They say that knowledge is power, and when it comes to knowing how to effectively sell travel insurance, knowledge is also more value for your clients, not to mention, more peace of mind. In addition, having the ability to competently speak about a product equates to more confidence and therefore, a more effective sales process. Recognizing the connection to travel insurance sales, Allianz Global Assistance has introduced EASY, a new program meant to enhance your travel insurance knowledge and expertise.


HERE ARE THE BASICS:

- EASY is a learning and development program available exclusively to partners of Allianz Global Assistance, designed for travel insurance advisors.

- It provides a learning path to aid in your development of a strong knowledge base and acquire the skills necessary to confidently offer travel insurance to your clients in your day- to-day, and maximize your sales potential.


AND HERE’S WHAT IT OFFERS:

- Four engaging course levels, each of which are learner-driven and on-demand (pause + play), plus mobile-ready with interactive multi-media learning aids.

- Regularly refreshed course content reflecting today’s dynamic business environment.

- Built-in Continuing Education credits.

But that’s only scratching the surface. To learn more about the new EASY Program, CT Magazine connected with Karen Cullen, national director of business development at Allianz Global Assistance, who offered-up the following insider insight.


WHY SHOULD TRAVEL AGENTS TAKE INTEREST IN ALLIANZ GLOBAL’S NEW LEARNING PROGRAM?
Learning is a lifelong process that helps to build knowledge, confidence and comfort. This is especially true when it comes to travel insurance, and travel agents should offer it to their clients at every sale. With everything happening around the world lately, it’s more important than ever to ensure clients are protected when they leave their home province. Besides, having a positive learning experience instils confidence and accomplishment, which travel agents can take into those valuable conversations with clients.


WHAT SETS YOUR LEARNING PROGRAM APART?
Our EASY Program offers product training and a lot more. Agents can enhance their product knowledge, build practical skills and apply sales concepts in their day-to-day when having conversations with their clients about travel insurance. They’ll also find tools to help track and measure the success of their travel insurance sales. One thing we’re really proud of is the giving back aspect of our learning program. If an agent completes the entire EASY Program, we will make a corporate donation to Indspire, an Indigenous-led charity that invests in the education of Indigenous people for the long term benefit of these individuals, their families and communities, and Canada.


WHAT ARE THE BENEFITS OF THE PROGRAM FOR AGENTS?
Our signature online platform puts agents in the driver’s seat with a flexible course set-up and bite-sized chunks of learning which can easily fit into an agent’s day. We offer Continuing Education (CE) credits to help keep our partners current on a competitive product suite that includes Trip Cancellation & Interruption, Emergency Hospital & Medical and Visitors to Canada plans. We also walk the agents through our four-step sales process to help them sell with confidence. The platform is mobile-ready with many interactive multi-media learning aids to keep things interesting and fun. (Yes, we said fun!) We know we’ll put a smile on our agents’ faces at some point through the program.


GIVE US AN EXAMPLE OF HOW YOUR PROGRAM CAN BE USED NOW.
We’re at the height of Visitors to Canada (VTC) season; and with Canada’s 150th anniversary coming up, the country is set to welcome more than 20 million visitors this year. In addition, both Lonely Planet and the New York Times have tapped Canada as the number one destination in the world for 2017, so we’re looking pretty good right now! The EASY Program has an interactive course on our VTC plan that will help travel agents understand this product in detail by reviewing the eligibility, benefits, and exclusions so they can confidentially discuss the product with their clients.

These are all nicely matched up with our four-step sales process to create a clear way for agents to touch on all the key plan benefits. We’ve included VTC in our sales module where agents can see videos on how to offer this very important coverage and have a comfortable conversation with their clients.


DO YOU HAVE ANY OTHER SALES TIPS FOR TRAVEL AGENTS ABOUT VISITORS TO CANADA TRAVEL INSURANCE?

Absolutely! VTC can be ideal for tourists, visiting family and friends, immigrants, foreign workers and SuperVisa applicants. Agents should look for signs that their client might be interested in VTC travel insurance and use the following natural lead-ins to start a conversation about VTC travel insurance:

- “I’m looking for a Canada tour package.”

- “I have friends / family coming for a visit.”

- “My parents often travel here with a SuperVisa.”

For more information on EASY and how the program helps partners maximize their sales potential, contact Karen Cullen at karen.cullen@allianz-assistance.ca.

 

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THE FOUR-STEP SALES PROCESS

To effectively connect the travel insurance policy conversation to your clients, here is a preview of Allianz Global Assistance’s four-step sales process:

STEP 1.
Qualify your client through eligibility.

STEP 2.
Review with your client and tailor the features and benefits.

STEP 3.
Inform your client of the exclusions and manage expectations (travel insurance doesn’t cover everything).

STEP 4.
Affirm your client has made a good choice to protect their investment and well-being.

 

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