Slideshows

Top 20 Bank Advisors at Increasing AUM

Top 20 Advisors at Increasing AUM Top 20 Advisors at Increasing AUM

Here we present a new look at our Top 50 Bank Advisors list, reshuffled and ranked by percentage increase in assets under management (and then we cut it down to just the top 20). The main list in December used a composite score using multiple variables, but we put an extra emphasis this year on the increases in assets, as well as production. Since then, we have been presenting new viewpoints of our list based on one specific variable. Beside each name listed here, we also show were they ranked in the main top-50 list.

Be on the lookout in coming weeks as we offer other views of our Top 50. And in case you missed it, here’s the original list And here are our first two, top 20 auxiliary lists: the Biggest Percentage Increases in Production; and the Most Assets.

20) Gavin Burns (50) 20) Gavin Burns (50)

Bank: Bremer Bank


TPM: Raymond James


Location: St. Paul, Minn.


2012 Assets: $87.8 million


% Increase from previous year: 30.8%


Over the last nine years, Gavin Burns has cultivated strong relationships with his bank counterparts in Bremer Bank’s Twin Cities market. He makes sure that each banker understands his process and how he works with his clients so that they are comfortable referring their clients to him.

19) John Zannakis (27) 19) John Zannakis (27)

Bank: Fulton Bank


TPM: Raymond James


Location: Lancaster, Pa.


2012 Assets: $71.3 million


% increase from previous year: 33.1%


In his 15 years of investment experience, John Zannakis has become devoted to the twin goal of growing and preserving capital. He also offers customized products for his high-end clients. John will construct a plan and stay in touch with clients to monitor progress.

18) Michael Grimes (4) 18) Michael Grimes (4)

Bank: SunTrust


TPM: n/a


Location: Lady Lake, Fla.


2012 Assets: $80 million


% increase from previous year: 33.3%


Mike Grimes believes that the personal connection between advisor and client is paramount. And it’s particularly important with respect to his client base, most of whom are already retired. Grimes keeps in constant contact with his clients (because of their demographic, many are not comfortable with computers and electronic communication). He believes in phone calls and face-to-face interaction, with the goal of cultivating and fostering the kind of trust that’s important for all clients but particularly so for retirees.

17) Robert Mosera (22) 17) Robert Mosera (22)

Bank: Wells Fargo


TPM: n/a


Location: Paramus, N.J.


2012 Assets: $125 million


% increase from previous year: 33.5%


Robert Mosera begins by asking clients where they want to be in 5, 10 or 15 years. He discusses the future in terms of estate, financial and investment planning. From there, he works backwards to craft a plan aimed at meeting 75% to 90% of their ideal and acceptable goals.

16) Wayne Martin (48) 16) Wayne Martin (48)

Bank: Ameris Bank


TPM: Raymond James


Location: St. Simons Island, Ga.


2012 Assets: $63.1 million


% increase from previous year: 33.9%


Wayne Martin focuses on setting reasonable expectations. And he realizes that the future will have a greater impact on a portfolio than the past. With that measured approach, he tries to remove emotion from the investment process by using forward-looking assumptions, resulting in better decision-making.

15) Robert Reich (1) 15) Robert Reich (1)

Bank: Wells Fargo


TPM: n/a


Location: McLean, Va.


2012 Assets: $315 million


% increase from previous year: 34.0%


Robert Reich, financial advisor at Wells Fargo in McLean, Va., has just 60 clients. But that number is perfect, he says, to run a productive and dedicated practice that seeks to deliver in three main areas: maintaining clients’ present lifestyles in the future, preserving their net worth and assuring their legacy. His clients have earned their wealth, so he views his role as one of maintaining and transitioning that wealth that they have created. And the key to that, he says, is to steer clear from risk no matter what form it takes.

14) Wayne Rogers (9) 14) Wayne Rogers (9)

Bank: Wells Fargo


TPM: n/a


Location: Midland, Texas


2012 Assets: $165 million


% increase from previous year: 37.5%


Wayne Rogers ensures that every client has an objectives-based investment plan. His team takes a full balance sheet approach to address investment, lending and banking needs. They also help clients with real estate, personal business and oil & gas assets. He says they enjoyed enough success to raise minimums to $1 million in assets.

13) Thomas Dietrich (34) 13) Thomas Dietrich (34)

Bank: SunTrust


TPM: n/a


Location: Gulf Breeze, Fla.


2012 Assets: $111 million


% increase from previous year: 38.8%


Thomas Dietrich uses a holistic approach to help clients develop investment and insurance plans that address their personal and financial goals. He first assesses a client’s financial situation, then determines appropriate risk, formulates an investment plan, and reviews periodically.

12) Todd Dathe (12) 12) Todd Dathe (12)

Bank: First Bank & Trust


TPM: Raymond James


Location: Sioux Falls, S.DD


2012 Assets: $53.1 million


% increase from previous year: 41.5%


Todd Dathe focuses on a limited number of clients and delivers a full range of services. Each client has a comprehensive written plan and meets with Dathe three times a year. He also shares the plans with other pros in the clients’ lives (attorneys and accountants) and is open to their feedback. This creates stronger relationships for all.

11) Devon Nolan (13) 11) Devon Nolan (13)

Bank: ESL Credit Union


TPM: LPL Financial


Location: Rochester, N.Y.


