“Day in the Life” to Maximize Roofing Sales | Daily Schedule & Strategy

So what should you be doing each and every day as a day in the life in roofing sales? How should it be structured? How do you make the most of your time? Well, I've been getting this question a lot and my wife actually mentioned her name is Sheena and she's part of the team and she says, Adam, you should do a time machine video of you going back in time and sharing how it is that you structured your day to be as efficient and productive as possible. So in this video, thank you to Sheena, thank you to the comments that have come in. I'm going to be sharing with you some tips, some tricks and some strategies to help you structure your days and so you can have the most productive and profitable day in the life of roofing sales. Because what you do today, if you can rinse and repeat a really great system, you can do it again the next day and the next day and the next day. And then before you know it, you will be exploding with sales, which is exactly what we're looking for. And if you are kicking the tires on a career in roofing sales, this video will give you an insight into what it is that we do each and every day in this industry. So welcome back and if you're new here, my name is Adam Bensman, the roof strategist. Everything you'll find here on the podcast and YouTube channel are designed to help you smash your income goals in roofing sales. Because it is a rare opportunity to fall into an industry with no experience, no training, no school needed, and be able to earn Dr. Level money, six figures and multi six figures in as fast as your very first year. And to help you do that, if you haven't already done it, you can head on over to www.the roofstrategist.com right now and I want to give you a free copy of my pitch like a pro roof sales training video library. It's all the videos I've ever done, but organized by category. So think of them as like starter packs and fast tracks. You enter your name and email, you'll get a free copy and I send it straight to your inbox. You can hop in there. Owners are using it to train up their teams and new salespeople are using it to get brushed up on canvassing, objection, handling and you name it. And I have plenty of seasoned sales pros who are always looking to sharpen their sales acts who are using this exact video training library. You're in good company and joined by thousands of smart roofing salespeople just like you. So go over to www.the rooftrategist.com right now and enter your name and email and I will send you a free copy. Now let's get back to today's video. A Day in the life of Roofing sales. And again, the number one limiting factor in roofing sales is this. What is it by the way? Do you know what it is? The number one limiting factor. It's time. Time is our number one limiting factor. And what you'll find is that the guys and gals who earn the most in roofing sales are taking advantage of their time. This is the ultimate equalizer. So all of us are working with the same 24 hours in a day. Your job is to maximize that output. So once we've grabbed my flying apple pencil, we'll get back to it. So let's begin A day in the life. This is where it starts to be fun because I said a day in the life. But guess what? When does the day in the life start? Starts the night before. Now what am I doing the night before? I am planning my day for the day following. I've learned this is a common thread among all top performing coaches and personal development experts from Brian Tracy to Zig Ziglar to Brendon Bouchard, they all talk about planning your day the night before. And why do we do that? We do that because clarity allows us to chase our goals. So if we wake up in the morning and your first, your first response is a reaction and stress. I got a lot to do. What do I do? Where do I go? Then we are in reaction mode as opposed to proactive mode. And there's a gentleman on the channel named Mitch who I interviewed, first year sales rep, did $177,000 of income on track to do about 350 in his second year. And he's working a strict schedule of about was it 10 to 6 or 9 to 6? I forget off the top of my head. But my point is it's a very structured schedule and he says I planned the night before. So when we have clarity and we wake up, we know exactly what we're going to be doing. We wake up in the most productive state possible and our subconscious mind has already worked it out. And I still practice this to this day. My digital planner is behind this camera and I structure my day. What are my goals? And you'll find folks like Greg McCowan who wrote the book Essentialism. Great read by the way. And he talked about planning the day structured on I'm done when so imagine this. Imagine that like you were going to get pulled out of your day, something was going to distract you, there's a crisis, you wanted to go on vacation, whatever it is, your job is to document. What are those two? One or two big things that if you're done, you can be like, day's over, I got it done right? Rest. Rest in peace. Literally chill out, not die. Chill in peace. All right, so I plan the night before on these key objectives. I have a daily planner that, that I follow and I'm going to share with you how I recommend doing it right now. So first things first, here's our planner. I personally hand write these things. First things are my goals. So by the way, I'm giving you a slightly modified version. I do have this daily planner. It is included in the marketing battle pack as part of the sales and productivity section. So first is the goal. Every day I like to set a goal. All right, Those are the big thing I'm chasing. And the goal might change. It could be getting a roof approved, it could be signing a new customer, opening a new neighborhood, getting a referral, whatever it is. All right, then the next one is going to be my appointments. These are always priorities. So if I am chasing the goal, these appointments are commitments I've made to others. They're either sales appointments, picking up colors, picking up final payments, meeting adjusters, anything that is set in stone. All right, next is stopping in on my installs. This is just like every smart salesperson who's watching is like, duh, man. Of course, that's the easiest time. This is the easiest