whatever those are
you will see success i've stayed million
dollars the last 30 years this is how we
do our pitch the more a salesperson can
be focused on selling and not handling
everything
the better and if it ain't broke don't
fix it it allows you to create that
consistency who cannot sell a roofing
job knocking doors
put hair on my chin very quickly i've
been sold lied cheated and deceived by
sales reps more often than i wish to
admit it's mlm when you know what
they're going to be doing it will change
how you pay which will change how you
hire which will change the talent you
look for
[Music]
how long does it take to build a solid
sail system it's a really good question
um
i'm clearly biased i provide one to
people sure okay
mine took me
years to develop
there are people a sales system is
needed to scale i teach and i believe
this whether it's my stuff or not and
i'm curious i mean i know you're
interviewing me but the three things the
be the do the say getting the right
person
doing the right sales activities each
and every day and saying the right thing
at the door if they're door knocking
overcoming objections and presenting and
closing
an individual rep the b is that heart
right the goal the clarity the vision
and the right attitude to do it those
five profile traits
the do
is a a daily plan built around that
individual reps income goal everyone
says oh you can earn a hundred grand
next question how sell a hundred jobs
next question how work hard it ends so
we're sending people out to go work hard
or put in the time and you're a fitness
guy right if you wanted to get a six
pack but you spent eight hours in the
gym doing bicep curls
you're not going to get those results no
one's going to say dimitri you're not
working hard to meet you're not putting
in a time but it's doing the right
activities to optimize that time of
income producing activities right and
then the say is what they're saying at
the door so how long does it take
everyone's going to be different you can
get a system and you can employ it and
put it to work or you can create your
own that's proprietary or you can
piggyback but most every person in this
industry with the exception of what i'll
call the elite the top performing
companies are really leaving it up to
the individual rep in the field to
figure it out and they're given very
little direction
um but ultimately if we provide those
resources to an individual again
like forget me for a minute whatever
those are
you will see success but if any of those
systems are broken you're not getting
the right people they're not doing the
right thing i'm not saying the right
thing growth either stagnates or
declines and i see it all the time some
people have issues with all three others
will get like i met with two companies
guys knock 60 doors got 60 inspections
close zero deals so clearly the right
person doing the right thing he just
needs to learn how to close right and
then he told me he's not asking for the
business all right so there's a good
start
but
same thing you'll get the right person
who can close but they're they're the we
call them the lead babies they're drunk
on leads lead was garbage send me a new
one you know they don't follow up
they're not willing to do the work they
just they basically want you to plop
them in front of a customer whose
wallet's out right like i'm ready for
you
and and those are are the three elements
of a sales system so how long does it
take
a long time so
let's take a business who never have a
sales process like a business owner have
a five guys crew always rely on
referrals people just always you know
neighbors were coming to him
but now he realizes all right
competition is doing something different
because i've stayed million dollars the
last 30 years if i can hire one or two
sales people
you know i'll be five million dollar
company where do i start yeah how like
where this person like that starts like
he doesn't have anything he doesn't know
no if it's five steps seven step ten
twelve steps he had no clue he never
owned a white board in his life
so here's here's some this is the advice
i'd give them
if you had
if you were not in a position to learn
from others and you needed to build this
from the ground up first thing you do is
you open a document google docs word doc
you list out high level every step it
takes to process a job okay so if you're
knocking doors knock the door and keep
it high level you know present get the
inspection get invited into the house
present close the deal update the crm
meet the adjuster if it's storm if it's
retail do whatever you do and then list
list everything out
then after you have that list documented
you start to backfill all the details in
depth this is how we do our pitch this
is how we present the contingency this
document will become pages and pages and
pages and pages long okay then
you go from this document and you begin
to color code who does what sales do
this then it goes into the office admin
now you have a standard operating
procedure for everybody so if your
office manager's out someone can stand
in you have a repeatable process listed
that will continually evolve and you can
edit you have something you can hold
someone accountable to hey you need to
go through these steps to do your job
and then as you add people into your
operations because in my opinion the
