Fear is one of the things that holds us back in roofing sales.
It holds us back from earning as much as we can, serving as much as we can,
and fear is what leads a lot of people to leaving the industry thinking it's
not for them because let's face it.
This whole world of roofing sales is by no means the easiest joy ride
of a career choice we can make.
We are forced to face ourselves, our inner demons and our own fears in ways that we
don't in nearly any other career path.
If you're a cubicle worker in accountant or flipping
burgers, What are you afraid of?
Maybe making a mistake.
That's it.
You show up, you type on your little keyboard, you flip
your burgers and you go home.
But in roofing sales, you carry everything from home with you.
You have all of your past childhood baggage that made you who you are.
You have all of your own.
Demons that you're facing, and we get to bring all this to work.
And guess what?
It ain't easy.
In fact, many of us, myself included, had a really challenging journey.
Maybe you're in the middle of it right now, learning how to not only face
those fears, but to conquer those fears.
Now for me, and I'm curious if the same might have happened for you.
I was afraid.
Of knocking doors.
I was afraid of rejection.
I was afraid of conflict.
I was afraid of asking for the business because I didn't wanna get rejected.
I was afraid of coming across as pushy.
So instead of leaning into objections, I would shift nice guy mode and
get the heck outta the house.
By the way, I covered that recently in the three x rule
video that I recently published.
Now, those elements of fear became my income ceiling because I knew
that if I couldn't break through that, that fear would limit me.
And fear is something that most all of us have encountered when it comes to sales.
I go so far as to say all of us have, not everyone will admit it.
This is my belief now.
Fear is an interesting phenomenon that lives between our heads,
meaning we make, we make it all up.
There was a gentleman that emailed me last year.
He's a combat veteran and he served numerous tours and he was one of the
most, if my memory is right, I don't remember if it was Iraq or Afghanistan,
I think it was Iraq, but he was stationed in, let's call it Iraq,
for the, for the sake of this story.
Um, , one of the most dangerous places in in the war.
He was in a tremendous amount of combat situations, and in the email he wrote to
me, he said, and I'm paraphrasing here, he said, I never once skipped a beat in
the thick of combat when I was deployed.
But I just got back, I'm in roofing sales now, and when I pull up in a
neighborhood in my truck, I am crippled with fear so much that I cannot even get
out of my truck to go knock on a door.
And there's been a few times now where I've driven to that
neighborhood and actually gone home.
Now here, you think like the, the, the true epitome of a hero in, in a.
A disciplined soldier who's fearless right in combat with his life on
the line, doesn't skip a beat yet.
Here he is in roofing sales in a, in a, what I'll consider a safe
environment showing up to knock on someone's door to offer them a service.
And he, he can't do it.
Now, this is absolutely not a disk to this gentleman.
This is in a perfect example that we are all human and the fear
that we create is in our head.
That fear that we create is what holds us.
. And in this video I wanna share with you a very simple daily practice
that you can begin using right now.
And you can even share this with your team to help you conquer
those fears one domino at a time so you can smash your income goal.
Give every customer an amazing experience, and while doing so, be
as confident as you can absolutely unshakeable and communicate with.
With absolutely nothing holding you back or pulling you down.
By conquering these fears, you get to become the best version of yourself
to serve in the highest capacity possible, and it feels amazing, and
my hope is that this simple little daily practice, Can help you get there.
Now, before we get started, I just wanna say a quick welcome
or welcome back, Adam Zeman here, the roof strategist and everything
that I do on my YouTube channel.
My podcast in our training center and on speaking events across the country
is designed around one simple mission, and that is to help you and your
team smash your income goal and give every customer an amazing experience.
So if you like this video or any of the content you've seen us put out there,
I invite you to join us inside our free training center for a whole lot more.
You can get in using the link in the.
Or by texting the word free to 3 0 3 2 2 2 71 33.
And inside you're gonna get access to my pitch, like a pro roofing sales
training video library, my roof claims crash course, my 10 closing techniques
for every situation, my recommended reading list, and to be able to
secure your free copy of my book.
That'll be coming out soon.
Called the Roofing Sales Survival Guide.
All that awaits inside, by the way, it's a great way to get a taste for our
training center so you can see if you might be interested for you or your team.
So click the link, the description, or text free to 3 0 3 2 2 2 71 33.
Now let's get back to this topic of fear.
I got into the business as a very thin-skinned person who is very afraid of
conflict, who was very afraid of upsetting people, who was very afraid of rejection.
