The Story of My #1 Sales Leader 💪#doortodoor #roofing #solar #sales

As a leader, you've got to sell your vision so that everyone else's vision sits inside of it. And that includes you and all the sales managers within it. Nothing can become dynamic until it's clear, including pay plans. How people are going to get to start earning steps in business. If things aren't working, it's just this iteration cycle.

We've got a legendary YouTube sales training, Roofing absolute power player here. This is the number one guy at RRC. Been with my company almost four, four years, maybe five years. I don't know. I don't have exact dates, but this guy is an absolute killer. He rose from the ranks, come from a big door-to-door organization. I always had this dream to create sort of a door-to-door organization in roofing, like organizations like Vivint. And my man, Stephen Kwell, he sold alarms, he sold retail roofs. And when he got introduced to the insurance claims process, man, success went through the roof. More importantly, he stepped up.

Inside of today's episode, we're going to be unleashing an epic contest. I'm making an announcement. I'm doing a giveaway. We've got a contest called the National Roofing League, and it's the best way to motivate door-to-door guys. We're making roofing sales great again. And Stephen's going to roll out exactly what his game is about. He's the head game master, and I'm really, really excited about what we're doing. We're giving away a trip to Puerto Rico. But inside today's episode, we're going to be talking about Stephen's solar roof combo pitch, how he's able to switch insurance to retail. I'm going to stump him here with some role-playing, and we're going to go through this journey of RRC's top guys.

So, man, welcome to the Blue Collar Boardroom, brother. How you doing?

Doing great, bro. Appreciate it.

Hey, this is a long time coming, man.

Hey, it is. We've been talking about this for a minute.

Hey, if you want to see more of the guys within RRC, just comment below because I want to keep them coming. I want y'all to know, like, my brothers, like, I think that our company, somebody told me, RRC is your business card. And if RRC is my business card, you're at the front of it. I'm proud to have you as the leading sales trainer.

The easiest way to build generational wealth is always real estate. Roofing leads to real estate deals. It doesn't matter what home service business you're in. Taking the money from your business, putting it into real estate, for me, has been the biggest difference in building my eight-figure net worth. I want you, for the first time, to get access to my real estate network.

It was about four years ago that I invested into my first and largest multifamily property. It was over a hundred units. I put it on YouTube. This is what it looked like before we did a bunch of work. We got $1 million down and a million worth of work on it and sold it two and a half years later for $18 million. I wanted to show you the power of zero. That means you're earning massive income in roofing, but you're paying almost zero taxes because you're putting your money into real estate that's earning you money.

Right now, interest rates are up, and you may wonder, how do you get in the game? So if you're struggling, you don't have a lot of cash flow to get into the game, we're going to show you inside of this training. One of my students, Richie Ketti, he grew from $2 million to $15 million. Now, we're going to show you door-to-door in insurance and how we landed all these jobs. But every single month, he bought one house. Every month, he's like, buying one house a month. And how's he doing it? He's talking to his customers, and he's doing something called Subject To. This is where you literally lock in a deal, buy a home, and take over their loan. We're going to show you exactly how to do that.

We're also going to show you what I've been doing. I've bought three storm-damaged homes in the last 30 days. And the reality is, my friend Tyler Dumont is an absolute stud. 25 years, flips 13 houses a month. He's literally making millions of dollars a year going after this niche, storm-damaged properties. Look, there's a storm in real estate right now, and people are scared. But if you can go in and get deals below market value, look, this is how you get ahead. And I want to show you, when there's blood in the streets, that's when you spend. That's when you buy. And that's when you've got to find ways to make insane cash flow in your roofing business.

It's not just me. It's going to be real estate experts. I've got a mystery man. This guy's worth over $100 million. He's got hundreds of millions of dollars in transactions, all multifamily. And he's going to show you how to raise the capital, get in the game. After we talk about making the money, we're going to do a tour on these single-family flips. There is an opportunity out there if you have the script, if you know how to do the marketing. And my friend Tyler is going to share his system, his direct mail scripts, how he's talking on the phone. And we're going to have the virtual sales GOAT, Eric Klein. This man is literally doing 50, 40 different wholesale flips every single month. He's got his own real estate deals going on, but he's scaled the ability to find off-market deals at below market rate. We want to teach you this game.

The Airbnb market and the flip market here in Florida is actually really good if you know what you're doing. If you're in roofing, you're one of the only people with cash flow right now. So you've got to put it into real estate. And I want to invite you out April 4th and 5th to the first ever Roofing and Real Estate Mastermind with me and my real estate mentors, investors, and partners. We're raising up the status for blue collars. We actually got access to funding, access to capital, and access to the ways that you can get into the biggest deals in your market. This is going to be an insane opportunity, and we're very selective with who we're letting out here. So if you could just go ahead and fill out the application to be a part of this event, we have a limited number of seats. It's at one of the six-bedroom houses that we are actually going to flip for an insane return. We're going to give you a breakdown on the deal, but we have limited number of spots. We probably can only have like 30, 40 people. We have a ton of people from our elite group coming in. So please click the link below. First come, first serve. April 4th and 5th. Can't wait to see you. It's going to be in Port Charlotte, Florida, here in Southwest Florida, right in our backyard. I'll see you April 4th and 5th.

How did it all get started for you?

Yeah, so I've been in sales 10 years, a decade now, which is crazy. Um, in college, I'll give you the full origin story if you want. But I was working at Outback Steakhouse in college, just serving. College was a blur. Had a lot of fun in college, partied a lot. Um, got to senior year, was still serving at Outback, and kind of had like this revelation, like, damn, I'm about to graduate, never got an internship, just had a lot of fun, and was like, what's the next step for me? What am I going to do after I graduate college? I had really no plan. And one of my buddies who I met freshman year of college in the dorms, his name's Josh. We were friends freshman, sophomore year, kind of lost connection. And then randomly, my senior year, about to graduate, having these thoughts, Josh sits in my section at Outback, and we reconnected. I'm like, Josh, what's up, dude? He's like, dude, I'm doing great. You know, I'm a manager over at Vivint. Um, you should check it out. Like, we're hiring. Uh, it's, you know, this alarm gig, it's pretty cool. And I knew Josh. I didn't really know too much about it. I thought it was door-to-door, but didn't know for sure. Obviously, had never done anything like that at that time. Um, but, you know, I was like, I like Josh. I trust Josh. He's like me. If he can do it, I can do it type of thing. So I listened to him. I went in, and it was probably the best decision I ever made because I got introduced to sales and direct-to-home sales, and basically the concept of the harder you work, the more money you're going to make. And to sell somebody an alarm, it ain't easy.

You've done retail roofs, you've done insurance. Is alarm selling harder?

