WEBVTT NOTE This file was generated by Descript 00:00:00.300 --> 00:00:01.890 Have you ever felt ashamed of what you do? 00:00:02.160 --> 00:00:05.790 So much so that you like kind of change when people say, well, 00:00:05.790 --> 00:00:06.600 what do you do for a living? 00:00:06.660 --> 00:00:08.850 Instead of saying roofing sales or door to door sales? 00:00:08.855 --> 00:00:12.360 You say something like, I'm in in-home sales or home services. 00:00:12.810 --> 00:00:15.960 I did that a lot because I didn't feel like I belonged. 00:00:16.200 --> 00:00:18.060 I didn't feel like I was part of this industry. 00:00:18.150 --> 00:00:21.450 And in fact, I didn't wanna be because I didn't want homeowners to 00:00:21.450 --> 00:00:24.960 categorize me in the same way that they do door to door salespeople. 00:00:25.320 --> 00:00:28.680 And I didn't wanna be categorized in the same group of snake contractors 00:00:28.685 --> 00:00:29.640 that they saw about on the. 00:00:30.390 --> 00:00:33.690 And if you wanna know what that looks like, just open Google and Google the 00:00:33.690 --> 00:00:37.890 words roofer news, and you'll see all the articles, people going to jail, injuries, 00:00:37.950 --> 00:00:40.380 OSHA violations, scams, and arrests. 00:00:40.470 --> 00:00:42.450 And this is what homeowners think of when they think of roofers. 00:00:43.290 --> 00:00:46.140 And then there was other roofers and I, I didn't feel 00:00:46.140 --> 00:00:48.000 like I fit in with them either. 00:00:48.300 --> 00:00:54.330 Like I was, I'm a, I'm a small statured, gentle man that really geeks out on 00:00:54.330 --> 00:00:58.950 sales, but also giving pe, like making sales through a, we experience a 00:00:58.950 --> 00:01:05.400 togetherness through a really powerful engagement through guiding someone through 00:01:05.400 --> 00:01:07.770 the natural process that I know that they're gonna go through psychological. 00:01:08.324 --> 00:01:12.074 To create an enjoyable experience that that earns the sale as opposed 00:01:12.074 --> 00:01:14.774 to like winning it or closing, which is like this aggressive taking thing. 00:01:15.074 --> 00:01:16.485 So I felt lost. 00:01:16.514 --> 00:01:20.115 I, I felt lonely and I didn't feel a sense of pride. 00:01:20.565 --> 00:01:25.185 And what I later began to learn is that this negative self-talk 00:01:25.244 --> 00:01:28.815 about like, Hey, you're not, you don't fit in, you don't belong. 00:01:28.994 --> 00:01:30.494 You're not proud of what you do. 00:01:30.675 --> 00:01:32.505 It truly was a, a ceiling to my. 00:01:33.540 --> 00:01:37.780 And to date, now that I've had the opportunity to work with tens of thousands 00:01:37.780 --> 00:01:41.250 of roofing salespeople, all of the top earners, which I'll categorize at 00:01:41.250 --> 00:01:43.980 300,000 of income or more, all of them. 00:01:44.580 --> 00:01:47.310 All of them are proud of what they do and they scream it from the 00:01:47.310 --> 00:01:48.870 mountaintops and I wasn't there. 00:01:49.110 --> 00:01:52.170 So this video is not for them, it's for the folks who are on that journey. 00:01:52.200 --> 00:01:55.710 And believe me, I've gone through this many times and I do hope it helps. 00:01:56.160 --> 00:01:59.880 That's what I wanna break down on today's episode of Sales Talk Over Coffee. 00:01:59.940 --> 00:02:02.970 Except today we're drinking tea cuz it's after lunch and I've 00:02:02.970 --> 00:02:04.470 already had four espressos, so. 00:02:04.890 --> 00:02:06.480 Let's get to it, uh, quick. 00:02:06.480 --> 00:02:07.410 Welcome, welcome back. 00:02:07.410 --> 00:02:10.199 My name's Adam Besman, the roof strategist, and everything I do here 00:02:10.440 --> 00:02:13.140 is designed to help you and your team smash your income goal and give 00:02:13.140 --> 00:02:14.850 every customer an amazing experience. 