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We’re Providing 25+ Hours of Education This Week in Atlanta!

Bigstock-Midtown-Atlanta-Skyline-10818991-300x225Technology is absolutely fascinating. As I typed this I was on a Delta flight loaded with WIFI and headed to Atlanta for an action filled transformative week in the Estate Planning and Elder Law World. Tuesday and Wednesday our very own National Experts, Dave Zumpano and Victoria Collier will be leading a Two Day Summit on Asset Protection, Medicaid and VA planning (to a SOLD OUT crowd so if you do not have a reserved seat but would like a recorded copy of the event, email motts@lawyerswithpurpose.com ). We are honored to have the opportunity to provide solutions for Asset Protection, Medicaid, and VA Benefits to some of the nation’s top estate planning & elder law attorneys.

After over 25+ hours of phenomenal education, software & marketing, we'll be heading on over to the Annual NAELA Conference where Lawyers with Purpose will be one of the Featured Exhibitors of the 2013 Spring Event, celebrating their 25 year Anniversary!

Make certain you stop by The Lawyers with Purpose booth to register to WIN one of two $100 VISA Gift cards. We look forward to seeing many familiar friends and meeting many new as well.

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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Veteran Administration to Expedite Compensation Claims – But Not Pension Claims

Bigstock-Veterans-37778980-300x200The Improved Pension for Wartime Veterans has always been the step-child of the Veterans Administration. Veterans are people who served in the United States military for a period of time and who received a discharge greater than dishonorable. Those who have been injured in the military or due to their military service may receive a tax free income called “compensation” to financially compensate them for the loss due to the injury. Wartime Veterans are those individuals who served in the military during a certain period of time, as set by Congress, regardless of whether they were injured or not. Wartime Veterans may receive a tax free income called Improved Pension as long as they are disabled (or aged 65 or older) and meet low income and asset rules.

On April 19, 2013, VA Secretary, Eric Shinseki, announced that the Veterans Administration is “implementing an aggressive plan to eliminate the backlog in 2015” of compensation claims. The VA will immediately begin an initiative to expedite compensation claims decisions that have been pending for over a year. The current average time for a compensation claim to be decided is 286 days (9.5 months).

NO SUCH INITIATIVE FOR THE IMPROVED PENSION WITH AID AND ATTENDANCE BENEFIT: The VA has made no such promise, nor created any specific initiative for Improved Pension claims. The majority of claims for Improved pension are from WWII and Korean War Veterans (or their widows) who are frail and elderly and need the aid and attendance of another person with their activities of daily. They are receiving, or in need of receiving, home health care, assisted living care, or nursing home care. Their life expectancies are short due to age and illness. The average claim award is also around nine months. However, many of these claimants die while waiting for the VA’s decision. If single, the claim dies with the claimant, thus, no award in many cases.

In its announcement, the VA asserted it will continue to prioritize claims for homeless Veterans, those with financial hardship, terminally ill, former Prisoners of War or Medal of Honor recipients, and Veterans filing fully developed claims.

Thus, for claimants filing for Improved Pension with Aid and Attendance, the way to have the claim prioritized is to ensure that the claimant files a fully developed claim on VA Form 21-527EZ (or VA Form 21-534EZ for widows of veterans). Moreover, if the claimant has a terminal illness, provide a copy of a physician’s statement and any other relevant documentation from a hospice or palliative care provider affirming the terminal illness.

When a fully developed claim is filed, an award should be expected within three months. It is the VA’s desire that all claims be processed pursuant to the fully developed claim standards. However, unless the VA increases its awareness, focus, and resources to help adjudicate improved pension claims, only compensation claims will be expedited and wartime claimants seeking pension will still only experience delays in receiving their awards and benefits.

Victoria L. Collier, Certified Elder Law Attorney, Fellow of the National Academy of Elder Law Attorneys, Co-Founder, 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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People-First Language Handout

Bigstock-trust-family-hands-of-child-so-27258686-300x199In case you have tried to access the People-First Language Handout on the website of the Texas Council for Developmental Disabilities which we reference in our blog, they are apparently currently experiencing technical difficulties with the direct link. However, you can still access the handout in a round-about way by following these steps:

1. Go to www.tcdd.texas.gov

2. In the white menu box near the top of their home page, click on the “down arrow,” scroll down to “Resources” and click on it.

