MODULE 4 | THE CLAIM MY LEGACY ESTATE PLAN
Stage 1 | Foundation Qualification
Understand Claim My Legacy before you represent Claim My Legacy.
FOUNDER VIDEO 4 | THE CLAIM MY LEGACY ESTATE PLAN
PURPOSE OF THIS MODULE
A family is not simply receiving a collection of estate-planning documents.
Your responsibility is to help them understand what they are receiving, how the pieces work together and why the complete Claim My Legacy experience has value for their family.
This module will help you explain that value clearly and confidently before discussing the investment.
MORE THAN A DOCUMENT PACKAGE
The Claim My Legacy estate plan includes the core estate-planning documents appropriate to the plan, but the experience goes beyond preparing paperwork.
The family also receives support designed to help them understand, organize and implement what has been created.
That is why we look at the estate plan through four dimensions:
DOCUMENTS + FUNDING + ORGANIZATION + FAMILY
DOCUMENTS
The estate-planning documents establish the family's plan and provide the legal framework for carrying out their wishes.
FUNDING
Families need to understand that creating a trust and properly connecting assets to that trust are not the same thing.
ORGANIZATION
Families need their important information, documents and instructions organized so the people they trust can find what they need when it matters.
FAMILY
The purpose of the plan is not the paperwork. It is to help protect the people the plan was created for.
KNOW WHAT IS INCLUDED
A Legacy Specialist should be able to explain the components of the Claim My Legacy estate plan without simply reciting document names.
One important example is the Certificate of Trust, which is included as part of the Claim My Legacy estate plan.
The Family Operating System™ and trust-funding guidance are also part of the integrated Claim My Legacy experience.
VALUE BEFORE PRICE
Before stating the investment, help the family understand what they are evaluating.
They should understand that the Claim My Legacy experience addresses more than documents. It brings together:
DOCUMENTS + FUNDING + ORGANIZATION + FAMILY
Once the value is understood, state the investment clearly and confidently.
$1,995
Then stop.
Do not apologize for the investment.
Do not immediately start adding more information because there is silence.
Do not negotiate against yourself.
Give the family the opportunity to think and respond.
PRICE IS NOT VALUE
The number $1,995 does not establish the value of the estate plan.
The family's understanding of what the plan helps them accomplish establishes the context in which they evaluate that investment.
SHOW VALUE FIRST. THEN STATE THE INVESTMENT.
Establish value before presenting price.
USE COMPARISONS RESPONSIBLY
When discussing what attorneys or other providers may charge, use only approved and appropriately qualified comparisons.
Fees can vary based on the provider, family circumstances, plan complexity and services included.
NEVER TURN A COMPARISON INTO A GUARANTEE.
And never guarantee outcomes involving probate, taxes, asset protection or other individualized legal results.
CAN YOU EXPLAIN THE VALUE?
Imagine a family asks:
“What do we get for $1,995?”
Your answer should not sound like you are reading an inventory sheet.
Help them understand the complete experience.
And if someone says:
“So it's basically just paperwork?”
That is an opportunity to explain why Claim My Legacy looks beyond the documents to funding, organization and the family who may someday need to use the plan.
WORK IN YOUR ACA-101 LEGACY SPECIALIST WORKBOOK
Complete the Module 4 Practice, Candidate Reflection and Ready to Demonstrate sections in your ACA-101 Legacy Specialist Workbook.
By the end of this module, you should be able to explain what the family receives, communicate the four-part value of the Claim My Legacy experience and state the $1,995 investment clearly and confidently.
YOU SHOULD BE PREPARING TO:
- Know the core plan components.
- Explain the four-part value framework naturally.
- Answer, “What do we get for $1,995?” without simply reciting documents.
- Explain why the Claim My Legacy experience is more than paperwork.
- State $1,995 confidently and stop talking.
READY TO CONTINUE?
Before moving forward, complete the Module 4 activities in your ACA-101 Legacy Specialist Workbook.
When you can explain the complete Claim My Legacy value clearly, state the $1,995 investment confidently and allow the family to respond without talking yourself out of the value you just established, continue to Module 5.
When prompted, use the same Foundation password you used to access this module.