Listening Twice

December 31, 2014

by Roslyn Drotar with No Comment Coaching & Implementation Legal Marketing

Reruns, Anyone?

I’m not much for watching a movie or TV show twice. After all, you already know the end, right? And I don’t think I’ve ever paid to watch a movie twice.

But this week I found myself in the position of listening to Jeff Bellomo and Lou Leyes pretty much having the same conversation that they had in Phoenix way back in October, and I’ve got to tell you … I enjoyed it even more the second time, picking up more gems after hearing it twice.

Jeff and Lou give the inside scoop on the financial advisor’s world. As a financial advisor, Lou shared how to get into that world, and gives tips on how to find financial advisors who would be good fits for working with LWP member firms.

The title is “Busting Financial Advisor Myths,” and if you're a member and missed it in Phoenix, then you’re in luck. It’s posted on the LWP member website and available to members.

One-by-one, Lou and Jeff give responses to the typical financial advisor roadblocks that our members commonly encounter:

It’s always a bad idea to cash out an IRA.
Clients should never use trusts because trust rates are too high.
Clients should never make a separate share trust the beneficiary of an IRA or 401(k)
Annuities are the greatest thing since sliced bread.
The best way to avoid probate is to use beneficiary designations.
Asset protection planning isn’t necessary when clients have the right insurance policies in place.
Medicaid planning is bad and unnecessary for my clients.

Just to let you know, I’m not alone in my appreciation of this presentation. I think it received some of the highest member ratings ever when it was presented.

Folks, this is a “must see” for anyone who is using the Relationship Management Process (“RMS”) or planning to implement the process. I’d like to personally express a huge “Thank You” to both Jeff and Lou for sharing their insights.

If you want to learn more about what Lawyers With Purpose has to offer your Estate Planning or Elder Law Practice, join us in Charlotte, NC, February 3rd – 5th for our Practice With Purpose Program. Hotel cut off is January 12th so register today. For registration information contact Kyle Russ at kruss@lawyerswithpurpose.com.

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

Take Care Of This At The Beginning Of The Year!

December 22, 2014

by Roslyn Drotar with No Comment Uncategorized

Don’t wait until the last minute to take your required VA accreditation course. Frantically searching for an organization putting on an event or for a recorded session you can download. Instead, take control and attend Victoria Collier’s live VA Accreditation training on February 4, 2015 in Charlotte, NC.

Victoria always brings cutting edge information about what the VA is doing now. In addition, whether you need you initial accreditation or on-going CLE to maintain your status, this course will meet both goals.

Make 2015 a year when you complete this task early so that you won’t need to worry about it for another 24 months.

We've only got 30 seats left so reserve your spot now. Contact Kyle Russ at kruss@lawyerswithpurpose.com to register today. You don't want to wait, this event will sell out!

Lawyers With Purpose

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What Infrastructure Do You Really Need To Run Your Practice In The Cloud?

December 9, 2014

by Roslyn Drotar with No Comment Estate Planning Drafting Software Legal Marketing Legal Technical

Cloud Computing Has Changed The Game

Every now and then technology forces businesses to change the way they operate. The typewriter led to typing pools and carbon paper before being replaced by word-processors on mainframes and then on personal computers. The fax machine replaced the need for some postal services and is in turn being replaced by email.

Similarly, for small to medium sized businesses, cloud computing is replacing the need for in-house networks and servers.

The Advent of the IT Consultant

In the beginning stand-alone PC’s were simple to deal with, however the benefits of linking them together quickly became apparent, and this gave rise to the “local area network” (LAN). Things quickly became complicated and business owners no longer had the skills, or the time, to deal with this. Information Technology (IT) consultants stepped in to fill the void and a new industry sprang up.

Then Things Changed

Cloud computing has arrived, and allows the complexity of networks and shared services to move out of the office and onto the Internet (a.k.a. “the Cloud”). Business owners no longer have to concern themselves with technology and can focus their full attention on their businesses.

The New Breed of IT Consultant

The smart IT consultants have embraced the change and have found greater opportunities to engage with their clients at the application layer. Rather than crawling around under desks hooking up wires and servers the new breed of IT consultants work with their clients on things such as selecting the best cloud technologies and adapting them to match their client’s business processes. Business owners immediately see the value of this type of engagement because the consultant is talking to them in terms they understand; sales conversion, production workflow, document automation, efficiency, profitability, etc.

