Bridging the Knowledge Gap: Why Clients Don’t Appreciate Your Expertise (and What You Can Do About it).

Date: Wednesday, April 21, 2021
Time: 8:30am - 10:00am
Location: Zoom
Speaker: Kenneth Haman

Estate Planning Council of Suffolk County is inviting you to a scheduled Zoom meeting.


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Meeting ID: 929 9113 6943

Passcode: 114776


Bridging the Knowledge Gap:  Why Clients Don’t Appreciate Your Expertise (and What You Can Do About it).


Attorneys, CPAs and Financial Advisors spend years mastering their craft, elevating themselves as professional experts and establishing their consulting practices to select clientele.  Experience working with professional advisors for the past 30 years has revealed that, as clients become more successful they can become less able to appreciate and value the services of professional experts.  Even those clients who engage a professional may have trouble following through on their side of the engagement.   Research from the Behavioral Sciences has revealed a key reason why:  clients struggle to understand and value the expertise of their experts because the very complexities of life that require expertise also activate built-in cognitive vulnerabilities.  


In this fast-paced, conversational presentation, Ken Haman will share insights from over 30 years of consulting with professionals on client relationship management.  Ken is the Managing Director of AllianceBernstein’s Advisor Institute, founded almost 20 years ago to distill insights from the Behavioral Sciences into actionable strategies for business professionals.  Ken’s education background includes a BS degree in Business Administration and graduate degrees in Theology and Counseling Psychology.  Before joining AllianceBernstein he had a practice in psychotherapy in the Washington DC area and a consulting practice to executives and business leaders in the mid-Atlantic states.  Today Ken is a national speaker for AllianceBernstein, a consultant to top financial advisors and key leaders in AB’s partner firms and the lead developer of the Advisor Institute curriculum.

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