Rick VanNess
Co-founder of a company that helps healthcare providers collect on older insurance claims by augmenting existing billing operations, seeking advice on messaging and overcoming buyer resistance.
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19 snips
Feb 17, 2026 • 17min
Use the Ledge Technique for Overcoming Objections (Ask Jeb)
Rick VanNess, co-founder of a firm that helps healthcare providers collect older insurance claims. He describes being reflexively labeled as an outsourcer and shut down. The conversation covers who to call, leading with problems not price, engaging lower-level staff, and the Ledge-Disrupt-Ask framework for handling instant objections.
