Tag Archives: Bill Cates

#77 Using Video to Attract, Engage, and Retain Your Ideal Clients with Katie Braden, CFP®

November 13, 2024Client Experience & Loyalty, Creating Advocates, Education, Finance, Leadership, Marketing, Practice Management, Prospecting, Speaking, Top AdvisorsAuthenticity, Bill Cates, Client Engagement, Client Relationships, Common Mistakes, Financial Advisors, Katie Braden, Market Volatility, One-to-One Videos, Operational Efficiency, Personalized Content, Podcast, Practical Tips, Team Showcase, Top Advisor, Trust-Building, Video MarketingTop Advisor Podcast

Video marketing is a powerful tool for financial advisors to build trust, provide value, and create meaningful connections with clients.

How can you effectively use video to attract clients and maintain strong client relationships?

In this episode, Referral Coach Bill Cates interviews Katie Braden, CFP®, Founder and Chief Video Officer of Advisor Video Marketing, to explore how financial advisors can effectively use video to attract new clients and strengthen current client relationships.

By listening to this episode, you’ll learn actionable strategies and best practices for integrating video into your marketing and client engagement efforts, drawing from real-world examples and expert advice from Katie.

Bill and Katie discuss:

Different ways advisors can use video to enhance client experience and drive business growth
Overcoming common fears and obstacles in creating authentic and effective video content
Practical tips for setting up and optimizing your video environment for professional quality
Specific case studies showcasing how top-performing advisors are successfully using video to build trust and deepen client relationships
…And more!

Resources:

Connect With Bill Cates:

Connect With Katie Braden CFP®:

About Katie Braden:

With 18 years in financial services, Katie Braden turned her passion for helping the industry evolve into Advisor Video Marketing. Her mission? To make video marketing accessible and enjoyable for financial advisors. She’s not just another consultant; she’s a pioneer who started one of the first virtual, fee-only financial planning firms. Katie has also consulted for financial professionals in over 35 countries.

She obtained her degree in photography from RMIT University in Melbourne, Australia, before returning to the U.S. and joining her mother’s RIA in 2006. Her credentials include being a CFP® professional, an InvestmentNews 40 Under 40 alum, and ongoing service on the CFP Board’s Women’s Initiative (WIN) Council. Through her workshops and services, she’s here to help you use video to improve your client experience and expand your reach.

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Episode #68 Crafting Your Origin Story to Build Trust and Finding Your Niche Market with Dan Brothers, CFP®

July 10, 2024Education, Finance, Leadership, Marketing, Prospecting, Speaking, Top Advisors#Coaching, Accumulators, Asset Management, Authenticity, Bill Cates, Business Growth, Business Partnership, Client Acquisition, Client Experience & Loyalty, Client Relationships, Client-Centered Why Story, COI's, Communicating Your Value, Creating Advocates, Financial Advisors, Financial Planning, Future Goals, Ideal Clients, Industry Insights, International Work, Language Of Referrals, Leadership, Life Balance, Long-Term Vision, Market Segment, Marketing, Marketing Message, Niche Market, Personal Connection, Personal Stories, Philanthropy, Podcast, Practice Management, Professional Development, Prospecting, Radical Relevance, Rapport, Referral Coach, Referrals & Introductions, Retirement, Social Media, Specialization, Target Marketing, Top Advisor, Trusttopadvisorpodcast

Do you have an “origin story”? Are you using it to attract more Right-Fit Clients™ and become more referable?

Have you figured out how to find your niche market – specifically one that’s clearly defined and profitable? Have you moved away from prospecting to attracting people to you?

In this episode of Top Advisor Podcast, host Bill Cates interviews financial advisor Dan Brothers, CFP®, who shares his insights on using his origin story to build rapport and trust with clients. Dan also reveals his strategy for selecting and focusing on a clear target market, that has propelled him to the top echelon among his peers.

Bill & Dan discuss:

Utilizing your “Origin Story” to connect with clients and prospects on a personal level
The importance of being genuine and authentic in how you communicate your value to prospects and clients.
Factors to consider when trying to figure out how to find your niche market in financial advisory.
His decision to focus on a niche market of individuals nearing retirement and the subsequent choice of a second niche to focus on asset accumulation.
The role of his wife, Ashley Brothers, in defining her own niche with blue-collar-millionaires.
…And so much more!