Way harder. Yeah, it's harder in the sense that you're knocking someone's door, transitioning inside their home within the first minute to five minutes on the doorstep, running a credit check, hard credit check, getting their social security number at times, putting a credit card on file. You're doing all of this, like, building trust and transparency within like an hour, give or take, right? So you had to be really good. And obviously, you know, door-to-door sales, you face a really high rejection rate, which is why a lot of people just don't have the thick skin for it. But, again, I think it was the best thing that ever happened to me. You know, the, besides the money, right? It's really the person that you become. Experiencing those types of adversities that make you better. But looking at what I had to do, you know, to sell an alarm compared to what you have to do to help a homeowner through the claims process, it's just like, it's night and day.

So how did you find out about roofing?

Vivant, believe it or not. So, um, I knew people who I made connections with at Vivant that worked with you and followed them on social media, and got connected basically through Instagram. And you had an office in Tampa and got connected to guys working there and just gave it a shot, right? I was working at a, you know, stopped doing Vivant because I had to travel a lot with that job. And I have a family now with two kids, which, you know, I love and spend a lot of time with them. So just had to transition out of traveling every summer. So did like this window and roofing thing for a few months. Wasn't my favorite to sell windows.

Were you knocking doors?

No, it was all lead-based. But I, you know, I thought leads would be really good to like only run leads. But I realized that when I knock doors, I'm in control of a lot more things. I'm in control of how old the roofs are when I show up. I'm in control of the demographic or the income level of those neighborhoods. Where a lead can be in a very small area. Yeah, random. Like, we don't, I don't know anything about it before I drive an hour and a half, two hours away. So, um, yeah, I realized like, hey, you know, door-to-door, there's still power in door-to-door. So I wanted to go back to door-to-door. But you offer the best of both worlds where we can knock door-to-door and we still actually get really high-quality leads with your system. So it's cool.

All right, so the first time you heard about earning a Rolex, what'd you think?

I was like, I'm earning one. And I wish I wore it today. I forgot to bring it. But, yeah, man, that was my goal. I was like, there's no way that I'm going to get hooked up with a Rolex for selling a million bucks. So I took it to heart, man, and I worked my ass off and I made it happen.

The first year, made it happen. How do you do a million in your first year?

I think this is like a lot of people coming into this page and they're trying to have that first year where they make $150,000. Yeah. You know, did you make more in roofing than you did in alarms?

Yeah. Yeah, I've had my best years in roofing.

Okay. And, yeah, so I mean, making a million or selling a million bucks in your first year. So I did it really primarily knocking on doors. I wasn't getting many leads, honestly, my first year with you. Knocking doors, do an all residential shingle. So that is definitely possible for anyone listening to this that, um, it, you know, it's possible for anyone that wants to make a million bucks to do it just residentially. Right. You don't have to go after the bigger regular shingle job. Single job. You would find neighborhoods where there'd be a lot of three-tab. There'd be homes that are almost, you don't call them cookie-cutter, but they're like, basically they are essentially, right? But there's a gold mine in them. I mean, the thing I like about cookie-cutter, take one neighborhood and dominate, take it over. Yeah. Cuz if you find a neighborhood like for wind, especially, right? Hail can obviously affect anywhere. But if there's wind damage, all the homes in a cookie-cutter neighborhood were built at the same year. So if you find damage on one, two, three homes, there's a really good chance all the old roofs are going to have damage too. So it's just using those clues of like making the job easier than harder of like, okay, where should I go first? So I do a lot of research on like Zillow, which is a simple app for free, anyone can download, but looking at age, age of homes, age of neighborhoods to even see where I'm going to go prospect.

So how many doors are you knocking a day? Are you completing the offers? The first year, are you just, H, H, what is your habits like? What are you doing on a day in your first year?

Yeah, so, um, best advice, I mean, what I did is just dive in head first, right? And success leaves clues. I'm a big testament to that. Is just follow what the other successful people have done. And we actually, my first month when I worked here, you came to Tampa with your dad, and I was sitting across the table from your dad and someone else was next to us too and said, like, hey, how many claim numbers should I try to get my first year? And Donnie said, you should aim for 50. Get 50 claim numbers and you'll be set. And I remember hearing that and taking that to heart. And I went after 50. I was like, okay, let me get 50. And I just worked as hard and as fast as I could to get 50. I had a little bit extra motivation though, cuz my wife was pregnant with our first kid at the time. So I had like, you know, six, seven months to.

That's when you get the luckiest, when your wife's pregnant. Yeah. Did you have, did you have any good luck streaks this time around?

I mean, it probably, I remember there was one. You got promoted to National Sales Leader. Yeah. I mean, I think that's, you know, I created my own luck there, I think, just by the work ethic. But I had to pretty much twist your arm and yeah, wrestle you down to take the position. I mean, seeing, looking at the big picture, you know, it's why I took it. You know, it's where we're headed and where we're going. It's super exciting and, you know, fun to work on making that a reality. But what I love most is that we make door knocking fun.

You do. You've gamified it. A lot of times people ask me, how do you drive your door-to-door team? If you're on a door-to-door team, how do you get motivated to knock more doors? You work for some of the best organizations. Yeah. But I think we're doing something big with this National Roofing League.

And tell them what it is.

So the NRL is a, um, inter-company competition where every rep has an opportunity to score points based off of their performance. And normally, when we're not running our March Madness Tournament, which I'll get into in a second, there's a grand prize of normally around $500, give or take, of either they can take cash, or they can do an event, or get another sick prize worth around, you know, $500, for their hard work and efforts, right? So it's fun to kind of gamify sales and have another reason to go out and knock. And I think, you know, as you get into sales longer, and as you have success with sales, the money isn't as motivating as it was when you were broke and you first started. Because now your bank account is nice, you got more money in there than you ever had before. Like, what's going to motivate you when you know you don't necessarily have to go work? And I think that's where the competition aspect comes in for sales organizations to give their sales reps another push and another reason to go out in the field and work hard.

What's the difference between like a roofing competition and everything else?

How do you mean? Well, I mean, the cool thing about it is, is like, we're, we're doing contingencies, we got contracts, we can do estimates. I mean, reality is, is that we're gamifying the activity, not just the sale. Yeah. Yeah. So, you know, looking big picture, and this is where my National Sales Manager, yeah, well, this is where my National Sales Manager hat comes on, right? It's like, hey, what activities do we want to encourage, right? And the activities are completing the offers, right? What's a completed offer? Getting the estimate to the homeowner, basically with a package of, you know, who we are, why us, insurance, all that stuff of, you know, and the estimate, of course.

And a proven sales process?

Yeah, yeah. Just following, you know, what we know works. And so, you know, we, which you also designed and helped had a lot of influence on. Yeah.

The sales presentation?

