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Sam. Foreign. Welcome back to BNI and the Power of One. Back with our weekly presentation reviews submitting, reviewing, submitted weekly presentations sent to through bnipower of1.com continue to send them in. So if you haven't done yours, I encourage you to do so with that. Today we are hearing from Alex Laraya. I'm probably saying that completely wrong. L A R A I A lar Raya Lararia. I'm going to go with Lararia. He says. Or she says. I don't really know. Alex can go either way. But I love your podcast. Thank you for all you do. I frequently quote your podcast as a resource that I share with my chapter. You are the chapter's education coordinator. Favorite role by far. If you ever get a chance to be the education coordinator, do so. My chapter is BNI Leaders. They're in Fort Lauderdale, which is in Broward County. We're a permanent online chapter, 32 members and growing proud to say we are ranked number three in our county, which is awesome and showcases again for those who don't believe online can work. Requires more discipline, but definitely can work. All right, we recently reduced our weekly commercial to 50 seconds from 60. Okay, so I'm just going to pick this line apart real quick. Weekly presentations. Don't do commercials in bni. I'm nitpicking, I'm busting, you know, chops. But it does matter. It sets a precedent and I would encourage your chapter to go back to 60 if you're only 32 members. But having said that, we'll time it at 50. All right, I have. I've altered, alternated various versions of the following two commercials in the last couple of weeks. I hold my chapters health insurance seat, but I'm not a health insurance salesman and the company I represent is Impact Health Sharing, which is not insurance by law. I'm required to make sure prospective clients know we are not health insurance. For this reason, I feel that I've confused many of my chapter members by saying health insurance alternative. But I work with them on one to ones to help them understand what that means and eliminate the confusion. For this reason, I've tried variations of my weekly commercial I'm gonna go presentation where I do and don't use the term health insurance alternative. Hence, I've included two of them for your feedback, please. I hope I'm not asking too much. Open to your direct feedback. I have thick skin, so let me have it. All right. Don't normally do two. We will do two. I'm going to do them both quickly. I'LL say option A, option B as you titled it, and then we'll review them kind of together. We'll start the timer two different times, see if they're on pace with that 50 seconds. Again, you and I will do it at different speeds, but it will be close enough. So here we go. Lariah Laraya. I'm going to get that. I'm definitely going to get that. All right, here we go. Good morning, BNI leaders. Alex, with Impact Health, your smarter, innovative alternative to health insurance. At Impact Health, we do things differently. With our patented AI driven technology and a nonprofit community sharing model, we help small businesses, families and individuals save 50% or more compared to traditional insurance. With no networks to worry about, no penalties, and nationwide access to any doctor. Did you know that a typical small business with five employees could pay as little as $1,500 a month with a $2,500 deductible versus $4,000 with a big traditional insurance company? With Impact, there's no required minimum enrollment. Employees can opt out in any time. Coverage starts the first of the next month. With Impact Health, you get lower monthly costs, flattened future costs, and comprehensive care without the red tape. At Impact Health, we cut costs with better care. Okay, so that is 52 seconds. Go to option B and then we'll review them. So here we go. Good morning, B and I leaders. I'm Alex with Impact Health. Here's my request. Please ask a small business owner, are you happy with what you're paying for health insurance? If the answer isn't a positive, Happy, Yes. You can say. My B and I partner helps business owners reduce health insurance costs by 50 to 60%. He offers a complimentary 10 minute review. Would you like an introduction? Why would you ask that? The reality is just about every small business owner you talk to is frustrated with health insurance offering nothing at all or stuck with a plan their employees can't afford, or none of them enroll. How does Impact cut costs 50 to 60% with better benefits? It's because of Impact's modern AI driven non for profit model. Built around, built from the ground up, putting people over profits. At Impact Health, we got cost with better care. Okay, so that went 48 seconds. So average of the two is exactly 50 seconds. I love the second one way more. And not even because of the part of leaving out the health insurance alternative, which I, I guess can be a little confusing because it just means, well, what does that mean exactly? But I don't think the wording is too confusing in the sense of they're thinking, you know, it's an alternative to health insurance. So it's different by nature. But why I don't like the first one is it's completely a commercial around your product and which goes with the title that you guys are using. But you, you just sold your services the entire time, right? Did you know this? Typical small business, five employees could pay and it' stats related, driven. It's all very focused on the people in the room and doesn't train them on how to actually find referrals outside of the room. The second one, complete opposite, you start taking that training approach, right? So you do, you can be more specific than just saying please ask a small business owner because again, small, medium, large means different things to different people. And so you want to really define it and you want to paint the picture. Hey, listen, the next time