In this episode of Local Marketing Secrets, Dan Leibrandt interviews Tony Ricketts, founder and CEO of Lawnline Marketing. Over the past 9 years, Tony has grown Lawnline into one of the most recognized niche agencies in the country, serving more than 200 lawn and landscape companies and generating over $3 million in annual revenue. Beyond Lawnline, Tony is also the founder of Crystal Insights, a new AI-powered call analysis software, and Agency Titan, a platform in development to help digital marketing agencies manage their business and fulfillment.Dan and Tony explore Tony's journey from being a software engineer to running a generalist agency called Ricketts Web Design for 10 years before pivoting to Lawnline. Tony shares how his first niche attempt in real estate failed because it took too long for clients to see money from leads, leading to high churn. He explains why he chose lawn and landscape for his second niche, including the 600,000 potential clients between the US and Canada, quick cash flow for clients, and his personal experience working on a landscaping crew in college.The conversation covers Tony's strategy of being "the best known" rather than necessarily "the best" in his industry. He explains how attending trade shows and conferences helped build massive brand recognition, including strategically placing his booth next to Site One Landscape Supply at every show for 7 years until he secured an exclusive partnership deal making Lawnline their recommended marketing agency. Tony emphasizes the importance of giving more than you take and building relationships with other vendors serving the same customers.Tony introduces Crystal Insights, explaining how it started as an internal solution for better lead reporting at Lawnline. The AI software analyzes 40,000 leads per month across all clients, pulling 51 different data points from each phone call to determine qualified leads, call answer rates, customer questions, complaints, and employee performance. Tony reveals that his clients only answer about 70% of phone calls during business hours, meaning 30% of marketing budget is wasted on unanswered leads.Tony Ricketts, Founder of LawnLine Marketing:Facebook: https://www.facebook.com/tonyrickettsflLinkedIn: https://www.linkedin.com/in/tonyrickettsLawnLine Marketing: https://lawnline.marketing/Dan Leibrandt, Host of Local Marketing Secrets:Facebook: https://facebook.com/DanLeibrandtOfficial LinkedIn: https://linkedin.com/in/danleibrandt/ Twitter: https://twitter.com/DanLeibrandt Website: https://danleibrandt.com Local Marketing Secrets Platforms:YouTube: https://www.youtube.com/@LocalMarketingSecrets Spotify: https://open.spotify.com/show/1TCL0LhZbsJS6mzanqnnT1?si=224075c9fbda42f5 Apple Podcasts: https://podcasts.apple.com/us/podcast/local-marketing-secrets/id1741176782 Amazon Music: https://music.amazon.com/podcasts/e0bb5254-5d6c-4940-8211-085157cc1239/local-marketing-secrets Podcast Chapters:00:00 Introduction to Tony Ricketts06:34 The Importance of Niching Down 11:27 Strategies for Competing in a Crowded Market17:01 Building Brand Recognition Through Industry Events24:55 Introducing Crystal Insights: AI in Call Analysis28:04 Leveraging AI for Enhanced Lead Analysis40:06 The Future of Marketing: AI's Impact47:27 Final Thoughts#localmarketing #lawncare #homeservicebusiness #homeservicemarketing #homeserviceadvertising #localbusiness

In this episode of Local Marketing Secrets, Dan Leibrandt interviews Chris Dryer, founder and CEO of rankings.io, one of the top SEO agencies in the country specializing exclusively in personal injury law firms. Chris took a $15,000 loan and turned it into an 8-year consecutive Inc. 5000 company, helping some of the biggest law firms in the US dominate Google search. He's also the host of the Personal Injury Mastermind podcast and author of Niching Up and Personal Injury Lawyer Marketing.

Dan and Chris explore Chris's journey from teaching and playing online poker to running over 100 affiliate sites to building a powerhouse agency by going all-in on one niche. Chris shares how his competitive nature and deep focus on one variation of poker translated to business success, explaining his philosophy that everything he's been successful at has required extreme focus rather than spreading across multiple areas. He discusses reviewing 30-40,000 poker hands with coaches and how that lifetime of education shaped his approach to mastering niches.

