Top 100 bank advisors, 26-50

December 5, 2018 11:43 AM

We continue our signature list with the advisors who ranked 26 – 50. Bank Investment Consultant 's annual Top 100 has become a testament to consistency. To compile our annual list, we combine multiple variables into one composite score, which evaluates 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

50. Karen Reinertson

Bank: Randolph Brooks Federal Credit Union
Location: Live Oak, TX
TPM: CUNA Brokerage Services, Inc.
2018 AUM: $86.31 million
2017 AUM: $48.86 million
2018 Production: $970,000
2017 Production: $564,400
Fee-based business: 0%
Production/AUM: 1.12%
Years in current job: 4
Total years in industry: 4

After 20 years of experience in the investment and insurance profession, Karen Reinertson knows the value of building strong relationships. Once a relationship is established, she gets to work helping clients develop realistic plans for their financial goals. Reinertson identifies their individual needs and works to achieve both their short- and long-term objectives and protects their hard-earned assets.

Zach Lipp

49. Bernard Reina

Bank: Citibank
Location: Los Angeles
TPM: None
2018 AUM: $220.55 million
2017 AUM: $201.26 million
2018 Production: $1.77 million
2017 Production: $1.59 million
Fee-based business: 76%
Production/AUM: 0.8%
Years in current job: 19
Total years in industry: 21

For Bernard Reina, managing a client’s portfolio is not enough to help an advisor stand out from everyone else. This is why he believes that developing a strong connection with a client is a must. “Understanding what your clients really want and being with them on their journey is what separates me from other advisors,” he says. Reina says he’s able to build a strong bond with his clients because he shares personal experiences with them. “This connection is the key to a successful client relationship,” he says.

48. Stephen Seewer

Bank: SF Fire Credit Union
Location: San Francisco
TPM: CUSO Financial Services, LP.
2018 AUM: $158.27 million
2017 AUM: $142.33 million
2018 Production: $1.33 million
2017 Production: $1.00 million
Fee-based business: 2%
Production/AUM: 0.84%
Years in current job: 9
Total years in industry: 27

Stephen Seewer understands that someone’s financial circumstances change over time. As a result, he fosters an ongoing collaboration with his members and offers customizable solutions to address their current situation. “I meet the member at the level where they are, and then work to elevate their knowledge and understanding,” he says. Seewer frequently checks in with his clients providing them with quarterly market updates, informative videos and educational workshops.

47. Josh Haber

Bank: Citibank
Location: New York
TPM: None
2018 AUM: $547.27 million
2017 AUM: $469.34 million
2018 Production: $2.50 million
2017 Production: $2.27 million
Fee-based business: 64%
Production/AUM: 0.46%
Years in current job: 3
Total years in industry: 18

Advancements in tech have disrupted many industries and the asset management business is no exception, says Josh Haber. Haber notes that younger clients are turning to technology rather than financial managers so they can avoid costly fees. Most of this clients, however, tend to be older and not as tech savvy. “We differentiate our business in the age of technology by working with them personally,” he says. He aims to build trust with his clients by adding a level of personalization, which leads to lasting relationships. “I strive to provide clients with an experience technology cannot provide,” Haber says.

46. Vince Little

Bank: Sturgis Bank
Location: Sturgis, MI
TPM: Raymond James
2018 AUM: $154.88 million
2017 AUM: $124.99 million
2018 Production: $983,400
2017 Production: $782,100
Fee-based business: 79%
Production/AUM: 0.63%
Years in current job: 2
Total years in industry: 21

Vince Little says client reviews are invaluable to continue the discovery process past the initial phase because circumstances and goals change over time. In-depth client reviews allow him and the client to continually refine and improve their approach and strategies, and help to enrich their relationship. He also tries to help clients develop a useful and productive framework for understanding their finances. He says the concepts of behavioral finance are useful in this education process, and he often uses them to help clients make sound decisions.

Sierra Ford Photography

45. David Miller

Bank: SunTrust Bank
Location: Clermont, FL
TPM: none
2018 AUM: $165 million
2017 AUM: $138.00 million
2018 Production: $1.35 million
2017 Production: $1.20 million
Fee-based business: 80%
Production/AUM: 0.82%
Years in current job: 20
Total years in industry: 20

David Miller starts with new clients by assessing their financial situation to determine their risk tolerance. From there, he’ll perform regular client reviews to obtain measurable results for them. When it comes to lending and cash flow management, he’ll bring in his bank’s experts to offer advice. His team also relies on an investment advisory group to deliver economic commentary to clients as well as online financial planning services.