more a salesperson can be focused on
selling and not handling everything
the better and i know some companies do
it start to finish that way and they're
great okay if it ain't broke don't fix
it that's another thing i teach
you can easily say all right now we're
going to hire a production guy so this
part of production that sales is doing
we're going to color code brown now this
is going to be this guy named brian's
job and it allows you to very easily
find those weaknesses and have a clear
handoff for the process and allows you
to create that consistency it takes time
it takes attention but it is stupid
simple and i've walked through this
process with a lot of people
and everyone does things a little unique
and it can be proprietary to your sales
process and your your unique selling
proposition and your crm and everything
but it's just taking the time brainstorm
whiteboard so you can see yep exactly
and then it's a living breathing
organism nothing's ever done you're
going to be like oh my guys need you
know we're finding a problem here so
then we fix that problem and as you know
with business like business is about
creating new problems and then finding
new solutions and you create new
problems and i always say we're one
strategy away from the next breakthrough
so what's the big problem in your way
all right it's a sales system create it
and then you're going to use it and
you're going to feel that they're not
working great and then you fix it or
optimize it you already kind of touched
on this question but i still want to ask
who cannot sell a roofing job yeah who
cannot sell everything exactly
introverts
extroverts or like
just what kind of personality to trade
you cannot sell everything job
that's a that's a very very good
question
the opposite of those talents someone
who's not confident someone who doesn't
understand a process you need to
understand the process can you learn the
process
can you learn like things like
confidence because i do see people just
curious like for example in a roofing
industry you have
installers and you have sales guys and
you have sales guys bragging in front of
installers how much money they make and
you have those roofers like you guys
suck i'm gonna go and do what you do
can they
here's what i'll say i did i had no i
was not a confident person i was very
sensitive knocking doors
put hair on my chin very quickly you
know i i didn't do well at the beginning
it was it was crippling to me so you it
can be it can be
now the reason i teach companies to find
that first is because it's a roll the
dice i've been sold lied cheated and
deceived by sales reps more often than i
wish to admit because i see hope and
owners that are tuning in can probably
relate there's a vision and a passion in
seeing your team succeed so when i see
you can do it you can do it like i'll
give an example a sales rep sold me
and
he ended up at the end of the year
earning about twenty thousand dollars of
commissions okay he later got his house
foreclosed on and his marriage ended he
would have made more money at mcdonald's
and burgers i can't even tell you how
many times i had those moments in his
garage let's have a beer
what's going on how can i help and i
over invested out of wanting to to fix
the broken puppy as they say you know
and i wanted him to succeed i saw it in
him but he didn't have it so the reason
can people learn it yes should you
expect it absolutely not and that is one
reason that i do believe performance
standards should be in place so you know
whether or not someone's going to
succeed i don't believe in part-time
sales people
that with very rare exception and and
can it be learned yes the people that
will fail have no confidence don't have
a process to follow they're not
confident or they don't know how to ask
for the business
or they're not thick skinned you know
they just they they'll go home
and be like
you know it's the worst day ever and
they can't crawl back out of that being
knocked down
let's get back to the business owner
who've never had a sales guys in his
life maybe he's just a crew sell himself
he sees that other companies are doing
in his market something different
they're around 10 12 20 sales guys yeah
i see those guys all the time reaching
out to me i'm pretty sure reaching out
to you
how does owner operator like that hires
his first sales guys because here's the
problem i see and guys if it's you i
want to hear from you comment below
please if it's you if i'm describing you
right now comment below that it's hard
and we're nailing
nail in the head right now
those guys i personally feel
they have moral issues like they have
moral dilemma
they hate middle guys
they want to do it all
they think
that sales rep
is one of the worst
person people alive because he is not
producing anything like i'm the owner
i'm installed like only installer should
be selling jobs yeah and owner operators
have this
inside hate towards
they call it sales organization roofing
companies yeah like or you're not a real
roofer you're just like this big company
you hire a whole bunch of sales guys
stubborn workout and i see that hey but
sadly
they're hurting their their own business
because now you know you cannot just
hate sales organization and higher sales
rep right it's mentally and morally hard
how do you work with someone like that
yeah that's a good question first thing
