WEBVTT NOTE This file was generated by Descript 00:00:00.270 --> 00:00:05.070 You want to make more money and chances are you're doing that by working harder, 00:00:05.070 --> 00:00:07.110 working more, putting in better effort. 00:00:07.200 --> 00:00:10.890 And X-ing well, guess what, what if I told you, you could do it in a little bit 00:00:10.920 --> 00:00:15.000 smarter way without overwhelming yourself and believe me, I'm not a math guy. 00:00:15.030 --> 00:00:18.240 And if you've been following along on a channel you've seen, or maybe 00:00:18.240 --> 00:00:20.790 dropped in the comments, all the math errors that I've made, and you'll 00:00:20.790 --> 00:00:23.880 notice by the way I don't do on the fly math anymore, because it ends up 00:00:23.880 --> 00:00:25.260 with me having to reshoot a video. 00:00:25.530 --> 00:00:29.130 So in this video, I'm going to be sharing with you how you can make more money. 00:00:29.790 --> 00:00:33.090 By tracking these numbers or these KPIs. 00:00:33.360 --> 00:00:37.560 And I want to say thank you to a YouTube subscriber who dropped a comment saying, 00:00:37.560 --> 00:00:40.050 Hey, what numbers should I be tracking? 00:00:40.050 --> 00:00:41.400 What KPIs should I track? 00:00:41.400 --> 00:00:43.200 I get overwhelmed by this stuff. 00:00:43.410 --> 00:00:43.920 Well, guess what? 00:00:43.920 --> 00:00:45.030 I'm going to simplify it. 00:00:45.300 --> 00:00:47.610 And this video is really perfectly. 00:00:48.195 --> 00:00:51.255 Everyone in roofing sales, brand, new folks, joining 00:00:51.255 --> 00:00:52.395 it, welcome to the industry. 00:00:52.395 --> 00:00:54.975 By the way, I know there's quite a few of you here along with, 00:00:55.005 --> 00:00:56.505 let's say owners and managers. 00:00:56.745 --> 00:01:00.885 These are the numbers that you want to help hold your team accountable to 00:01:01.185 --> 00:01:04.515 and get really clear so you can help drive performance, uh, more on that and 00:01:04.515 --> 00:01:06.405 a little bit, and then seasoned reps. 00:01:06.495 --> 00:01:07.995 Uh, many of you are tuning in because. 00:01:08.480 --> 00:01:09.410 You're sharp people. 00:01:09.410 --> 00:01:13.040 You're looking to sharpen the sales acts and find any competitive edge. 00:01:13.040 --> 00:01:16.460 And you know that whether it's for me, whether it's from someone else on YouTube 00:01:16.790 --> 00:01:20.570 or reading a book or seeing a seminar, listening to podcasts, all it takes is 00:01:20.570 --> 00:01:22.430 that one little nugget that you grab. 00:01:22.670 --> 00:01:25.280 And when you apply it, that's the beauty of sales you apply. 00:01:25.785 --> 00:01:26.774 We change what we do. 00:01:26.774 --> 00:01:27.735 We change what we say. 00:01:27.914 --> 00:01:31.365 And we started stroking ourselves like five, 15, $20,000 a month, 00:01:31.604 --> 00:01:35.685 bigger checks because of being able to improve personally. 00:01:35.685 --> 00:01:37.005 So I'm glad to have you here now. 00:01:37.304 --> 00:01:41.264 KPIs stand for key performance indicators. 00:01:41.625 --> 00:01:46.634 And I look at this a little bit non-traditionally and it's engineered 00:01:46.634 --> 00:01:50.925 in my mind and the way I've practiced this is to get emotional 00:01:50.925 --> 00:01:53.294 buy-in and also to fine tune. 00:01:53.294 --> 00:01:54.914 The areas that I see are going to help. 00:01:55.450 --> 00:01:59.650 Move the needle so we can do what we all want to do, which is predictably 00:01:59.680 --> 00:02:02.890 make good money, pretty simple. 