Turning Panic into Trust with Dr. Lurtz

When markets are volatile, your clients look to you for clarity—but before they can truly hear your technical advice, they may need something deeper: to feel emotionally steady and heard. In this episode, Dr. Meghaan Lurtz, behavioral scientist and partner at Shaping Wealth, joins host Cary Sinnett to explore the power of a question-led approach for CPA financial planners.

You’ll learn how leading with well-timed questions—not immediate answers—can reduce client panic, build trust, and actually enhance the effectiveness of your financial guidance.

💡 Key Takeaways for CPA Financial Planners:

• Why Questions Matter First: Jumping straight to solutions can trigger resistance. Asking grounding questions reduces panic and restores agency.
• Think Like a 911 Dispatcher: Just like emergency responders, planners can help clients regain control by starting with calm, relevant questions.
• Examples That Work: Dr. Lurtz shares specific questions that uncover what’s really driving client fear—and how to tie responses back to values and long-term goals.
• From Emotion to Action: How to transition from emotional support to technical advice without losing momentum or empathy.

🛠️ Tools & Resources:

• ✅ Download Dr. Lurtz’s Question-led Approach Handout
• ✅ How emotions affect financial decisions

This episode is brought to you by the AICPA’s Personal Financial Planning Section, the premier provider of information, tools, advocacy, and guidance for professionals who specialize in providing tax, estate, retirement, risk management and investment planning advice. Also, by the CPA/PFS credential program, which allows CPAs to demonstrate competence and confidence in providing these services to their clients. Visit us online to join our community, gain access to valuable member-only benefits or learn about our PFP certificate program.

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