July 27, 2025 • 30 mins
This week we’re diving into the one marketing skill most expert businesses are still ignoring…
👉 And it’s not ads.
👉 It’s not shouting louder or going viral.
It’s showing up in a way that others won't on video so you become the most known and trusted brand in your field.
In this episode of The Standout Business Show, I sit down with bestselling author and trust-building trailblazer Marcus Sheridan—the author of They Ask, You Answer and Endless Customers—to unpack why the future of marketing isn’t about louder content... it’s about radical transparency and human connection.
We dive into:
✅ Why 82% of all internet traffic being video is your wake-up call
✅ The single habit that separates the top 5% of businesses from the 95%
✅ How showing what others won’t (on video) gives you an unbeatable edge
✅ The "self-service revolution" that's rewriting how customers buy
✅ Why becoming your own media company isn’t optional anymore
Marcus doesn’t just preach content strategy—he built the fastest-growing pool company in the U.S. by showing everything his competitors were afraid to reveal.
If you're an expert, consultant, or service provider trying to grow your business in a crowded market… this conversation will change how you think about marketing forever.
Stay until the end for the #1 question Marcus asks every business owner about their content—and why it might be the most profitable question you ever answer.
Resources:
I made a short training called The Art of the 5-Minute Video—shows you how to say something powerful without rambling. Get it here, it's FREE!
Ready to turn your expertise into visibility and demand—without becoming fuel for the content machine?
📞 Schedule your FREE “Standout On Video” call here: standoutcall.com
Because when you start showing up with clarity, confidence, and the right content—your ideal clients won't just notice you. They'll choose you.
Thanks for tuning in. If you found this episode helpful, share it with another expert entrepreneur who’s ready to stop blending in.
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Marcus Sheridan (00:00):
What folks have to understand is there's a very
big difference between aninfluencer and a key person of
influence.
Brad Powell (00:07):
Welcome to the Standout Business Show, where
it's all about making a biggerdifference by showing up
differently.
My guest today, marcus Sheridan.
He doesn't just talk about this, he's actually lived it.
Marcus Sheridan (00:19):
We know for a fact that people resonate with
people much more than theyresonate with brands.
So what is the one thing thatwe have in common as businesses?
We're all in the business oftrust.
Brad Powell (00:29):
How important is it for me to really have a
personal brand and really havemy personal face out there?
Marcus Sheridan (00:34):
Today, it's becoming everything.
It's the singular battle thatwe're all going to wage for now,
until the end of time.
Brad Powell (00:41):
Today we are diving into the one marketing skill
that most expert businesses arestill ignoring.
It's showing up in a way thatothers won't.
So you become the most knownand trusted brand in your field,
because Marcus built one of thefastest growing swimming pool
companies in America by doingwhat no one else was willing to
(01:02):
do.
It included turning his cameraon, and then he answered every
question his customers wereasking, especially the ones that
his competitors were ignoring.
He's the author of they Ask youAnswer, a book that has changed
the way thousands of businessesthink about content marketing,
and now he's got a new book.
It's called Endless Customerscontent marketing.
(01:26):
And now he's got a new book.
It's called Endless Customers,and it shows how any expert can
become a video-first brandwithout being a full-time
influencer.
So stay with us, because todaywe are going deep on how to
stand out, build trust andbecome a market leader in a
video-first world.
And with that let's start theshow.
All right, marcus, welcome tothe show.
Marcus Sheridan (01:49):
That's some good music, man, and that was a
great intro too, by the way.
I love how you two said we'regoing to show you how to make a
difference by being different.
And, boy, man, that is such abig deal right now, so there's
not much for us to talk about,brad.
Brad Powell (02:06):
Absolutely.
Yeah, well, okay.
So there's a lot of places thatwe could start.
I've been listening to yourbook.
Right at the beginning, yousaid this one thing that really
jumped out at me, which was theone thing all businesses have in
common, is that we're all in abattle for winning trust.
So let's start right there.
What is such a big deal aboutbuilding trust, especially right
(02:31):
now?
Marcus Sheridan (02:33):
There's a few different answers to this.
One of the biggest is and thisis having now done probably
about 700 events with audiencesaround the world, spoken to so
many companies every person andevery audience and every company
fundamentally wants to feeldifferent.
They want to feel special, theywant to feel unique, and so
when they hear a new teaching,they hear a new principle.
(02:54):
It's just like no different.
Today, as people are listeningto this, there's a tendency for
us as humans to say, yeah, butmy situation is different, this
doesn't apply to me, and that'svery problematic, right?
And so what is the one thingthat we have in common as
businesses?
Well, the one thing that wehave in common for all in the
business of trust, and that isthe singular battle that we're
(03:16):
all going to wage for now, untilthe end of time, as long as we
have a thing called a business.
What's interesting is, a lot offolks right now are confused as
to where they should put theirfocus and where they should be
from a platform perspective, andwhat's the best strategy, and,
like all these things, it can bevery overwhelming right now.
So you have to come back tocenter and you say, all right,
(03:39):
well, what is absolutely goingto matter to our business in
five years, in 10 years, in 20years?
Well, are we a known andtrusted brand?
Period?
Full stop, because I can tellyou this Google is probably not
going to matter to your businessin seven years.
I don't think it is at all.
There's going to be totallysomething different going on
there, folks.
That's a totally different game.
So trust is evergreen, nevergoing away.
(04:00):
It is a principle.
Trust is evergreen, never goingaway.
It is a principle.
And if you latch yourstrategies and your focus around
these eternal principles that'swhat principle is then you're
going to be built to last andthat's a good thing, yeah right.
Brad Powell (04:19):
Well, right now, it seems like there's a huge
concern and it's whateverybody's talking about in
terms of the advent and theabsolute explosion of artificial
intelligence.
And when we think aboutcompetition and when we're
talking about content marketing,it's like, oh no, it was bad
enough when you couldn'toutthink Google, you couldn't
(04:43):
come up with more informationthat Google, like the internet,
has Now there's all kinds ofthings that we're not going to
be able to keep up with.
So when you think about thatand a lot of this is in this new
book that you have.
But you know, I want to buildtrust in my brand.
I want to build trust in howpeople perceive what we do and
what we're about, want to buildtrust in how people perceive
(05:07):
what we do and what we're about,and there's this just
proliferation of stuff that'sit's more than a tsunami that
I'm up against.
So what are the principles thatpeople want to be hanging on to
when it comes to that kind ofchallenge?
Marcus Sheridan (05:21):
Well, there's a few things going on here.
If you look at, for the betterpart of 20-ish years as
businesses, we've really had towin over two entities the buyer,
and that's always going to bethe case, that's never going to
change.
So they've got to recommend us.
But the other entity that hadto recommend us was Google.
Now, the way that Googlerecommended us was through one
(05:44):
of really two ways.
Number one through paid ads.
