WEBVTT NOTE This file was generated by Descript 00:00:00.540 --> 00:00:04.380 It's time to make roofing sales fun again, because after all, roofing 00:00:04.380 --> 00:00:05.730 sales gets a little monotonous. 00:00:05.730 --> 00:00:09.840 It's like, Only using missionary with your partner after some time. 00:00:09.840 --> 00:00:11.310 That excitement that was first there. 00:00:11.310 --> 00:00:14.430 Just like when you get into the business, you know where every single day you wake 00:00:14.430 --> 00:00:16.350 up, you're so excited to go to work. 00:00:16.380 --> 00:00:19.770 There's new challenges and these fresh new opportunities and new money to make. 00:00:19.800 --> 00:00:24.240 And then that excitement just slowly dwindles and then it gets 00:00:24.240 --> 00:00:26.580 replaced with drudgery in monotony. 00:00:26.630 --> 00:00:29.779 And that fresh spark that you once had is gone. 00:00:29.990 --> 00:00:34.220 And just like with a partner, you need to have a vulnerable, open conversation 00:00:34.370 --> 00:00:37.820 about what you might like or might want to try and, and you're gonna experiment 00:00:37.910 --> 00:00:41.720 because missionary all the time is gonna get a little stale and boring. 00:00:42.140 --> 00:00:44.090 And in time you're gonna learn. 00:00:44.120 --> 00:00:44.930 Yeah, I didn't like that. 00:00:44.930 --> 00:00:45.349 Love that. 00:00:45.349 --> 00:00:45.980 That was fun. 00:00:46.040 --> 00:00:47.870 And that's how we keep it fresh. 00:00:48.140 --> 00:00:50.900 And roofing sales in your career is just the same. 00:00:51.080 --> 00:00:54.379 So in today's video, we're gonna talk about three different ways. 00:00:54.565 --> 00:00:59.364 That you can make roofing sales fun again, welcome or welcome back. 00:00:59.455 --> 00:01:02.605 Adam Besman here, the roof strategist and everything that I do here on my 00:01:02.605 --> 00:01:06.715 channel is designed to help you and your team smash your income goal and give 00:01:06.715 --> 00:01:09.145 every customer an amazing experience. 00:01:09.414 --> 00:01:13.075 And if you like this and you want more videos on sales training, sales 00:01:13.075 --> 00:01:18.420 strategies, Sales techniques and maybe some discussions, some real discussions 00:01:18.420 --> 00:01:21.780 about like mindset and what we face in our day-to-day life and roofing sales. 00:01:21.990 --> 00:01:24.810 Then I invite you to join me in my free training center. 00:01:24.840 --> 00:01:25.380 There's no catch. 00:01:25.380 --> 00:01:27.360 By the way, there's a link in the description so you 00:01:27.360 --> 00:01:29.340 can get in there right now. 00:01:29.520 --> 00:01:32.580 Now, let's get into this, the, this video, but the, the tips, three 00:01:32.580 --> 00:01:33.810 tips to make roofing sales fun. 00:01:33.810 --> 00:01:35.880 Again, you might be noticing something a little different. 00:01:36.030 --> 00:01:37.380 I got this goofy. 00:01:37.815 --> 00:01:40.515 Goofy thing going on here, and I haven't seen my cheeks or 00:01:40.520 --> 00:01:42.675 my chin in many, many years. 00:01:42.885 --> 00:01:45.765 And the other night at dinner, I'm with Sheena and my dad, Sheena's, my wife, 00:01:45.765 --> 00:01:49.545 by the way, my dad was visiting, Sheena turns to me and she goes, I think we 00:01:49.545 --> 00:01:51.524 should shave a handlebar mustache on you. 00:01:51.615 --> 00:01:52.575 And I was like, I love it. 00:01:52.575 --> 00:01:53.054 Let's do it. 00:01:53.054 --> 00:01:54.615 I love new stuff and having fun. 00:01:55.155 --> 00:01:58.245 And she goes, no, no, no, no, we can't do that because you 00:01:58.245 --> 00:01:59.804 got videos to film and stuff. 