Determination

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

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

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

thousands of home inspectors build really solid home inspection business as well.

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

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

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

be able to build million-dollar home inspection businesses.

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

How determined are you?

Will you really do what it takes to win?

Let's hear what Mike thinks about determination.

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

Hello it coach blueprint dot com.

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

The Ultimate Self-pitying Mastery is a direct result

of pigheaded discipline and determination.

You got to ask yourself one

really important question.

How determined are you?

Because everything is going to try to push you sideways,

especially when you make the decision to go forward.

A sailboat is pushed off course

over and over and over again.

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

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

But you have to learn how to adjust the cells,

and a master marketer can help you do that.

There's three crucial areas

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

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

when he was studying to be a master in karate.

Who in here is a master in karate? Anybody?

I just want a new friend. OK?

Anybody a

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

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

They just want to be around you

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

But here's what I want you to know.

You have to master.

OK, you have to master twelve things

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

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

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

You've got to have those pieces down.

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

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

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

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

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

selling and quite honestly, out managing their competition

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

Inspections, there's only

like 20% of what we do, guys.

It's only about 20%.

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

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

you know what

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

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

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

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

What's their number one?

Best marketing technique, right?

Really great. There you go.

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

as I need.

Christie

shaking her head, no, but here it comes

as Bush.

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

So I hope you got it,

because Christian taught me a new word

and it starts with B and it is with us.

That's bogus.

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

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

All right. I have grandkids running around here somewhere.

So I got to be careful. All right.

You need to have ten different approaches.

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

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

and how to operate on so pigheaded discipline and determination requires

it requires focus with your people.

Now for you guys that are brand new.

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

And most of you that substantially the new people,

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

You know.

At a certain point.

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

Now most of you've heard this story.

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

I was being really good and successful at it.

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

one quite $1,000,000 yet.

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

And Susan became pregnant with Elizabeth

and it was a life threatening pregnancy.

And at one point we were in the hospital

for two weeks and

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

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

We might lose both.

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

But during the two weeks

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

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

And by the way, people do make mistakes there.

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

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

My chief inspector quit

and then my office manager called and quit.

And I thought to myself, What the hell?

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

and in two weeks I lose my top two people.

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

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

I focused on myself for those six months.

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

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

and there was this gentleman whose name was Joe.

And he said, Mike.

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

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

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

Read it that night because he told me,

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

How to read it tonight.

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

Now I know what he thought he was doing.

What he was really saying was go away.

Go away and go away.

But I had pigheaded discipline and determination.

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

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

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

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

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

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

But I wrote it and we did it.

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

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

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

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

this client coordinator or whatever the inspector,

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

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

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

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

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

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

Jonathan does this with inspector meetings.

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

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

Now we teach you in the two week calendar

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

You need to put focus time on your schedule.

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

Does that make sense?

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

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

When was the last time you ran offices with him?

Well, I'm done that.

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

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

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

You've told him it's not important.

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

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

How often do you have inspector meetings?

Oh, we don't have inspector meetings.

Well, maybe,

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

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

Jonathan has inspector meetings every two weeks,

and they're incredible inspector meetings.

Blow it out of the water inspector meetings.

He preps big time for those meetings. OK.

And of course, you have your focused time

on there that you need to work with as well.

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

we get them from seminars and different things.

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

Guys, read that next line

implementation.

Not ideas.

Here's the key to real success.

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

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

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

There's 100 people, 100 maidens

that could literally change your whole business.

Are what are you doing to go directly

towards those 100 people?

Now, Big Bang marketing is a great start,

but this is an advanced technique.

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

and do some cool stuff with it.

You need to choose gifts for those people.

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

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

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

They should be hearing from you.

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

because they've done some stupid stuff since then.

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

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

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

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

He couldn't break the million dollar mark.

You know why he couldn't break it?

He didn't shift gears.

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

If you don't know that

and if you do, something's wrong.

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

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

He started Big Bang marketing.

Ten officers per inspector per week.

I think he had like nine inspectors.

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

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

Let's go down to 100 people.

They went, Yeah, I can do that.

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

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

And then you do presentations, you get on a calendar

and then you do follow up calls with them.

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

to $1.5 million.

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

because he hadn't reached the right people.

And it just overnight changed his business.

Now I will tell you,

he got arrogant.

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

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

And then finally bankrupt this company.

He got out of the community.

He quit flying with the other geese