For Financial Advisor Only

QUARTER 4
OBJECTION
SCRIPTS
Learn how to handle insurance
objections and turn it into sales
opportunities in 2022

Policy Review Framework

9 Quarter 4 Objection Scripts

5 Biggest Quarter 4 Mistakes

What To Focus On In Q4
The Q4 Objection Script
1 | Page –Quarter 4 Objection Scripts

THE Q4 OBJECTION SCRIPT EBOOK

Copyright © 2022 by Dr. Sanjay Tolani

All rights reserved. No portion of this

book may be reproduced, stored in a
retrieval system, or transmitted in any
form or by any means - electronic,
mechanical, photocopy, recording,
scanning, or other, - except for brief
quotations in critical reviews or articles,
without the prior written permission of
the publisher.

Published by Dr. Sanjay Tolani

Publishing.

Please email to [email protected] or

visit www.sanjaytolani.com for more
information.

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ACKNOWLEDGEMENT

This book would not have been possible

without the guidance of my mentors who have
guided me along the journey of being a
financial advisor.

To my members in the mentoring family, I

hope you will find this book useful to your
career as a financial advisor. This book is
specially prepared so that you and future
family members could benefit from the
knowledge documented in this book.

My parents Mrs. Seema Tolani & Mr. Ram

Tolani, my amazing wife, Chandni and kids,
Suraj & Chirag who have given me the
support to push my dream to raise the
standards in the financial service industry.

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Table of Contents

WHO IS DR. SANJAY TOLANI?......................... 5

WELCOME TO THE SANJAY MENTORING FAMILY 9
WHY IS DR. SANJAY DOING ALL THIS? .......... 12
WHY I WROTE QUARTER 4 OBJECTION SCRIPTS?
................................................................ 14
IS IT POSSIBLE TO DO WELL IN QUARTER 4? . 17
UNIVERSAL OBJECTION CIRCLE .................... 24
#1: There Is A Cheaper Version Else Where | I
Want To Compare .................................... 28
#2: I Will Decide When Things Are Back to
Normal ................................................... 30
#3: I Have Enough Money, I Don’t Need
Insurance................................................ 32
#4: Things Are Not Looking Good, I Can’t Afford
It Right Now ............................................ 35
#5: I Want to Hold Cash Right Now Due To The
Uncertain Time ........................................ 37
#6: I’m Not Married, I Don’t Need Insurance 39
#7: I Already Have Insurance | I Have Too Many
Insurance Policies | I Have Sufficient Insurance
Coverage ................................................ 42
#8: I Need To Ask My Spouse / My Parents . 44

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#9: Send Me A Quote And I Will Get Back To

You | Please Email Me The Proposal. ........... 46
5 Biggest Mistakes 92% Of Financial Advisors
Make During Q4 Sales ................................. 50
Policy Review ............................................. 61
Ground Rules ............................................. 65
DR. SANJAY TOLANI SUPPORT SYSTEM .......... 65
How To Sell Insurance to Friends? ................. 75
How To Sell Insurance to Strangers? ............. 82
How To Sell Insurance to Millennials?............. 87
What To Focus On In Q4?............................. 95
WOULD YOU LIKE TO COME FOR THE FINAL
SPRINT 2022? ............................................ 97
CONCLUSION ........................................... 102
CAN I SEND YOU A FREE TRAINING VIDEO? . 104

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WHO IS DR. SANJAY TOLANI?

Dr. Sanjay Tolani, is the CEO of a Single-

Family Office and sits on the board of a Multi
- Family Office Advisory firm named Goodwill
World which serves clients in over 53
countries on Estate Planning Strategies. He is
also on the board of many Venture Capitalist
Funds which invest into Technology, Financial
Services, Trading & Food and Beverage
Industries.

In Academia: He has completed 2 Under

Graduate, 3 Post Graduate and 1 Doctorate in
the field of Economics, International Law,

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Finance, Banking, Insurance, Investments &

Risk Management.

Dr. Sanjay Tolani, became the “youngest

member” at the age of 19 and the “youngest
life member” at the Age of 28 to the Million
Dollar Round Table (MDRT). He also has 16
Top of the Table Qualifications (TOT), which is
considered the pinnacle of the financial
services profession. To top things off, he is
also the youngest Managing Director of an
insurance brokerage in the Middle East.

Currently, he is the CEO of Goodwill World

with offices in 7 countries and an author of the
International Best Seller titled “28000 – Make
Every Day Count” which has already been
translated into 5 languages; proceeds of the
book are donated to the Goodwill Charitable
Foundation, Million Dollar Round Table
Foundation and the Pearl Foundation.

Dr. Sanjay is the family leader of Sanjay’s

Mentoring Family, where more than 100,000
advisors worldwide come together to learn
from him on how they can be better financial
planners.

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His signature “Big Case Closer” program has

successfully groomed many top financial
advisors today and he is on a mission to help
more advisors get better in what they do.

He has also written 10 best selling financial

planning playbooks for advisors who many
now regard as the “textbook” for financial
planning.

Dr. Sanjay has been recognized as a world-

renowned speaker who has spoken in 6
continents across many Universities and
Global Conferences on Economics,
Investments, Insurance, Risk Management &
Sales Management. He has also been profiled
on many media networks across UAE, North
America, Europe, India and South East Asia.

Dr. Sanjay has also been appointed as a

mentor to Young Entrepreneurs Program
under the Dubai SME (A Dubai Government
initiative).

An entrepreneur, An author, A philosopher, A

student, A philanthropist, An advisor, A

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mentor, A husband, A father, A son and A

brother. Dr. Sanjay wears many hats.

He is now on his biggest mission yet; to

rewrite the theories of the 21st century
insurance industry, upgrade the skill-sets &
professionalism of financial advisors so that at
the end of it all, we are able to bring lasting,
transformative change to our clients’ lives and
families.

Dr. Sanjay needs your help to achieve this

goal.

Will you take the first step to join him?

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9 | Page –Quarter 4 Objection Scripts

WELCOME TO THE SANJAY MENTORING

FAMILY

Over the last few years, Dr. Sanjay has

received countless messages from financial
planners from all walks of life, asking for his
help. Initially, Dr. Sanjay tried to reply to each
and every one of them, but soon found out
that he did not have enough time to value-
add as many as he wanted to.

Due to this, he decided to set up a mentoring

family where he would be able to groom
leaders and share their knowledge with
newcomers.

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To further help advisors who were looking for

a massive breakthrough, Dr. Sanjay created
the exclusive ‘Big Case Closer’ program,
where top advisors in the family were invited
to join to gain more advanced financial
planning knowledge. This program has been a
great success, grooming many of the top
advisors you see in the industry today.

Fast forward to today; Sanjay Mentoring

Family has grown into an active group of more
than 100,000 advisors worldwide that
organizes frequent meet up sessions. At these
sessions, members get to learn from those
who have succeeded in their financial advisor
path.

It is Dr. Sanjay’s personal hope that in this

mentoring family, sharing will be part and
parcel of the culture. Everyone has his/her
own insights to share based on previous
experiences and these insights can help
everyone grow.

Besides just sharing, Dr. Sanjay has also

ensured that his family members have access
to other tools to shorten the learning curve to

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success in this industry. These tools include

online coaching material, quick tips via emails
/ Facebook and video courses. A few lucky
ones even get to spend time consulting Dr.
Sanjay personally!

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WHY IS DR. SANJAY DOING ALL THIS?

Firstly, his intention was never to manage or

build an agency. He has already achieved
what he had sought to do as a solo
practitioner.

In his 19 years working as a financial planner,

he has achieved 19 X MDRT, 2 X COT, 15 X
TOT.

