In case you’ve acquired purchasers who’re reluctant to purchase journey insurance coverage, listed here are some helpful scripts, courtesy of Allianz Companions.
If a consumer says, “My bank card will cowl it,” you would possibly say, “Bank card protection is extra restricted and varies relying on what card you might have.”
If they are saying, “I do not want insurance coverage as a result of I am younger and wholesome,” your response is likely to be, “What if you want to cancel your journey as a result of one thing occurs to your touring companion, little one or partner?”
If they are saying, “I have already got medical insurance,” you would possibly 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 consumer argues “however it will not cowl Covid-19,” you would possibly level out, “Many Allianz Journey Insurance policy now provide epidemic-related coated causes, reminiscent of Covid-19 sickness.”
Certainly, amongst journey advisors surveyed, Covid-19/epidemic protection is the No. 1 cause brokers suggest Allianz’s journey insurance coverage merchandise, the corporate stated (extra on that later).
These scripts for reluctant insurance-purchasers are all about correcting frequent misconceptions, Allianz stated.
“The easiest way to beat their objections is to grasp the difficulty and supply the fitting data that higher informs them,” Allianz stated. “You may flip an objection right into a gross sales alternative by making ready your self for these conditions prematurely.”
The recommendation comes from Allianz’s just lately launched “Advisor Handbook,” a free publication for advisors accessible on-line. It consists of gross sales ideas, advertising finest practices, insurance coverage phrases and extra. The handbook was referred to as the “Advertising Information.”
Allianz additionally just lately surveyed 1,633 journey advisor purchasers. Covid/epidemic protection was the highest cause advisors suggest Allianz insurance coverage, adopted by “inexpensive value,” “optimistic consumer expertise,” “prior private expertise,” “aggressive compensation” and “strong advantages.”
The advisors surveyed stated 76% of purchasers purchase journey insurance coverage at all times or more often than not, 14% purchase it about half the time and solely 9% purchase it “typically.”
Of the advisors surveyed, 86% stated they provide Allianz insurance coverage “at all times or more often than not.” A spokesperson confirmed that the advisors surveyed weren’t sure to promoting Allianz insurance coverage completely.