If I Had to Start Over From $0 in Roofing Sales?

So what would I do if I had to start over in roofing sales? I'm talking completely from scratch, ground up, starting from 0, 30 days make or break. Well, in this video I'm going to share just that. And it's kind of funny sitting here, passenger seat of my vehicle. Reminds me of the good old days being in roofing sales when I was in my passenger seat working all the time, whether I was parked in front of an adjuster or waiting for an appointment. So. So what inspired this video was a post in a Facebook group. It was a gentleman who posted, actually, I should say, I don't know if it's a gentleman. I posted anonymously saying, listen, I've been in the roofing business for five years. I've been earning about $100,000 per year. I'll be honest, I've been a little complacent. I haven't put in as much effort as I should have. I'm relying on company provided leads. I'm not out knocking doors. I'm trying to get back in the business and really change my life. So what advice would you have for me if you had to start from zero again? And I responded with five tips that I'll be sharing with you right now to help you fast track what I had, which was a slow, expensive and painful learning curve until things clicked for me. And I want to help kind of bypass that. Whether you're brand new in the business, maybe you're kind of reemerging or trying to just really pour gasoline on this and take this stuff more seriously so you can change your life. So let's get started. Before we do, I just want to say welcome or welcome back. My name's Adam Benjamin, the roof strategist and if you're new here, glad to have you here. Everything I do here on my channel and in my programs are designed to help you and your team smash your income goal and give every customer an amazing experience. And listen, if you've been following along, I'd love to hear do you like this video format of what I'm about to do or not? But I've been on the road a lot lately thanks to the partnership with Owens Corning and trying to get creative on getting really awesome content prepared regardless of whether or not I can get in the studio. So in this video, let's get started and jump right into the five things that I would do if I I had to start from scratch. By the way, this post was made in the roofing and solar community Facebook group and it was an anonymous post. You can see my response in that group, which was a long one. It's a long post alert. So tip number one, what I would do if I had to start over. This is what. First thing I do is write down my income goal. Now, this person is spending about $100,000 a year of income. And to me, growing means challenging ourselves in different ways. And I'd love to see someone who's been in the business for five years doing more than that. It's very possible. So I love what Zig Ziglar says. You cannot hit a target you can't see. And one of the biggest problems in roofing sales is people just say, I'm going to work hard and put in the time and make good money. But it doesn't work like that. So number one, I would sit down and say, what do I want to make? What do I need to make? And by the way, I walk you through this in my program, the roofing sales successful one. It's the first thing you do is get this daily plan. But I would write down what I want to earn and then what I need to earn next to it. So this would be my income needs, followed by my goal, followed by my stretch goal next. That's point number one. So I've got my vision on the target. Okay, Crazy enough, every time I've written a goal, I've achieved it. Now there's new ones I'm in progress on chasing, but I'm tracking very, very well. There's magic about writing them down, just not in because, like, this makes some sort of miracle thing happen, but because we know when we have that target, it's almost like a bow hunter with the bow cocked. And you know the game, right? You know when something's going to come and you know when to release that arrow to time that, that, that shot, that release. Exactly. And folks that don't have that goal or that clarity are kind of like shooting in the dark. So we really want to have that target in our sight. That's number one. Number two is I'm going to reverse engineer my income goal into a daily sales plan. Now, you've probably, if you followed along for more than a day, you've probably heard me mention that in roofing sales, we often see people that work hard and put in the time, but it's no different than trying to do like eight hours of bicep curls to get a six pack. You're like, hey, you know, I want to get fit, I want to look good. And we do all these activities that aren't quite linked up to the main result that we want. And I just see far too many people spinning their wheels, not really doing the right thing. So here's what I mean by reverse engineering your goal into a daily plan. The daily plan is what gives you focus and what gives you clarity and it's what gives you accountability to know what you need to do every day as opposed to just working hard and hoping for the best, which unfortunately is what most people do. Now, if you've been in the business for a while, you'll know what my close rate is, meaning your close rate. You'll know what your how many doors you need to knock to get a sale roughly. And you'll know be knowing those numbers, be able to reverse engineer a plan that says, all right, I need to do all of this to get to these appointments, to get to these sales. But again, we want to break that down into a nine month season. Why? Because we need to sell and collect. Nine months is conservative to do that. And there you have it. Now you've got a plan. Now in my program, the everything sales success format, there's links in the description by the way, if you're interested. Not you don't need to use it, but in that plan I want to know, okay, what activities do I need to do to generate the appointments I need in order to get the sales I need? It's a very simple formula, literally a formula. So I know X number of doors, I know X number of cold calls, direct mail letters, door hanger letters, just general touches will generally convert to this many appointments or inspections or leads. And out of those appointments I'll close this many deals and I've got nine months to do it. So that was number two. Number three, I would relentlessly pursue this plan each and every day by time blocking. 