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Avoiding The Five Major Threats To IRA’s: Part 3

Many people are keenly aware the many advantages of qualified accounts such as IRAs, 401ks and the like but few are aware that of the five major threats to all qualified accounts.  In the first two parts of this series, we discussed the risk of income taxes and excise taxes.  Today, I will discuss the risk of losing IRAs to the long care costs, and finally we will continue our series with threat to IRAs by estate tax and the beneficiaries and/or their creditors after the death of the plan owner. 

Bigstock-Black-Bomb-With-A-Burning-Fuse-49289681Many people believe that IRAs and qualified assets are exempt from determining eligibility for long-term care benefits such as Medicaid or Veterans Aid and Attendance benefits.  This is far from true.  It is important when planning for qualified funds to be clear on what the law states.  An IRA is an available resource in determining ones eligibility for Medicaid. This is deduced by the annuity exception contained in 42 USC 1496p (C) (1)(G).  The law states that an IRA is exempt if annuitized and follows the provisions.  Conversely, there is no exemption to IRAs being excluded under the law.  Accordingly, all assets are deemed countable except in the case of an IRA that is annuitized pursuant to 42 USC 1496p (C) (1)(G).  While the law is clear, many states Medicaid policy allows the individuals to protect their IRAs.  In recent years however, several states have begun counting IRAs as an available resource unless it is annuitized.  The challenge of annuitizing an IRA is the underlying asset is lost and instead, is converted to an income stream. 

The greatest threat of IRA’s to long-term care costs however, is the threat of the state changing its policy of exemption with no notice.  Since the federal Medicaid law is clear it is an available asset unless it is annuitized, many states policy current exempt it if it is in “payout” status, which often just requires proof that regular payments are coming out of the IRA.  Most states will accept it as long as the “required minimum distribution” is being made.  This is not the law, but rather state policy.  The state has the right to change this policy at any time without notice.  This is a major threat to individuals trying to protect their qualified assets from the cost of long-term care. 

It’s also important to distinguish that while the IRA may be exempt, the income distributions are not.  That’s why it is critical that you perform an IRA analysis to determine what the point of no return is.  The point of no return is that point in time, when, if the IRA is annuitized, the amount paid out towards the cost of long term care from the monthly IRA income, is more than the amount that would have been paid to income taxes if it had been liquidated. 

The LWP™ Medicaid Qualification software calculates a complete IRA analysis that identifies the point of no return so you can know at the beginning of planning, the length of time in a nursing home that would result in more money being paid out to long term care costs than to taxes if the IRA was liquidated and the taxes paid.  For a complete demo of the software contact Molly Hall at mhall@lawyerswithpurpose.com.  Or you can schedule it right now by clicking here.

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

 

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Avoiding The Five Major Threats To IRA’s: Part 2

In this series I am discussing the five major threats to qualified assets, today is Part 2 of the five-part series (you can read Part 1 here).  The five major threats to qualified funds include income taxes (covered previously), excise taxes (which we will cover today), long term care costs, estate tax and risks to beneficiaries and/or their creditors.  A major threat to IRAs and other qualified assets is the unexpected payment of excise taxes.  Excise taxes are in addition are ordinary income taxes and are imposed when a client takes their money too soon, or waits too long to withdraw it.  Let's address each one. 

Bigstock-Black-Bomb-With-A-Burning-Fuse-49289681There is a ten percent excise tax otherwise known as the "early withdrawal penalty" if an individual removes assets from their IRA prior to age fifty nine and a half.  The government has done this because it has a strong interest to ensure individuals save for retirement so they are secure and less of a risk to be a burden on society to support them.  The government in recent years however has permitted certain exceptions to allow withdrawals from IRAs before fifty nine and a half for the purchase of a home or to pay medical expenses.  Both of these exceptions have limitations but when properly followed, avoid the extra ten percent excise tax. 

