#186: Marcus Sheridan—The Simple Formula for Becoming the Most Trusted Voice in Your Industry

Pain is such a catalyst for innovation. (upbeat music) Welcome to the Business Made Simple Podcast, brought to you by the HubSpot Podcast Network. I'm James Sweating, and I'm Bobby Richards. Welcome back to this series centered around helping you become a better business owner. We're focusing these episodes around strengthening the six main parts of your small business, leaning into a metaphor you've heard us say in the past, build your business like an airplane. The cockpit of the plane is your leadership. The right engine is your marketing. The left engine, your sales. The wings of your products, overhead is your management and operations, and the fuel tanks are your cash flow. When you strengthen and develop these six parts of your small business, your small business, we'll take off. Now in today's episode of the series, it's all about your marketing, the right engine of the airplane. Your customers have questions, but if you're not answering them on your website, log, emails, or podcasts, they're gonna go somewhere else to find the answers, and you'll miss out on an incredible opportunity to build trust by becoming the go-to voice in your market. Today we're talking with Marcus Sherrod and author of They Ask You Answer. Marcus has built his entire multi-million dollar business purely on obsessing over the questions, concerns, and problems customers have by answering them as honestly and completely as possible. And today he shares so much, including the five main subjects your customers are researching the most when it comes to buying your products and services, and how you can address them starting today to earn their trust. We're grateful you're spending this time with us, and can't wait to help you become a better business owner with Marcus Sherrod in right after this. 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And I actually thought we were going to have a great year that year, and I was feeling really confident, but that crash just annihilated this swimming pool industry, because the way people get loans for pools is generally second-world-gauge home equity line. Right. So when the real estate market burst, nobody could get loans. It was really, really brutal. I remember within the first 48 hours of the crash, we lost five deposits of people that had put down a deposit on the pools at Hey, we're going to get a pool and had to withdraw because of what was happening with the economy. So that was about a quarter million dollars and losses in the first 48 hours. And then over the coming weeks, it got worse. And worse, about January of 2009, I was pretty confident that we were going to find bankruptcy. But the problem was, as those small business owners listening to this can probably very much relate to, is my home was tied to my business, my business partner's homes were tied to their businesses. And so we were going to lose our homes. We were going to lose our employees, of course, and I want to do that. And so we had to figure out how to get back over that edge. But that's the beauty of pain. Is it forces us outside of our comfort zone? And occasionally we might say, yellow and do something really extraordinary. So when you were screaming yellow to the skies, what did that lead to? I just got to re-emphasize that. And we live a life so often, especially in business, where we can get fat happy and we stop doing the little things that make a big difference. And oftentimes we have just like these urges and prime things of like, yeah, I should probably do that. But we just don't do it because we're playing the safe game. Well, because I had nothing to lose, and it looks like we're going to lose anything anyway, that's when I started to really just-- it was during the times I was like, you know what? I am changing the way that I behave online. I'm changing the way that I buy, the way that I shop, the way that I research. And so I started to research online inbound marketing and content marketing. The first main place I went to was HubSpot's website. And that was the moment I said, oh, yeah. So what you're telling me here is if I just take all the questions that our customers tend to ask us. And I address those on our website on this thing called a blog, then I might say my business. So it's like, OK, I can do that. So I said to my team, I said, OK, so here's a deal. We're going to become the best teachers in the world when it comes to Firebase One Plus. We're going to become the Wikipedia of Pools. And I can recall brainstorming one evening every single question I'd ever been asked for the years about in this context, Firebase One Plus. And I had like over 100 questions. And then one by one, every single night, literally from like 10 PM to one in the morning over the next couple of years, I would address those through text through video. And we became the most traffic swimming pool website in the world and say the business. And it's just been utterly life changing. Wow. Wow. What was that time frame? I don't want to get in the weeds too much. But I'm just curious. When you set that up, when you made that decision, when you said, we're going to have a teacher mindset. What was that time frame from when you decided and started implementing that to when you saw that success that you were just talking about? We started in March of 2009. That was the first article that I wrote on the site. And within six months, I said, oh, yeah, I'm on something. And by the skin of our teeth, we made it through that year. And by 80 months, I said, oh, we've got this. This is gold. All of a sudden, my mind just was expanded. It was almost like I was that kid again playing Super Mario for the first time, literally. And you probably remember that. I mean, 100%. But what