Complete Sales Scripts

Goal: Gather essential information, build rapport, and schedule a consultation.

Opening

"Thank you for calling [Firm Name]. This is [Your Name]. How may I help you today?"

Discovery

"I would be glad to help you with that. So I can make sure we schedule you with the right attorney and set aside enough time, may I ask a few quick questions?"

"What is the primary concern that brought you to call us today?"

[Listen carefully. Take notes.]

"Who is this planning for -- yourself, a parent, or a spouse?"

"Has there been a recent diagnosis, hospitalization, or change in living situation?"

"Have you done any estate planning before, or would this be your first time working with an attorney?"

"Are there any time-sensitive issues we should know about -- for example, an upcoming surgery, a move to assisted living, or a pending Medicaid application?"

Transition to Scheduling

"Based on what you have shared, this sounds like a [type] matter. Attorney [Name] has extensive experience with these situations and would be the best person to meet with you. We have consultations available on [Day] at [Time] or [Day] at [Time]. Which works better for your schedule?"

Before Hanging Up

"Excellent. Your consultation is scheduled for [Date and Time]. It will last about 45 minutes. You will receive a confirmation email with our address, parking instructions, and a brief questionnaire to complete beforehand. Is there anything else I can answer for you?"

"We look forward to meeting you. Thank you for calling [Firm Name]."

Goal: Build deep rapport, understand the full situation, present a tailored solution, and secure a signed retainer.

Phase 1: Rapport and Context (5 minutes)

"[Client Name], thank you for coming in today. Before we get into the details, I want you to know that everything we discuss is completely confidential. My job today is to understand your situation and help you see a clear path forward. There is no pressure and no obligation."

"Tell me a little about your family. Who are the important people in this story?"

"How did you hear about our firm?"

[If referred: "That is wonderful. We are grateful for the trust [Referrer] placed in us."]

Phase 2: Deep Discovery (15-20 minutes)

"What brought you in today? What is the situation that has you concerned?"

[Listen. Do not interrupt. Let them tell the full story.]

"If we could wave a magic wand and solve one problem, what would it be?"

"What keeps you up at night about this situation?"

"Have you worked with an attorney on this before? What was that experience like?"

"What does success look like for you and your family after we get this sorted out?"

"Tell me about your family dynamics. Are your children on the same page, or are there differences of opinion about what should happen?"

[For financial questions, be gentle:]

"So I can recommend the right strategy, I need to understand the general picture of your assets. This includes your home, savings, retirement accounts, and any other property. We do not need exact numbers today -- ballpark figures are fine. Would you be comfortable sharing that?"

Phase 3: Education and Solution (10-15 minutes)

"Based on everything you have shared, here is what I see. You need three things:"

[Customize based on situation. Example for estate planning:]

"First, a comprehensive trust-based estate plan that keeps your family out of probate court and ensures your assets pass directly to your children. Second, durable powers of attorney so the people you trust can make decisions for you if you ever cannot make them yourself. And third, advance healthcare directives so your medical wishes are followed by the people you choose."

[Example for Medicaid crisis planning:]

"First, we need to protect your mother's home and savings from nursing home costs while getting her qualified for Medicaid. Second, we need to make sure someone has the legal authority to make financial and medical decisions on her behalf. And third, we need a clear plan that the whole family understands so there is no confusion about next steps."

"Here is how a trust works..."

[Use a simple diagram or analogy.]

"Think of a trust like a safe deposit box. You put your assets inside. You keep the key. You name someone you trust to have a spare key if you cannot manage it anymore. The contents pass to your beneficiaries without going through probate court."

Phase 4: The Investment Conversation (5 minutes)

"[Client Name], the investment for a complete [plan type] is [fee]. That includes [list specific items: all documents, trust funding for your primary residence, one year of phone support, and any necessary revisions within the first 30 days]."

[PAUSE. SILENCE. Let them process.]

Phase 5: The Close (5 minutes)

If they hesitate:

"What questions can I answer to help you feel confident about moving forward?"

If they are ready:

"Excellent. I am excited to work with you and your family. Let me explain exactly what happens next. We will schedule your document signing session for [date range]. Between now and then, I need you to gather [specific documents]. Here is the checklist. Sarah will collect the initial investment and get everything scheduled. Do you have any questions before we get started?"

