53. Demystifying Selling Travel Insurance with Susan Barbanel
Dive into the intricate world of travel insurance! While this topic may feel heavy and risky, the intention is to mitigate risk, protect your clients, and also safeguard your business. Susan Barbanel, a National Business Development Manager at Travel Insured, joins the conversation to provide key insights and strategies to navigate the risks and rewards of offering travel insurance.
Susan covers topics such as when to offer insurance to clients, the legal requirements for offering insurance, and the best practices for converting clients to purchase insurance. She also discusses the commission structure for selling insurance and the different add-ons that can be offered to clients. Travel insurance is a topic that affects every advisor and every business model, regardless of the season or type of travel. Itā€™s not just about protecting the investment, but also about providing peace of mind and support. As advisors, It's important to educate your clients and be the trusted resource theyā€™re looking for!
About Susan Barbanel:
Susan is a National Business Development Manager at Travel Insured. She has been with the company for over 11 years as the Director of Group Sales and most recently National Sales Manager, supporting and partnering with high volume key accounts. Prior to Travel Insured, Sue was in the hospitality, tourism, and travel sales industries in the Boston area. Her career has provided skills in business development, account management and working collaboratively for sales and growth. As the National Business Development Manager, she is focused on developing new account partnerships in the travel industry and across various business units. In her free time you might find her on the slopes, playing golf or hanging out at her familyā€™s craft brewery, Still Hill Brewery in Rocky Hill, CT.
Email: [email protected]
Today we will cover:
- (04:35) When to initially offer travel insurance to clients
- (09:45) Setting a minimum expectation for clients to purchase travel insurance
- (13:35) Including travel insurance expectations in terms and conditions
- (15:30) Legal requirement of offering travel insurance as a travel advisor
- (19:45) Advising clients to seek information from the insurance company directly
- (21:20) Do's and don'ts of selling travel insurance
- (23:07) Best practices for converting clients to purchasing insurance
- (27:25) Can travel advisors purchase insurance on behalf of clients?
- (33:35) Importance of having written confirmation for insurance requests
- (35:50) Commission ranges and protection for travel insurance policies
- (46:35) Recommended add-ons for policies
- (52:05) Being a resource for clients who purchased insurance on their own
Client Communication Templates:
A collection of email, forms, and task list templates to help you enforce boundaries, manage expectations, & deliver a high-end travel booking experience.
The Legal Paige - Travel industry agreement templates
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