Top 100 bank advisors (1-25)

December 7, 2016 5:00 AM

The annual top bank advisers ranking has become a testament to all-around achievement. To compile the list, multiple variables are combined into one composite score. Specifically, those metrics are: AUM, production, percentage growth in both AUM and production, fee business and the ratio of production-to-AUM. This approach of using multiple categories illustrates the real winners of the channel. (The AUM figures are as of the end of September; and the trailing-12 production figures are for the 12-month period ending in September.)

The highest-ranking advisers aren’t necessarily those who hit it out of the park in one or two categories and fared poorly in the others. Instead, the winners inevitably are those who do well across the board even if they aren’t the absolute best in a specific area.

The biggest change this year is the fact that it has been expanded to the top 100, instead of the traditional 50. Then we divided the final ranking into 4 smaller segments for convenience. You can see the top 25 here, but be sure to check out those who ranked 26 through 100 on our other slideshows.

The annual top bank advisers ranking has become a testament to all-around achievement. To compile the list, multiple variables are combined into one composite score. Specifically, those metrics are: AUM, production, percentage growth in both AUM and production, fee business and the ratio of production-to-AUM. This approach of using multiple categories illustrates the real winners of the channel. (The AUM figures are as of the end of September; and the trailing-12 production figures are for the 12-month period ending in September.)

The highest-ranking advisers aren’t necessarily those who hit it out of the park in one or two categories and fared poorly in the others. Instead, the winners inevitably are those who do well across the board even if they aren’t the absolute best in a specific area.

The biggest change this year is the fact that it has been expanded to the top 100, instead of our traditional 50. Then we divided the final ranking into 4 smaller segments for convenience. You can see the top 25 here, but be sure to check out those who ranked 26 through 100 on our other slideshows.

Doug Leonzi, Vice president, BB&T Investment Services

25. Doug Leonzi

Bank: BB&T
TPM: n/a
Location: Allentown, Pennsylvania
2016 AUM: $255 million
2015 AUM: $237 million
2016 Production: $1.6 million
2015 Production: $1.4 million
Fee business: 80%
Years in industry: 14

Doug says he takes a hands-on, full-service approach. He tries to maximize the entire client experience that will ultimately develop into a professional friendship. That includes making himself available at all times to advise clients on all aspects of their financial life.

24. Brad Goldberg

Bank: Citi Personal Wealth Management
TPM: n/a
Location: Chicago
2016 AUM: $309.5 million
2015 AUM: $293.9 million
2016 Production: $2.3 million
2015 Production: $2.1 million
Fee business: 73%
Years in industry: 23

Brad believes without a good financial plan, there is no roadmap for where clients are going. Moreover, with more than 20 years of industry experience, he feels he has the experience that clients can benefit from. Brad begins by answering two basic questions clients need to ask: “Am I going to be ok?” and, “What are the things that I’m not thinking about?” Brad is able to address those questions and help keep clients from running into things that might be in their blind spots.

23. Michael Cooney

Bank: Addison Avenue Investment Service (First Tech Federal Credit Union)
TPM: Raymond James
Location: Bellevue, Washington
2016 AUM: $135.7 million
2015 AUM: $116 million
2016 Production: $1.1 million
2015 Production: $887,000
Fee business: 36%
Years in industry: 17

Michael understands that every family is different, and he is committed to building financial strategies designed to meet the unique needs of each one. Over the years, he has worked with employees of hi-tech firms such as Microsoft, Amazon and Google, as well as local start-up companies. He takes a particular interest in educating such clients on the importance of risk management and stresses the need for diversification, especially for those clients who hold concentrated stock holdings.

AMIT

22. Alex Marks

Bank: Citi Personal Wealth Management
TPM: n/a
Location: Chicago
2016 AUM: $544.9 million
2015 AUM: $500.7 million
2016 Production: $3.2 million
2015 Production: $3.0 million
Fee business: 52%
Years in industry: 28

Passion and energy are what keep Alex Marks in the forefront of his clients’ minds, he says. He prides himself on truly working closely with clients, often sitting on the same side of the desk or traveling to any location where they feel comfortable. He makes it a top priority for individuals and families to know that any subject is open for discussion, not just investments.