Context: Presented after discovery but before the close. The key is confidence and silence.

For Essential Protection Plan ($1,500-$2,500)

"The investment for the Essential Protection Plan is $[amount]. This plan includes your last will and testament, durable financial power of attorney, healthcare power of attorney, living will, and HIPAA authorization. It ensures your basic wishes are documented and your family has the legal authority they need. This is the right plan if your primary goal is simplicity and core protection."

For Wealth Preservation Plan ($4,500-$6,500)

"The investment for the Wealth Preservation Plan is $[amount]. This is our most popular plan. It includes everything in the Essential plan plus a revocable living trust, pour-over will, trust funding assistance for your home and primary accounts, and one year of phone support. This plan keeps your family out of probate court, which typically saves $[amount] in probate costs and 12-18 months of court delays. For most families, this is the plan that delivers complete peace of mind."

For Advanced Asset Protection Plan ($9,500-$15,000)

"The investment for the Advanced Asset Protection Plan is $[amount]. This comprehensive plan includes everything in the Wealth Preservation plan plus an irrevocable Medicaid Asset Protection Trust, full Medicaid pre-planning analysis, complete trust funding for all assets, and a three-year ongoing counsel membership. This is the right plan if you are specifically concerned about nursing home costs and want the highest level of asset protection available."

After stating the fee -- BE SILENT. Count to 10 in your head.

If they say "I need to think about it":

"Of course. This is an important decision. What specific questions or concerns can I address to help you feel confident?"

If they say "That is more than I expected":

"I understand. Most people are surprised because they think about the documents. What you are investing in is the protection of everything you have worked for. Let me show you exactly what that protection looks like..."

If they say "Can you do less?":

"I can discuss which package best fits your situation. The Essential Plan provides core protection at $[amount]. What specific concerns do you have about your situation that we should prioritize?"

Objection: "I need to talk to my children/spouse."

"Absolutely. This is a family decision, and everyone who will be involved should feel comfortable. Would it be helpful to schedule a follow-up call or meeting with your [family member] included? I can answer everyone's questions at once and make sure the whole family feels confident about the plan. Many of our clients find that bringing family members into the conversation actually makes the process smoother."

Objection: "I need to think about it."

"Of course. This is an important decision, and I want you to feel completely confident. Let me ask -- what specific aspect would you like to think about? Is it the timing, the investment, or something about the plan itself? I want to make sure I have answered every question you have. Also, I should mention that [gentle urgency if applicable -- for example, 'Medicaid applications are time-sensitive, and every month matters for the lookback period']."

Objection: "That is more than I expected to pay."

"I understand. Most people are not sure what estate planning should cost. What I can tell you is that our fees reflect the comprehensive protection we provide -- not just documents, but the peace of mind that comes from knowing your family is protected. Let me put this in perspective. Without a proper plan, your estate will go through probate. In our state, probate costs typically run 4-7% of your total estate value. On a $[amount] estate, that is $[amount] your children will pay -- for a process that takes 12-18 months. Our plan eliminates that entirely. We also offer payment plans that make this accessible for most families. Would that be helpful?"

Objection: "The other attorney charges less."

"I am not surprised. Fees vary based on what is included. Before you make your decision, I would encourage you to ask three questions: First, does the fee include trust funding, or will you need to transfer assets yourself? Second, what ongoing support is included after the documents are signed? And third, what is the attorney's specific experience with [Medicaid planning / your particular situation]? The answers may change the value equation significantly. Our fee includes [specific inclusions]. We also provide [ongoing support / trust funding / etc.]. I would be happy to explain exactly what you receive for the investment."

Objection: "I am not ready yet."

"I appreciate that. Can I ask -- what would need to change for you to feel ready? Sometimes clients feel they need to get more organized first, or they are waiting for a health situation to stabilize. Understanding your timeline helps me give you the right guidance. I should also share that [gentle urgency: 'we have had clients who waited until a crisis and then wished they had planned six months earlier. The five-year Medicaid lookback means that early planning protects significantly more assets']. There is no pressure, but I want you to have all the information."

Objection: "I already have a will."

