The Ryan Hanley Show - Branding Expert Reveals the Secret to Business Success in 2025 - Sara Connell

Episode Date: February 13, 2025

In this engaging episode of The Ryan Hanley Show, we welcome life coach Sara Connell, founder of Sara Connell Coaching. Renowned for her expertise in personal branding and high-ticket sales, Sara helps individuals turn their knowledge into best-selling books and thought leadership platforms.  Sara shares her 2025 forecast, discussing trajectory forecasting, demand forecasting, and key shifts in the stock market and social media marketing. She delves into the current “trust recession” and explores strategies to transform it into a trust ascension by mastering cognitive science and long-term relationship building. They discuss the shift from Simon Sinek’s “It’s all about your why” to “It’s all about your who,” emphasizing the rising importance of personal branding and genuine human connections. Additionally, Sara highlights the role of micro content, AI, and market research in fostering trust, alongside the power of long-form, unscripted content and user-generated content.  Packed with actionable insights, this episode is essential for entrepreneurs, small business owners, and thought leaders aiming to stay ahead in 2025. 🎯 Takeaways: The future trend emphasizes the importance of personal connection over just the reason behind products or services Utilize personal brand and real, unscripted stories to build genuine connections and overcome the "trust recession" Emphasize building long-term relationships and trust rather than relying on short-term tactics 💬 Sound Bites: "What does this particular moment call us forth to become masterful in?" "We are moving from Simon Sinek's it's all about your why to it's all about your who." "People want to trust the person behind it." 🔗 Connect and Discover: Youtube: https://www.youtube.com/@saracconnellauthor Instagram: https://www.instagram.com/saraconnell/?hl=en Website: https://www.saraconnell.com/   📖 Chapters: 00:00 "Who Over Why: 2025 Trends" 04:40 Mastering Trust in Uncertain Times 08:14 "Evolving Opportunities Amid Uncertainty" 09:25 Balancing AI and Human Interaction 14:30 Authenticity in Marketing Matters 19:04 Template Fatigue in Online Video 21:08 Creative Burnout in Entrepreneurship 25:49 Nighttime Brain Priming Techniques 26:44 "Priming Brain for Genius Zone" 30:11 "Manifesting Skeptic Turned Believer" 32:35 "The Secret and Brain's Role" 36:52 Identity Shift Sparks Weight Loss 40:00 Books as Visibility Boosters 42:50 "Long Form is King"   📌 𝗙𝗢𝗟𝗟𝗢𝗪 𝗠𝗘 𝗢𝗡: Website: https://go.ryanhanley.com/ Course Page: https://masteroftheclose.com/ Apple: https://podcasts.apple.com/us/podcast/the-ryan-hanley-show/id1480262657 Spotify: https://open.spotify.com/show/5AZFuTiQsgS9hMQDDdtlOr?si=98432b7806534486 Instagram: https://www.instagram.com/ryan_hanley

Hello everyone and welcome back to the show. We have a tremendous conversation for you today with Sarah Connell. She is the founder of Sarah Connell Coaching where she helps individuals with expertise, with ideas, with experience, turn that into a best-selling book and ultimately a thought leadership platform as well as so much else. This is a wine-raising and dynamic conversation. However, there are some key ideas that we get into, especially Sarah projects out our kind of forecast, as she calls it, 2025 and some of the trends that she sees coming. Specifically, we address five. There's one in particular that I want to tease out at you right now. And that is the idea that we are moving from Simon Sinek's, it's all about your why to it's all about your who. Who is greater than why. This is a big idea. It's

a core concept to what she is helping her clients achieve in 2025. And I'll be honest with you, I have to agree with her. I have to agree with her reasons why this is such a big trend and that this is actually what is working in the market today. Whether you're a small business, you know, you're a coffee shop and a community and you're trying to grow and expand your influence and where customers come from into to buy your coffee or you're leading a large multinational organization or you're an entrepreneur or you are an author, right? These ideas are paramount. You're going to love these five forecasts that she has for 2025.

And especially I'm interested in your thoughts like like around this idea of who is greater than why. This was this concept really caught me, grabbed me. I'm going to put a lot more thought into it. And I think you are going to love it. Before we get to Sarah, if you're watching on YouTube, like this video, subscribe, guys, leave a comment. I want to hear from you. If you're listening on Apple Spotify or wherever you listen to podcasts and you're not subscribed, make sure you do leave a rating and review with your thoughts. I read every single one. I appreciate the hell out of you. And if you haven't yet, if you're not in master of the clothes and sales is an important part of what you do

every day, I released a brand new sales course, master of the clothes, where I teach the process that allowed me to grow multiple organizations across the technology, fitness and insurance industries to scale massively using inbound leads. There is a different sales process for inbound leads. And if inbound leads are part of your process Master of the clothes is a no-brainer go to masteroftheclothes.com Today with that let's get on to Sarah Connell In a crude laboratory in the basement of his home.

Tara, it's a pleasure to have you on the show today. Thanks for taking the time. I'm so happy to be here, Ryan. So one of the things that we were talking about before we went live was, you know, we're still early in the year, you know, recording this in early February. And at least I think it's February. And, you know, we talked a little bit about like, what's going to happen in 2025. And, you know, that's kind of where I'd love to start.