is organization what i find is that the
reason people fail
meaning the owner bringing new people on
there's a lack of clarity usually the
first salesperson doesn't stick
because there's so much of that learning
curve from an operational standpoint the
hardest thing when you're an owner
operator and you've reached max capacity
is you are in reactive mode all day long
you're putting out fires you're doing
everything so you're thinking to
yourself if i just hire someone he can
do it all and then i'm back in this but
it doesn't work like that or they make
the mistake i'll just find someone
seasoned and they'll leave and grow the
team never has worked
i've never seen it work
they need clear direction on how things
are done and as hard as it is and they
don't know it because they've never sell
and that's why you need to document what
you're doing i just did a little
instagram tv tv video the other day
sharing about owners that often outsell
sales people because they have the
experience they have the knowledge and
they have the confidence and there's
just a different level of clout to sit
down and we suck at sales we we sell
differently like the owners people
people will buy from the owner because
he's just the owner
yeah it's completely different dynamic
you can't transmute that exactly you
show up he's like oh you're the owner of
the business here's my checkbook yeah
people love it like it's much harder to
sell for the sales rep you cannot i mean
owners can
can do trade deals you can adjust your
price yeah you can do anything you want
yeah it is
if
i hear owners reaching out a lot i'm
really good at selling i don't need this
for me it's for the sales people so um
gaining that clarity so first the one
step that people skip they go straight
into give me an ad let me run it and
hire people
and the first thing that i do so i have
a program called how to build your dream
team and it's just ground up and it's
the first part's not sexy you gotta have
a sales process
again i walked the process i just walked
you through i teach them just outline
everything okay because when you know
what they're going to be doing it will
change how you pay which will change how
you hire which will change the talent
you look for because guys i i never got
a roof order right i mean i am people
make fun of my videos because i'll try
to do math they're like hey dummy you
drop to zero like i know i literally was
in the same math class four years in a
row
you know i'm not the guy to stay
organized on a job i love working with
customers i love creating an incredible
experience for them um i love sitting on
the job and working the job but in terms
of like you know getting my order right
i just started to over order everything
until we offloaded all this stuff but um
to have that process what do you need
your sales rep to do are you in a
position to have them just sell are they
going to be doing the their work orders
in materials are they running to get
their own permits are they in charge of
managing their job and so many owners
look at trying to find someone to run
everything but what happens is you're
hiring someone and trying to train them
to sell you're training them to become a
roofing expert to put together an order
form and then you're putting all of your
liability
in their plate and saying please inspect
the job make sure it's done right
what do they know
right so you need when you just
high level even if you only have two
seconds over lunch grab a napkin what is
my sales person gonna do okay step one
list it out are they in charge of the
process start to finish or not step two
are they going to be in charge of of the
profitability of the job
if they are that's going to change your
pay then you should pay them off the
profit if they're not going to be in
charge of profitability so if it's
retail you have a set price structure
if it's storm if you have a supplement
division and they're just responsible
for bringing it in don't pay off the
profit if they're not in charge
profitability you want to incentivize
the behavior you want so step one
outline step two figure out how to pay
them then you run the ad
okay then you learn to interview and
then you bring them on board and then
you make sure you're you keep a pulse
don't just send them off
keep a pulse check in and create
standards and check in with that person
and the best way in my opinion to get a
person to stick is to day one build them
their plan based on their income goal
no one cares about you no one cares
about me what's in it for me i that's
what's going on in our customers mind
and our sales reps mind so when we
invest in them achieving their vision
they make more sales you make more sales
more customers are served everybody's
happy
so that's how i get people to to stick
around and build that the c word culture
it's like thrown around like the new the
new wave of things right the culture
work you got to have strong culture i
agree with this by the way um
it's just a buzzword lately and the
culture is their success
love it
uh best sales commission that you
recommend find that works almost
universal if there's one yeah that oh
man so here's the deal i've been getting
this a lot and the reason i have to put
a disclaimer on this i had a guy that
was working with me one-on-one
he asked me this question i said i can't
