August 4, 2025 • 30 mins
What happens when a marketing professional decides to step into sales with zero experience? In just two weeks, our marketing lead Rhys went from studying sales techniques to closing his first roofing deal - proving that success often isn't about expertise, but about courage and consistency.
This candid conversation dives into the psychology behind sales success and the surprising simplicity of what actually works. Rhys reveals how he approached homeowners with genuine curiosity rather than desperate commission-hunger, creating natural connections that led to trust. When faced with the common "we need to sleep on it" objection, his non-attachment to the outcome paradoxically helped secure the deal on the spot.
The most powerful insight? Movement creates momentum, and momentum is the secret sauce to success in any business endeavor. Too many professionals remain paralyzed by anxiety, fear of judgment, or perfectionism when the solution is straightforward: take consistent action. We share multiple examples of team members who transformed from shy, uncertain individuals into confident closers simply by embracing action over analysis.
Whether you're selling roofs, marketing services, or building a business, this episode offers refreshing perspective on breaking through mental barriers. Stop waiting until you feel "ready" - your willingness to start before you're comfortable might be your greatest competitive advantage. Ready to create your own momentum? Listen now and discover how consistent movement can transform your results and confidence.
Thank you for listening to The Reckless CEO Podcast
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:01):
Right.
Speaker 2 (00:02):
You're like that buzzer ain't rang.
Speaker 1 (00:03):
That game ain't over with, so keep going.
I have thrived, you know, inthat chaos.
How could?
Speaker 2 (00:17):
this be happening?
Did any of you guys payattention to anything I said
like?
Speaker 1 (00:21):
get arrested.
Guess, until they get themessage.
Welcome back to the recklessceo podcast, where we keep it
real raw and reckless aboutbusiness and life.
They ain't really gotten thesauce and I ain't got.
You know what I mean it's like.
Here is your host, the recklessceo himself, michael mcgovern.
Welcome back to the recklessceless CEO podcast.
(00:44):
We got an exciting one today.
I think I've been off air for awhile.
It's been a pretty hectic timelately, but when hectic times
present themselves, theresilient step up, and so today
we got a good story about, youknow, leaning into resilience
(01:04):
and the.
You know the average and beatingit.
Speaker 2 (01:08):
Right and so.
Speaker 1 (01:09):
I got Reese Reese on here with me today and you know
Reese is our marketing lead andyou know we got a pretty cool
story I'm excited to share about.
So Reese closed his first salesdeal today.
Yeah, yeah.
I did so kind of walk usthrough that.
I mean, how did that all godown from?
Speaker 2 (01:27):
lead coming in, yeah, man.
So basically two weeks ago Isaid to myself and I was like
actually I was talking to Ryanand Ryan was like man, in order
to excel at marketing, you haveto understand sales.
So the first thing I did was Isaid to Jaden I was like man, I
(01:49):
want to sell a couple of roofs.
And he was like all right, man,come along with me and I'll
show you the ropes.
So the first one I got on, Iran an inspection with Jaden and
after that I was like man, thisis easy.
Why are people struggling?
Speaker 1 (02:04):
with this.
After that I was like man, thisis easy.
Speaker 2 (02:06):
Why are people struggling with this?
I think the same thing.
Yeah, because, honestly, a roofis something somebody needs and
you're just helping them.
Give them what they need.
Yeah, that's that's all it is,and you're sure it's enough a
big upfront cost, but it'ssomething that has to be done.
It has either either way orit's going to be done by you, or
it's going to be done bysomeone else, or they're going
to wait and do it.
When it's something that has tobe done, it has to be Either
way it's going to be done by youor it's going to be done by
someone else, or they're goingto wait and do it when it's more
(02:28):
damage.
Yeah, yeah, exactly, and it'snot going to be a good
experience for them.
Yeah, so basically one of theleads that we generated came in
and all the sales guys didn'twant it.
Speaker 1 (02:41):
It was way out in Pataskala it Sales guys didn't
want it.
Speaker 2 (02:43):
It was way out in Pataskala.
It was way out in Pataskala andI was like I'm going to jump on
that and go sell them.
Speaker 1 (02:49):
Yeah, that's what I said I remember you popped into
my office and you're like hey,can you run to this job with me?
And I'm like no, but you cantake my truck.
Speaker 2 (02:55):
Yeah, so I basically took Mike's truck to this job
site.
I don't have a truck or ladderor anything like that or know
what I'm doing.
So basically I'm driving toPataskala and I'm just like, all
right, well, basically I knowhow to run inspection, because I
(03:16):
ran it with Jaden.
I know, what damage looks likebut, I didn't understand the
whole process of it, so I'm justup on the climbing this ladder
up, start measuring whatever Icould.
started measuring, the gutters,measuring and uh, I don't the
soffit or fascia either one umand because the homeowner was
(03:37):
outside looking at me and I lookout and I gave him a big thumbs
up I got up on that roof and Istarted seeing dents, uh almost
like you know holes everywhere,um, from hail damage, and I was
like, yeah, this thing's cooked.
Yeah, like you don't have to bean expert to see that something
is damaged, like it's notsupposed to look like that, for
(04:00):
sure.
So I just kept running alongmarking things.
Um, j Jayden taught me how to doa 10 by 10 test square which is
basically you find hail damagein a 10 foot by 10 foot square
and that's what insuranceadjusters use, and I basically
did that.
I was like there's no way thisthing's going to insurance
(04:20):
because they have State Farm,and I heard that State Farm is
not a good company to work withand the last time that the hail
did come through was a year ago,yeah, so I basically wanted to
make it look like that.
I knew what I was doing up thereso but, um, yeah, I mean it's,
it's pretty straightforward toknow like anybody can do it
(04:42):
really.
Um, it's very easy, very easy,very easy.
It's pretty straightforward toknow like anybody can do it
really.
Um, it's very easy, very easy,very easy, it's just um
willingness to just work yeah,that's it and it's not even work
.
Speaker 1 (04:51):
It's like yeah climb up, look around.
Oh shit, there's some stuffyeah I found this well, and then
tell them what happened too,because, like you, because
you've been like studying salesand stuff and going through all
that and obviously you're alwaysyou know learning.
But you were leaving.
Speaker 2 (05:03):
Yeah, yeah, yeah.
So I was up there I'm going togo back to the roof because I
started measuring the shingles.
The homeowner was outside hisgarage still looking at me and I
was just measuring away.
But I came up off the roof andI was like, yeah, man, there's a
lot of damage up there and Idon't know how long you were
(05:23):
thinking of being here, likewere you thinking of selling or
what?
What's going on.
He was like, yeah, I'm thinkingof selling in two years and I
was like, well, that's a, theroof is a one of the main
concerns that comes up on a homeinspection report, which I know
that from just being aroundpeople in real estate and stuff
like that and um, being aroundpeople in real estate and stuff
(05:47):
like that, and um.
So I just told him that he waslike yeah, I know, I know this
and that.
But then I started to walk awayafter that and I was like and I
remembered, uh, what somebodytold me was like never leave an
appointment without schedulinganother appointment unless you
collect money, yeah, um, andanother like assume the sale,
and he was like and I was likeall right, you want to sit down
(06:07):
and go over numbers next week?
Speaker 1 (06:09):
I mean, he was like yeah, sure yes, but they weren't
like hot buyers really.
No, no, they had they weren'tbuying anything.
Speaker 2 (06:16):
No, no, no, and it was a cold call lead.
Speaker 1 (06:19):
Yeah, yeah, so it wasn't even like they, like it
was inbound.
I mean it's, you know, we youknow it's an outreach lead by us
right.
Speaker 2 (06:24):
Sure, you know, I basically presented a lot of
urgency, showed them because ifyou have pictures of anything, I
pulled out my phone and juststarted swiping through all the
pictures I took of all thedamages.
If you have pictures ofanything, that's enough social
(06:46):
proof to convey any messagereally you know what I mean.
So I showed them all the damage.
He was like oh man, I know thatwas up there.
Yeah, you know what I mean.
So I showed him all the damagehe was like oh man, I know that
was up there.
Yeah, you know what I'm saying.
But yeah, then I came in thisweek.
Speaker 1 (06:59):
You're like hey, man, I got a consultation on
Thursday.
If you can go with me.
Yeah, I was like yeah, I'll gowith you.
Speaker 2 (07:04):
Yeah.
Speaker 1 (07:12):
Yeah, and you know, were fucking manifesting it on
the way out, you know yeah, yeahand listen, listen to some.
