Lasting Legacy Pro — Consultation Call Script

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Phase 0 — Pre-Call Setup

before call Know your prospect. Set your state. Arrive ready.

1

Pre-Call Checklist

CRM REVIEW

Personal Status

Confirmed marital status (Single / Married / Widowed / Divorced)

Number and ages of children or dependents noted

Lead & Engagement

Lead source identified: Aged Insurance / Facebook / Referral / Webinar

Webinar attended, form filled, or survey completed — responses reviewed

Prior call attempts or CRM notes reviewed

Contact & Intent

Full name, phone, email, city/state verified

Primary interest area identified (Will / Trust / Final Wishes / Insurance)

Lead sheet or intake summary ready before starting

60-Second Pre-Call Reset

2

Emotional State Reset

Sales EQ — Blount

🎚 Do This Every Time — Before You Dial

1

Three slow breaths — release shoulders on each exhale

2

Name any feeling you're carrying in: "I'm feeling [rushed/anxious/distracted]" — then release it

3

Set your intention — not to close, but to be curious

4

Ten seconds: "Who is this person? What have they been through? What are they hoping this call is?"

⚡ Your emotional state transmits through tone. Desperation, frustration, and excitement all kill calls — before you say a single wrong word. Arrive as curious, not needy.

🤝

Phase 1 — Opening & Rapport

5–7 minutes Reduce threat, build connection, set the frame

1

Initial Welcome

Tone: Warm & Curious

YOU SAY

"Hi [First Name], this is Daniel Brown with Lasting Legacy Pro. How are you doing today?"

🎙 Warm, unhurried — let them answer fully. Even short answers tell you their energy level.

YOU SAY

"I really appreciate you taking a few minutes with me today. The purpose of our conversation is simple — I want to learn about your situation, understand what matters most to you, and show you what options might make sense for your family."

NO-PRESSURE FRAME

"You don't need to have anything figured out ahead of time — that's exactly what this conversation is for. Most people find once we go through everything together, estate planning isn't nearly as complicated as they expected."

🎙 Calm & certain — you're lowering their guard, not selling

2

Light Rapport — 2 to 3 Minutes

Sales EQ — Ultra-HD Prospect

See them as a real person, not a lead. Pick 1–2 questions. Don't interview — connect.

CONVERSATION STARTERS — PICK ONE

"How long have you lived in [City/Area]?"

"Are you originally from Arizona, or did you move here at some point?"

"Is this your first time looking into estate planning, or have you started some of this before?"

🎙 Friendly, genuine — connecting, not interviewing

IF THEY MENTION A FAMILY SITUATION

"That makes a lot of sense — a lot of people I talk with say the same thing, especially after seeing a loved one go through probate or a medical situation without a plan in place."

3

Set the Agenda — Get a "Yes"

Upfront Contract

YOU SAY

"Here's how our conversation will go — I'll ask you a few simple questions about your situation and what matters most to you. Once I understand that, I'll walk you through what kind of plan would be the best fit and give you a clear picture of what it costs, step by step."

YOU SAY

"By the end, you'll have a full picture of how it all works and what next steps would look like — whether you're ready to start today or you just want time to think it over. Sound good?"

🎙 Pause. Wait for their "yes" before continuing.

4

Transition Into Discovery

SPIN — Situation Entry

TRANSITION LINE

"Great — so to start off: what made you decide to look into estate planning now? Was there something specific that prompted it, or just something you've been meaning to get done?"

🎙 Genuine curiosity — their answer often contains the entire sale

🔍

Phase 2 — SPIN Discovery

10–15 minutes Let them discover the gap. Never present before completing all four question types.

⚖️ The 30/70 Rule: You talk 30% of the time. They talk 70%. Questions do the selling — your job is to ask, listen, and take notes. Never present a solution until you've completed all four question types.

S

Situation Questions — Establish Baseline

SPIN — Situation

Situation — 3 to 4 Questions Max

Gather facts about their current state. Keep it brief — too many situation questions bore and annoy. Move quickly to Problem.

→

"Do you currently have any estate planning documents in place — a Will, Living Trust, or Powers of Attorney?"

→

"Do you own your home or any real estate in Arizona?"

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"Do you have children or dependents you'd want to protect?"

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"If you do have documents — when were they created, and have they been reviewed since any major life changes?"

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"Who are the key people in your life you'd want to make sure are taken care of — spouse, children, other family?"

P

Problem Questions — Surface the Gap

SPIN — Problem

Problem — The Gap Reveal

Uncover difficulties and dissatisfactions they haven't fully articulated. You're helping them see the problem — not telling them they have one.

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"Does your family currently have legal authority to access your accounts if something happened to you?"

→

"Are you aware that in Arizona, even with a Will, your estate still goes through probate court before your family can access anything?"

