KNOW HOMES BUT SALES AREN’T YOUR THING? IN THIS EPISODE, WE TALK ABOUT SALES STRATEGIES FOR HOME INSPECTORS
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Beon D: Well, welcome to this week’s episode of inspector toolbelt talk. It’s quite a privilege for me to host this episode because I have with me a very highly esteemed guest, a good friend of mine. Scott Elliot, welcome to the show.
Scott Elliot: Thank you. That intro. I don’t know. Anyway, continue.
Beon D: Yeah, he’s contesting the highly esteemed part. If you think that I’m actually interviewing James Spader, you would be incorrect but, you know, there is an unusual resemblance in the tone of voice, but anyway, we’ll leave that for another podcast probably.
Scott Elliot: Okay, That’s fine. Yeah, that’s good.
Beon D: I do think though, thinking of James Spader, sorry, I can’t help it but I think of his character, Robert, California in the office.
Scott Elliot: Yes,
Beon D: I mean, that guy, you know, if you want to do a job interview the right way you do it like Robert, California.
Scott Elliot: You know what’s funny? I, I actually as a joke, I did a voiceover of my voice for that scene. I sent it to my daughter who said, I sounded like James Spader rushed and I sounded like Robert, California. So yes.
Beon D: That’s awesome. Oh, fantastic. So, Scott, we got you on the show today, just because, well, in general, you’re, you’re a great guy, but also on a professional level. I’ve really appreciated what you’ve been able to accomplish in your career because maybe tell us a little bit about yourself. You started, I think, far as I can remember, you started in the tech world and then moved over to more of a sales role but maybe you can give us a little bit of your journey.
Scott Elliot: Yeah, sure, Beon. So you’re absolutely right. I started it as an IT manager. You know, I’ve done tech hands-on tech work development, you know, systems, administration, software, all sorts of good stuff. Eventually, I did move into technology sales, you know, 1015 years, whatever of technology sales experience, in both, you know, professional services organizations, right reseller partners for some of the large IT vendors, like Cisco, and juniper, and Amazon, web services, and others. And then I’ve had sales roles with some of the premiers, IT vendors like, again, Cisco. Currently, I do work for Salesforce and their mule soft division. I think I’m obligated to say that everything I say here has nothing to do with anything that they believe this is all opinions are my own. So let me put that out on the table right away.
Beon D: Yeah. that’s, that’s great. We always pepper our little disclaimers in as we see the need to.
Scott Elliot: Throughout the episode. Yes. Yeah. That was born.
Beon D: Yeah, totally understood. So that’s a pretty impressive journey, some big names there. Maybe our audience, you know, our audience, our home inspectors, they wonder What, What’s this guy doing on the show here, but the interesting thing is, obviously, your journey into sales and into customer service. There are a lot of principles that you have refined on a very high level, we’ll call it with these large organizations. We’d like to kind of bubble them down a little bit to principles that can benefit anybody, you know, because really, in a small business, and maybe you can comment on that too. Many times, as small business owners, we may focus on the product or the service and that’s our strong suit. But sometimes we may miss the fact that we need to be a salesman first. Or maybe we realize it and we’re a bit lacking in the skill. So any insights for you on your journey and how we can you know, bubble that down to knowledge for a small business owner?
Scott Elliot: Yeah, I think beyond I think the important thing is that sales are, a universal skill and really a fundamental human communication skill. Sales may have gotten a bad name from, you know, shysters and you know, dishonest salespeople, etc., but, you know, ultimately everybody’s selling children sell to their parents all the time. Parents sell to their children, we sell to each other, you know, really what is sales but you’re recommending something that’s good for someone else, right and or recommending a course of action that we want them to take right. So you know, the fundamentals it doesn’t matter what you’re selling, you bring up Robert, California, how he used to size those giant multimillion-dollar systems then he sold paper that’s very true. You know, it’s the same thing you selling is, is fundamental. I think that ultimately, the core skills are things that anyone can master and anyone can benefit from Master Regardless of the underlying message, product service, or whatever, right, so.
