2023 Playbook Series #3, Session #2: Personal Presence: Using Charisma and Gravitas to Engage and Connect-Slide handout - Playbook Series #3, Session #2

Slide handout - Playbook Series #3, Session #2 - Personal Presence

Pdf Summary

The NAPFA (National Association of Personal Financial Advisors) 2023 Playbook Series for Fall/Winter comprises three sessions focused on "Conversational Selling Skills and the Art of Influence." Key contributors include Bob Veres, George Kinder, Eddie Kramer, Meg Bartelt, and Marie Swift. The overarching aim is to equip financial advisors with techniques to enhance client engagement and conversion through impactful communication.<br /><br />The series is segmented into:<br />1. "Getting to Yes: The Art of Conversation and Client Conversion" (September 28, 2023)<br />2. "Presence: Using Charisma and Gravitas to Engage and Connect" (October 26, 2023)<br />3. "Capstone/Interactive Audience Session" (November 30, 2023)<br /><br />Participants are encouraged to engage in specific homework tasks designed to hone their skills. These include journaling thoughts about marketing and selling, reviewing selected resources, practicing deep breathing for presence, and engaging in non-verbal communication to understand and develop charisma.<br /><br />Several notable resources recommended for further learning are:<br />- "The Necessary Art of Persuasion" by Jay Conger<br />- "Influence: The Art and Science of Persuasion" by Robert B. Cialdini<br />- "The Smartest Sales Book You’ll Ever Read" by Solin<br /><br />Key takeaways include establishing credibility, connecting emotionally, and understanding the six psychological principles of influence per Cialdini: reciprocation, commitment & consistency, social proof, liking, authority, and scarcity.<br /><br />The sessions aim to redefine the concept of "selling" in a positive light, emphasizing it as a noble cause rather than a negative endeavor. This involves cultivating personal presence, charisma, and gravitas, which are seen as vital elements for financial planners in building effective client relationships and trust.<br /><br />The series includes an invitation to explore the NAPFA Nation Podcast Series for additional insights and learning opportunities.

Keywords

NAPFA 2023 Playbook

Conversational Selling Skills

Art of Influence

Client Engagement

Financial Advisors

Charisma

Gravitas

Client Conversion

Psychological Principles

NAPFA Nation Podcast