Systems Systems Systems

Speaker: 00:00:00

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

Speaker: 00:00:03

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

Speaker: 00:00:06

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

Speaker: 00:00:09

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

Speaker: 00:00:13

We can help a single man operation be able to do over three hundred

Speaker: 00:00:17

thousand dollars a year,

Speaker: 00:00:18

maybe all the way up

Speaker: 00:00:19

to 400 thousand dollars a year as a single inspector operation.

Speaker: 00:00:22

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

Speaker: 00:00:27

be able to build million dollar home inspection businesses.

Speaker: 00:00:30

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

Speaker: 00:00:37

Everybody might grow back here, and we are moving into one of the last

Speaker: 00:00:41

two parts of the book, the

Speaker: 00:00:45

E myth and the E myth Revisited now.

Speaker: 00:00:48

I'm pulling my notes from the original E myth book that I used years ago

Speaker: 00:00:52

to help fix my company and straighten a lot of pieces up.

Speaker: 00:00:55

The new book out there is The E myth Revisited.

Speaker: 00:00:57

So feel free to take a look at that.

Speaker: 00:00:59

And it's actually a better read, easier to read,

Speaker: 00:01:01

but I'm pulling my notes from the original book that I studied.

Speaker: 00:01:04

Chapter 18 is Your Systems Strategy, Chapter 18, so your system strategy.

Speaker: 00:01:09

One of the things we've talked about is systems, systems and then more systems.

Speaker: 00:01:14

OK, and he's coming back to even defining what a system is here.

Speaker: 00:01:18

A system is a set of things, actions, ideas, information

Speaker: 00:01:24

that interact with each other and in so doing, alter other systems.

Speaker: 00:01:30

So systems affect other systems.

Speaker: 00:01:33

All right. Systems are kind of a preset way

Speaker: 00:01:36

that things work in a lot of different directions.

Speaker: 00:01:38

And so basically says, in short, everything's a system.

Speaker: 00:01:41

He says, my office is a system.

Speaker: 00:01:43

The way we answer the phones is a system. My car is a system.

Speaker: 00:01:46

You know, when I'm

Speaker: 00:01:47

talking with home inspectors, I tell them we inspect systems all the time.

Speaker: 00:01:51

We inspect heating and air conditioning systems

Speaker: 00:01:53

and plumbing systems in structural systems.

Speaker: 00:01:55

What I do as a coach is I try to take a look at the business system,

Speaker: 00:01:59

especially the marketing system inside the business system, to help move forward.

Speaker: 00:02:04

He says that there are three kinds of systems, and he's absolutely correct.

Speaker: 00:02:07

There are there hard systems, soft systems and information systems.

Speaker: 00:02:11

Now, the hard systems are those inanimate unloving things,

Speaker: 00:02:15

kind of like our vans or the colors that we use, OK?

Speaker: 00:02:19

And the soft systems are the animate living or ideas.

Speaker: 00:02:22

And he said a soft system might be the script like for Hamlet, as he says here.

Speaker: 00:02:28

And then the information systems are those systems that provide us

Speaker: 00:02:31

with information about the interaction

Speaker: 00:02:34

of the other to the heart systems and the soft systems working together.

Speaker: 00:02:38

So the heart systems is pretty straightforward.

Speaker: 00:02:41

The heart systems is probably one of the biggest parts, and

Speaker: 00:02:45

you might take a look at it.

Speaker: 00:02:47

So, for instance, I am very blessed now because we have an eight thousand

Speaker: 00:02:51

square foot office and I have the studio inside my office.

Speaker: 00:02:54

All of this is a system.

Speaker: 00:02:56

And inside our office,

Speaker: 00:02:57

we have these white boards and all this that you write on with dry erase markers.

Speaker: 00:03:01

I just buy some more dry erase markers.

Speaker: 00:03:04

The other day, he talks about in his office,

Speaker: 00:03:06

they had the dry erase boards as well, and they were using markers on them.

Speaker: 00:03:10

And part of their system was that after somebody was done with a meeting room

Speaker: 00:03:14

or set up or whatever part of their job was to clean off the white boards.

Speaker: 00:03:18

Now, the white boards didn't have adjustments and they had white walls.

Speaker: 00:03:21

And so what happened was they would end up with all this blue smudge

Speaker: 00:03:26

and everything up on the walls and everything.

