WEBVTT NOTE This file was generated by Descript 00:00:00.330 --> 00:00:03.810 You have one thing holding back your income in roofing sales, and this 00:00:03.810 --> 00:00:07.260 applies to virtually every single roofing salesperson out there. 00:00:07.350 --> 00:00:10.680 And until you figure out how to break through this one thing, 00:00:10.740 --> 00:00:14.490 the cap on your income, you'll forever be stuck at that point. 00:00:14.940 --> 00:00:16.800 And this is not all doom and gloom. 00:00:16.800 --> 00:00:19.350 Don't you worry, because in this video I'm gonna be teaching you 00:00:19.350 --> 00:00:21.690 how to calculate your actual worth. 00:00:22.080 --> 00:00:24.390 What you, my friend, are worth every single hour. 00:00:24.750 --> 00:00:28.740 Unfortunately, this exercise is shocking and for most folks 00:00:28.920 --> 00:00:30.240 it's not shocking in a good way. 00:00:30.240 --> 00:00:33.090 We end up looking at this number and we're like, I thought it was like three 00:00:33.090 --> 00:00:37.019 to four to even five times what I actually wrote down on this piece of paper. 00:00:37.019 --> 00:00:39.420 We're gonna be doing this exercise here together, and then when we 00:00:39.420 --> 00:00:42.970 see this for ourselves, we end up feeling a little bad about it. 00:00:43.020 --> 00:00:44.220 Which, by the way, I've been there. 00:00:44.220 --> 00:00:45.180 I've done this myself. 00:00:45.180 --> 00:00:46.290 I'll share that story in a moment. 00:00:46.500 --> 00:00:49.440 But the good news is, is that when we realize that the number one limiting 00:00:49.440 --> 00:00:54.960 factor in sales, which teaser alert is not your ability to sell, I repeat your 00:00:54.960 --> 00:00:56.790 number one income factor is not sales. 00:00:57.090 --> 00:01:00.870 It is my friend time and time and time. 00:01:01.135 --> 00:01:01.615 In time. 00:01:01.885 --> 00:01:03.175 It's that simple time. 00:01:03.715 --> 00:01:05.065 Time is what holds us back. 00:01:05.065 --> 00:01:08.155 Now for most folks, if we had all the time in the world, we could make a bunch more 00:01:08.155 --> 00:01:12.775 sales and a bunch more money, and there's this fallacy in roofing sales like, oh 00:01:12.925 --> 00:01:14.935 dude, I just made two grand in an hour. 00:01:15.025 --> 00:01:15.625 No, you didn't. 00:01:16.105 --> 00:01:17.665 Maybe you knocked doors for an hour. 00:01:17.665 --> 00:01:18.565 You got a few nos. 00:01:18.565 --> 00:01:20.155 You, you landed a yes, you made a sale. 00:01:20.155 --> 00:01:21.115 The commission was two grand. 00:01:21.115 --> 00:01:22.975 But what about the drive time? 00:01:22.980 --> 00:01:25.045 What about all the time you worked in the year? 00:01:25.410 --> 00:01:28.080 Is that just $0 time, like you're not getting paid. 00:01:28.350 --> 00:01:30.630 So what we need to do is just realistically look at how much 00:01:30.630 --> 00:01:34.200 money we are actually able to earn per hour based on all the hours 00:01:34.200 --> 00:01:36.300 that we work in a day over a year. 00:01:36.630 --> 00:01:39.720 And this is the first way that I answer the question that comes up 00:01:39.720 --> 00:01:42.479 at virtually every single speaking event that I do when I have a full 00:01:42.479 --> 00:01:43.679 day training event like I have with. 00:01:43.775 --> 00:01:47.525 Owens corny in the last, I dunno, 40, 50 we've done just in, in recent time. 00:01:47.735 --> 00:01:50.795 I started off by saying, Hey, what's the one thing that you need to 00:01:50.795 --> 00:01:53.345 leave from this event that's gonna help you smash your income goal? 00:01:53.525 --> 00:01:57.455 And one of the most common things that comes up is time management. 