Effective communication is a cornerstone of successful financial advising, and mastering the art of follow-up questions is crucial for deepening client relationships and improving service delivery. This event focuses on enhancing the conversational skills of financial advisers, particularly in the art of asking follow-up questions. Participants will learn how to use these questions to build rapport, gather comprehensive client data, and navigate various financial planning scenarios, this is particularly important in the early stages of new client relationships. Through interactive sessions, advisers will gain insights into why asking the right follow-up questions not only improves data collection but also client satisfaction and trust.
Event Highlights:
Understanding Brain Responses to Follow-up Questions: Explore the psychological impacts of follow-up questions and how they influence client-adviser interactions.
Defining the "True" Follow-Up Question: Learn to distinguish genuine follow-up questions from those with hidden agendas, focusing on pure information gathering from the client's perspective.
Linking Effective Follow-Up with Active Listening: Analyse how responsive questioning correlates with active listening skills to enhance client communication.
Structures and Strategies for Follow-Up Questions: Review various formats and techniques for crafting follow-up questions that lead to deeper insights and more meaningful conversations.
Tailoring Questions to Different Financial Planning Meetings: Discover how to adjust follow-up questions according to the type of financial planning meeting, whether it's an introductory session, a discovery meeting, or a plan presentation, to maximize rapport and trust-building.
We hope you can join us!
Dr. Meghaan Lurtz
.jpg)
Meghaan Lurtz, Ph.D., FBS™ is a leading global expert on the psychology of financial planning. She is head of Learning and Development at Shaping Wealth, a continuing education and corporate training platform for financial professionals specializing in the psychology of financial planning and emotional intelligence.
A dedicated educator, she is a Professor of Practice at Kansas State University, teaching in the Advanced Financial Planning and Financial Therapy Certificate programs. She is also a lecturer at Columbia University, where she teaches Financial Psychology. She currently serves on multiple financial technology boards bringing together finances and mental health. She is an active researcher, writer, and an ongoing contributor to the Kitces.com platform, where she writes about the intersection of money, advice, and wellbeing.
Meghaan's research interests vary, as she studies both financial planning practitioners as well as financial planning and financial therapy practices and interventions. Her research and expertise have been featured in Journal of Financial Planning, Journal of Consumer Affairs, Financial Planning Review, Wall Street Journal, BBC, Million Dollar Roundtable, and New York Magazine. She has also contributed chapters to the CFP Board’s textbook, Client Psychology. Meghaan is a past President and current board member for the Financial Therapy Association and the Financial Psychology Institute Europe.
This webinar will be delivered online via zoom.
Once you have registered, the access link will be automatically shared with you by email. (Please note this link will be emailed to the email address noted on your LIA account)