Heads Up Adviser

Thank you to our sponsor: Virtue Health.On Today's Episode: Why do you need to play the long game in a world chasing quick wins? It's easier to stay with the same book of business every year than reinventing and betting on yourself to earn more in the long run.Welcome to a new episode where industry experts John W. Sbrocco and Craig Lack reveal how to thrive in the health insurance industry by playing the long game.Key Takeaways: The benefits of delaying instant gratification for your business. Tactics for taking calculated risks and investing in your future. How to build a million-dollar business after major setbacks. How to leave stability for opportunity today.Whether you're dealing with high client demands, market competition, or financial uncertainty, this episode provides the tools to overcome that.Show Sponsor: virtuealliance.com Follow Heads Up Adviser: Facebook group: https://www.facebook.com/groups/headsupadviser Website: https://virtuealliance.com/heads-up-adviser/ Follow John Sbrocco: LinkedIn: https://www.linkedin.com/in/johnwsbrocco/ Follow Craig Lack: LinkedIn: https://www.linkedin.com/in/craiglack/ Website → https://catilizehealth.com/  

In this episode of Heads Up Adviser, John W. Sbrocco and Craig Lack challenge the concept of winning in both business and life.This episode is packed with insights that will make you reflect and redefine your success.Here's a sneak peek:-How time changes your definition of winning -Why people get wired to believe their past is their future -How brokers can package themselves and win the market -The reason simplicity sells: it avoids overwhelming clients -Why, if you want to win, you need to do what losers won't do  Don't miss this discussion that questions whether you really want to win or need to win.Show Sponsor Virtue Health → https://virtuealliance.comFollow Heads Up Adviser: Youtube → https://www.youtube.com/headsupadviserWebsite → https://virtuealliance.com/heads-up-adviser/Facebook group → https://www.facebook.com/groups/headsupadviserFollow John W. Sbrocco: LinkedIn → https://www.linkedin.com/in/johnwsbrocco/Website → https://virtuealliance.com/Follow Craig Lack: LinkedIn → https://www.linkedin.com/in/craiglack/Website → https://catilizehealth.com/

In this episode of Heads Up Adviser, John W. Sbrocco and Craig Lack uncover why some brokers after 5 years still have the same size book. The main reason? Short term dopamine.We touch on:How dopamine addiction (social media and distractions) impacts your businessSteps you can start taking today to break free from feeling miserableHow a 20% increase in efficiency can double your revenueWhy, when you make more money, you need more “No's”The cycle of short-term pleasure vs. long-term goalsWhy your environment impacts your successDon't miss this conversation where we share genuine advice and personal stories that will help you recognize and manage your dopamine triggers.Whether you're looking to boost your efficiency, increase your revenue, or find more fulfillment in life, this conversation has something for you.Show Sponsor→ https://virtuealliance.com Follow Heads Up Adviser: Facebook group → https://www.facebook.com/groups/headsupadviser Youtube → https://www.youtube.com/headsupadviser Website → https://virtuealliance.com/heads-up-adviser/LinkedIn→ https://www.linkedin.com/company/virtuehealthFollow John W. Sbrocco: LinkedIn → https://www.linkedin.com/in/johnwsbrocco/ Website → https://virtuealliance.com/Follow Craig Lack: LinkedIn → https://www.linkedin.com/in/craiglack/ Website → https://catilizehealth.com/

In this episode of Heads Up Adviser, Craig Lack and John Sbrocco discuss daunting topics of failure and fear in business, sharing their personal experiences and insights.We touch on:- Why failure feels devastating and how to flip the script- How to use failure and fear as a motivator rather than a deterrent- Simple steps to reprogram your brain for success in business and life- How to catch negative thoughts and replace them with productive ones- The difference between micro failure vs. macro failure- Overcoming social anxiety post-COVIDDon't miss this conversation where we explore fear in business, relationships, and personal challenges, stressing why we need to push through discomfort and be introspective.We also address social anxiety post-COVID and overcoming self-limiting beliefs, offering practical tips for personal and professional growth.Show Sponsor→ https://virtuealliance.comFollow Heads Up Adviser:Facebook group → https://www.facebook.com/groups/headsupadviserYoutube → https://www.youtube.com/headsupadviserWebsite → https://virtuealliance.com/heads-up-adviser/ Follow John W. Sbrocco:LinkedIn → https://www.linkedin.com/in/johnwsbrocco/Website → https://virtuealliance.com/Follow Craig Lack:LinkedIn → https://www.linkedin.com/in/craiglack/Website → https://catilizehealth.com/ 

