Lesson 1

Question 1

What type of benefits should you not talk about

Answer 1

Unlinked benefits - Less effective conversation and harder to connect with people

Question 2

What are the benefits of wholelife insurance?

Answer 2

You can get put money in it and then get money out tax free

Question 3

What are some features that some care about while others don’t

Answer 3

Some like the fact that it is a level preiemum that does not go up instead of the beneift that you can get money from it at retirmetn

Question 4

What is a good why to explain the whole life insurance policy?

Answer 4

It has a lot of benefits and not every benefit is applicable to every person. Let me share with you some of the high points and you can tell me if you feel it will be important in you plan and we can discuss it further

Question 5

We have a another good way to explain it?

Answer 5

We have a program that is kind of like the swiss army knife of financial insturments and for a lot of people it does many things in their portfolio. Some people just want one of those benefits other people like the benefit of multiple benefits. Let share some of the the things it can do for you and then I am going to ask for your feedback and you can share with me what you think will be benefical and we will unpack that at greater depth.

Question 6

What is the first benefit that you share?

Answer 6

It has a guaranteed level premium for life? feature segway to benefit
What that means for you Nora is you can always budget the same amount every month and never have to worry about it getting more expensive.
It also has money that when you put money in it will grow in what we call cash value in other words the money in it is growing.
What that means to you is that it is a bucket of money, so that when you need to go into your savings you have the saftey of accessing that money should an emergency arise.
Would it be imporant for your plan to have level cost as well as access to the value or are one or another of those important to you? Share with me your thoughts?

Question 7

How to unpack cash value

Answer 7

Have you ever had to go into any thing in your savings account for the last 10 years for anything?
Many people like to have to have this extra money they can go into when the next emergency arises without having to put it on a credit card. Let me show you how that works. You have them interested in what it does rather than what it is.

What it is?
How it benefits them?
How that benefit ties to their objective?

Ryan not only do you know that your cost is never going to go up. Even though you are getting older it is not getting more expensive, but as you put money in it builds cash value and what that really means to you is. You have a bucket of money, so that when you finally get to chapter 2 it can help you pay for that peach chaldo when you are on the mediterranian in florence day 1 with your hubby and you guys are reminsiting about what an incredible family you guys raised?

Question 8

What should be buy your product based on?

Answer 8

What it does not what it is benefit not the feature

Question 9

What are some good value adds from instapot?

Answer 9

It is like 5 programs in 1
Can it build cash value that builds a reserver when you retire
Can it provide tax savings because you don’t pay taxes as it grows
Can it create money that you can use in retirement that will allow you to have the lifestyle you will like
Can it save you on income taxes because you don’t taxes on it when it comes out.
It actually increases the amount you put in your pocket because the IRS gets less

Question 10

What is the second value add from isntapot?

Answer 10

It products you family with 1 instrument. It’s easy. Easy is a good word to use
1 guideme

Question 11

What can we not say but say instead?

Answer 11

Sales price - we can say the best time to do it is right now

Question 12

How to use easy in your pitch?

Answer 12

We can get you started on this it is so easy. We just need you do click a few signature places and an elctronic applicaiton lets get you started today.

Question 13

How do you respond to people asking what they have to do?

Answer 13

It’s so easy you don’t have to worry about anything. We are going to have a few people reach out to you, but the most important thing is going to be to start the application. Who do you want to be the benifacry?

Question 14

What is a good thing to say about the amount of people?

Answer 14

It is selling like crazy there are a lot of people buying it. Everyone of my clients likes what it does. Everyone of my clients likes buys this. Everyone of my clients wants to add this to their program. It makes people thing if everyone is doing it why not me.

Question 15

What are the things you need to focus on

Answer 15

Empathy understanding address and confirm

Question 16

How to reply to them saying it is to expensive

Answer 16

You first need to empathize. jon response - thank you for sharing that with me. I get it. I understand. All of our clients are working in a budget and all of our clients understand there is a 100 pennies in every dollar. Let’s do this. Together you and I can explore what options are available. Let’s look at the budget and let’s together figure out a way to protect your beautiful family, but keep it in a price range that works within your current budget. How does that sound? I see where you are coming from. If I where you I would feel the same way. Each of these is a good response. I am a dad too! I get it. I have a family too I get it I understand where you are coming from. The tone changed with the volume going down and it is a little bit more of a soothing tone. I get it a hear that from a lot of my clients espically as we emerge from this pandemic era. Espically since things have not settled down from the covid era. I hear that from clients who have also had to go through a layoff I get it. Come back with an alternite objection

Question 17

How to over come I am moving to a new career opportunity

Answer 17

I understand i work with clients all the time that are moving to a new career opportunity. Let’s do this let’s look at what you and I can put in place today. As a safety net while you transition to that next company, so that way your family is completely protected and you can sleep easier at night. Knowing if the worst happens they can stay in their home. How does that sound?

