ABC Blueprint Companion Guide PDF

THE MASTER CLOSER BLUEPRINT
THE ART OF THE ONE-SIT CLOSE

Sales Mastery Course Workbook Companion for Financial Advisors Version 7.0
Prepared by:
Coach Ron Sy, ABC™ and Coach Jeff Luspo, ABC™
ALWAYS BE CLOSING ACADEMY 1

Introduction
Financial Advisors play a major role in changing the Philippines through proper
financial planning. Financial Advisors are also sales people, selling different insurance
products to address the financial needs of Filipinos. But based on what we have seen in the
industry, nobody is openly teaching the right sales skills to close deals efficiently. It usually
takes multiple meetings before one can close a sale. If you attend sales seminars, all they
teach are general concepts of hard work, motivation, activities and what their journey was
like in making it successful in the industry.
These questions remain: How does one really do it? What do you say? What pitches/
spiels do you need when faced with different types of objection? How do you close a sale in
one sitting? Is there a format to follow or a logical sequence of steps to master?
The Master Closer Blueprint for Financial Advisors

For the first time in the industry, Coach Ron and Coach Jeff will reveal tried and tested
closing techniques used by Master Closers in closing on-the-spot. With over 18 years of
experience in sales, training, coaching and mentoring, they have used these timeless
techniques to help more Filipinos secure a better future for their families. The wealth of
wisdom that you will learn from The Coaches is unparalleled. They have filtered all
techniques that works, carefully explaining why it works and the psychology behind each
technique.
“Not today!” “I need to think about it.” “I have to ask my spouse.” “I don’t believe in
insurance.” These are some of the objections that are hard to overcome. Worry no more! Coach
Ron and Coach Jeff will teach you how to handle such objections and many more so you too
can close deals, not tomorrow, not next week, not next month, but TODAY!

History of ABC Academy
In November of 2017, Coach Ron and Coach

Jeff were having a meeting over coffee to discuss
their experiences with their companies. After a
year with their new companies, they realized that
most training programs in the industry would
revolve around financial planning, insurance,
investments, and money management. There were
no specific programs that focus mainly in the art
of closing. When Financial Advisors attend sales
training seminars, they would normally hear tons
of motivation and the speaker’s journey towards
success. Little about the “how-to-do-it pitches”.
Coach Ron then pitched the idea to Coach Jeff
about the possibility of setting up a training
company together. Coach Jeff’s first job was already in sales, offering endowment plans and
term insurances, excelled in it and transitioned to becoming a Training Manager, designing
training programs for sales teams and sales leaders, while Coach Ron has always been a sales
person. He used to be in Real Estate prior to his financial services career. In short, Coach Jeff
was the better trainer; Coach Ron was the better closer. They were like Yin and Yang, a perfect
fit. Both of them first learned their closing skills directly from Raymond Havill— the
brainchild of the “Exceptional Training”, which is the very foundation of their training at that
time. Raymond Havill is the Master Closer and
a living legend. Many have benefited from his
training. But only a few has the skills to teach
it.
The target market would be Financial
Advisors. The objective was to teach them the
art of the one-sit close— a set of timeless
closing skills that they’ve learned and have
been using for more than 18 years. For the first
time, they are opening these closing techniques

to the public so every Financial Advisor out there can learn, improve and help more Filipinos.
To make a dent in the industry, Coach Jeff suggested that they create a YouTube Show to
showcase their skills in sales training. Hence, the Always Be Closing Show was born. The
videos were a breath of fresh air to Financial Advisors who watched the videos and began
using the techniques with their clients. Because of the warm feedback, The Coaches finally
launched the Always Be Closing Academy to finally train Financial Advisors, regardless of
color, the correct closing skills and tools that they will need to close more deals. They called it
The Master Closer Blueprint Workshop— a Sales Mastery Program that trains participants
closing techniques from introductory handshake to signing on the dotted line.
The Mission
To equip and empower all Financial Advisors with the will and the skill necessary to be
a successful professional closer, and to become the best version of themselves.
The Vision
To unite all Financial Advisors, regardless of color or affiliation, so we can change the
Philippines through proper financial planning.
“Are you ready?”
“Let’s begin your journey towards being a Master Closer”

Important Reminder
Bruce Lee once said, “In order for you to taste my cup of water, you must first empty your
cup. Drop all your preconceived and fixed ideas. Be neutral.” This only means that in order for you
to absorb new techniques and strategies in closing deals, you must first FORGET everything
and willingly accept new information without judging these new concepts. Start with a
beginner’s mind. FORGET also your own limitations, because we will be showing you ways
on how you can close deals in one-sitting.

Introducing the Closing Circle
R P
C S
Every Master Closer must understand that there is a logical sequence in closing a sale.
If you follow this format, your success rate will be higher than ever before. All the steps in the
closing circle are emotions that the customer experiences. This only means that all buying
actions are motivated or inhibited by the customer’s feelings. A logical sequence of feelings
requires control. The Master Closer should always be in control of the flow of the
presentation. The best form of control is to let the other person feel that he is in control.
In any sales presentation, there will always be a sale happening in the end— whether
you were able to close a sale because the client bought a product from you or the client was
able to sell you his excuses for not buying your product today.
“A ‘SALE’ is an acceptance by a person to make a change in his life.”

The Closing Circle
R P
C S
Your notes:

The Logical Sequence
Your notes:

Invite Prospects Differently from other Financial Advisors
Almost every Financial Advisor invites the same way. They introduce themselves, they
tell which company they belong to, and they invite by giving a presentation about insurance
or investments that can help achieve the goals of the prospect. Since almost everyone is doing
the same thing, prospects would normally ignore the messages or respond with not being
interested.
In the mind of a prospect, it’s like he is doing the Financial Advisor a favor by agreeing
to the meeting. The perception of the prospect is that the Financial Advisor is going to “sell”
insurance products. And usually, people don’t want to buy insurance products. They have
justifications on not buying insurance because they don’t see the value yet of getting one or
adding more protection.
Instead of the usual invitation scripts, reverse it. You are now doing the prospect a favor
by agreeing to meet with you. The prospect needs to see that you are adding value to him by
agreeing to the meeting. That he would benefit more because he will learn something new.
Here are sample scripts that you can use. Feel free to modify them based on your own
language, as long as the thought is there.
Inviting Variations:
Variation 1:
“Hi, I’m Juan Dela Cruz, a Financial Coach. For the month of __________, I’m conducting a
Personal Money Management Workshop session and I’m giving 12 slots for FREE. I can give you and
your loved one a slot. I still have __________ slots left.
During the coaching session, I will be showing you strategies and techniques on how to budget,
allocate and prioritise your cash flow so you can organise your personal finances better.
This coaching session can be done in groups or one-on-one for a more customise learning session.
My next coaching session is this Thursday and Friday. Are you free either Thursday or Friday
after office hours?”

Variation 2:
“Hi, I’m Juan Dela Cruz, a Financial Coach. I teach Personal Money Management to Filipinos
who want to stay financially organised. This month, I’ll be giving FREE learning sessions. Let me
show you a formula on how to budget, allocate, and prioritise your cash flow. The first session is free so
you can see if this learning session is worth your time. Are you free this Thursday or Friday?”
Variation 3:
“Hi, I’m Juan Dela Cruz and I’m a Financial Coach. Part of my advocacy is to teach Personal
Money Management, for FREE, to only 12 Filipino Families this month. I can reserve a slot for you. I
will be teaching you the following:
• Formula in organising cash flow
• How to make cash flow activities healthy
• How to compute for your MAGIC NUMBER.
• How to determine if you have too many obligations based on your lifestyle and cash flow
• How to build an Income Replacement Fund
• How to enjoy your money without the guilt
• How to clear out debts systematically
• How to build an emergency fund through your chosen bank
• How to protect your assets, save on taxes and beat inflation long-term
• How to determine if your money is stagnating
• How to systematically save and invest and which instrument is best in the Philippines
• How to compute for your child’s future college tuition fees
Would you like to do the coaching session this Thursday or Friday?
Variation 4: Facebook Timeline
I am conducting a Personal Money Management session at SM Megamall this Thursday and
Friday between at 4:30pm until 8:30pm. This is a FREE coaching session. I will be teaching strategies
and techniques on how to budget, allocate, and prioritise cash flow. I can only accommodate up to 8
attendees for each day. PM me to reserve a slot. I only have ______ slots left.
There are a lot more variations that you can do, as long as the objective is the same. Feel
free to use them, mix and match and experiment and see what works for you based on the
responses you get. This only works if you have cleaned up your timeline and only showcases
your personal brand as a Financial Coach to your audience. More of this later about Personal
Branding.

