fbpx
 

A Mind For Sales With Mark Hunter


 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 

A Mind For Sales With Mark Hunter

SUBSCRIBE

SHOW SPONSOR

"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

Recent Posts

Read More

Direct vs Bundle With Dutch Rojas


 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 

Direct Contracts vs Bundle Procedures

SUBSCRIBE

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

Recent Posts

Read More

Proactive Reference-Based Pricing / Robyn Jacobson


 
 
 
 
 
 
 
 
 
 
 
 
 
 

Proactive Reference-Based Pricing 

SUBSCRIBE

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

Recent Posts

Read More

Sales vs Marketing


 
 
 
 
 
 
 
 
 
 
 

Sales vs Marketing

SUBSCRIBE

"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

Recent Posts

Read More

Email Marketing For Brokers


 
 
 
 
 
 
 
 
 

Email Marketing For Brokers

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

Recent Posts

Read More

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

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

Recent Posts

Read More

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


 
 
 
 
 
 
 
 
 

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

"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

Recent Posts

Read More

IN THE TRENCHES. The Formula For Closing Sales


 
 
 
 
 
 
 

IN THE TRENCHES - The Formula For Closing Sales

​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

Recent Posts

Read More

New Year New Me? – Smart Broker Advice


 
 
 
 
 

New Year New Me? - Smart Broker Advice

There's no "sweet spot" in being a broker: you're either growing, or you're dying. Making plans, resolutions, and improving oneself year after year is non-optional in our business. And we love it. 

START FRESH with the episode [New Year New Me]. Get a portion of positive vibes, dive into the secrets of your prospect's behavior, and meet the Smart Broker Advice Monster. Tune in NOW! 

 
 
 
 
 
Many people in our industry choose to only learn through trial and error.
They waste a lot of time and energy walking on the same paths, over and over again, while more mature brokers listen to advice, watch out the sharp edges, and spend the same time prospecting and growing their business. 

If you're the second type, this episode is for you. 

The episode is short and to the point - so grab your note pad and pencil, pour yourself a cup of fresh coffee, and let's work on the future of your business together.

Here's what we covered: 

  • The difference between GOALS and OUTCOMES.
  • Why the Long Game of Business always pays off.
  • The secrets of the human brain: how to get in TOP 150 of your prospect's mind.
  • What sacrifice you need to make along the way.
  • How to reward yourself for your wins.
  • SPECIAL INSIGHT: Smart Broker Advice Monster.

Recent Posts

Read More

Let’s Get Specific With Hobson Carroll


 

Let's Get Specific With Hobson Carroll

Hobson Carroll is back on the podcast today! Hobson is a world-class actuary and we are sitting down to talk about specific deductibles.

 

We are going to dig into setting the deductible - what types of deductibles we can utilize to mitigate risks and price them appropriately. We may even get a whiteboard session to get really specific on specifics.

As Hobson notes, for a lot of people in today's world, the specific seems to be the most important thing, because everyone realizes that individuals have large claims, and we don't want $2 million claims hitting the budget of the employer self-insured plan. 

But if you go back to earlier times when claims didn't get so big and stop-loss insurance for self-insured plans was just sort of starting out - it existed in one form or another before that, but it was generally had different names. 

In reality, in the early days, it was referred to as individual excess risk insurance. And of course, the aggregate protection was known as the aggregate excess risk insurance, excess risk being the term used to describe what happens to the claims over a certain amount.

If you’ve ever had any questions on specifics and how to utilize them appropriately, stay tuned as we delve into specifics of the specific deductible.

Press play above to dive into the full episode! 

  • Additional Resources
  • Transcript

Recent Posts

Read More