Secrets of Successful Advisors℠ with Ken Haman

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 your services. Raising fees doesn’t have to feel risky. Done right, it reinforces your value, strengthens the relationship, and ensures that you’re compensated for the quality you deliver. Download content here: https://info.alliancebernstein.com/3Q25ABAI.html?partnerref=Podcast 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.

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 more to acquiring a practice and benefiting from the acquisition than many advisors assume. In this deep-dive Ken looks at the challenges of acquiring a business that is actually worth buying, and provides guidance on asking the kinds of questions early in the process that reveal the quality of the business that is being offered – and the ability of the advisor who is offering it to partner well over the time it will take to transition the clients into the new practice. 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.

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, Ken and Scott explore how beliefs are formed, how beliefs determine what an advisor is willing to charge – or not charge- for their services. Importantly, Ken provides some practical advice on how an advisor can change their beliefs about the way they charge for their 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.

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.

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.

Managing political discussions with clients can be tricky for financial advisors. The hosts dive into the emotional dynamics that shape these conversations, emphasizing the need for respect and understanding. They outline different client perspectives on political issues and share strategies to navigate disagreements gracefully. Tips on preserving client trust while steering talks back to financial matters are also highlighted. The importance of open-minded dialogue and emotional resilience is underscored for maintaining healthy advisory relationships.

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.

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.

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.

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.