WEBVTT NOTE This file was generated by Descript 00:00:01.770 --> 00:00:04.410 This is the number one biggest mistake in roofing sales, and there's 00:00:04.410 --> 00:00:05.670 a reason I'm filming it right now. 00:00:05.670 --> 00:00:06.060 Freezing. 00:00:06.060 --> 00:00:09.540 My keys are off on a trail in Colorado and out of breath. 00:00:10.170 --> 00:00:13.050 And this big mistake will cost you your earning potential. 00:00:13.380 --> 00:00:17.730 It will absolutely destroy any self-discipline that you've developed, 00:00:17.970 --> 00:00:20.670 and it will kill your income potential. 00:00:20.670 --> 00:00:22.260 Now, it's not all doom and gloom. 00:00:22.265 --> 00:00:25.080 I'm gonna be teaching you number one, what that big mistake. 00:00:25.875 --> 00:00:28.515 Number two, I'm gonna teach you the symptoms. 00:00:28.515 --> 00:00:32.085 So when this comes up, and the reason I'm doing this now is because I myself 00:00:32.115 --> 00:00:36.135 have experienced this symptom and I've been down this road and I've 00:00:36.285 --> 00:00:38.265 caught myself slipping down it again. 00:00:38.565 --> 00:00:40.725 So I wanted to do this video well. 00:00:41.419 --> 00:00:43.459 To share it with you because I'm going through it right now. 00:00:43.459 --> 00:00:47.269 And what better way to teach something than being actually in that moment. 00:00:47.540 --> 00:00:50.599 And the third thing that I'm gonna teach you is the really fast and easy 00:00:50.599 --> 00:00:55.790 fix to keep you from slipping down this slippery slope of self-sabotage. 00:00:56.209 --> 00:00:57.679 So let's get to it. 00:00:58.010 --> 00:01:01.190 Uh, first, welcome or welcome back, Adam Besman here, the roof strategist. 00:01:01.190 --> 00:01:04.940 And, uh, if you're new, welcome, bizarre first video for you. 00:01:05.060 --> 00:01:06.500 This is unlike anything I normally do. 00:01:06.770 --> 00:01:08.929 If you're not new, welcome back and. 00:01:09.490 --> 00:01:14.380 Trying new things here because I've done a ton of videos, as you know, uh, around 00:01:14.380 --> 00:01:17.950 my, my mission, which is to help you and your team smash your income goal and give 00:01:17.950 --> 00:01:19.840 every customer an amazing experience. 00:01:20.080 --> 00:01:21.580 And I have tons and tons of videos. 00:01:21.580 --> 00:01:25.510 In fact, thank almost 400 or about 400 at the moment, teaching you just that. 00:01:25.840 --> 00:01:29.050 So if you want to jump in to even more of those, tune in on YouTube, 00:01:29.380 --> 00:01:32.710 uh, the podcast, or better yet, join me in our free training center. 00:01:33.010 --> 00:01:35.200 Uh, you can use a link in the description, man, my hands are cold. 00:01:35.500 --> 00:01:37.840 Or you can text the word free to 3 0 3. 00:01:38.035 --> 00:01:39.925 2, 2, 2 71 33. 00:01:40.225 --> 00:01:43.675 So I wanted to, to, to shake things up a little bit and really talk about 00:01:43.675 --> 00:01:48.175 more of the internal landscape of, of a life in roofing sales, kind of 00:01:48.179 --> 00:01:49.884 that common bond that connects us. 00:01:49.890 --> 00:01:50.485 Well, come on Maddy. 00:01:50.485 --> 00:01:50.935 Girl, let's go. 00:01:51.414 --> 00:01:54.085 And here's the the deal, man. 00:01:54.804 --> 00:01:57.675 By the way, I, I know I want to correct myself. 