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When It Comes To Medicaid, What Is The Break-even Point

The break-even point is the point at which it doesn’t matter whether the individual applies for Medicaid or continues to private pay.  Either way, the individual is going to pay the same amount. 

Bigstock-Marketing-background--Break-E-69885466Let’s say that the minimum months to qualify is 20 months.  The break-even point is 40 months.  (60 minus 20).  If at any time the individual goes into the nursing home and applies for Medicaid prior to 40 months, you will “flip the switch” and apply for Medicaid.  The penalty period is 20 months, so the individual private will have to private pay for those 20 months.  If that was done in month 10, then the individual will pay the penalty until the 30th month from the date of the funding of the iPug.  (10 months plus 20 months penalty = 30 months from funding).  The individual will begin to receive Medicaid benefits the 31st month.  The individual does not have to wait until month 60 from the date of the funding to get their benefits in that scenario.

If the individual applies for Medicaid on the break-even point – month 40, they will still have a 20 month penalty, which will push them to 60 months from the funding date.  If they don’t apply for Medicaid in month 40, then the individual would have to private pay for those 20 months until month 60.  After which time, the individual will apply for Medicaid and Medicaid won’t see the transfer 61 months earlier.  Either way it costs the same; it doesn’t matter whether you apply for Medicaid or not.  (That said, know your local rules too – in Texas for example, there is a slight benefit for being on Medicaid and in the penalty period, so I would probably go ahead and apply at the break-even point for Texas residence).

Now, if the individual becomes ill in month 45 and goes to the nursing home and applies for Medicaid, then applying for Medicaid still triggers the 20 month penalty.  This will push the Medicaid eligibility out past the 60 months to month 65 (45 months from funding plus 20 months of penalty).  This is beyond the initial 60 months from funding, so you don’t want to apply for Medicaid after the break-even point.  If the individual makes it past the break-even point before they need a nursing home, they will private pay the nursing home cost until month 60.  After month 60 passes, the individual can apply for Medicaid and answer “no” to the question of have you given any money away in the last 60 months and avoid the 20 month penalty.

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

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Sometimes It Takes A Clear Vision Of Your Future To Prompt Change

I’ve been living in a construction zone for weeks, but tomorrow it will start to get better.   Three weeks ago we ripped out our carpet and started moving furniture and painting.  Tomorrow the flooring guys arrive with beautiful new carpet and we can finally move our furniture back in from the garage, the bathroom, the kitchen, the patio … wherever we’ve found a few inches to stash stuff.  My office is the last to go.  

Bigstock-VISION-word-cloud-in-a-US-traf-48040718Having my house upside down and walking on gritty concrete floors has made me just a little nuts.  I’m one of those “my home is my castle” people.

Why would anyone choose to go through this?

Through Strengthfinders I’ve discovered that while I’m not overly fond of change, it’s uncertainty and not having a clear vision or plan that keeps me awake at night.  Give me a clear vision of the desired outcome and I will make all kinds of sacrifices to get to that outcome.

Lately, I find myself working with an increasing number of teams interested in implementing an RMS process.   I know what the future holds for them – I have such a clear vision of it – and am so excited about the direction in which they’ve chosen to go.  What impresses me is that they trust the system enough to go through a transition period, a time of uncertainty, with faith that putting in hard work and carving out dedicated time will give them a breakthrough with their business.

A Relationship Management System is a systematized, dedicated, deliberate and painstaking approach to building professional relationships.  Doing it “right” means being fully committed and unwilling to give up or become distracted and neglectful.   It takes a clear vision of the desired outcome and an unfaltering commitment to reaching that goal.

Does your team have a clear vision of what the goal line looks like?  If you’re the team leader, how clear is your own vision?  How often do you, as a team, focus on your long-term goals?  Or are you totally consumed with putting out the day-to-day fires in your office?

If you are an LWP Member and you and your team are ready to take the next step – to set long-term goals and form an action plan focused on developing an RMS process and would like some help, let your CCI coach know!  

If you're not a member, reach out to Molly Hall at mhall@lawyerswithpurpose.com or 877-299-0326 x 102 and she can walk you through what we have to offer to get your phone ringing and filling your pipeline.

