A Pleasant Surprise

This past Thursday and Friday, I attended the Ohio State Bar Association. What made this unique is, I am not a member of the Ohio State Bar. My intention started out relatively simple; to be a vendor at the event to promote my national training program. The results of the two days created a pleasantly surprising experience by reminding me of the great things we do as lawyers.

The 1 hour plenary session, which all attorneys attended, featured Paul M. Lisnek, JD, PhD. Mr. Lisnek spoke on communication skills. I was quite surprised and pleased to hear this topic as I personally have been committed to the importance of communication skills to get into the perspective of clients for many, many years. The speaker was right on the money when he indicated lawyers are not sued because they make mistakes; they are sued because they lose their client's trust or they are arrogant. The presentation, although, only an hour, was very insightful and reminded me of the MPS Power–In-Partnership™ model we train, and the importance of making sure attorneys are able to communicate at the client level with the client to solve their problems.

As the convention continued, there was a highly contested race for president elect to the State Bar. Everywhere you went was infiltrated by paraphernalia to promote one candidate over the other. At first glance, it was frustrating and I thought an invasion of this great event, but, at the luncheon where the State Bar officials spoke, it became quickly evident this group of lawyers was very collegial, all speaking well of each other. In fact, the current year's president elect, rather than speaking of himself, acknowledged the other attorney in the audience whom he prevailed against. He also acknowledged staff people on the Bar Association which is not typically seen but very honorable. As lawyers, we often get caught up in our world and our importance, but seeing professionals at the Ohio Bar Association reminded me, we can take our integrity to a new level and have common decency and respect for our fellow members of the Bar, even if we disagree with them, and in this case, even if they are running against us.

As the two day event continued, I noted the programs offered covered virtually every area of the law. The speakers came in different shapes, sizes, and had different speaking styles. Most, unfortunately, were the traditional lecture style. The materials were good, but few of the materials were able to be implemented into the practice of any attorney who attended to enable immediate results. Again, great education, great effort, but it reminded me of the importance of our Teach, Show, Do, and Go™ strategy our training follows. Teach the law, show how it's applied, teach a tool that follows the law, have the participants do an actual case study using the tools, and then send them home with the tools so they know they are doing it properly and can implement it immediately. What a critical difference on the impact of these attorneys, but most will not even realize it because this is all they know.

Lastly, while I came here in a “sales” mode, within an hour of arriving, it was gone and immediately began friendships. Instead of trying to convince someone why they needed my program, I merely started to find out about their pain and what it was about their practices they were experiencing. Being an active practitioner, I was able to relate quickly to their frustrations and share mine as well as some potential solutions. What resulted from this were new friendships based on common goals and objectives to help people discover the best ways to do it. I believe they call that collegiality. In fact, one of the friendships formed was with a well recognized attorney in the area of Asset Protection whom is affiliated with individuals who have spoken ill of our iPug™ Trust. In getting to know this gentleman, I realized how similar we were and in fact, have come to really respect his level of knowledge in the area of asset protection. On the other side, he got to understand me and our use of the asset protection strategies and was quite surprised at the applications and how the use of the iPug™ trusts are viable. Amazing isn't it.

As the event closed, the greatest thing I took from this two day event is an appreciation of what we do as lawyers. I am privileged to work with so many competent, caring, hardworking lawyers whose primary goals in life are to represent their client and help achieve the results clients didn't think were possible. It's very rewarding to realize that as lawyers, we are blessed with the ability to actually change the world because we know the rules by which the law is built and we can challenge it when we think it’s not being followed. What a special privilege this is for all of us to positively impact the world.

There's No Recession in Medicaid Planning

Has the stock market crash of 2008 and subsequent great recession affected your estate planning practice? In October 2008, my law firm celebrated the highest grossing month in our firm history, up 70% from January 2008. In November, we did one-half of what we did in October. Unfortunately, when the revenues fell in half, my overhead and expenses did not. I had to make significant adjustments quickly.

