hey guys here we are live at on my back
porch in in the sunny state of Florida
and what I wanted to go through today is
I'm going to present some indexed
annuities that I had presented this week
along with indexed universal life that
I've presented this week and we'll go
over and show you how i illustrated them
got them in front of the client and then
also went above and beyond and sold the
deal so it all really comes down to
these illustrations you get this this
into the clients hands and you will you
you advance your chances of selling
let's just put it that way without this
stuff you're just thrown on paper and
you're just talking you know the clients
here off so you need to get the
illustrations in front of them so
remember it's a it's a big bonus to have
illustrations and what I'm going to
explain to you is these illustrations
I'm going to take them one by one for
now and separate them so I'm gonna go
through the the IUL illustrations first
and then we'll walk through the the
other ones this one's for a $150,000 and
three hundred all or a month premium so
when I did the illustration when I'm
walking these people through to get to
this point to the three hundred dollar
illustration I want to know what their
need is and and their meat was she
wanted to cover the house she's 41 years
old she's makes seventy five hundred
bucks a month in three years she's built
an excellent business for a landscaping
business around my neighborhood and
she's making some money and that will
continue to grow it looks like her
business is about to take off so here's
a seventy five hundred all a month
income which we're aware of and then at
the end of the month after all expenses
of what you have lasted three thousand
dollars left over after all their bills
are paid so it's just her and her
husband running the show so they don't
have any you know they don't payroll
would have you so they have of gassing
machines and things like that take care
of the kids and I'll believe it or not
between the two of them thirty
six-year-old male and a 41 year old
female they got eight kids already
and they have three grandchildren which
I don't know how that worked out but
that's how they told me it worked anyway
they got three thousand bucks a month so
when I do this I'm I asking a question
like this I said look can you live on
2,700 the other one 2,800 all your bills
are paid off or can you live on 2,900
bucks a month leftover and what are you
doing with this 3,000 that's leftover
I'm putting it into the savings account
so they got a bunch of those stashed
away for eNOS it's not that much it's
about 10,000 bucks but they take a lot
of trips to they enjoy this extra three
grand a month
so they got 2,700 bucks is what they
chose to leave behind so that's how I
got to the illustration of doing the
$300 a month premium this is to get all
this out on the table I've done this
week in and week out how I get the
finances on the plate to serve them
their dinner which is their policy now
inside this particular product you have
them placing in $300 a month which is
$3,600 a year so by they wanted to
retire at age 65 so we have that down
here and you know at eight let's say age
65 they have put somewhere in the range
as a 70 to 80 80 some thousand dollars
but now the cash value is worth a
hundred and ninety six thousand and in
the accumulated values one ninety cash
is worth 160 - the death benefit is
three hundred twelve thousand dollars
from day one the death benefit is 150 mm
the cash value accumulates account value
accumulates so they can draw on this for
the rest of the lives just like an
indexed annuity so they'll be able to
pull you know fifteen thousand dollars a
year out until she's dead so this is a
very very simple process but I brought
this illustration I know I'm sorry I
quitted disel astray ssin at the home so
when you get in a home it's known as the
illustration and you're doing it on your
computer that's fantastic but I provide
the tangible I want them to hold this I
want to write on it I want to go through
with them I want them to know if we let
this go you know well at age 111 it'd be
worth three million dollars but if we if
we if we let that go and they continue
to make payments till age 77 if you were
you know accumulated by like three
hundred sixty two thousand and averaging
about 8% is what it's illustrating at so
you have to know how to illustrate these
guys and if you want to really sell the
big deals when you run into these
individuals and we do a lot in you blow
too if you know how to illustrate them
and you tell them what they have left
over you've got to get to the bottom
line of what they have left over each
month
to really get them to spend some money
because they got a visually see what's
left over every month if they don't see
what's left over they're never gonna
pull the trigger on three to five
hundred all or month premiums now this
one here we did is five hundred all
those a month you can see that up in
here so it's for a hundred and thirty
thirty one thousand dollars here's the
premium over here that's five hundred
dollars month this one's a little
different this one's a little more
liberal comes from some living benefits
this is mutual on a mangy UL product
does have a cash value discerning a
three percent interest this one was
designed for death benefit and and some
living benefits but other than that it
wasn't created for the retirement
schedule like this one was so as you can
see if we put these two side-by-side and
I take a twenty year look on this this
one has a hundred and seventeen thousand
dollars in cash this one has thirty
eight thousand dollars so the one that
they're stuffing more money into at five
hundred bucks a month has less cash
value by seventy five thousand dollars
you might have to pay this in if Stan
Winstead which is always here so long
story short guys is that there is more
cash value built in this particular
product with this the FNG product for
the index universal light body fantastic
product to use compared to this $500 a
month gene well for Mutual of Omaha so
this is a three hundred and outperform
the one that's a five hundred all due to
interest rates okay so
what I want to show you next is through
annuities that was done this week so you
have an illustration eight point seven
four I got a measly uh what they doing
let me put in there he only had twelve
thousand dollars now in their IRA it's
it has been stagnant the whole time
they've had it from dust in years it
hasn't gone anywhere
in fact it's lost money and it continues
to lose money due to the stockbroker
taking his feet so what you have to
understand is that you can coordinate
with them the value that you bring which
is taking away from the stock broker and
nothing against stockbrokers at all but
if this is all the money that they have
and this guy continues to pull 3% out
and market volatility hits them
eventually they're gonna run out of
money so what I decided to do was get
them into an index to universal an index
an indexed annuity with a theme and give
them a 13% bonus to start so they
actually were closer to what twelve
thousand dollars so they went to
thirteen thousand and they're gonna
leave it'll go they're gonna leave it
alone for about ten years which turns it
into thirty grand plus we sold him a ten
thousand dollar policy which helps them
provide themselves with forty thousand
dollars in coverage along with the
twenty thousand that they already had
now without the way I structured this
for mrs. Jones she was moving out of the
house now she can sucked now she can
stay in the home she could afford to pay
the back end of the home off or she
could afford to sell them home or she
can afford just to live enough but the
bottom line is is to do to his income
loss she was out the door without doing
this without providing this and they
would have probably lost the IRA judo
soccer over of stock tees and his fees
and downside market potentials so this
is what the illustration kind of looks
like guys and this is a thirteen percent
bump on about twelve thousand dollars
it's not a very large one but it was