00:02:02.950 --> 00:02:04.120 And I can't wait to get to it. 00:02:04.660 --> 00:02:05.560 Hey, welcome. 00:02:05.650 --> 00:02:06.550 Or welcome back. 00:02:06.610 --> 00:02:09.039 My name is Adam Hensman of the re strategist, and I'm 00:02:09.039 --> 00:02:09.910 really glad to have you here. 00:02:10.120 --> 00:02:11.800 Everything I do here on the YouTube channel and. 00:02:12.705 --> 00:02:17.085 Is designed to help you and your team smash your income goal and give 00:02:17.085 --> 00:02:18.795 every customer an amazing experience. 00:02:18.795 --> 00:02:21.285 And we're going to start doing that right now. 00:02:21.315 --> 00:02:25.905 So making more money by tracking these numbers, let's get to it first and 00:02:25.905 --> 00:02:32.204 foremost, I want to talk with the simple numbers because we got to start simpler 00:02:32.204 --> 00:02:34.515 and then go a little bit more complex. 00:02:34.815 --> 00:02:39.285 The first one is tracking your average commission and by the 00:02:39.285 --> 00:02:41.655 way, As silly as this may sound. 00:02:42.015 --> 00:02:44.265 I ask people sometimes what's your average commission. 00:02:44.595 --> 00:02:46.184 Most people can even tell me. 00:02:46.605 --> 00:02:49.394 In fact, I was just speaking at an event and I looked to a table. 00:02:49.394 --> 00:02:51.435 There's a team that was multiple companies in the room. 00:02:51.704 --> 00:02:53.024 I said, what's an average commission. 00:02:53.295 --> 00:02:56.834 And the owner said, this guy just made eight grand on his last sale. 00:02:56.924 --> 00:02:58.214 And I said, that's great. 00:02:58.274 --> 00:03:01.695 We've, we've all had those wins, but we can't always project 00:03:01.695 --> 00:03:02.524 and sales spiel those times. 00:03:02.635 --> 00:03:03.885 Oh, well it's eight grand. 00:03:03.885 --> 00:03:05.114 Usually the number we think it is. 00:03:05.114 --> 00:03:05.714 Isn't right. 00:03:05.714 --> 00:03:06.614 It's usually higher. 00:03:06.795 --> 00:03:11.910 So what I'm talking about on an average commission, All of your customers, okay. 00:03:11.920 --> 00:03:16.260 That you've ever had with your income on top income to item a number of customers. 00:03:16.260 --> 00:03:17.250 There's your average commission. 00:03:18.030 --> 00:03:19.440 Boom done. 00:03:19.620 --> 00:03:20.010 All right. 00:03:20.220 --> 00:03:24.480 Now, if you have these outliers, like let's say you had a six figure commission 00:03:24.480 --> 00:03:27.270 on a commercial property, you're an HOA. 00:03:27.450 --> 00:03:28.110 Pull that one out. 00:03:28.140 --> 00:03:31.320 You want to look at these from the residential side or commercial side, by 00:03:31.320 --> 00:03:34.770 knowing that average commission, you're going to be able to reverse engineer some 00:03:34.770 --> 00:03:36.210 plans, which we'll get to in a minute. 00:03:36.540 --> 00:03:37.770 Next thing that you want to track. 00:03:38.790 --> 00:03:40.470 Is your close rate. 00:03:40.530 --> 00:03:43.710 And by the way, one last note on the average commission, if you're new in the 00:03:43.710 --> 00:03:48.120 industry, this is the easiest one to get from speaking to other sales reps and 00:03:48.150 --> 00:03:52.079 or the owner managers to figure out what that average commission is close rate. 00:03:52.350 --> 00:03:56.700 Alright, you want to know your close rate and by the way, I hear numbers all 00:03:56.700 --> 00:04:00.870 across the board from some of the largest companies in America with a document. 