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.