Top 100 bank advisors, 51-75

December 5, 2018 11:44 AM

Here we continue our Top 100 bank advisors ranking with those who ranked 51-75.

To compile the annual list, we combine multiple variables into one composite score. We look at assets under management, production, growth and fee business to determine advisors' scores. The winners inevitably are those who perform well across the board even if they aren’t the absolute best in a specific area.

The annual AUM figures listed are as of the end of August; and the trailing-12 production figures are for the 12-month period ending Aug. 31.

Full Top 100 coverage:
• Top 100 bank advisors: Who’s in and how they got there
• Top 100 bank advisors (1-25)
• Top 100 bank advisors (26-50)
• Top 100 bank advisors (51-76)
• Top 100 bank advisors (76-100)
• A chance encounters changed this advisor’s career

75. Fred Greene

Bank: Woodforest National Bank
Location: The Woodlands, TX
TPM: Raymond James
2018 AUM: $373.90 million
2017 AUM: $302.86 million
2018 Production: $2.21 million
2017 Production: $2.17 million
Fee-based business: 53%
Production/AUM: 0.59%
Years in current job: 15
Total years in industry: 35

Fred Greene says he never forgets this is a contact business. After 35 years as an advisor, the only truth in this industry is that “nothing beats a personal telephone call,” he says. For relationships with over $1 million invested, he calls them at least monthly. Those over $5 million are called bi-weekly. Usually it is a quick call to give them his market thoughts and a review of their portfolio and any changes being considered, he says. Investment performance, while critical, is typically not the reason clients leave, he says. Solid client relationships like his produce the best referrals and other opportunities to grow his practice.

74. Paul Fedorko

Bank: Sandia Laboratory Federal Credit Union
Location: Albuquerque, NM
TPM: CUNA Brokerage Services, Inc.
2018 AUM: $164.99 million
2017 AUM: $149.19 million
2018 Production: $1.28 million
2017 Production: $1.11 million
Fee-based business: 86%
Production/AUM: 0.78%
Years in current job: 18
Total years in industry: 27

Paul Fedorko brings 27 years of experience as an advisor to the table as he helps clients achieve clarity about the current situation, the vision for the future, and the best way to navigate from here to there. He also offers clients small group workshops on technology training and conducts electronic appointments via join.me, Skype and FaceTime.

73. Robert Stenzel

Bank: First Midwest Bank
Location: Morris, IL
TPM: LPL Financial
2018 AUM: $175.35 million
2017 AUM: $157.34 million
2018 Production: $1.53 million
2017 Production: $1.4 million
Fee-based business: 92%
Production/AUM: 0.87%
Years in current job: 14
Total years in industry: 19

Over the last five years, Robert Stenzel has moved to a second floor, growing through deepening relationships and staying on top of clients’ needs and investment trends. He integrated financial planning into his practice early on and recognized the importance of emphasizing planning and risk management with clients.

72. Matthew Griffin

Bank: Family Trust Federal Credit Union
Location: Rock Hill, SC
TPM: LPL Financial
2018 AUM: $104.70 million
2017 AUM: $89.95 million
2018 Production: $966,000
2017 Production: $806,800
Fee-based business: 98%
Production/AUM: 0.92%
Years in current job: 8.9
Total years in industry: 20.2

Matt Griffin’s approach to advising involves the most basic concept – doing the right thing for the right reason. He doesn’t believe in account minimums, and whether he’s talking to a CEO of a large company or a widow with no financial experience, he takes his time and explains everything to them as if they are equal. At the end of the day, if Matt can help the client understand their financial situation better, he considers that a win.

71. Adriano Schirmer de Campos

Bank: Citibank (International)
Location: Miami, FL
TPM: none
2018 AUM: $218 million
2017 AUM: $216.00 million
2018 Production: $1.53 million
2017 Production: $946,000
Fee-based business: 0%
Production/AUM: 0.7%
Years in current job: 14
Total years in industry: 15

Adriano Schirmer de Campos works for Citibank's International Personal Bank, which serves non-U.S residents. He says what differentiates him is his vast academic and financial markets experience, combined with an ability to build trust with clients through empathy, honesty, and patience. This combination has helped him stay relevant in the digital age and with the next generation of clients.

70. Robert Miller

Bank: Better Banks
Location: Peoria, IL
TPM: LPL Financial
2018 AUM: $112.12 million
2017 AUM: $97.52 million
2018 Production: $1.00 million
2017 Production: $806,700
Fee-based business: 80%
Production/AUM: 0.9%
Years in current job: 23.1
Total years in industry: 30.5

Robert Miller strives to build lifelong advisor relationships with clients. Client events are a key part of his annual marketing plan. Last year, key events included hosting an annual baseball outing and organizing the collection and assembly of Operation Christmas Child gift packages. He also firmly believes in community service and supporting charitable causes, recently being added as an investment committee member for the Community Foundation of Central Illinois. His personal mission is “to have a positive impact on every person with whom I come in contact.”

