Personal Branding vs. Corporate Branding | Which Wins?

0:00The fastest way to build trust at scale is not becoming more corporate. It's becoming more human. People don't follow logos, okay? They follow leaders. Tesla is a massive brand. SpaceX is a massive brand. But who gets more attention? Elon does. One of the biggest shifts happening in business and in marketing right now is this. Here's a question that changed the way I think about business marketing forever. Do people follow Tesla or do they follow Elon Musk? Do people follow Apple or did they follow Steve Jobs? Do they follow Virgin or do they follow Sir Richard Branson? The answer really matters because one of the biggest shifts happening in business and in marketing right now is this.

0:45People trust people faster than they trust companies. And if you're building a business today, understanding the difference between a personal brand and a company brand could be worth millions, tens of millions, in fact. I struggled with this for so long. I struggle with building a personal brand. I was like, no, build Action Coaches brand, make the company famous, do the whole thing. And finally, I had to recognize that people want to get to know other people. So I suffered from the biggest branding mistake. Most businesses hide behind their company. They think, I don't want to be the face of the business.

1:24This was me, by the way. I literally was that guy. I don't want to be the company brand. I want the company to be out the front. I want to stay behind the scenes. I used to think the exact same way. I was happy to get on stage and deliver education, but I didn't want to be the front man. I didn't want to have to be famous and stuff. In fact, for years, I resisted becoming more visible because I wanted Action Coach to be famous, not Brad Sugars. Then I started studying what was actually happening in the marketplace. And as I've said to you before, and if you're a fan of this pod, you'll have seen Gary V beat me up around this.

2:01I realized something very important. People connect with humans, not logos. OK, so when I do drive times on my social media, people connect with me because it's real. It's a story about me, my life, my business, what I had to learn, how I had to learn it sort of thing. See, the human connection. Think about your social media feed. OK, what gets more engagement, a company announcement or a personal story? You know it's that personal story. You know that it's Mr. Beast. It's not about some TV brand. It's a person that is out there. What gets more, a corporate post or the founder sharing an experience they had, a logo or a face type thing?

2:46Humans are wired for human connection. We always have been and probably always will be. We love connecting with other people. That's why great TV shows, great movies, you connect with the character, you connect with the people and their story, what they're going through, their emotions, their relationships. See, even though technology changes and platforms change, the psychology of humans does not. So let's deal with probably one of the best case studies of that right now, and that's the Elon Musk effect. When you think about Elon Musk, and he's got so many brands that are behind him, Tesla, SpaceX, Twitter, all of these things, the boring companies, solar companies, this, this, all of these things, he's a great example.

3:37Tesla is a massive brand. SpaceX is a massive brand. But who gets more attention? Elon does. Who gets more followers? Elon does. not SpaceX, not Tesla. Yes, they're massive brands. But here's the thing. Who gets more engagement when they post? Elon. Why? Well, this comes back to the central debate we're having here today, because people connect with other people. Humans connect with humans, not the organizations. Now, admittedly, the organization's fun to go and follow, to follow SpaceX and watch the rockets and do stuff. But if Elon goes on SpaceX's page and talks about the product, the rocket going to space, or you watch him watch the rocket, all of a sudden it's totally different.

4:28Okay. And this is not a criticism of any company. This is just reality. Humans connect with and follow humans. So what are you doing in your company? Let's jump to another lesson. He's passed now, but Steve Jobs, This man was a genius at this, right? Apple was already a good company, okay? But Steve Jobs made it a movement. Why? Because he embodied, he embodied the mission. When that man was, he became the storyteller. He became the visionary. He became the face of innovation. People didn't just buy products. They bought into a vision. Steve Jobs' vision, making the world better. When that man went on stage in his black T-shirt and announced the next product coming up, millions of people tuned in.

5:25They bought into his vision, his philosophy. The way of thinking became that. And that's what personal brands do. They build vision. They build community. People buy into it. You know, I'm here as a representative of all entrepreneurs out there in the world saying, yes, entrepreneurs can help each other. Entrepreneurs can work together with each other, build the brand. See, people don't buy products. One of the greatest lessons in marketing is people don't buy products or services. They buy people. They buy confidence, and that comes from the humans. They buy trust, and that comes from the humans.

6:06You know, the videos, this is why, again, I harp on video because video connects. It builds trust. It builds, there's a vision. There's human beings in there. People buy certainty. They buy leadership. Yes, the products matter. Yes, the services matter. But trust matters more. And trust is built faster through people than it ever will be through a corporation, through a logo, okay? The accelerator of trust. I want you to think about how long it takes to trust a company, a brand, a thing. Like, you know, you talk about Volvo and Mercedes. How many awards did they have to win before people trusted that brand?

6:48How much marketing did they have to do? How many years? Think about that. Well, now think about how quickly you can trust a person. You know, a person you just met, you might give them your trust sort of thing because they're a friend of a friend. Think about how fast you passed a person. How fast do you trust a podcast, a video, an interview, a webinar, a keynote speech, a conversation with someone? Humans build trust rapidly when they feel they know someone. And that's what personal branding does. That's why personal branding work. It compresses the trust cycle. And in today's world, the modern buyer is different to historic buyers.

