11 - Steve Glenn | Mighty Process Server

Full Transcript
0:00Steve Glenn:You know, if you just pay attention to what people say, you pay attention to their eyes and you learn to ask questions one after another, after another after another. They can't keep up with the questions that you ask. It's just a natural. Becomes a natural conversation because they're faking it. Oh, exactly. And another thing is if I, if I come to your home, Mike, if I come to your home and a male answers the door, I'm just gonna say, hey, Mike, how you doing? And then how you. I listen to the response. Now I know I got you or I got another mic. Well, if you tell me you're another mic, then I want to see your id.

0:29Mighty Mike:And if I don't want to show

0:30Steve Glenn:it, then I'm going to serve your body refusal. Because then I can go do my due diligence and I don't have to chase you over God's creation because I've got you served.

0:42Intro:You're listening to Process Server Daily, the show where hustle meets strategy in the high stakes world of process serving. From elite pros to the new servers taking massive action, these are the voices of a rising industry hosted by the founder of 1, 2, 3 Legal Support, Mighty Mike Reed. This is your backstage pass to building a profitable process serving empire. Let's get into it.

1:11Mighty Mike:Steve, Glenn, welcome to the show.

1:12Steve Glenn:How you doing, Mike? Thank you for having me.

1:14Mighty Mike:I appreciate you coming on the show. Steve, tell us a little bit about yourself and how you got started in this industry.

1:20Steve Glenn:Well, we got started in this industry. Actually I followed my at the time fiance into this industry. She took on a part time job serving papers. There are some things I saw I didn't like. I didn't like her serving debt papers in bad areas of town. So I decided I would go with her and we just took off from there. She would get the papers, I would serve them. We came pretty successful and then we decided to start our own business and

1:51Mighty Mike:the business is born.

1:54Steve Glenn:Yes, exactly.

1:55Mighty Mike:That's awesome. So there's a reason why you're on the show. You have a lot going on. You're full of great experiences. First, tell me about your worst experience

2:04Steve Glenn:working in the field as a process server. One of the most frustrating things that ever happened to me serving papers was finding out that people actually lie. You know that they actually lied to you. You know that they'll, they'll tell you, no, no, I'm not Michael Smith. No, no, no. And then you go away thinking that they've told you the truth. And then you come back because you found out that it was actually them. And then you have to go through all these hoops in order to find them and catch them again, because now they know what you look like, they know what your car looks like, and they're just avoiding.

2:34Mighty Mike:That's really frustrating.

2:36Steve Glenn:Absolutely. But, you know, there's what I did, you know, from that experience, because I've always take those negative things like that that happened to me and turn them into positive by creating techniques to make sure that that doesn't happen to me anymore. And that's how I became good at serving papers, because I'm known in this state as, if you can't get it served, then send it to Steve and he'll get it served, because I don't play around.

3:01Mighty Mike:That's the way to be, I'll tell you. Well, there's. You know, everybody has their ups and their downs, and I got to tell you, people lying to you is one of the. One of the most frustrating things. You know, Facebook has always been a good. A good tool to use right before you knock on the door. You know, if you. If you even think for a little bit that they might lie to you, having a picture of them is always helpful.

3:21Steve Glenn:Yeah, I know. I. And I agree with that. I hear the funny thing if we talk about having pictures of people, most of the time I get pictures of people don't even look like the people that I'm serving. And so it's like, you know, I. My clients say, well, do you want a picture? Like, well, if you got one, send it over. If I need it, I'll use it. But most of the time, I don't. Because, you know, if you just pay attention to what people say, you pay attention to their eyes, and you learn to ask questions one after another after another after another. They can't keep up with the questions that you ask. It's just a natural. Becomes a natural conversation because they're faking it. Oh, exactly. And another thing is, if I. If I come to your home, Mike, if I come to your home and a male answers the door, I'm just going to say, hey, Mike, how you doing? And then how you. I listen to the response now, I know I got you or I got another mic. Well, if you tell me you're another mic, then I want to see your

4:09Mighty Mike:id and if I don't want to

4:10Steve Glenn:show it, then I'm going to serve you by refusal, because then I can go do my due diligence and I don't have to chase you over God's creation. Because I've got you served. Now. If I. If I find out that, yes, it's a new Michael living in that house, it's not him, I print out another set of papers and I go back after it and I don't produce an affidavit.

4:27Mighty Mike:So, Steve, what I take most from the store, from your story and from your experiences, honestly, that, you know you're gonna get this. When people lie to you, you know it's gonna happen. It's just a matter of time. So knowing how to handle it is the best way to go at it. So tell me.

