Kenneth Haman

Learn why discounting can harm your reputation as an advisor and discover strategies to build trust and confidence with clients.

In social settings with prospective clients, use a “Say more” strategy, and follow the ABCs of introducing yourself: Always Be Curious. Together, these simple tools are a great way to make an impact in a short time.

Instead of dreading volatile markets, the savvy advisor understands that during these times, her professional skill is most valuable and she can fulfill the vital role that she was hired to accomplish.

When a work environment creates constant stress that is either difficult or impossible to manage, many people suffer from burnout. Let’s look at how to recognize and avoid this debilitating sensation.

Anchoring is a heuristic—a mental “shortcut”—in which people subconsciously use irrelevant information to make decisions. Understanding this heuristic allows an advisor to educate clients about how to handle new financial experiences.

The number of objects that an average person can hold in short-term memory is between five and nine. This is why savvy financial advisors use checklists to remember all of the important issues in clients’ financial lives and to prepare for annual reviews.

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.

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.

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.

Advisors are talking about the difficulty of working with distressed clients. Some think it's a tough time, but not as rough as the Global Financial Crisis.

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

Dr. Daniel Kahneman’s research is a powerful tool for working more effectively with clients. One important insight explains why people react emotionally to a loss rather than rationally. Kahneman calls this loss aversion, and all advisors should understand its implications.

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.

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.

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.

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?

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.

Many advisors haven't thought strategically about how to discuss performance with clients. We celebrate when portfolios outperform, but when relative performance is negative, we're unsure what to do. Should we focus on the past periods of good performance? Do we try to look forward or point out other services we offer?