time to sign up the neighbors. So when I plan the night before, I'm like, what installs are going on? Where do I need to be going each and every day? Okay, so these are like the three things that are kind of non negotiables. I have to stop it on the install. I got to run my appointments and I have to hit my goals. Because getting to that big goal, that big income goal, ultimately means a series of mini goals that lead to it. So these mini goals, if we break down this big goal into mini goals, each and every one of these will help us achieve our big goal. So each day it's fun to have those goals. You can look back, be like, it was a productive day because oftentimes roofing salespeople are competitive. By the way, I need to take my own advice every day. I finish wasn't good enough. I didn't do enough. That's a messed up mindset, alright? And brendon Bouchard talks about this in his book the High Performance Habits and he talks about dissatisfaction. But when you are able to say yes or no, I this or I didn't, you can essentially score yourself and it will help you optimize your day and get better. So did I achieve my goals, yes or no? If yes, check it off. If no, don't and you'll know. Man, I didn't like I blew off this appointment. Don't do that ever by the way. I just was making check marks, you know, stopping the install. I did it. So these are the main priorities for my day, all right? Now why is that? Because not every minute of every day has the same earning potential. You're in roofing sales. This is a concept I'm going to dive into in great detail in just a moment once I wrap up the night before. Daily plan. All right, so we have our daily plan. These are the main key areas. Well you might be asking, well what, what about the other stuff? So next we've got all of our open leads follow ups. Have you noticed by the way that I'm focusing on income producing activities? Meaning when I do this thing, get paid or I start the process of generating new business. Because remember in that roofing sales success formula that I teach, which by the way is available in the there's links in the description of the podcast and YouTube channel, the Be the do the say getting the right person, doing the right sales activities each and every day and saying the right thing when you pitch, presenting clothes. This is how growth, it literally will just poof, just accelerate on its own. Without any of these pieces, our growth stagnates or actually declines. So this daily plan allows us to focus on doing the right things each and every day, focused on the highest value or highest earning potential activities. So the follow ups I'm going to be doing and then here I'm going to write admin. Now admin is things like preparing estimates if you need to, updating your CRM, if you're in charge of supplementing or any backend paperwork, filing for depreciation. This is what I'll call job processing. It is the pile of paperwork associated with the customer. So these are the main things that I want to chart on my daily plan, my daily goal or goals, which by the way you can simplify this to just one. I had often two. Don't do more than two. Now the reason is just single minded focus, alright? Choose the biggest, hairiest one. It's not that you shouldn't chase more goals it's that focusing on specific bigger goals will help channel your energy in the right places. Then next, the appointments. You'll be running adjusters and sales appointments and appointments with customers, working your installs to work that neighborhood. Any follow ups on any open leads, referrals, things like this and admin. Now you'll notice on here that I don't have things like knocking doors. The reason for that is my goals may include make a sale, right? It could be sign up a customer, get three appointments. I'm going to get into that here in just a minute, those aspects. But in terms of my daily plan, this is the main key areas that I want to focus on. Next, what we're going to do now that you have the high level details of that daily plan, I'm going to talk about the differences of structuring your day if you're brand new versus a seasoned salesperson. But before we get to that, I'm going to talk about structuring the time of your day. So let's go to time and then structure time. Look at this here clock we have 12, 1, 2, 3 o', clock, 4 o', clock, 5, 6, 7, 8, 9, 10 and 11. So if you were to wake up, let's say at about 5 or 6, it's generally about when I get up. When are you able to start calling customers and knocking doors? You're not looking until I'd say 9, 10am at the very earliest. Which gives you about a two hour window to do all of your admin work. Okay. And again you've planned the night before. So this is in the a.m. i'm just gonna make a note a.m. our admin work should be done in the morning during off peak selling hours. Okay, Peak selling hours are going to be between about 2 and 7. And this again is going to be PM. I know I cycled from AM to PM here. This is peak selling. So this is when I'm going to be out knocking doors, generating new business, working my install, when people are home, working the multi touch marketing. Here is my time to make sales. It's important to squeeze every minute opportunity during of sales opportunity during this time. Do not for any reason distract yourself with estimates, with paperwork, with anything else during this time. Because we don't have 24 hours in a day to sell. We've got a prime. And I know there are certain neighborhoods with retirees. There are some people that will say well I can only work from 4 to 7 point. You've got 3, 4, 5 hours, 1, 2, 3, 4, 6 maybe of prime selling time. You can't start selling at other hours of the day, so you need to focus in batch this time for sales. I do what I can to avoid unnecessary appointments during this window. So structuring my time, I'm going to be focused on here and I'm going to be doing my admin in the am. All right, early, early. And I know we're cycling here in 24 hour clock. I just want to get you to visualize this next sales admin. So what other things can we be doing or how should we structure our day? I want to talk about rain or weather days. Rain or weather. Rain or bad weather. And then nighttime. Okay. These are off peak selling hours. So these are times that are more difficult to