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PRESENTED BY EDWARD S. LINSLEY SENIOR VICE PRESIDENT RELIANCE TRUST COMPANY

INSURANCE TRUST (ILIT) RISK MANAGEMENT 25 TH ANNUAL RISK MANAGEMENT CONFERENCE ATLANTA, GEORGIA APRIL 18, 2011 1:30PM-2:30PM. PRESENTED BY EDWARD S. LINSLEY SENIOR VICE PRESIDENT RELIANCE TRUST COMPANY. ILIT’S ARE NOT WHAT YOU THINK THEY ARE!. Loss Leader or Just Losses Key Bank Law Suit

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PRESENTED BY EDWARD S. LINSLEY SENIOR VICE PRESIDENT RELIANCE TRUST COMPANY

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  1. INSURANCE TRUST (ILIT) RISK MANAGEMENT25TH ANNUAL RISK MANAGEMENT CONFERENCEATLANTA, GEORGIAAPRIL 18, 2011 1:30PM-2:30PM PRESENTED BY EDWARD S. LINSLEY SENIOR VICE PRESIDENT RELIANCE TRUST COMPANY

  2. ILIT’S ARE NOT WHAT YOU THINK THEY ARE! • Loss Leader or JustLosses • Key Bank Law Suit • Near miss cases • Ms Smith • Mr. Jones • Difficult Clients • Getting Rid of ILIT’s • Not so easy • Is there Opportunity

  3. HOW WE GREW OUR ILIT BUSINESS • Historical – Prior to 2003 • Recent Acquisitions • Metropolitan • Prudential • Successor Trustee Opportunities • RBC, FAT, Regions, Wells Fargo

  4. ARE RISKS MANAGEABLE? • Understanding What the Risks Are • Predictive Analysis Report - InsuranceIQ • Administrative Efficiencies & Minimizing Risk • Procedures and Processes • Gift notices, Collecting Premium, Sending Crummey Letters & Paying Premiums • Problem resolution on “troubled” policies • Outsourced Administration • Using a TPA • Documentation & Communication • CYA

  5. PRICING • InitialFee Structures • Current Fees

  6. CONCLUSION • Need to decide to either be in or get out of this business line based on overall risk analysis and revenue to cover the risks.

  7. QUESTIONS? EDWARD S. LINSLEY SENIOR VICE PRESIDENT RELIANCE TRUST COMPANY 1100 Abernathy Road, 500 Northpark, Suite 400 Atlanta, GA 30328 1.800.749.0752 elinsley@relico.com Thank you.

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