The Art of Saying No: The Sales Secret 97% of Roofers Miss with Dashaun Bryant

Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
You're not losing sales because of price
competition or bad leads.
You're losing them because youhaven't mastered the art of no.
And that's exactly what DeshaunBryant is here to teach.
In this episode, we're divinginto the mindset, language and
frameworks that drive top-tiersales performance with the one
and only Deshaun Bryant one andonly Deshaun Bryant From the art

(00:27):
of the know to mastering wordprecision.
This is a deep dive into whatit really takes to become
unforgettable in the roofingindustry and in life.
Deshaun Bryant is the founder ofRoof Hustlers, a coach in the
Roofing and Solar ReformAlliance and the visionary
behind the Best HustlerExperience and Best Hustler
Academy.
He's trained thousands of repsacross the country and continues
to elevate the game throughtactical sales, training,

(00:49):
personal development andunapologetic authenticity.
Deshaun's journey isn't justabout sales.
It's about growth.
From struggling with streetslang and early sales calls to
obsessing over word economy andemotional intelligence, his
evolution is a case study inwhat loving the game really

(01:10):
looks like.
Whether it's parenting, diet orknocking doors, deshaun applies
systems and intention to everypart of his life.
So if you want to master thelanguage of influence, build
unshakable confidence and becomethe kind of rep who owns the
room and the block.
This episode is your blueprint.

(01:30):
Let's get into it with DeshaunBryant.
Welcome to the Roofing SuccessPodcast.
I'm Jim Alleyne and I'm here tobring you insights from top
leaders in the roofing industryto help you grow and scale your
roofing business.
Deshaun.

Speaker 2 (01:49):
Bryant back again.
Yes, sir, man, I appreciate it,appreciate it, honored, and a
privilege and a pleasure to beback.
It's always nice to see yourface, man.
It's always nice to be on thepodcast, and sometimes I got to
get out of my own head right,because I'd be like man, it's
like my fourth time being on thepodcast, or third, fourth time.
I'm like man, jim, I'm tired ofhearing from me, man.

(02:10):
So I'd be like, let me try tolet somebody else get on it.

Speaker 1 (02:14):
We just always have a good conversation.
So it's like we got to comeback every every six months or
so, come back to it and havesome more um, because I know, I
know your work, the work thatyou put in and the sessions that
you do over at the rsra and the, the stuff you're doing with
best hustler academy likethere's a continuous evolution

(02:37):
and so so I really enjoy.
I really enjoy that and uh, and, and there's always something
new to talk about we're talkingman.

Speaker 2 (02:46):
Yeah, I think it's important evolving again.

Speaker 1 (02:48):
Yeah the evolution and one of the things that you
seem from us.
We had a conversation a week orso ago and you were talking
about training on the art of theno, and I thought, man, that's
a good, people need to hear that.
So how can someone build theskill set around the art of the

(03:13):
nose?

Speaker 2 (03:15):
Yeah, so what?
What really inspired this was?
You know, I fly around thecountry and I coach and train
numerous door-to-door salesteams.
Right, and I started noticingthat sales guys were losing
control of the sales process.
So they would be, like you know, one, three, four layers deep

(03:37):
into the sales process and nowthe homeowner is starting to
flip it on them with deductibletalk or they want estimates, or,
you know, they're trying tofigure out what the sales reps
is going to do for them outsideof just helping them get a new,
a brand new roof.
So I went to like reallyassessing and studying the way
these sales reps been workingand I'm like what's the gap?

(03:57):
I'm like, ah, first of all,these guys have no process.
Second of all, they're runningaway from the of all.
They're running away from theword no.
So they run away from the wordno and don't confuse the word no
with an objection Right?
So I don't want to.
I don't want nobody up on myroof.
I want my race to go up, Idon't want to get dropped.
Like.
That's not what I mean bychasing the art of the note.

(04:18):
Like the art of the note, whatI mean by chasing the note is if
there is something to kill thisdeal, let's get it out the way
early.
I mean before we even do a roofinspection, before we sign
paperwork, before we get theinsurance company involved,
before we get to this place ofpicking our shingles and all of

(04:40):
these things.
If no is to kill the deal,let's get it out the way early.
So no is the second best answeryou can hear in the sales
process, whether you believe itor not.
And sales reps don't believethat.
They're like, oh, when I hearthe word no, that means the
sales is over, and I'm like,actually, when you get the word
no out earlier, you saveyourself a lot of time, money

(05:01):
and resources.
So, as I've been studying this,it's a phenomenal book called
the Art the Win Without PitchingManifesto, the Win Without
Pitching Manifesto, right.
And what I've learned, jim, ispeople read books, but people
don't study books, right, theyread a book, put it down another
book.
So I done read the book once.
I went back this time and Istudied the book.

(05:22):
So I really started studyingthis art of getting to the know
sooner than later.
So now what we've been teachingsales reps is the door to door
proclamations right, the door todoor proclamations, which
allows us to get to the nosefaster than just begging for
business, right?
Just throwing up a sales pitchand hoping somebody say yes,

(05:44):
when it actually now we'rehaving conversations over
presentations for business,right?
Just throwing up a sales pitchand hoping somebody say yes,
when actually now we're havingconversations over presentations
, right?
So the purpose of theconversation is for us to first
of all establish the rules ofengagement, to see if you're
going to allow me to serve youin the way I see best fit
possible, and if you ain't goingto even allow me to lead the

(06:04):
sales process the way I want tolead it, from start to finish,
let's just get to this.
No, now, let's just get to this.
It don't even make sense for usto move forward, no more.
It don't even make sense for usto even go to that next step,
because you're not going toallow me to be the practitioner
and take over this process.
And, unconsciously, what salesreps don't understand is the
homeowner wants to feel slightlyvetted.

(06:26):
They want you to show that, hey, you got a process, you got a
routine, you got a way of doingthings right and as they see you
, just as they see you start tostep into your expertise, they
actually lower their guard, theytake a step back and they let
you take over the sales process.
Right, so I'm teaching guys toget to the no sooner.

(06:49):
We reversing the roles of theobjection, right?
So if we know a homeowner gotanywhere between a one to three
percent object uh deductible wesaying hey.
So, mr jim, the averagedeductible we typically deal
with is anywhere between two toseven thousand dollars.
I just want to make sure you'recomfortable with making that
type of commitment before weeven move forward.
No, I don't think I can handlethat type of commitment.

