Training & Webinars

Practice Management
  • Walk Us Through What You Do (June 8, 2015 – 82 Min) In-depth review and analysis from a current advocate on her client interactions. How she helps each family go through the online stages, having discussions on budgetary issues, and provide some advice for other advocates in similar situations. A discussion also on what items to look-out for in a trust that may help your client avoid poorly written Special Needs Trusts.

 

  • Update Week (May 18, 2015 – 64 Min) Status updates from last week’s walk-through of the Online Future Care Plan area. For the next few sessions, two Advocates per training will discuss a point of the dashboard. This will allow everyone to learn from one another using specific scenarios.

 

  • Online Stage Profession – A ‘How-to’ Refresher (May 11, 2015 – 75 Min) Each family should be utilizing the online stages in order to check on the progression of their planning with their Advocate. This allows for both the family and advocate stay on track with the Future Care Plan™, and for each of you to know what is still left and what the next steps are needed. All eight stages are highlighted through the presentation.

 

  • Uh-Oh — I Have to Talk to an Attorney (April 20, 2015 – 72 Min) Providing tips on how best to approach a meeting with an attorney, including the varied situations that can happen with attorney meetings. The best way to determine what side of the spectrum in terms of knowledge on special needs trusts the attorney falls.

 

  • Communicating and Following Up (April 6, 2015 – 71 Min) Communication and follow-through are key whether it be with clients, associates, or prospects. The best way to handle the communication process is discussed, and the related items on the current status of Advocates’ speeches, expos, and signed clients are updated. How to best pair references for a client and prospect are outlined.

 

  • Speeches, Expos, and Best Practices (March 23, 2015 – 80 Min) Best practices are reviewed and discussed on preparing for a speech or expo. This includes readying equipment, marketing yourself, and how to craft the press release. The differentiation is provided between a speech and expo follow-up.

 

  • Talking the Talk: Interviews & State Benefits (February 23, 2015 – 55 Min) Learn the best practices on speaking with attorneys and the questions you should be prepared to find answers. Additionally, each state has its own names of agencies that work with state funding (i.e. Medicaid programs); find the ways to learn about the funding sources, waiting lists, and get specific information per your state.

 

 

 

  • Getting from Prospect to Close (December 2011 – 80 min) Round-table discussion of what has worked, and what has not. A review of closing techniques that have proven to be effective over the years.

 

  • Incorporating the Family Membership Into Your Marketing Plan (February 2013 – 20 Min) Learn how the exciting new Family Membership Community can add value to your marketing efforts. We will take a tour of the Family Membership Community, and discuss marketing ideas and techniques to use this new tool to your advantage. Administration will also be covered.

 

Professional Members Continuing Education

Marketing
  • Putting Prospects In Your Chairs (February 2013 – 57 Min) As you have learned in the Education Series, the most important qualities of a trusted advisor for families with special needs is authenticity, the ability to demonstrate an understanding of the family’s needs, and an understanding of the complex issues that a family with special needs must face in order to plan for the future of their loved one. But how can these skills translate into marketing opportunities and business growth? Discover how you can capitalize on your Protected Tomorrows Professional Membership, the skills you have acquired through the training, and the connection to expert resources in the niche market of special needs.

 

  • Techniques to Expand Your Special Needs Practice (October 2011 – 65 min) So you have become a Professional Member of Protected Tomorrows. You have made a commitment to yourself to improve your technical knowledge in the area of special needs planning and understand the importance of deepening your existing client relationship by asking the right questions and being authentic with your clients. Now what?Topics Discussed:
    1. Highlight key areas of the member website
    2. Effective marketing techniques that can be used to boost referrals
      from your existing clients and other professionals
    3. How to effectively work with Protected Tomorrows to ensure your clients with
      special needs are provided all the tools needed to prepare a Future Care Plan™
      for a safe and fulfilling future for their loved one with special needs.

