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FREE WEBINAR: Want to relieve your fears about money?

Most of us, if we are honest, spend a lot of time thinking about money.  Personally, in the last 30 days, I’ve probably thought about all of the following:

  • Bigstock-Money-stress--business-woman--79924558Where is the revenue that I need coming from this month?
  • Will there be enough to be comfortable, or have extra, after meeting all of my obligations?
  • What would I do if an income stream dried up in the future?  What if the money runs out?
  • How can I increase revenue in a certain area…and FAST?

It’s natural and perfectly OK to have these thoughts and concerns.

What’s NOT OK is when your anxiety about money starts causing you to make important decisions from a place of confusion and fear.

A self-sabotaging mindset in this area will literally stop money from coming in. 

You might even finding yourself hoarding money, instead of investing in staff members or resources that will actually help expand your practice, all because you are afraid of not having enough now, and in the future.

I honestly believe this is the number one reason why law firms fail to grow.

Here at LWP, we would be doing a disservice to you if we didn’t teach you how to fix your toxic relationship with money as it relates to growing your practice. 

That’s why we have made the decision to change the format of our “Why Day” this quarter to dig deeper into your money goals and needs to help you start accumulating the wealth you desire from a place of freedom and confidence.

Our mission is two fold: Once we get YOU clear and focused on your fool-proof money plan, we’ll then empower your team—from the secretary to the associate attorney—to get their skin in the game and work SMARTER to hit the revenue and financial goals of your law firm each and every month with grace and ease.

Truly, I don’t care what “bright and shiny objects” you are chasing or how much marketing you are doing, or how smart you are, if you don’t fix your relationship with money, your firm will never grow to it’s full potential—which is a disservice to you, and your local community that needs you.

Let’s work together to get you back on a winning track.  Get signed up for “Why Day” at our Tri-Annual Practice Enhancement Retreat.  You are going to be blown away by the amazing money coach we have leading the sessions for you and your team.

And, as a bonus, our trainer has agreed to host a private webinar to help you identify and start dealing with trouble areas prior to the retreat (happening 9/25) so that we can laser-focus in on profitable solutions and plans for you during our time together. 

So—here’s what to do and how to get started:

1. Register now for the retreat if you haven’t already at:retreat.lawyerswithpupose.com.

2.  When you are registered (either just now or if you already have a ticket), RSVP for our webinar on 9/25.

I have a hunch that if you join us for Why Day, you won’t even recognize your practice, or YOURSELF, by this time next year. 

It’s going to be life changing. Don’t miss out.

Molly

 

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High Energy / Low Energy

Day One:  My family walked a mile to school for the fourth day of kindergarten. Since I was going out of town, the hugs were a little longer than usual. Before heading to the airport, I also walked my dog, since it would be his last one for three days. The flight was uneventful. I had rearranged my flight to arrive early so I could visit with my aunt in the hospital, where she is undergoing treatment for a brain tumor. Without treatment, the prognosis is six months to live. With treatment, it is 18 months. During our visit, I had to excuse myself for a very challenging business teleconference. When I returned, my aunt was tired.  I sat on her bed looking into her eyes for probably the last time; both of us were crying. An hour later, I was overlooking the beach while having dinner with a colleague. Then I went to bed.

Bigstock-Better-Worse-Roller-Coaster-10548788Day Two:  I awoke early to review my aunt’s financial situation and create a written plan, like I would for any client, to provide to my cousin over breakfast. We discussed ways to initiate difficult conversations. “Are there any specific goals you want to accomplish in the next six to 18 months?” “Is my aunt making choices based on what she wants, or what she believes others want?” “Where would she prefer to die, in a facility or at her home?”

Breakfast lasted right up until it was time for me to give a 45-minute presentation on veterans benefits for over 100 lawyers.  I stepped onto the stage and delivered a strong, fluid speech. Then, I immediately rushed to the airport to catch a flight to New York by way of Georgia, my home state, but I couldn’t stay long enough to see my family. Instead, I spoke with them via Facetime, and my daughter cried because she wanted me to tuck her into bed.  I arrived in New York just in time to slip into bed. Sleep was restless as usual, since I have insomnia.

How many highs and lows do we have throughout a day?  The two back-to back days described above are typical (other than finding out my aunt has a limited time to live).  They are typical for me, for my law office team members and for my clients.  We all go from one emotion to the next, from successes to challenges, from elated to deflated in moments, without taking time to absorb and reflect. Without taking time to celebrate or grieve.  We just stack our emotions on a pile like smashed cars to be recycled.

How does running from one event to the next affect our work product? Our customer service? Our communication and relations with others?  Our profitability and success? 

Negatively.

What can we do? 

First, recognize that you are running through highs and lows. When possible, try to group high-energy events together and low-energy events together. 