Speaker: 00:03:28

Now, I will tell you,

Speaker: 00:03:29

some people have literally taken the whole walls and turned them nowadays

Speaker: 00:03:32

into white boards.

Speaker: 00:03:33

We actually have an Airbnb that we have right across from our office here.

Speaker: 00:03:38

And on one wall, it's all basically a white board.

Speaker: 00:03:43

But in the old days and even in this office,

Speaker: 00:03:45

we still have some white boards that are set.

Speaker: 00:03:48

And what he was trying to do

Speaker: 00:03:50

was he was saying, hey, we need to clean off the boards.

Speaker: 00:03:52

And they would clean off the boards,

Speaker: 00:03:53

but it would leave smudges on the walls and it became quite a problem.

Speaker: 00:03:57

And for like three or four weeks, they were working on this,

Speaker: 00:04:00

trying to figure out how do we fix this because we want a nice, clean office.

Speaker: 00:04:04

And they worked on it and they worked on it. They worked on it.

Speaker: 00:04:06

They try to tell people

Speaker: 00:04:07

how important it was to clean it up, how this and how to do that.

Speaker: 00:04:10

And it really became quite a nuisance.

Speaker: 00:04:14

And then finally, somebody had an idea that they put into place and immediately

Speaker: 00:04:17

created a hard system that solved all of those problems.

Speaker: 00:04:22

All they did was they took the white boards

Speaker: 00:04:23

that were up there and put a clear piece of Lucite all the way around it.

Speaker: 00:04:28

So when they're cleaning off the boards

Speaker: 00:04:29

now, it's not going onto the walls and they're not writing on that.

Speaker: 00:04:33

Lucette So there's no writing on it. They have to clean off.

Speaker: 00:04:36

And so they put about four inches all the way around.

Speaker: 00:04:39

So just think about that.

Speaker: 00:04:41

The two necessary components of conflict, the essential conditions for innovation,

Speaker: 00:04:45

and then the conditions gave birth to a new system.

Speaker: 00:04:48

And that third component basically was needed to translate conflict

Speaker: 00:04:52

into a remedial action or will. All right.

Speaker: 00:04:55

So by extending four inches out from each side of the border,

Speaker: 00:04:59

that Lucite color literally stopped the blue

Speaker: 00:05:02

ink carnage, as he calls it, here in its tracks, OK?

Speaker: 00:05:05

And in one fell swoop with that system.

Speaker: 00:05:08

And I want you to understand, when you put systems into your business,

Speaker: 00:05:11

this sort of thing is going to happen, too, in that one fell swoop.

Speaker: 00:05:15

The walls were clean.

Speaker: 00:05:17

Our people were delighted.

Speaker: 00:05:19

And the clients were amazed.

Speaker: 00:05:22

You know, one of the best thing that ever happened to me,

Speaker: 00:05:24

and it happened a lot was is this a franchise, OK?

Speaker: 00:05:28

People were asking me if my business was a franchise.

Speaker: 00:05:32

I love that question because it told me I was building.

Speaker: 00:05:36

A real prototype that could become a franchise

Speaker: 00:05:39

at some point, and I actually thought about making it a franchise

Speaker: 00:05:42

and then I decided not to I decided to coach individual companies.

Speaker: 00:05:46

So I'm kind of the UN franchise model.

Speaker: 00:05:48

I'm the franchise prototype, though.

Speaker: 00:05:50

I mean, we still teach you everything a franchise would teach you, actually,

Speaker: 00:05:54

so much more than the average franchise would teach.

Speaker: 00:05:58

But all of it comes down to what kind of systems do

Speaker: 00:06:01

we have in our business to help make sure that those things happen. So.

Speaker: 00:06:06

A hard system for producing a human and totally integrated result.

Speaker: 00:06:10

What kind of hard systems are you putting into your business?

Speaker: 00:06:13

The purpose of that system was to free you up

Speaker: 00:06:17

from having to worry about the blue smudges on the wall all the time.

Speaker: 00:06:20

And so I built a lot of systems inside the home inspection,

Speaker: 00:06:24

the routine of the home inspection.

Speaker: 00:06:25

The way we wrote the report, all of that to make things easier.

Speaker: 00:06:30

And, you know, Gary Keller had the book out called The One Thing.

Speaker: 00:06:33

And one of the things he said in there was what's one thing you can do

Speaker: 00:06:36

that will make everything else

Speaker: 00:06:39

or make other things unnecessary or at least make things easier?