Beon D: Yeah, that is an important message. So, because sometimes they think, you know, sales, we feel it’s the something that it’s this craft, we need that, you know, maybe we starting from zero, but that’s not true. Maybe we all inherently have sales ability, because, you know, we have to do it every day. How do we, I mean, obviously crossing over into a career of sales, like, as you did, what are things that you have learned, one can refine that craft to the point where whether you know, you’d be thinking of a home inspector, you obviously want to sell yourself as the best home inspector in town, you want to sell your ancillary services to your client to make sure that, you know, you can increase your bottom line per inspection. So how do we go about refining that? That sales craft, what would you say are some good insights there? Yeah. So
Scott Elliot: I will say, of all the sales training I’ve done through the years, one of the most effective like I like to read, write, so there’s a book called The Compelling communicator. It’s written by a guy, Tim Pollard, I think, you know, it really is about communication. It’s about how do you communicate with somebody in a way that they’re going to be ready to receive it? I think the biggest mistake and you alluded to it, the biggest mistake people make when they know they have to put on their sales hat is I need to tell people what I do, I need to show what I know, show that I know my product, I need to show that I know, you know what’s needed. Sometimes I need to show them that I know better than they do. Right? So we can come off as aloof, we can come off as arrogant, and we could be disconnected like we’re talking about things they don’t understand. You know, and sometimes it’s not, they don’t understand what we’re doing. They just don’t understand. Why should they care? Right. So I would say that some, you know, just backing up a bit and honing some fundamental communication skills, like, anchor our messages in something that we know, that the other person cares about. So you got to ask them what they care about first, right? Talk to them about what’s going on, you know, what are their priorities? Why? Why are you there in the first place, right, if they’ve called you in if you’re trying to pitch your skills know, why a customer would care about your skills, and ask them questions, you know, open-ended questions about, you know, that, that environment and get a sense, do they have a need, you know, not everybody is a prospect, you know, some people don’t need what we have at this moment. So, um, so, you know, learning how to anchor our messages that way. I think building empathy, right, you know, good listening, and making sure people feel heard, is a really important part of it, as well. So, you know, when you do those things, you’re promoting good communication, and you’re promoting somebody wanting to listen to you. Yeah. That’s the start.
Beon D: That’s very good. You know, repeatedly it comes out when we discussing topics like this is just to recognize that it’s, you’re dealing with other human beings, it’s that human connection that ultimately drives, you know, everything in society, including being successful at whatever venture you’re you’re engaged in, you know,
Scott Elliot: No, I totally agree. It’s people to people. Yeah. So be good at making connections with people.
Beon D: Right. Now, obviously, there’s, there are two approaches to sales. Or maybe, you know, there isn’t, I guess that’s my question. Maybe in this is many times we often have like a cold calling situation, you out chasing up cold leads, you know, to try and drum up business. Other times, you may have somebody reach out to you and request your services. Take us through the difference in approach here. Because obviously, you know, what you were saying now applies fully to cold calling but is it a completely different ballgame when somebody’s now you know, engaged you for the services? Or do you still have to really have your sales hat on there?
Scott Elliot: Yeah, well, so first of all, my advice to everybody is no one in your organization if you’re a solo practitioner, or if you have people working for you, make sure everyone knows that everyone’s in sales, right? So, your sales hats are never off. The reason is that everything you do affects your brand, right? If you’re if you smile and wave when you’re in sales mode, and then you’re grumpy and rude when you’re not in sales mode. That’s not good, right? So always, always be selling in the sense of, you know, always be putting your best foot forward but I think to your point, there’s a different start to the conversation. You know, when you’re cold calling versus you have an inbound lead that somebody reached out to you, you know, for example, if it’s an inbound lead, you’re going to start with, why did you call? You know, what, what do you need? How can I help you, you know what, what motivated you to call me. Then when they tell you, your discovery questions still need to be focused on them, you know, you don’t want to cut straight to Oh, you called me, here’s what I do. Here’s how much it costs, right? You want to, you know, build some rapport by asking them questions, make sure they feel heard, when it’s a cold call when you’re when you’re outbound prospecting, if you will, then you need to give them a reason to listen to you. Right, so you don’t call them up and start an interrogation, what I found, is the best way to do that is to have at the ready, some kind of effective, useful insight to share that would convince a prospect who is a qualified prospect to listen to you, you know, so So for example, you know, home inspectors, you know, you either I would assume someone’s buying or someone selling a house, maybe Is that appropriate?
Beon D: Yeah, it’s usually associated with the, with the transaction on real estate property,
Scott Elliot: You know, correct. Correct. So, so when, you know, having questions or, you know, ready or insights to share about, you know, what helps somebody sell a house for, you know, above market value, or what helps a buyer, you know, what should they look forward to, you know, be aware of when they’re buying a house, so that, they don’t get duped into something that they don’t want, right, if you have some sort of insight to share, and then, you know, explain the link as to how you can help and see if they’re willing to carry on the conversation but again, once you have inbound or outbound, either you’re going to ask them why they called, or you’re going to tell them why they should listen, once that’s level set, both conversations are pretty much the same, you know, you need to do your appropriate discovery, you need to know what action you want them to take at the end of the conversation. Right? So in order to take that action, you have to know, what do they need to believe in order to take that action? What do they need to know? To believe that right, and have your talking points and your data and your evidence, you know, sit in a supporting mode to that, if that makes sense?
