Jones was assigned to the induction centre where he was to advise new recruits about their government benefits, especially their GI Insurance. After a couple of months his captain noticed that Jones had almost a 100 per cent record for insurance sales - something that had never been achieved before. Rather than ask him the secret of his success, the captain decided to stand at the back of the room and listen to Jones' sales pitch. First, 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 has to pay only a minimum of $6,000. "Now," he concluded, " which bunch do you think they are going to send into battle first?"