Slideshows

Top 20 Producers in the Bank Channel

Top 20 Producers in the Bank Channel Top 20 Producers in the Bank Channel

Here we present yet another perspective of our Top 50 Bank Advisors list, reshuffled and ranked by production (and then, as usual, we cut it down to just the top 20). The main Top 50 list in December used a composite score using multiple variables. Since then, we have been presenting new looks at the list on specific variables. We’ve already listed to Top 20 in Assets , Top 20 in Asset Increases and Top 20 Production Increases. 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 Top 50 list.

20. Paul Hoghaug (16) 20. Paul Hoghaug (16)

Bank: Anchor Bank


Location: West St. Paul, Minn.


TPM: LPL Financial


2012 Production: $1.16 million


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.

18 (tie). Greg Seamster (23) 18 (tie). Greg Seamster (23)

Bank: Wells Fargo


Location: Research Triangle Park, N.C,


TPM: n/a


2012 Production: $1.2 million


Rather than starting with a product or a solution, Greg Seamster starts a client relationship by discussing their financial needs. Then they craft a plan around those needs. He also talks to his bank partners every day about searching for new prospects.

18 (tie). Michael Grimes (4) 18 (tie). Michael Grimes (4)

Bank: SunTrust


Location: Lady Lakes, Fla.


TPM: n/a


2012 Production: $1.2 million


Mike Grimes believes that the personal connection between advisor and client is paramount. And it’s particularly important with respect to his client base, most of whom are already retired. Grimes keeps in constant contact with his clients (because of their demographic, many are not comfortable with computers and electronic communication). He believes in phone calls and face-to-face interaction, with the goal of cultivating and fostering the kind of trust that’s important for all clients but particularly so for retirees.

17. Jonathan Berstein  (32) 17. Jonathan Berstein (32)

Bank: Wells Fargo


Location: Boca Raton, Fla.


TPM: n/a


2012 Production: $1.21 million


Jonathan Berstein believes the most important part of investing is risk management. His team’s strategy involves using several hedging and risk management techniques. Each client has their own custom allocation but within that allocation some of the specific items they use are dividend stocks, fixed-income, ETF’s, options and other non-correlating investments.

16. Francis O’Neil III (38) 16. Francis O’Neil III (38)

Bank: Wells Fargo


Location: Missouri City, Texas


TPM: n/a


2012 Production: $1.24 million


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.

15. Garrett Stringer (37) 15. Garrett Stringer (37)

Bank: Wells Fargo


Location: Raleigh, N.C.


TPM: n/a


2012 Production: $1.28 million


Garrett Stringer enjoys maintaining his current relationships more than constantly seeking new ones, so he spends a large portion of each day on the phone with clients to ensure they are meeting their goals. And most of the new clients he does get come from referrals.

14. Patrick Varney (5) 14. Patrick Varney (5)

Bank: Bank of Colorado


Location: Greely, Colo.


TPM: Raymond James


2012 Production: $1.3 million


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.

13. Jeffrey Alger (42) 13. Jeffrey Alger (42)

Bank: SunTrust


Location: Brentwood, Tenn


TPM: n/a


2012 Production: $1.4 million


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.

12. James Christy (43) 12. James Christy (43)

Bank: Northwest Financial


Location: Herndon, Va.


TPM: LPL Financial


2012 Production: $1.42 million


After a first career in the “shadow of the U.S. Capitol,” James Christy has carved out a new niche as an advisor serving mostly U.S. government retirees and near-retirees. His government experience helps him anticipate how issues like tax laws and the debt limit might impact bond markets.

11. Jason Mayer (26) 11. Jason Mayer (26)

Bank: Wells Fargo


Location: Charlotte, N.C.


TPM: n/a


2012 Production: $1.49 million


Jason Mayer’s team uses other professionals within Wells Fargo to offer services such as banking and debt management to their individual, family and business clients. Being part of a large bank also offers his team opportunities to help with their own professional development.

10. Raymond Hayes (25) 10. Raymond Hayes (25)

Bank: Wells Fargo


Location: New York, N.Y.


TPM: n/a


2012 Production: $1.5 million


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.

9. Steve Kennedy (10) 9. Steve Kennedy (10)

Bank: TowneBank


Location: Suffolk, Va.


TPM: Raymond James


2012 Production: $1.56 million


Few advisors want the responsibility of managing money, says Steve Kennedy. But he does not want to have to apologize for somebody else’s work—he went through Dean Witter’s training program 27 years ago where they drove home the idea that clients should be talking to their “money manager”—so he has embraced discretionary investment management with his largest clients.

8. Peter Knittle (2) 8. Peter Knittle (2)

Bank: ESL Federal Credit Union


Location: Rochester, N.Y.


TPM: LPL Financial


2012 Production: $1.65 million


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.

7. Kevin McDermott (15) 7. Kevin McDermott (15)

Bank: Citadel Federal Credit Union


Location: Exton, Pa.


TPM: CUSO Financial Services


2012 Production: $1.8 million


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.

6. Jeff Nuttall (36) 6. Jeff Nuttall (36)

Bank: Wells Fargo


Location: Denver, Colo.


TPM: n/a


2012 Production: $1.9 million


Most of Jeff Nuttall’s clients are successful small business owners or executives who are retiring, or who have recently had a major “liquidity event.” His team maintains less than 75 client relationships, and most new clients come from partners or existing clients.

5. Robert Reich (1) 5. Robert Reich (1)

Bank: Wells Fargo


Location: McLean, Va.


TPM: n/a


2012 Production: $2.04 million


Robert Reich, financial advisor at Wells Fargo in McLean, Va., has just 60 clients. But that number is perfect, he says, to run a productive and dedicated practice that seeks to deliver in three main areas: maintaining clients’ present lifestyles in the future, preserving their net worth and assuring their legacy. His clients have earned their wealth, so he views his role as one of maintaining and transitioning that wealth that they have created. And the key to that, he says, is to steer clear from risk no matter what form it takes.

4. Randall Krenzin (3) 4. Randall Krenzin (3)

Bank: Wells Fargo


Location: San Jose, Calif.


2012 Production: $2.06 million


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.

3. Joel Worsfold (7) 3. Joel Worsfold (7)

Bank: Wells Fargo


Location: Clive, Iowa


TPM: n/a


2012 Production: $2.2 million


Joel Worsfold cites clear communication and the wide array of resources available from Wells Fargo as two keys to his success. He says it’s key to listen carefully to better understand clients’ feelings about risk and then use sophisticated planning and analysis tools to identify potential strategies.

2. Russell Cesari (28) 2. Russell Cesari (28)

Bank: Northwest Financial


Location: Herndon, Va


TPM: LPL Services


2012 Production: $2.9 million


Viewing each client relationship as a lifetime partnership, Russell Cesari offers “life planning” to his clients, many of whom are U.S. government retirees and near-retirees who served in the intelligence community. And those existing clients are the source of the majority of his referrals, which he views as a stamp of approval on his services.

1. William Oliver (18) 1. William Oliver (18)

Bank: Wells Fargo


Location: Charlotte, N.C.


TPM: n/a


2012 Production: $4.3 million


William Oliver’s team tries to understand what each client wants to achieve. Then they construct a customized plan to help clients understand exactly where they stand in relation to those goals. Simply pitching investments without understanding the need of the client allows no foundation for a long-term, meaningful relationship, he says.

Who are the top producers in the bank advisory channel? The editors of Bank Investment Consultant have broken down and ranked the industry's top advisors by production. How does your bank rank?

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