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New Program Wins Heart Strings & Purse Strings

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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Dangerous Productivity

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

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

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

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

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

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

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

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

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

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

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

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

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

 

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

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

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

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

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

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

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

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

Cheryl Fletcher, Asset Protection Strategies

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

What do they really mean? 

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

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

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

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

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

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

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

Dave Zumpano,

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

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What Is The MMMNA?

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

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

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

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

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

Let’s consider some examples:

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

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

REVIEW:

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

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

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

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

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

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

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

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

Income Allowance:

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

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

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

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

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

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

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


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

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

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Workshops – Why & How!

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

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

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

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

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

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

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

HOW OFTEN TO HAVE THEM?

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

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

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

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

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

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

FILLING THEM UP

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

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

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

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

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

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

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Your Family, Your Community, and Your Profession

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

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

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

To your success,

Victoria L. Collier, CELA, Elder Care Attorney, Co-Founder of Lawyers for Wartime Veterans and Lawyers with Purpose, Veteran, author of 47 Secret Veterans Benefits for Seniors and most recent book, Paying for Long Term Care: Financial Help for Wartime Veterans: The VA Aid & Attendance Benefit

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The Perfect Effort Is Not A Fiction

Fall is on the horizon. This only means one thing: movie theatres are back in the rotation for our potential family outings. Last Monday after school it was an unusually rainy, cold day, so I surprised the kids by picking them up and heading to the movies – one of our favorite, favorite things to do. Our first movie of the new season was “When the Game Stands Tall.” This film is based on the true story of the De La Salle Spartans, a high school football team from northern California. It is a moving plot about a team that didn't lose a game, not one single game, for 12 years from the early '90s to the early 2000s.  They ran their record to 151-0. This is not just another movie about football; it tells about a mission to lead boys into manhood and prep them to carry the burdens of the society into which they soon will enter.

Screen Shot 2014-10-01 at 9.21.11 AMThe foundation of the movie is Coach Bob Ladouceur’s unique coaching process, which he called “The Perfect Effort.”“Coaching is about human performance and how to get each player to realize their potential through the actualization of their individual talent,” Coach Lad once said.  “While winning is important – it is why we play the game and keep score – the emphasis is on ʻthe process,ʼ what each player must do that in aggregate leads to victory. The formula for success in team sports is simple.  The implementation of that formula is complex and is the art of human performance.”

“The game stands tall when we display the conduct and actions that not only make our life more productive but also improve our community,” he added movingly.

The Perfect Effort is more about bringing your “A” heart with your “A” game. It is about unwavering perseverance and not being defined by a loss.

Whether it is a football team, an office team, a marketing team, etc., The Perfect Effort process applies wherever you go. The singular success of a 151-0 record was created not because the De La Salle Spartans spent more hours in the gym than any other team. It was not because they fought harder than any other team. The success came from being very clear on what their individual roles were, how to integrate with each member on the team, and the impact of the whole of the process and the team organization – all with integrity and collaboration in mind, never focused on the individual. It was always about The Perfect Effort within the core values of the team first and foremost.

What I love most about movies is how they can deliver powerful messages in 120 minutes that are so relevant to our day-to-day lives. They can break through even if you’ve heard the same messages before, i.e. LWP with our unending stand for embracing of process with a team-centric approach to reaching the goal. Sometimes, most times, it takes a light, fun environment to drive the message across the goal line. 

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

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What Your Team Really Sees

Don’t you just wish your team would tell you what they really see day in and day out on the front lines? The opportunities they see that your firm’s not slowing down enough to make a path and plan for. The new additions, 2 mm shifts and prospective pools they easily witness but are hesitant to create more work for you, and the team, so they let the chances pass.

Bigstock-black-glasses-on-a-white-backg-40705117“Business as usual” will not work anymore…Take control and position your company for the future!

Do you need to find a way to get money in the door? Your phone to ring more? Build your team? Actually finish a project from ideation to completion?

