Jan 18, 2018
How to give yourself a competitive edge, build your brand and bring
in business through speaking. Deirdre Van Nest shares top speaking
tips to win customers. Learn more at MarkMiletello.com. Note: “Where The Insurance
Pros Meet” is an audio podcast and is meant for the ear. A
transcript of the audio is provided for referencing a particular
section or for you to follow along. Listen to the episode to get
the most out of our show. We use both speech recognition software
and human transcribers to create the transcripts so they may
contain errors. If you’re going to quote us in print, please be
sure to check the corresponding audio.
TRANSCRIPT
Speaker 1:
Where the Insurance Pros Meet, episode seven.
Deirdre Van Nest:
Every time you speak you have the opportunity to attract people to
you, to build up your brand, to bring in business, or the opposite.
Speaker 1:
Where the Insurance Pros Meet is a podcast that brings the greatest
talent in the world together. Managers, coaches, and producers the
very best experts the insurance and financial services industry has
to offer. Get ready to change the way you do business to have your
most successful year ever. Now here's Mark Miletello, a top one
percent producer, manager, and your host of Where the Insurance
Pros Meet.
Mark Miletello:
Welcome back to the show. Today is an exciting day, I promised
myself and the listeners that when I started this show, in my
opinion the best, the greatest platform for really investment reps
or insurance agents of Where the Insurance Pros Meet anyone that's
in the financial services industry that I would search out and even
have brand new agents, veteran agents, top speakers, top thinkers
and minds in the industry, so today we have a very, very special
guest. We have someone and let me give you a little background
before I give you all the goods. As you may or may not know I'm
speaking in Lamp in 2018 for Gamma as a multiple line speaker and I
fly in to Chicago and right before I'm going into my rehearsal
where they do provide a professional speech coach I'm fortunate
enough to sit next to the next speaker that arrived a little bit
early and just so happens she is a professional speech coach. To me
that was very lucky to build a quick friendship the few minutes we
had together I knew this individual was special, I knew that she
was on it and I invited her to critique and to come in and watch
me, which they didn't really allow but I forced it. I want to
welcome a very special guest to the show that in a few short
minutes I just really felt could really help our industry in a way,
welcome Deirdre Van Nest to the show.
Deirdre Van Nest:
Aw thank you, Mark.
Mark Miletello:
Deirdre you're the creator of Crazy Good Talks the Blueprint, a
system that teaches financial and insurance professionals how to
become crazy good speakers so that they can bring in business and
build their brands using speaking. I mean I didn't really know what
all that meant until I met you and within a few short minutes,
you're molding me into something that's doing a lot better job at
what I'm attempting to do. Welcome to the show, I'm excited to have
you and what you do for our listeners here.
Deirdre Van Nest:
I'm excited to be here and it's been a pleasure to help you. You
are a quick student.
Mark Miletello:
What does that mean? Are there some that are not?
Deirdre Van Nest:
Some are not, yeah. Yes, you are.
Mark Miletello:
Well thank you and like I said I just realized you're very special.
Can you tell me a little bit about ... tell the listener a little
bit about your background and maybe they'll get a sense for maybe
what I've found in you?
Deirdre Van Nest:
Yeah you know what I first loved to do is talk for a moment about
why I care about helping the industry, particularly when it comes
to speaking. I firmly believe that every person, and then this is
regardless of what you do for a living, but every person unless we
develop a skill set of becoming a compelling speaker, the type of
speaker Mark who can get other people to sit up and listen and act
we will never truly reach our full potential. I'll never forget, I
used to be in a networking group where ... you know those
networking groups where you have to a 60 or 30 second commercial
every week?
Mark Miletello:
Yep.
Deirdre Van Nest:
Ever been a part? Okay. I was in this networking group and every
week I was with the same people and people would get up and they'd
speak for 60 seconds and there were certain people where as soon as
that person stood up everybody tuned out and it really hurt my
heart, it really bothered me, because as I got to know these people
I thought, well you know that person's really good at what they do
and that person really cares about the people in room, but they're
not conveying who they are and what they do in a way that gets
other people to sit up and listen and want to take action. It
didn't matter if they were an A-plus attorney or an A-plus
financial adviser or A plus this or that if they're a B minus or C
plus speakers it was hurting their career. Does that make sense?
