Segmentation Reinvented: The Different Way of Thinking Top Advisors Use

Most advisors segment clients by contact frequency—but that barely scratches the surface. In this episode, discover how wealth level and life stage reveal a richer Standard of Care that clients instantly recognize as expertise. Learn how to map your book of business on a simple X‑Y grid, expand your service model, and show clients you understand their world because you've guided dozens just like them. This episode reframes one of the most overlooked strategic levers in an advisory practice: how you segment your book of business. Ken challenges the narrow, outdated idea that segmentation is just about contact frequency and introduces a richer, more powerful model—the Standard of Care. You'll explore how greater wealth brings a wider range of needs, how life stage shapes the advice clients value most, and how an X‑Y grid can instantly clarify what each client truly requires. Most importantly, you'll see why clients feel more confident and loyal when they know their advisor understands their world and draws on deep experience with people just like them. DISCLAIMER Note to All Readers: The information contained here reflects the views of AllianceBernstein L.P. or its affiliates and sources it believes are reliable as of the date of this podcast. AllianceBernstein L.P. makes no representations or warranties concerning the accuracy of any data. There is no guarantee that any projection, forecast or opinion in this material will be realized. Past performance does not guarantee future results. The views expressed here may change at any time after the date of this podcast. This podcast is for informational purposes only and does not constitute investment advice. AllianceBernstein L.P. does not provide tax, legal or accounting advice. It does not take an investor's personal investment objectives or financial situation into account; investors should discuss their individual circumstances with appropriate professionals before making any decisions. This information should not be construed as sales or marketing material or an offer or solicitation for the purchase or sale of any financial instrument, product or service sponsored by AllianceBernstein or its affiliates.