doing the right thing for them okay now
this one here is for
I think it's 400,000 I took a rep up
this week and he actually seen me pull
five illustrations maybe six
illustrations of annuities multiple
sales due to index universal life for
mortgage protection and the G ul what's
up Jose
good morning Lawrence Hankey what's up
brother
so long story short what we have here is
we're going to use the illustration on
the indexed universal life in the
indexed annuities to provide people with
a way to a sell their house be by time
though to provide them to to be able to
stay in the home until they want to sell
the house but your key element is to buy
them time until they decide to sell so
one of the things I say to mrs. Jones
said mrs. Jones if mr. Jones wasn't even
here anymore would you live in this home
anymore would you stay here or would you
move now if both you passed away god
forbid if both you passed away there's
equity built up and I've shown you guys
how to prove equity multiple many times
before so you should have that equation
down Dan how's it going good so what I
want to show you is what I did with
there must have been 300 some thousand
dollars or so because the bonus gives us
a 391 but in 10 years you can see where
they were with this company for the past
ten years and they put their 391 in
that's what the 30% bonus that they
would today be at a hundred and seventy
six thousand dollars so in the next ten
years due to provided proof from the
carriers which is their history their
history that's the only way you can
evaluate these things is through the
history of what the company's done in
the past and in the next annuities have
a rocket for what 35 years now why
doesn't anybody use them because nobody
knows about them and it's your job to
get the boys
I'll tell people about these things and
let them be informed about these this
valuable information to provide them
downside protection for market
volatility upside potentials in the
market and and without being in the
market but most importantly so all their
money's protective if we had a crash
tomorrow these people would stay at 390
1000 now take this up if they let it go
they started 350 years tiles in or 360
some thousand I assume yeah able to do
the numbers with the bonus but if just
hypothetically if they just let this
ride and they died when people are due
to die in our era of time which is age
95 not 85 anymore
that this 300 grand would have grown to
5 million dollars right here 5 million
dollars so imagine what you can do with
a couple bucks if you just put it away
it early right my MA shot us out the
womb and gave us 30 thousand dollars to
work with you'd be retired by now
so what the main purpose of this is is
to protect the last little bit of money
that these people ever have they are no
longer being matched they are no longer
working to put provide money into the
bucket and all they're provided with is
fees by stockbrokers and volatility to
market potentials they get some upside
yeah 5 or 6 years is the real crazy
upsides of 21 percent the market so
which we have to provide them is
protection from loss and that's what the
indexed annuities along with an income
for life so they never outlive this
product so we can set these people up
with an extra two three four thousand
dollars a month when the significant
other passes away and that particular
income is gone so if in a household did
you have two individuals and you have
one individual that is earning you know
mr. Joe mr. mrs. most of the time he's
making making more of the mine so let's
say he's at brief that let's see is it
3000 bucks a month just in Social
Security but he has this $300,000 401k
and she has 750 bucks a month now I know
dude its fact that it's mortgage
protection but
this is a 1100 and $25 a month mortgage
payment so I already met know that she's
out on the streets you know what I mean
no yes she can get his Social Security
but that's a six to twelve month wait in
this era of time and in ten to fifteen
years this will be 12 to 24 months when
it's our turn to get it you know I'm
saying so bottom line is is that we're
protecting the void in time from her not
receiving this income living on this not
being able to pay that and protecting
the money
the big key work protecting the last bit
of asset that they have this this
investment which is being chewed up by
the stock brute stockbrokers open the 3%
interest earnings alone with the the
market volatility which they do
participate in and the crossing their
fingers for the upsides so why not
participate in the upsides of the market
and and and and and not the downsides
anymore and potentially earn more money
over time and protect your money along
with turning it into life insurance so
the benefit for people over here look if
we take this money we took let's say we
took 350 grand and we tacked it up to
391 because of the bones now the death
benefit becomes 388 so overnight they
jump from like 350 to 388 along with the
very next year it going to 451 in this
particular illustration okay so long
story short is if this illustration
provides us a substantial increase in
accumulated back so very good and
interesting information is why I tune in
keep it up Thank You Jose and then I
will rejoyce of circuits during your
training can I call you after this I
need help
I've been able to get a hold of you yes
dan you can call me so let's continue a
long story short is that these
illustrations are done to provide people
an idea of what the past was like so the
future looks great so right now they're
bouncing around like this in the market
we're not feeding this funnel anymore
they're not getting matched they have
somebody subtracting money from
they get sharper are taking from it okay
and and hypothetically I mean sincerely
speaking I hope nobody yes they lose
fifty percent but all market marker
market money is volatile if these people
don't understand what their what their
what their brokers really got them maybe
involved in so you know missus Jones is
it three hundred thousand bucks and and
there's a thirty percent loss she's a -
I don't even know what that comes to but
substantial loss but the bottom line is
is now her monthly could have been two
thousand dollars a month for the rest of
her life and now it's only five hundred
bucks for the rest of her life so that's
the other thing that this product does
is it provides an income for life that
allows somebody not to have to live at
this about the kids - I mean a lot of
people if you mentioned the children
when you're in the home you're gonna
have another person leave the money -
you're touching this area of them
mentally touching them in in the heart
and then when you do that they provide
you with more detailed information about
what they really are truly want to do
with their future and their money and
after death so the secret to my my
strategies are really to get in there
and pull apart the the future that they
are going to enter into and get the
numbers as close as I can to what they
may run into or what they can run into
so the way I Illustrated is through some
numbers that are provided from past
results in the company that will allow
people to understand that their future
is a little brighter here when they're
not losing any money they don't have
anybody taken from the pile of money but
pocket every year I got a guy that has a
million bucks a million dollars you know
and and I told him for the past thirty
years that he's had this product this
guy has been pulling $200,000 to
$300,000 on another case but this is all
another case this case is on two hundred
grand for the past 30 or so what is that
two four six at six hundred thousand
dollars that could have turned into
three million dollars over that period
time so he lost three million dollars
giving up money because the past proved
if he was with these companies for the
past three years 30 years he would
outperform the market due to volatility
so when we put these things side by side
you put a market based product starts
here in the same amount over here and
