adviser podcast. This will lay the foundation for the various topics that we will cover on the podcast.--To learn more, check out The Heads Up Adviser website.
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