Financial Advisor Profiles Series

Broker Profiles: Learning Best Practices By Profiling Leading Firms

March 2011

TABLE OF CONTENTS INTRODUCTION, KEY FINDINGS, & EXECUTIVE SUMMARY......................................9 BENCHMARKING CATEGORIES VIEW.......................................................................17 Target Markets...........................................................................................................17 Products & Services...................................................................................................17 Sales & Marketing......................................................................................................17 Human Capital ...........................................................................................................17 Technology ................................................................................................................17 FINANCIAL ADVISOR PROFILES CONCLUSIONS .....................................................18 Five Best Practices Define Leading Financial Advisor Firms ......................................18 Determine Clear Target Markets.............................................................................19 Choose Product & Service Offers to Support Chosen Target Markets ....................20 Develop Appropriate Sales & Marketing Methodologies..........................................20 Build Necessary People & Technology Support Infrastructure ................................21 Define Business Goals & Develop Written Plans ....................................................21 Fee-Based Financial Advisor & Independent Broker/Dealer Reps Best Positioned for Success .....................................................................................................................23 Fee-Based Financial Advisors ................................................................................23 Independent Broker/Dealer Reps............................................................................23 APPENDIX....................................................................................................................24 Profiles of Leading Wirehouse, Regional, & Boutique Broker/Dealer Brokers.............24 Bank of America Corporation (Merrill Lynch) Brokers..............................................24 Diane Alecci’s Team ............................................................................................24 John Barrett’s Team ............................................................................................25 Marcie Behman’s Team.......................................................................................26 Patricia Bell’s Team .............................................................................................27 Jack Benson’s Team ...........................................................................................29 Leonard Brisco’s Team........................................................................................30 Thomas Buck’s Team ..........................................................................................31 Diane Carter’s Team............................................................................................32 August Cenname’s Team ....................................................................................33 Louis Chiavacci’s Team.......................................................................................35 Jerry Clack’s Team ..............................................................................................36 Barry Coutant’s Team..........................................................................................37 Valery Craane’s Team .........................................................................................38 Patrick Dwyer’s Team..........................................................................................40 Peter Eckerline, Christina Boyd, & Barbara Bencini’s Team ................................41 Hagood Ellison’s Team........................................................................................43 John Erdman’s Team...........................................................................................44 Joseph Evelo’s Team ..........................................................................................45 Deborah Frazier’s Team ......................................................................................46 Robert Gallo’s Team............................................................................................47 Michael Gorman’s Team......................................................................................48 Stacey Grant’s Team ...........................................................................................50 David Hallenbaugh’s Team..................................................................................51 HBW Advisors (Rich Hogan)................................................................................52 Cynthia Hewitt’s Team.........................................................................................53 2 11.03.01 – Broker Profiles

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Carl Hoover’s Team.............................................................................................54 David Hou’s Team ...............................................................................................55 Ron Hughes’ Team..............................................................................................57 James Hulburd’s Team........................................................................................58 Kelly Jay’s Team .................................................................................................59 Richard Jones’ Team...........................................................................................60 Debbie Jorgensen’s Team ...................................................................................61 Thomas Keegan’s Team......................................................................................63 John Kulhavi’s Team ...........................................................................................64 Walton Liddy’s Group ..........................................................................................66 Dana Locniskar’s Team .......................................................................................67 Lorna Meyer’s Team............................................................................................68 Frank Mirabella’s Team .......................................................................................69 Sharon Oberlander’s Team..................................................................................70 John Olson’s Team..............................................................................................72 Mark Pollard’s Team............................................................................................74 Kevin Queally’s Team..........................................................................................75 Michael Riherd’s Team ........................................................................................76 Peter Rohr’s Team ..............................................................................................77 Arthur Rollins’ Team ............................................................................................78 Susan Rosenthal’s Team.....................................................................................79 Jeffrey Schottenstein’s Team...............................................................................80 Phil Scott’s Team.................................................................................................81 Mark Sear’s Team ...............................................................................................83 David Sercu’s Team ............................................................................................84 Raj Sharma’s Team .............................................................................................85 Nan Shertzer’s Team...........................................................................................87 Linda Sterling’s Team ..........................................................................................88 Brian Strachan’s Team ........................................................................................89 Robert Stulberg’s Team.......................................................................................91 The Garrett Group (Mary Ellen Garrett) ...............................................................92 The Glassman Team (Sally Glassman) ...............................................................94 Dean Trindle’s Team ...........................................................................................96 Stephanie Twomey’s Team .................................................................................97 Nestor Vicknair’s Team........................................................................................98 Gene Vilfordi’s Team ...........................................................................................99 David Waitovich’s Team ....................................................................................100 Richard Wald’s Team ........................................................................................101 Theresa Ward’s Team .......................................................................................102 Judith Werbitt’s Team ........................................................................................104 Rod Westmoreland’s Team ...............................................................................105 Mark Wilkins’ Team ...........................................................................................106 Reza Zafari’s Team ...........................................................................................107 Alan Zafran’s Team ...........................................................................................108 Barclays Brokers...................................................................................................109 Seth Finkel’s Team............................................................................................109 Brian Hahn’s Team............................................................................................111 Dagny Maidman’s Team....................................................................................112 Peter Phelan’s Team .........................................................................................113 Martin Shafiroff’s Team......................................................................................114 Stephanie Stiefel’s Team...................................................................................116 3 11.03.01 – Broker Profiles

