The Roofer Show: Recent Episodes
Dave Sullivan
If you’re a Roofing Contractor looking to grow your business, make more money, and have more free time, this is the podcast for you. Your host Dave Sullivan has been a successful roofing contractor for over 30 years and he shares the good, bad, and the ugly of his experience in contracting. Each week Dave interviews the industry’s top experts to pull out their best business tips and strategies that you can use to take your business to the next level. Get the answers to the questions you have to the day to day problems you face in the “real world of construction” from those that have been there and done it. Whether you have a shop of 1 or 100 there’s something here for you.
How can a roofing company have plenty of work—and still have no money?
The phones are ringing, salespeople are selling, crews are busy, and revenue may even be growing. But the owner is putting money into the company, credit-card balances are increasing, and every dollar that comes in seems to disappear.
Most contractors assume the answer is more sales. But more sales don’t solve bad math—they multiply it.
In this episode, Dave explains why financial health must be the first part of a Roofing Business Health Check and why the financial statements many contractors rely on may be incomplete, outdated, or set up incorrectly.
SHOW NOTES
In this episode, you’ll learn:
Why revenue, money in the bank, and being busy do not prove that a roofing company is profitable
The five financial vital signs every roofing contractor should understand
Why QuickBooks must be set up specifically for a construction business
The difference between the bookkeeper’s job, the CPA’s job, and the owner’s responsibility
How to recognize the gross-profit roller coaster
Why bad financial information leads to bad estimates and pricing
Why selling more work can make a cash problem worse
How the Roofing Business Health Check identifies the real problem before prescribing a solution
You don’t need to become an accountant. But you do need to understand the scoreboard well enough to know whether your company is winning or losing.
Before making decisions about hiring, pricing, marketing, borrowing, or growth, ask two questions:
What do the numbers say?
And are they telling the truth?
RESOURCES
Roofing Business Health Check:
https://theroofercoach.com/
Episode 489 — Is Your Roofing Business Healthy?
https://theroofercoach.com/489
SPONSORS
ProLine CRM helps roofing contractors follow up consistently, manage their sales process, and prevent leads from falling through the cracks.
Learn more:
https://theroofercoach.com/proline
Use code DAVE50.
SMA Support provides trained virtual assistants and support teams who can help answer phones, follow up with leads, rehash old opportunities, request reviews, manage the CRM, and keep routine work from falling back onto the owner.
Learn more:
https://theroofercoach.com/smasupport
CONNECT WITH DAVE
Learn more about The Roofer Coach:
https://theroofercoach.com/
Subscribe to The Roofer Show wherever you listen to podcasts. If the show has helped you build a more profitable roofing business, please leave a review.
About The Roofer Show
The Roofer Show Podcast helps roofing contractors grow their businesses, make more money, and have more free time.
Hosted by Dave Sullivan, The Roofer Coach, the show shares practical advice on roofing sales, marketing, operations, leadership, and financial management.
Every healthy roofing business is built on a strong foundation. In this episode, Dave shares why the smartest contractors inspect their business just as carefully as they inspect every roof.
EPISODE DESCRIPTIONIs your roofing business healthy?
Most roofing contractors know exactly what's happening on every roof they're working on—but very few know the true health of the business they're building.
The biggest business problems usually don't happen overnight. Just like high blood pressure, they often develop quietly over time until they become expensive and difficult to fix.
In this solo episode, Dave Sullivan introduces a different way of looking at your business. Instead of chasing the latest marketing tactic or trying to "10X" your company, Dave explains why building a healthy business starts with understanding your financials, your systems, and your foundation.
In this episode you'll learn:* Why most contractors treat symptoms instead of the real problem * The "Three-Legged Stool" framework: Sell Work • Do Work • Keep Score * Why revenue alone doesn't tell you if your business is healthy * The silent warning signs every roofing contractor should recognize * Why diagnosis should always come before advice
Whether you're doing $500,000 or $10 million in annual sales, this episode will help you step back, evaluate your business differently, and focus on what really matters.
Resources MentionedThe Roofing Business Health Check™
A personalized one-on-one evaluation of your roofing business designed to help you identify strengths, uncover hidden profit leaks, and build a healthier, more profitable company.
Learn more or schedule a consultation:
https://theroofercoach.com
SponsorsSMA SupportNeed help answering phones, following up with leads, scheduling appointments, or handling administrative work?
SMA Support provides trained virtual team members who specialize in the roofing industry, helping contractors free up their time and focus on growing their business.
Learn more at:
https://theroofercoach.com/sma
ProLineIf you're serious about knowing the health of your business, you need accurate information.
ProLine helps roofing contractors manage sales, production, job costing, and financial reporting—all in one place—so you can make better business decisions with confidence.
Learn more at:
https://theroofercoach.com/proline
Use promo code:
DAVE50
Connect with Dave🌐 Website
https://TheRooferCoach.com
🎙 Podcast
The Roofer Show
📅 Schedule a Strategy Call
https://davesullivan.as.me/free-strategy-call
About The Roofer Show
The Roofer Show Podcast helps roofing contractors grow their businesses, make more money, and have more free time.
Hosted by Dave Sullivan, The Roofer Coach, the show shares practical advice on roofing sales, marketing, operations, leadership, and financial management.
Most roofing contractors don’t have a lead problem—they have a sales-system problem.
In this episode, Dave Sullivan sits down with sales expert Ryan Groth to explain how roofing contractors can build a sales organization that converts leads consistently, even when the owner isn’t personally involved in every sale.