Resources:

Connect With Bill Cates:

Connect With Dan Brothers:

About Dan Brothers, CFP®:

Originally from Wappinger Falls, NY, Dan Brothers began his career in 2009. After seeing firsthand what can happen to families after catastrophic loss, Dan joined became an advisor to ensure he would be able to do everything in his power to help individuals and families prepare for what lies ahead.

Dan has built his practice in the North Shore of Boston over the last decade plus. The practice is focused on individuals and families within 5 years of their desired retirement goals.

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Episode #60 The Biggest Mistake Clients & Advisors Make in Life Expectancy Planning with Mark Pace, CLU, RHU, ChFC

March 13, 2024Education, Finance, Leadership, Marketing, Prospecting, Speaking, Top AdvisorsAssets Under Management, Belief-Modifying Tools, Bill Cates, Careers, Case Studies, Engaged Clients, Financial Advisors, Financial Planners, Health, Life Expectancy, Longevity Planning, Mark Pace, Mindset Tools, Podcast, Real-World Data, Referrals, Relationships, Retirement, Retirement Planning, Social and Economic Issues, Super Centenarians, Top Advisor, Trust, Vital Line System, Vital Longevity Institute, Wealthtopadvisorpodcast

According to actuaries, you and your clients are underestimating how long you are going to live.

Therefore, most people don’t plan properly, and most financial advisors aren’t even aware of this.

This interview with Marc Pace – Founder of the Vital Longevity Institute – has two parts:

Part 1 – Why most people (advisors included) underestimate their life expectancy, and how you can use this new awareness to better serve your clients.
Part 2 – How you can use this new knowledge to grow your business.

Mark and Bill discuss:

The history of the origins of retirement and what that means to you and your clients.
A story of a nine-year-old running the wrong race serves as a metaphor for how most people have the wrong goals and expectations in life (and financial planning).
The unique traits and habits of individuals who live to be 105 years or older.
How the act of seeking and striving, as well as a sense of purpose, can extend the years of your life and the life of your years.
The adjustments you’ll want to make in how you approach planning.
The Vital Line program for financial planners, which includes coaching and consulting services to help them change their perception of aging.
CASE STUDY: How belief-modifying techniques, like the “Possibilities Explosion” tool, significantly boosted a financial advisor’s seminar success.
…And more!

Resources:

Connect With Bill Cates:

Connect With Mark Pace:

About Mark Pace:

As founder of The Vital Longevity Institute and creator of the Vitalign System and the Complete Wealth Planning System, Mark Pace has exposed once and for all the deeply held yet false and ruinous beliefs holding everyone back. Spoiler alert: these false beliefs are the cause of practically every type of suffering in our society.

Mark has been delivering quantum change dynamics that, for the first time in history, counteract the cultural forces preventing people from living their perfect life, the one they deserve, the one they were meant for. He teaches a simple, powerful, proven, and immediately effective daily process for making rapid, permanent, positive changes. And, he inspires people to reset their life clocks so that their future will always be bigger, better, and brighter than their past… no matter how long they live!

Mark’s work is based on 40-plus years of entrepreneurial success, 20 years of research, and over three years of field testing.

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Episode #58 Building Connections that Turn Into Clients Through COIs, LinkedIn, Target Marketing, and Podcasting

February 14, 2024Education, Finance, Leadership, Marketing, Prospecting, Speaking, Top AdvisorsAlice Tang, Authenticity, Bill Cates, Clients, COI's, Community, Consultant, Decision-Making Processes, Discipline, Engage, Engagement, Experiences, Financial Advisors, Financial Planning Firm, Give Back, Hong Kong, Humble Beginnings, LinkedIn, Meaningful Comments, Millionaire Women, Monetized, Oregon, Podcast, Potential Clients, Prospecting, Referral Process, Relationships, Social Media, Strategy, Successful Women, Support, Target Marketing, Top Advisor, Top-Performing Advisor, True Self, Website, Womentopadvisorpodcast

Alice Tang, a highly successful financial advisor known for her passion for supporting millionaire women and helping the next generation achieve financial success.

It’s no secret that the affluent women’s market is a lucrative, ever-growing niche in the financial industry. This episode touches on this topic AND a whole lot more!

