1. Personal Relationships…Professional Solutions 11 Trust Transfer Program Presented by John A. Rodgers, III

2. Personal Relationships…Professional Solutions 22 The Trust Transfer Program  Industry Conditions  Trust Transfer Program  Two Strategies  Overview  Portability Provisions  How to get Started  Questions  Flow Chart  Individual Roles

3. Personal Relationships…Professional Solutions 33 The Trust Transfer Program  Industry Conditions  Trust Transfer Program  Two Strategies  Overview  Portability Provisions  How to get Started  Questions  Flow Chart  Individual Roles

4. Personal Relationships…Professional Solutions 44 Recent Changes In The Industry  Provide A Window Of Opportunity For Marketing Reliance’s Trust Services  Deregulation  Mergers  Loan spreads thin…non interest income  Expense reduction…800 numbers  Stress fee income…trust fees…proprietary mutual funds in trust accounts

5. Personal Relationships…Professional Solutions 55 The Trust Transfer Program  Industry Conditions  Trust Transfer Program  Two Strategies  Overview  Portability Provisions  How to get Started  Questions  Flow Chart  Individual Roles

6. Personal Relationships…Professional Solutions 66 Two Strategies  Gather a greater percentage of your client’s assets.  Retain client assets for a longer period of time, especially after the death of your client.

7. Personal Relationships…Professional Solutions 77 Trust Transfer Program  Appointment of Reliance as successor trustee of an existing Revocable or Irrevocable Trust

8. Personal Relationships…Professional Solutions 88 What are Trust Transfers?  A transfer of trust assets in some circumstances can be initiated by your client if he/she has an existing trust or is the beneficiary of an existing trust for which a bank, trust company, or an individual is currently acting as trustee.

9. Personal Relationships…Professional Solutions 99 Benefits of the Trust Transfer Program  Strengthen client relationships  Give clients an alternative option to common Bank Trust services  Offer products other than bank proprietary funds.  Friendly, personalized service

10. Personal Relationships…Professional Solutions 10 The Trust Transfer Program  Industry Conditions  Trust Transfer Program  Two Strategies  Overview  Portability Provisions  How to get Started  Questions  Flow Chart  Individual Roles

11. Personal Relationships…Professional Solutions 11 “Portability Provision” Two Little Words That Your Bank Trust Officer Doesn’t Want Your Client To Know About…

12. Personal Relationships…Professional Solutions 12 Example of a “Portability Provision” Removal of Corporate Trustee Any corporate Trustee may be removed as Trustee at any time by the Grantor, if living, otherwise by Grantor’s wife, if living, otherwise by a majority in interest of such beneficiaries or if none a majority in interest of such parents, guardians, or conservators. In the event of the removal of the corporate Trustee the person or persons removing the corporate Trustee shall appoint a successor corporate Trustee.

13. Personal Relationships…Professional Solutions 13 Two Types of Relationships  Revocable Trust  Amendment executed by Grantor and Reliance to remove current trustee and designate Reliance Trust Company as the new trustee.  Irrevocable Trust  Current income beneficiary of trust executes a document and sends to the current trustee to notify it of its removal

14. Personal Relationships…Professional Solutions 14 Irrevocable  Contains Portability Provision  Letter of removal and appointment  Does Not Contain Portability Provision  Send current trustee letter requesting their resignation in favor of Reliance  Possibly retain legal counsel

15. Personal Relationships…Professional Solutions 15 The Trust Transfer Program  Industry Conditions  Trust Transfer Program  Two Strategies  Overview  Portability Provisions  How to get Started  Questions  Flow Chart  Individual Roles

16. Personal Relationships…Professional Solutions 16 Ask Questions  “Are you the beneficiary of a trust?”  “Have you established a trust with an outside trustee?” Ask… “Are you satisfied with the investment and/or administrative services you are receiving from the current trustee?” If Yes to either question, then

17. 17 Identify client/prospects Run ad or invitationSend letter/booklet Interview/obtain trust/will & statement RTC Reviews trust & statement/provides case analysis if requested Prototype Trust Amendment RTC opens trust account RTC Gathers trust assets & you receive fees No portability language Beneficiary sends trustee resignation letter Petition court for trustee removal Portability language Beneficiary sends letter of removal and appointment Revocable TrustsIrrevocable Trusts Trust Transfer Flowchart

18. Personal Relationships…Professional Solutions 18 Marketing For Trust Assets  Trust Transfer Ad / Seminar Invitation  Send Prospecting Letter  Send Client Booklet to Clients With:  Existing Trusts or  Beneficiaries of Trusts Sample ads, invitations & letters located at www.relico.com/CIC

19. Personal Relationships…Professional Solutions 19 Gathering Trust Assets  Obtain a copy of the trust agreement  Obtain a copy of recent trust statement  Determine eligibility Sample ads, invitations & letters located at www.relico.com/CIC

20. Personal Relationships…Professional Solutions 20 The Trust Transfer Program  Industry Conditions  Trust Transfer Program  Two Strategies  Overview  Portability Provisions  How to get Started  Questions  Flow Chart  Individual Roles

21. Personal Relationships…Professional Solutions 21 RTC’s Role as the Trustee  Maintain the client’s trust account  Direct the trust’s investments  Administer the trust according to the terms of the trust

22. Personal Relationships…Professional Solutions 22 The Client’s Role  Provide a copy of the trust document and recent account statements  Send a removal and appointment letter

23. Personal Relationships…Professional Solutions 23 The Financial Adviser’s Role  Send the trust document, any amendments and the account statements to RTC for review: John A Rodgers III, Esq. 4505 Columbine Court Charlotte, NC 28226 www.relico.com/CIC jarodgers3@aol.com Telephone: 704-366-8875 Fax: 704-366-4641