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TRANSITIONING

TRANSITIONING. Medicare Supplement & Final Expense. Transition Opportunities. Medicare Supplement Final Expense Fact Finder.

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TRANSITIONING

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  1. TRANSITIONING Medicare Supplement & Final Expense

  2. Transition Opportunities • Medicare Supplement • Final Expense • Fact Finder

  3. 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…”

  4. I am sure You have heard of the old adage of not placing all your eggs in one basket haven’t You?

  5. Wouldn’t You agree that the only certain way to gain Safety is through diversification?

  6. Following this old adage has time and time again served the purposes of many Social Security Recipient.

  7. Do you have any of theseeggs in Your basket? CD

  8. In which financial institution do You have this egg with? CD

  9. What interest rate are You currently enjoying at ______ with this egg?______ CD

  10. How long will You be enjoying this rate of ___at __________? CD

  11. How long will Younot be enjoying this rate of ___ at__________? CD

  12. What is the currentamount which you have at ________; ________? CD

  13. What about other similar CD eggs like…T-Bills, Pass Book Accounts, unused Checking Accounts, or Money Market Accounts? CD

  14. Permission Wouldn’t you agree that it would be of value to write this information down for your benefit_____?

  15. Do you have any of theseeggs in Your basket? BONDS

  16. 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? BONDS

  17. Do you have any of theseeggs in Your basket? STOCKS

  18. 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? STOCKS

  19. Do you have any of theseeggs in Your basket? ANNUITY

  20. 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? ANNUITY

  21. Do you have any of theseeggs in Your basket? LIFE

  22. 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? LIFE

  23. Are any of your eggs you mentioned Qualified eggs? (IRA’s, SEP’s, 403b’s, 457’s, 401k’s, Etc.)

  24. Value-Finding Questions/Statements

  25. We are Your Safe Money People

  26. This is Your “Confidential” Needs Analysis

  27. What does “Confidential” mean to You?

  28. This is between us and no one else, is that alright with You_____?

  29. 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.

  30. Will that be alright with You_____?

  31. Asking of Confidential Needs Analysis • Personal Concerns • Personal Questions • Financial Planning Objectives Have both initial and date in “their own colors of ink” at the bottom of this page.

  32. Mr./Mrs. _______would there beanything that would preventYoufrom enrollinginto aprogram if I could help Youreceive these _______benefitsYoufeel are of value?

  33. How you ask “Questions of Value” will determine the responses you receive.

  34. Asking “questions of value” will give you the opportunity to discover and find … then potentially the opportunity to serve.

  35. 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.

  36. The Key to Value-Finding is “Service” The Key to “Service” is “Enrolling into Program” The Key is to provide Benefits from Value-Finding

  37. Social Security Recipients

  38. As a Distribution Plan Specialist I ask about monthly income: Social Security; Pension; Qualified Funds (IRA, SEP, 403b, 457, Etc.); Bond

  39. Now; 1-10 years; 10 (+) years I ask about monthly income: Do you need additional income? (Circle Yes or No)

  40. I ask about Real Estate (Home) Paid off Mortgage Balance Interest Rate of Loan Years Remaining of Loan

  41. 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

  42. Pre-Social Security Recipients

  43. Pre-Social Security Planning Would this be of value for you?

  44. Have both sign and date in their colored inks After making Homework Assignments All Life Insurance and Annuity Policies All Qualified and Retirement Statements All Brokerage Firm Statements Last Years Tax Return Either circle or put a line through Homework Assignments

  45. 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?

  46. 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”

  47. Homework Review 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

  48. 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?

  49. 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.

  50. 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

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