We have three office locations across the United States, and as I write this, none will see 40 degrees as their high-temperature today, so it is no wonder we are looking forward to heading south to the sunshine of Orlando, Florida, for this year’s Heckerling Institute of Estate Planning session from January 14-18. However, it is much more than that.
It has been about 15 years since we attended our first Heckerling session. Back then, we were pioneers in the trust-owned life insurance (TOLI) policy review space. Before we came to market, trustees had few resources, except local life insurance agents, to help review their portfolio. Our service solved a significant problem: for the first time, TOLI trustees could receive a non-biased policy review (our Standard Solution). We followed that up with a full-service outsource offering (our Managed Solution) that provided dedicated experts in trust administration and policy management to not only track the policy but to handle all back-office administration and equally important, to solve policy issues. We helped mitigate liability by creating the trust file documentation necessary to prove a prudent process occurred.
Last year, again taking a pioneering approach, we created the first trust company focused on life insurance (Life Insurance Trust Company) after clients approached us looking for a trustee who would take some or all their ILITs and not compete with them on their other assets.
Over the years, ITM TwentyFirst has grown by listening to clients. Going to Heckerling is one way we get to do that face to face. When we first exhibited there, we were focused only on prospecting, but now when we go, we get to visit with clients. Many of the exhibitors at Heckerling are trust officers at some of our more than 200 bank and trust clients, and we have worked with and received referrals from many of the attorneys speaking at the sessions. The satisfaction of going to Heckerling is not just the generation of new business, though thankfully that still happens. The real fulfillment is seeing clients we have had for over a decade – peers that have been a part of our growth and have grown their business alongside ours.
It is also interesting to see the continued expansion in the industry we helped develop and to welcome others who are also trying to help trustees maximize this often-misunderstood asset of life insurance. We are proud of our part in helping to initiate and lead this progress.
This year, Leon Wessels, who is spearheading growth at our new trust company, and John Barkhurst, who is heading up business development on our TOLI services, will be attending. Please take the time to stop by and bring along your toughest problems about the life insurance policies you handle. You will not find two more capable people on the exhibit hall floor to solve them.
If you stop by and see them at booth #128, you can also find out how to get a free PDF copy of The TOLI Handbook, the most comprehensive guide available for TOLI trustees and take the ITM TwentyFirst TOLI Challenge for the chance to win a prize.
We hope to see you there.