Before presenting an investment, you should know:

• Your current retail price.
• The services and documents included.
• The funding or implementation assistance included.
• Any material limitations or exclusions.
• Any additional fees the family may need to consider.
• The approved next step when the family is ready.

Legacy Specialists are independent contractors and determine their own retail pricing.

Claim My Legacy does not require every Specialist to charge the same retail price.

PRESENT ONLY YOUR CURRENT PRICE

State the price you are actually charging for the services being discussed.

Do not:

• Invent a price during the meeting.
• Quote another Specialist’s price as though it is yours.
• Suggest that Claim My Legacy requires a fixed retail price.
• Add services that are not included in your offering.
• Use an unsupported comparison to make your price appear lower.
• Create false urgency around a price or promotion.

Use clear, direct language:

“The price for the services we discussed is [SPECIALIST’S PRICE]. That includes [RELEVANT INCLUSIONS], and it is designed to address the areas we identified together today.”

THEN STOP TALKING.

Give the family time to consider what you said.

Do not immediately repeat the price.

Do not begin defending it.

Do not add more features because the silence makes you uncomfortable.

Do not offer a discount simply to fill the silence.

AN EXAMPLE USING $1,995

If your stated price is $1,995 and the services described are included in your offering, you might say:

“The investment for the services we discussed is $1,995. That includes the estate-planning documents we reviewed, the implementation guidance we discussed and the Legacy Binder™ to help keep everything organized for your family.”

Use this only as an example.

Each Legacy Specialist must state the price and inclusions that apply to that Specialist’s actual offering.

PRICE SHOULD NOT ARRIVE AS A SURPRISE

Before presenting the investment, confirm the connection between:

• What the family said.
• What the Family Protection Checkup™ revealed.
• What matters most to the family.
• The services that address those areas.
• What is included in your offering.

When that connection is clear, the investment is part of the decision rather than an unexplained number at the end of the meeting.

DO NOT USE UNSUPPORTED COMPARISONS

Estate-planning fees vary based on the provider, family circumstances, plan complexity, state requirements and services included.

Do not say:

“An attorney would charge you twice this much.”

“Other companies charge at least $5,000.”

“This is the lowest price you will find.”

“Everyone else charges more.”

A comparison should be used only when it is current, supportable and approved for that specific use.

When a reliable comparison is not available, explain your own services and price without attacking or speculating about another provider.

DO

• State your current price clearly.
• Explain the relevant inclusions.
• Connect the investment to the needs discovered.
• Explain any material limitations.
• Allow silence.
• Answer the question actually asked.
• Respect the family’s decision process.
• Follow your own established pricing policy.

DO NOT

• Apologize for the price.
• Minimize the value of your services.
• Keep talking because silence feels uncomfortable.
• Immediately offer a discount.
• Attack attorneys or competitors.
• Use pressure or manufactured urgency.
• Add promises to make the price sound better.
• Decide what the family’s hesitation means without asking.

After the family understands the value and investment, ask:

BASED ON EVERYTHING WE’VE DISCOVERED TODAY, WOULD YOU LIKE US TO HELP YOU GET THIS TAKEN CARE OF?

Then listen.

Do not weaken the question by continuing to talk.

Do not answer it for them.

Do not immediately begin explaining the package again.

IF THE FAMILY SAYS YES

Acknowledge the decision and move into the approved next step.

You might say:

“Good. Let me explain what happens next so you know exactly what to expect.”

Then clearly explain:

• The immediate next action.
• What information or documents the family needs to provide.
• Who will contact them.
• Any scheduled appointment or deadline.
• What you are responsible for completing.

Do not make promises you cannot control.

IF THE FAMILY ASKS A QUESTION

Answer the question they actually asked.

Do not treat every question as resistance.

If you know the answer and it is within your role, answer it clearly.

If the question requires qualified professional review, identify it and arrange the appropriate handoff.

IF THE FAMILY EXPRESSES A CONCERN

Understand the concern before responding.

You might ask:

“What would you like to think through?”

“Tell me a little more about what concerns you.”

“What part would be most helpful to clarify?”

Do not argue, defend or assume that the concern is only about price.

IF SOMEONE ELSE NEEDS TO BE INVOLVED

Respect that person’s role in the decision.

You might ask:

“How would you like them involved?”

“What will they want to understand?”

“What would be the best next step for including them?”

Establish a clear follow-up rather than pressuring the family to decide without someone it considers important.

IF THE FAMILY IS NOT READY

Respect the decision.

Clarify whether there is an appropriate next step:

• A follow-up conversation.
• Additional information.
• Involvement of a trusted person.
• Qualified professional review.
• Time to think.
• No further action at this time.

A clear “not yet” is better than a pressured “yes.”

THE DECISION BELONGS TO THE FAMILY

Your responsibility is to help the family understand:

• Where it stands.
• What appears addressed.
• What remains uncertain.
• What may need review.
• What services are relevant.
• What those services include.
• What the investment is.
• What happens next.

The family decides whether and when to move forward.

PRICE AND SILENCE PRACTICE

Practice presenting your current price and relevant inclusions.

After stating the price:

Stop talking.

Maintain a calm and comfortable presence.

Allow the other person to decide when to respond.

Repeat the exercise until you can remain silent without apologizing, adding features or offering a discount.

After practice, answer:

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

YOU SHOULD BE PREPARING TO:

• Present investment only after discovery and value.
• State your current price and inclusions clearly.
• Explain material limitations accurately.
• Avoid unsupported market comparisons.
• Remain comfortable with silence.
• Ask the approved next-step question directly.
• Listen before responding.
• Answer the question actually asked.
• Understand concerns before addressing them.
• Respect trusted-person involvement.
• Follow your own established pricing policy.
• Preserve the family’s freedom to decide.