Preferential are committed to providing travel agents not only with products that are competitive in the marketplace but also training to help them exploit their expertise to maximise travel insurance sales.
As well as on going training programmes for agency staff, find detailed below some of our top tips for maximising the real advantages agents have over other distribution channels-

Counter the “expensive” perception – it’s not reality.
The negative press recently about insurance packages sold via high street travel agents implies that they are more expensive than other channels. In fact agents have the customer “right in front of them” and can ensure the customer gets the right policy with the right cover for their specific needs. Agents often have varying levels of cover available to match a customers needs rather than the “one fits all” strategy of other providers

“It’s easier to get it from a supermarket” – really?
Never under estimate the value of seeing the customer face to face. Other channels e.g. supermarkets offer the customer “limited access” sometimes merely a phone number to discuss cover with someone often based in India or Ireland. Agency staff should credit themselves for having the ability to offer “instant cover” which matches a customers “exact” requirement - there and then. Agents use their many skills to offer best hotel and flight deals tailored to a customers needs and therefore can use that same experience to ensure customers understand the benefits of their travel insurance. Remember, agency staff know when and where the customer is travelling, how much they are paying and for how long they are going – how many call centre staff will have that detailed information ……….and do they care?

Our top tip when selling late availability deals
Look out for those customers requiring late availability deals. If a customer is booking very late the likelihood is that they will pay high cancellation charges should they need to cancel. Therefore they are likely to take advantage of an instant cover travel insurance policy, like the one Preferential offer.

 

To discuss agent training and other ways of maximising sales please contact: Louise Lockwood on 01306 888060 or email louiselockwood@preferential.co.uk