STOP These Income Destroying Habits

Let's get real. I want to answer a question that I've been getting quite a lot lately, and that is this one. On all the events I'm bouncing around with Owens corning from coast to coast, I get asked this one question, Adam, what should I be doing in order to be a really successful business owner, manager or sales rep? And when people ask me this, what should I be doing? They think, and maybe you're thinking this too. What do I add to my plate? And I've had this question more times than you can imagine. And it doesn't matter where. All the roofing markets are different. I just was recently in Pasadena, California. I came there from Philadelphia. I was in Atlanta, Denver, all over Texas, Little Rock, Arkansas, Minneapolis, Indianapolis. It does not matter where we are. Everyone asks the same question, what should I be doing? Now in this video, I want you to completely shift your mind because my answer is a little counterintuitive. It's not about what you should be doing. It's about. It's actually about what you shouldn't be doing. Yeah, you heard me right. Should not be as in cutting it out. These three things that I'll be sharing in this video are what most people do to distract themselves or self sabotage without even knowing it. And I cannot wait to share this with you. So my one ask for you is if you like this video, share it with someone on your team who needs to hear it. Maybe they are suffering from one of these distractions. I'll tell you, I have and I'm going to guess you have as well. So before we get started, quick welcome. Welcome back. My name's Adam Bensman, the roof strategist and everything I do here on my channel is designed to help you and your team smash your income goal and give every customer an amazing experience. If you haven't done it, I got a freebie for you to get you inside my free training center which you can see right back here. It's brand new on our on our training platform we brought in our pitch like a pro roofing sales training video library along with a ton of free goodies and an announcement on something new I'm working on that I've been pouring my heart and soul into. So you'll be seeing that in there. You can get a copy@theroofstrategist.com right now. Click the link in the description if you're on the road or don't do this if you're driving, please. But you can text when it's safe. The number 303-222-7133. Just text the word free to 303-222-7133 and we'll pop you a link right away. All right, now let's get to it. The three things that you need to stop doing that are distracting you or causing you to self sabotage. Number one is the big one that I'm going to guess everyone watching or listening can relate to. And it is this comparison, comparing yourself to others. You got on the Facebook group, right? You saw there's Facebook discussion groups all over the place, there's industry boards and it's cool. I love that our community is coming together. And on those boards, sometimes people are kind of bragging a little bit about what they're doing. And by the way, I am all about celebrating your victories. But here's the problem with you turning to those groups is you had a bad day, you got your teeth kicked in, you didn't bring in as many sales. You get on Facebook, you look at it, you're like, man, he just brought in, he's getting a six figure commission on that one, saying, dude, this guy just did 2.2 million in his first year. And then you're scrolling. Oh man, that's a monster. How did a guy get in a house? We don't even have houses that big here. And that's what we do with self comparison. And then instead of us feeling refueled, we sit there and we feel like we're a piece of garbage. We feel like we're performing under everybody else and it's just an illusion. And owners, managers, I know we are guilty as well. Looking at other companies, they have more yard signs, they have a stronger web presence online, they're getting more leads, we're losing jobs to them. And all of a sudden we're comparing their truck wraps, their yard signs, how good they're doing their reviews online. And instead of putting your energy into you getting better, you end up focusing on what other people are doing. And let me tell you this, when you're a professional athlete on the field, which I'm not and haven't been, but I have done some pretty, you know, I played, played sports lacrosse at a very high level. I mountain bike, mountain bike at an incredibly high level. And when you're in the zone or on the field on game day, you're not worried about what other people are doing. What are you focused on? You don't care if there's boos in the audience, you don't care if there's cheers, you care about playing Your best in rising to the occasion in every single moment. And that is what I want you to do. Instead of self comparison thinking, how can I do better than I did yesterday? Not okay, how are they doing? Because there's always going to be a company that's bigger than you. There's always going to be an owner who has more cars, more boats, more houses. There's always going to be someone richer. There's always going to be salespeople selling more, earning more, landing the commercial properties that you wished. And if you're always looking that way in comparing yourself on the difference, you're going to be miserable versus looking backwards and saying, look what I did last week, last month, last quarter, and continually improving. Alright, that's first one, second one is comfort. Too much comfort and we get complacent. I know how this goes. Let's say you just had your best month or your best week, you're loaded in the commission checks, you're an owner, you got money coming in. Too much comfort, we get complacent. We don't have that same drive to get out there and keep going. Sales reps, I know how that goes. At the end of the month, you're looking back, you're like, that's the most money I've ever made in my life. And now you don't need to work as hard and you lay off the gas, you let up that momentum and let me tell you, it takes even more energy. Just like fuel efficiency in a vehicle, if you just coast at 60, you're in a better position than slamming in the accelerator, gunning it to 100, laying off, dropping to 40 and doing it again. That is not a very efficient way to run your business, nor is it an efficient