Income Replacement Plan with Tanya Hughes

Michael, when I came into this business, yeah. And I had a lead and it said 75 years old on it, can you tell me, was I like, what did I say?

Oh, my gosh, why am I getting these 75 year olds? What am I supposed to do with this?

When I figured this out and I mastered it, everything changed, okay? So when I figured this out, I mastered it. There are people today that have been in the business for many, many years and still have not mastered this, okay? But when I had a 75 year old and I had a lead, I spent this money on a lead. I was going to the appointment, remember? I was in person. I was literally, like, shaken. Like, I did not understand. Like, I had so much anxiety that I'm like, I would never spend crazy amounts of money on this. Like, I would not do that. So one don't prejudge because when people are in retirement, most of their bills are already paid. They really are. So, you know, I'm sitting there going, that'll be $150. You know, I mean, I mean, it killed me. And Bill Martin, I' guys, I give a ton of what I know to Bill Monty and also Charlotte. He was an amazing. I could not have been trained by a better person. An amazing friend who's been there, you know, the good, bad, and the ugly. She was there on my doorstep the day our son passed away. She was there when I needed her the most. She helped me in the business. And she showed me not just to be there, you know, in business, would be there in life. And so we're here for you guys in life, not just in business. And with that being said, I had an amazing trainer who taught me a lot. And I was able to take all, everything I've learned put together. And so I give the credit to Bill Martin and Charlotte McCautry because I am Bill Martin in A Girl With Lottie. I learned a ton from him. You can still listen to Bill and Rob's Adventure Hour. It is still on the echo site. But I learned a lot from him. And so, so when I figured it out and one of the things he said, and I remember it, and I was like, you know, sitting here in front of this, like, guy and going, $150, $200, $something. You know what I mean? And it killed me. I could feel like the irk in my voice as I'm trying to say it, because in my mind, I couldn't even hardly pay my bills. And I'm telling them to go pay $200 a month. On a policy, right. But what it didn't. Because I'm thinking they're older, they're retired. And then it clicked. They are older, they are retiring. All they want to do is protect the person that gets left behind, right. And to be there for each other. And they don't have a lot of bills. Most of their bills are paid off, right. So how could I create that pain in someone that told her. This is what I knew, I mastered it. This is where I knew I mastered multimillionaire. And I asked the question, what do you currently have in place? Oh, I've got a million dollar life insurance policy. I've got this investment, I've got this investment, I got this investment, I got this investment. Tons and tons of stuff that he could rely on if you were to pass away. But he requested the information. Why? Just because they say, oh, I don't know, I didn't know what that was. There's a reason. Something crossed their mind and made them call in. Something crossed their mind and made them call in. You've got to be the detective and figure it out. But they're not going to tell you. They don't even know. It's an emotional deal. Send it in, they're done. Okay. You got to figure it out. So I had to figure out why. Why do we need a multi millionaire bill out all this stuff. And he had plenty of money and he would pay off his house if something happens tomorrow. Here's what I discovered. I said now most people your age, you're 80 something years old, you know, he was a dentist, he had had all this stuff he did. Most people your age typically looking for something that just gives their wife's little crime. Something happens that they can sell the home, you know, so typically do an A, a B and a C. So we do give her 12 months, 18 months and 24 months. I kid you not. A multi millionaire who has a multi million dollar life insurance policy and has investment and all this stuff. This is when I realized I mastered it. I said now this will pay the mortgage for 24 months. If something were to happen, you could give your wife time to sell the home and say that I'd already asked in the home or would you sell the home or would you stay in the home? Those are in that trading packet keywords. I probably sell a home. Most people would. So we wanted to protect that equity. So a multi millionaire who's got tons of money went and spent $360 on a. What was it? It was like $24,000 policy because it would pay the mortgage. And she didn't have to worry about me dumping into his investment. And he let those continue to grow while she was Shell. So that's when I figured out that I had figured it out. Okay, so let's talk about it. I'm gonna make something up. Look at these leads and they're like, okay, let's just do this. Okay? Let's say you've got. Let's just create this. Oh, we're gonna do A. He's 70, 75. Okay, 75. We're gonna call him Joe. We're gonna call this Mary. Who wants to be Joe? And Mary to come sit up here.

I'll be Joan.

Okay. Come on, Joe. Come on, Jordan. Come be married. You're. Oh, married. Actually, we're gonna reverse this. We're actually gonna say this. Okay. We're gonna say Joe is 83.

I'm making 83. But that's pretty nice.

You'll make 120. Mary is.

Old.

30.

