People with charisma garner more attention and make more sales.
People with charisma are born that way, right?
Wrong.
Charisma is a learned skill that you too can develop… and today’s guest, the one and only McCall Jones, is going to teach us how.
McCall is the founder of Charisma Hacking, a set of business systems built from Hollywood tactics that solve two main problems that many entrepreneurs have: 1. “People don’t watch my videos” and 2. “People watch my videos… but don’t buy”.
McCall started performing professionally when she was 8 as a singer, performing for audiences of tens of thousands of people, and as an actress in several feature films including Disney’s High School Musical 2. Throughout the years McCall obsessively cataloged the secrets actors and directors use to keep people glued to their screens.
The secret to how Charisma Hacking has helped different entrepreneurs increase their YouTube watch time by 242%, 20x their Facebook ad CTR, and triple their revenue, is that the Charisma Hacking system adapts to the entrepreneur’s personality. We’ve cracked the code on how any entrepreneur can amplify the best parts of themselves to build a rabid fan base, regardless of whether they are as intense as Gary Vee, nurturing as Brene Brown, or energetic as Russell Brunson.
McCall is also speaking about Charisma Hacking at Funnel Hacking Live 2021, and would love to see you there!
Podcast Audio Timestamps:
01:58 – Do I have control over an Audience?
03:48 – The Checklist of Charisma Style
06:20 – I Started Changing and Hating Myself
08:00 – If You Have Something That People Need, It’s Your Responsibility To Share It.
11:04 – I’ve Got a Gift, but I Don’t Know How to Get It Out There. So I’m Just Gonna Stay Quiet About It.
15:24 – Charisma Styles Comes In A Different Form
17:35 – Who Are You When You’re With Your Favorite Person
When you’re ready, here are 4 ways I can help you…
1. Join my free mastermind group: Think Bigger | Real Estate. You will become the sum average of the five people with whom you spend the most time. Raise your sum average by being present with other big thinkers and high achievers. —> Click here.
2. Subscribe to the Think Bigger Real Estate Show:
Don’t miss my interviews with the industry’s biggest thinkers and highest achievers. —> Click here.
3. Get the Audiobook + bonuses of my best-selling book, “The Upstream Model”:
Replace your pursuit of golden eggs (commissions) with a systematic approach to attracting golden geese (professional partners that send you monthly recurring warm referrals).—> Click here.
4. Schedule a 15-minute call to explore joining my Significant Life Mastermind:
I help top professionals create a 7-Figure-Funded Significant Life, growing a wildly successful enterprise without losing focus on what matters most (body, mind, heart, spirit and legacy). —> Click here.
Justin Stoddart
So the big question is this. How do we those of us in the real estate industry with crazy amounts of ambition? How do we think bigger than the building of our own empires? How do we simultaneously see success and significance, income and impact? My name is Justin Stoddart. And this is the Think Bigger Real Estate Show. Where we are welcome back to the thing bigger real estate Show. I’m your host Justin Stoddard. You guys I want you to think about this concept here for just a minute before I introduce today’s guest is charisma, something you’re only born with, or can you learn it? We all know that those who have more charisma, sell more, attract more, get more followers. Today, we’re going to go deep on how you can learn charisma. Before I introduce today’s guests. Let me remind you that inside of the think bigger Real Estate Group on Facebook, we go deep on these topics. So don’t be sitting on the outside only listen to the podcast when you can be in engaging with the guests of the show. Thrilled today to have McCall Jones former childhood movie star now turned charisma hacker you might be like what the heck is a charisma hacker is someone who teaches you how to have charisma. McCall. Thank you for coming on the show today.
McCall Jones
Thank you so much for having me. I’m so pumped about this. I think it’s gonna be awesome.
Justin Stoddart
It’s such a pleasure. We’ve been on a journey together. McCall I, share, I guess you see a mentor a coach in common?
McCall Jones
Oh, yeah.
Justin Stoddart
I’ve been watching her rise. And I’m like, part part of me is like, I want to be like McCall. And I’m comforted that after this episode, we’re gonna be like, yeah, I think we all want to be a little bit like McCall. Now, we’ll call your story wasn’t, wasn’t always rosy, right?
McCall Jones
Yeah
Justin Stoddart
We’d have to go into deep detail. But I know that sounds pretty, pretty cool. The fact that you kind of shared a stage with Zac Efron and High School Musical to share the stage singing with Donnie Osman. Like there’s some pretty cool things that you’ve done in a short period of time yet behind the scenes, it was a little less glamorous, wasn’t it?