As I sit here, a year and a half later, it’s amazing how once again the old adage that “it all works out in the end” has once again prevailed. My law firm is now leaner and generates between 60 and 70 percent of the revenue we were able to do at the peak but with only 50 percent of the overhead, thus a more profitable model. What saved us? Actually, when the market tanked, all estate planning business ceased. Nobody was banging down our doors to avoid probate, but the doorbell continued to ring to help those people concerned with losing a lifetime of assets to the nursing home and wanting to qualify for Medicaid. Interestingly enough, through this economy we have found a whole new client market, those wanting a new type of “asset protection”.

As an estate planning Attorney, when you hear “asset protection” you tend to think of the sophisticated asset protection strategies to avoid estate taxes or the asset protection trusts domiciled in Alaska or one of the other 11 states that permit the wealthy to create irrevocable trusts and still retain some rights from them. This is NOT the asset protection planning clients are hiring me for.

Asset protection for non taxable estates has emerged as a whole new desire of the consumer market. The significance of these trusts is they do not have the restrictions of the traditional asset protection trusts that must comply with estate tax laws or the laws of the 12 states; they rely on common law and trust law. Statistics show only 3 out of 1,000 Americans have a taxable estate of $3.5 million dollars, thus representing 0.3 percent of the population, leaving 99.7 percent who don’t care about estate taxes.

Unfortunately, the legal industry has not caught up with this phenomenon, but MPS attorneys across the county have. What we are finding is clients are hiring us on a 10 to 1 ratio asset protection planning over traditional estate planning. We have also found that there’s a whole new fear of clients that didn’t exist before. When we ask clients what they want, they tell us to protect our assets but we don’t end there, we ask “protect from whom or what?” The No. 1 answer, they want protection from is the nursing homes. That did not surprise us, but what shocked us was the No.2 response, they want protection from the government! I began this blog with talking about the demand for Medicaid planning even during this down economy, which remains high. Since then I have also discovered, what I believe to be the next generation of estate planning, asset protection for non taxable estates, which provides asset protection while Medicaid compliant and permits the grantor full control of their assets and full use, but no access. Not only are clients loving the protection, they especially appreciate the “tax neutral” status they hold so no special tas reporting is required. Business owners and professionals are among the clientele hiring me for these trusts. Clients’ new fear of our government has created this new opportunity. I make no representation of what side of the isle you fall, Republican or Democrat, Liberal or Conservative, I am merely sharing feedback I am seeing day-to-day from everyday Americans. If you are not providing this new form of asset protection, I encourage you to get up to speed on it quickly. Clients need it, and more importantly, they are writing checks for it, even in this economy.

Is Estate Planning Dead? What Clients are Writing Checks For

I started my estate planning practice in 1992. In those days talking about a Living Trust, was a challenge; to get people educated on what it was and how it benefited them. Over the time, through the 90s’, a Living Trust became an easy sell as the stock market boomed and clients saw the value of avoiding probate to ensure the money accumulated went to the people they wanted without delay. As the 90’s ended, however, a whole new paradigm occurred. Beginning in 2000, with the crash of the tech market and corporate scandals, Enron followed by 9/11, clients, for the first time since the Great Depression, had real losses. Enron stock was not coming back. Followed by the recession of 2003 and the Great Recession of 2008 - 2009, the estate planning landscape has changed forever and what clients are willing to write checks for. In the early 90’s, 100% of my practice was focused on estate planning. As the 90’s came to a close, a great interest began in elder law and Medicaid planning to protect assets from the nursing home. By 2001 Medicaid planning had surpassed my estate planning practice as the number one revenue generator. Subsequent to 2001 with the change of the Bush tax laws that had its first major impact in 2005 with the exemption going to $2 million and later in 2009 with it going to $3.5 million, the estate planning industry entered a whole new paradigm for asset protection. Something I call asset protection for the non taxable estate.

After the most recent market crash in 2008, I literally saw my estate planning practice go to zero! Luckily, by that time my Medicaid and non taxable estate practice had grown to 70% of my business. Diversity shielded me from a more drastic reduction in business that I am seeing with many of the law firms I work with. Most traditional estate planning practices are on life support. Many attorneys I have had the opportunity to train are thriving and reported 2009 as their greatest year in their practice. What is it that clients are writing checks for?

