Posts in category: Uncategorized

I start every workday with a steaming cup of black coffee, which as of today has become hot water with lemon (my baby step), while I fire up my computer for 30 minutes of checking email before beginning a full schedule of CC&I calls. As the emails file in I fanatically search for the one from the Uplevel You Blog. Because Christine Kane is an absolute change agent, a trail blazer. She is a beacon for folks to live a life of joy and ease WHILE permitting themselves to make the money they want. Really, really want. And are worthy of.

I could go on and on. But I think this blog is so synergistic with what the LWP CC&I program preaches. A motto we live our life by is one small step at a time. Baby steps. Just check out her blog and enjoy!

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.

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

It really is the mere fact that I have been able to transition my busy family law/divorce practice to estate planning and elder law.  I wouldn't have been able to do it without the systems and tools that LWP provides – as any litigation lawyer knows, you spend most of your days dodging bullets.  Having the systems and tools allowed me to put one foot in front of the other while continuing to dodge the bullets, and do it successfully.  Although I haven't transitioned absolutely completely, I'd say I'm more than 90% there – and that, to me, is a huge success.

What is your favorite LWP tool?

For me, it is the workshop.  I find that using the workshop as part of our process, and not just as a "sometimes-marketing" tool, creates a more receptive client to the type of planning that we do, and the results are higher fees.  The potential client that comes in from a workshop (a Vision client) is a vastly different potential client that comes in compared to an initial meeting client.  They have already decided they probably like me, at least enough to come spend another hour with me, and they are also acutely aware that what they thought about estate planning is probably not correct, so when we "go there" they aren't skeptical about what I'm saying.  This enables me to have a productive conversation with the client instead of having to teach them from the beginning. We also have great feedback from professionals that attend, which creates a buzz in our community – worth its weight in gold.

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

I wouldn't have the team or the practice I have today without LWP.  This process has literally completely revolutionized the way I practice law.  Furthermore, I haven't felt the need to compromise on my fees even though I'm relatively "new" to this practice area, because I know that I am providing a much higher level of service than other attorneys are.  People that we have identified as "our" clients willingly pay our fees.  My team and I enjoy coming to work and enjoy the challenges presented to us, instead of dreading what each day is going to throw at us.

The Improved Pension for Wartime Veterans has always been the step-child of the Veterans Administration. Veterans are people who served in the United States military for a period of time and who received a discharge greater than dishonorable. Those who have been injured in the military or due to their military service may receive a tax free income called “compensation” to financially compensate them for the loss due to the injury. Wartime Veterans are those individuals who served in the military during a certain period of time, as set by Congress, regardless of whether they were injured or not. Wartime Veterans may receive a tax free income called Improved Pension as long as they are disabled (or aged 65 or older) and meet low income and asset rules.

On April 19, 2013, VA Secretary, Eric Shinseki, announced that the Veterans Administration is “implementing an aggressive plan to eliminate the backlog in 2015” of compensation claims. The VA will immediately begin an initiative to expedite compensation claims decisions that have been pending for over a year. The current average time for a compensation claim to be decided is 286 days (9.5 months).

NO SUCH INITIATIVE FOR THE IMPROVED PENSION WITH AID AND ATTENDANCE BENEFIT: The VA has made no such promise, nor created any specific initiative for Improved Pension claims. The majority of claims for Improved pension are from WWII and Korean War Veterans (or their widows) who are frail and elderly and need the aid and attendance of another person with their activities of daily. They are receiving, or in need of receiving, home health care, assisted living care, or nursing home care. Their life expectancies are short due to age and illness. The average claim award is also around nine months. However, many of these claimants die while waiting for the VA’s decision. If single, the claim dies with the claimant, thus, no award in many cases.

In its announcement, the VA asserted it will continue to prioritize claims for homeless Veterans, those with financial hardship, terminally ill, former Prisoners of War or Medal of Honor recipients, and Veterans filing fully developed claims.

