Ultimate Guide To Objection Handling For Financial Advisors 2021 | Dr. Sanjay Tolani
ฝัง
- เผยแพร่เมื่อ 13 พ.ค. 2024
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In this video, Dr. Sanjay will go through everything you need to know about objection handling. He will also be sharing his unique universal objection circle strategy. To gain access to his next training video, join here: learn.sanjaytolani.com/mentor...
Chapters:
0:00 Intro
02:00 The Universal Objection Circle
04:17 Example on how to apply the Universal Objection Circle
05:45 Objection Handling Example #1: "I'm well covered by my company"
17:37 Objection Handling Example #2: "I have no money"
18:25 Objection Handling Example #3: "I need to ask my wife"
19:32 Objection Handling Example #4: "I'm too old"
20:32 Objection Handling Example #5: "I believe in the future, education will be free"
25:08 How to handle rejection in sales
27:07 Objection Handling Q&A Live
52:28 "What if the insurance company goes bankrupt?"
54:16 "I don't like long term commitment"
58:18 "I would rather hold cash right now"
1:00:40 "Let me go back and do some research"
1:02:14 "I cannot commit now"
1:03:54 "Why don't I buy term and invest the difference?"
1:06:48 "Didn't I just buy an insurance policy from you?"
1:09:34 "I have enough money to pay off any medical costs"
1:11:30 "How do I know the insurance company would pay my claim?"
1:13:51 "I don't like to mix business with personal relationships"
1:15:59 "I'd rather buying property than buying a retirement planning"
1:19:18 "I'd rather keep the money in my bank account and watch it grow"
1:20:50 "I don't need insurance"
1:22:45 "You are so new into this business"
1:23:56 Clients like to compare products and companies
1:25:15 "Nothing will happen to me"
1:27:04 "I'm not married, why do I need insurance?"
1:30:46 "How do I know the insurance company will pay my claim?"
1:33:07 "I need to ask my parents/spouse first"
1:35:12 "What if education is free in the future? Why do I need to do education planning?"
1:37:15 "I'd rather working with someone who is my family member"
1:39:37 "I don't like to take long term commitments"
1:42:53 "Your product is too complicated"
1:43:50 A tip for insurance agents when handling objections
1:46:12 One biggest mistake when handling objections (as an insurance agent)
1:47:20 "My children are useless, they will waste the money"
1:49:00 "Insurance is not for rich people"
1:51:35 "I'm not retiring tomorrow"
1:54:00 "The return on your products is not attractive"
1:56:20 Recap
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🎖 Who is Dr Sanjay Tolani? 🎖
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 13 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.
📕 Get A Copy Of Dr. Sanjay’s Tolani Book 📕
28 000 Book: bit.ly/2PWHGGg
The Objection Playbook:
The Perfect Mindset Playbook: bit.ly/2IdZB8K
The Closing Playbook: bit.ly/2CtWud8
The Concept Presentation Playbook: bit.ly/2XGWm4P
Dr Sanjay’s Book Bundle: bit.ly/2XiGp13
I worked in your company at Dubai my name is Noushad jhan and my wife aneesha from Sri Lankan so great of your success I am working for union Assurance kurunegala .
Thank you very much from the Philippines!
Extraordinary!
Sir, I follow you.
I work in Meghna Life Insurance Company Limited, In Bangladesh, as a Financial Adviser.
Valuable answers for financial advisors. Tq
Thank You.
Thank you Dr. Sanjay
Sir, thank you very much, respect from Indonesia ❤️
I haven't worked as a financial advisor but I did the course. Truly speaking, this has given more than enough to see myself closing thousands of deals already.
Thank you so much Doc!
Thank you doc for this wonderful video
Amazing!
Awesome presentation Doc. Appreciate this Objection Training Wrap Session.🙌
Dearest Mr Tolani
I want to learn more n more guidelines from your presentations .
Pl provide more vodeos.
Thank you
Awesome presentation
Thank you very much Doctor.
I'm from Sri Lanka.
Yr presentation is awesome
Wow Good Job Sanjay
Great sir
Execiating sir
Thank u sir
Mr.sanjay,
Tks for the way you answering the question really attractive and as a mdrt member I highly appropriate you..
I have a one question..when we tough the top market , lot of leading businessmen’s talking that , I have accomplished my all dreams and
I have enough money to do every thing in my life...for that type of customer ,I know that , it’s way of objection..how can we give a creative answer to attract that type of customer???
