The biggest problem we see in our industry is clients who don't have good communication with their Insurance providers. They purchased based on cost, but later when using the policy, find the coverage is inadequate. (example - Needed towing service, or didn't have enough medical coverage for injuries) . As an insurance provider, I find asking questions and probing into what the client is all about, family, job, assets, hobbies and activities. Then I am able to show the types of coverage for those Areas of Concern. Once you've invested in listening to someone, they will invest in listening to you. Value has to be realized, so develop the relationship and the client will see the value in you.