Determination
Do you have what it takes to win?
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Who is Mike Crow?
Mike Crow is a Marketing and Business Expert who has built and managed multiple 7-figure businesses, including two 7-figure inspection firms.
For the past 15 years, he's coached thousands of other inspection business owners and has personally helped 100+ companies grow to $1,000,000+ in annual revenue. He has also helped multiple single-inspector operations earn 6-figure annual revenues (some surpassing $300,000).
Mike can teach any entrepreneur how to systematize and market their business to achieve their personal and professional goals.
Transcript
Hi, this is Mike Crow, and I run home inspection business.
Speaker:In fact, I've run a couple of home inspection businesses.
Speaker:You know, true joy for me, though, has been helping literally
Speaker:thousands of home inspectors build really solid home inspection business as well.
Speaker:We can help a single man operation be able to do over $300,000 a year,
Speaker:maybe all the way up to $400,000 a year as a single inspector operation.
Speaker:Even better for me is the 80 plus companies that we have helped
Speaker:be able to build million-dollar home inspection businesses.
Speaker:I would like to help you be able to do the same thing.
Speaker:How determined are you?
Speaker:Will you really do what it takes to win?
Speaker:Let's hear what Mike thinks about determination.
Speaker:And remember, if you have any questions for Mike, you can email us at.
Speaker:Hello it coach blueprint dot com.
Speaker:Here's what I want you to know this coming from the book,
Speaker:The Ultimate Self-pitying Mastery is a direct result
Speaker:of pigheaded discipline and determination.
Speaker:You got to ask yourself one
Speaker:really important question.
Speaker:How determined are you?
Speaker:Because everything is going to try to push you sideways,
Speaker:especially when you make the decision to go forward.
Speaker:A sailboat is pushed off course
Speaker:over and over and over again.
Speaker:But your compass needs to make sure it's pointed to the same spot
Speaker:and your job is to adjust those cells to get where you're going.
Speaker:But you have to learn how to adjust the cells,
Speaker:and a master marketer can help you do that.
Speaker:There's three crucial areas
Speaker:in case you're growing your business marketing, management and sales.
Speaker:So Chet Holmes, who wrote the book, he learned something important
Speaker:when he was studying to be a master in karate.
Speaker:Who in here is a master in karate? Anybody?
Speaker:I just want a new friend. OK?
Speaker:Anybody a
Speaker:master in martial art cases and we have a couple of other people.
Speaker:Oh, I'm going to get to know you guys so much better.
Speaker:They just want to be around you
Speaker:in case somebody wants to take me down on, say, talk to him.
Speaker:But here's what I want you to know.
Speaker:When you're mastering something, you don't have to master 4000 things.
Speaker:You have to master.
Speaker:OK, you have to master twelve things
Speaker:and practice it 4000 times.
Speaker:So people all go, Oh, I've heard about Big Bang marketing, I'm what's next.
Speaker:Well, the question is, are you doing it or,
Speaker:you know, I kind of do it off and on. No.
Speaker:You've got to have those pieces down.
Speaker:OK, you have to focus like a laser and then quite honestly, you will
Speaker:when you're done, I'll guarantee you every time we finish meetings,
Speaker:I'm standing there and I'm listening to people and the stories
Speaker:and you're going to hear some of the stories. I'm next three days.
Speaker:You're going to hear people that are outside marketing, knock out
Speaker:selling and quite honestly, out managing their competition
Speaker:because, you know, they think it's all about inspections.
Speaker:Inspections, there's only
Speaker:like 20% of what we do, guys.
Speaker:It's only about 20%.
Speaker:That's why 80% of people need that other part on that.
Speaker:OK, so most of your competition has one or two, if any cells approaches,
Speaker:you know what
Speaker:your competition thinks, their number one, best thing is to get business.
Speaker:I heard it from somebody even recently on a phone call,
Speaker:and I just I try so hard not to laugh out loud.
Speaker:And I've gotten to a point where I'm good at that.
Speaker:What's their number one?
Speaker:Best marketing technique, right?
Speaker:Really great. There you go.
Speaker:If I do a really great inspection, I'll have all the best
Speaker:as I need.
Speaker:Christie
Speaker:shaking her head, no, but here it comes
Speaker:as Bush.
Speaker:Not so, only time, I'll probably use that.
Speaker:So I hope you got it,
Speaker:because Christian taught me a new word
Speaker:and it starts with B and it is with us.