00:01:57.635 --> 00:02:00.815 And instead of me speaking up to time management on its own, we start with 00:02:00.815 --> 00:02:04.075 this exercise to help you figure out what you're actually worth per hour. 00:02:04.505 --> 00:02:07.565 I wanna share with you how I discovered this and what it's done for me. 00:02:08.345 --> 00:02:13.175 I remember back to one of my best years in the roofing business and uh, my boss. 00:02:13.635 --> 00:02:17.145 He bought me a 1991 Corvette CR one. 00:02:17.355 --> 00:02:18.405 That was my Christmas bonus. 00:02:18.615 --> 00:02:20.565 It was parked in our warehouse and at this point I was the chief 00:02:20.565 --> 00:02:21.555 operating officer of the company. 00:02:21.855 --> 00:02:26.325 And, uh, he knew that 91 Corvette zero one was like my dream car, fastest 00:02:26.325 --> 00:02:27.525 production car made in its time. 00:02:27.705 --> 00:02:29.115 We had a fantastic year. 00:02:29.115 --> 00:02:32.325 My top line revenue was the best that I'd ever done, and then I got 00:02:32.325 --> 00:02:35.175 this awesome car on top of it and I thought I was on top of the world. 00:02:35.355 --> 00:02:37.155 I thought I was making all this money per hour. 00:02:37.335 --> 00:02:40.245 And then I sat down with a pen and paper and I went through the exercise 00:02:40.245 --> 00:02:41.775 that you and I are gonna do together. 00:02:42.330 --> 00:02:47.310 And I looked at it and I was like, oh gosh, that's not what I thought. 00:02:47.835 --> 00:02:53.355 I basically have two full-time jobs and what ended up being this like total 00:02:53.355 --> 00:02:57.195 awakening moment was when I realized that the top line revenue, although 00:02:57.200 --> 00:02:59.055 important, is really not what's important. 00:02:59.055 --> 00:03:02.025 What's important is your hourly rate or your EHR effective hourly 00:03:02.030 --> 00:03:02.954 rate, which we're gonna get to. 00:03:03.315 --> 00:03:06.165 And the reason I say that is because at the end of the day, if we keep chasing 00:03:06.165 --> 00:03:07.035 more and more money, what do we do? 00:03:07.035 --> 00:03:09.495 We keep working more and more and more, and I found myself where I 00:03:09.495 --> 00:03:12.285 worked more and more and more, but my hourly rate actually reduced. 00:03:12.555 --> 00:03:15.945 And when I shifted gears, instead of trying to make more money, I 00:03:15.945 --> 00:03:17.835 focused on my effective hourly rate. 00:03:17.955 --> 00:03:20.145 That changed how I looked at my time. 00:03:20.355 --> 00:03:22.215 It changed how I structured my days. 00:03:22.455 --> 00:03:25.609 It made me become someone who was like, Into reactive mode and like I'll 00:03:25.609 --> 00:03:30.859 figure it out as we go to being hyper planned, hyper-focused, laser dialed. 00:03:31.130 --> 00:03:36.140 And when I ended up doing that, I ended up cranking my income up, doubling it, 00:03:36.140 --> 00:03:37.700 doubling it, doubling it, and doubling it. 00:03:37.704 --> 00:03:38.179 Doubling it. 00:03:38.179 --> 00:03:41.420 I think 3, 4, 5 times even since then, if not more. 00:03:41.839 --> 00:03:46.429 And the one focus I've always had is my ehr, my effective hourly rate, 00:03:46.489 --> 00:03:48.019 which we're gonna get into right now. 00:03:48.140 --> 00:03:51.290 So grab pen, grab paper, get your calculator out. 00:03:51.495 --> 00:03:52.335 Let's rock and roll. 00:03:52.695 --> 00:03:54.015 Alright, first quick, welcome. 00:03:54.015 --> 00:03:55.305 Welcome back, Adam Besman here. 00:03:55.335 --> 00:03:58.335 I'm the roof strategist and everything I do here on my channel is designed to 00:03:58.335 --> 00:04:02.685 help you smash your income goal and give every customer an amazing experience. 00:04:02.745 --> 00:04:04.845 And in order to smash your income goal, you gotta know what your 00:04:04.845 --> 00:04:07.965 effective hourly rate is, what you're actually worth, and then how you can 00:04:07.970 --> 00:04:10.965 move the needle by focusing on that one number, not the top line number. 