sepc associate advisor presentation1 3

Summit

Estate Planning CenterTechnology for

Client/Advisor Collaboration

Everyone Needs Certain

Documents

Every Adult needs a Will,

Powers of Attorney and Health

Care Documents. Many need a

Living Trust.Regardless of your role, if you have people who depend upon

you to help them, you should offer them these instruments that

can give them peace of mind.

Our Message to Potential

Associates

5 Key PointsIf your Customers need something, and it is within your

reach, you can:

• Save them money, time and effort

• Give them peace of mind

• Be their trusted advisor

• Help them review their holdings

• Increase your revenue

Summit

Estate Planning Center

• The SEPC was established to serve the needs of financial

services professionals and their clients with advanced

planning techniques based on new technology.

• The Founders have been in Financial Services for many years.

• George Brown started in the securities business in 1959. He

also served 14 years in the banking industry.

• Kevin and George Brown started working together in 1986,

forming a broker/dealer and investment advisory firm and an

insurance agency.

• They formed Summit Trust Company in 2004

• The Summit Estate Planning Center, part of Summit Private

Client Group LLC, was formed in 2013

What is the Mission of the Summit


Our joint mission is to provide valuable

services to individuals and families who

need to protect their estates and pass them

on efficiently to their heirs.

Summit Estate Planning Center

• The key to success is to be able to collaborate

openly with the individuals and married couples

to design their plan.

• The technology that we have is designed for

collaboration, not just with the client, but with the

attorney and other advisors the clients may have.


There are two basic functions to be performed:

1. Designing and implementing the Plan at SEPC

2. Establishing and performing ongoing

Administration of the Plan, by either the Client

or by Summit Trust Company

The People at the Summit


• Kevin Brown, President of Summit Trust Company

• George Brown, EVP – Summit Trust Company, CEO Summit Private Client Group

• Theresa Le JD, Vice President, Las Vegas Office

• Jutta Tardiff, Office Administrator, Colmar, PA

• Stephanie Saint-Cyr Esq., Summit Business Development, Colmar, PA

• Amanda Schulenberg, Business Development Colmar, PA

• Michael Wells, Business Development, Colmar, PA

• Darin Martinelli, PhD, Director Business Development SFO Bay Area

Invitation to Join


• Join us by becoming an Associate Advisor to

deliver the best estate planning to more

individuals and families.

• The rewards come naturally when clients know

you have their best interests at heart

• They will trust you with their assets, their

insurance and their future financial success.

Contact Information

Summit Trust Company

Kevin Brown, CEO, President

[email protected]

George P. Brown PhD, EVP

[email protected]

Executive/Marketing Office


P. O. Box 605

190 Bethlehem Pike

Colmar, PA

215 822-6601

Las Vegas Main Office

8861 W. Sahara Ave.

Suite 215

Las Vegas, NV 89117

702 315-0560

New York Office

Summit Private Client Group LLC

c/o Forefront Capital

590 Madison Ave., 34th Fl

New York, NY 10022

215 589-5652

mailto:[email protected]


What is the

Summit Estate Planning Center?

The Center is comprised of two basic Consoles:

My LifeCard Plan

MLCP

The Advanced SEPC Plan

SEPC

Basic Advanced

Client-Centered Advisor-Centered

90% of Estate Planning Needs 10% of Estate Planning Needs

Modest Net Worth Client Moderate to High Net Worth Client

Three Tiers:

Health Care

Last Will & Testament

Dynamic Living Trust (+ add-ons)

Multi-Tiered:

Advanced Living Trusts (+add-ons)

Advanced Trusts:

SNT, ILIT, CRT, APT, Dynasty +

LLC, FLP, Buy-Sell, etc.

Attorney Choice: Personal or Network Attorney Choice: Network Preferred

Template-Driven Short Form Data Trained Associate - Long Form Data

What are the Marketing Channels for the

Summit Estate Planning Center?

