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 To sign up for Brendan’s monthly newsletter focused on the human side of advice → Click Here 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:  RFG Advisory LinkedIn: Brendan Frazier X:@jbrendanfrazier