Running out of Time? How to MAXIMIZE Your Income & Commissions by Being Efficient [Lunchtime LIVE]

Hey, everybody. Michael, look at that. First in the chat. Super pumped to have you guys here. Welcome to another lunchtime live. So you're probably wondering when you can expect these. And do not worry, it's literally on my agenda today. I'm going to be nailing down specific times on a recurring cadence so you guys can join in. I'm going to make this real easy. I'm evolving and trying to figure out what times are going to be most helpful for everybody. So thanks for joining in. When I threw it together 20 minutes ago, it's all thank you to two emails that came in. When I. Whenever I see themes, I say, hey, it's really important. We should cover this for everybody. So, Joe, Ryan, thank you guys for emailing. I'm going to be talking about time management for maximum income. Because the reality check, guys, is that your number one limiting factor for income is time. I don't care how what you might hear from anyone else. I've seen this time and time again. You get busy, the pipeline. So all of a sudden the pipeline shifts because you have adjuster appointments, you have builds that are going on, you have all these other appointments to run. And then, um, and then sales. It's like the, the. The old scales start to tilt, right? So sell, sell, sell, then get busier, and then selling takes the backseat. And then all of a sudden this stuff catches up and then you're trying to fill your pipeline again. So instead of, of having your sales kind of do this, what I'd like you to do with time management is ramp up and then just stay on the gas the whole time. So that's the difference on what we're going to do. So, by the way, Jason just made a comment. He says, hey, took a lunch break to watch this. Trying to maximize my time. This. That is the reason I decided to put this at lunch. I figure if you're chowing down in your truck, you can tune in, throw in some questions. I love it. Good. Awesome work, Jason. So right before we get into questions in the nitty gritty, I just want to share this because a few of you have been emailing me. Did complete, finally, the master video list. So the roof strategist free video library is done. It is up to date with everything up until May 19th. So I'm going to update this regularly and you can get the early version so soon it will be available publicly, but right now, email me adamaruestrategist. It'll come as a PDF. You can click on the links of different categories like goals and Motivation where all the time management stuff is and then you'll have an organized list of all of the videos and this I think it's like 10 pages or something crazy. But anywho it's all there so that is available for you and best way to get it. Email me adamroostrategist or join the insiders. There's a link in the description and and you can reply to the email that gets generated automatically. Welcome you. So let's jump in from Ryan's email first. So Ryan says excuse me. Adam, quick question. I've been trying to build a sales team and still sign those myself. I have one who I trained up and is running now and another on training. Wondering if you have any suggestions on time management. I've been really busy with adjuster meeting and builds along with training. I'm having training trouble finding time to canvas and knock doors as much as I'd like. Okay, big problem. This happens. So the main thing, adjusters meetings and builds and training. How do you knock doors? So then Joe emailed and said something similar. He says, what's up Adam? I appreciate the knowledge you give out. I'm a salesman working for an older company that mainly does interior. So I am the roof department. I've been busy for about a year and I've been getting two to four roofs installed a week, which is awesome. Nice work, Joe. I also seem to have hit a wall between adjuster meetings, installs and paperwork. I find it difficult to keep the pipeline filled. What advice do you have to push me over four roofs a week? How can I get more time to spend knocking for new business? So you can see this is what happens as you get busy and if you're brand new or if you're getting the season going, this is really good for you to be watching this because it is only a matter of time until you start running out of time. So let's frame what we're going to do. I'm going to teach you some time management essentials to structure your day and work more efficiently. Because ultimately there's a few facts here. Remember, time is your limiting of factor. Excuse me, your limiting factor. So you need to get as efficient and make the most of the time as possible. Okay, Now I want to show you a couple of tricks again to manage that time so you can stay on the gas like that. So as you get busy, sales go up versus sales go up. Then I fulfill adjuster meeting builds. Holy crap. Ran out of sales. Go back up, try to sell. Oh my God. I'm So busy now. Sales come down. So what we're trying to do is break this cycle of