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Interviews don’t have to be painful. Honestly. Most interviews are painful because of the quality of questions you are (or are not) asking. Most people are easily seduced by an impressive resume, so most interviewers ask the customary questions: “Why did you leave your last job,” “What are your strengths, weaknesses, etc.”  It’s pretty hard to raise any major red flag in this manner. 

This morning I was supporting an attorney in conducting phone interviews for a paralegal position. In reviewing the candidate's resume, I was pumped – with her current company for 12 years, previous company for seven years and the bullet points describing each position were beautifully crafted to articulate leadership and self-direction. 

Ten minutes into the phone interview I was feeling so hopeful for the attorney. The candidate spoke of how she is financially free, house paid off, husband successfully running the family business. Sweet, I thought, the money conversation should go fairly smooth, since she’s not afraid to talk money and clearly is not primarily motivated by it.  “Fantastic”, I said, “You have such an impressive financial outlook. You’re leaving a company after 12 years and your husband and father are doing well running the family businesses.  I’m hearing that money is not a primary motivator for you; what about coming into the estate & elder law industry excites you enough to make an industry shift, if not solely for the money?”

An awkward long pause. And then LOTS of choked up tears. “I don’t appreciate you saying I am wealthy and spoiled,” she replied. “I take huge offense to this and I am hanging up on you now.” CLICK. Clearly I triggered something BIG for her.  It's amazing how people show their true colors when the questions have some heft and depth to them. It is very hard to have canned answers for how to respond. Google won’t come up with questions like these on the Top 10 Interview Questions lists.  I had never been so happy to be hung up on when I began to visualize how this gal would have handled the first challenging call from an upset, scared, confused baby boomer client who pushed buttons she didn’t even know she had.

To say the attorney was happy when I followed up with my notes is an understatement. The truth is very seldom revealed when we are asking safe, standard questions.  To request  a free copy of “The 5 Minute Phone Interview” script, please contact me at mhall@lawyerswithpurpose.com

If you are interested in attending our Practice With Purpose Program, register and reserve your spot today! This event always sells out and will teach you all you need to know to run an efficient and successful estate planning / elder law practice.  We look forward to seeing you in the room.

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.

I don’t mean in 1776.  Rather, just last week.  Where were you and what were you doing?  Almost everyone I know looks forward to the Fourth of July – especially this year since it was a three-day weekend.  In Atlanta the weather was great; cool in the morning and low humidity in the afternoon.  It was a perfect day for the common rituals of barbequing, spending time outdoors with family and friends, and traveling.  

But July 4^th is actually just a date.  The true essence of the holiday is to celebrate America’s independence from Great Britain.  Seeking independence, or trying to maintain independence, can bring about struggle and strife.  The pilgrims had to journey long distances in small boats across vast oceans for freedom.  They then had to face natives and engage in a battle against the Red Coats.

Our seniors and veterans define independence altogether differently.  Each day is a struggle to maintain independence when losing eyesight, hearing, or the ability to walk or drive.  When caring for a loved one whose health is declining, that person will try very hard to maintain independence. This can bring discord to the family.  Battles may ensue. 

Less than 100 years after the Declaration of Independence was signed, April 12, 1861, the Civil War began dividing a nation – both sides fighting for independent rights (the Union to free the slaves and make them independent and the Confederate to be independent from government scrutiny).  Georgia was the fifth state to secede from the Union on January 19, 1861, and heavily supported the Confederate cause.   I spent July 6, 2014 visiting the Historic Oakland Cemetery in Atlanta, Georgia which offers tours highlighting the notable events shaping Atlanta.  Thousands of Confederate soldiers are buried there, as well as 16 Union soldiers.  Visiting the cemetery was a reminder of all of the independence we have today because of the struggles our forefathers were willing to forge.

But, not to get lost in the remembrance alone, I also spent July 6, 2014 celebrating Independence Day listening to the 116^th National Guard Band play patriotic music.  Each military branch has a band, although they are becoming smaller due to budgetary constraints.  Before long, we may only have memories of military bands playing for citizen celebration and morale.

Remember as you begin to “help” your loved ones who may be losing the battle of personal independence, that their lives and accomplishments are to be remembered and celebrated. Take a moment to recognize the strain but celebrate the person behind the cause.  When the battles are over and the memory is all that remains, make sure it is one you can celebrate with joy.

Victoria L. Collier, CELA, Elder Care Attorney, Co-Founder of Lawyers for Wartime Veterans and Lawyers with Purpose, Veteran, author of 47 Secret Veterans Benefits for Seniors and most recent book, Paying for Long Term Care: Financial Help for Wartime Veterans: The VA Aid & Attendance Benefit.  

For the past two years you’ve been keeping your allied professionals and clients advised on the controversy between Federal district courts on whether an inherited IRA is protected from bankruptcy and other predators. 

For the past ten years, Lawyers With Purpose has taken the position inherited IRAs are not protected and have planned for their clients accordingly.  On Friday, June 13^th, the U.S. Supreme Court in Clark v. Ramiker ruled inherited IRAs are not retirement accounts for purposes of protection from bankruptcy and general creditors. 

We are excited to bring to the LWP community a LIVE GoToWebinar of Dave presenting a live Lunch & Learn to his allied professionals on what the U.S. Supreme Court has ruled on Tuesday, June 24^th at 12:00pm EDT.

