The Motivation First Aid Kit for Roofing Salesmen

One thing roofing salesmen need on a regular basis is motivation. To help you with that below is a great article on motivation, The Motivation First Aid Kit. Read and learn!

During the economic downturn, the president of a company I worked with was about to send an e-mail to his sales force to demonstrate empathy for how difficult it had become to meet sales targets, saying that he would understand if they didn’t make their numbers this quarter. What he didn’t realize was how his sales people would interpret that message into their behavior. If he was so understanding, surely it would be okay if they didn’t do that last appointment at five o’clock, because what difference would it make any way?

Fortunately, we managed to change his message before it went out. Instead he wrote:

“This quarter may be tougher to meet our sales quota, so I am asking you to work as hard as you possibly can. Please see as many customers as you can and do everything within your power so that we can ensure that we meet our targets. I know you can do this and we are counting on you. The sales managers will support you in this effort.”

Times are hard. Companies have shed large numbers of their workforce, reducing their expenses in order to avoid bankruptcy. The employees who are left have much work to do replacing what their colleagues did, and yet they are still faced with the possibility of also losing their jobs. Many people are depressed, suffering from feelings of hopelessness and are paralyzed at work.

As a leader, everything you say or do can help your people get motivated to do their part or can sink them even lower into the hole.

What can a manager do to make sure their people get energized and ready to tackle the present situation? Unfortunately there isn’t one solution that will work for all your employees. One size does not fit all when it comes to motivation. Those actions that will motivate part of your workforce may not fit for many of your people. And yet everyone could use some help right now.

Sure, you need to reorganize how work gets done with fewer people, and make sure they focus on the important tasks. But let’s look at how you can help motivate your very different employees. I work with a psycho-linguistic tool called the Language and Behavior Profile (LAB Profile)*.which enables you to decode the individual motivation and thinking patterns of your team. Here is a list of the different Motivation Triggers at work:

Motivation Triggers

Proactive and Reactive: Some people need to take initiative in order to be motivated while others can more to wait and reflect.

Toward and Away From: Some people need a goal in order to be motivated while others jump into action to prevent or solve a problem.

Internal and External: Some people prefer to judge for themselves while others are more influenced from outside people and factors.

Options and Procedures: Some people prefer to explore many alternatives while others are motivated to start and complete a single step-by-step process.

Sameness, Sameness with Exception, and Difference: Some people are motivated when their work is the same, some prefer gradual change, while others are motivated by constant radical shifts.

Criteria and Values: these are the things a person holds dear at work; what is important to them and triggers their motivation.

With all these different Motivation Triggers what is a manager or HR professional to do? It is not an easy task but here is a step by step process that can help you:

Motivating Your Team

First, make sure that each employee has a clear set of responsibilities and tasks to do. Secondly, invite all of your team members for a meeting and set the framework for what you expect from then and the environment you wish to create.

Here are the key messages they now need to hear from you and see reinforced by your actions:

1. As their leader you want to make sure that they know that their contribution is needed now more than ever, that you are here to help them reach their goals and overcome any obstacles they may encounter along the way.

2. There are many ways to look at the present situation, and one way is to seek out and discover how we can find new opportunities and reduce unnecessary expenses. All ideas are welcome.

3. It is also important to make sure we complete and finish the important projects our internal and external clients need from us on time and on budget to ensure we prove our usefulness.

4. Everything may feel different this year, and while there are huge changes in our environment, it is still even more important to do our best work and to make sure our customers benefit from that.

Thirdly, figure out the basic motivation needs of your team members so you can support them to perform at their best particularly under pressure. Here are the signs!

In a crisis here is how people with these different patterns react and what they need to perform better:

Proactive people who are motivated by taking initiative, and getting out and making things happen are really frustrated at the moment because it is difficult for them to see how to take the initiative. When these people are unable to take initiative they become de-motivated and depressed quite quickly. To get out of their negative space they need to proactively create a new reality for themselves. Here are some of the questions you can ask your Proactive employees to get them back in the game:

* What do you really want in your work?

* Why is that important to you?

* What are the steps you need to take right now to make this happen?

* What possible obstacles do you need to prevent now?

* What is the first step you can do today?

