WEBVTT NOTE This file was generated by Descript 00:00:00.810 --> 00:00:05.610 I get asked this question all the time, Adam I'm brand new and roofing sales. 00:00:05.640 --> 00:00:07.980 What advice do you have for me to succeed quickly? 00:00:08.460 --> 00:00:09.120 Well, guess what? 00:00:09.180 --> 00:00:11.790 In this video, I'm going to be sharing the advice that I wish 00:00:11.820 --> 00:00:13.230 I got when I was brand new. 00:00:13.530 --> 00:00:16.470 And at the end of the video, I'm going to share with you just a few tips that 00:00:16.470 --> 00:00:20.640 other folks shared, because not long ago, I posted a video on Instagram asking. 00:00:21.150 --> 00:00:24.299 What advice would you give to a brand new person in roofing sales? 00:00:24.659 --> 00:00:27.479 And since we're all wired differently, we all come from different 00:00:27.479 --> 00:00:31.080 backgrounds, different levels of experience in sales or communication 00:00:31.080 --> 00:00:33.180 or working on our own, so to speak. 00:00:33.180 --> 00:00:35.670 Cause I know, even though we're working for a company, we're largely, 00:00:35.670 --> 00:00:38.940 self-employed in many respects, they don't have someone staring over our shoulder. 00:00:39.209 --> 00:00:42.540 This industry isn't super well-known for its robust training. 00:00:42.780 --> 00:00:46.260 I know that's getting better and better and better, but there's a lot that we need 00:00:46.260 --> 00:00:48.510 to learn and it feels like a mountain. 00:00:48.810 --> 00:00:49.110 And. 00:00:49.690 --> 00:00:51.520 To me, the biggest thing was product knowledge. 00:00:51.550 --> 00:00:52.690 I felt okay with people. 00:00:52.690 --> 00:00:53.770 I didn't really know how to pitch. 00:00:54.010 --> 00:00:57.220 I didn't know what I should be doing by starting to piece it together in the most 00:00:57.220 --> 00:01:00.250 daunting thing for me was the stuff that I feel like I couldn't kind of learn on my 00:01:00.250 --> 00:01:04.600 own, which was the product knowledge, the process knowledge, the general industry. 00:01:04.930 --> 00:01:08.530 So I want to just break all of that down and share with you. 00:01:09.060 --> 00:01:13.020 A simplistic approach to just crushing it and roofing sales when you're brand new. 00:01:13.380 --> 00:01:16.440 And by the way, if you're not brand new, I imagine you're going to grab 00:01:16.440 --> 00:01:19.560 some golden nuggets from this, but I just ask if you know, someone who could 00:01:19.620 --> 00:01:23.820 benefit from this, share the video with them and pass along the good word. 00:01:23.820 --> 00:01:27.360 Cause most of us who wish we had more at our fingertips when we got started. 00:01:27.720 --> 00:01:28.950 So quick, welcome or welcome back. 00:01:28.950 --> 00:01:29.880 My name is Adam Benjamin. 00:01:29.880 --> 00:01:29.970 The. 00:01:30.780 --> 00:01:33.479 And everything I do here on this channel is designed to help you and your 00:01:33.479 --> 00:01:36.869 team smash your income goal and give every customer an amazing experience. 00:01:37.140 --> 00:01:41.190 And in fact, my mission is to provide people that are just like me, where 00:01:41.190 --> 00:01:44.310 you're coming into the business from really not doing too well. 00:01:44.310 --> 00:01:45.839 I was earning 1600 bucks a month. 00:01:45.869 --> 00:01:46.889 I had no sales experience. 00:01:47.160 --> 00:01:49.350 I barely, I shouldn't say barely. 00:01:49.440 --> 00:01:54.060 I had to Google like shingle rake, edge, drip edge, like basic roof knowledge. 00:01:54.060 --> 00:01:54.839 Like I knew nothing. 00:01:54.869 --> 00:01:57.179 I remember getting started and being like, do we need a ladder? 00:01:57.539 --> 00:01:58.199 How do I set a ladder? 