Another long standing rule that avoids the excise tax, is what is commonly referred to as the 72(t) election.  An IRA owner may withdraw prior to age fifty nine and a half without the excise tax if they agree to take an equal stream of payments over a period of time that is the greater of five years or when the IRA owner turns fifty nine and a half.  For example if a 72(t) election is made to withdraw $300.00  a month from an IRA at age fifty, to avoid the excise tax, the recipient must agree to accept that monthly payment for nine and a half years.  Alternatively, if an individual at the age of fifty seven elects to take a regular stream of payments, they must take it for a minimum of five years which would require them to continue the distributions until age sixty two.

A second excise tax which is much more costly is the fifty percent excise tax if an individual fails to take the minimum distribution required under the tax law.  This is commonly referred to as the "late payment penalty".  The government has preferential treatment for IRAs so that people can save for retirement, but wants to ensure that they actually utilize the funds in retirement, and not just use it as a tax avoidance tool.  The tax law requires IRAs to begin being distributed once an individual turns seventy and a half years old.  If the individual fails to take the required minimum distribution calculated based on their age and life expectancy, they are imposed to a fifty percent excise tax in addition to the ordinary income tax rate on the undistributed required minimum distribution. 

Assuming a required minimum distribution was $1000.00 and an individual is in the twenty percent income tax bracket, the individual will lose seventy percent or $700.00 if the required distribution is not made timely.  That is simply calculated as a $1000.00 distribution with a payment of $200.00 in income tax and $500.00 in excise tax.  Obviously this is a major threat to IRAs but easy to avoid with proper management of accounts.  Don't let excise taxes threaten your IRAs, ensure you leave the assets in until reaching age fifty nine and a half and begin taking the required minimum distribution when you turn seventy and a half.

Stay tuned for Parts 3-5.  And, if you're interested in learning more on Protecting IRA's After Clark v. Rameker join our FREE webinar this Friday at 1 Eastern.

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

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Avoiding The Five Major Threats To IRA’s: Part 1

IRA’s and other qualified accounts are becoming the biggest portion of many individuals' portfolios.  They have many special rules to maintain their income tax advantages and despite having special rules that protect them for income tax there are several threats to them that are often overlooked by individuals and the professionals that serve them.  This will be the first of a five-part series sharing the five major threats to IRA’s and other qualified accounts and how to avoid them.  So what are the five major threats to retirement plans?  In my experience it is: income taxes, excise taxes, long term care costs, estate taxes, and risks to beneficiaries and/or their creditors.

Bigstock-Black-Bomb-With-A-Burning-Fuse-49289681The first risk to IRAs, and other qualified assets, is income taxes.  Many of us are aware contributions made to a qualified plan defers the income tax on the money contributed.  In addition, contributions accumulate "tax free".  The challenge and threat however is not upon the contribution to the plan, but the withdrawal.  The presumption is the individual will withdraw the money at retirement when they are in a lower income tax bracket.  That is not always true.  There is a risk the individual can have a higher tax bracket after death, or that income tax rates will rise (Congress has raised rates many times in the past).  Higher income tax rates later are not only caused by Congress and by the asset mix of the client, but quite often the income tax rate of the beneficiary is higher than that of the original plan owner.  For example a client in retirement might be taxed at the fifteen percent tax bracket but they pass away and leave it to their children, who may be in the thirty nine and a half percent tax bracket.  This is often overlooked. 

The biggest threat I find however, is that many individuals who own IRAs and retirement funds, only withdraw the required minimum distribution rather than optimizing the minimum income tax overall .  In many circumstances, seniors pay no income tax or only pay ten or fifteen percent.  A married couple over the age sixty five can earn up to $21,850.00 (not including social security) without paying any tax and up o $40,300.00 before they are subject to taxes beyond fifteen percent.  But seniors routinely take the required minimum distribution rather than taking more distributions to withdraw the most possible while keeping them in the fifteen percent tax bracket or less.  The biggest advantage is the after tax money (which only between zero and fifteen percent was paid) reinvested grows and is subject to capital gains rates which is lower than ordinary income tax on an IRA if ever sold during life, and if held till after death gets “stepped up” and no income tax is paid on the growth of the assets by the kids that inherit them, If the kids hold onto them all growth is subject to capital gains rates rather than the higher ordinary income tax rates.  So the alert to all is don't be on autopilot, examine your short and long term income tax rates compared to your beneficiaries, to properly decide when to take advantage of strategic distributions during life to ensure you pay the overall lowest income tax on your IRA’s.

