Have you ever felt ashamed of what you do?
So much so that you like kind of change when people say, well,
what do you do for a living?
Instead of saying roofing sales or door to door sales?
You say something like, I'm in in-home sales or home services.
I did that a lot because I didn't feel like I belonged.
I didn't feel like I was part of this industry.
And in fact, I didn't wanna be because I didn't want homeowners to
categorize me in the same way that they do door to door salespeople.
And I didn't wanna be categorized in the same group of snake contractors
that they saw about on the.
And if you wanna know what that looks like, just open Google and Google the
words roofer news, and you'll see all the articles, people going to jail, injuries,
OSHA violations, scams, and arrests.
And this is what homeowners think of when they think of roofers.
And then there was other roofers and I, I didn't feel
like I fit in with them either.
Like I was, I'm a, I'm a small statured, gentle man that really geeks out on
sales, but also giving pe, like making sales through a, we experience a
togetherness through a really powerful engagement through guiding someone through
the natural process that I know that they're gonna go through psychological.
To create an enjoyable experience that that earns the sale as opposed
to like winning it or closing, which is like this aggressive taking thing.
So I felt lost.
I, I felt lonely and I didn't feel a sense of pride.
And what I later began to learn is that this negative self-talk
about like, Hey, you're not, you don't fit in, you don't belong.
You're not proud of what you do.
It truly was a, a ceiling to my.
And to date, now that I've had the opportunity to work with tens of thousands
of roofing salespeople, all of the top earners, which I'll categorize at
300,000 of income or more, all of them.
All of them are proud of what they do and they scream it from the
mountaintops and I wasn't there.
So this video is not for them, it's for the folks who are on that journey.
And believe me, I've gone through this many times and I do hope it helps.
That's what I wanna break down on today's episode of Sales Talk Over Coffee.
Except today we're drinking tea cuz it's after lunch and I've
already had four espressos, so.
Let's get to it, uh, quick.
Welcome, welcome back.
My name's Adam Besman, the roof strategist, and everything I do here
is designed to help you and your team smash your income goal and give
every customer an amazing experience.
And if you're not already in my new free training center, click the link.
You can get in there or text the word free to 3 0 3 2 2 2 71 33.
All right.
I wanna talk about this from three angles.
I wanna talk about the real experiences that we go.
And roofing sales from three perspectives.
Number one is our self-talk.
So I got a wonky pinky broke it in a mountain bike accident,
and it's still all messed up.
Number two is what we say to our customers.
And then number three is how we fit into the industry at large.
So let's hit with number one.
Number one is our our self-talk in our narrative.
And if we in, in one shoulder, we flip flop, and I'm gonna just do like the
the devil and the angel for a minute.
The devil's like, you're a scumbag, you're in roofing sales.
Why are you doing this?
You should go get another job.
And the angel's like, but I'm a good guy.
I do everything right.
I help homeowners through the process.
And the devil's like, you're a scumbag.
They all think you are.
You really gotta prove yourself.
Oh man, I don't wanna be categorized into those guys.
Do I really wanna be doing this?
And this little thing goes back and forth.
The devil of the angel.
I started to decide more and more with the devil because I started to view.
Like out of fear, which is funny.
I literally, it, it was like the metaphorical, I'm on a sheet of
ice, car is spinning outta control.
I'm going straight towards a tree and the first thing you're supposed
to do is look to where you want to go, not where you're going.
And I was, you're staring right at that tree.
It it like, it's happening.
It's happening.
Slow motion, slow motion, slow motion crash into it.
It, and that same thing started happening with my own internal narrative.
I would start to shy away when people say, what do you do?
I'm in, in-home sales.
What do you do?
I'm in home services.
I never said what I actually do.
I never said with pride, Hey, what do you do for a living?
You know what?
I help homeowners through one of the most painful, boring processes
of their entire life that they absolutely need to go through.
And I brought humor to it.