McCall Jones
Yeah, yeah. So I am charismatic and really stemmed from me asking myself one question at a very, very young age. And the question was, do I have control over an audience and to everybody outside, they’re like, you were a psycho little kid if you’re really asking yourself, but from the time I was eight years old, I was a I was a child performer. And, um, you know, like you said, it’s, it’s so much fun to be on stage to have, you know, constant validation from 10s of 1000s of people. But anytime I would mess up even a little bit. Terrible things would happen. You know, I was in a professional world at a really young age, they were paying me a lot of money. And if I didn’t do well, the event planners could be fired, at home, I, you know, my dad wouldn’t speak to me for days of time, if I messed up because I had embarrassed him in front of his friends. Like, there were, there were so many different aspects that really, like took the stakes, and they raised them through the roof, even more than, you know, will 20,000 people laugh at me or something like that. It was it was a really deep, emotional, crazy thing. And I was always looking for ways that I could gauge what was going to happen because I, you know, the stress led to me blacking out on stage, I would go on stage, and I couldn’t remember what happened. I couldn’t remember if I messed up. And it would basically give me panic attacks. Because I would get off stage and have to wait until I got home and kind of like fake my way through, you know, people complimenting me and things and wait for the consequences until I got home. So the first thing that I started to do is I started to read people and I started to, you know, see if they felt sorry for me, or if they were genuinely complimenting me. And if they you know, were excited for me, then I knew I was going to be okay. But if they kind of reassured me or you know, had the look of pity in their eyes, I knew that I was in for the worst. And all of this change. Like he said, I was on the program with Donny Osmand. And I sat backstage, the long story short, I’ll make the very long story very short. But I sat backstage and I observed Donny, I have complete control over this audience. And they weren’t just cheering for him. They were really interacting with him. And I became very envious. And I had never seen an audience react the way that I watched them react with Donny, and I knew if I could have that reaction that all my problems would go away that you know, these event planners would be so thrilled that my parents would just be through the roof. So I started to create a checklist of just the things that he was doing. I just, I fully planned on stealing every single one of his secrets when I went on stage, you know, as a nine year old, and when I went on stage, I did and it was the first time you know that I hadn’t blocked out on stage. I was just worried about what is he doing with his hands? What does he do in the space? What is he who is he pointing out? Who was he winking at? And I just went through very, very small details. And then I got offstage, and I stopped looking for pity in people’s eyes. I created this checklist and all of a sudden, I was like, wait a minute, I could do this again. I could do this again. And with every single performer that I’m on the program with, I can also create a checklist of why p eople like them, and then people can like me because I’m doing the same things. And this checklist thing became really a way of life. For me, I started to do it, you know, I was I was the go to singer on the motivational speaking circuit when I was a little girl. And I would look at speakers and salesmen and all these different people. And I would create these checklists of, you know, what audiences reacted to and what they didn’t. And I would really just break it down in my mind, and it was this crazy thing. And, you know, the first obviously, that first part of that not rosy past of all that anxiety, it really kind of went away with those checklists. Until when I was 21, I was cast in this reality show. And when I went to be cast, they basically told me, I have the role, but I need to do this interview beforehand. And when I showed up to the interview, they hated me, they had this idea of who they wanted for this role. And it was the basically the Mean Girls that you see in every reality show. And they thought, hey, this blonde girl with this music, she’s going to be that role for us. And I could not have been more different than what they wanted. And I was 40 pounds heavier than they wanted. And, you know, they really liked my music. So they told me, if you can change basically every single thing about your personality and lose 40 pounds, we’re going to give you this role, and at the time, I was like, Oh my gosh, you know, this is a huge opportunity. So I did. And I basically kind of use this checklist system to do that. And, you know, like I said, long story short, my body started shutting down because I was on diet pills, and I hated myself, I became very suicidal. And I realized, like, all of these checklists in the world didn’t matter if I wasn’t being myself. So I started to, you know, when I changed back to actually be myself, I got fired. And every single person that had invested in me when I was in this role, when I was cast for the show, never spoke to me again, because they had invested in one person, and I really was essentially a different one. And, you know, it opened my eyes to all these things. You know, and I, about a year and a half ago, at this point, I went to this business conference called Funnel Hacking Live. And it was amazing, it was so great. I just went to support my sister in law who was speaking. And as I sat there, you know, I was still in the frame of mind of like, I don’t matter, I’m not meant to be on stage, I’m not meant to be in front of people, people don’t like the real me. And if I have to do all those things to be famous or to, to matter to be important, then I don’t want it. And this man named Russell Brunson, he stood on stage and he said, if you have something people need, then you have to share it with them. And I sat there, and it was, you know, the first time that I was like, Okay, yeah, I get it, I get it. And then he turned to all these entrepreneurs, you know, in all these different fields, and he told them that if they had something important, they needed to share it. And the way they needed to share it is they needed to be on stages, and on video, and I looked around, and I had been reading these people, you know, because I can’t get that out of my brain at this point for a whole day. And I had seen that they were fantastic in front of people. And they had a really hard time communicating their messages with people. And you know, the combination of those two things of him saying, if you have something that people need, it’s your responsibility to share it. And all of you entrepreneurs are basically performers, you need to, you know, be yourselves the very best version of yourselves in front of people, you need to share your message in these ways that I have been studying my whole life, it snapped something in my brain. And I was like, wait a minute, you know, my performance past is not what made me important. It’s the way that I thought about things. And it’s these checklists. And, you know, I really do think I have something that all of these amazing people around me who have these incredible solutions can use. So I got home and I started my business. And, you know, I really channeled all of the checklists that I had built for the last, you know, 20 years, into getting audiences to do three things and really controlling those audiences to watch people to trust and engage with them, and then to buy from them. So I’ve taken every single checklist and every formula that I have. And now I do that with all of my clients, and it works. And it’s amazing, and it’s so much fun. So that’s not the long story on Charisma Hacking.