James Richardson

21. Galen Krumme

Bank: MainSource Bank
TPM: Raymond James
Location: Seymour, Indiana
2016 AUM: $157.5 million
2015 AUM: $137.1 million
2016 Production: $1.3 million
2015 Production: $1.2 million
Fee business: 49%
Years in industry: 17

Galen’s primary focus is meeting one-on-one with clients to develop personalized strategies for the attainment of their lifetime goals and financial objectives.

20. Emile Abinader

Bank: Citi Personal Wealth Management
TPM: n/a
Location: Granada Hills, California
2016 AUM: $391.3 million
2015 AUM: $360.9 million
2016 Production: $3.6 million
2015 Production: $4 million
Fee business: 85%
Years in industry: 16

Emile takes the time to understand the individuality of each prospect because no two scenarios are exactly the same. He inquisitively probes each prospect to get a better understanding of their unique needs and investment goals. He takes the time to build true relationships with his clients, who have come to trust him and think of him as family. Emile attributes much of his success to teamwork and the Citibank branch staff, which, he says has always been supportive of his business.

19. Ted Gibson

Bank: Citi Personal Wealth Management
TPM: n/a
Location: Scarsdale, New York
2016 AUM: $259.3 million
2015 AUM: $225.9 million
2016 Production: $1.9 million
2015 Production: $2 million
Fee business: 78%
Years in industry: 26

Ted has developed a very successful practice over 25 years with Citi in Scarsdale, N.Y. The secrets of his success, among other things, include an expertise in developing talent. Three other top producers previously supported Ted as assistants early in their careers. Ted is also always available for his clients with a real open-door policy for his customers that come into the branch.

@2014 3110 West Azeele Street Tampa Florida 33609 813-870-0349

Bob Baggett Photography, Inc.

18. Gregory Stahl

Bank: The Bank of Tampa
TPM: LPL Financial
Location: Tampa, Florida
2016 AUM: $146 million
2015 AUM: $95 million
2016 Production: $823,000
2015 Production: $690,000
Fee business: 84%
Years in industry: 8

Gregory views his role as being the personal CFO to his clients. He is committed to taking the time to understand their financial goals and objectives while working closely with other professionals to achieve comprehensive wealth management.

Eyler, Ben [GCB-CWM]

17. Christopher Barron

Bank: Citi Personal Wealth Management
TPM: n/a
Location: New York
2016 AUM: $213.9 million
2015 AUM: $191 million
2016 Production: $1.4 million
2015 Production: $1.4 million
Fee business: 87%
Years in industry: 18

Christopher Barron says he uses an investment approach that prioritizes the 'why' with clients. His team will first help them determine their long and short term goals, and then explain the foundations of their recommendations and why they are consistent with clients' objectives. They also dig deeper and try to ascertain what’s motivating clients’ goals, their investment experience and family dynamics. Because of this thoughtful approach, he says, most of his referrals come from existing clients.

16. Greg Malin

Bank: Fulton Financial Advisors
TPM: Raymond James
Location: Camp Hill, Pennsylvania
2016 AUM: $154.8 million
2015 AUM: $139.4 million
2016 Production: $1.6 million
2015 Production: $1.5 million
Fee business: 77%
Years in industry: 17

Greg Malin has grown his business by pursuing every distribution channel available in the bank. Greg has successfully integrated his practice with the bank's business and commercial lines as well as with wealth management and retirement plans. An advocate for financial advisers, Greg has spent time with his broker-dealer providing consulting for future technology projects to better arm advisers with resources required to be successful in the current regulatory environment.

GOLDSCHER

15. Russell Cesari

Bank: Northwest Federal Credit Union
TPM: LPL Financial
Location: Herndon, Virginia
2016 AUM: $559.3 million
2015 AUM: $533.9 million
2016 Production: $5.2 million
2015 Production: $5.5 million
Fee business: 95%
Years in industry: 19

Being a wealth advisor is a second career for Russ. Previously, he worked in management at a large international corporation which, he says, helped him develop skills and insights into international governments, currency, and business practices that taught his to better understand markets and how to manage financial assets. Most of his clients are federal employees and his top priority is to earn their trust.