69. Greg Malin

Bank: Fulton Bank
Location: Camp Hill, PA
TPM: Raymond James
2018 AUM: $180.88 million
2017 AUM: $167.82 million
2018 Production: $1.97 million
2017 Production: $1.79 million
Fee-based business: 82%
Production/AUM: 1.09%
Years in current job: 10
Total years in industry: 19

Greg Malin says his process is highly collaborative with clients. He has expectations of them just as they do of him. “I get them to take action rather than react,” he says. And the practice is purely planning driven — not market/investment driven. Investments are selected based on the client’s investment policy questionnaire and managed to individual client goals rather than to indexes. Taking his book of business down to 350-plus households from 650-plus just five years ago enabled him to spend more time with each one.

68. Kathy Feeney

Bank: Citibank
Location: Washington, D.C.
TPM: None
2018 AUM: $310.60 million
2017 AUM: $278.82 million
2018 Production: $1.70 million
2017 Production: $1.50 million
Fee-based business: 83%
Production/AUM: 0.55%
Years in current job: 26
Total years in industry: 26

Kathy Feeney says she uses her access to colleagues at Citi to successfully 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.

67. Jeffrey Goble

Bank: Citibank
Location: Huntington Beach, CA
TPM: None
2018 AUM: $170.27 million
2017 AUM: $166.90 million
2018 Production: $1.42 million
2017 Production: $1.15 million
Fee-based business: 96%
Production/AUM: 0.83%
Years in current job: 17
Total years in industry: 24

Jeffrey Goble is not afraid to ask the hard questions right from the start. During the first conversation, he lets clients know that throughout the relationship, he will “ask them many nosey questions.” Being “purposefully nosey” when it comes to understanding clients will ultimately benefit them beyond their expectations, he says. “I strive to give clients the client experience they always expect but seldom receive.” He notes that many advisors are quick to over-promise their level of client service, without first finding out exactly what level of service the client expects. “If you don’t clearly understand what your clients expect, how can you truly meet, let alone exceed their expectations?” he says.

66. Kyle Bowen

Bank: Bank of Texas
Location: Dallas, TX
TPM: BOK Financial
2018 AUM: $128.5 million
2017 AUM: $118.00 million
2018 Production: $1.10 million
2017 Production: $754,000
Fee-based business: 63%
Production/AUM: 0.86%
Years in current job: 7
Total years in industry: 15

Kyle Bowen believes that if advisors lose sight of the fact that clients come first and they’re the boss, the relationship is bound to fail. Indeed, the best way to advise or help clients is to integrate planning into your practice, he says. “Not only does planning help solve a problem the client may have, it also gives the client a roadmap to success. As the market volatility has picked up along with clients becoming anxious about the markets, planning becomes more important,” he says.

65. Jason Torrey-Payne

Bank: Firefighters First Credit Union
Location: Los Angeles, CA
TPM: CUSO Financial Services, LP
2018 AUM: $200.16 million
2017 AUM: $185.93 million
2018 Production: $1.15 million
2017 Production: $940,600
Fee-based business: 53%
Production/AUM: 0.58%
Years in current job: 14
Total years in industry: 21

Jason Torrey-Payne starts new clients with a three-meeting process: a fact-finding meeting to get the client’s background and goals, a meeting where he presents the financial plan he developed, then a meeting where he puts the plan into action. He separates himself from other advisors by being knowledgeable in firefighters’ investment options. He understands their pay structures, pension plans, retirement plan options and even helps plan for the tragic possibility of loss of life that comes with their line of work. Knowing the myriad options that face them makes him more able to help his clients reach their goals.

64. Sean Patikas-Hunter

Bank: Kinecta Federal Credit Union
Location: Santa Monica, CA
TPM: LPL Financial
2018 AUM: $177.19 million
2017 AUM: $158.88 million
2018 Production: $1.46 million
2017 Production: $1.39 million
Fee-based business: 76%
Production/AUM: 0.83%
Years in current job: 16.5
Total years in industry: 18.1

When someone becomes a client of Sean Patikas-Hunter, they know “they can call him with any concern.” With the unique background of a bachelor’s degree in legal studies to a master’s in sports management, Sean is positioned to not only help professional athletes, but also help educate a senior citizen client around the purchase of a new car. When Sean meets with a client who is stressed by their current situation and he can see their burden being lifted as they talk, he says that kind of appreciation is indescribable.

