GOLDEN WORDS OF SANJAY TOLANI-Pradeep Patil

GOLDEN
WORDS
SANJAY TOLANI
COMPILED BY-PRADEEP PATIL

SANJAY TOLANI, Financial Adviser & Coach
Sanjay is a 15 year member of the Million Dollar Round Table at the age of 33; with 2 Court of the Table and 11 Top
of the Table Qualification. World renowned Speaker.
Insurance, Financial Planning, Estate Planning, Wealth Management, Asset Preservation Strategy
His achievements are not only restricted to MDRT. The same year that he made it into the MDRT, Tolani
also earned his position as the managing director of Goodwill Insurance Brokers. Though a family business,
he had to prove to his father — Ram Tolani, a veteran in the insurance business — that he is worthy of
being there.
The senior Tolani made it clear to his son that being an MD was not about sitting in a fancy office and
getting others to do all the work while rejoicing in luxury.
“You will have to deal with problems that people who are older, more experienced than you are facing. Do
you think you will be able to handle that?” he asked his son.
Already involved in the family business from the age of 17, the younger Tolani understood the business of
insurance better than many of his senior colleagues.
What he lacked in experience, he made up for gaining knowledge. Through sheer determination and
sincere effort, he realised the adage “knowledge is power”.
His conviction is that there is no end to learning. “When you don’t have experience, you’d better make
sure you have expensive wallpaper,” he said. And his wall — decorated with an impressive collection of
two undergraduate, three post-graduate qualifications with distinction, and several professional
certifications — confirms that this is a man who walks the talk.
Personal Interests
Travelling & witnessing cultures, Cooking, Collecting Numismatic Coins & Currencies, Reading & Writing,
Singing and Adventure Sports
Affiliation
Goodwill Insurance Brokers - Director
About
Insurance, Financial Planning, Estate Planning, Wealth Management, Asset Preservation Strategy, Author, Advisor,
Speaker, Philanthropist, Mentor
Biography

PROFESSIONAL ACTIVITIES:
• Talk shows on business radio channels: spoke on 103.8 fm Dubai Eye in March 2008, November 2008 & June 2009
(Financial Planning & Investment Strategies) and 105.4 fm Radio Spice March 2010 – (Financial Planning for the
General Public)
• Member of the Indian Business & Professional Council for developing key relationship with the Indian Government
& exploring business opportunities and synergizing with business counterparts across borders.
• Business Strategy Profiled in an international magazine “Round the Table” 2009 – Finances 101
• Talk Show on Bloomberg – India (Impact of financial Crisis on Dubai Economy) Jan 2010
• Profiled on Ajman TV – Youngest Million Dollar Round Table Qualifier in 2003
• Profiled in Gulf Today Newspaper as the Youngest Professional of Insurance Industry in the region 2003.
• Profiled in Insurance Industry Magazine - Round the Table – Student of the Industry for qualifying as the youngest
member in 2003
• Youngest Life Member of Million Dollar Round Table (USA) – Premier Association for Financial Planners: Member
2003, 2004. Court of the Table Member 2005, 2006 & Top of the Table Member 2007 to 2017
• Guest Speaker on Motivation, Insurance & Financial Planning, Advisory Service Structuring, & Insurance Product
Development in many universities and conferences regionally & internationally
Awards
Youngest member of The Million Dollar Round Table (www.mdrt.org)
Member: ‘03 & ‘04
Court of the Table: ‘05 & ‘06
Top of the Table: ‘07, ‘08, ‘09, ‘10, ‘11, '12, '13, '14, '15, '16, '17
Author of the book "28000" published in Q1 of 2015
Member of Who’s Who for Professionals ‘05
Profiled on Radio Spice, Dubai Fm, CNBC India & many international and regional newspapers
Personal Information
Academic Qualifications:
Bachelors of Business Administration (Finance & Banking)
Masters in International Business (Distinction)
Masters in Applied Finance & Banking (Distinction)
Fellow, Life Management Institute (Distinction)
Associate, Customer Service (Honors)

Associate, Financial Services Institute
Certified Financial Professional (CFP Canada)
ADDITIONAL CONTACT DETAILS
feedback@sanjaytolani.com
FIND US
http://www.sanjaytolani.com
Office 501, Building 12, Bay Square, Business Bay
Dubai, United Arab Emirates
@sanjay.financialadvisor
Call +971 4 359 5566

"28000 - Make Everyday Count"
A generic guide on how to manage money through the different stages in life. As a reader you may agree or disagree
with the philosophies and may take a different view at things, the purpose of this book is not to change your views
or belief systems but rather give a perspective which might have been ignored. The world of money management is
changing very quickly and it is important to stay updated on the new concepts without forgetting the traditional
wisdom which comes with age and experience. The book is exactly written keeping that in mind.

Preface
In Life Insurance Industry many stalwarts has exhibited their top skill, habit and attitude. Many iconic personalities
has shown the path to run the industry, MDRT has given an international recognition for this profession. The success
stories continued till today.
Legendary figures are many on this Global platform ,out of which during my service I tried to study more and more
about the personalities. Today I am going to discuss about one personality who has become legendary figure on
global platform in very young age of his career. He has achieved many things in short span probably he is the only
person who has exhibited all top class qualities which requires for a Life Insurance Salesman. He is none other than
SANJAY TOLANI. Just go through his profile, you will come to know how RICH HE IS? Not monetarily but in every
aspect he is rich and super rich person.
Our marketing force are not having bird eye view. They know the profession but they fail to understand this great
Life Insurance profession. My observation if this class properly find the hidden treasure, that day will be the golden
day for our Life Insurance Industry.
Initially he has surveyed the global economy and its trend.
And started focussing the emerging market and developing economy
He was mainly focussing asset of currencies, commodities, equity, bonds, property
He always tries to drive best of the best in our industry
He is always open hearted man
He is very transparent
He always delivered something very useful for all dedicated financial advisor.
His presentation method is unique
He is thorough in all aspect
He is strong believer of sharing ideas
There are still more good qualities you will find when go through his articles
So my only appeal to our LIC Marketing force just by knowing each other is not enough in our profession, to become
successful one must understand each other. Have a look surrounded by successful person and try to read them.
Hope my little efforts to educate our marketing force by introducing LEGENDARY FIGURE SANJAY TOLANI WILL
BRING CHANGE IN SOMEONE’S LIFE

THE BEGINING OF SANJAY...........................................
The four men who have been my inspiration, my motivation, my mentors and my support system. These men have
drafted and crafted my life. (Picture from the early 1980's). The Birth of a Legacy in Financial Services and building on
the standards of MDRT in the Family. The men who established Zurich Life in Dubai UAE.
Starting from the left:
My Grandfather: late Mr. Gulabrai Jaisinghani: The person who unconditionally loved me and was my guide. Who I
had the privilege of being with till his last breath.
My Uncle: Mr. Prakash Tolani : The person who ensured the family understood the purpose of life and living every
day.
My Father: Mr. Ram Tolani: The person who believed in me and ensured I had the right foundation to grow.
My Uncle: Mr. Vijay Jaisinghani : The person who I look up to for advice and support through every walk of life.
To these Men... I am indebted; and will do everything to make them proud.

