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It’s Never Enough

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When I hear, “Thank you for your service,” I appreciate those who express it, but I also feel that the six years on active duty during Desert Storm and three years in the reserves during Iraq were not enough. I served, but I was not involved in combat. Nevertheless, I am still a veteran! My service made a difference to our nation. Still, I don’t feel I gave as much as our heroes of WWII, Korea and Vietnam, or the service members still involved today.

Although “Thank You” feels like an inadequate expression of gratitude, I am extremely thankful for the unyielding commitment and sacrifices that our Veterans have made. Sacrificing life, family, education, employment and more.

As people age, how they live their lives becomes increasingly important to ensure a true quality of life. Becoming physically or cognitively disabled and relying on others is difficult for everyone, but especially so for those who were strong, independent and brave enough to face battles of other kinds. Because people do not enjoy asking for help, often that transcends into also neglecting to seek available resources.

Veterans do not know what benefits are available for them. As an elder care attorney, I have the benefit of helping WWII and Korean war veterans and their widowed spouses every day with estate planning and long term care planning. The biggest concern is how to pay for long term care. The Veterans Administration has a program, Improved Pension (with Aid and Attendance) that pays up to $2,054 of tax free income to help pay for home health care, assisted living care and nursing home care.

Having access to this benefit is life-changing and life-saving. But, not if no one knows about it. Thus, as a Veteran and an Elder Care Attorney, I have made it my mission to get the word out and ensure there are competent lawyers to help Veterans. To further the mission, I founded Lawyers for Wartime Veterans to help lawyers help Veterans.

Through Lawyers for Wartime Veterans, and as an elder care attorney, I feel I am serving my country now more than ever before – by helping one veteran at a time through a nation of competent lawyers.

Happy Veterans Day! Know that we are thankful for you and here to support you.

Victoria L. Collier is a Veteran and Certified Elder Law Attorney, Fellow of the National Academy of Elder Law Attorneys, Co-Founder of Lawyers With Purpose LLC, and author of “47 Secret Veterans’ Benefits for Seniors—Benefits You Have Earned … but Don’t Know About.”

The team at Lawyers With Purpose would like to thank Victoria for serving our country and contributing so very much to our membership. To learn more about Victoria please visit www.lawyerwforwartimeveterans.com

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Sharing It All

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I was moved by Victoria's blog post this week sharing her personal story. It was evident after reading it that the annual Lawyers with Purpose Practice Enhancement Retreat not only impacted our members and Victoria, but it had a tremendous impact on me as well. Keynote speaker George Ira Carroll talked about the importance of sharing with the world your personal story, unique to you, and his advice truly resonated.

As we began the first day of the retreat, George had me share my story about growing up the youngest of 10 kids in an Italian family that has now grown to a mere 54. Growing up in a neighborhood with lots of kids, and no computers or video games, forced us to play Kick the Can, Red Rover, and Red Light, Green Light. A unique element of those years involved a family business of wholesale foods, in which my mom was the CEO and my dad was the head of sales. I didn't know it wasn't normal for a woman to run a company in the 1960s, 1970s, and 1980s. I further shared my excitement that over the 25 years they ran the business, they increased it 35-fold. I learned so many lessons along the way that now are a treasure trove for success in my life.

I was thrilled to be able to “one up” everyone at the retreat by sharing more than my personal story. On Wednesday night at the cocktail reception I shared some very special people to me: my wife, my three children, and my 88 year-old parents. Although sharing my story was great, I must admit that sharing my family with our members was more rewarding than I ever anticipated. My parents were like celebrities, as they have always been to me. The most unexpected gift occurred when my children interacted with our members, leading my 14-year-old son to say to me, “Wow dad, it was amazing. So many people came up to me and said how much they'd learned from you and how much you'd changed their lives.”

For the last 13 years of my traveling to do Lawyers with Purpose training, all my son knew was that his dad was leaving again, never understanding what I did when I traveled. Experiencing firsthand the people who came up to him compelled to share their stories, that changed his life. I must admit, I was very hesitant to share my personal story, let alone my precious family. Members were thrilled, but what I never expected was the invaluable, irreplaceable experience that changed my son’s perspective forever. Now, as I prepare to leave home again for LWP, my son tells me only to have fun. What I learned from George and from the experience overall is that the more we share of ourselves, the greater the relationships we have with those around us and the greater the love we have to share. I encourage you to share your story with your clients, co-workers, and friends, because the rewards can be amazing.