I just didn't do well with it.
And the funny thing, I got into door-to-door.
And, and the first sale I ever made was a cold call off a commercial sign.
I shared that story in many other videos, so I'll spare it today,
but I remember vividly sitting in my truck covered in sweat.
I just left the gym, saw a rent sign on the same strips under, picked the phone
and dialed, and my hands were trembling.
Here I am, I, I was more afraid to make a cold call without even having
to face someone than I was to show up at the door, which again is an
example that it's all in my head.
My fears.
Were the biggest challenge for me to overcome.
Uh, I was not cut out for this, like born and bred.
I had to learn those skills, and what I realized in my belief is
that I had this talent hiding inside me, but I had to chisel away.
All of this garbage baggage that was keeping that part of me trapped.
So if you look at this like a, the concept of a sculpture, the sales prowess that I
had hiding inside there had not yet shown.
And what was blocking that was different layers of fear in my own inner demons and
baggage that I had to slowly chip away.
Now, if we think of this analogy of chipping away fear to reveal our
true inner talent, to reveal our true confidence and to reveal a.
Fearless salesperson, we have to chip away at the block.
So I want you to hold this analogy in your mind and think of the two ways
that people approach this challenge.
Path.
Number one is the path of avoidance.
If it makes me afraid, ah, I'm gonna stay away from it.
I'm gonna drive into the neighborhood and leave.
I'm not gonna cold call.
It freaks me out.
I'm gonna do everything I can to not knock doors.
I'm just gonna mail these letters out and I hope someone calls.
This is avoidance, and when we avoid things, just want to ask you directly,
does that chip away at the block?
No.
In fact, it almost even strengthens the block because when we avoid
things that make us fearful, that tells our body, good job, kid.
You're safer now, which means you maintain the same level of fear and in.
For many people, it continues to amplify the fear that which we
avoid becomes even more fearful.
So instead of conquering it, it just makes it.
. You're not gonna chip away the block if you don't look at the block.
Path number two is we hit this stuff head on.
What's the first thing we need to do to conquer fear One?
We gotta look at it.
You gotta look at that.
Block number two, you gotta pick up the tools and you gotta start tackling it.
So how do we apply this analogy from a daily practice?
Avoidance doesn't work.
We have to look at it, pick up the tools, and intentionally tackle that fear to
chisel away those parts of us that no longer serve us so we can reveal the
confident, fearless salesperson within us.
And in order to do that, we need to face those fears daily, which is
why I would like to invite you to participate in the Daily Fear Challenge.
Now, in doing so, your mission is to.
With a piece of paper, write 'em down and if you're bold and
brave, I encourage you to share that in the comment section below.
This is the stuff that so many people don't talk about cuz
they're, in my opinion, there's too much ego involved in in sales.
What I love about sales is that it's just a really big game of personal
development where we're challenged to learn how to communicate and be a.
Person working with other people to solve problems, and we just get paid really
well by getting better at doing that.
So when I look at this challenge of, of chiseling away all those components
that are keeping me trapped, I need to face 'em head on, pinpoint exactly what
they are, and tackle 'em one at a time.
So I'll give you an example.
When I ask you to be brave and bold and share this in the comment section,
you are likely not the only one to.
I've never heard a unique fear.
They're fears that are so common between all of us and, and let me take that back.
Not every single one of us has the same fears, but I do believe
that all of us have fears.
Some are different for other people, and they change as our skillsets develop.
For some people, public speaking is something they get afraid of doing.
Role play.
They get afraid of, they're nervous, they're scared, they're embarra.
So what I would like you to do is think about your day, a day
in the life of roofing sales, and pinpoint on a piece of paper all
the things that you're afraid of.
Knocking doors, fear of rejection, fear of conflict, fear of asking for the
business, fear of coming across as pushy.
Fear of not earning enough money, fear of not succeeding, fear of your, your
family being right, saying you took this job saying they could make six
figures and multi six figures selling.
Roofing.
You have no roofing experience.
You have no sales experience.
What were you doing?
You moron.
Believe me, I've had that in my head at times too.
We need to identify these.
So challenge number one, grab a piece of paper, write down
that which you are afraid of.
If you want to face this in the biggest way, drop it in
the comments section below.
I just shared all mine with you.
All right?
Next thing is this.
I want you to pick one of them, and then I want you to give yourself a
challenge that forces you to face that.
Every single day.
Let's go through some examples, shall we?
Fear number one, afraid of knocking doors.
