WEBVTT NOTE This file was generated by Descript 00:00:01.350 --> 00:00:05.190 So, what would I do if I had to start over in roofing sales, I'm talking 00:00:05.250 --> 00:00:11.490 completely from scratch ground up, starting from zero 30 days, make or break. 00:00:11.820 --> 00:00:13.770 Well, in this video, I'm gonna share just that. 00:00:13.770 --> 00:00:15.030 And it's kind of funny sitting here. 00:00:15.390 --> 00:00:18.630 Passenger seat of my vehicle reminds me of the good old days being in roofing sales. 00:00:18.840 --> 00:00:22.410 When I was in my passenger seat, working all the time, uh, whether I 00:00:22.410 --> 00:00:23.850 was parked in front of an adjuster. 00:00:24.135 --> 00:00:25.275 We're waiting for an appointment. 00:00:25.575 --> 00:00:29.775 So what inspired this video was a post in a Facebook group. 00:00:29.775 --> 00:00:31.995 It was a gentleman who posted actually, I should say, I don't 00:00:31.995 --> 00:00:32.625 know if it was a gentleman. 00:00:32.625 --> 00:00:34.815 I posted anonymously saying, listen, I've been in the 00:00:34.820 --> 00:00:36.015 roofing business for five years. 00:00:36.195 --> 00:00:38.535 I've been earning about a hundred thousand dollars per year. 00:00:38.835 --> 00:00:39.585 Uh, I'll be honest. 00:00:39.585 --> 00:00:40.665 I've been a little complacent. 00:00:40.935 --> 00:00:43.755 I haven't put in as much effort as I should have. 00:00:44.025 --> 00:00:46.035 I'm relying on company provided leads. 00:00:46.035 --> 00:00:48.945 I'm not out knocking doors and I'm trying to get back in the 00:00:48.945 --> 00:00:50.085 business and really change my life. 00:00:50.085 --> 00:00:52.485 So what advice would you have for me if you had to. 00:00:53.385 --> 00:00:54.765 From zero again. 00:00:55.125 --> 00:00:58.545 And I responded with five tips that I'll be sharing with you right now to help 00:00:58.545 --> 00:01:02.625 you fast track what I had, which was a, a slow, expensive, and painful learning 00:01:02.925 --> 00:01:04.965 curve until things clicked for me. 00:01:05.235 --> 00:01:08.295 And I want to help kind of bypass that, whether you're brand new in the 00:01:08.295 --> 00:01:11.925 business, maybe you're kind of reemerging or trying to just really pour gasoline 00:01:11.925 --> 00:01:14.475 on this and take this stuff more seriously so you can change your life. 00:01:14.505 --> 00:01:17.805 So let's get started, uh, before we do, I just wanna say welcome or welcome back. 00:01:17.865 --> 00:01:19.515 My name's Adam Benjamin the roof strategist. 00:01:19.515 --> 00:01:19.905 And if you're. 00:01:20.554 --> 00:01:21.214 Glad to have you here. 00:01:21.515 --> 00:01:24.604 Everything I do here on my channel and on my programs are designed to help you 00:01:24.604 --> 00:01:29.225 and your team smash your income goal and give every customer an amazing experience. 00:01:29.225 --> 00:01:31.324 And listen, if you've been following along, I'd love to hear, do you 00:01:31.324 --> 00:01:35.164 like this video format of what I'm about to do or not, but I've 00:01:35.164 --> 00:01:36.065 been on the road a lot lately. 00:01:36.070 --> 00:01:38.315 Thanks to, to the, the partnership with Owens Corning. 00:01:38.610 --> 00:01:42.780 And, uh, trying to get creative on getting really awesome content prepared regardless 00:01:42.780 --> 00:01:44.610 of whether or not I can get in the studio. 