44. Steve Kennedy

Bank: TowneBank
Location: Newport News, VA
TPM: Raymond James
2018 AUM: $305.81 million
2017 AUM: $284.16 million
2018 Production: $2.36 million
2017 Production: $2.09 million
Fee-based business: 66%
Production/AUM: 0.77%
Years in current job: 13
Total years in industry: 31

Steve Kennedy says the industry has made the concepts surrounding investing too complicated and mysterious. Most individuals, even those who consider themselves sophisticated investors, walk away from full-blown financial planning sessions not executing their plans, he says. “We help our clients by making the complex investing world simple to understand.” He also feels a good many advisors go on “auto-pilot” and don’t pay attention to their clients’ portfolios.

43. Adam Wood

Bank: Citibank
Location: New York
TPM: None
2018 AUM: $186.47 million
2017 AUM: $135.86 million
2018 Production: $1.00 million
2017 Production: $808,300
Fee-based business: 80%
Production/AUM: 0.54%
Years in current job: 3
Total years in industry: 11

As a time when passive investing seems to get most the attention, Adam Wood still sees a place for active management. He feels it can outperform passive in certain asset classes so he works hard to identify the best managers in the SMA world. He also believes in the idea of moving assets among market sectors based upon market fundamentals. “I do not believe necessarily in the buy-and-hold mentality that once governed the markets,” he says. He feels that identifying top managers and managing assets is of utmost importance to help clients.

42. Layton White

Bank: Bremer Bank
Location: Devils Lake, ND
TPM: Raymond James
2018 AUM: $143.62 million
2017 AUM: $132.33 million
2018 Production: $1.44 million
2017 Production: $1.05 million
Fee-based business: 47%
Production/AUM: 1%
Years in current job: 9
Total years in industry: 15

Layton White says his approach with clients is simple and grass-roots, which matches the vibe of the community of less than 13,000 people. White focuses on agriculture-related business clients, which aligns with the bank’s dominant position as an agriculture lender. He works with his bank partners to recognize the illiquidity these businesses often face and to watch for land sales. Often the land sellers have never worked with an advisor before and appreciate the comfort of their local bank offering brokerage services, an edge Layton has over his competitors.

41. Tracy Duncan

Bank: Allegacy Federal Credit Union
Location: Clemmons, NC
TPM: CUSO Financial Services, LP
2018 AUM: $291.38 million
2017 AUM: $269.16 million
2018 Production: $2.30 million
2017 Production: $2.08 million
Fee-based business: 59%
Production/AUM: 0.79%
Years in current job: 18
Total years in industry: 26

With every client relationship, Tracy Duncan tries to utilize the principals in the language of trust, which means being positive, plain-spoken, plausible and personable. Financial planning concepts can be overwhelming so being able to help clients interpret and understand their personalized plan reduces anxiety these topics can create, he says. “While no doubt we are, and forever will be, in a digital age, I stand firm that making a personal connection with each interaction is the foundation of being a successful financial advisor,” he says.

40. Andrew Jarkunas

Bank: Citizens Bank
Location: Brookline, MA
TPM: Citizens Investment Services
2018 AUM: $163.70 million
2017 AUM: $149.41 million
2018 Production: $1.29 million
2017 Production: $992,000
Fee-based business: 58%
Production/AUM: 0.79%
Years in current job: 15
Total years in industry: 17

Andrew Jarkunas utilizes a number of tools and systems provided by the bank, but at the heart of his practice is still the in-person meeting because he believes that digital is a complement to the human element of the practice. He notes that he’s had the chance to positively impact 150 wealthy families’ retirement, educational and estate planning needs. “I work hard to understand each client’s needs and tailor solutions that are unique to them,” he says.

39. Yonaton Marom

Bank: Citibank
Location: New York
TPM: None
2018 AUM: $288.66 million
2017 AUM: $139.84 million
2018 Production: $1.15 million
2017 Production: $988,800
Fee-based business: 60%
Production/AUM: 0.4%
Years in current job: 5
Total years in industry: 6

Yonaton Marom’s clients become his friends and extended family. He’s personally invested in their well-being and remains in constant communication, he says. “When your clients are your friends, you end up in a situation where your day revolves around working with people you genuinely care about, and who genuinely care about you,” he says. While he uses technology as much as possible, he believes that as the world becomes more digital, he needs to work harder to become more personal. The connection that advisors can get from talking on the phone or meeting face-to-face cannot be replaced by technology, he says. “We deal with very real situations at some of the most vulnerable moments of people’s lives.”

