Fear Bad. Fear of Loss Good.

Hi,

Have you ever wondered why therearen't any insurance salesmen any more? It's because they used to try to
sell insurance by scaring people. "What would happen to your wife and the
children if you died in an accident, Mr Jones?" (Mr Jones thinks: I hate
you. Get away from me.) Fear is not good for sales. Fear of loss, however,
is good. "We might look at making some arrangements to protect your wealth
base no matter what happens, Mr Jones." (Mr Jones thinks: Damn right. Let's
do it right now.)

Cheers!

Michael