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 episode, the AllianceBernstein Digital Coach – see practice management solutions for advisor success: abfunds.com/go/digitalcoach   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.

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 hidden challenges of hiring from the perspective of Behavioral Economics, and offer some guidance on how to avoid common hiring pitfalls. 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.

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 challenges. Also in this episode, the AllianceBernstein Digital Coach – see practice management solutions for advisor success: abfunds.com/go/digitalcoach 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.

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 success: abfunds.com/go/digitalcoach 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.

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 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. The [A/B] logo is a registered service mark of AllianceBernstein, and AllianceBernstein® is a registered service mark, used by permission of the owner, AllianceBernstein L.P. © 2024 AllianceBernstein L.P.

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 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. The [A/B] logo is a registered service mark of AllianceBernstein, and AllianceBernstein® is a registered service mark, used by permission of the owner, AllianceBernstein L.P. © 2024 AllianceBernstein L.P.

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 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. The [A/B] logo is a registered service mark of AllianceBernstein, and AllianceBernstein® is a registered service mark, used by permission of the owner, AllianceBernstein L.P. © 2024 AllianceBernstein L.P.

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 about finding the right non-profit to get involved in supporting, go to Generosity-First.com 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. The [A/B] logo is a registered service mark of AllianceBernstein, and AllianceBernstein® is a registered service mark, used by permission of the owner, AllianceBernstein L.P. © 2024 AllianceBernstein L.P.

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 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. The [A/B] logo is a registered service mark of AllianceBernstein, and AllianceBernstein® is a registered service mark, used by permission of the owner, AllianceBernstein L.P. © 2024 AllianceBernstein L.P.

The podcast explores the implications of narrow framing on individuals and families who accumulate wealth and how advisors can use this understanding to work effectively. It talks about the challenge of standing out as a financial advisor and highlights the importance of understanding the prospect's needs and interests. The podcast also discusses the experience of wealth and how it impacts conversations with wealthy prospects. It emphasizes creating a meaningful experience for clients by triggering an emotional reaction and understanding their anxiety around money. Additionally, it explores the universal experience of financial struggles and anxieties and the unique needs of wealthy individuals.