March 13th and 14th , 2018

515 East Crossville Road Suite 110

Roswell, GA  30075 

Phone 770 500 3074 Toll Free 1 888 928 2779

 

 Featured Speakers

Jim Swain – Founder of the Academy of VA Pension Planners, LLC and

Swain Law Firm, LLC

Joe Anne Swain – President of the Academy of VA Pension Planners, LLC

Marketing Director for Swain Law Firm, LLC

Charlie Meagher – Meagher Financial

 

Other Speakers to be announced

 

AGENDA

Tuesday –March 13^, , 2018 – Day 1

7:45 – 8:15           Continental Breakfast (provided)

8:00 – 8:15           Agenda/Materials Review and Introductions

8:15 – 9:00           Integrating VA Pension Practice with Your Existing Practice

                              Immediate action steps to integrate VA Pension into your existing practice.

9:00 – 9:45           Basic Overview of Current and Proposed New Pension Rules and Definitions –

 Review the Current Rules

Discussion of the Proposed Rules and what is wrong with   them

Impacts of New Rules if implemented (NOT THIS YEAR)

What are the Steps to implement this change?

Expected timelines

9:45 – 10:15        Public Presentation                                               

Productive public presentations are crucial (No

more than 30 minutes)

10:15 – 11:15      Marketing the VA Pension Planning Practice –Pitfalls and Opportunities

Difference in methods from other Law practices

Marketing Strategies

Methods to engage/educate your community

Referral Sources

11:15 – 11:30      Review of presented material and Question & Answer

11:30 – 12:30       Networking Lunch (provided)

12:30 – 1:00         Prospective Client Contact – Where A Sale Begins

 Actions that increase your percentage of engagements.

From Client Initial Contact to closing client business..

1:00 – 2:30          Converting Prospects (Old and New) to VA Planning Clients

Once a prospective client has been through a successful intake process, it is time for the attorney to convert the prospect to a client.  We will address how to price services, handling objections, closing techniques,

2:30 – 3:00          The Client/Family Relationship

Back Office Overview/Client Intake – Case Manager role

 During the process of converting the prospective client to an actual client, many issues arise due to the client/family dynamic.  Learn about setting real expectations and timelines, Id decision maker, address client responsibilities and tasks, discuss procedures, address family dynamics.

3:00– 3:15           Break

3:15 – 4:15           Annuities 101, 201 and 301: How to Successfully Use Annuities to Help Your Client in VA Planning and Medicaid Planning

• What Attorneys must know about Annuities
• In Depth Explanation of Annuities
• How to Work with Financial Advisors
• Annuity Options Available in VA and Medicaid Planning and Annuities as an Investment the good, the bad and the worse
• Identifying bad annuities

4:15 – 5:00           Pitfalls and Opportunities – Help Your Clients Meet Financial Qualifications for VA Pensions

Qualifying a VA Pension client has unique and common problems associated with assets, income and expenses.  Help your client to deal with these financial situations in a “holistic manner” and learn how these “problems” can turn into an “opportunity.”

                              END OF DAY ONE

                              Group Dinner

Wednesday, March 14^th, 2018                Day 2

 7:45 – 8:15           Continental Breakfast (provided)

8:15 – 9:00           Holistic Planning – A Skill and a Marketing

                              Technique

Planning for a veteran senior can impact many obvious and not so obvious areas of their lives and those of their loved ones.  A Holistic Approach to Planning for Seniors allows you to both meet the needs of a veteran senior in a more comprehensive manner and market yourself uniquely in the area of VA Pension Planning

Life Cycle Planning in the Senior Space

9:00 – 9:45           Coordinating Pension Benefits with Medicaid

• Selling the Value of VA Pension and Medicaid Planning
• Protecting from Medicaid Liability
• Assets – Countable and Non–Countable
• Effect on Medicaid Planning
• Conditions to Qualifying for Both

9:45 – 10:00        Break

10:00 – 11:00      Additional Revenue Sources in a VA Pension Planning Practice

Looking for and how to spot Additional Opportunities to Generate Revenue and Build Closer Relationships with Extended Family Members.

11:00 – 12:15      Case Studies – Planning Techniques – Part #1

Hands on approach to case studies.  Including case studies in VA Pension Planning, recognizing service connected benefits recipients vs. VA pension recipient.

12:15 – 12:45      Break/Lunch (Brought In)

12:45 – 1:45        Case Studies – Planning Techniques Part #2

 Hands on approach to case studies.  Including case studies in VA Pension Planning, recognizing service connected benefits recipients vs. VA pension recipient.

1:45 – 2:00          Break

2:00 – 5:00          VA Accreditation Overview, Types of Benefits and Comparison, Legal Systems

The VA Accreditation is required for all attorneys and non-attorneys who advise veterans of their benefits and assist in the claims process.  Learn the process and requirements of accreditation, the types of benefits available (including comparisons) and the legal system that may be involved in appealing a decision. Overview of VA benefits, healthcare and other areas.

5:00 – 5:30         Summary of the Day – Questions and Review

                              END OF DAY TWO