you choose the right strategies due to
market volatility it always outperforms
I've never seen anything be the same
here in an index in a variable situation
and this outperform this in a 30-year
period so for 30 years even 20 and
sometimes done so and if not 10 and they
usually look about even but the
difference is is that you don't lose
anything you don't have to go to bed at
night wondering am I going to lose money
in the market and that's your job to
make sure that they're aware of that all
you do when you go into the home is your
informative so if you become more
informative about what your what what
you what you represent and what products
did you offer that's what I tell
everybody top product knowledgeable
getting vested into the time to to
understand your products head to toe I
mean understand these products upside
down to it to a point well I don't even
know all the products inside now but I
may be a better talker than most so I
can get around that but for those of you
that can't be salesy I want you to learn
the products from head to toe inside now
there's only several that you should be
using guys I don't know why you're being
manipulated by so many different IMO's
and nmos you use anything less than the
products I'm using I just I can't figure
it out nine times out of ten so you know
this inside you a little more a lot of
people use this so when you're using
this you know not a lot of you are using
the gdl crop so this GUI compared to the
term is about the same rates what this
one knows the death this one keeps a
residual income and longer yes
the term pays more out front but this
will keep them being paid longer to this
year
in the short is a higher pay structure
this can get you the dual and long story
short - is that foresters without a
doubt and some of the best rates in the
final expense market I mean you need
just like incredible plus the the
benefits that they offer it's a great
product to sell along with that smartly
well it's insane I mean for about a year
and a half that's all I sold smart ult
and before every home I would bring the
illustration with me to provide people
the illustration of the cash value I
want people to know what they're
investing in - people know when they
drive a car a whole lot that it loses
money when they buy a home it usually
increases in value you want to show them
what they're investing in - is
increasing in value and gives them
living benefits gives them a cash value
gives them a death benefit so there's
three parties that win both of the
couple's together if it's living
benefits or cash value the death benefit
to the individual loved one and if the
loved one passes away the other
individual can cash it in for the cash
value so you need to sell them on those
three points yeah really
today I'm gonna just train on that
actually that's just that's just really
really good stuff there you know so
there's one two three options one both
of them get the money so you train them
on both what is that that's the living
benefits and cash about it okay now
there's also four I'm sorry kids you
want to mention the kids and grandkids
do not leave this out this is makes life
really okay so the other individual the
death benefit the individual who is the
beneficiary of the hundred thousand
dollar or so policy and then you have
the cash value or the owner of the
policy so there's three different
structures you can sell in one policy on
this service is Jonah's policies like
the two policies in one basically
because both of you can reap the rewards
of the living benefits and the cash
value accumulation for retirement
reasons the second part is is that mrs.
Jones
guaranteed to get this death benefit
when when you pass away if we don't know
if that's the law today or 30 years from
now you serve the lit that the other in
the policy gets the cash value so mrs.
Jones dies first
you're gonna reap the rewards about
having the cash value and if both you go
together the kids get the money or the
grandchildren received this money to
continue making the mortgage payments
because if you're out there selling
final expensive they're not mentioning
that there's a mortgage payment on the
home or the rent due you've got to make
one more premium right so listen listen
tell me how to do it
you can't more freemium by it becoming a
little more advanced in your sales and
it's just a couple more words that
you're not saying okay so if somebody
has a mortgage their mortgage payment
and they have you have a final expense
elite well you're not just now selling
funerals anymore there's so much you can
now go into the fact that you can turn
this lotto expense in the mortgage
protection so this what that does is
that takes you from a fifty to eighty
dollar app to 100 which is $300 out by
covering the mortgage in the funeral ok
so again you want to cover all one
policy covers to people and explain that
when you're in the house what am I doing
with this what what do you think I'm
doing with this what I'm doing that
you're not doing if you're not getting
big numbers of people is some building
value and I'm finding or I'm creating
the need okay I'm building value and I'm
creating the need and this was very
impressive because they have certain
needs that when you come in they filled
that up for a certain reason there's a
need there's a void there are some sort
and they wanna information you're an
information guy to these to it to these
two points we want to bring information
that they'll value and you want to bring
information to create the need I don't
say use their name create the need your
goal a missing link between them and a
horrible future which is you missing out
on the fact that they had a mortgage she
could pay the funeral champ
stay in the house now she loses the
equity not so you're lost too because
you don't get a bigger premium out of
people and it's only what's right to do
for me I don't have to sit there and
praise myself upon the fact that I sell
five hundred all or you know premium
payments $1,000 or $2,000 premium
painters a lot I can just know that I'm
doing the right thing in the home and
that's what fools we premium doing the
right thing this isn't about getting the
cheapest price for the people
everybody's out there running around who
do who is the cheapest reach you know
who is the cheapest rates that's not
what more business is about it's about
giving them sure we want to save them
money you know yes we want to do that
but what I'm trying to say is it's about
bringing value to the table so these
people understand one there and gone
this little bit of money that they spent
monthly which could happen this month
that 200 bucks you spent to be an
investment towards $300,000 you know
with $200,000 or $100,000 to mama Road
everybody's always looking down 30 years
from now and that's good too when they
do that you show them the cash value
that's funny what a cover all your bases
they're in a Cell what does a product
value bring it brings a death benefit it
brings cash it brings living benefits
okay when you're selling final expense
why are you not using products they a
little the final expense products out of
the water me complain an indexed
universal life and help repair
somebody's future you can easily put
them indexed universal life illustration
together side by side with the final
expense and yes it'll blow away
and what I'm saying to you is if a lot
of you might not like that because it
increases the amount of money that you
make but one thing you guarantee me just
sell the feel a lot easier so if you're
having trouble selling deals I'm telling
you to bring more value to the table
okay and then you make it up in a long
one but you know as well as I do that
you've got to keep your lead or afloat
on you know you've got to do that guys
excuse me for one second all right since
924 does anybody have any questions that
they could ask or they want to ask
my cell phones here so if anybody wants
to call me and you want me to do
something on speakerphone
I'm gonna give me my telephone number
and you can call me right now and I will
help you do an illustration I will teach
