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Top Program Managers (21-30)

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Bank Investment Consultant is pleased to present its annual ranking of the most successful managers of investment services programs at banks and credit unions. Below is the first installment of our Top 30 list.

To create this list, we used multiple metrics to get a well-rounded view of the managers. We relied on ypical measurements of size, such as the number of advisors on their respective teams, AUM and production. But we also noted other metrics, such as percentage changes in AUM and production, as well as production per advisor. BIC calculates its own estimates for production-per-advisor based on numbers submitted in our nomination process. Those variables were combined into one composite score to determine our final ranking. (These figures were rounded for display in the slideshow, however all of our calculations used the full numbers submitted.)

In using this methodology, we accounted for size, as well as growth and efficiency. We belive this recognizes well-rounded professionals, as opposed to those who excel in one area, but fall short in others.

Our list is purely quantitative — the winners’ backgrounds and biographies did not factor into our ranking, but they do help to provide a well-rounded portrait of our featured managers and their strengths. This year, several managers discussed how they and their teams are managing the COVID-19 crisis, and what changes they think it might bring to the industry. Scroll through to meet No. 21–30 of this year’s Top Program Managers.

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30. Jill Honeycomb
Bank: Liberty Bank
Location: Middletown, Connecticut
TPM: Raymond James
Number of advisors personally overseen (as of as of Jan. 1, 2020): 18
Number of advisors personally overseen (as of as of Jan. 1, 2019): 14
Team AUM (as of Jan. 1, 2020): $1.06 billion
Team AUM (as of Jan. 1, 2019): $784.5 million
Team 2019 production: $6.2 million
Team 2018 production: $6.1 million
Production per advisor: $388,947
% of 2019 production from fee business: 47%

Jill Honeycomb says her most important responsibility during the coronavirus crisis is to help promote a sense of normalcy and calm with both her advisors and bank partners. Due to the pandemic, she says, “our client communications have turned largely to telephonic, video conference and email. The utilization of e-signature capabilities has been very well-received, and our sharing of client approved print and webinar-based information has been a differentiator for us during these unprecedented times.” She says the current environment has also allowed her team the opportunity to get clients back into the market where appropriate, reposition them for lower risk or consolidate assets they had not previously acquired. “Our big trend at our bank is to create a non-silo'd, one-bank approach for our clients and prospects,” she says.
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29. Marc Giamo
Bank: Citi Personal Wealth Management
Location: Newbury Park, California
TPM: N/A
Number of advisors personally overseen (as of as of Jan. 1, 2020): 28
Number of advisors personally overseen (as of as of Jan. 1, 2019): 22
Team AUM (as of Jan. 1, 2020): $2.4 billion
Team AUM (as of Jan. 1, 2019): $2.4 billion
Team 2019 production: $18 million
Team 2018 production: $18 million
Production per advisor: $720,000
% of 2019 production from fee business: 73%

Marc Giamo is a senior vice president and wealth group executive with Citi Personal Wealth Management, and currently manages the Los Angeles market. He has been in the wealth management industry for more than 20 years and has worked with top advisors in both New York and Los Angeles. Giamo works with his team to help individuals develop their talents to drive success within their practices. He looks to create efficiencies within practices so his financial advisors can focus on engaging with clients. As a manager, his top priority is to always be available to support his team so that they can focus on delivering the best client experience.
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28. John Olerio
Bank: Webster Bank
Location: Southington, Connecticut
TPM: LPL Financial
Number of advisors personally overseen (as of as of Jan. 1, 2020): 50
Number of advisors personally overseen (as of as of Jan. 1, 2019): 53
Team AUM (as of Jan. 1, 2020): $3.71 billion
Team AUM (as of Jan. 1, 2019): $3.39 billion
Team 2019 production: $22.2 million
Team 2018 production: $22.7 million
Production per advisor: $431,175
% of 2019 production from fee business: 54%