They just bought a $300,000 mortgage. I hear this all the time. Yeah, I don't think we're getting too old for this. I don't think we're going to qualify for it. I said, man, I cover people 85, even up to 89 years old all the time. Mortgage protection, that's crazy expensive. We definitely find something that fits your needs and budget. My job, just to get the information with you. What you do is up to you. Set the appointment. Okay, well, last guy told me it was like, crazy because, man, I hear that all the time. You know what? We represent a lot of companies. I cover your age all the time, okay? All you have to do is get your foot in the door to be able to talk to them. Okay? Here's what you got to do. You got to help create it. And this is. Well, not. This example is not going to be in the packet, wherever that packet is. But the same concept is in the packet. Okay? Joe's retired. Okay? Mary's retired. You can do the same concept. You have one working and one not working. Okay? Mortgage is $300,000. Agents tell me all the time, make sure they're on that. Oh, my gosh, I can't believe this. Eight year old buying a $300,000 mortgage. And they think they can cover that mortgage. They're either too sick or too. I don't know what, And I just can't cover them. Find an excuse. You find a reason, that's an excuse. You're not digging hard enough. They Requested the information. They know they need it. Now you got to figure out why. So you're the detective. You're kind of like the cancer doctor, but you're the financial cancer doctor. You gotta go find the financial problem in their home. You're looking for the financial cancer. All right, they have a $300,000 mortgage. Guess what? It's a 30 year mortgage. Do you think you get an 83 year old a 30 year policy? No way. Not at all. Let's say, let's say Joe may have had a heart attack, you know, like two years ago, drinking all those energy drinks. Yeah, there you go. He had a heart attack. Okay. Heart attack. We're going to say three years.

I was going to say about getting married for 50 years. That was a joke.

Yeah, yeah, I got it. Okay. And Mary over here, she's really young looking and she looks amazing and has no health issues because she's taking care of her body her whole life. And she just has different kind of medications. So she's doing really good other than she's just tired all the time. Well, she's tired all the time. She doesn't work. She takes a good blood pressure medicine. She takes like a cholesterol medicine, but no heart attacks or strokes, nothing like that. Overall, pretty healthy, makes some payments and she's got all rights, so she takes methotrexate or something. Okay, now the next thing you're going to find on the next training is I'm going to have key medications that we're going to put in there of what medications to know. So even if you are a brand new agent, if they go, hey, I go, okay, do you take a blood pressure medicine? And they go, yeah, okay, great. Is it lisinopril or amlodipine? What medication is it? You may not know one thing, but if you know a couple words on medications, you create the illusion, if you will, that you know what you're doing. Maybe illusion is the wrong word, but you become. People are confident that you know what you're doing. People buy from people they like and trust, period. Why did I write $19,000 in two days? Well, one, I've worked really hard to become the best I possibly can be. You are the value. You're banking. Accountant Jim Rohn says, if you ever see Jim Rohn, I love him. He says, you are the value. The value you are in the marketplace is reflected in your checking accounts. So if you want to know the value you are in the marketplace, check the checking account. I was like, all right, that's interesting. So the more I worked on me, the more I'm taking your time. So when you think, I don't want to read that 15 minutes, maybe you didn't want to. Want to make that 1500 bucks either. If you can't get 15 minutes, maybe $5,000 a week, right? So you gotta give something to get something in turn. You gotta sacrifice that 15 minutes a day. Because guess what? That 15 minutes a day now is the 30 minutes a day you hit. 15 minutes times 12. You know what I mean? Times 15 minutes, times seven days a week, times 30. Times 12. You do the math, and you can see very quickly how it adds up, right? Building, like, atomic habits. Building habits and being consistent is key in this business. You can ask my husband. I am very much like, I've got a dial, I've got a text. I have in my mind. I already know what I have to do, and I work everything else around it. You got a plan ahead if you know you got a vacation coming up. Well, number one, you shouldn't go on a vacation if you can't afford it. If you got Christmas coming up. Let me tell you what Michael didn't tell you. Our first Christmas, we were determined to not spend any money on credit cards. The very first time we had no money, well, we couldn't spend money on credit cards. What are we talking about? They were gone. Like there was nothing left. There was nothing left. You couldn't do it, right? But we could get a credit card and we could put it on there, but we would return that. We were not going to spend one dime on our credit card. That every single thing we got, our kids for Christmas is going to be from us, from our hard work, from our dedication, and not because we put it on a credit card. That was our goal, one of our first goals. We did it. We got there. You made it happen. Where there's a will, there's a way. Whether it's people you know, whether it's leads, I don't care. You will find either an excuse or you will find a reason. That is up to you. I don't know if you have it in you. I don't. If you love and care about people, though, and you're willing to give it everything and you're willing to learn. I can't teach you love and care about people, but I can teach you pretty much everything else. Everything else I can teach you, but if you don't love and care about people, you're in the wrong business, because you. And we only want People with us who love and care about our people, who want to do what's best for them. So now I'm going to be sitting with an 83 year old and a 75 year old. We're going to talk about it. Let's talk about it. Joe, you're 83 years old. Live a long life. You've married. How long have you been married?

50 wonderful years.

Wow, that's amazing. That is so awesome. Well, my husband's parents just had their 50th anniversary. Pretty cool. You don't see that happening very often. I say that be real. Like I'm seriously saying this stuff. Be real. Be you. It's amazing when you meet someone 50 years in a marriage. I mean, I thought they've been married like four times already and they're like 30, you know what I mean? Like, it's not normal to have a marriage for that long. So they stuck through it, right? Relate to them. You gotta relate to them. I try to find something good in every one of my clients and something I can learn from them that helps me be better. Not only whether in my presentation or just talks to me. Maybe it's something I need to learn to help me be a better place to look at life a little differently. Right. So 83, he's retired. So, Joe, you. You don't work, right?

Not anymore.

Not anymore. All right, so you, I'm assuming you have Social Security, is that right?

