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Want to earn like the TOP 5% in roofing sales? Discover WHAT the top 5% does, and how you can follow their path to making multi-six figures in roofing sales.
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“Because your company is only as STRONG as you are.”
Forward-thinking roofers tune in to get help building STRONG companies, sales teams, leaders, systems, marketing, relationships, culture, and financials.
Whether you own a own a roofing company, manage one, or sell roofs - subscribe to the channel for content that will help you:
1) Close even more roofing sales.
2) Adapt to new roofing industry trends and changes.
3) Take control of your roofing marketing and lead generation.
4) Improve D2D roofing sales.
5) Build the roofing company of tomorrow.
Hosted by Adam Bensman
- Started in D2D roofing sales in 2011
- Former Roofing Company COO (multi-state)
- Creator of the Roof Strategist Sales System (used nationwide for retail + storm)
- Founder of The Roofing STRONG Alliance by TAMKO™ (formerly known as the Roofing & Solar Reform Alliance)
- Author of the #1 Best-Selling Book: The Roofing Sales Survival Guide: Beat the Odds, Overcome Yourself, and Win Big
Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO makes no representations or warranties regarding the content.
How can you earn like the
top 5% in roofing sales?
Well, in this video, I'm
gonna break down first.
What is the top 5% earning and then
explore with you the top five things.
That the top 5% do.
And this is what I've learned after
serving thousands and thousands
and thousands and many thousands of
sales reps personally, in watching
what they do that separates these
high earners from everyday people.
Now, these five things anyone can do.
I mean that.
Now will everybody.
The answer is, of course it won't
because the steps are laid before us.
All we have to do is follow.
So my goal is whether you're brand
new in roofing sales, you find the
fastest path to joining the top 5%.
Or if you're a seasoned veteran,
maybe you need some inspiration.
Maybe you're coming back into it.
You wanna take it more seriously?
Maybe you're simply burning out.
This video is gonna help you
literally get back on track, figure
out what thing you need to focus.
So you can join the top 5%
of earn in owners managers.
If you have a team who needs to see this,
please share this video with someone.
Sometimes all we need is a little kick
and behind her to find that motivation to
dig deep and achieve our greatest goals.
Before we get started, I wanna say
quick, welcome, or welcome back.
My name is Adam Benjamin.
The roof strategist.
And everything that I do here on this
channel is designed to help you and your
team smash your income goal and give
every customer an amazing experience.
And I have a free B
for you to get started.
It's available for free at the roof.
strategist.com.
Go there right now, or click
the link, the video description.
It'll pop you over to this page and
you can download a free copy of, I
pitch like a pro roofing sales training
video library sent right to your inbox.
All the videos we've ever done
organized by category for easy binging.
Should we get started the top five
things that the top 5% do first let's
define what we consider the top 5%.
So in this, I wanna look at both storm
and retail, roofing sales people,
and I wanna eliminate the outliers.
You know, the hurricane that came
through and the guy that did seven
figures or multi seven figures
in personal income from his sales
or her sales on these big events.
And just look at everyday
roofing sales people.
So what is the top 5%?
In my opinion, these are the folks
who are earning over $200,000 a year.
They have hit the multi six-figure
mark, and yes, you might be watching.
In fact, I trained a company, they
have 50 sales reps and they have
quite a number of people 10 to 12.
If I remember right, who are earning
over $200,000 a year, some of
which they had a handful earning
over half million dollars a year.
So in this video, I'm classifying the top
5% is those who are earning over $200,000.
Every single year and that
might go up even higher.
So before we get going any
further, I want you to let me know.
Do you agree?
Disagree?
Did I set that number too low, too high?
I'm open for discussion again,
this is my view of the world.
All right.
As we get moving, let's
jump into number one.
And I'm looking down at my notes here.
Number one is that people who earn
multi six figures are willing to do
what other people are not willing to.
Did you hear that they're willing
to do what other people aren't.
So when it's a rain day or a Saturday,
and everyone says, oh, it's an excuse.
Not to work.
It's a reason, right?
We're getting a pass.
Those people are finding ways to work.
They're gonna say, how
can I still make sales?
How can I still generate new business?
How can I continue to chase my goals?
They're using that time to do
direct mail, cold calling, working
their relationships, working their
pipeline, rehashing old leads.
They're finding a way to work
versus passing off excuses.
Same thing on the weekends.
They're working holiday.
And I know we need to find balance.
We don't wanna burn out, but they are
willing to put in that extra work,
there are sacrifices that we must make.
And I love what Brian Tracy says, you
have to be willing to pay the price.
So what does that mean?
You gotta pay the price to be wealthy.
That means putting in the time, making
the sacrifices and working smarter and.
Same thing.
If you want more flexibility, you
have to be willing to pay the price.
And there's nothing wrong with that.
Some people are totally
satisfied in is comfortable.
Six figure income and not
working that much because
their lifestyle needs are met.
