Marcus Sheridan

And what we see happens every time is I've got a lot of contractors now that use price guide as a standard before the salesperson comes. They're like, have you done a price guide yet? And the person's like, well, no, I haven't. We want you to do the price. They're literally, they want them, which I didn't realize it was going to be used that way, which is crazy.

And what we see happens every time is I've got a lot of contractors now that use price guide as a standard before the salesperson comes. They're like, have you done a price guide yet? And the person's like, well, no, I haven't. We want you to do the price. They're literally, they want them, which I didn't realize it was going to be used that way, which is crazy.

Which makes you dang good. And you're one of the, man, I wish we had time to really go into sales training because I'm so deeply passionate about it. I just got to say one thing. Can I say one thing about sales training? Yeah. Just as a side note. I meet with sales teams all over the world.

Which makes you dang good. And you're one of the, man, I wish we had time to really go into sales training because I'm so deeply passionate about it. I just got to say one thing. Can I say one thing about sales training? Yeah. Just as a side note. I meet with sales teams all over the world.

All I have to do is ask one single question to find out immediately what their sales culture is, like you know within one question. And the simple question is this, how often do you do real role play training as a sales team? That is the only question that matters. And I can tell you this, less than 5% of the home improvement industry does role plays once a week.

All I have to do is ask one single question to find out immediately what their sales culture is, like you know within one question. And the simple question is this, how often do you do real role play training as a sales team? That is the only question that matters. And I can tell you this, less than 5% of the home improvement industry does role plays once a week.

Less than 5%, which is a total tragedy. What does this mean? It means we're practicing sales on our customers and not on ourselves, which I think is a crime.

Less than 5%, which is a total tragedy. What does this mean? It means we're practicing sales on our customers and not on ourselves, which I think is a crime.

I think outside of the training side of it, the idea that you would walk up someone's driveway and they wouldn't recognize your face to me is a crime. Before you get to the home, if they haven't seen your face and heard your voice, you have failed them as a contractor. And you have put yourself in the same class as everyone else that walked up their driveway.

I think outside of the training side of it, the idea that you would walk up someone's driveway and they wouldn't recognize your face to me is a crime. Before you get to the home, if they haven't seen your face and heard your voice, you have failed them as a contractor. And you have put yourself in the same class as everyone else that walked up their driveway.

I can recall a time when, see, for years, I would knock on the door when I was a pool guy. And I would hear a kid in the background say, Mom, Dad, pool guy's here. For years, you know, kids were excited. Pool guy's coming. It's like Santa Claus, right? And then I started doing video very aggressively. And something crazy happened. This is a true story.

I can recall a time when, see, for years, I would knock on the door when I was a pool guy. And I would hear a kid in the background say, Mom, Dad, pool guy's here. For years, you know, kids were excited. Pool guy's coming. It's like Santa Claus, right? And then I started doing video very aggressively. And something crazy happened. This is a true story.

One time after I started doing video, I knocked at the door and I heard a kid say in the house, mom, dad, the guy on the video's here. So that's what I was, the guy on the video. So I was like, oh, okay.

One time after I started doing video, I knocked at the door and I heard a kid say in the house, mom, dad, the guy on the video's here. So that's what I was, the guy on the video. So I was like, oh, okay.

And then right before the end, before I was, you know, like moved on from being the sales guy at River Pools and started doing all this other stuff, I heard a kid say, I kid you not, mom, dad, Marcus from the video is here. Yeah. that for a second. They knew my face. They knew my voice. They knew my name. That's a slam dunk. And that's the way it should be.

And then right before the end, before I was, you know, like moved on from being the sales guy at River Pools and started doing all this other stuff, I heard a kid say, I kid you not, mom, dad, Marcus from the video is here. Yeah. that for a second. They knew my face. They knew my voice. They knew my name. That's a slam dunk. And that's the way it should be.

No different than a lot of people have an attrition problem with appointments set. They lose appointments. So they set the appointment and then before the person can get out there, they back out.

No different than a lot of people have an attrition problem with appointments set. They lose appointments. So they set the appointment and then before the person can get out there, they back out.

The easiest way to eliminate that attrition is by sending a personalized video from the salesperson. And the reason is because before that, the person is canceling on a company that they don't know and a person that has no story. But if you set the appointment, and this is what my sales team does, appointment is set, boom,

The easiest way to eliminate that attrition is by sending a personalized video from the salesperson. And the reason is because before that, the person is canceling on a company that they don't know and a person that has no story. But if you set the appointment, and this is what my sales team does, appointment is set, boom,