WEBVTT NOTE This file was generated by Descript 00:00:00.300 --> 00:00:03.240 If you're new in roofing sales or considering a career in roofing 00:00:03.240 --> 00:00:06.540 sales, I'm guessing you're wondering when should you go all in? 00:00:06.900 --> 00:00:10.200 Should you be doing this on the side of your full-time job or do you try to 00:00:10.200 --> 00:00:13.620 split the difference by doing this most of the time and getting a part-time gig? 00:00:14.040 --> 00:00:16.350 And maybe you're wondering how long is it gonna take to 00:00:16.350 --> 00:00:17.460 start getting money rolling in? 00:00:17.865 --> 00:00:20.325 Well, I'm gonna be answering all that and more in this video 00:00:20.325 --> 00:00:22.035 of sales talk over coffee. 00:00:22.424 --> 00:00:24.794 First I wanna say quick welcome or welcome back, Adam. 00:00:24.794 --> 00:00:28.155 Ben's been here, the roof strategist and everything that we do here in my 00:00:28.155 --> 00:00:32.295 program, in my sales training, in my free training center in our community and 00:00:32.295 --> 00:00:33.855 mastermind called the Pitch Pro Movement. 00:00:34.155 --> 00:00:37.905 And when I'm out speaking in training companies, it is all designed to help you 00:00:37.905 --> 00:00:41.145 and your team smash your income goal and give every customer an amazing experience. 00:00:41.145 --> 00:00:44.175 And I just wanna say welcome because the fact that you're here tells me 00:00:44.175 --> 00:00:48.165 that you're excited about betting on yourself, trying something new, 00:00:48.375 --> 00:00:52.605 and investing in in a new career path that could absolutely transform 00:00:52.635 --> 00:00:54.315 your life and help you earn life. 00:00:54.489 --> 00:00:55.210 Changing money. 00:00:55.210 --> 00:00:59.110 And in fact there are a lot of roofing salespeople that in their very first 00:00:59.110 --> 00:01:03.250 year hit the six-figure mark, hit the multi six-figure mark and sometimes earn 00:01:03.280 --> 00:01:06.009 even $300,000 in their very first year. 00:01:06.310 --> 00:01:10.240 But getting there is the hard part and getting started is the hardest part. 00:01:10.240 --> 00:01:16.150 So I want to talk through a few of these different scenarios because everyone is 00:01:16.150 --> 00:01:20.690 gonna have a different view and different comfort level on what kind of to. 00:01:20.895 --> 00:01:21.464 For risk. 00:01:21.470 --> 00:01:24.075 They have, when I got into the business, it was in 2000. 00:01:25.040 --> 00:01:28.080 I was a massage therapist at a franchise, and I was earning under 00:01:28.080 --> 00:01:32.550 $20,000 a year, uh, living on a strict $4 and 20 cents a day in groceries. 00:01:32.580 --> 00:01:33.810 I, I never went out to eat. 00:01:34.080 --> 00:01:37.350 Now, I was lucky enough that over the years I was squiring away a little bit 00:01:37.350 --> 00:01:41.730 of money at a time, and I had $2,000 roughly saved up, which was about six 00:01:41.730 --> 00:01:46.290 to eight weeks of runway cash flow wise for me to make this thing work. 00:01:46.740 --> 00:01:51.210 And many people had given me the advice to say, Adam, don't leave 00:01:51.215 --> 00:01:53.100 the quote, unquote, stability. 00:01:53.630 --> 00:01:57.470 Of the massage therapy gig to go all in on this commission only job. 00:01:57.620 --> 00:01:58.759 It's door to door. 00:01:59.060 --> 00:02:00.470 Who does door-to-door sales? 00:02:00.590 --> 00:02:01.399 It's commission only. 00:02:01.405 --> 00:02:02.660 You have no sales experience. 00:02:02.660 --> 00:02:03.170 It's roofing. 00:02:03.170 --> 00:02:04.140 You know nothing about roofs. 00:02:04.500 --> 00:02:05.130 And I get it. 00:02:05.130 --> 00:02:07.830 Those people truly loved me and they wanted what was best. 00:02:08.220 --> 00:02:11.280 But I knew in my heart of hearts as I began calculating how our company 00:02:11.280 --> 00:02:16.290 worked, that I would likely earn more in one roofing sale just one than an 00:02:16.290 --> 00:02:20.460 entire month doing the massage therapy at that franchise I was working at. 00:02:20.850 --> 00:02:23.910 So I made this decision and it was a very scary decision. 