Hosts Ryan Bell and Todd Miller of Isaiah Industries engage in an enlightening conversation with Marcus Sheridan, a leading communication expert, author, and keynote speaker. Marcus, known for his bestselling book 'They Ask You Answer,' shares his journey from managing a nearly bankrupt pool company to becoming a prominent leader in the marketing world.
The discussion covers his revolutionary approach to inbound sales, content marketing, and the evolving landscape influenced by AI and SEO. Marcus emphasizes the importance of answering customer questions transparently online, leveraging self-service tools, and adapting to changing marketing dynamics driven by AI. He also highlights the significance of a personal brand in building trust and generating endless customers.
Timestamps
01:00 Introducing Today's Guest: Marcus Sheridan
02:14 Marcus Sheridan's Journey: From Pools to Marketing
03:11 The Power of Answering Customer Questions
10:00 The Evolution of SEO and AI's Impact
23:42 Self-Service Tools for Lead Generation
30:48 Revolutionizing Concrete Pools with Estimators
31:58 Introducing Price Guide: AI-Powered Pricing Estimators
33:44 The Impact of Instant Estimates on Lead Generation
35:32 Addressing Manufacturer Concerns with Estimators
37:03 Case Study: Gillies and McKay's Success with Estimators
39:16 Leveraging AI for Immediate Lead Response
41:39 The Future of Sales and Marketing with AI
43:33 Introducing 'Endless Customers': A New Marketing Paradigm
47:08 The Big Five: Key Topics Every Buyer Wants to Know
51:17 Advice for Young Entrepreneurs and Innovators
Connect with Marcus Online
LinkedIn: https://www.linkedin.com/in/marcussheridan/
Email: marcus@marcussheridan.com
Resources Mentioned in this Episode
Endless Customers Book: https://www.endlesscustomers.com/
Pricing Estimator: https://priceguide.ai/
EP194 with Chris Duprey: https://construction-disruption.com/episode/transparency-and-buyer-centric-sales-with-chris-duprey
For more Construction Disruption, listen on Apple Podcasts or YouTube
Connect with us on Facebook, Instagram, or LinkedIn
This episode was produced by Isaiah Industries, Inc.
Construction Disruption was recently featured in this 15 Best Podcasts for Contractors list!
This podcast uses the following third-party services for analysis:
Podtrac - https://analytics.podtrac.com/privacy-policy-gdrp
I'm Ryan Bell of Isaiah Industries, manufacturer
Ryan Bell:of specialty metal roofing and other building materials.
Ryan Bell:Today my co-host is Todd Miller.
Ryan Bell:Todd, how you doing today?
Todd Miller:You know, I'm doing great.
Todd Miller:Well, actually, I may need to take that back.
Todd Miller:So I woke up this morning to an email from my life coach.
Todd Miller:She said I didn't make the team.
Todd Miller:I. No, you would think after 61 years I would make the team, but anyway.
Todd Miller:Okay.
Todd Miller:That was my joke of the day.
Todd Miller:Sorry.
Ryan Bell:Nice.
Todd Miller:I am doing great, Ryan, and I hope you are too.
Ryan Bell:Yes, I, I am doing fantastic.
Ryan Bell:Looking forward to this episode.
Ryan Bell:Um, before we dive in, I do wanna mention we are playing our challenge words game.
Ryan Bell:So be on the, listen for some words that may sound like they're a little
Ryan Bell:out of the blue or don't fit in, and we will reveal those at the end.
Ryan Bell:You ready to get started, Todd?
Todd Miller:Yes, I am.
Todd Miller:Let's
Todd Miller:go.
Todd Miller:I'm looking forward to today's guest.
Todd Miller:This will be a great show, so thank you.
Ryan Bell:Let's dive in.
Ryan Bell:Well, today's guest is world renowned communication expert, author and
Ryan Bell:keynote speaker Marcus Sheridan.
Ryan Bell:Marcus helps brands, sales teams, and leaders establish
Ryan Bell:more trust with their audiences.
Ryan Bell:With over 13 years of experience in the speaking industry in
Ryan Bell:23 years as an entrepreneur.
Ryan Bell:Marcus has honed his craft as a master communicator, helping individuals
Ryan Bell:and organizations transform the way they connect, engage, and influence
Ryan Bell:His bestselling book, they ask you answer is not just a methodology,
Ryan Bell:it's a movement that's reshaping how organizations engage with their audiences.
Ryan Bell:Marcus, it's great to have you on the show today.
Ryan Bell:Thank you for joining us.
Marcus Sheridan:Great to be here, Ryan.
Marcus Sheridan:It's gonna be a fun conversation.
Marcus Sheridan:I got a good vibe about this one.
Ryan Bell:Awesome.
Ryan Bell:Good.
Ryan Bell:That's a good way to start.
Ryan Bell:So, uh, we had one of your colleagues, Chris Dupre, on our
Ryan Bell:show back in 2023, a few years ago.
Ryan Bell:It's episode 94, I believe.
Ryan Bell:It was a great episode.
Ryan Bell:Um, I'll make sure to link to that in the show notes.
Ryan Bell:But, um, for any of our listeners who might not be familiar with you
Ryan Bell:or your book, could you kick us off by sharing a little bit about your.
Ryan Bell:Background and kind of how you stumbled into this world of inbound
Ryan Bell:sales and content marketing.
Marcus Sheridan:Yeah, I'll give the quick 1 0 1.
Marcus Sheridan:I started a pool.
Marcus Sheridan:Company, a fiberglass pool company with a couple buddies.
Marcus Sheridan:In 2001.
Marcus Sheridan:I was right outta college and uh, we literally started out a back of a pickup
Marcus Sheridan:truck and things were going okay, you know, we started to grow the company.
Marcus Sheridan:But then 2008, 2009 happened, we had the big crash and uh, a lot of
Marcus Sheridan:pool companies went outta business.
Marcus Sheridan:We thought we were gonna go outta business and, uh, we were literally
Marcus Sheridan:weeks away from bankruptcy.
Marcus Sheridan:But the cool thing about in this case, pain and suffering, is
Marcus Sheridan:it forces us to do that, which.
Marcus Sheridan:We've never done before.
Marcus Sheridan:Right?
Marcus Sheridan:It's that YOLO mindset.
Marcus Sheridan:Mindset when you have pain and suffering.
Marcus Sheridan:And that's what's funny too about tough times is they create
Marcus Sheridan:strong men, but they also create great marketing and innovation.
Marcus Sheridan:And so when you see dips in the market, that's when you see.
Marcus Sheridan:Innovation occurring because you're just like, I just gotta try this thing,
Marcus Sheridan:I gotta do this, I gotta send it.
Marcus Sheridan:I gotta do whatever it takes to save my business.
Marcus Sheridan:And that's when I really started to learn about the internet,
Marcus Sheridan:about inbound, about content.
Marcus Sheridan:And when I really took from what I was learning, Ryan was, you know,
Marcus Sheridan:if I just obsess over my customer's questions, fears, worries, concerns,
Marcus Sheridan:and I'm willing to address those online, I might save my business.
Marcus Sheridan:So I said to my two business partners, we're gonna become the Wikipedia of pools.
Marcus Sheridan:We're gonna be like the WebMD of what we do.
Marcus Sheridan:And, uh, we, we literally, I, I remember brainstorming one night all the questions
Marcus Sheridan:I had ever received as a sales guy.
Marcus Sheridan:'cause I was doing most of the sales for us.
Marcus Sheridan:And, um, I had like a couple hundred questions about fiberglass swimming
Marcus Sheridan:pools that I had written down.
Marcus Sheridan:And then over the next couple years I addressed those on online,
Marcus Sheridan:on our website, on YouTube, and we became the most trafficked
Marcus Sheridan:swimming pool website in the world.
Marcus Sheridan:Save the business.
Marcus Sheridan:We exploded.
Marcus Sheridan:We ended up.
Marcus Sheridan:Uh, starting to manufacture pools because we had so much growth
Marcus Sheridan:and we had so much lead flow from outside of our area in Virginia.
Marcus Sheridan:And so.
Marcus Sheridan:By 2017, we started manufacturing, um, fiberglass pools.
Marcus Sheridan:And, uh, then, uh, we became the fastest growing manufacturer
Marcus Sheridan:of fiberglass pools in the us.
Marcus Sheridan:We became the first franchise of fiberglass pools, uh, in the world.
Marcus Sheridan:And in 20 20, 20 21, I actually sold the manufacturing side of the business.
Marcus Sheridan:I still own the original, uh, river Pools in Virginia.
Marcus Sheridan:So essentially I'm a franchisee of the larger franchisor today.
Marcus Sheridan:And, uh, over the course of this entire journey, I wrote a book, uh,
Marcus Sheridan:called They Ask You Answer, which is, is is essentially a framework of how
Marcus Sheridan:you become the most known and trusted brand in your market by, uh, being.
Marcus Sheridan:Radically transparent and honest and giving buyers exactly what they want.
Marcus Sheridan:And it's a crazy ride.
Marcus Sheridan:And it came out in 2017.
Marcus Sheridan:It did very well.
Marcus Sheridan:A second edition came out in 2020, and now in 2025 we've got the third edition,
Marcus Sheridan:but it's called Endless Customers, which is the third, third edition of the book.
Marcus Sheridan:And it's whole purpose.
Marcus Sheridan:It's to show companies how to become the most known and
Marcus Sheridan:trusted brand in their market.
Marcus Sheridan:And I also today have a company that helps organizations.
Marcus Sheridan:Implement this system.
Marcus Sheridan:It's called Impact.
