Competition Part 2 - Other Options Benefit Hacker podcast

21:30

No, this is not puff the magic dragon. This is the magic question you must ask and get an answer to on every first discovery meeting with the prospect.

1
🔥How to Promote / A Selling Strategy That WORKS! 39:18

37 weeks ago39:18

39:18

{WARNING: this is a 30-min session} If you’re struggling with getting prospects into your sales funnel process, this will help you tremendously. Selling is an extremely difficult skill set to master. Especially in today’s world where attention spans, and time constraints have never been worse. If you’re open to some new ideas, I encourage you to listen to the session as John explains how he shifted part of his strategy to promoting. Not promoting himself. Not promoting the company. But promoting something else.…

1
Mistake #3 Producers Make (and all salespeople) 14:23

38 weeks ago14:23

14:23

Mistake number three is not just something I did, but I think it’s something all people in selling do. Times have changed on how people communicate. And yet most people are still communicating like it was 1999.😂😁

1
#2 Mistake Producers Make 24:01

39 weeks ago24:01

24:01

The way buyers are buying today is much different than the way they did 3, 5 or 10 years ago.

1
#1 Mistake Producers Make 49:56

39 weeks ago49:56

49:56

Sales, business development, new client acquisition. For anybody responsible for bringing on new accounts in the employee benefit sector this podcast is for you. This will help prevent the number one mistake I made for years and once I corrected it, my results improved dramatically.

1
Selling is HARD ~ Pitching is EASY (2.9) 7:10

43 weeks ago7:10

7:10

NEXT STEP. So you are about 20 minutes into your call and then you panic. Where do you go next? What do you say? Is it their choice or your choice? Use this technique and you will relieve stress and anxiety for you and also the other person. 👊🤟🔥

1
Selling is HARD ~ Pitching is EASY (2.8) 8:01

43 weeks ago8:01

8:01

4 AREAS … OF PAIN. By pain I mean, what is the issue challenge or problem or annoyance that you will determine if it’s worth solving for the client or not. There are lots of problems and challenges with every employer group. Don’t get distracted by getting into the weeds. Focus on just 4 and your conversations will be easier to handle.…

1
Selling is HARD ~ Pitching is EASY (2.7) 5:21

43 weeks ago5:21

5:21

ATNE (pronounced at-knee). Average total number of employees. Get familiar with this term because every single health insurance carrier will be asking you about it. Plus, it will allow you to have more meaningful conversations with prospects.

1
Selling is HARD ~ Pitching is EASY (2.6) 5:28

43 weeks ago5:28

5:28

SIZE MATTERS. OK this is a cliché phrase that’s overused a lot. However, understanding a few basic definitions will become your best advantage when talking with others, as you will educate them and become a subject matter expert very quickly. FTE. ALE. Small Group. Mid Market. Large Group.

1
Selling is HARD ~ Pitching is EASY (2.5) 15:11

43 weeks ago15:11

15:11

COMPETITION. This is your biggest competition. Failing to understand this before each and every interaction is in my opinion the number one reason why deals are lost during the first appointment.

1
Selling is HARD ~ Pitching is EASY (2.4) 13:38

43 weeks ago13:38

13:38

PEPY (pronounced pep-eee). Per employee per year. When your doctor takes your blood pressure at the beginning of your visit, it tells them key things about your health. The same is true with PEPY. This tells you as the advisor some key facts about what’s going on right at the beginning.

1
Selling is HARD ~ Pitching is EASY (2.2) 13:04

43 weeks ago13:04

13:04

ADMINISTRATION. This is the least sexy part of the plan 😄🤣. In terms of money spent towards the plan cost. This is one of the lowest amounts accounting for only 4 to 7% of total cost. BUT … having the right administrator of the plan is one of the most important parts of the whole thing.