Speaker:That's bogus.
Speaker:I just want to know every time I say bogus, you know what I'm trying to say?
Speaker:OK, because I'm trying to clean it up.
Speaker:All right. I have grandkids running around here somewhere.
Speaker:So I got to be careful. All right.
Speaker:You need to have ten different approaches.
Speaker:You'll have answers and perfect follow up letters to that whole process.
Speaker:You're going to have a team that understands the above and more
Speaker:and how to operate on so pigheaded discipline and determination requires
Speaker:it requires focus with your people.
Speaker:Now for you guys that are brand new.
Speaker:You have to focus with a group of people on you.
Speaker:And most of you that substantially the new people,
Speaker:that's what you need right now, you need to focus on you.
Speaker:You know.
Speaker:At a certain point.
Speaker:In my life, even I hit a point where I was kind of low.
Speaker:Now most of you've heard this story.
Speaker:There was a point in our life 20 years ago when I was running the business,
Speaker:I was being really good and successful at it.
Speaker:At least I thought so had six inspectors or something like that
Speaker:one quite $1,000,000 yet.
Speaker:And I've just beaten it up every day working on it.
Speaker:And Susan became pregnant with Elizabeth
Speaker:and it was a life threatening pregnancy.
Speaker:And at one point we were in the hospital
Speaker:for two weeks and
Speaker:we didn't know if we were going to lose Elizabeth.
Speaker:We didn't know if we're going to lose Susan.
Speaker:We might lose both.
Speaker:And it turns out, of course, I'm very blessed because we still have both.
Speaker:But during the two weeks
Speaker:I was sitting in the hospital, sitting next to Susan at her bed,
Speaker:trying to make sure somebody didn't do something stupid in the hospital.
Speaker:And by the way, people do make mistakes there.
Speaker:I love those people, but every now and then I get anywhere.
Speaker:Mistakes happen, and I was there to try to protect her during that two weeks.
Speaker:My chief inspector quit
Speaker:and then my office manager called and quit.
Speaker:And I thought to myself, What the hell?
Speaker:I'm sitting here trying to take care of my wife,
Speaker:and in two weeks I lose my top two people.
Speaker:And so for six months, I walked around visiting places,
Speaker:talking to people, trying to figure out what did I do wrong?
Speaker:I focused on myself for those six months.
Speaker:The problem that I had was I was doing it by myself.
Speaker:I was looking for the answers myself until I finally walked into one office
Speaker:and there was this gentleman whose name was Joe.
Speaker:And he said, Mike.
Speaker:He said, the problem is, you're doing it wrong.
Speaker:And he was helping them turn a business into a franchise.
Speaker:And I paid him 20 $500 when I got a book that night.
Speaker:Read it that night because he told me,
Speaker:Got to go get this book that was before Amazon got to go get this book.
Speaker:How to read it tonight.
Speaker:Be back tomorrow with 20 $500 and I'll work with you.
Speaker:Now I know what he thought he was doing.
Speaker:What he was really saying was go away.
Speaker:Go away and go away.
Speaker:But I had pigheaded discipline and determination.
Speaker:So I went and got the book, and I read it.
Speaker:And then I showed up the next morning with a check for 20 $500, by the way.
Speaker:My dad went to vote and it was a lot of money.
Speaker:I said, Yeah, it is. He said, I'm proud of you.
Speaker:And I went, Wow, when what I was expecting.
Speaker:20 $500 that long ago, that was a lot of money to us. OK.
Speaker:But I wrote it and we did it.
Speaker:And then we focused on me and I rebuilt the business.
Speaker:And next year, we went past the million dollar mark.
Speaker:OK, now here's what I want you to know.
Speaker:For those of you that have other people in your business, this marketing person,
Speaker:this client coordinator or whatever the inspector,
Speaker:you've got to make sure you take some things there and focus on it.
Speaker:Jonathan does this with inspector, meaning you're going to hear Jonathan talk about
Speaker:how during those inspector meetings that that will work and take care of
Speaker:it requires big head of discipline, focus with your people.
Speaker:So you need to take one concept that you learn here.
Speaker:one concept with them and then focus it on that. OK.
Speaker:Jonathan does this with inspector meetings.
Speaker:Matt does it with the the the Wolfpack, as he calls them. OK.
Speaker:And of course, you have to focus time on your schedule.