3 to 8pm Monday through Friday, 10 to 3 on Saturday, I would shut off my notifications. I would not let anyone do anything to steal my time other than just say I'm on the doors, I'm on the doors. I'm on the doors. Now. There are times, if you're in the right neighborhoods that you can find pockets where people are home before 3 o', clock, retirement communities or stay at home, moms or dads. Absolutely. Like if you got to start from zero, go hit it. But if you're juggling a lot that three to eight window, I want to batch my time to focus on sales. That's my third tip. Tip number four after action reports. Oh, I don't have my journal with me right now. I left it at home. But in my journal I do an after action report of every event. I actually just did one for the Columbus event, did one for the Atlanta event. What did I do well? What did I do differently and how can I continually improve? And what this does is it allows me to coach myself, to look at myself from this third party aerial perspective and say, all right, when I was at the door, this is what worked, this is what didn't work. Now my action plan after my after action report is next time I'm going to try it this way. And this allows us to coach ourselves and find those really big breakthroughs and winning moments or teachable moments in the mundane each and every day. And that's how we can get better really, really quickly. So after action reports are critical. If you're not doing them, do them daily on your sales. All right, I love after action reports. And again, I do them after every single in person training event that I do. So that was my number three. Now, no, I'm sorry, that was number four. And then number five, get an accountability partner. Because you have that daily plan. I want you to share it with someone so they can hold you accountable. Now there was a. I'm going to butcher the stat, but I'm going to go from memory here. People that write down goals are 80 to 92% more likely to achieve them. Excuse me, let me take a step back. 70% more likely to achieve them when they're written down. That number goes up to 80 to 90% when you share that goal with someone else. So if you can, go to a buddy, a friend, your spouse, your significant other and say, I want you to hold me accountable. This is my plan to get to my goal and all I want is to share it with you. So you can ask me periodically, am I on track? Am I doing it? Did I follow the plan? And right there, just by having that accountability partner, someone that you've committed to is going to help you stay accountable to actually doing it. Because the truth is, you may have heard me say this. Roofing sales is simple, not easy simple. It's a formula. Three things. The be the do, the say the right person who's committed to personal development. Because roofing sales is personal development. Disguise next doing the right thing. So the be the do, the say the do, doing the right sales activities every day. That's that daily plan and soft plug for my program. Not only does every single person, whether it's an individual rep getting this or an owner with a team getting that daily plan built around the income goal. But leaders, my sales managers, my operations managers, my owners, when your team hands that in, your team is setting a benchmark that's likely higher than what you would set. But now you can hold them accountable to achieving the success that they've defined for themselves. And it's a really beautiful way to lead and it helps lift your team up. And then there's the say, saying the right thing when you pitch at the door, overcome objections and close. So by having the accountability, you've got the right, you're the right person. You're doing this, you've got the clarity on what you should be doing every day. And your after action reports are going to help you fine tune what you say. You've got those free resources, whether it's my YouTube channel or podcast, whether it's someone else's, whether it's your company training, whether it's my system. But by following these simple five steps, I firmly believe that just this simple framework, even if you suck at selling, you're going to fumble your way through. Stick to the plan, you're going to make it happen. So again, let's break down the summary of what I would do if I had to start over again. Number one, write a daily goal. Number two, reverse engineer that daily goal into a plan. Number three, time, block and covet prime sales time and commit relentlessly to doing this. Number four, get an accountability partner. And then number five, and I apologize, I threw in number five, out of order is doing an after action report to coach myself on my areas of opportunities to improve. So I get laser focused on refining my own skill sets. Now I want to close with this. Roofing sales is personal development in disguise. The biggest part is showing up every day. And if you can do that, if you can lean into the discomfort, if you can learn to manage your time well, if you can learn to communicate more clearly, handle conflict. Anything that you do in these key areas, you lean into, you grow. What that means is you serve more people. And what happens when you serve more people, you make a lot more money. And that can help you smash your income goal and give every customer an amazing experience. So if you want any inspiration or help, I've got two ways. One free. One is a small investment that you'd make back. The free way is to get a free copy of my pitch. Like a pro roofing sales training video library. Right now@theroofstrategist.com it's every video I've ever done. Organized by category. So if you're in a pinch, start there. Now, if you're in a position that you'd like to maybe invest in yourself or your team, the Roofing Sales Success formula is where I'd recommend starting. The details are in the description below along with the phone number 303-222-7133. That's 303-222-7133. If you wish to connect with our team to ask any questions. Now there you have it. What I would do if I had to start all over again. Thanks for joining me in this video. If there's something I missed, do me a favor, drop a comment and share it so other people can learn from it as well. Whether you agree or disagree, but I'm finding that this community is really here to support everybody as we all chase the same vision of smashing our income goal and giving every customer an amazing experience. And my last, my last request of you, if I can ask a favor. If you know someone who needs to hear this message, share it with them. That's it. I appreciate you all. If you want to hang with me, YouTube thinks you're going to love this one. And if you haven't yet done it, download a free copy of my pitch Like a Pro Roofing Sales training video library right here. We'll see you on the next one.