7:32They're so clear because even though we live in possibly the most connected world possible digitally, we're still one of the loneliest times in the history of the world. See, today's modern buyer wants to know who founded this company, who runs this business, what do they believe in? In fact, what do they stand for? What are their values? This is more important than it's ever been. What's their backstory? What's the history of this company? When I tell the story of Action Coach, you know, 33 years I've been coaching business people and people get into that and they start listening. Oh, my God, I can't believe you've been doing it that long.

8:15You're like the OG of this coaching thing. I said, yes, we've been doing it that long. And they're like, why didn't you come out and be famous earlier? I know, I know. Those questions of story and brand and values, they matter more than, way much more than they did 20 years ago. People want authenticity. They want transparency. They want connection. And I want to be clear on something I had to learn, and I'm blunt about this, because personal brand is not ego. I watched a lot of the people building their personal brand in the business space, and they're like, look at me in my jet. Look at me in my car.

8:53You know, oh my God, the look at me. See, personal brand is not ego. I had to learn this. I want to clear this up, okay? Personal brand is not about ego. It's not about selfies or showing off. It's not about becoming famous. Personal brand is simply trust at scale. It's allowing more people to understand who you are, what you believe, what you teach, and what you stand for. that that's all it is. I had to get over the fact that I saw all this ego stuff out there in the world and thought, I don't want to be that. I don't want to do that. I I'm happy to teach. I'm happy to share, but I don't want to be that guy sort of thing.

9:34So let's go back to the authority advantage. Personal brands build authority faster. Why? Because person, well, because people can hear your thinking. People can see your face, your tonality. They can see your philosophy. They can understand your expertise. There is a massive advantage that comes with authority. See, authority is different for a logo to communicate. It's almost, it's difficult. In fact, it's almost impossible for a logo to communicate authority. Authority is easy for a person to communicate. That's why authors win. Having written 18 books on business, it makes it easier for me.

10:15Speakers win. When I get on stage in front of thousands of people, it changes my relationship with them. Podcasters win. I know every week 30 ,000, 40 ,000 of you join me on this podcast. The education helps me win. I'm transferring not just my expertise. I'm transferring it through my personality, through who I am, why I do it, how I do it sort of thing. I tell my stories along the way. See, founders do have an advantage over CEOs. They really do. Because founders possess something that nobody else has. You have an origin story. Customers love origin stories. How did the company start? Why did it start?

10:58I go back into that origin story of Action Coach and 33 years of this, it's such a fun thing for me to reminisce, but people love to join in that part. You know, what challenges did I have to overcome? What's the mission that drives my company? Founders carry those stories naturally. Employees often find it harder to carry those stories. And that's why founder-led brands, they're exploding right now. I think it's really important to understand. And yes, there is really a two-brand model, okay? It's something that's very important for us to look at. This isn't a personal brand or a company brand.

11:40It's a personal brand and a company brand. The smartest thing businesses build is both. Think about Sir Richard Branson and Virgin, Steve Jobs and Apple, Elon Musk and Tesla, Elon and SpaceX, Elon and the boring company, Elon and everything, Starlink. I mean, that's the fun part. Bezos and Amazon, me, Brad Sugars and Action Coach. They're both brands that grow and grow alongside each other and together. The personal brand definitely is the one, though, that should be attracting attention. And the company brand is the one that captures the value. I know that without my personal brand out there, I probably didn't grow as fast.

12:25Action Coach didn't grow as fast because I wasn't doing the personal branding. In the early days, I did a lot of personal branding, but it was traveling, doing live seminars, live events, newspaper ads, magazine ads, TV and radio ads sort of thing. And as my kids grew, I stepped back from doing that. And I think you may understand why I stepped back as the kids got older, but that's my story. I mean, the action coach lesson is a strong one. Many years ago, I believe the company brand was everything. Today, I see it differently. The company brand matters enormously. We've just gone through a full rebrand of the whole thing.

13:00But the founder brand creates the leverage. When people discover me, they discover Action Coach. Some might discover my books. Some discover my podcasts. Some discover my programs. And others go on to discover the Action Coach franchise and become a partner in our business in different parts of the world. The personal brand is, in my books, becoming more of the distribution channel. And that's the opportunity that we all stand on today. There is a big content advantage for us founders and for the two brands is a big thing. I think one reason personal brands are growing so quickly is content. Think about all the ways you can communicate as a founder with your personal brand.

13:44Obviously, podcasts, your own, and appearing on others. videos you put out on YouTube, articles and newsletters on LinkedIn, books, e-books, articles, white papers, interviews, webinars. I do a webinar every single week. I mean, every piece of content becomes a brand building exercise. Every piece of content that I put out there in the world as Brad Sugars becomes an asset for me. That asset builds trust. And every asset is not just about me. It's about my other brand. It strengthens my personal brand and leads more people through to my business brand. So that brings us back to the equation on visibility.

