Archive for July, 2010
Nevada’s Oldest Trust Company Calls it Quits After 107 Years in Business
Posted by Scott Martin in News on July 31st, 2010
Exclusive
Experts blame regulator and over-burdensome rules for closure and zero growth since enactment of higher capital requirements. Complying with Nevada’s residency requirement rules worries most local firms with sizable non-Nevada business. New players continue to find better alternatives from other states.
Reno based Nevada Agency and Trust Company had been doing business since 1903, but Andrea Cardinalli, the company’s president, decided to abandon its state trust charter earlier this year.
“We did let it expire,” she confirms. “And we’ve changed our name to reflect that.”
Now known as Nevada Agency and Transfer, Reno-based NATCO is not aggressively pursuing another charter from any other state or federal agency.
Cardinalli wasn’t eager to talk about operating conditions for retail trust companies in Nevada, but the state’s decision to tighten the rules late last year probably made it easier for NATCO to cut the 100-year cord.
“There is the distinct possibility that the Financial Institutions Division is causing the lowest-capitalized trust companies to leave,” says Matthew Saltzman, a banking attorney at Las Vegas law firm Kolesar & Leatham.
“Some might not be able to comply with the new requirements,” he added. “Others may just not want to do so.”
NATCO was not a prominent player in the Nevada trust landscape. Neither Saltzman nor Nevada Trust president Peter Kingman was familiar with the company, which has moved away from trust services over the decades to focus on the stock transfer and registrar business.
Although most institutions that engage in these activities have traditionally been banks or independent trust companies, you don’t actually need a trust charter to do so.
In fact, because NATCO isn’t a bank, it needed to register with the SEC and comply with federal securities industry rules whether it kept its state charter or not.
However, Nevada’s stricter rules made it more expensive to keep that charter. Even though NATCO was grandfathered into the new capital requirements, it still would have had to commit an extra $200,000 by October 1 and another $250,000 a year for the next two years.
It also needed to meet various customer residency tests to prove that it was primarily doing business with Nevada clients.
Because most Nevada trust companies serve a primarily out-of-state client base, this rule looks especially onerous to L. Scott Walshaw, the state’s former banking commissioner.
“I don’t think it’s enforceable,” he says. “Someone ought to take the regulator to court on this one. But in the meantime, it only encourages trust companies to leave the state.”
The canary meets the coalmine
NATCO’s quiet exit brings the number of public trust companies operating in Nevada its lowest level in over a year, and Matthew Saltzman agrees with Walshaw: more departures are on the horizon.
“As the state goes from an attractive low-cost jurisdiction to a more expensive one, marginal players may be more likely to relocate to South Dakota or wherever the hot jurisdiction is right now,” he says.
While client privilege prevented him from telling me who it is, he says at least one more trust company is planning on abandoning its Nevada charter in order to become a more loosely regulated family trust company instead.
Chicago financial institutions lawyer John P.C. Duncan warned of such a flight from the state last year when he asked the Nevada legislature to soften the new rules.
Unless a more trust-friendly overhaul could be found, he warned back in April of last year, trust companies would “be driven from Nevada or barred from being licensed here.”
That testimony appears to have come true. While Duncan’s amendments helped save Nevada’s private trust companies, their retail cousins got no such savior.
While “friendlier jurisdictions” like South Dakota are luring big business from out-of-state applicants, Nevada has not licensed a single public trust company since last May, when Saturna Trust got its charter—well before the heavier regulatory burden kicked in.
Whether Nevada lets more trust institutions slip off its rolls or starts actively courting new ones, Matthew Saltzman would simply like to see the state clarify its position.
“A more formal Nevada trust office needs to be established,” he says. “Unfortunately, there’s no way to compensate the regulators based on the amount of license fees the state brings in.”
Scott Martin, contributing editor, The Trust Advisor Blog. Steven Maimes contributed to the research and the editing.
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Permalink: http://thetrustadvisor.com/news/natco
Obama’s New Bank Rules “Grandfather” OTS Trust Banks
Posted by Scott Martin in News on July 24th, 2010
Christmas comes early this year for 745 thrift institutions. They can continue to operate in all 50 states under new Dodd-Frank bank rules. Experts see existing OTS charters as “quite valuable” as new thrift charters are now extinct.
President Obama signed sweeping changes to federal financial regulation this week, signaling perhaps the Democrats’ last major legislative victory before the midterm elections in November.
After over a year of bickering about everything from toasters to options trading, the financial reform bill is now a reality and the 20-year-old Office of Thrift Supervision’s days are numbered.