Secondly, having spent 19 years in the

industry, he has a unique view of what works
and what doesn't. There are many things he
wished he didn't do and he realized that this
consolidated information is powerful and
should not be just held up in his brain! Now
that he has achieved success that he is
content with, this brings us to his main
intention of paying it forward which is to raise
the standards in the financial services
industry.

Legacy has and always will be a huge

motivation for him and if you digest his
learning & apply the actions required, he will
rest happy knowing that he did his job well.

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If you are ready to be part of his mentoring

family and work towards being a future ready
financial advisor, please register yourself
here:

http://learn.sanjaytolani.com/family

As part of the registration, you will receive:

1. "The Never Shared Before"

Presentation Formula: This alone will
set you apart from the average financial
planners and even private bankers.

2. Actionable and Tested Strategies:

These are proven strategies that have
helped Dr. Sanjay qualify every single
year.

3. Exact Scripts and Objection

Handling: Exact things to say to
overcome challenging prospects.

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WHY I WROTE QUARTER 4 OBJECTION

SCRIPTS?

Every year towards Quarter 4, I have many

advisors in the mentoring family sharing with
me that they are way off their target and
would love to know how I do my insurance
sales differently to achieve my target.

Some of them were lost and needed guidance

while others simply wanted quick solutions to
objections they were receiving. I totally
understand that because I was in the same
situation when I first started in this career.

While I love to answer each and everyone of

the questions, I simply don’t have the luxury
of time because, like you, I have to focus on
my insurance sales in Quarter 4 to hit my
target but that being said, it doesn’t mean I
don’t care.

That’s why I’ve decided to write this book

called the “Quarter 4 Objection Scripts' and in
this book, I will be covering all the common
year end objections I believe you will face this
year.

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While I try to organize our annual event “Final

Sprint” to share with the advisors what are
the latest strategies working to achieve our
goals, I understand that there are many
repeated year end objections that we receive
all the time. That’s why I’ve decided to write
this book so that future advisors (especially
those who have not even joined the industry)
would have something to refer to if they need
it.

The purpose of writing this book is simply to

help you better handle your prospects’
objections in Q4 this year so you can see
better results for yourself.

Note: At the time of writing this book, I cannot

exactly predict what are the best working
strategies so if you really want to find out, you
might have to check out my social media,
mailing list (learn.sanjaytolani.com) or come
for final sprint 2022 our annual event where
we decode what the best working strategies
at the time of the event.

My team and I have spent a lot of time on this

book and if you find value in it, the best way
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 Dr. Sanjay Tolani - Page | 16

to thank us will be to execute the strategies

in this book, create massive results for
yourself and let us work together to improve
the image of financial advisors around the
world.

If You’re Interested to Join Final Sprint 2022:

https://mentor.sanjaytolani.com/fs2022

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IS IT POSSIBLE TO DO WELL IN
QUARTER 4?

I used to think that Quarter 4 is just like any

other quarter and as long as I use the same
method and conversation ideas, I will get
similar results. I never believed that in
Quarter 4, an advisor could actually do 50%
or even up to 70% of their year-end
production.

My thoughts changed when an incident

happened in 2009 and I want to share with
you what happened and hopefully this
personal story of mine can change your
perception about Quarter 4 (especially if right
now at the time of reading you’re not on track
to your target).

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In 2009, I achieved my TOT within the last 3

months before the year ended. I’m sure some
of you are wondering “Sanjay, how is that
even possible?” Let me give you my real-life
experience.

I grew up with my father being my role model.

I watched him close cases at almost any
possible instant; a clinic while waiting for our
turn, a transit lounge at the airport,
sightseeing at the Masai Mara, he has been
legendary! People would actually come
looking for him trying to figure out which
country he was in and wait for him to come to
their country to manage their financial
portfolios.

That is when I realized, word of mouth is the

biggest weapon in our industry. Once you get
the sales cycle correct, it is easy for your
prospect (a layman) to understand what his
money is doing for him.

My father has been my pillar of strength, my

mentor and my safety net. Suddenly when
your life comes crashing, and a mountain of
responsibility adorns your shoulders, the

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burden of it pulls you down. The day my father

had a brain stroke, I was clueless about what
to do. Seeing the person who stood like a rock
in hospital shattered me.

The whole business was entrusted upon me.

Major decisions, livelihood of employees, life-
changing thoughts, running from one doctor
appointment to another, retaining the
reputation built over the years; it wasn’t easy
for me.

Months went by while my father slowly

recovered from the stroke. He had been
partially paralyzed, lost fragments of his
memory, went through angioplasty, leaving
me weeks with no meeting, no client calls and
no frame of mind to focus on the business.

I just had to stay strong for him and the rest

of my family. 9 months went by, looking at
my father slowly and steadily get back to his
normal self, brought me happiness and hope.

He sat me down one day and asked me, “How

has this year been for you? What have you
learned?” I bleakly told him that I was way off
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my target and had gone into survival mode.

He kept silent for a few moments and told me
words I never forget, “I have taught you well,
The Show Must Go On. You have 3 months
left, make this your best year!”

That year, I hit my TOT in 3 months! Now,

why am I sharing this with you?

Q4 plays a very important role in hitting your

targets. If you’re feeling lost about what to do
in quarter 4 right now, you’re not alone, I
have been there.

That is why I’ve specifically compiled this

book to cover some of the most common
objections you may face in quarter 4 and
hopefully this can help you get more sales and
handle your prospects' objections
confidently.

In 2009, my dad had a brain stroke and for

the whole year in 2009, I achieved my TOT
within the last 3 months before the year
ended. I’m sure some of you are wondering
“Sanjay, how is that even possible?” Let me
tell you a story.

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First, some background context about my

father.

He had always been a great role model for

me. Throughout my life, he was my pillar of
strength and business mentor, teaching me
the ropes in an industry frayed with
challenges.

During this period when he was down, life

wasn’t easy for me.

I was given the task of taking over the family

business, along with maintaining its strong
reputation as well as matching the needs of
existing and new clients. People looked to me
to make the tough calls and expected things
to go right the first time.

It was actually going smoothly for a while. I

managed to get large brokerage deals
through tough negotiation. I also kept an eye
on financial assets and accumulated them in
pensions, life funds, collective investment
schemes and other saving vehicles, all while
liquidating them when necessary. The
company grew at an unprecedented rate and
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trust was being built with both staff and

clients.

With all these happening I was no longer able

to focus on my own business. I had a very bad
Q1, I had a horrible Q2, and a pathetic Q3.
And I did not even think I would hit my target.
So, I told my father, I was like "Dad, I think
this is the year I'm not going to hit my TOT…"

That was the first time he sat me down and

he said, "How far are you?" And I said, "I've
not done any work. I mean, Q1, Q2, Q3. I was
pretty much in hospital with you, so I haven't
really done any work."

He's like, don't use my illness as an excuse to

not hit your targets. And I was like, "But it's
not an excuse, it's reality."

He said, "Sanjay, it's an excuse. You still have

Q4. Set up the correct structure for Q4 and
you can still hit your target!"

My target was to do my TOT. That was the

first time I actually hit my TOT within 4
months.

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If you’re feeling lost about what to do in

quarter 4 right now, don’t worry you’re not
alone. That is why I’ve specifically compiled
this book to cover some of the most common
objections you will face in quarter 4 this year
and hopefully this can help you get more sales
and handle your prospects' objections
amicably.

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UNIVERSAL OBJECTION CIRCLE

I've been asked so many times.

Sanjay, how do you get over objections?

Sanjay, how do you manage questions that

clients demand from you?

You see being in this business for the last 21

years; being a member of the MDRT for 19
years now, as well as being the Top of the
Table all do not occur by accident.

It is about making sure that you have a

process that identifies what you do and, in this
chapter, I will share with you one of my
secrets thought processes.