give you this advice till we go through
your books we go through his books i
find out he's 30 grand in the hole for
the year small company a few million a
year i say step one fire me do not pay
me anymore step two get this straight
then come back this was
six years ago maybe five years ago i
don't know um he just posted on one of
my facebook ads being like dude i'm
rocking it which is great so the reason
i use this disclaimer you can't pick a
pick a pay plan out of the book okay
generally speaking profit i would say a
starting of 25 to with the high
high high end 45 percent of profit i
think the 50 profit is dated unrealistic
i've seen your videos on it i agree
percent of of um
how do you split profit you have to open
the books you have to talk about it yeah
what's the like
the reason i hate it so much because you
who's the owner like why i mean you
sitting and talking about profit and why
do you work for me you would
just agree it's just upside down it it
is and the other factor i want to touch
on that the other factor just before we
get lost on it is w2 versus 1099. you
have about 17 and a half percent added
expenses on a w-2 employee that must
factor into how you pay right some
companies are providing trucks laptops
incentives 401k all needs a factor in
back to the profit thing
when you'd pay profit you do you are
opening the books and the first thing
uh that people think they see the bottom
number of profit and that sales rep
thinks i could be making that now it's a
false
hope because it's not all lining the
pockets of the owner
and
it to some degree you're training your
competitors
i do think
that
profit only makes sense
if the sales rep is responsible for
profitable jobs if you remove that
responsibility then they should be paid
off the top ten thousand dollar job 10
commission thousand dollars easy for
everyone to calculate the hard thing in
this industry is faith
no there's tr i mean what will i'm sure
we'll talk about this at some point
transparency with a company
how many
commission disputes have you seen you
know there's
there's
all the time and
when you just have a really simple pay
plan you get paid x dollars up front x
dollars on the back end here's the top
line here's your percent there's no
question i collected the check i handed
it to you i know the amount we can
calculate it versus the profit side it's
a can of water but you said that you
recommend profit if they're responsible
for profit i believe in incentivizing
the behavior that we wish to see in an
insurance restoration world
it's not up to them it's how much
insurance pays it's not there's not many
things the sales guys can do
there and i'm not disagreeing with that
i agree that there is not a lot
retail for example my retail clients
they may the sales rep may be in charge
of profit
if they are responsible for driving
profitable jobs they should be rewarded
for that
if they are not responsible i'm not
saying one's better than the other by
the way if i'm not responsible for
driving profitable jobs like you
mentioned with insurance some companies
have their sales reps responsible for
supplementing and they're very hands-off
they call it the cradle the grave model
you're the sales rep you're going to
sell the job meet the adjuster put in
the work order sit on a job supplement
it follow up collect
you deserve to be paid in the profit
you're doing a boatload of work
i don't like that model personally i
think the sales person should be focused
on selling but if you end up with a
supplement company or a supplement
division or someone that's monitoring
the jobs because a new person by the way
how many jobs every owner is watching
yep i've produced a job i lost money on
or there was no profit because this
person doesn't know any better so it
just depends on the type of the
structure of the organization does that
answer your question what's your take on
the sales manager who takes percentage
of the guys
under him like i've seen some awards
when people claim like oh i did 10
million dollars a year like how did you
tell him and then he has like five guys
under him like it's mlm
okay thank you all right let's get let's
get here the definition of multi-level
marketing
i have not i've seen this work by the
way i'm not again i owe it if it's not
broken don't fix it if you're doing
things ethically there's no need to
change if you're doing things that even
make you think at night i shouldn't be
doing this i don't feel good about it
and there's a question to pay your
stomach you need to make a change so now
we've got the disclaimers out of the way
i
i am not a huge fan of that like micro
team lead model of bringing people in i
don't think a sales manager like you
know counting i sold this amount this
year you may not have you know did were
you responsible for it maybe i don't
know if you developed a sales system
that produced it i think some credit is
due for this but to take credit for
someone's sales that they did on their
own just because you were their boss
different story i personally believe in
an ideal world and this is not possible
for every company in an ideal world a
sales manager does not sell
it is a conflict of interest i've been
in that position where i was as a newer
sales manager i was still having to sell
to support the office and i had these
customer needs me excuse me my my sales
guys need me and their customer thing or