Sample Facebook ad post and Messenger Conversation Pitch

RAPPORT
“Rapport means COMMON UNDERSTANDING.”
There is a purpose why Master Closers start with rapport building first. This is not
simply chitchatting with your client. The purpose is to find as many connections as possible
with the client during the first 10 to 15 minutes of the conversation. Establishing common
ground is extremely essential if you want to close the sale in one sitting.
“It doesn’t matter what it is, only that there is something.”
Your notes:

The connection with the client can be anything. It could be a common friend, common
interests, same province, school, course, goals, and many more. When you establish common
ground, the psychological defenses of the client begins to go down and he is more likely to
feel comfortable with you in engaging during the presentation. Without good solid rapport,
your presentation becomes stiff, awkward, and too formal, giving you an even lower
percentage of closing the sale in one sitting.
F. O. R. D.
To give you a guide when establishing rapport, use the F.O.R.D. technique. You may
ask questions and see if you can establish connections through the following topics: Family,
Occupation, Recreation, and Dreams. Expand your questions through these topics to know your
client better and to establish more common ground with your client. The last topic, Dreams, is
important to discuss because this will prepare the mind of your client when you begin to
discuss concepts about financial planning.
“It’s impossible for people not to like you when you make them laugh.”
There is a saying that when you’re funny, you make money. People feel good when they
are around people who can make them smile and laugh. It lightens up the mood and makes
your client want to spend more time with you.
“People like to do business with people like themselves.
Everyone’s favorite subject is themselves because everyone’s number one concern is

themselves. So when you are establishing rapport with your client, always remember that it
is not about you. It is always about the client. That is why you need to ask questions about
the client and not tell stories about yourself. When you find common ground, your client
would think that you are the same because you have common interests. Later in this
workbook, you will learn other techniques using body language and tone of voice to make
your client think that you are the same.
Your notes:

“Everyone likes having their egos stroked.”
Whether people admit it or not, we all love to receive compliments as long as they are
genuine compliments. Always remember to give genuine compliments to your clients
throughout the presentation. Never argue with your client. Always agree and understand
where the client is coming from. When your compliments are about the client being a very
responsible person and the client agrees with you, he is more likely to stick with that belief
giving you a higher chance of closing the sale in one sitting.
Three Main Criteria that People use before being Persuaded
1. Who is telling me?

The first subconscious question that the client would ask himself is if you are credible
enough to talk to him about financial planning. People are judgmental and first impressions
last. They would judge you on how you look and how you speak. You need to be perceived
as a subject-matter expert so that the client will stay and listen to you.
2. Why is he telling me?

The next subconscious question that the client would ask himself is if you have a
hidden agenda on why you are telling him such things. Is your purpose to help the client
through proper financial planning or is it just for you to meet your quota, hit the incentive
trip and make a sale? Is he just another number for you to close? The client will see through it
if you are just after the money. Again, perception is key. You need to be perceived as having a
genuine desire to help the client address his financial needs through proper financial
planning.
3. What is he telling me?

When the first two questions have been answered by the client, this is the only time that
the client will intently listen to what you have to say. If your client cannot answer the first
two questions, he cannot answer the last question. He will not intently listen to you. He will
only hear you out. At the end of your presentation, you will not be able to close the sale.

Emotional Fuels to power the Closing Circle
SINCERITY
Sincerity is being genuinely concerned with the best interests of your client. It is more
important to be perceived sincere than just being sincere. If your client cannot see you as
someone who is sincere, even if you are, you will not be able to close the sale in one sitting.
EMPATHY
When you empathize with your client, you are putting yourself in your client’s shoes. If
you understand where the client is coming from, you would be able to give your client the
best recommendation. Your client would perceive you as someone who is on his side. He is
more likely to agree with you when you give solutions to his problems or concerns.
ENTHUSIASM
Enthusiasm is a positive mental attitude brought to life by emotion. This brings out the
passion that you have and it is important for your client to see your burning desire that you
love your craft and that you are helping the client with much gusto. Enthusiasm is
contagious. This will draw your client in the conversation and it will make him engage more
in the presentation.
HUMOR
It always feels good when you are with someone funny. This is a skill that you need to
learn. There are people who are naturally gifted in being funny while others do not have a
single funny bone in their body. Regardless whether you are a natural or not, it can be
improved. Anything can be learned. Use this as part of your arsenal in closing more sales in
one sitting.
Your notes:

SHOWMANSHIP
This is your show and your audience is your client. You need to be able to use the
communication circle to your advantage (which will be discussed below). This is the flavor
that needs to be in your presentation. This is the drama to draw the interest of the client to
you. Showmanship will show your mastery and your confidence level with the subject you
are discussing.
Communication Circle to Strengthen the Emotional Fuels
• Personal Branding
• Posture (Power Pose)
• Smile
• Handshake
•
•
Sitting Arrangement
Eye Contact
Inverted Pyramid
Mirroring/Matching
Body
58% Words 7%
• Intonation/Modulation
•
•
Hand Gestures
Animated Movements
Touch Therapy
Language
35%
• Anchoring Tone of
Voice
Your notes:

Pre-framing
If you want to close the sale in one sitting, it is important that you set the expectation. If
you do not set the expectation, your client will not be ready to purchase what you are
offering today. When you set expectations, it prepares the client’s mind about the possibility
of getting your product today. Master Closers are confident and they always do pre-framing
to their clients so they can set the expectation and close the sale in one sitting.
Here are the exact spiel that you can use when you do pre-framing with your client:
“I usually meet my clients once or twice before they make a decision BECAUSE I value your
time and I value mine.”
“I am not a pushy Financial Advisor who is going to call you up every week for the next 6
months and bug you to get something. Definitely, you do not want that, right?”
“Mr. Prospect, the purpose of this meeting is we want to determine if we are a good fit for you
and I to work together. Meaning, if you can actually be one of my valued clients and if I can be your
trusted Financial Advisor. Is that fair enough?”
“After our meeting, you will probably say three things; Yes, meaning, we can do business, which
is good; No. I want you to know that it’s perfectly fine for you to say NO to me; Or, you might even
say, even if I don’t want you to say it, “ I need to think about it “. Because I’ve been in this business for
a long time, “I need to think about it” simply means no, but you do not want to hurt my feelings.”
“So, I am going to give my best shot today. At the end of our meeting, you just tell me whether
you are in or out, okay? Great! Let’s begin!”
Your notes:

Today Pitch
(Draw the illustration)
Pitch Guide:
• Start with TODAY and ask what comes to their mind when you talk about Financial
Planning.
• Write their long term goals.
• Explain the realities of life (inverted triangle)
• Ask what is the typical savings/spending habits?
• Explain the concept of “Pay Yourself First” (Ang Itlog)
• Then BRIDGE by asking the client “what if”then ask for commitment.
• FANTASTIC!
Your notes:

PROBLEM
This is where you create the NEED and talk about potential or existing problems of
your client. By creating the NEED, you would be able to push the emotional buttons of your
client. This is where you show the reasons WHY your client needs to make changes with his
finances.
“Without change there is no improvement.”
There will be times when you will encounter a client who seems to have no problems
with his finances. His operating activities and investing activities remains financially healthy.
How can you discuss the NEEDS of the client if your client does not seem to have a problem?
The solution is simple. Create a problem for your client to think about. When you give a
problem to your client, it opens his mind of that possibility if he is not careful with his
finances.
“People don’t buy because of how much we know about the product but because of how
they feel we understand them as people.”

Use these Emotional Buttons when building a Problem
AMBITION
This emotional button is perfect for millennials. They are ambitious. They want to
accomplish their goals and achieve their dreams faster. Ambition is a positive emotional
button of accomplishment. Millennials like to have a purpose. They are motivated with the
desire to succeed in life. Show them how it can be done and they will gladly take your advice
and follow a path that leads to success.
FEAR OF LOSS
Fear is a very powerful emotion. When you explore the fear of the unknown, you are
giving your client hypothetical situations that could happen to the client in the future if he
does not prepare carefully for it. The fear of not being able to provide for the family in case of
death. The fear of not being able to give the best education for the kids because the tuition fee
is too high. The fear of not being able to work because of poor health conditions. The fear of
living too long without anything saved for retirement. A wise man said that retirement could be
the longest holiday of your life or the longest nightmare of your life. Which one, do you think, your
client would like to have?
LOVE
The love for the family is so powerful that Filipinos would do anything to give their
families the best future that they could provide. Love is a positive emotion. When you talk
about love, the first thing that they would think about is their responsibility to their families.
Love will always involve being responsible with another person, because that person is
dependent with the other. Explore love when you want to make the client feel good in
securing their family TODAY.
Your notes:

PRESTIGE
This emotional button is best for people who like prestigious things. You will see it with
the way they wear their clothes, the watch, the car, the bag, or even jewellery. When you
gather information, you will notice this when your client tells you stories about himself and
his experiences. Prestige makes your client feel good when purchasing something that only
the privilege can afford. Create the need by pushing this emotional button to better position
your proposal after this step.
GUILT
People will always feel guilty for something that they put off even if they know it is
important. Filipinos know that it is important to save. Filipinos know that it is important to
protect their income for their families. They know that preparing for education or retirement
is important. How come they still procrastinate in doing it? You are there to remind them of
this and show them the possibilities if they fail to prepare for it when everything is too late.
The one that suffers the most is their families.
Your notes:

The 7 Main Selling Tools
LISTENING
A Master Closer is always a good listener. He knows that by listening intently, he would
be able to get the information that he needs to close the sale in one sitting. There is always a
purpose in everything that a Master Closer does and listening is the most important skill of
all. There are two types of listeners: The active listeners and the passive listeners. Which one
do you think is better?
QUESTIONS
When you become a good listener, that is when you begin to develop the skill of asking
the right questions. Anyone can ask random questions, but eventually you will run out of
questions that you can ask. Your mind becomes blank because you were not asking the right
connecting questions. When you ask the right questions, every other question seems to
become automatic and you will never run out of questions to ask.
But why do we ask questions? Are we not suppose to present our product proposals
and then questions will come after the presentation? This is where most Financial Advisors
fail to understand. You are not a Presenter. You are there to close a sale. The best closers are the
people who are always good at asking the right questions.
When you want to get an agreement, you ask closed questions, which is answerable by
a “yes” or a “no”. When you want the client to be engaged and expound his thoughts, you ask
open questions like “how” or “why”. When you want to transfer ownership to your
statements, you end your statements with tie-downs. These are questions at the end of your
statement such as “isn’t it?”, “right?”, “tama po ba?”, and similar questions to make the client
verbally agree with your statement.
Your notes:

In line with this, the primary strategy that a Master Closer uses is what we call GUIDED
DISCOVERY. This is a skill and it can be learned. If you want your clients to voice out
favorable responses that you want to hear, then you need to ask the right questions to your
clients.
“Guided Discovery is the art of leading people by their own admission to a pre-
determined point.”
“Guided Discovery is based on the principle, ‘What you say is doubtful, what they say
is true.”
Most Financial Advisors would tell the client what to do and clients would just listen.
Master Closers would ask the client what to do or how to do it. The response that you wanted
to say would now come from the client. If the client hears himself say the things that you
wanted to say, it is more convincing to the client. The ownership of the statement has been
transferred. You are letting the client “discover” the answers on his own. When this happens,
the realizations are more solid.
Guided Discovery is also a good strategy for a Master Closer to remain in control of the
presentation. Remember that all the steps follow a logical sequence of feelings. In order for
you to maintain that logical sequence of feelings, you would need control.
Here is a question for you. Will clients allow you to be in control? Of course not. Clients
would always want to be in control because they do not like to be controlled. So what are you
going to do? How can you control the presentation without letting the client know that you
are in control?
“The best form of control is to let the other person feel that he is in control.”
Your notes:

When you feel that you are beginning to lose control of your presentation because of
the questions that your client is asking you, use the QWAQ strategy. You answer your client’s
QUESTION with a QUESTION. This will allow you to reposition your response based on the
client’s answers. By doing this, you will maintain control of your presentation.
STORIES
This is the backbone of your presentation. This will connect the logic to the emotion; the
fact to the feeling. When Master Closers tell stories, they tell it in such a way that becomes
non-threatening to clients. Instead of telling your client, “What if you die tomorrow? How will
you support your kids?” You tell a third party story about a family man who encountered an
accident with problems of providing for his family due to his demise. People love to hear
stories, especially with stories that they can relate to. It becomes more effective when you
want to drive a point to your client. It solidifies the NEED that you have created.
Here are sample stories that you can use from different types of clients:
Seaman/OFW/Father
Ronald Caraca was an OFW and a policyholder.
Isang araw, habang nakabakasyon siya, tinanong siya ng anak niyang babaeng si Deorie,
"Malaki ba ang mga alon sa dagat Papa?"
And Ronald said, "Malaki! Kasing laki ng mga building!"
Deorie:" Hindi ka ba natatakot?"
Ronald: " Natatakot anak. But my love for you is bigger than that fear."
Unfortunately, Ronald was diagnosed with lung cancer. In his death bed, he gathered everyone
and told her daughter and wife Eva, "Naalala niyo yung Alon? Parang ganito lang ito. Isang
malaking pagsubok. You all have to be strong. Mahal na mahal ko kayo.”
At that moment, Deorie said to herself, "Life must go on and I really have to be strong."
Now, every time Eva visits the office to get her semestral cheque, she would say to Deorie, "Ayan
anak, inenroll ka na ni Papa mo ha."
You know what, Mr Prospect? There are two types of fathers— those who love their kids, and
those who love their kids and fund it with life insurance. And I really want to help you like Ronald
Caraca. Para balang araw masasabi ng anak natin na napagenroll natin sila. And I’m sure you want
that for your kids tama ba, Sir?

Mother
Story #1 Hope
I have one client whose name is Ann, she is a housewife. She has been married for 5 years with
John. They have one child. I asked Ann what made her want to prepare for her child’s future. “Mahirap
kasi pinagdaanan ko, 3 years din naman siya hinintay. I had 3 ectopic pregnancies. I was hopeless. But
God is good! Ngayon binigay niya sa amin si baby, hindi ko pa ba dapat ibigay sa kanya lahat? I am
blessed that’s why I want my baby to have a good future.” She said.
Sabi nga nila,”Basta Nanay, gagawin ang lahat para lang sa pamilya.” Ikaw, Ma’am, I know
you also love your family. Just like Ann, are you willing to give and do everything for your family?
Story #2 Black Book

I have a colleague named Carlo Mercado. He is an author of the best selling book “The Black
Book of Common Cents.” One of the Stories he shared in his book was how he got inspired to write his
book. His inspiration was his mom. His mom would constantly reminder him that “money is not
yours,” which means we are all just stewards of money. She would also teach the value of delayed
gratification that if you want to have it, you have to save for it. But the most compelling story was
when his mom spoke to him and showed him all her policies. “Anak, my pera kayo ha. Pag may
nangyari sa akin, you look for this person.” That was an eye opener for the young Carlo.
Ikaw, Ma’am, how would you feel if your mother tells you the same thing? That she has prepared
you for good, and that whatever happens, you will be taken care of financially. Gusto mo din ba yun sa
anak mo?
Millennial
I have a millennial client. He is a software engineer in one of the biggest IT companies in the
country. I asked him, what made him interested in life insurance? Di ba ang millennials, immortal,
pabiro ko tinanong. “Actually, yan din ang akala ko.” Sabi niya. “I got into this because last year, my
best friend died of leukaemia. I saw her struggle. She was an athlete and a mountain climber just like
me. Tapos, BAM! Ganun ganun na lang. Ang mahirap pa nun, ubos daw talaga ang ipon ng family
and may utang pa nga. Ayoko mangyari sa akin yun. I don’t want my parents to go through that.”
“Wow, sorry to hear that, but you know what, you did the right thing now. I commend you for
that. Minsan talaga mas narerealize natin ang isang bagay pagpinitik tayo ni Lord.” I said.
Ikaw, bilang isang responsableng millennial, do you want to make sure that what happened to
my client’s best friend won’t happen to you?

LGBT
I had one client who was also part of the LGBT. I really admire people like that. Very
overachieving and ambitious. One day, his mom got diagnosed of breast cancer, and she had to be
treated. He was devastated! His 2 million savings was wiped out, then nagkautang pa siya ng 1
million. But money was nothing to him. All he wanted was his mother to get well again. This inspired
him to do business and he was able to pay his debts. Now he is one of the most successful businessmen
in the Philippines. Sinabi niya sa sarili niya, “never again! I would rather be prepared than regret it
one day.”
Currently, he has a total 10 policies. Why? Because he realized that if what happened to his mom
happened to him, he is done. Wala syang katuwang. That’s why he made it a personal mission to be a
financial literacy advocate as well. Ikaw sir, how would you feel about being secured that no matter
what happens, sagot ka namin?
Write your own Third Party Story:

VISUAL AIDS
Visual aids would be anything that you want to use in your presentation. It could be a
PowerPoint presentation, your pencil pitches, printed slides, brochures, iPads, or even the
clothes, the watch, or shoes that you wear. Take advantage of different visual aids that you
can use to help you close the sale in one sitting.
BLANK PAPER & PEN

A Master Closer will always have a bond paper and pen in handy. There is a
psychological effect when you draw your pitch on a bond paper. When you use a white sheet
of paper and the client stares at it for a few seconds, it instantly clears a person’s mind. When
the mind is clear, he will only focus on the things that you will write on the bond paper. His
attention span becomes longer because he can easily focus on the things that you are saying.
When you draw your explanation, he can easily visualize it. This will help you in helping the
client realize the importance of preparing for the future TODAY.
You may also use your tablet and stylus in replacing the bond paper and pen. The effect
will be the same.
SIMPLE ANALOGIES
This means converting your explanation into simple terms that even a seven-year-old
child can understand. You will be comparing your point to something that is easier to
understand. This is an effective way of getting your point across. If the client understands it,
the more likely he will be convinced to purchase it.
THE PRODUCT
This is the part where you begin to discuss your product details. You will be discussing
your product’s facts and benefits. Always use tie-downs to transfer the ownership of your
statement to your client.
Your notes:

PENCIL PITCHES IN CREATING THE NEED
The 28,000 version 2.0 Pitch

Pitch Guide:
• Ask a warm up question, “What’s your favourite number?”
• Then say “my favourite number is 28000. Would like to know why?
• Draw a circle and make a quadrant.
• First quadrant represents 0-20 years of our life. Explain the activities.
• Second quadrant represents 21-40 years of our life. Explain activities.
• Third quadrant represents 41-60 years of our life. Explain activities.
• Fourth quadrant represents 61-80 years of our life. Explain activities.
• Explain 4 universal fears.
• Then BRIDGE by asking the client “what if”then ask for commitment.
• FANTASTIC!