David J. Zumpano, Esq, CPA, Co-founder Lawyers With Purpose, Founder of MPS, Founder and Senior Partner of Estate Planning Law Center

Your Legal Hour – November 4, 2013

Welcome to Your Legal Hour! Please be sure to scroll down below the video to access the handouts for this week's session.

Questions about the materials presented? Contact us at info@lawyerswithpurpose.com

This Week's Supporting Materials

Materials from Prior Sessions

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Start With Heart

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The daily water cooler chatter at LWP headquarters consists of strategizing the latest challenges attorneys face each day. The incessant struggles; lead generation, lead conversion and retention. Conversations on how to support our members in creating consistent, dependable money in the bank at the end of the week. So when it came time to start planning the lineup for the LWP 7th Annual Practice Enhancement Retreat, WHAT to talk about was not the issue. We were actually torn about which topics to cut.

Together, our CC & I team, mentor coaches and lead team all hunkered down and went way back to step one in The Client Centered Estate Planning Process, The Workshop. And like every first meeting, every workshop starts with the attorney introduction. These usually consist of stuffy biographies with lack of personality and connection, classically from the head vs. heart perspective. So when the committee met around who the keynote speaker candidates were, I immediately went to that snowy day in Denver and the impact National NLP Trainer George Ira Carroll had on me during “The Art of Storytelling” workshop back in March 2012. The event was life-altering. It hit me during that retreat planning meeting, this is exact what was missing from the attorney introductions. They weren’t coming across as real, relatable, approachable, truly caring and trusting. Are these not the very core reasons why we hire someone? For ANYTHING?

On day one of the retreat, George opened by sharing his personal purpose story. WOW. You could hear a pin drop in the room. There wasn’t one of the 150 people in the room not on the edge of their seats with an instant connected heart with direct connection and instantaneous trust. Every single person could relate to some element of George’s story. And the whole experience lasted for 8 minutes. That’s it, 8 minutes to give an intentional, purposeful, heartfelt intro. Most attorneys make their first impression from their head; in that ballroom last Wednesday, we learned to start with the heart, which is especially important in this industry.

Baby boomers, the ideal clients of estate and elder law attorneys, walk into their workshop scared, non-trusting, guarded and usually burned by some other “expert” who was going to make their 2 a.m. “wake up and worry time” go away. So imagine a workshop where you walk in and hear something different. It’s vulnerable. It’s heartfelt. It’s breaking down the barriers of a big bad intimidating attorney in the front of the room -all within the first 8 minutes. Did you ever hear the expression, “You had me at Hello?”

And the cool part of the life-altering work is that we now have 150 humans, team and attorney alike, who are connecting, relating and uniting with their communities in a more authentic manner that makes a difference for everyone involved. It makes each of us richer. In every way.

I am very much looking forward to the water cooler chatter at LWP headquarters in November and December as we approach closing the year. Something tells me the struggles are going to look a little different-like how do we keep up with all the work?

Molly L. Hall, Co-Founder, Lawyers with Purpose, LLC, and author of Don’t Be a Yes Chick: How to Stop Babysitting Your Boss, Transform Your Job and Work with a Dream Team Without Losing Your Sanity or Your Spirit in the Process.

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November Member Of The Month – Michele Ungvarsky

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What is the greatest success you’ve had since joining LWP?

I have been able to come up to speed and confidently prepare multifaceted estate plans for clients with only rudimentary prior experience.

What is your favorite LWP tool?

The entire program is excellent but if I have to pick one thing it would be the software, it allows customization for every person who walks through my door.

How has being part of LWP impacted your team and your practice?

It is a complete system we dropped into and with very little training time we were running like old pros. We still have some tweaks to make but it has not been as painful as I expected to learn an entirely new area of law practice.

Pictured from left to right Jacqueline Amador, Michele Ungvarsky and Aurelia Maxey.

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How To Connect With Clients? Let Them In.