you how to run a deal in the objections
I will teach you how to format an
annuity sale I will help you get Billis
trations on the table so how many
illustration sales did I how many
illustrations did I present this week
all right
that's squished so we we order 10 20
leads a week easy okay that's just
we don't even question that it just
comes in it just flows it and sometimes
like increase it just because I'm crazy
like that you know so what we did is I
think we sent out with I don't know
maybe it was like 12 people 6
illustrations were done half of these
people had something that I could do I
could work with to make it at index to
do it ok 6 half of them 50% how many of
you passing up now these don't sell like
final expense or mortgage retention
there you know sometimes I have sat down
Silverman or sick most of time these are
two to three sick illustration they you
know you trying to avoid them 9 times
out of 10 especially if it's bigger
numbers I mean it's really tough to get
somebody pull the trigger on a million
dollars and you just sat when they just
make it 15 minutes ago it's not
impossible it has been done them so you
want to use the law of large numbers but
you can't do that unless you have
multiple streams of lean from the leaves
coming you have to have a stream it
leads coming in so let's say none of
these people bought off I don't give a
I'm gonna be over that I I don't
care less because next week I'll do it
again and again and again I don't teach
young people are doing now so others are
doing it for me so I'm gonna cut in
there fine so it's it's very simple let
me turn the volume up on this I can
reach look somebody calls me but I can
answer the phone
so anyone who wants to call me now live
and talk a print off speakerphone we can
discuss your need to that well story
short is that six of these people I got
there's four of them that we have
appointments with next week to what
email said as I couldn't send the
illustration sometimes I can't print the
illustration in Nam and I'm going to
remind you of something that every
single all four of those were printed in
the clients home at their computer okay
I printed the illustrations at their
computer all right because what am I
saying to do that by the way is you know
what I want to make sure that I gave you
all your options and there's multiple
ways of covering mortgage protection I
have a way that the company allows us to
create the payor house off in five to
ten years and I want to show you that
you have a computer your printer I have
a way to pay your home off in five to
ten years and company provides us
information to give to you but I need to
print it is that okay I found out that
they have money they don't need to pay
mortgage protection cost it's you know
in my territory in Florida it's tufted
that makes a lot of sales a lot of sales
out of these twelve because people so
they may have a good life insurance and
pays out immediately I got to get a
guaranteed issue their health are so
screwed up and that's because in their
age so those are you in demographics
when people are better and healthier you
should be using index Universal lights
to get their future better health and
people economic people to eat you into
the realm of annuities anyway and you
become an advisor to individuals more or
less to help them construct a way to
retire better along with protecting what
money is left over if you don't do this
there's they're probably doomed not a
tenth no it's it's not that funny but
it's true so when I got to that want to
sit next week and I sell 50% of those
two well I know there's $750,000 on the
table between all of us so if I sell
$350,000 or $375,000 working duties and
I will collect check for 25
thirty thousand dollars or something
like that so my this week set out next
week which should be 25 to 30 I'll let
you all know what happened but I also
did seven thousand dollars in NLP
premium and I had a cup and reschedules
and stuff like that plus I was training
a rep so I'm inside - I'm training
somebody why I'm going for all this so I
got three people in a you know doing
this and I'm still pulling illustrations
other people know when you're alone I
have been my assistant Melissa helps me
set the appointments helps me do the
turn right the apps a trainer well when
you get financially able to do so
yourself get somebody to help you
delegate this stuff out with people and
you'll make more money you'll be in a
position just to talk to people and
gonna be done right Nats pay somebody
200 300 bucks a week you know what I
mean for god sakes you gotta start
investing in your business guys you
really do you gotta do it you can make
money I'm sorry you know we're all
started everybody wants to start out in
somewhere like a American income they
can hear a page senior life things like
that and you know I'm getting nothing
this thing someone who got free leads
that are no good you got some of them
with hot expensive leads and you got a
group of people trying to cover one
little area it's it's terrible but
nobody told you no matter where you
started that you needed money to do this
you need some kind of money to perform
at a high level
everybody thinks I'll put in $500 I'm
going to make ten thousand dollars this
week because everybody else is doing but
I don't know the products how are you
gonna do anything if you haven't been
educated if you don't know this stuff
you've got to get smart on your property
I've ever learned another thing for me
in the sales arena but and you learn the
products you'll be able to walk into any
home and discuss products all day long
and that's really what you're doing
anyway
become product smart get what your
carriers what your I don't know about
your upline I don't know maybe some of
you got great upline and you know they
do they do these things I know we do so
we do daily training I think this
training loss side there's multiple
videos
back office there's a ton of ways of
train you want train a whole YouTube
page filled with training you get the
best training on earth teaching you how
to perform at a high level get into
premiums you deserve along with doing
the right thing for the client if you
don't get the right premium if you are
not selling 100 $300 and $500 a month
premiums at least five three to five
times a week you're doing it wrong
something's wrong if they're only
performing at 30 to 80 all work apps
continuously something's missing
something's left behind and if you're
not walking away with one the five are
new the illustrations at least every
week something's burning I don't care
don't give me an excuse that you do or
your final expense because that's where
I started
you know that's my whole duty game
started on final expense B leads B leave
that's how I started this whole thing is
B leads and I just bought all I would go
to out two and a half hours I would
drive through the territory spend the
whole day there sometimes I'd have an
appointment in twelve then I have
another one it's since I have but we all
damn dig because I want to drive in
three hours back but I did it
those are the sacrifices that the
successful people make together so this
ain't going to happen overnight but
it does happen so any questions and I'm
going to tell you another thing that
inside you've questions are a lot of the
details that were missing here to get
you well trained so you know objections
are easily come by everybody have to get
by objections to perform at a high level
so if you don't know your objection
scripts and they're incorrect you might
want to give somebody else to check on
objections wondering multiple different
objections cuz you're running two
different attitudes different people at
different places and different
demographics you got to know the
objection is mostly the same but coming
from a different attitude so how do you
become the chameleon to perform on
injections I can't afford it you know
what I'm not here to take any food off
the table my tone of voice change let's
check on something
if at the end of the month when you're
done paying all your bills here's the
