In this episode, CF breaks down how to identify your perfect customer and learn what they truly care about before they ever need plumbing. You will learn how to answer their real questions, build trust early, and win leads without relying on the Google rat race.

💡 What You’ll Learn

How to define your avatar by identifying who buys, where they spend time, and why they take action

Why customers are not just buying plumbing repairs but buying comfort, safety, and peace of mind

How to market by answering customer questions first so you become the trusted local expert

⏱ TIMESTAMPS/CHAPTERS

0:23 Why avatar marketing matters in every trade
0:54 You are diagnosing the customer not just the plumbing
1:13 Why people finally call and what they actually value
1:29 Identifying who pays and where they spend time
1:45 What to say to people who are not looking yet
2:24 Reading the home and the situation to serve better
2:57 Understanding cultural expectations and customer experience
3:13 How great brands personalize service like restaurants and Disney
4:20 The golden rule who where and what to say
4:54 They ask you answer and why questions drive marketing
5:30 What homeowners really worry about before letting you in
6:20 Use team photos and videos to build trust before arrival
6:54 Become the advisor in your city by answering questions
7:26 Why entertainment and likability increase trust
8:21 Awareness is the real marketing strategy
8:37 How trust is built through impact not pressure
9:29 Small moments like shoe covers and respect create loyalty
9:44 Relationship building example using the turtle story
11:21 Why customers ask about pricing and how to address value
11:55 Not all products and installs are equal
12:29 The hidden gap when techs do not even offer upgrades
13:25 Why plumbing needs more education like other industries
13:56 Learn what works and apply the why behind it
15:00 Fighting broke fix mentality with education and options
15:16 Stop relying on Google and get known before they need you
15:40 Winning through kids pets community and organic trust
16:00 Why brand familiarity lowers lead costs and increases loyalty
16:19 Using a white labeled app to keep customers for life
16:51 Final recap know who where what and follow up to win

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