Marcus Sheridan

People buy from those they know, like, and trust. We've heard about that since the beginning of time. We don't want a bunch of just, like – you know, standard photos on your dang website that you got online or got AI. It needs to be your face, your team. Obviously, you all do a pretty dang solid job of that. Okay, so let's start with selling for a second.

People buy from those they know, like, and trust. We've heard about that since the beginning of time. We don't want a bunch of just, like – you know, standard photos on your dang website that you got online or got AI. It needs to be your face, your team. Obviously, you all do a pretty dang solid job of that. Okay, so let's start with selling for a second.

Now, do you think that number is going down or up, Tommy? Up. It's only going to go up, right? And so what does this mean? Well, it doesn't mean that we hate salespeople.

Now, do you think that number is going down or up, Tommy? Up. It's only going to go up, right? And so what does this mean? Well, it doesn't mean that we hate salespeople.

It just means that we don't want to talk to a salesperson until we are good and ready, until we're confident, until we feel informed, until we feel like we're not going to make a mistake and the salesperson isn't going to take advantage of us, right? This is the mindset of the buyer. So if this is the case... You, as a business, have a choice. You can say, but I like selling the way it used to be.

It just means that we don't want to talk to a salesperson until we are good and ready, until we're confident, until we feel informed, until we feel like we're not going to make a mistake and the salesperson isn't going to take advantage of us, right? This is the mindset of the buyer. So if this is the case... You, as a business, have a choice. You can say, but I like selling the way it used to be.

Or you can say, I'm going to take advantage of the trend. How do we take advantage of the trend? Through what we call self-service. Self-service is the process of offering interactive experiences online that allow the buyer, the customer, to get answers that previously they would have had to have gotten through talking to a human. So there's five self-service tools that are going to change

Or you can say, I'm going to take advantage of the trend. How do we take advantage of the trend? Through what we call self-service. Self-service is the process of offering interactive experiences online that allow the buyer, the customer, to get answers that previously they would have had to have gotten through talking to a human. So there's five self-service tools that are going to change

entire home services industry i'll mention them very quickly here one a self-assessment a self-assessment is when you give someone a score that could be like what's the health score of your garage door right that's an example of it okay so that's self-assessment number two number two we got to have uh self-selection tools that's when the tool gives a recommendation perfect case in point.

entire home services industry i'll mention them very quickly here one a self-assessment a self-assessment is when you give someone a score that could be like what's the health score of your garage door right that's an example of it okay so that's self-assessment number two number two we got to have uh self-selection tools that's when the tool gives a recommendation perfect case in point.

Let's say you sell garage doors, and the person's saying, I'm not sure which type of garage door is the right one for me. Through an interactive experience they take on your website, they get a recommendation at the end. And at the end, they say, oh, that's the garage door I want. Perfect. And then when they meet with the salesperson, they say, I already know which one I want.

Let's say you sell garage doors, and the person's saying, I'm not sure which type of garage door is the right one for me. Through an interactive experience they take on your website, they get a recommendation at the end. And at the end, they say, oh, that's the garage door I want. Perfect. And then when they meet with the salesperson, they say, I already know which one I want.

I took that little tool on your website. That thing was great. So it's no different on the Riverpool site. I've got one that literally tells people after they answer a series of questions, Tommy, It tells them what type of in-ground pool they should get. We recommend to people every single day that they don't buy a fiberglass pool. And that's all we sell.

I took that little tool on your website. That thing was great. So it's no different on the Riverpool site. I've got one that literally tells people after they answer a series of questions, Tommy, It tells them what type of in-ground pool they should get. We recommend to people every single day that they don't buy a fiberglass pool. And that's all we sell.

We tell them all the time on our own website, through this interactive tool, based on what you just said, you should get a concrete pool. Ballsy? Yes. Trustworthy? Very much so. Okay, so that's the second one. Third one would be a self-configuration tool. Self-configuration tool is when you allow someone to build the thing. So hypothetically, they can build or design their garage door, right?

We tell them all the time on our own website, through this interactive tool, based on what you just said, you should get a concrete pool. Ballsy? Yes. Trustworthy? Very much so. Okay, so that's the second one. Third one would be a self-configuration tool. Self-configuration tool is when you allow someone to build the thing. So hypothetically, they can build or design their garage door, right?

This is going to be a really, really big deal in the future in this industry because it's a very, very visual industry. Okay? All right? Number four. This one is the one I want to talk about for a second because I'm so deeply passionate about it, which is self-pricing. I got a feeling you and I are going to have a long conversation about this one tomorrow.

This is going to be a really, really big deal in the future in this industry because it's a very, very visual industry. Okay? All right? Number four. This one is the one I want to talk about for a second because I'm so deeply passionate about it, which is self-pricing. I got a feeling you and I are going to have a long conversation about this one tomorrow.

Okay, so self-pricing is when you allow your visitors to get a general estimate of what they're going to spend before they have to talk to a salesperson. Now, let me break this one down for you, Tommy, then I'm going to get your take. Maybe we'll debate about this for a second. It should be fun. The first and last question of the buyer's journey are almost the exact same question.

Okay, so self-pricing is when you allow your visitors to get a general estimate of what they're going to spend before they have to talk to a salesperson. Now, let me break this one down for you, Tommy, then I'm going to get your take. Maybe we'll debate about this for a second. It should be fun. The first and last question of the buyer's journey are almost the exact same question.