WEBVTT NOTE This file was generated by Descript 00:00:00.330 --> 00:00:04.050 So how much should you actually be making in roofing sales now, whether 00:00:04.050 --> 00:00:07.800 you're brand new at this, or considering your career in roofing sales or whether 00:00:07.800 --> 00:00:11.970 you're a seasoned sales veteran, 1, 2, 3 in 10 years under your belt. 00:00:11.975 --> 00:00:14.880 And you're just kind of wondering where should this really be shaken out for 00:00:14.880 --> 00:00:16.200 me and how do I compare with others? 00:00:16.560 --> 00:00:19.530 That is exactly what I'm gonna be getting into in today's video. 00:00:19.560 --> 00:00:22.200 But even that last thing I just said about how do I compare to others? 00:00:22.560 --> 00:00:24.990 That's the first thing, there's our ground rule for this video. 00:00:24.990 --> 00:00:27.090 I want you to throw that out the window, cuz there's some great 00:00:27.090 --> 00:00:28.170 things happening in our industry. 00:00:28.170 --> 00:00:29.130 People coming together. 00:00:29.370 --> 00:00:34.440 Bringing integrity honor back to roofing to try to drown out the scumbag 00:00:34.440 --> 00:00:36.210 that have given all of us a bad name. 00:00:36.510 --> 00:00:39.720 And with that, there's been an emergence of activity online and, 00:00:39.725 --> 00:00:40.980 and Facebook groups and discussions. 00:00:41.040 --> 00:00:42.930 And I see a lot of chat around there, which by the way, is 00:00:42.930 --> 00:00:44.310 all like, really good stuff. 00:00:44.490 --> 00:00:46.950 But then I know when people are celebrating wins. 00:00:47.699 --> 00:00:51.449 We start sizing ourselves up and wondering, and, and it FA paints 00:00:51.449 --> 00:00:52.949 this false sense of reality. 00:00:53.339 --> 00:00:55.319 Everybody's doing all these amazing things. 00:00:55.319 --> 00:00:57.809 And I sit here and suck and that's not the case. 00:00:58.169 --> 00:00:58.559 Now. 00:00:58.589 --> 00:01:02.040 Roofing sales is personal development in disguise. 00:01:02.580 --> 00:01:03.480 Did you hear what I just said? 00:01:03.600 --> 00:01:04.349 Write that one down. 00:01:04.530 --> 00:01:07.320 Roofing sales is personal development in disguise. 00:01:07.530 --> 00:01:11.010 I'll be the first to tell you I don't really care much about roofs. 00:01:11.100 --> 00:01:12.480 In fact, I really don't care about roofs at all. 00:01:12.480 --> 00:01:13.500 I'm not passionate about it. 00:01:13.680 --> 00:01:16.650 What I'm passionate about is this industry and the opportunity it 00:01:16.650 --> 00:01:21.270 presents for us to jump in and literally have a game of personal development 00:01:21.270 --> 00:01:22.590 than we get better at communication. 00:01:22.590 --> 00:01:25.530 It sales at organization at discipline at time management at 00:01:25.530 --> 00:01:29.370 communication, conflict resolution, all of these different categories. 00:01:29.550 --> 00:01:30.540 When we get better. 00:01:30.839 --> 00:01:35.580 We end up serving more customers, landing more sales in making more money. 00:01:35.880 --> 00:01:37.979 So you have to embrace the journey. 00:01:38.100 --> 00:01:41.669 You have to embrace the suck as the endurance athletes say and 00:01:41.669 --> 00:01:44.610 say, Hey, listen, I'm in this to just get better each and every 00:01:44.615 --> 00:01:47.550 day, we all come in at different places with different backgrounds. 