WEBVTT NOTE This file was generated by Descript 00:00:01.830 --> 00:00:02.520 Let's get real. 00:00:02.580 --> 00:00:04.800 I want to answer a question that I've been getting quite a lot 00:00:04.800 --> 00:00:05.970 lately, and that is this one. 00:00:06.030 --> 00:00:09.720 Um, all the events, I'm bouncing around with Owens Corning from coast to coast. 00:00:09.720 --> 00:00:11.010 I get asked this one question. 00:00:12.150 --> 00:00:16.680 What should I be doing in order to be a really successful business 00:00:16.685 --> 00:00:18.390 owner, manager, or sales rep? 00:00:18.750 --> 00:00:21.300 And when people ask me this, what should I be doing? 00:00:21.570 --> 00:00:25.620 They think, and maybe you're thinking this too, what do I add to my plate? 00:00:25.830 --> 00:00:30.060 And I've had this question more times than you can imagine. 00:00:30.150 --> 00:00:33.080 And it doesn't matter where all the roofing markets are different. 00:00:33.080 --> 00:00:35.400 I just was recently in Pasadena, California. 00:00:35.550 --> 00:00:37.050 I came there from Philadelphia. 00:00:37.050 --> 00:00:40.980 I was in Atlanta, Denver, all over Texas, Little Rock, Arkansas, Min. 00:00:41.955 --> 00:00:42.855 Indianapolis. 00:00:42.855 --> 00:00:43.964 It does not matter where we are. 00:00:44.355 --> 00:00:45.285 Everyone asks the same question. 00:00:45.464 --> 00:00:46.455 What should I be doing? 00:00:46.725 --> 00:00:50.595 Now in this video, I want you to completely shift your mind because my 00:00:50.595 --> 00:00:51.945 answer is a little counterintuitive. 00:00:51.950 --> 00:00:53.864 It's not about what you should be doing. 00:00:54.075 --> 00:00:56.445 It's actually about what you shouldn't be doing. 00:00:56.625 --> 00:00:56.775 Yeah. 00:00:56.780 --> 00:00:57.375 You heard me, right? 00:00:57.375 --> 00:00:58.425 Should not be as in. 00:00:58.525 --> 00:00:59.754 Cutting it out. 00:01:00.085 --> 00:01:02.545 These three things that I'll be sharing in this video are what most 00:01:02.545 --> 00:01:06.775 people do to distract themselves or self-sabotage without even knowing it. 00:01:06.804 --> 00:01:08.185 And I cannot wait to share this with you. 00:01:08.185 --> 00:01:13.075 So my one ask for you is, if you like this video, share it with someone 00:01:13.080 --> 00:01:14.634 on your team who needs to hear it. 00:01:14.875 --> 00:01:17.485 Maybe they are suffering from one of these distractions. 00:01:17.560 --> 00:01:20.440 I'll tell you I have and I'm gonna guess you have as well. 00:01:20.440 --> 00:01:22.150 So before we get started quick, welcome, welcome back. 00:01:22.360 --> 00:01:24.010 My name's Adam Benson, the roof strategist. 00:01:24.010 --> 00:01:27.130 And everything I do here on my channel is designed to help you and your 00:01:27.130 --> 00:01:31.120 team smash your income goal and give every customer an amazing experience. 00:01:31.270 --> 00:01:33.250 And if you haven't done it, I got a free before you to get you inside 00:01:33.250 --> 00:01:35.770 my free training center, Whoop, which you can see right back here. 00:01:35.995 --> 00:01:38.545 Uh, it's brand new on our, on our training platform. 00:01:38.755 --> 00:01:42.145 We brought in our pitch like a pro roofing sales training video library, along with 00:01:42.145 --> 00:01:45.595 a ton of free goodies and an announcement on something new I'm working on that, uh, 00:01:45.595 --> 00:01:46.975 I've been pouring my heart and soul into. 00:01:46.975 --> 00:01:48.115 So you'll be seeing that in there. 00:01:48.265 --> 00:01:51.055 You can get a copy@theroofstrategist.com right now. 00:01:51.085 --> 00:01:53.065 Clip the link in the description if you're on the road. 00:01:53.095 --> 00:01:54.835 Uh, or don't do this if you're driving, please. 00:01:55.104 --> 00:01:56.664 But you can't text when it's safe. 00:01:56.725 --> 00:02:00.054 The number 3 0 3 2 2 2 71 33. 