Top 100 bank advisors <br>(26-50)

December 7, 2016 5:00 AM

50. Zachary Archer

Bank: BOK Financial
TPM: BOK Financial
Location: Edmond, Oklahoma
2016 AUM: $94 million
2015 AUM: $82 million
2016 Production: $1.1 million
2015 Production: $957,000
Fee business: 10%
Years in industry: 15

Zach says he focuses on developing unique, individual relationships with his clients to the point that he becomes an extension of the family over time. Together, he says, they navigate all aspects of life, not just finances.

49. Robert Stenzel

Bank: First Midwest Bank
TPM: LPL Financial
Location: Morris, Illinois
2016 AUM: $144 million
2015 AUM: $131 million
2016 Production: $1.2 million
2015 Production: $1.3 million
Fee business: 68%
Years in industry: 16

When it comes to helping clients achieve their goals, Rob focuses on multiple needs, not just financial. And people appreciate Rob’s sincere interest in all aspects of their lives. More than 90% of Rob’s clients are referred by existing clients. Even when bank employees move on and no longer work for First Midwest, he continues to receive referrals from them. Rob knows that maintaining strong relationships takes a lot of time, when his book grew to a size that he could no longer manage on his own, he helped recruit another adviser to his team in 2014 and has transitioned clients and assets to them so that client service levels stay in line with expectations.

48. Yoni Marom

Bank: Citi Personal Wealth Management
TPM: n/a
Location: New York
2016 AUM: $122 million
2015 AUM: $71 million
2016 Production: $723,000
2015 Production: $561,000
Fee business: 43%
Years in industry: 3

Yoni provides tailored financial strategies to business owners, professionals concerned with retirement, tax-burdened executives and retirement funds. He educates clients on relevant financial topics so they can feel more confident about their financial decisions. Before joining Citi in 2013, he was at Wells Fargo for five years where he acquired a strong understanding of the financial markets. He also has a background in real estate.

47. Matthew Griffin

Bank: Family Trust Federal Credit Union
TPM: LPL Financial
Location: Rock Hill, South Carolina
2016 AUM: $79 million
2015 AUM: $63 million
2016 Production: $725,000
2015 Production: $698,000
Fee business: 92%
Years in industry: 17

Matt's teammates describe him as an educator rather than a salesman, and say that the most frequent compliment he gets from clients is that he takes the time to explain everything. That includes sitting down and drawing pictures and using analogies so clients can understand what is being done with their money. This authenticity has brought grown men to tears and caused women to pray in the middle of a client meeting, colleagues say, because they are so grateful for the time and sincerity Matt shows them.

46. Brad Sova

Bank: DFCU Financial Credit Union
TPM: CUSO Financial
Location: Livonia, Michigan
2016 AUM: $364 million
2015 AUM: $340 million
2016 Production: $2.1 million
2015 Production: $2.1 million
Fee business: 65%
Years in industry: 20

After working with most of his current clients for more than 10 years, Brad no longer takes credit union referrals. He only takes referrals from his existing clients. Working in a community near Ford, Brad developed a niche for himself handling customers dealing with retirements and Ford buyouts. He became an adviser that his clients could rely on by being well-informed on Ford’s buyout options, and helped many people when they were in dire need.

45. Matthew O'Connor

Bank: Webster Bank
TPM: LPL Financial
Location: New Bedford, Massachusetts
2016 AUM: $88 million
2015 AUM: $68 million
2016 Production: $825,000
2015 Production: $737,000
Fee business: 37%
Years in industry: 9

Matthew cites behavioral economics as a major force on modern financial planning. Irrational investor impulses, the greatest being fear, can negate any great financial plan, he says. His true goal is to provide clients with a shelter from myriad storms, including headline risk, media bias and people's tendency towards common practice versus proven investment principals. Extraordinary results derive from preparation, implementation, patience and persistence, he says.

44. Chris Cralle

Bank: Citi Personal Wealth Management
TPM: n/a
Location: Oak Brook, Illinois
2016 AUM: $311 million
2015 AUM: $285 million
2016 Production: $2 million
2015 Production: $2 million
Fee business: 32%
Years in industry: 26

Chris Cralle delivers wealth strategies by looking at clients’ entire financial lives, even into account assets that are not held at Citi. This can include debt management strategies and insurance, in addition to investments. He says that this approach has built goodwill, not to mention leading to more assets under management and more referrals.

43. Michael Kruchten

Bank: First Midwest Bank
TPM: LPL Financial
Location: Joliet, Illinois
2016 AUM: $162 million
2015 AUM: $154 million
2016 Production: $1.5 million
2015 Production: $1.5 million
Fee business: 73%
Years in industry: 16

Mike’s approach to investing and financial planning heavily incorporates behavioral finance. Mike realizes that clients' emotions prevail in their financial decisions and he incorporates this when preparing an investment plan. Mike doesn’t have a mission statement, but provides clients with a handout containing a simple quote to describe his overarching goal: “Inspire clients to choose to do what they will wish they had done, especially when they are not inclined to do it.” This serves as a reminder of the importance of long-term relationship during turbulent times.