The Two Consoles have their own Channels

My LifeCard Plan

MLCP (Potential for Mass Marketing)

The Advanced SEPC Plan

SEPC(Higher-end Consulting)

The Advisor’s Personal Clientele The Advisor’s Personal Clientele

Affiliations with LTC Facilities Family Law Attorneys

Credit Union Memberships Personal Injury Attorneys

Alumni Associations Business Owners

Hospital Employees and Patients Physicians

Property & Casualty Agencies Charitable Organizations

Charitable Organizations Family Offices

Insurance Marketing Organizations High-end Wealth Managers

How does the

Summit Estate Planning Center Function?

The Advisor Associate chooses the Appropriate

Relationship with SEPC

Associate Process

1. Registers and is issued an Associate I.D. & Number

2. Introduced to MLCP/SEPC

3. Oriented to both Systems

4. Trained in Both Systems

5. Takes Estate Planning Course online

6. Performs first six cases under Supervision

7. Utilizes 5-Step planning process with client:

Discovery – Data Collection – Case Design – Document Review –

Implementation & Funding

Why Hasn’t this been done before?

This could not have been done prior to 2006.

Just since then, and especially in 2013, all of this has come together:

• New Technologies

• New Strategic Partners

• New Laws

• New Acceptance of Online Collaboration

Estate Planning – A Cottage Industry

Almost every family needs some degree of estate planning

• Most families don’t have access to quality estate planning

• Typically they hire a local attorney to provide a will

• Estate Planning is perceived to be a benefit reserved for

the wealthy, using “big-time” law firms.

• The costs of good estate planning are perceived to be

very high

• The time required for estate planning is perceived to be

lengthy and cumbersome.

SEPC changes all of this.

The Relationships for

Advisor Associates at SEPC

Affiliate, Staff, Consultant,

Professional, Master Associate

Affiliate Staff Consultant Professional Master

Associate

Annual Fee Free $95 $145 $195 $295

Relationship Referral Assistant Primarily

MLCP

MLCP & SEPC Primarily SEPC

Fee Sharing Referral Fee N/A Tier 1 Tier 2 Tier 3

Training 100% online Online+personal

MLCP/SEPC

Emphasis:

MLCP

Emphasis:

MLCP/SEPC

Emphasis:

SEPC

Organizational Resources

Associate

Firm

Summit Trust

Company

Summit Private Client Group

Summit Estate

Planning Center

Organizational Responsibilities

Associate

Communicate with Client Base, Follow

Up on Opportunities


Provide Fiduciary Services, Trust Administration

Summit Private Client Group

Coordinate STC, Institution and SEPC Activities


Data Collection, Document Prep

and Implementation

Associate Firm

Extending Client Relationships

Into Personal Financial Security

My LifeCard Plan and SEPC Platform

from


Contact Information



[email protected]


[email protected]



P. O. Box 605

190 Bethlehem Pike

Colmar, PA

215 822-6601


8861 W. Sahara Ave.

Suite 215

Las Vegas, NV 89117

702 315-0560

New York Office




New York, NY 10022

215 589-5652



My LifeCare Plan

Summit Estate Planning Center’s fully automated, online estate planning

platform, is a 21st Century System for everyone.

Many Clients may find themselves facing unexpected health conditions and have

not recorded personal health-care directives anywhere nor put a meaningful family

estate plan in place, and they don’t know what to do or where to go for help.

Many Associates have a population of senior clients who can fulfill their health

care documents and estate planning needs through a customized addition to the

Firm’s Financial and Estate Planning Program.

Clients or family members can be introduced to a service platform to obtain

immediate access to a proven online system they can use as a “do-it-yourself”

application directly assisted by a highly trained, online call-center.

The Associate’s revenues will directly benefit from signups, and the Firm will have

an abundance of data to prospect for current and future planning needs.

My LifeCare Plan

Introduction

My LifeCare Plan Benefits

The My LifeCard Plan platform empowers you to offer a user-generated personal

estate plan that will serve up to 90% of your client base.

A cutting-edge processing dynamic for easy user navigation including electronic

signature (ESIGN) technology.

This allows for amendment or changes at any time for FREE

When ESIGN is used, an immediate effective date is created.

