WEBVTT NOTE This file was generated by Descript 00:00:00.300 --> 00:00:04.980 The good, the bad, the ugly, and the demons in this video, I'm gonna be 00:00:04.980 --> 00:00:08.220 talking about the brutal truth about a life in roofing sales, or if you're 00:00:08.220 --> 00:00:11.880 interested in roofing sales, if you're a seasoned veteran in roofing sales, or 00:00:11.880 --> 00:00:16.260 if you're an owner or manager running a team, share this video, because sometimes 00:00:16.260 --> 00:00:20.070 especially this time of year, we face some challenges, mid season burnout. 00:00:20.070 --> 00:00:22.680 We begin questioning whether or not we want to stick to this. 00:00:22.980 --> 00:00:25.410 And if you've ever been on that sense or know someone who. 00:00:26.055 --> 00:00:27.075 Do share this video. 00:00:27.075 --> 00:00:28.635 I hope that it inspires them. 00:00:28.965 --> 00:00:31.155 Hey, first I wanna say welcome or welcome back. 00:00:31.185 --> 00:00:31.965 My name is Adam. 00:00:31.965 --> 00:00:36.105 Besman the roof strategist and everything I do here is designed to help you and 00:00:36.105 --> 00:00:40.725 your team smash your income goal and give every customer an amazing experience 00:00:40.995 --> 00:00:42.555 and to support you on that journey. 00:00:42.735 --> 00:00:45.585 I invite you to download a free copy and I pitch like a pro roofing sales 00:00:45.585 --> 00:00:49.755 training video library available right now@theroofstrategist.com or by clicking 00:00:49.755 --> 00:00:51.375 a link in the video description below. 00:00:51.615 --> 00:00:53.085 Now let's talk about the brutal. 00:00:53.400 --> 00:00:58.710 The brutal blow up, gotta love doing one takes the brutal truth 00:00:58.739 --> 00:01:00.390 about roofing sales careers. 00:01:00.780 --> 00:01:03.480 I had a few people reach out saying, Hey Adam, can you talk about the stuff 00:01:03.480 --> 00:01:05.039 people generally don't talk about? 00:01:05.069 --> 00:01:09.210 And that's what we're about to do before we get into all the negative stuff. 00:01:09.360 --> 00:01:12.420 I wanna first talk about the positives. 00:01:12.825 --> 00:01:15.345 Which is why, why roofing sales? 00:01:15.345 --> 00:01:18.795 What excites me so much about the opportunity in this industry? 00:01:19.275 --> 00:01:23.685 And the reason that I love roofing sales is because anyone, regardless of your 00:01:23.685 --> 00:01:28.455 age, regardless of your background, regardless of your education, regardless 00:01:28.455 --> 00:01:31.755 of whether or not you have sales experience or even know anything about 00:01:31.755 --> 00:01:36.530 roofs, You can come into this industry and absolutely transform your life. 00:01:36.530 --> 00:01:40.460 It is truly a level playing field to absolutely anyone. 00:01:40.465 --> 00:01:41.840 And this industry changed my life. 00:01:41.840 --> 00:01:48.860 I went from being a, a massage therapist earning under $20,000 a year to learning 00:01:48.865 --> 00:01:50.870 how to do that in a month or less. 00:01:51.140 --> 00:01:53.810 And roofing sales completely. 00:01:53.955 --> 00:01:55.275 Changed my life. 00:01:55.305 --> 00:01:58.575 And that's why I run this channel is to help it do the same for you. 00:01:58.905 --> 00:02:03.315 So that's why I love roofing sales, but what most folks don't prepare you for 00:02:03.315 --> 00:02:05.775 is what you're actually gonna deal with. 00:02:05.985 --> 00:02:09.615 We sell the big idea, make a hundred to 200 K. 00:02:09.805 --> 00:02:10.165 Right. 