Should I have Social Security? Yeah, yeah, you get a Social Security.

I want you to tell because you're not Social Security. Can you tell me how much you make a month, Joe?

In Social Security?

Yep.

1500.

Okay, you made about 15. All right. You make $1,500 a month in Social Security. Do you have any other income that comes in, like retirement, anything like that? You have no retirement either?

No, I spent it all.

Oh, wow. You done screwed us, so. All right, Mary, Mary, you work a long time. I know you were. You. You worked along with that. And you're 75, you just retired, is that right? Yes. Okay, so you're getting your retirement now, right? How much do you get a month in retirement? Just make it just, I don't know, like. Yeah, 2000. Okay, we'll say 2000. Okay. And you're getting your Social Security? Yes. So about. How much did you get in Social Security? 1600. I wanted to one of you. Okay. Is that too much? No, no, no, it's not too much, but I want to do a little different. I'm going to put him in a Thousand. Just so I can help make it more dramatic for you guys and so you can see the difference.

I already didn't have any retirement. I took a third of my expense.

Man, that's your own fault. And you got yourself down. I'll tell you.

Shouldn't have studented.

Okay, like this is really a real situation. Like, these are real situations. Seriously, you're going to see this. Okay, I can't put them on a term policy. Mortgage protection typically is a term of some kind that gives living benefits. There's no way. Can't do it, right? A lot of people have life insurance. When I ask them, what do you currently have in place? And they go, yeah, I got life insurance. Oh, you got a death insurance policy? They go, what are you talking about? So you gotta die to use it?

Yeah.

Okay, well, this. So that's when they can get the living benefits. Now they're too old to get living benefits and they're not really worried about it because their income doesn't change. If he gets sick, does his income change? Nope. If Mary gets sick, does her income change? Nope. But where does it change when they pass away? Okay, so same situation. You got to create the pain again. How much is your mortgage payment in a month? Okay, we're going to call it 2,500. Well, you probably have a really good rate VA loan or whatever. We'll call it 2,000. Okay, $2,000 a month. Okay. That's what their mortgage payment is right now. Now, I'm going to tell you what most people do now. My job is to kind of paint this picture and see where you're coming from. Again, I'm painting the picture. My job's to paint this picture and see where you're coming from. But I'm going to ask you some questions to help me understand where you're coming from. We're assuming I already know. He's had a heart attack three years ago. Just so you know, Stephen. And I was really healthy. I took care of my body. I watched my ache my whole life. So I haven't had any. Huh? Mary, Mary, Mary, Mary. Yes. Okay, but it's based off of her. Yes, based off. There you go. Okay, but this is. These are real, real stories. I sit with people every single day, okay? They've retired. Guess what? They have life insurance at their work. Guess what they don't have. Now let me ask this question. What do you guys currently have in place? Just kind of help me understand where you're coming from, because I need to be able to paint this Picture and see if something happens to you. Joe, how does that affect Mary? And if something happens to Mary, how does that affect you? What do you currently have in place?

We've got, like, a burial policy.

All right, so you got like a $10,000 policy?

Yeah.

Awesome. You mind asking who that's with?

I don't know.

You know what your policy is?

What? Our policy.

Okay, so you got to bury our policy. We'll just assume they got a good policy. But I always want to check it. Okay. Because my mindset is if I find out tomorrow they get a car, I can get on that tv. And I didn't check their policy. That's on me. I take it personally up on my shoulders. If that person tomorrow is on the TV screen. And I was. And I sat with that family, whether virtually or in person. And they don't have something that's on me because I didn't do my job. And I tell them that. That I care about with people. People don't care what you know, so they know how much you care. Okay. All right, so let's talk about it. So they have $10,000 policy, a burial policy. Okay, that's great. Okay, so I'm going to ask questions to help me understand exactly where you guys are coming from and so we can kind of paint this picture. All right. Now, Joe, you get $1,000 a month, right?

Yes.

All right. And Mary, you get about 3,800. Right? Okay. Retirement. Typically, most people do not get all the retirement. They get a small portion of it. Some will get 50%, but most of them don't. It's even smaller than that. Okay, how come? I guess I gotta look that up, but I didn't realize that's how they said retirement up. So a lot of people, there's two ways you can set your retirement up. You can do it at 50, 50, very little. Few people do it because when they retire, they get less money up front. So they rather have more money up front. Right. Like while they're alive than if they pass away and then they don't have it all. That's how most people, across the board, that's how it's set up. A lot of businesses retirement no more than 50%, but a lot of them are even less than 50%. So you gotta create the picture. Do you see how we're creating the picture? Yeah.

All right, so like pensions.

Yeah, like retirement. I'm going to ask him that question. So I'm going to say, Mary, out of your. You get $2,000 a month. In retirement, right? Yes. Okay. Out of that retirement, how much, if something happens to you, does he get? Just say 50%. Okay, so he's going to lose a thousand. So I'm writing this on my paper, right? Literally, that's what I do. I can't write at angle, okay, and let's see, you get eighteen hundred dollars a month in Social Security, correct? Okay. Now if something happens to Mary Joe, you're going to lose $1,000 a month. Hey, you're going to lose $2,800 a month. That's what you're going to lose. Let me explain why. I'm going to tell them. Now, Mary, if something happens to you, Joe is going to get 50% of that retirement. But he's going to. You're going to. You get the higher of the two. So you're either going to take the Social Security of his or your Social Security. But because your Social Security is higher, you're going to take. Joe's going to get your Social Security and lose his thousand dollars.

