Heads Up Adviser
Heads Up Adviser is a weekly show for top-performing insurance brokers who constantly improve their sales and marketing skills. Show hosts - John Sbrocco and Craig Lack share real-life stories, answer your questions and help you shorten your learning curve. Subscribe to the Heads Up Adviser Show today! http://headsupadviser.com/
Episodes
Lucas Siegel explains that a massive labor shortage and persistent stigma have made traditional therapy inaccessible for most working Americans. He details how Yuna, is bridging this gap by providing immediate, destigmatized, and affordable mental health support. With case studies showing 8x the engagement of a typical EAP, this conversation reveals the future of scalable mental healthcare.
Tune in to understand:
- Why record-high ...
Lee Lewis explains the "grass is greener" paradox: large employers feel they're too bureaucratic to innovate, while mid-market employers feel they lack the scale. He reveals how a new model is breaking down these barriers, bundling Fortune 100-level solutions and making them accessible to the mid-market for the first time.
Tune in to understand:
- Why the "Show-Up" model is the only effective way to implement Direct Primary Care.
- Ho...
Justin, a PBM industry insider, pulls back the curtain on the complex games that drive up pharmacy spend. He explains the critical difference between a PBM that claims to be “transparent” and one that is a true fiduciary, contractually bound to act in your best interest. This conversation moves beyond the misleading “spreadsheet game” of chasing rebates to focus on the one metric that actually matters: lowest net cost.
Tune in to un...
In this episode, John Sbrocco, Founder and CEO of Virtue Health, cuts through the industry jargon to give you a clear-eyed view of the current market. He breaks down the key factors driving medical inflation—from post-COVID utilization and provider consolidation to the staggering rise of catastrophic claims.
Listen to learn:
- The real story behind renewal increases and the key inflation drivers you need to explain to employers.
- W...
Natalia Gertsik, a scientific researcher turned commercial leader, shares her personal journey into precision medicine after navigating a friend's brutal brain cancer diagnosis. She explains why traditional care navigation falls short for complex cases and how PHM's unique approach to precision medicine is not just saving lives, but also delivering substantial cost savings for self-funded employers.
Tune in to understand:
- The ala...
A million-dollar book isn’t success anymore—it’s table stakes. In this episode, join business advisers John W. Sbrocco and Craig Lack as they reveal the specific habits and mindsets that drive brokers to multi 7-figure success and give you a practical roadmap to scale beyond your current limitations.
What we cover in this episode:
- Why million-dollar books are like million-dollar houses (not what they used to be)
- How to invest 8-12...
Are you tired of hearing "no" from prospects, even when your solution is a perfect fit?
The problem isn't your offer, it's human psychology. In this episode, we break down the core reasons clients resist change and give you a practical framework to overcome objections and finally get them to say "yes."
LEARN MORE: Heads Up Adviser: https://virtuealliance.com/most-recent/why-your-prospects-keep-saying-no/
Virtue Health: https://virtue...
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: T...
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 avoid...
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 business
- Steps you can start taking today to break free from feeling miserable
- How a 20% increase in efficiency can double your revenue
- Why, when you make more money, you need mor...
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 p...
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 ...
🔥 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-gatheri...
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.
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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 abso...
👉 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...
CLICK HERE to download "Broker's Guide To Meeting The CFO" from Virtue Health and Gary Bender >>
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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, h...
CLICK HERE to download "Broker's Guide To Meeting The CFO" from Virtue Health and Gary Bender >>
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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 s...
CLICK HERE to download "Broker's Guide To Meeting The CFO" from Virtue Health and Gary Bender >>
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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
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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...
🗓️ AUG 14-15 | 2023
🔖 Hard Rock Hotel and Casino, Hollywood, FL
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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"! 📈�...
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