WEBVTT 1 00:00:08.899 --> 00:00:12.199 All right. Hey guys, Chad Morgan here, founder a quick page and I'm sitting 2 00:00:12.210 --> 00:00:16.540 with Ryan chat. That's how you say your name, right? You got it because I 3 00:00:16.569 --> 00:00:20.600 imagine it could be Ryan. It could be, I don't know. I don't think it shoot, 4 00:00:20.610 --> 00:00:21.809 shoot is the most common mispronunciation. 5 00:00:22.889 --> 00:00:27.530 That's what I thought. Yeah. When I introduced myself, they, they hear Jack 6 00:00:27.540 --> 00:00:31.569 for some reason. That's weird. I don't know, but I go along with it whenever 7 00:00:33.019 --> 00:00:38.159 I can't help myself. Uh So I have a few questions here and I'm so excited to 8 00:00:38.168 --> 00:00:42.069 pick your brain because you've been giving a shout outs everywhere. We've 9 00:00:42.078 --> 00:00:45.999 been getting an influx of like home improvement companies coming in. You're 10 00:00:46.008 --> 00:00:49.469 obviously an influencer in, in that industry. I know you've been in the 11 00:00:49.479 --> 00:00:53.058 marketing side for quite a while, right? So what I'd like you to do is just 12 00:00:53.069 --> 00:00:58.189 maybe give me a little bit of background about you and your journey 13 00:00:58.360 --> 00:01:04.010 with Southwest Exteriors as a, as a CEO. Yeah, absolutely. Yeah. So the journey 14 00:01:04.019 --> 00:01:06.699 the industry is, is unique in the sense that I, I started off in the call 15 00:01:06.709 --> 00:01:10.550 center space. So, um you know, I ran some large call centers back in Kansas 16 00:01:10.559 --> 00:01:14.220 City, several years back. And then, um went to work for Home Depot Home 17 00:01:14.230 --> 00:01:17.709 Services um after they acquired a company in Kansas City called Jubilee 18 00:01:17.720 --> 00:01:21.589 Home Solutions. So I came there to build them a call center and I did that 19 00:01:21.599 --> 00:01:24.389 in a few months into it, took over some marketing, some field marketing, so 20 00:01:24.400 --> 00:01:29.449 kind of face to face in the stores, shows and events type programs. And 21 00:01:29.459 --> 00:01:34.779 then, um obviously the bubble bursts in 0708. And um you know, we had just 22 00:01:34.790 --> 00:01:38.809 gotten more into marketing as far as, you know, direct mail and um website 23 00:01:38.819 --> 00:01:42.589 stuff. And so love that I took a job at an ad agency after that for a few years, 24 00:01:42.599 --> 00:01:46.480 worst job in my life. But I learned a ton. And then um soon there after I 25 00:01:46.489 --> 00:01:49.580 came down to San Antonio and I was Vice president of Marketing for um Leaf 26 00:01:49.589 --> 00:01:53.739 Guard by Belt and uh Roofing company. We had gutters, leaf Guard gutters in 27 00:01:53.750 --> 00:01:57.970 14 markets across the US. And then I met Scott Barr, who's the owner here at 28 00:01:57.980 --> 00:02:01.510 South was exteriors. And so he was kind of struck up a friendship and um, you 29 00:02:01.519 --> 00:02:04.440 know, one day came and asked me to come work for him and I was the time 30 00:02:04.449 --> 00:02:08.029 traveling a lot. And so to be just here in San Antonio, full time was a huge 31 00:02:08.038 --> 00:02:10.850 attraction just from that point in time in my life. With family and whatnot. 32 00:02:11.339 --> 00:02:14.440 And so, yeah, I came over here about eight years ago um as marketing 33 00:02:14.449 --> 00:02:19.970 director and sat in that seat for about 66 years. Um our CEO about two years 34 00:02:19.979 --> 00:02:24.820 ago had a um uh brain hemorrhage out of the blue. So he thank God he survived, 35 00:02:24.830 --> 00:02:28.839 but he, he did medically retire. And so I was interim CEO for about six months 36 00:02:28.850 --> 00:02:32.729 and then took over that role about a year and a half ago, full time. So by 37 00:02:32.740 --> 00:02:36.529 no means the way that I wanted to to move into the seat, um but here I am 38 00:02:36.539 --> 00:02:40.220 and so just trying to make the most of it man. Yeah, that's a, that's a great 39 00:02:40.229 --> 00:02:44.399 journey and way way to go. It's cool to hear people's rise to success. And 40 00:02:44.410 --> 00:02:48.190 obviously you've worked really, really hard and a sharp guy, I've seen that, 41 00:02:48.199 --> 00:02:51.960 you know, people out there respect your opinion and that's one of the reasons 42 00:02:51.970 --> 00:02:56.070 we keep