Top 100 bank advisors (76-100)

December 18, 2019 3:09 PM

Here our list of top 100 bank advisors continues, with numbers 76 through 100.

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.

76. Donald Lutz

Bank: Sandia Laboratory FCU
Location: Albuquerque, New Mexico
TPM: CUNA Brokerage Services
2019 AUM: $224.6 million
2018 AUM: $228.4 million
2019 Production: $1.43 million
2018 Production: $1.26 million
Fee-based business: 54%
Production/AUM: 0.64%
Years in current job: 19
Total years in industry: 26

Don Lutz partners with his associate financial advisor, licensed sales assistant and coordinator to serve over 1,500 clients. As a top producer in his district, he is always willing to share his best practices with middle-level producers and newer advisors. He also knows what it takes to acquire and retain clients. He utilizes a needs-based approach with clients' best interest always in mind.

77. Gonzalo Perez-Verdia

Bank: Citibank: Citi Personal Wealth Management
Location: Weston, Florida
TPM: N/A
2019 AUM: $232.7 million
2018 AUM: $221.4 million
2019 Production: $810,291
2018 Production: $954,128
Fee-based business: 65%
Production/AUM: 0.36%
Years in current job: 12
Total years in industry: 15

Gonzalo Perez-Verdia’s business is focused on the small city of Weston, Florida, which is a unique and diverse community he says is “deeply committed to family values and quality of life.” He says his practice is not about focusing initially on the products and services the firm offers. Rather, it’s to to help clients achieve peace of mind by creating a financial roadmap that will allow them enjoy their life and protect their loved ones. “The advice I provide is not about a specific product,” he says. “It’s about a journey and discipline that creates a customized strategy.”

78. Bryan Roberts

Bank: American Heritage FCU
Location: Philadelphia
TPM: CUNA Brokerage Services
2019 AUM: $218.9 million
2018 AUM: $217.4 million
2019 Production: $1.93 million
2018 Production: $1.99 million
Fee-based business: 29%
Production/AUM: 0.88%
Years in current job: 17
Total years in industry: 21

Bryan Roberts uses a consultative approach to assure the captures the exact needs and desires from the client during the first few discussions. Differentiating him is his ability to leverage all the resources at his disposal to assist clients. While he has embraced digital and technological changes to assist in his practice, he has also maintained the personal touch many clients are still looking for. This includes client appreciation events, greeting cards to commemorate special occasions and regularly scheduled review sessions.

79. William Bissell

Bank: South State Bank
Location: Martinez, Georgia
TPM: LPL Financial
2019 AUM: $218 million
2018 AUM: $246.2 million
2019 Production: $1.01 million
2018 Production: $837,361
Fee-based business: 61%
Production/AUM: 0.46%
Years in current job: 9
Total years in industry: 26

William Bissell’s primary focus is helping clients work toward preserving and growing their wealth. He is also dedicated to helping clients with their college savings, income, long-term care and investment needs. He is a longtime Augusta, Georgia, resident and is very involved in the local community. He is a member of First Baptist Church of Augusta and has served on various committees, including the investment and endowment committees.

80. Randall Harris

Bank: Ascend FCU
Location: Tullahoma, Tennessee
TPM: CUNA Brokerage Services
2019 AUM: $216.6 million
2018 AUM: $213.2 million
2019 Production: $1.21 million
2018 Production: $1.07 million
Fee-based business: 10.5%
Production/AUM: 0.56%
Years in current job: 26
Total years in industry: 33

Randall Harris starts by letting his clients do most of the talking so he can better understand their needs and concerns. He will then use illustrations to communicate concepts that fit the needs communicated. What sets him apart is his ability to break down investing concepts into understandable ideas his clients can embrace and implement to meet their goals.

81. Joel Adams

Bank: Southside Bank
Location: Tyler, Texas
TPM: Raymond James
2019 AUM: $216.3 million
2018 AUM: $207.4 million
2019 Production: $1.40 million
2018 Production: $1.39 million
Fee-based business: 69%
Production/AUM: 0.65%
Years in current job: 13
Total years in industry: 19

Joel Adams says he has found that most people have a greater sense of trust in him and his team when they put difficult planning concepts in simple terms, rather than talking over their head with industry jargon. “When we demystify investing, clients better understand the role their investments play in helping them achieve their financial goals,” he says. “And, because we have taken the time to ensure that they do understand, they trust our advice.”

