I'm excited to bring up two amazing attorneys and I think it's important
because do we have a great product does our value proposition outweigh the costs
and so we're excited to have in front of you guys tonight
we have miss Berlin from the great state of Missouri from the law firm of do Bell
judge please help me bring up miss Berlin along with mr. Farrow they're
great the great attorney from the great state of Mississippi and Alabama Wow
thank you thank you thank you very much Laura and I are pleased to be here
because we love being in front of associates all right without you guys we
could not do what we do so love you thank you also home office absolutely
thank you so much Carrie chief legal officer for inviting us to come here
today thank all of you for coming as Ben said we do love being in front of
associates this is something that is near and dear to my heart filling out
the will questionnaire filling out the will app it's something that I do with
my associates in Missouri any Missouri people out here today yeah all right
anyone in the Midwest really I'm your attorney so anytime you're traveling
through the great state of Missouri coming to get some delicious barbecue or
going to Branson Missouri which is the Vegas of the Midwest I'm your attorney
so thank you for letting me be your attorney and thank you for having us
here today all right you're gonna have a lot of fun talking about the day you're
gonna die all right hopefully everybody's got their phone out right
all right most of these super Saturday's I tell everybody don't be looking at
your phone be looking at me now I'm saying look at your phone all right you
should be seeing this screen this is the Start screen okay if you push that
estate plan and you're gonna get to see this that's kind of an overview that's
the that's the table of contents you're going to walk everybody through and
we're gonna do this here so you guys are gonna
be the smart ones in the room and if anybody you see them out of dinner and
they weren't in this room you're gonna say I did my will
did you write that's how you're gonna know you're the smart ones because
you're in the room all right after you hit that general information this is
where you're gonna go now I want to tell you we do have a few attorneys here we
have my great friends Mike Beaton from a bunch of states Minnesota for the most
part we had Salter Ollie from Texas and we have Mary rounds from Oklahoma firms
so the if you have a question while we're going through this not a computer
question we are lawyers okay if you give us your phone and say I have
a problem there it's told to bring it up here and we get to take them home and
sell them so don't do that alright if you have a question while we're going
through this about maybe you don't understand something or we didn't
address it they're gonna be there to help you alright there are also a few
technical people around and may be able to help you with the app to but not
loading somehow loading guys crashed the system sorry Nikki well this is a good
opportunity then for us to say as the lawyers you know we have to do the
disclaimer we're just giving legal information we're not giving legal
advice so if you have specific something that you need to ask call your provider
firm we're just here to provide information actually I does bring up an
important point there are some people that don't like the app right they I'm
gonna talk around this column for a little bit they don't like the app they
want the paper questionnaire the firm's are okay with a paper questionnaire
absolutely so someone doesn't like the app for whatever reason right we've all
got a grandmom we've all got a granddad we've all got a me I like old school
paper don't worry about it the firm's will get it to them one way or another
we do the paper we can do the app the app is faster app is way faster the app
is faster and the important thing is get your will done right I mean the numbers
show that retention improves when you get the member across the table from you
to complete that will and when when you get retention we all win right that's
the point of it that we want to keep those members on the books so all right
we're gonna go a little slower than if it didn't load for you all right do you
know your name if you know your name write it down all
right that first one your legal name all right
so don't put your grandmaster flash or something like that it has to be the
name you were born with the name a judge gave you the court whatever it is you
want to write your full legal name all right my name is Benjamin Henry Pharaoh
v all right my son is the sixth so how would he how would he do that he would
write Benjamin Henry Pharaoh the sixth because he's not giving away my stuff
he's gonna give away his stuff all right hoping next one is do you know where you
live raise your hand if you know where you
live all right you know where you live write down what is your address that's
the next question does everybody see how simple this is already we don't have a
timer but we're maybe one minute into this thing you're already halfway
through all right then that's that country it says County what county do
you live in the reason that's important is that gives Lauren eyes and my ideas
about will talk about real estate a little bit later some property some
other issues with that but we need to know what county you live in the app
already tells us what state you live in right if you're in one of my states
Alabama Mississippi I already know you're now been with Mississippi
resident mistral thoroughly knows you're a Texas resident mr. Nita knows if
you're one of his seven or eight states that he's got Minnesota Wisconsin
whatever and Mary knows if you're in Oklahoma or some other state for the
cheap services we know that but we need the county all right this is the last
easy question because they're gonna get real hard I guarantee do you know when
you were born everybody got the date when you were
born all right that's actually a trick
question because you don't know when you're born because that's actually
hearsay cuz someone told you when you were born that's such a lawyer answer
all right next up next up right so everybody's got that down if you don't
does anybody have any questions about do they not know their name do they not
know where they live they not know where they were born or when they were born
excellent question no questions yet actually mr. Salter LT I'll help you all
right step three spouse partner all right this is
actually going to be a little tricky so we're gonna look at this one a little
bit longer the first question is what is your spouse's