These questions are oriented towards action. A Proactive person needs to act now and have something specific to do. These questions allow that person to get into action immediately and start getting results.

But this will not work for someone who prefers to think things out slowly and carefully. The Reactive employee needs to thoroughly understand what they are going to do. Here are some questions you can ask a Reactive person to help them get out of their mental hibernation:

* What is important to you in your work?

* Why is that important?

* What steps will need to be in place to make this happen?

* What could be the obstacles for which you will need to have a solution?

* What do you think are the solutions to the obstacles?

* What is the first step that you can start today?

These questions allow the Reactive person to think their situation through. They need to spend some time creating a vision and a plan in their mind and working out the steps involved.

About 40% of the population are only motivated when they have a goal. This is the Toward pattern from the LAB Profile. During tough times many Towards people panic because they see only the problems around them and they have nothing to move towards. This is disastrous for them unless they find a way to develop some goals to get them moving again. Here are some questions you can ask to help them get re-motivated and re-energized:

* What do you want in your work?

* What will that do for you?

* What are the steps you will need to take to achieve these goals?

* What are the obstacles for which you will need to find a solution to achieve these goals?

* What is the first step you can do today to move toward your goals?

If only 40% of the population are motivated to achieve goals, what is motivating the others? Another 40% of the population is motivated to act to prevent or avoid a problem from occurring or to solve one that is already happening. This motivation pattern is called Away From because these people are motivated to move away from the things they do not want. In an economic crisis there are many things they could move away from. The key is to focus on what could be the principal motivator for them. Here are some questions that they can answer to help find their way and not get lost:

* What do I most want to prevent from happening?

* What do I want instead?

* If I do not succeed in that, what will happen?

* What are the steps I need to take to move away from what I don’t want and to achieve what I do want?

* What are the obstacles I will need to overcome?

* What can I start today so that I won’t be stuck?

The last question in each set is critical because it helps get the person moving and back into action moving towards their goals (or away from their problem).

These are four of the Motivation Triggers from the LAB Profile. As a leader or HR professional, you can see that it is important to ask these questions in a way that engages each person’s own individual motivation rather than offering the “one size fits all” solution. While this is not the miracle cure, when you ask the right questions, you can focus your employee’s attention on what they can do to get out of mental hibernation and into high performance mode.

*from Words That Change Minds: Mastering the Language of Influence, 2nd edition, by Shelle Rose Charvet, Kendall/Hunt Publishing Company, Dubuque, IA

 

Related Posts

  • 49
    Outside Sales, particularly outside roofing sales, is a job like no other. It takes a strong, thick-skinned person, someone who does not discourage easily and let's a no flow, like water off a duck's back, to put it bluntly. As the blogger for RRSA and Real Career US, it occurred…
    Tags: sales, motivation, roofing, will, help, person, salesmen, motivated
  • 46
    “Passion is energy. Feel the power that comes from focusing on what excites you.” — Oprah Winfrey Passion. Let's talk about it. You may not feel that you are a passionate person, but every single one of us IS passionate about something. If we weren't we'd be dead. Just the…
    Tags: people, salesmen, sell, sales, will, work, things, person, motivation
  • 46
    Since today is Friday and RRSA roofing salesmen are always looking for motivation and inspiration, here is an awesome article from Tiny Buddha, whose newsletter I subscribe to for my own personal inspiration. This article nails it, so read for sure. HOW TO BECOME MORE RESILIENT SO NOTHING CAN KEEP…
    Tags: work, tools, motivation, salesmen, roofing, people, questions, sales
  • 45
    The following 25 tips on getting motivated to sell more is from Jim Meisenheimer. Jim publishes the Start Selling More Newsletter. The focus is on common sense sales tips and selling strategies based on practical ideas that get you immediate results. The information is for all salespeople but it really…
    Tags: motivated, salesmen, roofing, sales, sell, motivation
  • 45
    Good Sunday morning, Real Career US readers! Sunday is all about reflection and finding inspiration for most people, but especially for salespeople. We have to refill the well far more often than the average person, it is just the nature of the beast. Inspiration keeps us positive and feeds our…
    Tags: sell, will, help, finding, people, person, sales, roofing, motivation, salesmen

Why Should YOU Become an RRSA Roofing Salesman?



cropped-rrsa.png If you are considering a life-changing career with the new year, becoming a roofing salesman for RRSA, (Roofing and Restoration Services of America) would be an excellent way to begin that new life. Why would you want to become a roofing salesman for RRSA? Let me tell you a bit about the company:

1. RRSA is a GAF Master Elite Certified Company.

2. With a 20 year track-record in business and more than 300 years of collective management-level experience when it comes to restoring roofs, RRSA specializes in helping local contractors quickly and responsibly rebuild their communities in the aftermath of a storm.

