Chan­nel­ing Charisma

Think of it as per­son­al­ity or mag­netism. Here are six steps ad­vi­sors can take to light up a room when they en­ter.

Financial Planning - - Contents - BY JOHN J. BOWEN JR.

Think of it as per­son­al­ity or mag­netism. Here are six steps ad­vi­sors can take to light up a room when they en­ter.

In coach­ing fi­nan­cial ad­vi­sors for 14 years, I’ve found that many of the most elite ad­vi­sors — the ones who are ex­tremely suc­cess­ful and main­tain a high pro­file — have a se­cret weapon at their dis­posal: the power of their pres­ence.

Think of it also as charisma, per­son­al­ity or mag­netism. This seem­ingly elu­sive trait means these ad­vi­sors light up a room when they walk into it. Their per­sonal pres­ence makes them nearly ir­re­sistible to wealthy in­vestors, who want to know more about these ad­vi­sors from the mo­ment they meet them.

And once these in­vestors are clients, they es­sen­tially be­come mar­ket­ing apos­tles for their ad­vi­sors, spread­ing the word to all their wealthy friends and as­so­ci­ates.

Pres­ence also helps these ad­vi­sors build and mo­ti­vate amaz­ing teams of peo­ple to sup­port them.

Boost Your Pres­ence

My firm has been coach­ing fi­nan­cial ad­vi­sors in de­vel­op­ing their pres­ence and per­sonal sto­ries for many years, with amaz­ing re­sults.

Many mem­bers of our mas­ter­mind group of more than 200 top fi­nan­cial ad­vi­sors di­rectly credit these tools for gar­ner­ing bil­lions of dol­lars in new as­sets un­der man­age­ment.

Here, I have nar­rowed down all that wis­dom to six key steps to boost your pres­ence among prospects.

1. Know your story: Peo­ple will want to know who you are. A com­pelling story that re­veals the truth about who you are will at­tract oth­ers to you, in­clud­ing po­ten­tial fu­ture clients and team mem­bers.

By know­ing your story and telling it well, you will re­al­ize spe­cific, prac­ti­cal ben­e­fits:

Your story will at­tract peo­ple to you. When oth­ers hear your story, it gives them in­sight into who you are, what you stand for and what you had to over­come to get to where you are now. Very of­ten, this makes them ea­ger to as­so­ciate with you.

Your story will cre­ate trust. Your story will also go far in build­ing authen­tic trust in clients, prospects, team mem­bers and strate­gic part­ners. Your story is uniquely yours, and no one else can tell it like you. By open­ing up to oth­ers about what is im­por­tant to you, your lis­ten­ers will be much more in­clined to trust you with what is im­por­tant to them.

By open­ing up to oth­ers about what’s im­por­tant to you, they will be more in­clined to trust you with what’s im­por­tant to them.

Your story will be the foun­da­tion of your vi­sion. As you re­view your life, you see how cer­tain

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