00:01:44.910 --> 00:01:48.690 So in this video, let's get started and jump right into the five things 00:01:48.695 --> 00:01:52.830 that I would do if I had to start from scratch, by the way, this post was 00:01:52.830 --> 00:01:57.330 made in the roofing and solar community Facebook group, and it was an anonymous 00:01:57.330 --> 00:02:01.080 post, you can see, uh, my response in that group, which was, which was a, 00:02:01.080 --> 00:02:02.640 a long one, it's a long post alert. 00:02:02.940 --> 00:02:05.970 So tip number one, what I would do if I had to start. 00:02:06.455 --> 00:02:09.155 This is what first thing I do is write down my income goal. 00:02:09.185 --> 00:02:13.055 Now, this person has been at about a hundred thousand dollars a year of income. 00:02:13.115 --> 00:02:16.685 And to me, you know, growing means challenging ourselves in different ways. 00:02:16.955 --> 00:02:19.055 And I'd love to see someone who's been in the business for 00:02:19.055 --> 00:02:20.225 five years doing more than that. 00:02:20.225 --> 00:02:21.185 And it's very possible. 00:02:21.395 --> 00:02:23.105 So I love what Zig Ziegler says. 00:02:23.165 --> 00:02:24.305 You cannot hit a target. 00:02:24.305 --> 00:02:24.935 You can't see. 00:02:25.115 --> 00:02:27.555 And one of the biggest problems in roofing sales is people. 00:02:27.780 --> 00:02:31.320 Say I'm gonna work hard and put in the time and make good money, 00:02:31.320 --> 00:02:32.340 but it doesn't work like that. 00:02:32.370 --> 00:02:35.490 So, number one, I would sit down and say, what do I, what do I wanna make? 00:02:35.490 --> 00:02:36.480 What do I need to make? 00:02:36.720 --> 00:02:39.810 And by the way, I, I walk you through this in my program, 00:02:39.810 --> 00:02:40.770 the roofing sales success form. 00:02:40.770 --> 00:02:42.360 It's the first thing you do is get this daily plan. 00:02:42.600 --> 00:02:46.290 But I would write down what I want to earn and then what I need to earn next to it. 00:02:46.290 --> 00:02:48.690 So this would be my, my, my income needs followed by my goal, 00:02:48.690 --> 00:02:49.620 followed by my stretch goal. 00:02:49.980 --> 00:02:50.520 Next. 00:02:51.060 --> 00:02:51.810 Point number one. 00:02:51.810 --> 00:02:53.579 So I've got my vision on the target. 00:02:53.820 --> 00:02:54.060 Okay. 00:02:54.450 --> 00:02:55.440 Uh, crazy enough. 00:02:55.440 --> 00:02:57.510 Every time I've written a goal, I've achieved it. 00:02:57.750 --> 00:02:58.769 Now there's new ones. 00:02:58.769 --> 00:03:01.799 I'm in progress on chasing, but I'm tracking very, very well. 00:03:02.100 --> 00:03:05.609 There's magic about writing them down, just not, and because like this makes 00:03:05.609 --> 00:03:09.510 some sort of miracle thing happen, but because we know when we have that target, 00:03:09.810 --> 00:03:13.350 it's almost like a bow hunter with the bow cocked and you know, the game. 00:03:13.350 --> 00:03:13.530 Right. 00:03:13.530 --> 00:03:15.810 You know, when something's gonna come and you know, when to release 00:03:15.810 --> 00:03:17.459 that arrow to, to time that. 00:03:17.995 --> 00:03:20.095 Uh, that, that shot, that release. 00:03:20.125 --> 00:03:20.845 Exactly. 00:03:21.295 --> 00:03:24.865 And folks that don't have that goal or that clarity are kind 00:03:24.865 --> 00:03:26.395 of like shooting in the dark. 00:03:26.484 --> 00:03:28.315 So we really want to have that target in our site. 00:03:28.345 --> 00:03:31.885 That's number one, number two is I'm going to reverse engineer my 00:03:31.885 --> 00:03:34.704 income goal into a daily sales plan. 00:03:34.915 --> 00:03:37.225 Now you've probably, if you followed along for more than a day, 00:03:37.525 --> 00:03:38.575 you've probably heard me mention. 