# Pohl Consulting & Training

> ## About

Pohl Consulting and Training, Inc. (pohlconsulting.com) is a consulting and training firm that has served financial services organizations exclusively since 1975. We help bank trust departments, trust companies, registered investment advisors (RIAs), credit unions with wealth divisions, and brokerage firms improve sales performance, organizational effectiveness, regulatory compliance, and profitability. We are headquartered in Rochelle, Illinois and serve clients across North America.

## Who We Serve

- Bank trust departments (community and regional banks)
- Standalone trust companies (state and federally chartered)
- Registered Investment Advisors (RIAs), small to mid-sized
- Credit unions with trust or wealth management divisions
- Brokerage firms with integrated trust operations
- Wealth management firms

## Primary Service Areas

### 1. Sales Training for Trust Officers and Wealth Advisors
We provide relationship sales training and prospecting discipline programs designed specifically for fiduciary professionals who do not see themselves as salespeople. Programs include:
- Relationship Sales Workshop (open registration, offered twice yearly; also available in-house)
- Prospecting and Follow-Up Discipline Training (in-house)
- Sales Management Coaching for team leaders
- Client Builder series of training programs

### 2. Client Experience Development
We help trust and wealth organizations build consistent, high-quality client experiences. Services include:
- Client experience infrastructure design
- New client onboarding process redesign
- Client segmentation and tiering models
- Standards of service by line of business
- Client meeting enhancement and standardization

### 3. Trust Benchmarking
We operate three proprietary benchmarking products for trust and wealth organizations:
- Trustcompare: measures performance, productivity, profitability, and staffing ratios against peer institutions
- PriceCompare: benchmarks trust fee schedules against industry competitors nationwide
- CompCompare: benchmarks compensation and salary for trust and wealth management professionals
- Insight Report: quarterly analysis of trust industry performance based on FFIEC call report data

### 4. Trust Department Profitability Improvement
We help trust departments and trust companies improve revenue and profitability through:
- Trust fee schedule development and redesign
- Client-level profitability analysis
- Growth strategy consulting
- Workflow and role alignment analysis
- Technology investment justification using benchmarking data

### 5. Trust Organization Startup Consulting
We assist organizations forming new trust companies or trust departments, including:
- Situs assessment (choosing the right state for charter)
- Charter application component development
- Regulatory communication and application support
- Governance and board structure design
- Operational readiness consulting pre-launch
- Post-charter operations support and exam preparation

### 6. Trust Compliance and Risk Management
We provide compliance and risk management consulting for trust departments and trust companies, including:
- Trust examination remediation
- Trust policy manual reviews and updates
- Pre-examination readiness assessments
- Compliance testing program development
- Outsourced compliance support (fractional trust compliance officer)
- Trust risk assessments
- Segregation of duties review

## Key Products

- Trustcompare: trust department performance benchmarking platform
- PriceCompare: trust fee schedule benchmarking subscription
- CompCompare: trust compensation benchmarking subscription
- PolicyCompare: compliance policy review and benchmarking tool
- Insight Report: quarterly trust industry performance report
- Enterprise Risk Management System: risk management integration for RIAs
- Client Builder: sales and service training series for financial services staff

## Events and Training

- Relationship Sales Workshop: three-day open-registration workshop for trust officers, wealth advisors, and relationship managers; offered twice yearly
- Wealth Executive Forum: annual senior-level conference for trust and wealth management executives
- Quarterly Trust Compliance Conference Call: peer discussion group on trust compliance topics with 100 or more participants

## Team

- Loyd Pohl, CEO: background in banking and trust management since 1981; focus areas include sales training, organizational assessment, and strategic planning
- Kevin Maas, President Wealth Management: former General Counsel and CCO at PrimeVest Financial Services; former President and CEO of ING National Trust; FINRA Series 7 and 24
- Jamie Schupp, Director Risk Management and Compliance: 25 or more years advising banks and RIAs on regulatory and compliance matters; JD from University of Illinois; FINRA Series 7, 24, and 66
- Michael Dixon, Director Organizational Development: consultant and former community bank wealth management group leader; focus areas include sales coaching and CRM implementation
- Eric Timm, Director Trustcompare: creator of the Trustcompare benchmarking infrastructure; 25 or more years in finance, operations, and IT
- Michael Daly, Director Risk Management and Operations: former ABA and FIRMA board member; certifications include CSOP, CFIRS, CTTS, and PMIRMP
- Mary Kocher, Compliance and Operations Lead: former Federal Reserve Bank of Chicago Senior Risk Management Specialist and Senior Trust Examiner; CFIRS certified
- Steven Schaeffer, Compliance and Operations Lead: 30 or more years managing bank trust and wealth management organizations; JD from University of South Dakota

