x

75% of people globally want unbiased news (Pew Research) but are concerned they're not getting that.

Get balanced coverage with Symby. See how stories are covered across diverse outlets and spot when one side covers a story the other skips.

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

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

en

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

en

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

en

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

en

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

en

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

en

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

en

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

en

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

en

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

en

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

en

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

en

27:00

Reaching New Clients with Wealth-Management Checklists

Secrets of Successful Advisors℠ with Ken Haman ·

2023/09/25

Wealth-management checklists help uniquely successful families understand the complexity of their wealth and allow advisors to keep track of a complicated number of deliverables. Checklists are a powerful management tool for financial advisors for several reasons. Scott and Ken explore how to use wealth-management checklists to engage new or prospective clients. The information contained herein reflects the views of AllianceBernstein L.P. or its affiliates and sources it believes are reliable as of

en

32:48

The Surprising Reason Why Newly Wealthy Clients...

Secrets of Successful Advisors℠ with Ken Haman ·

2023/09/18

It’s surprisingly difficult for newly wealthy clients to trust their existing advisor. In most cases, these clients labored for years to become financially secure, but many achieve significant wealth because of a particular event. When this happens, advisors are often surprised that the client suddenly becomes less trusting and more controlling. Here, Scott and Ken explore the psychological challenges that people face when they achieve a higher level of wealth. They discuss why it is hard to

en

22:08

The Checklist Management Model

Secrets of Successful Advisors℠ with Ken Haman ·

2023/09/11

With the accumulation of wealth comes an increasing number of decisions that have potentially serious consequences. As useful and familiar as checklists are, few retail financial advisors have discovered their value in helping uniquely successful clients deeply understand and appreciate the complex details of their financial lives. In this podcast, Scott and Ken show how checklists help clients understand their new, complicated situation and how the right list assists decision-making. The

en

22:53

Why Teams Need More Goals

Secrets of Successful Advisors℠ with Ken Haman ·

2023/09/04

There are few industries more data-driven than financial services, except when it comes to managing teams. Too often, advisors see business planning as a waste of time, preferring instead to meet with clients or to network for new business. Additionally, they don’t understand how setting goals can support and encourage high performance among team members. This oversight can lead to inefficiencies and make it difficult for new team members to master their craft and contribute to overall performance

en

29:07

It’s Time for More Team Meetings!

Secrets of Successful Advisors℠ with Ken Haman ·

2023/08/28

Many advisors build teams to help scale their practice. Although some people feel that team meetings are a waste of time, in reality they are critical. When heroic individual performers create or join a team, challenges naturally occur, as many highly motivated individuals struggle with collaboration. In this podcast, Scott and Ken discuss the value of team meetings and how to use the three-meeting model. The information contained herein reflects the views of AllianceBernstein L.P. or its

en

33:32

Solving the Big Problem Most Investors Don’t Know...

Secrets of Successful Advisors℠ with Ken Haman ·

2023/08/21

Research has revealed that the human brain struggles to cope with complexity. One of the most important insights from the discipline of behavioral economics is the idea that much of human decision-making is controlled by nonrational, automatic mental shortcuts known as heuristics. Here, Ken and Scott discuss the latest information on narrow framing, how to help clients manage complexity and the challenges that advisors face when managing their own complicated businesses. The information contained

en

26:59

Why “No!” Is Almost as Good as “Yes!”

Secrets of Successful Advisors℠ with Ken Haman ·

2023/08/14

Many advisors are inhibited about their new business acquisition efforts because of a fear of rejection. All sales professionals experience rejection as part of their work. Every conversation with a client or prospect has the possibility of ending with refusal, either of the idea that the advisor is recommending or of the value of the advisor as a professional. In this podcast, Scott and Ken share their experiences of helping advisors find the courage to engage more directly with prospects. The

en

25:38

Designing More Impactful Client Experiences

Secrets of Successful Advisors℠ with Ken Haman ·

2023/08/07

In a holistic wealth-management business model, the quality of the advisor-client relationship increases. Additionally, the relationship’s focus shifts away from asset management toward wealth-management challenges. For the financial advisor who wants to improve the client experience, this research represents rich areas of possibilities. Here, Scott and Ken explain how to design client experiences that build stronger relationships. The information contained herein reflects the views of

en

48 results

Similar Podcasts

TaxTalent.com The Golden Rule Podcast

Adam Golden

TaxTalent.com Podcast

Tony Santiago

Handelsblatt Crime - spannende Streitfälle der deutschen Wirtschaft

Ina Karabasz, Solveig Gode, Sönke Iwersen

Deffner und Zschäpitz – Der Wirtschafts-Talk von WELT

WELT

Black Box - La scatola nera della finanza

Guido Brera e Gian Luca Comandini -...