3. RRSA is recognized for outstanding training that will prepare you to be successful. We have the tools, technology and training to develop top ranking talent in our industry! The compensation and back-office support we provide is a result of our commitment to supporting your efforts and prioritizing your success. This role will enjoy the benefits of a great brand, high quality products, exceptional back-office support, excellent service and the best warranty in the industry.

4. RRSA is one of the America’s largest residential and commercial roofing and restoration contractors, traveling nationwide to help families and businesses restore their property after hail, winds and hurricane damages. RRSA is financially stable and respected.

If these points haven’t convinced you yet that becoming an RRSA roofing salesmen would be the best decision you ever made, read these previous posts from the Real Career US blog:

Personal Testimonial of RRSA General Manager, Justin Dowd.

What Do Our Roofing Salesmen Do in the Winter?

For more information on becoming a storm roofing salesman, contact General Manager Justin Dowd at jdowd@roofsbyrrsa.com or call him at 303-587-7750. Start your new year off right with a new life!

Related Posts

  • 74
    If you have been searching high and low for a brand new career, but you feel that because you don't know a thing about roofs or roofing you needn't apply with RRSA, (which is not true, we train!) one great way to get your foot in the door as a…
    Tags: roofing, rrsa, sales, jobs, hiring, salesmen, dowd, justin, gaf
  • 71
    RRSA is always looking for bright, enthusiastic people to join our roofing sales team. One of the ways we look for new hires is through LinkedIn. LinkedIn has become a veritable pot of gold when it comes to job listings and networking with prospective employees and employers. Today we'd like…
    Tags: job, sales, roofing, find, rrsa, jobs, hiring, advice
  • 70
    Just one of the many reasons RRSA is proud to be a Master Elite Contractor with GAF is the awesome array of iPad and iPhone apps and utilities available to our roofing salesmen to use to make their job easier and themselves more successful. Below are just a few of…
    Tags: gaf, roofing, salesmen, sales, job, rrsa, find, advice
  • 68
    Today I want to share a great article from US News and World Report's Money section, 15 Career Mistakes to Avoid in 2015. If you are a job seeker you'd really do well to read the article in it's entirety. Below is one of the mistakes listed from the beginning…
    Tags: job, find, justin, dowd, sales, rrsa, hiring, jobs, advice
  • 67
    RRSA is proud to be a Master Elite GAF Contractor, and one of the many reasons is that no other roofing products company has a more comprehensive training center for roofers, contractors, and roofing salesmen than GAF. The GAF Care Center for the Advancement of Roofing Excellence has everything you…
    Tags: roofing, gaf, salesmen, rrsa, sales, hiring, jobs

How Much Does a Roofing Salesman Make?

Happy Hump Day, Real Career US readers! Today we are going to address a question I get asked all the time, How Much Does a Roofing Salesman Make?

To answer this question in great detail, I’m turning the floor over to a long-time expert, Mike Coday. Mike owns the site Roofing Salesman and he answers every kind of question imaginable about roofing and roofing sales for potential candidates and current roofing salesmen.

Read this in-depth post by Mike to learn every variable that might affect a roofing salesman’s pay and how much the average roofing salesman makes.

Have a great Wednesday!