Nedra Catale, Coaching, Consulting & Implementation – Lawyers With Purpose

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When You Wake Up Monday Morning

Real quick, I’m not certain if you saw my two other previous blog posts and I wanted to make sure I kept you in the loop. I KNOW how Monday mornings feel with the email barrage…especially after being away from the computer all weekend (hopefully).

Member_brochure32I wanted to make sure you were aware LWP announced it has made a few changes to our membership levels specifically designed to serve solo and small sized firms based on their customized needs.

WHAT is changing you ask? Here are a few of the CHANGES in the membership levels. 

  1. LWP Silver Membership: This level of membership is currently $897/month which INCLUDES our 3 Day Technical/Legal training as well as the 3 hour VA accreditation program. Effective tomorrow this LIVE educational training program is no longer included in this level of membership. The tuition to attend this program will be an additional fee of $1,497 (A $1,497 SAVINGS if you enroll TODAY).
  2. LWP Gold Membership: This level of membership is currently $1,497/month which INCLUDES everything that the SILVER Level of membership offers PLUS the hands on customized, personalized Coaching, Consulting & Implementation program for your entire Law Firm. Effective tomorrow the Coaching, Consulting and Implementation is no longer included in this level of membership. (A $997/a month SAVINGS if you enroll TODAY).
  3. LWP PLATINUM Membership: NEW Additional LEVEL. This level of membership was never previously offered. It is $2,397/month which INCLUDES everything that the GOLD Level of membership offers PLUS a personal Attorney Mentor Coach. What this means is that you will have a successful LWP member that was sitting in the exact spot as you are now…nervous to commit to the monthly fee with an absolute need that this must work out. You will have a dedicated LWP attorney member, in addition to the CC & I program, to support you every step of the way on your journey to creating a salable, scalable business.

NOW really is the best time for you to take the leap of faith and join the LWP Community. Simply go to www.joinlwp.com to sign up TODAY.

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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New Program Wins Heart Strings & Purse Strings

When it comes to binding the generations of the family, heartstrings are stronger than purse strings.

I had the opportunity to meet Dennis Stack, one of the co-founders of LegacyStories.Org at our Tri-Annual Retreat in Phoenix. Formed in 2008, Legacy Stories provides values-based legacy education to consumers and professionals.

Their expertise was developed from extensive field research in assisted living, memory care, home care, estate planning and hospice, having trained more than 5,000 volunteers to assist families in building a meaningful legacy for their elder loved ones.

A survey conducted by Allianz Insurance in 2005 and reprised in 2012 asked 2000 participants, 1000 ‘boomers’ and 1,000 ‘elders’, how they define their legacy. When asked to rank inheritance priorities, baby boomers and their parents decidedly prefer to leave their ‘values’ more so than their valuables.

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Despite their overwhelming desire to pass on their values and life lessons, only a small fraction of these generations has made provisions for doing so. The primary reasons are a lack of awareness of how to build a legacy portfolio and the inability to find qualified legacy advisors to guide them.

This vacuum presents an opportunity for estate planners to differentiate themselves by caring as much about a family’s heartstrings as their purse strings.

To answer the call, LegacyStories.org has created an innovative turnkey legacy consulting program.  The online system provides estate and financial planners the tools, best practices and marketing elements to successfully offer both the values and valuables sides of holistic estate plans.

The turnkey consulting program offers a full range of legacy consulting services from regularly scheduled session planning sessions to less intensive legacy asset discovery and guidance.

In the near future the company will be offering a free Legacy Advisor Starter Guide as an introduction to legacy planning.

Starter-guideThe company is offering LWP members a 50% discount off the retail price of the Turnkey Legacy Planner Program. If interested, send a request for the discount code to support@legacystories.org.

To learn more, visit their webpage: https://www.legacystories.org/about/estate-planner

To receive a free Legacy Advisor Starter Guide, send a request to support@legacystories.org and they’ll send it as soon as the guide is ready.

In the meantime, Dennis Stack will be happy to meet you and explain more. Stop by his table at the conference.  Ask him to show you their app!

Roslyn Drotar – Lawyers With Purpose, Coaching, Consulting & Implementation Coach, Marketing & Social Strategist.