The conversation covers the power of niching up versus niching down, with Chris explaining that focusing on one niche creates a perception of expertise and lifts your ceiling of opportunity. He emphasizes how product market fit constantly changes and becomes exponentially more complex with each additional market you serve. Chris shares how he chose the personal injury law niche after working at three agencies simultaneously and seeing the price points and value in legal marketing.

Chris dives deep into current local SEO strategies, revealing that Yelp reviews have become critically important because Microsoft licenses Yelp data, Apple Maps uses Yelp, and most LLMs cite Yelp in their responses. He explains that getting 20+ Yelp reviews with check-ins is now essential for ranking in listicles and AI-powered search results. Chris discusses the importance of superlatives, case results, and attorney entity optimization for ranking in LLMs, revealing that FAQ schema and structured titles absolutely work despite recent controversy.

Chris Dreyer, Founder of Rankings.io:

Instagram: https://www.instagram.com/chrisdreyerco/

LinkedIn: linkedin.com/in/chrisdreyerco

Facebook: https://www.facebook.com/chrisdreyerco/

Agency: https://rankings.io/

Dan Leibrandt, Host of Local Marketing Secrets:

Facebook: https://facebook.com/DanLeibrandtOfficial  

LinkedIn: https://linkedin.com/in/danleibrandt/   

Twitter: https://twitter.com/DanLeibrandt   

Website: https://danleibrandt.com 

Local Marketing Secrets Platforms:

YouTube: https://www.youtube.com/@LocalMarketingSecrets 

Spotify: https://open.spotify.com/show/1TCL0LhZbsJS6mzanqnnT1?si=224075c9fbda42f5  

Apple Podcasts: https://podcasts.apple.com/us/podcast/local-marketing-secrets/id1741176782 

Amazon Music: https://music.amazon.com/podcasts/e0bb5254-5d6c-4940-8211-085157cc1239/local-marketing-secrets 

Podcast Chapters:

00:00 Introduction to Chris Dreyer 

05:32 Lessons from Poker

08:30 The Concept of Niching Up

15:54 The Art of Choosing a Niche

23:00 Current Trends in Local SEO

26:30 The Landscape of Legal Marketing

32:29 The Importance of Online Reviews

38:22 Leveraging Social Media and Forums

44:23 Branding and Long-Term Strategy

49:31 Final Thoughts and Recommendations

#localseo #chatgpt #localmarketing #localbusiness #homeservicebusiness #homeservicemarketing #homeserviceadvertising #localadvertising #aio #seo #localsearch

In this episode of Local Marketing Secrets, Dan Leibrandt interviews Tim Kahlert, founder of Hypetrix, author of the Local SEO Bible, and one of the most active voices in the local SEO space. Tim is a contributor to Whitespark's local search ranking factors, a frequent writer for BrightLocal, and runs the largest local SEO community with over 100,000 members in his Facebook group. He's known for his no-nonsense approach to Google Business Profiles, his massive local SEO checklist, and his focus on what actually moves rankings in the real world.

Dan and Tim explore Tim's journey from being $20,000 in debt with only $5 in his bank account to landing his first client for $2,500 per month after spending 14-15 hours a day answering Google Ads questions in Facebook groups. Tim shares how he grew his Facebook group from 0 to 900 members in the first year through consistent daily posting in what felt like a monologue for six months, then exploded to 30,000 members in year two through relentless engagement and providing genuine value without expecting anything in return.

The conversation covers the top Google Business Profile ranking factors including keywords in the business name, primary category selection, consistent weekly reviews, and the service section. Tim reveals test results showing that adding specific keywords to the service section triggered local three-packs that didn't previously exist, but only for "near me" terms rather than the base keyword. He emphasizes that conversion rate optimization is just as important as rankings, focusing on above-the-fold optimization with keyword-relevant headings, USPs, clear CTAs with distinct colors, and social proof.

Tim discusses his approach to AI overviews and LLMs, explaining that good traditional SEO still works for AI overviews but ChatGPT results remain unreliable with frequent mistakes. He shares that he found 32 major errors in a single ChatGPT search for local businesses including wrong directions, wrong website links, and completely fabricated business information. Tim stresses that most business owners focus too much on rankings and not enough on conversions and profits, encouraging a focus on the full funnel from impressions to clicks to conversions to profits.