I'd love to start with like, when you're looking out over what we have in front of us, kind of where we are as a country, as a society, business-wise marketplace, and you're dealing with tons of clients, tons of successful people, like what are you hearing? What are you seeing?

Like, where's your brain at for forecasting 2025? Yeah, I think it's very easy to be reactive. It's very easy to say, oh, what's going on in the world and what's happening in the economy? And we're at as of the recording of this episode, there's just a lot of churn, a lot of uncertainty. And so I think that while people can feel like, oh, what a drag, you hear things like buyers, clients are hesitant, they're scared to make investments, the trust recession has happened. There's this break in trust that people feel in themselves and in leadership and at all

kinds of things. And when I listen to people who've been around a lot longer than I have, and I'm not like a newbie to the world by any means, I've been coaching and being an entrepreneur for over 15, almost 20 years. And there's people who have decades more than I do. And when I listen to them, what I love is they say, every single situation we're in is an opportunity. We all hear that. It's like, find the gift and everything. Really, what if we believe that? What if we practice that?

And so what I'm really excited about for 2025 is saying, what does this particular moment call us forth to become masterful in? Right? Like if we've got to dig deep, like if people are taking longer to buy, then how do we become masterful at building trust and playing the long game? Right? Like maybe as before, we've gotten really good at the mid game or the short game or and if people are feeling a trust break and a trust recession, like how do we create a trust ascension? And so I think that the people who are gonna win as in be fulfilling and make an impact

and make profitable big numbers this year and things like that are going to be leaders who are willing to get really resourceful, get excited even if we have to fake it, because sometimes I do, but like actually say, cool, like what am I gonna learn here and get to become really masterful? Because one thing is for sure that creativity and innovation do not come out of the comfort zone. They don't come out of like the in general, they don't really come out of the thriving

economy either. It's usually when it's hard and or challenging. And I don't think this is only hard and challenging at the time I'm having a great year and it's and it's hard and or challenging. And I don't think this is only hard and challenging at the time I'm having a great year and it's wonderful. And there is a lot of people are just really in it. Like they're just in a lot of feelings and overwhelm. So I think this is an exciting time. Well, one, I love the idea of what if we just acted like everything was an opportunity? Like there's so many things in our life that like cliches

or whatever that we hear. And I think we let them pass by us. And I love this idea of what if we actually just embrace that cliche that that kind of tried and true mantra, because it's been around for a while for a reason. Yet, because of that, we seem to like dismiss these ideas. And it's like, why do we always want the new idea when there are like these, you know, 50, 100, 2000 year old ideas that seemingly have lasted forever. And we're kind of like, and those ones aren't for me. I need this new shiny idea over here. You know, that's really interesting. I'd love for you to dig into this trust recession, because I find that very

interesting. I can see it. I haven't experienced it in my own business necessarily in that way, but but I can see it. And I think if you're watching social media, et cetera, as well as, you know, everything that we just came through with the election, it, you know, and, you know, mainstream media is being torn apart. And all this kind of different stuff. So maybe break down where you think that's coming from, where you're seeing that. And then I'd like to make this transition into how would you guide someone through flipping

trust? If I did, if I was experiencing a trust recession, how do I flip that into an ascension? Yes. Okay. Well, I love it because this has been luckily again in our business, we've seen it less and but a lot of people are either trying something new or in certain, I think people who are running courses, things that have a less like relational aspect. So I think the first thing is there a trust recession?

Yes, in some industries. And it's again, it's not just, oh, the Inc. magazine came out and said 94 percent of consumers right now don't trust ads. Like, just don't trust like Facebook ads, television ads, you know, whatever it might be. There are trust breaks with people that either feel like even influencers like that was such a movement for a long time. And I'll share something in a minute that I think is going to be really big for this

year that's sort of a cousin of the influencer and a way to overcome some of these. So whether you're experiencing it or you're not there, we can all agree, probably people do feel uncertain and it's harder to make decisions when they feel nervous about whether it's political, economic, whatever it is. So what I think we want to recognize is leaning into that. Like I said, instead of being afraid and going bunker mentality, like, I'll ride this out till people want to invest more. It's like, what's really the opportunity?

And I think a couple of things to create from a recession to an ascension. One is looking at how to be relational versus transactional. I think a big thing that happened last year, if 2024 had been sponsored by something, it would have been sponsored by AI. It was the year... And AI is awesome. There's so many cool things and ways to play with it. But what I personally, just a choice, don't have it replaced is real human contact. Even in our marketing, even in... I write all my own books. I write my own emails because people can feel the difference. They really can. You can make perplexity and clod and

chat, you can do a lot of stuff. But people know when it's a robot and when it's a real person. And so I think that people are willing to say, I know it's gonna take longer and cost more, but there is like, so I think focusing on relationship versus transactional, but then using AI for automation, using AI for systems and many different things. So I think like, but where does it make sense to be relational?

