Here’s a question for you:
On a scale of 1-10, how confident are you that your screening process will yield conversations with prospects who are a good fit AND ready to take action?
If you answered anything less than an 8, you’re in good company.
Most advisors spend way too much time meeting with prospects only to find out they aren’t a good fit.
Fortunately, Meghaan Lurtz has researched and written about this process. In this episode, she reveals the steps to build a screening process that brings in prospects who are the right fit and ready to take action. (While also changing the trajectory of trust for the entire relationship!)
What You’ll Learn:
- The best questions to ask in a screening process
- Why 80% of prospects aren’t ready for your advice
- What’s going on in the prospect’s mind before your meeting
- How long do prospects wait before actually contacting an advisor
- A question you should ask all prospects (but almost no one does)
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Resources:
Connect with Brendan Frazier:
Connect with Dr. Meghaan Lurtz:
About Our Guest:
Dr. Meghaan Lurtz is a leading global expert on the psychology of financial planning and a Partner at Shaping Wealth. 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 serves on multiple financial technology boards, bringing together finances and mental health. She is an active researcher, writer, and ongoing contributor to the Kitces platform, writing about the intersection of money, advice, and well-being.
Meghaan has finished her Ph.D. in Personal Financial Planning at Kansas State University. Meghaan is a past President of the Financial Therapy Association.
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The Human Side of Money