The 40/20 Rule Pitch
Pitch Guide:
• 40 represents 40 years of working (20 years old to 60 years old).
• 20 represents 20 years of retirement (60 years old to 80 years old).
• During working years, most Filipinos are focused in creating wealth.
• Filipinos will use their talent to earn income, but they will also get rid of it (bills & wants).
• Filipinos forget other levels of wealth: Create it. Keep it. Protect it. Grow it.
• “Ano ang magiging sweldo mo, kapag wala ka nang sweldo, pag retired ka na?”

SIMPLE ANALOGY PITCHES:
The Sandwich Generation Pitch

Pitch Guide:
• Perfect for those who are supporting their parents/siblings.
• You have no choice but to support your parents.
• You also have no choice but to support your kids when you have your own family.
• You are sandwiched with this financial burden.
• If you can’t cut this vicious cycle, it will transfer from generation to generation.
Mahiwagang Pantalon

What to say:
FA: Mr. Prospect, narinig mo na ba yung mahiwagang pantalon?
Prospect: Hindi pa.
FA: So imagine ito ang iyong mahiwagang pantalon at may dalawang bulsa yan. Let’s
say may 500K ka sa kaliwang bulsa mo at nag “transfer” ka ng 100k sa kabilang bulsa.
May nawala ba sa iyo?
Prospect: wala.
FA: Tama, wala dahil parehong bulsa mo yan d ba? Now pag ginawa natin yan, may
matitirang 400k ka pa sa kaliwang bulsa mo. Yung 100k na tinransfer ay nilagay natin
sa VUL mo. Now your money is no longer 500k. You have 400k as your savings, and
100k now is valued at 1 million face amount. So which do you think is better having?
500k all in one account earning only less than 1% without any protection, or 400k as
your savings then we allocated 100k for your VUL now amounting to 1 million?
Prospect: Syempre yun may VUL!
FA: Fantastic! (do the handshake)
Kandila sa Bahay
What to say:
FA: May kandila po ba kayo sa bahay?
Prospect: Meron.
FA: Bakit po kayo may kandila eh hindi naman po brownout?
Prospect: Siyempre, para pag nag brownout, meron kami masisindi.

FA: Tama po kayo. Ganyan din po ang life insurance. Para lang po yan isang kandila na
kahit hindi mo pa kailangan, nakatabi lang siya, just in case magka-brownout sa
family mo dahil nawala po kayo, meron po masisindi ang pamilya mo para
may liwanag ang kinabukasan nila. And that is something that you want for your
family, tama po ba?
Prospect: Tama!
Ang Piggy Bank

What to say:
FA: Do you have any idea what this is? (Start drawing the piggy bank)
Prospect: A piggy bank?
FA: Yes it is. D ba sa piggy bank diyan natin nilalagay ang atin extra, sobra, barya?
Prospect: Tama.
FA: Pag nag iipon ka ba sa “Piggy Bank”, binabasag mo na agad kahit d pa puno?
Prospect: Syempre dapat hindi.
FA: Tulad ng pag iipon sa piggy bank minsan nakupit tayo, pero binabalik din natin.
Pero ang mahalaga, babasagin mo lang yan kapag puno na, pasko na, or birthday mo
na. Meaning, depends kung kelan mo balak gamitin, tama ba?
Prospect: Tama.
FA: Ganun lang den ang gagawin mo sa pag iipon mo sa VUL. Madali lang,diba ?
Prospect: Madali lang pala!

Mga Lock sa Bahay
What to say:
FA: May lock po ba ang gate niyo?
Prospect: Meron.
FA: Ilan po?
Prospect: Dalawa.
FA: Eh yung front door niyo po, may locks? Ilan po?
Prospect: Meron. Tatlo.
FA: Yung kwarto niyo po, may lock? Ilan po?
Prospect: Meron din. Dalawa.
FA: Nilolock niyo po lahat tuwing gabi, tama po ba?
Prospect: Tama.
FA: Bakit kailangan pa po ilock ang kwarto at front door eh naka lock naman po ang
gate, tapos madami pa pong locks?
Prospect: Para safe and secure ako at ang pamilya ko.
FA: Tama po. Ganyan din po ang life insurance. Parang locks din po yan sa bahay that
can give you added financial security for your family in case something happens to
you such as death or disability. The more locks you have, the more secure you will be.
The more life insurance coverage you have, the more peace of mind you will have that
your family will be secured financially in case of your untimely death or disability.
And that is something that you would like to provide, right?
Prospect: Right!

Ang Spare Tire
What to say:
FA: Mr. Prospect, diba, meron po kayo reserba na gulong sa kotse mo? Bakit po meron
eh hindi naman kayo flat?
Prospect: Eh siyempre baka ma-flat ako sa byahe. Kung wala ako reserba, mahihirapan
ako at hindi ako makakarating sa destinasyon ko.
FA: Papayag po ba kayo na magbyahe ka kasama ng pamilya mo pero wala kang
reserbang gulong?
Prospect: Natural hindi ako papayag. Mahirap na!
FA: Delikado pag walang reserba, tama po ba?
Prospect: Oo naman. Tama!
FA: Ganyan din po ang life insurance. Parang reserbang gulong lang yan. Maaaring
hindi mo siya kailangan ngayon, pero pag oras na magka “flat” sa buhay mo, alam mo
na may reserba at financial protection ang pamilya mo para makarating pa din sila as
destinasyon nila.
Prospect: Hmmm. Oo nga naman.
Another option:
FA: Gaano kadalas niyo po chinecheck yung hangin ng reserba niyo na gulong?
Prospect: Hindi madalas. Bihira. Nakakalimutan din kasi.
FA: Pag kulang po kasi ang hangin ng reserba, hindi rin po sapat na pampalit sa na-flat
na gulong. Tama po, ba?
Prospect: Tama.
FA: Same din po sa life insurance coverage niyo. You may have life insurance now, but
the purpose of why I am here is to analyze if you still have adequate life insurance
coverage that can cover your family obligations. Para po hindi kulang sa hangin ang

reserba mo. Magkakaroon po ba kayo ng peace of mind kung sapat ang hangin ng
reserba mo?
Prospect: Oo naman.
Withdrawal Method
(No need to illustrate. Rated R)
What to say:
FA: Mr. Prospect, I understand your concern with regard to withdrawals of your
investment early on. Pero palagay mo ba sir pag withdrawal tayo ng withdrawal,
makakabuo ba tayo? Diba hindi?
Prospect: LOL 😂
Ang Langgam na Maagap

What to say:
FA: Kilala po ang isang langgam na nag-iipon ng pagkain para sa colony nila. Tuwing
kailan po nag-iipon ang langgam? Tuwing tag-init o tag-ulan?
Prospect: Tuwing tag-init, siyempre.
FA: Ganyan din po when it comes to financial planning. Ginagawa po natin ito habang
hindi pa dumadating ang tag-ulan sa buhay natin para sigurado tayo na may na-itabi
tayo parasa pamilya natin. Maganda po ba yun?
Prospect: Oo naman.

