This is the number one biggest mistake in roofing sales, and there's
a reason I'm filming it right now.
Freezing.
My keys are off on a trail in Colorado and out of breath.
And this big mistake will cost you your earning potential.
It will absolutely destroy any self-discipline that you've developed,
and it will kill your income potential.
Now, it's not all doom and gloom.
I'm gonna be teaching you number one, what that big mistake.
Number two, I'm gonna teach you the symptoms.
So when this comes up, and the reason I'm doing this now is because I myself
have experienced this symptom and I've been down this road and I've
caught myself slipping down it again.
So I wanted to do this video well.
To share it with you because I'm going through it right now.
And what better way to teach something than being actually in that moment.
And the third thing that I'm gonna teach you is the really fast and easy
fix to keep you from slipping down this slippery slope of self-sabotage.
So let's get to it.
Uh, first, welcome or welcome back, Adam Besman here, the roof strategist.
And, uh, if you're new, welcome, bizarre first video for you.
This is unlike anything I normally do.
If you're not new, welcome back and.
Trying new things here because I've done a ton of videos, as you know, uh, around
my, my mission, which is to help you and your team smash your income goal and give
every customer an amazing experience.
And I have tons and tons of videos.
In fact, thank almost 400 or about 400 at the moment, teaching you just that.
So if you want to jump in to even more of those, tune in on YouTube,
uh, the podcast, or better yet, join me in our free training center.
Uh, you can use a link in the description, man, my hands are cold.
Or you can text the word free to 3 0 3.
2, 2, 2 71 33.
So I wanted to, to, to shake things up a little bit and really talk about
more of the internal landscape of, of a life in roofing sales, kind of
that common bond that connects us.
Well, come on Maddy.
Girl, let's go.
And here's the the deal, man.
By the way, I, I know I want to correct myself.
I've been saying man a lot.
I'm a kid of the nineties.
I apologize.
I don't wanna correct that.
Listen, Whether you're new at this or whether you've been doing this
for a decade, this has probably come up before you've been overwhelmed.
And when we get overwhelmed, let me change that.
When I get overwhelmed, I know that the little things in life
become daunting and overwhelming.
Things like doing laundry, emptying the dishwasher, having to go get an oil
change, scheduling a haircut, all these little odds and ends become a total chore.
So when I faced them like this last week for.
I was overwhelmed.
I am taxed.
Both personally and professionally in ways that I've never been before.
It's, it's a challenging time for me, and time is not on my side, and when I
get overwhelmed, I find this symptom.
The symptom is resistance.
This resistance is me saying, gosh, I really, really, really
don't want to go do this, including getting out here and soaking.
Just gorgeous views.
I didn't want to be here because I was overwhelmed.
Have you ever had that feeling?
I'm curious to drop a comment in the comment section below if you
have, of being in a position or even something that you enjoy doing.
Like for me, trail running, uh, after I'm warmed up into it.
Even after we, when we're trying to do something we like, sometimes it
can be daunting and overwhelming, so the symptom is resistance.
Ah.
I'd go out and go do that, but then I gotta load up the truck, load up the
trailer, get outside, deal with the cold weather, whatever it is, that
resistance is the symptom for the mistake.
Now, what is that mistake?
That mistake is letting yourself off the hook, giving yourself a pass.
I'll give you an example.
When I was selling roofs, that pass for me was taken a day or an afternoon off.
It usually started with an afternoon.
I was like, Hey, I did really well.
I had a really great week.
That momentum I built, you know what?
I'm tired.
I'm overwhelmed.
I'm working too.
I'm gonna let off and I'm gonna take a break.
And that break is easy.
At first it, it's fulfilling and it feels good.
And for a quick minute, I, I feel recharged.
But then the next day comes and then I'm like, oh, well if I went easy, then
you know what's one more afternoon?
And I take that afternoon.
And then after that, what happens?
I end.
Saying, Hey, well if I did the afternoon, what's another day?
What's another few hours?
And each time that there's that one more, that momentum and that
sales momentum just comes to a halt.
Number two, the self-discipline comes to a halt.
And three, the earning potentials follows.
Cuz the reality is you're not working.
Let me change that.
I was not working, and I have found that I'm not the only
one that's gone through this.
A very common thing in high stress industries like roofing sales.
So when you experience this symptom of resistance, now you know,
hey, that's that silent alarm that's gonna say, you know what?
Hey, this is what's gonna happen, is I'm gonna want to give myself that.