It's gonna go a really, really long way when there was this sense of, I don't wanna be to be relational, it's going to go a really, really long way when there was this sense of, I don't want to be with the computer, I don't want to be the robot. I think another opportunity is going to be how we can show people... People are investing not just in the product or result anymore, but they want to trust the person behind it. So what you're going to see, I believe, is a lot of leaders, CEOs, entrepreneurs, doing like what we're doing, having real long form unscripted conversations, instead of just being behind a logo. So right, you're going to see the...

Seven Centic gave a famous viral TED talk a few years ago called... Many of you know it. It was about people don't buy what you do, they buy why you do it. And I think in 2025, people aren't going to buy why we do it, they're going to buy who they're buying from. And so really the importance of personal brand, the importance of being seen from behind like people having a relationship and inside glance to things like our values and things we care about even beyond the actual service that we provide or the niche that we're in is going to be a really powerful way to create that trust ascension. And then there's something called the ZMOT. I love nerdy stuff. So you

might know this, Ryan, a lot of you listening might know it's like the zero moment of truth. It basically says, right, how people make a purchasing decision. So the way to build trust is to give people the 7-11-4, which are the coordinates of the ZMOT, zero moment of truth. So that's the seven hours of interactive time, which is why long form unscripted or books or audio books or podcasts are so important,

the 11 different touch points and then four different places. So that's interesting too, because if you're like, I'm always on LinkedIn, being on multiple platforms, so people feel this sense of you being around you, that omnipresence effect that we hear in marketing. So I think those are some of the things. But the really cool one that I'm obsessed with this year is called user generated content. So some of you may already think about this a lot. But where as an influencer or in an ad, it's very clear. Someone's being paid to market something, to promote something. We all know what that is.

They can still work. But user generated content is where people who are using your thing, your method, your book, your product in an organic way in their own lives and creating content from that. So the big example that happened recently was the Philadelphia Eagles, I think it's the wide receiver, AJ Johnson was reading or AJ Brown was reading a book on the sidelines of the Super Bowl playoff game and it caught you know, CNN and all these people, what are you bored? Like, why are you reading a book on the sidelines of a Super Bowl?

And he said, this book is what I use to get in the game. This book is what I use to get my mind right, to show up and make the key plays and get us to the Super Bowl. So the book, Jim Murphy's book went viral. It came out in like 2018, the revises. But I've been talking with Jim a little bit about this because it's so cool as a book person.

It's what we do help people write books that help them do this. And so having someone using your thing in their real life to achieve a result, I think is going to be one of those like, absolutely it's going to skip the trust recession and build right to trust. I want to go back to who over why. Because I think that's a really interesting take. And I think that, you know, in some kind of marketing and brand building building channels that would be blaspheming at like the highest degree. My question for

you is what I've seen you know any influential voice thought leadership I don't necessarily want to say just like influencer type people but it's almost as if where we used to wear a pair of Nikes as a way to like express our personal value through this physical object. Now you kind of express your personal position or like, or your tribe by who you follow, who you quote, you know, et cetera. It's like, is that the trend we're kind of grabbing onto? Well, that's so interesting, right?

I don't know as much that it's, it's the, like the tribe or the community, but now I'm going to give that a lot of thought because now I actually want to look at that and do some research and data on that. What I'm seeing it more is, before it was really curated, it was like, I'm going to show the dream life and I still think you're going to have that. It's like showing people what they could be or what they want. I think that's still crucially important. But if we're making a Venn diagram, I think that that Venn diagrams with more real talk, that's why I meant the unscripted, instead of just the perfectly filtered photographs, really real, more unvarnished.

The less, I'm gonna show you my beautiful kitchen where nothing's out of place and showing the mess, and not in a way that's distracting, but it's like, yes, it's the dream and the result that you're going to get from this product program service. But it's also like, is this a real person? Or is this some kind of BS that someone... Because I think again, that trust meter is really high. People signed up for things and they kind of sucked. Who is this person? I think it's more... For me, I think it's less who we're surrounding ourselves with and following and more do we have integrity? And do we are we the real deal? And what is the

real deal for each of us? You know, because values, some people value, here's my Lamborghini and my jet and my you know, like that can be really like exciting and sexy and cool. And other people value like, I want to know you're not going to like, sign me up for your thing, and then not show up. And you you know, you have a And you talk a good game at the front, but the fulfillment's crap. And so more stories, that's why I think the stories of people using the thing or doing the thing matter a lot more to people

because they want a real peek behind the curtain, not the perfect marketing. Yeah, that's a really good point. I think what's funny is you see, you see people almost trying to like jump that trend who played the My Perfect Life or like I rent the Maserati game and then all of a sudden they'll have one where like their hair is messy. But then you're like, wait a minute, but you still put like six filters on it. So I don't really like what are we doing here? Like, okay, I just woke up and their hair is messy and I'm gonna go do some push ups. But but like you perfectly framed it and it's in one third and the light. And I'm like, come on. Like, right. It's just like in. I also think what's interesting about this particular trend,

and I'm just kind of dialing in on this because I think a lot of people is very easy for people who have not created a lot of content, are new to the game or are trying to they're starting to realize, hey, I can't run my local coffee shop on just word of mouth alone anymore, right? I need to bring in more traffic, etc. They it is who you grab on to early and who you start to follow and try to do like that early mimicry like who you mimic early. It really sets the tone for what you're going to be going forward. And, and my point in saying all of this is that I think those will call them rental influencers.