Umbrella vs Newspaper
What to say:
FA: Mr Prospect, getting a small life insurance coverage is like buying a newspaper
para pangcover mo when it’s raining hard outside. Why would you do that if you can
afford to buy an umbrella? Does that make sense Mr Prospect?
Prospect: Yes!
FA: So let me go ahead and protect you adequately by giving you your ideal coverage,
ok?
Prospect: Ok.
Ang Butas na Timba

What to say:
FA: Ang ipon po natin sa bangko ay parang isang timba na unti-unti natin nilalagyan
ng tubig para ito ay mapuno at lumago ngunit may maliliit na butas sa ibaba na unti-
unti rin nababawasan ang laman. Yan po ang epekto ng inflation o pagtaas ng bilihin

taon-taon. Lumiliit ang value ng pera natin dahil hindi mahabol ng tubo ng pera natin
sa bangko ang pagtaas ng bilihin. Lugi po ba kayo o lugi?
Prospect: Lugi.
FA: Kung meron pong ibang paraan para matalo mo ang inflation, magiging masaya po
ba kayo?
Prospect: Oo naman.
Ang Boyfriend
(No need to illustrate. But delivery is key to this simple analogy. Kelangan kiligin si Prospect)
What to say:
FA: Ms. Prospect, what I have here is an all in one plan. Income protection fund, health
fund, and retirement fund. Kung may ipakikilala ka sa parents mo na pwede mong
maging boyfriend, di ba mas maganda kung gwapo, mabait, may trabaho? Yung all in
one na para d ka magsisi sa huli. Ganun den sa pagpili ng VUL product.
Ang Yoyo ni Piolo

What to say:
FA: Ang equity market po ay parang si Piolo na nagyo-yoyo. Taas-baba, taas-baba ang
yoyo na parang presyo ng market, pero si Piolo nakasakay pa din sa escalator. Long-term,
pataas pa din po ang growth ng equities.
Prospect: Oh, ganun pala yun!

THE ABC FINANCIAL WORKSHEET COACHING TOOL
The objective of the worksheet tool is to aid the Master Closer in helping the client stay
financially organized. This is the Master Closer’s version in doing Financial Needs Analysis
to help him close more sales.
It will help determine the financial gaps, money symptoms and potential money
programs of the client to aid the Master Closer in closing the sale TODAY.
The Master Closer would be able to teach the client how to:
• Organize cash flow using the 60/20/20 method (starting point only)
• Compute and build the Magic Number (exact amount of money for retirement)
• Compute insurance/protection gap for income replacement fund
• Compute and build emergency fund in the bank
• Compute and project future college tuition fees
• Clear credit card debts in a systematic way
• Estimate the potential estate tax to secure properties and other assets
This tool can be used in two situations:

• Part of your sales presentation in creating the NEED
• Policy review to create repeat business
Your Coaching Strategy:

Always follow this strategy when you do your coaching: Curiosity, Basis, Diagnosis
• Curiosity
❖ Use questions or phrases that would make the client curious if he is healthy or
unhealthy in every category of the worksheet.
• Basis
❖ Explain the basis of determining if cash flow is healthy or unhealthy.
• Diagnosis
❖ You explain why it’s healthy or unhealthy.
❖ You amplify the problem. Find ways to magnify potential problems if it remains
unfixed or. unhealthy.
❖ Help your client understand their behavior when it comes to their money.

The Worksheet Pitch
The first step in having a solid financial plan is to organize your cash flow and that’s what our
learning session is all about. Always remember that your lifestyle should match your cash flow.
Filipinos will always have problems if their lifestyle does not match their cash flow. For our learning
session today, we will check if your lifestyle matches your cash flow. If it matches, that’s good.
Continue doing that and I will provide additional techniques to help improve it. If it does not match,
we will attempt to correct it today. Are you ready?
When it comes to our income/cash flow, always remember that there are three main allocations
when we want to properly organize them: Operating Activities, Investing Activities, and Financing
Activities.
Operating Activities
• These are monthly recurring bills and expenses. Examples of these would be electricity bill,
water, house rent/mortgage, car loan, gas, transportation, daily food allowance, groceries, school
tuition fees, memberships, cellphone bill, etc.
• Let’s analyze if the obligations you’ve accepted remains healthy for your current cash flow.
(itemize them and help the client determine recurring bills by giving suggestions.)
• Make the client curiosity: We will check if you have accepted too many obligations or do
you still have room to accept additional obligations in case something arrives in the near future. We
will check if your operating activities are healthy or unhealthy. In order for us to determine this, we
will match your total expenses to your net income if it is within the recommended allocation. Mr.
Client, how much is your net income?
• Basis: Rule of thumb. Make sure that you do not exceed 60% of your income
allocated to your operating activities, otherwise you will have problems long-term. If you
can stay below 50% or 40% that would be better. The lower the better.

• Diagnosis: Discuss if he/she exceeded. If healthy congratulate the client. If
unhealthy, here is the pitch:
• We have a problem, Mr. Client. You have exceeded the recommenced limited. Your
recommended limit should only be ______, but you are spending ________. That’s _____% of your
income. The amount exceeded is ___________. That amount should be allocated to other activities
but it is now being eaten by your obligations. This means that the obligations you have accepted is
too much for your current cash flow to handle.
• Amplify pitch: Mr. Client, let’s pretend you did not agree to meet with me today, and you
continued the same money behavior every month. You will potentially lose _______ every year. You
have _____ working years left. You will potentially lose _______ that should have been allocated to
other activities.
• To correct this, let me give you two options
❖ Option 1: Lessen expenses
❖ From top to bottom of the list, determine what item can be lessened.
❖ Dealing with credit card debts: Mr. Client, we shall consolidated your debt into one.
This is called a balance transfer. This means that you will apply for all your existing credit card
debts to be transferred into one credit card. If you do this, instead of paying 3.5% interest per
month with no clear finish line, you will only pay anywhere between 0.40% to 0.60% interest
per month. This approach will make your debt payment systematic, less headache on your part
and you will clearly see a finish line. Apply to several banks and get the lowest offer.
❖ Option 2: Increase cash flow
❖ The only option left to correct this is to increase cash flow by accepting a secondary source
of income. This could be an online business, you can use your talent or skills to generate extra
income, do buy & sell/garage sales, or join my team and become a Financial Advisor like me. 😉
Investing Activities
• These are long-term investments such as life insurance, retirement fund, education fund,
critical illness fund, health care and other long-term savings that can beat inflation.
• Rule of thumb: You should be investing at least 20% of your monthly income. If you can
invest 30%, 40%, 50%, the better. Your starting point should be 20%. Anything lower than
20%will give you problems long-term. That’s money down the drain that should be earning for you.
• If you see an investing gap, amplify the problem by computing the potential loss for
one year and potential loss if all throughout the working years left.
•

• How to determine the “net” investing gap if operating activity is unhealthy:
• Divide the amount exceeded portion in the operating activity into two. The first
half should be subtracted from the investing activity budget. The second half in the
financing activity budget. Why? Because that amount exceeded came from those
activities which was eaten by the operating activity.
• Once you have determined the net investing gap, that is how you will price your
product later. That is what the client can afford.
Financing Activities
• We also call this the buy-whatever-you-want budget or short-term savings budget intended
for the wants and leisure. Examples of such wants would be clothes, bags, shoes, gadgets, travel,
movies, dates, etc.
• Rule of thumb: Enjoy 20% of your total income to whatever you want. No need to itemize
this. Just know what your limit is. If you want to itemize, it is your choice to have certain
percentages for certain leisure activities.
• The Financing activity budget should have an exclusive bank account to separate it from other
activities. This will help you stay organized.
The Magic Number

• This is the exact amount of money that the client will need when he reaches peak age
or retirement age.
• Formula: =fv(inflation rate, number of working years left,, present income) x 12 x 20
• We shall preserve the same purchasing power of your income.
Emergency Fund
• Choose a bank account with an exclusive purpose of
building an emergency fund.
• Minimum: 3 months worth of income
• Maximum: 6 months worth of income
•

• How to build an emergency fund:
• Step 1: check if you have unused allocation in the operating activities. Deposit that
unused allocation monthly to your emergency fund account.
• Step 2: 50% if your financing activities budget should also be deposited monthly to
your emergency fund account to help build it faster. The same goes for mid-year bonuses and
13th month pay bonuses.
Protection Requirement
• Mr. Client, do you have an income replacement fund? If
something happens to you, will your income stop? What about
the bills of your family, will that stop too?
• If you have an income replacement fund, your family will
still receive income from you (even when you’ve passed) for the
next 10 years because 10 years is enough time for your family to adjust.
• Demonstrate Punit, Papel, Tapon pitch.
Children’s Education Fund

• Formula: =fv(school inflation, number of years left until 18 years old,, current tuition
fee) x 4
Managing Debts
• List all credit card debts and recommend a consolidation
of debts by doing a balance transfer into one credit card.

Assets & Estate Taxes
• List down all banks and properties to get a rough estimate of the estate tax. Estate
Planning is another course mastery that requires a separate worksheet but this will
somehow give the client an idea and become aware of the risk if he did not properly plan
for it.