Starting next summer, the OTS will fold into the Office of the Comptroller of the Currency, which will take over supervision of about 745 thrift-structured lenders, trust companies and other institutions. Click here to request an Excel listing of all 745 OTS thrift institutions.
But, what won’t be folding anywhere are the existing powers thrifts have to operate in all 50 states. They will, however, have to comply with new, more stringent capital rules regarding problem loans.
According to the OTS and the new rules, no new national thrift charters will be issued anymore.
“We are changing regulators but still have a valid thrift charter,” explains Art Sims, president of Davidson Trust, which got an OTS charter in 2000. “That is not going away.”
With a year to consider their options, holders of national thrift charters are mulling their next moves carefully, Sims says. Some are considering asking the OCC to convert them into banks, but Davidson at least will probably stay right where it is.
No reason to change?
As Sims points out, these institutions went down the thrift route in the first place because the distinct advantages that operating model offered outweighed the downside.
Everyone I talked to while putting this story together told me that the OTS unified holding company rules made it easier to branch out. As long as you didn’t break any state statutes, all you really needed was a national thrift charter and you could set up remote offices instantaneously.
“It was a distinct advantage,” says Scott Walshaw, regulatory advisor of Advisors Institutional Services. “Presuming the regulatory provisions those charters are operating under right now are grandfathered, it will continue to be an advantage.”
One reason Davidson Trust went with the OTS when it was picking a charter was because the thrift system let it operate under the same rules wherever it chose to do business.
That uniformity has saved endless headaches as the company serves the customers of its corporate parent, the Davidson Companies, which does business in 15 states beyond its native Montana.
If anything, people who have worked with both OTS and OCC charters say that the national thrift charter is now not only an endangered species but a hot commodity.
“The people who are holding those federal charters will have a distinct valuable asset,” Walshaw says.
State charters are in play
Other OTS-chartered trust companies are weighing their choice as well.
One source close to an OTS trust bank–talking on condition of confidentiality–tells me that the institution started making plans to move to a state trust charter back in June in order to avoid having to deal with the overhaul.
For industry giants that, like Northern Trust, already have both thrift and banking charters, there is no reason to switch. If anything, having one less regulator to deal with simply streamlines the compliance process.
More locally focused players may find the idea of dealing with the OCC a little daunting, especially if rumors that the bank regulators are going to get stricter on thrifts come true.
Right or wrong, the OTS had a reputation for being a bit more lenient with reserves and the way it priced non-performing assets.
Since the old savings & loans had most of their portfolios tied up in real estate, a more flexible regulatory model made sense—at least in theory. But a lot of today’s thrift-chartered lenders are carrying a lot of bad debt on their books that might have passed OTS muster but not the OCC.
These lenders may be looking at converting to a state charter. In the new environment, the FDIC will still regulate state thrifts and the various state watchdogs will supervise trust companies.
Scott Walshaw wouldn’t be surprised if state thrift charters make a comeback as both new and established lenders opt for local regulation. For trust companies, of course, leverage and non-performing loans are both non-issues.
A nationally chartered trust company would probably find moving to state regulation to be more of a step backward than just going across to the OCC, Art Sims believes.
“A state charter can entail more effort and more cost to keep up with the state regulator, much less rethink what a change would mean for every location where you do business,” he explains. “It is less likely that people who have already committed to a national charter are going to want to go back to a state charter.”
When the rubber hits the road
As anyone who deals with regulators knows, all of this is still largely hypothetical.
OTS spokeswoman Janet Frank was able to point The Trust Advisor readers to the two sections of the 2,300-page Dodd-Frank rules that affect trust companies (here and here), but she admits that as yet nothing is set in stone.
“So much is up in the air right now and there are so many moving parts,” she says. “Guidance will be coming out as appropriate to tell our trust companies how the transfer will work, but I don’t know how or when that guidance will move.”
While the OTS is currently scheduled to disappear next July, Congress has the option to extend its life another six months if the transition bogs down. This means that an institution may not even deal with the OCC until 2012 at the earliest.
By that point, the OCC, OTS and the Federal Reserve should have had plenty of time to sit down and come up with a system for affected trust companies to follow.
“Naturally, I would hope they do it soon in order to eliminate uncertainty and give people time to rethink their business plan,” Scott Walshaw says. “But it could take two years for the dust to settle, and in the meantime it’s anybody’s guess.”
Scott Martin, contributing editor, The Trust Advisor Blog. Steven Maimes contributed to the research and the editing.
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Permalink: http://thetrustadvisor.com/news/ots
Steinbrenner Heirs Face Uphill Battle to Win $600 Million Estate Tax Loophole
Posted by Jerry Cooper in News on July 17th, 2010
Public outrage and political theater over billionaires dying tax-free this year have prompted lawmakers to put a lid on this issue quickly while Democrats are still in charge.