Stay turned for Parts 2-5 and subscribe to our blog if you're not already (just enter your name and email on the box to the left).  If you would like to learn more about protecting IRA's after Clark v. Rameker join our FREE WEBINAR this Friday at 1 EST.  Click here to register.

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

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Today at 5 p.m.

Real quick, I want to make sure you know the DOORS ARE CLOSING at 5 p.m. sharp today on registrations for the Tri-Annual Practice Enhancement Retreat, which happens the week of June 1 in St. Louis.

Bigstock-Red-Wall-Clock-Illustration-At-1448960If you are remotely considering making the event happen, you MUST reserve your seat (and hotel) today. The hotel has extended our room block TWICE, and there are only a few rooms left before the entire hotel is SOLD OUT. We honestly will not be able to work our magic after 5 p.m. TODAY.

To recap what the “Retreat Week” has in store: 

  • A boot camp on Medicaid, asset protection, VA and all things estate and elder law
  • Speakers school (the first in three years and not slated to be held again until 2017)
  • Creating your Money Plan law firm retreat
  • Nine different 90-minute focus sessions on legal technical, marketing, law firm operations, team training, trust drafting, cloud-based CRM workflow systems and MORE!
  • A personal and professional development day led by Dave Zumpano

Just to name a few items. 

Don’t fool yourself and say (possibly yet again), “I can’t afford (time, money or both) this one, but I definitely will get to the next one.” In my experience, when the timing couldn’t be worse, that is the very reason why you need to be in the room.  Maybe your business is booming and you’re drowning and you don’t know when that will stop, or maybe a team member just quit, or possibly you have a team member you’re on the verge of firing, or cash flow is down, etc., etc., etc. 

“Reasons are the cemetery of your dreams.” Reasons that emerge from any rendition of the above are the very reason why you need to be in the room.

This WILL be our last invite. No more reminders or captivating blog posts tempting you to take the leap of faith and say, “It’s now or never.”

To reserve one of the last seats, just click here.

Can’t wait to see your name on the “A List.”

In your corner,

Molly

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Not Signing Enough Appointments From Live Events? 3 Quick Fixes & Training For You!

Have you ever been invited to speak to a group, or hosted your own event, where a majority of the attendees failed to request an appointment at the end of the presentation?

Of course, everyone can have an “off” day where your presentation doesn’t go quite right or the event itself is a dud. But, if this is happening to you consistently, something is MAJORLY wrong. 

Bigstock-One-Two-Three-Numbers-On-Dice--36582055You should be booking appointments at EVERY event that you do—whether you are invited to speak in front of a networking group, or you are hosting your own estate planning workshop, or presenting for a referral source.

At LWP’s Tri-Annual Practice Enhancement Retreat, happening June 1-5, we have included a high intensity boot camp known as “Speakers School” where we teach lawyers the art of speaking to not only educate, but to SELL estate planning or elder law services right on the spot.

If you are struggling right now to turn more attendees of your presentations into paying clients, or you are not doing as much speaking in the community as you would like to, I would encourage you to go here NOW and reserve your space.

We are hosting Speaker School because it works.  Past attendees often tell us how they are now forced to carry their calendars with them or bring staff to handle scheduling because people are so anxious to get their appointment on the books after the talk  (…don’t worry about what to say or do to make this happen… we’ll teach you our entire presentation outline and success formula!)  If you can follow a recipe, you can host a 5 figure​ ROI event!)