One of the most important thing we’re going

to discuss is understanding what I call U.O.C.
Which is the Universal Objection Circle.

The Universal Objection Circle is primarily

broken into four parts.

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Acknowledge - It’s making sure that you

first ACKNOWLEDGE that there is an
objection. You see, a lot of clients get upset
when we don’t understand where they are
coming from. So it’s about saying the word, “I
actually understand where you’re coming
from!” and acknowledge that there is an
objection.

Ask - The next step that is very important is

ASKING the right questions. Now, when you
ask these questions, these questions are
either to address a particular fear or to
address a particular problem. This helps to

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plant the seeds of doubt to get the customer

worried about their situation.

Solution & Example - Once you’ve asked the

right questions, the most important step after
that is providing a SOLUTION with example.
If you don’t provide an example; most
commonly an analogy, people might not be
able to understand what you’re trying to say.
So breaking it down into something very
simple is highly important.

Relatable - Now the fourth and the most

important step is making sure that this
example is relatable. Can they relate to the
example on an everyday basis? Eg. if I’m
talking to a client, and they don't understand
or relate to the example that I have provided,
their objections continues to remain. So if you
don’t have an example that they can relate to,
you will never be able to get over the
objection.

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In summary…

By understanding and integrating the process

of the Universal Objection Circle into your
conversations and presentations, you can
expect to close more deals and reach a buying
decision earlier. Now the next few chapters
will teach you exactly how to tackle objections
using the Universal Objection Circle.

Note: Some of my word choice are for my

personality; if they don't suit your
personality… write a more suitable response
in the playbook itself, or ask message me for
more advice on my social media.

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#1: There Is A Cheaper Version Else

Where | I Want To Compare

So one of the most common objections I get

in this business is: “Sanjay, I'm sure
there's a cheaper version somewhere
else”

ACKNOWLEDGE:

What I would always say first is this: “Mr.

Client, I absolutely understand that you want
to understand the comparisons.”

ASK:

But let me ask you a question, did you know

that almost all the insurance companies are
the same?

SOLUTION & EXAMPLE:

You know, we live in the 21st century which is

very competitive. Everyone knows what
everyone is doing. All of us have exactly the
same product, few changes, the difference
would be 5%- 10%.

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The question that you have to answer is “WHO

do you want as your advisor?”

You see, every client that I work with, I only

ask them one thing – What do you want me
to compare?”

The products are the same.

You die - I pay,

You fall sick - I pay,

You retire - I pay,

Your kids go to college - I pay.

These are the only 4 products that every

insurance company has.

RELATABLE:

The only question you have to answer is “who

do you want as your financial advisor”. And
that's the most important thing!

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#2: I Will Decide When Things Are Back

to Normal

Another common objection I get in this

business these days is: “Sanjay, I will
decide when things go back to normal”

ACKNOWLEDGE:

What I would always say first is this: Mr.

Client, I'm so glad that you feel that things
will go back to normal. But let me give you
the reality… nothing will go back to the same
normal that you knew of.

ASK + SOLUTION & EXAMPLE:

We all have had to make some changes and

because these changes have happened so
fast, we need to learn to adapt to these
changes very quickly.

Let me give you a simple example. Do you

realize we have all been forced to retire?

Who thought that we'll be forced to stay at

home?

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Who thought that children would be studying

from home?

Who thought that we'll be able to work from

home?

Think about that…

You see, none of us even thought about

these… But that's probably what normal is.
So, if that's the normal, we're already there…
and we need to adjust for that.

Now is the best time for you to restructure

your investments, because now you need to
understand that income is more important
than assets.

If you have multiple properties today, you

cannot even visit those properties. You cannot
even check if those properties are okay. You
have no option; you are stuck in your own
house.

If you have properties in other countries, you

can't even travel there anymore. And this is
the best time for you to restructure your
investments, to see which investments are

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giving you income. Because now, it's not

about assets, it's about income.

Let's focus on restructuring your investments

in such a way that they give you more and
more guaranteed income. We need to start
looking at income rather than assets. That’s
restructured. And that is the normal that you
should be focusing on.

It doesn't affect me. But that's a decision you

have to make.

RELATABLE:

Are you ready to re-look at your investments,

and restructure in such a way that you get
more and more income?

If the answer is YES, let's continue this!

#3: I Have Enough Money, I Don’t Need

Insurance

One of the most common objections I get in

this business is: “Sanjay, I have enough
money and I don't believe in insurance”

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ACKNOWLEDGE:

What I would always say is this: “Mr. Client,

I'm so glad you told me that you don't believe
in insurance.”

ASK:

But let me ask you something…

Insurance is nothing that you have to believe

in… I mean, it's like if you have a car you need
to buy car insurance because that's what the
purpose is. If you lose your car, you want to
be protected. It's not about whether you have
enough money or not.

You are an asset for your family, right?

SOLUTION & EXAMPLE:

The whole purpose of insurance is to transfer

risk that you can't handle.

You see, you are very good at managing

money. You're intelligent, you're smart. I
don't think you need insurance. But your
children, your wife, your family might not be

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as intelligent at managing money the way you

are… they need someone as a plan B.

So, my job is only to create money, so that

they have more time to be able to learn how
to manage money. Because you are very
smart, I have no doubt in your capability.
Let's get that very clear - You don't need life
insurance.

But life insurance is not for you… life insurance

is for your family. Because they might not be
able to manage money the way you do it.
They might not be able to understand how the
business works, the way you do it. That's the
reality.

87% of businesses die with the founder.

That's the reality of the world and numbers
don't lie.

87% of businesses around the world die with

the founder.

You are intelligent, you know how to do it.

Your family? Probably not.

That's my job!

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RELATABLE:

You see, I'm only plan B. I'm not your plan A.

Go ahead, you have enough money. Keep
working on it.

In case plan A fails… I am your plan B!

#4: Things Are Not Looking Good, I Can’t

Afford It Right Now

Another common objection I get in this

business is: “things are not looking good,
I can’t afford it right now”

ACKNOWLEDGE:

“Mr. Client, I'm so glad you told me that we

have a problem with affordability.”

ASK:

But let me ask you a question…

You see, this is the worst time in history for

anyone to fall sick or die. Because this time if
you fall sick, you will be sick alone, your own
family and friends cannot even come to
support you. If you die, you will be dying

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alone, your family cannot be there for you.

That is the reality of the world today…

This is the worst time to be either falling sick

or dying. Because your entire support system
is isolated from you. Your family cannot visit
you; your friends cannot visit you… nobody
can come to take care of your family in case
something happens to you today. This is the
worst time in history to fall sick and die…

SOLUTION & EXAMPLE:

One of my clients just passed away last week

due to Covid… a very wealthy man. Nobody
could attend his funeral. His entire funeral
was done on zoom, nobody could be with his
family. His own family couldn't attend the
funeral.

I feel so sorry for him because he was a very

nice man, amazing guy, fantastic person… but
he did die…

And this is the worst time to be dying because

your own family and friends cannot be with
you.

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I understand it's going to be difficult for you

to afford it. Let's find the right way to pay for
it, right?!

RELATABLE:

We'll figure that out... but we need to do it

because your family needs money and cash
today more than ever before.

If something happened to you, we need more

cash today than ever before… and that's the
reality of the world.

#5: I Want to Hold Cash Right Now Due

To The Uncertain Time

Another common objection I get in this

business these days is: “Sanjay, I want to
hold cash right now due to the uncertain
time”

ACKNOWLEDGE:

What I would always say is this: “Mr. Client,

you are absolutely correct. During uncertain
times, it's very important to have cash. But
let me ask you a question…”

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ASK:

Did you know that that's exactly what I do?