getting these uh demo schedule, which is just really, truly appreciate, 43 00:02:56.690 --> 00:03:00.899 really, truly appreciate you. How did you first come across quick page and 44 00:03:00.910 --> 00:03:04.589 what made you decide to implement it at Southwest Exterior? So I cannot 45 00:03:04.600 --> 00:03:09.139 remember the exact company, but um for a while, we sold um garage floor 46 00:03:09.149 --> 00:03:12.779 coatings and there was a dealer in the network that had just kind of mentioned 47 00:03:12.789 --> 00:03:17.270 it in passing. So our my sales leader, um Ryan Huen looked into it and kind of 48 00:03:17.279 --> 00:03:20.580 brought it to the team. And man, I mean, um it just made a lot of sense for the 49 00:03:20.589 --> 00:03:25.160 team of time. We, we, we, we, we use it very clunky if you will. That's a word 50 00:03:25.169 --> 00:03:29.460 for the first year. And then, um we adopted a marketing strategy called, 51 00:03:29.470 --> 00:03:33.089 they ask you answered by Marcus Sheridan and one big proponent of what 52 00:03:33.100 --> 00:03:36.059 they do is, you know, 1 to 1 video and you know, just having better 53 00:03:36.070 --> 00:03:39.770 communication with homeowners or, you know, clients, whoever it may be and 54 00:03:39.779 --> 00:03:43.229 you, we just fell in love with it, man. It, it, it, it made so much sense for 55 00:03:43.240 --> 00:03:46.100 who we want to be organizationally. It's different than what people are 56 00:03:46.110 --> 00:03:49.690 doing in this space. And so it, it's made so much sense for us to, to kind 57 00:03:49.699 --> 00:03:50.410 of dive in with it 58 00:03:51.419 --> 00:03:57.259 right on. And how did you use video to transform the communication there, the 59 00:03:57.270 --> 00:04:01.779 strategy with, with your potential clients? Yeah. So, you know, the first 60 00:04:01.789 --> 00:04:06.259 thing which I love, I mean, my uh my, my gals in the call center, it's all 61 00:04:06.270 --> 00:04:09.289 female team in the call center. And at first they hated it, right? Because it 62 00:04:09.300 --> 00:04:13.029 had to be on camera now every day. So, so 11 thing we change is, you know, 63 00:04:13.039 --> 00:04:15.600 when a homeowner calls in or when they fill out a web form and they book an 64 00:04:15.610 --> 00:04:18.959 appointment with us is within 20 minutes, they get a personalized video 65 00:04:18.970 --> 00:04:21.809 for whoever set that appointment in the call center, which is crazy. Right. I 66 00:04:21.820 --> 00:04:23.540 mean, I mean, how many times do you talk to someone in the call center? Had 67 00:04:23.549 --> 00:04:27.209 a great experience and they just kind of, you know, disappear forever and 68 00:04:27.220 --> 00:04:29.589 ever. Right. And so to get a personalized video from them, uh you 69 00:04:29.619 --> 00:04:33.309 know, we use the white board strategy to where they can see their name and 70 00:04:33.320 --> 00:04:35.989 their appointment time on the white board. And so, you know, that, that 71 00:04:36.000 --> 00:04:39.350 even culturally changed a lot of things, you know, it is, um, you know, after a 72 00:04:39.359 --> 00:04:43.040 few weeks or so the girl started, you know, want to make themselves more 73 00:04:43.049 --> 00:04:46.660 presentable, they wanted ring lights for their, for their desktop. Um, you 74 00:04:46.670 --> 00:04:49.600 know, they, they do fun stuff every day. Like they draw a new little, you know, 75 00:04:49.609 --> 00:04:53.890 icon, whether it's like a squirrel or a, you know, turkey on their board is they 76 00:04:53.899 --> 00:04:56.079 have, they have fun with it now and they really enjoy doing those 1 to 1 77 00:04:56.089 --> 00:05:00.640 videos. So it shift the culture there. And so we do a video after deployment 78 00:05:00.649 --> 00:05:04.309 set. Um, once that sales lead is assigned the night before that gets 79 00:05:04.320 --> 00:05:07.549 sent to our sales team. And then so our design consultant in the morning of 80 00:05:07.559 --> 00:05:09.309 they go through their, their appointments and they have to do 81 00:05:09.320 --> 00:05:12.880 personalized videos every appointment that the homeowner has. And so our 82 00:05:12.890 --> 00:05:17.179 desire is to personalize those too, not just to where it's like, hey, I'll see 83 00:05:17.190 --> 00:05:20.924 you this afternoon two. It's calling you out by name mentioning what product 84 00:05:20.934 --> 00:05:24.105 you want to see in the home. And, you know, maybe one of their personal touch 85 00:05:24.114 --> 00:05:26.654 as far as, you know, from what our call centers capture the notes that 86 00:05:26.665 --> 00:05:30.304 homeowner. I mean, you're breaking down a barrier, right? If, if, if Chad 87 00:05:30.315 --> 00:05:32.845 showed up my door and I've already watched a video of you, you know what 88 00:05:32.855 --> 00:05:36.105 you're coming out to meet with me about. I mean, when you show up at my doorstep, 89 00:05:36.114 --> 00:05:39.850 I already know you, right. So that, that whole warm up period in the home 90 00:05:39.859 --> 00:05:44.250 is abbreviated because they know them. And so to jump back for a second to how 91 00:05:44.260 --> 00:05:47.940 we leverage it to with, with the uh call center is before we hang up the 92 00:05:47.950 --> 00:05:50.299 phone with that homeowner, we give them an assignment, um We call it, it's 93 00:05:50.309 --> 00:05:53.440 called assignment selling. And so we give them an assignment to basically 94 00:05:53.450 --> 00:05:56.420 consume the video and the content we provide in the video. So one of the 95 00:05:56.429 --> 00:06:00.230 great things we loved about um quick page is the ability to provide articles 96 00:06:00.239 --> 00:06:05.100 and, and video links in the actual text or email that goes out. And so we 97 00:06:05.109 --> 00:06:07.750 create a ton of content. We're producing three articles to five 98 00:06:07.760 --> 00:06:12.000 articles every single week, 2 to 3 youtube videos, all answering questions, 99 00:06:12.010 --> 00:06:15.589 homework could have about their home remodeling project. And so the gals in 100 00:06:15.600 --> 00:06:18.940 the in the call center will personalize those links based on what they talk 101 00:06:18.950 --> 00:06:22.359 about. So for windows, they'll include an article about window pricing, you 102 00:06:22.369 --> 00:06:25.670 know, how to select the best, you know, window for your home, whatever it may 103 00:06:25.679 --> 00:06:29.750 be. And so again, that homeowner also is walking in an appointment the next 104 00:06:29.760 --> 00:06:33.450 day, much more educated, right. So, you know, our time of 3 to 4 hours in the 105 00:06:33.459 --> 00:06:36.859 home educating homeowners has been, you know, cut in half because that 106 00:06:36.869 --> 00:06:41.570 homeowners consuming that content prior to the appointment. That's amazing. 107 00:06:41.869 --> 00:06:47.160 That's helping you guys run more efficiently. And so the fear was 108 00:06:47.170 --> 00:06:49.890 initially is that, you know, we would see this huge jump in cancellation. 109 00:06:49.899 --> 00:06:51.799 Right. Right. Because we're, we're talking about pricing, which in our 110 00:06:51.809 --> 00:06:55.500 industry, you never talk pricing before that sales reps in your home, you know, 111 00:06:55.510 --> 00:06:58.839 at your dining room table. And so we're discussing it ahead of time. Um, we 112 00:06:58.850 --> 00:07:01.799 have pricing on our website. We have a tool, they can build out their windows 113 00:07:01.809 --> 00:07:05.410 and inside and get a price on our website. So it's very unique in that, 114 00:07:05.420 --> 00:07:09.429 that sense. But, you know, we did not see a draw or increase in our 115 00:07:09.440 --> 00:07:13.410 cancellation of appointments. It's improved if not remains steady. And 116 00:07:13.420 --> 00:07:17.529 then, um, we've seen over the last two years about about a seven or eight 117 00:07:17.540 --> 00:07:23.059 point increase in our close rate, which is phenomenal. Wow, interesting. And 118 00:07:23.070 --> 00:07:27.239 how about your appointments being accepted? Did that? Did you see a 119 00:07:27.250 --> 00:07:32.410 difference there? I'm sure you did one of my questions was, uh, has, uh, let's 120 00:07:32.420 --> 00:07:32.940 see. 121 00:07:34.220 --> 00:07:40.399 Where did you go? Where did you go? I lost you. But it was, uh, 122 00:07:41.720 --> 00:07:45.019 how it, how has the use of video helped set your customer at ease when 123 00:07:45.029 --> 00:07:49.059 scheduling in home visits for generating proposal quotes? Yep. Yeah. 124 00:07:49.070 --> 00:07:51.279 And so that's the thing, I mean, it's, it, it puts them at great ease. Right? 