Second, pause between events for five minutes and sit with the residual emotions of what you just endured. If it was a success, celebrate – even if just in your mind you smile and say, “I did good.”  Or allow yourself to get upset and release frustration, if necessary, even if just in your mind you scowl and say, “This is not what I intended. I must do better; I cannot let that happen again.” Then clear it away and prepare for the next event, to be completely present and not affected by the prior event.

Third, understand that you are not the only one with days like this. Be there for your team and your clients when they have highs and lows.  Support them.  Your support will enrich your relationships, which in turn will produce better customer service and work product. Lastly, just slow down and be aware.  We see much better when the pace we are traveling is not blurred with speed. 

There is still time to register for our Tri-Annual Practice Enhancement Retreat – but on time pricing ends FRIDAY!  Click here to register today and join your colleagues for what will prove to be a transformation for you and your team that supports you!  Join us October 21-23 in Phoenix for THE estate and elder law fast-track training programs, legal tech focus sessions, collaborative panels, action-oriented keynote by our favorite money coach, personalized Law Firm “Money Plan” development day, and much more!

Registration Link: http://retreat.lawyerswithpurpose.com/

Victoria L. Collier, Co-Founder, Lawyers with Purpose, LLC, www.LawyersWithPurpose.com; Certified Elder Law Attorney through the National Elder Law Foundation; Fellow of the National Academy of Elder Law Attorneys; Founder and  Managing  Attorney of The Elder & Disability Law Firm of Victoria L. Collier, PC, www.ElderLawGeorgia.com; Co-Founder of Veterans Advocates Group of America; Entrepreneur; Author; and nationally renowned Presenter. 

 

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Don’t Appeal the VA – Find Another Way!

When a claimant has received an unfavorable decision from the Veterans Administration, the first inclination is to appeal. The appellate process can take years to resolve. Elderly seniors seeking the wartime pension do not usually have years to wait, as death could occur at any time.  When a claimant dies, the claim usually dies too.  Thus, it is critical to speed up the process to get an approval sooner rather than later.

Bigstock-Fountain-Pen-On-Appeal-51919675A preferable alternative to appealing is seeking a Request for Consideration.  This is when a claimant requests that the VA reconsider one of its decisions that has not yet become final.  A decision becomes final one year after it is issued.  Thus, you must file a request for reconsideration within a year of the original decision. There is no specific form to file a request for reconsideration; however, we recommend using VA Form 21-4138, Statement in Support of Claim.

Common reasons to request a reconsideration of a decision for a pension claim include, but are not limited to, the following:

  • Denial of Pension claim for excess income (or only partial approval)
  • Denial of Pension with Aid and Attendance
  • Denial due to excessive net worth
  • Incorrect effective date of the award

Denial of pension claim for excess income (or only partial approval).  To qualify for VA pension, the claimant must meet income limitations.  Often, in order to meet the limitations, the claimant has recurring out-of-pocket medical expenses that can be deducted from the income, which then reduces the income for eligibility purposes. When the claim is denied or approved for less than expected, it is usually because either the claimant does not have enough medical deductions or the VA did not properly deduct permissible medical expenses. For example, the VA is to deduct all medical expenses for both a veteran and the veteran’s spouse; yet, the VA often does not deduct the spouse’s medical expenses. In that case, a request for reconsideration is a useful strategy to submit the expenses (again) and request that the VA recalculate the award.

Denial of pension with aid and attendance. When a claimant needs the assistance of another person to help with at least two activities of daily living (bathing, dressing, transferring, eating, incontinence/toileting), or needs the regular supervision of another due to dementia (memory loss), then the claimant can receive a supplemental monthly income called aid and attendance. But, before aid and attendance can be granted, the claimant must submit VA Form 21-2680, Application for Aid and Attendance, completed by their treating physician, to the VA.  The form must be filled out with very specific language to meet the VA’s standards. When a claim is denied for aid and attendance, it is usually because the claimant either did not submit this form or the physician did not fill it out sufficiently.  Getting a new form filled out properly and submitting it with a request for reconsideration will generally garner an approval by the VA.

Denial due to excessive net worth.  To qualify, the claimant must have limited resources. If the VA denies a claim due to excessive net worth, once the assets are no longer excessive, the claimant may submit verification of the reduced assets and request the claim be adjudicated again. 

Incorrect effective date of award.  When filing for pension benefits, it is important to obtain the earliest effective date possible.  The sooner the date, the more money the claimant receives. Under the fully developed claim process wherein the VA requires that the claimant submit all application forms and supporting documents simultaneously, months can go by while waiting to obtain a divorce decree, death certificate or the physician’s affidavit for aid and attendance. Instead of waiting in vain (without getting benefits), the claimant can file an Intent to File a Claim on VA Form 21-0996 to “lock in” the eligibility date. This form should only be filed when the claimant meets all financial and medical criteria but is waiting on supporting documents. Once the supporting documents are in hand, then, subsequent to filing the notice of intent, the claimant will file the fully developed claim.  There may be months between the two.  Once the VA issues its decision, it may have overlooked the intent to file a claim locking in the effective date and instead award the date from the filing of the fully developed claim. So as not to lose the intervening months, you should file a request for reconsideration with a copy of the intent to file a claim that was previously filed.

