THE GROOVE - Develop Charisma to Grow Your Business

THE GROOVE

Welcome to the 190th issue of The Groove.

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You may be a charismatic leader by nature, or you may have a hard time being warm and opening up to strangers. In each case, charm can be a powerful asset for growing your business or practice, as it can help build strong relationships, inspire trust and loyalty, and attract audiences and clients. Being charismatic IS something that can be learned.

Let’s also be clear that charm is not about manipulation or insincerity, but rather building genuine connections and creating positive experiences for others.

Born in 1856 in Florence, Italy to American parents, John Singer Sargent was one of the most celebrated and financially successful artists of his era. He cemented his legacy as the premier society painter of the UK and the US in the second half of the 19th century. An avid world traveler filled with charm and charisma, Sargent brilliantly captured the opulence of his subjects' lifestyles in more than 900 masterful portraits and 2,000 watercolors and infused psychological depth and personality in ways that not many artists were able to do before him. Besides his extraordinary technical skills, here are three things that helped Sargent make history:

I have a friend who owns a very important art gallery; he is an introvert who has worked hard on becoming charismatic. It hasn’t been easy and still doesn’t happen naturally for him, but his determination to develop a charming personality has paid off enormously in prestige and financial rewards. One of the things he does best is to take the focus off of him and turn it into creating positive experiences for his clients and artists. He’s consistently paying attention to their needs and preferences and goes above and beyond to exceed their expectations.

Sargent's portraits often went beyond mere physical likeness to capture the psychological depth and personality of his subjects. He had a talent for revealing the character and inner life of the people he painted, making his portraits deeply engaging. He is often credited with pioneering a distinctive approach to psychological portraiture. While not the first artist to attempt to capture the essence of his subjects, Sargent was among the first to consistently and effectively combine keen emotional insight with technical mastery, resulting in portraits that conveyed both the external likeness and the inner life of his sitters.

Throughout the eight-to-ten sessions that he required from his clients, Sargent maintained pleasant conversations with them, fostering a comfortable and relaxed atmosphere. Sometimes he even took breaks to play the piano, adding a touch of charm and entertainment to the experience. This approach not only helped to put his subjects at ease but also contributed to the overall enjoyment of the process.

While he always painted men, women became the bulk of his subjects. Sargent's work reflects the emergence of the "New Woman." Coined by writers and journalists, particularly Henry James, this term described a new ideal of femininity characterized by women who were educated, articulate, ambitious, intellectually and psychologically independent, and physically active. Sargent's portraits often captured the essence of these modern women, portraying them with confidence, intelligence, and a sense of autonomy that challenged traditional gender roles.

If you move the focus away from you and make a genuine effort on providing a positive experience for others by asking thoughtful questions, actively listening to their responses, and engaging in meaningful conversations, you will build rapport and foster trust and loyalty from your clients and other professional relationships.

Curiosity, openness to diverse experiences, and an honest desire to learn from others are always characteristics of charismatic people. We live in an era where there is a growing appreciation for beauty that deviates from traditional norms, but that wasn’t the case in Europe 176 years ago. However, that was one of the assets that distinguished Sargent from other artists: his unabashed adoration of the exotic and his unspoken appreciation for rare forms of beauty.

Sargent had lived in Paris for about a decade when he spotted Madame Pierre Gautreau, an immigrant from New Orleans, Louisiana who married a French banker twice her age. Her unusual looks were created by blotting her body with lavender powder, dyeing her auburn hair with henna and employing chlorate of potash to enhance her naturally fair complexion. She took great pride in her appearance and earned the moniker "professional beauty"—a title bestowed upon women who skillfully wielded their looks to ascend the social ladder.

The artist wrote to a friend: “I have a great desire to paint her portrait and have reason to think she would allow it and is waiting for someone to propose this homage to her beauty. ...you might tell her that I am a man of prodigious talent.”

Despite having turned other artists' proposals down, Madame Gautreau readily accepted the invitation, as not only was Sargent enormously talented but he was also charming.

This charm allowed Sargent to know Madame Gautreau in such a way that his ensuing work exposed her to the world. The tall but narrow painting took one year to complete, and unbeknownst to the 28-year-old Sargent, it would become his most famous painting: an exotic woman in what was considered a sexually assertive pose wearing a black dress held by jeweled straps, one of which had sensually slipped and draped over mid-shoulder.

