Walk Like a Giant, Sell Like a Madman

Chapter 10. Building a Brand through Shameless Self-Promotion

Salespeople often get stuck on a prospecting treadmill in constant pursuit of new clients. When you walk like a giant, however, you no longer have to chase customers. You become the target, the brand name that everyone recognizes and everyone wants.

Because of my marketing efforts, I am constantly approached by prospective clients who want me to buy or sell their home, local and national news organizations who need insights and information for real estate–related stories, companies who want me to be their spokesperson, sales professionals who need mentoring or coaching, publishers who want me to write books, and organizations from around the world who want me to speak to their members. I can cherry-pick the opportunities I want to pursue. I wake up every day knowing that I will never be without a lucrative opportunity.

All of this has come to me due to my comprehensive, unrelenting, and shameless self-promotion.

How do I do it? That is the subject of this chapter. I show you exactly how to orchestrate a shameless self-promotional campaign of your very own.

Shameless self-promotion is not the same as going on an ego trip. In many ways, it's the exact opposite. Sure, you want to promote your skills and expertise so people trust that you can deliver the goods, but you need to check your ego at the door. Remember: The most ...