You know um, what was that?
What's that?
Okay, young thug uh listen, alittle young thug action on the
way out.
Just get in the mood.
You know what I mean.
Getting in the jonesboro, yeah,and uh, you know we get there
(07:33):
and you know you lead in and I'mkind of coming in behind you.
Yeah, and you know we get up, weget up in the get up in there,
and you know we're just talkingto a man, um, you know, and I
don't know if this is anythingthat has, you know if it has
value or not, but I did hearthis thing from, uh, jordan
Peterson, like I was telling youyesterday, right, where he
talks about you know people areso, you know, not everybody is
(07:54):
like assertive or certain or youknow they're just anxious
beings, right, and there's a lotof people that are like very,
very smart, that aren't likepeople smart, right.
They have very high IQ, very lowEQ, and you know, and that's
probably the majority of, I'dsay, most people.
And so, like what he talkedabout was, he said you know,
when you first meet somebody,you know as the person kind of
(08:15):
leading it, you know you need tobe assertive in a way of, like
you come in, you offer thehandshake way ahead of time, so
like there's no awkward anythingright.
So you come in, good handshake,you ask them what their name is,
you know, get their name,introduce yourself, and then
immediately ask them and askthem a question that revolves
around a number so how long haveyou been in this home?
(08:35):
How long have you been married?
How long have you been workingright?
And he said because when you dothat, it basically triggers the
left side of their brain and itforces them to trigger left or
right, one of the two, whateverit is, yeah, but triggers them
to think more like logically andget out of like their mind and
like fear and anxiety and allthat.
And so you know, I come in andyou know, and I was, I was
thinking about it.
So I'm like all right, if I getan opportunity, I'm gonna like
say that to her right away andI'm like oh yeah, how long has
it been here?
he's like, oh you know, sevenyears yeah, you know, and then
(08:56):
we get up the stairs, we sitdown, we start talking to him.
You know you're going throughthe photo report showing them,
and you saw, though, you gottahave the photo report on like a
ipad or something, or you or runit with you know one or two, or
like two photos on each one,because they're too small with
the four.
Speaker 2 (09:10):
You know what I mean?
I can't see it.
I realized that.
Yeah, yeah, but you played itoff.
Speaker 1 (09:13):
Well, you know, and I and I was kind of like I
definitely was letting you like,yeah, you know what I mean.
In the beginning I'm like, allright, go ahead, reese is going
to show the photo report, forsure.
And you're like, oh yeah, soyou got this and this and you
did well explaining it there.
You're like, you know, granules, it dissipates the shingle and
it gets down to the matting andthat can cause, you know, over
time yeah, and a lot of it'slogic base.
Speaker 2 (09:33):
Um, because it's, you know, it's weathering.
It's like hail is coming at theroof going whatever miles per
hour really fast and really hard.
That can damage the thing, butit's, it's like, once you
understand, like the pieces ofparts to a roof which is like
not many shingles.
You got the underlayment, yougot the wood underneath the deck
(09:56):
, ice and water and starterstrip.
Speaker 1 (09:58):
Yeah, that's it, that's a roof that that's a roof
.
Speaker 2 (10:00):
There's five pieces, whatever it is yeah, yeah and
there's like I mean, like justlistening to this, you can
understand how to do aninspection yeah you look for
things that are irregular andonce you know what a good roof
looks like, you can tellsomebody if they got a bad roof
that they need a good roof.
Speaker 1 (10:17):
Yeah, you know, yeah, that's it, yeah, yeah.
And then so we basically um,you know, then then from there,
once we take the photo report,then I pull out like our package
offer and I'm like all right,well, here's kind of our you
know three packages.
And you know we haven't offered, like showed them a price yet.
So we're just kind of goingthrough, you know, getting them,
like, asking them questions,getting them to loosen up, you
know taking the time with them.
(10:38):
You know breaking down.
Hey, here's our, you know,platinum package.
You know here's our signaturepackage, here's our essential
package.
You know, difference in them iswarranties and value and product
and you know this and that.
And then they were like, well,we just really want to know like
what's the cost right?
And then whenever they startasking costs and you know it's
like all right, you got to startkind of prying and getting them
(10:58):
out of cost because, like Isaid, when you're selling retail
roofs, you're not selling cost,you're selling either the
investment or you're selling thepayments, right.
And so with them, they want tosell their house in two years.
And you know, when we first gotthere, they're like we're not
financing it, we're againstfinancing.
You know, and I'm like oh, I gotthis book called homeowner
wealth.
Yeah, it kind of talks aboutthat.
You know what I mean.
(11:19):
I'm like I get it, you don'twant to finance it.
But when it comes to a roof,you know you're getting a 70 to
80 percent roi on thatinvestment.
You know your home is gonnaappreciate that's gonna be the
first thing that pops up on aninspection report.
You're gonna end up losingmoney for that to sale if you
don't do this right.
And then so they're in.
And then at one point they toldus like we kind of laid the
prices out and like, oh man,like you know that's you know
(11:39):
that's kind of high and they hadhit up, hit us with an
objection there, then we kind ofovercame that and then you know
, then then, um, you know, shewas like, uh, yeah, we're just
gonna have to sleep on it, likethat's just the kind of people
that we are, like, you know, weneed to like, really think about
this.
This is a big, big investment.
And I was like, yeah, yeah, Iget it.
I know it's a really biginvestment.
I was like it's basically a carand you can't drive it, so it
(12:00):
sucks, yeah.
You know, and she's like yeah,that is, it is like that, yeah.
And then you start and you seeit today, right.
Speaker 2 (12:10):
It's like it's never about the product.
Speaker 1 (12:12):
It's never about that .
It's literally people buy frompeople they like.
Yeah, if you go there andyou're certain and you're a
professional and you seem likean expert and you are just, you
know, portraying yourself asknowing what you're knowing,
trustworthy yeah.
And like legitimately wantingto do good.
You know what I mean.
Not just doing it to fuckingwant to help them.
You know what I mean and Ithink people can sense that
(12:33):
right and so then I don't knowwhere, she like spouts out a
number.
She's like how close can you getto 16, you know?
And I was like, oh yeah, I'mlike, oh well, you know, let me
see, and you know, based off ourpackages, it's kind of bare
minimum product, right.
So it's like 15 pound felt andyou know standard pipe boots and
just all of the you know morelower end, you know.
And then they had like an 80 PMroof off the back that was like
(12:55):
just rotted and you know.
So I pulled the old, like letme call our production team and
see what I can do, and then whenyou're gone.
Speaker 2 (13:03):
So one thing I heard yesterday is like the number one
most important thing the sales.
And it's probably a perspective, but it's selling yourself and
then selling the product.
But selling yourself doesn'tnecessarily mean how good you
are, this and that it's justlike are you likable, relatable
(13:24):
um?
Speaker 1 (13:24):
well, it's like even the make them laugh, or
something like that.
Well, it's like even the jordanbelfort stuff.
Right the straight line selling, right so the company, so the
product.
Sell yourself yeah like yousell those three things and they
were like we looked yourcompany up, you guys are super
legit, you know and you're likeoh yeah, we've done over, you
know, a thousand installs onhouses.
Speaker 2 (13:39):
We're master elite certified like yeah you know,
and you don't like ride that out, but you just like drop those
little things in there, just tolike tell them boost trust, like
we were going into their, howthey're into arts and crafts,
and I was like, yeah, me too.
Speaker 1 (13:52):
You were literally looking and they're up on
youtube, you're like is this thevideo you guys on youtube.
Speaker 2 (13:56):
Yeah yeah, they're on youtube and stuff like that,
and that's.
That's one of the the greatthings about doing it is like
you're actually helping someoneand building a connection and it
feels good yeah you know what Imean?
It's.
It's something they need, likeI said earlier yeah, yeah.
Speaker 1 (14:12):
And so I walked out, called lane, and I'm like
where's the, where's the likebottom line on this thing?
You know, and honestly for me,like I don't like to do
discounts, yeah like I thinkwhen you discount the product,
then you're like you're, youknow you you're actually saying
that you were overcharging themin the first place yeah, you
know what I mean unless there'slike some deal or whatever.
But you know so, for us with ourpackages it's like you know,
(14:33):
even our bare minimum packageusually has, you know, synthetic
on it and you just still havesome upgrades in there and then
like the edp and roof off theback.
There's some things that wecould do to go a little lower
cost on it.
Yeah, so I could drop.
Probably you know I was able todrop another thousand bucks off
of it or whatever.