00:01:59.070 --> 00:01:59.700 What do I look for? 00:01:59.700 --> 00:02:00.420 How do we get on a roof? 00:02:00.450 --> 00:02:02.160 I didn't, I'd never been on a roof before. 00:02:02.160 --> 00:02:04.020 I was horrified of all those little mechanics. 00:02:04.380 --> 00:02:08.580 So maybe that's you, maybe it's someone, you know, but the good news is that fear 00:02:08.610 --> 00:02:10.710 will get pushed behind you pretty quickly. 00:02:10.710 --> 00:02:11.490 So let's get to it. 00:02:11.940 --> 00:02:17.700 The advice for new salespeople, number one, every minute of 00:02:17.700 --> 00:02:19.410 every day should be focused on. 00:02:20.775 --> 00:02:22.005 Now, what do I mean on selling? 00:02:22.185 --> 00:02:24.315 I mean, I'm getting in front of people. 00:02:24.525 --> 00:02:27.045 This can be done by the way from about 10:00 AM to 7:00 PM. 00:02:28.185 --> 00:02:31.035 I know you have to learn your market, but there's retirees. 00:02:31.035 --> 00:02:32.625 They're stay at home spouses. 00:02:32.895 --> 00:02:34.545 You can work those neighborhoods in the morning. 00:02:34.755 --> 00:02:36.465 This is knocking doors. 00:02:36.795 --> 00:02:37.275 This is. 00:02:37.825 --> 00:02:38.935 Leaving letters at the door. 00:02:38.935 --> 00:02:42.625 If no one's home sending direct mail letters, cold calling off of, 00:02:42.625 --> 00:02:46.945 for rent signs or for sale signs or commercial properties, anything 00:02:46.945 --> 00:02:49.915 that you can do to get in front of people, including networking. 00:02:49.915 --> 00:02:53.815 And if you're brand new posting on social media to share your new message 00:02:53.815 --> 00:02:56.915 with the world and the people in your network, as well as joining. 00:02:57.605 --> 00:03:00.005 Uh, Facebook groups for the communities in which you serve. 00:03:00.275 --> 00:03:02.915 So when I say focus on selling, this is making contacts 00:03:02.915 --> 00:03:04.565 getting in front of people. 00:03:04.715 --> 00:03:06.455 The hardest thing is your very first sale. 00:03:06.665 --> 00:03:12.185 And what it often feels like is pushing this giant, like concrete ball up a hill. 00:03:12.275 --> 00:03:14.855 And at the top of the hill is the apex where it starts going down. 00:03:15.215 --> 00:03:19.415 This momentum, one, getting that ball moving is the hardest part, that 00:03:19.415 --> 00:03:23.195 first traction, and it feels like an uphill battle as we get going. 00:03:23.405 --> 00:03:25.505 Then once we make our, our first few sales. 00:03:25.995 --> 00:03:28.935 Five to 10 sales, that momentum begins to carry us. 00:03:29.235 --> 00:03:32.055 And that's how you see the folks like the guys and gals I've interviewed on the. 00:03:33.165 --> 00:03:35.625 Who struggled to get started. 00:03:35.925 --> 00:03:37.305 And then that momentum carries them. 00:03:37.305 --> 00:03:38.595 They don't have time to knock doors. 00:03:38.595 --> 00:03:39.975 They're getting too many referrals. 00:03:40.215 --> 00:03:44.655 These are problems that seems so far fetched, but they truly come to life. 00:03:44.685 --> 00:03:45.704 They do happen. 00:03:45.915 --> 00:03:49.005 And I know it's daunting and it seems super unrealistic, but 00:03:49.005 --> 00:03:50.445 believe me, you gotta stick to it. 00:03:50.715 --> 00:03:51.075 All right. 00:03:51.225 --> 00:03:53.445 Number two is you need to bet on yourself. 00:03:54.180 --> 00:03:54.660 Okay. 00:03:54.750 --> 00:03:55.859 Now, what do I mean by that? 00:03:56.100 --> 00:03:58.350 When you bet on yourself, you believe in yourself. 00:03:58.410 --> 00:04:01.200 And I was just talking to a very dear friend of mine named Jesse. 