KEY POINTS
- Treat every homeowner like a friend you’ll live next to—connect first, sell second. The money follows trust.
- Consistency > motivation. Run the stack daily: door/at-bat tracking, Sunday prep, health routine. Small micro-wins (last five doors) compound into deals.
- Play the long + short game. Hunt high-ticket roofs with patience (document, sequence touches, one gatekeeper at a time) while keeping quick wins in the mix; ask for referrals and let your network feed the pipeline.
Watch / Listen
Guest: Judson Link – roofing consultant at ProWest, LLC
Why this episode matters
If you’ve ever stared at a street, felt the knot in your stomach, and thought, “I don’t have it today,” this one’s for you.
We sat down with Judson Link—a roofing sales powerhouse who pulled $2.6M his first year and $92,000 from a single residential claim—and the conversation goes way beyond sales tactics.
It’s about consistency, recovery, and building trust so strong that the deal becomes obvious by‑product. (Yes, the $92K roof is real; we pulled the highlights straight from the transcript you provided.)
The setup: from relapse to rebuild—then to bigger roofs and bigger claims
Judson started in roofing after phone‑room sales, got his first big draw, then sprinted into high‑end neighborhoods with sandcast clay tile roofs—longer cycles, higher tickets, bigger patience. He’s open about his addiction relapses and the comeback streak he’s now on (18 months sober at recording). That honesty is the engine of the episode: do the work, manage your head, treat people like friends, and results stack up.
Tone, pacing, and clarity follow the AI Copy Editing Checklist—short paragraphs, concrete points, and zero fluff.
Episode notes & field takeaways
1) Kill “commission breath”
Judson’s rule: sell yourself first. He treats every homeowner like a friend he’s about to move in next to, which dissolves skepticism. The money shows up after trust. If you’re mentally calculating your commission the moment you see roof size or power bill, the homeowner feels it—and backs away.
2) Big game hunting ≠ quick cash
High‑end sandcast clay tiles pay, but they’re long plays—multiple touches, investigations, drone reports, engineering, and lots of follow‑up. Judson built a pipeline of $200k–$500k claims but warns about downtime between wins. Translation: keep a mix of “fast” and “slow” deals so cashflow lives.
3) From doors to phones: what changes
Remote acquisitions lack eye contact and presence, so Judson leans harder on questions, stories, and third‑party proof to earn trust. If he went back to the doors tomorrow, he’d over‑index on connection first, process second.
4) The consistency stack (how he actually works)
- Door Counter App: He sets a simple target (e.g., 30 doors). Tapping each door tally creates micro‑wins—and most days the final 5 taps produce the lead.
- Preparation: Water, snacks, bathroom plan (yep, bottle if needed). Fuel and route on Sunday so Monday launches fast.
- Health first: Nutrition and a short workout set the tone. People buy from people who look and feel reliable.
5) Track at‑bats, not just doors
Judson distinguishes total doors from qualified conversations (real buyers at home). If you had 15 true at‑bats and one lead, you know what to fix. If you only know “100 doors,” nobody can coach you.
6) Leadership isn’t a raise—it’s a trade
Judson tried managing eight reps. It taught him that leadership is time, energy, and culture, not titles and overrides. Some seasons are better spent selling and stacking vs. running meetings. Owners and managers: this is your cue to reward real coaching, not just headcount.
7) One person at a time—even on commercial
Commercial can feel intimidating. Judson reframes it as: “I just need one gatekeeper, then one decision maker.” Remove the bigness. Have one conversation the right way.
8) Referrals are part of the deal
Do excellent work, ask directly, and trade value (discounts, deductibles where legal/compliant) to spark warm intros. Make it easy to say yes.
9) Fear is a compass
“Lean into whatever you fear.” First expensive door, first commercial PM, first sober Monday—those reps lead to the next version of you.
10) Your network is a funnel
Judson’s real‑estate move started via the Red Suit network; he now balances weekends in roofing with weekday wholesale acquisitions. Be around builders. Opportunities compound.
Judson’s playbook you can run today
The trust‑first opener
Arrive calm, clear, and conversational. Drop the pitch voice. Lead with what you noticed and a simple reason for the visit. Then ask one relevant question about their situation. You’re not “presenting”—you’re connecting.
The high‑ticket mindset
- Expect long cycles.
- Document everything.
- Sequence touches (drive‑bys, drone, report hand‑off, calendar set).
- Never let pipeline stall because you chased only whales. Keep some shingles in the mix.
The rep toolkit
- Counter/Tally app for door and at‑bat tracking.
- Sunday prep pack: waters, high‑protein snacks, a spare route, rain plan.
- Recovery routine: sleep, simple meal plan, a 10–20 minute workout.
Two daily asks: 1) an intro to a neighbor, 2) a referral.
Albert Brand boasts over a decade of expertise in the telecommunications industry, with a particular emphasis on fiber optics sales. His rich career spans both corporate roles and entrepreneurial ventures in sales fulfillment. With a proven track record in door-to-door sales, especially in the fiber optics domain, Albert has seamlessly bridged the gap between corporate leadership and hands-on sales, showcasing his versatility and commitment to excellence in this specialized field.