Speaker: 00:06:43

And those are systems.

Speaker: 00:06:44

And so when you build those, it becomes very powerful.

Speaker: 00:06:48

In fact, I like to call them stackable, because some systems

Speaker: 00:06:51

you're always tweaking with, but some systems like that Lucite color.

Speaker: 00:06:56

OK. Once they did it, it was done.

Speaker: 00:06:58

They never had to do it again. That's a stackable.

Speaker: 00:07:01

And I love that.

Speaker: 00:07:02

So going on to the second part was soft systems. All right.

Speaker: 00:07:05

So we all know that things need to be sold, so

Speaker: 00:07:08

how are you going to get things sold?

Speaker: 00:07:10

And here's one of those things that we hear all the time.

Speaker: 00:07:13

Eighty percent of well, in this case, 80 percent of our sales are produced

Speaker: 00:07:17

by 20 percent of the people.

Speaker: 00:07:19

All right. And I will tell you that probably, you know,

Speaker: 00:07:22

a large percentage of your business that comes in is done

Speaker: 00:07:26

and created by 20 percent of what you do to help create that business.

Speaker: 00:07:30

Now, when you understand that

Speaker: 00:07:32

and you start understanding which parts are creating that business,

Speaker: 00:07:36

what you really find out is that that 20 percent is a system,

Speaker: 00:07:41

20 percent of that creates 80 percent of your work is a system.

Speaker: 00:07:45

And what I created, of course, was what we call the Big Bang marketing system.

Speaker: 00:07:48

The Big Bang marketing system creates over 80 percent of all the phone calls

Speaker: 00:07:53

that we receive. And it's pretty cool thing.

Speaker: 00:07:55

And when you set it up, you need a selling system of some sort.

Speaker: 00:07:59

Now, inside the chapter,

Speaker: 00:08:00

he goes into a wholesaling system about identification of,

Speaker: 00:08:04

you know, a specific benchmarks, the literal scripting of words.

Speaker: 00:08:07

You've got to make sure that you have that built in your system.

Speaker: 00:08:10

The creation of the various materials to be used when you're doing certain

Speaker: 00:08:14

scripts, the memorization of the scripts and the delivery

Speaker: 00:08:18

of each script by your people.

Speaker: 00:08:20

So we actually have right now out we have two people out there

Speaker: 00:08:23

marketing for our business.

Speaker: 00:08:24

We're trying to teach all of them different scripts, scripts

Speaker: 00:08:27

that do different things.

Speaker: 00:08:29

And some of those scripts are not just to get people to refer business to us,

Speaker: 00:08:34

but to set it up so that we can come in and do presentations

Speaker: 00:08:37

at their real estate office.

Speaker: 00:08:38

And let me say this very carefully, quickly, but carefully.

Speaker: 00:08:42

The number one way to build your business is by presentations.

Speaker: 00:08:47

The number one way to build your business is by presentations.

Speaker: 00:08:50

Here's the good news is you don't have to do this presentations,

Speaker: 00:08:53

but those presentations need to be done by you

Speaker: 00:08:56

and or some kind of a salesperson or marketing person.

Speaker: 00:09:00

We're now actually calling our marketing people marketing coaches

Speaker: 00:09:03

because they go in and try to teach people how to help market their business.

Speaker: 00:09:08

So the power selling system is built up of a couple parts.

Speaker: 00:09:11

One is the structure and then the substance.

Speaker: 00:09:13

The structure is what you do.

Speaker: 00:09:15

And then the substance is how you do it.

Speaker: 00:09:18

And if you think about that, it's the same thing with your home inspection, OK?

Speaker: 00:09:21

Your home inspection is what you do.

Speaker: 00:09:23

But the substance is how you do it.

Speaker: 00:09:26

And we've all heard, you know, it's not what you say, but how you say it.

Speaker: 00:09:29

Same type of thing inside of the selling system.

Speaker: 00:09:32

They help create here.

Speaker: 00:09:33

And by the way, the reason they mention the selling system here is because it's

Speaker: 00:09:37

one of the most powerful systems that you will need

Speaker: 00:09:41

to move your company forward, whether you stay a single man operation

Speaker: 00:09:44

or whether you become a multi inspector firm.

