Alert Triggers & Full Conversations Jeopardy Template

Debt & Savings

Goals & Shortfall Alerts

"FIND THE MONEY"
IRA Conversations

"ALL ALERTS BUT 1"

Insurance Alerts
"COVER ME!"

100

ALERT

Tax Refund

They are receiving $4,000 or more as a tax refund

100

ALERTS MUST KNOW BOTH

Upcoming Inheritance

Inheritance

They are expecting an inheritance within the next 2 years

They are currently in the process of receiving an inheritance

100

ALERT

NO HEALTH INSURANCE

They have no health Insurance

100

ALERT

Explore The Options Of A SEP or SIMPLE Retirement Plan

They are self-employed or a business owner with ZERO employees
No work sponsored plan

100

You May Be Underinsured

Their life insurance coverage is less than 10 times their income

200

ALERT:

OVERFUNDING YOUR ROTH IRA

They have a Roth IRA and EITHER:

Their “MAGI” (modified adjusted gross income) is above the bottom number of the Roth IRA phase out eligibility. This means they may be potentially ineligible based upon IRS “Phase Out” restrictions.
They are simply putting in more money per year than allowed by law. (This considers the summation of traditional or Roth IRA contributions) If they are under 50 years of age then that limit is $6,000 per year. If they are over 50 years of age then that limit is $7,000 per year

200

FULL SCRIPT

No Identity Theft Protection

Obviously, that means you have no identity theft protection.

Did you know that someone in the United States is a victim of identity theft every 7 seconds?

It is now the largest dollar amount of theft in the U.S.

Worse yet, the average person spends over 100 hours trying to get everything restored when they don’t have protection.

If you could eliminate that risk for pennies a day…. would you do it?

200

ALERT

CD: Explore options with a higher rate of return

They have a CD earning less than 2%

200

ALERT

Upcoming Retirement-Explore moving retirement fund to an IRA

They plan on retiring within the next 12 months

200

No Identity Theft Protection

No health Insurance

They have no identity theft protection

They have no health Insurance

300

FULL SCRIPT

Debt Elimination Plan

That means that you have 3 or more debts.

Do you have any idea what month and year you will finally have everything paid off?
We have the software to show you how to pay it all off in the shortest period of time with the least amount of money out of pocket.
It could save you thousands of dollars in interest and give you peace of mind seeing how fast it can all be gone.
Just think, how much could you invest monthly if you were debt-free?
I will get the information from you that I need and run that for you for free, OK?

(Get it then or send them an email to secure the data you need)

300

ALERT : MUST KNOW ALL 3 Below

Traditional IRA- Confirm appropriate allocation

Roth IRA- Confirm appropriate allocation

Underfunding Your Roth IRA

Traditional IRA balance is over $10,000

ROTH IRA balance is over $10,000

They have a Roth IRA but are not maxing it out

300

ALERTS MUST KNOW BOTH

Beneficiary Update

Update Your Will

Has not updated beneficiaries on all accounts

This is a COURTESY alert to do so

Have not updated their will in the last 3 years.

This is just a COURTESY alert to remind them to do so

300

ALERT MUST KNOW BOTH

In Service Distribution

Required Minimum Distribution (RMD)

They are 59 years of age or older
They have a 401K with their current employer

This triggered because they are 72 or older

The SECURE Act has bumped the age to 72 from 70 1/2

This is a COURTESY alert

300

FULL SCRIPT

AUTO & HOME COMPARISON

That means that you haven’t compared auto and home rates in the last year.

Most families are just too busy, but it is really easy now to see if you are getting the best value.

We have a platform called Answer Financial. Have you heard of it?

On average, we save families around $470/year.

Through Answer Financial, you will have over 40 of the top carriers in the country competing for your business, and it will only take about 20 minutes or so.

Let’s see if we can save you some money, what do you say?

You will need 2 things: You will need everyone’s Drivers license numbers and your insurance declaration pages.

400

FULL SCRIPT

NO ROTH IRA

The reason that popped up is...

1. You currently don't have a ROTH IRA and

2. You qualify for one based on your responses

Do you know the benefits of a ROTH IRA?

