THE INTERMOUNTAIN PI™ PODCAST | EP 14 | JAN 15, 2019

35 OF THE BEST MARKETING TIPS FOR PRIVATE INVESTIGATORS  If you think private investigator marketing is just business cards and billboards, think again. Everything is marketing.  Everything.  From your brochures to how you write your reports.  Even how you answer the telephone.  It’s all marketing.  

This is not your ordinary list of private investigator marketing tips.  Of course, some will be familiar.  But I want you to think outside the box.  I’d like you to consider a different approach to marketing.  An all-inclusive approach that touches every aspect of your business.  To that end, consider these 35 of the best marketing tips for private investigators.    

1. EMAIL ADDRESS  Your email address is a marketing tool.  It should reflect the domain of your company’s website.  For example, if your company is ABC Investigations, your email address should be Bob@ABCinvestigations.  Every email you send is an advertisement for your company.  Email addresses like [email protected] or [email protected] are unprofessional.

2. BE A PURPLE COW  Seth Godin’s book, Purple Cow, is about making your business remarkable. From your business cards to your logo, your approach should be to stand out from other private investigator firms.  I’m a big believer in going against the norm.  Notably, in doing things different.  In a world of black and white dairy cows – be a purple cow.  

3. PART INVESTIGATOR, PART THERAPIST, PART PRIEST  “Welcome to the New Age..”  You’re not on the job anymore.  This is the private sector.  New cases here, often begin with the telephone.  How you answer the phone and deal with potential clients is marketing.  A gruff “hello,” and simply stating, “I charge $XX per hour” isn’t going to cut it. Especially with domestic clients.  They expect you to be part investigator, part therapist and part priest.  They want to feel comfortable with you.

Habit #5 of Stephen Covey’s 7 Habits of Highly Effective People states, “Seek first to understand, then to be understood.”  Most people, Covey says, “…do not listen with the intent to understand; they listen with the intent to reply.”  A big part of private investigator marketing is selling your services over the phone.  It begins with listening with the intent to understand your client’s problems.  Of course, this goes hand in hand with #4.

4. IF THEY LIKE YOU, THEY WILL HIRE YOU  In other words, if you build it, they will come. A truism, if there ever was one.  Your client’s decision are all based on emotions.  Simply put, as you speak with a potential client, if you’re friendly, helpful and professional, they will like you.  And if they like you, they will trust you.  And if they trust you, they will hire you.  That’s private investigator marketing at its best.

5. SOCIAL MEDIA  You should have a presence on social media.  It’s free and a great way to market your private investigator services.  Although, depending on how you approach it, you may or may not make money. Generally speaking, the real value with social media is having you viewed as an industry thought leader and a professional. 

6. WRITE AN ARTICLE Seriously.  Share your expertise.  Industry publications such as PInow.com, PursuitMag and others are always clamoring for articles by private investigators.  It’ll give you free exposure in the indus...

THE INTERMOUNTAIN PI™ PODCAST | EP 13 | JAN 5, 2019

NEW YEAR BONUS EPISODE: 75 SIGNS OF A CHEATER  Let’s talk about cheating.  Specifically, 75 signs of a cheater.  To begin with, a few disclaimers.  Obviously, not everyone who cheats exhibits all 75 signs.  In fact, your spouse or partner can demonstrate 5 or 6 of the signs and it may not mean anything.  So, don’t jump to conclusions.  

Obviously, the greater the number of signs, the more likely there may be a problem.  First, consider other factors.  Medical issues can contribute to some of these signs.  For example, stress at work, finances, the death of a loved one, or even loss of a job can contribute to problems in a relationship.  For these reasons, it’s important to consider the relationship as a whole.  On the other hand, if your spouse or partner is having an affair, they may exhibit some of these 75 Signs of a Cheater.

75 SIGNS OF A CHEATER

THE GUT CHECK  Sometimes you just know something is off.  Go with your gut and look for other signs.  

CHANGES IN THE ROUTINE  We are all creatures of habit.  Men begin shaving on the same side of their face every morning.  Has your spouse are partner’s routine changed?  Consider why.

UNACCOUNTABLE PERIODS OF TIME  Are there periods of time when the cheater is unaccountable?  There will only be certain times of the day when your spouse or partner has the opportunity to cheat.