Although appeals can take several years to resolve, we are seeing that requests for reconsideration are taking less than six months, often only 30 days, to resolve. This is a much better outcome for the client. 

If you want to learn critical information on building a thriving practice while serving those who serve our country, register for our FREE WEBINAR this Wednesday at 12 EST.

Here's Just Some of What You'll Discover During this Complimentary Event…

  • How and Where to Obtain Quality Clients
  • How to Present the Value Proposition
  • What to Charge for Planning
  • What to Include in Your Engagement Agreement

Victoria L. Collier, Co-Founder, Lawyers with Purpose, LLC, www.LawyersWithPurpose.com; Certified Elder Law Attorney through the National Elder Law Foundation; Fellow of the National Academy of Elder Law Attorneys; Founder and  Managing  Attorney of The Elder & Disability Law Firm of Victoria L. Collier, PC, www.ElderLawGeorgia.com; Co-Founder of Veterans Advocates Group of America; Entrepreneur; Author; and nationally renowned Presenter. 

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Lawyers With Purpose Unites With Life Care Funding

Do you ever feel like you don’t know how to help a client? That the traditional planning strategies just won’t work in the situation presented?  Here is a common scenario:

Jane, a widow who lives in an assisted living facility, has two adult children who are independent with no disabilities. When Jane’s husband, David, died two years ago, Jane gave each of her children $100,000 without consulting a lawyer.  At that time, Jane was living at home and doing well.  About six months after David died, Jane began experiencing a series of mini-strokes. The cost of her care is depleting her resources rapidly.  The children really want to avoid putting her in a nursing home but are concerned she will need one soon.  During your meeting, you naturally raise the possibility of a transfer of assets penalty due to the prior transfers. 

LCF LogoIf you are like many elder care attorneys, you will likely try to find ways for the remaining funds to stretch out during the penalty period.  You may even propose that the children return the gifts if possible. It is not possible.

Is there anything you are overlooking? Maybe a dormant asset you can utilize?

There may be. Have you asked your client if she has life insurance?

Term life, universal life, and whole life insurance policies can be sold to pay for care.  In Jane’s case, she has a $300,000 policy.  She was considering letting it lapse because she can no longer afford the annual premiums. Instead of letting it lapse, let it work for her to pay for care during the Medicaid look-back period. Assuming a company purchases the policy for 40% of its face value, Jane would then have a fund of $120,000, or $3,333 per month for 36 months, to pay for care during the remaining five-year look-back. Jane’s income, added to these additional funds, will be sufficient to cover the cost of the assisted living facility for three years. At that time, the family can feel comfortable and confident about transitioning Jane into a nursing home and applying for Medicaid, if necessary.

Lawyers with Purpose is proud to announce that we have teamed up with Life Care Funding to assist lawyers and clients in identifying good situations to fund care!

To learn a little more about Life Care Funding for yourself, your team and your clients click here.  If you have clients that could benefit from converting a life insurance policy into a long term care benefit click here for the Long Term Care Benefit Qualification Form.  Or to learn more this new planning option for seniors, go to www.LifeCareFunding.com.  Never hesitate to contact Life Care Funding directly at 888-670-7773 or email info@lifecarefunding.com.  

Chris Orestis, CEO, will be sharing more information at the Lawyers with Purpose Tri-Annual Retreat, October 21-23, in Phoenix, Arizona.  If you haven't registered yet – we are reaching capacity!  Register today before pricing goes up and all seats are filled.

Victoria L. Collier, Co-Founder, Lawyers with Purpose, LLC, www.LawyersWithPurpose.com; Certified Elder Law Attorney through the National Elder Law Foundation; Fellow of the National Academy of Elder Law Attorneys; Founder and  Managing  Attorney of The Elder & Disability Law Firm of Victoria L. Collier, PC, www.ElderLawGeorgia.com; Co-Founder of Veterans Advocates Group of America; Entrepreneur; Author; and nationally renowned Presenter. 

 

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When to Use the KIT™Trust

Over the years, LWP has become known for its MIT, FIT and KIT trusts for asset protection and long-term care benefits planning, but few understand the KIT and its flexibility.  Let's do a quick review…  

A MIT Trust, or “My Income Trust,” is an income-only irrevocable IPUG asset-protection trust that allows the client to maintain control of assets, benefit from them to the extent they're willing to put them at risk, and modify or change the trust in all regards at any time other than in regards to the protection of which they seek. 