Marcus Sheridan:And uh, it's been a lot of fun.
Marcus Sheridan:So it's been a crazy ride, man.
Marcus Sheridan:Never dreamt, like, first of all, I never dreamt I'd be a pool guy and I
Marcus Sheridan:never dreamt I'd be speaking around the world talking about this stuff.
Marcus Sheridan:And I didn't know what the word serial entrepreneur even meant, right?
Marcus Sheridan:But this is, this is what's happened over the course of time.
Marcus Sheridan:That's the beauties of life.
Todd Miller:You know, I have to throw something in here real quick, so I'm
Todd Miller:not sure that a liar audience truly understands how revolutionary what you did
Todd Miller:was, and interestingly, I was following you back with river pools even before
Todd Miller:you wrote, they ask you answer and you, I was seeing things written about you.
Todd Miller:I think maybe you had a blog, but there were some, some things going
Todd Miller:on that I was reading about you.
Todd Miller:And you know, what you were doing was pretty revolutionary because anyone who
Todd Miller:typically does an in-home sales item, um, you don't answer those questions until you
Todd Miller:get in the home, because that's your fear.
Todd Miller:What am I gonna have to say?
Todd Miller:Um, so I, I'm curious, I know Ryan's got a lot more questions here, but you
Todd Miller:know, what is your first response to that person who does in-home sales and
Todd Miller:says, well, I can't answer this stuff before I'm there because I'm gonna.
Todd Miller:Spill all my candy.
Todd Miller:I won't have anything to share.
Todd Miller:Um, what, how do you respond to them?
Marcus Sheridan:Yeah, I think it's, I mean, it's a really
Marcus Sheridan:legitimate question and um, I am super familiar within home selling.
Marcus Sheridan:Obviously I did it for, you know, almost a decade of my own life and I taught.
Marcus Sheridan:Taught a lot of companies to do it, uh, as well.
Marcus Sheridan:And I'll tell you this, uh, a couple things that you
Marcus Sheridan:gotta understand about this.
Marcus Sheridan:Number one, to that person, I would say, do you believe in the golden rule?
Marcus Sheridan:Do you believe in it?
Marcus Sheridan:And of course, the golden rule is, is treat others as you yourself, would wanna
Marcus Sheridan:be treated to be a, a world class marketer and to generate more leads and more trust.
Marcus Sheridan:And anybody in your space has ever done, you have to become very self-aware.
Marcus Sheridan:In terms of how you buy, what drives, what drives you, what motivates you,
Marcus Sheridan:what inspires you, um, what makes you click on something, what makes you buy
Marcus Sheridan:something, what makes you fill out a form?
Marcus Sheridan:All these things.
Marcus Sheridan:And so one, someone becomes very, very self-aware.
Marcus Sheridan:I'm able to say to them, so if you had the choices, would you
Marcus Sheridan:want to understand these things before somebody came to your home?
Marcus Sheridan:Of course, the answer is, well, yes.
Marcus Sheridan:Yes, of course I would.
Marcus Sheridan:And so we'll talk about what those things are.
Marcus Sheridan:But, um, what we know is that when you ignore these things, you end
Marcus Sheridan:up eliminating just a mountain of leads and ultimately business that
Marcus Sheridan:you would've gotten, but you don't know you lost those because you.
Marcus Sheridan:You hedged, you refuse to give the buyer what they wanted because what we
Marcus Sheridan:know today is that the average buyer is 80% through the buyer's journey
Marcus Sheridan:before they reach out to a company.
Marcus Sheridan:And so what this, what this basically means is buyers, consumers, they're,
Marcus Sheridan:they're researching to death.
Marcus Sheridan:We're, we're all like info divorce at this point.
Marcus Sheridan:We can get whatever we want whenever we want, and we want that information and
Marcus Sheridan:we want it upfront as much as possible.
Marcus Sheridan:Okay.
Marcus Sheridan:And so because we're doing so much legwork, by the time we actually talk to
Marcus Sheridan:a salesperson, we're most of the way home.
Marcus Sheridan:Most of the way home.
Marcus Sheridan:Now, are there exceptions to that?
Marcus Sheridan:Yes, of course.
Marcus Sheridan:But generally speaking, we're most of the way home.
Marcus Sheridan:This is why everybody's listening to this right now, has talked to a salesperson
Marcus Sheridan:in the last year where you could tell you knew more than the salesperson knew
Marcus Sheridan:about the thing that they were selling because you had done more research than
Marcus Sheridan:they had done on that particular niche thing that you were interested in, right?
Marcus Sheridan:And so this isn't going away.
Marcus Sheridan:This is only going to grow, especially with AI and the immediacy
Marcus Sheridan:of answers and information.
Marcus Sheridan:That's where we're all headed.
Marcus Sheridan:And so I tend to go where the puck is headed, not to where the
Marcus Sheridan:person is holding the stick, right?
Marcus Sheridan:Because that's where we need to be as businesses.
Marcus Sheridan:And if you understand how buyers are becoming more informed than ever, then you
Marcus Sheridan:say, all right, I've gotta win the 80%.
Marcus Sheridan:I've got to become the most known and trusted while they're vetting and
Marcus Sheridan:researching online, whether it's with ai, whether it's with Google, whether
Marcus Sheridan:it's with their friends, whatever it is, I need to become that voice of
Marcus Sheridan:trust in that moment and get recommended by that friend, by that Google, by
Marcus Sheridan:that AI so that they come to us.
Marcus Sheridan:And so if you ignore these things, you will not be recommended by ai.
Marcus Sheridan:You will not be recommended by Google.
Marcus Sheridan:You may be recommended.
Marcus Sheridan:By a friend who has already worked with you.
Marcus Sheridan:That to me is not acceptable.
Marcus Sheridan:I'm not gonna take one out of three.
Marcus Sheridan:No, sir. And so that's why you have to say, we're gonna
Marcus Sheridan:own, we're gonna own that 80%.
Marcus Sheridan:And you can only do it by talking about the things that the buyer wants to know.
Marcus Sheridan:And what's cool about this is most businesses refuse to talk about
Marcus Sheridan:those things on the front end, which gives you an extreme advantage.
Ryan Bell:It's interesting that you mentioned ai.
Ryan Bell:One of the things I wanted to ask you about was, uh, you know, there's a lot
Ryan Bell:of talk in the SEO world right now about, well, SEO is dead, which I don't believe,
Ryan Bell:but how Google is, you know, replacing search results with an AI generated
Ryan Bell:response where they're pulling info from.
Ryan Bell:Where they find it on the web and giving it directly in search results.
Ryan Bell:Um, instead of a searcher needing to go visit a website, you know, for example,
Ryan Bell:and then finding a brand that way.
Ryan Bell:Um, any advice or insights on,
Marcus Sheridan:I got strong opinions.
Marcus Sheridan:I got very strong opinions on this.
Ryan Bell:okay, let's hear
Marcus Sheridan:Um, so let's just lay it out for everyone.
Marcus Sheridan:Is SEO dead?
Marcus Sheridan:No, of course.
Marcus Sheridan:It's not dead right now, but.
Marcus Sheridan:It is evolving dramatically.
Marcus Sheridan:Now, is Google dead?
Marcus Sheridan:No.
Marcus Sheridan:Is Google going to die?
Marcus Sheridan:There's a decent chance that Google, as we know it will die.
Marcus Sheridan:So let, let's talk about, uh, each one real quick.
Ryan Bell:Okay.
Marcus Sheridan:All right.
Marcus Sheridan:For 25 years, we have learned how to use this tool called Google.
Marcus Sheridan:And it was one of the most extraordinary marketing tools we've ever seen.
Marcus Sheridan:Absolutely extraordinary.
Marcus Sheridan:And for the most part, especially early on, if you talked about the right things,
Marcus Sheridan:if you used the right words, if you said the right things, you could show up.
Marcus Sheridan:Google, and the big goal was to be ranked number one in Google.
Marcus Sheridan:What does being ranked number one in Google mean today?
Marcus Sheridan:Well, 10 years ago, it meant that 82% of all people would
Marcus Sheridan:click on that first blue link.
Marcus Sheridan:That was number one in search engine results.
Marcus Sheridan:That's what it meant 10 years ago.
Marcus Sheridan:What does it mean today?
Marcus Sheridan:It doesn't actually mean jack squat, and I'll tell you why.
Marcus Sheridan:Because if you do a search today for, you know, best remodelers,
Marcus Sheridan:you know, like, uh, uh, Lafayette.
Marcus Sheridan:Or best remodelers, Richmond, Virginia, or whatever the
Marcus Sheridan:thing is, what's gonna happen?
Marcus Sheridan:Is the first thing you might see is an AI summary, which takes up a lot of the page.
Marcus Sheridan:Next thing you might see is a bunch of sponsor, uh, links.
Marcus Sheridan:Now of course, Google becoming desperate, uh, to drive revenue,
Marcus Sheridan:uh, and of course to be nefarious.
Marcus Sheridan:They've tried to make the sponsored.
Marcus Sheridan:Uh, links look like regular organic search results, right?
Marcus Sheridan:They're trying to trick everyone into thinking that's not a sponsored,
Marcus Sheridan:they're forced to say it's sponsored, but they're trying their hardest
Marcus Sheridan:so that you don't know really that that's a sponsored search result.
Marcus Sheridan:And then after that, you've got related questions, right, that
Marcus Sheridan:are gonna show on the screen.
Marcus Sheridan:And then after that, you might have your Google map.
Marcus Sheridan:With businesses on it.
Marcus Sheridan:And then of course, that's becoming more and more sponsored and less
Marcus Sheridan:and less organic, if you will.