00:04:11.055 --> 00:04:13.965 It's a little backwards in the thinking process, but I promise it'll help. 00:04:14.355 --> 00:04:16.035 So what we're gonna do, grab your pen paper. 00:04:16.035 --> 00:04:17.295 I'm gonna let you look right over my shoulder. 00:04:17.505 --> 00:04:20.520 We are gonna write down, Effective hourly rate. 00:04:20.700 --> 00:04:21.000 Okay. 00:04:21.180 --> 00:04:24.300 E H R, effective hourly rate. 00:04:25.034 --> 00:04:25.515 Right at the top. 00:04:26.145 --> 00:04:30.885 Then what we do is we take a look at our annual earned income. 00:04:30.885 --> 00:04:32.955 So I'm gonna right at the top, and by the way, I'm gonna do this in three 00:04:32.960 --> 00:04:34.424 different variations on sample numbers. 00:04:34.724 --> 00:04:39.705 Let's say, for example, I have earned $100,000 in the last 12 months. 00:04:39.710 --> 00:04:42.284 I'm gonna put on my last 12 months of income up top. 00:04:42.554 --> 00:04:47.054 Then I'm gonna divide that by the number of hours that I've worked 00:04:47.085 --> 00:04:50.054 in a year, and I'm gonna give you a little cheat code to estimating this. 00:04:50.354 --> 00:04:52.335 It's important that you modify these numbers to fit. 00:04:52.345 --> 00:04:56.995 Your sales cycle in the market that you work, in example, my friends in Minnesota, 00:04:57.325 --> 00:04:58.795 you're not working 12 months a year. 00:04:58.885 --> 00:05:01.945 You know, you're working up until what, November and then you got pretty 00:05:01.945 --> 00:05:03.805 much dead time until February, March. 00:05:03.985 --> 00:05:06.475 I know that you're still working here and there, but it's, is it safe 00:05:06.475 --> 00:05:08.845 to say it's nowhere near the hours that you were putting on the summer? 00:05:09.385 --> 00:05:12.145 Meanwhile, my friends in like Texas, Dallas, Texas, Louisiana, 00:05:12.145 --> 00:05:15.715 Florida, you guys and gals are generally working year round. 00:05:15.955 --> 00:05:18.535 So let's assume that we all work 50 hours. 00:05:19.245 --> 00:05:19.695 A week. 00:05:19.724 --> 00:05:20.445 Is that safe? 00:05:20.715 --> 00:05:23.505 I believe that's kind of conservative, cuz to me 50 hours was kind of part-time. 00:05:23.715 --> 00:05:26.115 So let's assume a 50 hour work week. 00:05:26.354 --> 00:05:29.685 And for, for many of us it might be closer to 60 cuz we're working Saturdays, 00:05:29.715 --> 00:05:31.305 but let's just say 50 for right now. 00:05:31.544 --> 00:05:33.585 Which by the way, would tip the scales in your favor on the number 00:05:33.585 --> 00:05:36.015 you're about to see 50 hours a week. 00:05:36.294 --> 00:05:39.715 And let's assume that you're working for 50 weeks outta the year. 00:05:39.715 --> 00:05:43.315 There's 52 weeks in a year that gives you two weeks off being closed for Christmas, 00:05:43.315 --> 00:05:47.844 new Year's, uh, Thanksgiving, 4th of July, Memorial Day, labor Day, things like that. 00:05:47.875 --> 00:05:49.525 You know, any other time off vacations. 00:05:49.705 --> 00:05:56.125 So 50 hours a week, times 50, working weeks in a year is 2,500 hours. 00:05:56.505 --> 00:06:00.135 So I'm going to take, and this is where we're gonna discover your effective 00:06:00.135 --> 00:06:04.844 hourly rate, your, your income that you've earned that year, divided by 2,500. 00:06:04.935 --> 00:06:08.445 And what you will see is that your effective hourly rate, 00:06:08.655 --> 00:06:11.685 drum roll is $40 an hour. 00:06:11.835 --> 00:06:12.974 That's what you're actually earning. 