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Dangerous Productivity

“In today’s culture – where self-worth is tied to our net worth, and we base our worthiness on our level of productivity – spending time doing purposeless activities is rare. In fact, for many of us it sounds like an anxiety attack waiting to happen. We’ve got to get ’er done! It doesn’t matter if our job is running a multimillion-dollar company, raising a family, creating art, or finishing school; we’ve got to keep our noses to the grindstone and work!  Many of us still believe that exhaustion is a status symbol of hard work and sleep is a luxury. The result is that we are so very tired. Dangerously tired. But the truth is, we can’t handle it. We are a nation of exhausted and overstressed adults raising overscheduled children. We think accomplishments and acquisitions will bring joy and meaning, but that pursuit could be the very thing that’s keeping us so tired and afraid to slow down.”

Bigstock-Silhouette-Of-An-Exhausted-Spo-56076581The above passage is the wisdom of Brené Brown, one of, if not the, most highly referenced of today’s writers and researchers. Brené has spent the past decade studying vulnerability, courage, worthiness, and shame, and her published work is business – and life-altering. I have been studying it for the past three years and working with my business coach on incorporating much of her work into our organization.

Brené calls her syndrome “dangerously tired”; I would like to add “dangerously productive” to that diagnosis. As a follow-through, I am guilty of this. “Just finish up this marketing campaign and then I will close down for the day,” I’ll tell myself. “Muscle through, you can handle it.” “I can catch up on sleep this weekend.” There is a cost for this dangerous productivity. I see it in law firms every day. The challenge is that we trick ourselves that “it’s just this week” when the truth is that this level of muscling through becomes our norm. And if this isn’t our way of being? Then it’s almost worse, because we repeatedly beat ourselves up for not being motivated enough or not working hard enough.

The following exercise Brené rolls out in her book, titled “The Gifts of Imperfection: Let Go of Who You Think You’re Supposed to Be and Embrace Who You Are,” was a game changer for me personally. And yes, I will be sharing it with the team this week.

STEP ONE – Create a list of specific conditions that are in place when everything feels good in your life (here’s an example of mine):

  1. Starting my day @ 5:00 a.m. with exercise
  2. Being present for & connecting with kids in a.m. before they head off for school
  3. Dedicated 1 hr. Sunday evenings for my “Rock Star Week” planning
  4. Weekly partner meeting to connect on strategic opportunities vs. operations
  5. A scheduled vacation on the horizon to keep me moving to know there is time carved out for play, rest and connection with my family & friends
  6. Operating from my written Marketing Plan with deadlines for the week
  7. Weekly accountability meeting in place for the beginning and end of the week to hold my feet to the fire to stay focused on my goals

STEP TWO – Create your To-Do List (here is one of mine):

  1. Type up notes from partner meeting
  2. Schedule calls with DH & VC
  3. Follow up emails to MO and RD
  4. Call with AM on L/T webinars
  5. Call w/RD about covering for me while I am in China

STEP THREE – Create your To-Accomplish List (Here is a sample of mine right now):

  1. Automated Enrollment Process in Infusionsoft with triggers and chains for each step of the enrollment process
  2. Meet “100 Days to Year End” goal by December 19,2014
  3. Generate 16 initial contacts per week consistently
  4. Replace myself in Operations by October 1, 2014
  5. PPT up & running and generating $22,500 in revenue by December 19, 2014

The most revolutionary part of this exercise was looking at the pieces that must be in place in order to create and traverse (not muscle through) my rock star week.  The other “AH HA” was comparing my To-Do List and my To- Accomplish List. I loathe my To-Do List. It sucks the life out of me. It’s busy work that doesn’t challenge or inspire me. I quickly realized it’s time to delegate my To-Do’s for the week and put my To-Accomplish front and center. I am going to be incorporating this exercise every week in my Sunday planning time and I am going to immediately delegate my To-Do List to allow me to focus on my To-Accomplish List.

Dangerous productivity is not a long-term plan for success, whatever success means for your business. Dangerously productive is so “old school” and has been replaced with intentional laser focus, which in turns eliminates the exhaustion as a status symbol and replaces it with joy and meaning.

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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Welcome LWP Sponsor Asset Protection Strategies To Our Tri-Annual Retreat

BookAs a busy attorney juggling multiple responsibilities, you know first hand it is smart to delegate what no longer serves you in order to provide your client with supreme service, up-to-date information, and most of all protect their assets.

The Medicaid application process can be grueling, uncertain, and ever-changing. Uncovering the meanings within the loopholes, clauses, and fine print is time consuming. Especially when time is of the essence for a successful Medicaid eligibility outcome for your client, your expertise and precision are called upon.