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Richard Szelc’s Team........................................................................................117 CIBC Brokers........................................................................................................118 Andrew Lanyi’s Team ........................................................................................118 Credit Suisse Group Brokers ................................................................................119 Joseph Asiano’s Team ......................................................................................119 Chris Baldwin’s Team ........................................................................................120 Siri Berg’s Team ................................................................................................121 William Borden’s Team......................................................................................122 Rick Davidson’s Team .......................................................................................123 Bruce Lee’s Team .............................................................................................124 Steven Levine’s Team .......................................................................................125 Donald Trabert’s Team ......................................................................................126 Deutsche Bank (Deutsche Bank Alex Brown) Brokers ..........................................127 David La Placa’s Team......................................................................................127 Patrick McBrien’s Team.....................................................................................128 Mark McHugh’s Team........................................................................................129 Benjamin Pace’s Team......................................................................................131 Andrew Perry’s Team ........................................................................................131 Howard Rowen’s Team .....................................................................................133 Bruce Treitman’s Team .....................................................................................134 Jim Wohlgemuth’s Team ...................................................................................135 Scott Zelnick’s Team .........................................................................................136 Edward Jones & Company Brokers ......................................................................137 Lee Theis’ Team................................................................................................137 High Tower Advisors Brokers................................................................................138 Alpha Wealth Management (Curt Lyman) ..........................................................138 Anderson Financial Group (Blair Anderson).......................................................139 Steve Billimack’s Team......................................................................................140 Deggelman & Parker Group (Michael Degelman & Chris Parker) ......................140 Larry Gilbert’s Team ..........................................................................................141 Matthias Kuhlmey’s Team..................................................................................142 Lyon Wealth Management (Todd Lyon, George Carver, & Colin Healy) ............143 Thomas McGuirk’s Team...................................................................................144 Morse, Towey, & White Group (Andrew Morse, Justin Towey, & Bob White).....145 Rosenau & Paul Group (Pamela Rosenau & Dennis Paul) ................................145 Scannel Wealth Management Group (Tim Scannell) .........................................146 Strata Wealth Management (Jeffrey Sullivan, Steve Ayer, John Lang, Peter Lang, & Roman Ciosek) ..............................................................................................147 The Bapis Group (Nick Bapis, Michael Bapis, & Alethia Bapis Chatzis) .............148 The Levin Group (Barnaby Levin) ......................................................................149 The Morgia Group (Tony Morgia, Michael Morgia, & PJ Banazek).....................149 Three Bridge Wealth Advisors (Eric Thurber, Fred Molfino, & Brett Sharkey) ....150 Treasury Partners (Richard Saperstein, Jerry Klein, & David D’Amico).............151 Wisehaupt Bray Asset Management (David Wisehaupt & Stella Bray) ..............153 JP Morgan Chase Brokers....................................................................................154 Shelley Bergman’s Team...................................................................................154 Alan Greenberg’s Team.....................................................................................155 Nollenberger Capital Partners (Bruce Nollenberger) ..........................................156 Mitsubishi UFJ Financial Group (Morgan Stanley Smith Barney) Brokers .............157 Christopher Aitken’s Team.................................................................................157 Wanda Austin’s Team........................................................................................158 4 11.03.01 – Broker Profiles

