There is no time like the present to discuss travel insurance in light of the recent weather events you and your clients have had to deal with. As travel professionals, we know the value of offering travel insurance, yet clients often can be resistant. Typically, this happens because they assume their personal insurance covers them already, they’ve never experienced travel complications before, or they believe insurance is expensive.

Here are some common client objections and suggestions on how to handle them:

CLIENT: I don’t think I need travel insurance.

YOU: If an illness, accident, or sudden change in plans forces you to cancel or interrupt your trip, you face two major financial losses: (1) money you’ve invested in nonrefundable prepayments and (2) medical expenses that aren’t covered by your health insurance. That’s why more and more travelers are turning to insurance to protect their travel investment

CLIENT: I’ve heard travel insurance is expensive.

YOU: The cost is based on the value of your trip. The more you have invested in your trip, the more you need to protect it. Travel insurance covers you for losses caused by trip cancellation and interruption, medical expenses, baggage loss, and trip and baggage delay. Insurance is a great value, considering all the protection you get.

CLIENT: I think my credit card and my medical insurance policy cover me while I’m traveling. 

YOU: Read the fine print on your credit card and medical insurance policies. Many plans offer help but don’t cover expenses. There may be deductibles you’re required to pay before your policy applies.

Remember that clients count on your expertise and industry knowledge. Offering travel insurance is another valuable service you can provide to enhance their overall experience.