82. Drew Bolling

Bank: TowneBank
Location: Suffolk, Virginia
TPM: Raymond James
2019 AUM: $215.1 million
2018 AUM: $215.2 million
2019 Production: $990,527
2018 Production: $902,763
Fee-based business: 54%
Production/AUM: 0.46%
Years in current job: 15
Total years in industry: 20

Drew Bolling say he lives by this thought each day when providing financial advice to clients and/or prospects: “We do what’s best for our clients…not what’s best for us.” While he admits that this might be a bit of a cliché, he truly believes it in practice. “In initial meetings with prospects, I often say that the best financial plan or the greatest investment advice is worthless without being able to trust who you are working with,” he says. He admits that being fully upfront and honest with clients isn’t always easy, but it is necessary. “An example would be when a client’s perceived distribution rate for retirement income is way above what a prudent withdrawal rate would be,” he says. “It is a necessary conversation to have to explain there are not enough retirement funds to produce that income, or he/she needs to lower the distribution rate to make the funds last.”

83. Brett Everhart

Bank: Addison Avenue Investment Services
Location: San Diego
TPM: Raymond James
2019 AUM: $213.3 million
2018 AUM: $215.7 million
2019 Production: $1.88 million
2018 Production: $1.86 million
Fee-based business: 50%
Production/AUM: 0.88%
Years in current job: 7
Total years in industry: 36

Brett Everhart says maintaining a consistent planning process and a proactive service model are the key drivers to his success. He typically sees 10 to 12 clients per day with 30-minute meeting slots. At the end of every meeting, the client decides when the next meeting will be, and it is all calendared. “Clients appreciate this high-touch approach, and this avoids the negative feedback, ‘I never hear from my advisor,’” he says. He adds, “When you help clients with all financially related issues it mitigates resistance of, ‘Are you worth your fee?’”

84. Michael Kruchten

Bank: First Midwest Bank
Location: Joliet, Illinois
TPM: LPL Financial
2019 AUM: $212.7 million
2018 AUM: $207.7 million
2019 Production: $1.96 million
2018 Production: $1.90 million
Fee-based business: 98%
Production/AUM: 0.92%
Years in current job: 9
Total years in industry: 21

Michael Kruchten stays relevant in the digital age by adopting technology faster than many other advisors. One example is his utilization of an automated marketing campaign integrated with his CRM, touching on real-time market events and headlines as they unfold. Another example is his adoption of DocuSign, which allows clients to sign documents on the go regardless of where they are. This adoption has allowed real-time Roth conversions and wire transfers without a need to visit office.

85. Jason Mikeska

Bank: Prosperity Bank
Location: Victoria, Texas
TPM: Raymond James
2019 AUM: $213.8 million
2018 AUM: $203.7 million
2019 Production: $849,472
2018 Production: $805,744
Fee-based business: 49%
Production/AUM: 0.40%
Years in current job: 3
Total years in industry: 14

Over the course of his career, Jason Mikeska has been committed to developing investment plans tailored to each client's individual and specific needs and goals. He strives to build long-lasting relationships with clients through frequent interaction, communication and a high level of service. He finds it rewarding knowing he has helped individuals and families pursue their financial goals and have a greater understanding of their investments. Focused on serving families preparing for or living in retirement, he works closely with them to identify their short- and long-term needs, creating strategies designed to guide them toward their goals, and helping them stay on track.

86. Bernard Reina

Bank: Citi Personal Wealth Management
Location: Los Angeles
TPM: N/A
2019 AUM: $211.7 million
2018 AUM: $220.6 million
2019 Production: $1.83 million
2018 Production: $1.77 million
Fee-based business: 90%
Production/AUM: 0.86%
Years in current job: 20
Total years in industry: 24

Bernard Reina says that managing portfolios is now a unique form of differentiation. He and his colleagues utilize six value propositions for their clients: Organization, accountability, objectivity, proactivity, education and partnership. “Bonding with my clients is where I really excel, perhaps by sharing my personal experience with them,” he says. “This connection is the key to a successful client relationship."

87. Hobie Whitmore

Bank: TowneBank
Location: Virginia Beach, Virginia
TPM: Raymond James
2019 AUM: $212.2 million
2018 AUM: $200.9 million
2019 Production: $1.05 million
2018 Production: $822,018
Fee-based business: 74%
Production/AUM: 0.49%
Years in current job: 2
Total years in industry: 23

Hobie Whitmore works with individuals, local non-profit organizations, small businesses and institutional clients to provide financial advice and wealth management services. He develops personal relationships with clients, helping them build plans for long-term financial goals and investing, whether that is for accumulating wealth, enjoying retirement or seeking a growth potential in their portfolio.