Justin Stoddart
So think of it, like everybody who’s listening here for just a minute, think about what she just said, obviously, the story that she told was, was kind of sad, honestly, until you got to the point where it’s like, okay, these difficult things have equipped me with a certain piece of knowledge like a group of knowledge. And I am now being told both by somebody up there and by something inside of me that I can’t sit on that but there are other people out there who will live less of a life less in pursuit of their potential if I don’t share this and I think everybody that’s that’s in this industry probably got in for that reason. They’re like, you know what, I either had a bad experience with real estate and or I just feel like it’s the most safe and important place in the world for everybody their home. And therefore, I’m going to get into this industry and I I can help people and there’s countless agents who are in that spot where they legitimately can help people, the challenge that they run into, is that they can’t get people’s attention, right? Because they don’t maybe have that natural charisma. They’re camera shy, you hear him stated, some of it’s true, sometimes that’s made up, you know, they’re, they’re uncomfortable, and or they’re decent, but they’re not getting, you know, the kind of the watch that they want, and getting people to, to engage with them. So you’re speaking to the right audience, we got a group of people here that can really help people.
McCall Jones
Yeah
Justin Stoddart
They’re sitting on a talent, a gift that the public needs. And yet they’re not able to kind of break free, and be who like the best version of themselves. And it’s interesting, I want to kind of divert here for just a minute, of course, I myself tend to be fairly introverted. You get me in certain environments where I’m talking about my passion, aka right here, I get fired up. And like, I think the best version of me comes out like there’s a fire here, because I’m talking about something that I love, and to people that I love, and so want you to help us get to that point, at least start us down the path, right?
McCall Jones
Yeah
Justin Stoddart
I know, people start to kind of break out of that, that, that mindset of like, that’s just not for me, I’ve got a gift, but I don’t know how to get it out there. So I’m just gonna stay quiet about it.
McCall Jones
Yeah. So the first thing that people have to realize is there’s a voice for every audience and an audience for every voice, right? So I had an experience where I charisma hack people five days a week on Facebook, and I charisma hack a lot of different awesome people with awesome, different personalities. And the reason I do that is to show people that there is not one type of charisma, right? charisma is literally just the ability to get strangers to trust you and those know you to become aggressively devoted to you that is the definition of charisma with charisma and charisma hacking, we separate charisma into two different things, Charisma Styles and Charisma Levels, right? The charisma style most of the time, you know, when people say to me, things like I’m really introverted, I don’t have charisma. That’s just not true. Right? When I say there’s a voice for every audience and audience for every voice by you trying to be somebody else by you trying to be stereotypically charismatic, you’re actually depriving a very specific audience that would be attracted to the real you, you’re depriving them of a leader, you’re depriving them of a voice, you’re depriving them of an agent that they would relate to and want to buy from even more. Right, there are so many people who are not attracted to my specific type of charisma. I was charisma hacking, this man who has a completely different personality than me. He’s a lot more subdued and my audience when I broke him down, loved it right. They’re there to watch me his audience because he shared it with him. The comments were literally Is she on cocaine, like they were not about my personality, wasn’t actually beautiful experience for me Because I looked at this and I was like, Oh, they have gathered around his charisma, his personality, he’s a lot more quiet, he’s a lot more introverted. But that works because he’s emotionally accurate with people. Right? So when it comes to being on video, the first thing you have to realize is that you have to be yourself. And I know that that sounds way too simple. But if you think about it, every single human in the world has somebody who’s already obsessed with them. I have created a profession around making people obsessed with other people. That’s what I do with every single one of my clients. But you already have somebody in your life who’s obsessed with you, whether it’s a wife, a brother, a sister, a mom, a dad, right? Whoever, a kid, a spouse, right, whoever that may be, they are already obsessed with you and the person that you are when you’re with that person. That’s the person that we need to get as close to as possible on camera. It’s not the definition of one specific type of charisma. It’s somebody who somebody else is already obsessed with. And then instead of trying to add things to make you more charismatic, we start taking things away. We start taking away things that come with, you know, social anxiety and things like that. The main reason why people don’t get on video is the fear of rejection, the fear of being mocked, right? They don’t want people to see them as they really are and to reject them , inevitable
Justin Stoddart
Kind of real quick, I think it’s interesting, because the story that you told leading up to this, yeah, was when you tried to get charisma centered around somebody else, that someone else, someone that they wanted you to be. So folks, if that’s what you’re getting from this is I got to be somebody else. No, that will that will cause you to go downward, not upward. What McCall. I want to highlight what she said right there, which is she helps you peel things away that aren’t real, right? She helps you to take things that are keeping you from being your true self, so that you can get your important talents and message out to the world.