(07:11):
Even if we was to offer youfinancing and show you a way you
could pay that for 24 months,zero interest.
No, that ain't something I wantto do.
Completely understand.
Hey, I hope you find somebodyelse that can better serve you.
Here go my business card.
If you change your mind, yougive me a holler.
Let's get to the no sooner thanlater, instead of now.
I done.
Got you approved, jim.
Now I'm at your kitchen tablepicking our shingle colors and

(07:33):
now you're like oh, I can'tcover my deductible and now it's
my responsibility to overcomethat objection.
Versus, if I bring thatobjection up first.
Now you got to overcome theobjection right.
We teach sales reps to do littleminor things that give them so
much control, like this, whenyou got a sales rep that say,

(07:55):
not a sales rep, an owner thatsay, well, I don't sign no
paperwork, I don't sign nopaperwork.
Well, completely understand, mrJim.
The thing about it is we're notable to help you at the highest
level.
It's actually company policythat we can't move no further in
this process unless we get thispaperwork signed.
Now it's no longer emotional,it's just company policy.

(08:16):
Right, it's a part of being incontrol of the sales process.
And all of these tactics andstrategies that we teach in guys
now are to help you get to theknow sooner so you can properly
vet out your homeowners, so youcan have selectivity with who
you decide to do business withand everybody you do decide to
do business with.

(08:36):
And we move forward in thisprocess is 10 times smoother
because we did everything to getthe know out sooner than
dealing with it too later in thesales process, because we did
everything to get the note outsooner than dealing with it too
later in the sales process.
So these be some some newthings I've been teaching the
sales reps man, and it's beenfun because, before we move on
because I know we're going toimpact this One thing I've been
reminded my sales reps right isthat your homeowner worked hard

(08:58):
to get that house.
They worked hard to buy theircar, they worked hard to be in a
position to lead their familyright.
So, even though it's in theirnature to be in control in this
situation, it's not in theirbest interest.
So what you got to understandas a sales rep your homeowner

(09:18):
going to naturally want to leadthe process, because that's what
got them to where they are atin their life right now, because
they've been able to takecontrol and lead things.
But you got to understand, yougot to stand your ground as that
sales rep and understand thatif we are to get to the best
result possible, I got to stayin control, I got to lead this
thing from start to finish andif we are to get to the no and

(09:41):
it is to kill the deal let's getto it sooner than later to get
to the no and it is to kill thedeal.

Speaker 1 (09:48):
Let's get to it sooner than later, would you say
the the, the biggest no's whatI heard deductible signing the
contract.
What are some other no's thatyou're getting out of the way
sooner than later?

Speaker 2 (09:59):
um, so we we dealing with the and and then within our
process.
Right, because we do a lot ofstorm restoration.
Those are some of the main ones.
Homeowners don the main ones.
Homeless don't want to signcontingencies.
Don't want to signcontingencies.
We try to get that out of theway sooner than later.
Money, as far as, like, theycan't afford certain deductibles
, right, sometimes they mighthave needs that we can't fulfill

(10:21):
and we don't want to tell themno.
So we'll dance around it andget further in the process, even
though we know we we don't gotthe resources.
Like their needs and ourexpertise don't align together,
right?
Um, sometimes it's distance.
Homeowner live two hours and 30minutes away.
Instead of you saying no, youout my jurisdictions, I can send

(10:42):
you a referral.
You driving two hours and 30minutes to go.
Take care of this homeowner,and that's a reason why it
possibly don't make sense for usto move forward.
Also, they're not allowing youto leave the process.
That's a no.
We want to get out of the wayearly, sooner than later.
Will they let you be the expertthat you need to be to get them
to the results that they want,or are they going to try to take

(11:04):
over the sales process and makeyour life miserable.
So these are all some thingsthat you got to address early,
in a sense of like conversationover collaboration.
I mean a conversation overpresentation.
When we having a conversationwith our homeowner, we set the
rules of engagement from theget-go.
I'm going to do an outsideinspection, I'm going to get up
on your roof and check out, youknow, the damage up on your home

(11:28):
.
After that we're going to comeinside the house and look for
interior damage as well.
Do you have any suggestions orany recommendations before I
decide to move forward with myprocess?
In the beginning of the salesprocess, that's when you open up
for your homeowners to haverecommendations or suggestions.
If they don't have anyrecommendations or suggestions
on the front end, they gave youthe freedom of execution.
But most sales reps don't dothose things.

(11:50):
On the front end, they woreeverything down and the
homeowner just step in and takeover control any chance they can
.

Speaker 1 (11:57):
That was a nugget right there and that was where I
was going with it.
What are the steps toconfirming that the homeowner is
allowing you to have control?
And that was you know whatother?
Is that the frame right there?

Speaker 2 (12:14):
That's the questions, do you have any other Yep, any
suggestions?
Anything before I get started.

Speaker 1 (12:21):
Yep.
No, I don't yeah what if theydo have suggestions.
Yeah, what if they do havesuggestions now, hey, I do want
you to this, I want you there, Iwant, I want, I have a
suggestion about this and that.
What?
Where is that your beginning?
And is that in, uh, you know,in a in a, in a, in the
framework of over overcomingobjections?

(12:42):
Then those become objections inyour, in the control of the of
the conversation.
Conversation, what, how do you,how are you treating that?

Speaker 2 (12:49):
that's a great question, right.
So now, now we open it up tocollaboration, because the
problem with most sales rep, jim, is they go into presentation
mode.
Well, it's a one-sidedconversation where they telling
the homeowner everything they'regoing to do, right, versus when
you stay in control of theprocess.

(13:11):
We have a conversation.
So now we're going back andforth in dialogue.
Is there any other suggestionsor recommendations?
Yeah, I noticed this going on.
I want to get this taken careof.
I want to do this right Now.
We got this opportunity to talkabout these things on the front
end.
Right, okay, I can handledeciding, I can handle this.
I can handle this part of theprocess.
We don't do this, but we areable to help you with this.

(13:33):
So I'm able to handle four outof the six things that you want
to get taken care of.
Does that sound good?
Yeah, no, I'm cool with all ofthose things.
All right, now I'm about to goahead and get my process started
.
Just Just want to make sure allthese things make sense because,
also, one thing we address, jim, in the beginning for the
conversation that opens it tocollaboration is, once I come
inside the house, I'm a look forinterior damage.

(13:54):
Once all of these things areconfirmed and I feel like it's
enough damage worth movingforward, the next step is we're
going to cover some basicpaperwork that is going to be
required for us to take thesenext steps forward.
So I'm telling them every stepof the process we having a
conversation, not a presentation, once I address all of these
things that they couldpotentially say no to on the

(14:16):
front end, if they say no tonothing.
They gave me the freedom ofexecution and I've got all of my
potential objections out of theway before I even got into the
process.
Yeah, most of my homeowners, mrJim, they sign this thing what
we like to call a contingencyagreement which allows us to
help them through the process atthe highest level possible.
I want to make sure you're notgoing to have any issues with

(14:37):
that.
Oh no, that's how we can help.
This is how you guys do yourjob the best.
I'm fine with that, sounds goodand that's like I said.
I'm giving you the freedom ofexecution.
So one thing I've learned tohave me looking at this with
sales rep, this is how theytypically do it.
Hey, we get up to give you aquick 10 minute inspection and
then we'll let you know where wego from there.
That's it.

