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.