3. Scroll down to “People First Language” and click on it.

4. At the far left of this page, there will be a link to download the handout as a PDF.

Thank you!

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Person-First Terminology In Special Needs Planning

bigstock-trust-family-hands-of-child-so-27258686For those estate planning attorneys and allied professionals who have little experience advising families with special needs issues, one of the biggest challenges is learning, appreciating and using “person-first” terminology when referencing the beneficiary with a disability and his consequent special needs. It does not matter how technically proficient an advisor may be if he or she alienates the client by utilizing outdated and disparaging terminology to refer to the person with the disabling condition.

Just as the “N-word” offends most people of good will, so too does the “R-word” (“retard” or “retarded”), which has only recently gained a similarly offensive status. State and federal statutes are increasingly amended to replace all forms of the “R-word” with more respectful terminology. A client of mine with the patience of Job illustrated the concept of person-first terminology as follows: “I don’t have a disabled daughter; I have a daughter with a disability. She isn’t “wheelchair-bound;” she uses a wheelchair to get around. She is not a “Downs child;” she’s a child who has Down Syndrome. She’s not “mentally retarded;” she “has a cognitive disability.” Her siblings without disabilities aren’t “normal;” they are “typical.” Using person-first terminology may seem cumbersome and unnatural at first.

Clients, however do take notice of those who successfully integrate this concept into normal speech. In time, the old terms that emphasized the disability first, instead of the person first, will become as offensive to the attorney, and to the other allied professionals with whom they work, as they have been to these families.

Overcoming this challenge will completely transform the way a family relates to, and communicates with, their professional advisors.

For a handy “cheat sheet” on the proper terminology to use when referring to individuals with disabilities, visit www.tcdd.texas.gov and download a wonderful “People First Language” handout (in English and Spanish) developed by the Texas Council for Developmental Disabilities. See also John Folkins, American Speech-Language-Hearing Association, The Language Used to Describe Individuals with Disabilities (Dec. 1992), available at http://www.asha.org/publications/journals/submissions/person_first.htm.

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

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How Does Defeating DOMA Affect Military Personnel and Veterans?

Bigstock-Semper-Fi-Us-Marines-2913744-300x195On Wednesday, March 27, 2013, the Supreme Court of the United States heard over three hours of oral arguments to determine the constitutionality of the Defense of Marriage Act (DOMA), signed into law by President Bill Clinton, enacted on September 21, 1996. DOMA restricts same-sex couples from receiving federal marriage benefits. Moreover, DOMA does not require inter-state recognition of legalized marriages of same-sex couples. Thus, a couple of the same gender who is legally married in Massachusetts would not be recognized as married should they move to a state such as Georgia.

Had “Don’t Ask Don’t Tell” not been repealed, this discussion would be moot. But, since homosexuals can now serve in the military openly, the issue of striking down DOMA becomes even more important for both active duty military members as well as veterans.

Many advocate for the unconstitutionality of DOMA due to the discriminatory differences in taxes, employment benefits, wrongful death suits, and approximately 1,100 other federal benefits that are not available to same-sex couples. But for military individuals, the benefits of marriage go well beyond that. For active duty military, when both spouses are in the service, they are assigned to the same military institution. If they have children, then only one spouse is deployed at a time so the children will have one primary parent still at home. The military spouse is paid more when he or she is married. This is just the short list. Veterans who are or could receive service connected disability compensation or wartime pension would also benefit by DOMA being repealed, as would their spouses.

The Supreme Court is expected to have a decision about DOMA in June. Regardless of the outcome, it is noteworthy that the Secretary of Defense has already begun making strides to minimize the discrimination of same sex couples serving in the military. On February 11, 2013, a memorandum extending benefits to same-sex domestic partners of military members was issued in response to the repeal of “Don’t Ask Don’t Tell.” Twenty member-designated benefits and 22 additional benefits for same-sex domestic partners are slated to be in place no later than October 1, 2013. To read the entire memorandum, click here.

