Top 100 bank advisors (26-50)

December 16, 2019 2:12 PM

Here our list of top 100 bank advisors continues, with numbers 26 through 50.

Our ranking factors in multiple measures of individual performance to make up one composite score. To compile our list, we look at factors including assets under management, production, growth and fee business. The annual AUM and trailing-12 production figures are listed as of the end of August.

26. Adam Wood

Bank: Citi Personal Wealth Management
Location: New York
TPM: N/A
2019 AUM: $362.2 million
2018 AUM: $190.1 million
2019 Production: $989,883
2018 Production: $1 million
Fee-based business: 85%
Production/AUM: 0.27%
Years in current job: 13
Total years in industry: 13

Adam Wood says his approach to investing has been shaped over the years by the curriculum he studied in business school, as well as the education he obtained while preparing to earn his CFA professional designation. “The knowledge that I obtained during my studies for this title is invaluable to me in my role as a financial advisor, and allows me to look at investing in a different way than most advisors in the business,” he says.

He notes that he is active in relation to the movement of assets from different market sectors based upon market fundamentals, so he doesn’t necessarily believe in a buy-and-hold mentality.

27. Robert Fallone

Bank: Citi Personal Wealth Management
Location: Scarsdale, New York
TPM: N/A
2019 AUM: $360.9 million
2018 AUM: $356.3 million
2019 Production: $1.37 million
2018 Production: $1.35 million
Fee-based business: 84%
Production/AUM: 0.38%
Years in current job: 11
Total years in industry: 11

Robert Fallone says his approach to advising clients has evolved over the years, based on their changing needs. “I always take a needs-based approach that includes a solution for client needs,” he says. “The solution is coming up with a proper investment strategy that is designed to match the client's profile and goals.”

28. Patrick Varney

Bank: Bank of Colorado
Location: Windsor, Colorado
TPM: Raymond James
2019 AUM: $345.3 million
2018 AUM: $311.7 million
2019 Production: $2.62 million
2018 Production: $2.47 million
Fee-based business: 68%
Production/AUM: 0.76%
Years in current job: 19
Total years in industry: 19

Patrick Varney partners with his clients to help them build a future based on their individual wants, needs and goals. He manages risk rather than returns. He talks about the emotional aspect of investing and planning, and addresses the academic concepts behind it. Instead of discussions about portfolio volatility, he focuses on the understanding that you cannot eliminate risk, but you can minimize it. He will never say he can do something he cannot, and will never tell a client he will do something he then does not do. He takes great pride in the families that have hired him to be their personal wealth manager.

29. Jeffrey Lang

Bank: Citibank: Citi Personal Wealth Management

Location: Forest Hills, NY
TPM: N/A
2019 AUM: $345.5 million
2018 AUM: $300.8 million
2019 Production: $1.23 million
2018 Production: $1.12 million
Fee-based business: 22%
Production/AUM: 0.36%
Years in current job: 19
Total years in industry: 20

Jeffrey Lang says his sense of empathy is key to how he relates to his clients. “I try to understand a client’s objectives and what they are trying to achieve,” he says. “By doing this, I am able to gain their trust and confidence, and have seen my book of business grow exponentially through increased investments and referrals.”

30. Christopher Barron

Bank: Citibank: Citi Personal Wealth Management
Location: New York
TPM: N/A
2019 AUM: $339.1 million
2018 AUM: $322.4 million
2019 Production: $2.63 million
2018 Production: $2.27 million
Fee-based business: 93%
Production/AUM: 0.78%
Years in current job: 13
Total years in industry: 21

Christopher Barron says he and his colleagues use an approach with their clients that prioritizes the “why.” He says, “We make every attempt to ascertain what’s motivating our clients’ goals, their investment experience, and family dynamics. This ultimately leads to deeper relationships and clients who are satisfied and have the peace of mind in knowing we are dedicated to their financial success.” He says that this approach leads to most of his referrals coming from existing clients.