 

Practice Management
  • A Family’s Perspective on Government Benefits (April 2011 – 60 min)Note: Eligible for 1.0 Hr CFP CE Credits – Click here for Certificate of Completion (pdf)Government benefits for individuals with special needs are a crucial consideration when planning for their future. However, discussion of eligibility for government benefits can evoke varying emotions for families with special needs. Emotions range from apprehension and frustration while facing the application process, to relief and satisfaction when an approval is achieved. Mary Anne Ehlert shares some of her experiences with families who have been through the application process and are now receiving the government benefits they need and/or are entitled to.Topics Discussed:
    • Example of what SSI covers for a person with a disability. And how important it is to their cash flow needs.
    • Example of what Medicaid covers for a person with a disability, and how it can coordinate with their health insurance. The coordination of group and individual health insurance with Medicaid provides critical coverage
    • The importance of Medicaid beyond medical coverage, and how it provides access to programs that are critical to future funding of a person with special needs
    • Food Stamps and how they help a person with special needs
    • Example of how a person with special needs has been negatively impacted by accounts set up improperly in their name, and the financial and emotional impact to the family.
    • How a high net worth family feels that Medicaid has a negative connotation, but later learns how critical it is to their family member.

 

  • How to Interpret What Your Special Needs Client is Really Asking (December 2011 – 60 min) If your client asks, “What are the asset limitations for a person collecting social security?” How would you respond? Of course you would give him or her the technical answer to the question. But a client with a family member with special needs asking this question is probably looking for the answer to a much bigger question – “How do I plan for the future of my loved one while still keeping within the asset limitations?” And, your client would truly benefit from knowing the whole story. Learn how to determine if a seemingly simple question is an opening for you to deepen your relationship and learn more about what your client really wants to know.

 

  • Understanding the Emotions of a Special Needs Caregiver (May 2012 – 60 min) As you begin to explore the possibility that your client may be a primary caregiver of a family member with special needs, it is important to understand the emotions they are experiencing in order to authentically connect with them. This can be a difficult task, especially if you do not have any personal experience to draw from. Knowing more about the person with a disability is critical in this step of engaging with your client. If your client is caring for a spouse who has been diagnosed with early onset Alzheimer’s, Parkinson’s disease or a similar cognitive or neurological disorder, it is likely your client, the caregiver, is worried about how this new diagnosis has changed their vision of the future. These emotions are very different than a client who is caring for a child who has autism, Down Syndrome, or other developmental disability. In this situation your client is worried about what will happen to their child when the parents are gone.

 

Technical
  • Annuities & Special Needs Trusts (August 2012 – 50 min)Note: Eligible for 1.0 Hr CFP CE Credits – Click Here for Certificate of CompletionWhen might it be appropriate to use annuities with a special needs trust? Before this question can be answered, it is important to understand that taxation of special needs trusts. Mary Anne Ehlert will review trust taxation and consider when it may be appropriate to use annuities as a funding vehicle.

 

  • Fixing Planning Errors and Repairing the Relationship with Your Client
    (February 2012 – 64 min) While all professionals have the very best intentions of serving their clients with the highest level of professionalism and expertise, mistakes can, and will, happen. When a planning mistake for a family with special needs becomes evident, how can you fix the problem — with minimal impact on your client — AND repair your relationship with your client? Mary Anne Ehlert will point out some of the most common planning mistakes that we have seen, how the problems were corrected, and how client relationships were repaired — and even became stronger.

 

  • Legislative Update: Advancing Economic Self-Sufficiency for a Person with a Disability
    (November 2012 – 50 min)
    There are several pieces of legislation that have or could significantly impact people with disabilities by providing the opportunity to be more independent than ever before. Although the composition of Congress will be changing based on the results of the next election, our hope is that the pending legislation related to people with disabilities will continue to make progress and soon become law. Learn about the bills that have been or are currently on the floor of Congress, the history of each bill, the proposed outcomes and the state of the situation — pre-election. Add value to your clients with special needs by being fully informed about the impact these bills may have on their loved ones with disabilities.Topics covered:

    1. ADA
    2. Savings For Working Families Act (SWFA)
    3. SSI Savers Act
    4. ABLE Act Then and Now

 

  • Taxation of Special Needs Trusts (January 2011 – 60 min)
    Note: Eligible for 1.0 Hr CFP CE Credits – Click here for Certificate of Completion
    Taxation of Special Needs Trusts Worksheets (pdf)There are several different types of Special Needs Trusts. The purpose and usage of each type of trust is complex. Even more confusing is the way that they are taxed. You can get different answers from CPA’s, from Social Security and even the IRS. This webinar will review each trust and how taxation is handled so that you can effectively advise your clients and communicate clearly with colleagues that also serve them.