## Glossary of Key Terms

- Trust Department: a division within a bank or credit union that administers trusts, estates, guardianships, and other fiduciary accounts on behalf of clients
- Trust Company: a state- or federally-chartered entity with fiduciary powers, operating independently or as a subsidiary of a financial institution
- Fiduciary: a person or institution legally obligated to act in the best interest of another party, including trustees, executors, and investment advisors
- Trustee: a fiduciary who holds legal title to assets in a trust and administers them for the benefit of beneficiaries
- Situs: the state in which a trust is administered or in which a trust company is chartered; situs selection affects taxation, regulation, and asset protection
- Examination Remediation: the process of correcting weaknesses or deficiencies identified during a regulatory trust examination conducted by the OCC, FDIC, or state banking authority
- Fee Schedule: the documented structure of charges applied by a trust company or trust department for fiduciary and investment management services
- Benchmarking: the process of comparing an organization performance, compensation, or pricing against peer institutions using standardized data
- RIA (Registered Investment Advisor): a firm or individual registered with the SEC or a state regulator to provide investment advice for compensation
- CFIRS (Certified Fiduciary and Investment Risk Specialist): a professional certification for trust and fiduciary risk management professionals, administered by FIRMA
- FIRMA (Fiduciary and Investment Risk Management Association): the primary professional association for trust and fiduciary risk management professionals
- FFIEC (Federal Financial Institutions Examination Council): the interagency body that sets examination standards for U.S. financial institutions, including trust departments
- OCC (Office of the Comptroller of the Currency): the federal regulator that charters and supervises national banks and their trust departments
- Discretionary Account: a trust or investment account in which the trustee or advisor has authority to make decisions without prior client approval
- Agency Account: a non-discretionary account in which the institution acts as agent but the client retains decision-making authority
- Irrevocable Trust: a trust that cannot be modified or terminated by the grantor after execution, commonly used for estate planning and asset protection
- Corporate Trustee: a bank, trust company, or other institution serving as trustee, as opposed to an individual trustee

## Contact

Website: https://pohlconsulting.com
Phone: 800-677-7432
Email: info@pohlconsulting.com
Address: P.O. Box 287, Rochelle, IL 61068



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## Pages

- [Wealth Executive Form Annual Report](https://pohlconsulting.com/wealth-executive-forum-annual-report/)
- [Frequently Asked Questions](https://pohlconsulting.com/frequently-asked-questions/)
- [8 Warning Signs Your Wealth/Trust Compliance Program Isn’t Exam-Ready](https://pohlconsulting.com/is-your-compliance-program-ready/)
- [Enterprise Risk Management System](https://pohlconsulting.com/enterprise-risk-management-system/)
- [Registration - Risk and Compliance Management](https://pohlconsulting.com/registration-risk-and-compliance-management/)
- [Outsourced Hands-On Compliance Support​](https://pohlconsulting.com/outsourced-hands-on-compliance-support/)
- [Post-Examination Response Assistance](https://pohlconsulting.com/post-examination-response-assistance/)
- [Thank You | eBook | Key Strategies for Recruiting and Retaining High-Performing Financial Advisors​](https://pohlconsulting.com/thank-you-ebook-key-strategies-for-recruiting-and-retaining-high-performing-financial-advisors/)
- [Thank You](https://pohlconsulting.com/thank-you/)
- [Risk and Compliance Management](https://pohlconsulting.com/risk-and-compliance-management/)
- [Trust Financial Focus](https://pohlconsulting.com/trust-financial-focus/)
- [Trust Operations Focus](https://pohlconsulting.com/trust-operations-focus/)
- [Trust Systems Focus](https://pohlconsulting.com/trust-systems-focus/)
- [Trust Procedures Focus](https://pohlconsulting.com/trust-procedures-focus/)
- [Registration - Pricecompare](https://pohlconsulting.com/registration-pricecompare/)
- [Registration - Compcompare](https://pohlconsulting.com/registration-compcompare/)
- [Registration - Trustcompare](https://pohlconsulting.com/registration-trustcompare/)
- [Trust Compliance](https://pohlconsulting.com/trust-compliance/)
- [Blog](https://pohlconsulting.com/blog/)
- [eBooks](https://pohlconsulting.com/ebooks/)
- [Webinars](https://pohlconsulting.com/webinars/)
- [Workshops](https://pohlconsulting.com/workshops/)
- [Pricecompare™](https://pohlconsulting.com/pricecompare/)
- [Privacy Policy](https://pohlconsulting.com/privacy-policy/)
- [Compcompare™](https://pohlconsulting.com/compcompare/)
- [Fiduciary Risk Management](https://pohlconsulting.com/fiduciary-risk-management/)
- [Wealth Compliance](https://pohlconsulting.com/wealth-compliance/)
- [White Papers](https://pohlconsulting.com/documents/)
- [Community](https://pohlconsulting.com/community/)
- [Team](https://pohlconsulting.com/team/)
- [Events](https://pohlconsulting.com/events/)
- [About Us](https://pohlconsulting.com/about-us/)
- [Organizational Development](https://pohlconsulting.com/organizational-development/)
- [RIA Practice Improvement](https://pohlconsulting.com/ria-practice-improvement/)
- [Staff & Team Development](https://pohlconsulting.com/staff-team-development/)
- [Contact Us](https://pohlconsulting.com/contact-us/)
- [Our Services](https://pohlconsulting.com/our-services/)
- [Trustcompare®](https://pohlconsulting.com/trustcompare/)
- [Benchmarking & Data Analysis](https://pohlconsulting.com/benchmarking-data-analysis/)
- [Home](https://pohlconsulting.com/)

