Slideshow BIC’s Top 50 Bank Advisors (26-50)

Published
  • December 01 2014, 8:30am EST
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BIC’s Top 50 Bank Advisors (26-50)

Here is our annual Top 50 Bank Advisors. The advisors in this slideshow ranked 26 through 50. The list and all the bios and pictures also will appear in the December print issue.

Our ranking is designed to recognize the most successful bank and credit union advisors based on several key areas, such as assets under management, trailing 12-month production; percentage growth in AUM from the previous year; percentage growth in production; amount of fee-based business; and the ratio of production to AUM.

You can see all 50 advisors in a single-page version here.

50. Carolyn DuQuen-Higgins

Bank: Apple Bank for Savings
Location: Smithtown, N.Y.
TPM: Essex National Securities
2014 production: $604,000
2014 AUM: $65.6 million
Fee-based business: 0%
Total years as advisor: 14

Carolyn DuQuen-Higgins has built relationships with customers, including branch staff, who tend to become repeat investors who also refer their friends and family. She focuses on her branches and clients, enhancing her ability to analyze their needs and provide solutions along with an understanding of the products and services.

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49. Doug Leonzi

Bank: National Penn Bank
Location: Allentown, Pa.
TPM: Cetera
2014 production: $1.4 million
2014 AUM: $234 million
Fee-based business: 65%
Total years as advisor: 14

Doug Leonzi believes in a client-centric approach and prides himself on being able to customize services. From the first meeting to years down the road, he tries to keep clients at the forefront of the investment strategy, ensuring that goals and objectives are not only met but exceeded.

48. Randy Quale

Bank: First International Bank
Location: Watford City, N.D.
TPM: Investment Centers of America
2014 production: $1.2 million
2014 AUM: $117 million
Fee-based business: 2%
Total years as advisor: 27

Randy Quale began his practice in 1987, opening an office inside First International Bank and Trust. He is a member of the ICA Advisory Council and was Representative of the Year at the ICA National Conference this year, recognizing his success as an experienced advisor providing comprehensive financial planning.

47. Kevin McDermott

Bank: Citadel Credit Union
Location: West Chester, Pa.
TPM: CUSO Financial
2014 production: $1.6 million
2014 AUM: $165 million
Fee-based business: 50%
Total years as advisor: 27

Kevin McDermott concentrates on building deeper, more consultative relationships. Clients receive an average of 10 to 12 contacts per year, including semi-annual or quarterly reviews, quarterly newsletters, market analysis emails and calls. He attracts new clients through referrals from his existing clients alone.

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46. Audra Lubawski

Bank: FirstBank
Location: Southern Pines, N.C.
TPM: Infinex Financial
2014 production: $574,000
2014 AUM: $72.8 million
Fee-based business: 30%
Total years as advisor: 9

Audra Lubawski has built her practice around serving and catering to the specific needs and investment strategies of retirees. She regularly schedules well-attended education seminars geared to this demographic group. She has a holistic approach to managing assets and looking at legacy planning.

45. Ronald Baliton

Bank: Seacoast National Bank
Location: Stuart, Fla.
TPM: Invest Financial
2014 production: $722,000
2014 AUM: $54.5 million
Fee-based business: 1%
Total years as advisor: 19

Whether it is a first meeting or a portfolio review, Ronald Baliton believes that it is important to keep discussions with clients simple. He tries to listen not only to clients’ investment goals but what they want out of life and how their investments can make that a reality.

44. Cory Libis

Bank: American National Bank
Location: Omaha, Neb.
TPM: Securities America
2014 production: $903,000
2014 AUM: $114.2 million
Fee-based business: 55%
Total years as advisor: 13

Cory Libis is committed to ethical behavior when providing financial planning. For more than a decade, he has provided solutions to financially established individuals and business owners. His comprehensive approach includes retirement and income planning, asset allocation, tax strategies, qualified plan reviews, insurance coverage, and estate planning.

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43. Barry Kemp

Bank: Fifth-Third Bank
Location: Nashville, Tenn.
TPM: none
2014 production: $1.4 million
2014 AUM: $172 million
Fee-based business: 15%
Total years as advisor: 18

Barry Kemp puts his clients’ needs and concerns at the forefront of every meeting and decision. He has built a strong business over the past eight years. He is always open to new ideas and ways he can improve his approach in the industry.

