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If I had to start all over in roofing sales from ZERO? I would do these 5 things.
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Hosted by Adam Bensman
- Started in D2D roofing sales in 2011
- Former Roofing Company COO (multi-state)
- Creator of the Roof Strategist Sales System (used nationwide for retail + storm)
- Founder of The Roofing STRONG Alliance by TAMKO™ (formerly known as the Roofing & Solar Reform Alliance)
- Author of the #1 Best-Selling Book: The Roofing Sales Survival Guide: Beat the Odds, Overcome Yourself, and Win Big
Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO makes no representations or warranties regarding the content.
So, what would I do if I had to start
over in roofing sales, I'm talking
completely from scratch ground up,
starting from zero 30 days, make or break.
Well, in this video, I'm
gonna share just that.
And it's kind of funny sitting here.
Passenger seat of my vehicle reminds me of
the good old days being in roofing sales.
When I was in my passenger seat,
working all the time, uh, whether I
was parked in front of an adjuster.
We're waiting for an appointment.
So what inspired this video
was a post in a Facebook group.
It was a gentleman who posted
actually, I should say, I don't
know if it was a gentleman.
I posted anonymously saying,
listen, I've been in the
roofing business for five years.
I've been earning about a hundred
thousand dollars per year.
Uh, I'll be honest.
I've been a little complacent.
I haven't put in as much
effort as I should have.
I'm relying on company provided leads.
I'm not out knocking doors and
I'm trying to get back in the
business and really change my life.
So what advice would you
have for me if you had to.
From zero again.
And I responded with five tips that I'll
be sharing with you right now to help
you fast track what I had, which was a,
a slow, expensive, and painful learning
curve until things clicked for me.
And I want to help kind of bypass
that, whether you're brand new in the
business, maybe you're kind of reemerging
or trying to just really pour gasoline
on this and take this stuff more
seriously so you can change your life.
So let's get started, uh, before we do,
I just wanna say welcome or welcome back.
My name's Adam Benjamin
the roof strategist.
And if you're.
Glad to have you here.
Everything I do here on my channel and
on my programs are designed to help you
and your team smash your income goal and
give every customer an amazing experience.
And listen, if you've been following
along, I'd love to hear, do you
like this video format of what
I'm about to do or not, but I've
been on the road a lot lately.
Thanks to, to the, the
partnership with Owens Corning.
And, uh, trying to get creative on getting
really awesome content prepared regardless
of whether or not I can get in the studio.
So in this video, let's get started
and jump right into the five things
that I would do if I had to start from
scratch, by the way, this post was
made in the roofing and solar community
Facebook group, and it was an anonymous
post, you can see, uh, my response in
that group, which was, which was a,
a long one, it's a long post alert.
So tip number one, what I
would do if I had to start.
This is what first thing I do
is write down my income goal.
Now, this person has been at about a
hundred thousand dollars a year of income.
And to me, you know, growing means
challenging ourselves in different ways.
And I'd love to see someone
who's been in the business for
five years doing more than that.
And it's very possible.
So I love what Zig Ziegler says.
You cannot hit a target.
You can't see.
And one of the biggest problems
in roofing sales is people.
Say I'm gonna work hard and put
in the time and make good money,
but it doesn't work like that.
So, number one, I would sit down and
say, what do I, what do I wanna make?
What do I need to make?
And by the way, I, I walk you
through this in my program,
the roofing sales success form.
It's the first thing you
do is get this daily plan.
But I would write down what I want to earn
and then what I need to earn next to it.
So this would be my, my, my
income needs followed by my goal,
followed by my stretch goal.
Next.
Point number one.
So I've got my vision on the target.
Okay.
Uh, crazy enough.
Every time I've written
a goal, I've achieved it.
Now there's new ones.
I'm in progress on chasing, but
I'm tracking very, very well.
There's magic about writing them down,
just not, and because like this makes
some sort of miracle thing happen, but
because we know when we have that target,
it's almost like a bow hunter with
the bow cocked and you know, the game.