Yeah, and you know.
And and then, uh, as I'mwalking back in the house, I
look up and they've got thischimney that's like wrapped in,
(14:54):
um, it's just wrapped in likeflashing and it's like just
drilled in.
It just looks crappy yeah and Ilooked at it and I like, took a
picture of it, and then I walkedin and I like, literally now as
I'm walking in the house, Ityped in like lower edpm slash
uh, metal wrap on the chimneyyeah and as I came up to sit
down, I was like I could youknow I can do this number?
and they're're like okay.
And I was like, yeah, and we'regetting there.
(15:14):
I was like hey, what do youthink about this?
I was like, if we do the ETPM,we can drop it down.
Then I can do this chimney.
This is what I can do it for.
Speaker 2 (15:20):
And they're like let's do it, let's do it, yeah,
then you're like oh, they sayyeah, I'm like all right, cool,
let's get the numbers together.
I sat there, I didn't change myface or anything like that,
just continue talking abouttheir arts and crafts like it's
just well, that's I think that'swhat I love about doing like
(15:42):
two-person sales appointments.
Speaker 1 (15:43):
Yeah, because, like, while one person's like figuring
out numbers or like goingthrough things, like the other
person can be like engaging inconversation.
You know, and I think that'sjust a big thing, man, and you
know, and I try to tell theseour guys that all the time it's
like you work so hard to get alead, that like, when you get
that lead and you're gonna goout and present to them, like
you need to have everythingready, numbers ready, locked in
(16:03):
your spit, like whatever you'regonna do you know what I mean
like if you can have thepackages, the prices, whatever
it be, like you need to havethat so locked in, because the
second you show up and you don'thave that, you look
unprofessional yeah.
You know what I mean, and so youknow.
Yeah, man, so it was awesome,dude, so you got your first yeah
, yeah.
Within two weeks of sayingsaying you're going to sell some
roofs, you fucking landed adeal Two weeks, two weeks.
(16:25):
And he got another one tomorrow.
Speaker 2 (16:30):
And somebody listening to this who's looking
for a new opportunity or lookingto get in sales.
As long as you're consistent,you are likable.
You have logical skills.
You will perform well at doingthis, for sure.
Speaker 1 (16:58):
10, 11 am like barely getting out of bed at those
times, not doing the things thatthey say they're gonna do and
they're they're failing, yeah,yeah.
Speaker 2 (17:02):
And if you're consistent and you can do the
things that you say you're gonnado every single day, then
you'll perform, period, that'sit.
Speaker 1 (17:11):
That's it, all it takes.
It's literally it.
I mean, you know, that's thebiggest thing man is it's.
You know, it's crazy to me,like just because I've even
gotten back into selling, right,I'm like four weeks back into
sell, you close a deal quickerthan I did.
I mean, I've been back in itfour weeks and I ain't closed
one, yet I gotta, I mean I'vegot a bunch of stuff that I work
on, some claims and shit, but Ihaven't like collected on any
of them.
Yeah, um, but you know, just inthe last couple weeks of me
(17:33):
getting out and running jobs,you know it's like, and it
literally it's like to me.
I've always felt that, you know, money follows everything,
movement.
It does right and movementcreates momentum, and momentum
is this that's the secret sauce.
Yeah, and, and so many peoplejust can't, they can't crest
that movement.
(17:54):
Yeah, they can't figure out howto like, just go, they want to
know things, they want to figurethings out.
They kind of like all thesethings.
It's like, dude, just go, yeah,just go and learn and and push
yourself and, dude, you'llfigure it out as you go.
And you to like, we're soscared to like do the wrong
thing, say the wrong thing, likenot do it right, like we think
that every deal is going to bethe deal, the opportunity, right
(18:15):
, and it's like no, dude, like Iwas able to go out there with
you today.
You know, if you had went outthere by yourself, you might not
have closed it.
Not saying that you wouldn'thave, but it might've been
through so many salesappointments that I was able to
come in and have that certaintyand it's just like everything
comes down to.
It's a numbers game, it's thelaw of numbers, man, and it's
(18:37):
like how many, especially in thebeginning.
It's just like massive actionand people are so scared of
massive action.
It's like if you want to makemoney, it's wake up early hit
the gym, get a workout in, getmoving, get to the office, reach
out to people.
If you talk to 20 people a day,you will literally make six
figures.
Speaker 2 (18:54):
Yeah, period, yeah, and going off of that.
It's consistency, momentum andremoving the fear of failure.
Yeah, that's.
One big thing that I've beenworking on is just getting
myself out there and not beingafraid, because I know it takes
reps and every single greatstory has, you know, people that
(19:15):
go through adversity and stufflike that.
And so, going out to thatappointment today, I just
removed the idea of winning thesale or remove the idea of
failing.
Speaker 1 (19:26):
I was just there and it's, and you can't have
judgment.
Speaker 2 (19:29):
Yeah, yeah because if me going out there and I'm like
, yeah, I'm gonna close thisthing and, um, it's gonna be
awesome, like yeah, stuff likethat, and I didn't close it,
then yeah, you just show upgenuine yeah, and unattached
yeah, exactly that's it it'slike I don't need this.
Speaker 1 (19:44):
You know, I'm not gonna walk away if they just say
no one time.
Speaker 2 (19:47):
Yeah yeah, and because they said, like you said
they were, um, they're likewe're the type of people to
sleep on it, and then, all of asudden, they're just like we
were just talking and then, allof a sudden, they're like let's
do it, yeah, let's do it now,pull it up, and that's the thing
.
That's the other side of it, isit?
Speaker 1 (20:03):
like normally.
Like you know, an objectionisn't a no an objection is just
the thing that they're unclearon yeah, right, and so it's like
you whenever they're like ohyeah, we're not.
You know they need it, we knowthat it's a good price yeah, you
know we're a good company youknow, and so it's going to be
every.
It aligns with everything theyneed, and it was just us being
(20:23):
able to, like, nudge them yeah,to get them there right and and
making it fit into the budgetthat they're looking for and you
know, um, but yeah, they'relike we're going to sleep on it
and I'm just like, oh, okay,like almost ignored it.
Yeah, you know what I mean.
I'm like, oh, that makes sense,yeah.
Speaker 2 (20:36):
I like sleep.
I like to sleep on things too.
Yeah, me too.
Speaker 1 (20:41):
Yeah, man, so that was awesome dude.
Well, bro, I proud of you, dudeit was a fun moment for me.
I get dude I I get more firedup just like going out and doing
that with you than even sellingmy own job you know what I mean
?
Speaker 2 (20:51):
I'm like I fucking love doing that.
It is man.
So the, the, the, I don't knowthey they felt like a connection
to yeah, it was really good.
Speaker 1 (21:00):
What so what you give us like a good takeaway from
the experience, that that youcould share?
Speaker 2 (21:07):
Um, through the whole experiences, I'd say just try,
yeah, just do it and don't thinktoo much about it, because the
more that you think, and thenall of a sudden you're talking
(21:27):
yourself out of the ledge ofdoing something that could
potentially change your life.
Speaker 1 (21:31):
Yeah, and a lot of people do that, and for me it's
just, you know, like I had theidea of just getting these reps
in, you know what I'm saying goto this consultation neutral,
completely neutral about theoutcome, and just want to
connect with a person and youjust want to learn to see what
the sales guys are going throughbecause it's only going to make
your marketing better, themessaging and seeing the process
(21:53):
and knowing, like just think of, like what you learned just
through this, that like, yeah,now you understand what they're
going through.
If they're getting leads andthey're running them and like
what's happening, like you canstart to see if, like, when it's
falling off, is it falling offbecause they don't know the
presentation?
Is it falling off becausethey're not connected?
Speaker 2 (22:07):
with people.
Speaker 1 (22:07):
Where is it at?
Speaker 2 (22:08):
Yeah, and that makes me realize too, because you're
also a really good presenter.
So it's just like the salespresentation that you came up
with today was a banger.
And I've listened to differentcues because I've seen Jaden go,
(22:29):
I've seen other guys go, andthe pain points between all the
homeowners are the exact sameand they're almost oblivious at
the same time.
It's just like oh, we know weneed it.
It's just like that messagingcould be no, you need a new roof
.
Speaker 1 (22:46):
That's it Literally, you know you need it.
Yeah, no, you need a new roof.
That's it.
Speaker 2 (22:48):
it's literally you know you need it, yeah, no, you
need a new roof.