What's that? Yeah, so it's, again, trying to take the thought out of for new hires because there's a lot to learn when you join any organization, but especially an organization where there's a lot of info, like roofing and solar. How can we help new reps get success faster? And that's giving them a blueprint of what to say and what to do when you're inside the home. So we can tell someone a ton of times who we are and why a homeowner should choose RRC. But giving them kind of a blueprint and a step-by-step booklet essentially of like, what to show the homeowner and what to talk about, it just kind of takes all the thinking out of it and just makes it easier for the new rep to have success.

What's success for a new rep? Obviously, making sales, right? But I think got some new reps climbing up the leaderboard. What are they doing?

Yeah, so they're, they're following the process, right? They're, um, out in the field with us, shadowing at first, so they can see sales and see the word tracks and what to say. Um, obviously, I think selling an insurance deal is one of the easiest sales to make. And we reps get money for selling an insurance deal on the front end. So for new reps that are looking for quick money, hey, let's get them in the insurance pipeline. We have ways now to switch them to retail to get money faster, you know, instead of waiting months for insurance. But then it's, you know, to me, success isn't always making the money, but it's seeing progress, right? Tony Robbins talks about having a constant and never-ending improvement mentality. And, you know, I think for sales reps too, they need to adopt that where, hey, it's not about the money, it's just getting better, right? Even even veterans.

Well, you've got three Rolexes. What do you, as a person, because you also are running a team, but you're running a million-dollar book of business. First of all, people that say that you can't do both. What do you have to say?

If it's important enough to you, you'll find the time to make it happen. You know, you can either like both by selling a million-dollar book of business and coaching a team.

Conflict of interest?

It can be. Yeah. I think, um, you know, as a sales rep, there's less responsibility, so to speak. Was it hard for you to take on that more responsibility? That's why you needed to kind of have multiple conversations with me to step into this role? Because I know I'm really good at sales and I know I can make a lot of money just doing sales and not doing the leadership aspect. But I think for me personally, developing more as just a person, leadership is and was the next step. Where it's like, hey, you know, I've not climbed to the top of the mountain of sales, but I've gotten close and I'm really good and I know my abilities. But leadership is now another thing where I can learn and I can get better and I can build more self-confidence and have a positive impact on other people's lives by leading them the same way you led me when I first started.

Hey, if you're watching this right now, Stephen is a part of our roofing family, and I want to invite you to be a part of our roofing family. As a matter of fact, he runs three sales meetings, two sales calls, Steven runs, and then we have a retail call that Ricky runs. And so, like, especially on Saturday, game day, I don't care what you're doing, you need to get fired up with us. You need to listen to techno music, get the strategies. Dude, I love it. Get your feet moving, get moving around. But the bottom line is, it's called Real Roofing. We partner with Bradley because Brad, he's actually going to be on some of these calls. He's going to be on the first call. And the first call is coming up here real soon. We're going to be doing a live training for anybody. So we're going to leave a link to that live training that you can ask me questions in. But every single week, if you could spend time with my door-to-door family, Steph would make you better. He would make you a million-dollar earner in roofing. You would have multiple Rolexes. The good thing is, you don't even have to quit the company you work for. We don't care. We don't care if you're not in the industry, and if you don't have a lot of money, no big deal. A lot of times in the past, we've charged $60,000. Nope. This deal right here is a little bit different. Check it out. And cool thing about it is, it comes with an app, Roofing Redline. You know, I say that, basically doing door-to-door, you can't expect what you don't inspect. And we've gotten a lot better with holding people accountable. I mean, you've done a really good job. I sometimes I'm too passionate, some angry, loud. And you lead by numbers with logic. And we couldn't do that without systems and processes.

What are some of the tools and things that we do to, yeah, rep drive door-to-door? Reps can't hide behind the numbers, right? Like, I think anything that you want to improve, you have to track. So having clear transparency of like, how hard reps are working out in the field is step number one. So as sales leadership, it's like, hey, we need feedback systems, right? So what can we implement to get more data from our sales reps? And the Roofing Redline app is great, not only for sales reps that they're organized, but more as a feedback system for our sales reps where if they're struggling to close, it's like, okay, let's look at your data. Well, Johnny, like, you only knocked 12 doors yesterday. It's not really a what-to-say issue, it's just a work ethic issue. Let's figure out how to increase your work ethic. But tomorrow, you go out, Johnny, and let's say you knock 50 doors, but if you got eight appointments and didn't close eight appointments, now we know where you need help with, right? Hey, eight appointments, you need help with closing, you need to know what to say, like, once you go back to the home, right? So it's like having the trackability through Roofing Redline helps a ton just for sales leadership, but it also helps again with creating the tournaments and creating the competitions because the effort is really what we're counting the points on.

So look, guys, we actually can give you free access to Roofing Redline. Special promotional deal. I'm actually going to be giving away $10,000 to who knocks the most doors. You got to get access. Let's go.

Yeah, dude, it's going to be random. We're going to verify. There's a basically way that I can tell if you're dropping pins and you're not within a like, right there at the door. Yeah. So, um, we're going to be doing random checks, but I'm going to be giving away $10,000 to whoever knocks the most doors, even if they don't work for my team. So hey, can I start knocking doors again?

Oh yeah. No, I don't think you can win. But this brings me to like something I've been bringing up. There's a guy, he went out there and he was a setter and he set appointments on 100 solar deals. Anthony Fornelli, team for Spartan Solar. I've been talking a lot about it. You know, how do you think people leading from the front? Why do you think leading from the front is so important in door-to-door and how do you balance leading from the front too much and not spending time with your reps?

I think it's, it's like, I forgot the saying, but it goes something like, you know, listen by what I do, not what I say. And I think as leaders, especially in sales, people will respect you more and listen to you more if you're out in the trenches with them, doing the dirty work alongside them, right? Where you have the actual the same experience that they do, but you're having success when they're failing. So now your words have more weight when you can go back to the office with them and be like, yo, like, what's going on? Like, I'm out there with you. I'm closing, you're not. Is it a work ethic thing? Is it a training thing? Like, I'm here to help you. But if you're not out in the field with those reps and you're not producing as a leader yourself, just think about it, right? Like, how much are you going to respect that leader and listen to what they have to say when it all it sounds like they're just trying to crack the whip?

Well, I was cracking the whip on you. I was saying you need to travel more, you need to show that you have better door-to-door. You're like, I'm just having my kid, give me a break. But you made a comeback. And how have you demonstrated that, like in the WhatsApp chat, in the like, what? Tell them.

Yeah, so I mean, um, I post a lot in the group chats, sharing my own personal wins a lot. Yeah. I share the daily screenshots of the NRL of the competition where everyone's at. And it's just responding to reps' posting their own successes, right? I want to let people know I see them working hard. Even me. Yeah. I mean, you're in there too. Worth my time to heart the posts and give clap people up because, dude, that goes a long way for reps. Yeah. It just lets them know like their efforts don't go unnoticed, right? And, you know, people, people are motivated by different things. And, you know, money is definitely a motivator, but I think recognition is another huge motivator. And when you give people that recognition, makes them feel good and makes them feel valued. And I think that helps retain your reps.

