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Rebuttals/Quick Answers: How long does this “retirement Benefits review” take? “I’m glad you asked. It takes about 30 to 45 minutes to go over all of your benefits, if you have any questions for our benefit advisor then it will take some additional time to answer those questions.” I don’t have that long to talk at work. “I completely understand, that is why we offer our benefits reviews up until 8:00 PM each day and you have the option to schedule your review on a Saturday or Sunday. We try to make it as convenient as possible with your busy work schedule. So what time would be best for you?” What does this review cover? “This is a comprehensive review that will help you calculate your FERS/CSRS monthly income, it goes over the changes with your health and life insurance at retirement, it’ll cover how to maximize your SS income and the different options you have with your TSP upon retirement.” I’m No Longer Interested! Ask what made them change their mind about getting a free retirement benefit review to ensure their retirement is set up properly? (Listen Carefully, then assess & express the importance of this review based on their survey and what you know to be true!!) I’ve already had a benefits review!… or… I’ve already done this! That’s fantastic. The more knowledge you have about your retirement benefits the better and getting a second opinion to make sure that you are not missing anything can only benefit you and give you peace of mind regarding your future retirement. Those “group benefit presentations” they do for you guys at work are great for general knowledge and “tip of the iceberg” type stuff….. We offer personal and in depth reviews to help you get everything set up properly and address your specific retirement concerns. It’s always nice to see what's available to everyone but knowing specifically what your benefits are and the way you have them currently set up is what counts! (Then continue scheduling meeting) I’ve already met with HR or I have a financial advisor! Did HR/advisor sit down with you and help you calculate what your retirement income will be once you retire? Did HR/advisor go over how to calculate your SS income and help you understand how your health insurance will change once you retire? If you offer specific dates/times for the review and the client says “Neither of those days work for me!” “I completely understand, we do offer reviews up until 8:00 PM and through the weekend. What day and time usually works best for you?” “No worries, we have a few more options available. When is your next day off, we can see what we have for you on that day.” “I completely understand, these appointments tend to fill up quickly though, so let’s go ahead and schedule this for the next best time that works for you.” I don’t have access to the Internet/Computer “I completely understand that, do you have an iPhone or Android that you can use? Those typically have access to the internet that can be used during your review.” “Do you have a friend or family member that lives close by who might let you use their system for a couple hours one evening?” If the client does not have an option for internet access, reassure them that it’s okay, their benefit advisor will still be able to help them, but they will be speaking over the phone and not face to face in a video meeting. (Continue setting appointment) Why do I need access to the internet? “It’s important because once (insert benefit advisor’s name) gives you a call, he will set up a video meeting with you, that way you can speak face to face while reviewing all of your benefits together.” I don’t receive a paycheck stub- it’s all direct deposited. “I completely understand, there is typically a way to access the PDF version of your paystub online. When (insert benefit advisor’s name) gives you a call he can help walk you through the process of accessing that information.” *Make sure to notate this so the agent knows going into the meeting they will have to help the client. Is this truly FREE? Or How do you guys make your money? The answer is always a resounding “YES all benefit reviews are completely free of charge for all federal employees!” “We get paid through FESA and supplemental benefit providers, which allows us to offer these reviews completely free for all federal employees! So you never have to worry about being charged by us.” Legitimacy Questions/Concerns “FESA (or Federal Employee Service Association) has been helping all federal employees understand their retirement benefits for over 10 years now.” “Why don’t I give you the link to our company website where you can learn more about us and read our client testimonials.- Would you like me to go ahead and text you the link?” : www.gofesa.com “We’ve been vetted to work with all Federal Employees for over 10 years now. Our goal is to help fill the gap where your HR department might be falling short.” Physical Corp Address: 501 Congress Avenue, Suite 150, Austin, TX 78701 You can reiterate they sent in their information to us, and you can send them a copy of their Survey Lead… (Send picture of survey filled out in clients handwriting) Post Office Employee will not let you through: “Ok I understand, I was just following up with employee services (insert client’s first name) had asked me to call them regarding their retirement benefits.” If they will not pass you through, ask them if you can leave a message for the client you are trying to reach. Make sure to leave call back #. Sometimes the employee does not have time to talk or acts like they are rushed. It's important to acknowledge that and ask them when you can follow up after work.- If you do not have a mobile # try to get that information before getting off the call. “It looks like this is the only good number we have for you, is there another number I can give you a call back on?” Are you with the government? Are you with the government? - No we are not, we are an independent group that does these reviews to ensure you’re getting everything you are entitled to! “I am already working with a financial advisor” “That’s great! It’s always important to remember though that certain financial advisors specialize in different areas of retirement planning. Your current financial advisor probably specializes in helping his clients build their retirement accounts, but you should definitely seek a second opinion from an advisor who specializes in helping people supplement their retirement income.”