In this episode of Heads Up Adviser, Craig Lack, and John Sbrocco discuss why passion alone won't cut it in sales and business. We touch on:- The reality of passion in work and self-employment- Why you don't need to love every aspect of your work- Importance of discipline and habits- Embracing discomfort in self-employment- Finding purpose and excitement in work- Overcoming challenges for success- Shifting your mindset to overcome obstacles- Adopting a "savage" mentality for success in a competitive market Don't miss this conversation where we explore the reality behind the “passion” myth. Why discipline is the true driver of success, why having a clear purpose is key: whether it's helping others or providing for your family. And why you need to embrace discomfort and adopt a resilient mindset to achieve success in a competitive market. Heads Up Adviser:Facebook group → https://www.facebook.com/groups/headsupadviserYoutube → https://www.youtube.com/headsupadviserWebsite → https://virtuealliance.com/heads-up-adviser/ Follow Craig Lack:LinkedIn → https://www.linkedin.com/in/craiglack/ Follow John W. Sbrocco:Website → https://virtuealliance.com/ LinkedIn → https://www.linkedin.com/in/johnwsbrocco/

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

Ready to ignite your motivation, supercharge your energy, and secure those game-winning prospects in Q4 / 2023?John Sbrocco and Craig Lack curated expert insights and motivational tips to empower you to finish the year strong.Picture this – turning the tide, snatching deals out of the jaws of defeat, and wrapping up Q4 like a champ. Yeah, that's the vibe, and this episode is your backstage pass to making it happen.Get ready to absorb real talk and insider tips on how to be the hero who swoops in and closes those deals everyone else thought were impossible. We're talking about strategies that'll have your competitors scratching their heads, wondering how you pulled off that epic turnaround.____Want more Heads Up Adviser?  

CLICK HERE to download "Broker's Guide To Meeting The CFO" from Virtue Health and Gary Bender >> ______Meet Chad Burdo at the #1 Sales & Marketing Event For Healthcare Brokers - High Stakes Advising 2023

CLICK HERE to download "Broker's Guide To Meeting The CFO" from Virtue Health and Gary Bender >> ______Meet Gary Bender at the #1 Sales & Marketing Event For Healthcare Brokers - High Stakes Advising 2023

CLICK HERE to download "Broker's Guide To Meeting The CFO" from Virtue Health and Gary Bender >> ______Meet Gary Bender at the #1 Sales & Marketing Event For Healthcare Brokers - High Stakes Advising 2023

Click Here To Join The #1 Sales And Marketing Event For Healthcare Brokers - High Stakes Advising 2023 

Click Here To Join The #1 Sales And Marketing Event For Healthcare Brokers - High Stakes Advising 2023 

Join The #1 Sales And Marketing Event For Healthcare Brokers - High Stakes Advising 2023 

Join The #1 Sales And Marketing Event For Healthcare Brokers - High Stakes Advising 2023 

Discover 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 

If 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 "Freelance Fever: A Smart Way To Outsource Marketing & Sales For Brokers." Here's what we cover: ✔️ What tasks can you outsource in the brokerage business✔️ Major platforms - Fiverr and Upwork, and geographic preferences when looking for a freelancer✔️ What you need to prepare before hiring a freelancer_____ Want more Heads Up Adviser?  

Discover 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 they said: "Yes, we would like to look at it." That's how I closed the deal."                                                    (Virtue Hunters Club Broker)                                                                   Does this mean good things still come to those who wait? Could your last year's prospects become your ultimate opportunity in 2023? Let's find out. Join John Sbrocco and Craig Lack for this week's Heads Up Adviser show: "How To Revive Last Year's Prospects." Here's what we'll cover: ✔️ Evaluating failures: how to do things differently and avoid repeating previous mistakes✔️ Start strong: the first reach out after a year of silent mode____Want more Heads Up Adviser?  