00:02:10.165 --> 00:02:12.805 And again, I know some people, by the way, I was just with a team, their 00:02:12.805 --> 00:02:16.825 top producers are earning way north of that, but this is reasonable within 00:02:16.825 --> 00:02:18.685 your first year is a hundred to 200,000. 00:02:19.015 --> 00:02:23.245 And we ha we are sold on this grand vision of just like go out and doors. 00:02:23.245 --> 00:02:24.475 It's the easiest way to make money. 00:02:24.805 --> 00:02:29.485 And the reality is very different than this dream that's often sold or that lures 00:02:29.485 --> 00:02:30.895 us in whether we're being sold or not. 00:02:31.045 --> 00:02:32.875 Cuz it's easiest people to sell our salespeople by the 00:02:32.875 --> 00:02:33.925 way, I'm guilty as well. 00:02:34.225 --> 00:02:34.615 So. 00:02:35.730 --> 00:02:37.260 That's why I love it. 00:02:37.260 --> 00:02:41.070 And what we're sold now, let's break down the reality, the brutal truth 00:02:41.070 --> 00:02:42.720 about a career in roofing sales. 00:02:43.050 --> 00:02:47.070 Number one, the brutal truth is that it is incredibly simple, 00:02:47.430 --> 00:02:50.340 but it is absolutely not easy. 00:02:50.790 --> 00:02:51.120 All right. 00:02:51.120 --> 00:02:54.060 So many people get in, they say, Hey, it's one of the easiest ways to make a living. 00:02:54.330 --> 00:02:56.370 And, and I like, it's like one of those, I agree, disagree. 00:02:56.375 --> 00:02:59.610 I don't mean to get too into semantics, but the concept is very simple. 00:02:59.820 --> 00:03:02.310 The sales process and cycle is simple. 00:03:02.430 --> 00:03:08.850 Once you learn it all, it is very simple, but simple is incredibly different than 00:03:08.880 --> 00:03:10.920 easy, easy means anyone could do it. 00:03:10.920 --> 00:03:13.020 And if it was easy, everybody would do it. 00:03:13.080 --> 00:03:17.100 And the truth is most people end up falling victim to the second brutal 00:03:17.100 --> 00:03:19.230 truth, which is wanting to quit. 00:03:19.380 --> 00:03:20.190 You will. 00:03:20.520 --> 00:03:21.780 Want to quit owners. 00:03:21.780 --> 00:03:23.970 I know you you're tuning in and you're like, yep. 00:03:23.970 --> 00:03:25.530 I feel like I built my own prison cell. 00:03:25.530 --> 00:03:29.640 I want to quit, you know, the, the, the personnel issues, cash flow 00:03:29.645 --> 00:03:31.830 stuff, headaches, angry customers. 00:03:32.010 --> 00:03:34.650 There's times where we will want to quit. 00:03:34.920 --> 00:03:37.950 And I just wanna tell you that, like, that's normal, if you've ever questioned 00:03:37.954 --> 00:03:39.300 it, it means you're doing the right thing. 00:03:39.330 --> 00:03:43.170 It means that you're on this roller coaster, this journey of roofing sales. 00:03:43.560 --> 00:03:45.360 Now, most people quit too soon. 00:03:45.360 --> 00:03:48.150 Like a gentleman who sold for me named Jordan, who struggled for eight 00:03:48.150 --> 00:03:50.190 weeks, ended up with like no sales. 00:03:50.190 --> 00:03:52.530 And of course, no income hits this hot streak. 00:03:52.530 --> 00:03:54.000 Things pick up like wildfire. 00:03:54.060 --> 00:03:57.210 He, he landed the equivalent of about 50 grand in commissions 00:03:57.215 --> 00:04:00.570 that we pay to him and he left to pursue a desk job for a salary. 00:04:00.570 --> 00:04:01.710 That was probably less than that. 00:04:01.920 --> 00:04:05.010 So, so many people quit too soon before tasting the success. 00:04:05.100 --> 00:04:08.160 And there's a young gentleman named Caleb, Caleb, shout out to you. 00:04:08.160 --> 00:04:08.340 My. 00:04:08.730 --> 00:04:12.570 Who I interviewed on the YouTube channel and right before he turned 21. 