Those like, I'm going to, you know, whatever. Like they've become easier and easier to spot. Like that's part of what's happening is that you can't. There's there's all these cracks in their narrative that that we couldn't really see before or we weren't trained to see before. And just we've been in market long enough that now the consumer goes, wait a minute, he's 21. He doesn't have a McLaren, like, come on,

let's sell it to him. What are we talking about? Right, and we weren't looking behind the curtain before. We were showing, enjoying the show and there's nothing wrong with any of it, right? It's like, but you know, you see someone, again, we're in the book space, right. And as a way to build the brand and thought leadership and revenue. And there's these younger, sometimes on YouTube, I've seen a lot at the end of last year, they'd say, just let AI write your book in an hour and make $100,000 a month on book

sales. I'm like, that is complete. I'm sorry'm sorry. No. Like, first of all, there's nothing in that book anyone wants. You know, like, it's just not the internet can only chat, GPT can only pull what's already been written. And by its very nature, then that book is not going to be like, unless it's a super basic how to manual, of course. But like, that there's no way you're doing 100k on book sales. I just have real suspicion. I think a lot of us have our version of suspicion about those things. Now we say, I want to see the real things. You're going to hear people doing more like what Alex Ramosi calls W's and L's, like the wins and losses. It's like the more vlog style, which is what we're doing a lot more of now, which is like, I'm going to take you on

this journey. Here's all the things that didn't work. And I'm gonna show you the total fail and the total, not in like that boring, like, oh, my weakness is that I'm a perfectionist. Not that crap, but like really going, I'm pulling my hair out, this sucks, I'm embarrassed. This didn't work. I'm scared about money because we launched and it didn't work and I'm paid.

That's actually going to, I think, create connection and trust as long as you still, of course, figure it out and give people the results versus before it was like, it was just fun to watch the show. Yeah, there are people that I follow that I know are completely full of shit that I just think they're so ridiculous

in the shit they do that I just find it, it's just entertainment, you know, it's just entertainment. 100%. Exactly, entertainment and would you buy from them is the question. And maybe you would, maybe you wouldn't. But a lot of a lot, especially for something like really high tickets. Oh, I may not be signing up for that. Yeah. Yeah. Yeah.

And if I don't think it, but I will definitely keep watching because it's candy. It's fun. Yeah, it's exactly. And I keep coming back to this, but it's something that I think about a lot in my own work and, you know, whatever is, you know, the Internet was so new that so many of these tactics, so many of these things that people did, these templated style videos where we're running the scene, you know, hook, turn, build, turn, hook, you know, paint, you know, whatever, like, and not that that stuff can't not that those formats are wrong. But what I found is like if I find someone new and they're just using one of these kind of boilerplate templates

that's been passed around forever in the, you know, the DTC space or the ad space or whatever, like I can pick up on that template now like this. And it's not because I've like some template expert. It's because I've just watched enough content. We're 25 years into digital creation that like, I think our audiences have just become more mature and they're more they're able to figure out the bullshit more. They just their bullshit meter is stronger and it's got more filters on it.

So I think, you know, things like what you described going back to that Casey Neistat, like 2015, 2016 vlog style video. It's a pattern interrupt because all of a sudden, instead of, you know, the same hook template to this thing that that every inflores watch, they're getting they're like, wait a minute. She didn't start with the standard like urgency hook or the way. I mean, she just kind of like started talking to me like, wait a minute. She didn't start with the standard, like, urgency hook. Or the one, you know what I mean? She just kind of like started talking to me.

Like, that's really interesting. And I find it's just pattern interrupts. It's like, what is everyone else doing? Figure out a way to do you inside a format that might be slightly different. But, and here's kind of where my question goes to you in this. Is, okay, so if you're nodding along, I'm obviously saying the word, so I believe it.

If that's true, why is it so hard for people to pattern interrupt or do different things? Everyone just wants the super secret template that's not secret. Like it just, why do we then cave to conformity? Why is that the case? I think there's a couple key reasons and I wanna cave to it all the time.

So that's why I'm just to cave to it all the time. So that's why I'm just going to cop to it, right? Like wouldn't we just love to say, if I just do my YouTube videos like this, hook, whatever to deliver, call to action, you know, like, wouldn't that be nice? First of all, it's exhausting to think about with one more free, all the stuff that we do as entrepreneurs and to think about, oh, and I've got to innovate a whole framework now. Like I can't even, it's enough to film the content with a template that you've already done, or do a DM in the kind of normal way. So the idea of innovation, it takes a lot more energy.

And we're already kind of tapped. So I think one is that. The second is it does require creative thinking. And in our world right now, I don't know about you, Ryan, like I feel like I have to fight for my own white space. And who am I fighting? Myself. It's my own crap, right? If it's okay to swear on this show, I didn't ask, right? But like I, it takes white space, meaning thinking time, whatever we want to call it,

visionary time, creative time, CEO time. That is space that we often, we got this going all the time, we have a 2.9 second attention span. That's the stat of the average attention span right now in 2025. And so to actually get into a state where we are accessing new ideas and being innovative and creative is actually asking a lot of ourselves, right? So I think there's an undertow of just, oh my god, this is going to be tiring, it's going to take more time. It's going to... The fruits will be so phenomenal and it's so worth it. But I even know this. I mean, I teach creativity, we're creating creative thought leader assets, and I know how hard it is to do it even when I know how valuable and crucial it is.