"That is great -- you are ahead of most people. When was it signed? [If more than 5 years ago:] A lot has probably changed since then -- the law, your assets, and your family. We should review it to make sure it still accomplishes what you need. [If recent:] That is excellent. May I ask -- does your will avoid probate, or will your family still need to go through the court process? And does it include provisions for incapacity, or just for after death? Many clients find that their existing will covers the basics but leaves important gaps."

For phone inquiries about upcoming seminars

"Thank you for your interest in our estate planning seminar. I would be happy to get you registered. The seminar is [Title] on [Date] at [Time] at [Location]. It lasts about 60 minutes with time for questions afterward."

"May I have your name and the best email address to send the confirmation?"

"Will you be attending alone or with a spouse or family member?"

"How did you hear about the seminar?"

"Excellent. You are all set. You will receive a confirmation email with the address, parking instructions, and a brief worksheet to help you get the most out of the session. We recommend arriving 15 minutes early for refreshments and seating. Is there anything else I can help you with?"

"We look forward to seeing you on [Date]. Have a wonderful day."

Goal: Convert seminar attendees to scheduled consultations before they leave the room.

During the Presentation

[Throughout the seminar, reference the consultation offer naturally:]

"When we meet with clients one-on-one, we often discover issues they did not even know existed. That personalized review is where the real magic happens."

The Close (Final 5 minutes of seminar)

"Thank you all for being here tonight. I hope you found this information valuable. Here is what I want you to know: every family in this room needs a plan. Some of you need it urgently. Some of you have time. But none of you can afford to wait until the crisis hits."

"I have opened [number] complimentary consultation appointments for next week. These are 45-minute, one-on-one sessions where we will review your specific situation and outline a plan tailored to your family. My team is at the back of the room with the appointment calendar. Before you leave tonight, please stop by and get your appointment on the calendar."

"The consultation is complimentary. There is no obligation. But there is limited availability, and these appointments typically fill within 24 hours. Thank you again for being here tonight."

At the Registration Table

"Hi [Name], thank you for coming tonight. Would you like to get your consultation scheduled? I have [Day] at [Time] or [Day] at [Time]. Which works better?"

[If they hesitate:]

"No pressure at all. Can I at least get your email so we can send you the materials from tonight and follow up next week?"

Initial Value-First Email

"Subject: Your recent article on retirement income strategies

Hi [Advisor Name],

I read your recent [article/presentation] on [topic] and appreciated your perspective on [specific detail]. As an elder law attorney who works with many of the same families you serve, I have seen how the coordination -- or lack of coordination -- between legal and financial planning can make or break a retirement strategy.

I would welcome the opportunity to learn more about your work with [specific client type]. I host a monthly professional breakfast for advisors who serve retirees and pre-retirees. Would you be open to joining us next month? No pitch -- just a chance to connect with colleagues who share your commitment to comprehensive client care.

Best regards,

[Your Name]

[Contact Information]"

Follow-Up Phone Call (if no email response)

"Hi [Name], this is [Your Name] from [Firm]. I sent you an email last week about the advisor breakfast I host. I know you are busy, so I wanted to follow up personally. I work with families on the estate planning and Medicaid planning side, and I am always looking to connect with financial advisors who share our client-focused approach. Would you have 15 minutes for coffee next week? I would love to learn more about your practice and see if there is a way we can be a resource for your clients."

The Relationship-Building Meeting

[After establishing rapport:]

"I have found that our clients benefit enormously when their legal and financial plans are coordinated. Nothing is more frustrating for a family than having a beautiful financial plan and estate documents that contradict each other. I would welcome the opportunity to be a resource for your clients who need estate planning or Medicaid planning. And I frequently encounter clients who need comprehensive financial guidance -- I would be glad to refer them to you when the fit is right."

Asking an Existing Professional Contact for Referrals

"[Name], I want to thank you for the relationship we have built over the past [timeframe]. Your commitment to your clients is evident, and I respect the work you do."

"I am reaching out because I am expanding our elder law practice, and I am looking to build deeper referral relationships with professionals like you who serve the same families. We have found that when financial advisors, CPAs, and attorneys coordinate care, the client experience is significantly better."

"If you have clients who need estate planning, Medicaid planning, or long-term care legal guidance, I would be grateful for an introduction. I promise the same level of care and communication for your clients that you provide. And of course, I am happy to refer clients to you when they need [specific service]."

"Would you be open to a brief coffee meeting to discuss how we might make this work?"

