Top 100 bank advisors, 76-100

December 5, 2018 11:44 AM

We conclude our signature ranking with the advisors who ranked 76-100.

To compile our 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 are those who perform well across all variables, 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

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100. Costas Grekis

Bank: Clearview FCU
Location: Moon Township, PA
TPM: CUNA Brokerage Services, Inc.
2018 AUM: $313.48 million
2017 AUM: $291.10 million
2018 Production: $2.19 million
2017 Production: $1.92 million
Fee-based business: 0%
Production/AUM: 0.7%
Years in current job: 16
Total years in industry: 18

Costas Grekis says his objective is to cut through the noise and simplify the planning process to make it less scary. “We aim to answer the questions of ‘can I retire’ and ‘how do I retire?’ and help our members spend their money in a fashion rather than focus on accumulating.” Even in the modern era on robo-investing, he feels there is a definite need for face-to-face communication. “Computers can’t help in managing the emotion of an advisor.”

99. Steven Horn

Bank: Citibank
Location: New York
TPM: None
2018 AUM: $116.31 million
2017 AUM: $91.04 million
2018 Production: $924,700
2017 Production: $626,200
Fee-based business: 78%
Production/AUM: 0.8%
Years in current job: 3
Total years in industry: 23

Steven Horn’s main approach to advising clients is bucket planning. He says he’s been using that strategy for years, and it’s been an efficient way to break down clients’ planning needs with easy-to-understand levels based on liquidity, time frame, risk, account type and more. He says he always starts by listening. “We want to learn about our clients, hear their stories, understand their wants and needs, and learn what’s most important. This helps us deliver prudent planning in an efficient manner.”

Dean Davis

98. Beverly Gleason

Bank: Washington Trust
Location: Spokane, WA
TPM: Cetera Investment Services
2018 AUM: $240.40 million
2017 AUM: $154.3 million
2018 Production: $1.14 million
2017 Production: $1.10 million
Fee-based business: 0%
Production/AUM: .47%
Years in current job: 19 years
Total years in industry: 19 years

Beverly Gleason helps clients prepare for retirement, and does so for all ages, including those who are starting to plan, those who are at retirement and even those who are already retired. She takes the time to truly understand all the facets of her client’s needs, including planning for the best retirement experience possible. She knows the importance of surrounding herself with a strong supporting cast in the office, as well as outside experts she can call in from Cetera to deal with the complexities of her clients’ situations.

GOLDSCHER

97. Tom Turner

Bank: Northwest Federal Credit Union
Location: Herndon, VA
TPM: LPL Financial
2018 AUM: $113.80 million
2017 AUM: $92.99 million
2018 Production: $1.19 million
2017 Production: $874,800
Fee-based business: 86%
Production/AUM: 1.05%
Years in current job: 10
Total years in industry: 26

After more than 10 years of working with government employees and retirees to help guide them in their investment, retirement savings and estate planning efforts, Tom Turner has developed a deep insight into the concerns, issues and opportunities available to this clientele. He says he feels fortunate to have the support of an in-house marketing and communications team who help to keep his clients up-to-date via social media, email and direct mail. However, the most effective way he connects with clients is one-on-one, either in-person or on the phone.

96. Dustin Padgett

Bank: ReliaBank
Location: Watertown, SD
TPM: Raymond James
2018 AUM: $142.69 million
2017 AUM: $94.22 million
2018 Production: $865,100
2017 Production: $679,600
Fee-based business: 69%
Production/AUM: .61%
Years in current job: 18
Total years in industry: 20

Dustin Padgett says that new, seductive investments and active management strategies have been conjured by industry specialists. But his 20 years of experience has allowed him to witness which ideas can stand the test of time. His time-tested approach hinges on several beliefs: expenses make a big difference and will eat into portfolio returns; cost-effective diversification can be achieved through ETFs and index funds; proper fundamental analysis should not be overlooked; and clients should focus on time in the market as opposed to timing the market. “While we may not have the trendiest, cutting edge management approach, we implement several methodical investment strategies that have proved successful and helped hundreds of our clients fulfill their financial dreams,” he says.