Having been a solo practitioner for 15 years in this industry (15X MDRT, 2 X COT, 11 X TOT], my intention was never
to manage or build an agency.
Instead, my intent is to pay it forward and raise the standards in the financial service industry. Legacy has and always
will be a huge motivation for me, and if you can take my learning’s and action upon them, I will rest happy knowing I
did my job well.
Enough about me though. It's going to be 2018 and I think it's a good time reflected and plan for the year ahead.
Thus, I have decided to create a community where we can all share insights learned through our myriad of
experiences. Of course, I will be kicking it off by sharing the strategies I have distilled through my own experience as
a financial planner.
Having spent 15 years in the industry I have a unique view point of what works and what doesn't. There are many
things I wish I didn't do, and I really hope that by consolidating these insights, you will be able to avoid the mistakes I
made, and shortcut your own journey to success.
IF you would like to get to know about these insights...
1) Share this posts
2) Comment & Tag 3 Friend: I want to be part of this community with “Friend Name”, “Friend Name” and “Friend
Name”. (The more friend u tag, the more chances you get to have a private mentoring session with me)

I’ll send you an invitation link through FB personally when it’s ready. (First-come-first-serve)
P.S. I spend most of my times serving my clients & families so the best way to stay in touch with me is through this
community where I will send you my own secret resources (or even meet up with you) to help you stay at the top of
the game.
— With Veronica B. Corrales and Mercedes Lim.

Here are some secrets about Life Insurance which
the Super Rich are not telling you
Sanjay Tolani
So as an advisor to several Ultra HNI families and after several discussions with them, I have realized that
the way Life Insurance is perceived by some of the SUPER Wealthy families is very different from the rest
of the population. Below I have tried to quickly summarize some of those observations and comments.
The Ultra HNI Clients buy Life Insurance; EVEN IF THEY DON'T NEED IT!!!! WOW...!!
Now why do they buy it then? (The Million Dollar Question)
1. Liquidity! A lot of wealthy families are "Asset Rich" but liquid poor. The Life Insurance policy becomes a
quick tool to create liquidity when any key person in the family passes away to ensure Hard Assets are not
liquidated in a "Fire Sale". It also protects the reputation of the family
2. Income Replacement: AND I get this question asked a lot... But don't the Super Rich have passive
incomes and established businesses?? Well they do, But when the primary breadwinner passes away,
these income sources may start to dry up, so the Life Insurance provides a quick buffer to help stabilize the
income flow.
3. Wealth Transfer: We all work very hard to build HARD Assets; It is essential that these HARD Assets are
transferred to the next generation without losing value. Taxes, Transfer fees, Probate costs, Lawyers,

Trusts, Foundations, the more complex the structure the more fees the estate has to pay. Life Insurance
ensures those payments are made without touching any of the assets in the estate. Hence ensuring full
Wealth Transfer.
4. Hedge against the Future: But don't the SUPER RICH already have a secured future? Well just like a car,
every estate needs to have Shock-Absorbers, Seat Belts and Airbags. You may be in a Rolls Royce, but you
would still need the essential protections from uncertainty. Life Insurance is the Shock Absorber in the
Estate Value. It hedges the pot holes on the way. Life is unpredictable and so is your estate value.
5. Life Insurance as an Asset!! Life Insurance is not considered an expense on the Super Rich Income
Statement; one of the reasons why a lot of people think the Super Rich don't have it...It is on the Balance
Sheet as an Asset. No wonder a lot of people have the Myth that Life Insurance is only for the Poor and not
the Rich. Life Insurance is an option (for all the traders and accountants out there) which is always "in - the
- Money" which means; it will always have value for an estate even at its worst performance. It’s a Liquid
Asset/Property on the Balance Sheet of the SUPER RICH
This is a quick summary of the discussions I have had with many families. If you believe you know someone
who could benefit from this information. Please share it.

Money? or Values?
Sanjay Tolani
If you give Money to your children and you don't give them Values; the Money will be LOST.
BUT if you give them Values and don't give any Money; then the Values will also be LOST.
THE REASON IS: The hungry stomach is stronger than "Value Systems". We all know stealing is bad; but
when a person is hungry they will be tempted to steal.
Money is not good: Money is not bad; Money is Power and Values will show them where to use this power.
SO the best combination is to give your children a lot of money and a lot of values and watch them impact
the world.
If you had the option to choose how much money you would like to leave for your kids... How much would
it be? This can be created by "You" over your life time and till you hit that target; Use Insurance to create it
for you. INSURANCE is your tool to create what you dream off. INSURANCE is not a product; it is a
replacement of what could not be finished in our life time. USE it to create the future you want to see for
your family. - Sanjay Tolani
Please share it with anyone you believe who made find value in this information...

When a critical illness claim is paid out... what
should you do?
Sanjay Tolani
When a critical illness claim is paid out... what should you do?
An observation & A case study:
A family recently was paid out a critical illness claim which was 5 times the annual income when the
husband (who is the breadwinner) had a heart attack. The financial advisor gave the right advice to ensure
the family had enough in the event an event such as this did happen.
However; What should they have done with this money versus what they did with the money...?
Starting with what they did...
1. 6 months after receiving the money; he bought a new Rolex watch.
2. The family went on a long summer vacation and spent in excess of 3 months of his salary.
3. Made a down payment to a new house and took the rest of the money for the property as a mortgage.

4. Bought a new car.
5. Renovated their current house.
At the end of spending all this; they were left with less than 3 months of income from the total pay out...
Do you think they made the right decision? Some might say... well it is their money and they have the right
to choose how and when and where they use the money; plus didn't he get to fulfil his desires? Also didn't
he get a loving family vacation which should have helped him recover? And they did make some long term
capital investments too didn't they?
Think about it:
1. The person is surely not insurable for an income protection ever again.
2. He did make a capital investment into a property but also took on a bigger liability than his investment...
which can't be insured in the event he has another major critical illness and we all know relapse is a
possibility.
3. Purchased luxuries from an advance payment of income which they wouldn't have if they didn't get this
pay out. (It was not a bonus from work... but it was treated as a bonus)
A lot of families are unaware of what to do in the event they do get a critical illness pay out in the form of a
big lump sum of cash.
As a financial advisor it is our responsibility to guide them:
1. Build up an annuity so they keep getting basic regular income in the event he does need to take off from
work in the future.
2. Keep money aside (if extra) for commitments such as school fees and or a more comfortable retirement;
we all know for a fact even after suffering a critical illness longevity of life is still an issue; people are living
longer even after suffering a critical illness; or would you prefer being a burden on the Children?
3. If investing in a property, do not leverage the property as the liability may be too big to recover from in
the event of another mishap and use the rental income to create an annuity.
4. Update insurance policies for other members of the family as if anything did happen to them; the
breadwinner who already suffered a critical illness may not physically be able to handle the multiple
responsibilities.
If you are a client reading this; have this discussion with your family....
If you are an advisor reading this; share this with your clients as they may not be aware of what to do....
Why not have this discussion with them when they are purchasing an income protection plan; in the event
they do they this pay out; what should they do with it?
If you believe this is useful information please share this with people around you.

