As you’re setting your business goals and strategies for the 2019 travel season, remember that Allianz Global Assistance is always here as your partner to assist you in growing your business successfully. We want to help you book more trips, keep your clients happy, and increase your insurance sales.
Our sales team has compiled a list of best practices that many top selling agents use when offering travel insurance to their clients. Two common themes are to introduce the benefits of travel insurance early, and make it one of your essential check-list items for planning a memorable trip.
1. Become the Expert on One Plan
Agents are more effective at selling travel insurance when they focus on one primary plan and practice selling it often to their core clients. As you get better at clearly explaining the value and most useful benefits of an insurance plan, your clients are more likely to understand it too. Our most popular plans offer benefits that cover the most common travel disruptions at an appealing price point.
2. Explain Benefits with Real Scenarios
Travelers don’t want to think about something going wrong. So as their travel advisor, it’s your job to protect their trip experience. Describe common or real-life scenarios that could lead to travel delays, missing bags, cancelled trips due to family illnesses, or other travel disruptions that you or your clients have encountered. Using real examples to show when travel insurance could save them up to thousands of dollars enables clients see the real value in it. They’ll pause to consider what they think might go wrong on their trip and how insurance can cover them in those situations.
Then use social proof to reinforce the decision—talk about why your clients buy it. You might even gather and share testimonials from happy clients who’ve filed a claim with us and been reimbursed for their travel expenses.
3. Talk About the Allianz Advantage
Not every insurance is created equal, and some travelers may be wary of purchasing optional insurance. Tell your clients why you trust Allianz Global Assistance to help them with 24/7 global assistance in case of an emergency. Share a story about how Allianz Global Assistance served one of your clients with excellent customer service or cared for a traveler who got sick abroad, calling daily to check up on them while paying their covered medical bills.
They trust you, so your heartfelt, professional recommendation can go a long way in reassuring them that we’ll have their back when things go wrong. And we’ll always do the right thing for them.
4. Simplify and Personalize the Reason to Buy
Make it an easy decision by simplifying the reason: they’ll have greater peace of mind when traveling to a new, unknown destination. By understanding what worries your client, you can personalize your pitch to them. Maybe they have a pre-existing medical condition, or they’re traveling to the Caribbean during hurricane season. Find the most compelling single reason and sell them on that.
5. Request a Waiver if They Decline
It is best practice to ask your client to sign a waiver acknowledging that they decline travel insurance. This may cause some people to pause and think twice about the potential protection benefits they’re giving up. Offer insurance again right before making their travel reservation and when they make a payment, which are often when your client’s doubts surface about their ability to go on the trip.
We wish you a happy and prosperous year in 2019, and safe travels to all your clients. Let us know if there’s anything we can do to help, and feel free to contact us if you need any training or sales materials.