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Determination
Episode 377th February 2022 • The Home Inspector Marketing Podcast • Coach Blueprint
00:00:00 00:12:37

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Do you have what it takes to win?

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 home inspection business.

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

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You know, true joy for me, though, has been helping literally

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thousands of 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 operation.

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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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How determined are you?

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Will you really do what it takes to win?

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Let's hear what Mike thinks about determination.

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And remember, if you have any questions for Mike, you can email us at.

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Hello it coach blueprint dot com.

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Here's what I want you to know this coming from the book,

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The Ultimate Self-pitying Mastery is a direct result

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of pigheaded discipline and determination.

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You got to ask yourself one

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really important question.

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How determined are you?

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Because everything is going to try to push you sideways,

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especially when you make the decision to go forward.

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A sailboat is pushed off course

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over and over and over again.

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But your compass needs to make sure it's pointed to the same spot

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and your job is to adjust those cells to get where you're going.

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But you have to learn how to adjust the cells,

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and a master marketer can help you do that.

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There's three crucial areas

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in case you're growing your business marketing, management and sales.

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So Chet Holmes, who wrote the book, he learned something important

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when he was studying to be a master in karate.

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Who in here is a master in karate? Anybody?

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I just want a new friend. OK?

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Anybody a

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master in martial art cases and we have a couple of other people.

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Oh, I'm going to get to know you guys so much better.

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They just want to be around you

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in case somebody wants to take me down on, say, talk to him.

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But here's what I want you to know.

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When you're mastering something, you don't have to master 4000 things.

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You have to master.

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OK, you have to master twelve things

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and practice it 4000 times.

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So people all go, Oh, I've heard about Big Bang marketing, I'm what's next.

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Well, the question is, are you doing it or,

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you know, I kind of do it off and on. No.

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You've got to have those pieces down.

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OK, you have to focus like a laser and then quite honestly, you will

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when you're done, I'll guarantee you every time we finish meetings,

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I'm standing there and I'm listening to people and the stories

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and you're going to hear some of the stories. I'm next three days.

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You're going to hear people that are outside marketing, knock out

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selling and quite honestly, out managing their competition

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because, you know, they think it's all about inspections.

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Inspections, there's only

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like 20% of what we do, guys.

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It's only about 20%.

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That's why 80% of people need that other part on that.

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OK, so most of your competition has one or two, if any cells approaches,

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you know what

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your competition thinks, their number one, best thing is to get business.

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I heard it from somebody even recently on a phone call,

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and I just I try so hard not to laugh out loud.

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And I've gotten to a point where I'm good at that.

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What's their number one?

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Best marketing technique, right?

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Really great. There you go.

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If I do a really great inspection, I'll have all the best

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as I need.

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Christie

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shaking her head, no, but here it comes

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as Bush.

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Not so, only time, I'll probably use that.

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So I hope you got it,

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because Christian taught me a new word

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and it starts with B and it is with us.

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That's bogus.

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I just want to know every time I say bogus, you know what I'm trying to say?

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OK, because I'm trying to clean it up.

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All right. I have grandkids running around here somewhere.

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So I got to be careful. All right.

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You need to have ten different approaches.

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You'll have answers and perfect follow up letters to that whole process.

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You're going to have a team that understands the above and more

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and how to operate on so pigheaded discipline and determination requires

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it requires focus with your people.

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Now for you guys that are brand new.

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You have to focus with a group of people on you.

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And most of you that substantially the new people,

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that's what you need right now, you need to focus on you.

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You know.

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At a certain point.

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In my life, even I hit a point where I was kind of low.

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Now most of you've heard this story.

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There was a point in our life 20 years ago when I was running the business,

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I was being really good and successful at it.

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At least I thought so had six inspectors or something like that

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one quite $1,000,000 yet.

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And I've just beaten it up every day working on it.

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And Susan became pregnant with Elizabeth

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and it was a life threatening pregnancy.

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And at one point we were in the hospital

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for two weeks and

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we didn't know if we were going to lose Elizabeth.

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We didn't know if we're going to lose Susan.

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We might lose both.

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And it turns out, of course, I'm very blessed because we still have both.

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But during the two weeks

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I was sitting in the hospital, sitting next to Susan at her bed,

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trying to make sure somebody didn't do something stupid in the hospital.

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And by the way, people do make mistakes there.

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I love those people, but every now and then I get anywhere.

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Mistakes happen, and I was there to try to protect her during that two weeks.

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My chief inspector quit

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and then my office manager called and quit.

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And I thought to myself, What the hell?

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I'm sitting here trying to take care of my wife,

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and in two weeks I lose my top two people.

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And so for six months, I walked around visiting places,

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talking to people, trying to figure out what did I do wrong?

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I focused on myself for those six months.

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The problem that I had was I was doing it by myself.

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I was looking for the answers myself until I finally walked into one office

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and there was this gentleman whose name was Joe.

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And he said, Mike.

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He said, the problem is, you're doing it wrong.