So it's actually 1000.

Wait, no, hold on. No, it's 900 here, so it's 1900. No, no, because look, you have a $2,000 retirement. 50% of that is a thousand. So you're going to lose a thousand.

And then you get that higher number, but you lose that number.

Right? So he's losing a thousand. He's losing a thousand. But he's already losing a thousand here. Plus he's losing the other. He throws 2,000. Oh, Bocce.

Sorry to have a public fight.

I'm the numbers guy.

Okay.

Clearly. Well, I kept thinking my mind out of something.

Okay.

But you've got to point it out. A lot of people aren't thinking about this. Here's the good news. The good news, Mary, is he's going to get. He is going to get that. He is going to get this $1,800. Right? So here's the thing. Now, I've learned this through. I've done it. This is mastering. Takes typically six months to get that Social Security over from her name to his name. Does the government do anything fast? Do you think they're going to jump on this? They're not. I actually have a current client. We thought it was going to be the wife that passed away. She had a stroke when I met her and all they could qualify was something was doing, like an income replacement plan. If you have not watched it, you watch the client. I'm in a meeting. Okay. You wondered by Pete Beckman, you need to Watch that and you'll understand what I'm saying. This wife, one or two childhoods. This wife had had a stroke and her husband was healthy. It was a year and a half ago, right in the middle of COVID I got a phone call from her daughter. And she said, you're never going to believe this. I said, what? She goes, my dad passed away and my mom's still alive. Are you for real? We thought your mom was in dying, too. I know. She said. She told me. And so she had called me up to let me know that it's the mortgage protection that I put in place that had allowed her mom to stay in the home because it took six months to get that Social Security over in her name. It's a true story. Guess what? That six months made a difference. Do you know why it made a difference? Because she didn't get her house foreclosed. Now, when she got that Social Security in her name, she was. Okay, so you're creating a bridge for them. Are you with me? Okay, so $2,000 a month is on, right? And I tell them, if something happens to Mary Joe, you're gonna lose that $2,000 a month, right? This is gonna be going away. And I write it down just like that. I'll be like, okay, he has. This is what he's losing. And on my paper, I'm putting 2000amonth is what he's losing, okay? So I can. I'm creating the picture. I've got to feel the pain for him. Turn it back around. I'm gonna go now. If something happens to Joe, Mary, you're still gonna get your. Where's my eraser? So I already got Alzheimer's. Don't speak it.

Yeah, don't speak it.

Okay? It's just my brain gets going, okay? So, Mary, if something happens to Joe, you're gonna lose that thousand dollars, okay? But you're still going to have your $3,800, okay? So you're going to lose $1,000. Do you agree that the most important person to look at if you only choose one is Joe right now?

Well, we want to get the policy of Mary, right, to make sure that I've got some money laying around, right?

Well, because you're going to need us. You're going to need at least six months to get. Because you're losing $2,000 a month. Better hope your dog starch. Okay, now if something happens to the Joe, Mary, you're just going to lose $1,000. Okay? Now do you agree that Joe's going to lose $2,000 a month. Yes.

Right.

But the biggest problem is initially it's going to take time for this to get over for that six months. So we like to do something that pays a mortgage. I like to do an A. Do you see how cute, Simple. A, B, C, ABC. Just the ABCs. A, B and C. Okay, I'm going to give you an example of two ways you can write it. Michael, I want you to run something. I'm going to take $2,000 a month. $2,000 a month. Okay, I want you to run. Let's just do an easy. Let's just do America for easy. Or let's do America senior shorts. Do that one. I thought Americo's always like more expensive. It depends. They've actually gotten. Their rates are more competitive. And I love the new agent tool that you can text the authorization code because people in their 80s have a hard time doing these email things. I'm like, oh, did you get that code? Yes, ma'. Am. Okay. Did you get that code? Great. I'm gonna put it in. Okay, great. I'm gonna send you one more. Can you have that code? Yep. Perfect. All right, you're good to go. Yeah. It is the game changer. Because when you hear about someone at 83, technology is not necessarily the thing and they get frustrated.

Yeah, it is.

It really is. I sat with a lady yesterday. She loves her soul. Her Internet kept dropping down on the phone six different times with her. And she's like, oh, you're so patient with me. I'm like, it's a man. Had six kids. I got a lot of patience. So she's like, I'm so sorry. It's okay. You can't control it. We gotta control. We'll just work with it. We'll do it. We did it. We made it work. Okay, so we're gonna take 2,000. Remember how I do? So when they're in their 80s, I typically do like a 6, 9 and 12. That is it. When they're a little bit younger, like in their 70s, I might do a 12, 18, 24 month. Okay, you're gonna see what I'm talking about. So I'm gonna do it two ways. My goal is to take 2,000 and we're gonna do times six. Yeah. So that's. So it's gonna be $12,000. I want you to run 12. How much? $12,000 on an 83 year old?

On a 75 year old, you're looking at code.