00:01:47.699 --> 00:01:51.300 Someone might earn twice what you did in their first year, but it 00:01:51.300 --> 00:01:53.009 doesn't matter cuz it's not you. 00:01:53.130 --> 00:01:55.860 So all I want you to focus on is you and how do you move 00:01:55.860 --> 00:01:56.820 the needle each and every day? 00:01:56.820 --> 00:01:59.820 Getting better now that we have the disclaimer aside, shall we jump. 00:02:00.405 --> 00:02:01.905 All right, let's do it first. 00:02:01.905 --> 00:02:04.815 I just wanna say, uh, welcome or welcome back if you're new here. 00:02:04.995 --> 00:02:05.715 My name is Adam. 00:02:05.745 --> 00:02:09.945 Bessman the roof strategist and everything that I do here on this YouTube channel, 00:02:09.945 --> 00:02:14.385 my podcast and in my all in one sales training sales strategy and sales 00:02:14.385 --> 00:02:17.835 system called the roofing sales success formula is designed to help you and your 00:02:17.835 --> 00:02:21.795 team smash your income goal and give every customer an amazing experience. 00:02:22.035 --> 00:02:24.735 And for more information on that, you can click in the video description 00:02:24.735 --> 00:02:27.015 or podcast description below all. 00:02:27.690 --> 00:02:28.740 Let's get to it. 00:02:28.740 --> 00:02:30.930 How much should you be making now? 00:02:31.860 --> 00:02:38.100 Truthfully, I believe that anyone who's a good fit or a decent fit in roofing sales 00:02:38.130 --> 00:02:41.040 should earn a minimum of $75,000 a year. 00:02:41.550 --> 00:02:44.190 Now there are people who don't, there's people who struggle by the way. 00:02:44.190 --> 00:02:46.620 There's a gentleman, Caleb who had mentioned on the channel a few times, 00:02:46.620 --> 00:02:47.580 Caleb, I know you're a tentative man. 00:02:47.580 --> 00:02:48.750 And I just wanna say, appreciate you. 00:02:48.990 --> 00:02:51.210 If you see this, you wanna drop a comment, do it, but your story 00:02:51.210 --> 00:02:52.440 was really inspiring to me, Caleb. 00:02:52.440 --> 00:02:53.160 And the reason is. 00:02:53.769 --> 00:02:57.760 Caleb struggled for a number of months, he got denied, denied, denied. 00:02:57.760 --> 00:03:00.820 Then he got a streak where he made some sales and then they would get denied 00:03:00.850 --> 00:03:03.609 cuz they were stormed and he didn't make, it was just this roller coaster. 00:03:03.609 --> 00:03:06.850 And like every door was like, boom slammed in his face, slammed in his face. 00:03:07.209 --> 00:03:08.890 And it's like four or five months. 00:03:08.894 --> 00:03:10.510 If my memory serves me and he was relentless. 00:03:10.840 --> 00:03:15.519 And if it weren't for sticking through and being persistent, he, he would've quit. 00:03:15.820 --> 00:03:16.149 Right. 00:03:16.149 --> 00:03:17.200 But he didn't and he ended. 00:03:17.790 --> 00:03:20.280 Three months after turning 21, making his first six figures 00:03:20.370 --> 00:03:21.990 his first year in the business. 00:03:22.260 --> 00:03:24.240 It it's, it's, it's wild, what can happen. 00:03:24.240 --> 00:03:26.670 And unfortunately, many people quit too soon. 00:03:26.940 --> 00:03:30.210 So the reason I say this is 75,000, I think would be a 00:03:30.210 --> 00:03:33.180 first year reasonable goal. 00:03:33.360 --> 00:03:33.780 All right. 00:03:34.020 --> 00:03:39.870 Now, realistically, a hundred K to one 50 is also. 00:03:40.485 --> 00:03:42.345 Realistic, I'm gonna call first year. 00:03:42.345 --> 00:03:45.645 That would be on the low end and a hundred to 150 would be on the 00:03:45.645 --> 00:03:47.925 mid mid-range end above that. 00:03:47.925 --> 00:03:48.555 You're gonna see. 00:03:48.555 --> 00:03:52.125 And I have worked with some folks who've done up to about 300,000 in 00:03:52.130 --> 00:03:54.945 their first year, and this is what I'll put on the high end, by the way, 00:03:54.945 --> 00:03:57.105 I have worked with some other folks that just had dinner with a gentleman. 