full legal name do you know your spouse's do you know who you married
let's find that out if you do go ahead and input that information do you know
their date of birth you should if not perhaps you should send them a text real
quick just fill in that information when were you married and where were you
married these things are important it's important for your estate planning to
know perhaps did you have a prenuptial agreement a post-nuptial agreement these
things are all important for your attorneys to know the more information
you provide us with the better we can help you so if you give us the
information then we can prepare the documents that you need to do what you
want with all of your hard earned money at the end of the day that's that's what
I love about what I do the estate planning piece of it is you've worked
your whole life you've given your whole life to have these assets and to and and
to do with them what you will is is what I want to do for you so give us as much
information as you can by completing this app and and we'll make it work for
you alright everybody got that those we're having a problem down low and you
wrote wrote that down right again we're almost halfway through if you do have a
question and remember raise your hand the attorneys will get to you all right
we haven't gotten that we can't went over here guys all right step four
dependent information do you know who your kids are all right how easy I told
there's gonna be a test at the end all right so take your notes there's me a
test and I'm gonna we're gonna look at this time we're gonna go back and talk
about some of those other issues so write down these questions we'll come
back to them do you know your child's legal name all right you know what is
your first child's date of birth easy all right would you like to add another
child I'd made a joke earlier those just kind of show up but on this when you get
to decide if you want to add another child and then you have any
grandchildren or great-grandchildren all right everyone hopefully everybody's
good I'm gonna go back to Laura and I need to talk about this in a little
detail you do not need to talk about what we're going to when you're out
there but we're gonna jump back and give you some background why it's important
to us why we need to have when you're doing this with somebody
just blackout for the next five minutes all right we're gonna tell you the why
that you don't need to talk to prospects about it again as we're saying it's it's
just about getting us the information letting them let us know what the
information is so that we can make the best choice for them as their attorney
you're helping them complete their wishes
so the names and birthday it's very important of course names and birthdates
of grandchildren special needs children they might have someone who is meeting
you know disability needing some kind of federal aid some kind of state aid those
are all important bits of knowledge for your attorney to know without knowing
that we don't know the best course of a state planning for you or for your
member so we need to know if there is someone that they need to disinherit
perhaps because if they inherit something under a will it could mess up
the benefits that they get and we don't want that you don't want that just write
down the information let us help you that's what we need all right on the
custodian that's where you're just you're saying who you want to raise your
children right informally it would be your godparents that kind of thing the
reason that you need to know that is because you in this story you are dead
right there's no way for us to talk to you or or listen to you or have you
answer that question so if you don't answer that question for me what am I
gonna do all right I'm your your mean old mother-in-law who wants that kid to
raise them so bad you hate it but I'm your sister the drunk no way I don't
want that or your your brother you know your knee or do brother if he's been
waiting to get into your house to steal all your stuff all right
that's why these questions are important to us all right you don't need to go
into that with someone who's doing it you don't need to go into it for
yourself now but that's why it matters to us that's why these questions are in
here if you skip that you're gonna get a call
from the attorneys because without this without this stuff we can't really do it
you need to do all right this is still preliminary because this is just the
names of your kids in your grandkids all right now I lied earlier about being
halfway through now we are really about halfway through step 5
your stuff right your bag of gold right your house your real estate your pickup
truck your money you work for your whole life your life insurance everything
right when everybody says they don't have anything are they in a loincloth or
they live in a grass hut outside everybody's got something right
everybody's got something they care about if if I asked everybody here to
just come up here and put your $20 up here would you like that
I'd love it right you have something it doesn't matter how small it is you have
something that needs to be taken care of if you don't do this you're not going to
have that choice right you need to make that choice you need to speak for
yourself if you are here you are empowered today to do that because again
in this hypo when we're actually reading this you are David and why that's
important for us to know your stuff I mean people don't necessarily want to
share their business but you can share it with your attorney that's what we're
here for were your attorney and we need to know this information you listing out
your assets lets us help you figure out the best way to dispose of those assets
and quite frankly it's different in every state as state planning and
probate law varies greatly state to state so while in Missouri we may handle
your bank account one way or your car one way Alabama or Mississippi may be
very different laws vary state to state so that's why you need to get us the
information fill out the app and make it easy for all of us
all right does everybody know what assets are there's my example of the $20
bill good enough for you anybody have any hands anybody want to give us that
money no not yet okay there you go the tough stuff right mmm end of life
requests so special arrangements what do you want to have happen are you one of
those people that wants to have your remains cremated and blasted out of a
cannon perhaps let us know that we can include that in your will do you have a
pet do you have a pet that you want someone to take care of after you're
gone let us know that we can include that in your will what kind of social
