Welcome once again to Bank Investment Consultant's Top 50, our annual list of the best bank advisors.

It's the holiday season, and we know full well that this page is akin to a card that's ignored in favor of the real presents. So by the time you read this, we'll assume you've already seen the list and the photos, and now you're wondering: How exactly was this ranked?
We've continued to tweak our methodology, but in general we used the same approach we've used for the past two years.

We try to capture a broad perspective of an advisor's value. And to that end, we use six variables and combine them into a weighted average. They are: (1) 2013 assets under management; (2) trailing 12-month production; (3) percentage change in AUM from the previous year; (4) percentage change in trailing-12 production; (5) amount of fee-based business; and (6) the ratio of production per AUM. (Note: Due to deadline restrictions, we defined 2013 AUM as the amount an advisor had on Aug. 31, 2013; and for T-12 production, we used the 12-month period ending on Aug. 31, 2013.)

Our research department then crunched the numbers to rank all our nominees by each of those six variables, giving us six separate lists. Those individual rankings were then weighted and combined into one overall score.

This served two purposes. First, it gave us a valid way to compare categories that are expressed in different measures (such as percentages and dollar amounts). Also, it enabled us to cap scores, albeit indirectly. That is, if the advisor with the highest T-12 production hypothetically doubled the next-highest advisor, he would not sway the entire list; he simply received the top score on that metric, but there was also a No. 2, a No. 3 and so on.

What about those tweaks to our methodology? The biggest one is that we increased the weight of fee business. A perennial topic among advisors, fee business had been somewhat tacked on in previous years as a distant sixth category, but this time we counted it as a major portion of the overall scores.

In order to accommodate that change, we decreased slightly the weightings of the year-over-year changes in AUM and T-12. Last year, we had increased those changes so in this regard our equation this time looked more similar to the method we used two years ago.

Indeed, when we made that change last year, there were some who said we punished the industry veterans who have logged many years of service by looking at just the past 12 months.

We disagreed then, and still do. Granted, focusing on the past 12 months has a "what-have- you-done-for-me-lately" feel. But it accounted for just two variables out of six. Plus, that bias on recent years is, to a large degree, just business. Especially your business. After all, people ask about T-12, not T-120, because what you accomplished in the last year is more important to them than what you did 10 years ago.

Still, we had to make the hard choice this year to cut the weighting of something to make room for a higher weighting for fee business.

So, why do all that instead of using just one variable, say, AUM or trailing-12 production? Simple. We wanted this to be a well-rounded analysis, not merely a simple consideration of size. The advisors listed here are not just home-run hitters. Rather, they are the all-around players skilled in all aspects of the game. We would argue this is the way to build success, so this is what we set out to illustrate with the BIC Top 50.

As we have done in previous years, we offer our responses to some of the criticisms we expect to hear.

But first, if you haven't already done so, please enjoy the listing while we prepare for the onslaught of calls asking how this was ranked.

1. William Murphy

William Murphy, of Wells Fargo, knows firsthand how quickly the status quo can end -the market can slump, a job can be lost or a hurricane can wipe away everything you know.

In 2005, Murphy, then with a different bank, packed up his wife and then 13-month-old daughter, Madelyn, for what he thought was a three-day weekend as Hurricane Katrina blew into his hometown of New Orleans.

Returning one month later, Murphy drove through what he called a "postapocalyptic movie set," he says. No streetlights, fires burning and utter silence.

As he traveled down darkened streets, he realized he'd need to move his family away from everything they knew-and everything, until then, he had planned.

"At a moment's notice a weekend trip turned into a complete upheaval of my family," Murphy says eight years later. "We probably didn't have the best of plans before Katrina. But there's a definite parallel between a storm that can affect a city and the storms out there in the financial world."

Today, Murphy brings that maturity to his clients and their own life experiences. When he talks about building a financial plan and life plan for their future, he's using hard-won personal insight.

Within a few weeks of returning to New Orleans, Murphy made a job transfer to Houston-but with no clients.

Eight years on, he's built a $192 million practice at Wells in The Woodlands just outside Houston, where he actively works with his team's top 150 clients.

Each client is put through a rigorous financial analysis to craft a full balance sheet, Murphy says. While he looks at their assets and investments, those are not the only crucial components.

An investor's financial liabilities, risk management needs such as life insurance, and trust and fiduciary services such as those that can arise around estate planning are also factored into the mix.

A private banker sits in on these appointments so they can talk about a client's investments as well as their cash accounts and how to best leverage it. All of this happens before Murphy will even begin to make recommendations.

"We're triaging on the first appointment," he says. "That's why we demand all that information. It's just like going to the doctor. You can't ask them to write a prescription without telling them what's wrong. You can't say my left side hurts but don't look at my right side."

One consistent challenge is the unrealistic expectations that clients have around returns, retirement, income and risk. Or sometimes, new clients don't have a strategy at all.