The Old School

Unfortunately not all IT consultants have made the transition and many are still encouraging business owners to install complicated and expensive in-house technology over superior and more affordable cloud options.

To register for our Webinar TOMORROW at 4:30 EST to learn more about the LWP/Action Step Cloud Based Workflow System, and get your questions answered register now!

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

Don’t Miss Our ActionStep Live Demo & Q&A With CEO Ted Jordan!

December 6, 2014

by Roslyn Drotar with No Comment Uncategorized

Estate planning law firms have “special needs” when it comes to practice management systems. The primary challenge for estate planning firms is dealing with the complexity of the law in multiple jurisdictions, the effects of government programs such as the Veterans Administration and Medicaid, and the cross-over with financial and tax considerations.

This complexity is often too much for individual firms, and as a result the estate planning legal community has organized itself into groups where intellectual property, best practices, and expertise can be shared.

Much of the shared intellectual property has been captured in document automation templates using technologies like HotDocs. However no standard has been established as a suitable container for best practices and workflow. Firms would typically use different systems for matter management, document assembly and accounting/billing. Not only is this costly and complex but it also requires double (or triple) data entry. This is clearly not an ideal situation, and the estate planning organizations have been struggling with this problem for years.

Enter Lawyers with Purpose (LWP)…

LWP is an excellent example of an estate planning and elder law organization that provides significant value to its members through education, coaching, best practices, and shared intellectual property and document automation tools. However the challenge remained on how to deliver all this value in a comprehensive and easy-to-use manner.

Until Now.

LWP and Actionstep

Over the last few years LWP and Actionstep have been working closely together to incorporate the LWP workflows and document templates into the Actionstep cloud-based practice management system.

The combination of Actionstep and LWP is a match made in (cloud) heaven, for a number of reasons:

1 Actionstep’s flexible workflow underpinning makes it a natural container for the LWP best practice workflow processes;

2 Being a “cloud” solution means that members to not have to install any local software or infrastructure and software and process updates happen automatically;

3 Actionstep integrates directly with HotDocs on the “cloud” so all the historical intellectual property contained in Hotdocs templates runs seamlessly within the matter files and eliminates the need for firms to have local versions of HotDocs; and finally

4 Actionstep is a complete practice management system that ties everything together, and includes sales and marketing with matter management, document production, finance and accounting in a single application. So no more double (or triple) data entry.

Cloud computing is rapidly transforming many traditional industries, and there is no shortage of examples. Think of airline bookings, banking, postal services, and landline phones. What LWP and Actionstep have put together is truly transformational and one can’t help to think that this will be the shape of the estate planning arena in the years to come. Exiting times!

Click here to join me in a Live Demo and Q&A THIS Wednesday, December 10th at 4:30 EST.

Ted Jordan – ActionStep CEO

Pay Per Trust

December 4, 2014

by Roslyn Drotar with No Comment Estate Planning Drafting Software Legal Marketing

For the past decade I have been hearing from attorneys that business would be great “But for the drafting. I am drafting nights, weekends and it is literally killing me.”

Molly has been hearing the same from the support team side. The average phone call coming into the office is 19 minutes long, “I am the only one here to answer phones, greet clients, draft the trusts, the funding and everything else. WHEN ARE WE EVER GOING TO CATCH A BREAK…?”

Finally, a Solution for Busy Attorneys Who Don’t Have the Time, Staff, or Software to Generate Comprehensive Trust Documents for Their Clients.

I am pleased to be able to provide you with a solution so that you can:

Spend more time meeting with clients and less time drafting
Increase productivity and profits without increasing staff
Meet with clients and design their plan and have a completed trust back in FIVE business days and be able to conduct the Signing meeting

Click here to learn more about Pay Per Trust and how to get one administrative headache off your desk TODAY to free you up to work on revenue producing activities!

And to help you reach goal by the end of the year, we’re offering a $100 ONE TIME for first time users discount that expires 12/3/14 at MIDNIGHT. Just add in the code "HOLIDAY" when checking out.

