Secrets of Successful Advisors℠ with Ken Haman

Hosted by AllianceBernstein

Business Management

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Oct 2026

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About the show

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.

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60 recent

October 20, 202628 min

Your Client Has a New Copilot: How AI Changes the Conversation

Your client's next question may come from AI—but the motivation behind it is deeply human. Scott and Ken explore why clients are turning to AI for confidence and control, and how your response can turn tougher questions into stronger trust. 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.

October 6, 202648 min

When "Stay the Course" Isn't Enough: Helping Clients Understand the Path Ahead

The capital-markets landscape is brimming with questions, and external and geopolitical shocks are emerging more often. This poses a stiff challenge for advisors: guiding portfolios to support increasingly dynamic retirement plans. The stakes are high. With longer lives, finish lines are distant and there are no restarts. Emotion adds complexity: advisors must help clients overcome short-term impulses that may lead them off track. In this episode, Ken Haman leads a wide-ranging conversation with AB Chief Market Strategist Rick Brink, exploring how the world of behavioral finance intersects with the challenges of today's uncertain capital markets. For previous and upcoming content vist: https://www.alliancebernstein.com/us/en-us/investments/solutions/build-a-better-path.html?mid=sco:usr:podcast:2026 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.

September 8, 202628 min

How to Stop FOMO Before It Stops Your Advice

FOMO (Fear of Missing Out) isn't just a client quirk — it's a primal reflex that can quietly derail even your best recommendations. In this episode, you'll learn a simple, structured, and strategic Future Self Check‑in that shifts attention, reduces reactivity, and helps clients choose protection without fear of missing out. 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.

August 27, 202631 min

How to Reset Your Discount Reflex So You Can Set Your Price with Confidence

In this episode Scott and Ken discuss how advisors unconsciously imagine a prospect becoming a client — and then instantly imagine losing that client the moment they state their fee. That internal movie triggers loss aversion, leading to unnecessary discounts with new clients and hesitation to raise fees with existing ones. The conversation explores why discretionary pricing makes advisors emotionally vulnerable and how a practice wide fee policy can act as both a discipline tool and a safeguard. By externalizing the fee — treating it as a policy standard rather than a personal decision — advisors can eliminate the emotional interference that distorts their judgment. 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.

August 18, 202626 min

Why Rainmaking Isn't a Personality Type: The 10 Behaviors That Change Everything – Part 2

Rainmaking isn't a personality type — it's a learnable system that most advisors have simply never been shown. In this episode, Ken lays out the foundational principles behind rainmaker behavior, from outwarddirected energy to the art of curating emotionally resonant client experiences. Building on that framework, he walks through ten independent but mutually reinforcing traits that consistently separate top business builders from the rest of the field. The result is a practical, eyeopening roadmap that shows any advisor how to begin applying these behaviors immediately while rethinking what it really means to grow a practice. 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.

August 11, 202630 min

The Coming Inheritance Shock—and the Advisors Who Will Be Ready

This episode tackles one of the most dangerous blind spots in an advisor's career: the habit of thinking only about today. Ken explores why so many advisors stay trapped in tactical mode—responding to client needs, chasing new prospects, and managing the urgent—while neglecting the strategic questions that determine the future of their business. With Baby Boomers turning 80 and 81% of heirs leaving their parents' advisor, the cost of short‑term thinking has never been higher. Ken lays out why legacy planning with client families is no longer optional, how to build relationships with the next generation before the wealth transfers, and why the advisors who act now will own the future. If you want a business worth running—and worth handing off—this conversation is your wake‑up call. 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.

July 28, 202625 min

Segmentation Reinvented: The Different Way of Thinking Top Advisors Use

Most advisors segment clients by contact frequency—but that barely scratches the surface. In this episode, discover how wealth level and life stage reveal a richer Standard of Care that clients instantly recognize as expertise. Learn how to map your book of business on a simple X‑Y grid, expand your service model, and show clients you understand their world because you've guided dozens just like them. This episode reframes one of the most overlooked strategic levers in an advisory practice: how you segment your book of business. Ken challenges the narrow, outdated idea that segmentation is just about contact frequency and introduces a richer, more powerful model—the Standard of Care. You'll explore how greater wealth brings a wider range of needs, how life stage shapes the advice clients value most, and how an X‑Y grid can instantly clarify what each client truly requires. Most importantly, you'll see why clients feel more confident and loyal when they know their advisor understands their world and draws on deep experience with people just like them. 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.

July 14, 202625 min

Beyond Hope and Control: The Third Path to Lasting Legacy

A family's true legacy isn't preserved by hope or by handcuffs. In this episode, discover the third path—an intentional legacy‑planning process that strengthens communication, aligns values across generations, and transforms the entire family into the client. Learn how advisors can guide families toward maturity, stewardship, and multigenerational success. This episode tackles one of the most sensitive—and often mishandled—challenges in wealth management: how families pass money, meaning, and responsibility from one generation to the next. You'll hear why the two traditional approaches—"just hand it over and hope" or "control it from the grave"—so often fail, and why a third path offers far greater long‑term success. Ken explores how legacy planning reframes the entire family as the client, builds shared values across generations, and strengthens the decision‑making muscles required for multigenerational stewardship. Advisors will learn how to guide families through structured conversations, clarify purpose, and create a living process that protects both the wealth and the relationships that sustain it. 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.

June 15, 202627 min

Why Rainmaking Isn't a Personality Type: The 10 Behaviors That Change Everything – Part 1

Rainmaking isn't a personality type — it's a learnable system that most advisors have simply never been shown. In this episode, Ken lays out the foundational principles behind rainmaker behavior, from outward‑directed energy to the art of curating emotionally resonant client experiences. Building on that framework, he walks through ten independent but mutually reinforcing traits that consistently separate top business builders from the rest of the field. The result is a practical, eye‑opening roadmap that shows any advisor how to begin applying these behaviors immediately while rethinking what it really means to grow a 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.

June 2, 202626 min

Future Shaping: The Psychological Trigger That Makes Clients See You as a Character in Their Story

Advisors often assume value comes from listing services, but real value is created when clients feel something powerful in their chest. In this episode, Ken explains why elite advisors intentionally design and deliver curated experiences that shape those early emotional impressions. He then introduces Future Shaping, a strategy that helps clients imagine a vivid scene of future success with their advisor. On the surface, it gives clients a chance to articulate exactly what they hope the relationship will deliver. Beneath the surface, it quietly leads them to picture the advisor as part of their future — a psychological shift that accelerates trust and commitment. 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.