Shouldn't I Buy Insurance Online?
Sanjay Tolani
Shouldn't I buy Insurance Online?
ANSWER: YES... YOU SHOULD!
You should buy Insurance online to save the hassle of having to interact with an insurance advisor. BUT this
is only relevant to products which don't need any advice.
It is just like going to a pharmacy: some medicines are over the counter medicines but some medicines
need a doctor's prescription as they might have side effects or certain dosage requirements.
An example would be: for a cold and cough, you can buy over the counter; but if you are seeking treatment
for cancer and need to buy a chemotherapy injection that is ONLY by prescription or it could be fatal.
It's the same with trying to buy an insurance product online. Some products are simple and easier to
understand hence can be purchased online like Car Insurance or Home Insurance or Travel Insurance as
they have been commoditized in most scenarios; but again if you have a high end painting in your house or
a limited edition sports car and that needs to be insured speaking to a qualified insurance advisor is a
requirement.

Just like in medicine where it is a matter of LIFE & DEATH... you do need a trusted and professional
advisor.
When planning your financial future; looking at the unique changes of geopolitical risk, health risk, or risks
unknown.... getting a professional advisor by your side is worth the effort of finding the right advisor.
I HAVE BEEN ASKED: Don't we have financial planning calculators online to do that for us?
So let me ask you: Don't we have self diagnosis website for medicine as well? But after we self diagnose,
getting a doctor to sign off on certain illnesses is still the requirement to buy a prescription drug.
Similarly, you need a Financial Advisor to sign off on certain advice, like what combination of products is
most effective? Should I only buy Term or only buy Permanent or should I buy a Combination?
Find an advisor you feel comfortable talking your personal agendas with and be open about your life
objectives; Learn to self diagnose as well for smaller issues, learn to do self reviews as well.
For that ask for the "rules of thumb" financial advisors follow (28000 - Make Every Day Count is a book that
provides these "rules of thumb" which is available on www.28000days.com)
Just like we have BMI to measure the ideal height to weight ratio we have similar "rules of thumb" in
financial planning:
An example:
1. 10 times of Annual Income for Family Income Protection.
2. 20% of whatever you earn towards your Retirement.
If you are a client reading this:
Speak to your financial advisor today and read up to self educate;
If you are a financial advisor reading this: please share this with clients who you believe needs to read
this...
And please always remember "Do not compare GOOGLE to my Professional Degrees"

Some Mistakes are Avoidable!
Sanjay Tolani
Did you know that someone discovered chocolate chip cookies by mistake? Well, aren’t we all glad that
this delicious mistake was made :)?
We all make mistakes but some mistakes women are seen to be making more often, specially financial
mistakes. Yes it may sound ridiculous but it is true. But not all women make these mistakes and not all men
avoid them.
Women are different. Their needs are different. They earn different. They step in and out of their careers.
They live long. They tend to be more risk averse. And these are some of the reasons that really matter
while taking decision to invest your money.
Here are some of the mistakes women tend to make:
- let your spouse/partner manage money without your involvement
- not asking for details to be explained
- not taking into account your greater longevity into your investment plan
- not taking enough risk
- not building assets of your own

- putting your finances last in your list
- saving instead of investing
- not advocating for yourself
- not protecting your inheritance
- NOT SEEKING FINANCIAL ADVICE: There is a much value in having a trusted relationship with your
financial adviser. It is not necessary to have the same financial adviser as your spouse's. Find an adviser
who engages you, speaks to you, understands you and guides you.
Please share if you believe someone might benefit from this article

Happily Ever After!!
Sanjay Tolani
Today I was reading and I realized, we all are looking for that “Happily Ever After” end to a life story…
Does “Happily Ever After” truly exist or is it a manifestation of our mind?
The world around us has pocket moments of “Happily Ever After”.
“Happily Ever After” is not a given but it is created by spending time on planning life and working towards
enriching Humanity and the People we love; which could be family, friends or even strangers.
I have always been told: “Sanjay; you always talk about financial planning and insurance; Why??”
Today I had to share this: It is my profession to build the “Happily Ever After” scenarios for the families I
work with.
Is there a guarantee that I would be able to create that scenario?
Answer is: “NO, there is no Guarantee!! But it does increase the probability of creating it.”

So YES, I will continue to talk about being prudent with financial planning and ensuring that the family has
the right level of coverage because it is my JOB to increase the probability of creating the “Happily Ever
After”
It is your responsibility to build your own story and it is your choice how you want this story to pan out in
the future; yes even the wealthiest of families use insurance and prudent financial planning strategies to
ensure the “Happily Ever After”… If you don’t do what is necessary to protect the ones you love; no one
else can take this blame for you.
Sit with a financial planner you trust; spend time in planning; discuss your strategy with your family; your
story is not just yours; you have so many more lives intertwined with your life; make them a part of your
plan; and never forget to add charity to your plan for those who are less privileged then you and allow
them to also hope for a “Happily Ever After” moment.
Please share this with those you believe need a reality check or motivation to move forward in life;
because we all have to continue to build “Happily Ever After”

"Young & Poor" or "Old & Poor": Which would you
Choose?
Sanjay Tolani
The youth has a feeling of invincibility in them. They are generally healthy and likely not concerned about
the risk of an untimely death. They do not consider that there is a need, and in a fact, a long-term benefit
and how life insurance can fit into their financial security plan.
Yes, a tiny percentage of the single population really needs no life insurance at all. It could be that rare
person, who is not attached to anyone or anything, and they don't care about their legacy, but for a variety
of reasons, it's a good tool for everyone else.
Here are some reasons to consider purchasing a policy, even if you’re not married:
You're not likely to be single forever: Buy a policy now, and you can just build on your existing coverage
once you're married, instead of starting from scratch when you're older and initiating coverage will be
more expensive. Also, it’s cheaper to buy a policy when you’re young and healthy.
Depending on the type of life insurance you buy, a policy can also be a forced savings vehicle.
If your parents (or other family member or friend) co-signed a student loan or a mortgage with you, they’ll
be fully on the hook for the amount owed in the event of your passing. The last burden a grieving family
member needs is a loan company hounding him or her for payments.
Life insurance can be a great way to leave a legacy to nieces, nephews or anyone else. That list also
includes your favourite charity. You could buy a single policy that would pay a lump sum to the
organization or have the policy paid to a trust and create an income stream for as long as you desired. Life
insurance is at the foundation of the financial planning pyramid. Bad things happen. And when they do, life
insurance is the only product that provides the right solution for that moment in time. Your chances of
dying are one out of one. It's just a matter of when.

Property… Location, Location, Location... Hmmm…
Sanjay Tolani
Don’t we all look forward to buying a 2nd Property as an investment? (Or as some married couples say... a
get away from our spouses?)
When we think of it; it has a lot of benefits, the few that comes to mind are for example: the capital
appreciation, rental income and perhaps leaving it as a heritage for the next generation.
However, we need to overcome some issues such as: saving up for the down payment, qualifying for the
loan, maintenance of the investment property, taxes, ensuring it gets rented out and so on.
This is where the concept of “Liquid Property” comes into play.
Did you know that “Liquid Property” has the following benefits?
1. You do not need to come up with any down payment.
2. No need to go through tedious process of loan application.
3. No interest is charged to you on your monthly instalments. Instead you earn interest on your payments.
(Would you rather pay interest or earn interest?)
4. The future value of the property is always 3 to 4 times of your total contributions, and it is guaranteed
upon approval (Capital Appreciation is guaranteed.)
5. No need to pay annual land taxes or any other taxes to the government.