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When I was three years old, I was so shy I hid behind my father’s leg and wouldn’t speak to anyone. This seems unbelievable today, since I do so much public speaking and really enjoy being on stage. But when I was three, my mother left me to my brother and father. In the 1970s it was unusual for the father to be the custodial parent, but he had little choice - my mother committed suicide.

This trauma in my life has led to many successes and failures. As a lifetime learner, I attend quite a few conferences each year. If I get one kernel of knowledge to take back to the office with me, I am usually satisfied. This year’s Lawyers with Purpose annual retreat filled my briefcase with a lot of chewable popcorn ideas!

The one I’d like to share with you is simple - Tell your story and connect with prospective clients. Were you drawn in by my story? Did you want to know more?

Clients hire people they like. They assume you have the credentials and legal knowledge. Many times I sit down with clients who have been honest enough to say they have met with another lawyer but it just didn’t “click.” What didn’t click? Their personality. Clients are looking for someone with whom they feel comfortable. The only way to really do that is to be yourself and share yourself with them – your personal self.

In my conference room I have pictures of my three-year-old twins, who are adorable. I can almost guarantee my prospective clients will comment on the pictures. I take that moment to really share a personal aspect of my life and connect with the client. It can then lead to a conversation about their grandchildren, with whom they are naturally very fond.

Understand that your vulnerabilities (struggles you have had, pain you have experienced) can be an asset in developing strong relationships with your clients. I share with my clients on my website, in my workshops and during initial meetings that I moved out of my parent’s house when I was 17 years old, still in high school and without any money. After a year and a half of going nowhere, I enlisted in the Air Force. This tells them that I was not born with a silver spoon and that I am “like them.”

What is your story? How can you connect with your prospects? What vulnerabilities are you willing to share?

If you are not used to this, try something small at first. If a client travels, share where you have traveled. If a client’s spouse has a health concern, share if one of your family members had a similar health issue and how you dealt with it. Then build on that and incorporate your story into your marketing messages and conversations.

Immediately notice the connections. Immediately notice the increase in conversation rates. Immediately notice that you have helped someone else by sharing yourself.

If you are currently not a Lawyers With Purpose member and would like to learn more about what we have to offer, please spend some time with us on November 19th at 5:00 EST. We are offering a one hour live webinar where we will share:

  • Why clients don’t care how much you know and what they want from you.
  • There’s no such thing as crisis Medicaid planning and the preplanning you are missing out on is right in front of you.
  • The key features and provisions of grantor, non-grantor, and pure grantor trusts and when to utilize each for asset protection, Medicaid and VA planning.
  • The newest forms and procedures to file VA apps and appeals and receive timely decisions.
  • Why annuities are often the “lazy-attorney” approach to Medicaid planning and what it fails to consider.
  • How to calculate if an IRA should be liquidated and when not to use personal service contracts when Medicaid planning.

Register now by clicking here : https://www3.gotomeeting.com/register/308773030

Victoria L. Collier is a Veteran and Certified Elder Law Attorney, Fellow of the National Academy of Elder Law Attorneys, Co-Founder of Lawyers With Purpose LLC, and author of “47 Secret Veterans’ Benefits for Seniors—Benefits You Have Earned … but Don’t Know About.

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Why I Am So Passionate About Special Needs Planning

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I attended my first Lawyers with Purpose Annual Practice Enhancement Retreat last week, and experienced an “aha!” moment during one of the sessions facilitated by George Ira Carroll.

In the course of working with a partner to develop “my story,” and recounting to her the perpetual disarray in my personal life over the past two decades, I noted an amazing cause and effect in the success of my Special Needs Planning practice during that same period. Although my personal life was out of control, I was excelling in my professional life advising clients whose lives were also out of control because of their children’s disabling conditions.

Many, if not most, of the consequences of a child’s disability are completely beyond the control of the families into which these children are born. Those consequences run the gamut from medical to social, and leave these families grasping for even a scintilla of control in their otherwise chaotic lives. Enter the Special Needs Planning attorney, whose heartfelt mission is to provide these families with a semblance of control in an otherwise chaotic life. As the lack of control in my own personal life increased, so too did my passion for helping families achieve control in their personal lives by developing and implementing Special Needs Plans that help secure the futures of their children with disabilities.

