Shows
Heads Up AdviserStories of Going LongThank 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. Tactics for taking calculated...2024-08-0622 minHeads Up AdviserDo You Deserve to Win?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 t...2024-07-3017 minHeads Up AdviserHow to Overcome The Dopamine Addiction Ruining Your SuccessIn 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 environment impacts your successDon’t miss this conversation where we share genuine advice a...2024-07-2421 minHeads Up AdviserHow to turn fear of failure into fuel for SuccessIn 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...2024-06-2520 minHeads Up AdviserWhy Darren Hardy calls B.S. on Finding Your PassionIn 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- Ado...2024-06-1916 minHeads Up AdviserClose 20K LIVES in 20 Minutes 🔥🔥🔥 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 edge 4. Using storytelling to captivate and convert 5. How to handle objections like a...2024-06-1130 minHeads Up Adviser"Thank You For Your Business" - Thanksgiving SpecialThanksgiving 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 → https://www.youtube.com/headsupadviser🌐 Facebook Group → https://bit.ly/huagroup📖 Broker's Guide...2023-11-2220 minHeads Up AdviserBroker's Rally Cap - How To Finish The Year StrongReady 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 closes those deals everyone else thought we...2023-11-1320 minHeads Up AdviserMoney Smart - Tax Strategies For Brokers - with Eric Nghiem👉 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 High Stakes Advising 2023🔥 ➡️_______We're excited to present our latest episode of the Heads Up Adviser Podc...2023-07-2424 minHeads Up AdviserConverting Fully Insured Prospects - with Chad BurdoCLICK 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 him. In our conversation, Chad shares his insider tips and str...2023-07-1725 minHeads Up AdviserBroker's Guide: The Renewal MeetingCLICK 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 meetings. Kickstart this process with John Sbrocco and Craig Lack on this...2023-07-0335 minHeads Up AdviserMeet The CFO - with Gary BenderCLICK 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 gives us an insider's view of the CFO's world. But he doesn't stop...2023-06-2836 minHeads Up Adviser2023 Reports For Your Health Insurance Renewal MeetingClick 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 the reasons for health insurance increases for corporate clients. John Sbrocco and Craig Lack dive deep into the world...2023-06-1924 minHeads Up AdviserThe Numbers Behind A Winning Self-Insured Plan - with Kevin O'KaneClick 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_____Download "Broker's Guide To Mastering ChatGPT >> Get prompts for social media campaign and email marketing campaign for brokers._____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 poin...2023-06-1244 minHeads Up AdviserChatGPT For BrokersJoin The #1 Sales And Marketing Event For Healthcare Brokers - High Stakes Advising 2023 🗓️ AUG 14-15 | 2023🔖 Hard Rock Hotel and Casino, Hollywood, FLDiscover the Prospecting Sales, and trends for insurance brokers to dominate the market in the next 5 years. Immerse yourself in 2 days of non-stuffy expert intense learning and networking sessions delivered by industry leaders in healthcare, marketing, business, sales, and more. CLICK HERE to reserve your spot. ___________ChatGPT has taken the world by storm and has managed to become the fastest-growing application in the world in a shockingl...2023-06-0624 minHeads Up AdviserProspecting In Recession For Insurance Brokers - with Lydia BishopJoin The #1 Sales And Marketing Event For Healthcare Brokers - High Stakes Advising 2023 🗓️ AUG 14-15 | 2023🔖 Hard Rock Hotel and Casino, Hollywood, FLDiscover the Prospecting Sales, and trends for insurance brokers to dominate the market in the next 5 years. Immerse yourself in 2 days of non-stuffy expert intense learning and networking sessions delivered by industry leaders in healthcare, marketing, business, sales, and more. CLICK HERE to reserve your spot. ______CLICK HERE To Download "Broker's Guide To Mastering The Follow-Up"Learning follow-up methods is a game changer and a way to dominate yo...2023-05-3029 minHeads Up AdviserSkyrocket Your Sales Performance - with Wendy WeissDiscover the Prospecting and Sales trends for insurance brokers to dominate the market in the next 5 years.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🕊️ Super Early Bird Tickets are currently available at a 61.5% discount!CLICK HERE to grab your ticket before the Super Early Bird flies away!