We could give it a bunch ofmoney and they would quote,
recommend us.
Or two, we could earn the mediaby producing great content.
Part of that was SEO, Part ofthat was content marketing.
But fundamentally, that's howwe won Google.
That's how they recommended us.
(06:06):
But now suddenly we have to berecommended by a third entity,
and this one is much harder thanGoogle, because you can't just
throw money at it and you can'tjust come up with necessarily a
traditional SEO strategy andexpect that you'll start to show
up on that first page wherethere's 10 other results,
(06:27):
because now we've got AI and oh,by the way, as it is, 60% of
all searches on Google don'teven end in a click anyway don't
go to the blue link anymore.
So being ranked number one onGoogle doesn't mean squat,
totally.
I mean it just doesn't meanalmost anything now.
It used to be that you get 80%of the clicks if you're ranked
number one.
Now you're lucky if you getless than 20%.
(06:49):
So that's just where we aretoday and that's going to
continue.
Now, what does this mean?
What it means is we have toproduce enough trust signals so
that each one of these entitiesrecommends us.
So there's human trust signals,there's search engine
(07:10):
traditional trust signals andthere's AI trust signals, and
there's a lot of overlap, andthen there's some nuanced
differences.
But for you to be viable from alead generation standpoint in
five years, you better berecommended by AI.
There will be just billions andbillions of dollars thrown at
(07:36):
this strategy of how can I berecommended by AI, and I can
tell you the way you're going todo it is by becoming a more
known and trusted brand.
But there are specific trustsignals that AI uses.
In fact, I'm coming out with apiece of software that is
(07:57):
dedicated purely to this, tohelp businesses to understand
exactly where they stand with AItrust signals.
And when you look at thesetrust signals, we could go down
a list, but a lot of them aresimilar to what we have talked
about in the past.
For example, do you haveincredibly helpful content on
(08:18):
your website.
Are you willing to discussthose things online not just
your website, by the way, onlinetext, video, audio that others
in your space aren't willing todiscuss this is a perfect
example of it.
Let me give you an incredibleexample of just a general trust
signal across the board on video.
You'll appreciate this, Brad.
(08:39):
By the way, Brad, have you everbought a house before?
Have you ever researched homesonline?
Brad Powell (08:46):
I have yes, absolutely.
Marcus Sheridan (08:48):
Here's the funny thing about researching
homes online.
If you've researched homesonline, you've probably done
some type of virtual walkthroughbefore, where either the person
walked you through or you didjust like this.
You could see each room and itwas virtual.
Okay, Whenever a real estateagent does that, well, here's
what you see.
Let me show you this housetoday.
(09:09):
Let me show you why this houseis wonderful.
That's it.
That's all you got Right.
What would happen if, insteadof that, the real estate agent
start off by saying I'm soexcited to show you this house.
Now, before I show you allthat's wonderful about this
house, let's start with anythingthat might be a potential
negative or a flaw.
Think about that Now, Brad.
(09:30):
How many times have you seenanybody create a video like that
?
Brad Powell (09:36):
Not once.
Marcus Sheridan (09:36):
Well, in a similar industry I recently
bought, I was looking for atravel van, a 12-seater, because
I wanted it for our local youthgroup to be able to take to
different activities.
So I'm like all right, I'm goingto find this thing, and I live
in Virginia and I saw a company,a used car company in Wisconsin
that had the van that I liked.
(09:57):
I'm like, oh, I want to checkout this van A long ways away,
I'm not going to Wisconsin totest drive this bad boy.
Now I watched this video thatthe owner had created, just a
simple video, did it with hisphone, but here's what was so
amazing.
At the start of the video, brad, he says all right, before I
show you this travel van andeverything you're probably going
(10:18):
to like about it, let me startwith the dinks, the scratches
and anything that you would wantto know as a buyer.
And I said whoa, whoa, whoa.
I am leaning in right.
And because of that, whathappened?
I bought that dang van,essentially sight unseen.
(10:38):
Yes, video seen, but I hadn'ttouched it.
And you know it was a $70,000van.
So the point, the point of it isthat principle that I just
described is a major trustsignal.
Trust signal that makes someonesay they're not like everybody
else.
That's exactly what I wanted.
I can't believe they would real.
They were willing to show methat.
(11:00):
You see, these are all thingsthat you have to be doing, that
you have to be producing If youwant to be loved by humans and
if you want to be loved, in thiscase, of course, by AI.
And there's a whole bunch ofother trust signals, but that's
a perfect example of one that Irecently saw.
Brad Powell (11:15):
It's a great segue, because what you're talking
about there is this guy iswilling to share the things that
most people aren't Like.
Most people actually literallytry to hide.
Yes, which is the very first ofthe four pillars that you have
outlined in your book and thiswhole new system of how do you
build trust and how do youbecome a trusted brand.
(11:36):
So why don't you walk usthrough those four pillars so
that you cover that material?
Marcus Sheridan (11:43):
That's right.
So in Endless Customers, youcan read about the four pillars
of a known and trusted brand,and what's great about Endless
Customers is it's reallydesigned as a system that you
could follow if your goal is tobecome that most known and
trusted brand within your market, wherever your market is,
regardless of industry.
Again, b2b, b2c product servicedoesn't really matter.
So what are the four pillars?
Number one you got to bewilling to say online what
(12:05):
others in your space aren'twilling to say.
And so a quick audit on this ifI said to you what are you
talking about online that yourcompetitors are not talking
about right now, do you have ananswer?
If you don't have an answer, itmeans you're really probably
not standing out and you're notleaning into the things that
they want to know.
We could talk more about thatin a minute.
(12:26):
Number two pillar you got to bewilling to show a video what
others aren't willing to show,exactly like the example I just
mentioned.
Number three you got to bewilling to sell in a way others
in your space aren't willing tosell.
So are you selling in a wayothers aren't willing to sell?
(12:49):
And finally, number four you'vegot to be willing to to be more
human than others in your spaceare willing to be.
They need to see your face,they need to hear your voice,
they need to feel like they knowyou, your people, before they
reach out to you.
That's what they want.
(13:09):
Now, if I asked you, as you'relistening to this, can you
honestly say that we're talkingabout showing with video,
selling and being more humanthan the majority of our
competitors right now, and we'redoing it consistently?
Could you say that?
I can tell you that 99% of theaudiences I poll say no.
(13:29):
I can't say that.
It means opportunity when itcomes to being more human and
personalizing your brand.
Brad Powell (13:37):
I mean, this is another thing that a lot of
business owners and it seemslike the bigger they get, the
more they feel this way is that,well, I don't need a personal
brand, I need to talk about thebusiness, and it seems like
these days, that's completelygoing in the wrong direction,
that more and more people arenot wanting to interact with a
(13:58):
corporate thing that has no souland that they really want to
know, like, who's behind thiscompany and who are the people
here and what are they like?