EPISODE DESCRIPTIONHiring salespeople doesn’t automatically fix your sales problems. Without a defined process, training, accountability, and consistent follow-up, adding salespeople can create even more chaos.
Dave Sullivan and Ryan Groth break down what roofing contractors need to build a predictable sales organization. They discuss speed-to-lead, booking rates, consultative selling, sales meetings, coaching, and the key performance indicators every contractor should track.
Ryan explains why many salespeople rely on “quote and hope” instead of following a repeatable process. Dave shares how he managed his own sales organization, used reports to stay informed while away from the business, and held his team accountable without becoming involved in every sale.
The message is simple: before you spend more money generating leads, make sure you have a system that converts the leads you already have.
This conversation was originally published in October 2025. We’re bringing it back because contractors are paying more than ever for leads, making sales conversion and follow-up even more important today.
YOU’LL LEARN* Why more leads won’t fix a broken sales process * How speed-to-lead affects your booking rate * Why salespeople need a defined, repeatable process * The difference between consultative selling and “quote and hope” * How to set realistic individual and team sales goals * Which sales KPIs every roofing contractor should track * How to structure an effective weekly sales meeting * Why ongoing coaching and role-playing matter * When the owner should manage sales—and when to delegate it * How better follow-up increases sales without lowering your price
RESOURCESReady to Find Out Where Your Business Is Losing Money?
Schedule a free Roofing Business Review with Dave Sullivan. We’ll look at where your company is today, where you want it to go, and the problems that may be holding it back.
Book your free Roofing Business Review:
https://davesullivan.as.me/free-strategy-call
LINKSThe Roofer Coach:
https://theroofercoach.com
Sales Transformation Group:
https://salestransformationgroup.com
TRUSTED & VETTED SPONSORSProLine CRM
Automate your follow-up, improve speed-to-lead, and close more of the opportunities you already have. Save 50% off your first month with promo code DAVE50.
https://theroofercoach.com/proline
SMA Support
Get roofing-trained support for lead intake, follow-up, scheduling, estimating assistance, customer communication, and the administrative work that keeps your business moving.
https://theroofercoach.com/sma
GUESTRyan Groth
Sales Transformation Group
https://salestransformationgroup.com
HOSTDave Sullivan
The Roofer Coach
Dave helps roofing contractors grow more profitable businesses, build dependable systems, understand their numbers, and reclaim their time.
https://theroofercoach.com
About The Roofer Show
The Roofer Show Podcast helps roofing contractors grow their businesses, make more money, and have more free time.
Hosted by Dave Sullivan, The Roofer Coach, the show shares practical advice on roofing sales, marketing, operations, leadership, and financial management.
How to build the right roofing business instead of chasing someone else's roadmap.
Episode DescriptionEvery roofing owner wants to grow.
But before you spend another dollar on marketing, hire another salesperson, or invest in a new CRM, there's one question you need to answer.
What are you really trying to build?
In this solo episode, Dave Sullivan shares the exact process he uses before working with a new coaching client. Instead of jumping straight to marketing or sales, he starts by understanding the owner's goals, diagnosing the business, and identifying the real constraint that's holding the company back.
You'll learn why the problem you think you have is often just a symptom—and how defining the right destination leads to better decisions, better systems, and more profitable growth.
In This Episode:* Why the problem you call about is rarely the real problem * Why every roofing business needs a different roadmap * The first things Dave reviews before meeting a new client * How your website and Google reviews reveal hidden opportunities * Why "Sell Work • Do Work • Keep Score" is the foundation of every roofing business * The numbers every owner should understand * How to identify the biggest constraint in your business * Why profit and freedom often matter more than growth
Free ResourceDownload Dave's FREE One-Page Business Plan.
Before you worry about more leads, get clear on your destination, your ideal customer, and the business you're trying to build.
👉 https://theroofercoach.com/1-page-plan/
SponsorsSMA SupportNeed help building systems without adding more to your plate?
SMA Support provides trained virtual team members for roofing contractors, including inside sales, customer service, production support, bookkeeping, and administrative assistance.
Learn more.
ProLineOnce you know where you're going, you need the systems to get there.
ProLine helps roofing contractors manage leads, estimates, follow-up, customer communication, production, and reporting—all in one place.
Check out ProLine.
Connect with Dave🌐 https://theroofercoach.com
📅 Schedule a Roofing Business Review
https://davesullivan.as.me/consulting-call
About The Roofer Show
The Roofer Show Podcast helps roofing contractors grow their businesses, make more money, and have more free time.
Hosted by Dave Sullivan, The Roofer Coach, the show shares practical advice on roofing sales, marketing, operations, leadership, and financial management.
How to turn more website visitors into qualified roofing appointments with Cody Warren.
Episode Summary:Most roofing contractors think they have a lead problem.
In reality, many have a website conversion problem.
If you’re spending money on Google Ads, SEO, referrals, or social media but your website isn’t turning visitors into appointments, you’re leaving money on the table.
In this episode, Dave Sullivan sits down with Cody Warren, President of Hook Agency, to discuss what actually makes a roofing website convert.
They cover the simple improvements every roofing contractor should make before spending more money on marketing.
In this episode you’ll learn:* The 5-second test every roofing website should pass * The biggest homepage mistakes roofing contractors make * Why your About page is one of your most important pages * How to build trust with homeowners before you ever meet them * Why your website should speak to your ideal customer—not everyone * Why local city pages matter for SEO * The importance of financing, mobile design, and clear calls to action * Why SEO is a long-term investment, not a quick fix
Free DownloadDownload Dave’s FREE One-Page Roofing Business Plan
Define your ideal customer, your unique selling proposition, and the message your website should communicate before you spend money on marketing.
