Trust or Wealth Management

on many topics.

Programs we have conducted for trade association conferences. We can develop presentations on many topics not listed below – JUST ASK!

“Industry metrics: What is good performance?”

How does a Trust department get measured? How do you get measured? We will present statistics from our TRUSTCOMPARE®, PRICECOMPARE™ and Co™ services which derive data from subscribers from around the country. We will discuss growth, profitability, productivity, compensation and conversion ratios. Not only will you get statistics but some fascinating interpretations. This presentation will provide the audience information usable in business and strategic planning.

Pricing Trust Services

This program focuses on strategic and tactical pricing issues. Market specific and competitive pricing concepts are addressed using data from our PRICECOMPARE™ service. We will share fee schedule structure and format ideas.  We will discuss the importance of tying standards of service to your pricing.  Fee Integrity will also be addressed. You will take away practical ideas for enhancing your Trust revenue through the development of an appropriate fee routine.

Wealth Management Compensation

Compensation in the wealth management arena is complicated, Balancing retention of quality people with profitability concerns has and will always be a challenge. Structuring a compensation plan must be done with an understanding of an organizations unique culture, goals and other circumstances. There are, however, some common elements that should be considered as you design or re-design your compensation plan.

This program will share data from the COMPCOMPARE™ trust and wealth management compensation survey including some fascinating correlation analysis. We will discuss regionalization versus demographics when it comes to compensation. The impact of experience, tenure and education on compensation will be shared. The program will also include best practices for design of pay for performance plans for focused on sales and service behaviors and results. A participant will take away practical and useful data ideas for evaluating and enhancing your organizations wealth management compensation.

Risk Management

Risk takes on many forms in the Trust and Investment industry.  The fiduciary or legal risk, the retention risk and the missed opportunities risk are all risks we face.  The industry has always been focused on minimizing fiduciary risk but in too many cases misses the key factor in managing all of their inherent risk.  Client communication, relationship development and documentation of both!  This presentation will help the audience understand the importance of documentation of client relationships and provide tools to help manage the process.

Marketing For The Great Wealth Transfer

What happened to all the money? This section will deal with some market demographics and client anecdotes about the pace of the wealth transfer. Several thought provoking ideas will be presented. Where do we focus our (sales and marketing) efforts? Start with the client base!  Referral and Marketing Ideas! Don’t neglect any of the “legs” of a successful Trust department! The focus on service and sales and Risk Management will be reinforced.

How to build an Internal Referral Network

The topics addressed will include Referral programs in an integrated organization, Seek for the Silver Bullet solution, Three components to a successful program, Building a partnership relationship. In addition to the presentation of ideas and concepts, a “tool kit” will be presented. You will get ideas, techniques and tools you can use right away to improve your referral inflow!

Maximizing Client Relationships

The key to profitability, efficiency and even growth is client management. This presentation will cover client segmentation – the why and how’s, Standards of Service and some basics of a Retention Calling program. In addition to the presentation, several tools will be provided that you can take back and use immediately!

“Identifying Attracting and Retaining Profitable Clients” How do we find and keep?

The topics addressed will be Selling Versus Prospecting, Follow Up Discipline, Sources Of New Business, Sales And Service Synergies: The Relationship Management Circle which includes Client Retention, Tiering and Standards of Service

“How well do you really know your clients?”

This program addresses how a trust officer can get to know their clients at a deeper more productive level than in the past. This presentation will also address how that client knowledge can be “institutionalized” and utilized.   We will also address personality styles and how that affects client relationship management.

Locking the backdoor! Controlling Attrition!  Postponing the Inevitable!

The key to retention is relationships with your clients driven by the quality service you provide. That sounds simple but there are very deliberate tactics that you and your organization can use to control the inevitable attrition that every Trust department experiences. Think about it: At some point every single client will stop paying you a fee – it is inevitable!  This presentation is designed to 1) reinforce the need for a strong retention program 2) provide very specific tactics to control attrition  and 3) to provide a tool kit with structured programs for a sustainable retention program.

Developing External Referral Sources

Good quality relationships with Centers of Influence are developed over time and often with significant and deliberate effort.  In some markets this source of opportunities is more productive than others but seldom is the potential within this source fully realized. This presentation will outline the process of deliberate development of the external Centers Of Influence with ideas and tools to help the participants succeed.

Investment Communication as a Value Proposition Component This presentation addresses the balancing act a relationship manager has to play when communicating about investments. It is easy to provide too much or too little communication. “How do you find what is “just right”?”  We will address the various communication tools and discuss how to manage the process.

Integrating Trust and Brokerage

This topic is a major issue for organizations with multiple financial services delivery channels within their institution.   The goals that an organization is seeking to meet are: Meet a broad range of financial needs of clients, Increase Fee Revenue to replace loss of spread income, Maximize profit and return on investment , Deliver Services to clients effectively and efficiently. Conflicts and overlaps between the delivery channels risk all of those goals!

How do you work through the challenges?  We will go through the phases of integration and discuss the challenges and opportunities in each Phase. The discussions will include the checklist of issues that will have to be addressed as your organization goes through the integration process.

Don’t do as I do!

This presentation is based on a series of true stories of management, sales and service.  While humorous and entertaining, each story has a strong message or “moral” that can be useful to the listener.  This presentation can be delivered in a “regular” session or can be delivered as a “dinner speech”.  Story topics include:

  • How not to motivate your people!
  • This fair stuff is too hard – lets go back to equal!
  • The too hard pile – what do you do when it gets too big!
  • Selling to no needs!
  • Tangible representation of value – from the bathroom to your bank!