The Attack of the Millennials: Who Has the Money and Your Future as an FA


The Millennial Generation is about to hit the financial services industry with the destructive force of a tidal wave. After the water drains away, aging financial advisers will be left wandering in a daze amidst the wreckage of Bloomberg terminals, stacks of waterlogged Wall Street Journals, and a jungle of wires ripped from landline telephones. Could anything add to this trauma? Yes, FAs will soon lose all of their accounts to robo-advisers.

This seems the immediate future of our business from industry websites, articles in the financial press and hype from robo-advisor startups, but what should you do?


The Moderate Behavioral Investor Type
By Michael M. Pompian

In the last article we reviewed the Conservative Investor BIT. We now are moving to the Moderate Investor BIT. It is important to remember that the least risk tolerant BIT and the most risk tolerant BIT clients are emotionally-biased in their behavior. In the middle of the risk scale are BITs that are affected mainly by cognitive biases. This should make intuitive sense. Clients who have a high need for security do so because emotion is driving this behavior; they get emotional about losing money and get uneasy during times of stress or change.



July 10–23, 2016

Cannon Schools at Notre Dame offer students the opportunity to further their professional growth on one of the countries’ most storied college campuses. Join us in South Bend, IN to explore the Personal Trust, Tax, Securities Operations, Trust Audit, Compliance & Risk Management, Corporate Trust, and Retirement Plan Services curriculums. We will also be offering Unique and Hard to Value Assets, a new course taught by Cannon’s own Duane Lee.


Trust Sales Trends for 2016

Join Subject Matter Expert, Daniel Smith, as he discusses the major trends in the field of Personal Trust Sales. He will examine the data gathered in three separate independent industry studies of the market as well as the skill sets necessary for sales of Personal Trust Services. Don’t miss this informative and thought provoking webinar, where you will gain industry insight and actionable skills to better serve your present and future clients. Be sure to register for this webinar to be held on June 7th @ 2pm ET.


August 22 & 23, 2016

As a fiduciary, your responsibility is to navigate investment choices and outline the types of foundations available to your clients. Charitable Foundations and Endowments are continually growing, meaning that this subject is unavoidable. Learn how to give your clients technical and professional support by partnering with Cannon to acquire relevant insight from our Charitable Foundation Management Workshop. To learn the skills needed to work in this area of growing opportunity, join Cannon in Chicago this August.



Next airs June 28th - 1pm ET

A provision in a trust instrument that dictates that the trust is irrevocable may be a minor impediment to actually making changes to the trust. As you are advising and designing estate plans for your clients, think about the steps you can take to ensure your clients’ plans stay intact to Preserve the Integrity of the Estate Plan. Join Estate Planning Attorney, Clary Redd, as he discusses drafting techniques to limit changes under the UTC, marital and cohabitation agreements, no-contest clauses, and rescuing clients from their own improvidence.