How and Why to Sell Travel Insurance
At the risk of sounding like a broken record, today I want to reiterate the importance of selling travel insurance to your customers. Whatever the occasion, a wedding, a honeymoon, a general trip, or an incentive program– your clients need to buy travel insurance! And it is your job to convince them of why! So, why do they need travel insurance?
Anything can happen on a trip. No one likes to think of the worst case scenario when it comes to traveling, but that doesn’t mean bad things won’t happen if we just don’t think about them! For example, if you have done anything with TASK to date you have likely heard about the tragedy that struck one of my clients- the Melkonians. Dodge and Jill Melkonian were stranded in Turkey after Dodge had an accident on a Royal Caribbean cruise ship. Luckily we were able to rescue them and bring them home, but had they had travel insurance, helping them might have been easier. Okay, the why should make sense to you, but how do you sell your clients insurance?
First, bring it up to them when they are booking with you. Ask them if they want to buy an insurance policy. If your client says they don’t want travel insurance, that’s when you have to make a case for why they should seriously consider it anyway.
Share the facts with them. Explain to them why it’s a good idea. Mention the peace of mind it will give them. Share with them that it’s not as expensive as they might think. You could present them with true stories of people that had tragedy strike leaving them stranded, in massive debt or worse- there are hundreds if not thousands of tales out there like the Melkonians story. Let them know what their limitations will be should they opt out of a travel insurance program. (i.e. you might not be able to get them home, let alone get them refunds or any other assistance)
At the end of the day, the unfortunate fact is some clients will simply not buy it. Some agents actually won’t allow clients to book if they state they don’t want insurance. This guarantees you won’t make any money though. All you can really do is try your best to pitch travel insurance and if they decline you (and they) just have to accept that they won’t be protected in the event of emergency. Make sure they know that you can’t protect them though and get it in writing that they opted out and what that means for them and you to protect your self and your business.
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