ACTING OUT OF CHARACTER  Is your spouse or partner acting out of character?  Admittedly, the longer you’ve been with someone the more you know them.  Are they not themselves lately?

* AGE  Of course, your spouse or partner can cheat at any age.  However, studies have shown that women begin cheating in their early 30’s.  On the other hand, men begin in their 20’s.

* RACE  Furthermore, a 2010-2016 study from the Institute of Family Studies found 22% of Blacks, 16% of Whites, and 13% of Hispanics, have had sex with someone, other than their spouse, while married. 

* POLITICAL PARTY  Likewise, the same study found 18% of those who identify as Democrats have had sex with someone, other than their spouse, while married.  It’s 15% for Independents and 14% for Republicans.

* EDUCATION  Those with “some” college cheat the most, at 18%, followed by those with college degrees, 16%.  Those with a high school diploma come in at 15%.

* RELIGION  14% of those who attend religious service at least once a week to several times a year will cheat.  It’s much higher for those who are non-religious. 

* MONEY  The person who earns the most in the relationship is more likely to cheat.  

* PREVIOUS MARRIAGE  If your spouse or partner was previously married they are more likely to cheat.

CHANGES IN MUSIC  Has your spouse or partner developed a taste for Opera, Country Music or Heavy Metal out of the blue?  Their new interest could be due to their lover’s taste for music. 

YOUR PARTNER IS MOODY  Is your easy going partner suddenly irritable?  Even if, it’s just with you?  Cheaters often grow impatient and irritable with their spouse or partner.

PARTNER PICKS FIGHTS AND BLAMES YOU  Has your spouse or partner began picking fights with you over inconsequential matters?  Is the cheater suddenly blaming you for everything wrong in his life?

PARTNER OR SPOUSE ACCUSES YOU OF CHEATING  It’s bold, but cheaters often turn the tables.  Your spouse or partner may actually accuse you of having an affair.  

JOKES ABOUT CHEATING  Aside from accusing you of cheating, the cheater may joke himself about having an affair.

ACCUSES YOU OF BEING CRAZY  Moreover, if they don’t accuse you of cheating, they just claim you’re plain crazy.  Or they say it’s simply your imagination.

THE INTERMOUNTAIN PI: A PRIVATE INVESTIGATOR PODCAST | EP 12 | JAN 1, 2019

BEST AND MOST LISTENED TO PRIVATE INVESTIGATOR PODCASTS  I travel a lot as a private investigator.  For that reason, I listen to podcasts. To the uninitiated, a podcast is simply an audio recording; talk radio on demand.  As a result, you can listen whenever and wherever you want.  Private investigator podcasts are basically free continuing education.  Sometimes I get bogged down in the day to day minutiae of investigative work.  Then I attend a conference and I’m exposed to new ideas.  That’s what a private investigator podcast offers.

What are the best and most listened to private investigator podcasts?  It’s up for interpretation, but I’ve listed my personal favorites here.  By the way, I’ve only listed podcasts that are hosted by actual private investigators.  In other words, experienced PI’s that have something to offer the industry.  With a couple of exceptions, I’ve only included active private investigator podcasts.  Here’s the list, in no particular order.

GLOBAL INVESTIGATORS MEDIA GROUP 

First, is the GIMG podcast.  It was launched in 2014 by Florida Private Investigator Tim O’Rourke of The Grafton Group.  Well-known Colorado Private Investigators Dean and Karen Beers of Associates in Forensic Investigations are also hosts.  Florida Private Investigators Richard Harris and Rory J. McMahon of McMahon and Associates round out the team.  The group rotate hosting duties and each hour-long episode is different.  They discuss private investigator news and current industry trends.  Dean and Karen typically discuss forensics.

The podcast is inactive.  Their last episode was earlier this year.  However, there are years worth of back episodes you can enjoy.  The podcast production features no frills, just good information.  But overall a great podcast.   

MY FAVORITE DETECTIVE STORIES 

Second, is My Favorite Detective Stories.  This is a new podcast hosted by Private Investigator, John A. Hoda of Hoda Investigations in Milford, Connecticut.  

For starters, John’s podcast is very enjoyable.  You can tell he enjoys what he does.  John has had a storied career in law enforcement and private investigations.  The podcast is his way of mentoring new private investigators.  

