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It is understandable that the workings of the securities industry, and especially the intricacies of the market making process, are foreign to the boards and management of community banks. However, in this day of merger activity and active stock markets, it is crucial that a Bank's "currency" be handled efficiently in the marketplace. While there are complexities and nuances involved, the "rubber-meets-the-road" world is quite basic - Professional Capability + Communications Networks + Work + Patience = Fair Pricing and Adequate Liquidity. A solid market maker can make this formula work.

Mr. Miller also provides Bankmark and its clients written commentary regarding the banking industry. These commentaries serve as the basis to develop material used in printed handouts. Such material is invaluable as a third-party endorsement and addresses the key issues one should consider when evaluating community banks as an investment opportunity.

Another significant resource Bankmark establishes on behalf of its clients is the means by which potential investors may employ their IRA, Roth IRA, Keogh, SEPP, 401K, etc. A significant portion of the capital raised by your Bank will be by way of these types of funds. Bankmark enjoys a working relationship with a firm that specialized in the facilitation, transfer and management of monies for the purchase of Bank stock. Essentially, the firm becomes the trustee and holds the Bank's stock on behalf of the investor. The ability to facilitate purchases in this fashion addresses the concern of those who reply, "I just don't have the funds right now." This is particularly true for the professional community, attorneys, physicians, owners of closely held businesses, etc.

Historically, there is a common thread that runs through those who invest in community banks. The majority of these investors do not invest because they have thoroughly read or understand the printed offering circular. This document is simply a regulatory/legal requirement necessary for the presentation of the investment and as such is somewhat intimidating. People invest in community banks because they: a) know and respect someone involved, b) have invested previously in a Bank with favorable results, c) believe it gives them access to decision makers, and/or d) have a strong sense of belonging. For whatever the individual reason(s), these factors center on the issue of EMOTION.

Bankmark's investment meeting methodology creates a forum in which people with similar interest or common bonds are drawn together. They listen to a presentation by an industry expert regarding what it takes to become a successful, profitable community bank and the investment opportunities today in the financial services industry. This supports your "Bank's story." Also this is an opportunity for the directors and management to convey their strong and consistent message regarding the industry, the community and their relative expertise. In addition, the hosts (organizers and management) have the opportunity to share the reasons the group selected the invitees to become involved as an investor-customer.

Essentially, the meeting process creates excitement - urgency - by allowing you to appeal to the potential investor's need of exclusivity and involvement hence, driving the basic emotions of fear and greed. Excitement + Exclusivity + Emotion = Purchase.

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