BIC Top 50 Bank Advisors
Our annual Top 50 ranking has become a true testament to consistency.
To compile our annual list, we combine multiple variables into one composite score. And our highest ranking advisors aren’t necessarily those who hit it out of the park in one or two categories and fared poorly in the others.
Instead, the winners inevitably are those who do pretty well across the board even if they aren’t the absolute best in any specific area.
Our winner this year (spoiler alert) is Debra Alberto, a Wells Fargo advisor. But don’t think about the urban canyons in New York or San Francisco, or the glitz of Miami or Los Angeles. Instead, Debra works in Clive, Iowa, just outside Des Moines. And she didn’t score at the very top of any of our categories. Rather, the secret to her success was in being well-rounded and not having any weaknesses. In every metric, she fared pretty well. The same can be said about most of our top 10 advisors: Consistency won the race.
And that’s exactly why we created our list this way. We feel this approach of using multiple categories illustrates the real winners of the channel.
To be sure, there are those who can and do hit it out of the park. Those are the advisors who rank at the top in assets under management, or production. But if that comes at the expense of other considerations, like fee income and increases from year to year, you have a home run hitter who can’t run or catch. We would rather highlight the all-around players who are strong in all parts of the business.
The six categories we use are: (1) assets under management; (2) trailing-12 month production; (3) percentage increase in AUM from the previous year; (4) percentage increase in T-12 production; (5) amount of fee business; and (6) the ratio of production-per-AUM. (Note: We defined 2015 AUM as the amount an advisor had as of Aug. 31, 2015. Likewise, for T-12 production, we used the 12-month period ending Aug. 31, 2015.)
We ranked the nominees by each of the six categories and then calculated six different scores for each advisor based on where they ranked.
Those six scores were used to compile the final list. This gave us a valid way to compare variables of different metrics, such as percentages and dollar amounts.
The final rankings, as always, were close. In some cases a bit of serendipity could have been the difference of several notches—or not making this list at all. That’s why we also include those advisors who ranked 51 through 100.
As we interviewed the winners this year, a practice management theme that surfaced more than once is the concept of sudden money.
From time to time, we’ve done articles on advisors who work with young professional athletes who are suddenly in the monied class and don’t know how to handle it.
And that concept is playing out more for “regular people” as they inherit money from aging parents—sometimes more than they realized their family had, according to one of our winners.
Here are all our winners. —Lee Conrad
1. Debra Alberto
Back in the day when she started in the business, Debra Alberto’s job was fairly simple: She sold bonds to bank customers, using no more than a telephone and a fax machine.
On the cusp of a new technological age, Alberto could never have imagined the changes the next quarter century would bring. New technology would revolutionize the advisory business but perhaps more unexpected was the way in which a ho-hum job selling bonds morphed into something far more meaningful.
Alberto’s work—first pitching bonds and later stocks and mutual funds—eventually turned into a career helping clients with long-term financial planning, something she quickly discovered was her true calling.
Alberto found her passion before the industry started to move away from its focus on buying and selling stocks, bonds and other products for customers. She earned her CFP designation while the industry was still “transactional,” she says, and realized then that planning was what she most enjoyed.
“There’s been a great evolution as far as what I love to do, and it has made my job much more exciting and gratifying,” says Alberto.
Alberto, BIC’s 2015 top advisor, today manages about $260 million in AUM. She serves a good mix of clients, mostly between the ages of 40 and 60, and works with individuals who have a minimum of $1 million in investable assets, though she does consider people with less.
MILLIONAIRES ASK: CAN I RETIRE?
Alberto recounts how she’s helped multimillionaires who didn’t have a clue about their net worth overcome fears about their ability to retire and do things they never thought they’d be able to do.
“Some people would do other things but they get scared and nervous because they’re not sure their regular life goals are taken care of,” she says.
Alberto uses “envision cards” to help clients identify their goals and passions, whether that’s caring for elderly relatives, taking trips with their extended families, engaging in a mission or helping the poor. The flash cards, which are part of a formalized Wells Fargo process, also list the risks people face, like running out of money.
“The planning that we have now encompasses not just ‘Can you retire?’” says Alberto. “We have gotten a lot more in-depth.”