Speaker 1 (22:50):
We got a good price for you yeah, dude, and I mean
bro, I gotta say that I just youknow if, knowing you, you know
when you started here yeahversus you now, bro, doesn't
even look like the same guy forreal man it's incredible, bro.
It's an amazing thing to watch.
I'm I'm so grateful to be ableto be a part of your journey,
(23:12):
man, because it's like it's,it's truly amazing to watch you,
you know, go through theadversity, go through the ups
and downs and just continue to.
You know, just press on that'sa hard thing, man.
It's a hard quality.
It's hard to find people thatare willing to, you know one
have your back in tough times.
Yeah right, and there's not alot of people out there like
(23:33):
that.
You know a lot of motherfuckersthat it ain't there you know
that must, that loyalty must belosing and you know, and it's
just so, but it's like, and alsounderstanding that it's like
you have so much control of yourentire life, right, it doesn't
matter if you're here, if you'resomewhere else, like wherever
it is, it's like you have somuch control of your entire life
.
Right, it doesn't matter ifyou're here, if you're somewhere
else, like wherever it is.
It's like you are in control ofeverything that you want to do.
(23:55):
Achieve it's all it's up toit's up to you.
Right, it's like you, choosingto run out there 40 minutes, run
an inspection Like dude.
Three years ago you wouldn'thave done that.
No, you would not have gone outthere and not knowing what you
were doing and you'd have been anervous wreck.
Speaker 2 (24:10):
Yeah, you'd have been fucking it.
Read as a sign.
You know what I mean, dude, andit's like just those little
things.
Speaker 1 (24:16):
Like you just don't even realize it, but it's like,
and it's so much of thatwillingness of judgment, no fear
of you know getting turned downand losing man, because it's
like, at the end of the day,it's like a rep is just a rep
and it's gonna make you betterand I find myself like I even
told you that like I find myselfsometimes, yeah you know, with
like the fear of judgment, oflike when I'm out knocking doors
(24:39):
and shit, I'm like.
Well, I'm like the owner andwhat if I fucking can't get a
deal?
Fuck it and just like have.
I'm driving.
Now I'm to the point.
Now I'm going to drive down theroad again and I like see a
roof, I like pull over, fuckinggo knock on their door.
They don't answer.
Leave a card run into a fuckingcommercial place, drop cars, and
it's like, because that's thatmovement, that movement, that
(24:59):
that's what creates the moneyand the momentum, and it's
really fucking simple.
It's like people want to sit on, talk about you know they're
anxious and they you knowthey're, they have fear and
they're just ridden with it,just overwhelmed.
Speaker 2 (25:10):
And it's like then move it's.
Yeah, it's mainly I feel likeit's a lot of it's the fear of
judgment.
Speaker 1 (25:15):
Yeah, it is.
Speaker 2 (25:16):
Look at the day that we were going out to new Albany
which we weren't we were goingto Westerville.
And we're heading to Westvilleand they're like oh, should we
go to New Albany?
We're like, no, why not?
Like we weren't vibrating ashigh as we were.
And then we go out there andget two deals from it.
Speaker 1 (25:36):
Yeah, and it's literally just movement.
And one thing that I've evenfound myself in the business is
that you want to be further downthe road, you want to be
further ahead in the business isthat you know you want to be
further down the road, you wantto be further ahead and, like
I've like, had this, you know,even a epiphany, in a sense of
just like being being happy withwhere I'm at, yeah, being
(25:57):
present with where I'm at, notworrying about the old man, like
, yeah, I want to fucking sellthe business for a hundred
million but, I don't want tosell it for a hundred million
tomorrow.
Speaker 2 (26:03):
Yeah.
Speaker 1 (26:04):
I think I'm not right .
I haven't learned the.
I haven't learned the things.
I'm having conversations, I'mdoing everything I can, but like
, looking at it, you know, thefirst couple years it was really
hard for me to build it andsell it.
You know that was pretty muchintegrator and ceo and you know
all of those things and you know.
But now that it's like anoperation, it's like, oh shit, I
can actually like go out andsell.
And it's like when I look atmyself, I'm like where am I the
(26:26):
most valuable to the business?
And it's like when I look atmyself, I'm like where am I the
most valuable to the business?
And it's like being the example, being out there, being the,
being the fucking show, beingthe guy like setting the tone,
and like I have felt just in thelast couple of weeks of me
getting out and doing that, likeeverybody's moving and lifting
for sure.
Speaker 2 (26:40):
You know what I mean, and I'm like fucking excited,
like I feel happy again,straight up.
Speaker 1 (26:48):
And I feel happy again Straight up, and
especially if the marketing guyis closing a deal in two weeks.
Speaker 2 (26:50):
Oh, I can't wait to fucking lean into them tomorrow
morning when we come in here andfucking celebrate that win.
Speaker 1 (26:53):
Yeah, that's crazy, it is man, dude, it's awesome,
man it's.
You know, the ups and downs ofthe year has been, you know,
crazy, but like man, it's likeeverything happens for a reason.
It does, yeah, you, everythinghappens for a reason it does.
Yeah, you know what I mean Ifeel like every I feel like
where I'm at right now andyou're at, and just the team,
everybody man, it's like moving,yeah, and it's just alignment.
(27:13):
It's getting you know there'sthings in your life that block
you from you know vibrating atyour best.
Self and personal alignmentit's just like all of these
things and I'm like, you know,ending this week.
Speaker 2 (27:23):
I'm like man, like I feel fucking good, I fucking
feel like feels great people arefucking like we're all zooming
dude, I'm like I'm like tellingeveryone everyone sell fucking
roofs.
Speaker 1 (27:31):
I don't care what your fucking role is you're
selling roofs.
Speaker 2 (27:33):
We revisit that in 2026 yeah, yeah, I mean like
just from that, there's likeit's a three million dollars in
the pipeline for, yeah, one weekyou know what I'm saying?
Yeah, one dude, I so a dudecame in recently and he was a
project manager for um, you know, roofing crews, and he came in
(27:56):
to try out for that role andwe're like, yeah, I think you
should be in sales so hold onfor you, let me tell you what
actually happened.
Speaker 1 (28:01):
Right?
So he lanes like I.
This guy applied through, uh,indeed and he was a, you know he
was a foreman for, um, you knowanother roofing company and you
know, winter came and thecompany actually got bought out.
So they just like laid off abunch of dudes, yeah, and um he,
he comes in and hit me and lane, interview him and dude, this
dude was so shy, yeah, so shy,bro, like could barely look me
(28:23):
in the eyes, could barely sit upstraight, was just like you
know, all crunched in dude andyou know what I mean like
anxious, like it's just like I'mlike this guy's not gonna be
the fucking guy yeah and youknow, and then I forget what
happened.
But we had a sales thing goingand jayden like talked to him or
something or reached out to himor something, and he's like
what would, would you be open tosales?
And he's like yeah, and so hecomes in and like dude, I mean
(28:44):
ran with jane for a couple weeks, yeah you know, and closed his
first deal within two weeks ofbeing here.
Closed, I think.
Well, first two deals within twoweeks yeah he did like 60k in
revenue and it's for withinthree weeks and um, you know,
he's never made more than likefive or six grand in a month and
like in his first fucking monthhe's gonna make 10 grand yeah,
yeah, literally, and I'm likethis dude like yeah has a
(29:04):
swagger yeah, now.
Yeah, you know what I mean Ilike saw him coming in the other
day.
Speaker 2 (29:09):
I'm like you don't even look like the same fucking
guy yeah, yeah, and he, uh, Ipulled him aside and I told him
about the opportunity when hefirst came in and I was like,
yeah, you know, those big assapartment complexes, commercial
places, like those deals can beworth upwards of a million
dollars and you still get yourpercentage of that, which is a
(29:30):
really good percent, likeupwards of 10% of it.
So I was telling him aboutJaden, how he had a $6 million
locked in and I was like youknow how much money Jaden would
have made from that deal?
He was like Jaden would havewalked away with a couple
Ferraris.
Speaker 1 (29:45):
You know what I'm saying From that and he looked
down and he was like he lookeddown.
He was like holy shit, nextweek he's got three commercial
deals yeah, yeah, dude, andclosed retail deals.
Never closed them before hedidn't even know how to sign the
contracts and shit.
No, you know what I mean.
It was like but and that's, andthat's he tried, that's it.
That's it, dude.
That's like and that'sliterally how it works.
It's like if you just have theconfidence to fail.
(30:06):
Yeah, you'll be good that's it.
