From prospecting to quarterly reviews, virtual has become the new normal for financial advisors. Utilize these resources from the AllianceBernstein Advisor Institute to effectively engage with your clients and continue to grow your practice during this period.

Why Are Two Heads Better Than One?

In the airline and financial-services industries, narrow framing is a chronic and serious problem. Just as a pilot relies on a copilot, an advisor can benefit from a Standard of Care and wealth-management checklists. Here’s why.

What’s the One Thing You Need to Improve This Year?

Do you remember the scene in the movie City Slickers in which Jack Palance, who plays the old cowboy, asks Billy Crystal, “Do you know what the secret of life is?” The latest blog from the AB Advisor Institute explores the one thing that can transform your new business outreach.

It’s 2021: What’s Ahead?

Now’s the time to put the challenges of 2020 behind us and start the new year with a fresh perspective. While we can’t predict the future, we can break away from old behaviors and be intentional about our choices in the new year.

Why Should We Remember the Year of the Missing Toilet Paper?

The events of 2020 remind us that life is complicated and fragile and that being prepared really does matter. Could this inspire you to become a character of great significance in the lives of your clients because of how you comfort, lead and inspire them?

The Pandemic Hits the Housing Market. What Can Advisors Do?

People are fleeing the cities and re-envisioning their lifestyles. Why are advisors neglecting the opportunities to fully engage with their clients during this lifestyle shift? A robust Standard of Care can help ensure that you provide clients with the services they need in today’s environment.

What’s the Difference Between a Good Advisor and a Great One?

Years ago, long before I started consulting in financial services, I completed a rotation as a clinical chaplain as part of my theological training. I worked at a large trauma center in suburban New Jersey, and my main assignments were the intensive care unit, the cardiac care unit and the emergency room. As you might imagine, it was a very impactful learning experience.

Webcast Replay: Managing A High-Performance Team In A Virtual Environment

Ken Haman, from the AB Advisor Institute, provides helpful insights for advisors who find themselves leading virtual teams this year.

Advice for Advisors: Why an Ounce of Prevention Is Worth 300,000,000 Doses of Cure

Why is it hard to get clients to take preventative action to protect themselves from real and measurable risks?

Why Does March Feel So Long Ago?

Eight months into the pandemic, most of us feel burned out, tired and frustrated. Here are three insights from the behavioral sciences that will help you stay focused, redefine your business and be successful.

Want to Rock That Video Call?

Videoconferencing is becoming routine, mundane and overused. Here are tips for looking and sounding your best on a video call so that your audience stays engaged and you can rock that call.

How to “Keep Your Close On”

The best reason to conduct a virtual meeting is to motivate some kind of action. This means that a well-managed meeting is always moving toward a clear and specific close. There are six steps to a meeting’s flow that will help you “keep your close on.”

Do You Wonder Why No One Returns Your Calls?

Are you making tons of phone calls and leaving multiple messages, but getting no calls in return? If so, it’s time to develop a new approach to leaving a voice mail. These five steps will stimulate a higher level of response.

Is It Instagrammable?

Unless you’ve been living in a cave, you’re aware that social media is flooded with brief visual encounters. Even before COVID-19, Instagram caused a shift toward visual communication and away from words alone. There’s a reason for this and learning it will help make your virtual meetings more impactful.

Are You Sick of COVID-19? Then Here’s What to Do

Cut off from meeting in person. Reliant on videoconferencing. Trying to stay interesting and relevant. Advisors are searching for ways to be useful to clients and prospects. Here are four techniques that can help.

How to Stop Your Virtual Meetings from Stinking

One painful reality of working during the COVID-19 pandemic is that we’re developing virtual meeting fatigue. Here are six questions to consider as you prepare for a virtual meeting.

Mastering the Virtual Practice: Virtual vs. Face-to-Face Meetings

Virtual meetings significantly reduce the role of social instincts, and attendees often feel the freedom to multitask or disengage. However, by taking a proactive approach, you can keep virtual meetings on track.

Mastering the Virtual Practice: The Virtual Client Advisory Board

COVID-19 makes it hard to deliver a “high-touch” client experience. Because the emotional connection is critical for maintaining client satisfaction, we must develop new ways of interacting. The AB Advisor Institute recommends a different approach to engaging clients: a virtual advisory board.