While they've done a good job saving money, their plans often don't extend beyond just hoping for the best. Murphy stresses to them the importance of a written financial plan-to help them stay on track, while eliminating the noise that can derail investors as they move toward retirement.

His own experience factors into the conversation. New Orleans is still in his blood-and the famous city is evident in his office from his University of New Orleans diplomas on the wall (both undergrad and his MBA), to fleur-de-lis cuff links occasionally on his sleeve.

These lead to deeper conversations about life's mercurial nature, and his own brush with upheaval.

"Admittedly, I was just going along," he says. "I didn't have life insurance in place, didn't have a strategy if I lost my job. That's why I have a lot of insurance conversations. It's difficult to have. But if I'm not doing so, I am doing my clients a disservice."

He practices what he preaches, running an annual review on his own plan, and making adjustments based on conversations with his wife for their family of four. (Their son Billy is now 4, Madelyn is 9.)

In fact, those conversations uncovered differing priorities. They agreed on their children's education, but next on his priority list was early retirement. For her, it was a beach house on Florida's Gulf Coast.

Murphy muses he may not retire at 55, but the planning helped the two of them open a dialogue to get them on the same page. That's the same goal he hopes for his clients.

He knows how trying the financial planning process can be, to shake up what you know, to push for something new, and work toward a goal that may not have existed before.

Their move to Houston was initially not an easy transition-leaving family and a place where they'd grown up was "very difficult," says Murphy.

"But after one year we tipped the scales and now we see it as a blessing for our family," he says. "We were fortunate that in going through that trying time we came out on the other end, and now we're at a good place."

Bank: Wells Fargo
Location: The Woodlands, Texas
TPM: None
2013 Production: $1.6 million
2012 Production: $979,000
2013 AUM: $192 million
2012 AUM: $131 million
Fee-based business: 67%
Product mix: Managed money 70%; Variable annuities 20%; Life insurance 10%


 

2. Fernando Montemayor

Roughly 70% of Fernando Montemayor's clients at IBC Investment Services in Laredo, Texas, live-and run businesses-in Mexico. And they share some common traits-one of which is that they tend to be conservative investors.

They've brought their hard-earned money across the border because the U.S. offers them a more secure place to invest, says Montemayor, who has been with IBC for 10 years.

Many have faced political or financial turmoil, or both. "When they come to the U.S. to invest, they're looking for stability, they're looking for something conservative," Montemayor says. "They're looking to build something to pass on to their beneficiaries because family is very important."

Montemayor works hard to educate his clients, keeping in close contact with them, and making sure they are well informed about their investments' performance.

He sometimes recommends taking on more risk, using hypothetical examples that show clients how a diversified portfolio, over the long term, can provide them a maximum return.

But he's well aware of the challenge in striking the right balance: a financial plan with just enough risk to offer a decent return, but also conservative enough to give clients peace of mind.

"I can recommend something, but if they're going to lose sleep at night then that's not the right investment for them," he said. "That's a fine line we try to walk with the clients-helping them maximize their return and at the same time allowing them to sleep well at night."

Montemayor started his career at Paine Webber in 1999 before moving to IBC four years later. He gets many of his clients through referrals from within the bank. He also gets to know the clients' accountants.

"I've been in the business almost 15 years, but I'd like to be in the business a lot longer," he says. "One of the things I tell my clients is, I'm not in this for one trade, I'm here to build a successful business. And the only way to do that is to keep you happy."

Bank: International Bank of Commerce
Location: Laredo, Texas
TPM: LPL Financial
2013 Production: $1.8 million
2012 Production: $731,443
2013 AUM: $120 million
2012 AUM: $67 million
Fee-based business: 0%
Product mix: Annuities 60%; Equities 20%; Structured CDs 20%


3. Bruce Knott

Conventional wisdom says that 90% of heirs won't stick with their parents' advisor. Bruce Knott and his team turn that stat on its head.

"I can count on two hands how many households we've lost in 33 years," says Knott, who moved his six-person team to Wells Fargo's Chapel Hill, N.C., office two years ago from Morgan Stanley's office in Durham. "And typically, it's because we couldn't mesh philosophically or the clients just perceived we weren't doing as good a job as they felt we should. I get that, you can't please everyone," he adds.

Maybe not everyone, but maintaining long-term relationships means that he's gained the trust of more than one generation, an enviable skill in today's market.

To accomplish that, he says, you have to start early, get to know the whole family, not just in meetings where their finances are discussed but in life as well.

"When we take clients out, we invite the kids and the grandkids," says Knott, adding that one of his favorite ways to pass time with clients' families is to take them up to the mountains where he keeps a few horses. "We have the best time in the world-we get dirty; we never even mention what's going on in the financial markets."

Knott and his team meet with prospects two or three times before they begin to discuss a financial plan.

"Most often, when people sit down with a financial advisor, that advisor is going to try to sell them something," Knott says. "How can you sell them something when you don't know anything about them?"