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"Have you looked into what probate actually involves — the timeline or costs?"

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"If you have children — has it occurred to you that without a named guardian, a judge decides who raises them?"

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"If something happened to you today — would your family know where your documents are and have immediate legal access to your accounts?"

⏸ After the probate question: pause 2–3 seconds. Let it land. Don't fill the silence.

I

Implication Questions — Make It Real

SPIN — Implication

Implication — The Power Questions

🔥 Most important phase. Slow your pace. Drop your voice slightly. Use silence after each one.

Develop the consequences of unresolved problems. They feel the urgency — you don't create it. Their words become the close.

→

"If your estate had to go through probate for 6 to 18 months, what would that mean for your family financially — mortgage payments, bills, accessing savings?"

→

"If both you and your spouse were in an accident — who would a judge appoint to raise your kids? Is that the person you'd choose?"

→

"Probate in Arizona can cost $3,000 to $15,000 out of the estate while accounts are frozen. Does your family have a plan to cover that?"

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"Without a healthcare directive — who speaks for you if you're incapacitated? What would they decide?"

→

"Have you ever seen what happens when someone passes without a plan? What did that look like for that family?"

⏸ After each implication question: silence 4–6 seconds minimum. They are processing something real. Do NOT fill it.

If their voice changes — if they pause, get quiet, or go emotional — slow down further. This is the moment. Empathy, not momentum. "I hear that." Then wait.

N

Need-Payoff Questions — Paint the Win

SPIN — Need-Payoff

Need-Payoff — Let Them Sell Themselves

Shift from pain to solution. Ask them to articulate the value. Write down their exact words — you'll use them in the Empathy Bridge.

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"If everything was in place — trust, powers of attorney, healthcare directive — how much peace of mind would that give you?"

→

"If your family could access everything immediately, without probate, without court — how would that feel for them?"

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"If you could name exactly who raises your kids and manages your estate — what difference would that make?"

→

"What does it mean to you personally to have this handled and off your plate?"

📝 Take notes. Capture their exact language. "Peace of mind," "protect my kids," "simple for my spouse" — these phrases become your empathy bridge.

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Phase 3 — Empathy Bridge

2 minutes Demonstrate you heard them before you present anything

1

Summarize & Reflect — Get Confirmation

Sales EQ — Empathy Bridge

📎 Use Their Exact Words From Discovery

YOU SAY

"Let me make sure I understand everything correctly before I make a recommendation."

"You mentioned you [situation they described]. You own [property / assets]. You have [children / spouse / dependents]. What you said you want is [use their exact need-payoff language]. Is that right?"

🎙 Pause. Let them confirm. This creates alignment and buy-in before you say a single price.

AFTER THEY CONFIRM

"Based on everything you've told me — here's what I'd recommend."

🎙 Confident & decisive — you've earned the right to present

Do NOT skip the bridge. Presenting before reflecting makes clients feel like they're being sold to, not helped. The bridge is what separates a consultation from a pitch.

📘

Phase 4 — Solution Presentation

8–10 minutes Connect their situation to your solution. Align — don't sell.

1

The Three Stages Framework

PACKAGE SELECTION

YOU SAY

"At Lasting Legacy Pro, I've found most families fall into one of three stages of planning — and knowing which one fits you helps us make sure we're not over-building or leaving gaps."

Stage 1

Final Wishes + Medical Directives

$349–$699

Documenting basic wishes & protections

Stage 2 ⭐
Essential Planning Package
$599–$1,048
Organized into one complete system

Stage 3

Estate Mastery Bundle

$999–$1,698

Full protection including Living Trust

SELF-IDENTIFY LINE

"Based on what you've told me — [their situation] — it sounds like you're in Stage [1 / 2 / 3]. Here's why that matters and what it means for your family."

2

Present the Right Package

Tone: Confident & Decisive

IF THEY OWN PROPERTY / HAVE KIDS — TRUST NEEDED

"Since you mentioned owning a home and wanting to make things simple for your [kids / spouse], the Estate Mastery Bundle is the right fit. It includes your Will, Powers of Attorney, Living Trust, and all medical documents — everything in one organized binder. No probate. Your family gets immediate access."

IF THEY'RE GETTING STARTED — NO TRUST YET

"If you're getting organized for the first time, the Essential Planning Package gets you every critical document covered — and you can always add the Trust later once you're ready. It's the most popular starting point."

HEALTHCARE FOCUS ONLY

"Since your main concern is making sure your medical wishes are honored, the Medical Directives Package covers exactly that — Living Will, Healthcare Power of Attorney, HIPAA Release, and emergency cards. Everything a hospital or family member needs."