00:04:12.570 --> 00:04:15.480 So we got into this business when he was 20, had month over month of 00:04:15.480 --> 00:04:19.380 rejection, signing deals, getting denials, not getting any traction and 00:04:19.380 --> 00:04:23.370 very quickly, you know, most people in that time, Hey, it's not working. 00:04:23.375 --> 00:04:25.590 I've given this three months, but Caleb stuck with it. 00:04:25.594 --> 00:04:29.400 And not only did he succeed, he earned his first six figures 00:04:29.405 --> 00:04:30.510 right after he turned 21. 00:04:30.510 --> 00:04:33.330 Now he's leading a team and he's absolutely kicking butt. 00:04:33.330 --> 00:04:34.050 And you can tell. 00:04:34.260 --> 00:04:36.630 His life has been changed and he's so incredibly happy. 00:04:36.630 --> 00:04:39.180 So wanting to quit is entirely normal. 00:04:39.390 --> 00:04:43.500 It's part of the roller coaster, which brings me to number three. 00:04:43.950 --> 00:04:48.210 What you will be forced to face is what I call your inner demon. 00:04:48.690 --> 00:04:53.250 Now everyone has an inner demon, and in fact, I've done an entire video. 00:04:53.255 --> 00:04:55.890 I'm helping you conquer your inner demon. 00:04:56.159 --> 00:04:56.820 That's here. 00:04:56.820 --> 00:04:58.830 You are your own worst enemy in this business. 00:04:59.010 --> 00:05:01.890 We are forced to confront ourselves our weaknesses, our conflict 00:05:01.890 --> 00:05:03.659 avoidance, our communication concerns. 00:05:03.900 --> 00:05:04.830 Our discipline. 00:05:05.250 --> 00:05:09.120 All of these factors, our motivation, our confidence, all 00:05:09.120 --> 00:05:14.859 of this stuff is our, our biggest obstacle between us and our income. 00:05:15.719 --> 00:05:18.510 this demon is not pleasant to fight. 00:05:18.960 --> 00:05:22.409 And I, I wish I could a attribute this quote, cause it just popped in my head, 00:05:22.409 --> 00:05:23.429 but I just have to give the disclaimer. 00:05:23.429 --> 00:05:23.940 It's not mine. 00:05:23.945 --> 00:05:28.080 I believe I heard it from David Goggins, but it's, if you want peace, you 00:05:28.080 --> 00:05:29.969 first have to go to war with yourself. 00:05:30.030 --> 00:05:33.270 So if you know who, uh, I should attribute do drop a comment, uh, 00:05:33.270 --> 00:05:34.380 in the comment section below. 00:05:34.385 --> 00:05:36.599 So if you want peace, you first have to go to war for yourself. 00:05:36.840 --> 00:05:40.919 Well, in roofing sales, our inner demon is that one personal roadblock 00:05:40.919 --> 00:05:42.239 that we have to grow through. 00:05:42.239 --> 00:05:43.830 We have to lean into. 00:05:43.940 --> 00:05:47.030 We have to take this, this one thing that's holding us back. 00:05:47.150 --> 00:05:51.200 And, and as an example, there's a gentleman who I've served, who he, 00:05:51.380 --> 00:05:55.219 military veteran, he served in Iraq in some of the most dangerous places 00:05:55.219 --> 00:05:57.080 has been in horrible environments. 00:05:57.085 --> 00:05:58.310 He has been in combat. 00:05:58.880 --> 00:06:01.760 He never once skipped a beat, but he comes here and he goes to knock doors 00:06:01.760 --> 00:06:03.650 and he gets frozen with crippling fear. 00:06:03.800 --> 00:06:06.409 So we have real threats on the outside that are gonna kill him. 00:06:06.830 --> 00:06:07.760 And, and he he's. 00:06:07.760 --> 00:06:08.180 Okay. 00:06:08.420 --> 00:06:10.400 But the minute it's dealing with the interpersonal. 