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HOW TO OVERCOME EVERY
OBJECTION AND TURN IT INTO
SALES OPPORTUNITIES

Policy Review Framework

9 Quarter 4 Objection Scripts

5 Biggest Quarter 4 Mistakes
4 Strategies To Sell Insurance

BY DR. SANJAY TOLANI

1 | Page –Quarter 4 Objection Scripts

QUARTER 4 OBJECTION SCRIPTS EBOOK

Copyright © 2021 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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 Dr. Sanjay Tolani - Page | 2

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
children, Suraj & Chirag who have given me
the support to push my dream to raise the
standards of the financial service industry.

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3 | Page –Quarter 4 Objection Scripts

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.................... 22
#1: There Is A Cheaper Version Else Where | I
Want To Compare .................................... 26
#2: I Will Decide When Things Are Back to
Normal .................................................. 28
#3: I Have Enough Money, I Don’t Need
Insurance ............................................... 30
#4: Things Are Not Looking Good, I Can’t Afford
It Right Now ........................................... 33
#5: I Want to Hold Cash Right Now Due To The
Uncertain Time........................................ 35
#6: I’m Not Married, I Don’t Need Insurance 37
#7: I Already Have Insurance | I Have Too Many
Insurance Policies | I Have Sufficient Insurance
Coverage ............................................... 40
#8: I Need To Ask My Spouse / My Parents . 42

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 Dr. Sanjay Tolani - Page | 4

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

You | Please Email Me The Proposal. ........... 45
5 BIGGEST MISTAKES 92% OF FINANCIAL
ADVISORS MAKE DURING Q4 SALES ............. 49
POLICY REVIEW ......................................... 59
GROUND RULES ......................................... 63
DR. SANJAY TOLANI SUPPORT SYSTEM .......... 63
HOW TO SELL INSURANCE TO FRIENDS? ....... 73
HOW TO SELL INSURANCE TO STRANGERS? ... 80
HOW TO SELL INSURANCE TO MILLENNIALS? . 85
HOW TO SELL INSURANCE FROM HOME? ....... 93
WOULD YOU LIKE TO COME FOR THE FINAL
SPRINT 2021? ........................................... 99
CONCLUSION .......................................... 105
CAN I SEND YOU A FREE TRAINING VIDEO? . 107

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5 | Page –Quarter 4 Objection Scripts

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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 Dr. Sanjay Tolani - Page | 6

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 15
Top of the Table Qualifications (TOT), which is
considered the pinnacle of the financial
services profession. To top things off, he was
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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7 | Page –Quarter 4 Objection Scripts

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 bestselling 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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 Dr. Sanjay Tolani - Page | 8

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-set &
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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 D r . S a n j a y T o l a n i - P a g e | 10

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 how 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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11 | 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

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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 D r . S a n j a y T o l a n i - P a g e | 12

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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13 | 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

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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 D r . S a n j a y T o l a n i - P a g e | 14

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 every one of

your 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 Script” 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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15 | 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

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 2021 our annual event where
we decode 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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 D r . S a n j a y T o l a n i - P a g e | 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 2021:

https://mentor.sanjaytolani.com/fs2021

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17 | 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

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 in

2009 transformed my outlook and I want to
share with you what happened. 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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 D r . S a n j a y T o l a n i - P a g e | 18

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

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19 | 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

responsibility adorns your shoulders, the

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 for me, 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
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 D r . S a n j a y T o l a n i - P a g e | 20

learned?” I bleakly told him that I was way off

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

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21 | 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

objections you may face in quarter 4 and

hopefully this can help you get more sales and
handle your prospects' objections
confidently.

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 D r . S a n j a y T o l a n i - P a g e | 22

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 chance or 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 secret
thought processes.

One of the most important things 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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23 | 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

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 words,
“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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 D r . S a n j a y T o l a n i - P a g e | 24

plant the seeds of doubt to give the customer

a reality check 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? E.g., if I’m
talking to a client, and they don't understand
or relate to the example that I have provided,
their objections continue 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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25 | 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

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 choices are for my

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

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 D r . S a n j a y T o l a n i - P a g e | 26

#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 your options.”

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 here & there, 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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 D r . S a n j a y T o l a n i - P a g e | 28

#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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29 | 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

Who thought that children would be studying

from home?

Who thought that we'll be able to work from

home?

Think about it…

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 to it.

