Run the fee-objection drill again in the Natural Selling Vault — this time out loud, in your own phrasing, until it stops sounding like a script.
Follow-Up Email
Subject: Great talking with you both today
Robert & Diane,
Really enjoyed our conversation this morning — especially getting into what "safe" actually means for the two of you heading into retirement. I want to make sure the numbers we walked through today are still fresh, so I'll send the recap illustration by end of day.
One thing I want to come back to: Diane, you mentioned your mother's care costs earlier — that's worth a proper look together, separate from today's conversation. I'll bring some options next time.
Talk soon,
Logan
Follow-Up SMS
Robert & Diane — great talking this morning. Recap and illustration coming your way by end of day. Talk soon! — Logan
CRM Note
Coach IQ 91. Strong call — three-bucket presentation landed, consequence question at 14:20 surfaced fear of outliving savings. Fee objection handled but scripted-sounding. OPEN THREAD: Diane's mother's LTC costs mentioned at 21:05 — bring options next call. Send illustration recap today.
Next Meeting Agenda
1. Review recap illustration & answer any questions
2. Revisit legacy bucket — long-term care costs for Diane's mother
3. Walk through funding timeline
4. Confirm next steps & paperwork if ready