00:03:57.315 --> 00:03:58.965 He did 450,000 of income. 00:03:59.145 --> 00:04:02.355 It was very first year in roofing sales, leaving from being a school teacher. 00:04:02.655 --> 00:04:08.055 So again, crazy story, almost half million dollars in a year in his first year. 00:04:08.145 --> 00:04:09.165 Will everyone do that? 00:04:09.915 --> 00:04:12.765 No, they won't only the top, top, top will do that. 00:04:12.765 --> 00:04:16.725 And I want to break this down now into a bit to substantiate these numbers. 00:04:16.905 --> 00:04:20.265 So you can just say, Hey, like where is this gonna shake out for me and why? 00:04:20.445 --> 00:04:24.795 So again, 75,000, again, just with the, with, with roofing sales, the schedule, 00:04:24.795 --> 00:04:29.085 the hours, uh, the stress that it can take the, the expense that we have the 00:04:29.085 --> 00:04:30.225 wear and tear in our vehicles, things. 00:04:30.620 --> 00:04:33.230 Our equipment, like to me, if I wasn't doing this, I would 00:04:33.230 --> 00:04:34.220 just go get a job elsewhere. 00:04:34.250 --> 00:04:37.640 Cause I think that I'd be happier or maybe, maybe make the same amount of money 00:04:37.640 --> 00:04:39.260 or a little less, but have less costs. 00:04:39.440 --> 00:04:42.170 So that is to me like the threshold of, are you a good 00:04:42.170 --> 00:04:43.910 fit by the way, one sale a week. 00:04:44.150 --> 00:04:47.180 If you're truly working fulltime bare bones minimum. 00:04:47.180 --> 00:04:49.580 If you're not doing one sale a week, it's not a good fit. 00:04:49.610 --> 00:04:50.540 That's my opinion. 00:04:51.015 --> 00:04:53.955 If you're actually out there working, you should be doing more. 00:04:54.105 --> 00:04:57.285 And if you're not, there's some, by the way, it doesn't mean you should quit. 00:04:58.055 --> 00:05:00.345 You need to give this a hard look, am I the right person for this? 00:05:00.345 --> 00:05:02.385 And if you are the right person, it means we need to start fine 00:05:02.390 --> 00:05:03.795 tuning some of those sales skills. 00:05:03.795 --> 00:05:05.565 So that's that, that low end mid range. 00:05:05.570 --> 00:05:08.445 Again, we're looking about a hundred to one 50, the high end one 50 to 00:05:08.445 --> 00:05:12.225 300 now, uh, year over year, you'll see some growth cuz you again, 00:05:12.225 --> 00:05:13.275 it's personal development in the. 00:05:13.870 --> 00:05:14.920 You're gonna get better at time management. 00:05:14.920 --> 00:05:16.840 You're gonna have a pipeline, more referrals carry over 00:05:16.840 --> 00:05:17.710 from the previous year. 00:05:18.190 --> 00:05:21.430 So what I wanna break down is some of the factors for you to understand when you 00:05:21.430 --> 00:05:26.050 see these numbers thrown out online, and you have the temptation to size yourself 00:05:26.050 --> 00:05:28.300 up and compare because it's human nature. 00:05:28.300 --> 00:05:30.250 And unfortunately, that's what social media's designed do. 00:05:30.969 --> 00:05:33.070 So let's break those down first. 00:05:33.075 --> 00:05:36.430 We have the w two versus 10 99 can of worms. 00:05:36.550 --> 00:05:37.300 W two is an. 00:05:38.550 --> 00:05:41.609 your employer has a higher cost to have you as an employee. 