One area of planning that never goes away is the need for asset protection and Medicaid eligibility. Most individuals will do anything to protect their lifetime of savings from losing it all to a nursing home because of an unforeseen illness. Medicaid planning transcends all economies and is always valuable to the client because they can derive immediate benefit that they can measure. Most attorneys are afraid of doing Medicaid planning because they believe it is complicated. This has always intrigued me. As a tax attorney having to deal with hundreds of thousands of pages of tax codes and regulations, the Medicaid planning was always so much easier because it has less than 200 pages of regulations. In reality, Medicaid planning consists of 12 core concepts applied to the variety of fact patterns. Once these 12 core concepts are understood, applying them to the facts patterns becomes fairly routine in a short period of time. That is how many lawyers I work with are able to generate significant revenues within months of completing 3 days of training. In addition to Medicaid planning, clients are writing checks for asset protection, interestingly, the number one protection they seek is from the government. With the growing taxes and regulations there is a tremendous fear of the government positioning itself to take what we have worked for. While the government assures us they will not affect everyday people only “the rich”, most clients are not convinced of the governments’ definition of “rich”. As a result, asset protection planning for non taxable estates has been our number one asset-protection planning strategy.

So what is asset protection for non taxable estates? Well, most of us are familiar with asset-protection planning and the 11 states that have specific statutes protecting individuals who create irrevocable trusts and permitting them some rights to them through trustees or third parties, the most famous being Alaska. Unlike that type of asset-protection planning, which is all related to higher net worth clients, those that have a taxable estate, the planning clients are writing checks for on a daily basis. This is a whole different genre of asset-protection planning; because it does not need the restriction utilized in tax planning and does not need to utilize one of the 11 states with special statutes.

Asset-protection planning for non taxable estates is based in common law. The concepts are simple and well established. In fact, most of us have used all of these concepts already in our practice just not in the context for non taxable estates because we have been so focused on tax planning over the last 40 years as attorneys. Asset-protection planning for non taxable estates has led to the creation of a whole new genre of trusts called IPugs. IPug stands for irrevocable pure grantor trust. Unlike an intentionally defective trust, which is a grantor trust for income tax purposes but not a grantor trust for estate tax purposes, an IPug is a Apure grantor trust which classifies it under the tax code as a grantor trust for both income and estate tax purposes. Essentially, it operates exactly like a revocable trust except that it is irrevocable.

We are not restricted by the tax rules to exclude the assets from the clients’ estate because 99.7% of clients do not have taxable estates so there is no restriction to the grantor being a trustee and maintaining control of the property. In addition, we can retain all rights to modify the trust with the exception of that portion which we desire to protect because as we all know under common law and trust law if a grantor can get at it, so can his creditor and predators.

Not only do these trust work very well in a Medicaid-qualifying context but they are especially revered by business owners and professionals seeking to protect their assets from the growing number of lawsuits without having to give up control. So what are clients writing checks for? In my experience my estate planning practice is near zero not from lack of effort and not from lack of trying but from the mere reality of the economy and the way people now look at planning. There is much more of a need to protect what clients are not willing to give up control.

So traditional revocable-trust planning unlike probate is on life support but new genre of estate planning to protect clients assets from a nursing home and keep them in control is flourishing. How is your traditional estate planning practice going in 2010, I would love to hear of your success stories and challenges alike.

Banks are a Pearl Referral Source

In 19 years of practice, my attitude of working with banks has turned 180 degrees. When I began my practice in the early 1990’s, banks frustrated me. Many of them were unwilling to consider my brilliant ideas as a young practitioner. Furthermore, many larger banks with trust departments had well-ingrained relationships with the old, grey-haired, established attorneys from the large firms. It was impossible to break through those barriers. In my early experiences with banks, I found their biggest push was to ensure every plan you created named it as trustee while in my heart I believed the family members were the best people to make the decisions regarding the family. Over the years, wisdom has taught me they weren’t totally off target and I was not totally on target.

As I sit here now enjoying several wonderful relationships with banks, I felt it interesting to reflect up on the things that have made the relationships most effective. Like all pearls, there are black ones and white ones, perfect ones, and some with blemishes. Banks as referral sources are no different. The biggest cons of working with banks, is they tend to be bureaucratic with many levels and lots of Vice Presidents. National and regional banks have multiple locations and often are controlled “somewhere else”. For smaller law firms it is more difficult to service banks with multiple locations as it tends to stress the internal systems and the time the smaller firms have to devote to their referral relationships.

