Secrets of Successful Advisors℠ with Ken…

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Not for Advisors Only: How to Think Creatively About Retirement

Wednesday, December 3, 2025 • Duration 29:52

For many client-facing financial advisors the word "retirement" stirs up strong, negative feelings. Rather than seeing retirement as an opportunity for creativity and to author a new, satisfying chapter of life many advisors find it difficult to think about retirement at all. In this fast paced conversation, Ken explores the origins of these feelings with Cara Gray founder of Good Morning Freedom and considers how advisors can think (and act) differently about their own retirement.

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 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 concerning the accuracy of any data. There is no guarantee that any projection, forecast or opinion in this material will be realized. Past performance does not guarantee future results. The views expressed here may change at any time after the date of this podcast. This podcast is for informational purposes only and does not constitute investment advice. AllianceBernstein L.P. does not provide tax, legal or accounting advice. It does not take an investor's personal investment objectives or financial situation into account; investors should discuss their individual circumstances with appropriate professionals before making any decisions. This information should not be construed as sales or marketing material or an offer or solicitation for the purchase or sale of any financial instrument, product or service sponsored by AllianceBernstein or its affiliates.

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How to Add the annual Family Legacy Meeting to the Advisor's Standard of Care

Wednesday, November 12, 2025 • Duration 34:53

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 a meaningful family experience. One of the key ideas that emerged from the conversation was the role of an annual Family Meeting in helping families "develop the muscles" they will need to have in place when difficult decisions need to be made. By starting with a simple and fun Family Meeting experience and committing to a meeting every year the family benefits from learning how to work together, grapple with important decisions and experiencing the value of their financial advisor as an important, multi-generational resource.

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 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 concerning the accuracy of any data. There is no guarantee that any projection, forecast or opinion in this material will be realized. Past performance does not guarantee future results. The views expressed here may change at any time after the date of this podcast. This podcast is for informational purposes only and does not constitute investment advice. AllianceBernstein L.P. does not provide tax, legal or accounting advice. It does not take an investor's personal investment objectives or financial situation into account; investors should discuss their individual circumstances with appropriate professionals before making any decisions. This information should not be construed as sales or marketing material or an offer or solicitation for the purchase or sale of any financial instrument, product or service sponsored by AllianceBernstein or its affiliates.

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How to Create Maximum Emotional Impact During the Deep Discovery Conversation

Tuesday, June 10, 2025 • Duration 25:51

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 only does the exercise help the advisor understand the client more deeply, but it also helps the client understand themselves. As Ken explains, one client who went through the exercise exclaimed, "You have bound the chaos of my life!" to their advisor – all this in the second meeting they had with each other.

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 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 concerning the accuracy of any data. There is no guarantee that any projection, forecast or opinion in this material will be realized. Past performance does not guarantee future results. The views expressed here may change at any time after the date of this podcast. This podcast is for informational purposes only and does not constitute investment advice. AllianceBernstein L.P. does not provide tax, legal or accounting advice. It does not take an investor's personal investment objectives or financial situation into account; investors should discuss their individual circumstances with appropriate professionals before making any decisions. This information should not be construed as sales or marketing material or an offer or solicitation for the purchase or sale of any financial instrument, product or service sponsored by AllianceBernstein or its affiliates.

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How to Create Maximum Impact in the First Meeting with a Prospective Client

Tuesday, May 27, 2025 • Duration 27:18

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 conversation that an advisor can have with a client in the very first meeting that creates a unique impact and leads to a more intimate and successful process of Discovery, Fact-Finding and Close.

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 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 concerning the accuracy of any data. There is no guarantee that any projection, forecast or opinion in this material will be realized. Past performance does not guarantee future results. The views expressed here may change at any time after the date of this podcast. This podcast is for informational purposes only and does not constitute investment advice. AllianceBernstein L.P. does not provide tax, legal or accounting advice. It does not take an investor's personal investment objectives or financial situation into account; investors should discuss their individual circumstances with appropriate professionals before making any decisions. This information should not be construed as sales or marketing material or an offer or solicitation for the purchase or sale of any financial instrument, product or service sponsored by AllianceBernstein or its affiliates.

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The Advisor's Practical Guide for Dealing With Political Conversations

Tuesday, May 13, 2025 • Duration 41:38

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 political disagreements, and how to avoid the two types of personalities that cannot tolerate their advisor having a different opinion from theirs. Ken offers practical guidance about how to navigate general conversations about politics to preserve the client's feeling of trust and respect and to protect the relationship from unnecessary stress. He also provides tactics for how to defuse a situation where the client insists on finding out the advisor's personal opinion about a political topic.

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 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 concerning the accuracy of any data. There is no guarantee that any projection, forecast or opinion in this material will be realized. Past performance does not guarantee future results. The views expressed here may change at any time after the date of this podcast. This podcast is for informational purposes only and does not constitute investment advice. AllianceBernstein L.P. does not provide tax, legal or accounting advice. It does not take an investor's personal investment objectives or financial situation into account; investors should discuss their individual circumstances with appropriate professionals before making any decisions. This information should not be construed as sales or marketing material or an offer or solicitation for the purchase or sale of any financial instrument, product or service sponsored by AllianceBernstein or its affiliates.