SOLUTION & EXAMPLE:

You see, when you fall sick, you need cash.

In case you pass away, your family needs

cash.

When your children go to school, you need

cash.

You don't need assets, you need cash. And

that's exactly what my job is. My job is to
create cash whenever you need cash. My job
is to create cash. That's my job.

In case you pass away, I give cash to your

family.

In case you fall sick, I give cash to your

family.

If your children have to go to college, I will

give cash to you to send them to college.

That is my exact job.

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A lot of people think I'm creating assets… No,

I'm creating cash. You should hold cash
during uncertain times and that's what my job
is. I hold cash for you, that's my job.

RELATABLE:

The whole purpose of insurance is to create

cash. And that's my job. Because cash is king.
Property is not king. Investments are not
king. Cash is king. And my only job is to
create cash!

#6: I’m Not Married, I Don’t Need

Insurance

One of the most common objections I get in

this business is: “Sanjay, I’m not married, I
don’t need insurance.

ACKNOWLEDGE:

What I would always say first is this: Mr.

Client, if you honestly don't have any
dependents, your need for insurance is quite
limited.

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ASK + SOLUTION & EXAMPLE:

But it's still limited to three major insurances.

One, making sure you have income protection

due to bad health which is a product that we
call critical illness.

You see, you are still dependent on yourself.

You have to make sure that you have an
income stream that's coming to you in case
you fall ill or cannot work anymore. So you
need to make sure you have income
protection due to bad health in case you fall
sick.

Second thing that you definitely need to make

sure you have is - making sure you have a
health insurance plan. Because if you're in
hospital, who's taking care of the bills?

You see, the advantage of being single is that

no one's dependent on you. But the
disadvantage of being single is you have no
one to be dependent on either. So the
question is “who takes care of your medical
bills if you are in hospital?”.

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And the third most important thing is - you

need to make sure you're saving money for
your retirement. Because as you grow older,
if you choose to stay single for the rest of your
life, when you do get old you want to make
sure you have enough income that keeps
coming to you. Because if you don't have an
income, we have a problem.

You see, no money no honey… exactly the

same concept. You see, it is not about what
happens with that money, but making sure
you get the attention, the requirement of
society to be with you when you need them to
be. And the only way to do that is making sure
you have money that keep coming to you.

It's coming to you as an income. Monthly,

quarterly, annually… it doesn't matter. But
making sure you have that stream of income
that keeps coming to you.

RELATABLE:

So you don't need to buy life insurance

potentially, because no one is dependent on
your income. But you definitely need to have
income protection due to illness, you need to

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make sure you have health insurance, and

most importantly you are saving money for
retirement.

It's as simple as that!

#7: I Already Have Insurance | I Have

Too Many Insurance Policies | I Have
Sufficient Insurance Coverage

Another most common objections I get in this

business is: “Sanjay, I already have
insurance | I have too many insurance
policies | I have sufficient Insurance
coverage.”

ACKNOWLEDGE:

What I would always say first is this: “Mr.

Client, I actually understand where you're
coming from. I get it, you might already have
enough.”

ASK + SOLUTION & EXAMPLE:

That's my job. It's my job to check if you have

enough.

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If you do have enough, we don't need to go

down the route of actually doing any more
shopping. But if you don't have enough, all
I'm here to do is give you an opinion.

You see, my job is just like that of a doctor.

When you go to a doctor, you would be going
for regular check-ups.

When you do a regular checkup, he looks at

what you've been doing, he makes sure that
that is working and if that is working, there's
nothing to change. But if it is not working, we
need to implement some new changes.

You see, I'm just like a financial doctor. You

need to do regular checkups to make sure
everything that you have done, still works…
everything that you had bought, still works.
And that's the financial planning process.

Mr. Client, it's about understanding that you

are now sitting with a financial doctor, and all
I'm doing is giving you a second opinion on
something you have already done.

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RELATABLE:

So I agree. If you have a lot of insurance, we

just move on, there is nothing to do about it.
But if it's not enough, we have a look at that.
So it's about re-looking at what has already
been done and then moving on from there.

All I'm doing is taking a snapshot. If

everything is okay, we move on!

#8: I Need To Ask My Spouse / My

Parents

Another most common objections I get in this

business these days is: “I need to ask my
spouse / my parents”

ACKNOWLEDGE:

“Mr. Client, I understand where you're coming

from. You probably want to get your family,
or your friends involved in this decision.”

ASK:

So why don't we do one thing, instead of you

trying to handle all the questions that they
would ask, because they would ask questions

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for sure. Why don't I come along with you in

that meeting?

SOLUTION & EXAMPLE:

Organize a meeting where you and I could be

working together, and I could explain to them
exactly what I explained to you. But if they
have any other questions that are slightly
different from yours, or different from yours,
I’m there to handle it.

You see, I don't want you to think that you

didn't do your research before you discuss this
with them. That's my job. You would have
questions that I need to answer.

There could be technical questions, there

could be regular questions… It doesn't matter
what type of question there is. It's just that
you probably want me in that meeting.

The most important thing is getting across the

reason why we did this.

You see, Mr. Client, the reason why I'm doing

this for you is I was working with a client
previously and the son was trying to get his

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father to buy protection as keyman insurance,

and one of the things that came up was;
“Sanjay I might not be able to explain that to
my father the way you explained it to me. So
would you mind joining me in that meeting?”

And that was the reason why I actually joined

the meeting, and I realized he's correct.

A lot of questions that his father asked were

very different from the questions that he
asked. And me being there allowed him to
make sure that they both understood, and
they did not have any misconceptions, or
there was no miscommunication of
information.

RELATABLE:

So being in that meeting allows me to be more

powerful, allows you to be more powerful.

#9: Send Me A Quote And I Will Get Back

To You | Please Email Me The Proposal.

I am sure a lot of you have heard this.

“Sanjay, can you please email me the

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proposal?” or “Sanjay, just send me the

quote and I will get back to you!”

ACKNOWLEDGE:

You see Mr Client, I understand that you

would love to study the proposal before our
meeting. However, let me be very honest with
you, some of the parts of the proposal are
quite technical.

ASK + SOLUTION & EXAMPLE:

It is more important that I am together with

you to glance through the entire proposal. It
will only take us about 15 minutes to go
through the entire proposal to make sure you
have understood every aspect of it.

This beat leaving you with questions left

unanswered for a very long period of time.
So instead of me just emailing you the
proposal, why don’t I simply spend 15
minutes with you?

You tell me when it is convenient for you and

I will come over. We just need 15 minutes to
go over the proposal. Imagine this: you go to

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a doctor and the doctor does a check up. After

that, he emails you a prescription. How do you
know what to do with that prescription?

Another scenario: You go to the pharmacy.

The pharmacy then gives you the medicine
which you don’t know what to do with. How
do you take the medicine? There has to be a
doctor that will actually tell you when is the
best time to take the medicine, agree?

When is the right time? Is it before breakfast?

Is it after breakfast? Is it at night? Is it during
the day? When is the right time to do it?

It is the same thing when you’re doing

financial planning.

It is understanding that it is a process. When

I am sitting with you, it is not about the
proposal nor is it about the product. It is all
about helping you understand what we are
trying to achieve, and that we need to spend
15 minutes to run through that entire process
that I have already been through with you
before.

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RELATABLE:

So instead of me emailing it to you let me

have 15 minutes of your time.

So I can benefit your family for a lifetime.

Summary

By now you should be familiar with handling

an objection when you see one. Remember,
always listen to the objection before handling
it.

For those of you who are curious about how I

handle objections in person, I have some
good news for you. I have actually recorded a
series of how I handle objections in video
format.

So if you’re interested to get your hands on

these videos, drop me a message and I will
show you how to get them FAST.