125 00:07:51.290 --> 00:07:51.579 Because 126 00:07:53.029 --> 00:07:56.119 our call center does a great job. They're all amazing, amazing reps on 127 00:07:56.130 --> 00:08:00.049 the phone. So they're very friendly and very personable. So that's barrier one, 128 00:08:00.059 --> 00:08:03.190 barrier two, they see the rep, you know, when they come out and then, you know, 129 00:08:03.260 --> 00:08:06.329 post appointment. So, you know, we used to follow what we call in our industry, 130 00:08:06.339 --> 00:08:09.549 a one call close model, which, you know, would be, you know, chat, you have to 131 00:08:09.559 --> 00:08:12.345 buy windows tonight or when I leave the house, the price magically goes up 132 00:08:12.355 --> 00:08:17.035 $10,000. So you better buy right now. So we moved away from that. And so our, 133 00:08:17.045 --> 00:08:19.045 you know, we'll still have people that buy the first night because they, 134 00:08:19.054 --> 00:08:20.964 they've researched and they know us and they're, they're, they're not getting 135 00:08:20.975 --> 00:08:23.975 any other quotes, but most of our appointments are what we call basically 136 00:08:23.984 --> 00:08:28.484 two steps to where we're going back out a second time. So our initial video 137 00:08:28.494 --> 00:08:33.135 that goes out post appointment is um basically providing their quote and 138 00:08:33.145 --> 00:08:36.229 kind of a recap what we talked about that day. And so again, it's it's been 139 00:08:36.239 --> 00:08:39.500 so well received because it allows us to take the pressure away. It allows us 140 00:08:39.510 --> 00:08:42.289 to stay in contact with the homeowner at a different level and just build a, 141 00:08:42.299 --> 00:08:46.619 build a deeper bond with them. Have you had specific, have you had feedback 142 00:08:46.630 --> 00:08:51.200 from customers about your process? Oh, yeah. Yeah. I mean, pe people love it. 143 00:08:51.210 --> 00:08:54.080 I mean, it's, you know, hey, it was great to see Heidi, you know, in the 144 00:08:54.090 --> 00:08:57.739 call center and actually know who she was. Uh, we, we have tons of stories of 145 00:08:57.750 --> 00:09:00.309 people, you know, we walk into the house and they have their articles from 146 00:09:00.320 --> 00:09:03.210 the website printed off that we've, that we've sent to them, you know, that 147 00:09:03.219 --> 00:09:05.450 they, they've been researching them highlighted and stuff and so it just 148 00:09:05.460 --> 00:09:08.280 makes the, the interaction with the sales rep so much different, you know, 149 00:09:08.289 --> 00:09:10.539 in the home. But yeah, people, people love getting the videos, man. I mean, 150 00:09:10.549 --> 00:09:15.809 we, we, we have a very, I mean, our, our open rate um, as far as getting it 151 00:09:15.820 --> 00:09:19.000 via taxes in the high nineties, I would think it was like 96% as far as people 152 00:09:19.010 --> 00:09:22.349 actually open the video and then our engagement with at least one article or 153 00:09:22.359 --> 00:09:23.989 one piece of content is in the high eighties. 154 00:09:25.710 --> 00:09:30.020 Did you, were you, you were tracking, um, is it, is it something you were 155 00:09:30.030 --> 00:09:30.679 tracking, 156 00:09:31.859 --> 00:09:37.619 uh, appointments accepted for in home visits? Is that um, yeah, so we, we, we 157 00:09:37.630 --> 00:09:41.010 look at appointments set. So, so again, the video that doesn't necessarily help 158 00:09:41.020 --> 00:09:43.840 a lot with the appointment being set, it helps with the retention of the 159 00:09:43.849 --> 00:09:46.950 appointment. And so again, we've post appointment being set. Our, our 160 00:09:46.960 --> 00:09:51.130 cancellation rate is, is, is incredibly low. Um Typically, our industry, you 161 00:09:51.140 --> 00:09:55.460 know, has a 25% of cancellation rate that we're, we're, we're ok with and so 162 00:09:55.469 --> 00:10:01.190 we're, we're in the, you know, sub 10, about about 99 to 8 8% cancellation 163 00:10:01.200 --> 00:10:03.539 rate from the appointment being set to the time ourselves up runs it. 164 00:10:04.979 --> 00:10:08.679 Is that something you, you could quantify before and after video? 165 00:10:08.690 --> 00:10:11.719 Absolutely. Yeah. And, and we were, we were in the twenties, I mean, we, we, 166 00:10:11.729 --> 00:10:16.130 we literally cut it in half twenties to tens. That's huge. That's more 167 00:10:16.140 --> 00:10:17.880 opportunity. Absolutely. 