TLTC Meeting Close

Goal: move the recruit from curiosity to a booked meeting with your broker. Slow your pace. Let silence do the work. Take notes on Step 4 — it feeds your SMD pipeline.

• 1

  Emotional Discovery

  "So let me ask you — out of everything I've shared, what stood out to you the most?" (pause, listen — then dig deeper)

  "Why's that important to you?" (tie their answer back to their family, goals, or time freedom; slow your pace to create emotional weight)

• 2

  Cost of Inaction / Vision Expansion

  "Thanks for sharing that. Can I ask — if you had a chance to do this, what (emphasize slowly) impact would that have on your life and your family?" (pause, let them think)

  "Exactly. That's what a lot of people love about this. So imagine if you can actually make that happen — how would your day-to-day life look different?"

• 3

  Readiness Question

  "I hear you. And let me ask… if there was a way to get started with a simple plan and support…" (slight pause after 'support') "…how soon would you want to start, to make that happen?"

• 4

  Qualifying Commitment

  "If we were to bring you on board, what qualities would you bring to the table?" (Take notes — this frames them as a potential team member and gives insight for your SMD.)

• 5

  Broker Transition Close (Authority + Scarcity)

  "Awesome. I really appreciate you sharing that. Now, here's how the next step works — it's not actually up to me to make that decision."

  "Our broker reviews each candidate to make sure it's the right fit, and they're the one who decides who moves forward." (pause slightly)

  "What I can do is set up a time for you to meet with them, so they can walk you through what it would take to get started and answer any final questions." (pause again — calm, confident tone)

• ✓

  Book the Meeting

  "Would it make sense to lock in a time with our broker to see what the possible next steps would be?"

  "I have their schedule either tomorrow or the day after. What works better?"

AMA / TLTC Business Close

Walk through Training → Licensing → Time → Investment in sequence. Each section builds agreement before the next. Don't rush.

• 1

  Frame the Training System

  "Most people who start with us don't have a financial background… would it help you if we had a complete training program in place so you don't have to figure it all out yourself?" (Pause, let them agree.)

  "We have team training twice a week — about 90 minutes each. Zoom or in-person, whichever works for you."

  "Now let me ask you — if you were learning directly from people already making six or seven figures in the business, people who started exactly where you are now… how valuable would that be for you?" (Let them respond — build value.)

• 2

  Sell Field Training

  "The first time you hear this information, it's new. The second time — 'yeah, I remember that.' By the fifth time, you're like — 'here comes that corny joke again, scoot over, I can do this myself.'"

  "And here's the best part — instead of throwing you in, wouldn't it give you way more confidence if you could actually watch real client appointments, hear the exact questions they ask, and see how we handle them… before you ever have to do one on your own?" (They'll say yes — reinforce safety and support.)

• 3

  Normalize Licensing Costs

  "To legally help families, the state does require a license. Have you ever had to get a license for work before — real estate, insurance, nursing, anything like that?" (Gauge their familiarity)

  "Okay, so it's very similar. The good news is you don't pay everything at once — you pay as you go. And because you're a 1099 independent contractor, anything you invest into your business is a tax write-off."

  Here's what it looks like: Background check $125 · Study material $35 · State exam $98 · Fingerprints ~$65–70 · License fee $193 · Certificates (AML, Annuities, LTC) $90 · E&O insurance $130/quarter.

  "Now let me ask you — if your average first client paid you around $1,000, and all these fees are tax-deductible, would that make sense financially?" (Pause — let them say yes. Reframe cost as investment.)

• 4

  Qualify Their Schedule

  "Most people start with us part-time. Based on your current schedule, would it be realistic for you to carve out about 10–15 hours a week for training, studying, and appointments?" (If they hesitate, explore schedule with problem-awareness questions.)

• ✓

  The Close

  "There's a one-time $125 company affiliation fee that covers your background check and paperwork. That goes directly to the company — not us."

  "Out of curiosity… do you feel you're currently being compensated for the level of work, skill, and hours you put in?"

  "What would change for you if your results — not just your position — dictated your income?" (pause)

  "If you started creating an extra income stream — what would that mean for your family? Would it change anything about your lifestyle or what you're able to provide?" (let them go deeper)

  "And if you didn't move forward right now, and everything just stayed the same for the next year… how would that make you feel?" (concerned tone)

  "When you think about what you truly want — more time, more income, more control — how much longer do you want to wait before you start building that for yourself?" (slight pause, nod)

  "It sounds like you see how this could really make a difference for you, right?" (pause)

  "So the next step is simple — we'll get your background check done and get you plugged into the system so you can start your training and see how quickly you can grow. Sound fair?"

IUL Close

Frame it as a strategy that protects and builds — not just a life insurance policy. Floor + upside + tax-free retirement income is the core story.

• 1

  Open — Frame the Two Jobs

  "So, let's talk about Cash Accumulation in Life Insurance. It's one policy that does two key things."

  "First, it provides protection for your family — if something unexpected happens, they receive a tax-free benefit."

