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TRANSITIONING

Medicare Supplement & Final Expense

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Transition Opportunities

1. Medicare Supplement

2. Final Expense

3. Fact Finder

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?

CD

In which financial

institution do You have this

egg with?

CD

What interest rate are You

currently enjoying at

______ with this egg?______

CD

How long will You be enjoying

this rate of ___at

__________?

CD

How long will You not be enjoying this rate of ___ at__________?

CD

What is the current amount which you have at ________; ________?

CD

CD What about other similar CD eggs like…T-Bills, Pass Book Accounts,

unused Checking Accounts, or Money Market Accounts?

Wouldn’t you agree that it would be of value to write this information down for

your benefit_____?

Permission

Do you have any of these eggs in

Your basket?BONDS

• 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

Do you have any of these eggs in

Your basket?

STOCKS

• 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

Do you have any of these eggs in

Your basket?

ANNUITY

• 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

Do you have any of these eggs in

Your basket?

LIFE

• 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

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

I ask about monthly income:

Social Security; Pension; Qualified Funds (IRA, SEP, 403b, 457, Etc.); Bond

As a Distribution Plan Specialist

I ask about monthly income:

Do you need additional income? (Circle Yes or No)

Now; 1-10 years; 10 (+) years

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

• 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 SessionGround 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 ConceptsFeatures and Benefits• Flip of the Coin• Basics of Annuities • Tax Advantages• Possible Reduction of Social Security Taxation• Avoiding Probate (Time and Money)• Safety• Riders

If The

MarketGoes UP

You Make Money!Flip of the Coin

If TheMarketGoes DOWN

You Don’t Lose Money!

Flip of the Coin

All Your $ Back plus a Small Return!

Go Down

Go Down

Up | Down

Go Up | Down

Go Up

Go Up

All Your $ back plus a % of the Gains!

All Your $ Back plus a % of the Gains but none of the Losses!

Market

Market Choices

UP

Market

Market Choices

DOWN

Market

Market Choices

EVEN

Market

Market Choices

UPEVEN

NOTA VariableAnnuity or aA Mutual Fund

Basics of Annuities

NOSales ChargesManagement FeesExpense Charges

Mortality CostsTaxes on Gains as long as they Remain within the ContractPenalty for Surrender Prior to the End of the Contract Term.

Basics of Annuities

Companies are NOT trying to:

Out GuessOut ThinkOut Perform

The Market

TAXDeferredAnnuity

Fixed Indexed Annuity Like any Other

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.

Except how the GAINS are “credited”

Please remove me from your mailing list.

Dear IRS,I would like to cancel my subscription!

Thank you!

Tax Advantage

TAX Processor TAX PAYER

Your Interest Earnings

Your Savings

If Left in the Annuity…Earnings will Not

Affect Taxationof Social Security Income!

Not

By-Pass Probate

Annuities Transfer without Probate to your Named Beneficiary

No Delay

No Added ExpenseComplete Privacy

The

Three Strategies of WealthFOR

SOCIAL SECURITY

RECIPIENTS

1Safe Money People

Preservation

2 Income

3 Legacy

A plan for safety & some growth to protect against unforeseen circumstances.

A plan to provide an income stream …That you cannot outlive!

A plan to transfer money toheirs or charities.

SAFEMONEYPEOPLE

SWANLEEP

ELL

T IGHT

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