How to respond to customers who say there is no travel insurance: Travel every week

Jamie holiday

If you have clients who don’t want to buy travel insurance, here are some helpful scripts courtesy of Allianz Partners.

If a customer says, “My credit card covers it,” you can say, “Credit card coverage is very limited and varies depending on your card.”

If you say, “I’m young and healthy, I don’t need insurance,” your response might be, “What if something happens to your travel companion, child, or spouse, and you need to cancel your trip?”

If they say, “I have health insurance,” most home health plans don’t apply outside of your country, and emergency medical transportation can be especially expensive. Additionally, the emergency medical benefits are applicable up to 100 miles from your residence — thus preventing you from paying deductibles and out-of-pocket expenses for domestic trips.

Finally, if a customer argues that it “doesn’t cover Covid-19”, “many Allianz travel insurance plans now offer pandemic-related coverage such as Covid-19.

In fact, among travel advisors surveyed, Covid-19/pandemic coverage is the No. 1 reason agents recommend Allianz travel insurance products, the company says (more on that later).

Allianz says these scripts are meant to correct common misconceptions among policyholders.

“The best way to overcome their objections is to understand the issue and provide them with the right information,” Allianz said. “By preparing for these situations in advance, you can turn resistance into a sales opportunity.”

The advice comes from Allianz’s recently launched “Advisor’s Handbook,” a free publication from online advisors. Includes sales tips, marketing best practices, insurance terms and more. The handbook was previously known as the “Marketing Guide”.

Alliance recently conducted a survey of 1,633 travel advisor clients. The top reasons for Covid/pandemic coverage advisors to recommend Allianz Insurance are, followed by “Affordability”, “Positive customer experience”, “Prior personal experience”, “Competitive compensation” and “Strong benefits”.

The consultants surveyed found that 76% of customers buy travel insurance always or most of the time, 14% buy it half the time and only 9% buy it “sometimes”.

86% of the consultants surveyed said they “always or often” offer Allianz insurance. The spokeswoman confirmed that the advisers surveyed were not forced to sell Allianz insurance exclusively.