HeyJaredSecrets of Successful Advisors℠ with Ken Haman
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.
- Indexed episodes, last 90 days
- 6
- Latest publication
- Sep 8, 2026
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- Earliest in this view
- Jul 14, 2026
Latest episodes
How to Stop FOMO Before It Stops Your Advice (opens the original)
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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
How to Reset Your Discount Reflex So You Can Set Your Price with Confidence (opens the original)
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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
Why Rainmaking Isn't a Personality Type: The 10 Behaviors That Change Everything – Part 2 (opens the original)
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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 road
The Coming Inheritance Shock—and the Advisors Who Will Be Ready (opens the original)
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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 le
Segmentation Reinvented: The Different Way of Thinking Top Advisors Use (opens the original)
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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
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