And they're like, well, what's that say?
Replace their roof.
Or when they say, Hey, what do you do for a living?
Hey, help homeowners.
Replace the roof after storm damage.
And I make the process incredibly easy, painful, and quite frankly, fun.
And anytime people would ask, I started to learn how to just communicate
with passion and excitement.
And the mindset shift that I wanna share with you is to go from this mindset, the
devil mindset of looking at it how other people do in being afraid of being judged
from that perspective to instead looking at it through my lens and just sharing my.
So not having to, from the devil's perspective, communicate.
Hey, I know that roofers have a horrible reputation and I'm
like a light in the darkness.
I used to do all this garbage and just try to like tell
everyone where that everything's horrible and I'm a golden child.
And it was kind of pathetic.
And instead I didn't address the other stuff.
I just thought my actions show it.
And I was proud.
Hey, what do you do for a living?
I help homeowners get their roof replaced after storm damage.
What do you do for a living?
I help homeowners go through the most expensive and boring process
they're ever gonna have to go with, go through on their home.
And people say, what's that?
Replace the roof, because it brings humor.
We have some fun, and it's true.
So again, that mindset shift is to not listen to what that narrative
is out of fear of how you're being perceived, and instead share with
people how you wish to be perceived.
That is where that confidence comes from.
So that is number one, is your internal dialogue, and you have to
get this right before number two, you communicate it to customers, which I
started to share with before, and I encourage you to write your elevator.
You don't tell people?
What do you do?
I'm in roofing sales.
You need to share the the who, what and why.
Who are you?
What do you do and why do you do it?
Hey, my name's Adam.
Who?
What do you do?
I help homeowners replace their roof.
Why?
Because the experience is miserable and I make it fun, right?
You can run with that in a variety of different perspectives.
Who are you?
Hey, my name's Adam.
What do you do?
I help homeowners navigate the insurance process to get the roof replaced.
Why do you do it?
Because that process is overwhelming, confusing, and I make sure
folks get taken care of the.
And again, there's a million ways that you can spin that.
So grab a piece of paper, write it down.
All right, so we covered your internal dialogue and we covered how you
communicate, but now I wanna talk about the third one is the sense of belonging
and fitting in in the roofing industry.
Now, first it doesn't matter, but I know it does because that's
what keeps us driven and happy.
Now whether you agree with it or not, The author of the book, the Courage
to Be Disliked, highly recommend you read that one, by the way.
Loved it.
Get it on Audible.
Uh, if you can.
The, the, the Narrat.
Of the philosopher and the, and the youth is what, what the, the characters are.
They have this philosophy conversation and it's really powerful and the
author says that that happiness is linked to one's sense of being useful
or community feeling in quotes.
Community feeling is feeling part of something and someone's happiness level.
According to this Adlerian psychology perspective is being
of use to someone being of use is helping them through the process.
So every single.
That you've helped through the process you are of use to, so that's
one piece, that sense of belonging, because you're part of a community,
we are providing an essential service.
I mean, our own government called it an essential service during the whole stuff.
In 2020, when everything shut down, we could continue to operate.
So I wanna highlight the, the analytical part we are of use to
other people, which means we belong.
But I know that it's not, the buck doesn't stop.
You might feel like an odd duck, an outcast, different from others.
I did another video, our YouTube blank for roofing sales, old,
young, black, white skin color.
This, that, tall, short, fat, skinny, uh, excon, felon, doesn't matter.
The belonging sense in roofing sales.
And this has been the fun part.
This has been like a.
big privilege that I've had in this role.
The roof strategist speaking at events and communicating with thousands
and thousands and thousands of folks is realizing that like, Everybody
is going through the same thing.
Everybody is dealing with the same inner battles and demons.
Even the folks that don't want to talk about it, they deal with rejection.
They've are afraid of rejection.
They have difficult days.
They wake up at three in the morning with their mind racing also about
all this stuff they need to do.