1
Selling is HARD ~ Pitching is EASY (2.1) 9:08

43 weeks ago9:08

9:08

$4,300,000,000,000 (TRILLION). This is how much the entire US healthcare ecosystem spends every year. These are the hospitals, the pharmacies, manufactures insurance brokers doctors PBM’s everything. Understanding this dynamic will help you position … “Winter is Coming”

1
Selling is HARD ~ Pitching is EASY (2.0) 12:53

43 weeks ago12:53

12:53

Pharmacy / RX Costs. If you are going to do a deep dive on any component of the health plan, this is where you should spend your time. The amount of money spent on prescription drugs is anywhere from 30% to 50% or higher up total cost.

1
Selling is HARD ~ Pitching is EASY (1.9) 11:04

43 weeks ago11:04

11:04

Top High Cost Claims. A statistic you will repeat over and over is that 80% of the total cost of any health insurance plan is directly or indirectly related to CLAIMS. If that’s the case, don’t you wanna know what the top areas are? So you can discuss insights strategies and ideas on how to reduce them?…

Benefit Hacker

1
Selling is HARD ~ Pitching is EASY (1.8) 15:04

43 weeks ago15:04

15:04

5 Components of a Health Plan. This took me years to become aware of or even fully understand why I needed to know about it. Can you name the five major components of your car ? You probably can and we’re talking about a $50,000 purchase. If you ask a CFO to name the five components of something they spend $2 million on don’t you think they should understand that also?…

Benefit Hacker

1
Selling is HARD ~ Pitching is EASY (1.7) 11:41

43 weeks ago11:41

11:41

Transition to Discovery. This is how you transition into the discovery phase of the call. How this goes determines whether it feels like in an interrogation or a conversation. Let’s just say it should feel like the conversation.👍🔥👊

Benefit Hacker

1
Selling is HARD ~ Pitching is EASY (1.6) 9:16

43 weeks ago9:16

9:16

Your 🧰 🛠️ tools in your toolbox. These are your solutions. These are all of the cool things we learn about that we want to immediately share with the prospect to show them how smart we are. 🤣 what I’ve learned is they don’t care. Yet. Sometimes the order of things is important.

Benefit Hacker

1
Selling is HARD ~ Pitching is EASY (1.5) 21:56

43 weeks ago21:56

21:56

The NEXT 2 Minutes. 😳 This IS THE MOST important two minutes of your entire pitch.

Benefit Hacker

1
Selling is HARD ~ Pitching is EASY (1.4) 8:58

43 weeks ago8:58

8:58

10 SECONDS. The first 10 seconds out of your mouth sets the tone for the entire conversation.

Benefit Hacker

1
Selling is HARD ~ Pitching is EASY (1.3) 6:35

43 weeks ago6:35

6:35

20 minutes. You got about 20 minutes before the other person‘s brain becomes overwhelmed and starts to lose interest and shut down their attention.

Benefit Hacker

1
Selling is HARD ~ Pitching is EASY (1.2) 7:06

43 weeks ago7:06

7:06

When we communicate with other people, what happens to the other person as they’re listening? This is a key factor to understand before we open our mouth and say or show anything.

Benefit Hacker

1
Selling is HARD ~ Pitching is EASY (1.1) 6:55

43 weeks ago6:55

6:55

What is a “Pitch”? And what is pitching? How is this different than selling?

Benefit Hacker

1
Selling is HARD ~ Pitching is EASY (1.0) 10:33

43 weeks ago10:33

10:33

Selling is hard pitching is easy. This may turn out to be the title of my next book. If selling is involved in any part of your career, I believe this information will prove to be highly valuable to you.

Benefit Hacker

1
Mental Shift (just 1 appt) 9:01

44 weeks ago9:01

9:01

If you’re struggling, hitting your quota or making appointments or generate a new sales, listen to this different approach.

Benefit Hacker

1
Croc brain 9:45

44 weeks ago9:45

9:45

Croc Brain - the crocodile brain. The center part of your brain that everyone has an all information must pass through this area first. Listen to John explains how he has been coached by Oren Klaff to activate this part of the brain.

