Introduction
Most moving companies rely on paid ads, cold calls, and discounts to get new customers. But what if your story could be your most powerful marketing tool?
In this episode of the Movified Podcast, host Mark Hirschi sits down with Austin Yarborough, founder of Central Coast Moving & Storage, to uncover how a college startup evolved into a purpose-driven brand that earns attention and trust—without relying on traditional advertising. Austin shares how building a compelling origin story, leveraging social platforms, and investing in sales training helped him scale smarter.
If you’re a moving company owner looking to stand out in a saturated market, this episode and blog are for you. Let’s explore how building a moving brand rooted in storytelling and strategy can drive real growth.
Key Takeaways
What You’ll Learn:
- Learn why origin stories matter more than ad budgets
- Discover the sales questions that reveal your ideal customer
- Understand how to humanize your moving brand online
- Apply a proven sales training approach to boost conversions
Table of Contents
Why Your Story Is Your Best Marketing Asset
If you’re trying to outspend your competitors on Google Ads, you’re already losing. Today’s customers want connection, not just convenience. Austin realized this early on after listening to a podcast featuring Brian Scudamore of 1-800-GOT-JUNK. The big takeaway? Founders who share their story build credibility—and curiosity.
“Why am I dumping money into ads like everyone else when I could be building PR around my origin story?” — Austin Yarborough
That insight became the foundation for Austin’s marketing strategy.
He began sharing his journey—from starting a moving company in college to rebuilding it after relocating six hours away. That story, told across news outlets, social media, and networking groups, made Central Coast more than a service. It became a story people wanted to be part of.
He tapped into local publications and online media platforms to showcase the story behind the business—not just its services. These storytelling efforts didn’t require a massive budget. Instead, they required consistency, creativity, and a willingness to be vulnerable.
Behind the Scenes: How Steven Mandac Creates Content
Building a moving brand takes more than a logo and a truck. It requires emotional connection, authenticity, and a message that resonates. Austin knew that early on and used social media to do exactly that.
“If your content doesn’t touch someone’s heart, it’s just another scroll.”
He used Instagram, YouTube, TikTok, and even LinkedIn to share:
- Customer stories and move-day experiences
- Staff highlights and team growth
- Community engagement and charitable efforts
- Behind-the-scenes clips showing the crew prepping, packing, and hustling
This transparency made Central Coast more than a business—it became a brand people could connect with. Followers began to engage, share, and even refer others simply because they felt connected to the mission. The content wasn’t polished—it was authentic. That’s what people crave today.
Austin also ran a content calendar to ensure consistency, and repurposed content across platforms to maximize visibility. That meant one origin story clip became a Reel, a TikTok, a LinkedIn post, and a blog embed.
The Role of Sales Training in Customer Acquisition
Origin stories attract attention. Sales training closes the deal.
Austin made a significant investment in his sales process by enrolling his team in Grant Cardone’s Sales Academy. This helped shift his mindset from operator to professional—someone who practices the craft daily.
Before training, sales calls at Central Coast were inconsistent. Some team members focused on pricing; others skipped discovery questions. After training, Austin built a sales SOP that included:
- Fact-finding discovery call structure
- Roleplay sessions every morning
- Call scripts tailored to client objections
- Follow-up workflows including text and email automation
This wasn’t about hard selling—it was about value alignment. The training emphasized communication, confidence, and clarity. By treating every phone call like a consultation—not a transaction—Central Coast increased its booking rates significantly.
Building Trust Through Fact-Finding Questions
Austin’s team doesn’t just quote moves—they investigate them.
“We don’t pitch. We ask fact-finding questions to uncover what the client really wants.”
His team uses carefully structured questions to get clients talking:
- “How would you rate your last moving experience from 1 to 10?”
- “What would have made it a 10?”
- “What is most important to you on move day?”
- “Do you prefer communication by text, call, or email?”
- “Have you had a negative experience with movers before?”
These questions not only build rapport but also create psychological ownership. Clients begin imagining their move with Central Coast—and that emotional visualization increases close rates.
Austin also sends clients a digital “pre-move kit” after initial calls, including:
- A personalized message recap
- Five-star review links
- A video from Austin explaining their process
This level of personalization is rare—and that’s why it stands out.
Why Choose Movified
Movified isn’t just a podcast—it’s your unfair advantage.
Every episode unpacks how successful movers scale operations, build strong brands, and grow revenue in a competitive market. We interview real operators, share proven playbooks, and explore innovative marketing tools that drive results.
We understand what it’s like to juggle dispatch, sales, hiring, and client care—because we’ve lived it. That’s why we offer:
- SEO blog services for moving companies
- Custom scripts and SOPs
- Guest features to build your brand
- Partnership opportunities for movers who want to grow
If you’re ready to create a moving company that runs with you, not because of you, Movified is here to help.
Conclusion
Meet The Host
Mark Hirschi is the founder and host of Movified. With over a decade in the moving and storage industry, Mark combines real-world leadership experience with a passion for mentorship and elevating industry standards.