Mark Miletello:
No absolutely and I think I'm learning more about you every time we
meet and talk, but I guess what you do helps ... I mean you even
said attorneys, I guess attorneys do a lot of public speaking in
the courtroom and things like that. How do you help ... I mean what
industries do you find yourself helping most and how did you end up
really relating and now that you're a speaker at Lamp of course in
front of every general manager, general agent across all boards of
financial services and insurance. I mean how did you really connect
with our industry?
Deirdre Van Nest:
Yeah that's a great question so there's a couple of touch points.
When I first hung my shingle out in 2008 I just started speaking
everywhere I could and the professionals that raised their hands
the most saying, "Hey, we're interested in you. We want what you're
doing, we want you're helping. We're financial and insurance
professionals." In one sense I fell into these industries, these
professions, but it's interesting Mark as I've dug deeper I've
really developed a love for this industry, for these professions,
and for the people in it. As I sat back, and I started thinking
okay I know I feel like I've sort of fell into this, but why do I
stay here and why do I love it, and why do I feel a passion around
it and why is that pretty much the sole focus of anything I do from
an outbound perspective? It circled back to this, and you know this
you heard my story about when I was 10 years old my mom was killed
in a car accident and Mark I literally was kissing her goodbye one
moment for what I thought was the night and within four minutes she
was gone.
Mark Miletello:
Yeah.
Deirdre Van Nest:
My dad was in the car too, we were really blessed that he didn't
die, it was touch and go with him and he was out of work for
several months and it took him about a year to recover from all his
injuries. What that did for me was I lost my innocence in the sense
that I realized from that experience and I realized early in that
life can change in a snap. As I got older I became a very strong
advocate for proper financial planning.
Mark Miletello:
Right.
Deirdre Van Nest:
I was the person at 30 who got pregnant with my first child and
instead of running off to the fun little store to pick out outfits
and furniture I'm dragging my husband to our adviser and making
sure we have enough life insurance, I'm dragging him to our
attorney making sure all the guardianship and beneficiary stuff is
taken care of. Most people don't think like that and I didn't
realize that until I started talking to my friends about it.
They're like, "That wouldn't have crossed my mind."
Mark Miletello:
Yeah. Well, thank you for-
Deirdre Van Nest:
And I was like, "It doesn't?"
Mark Miletello:
Thank you for sharing your personal story with the listeners and I
know that's tough, but I see now that you have a passion for what
our products do and with your expertise-
Deirdre Van Nest:
Yes, I do.
Mark Miletello:
With you being the guru, you are the foremost thinker of how to
speak and a teacher in that realm I mean I do see that passion come
out and so I'm excited that you're connected. I'm sorry that that
happened of course, but I'm excited that you're connected with our
industry and it kind of leads me to another question that kind of
left me thinking after meeting you is if I'm not giving a speech, a
public speech on stage, would I really need someone like Deirdre
Van Nest to coach me and help me and I think the answer yes and I
think you've kind of ... I was able to listen, I wanted to sit
through your whole rehearsal and I wasn't able to do that because
of my flight, but I did catch one little, and I'm going to try to
squeeze that out of you for our listeners, one little tip that you
were giving maybe a couple tips, but I do think that there's some
validity to increasing your ability speak, finding your voice can
help you even if you're not giving a stage public speaking event.
Correct?
Deirdre Van Nest:
Absolutely. This is where I feel like I'm hoping the profession
will veer towards and start changing is that you speak at seminars,
right? That's kind of what everyone thinks right now in the
industry is, "Oh speaking is seminars," and I would like to broaden
the perspective and offer that speaking is anytime you're in
public. That means outside of your own home opening your mouth and
talking to let's say two, three, or more people.
Mark Miletello:
Right.
Deirdre Van Nest:
Because every time you speak you have the opportunity to attract
people to you, to build up your brand, to bring in business or the
opposite, to push people away or just have them be neutral to you.
