Tuesday Tuneup- #64
Service Over Self
As I sit at my desk, Memorial day night, writing this weeks Tuesday Tune-up, I am humbled by the day and it’s meaning. Earlier in the day, my son had asked what the POW/MIA flag meant as we waited for his Boy Scout troop to arrive to a flag ceremony. It’s tough to communicate the lost and sacrifice that our military and their families face on an ongoing basis. To anyone who happens to be reading this weeks edition, that has been touched by the loss of a service member, thank you for your service and protecting our freedoms.
We owe it to you, to celebrate those freedoms and be the best version of ourselves at all times.
This weeks edition was tough to write last year, and this year is no different. It feels almost a fools task to try and tie together the sacrifice of such brave protectors with the day to day task of sales people.
But, there is a common thread that we can all resonate with and that is the call to serve. All of us, at some time, chose our profession because we felt it important. Not just in our own lives, but in those around us and in our communities. If you are feeling lost at the moment in your sales career, then I hope this weeks edition inspires you to re-look at the “Why” that drives you every day.
The Link Between Service and Sales
The best salespeople aren't the best “Closers”. They're the best servants.
They listen.
They understand.
They put the customer first... even when it's inconvenient.
They lead with solutions, not pressure.
And when something goes wrong post-sale? They pick up the phone and take ownership.
That kind of leadership might not show up in your weekly leaderboard... but it shows up in referrals, reviews, long-term relationships... and reputation. And in this industry, your reputation is everything.
This is Bigger Than Business
The people we remember on Memorial Day didn't serve for money or recognition. They served because they believed in something worth protecting. A future. A way of life. A set of values.
Now, I'm not saying selling solar or roofing is the same as serving in the military. It's not. But I am saying that the best people in both spaces operate from the same mindset:
Others first. Mission always. Legacy over ego.
If you bring that energy into your career... especially right now, when the market's tightening... you'll stand out. You'll weather the storm. You'll build a book of business you're proud of.
And you'll sleep better at night.
This Week's Challenge: Flip the Script
Next time you talk to a homeowner, try this simple shift.
Instead of thinking:
"How do I close this deal?"
Ask yourself:
"How can I serve this person right now, regardless of whether they buy?"
That mindset shift changes everything.
It softens your tone. It sharpens your questions. It builds trust. And funny enough... it usually leads to more deals, not fewer.
Because people don't want to be sold. They want to be understood. They want to know you actually care about their problems. They want someone who shows up like a leader... not a closer.
Let Memorial Day Be a Reminder
So as you go through this week... whether you're knocking doors, spending time with family, or just catching your breath... take a moment to think about what kind of professional you want to be.
Are you here to extract value? Or to provide it?
Are you chasing quick wins? Or building something that lasts?
Are you focused on what you get? Or on what you give?
Leadership in this industry isn't always loud. It doesn't always come with a title or a post going viral. Sometimes it's just how you carry yourself, how you talk to others, and how you show up for your team.
This Memorial Day, honor the spirit of those who led by example... and bring that same spirit into your work.
We don't just need more salespeople.
We need more leaders.
More people who serve first.
More people who care.
Because that's who makes the difference... in this industry, and in the world.
Final Thought
Thank a Veteran. This weeks edition is dedicated to my Grandfather who served in the Navy and was a pillar in my life.