my customers need me i have to make a
choice
both way loses then they they start
wondering are you cherry picking leads
are you being greedy
a sales manager
should sell for the shortest period of
time to then just focus and invest on
the team and in my opinion be rewarded
with a with compensation about the
growth of the company where the
company's goal and vision is aligned
with the sales reps compensation most
owners are too generous and they pay too
much so the sales manager has gets to
earn what he or she wants to far before
the company's objectives are met
how many sales people can sales manager
manage efficiently five ten like what's
that oh man that's a good question
based on volume it's based i i don't
know if there's a fixed number you know
everyone is different every team is
different the biggest thing is how many
can you support in the field if you're
running like seven offices across and
you have one sales manager that's going
to see them once in a while
it's tough i've done it it didn't work
that well the times that we had was
ideal perfect ideal perfect i would say
reasonably
20
would be at the top end
if you're
20 sales guys if you're just a sales
manager i think that's very reasonable
do you think that's too much
uh i was thinking about more like five
ten oh wow okay i mean if you have
volume because i mean think about all
the work orders training and stuff like
that i mean i think it can be done up to
20 but then i mean like i always have
numbers in my business like how many
files
can person touch in a week like for you
my supplements for me it's like i have
to have a number 50 because i have to
know like when am i hiring new person
because i can't just come and say okay
this month you have 100 files get it
done it's like no like my videographers
they have
um you know limit how many videos they
can do per day
uh sales rep how many appointments can
you you can run per day sales manager
how many you know work orders you can
improve if that's your job approval work
orders this is a semantics thing because
if we're talking a sales manager that's
handling work orders not 20 guys but but
you still like if sales guys are
bringing it to you like sales managers
still have to approve like you know
other checks like you know there should
be checklists there are
the way so what our process was set up
that the sales manager was responsible
for for sales
people and volume and bringing deals in
then we had an operations manager that
reviewed all the jobs and then that went
to up the operations guy was also the
production guy so he did all the
production in-house scheduling finding
the crews auditing all the labor orders
work orders material orders all that and
then we had guys in the field that
managed the actual installations and
then we're running around so through
those that's why i said 20. if a sales
manager is in charge of all of it you're
going to you're going to die
if you're having to run production so i
guess it goes to the definition of what
that sales manager is doing what's your
take on uh salaries or a base pay i
don't like it you don't like it i don't
not even for training
i i believe that
compensation should be tied to behavior
that should be rewarded you'll
every part of compensation in this
industry should be tied to the
performance that we are looking for from
that individual person
um i think it could be earned but i have
watched most companies are not
in a position financially to afford to
pay a base pay
they end up in deep financial trouble
because they'll hire people who don't
perform because they they have comfort
there's growth and discomfort
you can provide incentives in my opinion
tied to
new deals coming in so they get advances
on pay this i am in favor of
what i'm not in favor of is saying hey
dimitri come sell for me here's 50 grand
a year and a truck because why do you
need to sell you have you have your
bills paid you've got everything all of
your needs met
what i have found is that more often
than not and
your your mileage may vary as they say
complacency happens
so pressure is a good thing and it keeps
the hopper full as a business owner
starting at the next month august 1
you're starting at zero dollars i mean i
know you got a residual right model as a
roofer
you start
day one at zero dollars and you're
looking at your month
the sales rep in my opinion should feel
the same way because what happens is a
sales rep when they meet the depending
on the market and living expenses it's
usually between 50 and 90 000 a year
they ease off the gas they're like my
bills are paid my needs are met i don't
have to work saturdays
they get comfortable so i like to use a
pay plan that
incentivizes monthly performance i'm all
for paying very well but i think that
behave that pay should be
earned and i believe that when we tie
the pay to the behavior we're looking
for this is how we create the
environment of crazy growth in the story
of jim collins but i think it's jim
collins good to great
shares a story where there was a an
office culture and people they were
wasting like thousands of dollars a
month on printer ink and printer paper
and they put up memos don't do this
anymore so what happens and nothing
changes right so then they put up
another memo and official email stop
printing if you're not going to go to
the printer nothing changes so what they
