All you’re doing is showing people how little you care about what’s really important. Instead, educate your client to a better experience so they don’t have to worry about taking every last dollar on the table. Understanding the value as it relates to the savings is a service that can be hard to come by. It's also an experience that agents are sometimes strangely afraid to provide. That’s what I talk to Billy Van Jura, of Stissing Insurance, about his discipline to explain value. P.S. Learn what else you can sell on instead of savings here.