00:02:23.910 --> 00:02:24.540 Do I juggle it? 00:02:24.540 --> 00:02:24.750 Do I. 00:02:25.435 --> 00:02:28.644 But I wanna share with you how I made this decision and what decision I made. 00:02:29.155 --> 00:02:32.484 I started to look at my hours at the massage therapy franchise, and I was 00:02:32.484 --> 00:02:35.935 working nights because that's when people want a massage and weekends, 00:02:35.995 --> 00:02:37.525 which is when people want a massage. 00:02:37.825 --> 00:02:42.865 Now, unfortunately, that is the absolute prime time to be outselling roofs. 00:02:43.105 --> 00:02:47.215 So for me to try to juggle it meant that I was out trying to knock doors at like 00:02:47.215 --> 00:02:49.225 10 o'clock in the morning on the weekdays. 00:02:49.315 --> 00:02:52.165 And the more that I started to try to juggle this, I realized. 00:02:52.460 --> 00:02:57.380 I can't give this my all, and if I try to put one foot on either side, I'm just 00:02:57.380 --> 00:02:59.570 gonna delay or one foot's gonna slip. 00:02:59.630 --> 00:03:02.540 I'm gonna fall on that fence right between my legs and it ain't gonna feel good. 00:03:02.930 --> 00:03:04.010 So I made the decision. 00:03:05.070 --> 00:03:06.209 To go all in. 00:03:06.239 --> 00:03:07.140 I gave my notice. 00:03:07.140 --> 00:03:10.170 I quit the massage therapy gig and I gave roofing sales. 00:03:10.170 --> 00:03:14.040 All I had, now, I'm the type of person, I visualize what's gonna 00:03:14.045 --> 00:03:16.290 happen, and I did not doubt myself. 00:03:16.470 --> 00:03:18.660 Now, was I scared and did I get nervous at times? 00:03:18.660 --> 00:03:19.500 Absolutely. 00:03:19.829 --> 00:03:23.525 But when I made that leap, In my mind, I was already successful. 00:03:23.585 --> 00:03:28.925 I had already hit that income goal and I knew I could, I bet everything on myself. 00:03:28.925 --> 00:03:31.475 And I built the metaphorical parachute on the way down 00:03:31.480 --> 00:03:32.585 after jumping out of the plane. 00:03:33.065 --> 00:03:35.345 But at that time, I was in my twenties. 00:03:35.465 --> 00:03:36.335 I was living alone. 00:03:36.335 --> 00:03:39.905 I was not married, no children, and little responsibility. 00:03:40.235 --> 00:03:41.795 So I could make that leap. 00:03:41.915 --> 00:03:44.885 And I would encourage you as soon as you're able, cause I'll touch 00:03:44.885 --> 00:03:48.545 on this in a second, as soon as you're able to go all in, but I 00:03:48.545 --> 00:03:50.125 have spoken with folks who are a. 00:03:50.555 --> 00:03:53.165 They're the sole income or the household and they have four children. 00:03:53.705 --> 00:03:57.005 I would be probably jeopardizing the livelihood of an entire 00:03:57.005 --> 00:04:00.455 family if I was like, you got this man, because I don't know you. 00:04:00.755 --> 00:04:02.975 I don't know your situation. 00:04:02.975 --> 00:04:07.145 I didn't know if you have other financial obligations and everyone's risk 00:04:07.145 --> 00:04:12.005 tolerance is different, but objectively speaking, the sooner that you can go all. 00:04:12.635 --> 00:04:17.495 The better because the time and energy to get things going in roofing, sales will 00:04:17.495 --> 00:04:21.305 generally take, and people are different, but there's about a six to eight 00:04:21.305 --> 00:04:23.585 week delay from sale to getting paid. 00:04:23.855 --> 00:04:25.235 Now, every company's different. 00:04:25.235 --> 00:04:29.105 Some companies these days are offering a low base pay or salary or 00:04:29.110 --> 00:04:34.055 advances on commission or draws that can come in early or startup pay. 00:04:34.055 --> 00:04:36.095 There's, there's a whole variety. 00:04:36.395 --> 00:04:39.665 Of pay plans out there, and if you wanna learn more, you can watch my 00:04:39.665 --> 00:04:41.675 videos on pay plans and roofing sales. 00:04:41.675 --> 00:04:45.605 We'll link to that card up here and what I think is fair, just the common pay 00:04:45.605 --> 00:04:48.335 plans, so you can kind of shake that out for yourself to see what that looks like. 00:04:48.515 --> 00:04:50.675 But generally speaking, count on six to eight weeks if you're 00:04:50.675 --> 00:04:51.665 successful out of the gate. 00:04:51.695 --> 00:04:56.495 And you may wanna buffer for two to three months of light cash flow as you get. 00:04:57.525 --> 00:05:00.735 There was a gentleman who emailed me, by the way, he had earned, I believe, I'm 00:05:00.735 --> 00:05:03.975 going through my memory, I believe it was a little over 200,000 in his first 00:05:03.975 --> 00:05:06.375 year, but getting started was slow. 00:05:06.405 --> 00:05:10.605 He had, I think a few hundred dollars of commission in the first month, I 00:05:10.610 --> 00:05:12.555 think like 2000 in the next month. 