Command the Room: Unlock the FORCE of Influence

Anyone can learn to command the room but it takes practice and intentionality.

Earlier this week, I worked with a fast-growing wealth management firm on a leadership game-changer: executive presence (EP). From the start, their energy was electric—not just engaged, but hungry to sharpen their influence and elevate their leadership. And it reinforced something I see time and time again:

Titles don’t make leaders. Presence does.

This team had it. Their energy, their support for one another (like starting meetings with shoutouts), and their senior leaders actively participating in the training all pointed to one thing—they understood the power of presence. And while presence alone won’t make you a leader or guarantee command of the room, it amplifies leadership in powerful ways.

On the flip side, a lack of presence can derail careers, stall growth, and limit opportunities—especially in industries where differentiation isn’t about the product, but about the people.

Why Executive Presence Matters

Leadership is about influence—not authority, not coercion. As Dwight Eisenhower put it:

"Leadership is the art of getting someone else to do something you want done because he wants to do it."

Influence is driven by presence, confidence, and clarity. And in professional services—like wealth management—your ability to command a room, project confidence, and communicate effectively is what sets you apart.

The FORCE of Influence

During our session, I introduced FORCE—Catalyst Point’s framework for developing influence. This isn’t about forcing outcomes; it’s about the FORCE of presence—the ability to command respect, project confidence, and establish credibility in any setting.

We only covered one element of FORCE, but the message was clear: executive presence isn’t accidental. It takes intentional effort.

Cracking the Code on Executive Presence

So, what is executive presence? Definitions abound, but I anchor my coaching in Sylvia Ann Hewlett’s framework:

EP = Gravitas + Communication + Appearance

✅ Gravitas – The weight of your leadership. Confidence under pressure. The ability to make tough decisions without flinching.

✅ Communication – Clarity, conviction, and timing. Knowing when to speak, when to pause, and how to listen with intent.

✅ Appearance – More than just clothing. It’s about the visual signals you send—confidence, readiness, and authenticity.

I asked the team: Who embodies executive presence? Some named global leaders. Others pointed to mentors, parents, or colleagues. The takeaway?

EP isn’t an innate gift—it’s a skill. A superpower. And like any skill, it can be developed.

Developing EP: Where to Start

The first step? Self-awareness. Leadership isn’t just about knowing your strengths—it’s about identifying and closing gaps. Ask yourself:

✅ When’s the last time I took a behavioral or communication assessment—one I actually understood?

✅ When’s the last time I got candid feedback on my presence—specifically on gravitas, communication, or appearance?

✅ How do I show up in high-pressure situations? How do I show up daily?

If you don’t have good answers, start there. Awareness is the foundation for everything that follows.

The good news? Boosting one element of EP lifts them all. It’s like inflating a bundle of balloons—elevate one, and the rest rise too.

Practical Strategies to Elevate Your EP

1. Develop Gravitas

✅Confidence comes from competence. Spend 10 minutes a day studying industry trends and refining your expertise.

✅Never walk into a meeting unprepared. Know the outcome you want and anticipate roadblocks. Surprise = lack of preparation.

✅Control composure under pressure. Use 4-7-8 breathing to regulate nerves and stay sharp.

2. Master Communication

✅Active listening isn’t passive. Ask clarifying questions, rephrase key points, and confirm understanding.

✅The power of the pause. Strategic silences before responding show confidence and add weight to your words.

✅Non-verbal cues matter. Eye contact, posture, and tone shape how you’re perceived. Small shifts = big impact.

3. Enhance Appearance

✅Dress for influence. A solid rule: match your client’s level—then take it up one notch.

✅First impressions happen fast. People size you up in 100 milliseconds. Make them count.

✅Presence is about energy, not just clothing. Style helps, but substance wins.

Executive Presence is a Choice

Executive presence—like leadership—isn’t about looking the part. It’s about being the part. And that takes work.

Leadership isn’t something you achieve once and set on a shelf—it’s a continuous journey of growth, adaptation, and refinement.

At the end of our session, I left the team with this challenge:

What’s one action you’ll take today to elevate your executive presence?

Because leadership isn’t just about what you know—it’s about what you do.

If your organization is ready to build stronger leaders with greater influence, let’s talk. Executive presence can be learned. I’d love to help you or your team develop it.

Reach out and let’s start the conversation.