00:02:14.910 --> 00:02:17.070 And if you're not already in my new free training center, click the link. 00:02:17.075 --> 00:02:22.410 You can get in there or text the word free to 3 0 3 2 2 2 71 33. 00:02:24.570 --> 00:02:24.930 All right. 00:02:25.080 --> 00:02:26.730 I wanna talk about this from three angles. 00:02:26.730 --> 00:02:28.500 I wanna talk about the real experiences that we go. 00:02:29.175 --> 00:02:31.005 And roofing sales from three perspectives. 00:02:31.215 --> 00:02:32.295 Number one is our self-talk. 00:02:32.295 --> 00:02:34.545 So I got a wonky pinky broke it in a mountain bike accident, 00:02:34.545 --> 00:02:36.045 and it's still all messed up. 00:02:36.405 --> 00:02:40.575 Number two is what we say to our customers. 00:02:40.605 --> 00:02:42.765 And then number three is how we fit into the industry at large. 00:02:42.765 --> 00:02:43.635 So let's hit with number one. 00:02:43.875 --> 00:02:45.765 Number one is our our self-talk in our narrative. 00:02:46.395 --> 00:02:50.775 And if we in, in one shoulder, we flip flop, and I'm gonna just do like the 00:02:50.925 --> 00:02:52.065 the devil and the angel for a minute. 00:02:52.095 --> 00:02:54.345 The devil's like, you're a scumbag, you're in roofing sales. 00:02:54.345 --> 00:02:54.915 Why are you doing this? 00:02:54.915 --> 00:02:55.815 You should go get another job. 00:02:55.815 --> 00:02:57.195 And the angel's like, but I'm a good guy. 00:02:57.200 --> 00:02:58.065 I do everything right. 00:02:58.065 --> 00:02:59.745 I help homeowners through the process. 00:02:59.835 --> 00:03:01.515 And the devil's like, you're a scumbag. 00:03:01.515 --> 00:03:02.235 They all think you are. 00:03:02.235 --> 00:03:03.465 You really gotta prove yourself. 00:03:03.645 --> 00:03:05.505 Oh man, I don't wanna be categorized into those guys. 00:03:05.505 --> 00:03:06.495 Do I really wanna be doing this? 00:03:06.525 --> 00:03:08.265 And this little thing goes back and forth. 00:03:08.445 --> 00:03:09.195 The devil of the angel. 00:03:09.195 --> 00:03:09.945 The devil of the angel. 00:03:10.155 --> 00:03:13.275 I started to decide more and more with the devil because I started to view. 00:03:14.489 --> 00:03:16.350 Like out of fear, which is funny. 00:03:16.350 --> 00:03:19.320 I literally, it, it was like the metaphorical, I'm on a sheet of 00:03:19.320 --> 00:03:21.510 ice, car is spinning outta control. 00:03:21.510 --> 00:03:24.029 I'm going straight towards a tree and the first thing you're supposed 00:03:24.035 --> 00:03:26.970 to do is look to where you want to go, not where you're going. 00:03:27.000 --> 00:03:29.279 And I was, you're staring right at that tree. 00:03:29.420 --> 00:03:30.660 It it like, it's happening. 00:03:30.660 --> 00:03:31.230 It's happening. 00:03:31.230 --> 00:03:34.320 Slow motion, slow motion, slow motion crash into it. 00:03:34.329 --> 00:03:38.070 It, and that same thing started happening with my own internal narrative. 00:03:38.489 --> 00:03:40.829 I would start to shy away when people say, what do you do? 00:03:40.829 --> 00:03:41.850 I'm in, in-home sales. 00:03:41.850 --> 00:03:42.570 What do you do? 00:03:44.054 --> 00:03:45.105 I'm in home services. 00:03:45.135 --> 00:03:47.054 I never said what I actually do. 00:03:47.054 --> 00:03:49.035 I never said with pride, Hey, what do you do for a living? 00:03:49.244 --> 00:03:49.904 You know what? 00:03:49.964 --> 00:03:53.924 I help homeowners through one of the most painful, boring processes 00:03:53.924 --> 00:03:56.174 of their entire life that they absolutely need to go through. 00:03:56.234 --> 00:03:57.404 And I brought humor to it. 00:03:57.410 --> 00:03:58.154 And they're like, well, what's that say? 00:03:58.160 --> 00:03:58.845 Replace their roof. 00:03:59.114 --> 00:04:00.375 Or when they say, Hey, what do you do for a living? 