media do you have are you LinkedIn Facebook are you connected let us know
what you want to have happen with that these are all things now that we
include in your will in your estate plan and it's your choice to make
have your members fill that out how would you like your remains to be
treated burial cremation memorials do you have pets
the all the social media content that you have these this is a location for
you to put that the reason these matter all right today we're not gonna ask for
a show of hands right but you know if you want to be buried or cremated right
most people really care about that question you know what you want done if
you don't write that down right now you're stuck alright so let's go through
these ones there are there any special arrangements you would like for your
end-of-life events do you want a brass band we want to ride with 16 white
horses do you want flowers you want someone to give a eulogy do you want
anything special right that's where that one who goes apparently this person
wants to die taking a test but it is what it is and this the next one and for
those of you it did not load how would you like your remains to be treated
alright do you want to be shot out of a cannon you want to be shot to the moon
you want to be buried in the backyard you want to be thrown her in a ditch you
want to be putting a pine box right just let us know we'll complete it for you
exactly and then this is very important to know because I mean I we have as the
attorneys we've seen the horror stories right I've seen grandma's remains be
shifted from one relative to the next because no one really wants grandma's
remains well grandma probably should have come up with a better plan of how
to dispose of those remains but we we've seen it all so write it out let us know
what your wishes are get your members to let us know what their wishes are all
right last one do you want your pet at your funeral you want to fight over
there to see you go away or not right do you have any pets actually that one does
matter because pets are becoming kids right and guess what all right how many
of you guys just went through that with us right a lot of you right hopefully
everybody in here how hard was that and we took time to go through stuff
that you would not have to and we're gonna go through a little bit more but
done right is it complete have you disrupt with what was the nice phrase
you have a body in motion stays in motion how easy was that now what's
going to happen with that that's gonna come to our provider firms and we are
then going to be able to prepare the will alright so your questionnaire is
not your will alright that's the directions to the attorney I'm gonna
talk to you guys behind and call me in its the directions to the attorney about
how you want us to draft it right if we have questions if we can't read your
handwriting or what the app you don't really have that problem but if we can't
read your handwriting or it seems like you've given your house away twice or
you've made some kind of listing of another problem we're gonna call you
we're gonna call the member up and say hey it looks like you wanted to do this
you wanted to do that from everything I've been told from doing this world
while that's a good thing right does everybody want whoever they just talk to
about buying this product call Laura myself and all my other provider firms
yes right yes or yes isn't it how you say it yes sir yes all right yes or yes
this is very easy right I've already got your information and guess what you're
gonna get you're gonna get a full will packet from us it's gonna have it's
gonna have all the badging on it it's not gonna be some flying Knight piece of
folded paper that you write on a hand or anything like that the firm's put a lot
of expense and effort into this to make sure that first touch with your members
is fantastic right it's fans that we want we want them to say wow this was
worth it this was worth it now we're gonna tell you some horror stories oh
now yeah all right I'm not gonna ask for a show of hands again but if you've been
divorced right or if you've not been divorced or if you maybe have step kids
or adopted kids or something like that guess what your stuffs not going where
you think it's going I don't care what you think you're wrong alright you need
to you need to make sure to take care of it the number one problem that I see in
my practice is a divorced parent right because what let's assume that Laura and
I are married alright she's my second wife my first
wife I hated her she stole all my money she's gone right lowers bors great
perfect yes I am great thank you
so when I die where are you I've got two kids I got two kids by the first wife
I've got one kid by lora all right when I die what do you think what do you
think no yeah really are there any employment lawyers in the
house good I think I've just violated a story true story true story when I die
okay what do you think my stuff goes does it go to her does it go to her kids
eventually does it go to my biological kids does it go to my ex-wife yeah
whoever whoever said it depends you're right it depends on the state depends on
how you screwed this up all right but if in your will if you
said if I hate my kids because I hated my ex-wife so bad I now hate my
biological kids by them I could say Laura I'm gonna give everything to our
kid you know a little Johnny so great he's not as bad as old Benjamin Henry
four over six that's how you control it that's how you can you get to say where
your stuff goes if you spent your whole life getting your stuff at the end of it
you're just gonna say I don't care whatever happens happens does that
apparently 56% of the country does that that's a true story I had a client who
was touring the wineries in France with his third wife and it wasn't me yeah
who's been was not in this story had a heart attack and a third wife you know
had to transport his remains home well he hadn't updated the will from the
first wife so we had kids with the first wife kids with the second life
third wife who he was madly in love with wasn't included in that state plan so
these are the kinds of things that we see these are the horror stories that
that your lawyers can help you fix your lawyers in your state that you need to
talk to can help you fix that all right I'm gonna back up a little bit on this
one and again if you do have a question
about this now the attorneys cannot answer your personal legal question
they'll direct you to your provider firm but if you have a question about the app
or something like that they still are out there just raise your hand but in