00:01:58.225 --> 00:01:59.185 I've been saying man a lot. 00:01:59.185 --> 00:02:00.024 I'm a kid of the nineties. 00:02:00.024 --> 00:02:00.595 I apologize. 00:02:00.595 --> 00:02:01.285 I don't wanna correct that. 00:02:03.295 --> 00:02:06.765 Listen, Whether you're new at this or whether you've been doing this 00:02:06.765 --> 00:02:10.574 for a decade, this has probably come up before you've been overwhelmed. 00:02:10.664 --> 00:02:13.425 And when we get overwhelmed, let me change that. 00:02:13.425 --> 00:02:16.785 When I get overwhelmed, I know that the little things in life 00:02:17.115 --> 00:02:18.975 become daunting and overwhelming. 00:02:19.425 --> 00:02:23.505 Things like doing laundry, emptying the dishwasher, having to go get an oil 00:02:23.505 --> 00:02:28.875 change, scheduling a haircut, all these little odds and ends become a total chore. 00:02:29.115 --> 00:02:31.425 So when I faced them like this last week for. 00:02:32.205 --> 00:02:33.075 I was overwhelmed. 00:02:33.135 --> 00:02:33.885 I am taxed. 00:02:34.725 --> 00:02:37.695 Both personally and professionally in ways that I've never been before. 00:02:37.995 --> 00:02:44.115 It's, it's a challenging time for me, and time is not on my side, and when I 00:02:44.115 --> 00:02:47.745 get overwhelmed, I find this symptom. 00:02:48.165 --> 00:02:49.665 The symptom is resistance. 00:02:50.115 --> 00:02:54.855 This resistance is me saying, gosh, I really, really, really 00:02:55.245 --> 00:02:59.955 don't want to go do this, including getting out here and soaking. 00:03:00.355 --> 00:03:02.005 Just gorgeous views. 00:03:02.005 --> 00:03:04.524 I didn't want to be here because I was overwhelmed. 00:03:04.524 --> 00:03:05.575 Have you ever had that feeling? 00:03:05.635 --> 00:03:08.274 I'm curious to drop a comment in the comment section below if you 00:03:08.274 --> 00:03:13.225 have, of being in a position or even something that you enjoy doing. 00:03:13.225 --> 00:03:16.315 Like for me, trail running, uh, after I'm warmed up into it. 00:03:17.065 --> 00:03:20.575 Even after we, when we're trying to do something we like, sometimes it 00:03:20.575 --> 00:03:23.424 can be daunting and overwhelming, so the symptom is resistance. 00:03:23.454 --> 00:03:23.635 Ah. 00:03:24.240 --> 00:03:26.640 I'd go out and go do that, but then I gotta load up the truck, load up the 00:03:26.640 --> 00:03:30.330 trailer, get outside, deal with the cold weather, whatever it is, that 00:03:30.330 --> 00:03:33.480 resistance is the symptom for the mistake. 00:03:33.690 --> 00:03:34.650 Now, what is that mistake? 00:03:35.070 --> 00:03:39.780 That mistake is letting yourself off the hook, giving yourself a pass. 00:03:39.900 --> 00:03:40.770 I'll give you an example. 00:03:40.980 --> 00:03:45.060 When I was selling roofs, that pass for me was taken a day or an afternoon off. 00:03:45.060 --> 00:03:46.170 It usually started with an afternoon. 00:03:46.170 --> 00:03:47.550 I was like, Hey, I did really well. 00:03:47.550 --> 00:03:48.570 I had a really great week. 00:03:48.840 --> 00:03:50.250 That momentum I built, you know what? 00:03:50.460 --> 00:03:51.090 I'm tired. 00:03:51.095 --> 00:03:51.780 I'm overwhelmed. 00:03:51.780 --> 00:03:52.380 I'm working too. 00:03:53.025 --> 00:03:55.215 I'm gonna let off and I'm gonna take a break. 