The investment program for ESL Federal Credit Union, which Iacobelli helped launch in 1997, aims at middle income to upscale investors as a primary market. His goal is to offer services ranging from basic needs of the "emerging investor," all the way to the more complex needs of the affluent/upscale investor. He points to low rep turnover and high client loyalty.

Bank/TPM: ESL Federal Credit Union/ LPL Financial

Location: Rochester, N.Y.

No. of reps managed: 12

Avg. production per rep: $574,000

Total production 2011 (projected): $6.9m

Total production 2010: $5.5m

AUM 2011: $780m

AUM 2010: $650m

Years at the bank: 14

Years in the industry: 24

Age of program: 14

Total number of branches: 20

Product mix: Mutual funds 44%; VAs 20%; fixed annuities 20%; managed accounts 12%; life insurance 2%; equities 1%; long-term-care insurance 1%

Do you decide what products are on the shelf? Yes