00:06:11.355 --> 00:06:15.435 we freeze because it's an inner fear as opposed to an external 00:06:15.465 --> 00:06:17.835 fear, it becomes larger than life. 00:06:17.835 --> 00:06:18.915 So you need to be ready. 00:06:19.110 --> 00:06:22.410 To lean into that discomfort because pretty much no other career 00:06:22.410 --> 00:06:23.520 is gonna force you to do that. 00:06:23.550 --> 00:06:25.170 And that's one of the reasons people quit. 00:06:25.440 --> 00:06:26.010 All right. 00:06:26.070 --> 00:06:26.580 Next. 00:06:26.820 --> 00:06:30.870 Besides your inner demon, you will have a time where your mind is poisoned. 00:06:31.140 --> 00:06:31.560 Okay. 00:06:31.620 --> 00:06:33.090 Poisoned mind. 00:06:33.570 --> 00:06:37.260 I have to apologize in advance for any spelling errors as I write and 00:06:37.260 --> 00:06:39.780 talk . So what do I mean by poisoned? 00:06:40.245 --> 00:06:43.095 You'll see this happen, seasoned folks, uh, owners, by the way, 00:06:43.095 --> 00:06:45.765 managers, you I'm sure you've had this happen where you're on a hot streak. 00:06:45.765 --> 00:06:46.815 Everything's going really well. 00:06:46.965 --> 00:06:52.275 But then all of a sudden, we, we, we, we hit this stride of negativity customers. 00:06:52.275 --> 00:06:52.935 You're a sleaze ball. 00:06:52.935 --> 00:06:55.425 If I wanted to buy from you, I'd call get a real job. 00:06:55.425 --> 00:06:56.265 You're a scam artist. 00:06:56.265 --> 00:06:58.185 You're a con artist, blah, blah, blah. 00:06:58.845 --> 00:07:00.165 You're a total scumbag. 00:07:00.930 --> 00:07:03.000 All the things that we start hearing from people. 00:07:03.060 --> 00:07:07.050 And then what happens is we poison our own mind cuz we take all this outside chatter 00:07:07.110 --> 00:07:12.060 and then we internalize it no different than a young child being bullied about 00:07:12.060 --> 00:07:13.980 their weight, their looks and impediment. 00:07:13.980 --> 00:07:14.909 And then all of a sudden that. 00:07:15.360 --> 00:07:17.220 Poisons their own narrative. 00:07:17.370 --> 00:07:19.740 They tell themselves I'm too stupid. 00:07:19.830 --> 00:07:20.760 I'm not smart enough. 00:07:20.760 --> 00:07:21.210 I'm not good. 00:07:21.210 --> 00:07:21.810 Looking enough. 00:07:21.810 --> 00:07:23.940 I can't concentrate well enough. 00:07:24.120 --> 00:07:25.380 I'm not confident enough. 00:07:25.380 --> 00:07:29.610 I'm not smooth enough, whatever it is that you're not enough of this will happen. 00:07:29.910 --> 00:07:34.050 And it's important to protect your mindset in order to succeed in roofing sales. 00:07:34.110 --> 00:07:37.230 Because again, we are forced to face that inner demon. 00:07:37.740 --> 00:07:42.440 All right, next on the list is customers will drive you crazy. 00:07:43.440 --> 00:07:45.870 Customers will guarantee it. 00:07:45.900 --> 00:07:46.320 Okay. 00:07:46.320 --> 00:07:50.760 Now the reason that I say this is because the customers are the best part about 00:07:50.760 --> 00:07:52.710 this business, but also the hardest part. 00:07:53.310 --> 00:07:54.510 That's where we have conflict. 00:07:54.515 --> 00:07:57.030 We have angry folks and things. 00:07:58.020 --> 00:07:59.340 Well, that leads me to the next one. 00:07:59.345 --> 00:08:00.690 I better tied in things. 00:08:00.690 --> 00:08:01.500 Don't go as planned. 00:08:02.775 --> 00:08:03.045 Okay. 00:08:03.105 --> 00:08:04.425 You just need to know things. 00:08:04.425 --> 00:08:08.535 Don't go as planned, by the way, I'm kind of like a perfectionist. 00:08:08.535 --> 00:08:10.815 I want to give amazing service to the people I serve. 