To your Success,

Dave Zumpano

Congratulations to Antoinette Middleton, LWP Member Of The Month

December 2, 2014

by Roslyn Drotar with One Comment Estate Planning Drafting Software Systems & Processes

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

The greatest success I’ve had since joining LWP is having learned the philosophy of working on the law firm, instead of in it. In addition to having a juris doctor degree and legal expertise in estate planning, a private practice attorney must also know how to successfully run a business. Thanks to LWP, I now have business systems and processes to run such a practice and deliver quality services to our clients.

What is your favorite LWP tool?

My favorite tool is the weekly legal technical webinars, which are recorded and can be viewed at my leisure. I’m not always able to participate in live weekly sessions, so having access to national estate planning experts answering questions on complex areas such as Medicaid (Medi-Cal in California), and asset protection for business owners and families is an invaluable resource.

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

Until recently, my team consisted of one attorney, two paralegals and one administrative assistant. By joining LWP we were able to utilize their models to develop various departments with functional job descriptions and duties. This helped team members become more accountable, which has led to greater accomplishments and a sense of pride. Everyone now knows that his or her contribution is important to the ultimate goal of running a successful law practice with lots of satisfied clients.

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Start With Where You Are NOW…

November 25, 2014

by Roslyn Drotar with No Comment Coaching & Implementation

There we are together. The last day of the retreat, October 24, after walking through each and every conversation we’ve had during our Why Coaching Days since we began the journey together in January of 2013.

Wow!

The topics alone were big, but what came out of them was even bigger. My favorite was, “You Must Be What You Want From The World” – just let that one sink in for a minute, remind yourself and then pull out your Action Plan from that day 22 months ago.

Getting back to October 24– today I looked at “My Four Month Focus” workbook. It caused me to ask myself just what Dave asked us that day: “What future do I choose and what am I deciding to take from my past to use in the present to live a life I love?” The answer to that question starts with “Where am I – today?”

I wrote down a few things that impacted me getting where I am today: (1) the work I’ve done with the support of my life coach; (2) working with the best estate planning attorneys nationally alongside their teams, sharing and growing TOGETHER (our members really move me); (3) the daily inspiration I get from my three boys.

So I put those things into play via a “Freedom Cycle” activity onto my LWP Progress Focuser to carry over to another tool that I’ll get to in a bit.

Next we had an internal reflections exercise. They’re necessary when you look at where you are; they may not be always fun to play with, but they ALWAYS provide opportunities to grow. My insights were: (1) stop trying to add value at the risk of dampening commitments and adding my own .02 in every conversation; (2) pay attention to others’ behaviors more during conversations; (3) work on my “winning” and “excuses” mindset when I need to get er’ done.

We moved through five activities that day, and each provided us with three insights. Now this is where the carry-over comes from my previously mentioned “Freedom Cycle.” We walked away with an action plan for the next four months that hit:

Where I am;
My Freedom Cycle;
Progress Focuser;
Destructive Habits;
Present Focuser.

All of this was contained within one booklet that is in front of me DAILY. I’ve completed an Idea Focuser for each one based on my insights. I’ve set a goal, written down how I’m going to measure progress, and I know the benefits, my obstacles, and the contribution to others and myself. The strategies are written down that I will use to overcome obstacles, along with the next action and the “by when” date.

During this process, it hit me that I’ve been tabling a goal of mine for “reasons,” and all I need to do is put time in my calendar, and not let it get trumped by ANYTHING, to fuel my inner Quick Start/Follow Through. So, I added that to the agenda for our Board of Directors meeting to make 100% sure someone was holding me accountable week in and week out to get it done.

And that was just the first thing I added to my Future Focuser. There are four more that are a blend of personal and professional goals in front of me daily, to hit by February 2014, when I will be back in the room with LWP, our members and their team in Charlotte! I can't wait. It'll be a lot to work on between now and then – but I'm taking it all one step at a time. With today and where I am now…. I can't wait to look back in February 2015.

Let me know what you’ve DECIDED that will enable you to live a life you love! You can email me at rdrotar@lawyerswithpurpose.com or comment below. If you would like go through the Why Day Power Point "What Got You Here Won't Get You There" click here. And if you are interested in any of the tools we used that I mentioned, feel free to email Molly Hall at mhall@lawyerswithpurpose.com.

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

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So You Didn’t Make It To Phoenix? Check Out What’s Been Uploaded…

November 18, 2014

by Roslyn Drotar with No Comment Estate Planning Drafting Software Legal Marketing Systems & Processes Team Building

There is absolutely no substitute for sitting in a large conference room with people who do the same thing you do, day-after-day. They “get” your challenges because they face similar ones.