That's fine. Oh, that's too. Mirror. That's fine.

103.50.

10350. Okay, budget wise, where does that fit for you guys?

This won't call.

Maybe it's okay, but let's go ahead. And we're going to run some different numbers. Okay? So I'm gonna say I'm gonna do it two different ways. You're gonna watch, you're gonna see it. Okay, so $12,000 is $103. That's what Mattel. That's all there is. $12,000. 103 bucks. Okay. All right, the next one I want you to do is I want you to take 2003, which is 6,000, and tell me what that number is. Guys, if you're on here, this is key. I'm telling you, this is key, key, key. And every single person that's not on here is missing it. And then I'll have a recording of it anywhere. I'll be doing it.

5,000, 365.

Okay, 5,365. I'm gonna say, okay, now we can get you $6,000 and 53 bucks a month. Okay. All right, next one. So I got. I'm paying them, so now I'm going to take two times nine. So nine months, which is 18,000. Yep.

153.36.

Okay. Okay. So now, Mary, we can also get like 8,000. $18,000 for you. That'll be about $153. Okay. When I first came into the business, this is exactly what I did. I sat across the kitchen table, I looked Joe in the eyes, and I said, now, Joe, I can get you $6,000 for 53 bucks a month. How does it fit your budget? He goes, all I get is $6,000 for 53 bucks. Yep. Sorry. The older you get, the more expensive it is. I didn't know what to say. I was a new agent, or I sit there across from Joe, they have nothing. And I go, now, Joe, I can get you $18,000 for $153. How does that fit? 18,000. That's all you can get me? I mean, I can do more, but it's going to be more expensive. That's just too expensive. And I would be like, you're right. I completely understand. So, sorry, let me walk out. You know, if you need anything, here's my card, and I'm on my way. When I mastered this, I figured it out. Changing. It's not what you say, it's how you say it. It's not what you say, it's how you say it now, Joe, at minimum, we want to protect the equity. Because if something were to happen to Mary, you've got a lot of money sitting here in your home, but minimum, want to protect equity, at least give you time where you can sell the home and save the equity. So today we're going to look at something that will at least allow that or the bridge to get that Social Security in your name, right? So if they're, if they say, yeah, I'm going to stay in the home and it would be okay for them to stay in the home, then I'm going to help them see the bridge they need to create, right? That's that. Six months. So I'm going to turn back around, I'm going to redo it, I'm going to revert it to this. All right? Now, y' all remember how we talked about if something happens to Mary, we're going to need six months to get this Social Security in your name. Once you get that Social Security in your name, that'll give you that, you'll have that $1,800, right? He's still losing $2,000. So it's still probably going to sell the home. But we don't want to have to do is in 30 days. I tell him, I said, well, we don't want that to happen to Joe, Mary, if he's got 30 days to pack up and move. Because here's the thing, banks don't care if you pass away. They don't give you this, you know, I'm so sorry. Let me just pay your mortgage for you. The bill's still coming, okay? So this is going, this is going to give time. Joe, everyone needs at least six months. Now if we can only get you three, we just do three. But everyone needs at least six months, right? They don't have to worry about anything for six months. You should never have to make an emotional decision during some of the hardest times of their lives, okay? So everyone needs at least six months. So, Mary, what we're going to look at is. So let me ask this question. If something happens to Joe, which are you married? Joe would have six months to get on his feet for you to sell the home and save the equity, okay? And that's going to be $103 a month. That is something permanent. It's a locked in rate, locked in coverage. If anytime something happens to you, Joe is going to have six months, get on his feet, sell the home and save the equity, rent out the home, do whatever it is that he needs to do budget. Wise word does that fit for you? Do you see the difference between putting just $12,000 now you are creating value in six months. It's the same thing. When I figured it out. When I figured it out. It's not what you say, it's how you say it. And help them see it's creating value in what they have in what they can afford. The timing, time is everything. Six months gives them time to sell the home and save the equity versus losing everything they put into the home. Most people when they get into a home, they've at least put a down payment on the home even though they have no hardly gained any equity. Right. And today you're healthy, you're doing good. We don't know what tomorrow is going to bring, but today you're doing good. Right. So I'm going to do the same thing, pays the mortgage, right. And I, you know, and I put this on paper. Or upon death, right. For this would be the nine months time us And I'm going to do this one that pays A for three months. Would you agree something's better than nothing? Yes. If I had to sell a home in three months, I'd at least get something. Okay, so Mary and Joe, we need to find something that fits your budget, makes the most sense for you. Between A, B and C. What fits your budget and gives you the most, gives you that peace of mind knowing Mary, if something happens to you tomorrow that Joe is on the streets and he doesn't lose everything and having to go live at all the kids place in the middle of a major emotional decision. I have to pack up this house and move. Do you see how I'm creating the picture? You're creating the picture. The better artist you are. And I'm not an artist by the way overall did because that is why my husband did and my daughter did. But the better you can create the picture for them. When you create that picture for them and help them see it, they visualize it. That's when you really start making money. You'll make money all along. The easy ones. I'm not. I'm teaching you how to overcome the ones that are not just. Yeah, just give it to me. I just want you give them all the time. Yep. I don't care what it is, just give it to me. I'm paying for it. Most of them aren't that way. You gotta create the pain you're creating. Build rapport, create the pain. Create the band aid or the bridge and help them have that peace. Of mind. So when you are done, they know they can sleep at night knowing that if something were to happen and they don't wake up the next morning, they would be okay. So between this one, this one, and this one fits your budget makes the most sense to you. Remember, today we're just going to get your foot in the door to fit your budget. Where you're at today, you may be paying off some bills, trying to get some stuff done. We can always add to it later. People do it all the time.