👉 https://theroofercoach.com/1-page-plan/
Resources MentionedHook Agency
Roof Quote Pro
ProLine CRM
SMA Support
Connect with Dave🌐 https://theroofercoach.com
📅 Schedule a Free Roofing Business Review
https://davesullivan.as.me/free-strategy-call
About The Roofer Show
The Roofer Show Podcast helps roofing contractors grow their businesses, make more money, and have more free time.
Hosted by Dave Sullivan, The Roofer Coach, the show shares practical advice on roofing sales, marketing, operations, leadership, and financial management.
Can you leave your roofing business for two weeks and know everything will be okay?
I'm recording this bonus episode while on vacation in Europe, and it reminded me of one of the biggest lessons I learned building my roofing company.
The real measure of success isn't revenue.
It's building a business that gives you choices.
I share why taking my family to Europe every summer became one of my biggest goals, how that vision shaped the way I built my company, and why I decided to replay my conversation with my longtime business coach, Rick Dutmer.
If you haven't listened to that episode yet, I hope you will. The lessons on profitability, systems, leadership, and building a business that doesn't depend on you are more relevant today than ever.
SHOW NOTESFor years, one of my biggest goals wasn't becoming the biggest roofing contractor.
It was building a business that would allow me to spend time with my family and travel without worrying about what was happening back at the office.
In this short bonus episode, recorded from Italy, I talk about why that goal changed the way I ran my business—and why it's exactly what my recent conversation with Rick Dutmer was all about.
In this episode:
- Why freedom starts with systems—not luck.
- The real reason most owners can't take time away.
- Why profitability creates options.
- How building the right team changes everything.
- Why every contractor should ask, "Could I leave for two weeks?"
If you haven't listened to Episode 485 with Rick Dutmer, go back and give it a listen. I think it's one of the most important conversations I've ever shared.
🎧 Episode 485: Replay | The Business Plan That Took My Roofing Company from Chaos to Cash-Out
Resources📥 Download my FREE One Page Business Plan:
https://theroofercoach.com/resources
📅 Book a free Roofing Business Strategy Call:
https://theroofercoach.com
Thanks to Our SponsorsSMA SupportMissed calls, poor follow-up, and stale estimates are costing roofing contractors thousands every month.
SMA Support provides trained virtual assistants, inside sales support, lead follow-up, CRM management, and administrative support built specifically for roofing companies.
Learn more:
https://theroofercoach.com/sma
ProLineProLine helps roofing contractors streamline operations, automate follow-up, improve communication, and gain visibility into every stage of the customer journey.
From lead management to production and reporting, ProLine helps contractors create the systems needed to scale.
Learn more:
https://theroofercoach.com/proline
About The Roofer Show
The Roofer Show Podcast helps roofing contractors grow their businesses, make more money, and have more free time.
Hosted by Dave Sullivan, The Roofer Coach, the show shares practical advice on roofing sales, marketing, operations, leadership, and financial management.
Originally released as Episode 444, I’m bringing this conversation back because the lessons are even more relevant today than when we first recorded it.
Most roofing contractors don’t have a business plan—they have ideas, goals, and good intentions.
That was me too… until everything changed.
In this episode, I sit down with my longtime business coach, Rick Dutmer, to share how a simple business plan transformed my roofing company from chaos and constant firefighting into a profitable business I was ultimately able to sell.
If you’re working too many hours, making every decision yourself, or wondering whether all your hard work will ever pay off someday, this episode will show you what’s possible when you stop reacting and start running your business on purpose.
SHOW NOTESRunning a roofing company without a clear business plan almost guarantees stress, burnout, and uncertainty—even when sales are strong.
In this replay, I sit down with my longtime business coach, Rick Dutmer, to discuss the strategies that helped transform my roofing company into a profitable, systems-driven business that no longer depended on me for every decision.
We cover why most contractors avoid planning, why chasing revenue can actually make your business weaker, and how focusing on profitability, leadership, and systems creates a company that’s easier to run, more enjoyable to own, and ultimately far more valuable.
Whether your goal is to make more money, take more time off, or someday sell your business, the principles in this episode are just as relevant today as when we first recorded it.
In this episode you’ll learn:
- Why “Volume kills, profit thrills.”
- Why growth without profit can destroy a business.
- How a simple business plan creates clarity and confidence.
- Why profitability matters more than revenue.
- How to build a management team that doesn’t depend on you.
- What makes a roofing company valuable to a future buyer.
- Why planning years ahead gives you more options and more freedom.
Resources📥 Download my FREE One Page Business Plan:
https://theroofercoach.com/resources
📅 Book a free Roofing Business Strategy Call:
https://theroofercoach.com
Thanks to Our SponsorsSMA SupportMissed calls, poor follow-up, and stale estimates are costing roofing contractors thousands every month.
SMA Support provides trained virtual assistants, inside sales support, lead follow-up, CRM management, and administrative support built specifically for roofing companies.
Learn more:
https://theroofercoach.com/sma
ProLineProLine helps roofing contractors streamline operations, automate follow-up, improve communication, and gain visibility into every stage of the customer journey.
From lead management to production and reporting, ProLine helps contractors create the systems needed to scale.
Learn more:
https://theroofercoach.com/proline
About The Roofer Show
The Roofer Show Podcast helps roofing contractors grow their businesses, make more money, and have more free time.