00:02:00.054 --> 00:02:05.215 Just text the word free to 3 0 3 2 2 2 71 33, and uh, we'll 00:02:05.215 --> 00:02:06.024 pop you a link right away. 00:02:06.354 --> 00:02:07.735 All right, now let's get to it. 00:02:07.765 --> 00:02:10.945 The three things that you need to stop doing that are distracting you 00:02:11.155 --> 00:02:13.525 or causing you to self-sabotage. 00:02:13.795 --> 00:02:18.415 Number one is the big one that I'm gonna guess everyone, uh, watching or listening 00:02:18.415 --> 00:02:21.865 can relate to, and it is this comparison. 00:02:22.515 --> 00:02:23.715 Comparing yourself to others. 00:02:23.715 --> 00:02:24.945 You got on a Facebook group, right? 00:02:25.055 --> 00:02:27.975 You, you saw, there's Facebook discussion groups all over the place. 00:02:28.245 --> 00:02:30.435 There's industry boards and it's cool. 00:02:30.465 --> 00:02:33.405 I I love that, that our community's coming together and on those boards, sometimes 00:02:33.405 --> 00:02:37.575 people are, are, ah, kind of bragging a little bit about what they're doing. 00:02:37.875 --> 00:02:39.765 And by the way, I am awe about. 00:02:39.880 --> 00:02:41.109 Celebrating your victories. 00:02:41.109 --> 00:02:44.320 But here's the problem with you turning to those groups is you had a 00:02:44.325 --> 00:02:46.030 bad day, you got your teeth kicked in. 00:02:46.030 --> 00:02:49.269 You didn't bring in as many sales you get on Facebook, you look at it, you're like, 00:02:49.275 --> 00:02:52.180 Man, he just brought in, He's getting a six figure commission on that one. 00:02:52.180 --> 00:02:53.320 That's insane, dude. 00:02:53.320 --> 00:02:57.070 This guy just did 2.2 million in his first year, and then you're scrolling. 00:02:57.250 --> 00:02:58.359 Oh man, that's a monster. 00:02:58.359 --> 00:02:59.320 How did a guy get in a house? 00:02:59.320 --> 00:03:00.700 We don't even have houses that big. 00:03:01.165 --> 00:03:03.415 And that's what we do with self comparison. 00:03:03.445 --> 00:03:06.385 And then instead of us feeling refueled, we sit there and we feel 00:03:06.385 --> 00:03:07.765 like we're a piece of garbage. 00:03:07.945 --> 00:03:12.475 We feel like we're performing under everybody else, and it's just an illusion. 00:03:12.475 --> 00:03:14.695 And owners, managers, I know we are guilty as well. 00:03:14.815 --> 00:03:17.605 Looking at other companies, they have more yard signs, they have 00:03:17.605 --> 00:03:20.695 a stronger web presence online, They're getting more leads. 00:03:20.725 --> 00:03:22.165 We're losing jobs to them. 00:03:22.525 --> 00:03:25.795 And all of a sudden we're comparing their truck wraps, their yard signs, how 00:03:25.795 --> 00:03:27.505 good they're doing their reviews online. 00:03:27.805 --> 00:03:29.125 And instead of putting your energy. 00:03:29.845 --> 00:03:33.834 You getting better, you end up focusing on what other people are doing. 00:03:34.075 --> 00:03:37.105 And let me tell you this, when you're a professional athlete on the field, which 00:03:37.105 --> 00:03:41.424 I'm not and haven't been, but I have done some pretty, you know, I played, played 00:03:41.785 --> 00:03:43.945 sports lacrosse at a very high level. 00:03:44.095 --> 00:03:45.024 I'm mountain bike. 00:03:45.054 --> 00:03:46.975 Mountain bike at an incredibly high level. 00:03:47.155 --> 00:03:51.565 And when you're in the zone or on the field on game day, you're not worried 00:03:51.565 --> 00:03:52.644 about what other people are doing. 00:03:52.644 --> 00:03:52.885 What are you. 00:03:53.924 --> 00:03:55.454 You don't care if there's booze in the audience. 00:03:55.454 --> 00:03:56.535 You don't care if there's cheers. 00:03:56.625 --> 00:03:59.834 You care about playing your best and rising to the occasion 00:03:59.834 --> 00:04:01.005 in every single moment. 00:04:01.005 --> 00:04:04.065 And that is what I want youth to do instead of self comparison thinking, How 00:04:04.065 --> 00:04:05.355 can I do better than I did yesterday? 00:04:05.535 --> 00:04:07.065 Not okay, how are they doing? 00:04:07.065 --> 00:04:08.745 Cuz there's always gonna be a company of. 00:04:08.990 --> 00:04:09.680 That's bigger than you. 00:04:09.680 --> 00:04:12.380 There's always gonna be an owner who has more cars, more boats, more houses. 