Zillions Club

First time: I completely understand. But like I said, the union only allows us out one time — in fairness to all the other members waiting. Now were you leaning more towards the first option, or a little bit more towards the second?

Second time: I'm not really one that makes decisions on the spot either. But the reason the union sets it up this way — we work with 30,000+ unions and associations. There's billions of you guys and only so many of us. If we went back and forth twice with each member it would literally double the time to get out to everyone else.

Then drop the bomb: So let me ask you this — if this $50,000 guaranteed to go to your family when you die was FREE, you'd jump at it, right? Exactly. So it's not a question of if this is necessary — it's more a matter of if that $25 a week is going to be comfortable for you and your family, right?

Then: So is this $25 a week going to take food off the table, or probably just put a little crunch in the budget? "Crunch" → reclose at the same price. "Food" → REDUCE the coverage and reclose lower.

★ RELAX FIRST. Sit back. "That's fine." ★

The Power Hour: Let's say you go into work tomorrow and your boss says, "We're going to have you work 41 hours this week instead of 40." Are you going to go buy your dream home with that one extra hour? Of course not. Now flip it — boss says "we'll pay you 39 hours instead of 40." Are you putting a for-sale sign in the yard? Of course not. One hour, plus or minus, isn't going to change your family's lifestyle. But not having these concerns taken care of certainly would.

The Reduce: The unions make these completely member-owned and adjustable. I see how much you need this — so here's what we're going to do: we'll keep that full $50,000 cancer fund because I know you need it. We'll keep $10,000 of guaranteed death benefit. Instead of $100/month, it'll be under $50 — and I'm sure that's a lot more comfortable, right?

The Reclose: Now Joe/Mary, before I set this up — you just need to make me a promise. If this ever becomes uncomfortable, you reach out. Because if we don't hear from you, we can't help you. Can you promise me that? So all I need is your driver's license.

Joe/Mary — you're not interested because: you think you don't need it, you want to think about it, or is it a money issue?

The needs analysis has already exposed a clear need based on the info you provided. So I'm just trying to find out exactly how I can help.

What this means: the needs analysis already exposed the need for protection. All you need to do at this point is become a problem solver. No gimmicks. Only genuine concern for the client's welfare will make you win the customer in front of you.

Well actually — you don't. Who does? Everything's good now. The problem is when something happens — that's when your family will desperately need it. It's like — why buy a fire extinguisher when your house isn't on fire? Well, when the fire starts, it's too late to buy one. This is the kind of thing you can only buy when you don't need it. Believe me, what $X per week means to you right now is no comparison to what these benefits would mean to your family when the fire starts.

Imagine you had a machine in your house that printed out $4,000 a month — legally, of course. When you bought it, they offered a warranty: if it ever broke down, they'd fix or replace it immediately. Cost? 5 cents for every dollar it printed. You'd take that warranty, right?

You ARE that money machine to your family. And this — this is the warranty.

Joe — if you had a goose that laid golden eggs, would you protect the goose, or the eggs? (wait) Of course — the goose.

You're the goose. You've been laying golden eggs for your family. As long as you're here you'll make money — provide the home, the cars, the education. You have all those things protected — car insurance, homeowners, even your cell phone. But you don't think about how valuable YOU are. It doesn't make sense to protect the eggs and not the goose.

Yes — the Needs Analysis already took that into consideration, and it clearly exposed the need for MORE coverage. The last thing you'd want is to leave your family exposed to financial strain when you're not around.

The real question: now that we know you need more — can you qualify for it? And if you can, wouldn't you want to take advantage now while premiums are still low because of your age? The older you get, the more expensive it gets — and the harder it gets to qualify.

If we stacked $75,000 or $100,000 on this table, that seems like a lot. But when you talk about your INCOME — gone forever — suddenly it's not.

Your income right now is about $X a year — you've been earning that for X years. That's about $Y. How much of that do you have left? You see — if something happened 5 years ago, your family right now would be facing "what do we sell first or what government line do we stand in?" It's very difficult to have enough insurance.

I understand. Most union members like to save — and the reason you want this account is because it's the perfect account for a union member to save for the future. The only thing that can prevent that is if something happens to you.

That's why the protection part is built in — it becomes an EITHER/OR situation. If you complete your savings plan, you have the money. If something happens to you, your family has this money. That's the way you'd want it, right?

We all need advice. Your financial advisor is probably a great guy. But — he's in business to make money. Through commissions. So no matter what this deal is for you, he'll have OTHER suggestions. His suggestions. Where he makes a commission.

When this was set up, over 20,000 local unions chose this program over any other — and each union has their OWN financial advisor. The unions' only job is to protect the members' interests.

Wouldn't it be better to take the advice of 20,000 unbiased advisors over one biased one? My suggestion: enroll today, since this is the best deal on the table. If you ever find something better — run it by us first to make sure. This is member-owned. You always have the choice.

(Said to the one being asked the question)

Well — you must be the one who handles the budget. Remember, the main thing is getting in on the benefits but keeping it comfortable. Most members are enrolling at this level — is that comfortable, or should we make an adjustment?

Just because you're hesitating so long — I don't think it's a good idea you do it at this level. The important thing is getting in on the benefits but keeping it comfortable. So let's do this — we'll keep most of the benefits intact (you really do need them), we'll just adjust the amounts. That'll bring it to $X per week. Does that make better sense right now?

"Folks — I need to grab something out of my car. Why don't you take a minute and talk about what you want to do, and I'll be back in a minute."

Many times the people feel pressure because you're there. They feel uncomfortable talking in front of you. Stepping away will take the pressure off and let them relax and decide. This works almost every time in your favor.

I know it's Christmas time and there are gifts to be bought. But Joe — this is probably the BEST present you could get your loved ones. If you wrapped this policy and put it under the tree, you won't get all the hugs and kisses the toys will. But really — do they even remember what you got them last year? I bet not.

This is the most unselfish gift, the most valuable, that you can give them. The wrapped gifts they won't remember — but with this policy, if something happens, they'll never forget.

I sure wish we could — that would make my job a lot easier. But I can't send it out until we go over it and explain it first. That's exactly why we're doing it virtual. I'll have to give you the quick version — it doesn't take long. Reclose immediately. No hesitation.