TRANSITIONING
Medicare Supplement & Final Expense
Transition Opportunities
1. Medicare Supplement
2. Final Expense
3. Fact Finder
2
As a representative of American Senior Benefits I specialize in serving
the needs of those who are of the age of Social Security Recipients.
This service deals with all Safe Money Needs including the protection
of assets. Wouldn’t you agree that the purpose for purchasing/enrolling
in a Medicare Supplement is to protect your assets by “Filling in the
Gaps _____?” For example: (A, B, C, D, F, G, K, L, M, N). By
purchasing/enrolling in one of these Medicare Supplement Plans
wisely you can protect your present and future assets from diminishing.
Do you not agree that this is of value for you _____? When it comes to
protecting assets in general, I look to see if I can improve your
financial position in other areas of Safe Money concerns. For example:
I am sure that you have heard the old adage of…”
I am sure You
have heard of
the old adage of
not placing all
your eggs in
one basket
haven’t You?
Wouldn’t You
agree that the
only certain way
to gain Safety
is through
diversification?
Following this old
adage has time
and time again
served the
purposes of
many
Social Security
Recipient.
Do you have any
of these eggs in
Your basket?
In which
financial
institution do
You have this
egg with?
What interest
rate are You
currently
enjoying at
______ with this
egg?______
How long will
You be enjoying
this rate of
___at
__________?
How long will You
not be enjoying
this rate of ___
at__________?
What is the
current amount
which you have
at ________;
________?
What about other similar CD eggs
like…T-Bills, Pass Book Accounts,
unused Checking Accounts, or Money
Market Accounts?
Permission
Wouldn’t you agree that it would be of
value to write this information down for
your benefit_____?
Do you have any
of these eggs in
Your basket?
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•
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•
Who do you have this egg
with?
What is the amount of this
egg?
What is the current rate of
return you’re receiving on this
egg?
Do you have any eggs similar
to this egg…such as Bond
Mutual Funds?
Do you have any
of these eggs in
Your basket?
•
•
•
Who do you have these
eggs with?
What is the current value
of these eggs?
Do you have any similar
eggs… like Mutual Fund
eggs?
Do you have any
of these eggs in
Your basket?
•
•
•
•
•
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•
Do you have any Annuity eggs?
What insurance company do you
have your Annuity with?
Do you recall what your original
premium deposit was that you
gave this insurance company?
How much has this Annuity grown
to date?
What interest rate are you
currently receiving with this
Annuity?
What is the term length of this
Annuity?
Do you recall any Riders on this
Annuity?
Do you have any
of these eggs in
Your basket?
•
•
•
•
•
•
What insurance company do you have
your life insurance with?
What kind of life insurance contract do
you have? (Whole Life, Universal Life,
Term Life, Final Expense, 2nd to Die,
Joint 1st to Die, Single Premium
Life…Fixed Indexed)
What is your Face Amount on your life
insurance contract?
Are you paying premiums? If so, what
amount_________ and how
frequent_________? (Monthly,
Quarterly, or Annually)
What is your current cash value in your
policy?
Have you taken any loans from this
policy? If so, how much?
Are any of your
eggs you
mentioned
Qualified eggs?
(IRA’s, SEP’s,
403b’s, 457’s,
401k’s, Etc.)
Value-Finding
Questions/Statements
We are Your Safe Money People
This is Your “Confidential” Needs Analysis
What does “Confidential” mean to You?
This is between us and no one else,
is that alright with You _____?
Each of You will be given a
personal opportunity
to participate and circle your
own individual response.
I will give You each a
different color ink pen.
Will that be alright with You _____?
Asking of Confidential Needs Analysis
I. Personal Concerns
II. Personal Questions
III. Financial Planning Objectives
Have both initial and date in “their own colors of ink”
at the bottom of this page.
Mr./Mrs. _______would there be anything that
would prevent You from enrolling into a program if I could
help You receive these _______benefits You feel
are of value?
How you ask
“Questions of Value”
will determine
the responses you receive.
Asking “questions of value” will give you
the opportunity to discover and find …
then potentially the opportunity to serve.
How they answer or what answer they
give is not as important as their
participation with circling the answers
that they feel are of value.
The Key to Value-Finding is “Service”
The Key to “Service” is “Enrolling into Program”
The Key is to provide Benefits from Value-Finding
Social Security Recipients
As a Distribution Plan Specialist
I ask about monthly income:
Social Security; Pension; Qualified Funds (IRA, SEP, 403b, 457, Etc.); Bond
Now; 1-10 years; 10 (+) years
I ask about monthly income:
Do you need additional income? (Circle Yes or No)
I ask about Real Estate (Home)
• Paid off
• Mortgage
• Balance
• Interest Rate of Loan
• Years Remaining of Loan
I ask about Real Estate (Rental Property)
• Paid off – Monthly Rental Income_________
• Mortgage – Monthly Renal Income_________
• Balance
• Interest Rate of Loan
• Years Remaining of Loan
Pre-Social Security Recipients
Pre-Social Security Planning
Would this be of value for you?