Right.
You know, when something's gonna
come and you know, when to release
that arrow to, to time that.
Uh, that, that shot, that release.
Exactly.
And folks that don't have that
goal or that clarity are kind
of like shooting in the dark.
So we really want to have
that target in our site.
That's number one, number two is
I'm going to reverse engineer my
income goal into a daily sales plan.
Now you've probably, if you
followed along for more than a day,
you've probably heard me mention.
In roofing sales.
We often see people that work hard and
put in the time, but it's no different
than trying to do like eight hours
of bicep curls to get a six pack.
You're like, Hey, you
know, I, I wanna get fit.
I wanna look good.
And we do all these activities
that aren't quite linked up to
the main result that we want.
And I just see far too many
people spinning their wheels,
not really doing the right thing.
So here's what I.
By reverse engineering,
your goal into a daily plan.
The daily plan is what gives you
focus and what gives you clarity.
And it's what gives you accountability
to know what you need to do every
day, as opposed to just working
hard and hoping for the best, which
unfortunately is what most people do.
Now, if you've been in the business for a
while, you'll know what my close rate is.
Meaning your closed, right?
You'll know what your, how many doors
you need to knock to get a sale, roughly
and you'll know, be, be being, knowing
those numbers, be able to reverse
engineer a plan that says, all right, I
need to do all of this to get to these
appointments, to get to these sales.
But again, we want break that
down into a nine month season.
Why cuz we need to sell and collect
nine months is conservative to do that.
And there you have it.
Now you've got a plan now in my program,
the roofing sales success format.
There's links in the description,
by the way, if you're interested
not, you don't need to use it, but.
In that plan, I wanna know.
Okay.
What activities do I need to do
to generate the appointments?
I.
In order to get the sales.
I, it's a very simple
formula, literally a formula.
So I know X number of doors.
I know X number of, of, of cold
calls, direct mail letters, door,
hanger letters, just general touches
will generally convert to this many
appointments or inspections or leads.
And out of those appointments,
I'll close this many deals and
I've got nine months to do it.
So that was number two.
Number three, I.
Relentlessly pursue this plan each
and every day by time blocking
three to 8:00 PM, Monday through
Friday, 10 to three on Saturday,
I would shut off my notifications.
I would not let anyone do
anything to steal my time.
Other than just say, I'm on the doors.
I'm on the doors, I'm on the doors.
Now.
There are times if you're in the
right neighborhoods, that you can
find pockets where people are.
Before three o'clock retirement
communities are stay at home moms or dads.
Absolutely.
Like if you gotta start
from zero, go hit it.
But if you're juggling a lot, that
three to eight window, I wanna
batch my time to focus on sales.
That's my third tip.
Tip number four, after action reports.
Oh, I don't have my
journal with me right now.
I left it at home.
Uh, but in my journal I do an
after action report of every event.
I actually just did.
One for the Columbus event,
did one for the Atlanta.
What did I do?
Well, what did I do differently?
And how can I continually improve?
And what this does is it allows me to
coach myself, to look at myself from
this third party aerial perspective
and say, all right, when I was
at the door, this is what worked.
This is what didn't work.
Now my action plan after my
after action report is next
time I'm gonna try this way.
And this allows us to
coach ourselves and find.
Really big breakthroughs and winning
moments or teachable moments in
the mundane each and every day.
And that's how we can get
better really, really quickly.
So after action reports are
critical, if you're not doing
them, do them daily on your sales.
All right.
I love after action reports.
And again, I do them after every single
in person training event that I do.
Um, so that was my, my number three now.
No, I'm sorry.
That was number four.
And then number.
Get an accountability partner
because you have that daily plan.
I want you to share it with someone
so you, they can hold you accountable.
Now there was a, I'm gonna butcher the
stat, but I'm gonna go for memory here.
People that write down goals are 80
to 92% more likely to achieve them.
Excuse me.