The pros on the other hand for those willing to conquer the cons, are banks have an unlimited supply of customers and unlike typical financial professionals, the customers come to them. The bank rarely needs to go out and seek the customer. Another powerful aspect of working with banks is they have deep customer relationships. Many times over the years I have created extensive estate plans only to have the client tank them because the teller at the bank told them not do it. These deep customer relationships when you win over the relationship of the individual bankers are critical in building a similar relationship for you with the client. Another very positive aspect of working with banks is the diversity of the customer base. Most banks have many older people, business owners, and professionals as customers. The common theme, they all have money; therefore, they all need some form of estate planning. So what are the elements to working effectively with a bank?

Over the years, I have seen smaller banks be acquired by middle-sized banks and acquired by larger banks. The consolidation of the banking industry has been widespread over the last 10 or 15 years. But one main struggle seems to plague all banks, disconnect between the banking personnel and their financial services division. In many banks, the branches are hurt if they make a referral of the cash assets to the financial service professional to be invested in an annuity or other financial vehicle. This dis‑incentive, in many cases, leads to an ineffective relationship between the banking and the financial services division of the bank. The greatest success I have had over the last five years is having created a system to actually solve that problem with banks. Since most branch managers are hurt by losing deposits, we encourage them to work with us so we can discover through our process other assets of the client to refer to the financial services department. Our client process includes; A vision meeting to identify the needs of the client and the plan they engage us for, and a post-vision and pre‑design meeting to help identify and create a table of all client assets. As part of the design of the estate plan (the attorneys second meeting in the process) we not only design and create the estate plan and all of the associated documents, we also create the funding plan to instruct the client how to fund all the various assets into the different estate planning vehicles we have created for them.

To the bank, the most important column on the funding table is the “transfer to” column. This has become their favorite part of our process because we routinely recommend clients consolidate all of their assets outside of the bank with the bank to hold as many assets as possible in one location to the extent possible to minimize administrative struggles in the event of an unforeseen or anticipated disability or death. It also builds the professional “team” to help ensure their plan actually works. In our process, over 90 percent of the clients that work with us will consolidate 100% of their assets with the adviser that referred them and help build the professional team. This is a very strong statistic the banks love and has created a reason for them to continually flow their clients to us so the assets can be discovered and received from other financial institutions for investment, rather than from their own bank’s deposits. While a common concern of clients is not to put all their eggs in one basket, we advise them while they do not want to put all their eggs in one basket (one investment) they do want all of their baskets in one hen house (easier to watch and protect from foxes). With the diversity of the financial services industry today, banks now can offer full financial services the wire houses traditionally held control of. Obviously, as an attorney, we must be independent and confident of the service of the bank and the integrity and competency of the individual advisers and personnel we work with. The more relationships you can create within the bank the greater the likelihood of a synergistic approach for helping clients ultimately achieve their goals.

Several months ago, I met with a regional business banker for a large regional bank. After conducting my standard Synergy Meeting, I identified her concerns and pains in relation to serving their business clients. After explaining our process and our business protection solutions, she immediately saw the value but was unable to implement any referral relationship because of the bureaucracy. Over the course of the next several months I undertook to meet with every branch manager (all 14 of them) and each financial service professional (7) individually to a Synergy Meeting to identify their needs and share my process. As a result, I started to identify how our firm’s educational process and client estate planning process supports them in what they do more specifically or business owners protection trust. At the end of this three-month period, after over 20 meetings, I had the opportunity to speak with the regional manager again whom smiled and said Everybody wants to work with you. What do we have to do next? Obviously, with a little work, a pearl can become a gem.

Do Workshops Still Work?

I was speaking with several attorneys recently who said they've stopped doing workshops or seminars. Some said the advisors they work with were concerned clients were no longer willing to attend them. My experience has been the exact opposite. My workshops in the last three months have had double the attendance rate from 2009. Let's examine some of the reasons why I believe this is true.

Chet Holmes International did a multimillion dollar study to identify why people hire you or buy from you. The number one reason people buy is they must be convinced what is being offered will actually derive a benefit for them. Workshops provide a safe environment for the general public to come and learn about you, what you have to offer them (educate to motivate) and how you can help them. Another primary benefit of a workshop, it is a great opportunity to begin creating a trusting relationship with the perspective client.

