JERRY COOPERSenior Relationship Manager

Over 30 years' experience in business development, financial marketing, and strategic planning, with current focus on specialized trust industry marketing. Innovative marketer of complex financial products such as special purpose trusts and sophisticated financial packages. Proven track record in creating winning marketing programs through use of traditional media, conferences, seminars, and proficient email marketing.

Consultant to Advisors Institutional Services, Garrison Institutional, and Evergreen Correspondent Services. Comprehensive knowledge of trust company launches and management as former co-owner of trust company formation business. Skilled in vetting material for licensing; preparation of business plans, financial projections, compliance documents, and licensing applications; successful lead acquisition.

Specialized extensive knowledge in trusts and trust marketing techniques, SEO strategies for financial publishers, tax planning with trusts, estate planning for high-wealth individuals, and refined asset protection methods.

KEY ACCOMPLISHMENTS:

Responsible for creation and implementation of marketing programs that produced $100 million in new business

Wrote books on Nevada and South Dakota trust laws

Writer and editor industry blog site “The Trust Advisor” (10,000 subscribers launched 7/09)

Launched a California broker dealer that captured $500 million in managed assets

Keys to Trust Profits

• Improve Your Existing Trust Department⁻ UMA accounts using overlay providers ⁻ Expanding your trust product offerings⁻ Outsourcing front, middle or back office functions

• Starting a Trust Company in a Favorable State⁻ Which is the best trust state? ⁻ What are the business models?⁻ How much profit can you expect?

Improve Your Existing Trust Department

• UMA accounts ⁻ Access to third-party, institutional quality, “best-of-breed” managers⁻ Ability to add virtually any manager or vehicle to the platform ⁻ Custom-tailored reports and performance reporting

• Expanding your trust product offerings⁻ Special purpose trusts⁻ Directed trusts ⁻ Multi-family office services⁻ Expanding your trust product offerings⁻ Outsourcing front, middle or back office functions

• Outsourcing front, middle and back office⁻ Outsourcing sales and market initiatives⁻ Outsourcing trading and oversight responsibilities ⁻ Outsourcing trust custody to Schwab, Fidelity, TD or Pershing

Starting a Trust Company in a Favorable State

• Which trust state is best?⁻ Delaware⁻ South Dakota⁻ Nevada⁻ Alaska

• What are the business models?⁻ Personal trusts⁻ Directed trusts ⁻ Multi-family office services⁻ Alternative assets custody

• How much profit can you expect?⁻ Fees for personal trusts⁻ Fees for directed trusts⁻ Fees for custody of alternative assets

State Income Tax

Directed Trust

Statute

Asset Protection

Trust

Dynasty Trust Ability

Number of Trust

Cos.Time Zone (from NY)

Alaska No Yes Yes 1000 yrs. 3 (-) 4

Delaware Residents Yes Yes Perpetual 32 (-) 0

Nevada No Yes Yes 365 yrs. 26 (-) 3

South Dakota No Yes Yes Perpetual 50 (-) 1 / 2

The Four Best States for Trusts

The Business Models

Custodian for Alternative Investments• Gold• Real Estate• LLP and Private Placements

Profit Centers

Personal Trust Services

• Successor Trustee Revocable Trusts• Substitute Trustee Irrevocable Trusts • Create New Special Purpose Trusts• Charitable Trusts

Multi-Family Office Provider• Bill Pay• Tax Management – Planning and Tax Returns• Teaching Inheritor Financial Responsibility • Investment Management

Directed Trusts

•No liability of trustee•Opportunity to partner with outside advisors•Not cost intensive to administer• Assets stay on banks platforms

Banks with Delaware Trust Units

• BNY Mellon Trust of Delaware• Wilmington Trust Company• PNC Bank, NA • Bessemer Trust Company of Delaware• Bryn Mawr Trust Company of Delaware

Banks with South Dakota Trust Units

• Citicorp Trust South Dakota• United Western Trust Company• IRA Services Trust Company• UMB Trust Company of South Dakota• Bankers Trust Company of South Dakota

Realizing The Value of a Separate Trust Company

Will a separate trust company add $10,000,000 in client assets per year?

What will be the value per year of 25 trusts in 5 years?

Primary Trustee Average # Trusts Advisory Value/yrTrust fee trust Per Year Fee In 5 YearsDirected .005 $2,000,000 5 .001 $750,000

Assumptions:

• Average life of a trust is 15 years• After 5 years no new trusts are added• Revenue on existing trusts continues through their life

Trust Company StateTrust

account minimum

Minimum annual

fee

First $1 million

Next $2 to $3

million

$3 to $5 million

Above $5 million

IL &

DE

Who’s Charging What for Trust Services

DE $500,000 $3,000 0.50% 0.40% 0.30% 0.25%

0.45% Neg.

NH None $3,000 0.90% 0.55% 0.45% 0.35%

DE $1 million $6,000 0.60% *

0.20%

GA None $3,000 0.60% 0.35% 0.35% 0.35%

$5 million $20,000 0.40% 0.40% 0.40%

0.50% 0.35%

NV None $1,000 0.50% 0.50% 0.50% 0.40%

NM None $4,000 0.75% 0.75%

0.70% Neg.

SD None $4,000 0.50% 0.50% 0.42% 0.35%

NV $100 $100 1.00% 0.80%

0.40% 0.25%DE $1 million $8,000 0.60% 0.40%

Where do you start?

• To optimize⁻ Assess your department for resources and goals⁻ Retain a fiduciary consultant to make recommendations⁻ Determine best route to take

• From scratch⁻ Do we do this in-house? ⁻ Do we launch in Delaware or South Dakota? ⁻ Determine your investment and potential ROI