probably was the coolest period of time is when I started to notice the patterns of what people research, what resonates. And of course, in the book, this became what is known today as the big five. Big five, yeah. Like if you said to me, what is at the core of the ask you answer, which from a principal perspective, it's just an obsession with the questions, worries, fears, behaviors, the barriers. But like a framework at the core is definitely a big five. Yeah. And before we-- that's a great tease. Before we get into what that big five is, I'd love to go to the importance really of trust. Speaking to the small business owner, listening, how important is it to build trust? I tell people all the time, listen, if you even become the most trusted voice in your market, the most trusted brand in your space, within the ask you answer isn't for you. Because if you look at the way so many people build a business, they build it on platforms that are finite, they come and go. So Facebook is going to come and go. Google is going to come and go. And a lot of people are freaking out right now. Those that have just been only doing SEO for a long time, they're like, oh, gosh, what's happening? And that's because if you build a business on platforms, it is always going to be finite, whereas if you build a business on principles, well then you're built to last. Because you take what comes next and you apply the principle to it. So if you say, we are going to become the most trusted brand in our space, which by the way, that is the one singular thing that all businesses have in common. So today for those that don't know me, I travel full time speaking at different events, different conferences, different companies. And I can tell you this, every company, every industry, they think they're different, they think they're special. There's one thing though that binds all of us together. And that is you guys are in the business of trust. I am in the business of trust. And trust is the battle that will after every single day. So no matter what happens with AI, no matter what happens with any new digital platforms, trust is going to be fundamental to your business in five, 10, 20 years. That's a big, big deal. And if you can always remember that, then you don't have to debate in the boardroom. You don't have to say, well, I don't think we should talk about that. I don't think we should do that. I don't think we should produce that video. No, boy, let's turn into a flexible question. Yeah, but if we did this, if we did it, would it induce more trust? And then if the answer is yes, then the answer becomes, OK, well, then how can we do it? Which really drives all of this framework that is they ask you answer. Because if you don't start from that point, which is where I'm James and Glad you bring that up. If you don't start from there, you're going to come from this place. This won't work for us. We're different. We're special. We're a B2B service based business, which is the worst phrase in the history of the world. I got to say one thing about that. It is so intellectually lazy to sit there and say, but our business is different. That is the laziest of phrases in the companies that are saying that are not doing incredible things in their space. I can promise you that. What a wake up call, man. Here's the thing that just stuck with me, too. That idea of when AI is feels like AI is coming nip and everybody's heels, the idea of trust, that's the one thing that now everyone's questioning is, can I trust this? Is this real? And so that idea of this is what you can build your business on. The platforms are going to come and go. All of this Facebook, Google, all that stuff is going to shift. It's going to change. It's going to pivot. And when you feel like you've got your business firmly grounded on that foundation, you're going to get hit with an earthquake. But trust is always going to be constant. It's always going to be steady. And anchoring your business in that is huge. Yeah, and plus right now, Bobby, if you look at it, we've got a trust recession right now. It's like, does anybody trust anybody at all? It's like, we don't trust the government. We don't know. trust brands, we become a very untrusting society which is really really sad. And so, you know, it's actually not incredibly hard to innovate today. If you're just more transparent than the market, then your competitors, if you're willing to say that which others are not willing to say, show that which others aren't willing to show, selling away others aren't willing to sell, you're going to be way more human and you're going to drive that trust. And that again, it's built to last. The Hustle Daily Show hosted by Juliet Bennett Ryla, Rob Litterst, Ben Berkeley, and Mark Dent is brought to you by the HubSpot Podcast Network, the audio destination for business professionals. The Hustle Daily Show brings you a healthy dose of irreverent, offbeat, and informative takes on business and tech news in every episode. In fact, go check out this one. It's called How the Top 1% of podcasts are making all the money. The gang breaks down how Joe Rogan's Spotify deal back in 2020 for 250 million opened up the gates for other podcasters to grab multi-million dollar deals. So in this 20 billion dollar podcast industry, is there really any room for smaller creators to actually make money? Or is this economic bubble just sitting on the top? Go listen to find out. I know I'm gonna listen to the Hustle Daily Show wherever you get your podcasts. And now back to the show. So how about markets? We're focused on becoming the number one trusted source. How important is that then that mindset of a teacher, obsessing over customer questions, providing value, educating the market? How important is that mindset of a teacher as you move forward then? We've all