My clients often remark on my passion for my Special Needs Practice, and now I can identify the source of that passion!

If you're a Lawyers With Purpose Member and want to listen to my webinar "Financial Abuse of Elders & Other At-Risk Adults" on the Member Site, hover over the "LWP Process" tab and choose the "Webinars and Teleconferences" folder. Go to Page 2 and scroll all the way to the bottom. If you are not a Member and would like to listen, email Molly Hall at mhall@lawyerswithpurpose.com and we'd be happy share!

Kristen M. Lewis, Esq., Member of the Special Needs Alliance and Fellow of the American College of Trust and Estate Counsel.

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Within Inches Of Success

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How do you know whether you are traveling down the wrong road and need to turn around, or are within inches of success and need to keep going?

The closest Krispy Kreme to my house and office is approximately 15 minutes away without traffic, and I wanted fresh, hot donuts before work. With rush-hour traffic heading into Atlanta, the travel time is no less than 30 minutes one way. I only live two miles from my office. Therefore, I was making a deliberate choice to spend at least an hour in traffic for a donut.

I knew the route, but I have no geographical sense. After I passed a Dunkin’ Donuts, which I did not want, and had not yet seen Krispy Kreme, I began to doubt myself. Had I gone too far? Did I miss it? Should I turn around? In a split second I did a very unsafe u-turn. While driving, I looked up the address of the Krispy Kreme on my iPhone and input it into my GPS, which prompted me to do another u-turn.

Upon reaching the point of my first u-turn, I could see that the Krispy Kreme was less than a block away – visible from where I actually turned around. I did not see it previously because I was so frantic about whether I had gone too far, and about “wasting” any more of my precious time. Whereas, in reality, doubting myself took me even longer to obtain my goal.

So, how do you know when to keep going or to turn around? Unless you have a crystal ball, you don’t. But, you can assess the situation to make a sound decision. Ask yourself these five questions:

  1. How badly do you want to achieve the goal? How important is the goal to you?

    — If it is your life dream, you may want to keep going regardless of all factors. But if it is just another “interest,” then you may want to cut your losses and focus on more productive interests. In this case, I REALLY wanted a donut!

  2. How much time and effort have you already invested, and how much more are you willing to invest, even if all efforts have ended in failure?

    — Have you spent only a few months pursuing this goal, or has it been years? From the outset, how much time did you envision it would take to achieve the goal? Have you given it enough time? I knew that it would take 30-45 minutes to get to Krispy Kreme. I was willing to spend up to an hour and a half to get the donut.

  3. What are the negative consequences of going forward with the current plan?

    — Will you be investing more time and money into achieving the goal? Is it affecting other people around you? Is it preventing you from reaching other goals you have? When I set off to get my donut, I knew I had no appointments that morning and could take until lunchtime. Now, obviously I did not want it to take all morning, but even if it did it would have no direct negative impact.

  4. Are you making short-term decisions based on immediate pain reactions or long-term decisions based on research, data and experience?

    — Be mindful as to why and how you are making your decision to keep going or to turn around. If you are making the decision because of the immediate pain you are in and are disregarding the huge reward at the end to eliminate the current pain, you may want to step back and see if there is any other way (short of turning around) to minimize the pain (i.e. if you are short on money, how can you generate it otherwise or cut expenses). As they say, “No pain, no gain.” Remember, short-term pain is worth pushing through. Chronic pain calls for treatment (changing the plans).

  5. If you turn around, will you always regret that you didn’t go forward?

    — You live with your success, your failures and your decisions. How will this decision affect you? Will it roll off your back because tomorrow is another day, another plan, another opportunity, or will it sit inside you, eating at you and tainting everything else you do? In my decision to turn around the first time, I was still in pursuit of my donut dream. I was not going to give up until I had it. I would have driven that road, making unsafe u-turn after u-turn, until I had it in my watering mouth.

However, I recently made a decision for one of my businesses where I said to myself, “I will invest a certain amount of money for the next two months. If this does not return the results I want, I will not invest any more money or time into it.” Well, those months were September and October of this year and as of October 31, I will be satisfied with my decision to walk away and follow a different road to success. (To be clear, the business is not my law firm or Lawyers With Purpose).