6. No need to pay any maintenance for the property for life.
7. No liquidity hassle as the value of property is paid out within 2-3 weeks to your next of kin upon death.
8. No hassle of looking for a buyer to purchase property upon death.
9. No property gains tax incurred at any given point of time by your next of kin.
10. Not claimable by creditors to settle other outstanding debts.
These benefits of “Liquid Property” are used by the wealthy families in combination with Physical Property.
If you haven’t got an exposure of your assets into “Liquid Property”, you are exposed to many liquidity
risks; which means, someone may buy YOUR physical property at a discount someday.
Speak to your trusted financial advisor about “Liquid Property” or as some call it “Life Insurance”. Please
share this with your family & friends

Now we have it… Now we don’t… This is
irreplaceable!!
Sanjay Tolani
There are three primary resources that every successful business would require; Financial Capital,
Technological/Physical Capital and Human Capital. Most business has insured their Physical and Financial
Assets, but has not been able to understand how to value or even insure the most valuable and difficult to
replace asset; the Human Capital/Asset.
So how should we evaluate and manage this loss?
The two scenarios which are difficult to predict are: Loss of Human Capital due to Illness or due to Death.
Now, we don’t really like to think or talk about these scenarios, BUT they are as true as the sunrise and
sunset every day.
Understand the fact that an individual who is performing a particular task, if is not in their position would
hurt the profitability and shareholder value. This individual may possess a particular skill set or may be the
face of the enterprise. This individual in the world of risk management is called “A Key Person”.
Loss of a Key Person may cause disruptions and loss of profit or loss of brand value in the eyes of suppliers
or financial institutions. Replacing such an individual may be very expensive, so the world of Risk

Management has created two initiatives to address this issue. Step 1: Putting together a succession plan in
the event of a sudden tragedy; Step 2: Insuring the individual to provide the corporate with liquidity to
implement the succession plan as well as fulfil its moral and legal obligation to the family of the individual.
Every board member and every “C” Category officer (CEO,CFO,COO,CTO,CIO,etc.) would agree that
replacing a Key Person is the most difficult and expensive exercise, yet most firms have not yet discussed
this with a Specialised Financial Planner or Succession Planner.
If you know of a firm or a person who you believe should be aware of this information please share this
with them.

Estate.. The Final Decision!
Sanjay Tolani
How would you like your assets to be distributed? How would you want your family to use those assets?
How would they pay for the transfer? When should they sell it? Or should they even sell it?
Estate planning is the process of answering the above questions. It is also an ongoing process to identify
the scenario(s) which would reduce the value of the Estate example; debt, or lawsuits, or taxes.
Writing a “Will” is the 1st thought when someone thinks about this topic. Some even believe it’s the only
tool; but this is a misconception. “A Will” may be contested, it may take a long time for it to be executed,
and it may be misinterpreted, it should work, but it’s important to always have fail safes.
Another structure which is commonly spoken about is Trust(s), which also can be used for Estate Planning
in certain countries. Finding a trusted Trust Advisor is key to this structure, as the family would be assigning
all the rights of the assets to the Trust Company for management. Management of these assets is done
based on the letter of wishes written by the creator of the Trust (also known as settler).
One of the biggest concerns we have identified in Estate Planning is the lack of Liquidity in the Estate. Most
estates are Asset Rich but Liquid Poor. This causes many estates to go through “A Fire Sale” to generate
that liquidity, which may be to pay off debts or taxes or even create equal distribution of wealth between
beneficiaries.
Example: 1 Property to be distributed between 2 children. Does the estate sell the property and give them
both equal cash? Or one child buys it from the other, if yes, where does the child get the money from?
These situations can cause estates to lose value.

Many estates are using Life Insurance as a method to create liquidity to ensure that Estates are not forced
into “fire sale” situations and to reduce the potential conflict between beneficiaries. If you have 1, 2, 3 or
100 beneficiaries, estate planning is a process which needs to be done and monitored.
Are you prepared? And have you asked the right questions for your family?
Please share this.

HOW DID THEY DO IT?
Sanjay Tolani
In 1986, a little fishing village in Southern Thailand made news around the world. Koh Panyee is a floating
village in the middle of the sea without a single inch of soil. The children there loved watching football on
television but had never played the game because they didn’t have a football pitch. One day, a boy
suggested they build their own floating football pitch. Shaking off their fellow villagers’ scepticism, the
children built their pitch from scavenged wood.
Playing on a floating pitch was of course very challenging. It was slippery and wet, and wasn’t stable. The
children often have to dive into the sea after the balls. But it was great preparation for what was to come.
That year they entered into a football competition just for the experience. They were shocked to come in
second. The Panyee FC went on to become Youth Champions in Southern Thailand from 2004 to 2010.
Just because something has never been done, it doesn’t mean it can’t be done. If you find a dream in your
heart, being innovative and creative with your circumstances can bring you out at the top.
When was the last time you complained about your circumstances?
When was the last time you felt you can make a difference in the world around you?
When was the last time you changed your opinion and found a solution to the problems lurking over you?
When was the last time you did something you have been putting off?
Please share this with all those around you... someone somewhere might not be feeling confident about
their situation... this might motivate them to be creative and fight their way out of the slump.

When is the BEST TIME to buy Life Insurance?
Sanjay Tolani
So you must have heard the best time to buy insurance is when you are young and healthy and everything
is perfect... or when you don't need it... well that is true...!!
BUT if you think more carefully... the "Best Time" to buy insurance is technically "ONE DAY BEFORE YOU
DIE"...Isn't that maximum return against my premium paid???
Well however true that may seem, UNFORTUNATELY none of us truly know when we will die... so it could
be today?!? Couldn't it??
So the best time to buy insurance was Yesterday... HOWEVER; we can’t turn back the clock... SO the
question remains: Do you want to have this regret tomorrow? ("I wish I had insurance yesterday")
SO the only time you can truly act is "TODAY" ... Buy what you can today...
We all have heard: The Past is History, The Future is a Mystery, THE only thing you have is TODAY and that
is why it is called "THE Present"
The cost of delay will be paid by those who you love; Do Not Delay your decision to secure the people you
love... it still continues to be your choice...
Question: When is the Best Time to buy Life Insurance?
Answer: The Best Time TO BUY Life Insurance is NOW!!
Share this with all those who you feel may benefit from this message.

Financial Tips for Women
Sanjay Tolani
Some Financial Tips for Women on this very Special Day (International Women's Day)
1. Do not rely on others for your Financial Security. We live in the era of DIY (DO IT Yourself) so learn some
financial strategies and self educate. And if you have a Spouse ...Talk to your spouse about the financial
strategies that have already been done
2. Get your financial goals in Order... where would you like to be financially in the future... (the What &
When Questions: What do I want to achieve? When should I target to get to it?)
3. Invest "In" yourself instead of just spending "On" yourself...Splurging may feel great today ... but can
have a huge dent on your purse in the future. So think about investing in a Degree or a Potential Business
4. Don't ever let the fear of the "Unknown" guide your investment decisions. Speak to people around you
and use your gut to make judgement calls, weigh it with your education and invest, holding back only lets
inflation eat into your capital...
5. Also never forget to have built a fund for emergencies or having insurance to take care of those
emergencies...
If you feel these are some useful tips... Don't forget to share these with your friends and family...