your in your will all right let's talk about disinheriting kids that's another
big thing we run into right you don't like let's use my son I
hope my son's not here but it wasn't but she's my son right
little Benjamin so the little terror he's always gambling the money away I
don't want anything to do with him and my lovely girl Camille is angelic and
she does everything right well what's gonna happen if I die without a will in
that situation right some of my stuff's gonna go to my wonderful daughter that I
love and some of that's gonna go to my terrible son that I don't love alright
it's gonna get half and half for the most part if I wanted everything to go
to my drug-addled gambling son I could do that to will if I want everything to
go to my angelic daughter I can do that as well if you don't say you're not
controlling that okay you're not controlling that and I'm gonna I'm gonna
take a gamble that everybody in this room wants to take control of their life
right that's why you're here you're trying to take control of something
maybe you don't have control over this is how you're gonna do it this is I
gonna take care of the most important thing that you hope never happens but
guess what it will happen alright and hopefully for a long time for everybody
in here absolutely no I completely agree you're the CEO as you were saying you're
the CEO right so take control of your life make what you want to have happen
happen give us the tools this app is the easiest way to get your members to fill
out that app give us those tools to make your life the way it needs to be you're
in control of it all right we're gonna bring Brandon back up because he's more
dynamic speaker than we are because we're dry lawyers thank you so much for
letting us come in today we appreciate it
good job we're gonna once again let's give Ben and Laura another round of
applause would you guys agree they actually don't have a dry personality
they're actually pretty funny huh so just a couple other things and then what
we'll rethink are to our incredible attorneys couple action action steps for
for everybody is well first of all we apologize on the internet connection but
that's okay cuz we all have our will done anyhow correct okay
so couple couple action steps is is number one raise your hand if you are
going to ensure your will gets finished or done no later than next week raise
your hand excellent regardless just everybody
raise your hand just anybody raise your hand just very good okay just just get
Matt May yes whether you are 18 or 19 really doesn't
matter because once again how many of you number 1 want to protect your assets
but number 2 you want to ensure that you increase your residual income so now we
talk money and everybody gets excited yes okay second thing is is one
challenge every single one of you here tonight that has one or more clients
raise your hand if you have one or more clients okay personal clients I want to
challenge every one of you after you get your will done and create that personal
what testimony want to encourage you to go through your entire book of business
and raise your hand if we have failed to help some of our clients get their wills
done let's just be honest right key to success is self-awareness and taking
responsibility so we need to go back and I'm going to do the same thing and we
need to go back starting this week and take inventory on our clients that we
pray that we haven't lost yet yet right and we need to go through that book of
business and we need to hold their hands whether it's through the paper doc I
mean of course our current and credible attorneys can send it but would you guys
agree we don't need the attorneys the law firms to send them that will
questionnaire who should be sending that to them if
they need that us right no not legal shit no no I mean what we
need a second cuz we are the CEOs correct so we need to take inventory on
our business and go back to every single client that we have written a deal on
and we need to encourage them through the mobile app and orcs are all
professionals now and or through the documentation whether you gotta mail it
to them whether you got to figure out how to gain that document and get it to
them and encourage them and press them you know every other week until they
give you a yes you know hate you now love you what later impress them until
they get that document done the less number two and number three how many
would agree that you are going to now create a happy clients
how many degree now you can do it the wonderful gal said earlier on stage that
now you could pull out that referral sheet and start collecting referrals I
mean just that alone business partners that can keep every single one of us in
the performance club every single month by front-loading value and just getting
our clients to get that will done we can stay in performance Club every single
month by default just by the referrals that you and I will gain from our
existing clients how many of you by default want to stay in performance Club
yes absolutely we want to stay that could be your number one lead generating
source right there what grant cardone says marketing just by going back and
helping everyone in your book of business by taking inventory get that
will done because our incredible attorneys they're there to work cows
hours to ensure that we look darn good by getting that document done versus
them spending hundreds if not thousands of dollars so how many of you are gonna
commit to number one getting your will done number two take an inventory
everybody raise your hand cuz you're all CEOs very good number two take an
inventory on your book and some of you have thousands of clients well we're
gonna have to spend thousands hours taking inventory because let's keep them
on the books and teach them so we can come back and create added value and say
let's get some referrals because you know
somebody that obviously needs a will done they may not have a legal question
but they all need a will done now we can ask for that referral yes okay once
again business partners if we can stand and let's give another huge round of
applause to our attorneys Laura and bed from the great law frog of do Bell judge
and Andersen law let's give them another round of applause people don't do a hash
tag I had my world oh yes very good okay so mr. abend just said we need to do for
all of you he's seen commitment yes you need to go and do hash tag I got my will
done yeah yes who's gonna commit hash tag I got my
wheel done alright thank you so very much for coming out this evening have an
incredible evening be safe we'll see you guys tomorrow thank you very much
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