Common Questions & Answers on Selling Travel Protection
Questions and Answers
When does my client need to complete the medical questionnaire?
Your client must complete the Medical Questionnaire at the time of insurance application/declarations when applying for our Packages or Cancellation & Interruption Plan coverage for a trip where the non-refundable portion is in excess of a specified limit. This limit is either $10,000 or $15,000, depending on your client’s State of Residence. Review the packages and plans information for details.
When can I extend a policy?
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If your client has not had a medical condition under their existing coverage, you may issue a policy extension, provided they contact you before their return date. |
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If your client has had a medical condition under their existing coverage, your client must request the extension by contacting Assured Assistance Inc. before their return date, and the extension is subject to the approval through Assured Assistance Inc. |
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How do I overcome my client's price objections?
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Learn the Combined Payment Approach. Clients prefer to know all of the costs up-front, and they find it easier to deal with just one number. |
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Break down the cost of travel insurance into a per day rate. Use quotes like "less than the cost of a cup of coffee for such important protection..." |
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Explain the value of RBC Travel Protection® including services of Assured Assistance Inc. |
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How do I overcome my client’s indecision?
Share your concerns. You can say things like: "I recommend travel insurance to all my clients," or "Most of my clients take insurance, and would not consider traveling without it."
Share the travel experiences of others such as yourself, your family, or your clients. Or, use client testimonials and describe sample claims.
Share your knowledge of how much they could risk losing by not having travel insurance. Provide the cost of a one-way ticket home should a family member become unexpectedly ill, for instance; use your claims records; book the insurance and agree to refund their policy if they change their minds.
How do I overcome my client’s credit card objection?
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Explain the difference between trip Cancellation and trip Interruption - some credit card plans cover one, but not the other. |
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Check with the credit card company so they can confirm their most current benefits of coverage. |
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Emphasize the value of RBC Travel Protection including services of Assured Assistance Inc. |
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What is the Liability Release Form, and how can it be used as a sales tool?
Clients often believe they have travel protection, either through their travel agency, their credit card or through a private health insurance plan. When you talk to clients about travel protection and the coverage available under their credit card, which may not be enough, it's a good idea to ask them to sign a Liability Release Form for any portion of coverage they decline.
The Liability Release Form proves that you discussed travel insurance coverage with them and that the client understands and accepts the risk and still declines to purchase insurance.
Having a signed Liability Release Form on file when a client declines medical and/or TCI insurance is proof that you had the insurance discussion with your client. This is a good practice, no matter what type of travel you specialize in. Clients often prefer to buy travel protection rather than sign a Liability Release Form, and it's good to have the Liability Release Form on file to fall back on if they call later and are unhappy because they didn't have insurance.
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