38. Michael Lipkins

Bank: First Tech Federal Credit Union (Addison Avenue Investment Services)
Location: Palo Alto, CA
TPM: Raymond James
2018 AUM: $243.19 million
2017 AUM: $224.92 million
2018 Production: $2.31 million
2017 Production: $2.09 million
Fee-based business: 84%
Production/AUM: 0.95%
Years in current job: 6
Total years in industry: 14

Michael Lipkins’ primary business is based in the heart of Silicon Valley so staying relevant in the digital space is necessary. Still, clients don't want just another robo or service center chat session, he says. Rather, they need a responsive advisor and a team of people who are always available for counsel, connection and customized service. Face-to-face with clients each and every day is the crux of his differentiator, he says. “They meet with me, not an associate, not a junior, not a service agent. They are important, so they get my time when they want it and when they need it.”

37. Peter Shieh

Bank: Citibank
Location: Rowland Heights, CA
TPM: None
2018 AUM: $377.81 million
2017 AUM: $346.50 million
2018 Production: $2.40 million
2017 Production: $2.05 million
Fee-based business: 60%
Production/AUM: 0.64%
Years in current job: 12
Total years in industry: 20

Peter Shieh helps clients through major stages of their financial lives, from wealth accumulation to distribution and inter-generational wealth transfer. At each stage, clients need a strategy to help preserve wealth and maintain their standard of living. If they aspire to increase their wealth or create a lasting legacy, they should also have the ability to pursue their financial dreams without jeopardizing their security. “I strive to help clients focus on their long-term financial goals while still being aware of the emotional aspect of investing,” he says.

36. Dee Jernigan Jr.

Bank: Franklin Synergy Bank
Location: Murfreesboro, TN
TPM: Raymond James
2018 AUM: $265.58 million
2017 AUM: $236.56 million
2018 Production: $1.70 million
2017 Production: $1.45 million
Fee-based business: 73%
Production/AUM: 0.64%
Years in current job: 15
Total years in industry: 22

Dee Jernigan Jr. says his group develops deep relationships with clients, getting to know them on a very personal level. To stay relevant, he utilizes all forms of social media as a marketing and information tool and uses mass email on a selective basis for more targeted communications.

35. Terry Cox

Bank: Elements Financial FCU
Location: Indianapolis
TPM: LPL Financial
2018 AUM: $131.31 million
2017 AUM: $114.93 million
2018 Production: $1.00 million
2017 Production: $789,200
Fee-based business: 88%
Production/AUM: 0.76%
Years in current job: 9.3
Total years in industry: 24.9

Terry Cox is a big believer in helping clients understand how their plan acts as a roadmap to ensure they stay on track to meet all their financial needs. Cox was an early adopter of advisory and has a large portion of his revenue that is generated from advisory. This allows him to work in tune with the client's plan to ensure they have alignment and, in turn, has resulted in him building a strong bond with the clients he serves.

34. Bryan Roberts

Bank: American Heritage Federal Credit Union
Location: Philadelphia, PA
TPM: CUNA Brokerage Services, Inc.
2018 AUM: $217.45 million
2017 AUM: $193.14 million
2018 Production: $1.99 million
2017 Production: $1.73 million
Fee-based business: 26%
Production/AUM: 0.91%
Years in current job: 16
Total years in industry: 20

Bryan Roberts’ clients are given information in a multitude of formats: emails, webinar and podcasts, seminars, letters and, of course, face-to-face conversation. Indeed, while Roberts has embraced digital and technological changes to assist in his practice, he has also maintained the personal touch many boomers are still looking for. Things like client appreciation events, greeting cards to commemorate birthdays and anniversaries, regularly scheduled review sessions (by web, phone or in person), and a team of support staff allow him to maintain a high level relationship with clients.

33. Emile Abinader

Bank: Citibank
Location: Granada Hills, CA
TPM: None
2018 AUM: $453.41 million
2017 AUM: $424.82 million
2018 Production: $4.31 million
2017 Production: $3.90 million
Fee-based business: 95%
Production/AUM: 0.95%
Years in current job: 18
Total years in industry: 18

It’s important to Emile Abinader that he gets to know his client’s family members, accountants and attorneys, as well as any charities they are interested in. By building this type of relationship with clients, he says they have come to trust him and think of him as family. His professionalism allows clients to stay focused on the facts and not get distracted from their financial goals. He also emails relevant monthly market newsletters to his clients.

32. Joel Adams

Bank: Southside Bank
Location: Tyler, TX
TPM: Raymond James
2018 AUM: $207.45 million
2017 AUM: $179.72 million
2018 Production: $1.39 million
2017 Production: $1.19 million
Fee-based business: 68%
Production/AUM: 0.67%
Years in current job: 12
Total years in industry: 18

Joel Adams says his approach is built on helping clients build trust and that comes by simplifying the complex. “We have found that most people have a greater sense of trust in us when we put difficult planning concepts in simple terms, rather than talking over their heads with industry jargon,” he said. When he helps demystify investing, clients better understand the role their investments play in helping them achieve their financial goals, he notes. And since he and his team have taken the time to ensure that clients understand, they trust his advice, he says.