Utilizes a safe, legal protocol design already built into the software processing

system

Clients will have an opportunity to seek further guidance for more in-depth estate

planning involving asset preservation techniques (such as provided through a

Medicaid Qualifying Trust) on the system, or through our call center.

Firm Revenue Opportunity

First level service products (Medical POA, Living Will, Advanced Medical

Directives and HIPAA Statement) may be sold, or it can be offered free to

help secure a long term relationship with new members

Pricing is set at wholesale beyond the first level. You may offer the first

level free); you can adjust pricing accordingly if you wish to purchase a

customized application

The “Summit Estate Planning Center” is available for those clients who

need more advanced solutions. Revenue can be “Built-in” to your fee

quotes, with full disclosure to the client.

SEPC will coordinate with you and your Firm’s administrative team for

assistance with Advanced Marketing for such things as “Planned Giving”.

Why is Summit Trust Company the right Corporate

Trustee Partner?

Summit Trust Company provides regulated, corporate trustee/fiduciary services to

take advantage of Nevada’s favorable trust laws

Summit has the experience to guide clients through the entire process of

establishing an estate plan and protecting their assets

Additional revenue sharing is available from clients “opt-in” toward monthly My

LifeCard Plan Membership subscription fees

Enables clients to have unhindered 24/7 access and updating

All Corporate trustee contractual relationships are managed through Summit Trust

Company

Summit’s technology enables customization by your Firm, for an additional

technology fee.

Wholesale Pricing

My Life Card Plan Wholesale Price Market Price

(Please see appendix for complete list)Set-up Monthly Fee Set-up Monthly Fee

Tier 1:

Health Care Power of Attorney, Living

Will, Advanced Directive. HIPPA Form$395 (or Free) $7 Free to $500 *

Tier 2:

Last Will & Testament Plus Tier 1

and Financial Power of Attorney$795 $8 $1,000+ *

Tier 3:

Dynamic Trust Portfolio Plus Tier 2

Revocable Trust, Transfer Assets$1,095 $9 $2,000+ *

Tier 3 Add-on:

Medicate Trust Plus Tier 3 (total) $1,495 $9 $3,000+ *

Tier 3 Add-on:

Special Needs Trust Plus Tier 3

(total)$1,345 $9 $3,000+ *

The monthly fees provide 24/7 access for clients to their Client Console dashboard and enables them to instantly change their

Documents, for no additional charge,, whenever they have such a need

*Law firms and notaries will charge additional fees of up to $300 per hour for changes to outside trust documents and may take

Weeks, or longer, to complete. SEPC does not have any additional fee associated with client-made changes for the above services.

Appendix 1

Tier 1: Healthcare Power of Attorney, Living Will, Advanced Medical Directive,

HIPPA Statement + $7/month Membership

Tier 2: Last Will and Testament, Financial Power of Attorney,+ All Tier 1

Documents + $8/month membership

Tier 3: Dynamic Living Trust Portfolio, Transfer Documents, Certifications + All

Tier 2 Documents + $9/month membership

Tier 3 Add-on: Medicaid Qualifying Trust, + All Tier 3 Documents + $9/month

membership

Tier 3 Add-on: Special Needs Trust, + All Tier 3 Documents + $9/month

membership

Appendix 2 – Advanced Planning Center

Documents Wholesale Fee (1) Market Rate

Advanced [complex] Living Trust $1,250 $2,500 +

Buy-Sell Agreements $ 750 $2,500 +

Limited Liability Company $ 850 $2,500 +

Special Needs Trusts $ 250 $3,000 +

Spendthrift Trusts $ 200 (add-on to RLT) $3,000 +

Medicaid Qualifying Trust $ 400 (add-on to RLT) $3,200 +

Generation Skipping Trust $ 750 (add-on to RLT) $3,500 +

Irrevocable Life Insurance Trust $ 950 $2.500 +

Charitable Remainder Trust $1,250 $3,500 +

Asset Protection Trust $3,950 $8,000 +

Dynasty Trust $4,900 $15,000 +

Premier Family Living Plan $12,900 $50,000 +

Spousal Family Living Plan $6,900 $30,000 +

Note 1: you may add additional fees in the agreement.