42. Raymond Beloin

Bank: Webster Bank
TPM: LPL Financial
Location: West Hartford, Connecticut
2016 AUM: $201 million
2015 AUM: $190 million
2016 Production: $1.7 million
2015 Production: $1.6 million
Fee business: 44%
Years in industry: 28

Ray is a perennial million-dollar revenue producer with over $200 million dollars under management. Ray is currently on pace to produce over $2 million of revenue in 2016. Ray and his team have a disciplined segmentation process related to his book of clients as well as to branch and partner referrals. Their process is structured to maximize growth of new clients, new assets and new revenue. Discipline is also the hallmark for every client touchpoint, he says. Client reviews, client phone outreach, newsletters, and client events are all carefully planned and executed in accordance with his segmentation process.

41. David Guthrie

Bank: Citi Personal Wealth Management
TPM: n/a
Location: New York
2016 AUM: $209 million
2015 AUM: $167 million
2016 Production: $1.1 million
2015 Production: $1 million
Fee business: 46%
Years in industry: 12

David’s career started in banking and transitioned to the wealth management side of the business in 2006. He believes that being well-organized and setting goals are keys to success. He also feels that successful financial advisers should be available to their clients at all times and well-versed in several investment products to diversify clients’ portfolios and their business.

40. Joseph Cappello

Bank: ESL Federal Credit Union
TPM: LPL Financial
Location: Rochester, New York
2016 AUM: $99 million
2015 AUM: $74 million
2016 Production: $713,000
2015 Production: $586,000
Fee business: 87%
Years in industry: 7

Joseph Cappello works exclusively with high-net-worth individuals, business owners and corporations. His average account size is over $1million. Approximately 87% of his business is fee-based advisory accounts for individual clients. By working with a limited number of clients, he is able to dedicate more time to properly manage each account. He says that fee-based business requires a different outlook than commissions and sales charges because a greater emphasis is placed on retention and relationships.

39. Josh Giuliano

Bank: Citizens Bank
TPM: n/a
Location: Cranston, Rhode Island
2016 AUM: $150 million
2015 AUM: $135 million
2016 Production: $1.2 million
2015 Production: $1 million
Fee business: 48%
Years in industry: 12

Josh takes the time to fully understand what is important to all clients and helps them prioritize their concerns. Then, he helps them with each item either directly or by coordinating with other key advisers. He also constantly tries to improve his education and knowledge base, which has entailed earning an MBA degree and CFP designation.

38. Paul Atala

Bank: Citi Personal Wealth Management
TPM: n/a
Location: New York
2016 AUM: $124 million
2015 AUM: $102 million
2016 Production: $920,000
2015 Production: $802,000
Fee business: 45%
Years in industry: 8

Paul Atala says he has built his business based on relationship and respect. The phrase he used: "Treat everyone the way you would like to be treated.”

37. Nathan Quello

Bank: First Dakota National Bank
TPM: Raymond James
Location: Sioux Falls, South Dakota
2016 AUM: $400 million
2015 AUM: $339 million
2016 Production: $2.1 million
2015 Production: $2.2 million
Fee business: 9%
Years in industry: 16

Nathan has been a part of the financial services world almost his entire life, learning from his father's forty-plus years of experience. In fact, Nathan joined his father 16 years ago and, together, they joined First Dakota National Bank three years ago. Nathan specializes in high net worth planning and working with business owners on creating and protecting their personal wealth. Additionally, the bank created a team of pros surrounding Nathan and his father to complement their financial planning practice, offering private banking, cash management and trust services.

Eyler, Ben [GCB-CWM]

36. David Darshan

Bank: Citi Personal Wealth Management
TPM: n/a
Location: New York
2016 AUM: $186 millon
2015 AUM: $192 million
2016 Production: $1.6 million
2015 Production: $1.4 million
Fee business: 82%
Years in industry: 14

David’s passion and focus is in portfolio management. His objective has always been to listen to the needs of clients and to define strategies customized to those needs. He works with a team of trusted Citi colleagues who can help address a broad range of clients’ needs.

35. John Kane

Bank: Citadel
TPM: CUSO Financial
Location: West Chester, Pennsylvania
2016 AUM: $150 million
2015 AUM: $133 million
2016 Production: $1.1 million
2015 Production: $1.1 million
Fee business: 67%
Years in industry: 16

John learned the importance of developing strong relationships while he worked his way up from intern to adviser. New clients receive in-person meetings three times before initiating any paperwork. He describes the first meeting as a “fact-finder” for both parties, then slowly works to build confidence, often sharing personal stories to help clients better understand him and his financial planning process.

34. Brock Kidd

Bank: Pinnacle Bank
TPM: Raymond James
Location: Nashville, Tennessee
2016 AUM: $272 million
2015 AUM: $242 million
2016 Production: $1.6 million
2015 Production: $1.6 million
Fee business: 63%
Years in industry: 21

Brock Kidd works with a diverse group of affluent clients throughout the country, including executives and board members from Fortune 500 companies, business owners, professional athletes and music industry leaders. Brock uses modern portfolio theory in an effort to properly diversify clients, while at the same time works to educate them and manage realistic expectations. He uses fundamental and technical analysis to look for a balance of investment ideas.

