(gentle music) - We have a client,
and he's a personal friend of mine named Brian.
Actually, we go to church together.
When we wrote his account,
we gave him coverages that he didn't have.
We included seepage, we included foundation water damage,
sewer, service line interruption.
He was pleased to get more for about the same money.
- A lot of people out there don't really understand
what some of these coverages really do,
so making sure the agents are really showing the customer
and giving them examples of how a coverage would really work
is super valuable to the customer,
because they can really see
how it could potentially affect them
from having to go into debt
if they didn't have a certain coverage.
- Well, sure enough, a couple years later,
he called and said, "I have a problem with my plumbing.
I don't know what it is.
The plumber's here now."
It turns out he had a collapsed sewer line
from the center of the house
all the way out through the front entrance of the house.
The only way they could get to it
was to cut through the slab.
It was extensive and it cost a lot of money.
Good news is he had coverage.
Travelers did a great job, paid the claim.
He was happy.
- It was a foundation damage claim
where Jason sold him that coverage.
That's one of the coverages that he always makes sure
that his team and him are putting on
because he knows how important it is.
So having those coverages really took care of him.
- And then after the claim was over,
his house was put back together,
his neighbor and he were talking over the fence.
The neighbor said, "Hey, you had a slab leak, didn't you,
and it cost a lot of money?"
And he said, "Yeah, I did."
And he said, "Let me guess,
you didn't have coverage for it."
And Brian said, "Actually, no, I did have coverage for it,
and Travelers just finished paying the claim, and I'm good."
And the neighbor went white as a ghost
because his policy didn't include that.
He had the same exact damage,
and he had to go to the credit union
and get a loan for, I believe, $60,000,
and he'll be paying on for 20 years.
There's not cheaper and more expensive insurance.
There's simply right and wrong.
If it's wrong, and you have that claim,
and you're having to go to the credit union to get a loan,
or it bankrupts you because you don't have enough coverage,
that cheap policy's not cheap anymore.