A major outcome of Intentional Planning is enhanced strategic thinking and massive mindset shifts. Some of the things you will walk away with from Thursday October 23rd of the Practice Enhancement Retreat:

  • Generating of new ideas—ideas that, otherwise, would not be considered.
  • Going beyond the status quo—beyond one’s competitors.
  • Bringing new perspectives and approaches together—and combining them in realistic ways.
  • Identification of critical, high payoff strategies and the prioritization of team efforts accordingly.

Firm Retreats ensure that your Big Ideas and Plans will no longer rest on the shelf or be dependent on solely you as the business owner—teach, show, do, go…grow.

In our experience, it is very difficult (impossible) to carve out time to really work ON the business when the phones are ringing and its business as usual.

Register TODAY as you don’t want to miss out on this strategic planning “Money Plan” day led by Dave Zumpano on Thursday October 23rd at the LWP Practice Enhancement Tri-Annual Practice Enhancement Retreat. Contact Marci Otts at motts@lawyerswithpurpose.com to register TODAY! 

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More Than Your KOLBE

I’m a Fact Finder, which makes it a sure bet that I’m fascinated by all things KOLBE and how a KOLBE A index can predict levels of success in any given position.  As a CC&I Implementation Coach, I review KOLBE scores with teams on a regular basis.  I’m always particularly interested (and generally amused) when I have a husband and wife working together and review their KOLBEs. 

Bigstock-Success-target-16975154Occasionally I have a business owner tell me that they’ve had to let a team member go, and in several instances, we’ve found that the team member simply did not live up to the expectations the KOLBE index had indicated.

For example, a Client Services Coordinator with a high Follow Through was found to be trashing prospect contact information because she ran short of time to enter the information into the firm database.   Her attorney totally depended upon her Follow Through and her sense of integrity to get the job done.

What does it mean when a team member … or an attorney … doesn’t get the job done?

Unfortunately, I’ve been hearing from a number of frustrated attorneys who went on vacation this summer, only to return and find their team had dropped the ball in their absence. 

Just to keep the record straight – I’ve also heard from frustrated team members as well.

It was summer.  A time when we’d like to slow down just a bit and stop and smell the roses.  Play with the kids while they’re out of school, or feel the need to tackle some of those home improvement projects that went left undone when you were so focused on the business.

The good news is the kids are back in school, summer is over, and it’s time to focus on making up for lost time.

The bad news is that this issue may not just be seasonal. 

Enter the Strength Finder.

The Strength Finder is an additional tool that can supplement what the KOLBE tells us.  It measures 34 different areas to identify and rank your top strengths.    The results can be enlightening and life changing.

For example, I discovered that while my KOLBE Follow Through is not incredibly high, my Strength Finder lists one of my top strengths to be “FIXER.”  I am literally driven to “FIX” or complete what is incomplete.  My “FIXER” strength boosts my unimpressive KOLBE Follow Through.

The Strength Finder, when coupled with the KOLBE and the Language of Appreciation, provide great insight into talents, strengths, willingness and passions.

You can discover your strengths, free of charge – click here.  You can discover your Language of Appreciation, free of charge here.  The KOLBE A retails for $49.95 (click here) but a $10 discount is currently offered at http://www.kolbe.com/pages/special-partner/jkw/.

I must warn you that using these tools is no substitute for holding each other accountable in your office.  One way to “check in” and be held accountable is through the Weekly Team Meeting.  A Weekly Team Meeting, led by the Client Services Coordinator, with an agenda that promotes the accountability of each team member in front of the team, including the attorney, is a way to systematically inspect the moving parts that operate your business.  Internally publishing notes with dated assignments is also an accountability tool.

If you would like to schedule a team evaluation using the KOLBE A, Strength Finder and Language of Appreciation, please contact me at ncatale@lawyerswithpurpose.com.

There are still a few days left to register for our Practice With Purpose Program in October.  If you want to grow your business with Medicaid, VA & Asset Protection by year end, show up!  You can see the full agenda and register here.

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