When advisors consider trust partners, accessibility, alignment, and authenticity often top their list of requirements. Members Trust Company (MTC), led by President and CEO Ken Lako, aims to meet those expectations while redefining what it means to be an advisor-friendly trust company. Built on a foundation of credit union ownership and guided by a mission rooted in service, the firm provides trust, fiduciary, and investment management solutions designed to help advisors protect, grow, and retain client relationships.
In an interview with The Wealth Advisor’s Scott Martin, Lako explains how Members Trust Company combines national reach with a community-driven ethos, giving advisors the scale of Wall Street and the values of Main Street. He emphasizes that trust work is more than transactional—it requires deep partnerships and a commitment to clients’ long-term well-being. “A lot of advisors and a lot of clients out there really need the kind of help we can provide,” he says. “We start with yes, and we try to find a way to make it work for everybody.”
Building Partnerships, Not Transactions
Advisors know that selecting a trust company often feels like choosing between a rigid vendor and a collaborator. Lako draws a sharp distinction between the two. He believes that MTC succeeds because it is committed to forming partnerships that last for generations, not transactional arrangements that end once a document is signed. “So, when we get them, we definitely go out of our way to make sure we are being an advisor-friendly trust company and making it work for everybody,” Lako observes.
Advisors need partners who not only understand their business but also align with their clients’ goals. For MTC, collaboration means working side by side with advisors, respecting existing client relationships, and ensuring solutions are tailored rather than off the shelf. The result is a shared sense of accountability, which is increasingly rare in a market filled with commoditized trust services.
Meeting Advisors and Clients Where They Are
Every advisor knows clients’ needs vary widely. Some require complex special needs trusts, while others need straightforward solutions for multigenerational planning. Lako says MTC embraces that diversity by approaching each case with openness and flexibility. “What we try and do is meet the advisors and meet their clients where they are, which means we view ourselves as the ‘yes people,’” he explains. “We can’t always say yes, but we tend to start with yes.”
This can-do mentality extends beyond product offerings. Lako breaks accessibility into three dimensions:
- First, account minimums. MTC will consider bifurcated trusts as low as $500,000, creating opportunities that many larger institutions overlook.
- Second, leadership engagement. Advisors with meaningful books of business can reach decision-makers directly. “They’ll get a response from me, not from AI, and not from my assistant,” Lako says.
- Third, business scope. MTC is willing to review specialized trusts that other firms shy away from. “We’re not only open to special needs trust, for example, but we’re actively pursuing that business at a time when a lot of the other firms are shying away from it,” the CEO adds.
MTC’s approach is designed to ensure that advisors have a partner who listens first, adapts second, and delivers solutions that preserve relationships rather than disrupt them. In an environment where many trust companies say no more often than yes, that accessibility is critical.
The Credit Union Advantage
Ownership structure shapes incentives, and MTC stands apart from publicly traded peers because of its roots. “That ownership structure really is part of our DNA,” Lako says. “It enables us to focus on providing great service and keeping our fees highly competitive. And, I don’t have the margin pressures that a large publicly held company might have, quite frankly. So, it helps.”
The firm is owned by 46 nonprofit credit unions, institutions that embody community-focused values and member-first service. While MTC is a for-profit enterprise, its mandate is not driven by quarterly earnings calls. That allows Lako and his team to prioritize long-term client satisfaction, advisor relationships, and competitive pricing—making MTC a partner motivated by mission rather than margin, with the flexibility to innovate instead of adhering to rigid profitability benchmarks.
Talent That Punches Above Its Weight
Even with the right ownership model, execution depends on people. MTC has built a team Lako considers second to none, despite its being smaller than those of some industry giants. “If you had a client sitting there with a $5 million or $10 million estate plan or portfolio in front of them, if I put my team up against anyone else out there in the industry, sight unseen, you take the name off the wall—we’re going to win the deal seven, eight, nine times out of 10,” Lako believes. “Our team is that good.”
The firm invests in recruiting and developing experienced professionals who can handle sophisticated wealth management challenges. “I’ve worked at larger institutions. I’ve recruited across the nation, and I couldn’t be more proud of the talent and the experience and the skillset that we have here at Members Trust Company,” he adds.
The firm’s deep understanding means clients may receive customized strategies and attentive service without being funneled into cookie-cutter solutions. Talent is a differentiator, and MTC uses it to build trust at every stage of the client relationship.
A Vision for Growth
Strong service and accessibility have fueled rapid momentum. MTC is no longer an emerging name; it is carving out a national presence with bold long-term goals. “Our vision, quite frankly, is to be the most dynamic trust company in America, and one of the fastest-growing trust companies in America—and I really think our team has lived up to it this year,” Lako says.
The company now manages a 10-figure pipeline, with a growing share of opportunities coming from RIAs and bifurcated trust arrangements. Importantly, the firm has shifted from introducing itself to validating its reputation. Early meetings often required explaining who MTC was. Now, Lako notes, peers frequently vouch for the firm’s reliability and follow-through. “We’re building not only a great pipeline but a referral network of happy and satisfied advisors across the nation that I think would stand up against anyone in the marketplace,” he says.
Preparing Advisors for the Great Wealth Transfer
The intergenerational transfer of assets is no longer a distant concept—it’s already reshaping the advisory profession. Lako warns that many advisors remain underprepared. “The scary part is, even though we’ve heard about it, and even though a lot of advisors think they’re prepared for it, by and large, they’re not nearly as prepared as they need to be,” he says.
MTC positions itself as a partner for advisors navigating this unprecedented transition. By collaborating early, advisors can strengthen retention strategies, with the goal of keeping assets within their practices as they pass to heirs. “We want to come alongside them to make sure that they’re ready, when those assets start flowing, to retain those assets. That’s the type of partnership that’s a win-win for both of us if we do it the right way,” he says.
Preparation is not only offensive, positioning advisors for growth, but also defensive—because families inevitably face disruption, As Lako notes, the greatest threat to advisory practices is not tied to market volatility. “It’s death, disability, and divorce,” he says.
Lako emphasizes the need to surround both families and practices with structures designed to mitigate those risks. “Let’s wrap a team around that book of business and make sure we approach it not only from a proactive perspective but from a defensive perspective as well,” he adds.
For advisors, partnering with MTC might mean the difference between losing assets to disruption or building multigenerational continuity.
Why Members Trust Company Matters for Advisors
MTC’s model combines accessibility, competitive pricing, top-tier talent, and a mission-oriented culture. The firm’s credit union ownership fosters alignment with advisors and clients, while its commitment to being the “yes people” helps expand opportunities.
In an industry where many trust providers impose rigid minimums or shy away from complexity, MTC offers something different: flexibility backed by deep experience. Its team-driven approach may enable advisors to protect clients against risks, capture opportunities in the great wealth transfer, and preserve relationships through transitions.
For advisors seeking a partner that prioritizes service over transactions, Members Trust Company stands out. Lako explains that he sees the trust business as more than just administration—it is a mission that requires commitment and purpose.
“I view the trust business as a higher calling when you look at the wealth management business, and we’re building out a team that feels the same way,” he says.
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