I don't agree with trying to self fund these size cases.
I also don't see the value of advising someone to new to jump in and try to do a political group like a school system.
I would say you are right in chasing the groups under 30 lives.
The 15-20 life market is ripe for the taking. These groups are getting low service from large agency because they are small. If you are independent these will add up to six figures quickly.
You have to be able to sell yourself and your abilities to represent the clients best interests.
I have had a handful of good sales people from other industries that could not sell that idea.
Why do you not agree with self-funding for this size market?