00:04:01.645 --> 00:04:03.655 27 ish percent close rate. 00:04:03.895 --> 00:04:07.525 And I have other companies in smaller markets that are less competitive than 00:04:07.525 --> 00:04:11.245 have a documented 70 to 80% close rate. 00:04:11.275 --> 00:04:15.655 And in fact, some of them up to 86% and I can't really give a 00:04:15.655 --> 00:04:18.985 blanket cause it depends on whether it's storm, whether it's really. 00:04:19.620 --> 00:04:22.920 How competitive your market is where your leads come from. 00:04:23.070 --> 00:04:27.719 Are you knocking doors or are you, uh, buying leads from telemarketers? 00:04:27.719 --> 00:04:30.540 Because all of these will have a different close rate. 00:04:30.540 --> 00:04:33.780 And sometimes some of the bigger companies, they have a lower close rate, 00:04:33.780 --> 00:04:39.540 but they also have a way more diverse, uh, avenues of, of generating leads. 00:04:39.540 --> 00:04:43.260 So my best opinion, don't worry about what other people do. 00:04:43.820 --> 00:04:46.909 All you need to worry about is what you do and how you can get better at doing 00:04:46.909 --> 00:04:51.110 that and use yourself as the measure is the base measurement, because it 00:04:51.110 --> 00:04:54.020 doesn't matter if they're at 80% and you're at 30, because if you're at 30 00:04:54.020 --> 00:04:56.510 and you go to 40, you make a whole bunch more money without changing much else. 00:04:56.690 --> 00:04:59.180 If you're 30 and go to 60, you just doubled in sales. 00:04:59.510 --> 00:05:03.289 So don't worry about what other people do, but you need to know your close rate. 00:05:03.500 --> 00:05:06.469 And I want to define this real quick, cause I hear it a lot. 00:05:06.560 --> 00:05:08.330 Well, do I count this as a lead? 00:05:08.330 --> 00:05:09.110 Do I count this? 00:05:09.110 --> 00:05:10.580 If they decided to wait a lead? 00:05:10.580 --> 00:05:10.909 Here's what. 00:05:12.090 --> 00:05:15.330 If they're a qualified person, meaning they have a roof that 00:05:15.330 --> 00:05:18.630 could indeed get replaced, whether it's from a retail and you ran the 00:05:18.630 --> 00:05:20.789 sales appointment, it is a lead. 00:05:20.849 --> 00:05:22.140 That's how I look at leads. 00:05:22.320 --> 00:05:25.859 Did I show up at the house and could they have possibly hired us and don't 00:05:25.859 --> 00:05:29.070 give yourself, well, that's an exception and that's an exception for the sake of. 00:05:29.880 --> 00:05:31.380 There are laws of averages. 00:05:31.409 --> 00:05:33.300 We just want to say, did I show up? 00:05:33.330 --> 00:05:34.260 Were they qualified? 00:05:34.260 --> 00:05:35.310 If so they count. 00:05:35.700 --> 00:05:38.310 And then you can say out of 10 appointments, I close X amount. 00:05:38.340 --> 00:05:39.180 There's your percentage. 00:05:40.050 --> 00:05:40.650 All right. 00:05:40.830 --> 00:05:43.260 Next number to track. 00:05:43.289 --> 00:05:46.620 If you're knocking doors, this is your knock to deal. 00:05:46.890 --> 00:05:47.340 All right. 00:05:47.370 --> 00:05:50.490 Now the reason that this number is so important is this is going to 00:05:50.490 --> 00:05:53.400 be the most unique to your market. 00:05:53.669 --> 00:05:56.190 Uh, I have some folks and I, I hate when I see people on the 00:05:56.190 --> 00:05:57.719 internet for every five doors. 00:05:57.719 --> 00:05:58.650 I knock, I get to say. 00:05:59.140 --> 00:06:00.640 I got a, I got a call. 00:06:00.700 --> 00:06:02.109 I gotta call nonsense on that. 00:06:02.500 --> 00:06:04.450 The can that happen without a doubt? 00:06:04.450 --> 00:06:07.120 In fact, I went out one of the last companies I trained. 