Speaker 2 (30:08):
He literally like didn't care, went out, did the
presentation and closed itperiod.
Just because, and like you said, with even being a beginner you
know what I'm saying?
Speaker 1 (30:21):
like that's it dude.
Speaker 2 (30:22):
Wow, yeah, fucking dude good day, hell yeah, good
day fucking day, dude.
Speaker 1 (30:27):
So yeah, so yeah, guys, that's the uh, that was
our fun and he's got another onetomorrow.
So if this guy goes back toback man.
I don't have to take him fromhis job, put him out in the
field, yeah hell yeah for thereckless ceo and reese we out,
we out.
Right.
Speaker 2 (00:02):
You're like that buzzer ain't rang.
Speaker 1 (00:03):
That game ain't over with, so keep going.
I have thrived, you know, inthat chaos.
How could?
Speaker 2 (00:17):
this be happening?
Did any of you guys payattention to anything I said
like?
Speaker 1 (00:21):
get arrested.
Guess, until they get themessage.
Welcome back to the recklessceo podcast, where we keep it
real raw and reckless aboutbusiness and life.
They ain't really gotten thesauce and I ain't got.
You know what I mean it's like.
Here is your host, the recklessceo himself, michael mcgovern.
Welcome back to the recklessceless CEO podcast.
(00:44):
We got an exciting one today.
I think I've been off air for awhile.
It's been a pretty hectic timelately, but when hectic times
present themselves, theresilient step up, and so today
we got a good story about, youknow, leaning into resilience
(01:04):
and the.
You know the average and beatingit.
Speaker 2 (01:08):
Right and so.
Speaker 1 (01:09):
I got Reese Reese on here with me today and you know
Reese is our marketing lead andyou know we got a pretty cool
story I'm excited to share about.
So Reese closed his first salesdeal today.
Yeah, yeah.
I did so kind of walk usthrough that.
I mean, how did that all godown from?
Speaker 2 (01:27):
lead coming in, yeah, man.
So basically two weeks ago Isaid to myself and I was like
actually I was talking to Ryanand Ryan was like man, in order
to excel at marketing, you haveto understand sales.
So the first thing I did was Isaid to Jaden I was like man, I
(01:49):
want to sell a couple of roofs.
And he was like all right, man,come along with me and I'll
show you the ropes.
So the first one I got on, Iran an inspection with Jaden and
after that I was like man, thisis easy.
Why are people struggling?
Speaker 1 (02:04):
with this.
After that I was like man, thisis easy.
Speaker 2 (02:06):
Why are people struggling with this?
I think the same thing.
Yeah, because, honestly, a roofis something somebody needs and
you're just helping them.
Give them what they need.
Yeah, that's that's all it is,and you're sure it's enough a
big upfront cost, but it'ssomething that has to be done.
It has either either way orit's going to be done by you, or
it's going to be done bysomeone else, or they're going
to wait and do it.
When it's something that has tobe done, it has to be Either
way it's going to be done by youor it's going to be done by
someone else, or they're goingto wait and do it when it's more
(02:28):
damage.
Yeah, yeah, exactly, and it'snot going to be a good
experience for them.
Yeah, so basically one of theleads that we generated came in
and all the sales guys didn'twant it.
Speaker 1 (02:41):
It was way out in Pataskala it Sales guys didn't
want it.
Speaker 2 (02:43):
It was way out in Pataskala.
It was way out in Pataskala andI was like I'm going to jump on
that and go sell them.
Speaker 1 (02:49):
Yeah, that's what I said I remember you popped into
my office and you're like hey,can you run to this job with me?
And I'm like no, but you cantake my truck.
Speaker 2 (02:55):
Yeah, so I basically took Mike's truck to this job
site.
I don't have a truck or ladderor anything like that or know
what I'm doing.
So basically I'm driving toPataskala and I'm just like, all
right, well, basically I knowhow to run inspection, because I
(03:16):
ran it with Jaden.
I know, what damage looks likebut, I didn't understand the
whole process of it, so I'm justup on the climbing this ladder
up, start measuring whatever Icould.
started measuring, the gutters,measuring and uh, I don't the
soffit or fascia either one umand because the homeowner was
(03:37):
outside looking at me and I lookout and I gave him a big thumbs
up I got up on that roof and Istarted seeing dents, uh almost
like you know holes everywhere,um, from hail damage, and I was
like, yeah, this thing's cooked.
Yeah, like you don't have to bean expert to see that something
is damaged, like it's notsupposed to look like that, for
(04:00):
sure.
So I just kept running alongmarking things.
Um, j Jayden taught me how to doa 10 by 10 test square which is
basically you find hail damagein a 10 foot by 10 foot square
and that's what insuranceadjusters use, and I basically
did that.
I was like there's no way thisthing's going to insurance
(04:20):
because they have State Farm,and I heard that State Farm is
not a good company to work withand the last time that the hail
did come through was a year ago,yeah, so I basically wanted to
make it look like that.
I knew what I was doing up thereso but, um, yeah, I mean it's,
it's pretty straightforward toknow like anybody can do it
(04:42):
really.
Um, it's very easy, very easy,very easy.
It's pretty straightforward toknow like anybody can do it
really.
Um, it's very easy, very easy,very easy, it's just um
willingness to just work yeah,that's it and it's not even work
.
Speaker 1 (04:51):
It's like yeah climb up, look around.
Oh shit, there's some stuffyeah I found this well, and then
tell them what happened too,because, like you, because
you've been like studying salesand stuff and going through all
that and obviously you're alwaysyou know learning.
But you were leaving.
Speaker 2 (05:03):
Yeah, yeah, yeah.
So I was up there I'm going togo back to the roof because I
started measuring the shingles.
The homeowner was outside hisgarage still looking at me and I
was just measuring away.
But I came up off the roof andI was like, yeah, man, there's a
lot of damage up there and Idon't know how long you were
(05:23):
thinking of being here, likewere you thinking of selling or
what?
What's going on.
He was like, yeah, I'm thinkingof selling in two years and I
was like, well, that's a, theroof is a one of the main
concerns that comes up on a homeinspection report, which I know
that from just being aroundpeople in real estate and stuff
like that and um, being aroundpeople in real estate and stuff
(05:47):
like that, and um.
So I just told him that he waslike yeah, I know, I know this
and that.
But then I started to walk awayafter that and I was like and I
remembered, uh, what somebodytold me was like never leave an
appointment without schedulinganother appointment unless you
collect money, yeah, um, andanother like assume the sale,
and he was like and I was likeall right, you want to sit down
(06:07):
and go over numbers next week?
Speaker 1 (06:09):
I mean, he was like yeah, sure yes, but they weren't
like hot buyers really.
No, no, they had they weren'tbuying anything.
Speaker 2 (06:16):
No, no, no, and it was a cold call lead.
Speaker 1 (06:19):
Yeah, yeah, so it wasn't even like they, like it
was inbound.
I mean it's, you know, we youknow it's an outreach lead by us
right.
Speaker 2 (06:24):
Sure, you know, I basically presented a lot of
urgency, showed them because ifyou have pictures of anything, I
pulled out my phone and juststarted swiping through all the
pictures I took of all thedamages.
If you have pictures ofanything, that's enough social
(06:46):
proof to convey any messagereally you know what I mean.
So I showed them all the damage.
He was like oh man, I know thatwas up there.
Yeah, you know what I mean.
So I showed him all the damagehe was like oh man, I know that
was up there.
Yeah, you know what I'm saying.
But yeah, then I came in thisweek.
Speaker 1 (06:59):
You're like hey, man, I got a consultation on
Thursday.
If you can go with me.
Yeah, I was like yeah, I'll gowith you.
Speaker 2 (07:04):
Yeah.
Speaker 1 (07:12):
Yeah, and you know, were fucking manifesting it on
the way out, you know yeah, yeahand listen, listen to some.
You know um, what was that?
What's that?
Okay, young thug uh listen, alittle young thug action on the
way out.
Just get in the mood.
You know what I mean.
Getting in the jonesboro, yeah,and uh, you know we get there
(07:33):
and you know you lead in and I'mkind of coming in behind you.
Yeah, and you know we get up, weget up in the get up in there,
and you know we're just talkingto a man, um, you know, and I
don't know if this is anythingthat has, you know if it has
value or not, but I did hearthis thing from, uh, jordan
Peterson, like I was telling youyesterday, right, where he
talks about you know people areso, you know, not everybody is
(07:54):
like assertive or certain or youknow they're just anxious
beings, right, and there's a lotof people that are like very,
very smart, that aren't likepeople smart, right.
