If you have clients who are reluctant to purchase travel insurance, here are some helpful scripts provided by Allianz Partners.
If your client says, “My credit card covers it,” you might say, “Credit card coverage is more limited and depends on what card you have.”
If someone asks you, “I’m young and healthy and I don’t need insurance,” you might say, “What if I have to cancel my trip if something happens to my travel companions, children, or spouse?”
If they say, “I already have health insurance,” you might object. – That way you won’t have to pay deductibles or copays when traveling domestically. ”
Finally, if a client claims “but Covid-19 does not cover”, point out that “many Allianz travel insurance plans now offer epidemic-related coverage such as Covid-19 illness”. I might.
In fact, Covid-19/epidemic coverage is the number one reason agents recommend Allianz travel insurance products among surveyed travel advisors, the company says (more on that later) .
Allianz said the script for reluctant insurance buyers is meant to correct a common misconception.
“The best way to overcome their objections is to understand the problem and give them the right information to better inform them,” Allianz said. “By preparing for situations like this in advance, you can turn objections into sales opportunities.”
This advice is from Allianz’s recently launched Advisor Handbook, a free publication for advisors available online. Includes sales tips, marketing best practices, insurance terms, and more. This handbook was formerly known as the “Marketing Guide”.
Allianz recently conducted a survey of 1,633 Travel Advisor clients. Response to COVID-19 was the top reason for advisors to recommend Allianz insurance, followed by “affordability”, “customer satisfaction”, “previous personal experience” and “competitiveness”. A certain reward” followed by “excellent benefits”.
Advisors surveyed said 76% of their customers buy travel insurance always or most of the time, 14% buy it about half the time, and only 9% “sometimes”.
86% of advisors surveyed said they “always or most of the time” offer Allianz insurance. A spokeswoman confirmed that the advisors surveyed were not bound to sell Allianz insurance exclusively.