Why Roofing Sales?
You probably got into this business for one of two reasons:
#1 Make More Money
#2 Get More Time
- Primary Motivations: The article begins by identifying the two main reasons people typically enter roofing sales: the desire to earn more money and the aspiration for more personal time.
- Behavior of Hourly Employees: The author observes the tendency of hourly workers to perform tasks without urgency, as their compensation does not depend on the speed or efficiency of their work. This lack of incentive leads to minimal effort exerted in their tasks.
- Incentive-Driven Performance: The article suggests that offering additional monetary incentives, like an extra $100 for faster completion of tasks, could motivate hourly employees to work more efficiently, highlighting the direct impact of incentives on work performance.
- Parkinson’s Law: The concept that “work expands so as to fill the time available for its completion” is introduced, explaining that people will use all the available time to complete a task, even if it could be done more quickly.
- Comparison with Delivery Drivers: Contrasting hourly employees, delivery drivers (e.g., from UPS or FedEx) are noted for their efficiency and speed, as their compensation is not tied to how long it takes to complete their routes. This underscores the role of work structure in employee productivity.
- Efficiency in Independent Sales: For independent sales contractors, including those in roofing sales, efficiency is key as their compensation is tied to performance and results rather than hours worked. The more efficiently they work, the higher their potential earnings.
- Prioritization and Time Management: The author advises making a list of tasks, prioritizing them based on what will maximize earnings or save time. This strategy is crucial for independent contractors to manage their work efficiently.
- Setting Time Limits: To avoid falling into complacency, roofing salespeople are encouraged to set time limits for their tasks, such as allotting a specific number of hours for door-to-door sales. This practice aims to foster a sense of urgency and productivity.
- Avoiding the Hourly Trap: The article warns independent contractors against the mindset of hourly employees. Without self-imposed time constraints, they might start to work less efficiently, contrary to their goals of earning more and working less.
- Conclusion and Signature: The article concludes with a sign-off from Mike, implying a personal touch and possibly a series of communications or writings. The sign-off “Peace” suggests the author’s wish for the reader’s well-being and success.
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.