simplest way to get around it when
you're done paying all your bills you
have 500 750 or 1000 which one are you
closer to have you pay all your bills
off at the end of the month
most people say 500 4000 it's in between
there so I'm left over with 500 bucks so
if all your bills are paid and you have
450 bucks left a month - 400 that
wouldn't that wouldn't break your bank
and I'm sure in your budget there's some
adjustments I know I drink coffees and
Red Bulls that probably cost me 200
bucks a month so we can all make
adjustments what I'm here to do is tell
you this again this thing's arming cash
value mrs. Jones so it's not a problem
for bid mr. Jones doesn't pass away and
you pass away first he's going to get
this if you pass away he's going to get
death benefit if you both pass away your
kids receive that plus if you get a
cancer stroke heart attack can't do 260
activities like dressing bathing you
know toileting bathing parish they think
transferring yourself you get the money
while you're alive get a percentage of
the money while you're alive so
everybody wins it's just an investment
into your future
so it's either your future your
husband's so objection one out of what
well just teaching them how it works
most of your like yeah I I know how that
is you know I mean like be green with
them are you agreeing with you know how
that is you're broke so don't don't
agree with them so you know I already
had of it yeah I know you told me that
on the phone
great part about the citizens that we
found out that you take cash value goes
off and you we know now that you have an
indexed universal life product so what
we like to do is make sure that this
doesn't collapse on you but these things
come with mrs. darling the circus has
done is the cost of insurance which
means it steals you money from your cash
bucket once that's depleted this
policy's out before it's a term whole
life type product and you got to get rid
of this if it's depleted so
hypothetically if this is a 3,000 bucks
and your CEO I cost of insurance is $100
a month you know you got about two and a
half years left on this product but this
is next year we'll go up to 110 120 and
it keeps going up and up and up until
it's unaffordable anyway so here's what
I'd like to do it like to contact a
company just to make you aware of them
and what company is that by the way I
probably work with it I'm a broker I
probably work with you know so I get
around I already have it you know and if
it's not that if it's not this situation
you already have a thing is make
wonderful so what product do you have by
the way
who is it with and as soon as you know
who is what how much is it the answer
the answer the objections how much does
it pay to mrs. Jones oh it pays her
$200,000 oh so when does the immediate
last thing when does that come out
anything about 40 grand is is indexed
universal life over power so I
immediately know that this is not gonna
be riding away too long
unless they got it later on in life how
old is this it's 20 years old so terms
only come in 10 is like 15 sometimes 20
and thirds so which one did you choose
for your turn I think we did 20 so they
see you're up and you're not earning any
cash value either what I'd like to do is
I'd like to contact the company with
companies that by the way well it's you
know what everyone was saying coming
it's right at the end of the day they
they you provided them with the
information they needed to get out of
this product and get into something
because she wasn't getting that and
let's say they've got three years left
oh you know what this piece 200,000 and
your product only pays 50 you can only
get them fifty thousand dollars for
about the same amount the pan for this
all right that's what you came up with
three years I want you to multiply the
payment plan let's say the payment
structure is $100 a month times 12 is
1200 all those times three 3,600 bucks
they're gonna spend in the next three
years now I also want you to add up what
they've spent over the past 20 years
I want to show you what waste of time
this investment has been to their future
and that this is unlikely
and this is guaranteed so all we get the
guarantee for later on in life never
play with the trunk so I already had
it's out the door got that objection
taking care of any other objections
anybody can think of who wants to try to
stop me on something anybody got
something for me and type it in right
there that'd be great
well how about I can't afford it well
however you going through that but it
says it can't afford it is a great one
because everyone can afford it because
if we go through their list of daily
activities and what they spend every day
of their life you can find 10 bucks here
5 bucks here 20 dollars here 30 bucks
here and at the end of the week they
spent $200 on on they didn't need
so they're blowing on 600 bucks a month
300 bucks a month you provided them the
information they needed to prove that
they knew have the money we're in
greater wants to get around that again
is to go back ask them after all your
bills are paid you have somewhere in the
ranges that I usually use 500 to a
thousand bulbs you can do that even with
7:15 we're 20 and closer to a new tale
your bills
closer to 750 so Brooke that some people
is a little different than being at zero
okay you have to get that so you might
have just walked past this thinking
there program can't do anything for them
no they got 750 bucks left here's what
you need to do with that particular
situation you've got to make sure you
show it as an investment even if it's
final expense so you got to start with
cash value this little cash value it
pays a death benefit to your life but
you would receive the cash value mr.
Jones anything ever happened here what
if you're just going to catch a scent
here's the outside it's earning 3%
interest or point by the Transamerica 8%
Angie t29
I'm saying so this is what you want to
provide them with with I can't afford it
anybody got any objection spike in and
I'll be more than happy to answer them
so you know one way I already have a
weird
I'm trying to think this did scuffle and
train I think about everything you guys
would need so I need your help man
you can type something they'll be very
helpful but another seeker yeah I
thought we just don't need it I got
plenty of cash okay we did the math on
this and you're 65 years of age today
and timeline goes the 95 so you got 30
years on the earth left so you got
social security company in cash you got
a debt back of two hundred thousand
bucks so I assume you have about two
hundred thousand put away right no I
don't have anything near that so I got
about 20,000 put away okay Sabri we want
to do is we're not put any pressure on
you to pay the house off but we do want
to protect this an equity you know you
know mr. Jones if I take your thousand
bucks a month and I multiply that by 12
months that's 4,000 bucks a year you're
spending on your mortgage if I multiply
that by let's see you pass away in ten
years that's a hundred and twenty
thousand dollars you've invested in this
hyung now buy that bike - and that's
about $60,000 that's about equity if
there's a little inflation including
good increases you could have 90 grand
city you want your wife to be able to
walk away to them because mathematically
due to your social security of her being
lower and hurry up and wait six months
to get it to 12 months you're putting it
or in a bad situation so mrs. Jones now
bring her into the gap do not just focus
on mr. Jones bring mrs. Jones into the
game how do you feel about that why do
these women today will say it's whatever
he thinks you know I mean but you got to
get around that you got to get over the
fact this guy's been controlling the
situation in answering all all necessary
needs in that house for a long time
sometimes that the woman answers these
questions - pretty good and that that
really they're usually a little more
smarter than men
man just stick me in the backyard you
know I mean I'll show the car she can
sell out so she there's not enough money
to buy time but what we want to do mr.