95. Jordan Alger

Bank: NBT Bank
Location: Norwich, NY
TPM: LPL Financial
2018 AUM: $97.74 million
2017 AUM: $81.00 million
2018 Production: $717,400
2017 Production: $558,500
Fee-based business: 81%
Production/AUM: 0.73%
Years in current job: 8.3
Total years in industry: 9.8

Jordan Alger believes that by actively listening, he gets a truer picture of the client, both personally and financially. His goal is to be not just an advisor, but a resource for clients.

94. Matthew O'Connor

Bank: Webster Bank
Location: New Bedford, MA
TPM: LPL Financial
2018 AUM: $107.82 million
2017 AUM: $93.22 million
2018 Production: $802,200
2017 Production: $584,190
Fee-based business: 35%
Production/AUM: 0.74%
Years in current job: 11
Total years in industry: 11.7

Matthew O’Connor cites behavioral economics as a major force on modern financial planning. Irrational investor impulses can negate any great financial plan, he says. His 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. Results derive instead from preparation, implementation and patience. O’Connor strives to implement those principles with his clients.

93. Gretchen Stranch-Cote

Bank: United Bank
Location: Sprignfield, MA
TPM: Infinex Financial Group.
2018 AUM: $60.02 million
2017 AUM: $48.70 million
2018 Production: $763,600
2017 Production: $559,446
Fee-based business: 10%
Production/AUM: 1.27%
Years in current job: 3
Total years in industry: 26

Gretchen Stranch-Cote’s practice is focused on retirement planning with an income focus. Through a highly personalized profiling process, she has been a major asset to her program.

92. Susan Breyer

Bank: Altra Federal Credit Union
Location: LaCrosse, WI
TPM: CUNA Brokerage Services, Inc.
2018 AUM: $107.31 million
2017 AUM: $87.68 million
2018 Production: $780,000
2017 Production: $564,383
Fee-based business: 2%
Production/AUM: 0.73%
Years in current job: 5
Total years in industry: 7

Sue Breyer strives to work efficiently and get everything possible taken care of before the end of the day. She also partners with other advisors, as well credit union staff, whenever possible. The result: major increases in AUM and production.

91. Eric Hilbun

Bank: DuTrac Community Credit Union
Location: Dubuque, IA
TPM: CUNA Brokerage Services, Inc.
2018 AUM: $119.09 million
2017 AUM: $104.85 million
2018 Production: $1.04 million
2017 Production: $865,400
Fee-based business: 0%
Production/AUM: 0.88%
Years in current job: 10
Total years in industry: 16

Eric Hilbun strives to be a leader with other advisors across the company. He is committed to continual development evidenced by his dedication to the firm’s senior advisor leadership team.

Dan Phillips Photography

90. Frank Feng

Bank: Financial Center Credit Union
Location: Stockton, CA
TPM: CUNA Brokerage Services, Inc.
2018 AUM: $193.17 million
2017 AUM: $172.03 million
2018 Production: $1.56 million
2017 Production: $1.45 million
Fee-based business: 1%
Production/AUM: 0.81%
Years in current job: 21
Total years in industry: 26

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 that they can spend their time and energy focusing on how to live healthy lives and truly enjoy their golden years.

89. Stuart Ng

Bank: Partners Federal Credit Union
Location: Burbank, CA
TPM: LPL Financial
2018 AUM: $115.56 million
2017 AUM: $103.23 million
2018 Production: $1.07 million
2017 Production: $890,700
Fee-based business: 26%
Production/AUM: 0.92%
Years in current job: 17.6
Total years in industry: 24.5

When Disney employees need financial advice, they may be referred to Stuart Ng by his current Disney clients. And as someone who has a mechanical engineering background, he understands design and structure when it comes to an investment portfolio. And as a CFP, he is able to help clients see the big picture as they create a financial plan to meet their goals. Ng continually strives to educate himself about his craft so that he is current on opportunities for his clients.