00:01:59.925 --> 00:02:05.835 And I realized in that moment I said, I have been taking my work too seriously. 00:02:06.164 --> 00:02:09.884 And you might have noticed it because you've been maybe watching from the 00:02:09.884 --> 00:02:13.215 beginning or maybe seen old videos where I've got long hair man bun. 00:02:13.535 --> 00:02:17.674 Uh, and, and, and the, the style has evolved and changed, and as the channel's 00:02:17.674 --> 00:02:23.434 grown and as the, what I've felt pressure, uh, I have without even knowing, it began 00:02:23.434 --> 00:02:25.505 to take things more and more seriously. 00:02:25.804 --> 00:02:29.704 And I didn't let my guard down and I, I was, I was just a bit more, more 00:02:29.704 --> 00:02:31.445 rigid and structured and professional. 00:02:31.654 --> 00:02:34.445 And I told Sheena, I said, I'm gonna talk about missionary in this video. 00:02:34.445 --> 00:02:35.464 She's like, are you sure? 00:02:35.614 --> 00:02:38.045 I was like, what better video to do that if I upset anyone? 00:02:38.045 --> 00:02:38.765 We're all human. 00:02:38.945 --> 00:02:40.265 We're all doing these things. 00:02:40.500 --> 00:02:43.140 And you know, at the end of the day, like what I wanna do is just 00:02:43.140 --> 00:02:46.590 connect authentically and share stories of relatable experiences to 00:02:46.590 --> 00:02:49.350 help you get the message and, and change your mindset of how you view 00:02:49.355 --> 00:02:50.579 work so you can make it fun again. 00:02:50.940 --> 00:02:55.079 So anyway, going back to the dinner when Gina says we should 00:02:55.079 --> 00:02:58.170 do a handlebar mustache, I said, you know, let's just do it. 00:02:58.380 --> 00:03:00.840 I said, if people don't want follow along because of. 00:03:01.035 --> 00:03:02.715 How I shaved my face when I used to have a man bun. 00:03:02.715 --> 00:03:03.945 Like that's on them, not on me. 00:03:04.364 --> 00:03:07.935 And anyway, afterwards she shaved it and she loves it, by the way. 00:03:07.935 --> 00:03:09.885 And what's most important to me is that my wife loves it because 00:03:09.885 --> 00:03:10.815 she's, the one has to look at me. 00:03:11.625 --> 00:03:12.375 So she loves it. 00:03:12.380 --> 00:03:14.714 And then, and she and I were talking yesterday, she goes, tomorrow 00:03:14.894 --> 00:03:17.535 you should make a video on how to make roofing sales fun again. 00:03:17.804 --> 00:03:22.065 And it was this great reminder to just like bring back the fresh excitement. 00:03:22.295 --> 00:03:26.555 And the, the free feeling of just speaking our, our minds in 00:03:26.555 --> 00:03:27.905 a positive way to help others. 00:03:28.055 --> 00:03:31.325 So here we are with this video, and Sheena inspired it, and that's gonna 00:03:31.325 --> 00:03:35.645 lead me right into our three tips to make roofing sales fun again. 00:03:35.975 --> 00:03:37.505 And let's start with tip number one. 00:03:38.315 --> 00:03:40.055 Don't take yourself too seriously. 00:03:40.325 --> 00:03:42.995 Now, some people say that you teach what you need to learn. 00:03:43.175 --> 00:03:45.125 And in this situation, I couldn't agree more. 00:03:45.365 --> 00:03:49.325 I've been taking myself too seriously because, you know, at the, at the af 00:03:50.075 --> 00:03:53.820 the of the world's just roofs, Roofs are the single most boring thing that 00:03:53.820 --> 00:03:57.989 any of us could ever voluntarily want to sell, and it's the single most boring 00:03:57.989 --> 00:03:59.910 thing that anyone's gonna want to buy. 00:04:00.209 --> 00:04:02.250 So why should we take ourselves so seriously? 