Getting to know the millennial generation means understanding their appreciation for Internet research, social media and, of course, texting, which Knott says he embraces because he can reach his young clients anywhere.

On one occasion, he set up a dinner and classical music concert by text with a client's daughter. Soon after Knott and his wife had picked up the young woman, his cell phone rang. It was her father calling about a financial matter; he had no idea that she was with them. Just another evening out with your financial advisor.

Bank: Wells Fargo
Location: Chapel Hill, N.C.
TPM: None
2013 Production: $3.3 million
2012 Production: $1.9 million
2013 AUM: $513 million
2012 AUM: $392 million
Fee-based business: 86%
Product mix: Private investment management 100%


4. Brett Everhart

Brett Everhart had financial advising practically bred into him from his father's legacy of graduating from the first class of the College for Financial Planning. For his part, Everhart reminisced about putting money to work during his own school days. As an undergraduate, he parlayed a student loan into money-market investments. "At that time interest rates were paying a ridiculous rate of like 18 to 19%….that was a real taste of how I could use my money and apply it to something else."

Interest rates have changed, obviously, but he hasn't forgotten that feeling-and works with clients who are similarly focused on their investments.

A lot of his clients are engineers. He says they are smart about their money-and somewhat frugal-but they put him through his paces when he started in December 2009. "The first year there was a lot of testing me. They didn't have a blind faith trust. I had to earn that."

Before starting at First Tech, Everhart spent the previous decade as an executive for another San Diego credit union. Returning to working with clients has been a cultural change, he says. But the transitions of life are familiar to him-from changing his career as an executive to signing on as an advisor, or moving half-way across the country after college for a new job with a relocation firm in California.

Everhart says he values these transitional experiences as they trigger people to look more deeply at their financials. And as an advisor, he wants to be with clients during these "life changing events."

"I can't necessarily convince people to do financial planning," he says. "But if there is something that is triggering [a change] in their life, I have a great appreciation and understanding of that."

Bank: Addison Avenue Investments
Location: San Diego
TPM: Raymond James
2013 Production: $1.2 million
2012 Production: $542,000
2013 AUM: $138 million
2012 AUM: $101 million
Fee-based business: 24%
Product mix: Mutual funds 53%; Fee-based 24%; Annuities 22%


5. Kevin McDermott

At a credit union, divesting your client list can be a touchy subject. Advisors are there to help everyone - from the smallest account to those with the highest net worth. But after 23 years at Citadel Credit Union in West Chester, Pa., Kevin McDermott has earned the green light to start shedding some investors. The result? A chance to practice wealth management the way he has always envisioned.

"I'm having deeper, consultative relationships with clients," says McDermott. "I did not have time to do that before because I was constantly on a treadmill adding new clients."

No longer required by Citadel to take leads from the credit union's own client base, McDermott has been slowly sending "compliance-approved letters" asking clients to renew their commitment to him - and Citadel - or he can help them transition to another advisor. Ideally? Investors would move savings accounts, portfolios and insurance assets to his oversight. Many are.

"There's stickiness to this," he says. "Once you have all their investments, the chances of them leaving are slim."

The timing coincides with McDermott's relocation to Citadel's recently opened Wealth Management Center this year. With his team-a wealth associate and an investment coordinator-McDermott now has more room, and time, to focus deeply on his remaining client base. His goal is to make 10 to 15 connections a year to his top clients - such as a yearend dinner for 200 people at a nearby hotel that he is planning with live music and a speaker.

The topic-products and services for investors living longer in retirement-underscores his own reinvestment in ensuring his clients' wealth is safeguarded and not just increasing under his watch. While performance will always be important, he now has the time during reviews to listen to the dreams his clients have at night - and how he can help investors reach them. "We are now having such amazing conversations we sometimes don't even get to the [investment] performance," he says. "It's a complete transition in the way I work with them."

Bank: Citadel Credit Union
Location: West Chester, Pa.
TPM: CUSO Financial
2013 Production: $1.7 million
2012 Production: $1.3 million
2013 AUM: $143 million
2012 AUM: $118 million
Fee-based business: 60%
Product mix: Managed accounts 60%; Variable annuities 30%; Insurance 10%


6. Josh Haber

Specializing in affluent families is the core of Josh Haber's practice. He believes in the power of teams so he and his partner focus on a client base of 150 households. And referrals are often made by existing clients.

Bank: Citibank
Location: New York
TPM: none
2013 production: $3.3 million
2012 production: $1.6 million
2013 AUM: $381 million
2012 AUM: $380 million
Fee-based business: 28%
Product mix: Discretionary managed accounts 40%, Non-discretionary managed accounts 20%, Equity syndicate 20%


7. Rob Reich

Rob Reich and his team serve high-net-worth families in the Washington area. Risk management and risk avoidance are the cornerstones of his investment strategies. His focus is not on beating indices but on helping clients preserve wealth so at they can maintain their lifestyles in retirement.