Hosted by Dave Sullivan, The Roofer Coach, the show shares practical advice on roofing sales, marketing, operations, leadership, and financial management.
Most roofing contractors think they have a lead problem.
After working with hundreds of roofing companies over the years, I've learned that's usually not the real issue.
The contractors who stay stuck are often dealing with the same challenges:
- No clear vision for where they're going
- Working in the business instead of on the business
- Bad financial information
- No scoreboard or KPIs
- No sales system
- No clear identity or story
- Chasing shiny objects instead of focusing on fundamentals
In this episode, I break down the seven most common problems I see in roofing companies and share practical insights from my own experience building and selling a roofing company, as well as working with contractors across North America.
If you're working harder than ever but feel like you're not getting ahead, this episode is for you.
Whether your goal is more profit, more freedom, a better team, or building a business that can run without you, these lessons will help you identify what's really holding you back.
WHAT YOU'LL LEARN* Why more leads usually aren't the answer * The Two Week Vacation Test and what it reveals about your business * The difference between financials and scorekeeping * Why most contractors leave money sitting in their CRM * How your story impacts sales and pricing * Why shiny object syndrome keeps contractors stuck * The Sell Work, Do Work, Keep Score framework
SPONSORSSMA SupportMissed calls, poor follow-up, and stale estimates are costing roofing contractors thousands every month.
SMA Support provides trained virtual assistants, inside sales support, lead follow-up, CRM management, and administrative support built specifically for roofing companies.
Learn more:
https://theroofercoach.com/sma
ProLineProLine helps roofing contractors streamline operations, automate follow-up, improve communication, and gain visibility into every stage of the customer journey.
From lead management to production and reporting, ProLine helps contractors create the systems needed to scale.
Learn more:
https://theroofercoach.com/proline
RESOURCESThe Roofer Coach
https://theroofercoach.com
Free Roofing Business Resources
https://theroofercoach.com/resources
Roofing Business Success Audit
https://theroofercoach.com/resources
Facebook:
https://facebook.com/theroofercoach
YouTube:
https://youtube.com/@TheRooferCoach
About The Roofer Show
The Roofer Show Podcast helps roofing contractors grow their businesses, make more money, and have more free time.
Hosted by Dave Sullivan, The Roofer Coach, the show shares practical advice on roofing sales, marketing, operations, leadership, and financial management.
Most roofing contractors think growth comes from more leads.
John Starry took a different approach.
In just three years, he built Steadfast Roofing into a $13 million company while earning nearly 800 Google reviews, creating a strong company culture, and building systems that support sustainable growth.
In this episode, John shares how his team generates referrals from every project, follows up with leads faster, creates a consistent customer experience, and tracks profitability as the company grows.
If you’re looking to grow your roofing company without creating more chaos, this episode is packed with practical lessons you can apply immediately.
WHAT YOU’LL LEARN* How John built a $13M roofing company in just three years * How Steadfast Roofing earned nearly 800 Google reviews * The review process that creates consistent 5-star customer experiences * Why speed-to-lead is critical for converting expensive leads * How to generate referrals from every job site * The systems and processes that support sustainable growth * How company culture impacts accountability and performance * Why job costing and profitability tracking matter as you scale
CHAPTERS00:00 Introduction
05:13 Starting Steadfast Roofing
08:36 Growing to $3.7M in Year One
12:00 Neighborhood Marketing and Referrals
13:42 How They Earned Nearly 800 Google Reviews
16:47 Lead Generation That Works
18:40 Speed-to-Lead and Follow-Up
23:39 Building a Website That Converts
25:40 Growing to $13M
30:45 Managing a Growing Sales Team
33:13 Building Company Culture
34:29 Production Systems and Communication
42:00 Job Costing and Profitability
47:24 Managing Growth and Cash Flow
51:32 Lessons Learned
53:19 Final Thoughts
SPONSORSSMA SupportMissed calls, poor follow-up, and stale estimates are costing roofing contractors thousands every month.
SMA Support provides trained virtual assistants, inside sales support, lead follow-up, CRM management, and administrative support built specifically for roofing companies.
Learn more:
https://theroofercoach.com/sma
ProLineProLine helps roofing contractors streamline operations, automate follow-up, improve communication, and gain visibility into every stage of the customer journey.
From lead management to production and reporting, ProLine helps contractors create the systems needed to scale.
Learn more:
https://theroofercoach.com/proline
RESOURCESThe Roofer Coach
https://theroofercoach.com
Free Roofing Business Resources
https://theroofercoach.com/resources
Roofing Business Success Audit
https://theroofercoach.com/resources
CONNECTIf you enjoyed this episode, subscribe to The Roofer Show and leave a review. It helps other roofing contractors build more profitable businesses with less stress and more freedom.
About The Roofer Show
The Roofer Show Podcast helps roofing contractors grow their businesses, make more money, and have more free time.
Hosted by Dave Sullivan, The Roofer Coach, the show shares practical advice on roofing sales, marketing, operations, leadership, and financial management.
What separates a roofing business from a roofing job?
In this replay episode, Dave Sullivan sits down with Tommy Mello, founder of A1 Garage Door Service and one of the most influential entrepreneurs in the home service industry.
Tommy shares lessons learned while building a highly valuable company, including how to create a business that works without you, why profit must come before growth, how to hire and retain great people, and why most contractors never build a company that can actually be sold.
Whether you’re trying to grow your roofing company, improve profitability, or build a business that gives you more freedom, this episode is packed with practical insights.