(14:58):
We'll give you a quick 10minute inspection.
We let you know where we gofrom there.
We let you know where we gofrom there and the rules of
engagement haven't beenestablished.
So now, when they come down andthey're trying to take these
necessarily next steps, thehomeowner starts stepping in and
roadblocking everything andthey're trying to take control.
And now they're hitting youwith objections.
I don't really want to signpaperwork Now.
You got to overcome thatobjection.

(15:19):
Why do they need to signpaperwork Now?
They last said they're going tohelp me with my deductible.
Now you gotta overcome thatobjection.
How you gonna overcome?
So I've been learning.
We got to reverse the roles ofthe objection, which is you
bring these things up first.
You make your homeownerovercome your objections, versus
you trying to overcome theirobjections.

Speaker 1 (15:35):
Yeah, that's awesome it sounds in another
conversation that we've had wasthe mindfulness of words, and
that's what really remind that.
This is where, like, as you'resaying these things, it's like
you're very mindful with thelanguage that you're using.
Speak on the mindfulness ofwords and eliminating,

(15:57):
eliminating that the unnecessaryin words, in your language and
in your in your conversations.
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Speaker 2 (16:56):
Speak on the mindfulness of words and
eliminating the unnecessarywords in your language and in
your in your conversations no,that's, that's beautiful, right,
because sales reps, the, theveterans understand this or the
really good guys understand this, but the new guys within that
year to three year range is well, first of all, let's take it

(17:20):
back to the beginning.
Always ask people who taughtyou how to use the words,
phrases and like statements thatyou use.
And most people be like whatyou mean?
Who taught me?
I'm like, who taught you?
It's like I don't know school,my parents I said no, nobody
taught you.
You just picked the shit up.
You just heard people sayingthings and you just kept

(17:41):
repeating it.
Right, it's funny because allof us say are you you sure?
And I always ask people whotaught you to use that?
Like you know what I'm saying.
Like who taught you to say hey,when they say this, say, are
you sure?
Yeah, like nobody's taught usthat statement.
So over the past five years,I've been obsessed with like how

(18:03):
do you become more precise,concise, directional and
destinational when you haveconversations with people?
So I'm a word.
I try to be my best to be veryattentive to words and be a word
Smith.
So I'm like how do I cut outthe fluff, let alone the doubt,
when I communicate with myhomeowners.
So I recently read this bookcalled when I communicate with
my homeowners.
So I recently read this bookcalled Argue Less, talk More the

(18:27):
Next Conversation.
It's a whole book on how tohave proper arguments.
And then, as I'm reading thebook, I thought about it.
I'm like who taught us how toargue?
You know?
Like who taught you how toargue?
Nobody never taught you how toargue.
That's why when you get inarguments, it go from zero to a
hundred, because nobody nevertaught us that the purpose of an

(18:49):
argument isn't to get to asolution, it's just to have a
good enough conversation to havethe next conversation.
You know, I'm saying that's thepurpose.
Let's let's have a healthyenough conversation to get to
the next conversation.
So now I'm studying this stuff.
I'm like whoa.
Sales reps love to useunnecessary words.

(19:09):
I'm just calling the follow up.
This is just.
I like basic paperwork.
That is one of my favoritethings.
But sales reps love to say thisBasically, what we do is so
essentially what the next stepswill be.
I'm sorry to bother you, I'msorry for being late, right?

(19:33):
So as I'm studying these things, I'm like man, how do we be
more in control and moreassertive in the way that we
communicate with homeowners.
Why?
Because people follow assertivepeople.
It's hard to not follow thelead of an assertive person.
And then I've learned 88% ofpeople are non-confrontational.
So when we sell people, wedon't use these unnecessary

(19:54):
words like adverbs.
So a lot of sales reps love touse adverbs.
Basically, sales reps love touse adverbs basically
essentially um, actuallyespecially like all of those
words.
So now it's if you do haveenough story related damage, the
next steps we're going to takeis get in contact with your
insurance company, let them knowwhat's going on.
If there's enough damage, we'regoing to get them out here so

(20:15):
we can get the ball rolling veryassert, but not aggressive,
right?
Basically, what we do is so wedon't say basically, we say what
we do is we let you know thesteps you can take to get a
brand new roof we're able to getthe insurance company to pay

(20:38):
for Very assertive, very direct,but in a very compassionate,
you know, non-aggressive way.
So when you late, right, andyou communicated with your
homeowners, hey, I'm 15 minuteslate when you show up, stop
always apologizing.
Save your apologies for whenthey matter.
So if you already gave them aheads up that you're going to be
late.
When you show up to the house,you don't say hey, I'm sorry for
being late.
You say, hey, thank you forbeing patient, thank you for

(21:00):
being patient.
Thank you for being patient.
I appreciate it.
Now.
I'm not coming from thisminimizing position because
people think when they'reapologizing, they're being
considerate and they're beingthoughtful.
No, you minimizing yourself,right?
So we've been paying attentionto all of these little nuances

(21:21):
of the game.
That allows you to be moreassertive.
Also when it comes to tone,right, I've been playing with
the tone with people because Iwatched this past weekend, I did
a training and the tone wentlike this it went up and then
down, so it was like this.
So what we do is we can havepeople get nervous.
I'm like why are you droppingyour tone?
Ah, so I learned somethingrecently, a technique I how do

(21:42):
you maintain a solid tonethroughout a sales presentation?
It's equivalent to you being atThanksgiving dinner and you ask
somebody to pass you the salt.
When you ask somebody to passyou the salt at Thanksgiving
dinner, you don't say, hey, canyou pass me the salt please?

Speaker 3 (21:59):
You'd be like hey, uncle Jim, pass me the salt.

Speaker 2 (22:02):
Uncle Jim, pass me the salt man, hey, can, can you
pass me the salt please?
But that's how sales reps askfor the clothes.

Speaker 3 (22:11):
So if there's damage like the.

Speaker 2 (22:13):
the next steps will be that we contact you, know,
like you know your insurancecompany, all of those filler
words because they're notassertive in their communication
.
So we've been unpacking andcontinuing to fix the nuances of
the game so guys can be thatmuch concise, precise,
directional and destinationalwhen they're closing their

(22:36):
homeowners, be more assertiveand actually get more deals
close.

