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 >> 

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Download Redmond Sherwood's Case Study -  400-Employee Healthcare Company Expanding Across the US
Implementing 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

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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 👉 https://bit.ly/37hJFyk

2. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C 

3. Subscribe on Youtube https://bit.ly/2QVutkY 

4. Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

SHOW SPONSOR - VIRTUE ALLIANCE
Join 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 US

Benefits 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 dealbreakers

NEXT STEPS: 
 

1. Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk

2. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C 

3. Subscribe on Youtube https://bit.ly/2QVutkY 

4. Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

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 👉 https://bit.ly/37hJFyk

2. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C 

3. Subscribe on Youtube https://bit.ly/2QVutkY 

4. Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

CLICK HERE TO DOWNLOAD Virtue Health Case Study - 400-EMPLOYEE HEALTHCARE COMPANY EXPANDING ACROSS THE US

"I thought the meeting went great. My presentation includes our company's history, location, experience, the logos of the clients we've won... Why does the prospect keep screening my calls after that?"

(a typical question in a broker's daily life).
 

Let's clarify: discovery work is not about the broker.

It's now about helping a prospect discover something about themselves, namely, WHY they should do something different. 

Bestselling authors advise, "Someone needs to bleed in the first line..." The more time it takes you to start that conversation, the less interested your client will be in what you have to say. 

Join John Sbrocco and Craig Lack tonight for the weekly episode of the Heads Up Adviser Show: "GETTING TO WHY." 

Here's what we'll cover: 

✔️ Why change? - give your prospects a good enough reason

✔️ Why now? - the timing is everything

✔️ What are the consequences? - give them a clear vision of the future

NEXT STEPS: 
 

1. Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk

2. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C 

3. Subscribe on Youtube https://bit.ly/2QVutkY 

4. Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

CLICK HERE TO DOWNLOAD Virtue Health Case Study - 400-EMPLOYEE HEALTHCARE COMPANY EXPANDING ACROSS THE US
 

This week we publish a special anniversary episode celebrating FIVE YEARS of broadcasting the Heads Up Adviser show.

These years brought us over 200 episodes and tens of thousands of downloads, putting us in the Top 30% of the podcast rating globally.

We watched the growth and development of our fellow brokers and received incredible reviews on the show.

Join John Sbrocco and Craig Lack as they remember their favorite episodes in this week's Livestream: "5 Years Anniversary Of The Heads Up Adviser Show."

Here's what we cover:

✔️ How it all started

✔️ Key takeaways of a 5-year journey

NEXT STEPS: 
 

1. Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk

2. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C 

3. Subscribe on Youtube https://bit.ly/2QVutkY 

4. Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

"Sales is the numbers game" - we've all been told that many times.

What this statement refers to is that more activity leads to more sales. But this still leaves you with questions like:

❓ What type of activity?

❓ How much activity?

❓ Is it possible to improve the outcomes from the action?

Of course, if you are going to play the numbers game, you have to KNOW the numbers. Crazy, right? Yet many brokers don't track any metrics at all.

We created this episode to change this pattern for you.

Get an alternative view of insurance prospecting and sales from John Sbrocco and Craig Lack in the new episode of the Heads Up Adviser Show: "THE NUMBERS GAME."

We'll cover:

✔️ Persistency in numbers

✔️ The math behind your prospecting activity

✔️  What do 84% of CEOs and VPs use to make purchasing decisions?

NEXT STEPS: 
 

1. Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk

2. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C 

3. Subscribe on Youtube https://bit.ly/2QVutkY 

4. Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

Reserve your seat at Virtue Health Stop-Loss Webinar
Date / Time: Tuesday, Aug 2 @ 2 pm EST. Only 56 seats left >> CLICK HERE

Regardless of how many years you spent prospecting and closing deals - you still may be in the first, second, or third phase of being a broker. 
 

Want to know where you're at? John Sbrocco and Craig Lack definitely know the answer to this question.
 

TUNE IN for this week's episode of the Heads Up Adviser Show - "The 3 Phases Of Being A Broker."" 

We'll cover: 

✔️ Defining three phases

✔️ Pitfalls of the transition

✔️ What is the end game of being a broker? 

NEXT STEPS: 
 

1. Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk

2. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C 

3. Subscribe on Youtube https://bit.ly/2QVutkY 

4. Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

Show sponsor - Virtue Health - the Stop-Loss Purchasing Consortium that allows you to share risk. You're joining a group of like-minded employers that are binding by the same risk-management strategies.

Get your 30 minutes with John Sbrocco and Crystal Hoarau >>  CLICK HERE

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"Don't confuse being ignored by being rejected" - Tony J. Hughes

Statistically, salespeople spend 70% of their time on things that can be done by a tech. This means that every person who has not leveraged the game-changing sales technologies works at least 2.5X times more than they should. 

Salespeople are so focused on being busy instead of being productive that they have no time to close the deals! 

And here's what it leads to... 

The bad news is: 1/3 of these salespeople will disappear within a decade. 

The good news is: there's a huge shift of capital for those who stay on the market... 

And now the great news: in this episode of the Heads Up Adviser Show, the Global B2B Sales Expert Tony J. Hughes will present his book "Tech-Powered Sales" and explain how to use technologies in your sales to get to the busy executives, CEOs, and CFOs. 

Now you get a chance to turn your prospecting into a "perpetuum mobile" with less effort and greater outcome. 

Here's what we cover: 

• What are "EQ" and "TQ" and why you can't sell without it
• How to create a level of value as opposed to "providing information."
• What should brokers do to keep from obsolete in the healthcare brokerage business?

Next Steps: 

1. Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk

2. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C 

3. Subscribe on Youtube https://bit.ly/2QVutkY 

4. Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

Show sponsor - Virtue Health - the Stop-Loss Purchasing Consortium that allows you to share risk. You're joining a group of like-minded employers that are binding by the same risk-management strategies.

Get your 30 minutes with John Sbrocco and Crystal Hoarau >>  CLICK HERE

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9.1% inflation rate. Probably the most "Googled" number today.

There's another interesting number that almost no one pays attention to - inflation has surged most since November 1981...

So if history repeats itself (which we all know it does) -  it's time to go back to the past to have a sneak peek into the future.

Join John Sbrocco and Craig Lack for this week's exclusive episode of the Heads Up Adviser Show: "9.1% Inflation Rate: What Now?"

Get insights on:

✔️ The order of consequences for your prospect's business

✔️ 1981, 2022, and 2023

Next Steps: 

1. Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk

2. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C 

3. Subscribe on Youtube https://bit.ly/2QVutkY 

4. Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk

Show sponsor - Virtue Health - the Stop-Loss Purchasing Consortium that allows you to share risk. You're joining a group of like-minded employers that are binding by the same risk-management strategies.

Get your 30 minutes with John Sbrocco and Crystal Hoarau >>  CLICK HERE

Don'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 2022? 

Let's find out. 

Join John Sbrocco and Craig Lack for this week's Heads Up Adviser show: "THE FOLLOW-UP: 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

1. Join Heads Up Adviser Facebook Group 👉 https://bit.ly/37hJFyk

2. Visit Heads Up Adviser Website 👉 https://bit.ly/36cYv7C 

3. Subscribe on Youtube https://bit.ly/2QVutkY 

4. Subscribe and Listen to Heads Up Adviser Podcast https://apple.co/35GRMDk