Speaker: 00:09:46

If you do not have a powerful selling system

Speaker: 00:09:50

or a system that helps people

Speaker: 00:09:52

that want to refer you, then your business is going to be in serious trouble.

Speaker: 00:09:56

And then he has three parts about the selling system that he talks about.

Speaker: 00:09:59

Here is the appointment presentation,

Speaker: 00:10:01

the needs analysis presentation, and then the solutions presentation.

Speaker: 00:10:05

And so there's broken down into three parts.

Speaker: 00:10:08

The appointment presentation is one of the important.

Speaker: 00:10:10

So as our marketing people are going out there to the officers,

Speaker: 00:10:14

their job besides just letting people know who we are and all that good stuff.

Speaker: 00:10:18

Their main job is to schedule appointments, appointments

Speaker: 00:10:22

for presentations.

Speaker: 00:10:23

Now they can be one on one, but even more importantly are when we do

Speaker: 00:10:27

group presentations and you want to try to make sure that you have that worked up.

Speaker: 00:10:31

And he says here the appointments, the purpose of an appointment

Speaker: 00:10:35

presentation is one thing and one thing only.

Speaker: 00:10:39

I love it when we get that type, and that is to set up

Speaker: 00:10:43

a presentation or set up an appointment, as they're talking about here.

Speaker: 00:10:47

And then they go through some of the scripts

Speaker: 00:10:48

that they're using to do all of that.

Speaker: 00:10:50

But, you know, I also try to tell people the purpose of your brochure.

Speaker: 00:10:54

The purpose of your business card has one purpose

Speaker: 00:10:58

and one purpose only, and that's to make the phone ring.

Speaker: 00:11:01

Your presentations really have one purpose and one purpose only, and

Speaker: 00:11:06

that's for people to put us on the list to recommend to their clients.

Speaker: 00:11:10

Your marketing, as you walk in and out of the real estate office,

Speaker: 00:11:14

your big bang marketing has a lot of purposes,

Speaker: 00:11:17

but its real essence, the real essence, the one and one thing

Speaker: 00:11:21

only that I really want the Big Bang marketing to do is help us to be able

Speaker: 00:11:24

to schedule, you know, presentations at the offices or help us set up

Speaker: 00:11:29

appointments for one on one with agents either way. All right.

Speaker: 00:11:33

But when you understand that, then that's pretty cool.

Speaker: 00:11:35

And then they go in and talk about the need analysis presentation.

Speaker: 00:11:38

And we're not going to go into that

Speaker: 00:11:40

too much because it doesn't really apply to us in the home inspection world.

Speaker: 00:11:43

But really, as you're going through the presentation, what you're trying to do

Speaker: 00:11:47

is find out what their needs are and find out if you can meet their needs.

Speaker: 00:11:51

Now, for instance, if I'm talking to a group of insurance agents

Speaker: 00:11:55

instead of real estate agents, their needs are completely different.

Speaker: 00:11:59

And we may not even be able to meet their needs here in Texas.

Speaker: 00:12:03

And, you know, if you were in Florida.

Speaker: 00:12:05

Might be a completely different thing,

Speaker: 00:12:06

especially with the four point inspections and things like that.

Speaker: 00:12:09

But you want to make sure that your presentation, your needs now

Speaker: 00:12:13

presentation works so well,

Speaker: 00:12:15

but not at what it does , but the impact it will have on the prospect.

Speaker: 00:12:20

So when we do a presentation at the real estate

Speaker: 00:12:22

offices, my number one objective is what kind of impact

Speaker: 00:12:26

will it have on the people there that can refer business to the future?

Speaker: 00:12:30

And he goes into the first, the second, the third, the fourth, fifth,

Speaker: 00:12:33

all of these different steps. I'm not going to go into all of them.

Speaker: 00:12:36

The big thing is, though, is

Speaker: 00:12:38

that what you're trying to do is make sure upon the completion of that presentation

Speaker: 00:12:43

is that they want to refer you to their clients.

Speaker: 00:12:46

And everything in this particular instance is talking about something else.

Speaker: 00:12:50

And then the solutions presentation, the solutions

Speaker: 00:12:53

presentation is the easiest component. All right.

Speaker: 00:12:56

Because if you've done part one right.

Speaker: 00:12:58

And if you've done part two right.

Speaker: 00:13:00

Which is if you've done the appointment presentation. Right.

Speaker: 00:13:03

And if you've done the need analysis presentation. Right.