So there's no wrong way to do it.
You just need to be willing to pay
the price for what makes sense to you.
All right, let's go to number two.
This is.
Practicing the fundamentals.
Now I wanna turn our attention
to a couple of people.
I have pulled up here as an
example on the screen behind me,
and I know it's a little blurry.
So the reason I wanna look at these
is I get really excited about watching
people perform at the top of their game.
That's folks from athletes to chefs,
to artists, to musicians, anyone who's
in the zone and mastering their craft.
And I learned a lot
from hearing about the.
Uh, Kobe Bryant and how he practiced
and how he developed the skill sets that
brought him to be ranked among one of
the greatest basketball players that,
that ever lived and played the game.
And I just recently listened to podcast.
It was actually on the, uh, ed Mylet
show with the gentleman talking about.
Kobe Bryant and what he did when he was
playing in the NFL, excuse me, in the NBA.
And one of the things that he did is
he would wake up early because everyone
else was doing two practices a day.
He got up early and he went to the gym.
I forget was three or four in the
morning to get a third practice.
And so he paired tip number one, which is
doing what other people are not willing to
do with number two, which is practicing.
The fundamentals.
So he added in the third practice when
everyone had two, but instead of going
there and, and focusing on like fancy
plays and all this stuff, he just got
in there and said, I need to practice.
My footwork.
I need to practice the fundamentals.
I need to practice shooting.
And he went over all the basics stuff
that you and I might find boring,
but he found deep meaning in it.
And he found a, a just unshakeable
foundation that required no thought.
And I, I loved hearing that story.
We can also look at some famous
chefs like Gordon Ramsey.
You remember this face veer
watch any of his cooking shows.
Gordon Ramsey is one of the.
Well known, highly
accomplished chefs of our time.
And I know he is love, hate right with
his personality, but we can't dispute
the fact that he's wildly successful
and you'll notice on his cooking shows
the challenges involve cooking things
that are very basic, like frying and
egg going through the fundamentals
over and over again in many folks,
one of the best ways to go over.
The fundamentals is in role play.
So here's my training center.
If you, if you have this, by the
way, pop in, I made some updates
pop into the role play training.
And before I share with you kind of
what's in here and how this works.
What I wanna share with you is
the importance of role play.
Why do we do role play?
Here's why let's break down the numbers.
Let's say that you sell a
hundred roofs in a year.
Okay.
And you get one objection, 20 times.
That means it'll take you three
years to hear that objection.
60 times I wanna ask you,
does that mean you're a pro?
No, it means you got 60 repetitions.
I bet you, Kobe Bryant had
way more than 60 shots that
he took every single morning.
So how do we build in this same role play?
Because.
Going to game day, meaning real
world sales is not practice.
Practice is role play in role
play when we do it the right way.
And I teach you in here.
Uh, this is a training center for teams.
I teach you how to do
role play for at the door.
After the homeowner response, how to
overcome objections, how to start the
appointment, how to end the appointment.
We're breaking down all of the key
sales activities or sales dialogues
to get in those repetitions.
So I.
In two to three sessions, you and your
team can develop the same level of true
to life, experience and practice as
someone who's been doing roofing sales
for three years, but never did role play.
So practicing fundamentals and doing
that role play is super, super important.
And you'll watch right before
your eyes following this, the
feedback loop that I teach.
So we do a short spurt.
We let the rep provide
his or her feedback.
Then we provide feedback.
Then the coach provides feedback and
then you go again, you watch people
integrate these changes, lightning fast.
It's so freaking cool.
So again, number one, doing what
everyone else is not willing.
Number two is practicing
then fundamentals, which
brings me to number three.
And I gotta give a big shout out to
number three here to a special person.
And that is assembling.
Your talent stack.
So who's the special person to shout out.
It's Dashaun Bryant.
My, my good friend, roof, hustlers,
Dashaun Bryant, and fellow
mentor in the pitch pro movement.
What I love about Dashaun is he's
so focused on developing his talent,
stack his unique set of talents, and
he speaks quite openly, especially the
pitch pro movement in his sessions.
He speaks openly about.
Finding resources outside
the roofing industry.
So it's more than just sales.
It's more than just roofing.
Our talent stack is all the
unique capabilities that
we develop over the years.
So on a talent stack it's things like
sales, closing leads, communication,
conflict, resolution, time management
systems, thinking self-reflection
organizations, psychology, all
these different tools that.
Come together to create your talent
stack and all of the multi six-figure
earners that I work with are so keen
on developing skill sets outside
of sales and outside of roofing.
The three that I highlighted here
that I've found to be the most
important, by the way, is communication
skills, time management skills, and
then systems thinking and systems
thinking is the ability for you
to quickly audit what's going.
How much stuff is on your plate
and operationally streamline it
and think really intelligently
about how you can continue to grow.
And it's not a skill set that
everybody has, so we need to learn.