Howard Horan

63. John Evans

Bank: MidWestOne Bank
Location: Iowa City, IA
TPM: LPL Financial
2018 AUM: $154.15 million
2017 AUM: $136.44 million
2018 Production: $1.18 million
2017 Production: $1.09 million
Fee-based business: 92%
Production/AUM: 0.77%
Years in current job: 10.7
Total years in industry: 13.7

John Evans wants his clients to focus on a goals-based approach to investing rather than chase returns. He spends a lot of time educating them on the benefits of having a financial plan and stresses the importance of avoiding emotional decisions stemming from volatile markets. After providing clients with an appropriate safety net, Evans helps them take on the appropriate risk.

62. Brick Sturgeon Jr.

Bank: Pinnacle Bank
Location: Nashville, TN
TPM: Raymond James
2018 AUM: $326.65 million
2017 AUM: $305.13 million
2018 Production: $2.09
2017 Production: $1.76 million
Fee-based business: 25%
Production/AUM: 0.64%
Years in current job: 16
Total years in industry: 27

Brick Sturgeon wants to learn as much as possible about someone before offering any advice. Everyone in this business is an expert at portfolio construction, investment evaluation, and interpreting economic data, he says, but clients don’t want to learn about alpha, beta and R-squared. They want to know they have a trusted advisor/friend who can help them meet realistic goals. He tries to help them sleep at night knowing they have a plan. “When they leave my office, I want them to be able to check that off their list of a zillion things to worry about.”

61. Douglas MacCormack

Bank: Fulton Bank
Location: Gap, PA
TPM: Raymond James
2018 AUM: $130.00 million
2017 AUM: $114.70 million
2018 Production: $1.16
2017 Production: $953,700
Fee-based business: 70%
Production/AUM: 0.89%
Years in current job: 9
Total years in industry: 13

Doug MacCormack views himself as his clients’ financial cartographer — helping them to create a map of their financial future. He believes that every client solution starts with an understanding of the client’s needs and wants. This allows him to map out a financial plan that communicates the proper actions his clients should take. MacCormack also helps his clients get the most out of accountants and attorneys to ensure they get everything they need to continue on a successful financial path.

60. Jerry Toney

Bank: Cadence Bank
Location: Starkville, MS
TPM: LPL Financial
2018 AUM: $339.78 million
2017 AUM: $314.29 million
2018 Production: $1.43 million
2017 Production: $1.24 million
Fee-based business: 53%
Production/AUM: 0.42%
Years in current job: 21
Total years in industry: 21

In an industry that’s becoming more automated, Jerry Toney knows that relationships can’t be commoditized. Which is why for him, it’s not enough to just relate to his clients. Rather, he wants to connect with them on an emotional level. His ability to build relationships has helped him increase his fee-based business from low double digits five years ago, to over 50% today.

59. James Christy

Bank: Northwest Federal Credit Union
Location: Herndon, VA
TPM: LPL Financial
2018 AUM: $319.20 million
2017 AUM: $296.74 million
2018 Production: $2.90 million
2017 Production: $2.59 million
Fee-based business: 98%
Production/AUM: 0.91%
Years in current job: 15
Total years in industry: 15

James Christy puts his former role of advising top officials in the nation’s capital to good use. His clients, who are primarily active and retired members of the U.S. national security and intelligence community, look for an advisor who is well-informed on geopolitical matters. They understand the threats and opportunities stemming from the interdependence of U.S. economic prospects and Christy is well-positioned to work with them.

58. Augusto Martins Ferreira

Bank: Citibank (International)
Location: Miami, FL
TPM: Brazil & Peru
2018 AUM: $218 million
2017 AUM: $213 million
2018 Production: $1.53 million
2017 Production: $822,000
Fee-based business: 0%
Production/AUM: 0.7%
Years in current job: 4
Total years in industry: 7

Augusto Martins Ferreira works for Citibank's International Personal Bank, which serves non-U.S residents. He says superior service and performance are the two pillars he uses to gain the trust of his clients. Ferreira says that his experience of living through a number of financial crises has also helped him connect with his clients. He notes that he benefits greatly from technology; for one, he’s able to create investment solutions much faster than before. “But at the same time,” he says, “digital technology will never substitute experience.”