Billionaire George Steinbrenner, owner of the New York Yankees, died this week at the age of 80. He was a man with the Midas touch and possessed a perfect instinct for impeccable timing.
Timing again was on his side for dying in a year with no federal estate taxes on the books. News reports from NBC, the Washington Post and the New York Times brought this to the public’s attention.
The Trust Advisor Blog ran a story in January on this topic. At the time, many of our readers and our contributors said this was too good to be true. And as often is the case, when something is too good to be true, it seldom is.
Now that the genie of public outrage is out of the bottle, there will certainly be an argument over whether Steinbrenner’s heirs will avoid up to $600 million in estate tax. Lawmakers in Washington are already using his good name to prevent billion-dollar estates from passing tax-free.
Senator Bernard Sanders (I-VT) and four co-sponsors have introduced a bill that would retroactively return the estate tax to the 2009 exemption level of $3.5 million with a progressive tax rate structure starting at 45% with a 10% surcharge on billionaires.
The debate started last March following the death of Texas pipeline mogul Dan Duncan, who died at 77 with an estimated net worth of $9 billion, ranking him as the 74th wealthiest person in the world. Under the Sanders proposal, that $9 billion would generate billions of dollars in government revenue.
Lawmakers had a chance to fix the estate tax several months ago, saving Duncan and Steinbrenner’s heirs millions, in a proposal that would have given Republicans just about everything they asked for, including a $5 million exemption rising with inflation and a maximum of 35% maximum rates. But because of party bickering, lawmakers couldn’t agree—and here we are.
Public outcry over billionaire dying tax-free makes great political theater, matching the fuss created in 1995 when President Bill Clinton and Congress plugged the expatriation loophole that let billionaires like Ken Dart escape U.S. estate taxes by renouncing their citizenship and moving to Belize.
Some of the strongest outrage has come from Congress itself. When asked to summarize Senator Sanders’ position, aide Michael Briggs pointed me to a speech he made the day Steinbrenner died.
“We have a situation now where the very wealthiest people in this country are seeing that when someone in their family dies, the estate tax is zero,” the senator said, concluding with “In my view, it is immoral it is unfair that while the middle class struggles to survive, millionaires and billionaire’s get tax breaks.”
Where the rhetoric meets the road
Given that sentiment, it’s not surprising that Sanders and his allies are pushing a bill that would retroactively tax Steinbrenner and others who have died in the last seven months. Meanwhile, Blanche Lincoln of Arkansas and John Kyl have revived their bipartisan proposal, and more would-be fixes and compromises will probably emerge over the next few months.
Right now, it’s all still political theater, says estate planner Phil Kavesh.
“I think this is definitely not going to get resolved until the November election, and at this point will probably be pushed back to January when the new Congress takes office,” he says.
The logic is a little cynical, Kavesh admits, but everyone I talked to agrees.
On one hand, every billionaire who dies is an embarrassment for lawmakers who were supposed to close the loophole last year.
But on the other, the longer the Senate keeps us all in suspense, the more time both Democrats and Republicans have to collect contributions from the upper-middle-class families that will be exposed to the estate tax next year if nothing happens.
“If the estate tax came back next year with only a $1 million exemption, that would be devastating for a lot of relatively middle-class people,” Kavesh notes.
More complicated than it looks
While some members of Congress may think it will be easy to bang out an amendment that raises the exemption back to $3.5 million, by the time November rolls around the budget could tie their hands.
Thanks to “pay as you go” rules, in order to exempt more estates from the tax means finding about $60 billion in additional revenue, or cutting that much from federal spending. Neither is an especially attractive option, but Sanders, Lincoln, Kyl and others are working on solutions.
The Sanders bill, for example, would create a special “billionaire’s tax” designed to spare 99.7% of all families from paying any estate tax at all, while skimming off 65% of what high rollers like Steinbrenner leave behind.
Retroactive headaches
“If I were the executor for the estate of Art Linkletter, George Steinbrenner, Dennis Hopper or any of the other wealthy people who’ve passed away in the past six months, I would be stalling any distributions until I got some clarity,” says Bill Ahern, policy director of the non-profit Tax Foundation.
That’s because Sanders wants to make his tax retroactive to the beginning of 2010 to bring in revenue from the billionaire deaths we’ve seen so far this year—assuming, of course, that they left any taxable assets behind and not in trusts or other tax-shielded vehicles.
