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Top 20 Bank Advisors by Revenue Increases

Top 20 Bank Advisors by Revenue Increases Top 20 Bank Advisors by Revenue Increases

Here we present a new look at our Top 50 Bank Advisors list, reshuffled and ranked by percentage increase in annual production (and then we cut it down to just the top 20). The main list in December used a composite score using multiple variables, but we put an extra emphasis this year on the increases in production, as well as assets. And in that vein, we present a new look at the list on just one specific increase. Beside each name listed here, we also show were they ranked in the main top-50 list.

Be on the lookout in coming weeks as we offer other views of our Top 50. And in case you missed it, here’s the original list

20. James Hare (11) 20. James Hare (11)

Bank: Pinnacle Bank


TPM: Raymond James


Location: Nashville, Tenn


2012 Production: $725,000


% Increase from previous year: 35%


James Hare manages a small number of clients, but they have assets of more than a million dollars on average. Many are health care executives with equity in their companies. So he tells them up front that their biggest returns will come from their businesses, not from the stock market.

19. Kevin McDermott (15) 19. Kevin McDermott (15)

Bank: Citadel Credit Union


TPM: CUSO Financial Services


Location: Exton, Penn.


2012 Production: $1.8 million


% Increase from previous year: 36%


Kevin McDermott’s clients receive, on average, 12 to 15 contacts per year, including semi-annual or quarterly reviews, quarterly newsletters and market volatility analysis emails and calls. He also helps branch staffers meet their goal of 13 referrals a year by returning referrals to them and ensuring that they get credit for the sale.

18. Randall Krenzin (3) 18. Randall Krenzin (3)

Bank: Wells Fargo


TPM: n/a


Location: San Jose, Calif


2012 Production: $2 million


% Increase from previous year: 37%


Randy Krenzin may work in high-tech’s living room, but when it comes to his clients, he believes nothing is more important than being face to face. Based in San Jose, Calif, the senior financial consultant with Wells Fargo devotes much of his time to listening to investors — and not just what they say out loud, but what he can infer as well. And that connection isn’t one Krenzin feels is best handled through digital bits and bytes.

17. Todd Dathe (12) 17. Todd Dathe (12)

Bank: First Bank & Trust


TPM: Raymond James


Location: Sioux Falls, S.D.


2012 Production: $498,000


% Increase from previous year: 39%


Todd Dathe focuses on a limited number of clients and delivers a full range of services. Each client has a comprehensive written plan and meets with Dathe three times a year. He also shares the plans with other pros in the clients’ lives (attorneys and accountants) and is open to their feedback. This creates stronger relationships for all.

16. Jeffrey Alger (42) 16. Jeffrey Alger (42)

Bank: SunTrust


TPM: n/a


Location: Brentwood, Tenn.


2012 Production: $1.4 million


% Increase from previous year: 40%


Jeffrey Alger says that every client is different and only by using an extensive discovery process can he uncover their needs, goals and objectives. Then, he says, he sets about to solve their particular needs with the right products and services.

15. Francis O’Neill III (38) 15. Francis O’Neill III (38)

Bank: Wells Fargo


TPM: n/a


Location: Missouri City, Texas


2012 Production: $1.2 million


% Increase from previous year: 41%


Similar to some other Wells Fargo advisors, Francis O’Neill III extolled the virtues of Envision, a comprehensive, in-house planning tool. He says that it enables him to provide comprehensive financial services to his clients, thereby helping them to realize their wealth planning goals.

14. Paul Hoghaug (16) 14. Paul Hoghaug (16)

Bank: Anchor Bank


TPM: LPL Financial


Location: West St. Paul, Minn.


2012 Production: $1.1 million


% Increase from previous year: 42%


After 24 years in the industry, Paul Hoghaug says that today’s market is the most volatile he’s ever seen. And to help clients navigate it, he ensures they are fully informed—which means he filters out the noise and the media—and tries to set the reasonable expectations on returns.

13. Paul Duchyns  (17) 13. Paul Duchyns (17)

Bank: ESL Credit Union


TPM: LPL Financial


Location: Brockport, N.Y.


2012 Production: $817,000


% Increase from previous year: 46%


Through increased marketing and networking efforts, Paul Duchyns has developed key contacts and referral sources with centers of influence in his area. This type of community involvement has been key to his success. Moreover, his client relationships go beyond the initial transaction. He also takes a keen interest in family members.

12. Charles Wilmoth (19) 12. Charles Wilmoth (19)

Bank: Wells Fargo


TPM: n/a


Location: San Francisco


2012 Production: $791,000


% Increase from previous year: 47%


In working with high-net-worth clients, Charles Wilmoth coordinates with other specialists at Wells Fargo to implement a full balance sheet approach. Plans are tailored for a client's goals, liquidity needs, tax circumstances and risk tolerance. New clients are added through referrals from clients or other professional advisors, such as CPAs, attorneys or bankers.

11. Peter Knittle (2) 11. Peter Knittle (2)

Bank: ESL Credit Union


TPM: LPL Financial


Location: Rochester, N.Y.


