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Meeting #1
​INTRO

Meeting #2
SOFTWARE

Meeting # 3
Annuities

Meeting #4
​Applications

Annuity Meeting #1

Meeting Notes #1

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Objective - During the first meeting, the goal is to build value with the client and promote the second meeting with a Retirement Analysis (Retirement Analyzer), so you are viewed as the ADVISOR and not the SALESPERSON. This will allow you to uncover ALL THE ASSETS that are available and not just what the client may have thought they were open to having you manage. But most importantly, you know what you recommend is right for the client and not just a product sale

WATCH THE RECORDING

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The Script
Hello (Client Name),
It's good to meet you.

Before we get started, what was the main reason for our call today?

FIND THE MOTIVATION (Discuss in depth, three levels to find emotion)

• What are your concerns about retirement? (See list below)
  • ​Income (Social Security / Pensions)
  • Investments (Risk and losing money)
  • Taxes (Overpaying Taxes)
  • Asset Protection (Medical Bills)
  • Estate Planning (Passing Wealth)
• Which one is most important to you?
• Why is that so important? (Find the emotion)

AREAS OF IMPORTANCE

Income Maximization

How to maximize your income in retirement

• Social Security (Best time to turn it on)
• Pensions Max (How to get the most and convert to tax-free)
• IRA RMDs (Do you wait to turn on RMDs or start Roth conversions?)

CONCERNS

• Are you concerned with not having enough income in retirement?

Investment Growth

How to protect yourself in retirement with all the ups and downs of the market, which can have a huge negative impact on your retirement goals. These areas include:

• Safe and Risk Money (How do you invest your money? How much risk are you taking?)
• Sequence of Returns (What happens when you take money out of a down market?)
• Bond Alternatives (How to increase potential rate of return, but eliminate risk and fees?)​

CONCERNS

• Are you concerned with running out of money in retirement?

Tax Strategies

​How to keep more of your money rather than overpay thousands of dollars in taxes to the IRS.
 

• ROTH IRA Conversion Analysis (Find out if you should pay on the seed or the taxes)
• ROTH Tax Payments (Best method, NQ tax payments vs Pre-Tax)
  
• Bracket Tracker (What tax bracket are you in? How to drop to a lower bracket with a withdrawal order)
• Long-Term Capital Gains vs Ordinary Income (AGI strategy to access funds at ZERO tax)
• QCD (Qualified Charitable Distribution, used for donations to charities, over age 70 1/2)

Asset Protection

​​You worked hard to save up your money, and not losing it to unforeseen expenses is very important.
 

• Medical Bills
• Long-Term Care (How to leverage your assets to cover the cost that affects 70% of those over age 65)
• Lawsuits (Car accidents can wipe a person out. Have you considered a trust where you own nothing, but control everything?)

Wealth Transfer

​We help you better understand how to build your estate to make sure your wishes are met with medical decisions, passing wealth, and building a legacy for generations

• Wills and Trusts (Do you have a trust that bypasses 5% probate,a  private event, and can dictate your wishes)
• POAs (Power of Attorney for Financial and Medical)
• Estate Taxes ($14 Million per person, some states have State Estate Taxes)
• IRA 10-year rule (What tax bracket are your kids in? Is it best to pass an IRA or IUL?)

THE PROPOSITION

• RETIREMENT ANALYSIS
  • I often find that the best way to give good advice is with a Retirement Plan. This will show us all the moving parts and areas that might need to be focused on, such as tax reduction strategies and risk. This type of plan is valued at over $900, but we do not charge a fee for this service.
• We focus on:
  • ​Income
  • Assets
  • Expenses
  • Taxes
  • What happens over the next 20+ years
• ​​​Personal Login - You will also receive your own personal login to our software that allows you to update your numbers and even run different scenarios. Our clients love the software that we provide.

THE DOCTOR STORY (OPTIONAL)

• Just like when we go to the doctor. They take an X-ray to help better understand what may need to be addressed. We are much the same way; we will show you parts of your portfolio that are working well, areas of concern, and the profound positive effect strategies could have on your portfolio through comparisons.

RETIREMENT ANALYZER
The process is simple…

• First, we send you a link that asks you nine questions that might take you 15-20 minutes to complete.
• Next, we get back together online, where you can see my screen, and I will help you to customize it to your specific situation.
• During our time, we can share with you specific areas that we see might need your attention and strategies that may improve your overall situation
• Then last, we will show you how you can log in anytime to access the software.

SCHEDULE APPOINTMENT

• What does your calendar look like next week? We just need about 30-45 minutes, depending on your retirement plan, details, and questions you may have.

SEND THE LINK

• Okay, I just sent the email. Can you check to make sure you have it?
• Can you click the link to make sure you get to the NINE-TO-KNOW page?
• Perfect, that is the right page. This will take you about 15-20 minutes to complete.
• Well, I hope you have a great week, and I will talk with you next week online.

THE ASSIGNMENT
Be sure to get access to the Retirement Analyzer Software, even the 14-day free version, if you do not have this provided to you. Try creating a sample client and get familiar with how you would input your own personal data or create a sample client.
 
Next, we will go over Meeting # 2, which is all about the software.

FREE TRIAL

Options