Secrets of Successful Advisors℠ with Ken Haman

AllianceBernstein
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  • Updated Weekly

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.

  1. 4d ago

    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 Ken challenges the narrow, outdated idea that segmentation is just about contact frequency and introduces a richer, more powerful model—the Standard of Care.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.

  2. Jul 14

    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.

  3. Jun 15

    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.

  4. Jun 2

    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.

  5. May 19

    Teamwork that Actually Works: A Field Guide for Advisors – Part 2

    PART 2: High‑functioning teams don't succeed by accident—they succeed because they operate like institutions with a shared mission, not loose collections of talented individuals. When a team aligns around a clear purpose, common language, and consistent expectations, it creates a culture that outperforms any one person's contribution. In this podcast, Ken and Scott explore how great teams are built, not born, and that their excellence can be observed in ten specific traits. These traits form a practical checklist leaders can use to diagnose strengths, spot gaps, and intentionally shape a team that is cohesive, resilient, and capable of sustained high performance. 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.

  6. May 5

    Teamwork that Actually Works: A Field Guide for Advisors – Part 1

    PART 1: High‑functioning teams don't succeed by accident—they succeed because they operate like institutions with a shared mission, not loose collections of talented individuals. When a team aligns around a clear purpose, common language, and consistent expectations, it creates a culture that outperforms any one person's contribution. In this podcast, Ken and Scott explore how great teams are built, not born, and that their excellence can be observed in ten specific traits. These traits form a practical checklist leaders can use to diagnose strengths, spot gaps, and intentionally shape a team that is cohesive, resilient, and capable of sustained high performance. 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.

  7. Apr 23

    Solving the Advisor's Biggest Challenge: Engaging the Next-Gen Investor

    Is the future of your practice is at a crossroads? With more than $80 trillion set to transfer to younger generations, advisors face a stark reality: 80% of inheritors plan to find a new advisor. In this episode, we explore what's fueling the next generation's disengagement and how advisors must make critical shifts today to stay relevant to those inheriting tomorrow's wealth. 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.

  8. Apr 7

    Iran and the Anxious Client: How to Talk Confidently About Today's Markets

    This episode breaks down a simple four‑step model advisors can use to calm anxious clients — and then dives into the big market forces that are quietly shaping the next decade of opportunity. If you want to guide clients with confidence and invest with clarity, this conversation shows you where the real signals are in spite of current geo-political conflicts. 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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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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