Podcasts

Wealth-management checklists help uniquely successful families understand the complexity of their wealth and allow advisors to keep track of a complicated number of deliverables. Scott and Ken explore how to use wealth-management checklists to engage new or prospective clients.

With the accumulation of wealth comes an increasing number of decisions that have potentially serious consequences. In this podcast, Scott and Ken show how checklists help clients understand their new, complicated situation and how the right list assists decision-making.

Many advisors are inhibited about their new business acquisition efforts because of a fear of rejection. In this podcast, Scott and Ken share their experiences of helping advisors find the courage to engage more directly with prospects.

Meeting with CPAs, attorneys and other professional centers of influence (COIs) is an efficient method of building a pipeline of prospective clients. Here, Scott and Ken consider how "the offer" creates more impact when meeting a potential referral advocate.

Many advisors are reluctant to think about retiring; some are deeply resistant. In this podcast, Scott and Ken explore this ambivalence about retiring and discuss how two parts of the brain impact the way advisors think about exiting the business.

Research from behavioral finance has revealed a stunning number of decision-making vulnerabilities that make it challenging for investors to successfully navigate capital markets. Hundreds of these heuristics have been discovered over the past few decades, and many are common behaviors that advisors see in clients every day. But advisors are people, too, and they are just as vulnerable to decision-making biases as clients.

As the saying goes, "Failure to plan is a plan to fail." And with global markets down significantly, many financial advisors are unprepared for the declining revenues that come from a reduced asset base or unexpected client attrition. However, an advisor "Go Bag"-specific, tangible resources to help your practice and clients-can make a big difference in this environment. AllianceBernstein Advisor Institute's, Ken Haman discusses how the brain naturally separates thoughtful preparation from motivated execution, why advisors often avoid preparing for challenging times, and more.

Wealthy families often face significant decisions about the ultimate dispensation of their wealth. Here, Scott and Ken show how an advanced financial planning tool can create a gifting capacity analysis to help families answer the question "How much can I afford to give?"

It's surprisingly difficult for newly wealthy clients to trust their existing advisor. Here, Scott and Ken explore the psychological challenges that people face when they achieve a higher level of wealth. They discuss why it is hard to surrender complete control of your financial destiny.

Research has revealed that the human brain struggles to cope with complexity. Here, Ken and Scott discuss the latest information on narrow framing, how to help clients manage complexity and the challenges that advisors face when managing their own complicated businesses.

In a holistic wealth-management business model, the quality of the advisor-client relationship increases. Additionally, the relationship's focus shifts away from asset management toward wealth-management challenges. Here, Scott and Ken explain how to design client experiences that build stronger relationships.

As advisors transition from asset managers to holistic wealth advisors, their assumptions about client reviews must change to reflect a different business model. Here, Scott and Ken explore how to structure a review meeting that focuses on clients, not their investments.

For nearly 4 decades financial advisors have benefited from the growing number of insights developed by Behavioral Economics. Emerging ideas such as "loss aversion" and "availability bias" have become common ideas that inform the way advisors work with clients. In this fast-paced podcast, the Advisor Institute explores how the emotional impact of losses during volatile markets is magnified when those losses are not expected. The program focuses on how advisors can protect their best relationships by helping their clients anticipate negative events before they have happened.

The first six months of 2022 have served as a stark reminder that market outlooks can quickly shift. Advisors who want to retain business must now prepare clients for the possibility of greater volatility, abiding inflation and muted returns. Clients have many reasons to be skeptical of change and financial advisors (FAs) who don't have these conversations now risk having painful discussions with disappointed investors. AllianceBernstein Advisor Institute's, Ken Haman discusses key insights about human decision-making and research in behavioral finance to look at the practical challenges of managing client trust during uncertain times.

Market headlines in 2022 have been dominated by inflation, tightening monetary policy, ongoing volatility and the Russia-Ukraine conflict. To get ahead of client concerns, financial advisors need to develop creative ways to turn difficult conversations into opportunities to build confidence. A clear and concise presentation on the capital markets can help solidify and restore lost credibility-and trust. Hear from Ken Haman, Managing Director, and Scott Tatum, CIMA, CFP, Director, as they discuss seven steps to organize a compelling capital-markets narrative.

There are few industries more data-driven than financial services, except when it comes to managing teams. Here, Scott and Ken explore the role of goals in managing high-performance teams and the importance of adding different types of goals to a team-management process.

Many advisors build teams to help scale their practice. Although some people feel that team meetings are a waste of time, in reality they are critical. In this podcast, Scott and Ken discuss the value of team meetings and how to use the three-meeting model.