CASE STUDY
Mr. Brando Braganza (ginawa ng Diyos pang romansa) is a single Dad with a 10-year
old son named Barry. Brando wants to give his son a good college education in the future. He
is worried if he can still afford to send his son to college. He went to visit a Financial Coach
to design a financial plan for him to follow. He is a Senior Manager at an IT Company
earning P114,000 net salary per month. He is 40 years old.
Details of his monthly cash flow:

Housing loan P20,000 (15 years to go)
Cellphone P1,500
Daily food/baon P4,400 (P200 per day)
Car loan P16,000 (1 year to go)
Gas P6,000
Parking P3,300
Groceries P7,000
Yaya P4,500
Son’s baon P2,200 (P100 per day)
Salary loan 1 P1,000 (2 years to go)
Salary loan 2 P2,000 (1 year to go)
Credit card debt 1 P3,000 (P43,000 debt)
Credit card debt 2 P3,000 (90,000 debt)
Meralco P3,000
Water P700
Tuition fee P5,000 (P60,000 per year, grade school)
Internet/cable P1,500
BDO bank account P50,000 (bank savings balance)
Life insurance 1 P2,500 (350,000 insurance coverage)
Life insurance 2 P2,500 (500,000 insurance coverage)
Free company insurance (2 Million insurance coverage)
Retirement plan P4,000
Critical illness plan P4,000 (500,000 critical illness coverage)
Wants and leisure (varies monthly)

THE 5 QUESTIONS
1. After seeing this information, can you see the reasons for having a financial plan?
What are they?
2. Are they important to you? Why?
3. What would be the consequences to someone who didn’t have a financial plan?
4. Would that worry you? Why?
5. I don’t know if I could, but if I could show you a plan and you thought it was good
enough and you could afford it, would you start the plan today if you thought it was
good enough and you could afford it?
Your notes:

SOLUTION
S
This is where you address their needs/problems through your products and services.
The client’s mind is now ready to listen to whatever you have to offer.

Pencil Pitches in presenting the Solution
The Mahiwagang Pantalon VUL Pitch

(Draw illustration)
Pitch Guide:
• Compare interest rates of bank and returns of VUL
• Tax comparisons of bank vs VUL
• Mention the regulating bodies of each
• Highlight benefits of VUL in case accident, hospitalisation, and loss of life.
• Ask. “Between the two Mr Prospect, which is better when it comes to saving for your
future?” “Why?”to find out the Hot Button.

The Tito, Vic, & Joey Pitch
(Draw illustration)
Pitch Guide:
• Maximise whole page of paper by dividing it to 3 columns.
• Discuss bank on 1st column (use guided discovery)
• Discuss traditional investments and insurances on the 3rd column leaving the 2nd column
blank.
• Introduce 3rd column as your companies VUL.
• Highlight benefits of VUL
• Ask. “Between the two Mr Prospect, which is better when it comes to saving for your
future?” “Why?”to find out the Hot Button.

HANDLING OBJECTIONS
First, understand that objections are immensely useful in making the sale. If you don't
get any objections, then you're either not talking to anybody, or they're not really listening.
And "yes, yes, yes," routine to everything you say is a sure sign that they are not listening.
No matter what they may appear to be, all objections are one of the following;
NO TRUST
NO NEED
NO HELP
NO HURRY
NO MONEY
5 Main Ways to Handle Objections
Ignore It
• Just carry on as if nothing happened and it may never be raised again if it isn’t fine.
Porcupine
• Also known as the sharp angle close, where you try to gain immediate commitment to buy
based on objection for example if it was no longer an objection, “would you go ahead right
now?”
Raise It First
• The best method possible is when you bring up the objection and gain commitment against
it. It also shows empathy. Develop a way to overcome the main objections that you
regularly get.
Feel, Felt, Found

• Basically, this is using a story a way around the objection or build sufficient emotion to
overcome it. The response is, “I understand how to feel. Many people have felt that way,
but what they found was blah blah blah.”
LEAFINC
• Listen, Expand, Agree, Feed it back, Isolate, Negotiate, Close.
This is a must for Master Closers. Highly effective in handling objections. Remember
when the prospect reaches a “point of no return”, they will experience an emotional barrier.

The fear of what might go wrong. At this point, the prospect’s objection will nearly always be
lame. Of course, in reality, it will be one of the five, but you need to listen very carefully to
read between the lines, then expand on the objection to find out what it really is. Then agree
with it to take the pressure off the prospect. Feeding it back at this point enables the prospect
to listen to his/her own real objection, which will always lessen the power of it in her/his
mind especially if it is “stupid”. Then isolate the objection. Ask if nothing apart from that will
prevent the prospect from going ahead right now. Then use new information to negotiate to
overcome the objection then close the deal.
MOST COMMON OBJECTIONS
“Price is too high/I cannot afford it.”
“I have to ask my spouse.”
“I don’t believe in insurance.”
“I am afraid that your company might end up like CAP.”
“I want to think about it.”
Your notes:

CLOSING
C
“Closing is essentially getting an __________. It is the ultimate transfer of certainty.”
Therefore, the entire presentation is one great big close broken down into a whole lot of
agreements.
“Small agreements = one big __________.”
Two Ways People Show Real Agreement
1. By saying YES.
2. By complying with a requested or implied action.
Your Notes:

10 Ways to Close a Sale
FULL ASSUMPTIVE
You simply assume that they have said yes and are going to do what is requested.
E.g.
Imagine, when you are to date someone. The first thing you want to find out is her
name, then her phone number. If she gave you her number, you can assume that you can call
her, right? And let’s say you asked her for a date in a movie house, and she said yes. Once
you are inside, as a gentleman, you held her hand to guide her through the dark. You didn’t
let go. She didn’t let go too. Until the movie ended, you were holding each other’s hands.
Perhaps, you can assume that she likes you too, right? Same thing with clients.
Application: Full Assumptive technique can be used in combination of all other closing
techniques.
ALTERNATE CHOICE
Instead of the asking directly ‘yes or no’ or ‘do you want it?’, ask for their choice of two
alternatives, either of which commits them to ownership. In short, give the prospect a choice
between a Yes and a Yes.
E.g.
“How would you like to settle your initial premium? Cash or Check?”
“Where can we meet, at a coffee shop near your office or at your residence?”
Application: You can use alternate choice when asking for appointments, asking for modal
premium preference, etc.
PRICE VS COST
This is an original technique developed by Zig Ziglar. When a client objects about the
price being to high without seeing the features and benefits first, you can say this spiel:
“Is it the price or the cost?”
Their first reaction would be, “isn’t that the same?”
Then you can say, “Mr. Prospect, the price is something you have to pay to get a benefit, like 1
million pesos in case you get diagnosed with a critical illness. For example, you just pay 3,000 pesos a
month for that benefit. In case you get diagnosed with a critical illness, you will receive 1 million

pesos. Now, the cost is something you have to pay, in case you don’t have a health insurance. For
example, if you get diagnosed with cancer, you would probably need about 1 million to 2.5 million
pesos for your treatment.
Now Mr Client, which do you think is better, paying 3,000 pesos now and have peace of mind, or
try to come up with 1 to 2.5 million pesos in the future? You don’t want your future savings just to go
to for your treatment right?”
Application: Use this technique so the prospect can focus more on the value instead of the
price.
MINOR POINT CLOSE

Also known as a secondary choice. This is where you ask a client for a commitment on a
relatively small aspect of the purchase for which an affirmation answer assumes the whole
purchase. Or you can also use it to highlight a small aspect of the product.
E.g.
“If ever, who would be your beneficiary on this?”
“Would you like your critical illness coverage equal to your face amount?”
“Would you like to enrol your bank to our auto-debit?”
“By the way, Mr Client, you can actually pay using a credit card. You will also get points accumulated
with this purchase.”
Application: Use this technique as part of your trial close to gain small agreements.
SHAME CLOSE
Shame Close is based on the story of the late Zig Ziglar. One day he went to Missouri.
At the airport, while waiting for his flight, he stopped by the shoe shine alley and decided to
have a shoe shine. He saw the prices. It said “$1 = Regular and $2 = Best Shine”.
And so Zig decided to have the regular. The shoe shine guy, Johnny, asked Zig, “So what
are you having?” “Just regular” Zig replied. “Just regular?!” Johnny exclaimed. “I’m sure that
regular shoe shine is pretty good anyways.”said Zig. After a few strokes, Johnny said, “What nice
shoes! Must cost a fortune. What are they?” “It is a Bally.” Zig replied proudly. Then Johnny said
“What a nice suit! Must have cost a fortune!” “Oh yeah, and it is a classy suit!” Zig said. Johnny
stood up and said, “What do you know? I don’t mean to shame. You spend over a couple of hundred
dollars for your shoes, and a few hundred dollars more on your suit. And you can’t spend 2 dollars on
the best shoe shine on earth?” Zig ended up getting the best shine and paid $3 for it.
Application: Only use this for prospects whom you have good rapport with at the same time,
for prospect with obviously own lavish things.

