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: 

• RFG Advisory
• LinkedIn: Brendan Frazier
• X:@jbrendanfrazier