Have both sign and date in their colored inks
After making Homework Assignments
1. All Life Insurance and Annuity Policies
2. All Qualified and Retirement Statements
3. All Brokerage Firm Statements
4. Last Years Tax Return
Either circle or put a line through
Homework Assignments
You mentioned earlier that there would be “nothing” to prevent you
from enrolling into a program if you were able to receive the benefits
that you stated were of value to you…!
Is that not correct?
Set Up to Serve
• Let’s Set Up our second appointment…Would_________ or _________ be
alright with you?
• My Homework Assignment will be to search for those benefits that you feel of
value.
• *Your Homework assignment will be…”what you circle”
Homework Review
•
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Confidential Needs Analysis
What benefits they found of value which they want to receive
Feelings and concerns from Confidential Needs Analysis - “Individually and Jointly”
Review commitment to enroll in a program to receive benefits that are of value
You must circle which one(s) you want them to bring for the Homework Assignment
*1040 Highway
Purpose to Serve
• My purpose is to serve you and assist you in enrolling into a program that will
provide the benefits you feel are of Value, is that alright with you?
• I can only be compensated “if I can help you improve your financial position in a
positive way – would you not agree that this type of service is a win/win
opportunity for both of us?
• There’s only so much I can do without your cooperation, wouldn’t you agree?
Value Finding Session
Ground Rules
• They must hide their checkbook because there will be no offering of solutions nor
will we allow any checks to be written or accepted – no exceptions! …”Will this
be alright with you?” …Great, I will not break my word so let’s get started.
 If this session will be an enrollment session for small premium deposits then the
above will not apply, because of Preservation or Legacy concerns.
Value Finding Session
• How to ask “Questions of Understanding”
• How to ask “Questions of Value”
• How to ask for “Permission”
• To write down
• To continue
• To proceed
• To enroll
• To recommend
Value Finding Session
• To Overcome objections before they become objections
• How to ask “Commitment Questions”
• “Would this be alright with you?
• Would there be anything that would prevent you from enrolling into a
program that provide the benefits you feel are of Value?
• Have initials, dates, signatures, dates, in color coded ink.
What is Value Finding
• Is a system to search: “What is of Value to your client?”
• Is a system to ask: “A series of questions of Value
• Is a system to be granted permission to physical write down/record all
answers received from the client.
• Is a system of having your client physically, mentally, and emotionally
participate with what is of Value to them.
• Is a system allowing them to commit to act upon those values.
• Is a system to provide service by enrolling them into a program.
• Is a system to protect you from stinker-faces.
Transition to Annuity Concepts
Features and Benefits
• Flip of the Coin
• Basics of Annuities
• Tax Advantages
• Possible Reduction of Social Security Taxation
• Avoiding Probate (Time and Money)
• Safety
• Riders
Flip of the Coin
You Make Money!
Flip of the Coin
You Don’t Lose Money!
Go Down
Go Up
Go Up
Go
Down
Up | Down
Go Up | Down
AllYour
Your
Back
plusaaplus
% ofa the
but
All
Back
Small
Return!
All$$Your
$plus
back
%
ofGains
the Gains!
none of the Losses!
UP
DOWN
EVEN
UP
EVEN
Mortality Costs
Sales
Charges
Management
Fees
Expense
Charges
Taxes on Gains as long
as they Remain within
the Contract
Penalty for Surrender
Prior to the End of the
Contract Term.
Companies are NOT trying to:
Out Guess
Out Think
Out Perform
What is it?
It is a contract between you and an Insurance Company for a
guaranteed interest-bearing policy with guaranteed annuity
income options. The Insurance Company credits interest to
your annuity contract and you don’t pay taxes on the earnings
until you make a withdrawal or begin receiving an annuity
income.
Fixed Indexed Annuity Like any Other
Except how the GAINS are “credited”
Tax Advantage
Dear IRS,
I would like to cancel my subscription!
Please remove me from your mailing
list.
Thank you!
TAX Processor
TAX PAYER
Your Interest Earnings
Your
Savings
Earnings will Not
Affect
Taxation
of Social
Security
Income!
By-Pass
Probate
No Delay
No Added
Expense
Complete
Privacy
Annuities Transfer
without Probate to your
Named Beneficiary
1
Preservation
A plan for safety & some
growth to protect against
unforeseen circumstances.
2
3
Income
A plan to provide an income
stream …
That you cannot
outlive!
Legacy
A plan to transfer money to
heirs or charities.
L
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