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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31 | 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

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 if you have an
accident or lose your car, you want to be
protected against the liability. That’s what the
purpose is. 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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 D r . S a n j a y T o l a n i - P a g e | 32

as well-versed 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.

Most businesses die with the founder.

That's the reality of the world and numbers

don't lie.

You are intelligent, you know how to do it.

Your family? Probably don’t know it all.

To be there to guide them, 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 over 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?!

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 happens 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'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.

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 insurance

covers.

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 - 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 depend 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 keeps 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 a comprehensive health

insurance plan, 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 objection 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 check-up, he looks at

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

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

need to do regular check-ups 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 objection 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 completely 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 if we meet with him together
so that you may explain the importance of it
to him correctly?”

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.

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#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
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, most of the proposal is 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.

Sending you the proposal will leave you with

unanswered questions for a very long period
of time.

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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
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? The
pharmacist needs to tell you how to consume
the medicine; swallow with water, or dilute it
with water, etc., 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.

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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 for that we need to
spend 15 minutes to run through the entire
process that I have already been through with
you before.

RELATABLE:

So instead of me emailing it to you, let me

have 15 minutes of your time so that 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.

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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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49 | 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

5 BIGGEST MISTAKES 92% OF FINANCIAL

ADVISORS MAKE DURING Q4 SALES

As we are approaching the last quarter of

2021, 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 missing the mark.

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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

sleep, there is nothing you can do to 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 issues. 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 WORK 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 do not

perform well. So, what they do is they start to
blame everybody for their circumstances. And
as a result, they do not manage to meet
enough clients and end 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
ones.

You see, I understand how you feel.

During the last quarter of 2021, many of us

start to panic about hitting our goal and that

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is completely OKAY. I think rather than

spending time getting worried, my advice is
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 2021.

Side note: If 2021 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!
Let’s make the most of it.

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I understand that due to the pandemic, 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 2021 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 2020 and 2021 and jump
onto the current trends that will increase your
chances of achieving consistent commissions
every month.

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 weeks of the year.

Here’s what you can look forward to

learning in Final Sprint 2021:

We will kick-start the day by sharing with you

the Top 12 Quarter 4 Sales Strategies used by

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advisors worldwide. We will further break

them down by countries 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
at least 1 full-proof strategy for you.

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 Big
Case Closer Family.

They will be sharing with you in-depth their

Quarter 4 Strategies, as well as some of the
prospecting ideas they have tweaked to make
it work exceptionally well in 2021.

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 discuss a few new policy review

ideas I’ve recently come up with, cover some
of the new objections I’ve not been able to
cover previously and also discuss the top 5
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mistakes advisors are bound to make during

Q4 and that just by avoiding them, it should
at least increase your sales by 10%!

Finally, we will end off our Final Sprint 2021

session with an action plan. I will hold you by
the hand and show you exactly what to do
step-by-step in the last 3 months of 2021.

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 for Final Sprint
2021.

Get Access to Final Sprint 2021 Here:

https://mentor.sanjaytolani.com/fs2021

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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 call”

“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”

“I don't know what to speak”

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Guys, we've all 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:

You would call a client, fix an appointment,

travel to meet up with them, spend a few

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61 | 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

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 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, did 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 rapport building if you don't have a proper
strategy.

Understand this, it's not about trying to sell a

new product, but to make sure that if there
has been a change in their life, we need to
make sure that all those reviews are
improvised in 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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 D r . S a n j a y T o l a n i - P a g e | 64

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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65 | 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

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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 D r . S a n j a y T o l a n i - P a g e | 66

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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67 | 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 are interested in signing up for these

events, head on to my social media profile.

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 D r . S a n j a y T o l a n i - P a g e | 68

Tickets are usually sold out within hours of

launching it.

CATEGORY #4: DR. SANJAY LEARNING

VIDEO

If you are somebody that learns from

watching videos, 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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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

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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 D r . S a n j a y T o l a n i - P a g e | 70

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

seen your income stagnating, then this
program is 110% for you. I designed this
program to help advisors get a 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 breakthrough.

Like how science experiments work, these top

advisors will test out my strategies and when

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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

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 the 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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Last year we had around 2,000 advisors

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

Get your online access pass to our Final

Sprint 2021 Live on 19th October 2021.

If you are ready to give yourself an added

advantage in this upcoming quarter 4 of
2021…

Join Our Class Here:

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73 | 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

HOW TO SELL INSURANCE TO FRIENDS?