00:04:12.530 --> 00:04:14.030 There's always gonna be someone richer. 00:04:14.150 --> 00:04:17.570 There's always gonna be sales people selling more, earning more, landing, the 00:04:17.570 --> 00:04:19.070 commercial properties that you wished. 00:04:19.190 --> 00:04:22.190 And if you're always looking that way and comparing yourself on the difference, 00:04:22.190 --> 00:04:24.740 you're gonna be miserable versus looking backwards and saying, Look at 00:04:24.740 --> 00:04:28.430 what I did last week, last month, last quarter, and continually improving. 00:04:29.180 --> 00:04:29.450 All right. 00:04:29.450 --> 00:04:30.080 That's first one. 00:04:30.200 --> 00:04:32.180 Second one is comfort. 00:04:32.745 --> 00:04:34.815 Too much comfort and we get complacent. 00:04:34.845 --> 00:04:35.625 I know how this goes. 00:04:35.775 --> 00:04:38.145 Let's say you just had your best month or your best week. 00:04:38.325 --> 00:04:41.065 You're loaded in the commission checks, you're an owner, you got money coming. 00:04:41.775 --> 00:04:42.705 Too much comfort. 00:04:42.705 --> 00:04:43.665 We get complacent. 00:04:43.845 --> 00:04:46.935 We don't have that same drive to get out there and keep going. 00:04:47.445 --> 00:04:49.095 Sales reps, I know how that goes. 00:04:49.095 --> 00:04:51.585 At the end of the month, you're looking back, you're like, That's the 00:04:51.585 --> 00:04:53.055 most money I've ever made in my life. 00:04:53.205 --> 00:04:55.605 And now you don't need to work as hard and you lay off the 00:04:55.610 --> 00:04:56.895 gas, you let up that momentum. 00:04:56.895 --> 00:04:59.175 And let me tell you, it takes even more energy, just like 00:04:59.355 --> 00:05:00.615 fuel efficiency in a vehicle. 00:05:00.615 --> 00:05:04.305 If you just coasted 60, you're in a better position than slamming in the 00:05:04.310 --> 00:05:08.855 accelerator, gunning it to a hundred, laying off, dropping to 40, and doing. 00:05:09.465 --> 00:05:12.525 That is not a very efficient way to run your business, nor is it 00:05:12.525 --> 00:05:14.145 efficient way to drive our mind. 00:05:14.145 --> 00:05:17.085 Our energy and our sales works the same way. 00:05:17.685 --> 00:05:21.375 The opposite of being too comfortable is discomfort. 00:05:21.555 --> 00:05:27.164 When we're uncomfortable or very out of our comfort zone, we end up being afraid 00:05:27.170 --> 00:05:30.855 and resisting leaning into the discomfort, so we don't go out there like maybe. 00:05:31.950 --> 00:05:36.300 That you, uh, didn't have a disciplinary conversation with one of your sales reps. 00:05:36.480 --> 00:05:40.860 Maybe you're a salesperson and you drove into a neighborhood and then you didn't 00:05:40.860 --> 00:05:42.210 even knock any doors and came back. 00:05:42.270 --> 00:05:44.130 You ran out for this appointment. 00:05:44.135 --> 00:05:44.849 You ran your appointment. 00:05:44.849 --> 00:05:46.620 Instead of knocking the neighbor's doors or working your 00:05:46.620 --> 00:05:47.789 sales system, you came home. 00:05:48.030 --> 00:05:50.940 It's cutting yourself short for fear of comfort. 00:05:51.120 --> 00:05:56.820 So again, you need to, to forget, chasing comfort or discomfort, and just do what 00:05:56.820 --> 00:05:58.350 you need to do to get the job done. 00:05:58.950 --> 00:05:59.460 All right. 00:05:59.820 --> 00:06:00.630 That's number two. 00:06:01.289 --> 00:06:02.880 Number three is the biggest one. 00:06:02.969 --> 00:06:05.789 This is the one that I see threatening companies and sales reps a. 00:06:06.284 --> 00:06:08.835 It's solving the wrong problems. 00:06:08.895 --> 00:06:12.465 Listen, sales and business is literally just problem solving. 00:06:12.465 --> 00:06:13.455 How do we grow? 00:06:13.455 --> 00:06:14.685 And then we're gonna have new problems. 00:06:14.690 --> 00:06:17.115 We solve 'em, then we grow, we have new problems, we solve those, and 00:06:17.120 --> 00:06:18.315 we just continue doing this dance. 