Beon D: Yeah, absolutely. Makes sense. Yeah, no, it does make sense. So in the context of home inspections, I think of, of past episodes that we’ve had, one of those situations is, you know, for example, and communities all around us, right now, there’s a lot of new construction going on. So if you see this new construction going on, you know that by the time they get to the end of their first year, of a new home warranty, it’s advisable to do the 11-month expense inspection. So that’s a need you already know, you know, you can point out as an example of that, absolutely.
Scott Elliot: If you have a record of, you know, these real estate transactions, you have a list of people to call to get to know, you know, how to offer that or send a mailer or whatever, right? You know, cold, prospecting isn’t truly just about making phone calls and talking to strangers on the phone, obviously, you know, there are lots of ways to connect it. Again, the principles are the same. You know, I say that, for me, the foundation, starts with a perspective of respect for the person you’re contacting. Right? You know, well, how would you like them to treat you, if you were in their shoes, treat them that way. Do your outreach, whether it’s a mailer, whether it’s some kind of social media, you know, connection, whether it’s, you know, outbound telephone calls, whether it’s content marketing type things that, you know, in places, you know, they’ll look, there are so many ways to reach out, but it’s, it’s all selling, in the sense of, of sharing insights with them, so that they’ll be attracted to your offer.
Beon D: Right. That’s very, very insightful. So you mentioned there, you know, being ready, then to obviously, close the deal, make the offer, know where you’re going, you know, because I think maybe sometimes we if we’re not naturally good at sales, we know, you know, having that conversation, we try and apply ourselves, things are going well. Now we realize we’re at the point where we got it, we got to close this thing, we got to make something happen here. So maybe as an experienced salesman, it is good to psychologically get into that mode to know when to close and how to go about closing.
Scott Elliot: You know this is a there’s a lot of debate about this. People have you know, various philosophies and approaches toward the close and making the sale. You know some say even sales training programs are very adversarial about it. You know, they talk about the trial close, you know, you’re asking questions to gauge their interest, and then and then you pounce at some point or you try to trap them, right? You’re trying to make them have said things that are all yeses, you know, get them saying yes. Get them saying yes. So that when you ask, you know, can we do the deal? They say yes. Right. Personally, my style is, I don’t like any of those. I’ve been trained on him. I’ve used them. I don’t feel good when I do those things personally, right. So methodologies, when I think of methodologies for closing a deal, I look for things that show me how you help a person come to their own conclusion that your offer is the best offer for them. One, one methodology, it’s a book called The Challenger Sale, or challenger selling, or something like that the Challenger sales. Really what it does is, it’s about guiding a customer doing these commercial teaching moments, helping them realize what is it that they need to do differently. As you teach them, you help them draw their own conclusions that either the status quo is not good enough, or you’re delivering a sales experience that’s unlike what they’re getting from others who just either drop a quote, or, or whatever. If you do a good enough job, compelling them through good stories that they can relate to, they’ll arrive at the conclusion, you still need to ask for the sale. Right? You can still do things like the assumptive, close, you know, where you’re like, Okay, well, it sounds like this is something you need, you know, I think I think my proposal here makes sense. Is this something that, you know, you’re ready to design now, or you can do some assumptive closing, but at the same time, I’m not about you know, closing tactics and, you know, killer questions, you know, for me, a sale result naturally and organically from a relationship built on trust, when you’ve demonstrated that you’ve got their best interests at heart and what you’re offering is what they need, right? You don’t have to be the only one who can do it. A lot of times, if you can either be there first or just be do that, do it better than anyone else. Right. Then you can deliver a good experience.
Beon D: Right. So yeah, I mean, it seems like, once you’re your prospect, once you’re your client, you basically demonstrating and correct me if I’m wrong, but sort of the overwhelming value that you have to offer them with your service, you know, so that, at the end of the day, they’re like, wow, you know, this is amazing whether, like you said, whether the next guy can offer the same thing or not, you either got their first or you just demonstrated that value in a way that others failed to connect?
