Posts Tagged Advisors Institutional Services

Obama’s New Bank Rules “Grandfather” OTS Trust Banks

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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SNL Financial to Present Special Trust Webinar June 29

The trust industry is in flux, and SNL Financial is holding a one time special online seminar on June 29 to help bankers, wealth managers and other professionals adapt to the changing environment.

Three veterans of the trust business — Robert Testa of Cerulli Associates, Jon C. Walls JD of Principle Management Consulting, and Jerry Cooper, publisher of The Trust Advisor Blog.

They will explore challenges and opportunities facing both the industry and the broader economy:

Why are wealthy families pulling their money out of traditional bank trust departments and moving to independent trust companies?

What do today’s high-net-worth clients want from a fiduciary relationship, and how can established vendors and new players alike give it to them?

What are the best business models and jurisdictions for new and old trust companies alike?

This one-hour event is free to SNL Unlimited subscribers and counts as continuing education credit for both the CFA Institute and the National Association of State Boards of Accountancy.

For more details and timing, along with pricing information for non-subscribers, take a look at www.snlcenter.com/trust.

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Using Influencers to Land New Trust Accounts

Many trust companies have more success marketing their services to the professionals who already have the ear of wealthy clients. Lawyers, investment advisors, accountants, even art appraisers are all worth adding to your network.

Plenty of trust companies are gathering assets by targeting the professional advisors who steer high-net-worth clients toward trusts in the first place.

Accountants, lawyers and other advisors rarely have the power to decide where a client opens a trust account, but they do have an enormous influence on the choice, says analyst Robert Testa, who covers the private wealth management industry for Cerulli Associates.

“Especially for trust companies, we’ve found these reciprocal relationships with other professionals are the most effective way to gain clients,” he told me.

Think of these professionals as the Oprah Winfreys of the wealth management world. Oprah doesn’t actually sell books, but one plug from her helps millions of potential book buyers make up their minds.

The relationship between estate planner and client works a lot like this, Testa says. When a lawyer or financial planner realizes that it’s time to move assets into a trust, the client rarely has a strong opinion on which trust company to go with. Instead, what the planner usually hears is, “What do you suggest?”

Being the answer to that magic question has translated into new business for 68% of the bank trust departments that Testa’s team polled last year, and independent trust service providers would be well served to follow suit.

It’s all about relationships

Estate planners are an obvious fit because they are at ground zero whenever a wealthy family decides to set up a new trust or modify an old one.

However, if you want to get the real inside track on how potential clients’ financial situations are changing, get friendly with their accountants, Testa says.

“You would think people would be more honest with the trust officer or the asset manager, but the CPA knows everything,” he explains. “Once you get a close relationship with the CPA, you can gather the assets.”

Corporate entitities can wield influence  too. Millennium Trust got a substantial profile boost this spring when Schwab Advisor Services pointed it out to its 6,000 advisors as a custodian for alternative assets that were no longer welcome on the Schwab platform.

“What we’re able to do is go after the advisor market,” Mary Hackbarth, who heads up Millennium’s marketing, told me.  “In terms of business strategy, working with advisors as centers of influence has worked out.”

Even an influential brand goes a long way. When the Dow Jones news service wrote up trust consulting firm Advisors Institutional Services, its marketing team was quick to license reprints that paired the story with the venerable Wall Street Journal logo. While it isn’t an endorsement, the logo still has a positive influence on prospective clients.

Anyone in a position to weigh in on the decision-making process is a potential referral source. Real estate brokers and insurance agents are worth adding to your professional network because they’re often on the scene when people make pivotal life decisions or come into significant wealth.

Robert Testa also recommends cultivating more esoteric professionals on the off chance that they’ll have the right ear at the right time.

“We’ve even heard that the art valuation experts at UBS have referred their clients toward trust companies,” he tells me.