31. Costas Grekis

Bank: Clearview FCU
Location: Moon Township, Pennsylvania
TPM: CUNA Brokerage Services
2019 AUM: $329.8 million
2018 AUM: $313.5 million
2019 Production: $2.37 million
2018 Production: $2.18 million
Fee-based business: 0%
Production/AUM: 0.72%
Years in current job: 17
Total years in industry: 19

Costas Grekis says his approach to investing is a holistic one. “Our objective it to humanize the process by helping to cut through the noise,” he says. “We aim to answer the questions of can I retire and how do I retire?” He and his colleagues focus on collaboration, bringing in other trusted advisors of their clients to work as part of a team. “In the era on robo-investing and the digital age, I feel there will be a need for the face to-face advisor,” he says. “I stay relevant by being able to hold my clients’ hands to and through retirement. A computer cannot do that.”

32. Brick Sturgeon

Bank: Pinnacle Bank
Location: Nashville, Tennessee
TPM: Raymond James
2019 AUM: $328.4 million
2018 AUM: $326.6 million
2019 Production: $1.94 million
2018 Production: $2.09 million
Fee-based business: 45%
Production/AUM: 0.59%
Years in current job: 17
Total years in industry: 28

Brick Sturgeon says he has 400 friends – who are also his clients. “I can tell you what they do for a living, where they live and many of their phone numbers from memory,” he says. “Once a client realizes you are generally interested in them, that's when they give you the keys to the vault.”

Sturgeon says he sends every prospect a pre-appointment letter, biography and financial questionnaire before they ever meet. “In addition, I give every client a copy of my personal investment statement when we meet,” he says. “While everyone's portfolio is different, I want them to know that I use the same methodology for myself and that I eat my own cooking."

33. Bern Mahon Jr.

Bank: Middleburg Financial
Location: Fredericksburg, Virginia
TPM: Raymond James
2019 AUM: $322 million
2018 AUM: $325.7 million
2019 Production: $1.29 million
2018 Production: $1.35 million
Fee-based business: 49%
Production/AUM: 0.40%
Years in current job: 24
Total years in industry: 32

Bern Mahon says he his and his colleagues have a process with clients that involves four distinct steps. Number one is to understand the client’s situation by listening and learning about objectives, perspectives on risk and liquidity needs. Number two is to create a financial plan tailored to support the client’s unique personal goals. Then implement the plan by choosing a selection of investment vehicles in an allocation to serve a precise situation. Finally, manage the plan, continue to monitor progress toward objectives and ensure it keeps working through all the client’s life’s changes.

34. Kathy Feeney

Bank: Citi Personal Wealth Management
Location: Washington, D.C.
TPM: N/A
2019 AUM: $319.5 million
2018 AUM: $310.6 million
2019 Production: $1.63 million
2018 Production: $1.70 million
Fee-based business: 78%
Production/AUM: 0.51%
Years in current job: 31
Total years in industry: 36

Kathy Feeney says she and her team have leveraged their access to colleagues at Citi to attract new clients and deepen existing relationships. “Our primary goal is to work with bank colleagues to deliver a full range of financial guidance to help with all facets of our clients’ financial lives,” she says.

She adds, “Offering and delivering simple, real-world strategies for clients through digital and mobile banking is how we stay ahead of the curve.”

35. Edward Gibson

Bank: Citi Personal Wealth Management
Location: Eastchester, New York
TPM: N/A
2019 AUM: $318.6 million
2018 AUM: $313.6 million
2019 Production: $2.22 million
2018 Production: $1.99 million
Fee-based business: 86%
Production/AUM: 0.70%
Years in current job: 29
Total years in industry: 30

Edward Gibson says his approach and business model have been key to his success as an advisor. “. Communicating with my clients and keeping in touch with them on a regular basis have also proven to be a major contributing factor,” he says.