00:05:12.885 --> 00:05:15.465 Maybe he was three or 4,000 thereafter, and then it shut 00:05:15.470 --> 00:05:17.565 up to 20 and it kept pace. 00:05:18.145 --> 00:05:22.195 Big numbers every single month, but that little trickle was like, I started to 00:05:22.195 --> 00:05:23.215 get a little taste, started to do okay. 00:05:23.244 --> 00:05:24.685 Oh, now I'm figuring out, I'm doing a little better. 00:05:24.744 --> 00:05:27.534 And for many people they end up quitting too soon. 00:05:27.984 --> 00:05:28.525 And. 00:05:28.905 --> 00:05:31.185 This gentleman, if he would've quit in those first three months, cuz he 00:05:31.185 --> 00:05:34.395 wasn't seeing the big money coming in, would've missed out on earning 00:05:34.395 --> 00:05:36.915 multi six figures in his first year. 00:05:37.065 --> 00:05:40.095 So I just want you to be prepared with realistic expectations that 00:05:40.095 --> 00:05:43.845 the absolute hardest part of this industry is your first six months. 00:05:44.055 --> 00:05:47.535 Getting into it, getting started, getting in the swing of things, feeling confident, 00:05:47.685 --> 00:05:51.805 learning a new craft, learning new sales, being in new environments and challenging. 00:05:52.315 --> 00:05:55.855 So first question, do you go all in as soon as you can? 00:05:55.885 --> 00:05:56.395 Yes. 00:05:56.455 --> 00:05:57.295 Second question. 00:05:57.295 --> 00:05:58.315 How long is it gonna take? 00:05:58.375 --> 00:06:00.865 Six to eight weeks, maybe as long as six months. 00:06:00.865 --> 00:06:01.795 Depends on the market. 00:06:01.795 --> 00:06:02.815 Depends on when you start. 00:06:03.055 --> 00:06:08.455 If you're starting, let's say, selling in, uh, Iowa, and you get hired in February. 00:06:09.044 --> 00:06:09.645 It's cold. 00:06:09.645 --> 00:06:11.594 You might not be that active until the spring. 00:06:11.594 --> 00:06:14.565 So again, there is some considerations and the seasonality 00:06:14.565 --> 00:06:16.094 that you'll want to keep in mind. 00:06:16.455 --> 00:06:19.484 I would highly recommend that you speak with the company that you're selling 00:06:19.484 --> 00:06:23.534 for or considering selling for, to ask them what they would expect the ramp up 00:06:23.534 --> 00:06:25.484 time to be based on their comp plants. 00:06:25.784 --> 00:06:28.364 Now, the last thing that I wanna address in this video is the 00:06:28.364 --> 00:06:30.015 idea of this part-time job thing. 00:06:30.015 --> 00:06:30.974 Do you do it or do you not? 00:06:32.820 --> 00:06:35.640 I've worked with quite a few roofing salespeople who've had jobs, 00:06:35.850 --> 00:06:38.909 specifically bartending because that's how they came into it. 00:06:38.909 --> 00:06:39.750 They're good with people. 00:06:39.870 --> 00:06:40.940 They can handle conflict. 00:06:40.945 --> 00:06:44.040 They're used to people being rude and they channel those skills in a way 00:06:44.040 --> 00:06:45.960 in sales to earn really good money. 00:06:46.275 --> 00:06:49.365 But that cash flow, there's that delay as we get started. 00:06:49.485 --> 00:06:53.415 So these folks decide to keep their bartending job as they get traction. 00:06:53.745 --> 00:06:56.534 More often than not, what I've found is they reach a point where they're 00:06:56.534 --> 00:06:57.705 like, well, why would I do that? 00:06:57.705 --> 00:06:59.175 I'm making more on sales now. 00:06:59.175 --> 00:07:00.225 I can make that pivot. 00:07:00.284 --> 00:07:01.725 And then they go all in. 00:07:01.730 --> 00:07:03.735 So very few people will keep that in the long run. 00:07:04.065 --> 00:07:08.385 But there's one big, big, big problem with the bartending side jobs. 00:07:08.815 --> 00:07:14.125 They have a tendency to demand weekend hours or evening hours, and again, it 00:07:14.125 --> 00:07:19.195 depends on where you're at, but my best advice is that if you get a part-time job, 00:07:19.375 --> 00:07:23.575 you find someplace that will allow you to work in the mornings during the week. 00:07:23.755 --> 00:07:27.745 This will free up your time to be free in the evenings and the weekends, 00:07:27.865 --> 00:07:31.105 which is the single most valuable. 