_____Anyone can have a good sales month — but a high-performing salesperson and sales team can meet or exceed expectations for an extended period through different sets of economic circumsta...2023-05-2227 minHeads Up AdviserFreelance Fever: A Smart Way To Outsource Marketing & Sales For BrokersIf you’ve never done it before, figuring out how to hire a freelancer can be a bit overwhelming. Should you hire a freelancer from your own network? Use a freelance platform like Fiverr or Upwork? Or maybe there is some secret method to hire a freelancer that you don’t know about yet?In this episode, John Sbrocco, Craig Lack, and Margo White talk about the nuances of outsourcing your daily tasks to freelancers and the obstacles you might face along the way. TUNE IN for this week's episode of the Heads Up Adviser Show...2023-05-1536 minHeads Up AdviserHow To Revive Last Year's ProspectsDiscover How Brokers Are Winning 10 Accounts A Year With This New Sales Strategy >> CLICK HERE TO JOIN THE MASTERCLASSDon'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 prospected them for two years straight. They were not ready for major change at first, plus their Fully Insured renewal was quite "okay.". But the second year, I reached out to them 4 months before the renewal - and t...2023-05-0828 minHeads Up AdviserExplore True Wealth - with Bret MagpiongDiscover How Brokers Are Winning 10 Accounts A Year With This New Sales Strategy >> CLICK HERE TO JOIN THE MASTERCLASSJoin the waitlist for Bret Magpiong's book "The Delta Theorem" coming out on May 23rd >> CLICK HERE TO JOIN THE WAITLIST__________Becoming truly wealthy starts by coming alive, making a difference, and creating value.And when we add value, we generate wealth — only this is the kind of wealth that integrates the financial with the mental, spiritual, relational, physical, and temporal dimensions of life.In this episode of the Heads Up Adviser Show, ou...2023-05-0140 minHeads Up AdviserHow To Progress Through Your NetworkDiscover How Brokers Are Winning 10 Accounts A Year With This New Sales Strategy >> CLICK HERE TO JOIN THE MASTERCLASSYou've probably heard the saying: "Your network is your net worth." That's because networking is a crucial aspect of professional development and career progression. It can help you connect with industry experts, potential mentors, and job opportunities. However, building a strong network can be daunting, especially if you are new to the field or lack experience.✔️ Get a taste of the lifestyle✔️ You don't have to meet new people: how to make most of your existing...2023-04-2421 min
Heads Up AdviserBroker's GambitJoin Virtue Health LIVE Workshop - "A New Strategy For Selling Self-Funding In 2023" >>CLICK HERE TO REGISTER NOW In this thrilling episode of "Insurance Broker's Gambit," listeners are taken on a captivating journey into the fast-paced world of insurance brokerage business. Drawing inspiration from the popular TV series "Queen's Gambit," this podcast episode gives clear instructions to brokers who plan to beat the competition and win the game. Queen's Gambit provides a great analogy for the experience of many brokers.* unremarkable and alone* addicted* study and repetition hones skills...2023-04-1734 minHeads Up AdviserSpring Cleaning Your Business: Tips for a Fresh Start This Easter SeasonStart Spring Cleaning Your Business by joining Virtue Health LIVE Workshop - "A New Strategy For Selling Self-Funding In 2023" >>CLICK HERE TO REGISTER NOW ______CLICK HERE To Download "Broker's Guide To Get Past The Gatekeeper"______With spring in full swing, it's the perfect time to give your brokerage business a thorough cleaning and get it in shape for the rest of the year.In this episode, John Sbrocco and Craig Lack will share practical tips and strategies for spring cleaning your business, from decluttering your workspace to reviewing your b...2023-04-1023 minHeads Up AdviserHow To Follow Up Without Being AnnoyingCLICK HERE To Download "Broker's Guide To Get Past The Gatekeeper"In the world of the healthcare brokerage business, we have bigger prospects, multiple decision-makers, and a much longer sales cycle. Thus, following up with prospects can make or break a deal. Surprisingly enough, many brokers still struggle with the art of following up - they either come off too strong, or they don't follow up enough, which results in missed opportunities. In this episode, Craig Lack reveals the best practices for following up with prospects and getting multi-million dollar contracts by turn...2023-04-0317 minHeads Up AdviserBrokers vs GatekeepersClick Here To Download "Broker's Guide To Get Past The Gatekeeper" >>_______________The people you really need to get a meeting with have people paid to be skeptical of meeting with you.Essentially, gatekeepers hold the key to B2B sales success for brokers. If you can't convince a gatekeeper you're important, you can kiss the sale goodbye. If this is something you struggle with, have no fear. In this episode, John Sbrocco and Craig Lack will uncover some methods and statements to help you bypass the gatekeepers and even turn them into y...2023-03-2728 minHeads Up AdviserClaims: How To Control ThemHealthcare brokers play a vital role in helping clients understand and navigate the claims process and resolving any issues that may arise.In this episode, Craig Lack explores the ins and outs of health insurance claims from broker's standpoint. He addresses some common misconceptions about health insurance claims and how preparation work factors into the claims process.Whether you're a healthcare broker looking to improve your skills or a consumer looking for guidance on how to navigate the world of