36. David Darshan

Bank: Citi Personal Wealth Management
Location: New York
TPM: N/A
2019 AUM: $318 million
2018 AUM: $268.8 million
2019 Production: $2.52 million
2018 Production: $2.10 million
Fee-based business: 90%
Production/AUM: 0.79%
Years in current job: 14
Total years in industry: 20

David Darshan says he always takes a team approach when working with clients. “I have four goals for every client – transparency, customization, objectivity and a family office style of personalized service,” he says. He believes it’s critical for advisors to listen to clients’ needs and never choose short-term gains at the cost of increased risk. He also says advisors should be willing to keep learning along the way. “I believe that learning new things and having a commitment to continuing to learn helps me to make better decisions,” he says.

37. James Christy

Bank: Northwest Federal Credit Union
Location: Herndon, Virginia
TPM: LPL Financial
2019 AUM: $313.2 million
2018 AUM: $319.2 million
2019 Production: $2.80 million
2018 Production: $2.86 million
Fee-based business: 87.5%
Production/AUM: 0.90%
Years in current job: 16
Total years in industry: 16

James Christy’s clients are primarily active and retired members of the U.S. national security and intelligence community. “Given their career backgrounds and familiarity with global economic and security matters, my clients frequently maintain well-informed and nuanced views on geopolitical matters,” he says. “These savvy and educated individuals generally see both the threats and opportunities stemming from the interdependence of U.S. economic prospects and those of our global trading and investment partners.”

During his 45-year career path in Washington, D.C., he worked stints including counsel to the House Energy and Commerce Committee and legislative counsel to a cabinet secretary. He also oversaw federal government relations for two Fortune 500 companies.

38. Steve Kennedy

Bank: TowneBank
Location: Newport News, Virginia
TPM: Raymond James
2019 AUM: $309.5 million
2018 AUM: $305.8 million
2019 Production: $2.16 million
2018 Production: $2.36 million
Fee-based business: 74%
Production/AUM: 0.70%
Years in current job: 14
Total years in industry: 32

Steve Kennedy says his approach to advising is focused on gathering investments first and planning second. He says he feels the advisory industry has made financial planning too complicated, convoluted and mysterious. “Most individuals, even those that consider themselves sophisticated investors, walk away from full-blown financial planning sessions not executing their plans,” he says. He helps his clients, he adds, by making the complex investing world easy to understand. His team excels in the senior market, he says, and he has an RICP-designated person on staff.

39. Robert Miraglia

Bank: Citibank: Citi Personal Wealth Management
Location: Fresh Meadows, New York
TPM: N/A
2019 AUM: $306.9 million
2018 AUM: $286.1 million
2019 Production: $948,966
2018 Production: $969,405
Fee-based business: 78%
Production/AUM: 0.31%
Years in current job: 22
Total years in industry: 22

When he first began on his career path, Robert Miraglia tried to find a way to differentiate himself from the other advisors in his area. Most advisors at his branch, he says, took the short view and tried to do as much business as quickly as possible, then moved on. “I decided to take a different approach and build real relationships with clients,” he says. “That unfortunately is not built overnight, and took some time to build.” Eventually he built the trust of people who moved from being customers to being his clients. Over the years, he says, he has retained his clientele and turned their children into clients as well. “In an era where advice has become commoditized, my commitment to my clients has been the reason my business is where it is today,” he says.

40. Jamie Hare

Bank: Pinnacle Bank
Location: Nashville, Tennessee
TPM: Raymond James
2019 AUM: $303.2 million
2018 AUM: $320 million
2019 Production: $2.22 million
2018 Production: $1.88 million
Fee-based business: 95%
Production/AUM: 0.73%
Years in current job: 12
Total years in industry: 21

Jamie Hare advises clients on tax-efficient investing and gifting strategies. Most of his clients, he says, are high-net-worth and are referrals from estate attorneys, CPAs and bankers. “I’m an old-school advisor with only a handful of clients,” he says. “Since most of the assets that I manage are in taxable accounts, owning individual securities helps with tax and gift planning at year-end.”