00:03:39.630 --> 00:03:40.530 In roofing sales. 00:03:40.530 --> 00:03:45.000 We often see people that work hard and put in the time, but it's no different 00:03:45.000 --> 00:03:48.150 than trying to do like eight hours of bicep curls to get a six pack. 00:03:48.210 --> 00:03:50.310 You're like, Hey, you know, I, I wanna get fit. 00:03:50.315 --> 00:03:51.269 I wanna look good. 00:03:51.720 --> 00:03:55.950 And we do all these activities that aren't quite linked up to 00:03:55.950 --> 00:03:58.200 the main result that we want. 00:03:58.530 --> 00:04:01.980 And I just see far too many people spinning their wheels, 00:04:02.310 --> 00:04:03.990 not really doing the right thing. 00:04:03.990 --> 00:04:04.680 So here's what I. 00:04:05.430 --> 00:04:07.800 By reverse engineering, your goal into a daily plan. 00:04:08.100 --> 00:04:11.970 The daily plan is what gives you focus and what gives you clarity. 00:04:11.970 --> 00:04:15.840 And it's what gives you accountability to know what you need to do every 00:04:15.840 --> 00:04:19.019 day, as opposed to just working hard and hoping for the best, which 00:04:19.024 --> 00:04:20.519 unfortunately is what most people do. 00:04:20.790 --> 00:04:24.580 Now, if you've been in the business for a while, you'll know what my close rate is. 00:04:24.950 --> 00:04:26.060 Meaning your closed, right? 00:04:26.210 --> 00:04:29.450 You'll know what your, how many doors you need to knock to get a sale, roughly 00:04:29.810 --> 00:04:33.049 and you'll know, be, be being, knowing those numbers, be able to reverse 00:04:33.049 --> 00:04:36.620 engineer a plan that says, all right, I need to do all of this to get to these 00:04:36.620 --> 00:04:38.390 appointments, to get to these sales. 00:04:38.690 --> 00:04:42.070 But again, we want break that down into a nine month season. 00:04:42.590 --> 00:04:46.070 Why cuz we need to sell and collect nine months is conservative to do that. 00:04:46.429 --> 00:04:47.450 And there you have it. 00:04:47.450 --> 00:04:50.450 Now you've got a plan now in my program, the roofing sales success format. 00:04:50.450 --> 00:04:52.370 There's links in the description, by the way, if you're interested 00:04:52.429 --> 00:04:53.900 not, you don't need to use it, but. 00:04:54.900 --> 00:04:57.270 In that plan, I wanna know. 00:04:57.330 --> 00:04:57.780 Okay. 00:04:58.050 --> 00:05:01.350 What activities do I need to do to generate the appointments? 00:05:01.350 --> 00:05:01.500 I. 00:05:02.385 --> 00:05:03.315 In order to get the sales. 00:05:03.315 --> 00:05:05.535 I, it's a very simple formula, literally a formula. 00:05:05.535 --> 00:05:07.605 So I know X number of doors. 00:05:07.605 --> 00:05:11.415 I know X number of, of, of cold calls, direct mail letters, door, 00:05:11.415 --> 00:05:14.715 hanger letters, just general touches will generally convert to this many 00:05:14.720 --> 00:05:16.545 appointments or inspections or leads. 00:05:16.875 --> 00:05:19.035 And out of those appointments, I'll close this many deals and 00:05:19.035 --> 00:05:20.265 I've got nine months to do it. 00:05:20.625 --> 00:05:21.795 So that was number two. 00:05:22.215 --> 00:05:23.715 Number three, I. 00:05:24.195 --> 00:05:29.415 Relentlessly pursue this plan each and every day by time blocking 00:05:29.595 --> 00:05:33.105 three to 8:00 PM, Monday through Friday, 10 to three on Saturday, 00:05:33.495 --> 00:05:35.235 I would shut off my notifications. 00:05:35.235 --> 00:05:38.535 I would not let anyone do anything to steal my time. 00:05:38.775 --> 00:05:40.185 Other than just say, I'm on the doors. 