“Every new objection will make you a wiser

financial advisor!”

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5 Biggest Mistakes 92% Of Financial

Advisors Make During Q4 Sales

As we are approaching the last quarter of

2022, this is when many of us, the advisors,
are busy pushing for our sales to hit our
target.

From my years of experience in the industry,

I have noticed a pattern of common mistakes
that all advisors repeatedly do towards the
last quarter.

Now, these mistakes may seem small and

insignificant, but they are actually very costly
and can make all the difference between you
hitting your target and you not.

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Mistake #1: You become pushy instead

of being an advisor.

Remember our role as Financial Advisor is to

provide good advice to clients and not push
unnecessary products to them. During Q4,
some advisors panic and push unnecessary
products to their clients and in return create a
bad name for themselves. So please stop
doing that! This will only harm your reputation
in the long run.

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Mistake #2: You pick clients who are

tough nuts.

There is a saying, if a client is pretending to

be sleeping, nothing you do can wake them
up. If your clients are ignorant of getting
themselves covered and protected, please
move on. The market is WAY bigger than you
think, go focus on getting yourself fresh
prospects.

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Mistake #3: You use special offers to

attract customers when you should focus
on the plan, not the product.

Financial planning is about finding the right

financial solutions to your clients worries.
While special offers are attractive, your focus
should be on how the plan can benefit your
clients and who they care about. Focus on the
benefits of them getting the plan rather than
just a discount.

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Mistake #4: You become unrealistic with

your goals

Don’t expect to miraculously 5x your

production by putting in the same effort. IF
you want to double or triple your production,
you have to WORKING HARD. I know many of
us have been busy networking, but in Q4, you
should really focus on changing these
relationships to profits consistently.

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Mistake #5: You blame circumstances

and not meet enough people

During the last quarter, some advisors are not

performing well. So what they do is they start
to blame everybody for their circumstances.
And as a result, they did not manage to meet
enough clients and ended up not hitting their
target at all. Remember, every day is a fresh
day. Your results yesterday will not determine
your results today. SO STOP worrying about
your poor sales results and move on to create
new one.

You see, I understand how you feel.

During the last quarter of 2022, many of us

start to panic about hitting our goal and that
is completely OKAY. I think rather than
spending time getting worried, my advice is
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you should start focusing on meeting more

clients.

So rather than spending 80% of your time

worrying and 20% of your time working,
spend 80% of your time working and 20% of
your time being worried.

If you want to learn more about Quarter 4

sales strategy, I look forward to seeing you at
Final sprint 2022.

Side note: If 2022 hasn’t treated you kindly,

it’s not the end! Keep your chin up, stay laser
focused and keep improving. We still have so
much time left this year to reach our goals!

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I understand that due to the post-pandemic

situation and rising interest rates, many of us
are actually way off our current sales target.
What makes this year even worse is that Q4
strategies that seemed to work so well last
year are not anywhere close to being effective
this year.

Final Sprint 2022 is specifically designed to

show you the simple steps on how you can
close 30% MORE INSURANCE CASES in Q4,
leverage upon the relationships you have
been working on in 2021 and 2022 and jump
onto the current trends that will increase your
chances of achieving monthly consistent
commissions.

This year, our focus is on workable strategies

where I want you to be able to pick up good
ideas that you can implement immediately to
see transformative results, especially as we
enter the last few months of the year.

Here’s what you can look forward to

learning in Final Sprint 2022:

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In the Final Sprint 2022, we will ride on the

current market trend and open up more cases
for Quarter 4. Quarter 4 is all about activity.

We will dive straight into workable strategies

for financial advisors. I will be sharing with
you the Updated 2022 Quarter 4 sales secret
used by advisors. We will learn about the Final
Sprint sales cycle that will be useful during
your quarter 4.

I will also cover 9 Final Sprint Shortcuts that

has been tested and proven where you can
copy and paste and see results. I’ll then
further break them down country wise and
how effective they are based on location, so
that no matter where you come from; be it
new or experienced advisors, there will
definitely be a workable strategy for you.

I also want to take this opportunity to talk

about the 2022 Policy Review ideas will be
helpful during Q4 and with these ideas it
should at least increase your sales by 10%!

If you know me well, you will know that I stick

to the mantra of seeing is believing. I want

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you to listen to the strategies of the top 1%

of advisors, who I have invited from my
Mentoring Family. These are advisors who
have done extremely well to date and they will
be sharing with you what’s working for them.

They will be sharing with you their in-depth

Quarter 4 Strategies, as well as some of the
prospecting ideas they have tweaked to make
it work exceptionally well for 2022.

Expect to hear creative and interesting

strategies from different countries and
different target markets. I’m confident you
will find a strategy that suits you.

We will then focus our time talking about the

top 5 recent common objections (not what’s
written in this book) for Quarter 4 this year.
I’ll give you the exact script I use to handle
them and show you how you can shift these
objections into sales in a non-pushy manner.

Finally, we will end off our Final Sprint 2022

session with a 60 day action plan. I will hold
you by the hand and show you exactly what

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to do step-by-step in the last 2 months of

2022 to see results.

Remember, if you don’t hit your sales target

this year, not only will you be playing catchup
while everyone else celebrates, you WILL end
up struggling even more at the start of next
year!

So, if you’re interested to leverage on the

family experiences for hitting your target in
Q4, do remember to come down for Final
sprint 2022.

Get Access to Final Sprint 2022 Here:

https://mentor.sanjaytolani.com/fs2022

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Policy Review

Would you like to execute the exact same final

sprint strategy that has worked for me this
year?

Over the past one year, I’ve been receiving

questions from family members all over Asia
and the same problems keep coming up:

“Dr Sanjay, I have run out of prospects to

meet”

“Dr Sanjay, I've run out of clients to meet”

“I don't know who to call”

“I don't know who to speak to”

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“I don't know what to speak”

Guys, we've got exactly the same problem

everywhere.

Now, family members have also been

messaging me on Facebook saying:

“Dr. Sanjay, could you give us a tip because

some of us are just lying in bed, still trying to
figure out what strategy you use for final
sprint?”

So why don't I share a very quick strategy

that you can use instantly to get some work
done?!

Now, step number one is understanding that

the traditional policy review method was:

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You would call a client, fix an appointment,

travel to meet up with them, spend a few
hours with them to find out if there has been
no change in their life or in their income, and
you just realize you wasted time.

In Q4 we no longer have this much time to

waste. So I’ve written down a strategy that I
use for policy review so you can follow.

Usually, I call my clients and have a

conversation with them on the phone. During
the call I find out if there's been any lifestyle
change or any income change that I should be
made aware of. For example; did they get
married, did they have children, do they get a
promotion in their job, simple lifestyle or
income changes.

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If there has been a change, spend time with

them. If there has been no change, don't
waste your time because you can always build
rapport with them towards the end of the year
or even next year.

Don't spend your final sprint doing reviews

and report building if you don't have a proper
strategy.

Understand this, it's not about trying to sell

you a new product, but to make sure that if
there has been a change in your life, we need
to make sure that all those reviews are
adapting and making your final product
better.

Your financial plan is your financial plan. It's

your advisor's job to ensure that you are
updated and ready for the future.

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Ground Rules

DR. SANJAY TOLANI SUPPORT SYSTEM

CATEGORY #1: FREE INFORMATION

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 Dr. Sanjay Tolani - Page | 66

Learn.sanjaytolani.com

I want you to go to learn.sanjaytolani.com

and register yourself to the mailing list to join
the mentoring family. When you do that, you
will stay connected with me and receive new
financial planning strategies and share
updates about our industry. If you’re just
starting out in this career, I want to help you
get started by building a good foundation.

