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. In this episode, we discuss: 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   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. *For more resources discussed in this episode, check out www.wiredplanning.com/episode76. *For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com. *Follow Brendan for insights on mastering the human side of advice: Twitter LinkedIn