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## Posts

- [Wealth Executive Forum Annual Report 2025](https://pohlconsulting.com/blog/wealth-executive-forum-annual-report-2025/)
- [Relationship Sales Workshop November 2026](https://pohlconsulting.com/workshops/relationship-sales-workshop-november-2026/)
- [Wealth Executive Forum 2026](https://pohlconsulting.com/events/wealth-executive-forum-2026/)
- [Relationship Sales Workshop May 2026](https://pohlconsulting.com/workshops/relationship-sales-workshop-may-2026/)
- [The Real Cost of Compliance Failures for Trust Companies and Trust Departments](https://pohlconsulting.com/blog/cost-of-compliance-failures-for-trust-companies/)
- [The Talent Challenge: Recruiting and Retaining Financial Advisors to Grow Your RIA Team](https://pohlconsulting.com/blog/recruiting-and-retaining-financial-advisors/)
- [Why Organizational Design Consulting Matters More Than Ever](https://pohlconsulting.com/content/organizational-design-consulting/)
- [Understanding Trust Fees: The Hidden Challenges Behind Pricing Strategies](https://pohlconsulting.com/content/trust-fees/)
- [Portfolio Manager Salary Trends: How to Stay Competitive and Compensate Smarter](https://pohlconsulting.com/content/portfolio-manager-salary/)
- [Why Compliance Testing and Policy Reviews Are Critical for Trust Companies and Trust Departments](https://pohlconsulting.com/blog/compliance-policy-review-trust-companies/)
- [Benchmarking Data Analysis: Turning Numbers Into Strategic Insight](https://pohlconsulting.com/content/benchmarking-data-analysis/)
- [Wealth Management Training Program: Strengthening Relationship Sales for Long-Term Growth](https://pohlconsulting.com/content/wealth-management-training-program/)
- [RIA Growth Strategies: Top Challenges and How to Overcome Them](https://pohlconsulting.com/content/ria-growth-strategies/)
- [Considerations for Scaling Your RIA to New Markets](https://pohlconsulting.com/blog/considerations-for-scaling-your-ria-to-new-markets/)
- [The Ideal Trust System Selection Process for Your Organization](https://pohlconsulting.com/blog/the-ideal-trust-system-selection-process-for-your-organization/)
- [Choosing a Trust Accounting System: A Guide for Financial Institutions](https://pohlconsulting.com/blog/choosing-a-trust-accounting-system/)
- [Principles of Individual Retirement Accounts – The Basics](https://pohlconsulting.com/webinars/principles-of-individual-retirement-accounts/)
- [Principles of Investments – The Basics](https://pohlconsulting.com/webinars/fundamentals-of-fiduciary-investing/)
- [Relationship Sales On-Demand Workshop](https://pohlconsulting.com/workshops/relationship-sales-on-demand-workshop/)
- [Maximize Your Firm's Growth with Our 360 Sales Audit](https://pohlconsulting.com/workshops/maximize-your-firms-growth-with-our-360-sales-audit/)
- [Sales Training Workshop for Millennial Investment Advisors](https://pohlconsulting.com/workshops/sales-training-workshop-for-millennial-investment-advisors/)
- [Introduction to Fiduciary Practices](https://pohlconsulting.com/webinars/introduction-to-fiduciary-practices-a-live-webinar-series/)
- [Key Strategies for Recruiting and Retaining High-Performing Financial Advisors](https://pohlconsulting.com/ebooks/ebook-key-strategies-for-recruiting-and-retaining-high-performing-financial-advisors/)