00:04:01.220 --> 00:04:05.430 Jesse is the gentleman that hired me, that I worked with who, who I became 00:04:05.430 --> 00:04:09.180 his chief operating officer and Jessie and I were talking on the phone and we 00:04:09.180 --> 00:04:10.590 said, Hey, we're both kind of crazy. 00:04:10.650 --> 00:04:11.370 We like jumped off. 00:04:11.825 --> 00:04:13.894 Plain and build the parachute on the way down. 00:04:14.105 --> 00:04:14.765 And that's how I was. 00:04:14.765 --> 00:04:15.364 I came in the business. 00:04:15.364 --> 00:04:16.175 I'm like, Hey, roofing sales. 00:04:16.175 --> 00:04:19.204 I'm going to make six figures now, did I know how to sell? 00:04:19.235 --> 00:04:19.625 No. 00:04:19.805 --> 00:04:20.235 Did I have that? 00:04:20.235 --> 00:04:21.125 I ever done door to door? 00:04:21.154 --> 00:04:21.365 No. 00:04:21.365 --> 00:04:22.474 Did I know anything about roofing? 00:04:22.505 --> 00:04:22.895 No. 00:04:23.224 --> 00:04:27.815 Did I, was it smart that I left my stable income of $1,600 a month? 00:04:27.875 --> 00:04:31.835 No, it was against everything in all the advice that my friends and family 00:04:31.835 --> 00:04:33.275 said, Hey, it's commission only. 00:04:33.275 --> 00:04:33.995 It's not safe. 00:04:34.025 --> 00:04:34.805 It's not risky. 00:04:35.195 --> 00:04:36.275 Or excuse me, it's risky. 00:04:37.380 --> 00:04:39.450 Instead of heating that advice and saying, you're right. 00:04:39.450 --> 00:04:39.659 You're right. 00:04:39.659 --> 00:04:40.020 You're right. 00:04:40.200 --> 00:04:43.020 If I did that, it would have taken the safe, conservative route, which by the 00:04:43.020 --> 00:04:44.880 way, that might be the best thing for you. 00:04:44.880 --> 00:04:45.419 I don't know. 00:04:45.659 --> 00:04:47.580 But the safe, conservative route, wasn't it for me. 00:04:47.640 --> 00:04:49.500 I wasn't satisfied with mediocre. 00:04:49.530 --> 00:04:52.140 I wasn't satisfied with middle of the road. 00:04:52.289 --> 00:04:52.750 I want to do. 00:04:53.260 --> 00:04:55.210 And with high risk comes high reward. 00:04:55.450 --> 00:04:58.810 I went all in and I bet literally everything on myself. 00:04:59.170 --> 00:05:01.990 And when I did that confidently, I just said, I'm just going to 00:05:01.990 --> 00:05:03.550 do what it takes to succeed. 00:05:03.969 --> 00:05:04.300 All right. 00:05:04.750 --> 00:05:09.700 Number three is to study, study study in your off time study in off 00:05:09.700 --> 00:05:11.800 time, this is where you need to find. 00:05:11.980 --> 00:05:14.830 And by the way, Brian, Tracy, in the book goals, how to achieve, 00:05:14.890 --> 00:05:16.960 I think the subtitles, how to achieve everything in life faster 00:05:16.960 --> 00:05:17.919 than you ever dreamed possible. 00:05:18.310 --> 00:05:19.150 Uh, he, he me. 00:05:19.700 --> 00:05:21.380 Understanding what he calls your bottleneck. 00:05:21.590 --> 00:05:24.620 And to me, that bottleneck was a lot of industry knowledge mixed with 00:05:24.620 --> 00:05:27.560 Xactimate, understanding how to read a scope and communicate with homeowners. 00:05:27.830 --> 00:05:31.070 So what I did in my mornings and evenings was I would study on the 00:05:31.070 --> 00:05:33.140 stuff that I needed to feel confident. 00:05:33.289 --> 00:05:33.590 All right. 00:05:34.070 --> 00:05:37.669 Number four is process knowledge. 00:05:38.505 --> 00:05:40.155 Over product knowledge. 00:05:40.155 --> 00:05:41.895 So process knowledge is number one. 00:05:42.164 --> 00:05:45.645 Now, what do I mean by this most homeowners, aren't going to drill 00:05:45.645 --> 00:05:48.974 you with technical questions about shingles and installation. 00:05:49.275 --> 00:05:53.145 They just need to know that you're competent in the process. 