Bigstock-Illuminated-light-bulb-in-a-ro-85128830The FIT Trust, or “Family Irrevocable Trust,” is an irrevocable IPUG asset-protection trust that allows the client to be in control of the assets, manage them and identify who gets distributions from it and when, but the client does not retain any rights to the income or principal.

Finally, the KIT Trust, or “Kids Irrevocable Trust,” is created by the children of the benefit of the MIT or FIT client where assets have already been conveyed to the children prior to being educated as to the benefits that the MIT or FIT could provide for the client's assets.  The typical use of the most difficult form of KIT Trust is when mom and dad transfer the family farm (or other major assets) to avoid losing them to the nursing home.  The KIT Trust is a strategy to protect assets that have already been conveyed to the kids (or others) before the client got to you.   

How do KIT Trusts work? 

A transfer of assets by individuals to their children may protect the assets from their long-term care costs and other risks, but it puts them squarely at risk from the creditors and predators of the children to whom they were transferred.  For example, if one of the children that the farm was transferred to gets divorced, sued or dies, that child's ownership interest is no longer subject to the client’s influence, but rather is subject to the child's estate plan, or worse, lack of an estate plan. 

That's why the KIT Trust is a great tool to use when assets have already been conveyed to the children.  A properly designed KIT Trust will be created by the children as co‑grantors, and it will be an irrevocable IPUG asset protection trust, which allows the children to be a sole trustee or co‑trustee with their parents in the management of assets transferred to the trust. 

Once it is created and the assets are transferred to it (typically the assets the children received from their parents), the assets are protected from the children's creditors and predators.  In fact, as a third-party trust, it is not even countable in mom and dad's Medicaid eligibility calculation if they were named beneficiary of the trust.  The question is how to properly create a KIT irrevocable trust. 

The key point when creating a KIT Trust is understanding that the children become the client in the context of the trust creation.  The KIT Trust is a grantor trust, but to the children. Therefore, all income generated by the trust, regardless of whom it’s distributed to, will be passed to the children who created it, so ensuring a proper investment strategy that works well with the children's tax planning is essential. 

Another key element with a KIT Trust is identifying the beneficiaries.  Can you make mom and dad the income or principal beneficiary of the KIT Trust?  Well, the answer is yes, but it's up to each attorney and their comfort level.  I have successfully named parents beneficiaries of the income and principal of a KIT Trust for years without it becoming an available resource when determining their Medicaid eligibility. 

The key distinction is the fact that it is a “third-party trust,” not a trust created by the parent as Medicaid applicants, but rather, by a third party, their children.  Many raise the issue of it being funded with assets that were the parents', but that is not a fact at issue, as the children are not applying for Medicaid and the assets of the irrevocable trust are not subject to the look-back period related to parent eligibility. 

Again, although it is permissible, some attorneys are not comfortable naming the parents principal beneficiary.  In reality, it may not be necessary to name the parents as principal beneficiary, since it was evident by the giving up of the asset to the kids that they no longer needed to have access to them.  A more conservative approach is to allow them access to income only, but it is in no way reckless to permit access to principal. 

The final question in creating a KIT Trust is what to do when mom and dad die.  Since the trust is created by the children (siblings), there can be an inherent gift upon the funding of the trust if the children transfer the asset from the parents to the KIT Trust, depending on how it’s created.  Presumably, upon mom and dad’s death, the kids get back their share of the remaining assets, but a complete gift will occur during the parent’s lifetime whenever a distribution is made from the trust.  In addition, even if the children receive equal shares upon the death of mom and dad, under tax law it is not presumed that the share they receive was the share they put in. 

So, by creating a KIT Trust, if it is not properly designed, there could be inherent gift tax issues between the children upon the funding of the trust and upon the termination of the lifetime trust after the death of the parent.  One way to alleviate this concern is to set up separate shares and ensure that all distributions to any beneficiary are made equally from each separate share, and at the termination of the lifetime trust, each child gets their separate share balance back.  This should mitigate any risk of gift tax issues and offer the opportunity to convert the KIT Trust to a separate MIT Trust or FIT Trust for each of the children's separate shares upon the death of the parent.  It all requires a clear knowledge of the subject and a software system to keep your practice aware of the key issues.

If you want to learn more about Lawyers With Purpose and in particular would like a free demo of our estate planning drafting software, click here now to schedule a call.  

Our Tri-Annual Practice Enhancement Retreat registration is open.  If you want to experience what it's like to be a Lawyers With Purpose member consider experiencing it first hand by being in the room with us October 21-23 in Phoenix, AZ.  But register soon and save – the price goes up 9/19!  We are half way at capacity and the first few days are completely SOLD OUT!