I’ve been receiving many questions from the

family asking me, “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 advisors 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 hesitant, 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 have 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 doesn’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 these 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 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 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 peace of mind for a lifetime.

Reason 3, Insurance helps your friendship last

forever. When we offer insurance to our
client, our commitment to them is for 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 though you
know this is my career choice.

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 protected. 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 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 who
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 worked for them could work for you
too.

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

and spoken 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 the 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 a 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 is 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 strangers directly, the next thing I want
you to understand is the client acquisition
process. This will help you differentiate the

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types of 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 have
previously connected with. These are people
who are probably aware of their problems and
are waiting for someone to give them 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
finances 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, value of
their house, etc.
Trust me, nobody will tell you that. This is also
why I introduced the Rule of thumb formula
to get your prospect/client to do 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 of 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.

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Number 2: Millennials love to compare

for cheaper offers.

With rise in compare platforms, many of them

know how to go about getting the best deal
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 give them more
relevant advice to make their decisions.

So, how can you demonstrate your value to

millennials?

The good news for you is that many

millennials are aware of their need for
financial planning.

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However, many of them prefer advisors that

demonstrate

Number #1: Trustworthiness and would be

willing to service them for a lifetime. - They
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 have 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
prospects that I meet.

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This presentation is a step-by-step approach to

financial planning and an 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 equal to 76.71 years. Let’s assume it’s

approximately 80 years.

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I like to break this 80 into 4 parts.

0 to 20. 20 to 40. 40 to 60 and 60 to 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, 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 gets 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 called 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 a 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 called life
insurance.

The third fear is, how much is enough to

retire? There are different formulas to answer
this question which the book gives you. Usually

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saving 20% of your annual income should yield

you enough by the time you are 60.

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 on YouTube.

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HOW TO SELL INSURANCE FROM HOME?

Ever since the pandemic started, I’ve been

receiving countless of messages on how to sell
insurance from home.

The year 2020 and the year 2021 has been a

difficult and challenging period for many of us
and this is why I want to spend time sharing
with you my insurance sales strategies
working from home.

Advisors all around the world have been

facing the same concerns which are, “Dr.
Sanjay, can you teach me how to sell
insurance while I’m stuck at home?” / “My
country just entered into a lockdown and I do
not know how to get more prospects to
meet…”

If you were to ask me back in 2019, how to

sell insurance from home or online? My reply
would probably be... “I don’t know.”

I’ve literally thought it was impossible for me

to sell insurance from home. Because all my
sales were done offline by meeting clients face
to face.

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But here’s the truth. I’ve been stuck at home

for the last 18 months and I understand many
of you guys are probably facing the same
issue.

Just like you, clients are less willing to meet

up physically, traditional methods of
networking events suddenly just seem
impossible. Basically, our whole business AND
SALES PROCESS HAS CHANGED
DRASTICALLY.

Like many of you, I was forced to make

changes to my business too. I have found the
right strategy in place during this period of
time. I hope that by sharing them with you,
you will be able to increase your sales
considerably in the next few months.

1. Being Online Vs Selling Online

Does this sound familiar? You wake up one

fine day in the morning realizing that you can
no longer meet your clients offline. Your
traditional networking and face to face
appointments suddenly don't work anymore!

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Well, this happened to me last year and to be

honest, for a moment, I was lost. But it didn’t
take me long to realize that OFFLINE SALES &
ONLINE SALES ARE ACTUALLY THE SAME!

Advisors need to understand that insurance

can be sold by you being online. I understand
during this period of time, there are many
advisors asking me “should I do Facebook ads
to sell insurance online? Should I become an
online influencer?”.

2. Insurance Is Still Needed In 2021

There has been some COMMON

MISCONCEPTION that I’ve been receiving
from advisors which is, “Dr. Sanjay, the
demand for insurance has dropped”.

Just because you’re staying home, it does not

mean the demand for insurance has dropped.

To help you understand this better, let's

revisit some basics.

What is insurance? Insurance is a source of

protection from financial loss.

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*Notice how I introduce the 4 types of

products in the rule of thumb*

1. If you die, I will give 10x Annual income

2. You fall sick, I will give you 5x of Annual
income
3. If you Retire, I will give you an INCOME
STREAM for the rest of your life
4. When your kids go to college, I will pay
for their college education.

Even during this period of time don’t the

above 4 events still occur?

With the current pandemic happening, the

need to be financially secured is at its
epitome. It still happens and that’s why the
demand has never fallen.