had that teacher that we just left. And that's because it wasn't about them. It was about us as the student. And they changed our lives. And business is so often you can just smell the bias in the air. Right? You can always just like we've got this BS meter that we can just sense it. We see that it's they don't have our best interest at heart. Their messaging is really leaning one way. Whereas what everybody wants is they just really want the facts. And they want to be to be presented to them. And then they want us to back off as the business so they can make the decision. They want to feel like they're in total control. You know, the future of great marketing is providing this incredible amount of information. And then backing off and allowing them to feel like my goodness, I am so grateful that I can do this. And they are the ones that provided this with me, whether they're getting it from Google or rather they're getting it from AI. Right? But that you are that original source. That's a big deal. It's crazy. Just how many companies refuse to answer the fundamental questions that buyers have. It's like the teacher that sees Johnny in the back is raising his hand. It's like, oh, oh, oh, and it's a legitimate question. And here she just never calls on Johnny. And he just stays back there raising his hand the entire class. There are many customers like that right now, potential customers in every single industry where they're literally going online or they're going on your website and they're trying to find the thing. Yet you won't give it to them because you're the teacher that won't call on little Johnny. And that's just not cool. It's not okay. And that's not what we signed up for as entrepreneurs. Right. Call little Johnny everybody. You're here and right now. I just love that. Call the little Johnny's out there. But you're so right. The customers have these questions and would have missed opportunity to not answer them in this way. Early on in our conversation, you teased the big five. Could you kind of take us through those more high level? But what are these these big five main subjects, consumers and businesses are researching? Yeah, it's amazing. When I really embrace, they ask you answer with the pool. So I started putting all these these answering all these questions through text and video on our website. And I started to see what was resonating. And then as I was having success, I started right about it. And then as I started right about it, other companies started to say, hey, can you teach me how to do that? And I noticed that they had the exact same five things that resonated. So there's five subjects that as buyers as consumers were obsessed with, we research all the time. Yet businesses don't want to talk about what are the five? They are as well. Those make on the big five as buyers consumers. We want to know how much is it? Can I afford this? Roughly, what are we looking at here? That's number one cost price. Number two, we want to know problems slash negative slash fears. How could this go wrong? How could this blow up in my face? Because when we get serious about buying something, we want to know what can go wrong. There's risk. Number three, we're obsessed with comparing stuff. Think about how many times you've compared one thing versus another online. You're a product versus another product. You're a method versus their method. Your brand versus another brand. Your company versus another company will constantly compare in things online. That's number three. Number four reviews, we're obsessed with reviews, of course. But the thing about reviews is we want to know the good, the bad and the ugly. That's what makes a great review. And the finally number five, we are constantly searching the best. And that's just the best, the best, the most, the worst, the cheapest, the most expensive, loudest, quietest, but extremes. We just call it the best. And these big five, they literally run the economy of search. This is how you and I make our decisions. We talk about how today's buyer is more informed and they've ever been in the book that the roughs on average 80% through that buyer's journey by the time they reach out to your company. So during that 80% they are just searching for answers. What are they looking for? Those five things. And again, I got to stress this, most companies are afraid to talk about those five things. In fact, 90% of the companies listen to this right now unless they're e-commerce, having them close to addressing costs on their website. Yeah, what do you think that is? There's three major reasons, but I'd be so glad you asked. Okay. All right. So at first major reason is we say things like, well, it depends. Every job is different. We have a very customized solution to which I would say to that, could you explain what drives the cost up? Could you explain what drives the cost down? Could you explain why some companies are expensive? Could you explain why some companies are cheap? And could you give a general sense for where you fall? Of course, the answer is yes. And that's the easiest one to explain most ignored. The old answer of it depends the second reason why companies don't like to talk about cost and price is they say, oh well, we tend to be more expensive. And if we're more expensive, we just might scare them away. But in reality, the thing that scares us away online isn't when somebody's willing to teach us the thing, explain value. Rather, it's when they ignore the thing. It's no different than if you're going to a new restaurant tonight and you want to be a great experience, you go beforehand, you look at reviews, you look at their website, you go to the menu, and if you go to the menu and there is no pricing, guess what? 80% of all people won't go. It is not because they can't afford it, but it's because