way to drive. Our mind, our energy and our sales works the same way. The opposite of being too comfortable is discomfort. When we're uncomfortable or very out of our comfort zone, we end up being afraid and resisting leaning into the discomfort so we don't go out there. Like, maybe the time that you didn't have a disciplinary conversation with one of your sales reps, maybe you're a salesperson and you drove into a neighborhood and then you didn't even knock any doors and came back, or you ran out for this appointment, you ran your appointment. Instead of knocking the neighbor's doors or working your sales system, you came home. It's cutting yourself short for fear of comfort. So again, you need to forget chasing comfort or discomfort and just do what you need to do to get the job done. All right? That's number two. Number three is the biggest one. This is the one that I see threatening companies and sales reps alike. It's solving the wrong problems. Listen, sales and business is literally just problem solving. How do we grow? And then we're going to have new problems. We solve them, then we grow, we have new problems, we solve those and we just continue doing this dance. And what happens is smart people put blinders on. They know exactly how to get from here to there. And I'll give you an example. Let's say that I have so many leads I can't keep up. Solving the right problem is figuring out how do we optimize the lead flow, how do we do as much with inside sales as we can to trim the fat, run the right appointments, get the right people there, have a follow up system in place and maintain great success. Now the other side is solving the wrong problem. It's the sales rep who says, hey, you know what, I'm not closing enough deals. But ultimately, you know, you're not self generating enough leads, you're not knocking doors, you're not using direct mail the company provided leads aren't enough. And you say, oh well, I just need to focus on closing more. Well, if you start thinking this through, if you have 10 appointments and you increase your close rate by 10%, you're not really going to make a huge difference in the year. But if you had the same close rate, let's say it's 30%, you have 10 leads, you're going to get three. If you end up bumping that to 40%, you're going to get four. But what if instead you just focused on getting more leads? Because you can do that really fast and easy by just being more efficient when you're out in the neighborhood, knocking the doors around your appointments, knocking the doors around your build, knocking the doors before build day, knocking the doors on build day, knocking doors in the neighborhood after build day, now you start having double the conversations. With the same close rate sales are going to double and oftentimes it's easier to do that. So we need to do is instead of chasing the trying to solve the wrong problem. So owners, let me just highlight a few of the big ones that, that for you to not be tempted of, hey, my team's not performing, I'll just get more leads, pour money into marketing and then they become more complacent because they are too comfortable, they've made too much money, right? They don't have to work as hard. So now you didn't Solve the problem, you put a lipstick on a pig. And instead of having the team learn how to continue self generating leads and staying accountable, they're now sitting back saying send leads to me. And then now you're having to pour more money in leads or owners. You say hey, I want to grow. So I'm going to open an office in a new market where the answer might be instead hire more sales reps, optimize your systems, develop a powerful follow up system, develop a great rehash system, grow an inside sales team, get more reviews online, optimize your marketing and get leads and just really get this thing into a well oiled machine before going into a new market and starting from scratch or adding a new product line to boost revenue in sales reps. Whether it's leads or objection, handling or closing and you need to focus on the easy thing is ask yourself, is this the easiest, fastest way to make more sales? I know it sounds crazy, but laziness is kind of a blessing when we listen. But sometimes we just get shiny object syndrome. We chase everything around and we're chasing all the wrong things instead of just staying focused on the right thing. So I want you to ask yourself this is the fastest, easiest way to make more sales and am I solving the right problem? And when you do that, you're going to stay focused dead ahead and crush it. So there you have it. Three things. Self sabotage. Quick summary. Number one, comparison comparing yourself to your competitors. Do not do that any longer. Number two, we have comfort. Too much of it you won't work, too little of it you won't work. And the final one is solving the wrong problem. Put blinders on focus on solving the right problem. The fastest, easiest, simplest way. There you have it. And listen, if you like this video, I'd love to hear from you. Drop a comment or hit the like button. I've done so many videos on training and strategies and tactics and I will continue to be because that is the heartbeat of everything that I do for you. But at the same time I'm really wanting to help the folks that have been following along for a while who are getting these fundamentals down and need more help on their mindset and developing into a really successful salesperson. So that's what these videos are for. So if you do like it or you know someone on your team who could benefit, copy that link to your clipboard. Pop into your team group chat. Whether It's Slack or WhatsApp or GroupMe or Group SMS, fire this around to say guys, gals, friends, Listen, stop doing these things. Don't compare yourself to others. Stop being too comfortable or being afraid of being uncomfortable. And number three, solve the right problem. And hopefully this helps you make even more money this year. Put blinders on. Have fun. Serve more customers. Hey, thanks for being here. Appreciate you. And if you want more, hop into the free training center by downloading a free copy of the Pitch Like a pro roofing sales training video library right here. Or if you want to hang with me on YouTube, they think you're going to love this video. And I'll see you on the next one.