up and down so you can continually build that income. And I'm gonna teach you how right now. First I wanna cover some essentials and get your mind wrapped around about two concepts. One, income producing activities. Okay, income producing activities. What do I mean by this, by the way? You've heard me say this time and time again. Brian Tracy is one of my most influential people. A lot of what I'm teaching you I've learned from his books. I've literally read or listened to every single thing he produced so far as I know. So income producing activities mean you do something. The direct result is earning money. So prospecting, knocking doors, direct mail, generating leads. That's prospecting. You do this, you make money, right? Pitching makes money, appointments make money, right? What doesn't make money is the necessary part of what we call processing. So processing would be build orders, managing the build, all of that stuff, paperwork, updating your CRM, all that stuff that does not produce income. It's a result of I did this, now I have to fulfill on it. Do we see the difference? So what happens is all this stuff, adjusters, all these things, and I'm just going to put paperwork and then maybe your CRM files, things like that. So it is necessary for sure. You cannot drop the ball here. But the difference is not. This doesn't earn you much money. Yeah, I know. You could say a supplement does and adjuster does the main thing. And there's always a gray area. But the main thing is this is where we get the front end of the money. Right? Where we keep our pipeline full. This is our pipeline. Now what happens is we run out of time to do this because this takes up all of our time and it's a matter of efficiency. So I'm going to teach you a couple of ways to optimize your time and make more money. Okay, so again, income producing activities. Now, what I want to show you is a document that's in my battle pack. You can use it. I'm going to show it to you. Okay, here it is. Stupid simple daily schedule. I created this when I was selling and I've had my sales teams start using it. So inside is a daily goal. You'll notice goals are so important. I didn't just write an annual income goal. That's what everyone does. They stop at this. I want to make 100 grand a year. Okay, so this is the main thing, by the way, I've got some cool stuff Coming to help you make this happen. 100 grand a year and then what do you do? I'm going to work hard to get it. That doesn't work. So then you get sidetracked on all the things and then you get busy processing other jobs. You're not making sales, you will not hit this. So people stop at this goal. What I like to do is break this goal into a monthly goal, into a weekly goal, and then into a daily goal. So on this document, which is included in the sales and productivity section of the battle pack, I break down that daily goal and I write it. What is my goal for that day? Is it to get that house approved? I want every day to have a goal so I get that win. Is it to sign a certain deal? Is it to follow up and ink a deal with someone? Is it to get in touch with a decision maker at a big property, a church, a resident, excuse me, a commercial property that I'm working. So I want to set that goal. Then I want to prioritize those appointments because everything in our business relies around those appointments. It's either a sales appointment, an inspection or an adjuster. Appointments trump everything. Then I want to work the neighborhoods, the neighbors, hoods to canvas, and then my install addresses. So in the install addresses I want to know what jobs are going on because I'm going to hit that is again, I want to go low hanging fruit. Your job is to make everything easy. Okay? And when you start thinking about it right, it becomes easy. So here's what you do. You prioritize the right things. And I'm going to go into how to do this in a practical side in a minute. But I want to give you the high level details. So my daily goal might be I'm going to sign up to two deals from an install. That's my daily goal. My appointments, stopping on the install inspection at Sally's house, neighborhoods to canvas. This is going to be a lower priority because I want to work first on the install addresses because that is the easiest jobs to line up. So I'm going to document those number of doors to dock in the morning or evening. Again I go, I want to put a number. So I'll write down 40 and then I'll count. Did I complete it? Yes or no? So you see that here it says completed, yes or no. Then cold calls to make. Why wouldn't you when you're driving in your truck, okay, driving in your truck is dead time. So we want to make things easy and then kill dead time. And I'm going to show you what dead time means in a minute. It's time where you can not be making money. Okay, so while I'm in there, how do I make use of dead time? When you're going from the customer's house that's 30 minutes away to the other one, back to the office, back to the supplier to pick