00:05:53.385 --> 00:05:56.865 If you're selling storm damaged roofs, how does the claims process work? 00:05:57.075 --> 00:06:01.125 If you're doing retail, guiding them through the install, all of the process 00:06:01.125 --> 00:06:05.414 of what they will experience, process, meaning what the customer will experience. 00:06:05.594 --> 00:06:06.734 That is the number of. 00:06:07.345 --> 00:06:09.295 Most important thing. 00:06:09.625 --> 00:06:10.015 All right. 00:06:10.195 --> 00:06:14.545 When you get competent in that you become more confident 00:06:14.545 --> 00:06:16.885 competence, breeds, confidence. 00:06:17.185 --> 00:06:17.575 All right. 00:06:17.935 --> 00:06:21.235 Now the last thing I want to say is role-play and I'll tell you, 00:06:21.235 --> 00:06:22.885 this is the one thing I didn't do. 00:06:23.005 --> 00:06:23.905 And I wish I did. 00:06:24.235 --> 00:06:28.435 Now, why is this role-play whether it's with yourself in a mirror, whether 00:06:28.435 --> 00:06:29.605 this is with the company, which has. 00:06:30.735 --> 00:06:31.455 Or a partner. 00:06:31.605 --> 00:06:34.155 And in fact, I have numerous salespeople that have reached out. 00:06:34.155 --> 00:06:36.555 They're doing role-play with their significant other, their 00:06:36.555 --> 00:06:37.875 boyfriend, girlfriend, husband, wife. 00:06:38.085 --> 00:06:38.895 It doesn't matter. 00:06:39.165 --> 00:06:41.835 But this part here is where we get those repetitions in. 00:06:41.835 --> 00:06:44.685 And I want to drill down into this for a minute with 00:06:44.685 --> 00:06:47.715 role-play we focus on repetition. 00:06:47.745 --> 00:06:51.045 So example, let's say you sell, I don't know, 50 to a hundred roofs. 00:06:52.099 --> 00:06:55.969 That means out of all the objections you might hear, you get to rehearse 00:06:55.969 --> 00:06:58.909 them five times, 10 times, 20 times. 00:06:59.060 --> 00:07:01.219 You're not going to get them on every single job. 00:07:02.060 --> 00:07:06.909 So if you don't practice these, you've got 5, 10, 15, 25 repetitions. 00:07:07.795 --> 00:07:12.295 But in role-play you could get that many down in 20 minutes, which means 00:07:12.295 --> 00:07:15.775 you get to work out the kinks, which means that you get to feel confident 00:07:15.775 --> 00:07:18.505 showing up at the door, knowing how to start that conversation. 00:07:18.955 --> 00:07:22.645 All right, now those are the tactical things, but I want to leave with 00:07:22.675 --> 00:07:26.845 a couple, leave you with a couple more, uh, internal and personal 00:07:26.845 --> 00:07:28.315 development angles to consider. 00:07:28.615 --> 00:07:31.045 So again, focus on selling every minute of every day. 00:07:31.045 --> 00:07:32.185 That's all you should be doing. 00:07:32.485 --> 00:07:33.535 Bet on yourself. 00:07:33.535 --> 00:07:35.775 You have to go all in study in your off time. 00:07:36.435 --> 00:07:37.695 To focus on those weaknesses. 00:07:37.695 --> 00:07:40.545 So you feel confident, remember that process knowledge is more 00:07:40.545 --> 00:07:41.745 important than product knowledge. 00:07:41.895 --> 00:07:45.435 You will develop that in time and then role play, role, play, role play, get in 00:07:45.435 --> 00:07:48.525 those repetitions people ask, you know, how do you get so quick on your feet? 00:07:48.555 --> 00:07:51.525 It's because I've done this over and over and over again. 00:07:51.765 --> 00:07:53.115 And that is the only way. 00:07:54.020 --> 00:07:57.590 All right now, last things I want to share with you is that all of us face 00:07:57.620 --> 00:08:02.510 in internal demon, this here is the most difficult part of roofing sales. 00:08:02.750 --> 00:08:04.040 It's our internal demon. 