Using the envision cards, Alberto was able to persuade some of her physician and entrepreneur clients to retire and do some “amazing things.” One of them, for example, held a family reunion in Egypt with children, grandchildren and people they would normally not have gotten to see.
“What makes the plan that we have now special is that we can get to those core goals and what the clients truly want to do and want to leave this Earth accomplishing,” says Alberto.
The shift to helping clients with financial planning isn’t the only change Alberto has experienced since she started as an associate in 1991. When she became a rep a year later, she was the only female advisor and remained so for the next seven to 10 years.
GOOD OLD BOYS CLUB
It was very much a “good old boys club,” she recalls, but fortunately she had exceptional co-workers and mentors who helped her along the way. While women are still a minority among advisor ranks, she is heartened by the efforts of financial institutions to reach out and gain women’s perspectives.
“It’s amazing to see how the industry is embracing women,” she says.
Overall, being a woman has worked to her advantage. Women tend to be better listeners, which is a key skill for success in the business, Alberto says.
Nevertheless, it’s still hard for women, especially if they’re raising a family, as being an advisor demands a great deal of time and commitment. “Early on, when you’re first starting out, you don’t have any clients, so you have to work a lot of hours,” she says.
Alberto encourages women to be part a team, where they have the benefit of having a mentor to help them learn the business. “I think there are some fabulous people who can do a good job in this that maybe get nervous by some of the commitment and some of the stressors, like being 100% on commission,” she says.
Alberto sees clear skies ahead for advisors who embrace planning and dismisses worries over the new robo competitors and the Department of Labor’s proposed fiduciary rule. The robo advisor is more of a concern for people who don’t work one-on-one with their clients, and the fiduciary rule should only trouble people who are “still in the old days pitching products versus planning,” she says. —Margarida Correia
2. James Christy
With the majority of his clients in the U.S. intelligence community, James Christy knows his practice is hardly made up of the “garden variety” type, as he says.
But what sets him apart in a sea of financial advisors is less the investors he works with and more how he helps them. Managing portfolios and making money? That’s just one part of the deal.
Once a government relations executive for the former aerospace firm TRW, with senior staff spots in the U.S. House of Representatives as well, Christy left government service at the age of 54, rebranding as a wealth advisor with Northwest Federal Credit Union in Herndon, Va., a suburb of Washington.
Today, his clients tend to follow a similar path. In addition to the usual need of retirement help, Christy’s clients come to him, he says, for his know-how in transitioning from government work to the private sector.
A lot of the referrals he gets aren’t just because of his financial management of satisfied clients, but rather stem from a wider array of services. Clients making the shift from government to corporate America have a tough time negotiating salary and benefits, he says. “It’s not a language and culture they are familiar with.”
Now, 14 years in as a wealth advisor, Christy can steer investors on estate planning needs as well on their career path. With roughtly a quarter-billion dollars in assets under management, his approach with clients is clearly successful.
Still, he notes that with a large number of clients coming from a government background,
they’re not extremely wealthy. In fact, his top 150 families average about $1 million per household in investable assets.
But Christy’s not interested in competing with the higher-end boutiques. Sure, if a client benefits from an inheritance, he’s happy to help them reposition their finances. Primarily, though, he enjoys guiding people on the road he once took, along with the reputation, and recommendations that come along the way.
“The practice is a good one,” he says. “And we get enough referrals to keep busy.” —By Lauren Barack
3. Jason Holland
Heirs coming into large sums of money are not so different from lottery winners or professional athletes suddenly making millions at age 22—if they don’t know how to manage their finances, their windfall might blow away.“
The biggest mistake made, in my opinion, is a patriarch leaving money to the next generation and not educating them on the responsibility of having it,” says Jason Holland, a senior financial advisor with Wells Fargo in Dallas. “For those who inherit money and don’t know what to do with, it’s a burden that, in a lot of cases, ruins them.”
A 16-year veteran in the business, Holland has seen cases where beneficiaries, who are often surprised by the extent of their parents wealth, immediately quit their jobs and go on a buying spree. They can easily find they don’t have enough to maintain multiple houses and cars, he says. He’s also seen inheritances lead to divorce, drug problems and squabbling among siblings.
