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(gentle music)
- We have a client,

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and he's a personal friend
of mine named Brian.

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Actually, we go to church together.

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When we wrote his account,

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we gave him coverages that he didn't have.

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We included seepage, we included
foundation water damage,

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sewer, service line interruption.

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He was pleased to get more
for about the same money.

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- A lot of people out there
don't really understand

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what some of these coverages really do,

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so making sure the agents are
really showing the customer

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and giving them examples of how
a coverage would really work

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is super valuable to the customer,

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because they can really see

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how it could potentially affect them

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from having to go into debt

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if they didn't have a certain coverage.

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- Well, sure enough, a couple years later,

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he called and said, "I have
a problem with my plumbing.

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I don't know what it is.

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The plumber's here now."

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It turns out he had a collapsed sewer line

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from the center of the house

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all the way out through the
front entrance of the house.

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The only way they could get to it

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was to cut through the slab.

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It was extensive and
it cost a lot of money.

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Good news is he had coverage.

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Travelers did a great job, paid the claim.

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He was happy.

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- It was a foundation damage claim

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where Jason sold him that coverage.

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That's one of the coverages
that he always makes sure

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that his team and him are putting on

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because he knows how important it is.

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So having those coverages
really took care of him.

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- And then after the claim was over,

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his house was put back together,

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his neighbor and he were
talking over the fence.

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The neighbor said, "Hey, you
had a slab leak, didn't you,

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and it cost a lot of money?"

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And he said, "Yeah, I did."

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And he said, "Let me guess,

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you didn't have coverage for it."

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And Brian said, "Actually, no,
I did have coverage for it,

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and Travelers just finished
paying the claim, and I'm good."

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And the neighbor went white as a ghost

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because his policy didn't include that.

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He had the same exact damage,

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and he had to go to the credit union

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and get a loan for, I believe, $60,000,

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and he'll be paying on for 20 years.

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There's not cheaper and
more expensive insurance.

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There's simply right and wrong.

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If it's wrong, and you have that claim,

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and you're having to go to the
credit union to get a loan,

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or it bankrupts you because
you don't have enough coverage,

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that cheap policy's not cheap anymore.