WEBVTT NOTE This file was generated by Descript 00:00:00.240 --> 00:00:05.490 Dealing with toxic, negative, angry people can totally put a damper in your day. 00:00:05.910 --> 00:00:08.520 And in roofing sales, we deal with toxicity. 00:00:08.865 --> 00:00:09.495 All the time. 00:00:09.674 --> 00:00:12.434 It might even come up when you're just knocking on someone's door. 00:00:12.555 --> 00:00:17.235 They scream at you, calling you a scumbag, telling you to get a real job, calling 00:00:17.235 --> 00:00:20.325 you all sorts of names that I wouldn't even be able to say here on YouTube. 00:00:20.415 --> 00:00:24.375 And other times it comes up with our customers, people that 00:00:24.375 --> 00:00:27.284 we've served and everything seems like it's going just fine. 00:00:27.284 --> 00:00:31.695 And then like a light switch, they flip and all of a sudden they are 00:00:31.695 --> 00:00:34.035 angry, aggressive, insulting, and. 00:00:34.755 --> 00:00:38.535 And if you're anything like me, these things, even though we say, Hey, don't 00:00:38.535 --> 00:00:40.755 take it personal, they can impact us. 00:00:40.905 --> 00:00:45.195 In fact, we can go back home or back to the office, and the weight 00:00:45.195 --> 00:00:50.085 of that negativity is like a rain cloud over us that poisons our day. 00:00:50.130 --> 00:00:53.850 Poisons our mindset, poisons our motivation, and it is just 00:00:53.850 --> 00:00:55.650 really difficult to shake it out. 00:00:55.890 --> 00:01:00.480 So in this video, I want to give you some tools to help you deal with the 00:01:00.485 --> 00:01:03.930 toxic negativity that is inevitable when it comes to roofing sales. 00:01:04.260 --> 00:01:07.530 And the reality is, this video right here was inspired by someone who 00:01:07.530 --> 00:01:11.250 just said, I don't review the roof Strat, or gimme a thumbs down and 00:01:11.250 --> 00:01:13.470 says a, a negative review on Facebook. 00:01:13.530 --> 00:01:15.540 And then his comment was, these reviews. 00:01:16.184 --> 00:01:20.264 And the truth is many of them were cuz we got spammed by someone doing some four 00:01:20.264 --> 00:01:23.445 X trading and it blew up our page and we've reported them to Facebook three 00:01:23.445 --> 00:01:26.324 times and they will not take it down. 00:01:26.565 --> 00:01:30.375 But every single other review that you see there on the Facebook reviews is real. 00:01:30.554 --> 00:01:31.695 These are people that have met me. 00:01:31.725 --> 00:01:32.835 That are using our programs. 00:01:32.835 --> 00:01:34.155 You can click on their profile and see. 00:01:34.335 --> 00:01:36.524 You can go to our website and the link in the description and click on the 00:01:36.524 --> 00:01:42.705 results tab and see hundreds in hundreds in hundreds of unsolicited reviews. 00:01:42.854 --> 00:01:46.125 You can jump in any industry Facebook group and say, Hey, what do you 00:01:46.125 --> 00:01:47.175 guys think of the roo strategist? 00:01:47.175 --> 00:01:50.535 And ask publicly or search Adam Besman or the Roo strategist, and you'll 00:01:50.535 --> 00:01:52.425 see for yourself what's being said. 00:01:52.634 --> 00:01:57.195 But when I get these reviews, they still drive me nuts and they get under my skin. 00:01:57.345 --> 00:01:57.854 And I said, you. 00:01:58.245 --> 00:02:00.885 What a great time when I'm right in the thick of it to be 00:02:00.885 --> 00:02:02.235 able to relate to that feeling. 00:02:02.415 --> 00:02:05.715 Like when I was knocking a door and someone screams at me telling 00:02:05.715 --> 00:02:07.665 me I'm a scumbag, get a real job. 00:02:07.665 --> 00:02:09.615 You're a low life loser, whatever else. 00:02:10.215 --> 00:02:13.455 So sorry, my blood pressure's getting going. 