Executive Presence: The Art of Inspiring, Influencing, and Making an Impact
In the world of commercial real estate, decisions are made quickly, stakes are high, and every interaction matters. Those who truly stand out are not only competent, they inspire trust, rally others, and leave a lasting impression.
This is what we call executive presence. And contrary to popular belief, it is not an innate gift reserved for a select few. It is a skill that can be developed, a muscle that can be strengthened.
With over 25 years of experience leading teams and coaching leaders, I have found that executive presence rests on three essential pillars: Clarity, Communication, and Connection. These are not “add-ons” to leadership, they are its foundation. Without them, it is difficult to gain buy-in, mobilize people through change, or create lasting impact.
1. Clarity – The Leader’s Compass
Clarity means knowing who you are, what you want, and why it matters. In an environment where priorities shift rapidly and pressure is constant, a leader who is clear about their values, vision, and priorities inspires confidence and provides direction.
Clarity acts as a compass: it helps you make aligned decisions, say no to distractions, and stay focused on what truly matters. It also shows up in how you express your objectives, guide your teams, and take a stand on strategic issues.
One client, a project director, constantly felt pulled into daily urgencies. Together, we took the time to define her vision and her “non-negotiables” – the elements she would no longer sacrifice for any project or deadline. Within weeks, she shifted from reactive mode to a strategic approach. The result: greater calm… and enhanced credibility with her team and peers.
Reflection: Can you clearly state, in one simple sentence, the vision you are pursuing and the impact you want to have this year? If not, it may be time to clarify your course.
2. Communication – The Art of Being Heard… and Understood
Communication is not just about speaking. It’s about delivering a clear, relevant, and memorable message. In an industry like commercial real estate, where projects often involve multiple stakeholders with different priorities, the ability to express yourself precisely and adapt your message is a critical advantage.
I worked with a vice president who, in executive committee meetings, hesitated to contribute spontaneously to discussions. His natural instinct was to step back and think before responding, aiming to provide a well-considered, high-quality answer. But in an environment where decisions were made quickly, this caution created a very different impression: that of a disengaged – or even uncertain – leader. His manager even began to question whether the issue was his competence… or simply his communication style.
Once he became aware of this impact, he began experimenting with new ways to engage: sharing preliminary thoughts, asking open-ended questions to enrich the discussion, or affirming key points raised by colleagues before adding his perspective. Gradually, he found a balance between the thoughtful reflection that defined him and a more active presence in the moment.
The result: his expertise is now visible from the moment he joins a conversation. Perceptions shifted dramatically. He moved from being seen as passive to being recognized as a central voice, respected and consulted.
Takeaway: Sometimes, it’s not the substance that limits your influence, but whether – or how – you choose to speak up in the moment.
3. Connection – The Invisible Power of Influence
Connection is what transforms a conversation into an opportunity, and a professional relationship into a lasting partnership. It rests on the ability to truly listen, ask insightful questions, and understand what drives the other person.
In commercial real estate, where deals can take months – or even years – to close, the quality of relationships is often the deciding factor. I witnessed a complex negotiation break through because a leader had taken the time, long before any business talk, to understand her counterpart’s personal priorities. The trust built through that connection not only helped close the deal, it opened the door to future opportunities together.
Building connection also requires intentionality: investing time in nurturing your network even outside of immediate transactions and showing up for key moments that matter to your partners.
Reflection: When was the last time you initiated a conversation without a specific agenda, simply to strengthen a relationship?
Why These Pillars Matter More Than Ever
In a constantly evolving market, leaders can no longer simply “do their job well.” They must inspire trust in uncertainty, communicate with impact, and build strong relationships that open new doors.
Clarity gives you direction.
Communication gives you a voice.
Connection gives you lasting influence.
When these three pillars are aligned, your executive presence becomes a powerful lever. You no longer just react to events… you shape them.
Leadership That Leaves a Mark
Developing your executive presence means aligning what you think, what you say, and what you do. It’s about moving from “doing your job” to “shaping your environment.” It’s about cultivating trust, engagement, and impact.
And the good news: it can be learned – step by step – through intentional choices and conscious habits.
And You?
Which of these three pillars could you invest in more this year? What would it look like if your executive presence became your greatest professional asset?
I’d be delighted to explore this with you. Together, we can build a leadership style that inspires, influences, and leaves a lasting impact.
by Valérie DesRoches
Executive Coach
Valérie DesRoches is an executive coach specializing in leadership development and executive presence. She helps leaders lead with clarity and confidence to maximize their strategic impact.
Translated by the author