Speaker 1 (22:41):
How do reps?
Because to me, the learningprocess is first you learn
something and then all of asudden you hear it in what
you're doing.
Right, so you learn, you startto you're like, oh, I hear
myself saying it.
Then the next step is to workon that and eliminate those

(23:06):
things and then you get to moreof a mastery level.
What is that?
What is?
Walk a sales rep through thatprocess of how they how do you
identify the words that you'reusing that are inefficient?
What changes do you make tohave a more clear and concise

(23:34):
conversation, and how do youmake sure that you do that every
single time?

Speaker 2 (23:41):
Great questions, right?
So step one, phase one learnyour script or whatever it is
that you need to do.
Learn your script right, getthat foundation down.
So now at least you gotwhatever it is you need to say
memorized, because I want to letyou know it's going to take you
a while to correct your grammarand your vernacular, because

(24:02):
you've been speaking this wayfor 22 years, 23 years, 25 years
, whatever, 30 years.
You're habitual, so you've beendoing this your entire life.
So, phase one learn the script.
All right, you got your scriptdown, pat, boom.
Phase two raise your level ofself-awareness.
And self-awareness has so manylayers to it, right?

(24:23):
People view self-awareness of,like, just becoming aware of my
triggers and what makes me angry, what makes me sad, like that's
how they view self-awareness.
No, self-awareness is to knowthat you snarl your lip when you
say certain things.
Right, people say certainthings.
You and your eyebrows raising,you look at people like they
stupid, right?
So, like you got to starthaving that self-awareness of

(24:45):
everything about you that shiftsand moves during conversations.
So now you're raising yourself-awareness, right?
Ok, I'm becoming mindful of theway my physiology changes, the
way my tone changes, the way myvoice cracks, right the way,
when I get aggressive, when Iget defensive, you becoming
aware of those things.

(25:06):
Okay, now I'm raising my levelof awareness and as you raise
your level of awareness, now youstart to use the past as
valuable training.
So, like you said, jim, phaseone learn the script.
Phase two become self-aware.
Phase three start listening toyourself.
And I'm'm telling you, it's oneof the most difficult things to
do, because you don't listen tothe words that you say.

(25:30):
You just say the words that yousay uh-huh, you don't listen to
them, you just say them.
Because I'll be training with asales rep and I'll be like why?
You just said that they'll'd belike.
I didn't say that, I'm like, Ijust heard you say it.
What did I say?
You said this oh man, I didn'teven know.
I'm like yeah.
So now I got to bring it toyour awareness that you say

(25:52):
certain phrases, because youneed somebody outside of the
picture to bring it to yourawareness, because it's your
habits and your brain.
Your brain don't recognize yourhabits.
Your brain only recognizes newpatterns.
So once it becomes habitual,your brain don't think about it
no more, it's normal.
Yeah, your brain don't got toacknowledge it.

(26:14):
No more, it's like this is whatwe talk, this is how we do it.
I ain't, I ain't payingattention to nothing.
I say because we've been sayingthis for 20 years now.
When you start paying attentionto the words that you're saying,
now you're forcing your brainto start being mindful of the
words that it's using.
So now you're saying basicallyand you're stopping yourself,
versus your brain used to sayingbasically and keep going.

(26:34):
So now you're like, oh shit,now you're forcing your brain to
look for new words.
As you're forcing your brain tolook for new words, as you're
forcing your brain to look fornew words, it's I want to let
you know, it's going to beexhausting because the brain
only want to use 20 energy, andthe 20 in the energy that is
using every day, and want to useit on things that it already
know.
So you learn your script.

(26:55):
You start to become self-aware,right as you're raising your
self-awareness.
Now you're starting to.
Now you're beginning to listento the words that you use on a
day to day basis and if youreally want to get anal about it
, get an accountability partnerand get them to call you out
every time you use a word thatyou're trying to get rid of.
And you just said, basicallyGod, thank you, ok.

(27:15):
You just said are you sure?
All right, and now you willeventually start forcing
yourself to find better words,use better terminology, have
more clear, concise sentenceswhen you communicate with
homeowners or the people in yourlife.

Speaker 1 (27:35):
Yeah, and there's.
I think about this from atechnology perspective now too.
It's very easy.
First of all, it's been aroundfor a long time.
All that it's been around for along time.
My wife would.
She would like I would watch mypodcasts and edit them and do
all these things for years.
And she's like, how do youwatch yourself and listen to
yourself?
Like, how do you do that, likeit's so.

(27:56):
It is so uncomfortable to hearyourself in the beginning, to
hear what you say, the tonalitythat you use.
It's very uncomfortable.
So I have some ideas for people.
You tell me what you thinkDeshaun.
So first of all, you have, like, the software that's developed
for this.
Things like Rilla and CiroRilla Right, like Rilla and Ciro

(28:19):
are developed for this specificperson or for this specific
purpose.
To make sure that you'regetting those words, I'm going
to give you a simple hack.
There's a voice recorder onyour phone.
Straight up A voice recorder,you can download that, that
audio, and make a transcript,get the transcript from it and

(28:43):
you could upload that into, likeChatGPT without listening to
yourself.
You could just upload it andtell ChatGPT you are an expert
salesperson.
I am trying to eliminateunnecessary words like, and
unnecessary words and phraseslike this.

(29:04):
That the other thing pleasereview this transcript and let
me know where I'm at.
You know, like, what I canimprove upon, and it will do it
very quickly.
It's pretty crazy, and so whatI would suggest to people is at
least, at least, if you'rededicated to this craft, if you
are dedicated to improvingyourself, just turn on the voice

(29:27):
recorder on your phone and whatyou just said is crucial.

Speaker 2 (29:32):
Do you got the dedication?
That's right, are you that?
Because I think that if I hadto, like explain what made me
want to become more aware of thewords that I use and the way
that I communicate, is because Iwas raised in the hood so I was
heavy slang.
My first two, three years inthe industry I was like 80 slang

(29:52):
.
You know what I'm saying, youfeel me, you know what I'm
talking about.
Like I, that was majority of mycommunication and maybe, like
after a few months in the game Iwas like this ain't gonna work,
this, this ain't gonna work, nomore.
Like we gotta, we gotta cleanthis up.
How do we get better at this?

Speaker 1 (30:11):
and I'm on year 10 and I'm still trying to find
ways to get better at it itnever ends, but it never ends,
it never ends, right, but, butyou have to start somewhere and
just start with.
Just start with listening toyourself or having, like you
said, if you have anaccountability, if you have
someone out there knocking withyou and listening to you, hey,
let me know if I say any ofthese things.

(30:32):
Right, and they could, they canlisten for those things for you
.
But if not, man, just voicerecord yourself and then go back
and listen to it.
You will find things thatyou're like Ooh man, why do I
say that?
And it's, it's a nonstop,continuous process, like I've.
I've been speaking on stagesfor years, and, uh, it was a

(30:54):
couple of years ago I did, I wasdoing a presentation and it was
the word right.
I started using the word rightas a filler.