33. Gihan Fernando

Bank: Bank of Texas
TPM: BOK Financial
Location: Bellaire, Texas
2016 AUM: $120 million
2015 AUM: $105 million
2016 Production: $1.4 million
2015 Production: $1.3 million
Fee business: 10%
Years in industry: 22

Gihan has over 15 years of services with the same firm, and during that time he has developed a relationship of loyalty and trust with his clients. Gihan is also very active in the outside of the bank, and has worked to develop a reputation for being a trusted adviser in the Asian community.

Eric Lusher

32. Pat Faulkner

Bank: TowneBank
TPM: Raymond James
Location: Williamsburg, Virginia
2016 AUM: $180.8 million
2015 AUM: $163.7 million
2016 Production: $1.3 million
2015 Production: $1.2 million
Fee business: 70%
Years in industry: 31

Patrick Faulkner says it’s a privilege to work with a team of professional advisers (including 3 CFPs) with more than 190 years of combined experience. He brings over 30 years to the table himself. The team also leverages the skills of external professionals such as CPAs, lawyers and insurance advisers to fully integrate all aspects of their clients’ needs into a long-term goal plan.

31. Jerry Toney

Bank: Cadence Bank
TPM: LPL Financial
Location: Starkville, Mississippi
2016 AUM: $326.2 million
2015 AUM: $270 million
2016 Production: $1.2 million
2015 Production: $1.1 million
Fee business: 34%
Years in industry: 19

Over the past year, Jerry's job responsibilities have changed. He is currently State President for Cadence Bank's operations in Mississippi, while also serving as program manager and increasing his own AUM by over 20%. He's quick to give credit to others, saying the recent changes would not have been possible without the support staff he has.

30. David Lofton

Bank: BankTennessee
TPM: Raymond James
Location: Collierville, Tennessee
2016 AUM: $112.9 million
2015 AUM: $97.6 million
2016 Production: $1 million
2015 Production: $894,000
Fee business: 71%
Years in industry: 18

David's approach to financial planning is straightforward: he focuses on becoming a partner in building his clients’ future, and as a result, he has seen his business grow year over year, primarily from client referrals. David works hard to help clients pursue their financial goals with as much certainty, and as little risk, as possible. His mission is to help his clients achieve financial independence through professional advice, sound risk management, quality investment products and personal, efficient service.

29. Steven Goldberg

Bank: SunTrust
TPM: n/a
Location: Hyattsville, Maryland
2016 AUM: $321 million
2015 AUM: $297.6 million
2016 Production: $2.1 million
2015 Production: $1.9 million
Fee business: 28%
Years in industry: 25

Steven works mostly in a team setting with other pros, whenever appropriate, including bankers, insurance specialists, estate attorneys and CPAs. During an initial client meeting, his team gets to know the clients and begin gathering their financial data both at SunTrust and outside the bank. They introduce their plans to clients in a second appointment where they may also introduce strategies to help them achieve their goals.

28. Patrick Varney

Bank: Bank of Colorado
TPM: Raymond James
Location: Windsor, Colorado
2016 AUM: $258 million
2015 AUM: $234.2 million
2016 Production: $1.9 million
2015 Production: $1.9 million
Fee business: 62%
Years in industry: 16

Pat Varney says he views his job as one of managing risk more so 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. Pat stresses to investors that they cannot control markets or interest rates, but they can control costs. So focus on those things in their control.

27. Rob Nicotra

Bank: Citi Personal Wealth Management
TPM: n/a
Location: Boca Raton, Florida
2016 AUM: $240.2 million
2015 AUM: $199 million
2016 Production: $1.4 million
2015 Production: $1.3 million
Fee business: 50%
Years in industry: 29

Having experienced several bear markets throughout his 25-year career, Robert says it's important to serve clients in good times and bad. He provides wealth management strategies that are focused on each client’s life plan. But clients want more than numbers; they want someone who connects with them. His goal is to become the primary trusted financial adviser for his clients and their families. He works with their attorneys and CPAs to coordinate a team approach for each client.

26. Jason Torrey-Payne

Bank: Firefighters First Credit Union
TPM: CUSO Financial
Location: Los Angeles
2016 AUM: $164.4 million
2015 AUM: $130 million
2016 Production: $1 million
2015 Production: $907,000
Fee business: 50%
Years in industry: 19

Working for a closed-membership credit union, Jason's sole focus is helping firefighters and their families. Focusing on such a niche community has allowed Jason to become extremely well-versed in their financial situations, pension plans and retirement needs. He moves slowly, not implementing a plan until the third client meeting. Jason focuses heavily on new business, and runs numerous activities to attract new clients, including workshops, retirement seminars, station visits and direct mail and email marketing campaigns. He says the biggest tactic, though, in this tight-knit community is word-of-mouth referrals.