Bank: Wells Fargo
Location: McLean, Va.
TPM: none
2013 production: $2.7 million
2012 production: $2.1 million
2013 AUM: $393 million
2012 AUM: $308 million
Fee-based business: 90%
Product mix: Mutual funds/ETFs 80%, alternatives 10%, Managed futures 10%


8. Andrew Vahab

For 10 years, Andrew Vahab has strived to become the "financial quarterback" for clients. In the next decade, he believes that with interest rates low and unemployment high, there may be a major movement toward offering institutional investment strategies to the retail client.

Bank: Citibank
Location: New York
TPM: None
2013 production: $2.6 million
2012 production: $1.8 million
2013 AUM: $376 million
2012 AUM: $290 million
Fee-based business: 48%
Product mix: Mutual funds/SMAs/ETFs 70%, Alternatives 15%, Fixed-income 5%


9. Doug Leonzi

Doug Leonzi has risen to the top tier of the Cetera bank channel by building a business based on best practices of the most successful companies. He complements his commission-based production with a firm-leading fee-based advisory component and a robust life-insurance business.

Bank: National Penn Bank
Location: Allentown, Pa.
TPM: Cetera Financial
2013 production: $1.6 million
2012 production: $857,000
2013 AUM: $78 million
2012 AUM: $58 million
Fee-based business: 48%
Product mix: Individual securities (fee-based) 60%, Annuities 30%, Mutual funds 10%


10. James Christy

After nearly 25 years, on Capitol Hill as a staffer and industry representative, Jim Christy has become one of LPL's most successful advisors. His special kinship with government employees and retirees contributes to a high number of referrals from existing clients.

Bank: Northwest Federal CU
Location: Herndon, Va.
TPM: none
2013 production: $1.7 million
2012 production: $1.4 million
2013 AUM: $200 million
2012 AUM: $169 million
Fee-based business: 79%
Product mix: Advisory wrap accounts 79%, Mutual funds 16%, Alternatives 5%


11. Ken Scott Chastain

As an advisor for more than 20 years, Ken Scott Chastain says he has fine-tuned his skill in helping clients to identify their needs and goals and devising plans to attain them. He has also forged great relationships with internal and external partners in helping with clients' financial plans.

Bank: Wells Fargo
Location: Houston
TPM: None
2013 production: $2 million
2012 production: $1.4 million
2013 AUM: $290 million
2012 AUM: $240 million
Fee-based business: 35%
Product mix: Stocks (including syndicate) 45%, Managed accounts 45%, Annuities 10%


 

12. Raymond Beloin

Ray Beloin joined Webster Bank in 1996 and zoomed to the top of its wealth management team, finishing among the top three performers 14 times. A perennial million-dollar producer, on pace for $1.8 million in 2013. Beloin is supported by two associates and a registered sales assistant.

Bank: Webster Bank
Location: Bristol, Conn.
TPM: LPL Financial
2013 production: $1.6 million
2012 production: $1.2 million
2013 AUM: $157 million
2012 AUM: $143 million
Fee-based business: 37%
Product mix: Advisory 40%, Variable annuities 20%, Mutual funds 15%


 

13. Francis J. O'Neill III

Francis O'Neil's team uses advanced tax planning strategies for its corporate executive and business owner clientele. The investment strategy is centered on managed equity portfolios, master limited partnerships and individual fixed-income issues in allocating clients' assets.

Bank: Wells Fargo
Location: Missouri City, Texas
TPM: none
2013 production: $1.7 million
2012 production: $1.2 million
2013 AUM: $210 million
2012 AUM: $175 million
Fee-based business: 44%
Product mix: Managed equities 32%, Life insurance 25%, Fixed-income 25%


14. Russell Cesari

Russell Cesari's approach to wealth management includes discussions about cash flow, asset management, risk management, tax efficiency, distribution and estate planning. This delivers true "life planning" to clients, many of whom have had careers in the U.S. intelligence community.

Bank: Northwest Federal CU
Location: Herndon, Va.
TPM: none
2013 production: $3.4 million
2012 production: $3.1 million
2013 AUM: $404 million
2012 AUM: $361 million
Fee-based business: 90%
Product mix: Advisory accounts 87%, Brokerage 5%, Insurance 5%


 

15. Jose Cruz

Jose Cruz's guiding principle is to look at things from the client's perspective. As a result, he is committed to being a confident and caring partner. This has helped him to create multigenerational ties to clients, their heirs, and their business partners.

Bank: International Bank of Commerce
Location: McAllen, Texas
TPM: LPL Financial
2013 production: $1.3 million
2012 production: $707,040
2013 AUM: $115 million
2012 AUM: $77 million
Fee-based business: 0%
Product mix: Variable annuities 40%, Mutual funds 40%, Fixed income 20%


16. Rhonda Arnett

As a youngster, Rhonda Arnett was intrigued by the financials of her father's auto repair business. Now, as a financial advisor, she has a special affinity for small business owners. Many turn to her with both their business and personal accounts.