88. Arna Moore

Bank: Citizens Bank
Location: Clinton Township, MI
TPM: Citizens Investment Services
2018 AUM: $59.87 million
2017 AUM: $45.59 million
2018 Production: $676,300
2017 Production: $386,400
Fee-based business: 53%
Production/AUM: 1.13%
Years in current job: 3
Total years in industry: 20

Arna Moore takes a consultative and educational approach to advising. “I’m not just making recommendations; I’m helping clients understand the ‘why’ behind them. She comes from a long line of teachers, and she brings that mentality to work. Like teachers dealing with students, she says she looks at each client individually to determine what they are really trying to achieve on a deeper level and how she needs to adjust her approach to meet them. She also makes sure they know it’s a two-way dialogue and not just her telling them what to do. “They are a co-collaborator and we make adjustments and remain flexible,” she says.

87. Michael Grimes

Bank: SunTrust
Location: The Villages, FL
TPM: none
2018 AUM: $170 million
2017 AUM: $164.00 million
2018 Production: $1.375 million
2017 Production: $1.19 million
Fee-based business: 78%
Production/AUM: 0.81%
Years in current job: 21
Total years in industry: 21

Michael Grimes works to build rapport with clients and then follows a disciplined process of assessing each client's financial situation, risk tolerance and developing an appropriate plan for them. He is a firm believer that client interaction is key to the relationship. Phone calls and face-to-face interactions are still the most important methods of communication to most of his clients.

86. Holly Stallworth

Bank: Union Bank & Trust
Location: Henrico, VA
TPM: Raymond James
2018 AUM: $120.22 million
2017 AUM: $104.17 million
2018 Production: $864,000
2017 Production: $641,900
Fee-based business: 74%
Production/AUM: 0.72%
Years in current job: 8
Total years in industry: 17

Holly Stallworth comes from a long line of financial advisors; her dad and sister both currently work in the industry. She says her dad instilled in her early on the idea that “people don’t care how much you know until they know how much you care.” He also taught her to deliver the unexpected. She enjoys celebrating family milestones with clients and being a part of their financial journey.

85. Mary LaFerriere

Bank: Novartis Federal Credit Union
Location: East Hanover, NJ
TPM: CUNA Brokerage Services, Inc.
2018 AUM: $157.93 million
2017 AUM: $100.26 million
2018 Production: $962,100
2017 Production: $831,700
Fee-based business: 27%
Production/AUM: 0.61%
Years in current job: 8
Total years in industry: 12

Mary LaFerriere’s practice is largely centered on scientists, engineers and other medical professionals. She prides herself on the planning approach to properly match her client's needs with the appropriate account, investment product and overall approach. Because Mary's clients are wealthy, they have many choices in how to meet their goals. The nature of her client base forces Mary to remain extremely focused on the use of technology.

84. Annette Martin

Bank: Fulton Bank
Location: Lancaster, PA
TPM: Raymond James
2018 AUM: $182.13 million
2017 AUM: $161.14 million
2018 Production: $1.55 million
2017 Production: $1.45 million
Fee-based business: 54%
Production/AUM: 0.85%
Years in current job: 10
Total years in industry: 23

Annette Martin’s process begins by trying to make clients feel comfortable sharing their personal information and goals with her so she can, in turn, understand what they are expecting from her and her team. She develops individualized roadmaps of their own financial futures. The internal program she uses takes the guesswork out of the decision process and helps clients see how their saving and spending impact their overall plan.

83. Raymond Mark

Bank: Elements Financial FCU
Location: Indianapolis
TPM: LPL Financial
2018 AUM: $90.20 million
2017 AUM: $78.02 million
2018 Production: $866,200
2017 Production: $728,800
Fee-based business: 97%
Production/AUM: 0.96%
Years in current job: 9.4
Total years in industry: 11

Raymond Mark believes in simplifying his clients’ financial lives. He has built a practice based on ensuring they have a roadmap for success. He brings these core ideas to all client interactions and his efforts have parlayed into a 20% year-over-year revenue growth. Moreover, the bulk of his revenue is generated from fee-based advisory accounts.