So say I want to take the.

B for a couple months just to see how that goes. Then I can switch it to the A to see how my finances is 100%. So today we're just going to start off with this just to kind of get something started. Right. So if something happens to you, he at least has. He would at least have six months where you can get that Social Security to be his name. And once he gets that his name, yeah. He's still going to lose $2,000 a month, which is basically your mortgage payment. Might be able to straighten things around right. Until he can, but at least he's got that extra time to sell the home. Okay, you created value and even right.

Here.

For $6,000, don't pay his mortgage for three months. You create it. You can help me see, that gives me three months. Because we're sitting with people today in their 80s that have nothing, nothing, and there were nothing, nothing. So they get no time to breathe and they get no time to figure things out. You are creating the bridge. So I'm going to do that for the Social Security and turn back around and do the same thing for Jo. And I'm going to say, now Jo sitting up, she's going to lose $1,000 a month. Mary, the majority of the income is on you at $3,800 a month. We can look at something for. On Joe for you. But honestly, the most important thing is because how hard it is on him. Do you want me to go ahead and look at something for you?

I'll probably need a thousand dollars of groceries if I pick up. So when I'm gone, it'll just be a wash on purpose.

Oh, my God. So I had this exact same situation, but they weren't older. They were in the 70s and they were sick. And they didn't have a whole bunch of stuff. They had some life insurance. They had some burial policy. You could see that the husband. The bigger concern was more on. It's kind of a similar situation. The wife was going to have a hire. He wasn't going to have much. And I asked because I want to always ask them, you know, are you. You know something? How does a life look like for them? Let them tell me how it looks like. Okay, so are you looking at both of you or just one of you? Well, if you get involved, if you'd like to. I had this idea, and I was like, okay. I tried to convince her the most important one is him. Right? You agree with that? Yeah, yeah, yeah. But I want him to have something. Okay, that's fine. Right? I want. Joe was like. The husband was like, I just want her to have something, you know, so I don't leave her with nothing. That's okay. No problem. You want me just to do like, maybe some pace for three or six months. Great. So we went from having 103. When they created the value, they end up with $330 a month. Why? Because that's what they wanted. I didn't tell them. Do you see how I don't tell them what they need? I'm asking them a question. Every someone told me, and I took offense at first. You know, I was knocking on the door, and he goes, man, you are the best salesperson I ever had. I said, if you think I'm a salesperson, you probably just need to let me leave, because I don't like being called a salesperson. They have a bad rep. He goes, let me re say. He goes, I've been in the sales industry for over 40 years. I've never seen someone sell things the way you do.

Wow.

And I said, okay, I'll take it as a compliment. And I'll say. I said, but explain yourself to me. And he said, everyone wants to buy, but no one wants to be sold because you guide them to help them see where the need is and let them buy and not feel sold. Powerful. Right? And I thought, okay, you can call me a salesperson. I'll take it. But I don't like to be called a salesperson. I will tell people that because to me, salespeople have a negative. Just trying to get that deal, just trying to make that money, just trying to make that buck. And I don't want to be known as that person. And there's agents out there that are like that. I will tell my clients, listen, I'm not like every other agent out there. I'm just telling you right now. I do think it's completely different. I'm going to ask you questions. I really do care. I want to create in my Mind what life looks like for you. So I can see it. And so then when you create this picture, they're like, wow, we never thought of it that way. You know, what if we just had that time, give that Social Security, that would. He could live, he could sell a home. It gives them auctions. I mean, we can do that. So you are creating value in only six months. What looks better to you? Saying, pays a mortgage for six months or $12,000 for $103, you guys, for six months. Do you agree, Steven?

Yes.

Do you see the value in this? This is golden, guys. This is golden. I tell you, this is golden. This is golden. How did I write 19,000 in two days? Of course, I gave the credit to the Lord because I am very blessed. But it is because I have mastered learning. This is a craft. I have perfected the craft and continue to perfect the craft. And now I'm teaching you how to do the same thing. All you got to do is be a good copycat. Don't reinvent the wheel. Don't do it your way. Don't go, oh, I got this better. Yeah, if you got a better way, great. If you're making more money than me, you just go ahead and do it your way. But if you aren't making more money than me, I suggest you do it the way I'm doing it. If you want to succeed. And once you make round, maybe your thing or once you get comfortable doing your thing, here's the thing that a lot of agents do. They'll start doing it our way. It's working, it's going good for them. All of a sudden I think they just know everything. Try to overcomplicate things. Trying to make it a lot harder, right? Trying to do things and get all fancy. Try to overcomplicate. Oh, let's do this smart. Ul do this. You're going to learn it. It's milk before the meat. It's learning line upon line, precept upon precept, right? And it builds on itself. I am teaching you the most valuable stuff that took me six years to learn. This is golden because when I realized what I could do and how I could create that value, and they buy from your passion, you're creating it on a virtual appointment. You are the show. You know how it's a one man show. You're the show. You are the show. You're putting on a show in a lot of ways. How good of a show can you put on? Now, when I say a show, that doesn't mean be like fake. It means be real. But you got to create the energy. Because when you're in person, it absolutely is easier. Hands down, it's easier because you. I can feed off your energy. When you're on a virtual appointment, you got to create the energy, and then they start feeding out that energy. That makes sense. All right. Anyone have questions? Does this make sense virtually? Doug, does this make sense to you?