Social Media Profiles

Do follow me on all my social media so that

you can keep up to date with industry
knowledge. I designed my social media profile
not for personal prospecting, but to reach out
to advisors to help them in their journey to
success. If you have any questions, do text
me too and I’ll do my best to answer you.

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YouTube Videos

I’ve uploaded hundreds of learning videos for

you on YouTube and you can watch them for
FREE. Please go watch them and help yourself
to get better. Many top advisors from the
mentoring family will also reply to your
comments to help you grow.

CATEGORY #2: DR. SANJAY’S BOOK [DO

IT YOURSELF]

I’ve documented all my knowledge into books

for you to study in your free time. These
books are structured to help you get better
across time. Every book is designed to
address a specific aspect of financial planning
and help you understand the new way to help

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 Dr. Sanjay Tolani - Page | 68

you move a step closer to being a good

advisor.

Where to buy these books?

Get them here:

https://mentor.sanjaytolani.com/bundleorde
rforms

You can find the link to this book via my

Facebook page or go to <sanjaytolani.com>
Note: some of these books might not be
available either due to it being sold out or we
decided to not print anymore to make the
information exclusive for early buyers.

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69 | P a g e – Q u a r t e r 4 O b j e c t i o n S c r i p t s

CATEGORY #3: SANJAY MENTORING

FAMILY MEET UP [OFFLINE SHARING]

Every quarter, I will find time to fly around the

world sharing my knowledge with members
from the mentoring family. If you have time,
I want you to attend these meet-ups, where
you will learn from me and other top advisors
in the mentoring family.

Offline meet ups are important because it

allows me to update you my latest strategies
and you can learn from me personally. There
are things I share during this meet-up that are
never uploaded or documented

If you interested in signing up for these

events, head on to my social media profile.

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Tickets are usually sold out within hours of

launching it.

CATEGORY #4: DR. SANJAY LEARNING

VIDEO

If you are somebody that learns from

watching the video, I have good news for you.
I’ve recorded a series of training videos and if
you’re interested to kick start your training, I
suggest you sign up for the future advisor
system to kick start your initial learning.

Join here:

https://mentor.sanjaytolani.com/futureadvis
orlaunch

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71 | P a g e – Q u a r t e r 4 O b j e c t i o n S c r i p t s

These videos are best for new advisors who

want to build a strong foundation. It includes
case studies as well.

CATEGORY #5: BIG CASE CLOSER

PROGRAM [DO IT WITH YOU]

This is an exclusive yearly membership

program where I share ALL my secret
strategies to close bigger cases. It is an
exclusive program where we open enrolment
once in a while.

This program is not for everyone. In fact, it is

only for motivated and driven advisors who
really want to be successful and rich in this
career. I will hold your hand and guide you to
the path of success.

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 Dr. Sanjay Tolani - Page | 72

If you’ve been in the industry for a while and

seen your income stagnating, then this
program is 110% for you. I design this
program to help advisors get massive
breakthrough. I’ve been in your shoes and if I
have done it before, I can show you how to
get to your goal 5x faster.

To Sign Up: https://www.bigcasecloser.com/

(Due to limited seats, we will only open
enrolment once in a while)

CATEGORY #6: PRIVATE MASTERMIND

[DO IT FOR YOU]

Every year, I select top advisors in our

mentoring family to attend a special “by
invitation” only meet up. The reason is simple.
I want to personally help these advisors to get
AMAZING breakthroughs and to test out new
strategies for the rest of the mentoring family.
I will even personally customize solutions and
strategies to help advisors break through.

Like how science experiments work, these top

advisors will test out my strategies and when

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we are confident about it, we will then share

it with the rest of the family.

Yes… This also means that top advisors get to

test out NEW strategies and reap the most
benefits out of it.

The only way to join these by invitation

mastermind is via the Big Case Closer
Program.

In Summary…

My dear mentoring family, now that we are

clear of all the support systems to help you
get successful, let's get ready to rock and roll
to become a big case closer this year!

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 Dr. Sanjay Tolani - Page | 74

Last year we had around 2,000 advisors joining

our yearly Final Sprint session (the reason we
didn't had more is because I've limited the
number of seats) and they LOVED it!

Get your online access pass to our Final

Sprint 2022 Live on 27th October 2022.

If you are ready to give yourself an unfair

advantage in this upcoming quarter 4 of 2022…

Join Our Class Here:

https://mentor.sanjaytolani.com/fs2022

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How To Sell Insurance to Friends?

I’ve been receiving many questions from the

family asking me like “Dr Sanjay, how do I sell
insurance to my friends, but at the same time
I’m scared they will unfriend me as a result” /
“I’m a new advisor, and I don’t have any
prospects to talk to. How do I make my
friends interested in financial planning?”.

I understand that many advisors have been

experiencing the same problems, therefore I
have written down the 4 main learning points
when selling insurance to your friends.

#1: Why Advisors Are Reluctant To Sell

Insurance To Their Friends?

After 19 years of selling insurance, I found out

that there are 2 reasons why advisor are
hesitant to sell insurance to their friends:

Number 1, You don’t want to spoil your

friendship - Yes I understand it's sometimes
difficult to bring up the topic of insurance to
your close friends, because you’re afraid they
think you are just after the commissions.

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Number 2: You are not confident of Your

knowledge and products. - you see, it is
difficult to sell something you’re not good at,
especially to your own friends.

#2: Why are your friends not buying from

you?

A pretty common concern I get from my

mentees is “Sanjay, I’m hesitating, can you
teach me what’s the best way to sell insurance
to friends without spoiling my friendship? “

Understand this, for a friend to buy insurance

from you, there are 2 things that has to
happen.

One, you must have the professional ability.

This includes you giving the right advice and
knowing your product. If you do not have the
professional ability, do check out some of the
books I've written to help you with it.

Remember, nobody will buy insurance from

an advisor that doesn’t know what he is doing.
So, when you see your best friend buying
insurance from another advisor, chances are
either because you didn’t approach your own

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friend, or your friend don’t trust your

professional ability.

Next, you must develop trust with your

friend. Trust is developed via your prospect
interaction with you or what they have heard
about you or read about you.

People buy from people they like and trust.

Even if you give the best advice, nobody will
purchase anything from you if they don’t have
any trust in you.

So, remember, if your friends are not buying

from you today, chances are you either didn’t
develop sufficient professional ability or didn’t
develop enough trust. Work on this two
aspects and I assure you, you will be more
confident as you approach your friends for
insurance.

#3: Why sell insurance to your own

friends?

Many advisors are struggling with

approaching their friends and I can 100%
assure you this is a mindset issue. And if you

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are one of them, here are 3 reasons why sell

you should sell insurance to your friends.

Reason 1, Everyone needs insurance.

Insurance is a necessity and an essential form
of risk transfer. If you do not sell insurance to
your own friend today, another advisor will
someday down the road.

Reason 2, The best gift you can give your

friends today, is a peace of mind. Don’t think
your friend is doing you a favor by buying
insurance from you. Stop thinking that way.
You are actually doing them a huge favor by
giving them a lifetime peace of mind.

Reason 3, Insurance helps your friendship last

forever. When we offer insurance to our
client, our commitment to them is a lifetime.
Wouldn’t you prefer to service your own friend
for a lifetime?

Trust me, I’ve been in this industry for a long

time and I love to sell insurance to my friends,
because working with them makes my work
more meaningful and enjoyable.

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#4: How Do I Approach A Friend To Talk

About Financial Planning?

You don’t need a reason to approach your

friend. But if you have to, start your
conversation with questions or case study.

Case Study Example #1:

“Hey [Friend], Can I ask you a question?

You see, we’ve known each other for so long,

and you have never spoken to me about
financial planning before even if you know I’m
in this line.