We need to train ourselves how to think.
All right.
We need to think how to think.
And, and the top 5% is
just really, really.
Really successful at that.
All right.
Which brings us to number four.
Number four, is that the top
5% they gamify their growth.
Now, what do I mean by gamify growth?
They'll look at a number and
say, I have two ways of sell.
I can make more sales or earn more
per customer, and they're gonna think
about all right, make more sales.
What's the easier way to do it.
I don't wanna go out knocking doors.
I wanna work more referrals.
I wanna work more direct mail.
I'm gonna work my installs.
They're gonna be strategically smarter
about their decisions, or they're gonna
say, Hey, I wanna earn more per customer.
So they might look at two neighborhoods
with equal sales opportunity and see
that this one's got about 27 square
roofs, 30 square roofs on average.
And this one's 35 square roofs on average.
And even though it's only, you know,
a few squares difference, if you sell
a hundred roofs and it's five to seven
square difference that five to 700 square.
Adds up a lot to your bottom line,
to the profit in your pocket,
the commission in your bank.
So gamifying growth, and also looking
at as personal development in disguise.
How do I get better at communication
system thinking, developing
my talent stack, where they're
strategically pinpointing their
areas of growth and opportunity.
All right.
And that brings us to number five.
That is being a perpetual student,
being a forever student, eager
to learn eager to soak it up.
In fact, we were just on the pitch
pro movement this morning and shared
another shout out to Dayshaun.
I learned this on how he runs
his pitch pro movement sessions.
And by the way, you can join both
Dashaun and I and John CAC and, uh, Jim
Moline inside the pitch per movement.
There's a link below, but
Deshaun starts off the sessions.
What do you wanna stop?
What do you wanna start doing
and what do you wanna keep doing?
And what I keep hearing from folks,
and I heard it today twice is
keep doing, I wanna keep studying.
I wanna be a forever student and
someone else shared that they
wanted to stop watching the news.
And I said, Hey, one of
the things I've done is I.
Upgraded my audible account to the
prepay of the 24 titles and the habit
of watching the news in the morning.
I simply replaced with audio books
and now I finish an audio book, you
know, three to five days generally,
and then I can be on the next one.
And then I'm also reading at night.
So finding ways to
continually be a sponge.
And funny enough, I ran
a training for a company.
I I met with, uh, their, the
team, their highest performers.
There's about seven of 'em there.
And they were all earning between
a quarter million and a little
over a half million per year
of income from roofing sales.
And I'm sitting here thinking these are
the, the guys and gals who are gonna be
in the back of the room to the classic.
Teach me something.
Uh, boy, oh boy, was I wrong?
These top earners, they have their
notepads full chalk full of notes,
Jason, by the way, shout out.
Jason sent me a text saying he couldn't
believe after training that these,
these guys were just soaking it up.
Because they're smart perpetual
learners that wanted to find the
one or the two little opportunities.
So in closing, how do we
bring all this together?
What we bring it together is we
realize this really powerful truth
and it's that our greatest threat,
which I'm gonna use right here.
This is your greatest threat.
Your greatest threat is the exact same
thing as your greatest opportunity.
It took me a long time to figure this out.
So what am I talking about?
This one here, this threat, your
greatest threat is what you do not know.
In other words, a lack of knowledge.
What you don't know is what gets you
into trouble or scary situations.
But on the other side, what you
don't know yet is also your greatest
opportunity, cuz I said the word yet.
It's what you discover that becomes the
foundation for just totally wild growth.
And I'll give you an example.
Imagine you run 50 sales appointments
in a year and you can't one
call close to save your life.
So that's gonna require every
visit two or three visits to the
home, which burns up all this time.
But the minute that you learn.
Boom to close on a one call,
close those 50 appointments.
You run.
Take a third less time.
Meaning you freed up almost 70%, 75%
of your time on the low end, say it's
30%, which means the same effort here.
This effort.
Before you learn it is gonna yield an
output that's similar versus same effort.
You learn this new stuff, you
start closing deals left and right.
And now that exact same
effort, you earn more money.
You maximize the output from your
inputs, and that's why it is so
important for us to continually learn.
And I'm really glad to have you here.
Cause it tells me that
you wanna keep doing this.
So there you have it, the five different
things that the top 5% of earners.
So I want to hear from you, which
one do you need to work on the most?
Do me a favor.
Have some group accountability,
be vulnerable and post a comment
right now saying I am gonna work
on this pick, which one will help
you move the needle the most?
Hey, that's all for today's video.
Thanks for joining me.
And just cuz our time
here is about to wrap up.
Doesn't mean you are in my time.
Has to, if you haven't yet done it,
I want you to click or right here
to get a free copy of my pitch.
Like a pro roofing sales training
video library sent right to your
inbox or if you're into using the
roofing industry to make a boatload
of money, click right here into this
playlist, I think you'll really love it.
And I will see you on.