“Sad but true, when people mention these billionaires dying in a year of no estate tax, I wonder in the back of my mind how much they would have paid last year,” Phil Kavesh says. “These people can afford very sophisticated legal counsel to avoid estate tax, but this topic has such political cachet that it may trap people in the upper middle class as well.”
Although Max Baucus and the Senate Finance Committee have backpedaled away from retroactivity as the year drags on, it’s anything but a dead issue, Bill Ahern says. As long as it gets the votes, it has a good shot at fending off any constitutional concerns.
“The Supreme Court has been very kind to retroactive taxation, especially within one year,” says Ahern.
Phil Kavesh isn’t so sure. “Quite frankly, retroactivity might not be a workable solution at this point in the year,” he says. “Enough big estates have been affected so far that there is a lot of money at stake, and that means a lot of money to fund fights in the court system that could go on for years.”
The silver lining for estate planners
As a result, Kavesh suspects we could end up with the $1 million exemption after all, at least for as long as it takes to work out a budget-neutral compromise.
Either way, he says it’s the best of times and the worst of times for estate planners. Those who can cope with all the moving parts in play can book a lot of business.
“What with the tax environment shifting as it is, a lot of my clients are seriously looking at taking measures before the end of the year,” he says.
“There’s a lot of rumbling about additional restrictions on certain types of trusts going forward, so whatever happens to the exemption, the time for them to act is now.”
Jerry Cooper, senior editor, The Trust Advisor Blog. Steven Maimes and Scott Martin contributed to the research and reporting.
Permalink: http://thetrustadvisor.com/news/steinbrenner
Who’s Charging What for Trust Services? Part 2
Posted by Scott Martin in News on July 3rd, 2010
Our new expanded trust industry survey for the second quarter of 2010 reveals who’s charging what for directed trusts and for investment management. We found some providers offer a better deal for bundled services. Either way, both plans have their advantages.
When wealthy families pick a trust company, pricing is a factor. But there’s still a lot of debate about just how much value vendors should pack into each of those basis points in order to win accounts.
The Trust Advisor’s latest quarterly survey of independent trust company fees shows that the industry is all over the map when it comes to picking a sweet spot between service and profitability.
Some vendors take a full-service approach and charge a bundled fee for giving clients everything they need or want. Others just provide administrative or custodial service at a rock-bottom price and rely on scale or other operating advantages to boost their margins.
Either way, trust officers agree that unless you’re already one of the biggest banks in the business, it’s important to resist the urge to deliver a one-size-fits-all experience.
“From our point of view, this is not a commodity business,” Anthony Guthrie, president of Atlanta-based Reliance Trust, which offers both bundled and unbundled options, told me. “How we differentiate ourselves from the banks is on service, and that’s not something you can reduce to an in-the-box product or price.”
|
Who’s Charging What for Directed Trust Services |
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|
Trust Company |
State |
Trust account minimum |
Minimum annual fee |
First $1 million |
Next $1 million |
|
DE |
$500,000 |
$3,000 |
0.50% |
0.40% |
|
|
TX |
N/A |
$1,100 |
1.10% |
0.75% |
|
|
DE |
$1 million |
$6,000 |
0.60% |
0.60% |
|
|
DE |
$1 million |
$5,000 (plus add’l fees) |
$5k fee to $1.5M |
$7.5k fee to $5M |
|
|
KY |
$1 million |
N/A |
1.00% |
1.00% |
|
|
NH |
None |
$3,000 |
0.90% |
0.55% |
|
|
IL & DE |
$5 million |
$20,000 |
0.40% |
0.40% |
|
|
GA |
None |
$3,000 |
0.60% |
0.35% |
|
|
NM |
None |
$4,000 |
0.75% |
0.75% |
|
|
NV |
None |
$1,000 |
0.50% |
0.50% |
|
|
NV |
$5,000 |
$100 |
1.00% |
0.80% |
|
|
VT |
Varies |
N/A |
0.50% |
0.30% |
|
|
SD |
None |
$4,000 |
0.50% |
0.50% |
|
|
DE |
$1 million |
$8,000 |
0.60% |
0.40% |
|
|
NM |
$240,000 |
$2,400 |
1.00% |
0.75% |
|
|
NOTE: Accuracy is not guaranteed. Please consult the institution directly to confirm costs. The Trust Advisor Blog realizes that this is not a comprehensive list of all firms. To make sure your institution is included (or excluded) in the October 2010 of this survey, please let us know. We will be expanding coverage; please also include any other services offered such as investment management, special purpose trusts, HSAs, etc. Advisors and estate planners may reproduce this survey upon request. To contact us, click here. |
|||||
|
Source: Websites and telephone interviews. ©2010 TheTrustAdvisor.com |
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Finding your niche
In fact, full-service trust companies find that once they focus on a market segment, clients will pay a premium on top of the roughly $3,000 a bare-bones provider would charge just to open the account. If not, they probably weren’t going to be profitable business anyway.