Let me ask you an obvious question, would you rather retire WITH Taxes or NO Taxes?
A ROTH IRA is a Federal tax code that allows you to retire with No State or Federal Taxes.

(Hand Gestures, only do one)

(If over 50), you can put in $583 a month or $7,000 per year.
(If under 50), you can put in $500 a month or $6,000 per year.
We have some clients that feel more comfortable starting with $100 a month, or you can do anywhere in between. Where do you see yourself fitting in?

So, $____________ per month into the ROTH IRA, that’s what you want to do, correct?

· With your permission, I’d like to make a note of that?

(wait for them to respond)

So, $________ per month into your Roth IRA, I got it.
(Speak as you are writing this down)

What’s your next alert?

400

FULL SCRIPT

NO WILL

Obviously, the reason that popped up is because you don’t have a will.

(If they have children)

You have children, correct?

YES?
The most common reason for a WILL is not for assets, it’s really for appointing who would take care of your children in the event that you and your spouse were to pass away. If you die without a WILL, the state decides.
Would you and your wife rather decide who raises your kids or have the state decide? (WFA)

Of course, you do! The way we take care of that is by putting it in writing in a WILL.

Historically, people are like, “my gosh, a will is going to cost me $600 - $800 EACH...
You can get one now very, very inexpensively.

If I can show you how to do that and eliminate the concern of the court deciding who will raise your kids for a fraction of the price, Is that something that you would for sure do? (WFA)

It literally only takes a few minutes to get that process started for you. We can do that after we finish with the alerts, OK?

Great!! What’s your next Alert?

(If No children)

There are several reasons to have a will:

First, make sure your family members receive heirloom items without fighting over them.
To have a medical directive in place so your spouse or another family member can make critical medical decisions on your behalf.
To expedite the probate process and ease the burden for your survivors.
To have a smooth transition plan in place to run your business if you are a business owner.

400

FULL SCRIPT

SAVINGS

That means that you have more than $10,000 in checking and savings, right?

We see many families that have lots of money earning nothing or next to nothing.

What is your interest rate on that account?

How much is in there?
Is it earmarked for anything specific?

If you could get a much higher return on that money, would you do it?

How much of it would you like to keep just as an emergency fund?

So, for the remaining $________, I will show you some options that I think you will really appreciate, and then we can move it over for you, OK?

(Speak as you write down the amount to move)

400

FULL SCRIPT

Underfunding Your Roth IRA

It sounds like you have a Roth IRA, but you are not maxing it out.

So, how much per month are you putting into your Roth?

Obviously, since you can retire with no taxes ever on a Roth IRA, it would be to your advantage to max it out, correct?
We have a program called PAC Plus that systematically reminds you that it's time to increase the amount that you are putting away for your Roth.
It would easily get you to the point where you are maxing it out.
Is that something you would like to do?

I am preparing for my investment license testing right now, so I will have one of our investment specialists help set that up for you.

OK, I’m going to write that down… (WFA)

PAC Plus…
and we are going to help you max out that Roth IRA, OK?

What's your next alert?

400

FULL SCRIPT

YOU MAY BE UNDERINSURED

That alert refers to your life insurance.

That pops up because you have less than 10X your income in life insurance, correct?

Experts like Suzy Orman & Dave Ramsey recommend that we all have 10 times our annual income.

The truth is that only you can determine if you are properly insured, agreed? (smile)

(D.I.M.E. QUESTION) Most couples want to pay off all of their debt, their mortgage, fund their kid’s college, and make sure they also have enough income to at least maintain their current standard of living.

Would you like that as well?

When was the last time you calculated exactly what you need?

No worries, it is really easy to determine.

Just out of curiosity, if you found out that you had a shortfall of several hundred thousand dollars and were underinsured, is it important enough for you to make up the difference?

Great, then we will look at that when we are done going through your alerts. It will only take a couple of minutes.

500

FULL SCRIPT CONVO

EDUCATIONAL SAVINGS ACCOUNT

That means that you have children under the age of 18 and indicated that you have no college funds set up yet, correct?

