Finding Your Ultimate Motivation

I'm going to tell you the story of two salespeople. Salesperson one falls into the roofing industry for the same exact reason as salesperson 2. We're going to call him Aaron and Bob. Aaron comes to the industry from the landscaping world. No sales experience, not a really great communicator and definitely not a smooth talker. Yet Aaron succeeds beyond his wildest dreams, smashes his income goal, hits his stretch goal, and absolutely loves roofing sales. Meanwhile, Bob falls into roofing sales. Bob came from car sales. He is a stud and was a rock star on the sales floor. He's a smooth talker, and his income goal was very attainable. $100,000 in his first year. Yet he fell short and he quit before he even got there. So why is it that Aaron can achieve beyond his wildest dreams when he's less skillful? Yet Bob, who would on the surface seem like the perfect candidate to smash it, burned out and quit. Well, it all boils down to the ultimate motivation. Because in roofing sales, this isn't like a corporate desk job or a cubicle job. We don't clock in and clock out. We don't have a micromanager making sure we showed up on time and did our job. And unfortunately, we carry so much of our own personal baggage of whatever's going on in our personal lives, the relationship struggles, the personal demons, the stuff that on any other cubicle job wouldn't matter because you just show up, you put your head down, and you do your tasks. But when we're in sales, we're bringing our whole version of ourselves. And I want you to be honest with yourself right now. I want to ask you a question. Have you ever had one of those days where you didn't show up to work and you sheepishly stayed home and you quietly made sure no one would know and you didn't want to admit it to anybody, so you sent the texts off and you engaged in the group chat just to kind of skirt through to make sure people didn't know that you were giving yourself a pass day. Yeah, I have done it, too. And in this video, I'm going to help put an end to that. And when you watch this video all the way to the end, I'm going to give you a very tactical strategy to tap into what I consider the ultimate motivation that's going to carry you through even the toughest times because they are inevitable in roofing sales. This job, as Vincent, who I spoke with today, said, it's at the same time the easiest job he's ever had to make money, but also the hardest job he's had in his entire life. And why is that? Because anyone from any walk of life has virtually the same opportunities to become a six figure or multi six figure earner. But we have to face our inner demons and challenges that you're just not going to experience outside of sales. Let's get to it. Right after a quick welcome or welcome back. Hey. If you're new here, My name is Adam bensman, the roof strategist. And everything I do is designed to help you and your team smash your income goal and give every customer an amazing experience. And the tools and resources that I provide in my programs will give you the steps to follow, like starting off with my sales strategy and using the calculator to turn your income goal into a daily plan. But I'm going to be the first to admit and tell you the facts that the greatest plan in the world, the greatest strategy in the world, the greatest sales system in the world, is useless, whether it's this person's or this person's, unless you have the motivation and the drive to follow through with the plan. So in this video, I'm going to be teaching you how to tap into that ultimate motivation to bring that very plan to life. If you like this video, please do give it a thumbs up. This helps me know that I need to do more videos just like this. Now, let's get started, shall we? So the difference between Aaron and Bob, I'm going to chart this out so you can see it. We've got Aaron, and we've got Bob. Bob, by the way, has a $100,000 income goal. When you ask Bob why he wants to earn 100,000, you know what Bob says? He says to me this, Adam, I earned $65,000 selling cars last year, and I had to be on that sales floor 12 hours a day. And if I could earn $100,000 in roofing sales, I would prove to myself that I was capable of doing it and I would be earning the most I ever have. I said, bob, that's cool. It's awesome that you want to succeed. Meanwhile, I ask Aaron, Aaron, what's your income goal? Aaron says, adam, I want to earn $125,000. I was like, aaron, that's a very specific number. Why do you want to earn $125,000? And Aaron says to me, adam, the reason is I. I want to pay off the $25,000 of debt that I have. Be debt free. I want to save up Enough money for a down payment for a house. And I want to give my kids opportunities that I never had. See a difference between Aaron and Bob? What is it? Aaron knew his why and that's what I'm going to help you discover right now. Bob did not have a clear enough purpose and reason to carry him through. Because on days where things get tough, those days where we want to give ourself a pass and we show up in the neighborhood, is it enough of a drive to go from 65,000 to 100,000 to go out and earn 10, 20, 30, $35,000 more? Nah. Why? Because at this amount, 65 to 75,000, it's a magic number where most everyone's needs are met, your bills are paid. So when you're having a tough go and you're sitting there, our emotions are more powerful than our logic. So to sit there in our truck and say, oh well, it's cool, you know, I don't really need to push through, I got my needs met, you know, it's not worth the extra money to go work today. I'd rather take the time off. Bob never saw it through. Meanwhile, Aaron's sitting there. Aaron has a hard day. He's got a fight with his spouse, he finds out his dad's sick. Whatever