00:06:07.359 --> 00:06:12.460 Uh, I remember we went out knocking doors and I went from observing to 00:06:12.460 --> 00:06:14.140 being the person, doing the training. 00:06:14.140 --> 00:06:15.130 And I went three for three. 00:06:15.460 --> 00:06:18.969 Now, can I expect that I'm going to go three for three every single day. 00:06:19.565 --> 00:06:20.345 Of course not. 00:06:20.345 --> 00:06:21.545 There's going to be people, not home. 00:06:21.695 --> 00:06:25.115 People that simply answer the door and say, get the F off my property. 00:06:25.415 --> 00:06:31.145 We always have rejection it's sales now again, just because you can do 00:06:31.145 --> 00:06:33.185 that many seasoned people, by the way, I know once you're in that 00:06:33.185 --> 00:06:34.085 neighborhood are going to do it. 00:06:34.235 --> 00:06:35.645 That's not a blanket average. 00:06:36.565 --> 00:06:39.085 Out of all the doors you knock, whether they are home, not 00:06:39.085 --> 00:06:40.615 home, don't answer kick you off. 00:06:40.705 --> 00:06:42.025 You just need to have that metric. 00:06:42.085 --> 00:06:44.035 How many doors did it take me to knock to get a deal? 00:06:44.335 --> 00:06:47.395 And all that matters is what that number looks like for you in your 00:06:47.395 --> 00:06:49.645 market, with your competition, with the type of sale you're doing. 00:06:49.975 --> 00:06:50.365 All right. 00:06:51.965 --> 00:06:54.635 Paired with the close rate and the average commission, you can see we're 00:06:54.635 --> 00:06:59.105 shaping up to be able to develop a true daily sales plan around this. 00:06:59.105 --> 00:07:04.205 And speaking of S uh, in my program, the roofing sales success formula, the first 00:07:04.205 --> 00:07:09.905 thing that I help you or your team do is to develop a daily daily sales plan. 00:07:10.265 --> 00:07:11.075 And it has. 00:07:11.690 --> 00:07:14.180 A hundred percent around your income goal. 00:07:14.190 --> 00:07:16.610 So we can take your income goal, your average commission, or your close 00:07:16.610 --> 00:07:17.930 rate, and how many knocks per deal. 00:07:17.930 --> 00:07:21.890 And I shared the metrics that have worked for me and you get a daily plan. 00:07:21.890 --> 00:07:24.050 So I can say, Hey, you want to earn this amount of money. 00:07:24.230 --> 00:07:26.390 I break it into a nine month selling season. 00:07:26.750 --> 00:07:29.810 And not only do I give you the obvious things that anyone can reverse engineer, 00:07:29.810 --> 00:07:32.180 but I can give you the metrics that have worked for me and thousands of 00:07:32.180 --> 00:07:35.659 others to say, this is what type of sales activities you should be doing. 00:07:35.659 --> 00:07:38.750 How many doors to knock letters, to send letters, to leave cold calls, 00:07:38.750 --> 00:07:40.070 to make all that stuff kind of. 00:07:40.690 --> 00:07:43.630 Average touches to getting a contact, to getting a deal. 00:07:43.750 --> 00:07:48.940 So by managing this, whether you're using my stuff or whether you're 00:07:49.000 --> 00:07:52.630 generating your own, you can then predictably change what you do. 00:07:52.630 --> 00:07:55.570 Because if you know your close rate, I get in front of more people, therefore more. 00:07:56.505 --> 00:07:56.835 Right. 00:07:56.864 --> 00:07:57.825 I know predictably. 00:07:57.825 --> 00:08:03.344 If I'm at a 50% close rate and I get in front of, uh, 10 more people per 00:08:03.344 --> 00:08:07.575 month, I'm gonna get five more deals that month predictable, same thing. 