To avoid these outcomes, Holland works closely with his clients in all financial matters. Much of the work is educating the second and third generations about the value of money. For example, when one couple gifted money to their two grown children to start an investment portfolio, Holland sat down with the beneficiaries and advised them on asset allocation and risk. As long as the money stays in the portfolio, the parents plan to add additional funds each year, giving their children ample opportunity to learn, take risks and make mistakes without dire consequences.
Holland is able to offer this level of involvement because he runs an intimate practice. He has 43 relationships with high-net-worth individuals and their families—mostly corporate executives and entrepreneurs in real estate and energy.
Hanging on to next-generation clients is one of biggest challenges facing financial advisors today, and building those relationships early obviously benefits an advisor in the long run. Holland enjoys having close personal relationships with his clients. “I have a whole practice of people I want to break bread with,” he says. —By Carol Clouse
4. Emile Abinader
Emile Abinader knew as early as high school the career path he would take and was already showing signs of financial savvy.
Abinader started collecting baseball cards at age 5—Nolan Ryan, Hank Aaron, George Brett—and in his late teens he sold that collection and opened a brokerage account. (One Nolan Ryan he’d purchased for $150 went for $1,500.) By age 23, he had enough money to get a mortgage on his first home without a co-signer.
“It’s my passion,” says Abinader about being a financial advisor. Now a director of wealth management and senior financial advisor at Citi Personal Wealth Management in Granada Hills, Calif., Abinader says that his modest background enables him to relate to his clients, many of whom “started with nothing,” he says. And he uses every opportunity to get to know the people he works for and learn as much as he can about their lives—their families, careers and passions.
Still, there are challenges, one of which is making sure clients don’t become sidetracked by short-term market noise or overreact to something they hear on TV. For example, in September of 2014, when the first case of Ebola was reported in the U.S., there was intense media attention and the stock market dropped. “I received several panicked calls from clients asking if they should sell out of their portfolio,” Abinader says. “The news made it feel like this was an epidemic that was going to spread around the world and cripple the economy.” Abinader talked his clients off the ledge and soon the stock market rebounded, surpassing prior levels to hit new highs.
Abinader enjoys a low turnover rate with next generation clients. “I must be doing something right because more often than not the beneficiaries ask me to be their financial advisor,” he says. —By Carol Clouse
5. Russell Cesari
Russ Cesari’s foray into wealth management started while he was still at IBM, when he realized he didn’t like his own advisor’s approach and decided to take over his investment accounts. After he joined Northwest Federal Credit Union in 2001, he drew from that experience to set up his practice.
“I just thought, how would I want to be treated,” he says. “So when someone comes in, I really want to understand them, their objectives and motivation to know how to serve them better.”
To him, everything comes down to relationships — and helping his clients’ live their lives better. “It’s all through service and advice,” he says. “Different solutions, but the same process.”
His idea around successful management is to dive deep and look at every financial aspect of a client’s life, from their retirement concerns to the purchasing of a new car. Uncovering how to help his clients? That’s comes down to listening, he says. Asking the right questions, knowing where to push, and then hearing what a client says he needs.
For example, Cesari recently had a prospect casually mention a trust put together five years prior — but never implemented. Before the new client left that first meeting, the trust had been activated.
“You have to be able to draw information out of people that they haven’t thought about,” he says. “And then you have to take action that’s in their benefit.”
That process has helped Cesari build more than $500 million in AUM in just 14 years. Still, he’s selective in whom he advises. There have been clients he hasn’t wanted to work with, and while he won’t dismiss a prospect immediately, Cesari says he wants to like someone before bringing them into the fold.
Should he get a sense that the partnership may not work, which he says is often readable within that first meeting — he’ll encourage them to go home and think about things as well. “What I don’t want to do is get into this thing, and three or six months later, break up,” he says. “Nobody wins in that.” —By Lauren Barack
6. Derek Oglesby
Derek Oglesby has built a strong practice in just nine years with Wells Fargo. Derek’s organizational skills and structured approach have enabled him to grow his practice an average of 20% per year over the last five years. Over the past three years, Derek has integrated private banking and fiduciary services into his practice, which has greatly benefited his growing clientele.