00:02:13.635 --> 00:02:14.535 Let's get to it, shall we? 00:02:14.925 --> 00:02:18.435 First, I just wanna say a quick welcome or welcome back, Adam Benjamin here, the 00:02:18.435 --> 00:02:23.235 roof strategist and everything that I dedicate every waking minute practically 00:02:23.235 --> 00:02:28.485 of my life to is this helping you and your team smash your income goal and give 00:02:28.485 --> 00:02:30.195 every customer an amazing experience? 00:02:30.195 --> 00:02:33.225 And I know I can't say every minute of my waking life, but lately it sure feels 00:02:33.225 --> 00:02:37.125 like it over the last six months with the hours that we've been putting in. 00:02:37.485 --> 00:02:38.025 But at the end of the. 00:02:38.410 --> 00:02:42.250 The reason I do what I do is because I've found, in my opinion, an 00:02:42.250 --> 00:02:47.109 estimation that about 66% of first year sales reps quit or get fired. 00:02:47.380 --> 00:02:50.050 And the main reason for that is they weren't equipped to succeed. 00:02:50.055 --> 00:02:54.370 And part of being equipped to succeed is knowing what you're actually gonna face. 00:02:54.550 --> 00:02:56.859 Now this industry is far from. 00:02:57.145 --> 00:02:57.445 Easy. 00:02:57.445 --> 00:02:58.915 It is really simple, but it is not easy. 00:02:58.915 --> 00:03:00.685 We get beat down, we get called names. 00:03:01.255 --> 00:03:02.125 Customers flip like that. 00:03:02.125 --> 00:03:07.075 Crew stuff happens, uh, cu There's inner conflict in the office. 00:03:07.080 --> 00:03:08.575 Just things are not easy. 00:03:08.580 --> 00:03:12.055 The interpersonal stuff that we face is just really, really challenging. 00:03:12.115 --> 00:03:16.015 So let's jump into how do we deal with this toxic negativity? 00:03:16.075 --> 00:03:18.655 And I want to give you three helpful tips. 00:03:18.715 --> 00:03:22.105 Now, tip number one is to realize that it's. 00:03:22.850 --> 00:03:24.019 About you. 00:03:24.079 --> 00:03:27.440 Now I want to qualify that because everybody says, don't worry about it. 00:03:27.440 --> 00:03:28.339 It's not about you. 00:03:28.609 --> 00:03:31.670 Now, one of the videos I did in the past was on staying motivated 00:03:31.670 --> 00:03:32.630 even when times get tough. 00:03:32.630 --> 00:03:36.410 And I shared this story and I'm gonna share it again here, but a short version, 00:03:36.739 --> 00:03:38.989 and it's an ancient Chinese proverb. 00:03:39.320 --> 00:03:43.730 There's a man paddling up river in his canoe, and as he's paddling, 00:03:43.730 --> 00:03:47.869 he sees coming down river, a canoe coming towards him and upset. 00:03:47.869 --> 00:03:49.579 He stands up and he waves his paddling. 00:03:49.579 --> 00:03:51.290 He says, Hey dude, watch out. 00:03:51.290 --> 00:03:52.310 You're coming right towards. 00:03:53.040 --> 00:03:56.370 And the canoe barrels straight towards him without moving. 00:03:56.730 --> 00:03:58.590 So naturally this guy gets mad. 00:03:58.595 --> 00:03:59.280 He's in that canoe. 00:03:59.280 --> 00:04:02.250 He's like, he's, he moves over and the canoe comes right towards him. 00:04:02.255 --> 00:04:03.840 He says, dude, watch out. 00:04:03.900 --> 00:04:05.610 You're coming right towards me. 00:04:05.970 --> 00:04:08.250 And the canoe keeps coming towards him, and he's looking around. 00:04:08.255 --> 00:04:09.990 He's like, what a freaking idiot. 00:04:09.990 --> 00:04:13.170 And he gets irate and he's screaming at the man in the canoe. 00:04:13.200 --> 00:04:16.275 And then before you know it, The canoes collide. 00:04:16.275 --> 00:04:17.415 The man falls down. 00:04:17.445 --> 00:04:22.125 He stumbles upon, uh, drops his, his ore, picks it up and turns 00:04:22.125 --> 00:04:25.755 around and he looks at the canoe that just passed and it was empty. 00:04:26.145 --> 00:04:33.405 And the message in that is that there's no one in the canoe, meaning our reactions 00:04:33.405 --> 00:04:39.195 to things, our broadcast of emotions are targeted, but they're really not at some. 00:04:39.900 --> 00:04:43.860 And just the same as someone who thought that it was a good idea to write me a 00:04:44.310 --> 00:04:48.870 negative review that wasn't about me, Adam Besman, that's not insulting my character. 