00:06:13.335 --> 00:06:16.664 Now, for many people that see that you're gonna go, wait, what? 00:06:16.695 --> 00:06:17.984 40 bucks an hour? 00:06:18.044 --> 00:06:19.215 Thought it was way more than that. 00:06:19.830 --> 00:06:23.910 Then if we add, let's say you have 200,000 of income per year. 00:06:23.940 --> 00:06:25.320 I'm just chicken scratching on top. 00:06:25.590 --> 00:06:33.120 That number goes from 40 to $80 per hour, 80 bucks an hour, and then when 00:06:33.125 --> 00:06:39.660 you go up to 300, that number, that's not 80, you're up to one 20 an hour. 00:06:41.445 --> 00:06:45.735 Now what you can see is if you drop the number of hours you work and you, 00:06:45.795 --> 00:06:49.665 you focus on working as some people say smarter, which really just means 00:06:49.665 --> 00:06:54.195 more effective, so, Then you're gonna watch that number go up even more. 00:06:54.555 --> 00:06:57.735 So instead of just looking at your top line revenue, you wanna look 00:06:57.735 --> 00:06:59.175 at your effective hourly rate. 00:06:59.175 --> 00:07:00.135 So do this right now. 00:07:00.405 --> 00:07:04.005 Grab a pen and paper or grab your calculator and write down how many, how 00:07:04.005 --> 00:07:06.675 much you've earned the last 12 months, divided by how many hours you've worked. 00:07:06.675 --> 00:07:09.705 Again, I assumed, 50 hours a week, times 50 weeks, you find 00:07:09.705 --> 00:07:10.685 your effective hourly rate. 00:07:11.145 --> 00:07:15.105 Now what you get to do is apply this concept because if I did the classic. 00:07:16.034 --> 00:07:18.075 In, in marketing, they called the gun to the head approach. 00:07:18.075 --> 00:07:21.885 Meaning if I put a a metaphorical gun to your head, and I said, you have two 00:07:21.885 --> 00:07:25.844 hours to make sales, you get to choose any day of the week, any time window, but 00:07:25.844 --> 00:07:27.735 you need to make a sale in not two hours. 00:07:27.885 --> 00:07:29.085 When do you do it go? 00:07:29.355 --> 00:07:33.405 And for most people, I hear five to 7:00 PM on a weekday, or between 00:07:33.465 --> 00:07:37.545 10 and noon, or sometimes like it's noon to two on a Saturday. 00:07:37.724 --> 00:07:38.685 So that's that time window. 00:07:38.685 --> 00:07:42.284 So we have to then apply this knowledge and say, okay, if 00:07:42.375 --> 00:07:44.055 this is a clock, so there's 12. 00:07:44.210 --> 00:07:45.859 Three, six, and nine. 00:07:46.635 --> 00:07:47.054 All right. 00:07:47.354 --> 00:07:51.974 We know that our most lucrative sales time is right here, five to seven. 00:07:52.065 --> 00:07:54.224 I'm gonna just put that in five to seven. 00:07:54.405 --> 00:07:56.955 So right here is our most lucrative time of the day. 00:07:57.854 --> 00:07:59.775 This is income producing time. 00:08:00.044 --> 00:08:02.385 I'm gonna put all my effort into sales right here. 00:08:02.390 --> 00:08:03.315 And what am I not doing? 00:08:03.645 --> 00:08:06.224 I'm not answering phone calls from friends and family. 00:08:06.375 --> 00:08:08.174 I'm not responding to text messages. 00:08:08.474 --> 00:08:10.215 I am not on Facebook. 00:08:10.215 --> 00:08:11.354 I am not on Instagram. 00:08:11.655 --> 00:08:15.465 I know that these two hours of the day are the most valuable. 00:08:15.465 --> 00:08:19.155 Times of the day, the most income producing opportunities that I have. 00:08:19.335 --> 00:08:22.635 So I'm gonna then start approaching my effective hourly rate to say, all right, 00:08:22.695 --> 00:08:27.135 well, in the mornings then is when I'm gonna do catch up admin work, follow up, 00:08:27.135 --> 00:08:31.755 submitting scopes, uh, paperwork, all that stuff That doesn't make me any money. 00:08:31.815 --> 00:08:36.405 And I'm gonna structure my day around income, producing time for the sole 00:08:36.405 --> 00:08:41.084 purpose of being more efficient and then increasing my effective hourly rate. 00:08:41.204 --> 00:08:43.725 So I'd love to hear from you, and I know this is gonna be a 00:08:43.725 --> 00:08:44.925 vulnerable one for many people. 