We all believe in momentum, right?
It’s either working for us or against us at all times. Momentum never takes a break, it just changes direction.
Let’s go beyond momentum and explore the force of velocity.
If you’re like I am, you remember playing with dominoes when you were a kid. We would set them all up, push the first one over, and watch them fall down in a sequence.
However, if we spaced the dominoes too far apart, or at the wrong angle, not all of them would fall down. One break in the momentum meant we’d have to push over a new domino to begin a new chain reaction.
Similar to dominoes, we all know that getting one roof sold and produced in a neighborhood makes it more likely to get another roof to fall our way in the same neighborhood.
The more deals we knock down in a given neighborhood, the more deals we’re likely to knock down.
Eventually, you’ll get a strangle-hold of sales in a neighborhood where it’s almost impossible for your competition to sell anything. One deal leads to another. They start falling like dominoes.
However, just one small break in your momentum can cause you to lose the advantage of the force of velocity. Take a day or two off in the middle of your momentum, or angle just one deal wrong, and you have to start all over again.
Scientists have long argued over how much power is in a falling domino.
In other words, how much bigger of a domino can a smaller, falling domino push over. The science is long and convoluted.
Personally, I get dizzy reading the formulas. Suffice it to say, most scientists agree that a falling domino, optimally placed, should be able to create enough force to knock over a domino 50% larger than itself.
It doesn’t take too many dominoes placed 50% larger than the one before until the force is strong enough to knock down a domino taller than a modern-day skyscraper.
I read one paper where they argued the force could topple a domino 67% larger if the dominoes were assembled under optimal conditions.
The first deal in a neighborhood is always the most difficult because you’re selling without any immediate momentum or force.
Once you have sold your first roof in a new area, you have to be prepared to take advantage of the force generated when that roof is produced.
A roof in production is just like a falling domino. It has the power to help you sell a neighbor that would normally require 50% to 67% more energy when you are optimally positioned.
Not all roofs in a neighborhood will be bigger than the one before, but all prospects have their own level of difficulty in selling. So, we’re not talking about the size of the roof. We’re talking about how much energy you can generate to help you sell the next, more difficult prospect.
The more energy you harvest from sequential, consistent, production, the easier it is for you to sell increasingly more difficult prospects.
However, if you take a day or two off in the middle of your falling dominoes, you lose the potential energy of your last produced roof.
Additionally, if you have a roof go bad in the middle of a production run, that misalignment will drain all the built-up, exponential energy you’ve been creating.
In other words, you have to start all over again with another “first” sale.
- Selling roofs should be easier if you are steadily producing roofs.
- One good reason to produce a roof with no profit is because it builds energy for the next roof that can be produced with a profit.
- Days off are least hurtful when you haven’t sold or produced anything lately.
- One bad job is much worse than one bad job because one bad job kills your advantages of momentum and force that could have been used to sell the next job.
- Taking a break on production forces your sales team to work harder and make less sales.
- Constantly moving around to another new area is generally a bad idea because the first sale is the hardest sale.
- Hard prospects become easy prospects if they are sold in a steady sequence of consistent production.
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