In this episode you’ll learn:
- The difference between owning a business and owning a job
- Why most contractors struggle to build a sellable company
- How EBITDA impacts business value
- The importance of profit before growth
- Why hiring A-players changes everything
- How to create accountability with KPIs and scorecards
- The power of delegation and building systems
- Why culture is one of your greatest competitive advantages
- How successful contractors build teams that operate without them
- Lessons from scaling a home service company
Resources Mentioned:* Tommy Mello * A1 Garage Door Service * Home Service Millionaire * The E-Myth Revisited * Rocket Fuel * The Dream Manager * The One Thing
Sponsors:ProLine CRM: theroofercoach.com/proline
Built specifically for contractors to help manage leads, sales, production, follow-up, and customer communication.
SMA Support: theroofercoach.com/sma
Virtual team members for lead management, appointment setting, customer follow-up, CRM management, and administrative support.
Connect with Dave Sullivan:Website:
https://theroofercoach.com
YouTube:
https://www.youtube.com/@DaveSullivanRooferShow
Subscribe to The Roofer Show for weekly conversations focused on the business end of the roofing business
About The Roofer Show
The Roofer Show Podcast helps roofing contractors grow their businesses, make more money, and have more free time.
Hosted by Dave Sullivan, The Roofer Coach, the show shares practical advice on roofing sales, marketing, operations, leadership, and financial management.
Thinking about starting a roofing business in 2026 — or trying to grow the one you already have?
In this episode, Dave Sullivan sits down with former Roofer Show co-host John DeLaurier to break down what it actually takes to build a profitable roofing company in today’s market.
John started a roofing business from scratch, built it into a successful company, eventually sold it, and now works with roofing contractors across the country through ProLine CRM. Together, Dave and John discuss the systems, numbers, leadership, marketing, customer experience, and technology that separate successful roofing businesses from the ones that struggle.
They cover:
- Why profit matters more than revenue
- How to reverse engineer your business goals
- The importance of branding and customer experience
- Speed to lead and follow-up systems
- Hiring and building a sales team
- Marketing strategies that actually work
- CRM systems, automations, and KPIs
- What most roofing contractors get wrong when starting out
If you want to build a roofing business that’s profitable, scalable, and less dependent on you — this episode is packed with practical advice.
SPONSORS:SMA SupportAs your roofing company grows, the chaos usually grows with it: production tracking, supplements, admin work, scheduling, follow-up, and more.
SMA Support helps roofing companies simplify operations with trained virtual assistants, inside sales support, CRM management, and back-office help so owners can focus on growing the business instead of constantly putting out fires.
Learn more at:
https://theroofercoach.com/sma
ProLine CRM
Most roofing companies don’t have a lead problem — they have a follow-up problem.
ProLine CRM helps roofing contractors automate follow-up, manage pipelines, track leads, build proposals, and sell more jobs without the chaos.
Learn more at:
https://theroofercoach.com/proline
Use promo code DAVE50 for 50% off your first month.WEBSITE:
https://theroofercoach.com
YOUTUBE:https://www.youtube.com/@TheRooferShow
Looking for guidance and accountability to help build a more profitable roofing business?
Schedule a strategy call at:
https://davesullivan.as.me/free-strategy-call
About The Roofer ShowThe Roofer Show Podcast helps roofing contractors grow their businesses, make more money, and have more free time.
Hosted by Dave Sullivan, The Roofer Coach, the show shares practical advice on roofing sales, marketing, operations, leadership, and financial management.
Selling the job is only the beginning.
In Part 2 of this conversation, Dave Sullivan and John DeLaurie get into the next two legs of the stool:
- doing the work
- and keeping score
They talk about:* where roofing companies start losing money * communication breakdowns with homeowners * production handoff problems * customer experience and reviews * job costing * dashboards and KPIs * bookkeeping and cash flow * accountability and ownership * AI and operational systems
This episode focuses on what actually happens after the sale — and why so many roofing companies struggle operationally even when sales are strong.
Looking for help building a more profitable roofing business with better systems and accountability? Let’s talk.
Take the Profit Leak Audit:
https://theroofercoach.com/audit
Recommended ToolsProLine CRM – Know your numbers and close more jobs.
Track your leads, follow-ups, and pipeline so nothing falls through the cracks.
👉 Check it out: https://theroofercoach.com/proline
SMA Support – Never miss another call or follow-up.
They handle your calls and lead follow-up so you stop losing the jobs you’re already paying for.
👉 Learn more: https://theroofercoach.com/sma
About The Roofer Show
The Roofer Show Podcast helps roofing contractors grow their businesses, make more money, and have more free time.
Hosted by Dave Sullivan, The Roofer Coach, the show shares practical advice on roofing sales, marketing, operations, leadership, and financial management.
Most roofing companies don’t have a lead problem — they have a systems problem.
In this episode, Dave Sullivan sits down with John DeLaurie to talk about:
- what top roofing contractors are doing differently
- why so many companies stay stuck operationally
- lead generation that actually works
- sales process and follow-up
- answering the phone and speed to lead CRM systems and automations
- building a roofing business that runs profitably
John also shares insights from talking with contractors around the country and what separates companies that are growing from those that stay stuck.
Next week, Dave and John get into the next two legs of the stool — doing the work and keeping score — where most roofing companies really start losing money.
Looking for help building a more profitable roofing business with better systems and accountability? Let’s talk.
Take the Profit Leak Audit:
https://theroofercoach.com/audit
Recommended Tools
ProLine CRM – Know your numbers and close more jobs.
Track your leads, follow-ups, and pipeline so nothing falls through the cracks.
