Kathryn,
We have all been guilty of overlooking opportunities just because they are hard!
I will admit that there have been times in my life where I have taken the “easy road”!
As a travel professional, I know that you appreciate the importance of recognizing and capitalizing on opportunities for your clients, even when they may require some extra time and effort or appear as challenging. I want you to ask yourself if you put that same effort into talking about the benefits of travel insurance.
Are you doing the following?
1. Identifying Hidden Gems – You may overlook valuable opportunities (being properly protected with travel insurance) for your clients if you focus on the easiest option (supplier waiver). There is no doubt that waivers are often easier to sell and require little to no effort on your part, but is that what is best for your client? Are you missing the real opportunity?
a. Discuss and explore travel insurance options such as the Premium Protection Plan or the All-inclusive Plan
b. Use the “Apples to Oranges” comparison sales tool to highlight key points.
c. Don’t sell from your own pocket.
d. Don’t rush the conversation – give it the time it deserves.
e. Listen to this CTV news story as an example to help overcome this objection:
Sunwing denies refund, offers vouchers after spousal death | CTV News
Personalize Recommendations – Are you qualifying your clients so that you can tailor their travel insurance based on their individual needs?
a. Ask questions.
b. Use the Travel Agent Guide (internal use only)
c. Ask for help if you don’t know the answer (Call Centre, IGO, BDM)
d. It is not one size fits all – start at the top and work your way down (PPP > All-inclusive > Non-Medical inclusive > Emergency Medical
Navigate Challenges - The thought of having to talk about travel insurance with your clients may feel like a daunting task and will often involve overcoming objections. Our top agents understand that challenges such as this are part of the job and they are rolling up their sleeves and tackling them head on, knowing that they will have helped their clients ensure they have peace of mind in the event their travel plans are impacted by something unexpected.
a. Use the “Overcoming Objections” sales tool which is housed in the FORMS section in IGO.
b. Use the sales/marketing pieces in “Saved By Travel Insurance” in IGO
4. Seize Opportunities – Those who are pro-active and adaptable are better equipped to seize opportunities.
a. Stay informed and stay ahead of the curve.
b. Participate in training – Live Monthly Webinars/Lightning Lounge Speed Training/ Training Camp sessions – COMING SOON!
***VACATION ALERT***
Please be advised that I will be away from the office from 29MAR24 to 08APR24 with no access to email or voicemail.
FOR IMMEDIATE ASSISTANCE:
Including product questions, clarifications, procedural assistance, or password resets, please contact:
- Manulife Global 1-866-298-2722
- Transat Travel Insurance 1-800-263-2356
If it is determined you require an escalation, they will connect you with another BDM who can assist.
For group registration number requests, group inquiries, and Over $30,000 or Over 365 Days quote requests, please reach out to my colleagues at travelsalessupport@manulife.ca
Happy Selling!