WEBVTT NOTE This file was generated by Descript 00:00:00.330 --> 00:00:04.170 Discipline and consistency are one of the most challenging things to hold 00:00:04.170 --> 00:00:06.060 ourselves accountable to in roofing sales. 00:00:06.360 --> 00:00:09.510 And when you have a really good week or a good day or a good month, 00:00:09.750 --> 00:00:12.570 it's really easy to let off the gas and be like, Hey, you know what? 00:00:12.780 --> 00:00:14.670 I'm gonna take the afternoon off. 00:00:14.670 --> 00:00:18.060 And then one afternoon slips into the next afternoon, and then next afternoon, 00:00:18.060 --> 00:00:21.990 and before you know it, your sales momentum comes plummeting, crashing down. 00:00:22.290 --> 00:00:26.130 And the only way to get out of it is to get back on track. 00:00:26.130 --> 00:00:29.099 But then we get in our head and we're like, okay, well it dropped now. 00:00:29.099 --> 00:00:31.979 So everything from when I was doing well till I dropped, I can't recover that. 00:00:31.979 --> 00:00:32.729 That's lost time. 00:00:32.729 --> 00:00:33.840 That's lost opportunity. 00:00:33.870 --> 00:00:36.870 And then now I gotta work twice as hard to get back to the place that I should 00:00:36.870 --> 00:00:39.330 have been if I just stayed on the gas. 00:00:39.610 --> 00:00:42.670 And for many of us, we can get in our head and say, Hey, well 00:00:42.670 --> 00:00:43.810 I already let it slip this much. 00:00:43.810 --> 00:00:47.560 And then it feels insurmountable and we end up putting a nail in our own 00:00:47.560 --> 00:00:50.260 coffin by, by not recovering ever. 00:00:50.290 --> 00:00:52.960 And it's like, it's almost like when you were on a diet at 00:00:52.960 --> 00:00:54.040 some point in your life, maybe. 00:00:54.100 --> 00:00:57.880 I know I was, I, I, when I was, I gained 30 pounds and I got into the roofing 00:00:57.880 --> 00:01:01.660 business, drinking too much and working too much and not taking care of myself. 00:01:01.900 --> 00:01:02.440 And I remember. 00:01:02.775 --> 00:01:06.585 If I ever had like a, a, a cheat meal, it, I, I'd never just cheat a little bit. 00:01:06.585 --> 00:01:09.315 It was like, well, I already cheated, so I might as well have eight more beers 00:01:09.315 --> 00:01:11.175 and then eat a whole cake to myself. 00:01:11.445 --> 00:01:16.365 So that same concept can, can poison our success in sales. 00:01:16.515 --> 00:01:18.585 So in this video, I wanna share with you a really, I. 00:01:18.680 --> 00:01:23.360 Simple way to maintain consistency and perform at a really high level. 00:01:23.630 --> 00:01:26.990 Uh, first I just wanna say a quick welcome or welcome back if you're new here, Adam. 00:01:26.995 --> 00:01:30.080 Ben's been the roof strategist and everything that I do on my channel 00:01:30.260 --> 00:01:34.130 is designed to help you and your team smash your income goal and give 00:01:34.130 --> 00:01:36.200 every customer an amazing experience. 00:01:36.200 --> 00:01:39.050 So if you haven't yet done it, I hit the subscribe button and the 00:01:39.050 --> 00:01:40.490 bell so you don't miss a thing. 00:01:40.820 --> 00:01:43.490 And you're welcome to join me inside my free training center as well. 00:01:43.520 --> 00:01:48.110 There's a link in the description, or you can text the word free, uh, to 3 0 3. 00:01:48.315 --> 00:01:50.445 2, 2, 2 71 33. 00:01:50.445 --> 00:01:54.285 In fact, inside there I've got a playlist on goals and motivation 00:01:54.435 --> 00:01:56.715 that I think you might really like if you're jiving on this video. 00:01:57.225 --> 00:01:57.945 Alright, let's rock and roll. 00:01:57.945 --> 00:01:59.085 So, consistency. 00:01:59.085 --> 00:02:02.745 How do we maintain consistency, especially when one of two things happens? 00:02:03.015 --> 00:02:05.445 Consistency is easy to fall off of when we're doing really well 00:02:05.655 --> 00:02:08.655 because we just say, Hey, what's a little break here and there. 