👉 Check it out: https://useproline.com/
SMA Support – Never miss another call or follow-up.
They handle your calls and lead follow-up so you stop losing the jobs you’re already paying for.
👉 Learn more: https://funnels.smasupport.us/the-roofer-show
About The Roofer Show
The Roofer Show Podcast helps roofing contractors grow their businesses, make more money, and have more free time.
Hosted by Dave Sullivan, The Roofer Coach, the show shares practical advice on roofing sales, marketing, operations, leadership, and financial management.
If you’re a roofing contractor tired of chasing jobs and inconsistent revenue… this episode will change how you think about your business.
In this episode, I sit down with Bryan Mitchell to break down how to build a profitable repair and maintenance division—and why it can be one of the most overlooked opportunities in roofing.
- We walk through it step-by-step:
- Why only 5–7% of roofs get replaced each year
- How service creates recurring revenue
- What a service division actually looks like
- How to start (even if you’re small)
- The numbers behind a $500K service truck
- How to find opportunities and win the work
- The biggest mistakes contractors make
This isn’t theory—this is how real roofing businesses build profit, stability, and long-term value.
Learn more about Bryan Mitchell:
https://serviceadvantedge.net
Looking for a mentor to help build a more profitable roofing business?
https://theroofercoach.com
SPONSOR:SMA Support
https://theroofercoach.com/sma
About The Roofer ShowThe Roofer Show Podcast helps roofing contractors grow their businesses, make more money, and have more free time.
Hosted by Dave Sullivan, The Roofer Coach, the show shares practical advice on roofing sales, marketing, operations, leadership, and financial management.
If you had to step away from your business for two weeks… would it run—or fall apart?
In this episode, I break down the “2-Week Vacation Test”—a simple way to see whether you actually own a business… or just a job.
Most contractors don’t have a lead problem. They have a structure problem.
If everything depends on you—calls, sales, production, decisions—your business can’t grow.
We walk through the 3 core areas every roofing business needs to function without the owner:
- Selling the work (lead handling & follow-up)
- Doing the work (production & accountability)
- Keeping score (financial visibility)
I’ll also show you where most contractors are leaking money—and how to start fixing it.
If you want to know exactly where your business is breaking, download the Roofing Business Success Audit below.
LINKS:👉 Roofing Business Success Audit:
https://theroofercoach.com/audit
👉 Learn more about SMA Support:
https://theroofercoach.com/sma
👉 Learn more about ProLine CRM:
https://theroofercoach.com/proline
TIMESTAMPS:00:00 – The 2-Week Vacation Test
00:30 – Welcome to The Roofer Show
01:15 – The Real Problem (You Are the System)
03:30 – The 3-Legged Stool Explained
07:00 – Run the Test on Your Business
10:00 – Fixing the Bottlenecks
10:30 – SMA (Lead Handling & Follow-Up)
11:45 – ProLine CRM (Systems & Pipeline)
13:00 – Why This Actually Matters
16:00 – Download the Audit
18:30 – Final Thoughts
Download the Roofing Business Success Audit:
https://theroofercoach.com/download-audit
About The Roofer ShowThe Roofer Show Podcast helps roofing contractors grow their businesses, make more money, and have more free time.
Hosted by Dave Sullivan, The Roofer Coach, the show shares practical advice on roofing sales, marketing, operations, leadership, and financial management.
Most roofing contractors think they need more leads…
But the real problem is what happens AFTER the lead comes in.
In this episode, we break down what it actually costs to get a customer — and why chasing more leads is probably costing you thousands.
If you’ve been spending money on Google Ads, SEO, or lead services and not seeing the results you want… this will change how you look at your business.
👉 Find your biggest profit leak in 2 minutes:
https://theroofercoach.com/audit
In this episode:1. The real cost per lead and cost per customer 2. Why most contractors don’t know their close rate 3. How one job should create multiple opportunities 4. The simple referral system most companies skip 5. How to grow without relying on more leads
Looking for a mentor to help guide you and accountability to building a more profitable roofing business? Let’s talk.
Take the Profit Leak Audit:https://theroofercoach.com/audit
Recommended ToolsProLine CRM – Know your numbers and close more jobs.
Track your leads, follow-ups, and pipeline so nothing falls through the cracks.
👉 Check it out: https://useproline.com/
SMA Support – Never miss another call or follow-up.
They handle your calls and lead follow-up so you stop losing the jobs you’re already paying for.
👉 Learn more: https://funnels.smasupport.us/the-roofer-show
Most roofing contractors don’t go out of business because of lack of leads.
They go out of business because they don’t understand their numbers.
In this episode, Dave Sullivan breaks down why contractors stay busy but still go broke—and what to fix before it’s too late.
Featuring insights from Michael Stone from Markup and Profit , this episode covers:
- Why 9 out of 10 contractors fail
- The biggest pricing mistakes roofers make
- The difference between markup and margin
- Why more sales can actually make things worse
- The minimum profit you need to stay in business
If you’re not clear on your numbers, none of the marketing or leads matter.
📺 Watch this episode on YouTube (recommended to see the slides and numbers):
Watch Now
📊 Want help breaking down your business?
Book a Free Roofing Business Review:
https://davesullivan.as.me/free-strategy-call
🔧 ProLine CRM (built for roofing contractors):
Track your leads, follow up consistently, and close more jobs
👉https://useproline.com
📞 SMA Support:
Never miss calls or follow-ups again—turn more leads into jobs
👉 https://www.smasupport.us/contractor-back-office-outsourcing-bpo-services-about/contact/
📚 Learn more from Michael Stone:
https://markupandprofit.com
🎧 More from The Roofer Show:
https://theroofercoach.com
About The Roofer ShowThe Roofer Show Podcast helps roofing contractors grow their businesses, make more money, and have more free time.