And I did.
I gave myself the pass and I caught myself over this last week resisting all
the little things, even getting back to my hotel room, having to unpack my bag.
It was like a chore.
All this stuff I had to do.
Then I get home, I'm like, I gotta do dishes, I gotta do laundry.
And it was just this wall of resistance and I wanted nothing
more than having a pass.
So we now know the biggest mistake is giving yourself a pass cuz
it'll kill the momentum, kill your discipline, kill your income.
But the worst part is this.
What ends up happening to me at the very least, is that I judge myself.
I then feel bad about it.
I then beat myself up.
I second guess things and I, I don't generally feel good about myself cause
I don't feel like I'm acting in line with my normal levels of discipline.
I'm like, Hey, what am I doing?
I'm, I'm like, off course here.
So the first thing that we do, Is, we just need to figure out what
is the easiest way to get started.
And there's a metaphor and there's, that's the reason why I'm doing it out here.
The metaphor is this, I did not want to be out here today.
Why would you?
My hand is like white right now.
Look at that.
It's freezing cold and I did not want to be out here.
What did I do?
I put my shoes on.
Step number one, put your dang shoes on.
Now in roofing sales, I, I think having that little mantra to
yourself is wildly helpful, and it's helped me in the past as well.
I still use it to this day.
Put your shoes on.
That's the first easy step, right?
So here I am not wanting to be out here, by the way, now I do.
I've been running for an hour and 15 minutes, just a little over halfway.
Uh, And finally feeling into it, soaking up.
These views went from resistant.
I don't wanna be cold.
I don't have the energy, I don't feel up to it.
A day today.
And I was like, well, all I need to do is put my dang shoes on.
That's the first easy step to break the resistance.
So what I did is that resistance when it came up, said, put
my shoes on and look at 'em.
There they are shoes with micro spikes so I can grip in the ice, in the
snow to brave the miserable weather that I've somehow chosen to do.
But that metaphor, put your shoes on, applies to selling as well.
Here's how day one, you get up, the resistance has begun,
and you're like, you know what?
I don't wanna do this today.
Putting your shoes on is what you say, Hey, I feel that resistance.
I gotta put my shoes on.
What does that mean to you in that moment?
It could just be getting dressed, getting your work clothes on.
Now, imagine you need to get out to that neighborhood.
Oh man, I really don't feel like knocking doors today.
Ah, man.
All I gotta do is put my shoes on.
What does that mean?
Get in your trucks.
You can drive there.
Then you're in that neighborhood.
You're like, man, I don't want to get out there.
Put your shoes on.
What does that mean?
First step, the first easy thing to get that momentum to then take
the next step, and that is gonna be opening that car door, right?
Or your truck door to get out and even.
Same thing.
I'm, I intimidated, but I don't wanna to go knock today.
I hate knocking doors like Carl, who I interviewed, the,
the sales rep who hated it.
His technique, which I loved, was to go knock a door where
he knew no one was home.
So what's wrong with that?
That's putting your shoes on whenever you feel that resistance.
And you want to give yourself that pass, put your shoes on.
Your mission is to decide what that is.
And then all we gotta do is take one step at a time.
And I'll tell you my first 10 minutes into today's run, I was gonna quit.
I was gonna call it.
I said, you know what?
I got out there, I did it.
That's good enough.
I'm tired.
My legs are tired.
My calves were sore.
I, I, I, I don't have the same level of energy or enthusiasm cuz I was
overwhelmed, almost ate it right there.
And I ended up getting my shoes on, putting one foot in front
of the other 30 minutes in.
Now I am feeling just so incredibly recharged and invigorated, and
now I get to leave you with that.
Put your dang shoes on.
All right.
That's all for today's video.
If you like this video in the format, comment below or gimme
a thumbs up or thumbs down.
I respect.
You guys and your, your time and attention.
So I do these videos for you.
Now listen, if you want to continue your journey with me,
jump into my free training center.
It's available@roofradis.com.
You can click in the link in the description, or you can text the
word free to 3 0 3 2 2 2 71 33.
I got a whole playlist in there on goals and motivation if you need some more.
And, uh, thanks for joining me.
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Should be your, uh, lower right to tell you, Hey, you two thinks
you're gonna love this one.
Thanks again.
And remember, next time you're met with resistance.
Avoid that pitfall, that mistake you've giving yourself a pass.
And what are you gonna say to yourself?
All I gotta do is put my shoes on.
See you the next one.