00:04:00.494 --> 00:04:01.545 Hey, help homeowners. 00:04:01.935 --> 00:04:03.765 Replace the roof after storm damage. 00:04:03.765 --> 00:04:07.125 And I make the process incredibly easy, painful, and quite frankly, fun. 00:04:07.605 --> 00:04:12.255 And anytime people would ask, I started to learn how to just communicate 00:04:12.405 --> 00:04:13.725 with passion and excitement. 00:04:14.084 --> 00:04:17.954 And the mindset shift that I wanna share with you is to go from this mindset, the 00:04:17.954 --> 00:04:22.635 devil mindset of looking at it how other people do in being afraid of being judged 00:04:22.635 --> 00:04:27.045 from that perspective to instead looking at it through my lens and just sharing my. 00:04:27.840 --> 00:04:31.170 So not having to, from the devil's perspective, communicate. 00:04:31.290 --> 00:04:33.900 Hey, I know that roofers have a horrible reputation and I'm 00:04:33.900 --> 00:04:34.950 like a light in the darkness. 00:04:34.950 --> 00:04:37.230 I used to do all this garbage and just try to like tell 00:04:37.230 --> 00:04:39.870 everyone where that everything's horrible and I'm a golden child. 00:04:40.170 --> 00:04:41.640 And it was kind of pathetic. 00:04:41.670 --> 00:04:44.040 And instead I didn't address the other stuff. 00:04:44.040 --> 00:04:45.570 I just thought my actions show it. 00:04:45.630 --> 00:04:46.590 And I was proud. 00:04:46.595 --> 00:04:47.400 Hey, what do you do for a living? 00:04:47.620 --> 00:04:50.020 I help homeowners get their roof replaced after storm damage. 00:04:50.110 --> 00:04:50.770 What do you do for a living? 00:04:51.010 --> 00:04:54.550 I help homeowners go through the most expensive and boring process 00:04:54.550 --> 00:04:56.800 they're ever gonna have to go with, go through on their home. 00:04:56.890 --> 00:04:57.940 And people say, what's that? 00:04:57.940 --> 00:05:00.910 Replace the roof, because it brings humor. 00:05:01.030 --> 00:05:03.070 We have some fun, and it's true. 00:05:03.599 --> 00:05:07.679 So again, that mindset shift is to not listen to what that narrative 00:05:07.679 --> 00:05:11.640 is out of fear of how you're being perceived, and instead share with 00:05:11.640 --> 00:05:13.320 people how you wish to be perceived. 00:05:13.739 --> 00:05:15.690 That is where that confidence comes from. 00:05:15.719 --> 00:05:18.989 So that is number one, is your internal dialogue, and you have to 00:05:18.995 --> 00:05:22.590 get this right before number two, you communicate it to customers, which I 00:05:22.590 --> 00:05:26.070 started to share with before, and I encourage you to write your elevator. 00:05:26.669 --> 00:05:27.479 You don't tell people? 00:05:27.479 --> 00:05:27.869 What do you do? 00:05:27.869 --> 00:05:28.799 I'm in roofing sales. 00:05:28.950 --> 00:05:31.530 You need to share the the who, what and why. 00:05:31.710 --> 00:05:32.429 Who are you? 00:05:32.429 --> 00:05:33.719 What do you do and why do you do it? 00:05:33.900 --> 00:05:35.219 Hey, my name's Adam. 00:05:35.250 --> 00:05:35.789 Who? 00:05:35.909 --> 00:05:36.479 What do you do? 00:05:36.484 --> 00:05:38.250 I help homeowners replace their roof. 00:05:38.250 --> 00:05:38.700 Why? 00:05:38.820 --> 00:05:41.820 Because the experience is miserable and I make it fun, right? 00:05:41.820 --> 00:05:44.070 You can run with that in a variety of different perspectives. 00:05:44.070 --> 00:05:44.460 Who are you? 00:05:44.465 --> 00:05:45.270 Hey, my name's Adam. 00:05:45.270 --> 00:05:45.780 What do you do? 00:05:45.989 --> 00:05:49.109 I help homeowners navigate the insurance process to get the roof replaced. 