Tim Kahlert, Founder of Hypetrix:

LinkedIn: https://www.linkedin.com/in/timkahlert

Facebook: https://www.facebook.com/RealTimKahlert/

Community: localseohustlers.com

Hypetrix: https://hypetrix.com/

Dan Leibrandt, Host of Local Marketing Secrets:

Facebook: https://facebook.com/DanLeibrandtOfficial  

LinkedIn: https://linkedin.com/in/danleibrandt/   

Twitter: https://twitter.com/DanLeibrandt   

Website: https://danleibrandt.com  

Local Marketing Secrets Platforms:

YouTube: https://www.youtube.com/@LocalMarketingSecrets 

Spotify: https://open.spotify.com/show/1TCL0LhZbsJS6mzanqnnT1?si=224075c9fbda42f5  

Apple Podcasts: https://podcasts.apple.com/us/podcast/local-marketing-secrets/id1741176782 

Amazon Music: https://music.amazon.com/podcasts/e0bb5254-5d6c-4940-8211-085157cc1239/local-marketing-secrets 

Podcast Chapters:

00:00 Introduction to Tim Kahlert

06:07 Building a Successful Facebook Group

14:39 Common Questions in Local SEO

22:06 Optimizing Google Business Profile

25:46 Service Section Strategies for Google Business Profile

31:12 The Importance of Reviews in Local SEO

36:59 Navigating AI in Local SEO

46:09 Focusing on Conversions Over Rankings

#localseo #localseoexpert #localseoservices #localseotips #localmarketing

In this episode of Local Marketing Secrets, Dan Leibrandt interviews Joe Crisara, known as America's service sales coach and the creator of the Pure Motive Service System. Joe has helped thousands of contractors go from scraping by to running thriving high-ticket businesses by transforming how they sell and serve. He's the founder of Service MVP, author of the bestselling book "What Should We Do?" and one of the most respected voices in the home services industry.

Dan and Joe explore Joe's incredible journey from being $471,000 in debt with an average ticket of $92 to becoming debt-free and running a 25%+ net profit business. Joe shares how a pharmaceutical sales client named Dave taught him to offer premium, mid-range, and economy options, which completely transformed his business. He explains his signature pricing strategy where 15% of customers choose the top option, 74% choose the middle, and only 11% choose the bottom, resulting in 80-89% of customers upgrading.

The conversation covers Joe's Pure Motive Service System focused on quality, reliability, safety, health, and customer service with personalized solutions. Joe emphasizes that money should not be your master and explains the science of pricing by creating menu options that stack from premium permanent solutions down to basic fixes. He reveals that the key is presenting options without pushing, letting customers choose freely, which ironically leads to 95% closing rates.

Joe discusses the three keys to sales: character (doing what you say), competence (repetition and practice using the 5-5-5 method), and communication (creating and expressing value). He stresses that most service providers talk too much about how to do their work, essentially giving away their expertise for free and talking themselves out of jobs. Joe emphasizes going above and beyond by taking burdens off customers, like moving garage contents before floor coating or auditing businesses in person for SEO rather than having clients fill out forms.

Joe Crisara, Founder of Service MVP:

LinkedIn: https://www.linkedin.com/in/joecrisara

YouTube: https://www.youtube.com/c/JoeCrisara

Twitter: https://x.com/JoeCrisara

Service MVP: https://servicemvp.com

Dan Leibrandt, Host of Local Marketing Secrets:

Facebook: https://facebook.com/DanLeibrandtOfficial  

LinkedIn: https://linkedin.com/in/danleibrandt/   

Twitter: https://twitter.com/DanLeibrandt   

Website: https://danleibrandt.com 

Local Marketing Secrets Platforms:

YouTube: https://www.youtube.com/@LocalMarketingSecrets 

Spotify: https://open.spotify.com/show/1TCL0LhZbsJS6mzanqnnT1?si=224075c9fbda42f5  

Apple Podcasts: https://podcasts.apple.com/us/podcast/local-marketing-secrets/id1741176782 

Amazon Music: https://music.amazon.com/podcasts/e0bb5254-5d6c-4940-8211-085157cc1239/local-marketing-secrets 

Podcast Chapters:

00:00 Introduction to Joe Crisara

05:05 Overcoming Debt and Learning the Business

09:50 The Science of Pricing and Service Options

15:05 Understanding Customer Needs and Premium Services

20:01 Insights from the Book: What Should We Do?

