KILLERS of Confidence & Motivation in Roofing Sales: Spot & Destroy The Big 5 Mental Poisons

In this video, I'm going to be teaching you the confidence and motivation killers that we all succumb to. And this topic came up inside the Pitch Pro movement from a member who's actually smashing his income goals and earning about $20,000 a month and saying, how do I stay motivated? And maybe you're not quite there yet. Maybe you've never been there. Maybe you're brand new and you're experiencing a struggle with confidence and feeling motivated and wondering whether or not this industry is for you. Do you believe in yourself? Do you believe in the industry? Or do you believe in the company selling for all of this is mental poison that can prohibit you or keep you from experiencing true success in the roofing industry. So in this video broadcasted from our brand new studio, hopefully with better audio quality and no screaming microphone, I'm going to be teaching you how to spot these motivation killers and then a couple of very simple practices to help you break through so you can keep motivated no matter what. Hey, welcome back. And if you're new here, welcome. My name is Adam Bensman, the roof strategist. And everything I do here, I'm on this YouTube channel and my podcast is designed to help you smash your income goals and give every customer an amazing experience. Now, if you haven't yet done it, head on over to the roofstrategist.com right now and I'm going to send you a free copy of my pitch like a pro roofing sales training video library, organized by category, and it's a fantastic and free tool for new sales reps or owners. If you're running a team, get this in the hands of each and every team member. Now let's hop back into today's video on the confidence and motivation killers. All right, now, first one, external validation. This is a tough one. What I mean by external validation is sometimes if we go out and we have a day that knocks us in the teeth, we've been there. You might have an awesome day. And I hear this a lot from seasoned veterans. They say, hey, I had this week where I brought in so many sales. I did 150 grand in sales last month. This month, I'm way at the bottom. We see that this, this trajectory, like, you know, it's not a straight line. We have all these ups and downs, and when we're up on these peaks, we're high as a kite. But what happens is when we're down here, this is where we beat ourselves up and we start freaking out. Like, is it going to happen? Are we going to make sales again, is everything going to fall apart? Believe me, I've been there. This is something I personally struggle with, thinking it's all going to slip away. It's not. And it's very difficult for us to keep that in mind. But what I mean again by external validation is other people telling you, good job, buddy, a pat on the back, your significant other saying, great work, A homeowner saying we loved working with you, or simply bringing those deals in or seeing your name on the leaderboard at the company. You know, the reality is success is not a straight line and we have to expect these ups and downs. So more on that in a minute. Now, outside of external validation, which other people may just say measurable results, these are things that we know we can, we can objectively observe and say we succeeded or not. Number one, Number two is outside feedback. And this again falls under the external validation which I'm going to clarify here as results. And then outside feedback, this causes doubt, okay? And what I mean by this is outside feedback might be from sometimes the people you love the most that are questioning you. And in their mind they say, hey, you know, maybe you shouldn't be in this industry. Are you sure it's not stable, it's not secure? Is it legit? And this doubt creeps in and starts to poison our ability to keep working. Alright, number three is negative self talk. Been there, right? You suck. You're terrible. You're not cut out for this. I'm not good enough for this. Why is Jim and Bob and Ryan and Dick succeeding and I'm failing? This negative self talk kills our confidence, alright? And we have a choice to control our thoughts. It's tough, it's not easy, but when we have this negative self talk, it kills our confidence. And then number four, this is the ultimate confidence killer. Right here is a lack of a why. Okay? Now I'm going to jump on this one in a specific reason. Lack of a why. This is the true piece for motivation. The golden nugget to keep you driving forward even when times are tough. So not having a clear vision of why you're doing what you're doing. And then the last one here are the wrong goals. Okay? Now I'm going to go into all these in a little bit of detail. And when you have the wrong goals, what this causes is a lack of hope. Okay? And a lack of hope, meaning what happens once I accomplish them. So let's just hit this external validation, focusing too much on results. Okay, Number two is doubt from outside feedback. People in Your family that plant the seed of doubt. Negative self talk kills your confidence. These are things like saying you're not worthy, you're not good enough, you're not smart enough, you're not cut out for this hogwash. Alright, lack of why this is again having the greater reason. If you're only in this for the money, it's not going to be enough to carry you through. Because there's times that it doesn't flow as easily as other times. Then the next one is wrong goals. And I want to dive into this, what these wrong goals are. These goals are I will be happy when I will be happy if in the future. And what happens is it leaves this gap. So this is now where you are and this is the end result. But all of this in the center, this is the process. And this is where we're going to get into these confidence killers and how to destroy them. What we need to learn to do instead is a very simple fix. And by the way, I'm reading a book right now that inspired a lot of this. And what's funny is, is it's not about sales, it's not about business. It's a book called the Happy Runner. And I'm getting into trail running. I like to learn new things and challenge myself. And the two big takeaways that I got that I said, oh my gosh, this applies to business. This is what helped me grow and push through these difficult times is what I'm about to share with you. Because if you spot one of these five confidence killers, now you know exactly what to do to break through it. So this brings me to the first one, which is embrace the process. Now remember when I just shared with you the difference between the where you are now and the goal, right? So this is you, your cute little self with your cute little haircut. You got spiky hair today and a smiley face and you want to get here to this. Usually it's an income goal, right? Well, all of this we're here and we visualize here. And if you're big into goals, you're big into visualization, which I love. But what happens is this entire part in the middle, this is the process. This is the part that's not pleasant. This is the obstacle. This is the road box. This is the personal development in disguise. I'm going to say it again. Roofing sales is personal development in disguise. This whole journey is the personal