SMASH Your Income Goal This Year: These 5 Steps Made Me Millions

I'm going to walk you through five simple steps to set up for your best year ever. Your most profitable year, the most fun year, the most rewarding year, the year where you have the most free time, and the year where you feel absolutely great about what you did and who you served. Hey, Happy New Year. Adam Benson here, the roof strategist. And I am so glad to be joining you as we kickstart another amazing year of roofing sales. You may have heard me share this before and I talk about this a lot in my book, the Roofing Sales Survival Guide. Beat the odds, overcome yourself and win big. If you haven't read it yet, grab a copy right now on Amazon, Audible or Kindle. And in the book, I talk about roofing sales being personal development in disguise. Which means that as we level up, as we acquire new skills, and as we overcome our own inner demons, our own challenges, our own setbacks, we end up developing all these unique skill sets. I call them a talent stack in the book. And when we combine this with, we end up having this really unique ability to serve people. And when we serve more people, we collect more thank you notes, which is getting paid. And my mission is to help you collect more thank you notes. Now, what is a thank you note? I want you to think of the last time you had this happen to you. Think of it, you finished with a customer and as they're literally handing you the final check for 20, 30 or $40,000, they say, thank you so much for helping me through this process. Thank you for making this so easy. Thank you, thank you for doing a great job. Thanks for taking such great care of us. Have you had that happen? Think of that last time. How amazing did it feel? In fact, I'd love to hear from you, drop a comment and share the last time that happened to you. What was the customer's name? Why did they love you so much? And how much was the final check that they handed you when they were thanking you for being of service? And that's what I mean by collecting thank you notes. Because in this business, when people pay us and say thank you, it is the greatest reward in the world. And in almost no other industry we where else do you have someone that pays you and thanks you at the same time of giving away their hard earned money? It's amazing. So in this video we're going to break down these five steps so you can start collecting even more thank you notes. Because at the end of the day when you are collecting those thank you notes, it means that we are fulfilling upon our mission, which is say it with me. To help you smash your income goal and give every customer an amazing experience. And if we're not collecting those thank you notes, we're not creating an amazing experience. So let's rock and roll. All right, let's jump in here. The five steps to set up for your absolute best year yet. We're going to start with number one, which is reviewing last year. Okay, Review last year. A lot of our breakthroughs are actually hiding in our previous performance. And why do I say performance? Because if you're in sales every day, you're performing, and. And you're either performing at a high level or a low level. And when we audit our performance, what we can do is learn to be our own mentor. In fact, I did an entire video on this topic that I'm gonna put a link to right up here. Jump in. If you're listening to the podcast jump on YouTube, you don't need a mentor. You can be your own. So check that video out. What you're gonna look for is two things. What you did really well last year, because I want you to focus on what you did well so you can do even more of it. And so many people just only focus, what can I do better? What can I do better? What can I do better? But what ends up happening is by spending all this energy on what you can do better, actually stop doing what was working because you're so focused on what you can do better. So it's very important to identify what you did well so you can keep doing even more of that. In fact, I do these after action reports after every single speaking opportunity that I have and every event that I do. And when I focus on what I do well, I believe that it's helped me become an even stronger speaker and presenter. Rather than focusing on what I can do better. What I can do better helps me plug those little holes, but it reinforces what I need to do and then just make one or two tiny little tweaks. Which brings me to an action plan. So as you do your review, you then need to create an action plan. So, for example, if I am going through my after action report for the whole year, what I did well might have been I did really well. Communicating, overcoming objections and closing deals. What can I do better? Asking for referrals and managing my time. And again, your list should be far more exhaustive than that. Just giving you a few examples. My action plan would be, I'm going to ask for a referral at these three Touch points with every customer number one, the minute I sign the deal. Why? Because they didn't trust you. They're not going to sign a deal with you and they liked you enough to sign the deal. So you can ask for referrals. Then I'm going to ask for a referral during the install and I'm going to ask for referral after the install. So there's an action plan, right? Time management. My action plan could be every single night. I'm going to plan my day for tomorrow and then I'm going to plan a week ahead if I can. Alright, so there's your action plan. What this does is it helps you take these ideas and put them into motion. And next, what we want to do is always optimize, continually to optimize. Now what do I mean by optimize? This here, this was actually my theme for last year. This year is actually the theme of simplicity. I grabbed this idea, by the way, from John Cenac, many of you know him. The name that shingle Facebook group name that surface, I believe it's called now. And John's a good friend of mine and a fellow mentor in the community and mastermind that I run called the pitch prone movement which by the way is getting a total overhaul lately. Stay tuned. That's part of what I'm sharing about the big changes that are coming and how we're reinventing doing business. But John on our goal setting sessions that we did with our group last year said I want everyone to create a theme for your year. And John, this was fantastic advice and I really do appreciate it. And I don't know if he created this one or grabbed it from someone else, but my year last year was one of optimization. And what happened to me when I focused on learning to optimize my day is I began to approach my day more productively. As Brendon Bouchard puts it in book, which I believe is Millionaire's success habits. If my memory is right on the title, the book's on there. I recommend a reading list in the free training center. By the way, you can pop in my free training center using the link to grab that he talks about pqo, as Brendon Bouchard puts it, which is prolific, which means a lot. Quality output, prolific quality output or pqo. So when we look at optimizing our days, what that might mean is being more structured on how we're going to approach our day. Example, if I have