is going on impacts his ability to show up wholly and fully. But Aaron focuses on why he's doing this. He is sitting here thinking about giving his kids opportunities or like the company I recently trained in Denver, when walking through this exercise, which we're going to do in a moment, Sharing I want to give my kids these opportunities. Sharing I want to start a foundation that will allow any child, regardless of income, to play in a soccer league or I want to buy my mom a car. I want to support my mom as she ages. These are reasons that are going to carry us through. Because at the end of the day, money is not emotional. Once our needs are met, we need to tap into the greater reason and finding your why is what's going to do it. The other harsh reality I have in this message is specifically for you. If you're a high earner, if you've been a high earner or you've been making good money in the past. When we go from 100,000 to 200, 200 to 300, 300 to 400, our day to day doesn't really change. What changes is these greater opportunities, investing things like that. But when it comes to day to day life, there's no real change. You're already earning enough for everything to be taken care of. And that is why we need a why. Let's get to it. We saw errands and I want to help you achieve yours. So before we go any further, if you followed along, if you're following along on Instagram, you see that I journal, my journal lives with me. And I want you to grab yours right now because we're going to do an exercise together. Ready? Let's begin. First, I want you to write down your income goal right now. Grab that piece of paper and write down the number for this conversation. I'm just going to put in $100,000 placeholder. And the reason is that's the magic number, the six figure mark that most first year earners are striving for. Because there's nothing more gratifying than your first six figure year. Now I want to ask the next question. Why do you want it? Now I want you to write the answer to this down beneath this number. Why 100,000? Why do you want it? Pay off the debt. Save enough money to buy your dream house. Start a college fund for your kids. Why do you want it? And then we're going to ask one more time, why is that important to you? Why is that important to you? Your answer to this question could be anything from, I want to provide the opportunities to my mom that my mom gave me as a kid. I want to set my children up for a debt free college experience. I want to buy my very first dream home. I want to clear down my debt and relieve myself of those financial pressures and rebuild my life with a great credit score. Whatever this why is for you. Whatever your answer is, I want you to take this piece of paper and keep it with you. Put it in your truck or tape it on the mirror of your of your bathroom vanity so you can see this every day. And remember this. Here is the carrot. But the real motivation is this answer to why do you want it? And why is that important to you? Your answer may vary and I'm not going to give you any more samples. This is a powerful exercise that regardless of any sales plan, tactic, strategy or system you use, is going to be the ultimate fuel to carry you there. Now, the very last thing that I want to close with is one final piece of advice that I wish I learned way earlier in life. And it just so happens to have a lot to do with roofing sales. And here's how it goes. This is where you are right now. In a place in roofing sales as an owner, as a sales manager, and where you want to be is here this goal some sort of financial figure growth of the company, getting to the 5 million, 10 million, 50 million mark, achieving your first six figure income, multi six figure income. And what's beneath this is a gap. This gap is by no means a linear journey. There's highs, there's lows, there's really low lows and then it kind of levels out. But we'll end up getting here at some point. What we need in these low points is to tap into that. Why? What Bob did not have is those answers. And those lows are so low that we'll do anything to call it quits and relieve ourselves from that pressure. Our mission is to learn to fall in love with this process, to love the journey of the highs and lows. Because remember, roofing sales is personal development in disguise. When you become a better version of you, when you become a more organized version of you, when you become a clearer thinker, a better planner, a stronger communicator, you do what you perform even better, you impact more lives, you serve more people and you earn a greater income as a byproduct. And that, my friend, is what I truly love about this industry. Because the opportunity is there and it is equal for everybody. And I want you and your team to seize it. So thank you for joining me on this video. Remember, write down your goal. Why do you want it, and why is it important to you? If you will accept this challenge, I would love for you to drop a comment and share it with us. Together we'll support you and you can announce it to the world. Is the very first step of holding yourself accountable because you gave it life. Thanks for joining me on today's video. Just because our time here is about to wrap up doesn't mean you're in. My time has to. So if you haven't yet done it, do subscribe to the channel and hit the like button on this video. It's going to help me out a lot and help me help you. And if you haven't yet done it, I have one more free offer for you which is to download a free copy of my pitch Like a Pro roofing Sales training video library. It's available here and I have an entire playlist on motivation that I think you're really going to love. If you like this video, thanks for joining me and I'll see you on the next one.