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

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Direct Mail Secrets That Will Make Your Competitors Cry

Chances are, your competitors think direct mail is DEAD.

Who reads junk mail anymore?”

“Isn’t email more popular… and cheaper?”

“If you build a website, they will come.  That’s all you need…”

Bigstock-Crying-Baby-1292079Well, too bad for your competitors, because LWP is about to teach you how to profit from their BIGGEST marketing mistake.

At our October 2015 Tri-Annual Practice Enhancement Retreat, we are devoting an entire class to teach you and your marketing staff TIMELESS direct mail strategies that will not only WORK to FILL YOUR SEMINARS (think 30-50 attendees PER session!), draw traffic to your website and slam your calendar with new appointments, but will leave your competitors scratching their heads and begging for mercy.

Chew on these stats:

  • 73% of U.S. consumers said that they prefer direct mail for brand communications because they can read the information at their convenience. Epsilon’s 2013 Channel Preference Study
  • 62% of Americans said that they enjoy checking the mailbox for postal mail. Epsilon’s 2013 Channel Preference Study
  • 79% of consumers will act on direct mail immediately compared to only 45% who say they deal with email straightaway. Direct Marketing Association, October 2013
  • Direct mail is the preferred channel for receiving marketing from local shops (51%) and banks (48%). Direct Marketing Association, October 2013
  • Direct mail — yes, snail mail — still reigns supreme, boasting a 4.4% response rate, compared to email’s rate of 0.12%. PRWeb.com, November 2013 
  • 56% of consumers think printed marketing is the most trustworthy of all communication channels. Direct Marketing Association survey, November 2013
  • Direct mail has the highest rate of success in new customer acquisition at 34% compared with other marketing channels. Target Marketing magazine, February 2013
  • 75% of consumers are saying that they are examining their mail more closely in the recent months to search for coupons and discounts. Journal of Marketing, January 2013
  • 40% of consumers say that they have tried a new business after receiving direct mail, and 70% have renewed relationships with businesses that they had previously ceased using. Journal of Marketing, January 2013

Bottom Line:  If you are not hitting the PHYSICAL MAILBOX, in addition to the INBOX of folks in your community, you are leaving a ridiculous amount of money and new business on the table!

And, the best news is that most firms don’t know the first thing about direct mail marketing– so you have a unique opportunity right now to get in front of your ideal clients, practically competition free

During our focus session on direct mail, we will cover:

  • How to fill estate planning and elder law seminars using direct mail invitations, postcards and flyer inserts in the newspaper;
  • How to purchase mailing lists at the lowest price and target the most responsive demographics for your services;
  • Copywriting secrets to ensure your mail avoids the trash can and is immediately acted upon by your ideal clients;
  • How to use direct mail strategies to build your firm’s database;
  • The most effective types of mailing to consider, and which to avoid, for your practice area;
  • Easy ways to track your ROI to ensure your direct mail marketing is as profitable as possible;

… and so much more!

While your competitors are busy chasing the latest bright shiny objects, let us show you how to perfect the timeless art of direct mail marketing that never goes out of style or fails to produce great results. Direct mail marketing is far from dead and it’s time you got in the game! 

Register now for our October Tri-Annual Practice Enhancement Retreat and make sure you attend this focus session with the key marketing players of your team.  On time pricing ends soon!  The event is filling up so register today to make certain you get a seat in the room!

http://www.retreat.lawyerswithpurpose.com

And, come prepared with your questions. We’ll leave plenty of time to chat about YOUR law firm and work as a team to help you position your firm for success in this area.

Hope to see you in class,

Roslyn Drotar – Lawyers With Purpose, Online Marketing Strategist

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Good News – Bad News!

PRACTICE WITH PURPOSE IS SOLD OUT! PLEASE READ!

Wow ….

It takes A LOT to shock me, but I’ve just confirmed that the Practice With Purpose portion of our October Retreat has officially SOLD OUT only two weeks into registration.

With that crazy update comes good and bad news.

Bigstock-Paper-Fortune-Teller-10213730Bad news:  I’ve called the hotel today personally. We are in the largest room possible and there is nothing else available at our venue.  We are not allowed to add seats either because of fire laws.  So unfortunately, we have to close registration down for this portion of the program.

If you had your heart set on attending the Practice With Purpose portion of the week and bringing your team, please send me an email to get on a wait list. I will contact you personally if someone is not able to make it and a space opens up.

Now, for the good news.

The remainder of the retreat week is still available and will ROCK!  Just about everyone attending Practice With Purpose has chosen to stay the entire week because our breakout sessions and team programs are just phenomenal this quarter.

We have the largest ballroom on the property for this portion of the program—so as of right now, there is STILL SPACE!  But, I was informed that we are creeping up on capacity limits here as well.  Please don’t wait to reserve your spot!

