76: Emotionally-Compelling Conversations To Fast-Track Trust And Likability with Deirdre Van Nest
We all know that human beings buy on emotion and justify with logic.
Yet, when meeting with a prospect, the majority of advisors default to leading with logic rather than emotion.
The success of your prospect meeting hinges on your ability to communicate in a way that takes them out of their heads and into their hearts.
Once you do that, you can create a level of trust in 3 minutes that often takes 3 years.
Fortunately, Deirdre Van Nest works with advisors on the keys to communicating in an emotionally-compelling way to fast-track trust and likability in the first meeting.
Here’s what you’ll learn:
- Keys to making yourself relatable in a first meeting
- Why the purpose of a prospect meeting shouldn’t be determining fit
- A superpower to get prospects to decide faster
- Getting someone to open up by “flipping the script”
- The importance of a “Why” story to explain what you do
- The magical question to ask at the beginning of the meeting
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Resources:
- The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals
Connect with Brendan Frazier:
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