This event is limited to 20 attendees, and spaces are filling up. If you are even remotely curious how Speaker School can help you boost your results and make speaking the most profitable thing you do in your practice, view our agenda and reserve your space HERE.

Until then, here are three areas to investigate if you are hosting a ton of workshops but failing to fill up your calendar with fresh appointments from your efforts:

1.     Your marketing– If you are hosting your own events or handling the promotion of events for referral sources, it is possible that your marketing materials are attracting the wrong prospects.  Try tweaking your invitations, flyers, etc. to help prospects better “prequalify” themselves or tweak the demographics of where your materials are being sent. 

2.     You are not speaking to SELL- Anyone can give a lecture; speaking to sell is an art.  If your presentation is not designed in such a way to “seed your offer” from the start of the talk and lead your prospects down a funnel where the only obvious choice at the end of the workshop is to schedule an appointment with you, you are wasting your time, effort and resources.

3.     Zero or Insufficient Follow Up– Some people need a few days to digest all that you’ve taught them before they make a buying decision. If you did not cleverly capture their email or phone number during your workshop, you will have no way to contact those people who are still on the fence a few days later.  Talk about leaving money on the table!

Of course I am here to chat if you have specific questions about Speaker School or any of the other workshops we are hosting this year at our Tri-Annual Practice Enhancement Retreat.   Just email me and let me know how I can help.

Best Regards,

Molly

 

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Do You Have Your Purpose Story Down?

Are you using the same dull biography to introduce your workshop, synergy meetings, and presentations and generally what you do and how you tell people. When they feel connected to you, they trust you more, and when they trust you more, they’re more inclined to hire you. Your Purpose Story will help you create the know, like and trust triad. 

999282_714033691941344_713111657_nWhat you will take away from “Master Your Purpose Story” Training on MONDAY, May 18th:

• The Ability to Instantly Connect with Any Audience, Anywhere, Anytime
• The Unstoppable Combination of Credibility and Vulnerability - The Trust Factor
• The Ability to Be Vulnerable with Any Audience Without Losing Credibility
• An step-by-step Structure to Create Your Purpose Story with Ease
• You'll Know Exactly Where to Insert Your Purpose Story in your Presentations
• Your Conversion Rates Will Increase as a Result of Mastering Your Purpose Story

If you’ve registered for the TAPER Specialty Program “How To Protect Your ‘Stuff’ In Three Easy Steps” on June 3rd OR are planning on attending Jeff Bellomo’s focus session on “Comparing The Three LWP Workshops” you’ll want to make sure to get this 90 minute session on your calendar (and show up!) as this is a vital piece of your homework to make your attendance at these Tri-Annual Practice Enhancement Retreat events effective for your practice.

The LIVE May 18th 90 Minute Training Workshop “Master Your Purpose Story” takes place on MAY 18TH at 4pm EST.  Members, to reserve your spot email Amanda at aross@lawyerswithpurpose.com. Seating is limited to the first 100 that register.  The registration link has also been posted to the LWP ListServ.

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Congratulations To Sean Curran, LWP Member Of The Month

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

My greatest success has been the compressed time frame of launching from scratch to a viable practice. When I was considering whether I was going to join, I remember Molly Hall telling me the range of what I could expect in revenues within a certain time frame if I followed the system. I have tried to do everything that Nedra, my implementation coach, told me to do – even when I really didn't want to do it and experienced success because of it. Everything is there to start a viable practice, develop into a mature firm and ultimately have the lifestyle you want. Even though I am still building, I have a clear vision of where I am going to be and I know LWP will take me there.    

Sean CurranWhat is your favorite LWP tool?

When I first started, I looked at the tools as separate and distinct from each other. I now look at them as elements of a single system because they all work together in a very tight process. That said, I love the Synergy meeting for client development; the Estate Planning Audit/Vision Clarifier for creating trust through understanding; and the Coaching to keep my practice on the right path. However, the most impactful tool has to be the asset protection analysis opinion letter. I have gotten financial advisors to refer clients based on the demystification of asset protection. Clients generally don't want to engage attorneys because they think they have to explain their situation which will result in expensive legal bills without adequate understanding of what we are doing with their stuff. This tool creates immense value to the client and the financial advisor because it is an immediate, no cost answer that gives them clear guidance and understanding. The first impression of you is that you have already solved a problem – it is the foundation of the value proposition.

