In this fascinating episode of Hardman Talks, Larissa Adams is joined by David Roylance, Voice and Executive Leadership Specialist, and author of Be Seen, Be Heard, Get Paid What You Are Worth. Together, they explore the role communication plays in financial markets, where technical expertise is often assumed and the ability to clearly articulate ideas can make the real difference. Drawing on his background in performance and coaching, David shares perspectives on how professionals can strengthen their presence, confidence and messaging in business environments.
The conversation looks at the subtle factors that shape how audiences respond, from credibility and trust to the signals people give through their voice, body language and overall presence. With examples drawn from David’s work with financial professionals and organisations, the discussion offers insight into why being heard is such an important part of influence and success in competitive markets.
0:00 – Introduction: why communication matters in finance
Why technical expertise alone doesn’t guarantee influence in financial markets.
1:27 – From actor training to communication coaching
David Roylance explains how his acting background led him to work with financial professionals.
10:22 – Why financial experts struggle to be heard
The common mistake of relying on logic when persuasion is often emotional.
17:45 – The 7–38–55 rule of communication
Why tone and non-verbal signals matter more than the words themselves.
24:30 – The first 23 seconds that decide everything
How audiences quickly judge credibility and decide whether to listen.
29:33 – The energy states that affect how you are perceived
Why breathing, presence and physical energy shape trust and influence.
Watch Part Two: ‘Hardman Talks | Why investors listen to some people – and not others: Part 2 of 2’.