And, because the full-week registration option is no longer available, we have decided to slash the registration price for the remainder of the retreat.  For a limited time, you can join us at a discounted rate when you attend from Wednesday, October 21- Friday October 23.

Oh, and you can STILL bring three team members, absolutely FREE as our gift to you.  This portion of the program is all about equipping not only the attorney, but the entire staff for success—so take advantage of being able to snag FREE tickets for your team while you can!

To view the class schedules and retreat agenda, simply click here.

If you have questions, please feel free to email me at mhall@lawyerswithpurpose.com.  I’m happy to schedule a call with you to discuss the sessions and/or registration options that are best for your law firm.

Here’s to an AMAZING October Retreat!

Molly

 

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Maximizing the Benefits of a Well-Planned IRA Beneficiary Designation

Many attorneys and financial professionals struggle over how to properly designate the beneficiary of an IRA.  While it can be confusing, understanding the core elements of the procedure greatly simplifies the designation process and offers multiple solutions.  The three key elements one must analyze before designating the beneficiary are as follows: first, what is the overall intention of the IRA owner; second, who is the intended beneficiary; and third, what is the proper language to use on the IRA beneficiary designation form.  As we examine and grow to understand these three issues, great practice opportunities will emerge. 

Bigstock-Hand-Inserting-Gold-Coin-Into--86529890The most important element in determining the proper IRA designation is the overall goal of the IRA owner.  If the owner’s goal is simply to transfer the IRA interest to someone else at death, then a simple designation to the individual will suffice.  The challenge comes when we start to identify more advanced goals.  What happens if the IRA owner intends for the beneficiary to receive the IRA protected from the beneficiary’s predators and creditors?  What if the owner wants the beneficiary to receive the IRA over a lifetime rather than all at once?  These are situations in which a mere direct designation to the beneficiary will not accomplish a client’s goal. 

The U.S. Supreme Court, in Clark v. Remeker, ruled that funds held in an inherited IRA do not constitute “retirement funds” and thereby do not derive the same protection benefits as the original IRA.  (573 US, 2014).  The one exception to this ruling occurs if the beneficiary is the surviving spouse and the surviving spouse rolls the decedent’s IRA into his or her own IRA.  However, although the surviving spouse may be permitted to make distributions from the IRA over his or her life expectancy, such withdrawals will not necessarily be protected.  Further, while a surviving spouse can maintain the protection of the original IRA owner, the surviving spouse can lose the IRA proceeds to his or her long-term care costs. 

If the goal of the IRA owner is to preserve the IRA for the benefit of his or her beneficiaries and protect it from said beneficiaries’ creditors and predators, then a direct designation of the beneficiary must not occur.  Currently, the only way to absolutely protect an IRA from the creditors and predators of the beneficiaries is to designate an irrevocable trust as the IRA beneficiary and designate the intended IRA beneficiaries as the beneficiaries of said trust.  This two-step approach assures continued protection of the IRA funds after the death of the original plan holder and for the lifetime of the trust.  The challenge for practitioners now becomes how to effectively name a trust as the IRA beneficiary and how that designation impacts the individuals intended to benefit from the IRA. 

A trust can be a qualified designated beneficiary of an IRA without violating the IRS rules that require a “stretch out” of the payments from the IRA over the lifetime of the beneficiary.  The four criteria to ensure compliance with the “stretch” rule necessitate the trust (1) to be valid under state law, (2) to be irrevocable at the death of the grantor, (3) to have all beneficiaries clearly "identified" within the statutory time period, and (4) a copy of the trust must be provided to the IRA plan administrator.  These conditions can easily be met, but the most common violation is in having a qualified beneficiary that is identifiable. 

An identifiable trust beneficiary must be clearly identified by the terms of the trust prior to September 30 of the year following the IRA owner's death.  While this seems simple, it typically is violated in two fashions.  First, a nonhuman beneficiary is named, creating a situation where there is no measurable life in being (i.e. a charity).  Second, the terms of the trust do not clearly identify a beneficiary that can be named within the statutory time period.  This violation typically occurs when the terms of the trust require some condition precedent to the vesting of the beneficial interest.  While appearing complicated, once a practitioner has an understanding of these two issues, language can easily be inserted into the trust to ensure that those provisions are not violated.  As Lawyers with Purpose members, our client-centered software system has all necessary language to ensure that the provisions are not violated by providing clear and proper warnings when an attorney makes choices that could put the stretch out in danger.  Once the trust beneficiaries are properly identified, a trust can be named as beneficiary to maintain the asset protection for a non-spousal beneficiary (or spousal beneficiary if long-term care costs are an issue).