the moment they let the menu blank, they planted a seed of that. And what's sad is I just gave that example and somebody's listened to this podcast right now saying, but that's a restaurant. That's not my business. That's psychology went on. That's how it works folks, right? And the third reason why we say we don't want to talk about cost and price, we say things like well, we don't want our competitors to see it, which is ridiculous because if I go to anybody that's been in the game for any period of time, especially a salesperson, I say, do you have a sense what your competitors charge? They're going to say, of course we do. And so if you have a good sense as to what your competitors charge, it means they have a good sense as to what you charge. This is the big secret non-secret everybody acts like nobody knows what everybody's charging, when in reality, everybody's got a pretty decent sense as to what everybody else is charging. Besides that, when was the last time your competitors paid your bills? I mean, come on folks. And so the reason of it depends, the reason of it will scare them away. The reason of, well, we don't want to share it with our competitors. It's fundamentally false. It is not aligned with the way psychology works. And if you're just willing to lean into this and the perks of it is, and I got to show this really quick story, yeah, I was the first company in the world that thoroughly explained online how much does an ingram pool and how much does a fiberglass pool cost. So the first articles that I produce on my website. And because we use HubSpot, we have advanced analytics and tracking. I know the amount of people that have viewed that, which by the way is now in the millions. I know the amount of people that have converted from it, all right, which is into thousands. And I know the amount of people that have had a sales appointment that landed on that article originally. And they amount of people that have bought and I know the value. And for the one, my one little company in Virginia, it became a national company, by the way. But for the one company in Virginia where this all started, that's generated over 35 million dollars in sales that we would not have had how we'd not been willing to address it. And we never said, here's exactly what it cost. But we explained the thing and we did it really, really well. And that's the key. Because if you don't explain value, who will? They're going to learn it from your competitors. And then I don't know about you. But I'm not down with that. The idea that my competitors would teach them something that I want to know. I want them to know and understand for me is crazy. And so, yeah, that's powerful, baby. That's how it works. Yeah, it is. 35 million dollars attributed to that. And you're saying to that blog post to that one. Yeah, it took me 45 minutes to write a kitchen table. That's the thing. I have almost up to a million dollars a minute. Oh my God. And you mentioned that in the book. There's a line that's like content never sleeps like there you go right there. It's still working for you. This is blowing my mind. I'm loving this. Here's the thing is that I'm just calling out to I feel like markets. There's a handful. If not, the majority of our audience, if if they're commuters, you know, going to work listening to the show, they pulled over and are going, oh my God. If it's any reflection of the studio here, our producer Sam's back there going, this is great. So Marcus and we'll listen to real quick. Marcus goes into all this much more in depth too. So inside the book, get the book. They ask you answer. If you haven't read it, get the book. It's all in there. Marcus, how would you say kind of these real quick, these big five? What are some kind of easy content creation wins that a small business owner and their team could take to educate the market using these big five. 100% yeah. So let me. give you one of the most advanced ways that you could do this right now. This is a total game changer. It's a mega trend. It's not actually a piece of content per se, although it is. And AI is going to actually be tapping into this. But one mega trend is self service. So self service comes from what's happening with today's bar. Gardner recently did a study that said 75% of all bars would prefer to have a sour free sales experience, which pretty crazy, isn't it? And so that means you can complain about and say, oh, it's in the world. Or you can say, well, how do we take advantage of the trend? Well, the trend is I want to feel like I'm a control of that experience. Well, let me give you an example of how you can do that. We were the first manufacturer in the world of fiberglass pools to put a pricing calculator on our website. So it allows you to build and price your pool. And when you do this, you get a range and estimate at the end. Now, we can't set the price because the dealer, the end dealer is going to set the price to the consumer. But we as the manufacturer can at least give them a range. That toll alone gets one to 200 leads a day during the summertime. Now, another quick story on this, I had a client come to me recently in a said, Marcus, you know, we have a pool company. It's in Arizona. We're struggling a little bit. We have in the next three months, we generate 75% of our leads for the year. What can I do right now to generate more leads right now? I said, no, brain or pricing calculator. But nobody's ever done that in this space. I said, well, pool is a tenant like that's fabulous. I'm like, guys, tell me if you just put a pricing calculator on your website, it's going to change your life. Now, keep in mind, 2024 for the home improvement space is down from 2023. And so their leads should be down. Last May, they got 200 leads. This may, once they installed the pricing calculator, they got 