88. Jason Holt

Bank: F&M Bank
Location: Kannapolis, North Carolina
TPM: LPL Financial
2019 AUM: $209 million
2018 AUM: $190.3 million
2019 Production: $1.77 million
2018 Production: $1.71 million
Fee-based business: 81%
Production/AUM: 0.85%
Years in current job: 19
Total years in industry: 24

Jason Holt believes in educating clients to ensure they understand the financial strategy he suggests. In the process, he builds a high level of trust with his clients. Many of his clients refer friends and family to him. His business model consists of a disciplined investment management process combined with personalized service. He aims to build lasting relationships based on trust, integrity and superior client service.

89. Todd Shaw III

Bank: Fulton Financial Advisors
Location: Ellicott City, Maryland
TPM: Raymond James
2019 AUM: $207.6 million
2018 AUM: $198.5 million
2019 Production: $1.10 million
2018 Production: $1.10 million
Fee-based business: 9%
Production/AUM: 0.53%
Years in current job: 11
Total years in industry: 19

Todd Shaw always listens to his clients’ individual needs, finding the appropriate investments and explaining options. He takes a long-term approach to his clients’ financial plan, managing risk as well as client expectations. He also finds success with building intergenerational client relationships. These relationships go beyond just a business relationship, as his clients become more like family. He serves on a local family foundation.

90. Cary Lipman

Bank: SunTrust
Location: Melbourne, Florida
TPM: N/A
2019 AUM: $207 million
2018 AUM: $180 million
2019 Production: $1.20 million
2018 Production: $1.05 million
Fee-based business: 86%
Production/AUM: 0.58%
Years in current job: 22
Total years in industry: 34

Cary Lipman says he and his team use an approach with specific roles designed to focus on the strengths of each member. “Financial planning is the core of our practice and is used to understand the individual needs of each client and family we serve,” he says. He and his team advise clients holistically, and customize their advice based on individual client needs. They also communicate and collaborate with clients’ other core advisors, including estate attorneys and tax professionals. An intergenerational focus is also key. “We emphasize the importance of, and encourage the engagement of, younger generations in the conversations relating to their values and hopes for their legacy,” he says.

Dan Phillips Photography

91. Frank Feng

Bank: Financial Center Credit Union
Location: Stockton, California
TPM: CUNA Brokerage Services
2019 AUM: $202.4 million
2018 AUM: $191.2 million
2019 Production: $1.78 million
2018 Production: $1.56 million
Fee-based business: 1.16%
Production/AUM: 0.88%
Years in current job: 22
Total years in industry: 27

The majority of Frank Feng’s clients are retirees and seniors. When they come to see a financial advisor, the first thing on their mind is safety, he says. He has tailored his practice to meet their unique needs. His goal is to provide sound advice, and thereby ease their financial worries so they can spend their time and energy focusing on how to live healthy lives and truly enjoy their golden years.

92. Greg Malin

Bank: Fulton Financial Advisors
Location: Camp Hill, Pennsylvania
TPM: Raymond James
2019 AUM: $199.7 million
2018 AUM: $180.9 million
2019 Production: $2.04 million
2018 Production: $1.97 million
Fee-based business: 84%
Production/AUM: 1.02%
Years in current job: 11
Total years in industry: 20

Greg Malin engages in a highly collaborative process with clients. “I have expectations of them just as they do of me — I get them to take action rather than react,” he says. The practice is purely planning driven and is not market- or investment-driven in any way. Greg acts as clients’ financial coach to help them make spending and investment decisions. Taking the book of business down from 650-plus households to 350-plus households five years ago has enabled him to spend more time with clients. In addition, by being nearly 100% discretionary, investment models are managed consistently across the entire book. This provides for equal client experiences across the practice.

93. Craig Coopersmith

Bank: SunTrust Investment Services
Location: Orlando, Florida
TPM: N/A
2019 AUM: $200 million
2018 AUM: $175 million
2019 Production: $1.50 million
2018 Production: $1.40 million
Fee-based business: 70%
Production/AUM: 0.75%
Years in current job: 14
Total years in industry: 14

Helping people attain financial confidence is what attracted Craig Coopersmith to the financial services industry. He focuses on making a substantial and positive difference in his clients’ financial well-being. He’s committed to conducting business in an honest, ethical and prudent manner while providing comprehensive advice.

94. Andrew Steele

Bank: Members 1st FCU
Location: Mechanicsburg, Pennsylvania
TPM: LPL Financial
2019 AUM: $200.3 million
2018 AUM: $177 million
2019 Production: $974,109
2018 Production: $727,181
Fee-based business: 51%
Production/AUM: 0.49%
Years in current job: 2
Total years in industry: 28

For the first eight years of his tenure at Members 1st, Andrew Steele served as the sole wealth advisor for all membership. Today the credit union has an investment services team of 12 full-time wealth advisors. Steele has proven to be a leader in his field and acts as a trusted mentor to new team members. Outside of Members 1st, he sits on the board for the Mechanicsburg Wildcat Foundation, which raises money to support cultural and athletic programs within the Mechanicsburg school district.