00:05:49.109 --> 00:05:49.679 Why do you do it? 00:05:49.890 --> 00:05:52.799 Because that process is overwhelming, confusing, and I make sure 00:05:52.799 --> 00:05:53.880 folks get taken care of the. 00:05:54.550 --> 00:05:57.160 And again, there's a million ways that you can spin that. 00:05:57.160 --> 00:05:58.900 So grab a piece of paper, write it down. 00:05:59.350 --> 00:06:02.470 All right, so we covered your internal dialogue and we covered how you 00:06:02.470 --> 00:06:06.280 communicate, but now I wanna talk about the third one is the sense of belonging 00:06:06.280 --> 00:06:07.720 and fitting in in the roofing industry. 00:06:08.170 --> 00:06:12.460 Now, first it doesn't matter, but I know it does because that's 00:06:12.465 --> 00:06:14.560 what keeps us driven and happy. 00:06:14.890 --> 00:06:20.160 Now whether you agree with it or not, The author of the book, the Courage 00:06:20.160 --> 00:06:22.560 to Be Disliked, highly recommend you read that one, by the way. 00:06:22.650 --> 00:06:23.040 Loved it. 00:06:23.040 --> 00:06:23.850 Get it on Audible. 00:06:23.910 --> 00:06:24.810 Uh, if you can. 00:06:24.810 --> 00:06:25.920 The, the, the Narrat. 00:06:26.445 --> 00:06:30.225 Of the philosopher and the, and the youth is what, what the, the characters are. 00:06:30.465 --> 00:06:33.915 They have this philosophy conversation and it's really powerful and the 00:06:33.915 --> 00:06:38.115 author says that that happiness is linked to one's sense of being useful 00:06:38.115 --> 00:06:39.945 or community feeling in quotes. 00:06:40.275 --> 00:06:44.715 Community feeling is feeling part of something and someone's happiness level. 00:06:44.715 --> 00:06:48.915 According to this Adlerian psychology perspective is being 00:06:48.975 --> 00:06:52.725 of use to someone being of use is helping them through the process. 00:06:52.725 --> 00:06:53.355 So every single. 00:06:54.315 --> 00:06:57.615 That you've helped through the process you are of use to, so that's 00:06:57.615 --> 00:07:01.785 one piece, that sense of belonging, because you're part of a community, 00:07:01.995 --> 00:07:03.885 we are providing an essential service. 00:07:03.885 --> 00:07:06.675 I mean, our own government called it an essential service during the whole stuff. 00:07:06.675 --> 00:07:09.015 In 2020, when everything shut down, we could continue to operate. 00:07:09.315 --> 00:07:13.605 So I wanna highlight the, the analytical part we are of use to 00:07:13.605 --> 00:07:16.095 other people, which means we belong. 00:07:16.545 --> 00:07:18.615 But I know that it's not, the buck doesn't stop. 00:07:19.590 --> 00:07:23.670 You might feel like an odd duck, an outcast, different from others. 00:07:23.970 --> 00:07:26.880 I did another video, our YouTube blank for roofing sales, old, 00:07:26.880 --> 00:07:28.470 young, black, white skin color. 00:07:28.470 --> 00:07:34.470 This, that, tall, short, fat, skinny, uh, excon, felon, doesn't matter. 00:07:35.100 --> 00:07:37.080 The belonging sense in roofing sales. 00:07:37.080 --> 00:07:38.400 And this has been the fun part. 00:07:38.400 --> 00:07:39.330 This has been like a. 00:07:39.840 --> 00:07:42.480 big privilege that I've had in this role. 00:07:42.540 --> 00:07:47.200 The roof strategist speaking at events and communicating with thousands 00:07:47.200 --> 00:07:52.140 and thousands and thousands of folks is realizing that like, Everybody 00:07:52.140 --> 00:07:53.369 is going through the same thing. 00:07:53.940 --> 00:07:57.840 Everybody is dealing with the same inner battles and demons. 00:07:57.900 --> 00:08:02.130 Even the folks that don't want to talk about it, they deal with rejection. 00:08:02.340 --> 00:08:04.020 They've are afraid of rejection. 