00:08:04.490 --> 00:08:06.620 I did a video on this called killing. 00:08:06.790 --> 00:08:09.140 I believe it's called killing the confidence deem it's in my 00:08:09.140 --> 00:08:11.420 three-part series called the roofing sales success formula. 00:08:11.539 --> 00:08:13.820 There's a playlist on a YouTube channel to video number two. 00:08:14.000 --> 00:08:15.920 And in fact, I'm gonna link to it right up here. 00:08:17.730 --> 00:08:20.940 Roofing sales is personal development in disguise. 00:08:21.030 --> 00:08:25.290 Meaning your income is capped at where you are for you to earn twice as 00:08:25.290 --> 00:08:26.310 much, three times as much, by the way. 00:08:26.520 --> 00:08:30.930 I am S yeah, I believe seven X, my income in my first 12 months. 00:08:31.350 --> 00:08:31.590 And. 00:08:32.579 --> 00:08:33.299 To do that. 00:08:33.299 --> 00:08:36.150 I needed to become a new person and I needed to do that by literally 00:08:36.150 --> 00:08:38.130 killing the, the weak link. 00:08:38.159 --> 00:08:40.530 The part of me that second guessed myself, the part of me 00:08:40.530 --> 00:08:42.150 that was focused on comfort. 00:08:42.150 --> 00:08:45.540 The part of me that was scared to make people to cause tension, to show up at 00:08:45.540 --> 00:08:47.130 people's homes and disrupt the peace. 00:08:47.339 --> 00:08:48.900 I wanted to be a, be a peacekeeper. 00:08:49.110 --> 00:08:52.380 So for most of us, this internal demon is the biggest threat 00:08:52.380 --> 00:08:54.959 and case in point, there's a gentleman that reached out to me. 00:08:54.959 --> 00:08:55.680 It's true story. 00:08:55.949 --> 00:08:57.360 He was a Iraq war. 00:08:57.875 --> 00:09:01.145 He was in battle in the most dangerous places on earth. 00:09:01.505 --> 00:09:04.295 And he told me, he says, I never, once when I was in a firefight, 00:09:04.505 --> 00:09:08.495 never once skipped a beat, he did exactly what he needed to do yet. 00:09:08.555 --> 00:09:09.845 He gets into roofing sales. 00:09:10.055 --> 00:09:13.505 He would drive to a neighborhood and be crippled with fear so much 00:09:13.505 --> 00:09:17.405 so that he would not get out of his vehicle and he would drive home and 00:09:17.405 --> 00:09:20.165 then he'd feel defeated and it would make the cycle worse and worse. 00:09:20.495 --> 00:09:24.215 And think about this, like from the logic standpoint, this is insane. 00:09:24.915 --> 00:09:30.165 This gentlemen faced the horrors of the worst scariest situations 00:09:30.165 --> 00:09:32.925 that life could dish at you yet. 00:09:32.925 --> 00:09:35.865 Somehow our own internal fears. 00:09:35.865 --> 00:09:37.245 Cause those fears are out here. 00:09:37.665 --> 00:09:38.714 The internal. 00:09:39.885 --> 00:09:45.015 Manifest themselves in such a deep way, that the more we're able to lean 00:09:45.015 --> 00:09:48.855 into this and to develop personally, to break through these obstacles, 00:09:48.855 --> 00:09:52.575 to lean into that discomfort, the more money that we can earn. 00:09:53.025 --> 00:09:55.965 And that my friend that is the most important thing is for you to embrace 00:09:55.965 --> 00:10:00.375 the fact that roofing sales is personal development in discussing. 00:10:01.194 --> 00:10:02.214 Embrace the journey. 00:10:02.214 --> 00:10:05.364 Spend your time focused on communication organization. 00:10:05.364 --> 00:10:08.454 Self-improvement learning how to lean into the discomfort. 00:10:08.785 --> 00:10:12.594 And I wish I did that even earlier than I did. 00:10:12.594 --> 00:10:15.535 I wish we did it before I got into roofing sales, roofing sales just forced me to it. 00:10:15.775 --> 00:10:18.354 So now let's turn our attention real quick to Instagram. 