How to sell to health plans: practical tactics

This week on Lifers, Christina Farr sat down with Sachin Jain, CEO of SCAN Health Plan. Sachin makes a compelling case for "radical common sense" in healthcare—the idea that we've normalized dysfunction for so long that simple, patient-centered solutions now feel revolutionary. He challenges the industry's toxic positivity and truth-telling problem, arguing that real change requires leaders to acknowledge what's broken in their own backyards, including calling out his own insurance industry publicly.

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SPONSOR:
This episode is brought to you by Arbiter. As Michelle says: "We don't need another instrument for the orchestra—we need to conduct the orchestra." Backed by one of the largest early funding rounds in health tech, Arbiter creates one real-time source of truth from fragmented healthcare systems, then routes referrals and handles prior auths so patients actually get to care. Learn more at https://www.arbiter.ai/.

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LINKS:
SCAN Health Plan: https://www.thescangroup.org/ 
LinkedIn post: https://www.linkedin.com/posts/sachinhjain1_the-revolution-healthcare-actually-needs-activity-7402346091767398400-CVnF?utm_source=share&utm_medium=member_desktop&rcm=ACoAAAWcjXgBb3Jw6dX16PD9lRJSsxfgqVAqZLw 
The Revolution Healthcare Actually Needs: Radical Common Sense (Forbes): https://www.forbes.com/sites/sachinjain/2025/12/03/radical-common-sense-a-leadership-philosophy-for-healthcare-system/ 
Health Insurance is Broken ad: https://www.youtube.com/watch?v=q7bty0M9ySA 

Chrissy Farr’s Website: https://www.chrissyfarr.com/ 
Subscribe to the Second Opinion Newsletter: https://secondopinion.media/ 
Chrissy’s Book: The Storyteller's Advantage: https://www.chrissyfarr.com/books 

Lifers with Christina Farr on YouTube: https://www.youtube.com/@LiferswithChristinaFarr 

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FOLLOW:
Sachin:
https://www.linkedin.com/in/sachinhjain1/ 

Chrissy:
https://www.linkedin.com/in/christinafarr/ 
https://x.com/chrissyfarr 

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TIMESTAMPS:

(00:00) Intro
(02:27) Innovative solutions in healthcare
(04:28) Challenges in healthcare communication
(06:06) The broken culture of healthcare leadership
(14:10) Mentorship and career advice
(18:02) Sponsor: Arbiter
(18:33) Concierge medicine and longevity
(23:05) The system's shortcomings and individual choices
(24:38) Medical anxiety and consumerism in healthcare
(25:35) The role of primary care physicians
(26:07) AI in healthcare: opportunities and limitations
(29:48) Employer-sponsored health insurance issues
(35:20) The cost crisis and technological challenges
(40:13) The role of social media in healthcare leadership
(44:49) Wrap