Why Roofing Sales?
You probably got into this business for one of two reasons:
#1 Make More Money
#2 Get More Time
I can always tell when I’m driving behind an hourly employee during the work week.
They start slow, accelerate slow, go slow, brake early, and brake often.
The boss pays the same whether they get there fast or get there slow.
The quicker they get back to the office, the faster they’ll have to do more work. There is no incentive (or not enough incentive) for them to push it.
The Truth About Time
Some people get offended when I say this, others admit that it’s true, but the fact remains… if the boss says, “I’ll pay you an extra $100 cash if you can get back to the office 10 minutes faster than the last time,” well, who in their right mind believes they couldn’t do it? Of course they could drive faster!
That’s Parkinson’s Law.
Work expands so as to fill the time available for its completion. – Parkinson’s Law
If you have one hour to run that errand, but it should only take 50 minutes, chances are it will still take you the full hour.
The UPS driver, FedEx guy, and the rural route postman all know they’re getting paid the same amount regardless of how long it takes them to finish their route.
Have you ever seen a slow UPS or FedEx delivery driver?
Nope, me neither!
Your work will expand to fit the time you have allotted for it.
Maximize Your Money & Time
As an independent sales contractor, you don’t get paid a dime more to spend a second more than necessary to get the job done and get paid.
Make a list of all the things you need to get done. Then prioritize them by what will make you the most amount of money or give you back the most amount of time.
Set a time limit for how long you’ll give yourself to make it happen.
For instance, “Today, I’m going to knock 200 doors in 4 hours.”
When you’re done knocking, go home or move on to the next priority.
The force of nature will pull you back into the same trap as the hourly employee if you don’t give yourself the constraint of time limits.
Mike CodayMike started selling roofs in '95 while working as a youth pastor at a small church in North Texas. A decade later he transitioned to speaking at industry conferences and training outside sales teams. Today, he works exclusively as the premier consultant to roofing company owners who are driven for growth.
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