Bring some humor in it.
Knock on that door.
Here's a challenge for you.
Knock on that door.
Have a goofy smile when they answer the door and say, Hey, I'm in the neighborhood
today collecting high fives for smiles.
And then reach forward and see if someone's willing to give you a high five.
Now, will that fail and back.
You bet.
Will it work a bunch of times?
Of course.
Do people smile when they give you a high five?
I swear you're the corner of your lips are like tied to your hand.
When you go around and give someone a high five.
They can't help but smile.
Now they're disarmed.
Now you just had a fun way to challenge yourself to overcome those fears.
I even had one member of our pitch pro movement talk about having their team
be challenged to do the chicken dance.
The minute that the homeowner answers the door, they sing and do a chicken.
Why?
Because if that doesn't scare you, I don't know what does.
So that's the challenge.
Collecting a high five every single day.
Alright, here's another example.
To me, I was afraid of cold calling.
So challenge that you can participate in, if that's you, is when you
see a for rent sign, when you see a for rail for sale sign.
When you see a commercial property, pick up the phone and dial.
Why you're not gonna get better at doing things by avoid.
You have to force yourself each and every day to do it.
Now, here's another one I'm afraid of coming across as being pushy.
Watch my video on the three x rule and learn a practice of
being persistent and not pushy.
So each and every day that you hear an objection, you can overcome
it three times by asking a.
Or a what question.
Now, when you take this journey on for yourself by pinpointing exactly what you
are afraid of, you're gonna be looking at it right in the face, grabbing that
chisel, and slowly with each dial of that cold call chip on the block with
each high five, you ask a stranger for.
Chip off the block.
When you lean into those objections each and every day to conquer
your fear of being pushy, chip off the block, day in and day out.
You keep this momentum up, and before you know it, you'll reveal a new version
of you that you didn't recognize.
If you saw me a decade and a half ago, you would not even
recognize me as a human being.
The same energy and enthusiasm is there, but the confidence was not there.
Speaking cadence and communication skills were nowhere near as refined.
The thick skin that I developed through dealing with conflict,
that was a thing of the past.
I look back at who I once was, and I barely even recognize the
atom of a decade and a half ago.
I wish the same journey for you because truthfully, that's what
I love about this industry.
I care nothing about roofs.
They mean nothing to me.
But what I love about this industry is it is the ultimate life
challenge to chip away that block to reveal the best version of you.
. So I need to ask, are you in, are you in the Daily Fear Challenge?
If so, drop a comment below.
Now I wanna leave you with one more little bonus tip.
Just because we're talking about roofing sales doesn't mean that you can't
apply this in other areas of your life.
I wanna share one personal challenge that I take each and
every day, because I'm gonna guess that many of you are wired like.
Meaning you have a hard time focusing the attention span of a
nap, maybe a d D a, adhd, diagnosed, self-diagnosed, whatever it is.
The idea of sitting still and focusing is daunting.
And I knew for me that in order to increase my income, I
needed to increase my output.
And guess what?
That would require an increase in my focus, and I am not good.
I hate having to sit still for a long time.
It just, it makes me anxious, so to challenge myself to overcome that fear.
I do a morning meditation every single morning, and I practice it because
it forces me to sit still and silent.
And when I first began, even two, three minutes felt like an eternity.
I was like, you're going to be kidding me.
I'm sitting here, I'm sitting still.
And then it was five minutes.
I was like, ah, that felt nice.
And then it was 10 minutes.
I'm like, well, that's not enough.
And then it was 20 minutes.
And even this morning I sat for 25 minutes before I even like was like, I got it.
What time?
Oh, wow.
It's been 25 minutes.
Fantastic.
And I just have learned to develop this calm mind by facing
my fears of sitting with myself.
So are you in, are you jumping in on this challenge?
Drop a comment and let me know now.
I hope this video helps inspire you to tackle one fear each and every
day by gamifying it having fun.
Remember, in summary, your mission is to identify that which you are afraid of.
Share it below if you're brave and you're bold.
Number two, find that thing that you're afraid of and give yourself a daily
challenge to face that fear each and every day so you can chip away at
that block to reveal your confidence.
Sales self.
Thanks for joining me in this video.
If you wanna continue hop into our free training.
And in a pitch like a pro roofing sales training video
library, I have a whole playlist.
I'm building confidence.
I think that would pair very well with this video.
So hop on here or hang with me on YouTube and jump right into this video
and we'll see you on the next one.