00:07:31.995 --> 00:07:34.245 I guess it's not single if it's seven days a week. 00:07:34.665 --> 00:07:37.755 , my point is the nights and the weekends are the most valuable time for you to 00:07:37.755 --> 00:07:41.325 be out knocking doors, making sales, or running appointments for your company 00:07:41.505 --> 00:07:43.275 because that's when people are home. 00:07:43.575 --> 00:07:49.425 And if you can do that, you'll have the best availability to start making sales. 00:07:49.430 --> 00:07:50.025 So you can. 00:07:50.400 --> 00:07:53.160 go all in even quicker and ditch the part-time job. 00:07:53.430 --> 00:07:57.750 Now, the key takeaway is you need to assess your own threshold 00:07:57.810 --> 00:07:59.580 of one, your risk tolerance. 00:07:59.820 --> 00:08:01.860 Two, who's depending on you. 00:08:02.040 --> 00:08:04.800 And three, do you have a contingency plan? 00:08:05.130 --> 00:08:08.640 I always hope for the best and plan for the worst, and I was fortunate enough. 00:08:09.315 --> 00:08:14.505 In my twenties to know that if I burned through my money and I went 00:08:14.745 --> 00:08:19.515 two months without making any sales, I could jump back into a massage therapy 00:08:19.515 --> 00:08:24.255 franchise and pick up another one to continually earn not great money. 00:08:24.255 --> 00:08:27.795 While I tried to make this work, I also knew that my brother lived just around 00:08:27.795 --> 00:08:31.245 the corner, and I'd probably be able to crash on his couch if I needed to. 00:08:31.605 --> 00:08:34.905 And I know that I've got two loving parents that wouldn't, you know, if push 00:08:34.905 --> 00:08:36.914 came to shove, I'd have a couch to crash. 00:08:37.414 --> 00:08:42.184 Hot meals and some love and support to, as I balled my eyes 00:08:42.184 --> 00:08:43.534 out feeling like a failure. 00:08:44.015 --> 00:08:48.035 But at the end of the day, I just want to commend you because the fact 00:08:48.035 --> 00:08:51.665 is you're looking at a new career or starting a new career, you're 00:08:51.665 --> 00:08:53.585 taking a risk and that's admirable. 00:08:54.225 --> 00:08:57.255 and whether or not it even works out, you deserve a pat on the back. 00:08:57.255 --> 00:08:58.815 And I mean that from the bottom of my heart. 00:08:58.995 --> 00:09:00.315 Because you're betting on yourself. 00:09:00.315 --> 00:09:02.685 You're trying something new, you're challenging yourself, you're putting 00:09:02.685 --> 00:09:04.945 yourself into an uncomfortable position. 00:09:05.055 --> 00:09:07.755 And if you play your cards right, which I'm guessing you are, cuz 00:09:07.755 --> 00:09:10.725 you're here doing your homework and learning about this industry, you 00:09:10.725 --> 00:09:14.925 too have the capabilities, the full capabilities to apply yourself, 00:09:15.075 --> 00:09:18.675 gamify this personal development, change your life and earn six figure. 00:09:19.114 --> 00:09:20.824 Or more in your very first year. 00:09:20.974 --> 00:09:24.724 So I'm really honored to have you here and to help support your journey. 00:09:24.964 --> 00:09:27.775 So congratulations again and remember. 00:09:28.260 --> 00:09:28.920 Go all in. 00:09:28.920 --> 00:09:32.850 As soon as you can juggle that risk, get a few months saved up. 00:09:32.850 --> 00:09:34.860 So you're in a comfortable position to make that transition. 00:09:35.280 --> 00:09:40.020 And I hope that you are absolutely wildly successful in roofing sales. 00:09:40.350 --> 00:09:42.900 Thanks for joining me on this video and just cuz our time 00:09:42.900 --> 00:09:43.949 here is about to wrap up. 00:09:43.949 --> 00:09:45.120 Doesn't mean you are in my time. 00:09:45.120 --> 00:09:45.540 Has to. 00:09:45.930 --> 00:09:48.870 I, I'd like to invite you to join me inside the free training center. 00:09:48.870 --> 00:09:52.405 You can click here to get in there and, Click on the pitch, like a pro 00:09:52.405 --> 00:09:53.485 roofing sales training video library. 00:09:53.485 --> 00:09:57.715 There's three playlists right at the top that are perfect for the beginner or 00:09:57.715 --> 00:09:59.905 soon to be beginner roofing salesperson. 00:10:00.145 --> 00:10:02.875 And if you wanna hang with me here on YouTube, hop into this video 00:10:02.995 --> 00:10:04.595 and I will see you on the next one.