00:08:04.049 --> 00:08:05.099 They have difficult days. 00:08:05.280 --> 00:08:08.669 They wake up at three in the morning with their mind racing also about 00:08:08.669 --> 00:08:09.570 all this stuff they need to do. 00:08:09.570 --> 00:08:10.250 We just talked about this. 00:08:10.570 --> 00:08:13.599 On an episode, excuse me, on a, in a session of the Pitch Pro movement. 00:08:13.630 --> 00:08:16.510 And during that live session, one of our members said, Hey, you 00:08:16.510 --> 00:08:17.950 know, I'm really struggling to wake up at four in the morning. 00:08:17.950 --> 00:08:20.530 I'm gonna say drop in the chat, the number one, if this happens to you. 00:08:20.530 --> 00:08:23.710 And the chat was filled, and the person in the movement said, wow, 00:08:23.715 --> 00:08:24.700 I'm really glad I'm not alone. 00:08:24.700 --> 00:08:27.520 I'm like, of I, I knew that, but you needed to hear that for yourself. 00:08:27.550 --> 00:08:30.810 You needed to see that you my friend, are not alone. 00:08:30.909 --> 00:08:34.650 The waking up in the middle of the night with your mind racing completely normal. 00:08:35.250 --> 00:08:40.230 The challenge of wanting to quit kind of on the regular, very normal, the 00:08:40.730 --> 00:08:42.150 struggle with your personal life. 00:08:42.390 --> 00:08:45.630 You know, you, you, you're going through a breakup or a divorce or something 00:08:46.010 --> 00:08:48.870 horrible with the family and you have to turn and put a smile on for a customer 00:08:49.050 --> 00:08:52.829 while you just got a phone call that a crewe left a bottle of pee if the job 00:08:52.835 --> 00:08:55.829 site, and then this customer called yelling cuz something went wrong and 00:08:55.829 --> 00:08:57.300 you're like, I just want this day to be. 00:08:58.455 --> 00:09:01.005 How's everything great and you just gotta put a smile on. 00:09:01.275 --> 00:09:02.085 Totally normal. 00:09:02.385 --> 00:09:06.045 There is something that unites us collectively through this experience, 00:09:06.050 --> 00:09:09.525 and it's almost like we've all been in the trenches together and 00:09:09.525 --> 00:09:13.605 that sense of belonging extends beyond every type of person. 00:09:13.665 --> 00:09:16.295 Your background, like this is the, this is the part that I love. 00:09:17.564 --> 00:09:20.475 It doesn't matter what your background is, your education, where you went 00:09:20.475 --> 00:09:23.745 to school, if you went to school, how much money you made before, how 00:09:23.745 --> 00:09:25.185 much money you didn't make before. 00:09:25.515 --> 00:09:28.785 Roofing sales is like this equal level playing field of opportunity. 00:09:28.785 --> 00:09:30.285 And we talk about belonging. 00:09:30.855 --> 00:09:35.715 That's the best part is like there's no rules tattooed up casual. 00:09:36.750 --> 00:09:40.020 To the guy dressed up in slacks and a button up, and we're 00:09:40.020 --> 00:09:41.640 all out doing the same thing. 00:09:41.700 --> 00:09:45.750 We're all out in the trenches and all of us have come to this roofing space 00:09:45.930 --> 00:09:49.950 with the shared vision of I didn't need any, virtually any training, no 00:09:49.950 --> 00:09:53.100 experience needed, and I can change my life while helping people along 00:09:53.100 --> 00:09:54.690 the way and earn life changing money. 00:09:54.720 --> 00:09:59.040 And that right there is that sense of camaraderie in community. 00:09:59.340 --> 00:10:02.790 We're all facing the same challenges in the home, and sometimes 00:10:02.790 --> 00:10:04.459 we say, They're coming up. 00:10:04.459 --> 00:10:06.859 This is coming up and they're not, my competitors aren't having it. 00:10:07.079 --> 00:10:11.060 Uhuh, let me tell you, from working with companies that are just starting 00:10:11.060 --> 00:10:14.030 mid-size companies to quite a few of the top a hundred and even a few of the 00:10:14.035 --> 00:10:17.930 top 10 roofing companies in America, everybody is going through the same thing. 