吸引和保留信托資產：了解信任并通過使用它們建立多代關系.pdf

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1、Attract and Retain Trust AssetsUnderstanding Trusts and Creating Multi-Generational Relationships Through their UseRosemary HueserSVP,Manager Advisor Trust ServicesR888-957-6678BOK Financial Snapshot:Strength,Stability&Consistency2More than a 100-year-old institutionBOKF is a diversified$100 billion

2、 regional financial services company with a geographical focus in the Southwest,Midwest and the Rockies.Top 30 U.S.-based bank*28 years of consecutive profitability11.94%Tier 1 Capital Ratio(6%is considered well capitalized)Dedicated to the“Advisor Friendly”trust business modelMore than 4,500 employ

3、ees and 100+locations$56 billion in fiduciary assetsNASDAQ:BOKFAs of 3/1/2023Key Statistics$22 billionLoans$30 billionDeposits$56 billionFiduciary Assets$99 billionAssets Under Management&AdministrationBOK Financial is a trademark of BOKF,NA which operates as Bank of Albuquerque,Bank of Oklahoma,Ban

4、k of Texas and BOK Financial.Member FDIC.Equal Housing Lender.2022 BOKF,NA.BOK Financial Corporation(BOKF)offers wealth management and trust services through various affiliate companies and non-bank subsidiaries,including advisory services offered by BOKF,NA and its subsidiary,and Cavanal Hill Inves

5、tment Management,Inc.,a SEC registered investment adviser.BOK Financial Corporation offers additional investment services and products through its subsidiary,BOK Financial Securities,Inc.,a broker/dealer,member FINRA/SIPC,and an SEC registered investment adviser and BOK Financial Private Wealth,Inc.

6、,also an SECregistered investment adviser.NOT FDIC INSURED|NO BANK GUARANTEE|MAY LOSE VALUE.BOKF,NA(Bank)Long Term Issuer Credit Ratings*RATINGAGENCYA3MoodysBBB+S&PAFitchWhats Really Important to Your Clients?Services provided by BOKF,NA.Member FDICRecent research indicates that over 90%of high net-

7、worth clients expected the following advice and services from their advisor:Wealth Transfer Trust ServicesEstate Planning Estate Settlement Tax Planning Philanthropic Remarkably,the research concluded that less than 25%of clients were receiving these services from their advisor.Source:High Net Worth

8、 Insights January 2023,Spectrem GroupOpportunity for AdvisorsServices provided by BOKF,NA.Member FDIC.COVID and estate tax changes prompting“mortality”and estate planning client conversations Estimated wealth transfer 2026-2035 is$28 Trillion$7-$8 Billion per day moving into trusts$5M+HNW households

9、 demanding complex estate planning have quadrupled since 2010 to 2M+Traditional“bundled”Bank/Trust firms exiting trust business$2.4 Trillion in private client trust assets administered by“bundled”Bank/Trust firms Average Trust value over twice as large as a non-trust account Trust accounts are much“

10、stickier”than non-trust accountSource:US Private Client Trust Key Findings June 2023 Cerulli AssociatesImportant Documents in Estate PlansServices provided by BOKF,NA.Member FDIC Healthcare Directive Heathcare Durable Power of Attorney HIPPA Authorization Investment Power of Attorney WillExecutor/Pe

11、rsonal Representative TrustTrusteeWhen Is a Trust Needed?Services provided by BOKF,NA.Member FDIC Significant wealth in the family Complicated assets Multiple marriages Grantor would like assets to go further than one generation Minor children Special needs children Business interests Specific direc

12、tion of distribution assets through generations Protect assets from lawsuits Privacy/Prevent ProbateDuties of TrusteeServices provided by BOKF,NA.Member FDIC File Tax Returns Distribute Assets Per the Terms of the Document Properly Fund Any&All Sub-Trusts Determine if Probate is Necessary Invest Ass

13、ets in a Prudent Manner Read&Interpret Trust Document Track All Expenditures and Additions to Income and Principal Issue Statements to All Beneficiaries Act in the Best Interest of All Beneficiaries Collect All Death Benefits(Life Insurance,Retirement Plans)Notify All Beneficiaries/Charities of Your

14、 Position Sell or Retain Unique Assets(Examples:Home,Cars,Boats,LLC Interests,Artwork)Keep Accurate and Detailed Records Obtain Appraisals on Certain Assets Determine Who the Beneficiaries Are Decide if Partial Distributions are Prudent Preserve Trust Assets Assess Beneficiaries Needs and Assets to

15、Approve Distributions Close All Accounts Create&Distribute Final Accountings to Beneficiaries Use Discretionary Power to Make Distributions to Beneficiaries Manage Assets so They Result in Reasonable Growth with Minimal Risk Obtain Beneficiaries Consent for Final Distribution Diversify Trust Assets

16、Inventory All Assets and Determine Value Issue Notices Required under State Statute and the Trust Document Verify and Pay all Final Bills&Taxes Keep Beneficiaries Informed of Activity Within the Trust Notify Banks,Brokerage Firms,and Other Financial Institutions of Death Obtain Tax ID for Trust Orde