00:03:55.275 --> 00:03:57.405 And that break is easy. 00:03:57.405 --> 00:04:00.015 At first it, it's fulfilling and it feels good. 00:04:00.255 --> 00:04:02.715 And for a quick minute, I, I feel recharged. 00:04:02.954 --> 00:04:07.875 But then the next day comes and then I'm like, oh, well if I went easy, then 00:04:07.905 --> 00:04:09.975 you know what's one more afternoon? 00:04:10.334 --> 00:04:11.475 And I take that afternoon. 00:04:11.805 --> 00:04:13.785 And then after that, what happens? 00:04:14.055 --> 00:04:14.595 I end. 00:04:15.825 --> 00:04:18.195 Saying, Hey, well if I did the afternoon, what's another day? 00:04:18.195 --> 00:04:19.275 What's another few hours? 00:04:19.635 --> 00:04:25.365 And each time that there's that one more, that momentum and that 00:04:25.365 --> 00:04:27.255 sales momentum just comes to a halt. 00:04:27.735 --> 00:04:30.525 Number two, the self-discipline comes to a halt. 00:04:30.525 --> 00:04:32.175 And three, the earning potentials follows. 00:04:32.180 --> 00:04:33.855 Cuz the reality is you're not working. 00:04:33.855 --> 00:04:34.335 Let me change that. 00:04:34.729 --> 00:04:39.229 I was not working, and I have found that I'm not the only 00:04:39.229 --> 00:04:40.159 one that's gone through this. 00:04:40.159 --> 00:04:43.700 A very common thing in high stress industries like roofing sales. 00:04:44.090 --> 00:04:49.099 So when you experience this symptom of resistance, now you know, 00:04:49.104 --> 00:04:51.919 hey, that's that silent alarm that's gonna say, you know what? 00:04:53.090 --> 00:04:56.840 Hey, this is what's gonna happen, is I'm gonna want to give myself that. 00:04:57.750 --> 00:04:58.560 And I did. 00:04:58.560 --> 00:05:02.880 I gave myself the pass and I caught myself over this last week resisting all 00:05:02.880 --> 00:05:06.480 the little things, even getting back to my hotel room, having to unpack my bag. 00:05:06.480 --> 00:05:07.320 It was like a chore. 00:05:07.560 --> 00:05:09.060 All this stuff I had to do. 00:05:09.960 --> 00:05:13.110 Then I get home, I'm like, I gotta do dishes, I gotta do laundry. 00:05:13.110 --> 00:05:15.210 And it was just this wall of resistance and I wanted nothing 00:05:15.210 --> 00:05:16.740 more than having a pass. 00:05:17.160 --> 00:05:21.300 So we now know the biggest mistake is giving yourself a pass cuz 00:05:21.305 --> 00:05:23.700 it'll kill the momentum, kill your discipline, kill your income. 00:05:23.700 --> 00:05:24.810 But the worst part is this. 00:05:25.260 --> 00:05:29.520 What ends up happening to me at the very least, is that I judge myself. 00:05:29.880 --> 00:05:31.590 I then feel bad about it. 00:05:31.830 --> 00:05:33.660 I then beat myself up. 00:05:33.660 --> 00:05:38.490 I second guess things and I, I don't generally feel good about myself cause 00:05:38.490 --> 00:05:41.130 I don't feel like I'm acting in line with my normal levels of discipline. 00:05:41.130 --> 00:05:41.970 I'm like, Hey, what am I doing? 00:05:41.970 --> 00:05:43.200 I'm, I'm like, off course here. 00:05:43.500 --> 00:05:47.280 So the first thing that we do, Is, we just need to figure out what 00:05:47.280 --> 00:05:48.930 is the easiest way to get started. 00:05:48.930 --> 00:05:52.320 And there's a metaphor and there's, that's the reason why I'm doing it out here. 00:05:52.350 --> 00:05:55.260 The metaphor is this, I did not want to be out here today. 