What's the culture?
So talk about that a little bitfrom the point of view of
people.
Getting to the place of andthis is something that I deal
with all the time in terms ofclients that I work with, this
(14:21):
is a big question they have islike well, how important is it
for me to really have a personalbrand and really have my
personal face out.
Marcus Sheridan (14:25):
There it is Today.
It's becoming everything.
I mean, look at it like this.
And, by the way, one of thebest books that was ever written
on this and it was actuallywritten early on, a little bit
ahead of its time was DanielPriestley's Key Person of
Influence Really wonderful bookon this subject.
(14:46):
And I think a lot of times, alot of these business owners
that you work with, brad,because I know the type of
client you work with they'resitting there thinking, well, I
don't want to be like aninfluencer.
What folks have to understandis there's a very big difference
between an influencer and a keyperson of influence.
Now, what is the difference?
The influencer says, hey, lookat me.
(15:08):
The key person of influencesays, hey, look at this and this
is how it can help you.
Do you see the difference?
And so if I said to any CEO orany business leader would you
like to be?
Could you see the value ofbecoming a key person of
influence?
The answer is absolutely.
(15:29):
And besides that, we know for afact that people resonate with
people much more than theyresonate with brands.
Case in point how many brandsdo you obsessively follow on
your social media platforms andhow many people behind said
brands do you obsessively followon these platforms?
(15:53):
And it's not even close.
Another example if I said toanyone for the most part,
whether you're on social mediaor not, have you ever heard of
Kylie Jenner?
Most would say absolutely.
If I said what's the name ofher company, most would say I
(16:14):
mean, there's certainly peoplethat would know, but most the
majority would say I don't knowthe name of her company.
And that's because they're moreinterested in Kylie, because
she has created this incrediblebrand.
There's a reason why all theseHollywood actors have started to
become stakeholders,proprietors in companies Because
(16:36):
they realize that they can usethat influence to build
businesses.
There's a reason why I have abusiness starting problem
because I can, with my ownpersonal brand, say oh, wow, I
can create a domino effect thatcomes off of the brand.
So this is why I have a toollike Price Guide.
(16:58):
Software helps companies buildpricing estimators quickly and
easily.
All right, incredible tool.
It's gotten a lot of tractionbecause I have a brand.
People trust me.
That's a subject that I talkabout.
I never dreamt that I would bea SaaS company owner, but I am.
Because of that personal brand,because I've been putting
myself out there for a long timeand people are like that's
(17:21):
Marcus he calls it for, like heis for, like it is.
Not everybody loves me, allright.
Some people dislike me, but asa whole I've got a lot of trust
in the marketplace.
But what people you know?
If I post a video on any of mycompany websites, the video
flops.
If I post it on my own pages,the same video it pops.
(17:46):
People want to follow people.
Brad Powell (17:50):
Yeah, it's that simple.
Marcus Sheridan (17:56):
You know what's really interesting about this
too.
One other thing, brad Like Isaid, I got a business starting
problem.
I have a company calledSpeechless Sport Fishing and it
has a very popular YouTubechannel.
It's called Saltwater FishingUniversity.
When I started this channel acouple of years ago because I
love to fish and so I'm like Imight as well use this as a
business expense if I'm going tospend all this money on fuel.
So I've got this channel and Ithought the key to make the
(18:21):
channel huge would be to show uscatching a lot of fish, right?
No, turns out, what people aremost interested in is our
journey to create this businessand the struggles we have with a
(18:42):
charter business and acommercial fishing business.
That's what viewers want.
They want to see us flop.
Brad Powell (18:49):
Yeah, yeah, as human as it gets.
You see what I'm saying.
It's like I caught a thousandpounds too, and I was like, eh,
but you know also, it was like,hey, we're losing money because
of these problems andeverybody's like, ah, I'm all in
Tons of views.
Marcus Sheridan (19:05):
See the difference.
It's wild man.
Brad Powell (19:07):
Yeah, it is.
That's really interesting, it'sfascinating, that's cool.
Well, I wanted to talk a littlebit about the selling part, the
selling pillar, and we actuallyhave a question from Fannie
where she says what would be anexample of selling in a way that
others won't?
Marcus Sheridan (19:24):
Fannie, you're a baller, I can already tell.
One of the powerful stats thatGartner shared with me not too
long ago was 75% of all buyerstoday say they would prefer to
have a seller-free salesexperience.
So this number's growing on thedaily.
It means that we don'tnecessarily hate salespeople.
(19:44):
We just don't want to talk tothem until we're good, ready,
confident, comfortable and wefeel like we're not going to
make a mistake, that we're notgoing to get ripped off.
And so how can you takeadvantage of this trend as a
business?
Because it doesn't help to say,oh, I wish sales were the way
it always was before.
No, take advantage of the trend, folks.
How do you take advantage of it?
Through self-service, givingbuyers more control.
What's the key to self-serviceSelf-service tools?
(20:06):
On your website there's fiveself-service tools that we talk
about in Endless Customers.
So there's self-pricing tools.
I'll talk about that in asecond.
There's self-selection tools,which essentially give a, which
is a.
I think I said that onerecommendation.
There's self-assessment tools,which give a score.
(20:29):
There's self-configurationtools that allow someone to
build something and design it.
And then there'sself-scheduling tools, which
allow someone to schedule andessentially also choose their
salesperson, which is a verypowerful phenomenon that we've
tested out.
By the way, now, self-pricing,this is the most powerful for
businesses, not even close.
By the way, now, self-pricing,this is the most powerful for
(20:50):
businesses, not even close.
The number one question a buyerhas when they enter the buyer's
journey.
First question they have is,roughly how much is this going
to cost?
First question that's thegateway of the buyer's journey.
And then they go through saidjourney and at the end, the
final question when they'retalking to a salesperson is
almost the same as the first,which is exactly how much does
this cost?
So you start, you stop with thesame as the first, which is
exactly how much does this cost.
(21:10):
So you start, you stop with thesame question, essentially.
So a pricing estimator on yourwebsite is phenomenal.
I built a, like I said, asoftware called priceguideai
allows companies to veryinexpensively, for less than
$200 a year, but a pricingestimator uh, customized on your
site and it helps.
Ai will help you build it.
What's wild about this is whatwe've seen, rob, it's a no
brainer.
Three to 500% more leads whenyou have a pricing estimator on
(21:32):
your website.
Three to 500% more leads.
So if you're getting five leadsa week now, you're gonna get 15
a week simply because you'rewilling again to say show and
sell.
This is all three of theestimator in ways that others in
your space are not.
Brad Powell (21:46):
Yeah, yeah.
Well, that kind of transparencyis super, super helpful and
definitely is what people wantto know.
You know, it's like the top ofmind question is like okay,
what's this going to cost me?
Marcus Sheridan (22:00):
And you don't have to give exact.
