10: Meghaan Lurtz | Improving Client Behavior By Bridging the Gap Between Your Current and Future Self

Meghaan Lurtz (Twitter and LinkedIn) is a Senior Research Associate for Kitces.com, where she researches and writes on virtually everything that falls under the realm of the human side of money. She’s also involved with colleges and universities across the country in their financial planning programs and has her Ph.D. in Personal Financial Planning from Kansas State University. One of her areas of expertise also happens to be one of the most underutilized, under-appreciated and most effective tools for improving behavior and igniting behavior change with clients or prospective clients. The ability to help someone bridge the gap between their current and future self. Once you know the tools, ideas, and methods to do so, you’ll watch clients and prospects seamlessly move through the process in a way you never imagined possible. In this episode, we discuss: The research behind why saving for our future selves is like saving for a stranger The signals to look for and ways to determine whether someone needs help bridging the gap between their current and future self Questions to ask a client or prospect (and when to ask them) to help them clearly define and vividly describe their future Five practical and specific ways to bridge the gap with someone that Meghaan has seen work effectively with clients Three reasons why we tend to prioritize our current self to the detriment of our future self For more information and resources discussed in this episode, visit: www.wiredplanning.com/episode10 To join a community of like-minded advisors and planners around the world looking for top-notch insights and information on how to leverage behavior, psychology, communication, and emotion to master the human side of money, visit Wired Planning. Follow Brendan: Twitter LinkedIn