Speaker 2 (31:03):
I've been, I've been noticing, noticing, I've been
doing it too Right, right, right.

Speaker 1 (31:09):
So it was.
It was something that becamevery conscious to me and I, and
then, once it's conscious to you, now you can start working on
You'll still say it, I promiseyou.
You'll still say the thingsthat you want to eliminate, but
at least your brain, like yousaid, your brain is catching
them.
So that is that, that wantingto get better, that, that

(31:34):
seeking improvement to me isanother topic that we've had
conversations about, and that'sloving the game.
I know you're enjoying theepisode, but let's give a shout
out to another one of oursponsors.
As a roofing marketing agencyowner and coach, I've seen it
all Great marketing wastedbecause no one follows up fast
enough.

(31:54):
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(32:17):
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Your full ai team is ready.
That is that, that wanting toget better, that, that seeking

(32:38):
improvement to me is anothertopic that we've had
conversations about, and that'sloving the game, yeah yeah, I
don't think most sales reps lovethe game.

Speaker 2 (32:51):
I think they love the money, they love the checks, so
they do just enough to win andas they win, they like well,
it's working, I'm winning.
I don't need to change nothing,I don't need to grow, I don't
need to involve, I don't need toimprove, I'm solid.
And I believe it takes adifferent level of curiosity in

(33:16):
order to really fall in lovewith the game.
Because I think about KobeBryant.
Right, if you studied the game,he got to a point to where he
couldn't drive no more.
Like, if you watch Kobe, hecouldn't drive no more because
young Kobe was dunking on him.
He was dunking on you, bro, hewas on the lane dunking on you,
you know, right.
And then he got to a point hecouldn't drive anymore.
He was like you know what?

(33:40):
I need to get nasty.
And that's what Kobe did.
That's what gave him thelongevity to keep playing,
because he couldn't drive.
So he had to step back andlearn how to do that.
So, for me, I started learning.
I'm like man motivation getsyou in the game.
Right, motivation will get youin the game.
Learning is what keeps youplaying the game for a long time

(34:01):
and learning is what keeps youplaying the game for a long time
.
And then for you to stay incontinuous learning mode, you
got to have a love for the game,to love the nuances, to love
the big picture, the smallpicture, like the words, the
transitions, the closes, themannerisms.
How do you work a heavy workwork neighborhood?

(34:22):
How do you step into a heavywork neighborhood and sound
different than everybody?
That's for that's, that's alove of the game.
How do you take a normal roofinspection right and turn it
into maintenance?
And now you don't got yourhomeowner thinking about it like
not just getting a freeinspection, getting a brand new
roof, but, dang, you're right, Idon't maintenance my property.

(34:44):
Yeah, go ahead and check thatout for me.
I ain't even thought of,because now I've been learning
over the past few months andyears.
I'm trying to get away fromselling roofs, jim, and I'm just
trying to focus on sellingperspectives.
But that came from me lovingthe game.
I'm like, whoa man, I don'treally think roofs is what we

(35:04):
sell.
So what do we sell?
I'm like, oh, we sellperspectives.
So now, how do I master thisart of selling people a new way
to look at their problem andI've just been playing with
these things, man.
So you got to love the game.
You got to really love the gamebecause, like me and John Cena
say all the time, man, moneychases mastery, money chases

(35:25):
mastery.
As you master your craft, asyou get better at what you do,
people will chase you.
You will attract a certain typeof income once you start to
learn how to operate from thatthird level of value, and that
third level of value iscommunication, right, which is
one of the best ways to makemoney is using your mouth, not
using your physical body.

(35:46):
But you got to have a stronglove for the game of sales, the
game of human nature, the gameof self-awareness, the game of
the mindset, being mindful,doing the internal work, just
really human optimization.
That's what I've been tellingpeople lately.
I've just fell in love withhuman optimization.
I want to be an optimal human.

(36:07):
I love ai, but ai don't allowme to be an optimal human,
because that's internal work yesyou know, and it's that you
have to.

Speaker 1 (36:18):
You have to enjoy the growth.
Um, it's the.
You know six basic human needs,tony robbins.
You know growth is one of themand if you have that, if you, if
you lean into that and youenjoy that, you love that, my
goodness.
Like the, the, it's somethingspecial.
How do, how have you broadenedyour learning over the years?

(36:41):
How have you, how, how have you?
You know you have over theyears, how have you, how, how
have you?
You know you have the love ofthe game now, how do you?
How do you, how do you continueto evolve, is it just?
Hey, I'm just looking forroofing knowledge.
I know you look outside of theroofing industry a lot.
How do you broaden?
How does one?
How does a sales, sales rep,how does an owner broaden their

(37:03):
knowledge?
Man, so we.

Speaker 2 (37:07):
We was just having a conversation about this.
I got a really good friend andhis name john, and um, he was
telling me how he's like man.
I've been going to these, theseexpos and these roofing
conferences and it's like I knowmore than majority of these
people that's up on stage andblah, blah, blah, blah, blah.
And I, like you, know what yourproblem is, john.
He said what I said.
You only learn from people inthe roofing industry.
He's like what I was like.

(37:30):
Just to bring it to perspectivefor you, I've never learned from
one coach in the roofingindustry.
I've never had coaching fromnobody in the roofing industry.
Love Adam, I love all of theseguys, but when I was young in my
journey, I didn't pay no back.
I didn't pay nobody.
The first coach I spent moneyfor was Grant.
He was outside of the roofingindustry.
The second coach I spent moneyon was coach Michael Burt.

(37:53):
He don't even sell roofs, he'sjust a super coach.
Then I went from coach MichaelBurt to you know, I was learning
from the real Brad Lee.
I was learning from John CMaxwell, myron, golden, just all
of these high level people thathad nothing to do with the
roofing industry.
Because once again I waslooking at how do you become the
best version of yourself, thebest human?