PUPPY DOG CLOSE
Puppy dog Close is based upon the story of a young child with her parents in a pet
store. The child wants the dog but the parents are unsure. The store owner says, “Why don’t
you take the dog home for the weekend, and if you don’t like it, just bring it back. There is no
obligation whatsoever.” Of course, with the dog at home for a few days, the child had grown
so attached to it that she can’t bear to be parted from it, so the parents are compelled to keep
it and of course pay for it. Works on the fear of loss one the customer has experienced the
enjoyment of having it.
BENEFIT CLOSE
Benefit Close is when instead of focusing on a feature or a jargon, you highlight the
benefits.
E.g.
So one day, Coach Ron had a prospect telling him that she doesn’t believe in insurance.
“Oh that’s perfectly fine. But is it okay to ask something?” Coach Ron said. “Sure what’s that?”the
prospect was curious.
FA: “Is it okay that just in case you get sick and get hospitalised, we will pay you 5,000 pesos a day for
that?”
Prospect: “Yes”
FA: “Is it okay that in case you get diagnosed with any of the critical illnesses, we will give you a lump
sum benefit of 1 million pesos?”
Prospect: “Yes!”
FA: “Finally, is it okay that in case, you pass away, we will be the one to send your children to
school?”
Prospect: “Yes of course! What plan is that?”
FA: “It is the VERY SPECIAL PLAN!”
JUST IN CASE CLOSE

Just in case Close is a good technique to use for lawyers, doctors, engineers and
architects. Ask for a series of questions:
“Why do you think cars have spare tires?
Why do you think buildings have fire extinguishers?
Why do you think motorcycle riders wear a helmet?
Yes, JUST IN CASE something happens, we are ready. Mr. Prospect, I’m not saying you are going to
get sick, or you are going to die soon. But just in case that happens, would you rather be protected or
not? Shake the prospects hand and say, Mr. Prospect, I AM YOUR JUST IN CASE.
Besides, when do we actually need to wear a helmet? At the beginning of the motorcycle ride or at the
end?”

SUICIDE CLOSE
When all of the techniques have been exhausted already, this is going to be your last
card. Ask, “Mr. Prospect, we have been here for hours and I believe I have answered all your concerns,
but still you haven’t made your decision. Let me ask you. Is it me? I think I failed. I failed to make you
see the value of this. Is it me, Mr. Prospect?” Pause for a while and wait for a response. He would
most likely say, ”No it is not you.”
“Then if you truly trust me, why don’t you start something today?
TAKE AWAY
Another option to use is to use a take away. Psychologically people tend to want more of
things they cannot have. This is what you can say;
FA:“Mr Prospect, I failed. I failed to make you realise how valuable this is for you and your loved ones.
It’s okay. You don’t have to get this anymore. (Pause while you try to fix your things) Before I let you
go, I just want you to be sincere about your answers. What is really stopping you from going ahead
today? Again, you don’t have to get anything. I just want your sincerity.”
Now whatever their answer is, isolate and negotiate, then close.
Your notes:

How to Solidify a Sale
RECAP
“Mr. Prospect, let us have a recap of what we did today. The plan that you started is for your
_________. How many years to pay? How much is your premium? Who are your beneficiaries?”
RAISE IT FIRST
“Mr. Prospect, let me tell you that some people may not understand what you did. Some may
not agree with you. I just want to make sure that you got this for the right reason.”
“Let us pretend that a friend of yours tells you that you should not get insurance for some
reason. What would you tell him?”
“Mr. Prospect, is there any reason you can see why you should change your mind? Are you
sincere about it?”
REMIND
“Mr. Prospect, before I let you go, I want to remind you that the reason that you started this
plan is because you want to make a change in your life. This is a commitment for your future, for you
goals. This is not something you just give up when you feel like doing it. Giving this up is like just
giving up on your dreams. I will see you again for the policy delivery okay? Thank you for your time
today and for trusting me as your Financial Advisor.”

DO’S & DON’TS OF A MASTER CLOSER
ALWAYS...
Listen to the customer.
Maintain consistent eye contact
Close throughout the presentation.
Close in different ways.
Monitor the prospect’s emotional reactions.
Speak from the heart to the heart.
Ask for the order at least 5 times.
NEVER...
Pre-judge
Rubbish the opposition.
Get angry.
Blame the customer for not making the sale.
Say honestly or to be perfectly honest
Your notes:

Look for these Buying Signals of Clients
• They lean forward when you explain facts and benefits

• They tend to ask more questions to better appreciate the benefits
• They do verbal nods when they like or agree with what you are saying
• You can hear a change in their tone of voice (positive tone)
• Their eyes light up when they see features that interest them
• They respond when you let them use the calculator, sometimes do their own
calculations
• They put their hand on their chin to express non-verbally, “Hmmm... this looks
interesting”
• They ask for your pencil pitches if they can have it or take it home with them
• They explore “what ifs” with you, simulating that they already purchased the policy
Watch Out for these Red Alerts (Client has no interest)
• They look bored. Less expressive

• Their body is leaning away from you
• They do palm to face movements
• They keep texting and tell you to just go on and proceed with your presentation
• They chew their bottom lip
• Their arms are still crossed when you present the facts and benefits of the plan
• The way that they sit is positioned towards exiting
• They keep looking around at their surroundings
• They space out
• They flicker their clothing

SCIENCE OF PERSUASION
Science of Persuasion
From Robert Cialdini
The study began in North America by researching behaviours. If you don’t know,
mother turkeys are very instinctive. They respond to its chicks that are making “cheep cheep”
sound. They would disown chicks that doesn’t make the “cheep” sound and the mother
turkey would also defend its chicks from predators. So one day, they made an experiment.
Researchers dressed up as a lion and roared. Automatically the mother turkey attacked the
lion. The next thing they did was, still dressed as a lion, they would make “cheep cheep”
sound. The mother accepted the lion as an offspring. That’s what you called as the FIXED
ACTION PATTERN.
Reciprocity
• We are obliged to give if we have been given something. So be the first to give, personalise
it, and do it unexpectedly.
Scarcity
• We tend to want more of things that are less of. It is not enough that we highlight the
benefits, but we also highlight its uniqueness and what they stand to lose if they don’t get
it.
Authority
• We are more likely to comply with a request if it is coming from a person of authority.
Consistency
• We want to be consistent with our past commitments, even if the initial commitment if
much smaller.
Liking
• We like people who are similar to us, gives us genuine compliments, those who cooperate
with us.
Consensus
• If others, especially those who are similar are doing it, then we are more likely to do it
ourselves.

THE SCIENCE OF ACHIEVEMENT
SUCCESS
Success is the progressive realization of a pre-determined worthwhile goal. You need to
accept the fact that the path to success is never a straight line.
A B
D C
INTRODUCING THE CIRCLE OF WILL
The Four Keys in Achieving Success

The First Key
ATTITUDE
Attitude — The way we see things

• How you look at the world will determine your attitude in life. Whether something good
or something bad happens to you, they way you respond to it will determine if you will be
successful in life or not.
• A good attitude will always see a world of possibilities. He will always see opportunities in
every obstacle and he will always focus on what he can learn from the situation so he can
move forward with more knowledge and experience.
The Truth About Failure

There is no such thing as failure, only results. Do not fear failure. It is an actual step
towards success. Lear from your failures so you can fail forward. No successful person has
ever succeeded without experiencing failures.
Fear and Confidence

Fear and Confidence are like two big dogs inside me and the one that rules me is the one I
feed the most. Fear is a False Emotion Appearing Real. Gaining real confidence will only
come from two things: Familiarity and Practice. Through repetition, you will gain ore
confidence. The more confidence you have the more you will succeed. The higher the
confidence the higher your level self-esteem will be, which determines the level of challenges
and rewards you can accept.
How You Accept Feedback

Understand that positive and negative feedback are equally useful in achieving your goals.
Remember, feedback tells you where you are at and what you need to do to adjust, recalibrate
and move forward to the right direction. By doing so, you will turn every negative feedback
into a positive one because you will always learn from it. You can only do this if you are
emotionally detached. Once you do, you can then look at situations objectively.