Benefit Hacker

1
Opening (how do you start the conversation?) 5:12

44 weeks ago5:12

5:12

Every conversation should be like a well rehearsed play. Not totally scripted, but everybody has an idea of where the storyline is going. Listen to this from John as he explains how he opens every call.

Benefit Hacker

1
Pharmacy - low hanging fruit 10:12

44 weeks ago10:12

10:12

One of the easiest areas to address first on the cost increases for group health plans is the pharmacy spend. Listen to this episode as John explains exactly how to approach this.

Benefit Hacker

1
Pitch vs selling 18:17

44 weeks ago18:17

18:17

Pitching vs Selling. They sound like the same thing right? But they are absolutely totally different. Listen to this podcast as John Sharer the amazing insights he learned by being mentored by Oren Klaff.

Benefit Hacker

1
Right contact (hint … not HR) 8:40

44 weeks ago8:40

8:40

Who is the logical person for employee benefits advisor to talk with about benefits at a company? The human resources department right. Who is the best person to talk to? Not HR.

Benefit Hacker

1
HOW TO: Give Your Employees a Raise 💸💸💸 12:42

1 year ago12:42

12:42

Without … it costing 🫵 you any money! Just take 10 minutes. Just hit play. Just sit back and listen.

Benefit Hacker

1
⁉️ BEST Asset Class: No One Knows About 😩 20:45

1 year ago20:45

20:45

14 years ago I learned about an asset class that I could store, protect and grow my wealth and income. Up until that point I was totally misinformed about this particular strategy.

Benefit Hacker

1
Part 5 - Bank On Yourself: For Business Owners 6:44

1 year ago6:44

6:44

Do you own a business? Do you want to start a business? Listen to this episode on how you can use your own banking policy to maximize access to capital to grow your business.

Benefit Hacker

1
Part 4 - Bank On Yourself: Retirement Planning 11:33

1 year ago11:33

11:33

How to use a properly design banking policy to fund your future retirement needs. This is incredible. Listen to this.

Benefit Hacker

1
Part 3 - Bank On Yourself - College Tuition Planning 9:21

1 year ago9:21

9:21

Having your own bank allows you extreme flexibility and peace of mind to plan for college or advanced degree expenses for your children or grandchildren

Benefit Hacker

1
Part 2: Bank On Yourself 19:02

1 year ago19:02

19:02

This session, John digs a bit deeper into the key aspects of what to look for when designing or evaluating a banking policy

Benefit Hacker

1
Part 1: Bank On Yourself 14:52

1 year ago14:52

14:52

Part one of two episodes. This episode John talks about on a high-level. What exactly is Bank on yours yourself. It’s also called infinite, banking or privatize banking.

Benefit Hacker

1
6 Ways to Pay for Group Health Insurance 14:34

2 years ago14:34

14:34

John explains the six different ways you can pay for healthcare benefits.

Benefit Hacker

1
High cost claimants. One Percent 11:33

2 years ago11:33

11:33

Only one percent of the members in a typical group health insurance plan contribute 30% of the overall claims usage.

Benefit Hacker

1
Specialty drugs 7:24

2 years ago7:24

7:24

Specialty drugs may count for a large percentage of your span, but may only be generated from a few number of members on your health plan.

Benefit Hacker

1
Prescription drugs 9:24

2 years ago9:24

9:24

In a typical group health plan, prescription drugs make up 30 to 50% of the overall spend. Listen to this episode to learn how to manage it better.

Benefit Hacker

1
Wholesale versus retail 12:33

2 years ago12:33

12:33

One of the most important factors, when talking about healthcare insurance is the network you access. Whether it’s Anthem or United healthcare. This will teach you how to access those networks on a wholesale pricing basis versus paying full retail.

Benefit Hacker

1
Never Accept FREE advice 25:33

2 years ago25:33

25:33

Free proposals? Yes. Free quotes? Yes. Free strategic advice? Absolutely not. Listen to this episode to learn why.

Benefit Hacker

1
Liberating trapped Capital for auto dealership groups 53:09

2 years ago53:09

53:09

How to liberate, trapped capital in your operating expense, line item, and apply rate to earnings. Effectively increasing the business valuation of your company.