Madame Gautreau and her mother begged Sargent to withdraw the painting from The Salon of 1884 where the work was about to debut, but the artist refused. He did, however, make two concessions: he repainted the falling strap back in place and changed the title of the work from “Madame Pierre Gautreau” to “Portrait of Madame X”, as it has been known ever since.

The audiences were scandalized by the brazenness of Gautreau's self-display, the uniqueness of her adornments—both in attire and cosmetics—and the perceived crudeness of her American ambition.

While the intention of Sargent wasn’t to trigger a quelle horreur reaction from the Parisian society, the artist became known for openly defying convention by flaunting the woman's immoral lifestyle. The scandal guaranteed that Sargent would receive no more portrait commissions in France, so he decamped to London in 1886 for good.

Looking for your Madame X doesn’t mean that you have to become a social pariah or do something that gets you canceled but do use your powers of observation and your charm to find unique attributes in others, or rare things, celebrate diversity, and recognize the value of individuality in various aspects of life.

In the face of adversity, your ability to bounce back, stay positive, and maintain composure demonstrates strength of character and inspires confidence in others.

After his move to London, it didn’t take long to recover from Madame X’s blow until Sargent's career ignited like wildfire. Swiftly landing multiple portrait commissions, he showcased the intense focus and relentless stamina that would fuel his artistic engine for the next quarter century. With a work ethic as steady as a metronome, he filled the lulls between commissions by painting striking portraits of British and American friends and colleagues. His impeccable manners and extraordinary talent made him a dazzling figure among the emerging portraitists, catapulting his fame far and wide.

Sargent's charm and persuasive communication skills made him an effective negotiator when it came to discussing commissions and fees with clients. He deepened his relationships with collectors by operating without assistants, managing all tasks himself—from preparing canvases and varnishing paintings to arranging photography, shipping, and documentation. His hands-on approach ensured that every detail met his exacting standards which helped him convey the value of his work and justify his prices of $5,000 per portrait (around $175,000 today).

The artist would personally visit the client’s home to determine the perfect spot for the painting and meticulously review their wardrobe to select the ideal attire for the portrait. While some paintings were created in the client's residence, most were executed in his well-equipped studio, filled with carefully chosen furniture and backgrounds for maximum impact.

By the time Sargent completed his portrait of John D. Rockefeller in 1917, critics started relegating him to the ranks of past masters. Modernists, however, were far less kind, dismissing him as hopelessly disconnected from the realities of American life and the avant-garde. But his charm and resilient demeanor helped him navigate criticism and controversy throughout his career. Instead of becoming defensive or confrontational, he often responded with grace and tact, maintaining his reputation and preserving his relationships within the art world. Steadfastly refusing to shift his views and staying true to himself, he said: "Ingres, Raphael, and El Greco, these are now my admirations, these are what I like."

Even the Madame X scandal ended up working to his advantage. From 1905 onwards, he exhibited it in various international settings and in 1916, Sargent parted with the painting, selling it to the Metropolitan Museum of Art. In a letter to the museum's director, he reflected, "I suppose it is the best thing I have ever done." Today the Met owns more than 1.5 million objects and Madame X is considered among its top 50 masterpieces.

By gracefully navigating challenges, you not only exhibit a sense of inner strength, but also convey an aura of optimism and determination that is inherently charming. Resilience itself can be a charismatic quality, drawing others to admire and emulate your ability to overcome obstacles.

Harnessing charm and charisma can be a transformative strategy for growing your business or practice. By cultivating genuine connections, inspiring trust, offering positive experiences and interactions with customers, clients, and collaborators, you can differentiate yourself in a competitive market and create lasting impressions that drive success.

JUMPSTART: IGNITE YOUR CREATIVITY FOR PROFIT, INNOVATION, AND REINVENTION

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HOW CREATIVITY RULES THE WORLD

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TEDX TALK

Have you already watched my TEDx Talk: “NFTs, Graffiti and Sedition: How Artists Invent The Future”?

I share three lessons I have learned from artists that always work for anyone in their careers. Watch it here.

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