How to Get New Trust Business What Does a Trust Prospect Look Like? Ideas and strategies

Trust – the operative word Believe it or not, many people are more comfortable having an investment management account with a “Trust Company” than with an investment advisory firm or by a broker/dealer organization. In fact, most community trust organizations have a greater percentage of accounts that are “agency” accounts. Individuals are looking for one organizational relationship. Checking account Loans – personal and mortgage Investment management Estate plan – trusted relationship

Unique Ways to Promote Trust Services The following slides are suggested ways to promote trust services

Mr. or Mrs. Big Shot Ability to simply sign and go or bill payment Business prefer to receive payment from corporate trustee Work with grocery stores, restaurants, local stores Agency account, revocable trust or irrevocable trust Record keeping for tax purposes or budget

Alleviate Concern of Caring Children for Elderly Parents Guaranteed bill payment As Trustee - able to direct “invoice” to your address Automatic payments or one time bill payment Direct deposit into trust account Provide statements or online viewing access to love ones

“Friend of the Court” Prefer corporate trustee versus family members Judges are looking for “standardized” transfer of settlements Prefer corporate trustee versus family members Recognized specialist - with highly qualified trust officers Service to beneficiary versus sale of investment management Escrow agent first – Special Needs trustee second

Family Offices “Uncle Fred” or “Trusted Professional Advisor” Co- Trustee or Successor Trustee “Four-Tier” trust accounting “Good Cop” and “Bad Cop” situtations Ability to expand organization services – bank and trust

Non-Profit Organizations Large base of Charitable Remainder Trusts Fiduciary responsibility – risk/reward Strategic Alliance – each know “real” wealth Ability for small non-profits to expand charitable giving Sponsor “education” forums

Attorney Looking For Qualified Trustee Many attorneys prefer trust organizations that are nationally chartered Comfortable with trust organizations with high capital reserves Attorneys do not want trust organizations that compete Are looking for trust organizations that are “strategic partners” Some appreciate the “expertise” of the trustee

Marketing ideas to establish relationship with estate planning attorney Sponsor bar dinner for local bar association Provide speaker or introduce program at bar assoc. meeting Sponsorship of CLE Program – Trust related (provide speaker) “Breakfast or brown bag lunch” to introduce trust services Personal Injury Attorney – Corporate trustee for Settlements

Create a “Team” Attorney, Accountant, Insurance Agent, Real Estate Agent Referrals – two ways – mutual expansion of new business Estate Planning – create memo for time saving and professional fee costs Annual Tax Preparation – CPA as appointed agent of trustee Appointment of real estate agent as property manager Insurance agents for ILITS – now need at least three proposals Tellers – receive checks from another trust organization Loan officers – net worth statements include “trust account” assets – or “who is plan administrator”

SERVICE, SERVICE, SERVICE!!!!! Missing from many trust organizations Relationship is more important than investment returns “to whom it may concern” Communication is key Walk in to talk vs. toll free number Tell all friends “what a great job my “trust relationship manger” is doing Retirement home or apartment community room Country Club – Ladies Day Apartment community room