The X-factor: have you got it?
updated on 07 June 2011
So, what does it take to make it into the legal profession today? Hard work? Persistence? Determination? Focus? All of that and much, much more - the list is endless! But the one thing that you need in today's competitive legal profession is star quality - something that makes you shine brighter than everyone else and stand out; that is the X-factor.
Whether you love or hate The X Factor programme, it is a bit like going for an interview and doing everything you can to stand out so you are picked. On the programme, being able to sing is just one part of the equation. What the judging panel are also looking for is the whole package - someone who is a real showman, and who has versatility and stamina.
Following on from the X Factor analogy, and not to be the bearer of doom and gloom, but it is not enough to have an impressive academic record - the next person in the queue has the equivalent. The demands are high and only the best will do. So, what will make you stand out and how do you make sure you will be chosen over your competitor?
Many law firms have come to realise that lawyers need to be businesspeople, and that knowing the law and being an expert in an area is not enough these days. Lawyers need to be able to communicate with clients in an influential and persuasive way and have the interpersonal skills and confidence to develop business relationships and generate new business. Law firms want well-rounded people who will represent their firm with presence and impact.
So, how can you achieve all that? Well, the secret lies in having effective communication skills and understanding how you and other people work. You should not be focusing on your weaknesses but elevating your strengths - ask yourself, "What skills can I offer over and above anyone else?".
Often the 'hard' skills, such as technical ability, can be learnt, but it's the 'soft' skills, such as good communication, that many people find more challenging.
Communication skills
"The words we choose to use leave impressions on the people around us." Maya Angelou
The power of communication is having the ability to communicate with clarity, style and conviction. Everyone has to work at polishing these skills; some people come across as naturally gifted communicators and others have to work hard at it. But let me tell you a secret; even the most confident communicators were not born this way. They practised, practised and practised until they became masters of their craft and that is why they come across so naturally. It's the same with presenters - those that make it look easy are the people who have mastered their craft, through practise and experience.
People often say "it's who you know" that really matters and to a certain degree that is very true - good contacts can open doors previously closed to you or provide you with valuable insight into how a business works. However, it falls upon you to create a great impression and take a proactive approach once the doors have been opened. This is where you need flexibility in your communication style to effectively win people over and get them to like you!
Remember, you cannot control how people engage with you. What you can do is control the way you communicate with people, thus affecting how people respond to you and the results you get.
The psychology of human excellence and communication is a complex one. How you communicate with yourself (internally) is a reflection of how you communicate with other people (externally); you may not even consciously realise this is happening. For example, you may go for an interview or an important meeting and say to yourself, "I don't want to come across as nervous". What is your brain focusing on? Being nervous! This is because your brain cannot process negatives. The way you think will define the way you communicate with others and how you come across.
So, what can you do to overcome this? No matter how scared or nervous you feel about an event, you can control that feeling. How? One method is to flip it around in your mind and imagine the event was as successful as you want it to be. Try it - it works!
Another way of making a lasting impression is being aware of people's language patterns. Listen to what they say and try to subtly match the way they speak. For example, "I see what you're saying" and "I hear what you're saying" mean the same thing. However, there is a difference in how that sentence is received by a person. A visual person would prefer to hear it said the first way and an auditory person would prefer to hear it said the second way. Practise listening to people and see if you can identify their preferences.
Personality preferences
"Strengths lie in differences, not in similarities." Stephen Covey
It's only natural to be drawn to people who are like you - they like the things you do, their style is similar to yours and you have things in common. Unfortunately, in the professional world of work, you don't get to pick and choose your boss, clients or colleagues. You need to understand that everyone has different personalities and to create a lasting impact and build positive relationships, you need to be able to adapt yours accordingly.
Adapting your personality style does not mean being superficial or false. People will see straight through that and it is no fun when you have to work at being someone you are not. Adapting your personality style means listening and observing the traits and language patterns of the people you are communicating with and mirroring them in a way that allows you to get their attention and let them know you understand. Note, however, that it is not about mimicking their style or copying their language dialect or pronunciation - this could be seen as offensive!
Understanding your own personality style is the first step. There are many exercises that you can do to work this out, if you don't know already or are unsure. Also knowing how you view other personality traits is important. For example, someone who is naturally quiet may be seen as boring or uninterested by someone who is naturally loud and gregarious. Similarly, the quiet person may see the loud and gregarious person as shallow and attention-seeking. Neither of these judgements is inherently true. As individuals, we instantly make evaluations or put labels on people. By taking the time to get to know and understand people with different personality preferences to your own, you put yourself in a stronger position to create other opportunities for yourself.
Take action!
"Even if you're on the right track, you'll get run over if you just sit there." Will Rogers
There are a number of psychometric tests available which will give you an insight into your own personality preference and help you understand how you prefer to receive information and your natural style of communication. It is very powerful to have this insight as it prepares you for accepting and understanding other peoples' personalities that are different to your own. Take action now and work out how you can shine brighter than everyone else - you future depends on it!
Neeta Halai is a corporate skills trainer, business coach and solicitor who specialises in helping lawyers, business professionals and students become more effective communicators. For more on how she could help you, visit her website, www.neetahalai.co.uk.
