Cetera Financial Institutions is a marketing name of Cetera Investment Services LLC, member FINRA/SIPC.

For use with financial professionals only.

Maximizing Your Customers’ ExperienceIntegrating Holistic Growth Within Your Wealth Management Offerings

Catherine M. Bonneau President and CEO

Tim Bush Senior Vice President

Bell State Bank and Trust

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Catherine M. Bonneau President and CEO, Cetera Financial Institutions

30-year industry experience centered in retail financial services with an emphasis on the high-net-worth market

Held executive leadership positions at ING Trust USA, BankBoston (now Bank of America), Bank of New York and Citibank

Cetera Financial Institutions is a self-clearing, registered broker-dealer delivering customized investment and insurance solutions to nearly 500 financial institutions nationwide

Cetera Financial Institutions is an affiliate of the family of broker-dealers of Cetera Financial Group, the retail advice platform of RCS Capital Corporation (NYSE: RCAP)

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Tim Bush Senior Vice President – Wealth Management

Division, Bell State Bank and Trust

Honored recently by Bank Investment Consultantas one of the Top 20 Program Managers

Bell State Bank has doubled their investment program since 2012

Total AUM of the WM division is $4.2 billion; theinvestment program alone is $450 million

Currently, it’s 20% of the wealth management division’s revenue and 2% of the bank’s total

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Today’s Agenda

State of current affairs

Missed opportunities

Good news

Building client relationships

Bell State Bank: Wealth management success story

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State of current affairs

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Missed opportunities

“Not integrating private banking, trust, andbrokerage units … [is] leaving money onthe table and wasting opportunities to build deeper customer relationships.”

Source: Kehrer Bielan Research & Consulting

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Missed opportunities: Unmet client needs

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Understanding client behavior

Trust clients keep $2 of their financial assets with full-service brokerage firms and financial

planners for every $4 they hold at financial institutions.

39% maintain a brokerage account at a full-service brokerage firm.

57% of private banking clients hold much of their assets in financial institutions.

39% 57%

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Good news: How big is the opportunity?

The average balance in asset management

accounts: $547K for trust and $348K for private banking clients.

Almost 20% of private banking clients own an asset management account, as do

almost 12% of trust clients. The situation is nearly the same in advisory

accounts: $1.5M for trust; $357K for private banking clients.

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Good news: Preference for financial institutions

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And the good news continues…

Trust and private banking clients are more than 4x more likely to say they have “a great deal of trust” in their bank compared to full-service brokerage firms.

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Building client relationships: Increase client loyalty and services

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Building client relationships: Holistically integrating wealth management

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Bell State Bank model New day – New leadership

Rules of engagement – Investment collaborates with Trust

Portfolio Model Management

Trust gives back

Advisory business jumped from<1% in 2012 to nearly 4% in 2013.Key driver in product mix growth in 2013 (over 2012) was Direct Alternative Investments. The product mix for DAIs in 2012 was 6% and that jumped to 37% in 2013.

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Bell State Bank is seeing GREEN

$25MM

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Bell State wealth management process

All Equity All Fixed 80/20% Blend Cetera Strategies

Market Outlook Rebalance Trades Communications

2-1/2 Days Now 1 HOUR!

Discovery Common Allocation ModelsCollaborationInvestors

Research

Portfolios

FolioTrading

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Referral success

$23,314,605

$3,788,368

$27,102,973

$1,614,557

$24,929,162

856

31,662

92%

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Further resources

Read about this topic and other industry best practices in our Thought Leadership section on our website.

Cetera Financial Institutions ceterafinancialinstitutions.com

Contact Mary Jo Wallenstein maryjo.wallenstein@ceterafi.com 320.656.4336.

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Questions & Answers