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Emily Bach’s Team............................................................................................159 Nick Bapis’ Team...............................................................................................161 Steve Bloch’s Team...........................................................................................162 Richard Blosser’s Team.....................................................................................163 Shane Brisbin’s Team........................................................................................164 Jesse Bromberg’s Team....................................................................................165 Bob Burke’s Team .............................................................................................166 Roger Carter’s Team .........................................................................................167 Robert Coleman’s Team....................................................................................168 Roger Coleman’s Team.....................................................................................170 Curtis & Company ............................................................................................171 Beth Dale’s Team ..............................................................................................173 The Deatherage Team (Mary Deatherage) ........................................................174 Robert Dixon’s Team ........................................................................................176 William Dobbs’s Team .......................................................................................178 Diane Doolin’s Team .........................................................................................179 Mark Douglass’ Team........................................................................................180 George Dunn’s Team ........................................................................................181 Barry Elkins’ Team ............................................................................................183 Michael Ernst’s Team ........................................................................................184 Christopher Errico’s Team ................................................................................185 Frank Fenton’s Team.........................................................................................187 Harry Ford’s Team.............................................................................................188 Ami Forte’s Team ..............................................................................................189 Anthony Gallea’s Team .....................................................................................190 Niall Gannon’s Team .........................................................................................191 Jeffrey Gerson’s Team ......................................................................................193 Carol Price Glazer’s Team.................................................................................194 Jon Goldstein’s Team ........................................................................................195 Charlie Graham’s Team.....................................................................................197 Troy Griepp’s Team ...........................................................................................198 Al Guernsey’s Team ..........................................................................................199 William Gurtin’s Team........................................................................................200 Nina Hakim’s Team ...........................................................................................201 James Hansberger’s Team................................................................................202 Jonathan Harris’ Team ......................................................................................203 Steve Hefter’s Team ..........................................................................................205 Chuck Hemmingsen’s Team..............................................................................206 Thomas Hill’s Team ...........................................................................................207 Michael Hull’s Team ..........................................................................................208 Gregory Hurlbrink’s Team..................................................................................209 Dana Jackson’s Team .......................................................................................211 Michael Johnston’s Team ..................................................................................212 Brian Kelly’s Team.............................................................................................213 Laurie Kent’s Team ...........................................................................................215 Dana Kishter’s Team .........................................................................................216 Susan Klar’s Team ............................................................................................217 Timothy Kneen’s Team......................................................................................218 John Korbell’s Team ..........................................................................................219 Al Latour’s Team ...............................................................................................220 Les Lederer’s Team...........................................................................................221 5 11.03.01 – Broker Profiles