00:04:02.250 --> 00:04:03.209 It's just roofing. 00:04:03.600 --> 00:04:08.010 It's a product that doesn't even move, and it just sits there and it's not sexy. 00:04:08.220 --> 00:04:09.390 It's not exciting. 00:04:09.690 --> 00:04:11.790 It's just, it's just there. 00:04:12.269 --> 00:04:13.649 So don't take yourself too seriously. 00:04:13.739 --> 00:04:14.609 That's tip number one. 00:04:14.880 --> 00:04:19.649 Tip number two, do something fresh, new, and experimental. 00:04:20.040 --> 00:04:22.890 Okay, now I'll give you a few examples. 00:04:23.220 --> 00:04:29.490 If you are only using missionary at some point, it stops being fresh and new. 00:04:29.790 --> 00:04:30.600 So what do we do? 00:04:30.690 --> 00:04:31.260 We talk. 00:04:31.650 --> 00:04:35.280 We, we are vulnerable, we have some fun, we experiment and sometimes 00:04:35.280 --> 00:04:38.790 it flops, sometimes it's fun and in your career it's no different. 00:04:38.909 --> 00:04:41.310 So I had a guy, and I gotta untie my shoe for this, who says to me, he 00:04:41.310 --> 00:04:43.050 goes, Adam, I wanna try something new. 00:04:43.349 --> 00:04:47.190 Our market is really competitive, so what I'm gonna do is I'm gonna get a little. 00:04:47.205 --> 00:04:50.955 Toy shoe, I'm gonna put it in a bag and I'm gonna hang on the door saying, 00:04:50.955 --> 00:04:52.245 just trying to get my shoe in the door. 00:04:52.335 --> 00:04:55.395 And it was a way to break through the noise of all the 00:04:55.544 --> 00:04:56.745 competition in the market. 00:04:56.750 --> 00:04:57.495 And I loved it. 00:04:57.615 --> 00:04:58.245 It's too funny. 00:04:58.425 --> 00:05:00.765 It's like, that's fresh, new and experimental. 00:05:00.974 --> 00:05:03.705 Now I do this in my current business where I experiment and 00:05:03.705 --> 00:05:04.875 that's what keeps it fresh and fun. 00:05:04.875 --> 00:05:05.955 And sometimes I flop. 00:05:05.985 --> 00:05:09.015 And other times we hit a grand slam and sometimes it works a little bit. 00:05:09.015 --> 00:05:11.174 And then we reiterate, we, we, we iterate and improve. 00:05:11.325 --> 00:05:12.315 So how can you do this? 00:05:12.675 --> 00:05:15.195 You can change up your pitch of how you approach the door. 00:05:15.315 --> 00:05:17.775 If you're using the SLAP formula, you can say, Hey, when you let 00:05:17.775 --> 00:05:21.075 them know why you're there, you can experiment with new things that's 00:05:21.075 --> 00:05:22.485 making it specific to their roof. 00:05:22.485 --> 00:05:25.965 For example, like, Hey, the reason I'm stopping by is I left Peggy's house 00:05:26.175 --> 00:05:30.075 and uh, just got her roof approved, and your roof looks like it's the same age. 00:05:30.390 --> 00:05:33.780 It might even have that same shingle up there. 00:05:34.080 --> 00:05:36.180 And while I was in the neighborhood, and again, that's just one 00:05:36.330 --> 00:05:39.120 little experiment you can, you can do to, to try something new. 00:05:39.330 --> 00:05:43.050 You can mention a, a customer's name, you can tell a story, 00:05:43.230 --> 00:05:45.240 you can tell a joke, whatever. 00:05:45.240 --> 00:05:47.250 It's, so again, try something fresh and new. 00:05:47.470 --> 00:05:52.330 On your direct mail letters, for example, if you just want to, again, experiment and 00:05:52.330 --> 00:05:53.650 have fun, that's what this is all about. 