Top 15 Roofing Sales Philosophies For a Winning Mindset

A life in roofing sales is a mental and emotional battlefield that no one else understands. I know what it's like and I know that there are days that you wake up unmotivated, questioning your career, or even fantasizing about getting out or starting a business. But you're not alone. Even if the social media world and hustle culture makes you feel like you're a complete loser, you're not. In this video, I'm going to share with you my top 15 philosophies to keep you motivated in achieving your goals in roofing sales. And now. My grandmother actually inspired my writing of philosophy. See, her name was Laurie. We called her Nani. She passed away recently, and towards the end of her life, my family got together and published the poetry that she had been writing since she was a teenager. And the philosophy that I call her Nani, Nani wrote was really inspiring. She was one of the most wise people I know. And I've kept this tradition alive. And I've found that, like, by writing my own philosophy, it has helped act as a compass for me to live my own life, almost like mantras or guiding principles. So in this video, I'm going to share these top 15 philosophies with you for the goal of inspiring you, keeping you motivated, and keeping you grounded and connected to the reason that you got into this industry in this business in the first place. So before we get started, I just want to ask one favor. If you find value in this video, please share it with someone on your team. Pop it in the group chat. And by the way, if you're new, welcome. If you're not, welcome back. My name is Adam Bensman, and and I'm on a mission to help great roofing companies make an even bigger impact together. By the way, we do that by sharing winning secrets. And I'm going to share some of mine with you right now. So let's get started. Roofing sales is personal development in disguise. And the reward for growth is life changing. I hope my content helps you create a richer life and bank account. All right, number one, by the way, I'm reading from my journal here. It says top 10 sales philosophies at the top of the list, but I expanded it to 15. Number one, you manage your day or your day manages you. The key takeaway here is that roofing. Roofing is unpredictable. And every day typically doesn't go as planned. But what we need to do is plan our days the day before. When we show up to our day with a plan, proactively understanding what's important and what's not. And with contingency plans in place, we're able to survive with a level of control where we're not in reaction mode all the time. Number two, the only competitor you have is yourself. See, I want you to stop comparing yourself to other people on your team or even your competitors, because ultimately all that matters is where you are today and outperforming that on the next sales appointment, over the next week, over the next month, over the next year. And if you do that and you measure against where you are, then that's all that matters. Now you'll see I have a gym in my office. You see the weight bench back there? I started doing calisthenics. I just learned my, my first muscle up on the straight pull up bar. I could do them on rings, but I couldn't get them on a pull up bar. And I was like, man, this feels like I'll never be able to do it. And it was so much effort to get one. And now I can link them up, I can do multiple muscle ups. But again, I can't compare myself to the dude that I learned from. By the way, it's Chris Surrey. He runs a great YouTube channel. He's got a great app, Ben X, that I've used. But my point is, like, I needed to measure where I'm at now and then just continually improve because I can't compare myself to the pro that's been doing it for decades. So you, my friend, are your only competitor. Number three. Greatness is the act of living your highest potential. This has been a mantra of mine recently. In fact, I ran a session for RSRA recently on the roadmap to greatness. And I define greatness as the act of living your highest potential. So what you need to do is define what is your highest potential. Write it down. Who are you and what standards will you hold yourself to? And when you can commit to the bringing your highest potential to every aspect of your life and business each and every day, you have nothing to regret. And I'm pretty certain that progress is pretty much guaranteed. Number four, think of money as thank you notes. Now, you know when a customer hands you a check and they say, thank you so much for helping me through this process, that right there is the ultimate gift. So instead of thinking, I want to make all this money, I want you to shift your mindset around to say, I want to go collect as many thank you notes as possible. And when you do that, you will serve people out of the bottom of your heart with absolute greatness, wanting what's best for them and bring value to the world and you will be rewarded handsomely. Now go collect as many thank you notes as you possibly can. Number five, Roofing sales is personal development in disguise. I say this in my book the Roofing Sales Survival Guide, which became a number one bestseller on Amazon. You can get a free copy. By the way, there's a link in the description and I'm providing a free digital copy in my free training center. And you can go to Adams free freestuff.com or click the link below. Listen. When we improve ourselves personally, our skill sets improve and our income follows. So roofing sales is so fun because we get to gamify our personal growth, conquer our inner demon, which I talk about in my book, and become an entirely new version of ourselves. And the reward for growth is life changing and it is financial reward. That's why I love roofing sales. All right, number six, Listen beyond what people are saying and you'll understand what they mean. Far too many rookie salespeople get fixated on the language that people use versus what they mean when they say it. Sometimes when a homeowner says something like I'm not interested, it doesn't mean that they're not interested. It says, I don't trust you. Get the heck off my property. If a homeowner says I have to talk to my wife, it means I'm not ready to make a decision yet. There's a lot of sayings that our prospects share with us that are a mask or a smokescreen, sometimes of white lies to protect themselves. It's not against you. So when you learn to listen beyond the words, you'll understand what they mean. And that way when you respond or support homeowners through the sales process, you can really speak to the core of the issue. Number seven, the greatest skill in sales is self awareness. This is a skill set that's really hard to teach, but I'll give you a practice right now and that is doing an after action report each day or at the end of each week. And this helps develop self awareness where you reflect back, write down what did you do well, what could you do better next time? And then find one of those things you could do better and turn it into a plan. And by learning to observe yourself through after action reports or doing role play, we develop self awareness and we understand ourselves more deeply. And through understanding ourselves more deeply, we