Bank: Columbia State Bank
Location: Tacoma, Wash.
TPM: Cetera Financial
2013 production: $1.3 million
2012 production: $700,000
2013 AUM: $53 million
2012 AUM: $37 million
Fee-based business: 40%
Product mix: Fee-based advisory 50%, Mutual funds 40%, General securities/REITs 10%


17. Mark Oechler

Mark Oechler says that his focus has always been to work with clients on their long-term goals, while "not getting sidetracked by short-term noise." This big-picture perspective helps them to handle market volatility and other obstacles. They see him as offering solutions and not just products.

Bank: Johnson Bank
Location: Kenosha, Wis.
TPM: Invest Financial
2013 production: $1.2 million
2012 production: $1 million
2013 AUM: $171 million
2012 AUM: $160 million
Fee-based business: 5%
Product mix: Mutual funds, UITs, Fixed-income


18. Eden DeMar

Eden DeMar says that he is able to use the full breadth of Citigroup's products and services in his advice to clients and prospects. He has also familiarized himself with the unique aspects of offshore investments to work with clients in other parts of the world.

Bank: Citibank
Location: New York
TPM: None
2013 production: $3.6 million
2012 production: $2.9 million
2013 AUM: $133 million
2012 AUM: $115 million
Fee-based business: 14%
Product mix: Equity & fixed income new issues 60%, advisory/ alternatives 30%, mutual funds/ETFs/annuities 10%


19. Greg Scott

With a tireless ethic that sometimes brings him to the office at 4:30 a.m., Greg Scott is always on top of what is affecting the markets and how it impacts his clients. This focus and discipline have helped Scott to become the go-to advisor in Bay County for many entrepreneurs and physicians, among others.

Bank: Summit Bank
Location: Panama City, Fla.
TPM: Raymond James
2013 production: $1.2 million
2012 production: $938,000
2013 AUM: $152 million
2012 AUM: $128 million
Fee-based business: 87%
Product mix: Fee-based 87%, annuities 6%, fixed income 4%


20. Malik J. Khaliq

Clients consider Malik Khaliq their friend, and he is often greeted with a hug. He is known for making frequent contact, often calling clients just to see how they are doing or sending a card when they have a special event or are going through a tough time.

Bank: Wells Fargo
Location: Davenport, Iowa
TPM: None
2013 production: $2.6 million
2012 production: $2.1 million
2013 AUM: $215 million
2012 AUM: $190 million
Fee-based business: 90%
Product mix: Non-discretionary portfolio management 50%, discretionary PM 40%, 401(k)s 5%


21. Judy Leahy

A certified investment management analyst, Judy Leahy feels especially qualified to help clients build efficient portfolios with a wide mix of investments. "I strive to provide concierge-style client service," she says, "to exceed the expectations of my clients."

Bank: Citibank
Location: Rye, New York
TPM: None
2013 production: $1.4 million
2012 production: $700,000
2013 AUM: $139 million
2012 AUM: $129 million
Fee-based business: 20%
Product mix: Fixed income 40%, advisory/SMAs 35%, wealth preservation/ transfer 25%


22. Joel Worsfold

The wealth management team headed by Joel Worsfold focuses on retirement and goal planning through a disciplined and thorough discovery process. As a result, he provides a "Ritz Carlton feel with FedEx efficiency." This has produced consistent growth, with a majority of new business coming through referrals.

Bank: Wells Fargo
Location: Clive, Iowa
TPM: None
2013 production: $2.5 million
2012 production: $2.2 million
2013 AUM: $253 million
2012 AUM: $206 million
Fee-based business: 93%
Product mix: Advisory 78%, mutual funds 7%, annuities 5%


 

23. William Oliver

William Oliver understands that planning is not a one-time event. Clients' progress is monitored at least quarterly to ensure that the portfolio is positioned appropriately. He knows that life doesn't always abide by a plan and that a financial program must be able to adapt to unforeseen events.

Bank: Wells Fargo
Location: Charlotte, N.C.
TPM: None
2013 production: $5.6 million
2012 production: $4.3 million
2013 AUM: $893 million
2012 AUM: $774 million
Fee-based business: 84%
Product mix: Managed money 80%, mutual funds 10%, annuities 5%


24. Philip Marchetti

Philip Marchetti's business model is built on three things: "care, competence and service." Show clients how much you care, demonstrate your competence and keep them coming back with superior service. He believes the first critical step is understanding a client's unique story.

Bank: PNC
Location: Kinnelon, N.J.
TPM: None
2013 production: $857,000
2012 production: $680,000
2013 AUM: $110 million
2012 AUM: $65 million
Fee-based business: 90%
Product mix: Managed accounts 90%, unified managed accounts 10%


25. Michael Kruchten

During his 18 years at First Midwest, Michael Kruchten adopted a fee-based model earlier than most bank advisors. He tends to work on specific needs in order of their priority to a client. Once clients have control over one financial area-say, education planning-they can move on to their next major need, like long-term care.

