1.

Expectations
a. Explain the purpose of the session
b. The Length of the session – 45 Mins
c. Positioning - my services are involved in financial & wealth planning. Both are part of parcel of
what I'm doing and insurance is one and only tool of financial tool in regards of financial and
wealth planning.
d. Recap highlights from -
i. The free cover benefits that he signed up for
ii.

2. Approach
i. So, after you pay all your expenses and loans, you would have some leftover money to spend
right?
ii. I understand that you still have a few more years till you finish paying your car, is that true?
iii. So which bank did you go with?
iv. So when you go through the loan process, did the bank ask you to take up Motor Insurance to
cover the loan?
v. So, did you pay the Motor Insurance separately or you included it in your loan?
vi. *Share Norfarizan’s case* So, with which company did you buy your motor insurance from?
vii. So, If anything happens to your car, it will be covered by the Insurance, am I correct?
viii. Does it cover situations of Critical Illness?
ix. If yesterday you have a heart attack, will your motor insurance pay for your car loan and your
family’s expenses?
x. Who will provide for your family’s expenses?
xi. But what about your family? Who will cover your family’s expenses and your medical bills if
you can no longer have income?
xii. Please share with me your contingency plans.
xiii. How can you still provide for them even though you are unable to work?
xiv. What are the readily available products in the financial market that can do this?

2. Handling Objections
a. Anticipating He will try to postpone the whole idea – Try to dig deeper why he wants to
postpone, ask questions.
b. Not enough budget - refer back to the initial question about the remainder of his
disposable income.
c. No Need, I have enough savings – That's great that you’ve already planned for this, and I
assume that your savings will be sufficient to support your family for 20 years?

3. Solution
i. By channelling less than 10% of your income to an account with AIA, your family will
be guaranteed RM350k upon death and TPD, and RM200k if you are diagnosed with a
critical illness, and if nothing happens to you, you will have about RM150k as your
startup capital when you’re 70. Would you be interested?

3. Q&A
a. Waiting period
b. Exclusions
4. Closing