When it comes to retaining and attracting additional trust revenue, it’s all about asking the right questions. Rosemary Hueser, senior vice president of BOK Financial Advisor Trust Services, said that “learning to ask the right questions of your clients and prospects is key to growing trust revenue.” 

Hueser will outline the benefits of incorporating trusts as an effective estate planning tool in her presentation on Thursday at 2:20pm Pacific Time in Mont-Royal Ballroom I at the Technology Tools for Today (T3) Conference happening in Las Vegas this week. Attendees will gain a better understanding of the fiduciary responsibility and duties of trustees along with the key aspects of a trust document to be familiar with. Starting with the right questions is key to helping your firm retain and attract multi-generational clients.

When it comes to attracting new trust clients, Hueser recommends asking:

• Are you the beneficiary or co-trustee of an existing trust?
• Are you satisfied with your current trustee’s service, fees and/or investment performance?
• Are you interested in me managing the trust assets?

And if your goal is to retain client revenue, consider asking:

• Do 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?

“Having a corporate trustee named in the trust document and establishing relationships with multiple generations in the family ahead of the death of the grantor is crucial to the continuing relationship,” Hueser said. 

ABOUT BOK FINANCIAL ADVISOR TRUST SERVICES

BOK Financial Advisor Trust Services is a trust provider for the industry’s largest broker/dealers, RIAs, TAMOS and custodians. Recognized on a national level as an excellent trust services provider, BOK Financial’s ATS enhances the advisor/client relationship by providing objective trust administration solutions. 

ABOUT BOK FINANCIAL
BOK Financial Corporation is a $50 billion regional financial services company headquartered in Tulsa, Oklahoma, with $105 billion in assets under management and administration. The company’s stock is publicly traded on NASDAQ under the Global Select market listings (BOKF). BOK Financial Corporation’s holdings include BOKF, NA; BOK Financial Securities, Inc.; and BOK Financial Private Wealth, Inc. BOKF, NA’s holdings include TransFund and Cavanal Hill Investment Management, Inc. BOKF, NA operates banking divisions across eight states as: Bank of Albuquerque; Bank of Oklahoma; Bank of Texas; and BOK Financial® in Arizona, Arkansas, Colorado, Kansas and Missouri; as well as having limited purpose offices in Nebraska, Wisconsin, Connecticut and Tennessee. Through its subsidiaries, BOK Financial Corporation provides commercial and consumer banking, brokerage trading, investment, trust and insurance services, mortgage origination and servicing, and an electronic funds transfer network. For more information, visit www.bokf.com.