The 5 Money-Making Habits of TOP Earners in Roofing Sales

You got into roofing sales to make money. And in this video, I'm going to be teaching you the top five habits of the highest earning sales reps that I've worked with. Now, I know that you didn't get into roofing sales for a passion for roofing because no one is passionate about roofing. Let's be real. The minute you remove the earning potential from roofing, roofing suddenly gets very boring. Because the harsh reality is we sell the single most boring thing in the entire world that no one wants to spend their money on. So we're not lured in. Because I get to go to someone just like a doctor would, right? What do you do? I'm a doctor or a lawyer. No, what do you do? I'm in roofing sales. We don't get into it because it's the glamorous title. We get into roofing because of the glamorous lifestyle that it can create for us. Like how it took me from earning under $20,000 a year in 2011 as a literal starving massage therapist to 7Xing my income in 8 months. And it can do the same for you. So if you're someone that is just totally hooked on roofing sales as personal development in disguise, like I talk about in my bestselling book, the Roofing Sales Survival Guide, which you can get a free copy, by the way, using a link in the description or grab your copy on Amazon or Audible. But the point is, is that studying all of the things and learning the sales strategies, that's all great, but at the end of the day, it boils down to who you are and who you bring to the table, and that is in your habits. So I'm going to break down the top five habits right now in this video. I can't wait to get started. Welcome or welcome back. Adam Bensman here. Let's rock and roll. All right, number one on the list of the top habits of high performing and high earning sales reps is this. It is consistency over motivation. Motivation is something that comes and goes. And if you're anything like any normal human being, maybe you've tried to lose weight or get in shape and at first you're really motivated to start the goal, but then you run into roadblocks. Maybe there are physical roadblocks. Stress. I didn't eat enough, I didn't sleep enough. Like, I know when I started working out, if it was at the end of the day, you know, right before dinner, and it's like, dude, I'm starving, I'm exhausted. It's hard to go to the gym. So the motivation that you had all of a sudden is down low. And in roofing we ride a massive emotional roller coaster of highs and lows and you cannot rely on motivation. So what top performing and high performing sales reps in the top earners, they emphasize consistency. So it's not about motivation. They don't think about staying motivated. What they do is create the habit of doing the work every day. That's what creates consistency. And it's counterintuitive. Right. How do you stay motivated? I don't. I stay consistent. All right, number two, the highest performing and top earning sales reps that I've worked with and currently I am working with roofing sales reps in 42 states and Canada inside RSRA and in there, it is amazing. The top earners, you know what they do every day, they learn because the way that they view sales skills is the highest leverage skill set that you can develop. I repeat that sales skills are the highest leverage skill set that you can develop. Now what does that mean? What is a high leverage skill set? A high leverage skill set, just like a high leverage investment would be, I could take $10 here and put it here and if it was going to earn, let's say, I don't know, 6, 7% interest, I could find a place that it's getting 10, 12, 15, 20%. This is a higher leverage position. And if I look at this in the concept of the skills I develop, if I take this one skill and, and I let's say for example, I learn one technique that helps me overcome an objection and close just one more sale per week. If my average commission is two grand, that's about $100,000 a year in income that I can attribute to one skill. One aha moment. Oh my gosh, I can apply it here and here and here. And I just made an extra $100,000 in a year from the one idea that I learned in this book, in this YouTube channel, in this community, in this training, wherever it is, you find it. And then with that tool, not only do you earn 100 grand in a year, you're there for 10 years. That's a million dollar skill set. In the high performing sales reps that I know, the top earners, they are the most engaged in our community because in RSRA we support whole sales teams along with owners and managers. They are using their truck every morning as learning time. They're listening to podcasts, watching videos, reading books. So adopt the idea of searching for a million dollar skill set every day. All right, number three, the highest performers, they help their team. I know that this, like, probably wasn't one of the ones that you thought I would add to this list, but from my experience, the top earners are the biggest givers. They'll take the new people under their wing and mentor them. And they do it because they care deeply and what's going on subconsciously. By