up something back to the customer, that's another two hours of dead time that you want to turn into money making time. Okay, so turn into money. So what I'll do on that time, always be selling. I'm looking at yard signs for rentals, I'm looking at for sale signs, I'm looking at realtor signs, I'm looking at commercial signs for rent. I'm in a cold call while I'm driving around. Snap a picture while you see it. Write it down. Cold call while you're, while you're driving. Or you can do these on rain days, by the way. So again I'd write down the cold calls that I complete them, then any follow ups, I want to always work those leads. And again, this goes very well with my follow up templates. I have scripts for email, text and phone calls all in the battle pack as well. And then any paperwork I need to do. So I do this daily. So what I would do, my habit was I'm running out of time. I gotta be freaking efficient. So I need to eliminate dead time and make it easy and make the most of my time. Pre planning your day, the night before is essential. It puts your mind. I got this one from Brian Tracy. It puts your mind at ease and your subconscious starts to get in hyperactivity about how I can be super efficient the next day. It'll eliminate the stress. Guys, I know how it is. You wake up at three in the morning and you're like, oh man. You're stressed out about where you need to go and you're already anticipating the day. When you plan out the night before, you wake up feeling refreshed and ready to hit the ground. Running, thieving, says, what's up man? You've helped me a lot recently. Hey, my pleasure man. I'm glad to have you here. Super glad to have you here. So plan this the night before. Okay? When you plan the night before, you wake up, boom, ready to go. So how do you be efficient? You know your daily goal? We're orienting again on income, precinct activity, what's the important tasks? Because what happens is we get sidetracked on all of the BS that comes up throughout the day. That Distracts us from what we need to do. So we react to the things that pop in our plate. A call from a homeowner, something went wrong. On a job site, an adjuster calls last minute, hey, I decided to show up two hours early and I know you're 30 minutes away, but I'm going to get started. All those interruptions. So step one is to pre plan your day the night before. Pre plan night before. Okay. You can use your own document, you can use mine. If you have the battle pack, this is in there. All the follow ups, your cold call scripts all work really well hand in hand with this. Um, either way, however you want to plan to do the night before, I still to this date, print things out. Why? Because I find that it just keeps me organized and it's the same structure. So I print these out every night. If you're into the digital thing, plan it in your calendar. I don't really care how you do it. The point is doing it not really the format. This is the way I like it. That's why it's available there. But yeah, do that. Okay, second thing, you want them to do the right thing at the right time. And I'm going to explain what this means. Right thing at the right time. I remember running a sales team of 30 guys and I'd be in the office middle of the day and I'd see a guy sitting there putting together an estimate. It's 3 o' clock in the afternoon. I'm like, man, what are you doing? This is prime selling time. Prime selling time. Why are you doing the estimate now? Do this early in the morning, late at night, or on a rain day. So again, pairing the right activity at the right time. So we think about it and I have an exercise also in the battle pack. I've done a video on it. It's a time management exercise for success and it helps wrap your mind around it. So if you really list out everything that goes involved with the job prospect present at the door, to start the conversation, do an inspection present, close the sale, run the adjuster appointment, all these things. If you put a dollar value from 1 to 5 and you rate all of those to the paperwork, the adjuster to everything you're going to see. The front end of that has all the dollar signs like it's the most valuable. So then you ask yourself, well, what's the most valuable time of the day? Here's your clock. You saw it on a little video. If you're going to be selling your prime Sales time is 3pm to about 7pm Would you agree? 3 to 7? Probably the most valuable. 