Secrets of Personal Branding

SUMMARY

In this episode of Present Influence, John is joined by branding expert and bestselling author Mark Schaefer to explore what it truly means to become known in a noisy, copy-and-paste marketing world.

They explore why most personal brands fail, how guru-led thinking is killing originality, and why authority is built through relevance, consistency, and usefulness rather than visibility or hype.

Mark shares practical insights from his books Known and Audacious, including how speakers and experts can clarify what they want to be known for, choose the right content strategy, and avoid the trap of chasing platforms instead of building trust.

This conversation is essential listening for speakers, coaches, and consultants who want to build real credibility, stand out without selling out, and turn visibility into lasting influence.

Find out more about Mark and his books at https://businessesgrow.com/

CHAPTERS

00:00 Introduction to Mark Schaefer

02:34 Contrarian Views in Marketing

05:41 The Importance of Personal Branding

08:19 The Role of Speaking in Business

10:59 Advice for Aspiring Speakers

13:56 Finding Your Unique Voice

16:34 Leveraging Social Media for Branding

19:14 Creating Content that Resonates

21:57 Opportunities in the Speaking Industry

24:29 Navigating AI in Marketing

27:36 The Need vs. Nice to Have in Speaking

30:11 Personal Experiences and Lessons Learned

32:36 Conclusion and Resources

Visit presentinfluence.com/quiz to take the Speaker Radiance Quiz and discover your Charisma Quotient.

For speaking enquiries or to connect with me, you can email john@presentinfluence.com or find me on LinkedIn

You can find all our clips, episodes and more on the Present Influence YouTube channel: https://www.youtube.com/@PresentInfluence

Thanks for listening, and please give the show a 5* review if you enjoyed it.

Welcome to The Professional Speaking Show, the definitive podcast for keynote speakers, subject matter experts, and coaches who are ready to stop being "well-kept secrets" and start building a scalable, high-impact career.

Most speaking advice is either too "soft" (focusing only on stage presence) or too "sleazy" (focusing on aggressive, outdated sales tactics). We believe there is a third way: The Path of Professional Influence.

Each week, we dive deep into the three pillars of a sustainable speaking career:

1. Master the Stage: Advanced communication, storytelling, and delivery techniques that ensure you leave a lasting legacy.
2. Book More Gigs: Strategic marketing, high-ticket sales frameworks, and the business systems required to fill your calendar without losing your soul.
3. Grow Your Impact with Integrity: How to increase your reach and revenue while staying true to your values and ethical standards.

Whether you are looking to pivot from breakout sessions to the mainstage, increase your keynote fees, or build a business that scales beyond your time on the lectern, this show provides the tactical roadmap to get you there.

Stop "giving talks" and start building a brand that commands attention.

Visit presentinfluence.com/quiz to take the Speaker Radiance Quiz and discover your Charisma Quotient.

For speaking enquiries or to connect with me, you can email john@presentinfluence.com or find me on LinkedIn

You can find all our clips, episodes and more on the Present Influence YouTube channel: https://www.youtube.com/@PresentInfluence

Thanks for listening, and please give the show a 5* review if you enjoyed it.

SUMMARY

Many speakers, coaches, and consultants say they hate sales. In reality, what they hate is manipulative, impersonal, high-pressure selling that feels out of alignment with who they are.

In this episode of Present Influence, sales expert Katie Nelson dismantles the myth that selling high-ticket offers has to feel sleazy. We explore why sales is fundamentally human, not transactional, and why relationship, curiosity, and courage matter far more than funnels, scripts, or AI shortcuts.

We cover how speakers and coaches can sell premium services ethically, why relying solely on referrals is risky, how fear and rejection really work in sales, and why the founder must stay involved in selling longer than they think. Katie also challenges the overuse of “sales mindset” rhetoric and explains why action, not affirmation, is what actually builds confidence and cash flow.

If you sell your expertise, your voice, or your presence and want a sales process that feels honest, effective, and sustainable, this episode will change how you think about selling.

Find Katie on LinkedIn https://www.linkedin.com/in/thesalescatalyst/ or go to SalesUprising.com

Here's the link for Katie's video series Feed The Fire: https://youtu.be/WfYrsNgSRoA?si=PaL5n0tRByqnJiOY

Takeaways

Sales is not a personality flaw; it's a human process.

Embracing sales leads to quicker business success.

Referrals should be seen as gifts, not strategies.

Sales is about people before it's about systems.

Mindset is important, but action is crucial in sales.

You can't outsource your courage as a business owner.

Sales is a service in both directions.

Understanding your target audience is key to sales success.

Fear and rejection are part of the sales journey; learn to overcome them.

Building relationships is essential for effective sales.

CHAPTERS

00:00 The Human Element in Sales

06:57 Reframing Sales: From Fear to Service

10:47 Sales as a Reflection of Humanity

17:27 Building Resilience in Sales

21:20 The Evolution of Sales Models

26:48 Simplifying Sales Funnels for Success

32:25 Sales Strategies for Speakers

35:17 The Power of Referrals in Business

40:04 Mindset vs. Action in Sales

43:54 Embracing Sales as a Business Owner

44:45 The Importance of Referrals and Stability in Sales

Visit presentinfluence.com/quiz to take the Speaker Radiance Quiz and discover your Charisma Quotient.

For speaking enquiries or to connect with me, you can email john@presentinfluence.com or find me on LinkedIn

You can find all our clips, episodes and more on the Present Influence YouTube channel: https://www.youtube.com/@PresentInfluence

Thanks for listening, and please give the show a 5* review if you enjoyed it.