Double-edged sword

Naturally, financial planners and other registered investment advisors are a time-honored center of influence. Jocelyn Schwartz, who ran Fidelity’s estate planning business and is now a financial planner at Pillar Financial Advisors, is often in a position to direct new business to trust companies and the lawyers who write up trust agreements.

She’s also used her influence to move accounts from legacy providers.

“We do spend a lot of time reviewing existing trusts,” she told me. “Disrupting the apple cart is not our first goal, but sometimes we get a client who just isn’t happy no matter what the trustee does, and then that money has to move.”

While Schwartz is happy to work with trust companies that won’t let Pillar manage the underlying assets, other wealth managers are wary of referring their clients to a potential competitor.

“They’re afraid that giving a Wilmington or a Glenmede custody of the assets means the next call their clients get will be from a Wilmington or Glenmede investment advisor,” says Antony Joffe, whose new public trust company Sterling Trustees plans to aggressively market to lawyers and accountants as well as RIAs.

Some trust companies get around this potential conflict of interest by only working with directed trusts and other arrangements that kick the investment responsibilities (and fees) back to the referring advisor. Sterling doesn’t quite do this—Joffe reserves the fiduciary right to fire managers even if they brought in the account in the first place—but plenty of other direct-trust-only providers do.

“We don’t compete with the intermediaries,” Reggie Karas, who runs Millennium Trust’s alternative asset business, told me. “We’re a very plain vanilla service provider by design so we can better build our business in partnership with them,” she added.

In fact, a really successful influencing relationship is always going to be a two-way street, Robert Testa says. Trust companies get the accounts, while influencers get the opportunity to prove their value as a one-stop source for all their clients’ needs—and sometimes even get prospects of their own passed back along the chain.

“Reciprocity is crucial,” he told me. “A trust company with a preferred relationship with an estate planner can suggest that person when trust documents need to be modified,” he added.

“A lot of clients who are missing a piece of their own professional advice network are at a loss. A suggestion goes a long way to getting the best outcome for everyone.”

Scott Martin, contributing editor, The Trust Advisor Blog. Steven Maimes  contributed to the research and the editing

Permalink: http://thetrustadvisor.com/news/influencers

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WSJ Reports on Firm That Helps Wealth Advisors Start Trust Companies

MARSHFIELD, Mass., May 28 /PRNewswire/ — The Wall Street Journal recently profiled Advisors Institutional Services in the context of increased interest from wealth managers, investment advisors, broker-dealers and other financial institutions in creating and operating trust companies in South Dakota.

Helping Wealth Firms Start Trust Companies

As the WSJ story points out, South Dakota is becoming the top choice for trust providers. With ten new launches this year and a roster of 50 institutions currently conducting trust business in the wealth-friendly state, it’s easy to see why banks and advisors alike are flocking to South Dakota.

Advisors Institutional Services helps financial professionals, law firms, pension plan administrators and banks determine whether a South Dakota-based trust company would complement their current service offerings and, if so, assists them in applying for a trust company license in the state and lining up operational support.

Most recently, Advisors International helped Pittsburgh-based fund processor Mid Atlantic Capital Group apply for a South Dakota trust charter, said President Les Revzon.

“The aging of the baby boomers has created an enormous need for trust services,” Mr. Revzon said. “Our outstanding launch team has helped both boutique wealth managers and large institutions like Mid Atlantic Capital Group  – which has $19 billion on its platform — compete in this increasingly important market.”

In fact, the WSJ story highlights a 2007 study by asset manager Franklin Templeton that concluded that some independent investment advisors could see 80% of the assets they manage move into trust accounts over the next decade as aging clients retire.

“A full 40% of today’s wealthiest Americans have no will or trust in place,” Mr. Revzon said. “The opportunities for those who provide such services are enormous.”

South Dakota offers would-be trust providers numerous operational advantages, including low capital requirements, no state taxes on corporations or individuals, the ability to support all major types of trust structures (including asset protection trusts and multi-generational or “dynastic” trusts), and a favorable view on out-of-state entities setting up trust representative offices elsewhere.