He might be at work or he can't unmute.

He might not be able to. George, does this make sense for you?

Yes.

Yes, it does. Hey, Dexter, does this make sense for you? Absolutely. It's clicking. Yeah. Absolutely. Perfect. Hey, what do you do if you have a single woman? Man loves single women. You are strong until we're not strong. And I sell her on the living benefits. And I will honestly say this exact same words. And it's a new thing I started. Listen. Now, if something happens to you tomorrow and you were to get sick, I.

Need to get this.

Do you have someone waiting, a white flag coming to rescue you?

No.

So you rely 100% on you for your income. Is that correct? Yep. Yeah. So if tomorrow you get sick and your income gets cut by 40 to 60%, what does life look like for you? It'd be tough. Yeah. You got kids to take care of, right? Absolutely. So, at minimum, we need at least give you time. We just need to get your foot in the door with what fits your budget, where you're at today. You're a single mom. You're amazing. You're doing great, and I love talking to single women because you're strong, but you're strong, and so you're not. We don't know how strong we are until we fall. Right. So this is not here for today. This is to protect you and your kids for when things aren't going good. I sat with a lady in spring. She was 42 years old. She was completely healthy. I wrote a mortgage protection on her. Six years later, she went to her obgyn, found she has stage four ovarian cancer. What we do matters. What we do matters. You are making a difference in the lives of people. Please do not get tied up in the money. The money is good, but what you do in the value you bring to your clients is even more. The money just comes when you do what's right. All right, any questions that you guys can think of. Is this helpful? Someone says no, Doug, unmuted for just a second. I don't think you answered. Okay. Is this helpful value? Yes. Was it worth your trip, Stephen?

Yes.

Absolutely.

Seeing it in person. Is it different?

Yes.

Are you going to go back different? Yes. 100%.

100%.

Stephen's going back and he's writing an app. I promise you.

Why?

Because he sacrificed six hours to come here.

12 if you count the right back.

Some people came and sacrificed 30 minutes or an hour to come here. I say if you're out of state and you hop on an airplane, you tell me, I want to come to your office and learn. Guess what? Our office is open to you. If you have people you share the opportunity with, it's open to them. It is open. It is open for everyone to be able to come and learn. When we decided we wanted to grow a business, there was a couple things people told us, and that was one. It's just a numbers thing. Just. Just go find the numbers. I don't believe that. I do not believe. Yes, there's a number thing to it when you're building a business, but there's a lot more than just a number. We wanted to create something that people loved, cared about, and I knew who we were. We want you to bring people on board that want that same thing, too. Because let's say, think of Victoria. Victoria, Right. The H is silent. Centauria. Yeah. Oh, that's beautiful. Centauria. Okay, I got it. Let's say Centoria shares the opportunity with several people, brings them to the next meeting, which we do, by the way, are going to have another meeting, and it's going to be in December, and we are going to do a drawing. And if you bring two people, then you're going to be able to get your name in three times. So I encourage you to just bring, say, hey, you know what? I don't know if it's a good opportunity for you or not. I encourage you just to come and see if it's worth it for you. Right. Just worth it for you. We are going to fill this room up whether you bring them or not. I promise you. We're filling it up. We have built it. And the people are going to come. I feel it, and I know where they are going to come. We are seeing it right now, but bring them. Let them find it for themselves. When we first came on board, someone told us it is just a number saying, don't get emotionally attached. And there is some truth to that, and I do understand that. But at the heart of who Michael and I are, we care about people. So we had a really hard time just saying we are just going to be like, look at you as a Number that is not how we look at it. We are so blessed to have each and every one of you on our team. And, you know, we've got a lot of people that aren't on here today, but blessed to have each and every one of you on our team making a difference. We do make a difference. You make a difference in our lives, and you make a difference in the lives of your clients. And it was important to us that we built something that you could be proud of, that you could duplicate, you could turn back around on a smaller scale. Do it. I mean, here, you've got Shawna right here. Shawna has an opportunity of a lifetime. How many single women out there right now are looking for earning extra income? Who do you know that has a disability? They can't work, that has lupus, that can't work, that has a great personality. But then maybe just, you know what? The cards are stacked against them. You can do this right here behind your computer screen and win at a very high level. People on disability don't have to stay on disability just because they can't go to work. Get them off of disability. This is the answer. Single women out there looking for a change, looking for something different. Tired of being gone from their kids all the time. You can do this in your own home. You can do it in your own home if you want to. But I would say same thing. Take the time to come here. If you need to come here for a week, great. You know what? Call me up if you can't afford a place to stay. And we know you. We've got a guest bedroom, right? Because we know what it's like to be where you're at. If you have the desire to win, you absolutely can here. And there's people out there that you can influence and touch their lives. I never knew. When I talked to Shawna, I remember the day, and I remember the appointment, and I remember she forgot about me. And I was like, oh, take it personally. And I remember, no, don't take this personally. The notorious words out of everyone's mouth. My house is a mess.

