In the latest episode of the D2D Podcast, Brandon Thrower shares his incredible journey from law enforcement to becoming a Golden Door Award Winner in the roofing industry, generating over $3 million in revenue in 2023. With candid insights, Brandon dives into what it takes to succeed in door-to-door sales, build momentum, and create a pipeline that generates consistent results.
In this episode of the D2D Podcast, Brandon shares his journey from ex-cop to Golden Door Award-winning roofer. He breaks down the “secrets” that have helped him guarantee weekly commissions, convert leads into loyal customers, and maintain success year after year.
If you want to improve your roofing sales skills, Brandon’s approach will inspire you and prepare you to hustle.
From Law Enforcement to Roofing: A Career Pivot
After 16 years in law enforcement, Brandon leaped into roofing sales, inspired by a desire for flexibility, financial freedom, and safety. While law enforcement taught him discipline, problem-solving, and customer interaction, Brandon found that those skills translated seamlessly into direct sales.
“Sales is about communication and trust,” he explains. “Once I realized there was no cap on income, I knew I made the right decision.”
The $3 Million Strategy: Consistency Over Secrets
Brandon quickly debunks the myth of a sales “cheat code.” His results are rooted in hard work, consistent routines, and a relentless focus on customer service.
Key elements of his approach include:
1- Goal Setting and Pipeline Management:
- Brandon tracks daily and weekly sales goals to ensure a steady pipeline.
- “Once your pipeline is full, commissions become residual,” he notes, emphasizing how a systemized approach ensures constant cash flow.
2- Exceptional Customer Service:
- Treating small and large jobs with equal care.
- Responding promptly to inquiries, even during holidays, to build trust and loyalty.
- “One customer told me she chose me because I answered her message on Christmas—it only took 10 seconds, but it showed I cared.”
3- Routine and Discipline:
- His day starts at 4:30 a.m. with jiu-jitsu training, followed by morning follow-ups and mid-day appointments.
- Staying “fluid” to handle unexpected referrals and appointments throughout the day.
4- Succeeding in Competitive Markets
In storm-hit areas saturated with roofing companies, Brandon sets himself apart with these tactics:
- Highlighting Local Expertise: Emphasizing his company’s local roots and ability to honor warranties directly.
- Building Trust Quickly: Sharing certifications, reviews, and manufacturer partnerships to instill confidence.
- Door-to-Door Hustle: Turning one closed deal into multiple leads by knocking on neighboring doors and leaving personalized materials.
Overcoming Sales Challenges with Optimism
Every sales professional faces slow periods, but Brandon advises staying optimistic and building momentum to master sales.
“The best time to close a deal is right after you’ve closed one,” he says. Following up with leads while riding the high of a recent win often leads to additional closes.
He also warns against falling into negativity:
- “Your mindset impacts everything—from customer interactions to how you talk to your team and family.”
- Staying consistent with routines and focusing on small daily wins can help overcome slumps and build long-term success.
Key Takeaways for Aspiring Sales Pros
1- Trust and Communication Are Everything:
Customers are more likely to choose you when they feel informed and respected.
2- Consistency Builds Momentum:
Success isn’t about shortcuts but daily actions that compound over time.
3- Never Stop Learning:
Whether it’s roofing materials, customer psychology, or adjusting to market demands, staying curious and adaptable is key.
Brandon’s Advice for New Sales Professionals
“Act like every day is Day 1,” he advises. Approaching each lead enthusiastically—a small repair or a $25,000 roof—keeps the excitement alive and prevents burnout.
JP Arlie is a seasoned professional with a remarkable 30-year career in the direct sales industry. He has achieved significant milestones, leading organizations responsible for over 300,000 in-home sales transactions and recruiting more than 40,000 sales representatives.
JP’s versatile journey in the direct sales field has seen him take on various roles, from business owner to Vice President in a publicly traded company. One of JP’s core values is his commitment to positively impact the lives of others and change the course of history. Additionally, JP serves as an esteemed Executive Education Coach at Harvard Business School’s Program for Leadership Development.
JP Arlie specializes in vital areas, including recruiting and retention strategies through effective systems and processes. His insights have proven instrumental in helping businesses of all sizes build and maintain high-performing sales teams. Furthermore, he excels in guiding organizations through the process of meaningful organizational change.
