This one simple exercise will get you becoming your own mentor.
So throw out the whole garbage you read online.
Oh, you need a mentor, you might, and they're good, they're helpful.
But really, really the first thing you need to learn is to be your
own mentor, be your own coach.
And in fact, in my opinion, the best mentors and the best coaches, Teach
you to be your own mentor and coach.
Otherwise, what they're doing is just handcuffing you to writing
them checks over and over again.
So skip that and learn how to be your own coach.
That way when you do hire, if you decide to, and not everyone will
even need to, you're gonna know that you're able to coach yourself and
mentor yourself in a way that is far more powerful than anyone can do for.
Now, if you're someone who's new to the business, maybe you're not
flushed with cash quite yet, and you want a mentor, this is for you.
If you're an owner or manager of a team and wanting to create this
culture where people are coaching themselves, this is for you.
And if you're someone who just wants to be the absolute best at what
you do, and always be improving.
Then this exercise is for you, and I know it's a tall claim, but I
think it can truly have the power to transform your life at has mine.
I do it every single speaking event that I do.
I do them beyond just speaking events, and everyone on our team submits
these to me every single Friday.
So without further ado, let's jump right in and get to the nitty gritty
of learning to be your own coach.
Be your own mentor by following a stupid simple exercise that
I'm gonna teach you right?
First, I just wanna say a quick welcome or welcome back.
My name's Adam Besman, the roof strategist, and everything that I do here
on this channel is designed to help you and your team smash your income goal and
give every customer an amazing experience.
So why do I do what I do?
I do this because in my estimation, about 66% of roofing sales people
quit or get fired in their very first year, and the main reason for that
is they weren't equipped to succeed, and I want to help change that.
So let's get.
Now, before I teach you this exercise, I just want to tell you a story.
It's actually quite an embarrassing story now.
I was at this bar one time, back in my drinking days, and I no longer drink
alcohol, and it'll be pretty clearly evident as to why as you hear this story.
Now, I'm not someone who will sing, like, in fact, my own voice scares me.
You'll never catch me singing in the shower, driving, or doing anything.
I.
But I had enough liquid courage.
One night I drank a ton of vodka was out at this bar, and this song came
on, and I had enough liquid courage that I thought, karaokes a good idea.
Tonight, that song goes on, and I remember flying outta my chair, running up on
stage and grabbing that mic, and I'm just getting into my song like A Rockstar.
Eyes closed.
I'm loving it.
Oh yeah.
And then I opened my eyes in this wave of pure embarrassment washed over
me, that table that I was sitting.
The card table set up a karaoke.
I had flipped it when I got up.
I was so drunk, I had no idea.
All the glass bottles, mixed drinks that people got were
shattered on the ground beneath it.
Liquid was everywhere.
The tablecloth was brushed off to the side in a mixture of
glass, beer and mixed cocktails.
Chairs were strewn apart and people were swarming over to mop up the
mess that I was oblivious to cuz I was up there singing on that micro.
And my friend, the same thing can happen to you inside the house.
Do you know what I mean?
Those times where we get blinders on, we lose our levels of self-awareness.
So this exercise I'm gonna teach you is to get those blinders off
of you so you can learn to be your own coach and see yourself.
So here I am, right?
I'm gonna see myself from this third party perspective, so I can in real
time, almost like watching game.
Be my own coach and be my own mentor.
So, make sense?
Let's rock and roll.
What I'm gonna teach you is what's known as an after action report.
And what we do is we use this exercise every day in the
field once we're done selling.
And if you don't wanna do it daily, I'm okay with weekly.
In fact, getting started, the more you do it, the better.
But if you did this every Friday, you're gonna have a leg up on your competi.
Now, watch how it goes.
The simple practice to be your own mentor.
In fact, I actually went through this in a similar exercise with our newest
team member and her name's Kennedy.
We were out in Scottsdale just yesterday, and she was writing some things down.
She said, I'm done.
And I challenged her.
She ended up getting 75% more.
Let's rock and roll.
I'll show you how.
So first things first on Friday, what I'm gonna do is write this word down.
Well, what did I do well, and what I'm gonna do here is I'm
gonna write down every single thing that I did well that week.
I'll give you a few examples.
One thing I did well is I planned my day the night before planning.
The next thing that I did well is I hit all my follow ups.
Okay?
The next thing that I did well was my present.
Inside the house and then the list goes on.
This is your time to focus on what you did.
