Ep 250: Connecting Better with Prospects By Sharing Stories Instead of Expertise with Deirdre Van Nest
Financial Advisor Success
Michael Kitces
4.8 • 696 Ratings
🗓️ 12 October 2021
⏱️ 90 minutes
🧾️ Download transcript
Summary
Deirdre Van Nest is the founder of Crazy Good Talks, a communication coaching firm that helps financial advisors become better communicators in order to help their clients and prospects take the next desired step. She has developed a very unique process that teaches advisors how to use foundational stories to make deeper connections with those they are trying to connect with.
Listen in as we dive into why Deirdre believes that every financial advisor has the potential to be an emotionally compelling and highly effective communicator, even if communication is not one of their strong suits, and how she helps advisors to become the best communicators possible. We also discuss why Deirdre believes that advisors who know that the services they are offering are changing the lives of the people they work with have an obligation to learn how to be as persuasive, inspiring, and compelling as possible.
For show notes and more visit: https://www.kitces.com/250
Transcript
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| 0:00.0 | Welcome to the Financial Advisor Success Podcast, where you go behind the scenes with financial planner, speaker and consultant Michael Kitsas, to hear stories of how leading financial advisors navigated the inevitable challenges that arise on the path to success and get insight from leading industry consultants about how to break through to the |
| 0:22.0 | next level in your advisory business. And now here's your host, Michael Kitsas. Welcome, everyone. |
| 0:28.4 | Welcome to the 250th episode of the Financial Advisor's Success podcast. My guest on today's podcast is |
| 0:34.5 | Deidre Van Ness. Deidre is the founder of Crazy Good Talks, a communication coaching firm that helps advisors be |
| 0:40.8 | better communicators in both private and public settings in order to help their clients |
| 0:45.3 | and prospects actually take that next step. |
| 0:48.4 | What's unique about Deidra, though, is that she has developed a very specific process |
| 0:52.5 | that she uses to teach advisors how to employ |
| 0:55.0 | a range of foundational stories that in turn lets them make that deeper connection with those |
| 1:00.0 | they're trying to reach and connect with. In this episode, we talk in depth about why Deidreck |
| 1:05.3 | feels that it's less important for advisors to worry about whether or not their people |
| 1:08.7 | are communicating with get why they're saying, and how it's far more important to focus on making the emotional connection instead. |
| 1:15.1 | How Deidre teaches financial advisors to take the technical body of content that every advisor has |
| 1:19.9 | access to and present it in a way that prospects will be more inclined to take an action on. |
| 1:24.9 | And why Deidre feels that every financial advisor can learn to be a highly |
| 1:28.2 | effective and emotionally compelling communicator, even for advisors for whom public communication |
| 1:33.3 | doesn't come naturally. We also talk about the key question that Deidre recommends advisors should |
| 1:38.8 | ask in the first 30 minutes of a prospect meeting in order to get, as she puts it, into their |
| 1:43.1 | hearts instead of their heads. |
| 1:44.9 | Why, after asking the question, advisors should avoid showing prospects how they can solve whatever |
| 1:49.8 | issue the prospect is dealing with and instead just use the opportunity to create empathy |
| 1:53.5 | by sharing one of their own foundational why, desire, or teaching stories. |
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