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

Beyond the systems, processes and resources (including the Live Listserv and Talk with Aaron relating to CCS) which have created a high confidence level and is the foundation of the growth of the firm, I have benefited greatly from other LWP members and their teams. I particularly want to thank Jeff Bellomo, and his team members Tammy, Liana, and Amber. From the time I attended one of Jeff's workshops as part of my evaluation before I joined to the numerous questions to him and his team which are promptly answered, Jeff and his team made me realize that I am part of a supportive organization that is there to help me realize success.

 

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Knowing, Respecting, Honoring Veterans

As the government benefits supervisor and paralegal for The Elder & Disability Law Firm of Victoria L. Collier, I work with both Medicaid applications and VA claims. However, VA cases dominate and easily outweigh Medicaid files in our outstanding caseload by a ratio of 4:1.

Bigstock-Honor-And-Valor-1883321This may be due to Victoria’s being a wartime Veteran herself, her national recognition as the nation’s expert lawyer for VA Improved Pension with Aid and Attendance, or it may have to do with the length of time it takes to prosecute a VA claim until resolution. Regardless of the reason, I spend a great deal of time communicating with Veterans and their families and getting to know their personal history.  

I often pore over military records for information – some of these so fragile that I fear making photocopies of them. Some Veterans keep meticulous records of their service and every administrative detail of their time in the military is recorded in documents that surely no one has looked at in years. Others have barely any record of their tour of duty at all and we must file a request for a copy of their discharge paperwork.

As I began to prepare for a trip to D.C recently, I automatically planned a trip to the National Mall, in particular the National World War II Memorial, Vietnam Veterans Memorial and the Korean War Veterans Memorial. I am a first-generation American of Argentine-born parents, neither of whom served in the American Armed Forces. My father did serve conscripted service in his home country and was told by his superiors that he was the worst soldier in the history of the Argentine army. However no one else in my immediate family has served. Then why is it so important to me that I visit these memorials on my trip?

It is important to me because of the Veterans that I have come to know and respect through my work. And by visiting these memorials, I can in some small way honor their service and that of their fallen comrades. But then I also remember sitting on bleachers on just about the hottest and most humid August day on Parris Island watching my nephew become a United States Marine and I have a son who may yet live to serve in our Armed Forces. Even to the contact that I have had with the many, many Veterans currently working at the Department of Veterans Affairs and who must routinely thank callers for the Veteran’s service. I must in turn thank them for their service in whatever way I can.

If you want to learn more about Veteran Benefits Planning, Asset Protection or Medicaid Planning, join us for the Estate Planning Industries Only Practice Enhancement Week in St. Louis, June 1st – 5th.  There are still a few seats left so grab them before they're gone.  Doors close in one week and we always sell out.  If you're even thinking about showing up, click here to register now before seats are gone.

By Sabrina A. Scott, Paralegal, The Elder & Disability Law Firm of Victoria L. Collier, PC and Production Coordinator for Lawyers for Wartime Veterans, LLC. 

 

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How To Add Insurance Services To Your Practice

One of the greatest challenges (dare I say, frustrations) of being an estate or elder law attorney is dealing with the nature of a “transactional practice.” 

It can be a constant effort and struggle just to find new clients. Then, once current business is completed and files are closed, the attorney has to start the next month over at ZERO again… hunting fresh prospects from scratch.  Yuck!

Bigstock-Word-Cloud--Insurance-56656112It’s no wonder why the idea of creating “residual” or “multiple” streams of income is all the rage in estate planning and elder law circles.  We all want the gut-wrenching financial rollercoaster to stop!

