HOWARD COUNTY ESTATE PLANNING COUNCIL

Members are encouraged to invite colleagues to attend and may host a first-time prospective member attendee at no cost.

About the Program: 
Rapport building is pivotal groundwork for a trusting relationship. One sure fire way to build rapport and ultimately trust is by asking follow-up questions. In this presentation, advisors will learn why follow-up questions are so powerful for trust and connection. They will also learn about varied forms of follow-up questions and how to use those forms in the varied financial planning meetings, specifically introduction meetings, discovery meetings, and plan presentations meetings. Utilizing follow-up questions to strategically build rapport and trust in the early stages of a new financial planning engagement.

About the Speaker: 
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. Her 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.