Secret Sources of Credit Revenue - Financial Planners Hold The Keys

Private Wealth leaders on the divisional, regional and team levels are all looking for new sources of revenue.  One typically untapped source sits in the office right down the hall.

Your Financial Planning colleagues know it all!  They are invited into your client and prospect families' current and future worlds.  For them to rationally introduce and eventually recommend future financial  stratagems they are given a level of information not typically reached by any other member of the advisory team. 

"Credit Opportunity Discovery"education is not often offered to the planning staff.  You can change that paradigm.   Those companies' that do formalize a opportunity discovery training approach for this constituency have enjoyed significant gains in Private Wealth Management credit production.  As strategies are designed to provide either wealth preservation, wealth accumulation or both, previously undiscovered possibilities will come to light.  Situations will arise where the use of a Strategic Credit Facility, as an alternative to the "standard" financial solution, can provide the client and their family with substantial  Economic Benefit.  Benefit that can and should be quantified by a member of the Credit Advisory group prior to presentation to the client. 

Credit Opportunity Discovery education in today's Client Team approach to the Private Wealth market is essential to the team reaching its full success potential.  In this team structure the Planners are not asked to become experts in providing Credit Advice but only to become aware of apropos credit concepts and then to recognize situations where a Strategic Credit Facility potentially could provide Economic Benefit. 

Do your Financial Planners encounter situations where an Strategic Credit alternative could aid their client?  Experience tells me that your Financial Planners encounter them everyday.  

For instance, do your clients:

-Use GRATS to pass low basis, easily valued, marketable securities to future generations?
Consider a Strategic Credit Facility to "insure" GRAT success

-Gift low basis stock to subsequent generations and there-by loose its potential  step-up in basis?
Consider a Strategic Credit Facility to fund the gift and maintain the basis step up

-Purchase high dollar life insurance within an ILIT?
Consider a Strategic Credit Facility for the ILIT itself to:
1. to defer or potenitally avoid creating tax liability for the insured when gifting premiums
2. keep cash otherwise used to pay premiums invested

-Incur Estate Taxes where prudent financial planning has isolated the client's liquid assets from the estate’s executor/administrator?
Consider a long term fixed rate Strategic Credit Facility to actually reduce estate tax liability and pay the total tax due in a timely manor

These concepts and many others can be covered in a scalable and repeatable seminar designed to significantly stimulate growth in the credit related revenue achieved by your company's  Private Wealth organization.  Your Financial Planning constituency is one of the keys to meaningful credit production success.  Once armed with this education immediate opportunities will result.  While not all opportunities will result in "at bats" or subsequent credit production, those that do will very rapidly increase the team's comfort in recommending the use of Strategic Credit Facilities leading to increase in overall team productivity.  

For a deeper level of detail on the Strategic Credit uses I've mentioned here please review the previously published articles my LinkedIn profile page or on my blog.


I am ready to discuss the delivery of an "Credit Opportunity Discovery"educational offering for your Financial Planners.  Please don't hesitate in contacting me at 404-909-5167.  Thank you.

Mark S. Johnson
Strategic Credit Solutions

mark.johnson@strategiccreditsolutions.com