Contact Information



[email protected]


[email protected]



P. O. Box 605

190 Bethlehem Pike

Colmar, PA

215 822-6601


8861 W. Sahara Ave.

Suite 215

Las Vegas, NV 89117

702 315-0560

New York Office




New York, NY 10022

215 589-5652



SEPC

Advisor Associate Relationships

• Access to Resources

• Fee Sharing & Billing Arrangements

• Responsibilities and Authorities

• Best Type of Relationship for You

• Qualifications and Experience Required

Advisor Associate Relationships

Access to Resources

Affiliate Staff Support Consultant Professional Master

Annual Fee Free $95 $145 $195 $295

Access to MLCP Yes Yes Yes Yes Yes

Access to SEPC Yes Yes Yes Yes Yes

Basic Intro to MLCP/SEPC Video only Yes Yes Yes Yes

Full MLCP Training No Yes No Yes Yes

Full SEPC Training No Yes No Yes Yes

Advanced SEPC Training No No No Yes Yes

Advanced Charitable Training No No No No Yes

Access Trust Counselors Network Fee Fee Fee Discount Free

Access Connective Wealth/WMO Fee Fee Fee Discount Free

Advisor Associate RelationshipsFee Sharing/Billing Arrangements


MLCP 1st Tier - processing $25 0 $50 $75 $75

MLCP 2nd Tier - processing $50 0 $100 $125 $150

MLCP 3rd Tier - processing $75 0 $150 $200 $250

SEPC 1st Three RLT – Advisor Add-on Billing $50 0 $100 $200 $300

SEPC 2nd Three RLT – Advisor Add-on Billing $100 0 $200 $400 $600

SEPC 7 or more RLT – Advisor Add-on Billing $150 0 $300 $600 $1,000

Adv. Cat. Asset Protection Trust $125 0 $250 $500 $1,000

Adv. Cat. Family Limited Partnership $125 0 $250 $500 $1,000

Adv. Cat. Dynasty Trust $125 0 $250 $500 $1,000

Adv. Cat. Premier Safeguard $200 0 $625 $1,250 $2,500

Adv. Cat. Spousal Safeguard $100 0 $312 $625 $1,250

Advisor Associate Responsibilities and Authorities


For the casual user of

the MLCP and SEPC.

Mostly refers clients to

the SEPC CMS.

Fees paid are “referral

fees”

No responsibility for data

collection, design,

delivery or funding

trusts.

Minimum Billing

Authority on SEPC

RLT’s and Advanced

Trusts

Staff Assistant to Advisor

Associate Performs:

- Data Collection

- Monitors process

Assists with:

- RLT Signing

- RLT Funding

- No Billing Authority on

SEPC RLT’s and

Advanced Trusts

Data Collection

Assists with Design

Monitors process

Assists with:

- Document Signing

- RLT Funding

- Advanced Plan

- Design and

- Implementation

Higher level of Billing

Authority on SEPC RLT’s

and Advanced Trusts

Data Collection

Assists with Design

Monitors process

Assists with:

- Document Signing

- RLT Funding

- Advanced Plan

- Design and

- Implementation

Higher level of Billing

Authority on SEPC RLT’s

and Advanced Trusts

Data Collection

Guides Design

Monitors process

Full Responsibility:

- Document Signing

- RLT Funding

Assists with:

-Advanced Plan

- Design and

Implementation

Standard Level of

Billing Authority on

SEPC RLT’s and

Advanced Trusts

What is the Best Type of Relationship for You?


If you would like to

have access to all that

Summit Estate

Planning Center has

available but you do

not need any training,

or you simply want to

refer your clients and

contacts to SEPC, you

do not have to invest in

a paid membership in

the Center. All you

need to do is register

as an Advisor

Associate Affiliate. You

will receive a fee for all

referrals that you send

to the Center. Your

Customer Service

Manager will help you

to determine the best

type of relationship

with the Summit Estate

Planning Center.

If you work for an

Advisor Associate at any

level you should be

properly trained in all

aspects of client support.

You will be able to do all

the things that an

Associate performs,

thereby relieving the

Advisor to work with

their client in the critical

planning functions.