the way, there's a proven model behind. It's called the tutor effect, like to tutor a student. And what happens is when you begin tutoring or teaching people, you actually get better at that thing. So one thing that I did at my company is I made our sales team coach each other. And what was amazing is right after we started that the following month was the highest close rate we ever had because we learn by teaching. So the top six sales reps that just kind of naturally have this giving nature and they start supporting their other people, not only are they helping create success in the company, but they're actually getting better by teaching. That's the tutor effect at play. Now, I know that they're not doing that for that reason. They're doing it just because they're good people. All right, number four, sales reps are most accountable to themselves. I repeat that. They are accountable to themselves. They don't need someone else to hold them accountable. My coach, his name is Devin Bandison and he's the go to mind coach for the NBA. He works with the mlb and he works with a bunch of Olympic athletes as well as some very high level CEOs that are running massive companies. And Devin's language, I love it. He says the most dangerous words you can say to yourself is, no one will know but me. And if you read my book, you'll read about my journey. And I struggled with alcohol. And I remember I share a story in that book of waking up miserably hungover from work. And I stayed up till like four in the morning at the Classic. Oh, just one more beer. One more beer. And I knew, laying in bed hungover, unable to work, that it was a no one will know but me situation, that is the worst place you can possibly be. And if you're the person that's like, I don't really need to get out in the field yet or I'm going to sleep in or I don't, I don't want to start knocking doors till later. And you're thinking, no one will know but me. You're doomed to fail. With that mindset that did not serve me well. I'm not proud of it. It's vulnerable. I feel stupid and shameful sharing that, and I do so from the bottom of my heart because I know that vulnerability and honesty will help other people not make the same mistakes I did. And if it can help you be more successful, my key takeaway for you is that you need to be accountable to no one else other than yourself. And if you can hold yourself to a high standard and then hold yourself accountable to that high standard, you'll be just like the highest performing top earning sales reps who hold themselves accountable as number one. All right, and then number five. This one is. This is the deal breaker right here. Okay? This, my friend, is something that you probably aren't going to expect on the list. And that is that the top earning sales reps I've seen are what I call selfless servants instead of selfish salespeople. Selfless servants as opposed to being selfish salespeople. There was a gentleman that spoke at our RSRA annual event last year. We have ours this year coming up. By the way, it's members only and we only share details in the community because it's only for members. But he spoke at the last event. His name's Nate. He made, gosh, I don't even remember the grand total in sales because it was so mind blowing. And I've mentioned it in other videos. I just don't want to falsely pull a number out of a hat. The point is, the guy made crazy amounts of sales. That's what it was. Nearly a million dollars in a single month. And he got up to share. And what Nate shared was a perfect example of being a selfless servant. He was there in two ways. One, to serve the clients, he says, I'll never forget what Nate shared there. He said, my goal is to do such a great job explaining everything and helping people make a good decision that if they don't choose me, I know they made a bad decision. Now, the way he articulated that was mind blowing. And Nate also is someone to run through this list who was consistent. He didn't worry about staying motivated. He just created the habit of consistency. Nate was the person that was learning daily. I remember. In fact, you can actually see Nate on my channel. Know what? I'm going to link to that at the end of this video because I interviewed Nate about his million dollar month and what he did. And he was so receptive to learning. In fact, we did two interviews with him. The first one, it was just dealing with the objection. We're too expensive. I helped him overcome it. He took notes, and he fricking crushed it. And then the other thing. Nate is the first person to give. He was. He's giving leads to his team. I think he gave away, like, a quarter million dollars of leads just because he wanted to help new guys get ahead. And Nate was accountable only to him. Completely selfless. So I hope this video helps you develop the habits of a high performance sales rep so you can become a top earner. Or if you already are a top earner, earn even more. And to help you on this journey, I want you to learn from Nate and jump right into this video and hear from his mouth what's helped him be so successful. So you can, too. We'll see you soon.