In an article titled, “Fact, Situation, Feeling – Using The Iceberg Follow-Up Model To Connect With And Motivate Clients”, Meghann Lurtz, PH.D., FBS, introduces a 3-part approach that helps to uncover what’s most important to the client while also developing and deepening the client-advisor relationship. The stages of the model include:
- Fact-finding
- Situational exploration
- Emotional understanding
This approach emphasizes active listening and empathetic inquiry. By guiding clients through a structured exploration of their financial realities, advisors can uncover hidden motivations, address underlying concerns, and chart a course toward financial well-being. If you are an MQ partner, you can use the True Wealth Process to begin your exploration and the Iceberg Follow-Up Model to dive deeper into what you’ve uncovered.