I got kids.

My husband. My husband's on the road. And I'm like, okay, no problem. I said, well, we can. She said, well, we can do the park. I said, okay, no problem. We have to park, right? And I remember that day.

Just.

We connected. And honestly, I didn't remember who she was when she called me, but I did remember her once I saw her again, and we connected. You never know who that person is in your life that The Lord is placing there for a reason for those to share an opportunity. We just don't know.

And the funny thing is he is a truck driver. He just did the physical and he passed with flying colors. They check because they drive bullets. Them trucks is no joke. They consistently have to get tested on. He just had his test. He passed with flying colors. When the police came, I was shocked. I thought it was a joke and it wasn't unexpected. He never did drugs. He doesn't drink.

Everything was perfect, 100%.

So it was a shocker.

And the one thing she said me while we were sitting down, I remember she had cute. Three cute girls. So cute. And I remember looking at her and I said, now something happens to him with his life. She goes, we're in trouble. We got him on the phone because he was driving.

He was driving.

And he said. She said it would be trusted. She goes, but I mean. I mean, I know I need to get this, but I know I'm never gonna need it. I mean, I really hope I'm never gonna need it. I mean, I'm probably just being overly cautious, but I really just. I don't know, maybe I just feel like I need it. That was the worst that she told me, but she goes, but it will never happen to me.

I got it on the purpose of like if you lost a job or something. It wasn't over death. I just remember because I was just so shocked and I was like, look, when I talked to the person who pulled his body out because I went autopsy, I wanted to find out what it was. And at the end of the day when I had called, they were pulling his body out and they lost it because my picture came up with the family. And it was just like crazy because I was calling him, everything was fine. He left that night and it's just. Was not expected. That's why I prefer to put insurance on me because I keep thinking I'm gonna die. Because it's just was I never had anyone close to me. Mom's alive. You know, I have crazy people in my family and they did crazy things. He didn't do anything, you know.

So.

Yeah, it's recommended to get it.

We never thought I was someone passed away either.

Yeah.

And that was touch and go. The first year and a half of his life, the last year and a half of his life was beautiful, amazing. The most treasured times we ever had. It's at the top of his game.

Better than he had ever been.

My worst. It's never been suspected. Never. Would you Expect it. So another thing you do is get kids covered. We also cover kids. Kids are getting sick or the underage. Can't even get life insurance now. For four, eight bucks a month, you can get something for your kids. You just add it to it. It's endless. So I just wanted to say. So what I was saying, bring. We definitely want you. Bring. Think of two people this week and share the opportunity with. Hey, I don't know if this is a good fit for you. And keep your options open to earn some extra income. Yeah, no. Get the.

No.

Forget the yeses. And then go. Yeah. Or no. Yep, I am. Okay, great. Listen, I don't know if it's a good fit for you or not, but here's what I'm going to do. How about you talk to our hiring manager, and I personally know him, and I'm going to set you up. Just do a quick interview and see if it looks like it's a good fit for you. But it's great. It's not. Hey, great. No problem. Right? Done. You're not sharing the opportunity. Don't try to do it. We used to. Oh, gosh. When we were in business, we used to try to shout out to. We threw up all over the place. All over, you know, like, everything. I mean, it was like, seriously, People were like, oh, gosh. Yeah, no, no, thank. So there's a learning process, too. That's why we don't really want you to go into all the details. And that's what he's mastered, right? He's mastered it because we. Well, we threw up all over everyone first, and then we decided, well, maybe we don't throw up quite as much. And so I've watched him master it, and the reason he's mastered it is he's done it. So let him do that. So while you're trying to get your business going, get the cash flow going, let us get your people going. Right. So for Shawna, this is an opportunity that she never thought she. Well, a place she never thought she'd be in, but an opportunity that she hasn't even figured it out yet. She can create a business in herself and have retirement for the rest of her life. Retirement is needed. Retirement is. Retirement is needed. So she can build a business. She can build a business, make a difference in people's lives and have retirement all at the same time, just by caring and loving people and do what's best for them. So that's it, Michael, for me, I will make. So I can make some dials and do some stuff you guys have. Questions are local right here. We're here for whatever you need. If you guys have any. Does anyone virtually have any questions? No. I just wanted to thank you for inviting me to the training.

It was awesome.

Thank you, Doug. Did it make sense? Did it help you?

Oh, yeah.

It always helps.

Anytime you do the training, it helps.

Love it. Okay, so now the training only helps you if you go and duplicate it. Yes, Gotta duplicate. So now that you guys have watched this, don't wait a long time to go and do something. Text Michael or I today. Let's get you the leads. Let's get you ready to go. Let's get you the activity in. Oh, and by the way, if you want to get an activity tracker, keep track, because let me just show you. This is my schedule. There's always something on that one phone call. There's always that something on that one dial session. There's always something on that you miss. Literally can be the difference of you, like hitting a lead producer or making a sale.

Sa.