168 00:10:19.280 --> 00:10:23.179 That's great. Yeah. And in, in the season we're in now too, right? I mean, 169 00:10:23.190 --> 00:10:26.950 it's just, it's a weird economic time and so, you know, we like everybody 170 00:10:26.960 --> 00:10:29.059 else. I mean, we're, we're struggling to get leads in the door, right? I mean, 171 00:10:29.070 --> 00:10:33.250 it's just, it's tough, it's expensive. And so by leveraging video though, it, 172 00:10:33.260 --> 00:10:36.450 it allows us to truly maximize every opportunity. And so we've started 173 00:10:36.525 --> 00:10:39.945 leveraging video now going back to appointments that were I'm sorry, leads 174 00:10:39.955 --> 00:10:43.474 that came in that we may, we may maybe never converted into an appointment and 175 00:10:43.484 --> 00:10:46.534 just doing personalized videos to those and trying to rehash those. And I mean, 176 00:10:46.544 --> 00:10:49.864 there's just, there's so many ways we're not leveraging video now that we 177 00:10:49.875 --> 00:10:52.265 have plans for leveraging in the very near future. 178 00:10:53.390 --> 00:10:57.590 Yeah, it's it's that uh grabbing attention, building trust and rapport 179 00:10:57.599 --> 00:11:01.489 showing transparency. These are all the things that are that video helps out 180 00:11:01.500 --> 00:11:02.289 with. For sure. 181 00:11:03.469 --> 00:11:07.520 Are there additional features? I I want to ask this question or improvements 182 00:11:07.530 --> 00:11:11.049 you'd like to see with quick page? Like what would help you guys be even better? 183 00:11:11.059 --> 00:11:16.489 I think you had mentioned or maybe it was Mike Delao, you sent to us. That is, 184 00:11:16.500 --> 00:11:19.250 I think I'm pretty sure it was him. He's like, hey, if you guys can like 185 00:11:19.260 --> 00:11:23.530 figure out the proposal and getting this signed off inside a quick page, 186 00:11:23.539 --> 00:11:28.299 like we would, that would be a big feature improvement and we would use 187 00:11:28.309 --> 00:11:32.200 you even more. Yeah, I, I would say that that'd be, that'd be a nice have 188 00:11:32.210 --> 00:11:35.150 and I, yeah, I know Mike's selling process pretty well and so that would 189 00:11:35.159 --> 00:11:38.859 definitely be very beneficial for them. Um And his company, um I'm not sure it 190 00:11:38.869 --> 00:11:42.880 would be huge for us, you know, I, I think for me is, you know, where the 191 00:11:42.890 --> 00:11:46.440 process, I think I told you when we talked, you know, earlier is we're in 192 00:11:46.450 --> 00:11:51.989 the process of looking for a new CRM for our uh for our um business. And so 193 00:11:52.000 --> 00:11:54.909 obviously, the new catch phrase is like, hey, what's part of your tech stack? 194 00:11:54.950 --> 00:11:59.049 And so, um you know, we got to narrow down to three Cr MS right now. And so 195 00:11:59.059 --> 00:12:01.549 that'd be the biggest thing for us is, is, is how do we integrate and, and how 196 00:12:01.559 --> 00:12:06.039 do we make quick page part of that CRM to where it's because we have so many 197 00:12:06.049 --> 00:12:09.260 ancillary platforms and tools right now, we're always hopping in and out of 198 00:12:09.309 --> 00:12:11.700 platforms. So that'd be the one thing I think that would be the biggest for us 199 00:12:11.710 --> 00:12:14.719 is how do we integrate quick page into the into the CRM that we we, you know, 200 00:12:14.729 --> 00:12:17.489 select and there, there, there, there are three very big ones. So it should 201 00:12:17.500 --> 00:12:21.440 not be a hard. We got you, we got you, we're doing integrations like our 202 00:12:21.450 --> 00:12:25.469 integration team is working around the clock. So we got you. Uh I can't wait 203 00:12:25.479 --> 00:12:27.609 to, to help you with that as well. Yeah. 204 00:12:28.789 --> 00:12:33.179 What OK. Two last questions, I mean, they kind of let's see what specific 205 00:12:33.190 --> 00:12:36.479 pain points in the home improvement industry does the use of video address? 