health insurance claims, this episode is sure to provide valuable insights and practical tips from...2023-03-2032 minHeads Up AdviserThe Art Of Business - with Hollywood Acting Teacher Jocelyn JonesWant 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 → https://www.youtube.com/headsupadviser 🌐 Facebook Group → https://bit.ly/huagroup📖 Broker's Guide → https://virtuealliance.com/28-reasons/🎓 Webinar→ https://bit.ly/sfstrategy2023🪩 Work with us - https://virtuealliance.com/demo/________Jocelyn Jones is one of Hollywood's most prized secret weapons.A legendary acting teacher, coach, and artistic advisor to the stars, she has served as a confidential Creat...2023-03-1328 minHeads Up AdviserSpeak Up! - with Peter GeorgePublic speaking in the brokerage business can be a huge lead-generation source. It can quickly expand your influence, build authority, and help you reach the C-Suite without extra effort. However, sometimes, the only thing that stands between you and your audience is fear. Luckily, our guest Peter George knows how to overcome it. As an award-winning author, public speaking coach, speaker, and podcast host, Peter specializes in helping professional public speakers, authors, consultants, and executives be calm, confident, and credible every time they speak in public — whether they’re speaking on stage, presenting in meetings...2023-03-0631 minHeads Up AdviserChoose Your Words CarefullyCLICK HERE TO DOWNLOAD "6 Habits Of Top-Performing Brokers." Sales Insights Lab analyzed 23,900 sales conversations, comparing the conversations of top performers to those of everyone else. Learn what the top reps are doing differently to set themselves apart and consistently exceed their sales targets_______Words are more powerful than you can imagine, so it is essential to choose them wisely. They can carry us to far-off, unique places, help us close deals, build the book of business, and strengthen our relationships. Unfortunately, our words can also lead us to places we wish we ha...2023-02-2717 minHeads Up AdviserWhy Changing Your Circle Can Make You RichCLICK HERE TO DOWNLOAD "6 Habits Of Top-Performing Brokers." Sales Insights Lab analyzed 23,900 sales conversations, comparing the conversations of top performers to those of everyone else. Learn what the top reps are doing differently to set themselves apart and consistently exceed their sales targets___________They say you're the average of 5 people you spend most of the time with. You are surrounded by those ideas, belief systems, and... lifestyles. Are you struggling to awaken your inner beast and get motivated to tackle your goals head-on? Chances are, your environment has a bigger impact on yo...2023-02-2034 minHeads Up Adviser6 Habits Of Top-Performing BrokersThere is a staggering difference between an average broker and a good one. Average brokers hit their quota - most of the time - while good ones don't just consistently hit; they have blow-out months and quarters. However, a lot of the broker's time goes into the busy work, and only a small percentage of the day-to-day is spent actually selling. This raises the question that John Sbrocco and Craig Lack are going to answer in this episode: How can you become a Top Performing Broker? The recent report analyzed 23,900 sal...2023-02-1333 minHeads Up AdviserEscaping Groundhog Day - with Bill UtnageBrokers may not relive the same day as literally as the fictional Phil Connors, but repeating a mistake can certainly feel like an unfortunate case of déjà vu. In this episode, Craig Lack and Bill Utnage share a step-by-step process to escape Groundhog Day, talk about the Referrability Roadmap, how to transform your brokerage company, and create the business you have always dreamed of! Key Points of This Discussion:✔️ "The Referability Roadmap." - to-the-point instructions on how to build your referral-based business or a referral-based book of business. ✔️ Your Network is yo...2023-02-0543 minHeads Up AdviserBuilding An Ultimate Sales Machine For BrokersTUNE IN for this week's episode of the Heads Up Adviser Show: "Building An Ultimate Sales Machine For Brokers." In under 30 minutes, John Sbrocco and Craig Lack highlight key sales and marketing strategies for running and turbocharging a successful brokerage business. Get insights on: ✔️ How to develop your "core story"✔️ Topics for digital assets to boost your conversion✔️ Outbound marketing that leads to sales____ Want more Heads Up Adviser? 