We are in what I believe the communication age, there are so many
people vying to be heard and so to have a skill set where you can
cut through that and you can be compelling and inspire I don't
think that skill to have, I believe it's a critical practice
development tool.
Mark Miletello:
Well that's exactly where I was going with it, is that's what I
left feeling is that ... and you just hit the nail on the head as
you would and should. Every time you're speaking to two or more or
even to one person, but two or more people especially that's a
speaking engagement that you should be on your game. I'm excited to
kind of dive more into this. As you may or may not know Deidre this
show I kind of connect it to the professional athlete and if you
recall in the rehearsal one fellow said, "People in our industry
earn professional athlete type incomes."
Deirdre Van Nest:
Yes.
Mark Miletello:
But my concern in a leadership role is that we don't practice like
professional athletes, you know. We go out and do our hobbies, we
golf and fish and whatever, play sports and we have our hobbies but
we don't look at our own profession. That's a lot of the drive
behind Where the Insurance Pros Meet is to have something where you
can ride down the road and you can listen to, but it reminds you
from the greats as well as you telling us is how you become better
is practice, it's learning, it's continually developing and so to
me what was kind of neat about meeting you is it reminded me I've
never really put any work ... I've never been involved in Dale
Carnegie courses or another speaking so it's kind of neat to
connect our listeners to someone like you that I think could really
help them because you had a lot of good tips before I left early to
catch my flight, you had a lot of good tips and one of them that I
thought was very interesting is how you can plug yourself into
speaking gigs or arrangements or connections or networks. Would it
be too much to ask you how or to tell us how to do that if maybe we
don't have anything on the agenda for a speaking?
Deirdre Van Nest:
No, I think that's great. I think what you're alluding to is I made
this comment that speaking is not just for seminars. Right? The
broad vision is that anytime you're speaking, like we just said, to
two, three, or more people you're speaking, you're public speaking.
Then the other strategy I offered up as if you're having seminars
and they're successful great, keep doing that, but I would also
invite you to recognize that there are places in your community
where you could get booked at other people’s events in front other
people's audiences, and what's beautiful about that Mark is that
most people in this profession complain about seminars and rightly
so because they're expensive to put on in terms of all the mailing
and the postage that goes into it. Then there's the meal, maybe the
chicken lit dinner, the steak dinner, whatever it is, and then
there's the whole stress about getting people there. It's not an
easy thing to pull off and what if you could eliminate that by
speaking to a ready-made audience?
Mark Miletello:
Coattails.
Deirdre Van Nest:
That's something that professional speakers like me, right
professional speakers like me we know, we do this all day long, but
that's something the more I bring this up to different financial
advisers and insurance agents they're like, "I never really thought
I could play in that arena," and you can.
Mark Miletello:
Okay.
Deirdre Van Nest:
I just want to even put that idea out there is that you can play in
that arena.
Mark Miletello:
Okay give us one idea.
Deirdre Van Nest:
Let me give you an example.
Mark Miletello:
Thank you.
Deirdre Van Nest:
Yeah so one client, and I think I might have mentioned this to you,
I was thinking of client of mine who is an insurance agent, he and
his family own their own independent company and he has the
specialization of working with daycare providers. We're like okay,
well let's just build a presentation for that group and then let's
pitch it and market it to them. We have this presentation, now
quite frankly that presentation isn't largely different than it
would be for any other business owner, but you put the word daycare
provider in there when he tells stories he talks about his other
clients that are daycare providers. Right? So that you're
customizing the words and the language and then you start to think
about where do the daycare providers hang out? Let's check out
their association. Right? Then you would go, and you would apply to
speak at one of their association events. If there are local
chapters that they belong to you would talk about having them bring
you in. I know that he got brought into a daycare center not
necessarily to talk to the owners because there's only one owner,
but the different staff that works there. Right?
Mark Miletello:
Yeah.
Deirdre Van Nest:
If you pick a couple of niche markets, maybe you work with
chiropractors, maybe you like vets, maybe you like dentists.
Mark Miletello:
Whatever your niche is. I get it.