206 00:12:38.580 --> 00:12:41.719 Yeah. So the, the the biggest thing and again, I'm not sure that certain people 207 00:12:41.729 --> 00:12:46.479 would agree with me, but, but for me, the relational side of things is huge. 208 00:12:46.489 --> 00:12:49.979 Um It, it breaks on that barrier and you mentioned transparency, which is, 209 00:12:49.989 --> 00:12:53.489 which is one of my favorite words. Uh We're, we're really, really bad about 210 00:12:53.500 --> 00:12:56.479 it in this, in this industry and I know your background with, you know, car 211 00:12:56.489 --> 00:12:59.109 sales and stuff is, is is very similar, right? Is, is they're known for not 212 00:12:59.119 --> 00:13:03.049 being transparent. Um And so yeah, that, that's really the thing for me man is, 213 00:13:03.059 --> 00:13:07.900 is this the transparency. Um you know, we talk a lot internally about being um 214 00:13:07.909 --> 00:13:12.960 relational versus transactional. And so our desire is to build a rating fan 215 00:13:13.130 --> 00:13:16.729 that sticks with this long term, right? And, and so, you know, our growth model 216 00:13:16.739 --> 00:13:19.530 is not to grow geographically. Our growth model is to continue to add 217 00:13:19.539 --> 00:13:22.400 additional services that are beneficial to the homeowner. So if I have a great 218 00:13:22.409 --> 00:13:25.950 experience with you from the very first time that you call when I'm in your 219 00:13:25.960 --> 00:13:29.570 home, when I do the install and get leveraging the video across all those. 220 00:13:29.580 --> 00:13:33.229 I built a relationship with you and you're going nowhere. You know me, you 221 00:13:33.239 --> 00:13:36.979 like me, we did great work for you. And so, I mean, we're, again, I hate using 222 00:13:36.989 --> 00:13:39.150 the word family but I mean, that, that's the relationship we want to 223 00:13:39.159 --> 00:13:42.280 build where people are just raving fans about who we are and what we do in 224 00:13:42.289 --> 00:13:46.570 video bridges, that gap so easily. It really does. And you, I like what you 225 00:13:46.580 --> 00:13:50.820 said earlier, how your team will do some creative things with the videos. 226 00:13:51.049 --> 00:13:54.380 It's people wanna do business with a person, they wanna do business with 227 00:13:54.390 --> 00:13:56.919 someone who has a personality, they don't wanna do business with the 228 00:13:56.929 --> 00:14:00.340 company, they don't wanna be sold, they don't want anything scripted. It's kind 229 00:14:00.349 --> 00:14:04.280 of why we stayed away from some editing tools. It's like just speak from the 230 00:14:04.289 --> 00:14:07.010 heart and they're gonna, they're gonna go with you. 231 00:14:08.210 --> 00:14:11.440 I'll send, I'll send it to you not to cut you off. I'll send to you after the 232 00:14:11.450 --> 00:14:14.549 uh our, our call. But one of my favorite videos I've actually, it's 233 00:14:14.559 --> 00:14:17.570 part of my presentation when I actually talked about you guys, which again, you 234 00:14:17.580 --> 00:14:21.549 knew nothing about. So we talked. But, um, one of my favorite videos is from 235 00:14:21.559 --> 00:14:24.659 our sales rep and it is post appointment and he was, he was, he was, 236 00:14:24.669 --> 00:14:28.340 uh, presenting doors to the homeowners. So it's very hard to demo a door in the 237 00:14:28.349 --> 00:14:31.659 home, right? You have maybe a cut away sample some pictures. So after his 238 00:14:31.669 --> 00:14:34.210 appointment, he, he drives up to our showroom here, we have a bunch of doors 239 00:14:34.700 --> 00:14:37.510 and he records like just the most fantastic video of the home or a minute 240 00:14:37.520 --> 00:14:41.000 and a half video. He's like, hey, when you walk in our showroom to the left 241 00:14:41.039 --> 00:14:43.989 hand side, you'll see all of our door samples. Here's the door you were 242 00:14:44.000 --> 00:14:47.450 looking at, hey, please stop by, you know, come check this door out and I 243 00:14:47.460 --> 00:14:50.130 mean, no one asked them to do that again. It, it's getting creative and of 244 00:14:50.140 --> 00:14:52.309 course, and that, I mean, that that appointment resulted in a sale. I mean, 245 00:14:52.320 --> 00:14:55.909 that homeowner was just blown away at the fact, I mean, they came up the next 246 00:14:55.919 --> 00:14:59.650 day look at the door and, you know, contacted Rob our sales rep and, and, 247 00:14:59.659 --> 00:15:03.500 and bought from him. And so it is of the big things. Yeah, man. Absolutely. 