00:05:55.260 --> 00:05:55.830 Why would you? 00:05:55.830 --> 00:05:58.020 My hand is like white right now. 00:05:58.020 --> 00:05:58.410 Look at that. 00:05:58.470 --> 00:06:01.650 It's freezing cold and I did not want to be out here. 00:06:02.655 --> 00:06:03.315 What did I do? 00:06:03.615 --> 00:06:04.605 I put my shoes on. 00:06:04.935 --> 00:06:08.205 Step number one, put your dang shoes on. 00:06:08.535 --> 00:06:12.165 Now in roofing sales, I, I think having that little mantra to 00:06:12.165 --> 00:06:15.675 yourself is wildly helpful, and it's helped me in the past as well. 00:06:15.680 --> 00:06:16.755 I still use it to this day. 00:06:16.995 --> 00:06:17.925 Put your shoes on. 00:06:17.930 --> 00:06:19.425 That's the first easy step, right? 00:06:19.695 --> 00:06:22.965 So here I am not wanting to be out here, by the way, now I do. 00:06:22.965 --> 00:06:26.955 I've been running for an hour and 15 minutes, just a little over halfway. 00:06:27.375 --> 00:06:30.360 Uh, And finally feeling into it, soaking up. 00:06:30.360 --> 00:06:32.100 These views went from resistant. 00:06:32.100 --> 00:06:33.030 I don't wanna be cold. 00:06:33.030 --> 00:06:35.310 I don't have the energy, I don't feel up to it. 00:06:35.310 --> 00:06:36.180 A day today. 00:06:36.270 --> 00:06:40.440 And I was like, well, all I need to do is put my dang shoes on. 00:06:40.740 --> 00:06:42.990 That's the first easy step to break the resistance. 00:06:42.990 --> 00:06:45.450 So what I did is that resistance when it came up, said, put 00:06:45.450 --> 00:06:46.740 my shoes on and look at 'em. 00:06:47.220 --> 00:06:52.650 There they are shoes with micro spikes so I can grip in the ice, in the 00:06:52.650 --> 00:06:56.370 snow to brave the miserable weather that I've somehow chosen to do. 00:06:57.135 --> 00:07:00.375 But that metaphor, put your shoes on, applies to selling as well. 00:07:00.585 --> 00:07:04.425 Here's how day one, you get up, the resistance has begun, 00:07:04.695 --> 00:07:05.595 and you're like, you know what? 00:07:06.195 --> 00:07:07.425 I don't wanna do this today. 00:07:08.235 --> 00:07:10.995 Putting your shoes on is what you say, Hey, I feel that resistance. 00:07:10.995 --> 00:07:11.895 I gotta put my shoes on. 00:07:12.105 --> 00:07:13.905 What does that mean to you in that moment? 00:07:13.905 --> 00:07:16.995 It could just be getting dressed, getting your work clothes on. 00:07:17.025 --> 00:07:18.975 Now, imagine you need to get out to that neighborhood. 00:07:19.590 --> 00:07:21.570 Oh man, I really don't feel like knocking doors today. 00:07:21.870 --> 00:07:22.230 Ah, man. 00:07:22.230 --> 00:07:23.250 All I gotta do is put my shoes on. 00:07:23.250 --> 00:07:23.760 What does that mean? 00:07:23.760 --> 00:07:24.390 Get in your trucks. 00:07:24.390 --> 00:07:25.170 You can drive there. 00:07:25.440 --> 00:07:26.490 Then you're in that neighborhood. 00:07:26.490 --> 00:07:28.620 You're like, man, I don't want to get out there. 00:07:28.680 --> 00:07:29.550 Put your shoes on. 00:07:29.790 --> 00:07:30.330 What does that mean? 00:07:30.330 --> 00:07:33.930 First step, the first easy thing to get that momentum to then take 00:07:33.930 --> 00:07:37.230 the next step, and that is gonna be opening that car door, right? 00:07:37.235 --> 00:07:39.060 Or your truck door to get out and even. 00:07:39.490 --> 00:07:40.090 Same thing. 