Why Travel Insurance Matters—and How to Talk About It with Confidence

Travel is one of the most meaningful investments people make. It represents time away from work, time with family, milestone moments, and often a significant financial commitment. As travel advisors, our role goes far beyond booking flights and hotels; we help protect that investment. That’s where travel insurance comes in. Travel insurance isn’t about assuming something will go wrong. It’s about acknowledging that life is unpredictable and making sure clients have options if the unexpected happens. And while no one ever plans to need travel insurance, those who do are almost always grateful they had it.

            Travel insurance is extremely important because most trips today involve non-refundable or highly restricted components. Airfare, cruises, tours, and hotels often require full payment well in advance, long before clients ever leave home. Travel insurance can help protect clients when situations arise such as:

• Illness or injury before or during travel
• Trip cancellations or interruptions due to covered reasons
• Missed connections and travel delays
• Lost, delayed, or damaged baggage
• Emergency medical care or medical evacuation while traveling

For travelers, this protection brings peace of mind. For advisors, it brings clarity, professionalism, and protection for both the client and the business. Often, the hesitation around offering travel insurance isn’t about believing in its value—it’s about how to talk about it comfortably. The key is to make it part of the planning process, not a separate sales conversation.

When insurance is presented as a normal step, clients are far more receptive. “As part of planning your trip, we always review travel insurance options so you can decide what level of protection feels right for you.”

You want to focus on choice, not fear; avoid worst-case scenarios. Instead, emphasize flexibility and control. Simply put, travel insurance simply gives you options if something unexpected comes up—before or during your trip. One of the most effective ways to help clients decide is to invite them to consider their comfort level. I often ask, “If something unexpected happened, which would feel more uncomfortable for you—losing the full cost of the trip, or paying the cost of an insurance premium to protect it?” This question isn’t about pressure. It helps clients reflect on risk in a calm, practical way.

Most people who use travel insurance never expected to need it. No one books a trip thinking they’ll use their insurance—but when something comes up, they’re always relieved they had it. Not every client will choose to purchase coverage, and that’s okay.

What matters is that the option was clearly explained and thoughtfully offered. Always let them know that you will make a note that you reviewed travel insurance with them today and that if they change their mind before final payment to just let you know. I also send a reminder and quote right before the final payment date. Remember that travel insurance is responsible travel planning. Travel insurance isn’t an upsell; it’s part of caring for clients well. It protects their investment, sets clear expectations, and provides critical support when circumstances are out of anyone’s control.

When advisors confidently and consistently offer travel insurance, they reinforce their role as trusted professionals who plan not just beautiful trips, but well-protected ones. Because no one ever thinks they’ll need travel insurance, until they do.