Marcus Sheridan

And immediately, they send out a video, that's a text, to the homeowner, introducing themselves, saying, my name is Marcus. You know, here's my quick story. I live in the northern neck of Virginia. I have four children. I am so excited to come visit you and talk to you about pools next Thursday at 1 o'clock. Now that person, when they cancel, they're not just canceling on a company.

And immediately, they send out a video, that's a text, to the homeowner, introducing themselves, saying, my name is Marcus. You know, here's my quick story. I live in the northern neck of Virginia. I have four children. I am so excited to come visit you and talk to you about pools next Thursday at 1 o'clock. Now that person, when they cancel, they're not just canceling on a company.

They're canceling on a father of four children. And it's different. And you'll see if you do that, you'll see that your attrition will improve dramatically.

They're canceling on a father of four children. And it's different. And you'll see if you do that, you'll see that your attrition will improve dramatically.

Yeah. I want to talk with the guy on the camera. That's exactly right. To your point, though, we can't just throw our team on camera and suddenly expect them to be great. A little bit of training can go a long way, and it's just really, really simple things.

Yeah. I want to talk with the guy on the camera. That's exactly right. To your point, though, we can't just throw our team on camera and suddenly expect them to be great. A little bit of training can go a long way, and it's just really, really simple things.

One of the things that my company, Impact, does is we train organizations how to be world-class with their digital sales and marketing in-house. And we help them apply this endless customer system that we're talking about, which was they ask, you answer. And one of the things that we do within all this context is we train teams how to be better on video. Most teams are not trained.

One of the things that my company, Impact, does is we train organizations how to be world-class with their digital sales and marketing in-house. And we help them apply this endless customer system that we're talking about, which was they ask, you answer. And one of the things that we do within all this context is we train teams how to be better on video. Most teams are not trained.

Simple, simple little things can go a long way. For example, we have what we teach always is the no stop rule. And the no-stop rule is something that you and I are following right now, which is we know right now, well, we could stop, but we're not going to stop. We're going to move forward. When you're selling in the home, you don't stop. You mess up all the time in the home, but you don't stop.

Simple, simple little things can go a long way. For example, we have what we teach always is the no stop rule. And the no-stop rule is something that you and I are following right now, which is we know right now, well, we could stop, but we're not going to stop. We're going to move forward. When you're selling in the home, you don't stop. You mess up all the time in the home, but you don't stop.

You're following the no-stop rule. And so if you ask a salesperson, Do you ever stop with the homeowner when you're doing your pitch? Like, well, no, I can't do that. I got to keep going. You stop with the camera. You go, oh, let's redo that. That's right. So what do you do when you're in the home? Well, I just move forward no matter what. Could you do that if we're on camera?

You're following the no-stop rule. And so if you ask a salesperson, Do you ever stop with the homeowner when you're doing your pitch? Like, well, no, I can't do that. I got to keep going. You stop with the camera. You go, oh, let's redo that. That's right. So what do you do when you're in the home? Well, I just move forward no matter what. Could you do that if we're on camera?

And they're suddenly like, oh. So you have to, when you're looking at the camera, it's literally like I'm sitting with the homeowner right now. We're following the no-stop rule. Another really, really simple rule that we teach with video is the three-second smile.

And they're suddenly like, oh. So you have to, when you're looking at the camera, it's literally like I'm sitting with the homeowner right now. We're following the no-stop rule. Another really, really simple rule that we teach with video is the three-second smile.

And I was watching you teach your team about the power of the smile in your training earlier, but the three-second smile is very, very simple, which is before you start a video, you start smiling for three seconds. You should be coming off of your smile and not going into your smile when you hit the record button. And so it changes your body too.

And I was watching you teach your team about the power of the smile in your training earlier, but the three-second smile is very, very simple, which is before you start a video, you start smiling for three seconds. You should be coming off of your smile and not going into your smile when you hit the record button. And so it changes your body too.

It's much harder for you to struggle when you're smiling. It's just something powerful about it. So come off of your smile, three second smile. We have this big joke, right before we hit record, we're always saying, we're smiling, we're smiling. Like we always do that in studio because we're trying to create that right energy. Sounds silly, but that's how it works.

It's much harder for you to struggle when you're smiling. It's just something powerful about it. So come off of your smile, three second smile. We have this big joke, right before we hit record, we're always saying, we're smiling, we're smiling. Like we always do that in studio because we're trying to create that right energy. Sounds silly, but that's how it works.

And the last thing I'll say about that, quickest way that you can start a culture of video with your entire team is you have them do one-to-one video with their own clients. That is how, because now it's not going to the world. They're sending it out to the team. It starts with the leader communicating with his or her team through one-to-one video. They see that you're doing it.

And the last thing I'll say about that, quickest way that you can start a culture of video with your entire team is you have them do one-to-one video with their own clients. That is how, because now it's not going to the world. They're sending it out to the team. It starts with the leader communicating with his or her team through one-to-one video. They see that you're doing it.