My Likeability Deficit

During Sally Fields 1985 acceptance speech for her second Academy Award, she blurted out an oft-mocked line, "...I can't deny the fact that you like me right now, you like me."

For financial advisors, being liked is an overlooked component of the Advisor-Client relationship. Generally, Clients gravitate to Advisors who they like...and vice versa.

In his new book, The Likeability Factor, author Tim Sanders explores four aspects of likeability that one can measure and improve - friendliness, relevance, empathy, and realness. Sanders maintains that our likeability is real and tangible. We all have "L-Factors", from 1-9, that helps measure the positive or negative feelings that one can produce in another.

For your own "L-Factor Self-Assessment", go to his website, www.timsanders.com, and take the test.

Tim Sanders is an author and business executive who currently serves as Yahoo!'s Leadership Coach. From 2001 to 2003, he served as Yahoo!'s Chief Solutions Officer. His bio also states that "he advises business and public sector leaders on next generation strategies." (Will someone please tell me what a Chief Solutions Officer, or a Leadership Coach, actually does? I'm a native San Franciscan, and I can speak a little Californian, yet I don't get this.)

Tim Sanders' first book, Love is the Killer App, was a NY Times bestseller...and showed how people who share generously can achieve professional success. As an outgrowth and extension of the success of this book, Mr. Sanders formed the "Lovecat Leadership Training Program."

For what it's worth, I took my own "L-Factor Self Assessment" last night...and found myself to be a tad deficient in this regard. My total score was 4.8, which in the eyes of Mr. Sanders means I "might have relationship difficulties due to low L-Factor." Oh...great. Just what I need...a low L-Factor.

In my defense, I was a bit preoccupied when I took the self-assessment, so maybe he allows retakes.

On the other hand, I wonder if Grumpy Financial Advisors attract Grumpy Clients? I bet they do. As my mom says, "There's someone for everybody."

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