Deirdre Van Nest:
Exactly. Whatever your niche is.
Mark Miletello:
I tell you coming home and on the flight, that's probably what
stuck with me the most of what a great concept that was and I had
to have it on our show because in a leadership role I've gone with
my agents and we've spoken at realtor meetings and we do certain
break out speeches that are kind of impromptu but I kind of thought
what about looking at what our niche is. Let's just say our niche
is farmers or chiropractors. Let's just say it's farmers, then I
never thought of taking and going to their organization ... I've
thought about going to their organization and trying to connect and
relate and be in the backroom and shake hands but I never thought
about trying to get on their agenda because I know when you put on
a meeting number one you have people coming in that throw a little
money at you to take up 10 to 15 minutes of a sponsored lunch,
things like that, and also sometimes you just want good information
for the speech and I just never thought of that and I think that
listeners hopefully could have a light bulb go off like I did and
say there's so many niches that you could go after based on
whatever company or organization you represent and you don't have
to ... because I've thought about doing seminars and at one time
did them, but thought about them over the last few years but when I
start putting together the time, the effort, the pieces, the
invitations, the mail outs, whatever all those things I find a lot
of times that was a fleeting thought that fades away very quickly.
Deirdre Van Nest:
Yes, I understand that.
Mark Miletello:
When someone else is doing all that and you're plugging yourself
into that I thought that was just a brilliant concept, Deirdre.
Deirdre Van Nest:
Good, good. Go after it. Here's the thing if you decide to go after
it, with the putting together of your own seminar the easy thing is
deciding you're going to do it and then all the work comes into
doing it.
Mark Miletello:
Yeah.
Deirdre Van Nest:
With going after other ones your job is going to be reaching out to
enough people. Right? And staying after them and following up with
that. That's where the work will be is in staying persistent.
Mark Miletello:
Well you know-
Deirdre Van Nest:
And following up with them.
Mark Miletello:
We took off a fast start, we gave the listeners I think what I
really, I walked away after just a few minutes of knowing you with
that valuable thought. We kind of jumped right forward without
really asking you, how did you get involved in coaching with Crazy
Good Talks which is a name I love, crazygoodtalks.com.
Deirdre Van Nest:
Thank you, I love it too.
Mark Miletello:
I've been to your website, it's awesome. I kind of skipped over you
right at the first so I apologize, I'm gonna back up which I don't
normally do.
Deirdre Van Nest:
Oh, that's okay.
Mark Miletello:
How did you kind of get into this and when did you find out you're
really good at helping people learn to speak and maybe you speaking
yourself?
Deirdre Van Nest:
Yeah, I'll tell you what, this is by accident as well. I was
terrified to speak. In 2008 I was certified as a fearless living
coach, okay? My specialty was helping other business owners get
past the fears and excuses that were holding them back in their
business. I would work with financial advisers, insurance agents,
chiropractors, attorneys, pretty much anyone who had a
service-based business. I was out there marketing myself one by
one, going to the networking groups like what we were talking about
earlier and meeting people that way. Then I just kept hearing,
"Deirdre, you really should go out and speak because that's the
best way to grow your businesses." I thought no way, no way no how,
I had a really bad experience in my ninth grade acting class where
my acting teacher told me I stunk.
Mark Miletello
: Me too.