Related Posts

  • 67
    Since today is Saturday let's have a little fun, and one person who makes learning about selling roofs a lot of fun is Mike Coday. This article on his blog, Ok. I Knocked. Now What? is packed full of helpful information about door knocking when selling roofs and it is…
    Tags: selling, roofs, mike, coday, roofing, sales
  • 63
    These lessons from Mike Coday's blog are helpful to new RRSA roofing salesmen, but can also help our current salespeople to remind themselves of things not to do and how to continue to be successful. Here is the first portion of the blog post: "#1 Loser It was back in…
    Tags: roofs, salesman, roofing, great, jobs, mike, sales
  • 63
    Enthusiasm is the energy and force that builds literal momentum of the human soul and mind--Bryant H. McGill
    Tags: sales, selling, roofs, coday, roofing, mike
  • 59
    There is no better place to get solid advice on how to be successful as a roofing salesmen than from those who have been there and done that. There is this awesome conversation I found on Reddit, a social networking and sharing site, where a new roofing salesman is asking…
    Tags: roofing, selling, roofs, question, salesman, sales, jobs
  • 58
    If you have been an RRSA roofing salesman for any considerable amount of time, and you are online, then you have heard of Mike Coday. He owns a very successful website, RoofingSalesman.com. This article from his site is a great read for roofing salesmen. Even the comments to the article…
    Tags: roofing, mike, coday, great, salesman, sales, jobs

Wishing You a Safe and Happy New Year from RRSA

Related Posts

How to Scout a Hail Storm for Roofing Sales

Watch this video which has some great tips for scouting a hail storm from your vehicle before approaching a lead.

Related Posts

  • 60
    Good morning, Real Career US Readers! Today I want to share with you what I consider the best posts from across the internet for storm roofing salesmen. I know as a former salesperson myself that salesmen are always looking for motivation, inspiration, tips and advice on how to be better…
    Tags: roofing, storm, great, tips, sales
  • 60
    Today I would like to share this great article from Mike Coday. It is especially written for new roofing salesmen, so if you are one of our new RRSA team members, pay close attention, and learn a lot. Here is the first part of the article: The question Ricardo recently…
    Tags: roofing, storm, great, hail, sales, selling, tips
  • 56
    Since today is Saturday let's have a little fun, and one person who makes learning about selling roofs a lot of fun is Mike Coday. This article on his blog, Ok. I Knocked. Now What? is packed full of helpful information about door knocking when selling roofs and it is…
    Tags: selling, tips, roofing, sales
  • 53
    New roofing salesmen for RRSA use this blog for training purposes. So with that in mind, this post with advice from an actual, new roofing salesman, John McDonald, is for you guys. The original article can be found here. 1. Get out of your truck. The number one issue that…
    Tags: selling, roofing, sales, storm, tips
  • 53
    Selling is communicating your trade and profession to the customer. Notice that I didn’t use the words coerce, cheat, force, push or swindle. Communication is the key. It is not your customer’s responsibility to understand the difference between you and the competition. It is your responsibility to clearly communicate your…
    Tags: tips, selling, roofing, sales

Merry Christmas From the RRSA Family to Yours!

Related Posts

  • 71
    From all of us at RRSA, here is wishing you a very MERRY CHRISTMAS! Enjoy family and friends and be safe.
    Tags: merry, christmas, rrsa, family
  • 63
    We wish you a very Merry Christmas! Real Career US and RRSA hope you have the best day ever and that you get what your heart desires. If you want to hang out with Storm Roofers head over to our new website and join our free forum.
    Tags: merry, christmas, rrsa
  • 45
    Happy Thanksgiving from the RRSA family to you and yours!
    Tags: rrsa, family

3 Rules of Liking by Mike Coday

Many times I turn to our friend and roofing professional Mike Coday when trying to decide what great info to post here at the blog of RRSA for roofing salesmen. This blog is all about prospecting for new roofing salesmen and training them, and Mike Coday is definitely an old hand at both.

The following article by Mike called 3 Rules of Liking is well worth a read.

Are you listening to me?

Rule #1

“We hear what we want to hear.”

When I yell out the back door for my kids to come in for the night and take a bath, they can’t hear me.

When I open the back door and ask if anybody wants a Popsicle, they come running.

We hear who, what, why, where, when and how we want to hear.

If you’re not saying what your prospects want to hear, they aren’t listening.

Rule #2

“We listen to people we like.”

Truth is, if I don’t like you, it doesn’t matter what you say because I quit listening to you the second I stopped liking you.

The old selling adage says, prospects won’t buy for 3 reasons: no money, no time and no like.