00:08:07.575 --> 00:08:10.815 If I know how many knocks to a deal, I can say, Hey, if I can get out and knock 00:08:10.815 --> 00:08:14.534 X number of doors this weekend, I should be able to generate this number of deals. 00:08:14.804 --> 00:08:16.325 And again, predictability is. 00:08:17.070 --> 00:08:18.360 What it is all about. 00:08:18.570 --> 00:08:22.890 Now, I want to move a little bit outside the norm on the next two. 00:08:23.280 --> 00:08:29.100 And the next, uh, the next one here is managing or documenting 00:08:29.100 --> 00:08:30.960 your actual time worked. 00:08:31.230 --> 00:08:32.130 Now, this is crazy. 00:08:32.130 --> 00:08:33.480 I know you're like, but I'm in sales. 00:08:33.600 --> 00:08:34.350 All that matters is my. 00:08:35.204 --> 00:08:37.304 And I agree, but I've been guilty of this. 00:08:37.334 --> 00:08:42.464 And I shared with this shared you this before, um, I've spent significant 00:08:42.464 --> 00:08:45.464 amounts of days doing these little sprints where I track my time. 00:08:45.735 --> 00:08:48.584 I run the stopwatch on the watch and I say, all right, I'm 00:08:48.584 --> 00:08:50.295 checking email and boom start. 00:08:50.295 --> 00:08:50.594 And I go to. 00:08:51.275 --> 00:08:52.385 Pause it record the time. 00:08:52.385 --> 00:08:52.715 All right. 00:08:52.865 --> 00:08:56.765 Now I'm making sales calls start goes, the sales calls stopped, done non-responding 00:08:56.765 --> 00:08:58.835 to social media comments go stop done. 00:08:59.135 --> 00:09:02.765 And what I've found is that when things get measured, they get managed. 00:09:02.945 --> 00:09:07.055 And instead of getting those distractions, because let's face it, if you're in. 00:09:07.780 --> 00:09:12.820 Chances are you either have a self-proclaimed add you've been diagnosed 00:09:12.820 --> 00:09:15.370 add, or you suffer severely with ADHD. 00:09:15.670 --> 00:09:17.530 This is why we're in sales. 00:09:17.530 --> 00:09:18.580 It's so common. 00:09:18.580 --> 00:09:21.550 Almost everyone I talked to and that's one of the reasons I talk so fast. 00:09:22.030 --> 00:09:22.450 All right. 00:09:22.690 --> 00:09:25.990 Keep everyone's attention because I teach the same way I need to be taught. 00:09:26.410 --> 00:09:30.100 So when we start managing that time, we begin to be away. 00:09:30.915 --> 00:09:33.074 With awareness comes change. 00:09:33.344 --> 00:09:37.905 So we begin to realize the leaks, the Facebook, the Instagram, I don't have 00:09:37.905 --> 00:09:39.795 Facebook or Instagram notifications. 00:09:40.275 --> 00:09:41.505 I don't know when I get them. 00:09:41.535 --> 00:09:41.864 Why? 00:09:41.864 --> 00:09:44.295 Because I, I just, I want to check them on my time. 00:09:44.474 --> 00:09:45.824 Not when the dings go off. 00:09:46.035 --> 00:09:46.364 All right. 00:09:46.484 --> 00:09:51.314 So managing the time work you're going to see, especially one more story. 00:09:51.734 --> 00:09:52.515 I've been there too. 00:09:53.084 --> 00:09:53.864 You get overwhelmed. 00:09:54.165 --> 00:09:54.824 You end up saying. 00:09:55.680 --> 00:09:59.250 Uh, I can go out and start my day, a little later, a little later, where 00:09:59.250 --> 00:10:02.790 you feel like you're working all this money all this time, but you realize 00:10:02.790 --> 00:10:05.460 that the busy-ness you have, maybe you drop the kids at school, you ran 00:10:05.460 --> 00:10:07.650 an errand, you felt like you were working, but you're really getting 00:10:07.650 --> 00:10:09.960 an oil change or fixing a flat tire. 00:10:10.200 --> 00:10:13.560 So when we actually manage our time worked, we get very clear on 00:10:13.560 --> 00:10:15.090 where that time is going again. 