sell. So how do you turn this time into sales time? Because far too many people. Adam. Yeah, I can meet up today. It's raining. I got nothing to do. That's. No, you have plenty to do. You're just not doing the right things yet. All right, here's what those are. This is where you, especially in the evening, which if we go back to that clock, I didn't want to busy it up. When you're sitting on the couch hanging out at the end of the day, this is the time to stuff your envelopes for your direct mail or early in the morning during that admin time or when it's raining or bad weather. So you focus on your direct mail. This is when you review your customer pipeline and you reach out and do follow ups. This is when you organize and catch up on your CRM. This is when you do your administrative paperwork. But if you can focus on these three, which will help accelerate your opportunity for sales, you'll be in a really good spot. Same thing with this would be referral requests and then networking. And this is also can be included in relationship building with insurance agents, realtors, your BNI or local networking groups. So just because you don't have good weather doesn't mean you can't be filling or starting to fill your pipeline. And then the other thing I'm going to add on here is cold calling. Okay. These are things that you can do on commercial and residential. And I've done direct mail videos. I've done videos in the follow up. I've done videos about tapping into the pipeline of your CRM. I've done videos on how to get referrals. I've done videos on generating leads from insurance agents and building relationships with them. And I've done videos on cold calling. So you have plenty of resources. And by the way, all of these can be found inside the Pitch Like a pro roofing sales training video library that's totally free and there's a link to that in the video and podcast description available at www.theroofstrategist.com. so, rain, weather, nighttime, you have plenty of sales activities. This leads me. So now what we've covered is structuring your day, priority wise. We've covered what to do, when to maximize those sales opportunities during the ripest time. And by the way, Saturdays are a great day to make up for things. 10 to 2 is the primo window. And then we've addressed what to do on nighttime, early mornings, rain or bad weather. In bad weather, meaning the guys up north who deal with that white stuff that comes out. It's called snow. I'm just kidding. We have so many guys from Texas and Florida. I just tease you guys. So rain, bad weather, there's sales activities. Now you might be wondering, well, what's the difference between if I'm a seasoned veteran or brand new and if you're listening on the podcast and writing all this out on a little tablet? Brand new. All right, so if you're brand new, every minute of your day should be spent on sales. This is working. The multi touch marketing approach. Knocking doors, using the slap formula. If no one's home, leave a letter at the door, then send a letter in the mail. Show back up. Use that slap formula again to reference the letter. The reason that you are there, this is when you are cold calling, you are networking and building relationships, but the number one thing is getting in front of people. And what do you do all day? This until you get busy enough to fill the hopper. It's daunting, but it's also kind of rewarding to just be like, all I gotta do is get in front of people today. And you just keep doing that to again, chase that daily goal. Seasoned reps, you're going to have that well rounded. Your hopper's full, your pipeline's full, and we're juggling a lot of things, right? We have this production going on in this neighborhood and then we got an adjuster meeting. He showed up an hour early and this referral came in too far over here. So what we really need to focus on and the difference this video that I outlined is a traditional day in the life for a seasoned person who has traction. And with that, I just want to emphasize that time management key. Time management and productivity. And when I say productivity, I mean working your days intelligently. Where Each minute is maximized. How do you do that in your vehicle? If you have follow ups, do it while you're driving. Unless you need to take notes, then pull over. Use your day Listening to I listened to. I'm not kidding. Every single book Brian Tracy ever put out that was available on CD at the time. Alright, I listened. I chewed through all of them. Every single one. I still have the giant stack of them in my garage. Listening to podcasts, which by the way weren't even a thing. Just investing in learning because sometimes you'll find this breakthrough listening to audiobook oh if I try that on my pitch. Oh if I can do this. So productivity maximizing your time and limiting your trips. So remember, limit trips to the house. This was the biggest pain point that I had to solve for myself because I frequently had excessive trips to the home that cost me time. Time was sales and you will find that as you get busy your limiting factor, believe it or not, is not your ability to sell, it's your ability to keep up. So at the end of the day the high level details are this plan the night before. Okay, Have a daily goal. Have an action plan. Structure your day around high income producing activities. I'm just going to write in high income activities to keep it short and then think smart about limiting your time and use it wisely. Here's a quick recap to help you see what it's like as a day in the life in roofing sales, out in the field, having fun, serving people and somehow getting paid a really really great sum of money to take care of folks and enjoy the journey. Hey, thanks for joining me for this video. Just because this is about to wrap up doesn't mean you're in my time needs to. So if you're interested in more strategies or better yet, the advice of other sales reps who've done this before you. Click into here to watch this playlist of interviews with real live salespeople sharing their journeys, their stories, how they structure their day and hear their advice right here. And if you haven't done it yet, click right here to get a free copy of my pitch Like a Pro Roofing Sales Training Video library and I will see you on the next one.