42. Gihan Fernando

Bank: Bank of Texas
Location: Bellaire, Texas
TPM: BOSC Inc.
2014 production: $1.9 million
2014 AUM: $77 million
Fee-based business: 10%
Total years as advisor: 15

Gihan Fernando has transformed his practice this year to spend more of his time on financial planning. The result has been an increase in the quantity and quality of the referrals he has received from his bank partners. He also looks outward for new business, however, and is very active in the Asian community, which helps him obtain referrals outside of his bank network.

41. Jude McDonough

Bank: Community Bank, N.A.
Location: Scranton, Pa.
TPM: Invest Financial
2014 production: $361,000
2014 AUM: $36 million
Fee-based business: 30%
Total years as advisor: 6

Jude McDonough makes the most of his affiliation with the bank for both new business opportunities and for additional products and services that can help clients. His role as a bank financial consultant presents a unique opportunity to be clients’ first point of contact for everything in their financial lives.

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40. Louis Papa

Bank: Penn Liberty Bank
Location: Wayne, Pa.
TPM: SII Investments
2014 production: $1.2 million
2014 AUM: $127.7 million
Fee-based business: 90%
Total years as advisor: 18

Louis Papa uses asset allocation, efficient markets theory, modern portfolio theory and third-party asset managers to remove emotion from the equation for clients. He invests his own money with the same third-party asset managers, believing that if it is good enough for clients, it is good enough for him.

39. Paul Stetter Jr.

Bank: Fulton Financial
Location: Ephrata, Pa.
TPM: Raymond James
2014 production: $1.6 million
2014 AUM: $183 million
Fee-based business: 64%
Total years as advisor: 22

Paul Stetter’s expertise lies in selecting investments that match each client’s specific goals and objectives. His process includes four steps: determining financial objectives, developing a plan, implementation and tracking performance. He considers it his mission to help his clients find successful solutions for major lifestyle issues including education, retirement, estate planning and portfolio planning.

38. Brian Allsop

Bank: Bank of Canton
Location: Canton, Mass.
TPM: Infinex Financial
2014 production: $1.1 million
2014 AUM: $183.5 million
Fee-based business: 66%
Total years as advisor: 15

Brian Allsop focuses on providing retired clients with an inflation-adjusted income stream. In his experience, an important reason many people don’t enjoy retirement to the fullest is that they don’t have a strategy for how long their money will last. He enjoys helping these clients gain peace of mind.

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37. Joseph Barreca

Bank: Iberia Bank
Location: New Orleans, La.
TPM: Essex National Securities
2014 production: $2.1 million
2014 AUM: $300 million
Fee-based business: 25%
Total years as advisor: 15

Joseph Barreca focuses on attention to detail, good listening skills and empathy for clients. He is supported by a team that helps him build long-term relationships with clients and provides excellent customer service. He is passionate about making sure that he implements a holistic approach to managing clients’ assets.

36. William Murphy

Bank: Wells Fargo
Location: The Woodlands, Texas
TPM: none
2014 production: $1.8 million
2014 AUM: $300 million
Fee-based business: 75%
Total years as advisor: 10

William Murphy works with wealthy families to help them build, manage, preserve and transfer wealth. He takes a full balance sheet approach using the resources and capabilities of his firm. By taking a deep dive into client goals, objectives, fears and dreams, he helps clients succeed financially.

35. Adam Nieto

Bank: Fremont Bank
Location: Freemont, Calif.
TPM: Sorrento Pacific Financial
2014 production: $2.7 million
2014 AUM: $279.3 million
Fee-based business: 1%
Total years as advisor: 25

Adam Nieto specializes in risk management. Before he makes any move with clients’ money, he completes an in-depth needs assessment to make sure he understands where that money fits within the specific plan, which isn’t always in investments. Most of his business is from referrals from existing clients.

