How to explain insurance deductibles to clients

Deductibles sound simple until a client has a claim. Before that, a lot of people hear "lower premium" and stop listening. After the loss, they want to know why the check is smaller than they expected. I changed the way I explain it after one awkward renewal call. Instead of saying "this plan has a one thousand dollar deductible," I walk through a real bill and show what the client pays first, wh…