Speaker: 00:13:06

The solutions presentation is like a no brainer.

Speaker: 00:13:09

It's like a gimmick. OK.

Speaker: 00:13:11

And so it's the easiest, because if you've done your job effectively at this point,

Speaker: 00:13:15

they've already decided they're going to refer you in this particular situation.

Speaker: 00:13:19

And they say they've already decided that they're going to buy from you,

Speaker: 00:13:22

that the sale is already made in the home inspection business.

Speaker: 00:13:26

It's a little bit different because of the way

Speaker: 00:13:28

it sets up, because of the way they work with their clients and everything.

Speaker: 00:13:31

But we want to make sure that they feel comfortable in simply referring us. OK.

Speaker: 00:13:37

The last system is the information systems in an information system

Speaker: 00:13:41

basically helps the heart systems and the source systems work together.

Speaker: 00:13:47

And in the information system, he actually lists like 13 parts here of this.

Speaker: 00:13:53

But really, their benchmarks are goals that you want to set.

Speaker: 00:13:56

So, for instance, how many calls were made?

Speaker: 00:13:59

How many offices did you visit?

Speaker: 00:14:01

All right. I teach people that you need to be visiting 10 officers per week

Speaker: 00:14:05

per inspector to help meet your numbers and growing the business.

Speaker: 00:14:09

And if you're an hypergrowth or want to be an hypergrowth,

Speaker: 00:14:12

a lot of my coaches would say, hey, you need to be visiting

Speaker: 00:14:15

15 offices a week to make sure that you're getting business.

Speaker: 00:14:18

And then how many prospects were reached and then how many

Speaker: 00:14:21

appointments were scheduled

Speaker: 00:14:23

and then how many appointments were confirmed? In my case,

Speaker: 00:14:26

I would say not just appointments, but presentations. All right.

Speaker: 00:14:29

And then how many presentations were held?

Speaker: 00:14:32

And then did you do the need analysis presentation?

Speaker: 00:14:35

Did you go through with them and find out,

Speaker: 00:14:37

you know, what it is they need and can you provide it for them?

Speaker: 00:14:40

Here's the good news is we know they need us.

Speaker: 00:14:43

OK, and then how many were confirmed and then how many were completed on

Speaker: 00:14:47

doing those need analysis or in this case, the presentations?

Speaker: 00:14:50

OK, and then how many presentations were scheduled?

Speaker: 00:14:52

How many presentations were confirmed on this second part

Speaker: 00:14:56

and how many solutions presentations were completed?

Speaker: 00:15:00

So keep in mind, again, they had three parts.

Speaker: 00:15:02

They had the point that presentation, they had the need analysis presentation, and

Speaker: 00:15:06

then they had the the sales presentation or the solutions presentation.

Speaker: 00:15:10

Ours are slightly different.

Speaker: 00:15:11

What we have is the the marketing to get us scheduled to speak

Speaker: 00:15:15

at the real estate offices.

Speaker: 00:15:16

Then we have the presentation

Speaker: 00:15:17

we do at the office, which is different than what they talk about here as well.

Speaker: 00:15:21

And I'll talk about that more when I start going into my book,

Speaker: 00:15:24

which is what we're going to do after this book.

Speaker: 00:15:27

So I'm going to go in and start getting into even more nitty gritty

Speaker: 00:15:31

of what we're doing here.

Speaker: 00:15:33

OK. And then, of course, how many solutions were sold?

Speaker: 00:15:35

Well, how many inspections did you do?

Speaker: 00:15:37

How many people were putting you on their list now?

Speaker: 00:15:40

And what was the average dollar value of those solutions?

Speaker: 00:15:43

I think that people missed that so often.

Speaker: 00:15:45

I ask them what your average home inspection.

Speaker: 00:15:48

And a lot of times they go somewhere

Speaker: 00:15:50

between three hundred and five hundred dollars.

Speaker: 00:15:52

That's not an average. That's a ballpark. OK.

Speaker: 00:15:55

An average would be

Speaker: 00:15:56

four hundred and thirty three dollars and eighty seven cents.

Speaker: 00:15:59

That's an average.

Speaker: 00:16:00

And honestly, you should know that. No.

Speaker: 00:16:03

And if you think you don't need to know that. No.

Speaker: 00:16:05

Well, you're kind of kidding yourself because you can't fix numbers

Speaker: 00:16:09

or improved numbers that you don't really know.

