Podcast
Heads Up Adviser
Hosted by John Sbrocco, Craig Lack · EN
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/
12episodes
Episodes
Newest firstAll episodes
The Power of AI Mental Health
Dec 200:23:07Tap to summarizeLucas 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 spending on mental health isn't improving outcomes.The devastating impact of the 48-day wait time for care.How AI Mental Health is achieving unprecedented engagement rates by removing stigma.How employers can offer unlimited, 24/7 mental health support for less than a cup of coffee per employee.LEARN MOREYuna: https://www.yuna.io/Heads Up Adviser: https://virtuealliance.com/heads-up-adviser/Show Sponsor Virtue Health: https://virtuealliance.com/CONNECT ON LINKEDINLucas Siegel: https://www.linkedin.com/in/lucassiegel/John W. Sbrocco: https://www.linkedin.com/in/johnwsbrocco/
Transcribe →Fortune 100 Health Secrets: Steal These Strategies for Your Mid-Market Clients
Nov 1100:34:04Tap to summarizeLee 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.How hospitals use infusion therapy as a "streaming revenue" machine and how to stop it.The groundbreaking impact of psychedelic therapies on addiction and mental health costs.How to bring the most powerful health strategies to your clients, regardless of their size.LEARN MOREHealth Transformation Alliance: https://www.linkedin.com/company/health-transformation-alliance/Heads Up Adviser: https://virtuealliance.com/heads-up-adviser/Show Sponsor Virtue Health: https://virtuealliance.com/CONNECT ON LINKEDINLee Lewis: https://www.linkedin.com/in/leewlewis/John W. Sbrocco: https://www.linkedin.com/in/johnwsbrocco/
Transcribe →The Advisor’s PBM Playbook: How to Win on Lowest Net Cost, Not Spreadsheets
Oct 2800:26:11Tap to summarizeJustin, 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 understand:The key questions you must ask to determine if your PBM is truly aligned with your plan.Why the highest rebate almost never equals the lowest cost.The “product hopping” tactic that’s costing your health plan millions on specialty drugs.How to leverage your own data and focus on PMPM (per member per month) spend to achieve real, measurable savings.LEARN MOREServe You RX: https://serveyourx.com/Heads Up Adviser: https://virtuealliance.com/heads-up-adviser/Show Sponsor Virtue Health: https://virtuealliance.com/CONNECT ON LINKEDINJustin Jasniewski: https://www.linkedin.com/in/justin-jasniewski/John W. Sbrocco: https://www.linkedin.com/in/johnwsbrocco/
Transcribe →2025 Self-Funded Claims Update: What You Need to Know Before Your January 1, 2026, Renewal
Oct 1600:29:37Tap to summarizeIn 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. Why a million-dollar claim is no longer a large claim and how orthopedic and specialty drug costs are impacting your bottom line. The critical flaw in most public pools and captives that leaves well-managed groups subsidizing the risk of others. Actionable cost-containment strategies that focus on the 4% of members driving nearly 50% of the spend. How a private consortium model creates long-term stability and delivers single-digit renewals in a double-digit market. LEARN MOREHeads Up Adviser: https://virtuealliance.com/heads-up-adviser/Show Sponsor Virtue Health: https://virtuealliance.com/CONNECT ON LINKEDINJohn W. Sbrocco: https://www.linkedin.com/in/johnwsbrocco/This is a must-listen playbook for any advisor looking to navigate tough renewal conversations and deliver sustainable results for their clients.