That's the thing that this iswhere everybody's like
misinterprets.
It's like you don't have togive exact prices.
You're not even giving a quote.
You're giving an estimatedrange, so it'll, it's very safe.
But in the process of doing that, if you build a good estimator,
(22:24):
essentially you're you alsoeducate the person along the way
, because they're being askedquestions and the questions have
elements that you can learnmore, which allows them to
figure out.
Oh okay, so that's what thatmeans.
And they're asking me if I wantthis option.
I don't know what that is, butnow I can learn about it.
I can watch a video about it,and so it's literally like
you're talking to a salesperson,but they're doing it on their
terms, which is what people love, brad.
This is what everybody wants.
(22:44):
And so, instead of like puttingyour fingers, like gripping so
tightly onto the buyer, if youjust release it a little bit and
say, listen, I'm going to treatthem as I would want to be
treated, give them more control.
You remember those choose yourown adventure books that we read
back in the day, brad, I meanwhen we were young.
They were cool man and like youwould die.
But then you'd go back to theprevious page and you like make
(23:04):
a different choice, and then youwould win right or whatever.
It's the same way man.
Those books were cool andeffective because they give you
a sense of control.
And what's powerful is, themore someone interacts with you
through these types ofinteractive tools, these
self-service tools, the moresunk cost fallacy increases,
which means they feel moreinvested, which means they're
actually trying to find a reasonto work with you because they
(23:27):
spent more time with you.
Brad Powell (23:30):
Yeah, all right.
Well, there's one more thingI'd like to talk about, which is
also in the sales process, butcombining humanizing your brand
with selling in ways that are atleast uncommon and in ways
other people aren't, and that'susing video as part of the sales
process, and I've seen somevery creative ways that people
(23:52):
do this, just simply from justwhat you're talking about, like
getting to choose who you wantto talk to.
Well, you could definitely havethat available for people where
they're getting to know yourwhole team of salespeople.
Marcus Sheridan (24:08):
Yeah, here's what we've seen.
We've built tools that arescheduling tools, so in other
words, a lot of folks on theirwebsite have a scheduled time to
talk with one of our engineersor designers or essentially all
salespeople, right?
So what we've seen is, if youallow them to do that, but then
you bring them to a page and onthat page you allow them to see
the different salespeople theycan work with, and then they can
(24:32):
see, maybe read a bio, a video,actually watch a video, see the
image.
This is really powerful becausenow the person will choose
their salesperson.
And here's what the data says.
We've got the data.
It's really wild that when youdo this, average closing rate is
double, and so if you chooseyour own salesperson versus
being given a salesperson,closing rate doubles.
(24:54):
That's wild and that's thepower of putting that video next
to the salesperson.
And now again, now they feellike they know their voice, they
know their face.
Their voice, they know theirface, they trust them before the
first meeting, which is shouldbe like the requisite for
(25:14):
anybody that is trying to sellbetter, sell, uh, differently,
and I mean, by the way.
Then there's other things, likejust doing sales proposals as a
video instead of as a pdf orsomething like that.
I mean so much better, becausethen you control how they learn
about it.
I mean, everybody has hadsomeone misinterpret a proposal
before or skim over it and misssomething.
(25:35):
It just drives you crazy,whereas a video is a much, much
better, cleaner experience soyou can explain your value prop,
so you know that's an exampleof doing it.
And then, of course, after thesale, you know the customer
should get some type of video asto like what's next and maybe a
thank you video from the ownerof the company, right, which is
(25:56):
it's like a little thing likethat doesn't require anything,
it's created one time.
You know what I mean.
You send it out to everycustomer that buys Like, oh,
that's so thoughtful.
Nobody does that.
Brad Powell (26:07):
Yeah, you know, the best after the sale example
I've heard about is this guy inOmaha, nebraska, who I think is
a window installer and the waywhat he does.
He got an app that was designedfor coaching golfers and the
way he uses it.
He has this whole.
All his people do this, butwhen they're working on a
(26:29):
property every day at 2 PM theymake a little video.
And the video what it does islike it's meant for like
pointing out your stroke and youcan draw on it and point arrows
and say things.
And so he makes a one minutevideo saying to the client hey,
we're working on your house.
This is what we've done today.
We got this window installed,but this one hasn't come in yet.
(26:50):
And dah, dah, dah, dah,whatever.
It is just so that when youhave somebody working on your
house and you're at your office,you always got this question of
like, well, what are they up?
Marcus Sheridan (26:59):
to.
Is it going to go?
Is it?
Brad Powell (27:00):
going okay, and when will it be done?
And so these progress reports.
What happened as a result ofwhat this guy does is that the
people who are getting thesevideos share them.
They'll go oh look, you knowlike I'm doing this thing on my
house, look what's happeninghere.
And so other people go.
Well, who is that?
And he's getting a ton ofreferral business just from
(27:23):
making these simple one minutevideos on a daily basis for all
of his best clients.
Marcus Sheridan (27:28):
That's what you call a no brainer.
Beautiful beautiful UX.
I guarantee he's got morereviews than any of us
competitors like 5X.
Brad Powell (27:38):
Yeah, I'm sure he does.
Marcus Sheridan (27:40):
How about trust signals?
Let's go.
Brad Powell (27:44):
Yeah, it was good, all right.
Well, we are right at the endof our time today.
Before we go, you have an eventcoming up next month which I'm
going to, so tell us a littlebit about that.
Marcus Sheridan (27:56):
Yeah, for all those folks that are huge fans
of they Ask you, answer andImpact Live, me and my company,
my Endless Customers company wedo an event.
It's called Impact Live, theEndless Customers Company.
We do an event.
It's called Impact Live, theEndless Customers Conference,
and all those folks that areeither interested in or already
(28:18):
on that Endless Customersjourney that they ask you as a
journey.
It's for them and you know, 250people or so, something like
that and it's just me sharingwith you everything that I'm
seeing in my team.
But the whole idea for this is Iwant you to stay ahead of the
game and I want you to see likevery practical stuff, and it's
(28:42):
the only event where I get togive hours worth of what I'm
seeing and you get to see itfrom me directly, and so it's a
really special event.
I hope to see some of you allthere and ain't going to be a
waste of your time, and I'mgoing to show a lot of things
with AI this year, of course,because that's developing
quickly and I'm fighting to beone of those folks that can help
(29:05):
others take advantage of thisreally unique special
opportunity with artificialintelligence.
Brad Powell (29:12):
Yeah, all right.
So if people want to reach outor grab a copy of your book or
any of that stuff, what's thebest way for them to do that?
Marcus Sheridan (29:19):
Yeah yeah, you can go to endlesscustomerscom.
Please leave a review Makessuch a big difference if you do
that, and it's a great trustsignal.
By the way, you can find me atmarcussheridancom if you ever
need a speaker for your event.