Right. So if you're not even sure and you're just going, well, I'm going to use the templates. So I think it's the fatigue. It's the, it's the, also the fear. Like we're afraid, what if I can't innovate something? What if I'm not original? What if I don't have any creative ideas? Right. That's a real freaking fear that we can feel like, do I have creative ideas after just derivative, rinse and repeat, you know, just sort of grab something. I mean, if you have to think of new concepts and film a day of videos, that's a big ask. Yeah. No, I'm with you.

I think that most people who say they aren't creative, it's, that's, well, we know that that's not true. It's just, it's just prioritization, right? So like it's way easier if you wanna feel good about yourself at the end of the day to tick off 15 tasks on your to-do list than it is to have this block of four hours in the morning or however much time you give it, right?

That's free form, writing, researching, putting together a script or however you create it, you get to the end. Now, what's interesting is if if you get something out of that, right, let's say you get something out of that, the feeling of fulfillment is a thousand times X more than the to do list. But the difference is, and again, this is something that I talk about a lot in my work with leaders is uncertainty, right? Yes. Uncertainty is such a paralyzing concept to us. So we'd say, OK, I could spend eight hours doing tasks today.

And I know at the end of those eight hours, I'm going to have this positive feeling of getting stuff done. OK, I know that. Or I could spend four hours of open creative time to try to create a script for a new video I wanna do. And I'm not sure if I'm gonna love what comes out the back end. And even, like we just said, even though the reward is 10X, 1000X, whatever it is,

we just simply will not prioritize that and because of the uncertainty part of it. And so how do you start to coach your clients around this idea of leaning into this creative space? Right. So I'll just, you know, I always experiment on myself, right? And it's like, I'm the first one to say like, oh God,

you know, I have a creative idea ever. So a couple of hacks, I'm a big neuroscience person. So I love tapping in. So one of the things that I'm really big fan of is brain priming. If anyone's heard that term, right? We, it comes from neuro-linguistic programming. There's love tapping in. So one of the things that I'm really big fan of is brain priming. If anyone's heard that term, right? It comes from neuro-linguistic programming. There's different modalities. And the idea is that everyone, I mean, Picasso said it, every child is born an artist. We are all creative. We all have access to what's called

the genius zone. Right? I believe that about every human being. There is no exception in my mind, like having been in this work and more, I know that that's true. I believe it's true. So then the question is, how do we tap in? So yeah, we can't control if we get a good idea at the end of the four hours, that's the rub. But you are going to get good ideas. If you keep making the space, the ideas are going to come. You're going to get that inspiration. I call them the downloads, right? You're going to get these downloads. But how do we brain prime ourselves? So one of the things I think you can start the night before, there's many different studies the downloads, right? You're going to get these downloads. But how do we brain prime ourselves?

So one of the things I think you can start the night before, there's many different studies about you can ask your subconscious mind before going to bed, you could say, while I'm asleep, give me some cool ideas for content creation or my book or email marketing. And really just start to prime your brain at night to work on it while you go to sleep. And I even go to sleep listening to different... You can get free on YouTube, different hypnosis, meditation, things that I'll fall asleep to, binaural beats. There's all kinds of really cool stuff. It's all free. You can just listen to that stuff. So you are really training your subconscious mind who has all the goodies to offer those up. And it's not that I wake up every morning like, Oh, writing down but throughout the day, they'll just start popping in, they'll start coming in the shower is another they call it the shower principle

for a reason. You know, you're sitting there shampooing your hair. And but I use that time very strategically, like I'll sit there and really say, Okay, I'm going to, I'm going to tap in, you know, to, to like, I'm going to let that be some white space instead of, you know, having a fight with whoever in your head or whatever other stuff where the mind might go. But then there's even... I record these for all of our clients. But you can use different binaural beats to get into the genius zone simply as two brainwaves. You want to hit alpha and theta at the same time. We've seen pictures of that probably. And so just making

that... That can be habit-stocking. You know, again, we can have Alpha Theta stuff on while we're making breakfast or getting dressed and you're just getting the brain, you know, as primed as possible to get those ideas. I don't want to interrupt you on this point, but I want to share something with you and the audience. So I have, I'm hyperactive bipolar, so I'm constantly living either manic or hyper manic. Right. So while I find myself to be highly creative because of that, it's also like it's sometimes it's like getting a download from this huge cable.

And sometimes it's like this time. Okay. So I've been researching a lot about exactly what you're talking about. Brain waves, how sounds impacted. I found this app called Endel, E-N-D-L. It's like two bucks a month and it has all these different modes and then the ability for you to actually make your own versions of this. And I'm telling you, I don't listen, I listen to music half as much as I used to. I have chopped my podcast listening in half, because instead of walking around a house listening to a podcast now, I just have these beats in the back. And I'm like, doing shit I hate to do like the dishes and folding laundry and like, I got

down and walk. I'm a single guy got two kids. But like, I'm on my hands and knees washing the floor. How many single dudes out there are on their hands washing the floor, right? Like, just doesn't happen. And I'm like, wait a minute. I'm on my hands and knees washing the floor. How many single dudes out there are on their hands washing the floor, right? Like just doesn't happen. And I'm like, wait a minute. I'm like super productive right now. Let's go. I'll wash them.

