Focus Like A Laser

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

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

You 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.

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.

when you focus like a laser, you will out-market, you will outsell.

You will out manage your competition at every turn because

you are staying ahead of them.

Your competition.

Most of them will have one, maybe two sales approaches.

You're going to have 10 different sales approaches.

One of the master salesmen that I studied, one time said that people

on average have seven reasons.

They don't use you and you need to have 15 reasons why they should use you.

You've got to have more approaches.

You will have answers and you'll have perfect followup letters.

Do you have something that goes out after you, after you book an inspection

that makes sure that they stick?

Do you have something that goes out after you talked to them, but for

some reason they don't book our top people do, and they're all there for

you to be able to put into place.

You're going to have a team that understands all of this.

And then you, your business can literally operate without you, Michelle,

can you stand up for just a second?

I just want to make sure everybody sees you again when

you first started with us, okay.

You know, you basically had to answer the phone.

And then Michelle, one of the things she said was, nobody can

answer the phone better than me.

And then eventually we talked her into letting some other

people answer the phone.

And then eventually we talked to Robin to doing less inspections

personally, because he's not an inspector, he's a business owner.

All right.

And you guys take more vacations now and you just do all kinds of cool things.

Right?

So you've got to focus on the right thing.

You've got to focus with your people.

You need to take one concept and focus on it.

The most important thing I ask you to put on your calendar besides date night

is focused time two hours every week.

Do you know how many people will actually do that?

5% in this room?

25%.

Do you have on your schedule right now?

Two hours to focus on something.

When you get back to build your business, I'm not asking, I'm

trying to just make a point.

If you don't, you want it there.

And it needs to be there every single week, two hours to build a

stackable, to build a system to change.

Okay, Jonathan does this, by the way, with this inspector meetings, one of

the things that Jonathan has just done an incredible job on is making sure

that all of his inspectors, every two weeks come into the office for two hours

worth of training starts at 6:00 AM.

In the morning, one guy drives an hour and a half to get to the meeting

and he never complains after leaving.

He goes, man, I'm just so glad I show up here.

I always learned something it's amazing.

By the way we record those meetings, so you can either use it for your

inspector meetings, or if you're a single man operation, it's like

attending Jonathon's meeting Hank shank at his head up and guessing you bet.

It's a cool thing.

Isn't it?

All right.

Jonathan does a Wolf pack huddle and a Wolf wrap-up every single day, every

single day, he calls our marketing people.

What are you going to get done today at the end of the day?

What did you get?

Okay.

You have to focus on time on your schedule and now you need to

help other people focus as well.

You have to help other people in your business that

you're growing focus as well.

Do you have a meeting with your inspectors every two weeks?

I know it sounds simple, but most of you don't do it.

Okay.

You succeed with implementation.

That's the real key to success.

You're going to learn this week, how to make that happen.

We're going to show you how you get stuff implemented.

Okay?

You want to play bigger.

The biggest secret of success, the biggest secret to success is

to help other people it's so, so simple and then drive by helping and

giving your experience to others.

So the question is, what level are you going to play at?

This is the 95%.

See the crowd down there.

I'm going to tell you another secret.

I've been playing with us.

Wow.

I like these shoes.

All right.

I've been playing with this some and I want to show you.

I've updated this as my brain continues to improve on information, I found out

something very interesting and a new, some of you've seen me do this already.

There's the 1%, by the way, the 1% are not always rich.

Sometimes they're rich and how they help people or how many, their legacy they

left behind mother Teresa was not rich.

Okay.

Gandhi was not rich.

And I want you to know something.

They controlled riches by the time they were done, which is interesting.

Then you've got the 4% here and then you've got the 95% here.

This is what I call the cliff.

This is where the 95% will push you to, and as you're falling off, they

will say, oh, I'm so sorry, splat,

man, that's a shame.

You had a flat tire.

So you ran.

You ordered something, but it didn't come in because you didn't order.

As soon enough, we have backups on top of backups here at the show.

And I will tell you that moving into the building this year was a little

rough because of the roast behind it.

Yet.

Somehow miraculously, we got it all done.

All right.

95%.

You need to know when you go home and you heard Dan say it.

When you go home, your seat on the plane might be taken by somebody else.

Now Dan gave his up, but I have lost my seat sometime to other people.

I was on one flight and I was half asleep and they came and got me

and pulled me off the plane and told me I couldn't go on the plane.

Now I didn't fight and get my teeth knocked out in the process.

I got up and got off the plane.

And then I told him that's okay.

Tomorrow I speak to 300 people.

I'll be glad to tell them how you handled this.

I was on the first flight out in the morning.

Okay.

And I got there in time, but 95% of people that you're surrounded with

will tell you it's okay to fail.

They will hug you.

They will cry with you.

They will, they will shake your hand.

They will tell you it's okay to fail.

And I want you to know something.

They're right.

It's okay to fail.

It's not okay to stay there.

That's what they don't get.

What do you mean you're getting back up and trying again, what

you failed at that already.

Once you failed at that already twice, you failed at that

already three or four times.

How many times are you going to have to do this before you

realize this is just a bad idea?

Successful people fail more than the 95%.

I fail usually at something, every single.

And the next day I'm thinking, how can I do that differently so

that I get a different result.

I don't want to do it the same.

Right?

Very simple.

Launching the deeper 95%.

See the obstacles, the 4%, see the objective, the 1% see how to help

others achieve it, which is why I wanted you to see our coaches.