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34. Jeff Goble

Bank: Citibank
Location: Huntington Beach, Calif.
TPM: none
2014 production: $1 million
2014 AUM: $127 million
Fee-based business: 97%
Total years as advisor: 20

Jeff Goble’s approach to financial planning is based on three principles: Don’t be afraid to ask the hard questions right from the start; give clients the customer experience they always expect but never receive: and help clients with both accumulating wealth and improving their lives once they’ve accumulated it.

33. Angela Ostendarp

Bank: Wells Fargo
Location: Charlotte, N.C.
TPM: none
2014 production: $2.8 million
2014 AUM: $394.5 million
Fee-based business: 79%
Total years as advisor: 20

Angela Ostendarp helps simplify the complexity of financial decisions for clients by analyzing each important aspect of their financial life. She then formulates a strategy that is aligned with clients’ goals and tolerance for risk and presents recommendations to them clearly and concisely.

32. Matthew Griffin

Bank: Family Trust Federal Credit Union
Location: Rock Hill, S.C.
TPM: LPL Financial
2014 production: $580,000
2014 AUM: $59 million
Fee-based business: 90%
Total years as advisor: 10

Matthew Griffin prides himself on “being a good steward” of other people’s money, which is the pillar of his value proposition. He also prides himself on not giving the typical elevator speech to prospective clients. Rather than talking over clients’ heads, he uses analogies and relates them to clients’ needs. He also finds time to discuss real-life topics with clients, such as the costs of home repairs and car purchases.

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31. Gregory Malin

Bank: Fulton Financial
Location: Camp Hill, Pa.
TPM: Raymond James
2014 production: $1.5 million
2014 AUM: $142.6 million
Fee-based business: 73%
Total years as advisor: 15

Gregory Malin has built his business by pursuing every distribution channel available in the bank, integrating his practice with the bank’s business and commercial lines as well as with wealth management.

30. Daniel Cibula

Bank: Johnson Bank
Location: Racine, Wis.
TPM: Invest Financial
2014 production: $652,000
2014 AUM: $75 million
Fee-based business: 29%
Total years as advisor: 18
Years in current job: 8

Daniel Cibula approaches his job with the idea that every individual has unique needs and goals, which can only be determined through in-depth conversations and analysis. Based on this foundation, he builds clients’ portfolios to meet their specific short- and long-term goals while making sure they are confident and well-informed on their evolving financial status. He also has the latitude to adjust clients’ goals as necessary, based on life events.

29. James Bish

Bank: First Niagara Bank
Location: Butler, Pa.
TPM: LPL Financial
2014 production: $994,000
2014 AUM: $58 million
Fee-based business: 13%
Total years as advisor: 9

James Bish focuses on clients’ overall investment objectives, including time horizons and risk tolerance. That enables him to make recommendations that give clients confidence that their goals and objectives are attainable.

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28. Jason Mayer

Bank: Wells Fargo
Location: Charlotte, N.C.
TPM: none
2014 production: $2.0 million
2014 AUM: $233 million
Fee-based business: 76%
Total years as advisor: 15

Jason Mayer strongly believes in having a process for all aspect of his practice, whether it’s onboarding a new client, managing a client’s current wealth plan, or servicing a relationship. Articulating that process to clients helps build loyalty and trust. He also notes he’s able to leverage other Wells Fargo professionals in areas like trust and fiduciary, debt management, insurance, estate planning.

27. Michelle Ashworth

Bank: Corning Credit Union
Location: Corning, N.Y.
TPM: Raymond James
2014 production: $804,000
2014 AUM: $115.5 million
Fee-based business: 52%
Total years as advisor: 8

One of Michelle Ashworth’s initiatives has been to convert the firm’s wealth strategies team from Excel-based meeting notes and templates to a customer relationship management system. Touchpoints with clients have increased, notes have become more detailed and streamlined, and efficiencies have been gained in front- and back-office functions.

26. Frederick Greene

Bank: Woodforest National Bank
Location: The Woodlands, Texas
TPM: Raymond James
2014 production: $2.3 million
2014 AUM: $375.8 million
Fee-based business: 41%
Total years as advisor: 31
Years in current job: 11

Fred Greene is committed to providing exceptional client service. His business is built on the basics, with individual stocks, bonds and mutual funds forming the core of his practice. He manages both fee-based and commission-based accounts, all based on the client’s individual needs and account objectives.