Hey Asanka, maybe you can check out this part where I cover the objection on 1:09:34 "I have enough money to pay off any medical costs"
Nice presentation 🎉
Dear Sanjay Sir,
After going through your videos I felt myself lucky to help other guys in need as per their objections mentioned in Comment Box of this video.
I will highly be motivated if I can provide more resolution coming my way for objection handling.
Thanks & Respect to you sir.Keep Growing.
Regards
All the best :)
@@SanjayTolani Thanks a ton sir . Deeply delighted receiving your response.
@SanjayTolani Where do we buy your book.
❤❤ wonderful
Wish to have your the objection playbook and financial planning book and 28000 book
Thanks Dear...
You’re welcome 😊
Sanjay , Did you published any book regarding life insurance selling?
Good videos, just don't like the music being too loud.
Hi sir...im from Malaysia, i would like to purchase this book..how to buy. tq
Hi mr sanjay,how to handle objection if client said want to sign with his/her friend,thanks
can we have the ebook of objection handling
How to order the “The Objection Playbook” and how much. I want to buy. Thanks
Hi Dr. Tolani how do I get a copy of your Objection Playbook and 6our other books?
Thank you Sanjay, fantactic video
What will be the price regarding the Objection Playbook...
I want to think & decide
Dear Ravi,
Please go through btge video once again,answered already.
In crisp
Dear Client,
I am Happy that you are taking time to take the wisest decision for you and your family,I shall offer you free insurance till then,you may owe me a lunch.
Jokes apart,I wish that I wish you to be protected ,in the case while you decide and if something happens then I may feel bad for I didn't helped you in time of need.All the Best
Hey Ravi, you can check out this video where I cover about this objection: th-cam.com/video/Yzhjg5a8R7k/w-d-xo.html
What about a client who after doing a presentation he says I have done all thoughs policys
The offer of the other insurance company is better?
hello how can get the book
This book is not available online Amazon
what if the client says let me think about it
super
Hi, Do you recomendYou recommend this course for people who are starting out in insurance sales and retirement plans, I only have one month
Hi Rosa, highly recommend it.
Differentiating Govt and private insurance
Hi There!!!
Dear Client!
I am happy that you wisg to get a Government Insurance.
That's nice of you that at least you know that how much importance insurance have in persons life.
I know that you always want your family to relax back and get your insurance money paid with ease that so at time when you were not there to help.
There comes role of Private players who would be more be inclined towards ease of claims processing as compared to govt.guys.
Hope this solves your query up to an extent.
All the Best
nice
Hay quá
Am an agent too of ICEA Uganda
I had read the book on that.
audio is very low in certain videos here
Sanjayji I am also facing same objections as Having enough insurance is?
Let me find time to cover more content on this topic =)
You have skill Dr. 😂
Client said insurance don't beat inflation. How can we handle this objection
Hello sir, the objection I get is their bad experience with other insurrance company. And the other one is the policy lapsed and they didn't get any amount from the insurance company. How can I answer this objection?
Hi Gina!!
Dear Client:
Life is full of eventful happenings , sometimes sore sometimes lovelyly.But that does not mean that due to sore event with one insurance company you will not secure your family.
The relationship with us will be far fulfilling.
Secondly,
Why the policy lapsed,Ask him,may be due to he didn't paid premium on time that also due to his old belief that insurance Companies are bad.
Hope it resolves
Hey Gina, you can check out this video where I cover on this topic: th-cam.com/video/NZqXk8Gt6oY/w-d-xo.html
Mr.Client already sign and then come postpone "I have to pay mortgage first" how to handle this. Thankyou.
my high networth client said he already transfer his assets to his 4 children and does not worry anymore to buy insurance for him.. How I can handle this ?
the only danger of transferring assets to the children earlier is that the father has already have no control over the properties. they can do anything they want including throwing him out of the house. it happened here in the philippines for some chinese families.
i face objection as i rather invest in mutual fund and gold bonds what should be the answer
Hi Surajit Bera!!!
You may say:
Dear Client,
I am happy to hear that you have already chalked out a plan A vua Gold bonds,Mutual fund.
But if say ,if the need comes and the Global dounturn,recession hits back then what's your Plan B?
Because,in the time of need a Wise man always makes Plan B to support your family.
How can i buy that book?
Here: www.theobjectionplaybook.com/order-form
I want buy the Book, from Bangladesh.
Can you whatspp this number: +91 99300 60314 =)
How to buy your book?