Interestingly, the Chet Holmes survey indicated the second most important reason people buy from you is they must be convinced you will actually be able to provide the product sufficiently so they will derive the perceived benefit. In my experience, clients don't have a clue whether you know what you are doing or not. What they typically rely on is their instinct of whether you appear trustworthy. A workshop is a phenomenal opportunity to begin to create and build a working trustworthy relationship with potential clients. It is critical you be as personable as possible in your presentations and create an environment where the participants feel important and listened to.

The Chet Holmes survey indicated the third most important reason people buy from you is they are satisfied you will provide good customer service. The survey revealed this was the most difficult to measure because service was from the perspective of the consumer, not the provider. So, in these trying times, we must go above and beyond in customer service. Return calls immediately, get rid of voice mail, and answer the phones directly; increase their confidence by providing stellar client services.

The fourth most important reasons why people buy from you, according to the survey, was consumers must have options, and fifth most important in the buying decision was price. Interestingly, only 14% of the people in the survey cited price as their No. 1 concern. In my experience, most lawyers focus on their price; thus creating a practice that focuses on the 14 % rather than the 86% who want to see the value of what is being offered, be sure you can provide it, be confident in your customer service, and have options.

The workshop, when properly done, illustrates all the factors to get hired. A workshop is a way for you to show your knowledge of general ideas and concepts that impact the participant (identify their pain) and provide solutions to eliminate or minimize it. Show them what is possible, and how they can derive the benefit. Lastly, provide options. I recommend for you to have two platforms, a standard planning and personalized planning. Standard planning can accommodate those people more concerned with price, and the personalized will attract those who are more concerned with solutions. Be sure to distinguish the two and be able to simply identify the impact to the client of each.

Another great advantage of workshops is, it is a time management tool. By bringing groups of 25 people together in one sitting, you are able, in one two hour session, to convey your message, build relationship, and show value which equates to less than spending six minutes per client rather than the one to two hours individually with each client. Therefore, as a time management tool, the workshop not only helps bring in clients to you, but it also helps weed out those that are not ready or do not actually need your services. The good news, it still acts as marketing and branding to inform those not ready; who you are, what you do, and that you are there if ever they need you or if it comes up in conversations with family and friends.

The key elements to a successful workshop are as follows:

Make it about them. When you begin a workshop, you must make it about the participants. I greet them each personally and warmly when I open the workshop. I always personally serve them cookies on a tray to illustrate I am there to serve them when I begin the workshop, I ask them what they want to learn during the workshop, and write it down on an overhead, white board, or flip chart. This helps you immediately get into the participant’s perspective and tailor the conversation during your presentation to accommodate the individual questions of the participants. Do not answer their questions then. Take them down and address them as you go through your presentation. This will demonstrate your commitment to answer their concerns and help them feel listened to and important.

Set Expectations. In your opening, you must set the expectations for the attendees. Review the full agenda and tell them you will be answering all their questions and only ask for one thing in return, their evaluation. I make them three promises. One, the workshop will go quickly, two, they will learn a lot, and three, they'll have some fun, and I ask that if I keep my promises they will agree to complete the evaluation and let me know how I did. I actually get their verbal agreement up front by asking is that acceptable and pause and wait for their collective "yes".

Your presentation. Do not teach the law. Do not teach how trusts work. Do not teach them all your brilliance. Merely, show them, in simply terms and stories, how estate planning impacts their lives on a daily basis. For example, we have a simple story about Biff and Bambi. We simply state that many clients are married a very long time and, at some point, their spouse may die. The question is, when the surviving spouse is grieving, will the Biff, the pool boy, or Bambi, the bar maid, be there to get them thru their grief? Without getting into all the legal technical ramifications of remarriage and the risks, a simple reference to Biff, the pool boy, and Bambi, the bar maid, helps clients appreciate one element that estate planning can do, protect their assets for their children in the event of their passing, and their spouse's remarriage. Over 90 percent of the clients consult with us indicate a desire to protect against a remarriage. Interestingly, they giggle and say, “I don’t want Biff and Bambi get my stuff”. This truly is getting into the client's perspective and showing the value you can do by using simple stories rather than typical legal “mumbo jumbo”.