Bank: First Midwest Bank
Location: Joliet, Ill.
TPM: LPL Financial
2013 production: $1 million
2012 production: $862,000
2013 AUM: $140 million
2012 AUM: $115 million
Fee-based business: 55%
Product mix: Advisory 49%, mutual funds 23%, annuities 22%


26. Stephen Scholler

Stephen Scholler's process with clients is to encourage them to act like institutional investors. His primary focus is on small to midsize business owners. In Wells Fargo's formal client survey responses, Scholler ranks in the top 5% of all of the firm's advisors.

Bank: Wells Fargo
Location: Grand Rapids, Mich.
TPM: None
2013 production: $1.3 million
2012 production: $875,000
2013 AUM: $154 million
2012 AUM: $129 million
Fee-based business: 86%
Product mix: SMAs 29%, advisory managed 22%, mutual fund wrap programs 12%


27. Susan Welo

Susan Welo drives 4,500 miles a month to serve 13 sites in North Dakota, sometimes starting at 7 a.m. and not ending until 11 p.m. She attributes her success in part to being a good listener, which two prospective clients said recently drew them to her.

Bank: First State Bank of North Dakota
Location: Casselton, N.D.
TPM: Securities America
2013 production: $1.2 million
2012 production: $675,000
2013 AUM: $78 million
2012 AUM: $65 million
Fee-based business: 0%
Product mix: REITs 35%, annuities 35%, mutual funds 30%


28. David Jones

David Jones has a commission- based relationship with some 400 clients, making him a throwback of sorts. He credits his success to his detailed analytics and resolute client service. A college-level teacher, he helps clients understand the "what" and "why."

Bank: Lake City Bank
Location: Warsaw, Ind.
TPM: Cetera Financial Institutions
2013 production: $1.9 million
2012 production: $1.3 million
2013 AUM: $100 million
2012 AUM: $90 million
Fee-based business: 0%
Product mix: Variable annuities 60%, mutual funds/REITs 30%, fixed annuities 10%


29. Brian Allsop

For the last 10 years, Brian Allsop's practice has focused on retirement planning aimed at providing clients with an inflation-adjusted income stream. He reports a client retention rate above 95% and standing as the No. 1 producing rep with his broker-dealer in four of the last five years.

Bank: Bank of Canton
Location: Canton, Mass.
TPM: Infinex Financial
2013 production: $1 million
2012 production: $709,000
2013 AUM: $160 million
2012 AUM: $135 million
Fee-based business: 62%
Product mix: Variable annuities 16%, REITs 9%, managed money 7%


30. Brock Kidd

Working with high-net-worth individuals, many of them executives of Nashville's largest public companies, Brock Kidd emphasizes that his interest is in managing risk rather that selling returns. As a result, his clients avoided panic and capitalized on opportunities in the market swoon of 2008.

Bank: Pinnacle Bank
Location: Nashville, Tenn.
TPM: Raymond James
2013 production: $1.2 million
2012 production: $1 million
2013 AUM: $184 million
2012 AUM: $146 million
Fee-based business: 55%
Product mix: Fee-based accounts 55%, mutual funds 28%, equities 13%


31. Mario Fratto

Mario Fratto tends to allocate assets into three main areas: equities, fixed income and alternative investments. He works with specialists in such Citi departments as credit/ lending, trust/estate and commercial markets to create comprehensive wealth strategies for clients.

Bank: Citibank
Location: New York
TPM: None
2013 production: $1.5 million
2012 production: $1 million
2013 AUM: $130 million
2012 AUM: $120 million
Fee-based business: 20%
Product mix: Equities 35%, corporate and muni fixed income 25%, alternatives 20%


32. Jason Chad Holt

Jason Chad Holt believes in educating clients about the financial strategies he suggests to them. In the process, he exhibits an even-keeled demeanor and builds a high level of trust. As a result, many clients feel comfortable referring friends to him.

Bank: F&M Bank
Location: Kannapolis, N.C.
TPM: LPL Financial
2013 production: $1.2 million
2012 production: $982,000
2013 AUM: $124 million
2012 AUM: $95 million
Fee-based business: 22%
Product mix: Advisory 35%, mutual funds 30%, fixed income 20%


33. Ted Halseth

With 20 years of experience as an advisor, Ted Halseth believes the key to his success is a value-added approach. Every interaction with a client is an opportunity to go an extra step. If a client is going through a life change, for instance, Halseth will send information for managing expectations.

Bank: Addison Avenue
Location: Alpharetta, Ga.
TPM: Raymond James
2013 production: $764,000
2012 production: $222,000
2013 AUM: $83 million
2012 AUM: $65 million
Fee-based business: 30%
Product mix: Annuities 53%, fee-based accounts 30%, mutual funds 17%


34. Shareen Beal-Thater

Shareen Beal-Thater and her identical twin, Sharyl Boyce, run a brokerage practice that will realize nearly $2 million in revenue in 2013, primarily serving individual investors with investable assets under $500,000. As their boss says, "That tells you how many appointments they have daily."