Yet very few lawyers ever take the plunge into this territory, despite the many benefits (…financial, mental, emotional AND practical). Why is that?

Here’s what I think: there are just way too many webinars and seminars out there that teach WHY the additional of financial services is so wonderful, but no one ever stops to show you HOW to step out and make magic happen.

That stops today.

At our upcoming Tri-Annual Practice Enhancement Retreat happening June 1-5 in St. Louis, MO, we have an entire session devoted to helping you incorporate insurance services into your practice. 

You will have the opportunity to learn from, strategize with and bounce ideas off of attorneys who are already successfully doing what you want to do!

Whether it’s tips for dealing with ethics issues, suggestions for getting started (even if you have ZERO experience with financial services), or uncovering practical strategies for running a more holistic estate or elder law practice that serves every need of the client, we are here to guide you toward success.

Reserve your space now to ensure you are registered for this in-depth session, and the rest of the trainings at our Tri-Annual Practice Enhancement Retreat.

We are already 92% full and now making preparations for overflow seating!  Reserve space now for you and your team before we are completely full.

REGISTER NOW HERE

Victoria L. Collier, Veteran of the United States Air Force, 1989-1995 and United States Army Reserves, 2001-2004.  Victoria is a Certified Elder Law Attorney through the National Elder Law Foundation, Author of 47 Secret Veterans Benefits for Seniors, Author of Paying for Long Term Care: Financial Help for Wartime Veterans: The VA Aid & Attendance Benefit, Founder of The Elder & Disability Law Firm of Victoria L. Collier, PC, Co-Founder of Lawyers for Wartime Veterans, Co-Founder of Veterans Advocate Group of America.    

 

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How Are You Showing Up?

Do you know how you show up in the world? Most people don’t. Most hand out evaluations after they give a speech or presentation but most of the questions are canned and quite honestly useless, “On a scale of 1 to 10 please rate…”

What if you knew, really knew what people out in the crowd were seeing? And the real impact it is making on your practice.

Bigstock-Vintage-Typewriter-72875398I remember my first presentation at The National Network of Estate Planning Attorneys.  I thought it was a home run. I was on fire and the evaluations were off the charts. The room was packed.  So naturally they invited me back. In between the 6 months of the first presentation, and the 2nd one, I met one of the Co-founders of Ridge Associates at a local Entrepreneurial Society meeting in my town. I instantly enrolled in his Speakers School and the next presentation for NNEPA people were mobbing me in the hallways (including the owners) saying “What happened to you? You were not even close to the same person you were 6 months ago on stage…can you teach ALL of our leaders how to do what you just did?”

That night at dinner one of my closest buddies at NNEPA said to me, “I didn’t know how to articulate it after your May presentation but after seeing this 2nd presentation I have to tell you that your 1st presentation was painful to watch. But, the first 5 minutes of today’s presentation…. HOLY SMOKES….NNEPA wants you back for the Spring Collegium as a KEYNOTE SPEAKER! WHAT. DID. YOU. DO? - what did you do?  And can you show me how to do it too?!”

It wasn’t anything I did. I just showed up.

Trust me, get in the room. We don’t know when we will offer Speakers School again. We are fortunate enough to get Bob Gabor, my trainer, and it took a few years to get him booked. I don’t want you to wait a few years to get the single thing that I attribute ALL of my success too.  

I know, I know…YOU don’t need it. That’s what I thought about myself 14 years ago. But apparently the audiences I was speaking too thought differently.

I am personally excited to sit through Speakers School again, 14 years later. Click here to join me.  This will be the best investment you make in your practice in 2015. I cant wait to hear how your conversion number soar.

I want you sitting next to me.

Dave

P.S. Oh yeah…. 2 of my staff members will be sitting in THIS Speakers School WITH me. They want to get more workshops and presentations to our area power partners for my practice (nursing homes, adult daycare centers, etc.). Talk about a SURREAL moment. Your team is invited too but there are only 8 seats remaining so RESERVE your firm seats NOW.