Intro

Question 1

Intro

Answer 1

Let me go ahead and verify your information to make sure we have it right (While pointing at lead) We have John and Mary Smith, date of Birth is__________, Correct? You are both Non Smokers, Correct Your Address is right here (nodding head), And you have _____________ Kids, and your Mortgage amount is___________,Correct? Let me confirm the medications you are taking_______, Anything else? Ok great.-“-

Question 2

Ben Duffy 1

Answer 2

Great! So what i do that is very different is that I don’t work for the insurance co., I work for you, Meaning, Most agents work for a company, get their paycheck every Friday, get benefits from them, retirement….Who do you think they are loyal to? Easy, Right.

Question 3

Ben Duffy 2

Answer 3

Most agents work for a company, get their paycheck every Friday, get benefits from them, retirement….Who do you think they are loyal to? Easy, Right.

Question 4

Ben Duffy 3

Answer 4

I work for the client (You), which means that I represent all the top companies out there, so it doesn’t matter who you go with, we just want you to have the best coverage.

Question 5

Ben Duffy 4

Answer 5

So, we are able to shop it around and get you the best value based on your health and the benefits that you are looking for, saving you time and money. It’s simple and easy.

Question 6

Ben Duffy 5

Answer 6

As a matter of fact, we believe that knowing a lit bit about money is so important, that I brought a gift for you!

Question 7

Ben Duffy 6

Answer 7

Have you ever heard of the book Rich dad Poor dad by Robert Kiyosaki?

Question 8

Ben Duffy 7

Answer 8

(No matter what they say) Great! It’s the best-selling book on personal finance of all time!

Question 9

Ben Duffy 8

Answer 9

It sold over 30 million copies and it’s actually #3 out of ALL business books of all time. There are now College professors that use it to teach their students the power of money.

Question 10

Explain Book #1 (Understand)

Answer 10

I think what has made it such a big success is that it’s so simple and easy that the average person (like me)can understand it and actually do what’s in it.

Question 11

Explain Book #2 (Entirely)

Answer 11

AND…..

Its entirely based on a true story….

Question 12

Explain Book # 3 (About)

Answer 12

About Robert Kiyosaki who grew up in Hawaii and he said that he had 2 dads growing up. His real dad was the States Superintendent to the schools. he was the head guy for the entire education system in the state of Hawaii.

Question 13

Explain Book #4 (Think)

Answer 13

He had all kinds of advanced degrees, awards and was highly respected by everyone in his community. You would think this would be his rich dad, but….

Question 14

Explain Book #5 (Pennilessly)

Answer 14

He actually died pennilessly and actually left his family with some debt, which sadly, is the way most Americans die. Who follow what is taught in schools.

Question 15

Explain Book #6 (Rich Dad)

Answer 15

His Rich dad was his best friend’s dad that lived down the street from him growing up, and he was the complete opposite. No degrees, actually, he only had an 8th-grade education, however, he studied successful businessmen on his own and followed what they said to do in the books he read. Roberts Rich’s dad has given millions of dollars to his family, his community, his church, he set up nonprofit foundations that have helped thousands and thousands of people.

Question 16

Explain Book #7 (Inner Struggle)

Answer 16

So, the book is about Robert growing up and getting advice from both his Dads that were completely different from each other, which created some inner struggles with Robert because he didn’t know who to listen to. But, by the time he was 11 years old, it became obvious who was getting the results Robert wanted….

Question 17

Explain Book #8 (Hiring)

Answer 17

While his real Dad was always complaining about not having enough money, Mikes Dad, was hiring more people and growing his businesses.

Question 18

Explain Book #9 (3 Main)

Answer 18

There are 3 main simple and easy concepts that he talks about in the book that were taught to him completely different from each other,

Question 19

Explain Book #10

Answer 19

Just 1 he says, is all you need to become financially independent, we will get into those in a second, first, let’s customize your program.

Question 20

Explain Book #11 (Phone)

Answer 20

On the phone we briefly talked about some benefits that might be important to you, for example, __________; We will get into them a little more in just a minute but for now…

Question 21

Computer Presentation #1 (Scare)

Answer 21

(hunched over, look small)

I’m going to scare you a little bit, I’m going to show you the Rolls Royce Program with all the bells and whistles, you probably don’t need them, but for some families, it’s exactly what they want.(Show fully loaded with ALL possible Riders)

Question 22

Computer Presentation #2 (Shock)

Answer 22

(Go one by one explaining each benefit, what it covers, payout amount etc.)

(Lastly, Go over death benefit)

Which will cover your entire Mortgage. And your monthly investment is________(pointing). (watch their body language, facial expressions, they should be in total SHOCK if you did it right!!!!)

Question 23

Computer Presentation #3 (React)

Answer 23

That’s how most people react! ( No matter how they react) (We all want to belong)

This is probably a good time to talk about Rich Dad’s 1st Simple and easy Concept which is…

Question 24

A. Pay yourself 1st #1 (Bills)

Answer 24

One of the first things that caught Robert Kiyosaki’s attention at an early age, is how differently his “2 Dads paid their bills. This Poor dad paid everybody else first (his bills), mortgage, utilities etc and whatever little crumbs he had left over at the end of the month he would save (pay himself), and many months he didn’t have any money left over to save. this is the way that most (97%) of the population handles their bill paying.