00:06:18.674 --> 00:06:21.405 And what happens is smart people put blinders on. 00:06:21.409 --> 00:06:23.145 They know exactly how to get from here to there. 00:06:23.145 --> 00:06:24.135 And I'll give you an example. 00:06:24.604 --> 00:06:27.515 Let's say that I have so many leads I can't keep up solving 00:06:27.515 --> 00:06:30.155 the right problem is figuring out how do we optimize the lead flow? 00:06:30.305 --> 00:06:34.325 How do we do as much with inside sales as we can to trim the fat and run the 00:06:34.330 --> 00:06:37.385 right appointments, get the right people there, have a follow up system in place. 00:06:37.815 --> 00:06:39.615 And maintain great success. 00:06:39.825 --> 00:06:41.865 Now, the other side is solving the wrong problem. 00:06:41.865 --> 00:06:43.515 It's the sales rep who says, Hey, you know what? 00:06:43.515 --> 00:06:44.685 I'm not closing enough deals. 00:06:44.685 --> 00:06:47.924 But ultimately, you know, you're not self generating enough leads. 00:06:48.104 --> 00:06:49.965 You're not knocking doors, you're not using direct mail. 00:06:50.025 --> 00:06:52.515 The company provided leads aren't enough, and you say, Oh, well I 00:06:52.515 --> 00:06:53.805 just need to focus on closing more. 00:06:54.015 --> 00:06:57.405 Well, if you start thinking this through, if you have 10 appointments and you 00:06:57.875 --> 00:07:01.890 increase your close rate by 10, You're not really gonna make a huge difference 00:07:01.890 --> 00:07:05.760 in the year, but if you had the same close rate, let's say it's 30%, you 00:07:05.760 --> 00:07:07.680 have 10 leads, you're gonna get three. 00:07:07.830 --> 00:07:10.560 If you end up bumping that to 40%, you're gonna get four. 00:07:10.710 --> 00:07:14.280 But what if instead you just focused on getting more leads? 00:07:14.280 --> 00:07:17.250 Cuz you can do that really fast and easy by just being more efficient 00:07:17.255 --> 00:07:18.050 when you're out in the neighborhood. 00:07:18.640 --> 00:07:20.799 Knocking the doors around your appointments, knocking the doors around 00:07:20.799 --> 00:07:23.320 your build, knocking the doors before, build day, knocking the doors on, build 00:07:23.320 --> 00:07:24.760 day, knocking doors in the neighborhood. 00:07:24.820 --> 00:07:28.450 After build day, now you start having double the conversations 00:07:28.450 --> 00:07:29.710 with the same close rate. 00:07:30.159 --> 00:07:33.549 Sales are gonna double, and oftentimes it's easier to do that. 00:07:33.700 --> 00:07:36.520 So what we need to do is, instead of chasing the, trying to solve the 00:07:36.520 --> 00:07:39.580 wrong problem, so owners, let me just highlight a few of the big ones that, 00:07:39.640 --> 00:07:43.989 that, that for you to not be tempted of, Hey, my team's not performing. 00:07:43.989 --> 00:07:46.750 I'll just get more leads, pour money into marketing, and 00:07:46.755 --> 00:07:47.919 then they become more complic. 00:07:48.344 --> 00:07:49.995 Because they are too comfortable. 00:07:50.055 --> 00:07:52.125 They've made too much money, right? 00:07:52.275 --> 00:07:53.925 They, they, they don't have to work as hard. 00:07:53.925 --> 00:07:56.640 So now, You didn't solve the problem. 00:07:56.640 --> 00:08:00.359 You put a lipstick on a pig and instead of having the team learn how 00:08:00.359 --> 00:08:03.179 to continue self-generating leads and staying accountable, they're now 00:08:03.179 --> 00:08:05.130 sitting back saying, Send leads to me. 00:08:05.250 --> 00:08:07.770 And then now you're having to pour more money leads or owners. 00:08:07.890 --> 00:08:11.130 You say, Hey, I want to grow, so I'm going to open an office in a new 00:08:11.130 --> 00:08:12.539 market where the answer might be. 00:08:12.724 --> 00:08:14.585 Instead, hire more sales reps. 00:08:15.055 --> 00:08:18.635 Optimize your systems, Develop a powerful follow up system, develop a 00:08:18.635 --> 00:08:23.645 great rehash system, grow an inside sales team, get more reviews online, 00:08:24.295 --> 00:08:25.474 optimize your marketing, and get leads. 