ROLL UP YOUR SLEEVES AND DIG IN
You can take a big lead in educating clients about pet insurance. Since it's something they might not know about otherwise,
you can further position yourself as the authority figure on their pet's care. You want clients to come to you for information
first—you probably don't want them getting information from the Internet or their neighbor's cousin. Of course, the last thing
you want is to be an unpaid salesperson for the insurance companies, right?
Think about this: You make recommendations every day about things that are good for clients and their pets—things you don't
necessarily sell, like obedience classes, boarding, and food. If you believe in it, why not tell clients about it? If you're
going to endorse a pet insurance plan, you must go beyond, "Here's a brochure, figure it out."
Dr. Downing offers pet insurance as part of her benefit package for her employees. If you work for her for one year, she'll
pay to insure one pet. If an employee works for her for two years, she'll insure two pets, and so on.
Dr. Downing sees this as an opportunity to help her employees seek the best care for their pets. She can provide her team
with a way to prevent economic euthanasia. Dr. Downing doesn't want any of her employees to choose second-rate care at another
facility, no care at all, or euthanize a pet because of their economic situation.
Think about what you would do as a pet owner, not as a veterinarian. "We have an obligation to our clients to help them spend
their money wisely," Dr. Downing says. "It's taking on a new urgency. We have an obligation to advocate on behalf of the pet.
If we take that role seriously, we have to inform clients about their options."