3

Price — State It Flat, Then Pause

Tone: Unshakeable — No Uptalk

YOU SAY

"Our pricing is straightforward — no hourly charges, no hidden fees. The [Package Name] starts at [$price] for the Standard version. Premium adds notarization and a USB digital copy for about $[difference] more."

🎙 State the price flat. Do not soften it, apologize for it, or immediately follow it with justification. Let silence hold for 3 seconds.

⏸ After price: pause 3 seconds. Do not speak first. Silence shows confidence. If you rush to fill it, you signal anxiety about the number.

4

Process & Timeline

YOU SAY

"Here's how it works: we start with a simple intake where I gather your details — takes about 20 minutes. I'll personally review everything before we finalize. You'll receive your Legacy Binder with all documents organized, and Premium clients get notarization handled and a USB digital copy."

TIMELINE

"Most clients are done within 10–14 business days. Premium clients get priority. If timing is important, we also have a rush option."

5

Reinforce the Emotional Win

Need-Payoff Echo

CONNECT BACK TO THEIR WORDS

"The biggest thing clients tell me after this is done is that the relief is real. You mentioned wanting [their exact words from Need-Payoff] — that's exactly what this delivers. Everything documented, organized, and ready for your family when they need it."

SOFT CONFIRM

"So based on everything we've discussed — does the [Package Name] sound like it covers what you were hoping to accomplish?"

🎙 If yes → go to Phase 6. If hesitant → go to Phase 5.

6

Live Quote Builder

USE ON CALL

Client Type

Tier

Select Package(s)

Rush option (+$99 / +$149 for Estate Mastery)

Select at least one package to generate a quote.

🛡

Phase 5 — Objection Handling

5–8 minutes Surface the real concern. Don't overcome — understand.

1

The Voss Framework — Apply to Every Objection

Voss — Never Split the Difference

Every stated objection is a surface concern. The real one is underneath. Use Voss tools to surface it — then address the real thing, not the stated thing.

Tool 1 — Label

"It sounds like there's something specific holding you back we haven't talked about yet."

"It seems like the timing just doesn't feel right."

"It sounds like you've thought about this before but haven't found the right moment."

After the label: stop talking. 4–6 seconds minimum. They will either confirm (open up) or correct (reveal the real objection). Either is a win.

Tool 2 — Mirror

Repeat their last 1–3 words as a gentle question. Then silence.

Them: "We've just been putting it off." → You: "Putting it off?"

Use 2–3 times max per call. Mirrors invite them to go deeper without any pressure from you.

Tool 3 — Calibrated Question

"What would need to happen for this to feel like the right decision?"

"How do you see this working for your family long-term?"

"What's gotten in the way up until now?"

Always start with "What" or "How" — never "Why" (sounds accusatory) or "Can/Do" (yes/no answers). These questions make them do the work of uncovering their own resistance.

Specific Objections

2

Objection War Room

Voss + EQ

❌ "I need to think about it."

▼

LABEL FIRST

"That's completely understandable — this is an important decision and you should feel completely comfortable."

🎙 Empathetic, unhurried

VOSS LABEL

"It sounds like there's something specific we haven't talked through yet."

⏸ Hold silence 5 seconds. Let them surface the real concern.

CALIBRATED QUESTION

"What would you like a little more time to think through — is it the process, the timing, or which package fits best?"

IF THEY OPEN UP

"My goal isn't to rush you — I just don't want you to stay unprotected while you're thinking it over. If I send a short summary tonight with your best-fit package and a booking link, would that help you make a decision in the next day or two?"

❌ "It's too expensive right now."

▼

TACTICAL EMPATHY

"I completely understand — this isn't something you budget for every month."

CALIBRATED QUESTION

"When you think about the cost — is it more about fitting it into your budget right now, or just wanting to make sure it's really worth it?"

REFRAME — PROBATE MATH

"Most people expect attorney pricing — $2,000 to $4,000. Our Essential Planning Package starts at $599. And consider this: probate in Arizona costs $3,000 to $15,000, paid out of the estate while your family's accounts are frozen. You're spending $599 now to protect against $15,000 later. Does that shift how you're looking at it?"

STEP-DOWN OPTION

"If you'd like to start smaller — the Final Wishes Package begins at $349. That gets your most critical documents in place now, and you can add the rest later."

❌ "I need to talk to my spouse."

▼

VALIDATE — IT'S LEGITIMATE

"Absolutely — this is a family decision and they should be part of it."

WORK WITH IT

"Can we schedule a brief call with both of you? It only takes 20 minutes and I can answer both your questions at once — much easier than trying to relay a whole conversation. What works better — mornings or afternoons?"

🎙 Give two options only — binary choice drives commitment

CALIBRATED QUESTION

"How do you think your spouse feels about getting this handled?"

❌ "I already have a Will."

▼

ACKNOWLEDGE

"That's great — most people don't even have that. You're ahead of most families."