Cheryl and her team at Asset Protection Strategies offer a successful one-of-a-kind program – Medicaid Application Back Office. Some of the program’s features are: 

  • Pre-planning for eligibility
  • Pre-application intake, review, and verification
  • Application preparation and submission
  • Application management prior to eligibility decision
    • Issue Resolution
    • Proof and Verification
  • Communications management
    • Financial Institutions
    • State Medicaid Offices
    • Clients and Families

Successful Medicaid eligibility outcomes require communications with a variety of entities for application monitoring, communication management, issue management, and verification request management. APS initiates and manages these communications so you don’t have to.

For over 22 years, Cheryl has been building trusted relationships with estate and elder law attorneys, multiple state Medicaid offices, and direct clients. APS has built its long-standing, highly regarded national reputation from experience, expertise, focus, and genuine care of its clients.

We look forward to seeing you in Phoenix!  Come by the booth and say hello - Contact: cheryl@planningaps.com or 888-666-8578.

Cheryl Fletcher, Asset Protection Strategies

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How To Calculate The Minimum Months To Qualify & Assets At Risk To Break Even

What do they really mean? 

If you're an Lawyers With Purpose member, you know the minimum months to qualify is a term we use in to determine how many months that it will take to get a client’s excess assets down to zero by gifting money and paying for nursing home costs.  It is then used to calculate the breakeven point (60 – minimum months to qualify = breakeven point).

Bigstock-colorful-numbers-background---44896171Before a client can be eligible for Medicaid, their excess assets much be zero.  We know that we want to protect as much money as possible and that to do that we have to give the excess assets away (we have already performed our spend down analysis at this point).  If the penalty divisor for the state is $5000 / month, then we know that if we give away $5,000, then we must pay for one month of nursing home cost.  At the point, we have already done the analysis to figure out the monthly deficit – that is, how much money will the client have to pay from their resources after their current living expenses, allowable Medicaid exemptions, and nursing home costs are taken into account.  Let’s say that is $10,000.  So we know that if we give away $5,000, we pay for one month of nursing home cost.  If we have to pay for one month of nursing home cost we have to pay $10,000.  If our excess assets equals $100,000, then to get through month one, we give $5,000 away, we pay $10,000, and that reduces our excess assets by $15,000 and leaves excess assets at $85,000.  The next month, we do it again.  We give away $5,000, we incur one month of penalty, and we pay $10,000 to the nursing home.  That leaves us with $70,000 in countable assets.  The next month we do it again.  We give away $5000, we pay $10,000 to the nursing home, and our countable assets drop to $55,000.  (Longtime members may remember this as the “MPS Dance.”)  This continues until our countable assets drop to zero, then we add up how many times we had to do the dance, and that becomes our minimum months to qualify.  A short cut is to take the total excess assets and divide by the amount needed each month, in this case $15,000.  In our example, that will give us 6.67 months.  In other words, we have to give away $15,000 for 6.67 times in order to get the excess assets down to zero. 

This number is then used to calculate the amount of money we can protect – the penalty divisor times the minimum months to qualify.  Here that would be $5000 x 6.67, which would equal $33,350.  Because we give away $33,350, we know we will have to private pay for 6.67 months (the penalty).  That money is protected because it will not need to be spent on the nursing home.  Then we calculate the amount of money that is at risk until breakeven – that is, if the client or spouse goes into a nursing home prior to the breakeven point, then this is the amount that they will have to pay before Medicaid will begin to pay for their care.  We know that we have to pay for 6.67 months of nursing home care in this scenario, so we multiply the cost of the care each month, $10,000, by the number of months we will need to pay for the care, 6.67, which gives us the total cost that is at risk to having to pay the nursing home as $66,700.  So, worst case, they will have to pay that $66,700 to the nursing home in order to protect the $33,350.  Not great numbers in this particular scenario, but it is still better that spending it all down and applying to Medicaid.

Announcing NEW Pricing, Services, & Membership Changes—Effective Monday, October 27th

At LWP we are committed to innovation and continuous improvement. In an effort to augment our services and the value of our membership levels, LWP is excited to announce changes to our membership levels. All membership offerings were specifically designed to serve solo, small and medium sized firms based on their customized needs. Changes are applicable to all NEW memberships beginning Monday October 27th

If you have been considering joining the Lawyers with Purpose community, please contact mhall@lawyerswithpurpose.com to schedule a 15 minute demo to see the upcoming pricing, services, & membership structures! 