Well, everybody says knock more doors, but it's truly recognizing their wins and really lifting them up. And it could be as much as a speech at a sales meeting, as much as a prize at the end of the month. Sometimes the speech could be worth more to them. You know, like, even we started talking, I just told you how good of a job that me and a lot of the leaders think you're doing. And, you know, a lot of times that extra time is a very important thing.

I guess there is this big idea that you should never make your top sales people leaders. And you, you were a top salesperson, you went to be a leader, then you went back to being a salesperson. Mhm. So at this point, is this a success that you could take a top salesperson and make him a great leader?

I would call it a success, yeah, for sure. I think, was the first time a failure because it didn't work the first time. Explain to him the mind of what people think about. I think if you're taking a top salesman, you make them a leader, if they fail as a leader, you may lose your top salesman and a leader potentially, right? I think, you know, what's changed since the first attempt at leadership and now is we revamped our sales rep pay plan where we actually pay our leaders more now based off of them coaching and leading their teams. So everyone's incentivized on the same level to perform and do their tasks, right? So I think, you know, you want to, H, H, how do you grow an organization, right? You move people up that are having success to then duplicate themselves. And when you incentivize people to have the ability to duplicate themselves and, you know, earn an income from duplicating and putting more work in, because it is way more work and way more time, but again, the incentive is your own personal growth. You're leveling up someone else's life and making a positive impact in the world. You're earning more of an income for you and your own family, right? You're carving your name into an organization. It's like someone that is making an impact for growth within the company. There's like a ton of benefits of doing it, right? Versus, hey, let me just stay stagnant and let me just tread water and potentially go backwards by just caring about me only, right? Like, I don't know. I see the, again, constant and never-ending improvement lane, I guess, as the better lane. It's just, that's the next challenge. What's the next challenge? What's the next challenge?

And I guess as a leader, you got to sell your vision so that everyone else's vision sits inside of it. And that included you and all the sales managers within it. And nothing can become dynamic until it's clear. Yeah, including pay plans. How people are going to get to certain certain earning steps. And in business, if things aren't working, it's just this iteration cycle.

How many times have we changed those things?

Yeah, a few. A few. And a lot of times this year, there's been one slide in your presentation to the guys that's been really, really, really prevalent and it's very, very meaningful. It's a, like, consequences involved. Like, what do you know what I'm talking about?

The ugly side? No, no. Charismatically gets me through all. But what slide?

Joking, bro. Uh, Innovate or Die. Hell yeah. It's a blockbuster. Yeah, man. I mean, we all know the story of Blockbuster, of, you know, they got left in the dust by Netflix and Redbox, you know, direct-to-home delivery instead of going to a physical store, and they died out. Right? And so right now, in Florida, there's an insurance market collapsing. There's big leaders in the market falling off. There's people going out of business. And we went through some adversity. You know, a lot of people say these things, and they say that RRC is having a hard time. And the reality is, I had millions of dollars owed. It was one of the hardest years of my life. And it really separated the people who were about our core values and who weren't. Yeah. And there was some consequence. We lost a lot of good people, didn't we?

Yeah, I mean, I would say not a lot of good people, but a lot of those stagnant people that just aren't about our personal values, personal development, over earning this year, over the last two years.

Well, I think it's, I see personal development is almost like, you know, when you shoot a bow and arrow, think of the reference, right? Like, you got to pull back before you get launched. And sometimes, you know, if people are looking too small and too short-term, you're not seeing the long-term effect of, you know, the sacrifices and the discipline that you're putting in to just propel you forward and leave everyone else in the dust.

Now, you've seen things change from collection procedures to how we deal with insurance, now forcing financing on almost every deal. Can you talk about, like, from your perspective, you know, our build slowdowns because of cash flow and depreciation, what we've done to evolve, how we've gone from insurance to retail, and what we've done as a team?

So, I mean, it just goes back to that Innovate or Die thing we're just talking about. Like, change is going to be the only constant. I don't think I think companies that stay doing the same thing for too long are the ones that die out, especially in our industry, which we've seen some big companies go bankrupt recently. Um, but yeah, I mean, the biggest things of staying ahead of the curve are, look, predicting future trends. Again, insurance companies, yeah, insurance companies making it harder and delaying paying money. So what are we going to do to adapt? Are we just going to wait, or are we going to make the change? What do we do? So, so we have made some financing partners, right, and funding partners to collect almost all the sales training calls this year. Yep. Yeah, collecting funds on the back end, right? Being a little bit more strict on our roof agreement side of things of just when we need to be collected. It's just, hey, insurance is going to pay for this roof, but we need to be paid in full within 30 days, even if they don't have the money. They can be their own bank and pay from their bank account. Obviously, they're going to get reimbursed from insurance, or we have lending partners available too. And we have solar, which is another.

Did that, did you think it was going to be harder than it actually was?

No, it was easy. Like, it just, it makes sense to homeowners when you explain it correctly. Like, they understand we're a business. They understand when you explain it that we have our own expenses. We can't front the cost for hundreds of customers to get these projects done. And, you know, you just present it to them, they understand. They see where insurance is paying for their roof, and then it's just giving them the option of how they want to pay for it. So obviously, you know, adjustments have to be made. And, it is, I think it's great for the organization, right? Reps get paid faster. The company can just keep doing our job and, you know, producing new roofs and, you know, keep growing.

All right, so right now, I was teaching some restoration people the pitch and the retail guys the pitch. And I'm going through our AI. Got an AI, guys. And we've been training it. Me and Stephen, me and Steph can be your sales managers. And you can just literally type into the AI. I'll type back, answer all the questions as if me and Steph were there. You can also get clips from us, game tape from our actual objections that the app will feed you. AI, we can hook you up. But um, give us your pitch, man. Knock my door. Because it was solid. And yeah, you want the sauce. I want the sauce.

All right, this is this is the insurance claim door-to-door pitch.

Sure. So, hello, hey, what's up? Are you Mr. Hate? Yes. Okay, so I'm supposed to update you about the work my company's doing on your street. Um, I'm sure you've already seen us out here. We're the ones if you've noticed some of your neighbors have been getting their roofs replaced.

Oh, this is about a roof, man. I'm good.

Yeah, that that's totally fine. This is a little bit different. It's pretty important. But your neighbors, just so you know, like, they didn't win the lottery or anything crazy to buy a new roof. Like, no one is taking money out of their bank accounts to get their roofs done. But the whole issue out here, what's been going on, um, do you remember a few months ago, we had like a really bad storm come over here, us here in Naples? Yeah. Cool. So because of those storms, a lot of the older roofs have suffered some form of storm damage where your roof may not be leaking, but it could have like creases or peeled up shingles.