Identify unforeseen risks. Your presentation must also identify for them the risks that they do not see. Some examples include:

• If a beneficiary became disabled;
• If the client became disabled:
• The children became divorced; etc.

Closing. At the end of the presentation, I go back to the questions they ask, put them on the overhead, and confirm I've answered each one of the questions to their satisfaction. It shows them you are committed to them and you kept your word. I then remind them of the three promises I made, and I ask them collectively if I kept each of the three promises. After they've answered yes, I reply “great” and I ask they keep their promise to complete the evaluation and let me know how I did. At that moment, I also explain how as a thank you they are offered a free consultation and they are able to put that on the evaluation. I have found that this process has had a tremendous impact in building relationships, setting expectations, and giving the client confidence what I am able to provide for him. Overwhelmingly, I have found workshops are working now more than they have in the past, but you must get into their perspective.

Webinar Update

Don't forget to register for our February 15th Webinar at 3:00 PM EST! "Profiting by Operating Efficiently Using the MPS 5 Key Factors." Learn more at www.mpssuccess.com!

A Letter From an MPS MIT and Medicaid Case Worker

Friends,

I got word of an application approval today! It came in an odd way. The decision maker at our state Medicaid office called to tell me that the property in my client's MIT was available for her care.

He went on to quote from the MIT. "The trust says that the income of the trust shall be paid for the benefit of the income beneficiaries and the lifetime principal of the trust shall be paid for the benefit of the lifetime principal beneficiaries."

He then went on to say that the trust names “Jane” as the lifetime beneficiary.
While I tried to get my computer (which was acting up) to bring up the document, he re-read the relevant sections out loud twice. On the second rereading he dropped his voice and said, "oh', I see what you are saying. You are right."

He had been stonewalling me for 12 months. He would not answer my phone calls, nor respond to questions. My cynical suspicion is that he was waiting for our penalty period and Medicaid annuity to run out so he could spring the bad news on me when I no longer had time to react to the problem.

Once again, the MPS process wins in the end.

~ Very Happy MPS Attorney

PS. Hey new members... this stuff really does work.
PPS. I was gracious in victory.

Transition from Attorney to Entrepreneur

Take Control in 2010- The Cheese Has Moved

The cataclysmic change in the American economy over the last year has changed everything! The way we must operate as attorneys, the thought process clients use to purchase our services and the value we are able to show them, is all different. In 2010, you must be prepared to lead, follow or get out of the way.

In my experience over this past year, it has become clear that this new economy is all about being responsive. People are not waiting for you to return calls. You must be prepared when the calls come in, no whining or you will be left behind.
To be a leader, you must proceed with confidence in the face of uncertainty! Today’s economy demands a high attention to customer satisfaction and service, not from your perspective, but from theirs! So how do you maintain confidence and lead in 2010? Let MPS™ be your guide. The best way to maintain your confidence is to associate with other who have it. The MPS™ members have created an organization of the highest integrity with tremendous abundance to support their fellow members. I encourage you to continue to utilize the list serve and MPS™ tools and support your friends in the MPS™ community. Second and most importantly, follow the process. Don’t reinvent it, don’t twitch it. As Dan Sullivan said, be stupid! Just do it. I have tested and tried these processes in my active practice every day and they are working. Throughout 2010 we will be bringing you new ideas that we are currently trying and having success with. Stay connected and follow the process.

In all change, there is a winner and a loser. You determine what side you’re on. Stay focused, stay committed, stay confident and stay on process and your success will result. If you always do what you’ve always done, you will continue to get what you have always gotten. In 2010 make a choice to hear. Remember the E-Myth by Michael Gerber, “For a successful small business, you must be an entrepreneur, manager and technician.” To ensure you’re doing this properly in 2010, I encourage you to calendar days of the week that you will be acting in each of those roles and stick to it. Ensure you have at least 2 ½ days a week where you are acting as entrepreneur (seeking out new business); 2 days a week to do work; and one day a week to manage yourself by planning and managing your company. Take Control of 2010! Lead, Follow or Get Out Of the Way!

Motivational Thinking

Always give 100% in whatever you do...If the return isn't 100% back, walk away and rethink your approach.