“Our customers are usually need-specific,” says Teresa DeMenge, senior trust officer at Zia Trust, which works with a lot of employee benefits programs and IRAs.
Prospects who need more than what Zia provides “really do need the bigger banks to ‘jumbo’ their services,” she told me.
While these clients may be looking for a trustee or custodian, they often end up requiring private banking services or other add-on expertise that a pure trust provider can’t really provide as a standalone operation.
Because those really big fish tend to demand big discounts, even the biggest banks may not really want their business, Bernard Garbo, publisher of A.M. Publishing’s Trust Performance Report, told me.
“You see people in the banking industry getting out of the trust business because being a full-service vendor is too expensive,” he says.
“Doing too many things is difficult,” he added. “Institutions that do nothing but personal trusts do not have the support of being inside a bank, but they still make a lot of money.”
The sweet spot
Of course, the big trust banks say they make their money by leveraging the sheer scale of their holdings. But while deciphering the basis points is not an exact science, it seems that you need pretty vast scale to overcome minuscule margins.
Crunching Garbo’s data reveals that some of the biggest players in the industry generated revenue of 0.20% or less on their managed assets and net margins under 0.02%. Based on that math, there are banks out there that squeeze less than $250,000 in profit out of every $1 billion they gather.
The more commoditized a trust company’s business it is, the faster its fees have to race to that 0.20% level in order to remain competitive, and the more efficiently it needs to run in order to break even.
Those 20 basis points are also roughly what it costs large and small trust companies to provide custody service, says Reliance Trust’s Anthony Guthrie, so we are unlikely to see pure custodians drop their prices any time soon.
Added service demands richer fees. However, the exact formula for what to charge for administration or investment management varies widely from vendor to vendor, and is often obscure when they simply quote clients an all-in-one bundled rate.
“I’m actually not sure I’ve ever had a discussion about how you bifurcate a wrap fee,” says Guthrie, who estimates that a discretionary trustee could easily charge 50 basis points for administration and support and another 50 basis points for any in-house wealth management service.
Of course, that isn’t pure profit. Companies like Reliance, for example, assign all clients—large and small—their own relationship managers, rather than make the little accounts go through a call center. Throw in expensive frills like local administration or investment expertise, and those basis points get eaten up pretty fast.
|
Investment Management Provided by Trust Companies |
|||
|
Trust Company |
State |
First $1 million |
Next $1 million |
|
TX |
1.10% |
0.75% |
|
|
DE |
1.00% |
1.00% |
|
|
DE |
$5k minimum to $1.5M |
$7.5k minimum to $5M |
|
|
KY |
1.00% |
1.00% |
|
|
NH |
0.90% |
0.55% |
|
|
NV |
0.50% |
0.50% |
|
|
NV |
0.84% |
0.80% |
|
|
VT |
1.00% |
0.60% |
|
|
SD |
1.25% |
1.00% |
|
|
NOTE:Accuracy is not guaranteed. Please consult the institution directly to confirm costs. Most institutions require a $1 million minimum trust account and there are can be additional fees for investment services. The Trust Advisor Blog realizes that this is not a comprehensive list of all firms. To make sure your institution is included (or excluded) in the October 2010 of this survey, please let us know. We will be expanding coverage; please also include any other services offered such as investment management, special purpose trusts, HSAs, etc. Advisors and estate planners may reproduce this survey upon request. To contact us, click here. |
|||
|
Source: Websites and telephone interviews. ©2010 TheTrustAdvisor.com |
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Where we go from here
If anything, what’s surprising about independent trust companies’ fee structures is not so much that they are resisting the temptation to race to the bottom, but that prices aren’t on the rise.
According to Guthrie, pricing at Reliance and the rest of the industry hasn’t budged much over the last decade. “There simply hasn’t been much price compression,” he says.
Teresa DeMenge at Zia Trust agrees that pricing at independent trust companies is stable “so far,” but warns that there may be change on the horizon for bank trust departments.
“Large bank fees appear to be rising,” she told me. “Medium-sized banks seem to have a slight increase due to an increase in operation costs.”
If so, this may make the banks even less competitive at a moment when many are already dumping their trust businesses entirely to leave the field to the specialists, Bernard Garbo says.
“It’s an old thing, but it’s as true in the banking business as anywhere else,” he told me. “Doing too many things is difficult.”














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