Hosted by Dave Sullivan, The Roofer Coach, the show shares practical advice on roofing sales, marketing, operations, leadership, and financial management.
Most roofing contractors don’t have a lead problem—they’re losing money in their follow-up, systems, and execution.
In this episode, I sit down with Chris Diroll from SMA Support to break down 5 profit leaks that are quietly costing roofing businesses serious revenue.
We cover:1. The 1-minute rule (speed to lead) 2. Mining your CRM graveyard (rehash opportunities) 3. Keeping your reps focused on selling 4. Neighborhood marketing for free leads 5. Building a referral system that actually work
If you fix these, you don’t need more leads—you just need to convert better.
LINKS:Take the Profit Leak Audit:
https://theroofercoach.com/sma
Book a Free Strategy Call:
Schedule Now
ProLine (Recommended Tool):
https://useproline.com/
Watch on YouTube:
https://youtu.be/YVmloP2au3k
About The Roofer ShowThe Roofer Show Podcast helps roofing contractors grow their businesses, make more money, and have more free time.
Hosted by Dave Sullivan, The Roofer Coach, the show shares practical advice on roofing sales, marketing, operations, leadership, and financial management.
Most roofing contractors think hiring a salesperson will solve their problems.
In reality… it usually creates new ones.
In this episode, I break down why your first sales hire often costs you money, how it impacts your margins, and what you need in place before you even think about bringing someone on.
If you’re doing $1M–$4M and thinking about hiring—or already have salespeople and things aren’t working the way you expected—this episode will help you take back control.
Show NotesIn this episode, we cover:
- Why most contractors screw up their first sales hire
- The truth about “commission-only” salespeople
- How hiring too early actually reduces your profit
- The math behind what a salesperson really needs to produce
- Why this is a control problem—not a sales problem
- What needs to be in place before you hire
LinksFree 1-Page Business Plan:
https://theroofercoach.com
2026 Roofing Business Success Audit:
https://theroofercoach.com/resources/
ProLine CRM:
https://useproline.com
SMA Support:
https://smasupport.us
About The Roofer ShowThe Roofer Show Podcast helps roofing contractors grow their businesses, make more money, and have more free time.
Hosted by Dave Sullivan, The Roofer Coach, the show shares practical advice on roofing sales, marketing, operations, leadership, and financial management.
If you’re struggling to find good employees, you’re not alone.
Most roofing contractors say the same thing:
“There’s no good people out there.”
But that’s not the real problem.
The truth is — there ARE good people.
They’re just not working for you.
In this episode, I sit down with Paul from Contractor Staffing Source to break down how to actually build a recruiting system that attracts better people, responds faster, and helps you stop the revolving door.
We cover:
- Why writing a job post doesn’t work (and what to do instead)
- The biggest mistake contractors make when hiring
- Why speed matters more than you think
- How to filter and assess the right candidates
- Why hiring the wrong person can cost you $50,000+
If you want to build a business that doesn’t rely on you for everything, this is a must-listen.
👉 Want help building a more profitable roofing business?
Book a free strategy call:
https://theroofercoach.com
🔖 SHOW NOTESGuest: Paul Sandeman – Contractor Staffing Source
Key Takeaways:
- Always be recruiting
- Write an ad, not a job post
- Speed to lead applies to hiring
- You can’t fix character — hire for it
- Build a system or expect a revolving door
Looking for a mentor to help guide you and accountability to building a more profitable roofing business? Let’s talk.
About The Roofer ShowThe Roofer Show Podcast helps roofing contractors grow their businesses, make more money, and have more free time.
Hosted by Dave Sullivan, The Roofer Coach, the show shares practical advice on roofing sales, marketing, operations, leadership, and financial management.
Most roofing companies try to solve their marketing problems by buying more leads.
But what if that’s actually the problem?
In this episode of The Roofer Show, I talk with Joe Hughes from Contractor Dynamics about why traditional roofing marketing isn’t working like it used to — and what contractors should be doing instead.
We break down how to build your own in-house marketing machine so you’re not dependent on agencies, lead services, or constantly chasing new leads.
In this episode, we cover:
- Why blindly outsourcing marketing doesn’t work anymore
- The idea of becoming the “general contractor” of your marketing
- Why homeowners are more skeptical than ever
- The importance of speed to lead and answering the phone
- How to become “five mile famous” in your market
- What marketing is actually working right now
If you want more consistent leads and a more profitable roofing business, this episode will change how you think about marketing.
Resources & Links:Contractor Dynamics
https://contractordynamics.com/
Call to Action:
Looking for a mentor to help guide you and accountability to building a more profitable roofing business? Let’s talk.
Schedule Now
About The Roofer ShowThe Roofer Show Podcast helps roofing contractors grow their businesses, make more money, and have more free time.
Hosted by Dave Sullivan, The Roofer Coach, the show shares practical advice on roofing sales, marketing, operations, leadership, and financial management.
Most homeowners don’t have $25,000 sitting around for a new roof.
In this episode of The Roofer Show, Dave Sullivan talks with financing expert Chris Scoville about how roofing contractors can use financing to close more jobs.
With roofing prices higher than ever, many homeowners don’t have the cash available to pay for a new roof upfront. Contractors who offer financing give customers more options and remove one of the biggest barriers to saying yes.