14. W. Russell Dyer

Bank: SunTrust Bank
TPM: n/a
Location: Winter Haven, Florida
2016 AUM: $187 million
2015 AUM: $152 million
2016 Production: $1.1 million
2015 Production: $958,000
Fee business: 55%
Years in industry: 15

Russell focuses on educating clients on their options and the associated risks. This helps clients understand that risks cannot be completely eliminated, but rather reduced and managed. This is accomplished through both passive and active asset management, as well as through estate, retirement, insurance, and tax planning.

13. Steve Kennedy

Bank: TowneBank
TPM: Raymond James
Location: Newport News, Virginia
2016 AUM: $258.4 million
2015 AUM: $216.8 million
2016 Production: $1.9 million
2015 Production: $2 million
Fee business: 57
Years in industry: 29

With a majority of his business in fee-based accounts, Steve adopted the practice of being a discretionary money manager early in his career. He was also an early adopter of prospecting the next generation of clients within his existing book. He develops local centers of influence within TowneBank and the community, and attributes these relationships to much of his success as the top producer at Towne Investment Group.

12. John McRae

Bank: Citizens National Bank
TPM: Raymond James
Location: Meridian, Mississippi
2016 AUM: $373.3 million
2015 AUM: $323.2 million
2016 Production: $2.2 million
2015 Production: $2.2 million
Fee business: 38%
Years in industry: 23

John proactively contacts his clients regularly so he knows what is going on in their lives. He focuses on generating referrals by educating bank personnel on the services he has to offer. Outside the bank he works closely with attorneys and CPAs to further expand his client base. While he has a number of investment strategies in place, the secret to his success lies in the fact that, above all else, his clients know that he is always ready to serve them in any way possible with their best interest at heart.

11. Paul Stetter Jr.

Bank: Fulton Financial Advisors
TPM: Raymond James
Location: Ephrata, Pennsylvania
2016 AUM: $201.2 million
2015 AUM: $179.2 million
2016 Production: $1.8 million
2015 Production: $1.8 million
Fee business: 68%
Years in industry: 11

Paul’s objective includes helping his clients protect their investments from taxes and inflation to enable them to achieve their short and long-term financial objectives. Paul’s expertise lies in selecting investments that match each client’s specific goals and objectives. His investment consulting process includes 4 steps, determining financial objectives, developing a plan, implementation and tracking performance.

10. Robert Fallone

Bank: Citi Personal Wealth Management
TPM: n/a
Location: Scarsdale, New York
2016 AUM: $322.1 million
2015 AUM: $138.7 million
2016 Production: $987,000
2015 Production: $752,000
Fee business: 46%
Years in industry: 8

Robert's approach includes managing client expectations. He wants clients to understand the plan and how it will be executed. He also makes clients aware of capabilities available through the bank's wealth planning specialists, who can help with more complex planning needs.

9. Michael Lipkins

Bank: Addison Avenue Investment Services (First Tech Federal Credit Union)
TPM: Raymond James
Location: Palo Alto, California
2016 AUM: $203.7 million
2015 AUM: $171 million
2016 Production: $1.8 million
2015 Production: $1.8 million
Fee business: 73%
Years in industry: 12

Michael believes that his role is to provide his clients with comprehensive financial advice in all aspects of their lives. Michael and his team specialize in discretionary portfolio management, focusing on known strategies that rely on carefully selected methodologies, and investments from well-researched firms. They combine complementary investments in their clients’ portfolios, with the goal of achieving more consistent returns.

8. Brian McLaughlin

Bank: Liberty Bank
TPM: Raymond James
Location: Middletown, Connecticut
2016 AUM: $161.2 million
2015 AUM: $94 million
2016 Production: $1 million
2015 Production: $742,000
Fee business: 64%
Years in industry: 25

Brian McLaughlin has been in the financial services business for 25 years, 18 of which has been with Liberty Bank. A patient and thorough teacher, Brian explains complex financial concepts in a way that people can understand. He emphasizes that they are not expected to be experts in finance or the markets—and does not to make them feel inadequate or uneducated if they are not experienced in these areas. Brian’s expertise is what clients need to feel educated about the markets and confident in his experience.