Discover 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, our guest Bret Magpiong will share insights from his upcoming book "The Delta Theorem: An Innovative Framework for Being Fully Alive and Truly Wealthy."Bret has dedicated his entire professional life to either advising executives, entrepreneurs, professional athletes, and entertainers or as a C-Level executive for various firms and partnerships. Many individuals and companies he advised have been recognized on the Forbes 400 and Fortune 500 listings. In this episode, we cover:✔️ Defining "true wealth"✔️ How to align finances with your values✔️ The Delta Theorem____Want more Heads Up Adviser?  

Discover 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 business environment✔️ Things you need to progress in your career ___Want more Heads Up Adviser?  

Join 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* better skills equals higher stakes* mastery makes you feel in controlLearn the moves of the Masters and discover the holes in your strategy because 'checkmate' means there's only one winner! CLICK HERE To Download "Broker's Guide To Get Past The Gatekeeper" ________Want more Heads Up Adviser?  

Start 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 business goals and priorities. Here's what we'll cover: 

CLICK 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 turning simple follow-up into a habit. TUNE IN to the episode "How To Follow Up Without Being Annoying."  Here's what you'll learn in

Click 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 your ambassadors!  Here's what we'll cover: ✔️ Who are the Gatekeepers, really? ✔️ How does the Gatekeeper help you to close the sale✔️ Useful tips and phrases when talking to the Gatekeeper _____ Want more Heads Up Adviser?  

Healthcare 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 a broker with 40+ years of experience in the field, that you can put to use today. So tune in now and join the conversation! ✔️ The answer's money. What's the question?✔️ The illusion of action in claims management✔️ How to take back control as a broker _____Want more Heads Up Adviser?  

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Public 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, or selling to prospects. TUNE IN for the Heads Up Adviser  episode: "Speak up!" with Peter GeorgeHere's what we'll cover:  ✔️ Perfect your delivery✔️ Master storytelling✔️ Know which message will resonate✔️ Connect with your audience before you even begin to speak  ______  Want more Heads Up Adviser?  

CLICK 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 had never visited. Why? Words are a means to express and describe our experiences to others. So, they always have emotions attached to them.In this episode of the Heads Up Adviser Show - "Choose Your Words Carefully," Craig Lack dives deep into the importance and meaning of words brokers use daily.  Here's what you'll discover:  ✔️ Common words, uncommon meaning✔️ Why you and your prospects may speak a different language______Want more Heads Up Adviser? 

CLICK 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 you than you think. In this episode, John Sbrocco and Craig Lack get granular on the social circle of insurance brokers and how it correlates with their income.  Here's what you'll learn:  ✔️ How we get stuck in the wrong circle✔️ 10 things that will happen to you when you change your environment✔️ Start with one. ______Want more Heads Up Adviser? 

There 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 sales conversations, comparing the calls and meetings of top performers to those of everyone else.  Get ready to take notes on what the top reps are doing differently to set themselves apart.  ✔️ What are "Conversation Switches," and why should you have them in every prospecting call✔️ How to engage prospects and make them stay longer on the meeting✔️ The questions that help you control the meeting______Want more Heads Up Adviser? 

Brokers 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 your Net Worth.✔️ Why success starts in your mind ✔️ The Secret Sauce of Consistency About Our Guest: Bill Utnage is an entrepreneur, coach, speaker, and author. Bill has owned and operated service-based businesses in the healthcare and real estate industries for over 30 years. He is the Founder of Damascus Road Coaching and Consulting and the Florida Regional Partner for Master Networks.Bill is the author of the Amazon Best Selling Book "The Referability Roadmap." He has worked with hundreds of business owners, helping them build a referral-based business while enjoying their life. ______Want more Heads Up Adviser? 

TUNE 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? 