Existing LWP member? Great NEWS, you’re grandfathered in! 

Dave Zumpano,

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

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What Is The MMMNA?

MMMNA means minimum monthly maintenance needs allowance.  MMMNA[1] is the minimum income that the community spouse (CS), or well spouse, gets to keep when the other spouse, the institutionalized spouse (IS), goes into the nursing home.  Medicaid law says that the income of the Medicaid applicant in excess of the limits must be used toward the cost of care. But if the applicant has a spouse, Medicaid, through the concept of the MMMNA, allows the CS to keep some or all of their income. 

Bigstock-Questions-and-Answers--Q-and--48848522Medicaid considers the gross income of the CS.  If the CS’s income is in excess of the MMMNA, then under the federal law, 25% of the CS’s income in excess of the MMMNA must be used for the IS’s cost of care. While New York is currently the only state that enforces that provision, we must be aware of the federal rules because it is probably only a matter of time before other states are assessing the 25%.

Now if the CS’s income is less than the MMMNA, then income from the applicant will be diverted to the CS to try to get the CS’s income up to the MMMNA.  If the CS’s income is still below the MMMNA, then assets needed to generate sufficient interest to fill the income up to the MMMNA are exempt. This is what we call the assets to income rule.

But there's a little more to it than that.  The federal law says there’s a minimum MMMNA and there’s a maximum MMMNA.  The states are allowed to set the MMMNA for the CS, but the federal government says the states can’t set a MMMNA below $1938.75 (we will call it $1,939 to keep the math easy) or above $2,931[2]. So your state’s MMMNA will be somewhere between those two numbers.

States vary in how they set the MMMNA.  About half of the states are what we call “max states.”  They set the MMMNA at the maximum end of the range and say that the CS can keep up to $2,931 in gross monthly income.  Other states are “range states.”  That is the MMMNA can fall somewhere between both the maximum and minimum range the feds allow for the MMMNA.  In a range state, if the CS's income is less than $1,939, then the CS can take the IS’s income up to that minimum amount of $1,939.  If the CS’s income was more than the minimum but less than the maximum, then income of the CS would be the MMMNA. 

Let’s consider some examples:

First, let’s say there is a CS who had $1,000 in monthly income. The applicant, the husband, was the predominant income earner, and the CS had $1,000 of income. In a max state, the law says the CS could keep the first $2,931, regardless of whom it came from.  So if the wife had $1,000 of income, she would be able to keep the first $1,931 of the income of the husband, who is in the nursing home. And if the husband didn’t have $1,931, then the assets to income rule would come into play. That means the law would say that, if the total income between the IS and the CS does not equal the MMMNA, then the CS can exempt additional assets needed to generate the income to get the CS up to the MMMNA. So again, if this is a max state, the threshold is $2,931. If the CS had $1,000 and the husband had $3,000 of income, the CS would be able to keep $1,931 of the applicant’s income.

In a range state, the CS is allowed to keep the minimum MMMNA, but if the income is below $1,939, then the CS gets to take income from the IS to get to the $1,939 limit.  For instance, if a CS’s income was $1,000, she could take $939 from the husband’s income. If she had income of $2,500, then her MMMNA would be $2,500 because her income is below the maximum and above the minimum MMMNA.  And if a CS earns more than the maximum MMMNA, then 25% of that amount in excess would have to be contributed toward the cost of care. Those are the federal rules. But remember, only New York currently applies the 25% rule. Most states allow the CS to keep any income in excess of the MMMNA.

REVIEW:

You should now be able to figure out the MMMNA for a few basic cases. So let's go through what the minimum and maximum would be, and what the MMMNA would be, in each of four scenarios.

Starting with scenario one and scenario two, the fact pattern is this:

  • The husband has $3,000 a month of income.
  • The wife has $1,000 a month of income.
  • The MMMNA minimum is $1,939; the maximum is $2,931.

In scenario one, the husband is in a nursing home, so we know that the wife is the CS, and she has $1,000 in income. Plus, let’s say that in this scenario that are in a max state, which means that the CS is entitled to the maximum income – $2,931.