Why do expats need to buy Life Insurance?
Sanjay Tolani
Without the right protection, families are sadly left with a burden of many expenses in the event of a
tragedy. However, a proper life insurance policy can provide important funds to ensure the future of an
expat’s family. Some of these expenses include:
1. Paying off obligations, permitting the family to be free from money related commitments to others
2. Resolving the estate, including paying legal costs
3. Giving resettlement back to the nation of origin
4. Covering future educational costs
Here are 3 ways how life insurance benefits expats and their families:
1. Provides Financial Stability

The aftermath of a family tragedy can be a troublesome, unpredictable period. It can take quite a long
while for a family to fiscally settle after the death of the essential salary worker.
With a life insurance policy, a family can have the savings it needs to bolster its finances during resettling.
This can give the family a cushion to get a stable wage, permit the family to stay in its present home, or
supplant lost retirement funds.
2. Secures the Family's Future
Some protection policies can not only cover the family’s primary income earner, but the spouse as well.
Insuring the spouse on the off-chance something happens, permits one insurance policy to do the work of
two. While one naturally hopes no sudden tragedies occur, this layer of protection guarantees a family's
financial future regardless of which spouse may unexpectedly pass.
3. Helps Ensure a Bright Future for Your Children
A primary reason why expats select their careers is to provide stability for their families. As expats spend
their time overseas, there is a higher risk something unforeseeable could happen. Obtaining an insurance
plan that meets the needs of an individual and his or her family can provide essential funding after a
sudden tragedy. The right type of policy can help cover educational expenses, weddings, and other
important events in the children’s lives.
What to Look for in a Life Insurance Policy
Finding the right life insurance policy requires a careful evaluation of a family’s needs, the type of
insurance needed, and other important factors.
Expats should consider the following when choosing a policy:
1. Medical underwriting limits
2. Borderless coverage, especially for expats and frequent international travellers
3. Benefit limits
4. Whether premiums are fixed throughout the policy term
5. The type of coverage needed, such as Deaths All Causes as a result of illness, accidents, and acts of war
and terrorism; or Deaths Natural Causes in high-risk areas
6. Eligibility age
7. Types of exclusions
8. Term renewals (for example, every year or every 10 years)
How Much Coverage Should I Get?
According to the Life Insurance and Market Research Association, experts recommend having enough life
insurance to replace income for 7 to 10 years, but each individual must calculate their beneficiaries’ future
financial needs. Several factors (such as age, children, mortgage, income, etc.) must be considered to
determine the appropriate amount of life insurance coverage.

What is your Biggest Asset?
Sanjay Tolani
You create the Assets for your estate and family...
What is more important? You or the Assets?
NOW...Which is insured? .....
Research suggests that most people are insured less than the assets they own... just shows how much we
ignore the source that builds the assets.
Insure yourself and the income which builds your estate.
YOU ARE YOUR BIGGEST ASSET!!!

What is Income Protection & Why do we need it?
Sanjay Tolani
We know for a fact; plans and dreams are built on the potential income which we will earn over our
lifetime.
Loans for University, Car Loans, Mortgages, Personal loans for Weddings, etc are all built on the potential
income earned by the individual or the family.
In the last few decades, this has encouraged people to now start thinking about having Income Protection.
Now there are two potential reasons why a person can lose income:
1. Loss of Employment/Economic Downturn
2. Loss of Income due to Bad Health
If a person losses his/her job on average they can get a job within 6-9 months, even if not at the same level
maybe with a 20-30% pay cut, hence it has been a recommendation to always hold liquidity to cover
expenses for 6 months as a buffer.
But, if a person falls sick or gets disabled it would immediately put a stop to income.
Now the question usually asked is... well all my expenses for treatment would be covered by my Medical
Insurance... Reality: Medical Insurance (individually purchased or by the company or government) would

usually pay bills related to the treatment; but what about the daily expenses?
The family would still have to cover mortgage payments, education fees of the kids, might need to change
lifestyle and or the house, other expenses like car loans.
Hence, Income Protection... Ensuring the family continues to get the income which the family would
require in the event a person falls ill to be able to meet the financial commitments and to continue living
the same lifestyle.
Please share with anyone you believe may benefit from this information.

When is the best time to buy Life Insurance?
Sanjay Tolani
So one of the most important questions asked about Life Insurance is... WHEN IS THE BEST TIME TO BUY
INSURANCE?
I mean, would it not make sense to invest the money in Hard Assets instead? Hard Assets give you higher
returns...don't they?
Well, to get maximum return out of a Life Insurance policy, ensure you buy it "1 DAY before you die"; it
would generate the maximum return; no asset class can match that rate of return. ‪
But then that raises a bigger question... Which day is that??? Unfortunately, not all of us know (some claim
to know) when that day is. So the best day to buy Insurance was "YESTERDAY", as our last day could be
today.
Question: Do you want the same regret tomorrow? "I wish I had insurance yesterday"
"NOW" is when you have the power to protect your hard earned wealth and income.
Your delay... Your Loss...
If you want to know "How much is enough?" you can read more in "28000 - Make Every Day Count"

What financial resolutions should be planned for
the new year?
Sanjay Tolani
So with the new year round the corner... Bonuses might come through... but more essentially... What
financial resolutions should be planned for the new year?
Some tips when planning (Not a new mantra...just some wisdom and old information which might have
been forgotten or ignored)
1. Preplanning or Re-Planning your Budget: Sometimes we ignore some of the small sources of income and
also miss out on the small leaks of expenses in our daily busy lives. Once a year... it would be good to be
reflective and just relook at where some of the money just disappeared....Only a small leak is needed to
sink a boat... would be good to recheck the small leaks
2. Emergency funds: If you are thinking...”What emergency fund?" ...Well imagine if you did have an
emergency? Something as simple as losing your job! The rule of thumb for emergency funds is 6-9 months
of expenses... It's a buffer good to keep a check on...sometimes it gets dried up... best time to top it up is
usually when the bonus flows in...
3. Plan for Big Life Changes: Marriage, Children, Starting a business or buying a house, Kids going to
University or even retirement... When best to start saving for these potential life events? Answer: The

sooner the better... the cost of delay can be very expensive. Time passes by very fast and these
commitments will just come knocking on the door...
4. Start paying down your debt: Very essential that you consider the cost of the debt which you may be
carrying... Personal Loans and Credit Card debt is one of the most expensive forms of debt... Try to avoid
carrying debt that's not essential... and paying it down is most important...to ensure that other financial
commitments can be met in the future. Exactly one of the reasons to ensure your children don't start life
with a debt... plan for their university while you can... giving them a strong foundation will ensure they get
a slight head start at facing life with confidence.
5. Protect your Income: All of the above strategies can go down the drain; if the source of your wealth
dries up... YOUR INCOME... Income Protection is very essential for any budget and financial plan. Your
income can be hampered due to two potential reasons... losing your job or a major recession (Point 2 is
what comes handy then) or you if you fall sick and are unable to work; then who continues to pay off the
debt or pay off expenses? Insurance companies have in the last 30 years started building income
protection products usually called Critical Illness Protection Plans which would provide you a lump sum
which would support your family for an additional 3-10 years.
6. Fulfil at least one dream or desire: Do put aside a small fund to ensure you fulfil your desires as well... or
else regret kicks in or end up taking up unnecessary debt. No point in killing desires... But plan these
splurges as well.
If you find it useful... please share this with your friends and family as well.