(38:14):
I didn't want to learn how tobecome the best roofer, right.
Then I went to learning how doI develop my mindset.
Then I went to learning how doI develop my mindset.
Then I went to learning fromyou know, mindset coaches, like
what's my boy name?
Relentless Tim Grover, and thenBrian Kane and then Alex Steen,
and you know.
Then I learned from Dr DavidCook, which is one of the top

(38:35):
mental performance coaches inthe country, right.
So I'm learning from all ofthese people outside of the
roofing industry.
And right now I'm reading abook called the Art of the
Impossible, which blew my mind,and they got this theory in the
book that I thought was prettyphenomenal.
They said when you're somebodythat started in one industry and
that's all you did for a longtime, you will make more money

(38:58):
faster and sooner than the broadguy faster and sooner than the
broad guy.
So the guy that's broad, thatmaybe he worked in a grocery
store, maybe he rapped for alittle bit, maybe he did
bartending, then he went and dida construction job and then he
worked at a grocery store,whatever he did all of these
different things and theneventually he got into the

(39:21):
roofing industry.
All of these different things,and then eventually he got into
the roofing industry.
He will start behind the guythat had been in the roofing
industry for a long time buteventually he will pass them and
start making more money thanthem because his learning is so
broad that he can bring all ofthese different skill sets to

(39:42):
this industry and thrive.
So people see me so good.
They see I'm good at sales.
They see I'm good on stage.
They see I'm good at all ofthese things.
I'm like oh no, bro, I went toa performing art school when I
was 10 years old, so I wasacting and I was doing
monologues when I was 10 yearsold, right.
Then I played football for awhile, right.
And then I did door to doorsales, selling the fundraisers.
Then I worked in a grocerystore for three and a half years

(40:05):
where I learned how to talk tohumans.
Then I worked at anothergrocery store.
Then, you know, I started doingthis.
Then I made music.
But I've done so many randomthings that allowed me to learn
from so many different arenas.
And then, when it comes tobooks, I read sales books,
relationship books.
I read the male and femaledynamic books.

(40:27):
I read parenting books, I readpsychology books, I read
spiritual books.
Like I read all of these randombooks.
None of them have nothing to dowith roofing.
And then what is innovation?
Innovation is taking principlesfrom one industry and you bring
them to another industry.
That's all innovation is.
Innovation is an inventionisn't like innovation.

(40:51):
Innovation is I'm a marketer, Igo learn from a marketer and
then I use it on the doors.
That's innovation, right.
So I take stuff from differentindustries, different markets,
different types, learning and Iapply the principles to what I'm
doing, like the book the Art ofthe Impossible.
I've never heard empathy usedthis way.
You say what is empathy?
Engaged presence.

(41:12):
I'm like damn, that's good.
I've only heard empathy likethis.
When you listen to understand,you don't listen to respond.
That's the only way I've everheard empathy explained, like
when it comes to communication.
The way they talked aboutempathy, they said it's engaged
presence, boom, innovation.

(41:33):
I read this book called theRational Male.
It's a whole book on the maleand female dynamic.
Right has nothing to do withsales.
I heard one principle in thebook that blew my mind.
Has nothing to do with sales.
I heard one principle in thebook that blew my mind.
It said I will always ratherexperience rejection over regret
.
I will always rather experiencerejection over regret.

(41:54):
I said, oh shit, that's a salesprinciple.
This book don't got nothing todo with sales, but that's a
sales principle because so manysales reps regret not knocking
that million dollar home, theyregret not walking into that
commercial building like theygot the regret.
So I teach them now alwaysrather experience rejection over
regret, experience rejectionover regret.

(42:18):
So the innovation and thebroadening your knowledge and
the people you learn from allowsyou to be that much sharper in
your industry and whatever it isthat you're doing.
So I love my roofing peopleLike I love everybody in our
industry.
I love you, I love Adam, I loveall of these guys.
You know, uh Lee, hey, I loveall of those guys.
But I encourage all my roofersgo learn from somebody outside
of this roofing industry.
Watch how you blow yourcompetition out of the water.

Speaker 1 (42:39):
Yeah, it was kind of something that goes along with
that.
As we were building RooferMarketers, I was doing this
podcast and I promise you therewere so many times that I took
things from a roofing businessowner and moved it into a
process in our digital marketingagency.

(43:00):
It was crazy, because it wasit's.
It was just a good idea, right,like it was just a good concept
, it was just good business, andso you know you can find it
everywhere, everything iseverywhere, and it's awesome to
bring these in.
I know you're working on thenew book, yes, sir, and I don't

(43:22):
know if it'll be out by the timethis comes out.
When do you think the book isgoing to be released?
Is it going to be?

Speaker 2 (43:28):
released at the event .
It's going to be released atthe event.
We're going to have it doneNovember 13th and 14th, okay.

Speaker 1 (43:32):
So the Best Hustler Experience Live is November 13th
and 14th.
Yeah, okay, so the best hustlerexperience live is november
13th and 14th.
The book will be released onthat time.
Yeah, but you've been.
You know you had one of the oneof the early things that you
brought to the table was likethe virtues of a hustler.

Speaker 2 (43:49):
Yeah, the 11 door-to-door roof commandments.

Speaker 1 (43:51):
Yeah, 11, 11 door-to-door roof commandments.
And so there's been anevolution of that over the years
in the virtues of a hustler.
So 11 door-to-door roofcommandments, 11 door-to-door
roof commandments.
And so there's been anevolution of that over the years
in the virtues of a hustler.
So 11 door-to-door roofcommandments.
Now it's the virtues of ahustler.
Talk about the virtues of ahustler.
I know you're enjoying theepisode, but let's give a shout
out to another one of oursponsors.

Speaker 3 (44:09):
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company today is not what itwas like even three years ago.
Going at it alone becausegrowing a roofing company today
is not what it was like eventhree years ago.
Not with the economy, not withprivate equity, not with AI
taking over the world.
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Join the community of rooferswho don't really like roofers.
We share our winning secrets tohelp each other dominate in

(44:30):
today's fast changing andunpredictable times.
Click the link in thedescription to apply to join 11
door-to-door roof commandments.

Speaker 1 (44:38):
Now it's the virtues of a hustler.
Talk about the virtues of ahustler.

Speaker 2 (44:42):
Yeah.
So the 11 door-to-door roofcommandments came about because
back in the days which was thefirst podcast we ever did, like
three, four, five years ago,when we were talking about 11
door-to-door roof commandmentsand I viewed them as principles
that governs your behaviors onthe doors, like how do you stay
principle driven while knockingdoors and not get emotional?
So we created the 11 door todoor roof commandments and as I

(45:04):
continue to progress in mycareer, the thing that I
continuously run into is themorals, the values.
What morals or values governyour behaviors as you grind and
as a hustler.
So I think about, like ancientgreece and old greece and all of

(45:25):
these things, patience is avirtue and these things are
virtues.
So I started thinking like man,what are the virtues of like
the hustler, like as you outhere, grinding and putting in
work in this roofing industry?
What are the virtues that Ifeel like if you embody these
virtues, these moral compasses,you will thrive in this roofing

(45:48):
industry.
So I went down and startedbreaking them down, like one of
them is grace right.
Breaking them down Like one ofthem is grace right.
One of them is grace and grace.
The virtue of grace means giveyourself the time that you need
to grow into the person that youneed to become to be able to
sustain the success that youafter in this industry.
I know you want to get richquick, but it ain't going to