2012 Assets: $86 million


% increase from previous year: 43.3%


Devon Nolan employs an open door policy for both clients and staff to discuss in financial planning. His primary focus is his relationship with clients and their families. He uses a wide range of products and resources to help construct client portfolios.

10) Paul Haines (35) 10) Paul Haines (35)

Bank: Fidelity Bank


TPM: n/a


Location: Cary, N.C.


2012 Assets: $72 million


% increase from previous year: 53.2%


Paul Haines learned lessons as a missionary that he uses in his practice. One example is being honest with the customer. He believes in presenting information and letting clients decide. He educates clients and allows them to choose the best plan for their situation. Conversion and selling a financial product should not be forced, he says.

9) Ina Felder (21) 9) Ina Felder (21)

Bank: AmTrust Bank


TPM: LPL Financial


Location: Delray Beach, Fla.


2012 Assets: $58 million


% increase from previous year: 56.7%


Ina Felder says that relationships are key, starting with branch staff. Felder educates them through one-on-one training and group meetings to instruct them on what to look for in a prospect. And when clients call, Felder returns the calls within the hour. In this way, Felder is able to entice them to refer friends and relatives.

8) Randall Krenzin (3) 8) Randall Krenzin (3)

Bank: Wells Fargo


TPM: n/a


Location: San Jose, Calif.


2012 Assets: $366 million


% Increase from previous year: 57.76%


Randy Krenzin may work in high-tech’s living room, but when it comes to his clients, he believes nothing is more important than being face to face. Based in San Jose, Calif, the senior financial consultant with Wells Fargo devotes much of his time to listening to investors — and not just what they say out loud, but what he can infer as well. And that connection isn’t one Krenzin feels is best handled through digital bits and bytes.

7) Peter Knittle (2) 7) Peter Knittle (2)

Bank: ESL Federal Credit Union


TPM: LPL Financial


Location: Rochester, N.Y.


2012 Assets: $131 million


% increase from previous year: 57.83%


Peter Knittle attributes his success as this year’s No. 2 advisor to good old-fashioned customer service. He wants to be as engaged in the first meeting when assets are coming over as he is in the 20th meeting when they are just reviewing their performance. And this personal attention has helped reel in business. He recently persuaded a customer who originally came in for advice on a $40,000 CD to move over his entire portfolio to the bank within a three-month period of time.

6) James Hare (11) 6) James Hare (11)

Bank: Pinnacle Bank


TPM: Raymond James


Location: Nashville, Tenn.


2012 Assets: $97.3 million


% increase from previous year: 68.7%


James Hare manages a small number of clients, but they have assets of more than a million dollars on average. Many are health care executives with equity in their companies. So he tells them up front that their biggest returns will come from their businesses, not from the stock market.

5) Patrick Varney (5) 5) Patrick Varney (5)

Bank: Bank of Colorado


TPM: Raymond James


Location: Greeley, Colo.


2012 Assets: $169.7 million


% increase from previous year: 68.9%


The top reason for Patrick Varney’s “phenomenal year” as an advisor is no other than his employer, the Bank of Colorado. When the bank believes in and supports the bank program, it makes his job that much easier, he says. Over the years, Varney has cultivated good relationships with the president of the two bank branches he covers. Community involvement also contributed to his success. He is a member of local groups and participates in all the community events the bank sponsors.

4) Joffre Salazar (30) 4) Joffre Salazar (30)

Bank: New York Community Bank


TPM: LPL Financial


Location: Newark, N.J.


2012 Assets: Production: $30 million


% increase from previous year: 87.5%


Jeff Salazar learned early in his career that the best way to help his customers is to understand their dreams. Jeff primarily works in the Ironbound section of Newark, N.J. where his language skills (he is fluent in Spanish and Portuguese) is a definite asset. This also makes some clients feel comfortable providing referrals.

3) Charles Kassatly (20) 3) Charles Kassatly (20)

Bank: New York Community Bank


TPM: LPL Financial


Location: Bellmore, N.Y.


2012 Assets: $58 million


% increase from previous year: 93.3%


Based in the New York suburbs of Long Island, Charles Kassatly focuses on middle-income and affluent consumers as well as commercial and not-for-profit markets. After tenures at two national banks, he says he appreciates the relationships that customers have with regional banks involved with the community.

2) Darin McCandless (24) 2) Darin McCandless (24)

Bank: AmTrust Bank


TPM: LPL Financial


Location: Hollywood, Fla.


2012 Assets: $41 million


% increase from previous year: 95.2%


At a young age, Darin McCandless’s grandfather brought him into the family business. That experience taught him to deal with a customer as he would a friend. That helps him differentiate himself today because he says advisors have the same products, so customers choose someone they can trust and who understands them.

1) James Caldwell (39) 1) James Caldwell (39)

Bank: AmTrust Bank


TPM: LPL Financial


Location: Deerfield Beach, Fla.


2012 Assets: $66 million


% increase from previous year: 106.3%


James Caldwell often ponders the question of what makes someone good at what they do. He cites college football coach Woody Hayes when he says that you are either “getting better or getting worse, but never staying the same.” He adds that he never wants to get in a rut where he just goes through the motions.

Here we present a new look at our Top 50 Bank Advisors list, reshuffled and ranked by percentage increase in assets under management (and then we cut it down to just the top 20).

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