Partnership Insurance (A Case Study)
Sanjay Tolani
Partnerships are made in Heaven; but not all partners survive the ride through HELL – Sanjay Tolani
What is partnership insurance and who needs it?
Many companies are built on the symbiotic relationship between partners; therefore protecting the value
of that partnership is the key to success. Unfortunately, many are unaware on how to protect this value in
the event of a mishap like death of a partner or loss of income due to an illness.
The idea is to protect each other’s interest by purchasing an insurance plan; where the company gets
enough liquidity to be able to buy out the share from the deceased partner’s family or provide liquidity to
hire managers to continue taking care of the responsibility of an ill partner. This liquidity will protect the
company, the partnership and the family in maintaining the status quo.
Investors, who invest into a running business, may want to protect their investment, by insuring the
working partner, as in the event of an unfortunate illness or death the business would be without a captain
to steer the boat away from the rough waters; and could cause big losses to the investor.

What can you include in your plan?
The plan is designed according to a partnerships need. For example, it can include an income protection
cover; in the event of a major illness; a partner is unable to work for a long period of time, the productivity
of the company may significantly be reduced. The company would be provided with a lump sum amount of
cash to sustain this “Loss of Income”; thereby buying time for the partner to recover.
It can also include the involvement of a family member of the deceased partner in the business as a part of
the inheritance and succession plan, or hiring a new manager to assist with the responsibilities.
A well designed plan also needs to be reviewed with changing circumstance, changes in responsibilities and
changes in succession.
A Real Life Case Study
Company ABC Ltd. had 3 partners; John, Jim and Jack. The three partners shared different responsibilities
in the business and held equal shares. The Auditors had valued the company at US$ 15 Million.
Unfortunately, when John passed away; the partners had to decide what the future of the company would
be. Would John’s family continue to get profits in equal share as the partners? Who will undertake the
burden of John’s responsibility? If the partners want to buy out John’s shares; where will the liquidity of
US$ 5 Million come from? Will the wife sell the shares?
Partnership insurance opens up many ways to handle such a situation. Discussing a succession plan,
inheritance and liquidity to buy out shares can all be covered in the Partnership Insurance Document.
If you do care about the future of the business you are building, ensure to insure the partnership. Please
share this information with everyone around you.

Think about it.... which product can be compared to Life Insurance? Which product creates wealth when you fall
sick? Which product creates wealth when your family needs it? Which product creates wealth when you are not able
to be there for the children? Which product creates wealth when you have not been able to fulfil your dreams?
Which product creates wealth where no wealth existed??
Life Insurance cannot be compared to any investment.... because no product creates wealth the way Life Insurance
does.... no product creates the safety net which Life Insurance does.... from Day 1.. It creates money for your family
which never existed in the 1st place...
Investments compliment Life Insurance in the Financial Planning process... but cannot be compared to it... so please
stop comparing apples to oranges... they both have their own unique spot in a fruit salad...

What is the Purpose??
Asset vs. Estate
Risk vs. Returns
Growth vs. Income
Retirement?
Education?
Income protection?
Multi Asset?
Active Portfolio Management?
Insurance?
CAPTIAL PROTECTION OR
INVESTMENT RETURNS
THINK About it...

Now that we have progressed to age 20 to 40- we are counting down to 14,000 days. People will tell you financial
planning is essentially about planning how to spend your money. True but it is also about planning what you earn,
how you earn and when you earn and spend
This is the time when you have your first serious job, a serious relationship probably leading to marriage, your first
baby, your first car, your first home and a whole lot of other firsts. All expensive firsts.
Financial Planning requires three basic answers to these questions: What? When? How?
------------------------------------------------------------------
(40-60)
We are now living on a “strange planet” called Middle Age where time feels slower, muscles feel stiffer and money
seems meaner. Welcome to the 40-60 age groups, where the more you have or the less you have is not the main
thing, but the fear of what you won’t have is turning your hair white.
Source: 28000 - Make Every Day Count

Different stages of life need different plans... keep a track of your financials at least once every 6 months... and if you
haven't started planning... it's never too late to start... most important is TO START!!
FINANCE IS A CONCEPT. MATHEMATICS IS A NUMBER.
What’s the difference?
It’s amazing how many people think that finance is a numbers game. It frightens people, especially those
who suffer from the illness of hating numbers. So if you’re one of those who hate numbers then take
heart. Finance is an idea. Like any other idea, it can be a good one or a bad one. Good finance is simply the
expansion of a good idea explained through the mechanism of numbers. The numbers only come into play
once you’ve decided how you want to plan your life and the prioritization of needs, comforts and luxuries.
Once you follow the golden rule of putting away little` money into your Piggy Bank and then prioritize
according to the needs & wants pyramid, numbers will simply be the tools you use to make your life
happen. Don’t let numbers scare you. As a child, you enjoyed learning a funny poem. Did you worry about
the number of commas, full stops and exclamation marks or even the number of lines? Finance is that
poem. Understand it. Enjoy it. The numbers will make perfect sense then.

Your life... Your plan... Your decision...
You choose how you live your 28000 days...

Having worked with multiple Family Offices, Asset Managers, Professional Law Firms and Auditors; I have realized
that the work they do it fantastic as they help identifying the risks and the potential reasons for loss for Families,
Businesses and Individuals (F.B.I)
There are three things that can be done with this identified risk:
1. The risk can be kept; which means that the risk is Self Insured. Some F.B.I can afford to hold on to some amount of
risk because they might have the income or assets to be able to handle that risk.
2. The risk can be avoided; which means once the risk is known, the F.B.I can find a way to avoid the risk from
occurring. This is the best solution but some risks just cannot be avoided or kept that is when the 3rd option is most
important.
3. The risk is transferred; which means that risks which the F.B.I cannot keep or avoid needs to be transferred to a
risk pool. Risk Pools are usually managed by Insurance Companies and for a small premium can carry the risk on your
behalf.
Every Lawyer, Auditor and Family office advisor uses a combination of the above three methods to manage the
estate and wealth of F.B.I.
If you feel this information is useful for you or someone you know; Please share this article

It’s probably not the most pleasant topic, but life insurance for single moms is essential. As a single mom, you need
to have life insurance.
Some days you are too busy to even give it a thought, with all the errands and sports practices and work and dishes
and laundry and bills and grocery shopping and meal preparing.
And on the days you DO have time to think about it … well, who wants to think about your own mortality!?!?! But
facts are facts. Your kids need to be taken care of if something were to happen to you. That’s what you are all about
RIGHT NOW, right? Taking care of your kids. And don’t you want them to be taken care of financially if you are not
around?

Each stage of life has a different set of requirements and priorities; it’s up to you to decide what you need when it
comes to your life insurance policy. Make sure you assess your needs every stage of life.

If you’re going to achieve all your goals, such as sending your kids to college, retiring in comfort and leaving
a legacy, you will need to save and invest throughout your lifetime. But to really complete your financial
picture, you’ll also need to add one more element: protection. And that means you’ll require adequate life
insurance for your situation. However, your need for insurance will vary at different times of your life — so
you’ll want to recognize these changing needs and be prepared to act.
When you’re a young adult, and you’re single, life insurance will probably not be that big of a priority. And
even married couples without children typically have little need for life insurance; if both spouses
contribute equally to household finances, and you don’t own a home, the death of one spouse will
generally not be financially catastrophic for the other.
But once you buy a home, things change. Even if you and your spouse are both working, the financial
burden of a mortgage may be too much for the surviving spouse. So, to enable the survivor to continue
living in the home, you might consider purchasing enough life insurance to at least cover the mortgage.
When you have children, your life insurance needs will typically increase greatly. In fact, it’s a good idea for
both parents to carry enough life insurance to pay off a mortgage and raise and educate the children,
because the surviving parent’s income may be insufficient for these needs. How much insurance do you
need? You might hear of a “formula,” such as buying an amount equal to seven to ten times your annual
income, but this is a rough guideline, at best. You might want to work with a financial professional to weigh
various factors – number and ages of children, size of mortgage, current income of you and your spouse,
and soon – to determine both the amount of coverage and the type of insurance (“term” or “permanent”)
appropriate for your situation.

