MODULE 7 | TRUSTED PEOPLE & CONCERNS
Stage 3 | Family Legacy Review™ Qualification
Discover it. Clarify it. Help the family decide.
FOUNDER VIDEO 7 | TRUSTED PEOPLE & CONCERNS
PURPOSE OF THIS MODULE
Families do not always make estate-planning decisions alone.
A spouse, adult child, financial advisor, CPA, attorney or another trusted person may play an important role in the decision.
That involvement is not an objection to defeat. It is part of the family’s decision process.
Your responsibility is to understand the person’s role, respect the family’s wishes and establish an appropriate next step without pressure.
TRUSTED-PERSON INVOLVEMENT IS NOT RESISTANCE.
IT IS INFORMATION ABOUT HOW THE FAMILY MAKES DECISIONS.
DO NOT TRY TO GO AROUND THE TRUSTED PERSON
When someone says another person needs to be involved, do not encourage the family to make the decision without them.
Do not question the person’s loyalty, competence or motives.
Do not suggest that involving someone else will make the process unnecessarily difficult.
Instead, learn:
• Who the trusted person is.
• What role that person plays.
• Why their involvement matters.
• What they will want to understand.
• How the family wants them included.
• What the appropriate follow-up should be.
A NATURAL RESPONSE
You might say:
“That makes sense. How would you like them involved?”
Then listen.
An appropriate second question might be:
“What do you think they will want to understand before you make a decision?”
The answers will help you establish a useful next step.
WHEN A DAUGHTER OR SON IS INVOLVED
THE FAMILY SAYS:
“My daughter is in charge of my finances. I need to talk to her.”
STRONG RESPONSE DIRECTION:
Respect the daughter’s role. Ask how the family wants her involved and what she will want to understand.
You might say:
“That makes sense. How would you like your daughter involved, and what do you think she will want to understand?”
Then establish the appropriate next step:
• Provide approved information for the family to share.
• Arrange a follow-up conversation that includes the daughter.
• Record the questions she may want answered.
• Confirm who will contact whom and when.
WHEN A SPOUSE IS NOT PRESENT
THE FAMILY SAYS:
“My spouse isn’t here. I won’t decide without them.”
STRONG RESPONSE DIRECTION:
Respect the boundary. Arrange a next step that includes the spouse.
You might say:
“I understand. What would be the best way to include your spouse in the conversation?”
Do not say:
“You can explain it to them later.”
“This decision is really yours.”
“The price may not be available if you wait.”
“Let’s get started now and bring them in afterward.”
WHEN A PROFESSIONAL ADVISOR IS INVOLVED
THE FAMILY SAYS:
“I want my CPA to look at this.”
STRONG RESPONSE DIRECTION:
Support appropriate professional review. Clarify what information the CPA needs and what question the family wants reviewed.
You might say:
“That is completely appropriate. What would you like your CPA to review or help you understand?”
Then determine:
• What information can appropriately be provided.
• Whether the family wants direct coordination.
• Whether permission is needed before sharing information.
• What question should be answered.
• When the follow-up should occur.
Do not criticize the professional or position their involvement as an obstacle.
WHEN THE FAMILY ALREADY HAS A TRUST
THE FAMILY SAYS:
“Why should we do anything if we already have a trust?”
STRONG RESPONSE DIRECTION:
Return to the questions or uncertainties actually discovered during the Family Legacy Review™.
Do not attack the trust or the person who prepared it.
You might say:
“That is a fair question. The reason we are discussing a possible next step is not simply because you have an existing trust. It is because you identified uncertainty about whether the house was connected to it and whether the current plan still reflects what you want. Which of those would be most helpful to clarify first?”
WHEN THE FAMILY NEEDS TO THINK
THE FAMILY SAYS:
“I need to think about the price.”
STRONG RESPONSE DIRECTION:
Do not immediately defend the price or offer a discount.
Ask what the family wants to think through.
You might say:
“Of course. What would you like to think through?”
Then listen.
If the first answer is general, use an appropriate second question:
“What part would be most helpful to clarify before you take that time?”
Answer genuine questions and preserve the family’s freedom to decide.
