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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.

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.

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

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.

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

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.

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.

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.

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.

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.

Make it easier on yourself and target the right company

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

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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.

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.

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.

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.

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

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