Day 1: Thank-You Email

"Subject: Thank you for meeting with us today

Dear [Name],

Thank you for taking the time to meet with me today. I know these decisions are not easy, and I appreciate the trust you placed in us by sharing your family's situation.

As promised, I have attached the [resource] we discussed. Please do not hesitate to reach out if any questions come up. I am here when you are ready.

Warm regards,

[Your Name]"

Day 7: Phone Call

"Hi [Name], this is [Your Name] from [Firm]. I wanted to follow up and see if you have had a chance to think about our conversation. I know you wanted to talk to your [family member] -- did that conversation happen? I am happy to speak with both of you if that would be helpful. Also, I wanted to mention that I have one appointment slot open on [Day] if you would like to move forward. No pressure -- just wanted to let you know."

Day 14: Social Proof Email

"Subject: How the [Anonymized] family protected $[amount] in assets

Dear [Name],

I wanted to share a quick story. Last month, a family in a very similar situation to yours came to us [brief description]. After working together, they were able to [specific outcome].

[Mrs./Mr.] told me afterward that the only regret was not doing it sooner. I thought of you when she said that.

If you have any questions or would like to revisit our conversation, I am here.

[Your Name]"

Day 21: Final Check-In

"Subject: A quick question

Dear [Name],

I wanted to reach out one more time. I have an opening on [Day] if you would like to move forward with your planning. If the timing is not right, I completely understand -- just let me know where things stand.

Either way, I am glad we had the chance to meet, and I hope your family is doing well.

[Your Name]"

At Document Delivery

"[Client Name], your estate plan is complete, your trust is funded, and everything is in order. You now have the most comprehensive protection available. Congratulations -- this is a significant accomplishment."

"Now, here is the most important question: How will you know when your plan needs updating?"

"Laws change every year. Your family will change. Your assets will change. Most estate planning attorneys write your documents, hand you a binder, and you never hear from them again. Five years later, your plan may be outdated and you would not even know it."

"Our Client Care Program solves that problem. For [less than the cost of cable TV / $150 per month], you have an attorney on call for life. That means annual plan reviews, unlimited phone consultations, document updates as needed, priority appointment scheduling, and direct access to me whenever a question comes up."

"When your daughter calls at midnight because your husband has been hospitalized, you will have my cell phone number. When the Medicaid rules change, we will proactively update your plan. When you buy a new property, we will handle the trust funding."

"Would you like to enroll in the Client Care Program today? I can add it to your final invoice, and your coverage begins immediately."

[If they hesitate:]

"I understand. Let me put it this way: you just invested $[amount] in a comprehensive estate plan. The Client Care Program ensures that investment stays current and effective for the rest of your life. Without it, you have a snapshot of protection that grows outdated over time. With it, you have a living plan that evolves with your family."

"Would you like to think about it, or shall we get you enrolled?"

Phone Call or Email

"Hi [Client Name], this is [Your Name] from [Firm]. It has been nearly a year since we completed your estate plan, and I wanted to reach out personally."

"Laws have changed since we last met, and I want to make sure your plan is still current and fully protective. I have reserved a complimentary 30-minute review appointment for you on [Date] at [Time]. We will review any changes in your family, your assets, and the law, and make sure everything is still aligned with your goals."

"Please give us a call to confirm or reschedule. If nothing has changed, the review will take 15 minutes and you will leave with complete peace of mind. If something has changed, we will address it right then. Either way, there is no cost for this review."

"We look forward to seeing you. Thank you for being a valued client."

At Document Delivery or Case Completion

"[Client Name], I am so glad we were able to get your plan in place. You now have peace of mind that your family is protected, and that is exactly why we do this work."

"I have a question: Do you have friends or family members who have been putting off their estate planning?"

"We are growing our practice entirely through referrals from clients like you, and there is no greater compliment than a personal recommendation. If you know anyone who needs estate planning help or is facing a long-term care crisis, I would welcome the opportunity to assist them."

"I am giving you five of these referral cards. Each one offers the recipient a complimentary initial consultation. Please pass them along to anyone you think would benefit. And thank you -- your trust in us means everything."

30-Day Follow-Up

"Hi [Client Name], I hope you and your family are doing well and that you are sleeping better now that your plan is in place. I wanted to check in and see how things are going."

