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

2. 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

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

4. 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

5. 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

6. “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

7. 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

8. 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

9. 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

10. 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

11. 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”

12. 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