you're talking to your best friend who owns a business and has, you know, under 10 employees, ask them, you know, how happy are they with their health insurance program? Or are they, are you happy with what you're paying for health insurance or even you can give them? Like, do you offer health insurance for your employees? So what I like about the approach is it's a, it's a conversation starter, right? It doesn't require something necessarily to happen to trigger me. It's, it gets me thinking about the person and teaching me how to even bring you up kind of, you know, softly in that sense with a kind of natural conversation. Business owner to business owner or friend to friend. I would probably go around something like are you currently offering, do you currently offer health insurance to your employees? And if they say no, you can go this way and if they say yeah, follow up with does it cost you a lot? Are you happy with it? And if they say, you know, they're not happy with it, you get back to that same part. So I like that. I like the part where it's, you know, hey, my business part, my B and I partner helps business owners reduce health insurance costs by 50 to 60%. I would cut out the. He offers a complimentary 10 minute window review again, comes across kind of salesy. 10 minutes is not a big time. It's going to like, oh, he'll give you 10 minutes of his time and maybe that's what you do. But I would say something like, hey, I work closely with a fellow business owner partner of mine in my B and I chapter and, and he keeps sharing about how he's helping business owners reduce their health insurance costs by 50 to 60%. I think it Might be helpful for you to meet him. Would you like an introduction? And then you know, in the one to ones and stuff I might know what your process is, but hopefully you're, you're willing to meet with those people as a referral. I just personally don't like the, you know the I give them 10 minutes of my time, I give them 30 minutes of my time. I'll do a free hour meeting. It's just I don't even. That also does. I might know that maybe I'll say hey listen, I think because of our relationship I can get you a complimentary review. I don't have to say you always offer that to people, right? So it's a value add. Why would you ask that? The reality is just about every small business owner you talk to, especially with health insurance offering nothing at all or stuck in a plan can't afford an unroll. So there you go, that's the pain or need you solve. How does impact cut costs 50 to 60% cut that line out. Don't need it because again now you're selling the, the, the product a little bit more. So the few seconds that that takes, you know the line of how does impact cut cost 50 to 60% with better benefits? It's because of impacts modern AI driven non for profit model built around, built from the ground up, putting people over profits. I would use again that time earlier in giving the conversation starter, painting the picture a little bit more of who you're looking for. Those things take seconds. This is where I would cut those seconds so it would be more again, hey, the next I'm looking for, I would start with my, my direct referral ask is small business owners with 10 or less employees. The next time you're talking to your friend who is a business owner with 10 or less employees, ask them are they offering health insurance to their employees? If they say yes, ask them are they happy with it or the price that they're paying. If the answer to the first one or the second one is no, let them know that you work closely with somebody in your B and I chapter that helps business owners really reduce health insurance costs, sometimes up to 50 or 60% and say that it would be in their best interest for to maybe meet with me and ask if they'd like an introduction, something along those lines. And I do like the. Why would you ask that? The reality is just I like that line too. So I would keep it as simple and as narrow as that. The first one, I'd scrap it. I don't think that really helps you at all. I think that really is more about selling to the room and everything else you can, you know, you can add in some statistics from time to time. You have it in the second one, right? And maybe you change it up one time and you say hey, you know what does 50 look like dollars wise or something? But I keep it to training mindset. Did I tell them who I'm looking for? Did I tell them how to either see the opportunity or create the opportunity which you and did I tell them what to say inside it to get the introduction? So who, how, what in the third, in the second one your who was there just not specific enough. But you'd had the how and you had the what in the first one you didn't have any of them. So that's the feedback Alex and I hope that's helpful for you. And if you rewrite them, definitely send it, send it back in. We'll review those again. True. For anybody who's ever submitted it. And if you're finding value out of this, I hope and I hope you are share with a fellow member. This is the important skill set we have each and every week that people just are not getting in depth training on consistently and thus are not preparing it far enough in advance or well enough. And as you can see, the 1 percenters, less than 1 percenters who submit it showcase that they want to get better, they're putting in the time they're preparing and even then there's some tweaks to be made because again, it's just not normal to talk in this way. It's such a different approach. So hopefully there's value in helping that you can help a fellow member maybe get some value out of it. Maybe they submit it theirs and get it. You never know how that impact could really go. So appreciate everybody who continues to do that. Leave a review, share the show with others. That's the best way to give back to it and keep listening and keep submitting. Thanks again.