Thus, for claimants filing for Improved Pension with Aid and Attendance, the way to have the claim prioritized is to ensure that the claimant files a fully developed claim on VA Form 21-527EZ (or VA Form 21-534EZ for widows of veterans). Moreover, if the claimant has a terminal illness, provide a copy of a physician’s statement and any other relevant documentation from a hospice or palliative care provider affirming the terminal illness.

When a fully developed claim is filed, an award should be expected within three months. It is the VA’s desire that all claims be processed pursuant to the fully developed claim standards. However, unless the VA increases its awareness, focus, and resources to help adjudicate improved pension claims, only compensation claims will be expedited and wartime claimants seeking pension will still only experience delays in receiving their awards and benefits.

Victoria L. Collier, Certified Elder Law Attorney, Fellow of the National Academy of Elder Law Attorneys, Co-Founder, Lawyers with Purpose, LLC, and author of 47 Secret Veterans’ Benefits for Seniors…Benefits You Have Earned but Don’t Know About.

I was fortunate enough to spend the weekend in Atlanta attending the NCAA Final Four and National Basketball Championship Game. So many lessons to be learned by such an intense weekend, but the one that stands out most was of my wonderful buddy who went with my son and I.

The day before arriving in Atlanta, he decided to begin the weekend with a 5K race. So early Saturday morning we got up and cheered him on at the finish line. He succeeded; imagine that, quick decision, not a lot of preparation, and he was able to complete the 5K in around 30 minutes!

But what’s the rest of the story? Well for the next two days he was in such pain he could hardly walk. His muscles would give out every so often and given that my pedometer said we walked over ten miles on Saturday – it was an absolute challenge for him. So what’s the moral of the story?

Preparation. Many of us (especially us quick starts) are quick to make decisions in the moment that sounds good. We may even prevail, as my buddy did. But the question is, at what cost? How could this have played out differently? Same is true with running a law practice. So many people, as Michael Gerber says, have the entrepreneurial seizure and go start a practice or have some bright marketing idea to try. Many times, we accomplish what we set out to, but like my friend sometimes it is at a painful cost.

To have a successful law practice takes preparation. It takes diligence and a structure that you build up to, just like preparing to run a race. The three key elements are:

– Understanding the legal technical;
– Understanding marketing from a wholesale, retail, and branding perspective; and
– Having the proper infrastructure to help you monitor your current reality on a daily basis and get the work done timely and competently.

That’s what’s enabled me to thrive in my practice for the last 20 years and that’s what has enabled over 1,000 of those that I’ve worked with to succeed as well.

So are you off for a quick run? Or are you ready to begin the preparation so that when you’re done with your run (or bright idea), the consequences are minimal and the rewards are great?

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

Last week I led a monthly implementation session with a firm that I have been coaching for a few years now. The attorney was not on the call (home with a sick child) but it ended up being a GREAT call with the team. The topic was on how to handle the consistent “interruption of calls”. This is something that this particular firm has been struggling with for 6 months now. And not uncommon from most other firms out there. There’s a saying amongst team, “business would be great, but for the clients.”

A few minutes into the call I had to stop the team: “Time out, walk me through the process of how you route calls.” I had to reel the team back in. They were all talking over one another and throwing words around like “system” and “steps.”  They were speaking into a huge amount of right/wrong – who said it should be done this way versus that way – what the receptionist is doing (and not doing). 

What I loved so much about this implementation session is how easily a neutral, unattached party can simply anchor a group of committed teammates back to the process, after listening to them and keeping the reasoning to SERVING THE CLIENT. But the group lost sight of that, they were so focused on what the system said, what this teleconference said, at last year’s retreat someone at lunch said, etc. All the while, the clients weren’t feeling heard and acknowledged because each person was so committed to “the way.”

The role of a “coach” is to actively listen for the things not really being said while holding the space to lead the group back to the tools available to support them in implementing the breakthroughs achieved during the call – versus cramming systems to end the very, very necessary healthy debates. That is where the promised lands lay, in the healthy debate. The role of a coach is not to provide immediate solutions to end the turmoil.  Systems are a phenomenal support mechanism – but only when the facilitator seeks first to understand. 