248 00:15:03.510 --> 00:15:06.280 And so it, it's, it's how do you show it off? How do you show that man? This 249 00:15:06.289 --> 00:15:08.960 guy went the extra mom and he went back up to his showroom that half way across 250 00:15:08.969 --> 00:15:12.489 town and, you know, made sure I knew where the door were at and, you know, 251 00:15:12.500 --> 00:15:15.739 because I go look at him and touch him and feel him myself. That is a great 252 00:15:15.750 --> 00:15:20.140 story, you know, video because so if you were using video 253 00:15:21.479 --> 00:15:26.340 in the customer's mind, it feels like the extra mile VIP treatment when 254 00:15:26.349 --> 00:15:30.109 really it's cutting, you know, it's cutting time down for you guys. It's 255 00:15:30.119 --> 00:15:36.080 making your process more efficient and it's, it's just faster. I, I prefer, I 256 00:15:36.090 --> 00:15:38.719 mean, obviously there's still a place for text and emails and whatnot, but 257 00:15:38.729 --> 00:15:41.549 you're building that relationship, there's nothing more powerful than a 258 00:15:41.559 --> 00:15:44.750 video and you communicating your confidence, your personality, your 259 00:15:44.760 --> 00:15:49.250 certainty, all the things that you're, what's your sales people can use all of 260 00:15:49.260 --> 00:15:53.469 their skills. Yeah, in our, you know, our, our sales reps much like anybody 261 00:15:53.479 --> 00:15:57.429 in this industry that 100% commission, right? And so, you know, they'll get 262 00:15:57.440 --> 00:16:00.619 between two and three appointments a day. Why wouldn't you take three 263 00:16:00.630 --> 00:16:03.780 minutes of your life to like increase your closure by eight points? I mean, 264 00:16:03.789 --> 00:16:07.239 that's just, it's ludicrous. Right. I mean, I mean, if you don't leverage the 265 00:16:07.250 --> 00:16:09.590 video, you're, you're just missing out on your part. I mean, it's three 266 00:16:09.599 --> 00:16:12.869 minutes of your life to, you know, increase your revenue. I mean, come on. 267 00:16:13.330 --> 00:16:18.119 Why, why wouldn't you do it? Well, the fear of video I think is still, you 268 00:16:18.130 --> 00:16:26.690 know, and 100%. Have you seen that with one? Well, I, I typically men don't 269 00:16:26.700 --> 00:16:30.289 really admit to the fear of video, they'll make another excuse up. But 270 00:16:30.299 --> 00:16:34.090 when it comes down to it, it is that self image thing video feels like it's 271 00:16:34.099 --> 00:16:38.549 something permanent out there. Have you seen this? And what do you, how do you 272 00:16:38.559 --> 00:16:42.659 coach people to overcome that? Yeah, so it's really twofold, right? Yeah, 273 00:16:42.669 --> 00:16:45.309 because we did see it right? Because because initially the problem we ran 274 00:16:45.320 --> 00:16:48.729 into is these guys are recording what we call what I call Evergreen videos. 275 00:16:48.739 --> 00:16:52.020 It's, it's, it's generic enough to kind of feel personal, but we're not 276 00:16:52.030 --> 00:16:55.669 mentioning anything personal about them. And so, you know, a lot of our guys 277 00:16:55.679 --> 00:16:58.109 would set up, you know, their camera at the perfect angle. So you avoid the 278 00:16:58.119 --> 00:17:01.429 double chin and the, you know, the the the the selfie mode that kind of scares 279 00:17:01.440 --> 00:17:05.180 you when you flip it on your phone by accident. And um you know, it was just 280 00:17:05.489 --> 00:17:08.520 one coaching that better understand angles and, and doing role playing. I 281 00:17:08.530 --> 00:17:11.810 mean, one thing our sales leader does a great job of is he's, I mean, he 282 00:17:11.819 --> 00:17:15.959 facilitates role play for three hours every Thursday with our sales team. And 283 00:17:15.969 --> 00:17:19.750 so making video recording part of the role playing was, it was a big part of 284 00:17:19.760 --> 00:17:22.999 it. And, you know, it sounds silly and maybe, and heavy handed. But it's, it's, 285 00:17:23.009 --> 00:17:27.519 it's a nonnegotiable. Right. It's, it, it's, you know, we, we're providing you 286 00:17:27.529 --> 00:17:29.588 these leads, we're swinging of the company's money to provide you with 287 00:17:29.598 --> 00:17:32.968 these leads. Like this is the one thing we ask is, is make sure that you take 288 00:17:32.979 --> 00:17:36.910 the time to do a personalized video, both pre and post appointment and it 289 00:17:36.920 --> 00:17:40.310 becomes easier over time. I do remember that myself and I always try to 290 00:17:40.319 --> 00:17:44.079 remember that so I can relate to the newest person doing video because it is 291 00:17:44.089 --> 00:17:48.829 a struggle. You overthink that little guy in your head starts taking over and, 