24:56 The 3 Keys to Sales: Character, Competence, Communication

32:04 Closing High-Ticket Deals

40:38 The Importance of Options and Freedom

46:54 Going Above and Beyond in Service

51:36 Embracing Change and AI in Business

#homeservice #homeservices #sales #homeservicesales#homeservicebusiness #homeservicemarketing

In this episode of Local Marketing Secrets, Dan Leibrandt interviews Claudia Tomina, founder and CEO of Reputation Arm and one of the most respected experts in local SEO and Google Business Profiles. Claudia is a platinum Google Business Profile product expert, a contributor to Search Engine Land and Local Search Ranking Factors, and a trusted adviser to businesses trying to rank in the map pack, with particular expertise in restaurants.

Dan and Claudia explore her journey from e-commerce to starting Reputation Arm, a SaaS platform that helps multi-location businesses and big brands generate reviews and rank better. Claudia shares her experience becoming a Google product expert after helping a client deal with negative review attacks, explaining how the forums have become essential for resolving suspensions and verifications since traditional support often can't help. She reveals that video verification has become a major pain point for small businesses, making bulk verification status increasingly important for brands with 10+ locations.

The conversation covers review management strategies, with Claudia explaining that Google's AI systems have improved significantly at removing policy-violating reviews when properly flagged. She discusses dealing with one-star reviews, emphasizing that most businesses should focus on generating more positive reviews rather than obsessing over single negative ones, since reviews help rankings regardless of whether they're positive or negative. Claudia warns about a disturbing trend of businesses getting bombarded with negative reviews and then receiving extortion attempts through the chat feature.

Claudia dives deep into Google Business Profile optimization, revealing test results showing that keywords in the business name remain the most powerful ranking factor. She shares a case study where a restaurant had 53 reviews mentioning "Caesar salad" but couldn't rank until they changed their menu from "Caesar kitchen" to "Caesar salad," proving that multiple signals in the ecosystem must align. Claudia emphasizes that secondary categories matter significantly, explaining how adding "pizza restaurant" as a secondary category immediately triggered rankings in positions 3-4 for pizza keywords.

Claudia Tomina, Founder of Reputation ARM:

LinkedIn: https://www.linkedin.com/in/claudia-tomina-ab78692a

X (Twitter): https://x.com/claudiatomina

Website: https://reputationarm.com/

Dan Leibrandt, Host of Local Marketing Secrets:

Facebook: https://facebook.com/DanLeibrandtOfficial  

LinkedIn: https://linkedin.com/in/danleibrandt/   

Twitter: https://twitter.com/DanLeibrandt   

Website: https://danleibrandt.com 

Local Marketing Secrets Platforms:

YouTube: https://www.youtube.com/@LocalMarketingSecrets 

Spotify: https://open.spotify.com/show/1TCL0LhZbsJS6mzanqnnT1?si=224075c9fbda42f5  

Apple Podcasts: https://podcasts.apple.com/us/podcast/local-marketing-secrets/id1741176782 

Amazon Music: https://music.amazon.com/podcasts/e0bb5254-5d6c-4940-8211-085157cc1239/local-marketing-secrets 

Podcast Chapters:

00:00 Introduction to Claudia Tomina

06:11 Challenges in Google Business Profile Management

14:55 The Importance of Review Keywords

21:01 The Role of Categories in Local SEO

25:26 The Importance of Business Categories

29:58 The Role of Photos in Local SEO

35:18 The Value of Video Content in Local SEO

39:18 The Future of Local Search

47:04 Final Thoughts for Local Business Owners

#localseo #googlemybusiness #googlebusinessprofile #gbp #gmb

In this episode of Local Marketing Secrets, Dan Leibrandt interviews Roger Wakefield, a master plumber turned media powerhouse who built a plumbing empire and then created the world's most popular plumbing YouTube channel with over 650,000 subscribers and millions of views. Roger is a national voice for the trades, a keynote speaker, and a leading advocate for blue-collar entrepreneurship.

