Have you ever tried selling something that’s so good it doesn’t sell? “It’s too good to be true!” says the prospect. “If it were as good as it is, everyone would be buying it. Since no one I know is, it must not be as good as you’ve proven it is!
Your message of solving the high cost of health care, providing plan sponsors a proven pathway towards improving benefits while reducing costs at the same time, is a message hard to deliver to generational managed care lemmings.
Conversely it’s much easier to sell a health plan that consistently guarantees reduction of benefits over time and double digit annual cost increases without relief.
It’s easier to sell a logo than an idea.
Such is the overriding reality of today’s health insurance brokerage market.