4:43Steve Glenn:Preparation. I'm sorry? Preparation is the key to success in this industry. Because if you're not prepared for the people to lie to you, you're not prepared for how the rules work and what you can and can't do, then you're not gonna become successful, you're not gonna be successful, and you're gonna run yourself out of business.

5:00Mighty Mike:That's right. So, ste. Great tips that we have for the new servers out there. Even the experienced servers, I think, can relearn this kind of stuff. Tell me about your greatest experience working in the field.

5:10Steve Glenn:My greatest experience is taking the knowledge that I've learned over 15 years and the success that I've had and actually mentoring other people to become successful. People come into this industry and they become successful, but what they find is, yeah, I might be a good process server, but my God, I run myself out of business because I didn't learn how to run a business. So what I like to do is to work on when I mentor people on the business side and on the serving side. Because our real business is service. We're in a service oriented business. And just think about it like this. I can be the best process server on this side of God's creation, but if my customer service sucks, they won't be around long enough to find out.

5:56Mighty Mike:What I take most from that is, you know what, guys? Get out there, go do a good job, and then follow through. I always say that serving the paper is just. Is just half of it. You know, you got a proof of service to deliver, and if you do it in just the right way, what do they call it? The wow factor.

6:10Steve Glenn:Yes, exactly. You have the key. Our work product is the affidavit. And if they're always telling you you misspelled a word or the affidavit's wrong or you forgot to notarize it or whatever, or the invoice is wrong, or when you, when they call you and you don't return their call. It doesn't have to be. I mean, I can't answer the phone fast enough because people are calling me about the association. They're calling me about mentoring. They're calling me about these things. My office is calling me. I miss a lot of calls, but I call my people back five, 10 minutes later. That's what they want. They want to know. You know, half of this game, Michael, is confidence. And you're never going to have confidence if you don't do the right things, things you would want to have done to you. If you are the client, that's perfect.

6:53Mighty Mike:So, Steve, what are you working on right now? You're doing a lot. I mean, you're mentoring people. You got your business. You got the associ. Your wife's an investigator, too. All the things you have going on. What are you most excited about? What are you working on right now?

7:06Steve Glenn:Well, I'm most excited about, you know, we. We own three companies. We just bought Checkmate, Inc. A year and a half ago. Right now, I'm focused on growing, doubling the size of the company in the next three years. If we do that, then we'll be at about $1.3 million a year. And I don't say that to brag because I'm not a bragger, but the thing I'll tell you is that how many lives I touch, how many employees I have, how many process servers I have that are making, you know, 40, 50, $60,000 a year in doing this, we're going to bring private investigation to the 500 law firms that we are actually already inside doing service process. So we're going to build more and stronger relationships with these clients. You know, there's a old saying in sales that if you do. If a client has three of your. Then they're there long term, they're there forever. It really takes a lot to lose them. Checkmate's been around for 30 years. Magnum Diego's been around for 15. And Checkmate has clients that have been with them for 25 years. And so I'm excited about the future because I think that, like, we have kind of shaped the profession of process servers here in Colorado, of the professionalism. And we've upgraded that, and people now are starting to mimic that, hoping that we can do the same thing on the private investigate, have the same kind of a success on the private investigation side. Let me say this to you, Michael. The whole idea is to have. I mean, because there's, you know, if you ever heard of the cash flow Quadrant where you're either an employee, self employed, business ownership and then investor. Well, we want to be in the business ownership realm where we're managing, leading our company instead of always out there doing the work. Then when I retire, I have something that I can sell.

8:58Mighty Mike:There's definitely something worth being excited about. Steve, I got to tell you though, just, just the whole business. I took a personality test and I didn't even know that being an entrepreneur was one of the person 16 personality, common personalities. It's like 2% are entrepreneurs. And so I took that and I was like, well, I guess it's confirmed I'm always going to own my own business.

9:18Steve Glenn:Exactly. You know, one of the things that I think is people come into this industry and most people start not looking at establishing a full time business. What they do is they look at establishing a part time income and then they start saying, well God, these people are making a lot of money. And what I want people out there to know is I'm an average guy. I graduated high school through the 12th grade. I never stepped a day in college. I never took a business class, I never took any of those things. But there's a lot of money to be made in this profession for people who have honesty. I'm not an administrative guy. I'm not. I'm a hunter gatherer, but my wife is administrative. So I teamed up with someone that can do my administration and that's how we built our business. So there's a lot of money to be made here. So if you're going to come here and you're going to do this, you got to decide it way early in the game if you're going to be a process server. Are you going to be a professional process server? It's because there's a huge difference between the two. Hey, quick break from the episode to tell you about something that's changing the game for process servers across the country. Country. It's called Mighty Process Servers and yeah, you can join absolutely free inside. You'll get full access to every course, every download and the educational tools that we use to help process servers build profitable companies. We meet every Tuesday at 1pm Eastern for our live Mighty Mastermind call. Come join the conversation. You can connect with other professionals, post on the discussion board, direct message members and become part of one of the most engaged communities for process servers. Don't wait. Go to mightyprocess server.com and join today. Those who get verified, get listed and start bidding on jobs same day. Now let's get back to the show.