If I don’t like you, I don’t have any money and I don’t have any time.

Rule #3

“We like people who are like us… or those we want to be like.”

My brother-in-law worked at a car dealership where most of the sales people struggled to move 10-15 units a month. There was 1 sales person who moved 20-25 units a month.

Why? How?

Their top sales person didn’t stalk the lot like the rest of the guys. He didn’t have to.

In fact, his prospects lined up to meet him.

They insisted on seeing him… and only him.

The Power of Liking

His prospects were like him.

Better than that, they wanted to be like him. That’s an incredibly powerful point.

Against incredible odds, he had pulled himself up from having nothing to being extremely successful in a short amount of time.

He was a first-generation Asian immigrant who was making a good living selling cars.

Interestingly enough, most of his prospects were also first-generation Asian immigrants.

He spoke the language, knew the customs, and went to their kids’ birthday parties. He was like them.

There wasn’t anybody else on that car lot that could reach those prospects because nobody else on the car lot could understand exactly what it was like to be an Asian immigrant struggling to make a better life in America, but he could!

He knew their hopes. He knew their fears. He instinctively knew them.

He spoke their language and also understood the cultural meaning of the slightest nuances in their body language.

Never discount the value of knowing your prospect!

As you can imagine, most of his business was word-of-mouth, and business was good.

When an Asian prospect walked on the lot, none of the other sales people even bothered to try and sell them a car… they just pointed to the other guy’s office.

Bottom line, he was like his prospects… and his prospects liked him.

We hear what we want to hear.
We listen to people we like.
We like people who are like us… or those we want to be like.
Peace,
Mike
Mike Coday Marketing

P.S. What do you have in common with your prospects? That is a great place to start if you’re struggling in your sales and marketing. Start with the people who are like you, because those are the people who are most likely to also like you.

Related Posts

  • 66
    RRSA Salesmen, if you don't do another thing today, watch and learn from this great video:
    Tags: salesmen, great, prospecting, advice, roofing, rrsa, sales, training
  • 64
    If you have been an RRSA roofing salesman for any considerable amount of time, and you are online, then you have heard of Mike Coday. He owns a very successful website, RoofingSalesman.com. This article from his site is a great read for roofing salesmen. Even the comments to the article…
    Tags: roofing, mike, coday, salesmen, great, rrsa, sales, time, training
  • 64
    Today I would like to share this great article from Mike Coday. It is especially written for new roofing salesmen, so if you are one of our new RRSA team members, pay close attention, and learn a lot. Here is the first part of the article: The question Ricardo recently…
    Tags: roofing, time, great, door, mike, business, training, sales, coday, rrsa
  • 63
    This morning I feel like I discovered a gold mine! I love it when that happens. What I found is a Google+ community called Roofing Sales Training. The community was created by Mike Coday, but the beauty of it is that all members are posting stuff about roofing, roofing sales,…
    Tags: sales, roofing, training, rrsa, coday, mike, salesmen
  • 59
    These lessons from Mike Coday's blog are helpful to new RRSA roofing salesmen, but can also help our current salespeople to remind themselves of things not to do and how to continue to be successful. Here is the first portion of the blog post: "#1 Loser It was back in…
    Tags: blog, people, roofing, great, money, mike, rrsa, salesmen, sales, advice

What Does YOUR Roofing Salesman Want for Christmas?

It is that time of year again and maybe, like last Christmas, you are shaking your head, trying to decide on the perfect gift for the roofing salesman in your life. These earth-shakers are a different breed of salesman, entrepreneurs at heart, and therefore, maybe hard to buy for.

To help you figure out what to buy your roofing salesman for Christmas, below are a few suggestions we think they would love:

1. Leather toiletry case–For roofing salesmen, this would be a perfect gift, for they are usually traveling to new storm roofing jobs.

2. Nice briefcase–Nothing makes a statement about a roofing salesman like a high quality briefcase. Customers will see your roofing salesman is serious when he carries his product papers and contracts in something like this.

3. Tickets to see his favorite sports team or free tee time–In our experience, most roofing salesmen are men and most of our RRSA team members either love sports and/or play golf. This would be an ideal Christmas gift.