Dan and Roger explore Roger's journey from getting into plumbing at 16 after a friend challenged him about his future managing a restaurant to becoming one of the most influential voices in the trades. Roger shares how he quit high school to pursue plumbing, only to return when his girlfriend said she couldn't marry someone without a diploma. He emphasizes the massive opportunity in trades, revealing that the average age of plumbers in Texas is 58, with half retiring in the next seven years while only 4 out of every 10 retirees are being replaced by new workers.

The conversation covers Roger's business journey, including how he walked out of a mechanical contracting job after an owner's weak approach to training and customer service made him realize he was "in the wrong seat, on the wrong bus, going the wrong direction." Roger shares how he started his plumbing company the very next Monday with an emergency lightning strike repair call, then grew through education-based marketing by teaching real estate agents about sewer water testing. He reveals spending $47,000 on failed marketing before discovering YouTube at age 54 at a social media conference.

Roger details his YouTube strategy, explaining how he attended a conference planning to learn Facebook but stumbled into a session on video marketing where he learned YouTube is the second-largest search engine. He immediately implemented a three-videos-per-week schedule and never looked back, growing from 300 subscribers in year one to 10,000 in year two. Roger emphasizes that his most viral video with 5.5 million views was simply a step-by-step tutorial on fixing a running toilet that his stepson thought "sucked" because it wasn't exciting—proving that evergreen educational content wins.

Roger Wakefield, Founder of Roger Wakefield LLC:

YouTube: https://www.youtube.com/rogerwakefield

TikTok: https://www.tiktok.com/@therogerwakefield

Instagram: https://www.instagram.com/therogerwakefield/

Facebook: https://www.facebook.com/RogerBWake/

Website: justmetroger.com

Dan Leibrandt, Host of Local Marketing Secrets:

Facebook: https://facebook.com/DanLeibrandtOfficial  

LinkedIn: https://linkedin.com/in/danleibrandt/   

Twitter: https://twitter.com/DanLeibrandt   

Website: https://danleibrandt.com 

Local Marketing Secrets Platforms:

YouTube: https://www.youtube.com/@LocalMarketingSecrets 

Spotify: https://open.spotify.com/show/1TCL0LhZbsJS6mzanqnnT1?si=224075c9fbda42f5  

Apple Podcasts: https://podcasts.apple.com/us/podcast/local-marketing-secrets/id1741176782 

Amazon Music: https://music.amazon.com/podcasts/e0bb5254-5d6c-4940-8211-085157cc1239/local-marketing-secrets 

Podcast Chapters:

00:00 Introduction to Roger Wakefield

06:14 Opportunities in the Trades

12:01 The Power of Education in Business

21:13 Becoming a Social Media Influencer

30:11 How To Build a Personal Brand

39:21 Strategic Exits in Business

43:02 Creating Viral Content

47:52 Final Thoughts on Marketing in the Trades

#youtube #plumbingbusiness #plumbingexperts #homeservicebusiness #homeservicemarketing #homeserviceadvertising

In this episode of Local Marketing Secrets, Danny Leibrandt sits down with Marko Sipilä — one of the most respected young voices in home service marketing. Marko started his first agency while still in high school, and by his early 20s, he had already scaled it to seven figures. Today, he leads Coding Launch, an agency focused on concrete coating contractors, and HVAC Quote, a cutting-edge SaaS tool helping HVAC companies increase website conversions through instant, transparent pricing.

Danny and Marko dive deep into the strategies that fueled his explosive growth, from the power of niching down to how he uses Facebook ads to drive serious revenue for home service businesses. Marko shares why most local marketing fails, how to think about customer acquisition costs, and how smart contractors are using tools like HVAC Quote to boost lead generation by over 45%.

They also explore the evolving role of AI, especially tools like ChatGPT, and how local businesses can harness them to solve problems faster and make better decisions. Marko even opens up about mindset — including the importance of who you surround yourself with and how to hold agencies and teams accountable as you grow.