McCall Jones
Yeah, yeah, it’s also it’s just like, statistically, you know, I’ve seen this with a whole bunch of my clients with if you create an audience, for a person who doesn’t exist or this character that you create, as soon as you become yourself that audience leads, right I saw that in my own life. I’ve seen it and other clients Right when they come to me, and they’re like, Listen, you know, I’ve created this character more charismatic or not, and audiences have rallied around that person, right? Instead of spending time, effort, traffic money building an audience who will stay with you, they build an audience that will not and then when they make the switch and become their actual cells, because that’s the only thing that’s sustainable, that audience leaves, right. So the first thing with actually getting on video, we break charisma into this framework that I call the face framework. So f is floor or the level, remember, we have styles and we have levels, right? This is basically the competency level of which your audience reacts to you, then we have so it’s my face framework, imagine being the face of your company. So F is for competency level that we have a is authority, C is compassion, and e is entertainment, through all of the research that I’ve done, really, for my whole life. But with this business, specifically, we have mapped out the things that you have to have in order to fully connect with a human. Now remember, with styles with charisma styles, that comes in a lot of different forms, everybody’s going to have a different type of authority, a different style of authority, a different style of compassion, a different style of entertainment. Think of the different, you know, TV characters that there are, there’s a lot of different funny or entertaining TV characters, but they all have different personalities, right? There’s like Jim, from the office versus, you know, a board, right there. They’re completely different people, right, but they both can have an equal level of entertainment, we get that through just emotional accuracy. Remember those people who are already obsessed with you, we want to recreate those kinds of relationships. So you have to dial into Okay, when I’m with my very favorite person in the world, how do I sound? How do we move? What language do I use? Right? And then when I get on video, what’s different rates start to create your own checklist and say, okay, when I’m with my very favorite person in the world, what does my voice sound like? If I’m really excited, I’m talking like this. And then I get on video, and I’m trying to be very professional. And I say, Well, I’m really excited. There’s something that’s off, right, the one that needs to change is the one that’s not emotionally accurate. You’re saying you’re excited, but you don’t sound excited, right? Or you’re like, Oh, my gosh, my dog died. It was the hardest experience of my life. It’s like you don’t sound sad, right? You have to make sure that it’s emotionally accurate. So you you are recreating those relationships, like I said, people who are already obsessed with you, that is not determined on if you’re extroverted or introverted, if you’re loud or quiet, if you’re intense or calm, right, it’s just based on that emotional accuracy. People are craving connection, and you have to give it to them.
Justin Stoddart
So going back as, like we’re gonna do around two, assuming you agree to this, we’re gonna have you back. But because we only have about three or four minutes left, but I want to hear if you could give a couple key steps for people that are like, okay, I like what she’s saying. There’s somebody inside of me. That’s true to who I am. Yeah. better version of myself. That’s not been out on video. Yeah. Number one, you said emotional accuracy. Like, who are you when you’re with your favorite person? Right? When you’re kind of your most best self? What does that look like? Be that what other? Is there another tip or two that you could share? Here? Just a couple minutes?
McCall Jones
Sure.
Justin Stoddart
That would allow the somebody who’s watching this to like, turn this off and go do a video and be different than they’ve been in the past better than they’ve been in the past?