11:14Mighty Mike:Steve, are you ready for the rapid fire round?

11:16Steve Glenn:Let's get it done, man.

11:17Mighty Mike:What is your favorite skip trace tactic

11:21Steve Glenn:going to say? This is rapid fire. That is, there's so much involved in that. What I would tell you, okay, here's the most important thing I can tell you about skip tracing. And I teach it nationally. I mean, I've been on tv, I've been all listening. But here's, here's, here's the most important thing. Skip tracing, it's an art, not a science. And when you understand that, then you look at the data that you collect differently. And when you look at the data differently, then you interpret it. And then you can determine where someone is just by the laws of probability. But if you think that just because you do put a Social Security number in, what are you gonna do when that thing comes back with five different addresses that show current in 2018? So remember, it's an art.

12:00Mighty Mike:What is your favorite tool for defense?

12:03Steve Glenn:The dad look. Actually, you know, my favorite tool for defense is serve them and leave them. I'm not their counselor. I'm not their pastor, I'm not their priest. So when they ask me, what is this about? I'm halfway to my car. I say, call the attorney.

12:21Mighty Mike:That's really good advice. I can't tell you. You naturally want to stay there when it's like a single mom crying, I don't have rent. What am I supposed to do? You're sitting there like you could do this and this and that and this and that. I could give them probably 12 things, but you got to be careful.

12:34Steve Glenn:Exactly. Because when you start creating the habit of standing there and answering their questions and being compassionate and doing those kind of things, what happens is you're going to take that habit to the next door. So the guy's going to ask you, what's this all about? And you're going to start explaining. And then he's going to get mad. And he has nowhere to get rid of pissed off energy except for on you.

12:54Mighty Mike:Right.

12:54Steve Glenn:Serve them and leave them.

12:55Mighty Mike:Serve them and leave them. That's a good one. What book would you recommend?

12:59Steve Glenn:The most important book that I probably read in my entire life was Unlimited Power by Anthony Robbins. Once I learned that I could control me, I can control my brain. I can do anything. Even when I'm tired, I can do anything. So that, that would be the one book I would tell people to read would be Unlimited Power. And the original one by, by Anthony Robbins. You can get it in paperback. You can get it At. It's a great, great, great, great, great, great book.

13:26Mighty Mike:Yeah, I have it on audible. It's a great book.

13:28Steve Glenn:There you go. Yes. Yeah.

13:30Mighty Mike:That's awesome. I love that guy. He's just such a real guy.

13:33Steve Glenn:Tony Robbins, he changed my life, man. When I. I'll tell you the story when I. If you got a second. Yeah, you're kind of captive, right. But I had gone through a depression when my father had died, and he came to town and I paid for a ticket to go. And I, in the middle of this first day, eyes and I wrote down on there, steve Glenn. You know, you do so much for everybody else. But I realized at that time I had never say, steve Glenn, I love you. I never told myself I love you. And I cried and cried and cried and cried. And then when we had to walk on the coals, I was pissed off because it looked like the pit next to me was hotter and. But it changed my life. So after I read the book, a guy told me, he said, you read the book. In the next 30 days will be the best 30 days of your life. Well, I was struggling selling insurance and investments. And in that next 30 days, I got my first, what we call comma check was $24,700 off an investment that I sold. And I attribute it to that book. And then my success has just come rapid fire after that. Even my success that I've had, that's been kind of unheard of, what people have been doing in this industry. Now, with all the things that I've learned in that book, what is the

14:56Mighty Mike:greatest advice you've ever received?

14:58Steve Glenn:No matter what you decide to do in life, Be the best. If you're going to be a garbage man, be the best damn garbage man there is. If you're going to be a bank robber, be the best damn bank robber there is. Just don't bring your ass home. Now, when I say that now, you know who told me? My mother.

15:13Mighty Mike:That's awesome.