It's what I do, reallyfull-time, other than write
stuff on LinkedIn half the time.
And follow me on LinkedIn, makesure we're connected there.
That's a great place.
(29:40):
I'm a pretty dang good follow.
You can see about Impact Liveat our website impactpluscom.
Brad Powell (29:51):
All right, cool Well, marcus.
Thanks again.
So much for coming on today.
Marcus Sheridan (29:54):
This has really been terrific.
My pleasure.
Thanks, Brad.
Brad Powell (29:57):
And for those of you listening at the end, next
week we are diving into howrelatability beats perfection,
and I'm also going to bebreaking down my relatability
framework that expert brandslike Mel Robbins and Dr Becky
are using to earn attention andbuild trust.
So thanks again for tuning into the Stand-Up Business Show
(30:20):
and remember to keep making abigger difference by showing up
differently.
And until next time, so long.
What folks have to understand is there's a very
big difference between aninfluencer and a key person of
influence.
Brad Powell (00:07):
Welcome to the Standout Business Show, where
it's all about making a biggerdifference by showing up
differently.
My guest today, marcus Sheridan.
He doesn't just talk about this, he's actually lived it.
Marcus Sheridan (00:19):
We know for a fact that people resonate with
people much more than theyresonate with brands.
So what is the one thing thatwe have in common as businesses?
We're all in the business oftrust.
Brad Powell (00:29):
How important is it for me to really have a
personal brand and really havemy personal face out there?
Marcus Sheridan (00:34):
Today, it's becoming everything.
It's the singular battle thatwe're all going to wage for now,
until the end of time.
Brad Powell (00:41):
Today we are diving into the one marketing skill
that most expert businesses arestill ignoring.
It's showing up in a way thatothers won't.
So you become the most knownand trusted brand in your field,
because Marcus built one of thefastest growing swimming pool
companies in America by doingwhat no one else was willing to
(01:02):
do.
It included turning his cameraon, and then he answered every
question his customers wereasking, especially the ones that
his competitors were ignoring.
He's the author of they Ask youAnswer, a book that has changed
the way thousands of businessesthink about content marketing,
and now he's got a new book.
It's called Endless Customerscontent marketing.
(01:26):
And now he's got a new book.
It's called Endless Customers,and it shows how any expert can
become a video-first brandwithout being a full-time
influencer.
So stay with us, because todaywe are going deep on how to
stand out, build trust andbecome a market leader in a
video-first world.
And with that let's start theshow.
All right, marcus, welcome tothe show.
Marcus Sheridan (01:49):
That's some good music, man, and that was a
great intro too, by the way.
I love how you two said we'regoing to show you how to make a
difference by being different.
And, boy, man, that is such abig deal right now, so there's
not much for us to talk about,brad.
Brad Powell (02:06):
Absolutely.
Yeah, well, okay.
So there's a lot of places thatwe could start.
I've been listening to yourbook.
Right at the beginning, yousaid this one thing that really
jumped out at me, which was theone thing all businesses have in
common, is that we're all in abattle for winning trust.
So let's start right there.
What is such a big deal aboutbuilding trust, especially right
(02:31):
now?
Marcus Sheridan (02:33):
There's a few different answers to this.
One of the biggest is and thisis having now done probably
about 700 events with audiencesaround the world, spoken to so
many companies every person andevery audience and every company
fundamentally wants to feeldifferent.
They want to feel special, theywant to feel unique, and so
when they hear a new teaching,they hear a new principle.
(02:54):
It's just like no different.
Today, as people are listeningto this, there's a tendency for
us as humans to say, yeah, butmy situation is different, this
doesn't apply to me, and that'svery problematic, right?
And so what is the one thingthat we have in common as
businesses?
Well, the one thing that wehave in common for all in the
business of trust, and that isthe singular battle that we're
(03:16):
all going to wage for now, untilthe end of time, as long as we
have a thing called a business.
What's interesting is, a lot offolks right now are confused as
to where they should put theirfocus and where they should be
from a platform perspective, andwhat's the best strategy, and,
like all these things, it can bevery overwhelming right now.
So you have to come back tocenter and you say, all right,
(03:39):
well, what is absolutely goingto matter to our business in
five years, in 10 years, in 20years?
Well, are we a known andtrusted brand?
Period?
Full stop, because I can tellyou this Google is probably not
going to matter to your businessin seven years.
I don't think it is at all.
There's going to be totallysomething different going on
there, folks.
That's a totally different game.
So trust is evergreen, nevergoing away.
(04:00):
It is a principle.
Trust is evergreen, never goingaway.
It is a principle.
And if you latch yourstrategies and your focus around
these eternal principles that'swhat principle is then you're
going to be built to last andthat's a good thing, yeah right.
Brad Powell (04:19):
Well, right now, it seems like there's a huge
concern and it's whateverybody's talking about in
terms of the advent and theabsolute explosion of artificial
intelligence.
And when we think aboutcompetition and when we're
talking about content marketing,it's like, oh no, it was bad
enough when you couldn'toutthink Google, you couldn't
(04:43):
come up with more informationthat Google, like the internet,
has Now there's all kinds ofthings that we're not going to
be able to keep up with.
So when you think about thatand a lot of this is in this new
book that you have.
But you know, I want to buildtrust in my brand.
I want to build trust in howpeople perceive what we do and
what we're about, want to buildtrust in how people perceive
(05:07):
what we do and what we're about,and there's this just
proliferation of stuff that'sit's more than a tsunami that
I'm up against.
So what are the principles thatpeople want to be hanging on to
when it comes to that kind ofchallenge?
Marcus Sheridan (05:21):
Well, there's a few things going on here.
If you look at, for the betterpart of 20-ish years as
businesses, we've really had towin over two entities the buyer,
and that's always going to bethe case, that's never going to
change.
So they've got to recommend us.
But the other entity that hadto recommend us was Google.
Now, the way that Googlerecommended us was through one
(05:44):
of really two ways.
Number one through paid ads.
We could give it a bunch ofmoney and they would quote,
recommend us.
Or two, we could earn the mediaby producing great content.
Part of that was SEO, Part ofthat was content marketing.
But fundamentally, that's howwe won Google.
That's how they recommended us.
(06:06):
But now suddenly we have to berecommended by a third entity,
and this one is much harder thanGoogle, because you can't just
throw money at it and you can'tjust come up with necessarily a
traditional SEO strategy andexpect that you'll start to show
up on that first page wherethere's 10 other results,
(06:27):
because now we've got AI and oh,by the way, as it is, 60% of
all searches on Google don'teven end in a click anyway don't
go to the blue link anymore.
So being ranked number one onGoogle doesn't mean squat,
totally.
I mean it just doesn't meanalmost anything now.
It used to be that you get 80%of the clicks if you're ranked
number one.
Now you're lucky if you getless than 20%.