31. Bradley Sova

Bank: DFCU Financial
Location: Livonia, MI
TPM: CUSO Financial Services, LP
2018 AUM: $424.90 million
2017 AUM: $397.08 million
2018 Production: $2.78 million
2017 Production: $2.35 million
Fee-based business: 82%
Production/AUM: 0.65%
Years in current job: 16
Total years in industry: 21

The world has become digital and the use of technology is important, but Bradley Sova says he does not let it replace the personal touch. To be sure, he says digital tools are important: He distributes electronic market updates and a monthly newsletter. He also uses video conferencing to provide a personal touch to out-of-state clients. But personal contact is still by far what his clients most appreciate about working with him. To help, he employs three licensed assistants that strictly handle service to provide prompt, personalized service. This allows him to focus on clients, their investment strategy and planning, he says.

30. Patrick Varney

Bank: Bank of Colorado
Location: Windsor, CO
TPM: Raymond James
2018 AUM: $311.67 million
2017 AUM: $295.71 million
2018 Production: $2.47 million
2017 Production: $1.99 million
Fee-based business: 67%
Production/AUM: 0.79%
Years in current job: 18
Total years in industry: 19

Pat Varney 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 rather minimize it. He educates investors on the idea that you cannot control markets or interest rates, but you can control investment costs, as well as mitigate the impact of taxes on your portfolio. So focus on what is in your control. As he and his clients work together, he thoroughly explains to them the investment solutions and planning strategies recommended, so that they are comfortable with the plan implemented. He takes great pride in the families that have hired him to be their personal wealth manager.

29. Russ Cesari

Bank: Northwest Federal Credit Union
Location: Herndon, VA
TPM: LPL Financial
2018 AUM: $694.94 million
2017 AUM: $621.40 million
2018 Production: $6.09 million
2017 Production: $5.42 million
Fee-based business: 95%
Production/AUM: 0.88%
Years in current job: 17.5
Total years in industry: 21

Wealth management is a second career for Russ Cesari, and in many ways, more rewarding, he says. His first career at a large international corporation developed his business and management skills and led to an interest in the markets and financial assets. As an advisor, many of his clients are federal employees with international responsibilities, so their similar experiences mesh and have helped form trusting relationships.

28. Aaron Schmit

Bank: American State Bank and Trust Co.
Location: Williston, ND
TPM: Raymond James
2018 AUM: $234.89 million
2017 AUM: $239.88 million
2018 Production: $2.30 million
2017 Production: $1.13 million
Fee-based business: 30%
Production/AUM: 0.98%
Years in current job: 12
Total years in industry: 18

Aaron Schmit joined American State Bank & Trust Company nine years ago and has found working at the bank to be a rewarding opportunity. He’s found the bank and its trust department to be a helpful combination by providing customers the highest level of expertise while delivering the exceptional service they have grown accustomed to. The Williston, North Dakota, local economy has presented many new financial opportunities for their customers and there are more financial service firms calling on them all the time. Even with the increased competition, Schmit says that clients chose to do their wealth management business through American State, which he takes as a testament to the successful integration of all business lines.

27. Christopher Cralle

Bank: Citibank
Location: Chicago
TPM: None
2018 AUM: $425.36 million
2017 AUM: $337.43 million
2018 Production: $2.38 million
2017 Production: $2.07 million
Fee-based business: 40%
Production/AUM: 0.56%
Years in current job: 24
Total years in industry: 29

Christopher Cralle works closely with a CFP who’s dedicated to providing financial planning for Cralle’s clients, allowing him to view clients' financial situations more from a risk management perspective vs. a performance-based approach. And this allows him to spend time educating clients on an entirely different level. It’s no longer about the best investment, it’s about appropriate investments for each client’s unique situation, Cralle says. It’s no longer what can they earn, it’s what do they need to earn to make their plan work.

26. Nathan Quello

Bank: First Dakota National Bank
Location: Sioux Falls, SD
TPM: Raymond James
2018 AUM: $593.63 million
2017 AUM: $503.18 million
2018 Production: $2.71 million
2017 Production: $2.26 million
Fee-based business: 41%
Production/AUM: 0.46%
Years in current job: 5
Total years in industry: 18

Nathan Quello has been a part of the financial services world almost his entire life, first learning from his father’s 40-plus years of experience. Quello joined his father 18 years ago and together, they joined First Dakota National Bank four years ago in an effort to expand their relationships with clients. First Dakota then created Loft Advisors, a new team of professionals to complement their advisory practice offering high-net-worth clients private banking, cash management and trust services. Quello knows the importance of being active in the community in which he lives and he serves on several Sioux Falls community foundation boards.