- 242
I'm curious if when selling IFP, whether the depth of discounts comes into your decision process on who to recommend to your prospects?
For example.... BCBS might have a 60% discount in a particular area whereas a regional player might have only been able to leverage a 40% discount.... but the regional players premiums are better than the Blues....
Is PRICE the dominant and almost exclusive decision point, with all other things being nearly equal (network breadth, maximums, etc.)?
Do you think most of your prospects would even be able to understand this conversation?
For example.... BCBS might have a 60% discount in a particular area whereas a regional player might have only been able to leverage a 40% discount.... but the regional players premiums are better than the Blues....
Is PRICE the dominant and almost exclusive decision point, with all other things being nearly equal (network breadth, maximums, etc.)?
Do you think most of your prospects would even be able to understand this conversation?