Each weekly 45 minute episode follows the same format.  John interviews current and past private investigators.  He asks them how they got started in the business and what niche they fill.  In the end, John asks the guest to talk about one of their favorite cases.

John interviewed me for episode #29 of My Favorite Detective Stories.  You can listen to it Here.  If you enjoy it, don’t forget to subscribe to My Favorite Detective Stories.

AMERICAN P.I. 

Paul Jaeb, a Minnesota Private Investigator and the CEO of Heartland Investigative Group, hosts the American P.I. Podcast.  Paul is an acclaimed private investigator and frequent presenter at industry conferences.  He is known for his work on the

THE INTERMOUNTAIN PI: A PRIVATE INVESTIGATOR PODCAST | EP 11 | DEC 20, 2018

NEW PRIVATE  INVESTIGATORS AND THE DATABASE EFFECT  If you’ve dealt with prosecutors or law enforcement you’re familiar with the CSI Effect. It suggests that juries are affected by the exaggerated portrayal of forensic science on television shows like CSI and NCIS.  These shows have distorted the public’s understanding of forensics.  This becomes clear when we look at jury behavior. Juries expect prosecutors to explain DNA and forensic science the way it’s depicted on television.  The CSI Effect has given juries unreasonable expectations.  They expect prosecutors to provide definitive evidence of guilt vis-à-vis forensics.  They won’t convict a defendant without that evidence.  All because of television. 

There’s a similar phenomenon in the private investigation industry.  Although it doesn’t have a name.  I didn’t come up with the idea. I’m just one of many investigators that have recognized it.  With this in mind, I would like to give it a name and call it The Database Effect

WHAT IS THE DATABASE EFFECT?

The Database Effect is the belief or practice, by new private investigators, that conducting an investigation simply requires a proprietary database report. The report then becomes the extent of the investigation.  Let me give you an example.  Some investigators cut a comprehensive report from a database and then paste it on their letter head.  It’s then sold to the client as a “background check.” 

Another example would be private investigators using a database to locate a missing person.  If they can’t find the subject’s current address in the database they inform the client that they couldn’t find the subject.  That’s not an investigation.

Instead of being an investigative tool, the database becomes the actual investigation.  This is short-sighted.  It’s a disservice to the client.  Of course, there’s a place for proprietary databases.  I use them daily.  I can’t conduct investigations without them.  But they supplement my other investigative efforts. I also make telephone calls and search public records. Most importantly, I use old fashion shoe leather.  In other words, I knock on doors and talk to people.

“Instead of being an Investigative Tool, the Database becomes the Actual Investigation.”

Like Swiss cheese, a background check that relies solely on a database is a background check full of holes.  If my client wants a criminal check and I find No Record in a database, that may or may not be accurate.

EXAMPLES OF THE DATABASE EFFECT

Unfortunately, many new investigators are either inexperienced, or just ignore the database record coverage area.  In other words, depending on the state searched, a database can  provide full, limited or no coverage of a record.

Let me give you another example.  I’ll use a major proprietary database I’ll call Database X.  I searched for a criminal record on a subject using Database X.  I had already independently confirmed the subject had a felony record in Montana.  The results of my search?  No Record.  I have just provided inaccurate information to my client.  Private investigators must understand how databases work.  I then checked the record coverage area in Database X and found something interesting.  They don’t provide court record information for criminal records.  Furthermore, Database X only provides limited arrest information for just a few counties in Montana. 

So what does this mean?  It means my record search was useless.  I also just assured my client that the subject has no criminal record in Montana.  When in reality, he does.  This mistake could have far-reaching effects. 

That’s just one example of how the Database Effect can influenc...

THE INTERMOUNTAIN PI | EP 10 | DEC 11, 2018

8 WAYS PRIVATE INVESTIGATORS HELP LEGAL PROFESSIONALS  Being a private investigator is all about helping people and finding information.  Today, I want to take a look at 8 ways private investigators help legal professionals.  I’m talking specifically about providing assistance to attorneys and paralegals.  Obviously, private investigators offer more than 8 services to legal professionals.  But, these  8  are a good start.

