The STRONG Roofer™ w/ Adam Bensman

Roofing sales is a roller coaster of highs and lows. 
 
You close a deal, you feel great.

You lose a few, and suddenly you’re like, “Dude, what am I doing wrong?”

I’ve been there. I used to measure my success on one thing: Am I making money or not?

If I was, I was happy. If I wasn’t, I was angry and frustrated.

The problem is, that frustration follows you into the next appointment.

During a live training, a roofing sales rep asked me how to keep his mindset fresh when he’s getting beat up by objections and lost deals.

Here’s what I shared:

1. Change how you measure success.
You can’t control whether every homeowner buys. Ask yourself, “Was I being of service?” Did you help them understand their options and make a good decision? That gives you something to measure beyond a signature.

2. Give yourself a daily anchor.
I take time each morning to get centered and choose how I want to show up. Something as simple as “Leave every interaction better than I found it” gives you a focus to come back to when the day gets sideways.

3. Forgive yourself and hit reset.
You’re going to get frustrated. You’re going to have moments you wish you handled differently. Recognize it, learn from it, and give yourself permission to reset. You always have that choice.

At the end of the day, I ask myself, “Did I play my best game?”

That question has helped me more than any temporary burst of motivation.

Watch this new video to learn the daily practice behind it, and I’ll help you get back on track mentally.

P.S. Interested in building a mentally strong sales team of closers? Join me and my fellow Mentorship team (Dashaun Bryant, John Senac, Kody Landals, and Jon Broce) in the trenches for weekly training sessions and more. Learn more or apply to join RSA: https://rsa.pro/

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Join The Roofing STRONG Alliance by TAMKO™ (RSA): https://rsa.pro/
Exclusively available to The TAMKO Edge® Certified Contractors at no additional cost.

FREE Starter Membership (RSA): https://rsa.pro/free

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For informational purposes only — not legal, compliance, insurance or financial advice. No guaranteed results. Comply with all applicable laws. Consult qualified advisors before acting. See https://www.tamko.com/disclosures for more details.

Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO Building Products LLC makes no representations or warranties regarding its accuracy, completeness, or applicability to current products, programs, or operations.

You ever look at your sales numbers and think, “Why aren’t we hitting our numbers?”

They’re busy. You’re answering questions, putting out fires, and reminding people what needs to get done. 
 
Then the month ends, and you’re short of the sales target.

It’s easy to think the answer is more doors, more calls, more hustle. I’ve been there. 
 
But if you’re working yourself into the ground trying to get your team to perform, there’s a simpler place to start.

Jon Broce and I break it down in this new video where we share:
 
1) The root cause of this problem.
 
2) How to tell whether you’re dealing with a skill issue or a will issue (this will help you decide when it’s time to coach more, or possibly fire someone).
 
3) Two questions that can help your team solve problems without bringing every decision back to you.

If your team isn’t hitting its numbers, I think this conversation will help.

P.S. Ready to build a team who hits their numbers? Join us inside the Roofing STRONG Alliance™. Learn more or apply to join: https://rsa.pro/

=============
Join The Roofing STRONG Alliance by TAMKO™ (RSA): https://rsa.pro/
Exclusively available to The TAMKO Edge® Certified Contractors at no additional cost.

FREE Starter Membership (RSA): https://rsa.pro/free

PODCAST
Apple Podcasts: https://apple.co/3fSQiev
Spotify: https://bit.ly/3eMAqJe

FOLLOW
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For informational purposes only — not legal, compliance, insurance or financial advice. No guaranteed results. Comply with all applicable laws. Consult qualified advisors before acting. See https://www.tamko.com/disclosures for more details.

Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO Building Products LLC makes no representations or warranties regarding its accuracy, completeness, or applicability to current products, programs, or operations.

Ever send a homeowner a “just following up” text… and get nothing back?

I’ve made that mistake too. But homeowners hate annoying follow-ups which is one of the reasons they don’t respond. 

Try this instead. 

1) Follow up for them, not at them. 

What’s that mean? Be helpful, not pushy. 

2) BAMFAM. 

Book A Meeting From A Meeting. Set up the follow-up appointment before you leave. 

3) Use humor. 

When things go quiet, send a GIF to make them laugh. 

Dashaun Bryant and I break it all down in this new video.

We even show you the funny texts we’ve sent that actually get replies. 