  "But what really sets this apart is that you can use it while you're alive. It has built-in living benefits — funds you can access if you face a serious illness, need long-term care, or are diagnosed with something terminal." (pause briefly to let that sink in)

• 2

  Emotional Connection — The Why

  "Let me ask — how important would it be to know your family would have immediate access to tax-free funds if something ever happened to you?"

  "Right. That's peace of mind. But the real power of this strategy is how it helps you build wealth for your future — not just protect what you have today."

• 3

  The Floor + Upside Story

  "Your cash value is linked to the market's performance — so you capture the upside when it grows. But there's a guaranteed floor, which means even if the market drops, you don't lose money. Historically, these policies have averaged around 8–9% rate of return over time."

  "How would it feel knowing your money could grow with the market — but never be at risk of a loss?" (They'll say it feels a lot safer.) "Exactly — growth with peace of mind."

• 4

  Retirement Framing

  "This is where a lot of people really start to lean in. Everything growing in the policy is tax-deferred, and you can access it tax-free later. So instead of pulling money from a 401k or IRA and paying taxes, this can become a supplemental, tax-free income stream in retirement. And if you don't end up using all of it, the rest passes to your family tax-free." (pause for emphasis)

  "Would you agree that having a strategy like that could make your retirement plan a lot stronger?"

• 5

  Control & Flexibility

  "Unlike other accounts, there are no income limits, no age restrictions, and no penalties for access. And because it's permanent, it never expires. So whether you're planning for retirement or long-term financial security, it keeps working for you the entire time."

• 6

  The Choice Close — Funding

  "Depending on how much supplemental retirement income you want to build, there are a couple of ways we could set it up."

  "Some clients start with a $250,000 death benefit — funding between about $250 and $750 a month. Great for steady growth. Others go with a $500,000 policy — more flexible at around $500 to $1,500 a month — and that allows for more long-term, tax-free income potential."

  "Between those two, which do you feel fits better with your retirement goals — the $250K or the $500K?" (wait — don't talk over them)

• ✓

  Qualification Close — Start the Application

  "The only catch is — because this strategy is tied to life insurance, you do have to qualify for it. And unfortunately, some people who really want the benefits aren't able to get approved." (lower voice, slower pace)

  "So, would it make sense to at least start the application — just to see if you'd qualify while the option's available?"

  "Starting off, how much would you feel comfortable investing each month into this IUL?"

Fixed Index Annuity Close

The FIA story is simple: they get the upside of the market with a guaranteed floor — no principal loss, ever. Lead with their fear first, then show them the solution.

Use these to evoke emotion and uncover the pain of inaction. Let them answer — don't rush.

• Q

  "Did you lose any money in 2008? Or during COVID or other market dips?"

• Q

  "If the market crashes and you're already retired, what's your plan?"

• Q

  "How important is it for you to have a steady paycheck in retirement?"

• Q

  "Are you okay with going back to work and doing it all over again?"

• Q

  "If your account dropped from $100,000 to $50,000–60,000 overnight — how would that make you feel? How long do you think it would take to recover?"

• Q

  "If you could talk to your younger self about your finances, what would you say?"

• Q

  "What's your biggest fear when it comes to money in retirement?" (Many say: running out.)

• →

  "I'm sure you'd rather be the person who says, 'I'm so glad I did this,' versus 'Man, I wish I would have done that' — would you agree?"

• →

  "If I could show you a way to protect your money so you never lose principal and still get guarantees and growth… would you be open to that?"

• →

  "If I could show you what wealthy people do with their money to protect it… are you open to seeing that?"

• →

  "The best money you ever make is the money you don't lose — does that make sense to you?"

• →

  "A lot of my clients are choosing to protect assets right now given what's happening in the market — what do you think about that?"

• P

  "Do you feel like this could be the answer for you? Why though?"

• P

  "Out of everything we've discussed, what stands out most to you?"

• P

  "What specific aspects of this — protection, guarantees, steady income — would help solve your biggest concern?"

• P

  "Based on what you've shared about your situation, does this feel like it aligns with what you're trying to achieve?"

• ✓

  "Which option feels better for you — this one with more guarantees, or that one with potential growth?"

• ✓

  "Are you ready to move forward and protect what you've built, or do you have any other questions before we get the application started?"

LTC / Hybrid Annuity One-Pager

From Mitch. Less info = more sales. Focus on their problem → your solution → peace of mind. Print. Practice. Use every appointment.

• 1

  Their Problem

  "You're worried about [their words] draining your savings on care."

• 2

  The Solution

  Stand-Alone LTC or Hybrid Annuity with LTC Rider.

• 3

  How It Works

  You put in premium → Insurance company guarantees lifetime income + protected growth. If care is needed → unlocks a larger benefit pool. If care is never needed → money stays yours or goes to your heirs.

• 4

  How It Resolves Their Problem

  Turns fear into guaranteed income + care coverage. No more burning through bank savings or 401k.

"Which one gives you more peace of mind?"