95. Brian McLaughlin

Bank: Liberty Bank
Location: Middletown, Connecticut
TPM: Raymond James
2019 AUM: $194 million
2018 AUM: $190.4 million
2019 Production: $1.21 million
2018 Production: $1.25 million
Fee-based business: 69%
Production/AUM: 0.62%
Years in current job: 20
Total years in industry: 28

Brian McLaughlin uses a goals-based planning tool for most of his clients, understanding that each has unique needs. A patient and thorough teacher, he explains often complex financial concepts in a way that the average person can understand. He understands that clients are not expected to be experts in finance or the markets. “What makes me special in the eyes of many clients is my sincerity, honesty and genuine desire to help them,” he says.

96. Galen Krumme

Bank: Jackson County Bank
Location: Seymour, Indiana
TPM: Raymond James
2019 AUM: $193.1 million
2018 AUM: $194.7 million
2019 Production: $1.55 million
2018 Production: $1.43 million
Fee-based business: 66%
Production/AUM: 0.80%
Years in current job: 6
Total years in industry: 20

A native of Seymour, Indiana, Galen Krumme is the unofficial town mayor, as he’s known by everyone in town. As an advisor, he tries to own the majority of investments he utilizes with clients, so he can show them he has skin in the game. His primary focus is meeting with clients one-on-one to develop personalized strategies.

97. Justin Dams

Bank: Veridian CU
Location: Waterloo, Iowa
TPM: CUNA Brokerage Services
2019 AUM: $192 million
2018 AUM: $186 million
2019 Production: $1.41 million
2018 Production: $1.50 million
Fee-based business: 1%
Production/AUM: 0.73%
Years in current job: 11
Total years in industry: 13

Justin Dams has a mission is to help all people, from his clients, to staff, to his peers and community. He has been a mentor for CUNA Brokerage’s Advisor Academy, Honor’s Academy, and is always willing to work with new advisors. He is the chair of the senior advisor leadership team, where senior advisors represent the voice of the field. He also is always eager to volunteer to pilot new technology or processes CBSI incorporates.

98. Robert Stenzel

Bank: First Midwest Bank
Location: Morris, Illinois
TPM: LPL Financial
2019 AUM: $190.4 million
2018 AUM: $175.3 million
2019 Production: $1.65 million
2018 Production: $1.53 million
Fee-based business: 94%
Production/AUM: 0.87%
Years in current job: 9
Total years in industry: 19

Robert Stenzel was an early adopter of fee-based revenue, which allowed him to build a strong foundation. Through an endless pursuit to understand all the intricate details about the families and individuals he works with, he has been able to set himself apart by building the highest levels of trust with clients. While Stenzel is no longer part of the referral network for the bank branches, his practice continues to grow significantly year after year. Clients also continue to refer him to others.

99. Dariana Gordon

Bank: Citi Personal Wealth Management
Location: Potomac, Maryland
TPM: N/A
2019 AUM: $190.8 million
2018 AUM: $162.7 million
2019 Production: $762,200
2018 Production: $692,150
Fee-based business: 69%
Production/AUM: 0.40%
Years in current job: 23
Total years in industry: 23

Dariana Gordon always keeps up to date with advances in digital technology in order to improve her clients’ experience. “However,” she says, “I do not believe that even the most advanced form of digital technology can ever replace the personal touch of a financial advisor.” She says she not only takes interest in her clients’ financial affairs, but she also genuinely cares about their well-being and happiness.

100. Jeff Joiner

Bank: Farmers National Bank
Location: Danville, Kentucky
TPM: Raymond James
2019 AUM: $190.8 million
2018 AUM: $184.6 million
2019 Production: $720,154
2018 Production: $752,730
Fee-based business: 34%
Production/AUM: 0.38%
Years in current job: 12
Total years in industry: 25

“My approach to advising clients is to always listen first and talk later,” Jeff Joiner says. He believes he has to earn the right to speak to his clients’’ lives by establishing trust. “Only then can I use my 25 years of experience to develop successful financial planning strategies for my clients,” he says. He says technology and the digitization of society has changed and shaped almost every aspect of the industry, and that it’s imperative to adapt. “However, at the end of the day, I believe clients will always still value a human experience,” he says.