00:05:40.185 --> 00:05:41.445 I'm on the doors, I'm on the doors. 00:05:41.715 --> 00:05:42.015 Now. 00:05:42.045 --> 00:05:44.385 There are times if you're in the right neighborhoods, that you can 00:05:44.385 --> 00:05:45.885 find pockets where people are. 00:05:46.605 --> 00:05:50.445 Before three o'clock retirement communities are stay at home moms or dads. 00:05:50.805 --> 00:05:51.555 Absolutely. 00:05:51.555 --> 00:05:53.385 Like if you gotta start from zero, go hit it. 00:05:53.595 --> 00:05:56.235 But if you're juggling a lot, that three to eight window, I wanna 00:05:56.235 --> 00:05:58.215 batch my time to focus on sales. 00:05:58.425 --> 00:05:59.355 That's my third tip. 00:05:59.805 --> 00:06:03.075 Tip number four, after action reports. 00:06:03.105 --> 00:06:04.485 Oh, I don't have my journal with me right now. 00:06:04.785 --> 00:06:05.535 I left it at home. 00:06:05.805 --> 00:06:09.105 Uh, but in my journal I do an after action report of every event. 00:06:09.105 --> 00:06:09.735 I actually just did. 00:06:09.735 --> 00:06:11.475 One for the Columbus event, did one for the Atlanta. 00:06:12.065 --> 00:06:12.575 What did I do? 00:06:12.575 --> 00:06:13.715 Well, what did I do differently? 00:06:13.715 --> 00:06:15.155 And how can I continually improve? 00:06:15.215 --> 00:06:19.295 And what this does is it allows me to coach myself, to look at myself from 00:06:19.295 --> 00:06:22.925 this third party aerial perspective and say, all right, when I was 00:06:22.930 --> 00:06:24.995 at the door, this is what worked. 00:06:24.995 --> 00:06:25.955 This is what didn't work. 00:06:26.135 --> 00:06:29.344 Now my action plan after my after action report is next 00:06:29.344 --> 00:06:30.485 time I'm gonna try this way. 00:06:30.724 --> 00:06:33.575 And this allows us to coach ourselves and find. 00:06:34.075 --> 00:06:37.585 Really big breakthroughs and winning moments or teachable moments in 00:06:37.585 --> 00:06:38.875 the mundane each and every day. 00:06:38.875 --> 00:06:41.065 And that's how we can get better really, really quickly. 00:06:41.335 --> 00:06:43.974 So after action reports are critical, if you're not doing 00:06:43.974 --> 00:06:46.104 them, do them daily on your sales. 00:06:46.104 --> 00:06:46.465 All right. 00:06:46.469 --> 00:06:48.055 I love after action reports. 00:06:48.115 --> 00:06:51.265 And again, I do them after every single in person training event that I do. 00:06:51.655 --> 00:06:53.575 Um, so that was my, my number three now. 00:06:53.784 --> 00:06:54.265 No, I'm sorry. 00:06:54.265 --> 00:06:54.895 That was number four. 00:06:55.015 --> 00:06:56.094 And then number. 00:06:56.715 --> 00:07:00.705 Get an accountability partner because you have that daily plan. 00:07:00.735 --> 00:07:04.605 I want you to share it with someone so you, they can hold you accountable. 00:07:04.815 --> 00:07:08.415 Now there was a, I'm gonna butcher the stat, but I'm gonna go for memory here. 00:07:08.715 --> 00:07:13.515 People that write down goals are 80 to 92% more likely to achieve them. 00:07:13.520 --> 00:07:14.145 Excuse me. 00:07:14.395 --> 00:07:18.075 Let me take a step back 70% more likely to achieve 'em when they're written down, 00:07:18.315 --> 00:07:23.594 that number goes up to 80 to 90% when you share that goal with someone else. 00:07:23.895 --> 00:07:28.185 So if you can go to a buddy, a friend, your spouse, your significant other, and 00:07:28.185 --> 00:07:30.044 say, I want you to hold me accountable. 