Jones in this situation is just eat your
small little
policy he named bought her time to sell
the home for the ninety to a hundred and
fifty thousand dollars in equity because
what tell you right now the bank's
coming after this
it's her versus the bank mr. Jones we
put your house here that's a
house you got the bank well we got her
and she's got six months to wait for
your Social Security
she has no income beside seven or fifty
bucks a month or whatever she isn't so
securely and that's why it's important
guys the plan this stuff out you know
nobody has any objections you guys that
they're selling is that you get all
objections from nobody here it's very
helpful if you give me a few objections
you guys might run into in the home what
does somebody say inside the house that
makes you work for your money basically
what do you have to get around that
makes you work for your money what kind
of objection you run into time and time
again and it might not be every weekend
like you want some month with it's that
sale you need it is that sale that could
have changed your life we got to work
around that
so objections are to be learned that
study along with products any objection
can meet one just due to the fact that
you're knowledgeable about two products
that's it this isn't everybody came in
here teaching the wrong stuff all these
years been talk long in this industry if
people were more focused on teaching
about the products instead of lead in
home sales they in themselves
presentation is just what somebody else
has done it doesn't necessarily mean it
works for you you know I mean you have
to find your own niche your own way of
doing things but if your product smart
you can present anything to anybody on
the streets in the grocery line in their
home if the backyard a swimming pool in
a car doesn't matter where you are you
would he ever percent life insurance
mortgage protection and new --'tis
because you did the product well now
along with knowing the product knowing
about what may happen into the future
for what's happened in the past is a
good look at the future right no one in
the past we know it's gonna happen again
so what's up with the crash none the
market crashed
question mark when is that anybody
having any answers on wind the next
market crashing a Tom anybody got any
ideas on when that may happen because a
lot of people are going to lose a lot of
money but if you're in that house that
you can help protect that money you've
got your job become a professional
protect money protect people's lives and
futures and you will make a lot of money
Roger Collins very important so
objections yeah what else
I'll get many is the problem because I
illustrate some much on paper all
the illustrations you know that I do in
front of them knock everything up is the
only thing I might get is I want to
think about it okay I want to think
about it okay that's something that we
should review that let's take a look at
this mr. Jones your blood 75 years of
age and you know we have a debt of
300,000 here's my fear my personal fear
after doing this for 10 years mr. Jones
is that something happens to your health
you know I know we talk a lot about
things this is what will happen to be in
this but I've been doing this a long
time if your health goes down the tubes
you'll never be able to cover this money
so right as of today you're eligible to
cover this this debt so here's my
suggestion why don't we do this instead
let's take a look at this option let's
take a look at one there's to be a good
time to pull out do you have any
retirement funds that mrs. Jones will
receive if it's a yes what will she
receive from that how much money will
shooter see she'll receive two hundred
thousand dollars okay so you were
working on the mortgage protection but
now you find out he is to my brand
what's that is that like in an IRA or a
401k yes in an IRA okay so here's what I
can do I have information from the
company that allows us to pay homes off
in five to ten years so in ten years you
could have this home paid off I'm gonna
get that illustration for you just so
you and mrs. Jones have that information
which could be vital to both your
futures especially hers so I'm going to
get can I use your computer and her arm
I get this printed out so you best
have that review it and why I'm here and
go over it very quickly with you so what
this will do is give my bonus
so not only that mr. Jones but they're
gonna pay 20 grand on clapping do
instantly so you got me $20,000 very
quickly they give you a 13 percent bonus
by age you'd only get ten or seven or
eight I'm not sure friends are carriers
but at the end of the day he's got a
bonus Buy in 10 years from now due to
public pass is what the illustration
shows proof of in the past 10 years if
you did this mr. Jones
you'd be four hundred and forty thousand
or more dollars
the constant pay she has income for
right now let me ask you this is this
army big money anymore is it is it
double at any time is it really above
and beyond the let me think about it how
do you handle that's what I'm on right
now buddy let me think about it so I'll
do it again if you're not getting this
are you involved with this right now
mark or do I have to go over this again
from the start but I'll do it again long
story short is you found a route to get
this another option besides the mortgage
protection you have another option for
them now
okay to take no money out of the pocket
use their own money protected from the
downside of the markets and let them
understand no longer will they take 3%
from your I walk so mr. Jones when
you're not earning any money you're
going down and only by three percent
nine times out of ten that's how it
works
so why are you painting then we don't
have to pay them is what the answer I'm
going to give them you just probably
didn't know about it so this is what
everybody's doing today by the way mr.