You know, so it's like it's crazy. It's the beat, right? So I then I dug into the science of it. It's everything you just said the way the progressions work the way they do it, right? So if I'm in focus mode, it's perfect from in relax mode, sleep mode, reading mode, whatever. So that's a really cool app I found. It's super inexpensive and not sponsored or anything, but I use it every single day.

Endel, E-N-D-L. I am downloading that the minute we get off this interview, because I'm obsessed with all my little, because we record them. Like I have, I put it to the music and we'll do ones for creativity, for thought leadership, for content create. I mean, you're exactly right.

Because we can create a genius state in our so we think it sort of happens sometimes wait to get inspired. But there's so much we can do. And then I think just really reminding ourselves this is the mindset piece, right? It's just saying like, I write down every day, it's gonna sound very embarrassing. I don't think I've ever confessed this anywhere. So it's just coming. I'm gonna say that I write down I do morning pages like journaling in the morning

and it's just sort of free writing, getting all your stuff out. And I write down, I'm a creative genius. Every single day I write it out and that can sound whatever, but the point is I'm reminding myself, like I have the ability to tap in to the same mind that tapped through Steve Jobs

and name your favorite genius, Einstein, like quantum physics has shown, like there's a field, right? We can tap into it. And so I think just reminding ourselves of that and getting and then getting excited for the treasure hunt, you know, when does that nudge like you said, I'm going to get down and watch this for because that very zen like chop wood carry water is going to bring in the ideas. Yeah, it's why for most of my water, is gonna bring in the ideas. Yeah, it's why for most of my life was never a believer in manifesting. And I read parts of The Secret

and frankly, I just didn't like the delivery and it just was too wooey for me and I just never grabbed it. And then I listened to Andy Fercella, the MFCEO project, and he one day randomly did like went off on this tangent about how manifesting has been an enormous part of his life.

Now, here's this like big burly swearing, you know, whatever guy, you know, you just wouldn't picture manifesting being in his toolkit. So then I was like, well, shit, if it works for this dude, right, then maybe I should look into it. I did. And then I started looking into what you're actually doing. So I it's I think manifesting does what's actually happening in disservice. So for those that don't understand,

the core concept here is you're priming your brain to look for certain things. That's what's happening. So like, it's like when you buy a new car and then all of a sudden you see that car everywhere or you get a green car and every car is green. You're like, I thought I was getting you this new color. They're everywhere. So, but essentially all you're doing is telling your brain

like what you're doing with I'm a creative genius. Is it saying your brain look for creative things? Yes. I'm a creative person. Look for creative things. Don't look for mundane things. Don't look for things that have already been said. Look for creative things. So so manifesting is really hacking your brain. Correct. You basically put like a special target on the radar for that type of thing.

And when you start to think about like, and again, you've talked about neuroscience and these different things. I think it's so incredibly important. We get to that level when you so many people got stopped at secret like me because they didn't love the way that that book was delivered. But that the idea the what's actually happening to your brain is is science. It's it's neurology. And if you can understand that piece now waking up every morning and saying,

you know, I'm a you know, I'm going to be a great father. I'm going to be a great leader and I'm going to be creative today. Bam. And then you just write that over and over again or Or, you know, I will be a best selling author. I will be a best selling author because then your brain starts going, what do best selling authors do? They connect with people like Sarah. They they, you know, work on these projects every day. They block time to do these things. Yeah.

And also, you think you're just like, you think you're just, you know, really motivating getting things done, but you just, you basically hacked your brain to do those things. That's all it is. And what I love, like you said, so many people, remember my husband was just like, oh, the secret. I mean, there's just like, it just made fun of it was just the work because again, they didn't give the science, right? And that's fine because now lots of people have, but what's really fun is even knowing, because I think our rational brain wants to, it needs to make sense of this kind of thing.

Instead of just thinking, oh, I'm in the shower saying I'm a creative genius. What the hell is that going to do? But the reticular activating system is even the part of the brain. And it's like a dog that will fetch whatever toy you throw. So if we throw the toy of like, I'm overwhelmed, I'm tired, I'm broke, that's what the secret was kind of trying to get at. Then it's not that it's doing some magical thing. I mean, even though it feels kind of fun and magic,

it's that we filter out 90% of everything that comes across our radar. We have to, because we get like hundreds of thousands of impressions constantly bombarding. So our brain has to filter out most of it. And then what we do if we're conscious of it is we tell the reticular activating system, which is the filter, right?

What to go look for. Like you said, if we say go look for creativity, it's going to suddenly like, oh my gosh, I feel so creative. Or you get invited to do a class or someone recommends a book and it's really inspiring versus like, oh, I'm exhausted out of time. It's going to fetch whatever we feed it. It's just that's what it does. It doesn't judge it.