3pm to 7pmSo as you plan your day, you do not do anything during this time except sales related activities, period. Set your appointments if you can. During this time. You're out canvassing, you're working your install because people are, and I know there's kids are working from home. Now this may change in the COVID times because more people are home. Things are still a little uncertain. Most every single state has begun opening back up. So we will likely start to see this be the trend. But right now you might have more time to canvas. But ultimately you get the idea. Then Saturday is the different story, right? So that's Monday through Friday then. Then Saturday the 10 to 2. Is that about 10? Close enough to 2. Okay. So why would you sit there and do appointments and get distracted? You gotta learn to say no, do not do anything. This is Monday through Friday prime time. And then this would be Saturday. Okay. 10 to 2, 3 to 7. This is where you focus all your sales activities. So what about your paperwork? This comes into structuring your day. For me, my appointments, I would wake up early, I'd start my days about 5:36. Everyone's different. I'm a, I'm a morning guy. I want to get all of the administrative things that don't make me money out of the way before I hit the streets, before I start dialing and calling and following up with leads. So for me, 6:30am to 9:00am that's two and a half hours for me to get caught up on everything. Peak summertime, I might be getting home at 9 o' clock at night because I'm out with a customer. It's light till 8:30, cruise roofing and then 30 minute drive home. Doesn't matter. Time is going to be different for everybody. And then as the, as we lost daylight, I'd work lower, shorter hours. But I wanted to pair that activity at the right time. So I'd structure the day to do my admin in the morning, admin and paperwork in the morning, admin in the AM and paperwork. And then or late at night after dark. Okay. The other thing is rain days. How do you turn a rain day into a sales day? Everyone's like oh, it's a rain day. We're good. Everyone's like, it's almost like the day off. It's not, it shouldn't be. This rain day is your day to catch up. So you want to always have an audible. So when you, when you look through here and you say, hey, I've got all this paperwork to do. Do that on the rain day. How do you make money on. On during the rain day cold calls. Okay. Same thing with direct mail letters. All the direct letters in my pack, use those on the rain day. Get them set up in the evening. Okay. Or in the morning. All right, so that's the basics. Pre plan your day, do the right thing at the right time, budget your time to know when you need to be working and then structure your day to the highest income producing activities during the ripest time to spell. That's the first step. There's two more things I'm going to cover today and I know this is a lot of information and it is incredibly valuable because time is our number one level the playing field. We're all working with the same minutes in a day. All right. Jason says schedule things on Google calendar and set 30 minute alerts, calls, follow up points, etc. It helps me a ton. Absolutely. I live on Google Calendar myself. Everything is scheduled. Okay, so let's get into some practical pieces. I want to touch on two things. One is help. How do you get help and does it make sense? Okay. And the second is killing distraction. This is equally as important. Okay, so let's talk on help. First, if you have children or a spouse or a girlfriend or a boyfriend or a partner or whatever it is who can help you out in certain ways, ask for it. You can also hire help very inexpensively. I'll give you an example. A couple of the companies I've worked with, they put their kids that are off school in the summer to work. So stuffing envelopes, doing the direct mail, they print them out, hand sign, they give them the list of addresses, stuff them. That's an hour saved, 30 minutes saved, whatever it is, can you hire someone to go help you canvas canvas with you? If you're going to be taping letters like we showed, that's working now during COVID 19. Is there someone that you can in your family or a partner to support you in that role? Use them. If supplements are bogging you down and that's where you're losing your time, find someone like Mike from Elite Claims Solutions who joined the channel a few days ago. He just emailed me today, says, hey, I just had a great conversation with someone who saw the video and they reached out. Looks like we're going to be a good fit to work with them. Find relationships where you can outsource the things that bog you down. Now, even if you have to pay A little bit. The time it frees up to go make another sale is worth it. So outsource, hire, or leverage. By leverage, I mean the people in your life who are working with you and support you. Okay? So don't be afraid to give the things out that don't take the brain power that anyone can do. You're going to go tape letters in a door. Who can do that for you? Okay. Who can stop by your job for you if you're tied up? And again, working as a partnership, I did another video on collaboration and working with a team. That's a great, great reference point. So get help, okay? When you need it. Now, last thing I want to hit. And by the way, even little things like this, it'll be a day behind. But there's the rooster. Just podcast now. Everything that's here that you're watching is on a podcast. If you need a refresher, if you want to reference again on the master video list and you're like, man, I