His differentiating factor, he says, is that he is the portfolio manager for all relationships he manages. When it comes to tech, he says he is probably the “least social-media-savvy advisor in the country.” He adds, “I tell younger advisors all the time that no family with significant wealth has ever hired an advisor because they have a pretty website. Wealthy families expect close personal relationships with their trusted advisors and that’s hard to replicate online.”

41. Robert Nejman

Bank: SunTrust
Location: Orlando, Florida
TPM: SunTrust Investment Services
2019 AUM: $2.99 million
2018 AUM: $2.52 million
2019 Production: $2.52 million
2018 Production: $1.88 million
Fee-based business: 58%
Production/AUM: 1.01%
Years in current job: 9
Total years in industry: 18

Robert Nejman’s focus is advising on the development and implementation of investment strategies to help clients meet their immediate and future goals. He follows a disciplined process of assessing a client’s financial situation and determining risk tolerance, forming and executing an appropriate investment plan, rebalancing a portfolio regularly in order to obtain measurable results. He also consults on risk management, retirement planning, insurance planning and other critical financial strategies.

42. Anthony D'Aquila

Bank: Citi Personal Wealth Management
Location: Ridgefield, Connecticut
TPM: N/A
2019 AUM: $298.6 million
2018 AUM: $278.1 million
2019 Production: $1.19 million
2018 Production: $1.19 million
Fee-based business: 74%
Production/AUM: 0.40%
Years in current job: 29
Total years in industry: 29

Anthony D’Aquila says he treats all his clients as he would a family member. “I need to know what and who truly matters to them in their lives,” he says. “We try to work as a team in attempting to solve their financial issues, and I get a buy-in on the process and expected relationship. I offer them an honest and open relationship and set guidelines for expectations.”

43. Christopher Simone

Bank: Citibank: Citi Personal Wealth Management
Location: New York
TPM: N/A
2019 AUM: $297.5 million
2018 AUM: $233.1 million
2019 Production: $946,513
2018 Production: $931,546
Fee-based business: 50%
Production/AUM: 0.32%
Years in current job: 11
Total years in industry: 11

Christopher Simone describes his approach to working with people as “warm, friendly, inviting and transparent.” He believes that too often, advisors try to complicate the process, and do not connect with their clients. He says he keeps meetings with clients very simple and strives to find common ground. “The best part of my job is getting to hear so many different life experiences from all the relationships we have,” he says. He acknowledges that, without his strong team, his success would not be possible. “From my manager to my partner and my assistant, our team is always looking to help, and give people an enjoyable investing experience," he says.

44. Mark Oechler

Bank: Johnson Bank
Location: Kenosha, Wisconsin
TPM: LPL Financial
2019 AUM: $296.7 million
2018 AUM: $274.5 million
2019 Production: $1.42 million
2018 Production: $1.44 million
Fee-based business: 17%
Production/AUM: 0.48%
Years in current job: 2
Total years in industry: 30

Among all financial and wealth advisors in his organization, Mark Oechler has the most clients who have entered into a planning relationship. This has been one of the primary drivers in building his business to be the largest among all advisors at the firm. In addition to placing a great emphasis on planning, he also pays keen attention to the overall client experience, regularly hosting client appreciation events with a wide variety of themes and experiences.

45. Paul Stetter Jr.

Bank: Fulton Financial Advisors
Location: Ephrata, Pennsylvania
TPM: Raymond James
2019 AUM: $293.9 million
2018 AUM: $283.4 million
2019 Production: $2.63 million
2018 Production: $2.49 million
Fee-based business: 72%
Production/AUM: 0.89%
Years in current job: 11
Total years in industry: 17

Paul Stetter’s desire is to provide his clients with a broad range of ideas initially focused on their most basic needs such as budgeting. Then he helps them apply the knowledge of those basic needs to develop a breathable working financial plan that will support the lifestyle they want to maintain. He feels his empathy for client needs and ability to customize a variety of solutions help maintain his autonomy from other advisors. He is engaged in clients’ lives not just as an advisor but also as a confidant to their children, grandchildren and parents.