The ability for same-sex active duty military, as well as veterans, to be legally recognized as married, will open the door for estate planning opportunities, long-term care opportunities, and asset protection strategies. Becoming aware of and staying abreast of the changes in this area of the law will set your law firm apart from others who are still focusing on the “permanent tax” law.

Victoria L. Collier, Certified Elder Law Attorney, Fellow of the National Academy of Elder Law Attorneys, Co-Founder, 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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As The Horses Marched In Silence

Photo-copy-e1366122420854-225x300I went to Washington D.C. last week on vacation in hopes of seeing the cherry blossoms. As luck and a late spring would have it, they were in full bloom. Being a veteran, it was also important to me that I take my children to Arlington National Cemetery to pay our respects and witness the changing of the guard at the Tomb of the Unknown Soldiers.

While walking toward the tomb, I noticed six horses approaching our direction. Since my children are three, they really like horses. As I was getting their attention, the realization hit me that the horses had just performed their duty of delivering the casket of a fallen soldier. Shortly thereafter we heard the 21 gun salute. There are over 27 funeral services per day at Arlington. It was an honor to be able to witness one of them.

Who is permitted to be buried at Arlington? My mother was with me on vacation and she asked me if I was going to be buried there. Unfortunately, for me, the answer is “no” because I don't qualify. To be eligible for burial in the Arlington National Cemetery, the person must have either: died while on active duty; be retired from the Armed Forces; any member of the Armed Forces who was separated prior to October 1, 1949 due to physical disability and who would have been eligible for retirement; any former active duty member of the Armed Forces who received one of the following decorations: Medal of Honor; Distinguished Service Cross (Air Force Cross or Navy Cross); Distinguished Service Medal; Silver Star; Purple Heart; or who was a prisoner of war; or certain qualified family members. For more information about eligibility, visit the Arlington National Cemetery.

While we are all familiar with May 30th being Memorial Day, a day to honor and remember those who served and died for our country and our freedom, it is humbling to be at Arlington any given day when a funeral service is being performed – a daily reminder that service members are dying every day for us.

As an estate planning and elder law attorney, I am privileged to meet so many wartime veterans from WWII, Korea, Vietnam, and now also from the Desert Wars. Each has a unique story. They have protected our country and now want to protect their own families. As attorneys, we have the unique abilities to help them do that through asset protection strategies and estate planning tools. For more information, contact www.LawyersWithPurpose.com.

Victoria L. Collier, Certified Elder Law Attorney, Fellow of the National Academy of Elder Law Attorneys, Co-Founder, 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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The Power of Preparation

Bigstock-Prepared-Not-Unprepared-Sticky-42294814-300x200I was fortunate enough to spend the weekend in Atlanta attending the NCAA Final Four and National Basketball Championship Game. So many lessons to be learned by such an intense weekend, but the one that stands out most was of my wonderful buddy who went with my son and I.

The day before arriving in Atlanta, he decided to begin the weekend with a 5K race. So early Saturday morning we got up and cheered him on at the finish line. He succeeded; imagine that, quick decision, not a lot of preparation, and he was able to complete the 5K in around 30 minutes!

But what’s the rest of the story? Well for the next two days he was in such pain he could hardly walk. His muscles would give out every so often and given that my pedometer said we walked over ten miles on Saturday – it was an absolute challenge for him. So what’s the moral of the story?

Preparation. Many of us (especially us quick starts) are quick to make decisions in the moment that sounds good. We may even prevail, as my buddy did. But the question is, at what cost? How could this have played out differently? Same is true with running a law practice. So many people, as Michael Gerber says, have the entrepreneurial seizure and go start a practice or have some bright marketing idea to try. Many times, we accomplish what we set out to, but like my friend sometimes it is at a painful cost.

To have a successful law practice takes preparation. It takes diligence and a structure that you build up to, just like preparing to run a race. The three key elements are:

– Understanding the legal technical;
– Understanding marketing from a wholesale, retail, and branding perspective; and
– Having the proper infrastructure to help you monitor your current reality on a daily basis and get the work done timely and competently.