Is it because I’m not good enough for you

yet?”

(I will probably say it in a casual tone - I will

then follow up by saying)

“As you know, I only want to work with people

I like and respect. As your friend, I just want
to make sure you’re fully covered. So why
don't we spend some time next week sitting
down and I’ll tell you more about financial
planning?”

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(If your friend says yes, then great! If it is a

no, then it means you have not created a good
reason for him to say yes.)

Keep Practicing on your presentation skills.

Case Study Example #2:

“Hey [Friend], I’ve recently met a client that

is just like you. Young couple with a child
which is 2 years old. They are looking for full
insurance coverage and investment.

And while I was helping them with their

financial planning, I suddenly realized that
what has work for them could work for you
too.

And I ask myself, why haven’t we sat down

and talk about financial planning despite us
knowing each other for years?

So why not we find time to sit down next

Tuesday to look at your finances together?

I’ll love to see how I can help you.”

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I hope the above 2 examples help you better

understand how to sell insurance to your
friends.

Summary

By now you should have understood how to

sell insurance to your friends. As advisors you
need Professional Ability and Trust to get your
friends to buy insurance from you.

Please understand that you don’t need a

reason to approach your friend. But if you
have to, start your conversation with
questions or case study.

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How To Sell Insurance to Strangers?

I’ve been receiving a very common question

from so many advisors from the mentoring
family which is “Dr Sanjay how do I sell
insurance to strangers?”.

I’m sorry to break it to you, but it is

impractical for advisors to sell to strangers.
You see I’ve been in this industry for many
years, and what I can assure you is “People
buy insurance from people they trust”.

This trust can be because of:

1. Their personal relationship with you - their
trust in your character and attitude
2. Their trust in your professional
advice/skillset.

This why as an advisor, you need to spend

time working on your soft skills and your
skillset.

Now that we understand that we cannot sell

to stranger directly, the next thing I want to
understand is the client acquisition process.
This will help you differentiate the type of

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prospects and how you should go about

closing them.

The client acquisition process

The client acquisition process goes like this:

Cold Leads - Cold leads might be people you

get from the phone book or address book.
These might be people who you randomly
connect with on the streets or via door
knocking. Often these leads are people who
have not built a rapport with you and/or
unaware of their financial needs.

Warm Leads - This could be recommendations

you get from a friend or someone you already

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know of, but never had a discussion with.

They could also be prospects who you
previously connected with. These are people
who are probably aware of their problems and
are waiting for someone to give a convincing
solution.

Hot Leads - A hot lead is usually a person who

is just waiting for a solution to be provided
before they decide to do business with you.
These are prospects in which you have the
highest chance to do business with and are
very much aware of their own financial
needs.

The goal in every sales process is to bring

your prospects from cold to hot leads. Certain
advisors try to force close a cold lead and end
up losing the deal.

The reason is that the prospect is not ready to

do business with you! So, value add them
before attempting to close.

We all know that 80% of prospects convert to

customers after the 5th contact. So don’t
hurry to push for a sale. Instead, create more

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opportunities to value, add your client and

follow up with them.

Now you're clear on the client acquisition

process, let's move on to discuss about How I
would approach a cold lead?

How would I approach a cold lead?

There are 2 rules you should remember when

approaching a cold lead:

Rule 1: Every advisor starting out has to go

through a process of approaching cold leads
because you need some time to establish a
recommendation base.

If you are a new advisor starting out, your aim

is to get to your first 100 clients first. And
from there, you get recommendations from
your existing clients to fill up your calendar.
This is also why I currently don’t do 100% cold
prospecting because I’m getting
recommendations on a daily basis.

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Rule 2: Build relationships & demonstrate

value first before you sell.
Financial planning is a very personal process.
Nobody will be willing to disclose their finance
to you unless they trust you and your ability.

One of the biggest mistake people make is

when they approach a cold prospect, they
straight away ask for their income, house
value etc.
Trust me, nobody will tell you that. This is also
why I introduce the Rule of thumb formula to
get your prospect/client to their own
calculations.

Remember, as an advisor you need to show

value and always demonstrate how your
services and knowledge can assist your client
to solve their problem and help them save
time and money.

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How To Sell Insurance to Millennials?

Anyone born between 1981 and 1996 (ages

23 to 38 in 2019) is considered a Millennial. I
understand that many advisors these days
have access to the Millennial market but
many face problem trying to create relevant
conversations.

How different are millennials from others? I

have identified the 3 characteristics that you
need to take note when selling insurance to
millennials

Number 1: Millennials are more tech

savvy.

This means most of them will google and read

up on products themselves online. This also
means you can expect consumers who are
more educated with regards to insurance.

Number 2: Millennials love to compare

for cheaper offers.

With rise in compare platform, many of them

know how to go about getting the best deal

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 Dr. Sanjay Tolani - Page | 88

and offer in the market. This means when

they come to you for an appointment, they
probably have done comparison with many of
your competitors.

Number 3: Millennials like to wait.

With too many choices and options, many of

them like to wait and look for better deals.
This means you have to give them different
reasons to get insured.

Identifying how different millennials are from

others will allow you to make more relevant
advice and decisions.
So, how can you demonstrate your value to
millennials?

The good news for you is many millennials are

aware of their need for financial planning.

However, many of them prefer advisor that

demonstrate

Number #1: Trustworthiness and would be

willing to service them for a lifetime. - They

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are afraid of you quitting your career halfway

making them orphan clients.

Number #2: The right skills and knowledge

with regards to financial planning. - They love
to work with advisors that demonstrate they
have good financial knowledge and has the
right expertise to handle their financial
needs.

These are qualities that you, as a professional

advisor, must work on if you are serious in
this career.

My favorite presentation when talking to a

millennial is the 28000 presentation. This is the
most common presentation that I do with the
prospect that I meet.

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This presentation is a step-by-step approach to

financial planning and a universal presentation
that has been done in many countries. If you can
understand this process, it will allow you to have
a higher closing ratio.

So let’s start with the most important number in

the world which is 28,000.
You see 28,000 is the average number of days a
person lives.

Which is equals to 76.71 years. Let’s assume it’s

approximately 80 years.

I like to break this 80 into 4 parts.

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91 | P a g e – Q u a r t e r 4 O b j e c t i o n S c r i p t s

0 to 20. 20 to 40. 40 to 60 and 60 - 80.

0 to 20, we study, play, fool around.

20 to 40, we get our first job, we buy our first

car or first house, we get married, and we have
kids.

40 to 60, we might change our job or start a

business. So we might take on a second job. We
definitely will buy a second car as it's been
twenty years if not you will be driving a piece of
junk. We might buy a second house, as an
investment.

However, more importantly, it's our kids are

getting ready to finish their first part of life.

60 to 80, we hope to retire.

Now this part of our life is most important,

because there is no income. So we started with
28,000 days, if we subtract half of it which is
14,000 days, we all have 14,000 days to achieve
all our dreams.

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Our kids’ dreams, our parents dream, whatever

dreams we have, we have 14,000 days to
achieve it.

If you are around the age of 35, this part of life

is already over. You only have that much time
left.

During this period of time, there are 4 universal

fears.

The first fear is, what if I cannot work to 60?

What if my career get derailed by either disability
or a bad illness?

The second fear is, what if I don’t reach 60?

If I don’t reach 60, I may have a problem and
that’s our second biggest fear. The way to handle
it is through the use of a product call life
insurance which is an income protection for
family in the event of death.

The third fear is, how much is needed to

retire? 5 million dollars, 10 million dollars, 20
million dollars? How much is enough to retire?

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Now we all have a different method to answer

this question.

The fourth fear is, can I ensure that my

children start life with the right foundation?
And the best foundation is to have the right
education.