00:10:15.750 --> 00:10:19.890 Uh, really important to make sure that you're putting your time into the 00:10:19.890 --> 00:10:23.850 proper, which is, which is the next category, the proper sales activities. 00:10:24.240 --> 00:10:24.720 All right. 00:10:24.780 --> 00:10:28.440 Now this is the last category to, to monitor. 00:10:28.470 --> 00:10:29.580 And why is that? 00:10:29.910 --> 00:10:32.760 Let's get into this in the. 00:10:33.585 --> 00:10:35.625 Program of mine, it's called the complete sales strata. 00:10:35.635 --> 00:10:37.995 It's the, the area where you're going to get that daily sales plan. 00:10:38.475 --> 00:10:42.105 You get the list, the daily plan around the sales activities. 00:10:42.105 --> 00:10:45.675 You need to be doing owners, managers pay close attention because the first 00:10:45.675 --> 00:10:48.735 thing that I teach in my sales leadership training, it's a newer training. 00:10:48.735 --> 00:10:53.175 That is part of the system now is to simply ask a very basic question with. 00:10:54.040 --> 00:10:57.640 Are you doing your sales activities every day and sales per people, you can ask 00:10:57.640 --> 00:10:59.230 yourself, am I doing the right activities? 00:10:59.680 --> 00:11:02.470 And if you're not doing the activities and you're not getting the results, what's 00:11:02.470 --> 00:11:06.460 a smart person going to tell you, just do the activities and remeasure it's 00:11:06.460 --> 00:11:08.200 like, did you lose weight this week? 00:11:08.230 --> 00:11:08.380 No. 00:11:09.165 --> 00:11:09.825 Okay. 00:11:09.945 --> 00:11:11.385 Did you stick to the meal plan? 00:11:11.505 --> 00:11:11.925 No. 00:11:11.955 --> 00:11:13.965 Did he stick to the workout routine? 00:11:14.145 --> 00:11:14.535 No. 00:11:14.745 --> 00:11:15.225 Alright. 00:11:15.285 --> 00:11:17.175 Why would I tell you anything else? 00:11:17.175 --> 00:11:18.885 Other than the obvious you're not going to lose weight. 00:11:18.885 --> 00:11:20.865 So you do this sales is no different. 00:11:21.105 --> 00:11:25.740 So when you actually manage the activity, How many doors you've knocked, how 00:11:25.740 --> 00:11:28.920 many direct mail letters you've sent, how many cold calls you make made? 00:11:29.100 --> 00:11:33.900 How many, uh, uh, networking events you've attended, how many 00:11:33.900 --> 00:11:37.140 insurance agents or the customers you serve, did you connect with now? 00:11:37.140 --> 00:11:39.810 You can literally just track this every week on a scorecard 00:11:40.050 --> 00:11:41.240 and you can say, oh, I'm not. 00:11:41.870 --> 00:11:44.060 On track to hit my income Lloyd has got to do these things. 00:11:44.390 --> 00:11:48.500 And likewise, this becomes the benchmark owners and managers for coaching 00:11:48.500 --> 00:11:52.340 your team for peak performance, because sales is like a staircase 00:11:52.340 --> 00:11:53.990 and we don't step skip steps. 00:11:54.170 --> 00:11:54.830 We start here. 00:11:54.830 --> 00:11:57.890 We end here every single person sales business, same, by the 00:11:57.890 --> 00:11:59.060 way, we get stuck on a step. 00:11:59.270 --> 00:12:02.600 So all we need is the coach to learn how to get our foot up to that next step. 00:12:02.750 --> 00:12:04.340 It doesn't matter what happens up here. 00:12:04.580 --> 00:12:08.000 Owners managers same applies to you, salespeople. 