It doesn't think if it's good for us, it just says, I go get the bony throw me. That's what we're doing. Have you read or heard about Abigail Shrier's book, Bad Therapy? No, but I don't. That's how I'm going to have an app and a book now. I want to know. I have read the short form of the book and I've watched her do a couple podcasts because I just didn't, you know, of all the time I had. But I wanted the concepts, right? So to be to be, you know, Abigail, I'm referencing your book. I'll go buy a copy just to get you paid because I shouldn't. She's amazing. But I haven't read the full book yet, to be honest.

But I've gone through all the concepts and listened to her tongue. And the idea here is, you know, she basically calls out. And I'm going to forget the year. It was somewhere in, I think, the 80s where the way therapy was delivered became like talking out your problems all the time. And essentially, what you know, if I'm pulling out her core concept at its highest level, it's what we're talking about going to therapy and talking about, you know, my wife doesn't love me, she doesn't respect me, I don't get respect at work, I can't get ahead, I'm always... All you doing to your point is is setting that in your brain.

Doesn't know the difference, right? If you couple that idea with if you read The Untethered Soul by Michael. Yes, one of my favorite books. I probably talk about the book too much on this show. It like defined this idea that I could not get my head around, but always believed for a long time where like once you realize that your mind the thing that's talking to you that voice you hear in your brain is not you it's your minds so if you think about it that way right so you're your soul you have a body and a mind and if you think of the mind is not you what you're then able to do is program

that thing like a computer to do exactly what you want. So if you program it with I'm broke all the time, I can't get ahead, I can't get a good job, you know, men or women, whatever, don't like me, don't aren't attracted to me, you know, whatever, I can't get fit, I'm not strong, then that is you're just the mind doesn't know the difference. Your mind does not know the difference. All it's hearing is these things. If on the opposite side, you said, you know, I'm funny, I'm happy, I'm filled with love, I connect, I grow, your mind's going, oh, well, I guess that's who I am and that's the way that I should act. And it's like, I just love these ideas. And I'm obviously, I nerd out like you do. I'm just, when we can detach ourselves from like, this is who I am, right? And start saying, this is who I want to become

and who I want to be. You can program your brain and your mind to do those things just like you would a computer. It's so exciting, right? And this is what they talk about neuroplasticity. That's what is everything's revisable. And I love what you're saying too. Do you know, even it goes a step further,

which is so fascinating to me that our immune system, I think it was Deepak Chopra who first said this, so I want to again, always give credit. Our immune system is eavesdropping on whatever thoughts we're running all the time. Our immune system, our longevity, like your sort of, so our health or how long we're going to be on this planet, our finances, our happiness level, our influence or impact or success, whatever, you know, whatever we wanna call that piece. It's eavesdropped. So your physical body is eavesdropping and getting the cues for how it should be in,

like you said, there's people that have struggled, I can't lose weight, all this stuff, and then suddenly start working with this piece. And it's like, I didn't even try. One of our team members released 52 pounds in the last six months, like not, and she's like, I didn't go to Weight Watchers. I didn't, I mean, she did change her movement and her food,

but it came from that level of identity, which is what you're talking about. So who do we associate and what do we associate as me? And she started associating as a fit, healthy, strong, you know, amazing, powerful woman that was, you know, and it wasn't a people like, what did you do? Are you on a Zempik? She said, no, I didn't take anything. I just, you know, she had a new idea. She was running a different program. And that's what

you're saying. We run a different program. And that's what's so cool. This is available to all of us. It's here. I love it. So, okay. So I want to take our remaining time together and transition just a little bit. So I've been listening to this. I'm an expert in a field. I may not feel I'm creative, but I'm I'm believing our argument that I can be creative. Like, why a book? Aren't books like super old school and no one reads any more? Like, why would we why?

Why would I take this expertise and use a book as the way to capture it and build a business around it? Yeah, I love this so much because we did it. We did a webinar once on is a book worth it, right? And obviously, you know, it's like a book saved my life 20 something years ago. So for me, I've got a whole history with that. And you know, paying that gift forward. That was my vow.

You know, I loved your TED talk on that. Yeah, it's like, you know, just knowing that that was one of those like we have these mission moments, you know, in our lives, right? But here's what's fascinating, because you would think in it. I said earlier, a 2.9 second attention span world, why the hell would someone write a book? So I'm going to just, there's a lot of reasons, but I'm going to give the three that are most important to me in this year, just for 2025.

So the first thing so fascinating is that the human brain, because I care about this stuff, can process in 1.8 seconds, they see your book cover your name, your topic. So under the attention span barrier, that 2.9 seconds, the human brain will process, oh, Ryan's the expert on this. He has my solution. We give authority, whether that's deserved or not, because there's plenty of crappy books. But like, you know, we think someone knows what it is, they have a system. So for if you're unknown, the reason to do a book is that it's a flag in the ground in your niche and in your industry to say, I've got my unique take

on this piece and I have a solution. And because of this trust issue we talked about, someone's going to get the Z-Mod moment with you. They're going to have that time and that intimacy because you took a time and you couldn't just whip out a video for one second on Facebook. It's like a freaking book, right? So that's one thing. Then what's fascinating is at the beginning of this year, I think Eckhart totally released a book with Oprah, Martha Beck, Mel Robbins, and Gabby Bernstein, if people know those particular thought leaders, they all did January books. And these are all women who've had multiple New York Times bestsellers. They make many

