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 ask
about this, the Captain stood in the back of the
room and listened to
Jones’ sales pitch.

Jones explained
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?”