For more on the opportunity that operating a trust business in South Dakota represents for financial professionals around the country, Advisors Institutional Services has published a special report, “Launching a South Dakota Trust Company: Guide to Operating Nationwide.”

Source Link: http://www.prnewswire.com/news-releases/wsj-reports-on-firm-that-helps-wealth-advisors-start-trust-companies-95106044.html

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SEC’s Top Cop Says Agency to Police Collective Investment Trusts

Collective funds are by law on the turf of bank regulators. But the SEC’s new anti-Madoff crusade now wants to put collective products on agency’s hit list.

“The SEC can’t get into the bank, but I can get into the advisors. It’s important for me to see if the banks are using their exemption properly … or merely renting a space [to advisors] inside a trust company,” says SEC’s Andrew “Buddy” Donohue, head of the SEC’s investment management unit.

Donohue fired a warning shot at bank regulators by threatening to go after the advisors who sell collective investment trusts. Experts say a move like that may just be saber rattling, but it pits the SEC against bank regulators over oversight of about $1.6 trillion in the collective funds market.

On the surface, these vehicles—also known as collective trusts, commingled funds or common trust funds—look a lot like institutional mutual funds and invest in all the conventional asset classes. Advisors do brisk business selling them to retirement plans.

But while mutual funds are SEC-registered, collective investment trusts are managed by a bank trust department and so falls under the jurisdiction of the Office of the Comptroller of the Currency, which is part of the Treasury Department.

If Donohue gets his way, that may change. In a speech at Practicing Law Institute’s Investment Management Institute in New York, he said he’s got his eye on these bank products. If he decides they need tighter regulation, he’ll make it happen, one way or another.

“I can’t get into the bank,” he reportedly elaborated in an off-script comment after the speech. “But I can get into the advisors.”

The OCC has refused to rise to the bait so far. All I got out of them was a terse “we’re aware of it and no comment.”

Rattling the Chains

Longtime agency watchers are a lot more expansive, but on the whole they’re a little mystified at what you could read as an SEC power grab.

“Collective investment trusts used to be considered a settled matter,” Maureen Young, a partner at high-powered law firm Bingham McCutchen, told me.

“If the SEC is really concerned about these products, maybe they’re hoping that they can get some response by rattling the chains and going after the brokers,” she added.

George Washington University law professor Arthur Wilmarth filled me in on the long struggle over who would regulate these products following the repeal of the Glass-Steagall Act over a decade ago.

“As they say, nothing is as precious in Washington as a bit of turf,” he told me. “They fought for years and just couldn’t agree,” he added. “It took Congress basically threatening to bang the agencies’ heads together to get the job done.”

By the time the last dust settled, it was already 2007 and the once-obscure collective investment trust was becoming big business in retirement plans.

There’s about $1.6 trillion invested in these trusts now, according to Morningstar data. About half of it is in traditional pension funds; the other $800 billion—the real growth market—is in 401(k)s and other defined contribution accounts.

Getting Tough

Some of the people I interviewed for this story suspect that the size of this marketplace is the factor that brought it to the SEC’s attention after years of letting the OCC tend its own knitting.

Others wonder whether the SEC is looking for ways to prove that it’s indispensable in a world where the Obama Administration seems intent on reshuffling the regulatory deck and all the agencies have made mistakes.

In any event, Donohue isn’t alone in talking tough.

“We simply show up,” said Gene Gohlke, associate director of the SEC’s Office of Compliance, Inspections and Examination, speaking at the same conference as Donohue.

“If there are allegations of wrongdoing, we don’t want to give firms a good deal of lead time to clean up,” he added.

But while statements like this paint a tough picture of the commission as a sort of rapid-deployment vigilante regulator, it’s going to be tough to put that rhetoric into practice, former Nevada banking commissioner L. Scott Walshaw told me.

“From a bank regulator’s perspective, the OCC or whoever else is being stepped on is going to have something to say about this,” Walshaw, now a regulatory advisor at Advisors Institutional, says.