00:08:46.604 --> 00:08:49.604 When you found your effective hourly rate, were you pleasantly surprised? 00:08:49.694 --> 00:08:52.305 Thumbs up, or were you unpleasantly surprised? 00:08:52.365 --> 00:08:52.964 Thumbs down. 00:08:53.175 --> 00:08:54.704 Drop it in the comment section below. 00:08:54.765 --> 00:08:57.435 I know the first time that I did this, I, I went a big thumbs down 00:08:57.525 --> 00:08:59.444 and I was like, this is not good. 00:08:59.594 --> 00:09:02.775 But again, by focusing on that effective hourly rate, I, I, I, I 00:09:02.775 --> 00:09:04.724 focused on the tactical execution. 00:09:05.625 --> 00:09:08.204 Being more efficient and planning my time better. 00:09:08.354 --> 00:09:12.675 And today, the way I apply this is my weeks are planned multiple weeks out. 00:09:13.125 --> 00:09:16.905 I know exactly what I'm doing on what days when, and I know in the 00:09:16.905 --> 00:09:20.265 roofing space, like everything's really reactive and fast, fast paced, 00:09:20.270 --> 00:09:21.435 and sometimes we gotta be flexible. 00:09:21.704 --> 00:09:22.665 But we plan ahead. 00:09:22.694 --> 00:09:25.905 We structure our day and we cove our time to know that if someone 00:09:25.905 --> 00:09:28.625 is reaching out to you, and this is, we're gonna go one step deeper. 00:09:29.204 --> 00:09:29.985 Like your, your buddy. 00:09:29.985 --> 00:09:31.574 That calls was gonna change your mind. 00:09:31.574 --> 00:09:32.204 We're gonna end on this. 00:09:32.204 --> 00:09:32.444 No. 00:09:32.535 --> 00:09:32.834 All right. 00:09:32.985 --> 00:09:34.694 You're not gonna answer the phone cuz here's what it is. 00:09:34.785 --> 00:09:37.875 If we know, let's make an assumption, I'm gonna flip to a Freshie Freshie page. 00:09:39.194 --> 00:09:42.525 We're on the assumption just for for fun, that your effective 00:09:42.525 --> 00:09:45.584 hourly rate is 40 bucks. 00:09:46.694 --> 00:09:47.954 And again, I'm just gonna do those tiers. 00:09:47.954 --> 00:09:51.555 We have 40, 80, and one 20. 00:09:52.635 --> 00:09:52.875 Okay? 00:09:53.625 --> 00:09:55.005 Divide that number by 60. 00:09:57.795 --> 00:09:58.635 I'm not gonna do the math for it. 00:09:58.635 --> 00:09:59.175 I want you to do it. 00:09:59.685 --> 00:10:00.045 Why? 00:10:00.285 --> 00:10:04.845 Because you just found that the value of every single minute of 00:10:04.845 --> 00:10:09.285 your time, the value of every single minute of your time, which means. 00:10:09.645 --> 00:10:13.995 When a friend calls, when someone pulls you aside, when you get distracted, 00:10:14.205 --> 00:10:18.465 they are putting their hand in their pocket and robbing you of that money. 00:10:18.615 --> 00:10:19.905 Oh, I just need just a minute. 00:10:19.935 --> 00:10:21.075 Oh, I need just five minutes. 00:10:21.075 --> 00:10:22.395 Just a quick five minute call. 00:10:22.575 --> 00:10:25.635 Hey bud, do you want to ditch this day and go fishing and drink some beer? 00:10:25.875 --> 00:10:27.075 They're stealing from you. 00:10:27.305 --> 00:10:29.495 You're, and you my friend, are allowing it. 00:10:29.735 --> 00:10:33.245 So when you know the value of every minute of your time, which is one of the 00:10:33.245 --> 00:10:37.235 reasons that I'm a nerd and I like wearing a watch and I happen to just be a watch 00:10:37.235 --> 00:10:41.255 nerd and I like nice watches, it is a constant reminder of how precious time is. 00:10:41.255 --> 00:10:44.255 Cuz the one thing that unites us all and is the equal and level playing field. 00:10:44.675 --> 00:10:48.905 So your effective hourly rate, and then the value of every minute. 