Oh, you're the one over here following claims. Reason why my rates are so high. That's not me.

Yeah. Um, just so you know what's going on though, sir. Um, neighbors are just realizing though, like, if they have legitimate damage on their roof that, you know, instead of having to pay full price for a roof eventually, you're actually entitled to get a new roof paid for through your insurance. Now, I'm not saying you would even qualify for that, but they, the reason they had me stop by your home is our records say your roof is over 12 years old. Does that sound about right?

Yeah.

Okay, cool. So my job today is super simple, just like I've done for a ton of your neighbors. I'll do a free roof inspection, just to give you peace of mind. I'll do a free roof inspection and take photos so you can see what's going on. As you can imagine, though, Mr. Hate, you know, not every roof qualifies, you know, some have damage, some don't. But if yours does, like a lot of your neighbors, everyone else agrees it's pretty much a no-brainer, you know, to call your insurance and get it replaced because they're paying for it. And that's the reason you have insurance in the first place. Now, the only thing we do ask from you in return, because I don't charge you anything for my inspections, but if we do assist you in finding damage and getting an approval, we just want to be the ones to build the roof because that's how we make money as a company is just doing the roof for insurance. So let me go grab my ladder and check it out. But who, who'd you say you had for insurance?

Heritage.

Heritage? They're awesome. They're really good. So yeah, give me 10 minutes and I'll let you know when I'm done.

Dude, fire pitch. Any through an actual close? Usually, if you're like, hey, if the insurance company pays for the roof, I can be your roofer, right? Or does that sound fair? Hey, we work contingent upon approval. If the insurance approves, we do the roof. Does that sound fair? And often times, when you get somebody switched on the doorstep and they're starting to agree with you, and you throw that trial close in, you know, going on that roof, that you're coming back and getting a contract signed. And that's why, like, my approach is a little bit longer than some others that I've heard in our company. But to me, it just makes sense. If I can, if someone listens to an entire door process, which is what, a minute and a half, maybe, and I get on the roof and find damage, we're moving forward. We're filing a claim, right? Because they understand the whole deal. I think where reps who start new in this industry where they fall short is they don't explain the full process. And the biggest tip I can give people is explain what's in it for you as the company. Because inside the customer's mind, it has to be at least equal or weighted heavily in terms of what we get as a company versus what they get. Because if I just knock your door and you know, you answer it and I'm a random guy, I'm like, yeah, I can get you a new roof, doesn't cost you anything, it's great. Subconsciously I'm like, red flag, red flag, red flag. Like, this seems too good to be true. You know, why is he doing this? If I don't know that answer, I'm going to say no, just because I'm confused and I don't understand. So explaining what we get out of this is paramount. It's so important, especially for new reps on the doors, to have more success.

All right, so you're one of the best I've seen at the roof-solar combo. We switch insurance to retail. And a lot of times, the way you do it is, we, solar taught us a lot about how to sell retail better. And so now, for anybody watching this, it's curious, maybe you're in solar, maybe you do both, maybe you want to learn solar and you're a roofer. Either way, when's the best time to bring up solar?

There's many times. I mean, I think the sooner in your process, can bring it up, the better. I think right after an adjusted appointment is a good time. Right when you go back to pick up the first check and sign the roof agreement, another great time. Or when the roof's fully done. I mean, that's the long play, but that's another really good opportunity to bring it up.

Remember the one that we went on? We got the roof approved. I want you to reenact that now. We're going to do solar. Close takes time. Roof close takes time. I really want the one and a half minute version.

All right, it's pretty tough. All right, but sure. Basically, I'm going to give you some tougher objections. I was down for the free roof, but you're going to get a little pushback. Sure. All right, so walk to me after you got the roof approved and you want to sell me solar. Cool.

So yeah, so Lee, great news, dude. Insurance came back and approved your roof. Now, quick question for you. If, if there was a way that we could still get your roof done and have you keep all the insurance money, is that something that you'd be interested in looking at?

Oh man, that sounds like something too good to be true. I'm not really into all that.

You would think it, right? But hypothetically, right? If everything was legit, you'd probably say yes, right? For what you know, getting us to build the roof and you keeping all this insurance money.

Okay. What is this? Is this a scam?

No. So, um, I'm sure you've noticed all your neighbors that have been putting the solar panels.

Oh, there we go. Solar.

No, you've looked into it before, just like everyone I've talked to, right? So it's a little bit different now. There's some newer programs that make it a little bit better, right? Especially with the newer technologies out. But, um, I mean, here honestly, I would probably do a little bit more question-based selling. But reader's digest version is, so yeah, so best opportunity that we have here, Lee, and this is what a lot of your neighbors have been doing, is adding in their roof cost in with the solar financing. So we got the money approved for your roof through your insurance, right? Let's say it's $20,000, right? So Mr. Lee, cool part is, I can give you back this check for $20,000, and we can just add that same cost into your solar financing because solar's no money down. There's no out-of-pocket expense to do it. All you're doing is redirecting a payment that you're already making to T-O-U or Duke or FPL, your utility company, into a lesser fixed cost that's never going to go up, right? When we add in that roof cost, it's probably going to be really close, maybe I don't know, $40, $50 more than you already pay now per month, but you get to keep $20,000, right? So I'm not saying it's going to be for you for sure, like not everyone qualifies for this, but it's definitely a great opportunity to look at. And that's why all your neighbors have been getting panels lately. So do you get your bills online or in the mail? And then I'm just going to continue on and, yep, get, get the bill, set the appointment. It's all about, I think, just creating curiosity and making it not a big deal and making it seem like everyone else is doing it, right? People don't want to feel left out. That's why I use.

A lot of language, like all your neighbors. I'm sure you've seen everyone doing it. It's just, you know, the the herd mentality of, "Yeah, I want to do what everyone else is doing." All right, so this is about a back-and-forth conversation because we don't have a complete agreement on the perfect way to switch insurance to retail. I have my ideas, you have your ideas. You tell me yours, and I'll tell you mine. For insurance to retail, why don't you sell me insurance to retail? Switch me right now. Yeah, so, um, are we, Ro claims approved? Where are we at in the process? Uh, claims approved. Cool. So, Lee, great news, dude. Um, we got your roof approved. It's low. This, this is ridiculous. They, you said the bid was going to be $25,000. They paid me $18,000 for this, and I only got $12,000 bucks. Yep, yep. So, let me explain how insurance works. For one, we do it for whatever insurance allows, okay? We still have to supplement this claim and get it up, probably closer to where our estimate should be. But right now, they've approved the $18,000, and you have a first check for $12,000, right? That leaves $6,000 unaccounted for of the work that we're doing. You know, $2,500 of that is your deductible, and then we have about $3,500 in what's called recoverable depreciation that will get sent to you on the back end, right? Um, once the roof's done. So, um, part of the issue that we've seen in the industry is insurance companies are just making it harder and harder for companies and people like us to, you know, help you through this insurance process where, you know, we're going to go ahead and get started on your roof, but it's going to take maybe three to four to five months sometimes to collect the back-end money from insurance, meaning the depreciation and supplements. But you have to understand here that, you know, we're a business, and we have expenses, and, you know, we can't keep fronting all this money while insurance keeps holding it.

