Mastering Client Conversations: Introducing Alternative Investments with Confidence – AllianceBernstein – 11.13.25

Summary:

New Ideas Require Novel Conversations

Fear of change can trigger strong emotions in clients, especially late adopters. While clients may not react negatively to better approaches, it’s essential to refine how we introduce new investment opportunities. Today’s investors are more curious yet cautious than ever, and as interest in Alternatives and asset-based investments rises, advisors must present new ideas in a way that feels both exciting and trustworthy.

Join Brian Resnick, AB’s Alternatives Investment Specialist, and Ken Haman, Managing Director of AB’s Advisor Institute, for a discussion on transforming client hesitation into action. Other topics will include:

• Exploring effective methods for introducing a new approach to an existing client—knowing that their investment needs evolve over time
• Examining the growing demand for Alternatives and asset-based strategies
• Framing a compelling way to initiate conversations by leveraging the client’s journey from past experiences to future opportunities.
• Walking through several steps to script the conversation and how to address resistance

Accepted for 1 CFP / IWI / CFA CE Credit

Speakers:

Brian Resnick is a Director and Senior Investment Strategist for Alternatives. Prior to joining AB, he was a vice president and account manager at PIMCO, where he worked closely with financial intermediaries serving the private wealth marketplace. Previously, Resnick was a director of institutional services at Lord Abbett, working with institutional investment consultants, foundations and sub-advised funds-of-funds. He has been an investment professional since 2004. Resnick holds a BS in economics from Carnegie Mellon University and an MS in financial engineering from Baruch College, and is a CFA charterholder.

Kenneth Haman is the Managing Director of the AB Advisor Institute (AB AI). AB AI provides insights from the behavioral sciences, including behavioral finance, to client-facing financial advisors to improve their marketing outreach and relationship-building efforts with investors. Haman began his current role at AB in 2005. Prior to this, he managed a psychotherapy practice in the Washington, DC market for 20 years. 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.