7. Robert Reich
Rob Reich and his team focus on helping clients maintain their lifestyle into their retirement, preserve net worth and assure their legacies. He and his team understand that the risks clients face lie outside of the capital markets, so risk management and risk avoidance are the cornerstones of his investment strategies. His focus is not on beating indexes but on helping clients preserve their wealth.
8. Gregory Manning
Greg Manning is a consistent top performer. In the financial advisory business for over 30 years, his extensive background in equity and fixed-income helps him provide his clients with long-term valuable insight. Gregory embraces new products and does an excellent job incorporating them into the portfolios of his clients.
9. Paul Stetter Jr.
Paul Stetter’s expertise lies in selecting investments that match each client’s specific goals and objectives. His investment consulting process includes four steps: determining financial objectives, developing a plan, implementing the plan and tracking performance. When he is not working with clients, you’ll find Paul coaching his sons’ baseball, basketball and soccer teams.
10. William Murphy
William Murphy, a CFP, believes that by truly understanding his client’s goals, objectives and fears, he can build a strategy that helps them succeed financially and sleep well at night. Will regularly collaborates with private bankers for complex lending, fiduciary specialists for advanced estate planning guidance and portfolio managers for market insights and oversight. Will’s team provides a boutique feel and experience.
11. William Oliver
William Oliver believes in the importance of presenting information in the way the client prefers to receive the information (for example, very detailed updates versus summarized overviews). He understands the value of being able to communicate effectively, which means that different approaches are necessary for different types of clients (for example, a delegator versus a collaborator).
12. Julian Cruz
Julian Cruz take a hands-on approach to understanding his clients’ needs and takes time to develop sound long-term strategies to help them pursue their goals. His advice is always honest, which is a trait that his clients expect and appreciate. Most of Julian’s clients live in Mexico, which has historically been faced with economic and political instability. Julian’s clients come looking to him to invest in a more transparent and efficient market.
13. Kin Vinson
Kin Vinson focuses purely on helping clients achieve their financial goals. First he tries to fully understand what each client is trying to achieve and then carefully constructs a plan that allows the client to see exactly where they are in relation to their goals. Once Kin understands the client’s goals, a full investment portfolio will be built to address their specific needs and closely monitored to keep them on track.
14. Gregory Scott
Greg Scott’s clients know him on a personal level and trust him to help with their most critical financial decisions. Because they have full confidence in him, Greg’s clients refer family, friends and business associates to him. Greg is the go-to advisor in Bay County for entrepreneurs, physicians and others seeking straight-forward advice on how to structure portfolios to maximize their chances for achieving financial freedom.
15. Randall Krenzin
Randy Krenzin has been managing client assets for more than 20 years and continues to be passionate about the work he does for his clients. He works with wealth specialists to provide full balance sheet planning and implementation. Randy, a CFP and senior financial advisor with Wells Fargo, devotes much of his time to listening to investors. “Most of us talk too much, but I try to really listen. I learn a lot more about someone that way.
16. Kristopher Samiec
Kristopher Samiec has refined his process over his 18 years as an advisor. He begins with financial planning and helps clients to understand the three key areas that have the greatest effect on their outcomes: markets, plans and emotions.He works with clients to understand the emotional aspect of investing and decision-making, and helps clients create an environment that leads them to success.
17. Adam Nieto
Adam Nieto specializes in risk management. He completes an in-depth needs assessment before making any move with his clients’ money. This is to make sure he understands where that money fits within their specific plan, which is not necessarily in investments. As a testament to clients’ appreciation, most of Adam’s business comes from referrals by existing customers.
18. Paul Mancuso Jr.
Paul Mancuso’s goal is to make sure his clients understand not only the risks of the market, but that they also truly understand the different investment products and how they work in both up and down markets. He hopes that when a current or potential client leaves his office, they at least know more than when they first came in. He wants to advise the client as to what product or investment meets their need, goals, wants and expectations.
19. Chuck Rood
Chuck Rood, a CFA and CPA, works in the Portland area, and has a $1 million minimum account size. Chuck regularly sends referrals to store-based FAs for accounts that are between $300,000 and $1 million. Chuck is a leader in Envision, a great partner to the Private Bank and a PIM advisor.