Transcribe →High Dollar Claimants: How to Manage Them and Stop the Bleeding
Oct 900:30:20Tap to summarizeNatalia 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 alarming statistics behind the rise of high-cost claimants.The foundational principles of precision medicine and its transformative impact.Real-world examples of how targeted treatment plans prevent unnecessary costs and improve patient outcomes.Actionable insights for advisors to empower their clients with effective high-cost claim management.LEARN MOREPrivate Health Management: https://privatehealth.com/Heads Up Adviser: https://virtuealliance.com/heads-up-adviser/Show Sponsor Virtue Health: https://virtuealliance.com/CONNECT ON LINKEDINNatalya Gertsik, PhD: https://www.linkedin.com/in/natalyagertsik/John W. Sbrocco: https://www.linkedin.com/in/johnwsbrocco/
Transcribe →Habits Of Multi 7-Figure Brokers
Jul 1500:24:01Tap to summarizeA 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% of revenue back into growth (masterminds, coaches, marketing)Why targeting 150-350 life groups beats chasing small accountsThe #1 factor that separates elite producers: getting in front of more peopleDaily prospecting habits that never stop (even between meetings)LEARN MOREHeads Up Adviser: https://virtuealliance.com/heads-up-adviser/Virtue Health: https://virtuealliance.com/CONNECT ON LINKEDINJohn W. Sbrocco: https://www.linkedin.com/in/johnwsbrocco/Craig Lack: https://www.linkedin.com/in/craiglack/
Transcribe →Why Your Prospects Keep Saying NO: Sales Psychology Secrets
Jun 2400:23:05Tap to summarizeAre 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://virtuealliance.com/CONNECT ON LINKEDIN: John W. Sbrocco: https://www.linkedin.com/in/johnwsbrocco/Craig Lack: https://www.linkedin.com/in/craiglack/
Transcribe →Stories of Going Long
Aug 6, 202400:22:35Tap to summarizeThank 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: The benefits of delaying instant gratification for your business. Tactics for taking calculated risks and investing in your future. How to build a million-dollar business after major setbacks. How to leave stability for opportunity today.Whether you're dealing with high client demands, market competition, or financial uncertainty, this episode provides the tools to overcome that.Show Sponsor: virtuealliance.com Follow Heads Up Adviser: Facebook group: https://www.facebook.com/groups/headsupadviser Website: https://virtuealliance.com/heads-up-adviser/ Follow John Sbrocco: LinkedIn: https://www.linkedin.com/in/johnwsbrocco/ Follow Craig Lack: LinkedIn: https://www.linkedin.com/in/craiglack/ Website → https://catilizehealth.com/
Transcribe →Do You Deserve to Win?
Jul 30, 202400:17:04Tap to summarizeIn 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 avoids overwhelming clients -Why, if you want to win, you need to do what losers won't do Don't miss this discussion that questions whether you really want to win or need to win.Show Sponsor Virtue Health → https://virtuealliance.comFollow Heads Up Adviser: Youtube → https://www.youtube.com/headsupadviserWebsite → https://virtuealliance.com/heads-up-adviser/Facebook group → https://www.facebook.com/groups/headsupadviserFollow John W. Sbrocco: LinkedIn → https://www.linkedin.com/in/johnwsbrocco/Website → https://virtuealliance.com/Follow Craig Lack: LinkedIn → https://www.linkedin.com/in/craiglack/Website → https://catilizehealth.com/
Transcribe →How to Overcome The Dopamine Addiction Ruining Your Success
Jul 24, 202400:21:04Tap to summarizeIn 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 businessSteps you can start taking today to break free from feeling miserableHow a 20% increase in efficiency can double your revenueWhy, when you make more money, you need more “No’s”The cycle of short-term pleasure vs. long-term goalsWhy your environment impacts your successDon’t miss this conversation where we share genuine advice and personal stories that will help you recognize and manage your dopamine triggers.Whether you’re looking to boost your efficiency, increase your revenue, or find more fulfillment in life, this conversation has something for you.Show Sponsor→ https://virtuealliance.com Follow Heads Up Adviser: Facebook group → https://www.facebook.com/groups/headsupadviser Youtube → https://www.youtube.com/headsupadviser Website → https://virtuealliance.com/heads-up-adviser/LinkedIn→ https://www.linkedin.com/company/virtuehealthFollow John W. Sbrocco: LinkedIn → https://www.linkedin.com/in/johnwsbrocco/ Website → https://virtuealliance.com/Follow Craig Lack: LinkedIn → https://www.linkedin.com/in/craiglack/ Website → https://catilizehealth.com/
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