What does that mean? That means of the total income of $4,000 between the husband and wife, $1,069 will be contributed toward the cost of care each month.  If the husband goes into the nursing home, the wife gets her $1,000 of income plus she gets to keep $1,931 of the husband’s monthly income.  The balance of $1,069 ($4000 – $1000 – $1931=$1,069) would go toward the cost of his care. (We are setting aside the discussion of his personal needs allowance, but whatever it is in this state, the amount contributed to the cost of care would be reduced by the personal needs allowance.)

What if the wife went into a nursing home? What’s the MMMNA in that case? It is still $2,931, but now the husband is the CS, so he would be able to keep $2,931 and he would have to contribute 25% of the amount over $2,931. So his $3,000 minus $2,931 comes out to $69, and 25% of that would be $17.25. But remember, New York is the only state that currently requires spousal contribution for incomes above the MMMNA.  In all the other states the husband as CS would get to keep his total $3,000 in monthly income, and the cost of care would be $1,000, the wife’s income, less whatever the personal needs allowance is for the state.

Why? Because every other state allows the CS to keep whichever is greater, the MMMNA or the CS’s actual income. Again, that distinction is made because the federal Medicaid law does not require it or even allow it.  The states allow it. Remember, the federal government sets the laws on Medicaid, and the states can be less restrictive, but they cannot be more restrictive.  So in most states if the husband, who is the CS in this scenario, has $3,000 a month of income, they will allow him to keep 100% of his income. That’s why we have shown it here as $3,000, and all you would lose is the IS’s income of $1,000.

So how would this be different in a range state? With the husband going into the nursing home, the wife is now the CS, so the range state would allow her to keep the bottom of the range. She has $1,000 of income, but the MMMNA says the minimum is $1,939, so she gets to keep her income, plus $939 of his income. In this scenario she would get $1,939, and the remaining $2,061 of his income would be contributed toward the cost of his care (again less the personal needs allowance amount, which he would get to keep).

Income Allowance:

As has been alluded to, the IS is allowed a personal needs allowance, which ranges from $30 to $106.50, depending on the state. The applicant is also given an allowance to help pay for health insurance.  The theory is that Medicaid does not want to get stuck being the primary insurance payer, so in addition to your personal needs allowance, it allows the applicant money to pay for a health insurance premium so the applicant’s insurance company can be the insurance of first resort and Medicaid can be the backup.

To be clear, Medicaid only exempts the cost of health insurance for the IS, not the CS. So, only the IS gets the personal needs allowance and the health insurance allowance. The CS gets the MMMNA. In addition, about 25% of the states also have a housing and shelter allowance, and another 25% of the states have a heating and utility allowance. These allowances are a state specific issue, so be sure to check yours. The federal law does permit housing and shelter and heating and utility allowances, but not all the states do it. And it is for the CSs only, with the intent being to make sure that CSs have sufficient income to stay in their homes.

No matter what fact pattern you are looking at, the first thing you need to determine is whether you are looking at a max state or a range state, then follow the methodology shared in here. Next look at the income of both spouses and figure out which spouse is in the nursing home, and which spouse is in the community. Then you can calculate the MMMNA.  And in addition to the MMMNA, you will possibly have the housing and shelter allowance and the heating utility allowance, depending on the state.  Of course, if the applicant is not married, you don’t even have to worry about that MMMNA calculation. All of the income that a single applicant gets to keep is the personal needs allowance and the health insurance premium amount.

Did you know we are announcing NEW pricing, services & membership changes—Effective Monday, October 27th

At LWP we are committed to innovation and continuous improvement. In an effort to augment our services and the value of our membership levels, LWP is excited to announce changes to our membership levels. All membership offerings were specifically designed to serve solo, small and medium sized firms based on their customized needs. Changes are applicable to all NEW memberships beginning Monday October 27th.   If you are interested in learning more about joining the Lawyers with Purpose community, please contact mhall@lawyerswithpurpose.com to schedule a 15 minute demo to see the upcoming Pricing, Services, & membership structures prior to October 27th!

Existing LWP member? Great NEWS, you’re grandfathered in! 

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


[1] MMMNA is usually pronounced “Triple M NA,” but others call it an “mmmmmmm –NA” 

[2] At least those are the amounts as of April 29, 2014. These numbers do change, so be sure to double check them.

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Workshops – Why & How!