got rejected. I want to overcome objections. Click on the objections thing and pop into it. So again, leveraging your time while you're driving around. Listen to the podcast. Replay episodes. Cold call. Use the time. That dead time. The last thing before I get into this is using that dead time. Your vehicle. So for me, I listened to everything Brian Tracy ever wrote. I don't think I read much. I just listened. I turned my truck into a mobile office. I didn't. Podcasts and audiobooks were golden. Use the time. Invest in your brain and yourself and use the time to make sales. So when I was commuting in the morning, I'd leave at 5:30 in the morning. I'd listen to an audiobook for an hour. On the drive home, it's another hour. It's two hours a day of learning. Okay. Then when I was in between customers, I would work by making phone calls. The other thing that I did is to. Is I set up my truck as a mobile office. I'm going to be doing a new video on that soon. I have a new Ford Transit all wheel drive van coming. People are going to make fun of me. Oh, you got a van, not a truck. I've been in trucks forever and I loved having the back seat to set up my office. I had pictures of my old F150 that the seats fold up, you know, in the back. And I slid a desk like a chair that, that slid under the back seat so I could sit on there with my laptop. I got a mobile printer. I still have it. Mobile Printer sat there, I could get work done in between customers. So that's another thing that's more of like an advanced thing. But you'll, you'll see you don't need much adjusters do it. You literally just need. Now you can tether your phone. I just have to pay for a hotspot. Okay. But you can tether your phone and you can get your work done on a laptop, on an iPad. So again, killing, killing dead time. When you're sitting there and the adjuster is waiting for an hour, instead of just like trying to, you know, catch it up on Facebook or something on your phone, use that time to crush out an estimate. Look at what follow ups you have to do for the day. When you can use the time that is otherwise dead for making money, you become way more efficient so that when you get home you don't have to do it. Okay, take, you can start pre kind of canvassing the area around the adjuster. But use, use that time and again. And I am going to add this one. I'm going to say set up your truck as an office. And I know that everyone's driving a truck. Set up your vehicle. Set up your vehicle as an office. Okay, so this is huge when you use that time. By the way, I did this on commercial jobs, specifically when I had to sit there for a long time on commercial jobs. We wanted someone on site. I just bring my laptop. It didn't matter where I was. Same thing when I was, I was just meeting with a company yesterday when I'm out in the field and I said, hey, I want my sales team to be out on a Saturday in a new area on a fresh storm. I'm going out there too because I want to encourage them. And even though I might not be needed all the time, I'd help run appointments if they got that adjuster here. But an appointment here, I'd fill in the gaps or I'd go help out if there was a troublesome client or customer situation. But I would just sit there in my truck and I'd get everything done that I needed to get done. It was awesome. So setting up your vehicles and mobile office is great. I did a lockdown live on that earlier. It was about creating your rich selling environment. All right, Last thing is killing distraction. Now there are a lot of disruptions this, this exact system, but show you Brian Tracy, guys. Awesome. All right, so here's this. If you look at all the activities in your day, you have this first quadrant which is urgent and important. I'm Just going to write. So urgent and important. An adjuster calls. Hey, I'll be at this house in 30 minutes. I'm a day early. This is both urgent and it's important, right? But if I got a phone call from a customer across town and said, hey, we're ready to. We have the final check for you to pick up. Can you come by, you know, at some point today? That's important, but it's not urgent. Of course you want to go get paid. But ultimately this adjuster takes priority because that job is already done. That checks and get collected no matter what. So this could wait a little bit. Of course you want to get it done as soon as possible, but it doesn't matter if it's this minute or an hour later. See the difference? So this is urgent and important versus important. These are the two areas of the day that we need to focus on. What we need to eliminate is the urgent but not. I'm just writing ni but not important. Okay? This is the time where you get some sort of pressing thing from someone. It could even be a family member. Hey, I'm in town. Do you want to grab lunch? Do you want to grab a beer? Whatever it is, it's urgent or, you know, something comes up at the office. These are the nagging things that we often respond to but don't necessarily help us out. So urgent