They have very high IQ, very lowEQ, and you know, and that's
probably the majority of, I'dsay, most people.
And so, like what he talkedabout was, he said you know,
when you first meet somebody,you know as the person kind of
(08:15):
leading it, you know you need tobe assertive in a way of, like
you come in, you offer thehandshake way ahead of time, so
like there's no awkward anythingright.
So you come in, good handshake,you ask them what their name is,
you know, get their name,introduce yourself, and then
immediately ask them and askthem a question that revolves
around a number so how long haveyou been in this home?
(08:35):
How long have you been married?
How long have you been workingright?
And he said because when you dothat, it basically triggers the
left side of their brain and itforces them to trigger left or
right, one of the two, whateverit is, yeah, but triggers them
to think more like logically andget out of like their mind and
like fear and anxiety and allthat.
And so you know, I come in andyou know, and I was, I was
thinking about it.
So I'm like all right, if I getan opportunity, I'm gonna like
say that to her right away andI'm like oh yeah, how long has
it been here?
he's like, oh you know, sevenyears yeah, you know, and then
(08:56):
we get up the stairs, we sitdown, we start talking to him.
You know you're going throughthe photo report showing them,
and you saw, though, you gottahave the photo report on like a
ipad or something, or you or runit with you know one or two, or
like two photos on each one,because they're too small with
the four.
Speaker 2 (09:10):
You know what I mean?
I can't see it.
I realized that.
Yeah, yeah, but you played itoff.
Speaker 1 (09:13):
Well, you know, and I and I was kind of like I
definitely was letting you like,yeah, you know what I mean.
In the beginning I'm like, allright, go ahead, reese is going
to show the photo report, forsure.
And you're like, oh yeah, soyou got this and this and you
did well explaining it there.
You're like, you know, granules, it dissipates the shingle and
it gets down to the matting andthat can cause, you know, over
time yeah, and a lot of it'slogic base.
Speaker 2 (09:33):
Um, because it's, you know, it's weathering.
It's like hail is coming at theroof going whatever miles per
hour really fast and really hard.
That can damage the thing, butit's, it's like, once you
understand, like the pieces ofparts to a roof which is like
not many shingles.
You got the underlayment, yougot the wood underneath the deck
(09:56):
, ice and water and starterstrip.
Speaker 1 (09:58):
Yeah, that's it, that's a roof that that's a roof
.
Speaker 2 (10:00):
There's five pieces, whatever it is yeah, yeah and
there's like I mean, like justlistening to this, you can
understand how to do aninspection yeah you look for
things that are irregular andonce you know what a good roof
looks like, you can tellsomebody if they got a bad roof
that they need a good roof.
Speaker 1 (10:17):
Yeah, you know, yeah, that's it, yeah, yeah.
And then so we basically um,you know, then then from there,
once we take the photo report,then I pull out like our package
offer and I'm like all right,well, here's kind of our you
know three packages.
And you know we haven't offered, like showed them a price yet.
So we're just kind of goingthrough, you know, getting them,
like, asking them questions,getting them to loosen up, you
know taking the time with them.
(10:38):
You know breaking down.
Hey, here's our, you know,platinum package.
You know here's our signaturepackage, here's our essential
package.
You know, difference in them iswarranties and value and product
and you know this and that.
And then they were like, well,we just really want to know like
what's the cost right?
And then whenever they startasking costs and you know it's
like all right, you got to startkind of prying and getting them
(10:58):
out of cost because, like Isaid, when you're selling retail
roofs, you're not selling cost,you're selling either the
investment or you're selling thepayments, right.
And so with them, they want tosell their house in two years.
And you know, when we first gotthere, they're like we're not
financing it, we're againstfinancing.
You know, and I'm like oh, I gotthis book called homeowner
wealth.
Yeah, it kind of talks aboutthat.
You know what I mean.
(11:19):
I'm like I get it, you don'twant to finance it.
But when it comes to a roof,you know you're getting a 70 to
80 percent roi on thatinvestment.
You know your home is gonnaappreciate that's gonna be the
first thing that pops up on aninspection report.
You're gonna end up losingmoney for that to sale if you
don't do this right.
And then so they're in.
And then at one point they toldus like we kind of laid the
prices out and like, oh man,like you know that's you know
(11:39):
that's kind of high and they hadhit up, hit us with an
objection there, then we kind ofovercame that and then you know
, then then, um, you know, shewas like, uh, yeah, we're just
gonna have to sleep on it, likethat's just the kind of people
that we are, like, you know, weneed to like, really think about
this.
This is a big, big investment.
And I was like, yeah, yeah, Iget it.
I know it's a really biginvestment.
I was like it's basically a carand you can't drive it, so it
(12:00):
sucks, yeah.
You know, and she's like yeah,that is, it is like that, yeah.
And then you start and you seeit today, right.
Speaker 2 (12:10):
It's like it's never about the product.
Speaker 1 (12:12):
It's never about that .
It's literally people buy frompeople they like.
Yeah, if you go there andyou're certain and you're a
professional and you seem likean expert and you are just, you
know, portraying yourself asknowing what you're knowing,
trustworthy yeah.
And like legitimately wantingto do good.
You know what I mean.
Not just doing it to fuckingwant to help them.
You know what I mean and Ithink people can sense that
(12:33):
right and so then I don't knowwhere, she like spouts out a
number.
She's like how close can you getto 16, you know?
And I was like, oh yeah, I'mlike, oh well, you know, let me
see, and you know, based off ourpackages, it's kind of bare
minimum product, right.
So it's like 15 pound felt andyou know standard pipe boots and
just all of the you know morelower end, you know.
And then they had like an 80 PMroof off the back that was like
(12:55):
just rotted and you know.
So I pulled the old, like letme call our production team and
see what I can do, and then whenyou're gone.
Speaker 2 (13:03):
So one thing I heard yesterday is like the number one
most important thing the sales.
And it's probably a perspective, but it's selling yourself and
then selling the product.
But selling yourself doesn'tnecessarily mean how good you
are, this and that it's justlike are you likable, relatable
(13:24):
um?
Speaker 1 (13:24):
well, it's like even the make them laugh, or
something like that.
Well, it's like even the jordanbelfort stuff.
Right the straight line selling, right so the company, so the
product.
Sell yourself yeah like yousell those three things and they
were like we looked yourcompany up, you guys are super
legit, you know and you're likeoh yeah, we've done over, you
know, a thousand installs onhouses.
Speaker 2 (13:39):
We're master elite certified like yeah you know,
and you don't like ride that out, but you just like drop those
little things in there, just tolike tell them boost trust, like
we were going into their, howthey're into arts and crafts,
and I was like, yeah, me too.
Speaker 1 (13:52):
You were literally looking and they're up on
youtube, you're like is this thevideo you guys on youtube.
Speaker 2 (13:56):
Yeah yeah, they're on youtube and stuff like that,
and that's.
That's one of the the greatthings about doing it is like
you're actually helping someoneand building a connection and it
feels good yeah you know what Imean?
It's.
It's something they need, likeI said earlier yeah, yeah.
Speaker 1 (14:12):
And so I walked out, called lane, and I'm like
where's the, where's the likebottom line on this thing?
You know, and honestly for me,like I don't like to do
discounts, yeah like I thinkwhen you discount the product,
then you're like you're, youknow you you're actually saying
that you were overcharging themin the first place yeah, you
know what I mean unless there'slike some deal or whatever.
But you know so, for us with ourpackages it's like you know,
(14:33):
even our bare minimum packageusually has, you know, synthetic
on it and you just still havesome upgrades in there and then
like the edp and roof off theback.
There's some things that wecould do to go a little lower
cost on it.
Yeah, so I could drop.
Probably you know I was able todrop another thousand bucks off
of it or whatever.
Yeah, and you know.
And and then, uh, as I'mwalking back in the house, I
look up and they've got thischimney that's like wrapped in,
(14:54):
um, it's just wrapped in likeflashing and it's like just
drilled in.
It just looks crappy yeah and Ilooked at it and I like, took a
picture of it, and then I walkedin and I like, literally now as
I'm walking in the house, Ityped in like lower edpm slash
uh, metal wrap on the chimneyyeah and as I came up to sit
down, I was like I could youknow I can do this number?
and they're're like okay.
And I was like, yeah, and we'regetting there.
(15:14):
I was like hey, what do youthink about this?