The 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. Here's what you'll discover: ✔️ Your Buyer Persona and their 6 human needs ✔️ How to get CEOs and CFOs actively involved in health insurance issues✔️ Dealing with HRs and their resistance to change_____Want more Heads Up Adviser? 

As 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 as possible, grab their attention, and drive action.TUNE IN for the episode of the Heads Up Adviser Show "B2B List Building: How To Generate Contact and Sales" with John Sbrocco and Craig Lack. Here's what we'll cover: ✔️ How to search, filter and collect data✔️ Trial and error: DOs and DON'Ts of the targeted list building✔️ B2B Lead List Checklist ____ Want more Heads Up Adviser? 

New 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, you have to clean up the space for them. This means - letting go of the habits, events, and people that no longer serve you on the path to your BEST SELF. TUNE IN for the LIVE episode of the Heads Up Adviser Show "New Year, New Me" with John Sbrocco and Craig Lack. Get insights on how the winners plan a year ahead and how to turn your dreams and goals into reality in 2023! Here's what we cover: ✔️ Let it go. How to start making changes today✔️ Your environment, under a magnifying glass✔️ The power of discipline______ Craig Lack: "Your decision to make a change happens in an instant. And you'll never be the same. People always look to New Year's resolutions, stating, "I've got to do this..." and "I've got to do that..." And I look at it through the lens of - most success in life, strangely enough, isn't adding new stuff. And this is a paradox. You're going to get far more out of letting go of stuff, getting rid of stuff, bad ideas about money, fear of success - all these crazy belief systems that you might be unconscious about. But when you expose yourself to people, knowledge, information, systems, and processes that show you better ways to do things that allow you to get rid of things - growth can be exponential."  John Sbrocco:"You may be the best in the office, but doing everything on your own will never let you scale at a level beyond your possibilities and your schedule. A good example to describe this is when you ride a motorcycle, they teach you to keep your eyes ahead because that's where the bike goes. As soon as you start to look at what you're trying to avoid - you'll run into it. There are people who hit trees and various obstacles because when they go around them - they focus on those obstacles." _____ Want more Heads Up Adviser? 

Salespeople 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 brokerage business. Now you get a chance to turn your prospecting into a "perpetuum mobile" with less effort and greater outcome.  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. About Tony J. Hughes:  Best-selling author, keynote speaker and trainer#1 Sales Blogger Worldwide - Top Sales World Magazine#1 Sales Blogger Globally - Best Sales Blogger Awards#3 Global B2B Sales Expert & Thought Leader - Linkedln ____ Want more Heads Up Adviser? 

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.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 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!”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)_____Want more Heads Up Adviser? 

What 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-funded health insurance plan✅ Why is there no such thing as a "free market?"_______Want more Heads Up Adviser? 

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Edward 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 want to be the person to deny a claim..." We'll 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 ...and much more. https://youtu.be/mpcIolA1UdE Want more Heads Up Adviser? 

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:  

Show sponsor: Virtue Health.DOWNLOAD the latest KFF 2022 EMPLOYER HEALTH BENEFITS SURVEY that uncovers the numbers behind: premiums and worker contributionsself-funding factscost drivers of health insurancehigh-deductible health plans____Prospecting. Renewals. Countless meetings. Vendors. Providers. New deals. Rejections. Uncomfortable conversations... All of these events put brokers and advisers on an emotional rollercoaster, which may lead to burnout right in the middle of the busiest season. John Sbrocco and Craig Lack will help you overcome burnout and get all the processes back on track. TUNE IN for this week's episode of the Heads Up Adviser Show, and learn all about "Burnout Recovery."  Here's what we cover:  ✔️ How you lead yourself to burnout✔️ The "No Plan B" Strategy✔️ Change of activityNEXT STEPS:  1. Join Heads Up Adviser Facebook Group