GOLDSCHER

7. James Christy

Bank: Northwest Federal Credit Union
TPM: LPL Financial
Location: Herndon, Virginia
2016 AUM: $267.3 million
2015 AUM: $246.6 million
2016 Production: $2.4 million
2015 Production: $2.4 million
Fee business: 86%
Years in industry: 13

After a 40-year career path in Washington, including stints as Counsel to the House Energy and Commerce Committee and an extended time handling government relations responsibilities for two Fortune 500 companies, James's clients are primarily active and retired members of the U.S. national security and intelligence community. Given their familiarity with global economic and security matters, these clients frequently maintain well-informed and nuanced views on geopolitical matters, and James's career background helps him connect with them.

6. Andrew Vahab

Bank: Citi Personal Wealth Management
TPM: n/a
Location:
2016 AUM: $615.2 million
2015 AUM: $530.8 million
2016 Production: $3.4 million
2015 Production: $3.3 million
Fee business: 58%
Years in industry: 14

Over the past 13 years, Andrew Vahab has worked to grow his practice and become the financial "quarterback” for clients. A big believer in the expression 'the only constant in life is change itself,' he says he must adapt as markets, products, and clients evolve and develop. In the next decade, he feels there will be a robust movement toward bringing the institutional investment strategies once only offered to endowments and pensions to the retail client.

5. Dee Jernigan Jr.

Bank: Franklin Synergy Bank
TPM: Raymond James
Location: Murfreesboro, Tennessee
2016 AUM: $219.3 million
2015 AUM: $184.2 million
2016 Production: $1.4 million
2015 Production: $1.2 million
Fee business: 60%
Years in industry: 20

Dee Jernigan’s goal is to empower clients to make sound financial decisions through trustworthiness and expertise. He works closely with his clients’ legal and tax advisers to address and coordinate their total wealth management needs. This attention to detail, combined with consistent communication, results in business growth from client referrals. In addition to managing a book of clients, Dee oversees four advisers as the head of wealth management at his bank.

4. Bert Burr Henderson IV

Bank: SunTrust
TPM: n/a
Location: Norfolk, Virginia
2016 AUM: $260 million
2015 AUM: $190 million
2016 Production: $1.2 million
2015 Production: $1.1 million
Fee business: 69
Years in industry: 16

Wealth management is about more than good investment returns, Henderson says. It is about getting to know clients and understanding what is important to them and then designing and executing a strategy to accomplish their goals. To accomplish this, Henderson says he works with a team of pros that have extensive experience.

3. Steve Germany

Bank: Bank of Texas
TPM: BOK Financial
Location: Grapevine, Texas
2016 AUM: $156 million
2015 AUM: $130.5 million
2016 Production: $1.5 million
2015 Production: $905,000
Fee business: 15%
Years in industry: 18

Steve Germany is a long-term bank partner at Bank of Texas. He has embraced financial planning, and has built a team that has supported him in growing his production substantially over the last three years. Steve is regarded as a trusted resource by his bank partners, and they enthusiastically refer their best clients to him.

2. Jamie Hare

Bank: Pinnacle Bank
TPM: Raymond James
Location: Nashville, Tennessee
2016 AUM: $155.9 million
2015 AUM: $126.3 million
2016 Production: $1.3 million
2015 Production: $1.2 million
Fee business: 96%
Years in industry: 17

Jamie Hare manages discretionary investment portfolios for a handful of families. He says he takes into consideration risk tolerance, spending, and taxes when managing portfolios. Most of his portfolios are built using blue chip stocks and bonds, and he rarely purchases mutual funds or annuities.

1. Peter Shieh

Bank: Citi Personal Wealth Management
TPM: n/a
Location: Rowland Heights, California
2016 AUM: $342.7 million
2015 AUM: $244.9 million
2016 Production: $2 million
2015 Production: $1.75 million
Fee business¨44%
Years in industry: 17

Peter's approach to financial advising is to serve as his clients’ personal concierge to their financial lives. He assists in strategic asset allocations combined with tactical adjustments in order to manage potential downturns while focusing on portfolio returns. He also provides clients with an extensive knowledge of estate planning techniques as well as tax-efficient investment strategies. He works with a team of professionals that strive to understand clients’ needs, ranging from banking to lending and wealth management.