Trust Consulting & Marketing

Banks, Brokerage Firms, Financial Planners and Registered Investment Advisors Benefit From Offering Trust Services

We provide trust and marketing consulting services for various financial services organizations interested in increasing non-interest income and offering a greater product mix to their clients. We can assist your organization in effectively providing the trust and investment management services necessary to offer your clients comprehensive wealth management.

Recent changes in the financial services industry have produced an environment where many banks, brokerage firms, financial planners and registered investment advisors are now offering trust services to their high-net-worth clients and prospects. These changes include:

• Deregulation - banks acquire brokerage firms
• Mergers - local bank now part of a multi-state holding company
• Loan spreads are thin…banks focus on non-interest income and the sale of fee based products
• Expense reduction…800 numbers and call centers - depersonalization - $1Million account minimums
• Banks stress fee income - trust fees - use proprietary in-house mutual funds in trust accounts

The effect of these changes has forced many banks and investment professionals to increase their focus on empowering their representatives to offer trust services to high- net-worth clients for three principal reasons:

• The need to effectively address and resolve the client's estate and financial planning needs given the huge intergenerational transfer of wealth currently occurring. If you don't do this someone else will, and you will lose the account relationship. For every one million dollar account relationship you lose, you have to generate a new one million dollar relationship just to stay even!



• Offering trust services allows your institution to gather a greater percentage of your client's assets. This can be accomplished through the TRUST TRANSFER PROGRAM and charitable remainder/wealth replacement trusts. The typical investment rep has 25% of his/her client's assets under management. The typical high-net-worth client has 4 investment rep account relationships.



• Trust services allow your institution to retain existing client assets, and their accompanying revenue stream, for a longer period of time, especially after the death of the client, possibly for an additional 10 to 15 years! This can be accomplished through the DROP ANCHOR PROGRAM. The average investment account has a life of 7 years.

Mr. Rodgers has worked with money center and community banks, regional and wire house brokerage firms, as well as investment management firms to structure and market trust services to their high-net-worth clients. Many banks are now attempting to have their non-interest income cover their non-interest expense. Effectively providing trust services in a cost efficient fashion, possibly outsourcing administration and operations to a "friendly" trust company, can generate significant revenue along with preserving the banks deposit and loan relationship with the client, and the investment rep's investment management relationship.

If you believe that your institution and your clients might benefit from offering trust services in a cost effective fashion, we invite you to contact our office by telephone or Email the Firm. We offer free consultations. For more details on Mr. Rodgers background, please visit Profile. We look forward to meeting your trust consulting and marketing needs. Thank you for visiting our website.