20. Alex Joannides
Alex Joannides believes in the full balance sheet approach when working with clients. He regularly uncovers a client’s needs and refers them to a partner so best serve them. He is a strong believer in diversified portfolios and utilizes the Wells Fargo four asset-class model for investing. He is very proactive in meeting with clients and updating their profiles.
21. Steven Kennedy
Developing local centers of influence in and around TowneBank has contributed to a record production year for Steve Kennedy, who is very well integrated into his local community. He again is the top producer at Towne Investment Group. Before entering the brokerage business, Steve was as a musician in the U.S. Army band.
22. Patrick Faulkner
Pat Faulkner is the managing director of investments at Monarch Bank Private Wealth. He has over 33 years of experience in the industry. An avid music lover, Pat compares music to working in the stock market. “They both have logical and emotional sides– you have to have a feel for it.” Pat’s team combines service, customization, and diverse talents to ensure each client gets the best experince possible.
23. Christopher Barron
Christopher Barron tries to differentiate himself by using an investment approach that prioritizes the “why” with his clients. He and his team makes every attempt to ascertain what’s motivating their clients’ goals, their investment experience, and family dynamics. This leads to deeper relationships and clients who are satisfied and have peace of mind in knowing their advisors are dedicated to their financial success.
24. Evan Mayer
Evan Mayer says he uses a holistic, financial planning approach that focuses on all areas of financial planning, including but not limited to asset allocation, life insurance, long-term care and estate planning. There is no product or specific advice presented until after at least three client meetings.
25. John Kane
John Kane’s approach is to build a deep rapport with clients. He takes things slowly with new clients. They all receive three in-person meetings before he initiates any paperwork. He stays focused on clients’ needs, and believes that they respond when they know he cares. By slowly building relationships, developing rapport, and showing appreciation, John has created a very successful practice.
26. Michael Kruchten
Michael Kruchten takes the time to educate clients and makes sure they completely understand the planning process and the products he introduces. Before starting a relationship, Mike asks his clients to agree to return his calls and emails within a certain time frame and to keep their regularly scheduled appointments. Mike has consistently grown his advisory business, revenue and AUM while earning his CFP designation.
27. Kevin McDermott
Kevin McDermott says he will be at Citadel for the rest of his career, which allows him to concentrate on building deeper, more consultative relationships. Kevin no longer takes referrals from the credit union and instead focuses exclusively on his existing clients and any referrals sent by them. Referrals increased exponentially because clients wanted their friends and family to “get in” on Kevin’s exclusive list.
28. Jerry Toney
Jerry Toney says everything he does is centered on bringing value to the client relationship at every level. He believes it’s important to make a difference. For Jerry, that’s working with his alma mater, Mississippi State University, where he currently serves as chairman of the finance and economics advisory board. This has been personally rewarding, allowing Jerry to develop new relationships.
29. Brad Goldberg
Brad Goldberg believes that without a good financial plan there is no road map for where clients are going. Brad begins by answering two basic questions clients need to ask: “Am I going to be OK?” and “What are the things that I’m not thinking about?” He manages money with an objective approach while involving the client in every step of the decision process. Clients feel comfortable and know his recommendations are in their best interest.
30. Peter Nielsen
Peter Nielsen tries to differentiate himself by helping clients determine their long- and short-term goals, and then explain how the foundations of his recommendations are consistent with those goals. Because of this thoughtful approach, most of his referrals come from existing clients.
31. Brock Kidd
Brock Kidd has earned a clientele of affluent individuals, families and institutions as one of the original founders of Pinnacle Bank’s investment division, and as a wealth manager. Brock believes that setting clients’ expectations is paramount to an honest and successful relationship. Brock relies heavily on community involvement to reinforce his presence and maintain confidence among his client base.
32. Daniel Paley
Daniel Paley’s goal as a financial advisor is to help his clients achieve financial well-being. His approach is a goal-based financial planning process that helps him understand the unique financial situation of every client. Whatever the current stage of life, Daniel listens to his clients’ needs to offer comprehensive advice for a lifetime of financial management.
