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 ask about this, the Captain stands in the back of the room and listens to Jones’ sales pitch. Jones explains the basics of the GI Insurance to the new recruits, and then said: “If you have GI Insurance and go into battle and are killed, the government has to pay $200,000 to your beneficiaries. If you don’t have GI insurance, and you go into battle and get killed, 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?”