Trust yourself. Rely on us. INSURANCE TRUST (ILIT) RISK MANAGEMENT 25 TH ANNUAL RISK MANAGEMENT CONFERENCE ATLANTA, GEORGIA APRIL 18, :30PM-2:30PM PRESENTED BY EDWARD S. LINSLEY SENIOR VICE PRESIDENT RELIANCE TRUST COMPANY

Trust yourself. Rely on us. ILIT’S ARE NOT WHAT YOU THINK THEY ARE! – Loss Leader or Just Losses Key Bank Law Suit Near miss cases – Ms Smith – Mr. Jones – Difficult Clients – Getting Rid of ILIT’s Not so easy – Is there Opportunity

Trust yourself. Rely on us. HOW WE GREW OUR ILIT BUSINESS – Historical – Prior to 2003 – Recent Acquisitions Metropolitan Prudential – Successor Trustee Opportunities RBC, FAT, Regions, Wells Fargo

Trust yourself. Rely on us. ARE RISKS MANAGEABLE? – Understanding What the Risks Are Predictive Analysis Report - InsuranceIQ – Administrative Efficiencies & Minimizing Risk – Procedures and Processes Gift notices, Collecting Premium, Sending Crummey Letters & Paying Premiums Problem resolution on “troubled” policies – Outsourced Administration Using a TPA – Documentation & Communication CYA

Trust yourself. Rely on us. PRICING – Initial Fee Structures – Current Fees

Trust yourself. Rely on us. CONCLUSION Need to decide to either be in or get out of this business line based on overall risk analysis and revenue to cover the risks.

Trust yourself. Rely on us. QUESTIONS? EDWARD S. LINSLEY SENIOR VICE PRESIDENT RELIANCE TRUST COMPANY 1100 Abernathy Road, 500 Northpark, Suite 400 Atlanta, GA T HANK YOU.