I was like, if we do the ETPM,we can drop it down.
Then I can do this chimney.
This is what I can do it for.
Speaker 2 (15:20):
And they're like let's do it, let's do it, yeah,
then you're like oh, they sayyeah, I'm like all right, cool,
let's get the numbers together.
I sat there, I didn't change myface or anything like that,
just continue talking abouttheir arts and crafts like it's
just well, that's I think that'swhat I love about doing like
(15:42):
two-person sales appointments.
Speaker 1 (15:43):
Yeah, because, like, while one person's like figuring
out numbers or like goingthrough things, like the other
person can be like engaging inconversation.
You know, and I think that'sjust a big thing, man, and you
know, and I try to tell theseour guys that all the time it's
like you work so hard to get alead, that like, when you get
that lead and you're gonna goout and present to them, like
you need to have everythingready, numbers ready, locked in
(16:03):
your spit, like whatever you'regonna do you know what I mean
like if you can have thepackages, the prices, whatever
it be, like you need to havethat so locked in, because the
second you show up and you don'thave that, you look
unprofessional yeah.
You know what I mean, and so youknow.
Yeah, man, so it was awesome,dude, so you got your first yeah
, yeah.
Within two weeks of sayingsaying you're going to sell some
roofs, you fucking landed adeal Two weeks, two weeks.
(16:25):
And he got another one tomorrow.
Speaker 2 (16:30):
And somebody listening to this who's looking
for a new opportunity or lookingto get in sales.
As long as you're consistent,you are likable.
You have logical skills.
You will perform well at doingthis, for sure.
Speaker 1 (16:58):
10, 11 am like barely getting out of bed at those
times, not doing the things thatthey say they're gonna do and
they're they're failing, yeah,yeah.
Speaker 2 (17:02):
And if you're consistent and you can do the
things that you say you're gonnado every single day, then
you'll perform, period, that'sit.
Speaker 1 (17:11):
That's it, all it takes.
It's literally it.
I mean, you know, that's thebiggest thing man is it's.
You know, it's crazy to me,like just because I've even
gotten back into selling, right,I'm like four weeks back into
sell, you close a deal quickerthan I did.
I mean, I've been back in itfour weeks and I ain't closed
one, yet I gotta, I mean I'vegot a bunch of stuff that I work
on, some claims and shit, but Ihaven't like collected on any
of them.
Yeah, um, but you know, just inthe last couple weeks of me
(17:33):
getting out and running jobs,you know it's like, and it
literally it's like to me.
I've always felt that, you know, money follows everything,
movement.
It does right and movementcreates momentum, and momentum
is this that's the secret sauce.
Yeah, and, and so many peoplejust can't, they can't crest
that movement.
(17:54):
Yeah, they can't figure out howto like, just go, they want to
know things, they want to figurethings out.
They kind of like all thesethings.
It's like, dude, just go, yeah,just go and learn and and push
yourself and, dude, you'llfigure it out as you go.
And you to like, we're soscared to like do the wrong
thing, say the wrong thing, likenot do it right, like we think
that every deal is going to bethe deal, the opportunity, right
(18:15):
, and it's like no, dude, like Iwas able to go out there with
you today.
You know, if you had went outthere by yourself, you might not
have closed it.
Not saying that you wouldn'thave, but it might've been
through so many salesappointments that I was able to
come in and have that certaintyand it's just like everything
comes down to.
It's a numbers game, it's thelaw of numbers, man, and it's
(18:37):
like how many, especially in thebeginning.
It's just like massive actionand people are so scared of
massive action.
It's like if you want to makemoney, it's wake up early hit
the gym, get a workout in, getmoving, get to the office, reach
out to people.
If you talk to 20 people a day,you will literally make six
figures.
Speaker 2 (18:54):
Yeah, period, yeah, and going off of that.
It's consistency, momentum andremoving the fear of failure.
Yeah, that's.
One big thing that I've beenworking on is just getting
myself out there and not beingafraid, because I know it takes
reps and every single greatstory has, you know, people that
(19:15):
go through adversity and stufflike that.
And so, going out to thatappointment today, I just
removed the idea of winning thesale or remove the idea of
failing.
Speaker 1 (19:26):
I was just there and it's, and you can't have
judgment.
Speaker 2 (19:29):
Yeah, yeah because if me going out there and I'm like
, yeah, I'm gonna close thisthing and, um, it's gonna be
awesome, like yeah, stuff likethat, and I didn't close it,
then yeah, you just show upgenuine yeah, and unattached
yeah, exactly that's it it'slike I don't need this.
Speaker 1 (19:44):
You know, I'm not gonna walk away if they just say
no one time.
Speaker 2 (19:47):
Yeah yeah, and because they said, like you said
they were, um, they're likewe're the type of people to
sleep on it, and then, all of asudden, they're just like we
were just talking and then, allof a sudden, they're like let's
do it, yeah, let's do it now,pull it up, and that's the thing
.
That's the other side of it, isit?
Speaker 1 (20:03):
like normally.
Like you know, an objectionisn't a no an objection is just
the thing that they're unclearon yeah, right, and so it's like
you whenever they're like ohyeah, we're not.
You know they need it, we knowthat it's a good price yeah, you
know we're a good company youknow, and so it's going to be
every.
It aligns with everything theyneed, and it was just us being
(20:23):
able to, like, nudge them yeah,to get them there right and and
making it fit into the budgetthat they're looking for and you
know, um, but yeah, they'relike we're going to sleep on it
and I'm just like, oh, okay,like almost ignored it.
Yeah, you know what I mean.
I'm like, oh, that makes sense,yeah.
Speaker 2 (20:36):
I like sleep.
I like to sleep on things too.
Yeah, me too.
Speaker 1 (20:41):
Yeah, man, so that was awesome dude.
Well, bro, I proud of you, dudeit was a fun moment for me.
I get dude I I get more firedup just like going out and doing
that with you than even sellingmy own job you know what I mean
?
Speaker 2 (20:51):
I'm like I fucking love doing that.
It is man.
So the, the, the, I don't knowthey they felt like a connection
to yeah, it was really good.
Speaker 1 (21:00):
What so what you give us like a good takeaway from
the experience, that that youcould share?
Speaker 2 (21:07):
Um, through the whole experiences, I'd say just try,
yeah, just do it and don't thinktoo much about it, because the
more that you think, and thenall of a sudden you're talking
(21:27):
yourself out of the ledge ofdoing something that could
potentially change your life.
Speaker 1 (21:31):
Yeah, and a lot of people do that, and for me it's
just, you know, like I had theidea of just getting these reps
in, you know what I'm saying goto this consultation neutral,
completely neutral about theoutcome, and just want to
connect with a person and youjust want to learn to see what
the sales guys are going throughbecause it's only going to make
your marketing better, themessaging and seeing the process
(21:53):
and knowing, like just think of, like what you learned just
through this, that like, yeah,now you understand what they're
going through.
If they're getting leads andthey're running them and like
what's happening, like you canstart to see if, like, when it's
falling off, is it falling offbecause they don't know the
presentation?
Is it falling off becausethey're not connected?
Speaker 2 (22:07):
with people.
Speaker 1 (22:07):
Where is it at?
Speaker 2 (22:08):
Yeah, and that makes me realize too, because you're
also a really good presenter.
So it's just like the salespresentation that you came up
with today was a banger.
And I've listened to differentcues because I've seen Jaden go,
(22:29):
I've seen other guys go, andthe pain points between all the
homeowners are the exact sameand they're almost oblivious at
the same time.
It's just like oh, we know weneed it.
It's just like that messagingcould be no, you need a new roof
.
Speaker 1 (22:46):
That's it Literally, you know you need it.
Yeah, no, you need a new roof.
That's it.
Speaker 2 (22:48):
it's literally you know you need it, yeah, no, you
need a new roof.
Speaker 1 (22:50):
We got a good price for you yeah, dude, and I mean
bro, I gotta say that I just youknow if, knowing you, you know
when you started here yeahversus you now, bro, doesn't
even look like the same guy forreal man it's incredible, bro.
It's an amazing thing to watch.
I'm I'm so grateful to be ableto be a part of your journey,
(23:12):
man, because it's like it's,it's truly amazing to watch you,
you know, go through theadversity, go through the ups
and downs and just continue to.
You know, just press on that'sa hard thing, man.
It's a hard quality.
It's hard to find people thatare willing to, you know one
have your back in tough times.
Yeah right, and there's not alot of people out there like
(23:33):
that.