Hold on. So you want me to get a loan? Well, that's one. You said this is going to be the insurance claim. It's not going to cost any more than the insurance, and it won't. You got to stay with me here. And the terms that, um, in insurance is paying you that $18,000 minus your deductible, um, we're just not getting all that money until probably four to five months from now from when we're building the roof. Insurance companies keep holding these final checks, right? But we have expenses, right? We're paying for all the materials, we're paying for our labor, we're paying the insurance, we're paying dump permit, everything, overhead to run the company. So if we did that, you can imagine 100, 200 times a year, you know, we would go bankrupt. We wouldn't have the capital to do that. So what we, um, have available is two main options, right? One is you can be your own bank here, and we need to be paid 30 days upon completion, right? So if we're not paid by insurance within 30 days, we need to look at getting paid, you know, writing us a check for that difference, and then you can get reimbursed from insurance once they cut you the check. Or what a lot of people do is they look at to our lending options. Cuz what's really cool about that is you have this $12,000 first check. How would you like to keep this $12,000 check to do whatever you want with and pay a couple hundred bucks a month instead? Is that something you'd be up to looking at?

I'm not really interested in taking a loan for no reason. I got plenty of money in the bank. I just was trying to get a roof paid for by the insurance, like you said. And, and we accomplished that goal, right? We got this approval for $18 grand. You're definitely getting this money paid for by insurance. Obviously, you got to pay your deductible. How much is this? Is what your roof? It's what? Well, how much was insurance is estimated $18,000. So that's our price, like we agreed. MH. Um, so, so yeah, so, um, if, if you don't want to finance, then upon completion, we need to be paid in full 30 days, you know, after completion. Um, we'll need that final check of the $6,000 bucks whenever we finish.

I think I'll just wait. All right, now I'm just ball-busting you. I got all, all the way through. So, so let's pick it apart. This is good training, okay? And honestly, we're, we're evolving together on camera because this is the training you wanted for me. You wanted me to map out exactly how I wanted to switch from insurance to retail. I thought you did a lot of stuff good. Retail, retail is a different aspect, right? I mean, we've been doing insurance for four years. A whole different animal, and we're, we're, we're stuck in our ways. All of us insurance guys are stuck on the tit. But hey, this is about improvement, right? Getting better. All right, so number one thing that I want to say, insurance guys, you're afraid to use price. The price wasn't $18,000. The price was with peeling stick, with all the upgrades. It's probably what? $32,000, dude. We're putting a $32,000 roof on your property right now. You're only approved for $18,000. The way that we get it approved now, let me tell you, people are never motivated because they feel bad for you. Oh, you're not going to get paid. Oh, well. I don't give a... You told me that the insurance was going to pay. So what you have to do is you have to give them something that is going to help them be a positive. Uh, basic, basically, you got to say, "Look, the way that you get this approved is you go ahead and incur the cost. All these extra charges are code upgrades where these code upgrades are the peeling stick underlayment. This is what the insurance company wants because this protects you if you have a hurricane." Does that make sense? And you see how you're getting two roofs instead of one? It would cost more. And so it makes you feel better about $32,000 versus $18. Look at his line item here. Say synthetic felt. You understand we're getting two different roofs. You want the peeling stick, right? All right, so this $32,000 price is what it costs to put the peeling stick on. So you need to be clear with your price and slap them over the head. But you told me it wasn't going to cost more than what the insurance company allows. You're right. You have two options. You can wait. The insurance company may go back and forth. There's been eight companies go out of business. We may go back and forth all the way through appraisal, and I can't tell you honestly that this works 100% of the time. I do not get 100% of these. As a matter of fact, I can give you about an 80% chance that we get what we want done. Mhm. You see, I didn't give that full guarantee, right? We're used to giving the full guarantee.

