WEBVTT NOTE This file was generated by Descript 00:00:00.360 --> 00:00:02.490 Hey, welcome to another sales Talk Over Coffee. 00:00:02.490 --> 00:00:07.410 In today's video, I'm gonna be talking about the pain cave and roofing sales. 00:00:07.740 --> 00:00:09.240 You've been there is my guess. 00:00:09.510 --> 00:00:13.410 You know those times where it's, I don't know, two, three in the morning 00:00:13.410 --> 00:00:15.080 and you wake up and your mind is just. 00:00:15.585 --> 00:00:20.415 Racing and you, you're just overtaken by this overwhelm of the loop of like, Hey, 00:00:20.415 --> 00:00:21.855 I gotta get this supplement prepared. 00:00:21.855 --> 00:00:23.085 I gotta follow up with this customer. 00:00:23.085 --> 00:00:24.134 I gotta check in in production. 00:00:24.314 --> 00:00:26.175 Crap, I forgot about this repeat. 00:00:26.205 --> 00:00:30.134 And it just goes through this cycle over and over in your mind, and you 00:00:30.140 --> 00:00:31.755 wake up in the morning exhausted. 00:00:31.785 --> 00:00:32.655 You haven't slept. 00:00:32.925 --> 00:00:36.525 And the reality is, that's the thing that makes you say, should I even 00:00:36.525 --> 00:00:37.875 be doing this as their way out? 00:00:37.875 --> 00:00:41.625 All you want to do is seek comfort, throw in the towel, get rid of the. 00:00:42.434 --> 00:00:44.684 and then you start wondering, is this even for you? 00:00:44.684 --> 00:00:46.754 Or how can you get through all this? 00:00:46.964 --> 00:00:48.405 Well, this happens to all of us. 00:00:48.405 --> 00:00:50.385 So in today's episode of Sales Talk Over. 00:00:51.135 --> 00:00:51.915 We're gonna get into it. 00:00:52.125 --> 00:00:54.255 Before we do, just wanna say welcome or welcome back. 00:00:54.285 --> 00:00:57.465 My name's Adam Denman, the roof strategist and everything that we do here, uh, on 00:00:57.465 --> 00:01:01.095 my channel and the podcast and in our program is designed to help you and your 00:01:01.095 --> 00:01:04.845 team smash your income goal and give every customer an amazing experience. 00:01:04.849 --> 00:01:07.095 And listen, I know that this industry is not easy. 00:01:07.095 --> 00:01:11.145 So the reason I do what I do is to give you and your team the tools, the 00:01:11.555 --> 00:01:14.085 resources, the inspiration to succeed. 00:01:14.085 --> 00:01:17.145 Because most roofing salespeople quit or get fired in their first year. 00:01:17.325 --> 00:01:18.315 And I don't want that to happen. 00:01:18.375 --> 00:01:20.085 And sometimes if you're seasoned, you just need that. 00:01:20.600 --> 00:01:23.089 So if you haven't yet done it, by the way, I do have a free before you. 00:01:23.089 --> 00:01:26.869 There's a link in the description to get inside our brand new free training center. 00:01:26.929 --> 00:01:28.009 There's a ton in there. 00:01:28.460 --> 00:01:30.350 Go to the roof strategist.com or click the link. 00:01:30.410 --> 00:01:33.919 And if you're tuning in and you're able to text, you can text the word free, f r 00:01:33.919 --> 00:01:38.539 e e to this phone number (303) 222-7133. 00:01:38.539 --> 00:01:39.229 We'll pop you a link. 00:01:39.589 --> 00:01:39.889 All right. 00:01:39.889 --> 00:01:41.000 By the way, that's in the description as well. 00:01:41.330 --> 00:01:42.470 So the pain cave. 00:01:42.500 --> 00:01:43.729 Let's get some background first. 00:01:45.770 --> 00:01:52.335 For those of you who have done sports, , maybe it's power lifting, running any 00:01:52.335 --> 00:01:56.955 sort of athletics from football, lacrosse, soccer, baseball, basketball, you name it. 00:01:57.345 --> 00:02:00.945 The pain cave is that point when you're training, you know the feeling 00:02:00.945 --> 00:02:05.355 when you're pushing your body so much that your mind is saying, stop, 00:02:05.565 --> 00:02:07.785 this is too much and this sucks. 