33. Gregory Malin
Greg Malin has successfully integrated his practice with the bank’s business and commercial lines as well as with wealth management and retirement plans. He has also fully embraced goal planning and monitoring to keep track of external client assets, setting clear expectations, and keeping clients focused on their goals—no matter the market environment.
34. Matthew Fryar
Matthew Fryar and his team focus on two areas: planning and investment management. Their planning efforts provide a roadmap for getting clients where they aspire to be. He and his team take pride in knowing who they are and in executing what they do well: detailed and comprehensive planning, long-term fundamental portfolio management, and intense customer service and communication.
35. Gregory Furer
Gregory Furer says his goal is to help clients make informed financial decisions, achieve their financial goals and guide them throughout their lives. One of his strengths is his ability to take complex financial concepts and break them down in such a way that the average client can understand.
36. Ryan Hale
Ryan Hale follows a holistic approach to client service and products. Ryan helps them with all aspects of their financial planning. Through affiliates, Ryan offers insurance and banking products so clients feel they have a very tight-knit group working on their financial solutions. Constant follow-up and service are a hallmark of Ryan’s practice.
37. Ronald Graft Jr.
Ronald Graft Jr. says he tries to help clients build, manage, preserve and transition their wealth by developing and implementing a tailored plan for each family he works with. He tries to separate his services from other advisors by using a disciplined, consultative planning process and delivering it with personalized service.
38. Charles Gualano
Charles Gualano’s approach is to be very active in following up and contacting clients. He believes in the advisory business because it allows him time to get to know his clients and puts him on the same side of the fence with them to help them reach their goals. He believes that frequent contact and being a part of their life is imperative to truly being part of their financial plans and goals.
39. Eric Newell
Eric Newell has over 10 years of experience as a financial advisor. He makes it his priority to know and understand the investment and insurance industries to better educate and serve his clients, providing a personal approach in helping them make intelligent decisions about their finances. He is committed to assisting his clients as they plan for the future while enjoying the present.
40. Robert Bronk
Robert Bronk helps clients get their entire financial house in order so they address everything in their control. In many cases, he finds they are taking on more risk than necessary in order to achieve their goals. In many cases, lowering risk levels allows them to take their focus off of the markets and put it on other areas of their lives, such as family and health. As a result of this in- depth planning, he receives many referrals.
41. Patrick Varney
Patrick Varney manages risk more than returns. Instead of discussions about portfolio volatility, he focuses on the fact that while risk cannot be eliminated, it can be minimized. Pat dedicates himself to the financial well-being of his clients and stays committed to the realization of their financial goals. Pat always does what is best for his clients, not his personal gain.
42. Stephen Sumeraj
Stephen Sumeraj believes an educated client will be a lifelong client. So he begins every client relationship by asking a simple question. “On a scale of 1 to 10, where do you place yourself regarding your knowledge on investment?” Then he makes it his business to give them the knowledge to move up a couple of notches on that scale. He feels that the education he provides and the process he follows separates him from other advisors.
43. Traci Born
Traci Born embraces a straightforward, personalized and client-centered approach. Helping families, individuals and businesses to understand, build and ultimately distribute their wealth is her goal. Traci supports and advises the overall portfolio management of both businesses and high-net-worth clients in Ohio and surrounding states.
44. Michael Tarantino
His grandmother’s passing when Michael Tarantino was 17 drove home the need to prepare for retirement. Unable to cover expenses, she’d moved in with Tarantino and his parents, impressing upon him a mission to help others avoid that predicament. Now, Tarantino is straightforward with his clients and their financial future. He says they often need to either start saving more now or spend less at retirement, and are unaware of it.
45. Jonathan Bjoring
Jonathan Bjoring notes that planning is mandatory for his practice. His first meeting never involves products, and rarely involves more than one piece of paper. To give proper advice, an advisor needs to know who/what/why/where they are advising. “Life is fluid, flexible and unpredictable, so I prefer the bulk of my clients’ assets to be flexible and liquid. By using actively managed, fiduciary, fee-based strategies, no client gets left behind.
46. Mike Abrams
Mike Abrams works on a team that helps ultra high-net-worth families and foundations. His approacjh focuses on a multi-generational strategy of managing and transitioning wealth.
