Adam Bensman (the "roof strategist") presents a short motivational YouTube talk about "finding your cookie" — a personal reward system that serves as motivation for peak performance in roofing sales. He defines the "cookie" as a tangible or experiential incentive (travel, hunting, athletic gear, time off) and gives concrete examples and rules (wife's monthly gym-reward, his Saturday sales quota that unlocks a weekend trip). He emphasizes using micro-rewards to avoid burnout, build balance, and ensure guilt-free time off; the video closes with calls-to-action pointing viewers to downloadable resources (roofing marketing pack, ebook, 30-day sales challenge) in the video description.
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Hey, guys, Adam here, the roof strategist. Today we are going to talk about finding your cookie. Now, you're probably saying, adam, what in the hell does that mean? First of all, there's zero sexual connotation to anything about what I'm going to say and teach you in this video. What do I mean exactly by finding your cookie? Your cookie is your motivation, your training tool, your eyes on the prize and your little victories yourself. So first, I want to tell you exactly what you're going to walk away with and why you should stick around all the way to the end. You, you are going to learn how to motivate yourself and basically play tricks on yourself so you can reach your peak performance. So that way, when you have a not so pleasant day, which we've had, you don't get beat to the ground and call it quits and go sit at the pub with some buddies. You don't go home, sit on the couch, grab some, you know, play some video games or watch football and drink beer till you don't feel anything. This is to find your cookie, your motivation. Because you know what you do when you train a dog? You use what treats cookies. Hey, sit. Right? So all it is is creating the. The environment for the animal that you're training to respond. And we're like dogs. We are. I always joked with teams when I would run sales teams and train sales managers to train their teams, that we have to create the environment for change because all of us respond to output and input the same way that any animal does. Right? We're a product of our environment. So how do you create your cookie? What is your cookie? What is your incentive? What's going to make you sit on command? What's going to make you come on command? What's going to help inspire you to do what you do? So I want to leave you with my tricks. What. When you find your cookie, you need to ask yourself, what motivates me most? Right? What's fun? What motivates me most? Now, for me, I want to tell you this. What motivates me most? All right, Ask yourself that. What is it? What motivates you? Is it going fishing? Is it going hunting? Is it? So I've worked with guys, by the way. They're like avid sports fishermen. Like, that's what they live for. They just want to do the next trip, the next sport fishing adventure. Other guys that are avid hunters and they want to go on these safaris or adventures or travel all the different places they can to bow hunt. And there's other guys like me who are more into the athletic side of things. And like, for me, I just want to be out on my mountain bike and could be travel. Some people just love to travel. Like, oh, I can't wait to go to that place and this place. So you got to find what motivates you? What is your inspiration? Why are you doing what you're doing? What? Why? So what fuels you right now? I said this in another video. I have another. You're in my office right now, my war room. And on this, this is my board, my whiteboard, and on it it says, follow what fuels you. That's my inspiration. Every day. These I filming because I'm inspired right now. It's not doing as I have to. I'm doing it because I'm inspired. It fuels me to put together these videos. So I do it now. And when I'm kind of feeling dead or not creatively inspired, I don't film right. So I follow what fuels me. So what fuels you? What is your cookie? Is it travel? Is it hunting? Is it fishing? Find that cookie. Now we want to find a way to reward yourself. How can you use what motivates you as a reward? What's your own reward? I'm going to share a couple of fun ones. What's your reward? So two examples. My wife, who is one strong, strong woman, loves getting in the gym. She loves lifting weights. True story. She is stronger than I am. Okay, no joke. She is really dedicated to getting in the gym and getting strong. That's her motivator. Okay, so what does she do to motivate? What's her reward? She says if I hit the gym and get my five workouts in for the entire month, she gets to treat herself to what she wants to purchase. She just loves athletic gear. So she'll get her gear, her outfit, her gym deal, whatever it is, that's her reward. But she tracks it so it's a game, and then if she gets it, she does it. Now, how do I apply this to roofing sales? My reward was some time off, guys. I wanted time off because we work really hard. So here's what I would do. Saturdays I knew were the most profitable day for roofing sales. People are home, you can get there, knock on the door, slam dunk a deal, slam dunk, another deal. Work the neighbor. You can get 2, 3, 4, 5 deals inked on a Saturday. It's gold. You can make it for a whole week lost work. So here's what I would do. The temptation to not work Saturday was too great. So I made it a rule. What was my cookie? My cookie was a to go bag in the back of my truck so I could get out of Dodge for the weekend. That was my cookie. And I would not leave until I had my predetermined number of sales inked a piece of paper. I'd finished that last sale. I would get in my truck and I would go do it. If you hunt, your cookie can be hey, this week, every time I get X number of sales per week, that's going to help me hit my income goal, my sales goal, whatever it is. I'm going to take three days off. Guys, this is balance. This business can consume you and it's hard for it not to consume you. It's really hard for not to consume you. So you got to give yourself a cookie. And what is that? It is a reward for when you accomplish your thing. So here's what I want you to do. I want you to write down what your reward is, what is the ultimate thing you're working for and imagine being able to do it guilt free. Imagine saying, hey, I want to take three days off. I'm going to bring my girlfriend or my wife. We're going to go to Mexico. We're going to sit on the beach and do nothing but drink, eat, hang out in the sun and swim with dolphins and go snorkeling and surf. If that's what drives you, you got to do it. That's your reward. But how do you do it guilt free so you're not sitting on the beach like, crap, I didn't make enough sales, I should be working. And your mind is here while your body's here. Have you had that happen where your mind is like totally here, you're hanging out with your family, but you're like thinking, thinking about that supplement or production or the rain delay or whatever it is. Just, it's obsessive, guys. So when you can find your cookie, your own reward, build your life around having fun. Weekly rewards, monthly rewards. When I do this, I get this. So here's what I want you to do. Find your cookie, write it down and create a fun incentive reward system to help you bring some balance to your life so you don't burn out because it's too easy to do when we start chasing and chasing and working hard and busting our butt. So I hope this was inspiring and helpful to help you find your cookie now. If you haven't done so yet, click the read more in the video description below. You're going to see a whole bunch of ways that you can engage with me more. You can get more free stuff. You can check out my roofing marketing battle pack that's in there. You can get into my my ebook My 3 Tricks to get to the Kitchen Table. It's a free download with an email follow up sequence and you can join the 30 day sales challenge. It's also free, comes with some training, a playlist and again all free. And some emails are going to follow up keep you on track. It's a great way to help find that motivation and inspiration to help you identify what your cookie is. Take a Look at that first video by the way in the 30 day sales challenge. It'll help you identify what you want to achieve and then you can build your cookies around it. Little cookies help incentivize your own win in their little micro rewards. I hope this was super inspirational. If you liked it, click the thumbs up that tells me you like this video and I can create more like it. Don't forget you can always email me adamaroofstrategist.com with video suggestions and drop those comments. And hey sales teams, owners, salespeople, share the video, pass it along, bring it in for your sales meeting. Love to help any way I can. I will see you guys on the next one.