John Oliero has been recognized as one of the top BIC program managers for seven consecutive years. With over 30 years of industry experience, Oliero has focused his career on being a program manager for large regional banks with extensive experience with TPMs. He has been with Webster Investments since 1997 and has implemented short- and long-term strategies to help set the directional course for the business line. As director of Webster Investments, John oversees a team of financial consultants and financial associates who service the unique financial needs of clients. He provides support to advisors by helping them implement comprehensive analytical tools into their practice, along with a wide array of investment and insurance products.
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27. Damon Bates
Bank: Wilson Bank & Trust
Location: Lebanon, Tennessee
TPM: Raymond James
Number of advisors personally overseen (as of as of Jan. 1, 2020): 9
Number of advisors personally overseen (as of as of Jan. 1, 2019): 9
Team AUM (as of Jan. 1, 2020): $900.4 million
Team AUM (as of Jan. 1, 2019): $709.5 million
Team 2019 production: $5.1 million
Team 2018 production: $4.6 million
Production per advisor: $567,515
% of 2019 production from fee business: 45%

With over 15 years of experience in the financial services industry, Damon Bates’s top priority is to help individuals, families and businesses successfully accumulate and preserve wealth by providing them with trusted expertise to help navigate the financial landscape. Bates builds and nurtures relationships to provide thorough education and understanding, which is vital to establishing lines of communication and feedback from each client. Maintaining a strong reputation and proactive approach has entrenched confidence and trust with his clientele. “The most valuable aspect to managing is the ability to surround yourself with people better than yourself,” Bates says. “I am blessed to have a wonderful team of advisors and staff that consistently try to help one another, serve our clients and continue to be wonderful representatives in the communities with which we live.”
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26. Bill Moor
Bank: Capital City Bank
Location: Tallahassee, Florida
TPM: LPL Financial
Number of advisors personally overseen (as of as of Jan. 1, 2020): 15
Number of advisors personally overseen (as of as of Jan. 1, 2019): 14
Team AUM (as of Jan. 1, 2020): $690.4 million
Team AUM (as of Jan. 1, 2019): $550.6 million
Team 2019 production: $5.2 million
Team 2018 production: $2.8 million
Production per advisor: $356,035
% of 2019 production from fee business: 45%

As president of Capital City Investments and Capital City Trust Company, Bill Moor implemented and manages the retail brokerage services located in Capital City Bank offices in Florida and Georgia. Under Moor’s leadership, his team provides a holistic product and service offering to their client base. They have a proven process, list of financial planning services and a statement of value that brings their promise to life for their end client. Along with his involvement in industry associations as a leader and spokesperson, Moore focuses on business development and growing his program's advisory, retirement planning and insurance business.
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25. Rebecca Robinson
Bank: ZBNA
Location: Salt Lake City
TPM: LPL Financial
Number of advisors personally overseen (as of as of Jan. 1, 2020): 55
Number of advisors personally overseen (as of as of Jan. 1, 2019): 65
Team AUM (as of Jan. 1, 2020): $2.9 billion
Team AUM (as of Jan. 1, 2019): $2.4 billion
Team 2019 production: $18.7 million
Team 2018 production: $18.3 million
Production per advisor: $311,794
% of 2019 production from fee business: 74%

Rebecca Robinson is executive vice president and director of wealth management for Zions Bancorporation. She oversees the bank's wealth management organization, which includes trust and fiduciary services, advisory services, insurance and retirement planning. She is committed to leading a planning-based organization that considers the unique needs of clients. Robinson holds CPA and CFA designations. Before joining Zions Trust in 2013, she was senior director of planning with Wells Fargo, The Private Bank, and before that was a senior manager with PwC. Robinson has over 20 years of experience in the financial services industry.
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24. Mike Tottori
Bank: First Hawaiian Bank
Location: Honolulu, Hawaii
TPM: Raymond James
Number of advisors personally overseen (as of as of Jan. 1, 2020): 27
Number of advisors personally overseen (as of as of Jan. 1, 2019): 26
Team AUM (as of Jan. 1, 2020): $2.13 billion
Team AUM (as of Jan. 1, 2019): $1.76 billion
Team 2019 production: $10.4 million
Team 2018 production: $10.2 million
Production per advisor: $391,241
% of 2019 production from fee business: 35%

