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"What should I do every day to earn the most?" The answer is not what you SHOULD do, but rather what you should probably STOP doing. Discover the top 3 income and confidence destroying habits to STOP doing so you can earn the most.
Program questions? Call/text: 303-222-7133
“Because your company is only as STRONG as you are.”
Forward-thinking roofers tune in to get help building STRONG companies, sales teams, leaders, systems, marketing, relationships, culture, and financials.
Whether you own a own a roofing company, manage one, or sell roofs - subscribe to the channel for content that will help you:
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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.
Let's get real.
I want to answer a question that
I've been getting quite a lot
lately, and that is this one.
Um, all the events, I'm bouncing around
with Owens Corning from coast to coast.
I get asked this one question.
What should I be doing in order
to be a really successful business
owner, manager, or sales rep?
And when people ask me this,
what should I be doing?
They think, and maybe you're thinking
this too, what do I add to my plate?
And I've had this question more
times than you can imagine.
And it doesn't matter where all
the roofing markets are different.
I just was recently in
Pasadena, California.
I came there from Philadelphia.
I was in Atlanta, Denver, all over
Texas, Little Rock, Arkansas, Min.
Indianapolis.
It does not matter where we are.
Everyone asks the same question.
What should I be doing?
Now in this video, I want you to
completely shift your mind because my
answer is a little counterintuitive.
It's not about what you should be doing.
It's actually about what
you shouldn't be doing.
Yeah.
You heard me, right?
Should not be as in.
Cutting it out.
These three things that I'll be
sharing in this video are what most
people do to distract themselves or
self-sabotage without even knowing it.
And I cannot wait to share this with you.
So my one ask for you is, if you like
this video, share it with someone
on your team who needs to hear it.
Maybe they are suffering from
one of these distractions.
I'll tell you I have and I'm
gonna guess you have as well.
So before we get started
quick, welcome, welcome back.
My name's Adam Benson,
the roof strategist.
And everything I do here on my channel
is designed to help you and your
team smash your income goal and give
every customer an amazing experience.
And if you haven't done it, I got
a free before you to get you inside
my free training center, Whoop,
which you can see right back here.
Uh, it's brand new on our,
on our training platform.
We brought in our pitch like a pro roofing
sales training video library, along with
a ton of free goodies and an announcement
on something new I'm working on that, uh,
I've been pouring my heart and soul into.
So you'll be seeing that in there.
You can get a
copy@theroofstrategist.com right now.
Clip the link in the description
if you're on the road.
Uh, or don't do this if
you're driving, please.
But you can't text when it's safe.
The number 3 0 3 2 2 2 71 33.
Just text the word free to 3
0 3 2 2 2 71 33, and uh, we'll
pop you a link right away.
All right, now let's get to it.
The three things that you need to
stop doing that are distracting you
or causing you to self-sabotage.
Number one is the big one that I'm gonna
guess everyone, uh, watching or listening
can relate to, and it is this comparison.
Comparing yourself to others.
You got on a Facebook group, right?
You, you saw, there's Facebook
discussion groups all over the place.
There's industry boards and it's cool.
I I love that, that our community's coming
together and on those boards, sometimes
people are, are, ah, kind of bragging
a little bit about what they're doing.
And by the way, I am awe about.
Celebrating your victories.
But here's the problem with you
turning to those groups is you had a
bad day, you got your teeth kicked in.
You didn't bring in as many sales you get
on Facebook, you look at it, you're like,
Man, he just brought in, He's getting
a six figure commission on that one.
That's insane, dude.
This guy just did 2.2 million in his
first year, and then you're scrolling.
Oh man, that's a monster.
How did a guy get in a house?
We don't even have houses that big.
And that's what we do
with self comparison.
And then instead of us feeling
refueled, we sit there and we feel
like we're a piece of garbage.
We feel like we're performing under
everybody else, and it's just an illusion.
And owners, managers, I
know we are guilty as well.
Looking at other companies, they
have more yard signs, they have
a stronger web presence online,
They're getting more leads.
We're losing jobs to them.
And all of a sudden we're comparing
their truck wraps, their yard signs, how
good they're doing their reviews online.
And instead of putting your energy.
You getting better, you end up focusing
on what other people are doing.
And let me tell you this, when you're a
professional athlete on the field, which
I'm not and haven't been, but I have done
some pretty, you know, I played, played
sports lacrosse at a very high level.
I'm mountain bike.
Mountain bike at an incredibly high level.
And when you're in the zone or on the
field on game day, you're not worried
about what other people are doing.
What are you.
You don't care if there's
booze in the audience.
You don't care if there's cheers.
You care about playing your
best and rising to the occasion
in every single moment.
And that is what I want youth to do
instead of self comparison thinking, How
can I do better than I did yesterday?
Not okay, how are they doing?
Cuz there's always gonna be a company of.
That's bigger than you.
There's always gonna be an owner who
has more cars, more boats, more houses.
There's always gonna be someone richer.
There's always gonna be sales people
selling more, earning more, landing, the
commercial properties that you wished.
And if you're always looking that way
and comparing yourself on the difference,
you're gonna be miserable versus
looking backwards and saying, Look at
what I did last week, last month, last
quarter, and continually improving.
All right.
That's first one.
Second one is comfort.
Too much comfort and we get complacent.
I know how this goes.
Let's say you just had your
best month or your best week.
You're loaded in the commission checks,
you're an owner, you got money coming.
Too much comfort.
We get complacent.
We don't have that same drive
to get out there and keep going.
Sales reps, I know how that goes.
At the end of the month, you're
looking back, you're like, That's the
most money I've ever made in my life.
And now you don't need to work
as hard and you lay off the
gas, you let up that momentum.
