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This file was generated by Descript 

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This one simple exercise will
get you becoming your own mentor.

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So throw out the whole
garbage you read online.

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Oh, you need a mentor, you might,
and they're good, they're helpful.

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But really, really the first thing
you need to learn is to be your

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own mentor, be your own coach.

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And in fact, in my opinion, the best
mentors and the best coaches, Teach

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you to be your own mentor and coach.

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Otherwise, what they're doing is
just handcuffing you to writing

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them checks over and over again.

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So skip that and learn
how to be your own coach.

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That way when you do hire, if you
decide to, and not everyone will

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even need to, you're gonna know that
you're able to coach yourself and

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mentor yourself in a way that is far
more powerful than anyone can do for.

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Now, if you're someone who's new
to the business, maybe you're not

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flushed with cash quite yet, and
you want a mentor, this is for you.

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If you're an owner or manager of
a team and wanting to create this

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culture where people are coaching
themselves, this is for you.

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And if you're someone who just wants
to be the absolute best at what

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you do, and always be improving.

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Then this exercise is for you, and
I know it's a tall claim, but I

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think it can truly have the power
to transform your life at has mine.

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I do it every single
speaking event that I do.

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I do them beyond just speaking events,
and everyone on our team submits

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these to me every single Friday.

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So without further ado, let's jump
right in and get to the nitty gritty

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of learning to be your own coach.

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Be your own mentor by following
a stupid simple exercise that

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I'm gonna teach you right?

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First, I just wanna say a
quick welcome or welcome back.

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My name's Adam Besman, the roof
strategist, and everything that I do here

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on this channel is designed to help you
and your team smash your income goal and

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give every customer an amazing experience.

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So why do I do what I do?

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I do this because in my estimation,
about 66% of roofing sales people

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quit or get fired in their very first
year, and the main reason for that

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is they weren't equipped to succeed,
and I want to help change that.

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So let's get.

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Now, before I teach you this exercise,
I just want to tell you a story.

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It's actually quite an
embarrassing story now.

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I was at this bar one time, back in my
drinking days, and I no longer drink

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alcohol, and it'll be pretty clearly
evident as to why as you hear this story.

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Now, I'm not someone who will sing,
like, in fact, my own voice scares me.

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You'll never catch me singing in the
shower, driving, or doing anything.

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I.

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But I had enough liquid courage.

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One night I drank a ton of vodka was
out at this bar, and this song came

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on, and I had enough liquid courage
that I thought, karaokes a good idea.

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Tonight, that song goes on, and I remember
flying outta my chair, running up on

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stage and grabbing that mic, and I'm just
getting into my song like A Rockstar.

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Eyes closed.

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I'm loving it.

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Oh yeah.

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And then I opened my eyes in this
wave of pure embarrassment washed over

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me, that table that I was sitting.

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The card table set up a karaoke.

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I had flipped it when I got up.

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I was so drunk, I had no idea.

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All the glass bottles, mixed
drinks that people got were

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shattered on the ground beneath it.

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Liquid was everywhere.

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The tablecloth was brushed off
to the side in a mixture of

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glass, beer and mixed cocktails.

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Chairs were strewn apart and people
were swarming over to mop up the

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mess that I was oblivious to cuz I
was up there singing on that micro.

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And my friend, the same thing can
happen to you inside the house.

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Do you know what I mean?

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Those times where we get blinders on,
we lose our levels of self-awareness.

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So this exercise I'm gonna teach
you is to get those blinders off

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of you so you can learn to be
your own coach and see yourself.

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So here I am, right?

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I'm gonna see myself from this third
party perspective, so I can in real

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time, almost like watching game.

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Be my own coach and be my own mentor.

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So, make sense?

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Let's rock and roll.

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What I'm gonna teach you is what's
known as an after action report.

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And what we do is we use this
exercise every day in the

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field once we're done selling.

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And if you don't wanna do it
daily, I'm okay with weekly.

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In fact, getting started, the
more you do it, the better.

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But if you did this every Friday, you're
gonna have a leg up on your competi.

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Now, watch how it goes.

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The simple practice to be your own mentor.

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In fact, I actually went through this
in a similar exercise with our newest

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team member and her name's Kennedy.

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We were out in Scottsdale just yesterday,
and she was writing some things down.

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She said, I'm done.

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And I challenged her.

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She ended up getting 75% more.

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Let's rock and roll.

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I'll show you how.

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So first things first on Friday, what
I'm gonna do is write this word down.

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Well, what did I do well, and
what I'm gonna do here is I'm

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gonna write down every single
thing that I did well that week.

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I'll give you a few examples.

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One thing I did well is I planned
my day the night before planning.

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The next thing that I did well
is I hit all my follow ups.

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Okay?

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The next thing that I
did well was my present.

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Inside the house and
then the list goes on.

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This is your time to
focus on what you did.

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Well do not start elsewhere.

