Protecting Your Clients' Investments?
by Penney Rudicil
OSSN Eastern Regional Manager

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Often selling the vacation protection policy through the supplier can seem like the best option, but is it the best coverage for your client? Here are some things you want to consider before you decide:

• Coverage Limits
• Pre-existing conditions clause
• Who is covered by this policy
• What are the named or approved reasons for cancellation
• How is a claim filed and/or paid

You may also want to consider: the premium that your client is paying, is it the lowest available? Are there deductibles? And what commission are you earning on this policy?

You may be asking yourself, am I a travel agent or an insurance salesman? The answer is a good travel agent knows what is best for their clients… this includes destinations information, the resort or ship to book for them, booking the right activities or tours and yes, finding the right insurance protection for them.

You do not need to read and memorize every policy, you will drive yourself and everyone else crazy… do as you do with your suppliers, have a preferred. Choose one or a maximum of two to learn and understand. If you need additional training, most often, the companies will send a representative out to do training and they are always available for phone consultations.

Selling travel/vacation protection insurance can seem overwhelming, but if you take some time to review the different policies available, what is covered and what is not, it will become a natural part of completing a sale. Get into the habit of including the premium in your quote.

Ok, you have educated yourself, talked with your client and suggested the right policy/coverage for them, but they still decline to take the coverage. Do you say it is mandatory? Do you try to guilt them into taking it?

Once you have made the offer and explained the coverage, always give your client a travel protection brochure/pamphlet to read. Most often, if the client reads the waiver and sees that by declining the coverage their package/cruise becomes non-refundable, they change their mind and accept the policy. If they still decline, get an insurance waiver signed. There are samples of waivers on the www.ossn.com web site.

Selling Travel Protection Insurance is a necessary part of our job as a travel professional, your clients will thank you and you will not only be protecting them and their investment but building loyalty and trust that you are always looking out for their best interest.

What a small price to pay for PEACE OF MIND!