Visionary Advisor
Visionary Advisor
Podcast Description
Welcome to Visionary Advisor, the podcast for forward-thinking wealth advisors who recognize that wealth management is evolving rapidly. The strategies that worked five years ago won’t be enough five years from now.This podcast is for advisors who want to stand out from the competition, win more HNW and UHNW clients, and grow both personally and professionally. Join us as we invite some of the most influential minds in the industry to share the ideas they believe advisors should be exploring and putting into practice.I'm your host, Alex Kirby, founder of Total Family. Welcome to Visionary Advisor.
Podcast Insights
Content Themes
The podcast emphasizes the future of wealth advising with topics such as generational wealth transfer, emotional intelligence in client relations, and the significance of well-being in wealth management, highlighted by episodes like Wealth as Well-Being with James E. Hughes, which explores the influential Five Forms of Family Capital.
Welcome to Visionary Advisor, the podcast for forward-thinking wealth advisors who recognize that wealth management is evolving rapidly. The strategies that worked five years ago won’t be enough five years from now.
This podcast is for advisors who want to stand out from the competition, win more HNW and UHNW clients, and grow both personally and professionally. Join us as we invite some of the most influential minds in the industry to share the ideas they believe advisors should be exploring and putting into practice.
I’m your host, Alex Kirby, founder of Total Family. Welcome to Visionary Advisor.
Ultra-high-net-worth (UHNW) clients are not just managing assets — they’re navigating identity shifts, power transitions, and emotional complexity that challenge even the most seasoned advisors.
In this episode, Ken Haman, Managing Director of the AllianceBernstein Advisor Institute (AB AI), shares insights from his white paper, The Emotional Journey of the Ultra-High-Net-Worth Client. He explores the psychological and emotional transitions that shape a client’s evolution — from wealth builder to legacy steward.
Ken explains why many advisors lose relevance during moments of change — especially when a client’s most important question becomes: “What am I missing?” He challenges advisors to see these transitions not as threats, but as opportunities to shift from simply providing answers to truly offering insight.
For advisors looking to elevate their value, deepen trust, and guide clients through complexity, this conversation delivers a powerful framework to rethink how you serve.
What You’ll Learn in This Episode
- Why planning and performance alone aren’t enough to retain UHNW clients
- The moments when clients feel emotionally unanchored—and what they need from you
- How to shift your role from technician to guide during liquidity events and life transitions
- The critical difference between offering insight and offering advice
- What to listen for when clients talk about uncertainty, control, and the future
Notable Quotes from Ken Haman
- “The job to be done is always tied to the client’s point of need.”
- “Portfolios will be built by machines. Advisors need to focus on what the machines can’t do.”
- “Your business model should reflect who you want to serve—not just what you want to sell.”
Learn More from Ken Haman
To explore more of Ken’s thinking, subscribe to his podcast: Secrets of Successful Advisors.
Visit the AB Advisor Institute to access more tools, articles, and frameworks.
Read the full white paper discussed in this episode, The Emotional Journey of the UHNW Client.
Stay Connected with Visionary Advisor
We believe wealth is well-being. Subscribe to the Visionary Advisor Newsletter for practical tools and ideas to serve families across generations.
Explore more at totalfamily.io | Follow us on LinkedIn | Watch episode clips on YouTube
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