August 01, 2023 From Valuable to Referable: Becoming the Trusted Advisor by Ken Haman The more painful the situation, the more motivated we are to act. Here, we share an example of how an advisor can build a relationship with a client to become a trusted advisor and how that trust helps inspire referrals. AB Advisor Institute Likes 0 SHARE Bookmarks
April 27, 2023 Why Your Grandmother Was Right by Ken Haman My grandmother used to say that an ounce of prevention is worth a pound of cure. It turns out that behavioral economics supports my grandma’s keen insight. AB Advisor Institute Likes 0 SHARE Bookmarks
February 16, 2023 Want to Know How Advisors Are Sabotaging Themselves? by Ken Haman Savvy advisors know that often two clients attend the meeting. But many don’t realize there are also two decision-making systems in the room. Ignoring either client-or either system-is likely to sabotage a practice. Here’s how to cope with the emotional side of investing. AB Advisor Institute Likes 0 SHARE Bookmarks
December 09, 2022 Want to Build a Pipeline of New Retirement Plan Business for Free? by Ken Haman I’m surprised at how many financial advisors have expensive teams of marketers who make cold calls. Turnover is high, the work is boring, and the results are often disappointing. Why are they neglecting a powerful prospecting tool that’s already in place and free to operate? AB Advisor Institute Likes 0 SHARE Bookmarks
November 11, 2022 It’s Not Different This Time—You Are! by Ken Haman AB Advisor Institute Likes 0 SHARE Bookmarks
October 25, 2022 How to Approach Prospective Plan Sponsors: Take the Road Less Traveled by Ken Haman Plan Sponsors are busy and do not appreciate cold calls. It is time to use a more effective and more respectful approach to prospecting for new retirement plan business. AB Advisor Institute, Plan Design Likes 0 SHARE Bookmarks
August 05, 2022 How to Get Hard-to-Reach Clients to Return Your Call by Ken Haman Low-maintenance clients seem ideal—until you can’t get them to return your call. Insights from behavioral finance teach us how to get their attention and have them call you back. AB Advisor Institute Likes 0 SHARE Bookmarks
May 04, 2022 A Different Kind of Volatility by Ken Haman With supply chain disruptions, Russia attacking Ukraine and historic levels of inflation, clients are emotional. This blog will help you prepare for meetings with clients and manage their actions. AB Advisor Institute Likes 0 SHARE Bookmarks
March 18, 2022 Do Your Clients Know These Three Things About You? by Ken Haman One of the powerful lessons I’ve learned while meeting with advisors in their office is that the items on their desk and shelves teach me about what matters in their lives. AB Advisor Institute Likes 0 SHARE Bookmarks
March 04, 2022 Do You Have the Right Stuff? by Ken Haman In today’s hectic world, clients often pay attention only to portfolio performance. They ignore the larger scope of financial issues that put them at risk of an unsuccessful journey. Let’s see how pilots avoid this dangerous behavior. AB Advisor Institute Likes 0 SHARE Bookmarks
February 18, 2022 For All “Control Freaks” by Ken Haman Many advisors are reluctant to admit that they want more control over their practice. But this desire is a normal and healthy response to running an advisory business. Here’s how to feel more in control. AB Advisor Institute Likes 0 SHARE Bookmarks
September 10, 2021 Seeing Is Believing—or Is It? by Ken Haman Our beliefs are powerful factors in determining how we see the world. They affect how we respond to COVID-19 and how we run our businesses. But compelling evidence from personal experience can help us change our actions and avoid bad outcomes. AB Advisor Institute Likes 0 SHARE Bookmarks
May 21, 2021 What Are the Four Different Types of Clients? by Ken Haman Many financial advisors are fascinated by personality-testing models but struggle when applying the information to their daily work. We’ve developed a simple model that you can use to navigate relationships with your clients. AB Advisor Institute Likes 0 SHARE Bookmarks