Benefit Hacker

1
Complaint -- OR -- Objection? 17:52

2 years ago17:52

17:52

This is one of the best communication tips I think I have ever learned about. If you are in Sales, this will really help you. However, this applies to pretty much any type of communication even with your kids. John explains how to recognize the difference between a complaint or an objection when talking to people.…

Benefit Hacker

1
Target company 7:05

44 weeks ago7:05

7:05

Make it easier on yourself and target the right company

Benefit Hacker

1
Specialty Rx 13:45

44 weeks ago13:45

13:45

Hi Costco specialty drugs that you see on TV commercials are the biggest threat to group health plans going forward

Benefit Hacker

1
Why now. Why this. Why us 12:26

44 weeks ago12:26

12:26

See title

Benefit Hacker

1
Disqualify Quickly 23:37

44 weeks ago23:37

23:37

See title 😀

Benefit Hacker

1
Prizing (you are the Prize) 11:59

44 weeks ago11:59

11:59

Source: Oren Klaff. This is straight from pitch anything. Make sure you get the book and the audiobook and use it as your guide. The customer is not the prize. The money you make is not the prize; the status you seek is not the prize. You. Are the prize.

Benefit Hacker

1
Ask hard questions 16:06

44 weeks ago16:06

16:06

Ask hard questions. Your ability to ask the difficult and sometimes uncomfortable questions in a selling environment will determine how much success you will ultimately have. You will have to work on this skill over and over to get good at it.

Benefit Hacker

1
80% (of total cost is claims) 7:53

44 weeks ago7:53

7:53

This is a staggering statistic that most people have never been told. This will not come from the insurance carriers or anyone deep in the system because this is driving the cost increases. No one in the $4.3 trillion system actually wants you to lower your costs. Once you grasp this fundamental concept, the way you view health insurance cost in the future will forever be changed Warning once you hear this, you cannot UN-hear it.…

Benefit Hacker

1
20-80 Inverse Pareto (related to Claims) 10:47

44 weeks ago10:47

10:47

Most people understand the 80/20 Rule. This is called the Pareto Principal. In this episode, John explains How only 20% of the members on a group health plan contribute 80% of the claims. You also learn that only 2% of the members actually contribute about 50% of the overall claims.

Benefit Hacker

1
6 Ways (to finance the cost of health insurance) 9:23

44 weeks ago9:23

9:23

This is one of the biggest discoveries I made in my entire Benefits selling career. The entire $4.3 trillion healthcare ecosystem makes more money as your costs continue to go up as an employer. How would you like to know about the other FIVE ways that you can purchase healthcare benefits? Now you can listen to this episode…

Benefit Hacker

1
5 Components (of a health plan) 9:42

44 weeks ago9:42

9:42

Most people can explain the main components of a home. But when you ask a sea level decision maker at a company what are the main components of a health plan? They don’t have a clue. Understanding the basic components of a health plan will help you educate and empower decision makers to make the right decision for their company…

Benefit Hacker

1
Competition Part 2 - Other Options 18:01

44 weeks ago18:01

18:01

Competition Part 2 - Other Options

Benefit Hacker

1
Competition Part 1 - Status Quo 14:49

44 weeks ago14:49

14:49

Competition Part 1 - Status Quo

Benefit Hacker

1
Plain 🍦 Vanilla ... with a Twist 10:57

50 weeks ago10:57

10:57

Plain Vanilla with a TWIST 🍦. Listen to this short episode as John explains how you can make meaningful changes to your employee benefit group health insurance program without a lot of disruption for the employees.

Benefit Hacker

1
Do you ever feel like John Galt? 25:22

1 year ago25:22

25:22

If you’ve ever read the book, Atlas shrugged you know what I’m talking about. If you haven’t, that’s OK. We all feel the weight of the world on our shoulders and this is an experience. I’m going through now that might be helpful.

Benefit Hacker

1
$13,384 RAISE for John 20:36

1 year ago20:36