00:04:49.020 --> 00:04:53.760 This is someone who just so happens to have enough free time and to 00:04:54.120 --> 00:04:56.070 feel compelled to share this. 00:04:56.430 --> 00:05:01.800 And I realized that instead of being angry, I realize it's not about me. 00:05:01.860 --> 00:05:06.870 In fact, I shifted from anger to a level of compassion to say, that 00:05:06.870 --> 00:05:08.670 must really not be a great way to. 00:05:09.164 --> 00:05:13.275 To feel so compelled to just jump online and say negative things about 00:05:13.275 --> 00:05:17.505 someone else, to feel better about me by putting someone down, huh? 00:05:18.405 --> 00:05:21.224 It's no sweat off my back cuz there's no one in the canoe. 00:05:21.224 --> 00:05:22.395 If it's not me, it's someone else. 00:05:22.395 --> 00:05:26.505 And chances are that person has blasted the same thing to other people. 00:05:26.835 --> 00:05:29.354 So it's not about me and it's not about you. 00:05:29.655 --> 00:05:33.854 So tip number one is to realize that even when things feel targeted 00:05:33.854 --> 00:05:35.685 and directed at you and toward. 00:05:36.270 --> 00:05:37.560 It's really not about you. 00:05:37.710 --> 00:05:41.580 We often personalize these things like it's an attack on your core being, 00:05:41.940 --> 00:05:45.570 but if you just swapped you for sales rep number two, and they're in here, 00:05:45.575 --> 00:05:49.230 they're gonna get that same response from the person, the angry screaming 00:05:49.410 --> 00:05:51.330 when things go wrong in people's homes. 00:05:51.510 --> 00:05:53.210 They get really personal. 00:05:53.715 --> 00:05:56.055 All right, because it's their home and their castle. 00:05:56.055 --> 00:05:57.164 So there's tip number one. 00:05:57.164 --> 00:05:57.974 Don't take it personal. 00:05:57.974 --> 00:06:00.045 Remember, there's no one in the canoe. 00:06:00.405 --> 00:06:04.515 Now, tip number two is to reconnect with your why. 00:06:04.784 --> 00:06:06.075 Now, what is our why? 00:06:06.105 --> 00:06:06.855 I'll share mine. 00:06:07.034 --> 00:06:11.534 My why is to help every sales rep smash their income goal and give 00:06:11.534 --> 00:06:13.305 every customer an amazing experience. 00:06:13.650 --> 00:06:17.130 Now I'll, I don't know if I'll ever be able to impact that many people. 00:06:17.130 --> 00:06:18.180 I don't know if I'll ever be able to do that. 00:06:18.180 --> 00:06:20.880 So it gives me this vision to chase indefinitely. 00:06:20.880 --> 00:06:24.030 And I was inspired, by the way, by Simon Sinek's book called The Infinite Game 00:06:24.210 --> 00:06:26.370 in order to chase that really big why. 00:06:26.550 --> 00:06:27.690 So I reconnect with that. 00:06:27.690 --> 00:06:28.530 Say, Hey, you know what? 00:06:28.710 --> 00:06:30.539 I can't let this one clown. 00:06:30.645 --> 00:06:34.335 Upset my path and distract me from serving my people. 00:06:34.484 --> 00:06:35.715 And just the same for you. 00:06:35.865 --> 00:06:39.205 Your mission is to smash your income goal, I assume, and give everyone of 00:06:39.210 --> 00:06:40.664 your customers an amazing experience. 00:06:40.815 --> 00:06:46.424 And if you allow this toxic negative energy, energy to impact who 00:06:46.424 --> 00:06:48.255 you're serving, they're winning. 00:06:48.525 --> 00:06:52.215 So if your mission is to serve, well earn great money by collecting 00:06:52.215 --> 00:06:53.145 what I call thank you notes. 00:06:53.145 --> 00:06:56.505 You know the types where a customer hands you the check for 20 grand. 00:06:57.090 --> 00:06:59.969 Thank you so much for taking the time to explain everything to me. 00:07:00.150 --> 00:07:01.560 Thank you so much for being here for me. 00:07:01.740 --> 00:07:03.599 They're thanking you as they give you money. 