did is they said all right we have to
get smart so we're going to put a button
on the printer that says accept print
job so when i'm at my cubicle and i hit
print i have to walk over and hit accept
print job so this is manipulating our
environment to get the behavior that we
want that's why i believe that all pay
plans should be like that button how do
we create the environment to train
the proper sales behavior that will lead
to the reward which is them bringing in
sales and them earning a lot of money
i assume the only problem i see with
that is we have to be competitive with
other industries
and i personally believe that we are
actually losing a lot of potential sales
guys because nobody wants to go
commission only if they've never had one
before so if you
and
here's the sad part for me like i see
talented guys working you know at la
fitness making 50 000 a year where i
know they will be making a hundred
thousand here but in russia we have this
progress a
small bird in hand
better than big bird in the sky
and what it means is like if if i have
something that's guaranteed but there's
no risk
i'll keep it so we have why do people
keep you know fast food jobs and they're
hard working or like grocery jobs i mean
those jobs pay 30 40 000 a year but it's
guaranteed so now you telling me that i
can make 100k how can i believe it can
you guarantee me 25 000 salary and some
bonus structures because when you do
that now i want to believe it if you
don't i mean and on top of that we don't
have a reputation of paying people this
this is true so
if i may adjust
if you pay a salary it needs to be not
enough for them to be comfortable true
like base pay like like bare minimum i
agree with you i agree people will get
to come
the same thing like on my youtube
channel
when you're in a position to provide
advice to lots of people
that's a lot of weight on your shoulders
to give bad advice
and there are companies that can and are
in a position to offer a small base that
have experience they have experience
hiring they know who to look for they
have a system in place to get people to
stick around and they're financially
healthy that they can take that risk
my concern of saying pay a 20 000 salary
like two guys in that
reached out recently young company like
hey i'm gonna hire i'm gonna pay a
salary i'm like dude it's your second
year in business
it's like your third sales rep
this could be very costly this is a
significant bill i don't know if that
makes sense in your particular
circumstance but the thing about it um
you know twenty thousand dollars a year
it's very small for most companies i
mean you're talking about 300 by the way
when i i hired people 120 000 a year
you know if that person does not work
out you don't have like you're not out
of 120k
four weeks you're out yeah or two weeks
you need to have the structure if you
know like at four weeks it's make or
break but
the the problem without that structure
that's why i mentioned before
performance standards
if you're paying someone they need to be
bringing things in to warrant it this is
about back into that organization and
the process so if you hire someone on a
salary yes you need the four week mark
you need to know and this needs to be
agreed upon early in advance i'm hiring
you dimitri you're on board 25 grand a
year this is what you get in exchange
you're bringing in x deals a month and
if you're not you're on probation you
don't hit it sorry you're gone it's
nothing personal it just means it didn't
work and if you can do that great but so
many
owners put their heart they care too
much they pay too much they see
potential at a higher
to a higher degree than that person is
capable of realizing at that particular
time in their life and they end up
getting in the hole because they invest
and then they're they they put in that
emote they're hopeless i need this guy
to work out i need him to work out i'll
just give him another two months oh his
grandma died oh this happened i mean
come on it's sales we've heard all the
sob stories in the book
we all have them life happens but
is there a time and a place to do that
yes
what i also know in this business is i
do not believe that there's a
one-size-fits-all
answer for everything what kind of tips
you have for business owners who sell
from experience
uh just because they've been in the
roofing business for 10 15 years but
they have no sales experience yeah what
kind of tips do i have for them
if they're if what's working for them is
working keep doing it
don't fix what they've broken but it's
going to be very difficult to train that
to someone else a lot of times um i
found those guys being the cheaper like
for example i have a client in chicago
for 10 years he never raised his price
and i come to him like dude how much
you're paying for the phone like
thousand bucks what that phone was five
years ago 500 bucks how much did you
truck 60 grand what was it five years
ago 30 grand
and but but he he was trying to convince
me that that's the golden rate and i'm
like we're getting this abc beacon
you know price increases seven times a
year yeah but that roofer
will never raise the price because he
does not know how to overcome that
objection how do you teach or how do you
learn how to stay competitive because
for them is coming in here's my price
leave and
