MODULE 3 | FAMILY PROTECTION CHECKUP™ & GAP IDENTIFICATION
Stage 3 | Family Legacy Review™ Qualification
Discover it. Clarify it. Help the family decide.
FOUNDER VIDEO 3 | FAMILY PROTECTION CHECKUP™ & GAP IDENTIFICATION
PURPOSE OF THIS MODULE
The Family Protection Checkup™ helps a family see the difference between what appears addressed, what remains uncertain and what may need attention.
A genuine gap or review question must be based on information actually discovered during the Family Legacy Review™.
It is not something you assume, exaggerate or manufacture to create a reason for the family to buy.
NEVER USE FEAR TO CREATE A PROBLEM.
USE QUESTIONS TO UNCOVER THE PROBLEM THAT ALREADY EXISTS.
THE FOUR TYPES OF FINDINGS
APPEARS ADDRESSED
The information shared by the family indicates that an area has received attention.
Example:
The family has current healthcare authority documents and knows who is named.
Appropriate language:
“That sounds like an area where you have already done some planning.”
UNCERTAIN
The family believes something has been completed but cannot confirm it.
Example:
They believe their house is titled in the trust but are not certain.
Appropriate language:
“That is something worth verifying rather than assuming.”
NEEDS REVIEW
The information shared by the family creates a reasonable question about whether the current planning still reflects its wishes or circumstances.
Example:
The documents were prepared nine years ago, and the family’s circumstances have changed.
Appropriate language:
“That gives us a review question. We should not assume the old plan still reflects what you want.”
PROFESSIONAL QUESTION
The subject requires individualized legal, tax, financial or insurance guidance.
Example:
The family has a question involving retirement-account beneficiaries or tax-sensitive ownership.
Appropriate language:
“That is a question we should route through the appropriate professional rather than guess.”
A GAP MUST COME FROM DISCOVERY
You may identify a gap or review question when:
• The family says something has not been completed.
• The family cannot identify an important document or decision-maker.
• The family’s circumstances have changed since its planning was completed.
• The family expresses uncertainty about implementation, ownership or beneficiaries.
• The family’s stated wishes do not appear to match its understanding of the current plan.
• Verification or qualified professional review is appropriate.
You may not identify a gap simply because:
• A trust or will is several years old.
• Another attorney or company prepared the documents.
• The family cannot immediately answer every question.
• A binder looks old or unfamiliar.
• You want to create urgency.
• You believe everyone needs the same solution.
WHAT THE FAMILY SAID
Keep what the family actually told you separate from your interpretation.
For example:
What the family said:
“We created a trust, but we do not know whether our house was ever transferred into it.”
Appropriate finding:
The ownership of the home is uncertain and should be verified.
Improper conclusion:
“The trust is not funded.”
DO NOT TURN UNCERTAINTY INTO A VERDICT
Uncertainty is useful discovery, but it is not proof that something is wrong.
Record the uncertainty.
Ask an appropriate follow-up question.
Explain what should be verified.
Route professional questions appropriately.
Do not guess, diagnose or guarantee an outcome.
USE THE FAMILY PROTECTION CHECKUP™ NATURALLY
After completing discovery, help the family understand what the Review revealed.
You might say:
“Based on what you have shared, there are some areas where you appear to have planning in place, some areas where we need more information and a few questions that may deserve professional review. Let’s walk through those together.”
Begin with what appears addressed.
Acknowledge the planning the family has already completed.
Then explain the uncertainties and review questions using neutral, accurate language.
DO NOT MAKE EVERYTHING A PROBLEM
The purpose of the Family Protection Checkup™ is clarity.
If an area appears addressed, say so.
If something is uncertain, identify it as uncertain.
If it needs verification, recommend verification.
If it requires professional review, route it appropriately.
Your credibility grows when the family sees that you are not trying to turn every answer into a reason to sell something.
GAP OR ASSUMPTION?
Consider each situation before reviewing the answers.
- The family has a trust. The Specialist says, “Your trust probably isn’t funded.”
Is this a gap or an assumption?
- The family says it has not reviewed its beneficiary designations in ten years.
Is this a gap or review question, or is it an assumption?
- The family cannot identify who has healthcare authority.
Is this a gap or review question, or is it an assumption?
- The Specialist sees an old-looking binder and says the trust is invalid.
Is this a gap or an improper conclusion?
- The family says its house was deeded to the trust but has no current verification.
Should the Specialist verify or guarantee?
CHECK YOUR ANSWERS
- ASSUMPTION
Having a trust does not establish whether it is funded.
- GAP OR REVIEW QUESTION
The family provided specific information showing that the beneficiary designations have not been reviewed.
- GAP OR REVIEW QUESTION
The family cannot identify who has authority, creating a legitimate planning question.
- IMPROPER CONCLUSION
A Legacy Specialist cannot determine validity based on a binder’s appearance.
- VERIFY
Record the family’s understanding and verify ownership when verification is part of the approved process.
LANGUAGE DISCIPLINE
Prefer:
“Based on what you have told me...”
“This appears to be addressed.”
“This remains uncertain.”
“That may need review.”
“Let’s verify that.”
“That is a question for the appropriate qualified professional.”
Avoid:
“Everybody needs...”
“I know that is wrong.”
“Your trust probably does not work.”
“That document is invalid.”
“This will definitely go through probate.”
“You need to fix this immediately.”
CHECKUP PRACTICE
Using a completed practice Meeting Packet, place each finding into one of four categories:
• Appears addressed
• Uncertain
• Needs review
• Professional question
For every finding, identify:
- What did the family actually say?
- What can you accurately reflect?
- What must not be assumed?
- What is the appropriate next question or action?
THREE-PART DEBRIEF™
After practice, answer:
- What worked?
- What would you change?
- What will you do next time?
YOU SHOULD BE PREPARING TO:
• Conduct the Family Protection Checkup™ naturally.
• Begin by acknowledging what appears addressed.
• Distinguish a genuine gap from an assumption.
• Treat uncertainty as something to verify.
• Identify questions that require qualified professional review.
• Use neutral, accurate language.
• Avoid diagnosing documents or guaranteeing outcomes.
• Base every finding on information actually discovered.
• Help the family gain clarity without using fear or pressure.
READY TO CONTINUE?
When you can separate what appears addressed, what remains uncertain, what may need review and what requires a qualified professional without making assumptions, continue to Module 4.
When prompted, use the same Stage 3 password you used to access this module.