Watch it here.

P.S. Want more practical sales training with Dashaun and me? Join us in the Roofing STRONG Alliance™ community: https://rsa.pro/

=============
Join The Roofing STRONG Alliance by TAMKO™ (RSA): https://rsa.pro/
Exclusively available to The TAMKO Edge® Certified Contractors at no additional cost.

FREE Starter Membership (RSA): https://rsa.pro/free

PODCAST
Apple Podcasts: https://apple.co/3fSQiev
Spotify: https://bit.ly/3eMAqJe

FOLLOW
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For informational purposes only — not legal, telecommunications, or compliance advice. No guaranteed results. Calling, texting, and automated outreach are regulated under the TCPA, TSR, and state laws — obtain independent counsel before implementing. See tamko.com/disclosure for more details. 

Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO Building Products LLC makes no representations or warranties regarding its accuracy, completeness, or applicability to current products, programs, or operations.

Most roofing salespeople aren’t losing deals because they can’t close.

They’re losing them because they never actually ask for the business.

And I get why.

You don’t want to sound pushy. You don’t want to pressure the homeowner. So you finish your presentation, hand over the estimate, and hope they make the next move.

But no one “ends up married.” Someone has to pop the question.

In this new video, I’ll show you one simple question that makes moving forward feel natural, for both you and the homeowner.

You’ll discover:

-Why unanswered questions quietly kill roofing sales
-The difference between being persistent and being pushy
-The exact question you can ask in your very next appointment

Remember, simple gets followed. Followed gets results.

P.S. If you want all of my roofing sales and objection-handling training at your fingertips, you can get it inside the Roofing STRONG Alliance™. I know times are tough, so as a reminder Membership is included at no additional cost for The TAMKO Edge® Certified Contractors: https://rsa.pro/

=============
Join The Roofing STRONG Alliance by TAMKO™ (RSA): https://rsa.pro/
Exclusively available to The TAMKO Edge® Certified Contractors at no additional cost.

FREE Starter Membership (RSA): https://rsa.pro/free

PODCAST
Apple Podcasts: https://apple.co/3fSQiev
Spotify: https://bit.ly/3eMAqJe

FOLLOW
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Instagram
TikTok
LinkedIn

The views and opinions expressed are based on Adam's long tenure and personal experiences as a roofing service consultant prior to coming to TAMKO. As such, his views are intended for general informational purposes only and should not be considered professional advice regarding insurance, financing, legal matters, compliance, or business transactions. Communication techniques demonstrated are intended solely to help contractors better understand and serve homeowners — not to encourage manipulative, deceptive, or high-pressure sales practices. Contractors must ensure their sales and business practices comply with all applicable federal, state, and local laws, including consumer protection, telemarketing, lending, and employment laws. Viewers are encouraged to consult qualified professionals before applying these concepts or making any decisions related to their business operations. TAMKO does not guarantee any sales, markups, margins, or profits.

Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO Building Products LLC makes no representations or warranties regarding its accuracy, completeness, or applicability to current products, programs, or operations.

You say all the right words… and still lose the sale?
 
The same word or phrase can send very different messages because of the tone.
 
Here’s an example:
 
“That’s great!” (said with enthusiasm)
 
“That’s great…” (said with sarcasm)
 
Do you feel the difference? 
 
In roofing sales, there are 5 tones to master. 
 
Watch this new video with fellow RSA Mentor Kody Landals to learn:
 
1) The 5 tones that help roofing salespeople overcome objections, deliver bad news, and close more sales.
2) How to control your tone to lead the conversation. 
3) The simple daily practice that helped Kody’s newest reps close deals. 
 
These skills will help you and your team be even more effective communicators and sales people. 

P.S. Training isn’t something you did. It’s something you do.

If you want to build a team culture that continually improves, stays on the cutting edge, and keeps sharpening the ax, you don’t have to do it alone.

Get it all inside the Roofing STRONG Alliance by TAMKO™: https://rsa.pro/

I know times are tight. Membership is included at no additional cost for TAMKO Certified Contractors. 

P.P.S. Learn more about working with Kody here: https://reimagineyoursales.com/

=============
Join The Roofing STRONG Alliance by TAMKO™ (RSA): https://rsa.pro/
Exclusively available to The TAMKO Edge® Certified Contractors at no additional cost.

