CLAIM MY LEGACY™ VALUE STACK™ V1.0

Use this quick-reference resource to connect what the family identifies during the Family Legacy Review™ to the four areas of Claim My Legacy™ value:

Documents + Funding + Organization + Family

Use only the areas and services that are relevant to what the family actually shared.

DOWNLOAD THE VALUE STACK

DOCUMENTS

A complete planning foundation addressing the estate-planning components appropriate to the family’s situation and the services included in your offering.

The value is not merely receiving documents.

The value is helping the family put an appropriate legal foundation in place that reflects what it wants to accomplish.

FUNDING

Help connecting appropriate assets and implementation steps to the estate plan.

The value is not simply owning a trust binder.

The value is helping the family understand that implementation matters and guiding the approved steps included in the service.

ORGANIZATION

A Legacy Binder™ and an organized place where the family can locate important documents and information.

The value is not just having another binder.

The value is helping the family and its trusted people know where to begin when the plan is needed.

FAMILY

A plan the family can understand and know how to begin using.

The value is not limited to paperwork.

The value includes clarity, communication and helping the appropriate people understand their roles.

DOCUMENTS + FUNDING + ORGANIZATION + FAMILY

CONNECT VALUE TO DISCOVERED NEEDS

Begin with what the family told you.

You might say:

“Let me make sure I understand what matters most to you.”

Then summarize the family’s priorities and uncertainties.

For example:

“You want to make things easier for your children, you are uncertain whether the house was connected to the trust, and you want the appropriate people to know where everything is. Is that an accurate summary?”

Allow the family to confirm or correct your understanding before explaining the relevant value.

A SIMPLE VALUE CONNECTION

Use this sequence:

WHAT THE FAMILY SAID

Summarize the need, goal or uncertainty in the family’s own language.

WHY IT MATTERS

Connect it to the consequence or priority the family identified.

WHAT ADDRESSES IT

Explain the relevant component of your service.

WHAT THAT MEANS FOR THE FAMILY

Describe the practical value without making guarantees.

The family says:

“We have not named anyone who could handle our finances if we became unable to do it.”

Value connection:

“You identified the importance of having someone you trust able to help with financial matters if needed. The appropriate planning documents can establish that authority so your family is not left without clear direction.”

EXAMPLE 2 | FUNDING

The family says:

“We have a trust, but we do not know whether the house was ever transferred into it.”

Value connection:

“You have already completed important planning by creating the trust. The uncertainty is whether the home was properly connected to it. The funding and verification process helps address that question rather than leaving the family to assume.”

EXAMPLE 3 | ORGANIZATION

The family says:

“Our daughter would not know where to find anything.”

Value connection:

“You want your daughter to know where to begin. The Legacy Binder™ provides an organized location for the important documents and information she may need.”

EXAMPLE 4 | FAMILY

The family says:

“Our children do not understand what we have done.”

Value connection:

“You want the people you love to understand the plan instead of being handed unfamiliar documents during a difficult time. The family portion of the Claim My Legacy™ approach helps create that clarity and a more understandable starting point.”

Depending on the family’s needs, the applicable state requirements and the services included in your offering, planning components may include:

• Revocable Living Trust
• Pour-Over Will
• Financial or Durable Power of Attorney
• Healthcare Power of Attorney
• Living Will or Advance Directive
• HIPAA Authorization
• Digital Assets Authorization
• Certificate of Trust
• Guardianship provisions when applicable
• Legacy Binder™
• Trust-funding guidance or process

Do not imply that every family needs every component.

Do not promise a document or service that is not included in your current offering.

CONFIRM YOUR CURRENT OFFERING

Before discussing value with a family, you should know:

• Which documents and services are included.
• Which funding or implementation steps are included.
• What organizational resources the family receives.
• What family education or follow-up is provided.
• What services require an additional fee.
• What limitations must be explained.
• What questions require professional review.

Never use a general Value Stack™ to promise something that is not part of your actual offering.

DO NOT OVERLOAD THE FAMILY

You do not need to explain every document, feature or service.

Focus on what connects to the family’s stated priorities.

If three areas matter, explain those three areas.

If the family asks about another component, answer the question accurately.

Do not recite the entire package simply because you memorized it.

You do not need to explain every document, feature or service.

Focus on what connects to the family’s stated priorities.

If three areas matter, explain those three areas.

If the family asks about another component, answer the question accurately.

Do not recite the entire package simply because you memorized it.

Explain the intended purpose and practical benefit of the services without guaranteeing a legal, tax, probate or financial outcome.

Prefer:

“This is designed to address the areas we identified.”

“This helps establish the authority you said was important.”

“This gives your family an organized place to begin.”

“This helps us verify rather than assume.”

Avoid:

“This guarantees your family will never have a problem.”

“This will eliminate every possible court issue.”

“This protects every asset no matter what happens.”

“Your family will never need an attorney.”

After explaining the relevant value, pause.

You might ask:

“How does that fit with what you told me you wanted?”

“Which part of that feels most important to you?”

“Is there anything you would like me to explain more clearly?”

Listen to the answer before discussing the investment.

Use a completed practice Family Legacy Review™ containing three discovered needs or uncertainties.

For each one:

1. State what the family actually shared.
2. Identify which value area applies: Documents, Funding, Organization or Family.
3. Connect only the relevant service or component.
4. Explain what that means for the family.
5. Confirm that the service is included in your current offering.
6. Check for understanding.

Do not recite the entire package unless the family’s circumstances make the complete explanation necessary.

After practice, answer:

1. What worked?
2. What would you change?
3. What will you do next time?

YOU SHOULD BE PREPARING TO:

• Complete discovery before explaining value.
• Confirm the family’s priorities.
• Use the Claim My Legacy™ Value Stack™ after discovery.
• Connect Documents + Funding + Organization + Family to what the family shared.
• Explain practical value instead of merely listing features.
• Focus on the services relevant to the family.
• Confirm what is included in your current offering.
• Avoid unsupported promises or guarantees.
• Check for understanding before discussing investment.
• Explain value clearly without pressure.