Where are you on your road? Are you just enjoying the scenery without knowing or caring where you end up? Do you need to turn around or keep going to achieve the success you seek?

As for me, now that I have had my donut I will be pursuing other goals.

Victoria L. Collier is a Veteran and Certified Elder Law Attorney, Fellow of the National Academy of Elder Law Attorneys, Co-Founder of Lawyers With Purpose LLC, and author of “47 Secret Veterans’ Benefits for Seniors—Benefits You Have Earned … but Don’t Know About.”

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Financial Abuse of Elders & Other At Risk Adults – Part One

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The Crime of the 21st Century

The financial abuse of elders, and other at-risk adults, is a societal plague that impacts persons in all social classes and economic strata: from a childless spinster living alone in her government subsidized studio apartment, to Brooke Astor in her opulent Park Avenue home surrounded by “caring” family members. The annual financial loss by victims of elder financial abuse is estimated to be $2.9 billion, a 12% increase from the $2.6 billion estimated in 2008. Women are twice as likely as men to be victims of elder financial abuse. Most victims are between the ages of 80 and 89, live alone, and require some level of assistance with health care, other activities of daily living, or home maintenance. Victims of elder abuse have a 300% higher risk of death when compared to those who have not been abused.

A 2011 study by the U.S. Government Accountability Office estimated that 14.1% of non-institutionalized older adults had experienced physical, psychological or sexual abuse, neglect or financial exploitation in 2010. Other studies estimate that one in six adults over the age of 65 has been the victim of a financial crime. Upwards of 5 million American adults over the age of 65 have been victims of elder abuse in all its forms. The “dehumanization of victims that takes place in the process of financial abuse . . . . creates an avenue to further victimization . . . . [T]he interrelationship between financial, physical, sexual and emotional victimization of elders is undeniable.” See The MetLife Study of Elder Financial Abuse: Crimes of Occasion, Desperation and Predation Against America’s Elders (hereafter referred to as the “2011 MetLife Study” (available at http://www.metlife.com/assets/cao/mmi/publications/studies/2011/mmi-elder-financial-abuse.pdf).

In the weeks ahead, we will investigate the scope and definition of elder financial abuse and exploitation; commonly cited reasons for this societal plague; the perpetrators of elder financial abuse; the detection and reporting of elder financial abuse; the remedies typically available where elder financial abuse has occurred; and finally, preventative measures that can be taken to forestall or eliminate elder financial abuse. 2013 is “The Year of Elder Abuse Prevention” (sponsored by the Federal Administration on Aging). I look forward to educating our blog readers – and the multi-disciplinary allied professionals who serve our elders – in the weeks ahead, which is a critical first step towards stemming the rising tide of elder abuse.

Kristen M. Lewis, Esq., Member of the Special Needs Alliance and Fellow of the American College of Trust and Estate Counsel,

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Know The Five Key Trusts

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We’ve seen a lot of changes in trusts for estate planning solutions over the last 20 years. Prior to 1993 there were basically two types of trusts; revocable living trusts to avoid probate and provide for asset management in the event of disability, and irrevocable trusts to prevent any unnecessary estate tax. Over the last 20 years a lot has changed, and a new genre of trusts known as iPug™ now serves 99.8 percent of Americans. iPug™ stands for Irrevocable Pure Grantor Trust. “Pure” means it is a grantor trust for income tax purposes and included in the grantor’s taxable estate. The popularity of these trusts has grown significantly since 2001, with the enactment of EGTRRA raising the federal estate tax limits to over $5 million. As a result, the number of Americans affected by estate tax is now less than one fifth of one percent.

There are three variations of the iPug™ trust: the income-only version, which we at Lawyers with Purpose call the MIT™; the control-only version, which we call the FIT®; and the third-party version, which we call the KIT®. Each of these trusts allows the grantor to be the trustee of the trust AND retain the full power of appointment to change everything and anything in the trust except that which the grantor wishes to protect. For example, in the income-only version the grantor irrevocably gives up the right to principal but retains the right to income and the ability to change all provisions of the trust, including the beneficiaries and the timing, manner and method of distribution. While this has many traditional planners on edge, my law review article “Irrevocable Pure Grantor Trust, the Estate Planning Landscape has Changed,” should calm the typical concerns. It should provide comfort that I have been using these for over 20 years and have thousands of them in the marketplace, and they have been utilized throughout the country by over 500 law firms over 13 years.