millions of dollars a year. It's not like they're household names to many people in certain circles and personal growth. So it's like, why another one? This is even the first book. But it gives them a reason to go on all the shows and all the podcasts and be booked as the keynote speaker for their six figures that they're speaking for commands, because the research is 80% of the time people that get invited on a media outlet, a podcast, a keynote stage have released a book in the last year. Sometimes it can be longer than that. So people keep writing them, whether you're really established or you're brand new,

because it's a door opener to the visibility and the ability to get back and be relevant. So that top of mind awareness we hear about, like people will invest in one of the three people that last crossed their radar. How do we maintain top of mind awareness? The book still has gravitas. It still does no matter, even there's so many books, but it still does have this ability to say there's something new, something big. You've got a reason to go out and be visible and be top of mind again. Yeah, I used to talk about this topic.

In another life, I used to talk a lot about content marketing back in like 2010 to 2015. It's whatever, different story for a different day. However, an idea that I used to share a lot back then, and I talked about in my first book, which please do not go look at the cover. It's the worst book cover ever. That's a whole story for a different show. However, was time and attention. Right. And what I meant by that was, like, you if you if you produce something, say a long form video, right, so this will probably end up being 45 minutes ish, whatever

the whatever the length. Okay. We could have also done this in five minutes, like a clip from ABC or CNBC or whatever, right? And you could have a thousand people watch that five minute video, or you could have a hundred people watch your 45 minute video, right? My argument was always I'd rather have a hundred people watch the 45 minute video, because what's happening is every moment, right, that their eyes and attention are on your content, they're building a connection to you and a deeper connection. So it's like you either need, you know, nine five minute videos, right, or one 45 minute video, right? And then and get to explain your expertise and to the book, you know, there's all, you know, blog posts used to be all the rage, obviously 15, 20 years ago, right? And while and get to explain your expertise and to the book, you know, there's all blog posts used to be all the rage, obviously, 15, 20 years ago, right? And while blog posts can still be

interesting, right? How many, you know, in 2010, the guidance was 750 word blog posts. If someone sent you a link to a 750 word blog post today and you looked at it, would you even scan it? You'd be like, there's no way they can deliver anything of value to me in 750 words. Right now, blog posts are like 4000, 5000 word, you know, they're like chapters of entire books in a blog post. And it's almost like we have micro content and super long form content and everything in between is dying. Does that feel like a good? It's true. It's this year.

It's going to be the micro to to get someone intrigued and then it's long form long form is King Queen where everyone I call it long form long form, but we need you know, the micro is important, but the middle form it's like just almost do I mean, you know what like you said a subsocks big, you know, there are different things going on and I still think the shorts like in a mousse bouche, you know, a little order of us on YouTube or something is worth cutting the podcast There are different things going on. And I still think the shorts, like in a moose-boosh, a little hors d'oeuvre of us on YouTube or something is worth cutting the podcast that you already made, picking a nugget, a good sound bite, having that short,

but then the long forms everything right now. Yeah, yeah. You just, I look at just the comments that I get, very, I get less comments, and the comments I do get are often just like, good job or this is cooler. I'm feeling this today, right on the short form. But on the long form, I will get like epilogue emails from people like,

oh, my God, here's my experience similar to what you talk about. I couldn't get out of this. And here's what I did. And you're like, oh, my God, I made a friggin impact. What's happening here? Right. Like, but that doesn't happen on the short form stuff. And I think we have to be very careful with how we split our time and attention. And really, short form should be systematized unless you're like a tick

tock creator is your job. But I couldn't be more with you. I mean, to me, books, podcast series, long form podcast series, you know, really well done. You know, courses are tough. They can work and can be important, but I think we have to be very careful with those. But all this time on middle form content, five minute videos, blog posts, like, you know, short newsletters that aren't really super valuable.

Like it just all that stuff is dying and people aren't subscribing and it's a really interesting time. Well, Sarah, I want to be respectful of your time. This has been a tremendous conversation. You're welcome back anytime. Consider us a friend. Anything you have going on, you know, please come back again because there's like a million more topics we could talk about. But if someone's listening to this and wants to get deeper into your world, how do they do that?

Yeah, definitely. I'm a big YouTube fan. So certainly DM me on Instagram just at Sarah Canell and I'm s a r a c o n n e l l I know I don't have an h on Sarah and then but our YouTube channel we're doing a lot of cool stuff over there. And I don't know if you all have heard this how YouTube is going to soon have what it was like in Facebook in the beginning where you can really build community and have almost more like what Facebook groups that's coming

soon on YouTube this year. And so it's at Thought Leader Media is where we are over there. Guys, and whether you're watching the show on YouTube or listening wherever you listen to podcasts, just scroll down into the description or show notes, etc. And I'll have links to all Sarah stuff how you get deeper into her world. Thank you so much for taking this time. What a tremendous conversation. It's been a blast. Thanks, Brian. In a crude laboratory in the basement of his home. Thanks for watching!