400 sales qualified leads. And their sales team is ecstatic. That's something that you can do today to start immediately generating revenue. And that's the big five that's cost. Now there's others, right? But that's something that you can do today to start taking more advantage of the people that are on your website right now. It's so easy to do. In fact, it's so easy. I built a tool called priceguide.ai. It's an ad driven pricing calculator tool that you can build and install a pricing calculator on your website. And you can do it in less than 15 minutes. Well, we dipped our toe in a little bit earlier going like, hey, it's all about trust. It's all about having that teacher mindset. Going a little deeper into that, what does trust look like diving in headfirst into this age of AI? Yeah. So let me start first if I may, Bobby, with what it doesn't look like. So I love YouTube. And I have seen some things on YouTube that have driven my soul mad. For example, I have listened to over 1,000 hours, at least of Jim Roan content over the years. By the way, Jim Roan was Tony Robbins mentor before they were Tony Robbins, he's one of the great founders of a person development. Well, I saw you post on this on LinkedIn on this the other day. Yeah. Yeah. I love so much. And I saw on YouTube a phone now that had his image on it. And it said something like, ghosted them all. And I'm like, Jim Roan didn't say ghosted. I talked about it. Please. Right. And then I started listening to it. And as soon as I started listening to him, I'm like, you're using AI to mimic his voice. You're sorry suckers because that wasn't his content. He even said social media on that. Jim Roan never talked to media. Oh, yeah. Right. And so I'm listening to this. My blood is boiling because I want to write the biography Jim Roan one of these days. And so in a situation like that, I will never go to that website ever again. I will never engage with that company for as long as I live. The other thing that I'm noticing about my own behavior, I've stopped watching videos. And these are like, like, like educational videos. I've stopped watching videos where I couldn't see the face of the person at any point. So if it's only a voice video, and I'm not able to see a face and develop a relationship with the person, I'm at, I'm not going to watch it. I don't care how good it is or whatever I want to see who I'm learning from. Now, I do think digital avatars are going to get to the point where we are going to be able to have these incredible human-like interactions with a digital avatar digital human that looks and sounds just like me. And I'm all about that. But the caveat is this, if you come to Riverpool's website in 18 months, I'm going to give myself 18 months on this. You're going to find Avatar Marcus. It's going to look just like me. It's going to sound like me or one of my team members there. And it's going to say to you, thank you so much for coming to the website. Now, this isn't the real Marcus. This is his digital avatar, but I'm using his brain. And I'm trying to mimic his personality as much as possible. And so here's our options. I can answer any questions you have about Swampals or I can give you a real-time quote right now if you would like that. Which would you prefer? So that's going to be within the next 18 months. That's going to happen. But notice the caveat is this is AI. This is not the real Marcus. You know, when I see these companies already starting to brag about you can trick people and they won't even know it's AI. I'm like, that ain't cool. That's not okay. And you shouldn't be playing that game. And so to your point again, earlier, Bobby, I think we're going to enter an age where trust becomes such digital gold, if you will. And it's going to become a treasure for those that have vision. And it's going to be a great divide when it comes to brands in the American place. Business is small and large. This is going to be a big, big deal. Well, think about the blowback that those companies will get if they've been presenting content as if it was real and didn't do what you were saying, which is going, hey, I'm a digital avatar of Jim CEO. You know what I mean? And that's going to be a big, I got you a story. And then that'll be what the business is all about. No one's going to be focusing on the problems that that business actually fixes or the help that they could be offering to their customers. It's all going to be about, man, how can I trust you? Ultimately, as humans, we seek a connection. I'm not going to say that AI isn't going to allow us to feel connected, but that's got to be our driver as marketers, as business leaders. You got to connect with them on the front end during the 80% when they're vetting you to death. You got to connect with them in the sales process to bring it home. And then you got to connect with them afterwards to keep it going to build that referral engine, right? That's what we're trying to do. And I think if we're not careful, you know, we could lose touch with that. But I do believe we can use AI to enhance connection, not hurt it. So good. Well, Marcus, can you give us a little bit of just a teaser, if you will, on another's an updated version of the book in the works, made even have AI in the title, but any little teaser you can give us of what's coming out soon? Yeah, it'll probably, it probably will come out until November, December. And I would recommend if you're listening to this, the second version they ask you answer so, so different than with the third edition is going to be. And it's going to be really interesting for a lot of people to see the difference. The book actually has a new title. It's called Inless Customers, right? Because that's the payoff, right? That's the payoff. I have added so many very clear understandings of here's