If you're a local business owner or marketer looking for honest, battle-tested insights from someone who’s built multiple million-dollar companies from the ground up, this episode is for you.

Marko Sipilä, Founder of HVAC Quote:

Facebook: https://www.facebook.com/markosipila12/

LinkedIn: https://www.linkedin.com/in/marko-sipila/

Coating Launch: https://coatinglaunch.com/grow/

HVAC Quote: https://hvacquote.ai/

Danny Leibrandt, Founder of Pest Control SEO:

Facebook: https://facebook.com/DannyLeibrandt  

LinkedIn: https://linkedin.com/in/dannyleibrandt/   

Twitter: https://twitter.com/DannyLeibrandt   

Website: https://dannyleibrandt.com 

Pest Control SEO: https://pestcontrolseo.com/ 

Local Marketing Secrets Platforms:

YouTube: https://www.youtube.com/@LocalMarketingSecrets 

Spotify: https://open.spotify.com/show/1TCL0LhZbsJS6mzanqnnT1?si=224075c9fbda42f5  

Apple Podcasts: https://podcasts.apple.com/us/podcast/local-marketing-secrets/id1741176782 

Amazon Music: https://music.amazon.com/podcasts/e0bb5254-5d6c-4940-8211-085157cc1239/local-marketing-secrets 

Podcast Chapters:

00:00 Introduction to Marko Sipilä 

03:28 The Power of Niching Down in Business

08:41 Learning from the Right People

12:06 Utilizing ChatGPT for Business Growth

19:01 Key Performance Indicators for Home Service Companies

23:26 Leveraging Facebook Ads for Home Services

29:24 The Power of HVAC Quote Tool

39:10 Balancing Traditional and Digital Marketing

44:07 Embracing AI in Home Service Marketing

#markosipila #hvacquote #coatinglaunch #concretecoating #facebookads #chatgpt #localmarketing #localbusiness #homeservicebusiness #homeservicemarketing #homeserviceadvertising #localseo #localadvertising #seo #marketing #podcast #business

In this episode of Local Marketing Secrets, Dan Leibrandt interviews Tony Mormino, a 25-year HVAC veteran, VP of Technical Media at Air Control Concepts, award-winning creator of the HVAC TV YouTube channel and podcast, and 2025 HVAC Tactical Influencer of the Year with hundreds of thousands of followers across social platforms including 50,000 on LinkedIn and 50,000 on Instagram.

Dan and Tony explore Tony's journey from growing up in an HVAC family to becoming one of the most recognized voices in commercial HVAC. Tony shares his perspective on personal branding, explaining that he initially cringed at the term but now views it simply as reputation—what people say about you when you're not in the room. He emphasizes that building a brand takes years but can be destroyed in one moment through poor service.

The conversation covers Tony's content strategy, revealing the counterintuitive approach that works: stop posting about your business and start providing value. Tony explains the 80/20 rule—80% of content should be giving back and showing what you can do for people, while only 20% should be promotional. He shares that his most successful approach is teaching people how NOT to hire him, which builds massive trust and paradoxically drives more business.

Tony dives deep into platform strategy, explaining why TikTok is the biggest opportunity for home services businesses due to its superior organic reach compared to Facebook and Instagram. He reveals that posting commercial HVAC educational content gets him 20,000 views per day on TikTok, shocking even himself. Tony emphasizes the importance of tagging locations so content shows primarily to people in your service area, making it essentially free local advertising more powerful than TV ads.

Tony Mormino, VP of Tactical Media at Air Control Concepts:

LinkedIn: https://www.linkedin.com/in/tony-mormino/

Instagram:  https://www.instagram.com/tony_mormino/

TikTok: https://www.tiktok.com/@tonymormino

HVAC TV: https://www.youtube.com/@HVAC-TV/

Dan Leibrandt, Host of Local Marketing Secrets:

Facebook: https://facebook.com/DanLeibrandtOfficial  

LinkedIn: https://linkedin.com/in/danleibrandt/   

Twitter: https://twitter.com/DanLeibrandt   

Website: https://danleibrandt.com 

Local Marketing Secrets Platforms:

YouTube: https://www.youtube.com/@LocalMarketingSecrets 

Spotify: https://open.spotify.com/show/1TCL0LhZbsJS6mzanqnnT1?si=224075c9fbda42f5  

Apple Podcasts: https://podcasts.apple.com/us/podcast/local-marketing-secrets/id1741176782 

Amazon Music: https://music.amazon.com/podcasts/e0bb5254-5d6c-4940-8211-085157cc1239/local-marketing-secrets 

Podcast Chapters:

00:00 Introduction to Tony Mormino

03:04 The Importance of Personal Branding

09:03 Choosing the Right Social Media Platforms

14:57 Content Strategy: Documenting Your Journey

21:00 The Power of Viral Content

28:21 The Future of Social Media

34:07 The Importance of Authenticity in Content Creation

39:28 Converting Social Media Engagement into Customers

45:37 Final Thoughts on Branding in the Trades Industry

#personalbrand #hvac #homeservicebusiness #homeservicemarketing #homeserviceadvertising

In this episode of Local Marketing Secrets, Dan Leibrandt interviews Jason Brown, a former platinum Google Business Profile product expert, founder of Review Fraud, and Bright Local's resident spam sheriff who's helped countless businesses stamp out fake listings and fraudulent reviews. Jason has been featured on Bright Local, CNBC, and NBC's Today Show for exposing the dark side of local search, and he even helped the FTC craft a fake review policy.

Dan and Jason explore Jason's 20-year journey in local SEO, which started by fluke when a neighbor needed a project manager for building websites. Jason shares how he transitioned from working at churn-and-burn agencies to joining Over The Top in 2016, where the CEO insisted everything be white hat to protect their nationwide franchise brand. Jason's spam-fighting career began when he discovered a review pod through reverse image search, then helped a franchise remove 19 fake Google reviews—a process that took three and a half months working with Mike Blumenthal.

The conversation covers strategies for removing spam reviews, with Jason explaining his detailed documentation process of showing Google how multiple fake reviewers all target the same businesses across different states. He reveals that Google now "nukes" fake review accounts completely rather than just removing reviews, preventing fraudsters from logging back in to post more fake reviews. Jason shares shocking stories about review sweatshops in India and Indonesia, and a Southern California PI who uses overseas workers to click on competitor LSAs at night and submit fake requests to tank their responsiveness scores.

Jason dives deep into Google Business Profile suspensions, revealing that the most common reasons are competitor reports and Google's overly aggressive AI algorithms. He shares the story of pitching the Wall Street Journal on 40,000 fraudulent personal injury attorney listings, resulting in a massive Google sweep the Sunday before publication. Jason emphasizes the importance of proper documentation for reinstatement appeals—including business registration, EIN paperwork, lease copy, city license, insurance, and utility bills—and explains the critical difference between soft suspensions (profile still visible but unmanageable) and hard suspensions (completely wiped from Google).

Jason Brown, Founder of ReviewFraud:

LinkedIn: https://www.linkedin.com/in/jason-brown-keyserholiday/

X: https://x.com/keyserholiday

Bluesky: https://bsky.app/profile/keyserholiday.bsky.social

ReviewFraud: https://reviewfraud.org/

Dan Leibrandt, Host of Local Marketing Secrets:

Facebook: https://facebook.com/DanLeibrandtOfficial  

LinkedIn: https://linkedin.com/in/danleibrandt/   

Twitter: https://twitter.com/DanLeibrandt   

Website: https://danleibrandt.com 

Local Marketing Secrets Platforms:

YouTube: https://www.youtube.com/@LocalMarketingSecrets 

Spotify: https://open.spotify.com/show/1TCL0LhZbsJS6mzanqnnT1?si=224075c9fbda42f5  

Apple Podcasts: https://podcasts.apple.com/us/podcast/local-marketing-secrets/id1741176782 

Amazon Music: https://music.amazon.com/podcasts/e0bb5254-5d6c-4940-8211-085157cc1239/local-marketing-secrets 

Podcast Chapters:

00:00 Introduction to Jason Brown

03:04 The Importance of Reviews in Local SEO

06:01 Combatting Fake Reviews and Spam

12:08 The Impact of Reviews on Business Reputation

14:58 Understanding Google Business Profile Suspensions

17:51 Navigating the Reinstatement Process

25:45 Documenting Your Business for Google

28:36 Optimizing Your Business Name for SEO

34:59 The Role of Citations in Local SEO

41:33 Increasing Conversion Rates on Google Business Profile

44:54 The Impact of Reviews on SEO

46:49 Advice for Local SEOs and Business Owners

#googlebusinessprofile #localseoexpert #localseotips #localseo

In this episode of Local Marketing Secrets, Dan Leibrandt interviews Bryan Eisenberg, two-time New York Times bestselling author, co-creator of the groundbreaking persuasion architecture framework, and the person who actually coined the term "conversion rate optimization" along with terms like "bounce rate" that are now industry standards. Bryan has helped major brands like Google, Disney, Dell, HP, and Travelocity generate hundreds of millions in additional revenue and has been named a top 10 user experience guru with over 140,000 followers on LinkedIn.

Dan and Bryan explore Bryan's 30+ year journey in digital marketing, starting from running a bulletin board system in 1983 as a young teen and hacking code even then. Bryan shares how he and his brother Jeffrey started in the SEO world but realized they could have a bigger impact focusing on the psychological triggers behind conversions. He reveals the origin story of coining "conversion rate optimization"—they chose the term primarily because they wanted to rank for something, eventually dominating the term and coining it for the entire industry.

The conversation covers core marketing principles that never change despite technological evolution, with Bryan emphasizing that if a website takes too long to load (originally 8 seconds, now even faster), visitors are gone—the same principle from traditional advertising. Bryan introduces the "five Rs" framework that has remained constant: relevance, reputation, remarkable, readability, and reach. He shares shocking insights about working with major companies, revealing that the average conversion rate today is still only 2-3%, the same as it was in 2001, despite vastly superior technology.

Bryan dives deep into his "Be Like Amazon" four pillars: customer-centric focus, culture of innovation, culture of agility, and continuous measurement and learning. He shares the powerful story of Ken Goodrich from Goettl who replaced every screw in every air conditioner with bright red shiny screws so customers could visually verify that technicians touched every single one—a simple innovation that massively distinguished his $100 million HVAC company. Bryan emphasizes that great marketing cannot be predictable, and since AI is trained on large bodies of work to predict what word comes next, businesses must focus on being remarkable rather than relying solely on AI-generated content.

Bryan Eisenberg, Co-Founder of FutureNow:

LinkedIn: https://www.linkedin.com/in/bryaneisenberg/

Twitter: https://x.com/thegrok

Facebook: https://www.facebook.com/bryan.eisenberg/

Personal Site: https://www.bryaneisenberg.com/

Newest Book: https://a.co/d/6ESUddE

Dan Leibrandt, Host of Local Marketing Secrets:

Facebook: https://facebook.com/DanLeibrandtOfficial  

LinkedIn: https://linkedin.com/in/danleibrandt/   

Twitter: https://twitter.com/DanLeibrandt   

Website: https://danleibrandt.com 

Local Marketing Secrets Platforms:

YouTube: https://www.youtube.com/@LocalMarketingSecrets 

Spotify: https://open.spotify.com/show/1TCL0LhZbsJS6mzanqnnT1?si=224075c9fbda42f5  

Apple Podcasts: https://podcasts.apple.com/us/podcast/local-marketing-secrets/id1741176782 

Amazon Music: https://music.amazon.com/podcasts/e0bb5254-5d6c-4940-8211-085157cc1239/local-marketing-secrets 

Podcast Chapters:

00:00 Introduction to Bryan Eisenberg

04:58 Understanding Conversion Rate Optimization

08:13 Core Principles of Marketing

14:10 Be Like Amazon: The Four Pillars

20:57 Overcoming Overwhelm in Business

24:07 Transforming Personal Health and Business Beliefs

27:10 The Conversion Trinity

33:41 The Importance of Conversion Rate Optimization

40:36 The Role of Reputation in Search Algorithmsy

50:59 The Concept of Persuasion Architecture

56:33 Insights from Working with Big Companies

01:00:35 The Discrepancy in Customer Engagement

01:04:51 Final Thoughts on Clarity and Attention

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