We just talked about this.
On an episode, excuse me, on a, in a session of the Pitch Pro movement.
And during that live session, one of our members said, Hey, you
know, I'm really struggling to wake up at four in the morning.
I'm gonna say drop in the chat, the number one, if this happens to you.
And the chat was filled, and the person in the movement said, wow,
I'm really glad I'm not alone.
I'm like, of I, I knew that, but you needed to hear that for yourself.
You needed to see that you my friend, are not alone.
The waking up in the middle of the night with your mind racing completely normal.
The challenge of wanting to quit kind of on the regular, very normal, the
struggle with your personal life.
You know, you, you, you're going through a breakup or a divorce or something
horrible with the family and you have to turn and put a smile on for a customer
while you just got a phone call that a crewe left a bottle of pee if the job
site, and then this customer called yelling cuz something went wrong and
you're like, I just want this day to be.
How's everything great and you just gotta put a smile on.
Totally normal.
There is something that unites us collectively through this experience,
and it's almost like we've all been in the trenches together and
that sense of belonging extends beyond every type of person.
Your background, like this is the, this is the part that I love.
It doesn't matter what your background is, your education, where you went
to school, if you went to school, how much money you made before, how
much money you didn't make before.
Roofing sales is like this equal level playing field of opportunity.
And we talk about belonging.
That's the best part is like there's no rules tattooed up casual.
To the guy dressed up in slacks and a button up, and we're
all out doing the same thing.
We're all out in the trenches and all of us have come to this roofing space
with the shared vision of I didn't need any, virtually any training, no
experience needed, and I can change my life while helping people along
the way and earn life changing money.
And that right there is that sense of camaraderie in community.
We're all facing the same challenges in the home, and sometimes
we say, They're coming up.
This is coming up and they're not, my competitors aren't having it.
Uhuh, let me tell you, from working with companies that are just starting
mid-size companies to quite a few of the top a hundred and even a few of the
top 10 roofing companies in America, everybody is going through the same thing.
So I wanted to share this particular video with you so you can share it with anyone
on your team who's questioned their pride and their confidence in sharing what they.
Who hasn't wanted to feel grouped in and categorized as door door salespeople or
roofing salespeople, and for folks who just haven't felt like they fit or belong,
because at the end of the day, you do belong because you are of use to someone.
You have skillsets that can help someone through a situation or scenario that
they don't necessarily want to go through, and you, my friend or their
guide, and I hope this video helps you change your mindset of how you
talk to yourself about being worth.
by being of use to someone and how you communicate with your customers,
not by trying to tell them what's going on and make yourself look good,
but by just showing them with pride and confidence, your commitment to
doing what's right and giving them an amazing experience and giving them
an experience that they've probably not had with any other contractor.
And in doing so, what I really hope happens is two things.
I hope that your confidence goes.
And what follows is the second that your income follows.
So that's all for this video, and thank you for tuning in.
Listen, if you liked this video, give it a thumbs up.
Or if you hated it, give it a thumbs down.
This helps me as I look through the data to say, Hey, we gotta
do more of this, or more of that.
And I do have one more ask.
If you can drop a comment if this resonated with you or if it didn't.
If there's things that you've dealt with or not dealt with,
maybe you have some advice.
What could I tell someone?
If I was nurturing my own little sales team?
What advice would I give them when it comes to feeling proud about what you do?
That's the most beautiful part about this channel is the community and the
people like you who are willing to share, collaborate, and air out the real
stuff that folks just don't talk about.
So thanks again for joining me today in this video, and I
hope this leaves you feeling.
Motivated, confident with the ability and mental mindset to earn even more.
So you can smash your income goal and give every customer an amazing experience.
So if you haven't already done it yet, click into our free training center
and get access right now right here, or text free to 3 0 3 2 2 2 71 33.
There's a link in the description or YouTube thinks you're really
gonna like this video, and I'll see you on the next one.