00:05:53.650 --> 00:05:54.280 It's having fun with it. 00:05:54.490 --> 00:05:56.350 You could put a penny in the envelope. 00:05:56.355 --> 00:05:59.170 It's called lumpy mail, so when people are feeling the envelope, they're 00:05:59.170 --> 00:06:00.490 like, they want to know what's inside. 00:06:00.580 --> 00:06:04.060 Their curiosity takes over them, so they open the envelope to find it, 00:06:04.090 --> 00:06:06.100 and then that penny can be there. 00:06:06.205 --> 00:06:09.414 If you're in the storm world, for example, selling tailwind or hurricane, you can 00:06:09.414 --> 00:06:12.715 say, my services won't even cost you a penny, but I'll reimburse you anyway. 00:06:12.865 --> 00:06:16.495 You know, again, being playful or cheeky and it's just a one little thing that 00:06:16.495 --> 00:06:19.645 you're like, I'll put a penny in and add this one little line and see what happens. 00:06:19.914 --> 00:06:23.575 And maybe it works, maybe it doesn't work, but you get to play with it and have fun. 00:06:23.695 --> 00:06:27.835 So one thing to me that's fun is experimenting and seeing what happens 00:06:27.835 --> 00:06:31.945 because in sales we get this like live, real world, real time feedback. 00:06:32.325 --> 00:06:34.125 On, did it work or did it not work? 00:06:34.125 --> 00:06:35.655 There's really not a huge delay. 00:06:35.804 --> 00:06:41.025 So experiment and have fun just like you would in the other example I gave you. 00:06:41.565 --> 00:06:48.854 Alright, and that leads me to tip number three, which is use humor and have fun. 00:06:49.184 --> 00:06:49.724 Okay. 00:06:49.875 --> 00:06:52.755 Uh, I did another video in the past called the Try Not to Laugh 00:06:52.755 --> 00:06:54.974 Challenge, and there were two. 00:06:55.265 --> 00:06:57.664 Camps of people, people that thought it was the dumbest thing in the entire 00:06:57.664 --> 00:06:59.075 world and they would never do it. 00:06:59.135 --> 00:07:01.385 And those that thought it was hysterical and are gonna try it, 00:07:01.594 --> 00:07:03.215 and you get to decide for yourself. 00:07:03.215 --> 00:07:05.044 So I'll put a link to that video at the end of this one. 00:07:05.315 --> 00:07:10.835 But that, that, that, uh, video was inspired by a book I read called Humor, 00:07:10.835 --> 00:07:12.695 comma, seriously, where the authors. 00:07:12.870 --> 00:07:16.170 Did experiments and showed that people who use humor in the sales process 00:07:16.350 --> 00:07:18.810 result in an increased level of sales. 00:07:18.810 --> 00:07:22.920 So revenue as well as increased levels of trust and increased levels of the 00:07:22.920 --> 00:07:25.620 customer experience where they're self-reported saying, we felt good 00:07:25.620 --> 00:07:27.930 about it, so why not have fun with it? 00:07:27.930 --> 00:07:29.460 And here's a few ways to bring humor in. 00:07:29.760 --> 00:07:30.450 Number one. 00:07:30.729 --> 00:07:32.799 Tell a joke at the door. 00:07:33.010 --> 00:07:35.979 Number two, use the Try Not to Laugh challenge, which I share with 00:07:35.979 --> 00:07:37.030 you here at the end of this video. 00:07:37.270 --> 00:07:38.650 Number three, dance. 00:07:38.740 --> 00:07:41.260 I have some, some members inside the Pitch Pro movement that are literally 00:07:41.409 --> 00:07:44.500 challenging their team, that when someone opens the door, they're doing the chicken 00:07:44.500 --> 00:07:46.120 dance again, bringing humor into it. 00:07:46.390 --> 00:07:48.820 Number five, use or four, whatever number I'm on. 00:07:49.030 --> 00:07:52.000 Use self-deprecating humor, poke fun at yourself. 