Once you’ve reached the “empty nest” stage, and your kids are grown and living on their own, you may
need to re-evaluate your insurance needs. You might be able to lower your coverage, but if you still have a
mortgage, you probably would want to keep enough insurance to pay it off.
After you retire, you may have either paid off your mortgage or moved into a condominium or apartment,
so you may require even less life insurance than before. But it's also possible that your need for life
insurance will remain strong. For example, the proceeds of a life insurance policy can be used to pay your
final expenses or to replace any income lost to your spouse as a result of your death (e.g., from a pension
or Social Security.) Life insurance can also be used in your estate plans to help leave the legacy you desire.
As we’ve seen, insurance can be important at every stage of your life. You’ll help yourself – and your loved
ones – by getting the coverage you need when you need it.

Don't underestimate budgeting
Many of us don't give enough credit to the humble budget, more so in the case of single men and women.
And getting so caught up in living the good life in a city that never falls short of things- to-do and places-tobe,
means that we often forget to take a closer look at our financial statements.
Keep a spending log
This will help you identify the areas where you are overspending. You can either keep a diary in a notebook
or take advantage of the many personal finance apps now available - often for free.
Make cuts
Now decide what lifestyle changes you need to make to ease the debt burden. Ask yourself what you really
need and what is actually a luxury.
Don't get swayed by luxury
One important tip for any expat would be not get swayed by the luxury of the city and hurt your savings.
Avoid credit cards and loans

As soon as you open a bank account, you would get a call for a free credit card or an 'easy loan', but it is
better to stay away. Credit card debt is no doubt the worst and most expensive form of debt.
Shop during festival season
Dubai is home to all the global fashion brands and you might end up spending most of your weekends in
the grand malls. Resist making impulsive purchases and look for discounts through the year.
Open a savings account
You may already have a savings account. But do you pay into it regularly? Or is it simply an add-on to your
current account that you might use to house a few emergency dirhams? If you're struggling to build up a
decent chunk of savings, the best suggestion would be to compare savings accounts that require a
minimum balance. These are the ones that pay out higher interest rates, and many of them come with
monthly giveaways for top savers. Work out where you can afford to cut your outgoings, and put the
savings away into one of these accounts. You'll thank yourself a year or so from now.
Compare financial products
Not every financial product is right for every individual. Use a comparison site to see what products are out
there and make sure you come to an informed decision on the financial products you purchase.
Debt consolidation
Debt consolidation involves combining all your existing loans and credit card debt into a single loan, usually
done to take advantage of lower interest rates, longer tenures and smaller monthly repayments. This is
different from debt restructuring, under which you can approach individual banks to restructure your
loans. This may involve extending the loan tenure, lowering the monthly instalments or taking a payment
break to help you cope with debt repayment.
Zero Sum Budgeting
This budgeting technique leaves you with zero money, once you deduct all expenses from your income.
Don't worry, that's not a bad thing in this case! Prioritise your expense categories, with loan repayments at
the top followed by basic household expenses and emergency savings, and all miscellaneous spending right
at the bottom. The next step is to split your income based on these priorities, without leaving anything
behind.
Boost your income
Consider whether there's any way to boost your take-home pay.
Make investments just parking your money in a bank account will not give you the attractive returns you
could make by investing it. Explore for options like Systematic Investment Plans (SIP), mutual funds, bonds
in your country or in Dubai to maximize buck for your savings.
Don't shy away from asking for advice
Financial ignorance can be detrimental. If you feel that you lack the financial know-how to make important
money-related decisions, be it about which savings account to open or what investment avenues to
explore, it's always a good idea to seek help from the outside. Expert guidance is available in all shapes and
sizes.

So if you wanted to have a Million Dollars... How much would you need to save per day?? Share it with everyone
around you... helps in planning out your budget and life... and what sacrifices are necessary or appropriate...

What is the biggest regret in life? Had to share this...
It is not death most people are afraid of. It is getting to the end of life, only to realize that you never truly
lived. There was a study done, a hospital study on 100 elderly people facing death close to their last
breath. They were asked to reflect about their life’s biggest regret. Nearly all of them said they regretted
not the things they did but the things they didn’t do. The risks they never took the dreams they didn’t
pursue.
See most of us are afraid of the thief, they comes in the night to steal all of our things. But there is a thief
in your mind who is after your dreams. His name is doubt. If you see him call the cops and keep him away
from the kids because he is wanted for murder. So he has killed more dreams than failure ever did. He
wears many disguises and like a virus will leave you blinded, divided and turn you into a kinda.
Struggle and criticisms are prerequisites for greatness. That is the law of this universe and no one escapes
it. Because pain is life but you can choose what type? Either the pain on the road to success or the pain of
being haunted with regret.
We have been given a gift that we call life. So don’t blow it. You’re not defined by your past instead you
were born anew in each moment. So own it now.
So what invention that you have buried in your mind? What idea? What cure? What skill did you have
inside to bring out to this universe?
Unit meaning one, verse meaning song, you have a part to play in this song. So grab that microphone and
be brave. Sing your heart out on life’s stage. You cannot go back and make a brand new beginning. But you
can start now and make a brand new ending.
28000 days.... that's all you got... share this with everyone you love or care about.... someone you know
might be struggling or depressed but doesn't tell you about it... reading this might just give them the
purpose they are looking for.... so go ahead and share it with everyone around you..

What financial resolutions should be planned for the New Year?
So with the new year round the corner... Bonuses might come through... but more essentially.. What financial
resolutions should be planned for the New Year?
Some tips when planning (Not a new mantra...just some wisdom and old information which we might have been
forgotten or ignored)
1. Preplanning or Re-Planning your Budget: Sometimes we ignore some of the small sources of income and also miss
out on the small leaks of expenses in our daily busy lives. Once a year... it would be good to be reflective and just
relook at where some of the money just disappeared....Only a small leak is needed to sink a boat... would be good to
recheck the small leaks
2. Emergency funds: If you are thinking.."What emergency fund?" ...Well imagine if you did have an emergency?
Something as simple as losing your job! The rule of thumb for emergency funds is 6-9 months of expenses... It's a
buffer good to keep a check on...sometimes it gets dried up... best time to top it up is usually when the bonus flows
in..
3. Plan for Big Life Changes: Marriage, Children, Starting a business or buying a house, Kids going to University or
even retirement... When best to start saving for these potential life events? Answer: The sooner the better... the cost
of delay can be very expensive. Time passes by very fast and these commitments will just come knocking on the
door...
4. Start paying down your debt: Very essential that you consider the cost of the debt which you may be carrying...
Personal Loans and Credit Card debt is one of the most expensive forms of debt.. Try to avoid carrying debt that's
not essential... and paying it down is most important...to ensure that other financial commitments can be met in the
future. Exactly one of the reasons to ensure your children don't start life with a debt... plan for their university while
you can... giving them a strong foundation will ensure they get a slight head start at facing life with confidence.
5. Protect your Income: All of the above strategies can go down the drain; if the source of your wealth dries up..
YOUR INCOME... Income Protection is very essential for any budget and financial plan. Your income can be
hampered due to two potential reasons... losing your job or a major recession (Point 2 is what comes handy then) or
you if you fall sick and are unable to work; then who continues to pay off the debt or pay off expenses? Insurance
companies have in the last 30 years started building income protection products usually called Critical Illness
Protection Plans which would provide you a lump sum which would support your family for an additional 3-10 years.
6. Fulfil at least one dream or desire: Do put aside a small fund to ensure you fulfil your desires as well... or else
regret kicks in or end up taking up unnecessary debt. No point in killing desires... But plan these splurges as well.
If you find it useful.. Please share this with your friends and family as well. A lot more tips have been written in my
book "28000 - Make Everyday Count" which is available in 3 Languages: English, Hungarian and Bahasa Indonesia
www.sanjaytolani.com