00:10:49.320 --> 00:10:50.880 Does this change how you sell? 00:10:51.090 --> 00:10:53.100 Does this change how you guard your time? 00:10:53.400 --> 00:10:57.930 Does this change or will it change how you use and manage your time? 00:10:58.410 --> 00:11:00.240 I'd love to hear from you in the comment section below. 00:11:00.540 --> 00:11:03.900 My hope is that this refocus your attention to be more efficient. 00:11:04.199 --> 00:11:07.620 So you can smash your income goal and give every customer an amazing experience. 00:11:07.920 --> 00:11:11.100 And if you want help for you personally, or if you're an owner or manager 00:11:11.100 --> 00:11:13.199 with a team, I'd love to help you. 00:11:13.500 --> 00:11:16.890 And my program, there's details in the description below, can provide 00:11:16.890 --> 00:11:20.370 every single salesperson on your team with a daily sales plan that's built 00:11:20.375 --> 00:11:21.660 around their cus their income goal. 00:11:21.660 --> 00:11:22.350 So it's a custom. 00:11:22.565 --> 00:11:25.085 Program and they're gonna answer that in, and they're gonna say, I wanna 00:11:25.085 --> 00:11:28.025 make this a much, I'm gonna tell 'em exactly how many sales they need to 00:11:28.025 --> 00:11:30.815 make, how many sales appointments they need to make based on their close rate, 00:11:30.995 --> 00:11:33.785 what they need to do each and every day to generate those appointments. 00:11:33.935 --> 00:11:36.905 Then I'm gonna give every member of the team everything they need so you 00:11:36.905 --> 00:11:40.835 can self-generate more leads without forking over more money to marketing 00:11:40.835 --> 00:11:42.245 agencies or relying on your company. 00:11:42.455 --> 00:11:44.435 I'm gonna train everyone on the team how to overcome objections 00:11:44.435 --> 00:11:45.395 right there on the spot. 00:11:45.660 --> 00:11:47.700 Uh, without the cat getting your tongue or getting frozen. 00:11:47.760 --> 00:11:50.100 And I'm gonna teach everybody how to use my car park closing 00:11:50.100 --> 00:11:53.700 formula to not only close deals confidently in the house without 00:11:53.700 --> 00:11:55.440 sounding sleazy, salesy, and pushy. 00:11:55.710 --> 00:11:58.980 But I'm gonna give you an efficient plan to not only leave that house with a signed 00:11:58.980 --> 00:12:01.350 deal, but with a pocket full of referrals. 00:12:01.350 --> 00:12:03.390 Because yes, we will be asking for referrals in the beginning. 00:12:03.390 --> 00:12:04.320 It's part of a process. 00:12:04.320 --> 00:12:05.940 I include the referral cheat sheet and more. 00:12:06.330 --> 00:12:08.670 So if you wanna learn how we can help you smash your income goal, 00:12:08.910 --> 00:12:11.610 then text the word demo, D e M o. 00:12:11.625 --> 00:12:15.495 To 3 0 3 2 2 2 71 33. 00:12:15.495 --> 00:12:21.285 There's a link in the description as well where you text demo to 3 0 3 2 2 2 71 33. 00:12:21.675 --> 00:12:22.305 All right, my friend. 00:12:22.455 --> 00:12:22.965 There you are. 00:12:23.175 --> 00:12:27.675 Your effective hourly rate, what you are actually worth and how you can move 00:12:27.680 --> 00:12:29.595 that needle to make even more money. 00:12:30.120 --> 00:12:31.440 Thanks for joining me on today's video. 00:12:31.650 --> 00:12:34.470 If you like this video and you want more subscribe, hit the thumbs up that 00:12:34.470 --> 00:12:36.030 tells me to make more stuff like this. 00:12:36.360 --> 00:12:38.850 And, uh, just cause we're about to wrap up doesn't mean you're in my time, has to. 00:12:38.850 --> 00:12:40.800 So click here to get in my free training center. 00:12:40.980 --> 00:12:42.900 No catch or stay on YouTube. 00:12:42.905 --> 00:12:43.650 Hop into this video. 00:12:43.830 --> 00:12:44.460 I'll see you in the next one.