00:07:30.284 --> 00:07:32.745 This is my plan to get to my goal. 00:07:33.015 --> 00:07:35.115 And all I want is to share it with you. 00:07:35.174 --> 00:07:36.164 So you can ask me period. 00:07:36.734 --> 00:07:37.544 Am I on track? 00:07:37.544 --> 00:07:38.174 Am I doing it? 00:07:38.174 --> 00:07:39.104 Did I follow the plan? 00:07:39.164 --> 00:07:43.005 And right there, just by having that accountability partner, someone that 00:07:43.005 --> 00:07:48.104 you've committed to is going to help you stay accountable to actually doing it 00:07:48.104 --> 00:07:51.734 because the truth is, and you may have heard me say this roofing sales is simple. 00:07:52.085 --> 00:07:52.865 Not easy, simple. 00:07:52.865 --> 00:07:53.825 It's a formula three things. 00:07:53.825 --> 00:07:56.835 The be the, do the, say the right person, who's committed to personal 00:07:56.840 --> 00:07:59.165 development because roofing sales is personal development is 00:07:59.165 --> 00:08:01.145 GUI next doing the right thing. 00:08:01.150 --> 00:08:04.265 So the, be the, do the, say the do, doing the right sales activities every day. 00:08:04.295 --> 00:08:07.175 That's that daily plan and soft plug for my program. 00:08:07.385 --> 00:08:10.475 Not only does every single person, whether it's an individual rep getting this or 00:08:10.505 --> 00:08:13.895 an owner with a team, getting that daily plan built through on the income goal, 00:08:14.135 --> 00:08:18.935 but leaders, my sales managers, my, my, uh, operations managers, the O my. 00:08:20.085 --> 00:08:23.775 when your team hands that in their yours team is setting a benchmark. 00:08:23.775 --> 00:08:26.865 That's likely higher than what you would set, but now you can hold them 00:08:26.865 --> 00:08:31.125 accountable to achieving the success that they've defined for themselves. 00:08:31.335 --> 00:08:34.395 And it's a really beautiful way to lead and it helps lift your team up. 00:08:34.485 --> 00:08:36.434 And then there's the say saying the right thing. 00:08:36.434 --> 00:08:38.985 When you pitch at the door, overcome objections and close. 00:08:39.895 --> 00:08:42.174 By having the accountability. 00:08:42.444 --> 00:08:43.284 You've got the right. 00:08:43.314 --> 00:08:44.214 You're the right person. 00:08:44.214 --> 00:08:44.905 You're doing this. 00:08:45.084 --> 00:08:47.425 You've got the clarity on what you should be doing every day. 00:08:47.694 --> 00:08:51.594 And your after action reports are gonna help you fine tune what you say. 00:08:51.775 --> 00:08:54.385 You've got those free resources, whether it's my YouTube channel 00:08:54.385 --> 00:08:56.574 or podcast, whether it's someone else's, whether it's your company 00:08:56.574 --> 00:08:57.864 training, whether it's my system. 00:08:58.500 --> 00:09:03.630 But by, by following these simple five steps, I firmly believe that just 00:09:03.630 --> 00:09:06.450 this simple framework, even if you suck at selling, you're gonna fumble 00:09:06.450 --> 00:09:07.950 your way through, stick to the plan. 00:09:07.950 --> 00:09:08.730 You're gonna make it happen. 00:09:08.735 --> 00:09:11.310 So again, let's break down the summary of what I would do. 00:09:11.314 --> 00:09:15.330 If I had to start over again, number one, write a daily goal. 00:09:15.360 --> 00:09:18.300 Number two, reverse engineer, that daily goal into a plan. 00:09:18.480 --> 00:09:19.230 Number three. 00:09:19.620 --> 00:09:24.960 Time block in covet prime sales time and commit relentlessly to doing this 00:09:25.200 --> 00:09:29.070 number four, get in accountability partner and then number five. 00:09:29.070 --> 00:09:29.640 And I apologize. 