Donald L. Carlton

57. Brett Everhart

Bank: First Tech Federal Credit Union (Addison Avenue Investment Services)
Location: San Diego
TPM: Raymond James
2018 AUM: $215.69 million
2017 AUM: $195.98 million
2018 Production: $1.86 million
2017 Production: $1.66 million
Fee-based business: 47%
Production/AUM: 0.86%
Years in current job: 6
Total years in industry: 37

Brett Everhart says he “presents himself as the client’s chief financial officer.” Every prospective client goes through a rigorous data gathering process and the results are used to outline planning initiatives. “Maintaining a consistent planning process and a proactive service model are the key drivers to my success,” Everhart says. He adds that clients appreciate his high-touch approach, which is built on organization and efficiency. “This avoids the negative feedback of ‘I never hear from my advisor’,” he says.

56. Brian Allsop

Bank: Bank of Canton
Location: Canton, MA
TPM: Infinex Investments, Inc
2018 AUM: $259 million
2017 AUM: $225.00 million
2018 Production: $1.44 million
2017 Production: $1.26 million
Fee-based business: 73.5%
Production/AUM: 0.56%
Years in current job: 19
Total years in industry: 29

As a specialist in retirement income planning, Brian Allsop understands the value of financial stability. To help his clients’ live out their golden years in comfort, he advises them on the timing of Social Security and pension distribution withdrawals. He engages with his clients and gets to know their families on a personal level. This has led to a regular flow of client referrals throughout the years, Allsop says.

55. Donald Lutz

Bank: Sandia Laboratory Federal Credit Union
Location: Albuquerque, NM
TPM: CUNA Brokerage Services, Inc.
2018 AUM: $228.38 million
2017 AUM: $151.79 million
2018 Production: $1.26 million
2017 Production: $1.12 million
Fee-based business: 59%
Production/AUM: 0.55%
Years in current job: 18
Total years in industry: 25

Don Lutz partners with his associate financial advisor, licensed sales assistant and coordinator to serve over 1,500 clients. He is also always willing to share his best practices with middle-level producers and newer advisors. He takes care to create a great customer experience. Lutz utilizes a needs-based approach with the clients' best interest always in mind.

LUIGI CIUFFETELLI

54. AJ Hiller

Bank: Citadel Federal Credit Union
Location: Downingtown, PA
TPM: CUSO Financial Services
2018 AUM: $116 million
2017 AUM: $81 million
2018 Production: $895,000
2017 Production: $580,000
Fee-based business: 45%
Production/AUM: 0.77%
Years in current job: 8
Total years in industry: 8

AJ Hiller’s approach to advising is to educate the client, explain the risks involved with each strategy and keep them involved throughout the entire planning process. And now with the help of planning software, he says it’s much easier to illustrate different scenarios and explain the risks involved with each solution. “I am guiding them but they are the ones that are ultimately deciding which path we take.” This provides buy-in from the client, he says, which helps with the relationship moving forward.

53. Sean Styron

Bank: Citibank
Location: New York
TPM: None
2018 AUM: $247.48 million
2017 AUM: $113.17 million
2018 Production: $926,200
2017 Production: $705,700
Fee-based business: 25%
Production/AUM: 0.37%
Years in current job: 6
Total years in industry: 12

Over the years, Sean Styron says he relies on a simple approach: “Treat every client as if they are your only client.” Styron adds that customer service is the key to success in his business. It’s not enough to just build portfolios and decide asset allocations, he says. That should be expected of an advisor. Instead, “it’s about getting to know your clients on many different levels, such as understanding what they are passionate about.”

52. Jeffrey Lang

Bank: Citibank
Location: New York
TPM: None
2018 AUM: $299.39 million
2017 AUM: $197.07 million
2018 Production: $1.12 million
2017 Production: $936,076
Fee-based business: 22%
Production/AUM: 0.37%
Years in current job: 18
Total years in industry: 23

Jeffrey Lang says that it’s his empathy that helps him understand his client’s objectives. Once he learns all that he can about his client’s financial needs, he structures an appropriate risk adjusted portfolio to address their investment objectives. Lang also relies on his bank’s resources to help him implement his strategies. “With all of these factors at play, I can best help the client reach their goals and objectives,” he says.

51. Julian Cruz

Bank: IBC Investment Services
Location: McAllen, TX
TPM: LPL Financial
2018 AUM: $129.90 million
2017 AUM: $82.49 million
2018 Production: $986,100
2017 Production: $842,178
Fee-based business: 90%
Production/AUM: 0.76%
Years in current job: 10.4
Total years in industry: 14.5

Julian Cruz works closely with bank officers, which has brought him consistent success in building his book of business. He is engaged with clients and attends many client events hosted by the bank throughout the year. He focuses his practice on the local Mexican market. Over the last two years, Cruz has aimed to transition his practice to fee-based when appropriate, and is on pace to achieve $1 million in production for 2018, an annualized 22% increase.