Much of the work of

collecting data and

inputting the data into

the various systems can

be done best by a staff

assistant who is used to

working with the online

system. Your Customer

Service Manager will

help you to determine

the best type of

relationship with the

Summit Estate Planning

Center.

An Advisor Associate

Consultant is mostly

utilizing the MLCP system in

a basic estate planning

practice. The MLCP will

serve the needs of the great

majority of estate planning

clients who need a basic

Revocable Living Trust, and

perhaps a Medicaid

Qualifying Trust or a Special

Needs Trust for their

dependent children. The

Consultant will also have

access to the more

advanced SEPC system, but

will not be using it as often

as Associates who are

serving a higher net worth

clientele. Your Customer

Service Manager will help

you to determine which is

the best type of relationship

with the Summit Estate

Planning Center.


Professional is serving a higher

net worth clientele and needs a

broader array of trust services.

The Professional will be serving a

broader array of clients and

dealing with more customized

trusts where the oversight of a

network attorney is critical to the

process. There may be many

clients who can be best served

by the three tiers of the MLCP,

but all of the MLCP functions are

included in the SEPC program,

with a greater degree of

customization. The Professional

Advisor Associate is interested in

learning and applying the SEPC

tools that serve business owners

and families with more

significant wealth. Your

Customer Service Manager will

help you to determine the best

type of relationship with the

Summit Estate Planning Center.

Data Collection

Guides Design

Monitors process

Full Responsibility:

- Document Signing

- RLT Funding

Assists with:

-Advanced Plan

- Design and

-Implementation

Standard Level of

Billing Authority on

SEPC RLT’s and

Advanced Trusts

Qualifications and Experience to be an Advisor Associate?

Affiliate Staff Consultant Professional Master

An Advisor

Associate Affiliate

needs to have a

network of

contacts that have

a potential need

for Estate

Planning.

The Affiliate needs

no licenses or

registrations. It is

the quality of the

network that

should determine

if having a

connection with

SEPC would be

useful to the

Affiliate and the

contacts in the

network.

An Advisor

Associate Assistant

should have

knowledge of the

Internet and

software relating to

online applications

and data entry. A

familiarity with

estate planning is

not essential but is

helpful. Financial

planning and other

services,

particularly

insurance, would be

an advantage,

because many of

the terms used in

estate planning

would be familiar.

The Advisor Associate

Consultant is likely to have

experience in Life

Insurance and/or annuity

sales. The concentration is

likely to be on the MLCP

process, which is the

simpler of the platforms.

The client can actually

complete the forms on

line, but the Consultant

may wish to assist in the

process. Most data entry

for the MLCP is easy and

straight forward. On the

SEPC Platform the data

entry process can take up

to an hour or more, and

explaining the options to

clients may take longer,

because there are many

more choices.


Professional is likely to be more

active in the SEPC Platform than

on the MLCP. The experience

level in insurance or other

financial services is higher, and

the size of the current practice

provides ample clients for basic

and advanced estate planning.

As the practice expands it would

argue for having a trained

Assistant to do most of the data

entry. The Professional has

credentials that show efforts

involving continuing education

and development. They may also

be able to point to metrics such

as annual premium produced or

assets under management, or

other indications of productivity.

A Master Advisor Associate has a staff and perhaps other Advisors associated with his or her firm. Their concentration will be on the SEPC Platform and will apply their experience to solve the estate planning issues of their clients. There may be other Advisor Associates that will be supported by the Master Associate. There will also be one or more staff assistants that can be trained in the process for both SEPC and MLCP. This is an experienced person who knows the jargon of estate planning and wishes to expand the practice through the use of the SEPC technology. The Master Associate can see clearly how using SEPC can dramatically improve the quality and volume of service that can be provided to estate planning clients.

Contact Information



[email protected]


[email protected]



P. O. Box 605

190 Bethlehem Pike

Colmar, PA

215 822-6601


8861 W. Sahara Ave.

Suite 215

Las Vegas, NV 89117

702 315-0560

New York Office




New York, NY 10022

215 589-5652



sepc associate advisor presentation1 3

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