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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

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

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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

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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

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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

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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

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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

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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

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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

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30:05

Delivering the Highly Effective Client Review

Secrets of Successful Advisors℠ with Ken Haman ·

2023/07/31

As advisors transition from asset managers to holistic wealth advisors, their assumptions about client reviews must change to reflect a different business model. In any advisory practice, there are only a few times a year when advisors can meaningfully impact the relationship they have with a client. Typically, after the intake interview process is completed and the client is onboarded, the client and advisor speak only occasionally and mainly about the investment process and the client’s financial

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27:44

Making Meetings More Meaningful

Secrets of Successful Advisors℠ with Ken Haman ·

2023/07/24

Meeting with CPAs, attorneys and other professional centers of influence (COIs) is an efficient method of building a pipeline of prospective clients. Successful financial advisors spend much of their productive time conducting meetings with clients and prospects. A small percentage of those advisors also meet with professionals who are in a position to refer clients. These centers of influence (COIs) can represent an efficient and powerful way to get new clients. Here, Scott and Ken consider how

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30:17

Why Is It so Hard to Retire?

Secrets of Successful Advisors℠ with Ken Haman ·

2023/06/27

Many advisors are reluctant to think about retiring; some are deeply resistant. Observations of financial advisor decision-making and behavior have revealed an interesting pattern: as advisors get closer to retirement, their desire to retire decreases. This can have major negative consequences for teams, especially those that were created to facilitate the transition of clients from the retiring advisor to a new provider. In this podcast, Scott and Ken explore this ambivalence about retiring and

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28:22

The Surprising Problem with Surprises

Secrets of Successful Advisors℠ with Ken Haman ·

2023/05/03

Most advisors know that when markets are volatile they will be having challenging conversations with emotional clients. Very few advisors know how important it is to initiate conversations and engage clients about possible volatility before they get upset. Note to All Readers: The information contained here reflects the views of AllianceBernstein L.P. or its affiliates and sources it believes are reliable as of the date of this podcast. AllianceBernstein L.P. makes no representations or warranties

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26:38

Brain Hacks to Stop Sabotaging Your Practice

Secrets of Successful Advisors℠ with Ken Haman ·

2023/03/02

Research from behavioral finance has revealed a stunning number of decision-making vulnerabilities that make it challenging for investors to successfully navigate capital markets. Hundreds of these heuristics have been discovered over the past few decades, and many are common behaviors that advisors see in clients every day. But advisors are people, too, and they are just as vulnerable to decision-making biases as clients. Note to All Readers: The information contained here reflects the views of

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38:21

What is a Practice Management “Go Bag” & Why Should...

Secrets of Successful Advisors℠ with Ken Haman ·

2022/11/22

As the saying goes, “Failure to plan is a plan to fail.” And with global markets down significantly, many financial advisors are unprepared for the declining revenues that come from a reduced asset base or unexpected client attrition. However, an advisor “Go Bag”—specific, tangible resources to help your practice and clients—can make a big difference in this environment. AllianceBernstein Advisor Institute’s, Ken Haman discusses how the brain naturally separates thoughtful preparation from motivated

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33:50

A 6-Step Model to Turn Client Trust into Action in a...

Secrets of Successful Advisors℠ with Ken Haman ·

2022/08/24

The first six months of 2022 have served as a stark reminder that market outlooks can quickly shift. Advisors who want to retain business must now prepare clients for the possibility of greater volatility, abiding inflation and muted returns. Clients have many reasons to be skeptical of change and financial advisors (FAs) who don’t have these conversations now risk having painful discussions with disappointed investors. AllianceBernstein Advisor Institute’s, Ken Haman discusses key insights about

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46:05

Seven Steps to Managing Client Anxiety in Volatile...

Secrets of Successful Advisors℠ with Ken Haman ·

2022/06/08

Market headlines in 2022 have been dominated by inflation, tightening monetary policy, ongoing volatility and the Russia-Ukraine conflict. To get ahead of client concerns, financial advisors need to develop creative ways to turn difficult conversations into opportunities to build confidence. A clear and concise presentation on the capital markets can help solidify and restore lost credibility—and trust. Hear from Ken Haman, Managing Director, and Scott Tatum, CIMA, CFP, Director, as they discuss

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56 results

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