Overcoming Objections: Why “We’re All Set” Is Costing Companies Millions

In this powerful episode of the Cutting Edge Benefits Podcast, Tom Quigley breaks down the real reasons businesses say “no” to better healthcare strategies—even when the math proves they could save hundreds of thousands (or millions).This episode is all about objections—not logical ones, but emotional, habitual, and often costly ones that keep companies stuck in outdated systems.If you’ve ever wondered why companies continue overpaying for healthcare… this episode answers it bluntly.This is the most common—and most dangerous—response Tom hears.What it usually means:The HR manager or office administrator is in controlThe owner is not involvedNo one can clearly explain what the current broker actually doesTom’s response cuts straight to the truth:👉 If you’re spending $1M and could save $500K, that’s the equivalent of a $5M saleThe real question becomes:Is your current agent worth that lost opportunity?A recurring theme:👉 Business owners are not involved in one of their top 2–3 expensesInstead, decisions are often left to:HR directorsOffice managersTom calls this out directly:It’s a profitability issue, not an HR taskIt directly impacts company valuation (EBITDA)Tom’s response:👉 “Did you actually research it?”Most people:Haven’t reviewed Section 105 tax lawHaven’t verified the structureHaven’t consulted a CPA or tax attorneyOnce they do?👉 The skepticism disappears—because it’s just math.This one is rooted in relationships.Tom flips it:If your broker makes $50KBut costs you $500K+ in missed savings👉 Why not just pay them directly and keep the rest?It exposes the disconnect between loyalty and logic.Typically comes from HR or admin staff.Tom’s take:This is a job responsibility, not an inconvenienceAvoiding the work costs employees real moneyHe even shares that he sends these objections directly to business owners to highlight the issue.Tom’s response is simple:👉 “Do you understand your current plan?”Most answer: NoSo the real question becomes:👉 Why stay in something you don’t understand instead of switching to something simpler?This one comes down to denial.Tom compares it to reality itself:👉 “You don’t believe the numbers? That’s like saying you don’t believe in breathing.”The numbers:Are based on mathAre verifiableAre repeatableBut belief often loses to comfort.A big fear—but usually unfounded.Tom explains:The strategy is based on Section 105 of the tax codeSupported by IRS and Department of Labor guidanceBacked by documented rulingsThe real issue:👉 People ask insurance agents instead of tax professionalsTom highlights a harsh reality:Many decision-makers are not financially accountableThey don’t feel the impact of rising costsMeanwhile:Employees pay moreCompanies lose profitNobody questions the systemOne of the strongest points in the episode:👉 Employees are being financially squeezedExamples:$300–$400/month premiumsHigh deductibles ($5,000+)Lower take-home payTom frames it clearly:👉 Employers have a fiduciary responsibility to do betterTom makes it clear:👉 These are not logical objections—they’re emotional onesRoot causes include:Fear of changeComfort with the current systemMisplaced trustLack of educationMost objections are emotional, not logical.Owners must be involved in healthcare decisions.The current system persists because people don’t question it.Healthcare costs directly impact company value and employee well-being.The solution is not complicated—it’s just different.“If this was a 401(k), you could go to jail for making these decisions.”“Math doesn’t lie—but people still ignore it.”“You’re not just overpaying—you’re taking money out of your employees’ pockets.”This episode is a must-listen for:Business owners not involved in benefits decisionsCFOs focused on profitability and valuation