but important. Nagging. A nagging, pressing thing that makes us feel like it's important, but it really isn't. Okay. And then the final category is not important and not urgent. Okay. These are the things that we get sidetracked on wasting time. This is. This is the kill it category. This is the I'm sitting in front of a customer's house. Should I really be on Facebook on my phone? No. Use that time to follow up on some phone calls. Catch up on the important tasks of the day. Catch up on your cold calling, but eliminate all the distractions that are literally a vortex of sucking your time out. Okay? Again, focusing on this as you prioritize your day and not getting distracted. Jason says, got to run, my friend. I'll have an adjustment meeting in 10 minutes. I'll watch the replay. Great info. Thumbs up. Awesome, man. Thanks for joining in while you can. And again, stuff like this, like, of course I want you to be here live. This is awesome. You see, post questions, respond to them, but if you can adjust your appointment, that's urgent and important. It takes priority. You watch a replay. Okay. It's okay. And again, you can listen in your truck. So I hope this helps you find ways to start maximizing your income. Being efficient, that's the name of the game. You pre plan your day in advance. When you kill dead time. Use time while you're waiting to make money. Cold calls. Following up. When you create the right environment of working in your truck, think of all the times every minute of the day is either slipping away from you or an opportunity to use to be more efficient as you grow. Your main goal. Drop my eraser. Use the old finger puppets. There we go. Your goal is to create a sales projection like this so you can stop that. Sell fulfill, sell fulfill. Because that's a bad place to be and I've been there, so hope this helps. Now, if you liked the video, give it a thumbs up. Guys. Super, super helpful. And join the insiders. There's a link in the video description if you're already a customer, if you already purchased anything from me, or if you've already joined. You're on the list. You'll get the notifications. I'm going to be setting up these lunchtime lives on a consistent basis. You guys know when to predict, so you can just hop in when you can when you're out in the field. Thought this would be better than evenings. As we transition back into primetime, I know that's when we're going to be out. So I want to do this when we've got a break in the day. And I know that, at least for me, taking that break in the day to fuel my mind with something that's inspiring and helpful is really important. And that's why I listen to audiobooks. I just started a new one today called Blink by Malcolm Gladwell. I've loved stuff he's done. I bought an Audible subscription. And I take little breaks to fuel my mind because it inspires me to get back out there and kick some butt. And it's almost like that little. It's like a cup of coffee from my brain in the middle of the day. So I love it. So I hope that helps. And then if you do want to get a copy of the master video training list, again, it's free. I'm going to make it like publicly available where people can just opt in and grab it. But for now, for all my peoples like you guys that are here, just email me adamstrategist or reply to the confirmation email when you join the insiders and I'll send this to you again. It's free. It's all the videos. So thanks a ton. Tristan says, beautiful info, Adam. I've been watching since before I started this industry. About two months ago I bought six ink deals so far. Thank you. And David says me too. Dude, that is awesome. It took me um, when I. Oh yeah, and David, I sent you the list already yesterday when I got into the industry. Took me like eight weeks. Cause I didn't have any training. I fumbled my way through it. So I'm glad to see that you have six deals. You're two months in, you're. You're on track for, for a good, good year, man. So guys, thanks for being here. Subscribe to the channel if you haven't already. And in the replay you're going to get links to two other videos I've done on time management to help you out on that front. I will see you. I'm thinking by the way and if you want to show your feedback, you're welcome to. I'm thinking of doing these Tuesdays and Thursdays at 12 from the Mountain Peeps. That's 11:30am so. Right. Kind of in that lunchtime hour. Trying to leave the weekends for sales time. And I know Mondays get a little crazy, so open to feedback to make sure that those times work for you. And that is it. Marty, welcome to the industry. You're going to crush it, man. You are in the right place. Thank you guys and gals for being here. And remember last thing. Stay on the gas. Be smart it. Manage your time like a pro and create these good habits now. It will pay off in the long run, I promise. Subscribe to the channel if you haven't, I will see you soon. New videos coming and I got some great stuff in the works. Be well. Talk to you guys soon.