They think they know how
It’s a question that has baffled many insurance advisers.
Faced with a client that is about to throw the product baby out with the price bathwater, it can be very frustrating. This is why it happens.
There is a lot of research out there which suggests that humans have some charming characteristics that enable us, frankly, to bluff our way through a situation with just the knowledge we have. No matter how little.
If asked a question we don’t know the answer to, we often give an answer to a very similar question we do know the answer to – without even noticing. That’s according to Daniel Kahnemann and Amos Tversky.
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