Scott Elliot: Well, it’s an interesting point. One of the statistics that are in that book, about challenger sales, Challenger selling, that sometimes the only differentiation between two offers is the selling experience, they had a better experience with the sales team or person from one organization, it was the only differentiating factor all else with the same sometimes there are commodity products, like nuts and bolts and stuff like that, right? As long as it meets the specs, you could buy it from anyone. A lot of times people look just for the lowest price. But many times a customer’s experience through the sales process is differentiated enough that they’re willing to either even pay more to work with that organization. Again, it comes down to did you make the connection? Do they trust you? Do they think you have their best interests at heart? And do they really see the value of what you’re trying to deliver? And why?
Beon D: Yeah, that’s great. You know, and I think what it points to me is, I know that a lot of tools are set up, even our product Inspector Toolbelt is set up with the widget you can put on your website where the client pre-selects the services that they need, you know, and that request comes in but what this conversation is showing me is sort of that online, you know, click digital sales transaction, that sort of happens. Really wish we should then okay, it’s coming. Let me get on the phone. Here’s my prospect. Let me engage with them. See if I can upsell, cross-sell my products, or whatever I have to offer.
Scott Elliot: Or verify. Maybe they asked for the wrong thing. Right, exactly.
Beon D: Or just not aware of something, you know. So yeah, that’s a valuable link to make. They’re awesome.
Scott Elliot: Just, you know, when you talk about making that, that connection, something I mean, the world of digital is critical and important, and it’s here to stay. It should be right. It makes all of our lives easier. You know, I just bought stuff on my Amazon digital app this morning, right? At the same time, when you have services, especially services that you’re trying to sell, having an opportunity to tell your story is really important. So making that connection is really important. You know, I’ve touched I think I probably said the word story a few times, but being good at telling stories in your industry, or a buyer’s or seller’s who did or did not use your service or use some service or, you know, just, you know, horror stories, as well as, you know, raving success stories, having those in your arsenal as part of your conversation is really important because that builds rapport that builds connection. That’s not something that you can really do in a digital transaction so much, you know,
Beon D: That’s true. Yeah, it makes you and the whole situation they may face it makes it all relatable and relevant.
Scott Elliot: Yeah. So that goes back to a skill, though. I mean, being a good storyteller is about not having fun telling the story and embellishing and being as long-winded as possible, having fun telling it, it’s about making it an effective story. Right. So it comes back to what’s a core skill to learn? How do you tell a good story? How do you tell a story quickly, you know, how do you make sure there’s a compelling beginning, middle, and end? Then it has a point, right? That it’s reading the sales process or helping the customer it’s not just, you know, killing time or entertaining them? Right. So,
Beon D: yeah, that is good, because that means we got to just sit in and sort of deliberately structure those anecdotes with a purpose. So we have them ready to go. We’re not just yeah, you know, shooting from the hip and going nowhere.
Scott Elliot: Practice telling them in safe places. Yeah, for sure. That’s one thing about sales. I’ll tell you practice before you get on the phone practice before, you know, before you’re telling a story of practice before you go in front of people, you know, people in the performing arts know that practice and rehearsal is critical to delivering your best it looks like they didn’t practice because they practiced so well and that’s what we have to do. As sellers, you know, make it natural through mastering it mastering the craft of it.
Beon D: Yeah. That brings it up something else because you know, sales is synonymous many times with having a script. So let me ask you at this point in your career, do you? Do you have a script you follow? Is it lost? Is it a tight scripts have any recommendations there?
Scott Elliot: The company I work for now has probably done the best job I’ve ever seen at what we call enablement, right, teaching new salespeople how to talk about, you know, how to how to peel back how to do discovery, how to how to tell the story how to interact, and it’s not so many scripts, as it is outlined and talking points and checklists, if you will, right. So, so really, there’s for most of us, and I think home inspectors and all that they bring to the table with their experience, there’s a lot more than they know than they could ever put into a script, right? So really, I think if they would document or have a list of, you know, what are some of the what are the top 20 questions that I should ask in different circumstances. In any given conversation, you may not be able to ask more than three to five of them but knowing what questions are important, why that information is important, and which questions will actually trigger? Not just answers, so you can prepare a proposal, but will trigger the customer to think about their situation, right? Sometimes the question isn’t just for gathering information to say, Okay, I know how many square feet or whatever it is, it’s, it’s, you ask a question that gets them to think about the situation they’re in and the implications of the situation there. So knowing those types of questions, it’s not really a script, as it is like a reference library, I guess. And I think the art is learning which of those questions are most powerful and when to use them? In what circumstances and when a customer comes to you with information already? If they’re answering your question before you asked it, don’t ask the question again, just because it’s in your script, right? Respect your listening skills, right, show that you’ve listened.
