Agent to Agent: How Important Is It for Me to Sell My Clients Travel Insurance?
Dear Tammy: How important is it for me to sell my clients travel insurance? What do I say to clients who insist they don’t need it?
Tammy: While I’ve touched on this topic a few times before, I really can’t stress enough how important it is for all travelers to have travel insurance. And it doesn’t matter what type of trip they’re taking. Whether it’s a yearly vacation, a honeymoon trip, or some type of corporate incentive program, it really is essential that every single one of your clients buys travel insurance so they’re protected and safe.
Clients need to understand that they really never know what’s going to happen when taking a trip. Even if they’ve taken many trips in the past, it doesn’t mean that nothing’s going to happen in the future. It’s simply always best to be prepared.
When your clients have traveling insurance, there’s a peace of mind that comes with it that truly allows them to enjoy their trip.
When it comes to what to say to clients who insist they don’t need any travel insurance when booking their trip through you? Firstly, let me put it out there that some travel agents won’t sell any kind of trip without the purchase of travel insurance. While you can choose to do this, too, understand that you may lose clients over this, so be sure to think about it carefully before making a final decision.
It’s also important for you to get your timing right. If you hit them with this additional expense at the very end, they’re more than likely not to be prepared. So always be sure to mention the importance of buying travel insurance at the very beginning stages of booking their travels, which plants the idea in their mind. (You might also think about offering a payment plan for clients on a budget.)
Giving them a pamphlet or brochure with travel insurance information is a great idea, as this gives them solid information about and specific reasons why they should buy insurance.
You really want your clients to understand that you’re not trying to make additional money by selling them travel insurance. Instead, you want them to understand that travel insurance is something that they need every single time they go on a trip, just in case.
Maybe adding a few travel stories about travelers who didn’t buy any travel insurance and then something unexpected happened to them in your handouts will help them understand how important travel insurance is when it comes to peace of mind.