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It's very important we start here.

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Now, the other piece.

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I want you to go as deep as you can.

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Why?

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Because you're gonna find golden nuggets.

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Like why was your presentation so good?

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Actually, it was how I transitioned.

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I used the, the new virtual presentation
we're using on the iPad, and the more

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you focus on what you did well, it's
easier to keep that momentum going

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and you know, oh, I do more of that.

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And we always focus on the
negative first, but it's garbage.

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You need to focus on what you
did well so you can enhance it.

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So I write that column.

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Then I'm gonna write my next column,
which is what I could do better next time.

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Now is where you give yourself
that critique, Hey, better.

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I didn't handle objections at the end.

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I got stumped.

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All right.

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Better.

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I didn't have great time management.

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I really wish I, I structured
my schedule better.

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Oops.

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Put time, schedule.

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Cause I was talking time management.

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All right.

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One thing that I could do better
is closing at the end of my

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presentation, I didn't get my
closing questions right, for example.

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And I'm gonna go through this list in
great detail of what I could do better.

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Oh, how about this, like
my intro in the house.

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Uh, if I could just
build a little bit more.

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I'm gonna even put that down rapport.

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That would really, really
help spending some more time.

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You know what, I didn't ask enough
questions in the beginning, and

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I think if I asked questions and
built rapport, had a good intro.

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That way when I'm in the home
next time I'm gonna be feel really

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sharp so I can sell them with my
presentation that I did really good at.

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And I'll, I'll keep doing this, but
I'm gonna improve on, on my questions,

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rapport, building my enter on the house,
leading up to my presentation so I can

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cater my presentation to those needs.

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And you see, now I start
thinking about how to piece it.

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So first, again, the list of
everything you did well and exhaust it.

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It'll take time.

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When you think you're done, you're
not, you're just getting started.

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Go again.

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Sit in the quiet, then go through
everything you did better.

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Next, we're gonna create a plan.

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So what I might do is I look at
this and I'm gonna say, all right,

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so I see my, my questions, my
rapport and intro to the house.

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I need to now convert these things
and I wish I did better into a plan.

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Here's my plan, my rapport.

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I'm gonna spend two minutes on building
rapport by finding common ground building.

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And I'll just say common
ground for two minutes.

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Okay?

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There's an action plan.

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This is an idea.

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This is a plan.

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Do you see the difference?

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I'm taking a concept and putting
into something I can actually

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bring to life in the real world.

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Then that's building rapport.

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Then in my discovery, I'm
going to ask questions, but

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what questions am I gonna ask?

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Example, where are you at in the process?

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How many estimates have you received?

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Why did you call us?

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Okay.

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What's the problem with your roof?

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These are questions that I can ask
to further understand where they are.

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Where are you at in the process?

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How many estimates have you received?

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What's the problem?

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Why'd you call us?

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All right, then I'm gonna focus on these.

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And now that's my core focus.

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In fact, I don't even need
a third one because my intro

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on the house gets covered.

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I'm building rapport and
asking those questions.

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Now all I do is now I
come into my next week.

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On Monday, I'm gonna review this plan.

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I'm gonna say, all right, building rapport
into, in this week's presentations, I'm

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going to spend more time building rapport
and finding common ground for two minutes.

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Ford family, occupation, recreation,
dreams, learning to like our customers.

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So those, those compliments land with
authenticity and don't like them.

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They're people.

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They need help.

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They need your help.

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And then I'm gonna ask these questions.

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That's my plan.

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I've become my own coach, and
I'll self-reflect what I did well.

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I nailed my presentation and
I nailed my follow up, and I

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had great planning for the day.

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If I can keep, keep doing
these and do this better, boom,

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next week is gonna be great.

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And then what am I gonna do?

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I'm gonna repeat on Friday and
before you know it, you've become

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your own coach and your own mentor
on a world of perpetual improvement.

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Each and every day you're
gonna gamify your growth.

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And as you level up your skillsets as
your own coach, cuz no one else is giving

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you this feedback, no one else is in
your truck with you, no one else is in

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that house with you as much as you are.

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You learn to see yourself
from this perspective.

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Focus on what you did
well to do more of it.

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First, what you can do better, turn it
into a plan, rinse, repeat, and before

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you know it, you're gonna watch your
income double or the income of your team.

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So there you have it, the after
action report done weekly.

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And if you want to go
gangbusters, do it daily.

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Now, I'd love to hear from you.

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Do you do after action reports?

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What do you think of this exercise?

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Drop a comment below and share it with me.

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Well, that's all for this video.

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Thanks for joining me today.

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If you like this video and you want more,
jump into my free training center right

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here or text the word free to 3 0 3 2 2
2 71 33, or hang with me here on YouTube.

00:09:26.715 --> 00:09:26.925
YouTube.

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Thanks.

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You're really gonna love this video
and I'll see you in the next one.