Deirdre VanNest:
It broke my heart, Mark. From that moment, I was 14 years old, I
left the stage. When I say left the stage I didn't act any longer
and I didn't speak in public for 24 years. I never wanted to hear
those words, "You stink," again. When someone said, "You should
speak," I was like, "Not happening," then what happened was it was
kind of like the lesser of two evils. I became more afraid of not
growing my business and not helping people with this message that I
had than I became of speaking and, so I just forced myself to get
out there and do it. Okay? Fast forward a couple of years later and
I've actually gotten good at it and I'm actually helping people and
I'm actually getting paid for it, but what's not happening is I'm
not bringing in clients from the back of the room and at the time
that was a really big part of my model was bringing in clients from
the back of the room, so I didn't have to run around to all these
one on one coffee meetings all the time. Right? So, I thought I got
to crack this code so someone knows how to do this, it's just not
me. Who knows how to do this? I started studying with some industry
gurus and became certified by Craig Valentine as a certified,
world-class speaking coach, I worked with another woman Lisa
Sakovich who was just a guru upselling from the stage, started
using some of what they taught me, then started tweaking it for my
own style and trying my own things, and then my clients at the time
were asking me if I could share what I was learning about speaking
with them. Just kind of like casually and I was like, "All right,
yeah. I'll give you some tips on what I'm trying." I was doing that
and then I had one client, I'm going to tell you this is the
results not typical. One client, it was a husband and wife team,
they went and gave a presentation, and this was in I think this was
2011, it might have been early 12, it was 11 or 12. They gave a
presentation and within an hour they had signed up 103 new people,
prospects to come into their office from one 60 minute
presentation. She and I, we were all blow away, we were all blown
away. The wife Becky was like, "Deirdre, you have to do this. I
don't care what you're doing, but you need to formalize this and
start teaching other people," and I was like, "Yes, I do. You are
right, this is amazing." I was so excited by their results it
actually saved their business. Then that's what happened, I started
systematizing things and I started creating a process, I started
getting out there and I was out there a lot myself too. I'm out
there in the trenches doing the same thing that I'm teaching which
is what I still do Mark to this day. Then the brand Crazy Good
Talks we came up with that branding a couple of years ago and that
was an evolution of time. Right? Of working with different people
and helping me figure out the branding, but I do love it because
it's fun and that's what it does, it helps people become crazy good
so it's just sort of progressed to this point.
Mark Miletello:
Well you are great and you're a great person and we're glad that
you overcame that class. I kind of had a similar story where I
could not say two words in front of a group and I said, "I've got
to fix this," so yeah thank you. I'll tell you, in our industry
especially professional athletes they fumble every now and then.
Sometimes they get mulligans sometimes they don't. Well in our
industry because you don't make mistakes. When you're on stage
you're flawless, so tell me maybe what you think the biggest
mistake that most advisers, agents make when speaking. Let's get
into some meat that really, we can bite down onto that could help
somebody.
Deirdre Van Nest:
Yeah, that's great. I'm sure I make mistakes too, I am not perfect.
The last thing I ever want to paint is that picture.
Mark Miletello:
You're right, I shouldn't do that. That's extra pressure.
Deirdre Van Nest:
It's extra pressure, exactly. Let me give you a couple of quick
wins that you can go and use. The biggest mistake is that most
financial insurance professional rely too heavily on their
technical expertise alone to deliver their message, Mark. That type
of message or language tends to be boring for the consumer and it
tends to not be sticky, it tends to be just a lot of facts and
figures thrown at people and not have the elements of a
presentation that help make it memorable and emotional. The key to
really fixing that problem is to be sure to weave stories and
analogies and activities throughout your content.
Mark Miletello:
You watched my rehearsal. I think I tried to do that, I tried to
make it more about the storytelling than the facts and figures. I
think that's exactly what you're saying is to ... you even kind of
helped me understand, which I knew it as well as the others that
were watching me, I knew that I was turning my head and looking too
much at my own information. The less information that you plaster
on the wall the less you're going to be tempted to turn around and
look at it more than you're connecting with the audience. I agree I
think we must have more stories. We talked about a mistake that
they make, what about ... can you give us like a quick win like a
strategy that listeners can use right away to make the best that
they can with what they have? You know, make their next speech
better.
Deirdre Van Nest:
Yeah, this is my favorite tip to teach because it's one of those
small things that makes a big difference and it's something your
listeners could use the moment they stop listening to the podcast.
Here it is, the most important part of the presentation is the
opening. The reason for that is that's the time frame that people
are going to decide if they're going to tune you in or tune you
out. Okay? You only have about five to 30 seconds to capture their
attention and if what you're saying isn't anything more interesting
than what they can find on their phone your talk is toast. What's
interesting Mark is that if you can grab people right away they are
likely to stay with you for the entire presentation, but if you
lose them, in the beginning, you're going to work doubly hard to
get them back. You've probably been to presentations where's that
happened, where like they start snoozing you in the beginning and
you're like, "Oh man," right? And then you're off to the races.