“I always emphasize that we have two clients; the end client and our bank partners,” Mike Tottori says. Tottori believes the most important aspect of his job is ensuring the firm has the right advisors in the right locations, helping the right clients with the most appropriate investment and insurance solutions. “Our approach is to establish holistic financial planning as the foundation for our interactions with our clients,” he says. The biggest trend he sees for his program is the move from a transactional business to a more comprehensive and integrated advisory relationship. “Our advisors see the value in this approach for their clients and have embraced it as core to their practices,” he says.
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23. Mark Ganung
Bank: First Commonwealth Bank
Location: Indiana, Pennsylvania
TPM: Infinex Financial Group
Number of advisors personally overseen (as of as of Jan. 1, 2020): 20
Number of advisors personally overseen (as of as of Jan. 1, 2019): 18
Team AUM (as of Jan. 1, 2020): $1.05 billion
Team AUM (as of Jan. 1, 2019): $866.3 million
Team 2019 production: $7.4 million
Team 2018 production: $6.3 million
Production per advisor: $391,133
% of 2019 production from fee business: 8%

Mark Ganung is a 35-year veteran of the investment industry. He has been leading the team at First Commonwealth Bank for almost 10 years and has consistently led them on a path to growth. He views his most important responsibility as taking care of the client. His program has developed a reputation of success, which has made his recruiting efforts much easier in recent years. As a manager, he knows his role is to remove roadblocks for advisors so they can succeed. As the industry has evolved, Ganung recognized that the two areas bank-based programs need to develop most are in life insurance solutions and fee-based business. Last year, his team generated roughly 8% of their overall revenue from life insurance.
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22. Denise Togger
Bank: Middleburg Financial
Location: Glen Allen, Virginia
TPM: Raymond James
Number of advisors personally overseen (as of as of Jan. 1, 2020): 25
Number of advisors personally overseen (as of as of Jan. 1, 2019): 20
Team AUM ((as of Jan. 1, 2020): $1.58 billion
Team AUM (as of Jan. 1, 2019): $1.23 billion
Team 2019 production: $8.5 million
Team 2018 production: $8.1 million
Production per advisor: $376,486
% of 2019 production from fee business: 63%

Denise Togger joined Middleburg Financial, an affiliate of Atlantic Union Bank, in 2003, and has been resourceful in creating a support structure of client service associates, associate advisors and operational associates. New to the scene is a team of advisors supporting Middleburg Financial Client Group, the backbone of the customer care center for the investments program. Backed by the full resources and support of the parent organization, Atlantic Union Bank, advisors are given the ability to independently develop their practice between advisory and commissionable relationships.
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21. Laura Driver
Bank: Citi Personal Wealth Management
Location: Schaumburg, Illinois
TPM: N/A
Number of advisors personally overseen (as of as of Jan. 1, 2020): 25
Number of advisors personally overseen (as of as of Jan. 1, 2019): 24
Team AUM (as of Jan. 1, 2020): $4.1 billion
Team AUM (as of Jan. 1, 2019): $3.7 billion
Team 2019 production: $21.9 million
Team 2018 production: $21.8 million
Production per advisor: $893,877
% of 2019 production from fee business: 32%

Laura Driver is a senior vice president, wealth group executive with Citi Personal Wealth Management, and currently manages the Illinois market for the firm. She has been in the financial services industry for 15 years. Prior to joining Citi Personal Wealth Management in 2017, she was with JPMorgan Chase. As a manager, Driver’s approach is understanding what motivates individuals on her team and using that to inform teachable moments. She also believes in an open dialogue and provides her team with feedback on a regular basis. As a leader, Driver is always looking for ways to get clients to engage more with the bank digitally and find ways to make all aspects of banking easier for people who aren't always able to be in the branch. Driver and her team are focused on improving technology to benefit clients and the digital world in which we live.