McCall Jones
Yeah. So the first thing I would say yeah, is be curious. You just have to find that emotional accuracy. Find who you are, when you’re authoritative, compassionate, and entertaining, right? Find who you are in those things. What does your voice sound like? What is your body look like? All those kinds of things. And then before you start a video, I have something called the cold versus warm open. Anytime somebody goes to push record, start a video, a lot of times they’ll push record, and they’ll just kind of try to start or try to go right when it’ll take them, you know, eight minutes to warm up when they’ve already lost the audience. And they lose anybody who comes or they’ll sit there and be like, I’m gonna wait for a couple of people to jump on. Right? They they’re not warming up. The way that I say it is. Imagine if you were an Olympic sprinter. We just watched the Olympics, right? And if you had a 400 race, and you decided not to warm up because you were nervous, or you feel like I got this or like, maybe if I practice, it’ll make me worse. I don’t understand why people say that right? When they say, Okay, I’m not going to warm up. If you didn’t warm up for that race, that first lap of the race would be your warmup. Either you choose your warmup your warmup is chosen for you. Right Same thing happens with video. If you just push record and go there’s no warm up. There’s no emotional gauge or emotional map, you have to gear up as soon as that recording button you know is pushed, and then you’re flat for the whole beginning of it. Instead, back up 45 seconds before you ever push record and say out loud the type of emotion that you need to portray the type of emotion you need to feel and you need your audience to feel sad out loud. Have some Im statements of like, I’m energetic, or like I am empowering or I am sad or I am empathetic, whatever it may be. Get yourself to an emotionally accurate state before you push record right Takes about 45 seconds, then push records, your audience can see the best version of you, it can see the version that’s already warmed up, right, you can see the version that is already emotionally engaged with them. So they don’t have to stick around for that first five to eight minutes, right or even 30 to 40 seconds, which is enough time to lose somebody, they don’t have to wait for you to gear up and be emotionally accurate with them. They just get it right from the get go.
Justin Stoddart
Brilliant. Just simply move the push record button right, just where it’s coming from. So good. My final question. And again, I feel like I could spend a lot more time with you. And the final question is this. You’re a Big Thinker you went from last year, right? attending funnel hacking live to this year, you’re gonna be speaking on the stage, which could be considered the Superbowl of entrepreneur events. Yeah. You are a big thinker. What does McCall Jones do to continue to be a Big Thinker? What does it look like for you?
McCall Jones
Um, I think like my feet, tells me that all the time, I am not afraid to take action. And I honestly, anytime somebody is asking me how to get started, or how to move forward, all of that it’s you just have to act, right? A lot of times people spend too much time learning. And I know that that sounds ridiculous, but you have to implement as you go. And the only way that I’m able to think bigger is to grasp a concept and to apply it to see if it works. And if it doesn’t work, I need to adjust. Right. But I’ll never know the implementation of it if I don’t try it. Right. So I try to move as fast as I can, just with implementing things that I learned. Honestly, somebody who does that fantastically is Russell Brunson. Right. I sent him a training a year ago with to cc x and with it was this high ticket coaching program that he had. And he was doing the video things that I had trained on that day, like I sent him the training and all of a sudden he was applying these things. And I was like, wait a minute, this is crazy, right? But he is just he is so willing to implement, right? And I try to take that as well. I just every time I think of something want to do something, I just implement it immediately. And a lot of times it won’t work, which is okay. Right. But you can either spend time stewing and planning and overthinking or you can implement haven’t not worked and immediately move on. Right? It’s entrepreneurs who succeed are those who act. So as soon as you hear something, if you’re like, Okay, you know, this is coming from a reputable source. This is something that I feel could work, try it. And if it doesn’t work, move on adjust, right, it’s not the end of the world to fail along the way. That’s totally fine. There’ll be a lot of things that don’t work. The only way you can think bigger is to keep moving forward is to keep thinking to keep grasping new concepts and, and finding new things to act on.
Justin Stoddart
Money loves speed. I love that McCall. This has been fantastic. Thank you so much for pouring into us. I look forward to our next conversation.
McCall Jones
Yeah.
Justin Stoddart
In the meantime, for everybody listening here today. My simple request is this go Think Bigger. McCall. Thank you for helping us do that today. My friend.
McCall Jones
Yeah, thank you so much.
Justin Stoddart
I want to thank you for tuning in to this episode of The think bigger real estate show. If you found value here, I asked three things. Number one, give us a review. Number two, go to Facebook and in groups search, think bigger real estate and apply to join. Here you will find a community of big thinking professionals. They’ll help you grow your income, your independence and your impact. And my third request is go Think Bigger.