get to understand others more deeply. It's pretty powerful stuff and it helps you a lot more than just sales, but in life. Number eight, reading body language is useless if you don't know how to speak it. So many people say, oh, I'm such a good student, I understand how to read body language. There really isn't a powerful skill. It's not that difficult to read body language. But what's really neat is when you learn to understand body language and you can learn to communicate those nonverbals using facial expressions, hand gestures, and how you position your body where you face, where your feet face, and more. By the way, follow Joe Navarro. He's an FBI agent. He's got a great book and some really great videos on YouTube to support you in your journey. All right, number nine, hunt for $1 million sales skills every day. Where do you find those? You should be turning your truck or your car into a mobile classroom. When I say a million dollar sales skill, imagine finding one golden nugget. I don't care where it is. Maybe it's here on my YouTube channel, in my book or in someone else's. It could be a sales field or marketing. Doesn't matter where it comes from. But if you can apply that skill to get one more sale per week, let's just call it, I don't know, a $2,000 commission. If you earn a $2,000 commission every week, say you're working 50 weeks a year, that's $100,000 of income that you can attribute to one AHA breakthrough to change how you pitch at the door, overcome objections, or close deals. And then if you do that for 10 years, that's a $1 million skill. I believe that sales skills are the single highest leverage skill set that we can develop. They're far more important than entrepreneurial skills because with the greatest ideas, they're useless unless you know how to sell them. So your job and your mindset is to consume podcasts, books, and information to search for those million dollar skills every day. Number 10, what you're worth has nothing to do with what you make and everything to do with how you make people feel. I have to admit fault. When I got started in this business and for many years thereafter, I tied my self worth as a human to my income. And I kept feeling like in order to be worthy, I needed to be worth more. And it wasn't until just many times of chasing and achieving a really big financial goal that there was no one on the other side waiting. And no one cares. And there will always be people wealthier than you. Always. What matters is how we make people feel. And if you can bring this mindset to your company and to your sales. It's going to make a very significant difference on how you show up each and every day. Plus, you'll be far more satisfied and fulfilled in life. Number 11. Sales is not the art of convincing, but the art of understanding. I wish I knew this when I got started. So much of sales, especially like the clickbaity subjects and titles of books and even YouTube videos, it makes you feel like, oh, I'm going to teach you this secret art of manipulating people. It's not when you learn to understand your prospect, you can speak to their deepest, darkest concerns, their fears, and also their desires and help connect where they are and where they want to be. And when you really focus on being a salesperson of understanding, you don't preach in word vomit and try to push a sale. You understand and you facilitate change. 12. Roofing sales isn't glamorous, but the lifestyle it creates is. Is. I know when I got started, people say, hey, what do you do for a living? And I was afraid to tell them I was in roofing sales. A large part of that is because I was trained in my first interview. I didn't work for the company, by the way, but in my very first interview, they taught me how to conduct insurance fraud. And I knew at that point that the roofing industry was full of greed and corruption. And I started to tell people when they say, hey, what do you do for a living? It's like, I don't want to be associated with roofer. So I tell them I was in in home sales. So I know that roofing isn't glamorous. No one comes up to you and you're like, I'm in roofing sales, but. But the lifestyle that creates is glamorous and that's what matters most. All right, number 13. Hard work does not create success. The right work does. This again, I just see so much. It's hard for me to call it false advice because the only person that could call it false advice would be you. But for me, it's false advice because there's a lot of times that I've worked really hard, but I've worked on the wrong things. And I have worked with people who think that they are working hard because they're confusing being busy with high output. And for us, high output is serving customers. So if you spend your time chasing your tail, chasing customers that aren't qualified, not knowing when to say no or let customers go, you can be working really hard, but just not getting results. So it's important to not think about working hard, but working hard on the right things. Alright, number 14. This is what I call the roofing sales success formula. Get the right person doing the right activities and saying the right thing. If you get someone doing that, success is darn near guaranteed. Okay, now why is that the right person is the right fit for roofing sales. There's an old fable in the industry of someone running a hiring ad saying, Earn $200,000 a year shoveling chicken poop. And then they brought in all these people in an interview and said, hey, good news, you don't need to shovel chicken poop to make 200 grand. All you got to do is knock doors and everyone gets up and leaves. And the reason I said is not everyone's cut out for this business. So when you plug in the right person and you just get them doing the right sales activities every day and then learning how to communicate, pitch at the door, overcome objection, and close sales, those three things put together makes you unstoppable and success is virtually guaranteed. That's my philosophy. In my opinion, number 15, this is probably my favorite one. If you want uncommon success, you have to be willing to do uncommon things. Now, I just shared with you that fable about shoveling chicken poop. Well, it's uncommon to knock door. It's uncommon to be in roofing sales. It's uncommon to work the long hours that we do. It's uncommon to work commission only or heavy commission. It's uncommon to put up with the level of discomfort that we have in our industry. It's uncommon to have to face your inner demon every day. And it's uncommon to face our own discomfort every day. Many industries, well, they just don't force us to do this, but roofing sales does. And when you do uncommon things, you get uncommon results like the wild success that you're after. So I hope this video helps you create uncommon success in your life. Because truly this industry is magical and, and I'm rooting for you. I hope it becomes a wild success. So do me a favor, share this video with your team. If they need to tap into some motivation and some philosophy to carry them even closer to their dream. Be hero. Share it right now. And if you want to join me in the next video, you're going to learn how to stay motivated no matter what, even when things are tough. We'll see you in the next one.