"Also, I wanted to remind you that if you know anyone who needs estate planning help, I would welcome the opportunity to assist them. Your referral is the highest compliment we can receive."

"Is there anything I can help you with today?"

Trust Funding Assistance

"As we are completing your trust, I want to mention our trust funding service. Many clients intend to transfer their assets into the trust themselves, but life gets busy and it never happens. If your assets are not in the trust, the trust does not work -- and your family still ends up in probate."

"For $[amount], we handle the deed transfer, the account retitling, and the beneficiary designation updates. This ensures your trust actually protects your family the way it is designed to. Would you like to add trust funding to your plan?"

Family Care Conference

"I would like to suggest something that many of our clients find valuable. A Family Care Conference is a structured meeting where I explain your estate plan to your children, answer their questions, and make sure everyone understands their roles. This prevents confusion later and eliminates the 'I did not know that' conversations that cause family conflict. The fee is $[amount]. Would that be helpful for your family?"

Document Safekeeping

"Where will you keep your original documents? [Home safe? Bank deposit box?] Many clients choose our document safekeeping service. We store your originals in our fireproof facility and provide you with 24/7 digital access to copies. If there is ever an emergency, you or your family can access critical documents immediately. It is $[amount] per year. Would you like to add that?"

Pre-Consultation Tech Check (15 minutes before)

"Hi [Client Name], this is [Your Name] from [Firm]. I am looking forward to our video meeting in a few minutes. I am sending you the video link now: [URL]. If you have any trouble connecting, just call me directly at [Phone Number]. See you soon!"

Video Opening

"Can you hear me okay? Great. I can see you clearly. How has your day been so far?"

"I know video meetings can feel a bit different, but I want you to know that this consultation will be just as thorough and personal as if we were in the same room. Everything we discuss is completely confidential."

"Before we get started, do you have the questionnaire and document list I sent over? Great. Let me share my screen so I can walk you through a few things..."

[Proceed with standard consultation framework, using screen sharing for visuals.]

The Digital Close

"I am going to send you the retainer agreement via DocuSign right now. You should see it in your email within the next minute. I can walk you through it on screen if you would like. Once you sign, we can collect the deposit over the phone or through a secure payment link. Then we will get your next appointment scheduled."

Goal: Demonstrate immediate competence, provide emotional reassurance, and schedule an urgent consultation.

Opening

"Thank you for calling [Firm Name]. This is [Your Name]. I understand this is an urgent situation, and I want you to know that you have called the right place. We help families in crisis every day, and we know how overwhelming this feels. Take a breath. We are going to figure this out together."

Immediate Triage

"Tell me what is happening."

[Listen completely. Do not interrupt. Let them get the full story out.]

"I am so sorry you are going through this. Here is what I need you to know: there are legal strategies that can protect your [parent's/spouse's] assets even after a crisis has begun. You are not out of options. We have helped hundreds of families in situations just like yours, and we can help you too."

Gather Critical Information

"I need to ask a few quick questions so I can give you the most accurate guidance:

"Is [loved one] currently in a hospital, nursing home, or rehab facility?"

"What is the approximate value of their assets -- home, savings, investments? Ballpark is fine."

"Are they married? If so, what is the spouse's financial situation?"

"Has anyone transferred, gifted, or sold any assets in the past five years?"

"Do they have any existing estate planning documents -- will, trust, powers of attorney?"

Immediate Guidance and Next Steps

"Based on what you have shared, here is the situation and what we need to do next:"

[Give a brief, clear summary of their options. Be honest but hopeful.]

"The most important thing right now is timing. Every day that passes without a plan in place is a day that assets are exposed. I want to get you in for a consultation as soon as possible. We have an emergency appointment available [today/tomorrow] at [time]. Can you make that work?"

"Please bring [list documents] to the appointment. If you cannot find everything, do not worry -- we will work with what you have."

"I know this feels overwhelming, but I promise you: families in much worse situations than yours have come through our doors, and we have helped them protect their assets and find a path forward. You are going to be okay. We will get through this together."

"Do you have any questions before we hang up? I will see you on [Date] at [Time]. And [Client Name] -- you did the right thing by calling."

Clozo Academy Proprietary Curriculum -- The Elder Law Growth System

These scripts are proprietary training materials for licensed curriculum members only.