Next, I am going to say here, this is what we have to sharpen up in our sales presentation. We have to show them in their insurance policy where it says that cost incurred, basically, is something that is covered. So in emergency services, when water's coming in the roof, and you put a tarp on the roof, dude, it's your job to stop the water from coming in, and if you incur the cost of that tarp, that cost of the tarp is what they owe. Well, once they've determined that the roof needs to be replaced, the cost that it takes to do the roof up to code is what they owe. M. So we can go argue about it beforehand and sort of nickel and dime and go to the pawn shop and say, "Let me start this roof. Let me start this roof." And it's like we're playing that game, right? Or we can force the customer to go, go ahead and pay our price. We can tell the customer, "Hey, look, the best way for you to get this approved is for us to go ahead and do it. For us to go ahead and cover the cost. We have a special program at zero cost to you, and we will incur this cost, turn it into the insurance company, you will be reimbursed." But Lee, makes sense. You told me that it wasn't going to cost more than the insurance. Your estimate's $32,000. Am I gaslighting right now? Cuz it's the best. It's the number one objection that we're going to hear. So look, I completely understand. And the truth is, is that these insurance companies, they play by a different set of rules. I'm right here. I know to get this done the fastest way to get this done, the right way. Are you concerned about getting this done? You want to get this handled? You want to get this behind you? Cuz when you get a new roof, you save. And now here's where the next thing comes. Here's my advice. In Florida, it's a little bit different. Everybody's got a metal roof. In a lot of states across the country, metal roofing is a much better roof system. We want to talk to them about their forever roof. This is your forever roof. Look, I know that you got your roof put on here, but I'm trying to put on your forever roof. And the insurance claim might cover 50 to 80% of the cost. So by upgrading them to metal, by bringing them over to metal, right? I'm, I'm taking the eyes off of the prize, per se. And I'm going to tell them, "Hey, look, I'm going to get as much money from the insurance claim as possible through a contingency agreement and a supplement, but you're going to be able to keep that money, apply it to the upgrade, and we're going to get a retail loan for the metal roofing." So the fact that we're selling a shingle roof at $18,000 and we're talking about a $32,000 shingle quote versus talking about a $45 or $50,000 metal roof, that's the first option. Cuz we're price conditioning them, right? Yeah. If we started, and this is where if you're watching this, guys, and you're in sales, you think price scares people. It does, but it also conditions them. People want things that are worth more. They want a good value. So if you get something that's a high price for, uh, cheaper price, you want that. You don't want the thing that's the medium price, right? Right. Yep. So my whole point is in the pitch, being clear about how they benefit by moving forward and fast of the process, that by incurring the cost. Now, here's another thing that you got to be really understanding. We guarantee if the insurance company does not reimburse you, that we will refund you the difference. Yeah. It's huge. If you put it in writing on the agreement. So what? Put it on the loan, put it on the agreement. That's separate from the insurance contract. Do you understand what I'm saying? Yeah. But 80, 90% of the time, you're going to not refund the money, right? And this is only when you're going shingle to shingle. If you're going $18,000, $32,000 shingle, single estimate, you're incurring $32,000 in peeling stick. You're now, here's the thing. In other states across the country, people are putting these roofs in appraisal, and they'll sell a roof, but they won't build it for a whole another year. They'll tie up the whole process. And guys, you just don't have to do that. If you just learn how to use price to condition your client, you're not, you're not afraid of giving them a price. You show them how we got to show them, not tell them. We got to show them how price incurred is covered in their RCV of their policy. Yep. And then obviously, we're going to overcome the objections of, "What if this is more than my insurance company pays?" Look, we don't have those objections if it's a metal roof. Yeah, it's more. You're getting a better roof, and we're going to save you all the money in the difference. So you save that argument when you upgrade them to metal roof. Makes sense? Yeah. So I think that it's getting this part really tight. That is the next step for our RCA. Um, we put deals into the legal process. But once the insurance company has inspected the roofs with their engineers, our goal is on these tile roofs to go back to the customer and sell them. Have you done any of those where they were in the legal process where you got them to speed up for retail? Um, I know some of our guys in Tampa have. Me personally, not really. We got to go out there and execute these scenarios. Just, just I think that me and you putting ourselves in a room and calling contingencies and just being like, setting up appointments to close them to retail and finding, uh, off the legal list tile roofs that we can switch to retail and just practicing and documenting with zero with our, our video. You see that is grunt work that's leading from the front. But if we get content, then we demonstrate, we motivate, we recruit. If you're watching this, you want top sales training. You want to hang with me and Stephen every single week. Look, you don't even have to quit your company. You can join our freaking brotherhood for $200 a month. It's off the chain. You get iPhone app, you get calls, you get access to my university, but it also plugs you into a network where you can get a roofing red line and sell with me and Stephen. Um, so look, brother, uh, these guys, they're wondering what it's like, what's different about our culture? What, what is the RCA culture? Um, a little crazy. Yeah. I mean, we have a lot of fun, dude. I mean, um, everyone makes a lot of money here, and, uh, everyone shares their wins. Um, it's, it's fun to visit all the different offices and see, cuz I, I think every office has its own mini culture inside, you know, the company's culture. But yeah, dude, I mean, we, we work hard, we make a lot of money, we, we incentivize people with with cool, you know, shirts and, uh, trips and, um, you know, it's all about getting better. I think we live by the core values here, which is an important testament to the company. Um, but yeah, man, I mean, I wouldn't be here four years later if I didn't have a fun time working here. D, I'm so pumped up about the new R in the NRL because you broke it down to a four-man team. You made it really even. Can you explain to them how it all works? Yeah, yeah. So, uh, going back to kind of gamifying sales, right? So March Madness is about to start with basketball. Might have already started. I don't know. But, um, March Madness is like our tournament that's going on right now. So I, I styled it as like a bracket. But all of the sales people a couple weeks ago were competing in what's called the seating phase of this competition, where based off of the RL, which is again, the companywide, um, you know, ongoing tournament, they can score points just by producing and doing their job, right? We've kind of, uh, leveled out the playing field where even rookies that are coming in can score a lot of points and win just by their effort of knocking doors, completing offers, things that, you know, you may not be getting a lot of roofing contracts or converting a lot of jobs, which we give points for to when you're starting. So now it's kind of leveled it out where everyone has a chance to win. But everyone was working hard for the first two weeks to seed, basically. And once seeding, the seeding phase was done, we broke everyone up into teams based off of experience level. So, you know, rookies and sophomores, you know, uh, we divvy it up by the number of sales they've made, you know, they got placed on a team with our, you know, million-dollar producers and our veterans. So it's basically ideally, there's one person from each experience level on each team. Um, and they're now in the bracket competing against the other teams of four that were created, right? So the better you did in seeding, you know, if you're a rookie that did really well, you're hanging out with the other big dogs. You got some one seeds whopping some eight teams. Yeah, we got the first seed going against bottom. And lo and behold, they got zero points. And you got still got time. They still got, oh, y'all better turn it up. I'm not going to let none of y'all zeros live this down. Yeah, yeah. So now it's two weeks, uh, where they're competing against another team of four, you know, as they move on, they win, you know, some custom-made, pretty cool, like lifestyle gear that we made, the shirts, one of them, um, it's got a cool thing on the back too, but, and then they can win hats, they can win sweatshirts, backpacks, just all branded with RRC. That's like different, never before seen. U, then the grand prize is the trip to Puerto Rico with them and a significant other. Um, so four winners going down for five days, all expenses paid to a pretty nice resort on the beach in Puerto Rico. Um, so it's cool, man. You know, we got a ton of buying, and it's fun to see people going hard. Uh, you know, I think as we get closer to the deadline of this first round, we're really going to see the ramp up. And then, you know, again, big picture, how do you incentivize people after they get eliminated? Right? Because a lot of people are like, "Damn it, you know, we're out." Like, "No need to go hard anymore," right? But, reps don't really know it yet, but there's going to be a back door entry where it's basically double elimination. So even though reps may lose this first round, those teams that lose are going to go into the losers bracket, essentially, where they can back door in to the championship where the winner has to basically win twice in the championship to go. Hell yeah. So it'll, it'll be fun, man. I'm really excited to see the results of it. And, you know, congrats to the winning team because they're definitely going to work their ass off to end up in the top spot.