00:08:10.815 --> 00:08:15.495 It's our, our core value at our companies create amazing experiences and things 00:08:15.495 --> 00:08:16.605 don't go as planned and roofing. 00:08:16.605 --> 00:08:20.985 You do a project things break, you're pulling tons and tons of debris off. 00:08:20.990 --> 00:08:26.895 You've got coordination between for, for your, uh, supplier and the crews 00:08:26.895 --> 00:08:28.665 and all these different pieces. 00:08:28.665 --> 00:08:30.165 Like things will happen. 00:08:30.790 --> 00:08:33.520 And when they go wrong, then the customers get upset. 00:08:33.520 --> 00:08:35.680 And again, it's just gonna happen. 00:08:36.010 --> 00:08:39.370 I tell folks, by the way, listen, it's not, if it's when this is 00:08:39.370 --> 00:08:42.100 construction, there's tons and tons of debris coming off and going on. 00:08:42.280 --> 00:08:44.080 I just want you to know if things don't go right, we're gonna take 00:08:44.085 --> 00:08:45.610 care of you because it just happens. 00:08:45.610 --> 00:08:48.040 And when you're new, you have this tendency to want everything to go. 00:08:48.040 --> 00:08:48.460 Perfect. 00:08:48.460 --> 00:08:49.480 And it's kind of a delusion. 00:08:49.480 --> 00:08:50.440 It won't go that way. 00:08:50.440 --> 00:08:53.950 So don't over promise, uh, what you can, what you can actually do. 00:08:53.950 --> 00:08:55.930 So again, customers and things. 00:08:56.250 --> 00:08:57.960 Always go as planned. 00:08:58.260 --> 00:09:01.170 Now this last piece is the most important. 00:09:01.170 --> 00:09:03.120 In fact, it's gonna warrant its own page. 00:09:03.330 --> 00:09:08.280 Roofing sales is personal development in disguise. 00:09:08.520 --> 00:09:13.410 I have been saying this for years, roofing sales is personal development in disguise. 00:09:13.740 --> 00:09:18.240 There's almost no other industry out there where we can literally change 00:09:18.240 --> 00:09:24.481 what we say or what we do and earn an extra 5, 10, 15, even $20,000. 00:09:25.045 --> 00:09:29.875 Per month and it's all through personal development, things like your 00:09:29.875 --> 00:09:36.025 communication, your organization, I'm just gonna use shorthand, your motivation 00:09:36.025 --> 00:09:38.785 and discipline, which is a big one here. 00:09:39.655 --> 00:09:40.045 Okay. 00:09:41.065 --> 00:09:46.465 Your sales skills, your objection, handling your written communi. 00:09:47.255 --> 00:09:49.355 on how you sell via email and text. 00:09:49.685 --> 00:09:53.285 Anytime we become more confident, anytime we communicate better, 00:09:53.285 --> 00:09:54.305 manage our time, better. 00:09:54.574 --> 00:09:58.025 Those improvements in who we are carries over into sales and the 00:09:58.025 --> 00:10:01.535 result of the personal development increasing as we earn more money. 00:10:01.954 --> 00:10:04.745 So again, this is one of the reasons wrapping this back up to 00:10:04.745 --> 00:10:08.105 the beginning of why I love roofing sales, because we just get to 00:10:08.105 --> 00:10:11.045 gamify our own personal development. 00:10:11.285 --> 00:10:12.725 It'll be the first to tell you I don't really care much. 00:10:13.015 --> 00:10:16.645 Roofs like roofing products in, in, in the roofing world. 00:10:16.824 --> 00:10:19.225 It really like, I'm not like, oh, I wanna just, I wanna grow 00:10:19.225 --> 00:10:20.425 up and be in the roofing world. 00:10:20.425 --> 00:10:21.324 And I love shingles. 00:10:21.330 --> 00:10:22.165 Like, it doesn't matter to. 00:10:22.694 --> 00:10:25.545 That's the way to give customers an amazing experience. 