Because insurance isn't always the first thing someone wants to come and talk to you about. That's why it's insanely beneficial if/when you can provide them countless conversation entry points. Not only will it be much easier to start those conversations, but it will also give you more stable (common) ground to stand on. Most of the time, the more you know about someone the more comfortable you end up feeling around them. That's what I talk to Alex Salmon, of The Salmon Agency, about how he recently figured out how easy it is to start his.