In this episode, Bill Cates interviews Alice Tang, ChFC®, MIM, Vice President and Partner at BPG Wealth Management LLC. Alice is a highly successful financial advisor known for her passion for supporting millionaire women, and helping the next generation achieve financial success.

This interview offers valuable insights into leveraging Centers of Influence, LinkedIn, strategic networking, and podcasting. Alice and Bill dive into the importance of strategy and discipline when targeting this unique demographic, and Alice shares practical advice for building authentic connections, creating impactful conversations. and nurturing relationships.

Alice also shares her inspiring personal journey from growing up in Hong Kong to becoming a successful financial planner in Oregon. She reveals how her podcast serves as a relationship-building tool with clients and shares tips on leveraging LinkedIn for business growth.

Bill and Alice discuss:

How Alice’s journey led her to focus on successful women and inspired her initiative, Women’s Million Dollar Conversations – featuring interviews with affluent women ($1M+) sharing insights on finance and empowerment.
Using podcast interviews as a way to build relationships with potential clients, and how it can lead to clients becoming guests (and vice versa).
Strategies to help financial advisors successfully monetize a podcast.
Her systematic process for maintaining productive relationships with key centers of influence.
The importance of having a strategy and being authentic on LinkedIn.
The need for discipline and consistency for engaging on LinkedIn, and creating meaningful conversations with others in the community.
… And more!

Resources:

Connect With Bill Cates:

Connect With Alice Tang:

About Alice Tang:

Alice Tang started her second career as a financial advisor in 2000. Many of Alice’s clients are female business owners and executives. She strives to be a leader and inspiration to professional women. Alice helps her clients define their relationship with money with a goal to achieve financial freedom by executing her financial planning process and leveraging tax-advantaged strategies. Her vision is a community full of confident and happy retirees, and it starts with women taking charge of their money. Alice has frequently spoken on the topic of “Why Women need to be In Charge of their Money” and “Your Network Your Prosperity – How to Build a Strong Network by Paying It Forward”.

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Episode #56 A Simple Weekly Strategy for Elevating Financial Advisor Productivity with Brian Margolis

January 17, 2024Education, Finance, Marketing, SpeakingApproach, Assets Under Management, Bill Cates, Brian Margolis, Client Events Philanthropy, Client Experience & Loyalty, Client Relationships, COI's, Communicating Your Value, Confidence, Consistency Pillars, Creating Advocates, Discomfort, Effectiveness Pillars, Financial Advisors, Financial Growth, Focus Management, Increase Productivity, Leadership, Learning Pillars, Life Balance, Marketing, Mental Energy, Pillar System, Podcast, Practice Management, Productivity, Productivity Giant, Prospecting, Referrals, Referrals & Introductions, Return on Investment, Revenue, Social Media, Strategic Pillars, Target Marketing, The Index Card Business Plan, Top Advisor, Top Advisor Podcasttopadvisorpodcast

It’s not an accident that Productivity and Proactive start with the same three letters.

Pro can mean For and Forward. I’m all for moving forward, how about you?

If you’re like most advisors, there are days where you feel very productive and know that you are moving your business forward. You probably have other days (too many?) where you’re simply being reactive. You’re doing things you know you need to do, but those days don’t often feel as rewarding.

Is it possible to go from a reactive practice to a proactive practice?

Is it possible to decrease your time working, while simultaneously increasing your revenue?

In this episode, Referral Coach Bill Cates interviews Brian Margolis, Founder of Productivity Giant and author of “The Index Card Business Plan.”

Brian and Bill explore the power of using pillars to maximize financial advisor productivity. Brian explains the three categories of pillars and shares strategies for overcoming internal resistance. He also emphasizes the importance of focus management and shares real-life success stories of advisors who have implemented The Pillar System.

Bill and Brian discuss:

The three pillars essential for financial advisor proactivity: activity/consistency, learning/effectiveness, and strategic.
How to identify skills with the highest ROI – so advisors can make intentional choices related to focus and skill development.
The role of support staff in helping advisors maintain the right habits for success.
The concept of focus management, which emphasizes the need to protect and manage one’s mental energy.
Real-life case studies of success where established advisors have transformed their businesses by focusing on specific pillars adapted to them – including one advisor who doubled their yearly AUM growth while working one less day per week.
The value of the Friday night feeling, indicating the satisfaction of completing key tasks as a reliable measure of success
…And more!

