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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

34:53

How to Add the annual Family Legacy Meeting to the...

Secrets of Successful Advisors℠ with Ken Haman ·

2025/11/12

In this fast paced conversation, Ken and Alex discuss the role of annual family meetings as an important part of a family's Legacy work. In this approach to doing Family Legacy, the Family Meeting represents a great opportunity for the advisor to work more closely with family members that they may have never connected with before. Not just the "Next Generation" clients, the annual Family Meeting gives the advisor a chance to work more closely with the spouse who may be highly interested in creating

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26:53

You Can Raise Your Fee With Existing Clients.... Really!

Secrets of Successful Advisors℠ with Ken Haman ·

2025/10/29

Financial Advisors feel enormous pressure to discount their fees when on-boarding new clients into their practices.For most advisors, once they have established a price with a client - even an inappropriately low price - they feel it is impossible to change the financial structure of the relationship even when they are providing a superior value. For most advisors the thought of raising their price feels them with dread. Fortunately, insights from the behavioral sciences provide powerful guidance

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32:39

What Does a Fishing Knot Have to do With Being a...

Secrets of Successful Advisors℠ with Ken Haman ·

2025/10/29

For many years most legacy work was done by high-level, bespoke consultants or teams, was very expensive and offered only to families with enormous wealth. All of that is changing today. In this fast-paced conversation, Alex explains how legacy work is now available to families at all levels of wealth and can be provided by financial advisors as part of their Standard of Care of wealth management advice. Alex uses the metaphor of power windows to illustrate how legacy is expanding to more families:

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25:47

Introducing “The Family Legacy” and the Advisor’s Job...

Secrets of Successful Advisors℠ with Ken Haman ·

2025/10/16

Today there are millions of households in the United States that have accumulated more than $10 million in net worth - with about 2 million having $20 million or more. This huge and growing population of clients is being chronically - and tragically - undeserved by advisors who continue to engage them as if they have the same financial needs as they did before they achieved this level of success. In this conversation Ken and Alex begin to explore the implications of wealth, how the needs of families

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24:08

A Conversational Strategy for Introducing a New Idea...

Secrets of Successful Advisors℠ with Ken Haman ·

2025/09/09

The financial services industry continues to evolve, and new approaches to working with clients are emerging with greater frequency than ever before. For a busy advisor, deciding to adopt a new approach to doing business with clients is challenging, but it is just the first step in evolving a business. The next step can be the most daunting: how do you introduce a new approach to an existing client who is comfortable with “the way we’ve always done it”? Also in this episode, the AllianceBernstein

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30:08

Drowning in Efficiency: Why is it so hard for (most)...

Secrets of Successful Advisors℠ with Ken Haman ·

2025/08/26

It seems that every month or so a new “killer app” is launched with expectations that it will soon revolutionize the financial services industry. In spite of obvious benefits, most advisors seem to be “late adopters” of new technologies. Scott and Ken explore why it is hard for most people to embrace new ideas, and consider what an advisor can do if they want to accelerate their use of technologies in their business. Also in this episode, the AllianceBernstein Digital Coach – see practice

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51:36

Class in Repricing: How to Raise Your Fees Without...

Secrets of Successful Advisors℠ with Ken Haman ·

2025/08/12

Too many financial advisors fall into the same trap: slashing fees to win business, then spending years overdelivering for a client who’s paying far too little. The result? A regretted acquisition. Raising your fees should be the obvious next step. But the fear of rocking the boat—and losing a valued client—keeps most advisors stuck. Using insights from behavioral science, this master class will show you how to align your pricing with the true complexity of your clients’ lives and the full value of

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23:54

Questions You Should Ask When You Are Thinking About...

Secrets of Successful Advisors℠ with Ken Haman ·

2025/07/08

One of the fastest growing opportunities for advisors who are committed to growing their business is the acquisition of retiring advisors’ businesses. In the 1980’s and 1990’s thousands of advisors started new businesses, and these are all now coming of age with advisors who are eager to sell. There are few opportunities more motivating to a growth-oriented advisor than the chance to add hundreds of new clients to their practice funded by a declining pay-out over 4-5 years. Unfortunately, there is

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23:14

How to Change Your Mind About Discounting (and Keep...

Secrets of Successful Advisors℠ with Ken Haman ·

2025/06/24

Life is complicated and it moves very fast. To cope with complexity the human brain learned long ago to create a model of the world from experiences and to use that model to understand everything that happens. What a person believes about the world (their model of the world) defines everything decision they make and every action they take. Unfortunately, beliefs are often the result of a few, unfortunate experiences rather than a carefully selected series of events. In this fast-paced conversation,

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25:51

How to Create Maximum Emotional Impact During the...

Secrets of Successful Advisors℠ with Ken Haman ·

2025/06/10

Most advisors know that clients don’t walk into their office with their financial hopes, dreams, goals and concerns all neatly organized on a mental spreadsheet. New, prospective clients especially experience their financial lives as a jumble of competing priorities and wishes. In this deep-diver conversation Scott and Ken explore how advisors can use a simple exercise with 5x8 cards to help clients clarify what they want their future to look like and how to define and organize their priorities. Not

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27:18

How to Create Maximum Impact in the First Meeting...

Secrets of Successful Advisors℠ with Ken Haman ·

2025/05/27

In AB Advisor Institute’s “Masterclass on Pricing” we propose that advisors can confidently charge a premium fee for their services if they do change their approach to the first few meetings with the client. We recommend that they slow down, complete a thorough Discovery and Fact-Finding process before establishing the price of the services and provide impactful experiences for the prospective client that intentionally build trust. In this deep-dive conversation Ken and Scott explore a step-by-step

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41:38

The Advisor’s Practical Guide for Dealing With...

Secrets of Successful Advisors℠ with Ken Haman ·

2025/05/13

Every advisor knows how important it is to respect the perspectives of their clients and to avoid emotionally charged conversations about religious or political topics. In spite of an advisor’s best efforts, there are going to be times when a client will want to discuss their political views and will want to discover what their advisor thinks about the political narrative of the day. In this fast-paced conversation, Ken and Scott explore the 3 different perspectives that clients can have about

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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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48 results

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