they only can sell if they are the
cheapest
actually their goal is to be the
cheapest yeah that's in their mind how
how you get the job yeah so you have the
word mind is a mindset shift i see it a
lot i see people who either don't want
to adapt aren't comfortable adapting as
you mentioned owners are anti-sales they
have a bad taste they think sales people
are are slimy they think that they're
greedy they think that they're entitled
um it's people of course are there the
ones that fit that yes
but in
as with anything if you're i watched
your video on on being an overweight
owner okay i lost 30 pounds the 30
pounds i'd gained while i was in the
industry
where i know 30 people getting this with
the frame i'm five foot three i had 30
pounds on me wow it it it was uh is it
valley or what oh yeah it's just a
little butter ball man
roll me off the roof
um
it all starts with a mindset shift if
you want to lose weight
you will not achieve what you want to
happen if you do not have it in your
mind with clarity okay um rob deer deck
you mentioned my my favorite influencers
he's more recent i listened to a podcast
to his on the jordan harbinger show he
literally sat down and created the life
he wanted
he wrote it he identified it and then he
started to build it and then he started
which i still do to this day i track
every one of my days qualitative scores
in key areas and i see the relationships
between them and then i optimize but i
cannot do that without clarity so for an
owner who wants to grow they need to
have a mindset shift around what they
want to achieve and why they need to
have clarity on where they're going and
then they start to they need to acquire
the new skill sets and become a new
person who is capable of doing that
all of the resources are there i'm not
the only one providing information to
this industry go find the person that
you resonate with get their material use
it all you need from one program
again forget me for a minute
is one nugget you get that one nugget
that helps you break through pays for
itself with the amount of money you can
earn in this industry so find that piece
get clarity as to why and then you need
to build a process and start testing it
and have fun with the journey that needs
to be your mission write it on your
board i'm going to create a sales
process to reach this standard how do i
do it where do i need to go is it
pricing is it presenting is it how you
prepare your estimates right is it your
follow-up is it how you close but you
need to find what that as i say we're
always one strategy away from our next
breakthrough what's the one strategy go
pursue it document it prove it now you
can bring people in and say guys gals i
got it
come on board with me i'm going to show
you how i've done it because i got a
process love it um there's a lot of
programs now i see more and more sales
coaches
raising up do you see a lot of bad
advice do can you recognize someone who
who has a good stuff i don't know if
you're familiar with the rodney webb we
use writing web over the years good bad
ugly like how to find a sales coach
because you keep saying like don't use
me use someone else and i have people
calling me like me this guy wants thirty
thousand dollars i'm like please don't
do it that thirty thousand dollars will
be a big mistake and it will cost you
because i actually know the person like
when people call you
do you tell them don't do it don't do it
yes
i would be surprised with comments
people priced sales coaches and names
yes and i'll tell my like
i came to market with programs that an
individual rep can purchase i have a
30-day money-back guarantee
i stand behind it have i refunded people
yes you know the number one reason i
didn't make it in the industry
should i refund them no that's not my
fault but i do because i stand behind it
you reach out in that 30 days i buy back
from you
i make like for my owners the teams i
i'm running a training for a company
that's doing 75 million a year tomorrow
morning my program is the same rate for
a company that is doing the and
affordable for a company that's doing a
few million a year and they're going to
make it back in one sale
so to me i have structured my business
in a way to provide things that i don't
i truly don't believe i have any
competitors dimitri i give away tons of
training i give strategies when i talked
about that formula the b do say that's
the backbone of my dashboard here's how
to find the right people here's the
daily plan built around their income
goal i give you all the marketing
material to use whether you're
self-generating leads or inbound i teach
you how to knock doors how to overcome
objections and close it is lightning
fast boot camp to get an anyone who's
the right fit in there and succeeding in
the field with boatloads of testimonials
and i do it because i
when i was working one-on-one with
people i could only impact a few people
that's it
you had to have three grand a month
i i had a client by the way outside of
roofing it's a three hundred thousand
dollar client for me he paid me five to
six thousand a month over the course of
five years
and he he he kept me on board because he
earned it but at those rates
i can help a handful of people both from
time and bandwidth and affordability so
my advice to find the right person
you'll find a golden nugget in lots of
places
if you're not confident replicating a