00:07:40.330 --> 00:07:43.660 I'm, I intimidated, but I don't wanna to go knock today. 00:07:43.990 --> 00:07:46.540 I hate knocking doors like Carl, who I interviewed, the, 00:07:46.540 --> 00:07:48.760 the sales rep who hated it. 00:07:48.820 --> 00:07:52.420 His technique, which I loved, was to go knock a door where 00:07:52.420 --> 00:07:53.590 he knew no one was home. 00:07:54.160 --> 00:07:55.060 So what's wrong with that? 00:07:55.065 --> 00:07:58.630 That's putting your shoes on whenever you feel that resistance. 00:07:58.920 --> 00:08:02.220 And you want to give yourself that pass, put your shoes on. 00:08:02.610 --> 00:08:04.290 Your mission is to decide what that is. 00:08:04.680 --> 00:08:08.220 And then all we gotta do is take one step at a time. 00:08:08.460 --> 00:08:11.490 And I'll tell you my first 10 minutes into today's run, I was gonna quit. 00:08:12.120 --> 00:08:12.870 I was gonna call it. 00:08:12.870 --> 00:08:13.560 I said, you know what? 00:08:13.830 --> 00:08:14.850 I got out there, I did it. 00:08:14.850 --> 00:08:15.450 That's good enough. 00:08:15.450 --> 00:08:16.110 I'm tired. 00:08:16.260 --> 00:08:17.010 My legs are tired. 00:08:17.560 --> 00:08:18.700 My calves were sore. 00:08:18.860 --> 00:08:22.990 I, I, I, I don't have the same level of energy or enthusiasm cuz I was 00:08:22.990 --> 00:08:25.240 overwhelmed, almost ate it right there. 00:08:25.780 --> 00:08:29.380 And I ended up getting my shoes on, putting one foot in front 00:08:29.380 --> 00:08:30.340 of the other 30 minutes in. 00:08:31.110 --> 00:08:36.360 Now I am feeling just so incredibly recharged and invigorated, and 00:08:36.360 --> 00:08:38.309 now I get to leave you with that. 00:08:38.730 --> 00:08:39.659 Put your dang shoes on. 00:08:40.260 --> 00:08:40.590 All right. 00:08:40.799 --> 00:08:41.850 That's all for today's video. 00:08:42.210 --> 00:08:45.480 If you like this video in the format, comment below or gimme 00:08:45.480 --> 00:08:46.740 a thumbs up or thumbs down. 00:08:47.010 --> 00:08:47.760 I respect. 00:08:48.120 --> 00:08:50.160 You guys and your, your time and attention. 00:08:50.160 --> 00:08:51.390 So I do these videos for you. 00:08:51.630 --> 00:08:53.430 Now listen, if you want to continue your journey with me, 00:08:53.670 --> 00:08:54.690 jump into my free training center. 00:08:54.690 --> 00:08:56.160 It's available@roofradis.com. 00:08:56.165 --> 00:08:58.170 You can click in the link in the description, or you can text the 00:08:58.170 --> 00:09:01.980 word free to 3 0 3 2 2 2 71 33. 00:09:01.980 --> 00:09:05.130 I got a whole playlist in there on goals and motivation if you need some more. 00:09:05.460 --> 00:09:06.720 And, uh, thanks for joining me. 00:09:06.960 --> 00:09:09.450 If you wanna hang with me here on YouTube, there's a card down in the. 00:09:09.545 --> 00:09:12.785 Should be your, uh, lower right to tell you, Hey, you two thinks 00:09:12.785 --> 00:09:13.444 you're gonna love this one. 00:09:13.805 --> 00:09:14.375 Thanks again. 00:09:14.375 --> 00:09:17.045 And remember, next time you're met with resistance. 00:09:17.314 --> 00:09:19.385 Avoid that pitfall, that mistake you've giving yourself a pass. 00:09:19.385 --> 00:09:20.405 And what are you gonna say to yourself? 00:09:20.824 --> 00:09:22.685 All I gotta do is put my shoes on. 00:09:23.224 --> 00:09:23.765 See you the next one.