Question 25

Pay your self 1st #2 (Opposite)

Answer 25

Rich dad did the exact opposite. The first thing he would do when he got paid was put 10% aside in to a savings account ( paying himself first), and then he would use what was left to pay all his bills.

Question 26

Pay Yourself 1st #4 (Astounded)

Answer 26

Robert was astounded at this concept, he told Rich dad “Are you saying don’t pay your bills on time?”, Rich dad said, “No, I’m not saying that at all, I believe in paying all your bills on time, But I think its most important to pay yourself first”.

Question 27

Pay yourself 1st #5 (I’m Crazy)

Answer 27

Robert then asked “ What if you don’t have any money left at the end of the month?” and Rich dad said, “Good Question, Who do you think would scream louder if they didn’t get paid, me or my creditors?” and Robert said, “Your creditors of course”. “Right” said Rich dad, “ and I don’t like to be screamed at by my creditors, and there was plenty of months, especially when I was pretty broke and just starting out where I didn’t have enough money to pay my creditors, even now there are months where my accountants think I’m crazy for paying myself first when all they can see is that I don’t have enough money to get all my bills paid.

Question 28

Pay yourself 1st #4 (Whatever It Takes)

Answer 28

“So what do you do when you don’t have enough money at the end of the month?” asked Robert. “ Simple!”, Rich dad said. “On months I ran out of money before paying my bills, I would do what ever it takes to get them paid. I would work extra hours, Ive mowed lawns, washed cars, thought of a way to make a little extra in my business, I’ve even started another business, basically what ever it takes!”

Question 29

Pay Yourself 1st #8 (Little By Little)

Answer 29

This is how Rich dad got started, saving little by little and then he had enough to buy his first small investment property and then another and another, very simple concept and very powerful.

Let me show you something ( Point to cash value, ROP etc)

Question 30

Pay Your Self 1st #9 (Cash Value)

Answer 30

See, with this program our clients are not just spending money, they are paying themselves first, this is the cash value, money they get back if they don’t want or need the coverage anymore.

Question 31

Pay Yourself Up 1st #10 (Client)

Answer 31

Our clients can use this money for anything they want, buy their first investment property, invest, help with retirement, college fund, or even a nice vacation!

Question 32

Pay yourself 1st #11 (Cool)

Answer 32

Cool right?! (Use your language)

Any Questions? Make sense? Simple right? (Don’t proceed until both agree)

Question 33

Pay Yourself 1st #12 (Rule #1)

Answer 33

This leads me to the 2nd Simple and easy concept Rich dad taught Robert, Which Rich Dad referred to as “Rule #1”. He said this 1 concept is so simple, yet so powerful, that doing this alone would make you rich.

Question 34

Assets vs Liabilities #1 (Assets)

Answer 34

Rich dad taught Robert that while the rich were buying assets, the poor and the middle class spent their money on liabilities. Rich dad said assets are things you put your money into that keep their value or increases in value.

Question 35

Assets vs. Liabilities #2 (Assets)

Answer 35

Liabilities are things where you put your money in and your money goes down in value and many times disappears altogether.

Question 36

Assets vs Liabilities #3 (Owning)

Answer 36

an easy way to explain it is Owning vs renting your home. Now, Owning your home might cost a little more on a monthly basis, however, down the road you have an asset that goes up in value.

Question 37

Assets Vs Liabilities #4 (Renting)

Answer 37

Renting a home might be a little less per month, but, when you are done you’re left with nothing. Zero to show for it. Rich dad does have an interesting take on owning your own home. we’ll talk about that next time we meet (future pacing).

1. (Do simple paper illustration) to show 2 kinds of insurance

Question 38

Assets vs Liabilities #5 (Grows)

Answer 38

So, what’s great about this simple program is that’s an asset. As our clients set money aside every month, their asset grows and grows and grows, and at the end, our clients can use the cash for whatever they want, retirement, college for the kids or just keep growing it and they can access it whenever they want.

Question 39

Assets vs Liabilities #6 (Tax-Deferred)

Answer 39

It even grows tax-deferred, meaning you don’t have to pay taxes on it as you do at the bank, but I’ll get back to that part in a second…

Question 40

Assets vs Liabilities #4 (Term)

Answer 40

The Programs that a lot of people out there have, pay and pay and pay, and at the end of their term, it’s over, they are left with nothing! Zero! Which makes it a liability.

Question 41

Assets vs Liabilities #8 (Equal)

Answer 41

So let me ask you, all things being equal, How would you rather take care of your Insurance, Like Rich Dad, Or poor Dad? Right

Question 42

Assets vs Liabilities #9 (3rd)

Answer 42

This leads me to the 3rd and final Simple and easy concept,

Question 43

It’s not what you earn, it’s what you keep. #1 (Remember)

Answer 43

Remember, I shared with you that the money our clients set aside grows without paying any taxes on the profits? This makes a huge difference!