Resources:

Connect With Bill Cates:

Connect With Brian Margolis:

About Brian Margolis:

Brian Margolis is a former environmental scientist turned entrepreneur. He is the founder of ProductivityGiant.com and author of the book “The Index Car Business Plan for Sales Pros and Entrepreneurs”

Brian’s Pillar System helps sales pros and entrepreneurs create a strategy so simple, it fits on an index card…but so powerful it’s helped create 7-figure earners and has been licensed by some of the largest companies in the world to train their teams.

Brian has been a partner or consultant in multiple ventures ranging from startups to national brands. He has worked with everyone from Shark Tank Entrepreneurs to Fortune 500 companies. Both his accomplishments and failures span a variety of industries.

In addition to his above work, and appearances on some of the largest business and sales podcasts in the world, he is still in the trenches having done thousands of individual coaching sessions with sales pros and entrepreneurs.

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Episode #52 Using Curiosity to Ignite Your Prospecting & Client Acquisition with Chris Ridgway

November 15, 2023Education, Finance, Marketing, Speaking, UncategorizedAccountants, Aligning Values, Attorneys, Benefits, Bill Cates, C-Suite Executives, Client Acquisition Strategy, Clients, Common Interests, Credibility, Curiosity, Financial Advisors, Financial Advisory Business, Follow-up, Helping Others, HR, Initial Conversation, Insights, Knowledge, Meetings, Partnership, Plant Directors, Podcast, Positive Impact, Prospects, Referrals, Spreading Value, Tax Preparers, Tax Strategists, Top Advisor, Webinarstopadvisorpodcast

While curiosity may have killed the cat, it didn’t hurt this advisor!

How about you? Have you developed a strong Curiosity Muscle? Do you exercise it often as you endeavor to bring more ideal clients into your business?

Curiosity will serve you well in this business:

You will meet new people.
You will serve your clients better by knowing more about them.
You will learn about other’s in your clients’ lives who could be candidates for your important work.

Today’s featured guest, Chris Ridgway, has attained rapid success in this business through personal observation, curiosity, and a strong belief in his value.

In this episode, Referral Coach Bill Cates interviews Chris Ridgway, Growth and Development Director & Financial Advisor with Northwestern Mutual. They explore the power of curiosity in the financial advisory industry, emphasizing the importance of being genuinely interested in people and their stories. Additionally, Chris shares his unique approach to client acquisition through observation and connection, finding common interests, and aligning values.

Bill and Chris discuss:

Curiosity as a valuable trait for financial advisors.
How Chris implements personal observation in daily interactions.
How to obtain the contact information of prospects, and the reason for follow-up after a conversation.
Chris’ unique “Pillar of the Community” approach to meeting CEOs and other high-level prospects.
How laying out your entire process and philosophy to Centers of Influence can help build trust and referability while creating productive COI relationships.
The power of nesting in a company to turbo-charge prospecting opportunities.
…And more!

Resources:

Connect With Bill Cates:

Connect With Chris Ridgway:

LinkedIn: Chris Ridgway

About Chris Ridgway:

Chris Ridgway is the Growth and Development Director & Financial Advisor at Northwestern Mutual.

Chris believes the starting point of any financial conversation should be with you — your life, your family, your priorities, and your goals. He will listen to what’s important to you and design a financial plan from multiple strategies specifically designed to help get you where you want to be.

Chris is committed to helping you get closer to your dreams. When you partner with him, you can expect a judgment-free, pressure-free environment with conversations that will be jargon-free. Chris strives to provide you with the best experience possible

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Ep. #28: Building a Referral Only Practice on a Powerful Story With Tyson Vines

September 28, 2022Education, Finance, Marketing, Speaking, UncategorizedBill Cates, Financial Advisor, Financial Goals, Podcast, Referral Coach, Referrals, Relationships, Top Advisor Podcasttopadvisorpodcast

When it comes to building a referral only practice, you want to attract prospects and build client relationships by making two intertwined connections. You want to make a value connection and you want to make a personal connection. Both are necessary, though the mix of the two may vary from client to client.

In this episode, Referral Coach Bill Cates is joined by Tyson Vines, Founder & Financial Advisor of V Financial Partners, to talk about his process for attracting and winning new clients and building highly referable relationships with them.