WHEN THE FAMILY ASKS FOR A LOWER PRICE
THE FAMILY SAYS:
“Can you lower the price?”
STRONG RESPONSE DIRECTION:
Answer according to your established pricing policy.
Do not invent a discount because you feel uncomfortable or fear losing the decision.
You might say:
“The price I shared is my current price for the services we discussed.”
If you have an established payment option, discount policy or different service level, explain it accurately.
Do not create a new offer in the moment or suggest that Claim My Legacy requires a particular retail price.
CONCERNS ARE INFORMATION
A concern may indicate:
• A question that has not been answered.
• A point that was not explained clearly.
• A trusted person who needs to be involved.
• Uncertainty about what is included.
• A concern about timing.
• A concern about price.
• A need for qualified professional review.
• A desire for more time.
• A decision not to move forward.
Do not decide which one it is without asking.
USE THE SECOND QUESTION RULE™
The first statement identifies the subject.
The next appropriate question helps you understand what the concern means to that family.
For example:
“I need to think about it.”
First question:
“What would you like to think through?”
Possible answer:
“I’m not sure my children will understand why we are doing this.”
Second question:
“What do you think they will want to understand?”
Now you are responding to the actual concern rather than your assumption.
LISTEN BEFORE YOU ANSWER
When a concern appears:
- Pause.
- Acknowledge what the family said.
- Ask an appropriate clarifying question.
- Listen to the complete answer.
- Reflect your understanding.
- Respond only to the concern actually expressed.
- Confirm the appropriate next step.
Do not interrupt with a prepared answer before you understand what the family means.
DO NOT ARGUE
Avoid responses such as:
“You don’t need to involve your children.”
“Your advisor does not understand estate planning.”
“You are making this more complicated than it needs to be.”
“You will regret it if you wait.”
“This is too important to think about.”
“That concern does not make sense.”
Pressure may produce temporary agreement, but it does not create a confident family decision.
PRESERVE THE FAMILY’S CHOICE
The family may decide to:
• Move forward.
• Ask another question.
• Include a trusted person.
• Seek professional review.
• Schedule another conversation.
• Take time to think.
• Decline the next step.
Your role is to create clarity and establish what happens next, not to force a particular answer.
ESTABLISH A CLEAR FOLLOW-UP
When another person needs to be involved or the family needs additional information, clarify:
• Who needs to participate.
• What they need to understand.
• What information should be provided.
• Who is responsible for the next contact.
• When the follow-up will occur.
• What should be recorded in the Meeting Packet.
Avoid ending with:
“Let me know what you decide.”
That leaves responsibility and timing unclear.
Instead, you might say:
“Would it be helpful to schedule a follow-up with your daughter now so everyone knows when the conversation will continue?”
UNEXPECTED MOMENTS PRACTICE
Practice responding to each statement:
- “My daughter is in charge of my finances. I need to talk to her.”
- “My spouse isn’t here. I won’t decide without them.”
- “I want my CPA to look at this.”
- “Why should we do anything if we already have a trust?”
- “I need to think about the price.”
- “Can you lower the price?”
For each situation:
• Acknowledge what the family said.
• Ask an appropriate question.
• Listen without interrupting.
• Avoid argument or pressure.
• Establish the appropriate next step.
• Record the follow-up accurately.
THREE-PART DEBRIEF™
After practice, answer:
- What worked?
- What would you change?
- What will you do next time?
YOU SHOULD BE PREPARING TO:
• Treat trusted-person involvement as part of the decision process.
• Ask how the family wants another person involved.
• Respect a spouse who is not present.
• Support appropriate professional review.
• Return to needs actually discovered when a family already has a trust.
• Understand a concern before answering it.
• Use The Second Question Rule™.
• Respond according to your established pricing policy.
• Avoid arguing, pressuring or inventing discounts.
• Establish a specific and respectful follow-up.
• Preserve the family’s freedom to decide.
READY TO CONTINUE?
When you can respond to trusted-person involvement and unexpected concerns with curiosity, respect and a clear next step, continue to Module 8.
When prompted, use the same Stage 3 password you used to access this module.