We paired her up with Burns Advisory Group, represented by Tim Courtney of Burns' Oklahoma office. Newton knows that a Web site is only a starting point in judging a career opportunity at an advisory firm, since it tells her nothing about employee benefits, financial assistance for professional development, mentoring opportunities, etc.

Besides these things, she says, "I also was curious about the firm's succession plan, as this would drastically impact the role I would see myself in at the firm." Good point. Knowing the employer's succession plan is one way of determining what opportunities, if any, the student will have for ownership. Newton adds, "One of the key steps in maintaining healthy client-advisor relationships involves managing expectations; this is just as important in the relationship between an employer and an employee." In perceiving this, she shows a maturity perhaps beyond her years.

From her review of Burns Advisory Group's Web site, Newton would see herself joining the firm in an entry-level position-for which she would ask a salary of $40,000-and pursuing her CFP, an effort she hopes the firm would support financially. She would like the opportunity to be mentored by the firm's principals-John Burns, Paul Hynes and/or Thomas McGuigan. "The financial planning industry has evolved to produce successful firms across the country, so I see no need to reinvent the wheel by opening up my own firm. I would much rather be trained in a successful firm, learn the firm's client base, gain experience in the industry, pursue advanced business management education and then be able to smooth the transition of the principals into retirement."

Newton also considered whether her own investment and financial planning philosophies jibed with those of Burns as she read about the firm's client services on its Web site. "That's of utmost importance when considering a firm at which to build a career," says Newton. "I checked out a couple of the firm's newsletters and was impressed to see that the firm has an investment committee that meets weekly."

Apparently, Newton is more concerned about picking the firm that's a good fit than knowing up front the exact timetable for her advancement. Tim Courtney at Burns, however, offered one.

"For the first six months, we would have Amanda working with our operations manager to familiarize her with our operating systems and with our chief investment officer to allow her to become comfortable working with our portfolio systems. During the next six months and after becoming proficient with our systems, we would want Amanda to begin working on planning issues that arise with clients. She would start to gain experience working with planning software and models and by creating presentations. In addition, she would be analyzing and researching various projects the firm is engaged in for clients and business growth," Courtney says.

For the next several years, Burns would employ Newton as an assistant to a portfolio manager, and her job would be to meet with clients, to address and solve planning issues and to maintain and monitor each client's investment portfolio. Says Courtney, "During this time, she would sit in on our investment committee meetings and be expected to further her industry education by obtaining designations such as the CFA or CIMA, for which the company would cover expenses."

Newton will have "arrived" when she ultimately becomes a portfolio manager herself. "She would be expected to manage a group of the firm's clients," says Courtney. "Using the firm's marketing efforts, she would also be active in bringing new business to the firm."

Burns would offer Newton $35,000 to $55,000, depending on her job interviews. Again, the salary bid and ask are pretty much on target.

At age 24, Taylor Nipp will graduate with his bachelor's in personal financial planning in the same class as Newton. I gave him the firm of Stepp & Rothwell Inc. to consider-an independent RIA in Overland Park, Kan., offering comprehensive financial planning and investment management to affluent clients.