There are 3 schools of thought when it comes to funding college:

Some parents want to pay for it all to ensure that their kids graduate debt-free.
Others want to help them out a bit but also want the kids to have some skin in the game.
And the final group says, "I paid for mine, they can pay for theirs."
Which one are you?

500

FULL SCRIPT CONVO

INCREASE MY INCOME

You had stated on the survey that you are open to making more money if needed to reach your goals, right?

Just out of curiosity, how much extra money per month would make a significant difference in your life?

What would you do differently if you had that coming in?

Are you hourly or salaried?

How can you make that extra money?

(IF YOU WANT TO HIRE THEM, CONTINUE)

Compliment them

The only reason I am going to mention this next part to you is because you have good people skills and communicate well.

In regards to the app itself, have you found it to be HELPFUL?

As you were going through it, did you think the process was pretty EASY?

And finding out what you qualify for is even a little bit FUN, right?

Once someone is fully licensed and can address each alert, you can earn an average of $500 per app. Sometimes it may be $1,000 and sometimes $0, but it averages around $500 when you know what you are doing.

Now, if you are like me, that sounds too good to be true, right?

But think about this, Doctors and lawyers make that kind of money per hour, right?

Here is what has to be in place for that to make that kind of money

Whatever you are doing it has to be PROFESSIONAL
It's going to require LICENSING AND
it’s going to be in a highly REGULATED industry

The financial industry is all of those things……. Right?

If I can teach you everything you need to know and put you professionally in a position to earn that extra $_______ per month using this system, would you join me in business? At least give it a shot, right?

500

FULL SCRIPT

ROLLOVER

The reason that popped up is because you have Retirement Assets from a Previous Employer.

So how long has it been since you left that company?

So... When you left, you packed up all of your pens, pictures, and a plant if you had one….. but you left all of your money? (SMILE BIG)
You know I am just having fun with you…that’s really common. We see it all the time.

The reason that most people have not moved their money is for two reasons.

They simply have not gotten around to it,

They have not been presented with a better option.

So in your case, is it one or both of those?

Do you have anybody watching over that money for you, monitoring the account, and giving you advice?
So let me ask you this, if I could connect you with one of our top investment specialists...
and they could share some ideas with you, and they do a good enough job of explaining them that you clearly see and agree it is definitely in your best interest to roll that account over,
would you be open to moving that into a superior program as long as it is a completely non taxable event?
Now, the reason I’m going to ask you this next question is that it’s going to impact what your options are and what’s available to you...
How much is in that account?
That’s a fantastic number, and that gives you a lot of options because the more money you have, the more options that are available to you.

Super!! – What’s your Next Alert?

500

ALERT

Fiduciary - You may be personally legally liable

They are a business owner
They provide a 401K through their business

(Most business owners are not aware that they are the fiduciary and may be held liable all the way down to their personal assets if their 401K is deemed inadequate on diversification or they are not providing enough guidance for their plan

500

FULL SCRIPT

NO LIFE INSURANCE

Obviously, that popped because you have no life insurance.

Now you had mentioned earlier that you are married and have kids, correct?

(If not married with kids, go to SINGLE / NO KIDS SCRIPT below)

How much money do you make per year, if I may ask?
So as a couple, you have become somewhat financially dependent upon each other, correct?
Life insurance isn’t really life insurance, it’s income replacement insurance.
If your house burns down, they build you a new house,
if you wreck your car, you get a new car
and if you pass away, your spouse gets your income restored.
That’s what life insurance is really for, to restore the household financially.
So if you were to pass away, not only is your $___________ gone this year, it’s gone every year from now on; correct?
So how much of that $____________ per year would your spouse still need if you were to pass away?
So even if the mortgage and the debts were paid off she would still need at least an extra $________________ on top of their $_______________ to maintain their current standard of living; correct?

And right now, you have none...

You can see the issue here, am I right?
You can tell me exactly how much you would need at the end by answering a couple of simple questions.
I’ll show you some options, and the bottom line is you will tell me what you are comfortable with, and whatever you decide is appropriate, we will be respectful of that. Sound good?

Great! What's your next alert?