Speaker: 00:16:12

And so we measure that number specifically among a bunch of others,

Speaker: 00:16:16

but that one specifically so that we know that we're improving on it.

Speaker: 00:16:19

One of the things I love is when I'm working with coaching members

Speaker: 00:16:22

a lot of times is that their average will literally go up

Speaker: 00:16:25

because they didn't know that they needed to know that . No.

Speaker: 00:16:28

But as soon as they did and as soon as they start putting into place

Speaker: 00:16:31

some of the systems that we talk about, especially with the Big Bang marketing,

Speaker: 00:16:35

then what happened was that particular part,

Speaker: 00:16:39

that particular number would start growing for them.

Speaker: 00:16:42

It's not uncommon for our guys to do a hundred dollars more on average

Speaker: 00:16:46

than what they're currently doing.

Speaker: 00:16:48

And I look forward to being able to help you with that

Speaker: 00:16:50

or you figuring that out as you're going as well.

Speaker: 00:16:53

So it's absolutely essential that you begin to think

Speaker: 00:16:57

of your business as an integrated system.

Speaker: 00:17:00

So we've been talking about systems throughout the book. Right.

Speaker: 00:17:03

And so approach Airbnb.

Speaker: 00:17:05

Part of your business, as though it were separate from all the rest

Speaker: 00:17:09

would be lunacy, would be lunacy, would be crazy would be ludicrous.

Speaker: 00:17:14

One of my favorite words, ludicrous.

Speaker: 00:17:15

It would be ludicrous

Speaker: 00:17:17

to think of each part of the business separately and that it is separate.

Speaker: 00:17:21

No, it's all interactive, OK,

Speaker: 00:17:24

because everything in your business affects everything else in your business.

Speaker: 00:17:28

So when you think about the primary aim that we talked about,

Speaker: 00:17:31

when you think about the strategic objective and your organizational strategy

Speaker: 00:17:35

and your management strategy and your people strategy

Speaker: 00:17:38

and your marketing strategy and your systems strategy,

Speaker: 00:17:43

all of them are totally interdependent rather than independent. All right.

Speaker: 00:17:47

And so it's important to understand that.

Speaker: 00:17:49

And then the success of your business development program

Speaker: 00:17:53

totally depends on your acceptance of that integration.

Speaker: 00:17:57

And that integration is your prototype.

Speaker: 00:18:00

OK, that's what you're using to take it into the whole next level.

Speaker: 00:18:05

All right. Well, that's all today.

Speaker: 00:18:06

We're going to come back and then we're going to finish up

Speaker: 00:18:08

bringing the dream back to American business,

Speaker: 00:18:11

and we're going to finish it up and go through this last little part.

Speaker: 00:18:13

I'm excited to do that.

Speaker: 00:18:15

And then what I'm going to do is start on my book that I put together

Speaker: 00:18:19

probably, I don't know, 15 years ago.

Speaker: 00:18:21

And it's got so much simple basics that you can put into place

Speaker: 00:18:25

in your business as well.

Speaker: 00:18:26

So this has been a lot of fun and it's so much fun

Speaker: 00:18:30

helping you understand how important systems are.

Speaker: 00:18:33

Please don't forget that my business almost imploded because I was running

Speaker: 00:18:37

the businesses on a personality, not on a system.

Speaker: 00:18:41

And I want to make sure that you're

Speaker: 00:18:42

not running your business on just a personality.

Speaker: 00:18:45

And by the way, a personality will help

Speaker: 00:18:47

a personality will help you build the right systems

Speaker: 00:18:49

and do a lot of those different parts of it.

Speaker: 00:18:52

I am building new systems every single day,

Speaker: 00:18:54

either in our home inspection business or some of the other businesses

Speaker: 00:18:57

that we run here.

Speaker: 00:18:58

And so I want to make sure you're doing the same thing.

Speaker: 00:19:01

Well, as I always love to say, be successful and be around

Speaker: 00:19:05

those that are successful.

Speaker: 00:19:06

The more systems you put in place, the easier it is to be successful

Speaker: 00:19:10

and the more successful people you're around, the better systems

Speaker: 00:19:14

you're going to discover.

Speaker: 00:19:15

And how easy it is to put some of those in your business as well.

Speaker: 00:19:18

Have a great day and talk with you again soon. Bye bye.