Tyson and Bill discuss:

Tyson’s commitment to a referral only practice – and how he nets an average of 3.5 referral prospects per week!
Two tragic events of Tyson’s life, and how he connects these stories to his client acquisition process.
His “secret sauce” for creating advocates that provide great unsolicited referrals.
Tyson’s mission to change the wealth management industry.
The core values that guide his referral only business.
How he tackles the “dreaded” conversation around fees & commissions.
…And more!

Resources:

Connect With Bill Cates:

Connect With Tyson Vines:

About Our Guest:

After a strong Wall Street career helping sovereign wealth funds, pensions and private banks globally, Tyson Vines wanted to own a financial planning practice. He founded V Financial Partners in 2012 with the mission to care for people and their businesses through personal finance and increase financial literacy in an enjoyable, open and honest way.

Tyson’s father passed away when he was in college. Caring for his widowed mother was the top priority. The moment they met a financial adviser, emotions calmed, and comfort flowed with a sound financial plan of investments and insurance solutions.

Tyson believes everyone deserves an institutional Wall Street experience. Leaning on his global investment experience navigating the world’s largest investors through the Great Recession, V Financial Partners aims to deliver the same heightened experience to everyone. V Financial Partners offers stability and confidence to their clients.

For six years, prior to establishing his practice, Tyson was a Global Consultant Relationship Manager with Victory Capital Management, an investment management subsidiary of KeyCorp. He also worked as a sell-side equity and investment banking associate with KeyBanc Capital Markets.

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Ep. #27: Triple Threat: The Exponential Power of an Effective Financial Advisor Website, Podcast, and Target Market with Jeremy Keil, CFP®, CFA, CIMA®

September 14, 2022Education, Finance, Marketing, Speaking, UncategorizedBill Cates, Financial Advisor, Jeremy Keil, Marketing, Podcast, Referral Coach, Retirement Revealed, Top Advisor Podcast, Websitestopadvisorpodcast

Is your marketing strategy a Triple Threat?

There are three important marketing strategies that every top advisor should consider using in their effort to attract more Right-Fit Clients:

A well-defined, profitable target market.
A financial advisor website focused on client acquisition (not just a “digital brochure.”)
A podcast that creates credibility in your target market.

In this episode, Referral Coach Bill Cates sits down with Jeremy Keil, founder of Keil Financial Partners, to discuss how Jeremy employs the above 3 strategies, and how they work together to create an impact greater than the sum of its parts.

Jeremy and Bill discuss:

How focusing solely on the category of retirement planning has made a big difference for his clients and the growth of his business.
How Jeremy built and utilizes his financial advisor website to turn visitors into clients.
How working with his target market (clients employed by publicly traded companies like Harley Davidson and We Energies) translates into his unique value proposition.
Why he started his podcast Retirement Revealed and the impact it has made on his business.
How by applying this triple threat marketing strategy, his referrals have significantly increased.
… And so much more!

Connect With Bill Cates:

Connect With Jeremy Keil:

About Our Guest:

Jeremy Keil is the founder and financial advisor at Keil Financial Partners and the host of the Retirement Revealed podcast. He works to simplify complex financial decisions so you can make smarter retirement, investment, and tax planning decisions.

Jeremy loves helping people learn more about and feeling more confident about their money.

After graduating from college, Jeremy started out by selling suits at Jos A. Bank and working on different political campaigns.

While serving as an adjunct professor at Concordia University Wisconsin (Cedarburg), and Wisconsin Lutheran College (Milwaukee), Jeremy learned how to take complex financial topics and explain them in a way that anyone could understand.

If he could keep college seniors awake during 8 a.m. Friday classes about corporate finance, you can be sure that while working with Jeremy you’ll know more about, feel better about, and make better decisions about your money.

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Ep. #26: How to Target Millennials as Financial Advisory Clients with Ivory Johnson, CFP®, ChFC

August 3, 2022Education, Finance, Marketing, Speaking, UncategorizedAttracting Millennial Clients, Attracting Younger Advisory Clients, Bill Cates, Bitcoin, Clients, Cryptocurrency, Financial Advisor, Ivory Johnson, Podcast, Referral Coach, Social Media, Top Advisor Podcast, Wealth Managementtopadvisorpodcast

According to Forbes, “Millennials will hold five times as much wealth as they have today, and the group is anticipated to inherit over $68 trillion from their Baby Boomer parents by the year 2030. This will represent one of the greatest wealth transfers in the modern times.”