1. LOCATE PEOPLE  

First, legal professionals often hire private investigators to locate missing persons.  This includes heirs and witnesses; even hard-to-find witnesses. We can also skip trace.  Skip tracing involves trying to locate someone who has skipped out to avoid a debt, judgment or service of process.  To do this, private investigators use a combination of shoe leather, public records and proprietary databases not available to the public.

Many years ago, before I founded Intermountain PI, I worked as a skip tracer.  I once found a subject that had moved from Lubbock, Texas to Las Cruces, New Mexico in 10 minutes and 4 telephone calls.  He had worked for an auto parts store in Lubbock when he up and disappeared.  I used a printed Cole’s Criss Cross directory (this was 30 years ago) and found the phone number of his next-door neighbor.  The neighbor told me he had just moved to Las Cruces. 

Now, this was years before auto parts stores had computers.  Back in the day if you needed an auto part, the clerk would search a series of books for the proper auto part number.  For example, if you needed an oil filter, the employee would need to know they were manufactured by Fram.  He would then search the Fram book for the proper part number.  In other words, there was a learning curve and employees had to be familiar with the books.  With this in mind, I took a chance that the subject would go back to the same type of job in New Mexico.  Sure enough, after my third telephone call to random auto parts stores, my subject answered the telephone.     

2. TAKE STATEMENTS

Legal professionals  also use private investigators to take statements.  These statements can be recorded, non-recorded, telephonic or videotaped.  Before you take a statement for a law firm be sure to consult with the attorney.  They may not want the statement recorded.  Before an attorney deposes someone they may want to find out whether the statement will be helpful to their case.  The statement may be nothing more than a short informal conversation.  Keep in mind, statements may be confrontational or non-confrontational.   You might also want to videotape the interview.  

You also may be required to take a statement from someone who speaks a foreign language.  If that’s the case, you’ll need a translator.  Companies such as, Cesco provide translators that will meet you and help you obtain a statement.  I’ve used them to take statements from people speaking Spanish, Mandarin Chinese and even Cantonese.

3. BACKGROUND INVESTIGATIONS

There are basically two different kinds of background investigations I conduct for law firms.  The first, is on individuals, and the second is on businesses.  I’ve conducted both types of background investigations for legal professionals.

Personal background checks may involve dating or pre-marital checks.  They could involve investigating a person’s social media footprint.  Or, they may involve checking out a nanny, maid, boyfriend or an associate.  The subject of the investigation may (or may not) be aware of the investigation.  

Background investigations for businesses are more complex.  They can involve both pre-employment and post-employment investigations.  A simple background check could be nothing more than a criminal or civil check.  On the other hand, it could be more complex and involve the inves...

THE INTERMOUNTAIN PI | EP 9 | NOV 27 , 2018

5 SECRET TIPS FOR A BALANCED PRIVATE INVESTIGATOR LIFE  I hope you had a Happy Thanksgiving this past week.  We took a break here at Intermountain PI and gathered with family to break bread.  It’s important to take the time every once in awhile and reflect on what’s important in your life.  In our busy world it is easy to overlook simple gratitude.  Cicero, the Roman statesman and philosopher said, “Gratitude is not only the greatest of virtues, but the parent of all the other.”   

Along with expressing gratitude daily, I also try pursue a balanced life.  As a self-employed private investigator it can be difficult.  To that end, consider these 5 secret tips for a balanced private investigator life.

1. AN APPLE A DAY… Watch what you eat on surveillance.  Ditch the greasy fast food for a more healthier fare.  I have a lunch tote I take with me everywhere.  It’s full of nuts, cheese, yogurt, fruit, vegetables, sandwiches and water.  I slip in a couple of ice packs to keep the food fresh and I’m ready to go.  If you conduct early morning surveillance you may find yourself eating breakfast before 5:00 AM.  Either way, to maintain a balanced life and lower your stress you must have a healthy body.  Try to eat good, fresh food.  You’ll also save money in the long run.

2. YOU HAVE A RIGHT TO SING THE BLUES  Or, to at least listen to them.  You can also listen to rock-n-roll, jazz, classical, Hip Hop or whatever type of music you like.  My point is that being a private investigator can be stressful.  Music taps into our emotions and can bring us peace.  When I pull away from a successful surveillance I turn my phone off and I listen to music on the way back to the office.  It helps me de-compress and clear my mind.  It’s therapeutic and one of my 5 secret tips for a balanced private investigator life.

