Most Recent – Heads Up Adviser

How To Sell Via Zoom Conference

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Just like we use "Google it" to tell a person to look for something online, the equivalent of a face-to-face talk can soon be replaced with "Did you ZOOM it?"

We need to adapt to the existing reality. If you want to be more than a soulless email or message on the screen of your prospects or clients, you need to leverage video calls as soon as possible. And to do so, you need to be familiar with the ethics, rules, standards, and practical tools that will turn your ZOOM meeting into a real-life experience.

This week we've decided to give you a shortcut to mastering ZOOM calls, and there's no better way to do it than to invite a professional who's got over 15 years of experience in working on camera.

Jess Todtfeld is one of the leading communication and media training authorities in the US, who holds the Guinness record for being interviewed most times. He joined us on the Heads Up Adviser Show to talk about "HOW TO SELL VIA ZOOM CONFERENCE."

Here's what we cover:

Your pre-meeting checklist
How to set up your home studio & background
What to say and what NOT to say on camera
DOs and DON'Ts of the perfect presentation on ZOOM
How to use your real-life stories to make your point
The grand opening and grand closing of every video call

Don't forget to download your EMAIL MARKETING FRAMEWORK for free.

To a better you!

John Sbrocco and Craig Lack

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A Mind For Sales With Mark Hunter

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"Most people come reacting to the week. I want you to be proactively controlling the week."

The speaker, consultant, and author of 2 bestselling books on sales - Mark Hunter - is convinced that you CAN predict the outcome of your week based on its beginning.

After a mindblowing success of the "High-Profit Prospecting" and "High-Profit Selling," his new book, "A Mind For Sales," is dedicated to the rituals and habis that most successful people follow on a daily basis.

Today Mark Hunter is joining the Heads Up Adviser Show with the latest insights on the sales industry, simple but effective techniques, and specific case studies for the insurance brokers.

Here's what you will learn:

Monday Morning Rituals For Salespeople
What Is Your Value For Your Client
7 Things That Motivate You
Are You Prospecting Enough?
Inbound Marketing vs Outbound Marketing
The Salesperson Of Tomorrow

Don't forget to download your EMAIL MARKETING FRAMEWORK for free.

To a better you!

John Sbrocco and Craig Lack

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Direct vs Bundle With Dutch Rojas

Direct Contracts vs Bundle Procedures

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ACHIEVE HEALTH PLAN

It's scary to be a pioneer, especially in the healthcare industry.That's why most companies tend to choose "safe," and "tested" solutions that are already familiar to their employees.

However, some of us are not afraid to risk and present something new to the prospects and maybe even have an argument explaining our point of view.

Dutch Rojas is one of those in the front line, who went into the business of direct contracts and bundle procedures. And today, he's sharing his honest experience of dealing with the clients, his prospecting tips, and that thing he heads from a large Fortune 500 company.

TUNE IN for the latest episode of the Heads Up Adviser Show - "Direct vs Bundle with Dutch Rojas" to get the answers to major questions about direct contracts and bundle procedures, in casual friendly talk.

Here's what you will learn:

What is the difference between direct contracts and bundle procedures (and what they have in common)
What do companies in Silicon Valley want from healthcare
Is a bundle for maternity really a good idea?
Top problems you might face with bundle procedures
Virtual Primary Care explained

Don't forget to download your EMAIL MARKETING FRAMEWORK for free.

To a better you!

John Sbrocco and Craig Lack

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Proactive Reference-Based Pricing / Robyn Jacobson

Proactive Reference-Based Pricing

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ACHIEVE HEALTH PLAN

Robyn Jacobson was one of the speakers on the Self-Funding Mastery 2020, talking about insights of self-funded plans and how to avoid getting fired or sued when designing them.

So in this week's episode, we've decided to uncover the insights of designing and managing the most tricky... Reference-Based Pricing Plans!

Dig into the latest episode of the Heads Up Adviser Show [PROACTIVE REFERENCE-BASED PRICING], where John Sbrocco interviews Robyn Jacobson on all the pitfalls the broker has to pass on the way to a perfect RBP Plan.

This is not just an episode... It's training with real-life examples and specific advice that will allow you to be reasonable in negotiation with carriers, hospitals and clients.

Here's what you will learn:

The Reference-Based Pricing (RBP) in simple terms
What is pricing discrimination in RBP Plans, and how it affects both employers and hospitals
The fair reimbursement strategy for the RBP Plan
Safe harbors and dealing with the balance bills.

Don't forget to download your EMAIL MARKETING FRAMEWORK for free.

To a better you!

John Sbrocco and Craig Lack

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Sales vs Marketing

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ACHIEVE HEALTH PLAN

"Sales IS Marketing!" - No, it's not.
"I can grow my book of business just by focusing on sales / focusing on marketing!" - No, you can't.

Many brokers confuse these two statements when they reach out to their prospects. They think marketing expenses are too costly for them, and those who finally decide to use it in their business model, expect immediate and spectacular results.