development journey. This is getting better at your craft. This is honing your pitch at the door. This is asking for referrals more often. This is closing more effectively. This is learning to enjoy the day to day, to transform the meaningless feeling of I'm knocking another door to saying, hey, this is part of the process. Each time I do this is going to advance me towards my end goal. Alright, so number one is embracing the process and understanding that the journey is the reward. The journey is the reward. The result is not the reward. It's the journey of transformation. So when you're feeling down and things are tough, you say, hey, you know what? Just like if you were going to do this crazy mountain trek and all of a sudden, which by the way has happened to me, you're reading your topographical map and you come up, you're like, oh, it should be smooth sailing, it's nice and flat here. And then you look down, you say, but what the topo didn't show me is that there's dead trees falling all over here and I'm going to be stepping up and over this stuff and moving at a snail's pace. So our expectations aren't met. And we can either resist that and fight it or we can embrace it and laugh and smile. Alright, so number one is to embrace the process. Remember the sales game? The game of sales, the game of personal development. This is something that never ends. It is an infinite game. You know, I've been in sales going on 12 years now and I still feel like a beginner in many ways. And that's a good thing. Now, do I feel like I know a lot? Yeah, I got a lot of experience to fall back upon. But this mindset of always learning, you know, I may have started here, maybe I'm here, but I can't even reach how high I have the potential to go and grow. So embracing this process that it never ends. Now, number two is to have a why. Alright, now we've all heard this whole why thing, right? Have your why. Have your why. But I want to break this down into something that only recently clicked for me and I'm going to share my why with you. And in fact, I was actually journaling about it this morning. My why isn't about roofing sales. My why isn't about money. My why isn't about anything other than this simple thing to plant the seeds of change and to result in positive impact on people's lives that have a trickle effect, as many people deep as possible. And just this morning I get a Facebook message from a gentleman whose friend got into roofing sales, did almost a million in sales in his first seven months Gets his friend into roofing sales. This gentleman that reached out to me says, hey, you've not only inspired my growth in this new business that I got into from my friend who watched your YouTube channel, but it's helped me develop life skills, communication skills that are impacting my relationships. My wife notices it, my friend notices it. These are the messages that inspire me. So my why to push through on difficult days, getting the studio set up and having obstacles or when I was in sales, having that landslide coming up on the commercial deal, the big commission, the really fun stuff to the customer who hates me, the customer that cancels, the customer that backs out, the deals that fall through, the rejection at the door where I feel like what did I just do? Where all of a sudden I can't sell anymore. So for you, what is your why? Why are you in roofing sales? And remember to go deeper than the money, alright? For me, my why at the time, before I could even articulate it, was to find how much I could develop personally, apply it to work and then continually grow and accomplish great things. Whether it was acquiring new business, chasing bigger deals, working my way up in the company, learning how to be really efficient in new roles. As I grew from a salesperson to an office manager, to a regional manager, to a general manager, to a chief operating officer with multiple offices in different states. So what is your why do you want to set yourself up for an early retirement, pay off all of your debt, pay off your house, provide a certain level of lifestyle or opportunities for your children? All right, so having that why to ground you is really powerful. And I've done other ways on staying motivated. Another video by the way, and it was five battle tested ways to stay motivated. We'll put a link to that video up here for you. And in that video, one of those was even thinking of your spouse or significant other or maybe a parent outside your truck or your car, hey honey, come out and do it for me to keep pulling you out. That's the why. And then here's the last one, I want to do one more because I'm all about goals and continual improvement. And number three is to set higher goals. Alright, so what do I mean by set higher goals? Some people, and this is what's interesting, you know, when I chased my first six figures, I thought that like when I hit this accomplishment, that first hundred thousand dollars earned, that there'd be some like feeling of like crossing the finish line and people be truding and cheering and nothing changed, nothing happened. There was no difference in how I felt and it was very unfulfilling in that respect. And quite frankly I had broken that income goal by a margin like a pretty sizable percent. And then I chased my first multi six figures and I same thing I remember vividly. I was on the treadmill at the gym and I'm running and I'm running and I literally visualize myself growing and developing and hitting this goal. And then I did it and nothing changed and the goals didn't lead to fulfillment. So when you set higher goals driven by your why, if you're doing 20,000amonth, is it a higher goal? Maybe it's to learn how to invest your money so you can retire sooner. Maybe it's finding other avenues like real estate or the stock market or other creative ways to leverage the money you're earning to grow. Maybe it's paying off your house instead of in 30 years and 15 years. Maybe it's buying your first house, but saving Setting higher goals will continually help you on this daisy chain game of set your goal here, chase it, accomplish. Set your goal, chase, accomplish. So it just goes back and forth to continually to push you through. So hopefully now in this video you learn how to spot those confidence killers, the five confidence and motivation killers, and say, hey, that's what I'm experiencing and I don't need to let it stop me. And now you have different tools to use that I just taught you to break through those barriers and keep pushing through, keep even when times are tough by embracing the process, having a why and setting bigger goals, whether you're brand new or a seasoned pro. So thank you for joining me. And just because today's video is about to wrap up doesn't mean our time has to. I want to hear from you, so drop a comment below and tell me what keeps you motivated when times are tough. I want to hear it. And your answers will inspire the wonderful community that is being built here on The Roof Strategist YouTube channel. And if you want more videos on confidence, click this playlist. And if you haven't yet done it, click right here to download a free copy of my pitch Like a Pro Roofing Sales Training Video library and I'll see you on the next one.