“Common sense would dictate that it makes more sense to just sit down with the OCC and maybe see if they can express their concerns without infringing on anybody’s turf,” he added.

Headed for the Mainstream

Meanwhile, there are already 1,200 collective investment trusts in Morningstar’s database and more launching all the time.

“We talk to established money managers about these vehicles every week,” says Steve Deutsch, who leads the company’s research in this area.

Deutsch sees collective trusts heading for the mainstream of the asset management marketplace very quickly. That’s probably why the SEC is getting involved, he says.

“If you want to be mainstream, you’ve got to have all the features of a mainstream product, and I think that’s what the SEC is concerned about,” he added.

As Deutsch notes, these trusts already walk and talk a lot like mainstream investment products. Improved record-keeping capabilities allow them to report NAV on a daily basis. They trade on Fund/SERV. And since Morningstar tracks them, there’s third-party transparency.

Last but not least, they are already strictly regulated—not only by the OCC, but in so far as collective trusts are essentially retirement plan options, by the IRS, ERISA and the Labor Department.

For example, Victory Capital Management is a substantial player in this space with about $3 billion in collective trust assets under management.

“It’s not like there’s no oversight,” says John Kutz, the head of the company’s retirement plan business.

“There’s tremendous oversight. There’s a lot of auditing. These are fiduciary products. The OCC makes sure every ‘i’ is dotted and every ‘t’ is crossed, at least where we’re concerned.”

Victory is still bullish on the business, expecting its AUM to double in the next few years. Evidently, a little oversight is worth the effort.

Scott Martin, contributing editor, The Trust Advisor Blog. Steven Maimes contributed to the research.

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Colorado Bank to Restart its Texas Trust Company in South Dakota

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Banks and advisors continue to flock to top-rated South Dakota for favorable trust laws and cost-efficient operations.

PIERRE, SD., Feb 12 – Denver-based United Western Bancorp (Nasdaq: UWBK) has applied to receive a trust charter in South Dakota, according to a report released this week by the South Dakota Division of Banking.

A United Western spokesman confirmed to the Trust Advisor Blog that it has filed with the South Dakota Division of Banking to restart its current Texas-based trust operation, once part of Sterling Trust, with a South Dakota charter.

United Western, according to its website, is the third-largest savings bank in the western United States, with eight full-service community banking branches scattered across Colorado’s affluent Front Range, $2 billion in deposits and about 370 employees.

In April last year, United Western sold most of its lucrative Sterling Trust Company, a pricy alternative asset custodian, for $61 million to the Ohio-based owner and operator of Equity Trust Company of South Dakota. The deal closed in June. The remainder firm, known as United Western Trust Company or UW Trust Company, is now a relatively small Waco-headquartered and chartered trust company with roughly 12 employees and $26 million in trust (as of September 30, 2009). In its present form, the company primarily provides legacy, escrow, life insurance settlement and paying agent service accounts.

Restarting UW Trust under a South Dakota charter would immediately enable United Western to take advantage of that state’s bank-favorable regulatory environment, says Denver estate attorney David Kirch. “States have been enacting more trust-friendly laws and South Dakota is definitely one of the friendly types,” he told The Trust Advisor. “That’s probably why they chose it.”

Jon C. Walls, a banking industry expert and former Lehman Brothers investment banker, told the Trust Advisor that “United Western’s Scott T. Wetzel is a veteran banker with experience at both Compass Bancshares and KeyBank. He understands the important role non-spread businesses can play in diversifying the revenue mix of a community bank.”

Walls added, “While capital adequacy issues seemingly prompted the sale of the bank’s trust division in mid-2009, its successful common stock offering last September put it at levels exceeding regulatory requirements.”

“This announced charter move seems to signal the bank’s intention to rebuild that potentially important business on the stronger platform offered by the South Dakota trust laws. This would be consistent with Wetzel’s strategy of transforming the wholesale institution he took over back in 2005 into a full service community bank,” Walls added.