More times than not, while on call with members talking about marketing, I get asked:

  • “Why  do I NEED to do workshops?”
  • “How often do we need to do a workshop again?”
  • “How do I fill them up?”

First of all, I really want to make 100% clear that workshops are NOT part of your marketing.  They are part of your client enrollment!  They are simply how you communicate what you do.  They are educating.

Bigstock-Construction-tools-Home-and-h-49662539Marketing is all that we do to get the phone to ring.  As soon as the phone rings, the marketing department has done its job.  Once that phone rings and we pick it up, we switch to enrolling!  And not selling.  Never look at it as selling.  Don’t even use that language.  Use the word “serving” instead of selling or “enrolling.”

The workshop is the enrollment to convert a prospect to a client.  The CSC has to understand two things when that phone rings: (1) pre-qualify them and see if they need a workshop or an initial meeting – crisis planning; (2) if they need a workshop – non-crisis – ENROLL THEM IN A WORKSHOP!

The workshops convey what the prospective client needs to learn – they teach them the 15 core things that we know are the pains in the industry.  If you follow the 7 Threats workshop and the stories in it, you’ll hit their pains.  We’ve done the research and built the stories in there, and they are the reasons prospects are calling your office.  The workshop is created to resonate to them from their perspective and touch on the things that keep them up at night.   It’s actually designed to educate them and is based on the top 15 things clients have told us are important to them over the last 20 years.  You’re going to learn things you had never even thought of.

And I’d like to point out that once members that start telling the stories in the workshop and start using them during the estate planning audit, their closing rate doubles or triples.  So that right there is why you need to be doing them – for your client education and enrollment.  It’s step #1 in the process!

HOW OFTEN TO HAVE THEM?

Two per month should be the minimum!  I know you can’t fill them, yada, yada.  But here is the key – they have to be on the calendar to fill them up.  I’m not kidding when I say here, “If you build it they will come,” but it has to be in your calendar to fill it.

And at two times a month consistently, you’ll make sure you are engaging with prospects every two weeks if you follow the system from workshop to vision to design to sign. 

Every time your phone rings, you have got to feed prospects into the workshop.  You can’t have an effective vision meeting if they don’t go to the workshop.  As time goes on, you’ll find they’ll start filling up!

And if you are out doing synergy meetings, you are asking your power partners to come to the workshop.  Once you get them there, they love it and help fill it up.

Once they come and see it, they fill it for you!  They get it!   But you’ve got to have the workshops on the calendar so you can send your partners a monthly or bi-weekly newsletter that gives them the dates available.

And don’t just ask your referral sources to come – ask them to bring a client with them and to ask afterward if it was a good use of their time. That way you’re getting prospects in the room as well.  Or if they aren’t comfortable with that, tell them to come solo the first time, but then bring a client the second time and just have them ask for that client's perspective. No obligation.  Soft sell!  Or soft “serve.”

FILLING THEM UP

Simple!  You funnel people into the workshops at each and every opportunity, not because it’s a sell – because they are going to come to this event and learn things they didn’t even know they didn’t know!

When you are out and about town – at your child’s soccer game, or at school for a back-to-school event, church, etc. – you inevitably get those people who say, “Can I just ask you a real quick question?” That's when you urge them to come to your workshop, because when they see what you teach they won’t believe it.  Don’t advise people to come meet with you, and don’t just answer questions – steer them toward a workshop to get the information they need. 

When you are doing a Synergy Meeting, you send them to your workshop to get to know you and observe what you have to offer – your retail advertising, your commercial reference workshops.  Always push everything to a workshop.

And finally, retail advertising consistently.  And as always use your Initial Contact Focuser and have an evaluation to grab that contact information. 

If you have any questions and want to talk about your workshops and a strategy to set them in place, up and running, contact Nedra at ncatale@lawyerswithpurpose.com

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

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Your Family, Your Community, and Your Profession

Your Family, Your Community, and Your PAs professionals who work with seniors and their families, we're in a unique position to serve our loved ones, our communities, and to help the brave men and women who have served our country as well.

UntitledI'm here today to tell you that we really can have it all! A thriving practice with purpose, the seemingly elusive work/life balance, and the satisfaction that comes with knowing that you're doing good for the people around you.

I've prepared a short video for you about how you can achieve the same success in your practice as well…take ninety seconds and check it out. It may be the best thing you do for your practice today!

To your success,

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