process at the door or your team isn't
you shouldn't use it
is there things i don't agree with of an
approach of course
i have a value-based approach my my goal
is to help a rep be him or herself so
think of it like this i use this analogy
if i sat down with seven of the world's
best chefs i give them steak potatoes
butter salt pepper how many dishes am i
gonna get
seven
seven different delicious dishes reverse
sear grilled you know
sous-vide whatever it is but those chefs
know the fundamentals and they have the
ingredients so my style is to provide
those in those ingredients and the
fundamentals in the form of formulas
that anyone coming into this industry
regardless of sales experience or not
can apply those and mix them together
and bring a version of themselves
confidently in the field and if i can
help that rep do that the likelihood of
them sticking and succeeding is much
higher then
you have no idea how many guys reach out
to me
behind their owner's back saying my
pitch my company's teaching me isn't
working the program they're using makes
me feel like a used car salesman i got
three yesterday same words used car
salesmen so
to find the right approach is the one
that resonates with you that you can
replicate and that works and truthfully
anything will be better than nothing in
my opinion with very rare exception and
then you can learn and modify but the
biggest thing is just being able to
replicate and that's the thing that i
hear the most feedback on is it's not
working it doesn't feel like me it feels
sleazy and that's going to cause
turnover because for a rep to stick
they need to have success roofing sales
is the drug your first hit's free and it
hits the commission if they don't have
that first they don't have a quick win
they lose hope in themselves they lose
hope in the industry they lose hope in
the program and they're gone and most
you know i had a rep that was struggling
struggling struggling
picked up who's a former um
football player collegiate level big ten
university
he
all of a sudden after like 12 weeks of
struggling brings all these deals in and
i sit down i'm like jordan you've got
about 50 000 in commissions you raked in
he goes i'm not seeing it and he quit
and he took a desk job for the reasons
you shared security and stability
at a bank so i i whatever helps people
um
enjoy their work that invests in the rep
him or herself that's the one to go with
in my opinion
i want to add uh to this and for those
who is watching this channel just
i have to add it because we have so many
people
you know dolmatica
lee hate sam taggart
uh i mean
right now pool grows pretty big
i would say
go with the person
that you can relate to the most because
here's the deal
some people think that it's easy
on social media to fake you can't fake
it camera
it not only adds adds 20 30 pounds but
it's actually it's exposes you like you
can't fake like on on the camera
like you think you can like in the
interview
when you start producing videos on a
regular basis
you're showing people who you are
and if you feel like you know like if
you tell me that you like my videos it
tells me something about you if my
content resonates with you tells me that
you probably you could be immigrant you
hard-working guy you probably have you
know installing background because
that's who i am we connect with people
like us
and when people call me and say dimitri
you know lee hate was once thirty
thousand dollars should i do it or fifty
thousand whatever the price tag sixty
thousand
and i usually ask them well first of all
even if you're asking me this question
you're not confident yeah you know like
ask yourself why you're not confident
ask yourself why you need second opinion
to make that decision and i'm not
against league hate like leahy helped
people and i've seen the testimonials
i've seen guys who give leah8 credit or
anti-dometic credit i'm not against them
but when you make that big purchase
decision when or like sam taggart you
know whatever he charges like 60 grand
i'm not gonna say the same as bad guy
he's a great guy but he's not for
everyone so
you can you should feel that myself
adam here we're different
we have different personalities no not
we're not better we're just different
because if you hire a wrong personality
just like marriage you know there's a
lot of beautiful girls
but they all have different they're all
crazy in different ways but you'll have
to spend the life with the one for the
rest of your life and you have to be
very careful just because she's
beautiful
you know does not mean that you should
marry you know my five-year-old son told
me other days
he he said i'm gonna marry the most
beautiful girl and my mom my wife goes
like what about ugly he was like mom
all girls are beautiful i'm just gonna
marry the most beautiful one
like this guy he figured out
yeah so he's like but i'm gonna marry
the most beautiful so the thing is guys
look at their personalities
look who you resonate the most because
we're all different and only hire people
that you already know it's fit for you i
firmly believe like if i know like
writing web he is my idea like marco
sheridan i know those people
of the camera of their keynotes i don't
need to call someone like is marcus
sheridan worth it i'm just gonna
wire him money and bring him to the
conference yeah
[Music]
you