Mark Miletello:
You can tell from right off the bat, I agree.
Deirdre Van Nest:
Yeah.
Mark Miletello:
I went to your website and I watched all the free tips that I could
grab off of their which I think we’re really informative, but
that's one of the few things you said to me when we met for just a
few minutes before my rehearsal and its really kind of gotten me to
thinking about is my beginning powerful enough? I've gone back to
the drawing board and thinking how can I make that really connect
in a way? I think you're right, it's real helpful but maybe you can
give us an example of how we can do that.
Deirdre Van Nest:
Absolutely, absolutely. There are two strategies that I love for
grabbing your audience's attention from the first words out of your
mouth. The first strategy is to open by immediately asking them a
question. Okay? The question should do three things, it should be
related to your content in some way, it shouldn't just be some
random question, it should be related to what's coming and the
topic. It ideally would get them nodding their heads yes in
agreement with you and then the third is it should get them
thinking about themselves, the audience thinking about themselves.
For an example, tell me what are the benefits that the listener
will receive from taking your advice?
Mark Miletello:
What are the benefits ... in the meeting they're more informed of
what their coverages are so personally maybe they should consider
doing business with us but to be able... they're not a licensed
insurance agent but they can say, I do know this, and I know a
person that you should talk to because looking at your current
policy or moving to this new home you might need to talk to a
professional that I know. The benefit is educating them to make
them think that you are the go-to person regardless of price. A
real estate in town do we shop around and find out who has the
lowest fees, or do we go to the most well-known person that we feel
will do the best job? That's I think the ultimate reason we would
speak to a group of realtors is to become the expert in the field
and I need your help to be a better speaker so that I can look
better in front of them.
Deirdre Van Nest:
Got it, got it. You could do something like your point is, hey we
want to educate you so that you have the best information and
you're not going out and price shopping people. Right?
Mark Miletello:
That's right.
Deirdre Van Nest:
Your question could be to them; your opening question could be
something like how do you feel if your own clients' price shop you
or how would you feel if a client-
Mark Miletello:
Chose their realtor based on commission rate.
Deirdre Van Nest:
Yeah, exactly. Yes, if you lost a listing based on the commission
or if you lost a listing because your competitor was willing to
list for one percent less or half a percent less.
Mark Miletello:
Right, that'll get their attention.
Deirdre Van Nest:
Right and they're gonna be like, "I wouldn't like that, I don't
like that." That's how you should be looking at this, in this
industry. Maybe you're going in there because you're educating
them, and you want to equip them so that they're the trusted
adviser to their clients who have all the answers about their home
buying experience. Maybe your angle is would you rather your
clients see you as their real estate agent or a part of their
trusted advisory team?
Mark Miletello:
Right.
Deirdre Van Nest:
"Oh trusted advisory team."
Mark Miletello:
I guess my feeble attempts at funny jokes is not the way to open a
meeting, huh?
Deirdre Van Nest:
I guess it depends on how funny the joke is.
Mark Miletello:
Yeah, I guess so.
Deirdre Van Nest:
I was going to give you the second strategy.
Mark Miletello:
I'll take it.
Deirdre Van Nest:
That's the first strategy is to open with a question. The second
strategy is to just jump right into a story. You could open with a
story and so let's say you're talking to those same realtors, maybe
the story is about a realtor who used to work with another agent
and now they're working with you and what their experience has
been. Maybe it's what I call your Why Story, why you're even in
this business and why you care about the realtor relationship. Kind
of like I told you my Why Story earlier.
Mark Miletello:
Yeah, things are going through my mind right now of how I could
have spoken in front of the realtor group and maybe had other
realtor’s endorsements and talk about how those relationships have
evolved. Yeah, it's good stuff.