Often on our CCI calls we hear the confusion between “Molly said, Dave said, so and so said”.  The beauty of the CCI program is we are all going to have slightly different viewpoints on the minor details we find firms hung up on – because there isn’t one right answer, especially on such minor things like they were stuck on – should I take a message and hand it to Mickey, or should I have the receptionist better screen the call or should I take the info down and hand it to Mickey.

At the end of the day; declare a way you’re going to try on, test it, meet again in 30 days and make necessary refinements if needed. But until you decide to put an end to the “he said/she said”, that will always be a roadblock and quite frankly an excuse for not getting started. In all honesty, if your team leader commits to trying one standard approach that you will track and discuss in your weekly team meetings, you cannot mess it up. That is the birthplace of a system.

Molly L. Hall, Co-Founder, Lawyers with Purpose, LLC, and author of Don’t Be a Yes Chick: How to Stop Babysitting Your Boss, Transform Your Job and Work with a Dream Team Without Losing Your Sanity or Your Spirit in the Process.

I was thrilled last Thursday when my team, the Syracuse Orange, handed Indiana, the No. 1 seed in the Eastern Bracket, a defining loss. What I didn't expect was what occurred next. On Friday when I got home from work, my son said, "Dad, is there any chance we can go down to Washington, D.C. to see Syracuse play in the Elite 8 game?" Being that D.C. was only a six-hour drive, I did my due diligence, got tickets, and planned for a drive down and back the same day. What I didn't expect was when I went to pick up my tickets; the company I bought them from upgraded me to the front row! So there I was in the first row of the stadium right behind the Marquette team. The only downside, of course, as an SU fan, but anyone who saw the game knows it was an SU crowd anyway.

I was amazed at the physicality of basketball. Being that close to the action just less than 10 feet away from the court and hearing the grunts and seeing the physical pushing, shoving, etc., I was amazed. As a former football player and wrestler, I always attributed basketball to be a finesses sport. I learned different.

Needless to say, my orange again prevailed and progressed to the Final Four, at which point my son again said, "Dad, do you think we can go to Atlanta?" Well, without further ado, I'll be there, heading to Atlanta to the Final Four and the championship game. Look for me. I'll be waving and wearing my orange. Go SU!

David J. Zumpano, Co-founder of Lawyers With Purpose

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

Confidence.   LWP has forced me to work outside my comfort zone.   Proactively contacting financial advisors and professionals that serve the elderly was never a part of my business model when I started my own practice.  How foreign!  Why would they want to meet with me?  Also, before joining LWP, making a two hour presentation on a topic before a group of people would just not have happened.  LWP has given me the confidence and tools to present a very complicated topic to potential clients and referral sources in a relaxed and enjoyable, yet professional, manner that fosters, most of the time, a very interactive environment that is rewarding for the participants and also for me. 

What is your favorite LWP tool?

Hands down it would be the Med Qual Worksheet. It is pivotal.  It not only organizes my internal thinking and analysis and helps me focus on what is the most viable option for the client but is also the foundation for the value prop discussion and the means of showing your value to a potential client.  Without the Med Qual Worksheet, there is no value prop. 

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

How has it not impacted my practice?   My practice has a comprehensive system that addresses client meetings, the legal-technical, the drafting, and delivery of services for which I was hired.   This translates into satisfied clients that you actually can see or read on their faces at the signing meeting.  Satisfied clients add to the bottom line and viability of the practice (which is putting me in a position to hire a team).   Before LWP, the practice was me and dependent on the tools, research, etc., that I may or may not have chosen for a particular matter.  It is now a distinct entity with its own operational methods, systems, etc., that is influenced marginally by my own personality and preferred methods of practice. 

I had lots of laughs once again when I got together with my family to celebrate Palm Sunday. As the youngest of ten children in a 100 percent Italian family I can always count on an exciting get together. It was a day to enjoy family; brothers, sisters, nieces and nephews and the blessing of still having my mom and dad with us (currently 88 and 87). It's amazing how quickly the time goes by when you're having fun.