Jones this is literally what everybody
knows about this is doing today so I
want to think about it you come in this
that action if you can take this action
too so you got that part out you got an
annuity instead of so I want to think
about it I always refer back to the
health to say yeah okay let's review
this real quickly I have your health is
where it's at today I only fear I use my
own fear foreign
a my only fear is that you may have some
health issues and that this number goes
too high you won't want anymore your
your wife Elise what we're trying to
protect mr. Jones is the equity to not
just paying the house off but making
sure that she isn't up later
well she has plenty of money though well
yeah why you two are alive she does but
if we separate the piece of paper down
the middle guys'd and I do this and I
put him here and I put her her hearing
and I take her to separate incomes and
separate it maybe he's at 5,000 maybe
she's at 1200 or three thousand or two
thousand not the playing field I say is
not even mrs. Jones was disposable
right when you lose that and you're
stuck on pain but soon you got two
thousand bucks a month coming in and now
you revert back to the mortgage payment
which is $1,500 a month for 30 years
what how even that's not possible
you can't do that even when you receive
his Social Security of three thousand
bucks you still have 12 months match the
way so you man 12 months six months on
the short runs to receive it and that
sends an easier 12 the four to 12 to 24
months later on 10 to 15 years more
people died we can't process all that it
was like three people working Social
Security office doing all this so at the
end of the day you have this wait you
have $2,000 a month
you know this billhook charge things
like that you've got the two hundred
thousand bucks
in the other illustration so that was
brought up he may say I have a
retirement fund and that's where you
write I'd like to show you how to pay
the house off in five to ten years
that's your way to get illustrations on
to the table guys to sell these big
index annuities use they come playing
with you when you can make a thousand
dollars a hundred five hundred thousand
dollars a week
you can I prove through an agent today
but this week in three days to find six
of Newton's
okay put six illustrations now and at
four six next week
there's many products so if I sell
probably sell to I really found
ourselves in that relationship it's
twenty twenty-five thousand dollars or
most people make in a year
you know I mean that's crazy so along
with the seven G's on top of that made
this week so along you know with Wyoming
next week we got there too
how do I do that I continuously what
fearless lead fear is going to
most you know I saw from the start we're
gonna get one so any other objections
mark we've got anything else or Mario
I'm sorry Mario Robinson anything else
that you're running into out there the
people are saying I did that career it
up because Mario if that didn't clear it
up we need to do another one and there's
a different way I can handle this too so
I want to think about it I always kind
of like to revert to the health because
that instantly does come to mind with
everybody my health goes down you know
the price goes up or I may not be able
to get you know mr. Jones we're all kind
of sitting on the fence here bang-won
our feet off here on this side is not
getting it and this side is getting your
on this side of the fence now with your
feet on the other side
you just haven't planted them yet they
want your feet on the ground we need to
get this you know in a way where mrs.
Jones has no worry sir mrs. Jones you
know that you have a 2,000 a month
income and he has a lot of thousand
month income he's safe you died hell no
big deal at him and now I'm using these
two against each other okay valuable
strategy using her you show what she's
been dealing with for years anyway might
tip her off since plane fare was nothing
even this has always been the way it has
been for many many years so if you he
died anytime you'd be left for mm but
this protection with having no
protection at all on him Tony's gonna
leave you what's in the bank account
just isn't gonna cut it
you guys are gonna still live you got
what 10 mr. John here's a little joke
over mr. Jones you got 10 or 20 in you
right you got 10 or 20 more years at you
right sky like that alright so you know
when he dies that goes away you stuck
with this oh but I get a Social Security
can't agree more
yes you do and maxed out people waiting
six to twelve months to receive that so
in two months for the mortgage isn't pay
the guys are going to come from the bank
you can put sticker Authority and
throwing you out
period this is how it works you two I've
been doing this a long time now it's
time to get serious
okay so now they pitch it's all in the
voice it's all in the language you know
I'm a bigger guy than most so I'm not
here to threaten there's bigger guys
than me but there's smaller people out
there small people can't intimidate with
their body that they can intimidate with
their genius of creating the need create
the need so I want to think about it
yeah okay wonderful
here's what we need to do we need to
really get hurted by time and mrs. Jones
here's what I'm gonna do for you I'm
gonna get mr. Jones with me on this we
need to get you $25,000 not worried
about covering the whole Orange what we
want to do is get you twenty five
thousand which buys you enough time to
sell the home now I explain you to why
we will do that this is don't you
understand it's for the equity in the
home what we're doing is we're preparing
you to walk away with nine 150 200
thousand dollars before the bank gets it
off you okay and that's what's winning
they would love nothing left love
nothing more at the bank then didn't
take your ninety thousand and put this
back on the market for the appraisal
price of the home
Neely's bank wins well we're here to do
is defeat the bank which it defenses up
and make sure that the funds are there
here's $100 a month guys here's what we
want to do with this I messed up just
now before I put that up there I want
you to revert back to this guys here's a
good question that we all wonder about
right now you know if this is a trust
issue with me because we just met we can
revert back to the company you're
working with a carrier
you got mutual bomb all four stores
whoever you choose know the company when
were they went to infrastruc
they created 1876 you know 1901 you know
whatever you learn from your little
carrier your width it's like your
business when was it created 2018 no
since 2018 or since these companies are
the round since in 1850 so they've been
around for 200 years doing this they are
Solon mr. mrs. Jones your money so
here's bloodline you're gonna get into
finding out after you pay all your bills
what is left over at the end of the
month which one of each two or three
numbers are you closer to out you guys
had fun money take it out you guys have
given the grandchildren kids paid your
bills put you closer to closer to 500 no
how about this question and I want your
honesty mr. mrs. Jones if I want to tell
you you have the live on 400 bucks a
month and all your bills were paid all
your bills are paid could you do it all
your bills are paid and you have too
little for our clocks put your back yes
is the answer so what I'd like to do is
I'd like to get this provide you with
the information that you came up with
which is this cost about $1 a month it
is earning interest
so it's gaining interest it comes with
living benefits from this through mrs.