Let me take a step back 70% more likely
to achieve 'em when they're written down,
that number goes up to 80 to 90% when
you share that goal with someone else.
So if you can go to a buddy, a friend,
your spouse, your significant other, and
say, I want you to hold me accountable.
This is my plan to get to my goal.
And all I want is to share it with you.
So you can ask me period.
Am I on track?
Am I doing it?
Did I follow the plan?
And right there, just by having that
accountability partner, someone that
you've committed to is going to help you
stay accountable to actually doing it
because the truth is, and you may have
heard me say this roofing sales is simple.
Not easy, simple.
It's a formula three things.
The be the, do the, say the right
person, who's committed to personal
development because roofing
sales is personal development is
GUI next doing the right thing.
So the, be the, do the, say the do, doing
the right sales activities every day.
That's that daily plan and
soft plug for my program.
Not only does every single person, whether
it's an individual rep getting this or
an owner with a team, getting that daily
plan built through on the income goal,
but leaders, my sales managers, my,
my, uh, operations managers, the O my.
when your team hands that in their
yours team is setting a benchmark.
That's likely higher than what you
would set, but now you can hold them
accountable to achieving the success
that they've defined for themselves.
And it's a really beautiful way to
lead and it helps lift your team up.
And then there's the say
saying the right thing.
When you pitch at the door,
overcome objections and close.
By having the accountability.
You've got the right.
You're the right person.
You're doing this.
You've got the clarity on what
you should be doing every day.
And your after action reports are
gonna help you fine tune what you say.
You've got those free resources,
whether it's my YouTube channel
or podcast, whether it's someone
else's, whether it's your company
training, whether it's my system.
But by, by following these simple
five steps, I firmly believe that just
this simple framework, even if you
suck at selling, you're gonna fumble
your way through, stick to the plan.
You're gonna make it happen.
So again, let's break down the
summary of what I would do.
If I had to start over again,
number one, write a daily goal.
Number two, reverse engineer,
that daily goal into a plan.
Number three.
Time block in covet prime sales time
and commit relentlessly to doing this
number four, get in accountability
partner and then number five.
And I apologize.
I threw in number five out of
order is doing an after action
report to coach myself on my
areas of opportunities to improve.
So I get laser focus on
refining my own skill sets.
Now I want to close with,
with this roofing sales is
personal development in dis.
The biggest part is showing up every day.
And if you can do that, if you
can lean into the discomfort, if
you can learn to manage your time.
Well, if you can learn to communicate
more clearly handle conflict,
anything that you do in these key
areas, you lean into you grow.
What that means is you serve more people.
And what happens when
you serve more people?
You make a lot more money and that can
help you smash your income goal and give
every customer an amazing experience.
So if you want me inspiration
or help, I've got two ways.
One free one is a small investment
that you'd make back the free is
to get a free copy of my pitch.
Like a pro roofing sales training video
library right now@theroofstrategist.com.
Every video I've ever done.
Organized by category.
So if you're in a pinch, start there.
Now, if you're in a position that
you'd like to maybe invest in yourself
or your team, the roofing sales
success formula is where I'd recommend
starting the details are in the
description below, along with the phone
number three oh three two two two.
71 33 that's 3 0 3, 2 2 2 71 33.
If you wish to connect with our team to
ask any questions, now there you have it.
What I would do if I had to
start all over again, thanks
for joining me on this video.
If there's something I missed, do me
a favor, drop a comment and share it
so other people can learn from it as
well, whether you agree or disagree,
but I'm finding that this community.
Is really here to support everybody
as we all chase the same vision of
smashing our income goal and giving
every customer an amazing experience.
And my last, my last request of
you, if I can ask a favor, if you
know someone who needs to hear this
message, share it with them, that's it.
I appreciate y'all.
Uh, if you wanna hang with me, YouTube
thinks you're gonna love this one.
And if you haven't yet done,
download a free copy of my pitch.
Like a pro roofing sales training
video library right here.
We'll see you on the next one.