Marcus Sheridan

It's not going away. As buyers and consumers, number one, we want to know all about cost. How much is the dang thing? In fact, that is literally the first question of the buyer's journey. Roughly, how much does it cost? Number one. Number two. As buyer's consumers, we're obsessed with what we call problems or fears or objections. In other words, Tommy, how could this go wrong?

It's not going away. As buyers and consumers, number one, we want to know all about cost. How much is the dang thing? In fact, that is literally the first question of the buyer's journey. Roughly, how much does it cost? Number one. Number two. As buyer's consumers, we're obsessed with what we call problems or fears or objections. In other words, Tommy, how could this go wrong?

If I make this buying decision, how could it blow up in my face? Number three. Comparisons. We love to compare stuff online. Product versus product, brand versus brand, method versus method. We're constantly comparing things online. That's number three. Number four, reviews. We're obsessed with reviews, as you well know.

If I make this buying decision, how could it blow up in my face? Number three. Comparisons. We love to compare stuff online. Product versus product, brand versus brand, method versus method. We're constantly comparing things online. That's number three. Number four, reviews. We're obsessed with reviews, as you well know.

But the thing about reviews, and my goodness, you guys have crushed getting so many reviews, dog. You've just been nuts on that. Well done. You could write a book on just how to crush on reviews. The thing about reviews, though, is we don't just want good reviews. We want the good, the bad, and the ugly.

But the thing about reviews, and my goodness, you guys have crushed getting so many reviews, dog. You've just been nuts on that. Well done. You could write a book on just how to crush on reviews. The thing about reviews, though, is we don't just want good reviews. We want the good, the bad, and the ugly.

In fact, we've all gotten to the point where if a company has no negative reviews, it actually creates mistrust because there's doubt there. And then finally, number five of the big five is best. Best, most, top, etc. Okay? So those are the big five. Cost, problems, comparisons, reviews, and best. This is what buyers are obsessed with, and most companies don't want to talk about it.

In fact, we've all gotten to the point where if a company has no negative reviews, it actually creates mistrust because there's doubt there. And then finally, number five of the big five is best. Best, most, top, etc. Okay? So those are the big five. Cost, problems, comparisons, reviews, and best. This is what buyers are obsessed with, and most companies don't want to talk about it.

And that's a tragedy because that's what they want to know. And here's the thing, Tommy, they're going to learn it from somebody. So the question is, are they going to learn it from you, that video, that article, that thing that you posted, or are they just going to say, no, I'm out?

And that's a tragedy because that's what they want to know. And here's the thing, Tommy, they're going to learn it from somebody. So the question is, are they going to learn it from you, that video, that article, that thing that you posted, or are they just going to say, no, I'm out?

Yeah, so let me give you a few things. Let me just say this. Why don't we do this? Let's roll through the pillars real quick, and then I'll show you how to get started. Is that cool with you? Yep. Okay? So that's the first one. Say what others aren't willing to say. Number two, similar to number one, you've got to be willing to show with video what others aren't willing to show.

Yeah, so let me give you a few things. Let me just say this. Why don't we do this? Let's roll through the pillars real quick, and then I'll show you how to get started. Is that cool with you? Yep. Okay? So that's the first one. Say what others aren't willing to say. Number two, similar to number one, you've got to be willing to show with video what others aren't willing to show.

So I would ask you if you're listening to this right now, what are you showing that the majority of your competitors aren't willing to show with video? Okay? Okay. In conjunction with that, you have to start thinking like a media company. I do not care how big or small you are.

So I would ask you if you're listening to this right now, what are you showing that the majority of your competitors aren't willing to show with video? Okay? Okay. In conjunction with that, you have to start thinking like a media company. I do not care how big or small you are.

Every single job that you do is... A litany of videos that you could be doing with that dang phone that's in your pocket. Most of us are pushing back still on video, and that's a crying shame. And video is our future. Number three. By the way, for home services, home services, home contracting, etc., it is now a video-first industry.

Every single job that you do is... A litany of videos that you could be doing with that dang phone that's in your pocket. Most of us are pushing back still on video, and that's a crying shame. And video is our future. Number three. By the way, for home services, home services, home contracting, etc., it is now a video-first industry.

And there's a very strong argument, and I know we can't even go down this road fully, but there's a very strong argument that your YouTube channel will be more important than your website in five years. It could absolutely happen. Prepare for it. Number three. You must be willing to sell in ways others aren't willing to sell.

And there's a very strong argument, and I know we can't even go down this road fully, but there's a very strong argument that your YouTube channel will be more important than your website in five years. It could absolutely happen. Prepare for it. Number three. You must be willing to sell in ways others aren't willing to sell.

We've got to hit that one hard in a second because that's one of my most favorites, okay? And that's one of the quick starts is to sell in ways others aren't willing to sell. And then finally, number four, you've got to be more human than others are willing to be, okay? What I mean by that, there needs to be a face behind the brand, your face if you're listening to this.

We've got to hit that one hard in a second because that's one of my most favorites, okay? And that's one of the quick starts is to sell in ways others aren't willing to sell. And then finally, number four, you've got to be more human than others are willing to be, okay? What I mean by that, there needs to be a face behind the brand, your face if you're listening to this.