NPI National Meeting 2009

1. NPI National Meeting 2009 TAKING YOUR BUSINESS TO THE NEXT LEVEL John Braddock, Castle Rock, CO

2. TAKING YOUR BUSINESS TO THE NEXT LEVEL • Have you truly made the commitment to be in business for yourself and run your business or • Are you just creating a JOB for yourself? • Are you just involved or are you truly committed to succeed! • Where will you be next year, 5 years, 10 years?

3. WHERE ARE YOU TODAY YOU ARE MOST LIKELY: • A TRAINED, PROFESSIONAL, INSPECTOR W/DIVERSE EXPERIENCE‐ BUT • Do you understand and recognize your strengths and weaknesses • Will you build on your experience and supplement your weaknesses

4. WHAT ARE YOU TODAY? YOU ARE MOST LIKELY: • AN INSPECTOR, RECEPTIONIST, SCHEDULER, AND SOMETIME MARKETEER • THE “SUPER STUD” inspector (but nobody knows it), versus the PET ROCK? • YOU BELIEVE THAT…No one can do it as good as you can • AS A RESULT…You are the only stream of income in your business

5. IF YOUR DESIRE AND COMMITMENT IS TO CONTINUE TO GROW YOURBUSINESS YOU NEED TO BECOME A: • A GREAT INSPECTOR THAT EVERYONE KNOWS ABOUT AND THINKS OF FIRST, AN ENTEPRENEUR LOOKING FOR ADDED SERVICES TO COMPLEMENT YOUR CORE BUSINESS, AND CAN TRAIN, MANAGE • DUPLICATE YOUR SELF AND CONSEQUENTLY YOUR INCOME • THIS IS A HUGE UNDERTAKING THAT REQUIRES HARD WORK, PLANNING, PRIORITIZING AND LOTS OF HELP. YOU MUST BEGIN TO MORPH INTO A MANAGER AND UTILIZE YOUR AVAILABLE ASSETS

6. FIRST, BECOME A GOAL SETTER • Written, obtainable, and track able • ESTABLISH a Company Mission Statement‐ that defines you and your company • WHAT do you want to be? • Is this your competitors Mission Statement or YOURS? • “To become an average inspection company by providing limited services, average response and follow up, and overall mediocrity at a price below my competitors.”

7. BAI/NPI MISSION STATEMENT To provide the highest quality and most complete inspection experience possible through quality customer service, attention to detail, education, and effective communication resulting in our clients making the most informed business decision possible during the real estate transaction process.

8. UNIQUE BUSINESS ADVANTAGE (UBA) • The Only Full Service Inspection Company • Cutting Edge Equipment and Technology • Awesome On‐site Report with Digital Photos & Detailed Summary • Fully Trained, Experienced, Certified Inspectors • Full Time Customer Service and Staff • Fully Insured • Warranty & 100% Money Back Guarantee

9. A WRITTEN GOAL OR OBJECTIVE • If you don’t know where you’re going, any road will get you there! • GOAL: I will add 3 services and grow 20% to net $110,000 next year (after expenses). • I will need to do 400 inspections (34/mo., 30% with 2nd service) at an average price of $325. • Gross $130,000 ‐ $20,000 expenses= $110,000 • But HOW?

10. HOW AM I GOING TO GET THERE...ACTIONS? The three ways to grow your business: • Increase # of inspections, increase price, add services, or a combination of all 3… I CHOOSE ALL 3! • Specific strategies or actions I will commit to daily, weekly, monthly , quarterly to get there? • Look at it every day… and your mind will take you there!

11. STRATEGY/ACTION: I will finalize my 2010 marketing plan by 11/15 to include the following: • I will contact 10 offices/wk by delivering reports by hand or appointments with referring agents • I will meet with 2 office managers per week and schedule 3‐4 presentations per month • I will send out 10 intro‐contact letters/wk from business cards , NPI Marketing • I will complete a data base for email marketing by 12/1/09, Luke… HELP • I will send initial email to realtors by 1/1/10 with buyer promo intro and coupon, Luke/NPI, Marketing/Kim • I will identify a Video Sewer Cam Company for sub contract by 12/109 • I will complete radon training and join NEHA by 1/30/10

12. TRACKING YOUR RESULTS BY WEEK, MONTH, AND QUARTER KEEP IT SIMPLE- KISS • Lay out each action and track results • Spread Sheet • Grease Board • Bathroom Mirror • Whatever works

13. WHAT WORKS FOR US, BECOME A FULL SERVICE COMPANY • SERVICES: BUNDLING OF SERVICES‐ Res/Comm Inspections, Pre‐listing, Warranty, Investors 5 Component, Radon, Video Sewer Cam, Well flow and Potability, Engineering, Stucco ID, Air Quality, Mold, Lead, Asbestos, Winterization/Dewint, plumbing pressure tests, re‐inspects. • NEW POSIBILITIES FOR 2010: Senior Safety Inspections, Snow bird Inspections, Vacant Property Inspections, Maintenance, Preservation on Foreclosures, Security ADT, Energy Audits

14. WHAT WORKS FOR US, MARKETING • THE SCHEDULE CENTER‐ On line scheduling and tracking • MARKETING: NPI RESOURCES, BROCHURES, NEWSLETTER, BUILDERS WARRANTY • REALTOR PRESENTATIONS CE COURSES AND INTROS • REALTOR REFERRALS, INTRO LETTER OR EMAIL, MORT COS • INTERNET‐ NEWSLETTER, MONDAY MORNING MOTIVATOR, EMAIL CONFIRMATION OF • WEB SITE, SURVEYS, TESTIMONIALS • PROMOTIONS‐ BUYER GIVEAWAY, SURVEY GIVEAWAY • DATABASE MARKETING: ESTABLISH YOUR DATABASE NOW… AND PROSPER • ICONTACT, GET RESPONSE, OUTLOOK

21. OFFICE SUPPORT, AND WHEN • WHEN ? • SCHEDULING and APPOINTMENTS • OFFICE SUPPORT/ASSISTENT • DETERMINE YOUR NEEDS • HIRE TO THOSE NEEDS • REVENUE PRODUCER vs COST • FOCUS ON THE BUSINESS-Marketing, Contacts

22. THE INSPECTOR TEAM • GOAL; TO DUPLICATE YOU • YOUR ROLE CHANGE • WHEN TO EXPAND • WHAT ARE YOU LOOKING FOR? • CONTRACT vs EMPLOYEE, PAY • TRAINING

23. HAVE A GREAT 2010 THANK YOU