14:30Visibility breeds or creates familiarity. And familiarity is important, see, because familiarity creates trust. Trust creates opportunity, opportunity creates growth. So let's break that down for a second. The more visible and more familiar you are, there's more trust. That trust leads people to connect with you. And if you make them an offer, then they will connect faster with you. It's like every week on my pod, I'm telling you about another ebook. Like if you go on bradsugars.com and download the$100 million playbook, it's an actual book about how to build a$100 million business. Okay. so many business owners stay invisible unfortunately and i did for a long time and then they wonder why growth feels difficult you cannot be coming known while staying hidden there's and and there is definitely a fear of being visible let's talk about this because it is a real issue and i struggle with it most people they're not avoiding personal branding they're avoiding visibility visibility does create vulnerability i mean the number of people who make stupid dumbass comments on my stuff.

15:37And it's like, ha ha ha. Like, they're like, oh, you must be ripping people off. Yeah, I'm giving them free stuff. I must be ripping them off. I mean, people are going to judge you. They're going to criticize you, disagree with you. And I'm okay when they disagree with my teachings and my facts, but when they throw out dumb stuff, like, oh my God, are you kidding me? But there is a bigger risk though than that. And I had to get over this nobody knowing you exist is a bigger risk the marketplace will reward visibility it does it's not about perfection it's about visibility and i think there isn't actually if you go on that perfection there is an advantage to being imperfect one of the great myths is you need to be perfect you don't people trust authenticity more than perfection okay i've had to learn this the hard way that I'll make a video like when I'm doing a drive time it's live it's straight to air and if I mess up so what I mess up you know what's it really matter people connect with me they trust authenticity more than perfection they trust stories lessons experiences failures and wins you know I love getting on and bragging when we win an award it's cool to win awards and it's okay to feel proud when you win an award especially you know i've been doing this 33 years when we win an award i feel dang good about myself from that because my team put in so much work to do that see i think they trust that far more than polished corporate messaging the goal isn't perfection the goal is connection with your audience visibility connectivity trust all of these things go together so building your personal brand don't think you have to go out there and do anything massive.

17:23Start simple. Teach what you know. Share what you've learned. Tell stories about your business, your growth, yourself, what you've learned. Offer insights that others might benefit from. And don't worry if it's not getting a million views. If 10, 30, 50 people watch it, it's fun. Just get started. Discuss some trends that you see in your industry. Document your experiences. Go on podcasts that other people have. Help people. Consistency matters more than complexity. I remember a good friend of mine, Michael Lozier. Michael teaches the law of attraction. He literally for 10 years, 10 years every Saturday went live at the exact same time doing his show, doing his thing.

18:09And that consistency matters. So what should you talk about? I think there's three simple categories that we should be talking about if you're building your personal brand. What you know. Okay, that's the first thing you got to look at, your expertise. Second, what you've experienced, your stories. I do a lot of what I know and my team is now pushing me more to do more stories, things that I've experienced. Okay, what you believe, your philosophies. Again, that one's one my team is pushing me hard on. See, what you know, what you've experienced, what you believe. Those three alone create an endless amount of content if you ask yourself, okay?

18:48So this week's questions that I want you to ask yourself. If someone searched my industry, would they find me? Would they know what I stand for? Would they know my expertise? Would they know my story? Those are the important aspects, you know? Or am I hiding behind my company or am I building trust at scale? Those are some questions that I think if you ponder on them, It will help you find your voice and get you out there creating more content, more founder content, more stories, more philosophies and more things that you know. So common mistakes. Number one, waiting until you're ready. Look, just get your phone out and film, for goodness sake.

19:29A great podcast lesson that I got, and it was a YouTube lesson more so than just podcasts, was if you don't look back at your podcast from a year ago, two years ago and think, oh my God, how bad was that? It means you're not getting any better. Make mistakes on your first ones, but just do them. So trying to be perfect will kill you. Making everything corporate will kill you. Talking only about your products will kill you. Put personality in there. No personality, no stories, no opinions, no visibility. They are the big mistakes that people are making. People connect with people, not brochures, okay?

20:03Then it's not about the logo. It's not about that stuff. That stuff is important. Don't get me wrong, but it's really about connection and that. So don't make those mistakes. So your action challenge this week, I want you to create one piece of content that has nothing to do with selling. Tell a story, share a lesson, offer an insight. Your founder's story is a great place to start. Tell the story of your company, how you started it, how you got going in the beginning, mistakes you've made along the way. show people how you think not just what you sell type thing how you think that's where personal brand really begins now if you're struggling with this put a comment in chat with me because i know i struggle with it for a time go back watch that gary v one kicking my butt that was definitely a fun one for me so ultimately people don't follow logos okay they follow leaders you don't connect with a corporation, with an organization, with a logo.

21:07People connect with stories. The fastest way to build trust at scale, the fastest way to do that is not becoming more corporate. It's becoming more human. Thanks for joining me on the$100 million podcast. If you've got value from today's episode, make sure you've subscribed and share this with all of your friends. Never miss a strategy that could change your business and your life. And remember, the fastest way to scale is to learn from those who've done it. That's what this show is all about. See you on the next episode.