"After the ill are revived and wheeled out, Ralston steps forward on the stage and resumes, tactfully acknowledging the intensity of his story." - Leigh Gallagher, in book "The End of the Suburbs," page 3
Aron Ralston has wattage or the ability to transmit an electric current. That has become far more important in influence, power, and concrete selling than charisma. He has been fortunate in that nature and his own grit gave him a good story to become the wattage grid. Ralston had been trapped by a boulder in Utah and to survive cut off his own arm.
But that's only one of myriad ways to transmit the kind of electric current which has become a must in getting and keeping attention and embedding that experience in collective and individual memory banks.
We all know of law firms like Jones Day and individual lawyers like John Tarantino (Rhode Island lead paint jury acquittal for ARCO) famous for wattage. But what we often lack in knowledge is two-fold in the legal sector: Measuring your own wattage and increasing it.
The analytics are simple. They include revenues, visceral feeling of the law of attraction (The Secret) operating, and the amount of resources needed to get anything accomplished (the fewer, the higher the wattage). The second piece is also simple, for those open to the world and willing to modify behavior.
Boosting wattage entails:
Listening. That's a habit. Acquire it. Practice on being totally engrossed in how the oil-change counter guy is recounting how I-95 was blocked and how anxious he was about arriving late for work. Eventually, you can fine-tune this skill so as to effectively tune-out without making anyone feel less-than. Listening is the most powerful tool in human relations in this era of distraction.
Caring. It's not enough to be proficient in law. Tarantino throws his soul into caring about the law per se, the specific point he's making, and the client. Coolness is verboten. Let the Millennials on cable shows be cool.
Lack of self consciousness. This is nothing new. Athletes who focus on themselves and not the game choke. You can't watch yourself or watch others watching you. You have to be one with client presentation or instructing the associate what you need.
Gratitude. Every religion, spiritual program (think Alcoholics Anonymous), and effective therapy (cognitive) stands by an attitude of gratitude. If you are grateful for what you got you are not being eaten alive by emotions which distance you from others. At the top of the list is envy. You can be grateful for the feeling of jealousy in that it clues you in on what you really want.
Non-celebrities have wattage. The buttoned-down middle-aged salesperson who sent me out of the dealership with a car I only intended to look at had set up his own grid. He was atypical in that East Haven, Connecticut dealership. Unlike the others, he was there and it seemed that it was only for me.