(46:12):
happen.
It ain't going to happen.
So you got to give yourself thegrace and I tell everybody it
took me about two and a halfyears to really hit my strides
and really start killing thegame like I wanted to.
So that's one of them.
Give yourself the grace, right?
Honesty.
Honesty is a virtue, but Idon't mean being honest with

(46:34):
homeowners, like I don't meanbeing honest and not lying to
your homeowners.
When I say the virtue ofhonesty, I mean the virtue of
honesty mean don't lie toyourself.
Keep it real with yourself,right?
Stop?
Stop.
Stop saying you're going to dosomething and do the opposite.
That's you not being honestwith yourself.
Stop saying you're not whereyou want to be because you ain't

(46:57):
get trained and your companydidn't provide you with these
resources.
No, no, no, no.
Let's be honest.
You do no extra work.
You do no extra work, right?
So another virtue be formless.
Be formless, right.
Bruce lee said best like you gotto be like the water, right,

(47:18):
you got to be formless.
So I tell sales reps, thevirtue of formless means you got
to have the ability to adapt inany environment that you in.
You might be a 1099 company.
They might got.
They might go W2.
If you rigid Now, yourperformance is going to drop.
You got to be formless baby.
You got to be up in Minnesotawhere you used to just file

(47:38):
claims.
Now you got to provide a goodfaith estimate.
You got to be formless baby.
Right, I'm from Florida.
We have nothing but law changessince I've been in this
industry and we continue tothrive every single year.
So these are just some of thevirtues that I feel like if they
embody these things as hustlers, they will thrive in our
industry.
So we got the I think it's the10 virtues of the hustler, which

(48:02):
I'm excited to have that done.
It's already quote unquote done.
We just we retyping it rightnow, we getting it edited up so
by the time of the event andThursday we can have like little
physical hard copies.
That way everybody can enjoythe virtues of the hustler.
So I'm excited, man, and we'renot trying to make it no, like
New York Times bestseller.
I'm not pursuing that routewith it For me, it's just

(48:22):
something I want to give to thepeople, my community, just to
continue to keep bringing newinformation, new insight to them
in the field.

Speaker 1 (48:31):
Well, you should make it a New York Times best
bestseller.

Speaker 2 (48:33):
You ain't wrong, you're right, you're right, you
know, like 50 pages new yorktime bestseller baby little
quick little booklet.

Speaker 3 (48:40):
You know what I mean?

Speaker 2 (48:40):
we're gonna put in the work.
Matter of fact, now that yousaid that we're gonna do
everything, we're gonna do thedue diligence to figure out what
we need to do that that's right, I'll help you out.

Speaker 1 (48:49):
I got, I got some.
I got, I got a marketing planfor you Sounds good Sounds good,
I'm ready.

Speaker 2 (48:53):
I'm ready.

Speaker 1 (48:54):
All right.
So you have been, you do.
You're a coach in the RSRA, yep, you do.
You go and do onsites withcompanies a lot, what you know,
what I know we talked about.
You still see in the industrythat there is still a lack of
training and that ownersessentially rely on the

(49:20):
experience of the reps that theyhire for success.
Yeah, that's not a goodbusiness practice.

Speaker 2 (49:32):
Not at all, man, um, it's only a few owners that I've
ran into that really loves thegame, right, the growth, the,
the, the nuances, and they ableto retain their reps at a high
level because they understandtheir value and the importance
of training.
But I'm 10 years into the gameand I ain't gonna lie to you, uh
, jim, I thought like by thistime, like maybe roof hustlers

(49:53):
would start to like kind ofquote, unquote, plateau and kind
of like get to this point, towhere people are like no, we got
it now.
Like we know how to train ourpeople, we don't need you, man,
blah, blah, blah.
And as I'm learning, as I'mcontinuing to step into these

(50:16):
environments, man, which go backfull circle, nobody loves the
game enough to continuous tolearn, to continually educate
themselves so they cancontinuously train their sales
rep because they so fixated ongrowing their company.
So, yeah, training is still awatered down part of the game,
because they'll hire a sales repthat's been doing this three
years, four years, five years,let's say seven years, whatever.
Roofing experience right, beenselling for xerox for 10 years

(50:38):
and all of these things right.
So an owner hears those thingsand say, ah, I don't got to do
no work.
I got a rep got experience.
He been selling.
Whew boy, I hit the jackpotright.
But I always tell owners I'mlike, no, you need to do the
Carfax Like.
You need to do the Carfax Like.
You need to do the Carfax rightLike.

(50:59):
Who taught them how to sell?
What do they define as sellingRight?
What is their experience inselling?
How much have they learned?
How many events they've been to, how much mentorship they get?
What's the last thing they'vedone when it came to their
growth and their maturity intheir sales?
You know career or endeavor.
So I'm meeting reps that's beendoing this six years, five

(51:20):
years, and they see me andthey're just like man, I'm still
on, I'm still not on that leveland I'm like, yeah, it's
because you don't train the wayI train, right.
Also, most reps only are workingat work, only when they're
doing the job.
So only when they're selling,running appointments, doing
inspections.
That's the only time they'redoing the job.

(51:41):
So when they go home, they'recutting it off.
So they're viewing it as a job.
They're not viewing it as acareer or as a vehicle which in
return just think about this,jim, right, like when we all had
regular jobs who the hell wasdoing any extra work at their
job, unless you was trying toget overtime.
That's the only time he wasdoing extra work to get overtime

(52:01):
pay.
So the training still watereddown in our industry.
Because I know it's going tosound contradicting to who I am
and what I do, but we made thegame.
We've made owners lazy.
We've made owners lazy sincethey know they don't have to

(52:23):
study, they don't have to put inthe extra work they don't got
to get these people go toYouTube, go to this guy, go to
that guy.
They still not putting in theirown work to go learn the things
they need to learn to be ableto take care of their people.

Speaker 1 (52:37):
Yeah, that's interesting.
They could write a check orsend them in the direction of
the content that's been createdout there.
That's a big revelation andputting together a training
program and executing on it dayto day and continuously evolving

(53:00):
that training program that'swork.

Speaker 2 (53:04):
There's work there's a lot of work there.

Speaker 1 (53:09):
Yeah, but it's fruitful work.

Speaker 2 (53:12):
Oh, the return is 10x .

Speaker 1 (53:14):
Yes, and so it should take the time, guys.
Take the time, that's all.
Put the work in.
That's all we did, jim.

Speaker 2 (53:24):
We just fell in love with it to where we like man.
That's right.
It's an art to this.
Let's continue to polish up theart, right Like let's continue
to chisel away at this.
Michelangelo and sales ownersand sales managers, just be like
we did it once.
You should know it, that'sright.