00:07:52.270 --> 00:07:57.250 Uh, joke with homeowners, bring some levity to the, to the buying 00:07:57.250 --> 00:07:59.830 experience, and just be playful. 00:08:00.300 --> 00:08:02.250 Because it's just roofing. 00:08:02.625 --> 00:08:03.975 So have fun with it. 00:08:04.485 --> 00:08:10.035 So in summary, here are three ways that you can use to make roofing sales fun. 00:08:10.035 --> 00:08:13.605 Again, to break the monotony of missionary, but in your career so you can 00:08:13.605 --> 00:08:16.935 get that spark back like you had when you first got into it, where every day you 00:08:16.940 --> 00:08:20.625 woke up, there was a new challenge and new excitement and new learnings, and it 00:08:20.655 --> 00:08:24.735 kept that spark high because at the end of the day, your energy and your motivation. 00:08:24.925 --> 00:08:28.195 Is what's most important because if you're having fun with what you 00:08:28.195 --> 00:08:30.265 do, your performance will follow. 00:08:30.295 --> 00:08:30.895 And guess what? 00:08:30.925 --> 00:08:34.284 Even if it doesn't, but if your performance is here and your fun level 00:08:34.284 --> 00:08:37.735 is here, wouldn't you still like to have more fun at the same performance? 00:08:37.765 --> 00:08:38.395 Why not? 00:08:38.695 --> 00:08:39.265 Right? 00:08:39.805 --> 00:08:43.225 What you can do is, number one, don't take yourself too seriously. 00:08:43.495 --> 00:08:46.435 I am heeding my own advice in this video. 00:08:46.555 --> 00:08:48.985 I couldn't believe that I was gonna talk about missionary on a video, 00:08:49.165 --> 00:08:50.305 especially knowing my channel. 00:08:50.305 --> 00:08:51.145 I've just been very. 00:08:51.840 --> 00:08:53.520 Conservative on, on things like that. 00:08:53.580 --> 00:08:54.240 And I said, you know what? 00:08:54.245 --> 00:08:56.850 I'm gonna have be fun and have not take myself so seriously. 00:08:57.060 --> 00:08:59.610 Number two, I was gonna do something new and experiment, and I was doing 00:08:59.610 --> 00:09:01.050 this video and then shaving my face. 00:09:01.050 --> 00:09:01.650 It looks silly. 00:09:01.770 --> 00:09:04.830 And then number three is bringing humor into the process. 00:09:04.830 --> 00:09:07.620 Hence the whole missionary thing because hopefully that could land 00:09:07.620 --> 00:09:11.610 it in some way, and I want you to be able to do the same thing to retap 00:09:11.610 --> 00:09:13.350 into your passion and excitement. 00:09:13.725 --> 00:09:17.385 Have fun with roofing sales 'cause this is our livelihood and we spend more 00:09:17.390 --> 00:09:18.705 time doing this than anything else. 00:09:18.915 --> 00:09:20.505 So I hope this helps you find more fun. 00:09:20.835 --> 00:09:23.565 Alright, now just 'cause our video time here is about to wrap up. 00:09:23.565 --> 00:09:25.245 Doesn't mean your and my time has to. 00:09:25.455 --> 00:09:28.245 So if you haven't yet done it, jump into my free training center right now. 00:09:28.245 --> 00:09:31.395 You can click right here and then jump into, uh, if you wanna stick with me 00:09:31.400 --> 00:09:34.545 here on YouTube, this video, which is the Try Not to Laugh challenge. 00:09:34.725 --> 00:09:37.965 You can decide for yourself whether that was ridiculous or something fun 00:09:38.085 --> 00:09:40.575 that you want to use for tip number three, which is bringing humor. 00:09:40.615 --> 00:09:41.545 Into the process. 00:09:41.755 --> 00:09:46.585 Thanks so much for joining me in today's video signing off, and 00:09:46.585 --> 00:09:48.055 I will see you on the next one.