You know a lot of motherfuckersthat it ain't there you know
that must, that loyalty must belosing and you know, and it's
just so, but it's like, and alsounderstanding that it's like
you have so much control of yourentire life, right, it doesn't
matter if you're here, if you'resomewhere else, like wherever
it is, it's like you have somuch control of your entire life
.
Right, it doesn't matter ifyou're here, if you're somewhere
else, like wherever it is.
It's like you are in control ofeverything that you want to do.
(23:55):
Achieve it's all it's up toit's up to you.
Right, it's like you, choosingto run out there 40 minutes, run
an inspection Like dude.
Three years ago you wouldn'thave done that.
No, you would not have gone outthere and not knowing what you
were doing and you'd have been anervous wreck.
Speaker 2 (24:10):
Yeah, you'd have been fucking it.
Read as a sign.
You know what I mean, dude, andit's like just those little
things.
Speaker 1 (24:16):
Like you just don't even realize it, but it's like,
and it's so much of thatwillingness of judgment, no fear
of you know getting turned downand losing man, because it's
like, at the end of the day,it's like a rep is just a rep
and it's gonna make you betterand I find myself like I even
told you that like I find myselfsometimes, yeah you know, with
like the fear of judgment, oflike when I'm out knocking doors
(24:39):
and shit, I'm like.
Well, I'm like the owner andwhat if I fucking can't get a
deal?
Fuck it and just like have.
I'm driving.
Now I'm to the point.
Now I'm going to drive down theroad again and I like see a
roof, I like pull over, fuckinggo knock on their door.
They don't answer.
Leave a card run into a fuckingcommercial place, drop cars, and
it's like, because that's thatmovement, that movement, that
(24:59):
that's what creates the moneyand the momentum, and it's
really fucking simple.
It's like people want to sit on, talk about you know they're
anxious and they you knowthey're, they have fear and
they're just ridden with it,just overwhelmed.
Speaker 2 (25:10):
And it's like then move it's.
Yeah, it's mainly I feel likeit's a lot of it's the fear of
judgment.
Speaker 1 (25:15):
Yeah, it is.
Speaker 2 (25:16):
Look at the day that we were going out to new Albany
which we weren't we were goingto Westerville.
And we're heading to Westvilleand they're like oh, should we
go to New Albany?
We're like, no, why not?
Like we weren't vibrating ashigh as we were.
And then we go out there andget two deals from it.
Speaker 1 (25:36):
Yeah, and it's literally just movement.
And one thing that I've evenfound myself in the business is
that you want to be further downthe road, you want to be
further ahead in the business isthat you know you want to be
further down the road, you wantto be further ahead and, like
I've like, had this, you know,even a epiphany, in a sense of
just like being being happy withwhere I'm at, yeah, being
(25:57):
present with where I'm at, notworrying about the old man, like
, yeah, I want to fucking sellthe business for a hundred
million but, I don't want tosell it for a hundred million
tomorrow.
Speaker 2 (26:03):
Yeah.
Speaker 1 (26:04):
I think I'm not right .
I haven't learned the.
I haven't learned the things.
I'm having conversations, I'mdoing everything I can, but like
, looking at it, you know, thefirst couple years it was really
hard for me to build it andsell it.
You know that was pretty muchintegrator and ceo and you know
all of those things and you know.
But now that it's like anoperation, it's like, oh shit, I
can actually like go out andsell.
And it's like when I look atmyself, I'm like where am I the
(26:26):
most valuable to the business?
And it's like when I look atmyself, I'm like where am I the
most valuable to the business?
And it's like being the example, being out there, being the,
being the fucking show, beingthe guy like setting the tone,
and like I have felt just in thelast couple of weeks of me
getting out and doing that, likeeverybody's moving and lifting
for sure.
Speaker 2 (26:40):
You know what I mean, and I'm like fucking excited,
like I feel happy again,straight up.
Speaker 1 (26:48):
And I feel happy again Straight up, and
especially if the marketing guyis closing a deal in two weeks.
Speaker 2 (26:50):
Oh, I can't wait to fucking lean into them tomorrow
morning when we come in here andfucking celebrate that win.
Speaker 1 (26:53):
Yeah, that's crazy, it is man, dude, it's awesome,
man it's.
You know, the ups and downs ofthe year has been, you know,
crazy, but like man, it's likeeverything happens for a reason.
It does, yeah, you, everythinghappens for a reason it does.
Yeah, you know what I mean Ifeel like every I feel like
where I'm at right now andyou're at, and just the team,
everybody man, it's like moving,yeah, and it's just alignment.
(27:13):
It's getting you know there'sthings in your life that block
you from you know vibrating atyour best.
Self and personal alignmentit's just like all of these
things and I'm like, you know,ending this week.
Speaker 2 (27:23):
I'm like man, like I feel fucking good, I fucking
feel like feels great people arefucking like we're all zooming
dude, I'm like I'm like tellingeveryone everyone sell fucking
roofs.
Speaker 1 (27:31):
I don't care what your fucking role is you're
selling roofs.
Speaker 2 (27:33):
We revisit that in 2026 yeah, yeah, I mean like
just from that, there's likeit's a three million dollars in
the pipeline for, yeah, one weekyou know what I'm saying?
Yeah, one dude, I so a dudecame in recently and he was a
project manager for um, you know, roofing crews, and he came in
(27:56):
to try out for that role andwe're like, yeah, I think you
should be in sales so hold onfor you, let me tell you what
actually happened.
Speaker 1 (28:01):
Right?
So he lanes like I.
This guy applied through, uh,indeed and he was a, you know he
was a foreman for, um, you knowanother roofing company and you
know, winter came and thecompany actually got bought out.
So they just like laid off abunch of dudes, yeah, and um he,
he comes in and hit me and lane, interview him and dude, this
dude was so shy, yeah, so shy,bro, like could barely look me
(28:23):
in the eyes, could barely sit upstraight, was just like you
know, all crunched in dude andyou know what I mean like
anxious, like it's just like I'mlike this guy's not gonna be
the fucking guy yeah and youknow, and then I forget what
happened.
But we had a sales thing goingand jayden like talked to him or
something or reached out to himor something, and he's like
what would, would you be open tosales?
And he's like yeah, and so hecomes in and like dude, I mean
(28:44):
ran with jane for a couple weeks, yeah you know, and closed his
first deal within two weeks ofbeing here.
Closed, I think.
Well, first two deals within twoweeks yeah he did like 60k in
revenue and it's for withinthree weeks and um, you know,
he's never made more than likefive or six grand in a month and
like in his first fucking monthhe's gonna make 10 grand yeah,
yeah, literally, and I'm likethis dude like yeah has a
(29:04):
swagger yeah, now.
Yeah, you know what I mean Ilike saw him coming in the other
day.
Speaker 2 (29:09):
I'm like you don't even look like the same fucking
guy yeah, yeah, and he, uh, Ipulled him aside and I told him
about the opportunity when hefirst came in and I was like,
yeah, you know, those big assapartment complexes, commercial
places, like those deals can beworth upwards of a million
dollars and you still get yourpercentage of that, which is a
(29:30):
really good percent, likeupwards of 10% of it.
So I was telling him aboutJaden, how he had a $6 million
locked in and I was like youknow how much money Jaden would
have made from that deal?
He was like Jaden would havewalked away with a couple
Ferraris.
Speaker 1 (29:45):
You know what I'm saying From that and he looked
down and he was like he lookeddown.
He was like holy shit, nextweek he's got three commercial
deals yeah, yeah, dude, andclosed retail deals.
Never closed them before hedidn't even know how to sign the
contracts and shit.
No, you know what I mean.
It was like but and that's, andthat's he tried, that's it.
That's it, dude.
That's like and that'sliterally how it works.
It's like if you just have theconfidence to fail.
(30:06):
Yeah, you'll be good that's it.
Speaker 2 (30:08):
He literally like didn't care, went out, did the
presentation and closed itperiod.
Just because, and like you said, with even being a beginner you
know what I'm saying?
Speaker 1 (30:21):
like that's it dude.
Speaker 2 (30:22):
Wow, yeah, fucking dude good day, hell yeah, good
day fucking day, dude.
Speaker 1 (30:27):
So yeah, so yeah, guys, that's the uh, that was
our fun and he's got another onetomorrow.
So if this guy goes back toback man.
I don't have to take him fromhis job, put him out in the
field, yeah hell yeah for thereckless ceo and reese we out,
we out.
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