Deirdre Van Nest:
Yeah. Then if you're going to jump right into a story my
recommendation isn't just say, "Oh I'm gonna tell you a story," you
could just start by saying, "It was May 24, 1980, beautiful spring
night in Chappaqua, New York," or you could say something like, "I
want to take you back to the fall of 1992," or "I want to introduce
you to my client Mark. Mark was a blah, blah, blah," right? Those
are story starters if you will.
Mark Miletello:
No one’s getting up and leaving when you start like that.
Deirdre Van Nest:
No, they're not.
Mark Miletello:
I want to hear.
Deirdre Van Nest:
And you've got their attention, exactly, you've got their
attention.
Mark Miletello:
Well I love the nugget that you gave us about how to interject,
implant ourselves in someone else's efforts of either networks or
events or seminars. I love the advice, the professional advice that
you've given us. I felt so privileged that I had a few minutes to
meet you and know you and to have you watch me rehearse. To me just
really the things that you've said have given me more confidence,
I'm going in a better direction than I was without you. If other
people ... and I don't want it to stop there, I do want to continue
getting better and there are several ways to do that, but one is to
connect with you in a better way. As we kind of wind down this show
how would I work with you more, how do I reach you, what do I need
to do to take the next step into learning the things that you've
already taught me to build off that?
Deirdre Van Nest:
Yeah great question. There's a couple of different options. I think
the best step is to subscribe to Crazy Good Talks TV. That's
something that was just launched and it's a weekly video episode
specifically for financial advisers and insurance agents.
Mark Miletello:
Nice.
Deirdre Van Nest:
Each episode, yeah yeah, each episode has a strategy on how to
either be a better speaker or how to grow your business for
speaking, how to market yourself, get books for speaking, all
things building your business and your brand through speaking. Then
each episode also comes with a downloadable template, worksheet,
cheat sheet to help you implement that week's lesson. That's a
great first step and that's great for readers or advisers and
agents and to get that you just got to crazygoodtalks.com/tv. Then
the other option is one of the things that I do a lot of is
keynoting at conferences and individual companies will hire me to
come in and do training for their advisers and agents. If you're a
leader listening, and you're interested in something like that just
shooting me an email, likewise if you're an individual producer and
you're interested in learning this skill set for yourself I do have
a 12-month Crazy Good Talks training program where I will teach you
step-by-step the ins and outs of how to become a crazy good speaker
and how to really build your brand and bring in business through
speaking. If either one of those things interests, you I think just
sending me an email Mark to D-V-N so Deirdre Victor
Nancy@crazygoodtalks with an S .com.
Mark Miletello:
Well that's crazy exciting, I think that of course you're gonna be
on a platform speaking at Lamp in front of all the industry greats
and as well as the show will reach a very broad audience including
managers and anyone that wants to host a meeting I think you would
be a valuable addition like I said in the short amount of time I've
known you I feel like I've learned a lot and I feel like I owe you
something. I guess you need to invoice me, but-
Deirdre Van Nest:
No, you are very kind. I'm thrilled to be here.
Mark Miletello:
It really is, just those few little things when someone is trying
to get better at something that is not their forte and yeah, you're
saying, "Well Mark you're hosting a radio show so ..." well you
know I'm just having fun, I know I can be better at even doing this
and every show I get better. But more importantly than that Deirdre
is I want to be able to go to my next meeting, I want to go into
that and now I can teach my agents how to connect with niche
markets that we have, and I can assist them and maybe be the guy
that stands up until they feel the confidence and find their voice
or help them find their voice.
Deirdre Van Nest:
Yeah.
Mark Miletello:
I see a lot of application in what you do and if I wouldn't have
sat next to you or if I wouldn't hear you speak I probably wouldn't
realize the value of how much we need that to be better at that
type of talent. I just want to thank you for agreeing to come on
the show Where the Insurance Pros Meet and thank you for your time.
Deirdre Van Nest:
Thank you for having me, it's been a pleasure.
Mark Miletello:
Absolutely and if you like what you hear go to iTunes, rate and
review the show so that others can find it. You can follow me of
course on MarkMiletello.com and you will be able to connect via the
show on my website on the podcast link, you'll be able to connect
to Deirdre Van Nest. Thank you again and we will see you at the
next show.