Mastering the Virtual Practice: 10 Reasons Why Virtual Meetings Are Harder

Virtual meetings are inherently different from face-to-face encounters, largely because they eliminate many of the social obligations that deeply influence interpersonal behaviors. Experience with conducting virtual meetings in a variety of contexts has revealed that they are typically harder to manage than live meetings.

Mastering the Virtual Practice: Why Advisors Will Prefer Virtual Meetings

The new normal—working from home and curtailed travel—is painful for extroverts. Conducting virtual meetings using videoconferencing makes people seem less real, and extroverts crave the physical presence of others. While you may prefer to be face-to-face with your clients, this blog may convince you of the benefits of virtual meetings.

Mastering the Virtual Practice: Prospecting Remotely

The COVID-19 pandemic has significantly impacted an advisor’s ability to prospect for new business. But with turbulent markets, clients may be willing to consider a new financial relationship. Recognize this opportunity and offer an immediate, problem-solving approach: the Financial Uncertainty Preparedness Checklist.

Mastering the Virtual Practice: Why Your Clients Will Prefer Virtual Meetings

The term “new normal” now widely applies to everyone’s lives. One facet is attending virtual meetings. It’s our view that web-based conversations are here to stay because they are better than live interactions. Here is a list of 10 reasons why your clients prefer virtual meetings.

The Compassion Paradox

As the COVID-19 crisis and the challenge of the economic recovery process continue, it’s critical to understand how to care about our clients without caring too much. Don’t risk your own well-being and become unable to help those who need you.

Decisions, Fast and Slow

Many human decisions are driven by impulses known as heuristics, such as the simple-and-familiar bias. When mental energy is depleted, as during a crisis, advisors may employ this bias to select investment solutions that are easy to explain (simple) and that they’ve used before (familiar).

Of Hawks and Doves—and Why Neither Is Right

As an advisor, you have protective instincts, so COVID-19 is likely to activate your emotions and push your thinking toward extremes. Your brain is probably searching the world for dangers and building a decidedly negative worldview. Psychologists call this catastrophizing: seeing the future in a negative light. This reduces your ability to sort available information.

Conducting Effective Client Reviews in Volatile Markets

A client review meeting during a market downturn may be the most important touch point an advisor has with a client. Get tips from Ken Haman, Managing Director of the AB Advisor Institute, about how to approach a client review in the current environment.

The One Question That Will Help You the Most Today

The COVID-19 pandemic has focused our attention and will likely do so for weeks to come. But taking a longer view and placing the current crisis in context, we can - and should - find reasons for hope amid the crisis.

Advice for Advisors: Stop Beating Yourself Up!

There are few things more painful for human beings than feeling uncertain and helpless. Unfortunately, that’s our daily experience now and most likely for a number of weeks. While you can’t undo the past, you can control how you and your clients react to it.

Advice for Advisors While Working from Home

Working from home is the new normal for most of us these days. Are you taking mindful action to take advantage of opportunities presented by today’s environment?

Advice for Advisors When Things Seem to Be Falling Apart

For financial advisors, the actions you take and the words you share with clients during this unfolding pandemic will likely determine the trajectory of your business over the next few years. See our advice for advisors to help you through the crisis.

When Bad News Becomes a Good Thing

Client impulsivity and action, simply for the sake of action, are not good when it comes to making investment decisions. However, in times of panic, a prudent advisor can step in, organize a family’s financial affairs, deliver reassurance and be a calming presence while completing tasks that may have been neglected.

Remembering Walter Cronkite

Television remains one of the most influential distributors of information and ideas, yet the majority of Americans distrust the reports they get from TV. This distrust may stem from the fact that there is a lot of fear in the news today. How can advisors help clients make sense of the news and help them get back on rational footing?

Where Did All the Toilet Paper Go?

For client-facing financial advisors, understanding how to manage client emotions during volatility is critically important if you want to help them cope with the current situation.

How to Manage Client Conversations in Volatile Markets

Market fears are activating investors’ fight-or-flight instincts. These feelings can lead to highly irrational behaviors. Here are some techniques for speaking to clients during these volatile times.

Webcast Replays

Find more resources from AllianceBernstein Advisor Institute.

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