Beon D: Yeah, those are good points. So really just having a deliberate structure to your approach, you know, an outline sales outline. Alright.
Scott Elliot: A sales process, if you will, right. I mean, there are many sales that we call what we call in the business a one-call close, right? Usually, you have one interaction with a customer, and either they buy from you or they don’t, right, this happens a lot in insurance, and other places. You know, in my business, there’s no such thing as a one-call close. They’re very complex sales cycles. You know, having a process where you identify the need, you identify their appetite for change, you identify the compelling reason for the change. You’re at a negotiation phase, you know, what needs to be negotiated before this deal closes, you know, what are the barriers to closure? Identifying those things that can happen in one call, what can happen in two calls, that can happen over 18 months in large, complex sales cycles. But for home inspectors, I still recommend just outlining. What are the things that have to come true to result in a sale And then optimize your interactions with customers, whether it’s through marketing through direct sales efforts, or just through, you know, when you go to do an estimate, I guess, or whatever it is, you know,
Beon D: Right. Okay, no, thank you. Those are very valuable insights. I want to shift gears real quick, and they are closely related, but you know, different topics, from sales to customer experience and customer service, we’ve touched on it a little bit. Obviously, you have a lot of experience in those areas as well with previous roles that you’ve had. But when it comes to the small business owner, we’ve already talked about setting yourself apart just by the customer experience, other than the points we’ve already touched on, what are other critical elements to the modern customer experience, which we even on a small business level, need to make sure that we’re aware of, if not implementing and featuring in our businesses?
Scott Elliot: Yeah, no, that’s it’s a great question. I would say, I’m going to answer it more from my experience as a buyer of things than as a seller or servicer of things.
Beon D: Yeah, fair enough. You
Scott Elliot: know, I would say that, you know, respect, right, making sure that every interaction that you have with me or my company is respectful, right, that you are, you’re demonstrating listening skills, you’re picking up on details, you know, don’t make somebody answer the same question twice, don’t make them provide the same information twice. Be responsive, right? One thing the digital world has taught us is everybody wants everything now or yesterday, or you know, a fraction of a second after they click send. So if if you can’t respond immediately in person, make sure you have some automation in place to do some responding and have processes or systems in place for reminders to make sure you’re following up appropriately. Never let your own emotions get the better of you, whenever you’re in selling or a service environment. Sometimes you get either rude customers or clueless customers can happen, right? Or, you know, people who don’t either understand or don’t communicate clearly their needs. Always be ever patient ever listening and smoothing things over and always trying to put your best foot and bet the best face forward. Right. So I would say those are as a buyer that help me want to do business with it gives a good customer experience. But you know, those are some of the aspects I’d say.
Beon D: Yeah, no, those are good ones. Because I mean, being in an online society, obviously, we are sensitive as business owners to reviews that come in as well, you know, so that’s something we should never take our eye off the ball there either.
Scott Elliot: Yeah, learning how to be graceful, especially under attacks. You know, it’s so funny. You see, businesses respond to online comments, in kind and, you know, someone is harsh with them. So they respond harshly, you know, that’s, that’s amateur hour stuff. That’s not a good customer experience. Everybody who’s watching it doesn’t root for you. They’re like, Man, I don’t want to do business with that person. Right. So yeah, there’s, you know, being the bigger person, quote, unquote, right, and always responding respectfully and, and professionally is really important.
Beon D: I mean, those replies, those comments, they’re there, they’re online in perpetuity for everybody. You know, think very carefully before you post a response.
Scott Elliot: It’s a sales opportunity, even if it’s service, it’s going to have a contribution to your brand, either for good or for bad. Yeah.
Beon D: Right. Well, that’s all very, very useful information. You know, before we sign off this episode, I just because you’re a very, you and I have talked back and forth about a lot of approaches to productivity and that sort of thing. So we’re going to shift gears a little bit because you told me about a book that you had read and obviously you read a lot because you’ve referred to quite a few books throughout the episode but it was talking about was it the atomic habit or atomic habit theories? Yeah. Atomic habits by James clear, maybe you can just share some insights there of some valuable tips you picked up in that book?
