BISA Magazine - Quarter 3, 2016 - 12

Advisors Ahead offers a few different types of programs for the various financial services delivery channels, including bank investment programs. "They all focus on the recent college graduate - that millennial, if you will," he said. The company is engaged with more than 400 universities, he said, but at about 100 they have direct relationships with a professor or dean who provides referrals. "We don't think the industry needs another advisor to come into this business and build a book of business from scratch," Skurdal said. That's why the firm's approach is to train and develop new talent that will take on an associate advisor role. Each student or graduate is assigned a relationship manager from Advisors Ahead 12 www.bisanet.org who provides mentoring, guidance and accountability over 12-months. Like the financial planning academics, Skurdal is a big proponent of the millennial candidate. "They bring a lot of things to the marketplace," he said. "They bring a different point of view, they bring a different level of energy, they're a sponge, they're willing to learn and they have a clean slate." What the industry can do Don't fear the millennials, or worry that they want to take over your job, said Texas A&M's Harness. "We want them to desire to be CEOs and CFOs of companies because we need people like that. We want them to set their sights high," he said. "Firms need to show them that pathway to progression. Show them that opportunities exist for them to chase after their passion." The industry needs to reframe the job of a financial advisor and tailor it to the millennial way of thinking, he said. Previous generations were taught to look inward at how they can change themselves. "They looked into a mirror," he said. "In contrast, this generation looks through a window. They say, 'How can I have social impact on the world around me?'" The industry also needs to do a better job of explaining what the financial services industry does - and that it's not defined by films such as "The Wolf of Wall Street" or scam artists like Ber- http://www.bisanet.org

Table of Contents for the Digital Edition of BISA Magazine - Quarter 3, 2016