FREE Starter Membership (RSA): https://rsa.pro/free

PODCAST
Apple Podcasts: https://apple.co/3fSQiev
Spotify: https://bit.ly/3eMAqJe

FOLLOW
Facebook
Instagram
TikTok
LinkedIn

The views and opinions expressed are based on Adam's long tenure and personal experiences as a roofing service consultant prior to coming to TAMKO as well as Kody's personal experiences in the roofing industry and as a Mentor in the Roofing STRONG Alliance by TAMKO™ community. As such, their views are intended for general informational purposes only and should not be considered professional advice regarding insurance, financing, legal matters, compliance, or business transactions. Communication techniques demonstrated are intended solely to help contractors better understand and serve homeowners — not to encourage manipulative, deceptive, or high-pressure sales practices. Contractors must ensure their sales and business practices comply with all applicable federal, state, and local laws, including consumer protection, telemarketing, lending, and employment laws. Viewers are encouraged to consult qualified professionals before applying these concepts or making any decisions related to their business operations. TAMKO does not guarantee any sales, markups, margins, or profits.

Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO Building Products LLC makes no representations or warranties regarding its accuracy, completeness, or applicability to current products, programs, or operations.

A homeowner looks you in the eye and asks,

“What makes your roofing company different?”

What do you say?

Maybe you’re licensed, insured, family-owned, and committed to educating the homeowner.

Those are all good things.

But here’s the problem…

Every other roofer is saying them too.
 
Jon Abernathy and I asked roofers this question in a live event, and we proved this point.
 
When homeowners can’t see a meaningful difference between you and the other contractors at their kitchen table, they fall back on the one thing they can compare:

Price.

The good news? You don’t need a clever sales pitch or some revolutionary new service.

You just need to genuinely communicate what makes your company different so the homeowner feels it.
 
Watch this video from the live event to learn:

-Why the answers most roofers give actually make them sound like everyone else
-What homeowners are really trying to learn when they ask, “What makes you different?”
-How your reason for doing this work can become an advantage your competitors can’t copy

Before your next appointment, make sure you know how you’ll answer this question.

Because if the homeowner can’t see the difference, price will make the decision for them.

P.S. If you’re ready to build a stronger roofing business alongside contractors who want to grow the right way, I’d love to invite you into the Roofing STRONG Alliance™. Learn more or apply to join. I know times are tough, so as a reminder, Membership is included at no additional cost for The TAMKO Edge® Certified Contractors: https://rsa.pro/

=============
Join The Roofing STRONG Alliance by TAMKO™ (RSA): https://rsa.pro/
Exclusively available to The TAMKO Edge® Certified Contractors at no additional cost.

FREE Starter Membership (RSA): https://rsa.pro/free

PODCAST
Apple Podcasts: https://apple.co/3fSQiev
Spotify: https://bit.ly/3eMAqJe

FOLLOW
Facebook
Instagram
TikTok
LinkedIn

The views and opinions expressed are based on Adam's and Jon’s long tenure and personal experiences in the roofing industry before coming to TAMKO. As such, their views are intended for general informational purposes only and should not be considered professional advice regarding insurance, financing, legal matters, compliance, or business transactions. Communication techniques demonstrated are intended solely to help contractors better understand and serve homeowners — not to encourage manipulative, deceptive, or high-pressure sales practices. Contractors must ensure their sales and business practices comply with all applicable federal, state, and local laws, including consumer protection, telemarketing, lending, and employment laws. Viewers are encouraged to consult qualified professionals before applying these concepts or making any decisions related to their business operations. TAMKO does not guarantee any sales, markups, margins, or profits.

Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO Building Products LLC makes no representations or warranties regarding its accuracy, completeness, or applicability to current products, programs, or operations.

This might explain why Google leads are down. 

It appears that Google has quietly updated how organic rankings work. 
 
Page 1 results are now different for everyone. We even did a screen-share to showcase how the same exact search term is showing different page 1 results. 
 
This signals a big shift in SEO practices, and unfortunately the best practices of yesterday could actually be hurting your ranking today. 
 
I know it’s frustrating because many roofers have invested heavily into SEO and waited years to start ranking higher. 
 
I sat down with RSA Mentor, Kody Landals to talk through what’s changing and what you can do about it. 