00:12:08.330 --> 00:12:09.470 If you're not getting the sale. 00:12:10.380 --> 00:12:12.390 The first thing I do is do the activities after that, then we can 00:12:12.390 --> 00:12:13.589 work through what needs to happen. 00:12:13.859 --> 00:12:18.689 So again, I want you to just start tracking these numbers and start 00:12:18.689 --> 00:12:19.620 thinking about these numbers. 00:12:19.770 --> 00:12:20.939 What's an average commission. 00:12:21.120 --> 00:12:22.199 What's my average close rate. 00:12:22.229 --> 00:12:24.089 How many doors do I have to knock to get a deal? 00:12:24.270 --> 00:12:25.859 How much time am I actually working? 00:12:25.859 --> 00:12:26.430 Don't count. 00:12:26.609 --> 00:12:27.599 Drive around time. 00:12:27.689 --> 00:12:29.219 Carwash time busy work. 00:12:29.219 --> 00:12:29.449 That's not. 00:12:30.095 --> 00:12:30.455 Okay. 00:12:30.665 --> 00:12:33.485 If you had, if you had a salary job, you're not doing that during business 00:12:33.485 --> 00:12:34.745 hours, that's off business hours. 00:12:35.165 --> 00:12:37.685 And then again, the last thing is your sales activities. 00:12:38.165 --> 00:12:41.795 Uh, if you're interested again, I provide a lot of this to you. 00:12:42.035 --> 00:12:43.125 I shouldn't say a lot of it. 00:12:43.145 --> 00:12:45.965 I provide all of it to you, including all the marketing material to use. 00:12:46.660 --> 00:12:48.820 With the daily plan for you and every member of the team. 00:12:48.850 --> 00:12:51.610 And that's in the package called the roofing sales success formula. 00:12:51.790 --> 00:12:54.610 There's a link in the video and podcast description. 00:12:54.850 --> 00:12:56.470 And should you be interested in learning more? 00:12:56.680 --> 00:13:03.190 I invite you, you can call or text our office at 3 0 3 2 2 2 71 33. 00:13:03.190 --> 00:13:06.340 That's 3 0 3 2 2 2 71 33. 00:13:06.340 --> 00:13:10.930 And again, by you tracking these numbers, you as a salesperson are going to opt out. 00:13:11.520 --> 00:13:12.780 Your day-to-day life. 00:13:12.930 --> 00:13:17.040 You're going to have crystal clear clarity on the path you need to take 00:13:17.160 --> 00:13:20.640 to get to that income goal, because you know how many roofs it's going to take? 00:13:20.670 --> 00:13:23.340 You know, how many doors you need to knock to get the deals? 00:13:23.580 --> 00:13:26.700 You know, what your close rate is, and it becomes predictable. 00:13:26.700 --> 00:13:30.030 So now instead of just working hard and hoping for the best, which is what 00:13:30.030 --> 00:13:34.170 most people do in many people end up quitting or leaving the industry because 00:13:34.170 --> 00:13:35.870 they didn't make it instead of this. 00:13:36.675 --> 00:13:38.145 You literally just have the plan. 00:13:38.204 --> 00:13:39.435 Did I do it this week? 00:13:39.795 --> 00:13:43.665 And this will help you fine tune and continually optimize your performance. 00:13:43.964 --> 00:13:47.415 And frankly, this is at the root of all high performing team. 00:13:47.425 --> 00:13:50.385 So thanks for being here with me today and just because our time is 00:13:50.385 --> 00:13:51.944 up, doesn't mean you're in my time. 00:13:51.944 --> 00:13:56.114 Has to, if you haven't done it, click here to download a free copy of my pitch. 00:13:56.145 --> 00:13:59.084 Like a pro roofing sales training, video library, to see every 00:13:59.084 --> 00:14:02.714 video I've ever done organized by category, or you can jump into the 00:14:02.714 --> 00:14:04.395 next video by clicking right here. 00:14:04.425 --> 00:14:04.814 We'll see us. 00:14:04.814 --> 00:14:05.025 It.