15:14Steve Glenn:The second thing she told me was this. She says, you got to go out and be the best you can be and do people right. You're going to make mistakes, but it's not that you make a mistake, it's how you handle it when it's brought to your attention. If you make a bunch of mistakes, you can change the name of your company, but you're still going to be Steve Glenn. Those two things is what drive my life, because I'm not going to do anything that's going to harm you if it. If something happens and it doesn't work out. I'm going to apologize and I'm going to help you fix it. But I'm not going to do something to harm you on purpose. Just not going to do it. And I'm not going to be a garbage man and I'm not going to be a bank robber.

15:52Mighty Mike:That's some great advice right there. Straight from the mom's mouth right there.

15:56Steve Glenn:Oh, yeah. Oh yeah. She, you know what? I know she would have turned me in. I'd have told her I robbed the bank. She would have turned me in.

16:02Mighty Mike:You would have drugged you down there by your ear. I certainly would have went, that's awesome. So that was a great rapid fire round. We got lots of great tips from you. Steve. Steve, tell me you were a member of the association.

16:13Steve Glenn:My wife and I founded the association and I'm the only president they've had. Nobody wants to step in my shoes because of all the things I've done. And I'm like, I'm waiting for somebody to say, well, I'll help them. Yes. But yeah, I'm the, I'm the founder and president. Yes.

16:29Mighty Mike:What would you say the best benefit, like the number one benefit of joining association is?

16:33Steve Glenn:You know, I can remember it was like our second meeting, we had, I had one of my clients come in to talk to us about trespassing and stuff like that. And one question was asked and someone else said, you think you know everything. And then the other person said, I think you know everything. And it was like, who wears the biggest hat in this room? So I, I escorted the attorney out, I stopped the meeting and I said, look to the left, look to the right, look in front of you and look behind you. People are not your enemy. They're not even your competition. What they are is resources of things that you don't know. So what I, what I was able to do was to bring a lot of people who thought that I can't share anything with you because you're my competition and that I changed that mentality because now we help each other, now we're family. That's what this is about. Because I promise you, there are things that I don't know, even being doing this for 15 years that I, that people help me with. And there's a lot of times I probably help a lot of people out because why? You know, it's because we're family. And if you can't do it, then I need to help you do it. Why? Because I need good people, honest people with work ethic. In, in our profession in Colorado. So we can run out all the Yahoo because the Yahoos are the ones that, that, that, that screw up our business. You know, there's so much to be learned from other people. And if you don't understand that it's about team and it's about, not just about you, it's about protecting your business and you've, you've already lost.

18:03Mighty Mike:So she tell me like, okay, I joined an association, right. How much is a Colorado association?

18:09Steve Glenn:Well, in state members, full members is $100. All members from out of state are $45.

18:15Mighty Mike:Oh, wow. So you can become a member if you're in another state.

18:18Steve Glenn:Yes. And you've, you know, let me tell you what the benefit is and, and I'll, I'm going to tell you what sets Colorado association apart from other, you know, you and I talked about your podcast. I'm going to do whatever I got to do to support you. Why? Because this is an education platform and I believe in educating and mentoring people. And so our association on a monthly basis, we take off a couple months throughout the year, but we have training that we stream live across the Internet. You don't even have to be a member to come. If you want to know about safety, plug into the meeting. I think this weekend we're having a meeting in regards to difficult serves. How do you. We're going to talk about the 10 most important things when you find difficult serves. And I'm going to help some people with some difficult serves that they don't even know I'm going to help them yet. And it's just all about mentality. You know, if I can go do it because I'm not anything special, if I can show you what I do, then you can go and do it. And that's what this thing is all about.

19:12Mighty Mike:So Steve, tell the listeners where they can go to be able to access that.

19:15Steve Glenn:Well, first of all, go to the association website. P as in Paul, S as in Sam, A as in Apple, C as in Charlie, o as in Oscar.org and click on the media and then it'll give you everything you need to know. I'll be updating it and sending out a blast email to tell people where the link is on the gotowebinar and you can join us.

19:34Mighty Mike:That's perfect. And do you guys have a conference?

19:36Steve Glenn:Every year we have a conference. I think we missed one year, but we have a paces education seminar and this year we'll be going over social media. I've got a lady that is in college. Right now she's being courted by the CIA and the FBI to do, to come to work with them in their social media branch. And she is a phenom. She's like Michelle Stewart. But she's going to teach a lot of different things, a lot of things that Michelle Stewart doesn't teach you, like how to create a fake Facebook page or how to create a fake social media profile so that you, you can do these searches without people knowing that you're the one that's doing it. I mean, and I mean, we're going to, she's, she's going to be awesome. And we're going to broadcast that online too. We're going to vet the people because we can't have civilians in there. We got to have people who are either private investigators or process servers. But you can get in and it is a paid event, but online it's not going to be that much.