Well do not start elsewhere.
It's very important we start here.
Now, the other piece.
I want you to go as deep as you can.
Why?
Because you're gonna find golden nuggets.
Like why was your presentation so good?
Actually, it was how I transitioned.
I used the, the new virtual presentation we're using on the iPad, and the more
you focus on what you did well, it's easier to keep that momentum going
and you know, oh, I do more of that.
And we always focus on the negative first, but it's garbage.
You need to focus on what you did well so you can enhance it.
So I write that column.
Then I'm gonna write my next column, which is what I could do better next time.
Now is where you give yourself that critique, Hey, better.
I didn't handle objections at the end.
I got stumped.
All right.
Better.
I didn't have great time management.
I really wish I, I structured my schedule better.
Oops.
Put time, schedule.
Cause I was talking time management.
All right.
One thing that I could do better is closing at the end of my
presentation, I didn't get my closing questions right, for example.
And I'm gonna go through this list in great detail of what I could do better.
Oh, how about this, like my intro in the house.
Uh, if I could just build a little bit more.
I'm gonna even put that down rapport.
That would really, really help spending some more time.
You know what, I didn't ask enough questions in the beginning, and
I think if I asked questions and built rapport, had a good intro.
That way when I'm in the home next time I'm gonna be feel really
sharp so I can sell them with my presentation that I did really good at.
And I'll, I'll keep doing this, but I'm gonna improve on, on my questions,
rapport, building my enter on the house, leading up to my presentation so I can
cater my presentation to those needs.
And you see, now I start thinking about how to piece it.
So first, again, the list of everything you did well and exhaust it.
It'll take time.
When you think you're done, you're not, you're just getting started.
Go again.
Sit in the quiet, then go through everything you did better.
Next, we're gonna create a plan.
So what I might do is I look at this and I'm gonna say, all right,
so I see my, my questions, my rapport and intro to the house.
I need to now convert these things and I wish I did better into a plan.
Here's my plan, my rapport.
I'm gonna spend two minutes on building rapport by finding common ground building.
And I'll just say common ground for two minutes.
Okay?
There's an action plan.
This is an idea.
This is a plan.
Do you see the difference?
I'm taking a concept and putting into something I can actually
bring to life in the real world.
Then that's building rapport.
Then in my discovery, I'm going to ask questions, but
what questions am I gonna ask?
Example, where are you at in the process?
How many estimates have you received?
Why did you call us?
Okay.
What's the problem with your roof?
These are questions that I can ask to further understand where they are.
Where are you at in the process?
How many estimates have you received?
What's the problem?
Why'd you call us?
All right, then I'm gonna focus on these.
And now that's my core focus.
In fact, I don't even need a third one because my intro
on the house gets covered.
I'm building rapport and asking those questions.
Now all I do is now I come into my next week.
On Monday, I'm gonna review this plan.
I'm gonna say, all right, building rapport into, in this week's presentations, I'm
going to spend more time building rapport and finding common ground for two minutes.
Ford family, occupation, recreation, dreams, learning to like our customers.
So those, those compliments land with authenticity and don't like them.
They're people.
They need help.
They need your help.
And then I'm gonna ask these questions.
That's my plan.
I've become my own coach, and I'll self-reflect what I did well.
I nailed my presentation and I nailed my follow up, and I
had great planning for the day.
If I can keep, keep doing these and do this better, boom,
next week is gonna be great.
And then what am I gonna do?
I'm gonna repeat on Friday and before you know it, you've become
your own coach and your own mentor on a world of perpetual improvement.
Each and every day you're gonna gamify your growth.
And as you level up your skillsets as your own coach, cuz no one else is giving
you this feedback, no one else is in your truck with you, no one else is in
that house with you as much as you are.
You learn to see yourself from this perspective.
Focus on what you did well to do more of it.
First, what you can do better, turn it into a plan, rinse, repeat, and before
you know it, you're gonna watch your income double or the income of your team.
So there you have it, the after action report done weekly.
And if you want to go gangbusters, do it daily.
Now, I'd love to hear from you.
Do you do after action reports?
What do you think of this exercise?
Drop a comment below and share it with me.
Well, that's all for this video.
Thanks for joining me today.
If you like this video and you want more, jump into my free training center right
here or text the word free to 3 0 3 2 2 2 71 33, or hang with me here on YouTube.
YouTube.
Thanks.
You're really gonna love this video and I'll see you in the next one.