That’s what’s enabled me to thrive in my practice for the last 20 years and that’s what has enabled over 1,000 of those that I’ve worked with to succeed as well.

So are you off for a quick run? Or are you ready to begin the preparation so that when you’re done with your run (or bright idea), the consequences are minimal and the rewards are great?

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

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Who ‘ s Really Right?

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Last week I led a monthly implementation session with a firm that I have been coaching for a few years now. The attorney was not on the call (home with a sick child) but it ended up being a GREAT call with the team. The topic was on how to handle the consistent “interruption of calls”. This is something that this particular firm has been struggling with for 6 months now. And not uncommon from most other firms out there. There’s a saying amongst team, “business would be great, but for the clients.”

A few minutes into the call I had to stop the team: “Time out, walk me through the process of how you route calls.” I had to reel the team back in. They were all talking over one another and throwing words around like “system” and “steps.”  They were speaking into a huge amount of right/wrong – who said it should be done this way versus that way – what the receptionist is doing (and not doing). 

What I loved so much about this implementation session is how easily a neutral, unattached party can simply anchor a group of committed teammates back to the process, after listening to them and keeping the reasoning to SERVING THE CLIENT. But the group lost sight of that, they were so focused on what the system said, what this teleconference said, at last year’s retreat someone at lunch said, etc. All the while, the clients weren’t feeling heard and acknowledged because each person was so committed to “the way.”

The role of a “coach” is to actively listen for the things not really being said while holding the space to lead the group back to the tools available to support them in implementing the breakthroughs achieved during the call – versus cramming systems to end the very, very necessary healthy debates. That is where the promised lands lay, in the healthy debate. The role of a coach is not to provide immediate solutions to end the turmoil.  Systems are a phenomenal support mechanism – but only when the facilitator seeks first to understand. 

Often on our CCI calls we hear the confusion between “Molly said, Dave said, so and so said”.  The beauty of the CCI program is we are all going to have slightly different viewpoints on the minor details we find firms hung up on – because there isn’t one right answer, especially on such minor things like they were stuck on – should I take a message and hand it to Mickey, or should I have the receptionist better screen the call or should I take the info down and hand it to Mickey.

At the end of the day; declare a way you’re going to try on, test it, meet again in 30 days and make necessary refinements if needed. But until you decide to put an end to the “he said/she said”, that will always be a roadblock and quite frankly an excuse for not getting started. In all honesty, if your team leader commits to trying one standard approach that you will track and discuss in your weekly team meetings, you cannot mess it up. That is the birthplace of a system.

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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Inherited IRA Retitled For SNT

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A 40-year old client of mine, who is disabled and receiving means-tested government benefits, was designated as the direct beneficiary of his deceased mother’s IRA. This arrangement, of course, threatened his ongoing eligibility for those government benefits. The client’s father was still living, and able to serve as the Settlor of a (d)(4)(A) (i.e. first-party) SNT for the sole benefit of the client.

I prepared the SNT so that it qualified as a “grantor trust” with respect to the client for income tax purposes. We used the client’s Social Security Number as the taxpayer identification number for the SNT, in lieu of applying for a separate Employer Identification Number (which is also an option), to emphasize to the IRA custodian that the client and the SNT were deemed to be one and the same taxpayer. I then approached the in-house legal department of the IRA custodian and requested that my client’s inherited IRA be re-titled in the name of his first-party SNT, relying upon the analysis and holdings of Private Letter Ruling 200620025 (which we all know is not binding precedent on the IRS for taxpayers other than the one who requested the Private Letter Ruling).

In that PLR, an adult child with a disability, who was receiving means-tested government benefits, was designated as the direct beneficiary of a share of his deceased father’s IRA. In order to preserve his means-tested government benefits, the son’s legal guardian petitioned a court of competent jurisdiction for authority:

(i) to create a first-party SNT, and
(ii) to fund it with the beneficiary’s share of the inherited IRA.