Bank: Commerce Bank
Location: Springfield, Mo.
TPM: None
2013 production: $900,000
2012 production: $650,000
2013 AUM: $280 million
2012 AUM: $200 million
Fee-based business: 2%
Product mix: Managed accounts 25%, variable annuities 25%, mutual funds 20%


35. Sha Malik

Sha Malik has developed a strategy around a "personal touch" that has rewarded him and his clients very well. Numerous clients become fully engaged in the planning process and recognize him as their trusted advisor, often consolidating all accounts with him.

Bank: PNC
Location: Warren, N.J.
TPM: None
2013 production: $1.1 million
2012 production: $737,000
2013 AUM: $120 million
2012 AUM: $110 million
Fee-based business: 60%
Product mix: Separately managed accounts 90%, fixed income 10%


36. Garrett Stringer

Using Envision financial planning software as his main tool, Garrett Stringer takes a consultative approach with all his clients. In creating a customized plan within the proper risk parameters, he works with different areas of the bank to cover all their financial needs.

Bank: Wells Fargo
Location: Raleigh, N.C.
TPM: None
2013 production: $1.6 million
2012 production: $1.3 million
2013 AUM: $238 million
2012 AUM: $180 million
Fee-based business: 94%
Product mix: Mutual funds 65%, separate account 30%, variable annuities 5%


37. Todd Dathe

Convinced of the value of a written plan, Todd Dathe puts all of his advice in writing. He meets three times a year with clients so that completed and uncompleted action items are tracked. He includes accountants, bankers, lawyers and insurance agents in the process.

Bank: First Bank & Trust
Location: Sioux Falls, S.D.
TPM: Raymond James
2013 production: $746,000
2012 production: $499,000
2013 AUM: $70 million
2012 AUM: $53 million
Fee-based business: 59%
Product mix: Fee-based accounts 59%, annuities 32%, mutual funds 8%


38. David Miller

For David Miller, staying in touch with clients is the critical element in developing successful long-term relationships. His communication with his client base includes annual review meetings, client educational lunches, quarterly newsletters and electronic communication updates.

Bank: SunTrust
Location: Clermont, Fla.
TPM: None
2013 production: $1.1 million
2012 production: $900,000
2013 AUM: $125 million
2012 AUM: $105 million
Fee-based business: 50%
Product mix: Managed fee-based 50%, annuities & insurance 20%, fixed income 15%


39. Steven Sayegh

A former college athlete, Steven Sayegh continues to exhibit skills that served him in the competitive arena. He emphasizes hard work and determination in working with clients while trying to be a good team player in his dealings with coworkers.

Bank: New York Community Bank
Location: Staten Island, N.Y.
TPM: LPL Financial
2013 production: $910,000
2012 production: $575,000
2013 AUM: $99 million
2012 AUM: $82 million
Fee-based business: 7%
Product mix: Mutual funds 42%, variable annuities 32%, fixed annuities 25%


40. Joseph Nelson

Joseph Nelson regards his primary achievement as merging the capabilities of professionals from different financial fields into one dynamic team. Overall, they deliver expertise in wealth transfer, risk management, investment management, philanthropy, and financial and estate planning.

Bank: Wells Fargo
Location: Menlo Park, Calif.
TPM: None
2013 production: $1.5 million
2012 production: $1.1 million
2013 AUM: $250 million
2012 AUM: $210 million
Fee-based business: 89%
Product mix: Mutual funds 35%, managed accounts 20%


41. Gregory Brown

Gregory Brown presents himself as one of three advisors that clients will need in their lifetimes (along with their lawyer and accountant.) And he describes himself as "transgenerational" in approaching the goals, needs and priorities of an entire family.

Bank: Happy State Bank
Location: Pampa, Texas
TPM: LPL Financial
2013 production: $821,000
2012 production: $220,000
2013 AUM: $73 million
2012 AUM: $58 million
Fee-based business: 0%
Product mix: Mutual funds 30%, annuities 30%, alternatives 20%


42. Charles Gualano

Catering to the "average Joe," like farmers and construction workers, Charles Gualano has the perfect touch for his rural Mississippi home. He embodies the idea that, in the South, business is conducted through relationships, not product differentiation.

Bank: Trustmark National Bank
Location: Brandon, Miss.
TPM: LPL Financial
2013 production: $1.5 million
2012 production: $909,000
2013 AUM: $113 million
2012 AUM: $113 million
Fee-based business: 28%
Product mix: Variable annuities 31%, advisory accounts 30%, mutual funds 24%


43. Caleb Kennedy

Caleb Kennedy is a firm believer in the importance of the initial consultation with a client, which ends with his outlining what he has heard in the session. He also aspires to exhibit "an attitude of gratitude" to all those he interacts with professionally.

