Estate and Trust Consultant

Requisition ID: 215157

Join a purpose driven winning team, committed to results, in an inclusive and high-performing culture.

As the **Scotiatrust Estate & Trust Consultant,**you are a key member of the Scotiatrust team and the team of specialists within Canadian Wealth Management, providing clients with a premium estate planning experience. As part of an innovative team-based approach to wealth management, you will work to deepen and strengthen client relationships by providing clients with customized, needs-driven solutions and critical estate planning insights that enhance their Total Wealth plans. As the primary source of business development for the trust company responsible for generating both immediate fee revenue and deferred fee revenue, you will collaborate with advisors and other colleagues to identify opportunities to create value, as well as foster external partnerships to promote Scotiatrust’s capabilities and support new client acquisition for the organization.

**Is this role right for you? Your role**:

- ** Develops and onboards new business to Scotiatrust by**:

- Partnering with Scotiabank & Scotia Wealth Management advisors to meet with high net worth (HNW) clients and prospects, creating a positive experience for the client and the advisor, adding value by providing estate and trust solutions by preparing high level estate plans and highlighting appropriate estate planning strategies and solutions, as well as other Wealth opportunities;
- Driving increased advisor engagement within your defined region through the delivery of educational sessions and one-on-one interactions that help advisors incorporate estate planning and solutions into their client relationships;
- Providing recommendations related to estate planning, trusts, philanthropy, and other fiduciary and/or agency solutions, including liaising with the client’s lawyer and other external advisors, where required;
- Implementing new solutions that generate a variety of fee structures - both deferred and immediate - that can be one-time and/or annually recurring;
- Fostering relationships with Centres of Influence - lawyers, accountants, and other professionals
- to promote the role of the trust company and the value we deliver; and
- Maintaining records of each engagement, updating their statuses throughout the lifecycle, and completing all necessary documentation to open accounts and finalize the business.
- **Delivers estate planning services as part of the Total Wealth offer and planning process by**:

- Contributing to the development of Total Wealth Plans by reviewing draft plans, providing suggestions, and participating in round table meetings;
- Partnering with other specialists, such as Insurance Consultants and members of the Advanced
- Planning team, to identify opportunities and develop complementary recommendations;
- Supporting advisors in their efforts to address their clients’ Total Wealth needs, either through their planning process or on an ad hoc basis; and
- Meeting with HNW clients who may not be interested in Scotiatrust solutions to provide “legacy planning” insights, including written recommendations and action plans.
- **Contributes to Scotiatrust’s commitment to maintain mutually beneficial partnerships through reciprocal activities by**:

- Collaborating with Trust Officers and Associates to identify beneficiaries who are prospective clients and identifying possible referral destinations;
- Facilitating introductions to various partners, both within Wealth Management and in Retail (through Wealth Management Consultants); and
- Following up with those partners to determine the outcomes of those introductions.
- **Manages a block of prospective clients within our Will Bank by**:

- Proactively reviewing a number of high value will and other appointments to ensure that Scotiatrust remains named in their legal documents;
- Engaging in an estate planning discussion to determine if their needs have evolved and if any part of their plan requires updating;
- Coordinating a regular, high-level touch point program for all appointments within their region, coaching advisors to address the topic in their regular reviews, and supported by their Regional Estate & Trust Administrator (RETA) and any National Office activities; and
- Ensuring that the Will Bank is updated as they determine situations where Scotiatrust is no longer named in the legal documents.
- **Contributes to the effective functioning of the team by**:

- Supporting Scotia Wealth offices with technical expertise and staying current on industry developments;
- Participating actively in team learning development activities and team performance objectives;
- Coaching and mentoring Associate Estate & Trust Consultants;
- Actively participating and contributing to touch bases and team meetings;
- Encouraging the generation of new ideas and approaches; and
- Actively share knowledge and experience to enhance the development of all team members.
- **Cha