🔥 Simple Retirement Reset Playbook 🔥
SIMPLE AS 1-2-3
1. Do your Role & Purpose, business as usual
2. Do your fact finding….
I. Ask what other resources they would have to fall back on (what assets would go to the beneficiary/how much would your family receive) if a spouse were to pass away. This enables the purposeful discovery of resources that may lead to a reset.
II. Specifically ask and give purpose to the following:
1. Checking/Savings
2. Existing Insurance
3. IRA/401(k)​
Script Suggestions:
“So I can make the best recommendations for you today, we need a clear picture of how things would look for you and your family if you lost an income. So let’s do a quick review of what your family would have to fall back on if you died or couldn’t work.
For example, thinking of your checking and savings accounts, is there anything meaningful there or is it more of a rolling month to month balance?”
(If there’s something meaningful, give it a purpose, that is probably the rainy day or emergency fund and isn’t to be touched unless there was no other choice.That’s why we’re here, to make sure that emergency fund stays intact for things that can’t be planned, make sense?)
​“Any existing life insurance?”
(Each type of life insurance needs to be given a purpose. Work coverage = temporary. Larger policy = ask what the original goal was for that policy, like most people it is to replace income. Final expense policy = for funeral or cremation and celebration of life and other final expenses)
​
​“How about any retirement savings to fall back on like IRA’s or 401K’s? You don’t have to give me an exact number here, but approximately how much do you have saved for retirement?”
(To prevent “think about it” these accounts must also be given a purpose = this is the forever money to last an entire life after our working years, which is why people get mortgage protection and life insurance separately, makes sense?)
Then continue with your normal sales presentation, uncovering their why (monthly expenses, income, what would happen, uncover the problem and consequences of not having coverage) and wrap up your MP/Life sale.
​
​
​
3. Once your appointment is wrapped up, sale or no sale, if there are retirement accounts to fall back on, add this:
​<Client> It was great meeting with you today.
1 - “Earlier in our conversation you mentioned you’ve been saving for retirement, do you know if you have a portion of your retirement savings protected from stock market losses?
* Would protecting your retirement savings from losses be important to you?”​
2 - “In the same vein, do you know if you have a plan that will give you a stream of guaranteed income during your retirement that you simply can’t outlive?
* Do you think that would be important too?”
​The reason I asked <client> is because we have an entire division dedicated to retirement planning, and their primary focus is education; they’re dedicated to helping people understand the best tools and strategies out there for a great retirement.​
We work with several experts, and all of my clients tell me they're amazing. They'll work with you to see where you’re at now and find out where you want to be in the future, and provide the information needed to get there. They'll get you the information, and you can do with it whatever you want from there. There is absolutely no cost or obligation to meet with them.​
Now they're super busy but makes themselves available to help others understand the best plan available to them. I have their schedule open right here and ….(set appointment as you normally set your appointments; ideally within 2-3 days for the best show rate).​
Schedule using the link below:
​
​
​
​​​​
​ IMPORTANT: Put your name as the referring agent in the “Please share anything to help with the meeting” box for tracking and to associate the reset to you!! Once the appointment is set, send a group text to your client and the agent for a warm introduction:
​
Dana Else (757) 515-3573
​
Jennifer Parkhurst (302) 393-9523​
​
Megan King (757) 342-5468
​
​​“Hi (NAME of CLIENT)! This is my colleague (NAME of AGENT). She will call you (Date & TIME). It was so great to speak with you today. And you are in good hands with (NAME of AGENT)!”
​
From there, AGENT will respond and introduce themselves and make contact with the client, send the website and contact details.​
​
That’s it! Easy as 1-2-3
​
​
​