Facing Adversity
Every adversity carries with it the seed of an equivalent or greater benefit. Adversity prefers
you for extraordinary things. It is opportunity in disguise. When you face adversity, it is
normal to struggle. You need to struggle first before you can succeed.
If you want to shine like a diamond, you have to be willing to get cut like a diamond as well.
The Second Key

BELIEF
Belief — Things we accept to be true
• Belief becomes a burning desire to accomplish a task despite the odds. Belief conquers
negativity regardless of what other people say.
• Belief is a deep conviction of a man that carries him towards the path to success no matter
how rocky it may be.
"When I say I __________, no matter what potential, talent, opportunity, of assistance I

have available I __________ be able to __________ it.”
“When I say I __________, no matter what I __________, I open the door to find the way to
__________ it.”
Henry Ford once said, “When you say you can, you’re right. When you say you can’t, you’re also
right.” The power of the “I can” belief system gave human beings the opportunity to break
boundaries. We were able to use electricity to its fullest potential. We were able to build the
internet, which is as wide as the universe. We were able to travel through flight by the use of
airplanes. We were able to travel to the moon. A lot of inventions of today were impossible at
one point in time, but because of the power of belief, we were able to make things happen.
What if no one believes in you?

You need to realize that if you believe enough in yourself, that’s already more than enough
for you to succeed. Other people’s negative opinion of you does not have to become your
reality. Opinions are never permanent unless you choose to make them so.
Do not allow other people to pull you down. Do not allow the limited perception of other
people to define you.

The Shackles of the Mind
There are three things that hold people back the most. They are Fears, Doubts, and Indecisions.
Always take responsibility for your thoughts and feelings. Stop blaming other people about
your negative situations.
The solution is to have faith in yourself. Having faith is knowing what you want and being
aware that there will be challenges, without knowing what they will be, but whatever they
are you must always find solutions so success will be inevitable.
The Power of Enthusiasm

Enthusiasm is a positive mental attitude brought to life by emotion. It causes positive action.
Even if you don’t feel like it, you can always be as enthusiastic as you want simply by
pretending. There are any techniques to shift your mind so you can be enthusiastic again.
The Third Key

Commitment
Commitment — Exclusion of all other options

• There is no Plan B. There is no quitting. There is no giving up. It is not an option.
• You cannot be half pregnant. It is either you are in 100% or you are out.
• So many people give up because of temporary inconvenience. That is not you. You are not
like everybody else.
• Don’t be like a travel agent, jumping from one company to the next, without accomplish
anything significant.
Will Smith once sad, “If we each get on a treadmill right now, one of two things is going to happen.
Either you’re going to get off first or I am going to die. Period.” This only means one thing. He
would rather die than give up. If you have this same kind of belief system, then you would
do everything in your power to learn, improve and to be successful. Will will keep trying
until you succeed. You will not give up because you would rather die than give up on your
dreams.
F*CK YOUR EXCUSES!!!

Your excuses might be legit but it won’t improve your life. You won’t get much done if you
only grind on the days you feel good or when things are in your favor. We all know that’s not

always the case. The next time you justify your own excuses, ask this question: “And so? What
am I going to do about it?” Find a way and f*ck your excuses!
The Fourth Key

Discipline
Be Obsessed or Be Average
Understand that persistence overcomes resistance. Persistence is the ability to keep going
when everything tells you to quit. With enough persistence, you will reap more than you
sow. With persistence , you will learn anything that you need to know to accomplish it.
Your mindset shout be to dominate yourself, not others. That’s true domination. When you
are obsessed in improving yourself, you are unshakable. You have to stay hungry and super
focused. It’s the only thing that will ensure you that you will not go hungry.
Be obsessed about he things you want, otherwise you are going to spend a lifetime being
obsessed with making up excuses ask to why you didn’t get the live you wanted.
The average people are addicted to leisure. The exceptional are obsessed with learning.
Soon, the average people will call you obsessed and successful people will call you for
advice. When you want to succeed as bad as you want to breathe, then you will be successful.

The Habit of Discipline
Chains of bad habit are too light to be felt until they are too heavy to be broken. A bad habit is
like a comfortable bed, easy to get into, but hard to get out of. Remember, laziness is nothing
for than the habit of resting before you get tired.
Success will always be based on habits. We are what we repeatedly do. It all starts in your
daily routine.
Motivation is temporary. It does not last. So, in order for you to stay committed, you need to
develop the Habit of Discipline. It will handle everything else. It will take star of the other
habits that you need to succeed.
Discipline is doing what needs to be done even if you don’t feel like doing it.
The ABC 66-Day Challenge
Studies show that it takes 66 days for something to become a habit. The ABC challenge is
meant to test your ability if you can really control your mind in doing the five tasks below
straight for 66 days. If you can complete this challenge, then you can master the habit of
discipline. When you master the habit of discipline, then you can achieve the life that you
want and make your desires in becoming successful come true.
The 5am Club

Gratitude Notes
The 5-second Rule
Intermittent Fasting
The Master Closer’s Creed
Milestone List

THE MASTER CLOSER’S CREED
1. I always have a positive mental attitude

2. I always commit 100% in everything I do
3. I listen to people and communicate with them through Guided Discovery
4. Everyday I am obsessed in practicing my craft like a champion
5. I am enthusiastic everyday
6. I do not blend in. I stand out
7. Everyday I overcome my fears, doubts, and indecisions
8. I exercise control over my own mind
9. I am a warrior. I do whatever it takes to get the job done
10. I will Always Be Closing because I am a MASTER CLOSER
Start right away, whether you are ready or not, to put this into action.
Don’t think. Just do it. Act on it!

After this training session, do not expect to master all of these techniques overnight. It will
take daily practice so every technique will become second nature to you. Remember to be
obsessed in your craft. It is the only way for you to become great at it.
Now that we have given you “THE GAME CHANGER”, the ball is in your court. What do
you intend to do with it? Our recommendation is to only use these techniques to add more
value to your clients. After all, the main objective of a Financial Advisor is to help Filipinos
get protected. Never lose sight of that , especially when you get to the top and become a
MASTER CLOSER.
Congratulations!!!
You are ready to begin your journey as a MASTER CLOSER.
SEE YOU AT THE TOP!
“Pray as if it’s up to HIM. Work as if it’s up to YOU!”

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THE MASTER CLOSER BLUEPRINT

THE ART OF THE ONE-SIT CLOSE

ALWAYS BE CLOSING ACADEMY 1

The Master Closer Blueprint for Financial Advisors

ALWAYS BE CLOSING ACADEMY 2

In November of 2017, Coach Ron and Coach

ALWAYS BE CLOSING ACADEMY 3

“Are you ready?”

“Let’s begin your journey towards being a Master Closer”

ALWAYS BE CLOSING ACADEMY 4

ALWAYS BE CLOSING ACADEMY 5

“A ‘SALE’ is an acceptance by a person to make a change in his life.”

ALWAYS BE CLOSING ACADEMY 6

ALWAYS BE CLOSING ACADEMY 7

ALWAYS BE CLOSING ACADEMY 8

ALWAYS BE CLOSING ACADEMY 9

ALWAYS BE CLOSING ACADEMY 10

ALWAYS BE CLOSING ACADEMY 11

“Rapport means COMMON UNDERSTANDING.”

“It doesn’t matter what it is, only that there is something.”

ALWAYS BE CLOSING ACADEMY 12

“People like to do business with people like themselves.

Everyone’s favorite subject is themselves because everyone’s number one concern is

ALWAYS BE CLOSING ACADEMY 13

Three Main Criteria that People use before being Persuaded

1. Who is telling me?

2. Why is he telling me?

3. What is he telling me?

ALWAYS BE CLOSING ACADEMY 14

ALWAYS BE CLOSING ACADEMY 15

Communication Circle to Strengthen the Emotional Fuels

ALWAYS BE CLOSING ACADEMY 16

ALWAYS BE CLOSING ACADEMY 17

ALWAYS BE CLOSING ACADEMY 18

ALWAYS BE CLOSING ACADEMY 19

ALWAYS BE CLOSING ACADEMY 20

ALWAYS BE CLOSING ACADEMY 21

ALWAYS BE CLOSING ACADEMY 22

ALWAYS BE CLOSING ACADEMY 23

ALWAYS BE CLOSING ACADEMY 24

Story #2 Black Book

ALWAYS BE CLOSING ACADEMY 25

Write your own Third Party Story:

ALWAYS BE CLOSING ACADEMY 26

BLANK PAPER & PEN

ALWAYS BE CLOSING ACADEMY 27

The 28,000 version 2.0 Pitch

ALWAYS BE CLOSING ACADEMY 28

ALWAYS BE CLOSING ACADEMY 29

The Sandwich Generation Pitch

ALWAYS BE CLOSING ACADEMY 30

ALWAYS BE CLOSING ACADEMY 31

Ang Piggy Bank

ALWAYS BE CLOSING ACADEMY 32

ALWAYS BE CLOSING ACADEMY 33

ALWAYS BE CLOSING ACADEMY 34

Ang Langgam na Maagap

ALWAYS BE CLOSING ACADEMY 35

Ang Butas na Timba

ALWAYS BE CLOSING ACADEMY 36

Ang Yoyo ni Piolo

ALWAYS BE CLOSING ACADEMY 37

This tool can be used in two situations:

Your Coaching Strategy: