Unlocking Trust and Connection: Deirdre Van Nest on Getting to the Yes Quicker

[embed]https://youtu.be/u6Xw5jyuLmY?si=tW_haFkud0jXpzsW[/embed] On this episode of Financial Behavior Thought Leaders, host Mary Bell Carlson welcomes the dynamic Deirdre Van Nest, renowned keynote speaker, coach, and storyteller within the financial services industry. The conversation dives deep into Deirdre’s unique journey—overcoming a paralyzing fear of public speaking to become a sought-after speaker who specializes in leveraging emotional intelligence and storytelling for powerful business results. Through candid anecdotes and practical insights, Deirdre unpacks the principles behind her keynote, “Getting to the Yes Quicker,” sharing tangible strategies and real-life success stories that illustrate how authentic connection leads to trust, likability, and client conversion. The episode provides a behind-the-scenes look at what makes a keynote speaker truly unforgettable, the challenges and triumphs that shaped Deirdre’s approach, and actionable ways financial professionals can transform their communication, deepen client relationships, and grow their practices. Listen for insights on emotional intelligence, the power of vulnerability, and the impact of personal narrative in business. Key Takeaways

1. Overcoming Fear Unlocks Growth:
2. Deirdre’s journey began with a vow to avoid public speaking after a humiliating experience in her youth. Her eventual decision to confront that fear—by hiring a speaking coach and facing vulnerability head-on—not only transformed her career, it reignited her passion and enabled her to help others do the same. Her story demonstrates that personal growth starts when we challenge our own limitations, and that authenticity is the foundation of impactful communication.
3. Emotional Intelligence and Human Connection Matter More Than Ever:
4. With rapid advances in technology such as AI, the human elements of financial advising—emotional intelligence, empathy, and connection—are increasingly critical. Deirdre and Mary explore how advisors who excel at building genuine relationships will stand out, as clients value trust and relatability over pure technical expertise.
5. The “Why I Care” Personal Story is a Game-Changer:
6. Sharing a personal "why I care" story can dramatically accelerate trust and likability. Deirdre recounts a pivotal moment when revealing her authentic reason for caring about her audience resulted in immediate credibility—even from skeptical, analytical top producers. This shift marked a turning point in her business and is a replicable strategy for financial professionals: when crafted and delivered well, personal stories lead prospects to say “yes” faster.
7. Practical Success Stories Prove the Power of Storytelling:
8. The episode features compelling examples—from new advisors converting prospects at community events to elite producers boosting their conversion rates from 85–90% to 100%. Deirdre's clients have used intentional storytelling in everything from one-on-one meetings to video introductions, consistently finding that prospects come in ready to work with them, referrals increase, and business grows. Storytelling isn’t just for speeches—it’s a practical tool that works in everyday advisory interactions.
9. Authenticity, Adaptability, and Partnership Are Essential On—and Off—Stage:
10. Beyond speaking skills, Deirdre’s personal journey—including living on a boat and embracing an adaptable lifestyle—mirrors her approach to working with event hosts and teams. She emphasizes flexibility, partnership, and a commitment to making each event extraordinary. Her story offers inspiration for both life and career: embracing change, staying adaptable, and bringing your full self to any endeavor leads to more meaningful impact and memorable experiences.

Whether you’re an advisor, event planner, or someone seeking to strengthen your influence and client connections, this episode is packed with wisdom, practical strategies, and a testament to the power of vulnerability and purposeful storytelling in financial services. For more on Deirdre Van Nest, visit us at financialbehaviorthoughtleaders.com, and don’t forget to subscribe for future conversations with industry trailblazers!