Marcus Sheridan:And then after that you might have a few videos.
Marcus Sheridan:And then finally you've got the company that ranks first
Marcus Sheridan:for that particular phrase.
Marcus Sheridan:And this is a problem for a lot of folks, you've literally, if you're ranked
Marcus Sheridan:number one in Google search results, you've gotta scroll three times, almost.
Marcus Sheridan:Through.
Marcus Sheridan:In other words, you've gotta see the screen three times and scroll past it
Marcus Sheridan:before you get to that number one ranking.
Marcus Sheridan:Most of the time, of course there's exceptions, what the world, so that's
Marcus Sheridan:what's changed now because of this too.
Marcus Sheridan:What's happening is more and more companies are saying, gosh, we've
Marcus Sheridan:gotta, we we're, we're not doing as well with SEO as we used to.
Marcus Sheridan:And so, um, we've gotta put money into paid.
Marcus Sheridan:And every single contractor I've talked to this year that does paid
Marcus Sheridan:Google Ads is telling me we're we're spending more and we're getting less.
Marcus Sheridan:I. Which is obvious because what happens is you're seeing businesses
Marcus Sheridan:have to put more into it and see.
Marcus Sheridan:I think it's, I think it's wild to watch for me from, from my uh, point of view.
Marcus Sheridan:Because what's, what's happening here is, is, is Google is holding on to the past.
Marcus Sheridan:Their core business model is they make billions a year off of ads.
Marcus Sheridan:But if we're being really, really honest, do you think the future of search
Marcus Sheridan:is you being forced to look at ads?
Marcus Sheridan:The future of search is what we might call zero click.
Marcus Sheridan:And zero click is when?
Marcus Sheridan:Right now, 50% of all searches on Google, on Google alone end up with no click.
Marcus Sheridan:In other words, they're not clicking the blue link.
Marcus Sheridan:And so what's happening is you might say, I don't get it.
Marcus Sheridan:My search rankings are as good as they've ever been, and my traffic
Marcus Sheridan:is 60% what it was last year.
Marcus Sheridan:Guess what?
Marcus Sheridan:It's gonna be 50% next year.
Marcus Sheridan:Now, this doesn't mean that you don't pay attention to SEO.
Marcus Sheridan:This doesn't mean that you don't pay attention to Google.
Marcus Sheridan:What it means is the influence is gonna be less and less over time.
Marcus Sheridan:It also means that if you look at the ux, the user experience of of, of being
Marcus Sheridan:searching on Google versus I. If you are really familiar with some of these AI
Marcus Sheridan:platforms, like a chat GPT, I could tell you right now I got tons of friends that
Marcus Sheridan:have already moved over from Google to chat GPT, and the most ridiculous stat
Marcus Sheridan:that you hear from people is actually more people than ever are using Google.
Marcus Sheridan:That may be true, but I can tell you more folks than ever are leaving
Marcus Sheridan:Google right now, and companies are struggling to generate business more
Marcus Sheridan:than they have and a decade from Google because of everything that's going on.
Marcus Sheridan:And so what this means is your future is gonna be contingent upon your ability
Marcus Sheridan:to be recommended by three entities.
Marcus Sheridan:I mentioned them earlier.
Marcus Sheridan:You gotta be recommended by the customer.
Marcus Sheridan:That will never change, folks.
Marcus Sheridan:You've gotta be recommended by Google.
Marcus Sheridan:That will change because their importance to you is gonna diminish over time.
Marcus Sheridan:And I'm not saying exactly when, but I think there's a very strong
Marcus Sheridan:argument that within seven years that the number one revenue stream for
Marcus Sheridan:Google itself is gonna be YouTube because of course they own YouTube.
Marcus Sheridan:And YouTube is actually gaining in an importance as traditional
Marcus Sheridan:search is less important.
Marcus Sheridan:Oh, by the way, the AI can now, the AI can now.
Marcus Sheridan:uh, uh, search videos, not just the titles, but everything within
Marcus Sheridan:the video to show that just like a textual search result in the past.
Marcus Sheridan:And so no longer, that's a, that's a hindrance and I'm
Marcus Sheridan:sure we'll talk about more.
Marcus Sheridan:You know, with about video and, and YouTube here in a minute.
Marcus Sheridan:And so we do this, you've gotta, you've gotta be recommended by Google and
Marcus Sheridan:you've gotta be recommended by ai.
Marcus Sheridan:But so much of your success as a contractor in the future, as
Marcus Sheridan:someone that's in, uh, home services or in the trades, is gonna be
Marcus Sheridan:contingent on does AI recommend you?
Marcus Sheridan:And the only way AI is gonna recommend you is if you're sending a crap ton
Marcus Sheridan:of signals out to the marketplace.
Marcus Sheridan:Digital signals that essentially say this is a company worthy of being recommended.
Marcus Sheridan:And when we say signals, what we're talking about is everything that's
Marcus Sheridan:online produced by you or written.
Marcus Sheridan:Produced about you.
Marcus Sheridan:So every single review that is ever produced online by, let's say Google
Marcus Sheridan:in this case or some other review, that is gonna be a signal to ai, every piece
Marcus Sheridan:of content you produce, that's gonna be signal to ai, everything that's on social.
Marcus Sheridan:It's gonna be a signal to ai.
Marcus Sheridan:Everything that's on video, YouTube, it's gonna be a signal to ai.
Marcus Sheridan:The more signals you get, the stronger you are and the more you're
Marcus Sheridan:gonna be recommended by everyone, all three of those characters.
Marcus Sheridan:So that continues to be true, but Google is like building a house on sand,
Marcus Sheridan:and for 2000 plus years, we've known you do not build your house on sand.
Marcus Sheridan:So do not build your whole marketing on Google ads.
Marcus Sheridan:On Google search, and I'm not saying don't pay attention to it, but don't listen
Marcus Sheridan:to any SEO company that tells you that Google will not be affected and that SEO
Marcus Sheridan:is the same as it's always been because that person is being intellectually
Marcus Sheridan:dishonest and I would not do business with that person if I were you.
Ryan Bell:So, I mean, I have started switching over to searching, asking chat
Ryan Bell:GPT for something instead of Google.
Ryan Bell:Um, and I fi I get an answer quicker.
Ryan Bell:Um, if it's something like deep research, perpe perplexity is fantastic.
Ryan Bell:Um, and I'm really starting to see the value and how quick I
Ryan Bell:can get what I need by using ai.
Ryan Bell:So, and, and really, if I understand correctly what you just said, the.
Ryan Bell:The strategy behind SEO is creating content and putting information out there
Ryan Bell:so that you show up in search results.
Ryan Bell:That same underlying strategy is still there and what's
Ryan Bell:necessary to show up for ai.
Ryan Bell:Correct?
Marcus Sheridan:Yeah, that, that part has not changed
Ryan Bell:Yeah.
Marcus Sheridan:and what buyers wanna know has not changed.
Marcus Sheridan:Um, which is why, you know, if you take, they ask you answer my first book.
Marcus Sheridan:Written in 2017, it is still very foundational to what a content
Marcus Sheridan:strategy should look like.
Marcus Sheridan:But keep in mind there's content and there's signals, and we
Marcus Sheridan:can't just produce content.
Marcus Sheridan:We've gotta create signals, right?
Marcus Sheridan:So for, for example, you're not writing your own reviews, but that's content.
Marcus Sheridan:That's a signal.
Marcus Sheridan:That's a signal that we've got to, we've gotta drive towards, in other words,
Marcus Sheridan:uh, to get that recommendation by ai.
Marcus Sheridan:People listening to this right now have just can, it cannot even fathom the
Marcus Sheridan:influence AI recommendations are gonna have on their business in the future.
Marcus Sheridan:It's very hard because, you know.
Marcus Sheridan:A great phrase is you can't fit the future in the containers of the past.
Marcus Sheridan:And so the problem is you got folks that are thinking about their historical
Marcus Sheridan:perspective of what they've experienced with the internet over the course of the
Marcus Sheridan:last 25 years, and they're thinking that's gonna be the run rate for what AI is.
Marcus Sheridan:And let me tell you, I. Ha I more has happened since November of 2022,
Marcus Sheridan:which, you know, we're talking two and a half years now than happened,
Marcus Sheridan:like from a tech and from a marketing perspective in the previous 20 years.
Marcus Sheridan:I'm not exaggerating because I've been in this game for that long,
Marcus Sheridan:and I'm telling you, I've never seen the rate of change like this.
Marcus Sheridan:It is a full-time job just to try and keep up with the developments from day to day.
Marcus Sheridan:You can't possibly do it.
Marcus Sheridan:There's no way that you can possibly do it, which is why total tangent moment.
Marcus Sheridan:Right.
Marcus Sheridan:It's, it's why it's like.
Marcus Sheridan:Going to college today for marketing is the biggest waste of time in the history
Marcus Sheridan:of earth because as it was college taught antiquated marketing principles.
Marcus Sheridan:Now they're not even in the same like hemisphere.
Marcus Sheridan:I. Not even in the same universe because of the rate of evolution that's occurring
Marcus Sheridan:with the way that the buyer is changing, the way that marketing is changing, the
Marcus Sheridan:way that lead generation is changing.
Marcus Sheridan:All these things are changing so fast that if you send your
Marcus Sheridan:kid to college to learn this,
Marcus Sheridan:my what is wrong with you?
Ryan Bell:I, I agree completely.
Todd Miller:Good point.
Ryan Bell:Um, so you mentioned lead generation there.
Ryan Bell:Um, you know, we keep hearing it's getting, you know, becoming
Ryan Bell:tougher and tougher to acquire new customers or generate leads.
