Episode summary
Building the Financial Planning Talent Pipeline with Nathan Harness
Resilient Advisor Podcast
· · 48 min · Hosts: Jay Coulter · Guests: Nathan Harness
Summary
Nathan Harness argues that the biggest challenge in financial advice is not clients, products, or AI, but finding and developing the next generation of advisors. He says universities can help solve that problem by teaching financial planning as a profession with real business needs, not just as an academic subject, and by working more closely with firms on hiring, internships, and curriculum design.
He describes Texas A&M’s program as a values-based pipeline built around community, character, connection, and careers. Students are exposed early to the realities of the job, including sales, emotional intelligence, compliance, and the practical use of technology. Harness says AI should be treated as an enhancement tool that helps students create tailored solutions, improve efficiency, and learn to innovate rather than simply replicate work.
A major theme is that firms should think of internships and externships as long-term interviews and talent development, not cheap labor. Harness says the best programs create reps, mentorship, and culture-fit testing, while also helping firms rediscover their own purpose. He also says the clinic model at Texas A&M is meant to serve students, campus members, and the broader community while expanding access to financial literacy.
Key takeaways
- Nathan Harness says firms are missing the real talent bottleneck if they focus on clients and portfolios instead of building the next generation of advisors.
- Harness says Texas A&M’s financial planning curriculum is shaped by industry needs, with the CFP Board’s practice analysis feeding back into what students are taught.
- He argues AI will be an enhancement tool for advisors and students, especially for tailored resumes, meeting notes, compliance checks, and scalable client service.
- Harness says internships should be planned about a year ahead and treated as a low-cost long-term interview for culture fit.
- He says the strongest candidates show grit, purpose, perseverance, and emotional intelligence, not just GPA or credentials.
- Harness says Texas A&M’s program has grown from 25 students in 2023 to about 450 this fall, which he cites as evidence of strong demand.
Notable quotes
“the biggest challenge in the financial advice world today is really not on most firms radars”
“we are building together an industry that has an academic bearing”
“AI has created the same. So I think AI is going to be one of the greatest enhancement tools that our students have to serve large numbers of clients with tailored solutions”
“I don't need replicators. I need innovators”
“Think about is this you getting a lowcost look at a culture fit because one of the most expensive things is is not hiring somebody, it's hiring them again”
How the episode opens
So, you know that the biggest challenge in the financial advice world today is really not on most firms radars. It's not about finding clients. It's not about better model portfolios.
It's about finding people, specifically the next generation of financial advisors. Here's a question. Is the university pipeline the solution to solving this major industry problem?
You're listening to the Resilient Advisor podcast. This episode of The Resilient Adviser is brought to you by the Titleist Advisor Network, where independent financial adviserss become resilient, high- growth business owners. Since 2003, we've been private equity free, helping advisers build real equity in their firms.
Learn more at jointitist.com. Thanks for tuning in to this episode of the Resilient Advisor podcast where we bring industry experts to help you build your business your way. My name is Jake Coulter and my guest today is Nathan Heares who is the director of financial planning for the financial planning program at Texas A&M University.
If you're watching this live recording on LinkedIn, YouTube, or X, and you want to ask Nathan a question, simply type it in the comments section and I'll be sure to pose it to Nathan. Nathan, thanks for coming on the show.
Thanks for having me. It's a pleasure. — All right. You're the first academic that I've brought on, and I'm almost going to hit my 300th episode a little bit later this year, so this will be interesting. As the director of financial planning at a major university, what is the most common question you get asked from people within the financial services industry?
I'll start out with some positive framing um because I think it's important as defining the kind of industry that we're a part of. The number one question I get and I'm so proud that it's the question that I get is how can I help?
From the episode’s captions: roughly the first two minutes, lightly cleaned. Keep watching on YouTube →
Topics
- financial planning talent pipeline
- hiring young planners
- university preparation
- internships and early exposure
- attracting and retaining talent
Watch the episode
Watch “Building the Financial Planning Talent Pipeline with Nathan Harness” on YouTube
Summary, takeaways and quote selection by Octagon. Quotes are short excerpts; the full conversation is in the episode.
More from Resilient Advisor Podcast
Resilient Advisor Podcast, this episode and its artwork belong to Jay Coulter, CFP®, CIMA®. Octagon is not affiliated with the show; this page is an independent summary.
