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PODCAST

Secrets of Successful Advisors℠ with Ken Haman

AllianceBernstein

Welcome to Secrets of Successful Advisors℠ from the AllianceBernstein Advisor Institute. In this series, Business Consultant and psychotherapist Ken Haman teaches financial advisors how to build, manage and grow their practices. Each episode is highly practical, easily executable and designed to meaningfully improve commercial success.

business management

All Episodes

29:58

Never Be Closing! How to Manage the First Meetings...

Secrets of Successful Advisors℠ with Ken Haman ·

2025/04/09

For years advisors have been taught the importance of closing a prospective client quickly – if possible, during the first meeting. On closer look advisors will have much more success if they slow down, take their time and give the client time to fully appreciate what the advisor has to offer. There has always been a dynamic tension for advisors between taking the time to build trust in a new relationship and getting the client to sign on the dotted line. Especially when new clients seem scarce,

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22:44

Curating Experiences with Impact: It’s All About the...

Secrets of Successful Advisors℠ with Ken Haman ·

2025/04/09

It takes time for trust, perception of value and feelings of confidence to develop within a client. Observations over time have revealed that trust, confidence and value reach their highest point about 3 years into a relationship between an advisor and a client. Unfortunately, most advisors are in such a rush to “close” a new relationship they set the price of their services before the client has had any meaningful experiences with the advisor. In this deep dive, Ken and Scott look at how an

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51:16

Master Class in Pricing: How to Never Discount Your...

Secrets of Successful Advisors℠ with Ken Haman ·

2025/04/09

For almost two decades, financial advisor fees have been under pressure. Factors such as clients expecting discounts, skeptical next-gen clients and anxious competitors willing to do anything to secure a new client make it difficult to set attractive fees. But slashing fees isn’t the answer—it’s time to shift the conversation. In this episode, we discusses how to position your value so clients see your worth—without asking for a discount. Additional resources:

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48:06

Responding to Volatile Markets: Creating a...

Secrets of Successful Advisors℠ with Ken Haman ·

2025/04/08

Market volatility continues to threaten the advisor-client relationship. At the end of the day, the advisor’s role is not just about managing a client’s wealth—it’s helping navigate experiences and surprises. In this episode, ABAI’s Ken Haman explains why the main reason clients hire an advisor is to manage their own emotions. He’ll also dive into how advisors can go beyond wealth management to empower clients' financial futures. In addition, exploring the emotional impact of advisor interactions

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22:51

The Problem with Discounting: It’s Not Them...It’s Us!

Secrets of Successful Advisors℠ with Ken Haman ·

2025/04/04

Many advisors feel a compelling need to discount their fees in order to seal the deal with a new client. As a result, average fees across the industry have been steadily dropping for years. In this fast paced episode, Scott and Ken look at the psychological dynamics that cause advisors to automatically assume they need to discount their fees, and then explore what they can do differently in the first few meetings that will support charging a premium fee for premium services. Also in this episode,

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23:54

Thinking Intentionally About a More Passionate...

Secrets of Successful Advisors℠ with Ken Haman ·

2025/03/10

Our modern financial services industry is designed to help clients prepare for a financially comfortable retirement. Observations over time have revealed that many people prepare well financially, but launch into retirement without a clear vision of what they will do in the next stage of their life. In this episode Ken talks with Cara Gray about her consultancy Good Morning Freedom that helps successful people create a vision for a more passionate retirement.Also in this episode, the

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20:04

Buying Dangers

Secrets of Successful Advisors℠ with Ken Haman ·

2025/02/10

Thousands of established financial advisors are either actively seeking a buyer for their business or starting to think seriously about their exit strategy. There has never been a time in the history of our industry where so many businesses were available for acquisition. Acquiring another advisor’s business can be one of the best ways to add new clients but observations of many transactions have revealed a significant number of challenges that are built in to the process of navigating a

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23:34

Advisor’s Guide to Working with Irrational Clients

Secrets of Successful Advisors℠ with Ken Haman ·

2025/01/13

A big challenge for advisors is recognizing when their clients have shifted from rational decision-making to one of the mental “shortcuts” that are built in to the way humans make decisions. Even advisor’s struggle to maintain their rational process when decisions become complicated or have potential negative consequences. In this program Scott and Ken discuss how to recognize when a client has shifted away from a rational process and how to help a client make more rational decisions. Also in this

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23:27

Hidden Challenges of Hiring New Team Members

Secrets of Successful Advisors℠ with Ken Haman ·

2024/12/09

One of the most powerful trends in Financial Services in recent years has been the rise of advisory teams. Most firms are encouraging advisors to join or form teams, and many advisors feel that their team gives them a competitive advantage over sole practitioners when they engage more sophisticated clients. Unfortunately, most advisors are not well equipped to define the roles they need on their team and how to hire the right person. In this provocative conversation, Scott and Ken explore the

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23:57

An Investment Decision-Making Checklist for Advisors

Secrets of Successful Advisors℠ with Ken Haman ·

2024/11/04

For years advisors have been fascinated by the insights coming out of the discipline of Behavioral Economics about how human beings make decisions. In this provocative conversation, Ken and Scott explore how advisors are uniquely vulnerable to making series decision-making mistakes because of the way the human brain reacts to complexity. Several common, built-in types of mistakes are explored and then they present a 6-step “investment decision-making checklist” to help advisors avoid these

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22:43

How to Introduce Yourself in a Social Situation

Secrets of Successful Advisors℠ with Ken Haman ·

2024/10/07

A socially active financial advisor may have dozens of opportunities every week to meet potential clients. Unfortunately, most advisors don’t know how to manage a first encounter so that the first conversation naturally leads to a deeper conversation. In this podcast, Scott and Ken uncover the psychological principles that advisors can follow to create more compelling social encounters. Also in this episode, the AllianceBernstein Digital Coach – see practice management solutions for advisor

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23:05

Why Do We Add the Word “Target” to Target Marketing?