00:05:41.880 --> 00:05:43.530 There's an additional 7.5%. 00:05:43.530 --> 00:05:47.580 If my memory serves me, uh, tax that's being taken out on that, uh, you do 00:05:47.580 --> 00:05:50.340 get more stability and you can go buy your first home for example, cuz 00:05:50.344 --> 00:05:53.789 you don't need the two years of tax history as an independent contractor. 00:05:54.000 --> 00:05:57.750 So w two will likely usually pay less, but there's additional benefits. 00:05:57.750 --> 00:06:00.000 Oftentimes either a benefit plan. 00:06:00.200 --> 00:06:04.400 Or perks of having the protection of, of being an employee of a company 10 99, 00:06:04.400 --> 00:06:07.460 usually gonna be higher commissions cuz the cost of the company is much lower. 00:06:07.490 --> 00:06:08.240 So that's first factor. 00:06:08.450 --> 00:06:10.969 All right, next, we're gonna talk about is location. 00:06:11.780 --> 00:06:12.740 Let's talk location. 00:06:12.740 --> 00:06:13.310 Come on, Penn. 00:06:13.370 --> 00:06:13.820 Here we go. 00:06:14.150 --> 00:06:14.750 Location. 00:06:14.840 --> 00:06:19.190 So a roof in Mississippi is very different than the price of a roof in 00:06:19.195 --> 00:06:24.140 Minnesota and very different than Texas and very different than Florida, Texas. 00:06:25.050 --> 00:06:31.050 Mississippi much lower roof prices than they are in Minnesota, in Florida, right. 00:06:31.050 --> 00:06:34.740 Minnesota and Florida right now are probably about almost twice the cost 00:06:34.745 --> 00:06:37.050 per square as Mississippi and Texas. 00:06:37.050 --> 00:06:38.760 Not, not quite twice, but almost twice. 00:06:38.970 --> 00:06:40.830 So you can imagine that there's, there's more profit. 00:06:40.830 --> 00:06:44.310 If someone is out, you know, really scraped by like, I've got some guys 00:06:44.310 --> 00:06:47.460 down in south Texas, they're averager 10,000 and then the folks up in 00:06:47.460 --> 00:06:52.410 Minneapolis, 22,000, twice the volume. 00:06:52.470 --> 00:06:53.670 So we have to remember. 00:06:54.150 --> 00:06:55.350 What size roofs are they selling? 00:06:55.350 --> 00:06:56.100 So locations. 00:06:56.100 --> 00:06:56.550 The next one. 00:06:56.550 --> 00:07:00.930 All right, next factor you gotta think of is this retail or storm? 00:07:02.700 --> 00:07:03.060 Okay. 00:07:03.570 --> 00:07:07.470 Storm deals can be really big, often easier to do high volume, 00:07:07.470 --> 00:07:08.880 cuz there's an established need. 00:07:09.000 --> 00:07:09.300 Right? 00:07:09.300 --> 00:07:11.880 Those roofs are damaged where retail, we gotta go create the need. 00:07:11.880 --> 00:07:13.020 Not everyone needs in your roof. 00:07:13.110 --> 00:07:15.750 And then the final piece on this is leads. 00:07:16.050 --> 00:07:18.210 Are you self generating your own leads? 00:07:18.210 --> 00:07:19.020 Are you out knocking? 00:07:19.740 --> 00:07:21.719 Or is your company setting those appointments? 00:07:22.110 --> 00:07:25.620 All right, because imagine if you had to go set every single appointment. 00:07:26.820 --> 00:07:28.200 You had to go generate your own leads. 00:07:28.349 --> 00:07:31.380 That's gonna take more time than if you had a set, an appointment setter 00:07:31.530 --> 00:07:32.549 and you literally start up every day. 00:07:32.554 --> 00:07:33.119 You look at your calendar. 00:07:33.119 --> 00:07:34.169 I just gotta go here, here, here. 00:07:34.320 --> 00:07:36.119 And again, I work with companies that do both. 00:07:36.510 --> 00:07:40.469 One of 'em their sales team is closing on average about 16 sales per month. 