Only A LIFE INSURANCE AGENT will bring money.... Invite him ahead of time..... And tell him how much to bring...
The miracle of Life Insurance....

Just like we need a Gym for your body... We need a gym for your mind...
The Mental Cave for our mind to escape too....
Rules of the cave:
1. Set physical barrier to be unreachable.
2. Set a stationery place... where u does your work.
3. Where u focus only for a limited period of time.
4. And only for your most important things.
(Source: COT TOT Session)

What your life insurance policy does...

What is Income Protection & Why do we need it?
We know for a fact; plans and dreams are built on the potential income which we will earn over our
lifetime.
Loans for University, Car Loans, Mortgages, Personal loans for Weddings, etc are all built on the potential
income earned by the individual or the family.
In the last few decades, this has encouraged people to now start thinking about having Income Protection.
Now there are two potential reasons why a person can lose income:
1. Loss of Employment/Economic Downturn
2. Loss of Income due to Bad Health
If a person losses his/her job on average they can get a job within 6-9 months, even if not at the same level
maybe with a 20-30% pay cut, hence it has been a recommendation to always hold liquidity to cover
expenses for 6 months as a buffer.
But, if a person falls sick or gets disabled it would immediately put a stop to income.
Now the question usually asked is... well all my expenses for treatment would be covered by my Medical
Insurance... Reality: Medical Insurance (individually purchased or by the company or government) would
usually pay bills related to the treatment; but what about the daily expenses?
The family would still have to cover mortgage payments, education fees of the kids, might need to change
lifestyle and or the house, other expenses like car loans.
Hence, Income Protection... Ensuring the family continues to get the income which the family would
require in the event a person falls ill to be able to meet the financial commitments and to continue living
the same lifestyle.
Please share with anyone you believe may benefit from this information.

Does it make sense to replace a policy?
Think twice before you do, because in many situations it may not be to your advantage. Before dropping
any in-force policy, consider:
If your health status has changed over the years, you may no longer be insurable at standard rates.
Your present policy may have a lower premium rate than is required on a new policy of the same type, if
only because you’re older.
If you replace one cash-value policy with another, the cash value of the new policy may be relatively small
for several years and may never be as large as that of the original one.
You will be subject to a new contestability period.
You should ask insurance agents for a detailed listing of cost breakdowns of both policies, including
premiums, cash-surrender value, and death benefits. Compare these along with the features offered by
both policies.
If you decide to surrender or reduce the value of the policy you now own and replace it with other
insurance, be sure that:
The agent making the proposal puts it in writing.
You pass any required medical examination.
Your new policy is in force before you cancel the old one.

Statistics: 78% of people don't know how much they need for retirement... Do u spend more money in a
week when on holiday or in a regular week? Retirement is your longest holiday... so do you need more
income when u retire or lower income when you retire?? Think about it....
VISIT TO INDIA

A Day with Sanjay Tolani
( Watch this to make your day like SANJAY TOLANI )
https://www.youtube.com/watch?v=N3vKvOC795w
https://www.youtube.com/watch?v=BqWDYqCbQJA
https://www.youtube.com/watch?v=83047mqJzPg
https://www.youtube.com/watch?v=BYJFF3ILkh8
https://www.youtube.com/watch?v=igFpjklfL8Q
https://www.youtube.com/watch?v=E5J_dbkeU2c
https://www.youtube.com/watch?v=4h495B-7-UI
https://www.youtube.com/watch?v=FXAMxOXccvk
https://www.youtube.com/watch?v=-3RZ69cK9LE
https://www.youtube.com/watch?v=dRt2HxVuFxk
SUMMARY OF A DAY WITH SANJAY TOLANI
Invest in yourself
Be associate with our business
Understand the medical terminology
Always prepare two types of presentation one for Prospect and other for underwriter
Always keep enemy closure
Gather TMI-Too Much Information about the prospect
Build professional profile of the client
Small cases keep alive- Big cases make you Rich
Activity in business is important
My small case is 5 million USD
You choose your small case
Religious habit of closing one case per week
I never use Power point presentation
I always use Pen & Paper
Rich people does not know anything about the Life Insurance
Present Income protection plan
Build your network
Initially I have started selling 25000USD case
Learn from the Mistake
My closing ratio is 9 out of 10
I also learn from others made mistakes
Prepare cliental Profile-1) family style 2) Life style 3) Financial capabilities 4) Old polices
Creation Data mining
I am having 40 staff to manage my things
My father is having 37yrs of experience out of which he has qualified 36yrs TOT
Man @ Work = Money @ Works

We fail trust our own advice
You are a financial doctor
Don’t talk target to achieve in front of client
Positioning yourself in the financial market
Introduce yourself in Rich Market to achieve big
Ask Rich person to introduce you in Rich Market
Please Demand and Command Respect in Rich Market
Understand the requirement of the client
Prepare Backup Plan
I am having cliental contacts in 53 countries
First Insure ourselves, if you don’t buy you can’t sell
I always believe in sharing
More You Give-More You Get back
I always prepare Balance sheet of my client
Option strategy will compensate the loss
Life Insurance is nothing but a Shock Absorber of your car
Life Insurance is nothing but Air Bag of your car
Don’t ever discredit your competitor ( Agent )
Protect your Identity
Now a day’s one must be Jack of all trades and Master of all
If you don’t sell somebody will sell

Sanjay Tolani’s Golden words is an eye opener to all the aspirants, it is way to prosperity, it’s a rays of hope for the
next generation who are finding difficult in settling in this profession. His experience, his knowledge, his dedication,
his devotion, his passion, his enthusiasm, his zeal, his perception, his hunger towards Life Insurance Professional
Achievement is remarkable. In recent times in his visit to India LISC Chapter he has reviled his performance figures.
His premium income is almost 140 million USD (INR 850CRORES) Figures itself speaks more than his words.
Really, his journey with LIFE INSURANCE Profession is just amazing. It’s unimaginable, his speed is unstoppable.
When a person like Sanjay can exhibit his love and affection towards this profession & can bring so much respect in
the global platform. Why not you think of to be like SANJAY TOLANI. It’s my QUESTION to all of you?
All the best
Your well wisher
Retired Do
E-Mail-ptpatil179@gmail.com
(M) 09448133179