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John Lopez’s Team ...........................................................................................223 Scott Magnesen’s Team ....................................................................................224 Michael McGee’s Team .....................................................................................226 Marvin McIntyre’s Team ....................................................................................227 Dorian McKelvy’s Team.....................................................................................229 Hank McLarty’s Team........................................................................................230 James Minchello’s Team ...................................................................................232 Sigmund Munster’s Team ..................................................................................233 David Novelli’s Team .........................................................................................234 Larry Palmer’s Team .........................................................................................235 Scott Pann’s Team ............................................................................................236 Richard Petit’s Team .........................................................................................237 Brian Pfeifler’s Team .........................................................................................239 James Pupillo’s Team........................................................................................240 David Qualey’s Team ........................................................................................242 John Roe’s Team ..............................................................................................243 Pamela Rosenau’s Team ..................................................................................244 The Rothstein Team (Rebecca Rothstein) .........................................................245 Peter Rukeyser’s Team .....................................................................................247 John Saffro’s Team ...........................................................................................249 Robert Scherer’s Team......................................................................................249 Michael Serio’s Team ........................................................................................250 Taryn Sievers’ Team..........................................................................................251 Sandee Smith’s Team .......................................................................................252 James Snyder’s Team .......................................................................................253 Steve Spence’s Team........................................................................................255 Art Stone’s Team...............................................................................................256 Scott Thayer’s Team..........................................................................................257 Paul Tramontano’s Team ..................................................................................258 Kathy Tully’s Team ............................................................................................260 Bill Vaculin’s Team ............................................................................................262 Matt Van De Motter’s Team ...............................................................................263 Lorie Van Dusen’s Team ..................................................................................264 Gregory Vaughan’s Team..................................................................................266 Ira Walker’s Team .............................................................................................268 Lisa Weatherby’s Team .....................................................................................269 Alan Whitman’s Team........................................................................................270 Alexander Williams’ Team .................................................................................272 Drew Zager’s Team ...........................................................................................273 Richard Zinman’s Team (The Atlas Group)........................................................274 Piper Jaffray Brokers ............................................................................................276 Vince Hawley’s Team .......................................................................................276 Michael Swenson’s Team ..................................................................................277 Don Wrenn’s Team............................................................................................278 Robert Baird & Company Brokers .........................................................................279 Michael Klein’s Team.........................................................................................279 John Mockovciak’s Team ..................................................................................280 Royal Bank of Canada (RBC Wealth Management) Brokers.................................281 Mark Donohue’s Team ......................................................................................281 Greg Glosser’s Team.........................................................................................282 Stifel Nicholaus (Ryan Beck) Brokers ...................................................................284 6 11.03.01 – Broker Profiles

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David Rankin’s Team.........................................................................................284 UBS (UBS Financial Services) Brokers.................................................................285 Rich Abrams’ Team ...........................................................................................285 David Barnes’ Team ..........................................................................................286 William Blount’s Team .......................................................................................287 Andrew Burish’s Team.......................................................................................288 Gwen Campbell’s Team ....................................................................................289 Richard Connolly’s Team...................................................................................290 Michael Dawson’s Team....................................................................................291 David Ellis’ Team...............................................................................................292 Mike Evans’ Team .............................................................................................293 Andrew Geller’s Team .......................................................................................294 William Greco’s Team........................................................................................295 William Grove’s Team........................................................................................296 Martin Halbfinger’s Team...................................................................................297 David Jasper’s Team .........................................................................................299 Sanford Katz’s Team .........................................................................................300 Bernard King’s Team .........................................................................................301 David Knall’s Team............................................................................................303 Michael Ladge’s Team.......................................................................................304 Thomas Lips’ Team ...........................................................................................305 Mansour-Porea Group (Jim Porea)....................................................................306 Rob McAdam’s Team ........................................................................................308 William Nicklin’s Team.......................................................................................308 Gary Ran’s Team ..............................................................................................309 Jim Stephenson’s Team ....................................................................................311 William Sullivan’s Team.....................................................................................311 John Young’s Team...........................................................................................313 Wells Fargo Corporation (Wells Fargo Advisors) Brokers .....................................314 Nancy Barrette’s Team ......................................................................................314 Larry Boggs’ Team ............................................................................................315 John Cooke’s Team...........................................................................................316 James Cotto’s Team..........................................................................................318 Don DeWees’s Team.........................................................................................319 Hudock, Moyer, & Associates ............................................................................320 Barbara Jaffe’s Team ........................................................................................322 Bob Jones’ Team...............................................................................................322 Alan Jusko’s Team ............................................................................................323 Leon Laub’s Team.............................................................................................325 Howard Lorch’s Team........................................................................................326 Walter Meranze’s Team....................................................................................327 Joe Montgomery’s Team ...................................................................................328 Timothy Pidgeon’s Team ...................................................................................330 Luke Rohrbaugh’s Team ...................................................................................331 Rojas Investment Consulting Group ..................................................................332 Gary Rosenthal’s Team .....................................................................................333 Christopher Sargent’s Team ..............................................................................334 Paul Sheldon’s Team.........................................................................................335 David Speck’s Team..........................................................................................336 The Andriole Wealth Management Group (Charles Andriole) ............................337 The Keator Group (Sheila Keator) .....................................................................338 7 11.03.01 – Broker Profiles

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Miguel Viyella’s Team........................................................................................340 Frederick Woerner’s Team ................................................................................341

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