4. Bluetooth Headset–Most roofing salesmen are on the phone A LOT, so the convenience of a bluetooth headset couldn’t be stressed enough. He will thank you for this great Christmas gift.

Related Posts

  • 38
    Good morning, Real Career US Readers! Today I want to share with you what I consider the best posts from across the internet for storm roofing salesmen. I know as a former salesperson myself that salesmen are always looking for motivation, inspiration, tips and advice on how to be better…
    Tags: roofing, salesmen, ideas, will
  • 37
    To all of our readers and to our RRSA salesmen and their families, have a happy and safe Memorial Day weekend. And let's remember while we enjoy this freedom to celebrate, we keep in mind the reason for this holiday, to memorialize the men and women who have fought and…
    Tags: men, salesmen, roofing
  • 37
    The following 25 tips on getting motivated to sell more is from Jim Meisenheimer. Jim publishes the Start Selling More Newsletter. The focus is on common sense sales tips and selling strategies based on practical ideas that get you immediate results. The information is for all salespeople but it really…
    Tags: ideas, salesmen, roofing
  • 35
    We are going to do some forward thinking today for new RRSA roofing salesmen, or this post could well apply to current salesmen and management. The National Roofing Contractors Association has this great teaching module called How to Be an Excellent Trainer. The course is free and last about 15…
    Tags: roofing, salesmen
  • 33
    Selling is communicating your trade and profession to the customer. Notice that I didn’t use the words coerce, cheat, force, push or swindle. Communication is the key. It is not your customer’s responsibility to understand the difference between you and the competition. It is your responsibility to clearly communicate your…
    Tags: will, roofing, salesmen

The Blessings of Roofing Sales-Video

Related Posts

What Do our Roofing Salesmen Do in the Winter?

RRSA is coming to the end of our busy season for 2016. Usually by Thanksgiving our roofing salesmen are home with their families and will remain so until April-May, when we decide where we’ll be setting up our next wind damage/hail storm.

So what do RRSA roofing salesmen do while they are off for the winter? The pics below will tell the story, and if these images look like something you could handle, making enough money from May-Nov that you get to take the winter off, call Justin Dowd at 303-587-7750 for an interview. We are always looking for bright, enthusiastic people who we can train to sell roofing across the USA.

A lot of our salesmen play golf

Our salesmen get to spend the winter with their families

Our roofing salesmen save their off time for relaxation and vacations.

Time off in the winter is a great way to catch up on all those honey do projects

You get the picture. It’s a great life!

Related Posts

  • 74
    Good Sunday morning, Real Career US readers! It's a gorgeous day in Vero Beach, Florida. I just moved here from Texas a few weeks ago, to be closer to my grandchildren. I am so happy about that decision. It has been life changing already. So, what have you done lately…
    Tags: life, best, people, rrsa, roofs, dowd, great, justin, call, making
  • 65
    Good Sunday Morning, Real Career US Readers! Usually when I write an inspirational post I direct it at salespeople in general. But today I am specifically targeting roofing salesmen. (Don't be offended feminist, that I made that gender specific, but the major majority rules here. Roofing salesmen, by the nature…
    Tags: roofing, life, great, salesmen, making, rrsa, roofs, families, dowd, justin
  • 61
    If you have been searching high and low for a brand new career, but you feel that because you don't know a thing about roofs or roofing you needn't apply with RRSA, (which is not true, we train!) one great way to get your foot in the door as a…
    Tags: roofing, rrsa, life, will, interview, roofs, train, jobs, hiring, salesmen
  • 58
    If you are considering a life-changing career with the new year, becoming a roofing salesman for RRSA, (Roofing and Restoration Services of America) would be an excellent way to begin that new life. Why would you want to become a roofing salesman for RRSA? Let me tell you a bit…
    Tags: rrsa, roofing, jobs, hiring, salesmen, dowd, justin
  • 55
    I found this great article at Remodeling.com, on the subject of How Warranties Can Help You Sell More Roofing Jobs. Great read for RRSA roofing salesmen. Below is the first portion of the article: "When it comes to roofing manufacturer warranties, the only thing that can be said with certainty…
    Tags: roofing, jobs, great, sell, salesmen, rrsa, time, roofs