Speaker 1 (53:43):
And that that kind of makes me think of another
conversation, and that's, youknow, maximizing our time here
and becoming the best versionsof ourselves.
Like I know, you've been onthis journey.
What where's it led you?

Speaker 2 (53:57):
Oh man it's.
It's led me to a very happyplace.
Like I'm extremely happy in mylife.
I'm happy whether I got moneyor don't got money Right.
I'm happy when I have aphenomenal month.
I happen.
When I have a bad month, likeit doesn't change my temperament
.
Like the amount of money that Imake Right change my

(54:19):
temperament.
Like the amount of money that Imake right and being so in love
with becoming the best versionof myself, to where it comes,
the way that I communicate withthe people in my personal life,
having patience with my kids,doing the internal work of
outgrowing society norms andstandards.
Like I'm extremely selfish.
Nobody goes around and says that, nobody says that with pride,
but I am the most selfish personin my life.

(54:41):
I tell people I put myselfbefore my kids and they're like
what you put yourself before mykids?
I'm like, yeah, because if Idon't take care of me, I can't
take care of my kids.
So, yes, I wake up five in themorning before my kids get up.
I read, I study.
That's me being selfish to fillup my cup before I go fill
everybody else cup, becauseeverybody view the word selfish
is.

(55:01):
Jim asked me for twenty dollars.
I tell him no, I'm so selfish.
No, that's stingy, that's beingstingy, right.
Being selfish is I'm willing totell you, know, jim, so I can
go read a book, go do somethingthat fills my cup.
So now, when I'm allowing youto do what makes you happy, I'm

(55:21):
not worried about what makes mehappy.
Right, I love making music.
I'll tell my kids hey, y'allsitting home with auntie for a
few hours, I'm going to go tothe studio.
Can I come with you?
No, hours I'm going to go tothe studio.
Can I come with you?
No, I need to go do somethingfor daddy first, and then, when
I come back home, my kids wouldbe like can we go to the park?
Yes, let's go, let's go play atthe park for three, four hours.

(55:44):
Whatever y'all want to do,cause my cup full.
I was selfish for the day,right.
So this journey of just personaldevelopment, growing into the
best version of myself and mydating life, personal life,
fitness life, like now I'mgetting to a point to where I'm
understanding the extremeimportance of systems, right so,

(56:05):
everybody got systems in theirbusiness, systems, systems,
systems.
I'm like man, you got to bringsystems into your life, right.
So what's one of my weak areas.
I love to eat.
Love to eat, that's my thing,and I like to eat what I want.
So now we've created a systems.
Now we're doing factor mealsright.
So now we just got meals at thecrib, so when I want to eat I

(56:26):
just heat it up for two minutes.
It ain't that deep, but I'mlearning of like, okay, it costs
time, money and energy to cook,unless it's a meal I really
want to eat.
We got a system in place.
Let me eat this little twominute meal up.
I'll satisfy me.
That way I ain't going toMcDonald's, no more.
Right, fight my impulsivedecisions, the emotions.
So, man, this personaldevelopment journey has been

(56:46):
beautiful, man, because it'sallowed me to thrive in this
roofing industry.
It's allowed me to serve morepeople.
It's allowed me to help otherpeople step into sides of them
that they've kind of beendormant about.
Because being a great rooferisn't how you help people go to
that next level.
Being the best version of youis how you help other people go
to that next level, becausepeople need to see something

(57:08):
that they're not and thenthey'll eventually want to chase
that.

Speaker 1 (57:15):
And then they'll eventually want to chase that.
That's the journey man.
That's amazing.
People have seen you around ata lot of events, speaking at
events you do.
You've done a lot of in-persontrainings at a lot of companies
around the country.
You're switching it up a little.
People are going to be able tocome to you.

Speaker 2 (57:33):
Yeah, man, I'm excited about this.
I want to give a ton of love,respect, admiration and just
some validation to my bigbrother, Adam Binsman, because
he pushed me in this direction.
He's been telling me to do thisfor years and, as bold and as
confident as I am, sometimes Ido got some fear, and I did have

(57:54):
this fear of if I put on anevent I don't think nobody would
come and I know these arestupid thoughts, bro.
I want to be very clear of this.
I'm aware because I've packedout every room I've ever been in
.
And so we made a commitment.
We went to this event inFebruary called the Game Changer
Experience Me, him and anotherguy, my boy, justin.
We, me, him and another guy, myboy, justin.
We all part of the RSRA.

(58:15):
We went to this event inFebruary and it pushed me out of
my comfort zone.
He made me commit to putting onan event in front of 25
strangers like high levelcommitment, and so we named it
the Best Hustler Experience,going to be a two day event in
Atlanta, georgia, november 13thand 14th.
He challenged us to have theflyer done by Monday.
This was on Saturday, so I madea commitment to have the flyer

(58:38):
done by Monday.
He told me I need to have thelanding page by that following
Friday.
And he told me you need to getthese sponsors within 30 days.
Long story short, we droppedthe flyer on that Monday.
We dropped the landing pagethat following Friday, made a
commitment to get $25,000 insponsorships in a month.
We got $25,000 in sponsorshipsin three days and the Best

(59:00):
Hustler Experience will beNovember 13th 14th in Atlanta,
georgia.
It won't be a normal conferencewith people just speaking at you
.
We're going to make this thingan experience.
It's very intimate, it's only aroom for 120 people and it's
going to be different thananybody else doing.
We got our keynote speaker nota part of the roofing industry.
His name Brandon Geyer, formerMLB player.

(59:21):
Now he's a certified mentalperformance coach.
So we're going to be teachingguys the mindset and the mental
practices you need to thrive inthis industry Me, my business
partner, bruce, and my boy, nickBrandon, over there, the owner
of Hero Roofing.
He coaches in the Best HustlerAcademy as well.
So I'm excited, man.
I think this could possiblychange my business model to
where now we're not doing a lotof on-site training, but we're

(59:42):
doing maybe like three to fiveof these a year.
We're having people come to usand if you want the on-site
training, we're just going toincrease the price just because
the need is going to rise, butthe scarcity is going to rise
because we're not going to bedoing it consistently.
So yeah, man, the best hustlingexperience baby is going down
November 13th and 14th inAtlanta, georgia.

Speaker 1 (01:00:01):
I hope to see y'all there.
All right, man, it's beenanother, another fantastic
episode.
Love having you on.
Likewise, this has been anotherepisode of the Roofing Success
Podcast.
Thank you for tuning into theRoofing Success Podcast For more
valuable content, visitroofingsuccesspodcastcom While
there.
Check out our sponsors forexclusive offers, shop for
merchandise and sign up for ournewsletter for industry updates

(01:00:24):
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