00:10:18.354 --> 00:10:21.925 If you're not following me on Instagram, it's at roof strategist and in here, 00:10:21.954 --> 00:10:25.704 which by the way, I did this post on what's your number one advice for roofing. 00:10:26.775 --> 00:10:29.505 And I just want to share a few of these because they're not my ideas, 00:10:29.505 --> 00:10:31.485 but they're ideas that other folks had. 00:10:31.725 --> 00:10:37.095 So, uh, flex Berrera said just knock and talk, stop thinking, which by the way, 00:10:37.814 --> 00:10:41.295 Side note inspired a training and running the pitch pro movement about getting 00:10:41.295 --> 00:10:45.074 into the flow state when pitching and stopping thinking is the biggest piece 00:10:45.314 --> 00:10:48.645 for you to be able to do that is to get into flow is to get out of your head. 00:10:48.885 --> 00:10:50.955 And the fundamentals are to know what you're going to say. 00:10:50.955 --> 00:10:53.985 When you show up, that's all you need to start that dialogue. 00:10:54.015 --> 00:10:54.465 I love that. 00:10:54.465 --> 00:10:55.785 So thank you for that flexibility. 00:10:55.915 --> 00:10:57.135 I'm sorry, Felix. 00:10:57.135 --> 00:11:00.645 Barrera's then we have Greg, you said for me personally, just knocking, giving out. 00:11:01.459 --> 00:11:04.220 Over and over, we have to face our fears. 00:11:04.430 --> 00:11:06.920 If you're someone that's going to go hide from fear, I'm just going to 00:11:06.920 --> 00:11:08.930 tell you now this roofing industry is not going to work out for you. 00:11:09.170 --> 00:11:12.050 You have to be willing to look fear in the face and lean into it. 00:11:12.050 --> 00:11:13.699 So well, well done. 00:11:13.970 --> 00:11:16.640 And then, uh, I also, I love what this gentleman said here. 00:11:16.640 --> 00:11:19.760 He says, be genuine and it's RST, R a B, B. 00:11:19.850 --> 00:11:20.600 He says, be genuine. 00:11:20.600 --> 00:11:21.620 Don't try to be a salesman. 00:11:21.650 --> 00:11:21.910 Just be. 00:11:23.100 --> 00:11:25.920 And this, by the way, it could not agree more. 00:11:25.949 --> 00:11:29.490 It's one of the main reasons that I teach in my roofing sales success formula. 00:11:29.520 --> 00:11:32.160 There's a link in the description, by the way, it is our all-in-one sales 00:11:32.160 --> 00:11:36.030 training sales strategy and sales system, uh, is why I teach formulas, 00:11:36.030 --> 00:11:39.569 the slap form of the aro formula carpark from it and allows you to be yourself, 00:11:39.750 --> 00:11:43.680 but knock down the right dominoes in order, which I absolutely loved. 00:11:43.860 --> 00:11:45.630 And then we have MCM services Inc. 00:11:45.810 --> 00:11:46.920 With two pieces of advice. 00:11:46.920 --> 00:11:49.810 One, if you don't know their names, Expectations or price range. 00:11:49.840 --> 00:11:51.340 You should apologize for wasting their time. 00:11:51.370 --> 00:11:51.819 I love it. 00:11:52.030 --> 00:11:54.819 We have to focus on their needs. 00:11:54.819 --> 00:11:58.300 The key thing, getting yourself in the mind of your customer. 00:11:58.330 --> 00:12:01.480 It's probably the most in my, in my opinion, the most important 00:12:01.480 --> 00:12:02.680 skillset to learn in sales. 00:12:02.949 --> 00:12:06.040 And the last one is connect with your customer on a personal. 00:12:06.584 --> 00:12:08.745 Figure out their needs, their expectations and price range. 00:12:08.775 --> 00:12:10.724 Be honest, and don't be a shady bag. 00:12:11.415 --> 00:12:11.834 I love that. 00:12:11.834 --> 00:12:12.704 I got to throw that one in. 00:12:12.704 --> 00:12:13.185 So thank you. 00:12:13.214 --> 00:12:16.155 Don't be a shitty D D bag, but connecting on a personal level, 00:12:16.155 --> 00:12:18.255 in my opinion is far and away. 00:12:18.285 --> 00:12:19.545 The most important piece. 