One of my best success secrets

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.

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

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

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

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

One of my big secrets to success.

Are you ready for this?

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

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

some states, this is illegal.

So be careful record yourself.

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

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

Why do I want to record myself on inspections?

It's not for protection.

Yes, sir.

Self-analysis great.

Who else knows the real sacred yes.

Training moment.

I love that training moments.

Exactly correct.

Uh, who else?

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

Yes.

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

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

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

Consistency in what?

Consistency in what?

In the process?

That's so close.

Hank.

Thank you.

Do you not say the same thing every single time?

Is it written down what you say every single time?

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

You gotta have the scripts written down.

So I'm going to give you another example.

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

keys for our computerized system.

Before Microsoft word existed, you guys get.

Before Microsoft word existed.

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

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

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

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

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

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

Under the report blueprint.

You can see all of my macros.

Okay.

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

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

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

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

we say things at every single inspection.

All right.

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

Just one system.

What is it?

What's one system answering the phone.

All right.

So it's a great thing.

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

Right?

All right.

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

Page one.

Tell me something about answering phones.

So, all right.

So always answer the phone.

All right.

So tell me something Bob, about answering the phone.

All right.

So ask questions.

All right.

Thank you.

Had your hand up.

What's the intro.

What are we?

What do we start with?

Right the start.

Who else?

Smile.

All right.

Love that.

What else?

Assumptive selling.

Who said that?

You're exactly correct.

All right, so assumptive close.

Okay.

Assumptive close.

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

worth a hundred thousand dollars.

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

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

Upselling.

Oh my gosh.

All right.

So here's what you do.

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

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

Right.

Are you ready?

Page two.

I'm going to take assumptive close page two.

You take that one item.

You move it to the front assumptive close.

Now tell me some things under assumptive.

Close.

Anybody have anything?

Yes.

Whew.

Oh my gosh.

That's so good.

But the radon, right?

What else?

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

. So pools.

All right.

Yes.

Pools.

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

All right.

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

Okay.

Thank you.

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

to say this day or this day.

Okay.

Now, are you ready?

Let's just take right on page two.

Hey, right on.

And now I start putting.

The phrase, right?

Who I'm here.

You guys see what I'm doing here.

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

and all I do is when I'm traveling.

And remember I told you, Hank has an assistant.

Remember the one.

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

I want all these things.

What did, what did we do on the inspection?

How did we do it?

What's the routine.

What's the script.

So I did this for inspections.

Then we did it for client coordinators.

Then we did it for marketing people.

Then we did it for you.

See what I'm saying?

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

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

building three ring binder.

Who's seen my office.

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

Cause I've been doing it for 30 years.

All right.

So everything that I start, brain dumping.

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

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

Kristen built the client coordinator one just like that.

Okay.

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

You, you have to systematize it.

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