The final step lies in properly naming the trust as the beneficiary of the IRA.  This requires an attorney to have a clear understanding of the distinction between outside beneficiary designations and inside beneficiary designations.  Outside beneficiary designations reference beneficiary designations made outside of the trust on the beneficiary designation form of the IRA itself.  Typical outside beneficiary designations are the trust, a specific article within the trust, or a particular beneficiary within the trust pursuant to a particular article.  Examples of these outside designations could be as follows: “Pay to the trustee of the ABC trust dated 1/1/2015,” “pay to the trustee of the family trust under Article Four of the ABC trust dated 1/1/2015,” or “pay to the trustees of each separate share trusts under Article Five of the ABC trust dated 1/1/2015.”  These three outside beneficiary designations distinguish which beneficiaries of the trust will receive the IRA. More importantly, these designations will also distinguish the stretch period based on the life expectancy of the oldest beneficiary inside the designated trust (the general trust, the family trust, or the separate share residuary trusts). 

Inside designations refer to the specific beneficiaries named inside the trust document.  When the proper inside designations are made after the correct outside designation, meaningful and comprehensive protection is afforded the client.  Typically, a family trust will name the spouse and children of the client as beneficiaries.  In such a situation, the oldest beneficiary would likely be the surviving spouse and therefore trigger a much shorter stretch-out period.  In addition, a second stretch period at the death of the surviving spouse would be lost because it was not rolled into the surviving spouse’s IRA.  Alternatively, when a residuary trust is named as outside beneficiary, the IRS would then examine all beneficiaries inside the residuary trust and choose the oldest beneficiary for the measuring life of the stretch.  Finally, when the outside beneficiary is designated as separate share trusts, each separate share trust under the particular article would be analyzed to identify the oldest beneficiary therein.  Typically in each separate share trusts there is only one beneficiary, so each beneficiary would use his or her age as the measuring life for stretch calculations. 

Disclaimers are an important tool to consider in conjunction with outside and inside designations in IRA planning.  Disclaimers may be effectively used on both outside and inside beneficiary designations.  The use of disclaimers can create a variety of options to meet the overall goals of the client after death. 

Proper inside and outside beneficiary designations together with the effective use of disclaimers are powerful planning tools.  As an example, let’s analyze a situation in which a client desires to leave his IRA to his spouse of the same age, while still getting the most return on his investment for his wife and children. In this scenario, the client’s outside IRA beneficiary designation form names a family trust as the primary beneficiary and the surviving spouse as the contingent beneficiary of the IRA. 

When the client names the family trust on the outside beneficiary designation form, the trustee of the family trust accepts the IRA designation. The surviving spouse, as sole inside beneficiary of the family trust, may choose not to benefit from the IRA.  In accordance with the terms of the family trust, she can disclaim her interest in the family trust within the trust document.  The IRA must then be paid in accordance with the trust terms to the residuary trust and the oldest of the residuary trust beneficiaries (in this scenario, the client’s oldest child) becomes the measuring life for the stretch. 

Alternatively, as primary outside beneficiary, the trustee could disclaim the trust’s interest in the IRA in accordance with the outside beneficiary designation form before it is ever transferred into the family trust, resulting in the IRA going directly to the contingent outside beneficiary designation, the surviving spouse.  The surviving spouse could then roll the inherited IRA into her own IRA and get all the benefits associated therewith.  As evidenced, this plan permits an examination of the surviving spouse's health and income with regard to long-term care costs at our client’s death.  In doing so, we have given our client and his spouse the greatest opportunity to ensure that the overall protection goals of the IRA owner (client) are met.

By understanding and implementing the three key elements in determining IRA beneficiary designations (the overall intention of the IRA owner; the intended beneficiary; and proper language to use on the IRA beneficiary designation form), we as LWP attorneys are able to provide our clients with the best IRA distribution plan to fit their desires and needs.

For a deeper understanding of Lawyers With Purpose and what we have to offer your estate planning and/or elder law practice, join us in Phoenix, AZ, in October.  If you are even considering coming to this event register today – The first 2.5 days of the program are officially SOLD OUT and the room is at capacity. We still have a few spots left for the BIG Tri-Annual Practice Enhancement Retreat that kicks off Wednesday afternoon.  For registration information contact Amanda Ross at aross@lawyerswithpurpose.com or call 877-299-0326.

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

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Before You Share – Be Aware

As business owners who are trying to make authentic connections with our clients and communities, we are taught to share more about ourselves on a personal level.  Let the people get to know us. If they know us, they will like us.  If they like us, they will hire us and refer friends to us.

Bigstock-Sharing-a-lollipop-50381684That is all true, but we must also be mindful of our audience. For example, I have taken three vacations this year.  I always include in my quarterly newsletters where I’ve been, what my family has done, and the fun we have. It had never occurred to me that my main audience is my clients and their adult children.  These are people who are rarely able to take a vacation due to disability or because they are the sole caregiver of a loved one.  Instead of being personal, my sharing may seem more like boasting, separating me from my clients. How do I share and mitigate possible damages?  After sharing travels, then share tips on how elderly people can travel safely, and how caregivers can plan a trip away and feel secure in their decision and plans.  Provide guidance and a way for them to take a vacation themselves.

