Most wholesalers think they have great speaking skill.
Some do.
And many could benefit from significant improvement.
Deirdre Van Nest is the creator of the Crazy Good Talks™ Blueprint a system that teaches financial professionals how to become “Crazy Good Speakers™” so they can bring in business and build their brands using speaking. An entrepreneur herself since 1999, Deirdre owns a real estate investment company, is a professional speaker and trainer, a Certified World Class Speaking™ Coach, and a contributing author of the Amazon best seller World Class Speaking™ in Action.
Over the past 6 years she’s helped 1000’s of financial professionals and their leaders learn how to gain a competitive edge and leverage their marketing time using speaking.
Deirdre is an Italian/Irish New Yorker living in Minneapolis where she tries hard not to scare people with her loud voice and enthusiastic hand gestures.
To inquire about booking Deirdre Van Nest for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com
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Give Yourself a Competitive Edge: Become a Crazy Good Speaker™!
“Deirdre, I gave the “talk” today and it was amazing! I had 20+ producers come to my booth right after the presentation to sign up for additional information. I had numerous people tell me how much they enjoyed the presentation. And the best part? Typically, I have to drag people over to our booth. This time throughout the day, we literally had people waiting in line to talk to me.”
This was an email I received from my client Gail Yantis a wholesaler for life insurance. Pretty exciting huh? If you’ve never gotten results like that when you present to producers you may be wondering, “How did she do that?” Read on to find out!
One of the quickest ways to distinguish yourself at a conference where you are one of many wholesalers like Gail was is to be “Crazy Good” when you speak.
Crazy Good Speakers command and keep the attention of any audience whether they’re speaking for two minutes or two hours and they are extremely efficient with their marketing time because they consistently bring in multiple clients from one presentation.
Bottomline: Crazy Good Speakers give themselves a competitive edge because when they speak people sit up, listen, and take action.
So you may be thinking, “Great but how do I become a Crazy Good Speaker™?”
You study the science. There is actually a science behind creating presentations that consistently produce crazy good results. I call it the Crazy Good Talks™ Blueprint.
The Crazy Good Talks™ Blueprint is what Gail used to get the results discussed above and because it’s a repeatable proven system it means if you learn it you can get crazy good results too!
Now, you do need to know that becoming a Crazy Good Speaker™ does not happen overnight. It’s a set of skills that take time and practice to develop. However, you can quickly learn and apply two of the elements Gail included in her talk to get crazy good results.
1) Gail “Opened with a Bang”
Let’s face it. For many wholesalers the moment you’re introduced, what does your audience do? Sadly, they check their phones. They are used to boring talks and product pitches from you so if you don’t do something the moment you’re introduced that is more engaging than anything they can find on their phone your talk is toast.
Think about the last presentation you went to. Got it?
How did the presenter start?
You probably don’t remember, because it was unremarkable wasn’t it?
They likely started with something like.. “Thank you for having me here, my name is Deirdre Van Nest, isn’t this weather crazy?”
These are called the unpleasant pleasantries! And they’re unpleasant because nobody cares about them.
They’re a time filler.
People will decide in the first 5-30 seconds if they’re going to tune you in or tune you out and if you open with the unpleasant pleasantries the phone is going to win.
So from now on I want you to make a strong commitment to yourself and your future audiences that you’ll never again engage in the unpleasant pleasantries.
So what do you do instead?
You open with a bang.
The moment you take the stage open in a way that gets peoples attention.
There are many ways to do this and here’s my favorite. It’s simple and works everytime.
Open by immediately asking your audience a question.
In her talk Gail taught producers about a game changing app called Banner’s AppAssist. This app quotes life insurance for the client and the producer. The question she opened with was:
“If you could submit a life insurance application in under 10 minutes where you don’t have to ask your clients invasive medical questions AND at the same time you could increase your agency revenue, would you think I’m crazy or that you’ve died and gone to heaven?”
Compelling right?
Do you see how by asking the above question she grabbed their attention and got them engaged right away?
Many of my clients tell me, “Deirdre opening with a bang is the difference between people sitting back politely listening to me to people leaning forward in their seats waiting to hear what I am going to say next!”
The same can be true for you so next time you speak, open with a bang!
2) Gail tapped into emotions by highlighting the benefits.
A common mistake wholesalers make is assuming producers understand why they should care about the idea you’re proposing. The thing is they don’t understand.
Your job is to connect the dots for them. Throughout your presentation you literally have to spell out why the producer should take action on your advice.
In Gail’s case she doesn’t just talk about the features of how the App works, throughout her talk she hits on why those features matter so they feel it.
She says things like, “You won’t have to be uncomfortable asking your clients embarrassing medical questions.” “You’ll increase your revenue.” You’ll free up time because you’re no longer dealing with paper or complicate forms.” “You won’t have to wait months to get paid.”
The key to highlighting the benefits is to look at the main points in your talk and ask yourself, “So what why should they care?” Keep asking that question until you drill down on the benefits your listeners will receive from taking your advice and then pepper your talk with those benefits.
To Recap, if you want to stand out from all the other wholesalers vying for your producer’s business, give yourself a competitive edge by learning how to become a Crazy Good Speaker.™
As Gail demonstrated, doing this produced game changing results. Gail’s experience is not unique, I see these types of results over and over again with clients. I hope you take action on what you’ve learned because I’d love to see these kinds of results for you too!
Written by Deirdre Van Nest
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