82. Gihan Fernando

Bank: Bank of Texas
Location: Bellaire, TX
TPM: BOK Financial
2018 AUM: $120 million
2017 AUM: $120 million
2018 Production: $1.51 million
2017 Production: $1.08 million
Fee-based business: 10%
Production/AUM: 1.26%
Years in current job: 15
Total years in industry: 25

Gihan Fernando tries to get specific and personal with his clients. He works closely with his them to develop a personalized plan and he makes it a priority to get out of the office with his best clients to show his appreciation for their relationship.

81. Peter Darke

Bank: Citibank
Location: Washington, D.C.
TPM: None
2018 AUM: $268.26 million
2017 AUM: $240.80 million
2018 Production: $1.49 million
2017 Production: $1.32 million
Fee-based business: 85%
Production/AUM: 0.55%
Years in current job: 20
Total years in industry: 21

Peter Darke says his approach is financial planning based. He starts by identifying clients’ needs before implementing portfolio strategies, then customizing those strategies for each one.

80. Drew Saterfiel

Bank: Iberia Bank
Location: Lafayette, LA
TPM: Infinex Investments
2018 AUM: $239.344 million
2017 AUM: $219.80 million
2018 Production: $1.46 million
2017 Production: $1.23 million
Fee-based business: 28%
Production/AUM: 0.61%
Years in current job: 10
Total years in industry: 12

Drew Saterfiel has gradually been increasing his focus on fee-based business/planning. His percentage of recurring revenue has been increasing year over year, which has allowed him to focus more of his time on his top clients and, in turn, create opportunities to increase his wallet share with them.

79. Nicholas Blasberg

Bank: Lincoln Savings Bank
Location: Waterloo, IA
TPM: LPL Financial
2018 AUM: $36.62 million
2017 AUM: $8.10 million
2018 Production: $341,500
2017 Production: $103,200
Fee-based business: 72%
Production/AUM: 0.93%
Years in current job: 5.5
Total years in industry: 6

Nick Blasberg points to a previous job as director of an assisted living facility for six years – helping families navigate new, unfamiliar situations, both financially and emotionally – as good experience for his current job as an advisor at Lincoln Savings Bank. It gave him the ability to help people understand both the numbers and emotions behind making important financial decisions. Blasberg prides himself as being a trusted partner with his clients so they can count on his advice when they need it the most.

78. Edward Vizcaino

Bank: Citibank
Location: Coral Gables, FL
TPM: None
2018 AUM: $263.97 million
2017 AUM: $191.66 million
2018 Production: $1.28 million
2017 Production: $1.167 million
Fee-based business: 65%
Production/AUM: 0.49%
Years in current job: 15
Total years in industry: 18.5

Edward Vizcaino says his experience is one of his differentiating factors. He’s spent 27 years at Citi, 18 of which as a financial advisor. He has worked with many of his clients a long time, even visiting some of them abroad. In fact, he works mostly with citizens of other countries, many of whom have more complex investment and estate planning needs.

77. Brent Keith

Bank: First Bank of Owasso
Location: Owasso, OK
TPM: LPL Financial
2018 AUM: $102.41 million
2017 AUM: $90.35 million
2018 Production: $1.06 million
2017 Production: $943,200
Fee-based business: 99%
Production/AUM: 1.04%
Years in current job: 13
Total years in industry: 17.5

Brent Keith focuses a lot of time and energy visually describing his guiding principles to and clients. That has helped him grow his business from $375,000 in revenue in 2012 to over $1 million in trailing-12 revenue today. He is currently on pace to grow by 12% in 2018.

76. Robert Hanes

Bank: Citibank
Location: New York
TPM: None
2018 AUM: $546.56 million
2017 AUM: $468.48 million
2018 Production: $2.16 million
2017 Production: $2.04 million
Fee-based business: 90%
Production/AUM: 0.4%
Years in current job: 2
Total years in industry: 24

Robert Hanes helps guide affluent families through inter-generational financial planning. He says his group maintains its level of service partly because it has a selective process for accepting new clients. With today’s digital disruption in financial services, clients have come to expect a flexible advisory experience that accounts for their rapidly changing needs. This requires going beyond a “one-size-fits-all” financial model based on answers to a few simple questions.