Never Be Closing! How to Manage the First Meetings with a Prospective Client

Wednesday, April 9, 2025 • Duration 29:58

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, advisors
can feel a compelling need to get the new relationship started, even if it
means offering a steep discount. In this fast-paced conversation, Ken and
Scott explore how the thoughtful advisor can manage the first few meetings
with a client to provide powerful experiences that build trust, reveal value
and stimulate strong feelings of confidence. The program includes specific
strategies that advisors can use to create meaningful experiences for clients
in the first few meetings.
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
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 concerning the accuracy of any data. There is no guarantee
that any projection, forecast or opinion in this material will be realized. Past
performance does not guarantee future results. The views expressed here
may change at any time after the date of this podcast. This podcast is for
informational purposes only and does not constitute investment advice.
AllianceBernstein L.P. does not provide tax, legal or accounting advice. It
does not take an investor's personal investment objectives or financial
situation into account; investors should discuss their individual
circumstances with appropriate professionals before making any decisions.
This information should not be construed as sales or marketing material or an offer or solicitation for the purchase or sale of any financial instrument, product or service sponsored by AllianceBernstein or its affiliates.

Curating Experiences with Impact: It's All About the Client

Wednesday, April 9, 2025 • Duration 22:44

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 advisor can curate
experiences intentionally to accelerate the trust-building process.

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
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 concerning the accuracy of any data. There is no guarantee
that any projection, forecast or opinion in this material will be realized. Past
performance does not guarantee future results. The views expressed here
may change at any time after the date of this podcast. This podcast is for
informational purposes only and does not constitute investment advice.
AllianceBernstein L.P. does not provide tax, legal or accounting advice. It
does not take an investor's personal investment objectives or financial
situation into account; investors should discuss their individual
circumstances with appropriate professionals before making any decisions.
This information should not be construed as sales or marketing material or
an offer or solicitation for the purchase or sale of any financial instrument,
product or service sponsored by AllianceBernstein or its affiliates.

Master Class in Pricing: How to Never Discount Your Services Again

Wednesday, April 9, 2025 • Duration 51:16

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: https://info.alliancebernstein.com/2025-Q1-ABAI-WEBCAST.html?partnerref=ABPodcast

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 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 concerning the accuracy of any data. There is no guarantee that any projection, forecast or opinion in this material will be realized. Past performance does not guarantee future results. The views expressed here may change at any time after the date of this podcast. This podcast is for informational purposes only and does not constitute investment advice. AllianceBernstein L.P. does not provide tax, legal or accounting advice. It does not take an investor's personal investment objectives or financial situation into account; investors should discuss their individual circumstances with appropriate professionals before making any decisions. This information should not be construed as sales or marketing material or an offer or solicitation for the purchase or sale of any financial instrument, product or service sponsored by AllianceBernstein or its affiliates.

Responding to Volatile Markets: Creating a Communications Plan

Tuesday, April 8, 2025 • Duration 48:06

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 and how they influence client experiences—both expected and unexpected, and mastering the art of reducing client anxiety, boosting confidence and navigating volatility

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 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 concerning the accuracy of any data. There is no guarantee that any projection, forecast or opinion in this material will be realized. Past performance does not guarantee future results. The views expressed here may change at any time after the date of this podcast. This podcast is for informational purposes only and does not constitute investment advice. AllianceBernstein L.P. does not provide tax, legal or accounting advice. It does not take an investor's personal investment objectives or financial situation into account; investors should discuss their individual circumstances with appropriate professionals before making any decisions. This information should not be construed as sales or marketing material or an offer or solicitation for the purchase or sale of any financial instrument, product or service sponsored by AllianceBernstein or its affiliates.

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

Friday, April 4, 2025 • Duration 22:51

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, 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
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 concerning the accuracy of any data. There is no guarantee
that any projection, forecast or opinion in this material will be realized. Past
performance does not guarantee future results. The views expressed here
may change at any time after the date of this podcast. This podcast is for
informational purposes only and does not constitute investment advice.
AllianceBernstein L.P. does not provide tax, legal or accounting advice. It
does not take an investor's personal investment objectives or financial
situation into account; investors should discuss their individual
circumstances with appropriate professionals before making any decisions.
This information should not be construed as sales or marketing material or
an offer or solicitation for the purchase or sale of any financial instrument,
product or service sponsored by AllianceBernstein or its affiliates.

Read moreCollapse

Secrets of Successful Advisors℠ with Ken Haman – Details, episodes & analysis

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Secrets of Successful Advisors℠ with Ken Haman – Details, episodes & analysis

Podcast details

Recent rankings

Apple Podcasts

Spotify

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Latest published episodes

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