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One of my best success secrets
Episode 489th May 2022 • The Home Inspector Marketing Podcast • Coach Blueprint
00:00:00 00:07:39

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Mike Crow Returns

If you want to reach Mike or have a question for him, contact us at hello@coachblueprint.com

Transcripts

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Hi, this is Mike Crow and I run a home inspection business.

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In fact, I've run a couple of home inspection businesses.

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You true joy for me though, has been helping literally thousands of

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home inspectors build really solid home inspection business as well.

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We can help a single man operation be able to do over $300,000 a year.

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Maybe all the way up to $400,000 a year as a single inspector.

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Even better for me is the 80 plus companies that we have helped

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be able to build million dollar home inspection businesses.

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I would like to help you be able to do the same thing.

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I want to share with you what I call my three ring binder.

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Now I used to call it the three whole notebook, but some people

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just couldn't handle the fact that that was not technically correct.

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Uh, so three ring binder here is the big secret.

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One of my big secrets to success.

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Are you ready for this?

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One of my big secrets to success is I write stuff.

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And I record myself a lot when you're on an inspection and

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some states, this is illegal.

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So be careful record yourself.

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You don't have to tell the buyer you're doing it.

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You don't have to tell anybody, are we doing it as just for you?

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Why do I want to record myself on inspections?

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It's not for protection.

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Yes, sir.

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Self-analysis great.

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Who else knows the real sacred yes.

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Training moment.

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I love that training moments.

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Exactly correct.

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Uh, who else?

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So I can start building my systems as is exactly correct.

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Yes.

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So I can get over my fear of talking in front of people.

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There's one I'm really kind of looking for and somebody is going to say, well,

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that's what I meant, but, um, yes.

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Consistency in what?

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Consistency in what?

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In the process?

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That's so close.

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Hank.

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Thank you.

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Do you not say the same thing every single time?

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Is it written down what you say every single time?

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Is it in a three ring binder and you teach it to your inspectors?

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You gotta have the scripts written down.

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So I'm going to give you another example.

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One of the reasons I started doing it was because I started building macro

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keys for our computerized system.

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Before Microsoft word existed, you guys get.

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Before Microsoft word existed.

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We had a word processor unit we were using for everything and I was listing.

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And what I wanted to know was if me and dad in a week said the same

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sentence three times, then I wanted it to be a macro in that week.

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I wanted it to be there, so we wouldn't have to do it.

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My macros, I'm going to have about 300 of them.

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And by the way, all members and above you have access to all of my macros online.

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Under the report blueprint.

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You can see all of my macros.

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Okay.

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You want to read through them for any of you that are brand new or any of you

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that haven't done a hundred thousand inspections that was supposed to be.

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Any of you have that haven't done a hundred thousand inspections.

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Why don't you learn what me and Jonathan know and what we have systematized and how

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we say things at every single inspection.

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All right.

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So a three ring binder, uh, give me one system you want to build in your business.

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Just one system.

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What is it?

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What's one system answering the phone.

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All right.

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So it's a great thing.

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So let's just say this as answering the phone.

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Right?

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All right.

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So here's what I want you to do now.

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Page one.

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Tell me something about answering phones.

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So, all right.

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So always answer the phone.

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All right.

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So tell me something Bob, about answering the phone.

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All right.

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So ask questions.

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All right.

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Thank you.

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Had your hand up.

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What's the intro.

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What are we?

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What do we start with?

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Right the start.

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Who else?

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Smile.

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All right.

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Love that.

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What else?

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Assumptive selling.

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Who said that?

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You're exactly correct.

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All right, so assumptive close.

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Okay.

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Assumptive close.

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If you learn nothing else this week, this one right here is

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worth a hundred thousand dollars.

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All right, give me one more, just one more.

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And there, there, there's going to be 20, but give me just one more.

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Upselling.

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Oh my gosh.

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All right.

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So here's what you do.

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You start a three ring binder with a bunch of blank pages in it.

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And then the first page, you start making a list of all the pieces of this.

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Right.

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Are you ready?

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Page two.

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I'm going to take assumptive close page two.

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You take that one item.

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You move it to the front assumptive close.

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Now tell me some things under assumptive.

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Close.

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Anybody have anything?

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Yes.

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Whew.

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Oh my gosh.

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That's so good.

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But the radon, right?

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What else?

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By the way, we do the same thing with termite.

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. So pools.

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All right.

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Yes.

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Pools.

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And so you could do this with every one of the services.

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All right.

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And now I'm going to write morning or afternoon.

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Okay.

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Thank you.

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Cause I think I said evening earlier, and then I'm going

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to say this day or this day.

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Okay.

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Now, are you ready?

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Let's just take right on page two.

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Hey, right on.

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And now I start putting.

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The phrase, right?

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Who I'm here.

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You guys see what I'm doing here.

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If you do this for every single item, if you do this for every single item

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and all I do is when I'm traveling.

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And remember I told you, Hank has an assistant.

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Remember the one.

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I put this in the assistant's hand and I start brain dumping into him on page one.

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I want all these things.

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What did, what did we do on the inspection?

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How did we do it?

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What's the routine.

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What's the script.

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So I did this for inspections.

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Then we did it for client coordinators.

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Then we did it for marketing people.

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Then we did it for you.

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See what I'm saying?

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Every single inspector meeting, how do we do it for an inspector meeting?

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So we did this for every single one of these, and we started

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building three ring binder.

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Who's seen my office.

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, how many, three ring binders do I have more than you can count?

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Cause I've been doing it for 30 years.

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All right.

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So everything that I start, brain dumping.

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And so that's why we have these binders up here, like hiring and firing, like all

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of these different things, because I've been teaching it and doing things with it.

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Kristen built the client coordinator one just like that.

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Okay.

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Uh, and so you guys understand the power of this.

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You, you have to systematize it.

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And one of the best ways to do that is to record it so that you can,