The Importance of Negotiation in a Broker of Record Letter

When you have to change someone's plan in order to become their broker, you really leave open this possibility that you're going to make a bad decision about which plan to put somebody on. Many times and in an insurance agent will say, Oh, we provide this particular type of, you know, HR organization, you'll get access to our HR website if you do business with us but the insured really doesn't want to deal with it. They don't understand what good service is because they've only been receiving the service that they've ever received. And so sometimes we have to actually spend some time explaining to them what type of service they've been receiving and then what our service is going