292 00:17:48.839 --> 00:17:54.400 and uh so my thing is the way I help people is like you have a delete button, 293 00:17:54.430 --> 00:17:59.339 you can delete that thing. Don't know in your mind, you're making a video, 294 00:17:59.640 --> 00:18:02.750 just be yourself and you can always delete it if you don't like it and that 295 00:18:02.760 --> 00:18:06.430 really takes pressure off. Yeah, it really does. Yeah, I'm gonna steal that 296 00:18:06.439 --> 00:18:12.479 one. Yeah. Uh big time and I, I sat in a park one time. I was, I was trying to 297 00:18:12.489 --> 00:18:16.250 share, I, I got part of a mastermind and I was gonna share with they were 298 00:18:16.260 --> 00:18:19.859 super in, you know, in my mind I put way up on a pedestal and I wanted to 299 00:18:19.869 --> 00:18:23.040 talk to him about quick page and I sat in a park for, I don't know, maybe four 300 00:18:23.050 --> 00:18:28.260 hours. I made 300 videos, swear to you. And I'm like, I'm the one that created 301 00:18:28.270 --> 00:18:33.030 this stupid tour. And I finally, I'm like, how am I gonna? Like, I just 302 00:18:33.079 --> 00:18:38.489 deleted 300. I can delete the next one. Maybe I just try being myself. That was 303 00:18:38.500 --> 00:18:43.719 the thing that just changed my life. So, something so simple. Um What advice? 304 00:18:43.729 --> 00:18:47.390 Last question, what advice would you give other home service companies? I 305 00:18:47.400 --> 00:18:51.530 know you're doing this uh, service companies considered to adopt quick 306 00:18:51.540 --> 00:18:52.489 page video. 307 00:18:53.760 --> 00:18:56.800 Yeah. So for any company not in San Antonio that's selling one that's in 308 00:18:56.810 --> 00:19:01.660 Georgia. No, no, II, I love competition. No, I mean, it's here, just do it. I 309 00:19:01.670 --> 00:19:05.030 mean, it's, I mean, like you said, I mean, we think of so many excuses, 310 00:19:05.040 --> 00:19:09.140 right? It's hard, it's cumbersome. You know, the team's not gonna like it and 311 00:19:09.150 --> 00:19:12.359 it's not my quote man. But pick your hard. Right. Right now, it's hard to 312 00:19:12.369 --> 00:19:15.130 get leads right now. It's hard to close deals. Like, like why would you not 313 00:19:15.140 --> 00:19:18.910 take a minute of your day to three minutes of your day to, to increase 314 00:19:18.920 --> 00:19:21.939 your odds and, and close any more deals? I mean, it's just, it's a no brainer. 315 00:19:21.949 --> 00:19:25.400 So, I mean, it's just, I'm a no nonsense, no sees kind of guy and it's 316 00:19:25.410 --> 00:19:27.599 just like, just, just go out there and start doing it. I mean, 317 00:19:28.699 --> 00:19:32.329 it's probably one of the most user friendly platforms out there as far as, 318 00:19:32.339 --> 00:19:37.099 I mean, our, our, um, sales guys are not tech savvy by any means and the 319 00:19:37.109 --> 00:19:40.469 fact that they, they can all use it very easily. I mean, it's, it's, it's, 320 00:19:40.479 --> 00:19:41.719 yeah, it's just a no brainer. 321 00:19:43.479 --> 00:19:48.459 Ryan. Thank you so much for your time. This I love the way that you spoke 322 00:19:48.469 --> 00:19:52.410 about. Uh your your replies, your answers were just really awesome and on 323 00:19:52.420 --> 00:19:56.449 point, truly, truly appreciate you. If there's anything that we can ever do 324 00:19:56.459 --> 00:19:59.939 for you, just let us know if you ever want to invite me to anything I'm here. 325 00:20:00.920 --> 00:20:04.869 Well, that will that happen? Yeah. Yeah, for sure. And I just thank you and 326 00:20:04.920 --> 00:20:08.540 we're, we're all ears listening to what you guys want when you get to that 327 00:20:08.550 --> 00:20:13.109 point in the CRM. And if you want some like our, I would put our, our tech 328 00:20:13.119 --> 00:20:18.140 team, uh our product team up against anyone. I really shine. We might be 329 00:20:18.150 --> 00:20:21.699 lacking in some other areas, marketing wise, but telling our product and our, 330 00:20:21.709 --> 00:20:25.609 our dev team is solid. So if you ever just, hey, can we do this or you have 331 00:20:25.619 --> 00:20:30.810 any questions about some technology? I'm sure you got a team but uh run it 332 00:20:30.819 --> 00:20:35.949 by us is another voice for direction. So to you man, have a great day. Thank 333 00:20:35.959 --> 00:20:37.959 you for your time. Take care, talk to you soon. Bye.