Ryan Bell:Um, any insights into that or, I.
Marcus Sheridan:Does a bear poop in the woods.
Marcus Sheridan:Ryan, I have plenty of thoughts on lead generation today.
Marcus Sheridan:Let me, let me just give you a few Now, in, in my new book, endless
Marcus Sheridan:Customers, there's uh, four pillars I. That the book is built around the four
Marcus Sheridan:pillars of a known and trusted brand.
Marcus Sheridan:Okay?
Marcus Sheridan:And the third pillar is sell in ways others aren't willing to sell.
Marcus Sheridan:Now I share that because I. One of the greatest ways that you can generate
Marcus Sheridan:leads today is you meet the buyer where the buyer is, when it comes
Marcus Sheridan:to the way they want to buy, and therefore evolve the way you sell.
Marcus Sheridan:And so how can you sell in ways that no one else is selling in
Marcus Sheridan:industry, in in your industry?
Marcus Sheridan:Which by the way, folks in the trades love to say they sell differently.
Marcus Sheridan:Most don't at all.
Marcus Sheridan:I just, I mean, they just are so protective of their special
Marcus Sheridan:sauce that is their sales process.
Marcus Sheridan:And I watch it 'cause I've seen hundreds and.
Marcus Sheridan:Probably thousands at this point.
Marcus Sheridan:I'm like, you really think that?
Marcus Sheridan:Is that different?
Marcus Sheridan:So let me give you some, some examples of what's very, very different and
Marcus Sheridan:incredible for lead gen. So there's a stat, uh, from Gartner that they
Marcus Sheridan:sent me that is this, 75% of all buyers today say they would prefer to
Marcus Sheridan:have a seller free sales experience.
Marcus Sheridan:I'll, I, I'll repeat so that it
Marcus Sheridan:lands with your audience.
Marcus Sheridan:75% of all buyers today said they would prefer to have a
Marcus Sheridan:seller free sales experience.
Marcus Sheridan:Now, this doesn't mean we hate salespeople.
Marcus Sheridan:It just means we do not want to talk to a salesperson until we feel like we're
Marcus Sheridan:good and ready until we're comfortable.
Marcus Sheridan:Until we're confident, until we're.
Marcus Sheridan:Assured that, Hey, I'm not gonna make a mistake.
Marcus Sheridan:I'm not gonna be taken advantage of right now.
Marcus Sheridan:Salespeople or CEOs businesses will hear this and they're like, ah, I just
Marcus Sheridan:wish it was the way that it used to be.
Marcus Sheridan:Well, guess what?
Marcus Sheridan:It's not going back to that point in time.
Marcus Sheridan:And so you can either complain about the trend and say, I want it like it used to.
Marcus Sheridan:Was before, or you can say, you know what, here's an opportunity.
Marcus Sheridan:And the way I always see trends is okay.
Marcus Sheridan:It doesn't help to complain about it.
Marcus Sheridan:The only thing that I can do is take advantage of this particular trend,
Marcus Sheridan:this change in behavior in the market.
Marcus Sheridan:So if buyers are saying that I wanna sell our free experience, what they're
Marcus Sheridan:essentially saying is, I want control.
Marcus Sheridan:The way you can give them control is through this thing that we call
Marcus Sheridan:self-service and self-service.
Marcus Sheridan:Is when you provide interactive experiences or tools online that
Marcus Sheridan:allows someone to get answers that previously they would've gotten by
Marcus Sheridan:talking with a human, but instead, now they can get that answer and
Marcus Sheridan:feel like, ah, I'm more informed.
Marcus Sheridan:I'm more confident, I'm more comfortable.
Marcus Sheridan:And so in the book we talk about five five, what is self-service
Marcus Sheridan:tools that you can use to really revolutionize your sales process?
Marcus Sheridan:I'll just name a couple of them here.
Marcus Sheridan:So.
Marcus Sheridan:An example of one is a self-selection tool.
Marcus Sheridan:Self-selection is when someone is trying to make a choice.
Marcus Sheridan:And they need a recommendation.
Marcus Sheridan:So to give you an example of this, if you went to my River Pool's website
Marcus Sheridan:right now, um, you would find that there is a tool right there on the homepage
Marcus Sheridan:that helps you choose between fiberglass concrete and vinyl liner in ground pools.
Marcus Sheridan:And it's an interactive, uh, questionnaire essentially that.
Marcus Sheridan:It asks you a series of questions and then based on your answers, it
Marcus Sheridan:gives you a recommendation of a type of pool that best fits your needs.
Marcus Sheridan:What's crazy is every single day, we have dozens and dozens of people take
Marcus Sheridan:this, and we recommend to these dozens of people, many of them don't buy our pool.
Marcus Sheridan:In fact, you should buy a concrete pool, and here's why you should buy
Marcus Sheridan:a vinyl liner pool, and here's why.
Marcus Sheridan:Yeah, that's pretty gutsy.
Marcus Sheridan:It's pretty ballsy.
Marcus Sheridan:Nobody does it.
Marcus Sheridan:We do it because our obsession is to be the most known and trusted brand.
Marcus Sheridan:In the world at what we do.
Marcus Sheridan:So that's one example.
Marcus Sheridan:It's a self-selection tool.
Marcus Sheridan:So you could think of like, how often does somebody say to you, Hey, I'm
Marcus Sheridan:trying to choose between this and this.
Marcus Sheridan:So for example, you're, you know, like as a metal roofing manufacturer, there's
Marcus Sheridan:different type, there's different types of product that you sell.
Marcus Sheridan:And so there's different options that the homeowner or the
Marcus Sheridan:contractor could choose a smart.
Marcus Sheridan:Tool would be, Hey, what is the best type of metal roof for me?
Marcus Sheridan:And then through a series of questions, they get a recommendation.
Marcus Sheridan:Okay.
Marcus Sheridan:That's an example of what that would look like when it came,
Marcus Sheridan:when it comes to metal roofing.
Marcus Sheridan:Another powerful I. Example of, of a self-service tool
Marcus Sheridan:is a self-scheduling tool.
Marcus Sheridan:Now, I'm about to share some with you.
Marcus Sheridan:That's sounds like mind bendy, but it's incredibly powerful.
Marcus Sheridan:Now, what's not exceptional or what's not mind bendy is when, um, is, is
Marcus Sheridan:when you allow someone to schedule time with a salesperson on your website.
Marcus Sheridan:That in and of itself is not extraordinary, but here's
Marcus Sheridan:where it gets extraordinary.
Marcus Sheridan:So that's the scheduling part.
Marcus Sheridan:But when you offer this tool, a self-scheduling tool that allows
Marcus Sheridan:someone to, to choose time.
Marcus Sheridan:On your website to meet with someone.
Marcus Sheridan:They weren't forced to talk to a human.
Marcus Sheridan:They weren't forced to fill out a form.
Marcus Sheridan:They just chose the time to meet with a human.
Marcus Sheridan:But when you allow them a selection of humans to talk to, and then they
Marcus Sheridan:can choose their own salesperson.
Marcus Sheridan:Here's what happens every time closing rates double.
Marcus Sheridan:My team at Impact, we, we help build these tools and we've had some
Marcus Sheridan:crazy experiences with this and we keep seeing it over and over again.
Marcus Sheridan:Closing rates double.
Marcus Sheridan:So let's be hypothetical.
Marcus Sheridan:Let's say you had a, you had a, a successful home contracting business and
Marcus Sheridan:you've got four different salespeople.
Marcus Sheridan:And so you have a, this ability for someone to schedule time with
Marcus Sheridan:a salesperson on your website, and they go to this particular page
Marcus Sheridan:and they see the four salespeople.
Marcus Sheridan:They get to see their images, they get to read a bio about them.
Marcus Sheridan:They get to watch a video about each one of them, and then they get to
Marcus Sheridan:choose who they wanna work with.
Marcus Sheridan:Now, do you think when that person's walking up their doorstep.
Marcus Sheridan:They're more invested in that person.
Marcus Sheridan:Of course they are.
Marcus Sheridan:Are they more likely to buy from that person?
Marcus Sheridan:Yes, because there's this thing called the sunk cost fallacy,
Marcus Sheridan:which means the more time we spend engaged, invested in something,
Marcus Sheridan:the harder we try to make it work.
Marcus Sheridan:And so if someone chooses their own salesperson, guess what?
Marcus Sheridan:They try to figure out a way to buy from that person.
Marcus Sheridan:That's how it goes.
Marcus Sheridan:Now, this sounds crazy to folks, but it works and I've seen it.
Marcus Sheridan:Work in multiple industries.
Marcus Sheridan:Now, lemme tell you one more example of a self-service tool.
Marcus Sheridan:There's five total in the book, so make sure you get the book and read about it.
Marcus Sheridan:Uh, by the way, the book is@endlesscustomers.com Okay?
Marcus Sheridan:Endless customers.com.
Marcus Sheridan:If you're listening to this right now.
Marcus Sheridan:Uh, the the next one, and this is the most important for any home services
Marcus Sheridan:business and for manufacturers too, okay, is self pricing tools.
Marcus Sheridan:Self pricing tools.
Marcus Sheridan:Now.
Marcus Sheridan:We can go into the whole conversation of pricing here in a minute.
Marcus Sheridan:But the first conversation someone has, or the first question they have
Marcus Sheridan:when they enter the buyer's journey.
Marcus Sheridan:So let's say the buyer's journey starts the moment they say, I
Marcus Sheridan:have a need, I have a problem.
Marcus Sheridan:I need a new roof.