5 SECRET TIPS FOR A BALANCED PRIVATE INVESTIGATOR LIFE 

3. PAIN IS JUST WEAKNESS LEAVING THE BODY  Exercise.  Are you running out of excuses as to why you can’t exercise regular?  From hotel exercise rooms to simply stretching in your hotel room, there’s always a way.  Regular exercise will save your life and lower your stress.  It’s another of my 5 secret tips for a balanced private investigator life.

4. DON’T BITE OFF MORE THAN YOU CAN CHEW  Private investigation work can be feast or famine.  There’s a tendency to say yes to every case that comes down the pike.  You may find yourself completely overwhelmed and working 25 to 30 days a month.  This is a recipe for burnout.  Believe me.  I know.  Furthermore, it can lead to providing clients substandard services.  Clint Eastwood, as the iconic Dirty Harry once said, “A man’s got to know his limitations.”  Know how much you can handle.  Do you need to hire someone to take on the extra workload?  There’s no reason to work yourself into an early grave.  And finally…

5. USE APPS TO STREAMLINE WORK AND ACHIEVE BALANCE  Many different apps can help you streamline your work.  They can also help you achieve a balance in your work.  Do you feel as if you’re constantly working?  If so, then make some changes.  I went 99% paperless over a year ago and it’s totally lowered my stress.  First, I use Notability for case notes.  Along with Notability, I use and iPad and Apple Pencil to take written statements.  I can even draw diagrams.  The versatility is unbelievable.  Second, I use

THE INTERMOUNTAIN PI | EP 6 | NOV 6, 2018

10 investigator interview techniques that build rapport is an article I wrote in 2010.  It was printed in PInow.com.  I recently learned that my article will be included in Dr. Charles Nemeth’s upcoming book, the 4th edition of Private Security and the Investigative Process.  If you conduct interviews as a private investigator you will find this article helpful.

One of the most useful skills a private investigator can possess is the ability to quickly build rapport.  This can be accomplished with individuals from all walks of life.  Are you interviewing a witness or a source?  Maybe the interview is confrontational?  Either way, your ability to gather information rests on the degree to which you can build rapport. To do so, you must quickly find something that you and the subject have in common. Such commonalities create a connection or bond of understanding. All of us want to be liked and appreciated. We all want to be helpful. When building rapport, it is wise to remember author and motivational speaker John C. Maxwells famous quote: “People don’t care how much you know until they know how much you care.”

It certainly goes without saying that you must be absolutely genuine in your approach. If you attempt to build rapport in a fake or phony manner most individuals will see right through you. They will reject your attempts at building rapport. Among some people, private investigators already have a general reputation as seedy, snake oil salesmen. There’s no need to foster that image.

“Building rapport is critical when it comes to getting information from a subject.”

The whole point of building rapport with an individual is to get information from them that they would normally not volunteer. To that end, the following 10 techniques can be utilized to build rapport with just about anyone:

1. BE PREPARED It’s the motto of the Boy Scouts but it will serve you well in all endeavors; especially in building rapport. I cannot stress this enough: Do your homework.  Just as a lawyer never asks a question in court that he doesn’t already know the answer to, likewise, a good investigator is prepared ahead of time. This is especially important if the interview becomes confrontational. Gather as much information as you can before the interview. The more information you have about the subject the easier it will be to build rapport.

2. TAKE YOUR SEAT (IN THE POSITION OF POWER) To build rapport and preserve the upper hand in an interview you will want to sit in the position of power. You should arrive early to all interviews. If you are conducting the interview at someones home or in a conference room, position yourself so that you sit at the head of the table.  This is the position usually reserved for the head of the household or head of the company. Point to the chair to your right and suggest that the person you are interviewing sit there. They will then view you as an authority figure and see themselves as your assistant.

3. BODY MIRRORING One of the most powerful, non-verbal methods of building rapport is by mirroring someones body language. To the uninitiated this may sound ridiculous.  However, it is an excellent way to build rapport. When you mirror the subjects body movements and the speed and timbre of their speech patterns, you become like them. But don’t be too obvious. Your movements must be fluid and natural.  Remember: We are most comfortable around people who are like us.

4. WHAT’S IN A NAME? As Juliet stated in Shakespeare’s immortal play Romeo and Juliet, “That which we call a rose,