And you missed out on brain storming and sharing ideas out on the patio or in the bar after meeting hours. You didn’t get a chance to sit down with your CC&I coach or your attorney mentor coach face-to-face to discuss what’s holding your team back or to celebrate your victories.

Last, but certainly not least, you and your team missed out on the nine break-out sessions that covered subjects ranging from “Business Succession Planning” to “Busting Financial Advisory Myths.” Even if you DID make it to Phoenix, you’re only one person, right? Maybe you had to make hard choices about which break-out sessions you could attend and heard great things about the ones you missed.

Great news!

So far, three of the nine break-out sessions have been added to the member website, with another three scheduled to be uploaded later this week.

Posted …

Community Presentations & Relations, Presented by Jennifer Rozelle

A how-to guide to securing and presenting Community presentations; how to get them; topic ideas; how to organize and plan them; and how to use them to feed your workshops. Learn the distinctions among Public Workshops, Private Workshops, Professional Presentations and Community Presentations

Post-Death Trust Administration, Presented by Liz Evans

What to do when the 1^st spouse dies; what to do after the surviving spouse dies. A practical look at post-death administration issues.

How to Generate Facility Revenue: Getting & Staying in the Door with Nursing Homes, Presented by Roslyn Drotar & Meredith Glendenning

Walk away with a comprehensive nursing home/facility process, which you can go back and implement into your practice, immediately. Learn only what works (we’re saving you from the disastrous efforts) to not only get in the door to nursing homes, not only begin generating revenue, but quadrupling revenue & how to keep it going!

Coming later this week …

Busting Financial Advisor Myths, Presented by Jeff Bellomo & Lou Leyes

Respond with confidence to common myths surrounding asset protection, irrevocable trusts, qualified funds, etc. Get the advisor off of their “default” setting and into strategic, client-centered planning.

You’ve Defined Roles … Now What? Presented by Roslyn Drotar

It is important to provide clear definition and understanding of roles. You’ve defined roles, now what? Learn how to take the role definition to the next level. Learn the skills needed to go beyond just making certain nothing falls through the cracks. Learn different approaches, regardless of the circumstances to create accountability AND work together at your team best!

Business Succession Planning Presented by Dave Zumpano

An advanced level legal-technical session – what to do when the business planning client already has a corporation structure (LLCs, S-Corps, C-Corps) – creating a business succession plan.

10 Key Features of the Trust Drafting Software That You Need to Know, Presented by Aaron Miller

Learn the 10 key features of the LWP-CCS Trust Drafting software and how to make them a multiplier to distinguish you in your Estate Planning community.

Coming in December

What’s Happening in the Conference Room? – The Signing and Funding Meetings, Presented by Susan Hunter

The third of the “Conference Room” series – designed to give the team a look at what, exactly, occurs for the client during the key meetings. Team members will be better equipped to assist clients while they navigate the process, and can set expectations or answer questions directly. Attorneys who attend will learn how to delegate these meetings to their team.

Communication Skills, Presented by Susan Hunter

Take the next step in developing your communication skills; sharpen your saw with practical applications of MIFy™ and Power-in-Partnership™ including client meetings and team conversations.

While you’re at it, take a look around the member website. We’ve been making changes to follow LWP processes more closely in the web layout. This should make it much easier for members to find tools and materials to support their practices.

If you have comments or suggestions about the website layout, I’d love to hear them. Write me at ncatale@lawyerswithpurpose.com.

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

Congratulations to Bruce Adams & William J. Miller, LWP Member Of The Month

November 7, 2014

by Roslyn Drotar with No Comment Uncategorized

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

Doing the workshops has been very helpful to us. The workshops are easy to fill and have been well received.

What is your favorite LWP tool?

The greatest tool is that the tools work together – the Vision Clarifier and Med Qual Worksheet are wonderful tools!

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

Joining LWP has created positive energy and a renewed enthusiasm for the practice of law here at our office.

LWP has been a life saver for our practice. We were burned out and stressed out after doing litigation for several years. We have been trying to get into Elder law and Estate Planning. LWP has given us the systems, support and knowledge we needed to speed up the conversion process.

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

October 28, 2014

by Roslyn Drotar with No Comment Coaching & Implementation Legal Marketing

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.

Having 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