When people ask how Marko and I end up closing deals all over the country, they assume there’s some secret script, a Jedi sales framework, or a stack of magic AI tools humming in the background.

Nope.

Sometimes it’s just two dudes at In-N-Out, sweaty from walking the Strip, drinking strawberry shakes in front of a fountain that looks like it stole LEDs from a rave. This picture right here — nothing glamorous, nothing staged — is what actually moves the needle in sales.

Because here’s the truth Chuck Thokey teaches better than anyone: Mrs. Smith doesn’t buy from the best salesman. She buys from the person she already feels like she knows.

And that “knowing” doesn’t come from fancy logos, slow-motion drone footage, or someone flexing a rented Lamborghini on Instagram.

It comes from moments exactly like this one:

• A late-night meal after helping a roofing company overhaul their LSA strategy
• A long talk about faith, family, and what “doing right by the homeowner” actually means
• Laughing about how Marko calls these get-togethers “meetings,” because business is best handled over meat

This is reputation — not the fake, polished, influencer kind, but the real-world version Google’s EEAT rewards and homeowners trust.

And here’s the part the Top Rep audience needs to hear:

Every rep already has these moments on their phone.

Photos with their kids.
Selfies with their crews.
A picture fixing a leaking roof at sunset.
Coaching Little League.
Serving at church.
Standing in front of Mrs. Smith’s home with a real smile, not a staged one.

These aren’t throwaway snapshots.
These are reputation assets.
These are what AI should be amplifying.

The agents we’re training now can take moments like this In-N-Out run and turn them into:

• Short-form videos
• Website bios
• Landing page trust anchors
• Retargeting ads
• Social posts
• Google Business Profile updates
• Customer journey stories

So when a rep walks into the next home, they’re not a stranger. They’re that guy who posted a picture with his son at the soccer field, or the gal who shared a story about praying with a customer after a storm took out her fence.

That’s the stuff that beats scripts.
That’s the stuff that wins the house.
That’s the stuff that makes people say, “I already like these folks.”

And it all starts with one simple moment — like two guys sharing shakes at In-N-Out after helping another home service business win.