Trust Planning
Keep up with the latest developments in trust planning to help clients protect their assets for the benefit their heirs.
First steps on the road to gaining trust
By Kelly ShawThe first defense is trust, which can only be overcome by gaining trust. There are really only five steps to gaining trust: propriety, intent statement, commonality, credibility and competency. We will discuss these steps over the next two months,
March 01, 2007
The four obstacles to making a saleYou know, there are only four obstacles between making a sale and turning somebody into a happy, satisfied client, and that person is going someplace else. It is very simple. These are the obstacles:1. They feel no need.2. They have no trust.3. They
March 01, 2007
Rich Spouse, Poor SpouseOne of the tenets of estate planning for married couples with assets over $4 million is to optimize both spouses' estate tax exemptions through the...
February 28, 2007
The four obstacles to making a saleYou know, there are only four obstacles between making a sale and turning somebody into a happy, satisfied client, and that person is going someplace else. It is very simple. These are the obstacles:1. They feel no need.2. They have no trust.3. They
February 01, 2007
It's a Matter of TrustThanks for a great article on Trust Services "The Trust Threat" (Clark at Large) in the January 2007 issue. Let me start by saying that...
February 01, 2007
Advisor Directed TrustsHow would you like to offer services akin to the nation's largest banks and trust companies -- with one key difference: You remain the central...
February 01, 2007
Prenups and ProtectionWhat type of "investment" can grow almost 120 times in just four years? Surprisingly, it is not the type of financial planning tool you want...
January 01, 2007
Schwab To Sell U.S. Trust UnitCharles Schwab Corp. announced November 20 that it would sell its U.S. Trust unit to Bank of America for $3.3 billion in cash in a...