ℹ️ THIS THURSDAY - Use our deck and self-funded solutions for your competitive advantage, Win Self-Funded cases, and convert prospects from Fully Insured with ease. CLICK HERE TO REGISTER FOR THE WEBINAR_____"For years, people lived at almost double-digit growth. As long as you could grow, the market rewarded you. The growth hides a lot of errors. In today's reality, I see 2023 being worse than 2022. Some CFOs absolutely agree with me; we're all very pessimistic right now. We hear about 8.7% inflation; I would've said 13%-14% from what we see in the corporate world. So this is the time to question Status QUO, especially when it comes to the third biggest cost in organizations - healthcare."Gary Bender founded "The CFO Solution" in 2015 with one goal in mind: to share and spread the best practices and processes for private company financial executives. He knows the tough problems CFOs are faced with because he's overcome them. Learn to shape the conversation with your prospects in this week's episode of the Heads Up Adviser Show with Gary Bender: "PITCH TO THE CFO."  You will learn: ✔️ The biggest challenges of 2023 for CFOs✔️ People first. Inflation second. Pricing third. ✔️ Key insights that will help you get CFO on your side_____Download Virtue Health Case Study -  400-Employee Healthcare Company Expanding Across the USImplementing a partially Self-Funding plan with the Virtue Health Consortium resulted in a 28% premium reduction or $1,954,921.60 in savings. CLICK HERE TO DOWNLOAD THE FULL VERSION

ℹ️ THIS TUESDAY - Use our deck and self-funded solutions for your competitive advantage, Win Self-Funded cases, and convert prospects from Fully Insured with ease. CLICK HERE TO REGISTER FOR THE WEBINARWhen renewal season comes around, most employers are seeking the same thing –

ℹ️ THIS TUESDAY - Use our deck and self-funded solutions for your competitive advantage, Win Self-Funded cases, and convert prospects from Fully Insured with ease. CLICK HERE TO REGISTER FOR THE WEBINARLearn how to remain motivated, hungry for new opportunities, and provide a better self-funding experience to your clients. John Millen, the Co-Founder and Managing Partner of the "Millen Group," made most of Virtue Health's training and turnkey program. 

HAPPENING THIS THURSDAY @ 2 PM EST - A NEW STRATEGY FOR SELLING SELF-FUNDING TO EMPLOYERS IN 2023.Gain access to the new sales deck that helps convert even the most skeptical prospects into long-term, loyal customers. Reserve your spot on the next Expert Session by Virtue Health. Learn how to overcome objections, grab attention, and convert new business from Fully Insured to Self-Funded with a team of experts right by your side. CLICK HERE >>____________When healthcare brokers don't like the outcomes they are experiencing, most choose to blame the global and local events for their lack of results. It's true that these factors exist and that they impact you. However, for every reason it's not possible, there are hundreds of people who have faced the same circumstances and succeeded.We've been told that the "success formula" doesn't exist. Craig Lack thinks differently. This week he shares a system that puts you in control of your own destiny. ✨TUNE IN✨ for the Heads Up Adviser Show episode: "E+R=O - Success Formula For Brokers." You'll learn:  ✔️ What you can and cannot control in your business✔️ How to turn the market events into an opportunity✔️ Emotional trigger and its impact___________ CLICK HERE TO DOWNLOAD VIRTUE HEALTH CASE STUDY - 120-EMPLOYEE FAMILY-OWNED COMPANY. 120 Employee Family Owned Company with 2 different plans had just got a 29% renewal rate from the fully insured carrier when they first reached out to our group. Employees – most of whom were living paycheck to paycheck – could no longer afford the overpriced and complicated healthcare plan. READ MORE >>  NEXT STEPS:  1. Join Heads Up Adviser Facebook Group