2012 Production: $1.6 million


% Increase from previous year: 49%


Peter Knittle attributes his success as this year’s No. 2 advisor to good old-fashioned customer service. He wants to be as engaged in the first meeting when assets are coming over as he is in the 20th meeting when they are just reviewing their performance. And this personal attention has helped reel in business. He recently persuaded a customer who originally came in for advice on a $40,000 CD to move over his entire portfolio to the bank within a three-month period of time.

10. Wayne Rogers (9) 10. Wayne Rogers (9)

Bank: Wells Fargo


TPM: n/a


Location: Midland, Texas


2012 Production: $1.1 million


% Increase from previous year: 57.1%


Wayne Rogers ensures that every client has an objectives-based investment plan. His team takes a full balance sheet approach to address investment, lending and banking needs. They also help clients with real estate, personal business and oil & gas assets. He says they enjoyed enough success to raise minimums to $1 million in assets.

9. Ina Felder (21) 9. Ina Felder (21)

Bank: New York Community Bank


TPM: LPL Financial


Location: Delray Beach, Fla.


2012 Production: $659,000


% Increase from previous year: 57.4%


Ina Felder says that relationships are key, starting with branch staff. Felder educates them through one-on-one training and group meetings to instruct them on what to look for in a prospect. And when clients call, Felder returns the calls within the hour. In this way, Felder is able to entice them to refer friends and relatives.

8. Patrick Varney (5) 8. Patrick Varney (5)

Bank: Bank of Colorado


TPM: Raymond James


Location: Greeley, Colo.


2012 Production: $1.3 million


% Increase from previous year: 62%


The top reason for Patrick Varney’s “phenomenal year” as an advisor is no other than his employer, the Bank of Colorado. When the bank believes in and supports the bank program, it makes his job that much easier, he says. Over the years, Varney has cultivated good relationships with the president of the two bank branches he covers. Community involvement also contributed to his success. He is a member of local groups and participates in all the community events the bank sponsors.

7. Raymond Hayes (25) 7. Raymond Hayes (25)

Bank: Wells Fargo


TPM: n/a


Location: New York, NY


2012 Production: $1.5 million


% Increase from previous year: 66%


Raymond Hayes says his clients are most interested in asset protection, along with dependable and growing income streams from high-quality companies. And he cites the broad array of services from Wells Fargo, such as trust and estate services and lending services, as advantages he can provide clients.

6. Joffre Salazar (30) 6. Joffre Salazar (30)

Bank: New York Community Bank


TPM: LPL Financial


Location: Newark, NJ


2012 Production: $624,000


% Increase from previous year: 86%


Jeff Salazar learned early in his career that the best way to help his customers is to understand their dreams. Jeff primarily works in the Ironbound section of Newark, N.J. where his language skills (he is fluent in Spanish and Portuguese) is a definite asset. This also makes some clients feel comfortable providing referrals.

5. Charles Kassatly (20) 5. Charles Kassatly (20)

Bank: New York Community Bank


TPM: LPL Financial


Location: Bellmore, New York


2012 Production: $584,000


% Increase from previous year: 92%


Based in the New York suburbs of Long Island, Charles Kassatly focuses on middle-income and affluent consumers as well as commercial and not-for-profit markets. After tenures at two national banks, he says he appreciates the relationships that customers have with regional banks involved with the community.

4. Darin McCandless (24) 4. Darin McCandless (24)

Bank: AmTrust Bank


TPM: LPL Financial


Location: Hollywood, Fla


2012 Production: $421,000


% Increase from previous year: 105%


At a young age, Darin McCandless’s grandfather brought him into the family business. That experience taught him to deal with a customer as he would a friend. That helps him differentiate himself today because he says advisors have the same products, so customers choose someone they can trust and who understands them.

3. James Caldwell (39) 3. James Caldwell (39)

Bank: AmTrust Bank


TPM: LPL Financial


Location: Deerfield Beach, Fla


2012 Production: $559,000


% Increase from previous year: 112%


James Caldwell often ponders the question of what makes someone good at what they do. He cites college football coach Woody Hayes when he says that you are either “getting better or getting worse, but never staying the same.” He adds that he never wants to get in a rut where he just goes through the motions.

2. Philip Krupps (40) 2. Philip Krupps (40)

Bank: Brown County State Bank


TPM: Raymond James


Location:Mount Sterling, IL


2012 Production: $674,900


% increase from previous year: 133%


Located in a community of just 1,900 people, Philip Krupps’ practice rests on the relationships that he shares with them and other key professionals in the community. His approach ties into the agriculture that sustains the area and rests on his business-on-a-handshake mind-set.

1. Thomas Dietrich (34) 1. Thomas Dietrich (34)

Bank: SunTrust


TPM: n/a


Location: Gulf Breeze, Fla.


2012 Production: $764,000


% Increase from previous year: 235%


Thomas Dietrich uses a holistic approach to help clients develop investment and insurance plans that address their personal and financial goals. He first assesses a client’s financial situation, then determines appropriate risk, formulates an investment plan, and reviews periodically.

Here we present a new look at our Top 50 Bank Advisors list, reshuffled and ranked by percentage increase in annual production (and then we cut it down to just the top 20).

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