 How can I better show value of higher premium policies? Actually, I did a training call with a big agency this morning and it was all about how to have larger sales. This exact question. And it came down to three things. Relationship is a big piece of sales. Whether we like it or not, you have to build a relationship with people. Value. Most people rush through the benefits, they rush through the value, they rush through all the things that you need to cover, instead of taking their time and building the value. I love going over five benefits before I give quotes. And the last thing is most agents are selling with their wallet or they're not showing big enough options. The reason why some agents average $40 a month, others average $60, or others even average $80 or $100 a month comes down to relationship, value, and that they're not afraid to show higher quotes. So instead of showing low quotes, 30, 40, 50, 60 bucks a month, show something over $100. Show larger quotes and show quotes based on what the prospect needs, not based on what they can afford. Big difference. You don't know what they can afford. You shouldn't know what they can afford because you shouldn't talk price. You shouldn't ask what they can afford. You shouldn't worry about budget at all. You should show them what they need. $100 option, an 80, a 60, a 90, a 70, whatever. Show them bigger options based on what they need. 80% of the time, they'll choose the one in the middle. Don't think about what you can afford. Think about what they need and then show them big options. Once the relationship and the value are there, then show them bigger options of what you're used to showing. And believe it or not, voila, you'll start making a little bigger sales just because you're trying because you're showing a little larger options than what you're used to showing.