CLICK HERE TO DOWNLOAD THE FULL CASE STUDY FOR THIS EPISODE. 120 Employee Family Owned Company with 2 different plans had just got a 29% renewal rate from the fully insured carrier when they first reached out to our group. Employees – most of whom were living paycheck to paycheck – could no longer afford the overpriced and complicated healthcare plan. READ MORE >> ________________________HAPPENING THIS THURSDAY @ 2 PM EST - A NEW STRATEGY FOR SELLING SELF-FUNDING TO EMPLOYERS IN 2023.Gain access to the new sales deck that helps convert even the most skeptical prospects into long-term, loyal customers. Reserve your spot on the next Expert Session by Virtue Health. Learn how to overcome objections, grab attention, and convert new business from Fully Insured to Self-Funded with a team of experts right by your side. CLICK HERE >>________________________This week Heads Up Adviser welcomes our special guest, Chris Hopfer from Cimarron Consulting.Chris will share his experience of taking a 120-employee Blue Collar company from Fully-Insured to Self-Funded with Virtue Consortium Solution, which prevented the 29% renewal increase and got the accumulative savings of over $500,000.Learn how to provide better coverage, flat renewal, and enterprise-alike concierge service in our next episode: "Selling Self-Funding To Blue Collar Prospects" - with Chris Hopfer  Here's what we covered: ✔️ What does it take for an individual broker to compete with big box chain stores✔️ The specifics of working with Blue Collar clients✔️ Routine work, exceptional results__________________________NEXT STEPS:  1. Join Heads Up Adviser Facebook Group

We created Virtue Consortium to help you overcome each and every objection you will have with your prospects this fall. Learn how we help our top-performing brokers win new business, retain existing clients, and get an increased commission. Join Virtue Consortium LIVE Webinar with John Sbrocco this Tuesday, and discover "A New Strategy For Selling Self-Funding To Employers In 2023." Over 450 brokers registered. RESERVE YOUR SPOT NOW >> ___________________Download Redmond Sherwood's Case Study -  400-Employee Healthcare Company Expanding Across the USImplementing a partially Self-Funding plan with the Virtue Health Consortium resulted in a 28% premium reduction or $1,954,921.60 in savings. CLICK HERE TO DOWNLOAD THE FULL VERSION____________________What does a broker do to earn an additional $100,000 a year? Let's see. Make hundreds of calls, hold dozens of meetings, spend weeks studying prospects' business, create new offers, or... Get a $100K raise from his existing projects after the first year of self-funding with Virtue Consortium Solution.How is that even possible? John Sbrocco and our special guest for the show - Redmond Sherwood - answer this question in this week's episode - "WIN NEW BUSINESS with Redmond Sherwood." Redmond shares a powerful case study of how Virtue Consortium helped in winning a 400-employee company that got over $2M in savings and brought an unplanned $100K income to his agency.  NEXT STEPS:  1. Join Heads Up Adviser Facebook Group

SHOW SPONSOR - VIRTUE ALLIANCEJoin the webinar "Group Purchasing Stop-Loss As Broker's Competitive Advantage in 2023." Tuesday, Sep 13 / 2 pm EST. CLICK HERE TO REGISTER >>  CLICK HERE TO DOWNLOAD Virtue Health Case Study - 400-EMPLOYEE HEALTHCARE COMPANY EXPANDING ACROSS THE USBenefits renewal season is officially upon us. 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 week's episode of the Heads Up Adviser Show: "THE RENEWAL MEETING." Learn how to create a range of scenarios for the employer, provide them with choices, and - more importantly - give them certainty and clarity before the renewal date.  We covered:  ✔️ Re-selling last year's success✔️ Mastering uncomfortable conversations✔️ This year's dealbreakersNEXT STEPS:  1. Join Heads Up Adviser Facebook Group

CLICK HERE TO DOWNLOAD Virtue Health Case Study - 400-EMPLOYEE HEALTHCARE COMPANY EXPANDING ACROSS THE US In February, Amazon announced plans to expand Amazon Care to 20 additional cities, including New York, Chicago, Miami, and San Francisco. Less than 6 months later, the plans dramatically changed: Amazon will shutter the service after Dec. 31.  This event took the market by surprise, leaving many companies, brokers and clients with questions... Today we're going to answer some of them. Join John Sbrocco and Craig Lack for the special industry-related episode of the Heads Up Adviser Show: "Another One Bites The Dust: Amazon Care Shutdown."  Here's what we'll cover: ✔️ Amazon's primary goal and why they couldn't achieve it✔️ What signals does this event send out? ✔️ Opportunities for self-funding healthcare brokers NEXT STEPS:  1. Join Heads Up Adviser Facebook Group