Chip so many of the clients that I work have not even really though about what would happen if they did not come home yesterday. Let me ask you a question chip. If you died yesterday and you didn’t come home and your pay check stopped and all you had to live on was what you had in savings. How long could your family survive and is that a problem?

When you say problem what do you mean? Do you mean that they couldn’t pay the mortgage do you mean that they couldn’t pay for college educations? Does that mean you could put food on the table? Define problem? And what would not make it a problem?

I will share with you what most of our clients would put in place and that is a protection program. We hope you would never use it, but the reality is that people die and if you want to make sure that you have the right amount of money let’s together you and I figure out what that amount would be and put a protection program in place, so that way you can go back to being a Dad or a business owner. And not worry about this anymore. How does that sound?

Question 18

I am so busy I can’t meet call me back

Answer 18

Thank you for sharing that with me. I get your time is valuable
I get it all of my clients time is valuable too. Let’s do this I am going to send you a zoom link. Let’s go ahead and pencil something in now for something at 3:00 P.M. if it changes call me.

Thanks for sharing that with me. I understand. All of my clients are busy with work and family. I will tell you what. Let’s do this. I am going to send you a zoom link let’s pencil something in for Thursday at 3:00 P.M. and because you are so busy it will only take 15 mins of your time. That away you will have an idea of what I do and how I can help your family. How does that sound? or What do you think?

Question 19

What is good language to use?

Answer 19

One of the things that we do with clients is we stress test their plans and if we find areas that are week then we help our clients address those areas, so that they fill comfortable in the protection plan that they have in place that protects their beautiful family, so let’s stress test your plan. I call it the 5 ds. I inject an artificial death in there. Jim if you die you don’t come home anymore and your paycheck stops. Let’s talk through what tomorrow looks like. With what you currently have in life insurance and with what your currently have in money in the bank. And let’s see how long your family would survive. And determine if that is a problem, What would your plan look like if we where to have a disability? If you die in a down market? The market is down half as much as it is down. You have a 50 50 chance of dieing in down market rather than an up market. You could die in either one of them. I will give you a real number. Let’s back up to October of 2007 the financial crisis. I don’t know if any of you guys where around the business or invested at that time. , but in october 2007 the DOW was at 14,100 which was an all time record. 10 Months later the fall of 2008 the market was at 6200 that is 60 percent decline a million dollar IRA was worth 400 thousand dollars. Are you with me? Your 401k was a 201k and there where a lot of people that were relying on that money for their protection for their income and if you died in a down market your situation is different. You guys with me? The 5 d’s death disability downturn. You could also experience a downsize. It may not have been any of us, but I am sure some of us now someone who was downsized from a company severance package golden parachute. Thank you for your years of service. we bid you a new. and they get downsized. What happens to your financial plan when you are downsized income stops you may or may not get a severance package. Your benefits are likely gone. You will get cobra if you can get cobra, but none the less the benefits are different. What does your plan look like like? Remember we are stress testing your plan. These things haven’t happened. The time to have this conversation is before they happen The fifth one is divorce. 1 out of 2 people get divorced and your finances are different and I am not saying that we need to sit down with a lovely couple and say that we need to talk about the five d’s, specifically the fivth d. The reality is that it could happen and the situation is different. One thing that our clients love and appreicate about us is that we stress test there plans and we make sure that the plan you have is the plan that you want. What if X happened and what you would feel about the potential outcome of it? If you don’t like the poteintial outcome you are not dead yet and we can fix that problem. Use stress test not the 5d’s Sample language to use = The old adage is smooth seas never made great sailors and if I where to help you and your family chip and you never had a market downturn and you where continuously employed and you where never ill and there was no extended period of over employment or undermployment and there was never a death. Then building a financial plan would be no problem. It’s math. The problem is life is not that way life is imperfect. The reality is that things present challenges, so our job is to say if x where to happen or if y where to happen than how do you feel about your current plan. i woulnd’t want that. Ok will let’s fix that together. Let’s talk about ways to fix that, so I use langauge like that.