Another example is when I share my business travel schedule and post pictures on Facebook and other social media outlets.  My clients and constituents may feel that I am never in the office to actually see clients and help them.  How do I overcome that?  I make sure to constantly highlight my office team members and their roles within the office.  The message is that the clients are taken care of by all of us, not just me.

I am a huge proponent of being personal and sharing information with clients and professional contacts.  But, be aware that when you share, your messages may be perceived differently than you intended. Always consider the audience and their experiences and expectations when sharing yours.  You want to strengthen the relationships with your clients, not alienate them.

If you have ever wondered what it would mean to your practice to become a Lawyers With Purpose member, consider joining us in Phoenix, AZ, the week of October 19-23 for our Tri-Annual Practice Enhancement Week.  It's THE ONLY event for estate planning, asset protection and elder law professionals AND the teams that support them.  You can check out the full agenda here.   The room is filling quickly so register today!

Victoria L. Collier, Co-Founder, Lawyers with Purpose, LLC, www.LawyersWithPurpose.com; Certified Elder Law Attorney through the National Elder Law Foundation; Fellow of the National Academy of Elder Law Attorneys; Founder and  Managing  Attorney of The Elder & Disability Law Firm of Victoria L. Collier, PC, www.ElderLawGeorgia.com; Co-Founder of Veterans Advocates Group of America; Entrepreneur; Author; and nationally renowned Presenter. 

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Why Clients Are So Confused (and Their Lawyers too)

When people come into my workshop, the first thing I ask is, “What do you want to learn?”  The response is almost immediately, “I want to learn how to protect my assets.”  Ninety nine out of 100 lawyers would stop there and say, OK, let me show you the way. But a Lawyers with Purpose attorney knows to ask the next question: “What are you afraid of losing your assets to?” 

Bigstock-Question-mark-heap-on-table-co-86579810That's when the answers start to vary.  Predominantly the No. 1 answer is that people are afraid of “the government.”  Interestingly, they're not really sure what this means, but typically it tends to relate to taxes or probate.  Often, they're not even sure what taxes they're concerned about or the difference between income taxes, estate taxes or gift taxes.  They're just afraid of taxes overall. 

Secondly, they're afraid of losing everything to long-term care costs or Medicaid.  We know Medicaid doesn't take any of their money, but some of it may have to be applied to the cost of care before Medicaid will pay for their long-term care costs. 

The third most common response is family members.  Most people who are concerned about family members have family members they are afraid will challenge their estate or cause havoc for the remaining family members.  We as attorneys know that it's the family members we don't anticipate who cause the greatest damage. Finally, clients want to protect from lawsuits.  They are keenly aware of the possibility of lawsuits and they want to make sure that everything they've worked for is not lost to one.

As we analyze each of these separately, it becomes clear why people are so confused.  They are trying to distinguish between estate planning, tax planning, asset protection planning, Medicaid or benefits planning, and general asset protection strategies.  To keep it simple, at Lawyers with Purpose we teach four layers of planning.

First, estate planning is ensuring that what you have gets to whom you want, when you want, the way you want, without unnecessary cost or delay. 

Second, asset protection planning is ensuring that your assets are protected from predators and creditors.  The key distinction we train our members on is between obtaining asset protection after death, by way of post-death trust planning, and asset protection while alive by way of the IPUG™ protection trust.  These trusts ensure that clients are able to create them, control them, change them, and even benefit from them, without the threat of being lost to predators, creditors, nursing homes, family or any other potential threat. 

The third level of planning is needs-based benefits planning.  This often includes Medicaid benefits, Veteran's benefits, and other needs-based benefits available to pay for a client's care if needed.  Planning for these needs-based benefits is a level above and beyond general asset protection planning, but it is usually distinguishable and identified when using the LWP™ client enrollment system and documentation creation system. 

Finally, there is tax planning.  This only applies to two-tenths of one percent of America, but it's the No. 1 reason why people want to protect their assets.  So, while it is important and necessary to some, the vast majority (99.8 percent) really don't need it.  That's why the Lawyers with Purpose training on its TLC™ estate planning process is essential to ensure clients are properly educated on how to achieve the estate plan most meaningful to them.  

If you want to learn more about Lawyers With Purpose consider being in the room with us and our members and experience it first hand!  We'll be in Phoenix, AZ, October 19th – 23rd!  Click here to review the full agenda.  If you register by August 28th you can still snag a seat at Early Bird pricing!  This is THE estate and elder law event you DO NOT want to miss.

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