00:10:25.785 --> 00:10:28.335 It's a way to solve a problem that many homeowners have. 00:10:28.365 --> 00:10:31.305 And I know I can do it better than many other people. 00:10:31.454 --> 00:10:35.505 And my reward of doing that really well is earning a really handsome living. 00:10:35.805 --> 00:10:39.435 And the best part about it is I get to become an even better 00:10:39.439 --> 00:10:42.145 version of myself each and every day, because I'm challenged. 00:10:42.375 --> 00:10:43.985 So that to me is the real. 00:10:44.350 --> 00:10:47.320 To ride you through the wave of this brutal truth of what you're 00:10:47.320 --> 00:10:48.580 gonna face in roofing sales. 00:10:48.760 --> 00:10:52.000 Let's wrap this up with a quick summary and get you onto the next video. 00:10:52.000 --> 00:10:52.360 Shall we? 00:10:52.570 --> 00:10:52.900 All right. 00:10:52.900 --> 00:10:54.610 First roofing sales is simple. 00:10:54.640 --> 00:10:55.780 It is not easy. 00:10:55.930 --> 00:10:56.320 Next. 00:10:56.350 --> 00:10:57.640 You will want to quit. 00:10:57.700 --> 00:11:00.040 That means you're riding that rollercoaster of ups and 00:11:00.040 --> 00:11:01.210 downs buckle up my friend. 00:11:01.240 --> 00:11:05.020 It is a wild journey and your neck will indeed get ripped around 00:11:05.800 --> 00:11:07.330 third, face your inner demon. 00:11:07.390 --> 00:11:08.080 You're gonna have it. 00:11:08.140 --> 00:11:08.800 I share mine. 00:11:08.800 --> 00:11:10.870 And in fact, I'm gonna link to that at the end of this video. 00:11:10.870 --> 00:11:13.750 So you can jump right into there next. 00:11:14.355 --> 00:11:17.775 Protect your mindset and you do not wanna let anyone poison you. 00:11:17.775 --> 00:11:20.535 So you start, if you start telling yourself what other people are telling 00:11:20.535 --> 00:11:23.745 you, that's when you know you gotta poison mind in the last two, customers 00:11:23.745 --> 00:11:25.695 are gonna drive you nuts, kil of kindness. 00:11:25.695 --> 00:11:27.645 They're the best thing and the most challenging thing. 00:11:27.675 --> 00:11:30.915 And the more skills you develop to help through that process, 00:11:30.920 --> 00:11:31.875 the better off you'll be. 00:11:31.995 --> 00:11:33.975 And remember, things are not gonna go as planned. 00:11:34.035 --> 00:11:37.545 It's construction, it's roofing, but setting those expectations 00:11:37.545 --> 00:11:38.595 are gonna help ride the wave. 00:11:38.715 --> 00:11:39.435 So there you have it. 00:11:39.555 --> 00:11:41.955 The brutal truth about life in roofing. 00:11:42.469 --> 00:11:44.930 Share this video with someone that, uh, that, you know, that 00:11:44.930 --> 00:11:46.069 might be able to benefit from it. 00:11:46.310 --> 00:11:49.520 And if I missed anything about the brutal truth of what you would tell 00:11:49.520 --> 00:11:53.510 someone to prepare them for the realities of life and roofing sales dude, drop 00:11:53.515 --> 00:11:54.800 a comment right now and share that. 00:11:54.800 --> 00:11:58.040 So we can create a rich discussion right here that everyone 00:11:58.040 --> 00:11:59.420 can learn and benefit from. 00:11:59.510 --> 00:12:01.130 Hey, thanks for joining me in today's video. 00:12:01.555 --> 00:12:03.685 If you want to continue your journey, click right here to 00:12:03.685 --> 00:12:05.185 get a free copy of my pitch. 00:12:05.185 --> 00:12:06.955 Like a pro roofing sales training video library. 00:12:06.985 --> 00:12:07.645 I'll send it to you. 00:12:07.855 --> 00:12:11.335 Or you can click right here to jump into that video about overcoming 00:12:11.335 --> 00:12:13.935 your inner confidence demon, and I'll see you on the next one.