00:07:04.110 --> 00:07:07.920 That right there is the greatest gift in the entire world, and your mission is 00:07:07.925 --> 00:07:11.580 to stay focused on serving those people and just look at that as some, some 00:07:11.585 --> 00:07:13.800 distraction trying to pull you off course. 00:07:13.830 --> 00:07:16.890 So focus on your people, your why and your mission. 00:07:17.190 --> 00:07:20.100 And if you don't have a Y yet, I wanna walk you through a really 00:07:20.100 --> 00:07:22.260 fast exercise to to figure that out. 00:07:22.500 --> 00:07:24.120 We first write down our income goal. 00:07:24.150 --> 00:07:26.070 I wanna earn X dollars by this. 00:07:27.075 --> 00:07:30.345 And then we ask ourselves, well, why do I want to earn that money? 00:07:30.465 --> 00:07:31.485 And for many of us we're like, well, I don't know. 00:07:31.485 --> 00:07:32.235 I just never did before. 00:07:32.235 --> 00:07:33.015 But that's not enough. 00:07:33.255 --> 00:07:34.305 Ask yourself deeper. 00:07:34.305 --> 00:07:35.895 Is it to buy the house? 00:07:36.045 --> 00:07:38.895 Is it to save money for college or for your kids? 00:07:38.895 --> 00:07:41.955 And then you ask one more time, and why is that important? 00:07:41.955 --> 00:07:42.915 So we have our goal. 00:07:43.005 --> 00:07:43.995 Why is it important? 00:07:43.995 --> 00:07:45.015 Why is that important? 00:07:45.075 --> 00:07:48.735 And when we go even deeper, that goal might be because I didn't have these 00:07:48.740 --> 00:07:52.335 opportunities in a, as a kid, and I knew that if I did, I'd be even further. 00:07:52.995 --> 00:07:57.465 So what I want to do is give my children those opportunities that I didn't 00:07:57.465 --> 00:08:00.675 have, give my wife the opportunity to not have to work, to raise our 00:08:00.675 --> 00:08:04.245 kids, save for college, and provide a lifestyle that I didn't have. 00:08:04.245 --> 00:08:05.715 Now we're tapping into something. 00:08:05.835 --> 00:08:08.745 All right, so that's reason number two, or excuse me, method 00:08:08.745 --> 00:08:12.405 number two, to survive this toxic negativity is to tap into your why. 00:08:12.465 --> 00:08:15.195 And then reason number three or method number three, this 00:08:15.195 --> 00:08:16.905 is far in away my favorite. 00:08:17.115 --> 00:08:18.015 It is to close your. 00:08:18.700 --> 00:08:23.710 And recite all of the amazing customers that you've served, the lives you've 00:08:23.710 --> 00:08:27.849 impact, the stories you've heard from people, the emails that are sent in 00:08:27.849 --> 00:08:29.320 saying, thank you so much for helping me. 00:08:29.320 --> 00:08:30.130 You've been amazing. 00:08:30.310 --> 00:08:33.459 I can't believe that we wanted to buy in your roof and you found hail damage. 00:08:33.699 --> 00:08:35.860 Thank you for making this process so streamlined. 00:08:35.990 --> 00:08:38.810 Thank you for creating an opportunity that was so much better than the last 00:08:38.810 --> 00:08:40.190 time we had a deal with a contractor. 00:08:40.490 --> 00:08:44.570 The homeowners that invite you back for dinner, the customers that write you 00:08:44.570 --> 00:08:48.410 a thank you card, the customers that send you home with homemade baked goods 00:08:48.410 --> 00:08:49.940 because they loved working with you. 00:08:50.030 --> 00:08:54.620 And when you go through all three of these in one and you say, it's not about me. 00:08:55.140 --> 00:08:58.290 And then number two, I'm tapping into my why of being of service. 00:08:58.290 --> 00:08:59.850 And number three, look, I am worthy. 00:08:59.850 --> 00:09:01.320 Look at all these people I've served. 