“Moine’s argument is that what separates a great salesman from an average one is the number and quality of answers they have to the objections commonly raised by potential clients. He sat down with Gau, then, and tape-recorded all of Gau’s answers and wrote them up in a book. Moine and Gau calculate that there are about twenty questions or statements that a planner needs to be prepared for. For example: “I can do it myself” is one, and for that the script book lists fifty potential answers. “Aren’t you concerned about making the wrong moves and having no one there to help you?” for instance. Or “I’m sure you do a good job at money management. However, did you know most wives outlive their husbands? If something should happen to you, would she be able to handle everything by herself?”