When I have a client that is hesitant or resistant to purchasing additional insurance, I give them the pros and cons and also give them the price breakdown. What it's going to look like with that additional coverage and why it makes sense to have it. Most of the time the numbers speak for itself on coverage and that is enough to bring that client forward and purchase that additional coverage. Other than that, I will just give them maybe the opportunity and space to think on it if a client is very, very hesitant and generally that works if I give them, hey, I'll give you a call back in an hour and we'll see how you feel. But generally when I lay out the knowledge and the information on the situation, they almost always choose to purchase additional coverage.