Marcus Sheridan:I need to add in addition to my home, I need new siding, whatever it is.
Marcus Sheridan:So the second they make that decision and they say, I need this, the first question
Marcus Sheridan:they have is always the same question
Marcus Sheridan:I. Do y'all have a sense of what it is?
Todd Miller:What's it gonna cost?
Marcus Sheridan:it gonna cost?
Marcus Sheridan:And the way we ask that in that moment, Todd usually sounds something like this.
Marcus Sheridan:So like, what's this gonna set me back?
Marcus Sheridan:Like, what are we roughly looking at here?
Marcus Sheridan:So really what they want is they want a general feel for
Marcus Sheridan:how much am I gonna spend?
Marcus Sheridan:I. They don't need exact yet, but they need a general feel.
Marcus Sheridan:That's the first question, the buyer's journey.
Marcus Sheridan:Then they go through the research process, then they research companies.
Marcus Sheridan:They decide on who to reach out to.
Marcus Sheridan:Then they start to reach out to said companies.
Marcus Sheridan:Then they have a sales appointment, and then the final question they ask is, okay,
Marcus Sheridan:so exactly how much is it gonna cost.
Marcus Sheridan:So you start with the question roughly how much is it gonna cost?
Marcus Sheridan:And you end with the question as a buyer.
Marcus Sheridan:Exactly how much is this gonna cost?
Marcus Sheridan:And so what's crazy is businesses every year literally lose hundreds if
Marcus Sheridan:not thousands of leads because they refuse to address the most fundamental
Marcus Sheridan:question everyone starts with, hence the need for what I would call a, a
Marcus Sheridan:pricing estimator tool on your website.
Marcus Sheridan:Now, how does this work?
Marcus Sheridan:Well, um, my, uh, there's two different ways that you can do it.
Marcus Sheridan:You can build custom.
Marcus Sheridan:Custom estimators, uh, which are, are more, let's call it interactive and fancy.
Marcus Sheridan:Uh, example of one is you see river pools.
Marcus Sheridan:Okay.
Marcus Sheridan:Um, I built one for a company called Shasta Pools.
Marcus Sheridan:My company impacted Shasta Pools.
Marcus Sheridan:Lemme give you a quick stat on Shasta Pools.
Marcus Sheridan:This is Blow Your Mind.
Marcus Sheridan:So, Shasta Pools came to me, um, and they said, you know, Marcus, we.
Marcus Sheridan:We, it's we're getting ready to go into our bus busy season.
Marcus Sheridan:It's April, this was 2023.
Marcus Sheridan:They said It's April and the next 90 days we're gonna sell
Marcus Sheridan:75% of our pools for the year.
Marcus Sheridan:We gotta crush it.
Marcus Sheridan:Do you think we should do this?
Marcus Sheridan:They ask you answer thing that you wrote about, and I said, you should
Marcus Sheridan:do it, but it's not gonna help you very much in the next 90 days.
Marcus Sheridan:I said, but looking at your site, looking at your business, what would
Marcus Sheridan:help you dramatically in the next 90 days is a pricing calculator.
Marcus Sheridan:Estimator on your website.
Marcus Sheridan:They said, well, gosh, there's no way we could do that.
Marcus Sheridan:I said, of course you could do that.
Marcus Sheridan:They said like, nobody's ever done that with concrete pools.
Marcus Sheridan:I said, I'm telling you, you could do it and it's gonna just
Marcus Sheridan:revolutionize things for you.
Marcus Sheridan:Make a long story short, the year before they, uh, the May, the month
Marcus Sheridan:of May, the year before they had their, this estimator put up, they
Marcus Sheridan:got about 175 leads that month.
Marcus Sheridan:Alright?
Marcus Sheridan:May of 2023 was better for home improvement than May of 2024 was.
Marcus Sheridan:May of 2024, their, uh, calculator goes live.
Marcus Sheridan:Their estimator goes live that month they got roughly 750 leads,
Marcus Sheridan:so they went from 175 to hun to 750.
Marcus Sheridan:It, bottom line on their, on their business was well into the
Marcus Sheridan:millions, well into the millions.
Marcus Sheridan:That estimator cost them about 20,000 bucks.
Marcus Sheridan:20,000 bucks.
Marcus Sheridan:Okay.
Marcus Sheridan:Like I said, my company Impact built that.
Marcus Sheridan:Now so much is this gonna affect the entire industry, like all of
Marcus Sheridan:home services, any service based businesses, manufacturers too.
Marcus Sheridan:I said this is a mega trend and.
Marcus Sheridan:There's a void here.
Marcus Sheridan:So last year I created a separate software company called Price Guide.
Marcus Sheridan:Price guide.ai is the name of the company, and what Price Guide does, it
Marcus Sheridan:allows any service-based business, and it's especially focused towards home
Marcus Sheridan:services to create a pricing, a working pricing estimator in 30 minutes or less.
Marcus Sheridan:On their website.
Marcus Sheridan:Now, of course, it uses AI to help you build this estimator.
Marcus Sheridan:The whole thing, the whole experience.
Marcus Sheridan:It uses the AI and you can modify all the questions, the variables or the amounts.
Marcus Sheridan:You put those in, and then what happens is just like if I came
Marcus Sheridan:to you all right now, and I said.
Marcus Sheridan:Can, I'm getting ready to do a big metal roofing project.
Marcus Sheridan:Could you give me a rough sense as to what that might cost?
Marcus Sheridan:You would say, okay, well we got a series of questions for you, mark.
Marcus Sheridan:You might say, is this a commercial or residential?
Marcus Sheridan:You might say, alright, what's the square footage that we're looking at?
Marcus Sheridan:Then you might say, uh, you know, what are what?
Marcus Sheridan:Specific type of metal roofing would you want?
Marcus Sheridan:Like, you know, and then you might say, now there's some options
Marcus Sheridan:that you can get with this.
Marcus Sheridan:Would you want any of these?
Marcus Sheridan:And I would answer the questions.
Marcus Sheridan:And at the end you would say, okay, well based on that, Marcus, I mean roughly,
Marcus Sheridan:I think you're gonna be somewhere between, you know, uh, 50 and $65,000.
Marcus Sheridan:And I'd say, okay, I was super helpful, thank you.
Marcus Sheridan:Okay.
Marcus Sheridan:Now you can mimic that exact same experience with a pricing
Marcus Sheridan:estimator, using Price Guy.
Marcus Sheridan:So you build out those questions, you put in your variables, and then
Marcus Sheridan:at the end it gives you a range.
Marcus Sheridan:It's an estimate.
Marcus Sheridan:And so here's what we found, because now I've got hundreds of home service
Marcus Sheridan:companies that are using this.
Marcus Sheridan:Um, I think it's gonna be the HubSpot of pricing estimators.
Marcus Sheridan:And I believe within the next five years, 90% of all home service
Marcus Sheridan:companies are gonna have a pricing estimator on their website.
Marcus Sheridan:But here's what we found.
Marcus Sheridan:What I found is over and over again, what the data tells us is if somebody puts
Marcus Sheridan:this on their homepage, okay, and they use the phrase get instant estimate, okay?
Marcus Sheridan:That's the phrase, get.
Marcus Sheridan:Instant estimate, that's your call to action takes immediately to the estimator.
Marcus Sheridan:What we see every time is a three to five to 500% increase
Marcus Sheridan:in leads from that day forward.
Marcus Sheridan:So three to five x more leads.
Marcus Sheridan:So for example, if you're listening this right now and you're getting
Marcus Sheridan:five leads a week from your website.
Marcus Sheridan:If you put an estimator on there, like price guide, you're gonna start to get
Marcus Sheridan:15 to 25 a week is what you're gonna do if you're currently getting five a week.
Marcus Sheridan:It's extraordinary.
Marcus Sheridan:And uh, contractors love it, homeowners love it, and you
Marcus Sheridan:build way, way more leads.
Marcus Sheridan:Now, some of these leads.
Marcus Sheridan:Are not as qualified.
Marcus Sheridan:Some of these leads are actually more qualified, so you get the whole gamut
Marcus Sheridan:of leads for the ones not as qualified.
Marcus Sheridan:You can remarket them, you can nurture them for later, and you'll see a
Marcus Sheridan:year later they come back to you and they say, Hey, I did that thing.
Marcus Sheridan:Right?
Marcus Sheridan:Like for example, we had a lot of folks with Shasta experience, a lot
Marcus Sheridan:of, a lot of folks coming in saying, I'm working with you because you
Marcus Sheridan:were the only one that allowed me to get a sense for pricing beforehand.
Marcus Sheridan:I hear it all the time, and so this is the future of home services.
Marcus Sheridan:That's a self pricing tool and it's incredibly powerful.
Marcus Sheridan:That's why if you're listening to this, you should, you should, like you could
Marcus Sheridan:add price guide to your site tonight and start getting leads tonight that you're
Marcus Sheridan:not currently getting today and why anybody would not do it, I don't know.
Marcus Sheridan:But out of all the people listening to this right now, five to 10%
Marcus Sheridan:will do what I just said and the rest will say, that's wild.
Marcus Sheridan:I don't think we could do that.
Todd Miller:So, so I'm curious, um, what your advice would be.
Todd Miller:I, I understand how that, you know, price estimating tool works for, uh,
Todd Miller:you know, the, the ultimate retailer.
Todd Miller:What would your advice be for a manufacturer?
Todd Miller:Um, who is wondering, you know, how transparent can I get?
Marcus Sheridan:Is a manufacturer,
Marcus Sheridan:right?
Marcus Sheridan:And so what our, our business, like many manufacturers, is B two, B2C.