20:27Mighty Mike:Well, that's going to be a really cool resour for the Colorado guys, but not just the Colorado guys. I mean, nationwide, right. People could just log in.

20:34Steve Glenn:And yes, we've had skip tracing, we've had how to build a business. You know, if you're gonna try and market and sell your business, we talked about, I mean, we've done all kinds of things and we just put it right there on the Internet for everybody to see.

20:47Mighty Mike:Oh, wow, that's, that's a really cool resource. So, Steve, to wrap things up here, tell me what your parting piece of advice would be to the struggling server out there that just got started. Or maybe they're struggling to build their business and it's circling the drain. What should they find?

21:02Steve Glenn:A mentor, you know, people. It amazes me, Michael, that people don't understand what creates success. And the first rule, and I promise you the first rule of success, is that successful people are always willing to help people, other people who really want to be helped. That's why I've mentored so many people here in Colorado. I've mentored people across. I mean, Gary Young out of California, I remember me and him were just laughing the other day because he called me and I think we talked for like two weeks straight, Monday through Friday through Thursday for the four hours I was out serving papers. And by doing that, I taught him how to serve papers. Now he makes six figure income. Successful people like to help other people. So don't be afraid to ask. They'll make you qualify for your time. And I always give people a test. And I'll tell you what the Test is. And I'll tell you what the answer is, is, Mike, if you were going to. If you wanted me to mentor you, I would say, sure, I'll do that. Call me Monday before 10. If you call me at 1001, I'm not interested in helping you. Do you know why? You can't even be here on time the first time if you don't have a commitment. I know when I take the time out of my busy day to mentor you, I know I'm going to give you everything I've got. But if you can't, if you're going to be one minute late or call me the next day and say, I forgot, I don't have time for you. So you just have to. You. You. Here's what I'm going to say. Here's the most important thing I'm going to tell you. There's a lot of money to be made out there. There's a lot of clients out there. You don't have to steal them from people. All you have to do is decide you're going to work hard, live right, find something you believe in. If that's something you believe in, is not process serving, not investigation, then don't do it because you've already lost.

22:45Mighty Mike:That's some really good advice, Steve. And I'm really excited that we're able to have you on the show to be able to share that with the audience. And we could probably talk if I just talked what I wanted to talk about probably for two or three or four hours like you and your friend. What I take most from your story is go after it.

23:02Steve Glenn:The most important thing is, is you take a step. Tony Robbins, talk about t. You know, take effective steps. So you basically, you want to take a step, find out if it's being effective, and then make small changes to get to where you want to go. The key to success is the same in process serving as it is investigation, as is being a paralegal, as it is is being an attorney. It's all the same. Just some of the words, change. Dedicate your life to something that's going to be bigger than you, and then buy in 100%. You'll win, I promise you. You work hard, live right, find something you believe in. You beat 90% of the people without even getting out of bed.

23:38Mighty Mike:Dropping some value bombs right here. We're gonna have to share this thing all over the Internet.

23:44Steve Glenn:Hey, Mike, I would say something I love. I love people, and I love. I mean, anybody who's been around me or gets around me, what they find out. I'm just gonna tell you like it is. I'm gonna tell you what I did. I'm gonna tell you why I did it. And I'm gonna tell you if you do the same thing, thing, you can have the exact same thing that I have. I'm not special. I really am not special. I'm. I'm just a guy with five brothers and sisters. Brother and four other sisters. And I'm just a common guy. No college. And if I can do this, you can too. It's that simple.

24:14Mighty Mike:Tell my listeners what is the best way that we can connect with you and then we'll say goodbye.

24:19Steve Glenn:You can connect with me through the Pasacco website, psaco.org through any of my companies. Magnum, Diego. If you Google Steve Glenn Colorado, you're going to find hell. I'll give you my cell phone number. Call a brother. 720-253-5773. I don't answer. I'm on another line. I'll call you back, I promise.

24:37Mighty Mike:So, Steve, I want to personally thank you for coming on the show and I've been impressed with your story and I'm excited to share it with the world.

24:43Steve Glenn:And one last thing, if you want, then give first. That's the key. You're not going to be successful by keeping everything you know to yourself.

24:53Outro:That's a wrap on another episode of Process Server Daily where the legal support industry levels up. Want to grow your process serving business with the best marketing tools, the most engaged community and the highest ranking directory online? Visit mightyprocessserver.com claim your listing. Join our free community. Surround yourself with process servers who get it and build something real. From the field to the courtroom. This is Process Server Daily. Until next time, stay safe out there and live Mighty.

11 - Steve Glenn | Mighty Process Server

Episode Highlights

Want to Be a Guest?

Need a Process Server?