LAS VEGAS -- Branch managers who have the instincts to know when to refer a member for trust services have helped America First Credit Union's trust business flourish.

The $3.7 billion credit union offers trust services through nationally-chartered MEMBERS Trust Company. In the last 18 months America First has been serving members in this area, it has amassed $50 million in assets under management through 80 relationships and is expected to see $320,000 in fee income this year, according to Kerry Wangsgard, vice president/trust department manager at America First. The majority of America First's trust and estate clients are 60 years old and older.

A 23-year veteran of trust and estate planning, a significant amount of Wangsgard's clients followed him to the CU after he left First Security Bank of Utah. He credits the branch managers for helping to build the CU's trust business too.

"To be successful, it's about hiring good people," Wangsgard said.

America First has reached out to other credit unions in Utah who may not be able to afford a trust officer on their own, he added. The demand is certainly there.

"I have not even scratched the surface to penetrate the business," said Wangsgard, adding he gets calls nearly every day.