Marcus Sheridan:So we sell to a business, a dealer or franchisee who then sells.
Marcus Sheridan:To a homeowner, and so we don't set the end price.
Marcus Sheridan:So how in the world can we have an estimator?
Marcus Sheridan:Well, it's called an estimator for a reason.
Marcus Sheridan:Now the estimate can be as big as you want it to be.
Marcus Sheridan:So it's not uncommon for someone to do the estimator on our website on river
Marcus Sheridan:pools, and they will get a range of, okay, so based on what you just said,
Marcus Sheridan:it looks like your pool's gonna be somewhere between 120 to $160,000 Now.
Marcus Sheridan:Um.
Marcus Sheridan:Somebody might say, gosh, that's a big range.
Marcus Sheridan:Yeah.
Marcus Sheridan:But that is way more than any other manufacturer is willing to
Todd Miller:Absolutely.
Marcus Sheridan:So the homeowner really, really appreciates it.
Marcus Sheridan:And most of 'em understand like, oh, okay, now somebody might
Marcus Sheridan:say, well, are they gonna anchor themselves on the lower number?
Marcus Sheridan:Well, you got some people that might anchor themselves on the lower
Marcus Sheridan:number, but a lot of people are gonna realize, okay, we hear all the time.
Marcus Sheridan:Well, that's roughly what I thought it was gonna be because you said
Marcus Sheridan:this is roughly what it's gonna be.
Marcus Sheridan:Right?
Marcus Sheridan:I mean, you did the, you did the thing.
Marcus Sheridan:So it's great for salespeople.
Marcus Sheridan:They don't have shock and awe anymore.
Marcus Sheridan:I mean, there's, they don't experience that.
Marcus Sheridan:And the, and the, and you know, it's just, just way, way better, you know, for that.
Marcus Sheridan:For that reason.
Marcus Sheridan:Um, this is again, though, this is the future.
Marcus Sheridan:This is where every, everyone is headed.
Marcus Sheridan:I have a, a shed manufacturer in, uh, Scotland.
Marcus Sheridan:It's crazy.
Marcus Sheridan:They were doing, uh, they're called Gillies and McKay and
Marcus Sheridan:they manufacture the shit.
Marcus Sheridan:And they sell it locally and they sell it regionally through
Marcus Sheridan:through dealers as well.
Marcus Sheridan:And they had.
Marcus Sheridan:Like already so much cost content on their website.
Marcus Sheridan:They had a, uh, cost pages.
Marcus Sheridan:They explained the cost of their products.
Marcus Sheridan:They had, uh, pricing videos like we teach.
Marcus Sheridan:What they ask you answer now, endless customers.
Marcus Sheridan:Uh, they even had a price list on their website and they came to me and they
Marcus Sheridan:said, we want to add a, a, you know, a price, your pricing estimator tool.
Marcus Sheridan:And I said.
Marcus Sheridan:Okay, you can add it.
Marcus Sheridan:I'm not sure it's gonna make much of a difference, because you already have a
Marcus Sheridan:price list for your sheds on your site.
Marcus Sheridan:So I don't know if it's gonna make a difference.
Marcus Sheridan:Well, it made a 400% difference
Marcus Sheridan:and immediately, and here's what we found.
Marcus Sheridan:I think once again, it goes back to sunk cost fallacy when the person
Marcus Sheridan:was able to essentially feel like they were building out their shed.
Marcus Sheridan:They were invested more in it and they felt like they owned said
Marcus Sheridan:shed, which meant they converted and many, many of them bought.
Marcus Sheridan:So they're well over a million dollars in Rev from that tool, right?
Marcus Sheridan:Price Guy costs $200 a year, not a month.
Marcus Sheridan:A year.
Marcus Sheridan:I mean, that's a joke for the Legion that it produces.
Marcus Sheridan:And that's what's so amazing about technology and AI today.
Marcus Sheridan:You can, you know, you know, and again, my company builds custom ones.
Marcus Sheridan:My company Impact builds these, but if we're gonna build it custom, it's
Marcus Sheridan:probably gonna be about 20,000 bucks.
Marcus Sheridan:You can go price guide.
Marcus Sheridan:You can do one that's not fully custom, but it's still
Marcus Sheridan:a, like a powerful experience.
Marcus Sheridan:200 bucks a year, either one of the two you need to do, some
Marcus Sheridan:people should do the custom one.
Marcus Sheridan:Most people home improvement though, that are listening to this right
Marcus Sheridan:now, they should just do something like a price guide and, uh, it's
Marcus Sheridan:gonna make a huge difference.
Marcus Sheridan:Huge difference.
Marcus Sheridan:And I could talk about a bunch more examples of selling in way
Marcus Sheridan:o others aren't willing to sell.
Marcus Sheridan:And I'll mention one that we're doing right now.
Marcus Sheridan:Uh, with River Pools is what we know is that if you immediately call a lead
Marcus Sheridan:within five minutes versus waiting 30 minutes, so let's say you, you have
Marcus Sheridan:a standard of everybody gets a call within five minutes that, that reaches
Marcus Sheridan:out or you wait 30 minutes or more.
Marcus Sheridan:The chances that you have a conversation with the lead
Marcus Sheridan:increased by 900% if you talk to them within the first five minutes.
Marcus Sheridan:Now, most people listening to this right now, if I ask them, how quickly do you
Marcus Sheridan:call a lead that reaches out to your company, there's gonna be a lot of people
Marcus Sheridan:that say, well, usually within 24 hours, no longer is that acceptable in 2025.
Marcus Sheridan:So what we are now doing with River Pools, and this goes live,
Marcus Sheridan:uh, actually this week, and I've seen it work with other companies,
Marcus Sheridan:and I'm doing it with my own now.
Marcus Sheridan:So the moment somebody calls, excuse me, fills out a form on the site and
Marcus Sheridan:says, Hey, I'm interested in a quote, they immediately get a call from ai.
Marcus Sheridan:Now the AI sounds very, very human, but the AI says, hi.
Marcus Sheridan:I'm an AI assistant from River Pools.
Marcus Sheridan:You just filled out a form on our site, and my purpose for this
Marcus Sheridan:call is to schedule a time with you and one of our salespeople.
Marcus Sheridan:Can we quickly do that together?
Marcus Sheridan:I. That's what the AI does, and it sounds incredibly human.
Marcus Sheridan:It says that it's ai, so it's not nefarious, it's not dishonest, but
Marcus Sheridan:it's crazy how real it feels and its whole goal is to schedule that time
Marcus Sheridan:because 78% of the time when it comes to home services, the first contractor
Marcus Sheridan:they talk to wins the business, not the first contractor that emails them.
Marcus Sheridan:Not the one that leaves a voice message, it's the one they
Marcus Sheridan:have a full conversation with.
Marcus Sheridan:Roughly three out of four times they will go with you.
Marcus Sheridan:So the whole goal today is you have to be first, the first one they talk to.
Marcus Sheridan:So we want them to be the first.
Marcus Sheridan:They learn from during that 80% of the journey.
Marcus Sheridan:And then once they reach out to companies, we want them to
Marcus Sheridan:be first to talk to us and.
Marcus Sheridan:Have that full conversation with, therefore, we're gonna win.
Marcus Sheridan:Now the majority of the time, that's how you dominate, but that's also how
Marcus Sheridan:you use AI and create an incredible experience and sell in a way that
Marcus Sheridan:nobody else is willing to sell.
Marcus Sheridan:Folks today, you don't need to spend thousands of dollars on call
Marcus Sheridan:center employees if you want to be immediate with your ability to
Marcus Sheridan:return calls and get back to leads.
Marcus Sheridan:You could do this with ai.
Marcus Sheridan:You can do it at a fraction of the cost.
Marcus Sheridan:You could do it incredibly, incredibly well, and they can schedule.
Marcus Sheridan:The time with the salespeople and the homeowner loves it.
Todd Miller:Good stuff.
Todd Miller:I, you know, I'm sitting here thinking, you know, if, if people
Todd Miller:just listen to this podcast, their businesses will never be the same.
Todd Miller:And you have such tremendous insight and advice and folks
Todd Miller:aligning themselves with you.
Todd Miller:And I'm thinking a little bit about, I don't know if you've
Todd Miller:heard about this thing, this baseball season called the Torp.
Todd Miller:Peto bat, the Yankees started using it and now some other teams
Todd Miller:are using it the torpedo bat.
Todd Miller:Until MLB decides to outlaw it is gonna revolutionize baseball.
Todd Miller:Just like what you're doing is revolutionizing sales.
Marcus Sheridan:The, and I don't know if you recall the, it was
Marcus Sheridan:the third, uh, game of the season.
Marcus Sheridan:The Yankees hit nine jacks that, uh, that day and like the, the rest of
Marcus Sheridan:the league was like grokking at them.
Marcus Sheridan:Literally
Marcus Sheridan:saying like, like how can I, how can I experience that myself?
Marcus Sheridan:Just like sitting there watching them, like, you're at dinner and you're
Marcus Sheridan:eating some great food, and your dog is looking at you, just salivating
Marcus Sheridan:saying, I really wish that I could have some of those biscuits right now.
Marcus Sheridan:The whole league was sitting there looking at the Yanks and saying, gimme
Marcus Sheridan:some of those freaking torpedoes.
Marcus Sheridan:Like right, like right now.
Marcus Sheridan:I want that in my clubhouse.
Marcus Sheridan:Right.
Marcus Sheridan:And of course, you know, it's like the tush push.
Marcus Sheridan:Now everybody's gonna try to outlaw it.