Simply, iPug™ planning does not relate to tax planning, but rather to asset protection planning.

The Uniform Trust Code, the Restatement Second and Third of Trusts and every treatise on trusts is in agreement, asset protection rules are very simple: whenever the grantor retains a right directly or indirectly (through any power of the trustee) to benefit from a self-settled trust, is also available to the creditors of the grantor. This is where iPug™ trusts are uniquely different. In the MIT™, the grantor irrevocably gives up the right to principal from the trust and cannot ever have access to the principal. Thus, because it is forbidden to be distributed to the grantor, it is blocked from access by any of the grantor’s creditors, predators or long-term care costs. Similarly, the control-only version of the iPug™ (FIT®) works exactly the same way, except that in this version the grantor retains no right to income or principal. This trust is typically used for people who do not need the assets or the income from the assets placed in it, but seeks to protect it from their creditors, predators and long-term care costs. The significance of the FIT® is that the grantor still retains full control of all assets and maintains privacy, not having to share any financial information with family or anyone else. The grantor also retains the freedom to make distributions of principal anytime during life, to any child or other beneficiary, for any purpose. The only restriction is that the grantor is prohibited in any way from transferring the income or principal to him or herself, thereby protecting it from any third-party creditors, predators or long-term care costs. Basic Asset Protection Law.

Finally, the third-party version (KIT®) is a slight variation in this trust is typically used when a client has already transferred assets to third parties (i.e. children). For example, dad and mom transferred the family farm to the kids hoping to "protect it," but not realizing that by doing so, it became subject to the kids’ creditors, predators, long-term costs and divorce. In order to protect transferred assets from the creditors, predators, divorce and long-term care costs of the transferees (children), the transferees act as co-grantors to create an irrevocable trust and fund it with the assets that had been previously conveyed. The parents can be the beneficiaries during their lifetime and upon the death of the parents, it can revert back to the children individually or in an asset protection trust designed similar to a MIT™ or FIT® to the children (now as grantors) and therefore self-settled. This provides asset protection to the parents during life but also could provide lifetime asset protection to the children as if they had done a MIT™ or FIT® themselves (after death of parents). Since a KIT® is a third-party trust, it is not within reach of the parents' predators, creditors or long-term care costs.

Perhaps the greatest untapped use of iPug™ trusts by most practitioners is for business owners. I have been successfully using these trusts with business owners for many years, and they love them when they understand how it protects them. If a business owner has a corporation or LLC, all of their personal assets are protected from the liability of that LLC or corporation, but the LLC or corporation is not protected from their personal liabilities. The corporation or LLC is an asset subject to the reach of the creditors if the liability is personal. As a result, I have many clients who opt to put their business interests into a MIT™ or FIT®. Using the MIT™ protects the business from being taken by personal creditors, predators or long-term care costs but does allow all the income from the business (which pours into the MIT™) to be distributed to the grantor. Another strategy is to use the FIT® for the business trust. This provides no income or principal to the grantor through the trust (and therefore protects it from the grantor's predators, creditors or long-term care costs) but the grantor could receive any amount of income deemed reasonable by business standards directly from the LLC or corporation.

For example, as an officer or employee of the corporation the grantor can receive a salary like any other employee. This income, however, will not be subject to his creditors and predators but could be “shut off” at any time by his resigning from the company. This provides both the benefits of retaining the right to income as well as retaining the ability to protect the income should the grantor decide differently at some point in the future. Trust planning is exciting in this new millennium, and utilizing all of the various trusts will help make us better counselors in serving our clients. I encourage you to stay abreast of all the issues related to iPug™ trusts and how they work for Medicaid eligibility, veteran’s benefits, and business protection planning.

David J. Zumpano, Esq, CPA, Co-founder Lawyers With Purpose, Founder of MPS, Founder and Senior Partner of Estate Planning Law Center.