The IRS held that the first-party SNT was a “grantor trust” for federal income tax purposes under IRC Section 677(a). Thus, since a grantor trust is disregarded for income tax purposes, the IRS held that the funding of the SNT with the beneficiary’s share of the inherited IRA was not a transfer for purposes of IRC Section 691(a)(2). This conclusion remained the same even after the beneficiary’s share of the inherited IRA was transferred, by means of a trustee-to-trustee transfer, to a new IRA account set up and maintained in the name of the deceased IRA owner to benefit the son through his first-party SNT. Finally, the IRS held that the Required Minimum Distributions from the new IRA to the SNT could be calculated using the son’s life expectancy.

In my client’s situation, it was not necessary to secure the appointment of a legal guardian or conservator, because although he was “disabled” within the meaning of the Social Security Act, he was mentally competent and had not been declared to be an incapacitated adult. Our real challenge was the insistence of the IRA custodian that we obtain a court order directing the “reformation” of the decedent’s beneficiary designation from my client individually to his first-party SNT. The custodian of the IRA account stipulated that it did not object to the entry of a court order reforming the beneficiary designation of the IRA from my client individually to his first-party SNT.

Since my client did not have or need a court-appointed guardian or conservator, we could not get the requested court order from the Probate Court. Since all interested parties were in agreement as to the retitling of my client’s inherited IRA, we initially struggled to find a basis upon which to file a civil action in Superior Court that would not be dismissed for lack of a controversy. In the end, we decided to file a Complaint for Declaratory Judgment in the Superior Court, seeking the reformation of the decedent’s beneficiary designation form and an order directing the custodian to retitle the inherited IRA in the name of his SNT.

We were thus able to secure an order and final judgment of the Superior Court holding that the decedent’s IRA beneficiary designation form was “reformed” to substitute the client’s first-party SNT for the client individually, and the IRA custodian was directed to honor the reformation by substituting the SNT for the client individually. When the dust settled, the client’s inherited IRA was retitled as follows: “Jane Doe, Deceased IRA for the Benefit of John Doe through the John Doe Irrevocable Supplemental Care Trust.” (This designation language was taken straight from Private Letter Ruling 200620025.) It is important to note that the success of this approach requires that the first-party SNT be a grantor trust with respect to both income and principal vis à vis the beneficiary in order to avoid a taxable recognition event. The balance in the newly retitled inherited IRA is now being distributed directly to the first-party SNT based on the client’s life expectancy, and the client’s eligibility for means-tested government benefits has been preserved.

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

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Why Attorney ‘ s Hate Marketing

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While on implementation calls recently, there has been a common struggle lately with reaching out and connecting with professional advisors to schedule the recommended dose of Synergy Meetings. I've also heard a lot of lack of follow up for fear of “bugging them.” Or, "I call them, but they don't call back."

Then there are those who say if you FDS, they will come! The difference in the two mindsets is the way they view marketing and sales. Going out and marketing your practice – aka building your business – with Synergy Meetings is marketing. It's not sales. The common push back I hear when asking how many Synergy Meetings they've done, is they don't want to come across as “salesy” or they don't feel “professional.” Another commons response they tend to throw on the table is they don't have the time or they feel like they are bragging or boasting about themselves.

In an article published by Legal Marketing Reader, John Cunningham, offers 10 reasons why lawyers hate marketing. It's a great article that gives suggestions on changing your mindset.

One of the most important things to remember is the difference between marketing and selling. They are two very different things. Marketing is all that you do to get the phone to ring, to get the client to the table. It focuses on the clients needs and wants. Sales is converting and closing the deal, bringing money in. It focuses on the service you provide. Selling, in my opinion, is harder than marketing, especially when your selling the invisible. There's a big difference between these two concepts, both are important in your practice.

I find that when you start looking at your marketing from the place of being an advocate for the potential client, and how you can best serve them, it takes it to a place of joy, not frustration. Face your fear, give yourself a pep talk and keep up with your competition. If you look at your practice as a bullseye and all that you do circles the center, that center is your marketing. It's the core of your success. Not doing it isn't an option.

Roslyn Drotar – Implementation Coach, Lawyers With Purpose