Airman Jones was assigned to the induction center, where he advised new recruits about their government benefits, especially their GI insurance.
It wasn’t long before Captain Smith noticed that Airman Jones was having a staggeringly high success-rate, selling insurance to nearly 100% of the recruits he advised.
Rather than asking him about this, the Captain stood at the back of the room and listened to Jones’ sales pitch.
Jones explained the basics of GI Insurance to the new recruits, and then said, “If you are killed in a battle and have a GI Insurance, the government has to pay $200,000 to your beneficiaries. But, if you don’t have a GI insurance and get killed in the battle, the government only has to pay a maximum of $6000.”
“Now,” he concluded, “which group do YOU think they are going to send into battle first?”
It wasn’t long before Captain Smith noticed that Airman Jones was having a staggeringly high success-rate, selling insurance to nearly 100% of the recruits he advised.
Rather than asking him about this, the Captain stood at the back of the room and listened to Jones’ sales pitch.
Jones explained the basics of GI Insurance to the new recruits, and then said, “If you are killed in a battle and have a GI Insurance, the government has to pay $200,000 to your beneficiaries. But, if you don’t have a GI insurance and get killed in the battle, the government only has to pay a maximum of $6000.”
“Now,” he concluded, “which group do YOU think they are going to send into battle first?”