Question 44

Its not what you earn, its what you keep #2 (January)

Answer 44

Rich dad talked to Robert about how the average American works from January to May to pay taxes, that’s a lot of work, it’s almost half the year.

Question 45

Its not what you earn its what you keep #3 (Government)

Answer 45

he taught Robert that the government had created certain investments, that help everyday Americans grow their savings without having to pay a bunch of taxes on it.

Question 46

It’s not what you earn, it’s what you keep. #4 (Bank)

Answer 46

This program is exactly that. As our client, the money you set aside every month grows without paying taxes on that growth like you would in a bank.

Question 47

It’s not what you earn, it is what you keep #5 (Forbid)

Answer 47

God forbid, if something happens to you, all the money is paid to your family 100% tax-free.

Question 48

It’s not what you earn its what you keep #6 (Best Part)

Answer 48

And, the best part is that of course you live a long healthy life and at the end, at retirement, you can take your money out Tax-free (the point at total cash value)(be specific to your plan)

Question 49

Monthly investment confirmation and commitment #1 (Aside)

Answer 49

So, let me ask, What is an amount you can set aside on a monthly basis to “pay yourself first”, knowing that the more you put in now, the more cash you will have saved up when you need it? (Go down from original quote in small increments, $50, $100 depending on how big quote was)

Question 50

Monthly investment confirmation and commitment #2 (Agreement)

Answer 50

Example-Can you do $900? $800? $700? You tell me. ( if done right, they will cut your last suggestion in half, in this case giving you a nice healthy $350/month premium.)

Ok, So $350? (Nodding head up and down and getting agreement from both husband and wife)**Very Important***

Question 51

Finding out what benefits are important to them (Consultant)

Answer 51

( Be a consultant and customize to what they tell you, hold their hand through the process, you are going to go through each individual rider, show benefits, give examples and show them the cost so they can decide if its worth it to them, sometimes you will just lower the benefit, give the benefit to just one member or get rid of it all together, AGAIN BE A TRUSTED CONSULTANT TO THEM, show them you care)

Question 52

3 Options Good, Better, Best (Assumptive close) #1

Answer 52

(You are going to use the info they gave you regarding what was important to them and give them 3 options based on that. The option in the middle should be at the price point they told you they could afford. Then 1 option at a lesser price point and another at a higher price point.)

Question 53

3 Options Good, Better , Best (Assumptive close) #2

Answer 53

(This is where you have to use the information they gave you, intuition, and your skills as a professional to design 3 options that will all fit, but 1 will fit them the best. You may be quoting just 1 person, or both…Also, it happens often that the main bread winner chooses a higher price point and the dependent chooses a lower, really work with them to customize to their needs)(Nudge them if needed)

Question 54

3 Options Good, Better, Best (Assumptive close) # 3

Answer 54

Of these 3, which one do you kinda like the best? (shut up) (application is already out and ready to fill)

I(they will look at each other, the absolute best thing that can happen is that they ask you your advice)

Great! And if something happened to you John, the money would go to Mary, Correct? (Nodding up and down)

And God forbid if something happened to both of you? Who would the money go to then?

(Pull Out Your ID and License)

Question 55

3 Options Good, Better, Best (Assumptive close) #4

Answer 55

Almost forgot, For security, I was supposed to show you this at the beginning, for Security, the Insurance company requires I show you my ID.

Now, May I see you ID please (Law of reciprosity)

This is your correct address?

Your date of birth is…

Phone numbers…

( Go through all the basic info, nodding and getting them to agree yes in agreement on every single one)

Ok, Now we” ll briefly go through some medical info, a nothing else besides what you are taking medication for? Let me see the medications, please. Ok, I’m just going to breeze through the medical questions, I’m going to assume the answer is no to everything, if there is a yes or something you are not sure about, stop me and we’ll go over it and put it down if we need to.

Question 56

3 Options Good, Better , Best (Assumptive close)

Answer 56

(Fill out whatever you need to, all apps are different)

I need your Ok right here, basically stating that all the information you gave me is correct to the best of your knowledge. (pointing at the space you want them to sign)

(the confidence and competence you show at this point is SUPER important!!!)

Question 57

Binding coverage and application process #1 (Application)

Answer 57

Ok, So what will happen next is that I will send the application to the insurance company and they will either approve it as applied for, they could find something they don’t like and come back with an offer that’s a little more money or even turn it down. We will know in 2-4 weeks (Paramed if applicable)

Question 58

Binding coverage and application process #2 (2 Options)

Answer 58

You have 2 options right now, you can write out a check for the 1st month which will bind the coverage, meaning you will be covered from today if anything happened to you as long as the application was going to be approved, or you can just give me a voided check and you won’t pay anything until its all approved and we’ve gotten together again, please remember though, God forbid if anything happened, you would not be covered until the insurance company takes the first payment, which do you prefer?