🏆 Become an Insider → https://headsupadviser.com...2023-01-3032 minHeads Up AdviserCEO/CFO/HR Meeting Scripts To Change Your Sales GameThe insurance broker business is challenging. It's time-consuming and filled with rejection. And if you reach the right lead, you'll have very few precious moments to explain the value of your option to them properly. In this episode, John Sbrocco and Craig Lack compiled 3 powerful scripts for your upcoming meetings with CEOs, CFOs, and HRs. Tune into a masterclass from experts with over 50 years of combined experience in the health insurance business. With these templates, you can start your own scripts, improve your existing ones, and refresh your techniques. Her...2023-01-2333 minHeads Up AdviserB2B List Building: How To Generate Contact and SalesAs B2B sales become increasingly sophisticated these days, brokers need to invest greater time and resources into outbound marketing and targeted lead generation.B2B list building aims to create a highly accurate and targeted list. You don't want to spend weeks or even months emailing a lead on your list only to realize that this person isn't a good fit for your product or that they're no longer working at the company.In this episode, we'll uncover some of the best strategies to help you generate as many new B2B sales leads...2023-01-1630 minHeads Up AdviserNew Year 2023, New MeNew Year's resolutions tend to be made in contrast to our existing habits. Bad habits stick with people because they have immediate benefits, like making us feel better in the short term. Everybody wants "NOW" - i.e. quick, almost guaranteed results, even if they are brought by the habits that damage life, health, and career. Most people tend to overestimate how easy it is to change their behavior. They calm their inner doubts with the promises to achieve their goals "one day," and this day never comes. Before introducing new habits into your life, yo...2023-01-0945 minHeads Up AdviserCombo Prospecting - with Tony J. HughesSalespeople are so focused on being busy instead of being productive that they have no time to close the deals! 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 Awarded by Top Sales World) COMBO PROSPECTING on the Heads Up Adviser Show.Learn how to leverage different marketing channels and your sales expertise. Create a structured "SALES MACHINE" that attracts and converts clients into your broke...2023-01-0250 minHeads Up AdviserThe Backyard of The Ranch - With Ed Jacobson & Hobson CarrollThis 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.Ed and Hobson 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.They remember the times when suddenly, there was a cash mill going on. Doctors and providers started seeing money...2022-12-2651 minHeads Up AdviserThe Insurance Ranch Part III - with Ed JacobsonWhat is the TPA revenue from all sources? How much do providers get? Why the healthcare system isn't built to cure? These and other questions were raised in our conversation with Ed Jacobson.Get ready for the final - Part III - of "The Insurance Ranch" with Ed. Grab your favorite drink, a pen, and paper, and take notes for your ultimate meetings in 2023. In the final chapter of "The Ranch," we'll cover:✅ What is the reasonable ROI for a TPA?✅ Uncovering every single fee behind a self-f...2022-12-1950 minHeads Up AdviserThe Insurance Ranch Part II - with Ed JacobsonWant 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 → https://www.youtube.com/headsupadviser🌐 Facebook Group → https://bit.ly/huagroup📖 Broker's Guide → https://virtuealliance.com/28-reasons/🎓 Webinar→ https://bit.ly/sfstrategy2023🪩 Work with us -> https://virtuealliance.com/demo/ Some time ago, I was hanging out at the ranch with the legend of the self-funded insurance world - Ed Jacobson and convinced him to sit down and continue...2022-12-1225 minHeads Up AdviserThe Insurance Ranch Part I - with Ed JacobsonEdward Jacobson has been involved in the Design and Third Party Administration of self-insured employee benefit plans since... 1975. We invite you to take a walk with us on "The Insurance Ranch."This episode is filled with training, advice, and wisdom direct from Ed's Texas ranch right to you. The employer said: "God, I love these numbers! The logic is unquestioned. I don't want to do it."So I asked, "Why don't you want to do it?" He was the CFO.He responded, "Because I don't wa...2022-12-0526 minHeads Up AdviserThe Attitude of Gratitude (Thanksgiving Special)On eventful days, gratitude flows seamlessly like a stream. But how do you feel grateful when you don't have obvious reasons for it?Join John Sbrocco and Craig Lack for a special Pre-Thanksgiving episode of the Heads Up Adviser Show: "THE ATTITUDE OF GRATITUDE." We cover: 🍁 How gratitude impacts your income & results🍁 Natural progression of events in the brokerage business 🍁 Present moment awareness_Want More Heads Up Adviser? 🏆 Become an Insider → HeadsUpAdviser.com🎙️ Podcast → Subscribe on Apple Podcast | Subscribe on Spotify💡 Bl...2022-11-2127 minHeads Up AdviserGET SH*T DONE for Insurance Brokers with Jeffrey GitomerDraw 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...2020-06-2932 minHeads Up AdviserSetting The Hook: A Blueprint For The First MeetingIt'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 Bl...2020-06-2241 min
Heads Up AdviserFANOCRACY with David Meerman-Scott: Turning Prospects Into Raving FansIt'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 enjo...2020-06-1525 minHeads Up AdviserHow To Eat Your Way To SuccessDid 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 back...2020-04-2029 minHeads Up AdviserHow To Run A Benefits WebinarDOWNLOAD 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...2020-04-1339 minHeads Up AdviserLet's Get Specific With Hobson CarrollIn 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 g...2019-12-2637 min