AVAPP VA Pension Planning Conference 2011

Building a Profitable VA Pension Planning Practice

Crowne Plaza Ravinia Hotel Atlanta Georgia
November 3 - 4, 2011

Attorney Speakers

Jim Swain - Academy of VA Pension Planners CEO, Swain Law Firm
Valerie Peterson - Executive Director - Elder Counsel
Dale Krause - Krause Financial
Patrick Smith - Smith Law Firm
Victoria Watkins - Watkins Law Office
Richard Barid - Smith and Barid Law Firm

DAY 1
8:00 - 8:15 Agenda Review and Introductions - Jim Swain
8:00 - 8:15 VA Basic Rules for VA Pension
  • Explanation of VA Pension Terms
  • Qualification Criteria
  • Rules of Qualification
  • Compensation vs. Pension Claim
  • Filing Procedures

Speakers - Valerie Peterson and Jim Swain
8:45 - 9:45 Pitfalls and Opportunities - Planning Techniques to help your Clients meet Financial Qualifications for VA Pensions/A&A
  • Problem Assets
  • Excess Assets
  • Excess Income
  • How Problem Assets create Opportunities

Speakers - Valerie Peterson, Patrick Smith, Jim Swain
9:45 - 10:00 BREAK
10:00 - 11:00 Annuities
  • In depth explanation of Annuities
  • How to work with Financial Advisors
  • Annuity options available in VA and Medicaid Planning as well as annuities as an investment

Speaker - Dale Krause
11:00 - 12:00 Coordinating Pension Benefits with Medicaid
  • Selling Value of VA Planning and Medicaid Planning
  • Protecting from Medicaid Liability
  • Assets - Countable and Non-Countable
  • Effect on Medicaid Planning
  • Conditions to Qualifying for both

Speakers - Patrick Smith and Valerie Peterson
12:00 - 1:00 LUNCH / BREAK
1:00 - 2:00 Converting Prospects to Clients
  • Pricing Services
  • Value Pricing
  • Dealing with objections
  • Sales/closing Techniques

Speakers - Jim Swain and Richard Barid
2:00 - 5:00 Case Studies - Planning Techniques

Attorney discussions lead by:

Valerie Peterson, Patrick Smith, Jim Swain Victoria Watkins, and Richard Barid
5:00 - 5:15 Summary of the Day - Questions
DAY 2
8:30 - 10:30 Practice Implementation and Marketing
  • Developing your presence in the Community/Getting your focus in the VA Pension area known
  • What do you need to start Marketing
  • Referrals - Develop Sources
  • Training Referral Sources
  • How to make your Practice Profitable in this area/what works

Speakers - Richard Barid, Victoria Watkins, Jim Swain
10:30 - 10:45 BREAK
10:45 - 12:00 Cross Selling - Additional Revenue Sources
  • Discussion of additional opportunities to generate revenue and build closer relationships with the extended family members

Speakers - Jim Swain and Valerie Peterson
12:00 - 1:30 LUNCH / BREAK
1:30 - 2:00 The Client/Family Relationship
  • Setting real expectations and timelines
  • Giving Detailed Instructions
  • Explain process to receive and maintain award
2:00 - 2:15 BREAK
2:15 - 3:00 Office Procedures for VA Pension Planning
  • Client Intake Process/procedure - Pre-conditioning the sale
  • Successful Meeting/Call set up
  • Documents needed/process and Procedures
  • Filing for VA Pension, including proper documents

Speakers - Pat Worley and Joe Anne
3:00 - 3:15 BREAK
3:15 - 4:15 Dealing with the VA
  • Communication with the VA
  • The VA requests a meeting with your client
  • VA wants a fiduciary named for your client
  • Death of a Veteran - Re-filing Process
  • Change in Situation
  • The VA has ordered your client to go to a VA Hospital for an exam

Speakers - Valerie Peterson and Jim Swain
4:15 - 5:00 Recap of the past two days

Open questions and discussion