(06:49):
So that's just where we aretoday and that's going to
continue.
Now, what does this mean?
What it means is we have toproduce enough trust signals so
that each one of these entitiesrecommends us.
So there's human trust signals,there's search engine
(07:10):
traditional trust signals andthere's AI trust signals, and
there's a lot of overlap, andthen there's some nuanced
differences.
But for you to be viable from alead generation standpoint in
five years, you better berecommended by AI.
There will be just billions andbillions of dollars thrown at
(07:36):
this strategy of how can I berecommended by AI, and I can
tell you the way you're going todo it is by becoming a more
known and trusted brand.
But there are specific trustsignals that AI uses.
In fact, I'm coming out with apiece of software that is
(07:57):
dedicated purely to this, tohelp businesses to understand
exactly where they stand with AItrust signals.
And when you look at thesetrust signals, we could go down
a list, but a lot of them aresimilar to what we have talked
about in the past.
For example, do you haveincredibly helpful content on
(08:18):
your website.
Are you willing to discussthose things online not just
your website, by the way, onlinetext, video, audio that others
in your space aren't willing todiscuss this is a perfect
example of it.
Let me give you an incredibleexample of just a general trust
signal across the board on video.
You'll appreciate this, Brad.
(08:39):
By the way, Brad, have you everbought a house before?
Have you ever researched homesonline?
Brad Powell (08:46):
I have yes, absolutely.
Marcus Sheridan (08:48):
Here's the funny thing about researching
homes online.
If you've researched homesonline, you've probably done
some type of virtual walkthroughbefore, where either the person
walked you through or you didjust like this.
You could see each room and itwas virtual.
Okay, Whenever a real estateagent does that, well, here's
what you see.
Let me show you this housetoday.
(09:09):
Let me show you why this houseis wonderful.
That's it.
That's all you got Right.
What would happen if, insteadof that, the real estate agent
start off by saying I'm soexcited to show you this house.
Now, before I show you allthat's wonderful about this
house, let's start with anythingthat might be a potential
negative or a flaw.
Think about that Now, Brad.
(09:30):
How many times have you seenanybody create a video like that
?
Brad Powell (09:36):
Not once.
Marcus Sheridan (09:36):
Well, in a similar industry I recently
bought, I was looking for atravel van, a 12-seater, because
I wanted it for our local youthgroup to be able to take to
different activities.
So I'm like all right, I'm goingto find this thing, and I live
in Virginia and I saw a company,a used car company in Wisconsin
that had the van that I liked.
(09:57):
I'm like, oh, I want to checkout this van A long ways away,
I'm not going to Wisconsin totest drive this bad boy.
Now I watched this video thatthe owner had created, just a
simple video, did it with hisphone, but here's what was so
amazing.
At the start of the video, brad, he says all right, before I
show you this travel van andeverything you're probably going
(10:18):
to like about it, let me startwith the dinks, the scratches
and anything that you would wantto know as a buyer.
And I said whoa, whoa, whoa.
I am leaning in right.
And because of that, whathappened?
I bought that dang van,essentially sight unseen.
(10:38):
Yes, video seen, but I hadn'ttouched it.
And you know it was a $70,000van.
So the point, the point of it isthat principle that I just
described is a major trustsignal.
Trust signal that makes someonesay they're not like everybody
else.
That's exactly what I wanted.
I can't believe they would real.
They were willing to show methat.
(11:00):
You see, these are all thingsthat you have to be doing, that
you have to be producing If youwant to be loved by humans and
if you want to be loved, in thiscase, of course, by AI.
And there's a whole bunch ofother trust signals, but that's
a perfect example of one that Irecently saw.
Brad Powell (11:15):
It's a great segue, because what you're talking
about there is this guy iswilling to share the things that
most people aren't Like.
Most people actually literallytry to hide.
Yes, which is the very first ofthe four pillars that you have
outlined in your book and thiswhole new system of how do you
build trust and how do youbecome a trusted brand.
(11:36):
So why don't you walk usthrough those four pillars so
that you cover that material?
Marcus Sheridan (11:43):
That's right.
So in Endless Customers, youcan read about the four pillars
of a known and trusted brand,and what's great about Endless
Customers is it's reallydesigned as a system that you
could follow if your goal is tobecome that most known and
trusted brand within your market, wherever your market is,
regardless of industry.
Again, b2b, b2c product servicedoesn't really matter.
So what are the four pillars?
Number one you got to bewilling to say online what
(12:05):
others in your space aren'twilling to say.
And so a quick audit on this ifI said to you what are you
talking about online that yourcompetitors are not talking
about right now, do you have ananswer?
If you don't have an answer, itmeans you're really probably
not standing out and you're notleaning into the things that
they want to know.
We could talk more about thatin a minute.
(12:26):
Number two pillar you got to bewilling to show a video what
others aren't willing to show,exactly like the example I just
mentioned.
Number three you got to bewilling to sell in a way others
in your space aren't willing tosell.
So are you selling in a wayothers aren't willing to sell?
(12:49):
And finally, number four you'vegot to be willing to to be more
human than others in your spaceare willing to be.
They need to see your face,they need to hear your voice,
they need to feel like they knowyou, your people, before they
reach out to you.
That's what they want.
(13:09):
Now, if I asked you, as you'relistening to this, can you
honestly say that we're talkingabout showing with video,
selling and being more humanthan the majority of our
competitors right now, and we'redoing it consistently?
Could you say that?
I can tell you that 99% of theaudiences I poll say no.
(13:29):
I can't say that.
It means opportunity when itcomes to being more human and
personalizing your brand.
Brad Powell (13:37):
I mean, this is another thing that a lot of
business owners and it seemslike the bigger they get, the
more they feel this way is that,well, I don't need a personal
brand, I need to talk about thebusiness, and it seems like
these days, that's completelygoing in the wrong direction,
that more and more people arenot wanting to interact with a
(13:58):
corporate thing that has no souland that they really want to
know, like, who's behind thiscompany and who are the people
here and what are they like?
What's the culture?
So talk about that a little bitfrom the point of view of
people.
Getting to the place of andthis is something that I deal
with all the time in terms ofclients that I work with, this
(14:21):
is a big question they have islike well, how important is it
for me to really have a personalbrand and really have my
personal face out.
Marcus Sheridan (14:25):
There it is Today.
It's becoming everything.
I mean, look at it like this.
And, by the way, one of thebest books that was ever written
on this and it was actuallywritten early on, a little bit
ahead of its time was DanielPriestley's Key Person of
Influence Really wonderful bookon this subject.
(14:46):
And I think a lot of times, alot of these business owners
that you work with, brad,because I know the type of
client you work with they'resitting there thinking, well, I
don't want to be like aninfluencer.
What folks have to understandis there's a very big difference
between an influencer and a keyperson of influence.
Now, what is the difference?