And the truth is out there...

Dig into the latest episode of the Heads Up Adviser Show [SALES vs MARKETING FOR INSURANCE BROKERS], where John Sbrocco and Craig Lack break it down for you to simple statements and numbers.

Find out how to combine Sales and Marketing to get a maximum outcome, what are the activities you can start doing RIGHT NOW aat a low cost, that will bring you both short-term and long-term results.

You may think marketing activities are too costly for you brokerage company and you cannot afford it. Well, think about the cost of LOSING your existing and future clients, just because your competitor gave it a shot and has done a better job in it.

In this episode, you'll learn:

The difference between Sales and Marketing, and how to leverage both with minimal budgets
How to define your marketing goals
Marketin 1-2-3 for brokers
The content that SELLS
Talking conversion: how to convert your prospects into clients.

Don't forget to download your EMAIL MARKETING FRAMEWORK for free.

To a better you!

John Sbrocco and Craig Lack

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Email Marketing For Brokers

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ACHIEVE HEALTH PLAN

If someone offered you to invest $1 and get $44.25 in return, you would probably consider it unrealistic, if not scammy...

But according to the recent data, that's how much ROI is generated by Email Marketing Campaigns, which are proudly ranked first among marketing channels.

It turns out, if you're not leveraging email marketing in your insurance business, you're missing out on an incredible opportunity of attracting, warming up, and converting your prospects into clients... almost automatically!

Claim your FREE EMAIL MARKETING FRAMEWORK for Brokers HERE.

In this episode, you'll learn:

How brokers can leverage email marketing
The structure of a winning email campaign
What information do you need to prepare, to get an effective result?

Don't forget to download your EMAIL MARKETING FRAMEWORK for free.

To a better you!

John Sbrocco and Craig Lack

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IN THE TRENCHES with Kevin O’Kane: The Numbers Behind A Winning Self-Insured Plan

IN THE TRENCHES with Kevin O'Kane: The Numbers Behind A Winning Self-Insured Plan

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is it possible to keep your client from a rate increase for 20+ years?

(spoiler alert): YES.

Kevin O'Kane, the creator of SIHRA, who has over 45 years of experience in insurance, is confident that behind every great plan, there is a specific formula that can be taught, shared, duplicated and applied. At the same time, behind every plan that failed, there is ignorance of one or several elements of that formula.

While one part of brokers tries to stay in "safe haven" with Fully-Insured Plans, others follow simple but effective rules, that help them better protect their clients, and double their income at the same time.

In this episode of the "Heads Up Adviser" Show "IN THE TRENCHES with Kevin O'Kane: The Numbers Behind A Winning Self-Funded Plan" you'll learn the history and future of the Self-Funded Plans, and what is the simple formula of success on this market.

The episode is filled with insights on the Self-Funding Industry, as well as honest conversations and valuable opinions. In addition, you'll walk with us into Kevin's exclusive wine cellar and find out why sending gifts occasionally to your clients can grow your book of business.

Here's what we cover:

The actual stats behind every self-insured plan (and how you can use it to protect your clients)
Waiver Premium for Medical - how to play that trump card during your presentation
Is it possible to keep your clients from the rate increase for 20+ years?
Why the brokers still want to sell Fully-Insured Plans, and how you get a competitive advantage
Self-Insured vs Fully-Insured Plans

To a better you!

John Sbrocco and Craig Lack

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Sales Self Doubt

How To Deal With Sales Self Doubt

It's a natural thing in every salesman's life to ask themselves: "What am I doing in the sales world?" or "Am I ever going to sell again?". When you see that your calendar's not as full as it's supposed to be, or another deal drops off, you start thinking you're just not good enough.

This emotional roller coaster is a commonplace state among both new and experienced salesmen. When it comes to self-doubt, knowledge or past achievements don't matter. Even sales gurus whom you admire and learn from, admit that they feel insecure when things don't go the way they planned. However, successful salesmen know how to identify this state, control it, and use it for their advantage.

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.

To a better you!

John W. Sbrocco & Craig Lack

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IN THE TRENCHES with Derek Winn: Educating & [WINN]ing Clients

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ACHIEVE HEALTH PLAN

"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 their 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 years
How to clean up your list & increase the number of your clients
Why you can (and should) charge for every action
Different ways of learning new skills for busy brokers.

To a better you!

John Sbrocco and Craig Lack

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IN THE TRENCHES. The Formula For Closing Sales

IN THE TRENCHES - The Formula For Closing Sales

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ACHIEVE HEALTH PLAN

Would you make more calls, meetings, and follow-ups if you knew you were guaranteed a 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 equal importance.

In our latest episode with Paul Seegert, President of Greater Bay Insurance Agency, 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, then imagine you had to knock on 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 into numbers
Why WORK habits matter more than EFFECTIVENESS in sales
Knocking on the same door twice - how timing and consistency are correlated
How many times should you get rejected to reach your sales targets.

To a better you!

John Sbrocco and Craig Lack

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