You’ll want to watch this full interview to learn: 
 
1) What Google did with organic search results
2) Recommended website updates to convert more visitors into leads
3) Pro tips for lead generation in this new landscape  

P.S. If you want help becoming the “GC of your marketing,” come join us inside the Roofing STRONG Alliance™. We’re helping roofers understand their numbers, improve conversions, and adapt as the market changes. Learn more at https://rsa.pro/

=============
Join The Roofing STRONG Alliance by TAMKO™ (RSA): https://rsa.pro/
Exclusively available to The TAMKO Edge® Certified Contractors at no additional cost.

FREE Starter Membership (RSA): https://rsa.pro/free

PODCAST
Apple Podcasts: https://apple.co/3fSQiev
Spotify: https://bit.ly/3eMAqJe

FOLLOW
Facebook
Instagram
TikTok
LinkedIn

The views and opinions expressed are based on Adam's long tenure and personal experiences as a roofing service consultant prior to coming to TAMKO as well as Kody's personal experiences in the roofing industry and as a Mentor in the Roofing STRONG Alliance by TAMKO™ community. As such, their views are intended for general informational purposes only and should not be considered professional advice regarding insurance, financing, legal matters, compliance, or business transactions. Communication techniques demonstrated are intended solely to help contractors better understand and serve homeowners — not to encourage manipulative, deceptive, or high-pressure sales practices. Contractors must ensure their sales and business practices comply with all applicable federal, state, and local laws, including consumer protection, telemarketing, lending, and employment laws. Viewers are encouraged to consult qualified professionals before applying these concepts or making any decisions related to their business operations. TAMKO does not guarantee any sales, markups, margins, or profits.

Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO Building Products LLC makes no representations or warranties regarding its accuracy, completeness, or applicability to current products, programs, or operations.

What separates the top earners from the rest? 
 
How and where they invest in themselves. 
 
Because talent is wealth.
 
You don’t need thousands of dollars to start. 
 
One book, video, Podcast, or shared idea can change the trajectory of your career.
 
I call them “Golden Ideas.” 

Dashaun Bryant, one of the industry’s leading D2D sales pros (and fellow Mentor inside RSA) shares this belief. 
 
So we sat down and talked through: 
 
1) How the right information could change the trajectory of your career or company.
2) 6 practical ways to invest yourself (even on a tight budget).
3) The best investments we’ve made in ourselves, even when making the investment was scary.
 
Watch the interview here (and share this one with your team).

P.S. If you want to develop your talent alongside Dashaun, John Senac, me, and our other expert roofing mentors, I invite you to join the Roofing STRONG Alliance™. Membership is now available at no additional cost to The TAMKO Edge® Certified Contractors. Learn more or apply to join: https://rsa.pro/

=============
Join The Roofing STRONG Alliance by TAMKO™ (RSA): https://rsa.pro/
Exclusively available to The TAMKO Edge® Certified Contractors at no additional cost.

FREE Starter Membership (RSA): https://rsa.pro/free

PODCAST
Apple Podcasts: https://apple.co/3fSQiev
Spotify: https://bit.ly/3eMAqJe

FOLLOW
Facebook
Instagram
TikTok
LinkedIn

The views and opinions expressed are based on Adam's long tenure and personal experiences as a roofing service consultant prior to coming to TAMKO as well as Dashaun's personal experiences in the roofing industry and as a Mentor in the Roofing STRONG Alliance by TAMKO™ community. As such, their views are intended for general informational purposes only and should not be considered professional advice regarding insurance, financing, legal matters, compliance, or business transactions. Communication techniques demonstrated are intended solely to help contractors better understand and serve homeowners — not to encourage manipulative, deceptive, or high-pressure sales practices. This content is not financial advice. Any investments in training, coaching, events, or education are at the individual's own risk and discretion. Contractors must ensure their sales and business practices comply with all applicable federal, state, and local laws, including consumer protection, telemarketing, lending, and employment laws. Viewers are encouraged to consult qualified professionals before applying these concepts or making any decisions related to their business operations. TAMKO does not guarantee any sales, markups, margins, or profits.

Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO Building Products LLC makes no representations or warranties regarding its accuracy, completeness, or applicability to current products, programs, or operations.

If you’re not closing enough roofing sales, your pitch might not be the problem.

You may simply be talking too much.