And let me tell you, it takes
even more energy, just like
fuel efficiency in a vehicle.
If you just coasted 60, you're in a
better position than slamming in the
accelerator, gunning it to a hundred,
laying off, dropping to 40, and doing.
That is not a very efficient way
to run your business, nor is it
efficient way to drive our mind.
Our energy and our sales
works the same way.
The opposite of being too
comfortable is discomfort.
When we're uncomfortable or very out of
our comfort zone, we end up being afraid
and resisting leaning into the discomfort,
so we don't go out there like maybe.
That you, uh, didn't have a disciplinary
conversation with one of your sales reps.
Maybe you're a salesperson and you drove
into a neighborhood and then you didn't
even knock any doors and came back.
You ran out for this appointment.
You ran your appointment.
Instead of knocking the
neighbor's doors or working your
sales system, you came home.
It's cutting yourself
short for fear of comfort.
So again, you need to, to forget, chasing
comfort or discomfort, and just do what
you need to do to get the job done.
All right.
That's number two.
Number three is the biggest one.
This is the one that I see threatening
companies and sales reps a.
It's solving the wrong problems.
Listen, sales and business is
literally just problem solving.
How do we grow?
And then we're gonna have new problems.
We solve 'em, then we grow, we have
new problems, we solve those, and
we just continue doing this dance.
And what happens is smart
people put blinders on.
They know exactly how to
get from here to there.
And I'll give you an example.
Let's say that I have so many
leads I can't keep up solving
the right problem is figuring out
how do we optimize the lead flow?
How do we do as much with inside sales
as we can to trim the fat and run the
right appointments, get the right people
there, have a follow up system in place.
And maintain great success.
Now, the other side is
solving the wrong problem.
It's the sales rep who
says, Hey, you know what?
I'm not closing enough deals.
But ultimately, you know, you're
not self generating enough leads.
You're not knocking doors,
you're not using direct mail.
The company provided leads aren't
enough, and you say, Oh, well I
just need to focus on closing more.
Well, if you start thinking this through,
if you have 10 appointments and you
increase your close rate by 10, You're
not really gonna make a huge difference
in the year, but if you had the same
close rate, let's say it's 30%, you
have 10 leads, you're gonna get three.
If you end up bumping that to
40%, you're gonna get four.
But what if instead you just
focused on getting more leads?
Cuz you can do that really fast and
easy by just being more efficient
when you're out in the neighborhood.
Knocking the doors around your
appointments, knocking the doors around
your build, knocking the doors before,
build day, knocking the doors on, build
day, knocking doors in the neighborhood.
After build day, now you start
having double the conversations
with the same close rate.
Sales are gonna double, and
oftentimes it's easier to do that.
So what we need to do is, instead
of chasing the, trying to solve the
wrong problem, so owners, let me just
highlight a few of the big ones that,
that, that for you to not be tempted
of, Hey, my team's not performing.
I'll just get more leads,
pour money into marketing, and
then they become more complic.
Because they are too comfortable.
They've made too much money, right?
They, they, they don't
have to work as hard.
So now, You didn't solve the problem.
You put a lipstick on a pig and
instead of having the team learn how
to continue self-generating leads
and staying accountable, they're now
sitting back saying, Send leads to me.
And then now you're having to
pour more money leads or owners.
You say, Hey, I want to grow, so
I'm going to open an office in a new
market where the answer might be.
Instead, hire more sales reps.
Optimize your systems, Develop a
powerful follow up system, develop a
great rehash system, grow an inside
sales team, get more reviews online,
optimize your marketing, and get leads.
And just really get this thing into a
well-oiled machine before going into a new
market and starting from scratch or adding
a new product line to boost revenue in.
In sales reps, whether it's leads
or or, or objection handling or
closing, I need you to focus.
The easy thing is ask yourself,
is this the easiest, fastest
way to make more sales?
I know it sounds crazy, but
laziness is kind of a blessing
when we listen, but sometimes we
just get shiny objects in the room.
We chase everything around and we're
chasing all the wrong things instead of
just staying focused on the right things.
So I want you to ask yourself, is this the
fastest, easiest way to make more sales?
And am I solving the right problem?
And when you do that, you're gonna
stay focused dead ahead and crush it.
So there you have it.
Three things.
Self-sabotage.
Quick summary, number one, comparison.
Comparing yourself to your comp.
Do not do that any longer.
Number two, we have comfort.
Too much of it, you won't work
too little of it, you won't work.
And the final one is
solving the wrong problem.
Put blinders on, Focus on
solving the right problem, the
fastest, easiest, simplest way.
There you have it.
And listen, if you like this video,
uh, I'd love to hear from you.
Drop a comment or hit the like button.
I've done so many videos on training
and strategies and tactics, and I
will continue to because that is
the heartbeat of everything that I.
For you.
But at the same time, I'm really wanting
to help the folks that have been following
along for a while who are get getting
these fundamentals down and need more
help on their mindset and developing
into a really successful salesperson.
So that's what these videos are for.
So if you do like it or you know
someone on your team who can benefit.
It.
Copy that link to your clipboard.
Pop into your team group chat, whether
it's Slack or WhatsApp or GroupMe,
or group sms, and fire this around
to say, Guys, gals, friends, listen.
Stop doing these things.
Don't compare yourself to others.
Stop being too comfortable or being
afraid of being uncomfortable.
And number three, solve the right problem.
Hopefully this helps you make
even more money this year.
Put blinders on, have
fun, serve more customers.
Hey, thanks for being here.
Appreciate ya.
And uh, if you want more, hop into the
free training center by downloading a
free copy of the pitch, like a pro roofing
sales train video library right here.
Or if you wanna hang with me on YouTube,
they think you're gonna love this
video and I'll see you on the next one.