00:07:40.710 --> 00:07:41.969 And the other one there's there. 00:07:41.969 --> 00:07:46.530 There's closing less larger project size, more in depth, self generate leads 00:07:46.530 --> 00:07:48.900 versus these guys are just boom, boom, boom, running appointments every day. 00:07:48.900 --> 00:07:50.099 Show up here, here, here, and here. 00:07:50.609 --> 00:07:53.400 So as you can see, as you shake this out, there's a lot of factors. 00:07:54.090 --> 00:07:55.140 how are you employed? 00:07:55.440 --> 00:07:57.180 Where are you selling in the size of the roofs? 00:07:57.180 --> 00:07:58.169 Is it retailer storm? 00:07:58.200 --> 00:07:59.190 How do the leads come in? 00:07:59.280 --> 00:08:01.859 And then the last one is probably the most important and 00:08:01.859 --> 00:08:03.390 that's your responsibilities? 00:08:03.690 --> 00:08:04.020 Okay. 00:08:04.320 --> 00:08:06.299 So let me break down. 00:08:06.299 --> 00:08:11.130 What I mean by responsibilities, there are some companies that run a project cradle 00:08:11.130 --> 00:08:14.219 to grave, meaning from the mini you sell it, everything that happens in between 00:08:14.219 --> 00:08:18.150 to ordering the material, to managing production, to cleaning up and invoicing. 00:08:18.479 --> 00:08:21.539 And if you do it cradle to grave, your commission will be higher, 00:08:21.539 --> 00:08:22.820 but it's more time consum. 00:08:23.520 --> 00:08:24.630 on the other side of the coin. 00:08:24.630 --> 00:08:27.750 Some companies focus on just keeping sales, people selling, and that's it. 00:08:28.050 --> 00:08:29.100 You turn in deals. 00:08:29.190 --> 00:08:33.450 Office handles the rest, likely comes with a little lower commission 00:08:33.450 --> 00:08:36.720 because you have a lot more time to focus exclusively on selling. 00:08:36.990 --> 00:08:41.130 And that's why it's so important for you to understand what kind of person you are. 00:08:41.310 --> 00:08:43.860 If you're horrible with managing details. 00:08:43.860 --> 00:08:46.740 Like I am, if you're horrible at math, like I am. 00:08:46.800 --> 00:08:51.270 And if you're horrible with managing, uh, time and all this running around. 00:08:51.645 --> 00:08:55.095 You definitely do not want to be selling for a company where you're 00:08:55.095 --> 00:08:56.475 doing everything cradle to grave. 00:08:56.805 --> 00:09:00.015 If you're an amazing sales person, you're like, just put me in front of people. 00:09:00.135 --> 00:09:02.025 You probably want to go to a company that's got leads. 00:09:02.085 --> 00:09:05.565 So in retail where you can just plug in and just show up and have 00:09:05.565 --> 00:09:07.755 conversations and close deals and move on to the next one. 00:09:08.025 --> 00:09:10.065 So you need to really hone down. 00:09:10.719 --> 00:09:12.579 That good fit for you, by the way, I've done that. 00:09:12.579 --> 00:09:15.699 If you're new in the business, I've done video on how to choose the right roofing 00:09:15.699 --> 00:09:17.949 company to sell for, to match culture. 00:09:17.949 --> 00:09:21.459 What questions to ask and another video I've done that you might be interested in. 00:09:21.459 --> 00:09:24.790 We'll put a card up here is the brutal truth of roofing sales and what to expect. 00:09:24.790 --> 00:09:28.150 I break down a little bit more into a little bit more detail, kind, what 00:09:28.390 --> 00:09:31.209 those realistic expectations are in the, the aspects of this career 00:09:31.209 --> 00:09:32.589 that people just don't talk about. 