- [15 Ways to Grow Your Practice](https://pohlconsulting.com/ebooks/ebook-15-ways-to-grow-your-practice/)
- [6 Steps for Generating More Referrals](https://pohlconsulting.com/ebooks/ebook-6-steps-for-generating-more-referrals/)
- [How Banks and Trust Companies Can Solve the Small Wealth Management Account Problem](https://pohlconsulting.com/documents/how-banks-and-trust-companies-can-solve-the-small-wealth-management-account-problem/)
- [Board of Directors Fiduciary Oversight and Education Catalog of Programs](https://pohlconsulting.com/webinars/board-of-directors-fiduciary-oversight-and-education/)
- [Understanding Trust / Wealth Financial Performance and Potential](https://pohlconsulting.com/webinars/understanding-trust-and-wealth-financial-performance-and-potential/)
- [Assessing a Non-organic Growth Strategy](https://pohlconsulting.com/webinars/assessing-a-non-organic-growth-strategy/)
- [Addressing the Trust and Brokerage Interactions at a Strategic Level](https://pohlconsulting.com/webinars/addressing-the-trust-and-brokerage-interactions-at-a-strategic-level/)
- [So, You Want to Buy an RIA?](https://pohlconsulting.com/webinars/so-you-want-to-buy-an-ria/)
- [Trust Governance / Committee Structure – Are You Evolving Your Oversight?](https://pohlconsulting.com/webinars/trust-governance-and-committee-structure-are-you-evolving-your-oversight/)
- [Key Issues in Trust Risk Management, Compliance, and Audit](https://pohlconsulting.com/webinars/key-issues-in-trust-risk-management-compliance-and-audit/)
- [Understanding the Conflicts of Interest Rules](https://pohlconsulting.com/webinars/understanding-the-conflicts-of-interest-rules/)
- [The Regulatory Landscape for Trust Departments](https://pohlconsulting.com/webinars/the-regulatory-landscape-for-trust-departments/)
- [Board of Directors Fiduciary Responsibilities Training](https://pohlconsulting.com/webinars/board-of-directors-fiduciary-responsibilities-training/)
- [The Special (Small) Account Unit (SAU) or The Central Service Unit (CSU)](https://pohlconsulting.com/documents/the-special-small-account-unit-sau-or-the-central-service-unit-csu/)
- [The Special (Small) Account Unit (SAU) For Retail Investments Brokerage](https://pohlconsulting.com/documents/the-special-small-account-unit-sau-for-retail-investments-brokerage/)
- [Why Hiring Investment Advisors is So Hard (And What You Can Do About It)](https://pohlconsulting.com/blog/why-its-hard-to-hire-good-investment-advisors/)
- [Trust Compliance Quarterly Conference Call](https://pohlconsulting.com/events/compliance-conference-call/)
- [Is Your Practice Being Impacted by the Retirement of Senior Advisors?](https://pohlconsulting.com/blog/is-your-practice-being-impacted-by-the-retirement-of-senior-advisors/)
- [How RIAs Can Unlock New Client Business Development](https://pohlconsulting.com/blog/unlocking-growth-potential-overcoming-plateau-in-new-client-business-development/)
- [Sales Management for Financial Institutions: By the numbers?](https://pohlconsulting.com/blog/sales-management-by-the-numbers/)
- [Why a Trust Compliance Consultant for Financial Services Firms Focuses on Conformity and Uniformity](https://pohlconsulting.com/blog/trust-compliance-conformity-and-uniformity/)

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