The influencer says, hey, lookat me.
(15:08):
The key person of influencesays, hey, look at this and this
is how it can help you.
Do you see the difference?
And so if I said to any CEO orany business leader would you
like to be?
Could you see the value ofbecoming a key person of
influence?
The answer is absolutely.
(15:29):
And besides that, we know for afact that people resonate with
people much more than theyresonate with brands.
Case in point how many brandsdo you obsessively follow on
your social media platforms andhow many people behind said
brands do you obsessively followon these platforms?
(15:53):
And it's not even close.
Another example if I said toanyone for the most part,
whether you're on social mediaor not, have you ever heard of
Kylie Jenner?
Most would say absolutely.
If I said what's the name ofher company, most would say I
(16:14):
mean, there's certainly peoplethat would know, but most the
majority would say I don't knowthe name of her company.
And that's because they're moreinterested in Kylie, because
she has created this incrediblebrand.
There's a reason why all theseHollywood actors have started to
become stakeholders,proprietors in companies Because
(16:36):
they realize that they can usethat influence to build
businesses.
There's a reason why I have abusiness starting problem
because I can, with my ownpersonal brand, say oh, wow, I
can create a domino effect thatcomes off of the brand.
So this is why I have a toollike Price Guide.
(16:58):
Software helps companies buildpricing estimators quickly and
easily.
All right, incredible tool.
It's gotten a lot of tractionbecause I have a brand.
People trust me.
That's a subject that I talkabout.
I never dreamt that I would bea SaaS company owner, but I am.
Because of that personal brand,because I've been putting
myself out there for a long timeand people are like that's
(17:21):
Marcus he calls it for, like heis for, like it is.
Not everybody loves me, allright.
Some people dislike me, but asa whole I've got a lot of trust
in the marketplace.
But what people you know?
If I post a video on any of mycompany websites, the video
flops.
If I post it on my own pages,the same video it pops.
(17:46):
People want to follow people.
Brad Powell (17:50):
Yeah, it's that simple.
Marcus Sheridan (17:56):
You know what's really interesting about this
too.
One other thing, brad Like Isaid, I got a business starting
problem.
I have a company calledSpeechless Sport Fishing and it
has a very popular YouTubechannel.
It's called Saltwater FishingUniversity.
When I started this channel acouple of years ago because I
love to fish and so I'm like Imight as well use this as a
business expense if I'm going tospend all this money on fuel.
So I've got this channel and Ithought the key to make the
(18:21):
channel huge would be to show uscatching a lot of fish, right?
No, turns out, what people aremost interested in is our
journey to create this businessand the struggles we have with a
(18:42):
charter business and acommercial fishing business.
That's what viewers want.
They want to see us flop.
Brad Powell (18:49):
Yeah, yeah, as human as it gets.
You see what I'm saying.
It's like I caught a thousandpounds too, and I was like, eh,
but you know also, it was like,hey, we're losing money because
of these problems andeverybody's like, ah, I'm all in
Tons of views.
Marcus Sheridan (19:05):
See the difference.
It's wild man.
Brad Powell (19:07):
Yeah, it is.
That's really interesting, it'sfascinating, that's cool.
Well, I wanted to talk a littlebit about the selling part, the
selling pillar, and we actuallyhave a question from Fannie
where she says what would be anexample of selling in a way that
others won't?
Marcus Sheridan (19:24):
Fannie, you're a baller, I can already tell.
One of the powerful stats thatGartner shared with me not too
long ago was 75% of all buyerstoday say they would prefer to
have a seller-free salesexperience.
So this number's growing on thedaily.
It means that we don'tnecessarily hate salespeople.
(19:44):
We just don't want to talk tothem until we're good, ready,
confident, comfortable and wefeel like we're not going to
make a mistake, that we're notgoing to get ripped off.
And so how can you takeadvantage of this trend as a
business?
Because it doesn't help to say,oh, I wish sales were the way
it always was before.
No, take advantage of the trend, folks.
How do you take advantage of it?
Through self-service, givingbuyers more control.
What's the key to self-serviceSelf-service tools?
(20:06):
On your website there's fiveself-service tools that we talk
about in Endless Customers.
So there's self-pricing tools.
I'll talk about that in asecond.
There's self-selection tools,which essentially give a, which
is a.
I think I said that onerecommendation.
There's self-assessment tools,which give a score.
(20:29):
There's self-configurationtools that allow someone to
build something and design it.
And then there'sself-scheduling tools, which
allow someone to schedule andessentially also choose their
salesperson, which is a verypowerful phenomenon that we've
tested out.
By the way, now, self-pricing,this is the most powerful for
businesses, not even close.
By the way, now, self-pricing,this is the most powerful for
(20:50):
businesses, not even close.
The number one question a buyerhas when they enter the buyer's
journey.
First question they have is,roughly how much is this going
to cost?
First question that's thegateway of the buyer's journey.
And then they go through saidjourney and at the end, the
final question when they'retalking to a salesperson is
almost the same as the first,which is exactly how much does
this cost?
So you start, you stop with thesame as the first, which is
exactly how much does this cost.
(21:10):
So you start, you stop with thesame question, essentially.
So a pricing estimator on yourwebsite is phenomenal.
I built a, like I said, asoftware called priceguideai
allows companies to veryinexpensively, for less than
$200 a year, but a pricingestimator uh, customized on your
site and it helps.
Ai will help you build it.
What's wild about this is whatwe've seen, rob, it's a no
brainer.
Three to 500% more leads whenyou have a pricing estimator on
(21:32):
your website.
Three to 500% more leads.
So if you're getting five leadsa week now, you're gonna get 15
a week simply because you'rewilling again to say show and
sell.
This is all three of theestimator in ways that others in
your space are not.
Brad Powell (21:46):
Yeah, yeah.
Well, that kind of transparencyis super, super helpful and
definitely is what people wantto know.
You know, it's like the top ofmind question is like okay,
what's this going to cost me?
Marcus Sheridan (22:00):
And you don't have to give exact.
That's the thing that this iswhere everybody's like
misinterprets.
It's like you don't have togive exact prices.
You're not even giving a quote.
You're giving an estimatedrange, so it'll, it's very safe.
But in the process of doing that, if you build a good estimator,
(22:24):
essentially you're you alsoeducate the person along the way
, because they're being askedquestions and the questions have
elements that you can learnmore, which allows them to
figure out.
Oh okay, so that's what thatmeans.
And they're asking me if I wantthis option.
I don't know what that is, butnow I can learn about it.
I can watch a video about it,and so it's literally like
you're talking to a salesperson,but they're doing it on their
terms, which is what people love, brad.
This is what everybody wants.
(22:44):
And so, instead of like puttingyour fingers, like gripping so
tightly onto the buyer, if youjust release it a little bit and
say, listen, I'm going to treatthem as I would want to be
treated, give them more control.
