THE SIMPLE FORMULA THAT DETERMINES YOUR REPUTATION

In every workshop, keynote, or coaching session I deliver, someone inevitably asks me: “Sandro, how do I build a stronger reputation? How do I stand out?”

It’s a fair question — and the answer is far simpler than most people realise.

Your reputation, both personally and professionally, is determined by one equation:

Reputation = Expectation – Experience

Every single person who walks through your metaphorical door arrives carrying an expectation. The challenge? They won’t tell you what it is. Some clients want detailed hand-holding. Others prefer a hands-off, streamlined approach. And unless you ask the rightquestions, you won’t know what they’re looking for.

Your job — the only job that truly matters in this context — is to match or exceed that expectation. Do that, and your reputation grows. Fail to do so, and it begins to erode.

It’s astonishing how many advisers, entrepreneurs, and even large corporations forget this fundamental truth. They focus on marketing, branding, processes, technology — yet overlook the simplest driver of sustained growth: experience alignment.

And this isn’t just relevant today. Consider this: Of the top 100 companies by market capitalisation from 100 years ago, only seventeen still exist. Not thrive — simply exist.

Why? Because they failed to adapt. They stopped reinventing. They ignored changes in demographics, technology, regulation, and client behaviour. Their clients’ expectations evolved, but their experience didn’t.

Reputation isn’t something you “get”. It’s something you earn repeatedly.

So I’ll leave you with this: If you want to grow your influence, strengthen your client bank, and build a business that lasts, start by understanding expectations — then commit to exceeding them every single time.

That’s how reputations are made.