00:02:07.845 --> 00:02:10.995 And you have to settle into the suck cuz you need to push through it. 00:02:11.245 --> 00:02:17.415 Because in that moment, that pain cave of settling in, Is what separates the good 00:02:17.415 --> 00:02:21.615 from the great, the people who have the ability to settle into that misery, that 00:02:21.615 --> 00:02:25.695 discomfort, the screaming voice in your head, the screaming from your legs or 00:02:25.695 --> 00:02:31.185 your muscles or your cardio, just totally pegged saying, dude, this is too much. 00:02:31.215 --> 00:02:31.875 Stop. 00:02:31.965 --> 00:02:34.235 And you find that pace within that. 00:02:34.890 --> 00:02:39.450 That zone of pushing it too much and you dial back just a little bit and that's 00:02:39.450 --> 00:02:40.950 how you settle into the pain cave. 00:02:41.400 --> 00:02:43.680 And I'll never forget my, my good friend, uh, hunter, he 00:02:43.685 --> 00:02:44.790 is a huge inspiration to me. 00:02:45.375 --> 00:02:48.704 And Hunter is like a crazy endurance athlete on a mountain bike. 00:02:48.704 --> 00:02:51.285 So one day we're out on this 10 hour mountain bike crab. 00:02:51.285 --> 00:02:54.674 We did like 7,600 feet of climbing and which by the way, for anyone in 00:02:54.674 --> 00:02:57.614 the mountain bike world, that's a lot, especially in this wildly technical 00:02:57.614 --> 00:02:58.875 terrain here we have in Colorado. 00:02:59.234 --> 00:03:02.144 So we're about six hours into our ride. 00:03:02.204 --> 00:03:06.135 Hunter already took a really gnarly crash in the very beginning and it 00:03:06.135 --> 00:03:07.685 is blazing hot in the middle of the. 00:03:08.415 --> 00:03:09.345 We're exhausted. 00:03:09.465 --> 00:03:12.585 We haven't eaten yet, and we just start this climb up this mountain 00:03:12.585 --> 00:03:16.545 that will be about an hour and a half grueling pedal pedal. 00:03:16.545 --> 00:03:19.215 Pedal pedal with the sun just baking on you. 00:03:19.575 --> 00:03:22.275 And that moment right there is the pain cave. 00:03:22.485 --> 00:03:24.915 That moment is where you're like, this sucks. 00:03:24.915 --> 00:03:27.345 I'm doing what I absolutely love, but this moment is miserable. 00:03:27.375 --> 00:03:31.530 And in roofing sales this often, for us, at least what I have 00:03:31.530 --> 00:03:33.810 experienced may be the same for you in the middle of the night. 00:03:34.140 --> 00:03:39.960 And this pain cave is where the most beautiful lessons in life are hiding. 00:03:40.500 --> 00:03:42.690 I had one the other day, by the way, I was laying in bed, it was like two 00:03:42.690 --> 00:03:46.060 in the morning, and I was completely overwhelmed with my travel schedule. 00:03:46.520 --> 00:03:50.900 The, the new, um, the book I'm writing, the three programs we're 00:03:50.900 --> 00:03:53.300 launching, the, the videos I wanna refill for a training program. 00:03:53.630 --> 00:03:56.600 And in that moment I was like, honestly on the verge of, of tears 00:03:56.605 --> 00:04:00.800 totally at that edge saying, this is so much more than I can handle. 00:04:00.890 --> 00:04:03.830 And in that pain cave, I wanted to wake up, be like, we're canceling 00:04:03.830 --> 00:04:04.880 this, we're canceling that. 00:04:05.030 --> 00:04:07.550 I need to reprieve because I just wanted to seek a little bit of. 00:04:08.250 --> 00:04:11.280 And it wasn't until I breathed through it, grabbed my journal in 00:04:11.280 --> 00:04:13.260 the morning and started writing things down and said, you know what? 00:04:13.470 --> 00:04:16.170 The most beautiful lessons are hiding in the deepest of pain. 00:04:16.469 --> 00:04:18.480 So I wanted to leave you with this message on our sales talk 00:04:18.480 --> 00:04:21.690 over coffee on a personal side, that when you're in that moment, 00:04:21.899 --> 00:04:23.490 there's two paths that you can take. 00:04:23.490 --> 00:04:23.760 Okay? 00:04:23.765 --> 00:04:24.900 Two and only two. 00:04:25.170 --> 00:04:29.219 Path number one is the path that will seek comfort, meaning at all costs. 00:04:29.219 --> 00:04:30.480 You just want to alleviate the. 00:04:31.100 --> 00:04:33.800 Think of it like the, the, the instant pill that you can pop 00:04:33.800 --> 00:04:35.150 and then everything goes away. 00:04:35.270 --> 00:04:36.500 And that's what we all want. 00:04:36.500 --> 00:04:37.520 We don't want it anymore. 