00:09:32.949 --> 00:09:36.579 So in summary, realistically 75 K first. 00:09:36.885 --> 00:09:41.535 Absolutely doable, a hundred to one 50 mid-range again, reasonable target one 50, 00:09:41.535 --> 00:09:43.755 plus you're in a great spot at that point. 00:09:43.755 --> 00:09:48.615 And those key considerations, w two verse 10 99, where you're selling in the size of 00:09:48.615 --> 00:09:53.475 those roofs in the profit margins, in your market, retailer storm, whether leads come 00:09:53.475 --> 00:09:57.045 in or not, or if you're self-generating them and then your responsibilities. 00:09:57.135 --> 00:09:57.885 So there you have it. 00:09:58.125 --> 00:10:01.335 Now, if you are someone who's new or eager, maybe you're an owner running 00:10:01.335 --> 00:10:02.655 a team and you wanna help your. 00:10:03.479 --> 00:10:07.050 Not only figure out how much they should make, but find a goal and turn that goal 00:10:07.050 --> 00:10:10.650 into a daily plan and then give them everything they need to smash that goal, 00:10:10.650 --> 00:10:14.099 the material to self generate leads, canvas overcome objections and close. 00:10:14.104 --> 00:10:14.609 Those leads. 00:10:14.849 --> 00:10:18.119 It all awaits for you inside the roofing sales success formula. 00:10:18.125 --> 00:10:20.699 I do have packages available for individual reps or teams, 00:10:20.910 --> 00:10:23.339 both of which are backed by my no BS money back guarantee. 00:10:24.030 --> 00:10:25.440 If you're not satisfied, I buy it back from you. 00:10:25.530 --> 00:10:27.780 It's that simple details are in the description below. 00:10:27.780 --> 00:10:30.060 And if you have any questions, I invite you to reach out, to 00:10:30.060 --> 00:10:31.200 talk with a member of our team. 00:10:31.380 --> 00:10:37.440 You can call or text the number on this screen, which is 3 0 3 2 2 2 71 33. 00:10:37.440 --> 00:10:40.080 That's (303) 222-7133. 00:10:40.085 --> 00:10:40.620 You can call our text. 00:10:41.175 --> 00:10:41.564 All right. 00:10:41.564 --> 00:10:43.064 Just cuz our time here is about to wrap up. 00:10:43.064 --> 00:10:44.895 Doesn't mean you're in my time has to, we've got a few video 00:10:44.895 --> 00:10:47.175 recommendations for you to get started. 00:10:47.625 --> 00:10:51.285 If you're new, get a free copy right now of the pitch, like a pro roofing 00:10:51.285 --> 00:10:52.275 sales training, video library. 00:10:52.695 --> 00:10:55.305 And I want you to pop into the playlist called roofing sales basics 00:10:55.305 --> 00:10:56.865 and new and roofing sales start here. 00:10:57.165 --> 00:11:00.765 Those playlists are gonna get you, you ramped up and rocking enroll in with 00:11:00.765 --> 00:11:02.175 kind of the foundation that you need. 00:11:02.175 --> 00:11:03.285 And I think you're really gonna like it. 00:11:03.285 --> 00:11:06.915 And if you're already in this and you want some more, there's two videos. 00:11:06.915 --> 00:11:07.545 I recommend. 00:11:07.545 --> 00:11:09.195 One is the brutal truth of roofing. 00:11:09.640 --> 00:11:11.530 You know what let's tr trim it back to that one. 00:11:11.680 --> 00:11:14.110 I really think that one's gonna pair the best with this video. 00:11:14.319 --> 00:11:17.500 So you can click right here to jump into the brutal truth about roofing 00:11:17.500 --> 00:11:20.949 sales or click right here to get a free copy of my pitch, like a pro 00:11:20.949 --> 00:11:22.390 roofing sales training video library. 00:11:22.449 --> 00:11:23.650 And I will see you on the next one.