How and why using a script works Scripting for Dollars How and why using a script works

Answer: The Black Panthers father who said, First, Last week! Who said the line that directly related to our business and what was said? Answer: The Black Panthers father who said, “ A man who does not prepare his own children for his death has failed as a father.” But…no winners. It was a hard question.

- Choose words in advance Scripting for Dollars Why use a script? - Choose words in advance - Prepare for both positive, neutral and - negative responses - Think through response - Prepare to initiate conversations

A word to the wise… We are what we repeatedly do, excellence is then not and act, but a habit.” Aristotle

A sales script can be your best friend or your worst enemy Lose natural speech and cadence Lose ability to have a conversation Lose clients attention Lose sales

A sales script can be your best friend Adds confidence No winging it Preparation for unexpected Consistency Word smith Direct the conversation Prepare for objections

- Introducing yourself - Explanation of purpose Opening Scripts Goals - Introducing yourself - Explanation of purpose - Permission to continue - Query - personal response response

Hello, I am Stan Craig…And you are?... and what do you do? An example In person- your elevator speech must contain your name and what you do.. Hello, I am Stan Craig…And you are?... and what do you do? “I help families understand how money works and especially how to make it work as hard for families as families work to earn it.” “Are you an investor?”

Alternatives I help families move from spenders to savers, to learn how to grow assets rather than watch money disappear.” It is a calling for me that I really enjoy”. “ Do you believe your family are spenders or savers?” I work with entrepreneurs to help them make the most of their capital and to build a wall of security around business capital.

“Do you have an estate plan?” More choices “I help pre-retirees create a guaranteed income and protect their assets from unnecessary taxes.” “ Have you created a guaranteed retirement income?” “Most families haven’t taken time to protect the most important people in their lives with an estate plan for spouses and potential heirs. I help solve that problem by helping create a low-cost but complete estate plan.” “Do you have an estate plan?”

May I ask, Do you have a completed will and is it up date? NetLaw Script Opening I help solve a family problem that touches 80% of families in US by making creating a will, trust and medical documents for our state and easy and affordable benefit for everyone in the family. May I ask, Do you have a completed will and is it up date?

I already have a will. NetLaw Responses Congratulations, you are a member of an exclusive group of American families. 2 quick questions, when was it created and when was it last updated? Any changes in things since then? It is easily accessible when it may be needed? Does it include the required medical documents and a family trust?

Are you an attorney? NetLaw Responses No but I represent one of the top estate planning firms who offer my clients a digital will for both spouses, a family trust as well as the complete medical documentation if you are ever hospitalized as well as digital storage in a secure but easily accessible vault. Plus, the value of the documents for exceed the price.

Why wouldn’t I just use legal zoom? Because you get more for less. NetLaw Responses Why wouldn’t I just use legal zoom? Because you get more for less. Expense- $149 for a will for 1 will, 250 for two. A family trust is $249. A complete medical document package begin at $39 each. Updates or changes are $28 each time they are changed. Accessible-The vault is a valuable family treasure that is included and holds all your documents and other vital papers-scan it, keep it

$19.99 per month for basic documents Rocket lawyer $19.99 per month for basic documents $39.99 per month for all documents No vault Charges never end Document factory, not estate planning specialists Fees are per person No American Bar Association

American Bar Association Award The NetLaw Advantage American Bar Association Award One time payment covers both spouses and family trust Includes medical documentation Digital access and smart phone app Family vault, unlimited updates Single $8 support provides continuing access and peace of mind.

Continual updates and improvements Email within the app The biggest advantage? You NetLaw support Continual updates and improvements Email within the app Confidence in the documents Pet trust now, special needs trust coming

The Best NetLaw Script! Would you like to put the first will in your name or your spouses name--------? Actually, It won’t matter since you will be filling out the smart guide at the same time. You will like no repetitive typing the same information over and over because our smart guide will fill in each document from your one time completion. Plus, you don’t have to complete them this week or this month, you have a full year to think about your decisions.

Last script… Thank you…. Remember that after the first year, you will want to continue your family vault. Your passport, holiday pictures, old photos, family recipes will be available for any one in your family to share and add new ones as time passes.

Call Mark, Vanessa or Mary We are here to help-- Call Mark, Vanessa or Mary Check out Step 6 In the app store 1-888-604-4789 See you next week!!!!