Speaker:Now we teach you in the two week calendar
Speaker:and we'll talk about it tonight a little bit for the two week calendar.
Speaker:You need to put focus time on your schedule.
Speaker:Now you need to put focus time on your schedule for your people.
Speaker:Does that make sense?
Speaker:And I hear people say, Well, my marketing person not doing a good job.
Speaker:And one of the things I ask him was, how often are you meeting with him?
Speaker:When was the last time you ran offices with him?
Speaker:Well, I'm done that.
Speaker:What do you mean? You haven't done that?
Speaker:You haven't ridden with your marketing person at all recently?
Speaker:No, no. No wonder he's not doing a good job.
Speaker:You've told him it's not important.
Speaker:And they go, what is important, but that's not what you told me.
Speaker:And you've got to make sure that you're out there with them.
Speaker:How often do you have inspector meetings?
Speaker:Oh, we don't have inspector meetings.
Speaker:Well, maybe,
Speaker:you know, two or three times a year while biennial dinner and we'll talk.
Speaker:No, no, no, no, no, no, no.
Speaker:Jonathan has inspector meetings every two weeks,
Speaker:and they're incredible inspector meetings.
Speaker:Blow it out of the water inspector meetings.
Speaker:He preps big time for those meetings. OK.
Speaker:And of course, you have your focused time
Speaker:on there that you need to work with as well.
Speaker:So some new ideas, you know, we get them from ideas,
Speaker:we get them from seminars and different things.
Speaker:Most people don't know how to adapt their ideas.
Speaker:Guys, read that next line
Speaker:implementation.
Speaker:Not ideas.
Speaker:Here's the key to real success.
Speaker:So what are you putting on the schedule that you're going to implement?
Speaker:Here's the other one that I want you to see, and I added this one even last night.
Speaker:At some point you need to choose your dream 100 in every one of your areas.
Speaker:There's 100 people, 100 maidens
Speaker:that could literally change your whole business.
Speaker:Are what are you doing to go directly
Speaker:towards those 100 people?
Speaker:Now, Big Bang marketing is a great start,
Speaker:but this is an advanced technique.
Speaker:And I want to make sure that you see it so that you can pull it together
Speaker:and do some cool stuff with it.
Speaker:You need to choose gifts for those people.
Speaker:You should have letters that you want to write to those people.
Speaker:You should have a dream 100 calendar that says, here's what we're doing
Speaker:and about every week or every two weeks at the most.
Speaker:They should be hearing from you.
Speaker:There was one company I worked with, and I'm not going to name them
Speaker:because they've done some stupid stuff since then.
Speaker:But there was one company had a great direct mail program.
Speaker:And he just couldn't break the million dollar mark.
Speaker:He was doing 700,000 800,000 700,000 800,000 900,000 700,000.
Speaker:He couldn't for like six years in a row.
Speaker:He couldn't break the million dollar mark.
Speaker:You know why he couldn't break it?
Speaker:He didn't shift gears.
Speaker:You can't get to 50 miles an hour in first gear.
Speaker:If you don't know that
Speaker:and if you do, something's wrong.
Speaker:OK, so but by putting this advanced technique in here,
Speaker:we literally took him and one year he did two major things.
Speaker:He started Big Bang marketing.
Speaker:Ten officers per inspector per week.
Speaker:I think he had like nine inspectors.
Speaker:And he still couldn't break the million dollar mark.
Speaker:It wasn't a capacity issue. OK, and then he did.
Speaker:What I said was instead of concentrating your direct mail campaign on like 3000
Speaker:to 4000 people once every three months or every two months.
Speaker:Let's go down to 100 people.
Speaker:They went, Yeah, I can do that.
Speaker:That's going to save me a lot of money as it now.
Speaker:But you need to send it out every week in and out on this direct mail campaign.
Speaker:And then you do presentations, you get on a calendar
Speaker:and then you do follow up calls with them.
Speaker:The next year, his business went from like 850,000
Speaker:to $1.5 million.
Speaker:Now, because he hadn't been doing Big Bang marketing
Speaker:because he hadn't reached the right people.
Speaker:And it just overnight changed his business.
Speaker:Now I will tell you,
Speaker:he got arrogant.
Speaker:After that, he quit us and thought everything was hunky.
Speaker:Dory thought he figured it all out, went on his own.
Speaker:And then finally bankrupt this company.
Speaker:He got out of the community.
Speaker:He quit flying with the other geese