00:02:08.735 --> 00:02:10.905 And then consistency is also easy to fall. 00:02:11.165 --> 00:02:14.495 Fall away when we're getting started and we don't have traction yet 'cause 00:02:14.495 --> 00:02:15.785 we feel like we have nothing to lose. 00:02:15.785 --> 00:02:16.805 'cause nothing's really going on. 00:02:17.105 --> 00:02:23.105 So no matter which end you're on, the key thing to focus on is that in this 00:02:23.105 --> 00:02:26.675 mindset, whether it's you're doing really well, you're not doing well, it's overly 00:02:26.675 --> 00:02:32.435 focused on the results, meaning the sales, and ultimately we can't control 00:02:32.440 --> 00:02:33.965 whether or not people buy from us. 00:02:33.965 --> 00:02:37.175 I know that some folks in the comment section might argue me, argue 00:02:37.175 --> 00:02:38.225 with me on this, and that's okay. 00:02:38.225 --> 00:02:40.625 I invited, if you disagree, drop a comment below. 00:02:41.130 --> 00:02:47.100 But ultimately, we cannot control whether or not someone buys from us, period. 00:02:47.850 --> 00:02:50.790 Their purchase decision is at their own free will. 00:02:51.195 --> 00:02:55.815 What we can control is how we communicate that message in what we do. 00:02:56.295 --> 00:02:56.595 Okay? 00:02:56.595 --> 00:02:57.015 Two things. 00:02:57.015 --> 00:02:58.425 How we communicate in what we do. 00:02:58.845 --> 00:03:03.675 So the secret to consistency is to literally lose sight of the results, lose 00:03:03.675 --> 00:03:07.755 sight of the sales you're making, you're not making, and put blinders on and focus 00:03:07.755 --> 00:03:12.405 on what you need to be doing and what you need to be saying each and every day. 00:03:12.705 --> 00:03:15.675 And if, imagine this, imagine waking up every day saying whether you've have. 00:03:16.185 --> 00:03:19.515 A hundred sales in your pipeline or zero sales in your pipeline, you're gonna 00:03:19.515 --> 00:03:23.625 go to work and do the same activities to generate the deals that you need 00:03:23.625 --> 00:03:24.885 to, whether you have them or not. 00:03:24.975 --> 00:03:29.685 And this way you focus on the right thing, which is what you can control, 00:03:29.834 --> 00:03:33.105 which is putting blinders on on the activities and putting blinders on, 00:03:33.105 --> 00:03:37.665 on what we say and when we, when we practice our pitch, communicating clearly, 00:03:37.665 --> 00:03:39.555 presenting, overcoming objections. 00:03:40.140 --> 00:03:44.280 Those are the elements that are 100% within our control. 00:03:44.760 --> 00:03:47.880 And I hate seeing sales reps lose sight of what's in their control and then 00:03:47.885 --> 00:03:50.490 start blaming, oh, well this person didn't buy from me, and they gimme 00:03:50.490 --> 00:03:53.700 this feedback and that customer, and then it, everything's not their fault. 00:03:53.730 --> 00:03:55.590 You ha they have an excuse on everything. 00:03:55.710 --> 00:03:57.570 And I've caught myself doing it too. 00:03:57.570 --> 00:04:01.620 It's, it's, it's, it's easier to place blame elsewhere than it is to turn inward. 00:04:01.860 --> 00:04:07.470 So the secret to consistency, as simple as this sounds, works, forget. 00:04:07.875 --> 00:04:10.934 The results and focus on the activities. 00:04:11.385 --> 00:04:12.434 Results don't matter. 00:04:12.494 --> 00:04:15.405 Activities do you stay in the activities, the results follow. 00:04:15.644 --> 00:04:17.084 So that's all I have for you today. 00:04:17.115 --> 00:04:18.255 Thanks for joining me in today's video. 00:04:18.495 --> 00:04:20.474 If you want more, jump inside my free training center. 00:04:20.479 --> 00:04:26.955 You can get in right here or you can text the word free to 3 0 3 2 2 2 71 33. 00:04:27.645 --> 00:04:29.745 And if you want to hang with me here on YouTube, I think you're 00:04:29.745 --> 00:04:32.265 gonna really like this video and I'll see you on the next one.