PROBLEM QUESTION

"How long ago was it done? And has it been reviewed since any major life changes — a new home, marriage, children?"

THE PROBATE REVEAL

"Here's something most people don't know — a Will in Arizona still goes through probate. Your family still can't access anything until the court approves it. 6 to 18 months. A Living Trust bypasses court entirely. Everything transfers immediately. Worth 10 minutes to understand the difference?"

❌ "I want to talk to an attorney first."

▼

ACKNOWLEDGE

"That makes perfect sense — a lot of clients say the same thing."

CALIBRATED QUESTION

"Are you mainly wanting legal validation, or are you looking to compare process and pricing?"

REASSURE

"All of our documents are attorney-drafted and Arizona-compliant — same legal protections, without the $2,000 to $4,000 in legal fees. The difference is we make it personal and simple — you don't have to manage the legal language yourself."

ALTERNATIVE

"If you do speak with an attorney, you'll find we cover the same core documents. You can start with us now and have your attorney review it later if you'd like — nothing locks you in."

❌ "I'm just not ready yet."

▼

LABEL

"It sounds like the timing just doesn't feel right yet."

⏸ Silence 5 seconds.

CALIBRATED QUESTION

"What's gotten in the way up until now?"

REDIRECT TO VALUE

"Most people wait until something happens — a health scare, a family emergency — and then wish they'd done it sooner. I keep coming back to what you said earlier about not wanting your family to deal with confusion. Taking this step now is exactly what prevents that."

MINI-COMMITMENT OPTION

"Would it feel better if I sent the intake form for you to review at your own pace? You can look it over and decide when you're ready — no pressure at all."

3

Phrases That Calm Tension

Sales EQ — Tone Control

KEEP THESE READY

"Totally fair — I'd probably feel the same way in your position."

"I'm not here to push — my job is to make sure you have everything you need to protect your family."

"This isn't about rushing. It's about removing the uncertainty."

"Most clients move forward because they just want to stop worrying about it. The relief once it's done is real."

"Let's make sure it actually makes sense for you before you make any decision."

🎙 Calm & Certain throughout — never defensive, never apologetic

If they say "No" firmly twice after a label and a calibrated question — accept it gracefully. "Totally understood. Can I send you something to hold onto? When the timing is right, I want to make sure you know where to reach me." A professional exit occasionally creates a referral.

🤝

Phase 6 — Closing Sequence

5–7 minutes Invite the decision. Make moving forward feel simple and safe.

1

Closing Sequence

Tone: Confident & Decisive

1

Recap Their Goals

"So just to recap — you mentioned your main goals are to [insert their top 2–3 things]. The [Package Name] takes care of all of that — everything we discussed, organized in one place, and finalized so your family won't have to guess or deal with court."

🎙 Use their exact words. Pause after the recap.

2

The Invitation — Invite, Don't Push

"Based on what you've shared, I'd recommend we move forward with the [Package Name]. Would you like to get started today?"

⏸ Use a calm tone. You're inviting — not pushing. Wait for their response.

3

Confirm Package & Payment

"Perfect — we'll start with the [Standard / Premium] version. The total for that is [$price]. We can handle payment securely today to reserve your intake appointment and get your documents into drafting."

IF THEY HESITATE ON PAYMENT

"That's fine — we can hold your intake and handle payment then. Would you prefer to book that now while I've got the calendar open?"

4

Schedule the Intake

"Let's get your intake appointment set — that's where we gather your details and customize your documents. Most clients like to do that within the next 3–5 days. Would mornings or afternoons work better for you?"

🎙 Binary choice drives commitment. Confirm and mention the reminder email.

5

Explain What Happens Next

"Here's what happens next: after your intake, we'll prepare your documents and review them together. You'll receive your full Legacy Binder within about two weeks. Premium clients also get notarization handled and a digital copy on USB."

6

Reinforce — End With Encouragement

"This is one of those things most people put off for years — but the relief once it's done is huge. You're doing something most families never get around to. You're making life easier for everyone you care about."

🎙 Warm & genuine — not a sales pitch. End with real encouragement.

7

Verbal Wrap-Up

"Alright, [Name] — you're all set. You'll receive two emails: your payment receipt and your intake confirmation link. I'll also send your short intake questionnaire so we can get started. If anything comes up before then, my direct number is (480) 933-5330."

"Thank you for trusting me with something this important. You're going to feel great once this is all in place."

2

Post-Call CRM Actions

INTERNAL

☑ Log package type and payment status in GoHighLevel
☑ Tag lead as "Closed – Booked Intake" or "Pending Payment"
☑ Set follow-up reminder for post-intake check-in
☑ Save call notes — capture their emotional language for delivery context
☑ Send confirmation emails within 15 minutes of call end