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And he was helping them turn a business into a franchise.

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And I paid him 20 $500 when I got a book that night.

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Read it that night because he told me,

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Got to go get this book that was before Amazon got to go get this book.

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How to read it tonight.

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Be back tomorrow with 20 $500 and I'll work with you.

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Now I know what he thought he was doing.

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What he was really saying was go away.

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Go away and go away.

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But I had pigheaded discipline and determination.

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So I went and got the book, and I read it.

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And then I showed up the next morning with a check for 20 $500, by the way.

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My dad went to vote and it was a lot of money.

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I said, Yeah, it is. He said, I'm proud of you.

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And I went, Wow, when what I was expecting.

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20 $500 that long ago, that was a lot of money to us. OK.

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But I wrote it and we did it.

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And then we focused on me and I rebuilt the business.

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And next year, we went past the million dollar mark.

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OK, now here's what I want you to know.

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For those of you that have other people in your business, this marketing person,

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this client coordinator or whatever the inspector,

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you've got to make sure you take some things there and focus on it.

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Jonathan does this with inspector, meaning you're going to hear Jonathan talk about

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how during those inspector meetings that that will work and take care of

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it requires big head of discipline, focus with your people.

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So you need to take one concept that you learn here.

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one concept with them and then focus it on that. OK.

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Jonathan does this with inspector meetings.

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Matt does it with the the the Wolfpack, as he calls them. OK.

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And of course, you have to focus time on your schedule.

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Now we teach you in the two week calendar

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and we'll talk about it tonight a little bit for the two week calendar.

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You need to put focus time on your schedule.

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Now you need to put focus time on your schedule for your people.

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Does that make sense?

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And I hear people say, Well, my marketing person not doing a good job.

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And one of the things I ask him was, how often are you meeting with him?

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When was the last time you ran offices with him?

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Well, I'm done that.

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What do you mean? You haven't done that?

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You haven't ridden with your marketing person at all recently?

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No, no. No wonder he's not doing a good job.

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You've told him it's not important.

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And they go, what is important, but that's not what you told me.

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And you've got to make sure that you're out there with them.

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How often do you have inspector meetings?

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Oh, we don't have inspector meetings.

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Well, maybe,

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you know, two or three times a year while biennial dinner and we'll talk.

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No, no, no, no, no, no, no.

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Jonathan has inspector meetings every two weeks,

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and they're incredible inspector meetings.

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Blow it out of the water inspector meetings.

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He preps big time for those meetings. OK.

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And of course, you have your focused time

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on there that you need to work with as well.

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So some new ideas, you know, we get them from ideas,

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we get them from seminars and different things.

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Most people don't know how to adapt their ideas.

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Guys, read that next line

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implementation.

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Not ideas.

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Here's the key to real success.

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So what are you putting on the schedule that you're going to implement?

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Here's the other one that I want you to see, and I added this one even last night.

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At some point you need to choose your dream 100 in every one of your areas.

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There's 100 people, 100 maidens

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that could literally change your whole business.

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Are what are you doing to go directly

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towards those 100 people?

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Now, Big Bang marketing is a great start,

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but this is an advanced technique.

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And I want to make sure that you see it so that you can pull it together

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and do some cool stuff with it.

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You need to choose gifts for those people.

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You should have letters that you want to write to those people.

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You should have a dream 100 calendar that says, here's what we're doing

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and about every week or every two weeks at the most.

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They should be hearing from you.

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There was one company I worked with, and I'm not going to name them

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because they've done some stupid stuff since then.

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But there was one company had a great direct mail program.

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And he just couldn't break the million dollar mark.

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He was doing 700,000 800,000 700,000 800,000 900,000 700,000.

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He couldn't for like six years in a row.

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He couldn't break the million dollar mark.

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You know why he couldn't break it?

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He didn't shift gears.

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You can't get to 50 miles an hour in first gear.

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If you don't know that

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and if you do, something's wrong.

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OK, so but by putting this advanced technique in here,

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we literally took him and one year he did two major things.

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He started Big Bang marketing.

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Ten officers per inspector per week.

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I think he had like nine inspectors.

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And he still couldn't break the million dollar mark.

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It wasn't a capacity issue. OK, and then he did.

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What I said was instead of concentrating your direct mail campaign on like 3000

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to 4000 people once every three months or every two months.

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Let's go down to 100 people.

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They went, Yeah, I can do that.

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That's going to save me a lot of money as it now.

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But you need to send it out every week in and out on this direct mail campaign.

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And then you do presentations, you get on a calendar

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and then you do follow up calls with them.

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The next year, his business went from like 850,000

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to $1.5 million.

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Now, because he hadn't been doing Big Bang marketing

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because he hadn't reached the right people.

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And it just overnight changed his business.

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Now I will tell you,

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he got arrogant.

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After that, he quit us and thought everything was hunky.

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Dory thought he figured it all out, went on his own.

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And then finally bankrupt this company.

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He got out of the community.

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He quit flying with the other geese