00:10:18.439 --> 00:10:24.020 So I wanted to share this particular video with you so you can share it with anyone 00:10:24.020 --> 00:10:28.640 on your team who's questioned their pride and their confidence in sharing what they. 00:10:29.310 --> 00:10:33.150 Who hasn't wanted to feel grouped in and categorized as door door salespeople or 00:10:33.150 --> 00:10:36.570 roofing salespeople, and for folks who just haven't felt like they fit or belong, 00:10:36.840 --> 00:10:40.530 because at the end of the day, you do belong because you are of use to someone. 00:10:40.770 --> 00:10:44.970 You have skillsets that can help someone through a situation or scenario that 00:10:44.970 --> 00:10:47.250 they don't necessarily want to go through, and you, my friend or their 00:10:47.250 --> 00:10:50.500 guide, and I hope this video helps you change your mindset of how you 00:10:50.500 --> 00:10:52.500 talk to yourself about being worth. 00:10:53.175 --> 00:10:57.445 by being of use to someone and how you communicate with your customers, 00:10:57.675 --> 00:11:01.455 not by trying to tell them what's going on and make yourself look good, 00:11:01.455 --> 00:11:04.695 but by just showing them with pride and confidence, your commitment to 00:11:04.695 --> 00:11:07.905 doing what's right and giving them an amazing experience and giving them 00:11:07.910 --> 00:11:10.605 an experience that they've probably not had with any other contractor. 00:11:10.725 --> 00:11:13.575 And in doing so, what I really hope happens is two things. 00:11:13.875 --> 00:11:15.885 I hope that your confidence goes. 00:11:16.575 --> 00:11:19.635 And what follows is the second that your income follows. 00:11:19.965 --> 00:11:22.395 So that's all for this video, and thank you for tuning in. 00:11:22.695 --> 00:11:25.215 Listen, if you liked this video, give it a thumbs up. 00:11:25.245 --> 00:11:27.135 Or if you hated it, give it a thumbs down. 00:11:27.435 --> 00:11:30.465 This helps me as I look through the data to say, Hey, we gotta 00:11:30.470 --> 00:11:31.485 do more of this, or more of that. 00:11:31.995 --> 00:11:33.675 And I do have one more ask. 00:11:34.079 --> 00:11:37.589 If you can drop a comment if this resonated with you or if it didn't. 00:11:37.589 --> 00:11:39.780 If there's things that you've dealt with or not dealt with, 00:11:39.959 --> 00:11:41.250 maybe you have some advice. 00:11:41.250 --> 00:11:42.510 What could I tell someone? 00:11:42.689 --> 00:11:45.480 If I was nurturing my own little sales team? 00:11:45.689 --> 00:11:49.470 What advice would I give them when it comes to feeling proud about what you do? 00:11:49.800 --> 00:11:52.439 That's the most beautiful part about this channel is the community and the 00:11:52.439 --> 00:11:56.850 people like you who are willing to share, collaborate, and air out the real 00:11:56.850 --> 00:11:58.560 stuff that folks just don't talk about. 00:11:58.890 --> 00:12:01.620 So thanks again for joining me today in this video, and I 00:12:01.620 --> 00:12:02.760 hope this leaves you feeling. 00:12:03.765 --> 00:12:09.135 Motivated, confident with the ability and mental mindset to earn even more. 00:12:09.195 --> 00:12:12.855 So you can smash your income goal and give every customer an amazing experience. 00:12:12.860 --> 00:12:15.585 So if you haven't already done it yet, click into our free training center 00:12:15.590 --> 00:12:21.495 and get access right now right here, or text free to 3 0 3 2 2 2 71 33. 00:12:21.525 --> 00:12:24.015 There's a link in the description or YouTube thinks you're really 00:12:24.015 --> 00:12:26.025 gonna like this video, and I'll see you on the next one.