Many people ask why I have my family over on Palm Sunday instead of Easter and it's quite simple. Twenty-two years ago when I got married, my wife and I agreed we would have Easter with her family, Thanksgiving with mine, and we split Christmas Eve and Christmas Day. That model has worked wonderfully for the last 22 years but more importantly, has allowed my children to grow up with both sides of our family and get to appreciate the rich traditions from each. As we celebrated Palm Sunday it gave us time to reflect on the many blessings we have in our life and on the sacrifices that others have made for us along the way.

The biggest conversation was centered on the “Casatelle” (Italian Easter bread) I made for us to enjoy. I followed the recipe and my siblings were raving about how good it was because it was so moist. My mother on the other hand was clear to point out, “This is a little too moist, you didn’t make it quite right.” The joy of growing up Italian! Below is the recipe. Make it yourself and let me know what you think:

Casatelle:

1 1/2 cup sugar
9 oz lard (or unsalted shortening)
4 1/2 to 5 cups flour
1/2 tsp salt
1 cup warm milk
1 wet yeast cake 2 oz
2 tsp vanilla
10 medium eggs

Add everything into a large bowl and mix until hands are somewhat cleaned of dough mix. Set aside. Cover with dish and blanket and put in a warm place (no drafts) until doubled in size (be sure to use large bowl to begin).

Roll when ready into greased pie plates (about 5-9 inch pans). Roll into log type pieces so as to be able to put around inside of individual pans. Cover the individual pans and let rise again (maybe 1/2 hour or so). When raised put in oven at 350 degrees for about 20 minutes. If needed lower to 325 degrees and cook 5-10 minutes or until highly browned.

Be careful not to open oven first 15 minutes (could sink).

Too many eggs will make dough too soft. Also, don't double recipe since this raises too much. May insert pre-cooked hard-boiled egg before baking for "Easter" look.

Having family is a blessing and appreciating sacrifices others have made is absolutely essential in us having the necessary gratitude for true success. So as we approach this Easter weekend I encourage you to enjoy your family and reflect on your faith, if appropriate, or others that have made sacrifices for you along the way and celebrate the greatest thing of all the love of family whatever family is to you.

David J. Zumpano, founder of Lawyers With Purpose

Working with many lawyers in their journey to become more entrepreneurial, to create a practice that is less dependent on them, there is an overwhelming theme, the fear of delegation. Many of us are afraid to delegate to others, those things we do well. I realize the lack of delegation really comes down to two core deficiencies. First, lack of trust in the people that work with us OR lack of systems to ensure that the work will be done properly and nothing will be inadvertently omitted.

As we look at the first issue, trusting the people that work with us, the question is whose challenge is it, theirs or ours? More specifically is that they don’t have the skill to do the work or is it that they haven’t been trained properly on how to do it. If it’s lack of skill, the solution is easy, terminate and move on to the next one, if it’s lack of training, the challenge is a little greater because now you are usually the only one that can do the training, and who has time for that? You must find the time because it never ends. If we don’t train others properly, then we must assume responsibility for the rest of the time that we will need to commit to do the work. Isn’t it worth a little up-front effort to train a person, with the necessary skills, that you trust? As my dad always said, “An ounce of prevention is worth a pound of cure”.

As we look at the second challenge, proper system structure is a critical piece to confidently delegating. Even if you have trained skilled employees to delegate your duties, you are still at risk that something might be dropped, forgotten, or failed to be completed. That’s where a good system, tracking each core need that you serve, and the fulfillment of it, are absolutely essential. While this appears to be daunting, in reality, you’re doing it anyway. Restated, the things you need to delegate need to be communicated to the delegatee anyway. It’s just the method in which you delegate it that must change.

For example instead of it being verbal, it must be in your contact management system to ensure there’s a record of it. Once it’s in your contact management system the information can be reviewed upon your need, by generating the appropriate report. Secondarily, once delegated the person delegated to, has to do that which was asked. Again, nothing changes, other than when they do it, it needs to be entered into your contact management system to track that it was done. Once everything is entered into your contact management system then you can retract that information any time you need to identify what is pending and what has been completed.

It sounds daunting, but if you don’t start, you never finish. Even better, we have already built the systems, processes, tracking, and training so you don’t have to.

Dave J. Zumpano