By George J. Audi
Special to the Legal
When you decide to take on a case, what's the ultimate, long-term objective that you have for the client? Some say to bring justice, some say to maximize the value of the case, some respond with the famous quote from Cuba Gooding Jr., "Show me the money!" All valid points, but I'd like to take it one step further.
Could it be said that the objective is to provide your client with as many positive experiences throughout the entire settlement process, so that when they are "shown the money," then and into the future, they and everyone that they are connected with will call YOU when they are injured or are in an accident?
All good attorneys have the ability to establish and foster great rapport with their clients. Building that relationship brings trust and confidence that you will do everything you can to maximize the value of their case. However, there are some pitfalls along the way that can put an unwanted dent in that rapport.
1. Starting Late Resolving Liens
When the words Medicare and Medicaid are uttered, it produces a plethora of negative emotions. Banging your head against a brick wall seems like a familiar thought in many cases. If you get the defendant to settle the case, having a lien just hanging out their without a final demand will invariably cause the settlement of the case to be delayed, which is a negative in the mind of your client.
2. Settlement Delay
When the settlement is delayed for any reason, it often puts the client in an even more desperate situation than when you took on the case. Often, they have to take out a loan against their future net settlement proceeds. Although pre-settlement funding is often a valuable resource that can help your client get over the hump until the case is settled, it is a negative in the mind of your client.
3. Unknown Government Benefits Issues
The case is settled and the defendant is ready to write a check to your client and it is uncovered that they are receiving SSI, Medicaid, food stamps or Section 8 housing allowance ... or Medicare and the issue of an MSA was never addressed. The government has income and asset limitations that, if exceeded, can cause your client’s benefits to be rescinded. There are ways to circumvent that process through the use of special needs trusts and other planning techniques, but the case delay in preparing to protect those government benefits is a negative in the mind of your client.
4. Allowing the Defense Structure Broker to Control Your Client
You're in mediation, the demand is $1.5 million and the defense comes back with an offer of $150,000. A slap in the face, yes, but all part of their negotiating tactics. After six hours of back and forth, the case settles for $800,000. The mediator comes in and hands you a piece of paper. It's a structured settlement proposal run by a settlement broker representing the insurance company. You think a structure makes sense for your client and they agree. If you allow the defense broker to help your client, here's what's going through your client’s mind:
"I've been here for six hours, and the whole time, those suits in the other room kept fighting to give me less and less money. Yeah, we agreed on a settlement, but I still don't think they've given enough ... it'll never be enough ... they don't know what I go through every day. So you want me to go to those people who for the past six hours I've loathed, and you want them to take this chunk of money – more money than I've ever seen, the basis for my financial future – and you want me to let those people I've reviled help me?"
This is a negative in the mind of your client.
5. Assuming Your Client Knows the Details of All Their Financial Options
You settle the case, your client gets a very nice chunk of change and they are very happy. Two years later you get the call: “Is there any more money you can get me? I'm broke!" As an attorney in the highest tax bracket, I'll pose this question: If you had the chance to take some of your money and put it in a place that was creditor-proof, divorce-proof, guaranteed and forever tax-free, would you do it? If it is a valuable option for you, don't you think the same for your client (especially the client who needs to be protected from themselves, needy family members and unscrupulous friends)? A structured settlement is a unique option with a limited window of time to secure. Your client may not end up structuring any of his or her money. Providing your client the opportunity to speak with an expert to fully understand and see on paper what a structure would look like for them should be an occurrence in every case. Lump sums of money in the hands of an unsophistcated client in many cases cause that dreaded phone call in two years looking for more money – a negative in the mind of the client.
Avoid the negatives in the mind of the client
- Start the Medicare/Medicaid lien process early, as soon as you take on the case.
- Uncover early in the process all of the government benefits being received by your client.
- Have a plaintiff-only settlement planner involved with your case and your client. Don’t ever let the defendant tell you that you must use their broker.
- Have your client hear and see from an expert how a structured settlement or trust can benefit them.
George J. Audi is a plaintiffs-only settlement planner with The James Street Group located in Sinking Spring, Pa. He can be reached at 610-741-6858 or gaudi@tjsg.com.
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