what the framework is. Here's exactly how you can follow it. I've gone back to all that IP and I've said, how do I framework it? How do I framework it? All of those frameworks are going to be found in Inless Customers. I think it's going to be a home run. I really do. I'm excited about it. Well, we're excited too. Absolutely. I'd love to have you back on the podcast at that point. Because I feel like we just got started. I know. I know. I know. Oh my gosh. Marcus, what an amazing conversation. I just want to say thank you. You know, on behalf of the business owner, like I said, that's probably still pulled over on the side of the road, just either frantically taking notes on their iPhone or going, oh, I need to go back. I need to write all this down for really just helping us understand the importance of having that teacher mindset and really, really, really at the forefront of all of it, leaning into trust and leaning into trust as the foundation of your business, how you're building it, how you're interacting with customers. So you get endless customers. And, you know, so grateful. So grateful to have you on. Need to have you back. Need to have you back for 3.0. Yeah. I would love that. Let's make sure we make it happen. If you're listening to this, make sure you check my link down. I'm a good follow over there. And you can also email me directly if you want to. Marcus at MarcusSharedin.com is the easiest email for folks to remember if you got a question. Marcus at MarcusSharedin.com. But I appreciate you to James Bobby. You're doing a great thing with this podcast. Any final thoughts that you would like to leave our listener with today as we wrap up our conversation? I would just say that it was such a low point for me in business in 2009. And I really was it was so bad that when I would get home in the evening, my wife wouldn't say how's your day because she already knew it was a pretty terrible day. But there's this phrase that I've come to appreciate so very much. And that is we often overestimate what we can do in a year and underestimate what we can do in 10. And if you're listening to this right now and you're struggling, set your goals. Yes. But see it learn term and see it through because your life can utterly change in 10 years and you can live a life that you never dreamt possible. I went from in 2009 thinking I was going to lose it all to in 2020 11 years later. We sold our business and I became a multi-millionaire. I'll never understand how that happens. But we stayed the course and we obsessed over the bar. And so I hope if you're listening to this, you don't give up on yourself, but just becoming credibly obsessive about noticing what's going on around you and not being afraid to follow that gut impression you have. Because buyers are changing and if you change with them, you're going to be ahead of the game because most businesses are so slow to change. James, that might have been one of my most favorite episodes of the show. What was it that stuck out to you? I think it was just that idea of really answering your customer's questions and that is your job. And it aligned so much with everything that's foundational about how this company was built on the story brand framework, which is being the guide. That's right. I think it's another way to think about that and also just a strategy that I was immediately going, oh my gosh, how can we really get super intentional for future programming of the podcast where we're going, okay, cool. Let's find a way to really funnel in the questions that our audience has. The small business owner is listening, submitting those and then really, really framing up episodes around answering and helping them solve those problems. I know the beforehand. This is you were already on team market, Sheridan. Oh, yeah. I was new to the party. I've since already listened to the audio book. I come to work every day going, James, I just listened to Marcus talk about this. You know, and I love it around to everyone just saying, I have the answer to your question. I have the answer to your question. I thought about it. No, but it's such, and I love just how simple it is. Customers have a question and you answer it. That's so simple. And I love that Marcus just gave us some practical ways that we can implement that and specifically when he got into talking about the big five, those five subjects that we can address to earn trust. And so I think there's our plan of action right there. Start with the big five. Absolutely. Absolutely. And the plan of action, the main takeaway from today's episode that you can immediately use to shape and grow your business. So wherever you are producing content, if you got that blog, if maybe it's just an email right now, maybe it's on your website, maybe you've got a YouTube channel, whichever medium you're publishing content on, address these five topics, cost and pricing, problems. Comparisons, best of lists and reviews. If you do those five, now you don't need to, you know, create them on a brand new medium. Oh, yeah, yeah. If you're all in on video, if that's how your customers find you and absorb all of the info that they need to learn about your products and services, then go all in on these videos. If you're posting on blogs, write articles. If you do podcasts, do these as podcast episodes, whatever the medium is, dive into that and you'll be amazed to see how that earns trust and drives more sales and grows your business. And like Marcus said, when you answer those questions, that is how you become a trusted voice in your market and drives those customers to come to you when they have a problem that needs to be solved. Thank you so much for listening to the Business Made Simple Podcast, where we are obsessed with helping you grow your small business. We'll see you next week. [Music]