Wealth Strategist at Northern Trust

Phoenix, Arizona, United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Financial Services, Wealth ManagementIndustries

Requirements

Knowledge of fiduciary products and services (e.g., personal trusts, living trusts, wills, investment management, security custody, financial consulting, estate planning), including fee structures and documentation, acquired through work experience
Analytical and sales skills to relate individual customer asset situations to specific products
Interactive skills to comprehend prospect needs and respond with appropriate solutions
3-5 years of trust sales or trust relationship management experience

Responsibilities

Sells bank products and services to individuals focusing on trust products
Cultivates existing bank clients as well as internal and external business and personal contacts to identify and develop prospective clients
Researches prospect's financial picture and possible needs to determine how to best provide service
Composes letters to prospective clients and follows up with telephone calls to arrange meetings
Presents bank product materials to prospective client or designated liaison (e.g., attorney, CPA, etc.)
Responds to questions, consulting bank partners for additional product/service information when necessary; conducts additional prospect analysis to further determine services
Consults with clients and their attorneys on the benefits of estate planning products/services; analyzes property/assets and develops alternatives (e.g., creation of living or insurance trusts)
Consults with clients and their attorneys to determine appropriate plans for estate taxes; utilizes knowledge of inheritance, gift, income, and estate taxes to sell services to clients
Summarizes account assets to determine eligibility, qualifications, and tax classification
Maintains current in-depth knowledge of a full range of trust-oriented services (e.g., personal trusts, living trusts, wills, investment management, security custody, financial consulting, estate and tax planning)
Initiates and follows through on any request for loan, checking, or savings account services by contacting banking and operations areas as appropriate
Develops a perspective on individual client situations to use as a vehicle for selling products
Maintains periodic contact with client and acts as a liaison between the client and the rest of the bank for various activities (e.g., setting up accounts, facilitating transactions)
Cross sells relationship improvement opportunities to existing clients by providing pertinent client update information to partners within appropriate areas of the bank
Sets personal sales goals with manager based on sales history and product knowledge