I’ve done this presentation in more than 50

countries, if you notice, in one presentation I
have covered 4 different products.

In relation to the first fear, what if I cannot

work till 60? And the product that helps you to
take care of that is either critical illness product,
or income protection due to disability.

How about the second fear, what if I don’t

reach 60? Now, the only thing that can stop you
from reaching 60 is that in case you pass away.
So, for that we have a product call life insurance.

The third fear was, how much is enough to

retire? There are different formulas to answer
these questions, the book gives you answer to
these questions as well.

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Finally, the fourth fear is how much is enough

to make sure that my children will start life
with the right foundation? We all know that
the right foundation for any child is a decent and
good education. Again, this is a guaranteed pay-
out, so people need to plan for it if you have
children.

If you can follow this step by step process and if

you do the exact presentation with every
prospect, you have now covered every aspect of
financial planning.

To help you visualize better, I have uploaded a

video on the 28000 presentation in YouTube.

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What To Focus On In Q4?

We’re exactly 1 day away from the start of

Quarter 4, the most important Quarter for all
of us because it determines if we end the year
with a blast or not?

Now, if you’re coming for final sprint 2022,

great, together with some of my best
performing mentees of 2022, you will learn
the latest year end strategies that are working
for us and how you can potentially implement
them to see better results in your sales.

But if you’re not coming, then here are a few

things I want you to take note of:

What products to focus on?

Spend time on products that don’t require

underwriting - Underwriters are busy during
this period and your case might get delayed
into 2023.

What to focus your time on?

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Focus your time on clients who need

coverage. You don’t have to meet up with
every single one of them, but invest time
calling each of them to check if there is any
life cycle (i.e. getting married) or income
change (i.e. promotion). If yes, conduct a
policy review for them.

Remember, don’t spend time on tough

prospects. Time is precious in quarter 4, learn
to let go and move on.

What are some conversation ideas to have:

• Talk about 2023 financial goals
• Talk about retirement planning - the
new hybrid retirement
• Talk about allocating year end bonuses
to savings
• Talk about corporate budgeting &
corporate insurance - this is for
companies who focus on corporate
insurance

I hope this quick summary can help you gain

better clarity for you in Q4!

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97 | P a g e – Q u a r t e r 4 O b j e c t i o n S c r i p t s

WOULD YOU LIKE TO COME FOR THE

FINAL SPRINT 2022?

Just this February, I conducted a live class for

advisors to showcase how different 2022 was
shaping out to be, some of the key insurance
sales trends to keep a lookout for and how you
too can ride on these trends to maximize your
sales.

More than 10,000 advisors invested time to

come down for this class and to test out the
strategies I’ve shared. I’m glad to hear that
many of you are seeing results in 2022,
despite it being one of the toughest years I’ve
experienced in my 20 years of insurance
history.

Now, many advisors have asked me if I could

share what are my plans and course of action
for Quarter 4 this year because unlike past
years, they are feeling lost especially as the
pandemic has resulted in products and
underwriting undergoing tremendous changes
in recent times.

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For markets that are reopening, clients are

not making insurance their priority whereas
for markets that are still in lockdown, you
often hear clients telling you that they simply
cannot afford insurance...

Side note: If 2022 hasn’t treated you kindly,

it’s not the end! Keep your chin up, stay laser
focused and keep improving. We still have so
much time left this year to reach our goals!

I understand that due to the post-pandemic

situation and rising interest rates, many of us
are actually way off our current sales target.
What makes this year even worse is that Q4
strategies that seemed to work so well last
year are not anywhere close to being effective
this year.

That is why I’ve decided to organize Final

Sprint 2022 to show you the simple steps on
how you can close 30% MORE INSURANCE
CASES in Q4, leverage upon the relationships
you have been working on in 2021 and 2022
and jump onto the current trends that will
increase your chances of achieving more
results.

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Final Sprint 2022 is an online seminar that will

focus on workable strategies where I want
you to be able to share with you the latest
insurance ideas that you can implement
immediately to see transformative results,
especially as we enter the last quarter of the
year.

Here’s what you can expect:

In the Final Sprint 2022, we will ride on the

current market trend and open up more cases
for Quarter 4. Quarter 4 is all about activity.

We will dive straight into workable strategies

for financial advisors. I will be sharing with
you the Updated 2022 Quarter 4 sales secret
used by advisors. We will learn about the Final
Sprint sales cycle that will be useful during
your quarter 4.

I will also cover 9 Final Sprint Shortcuts that

has been tested and proven where you can
copy and paste and see results. I’ll then
further break them down country wise and
how effective they are based on location, so
that no matter where you come from; be it
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new or experienced advisors, there will

definitely be a workable strategy for you.

I also want to take this opportunity to talk

about the 2022 Policy Review ideas will be
helpful during Q4 and with these ideas it
should at least increase your sales by 10%!

If you know me well, you will know that I stick

to the mantra of seeing is believing. I want
you to listen to the strategies of the top 1%
of advisors, who I have invited from my
Mentoring Family. These are advisors who
have done extremely well to date and they will
be sharing with you what’s working for them.

They will be sharing with you their in-depth

Quarter 4 Strategies, as well as some of the
prospecting ideas they have tweaked to make
it work exceptionally well for 2022.

Expect to hear creative and interesting

strategies from different countries and
different target markets. I’m confident you
will find a strategy that suits you.

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We will then focus our time talking about the

top 5 recent common objections (not what’s
written in this book) for Quarter 4 this year.
I’ll give you the exact script I use to handle
them and show you how you can shift these
objections into sales in a non-pushy manner.

Finally, we will end off our Final Sprint 2022

session with a 60 day action plan. I will hold
you by the hand and show you exactly what
to do step-by-step in the last 2 months of
2022 to see results.

Join Final Sprint 2022 Here:

https://mentor.sanjaytolani.com/fs2022

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CONCLUSION

We’ve finally come to the end of the book.

Well, our journey to become the future
advisor doesn’t stop here. In fact, this is just
a kickstart for your long journey ahead.

You know, when I first started the mentoring

family, I was probably questioned by many
others, Dr Sanjay why are you doing this?
Why are you helping others to be better in this
career?

Well, I’ve come to an age where I see things

more than money. My biggest dream is that
people can look up to us advisors as a career
that future generations want to take up. You
see, people always want to be a banker,
lawyer and doctor... but nobody wants to be
an insurance advisor, isn’t it?

As they think insurance advisors are not

respected in the society in comparison to
lawyer, banker or doctor. As a matter of fact
being an insurance advisor is the noblest
profession a person can take up.

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“You are securing a future for not only

one person but for the whole family.”

So, think about the mental satisfaction you

get when a family receives money at the time
of claim. It provides peace of mind when they
are still so emotionally caught up.

Quarter 4 is the time where many families

restructure their financial goals for the
following year and it is important that us, the
financial advisors, assist families with their
plans.

It is also the best time to strike a simple

conversation like “What’s your financial plan
for 2022?” and when you genuinely reach out
to understand your clients and prospects, I’m
sure they will be more than happy to share
with you, their plans.

I hope you enjoyed reading this book and

remember to take massive action and I’ll see
you real soon!

Together let’s make financial planning easier

for everyone.

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 Dr. Sanjay Tolani - Page | 104

CAN I SEND YOU A FREE TRAINING

VIDEO?

How To Receive It?

Step 1: Take a picture with the playbook and

tag me on Instagram (@srtolani) and
Facebook.

Step 2: Hashtag #sanjaymentoringfamily

#bigcasecloser (So that I can locate you!)

Step 3: Drop me a message on Facebook and

show evidence that you have tag me. I’ll send
you an objection handling training video to
help you build a better sales foundation.

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