UW Trust Company is part of a recent trend of wealth management firms launching in South Dakota as public trust companies. South Dakota public trust company start-ups surged last year. With six public trust company start-ups, 2009 was a record year for the state.

Benefits for South Dakota

According to public records, South Dakota now has 39 trust companies and is the top choice. Delaware is next, with 32 trust companies, followed by Nevada with 29.

There’s strong evidence that the state benefits. According to the state’s 2009 annual report, the South Dakota Division of Banking brought in a record $262,651 in combined examination and supervision fees from hosting trust companies. To keep the fees flowing, state lawmakers are considering a bill that would further “strengthen the legal and regulatory framework for public trust companies.”

As states bid for trust business, they often will not tax those assets they are betting on for increased economic activity that will bring other prosperity to the state in the form of job creation, corporate tax revenue collected from trust companies and corporate tax assessments from the trust companies.

It is for this reason South Dakota and other states continue to sharpen their pencils and enact new laws designed to attract wealthy baby boomers and their parents’ estates for future generations. Trust accounts have been an important part of the investment landscape.

Trusts can be created for a variety of other purposes, including avoiding probate, passing on a family home to heirs, protecting money from creditors, caring for a disabled child or even providing for a pet after one dies. Trusts continue to grow in popularity thanks to the aging population, more aggressive marketing by financial firms and concerns about maximizing trusts’ growth performance.

Asset protection trusts have gained in popularity as marketing vehicles for advisors. Doctors, business executives and other professionals have become increasingly interested in these trusts, advisors say.

With these, you transfer assets into a trust run by an independent trustee who can give your client distributions from time to time. These trusts, if set up properly, are in most cases able to keep the assets of the trust out of reach of creditors.

For wealth management organizations, advisors can gain additional income and provide more value to their service by bundling trust services within investment management.

Last year, several advisory firms launched their own trust companies in order to be better positioned to provide these services. These included Wealth Advisors Trust Company and Dominion Trust Company in South Dakota, with both launches targeting wealthy clients from a wealth-friendly trust state. This trend was featured in an Investment News article last summer, More Advisory Firms Expected to Start Trust Companies.

Advisors Institutional Services (www.advisorsinstitutional.com), which I support, helps wealth managers, advisors, broker-dealers, banks, law firms, and pension plan administrators create and operate trust companies in South Dakota. This can permit a bank or advisor to replicate both the Sterling and UW Trust company business models.

The firm offers a complimentary special report called Launching a South Dakota Trust Company Guide to Operating Nationwide which is available on-line at (www.advisorsinstitutional.com/s/southdakotareports.asp).

Jerry Cooper, senior editor, The Trust Advisor Blog. Scott Martin and Steven Maimes contributed.

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Westwood Trust’s “Common Trust Funds” Emerge as Bellwether Business Model for Advisors

Westwood Holding Group

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CEO says new funds can be started in minutes, not months, at a fraction of the cost of a mutual fund.

Earlier this month The Trust Advisor reported Westwood Holdings Group, Inc. (NYSE:  WHG), through its trust company unit Westwood Trust, helped forge gains by landing large new accounts while other firms sat on the sidelines. Westwood managed to bring in $2 billion in new assets during the toughest year in recent financial memory.

As part two of our report on Westwood Trust, I had an opportunity to chat once again with Brian Casey, President and CEO of Westwood, to drill down into the topic of interest to most wealth advisors – common trust funds.

New Money from an Old Idea

Simply stated, common trust funds or “CTFs” permit the commingling or pooling of investors’ money into one account (known as a common fund) for the purpose of creating a single investment. In other words, they are much like a mutual fund. They actually pre-date mutual funds so they are an old concept. Since they are a bank product, CTFs are not required to be registered with the Securities and Exchange Commission and they are not considered to be a security under state and federal securities laws. They are regulated under OCC Regulation 9 (12 CFR 9.18) and are supervised by state or federal bank regulators. Read the rest of this entry »

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