In one hour you’ll get:

• An understanding of the key holdings of the recent Supreme Court decision.
• Learn the asset protection strategies available for inherited IRAs.
• Know the four requirements for trusts to qualify to own IRAs without causing taxation.
• Discover the "inside" and "outside" planning strategies we have used for years to protect inherited IRAs and provide clients with the maximum number of options at death to avoid the loss of an IRA to creditors and long-term care costs.

While many are surprised by the Supreme Court’s ruling, we believe working with well qualified, forward thinking estate planning attorneys, like you, is essential for your clients to protect their most valued asset.  Now let’s let your community and allied professionals know, and showing up for the GoToWebinar will get you the information you need to know to start that conversation.

Join us on Tuesday, June 24^th at 12:00pm live via GoToWebinar. Click here to register now! We hope you can join us!

There's definitely an art to building a successful nursing home marketing plan, and a recent Marketing Roundtable we had with some successful members on the subject revealed some valuable advice. If you missed the first post on this subject, you can find that by clicking here.  This post deals with how to respond to resistance and rejection when you're trying to get in the door.

A lot of people get hung up on what to do when the nursing home receptionist puts up a stop sign. Do you shrug your shoulders and move on to the next place?

Many times, your next course of action should be to figure out if the facility has a marketer or an admissions person; often it will be the same person serving both roles. That person's job is basically like our job, trying to create new relationships, so if you can’t get through the door from outside, the marketing/admissions at person can provide you with another path. They know you can actually be a source of referrals for them when clients come to you before they're in a nursing home, so they see the value in forming a mutually beneficial relationship. You can often use that relationship to get to the business office manager or the administrator.

One approach to consider – the marketing people are always trying to do something in the community, maybe by sponsoring a luncheon or CEUs or something in the hospital.  You can partner with them on these ventures by sharing costs or doing an informative presentation at the event.  You'll just need to keep in mind your goal of establishing a relationship with the business office manager, because that's where your referrals will come from, not from the marketing person. So don't keep partnering on these events if they're not getting you to the right people. 

Why the focus on business managers? They’re your biggest opportunity – once you’re in and they see what the benefit is, how you can help them, they’ll put you in front of the administrator. Then you can have your synergy meeting and form that relationship with the administrator.  Honestly, the administrator just wants to make sure everyone else is doing their job and it’s getting done right.  Once you've established your value, from that point on, they see you there.  They know who you are.  They don’t want some stranger walking through their building and walking into their back office.  They want to know who that person is, so eventually you'll have to get in front of the administrator. 

Approach the business office and say, “I can set up a lunch-and-learn with you guys.  Bring in the key staff.  Bring in the administrator.  We’ll bring in lunch.  If anyone has questions, throw them at us.  We'd be happy t share with you all how we do things.” Inevitably at this point, you will get asked what you charge. And be honest; just tell them what the costs will be. But let them know, we’re going to show you the value of our service and what it's going to cost your client. The process will be transparent to you, so you’re not going to have to worry about a black hole or a non-payment because we’re going to make sure everything falls into place at the deadline just like we said it would happen.

You're probably wondering, how many times should you try to get through to this business office manager before you decide to move onto the next place? We usually give it about three attempts.  If you just don’t get anywhere, or you get some pushback or see materials from other attorneys or other senior financial places, then they probably have a existing relationship with an elder law attorney. That's when we go back to the admissions person or the marketing person. Work that angle again, because they’re just much more accessible and can help you get back into the business office. Once you've formed that relationship, you will have a strong advantage over someone else who has tried to get in the door by just dropping off a business card.

We will have more to say on this subject in future blog posts, so be sure to check back for the next piece soon.

Roslyn Drotar – Coaching, Consulting & Implementation, Lawyers With Purpose

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

Our greatest success so far has been in recognizing some operations and processes that need to be broken in order to be put back together in better condition. We're still very much in the process of breaking things; however, after having been in estate planning practice for 20 years with a firm that's 40 years old, it's a slow ship to turn.

I'm also tremendously excited to include Medicaid planning in my practice. I believe that this will be not only a crazy-popular tool to get clients in the door and build a consistent stream of income, but also a wonderful way to help folks plan for their children and successive generations. I agree wholeheartedly with Dave’s comment that preserving assets is almost more important to the client who has $500,000 than it is to the client who has $5,000,000. Spock would say that it’s an exceptionally logical choice to include in the estate planning discussion.

What is your favorite LWP tool?

I very much like the Revenue Focuser exercise, but I confess that the productivity focusers (the Daily, Weekly and Monthly Focusers, the Idea Focuser, etc.) have honed the way that I plan my days like no tool I have ever used before. These are exactly as advertised – they focus me on what I'm supposed to be doing, what I need to be doing, and when I need to plan for projects to be available. I have found that I'm much more productive when I have the productivity focusers setting out my goals; I may not complete everything, but I do a lot better if I've decided on something to achieve.

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

LWP™ has offered so much more than drafting software, legal/technical advice toward Medicaid planning – just the practice management coaching has been worth the price of admission! Guidance toward defined team roles, too, has been extremely helpful. I'm still a very new member, but I can already see myriad ways in which LWP™ has impacted my practice and helped me work toward a much more efficient operation.