Bank: Space Coast Credit Union
Location: Palm Bay, Fla.
TPM: LPL Financial
2013 production: $949,000
2012 production: $506,000
2013 AUM: $60 million
2012 AUM: $49 million
Fee-based business: 1%
Product mix: Variable annuities 70%, fixed annuities 20%, mutual funds 10%


44. Scott Piggush

Scott Piggush has gained a competitive edge by embracing technology. All client interactions go through the CRM system and also employs Raymond James' planning tool. He says clients react positively to working with him on a flat screen in the office.

Bank: HomeStar Bank
Location: Manteno, Ill.
TPM: Raymond James
2013 production: $917,000
2012 production: $668,000
2013 AUM: $104 million
2012 AUM: $90 million
Fee-based business: 50%
Product mix: Fee-based accounts 50%, annuities 28%, mutual funds 18%


45. John (Jay) Burkett

John (Jay) Burkett created a mission statement for himself that is centered on three action words: help, discover and advise. He says this mantra guides him to avoid drifting from his principles and to strive to continually expand his knowledge.

Bank: United Community Banks
Location: Cleveland, Ga.
TPM: Invest Financial
2013 production: $885,000
2012 production: $570,000
2013 AUM: $66 million
2012 AUM: $53 million
Fee-based business: 3% Product mix: REITs 30%, income trusts 19%, private debt placements 13%


46. Annette Martin

For Annette Martin, establishing good relationships with people in her branches is essential. They know their customers and are critical in referring clients. In fact, she often invites the employee to sit in on her meeting with their referral, so they can see how she conducts business.

Bank: Fulton Bank
Location: Lancaster, Pa.
TPM: Raymond James
2013 production: $1 million
2012 production: $841,000
2013 AUM: $119 million
2012 AUM: $104 million
Fee-based business: 46%
Product mix: Annuities 47%, fee-based accounts 46%, mutual funds 6%


47. Jeff Germain

Jeff Germain manages 100 wealthy households and is the sole point of contact for all of their financial needs. To deliver a full balance sheet approach to clients' wealth, he works with producers at the retail and private bank as well as many of the other Wells Fargo business lines.

Bank: Wells Fargo
Location: Los Angeles
TPM: None
2013 production: $2.2 million
2012 production: $1.7 million
2013 AUM: $705 million
2012 AUM: $546 million
Fee-based business: 87%
Product mix: Fee-based advisory 87%, trust services 8% mutual funds 2%


48. Robert Lee Leach

A lifelong resident Georgia, Robert Lee Leach prides himself on his ability to interact with people at all levels of the economic ladder. His book of business has largely been built from word-of-mouth referrals rather than aggressive marketing.

Bank: Heritage Bank of the South
Location: Albany, Ga.
TPM: LPL Financial
2013 production: $1.7 million
2012 production: $1.5 million
2013 AUM: $207 million
2012 AUM: $186 million
Fee-based business: 10%
Product mix: Mutual funds 40%, Annuities 23%, Advisory 20%


49. Craig Coopersmith

Craig Coopersmith's comprehensive planning approach starts with retirement accounts, insurance needs and legacy planning. When these are in order, he is able to turn his attention to developing a plan and regularly reviewing it to ensure that it is succeeding.

Bank: SunTrust
Location: Orlando, Fla.
TPM: none
2013 production: $866,000
2012 production: $634,000
2013 AUM: $100 million
2012 AUM: $84 million
Fee-based business: 34%
Product mix: Fee-based 40%, Annuities 40%, Mutual funds 20%


50. James Darryl Presley

With 16 years in his current position, James Darryl Presley believes he has one of the most diverse product mixes in the Invest network, utilizing virtually every product line. He was an early adopter of the client relationship software RedTail and feels that it has greatly helped his efficiency.

Bank: First Bank
Location: Lexington, Tenn.
TPM: Invest Financial
2013 production: $1.2 million
2012 production: $894,000
2013 AUM: $136 million
2012 AUM: $123 million
Fee-based business: 14%
Product mix: REITs, Property trust


Honorable Mentions

Here we present the 10 bank advisors who came in just under our cut-off to make the official Top 50. And if this isn't enough, you'll find even more online: names and photos of the top 50 (again), plus these 10 honorable mentions, plus 40 more—a cool 100 bank advisors in all.

51. Randall Krenzin, Wells Fargo, TPM: none
52. Edward Gibson, Citibank, TPM: none
53. Bryan Pecherek, Merck Sharp & Dohme FCU, TPM: Invest Financial
54. Michael McGarrity, Wells Fargo, TPM: none
55. Alex Marks, Citibank, TPM: none
56. Mike Stevens, Wells Fargo, TPM: none
57. Melanie Weischwill, First Victoria National Bank, TPM Cetera Financial
58. Greg Broerman, Johnson Bank, TPM: Invest Financial
59. John Kane, Citadel Credit Union, TPM: CUSO Financial
60. Harold Harris III, Trustmark Financial Bank, TPM: LPL Financial

Read more: BIC Top 50 (Part 1)