How to answer shoppers who say no to journey insurance coverage: Journey Weekly

Jamie Biesiada

Should you’ve obtained shoppers who’re reluctant to purchase journey insurance coverage, listed below are some helpful scripts, courtesy of Allianz Companions.

If a shopper says, “My bank card will cowl it,” you may say, “Bank card protection is extra restricted and varies relying on what card you could have.”

If they are saying, “I do not want insurance coverage as a result of I am younger and wholesome,” your response is perhaps, “What if you should cancel your journey as a result of one thing occurs to your touring companion, baby or partner?”

If they are saying, “I have already got medical insurance,” you may counter, “Most home well being plans do not apply outdoors your nation and emergency medical transport could be notably costly. Plus, the emergency medical advantages apply 100 miles out of your residence — to allow them to forestall you from having to pay deductibles and copays once you take home journeys, too.”

Lastly, if a shopper argues “however it will not cowl Covid-19,” you may level out, “Many Allianz Journey Insurance policy now provide epidemic-related lined causes, similar to Covid-19 sickness.”

Certainly, amongst journey advisors surveyed, Covid-19/epidemic protection is the No. 1 cause brokers advocate Allianz’s journey insurance coverage merchandise, the corporate mentioned (extra on that later).

These scripts for reluctant insurance-purchasers are all about correcting widespread misconceptions, Allianz mentioned. 

“The easiest way to beat their objections is to know the difficulty and supply the appropriate data that higher informs them,” Allianz mentioned. “You may flip an objection right into a gross sales alternative by getting ready your self for these conditions upfront.”

The recommendation comes from Allianz’s just lately launched “Advisor Handbook,” a free publication for advisors out there on-line. It contains gross sales ideas, advertising finest practices, insurance coverage phrases and extra. The handbook was generally known as the “Advertising Information.” 

Allianz additionally just lately surveyed 1,633 journey advisor shoppers. Covid/epidemic protection was the highest cause advisors advocate Allianz insurance coverage, adopted by “inexpensive worth,” “constructive shopper expertise,” “prior private expertise,” “aggressive compensation” and “sturdy advantages.”

The advisors surveyed mentioned 76% of shoppers purchase journey insurance coverage at all times or more often than not, 14% purchase it about half the time and solely 9% purchase it “generally.”

Of the advisors surveyed, 86% mentioned they provide Allianz insurance coverage “at all times or more often than not.” A spokesperson confirmed that the advisors surveyed weren’t certain to promoting Allianz insurance coverage completely.