I wouldn't describe any of the brokers I know as fearful people, but when you are hired to be the expert, you can only specialize in so many spaces.
Why do we avoid the things we know we should do? Is it self-doubt, a lack of resources, not perceiving value, or is it just that it often involves something outside of our comfort level? In 2019, I had a huge opportunity to keep one of my largest past clients. I had just left a carrier after 14 years and I was now on my own entrepreneurial journey, ready to be the agnostic enhanced/voluntary benefit specialist that brokers would love to work with.
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