The reason why some of you are probably

seeing lesser demand is because your activity
has fallen.

Remember, Insurance is a push product,

not a pull product!

As advisors, we need to consistently reach out

to educate them about what insurance is,

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especially when insurance is not a common

topic covered in most of our education
systems across the world.

3. Prospecting Sales Ideas from

Home.

Here are some ideas on what I usually do to

meet more clients during this period

Idea #1: A Zoom Catch Up.

When working from home, I’ve been inviting

my clients to zoom calls and phone calls to
find out how they have been doing.

Remember, it’s not about you going on a call

and seeing how you can try to sell them
insurance. Rather it is more of how you can
get a chance to speak to your clients and
understand if there is a need to get coverage;
for example, when there is an income or a life
cycle change.

Let me give you an example on how I usually

speak to my clients

“Mr. Client, it's been sometime since I heard

from you. I understand you’re at home like
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me right now. Why not let's get on a call and

catch up? It’s been so long since we saw each
other.”

Remember, you don’t need a reason to speak

to someone you care about!

Idea #2: Sharing Relevant Financial Ideas

with Your Clients to Educate Them.

Understand this, that at the end of the day,

we are still in a service industry. It’s our role
to keep our clients informed and updated
about the latest ongoing financial activities
and personal finance strategies.

If you have no idea what to share, spend

some time reading the Financial Planning E-
Book I have written or go through my
Instagram to see if there is any interesting
topic you can share with your clients and
friends.

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WOULD YOU LIKE TO COME FOR THE

FINAL SPRINT 2021?

Just this February, I conducted a live class for

advisors to showcase how different 2021 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 2021,
despite it being one of the toughest years I’ve
experienced in my 19 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 are, because unlike
past years, they are feeling lost especially as
the pandemic has resulted in products and
underwriting guidelines 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 2021 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 pandemic, 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 2021 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 2020 and 2021
and jump onto the current trends that will
increase your chances of achieving more
results.

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Final Sprint 2021 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 2021, we will dive straight

into workable strategies for financial advisors.

I will be sharing with you the Top 12 Quarter

4 Sales Strategies used by advisors
worldwide. I’ll then further break them down
country wise and how effective they are based
on your location, so that no matter where you
come from; be it new or experienced advisors,
there will definitely be a workable strategy for
you.

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
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have done extremely well to date and they will

be sharing with you what’s working for them.

They will be disclosing their in-depth Quarter

4 Strategies with you, as well as some of the
prospecting ideas they have tweaked to make
it work for them, exceptionally well in 2021.

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.

I also want to take this opportunity to talk

about the top 5 mistakes advisors are bound
to make during Q4 and that just by avoiding
them, it should at least increase your sales by
10%!

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Finally, we will wrap up our Final Sprint 2021

session with a 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 2021 to
see massive 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!

Let me help you save time and energy by

showing you all the workable strategies at
Final Sprint 2021 this year and how you can
leverage on the Experience & Strategies of all
the top advisors sharing to hit Your Sales
Target & Improve Your Income In 2021.

For new advisors, you will walk out of this

meetup gaining clarity & a step by step plan
on what to do for Q4.

For experienced advisors, you will explore a

whole new set of strategies that could
exponentially improve your sales results. You
will understand what are the small changes
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you have to refine in your current strategies

for you to see exponential breakthroughs and
results.

Remember, Final Sprint 2021 is here to help

you regain your confidence for Q4 and
improve your income. This session will be
broadcasted live and will not be recorded,
because secrets are only revealed once.

Now, we all know almost all the sessions are

selling out instantly, so please grab your
tickets early as we have limited seats.

If you are ready to give yourself an unfair

advantage in this upcoming quarter 4 of 2021,
remember to register and I’ll see you at the
final sprint 2021!

Join Final Sprint 2021 Here:

https://mentor.sanjaytolani.com/fs2021

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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 and
excel in. You see, people always want to be a
banker, lawyer and doctor... but nobody
wants to be an insurance advisor, isn’t it?

People have this notion where being a lawyer,

banker or a doctor is a more respectable
profession in society as compared to an
insurance advisor. As a matter of fact, being
an insurance advisor is the noblest profession
a person can take up.

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 D r . S a n j a y T o l a n i - P a g e | 106

“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, as
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 happier

and easier for everyone.

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107 | 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

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 tagged me. I’ll
send you an objection handling training video
to help you build a better sales foundation.

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