Marcus Sheridan:I'm saying make the bats fatter.
Marcus Sheridan:I want more jacks.
Marcus Sheridan:You know what I'm saying?
Todd Miller:There
Todd Miller:you go.
Ryan Bell:Yep.
Ryan Bell:I think it's only a matter of time before there's some tariffs
Ryan Bell:put on 'em, so we'll see.
Marcus Sheridan:That could happen.
Marcus Sheridan:That could happen.
Marcus Sheridan:But hey, you know, maybe we'll start building our own bats
Marcus Sheridan:then and be better than ever.
Marcus Sheridan:We'll see.
Marcus Sheridan:We'll see.
Ryan Bell:Um, let's, uh, I want to talk about your new book a little bit.
Ryan Bell:Endless Customers.
Ryan Bell:You mentioned it at the beginning.
Ryan Bell:Um.
Ryan Bell:I think it's version three, kind of, of, uh, from my understanding, can you
Ryan Bell:tell us a little bit about what's in it, how it's different from the other?
Marcus Sheridan:they ask you answer, uh, is been a book that has been
Marcus Sheridan:embraced deeply by those that are in home services, home improvement
Marcus Sheridan:manufacturers, um, because.
Marcus Sheridan:It's the most common sense marketing book you'll ever read.
Marcus Sheridan:I don't say it because I wrote it.
Marcus Sheridan:I say that because it's true and that's what other people say about it.
Marcus Sheridan:Hundreds of thousands of companies have read it and embraced it.
Marcus Sheridan:But you know, when Chachi BT came out in November, 2022, I knew
Marcus Sheridan:the whole world was gonna change.
Marcus Sheridan:And instead of like many SEO companies pretending like Google is.
Marcus Sheridan:Not gonna change.
Marcus Sheridan:And, and instead of pretending like everything that I wrote and
Marcus Sheridan:they ask you, answer isn't going to evolve, I said, time for part three.
Marcus Sheridan:Here we go.
Marcus Sheridan:And the world had changed so much that I said it was time for a new title to
Marcus Sheridan:the book as well, uh, because I went.
Marcus Sheridan:People to think endless, endless customers.
Marcus Sheridan:Long-term, biggest problem that people have today is, is getting
Marcus Sheridan:more leads, more customers.
Marcus Sheridan:And I wanted them to get an actual system that they could follow.
Marcus Sheridan:One that was built to last, at least for a decade.
Marcus Sheridan:Um, I'm, I'm not gonna predict longer than a decade right now,
Marcus Sheridan:it's impossible to do that, right?
Marcus Sheridan:But you know, like, how can you become, and the whole, this whole payoff of
Marcus Sheridan:the book is how can you become the most known and trusted brand in your market?
Marcus Sheridan:That's what it shows you how to do, and the way it shows you how
Marcus Sheridan:to do that is with four pillars.
Marcus Sheridan:And I mentioned those, one of them, but I'll tell you what the four pillars are.
Marcus Sheridan:Number one, you've gotta be willing to say online what other companies
Marcus Sheridan:in your space are not willing to say.
Marcus Sheridan:That's number one.
Marcus Sheridan:Okay?
Marcus Sheridan:Number two, you've gotta be willing to show what others in your space
Marcus Sheridan:aren't willing to show with video.
Marcus Sheridan:Number three, you gotta be willing to sell in a way that others in
Marcus Sheridan:your space aren't willing to sell.
Marcus Sheridan:We give a bunch of examples of that just now, and number four, you've gotta be.
Marcus Sheridan:More human than others are willing to be.
Marcus Sheridan:In other words, there needs to be a face.
Marcus Sheridan:That's recognizable that people associate with the brand.
Marcus Sheridan:You gotta get from behind the desk and from behind the camera and you gotta
Marcus Sheridan:get in front of the dang camera and you can't sit there and make excuses for it.
Marcus Sheridan:Because we buy from those we know, like, and trust.
Marcus Sheridan:That's never gonna change.
Marcus Sheridan:And generally speaking, with brand, becoming more and more important as
Marcus Sheridan:part of those signals here, folks.
Marcus Sheridan:Okay.
Marcus Sheridan:Again, signals are everything you need to build an extraordinary brand, a
Marcus Sheridan:personal brand as the leader of your organization and a business brand as well.
Marcus Sheridan:You need to build them Both.
Marcus Sheridan:People generally align much more with the person.
Marcus Sheridan:Than the business.
Marcus Sheridan:Do you think more people know about Marcus Sheridan or about Impact or
Marcus Sheridan:about Price Guide or about River Pools?
Marcus Sheridan:Those are three different companies of mine.
Marcus Sheridan:Way more people know about Marcus Sheridan because of the influence
Marcus Sheridan:that I have made on a personal level.
Marcus Sheridan:The dent that I've made on the world, my little dent, right?
Marcus Sheridan:And so that's the, that's the goal.
Marcus Sheridan:And because I'm a key person of influence as my friend Daniel Priestly
Marcus Sheridan:would say, that allows me to build these companies and use my brand to
Marcus Sheridan:funnel funnel energy into those brands.
Marcus Sheridan:And now they can grow and they can prosper.
Marcus Sheridan:And so you need to be willing to do that too, um, as a CEO.
Marcus Sheridan:And you need to think.
Marcus Sheridan:Big picture like that, but in terms of the first pillar, say what needs to be said.
Marcus Sheridan:Said.
Marcus Sheridan:Just, just really quickly, 'cause I know we're starting to run out of time
Marcus Sheridan:here, but I talked about this and, and they ask you answer, and it's still
Marcus Sheridan:very prominent in endless customers, and that is, there's basically five
Marcus Sheridan:subjects that every buyer wants to know before they reach out to a company.
Marcus Sheridan:The stuff that they research.
Marcus Sheridan:Every single time there's five subjects, and we've learned these five subjects
Marcus Sheridan:over the course of using the internet now for, you know, roughly 30 years.
Marcus Sheridan:And that is, as buyers and consumers, we wanna know cost and price.
Marcus Sheridan:All right?
Marcus Sheridan:That's number one we wanna know.
Marcus Sheridan:Problems slash negatives.
Marcus Sheridan:What could go wrong?
Marcus Sheridan:What are the issues with it?
Marcus Sheridan:Right?
Marcus Sheridan:For example, one of the number one questions when it comes to
Marcus Sheridan:metal roofing is, what are the problems of the metal roof?
Marcus Sheridan:It's one of the number one questions, right?
Marcus Sheridan:Because people that when they get interested in buying something, they
Marcus Sheridan:wanna know what could go wrong with it.
Marcus Sheridan:It's same thing with a fiberglass pool.
Marcus Sheridan:What are the biggest issues or problems with the fiberglass pool?
Marcus Sheridan:Right?
Marcus Sheridan:So anybody that's in metal roofing sure as heck better
Marcus Sheridan:own those conversations online.
Marcus Sheridan:Third one.
Marcus Sheridan:So your first one was cost and price.
Marcus Sheridan:Second one's problems slash fears or objections.
Marcus Sheridan:Third one is comparisons.
Marcus Sheridan:We love to compare stuff online.
Marcus Sheridan:Compare company versus company.
Marcus Sheridan:Brand versus brand.
Marcus Sheridan:Method versus method.
Marcus Sheridan:Option versus option.
Marcus Sheridan:Fourth one is reviews.
Marcus Sheridan:The thing about reviews, we don't just want good reviews.
Marcus Sheridan:We want good, bad, and ugly reviews.
Marcus Sheridan:That's how we surmise really as a company, the real deal.
Marcus Sheridan:And then, uh, finally we want.
Marcus Sheridan:The The best, the best the most.
Marcus Sheridan:Think about how many times you've gone online and searched for.
Marcus Sheridan:Right.
Marcus Sheridan:So these are, you know, these are what we call in the book, the big five.
Marcus Sheridan:They run the economy of search.
Marcus Sheridan:This is what people are searching now on ai.
Marcus Sheridan:Most companies don't talk about these five subjects, and we teach you in
Marcus Sheridan:endless customers exactly how you talk about cost and price, exactly how you can
Marcus Sheridan:talk about the fears that they have, the negatives that you're afraid to address,
Marcus Sheridan:exactly how you can compare yourself to your competitors and show up online for
Marcus Sheridan:those best of lists and things like that.
Marcus Sheridan:So.
Marcus Sheridan:It's very powerful.
Marcus Sheridan:That's the big five, and that is key to saying what others aren't willing to say.
Ryan Bell:Uh, it's really interesting that you, uh, the mention of people want
Ryan Bell:to know what's going wrong with, um, or what could go wrong with the metal.
Ryan Bell:Roof.
Ryan Bell:I was just doing some keyword research in SEM rush yesterday, and that was one of
Ryan Bell:the recommended pillars, content pillars, and it really kind of caught me off guard.
Ryan Bell:I wasn't on my radar, but it was like disadvantages of metal roofing, I
Marcus Sheridan:Yeah, I
Ryan Bell:and it really surprised me.
Marcus Sheridan:one of the best practitioners of they ask you answer,
Marcus Sheridan:and I'm sure you've heard of 'em, this company called Sheffield Metals.
Marcus Sheridan:They make, they make metal roofs and uh, and one of the first videos we
Marcus Sheridan:ever helped them produce was, um, what are the problems of the metal roof?
Marcus Sheridan:That video has over half a million views on YouTube.
Marcus Sheridan:A half a million views on YouTube simply because they were willing
Marcus Sheridan:as a manufacturer to address a core question that the marketplace has.
Marcus Sheridan:And you always have to say to yourself, do we want them to learn this from me,
Marcus Sheridan:or do we want 'em to learn from somebody
Marcus Sheridan:else?