You remember those choose yourown adventure books that we read
back in the day, brad, I meanwhen we were young.
They were cool man and like youwould die.
But then you'd go back to theprevious page and you like make
(23:04):
a different choice, and then youwould win right or whatever.
It's the same way man.
Those books were cool andeffective because they give you
a sense of control.
And what's powerful is, themore someone interacts with you
through these types ofinteractive tools, these
self-service tools, the moresunk cost fallacy increases,
which means they feel moreinvested, which means they're
actually trying to find a reasonto work with you because they
(23:27):
spent more time with you.
Brad Powell (23:30):
Yeah, all right.
Well, there's one more thingI'd like to talk about, which is
also in the sales process, butcombining humanizing your brand
with selling in ways that are atleast uncommon and in ways
other people aren't, and that'susing video as part of the sales
process, and I've seen somevery creative ways that people
(23:52):
do this, just simply from justwhat you're talking about, like
getting to choose who you wantto talk to.
Well, you could definitely havethat available for people where
they're getting to know yourwhole team of salespeople.
Marcus Sheridan (24:08):
Yeah, here's what we've seen.
We've built tools that arescheduling tools, so in other
words, a lot of folks on theirwebsite have a scheduled time to
talk with one of our engineersor designers or essentially all
salespeople, right?
So what we've seen is, if youallow them to do that, but then
you bring them to a page and onthat page you allow them to see
the different salespeople theycan work with, and then they can
(24:32):
see, maybe read a bio, a video,actually watch a video, see the
image.
This is really powerful becausenow the person will choose
their salesperson.
And here's what the data says.
We've got the data.
It's really wild that when youdo this, average closing rate is
double, and so if you chooseyour own salesperson versus
being given a salesperson,closing rate doubles.
(24:54):
That's wild and that's thepower of putting that video next
to the salesperson.
And now again, now they feellike they know their voice, they
know their face.
Their voice, they know theirface, they trust them before the
first meeting, which is shouldbe like the requisite for
(25:14):
anybody that is trying to sellbetter, sell, uh, differently,
and I mean, by the way.
Then there's other things, likejust doing sales proposals as a
video instead of as a pdf orsomething like that.
I mean so much better, becausethen you control how they learn
about it.
I mean, everybody has hadsomeone misinterpret a proposal
before or skim over it and misssomething.
(25:35):
It just drives you crazy,whereas a video is a much, much
better, cleaner experience soyou can explain your value prop,
so you know that's an exampleof doing it.
And then, of course, after thesale, you know the customer
should get some type of video asto like what's next and maybe a
thank you video from the ownerof the company, right, which is
(25:56):
it's like a little thing likethat doesn't require anything,
it's created one time.
You know what I mean.
You send it out to everycustomer that buys Like, oh,
that's so thoughtful.
Nobody does that.
Brad Powell (26:07):
Yeah, you know, the best after the sale example
I've heard about is this guy inOmaha, nebraska, who I think is
a window installer and the waywhat he does.
He got an app that was designedfor coaching golfers and the
way he uses it.
He has this whole.
All his people do this, butwhen they're working on a
(26:29):
property every day at 2 PM theymake a little video.
And the video what it does islike it's meant for like
pointing out your stroke and youcan draw on it and point arrows
and say things.
And so he makes a one minutevideo saying to the client hey,
we're working on your house.
This is what we've done today.
We got this window installed,but this one hasn't come in yet.
(26:50):
And dah, dah, dah, dah,whatever.
It is just so that when youhave somebody working on your
house and you're at your office,you always got this question of
like, well, what are they up?
Marcus Sheridan (26:59):
to.
Is it going to go?
Is it?
Brad Powell (27:00):
going okay, and when will it be done?
And so these progress reports.
What happened as a result ofwhat this guy does is that the
people who are getting thesevideos share them.
They'll go oh look, you knowlike I'm doing this thing on my
house, look what's happeninghere.
And so other people go.
Well, who is that?
And he's getting a ton ofreferral business just from
(27:23):
making these simple one minutevideos on a daily basis for all
of his best clients.
Marcus Sheridan (27:28):
That's what you call a no brainer.
Beautiful beautiful UX.
I guarantee he's got morereviews than any of us
competitors like 5X.
Brad Powell (27:38):
Yeah, I'm sure he does.
Marcus Sheridan (27:40):
How about trust signals?
Let's go.
Brad Powell (27:44):
Yeah, it was good, all right.
Well, we are right at the endof our time today.
Before we go, you have an eventcoming up next month which I'm
going to, so tell us a littlebit about that.
Marcus Sheridan (27:56):
Yeah, for all those folks that are huge fans
of they Ask you, answer andImpact Live, me and my company,
my Endless Customers company wedo an event.
It's called Impact Live, theEndless Customers Company.
We do an event.
It's called Impact Live, theEndless Customers Conference,
and all those folks that areeither interested in or already
(28:18):
on that Endless Customersjourney that they ask you as a
journey.
It's for them and you know, 250people or so, something like
that and it's just me sharingwith you everything that I'm
seeing in my team.
But the whole idea for this is Iwant you to stay ahead of the
game and I want you to see likevery practical stuff, and it's
(28:42):
the only event where I get togive hours worth of what I'm
seeing and you get to see itfrom me directly, and so it's a
really special event.
I hope to see some of you allthere and ain't going to be a
waste of your time, and I'mgoing to show a lot of things
with AI this year, of course,because that's developing
quickly and I'm fighting to beone of those folks that can help
(29:05):
others take advantage of thisreally unique special
opportunity with artificialintelligence.
Brad Powell (29:12):
Yeah, all right.
So if people want to reach outor grab a copy of your book or
any of that stuff, what's thebest way for them to do that?
Marcus Sheridan (29:19):
Yeah yeah, you can go to endlesscustomerscom.
Please leave a review Makessuch a big difference if you do
that, and it's a great trustsignal.
By the way, you can find me atmarcussheridancom if you ever
need a speaker for your event.
It's what I do, reallyfull-time, other than write
stuff on LinkedIn half the time.
And follow me on LinkedIn, makesure we're connected there.
That's a great place.
(29:40):
I'm a pretty dang good follow.
You can see about Impact Liveat our website impactpluscom.
Brad Powell (29:51):
All right, cool Well, marcus.
Thanks again.
So much for coming on today.
Marcus Sheridan (29:54):
This has really been terrific.
My pleasure.
Thanks, Brad.
Brad Powell (29:57):
And for those of you listening at the end, next
week we are diving into howrelatability beats perfection,
and I'm also going to bebreaking down my relatability
framework that expert brandslike Mel Robbins and Dr Becky
are using to earn attention andbuild trust.
So thanks again for tuning into the Stand-Up Business Show
(30:20):
and remember to keep making abigger difference by showing up
differently.
And until next time, so long.
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