You can order here: www.theobjectionplaybook.com/order-form
Thank you =)
Sir Sanjay I have a client, he told me I don’t need insurance my insurance is Only God. how do I handle his objection.?
Thank you
Hi There!!!
You may say:
Dear Client,
I am happy that you accept that your insurance is only God,but the original God is irreplaceable,you give me a chance to check once that the God you are relying upon can your family really fall back upon in case of need.Whether it will suffice need of all family members.Then only it can be treated as a God.
📍 8:15
🤩
Client said has 36 policies already.why to takw a plan
Sometimes everyhing is ok. But later on client saying we r not ready now, we have some expenditures like marriage or something like that so postponing the investment now. How to handle this???
Hi Odia,
I congratulates for marriage ceremony that's going to happen.
It will be good thought that you may gift a policy for the couples which is far far better than other gifts as it will induce a sense of savings from.the very start of their family life.Next year onwards the couple will pay off.
All the Best
Hey Odia, you can check out this video where I talk about the similar objection: th-cam.com/video/r72cpIOJTcw/w-d-xo.html
I do
kindly send me book in India
I have another insurance. How do I handle this
Hi there!!
Dear Client,
I am glad that at least you feel the importance of Life Insurance.
But if I may ask , do you think that there is only one person or the company with best ideas,my company has too.
If you give me a chance,I wish to give you a chance to take a deep dive into the plethora of options that we offer.
Hope this helps.
All the best
Sir hindi me video banaye please🙏
How to take appointment in phone call ? What should an advisor say to a person whom he calls to take appointment with?
Watch this: th-cam.com/video/c9uHs_4ppfQ/w-d-xo.html
Amitav Addya erd
@@SanjayTolani thanks for the suggestion. But in this period of Social distancing Some of your presentation like Piggy Bank presentation really works. But I want to know how to ask for their time to have engaged with me? Can you help with a appointment Taking script for Life insurance?
me
i do
Sir I cant hear
Change your device
My objection Dr Sanjay: I'd rather put my money in dollar denominated investment than in Nigerian Naira currency
Hi Augustine!!!
You may say:
Dear Client,
I acknowledge that you wish to invest in Dollar denominated investment. But if I may ask the question here is not currency value appreciation rather the question shall come as how much money you wish to secure your family with.
If you are covered fully with all the necessary aspects of insurance you are deemed fit to go on for Dollars minting through the investment you wish for.
Rethink before searching dollars.
This is a good answer but I would love to have another alternative answer to the question.
Thanks
Sir, Good Evening, subject how to process demand for the objection handling not understood. Please intimate your contact No to enable give clarity for any subject issue please.
Throw me your objections shall answer some if I know handling those.
what if he says; i rather put my money in real estate or property
Hi There!!!
Dear Client,
I am Happy to know that you thought something best for your family,but if at the team of need arises will these commodities so purchased is that liquid.
Moreover the cost of maintainece of property,the taxes,the tenants attitude towards rent is all the issues attached.Moreover the gold is linked to global rates,if at the time of need the prices go down will you not sell at loss.
Please rethink and allowe to explain an alternative arrangements for all the costs that may arrise in future like illness, death etc.
Thanks
All the Best
Its better you sell your books in amazon india. As some of people like me doesn't have credit card to buy your books. Or you can have some indian associate. Who can arrange
Me
Im new
me
Recent objection which i face is i need to ask my chartered accountant
Hi Sandeep,
You may say:
Dear Client,
I am happy to know that you have someone who you may ask for investment.
Butay I know if you have stomach pain whom shall you go to,if you have court case whim shall you go to,if you have tax matters whom shall you go to,if you want to purchase life insurance whom shall you go to .
As the mind keeps on answering the customer may automatically tell ,I shall go to an agent for life insurance,
Tell him ,why are you waiting for then,if an agent is to be called for LI.
The main objection is they don't have money
Hi there!!
Dear Client
I acknowledge that you don't have money.
But at the same time I am worried to that if this I the case today then what will be the case when you will not be along with your family.
Re think and tell ways how to secure money for premium so that at least future of family can be secured.
Thanks and all the best
I already have insurance with your company.
The objection is: You don't have experiance
Hi Rafella,
You may say:
Dear Client,
I acknowledge that I am not too experienced but is the plan that I explained to you just now is clear and concise to understand.
If you have any trouble understanding please let me know.,I shall explain once again.Moreover every well to do top advisors in the world have started their career with a client like you.And I want you to be my such a Client .
All the Best
Shut up and buy 😂
😂😂😂
I do
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