Scott Elliot: Yeah. If anyone who runs a small business, you know, there’s so much on your plate I did for a couple of years, I ran my own practice consulting practice where I was doing everything selling, delivering, doing HR doing everything, right. There are so many things you have to keep track of. When everything’s on a to-do list or when everything just it’s hard you can get overwhelmed with things right. What I love about this book, atomic habits is it really breaks down that most of the time it’s not about goal setting, and you know, just muscling our way into productivity. It’s really about us looking at the habits that I’ve built and making them automatic atomic meaning, you know, very small, very foundational. I think there’s a play on words there he references also very powerful, right? Right Tomic energy, is very powerful. When you can formulate small habits in your business, which is just a natural part of doing business, then there’ll be a flywheel effect. There’ll be a compounding effect, you know, highly recommend reading the book, a couple of examples I can think of, with, you know, habits, like, whenever somebody asks you, what do you do, write for a living? Have a habit to ask for a referral after you tell them, right? If that’s a natural trigger, or sounds like Hey, what is it? You do? Hey, yeah, I am a home inspector, and I do this, this and this these services offer, hey, do you know anybody who’s buying or selling a house, right? Anybody who might need X, Y, or Z benefit? If you’d have a habit where that’s just the natural trigger, every time you say what you did you ask that question, you will get more referral business period because if you’ve never asked, you’ll never get a referral. Right? Right. So and even when you think about, you know, just building rapport, if you have a habit that whenever you start a conversation, you don’t get going until you do a little rapport building, even if it’s 30 to 60 seconds of, you know, Oh, where are you from? Where’d you go to school, you know, oh, you have kids, or whatever it is, you know, not to pry, but just building some rapport, you know, a habit of being friendly, you know, sometimes we need to build that habit, a smart habit of smiling, right, little things, we can build that on our own time, you know, we may not think about it, but if we build the habit, when we’re alone to be smiling, then you know what, when we’re talking to other people, we may be smiling, that will have an impact. Yeah. The last one, I promise the last one that just came out,
Beon D: No, no, go ahead. I’m soaking it up,
Scott Elliot: Prospecting, having a habit of just doing some right. You know, whatever that means to you. If it’s making phone calls to people that you know, who are coming up on their 11 months after a new sale, great, you don’t have that list ready. Make a habit of making those calls, either once a day, once a week, or whatever. I know you use your podcast as a way of encouraging adding value and branding and marketing. Well, you have a habit of doing it, right, you have to put it into your schedule, and it has to be a part of your routine. So those are really important.
Beon D: That’s very interesting, you know, so I mean, each one of those things you mentioned, as you said, it’s sort of a, it’s a micro thing. It’s a small little thing that ultimately we think doesn’t matter. If you take even those three suggestions you made, and you implement all of them, think of how much it’s going to change people’s responses to you and the way they think of you. Or like you said, you know, getting a prospect where previously you would have had not
Scott Elliot: Yeah, yeah, exactly. You know, the expression, I remember where I heard it, it may have been in atomic habits, it may have been somewhere else. But, you know, it takes 10 years to be an overnight success, right? That kind of thing. It takes a while you got to build up to it. Then at some point, there’s a tipping point, there’s a straw that broke the camel’s back, where, where everything came together. The success is now obvious but it didn’t happen anywhere. It happened because you you were building, you know, the momentum. It’s usually little habits, little things that you implement along the way that are effective, they’re focused, they’re, they’re related. Eventually, they come to fruition.
Beon D: Yeah, I think that’s a nice bit of encouragement to conclude with, because some of our listeners, they think, with the economy and the home real estate market being what it’s been, they’ve come through a bit of a tough stretch, you know, and they may be at that point where, like, do I keep this up the way What am I doing here? You know, so you can never go wrong by adding that sort of value sticking to your core values in building your business. Totally agree. Totally agree. Yeah. Well, I tell you, Scott, I was I had high expectations going into this episode, and it has not disappointed me at all. Oh, I really, really appreciate your insights. I know our listeners are gonna love getting those nuggets. What I’ll do as well is maybe I’ll check with you after and just get the specific names of the three books you’ve mentioned. If anybody’s enter bucks, maybe you want to do an audiobook or whatever. We’ll post the links to that in this podcast episode, so you can follow up if you’d like to check it out.
Scott Elliot: That sounds great. Now, thanks for having me. Beon this was fun. It was my first time being a podcast guest anywhere. So look at that.
Beon D: Look at that. Well, it will not be the last because there are a whole plethora of things I can think of that we can talk about. So we’ll have you at another time. Thank you so much, Scott. Thanks a lot for your insights. I’m sure everyone has found it very valuable.
Scott Elliot: You take care.
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