Because your clients should always know you'll never sell them something they don't need and can always afford. That's as close as you can get to reaching the ultimate level of trust when someone doesn't even need to see a quote. Of course, that's a fairly foreign concept amongst the over price sensitive mentality dominating the industry. The value, real and perceived you bring to the table is treated as an afterthought or an overstatement. That's what I talk to John Darr, of Darr Schackow Insurance, about how he plans to scales his value to the next level.