All right, tough question. Good, bad, and ugly of working with crazy old me. Good, bad, and ugly. The good, dude, um, you, you pay us really well, and I have, I've made more money working here than anywhere else. Um, and my lifestyle has definitely got a lot better from working with you, so I'm very grateful for that and just the opportunity you present. The bad, um, I think, you know, at times, you know, ideas may not be thought all the way through. We're like, we, we make a lot of small changes before they're perfected, I think. And I think just for clarity, I think, um, you know, it's, I think it would be better to make slower changes that are more impactful, um, because it, it can just be confusing, I think, for reps when they're hearing different things at different times. Um, you know, you can't be loud at times, but I think that's fine. Ugly. The ugly is I'm loud. Yeah. Not a bad. It's not a bad thing, but it can be bad. I'm not, you're so God graceful at at dealing with people. Yeah. You got tips for me? I'm too loud. I always say like, you know, the grass is greener where you water it, right? And like, dude, we all have our own issues and our own ticks and our own things going on, right? But like, I can deal with you being loud. Like, I don't want to go to a different place where, like, God knows what's going on in another company because there's problems and issues with everyone, right? Not to say like, it's nothing, you know, bad here, right? It's just like, loud, intense. Every company has stuff going on, right? Kind of a little bit of a loose cannon. Yeah. Hey, that, that's, I think some of the good too, cuz it's, it's, uh, entertainment, it's fun. But also, I mean, some of the good too, bro, like you put on the, uh, Blue Collar American Dream conference every year. And dude, I value those, those, uh, events so much. Like, dude, you're pulling in Florida. Like everyone else wants me to do them all over places, but I'm just like, then my team can't come. Well, we get free access to that, right? It's one of the values of working with us, guys. Yeah, Alex Morton, you know, Nick Santonastaso, Bradley Jo, yeah, dude, sick, like big names that you get. And my, yeah, Ed Mylett. That was awesome. Phil Heath, right? Kamaru Usman. Yeah, big homies. But, yeah, so it's, it's fun to, you know, learn from you. That's obviously really good at this industry and really good in this job and plug into your proven system. So guys, if you're watching this right now, sometimes you find people better at what you do than you, and that's when you know that you're really like getting to the next step as an entrepreneur. Stephen does sales leadership in a lot different way than me, and he has the potential to be way better of a sales leader. The reality is, is like, it takes time. You know, the level of education in each relationship, time is love. And, you know, we've talked a lot to the meetings, we spend a lot of time, we've knocked a lot of doors, but we got to spend more time about the specific things that we got to tackle. This innovate or die stuff hasn't gone away. Yeah. You know, we still have to get better at retail. We have to get clear at the insurance to retail. We have to get better at turning our leads. You know, and I, I realize how much of a champion you are for door-to-door, but getting that next step in, you know, one thing about it was is you've always been good on video. And so I taught you the framework, and then all of a sudden, every single time you do a video ad, it gets leads. And then when you run those leads, I think that people really kind of take it for granted what a really good lead is like. Yeah. And when they see your face, and you show up, what's different about that kind of opportunity that really like solidified for me that like, okay, I see this as more of a long-term thing when, like, dude, you taught me how to make a video, you paid for it to go on Facebook, and like, dude, I got blown up with the amount of leads that I got, and they were so easy to close because you're like, showing up to a celebrity or showing up as a celebrity. Almost saw you on camera. They were interested enough to click the link, and I'm the one going back out there to meet with them to help them, right? And I did everything that the video says, super transparent, and, you know, got their business. And then really, those deals turned into more referrals. And that's the other thing I'll say about working here and in the roofing industry, like I've gotten way more referrals here than selling anything else because, you know, it's a great company, great process, I'm transparent, you know, I do a good job, I think. So, you know, people, it's hard to find someone that you can trust, especially in contracting. So when you make a friend and you build a relationship with your homeowners, I got a referral on the way over here today, just someone called me, answered it, and, you know, "Hey, we got referred to you, need help on my roof," and going to go check them out when I get back to Tampa. But I love that Florida is a place that will never stop being prospected for roofing. There's such a need. There's rain, there's damage every year. We got 100 days left till hurricane season. Who knows what's going to unlock? But one thing for sure, like, uh, this is a gold rush. Tile roofs, metal roofs, commercial roofs, shingle roofs. And if you want to join the best team in the business, you're learning from Stephen. So how can they plug in with you, Stephen? How can they connect with you? They want to reach out directly to you. Yeah, uh, I'm on Instagram all the time. It's probably the best way to reach me. Tree Ballin All Day. I'm 6'7", so I'm a giant. He's Ballin All Day. Ballin All Day, baby. Um, yeah, hit me up. Be happy to on to you guys and see how I can, you know, assist. And, you know, what, you know, how I look at things is like, okay, how can I lose, right? What's the downside to you betting on yourself and trying, right? And, you know, maybe you waste a little bit of time, maybe you waste a little bit of money, who knows? But then you would know. You would know, hey, it either didn't work out or holy crap, like this was a great decision. So glad I bet on myself and like, you know, met them halfway and they just taught me the rest. I'm telling you, I'm sitting here thinking about like, I have been this national sales leader for our company for a really long time. We've brought in other people in here who didn't have like skin in the game completely to be that guy. You got bred in the system, in the culture. You stepped into the role, and I feel like a huge relief is off of my shoulders, and this clears me up to do what I need to do as a CEO. A lot of times when you're in this role as CEO, you're leading, you're still covering other positions, you're still helping in other areas, and it's just waiting for that right person to step into the role. And I just want y'all to know it was years of process of talking him into leadership, working with him. It didn't work at first, but it came to timing and the followup and just continue and selling them on my dream, on my vision, on the core values. I don't think any of it would have been possible if I wouldn't have, you know, started the quarterly meetings. And I mean, even I don't know when it was, but honestly, it wasn't even until 2018 that we had management meetings. I mean, seriously, it was a basically $10 million company that could run a lot based off of just kind of like elementary communication. And as you scale, as a group of mercenaries going to a freaking like Navy, dude, it's communicate or die. Yeah, not just innovate. You know, um, that's the biggest complaint. Yeah. And when it comes to production, when it comes to sales from homeowners. So if y'all enjoyed this episode, comment below. D, if you want to spend more time with me and Stephen, one more time, you got the chance to join Real Roofing. That's three Zoom calls a week. It's literally a real roof sales training class. Me, Stephen, motivating every day on, well, see Tuesdays, Saturdays. More importantly, you get access to all my training, the Roofing Redline app, we talked about, and access to all the installers in my network. Guys, this is Stephen. He's the number one guy at RRC. Three Rolexes. He's earned it. This could be you, man. It all started when he didn't know how to sign a contingency agreement. It wasn't that long ago, but years later, he is looking to be a partner, he's looking to earn equity, and he's looking to become a multi-millionaire in roofing. I can't wait to make it happen, brother. Appreciate you, dog. Appreciate you. Hey, thanks for watching my YouTube channel. Look, subscribe, get notifications because we're coming every week with door-to-door videos, interviewing successful blue-collar millionaires, finding out exactly what they did, going from living paycheck to paycheck to making that golden paycheck, baby. There's a gold rush in roofing, and we're showing what it's like scaling our company to a billion, creating 100 multi-millionaires along the way. Now, a lot of times we do silly things like roofer versus adjuster videos, door-to-door blitz videos where we get thrown off the front porch, but we do it for your viewing pleasure and to raise the status for the blue-collar entrepreneurs. So look, subscribe, tell your friends. That's the cost of admission. I want to help you sell your first million, scale to $10 million, and then maybe be a part of our billion-dollar plan. Look, subscribe, get notifications so you don't miss anything that happens right here on this epic roofing and contracting growth channel.