47. Rhonda Arnett
Rhonda Arnett is a fan of the “80/20” rule, and has found it to be meaningful in her business. As such, she recently has transitioned some clients to an associate so she could spend more time focusing on a smaller group. She finds it rewarding to get to know clients on a deeper level and finds more capacity to do more with that smaller group, which has also brought more career satisfaction.
48. Evan Saterfiel
Evan “Drew” Saterfiel emphasizes the profiling portion to put himself in the client’s position. What do they want to accomplish and how? This enables Evan to approach his mission without being product oriented and base recommendations on the client’s overall profile and needs. Whether the client is risky, conservative, wants a fee-based arrangement or commission-based relationship, Evan is open to new products and strategies.
49. Mark Oechler
Mark Oechler notes that comprehensive planning allows him to understand what the client is looking to accomplish and once he understand that he is able to tailor a strategy that will help them achieve those goals. The planning process also helps to understand the client’s risk tolerance and how much risk they need to take so their portfolios can reach the goals they have set.
50. Eric Warren
Eric Warren did over $1 million in revenue his first year as a bank advisor about four years ago. He has built his business at Fifth-Third bank and is a model for the potential that advisors can have when they have a passion for helping clients.
The NEXT 50
Here are the advisors who ranked 51 - 100 in our analysis.
51 Robert Wilson, Wells Fargo
52 Edward Gibson, Citibank
53 Scott Rogers, Wells Fargo
54 Bradley Sova, DFCU Financial/CUSO Financial
55 Michelle Ashworth, Corning Credit Union/Raymond James
56 Andrew Vahab, Citibank
57 Ryan Stevens, Wells Fargo
58 Tracy Duncan, Allegacy Federal C.U./CUSO Financial
59 Dee Jernigan Jr. Franklin Synergy Bank/Raymond James
60 Tom Moran, Webster Bank/LPL
61 Tom McHale, PNC
62 Rodney Horelka, Prospect Bank/Cetera
63 Lance Armstrong, First Hope Bank/Raymond James
64 Nathan Quello, First Dakota National Bank/Raymond James
65 Colin Kelty, MB Financial/Cetera
66 Noemi Salas, IBC Bank/LPL
67 Joel Worsfold, Wells Fargo
68 Craig Bedenbaugh, Wells Fargo
69 Matthew Griffin, Family Trust Federal Credit Union/LPL
70 Stephen Drizos, PNC Bank
71 Terry Burns, Wells Fargo
72 David Lofton, Bank of Tennessee/Raymond James
73 Joseph Cappello, ESL Federal Credit Union/LPL
74 David Volpe, Wells Fargo
75 Michael Harrington, United Community Bank/Invest Financial
76 John Gurski, Kennebunk Savings/LPL
77 John McRae,Citizens National Bank/Raymond James
78 Timothy Manning, First Niagara Bank/LPL
79 Greg Silva, Webster Bank/LPL
80 Brett Everhart, Addison Avenue/Raymond James
81 Steve Germany, Bank of Texas/BOSC
82 Paul Atala, Citibank
83 James Hare, Pinnacle Bank/Raymond James
84 Peter Shieh, Citibank
85 Gene Songy, South Louisiana Bank/Inv. Centers of America
86 Harold Harris, Trustmark National Bank/LPL
87 Alex Marks, Citibank
88 John Haugh, Five Star Bank/LPL
89 Jay Burkett, United Community Banks/Invest Financial
90 Beverly Gleason, Washington Trust Bank/Cetera
91 Carolyn McLemore, Trustmark National Bank/LPL
92 Thomas Dunker, F&M Bank/LPL
93 Todd Perry, PNC Bank
94 Clayton Bentzen, Central Bank/Invest Financial
95 Rob Jacobsen, Johnson Bank/Invest Financial
96 Matt Lawler, F&M Bank/Securities America
97 Zachary Archer, Bank of Oklahoma/BOSC
98 Matthew Obradovich, New York Community Bank/LPL
99 Chi Mak, Flushing Bank/Essex
100 Bob Leibham, Johnson Bank/Invest Financial