Heads Up Adviser

John Sbrocco, Craig Lack
  • 5.0 (29)
  • MARKETING
  • UPDATED MONTHLY

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/

  1. 12/02/2025

    The Power of AI Mental Health

    Lucas 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 MORE Yuna: https://www.yuna.io/ Heads Up Adviser: https://virtuealliance.com/heads-up-adviser/ Show Sponsor Virtue Health: https://virtuealliance.com/ CONNECT ON LINKEDIN Lucas Siegel: https://www.linkedin.com/in/lucassiegel/ John W. Sbrocco: https://www.linkedin.com/in/johnwsbrocco/

    23 min

  2. 11/11/2025

    Fortune 100 Health Secrets: Steal These Strategies for Your Mid-Market Clients

    Lee 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 MORE Health 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 LINKEDIN Lee Lewis: https://www.linkedin.com/in/leewlewis/ John W. Sbrocco: https://www.linkedin.com/in/johnwsbrocco/

    34 min

  3. 10/28/2025

    The Advisor’s PBM Playbook: How to Win on Lowest Net Cost, Not Spreadsheets

    Justin, 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 MORE Serve You RX: https://serveyourx.com/ Heads Up Adviser: https://virtuealliance.com/heads-up-adviser/ Show Sponsor Virtue Health: https://virtuealliance.com/ CONNECT ON LINKEDIN Justin Jasniewski: https://www.linkedin.com/in/justin-jasniewski/ John W. Sbrocco: https://www.linkedin.com/in/johnwsbrocco/

    26 min

  4. 10/16/2025

    2025 Self-Funded Claims Update: What You Need to Know Before Your January 1, 2026, Renewal

    In 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 MORE Heads Up Adviser: https://virtuealliance.com/heads-up-adviser/ Show Sponsor Virtue Health: https://virtuealliance.com/ CONNECT ON LINKEDIN John 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.

    30 min

  5. 10/09/2025

    High Dollar Claimants: How to Manage Them and Stop the Bleeding

    Natalia 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 MORE Private Health Management: https://privatehealth.com/ Heads Up Adviser: https://virtuealliance.com/heads-up-adviser/ Show Sponsor Virtue Health: https://virtuealliance.com/ CONNECT ON LINKEDIN Natalya Gertsik, PhD: https://www.linkedin.com/in/natalyagertsik/ John W. Sbrocco: https://www.linkedin.com/in/johnwsbrocco/

    30 min

  6. 07/15/2025

    Habits Of Multi 7-Figure Brokers

    A 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 MORE Heads Up Adviser: https://virtuealliance.com/heads-up-adviser/ 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/

    24 min

  7. 06/24/2025

    Why Your Prospects Keep Saying NO: Sales Psychology Secrets

    Are 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/

    23 min

  8. 08/06/2024

    Stories of Going Long

    Thank 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/

    23 min
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5
out of 5
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About

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/

Information

  • Creator
    John Sbrocco, Craig Lack
  • Years Active
    2019 - 2025
  • Episodes
    162
  • Rating
    Clean
  • Copyright
    © 2019 - 2021 Heads Up Adviser
  • Show Website
    Heads Up Adviser