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Founding Strategic Advisor

Meghaan Lurtz

Meghaan R. Lurtz, is a Senior Research Associate at Kitces.com. In addition to her work on the site, Meghaan teaches at multiple universities. Meghaan has finished her Ph.D. in Personal Financial Planning at Kansas State University. Meghaan is a past President of the Financial Therapy Association. Working with Financial Planners Meghaan saw the need to bring client-focused psychology into the planning process. An experienced business advisor, from her background in I/O Psychology, she combines her love of people and pro-active mentoring with specialized financial support and literacy to change lives and lifestyles for the better.

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Contributor Brief·Meghaan Lurtz · 1 article
Updated Sep 7, 2023

Build client confidence through questions, not answers, in downturns

Lurtz argues that financial advisors during economic uncertainty should prioritize building client self-efficacy—the belief that clients can manage their own financial outcomes—rather than rushing to prescriptive solutions. This psychological shift from reassurance to empowerment creates lasting behavioral resilience that outlasts market conditions.

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article provided; insufficient data for quantitative analysis

“Thoughtful questioning builds confidence more durably than immediate reassurance during financial stress.”

With a Wallet-Tightening Economy, Financial Advisors Can Assuage Clients' Fears By Promoting Self-Efficacy

Core advisor intervention approaches for overwhelmed clients (evidence strength)

Guided questioning to surface client agency9
Immediate solution provision and reassurance4
Educational framing of volatility as normal7

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45%Guided questioning
Guided questioning to surface client agency
Immediate solution provision and reassurance
Educational framing of volatility as normal

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“Article does not contain additional distinct quote; single source limits extraction.”

Themes:Client self-efficacy over advisory reassurancePsychological resilience through questioning frameworksEconomic volatility as confidence-building opportunity

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