00:12:19.844 --> 00:12:24.344 One quick story on that be you there's a gentleman inside the pitch pro movement 00:12:24.344 --> 00:12:29.234 with 20 years sales experience, he achieved his first 100% close rate week. 00:12:29.265 --> 00:12:32.745 Actually, I shouldn't say if it was his first, but he reported to me a hundred. 00:12:33.260 --> 00:12:35.060 So $200,000 in top-line sales. 00:12:35.209 --> 00:12:35.479 Okay. 00:12:35.540 --> 00:12:40.160 In a week, these were retail and residential $200,000 one 00:12:40.160 --> 00:12:42.349 week with a 100% closing. 00:12:43.694 --> 00:12:48.854 By the way he is following my closing strategy that I teach in the, uh, 00:12:49.055 --> 00:12:52.214 uh, all-in-one sales training, sales strategy and sales system that I call 00:12:52.224 --> 00:12:54.854 the roofing sales success formula and asked him, I said, what did you change? 00:12:55.125 --> 00:12:57.854 He says, you know, what's funny out of it is I actually changed everything 00:12:58.094 --> 00:12:59.745 before the presentation, nothing in it. 00:12:59.925 --> 00:13:02.564 I rewatched your training and I focused on connecting with the 00:13:02.564 --> 00:13:04.125 homeowner and how we do that. 00:13:04.485 --> 00:13:07.454 And that shift helped him hit this a hundred percent close rate, 00:13:07.454 --> 00:13:08.515 which by the way, if you're in. 00:13:09.089 --> 00:13:10.140 Let me just be crystal clear. 00:13:10.140 --> 00:13:11.160 This is not sustainable. 00:13:11.160 --> 00:13:13.890 I know that I'm very well aware and anyone that says they can do 00:13:13.890 --> 00:13:15.120 a hundred percent is delusional. 00:13:15.150 --> 00:13:16.290 It's it's false. 00:13:16.500 --> 00:13:19.890 My point is he had great success and what he focused on was 00:13:19.890 --> 00:13:21.959 connecting on a personal level. 00:13:22.140 --> 00:13:25.170 So be you follow the right sequence in the right. 00:13:25.849 --> 00:13:27.740 And you can, and you will do this. 00:13:27.770 --> 00:13:28.880 It's not rocket science. 00:13:29.150 --> 00:13:32.630 All it's going to take is you leaning into your own worst enemy, which is usually 00:13:32.630 --> 00:13:34.130 right between your ears, it's yourself. 00:13:34.430 --> 00:13:35.120 So there you have it. 00:13:35.300 --> 00:13:36.500 And I'd love to hear from you. 00:13:36.500 --> 00:13:39.860 If I missed anything, would you drop a comment and share with me the 00:13:39.860 --> 00:13:43.400 number one piece of advice that you have for someone starting out and 00:13:43.400 --> 00:13:46.219 share this video with someone that you think might be able to help? 00:13:46.550 --> 00:13:47.540 Thanks for joining me here. 00:13:47.540 --> 00:13:48.910 And just because our time's about to wrap. 00:13:49.360 --> 00:13:51.160 It doesn't mean ours should. 00:13:51.340 --> 00:13:54.040 So if you haven't done this yet, uh, you can head on over 00:13:54.040 --> 00:13:55.270 to get a free copy of my pitch. 00:13:55.270 --> 00:13:58.420 Like a pro roofing sales training video library over@theruestrategist.com. 00:13:58.420 --> 00:14:01.720 There's a link in the description and you'll get access to my, all 00:14:01.720 --> 00:14:03.220 my videos organized by category. 00:14:03.440 --> 00:14:04.660 You can click right here to get in there. 00:14:04.980 --> 00:14:08.500 And if you haven't yet subscribed to the channel, love to have you here. 00:14:08.740 --> 00:14:10.900 And again, thank you for spending your valuable time with me. 00:14:10.930 --> 00:14:13.060 I'm looking forward to seeing you on the very next day.