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For almost two decades, financial advisor fees have been under pressure. Factors such as clients expecting discounts, skeptical next-gen clients and anxious competitors willing to do anything to secure a new client make it difficult to set attractive fees. But slashing fees isn’t the answer—it’s time to shift the conversation.
Watch the replay now and hear form ABAI’s Ken Haman as he discussed how to position your value so clients see your worth—without asking for a discount. You’ll also learn how to:
Ken Haman is the Managing Director of the AB Advisor Institute. He joined the firm in 2005 from a private consulting practice to the financial-services industry. In his current position, Haman develops and delivers consulting and training to financial advisors and key leaders at AB's partner firms, specifically in the areas of strategic marketing, effective communication with clients and practice-management strategies. His professional experience includes managing a practice in psychotherapy for 20 years in the Washington, DC, area and a consulting practice to large organizations, financial professionals and senior executives in the Mid-Atlantic states. Haman holds a BA in business administration from Lebanon Valley College; an MDiv from Princeton Theological Seminary; an MAPC from Moravian College; and certifications in clinical hypnosis and neuro-linguistic programing from the American Hypnosis Training Academy.
Scott Tatum is the Director of the AB Advisor Institute, where he provides and helps develop consulting and training for financial advisors and key leaders at AB's partner firms, specifically in the areas of strategic marketing, effective communications with clients, and practice-management strategies. He joined AllianceBernstein in 2008 from MFS Investment Management, where he was a regional vice president. Tatum's three-decade career includes eight years as regional vice president at OppenheimerFunds and seven years as national sales manager at financial services firm HD Vest. He holds a BBA (cum laude) in marketing from the University of North Texas. In addition to being a Certified Financial Planner® professional and a Certified Investment Management Analyst®, Tatum carries NASD Series 7, 24, 53 and 63 licenses.