00:09:01.440 --> 00:09:05.190 What you do is you create a shell of armor that all this toxic 00:09:05.190 --> 00:09:08.340 negativity boo just bounces off. 00:09:08.400 --> 00:09:11.850 And one of those reviews that inspired this was a gentleman who, who 00:09:11.850 --> 00:09:14.790 commented, he says, Adam, thank you for just being you and being quirky. 00:09:14.790 --> 00:09:15.360 And I, I laughed. 00:09:15.360 --> 00:09:17.550 And he, he put in parentheses and quirky in a good way. 00:09:17.640 --> 00:09:20.925 And, you know, At first, I was ashamed of it. 00:09:20.925 --> 00:09:23.234 I was a little worried about being myself and being quirky. 00:09:23.234 --> 00:09:26.474 I, I didn't fit the norm when I started doing this in the roofing space. 00:09:26.505 --> 00:09:31.035 And the more I've been who I am, the greatest challenge has been to be more 00:09:31.035 --> 00:09:33.135 of me and inspiring others to do it. 00:09:33.135 --> 00:09:34.724 Now I feel like it's my duty. 00:09:34.965 --> 00:09:40.095 It is my duty to be me, to to be authentic, to be unfiltered, but 00:09:40.095 --> 00:09:44.385 to do so in a, in a heartfelt way, not a way to justify having 00:09:44.385 --> 00:09:47.865 a negative attitude or cursing or throwing f-bombs in every other word. 00:09:47.985 --> 00:09:51.015 I mean, tapping into my core, being of a loving human 00:09:51.020 --> 00:09:52.425 being, trying to serve others. 00:09:52.485 --> 00:09:56.625 And the more that we do this together, you and me together, the more that we 00:09:56.625 --> 00:10:00.075 can serve, the more we can earn, and the more that we can uplift this industry. 00:10:00.375 --> 00:10:03.675 So listen, my ask of you is if you know anyone on your. 00:10:04.349 --> 00:10:08.099 Who's dealt with negativity or an angry customer, share this video with them. 00:10:09.240 --> 00:10:10.319 It's not gonna stop. 00:10:10.350 --> 00:10:13.530 We're gonna be bombarded with it, especially in the world of social media 00:10:13.535 --> 00:10:15.120 where everyone can get behind a keyboard. 00:10:15.450 --> 00:10:18.360 And when I was just speaking at the Owens Corning Platinum Conference, 00:10:18.569 --> 00:10:21.780 David Goggins talked about how he's sitting there trying to run a hundred 00:10:21.780 --> 00:10:25.200 mile race, getting feedback from people who've never run a mile in their life. 00:10:25.260 --> 00:10:28.410 And, and it, that one saying, I was like, David Goggins, you're awesome, man. 00:10:28.439 --> 00:10:29.010 I love that. 00:10:29.220 --> 00:10:31.410 So join me on a journey of building our. 00:10:32.475 --> 00:10:33.405 Remember, it's not about you. 00:10:33.555 --> 00:10:34.905 Tap into your why. 00:10:34.905 --> 00:10:38.355 And remember all of those people who love the service that you gave them, 00:10:38.564 --> 00:10:42.015 and you'll provide a shell to deflect all the toxic negativity, which 00:10:42.015 --> 00:10:43.245 I'm gonna let you in on a secret. 00:10:43.605 --> 00:10:46.395 The more successful you get, the more it comes so you can 00:10:46.395 --> 00:10:47.625 fulfill upon your mission. 00:10:47.745 --> 00:10:52.905 Smash your income goal and give every customer in amazing experience. 00:10:53.055 --> 00:10:54.495 Pass this video on to someone who. 00:10:55.060 --> 00:10:57.340 Thank you so much for joining me today, just cuz our time 00:10:57.340 --> 00:10:58.300 here is about to wrap up. 00:10:58.300 --> 00:11:00.220 Doesn't mean you are in my time, has to. 00:11:00.430 --> 00:11:03.250 If you like this video and you want more, I invite you to join me in 00:11:03.250 --> 00:11:06.370 my free training center and you can click right here to get inside or text 00:11:06.370 --> 00:11:10.630 the word free to 3 0 3 2 2 2 71 33. 00:11:10.690 --> 00:11:15.340 And if you want more videos on Mindset, YouTube, I, excuse me, I have a great 00:11:15.340 --> 00:11:18.760 playlist for you on YouTube and you can just jump into that one right here. 00:11:18.940 --> 00:11:20.980 Hey, thanks again for joining me and I'll see you on the next one.