Jones so mr. Jones if she dies you're
just going to collect this couch and
you're gonna put it back into your bank
account
if mrs. Jones he when he passes away
when he passes away you're gonna receive
this and then both you can reap the
rewards of the living benefits involved
so this thing's a pumping machine we
need to be revealed what did we end up
is the information that you have given
me is you can't survive a horror bucks a
month she does need 25,000 minimum oh
okay how much is 50,000 some people know
that they take okay you just changed
their mind totally okay what's 50 grand
look like a minute number on 50 okay
soon the way I presented this mr. Jones
this makes sense right agreed yeah so
let's let's get let's do this one okay
so you you have your identification on
you and just assume the set assume the
sale
no one knows soon the sale that's
something that some of you may be having
trouble with - I know I've been the
beginning assuming the sale that's a
tough one for some when do I pull the
trigger when should I pull the trigger
on this thing put a line up or you'll
know when you know okay that's all I can
tell you you'll know when you start
pulling the trigger you gotta practice
every inch of this business you've got
to have leads so you can be in front of
people you can fail you can you can't
have success you fail you succeed your
theories to see if you stay above water
but to get the big numbers you gotta
pull the trigger on sometimes you got
practice okay so which can learn your
products guys so let me get a drink look
I was losing track of them everybody
take this take five remember I'm in
Florida I'm doing this outside of you
guys he gives like a pretty view of
everything you know help you out they
agree all right where was I
anybody help me out where was I
I lost my place I literally and blanked
out right now I've been talking for an
hour forget where I was talking and
those anybody know where I was I lost it
guys sorry
I've really been jabbering away it
matter if it comes back to me I'll hit
it but I want to end with this anyway so
I'm gonna show you guys stuff things for
those of you that just got on I want to
show you a couple of illustrations real
quickly this was done in the home
13% bonus on probably a hundred and some
odd thousand dollars at a 63 year old
male gets a 13 percent bonus averaging
about eight percent interest in ten
years his three hundred ninety one
thousand dollars will be roughly eight
hundred and seventy four thousand
dollars with no downside participation
okay there's two illustration for
annuities and two annuities to index
Universal life's here this is a this is
a Fidel fidelity and
this is the neutral emoji well so these
are two different products but for this
oh this jihad by the way is putting $500
a month in this is putting $300 month
and that's an $800 sale there guys
along with days okay so I won't tell you
the total for the week but it's pretty
high next week see behind of the month
that's that's the way you can do it two
of those long saying you can do this I
know you can what I'm trying to tell you
is that putting $300 a month into this
product at a higher interest rate in 20
years it was this a hundred and
seventeen thousand dollars in cash now
in 20 years putting $500 a month away
gives this thirty eight thousand dollars
which one would you rather rather have
to hire the two right
you'd rather have but one that's
outperforming this one's performing it
at 3% this one's an 80 so which one are
you going to choose for your client this
one's a little more little though this
this GL's a little more simpler to get
people into this is a great universal
life to start with to get to this piece
of the puzzle this is a great product to
really start with when you're new to the
game is the mutual going on TV well and
then also their turn products to you
paid very well on terms so don't be
afraid I just always use ROP but when I
present this in front of them or this
they usually choose this because it goes
for the rest of their life so if you're
doing the right thing
you'll never be taken off the table
because if I come behind any of your
time policies I promise you I'll take
them off the table I don't care if
they're RFP these will outperform that
RFP all day long so those are your terms
sellers be aware I'm training people how
to do it differently but it's it's both
good stuff you know everybody wins
I wish to god I remembered where I left
off because it was important the
objections that we go over guys inside
the home or something over the phone is
the same deal if you guys are having
trouble setting appointments let me know
the phone's open for telephone calls
I put the telephone number up you know
nobody's calling on fine but at the end
of the week we need on 10 20 bucks in
your pocket
remember I was here answering questions
for objections
think about it probably a big one for
everybody why you didn't bring value
there was no trust you didn't do an
illustration why are you not providing
your clients with what the carriers are
providing you with which is written to
bring value to build trust through the
products see you become very educated
when you start flashing numbers on piece
of paper that are actual true numbers
that they're not aware of like the
mortgage cost the mortgage equity
equation you know that equation sells
deals not wanting like that is written
in death I bet my ass on the newsroom
there's an equation to get ten years of
equity here's a timeline you show mr.
mrs. Jones is fine this is mr. Jones
dying he's 65 now he will die at 75
years of age hypothetically here's a
thousand dollars a month is your
mortgage times 12 months equals $12,000
a year
multiply that by 10 years we know it's a
hundred and twenty thousand dollars that
you have put in divide that by two and
that's roughly the equity that we want
mrs. Jones to walk away - so 60k roughly
290 K with good interest good economical
times so what she's it what mr. Jones is
entrusting you to do mrs. Jang is trust
that his social security will come to
you quickly his trust that his pension
will be there for you for the rest of
your life and the companies don't stop
that or some crazy reason and
everybody's trust to us trust
we know only thing forever guaranteed
his death taxes and length insurance
okay if you can understand that you can
torture we put your husband in a
position to understand how valuable this
is to trust this product with this proof
through the illustration okay
so you have Loudon trusts through the
illustration yet the illustration on the
table provide them the information they
need to know and understand
have to see where their money is ending
up where's my mind uh in a life ensures
that it pays a death benefit most people
got it like that when you provide them
the information they probably been
wondering for years I was life insurance
really work it becomes interesting to
them then they see value well I didn't
know there was in that universe life's
you think people who throws 8% products
here's the problem with that they have
been so used to losing money in the
market and being with their stockbroker
and just kind of stayed stagnant seen
some great upsides and seeing some real
bad low decides to well you say I have a
product that is underneath percent
interest they're like what that's
impossible like that it almost some of
your line but the illustration proves it
on average this is what it look like
over you know ten or twenty thirty year
period guys so that your proof is the
back you know history repeats itself it
would be speaking to so what we have to
do is just get you to understand to
bring value to get trust through an
illustration and teach them what equity
truly looks like in the home at the time
of the death why would you not do that
why would you not have just written down
that equation to show them in the home
why did it look like from what she's
gonna walk away with for the most
important one of the most important
course that you can ask to mrs. Jones
mrs. Jonathan will you even live here
mr. Jones is not here anymore
will you stay in this house he answered
nine times out of ten is now so alright
guys if there's no or any more questions
before I am that was a long one today
it's been a good one though I hope
everybody got rewarded out of this got
some information valuable information
out of this if you would be kind enough
is to like this and share it and put
some comments
anything's cool if you don't you can
beat me up too you know if it wasn't
good or I'm missing something just tell
me and let's review it every week we'll
go over something new if you're looking
for a career in life insurance in you're
new to this or this whole industry you
can contact me via text the numbers in
the comment section and you can review
the options at my organization and tell
you how I run the show and what kind of
training we offer an education which
comes first to me and then we will will
be in the lead systems which makes you
four
in the home and then we will teach you
how to sell the indexed annuity products
which makes you probably first in your
area to do so and you want to be number
one you got to be with it number one so
with an organization to be number one to
be the best you got to beat the rest day
so let's get on board everybody take a
vision in this store quickly back Jesus
for everything that you have in your day
thank Jesus for everything that you get
in your life I thank you for coming
today and if you need any help just text
me or hit me up in the comment section
please like this video and share it to
others so we can get it out there and
share what this wonderful industry is
brought to us ok thank you all for being
here today I'll see you next week