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Step 1
Talk about the financial implications: Pet insurance can range from $10 to more than $100 per month. Owners already pay to maintain a healthy lifestyle for a pet and may be reluctant to add cost. But eventually, a pet will need medical care. Knee surgery for a dog can cost up to $3,000. Make the owner see the long-term bottom line, not the monthly bottom line. If a cat needs to be treated for an intestinal inflammation, the cost after veterinarian visits, medicine, followups and X-rays will far exceed the monthly premium.
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Step 2
Let the pet owner know you understand how important the pet is by talking about your pets. Selling pet insurance is about keeping the pet healthy and happy. Say, "There isn't anything I wouldn't do to make sure my dog is taken care of," or "If anything should ever happen to my cat, I have peace of mind knowing that I can afford the expenses."
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Step 3
Get personal: Identify the potential buyer's pets by name, and learn about the animal as well. The seller has to make the pitch sound individualized as opposed to a script. Don't say, "We offer a package for cocker spaniels over the age of 5 that have no serious health problems in their history." Instead say, "This plan may be perfect for Willie. He just turned 5, so he's eligible. And without any serious health problems in his past, it should keep your premiums low."
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Step 4
Don't sound like a robot. Selling pet insurance is different than life, car or health insurance. Even if it's a great idea, the owner may not view pet insurance as essential. Develop a rapport with the owner. Make eye contact, tell jokes, be sensitive in knowing the pet's importance, speak from experience and offer the plan that's best for the owner, not just for the company.