a customer here, here and then here, I'm going to structure it where these two customers are going to hit first. Before this one, it might mean optimizing my time. So in the mornings and at night, I call it bookending my day to do all that boring stuff that doesn't really make us money, but we need to do, you know, like updating your CRM, organizing pictures and folders and things like that. So that's bookending your day. So this is what I mean by optimizing. Anytime you can produce more in less time, that is optimizing, okay, so more output in less time. And as you approach everything you do, think about how you can optimize your day. If you're sending the same emails to customers, use Gmail or whatever it is you're using and you can actually save it as a template. So if you send a welcome email or an update email and you feel like you're typing the same thing out, save it. If you're sending the same text to customers, create templates and save them. This is how we create again. To have our best year, we have to do more than we've done. All right, that is optimizing your process. Next, this is a piece of advice that I'm going to give you because a lot of people say, Adam, what advice would you have for someone who wants to make even more money in roofing sales? And that is reduce. Okay? Reduce what you do. So many people think that if I add more, if I add in this morning routine, if I add in this, if I add in that, but at some point, we literally run out of time. We need to actually think about what can I get rid of. Sometimes that's the customer. By the way, if you want more on this, watch my video on the customers that you need to absolutely run away from the nightmare customers. We'll put a link up here. When you learn the matrix of how to identify your happy customers that you love to work with that are high profit versus the ones that you don't like to work with and are low profit, and then all the different variations thereof, you're going to learn when it's okay to walk away from a deal, when it's okay when you're getting that red flag to say, hey, you know what? I'm that seasoned salesperson. Like, let's not look at this as, oh, I'm losing an opportunity. No, you're freeing what up to focus on the right people. Reducing is reducing the amount of time you spend on social media. Reducing is spending less time anticipating the day, less time driving around in neighborhoods, more time out Knocking doors. Reduce, reduce, reduce for you, when you reduce things, the high value tasks will expand in time and fill that space. So by reducing, you actually end up doing more and saving more. This right here has been a game changer. Like for me, for example, one thing I reduced, and this was a little over five years ago now, was alcohol. I stopped, I didn't reduce it. I stopped drinking. And I realized how much time I spent drinking, being hungover and feeling like garbage. And when I stopped drinking, my income skyrocketed, which by the way, was not the reason I stopped drinking. It was just a natural byproduct of it. But that was one big thing that I reduced. Now the final tip that I want to share is quite frankly my absolute favorite, and that is this. For you to achieve something you've never done before, you have to do things you've never done before. And you have to become someone you have not done before. This inspiration I've taken from Thomas Jefferson and his quote from Carl Jung, who says, the privilege of a lifetime is to become who you truly are. As well as I'm missing one more. Brian Tracy. Thank you. In order to achieve something you've never done before, you have to become someone that you've never been before. So you have to define. And I actually just did this exercise, define who you will be. Now. I literally just did this exercise and I have it in my journal. I'm going to grab it and share it with you right now. So this is my journal. We handed these out at our pitch for a movement event. And what I did when I started doing this, I practiced. What I preach, by the way, is I sat down and I defined in a few pages exactly who I needed to become. And it says right there who I need to become. And I identified with where I am today and where I would like to be at the end of 2024, who I need to be as a leader, as a person, as a partner, as a friend. And I got very detailed into highlighting where what that actually means. I've done this more than once. I like to do this on an annual basis because it helps me continually focus on becoming the best version of myself. And as Carl Jung puts it, the privilege of a lifetime is to become who you truly are, which right now is one of my number one leading whys. Because every time that I can help you make more money, every time I can help you have a breakthrough, that's because I am forcing myself to do things I haven't done before, to grow in different ways, to Give more to be vulnerable. Which is one of the reasons, by the way, I wrote my book. And that privilege of a lifetime comes even faster when you're really clear on defining who you will be. So my sign off is this. What I want you to do is to grab a piece of paper right this minute, go through these exercises, review last year what you did well, what you could do better, write down an action plan, take one thing of what you could do better and put it into a plan for you to execute for the rest of the year. Then as you go each and every day, optimize your day, think about how you can be more efficient and productive. Then reduce, cut out all the crap that is bogging you down. The negative relationships, the things that sucking up your time, this infinite scrolling on social media. And most importantly, define who you will become in the next year to achieve what you have not done yet. Thank you so much for joining me today in this, this video. And if you're someone that wants to arm yourself or your team with not only this mindset, but an actual daily sales plan built around your goal. Because one thing I didn't hit here is your income goal. So whatever your income goal is in my sales system, you and every member of your team, if you're an owner or manager, are going to start off by entering in what that dollar amount is. In fact, you're going to do it with three numbers. How much you need to make to stay afloat, your goal and that stretch goal, the moonshot. And I'm going to help you break down in a matter of seconds. You're going to enter these numbers and just like that, before your eyes, you're going to see a daily plan of every single thing you need to do. How many doors to knock, direct mail letters to send, cold calls to make, every single day to bring that goal to life. And I will give you the step by step training to do just that. The same system that's being used by many, many thousands right now, from companies just getting started to quite a few of the largest private equity groups in the industry for both storm and retail. Click the link below to learn more and get in so you can set yourself up for your absolute best year ever. And if you want to chat with my team, you can call or text 303-222-7133. And my friends signing off and wishing you the absolute best year yet. May you smash your income goal and give every customer an Amazon.