00:04:37.520 --> 00:04:40.190 So we're gonna find that way to quit, hand it off to someone, 00:04:40.190 --> 00:04:41.390 walk away, whatever it is. 00:04:41.750 --> 00:04:44.840 We're path number two is we grin and we bear it. 00:04:44.840 --> 00:04:48.200 We put our head down and we, we look at this level of overwhelm and say, 00:04:48.320 --> 00:04:49.640 how do I break this into a plan? 00:04:49.820 --> 00:04:51.830 What are the lessons hiding in here? 00:04:51.830 --> 00:04:54.800 And I'll tell you the lessons that I learned cuz maybe they relate to you. 00:04:55.070 --> 00:04:58.005 So remember when you're in that, Just you need to label it. 00:04:58.035 --> 00:05:00.465 Identify, Hey, I'm in the pain cave and I got two paths out. 00:05:00.645 --> 00:05:02.745 Path number one is the path of comfort, which by the way, there's 00:05:02.745 --> 00:05:04.215 no growth and no sales path. 00:05:04.215 --> 00:05:05.655 Number two, figure your way through it. 00:05:05.895 --> 00:05:07.935 Now, when you figure your way through it, you're gonna learn 00:05:07.935 --> 00:05:09.945 and discover new ways of being. 00:05:10.125 --> 00:05:13.905 You're gonna learn new ways of managing more than you've ever managed before. 00:05:14.175 --> 00:05:15.405 You're gonna learn new ways. 00:05:15.690 --> 00:05:19.950 Of organizing, you're gonna learn new ways of proactive planning. 00:05:19.950 --> 00:05:23.790 You're gonna learn new ways of handling stress, of settling into the moment 00:05:24.030 --> 00:05:28.230 new skill sets that where you are today are gonna be miserable to learn. 00:05:28.320 --> 00:05:30.990 But as soon as you go through those, you're gonna go from here of this place of 00:05:30.990 --> 00:05:33.120 pure overwhelm to, Hey, I can handle that. 00:05:33.125 --> 00:05:34.530 Maybe I can even handle a little more. 00:05:34.590 --> 00:05:38.310 And in the darkest moments are our greatest opportunities for growth. 00:05:38.490 --> 00:05:40.800 So next time you're in the pain cave, I just want you to remember 00:05:40.800 --> 00:05:43.380 this video and think to yourself, Hey, I'm in the pain cave. 00:05:43.590 --> 00:05:44.640 All I gotta do is lean. 00:05:45.250 --> 00:05:48.460 And look for the lessons that I can learn in this miserable moment. 00:05:48.610 --> 00:05:52.210 Because not only, man, I spill coffee in every single one of these 00:05:52.390 --> 00:05:54.430 videos, at least it's good off your. 00:05:56.130 --> 00:05:58.050 So when you're in that moment and you settle into it, you're 00:05:58.050 --> 00:05:58.770 gonna learn those skills. 00:05:58.770 --> 00:05:59.460 Say, you know what? 00:05:59.640 --> 00:06:01.950 This is gonna suck right now, but I'm going to get through it. 00:06:01.950 --> 00:06:03.900 I can get through it, and the lessons I'm gonna learn are gonna 00:06:03.900 --> 00:06:07.710 help me survive, thrive, and then kick some butt in the future. 00:06:08.040 --> 00:06:09.330 So that's all I have for this video. 00:06:09.330 --> 00:06:11.910 On the personal note in today's sales talk over coffee. 00:06:12.090 --> 00:06:15.620 Hey, uh, if you have any other topics that you want me to cover, On the personal 00:06:15.625 --> 00:06:19.880 side of sales and what we deal with in this whole roofing sales game that no one 00:06:19.880 --> 00:06:22.760 really seems to understand unless you're in it and, and have gone through it. 00:06:23.000 --> 00:06:25.190 So I really do appreciate you joining me in today's video. 00:06:25.190 --> 00:06:29.300 And as usual, if you know anyone that needs to hear this and if they came 00:06:29.305 --> 00:06:32.120 into the office tired, you and I both know it's because they were running 00:06:32.125 --> 00:06:35.540 on loop in their mind, click the share link, copy this URL and pop it in the 00:06:35.540 --> 00:06:39.260 group chat, sms, whatever it is you guys use to, to share and inspire the team. 00:06:39.470 --> 00:06:41.900 I appreciate you joining me here and I do look to you. 00:06:41.900 --> 00:06:44.030 So if I miss something, how do you get through the. 00:06:44.820 --> 00:06:47.580 Drop a comment and share it with us so you can help inspire others. 00:06:47.669 --> 00:06:49.409 And again, thanks for joining me. 00:06:49.620 --> 00:06:53.010 Just cuz our time is about to wrap up here doesn't mean it needs to. 00:06:53.190 --> 00:06:54.960 So if you haven't done it, click right here and hop into our 00:06:54.960 --> 00:06:56.310 brand new free training center. 00:06:56.310 --> 00:06:58.289 You'll get instant access and a link to get in there. 00:06:58.500 --> 00:07:00.719 And if you wanna hang with me here on YouTube, click or 00:07:00.719 --> 00:07:02.219 right here and let's hang out. 00:07:02.280 --> 00:07:02.960 We'll see you on the next one.