00:09:29.640 --> 00:09:32.790 I threw in number five out of order is doing an after action 00:09:32.790 --> 00:09:36.450 report to coach myself on my areas of opportunities to improve. 00:09:36.570 --> 00:09:39.840 So I get laser focus on refining my own skill sets. 00:09:40.050 --> 00:09:43.170 Now I want to close with, with this roofing sales is 00:09:43.170 --> 00:09:44.700 personal development in dis. 00:09:45.500 --> 00:09:47.990 The biggest part is showing up every day. 00:09:48.170 --> 00:09:50.780 And if you can do that, if you can lean into the discomfort, if 00:09:50.780 --> 00:09:52.010 you can learn to manage your time. 00:09:52.010 --> 00:09:55.490 Well, if you can learn to communicate more clearly handle conflict, 00:09:55.910 --> 00:10:01.340 anything that you do in these key areas, you lean into you grow. 00:10:01.580 --> 00:10:03.470 What that means is you serve more people. 00:10:03.530 --> 00:10:04.880 And what happens when you serve more people? 00:10:05.430 --> 00:10:09.240 You make a lot more money and that can help you smash your income goal and give 00:10:09.240 --> 00:10:11.280 every customer an amazing experience. 00:10:11.490 --> 00:10:13.979 So if you want me inspiration or help, I've got two ways. 00:10:13.985 --> 00:10:17.819 One free one is a small investment that you'd make back the free is 00:10:17.819 --> 00:10:19.050 to get a free copy of my pitch. 00:10:19.050 --> 00:10:22.979 Like a pro roofing sales training video library right now@theroofstrategist.com. 00:10:23.099 --> 00:10:24.449 Every video I've ever done. 00:10:24.915 --> 00:10:25.964 Organized by category. 00:10:25.964 --> 00:10:27.555 So if you're in a pinch, start there. 00:10:27.795 --> 00:10:30.525 Now, if you're in a position that you'd like to maybe invest in yourself 00:10:30.525 --> 00:10:33.375 or your team, the roofing sales success formula is where I'd recommend 00:10:33.375 --> 00:10:36.915 starting the details are in the description below, along with the phone 00:10:36.915 --> 00:10:38.474 number three oh three two two two. 00:10:38.955 --> 00:10:42.975 71 33 that's 3 0 3, 2 2 2 71 33. 00:10:42.975 --> 00:10:46.515 If you wish to connect with our team to ask any questions, now there you have it. 00:10:46.725 --> 00:10:50.325 What I would do if I had to start all over again, thanks 00:10:50.325 --> 00:10:51.255 for joining me on this video. 00:10:51.255 --> 00:10:54.255 If there's something I missed, do me a favor, drop a comment and share it 00:10:54.255 --> 00:10:57.525 so other people can learn from it as well, whether you agree or disagree, 00:10:57.525 --> 00:10:58.995 but I'm finding that this community. 00:10:59.130 --> 00:11:03.420 Is really here to support everybody as we all chase the same vision of 00:11:03.420 --> 00:11:06.390 smashing our income goal and giving every customer an amazing experience. 00:11:06.390 --> 00:11:09.960 And my last, my last request of you, if I can ask a favor, if you 00:11:09.960 --> 00:11:12.689 know someone who needs to hear this message, share it with them, that's it. 00:11:13.080 --> 00:11:13.860 I appreciate y'all. 00:11:14.130 --> 00:11:17.370 Uh, if you wanna hang with me, YouTube thinks you're gonna love this one. 00:11:17.580 --> 00:11:19.680 And if you haven't yet done, download a free copy of my pitch. 00:11:19.680 --> 00:11:21.480 Like a pro roofing sales training video library right here. 00:11:21.750 --> 00:11:22.570 We'll see you on the next one.