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My colleagues and I were 9 to 5 psychologists: we came to work every day and we did our psychology, just like you would do insurance or auto mechanics, and then at 5 we went home and were just as neurotic as we were before we went to work. Somehow, it seemed to me, if all of this theory were right, it should play more intimately into my own life.

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Insuring against losses, however, goes against the grain of the risk principle. It asks people to accept a sure loss (the cost of the policy) rather than to gamble on an uncertain larger loss. Since we like to gamble on losses, this can be a difficult sell. Most insurance companies today avoid this problem by phrasing their messages in the positive. Insurance is now described not so much as a buffer against unpredictable loss but, instead, as a way of protecting the valuables you possess. Even if you don't currently have valuables to speak of, the companies encourage you to insure against losing the good things you're hoping will come your way in the future. Why gamble on losing your hopes? One company advertises: "Whether you want to secure your family's future or safeguard your auto or home, Prudential has the insurance products to help you achieve your goals." A television commercial for another tells us: "Is it possible to secure a dream? At The Hartford, we do just that." Allstate's motto (right below the "good hands" shtick) goes straight for the buzzwords without bothering over sentence structure: "Succeeding today, planning tomorrow." I doubt anybody has the faintest idea what that actually says, but, for a few cents a day, who wants to gamble with success and tomorrow?

This is true even for something as mundane as insurance sales. A recent study examined knowledge about multiline insurance (life, home, auto, and commercial) in 150 agents. Not surprisingly, the highly successful agents—as determined by their sales volumes—knew more about the various insurance products than the less successful agents.

John Galt Insurance is an independent insurance agency in Bonita Springs, FL. We offer all kinds of coverage including home, auto, flood, and umbrella insurance.

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