00:08:25.685 --> 00:08:28.895 And just really get this thing into a well-oiled machine before going into a new 00:08:28.895 --> 00:08:33.455 market and starting from scratch or adding a new product line to boost revenue in. 00:08:33.455 --> 00:08:36.784 In sales reps, whether it's leads or or, or objection handling or 00:08:36.784 --> 00:08:37.955 closing, I need you to focus. 00:08:38.655 --> 00:08:41.925 The easy thing is ask yourself, is this the easiest, fastest 00:08:41.925 --> 00:08:42.765 way to make more sales? 00:08:43.185 --> 00:08:46.035 I know it sounds crazy, but laziness is kind of a blessing 00:08:46.035 --> 00:08:49.065 when we listen, but sometimes we just get shiny objects in the room. 00:08:49.065 --> 00:08:52.905 We chase everything around and we're chasing all the wrong things instead of 00:08:52.905 --> 00:08:54.225 just staying focused on the right things. 00:08:54.225 --> 00:08:56.985 So I want you to ask yourself, is this the fastest, easiest way to make more sales? 00:08:57.105 --> 00:08:58.815 And am I solving the right problem? 00:08:58.905 --> 00:09:02.085 And when you do that, you're gonna stay focused dead ahead and crush it. 00:09:02.295 --> 00:09:02.895 So there you have it. 00:09:02.895 --> 00:09:03.345 Three things. 00:09:03.345 --> 00:09:04.215 Self-sabotage. 00:09:04.245 --> 00:09:06.165 Quick summary, number one, comparison. 00:09:06.165 --> 00:09:07.325 Comparing yourself to your comp. 00:09:08.025 --> 00:09:09.855 Do not do that any longer. 00:09:10.005 --> 00:09:11.834 Number two, we have comfort. 00:09:11.925 --> 00:09:15.015 Too much of it, you won't work too little of it, you won't work. 00:09:15.285 --> 00:09:17.655 And the final one is solving the wrong problem. 00:09:17.655 --> 00:09:20.025 Put blinders on, Focus on solving the right problem, the 00:09:20.025 --> 00:09:21.855 fastest, easiest, simplest way. 00:09:22.094 --> 00:09:22.545 There you have it. 00:09:22.545 --> 00:09:25.245 And listen, if you like this video, uh, I'd love to hear from you. 00:09:25.245 --> 00:09:26.775 Drop a comment or hit the like button. 00:09:26.895 --> 00:09:29.775 I've done so many videos on training and strategies and tactics, and I 00:09:29.775 --> 00:09:34.064 will continue to because that is the heartbeat of everything that I. 00:09:34.495 --> 00:09:35.095 For you. 00:09:35.305 --> 00:09:38.845 But at the same time, I'm really wanting to help the folks that have been following 00:09:38.845 --> 00:09:41.725 along for a while who are get getting these fundamentals down and need more 00:09:41.725 --> 00:09:45.775 help on their mindset and developing into a really successful salesperson. 00:09:45.985 --> 00:09:47.395 So that's what these videos are for. 00:09:47.605 --> 00:09:50.875 So if you do like it or you know someone on your team who can benefit. 00:09:50.895 --> 00:09:50.954 It. 00:09:51.525 --> 00:09:53.055 Copy that link to your clipboard. 00:09:53.235 --> 00:09:56.975 Pop into your team group chat, whether it's Slack or WhatsApp or GroupMe, 00:09:57.135 --> 00:10:02.475 or group sms, and fire this around to say, Guys, gals, friends, listen. 00:10:02.475 --> 00:10:03.435 Stop doing these things. 00:10:03.439 --> 00:10:04.905 Don't compare yourself to others. 00:10:05.085 --> 00:10:09.165 Stop being too comfortable or being afraid of being uncomfortable. 00:10:09.285 --> 00:10:10.665 And number three, solve the right problem. 00:10:10.925 --> 00:10:13.115 Hopefully this helps you make even more money this year. 00:10:13.115 --> 00:10:15.575 Put blinders on, have fun, serve more customers. 00:10:15.755 --> 00:10:16.445 Hey, thanks for being here. 00:10:16.445 --> 00:10:17.045 Appreciate ya. 00:10:17.255 --> 00:10:20.285 And uh, if you want more, hop into the free training center by downloading a 00:10:20.285 --> 00:10:23.885 free copy of the pitch, like a pro roofing sales train video library right here. 00:10:24.095 --> 00:10:26.435 Or if you wanna hang with me on YouTube, they think you're gonna love this 00:10:26.440 --> 00:10:27.835 video and I'll see you on the next one.