46. Robert Nicotra

Bank: Citibank: Citi Personal Wealth Management
Location: Boca Raton, Florida
TPM: N/A
2019 AUM: $294.9 million
2018 AUM: $291.3 million
2019 Production: $1.75 million
2018 Production: $1.71 million
Fee-based business: 87%
Production/AUM: 0.60%
Years in current job: 25
Total years in industry: 30

Robert Nicotra says he focuses on gathering a client’s personal information so he can truly understand their finances and emotional situation, so he can ultimately guide them in a customized plan. He also coordinates all planning with his clients’ tax and legal advisors, and offers his own network of professionals as a resource. His team emails clients weekly with market updates and timely financial topics. “With so much financial noise and misinformation readily available, I focus on partnering with my clients and act as a trusted resource for them to discuss ideas and opportunities,” he says.

47. Yonaton Marom

Bank: Citi Personal Wealth Management
Location: New York
TPM: N/A
2019 AUM: $292.6 million
2018 AUM: $294.5 million
2019 Production: $1.41 million
2018 Production: $1.15 million
Fee-based business: 62%
Production/AUM: 0.48%
Years in current job: 6
Total years in industry: 7

Yonaton Marom considers his clients to be friends and extended family. “When your clients are your friends, you end up in a situation where your day revolves around working with people you genuinely care about, and who genuinely care about you," he says. When working with clients, he focuses on listening and identifying all relevant matters and uncertainties. He then executes a wealth strategy with clients’ concerns at the forefront. “Each year we review new and changing life events to help ensure the plan remains dynamic and achievable,” he says.

48. Anne Kurzman

Bank: Citi Personal Wealth Management
Location: Lake Grove, New York
TPM: N/A
2019 AUM: $286.4 million
2018 AUM: $252.3 million
2019 Production: $1.58 million
2018 Production: $1.86 million
Fee-based business: 90%
Production/AUM: 0.55%
Years in current job: 29
Total years in industry: 32

To help her clients stay the course with their financial plans, Anne Kurzman does regular reviews. "I take a personal interest in each of my clients that goes beyond just being their financial advisor,” she says. “I care and work to establish a genuine relationship.” She says she’s never just looking for any client; she wants the right client to fit her business, people she believes she can truly help. Her solutions are diversified between advisory, individual securities and insurance. She says the majority of her new business is from client referrals.

49. Eden Demar

Bank: Citibank: Citi Personal Wealth Management
Location: New York
TPM: N/A
2019 AUM: $286.2 million
2018 AUM: $277.3 million
2019 Production: $1.42 million
2018 Production: $1.46 million
Fee-based business: 68%
Production/AUM: 0.50%
Years in current job: 16
Total years in industry: 18

When it comes to developing new client relationships, “it’s always about listening, and not making assumptions or having preconceived notions about a client’s needs, objectives or expected outcomes," Eden Demar says. While all advisors have similar technology and capabilities available to them, he says, the potential to deepen a human relationship is what can separate an advisor from the rest. “Getting to know clients on a more familiar level will open many doors, and allow for deeper discussions,” he says. “That’s where most trust and goodwill is built, and what can carry the relationship over a longer period of time."

50. Peter Darke

Bank: Citibank: Citi Personal Wealth Management
Location: Washington, D.C.
TPM: N/A
2019 AUM: $276 million
2018 AUM: $268.3 million
2019 Production: $1.42 million
2018 Production: $1.49 million
Fee-based business: 78%
Production/AUM: 0.51%
Years in current job: 22
Total years in industry: 22

Peter Dark’s approach is financial planning based. He starts by identifying his clients’ needs before implementing portfolio strategies, then customizes those strategies for each client. Citi’s wealth management resources and technology help him to stay engaged, he says, and “touch clients through both traditional and digital mediums."