Marcus Sheridan:And my feeling is I want 'em to learn it from me.
Marcus Sheridan:And if they're gonna get the, even if they're gonna get the answer
Marcus Sheridan:from ai, I want AI to have gotten that answer from me because then
Marcus Sheridan:I can influence the conversation.
Marcus Sheridan:So this is the way you gotta think, but this is why the companies that
Marcus Sheridan:have a more of an abundant mindset.
Marcus Sheridan:Abundance mentality.
Marcus Sheridan:They do much better with transparency, honesty, and gaining
Marcus Sheridan:trust online than those that are coming from a place of scarcity.
Marcus Sheridan:And they're saying, but, but if I mention my competitors, they'll buy from them.
Marcus Sheridan:What the heck is wrong with you?
Marcus Sheridan:If they, if they wanna know who your competitors are, they'll
Marcus Sheridan:find out in about two seconds.
Marcus Sheridan:Right.
Marcus Sheridan:It's like, gimme a break.
Marcus Sheridan:So it, it's like there's no secrets anymore.
Marcus Sheridan:Consumer ignorance is no longer a viable sales and marketing strategy.
Marcus Sheridan:Yeah, it was at one time.
Marcus Sheridan:It's not anymore.
Marcus Sheridan:So we gotta move past that and say, okay, let's flip the script and let's
Marcus Sheridan:give them exactly what they want.
Marcus Sheridan:Again, what you would want.
Marcus Sheridan:Golden roll folks.
Todd Miller:Amen.
Ryan Bell:Very good.
Ryan Bell:Um, one last question here.
Ryan Bell:Um, any additional advice that you would give to any young entrepreneurs
Ryan Bell:and innovators that are kind of looking to disrupt the construction industry?
Marcus Sheridan:I'll tell you a couple things real quick.
Marcus Sheridan:Lemme give you just a big overarching one.
Marcus Sheridan:Uh, my mentor, Jim Rohn.
Marcus Sheridan:You should always say, and everybody should be watching
Marcus Sheridan:Jim Ronan on YouTube right now.
Marcus Sheridan:He's old school, but he's glorious.
Marcus Sheridan:He's wonderful.
Marcus Sheridan:He would always say, to have more than you got, you've gotta come more than you
Marcus Sheridan:are, and you gotta learn to work harder on yourself than you do on your job.
Marcus Sheridan:I about drove myself into the grounds of bankruptcy by working just hard
Marcus Sheridan:'cause I wasn't working smart.
Marcus Sheridan:It wasn't until I got really smart and started obsessing over
Marcus Sheridan:the buyer that we flipped the script and the company took off.
Marcus Sheridan:And ultimately it led me to this incredible place, a financial
Marcus Sheridan:piece, and, and I get to travel the world and teach people about it.
Marcus Sheridan:So to have more than you got, you gotta become more than you are.
Marcus Sheridan:You gotta work harder yourself than you do on your job.
Marcus Sheridan:So I would, I would.
Marcus Sheridan:Urge you that you know very, very strongly.
Marcus Sheridan:I would also say that as a company, you need to start
Marcus Sheridan:thinking we're a media company.
Marcus Sheridan:That's what we are.
Marcus Sheridan:I gotta show it.
Marcus Sheridan:I gotta show everything.
Marcus Sheridan:Pull out your dang phone and start recording.
Marcus Sheridan:I. Get over yourself.
Marcus Sheridan:Get over whatever issues you have.
Marcus Sheridan:'cause the problem is you ask people for money and the moment you said,
Marcus Sheridan:I'm gonna ask people for money in exchange for a good or a service,
Marcus Sheridan:you lost the right to say, I'm just not gonna do things like video.
Marcus Sheridan:Because video's what the market wants to see.
Marcus Sheridan:That's how they wanna learn.
Marcus Sheridan:And this is your future customers.
Marcus Sheridan:I can assure you if you've got teenagers, just watch them for
Marcus Sheridan:five minutes and that's who your customer is gonna be in 10 years.
Marcus Sheridan:You sure as heck better pay close attention to what's going on there.
Marcus Sheridan:So you gotta start to think like a media company.
Marcus Sheridan:But listen, we break it down to endless customers.
Marcus Sheridan:So make sure you get the book.
Marcus Sheridan:It's endless customers.com.
Marcus Sheridan:Make sure you connect with me on LinkedIn 'cause I'm a dang good follow over there.
Marcus Sheridan:And uh, that's where I put some of my like best stuff is that's where like.
Marcus Sheridan:Any thoughts that are coming to my mind, I test 'em out on LinkedIn
Marcus Sheridan:first, and so, uh, check it out there.
Marcus Sheridan:And I, I, I do hope that what we've said here really does have
Marcus Sheridan:resonance with this audience today.
Marcus Sheridan:Uh, because I know it changes lives.
Marcus Sheridan:It changed my life and it changes so many lives.
Marcus Sheridan:Just the other day, I was speaking at a conference, a couple comes
Marcus Sheridan:up to me, I, I've never seen them before that I can recall.
Marcus Sheridan:They said, Marcus, we heard you, uh, in 2018.
Marcus Sheridan:You made us a. Millionaires Marcus.
Marcus Sheridan:And I said, really?
Marcus Sheridan:Are you serious?
Marcus Sheridan:He's like, he and the guy, the husband leans in, they're
Marcus Sheridan:like, Marcus, listen to me.
Marcus Sheridan:I'm serious.
Marcus Sheridan:You made us multimillionaires.
Marcus Sheridan:Thank you.
Marcus Sheridan:You've changed our life.
Marcus Sheridan:And that was because they took action.
Marcus Sheridan:Most people don't take action.
Marcus Sheridan:They hear the thing and they say, that sounds nice, but they don't do.
Marcus Sheridan:So be a part of that three to 5%.
Marcus Sheridan:If you're listening to this right now, that actually does something.
Marcus Sheridan:Take action and you'll change your life.
Ryan Bell:Wow.
Ryan Bell:Great advice.
Ryan Bell:Thank you for sharing that.
Ryan Bell:Um, Marcus, really appreciate your time.
Ryan Bell:Thank you for being here.
Ryan Bell:Everything, all the knowledge you dropped, we truly appreciate it.
Ryan Bell:For anybody that wants to get in touch with you or learn more about the new
Ryan Bell:book, can you just say again, what's the best way for them to do that?
Marcus Sheridan:Yeah.
Marcus Sheridan:Again.
Marcus Sheridan:Uh, endless customers.com for the book and you can connect with me on LinkedIn.
Marcus Sheridan:You can message me there.
Marcus Sheridan:I'll see it.
Marcus Sheridan:marcus@marcussheridan.com is a simple email to remember
Marcus Sheridan:marcus@marcussheridan.com.
Marcus Sheridan:And keep in mind too, you know, I speak at conferences, at
Marcus Sheridan:events to companies individually.
Marcus Sheridan:And so if you're looking for someone that's just gonna like
Marcus Sheridan:rivet your audience, I'm happy to come out and change some lives.
Ryan Bell:Awesome.
Ryan Bell:And I will make sure to put those links in the show notes.
Ryan Bell:Um, one last thing.
Ryan Bell:We need to recap our challenge.
Ryan Bell:We were all successful at getting them in.
Ryan Bell:Marcus, your word was
Marcus Sheridan:Gro
Marcus Sheridan:Gro, which means to gaze at someone while they eat,
Ryan Bell:Mm-hmm.
Marcus Sheridan:uh, their food.
Marcus Sheridan:Uh, so,
Marcus Sheridan:um, I feel like I slayed it.
Ryan Bell:You did.
Ryan Bell:You nailed it.
Todd Miller:You absolutely
Marcus Sheridan:Thanks to Todd for the setup with the torpedo
Marcus Sheridan:bat.
Marcus Sheridan:I was like, as soon as he said torpedo bat, I'm like,
Marcus Sheridan:ding, ding,
Marcus Sheridan:ding.
Todd Miller:So torpedo was my word, which, yeah, that was awesome.
Ryan Bell:Yep.
Ryan Bell:And my word was tariff, which, uh, I think was kind of obvious, but, uh, maybe not.
Todd Miller:Worked well.
Marcus Sheridan:Yeah, like, like, like the Yankees we had
Marcus Sheridan:back to back to back home runs,
Marcus Sheridan:uh, right there all together with our magic words.
Marcus Sheridan:So that was pretty
Marcus Sheridan:fun.
Todd Miller:job guys.
Ryan Bell:It was such a serious and intense conversation.
Ryan Bell:I was really kind of thinking we just weren't gonna get to challenge
Ryan Bell:words, but I'm glad we did.
Ryan Bell:Well, thank you again, Marcus.
Ryan Bell:And thank you to our audience for tuning into this episode of Construction
Ryan Bell:Disruption with Marcus Sheridan.
Ryan Bell:Please watch for future episodes of our podcast.
Ryan Bell:We are always blessed with great guest.
Ryan Bell:Don't forget to leave us a review on Apple Podcast or give us a thumbs up on YouTube.
Ryan Bell:I. Until the next time we're together.
Ryan Bell:Keep on disrupting and challenging those in your world
Ryan Bell:to better ways of doing things.
Ryan Bell:Don't forget to have a positive impact on everyone you encounter.
Ryan Bell:Make them smile and encourage them.
Ryan Bell:Two, simple yet powerful things we can all do to change the world.
Ryan Bell:God bless and take care.
Ryan Bell:This is Isaiah Industries signing off until the next episode
Ryan Bell:of Construction Disruption.