Years ago, I shadowed a roofing salesperson outside Austin, Texas.

He delivered every slide of his presentation perfectly.

Then he left without the sale.

The reason was obvious:

He never listened.

Most sales training focuses on what to say. But the best salespeople know how to uncover what homeowners actually want before making a recommendation.

That’s why I created the PAUSE framework.

Watch this new video to learn:

-The open-ended questions that uncover what really matters
-One simple follow-up that gets homeowners to share more
-How to earn the right to make a personalized recommendation

Stop word-vomiting the same pitch to every homeowner. 

P.S. Want to develop stronger salespeople? Join me and fellow growth-focused contractors inside the Roofing STRONG Alliance™ community: https://rsa.pro/

=============
Join The Roofing STRONG Alliance by TAMKO™ (RSA): https://rsa.pro/
Exclusively available to The TAMKO Edge® Certified Contractors at no additional cost.

FREE Starter Membership (RSA): https://rsa.pro/free

PODCAST
Apple Podcasts: https://apple.co/3fSQiev
Spotify: https://bit.ly/3eMAqJe

FOLLOW
Facebook
Instagram
TikTok
LinkedIn

The views and opinions expressed are based on Adam's long tenure and personal experiences as a roofing service consultant prior to coming to TAMKO. As such, his views are intended for general informational purposes only and should not be considered professional advice regarding insurance, financing, legal matters, compliance, or business transactions. Communication techniques demonstrated are intended solely to help contractors better understand and serve homeowners — not to encourage manipulative, deceptive, or high-pressure sales practices. Contractors must ensure their sales and business practices comply with all applicable federal, state, and local laws, including consumer protection, telemarketing, lending, and employment laws. Viewers are encouraged to consult qualified professionals before applying these concepts or making any decisions related to their business operations. TAMKO does not guarantee any sales, markups, margins, or profits.

Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO Building Products LLC makes no representations or warranties regarding its accuracy, completeness, or applicability to current products, programs, or operations.

Kody Landals earned about 600 reviews in his first 2 years.

What he’s most proud of is the 4.9-star rating. 

That didn’t happen by sending a generic “Please review us” text after every job.

It came from building a system around three things:

1. Deliver a 5-star experience. You can’t consistently earn great reviews without giving customers something worth talking about.
2. Create a culture that values reviews. Recognize your team, track the results, and make reviews part of how everyone wins.
3. Make the ask personal and immediate. Don’t ask customers to help the company. Ask them to help the person who served them.

Watch this new video to learn Kody’s complete strategy. 

He shares a lot, including the specific pro tips that get homeowners leaving reviews on the spot. 
 
We’re sharing strategies like these inside the Roofing STRONG Alliance™ community so members can learn what’s working from contractors who have already done it.

Join RSA today: https://rsa.pro/

P.S. Kody Landals is one of the experts sharing what worked for him with RSA Members. Come learn alongside contractors who are building stronger companies every day.

=============
Join The Roofing STRONG Alliance by TAMKO™ (RSA): https://rsa.pro/
Exclusively available to The TAMKO Edge® Certified Contractors at no additional cost.

FREE Starter Membership (RSA): https://rsa.pro/free

PODCAST
Apple Podcasts: https://apple.co/3fSQiev
Spotify: https://bit.ly/3eMAqJe

FOLLOW
Facebook
Instagram
TikTok
LinkedIn

The views and opinions expressed are based on Adam’s long tenure and personal experiences as a roofing service consultant prior to coming to TAMKO as well as Kody's personal experiences in the roofing industry and as a Mentor in the Roofing STRONG Alliance by TAMKO™ community. As such, their views are intended for general informational purposes only and should not be considered professional advice regarding insurance, financing, legal matters, compliance, or business transactions. Communication techniques demonstrated are intended solely to help contractors better understand and serve homeowners — not to encourage manipulative, deceptive, or high-pressure sales practices. Contractors must ensure their sales and business practices comply with all applicable federal, state, and local laws, including consumer protection (including review solicitation and testimonial practices), telemarketing, lending, and employment laws. Viewers are encouraged to consult qualified professionals before applying these concepts or making any decisions related to their business operations. TAMKO does not guarantee any sales, markups, margins, or profits.

Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO Building Products LLC makes no representations or warranties regarding its accuracy, completeness, or applicability to current products, programs, or operations.