Secrets of Successful Advisors℠ with Ken Haman ·

2024/09/09

Everyone has heard the phrase “Target Marketing” but few advisors actually understand what a “target” market actually is. In this episode, Scott and Ken look at what constitutes an actual target market and what is merely another way of talking about “people who have money”. Also in this episode, the AllianceBernstein Digital Coach – see practice management solutions for advisor success: abfunds.com/go/digitalcoach DISCLAIMER Note to All Readers: The information contained here reflects the views of

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25:17

Why Are Hard Decisions so Hard?

Secrets of Successful Advisors℠ with Ken Haman ·

2024/08/12

Everyone has to make decisions that have consequences from time to time in life. We call these “big” decisions that can impact the quality of life for years. Research in Behavioral Economics over the past several decades has revealed an important insight that goes counter to our usual intuition; that is, the bigger the decision we are facing the MORE likely we will be impacted by built-in vulnerabilities that cause us to be impulsive or to oversimplify the problem we must solve. Also in this

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21:24

Recognizing and Recovering from Burnout

Secrets of Successful Advisors℠ with Ken Haman ·

2024/04/29

Formal research into workplace Burnout has only been expanding for the past 30 years. Insights from this growing body of research reveal that client-facing retail financial advisors are frequently working in conditions that are likely to lead to Burnout. In this fast-paced Podcast Ken and Scott discuss how to recognize the workplace situations that can cause Burnout and how to recognize the early- and middle-stage symptoms of this destructive emotional experience. Note to All Readers: The

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23:06

What Now? Helping Uniquely Successful People Find Joy...

Secrets of Successful Advisors℠ with Ken Haman ·

2024/03/26

Ken Haman sits down with consultant CJ McClanahan to discuss the challenges that his high-achieving clients have with finding meaning and purpose in their lives. Many successful people struggle with a sense of emptiness after they have realized their goals for wealth and success, and CJ offers some practical insights for how an advisor can work more effectively with people who have reached this important milestone in life. To get in touch with CJ McClanahan, go to CJMcClanahan.com and to learn more

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18:25

How to Meet the Right Client at the Right Time

Secrets of Successful Advisors℠ with Ken Haman ·

2024/02/15

AB’s Advisor Institute has developed a rich library of principles adapted from the Behavioral Sciences to support the commercial success of retail financial advisors. In this podcast, Ken interviews Grant Kunkle, one of AB’s Region Managers who works closely with advisors to help them with the practical challenges of executing AB AI strategies in their businesses. Note to All Readers: The information contained here reflects the views of AllianceBernstein L.P. or its affiliates and sources it

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22:32

What’s the Difference? The One Thing That Every...

Secrets of Successful Advisors℠ with Ken Haman ·

2024/02/07

In this fast-paced Podcast Scott and Ken explore the implications of narrow framing on individuals and families who accumulate wealth, and reveal how financial advisors can use this understanding from Behavioral Economics to work more effectively with both prospects and clients. Because narrow framing happens automatically and outside of the human being’s awareness, revealing how the brain can be tricked into over-simplifying the investment process often comes as an important, even shocking surprise

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26:03

The Power of Listening to Transform The...

Secrets of Successful Advisors℠ with Ken Haman ·

2024/01/29

In this wide-ranging conversation Ken and Rob explore how the simple act of listening carefully to what a client is saying - and what a client is not saying - to more deeply understand what they actually need. It is far too easy for advisors to get caught up in explaining what they do and how they do it, and to neglect the simple act of actively exploring a client’s hopes and dreams and fears about the future. Rob explains how slowing down and allowing the client to think about the complexity of

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23:19

The Effective Client Review

Secrets of Successful Advisors℠ with Ken Haman ·

2023/11/10

The annual client review is one of the best times for a financial advisor to strengthen client trust and support retention. To reach its full potential, an annual client review meeting should be distinct from a typical portfolio performance review, and advisors should have an explicit plan for how to deliver their message. In this episode, Ken Haman, Managing Director of AB’s Advisor Institute, details how to develop and execute an effective client review. Note to All Readers: The information

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23:26

Targeting Uniquely Successful Families with a Gifting...

Secrets of Successful Advisors℠ with Ken Haman ·

2023/10/02

Wealthy families often face significant decisions about the ultimate dispensation of their wealth. Uniquely successful clients typically want to transfer some of their wealth to the next generation or two. Many also wish to make philanthropic gifts during and after their lifetimes. Unfortunately, some people make these decisions without a clear sense of the impact that a gift would have on their own future financial security and, as a result, delay making meaningful gifts. Here, Scott and Ken show

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56 results

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