17、r Death Certificates Pay Funeral Expenses Transact Necessary Business Transfer Titles Treat Beneficiaries Equally&Impartially Update Cost Basis to Date of Death ValueCorporate Trustee vs.Individual TrusteeServices provided by BOKF,NA.Member FDIC.8Corporate TrusteeExperienced and professional In-hous

18、e expertiseManage the trust in accordance with its terms for the duration of the trusteeship(duties of the trustee)Continuity and consistencyAct impartiallyFollow applicable state lawAbility to manage/hold unique/specialty assets,if neededIndividual TrusteeKnows the family dynamicsMay be less expens

19、iveGreater ability to influenceLimited capacity to perform dutiesPersonally liable for the success of the trustWhat Does it Really Cost?Services provided by BOKF,NA.Member FDIC.9Individual Trustee Consulting an attorney-$350-$500+hourly Consulting a trust accountant-$150-$250 hourly Example An avera

20、ge individual trustee will consult outside professionals at least 20+hours for a simplistic trust.Trusts are never“simple.”Corporate Trustee Market average 50bps Example-$5,000,000 trust-$25,000 annually*Investment management fees not included.Based on industry average fees.The Bottom Line Lifetime

21、Trust ValueServices provided by BOKF,NA.Member FDIC.Average Trust Size-$1.5 million Average Annual Fee for Advisor 100 bps or$15,000 Average Trust Life Span 10-15 years Advisors Average Lifetime Income per TrustA trust delivery model increases the value of an advisor and firm.A natural addition to a

22、ny advisor firms succession plan.$150,000Traditional Institutional Trust Service ModelServices provided by BOKF,NA.Member FDICClientRelationship ManagerInvestment ManagerRecord KeeperSafe Keeping of Assets/CustodianAsset DistributionsPrincipal&Income AccountingTrusteeAdvisorAdvisor-Friendly Trust Mo

23、delServices provided by BOKF,NA.Member FDICTrusteeClientTrust AdministrationBOKF,NARelationshipManagementPreferred AdvisorCustodyServicesAdvisor PreferredAssetManagementPreferred AdvisorCapturing Personal Trust Assets-“Attract”Strategies Services provided by BOKF,NA.Member FDICLiberating Trust Asset

24、s for an Unhappy Client-BeneficiaryRemove and replace current trusteeShifting assets from“Under Advisement”to“Under Management”Move trust assets to advisors custodian of choiceEngage advisor as relationship and investment managerCreate Net New Assets for AdvisorMitigating Successor Trustee Risk “Ret

25、ain”StrategiesServices provided by BOKF,NA.Member FDICKey Points for an Advisor to RememberWho is named in your clients trust and/or Will as successor trustee?Protect assets from going to competitor after death or incapacitationDiscuss Corporate versus Individual Trustee advantagesProvide sample lan

26、guage to amend current documentsEncourage a review of the draft before executionAsking the Right Questions of Your ClientsServices provided by BOKF,NA.Member FDICATTRACTAre you the beneficiary or co-trustee of an existing trust?Are you satisfied with your current corporate trustees service,fees,and/

27、or investment performance?Are you interested in me managing the trust assets?RETAINDo you currently have a Will and/or Living Trust?Would you be interested in naming a“Successor Corporate Trustee”that will allow me to continue to manage the trust assets should you die or become incapacitated?www.BOK

28、F provided by BOKF,NA.Member FDICTools,Resources and InformationClient facing information can pulled off and provided to your clientsAdvisor Trust Services(ATS)17BOK Financial Advisor Trust Services is a preferred trust provider for the industrys largest Broker Dealers,RIAs,TAMPS,and Custodians.Reco

29、gnized on a national level as an excellent trust service provider.We enhance the advisor/client relationship by providing objective trust administration solutions,while financial advisors deliver comprehensive investment management services with the flexibility of managing and holding trust assets w

30、ith their preferred custodian.A strong commitment to personalized and responsive service through experienced professionals.Ability to manage assets in complex estates:real estate,oil&mineral mgmt.,farmland,etc.Administer directed and delegated trusts on a national basis.Expertise in administering pe

31、rsonal trusts,special needs trusts,court created trusts and serve as agent for trustee.What Sets Us Apart?What Sets Us Apart?Questions?18Landing Page for Tools and R Services provided by BOKF,NA.Member FDIC.Equal Housing Lender.BOK Financial is a trademark of BOKF,NA.Services are not insured or guar

32、anteed by the FDIC;are not deposits or other obligations of,and are not guaranteed by,any bank or bank affiliate and may be subject to investment risks,including the possible loss of principal amount invested.This document is for informational purposes only and does not constitute legal,tax or investment advice.Always consult with a qualified financial professional,accountant or lawyer for legal,tax and investment advice.Rosemary HueserSVP,Manager Advisor Trust Services888-957-