Avoid Nursing Home Poverty

Think brand doesn’t matter…ask successful MPS™ member David Carrier. The Leading Authority on LifePlan Independence™, host of West Michigan’s #1 Legal Radio Show.

MPS™ is very proud of member David Carrier and the implementation of his brand across several marketing areas, such as his personal radio show. We are excited to have him join the webinar and share with you how you too can take control of your brand by way of MPS™.

Transition from Attorney to Entrepreneur

Register for our upcoming Webinar at http://www.mpssuccess.com/webinars.php!

Lead, Follow or Get Out of The Way

Thursday, December 17, 2009 | 4:00 PM - 5:00 PM EST


Discover the 3 Elements Necessary to..
Transition from attorney to entrepreneur
Calculate your value in the market place and wreak of value
Build profitable meaningful referral relationships to avoid becoming commoditized
Take Control of your Brand
Prevent hidden risks that cause malpractice
Identify if you have the necessary tools, systems and processes

You can lead, follow or get out of the way the choice is yours!

Profit Practice Program Reminder

The 20% credit that we gave you last Christmas will expire soon! DON'T let your hesitation cost you AGAIN. If your practice is not 100% what you thought it could be, our Profit Practice ProgramTM will show you how to make it happen before the year ends. Cash in on your 20% before you lose IT.

The MPS Profit Practice Program™ Schedule:

December 2, 3, 4 in Phoenix, A.Z.

Crowne Plaza Phoenix Airport
"The Place to Meet"
4300 E. Washington Street
Phoenix, AZ 85034
Telephone 602-273-7778 Facsimile 602-286-1109
Client's block of rooms will be held until 3:00pm on 11/01/2009.

10x Guarantee

Give us 3 days, we'll make you profitable.
If after attending the first day of any MPS event you do not believe you can generate ten times the event cost, you may return the event material and MPS will pay $100.00 toward your flight change fee and relieve you of your obligation to pay the program tuition outlined on your registration form. Materials, fees charged on your registration form are not refundable. If you (1) leave the program with any MPS material, (2) fail to notify the MPS event coordinator of your exercise of the guarantee at the end of the first day, or (3) return for the second day of the event program, you acknowledge the program is worth its cost and waive the 10X guarantee and agree to pay all charges set forth on your registration form.

Hellow My Name Is Cash Flow

MPS can introduce you to your firm's most promising Cash Flow opportunities.

Join us for one hour and learn how keeping your promises can change the future of your practice. Our members are having firm revenue record highs, are you? Act now!


Thursday, November 12, 2009 | 12:00 PM - 1:00 PM EST

TO LEARN MORE AND REGISTER, CLICK HERE.


"MPS provided critical and indispenable legal technical skills, from a basic to an expert level, necessary to represent the 98%. It further provided me with other invaluable skills related to client relationships, office management and marketing. I prosper in this area of practice thanks to MPS." Patrick S., Esq/Augusta, GA

Keep Your Promises

Join us for one hour and learn how keeping your promises can change the future of your practice. Our members are having firm revenue record highs, are you? Act now!

Thursday, November 12, 2009 | 12:00 PM - 1:00 PM EST

TO LEARN MORE AND REGISTER, CLICK HERE.

Are changing times killing your practice?

Learn Key Elements to Stand the Changing Times and Increase Profits.

Thursday, November 12, 2009 | 12:00 PM - 1:00 PM EST

Are changing times killing your practice? Has the economic changes, purchasing habit changes, and the change in how people view estate planning hurting profitability? Now is the Time to focus on ways to provide your practice the key elements to stand the changing times, and earn your greatest revenues.

1.Calculate what you are worth? (You may be surprised)

2.Identify the elements to stand changing times and maintain a profitable practice

3.Identify how Medicaid Planning is a concern for the fastest growing market in America

4.Identify how to build profitable referral networks to overcome the average view of Estate Planning

5.Identify how iPug™ Planning, a client's new best friend can impact your practice immediately

6.Identify how to avoid hidden potential risks for malpractice

7.Identify what impacts a client’s decision to hire you, and how to overcome their objections

Join us for one hour and see how acting now can change the future of your practice. Our members are having firm revenue record highs, are you? Act now!

TO LEARN MORE AND REGISTER, CLICK HERE.

As Seen on Ohio State Bar website

Visit The MPS Website!