Part One: What is Substance?
One Thing:
Personality may open doors, but character is what keeps them open. Think of personality as style—the way you market yourself. Character, on the other hand, is substance—the value you bring through your knowledge, skills, and expertise.
There is a clear distinction between image and reputation. Image attracts people to you and your services, but substance is what makes them stay. Think of image as a short-term tool, while reputation is something that is earned over time through consistency, trust, and delivery.
Growing your reputation leads to more referrals and organic business. While we can shape how others perceive us through social media and marketing, true reputation is built not by what we say, but by what we do consistently. Many people struggle with the gap between how they want to be perceived and how they are actually seen.
There are two types of professionals:
Show horses – Those who look good on the outside.
Plow horses – Those who show up every day and get things done.
The world needs more plow horses. The key is to have both sizzle and substance—to project a strong image but back it up with true expertise and results. Many people position themselves as "experts" online, but without substance, their credibility is short-lived.
In today’s hyper-connected world, consistency is what determines your reputation.
Reflection Question: What reputation do you want to earn both personally and professionally?
Part Two: Brand Reputation
One Thing:
Once you define how you want to be known, your actions must align with that vision. Many people claim they want success, but few are willing to do the heavy lifting it requires. True professionals sacrifice short-term pleasures for long-term gains.
If I want my brand to reflect discipline, expertise, and continuous improvement, then I must embody those traits in my daily life. This means having high standards, structured habits, and a strong work ethic. However, it’s equally important to bring energy, passion, and positivity into my work.
A strong reputation is built not only on discipline but also on how you make others feel. Influence comes from uplifting others, not tearing them down.
Be a Student of the Game:
Be a continual learner in your space.
Sharpen your skills by mastering your craft.
Deliver on your brand promise consistently.
Reflect on whether your image and reputation are truly aligned.
When I launched the 90-Day Sales Manager, my biggest fear was failing to deliver on my promises. Reputation is built on results. To ensure success, I committed to constant learning, refining my methods, and delivering beyond expectations. If I claim to double my clients’ production, I need to prove it with real outcomes.
Reflection Question: What steps are you taking to ensure your brand reputation matches your actual results?
Part Three: The Ingredients of a Person of Influence
One Thing:
Having worked with top entrepreneurs, I have identified ten core ingredients that make someone truly influential.
Part I: The Whole Person
Knowledge – A continual learner who never stops growing.
Skill – Masters the basics and prioritizes self-care.
Desire – Puts in the effort even when it’s inconvenient.
Confidence – Knows they belong in any room.
Part II: Personality & Character
Likability – Others are naturally drawn to them.
Connectivity – Can relate to people across all backgrounds.
Authenticity – People know they can trust them.
Part III: Personal Brand & Self-Marketing
Networks – Has strong relationships that multiply business opportunities.
Status – Is known in their industry and marketplace.
Free Prize – Offers unique value beyond the expected.
Reflection Question: In what ways are you aligning your personal brand image with your reputation?
A true person of influence is more than just a title or social media presence. It is someone who consistently delivers value, builds strong relationships, and maintains a reputation of excellence.
How will you implement these principles to strengthen your brand today?