There are already approximately 618,000 millennial millionaires. Millennial millionaires make up approximately 2% of the total U.S. millionaire population. The majority of millennial millionaires have a net worth that ranges from $1 million to $2.49 million and fall between the ages of 34 and 37.

Due to inheritances, trusts and estate planning, there will be a steady flow of Millennials getting very rich soon.

The reality is that many millennials and younger clients with huge upside want to work with financial advisors, just not in the traditional way. And, you don’t necessarily have to hire younger associates to attract these younger clients.

In this episode, Referral Coach Bill Cates is joined by Ivory Johnson, CFP®, ChFC, and founder of Delancey Wealth Management. Ivory and Bill explain the importance of attracting a younger clientele, how to target millennials by adjusting your approach, and how this will benefit your business.

Bill and Ivory discuss:

Why Ivory believes it’s important to work with younger clients – especially the adult children of his older clients.
How to target millennials as advisory clients.
2 important questions Ivory asks every client in order to become more relevant and helpful to them.
How Ivory deals with younger clients and the fun part of working with them.
Why advisors need to have a social media presence to attract millennials.
Ivory’s optimism for technology and digital assets.
and more

Resources:

Connect With Bill Cates:

Connect With Ivory Johnson:

About Our Guest:

With over two decades of helping families and small businesses create and protect wealth, Ivory Johnson has seen the benefits of developing a financial game-plan. Ivory combines his extensive professional and academic experiences to diagnose an increasingly complicated world. He believes that if you can’t explain it, you don’t understand it, choosing the colloquial in favor of formal.

Ivory has a B.S. in Finance from Penn State University, is a Certified Financial Planner (CFP®), a Chartered Financial Consultant (ChFC) and has been recognized by the Global Blockchain Association and RIA DAC for his proficiency in blockchain technology and digital assets. He is also a member of the CNBC Financial Advisor Council made up of 20 high-level financial professionals, and regularly contributes articles to CNBC.com, and has been quoted in Investment News, the Wall Street Journal, Black Enterprise, Money Magazine, Kiplinger’s and other publications.

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Ep. #25: How Your Personal Brand Story Helps Attract New Clients with Deirdre Van Nest

July 20, 2022Education, Finance, Marketing, Speaking, UncategorizedBill Cates, Crazy Good Talks, Deirdre Van Nest, Financial Planning, Personal Brand Story, Podcast, Referral Coach, Top Advisor Podcast, Whytopadvisorpodcast

Do you have a Personal Brand Story Do you know your “why” – as in, why you believe in the importance and value of your work?

And are you using it to connect with your prospects and clients in a meaningful way – that leads to winning their business and generating referrals?

In this episode of Top Advisor Podcast, Referral Coach Bill Cates welcomes Deirdre Van Nest, Founder of Crazy Good Talks. Deirdre tells us why she works with financial advisors, a touching story that revolves around a personal tragedy. She also highlights the power of advisors telling their “why” stories to clients.

Bill & Deirdre discuss:

The difference between a personal brand story and a bio story.
How one advisor increased his “win rate” from an already high 85% to almost 100%.
How an appropriately vulnerable story can help you connect with prospects and clients.
Where and how successful advisors are using their personal brand stories to attract and convert new clients.
And more

Resources:

Connect With Bill Cates:

Connect With Deirdre Van Nest:

About Our Guest:

Deirdre Van Nest doesn’t believe in boring you with a laundry list of credentials. She is the go-to expert for ‘Mission-Driven” financial professionals and entrepreneurs on how to Make An Impact when you express yourself.

Deidre is a top-rated International Keynoter, Trainer, Story Strategist & Artist, and the Creator of the Crazy Good Talks® Blueprint and the Emotionally Engaging Advisor™two practical communication systems that have taught thousands how to capture attention, connect emotionally and Make An Impact.

She is passionate about this work and feels blessed every day to help my clients succeed. On a personal note, Deirdre is an Italian & Irish New Yorker living in Minnesota, where she tries hard not to scare people with her loud voice and enthusiastic hand gestures.

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