Chris explains why contractors should offer financing early, always, and often, and how monthly payment options help homeowners move forward with roofing projects.
They also discuss how financing can be integrated into proposals, websites, and CRM systems like ProLine to make the process simple for both contractors and homeowners.
If you're not offering financing, you may be losing jobs to competitors who are.
Episode Highlights• Why many roofing contractors lose jobs because they don’t offer financing
• The rule: offer financing early, always, and often
• Why homeowners respond better to monthly payments than total price
• How financing helps contractors close more jobs without lowering their price
• Simple ways to integrate financing into proposals and websites
Show NotesMany roofing contractors struggle with price objections when presenting large projects to homeowners.
Financing can remove one of the biggest barriers to closing roofing jobs by giving customers options and spreading payments over time.
In this episode, Dave Sullivan sits down with financing expert Chris Scoville to discuss how contractors can use financing effectively to grow their business and close more jobs.
Chris shares practical advice on how financing works, why contractors should present it early in the sales process, and how showing monthly payment options can dramatically change how homeowners make decisions.
If you’re not offering financing today, this conversation may change the way you approach selling roofing projects.
HostDave Sullivan
The Roofer Coach
Helping roofing contractors grow their businesses, make more money, and have more free time.
If you're looking for help building a more profitable roofing business, let’s talk.
Visit:
https://theroofercoach.com
Podcast LinksWebsite
https://theroofercoach.com
YouTube
https://www.youtube.com/@DaveSullivanRooferShow
Roofing Business Podcast Topics CoveredThis episode discusses topics important to roofing contractors including:
• roofing financing
• roofing sales strategies
• selling high-ticket roofing projects
• roofing business growth
• contractor marketing and sales
• closing more roofing jobs
About The Roofer ShowThe Roofer Show Podcast helps roofing contractors grow their businesses, make more money, and have more free time.
Hosted by Dave Sullivan, The Roofer Coach, the show shares practical advice on roofing sales, marketing, operations, leadership, and financial management.
EPISODE SUMMARYIn this episode, I’m joined by Michael Stone, author of Markup & Profit, to talk about the real reason so many roofing contractors go broke: they don’t charge enough and they don’t know their numbers. We break down markup vs. profit, why job costing is mandatory, how to set pricing to cover overhead + owner pay + net profit, and how to market to the right customer so you can charge what you’re worth.
EPISODE DESCRIPTIONMost roofing contractors don’t go out of business because they can’t sell.
They go out of business because they don’t charge enough, don’t job cost, and don’t know their real numbers.
In this episode, I’m joined by Michael Stone, author of the classic book Markup & Profit, to talk about the fundamentals that never change — and why “the market price” mentality keeps contractors broke.
We cover:1. Why 9 out of 10 contractors go broke (and what the profitable ones do differently) 2. The difference between markup and gross profit (and why it matters) 3. Why job costing is non-negotiable if you want consistent profit 4. How to set pricing to cover overhead, owner pay, and net profit 5. Why “being competitive” is optional — but being profitable isn’t 6. How to market to the right customer so you can charge what you’re worth 7. Cash flow and payment schedules: why contractors run out of cash even when they’re busy 8. Building a business that’s actually sellable (systems + financials + profit)
Connect with Michael Stone:Website: markupandprofit.com
Connect with Dave / The Roofer Coach:Free Strategy Call: Schedule Now
Free Resource (1-Page Business Plan): theroofercoach.com/plan
Text Dave: (510) 612-1450
SPONSORS:✅ ProLine — Automate follow-up and close more jobs with text + email. Try it FREE and save 50% off your first month with code DAVE50 → useproline.com
✅ SMA Support — Virtual assistants for roofing companies (calls, admin, lead follow-up) → smasupport.us
EPISODE DESCRIPTIONThinking about starting a roofing business? Or trying to run yours more professionally?
In this episode, Dave sits down with former co-host and roofing business owner John Delaurier to talk about what it actually takes to build a profitable roofing company in 2026.
They cover profit margins, speed to lead, branding, hiring your first sales rep, neighborhood domination marketing, and the key KPIs every contractor must track.
If you want to build it right — this episode is for you.
📄 SHOW NOTESHow to Start a Roofing Business in 2026: Profit, Systems & What Most Get Wrong
A lot of contractors want to start a roofing company.
Very few understand what it actually takes to build one that’s profitable, stable, and scalable.
In this episode, Dave Sullivan sits down with former co-host and former coaching client John Delaurier — who started a roofing company from scratch, built it to $3M, ran it profitably, and eventually sold it.
Now working with contractors across the country, John shares what he’s seeing in today’s market and what separates contractors who win from those who struggle.
What We Cover:
- Why “slow market” doesn’t mean you can’t win
- The importance of defining your “why” before starting
- Why revenue means nothing without margin
- Why 35% gross profit should be your minimum target (retail)
- The 4–5M revenue sweet spot for lifestyle + profitability
- Speed-to-lead and why seconds matter
- Branding mistakes most contractors make
- Why you must dominate neighborhoods
- Why the owner should sell the first $1M
- Hiring and training your first sales rep
- The three KPIs that drive everything:
- Close rate
- Average ticket size
- Gross profit margin
- Why job costing must happen on every single job
- Key Takeaways
- You don’t grow into profitability — you build it intentionally.
- If you’re not tracking your numbers, you’re guessing.
- Speed to lead wins in a shrinking market.
- Branding is about your customer — not your ego.
- You must learn to sell before you hire salespeople.
SponsorsRuby
If your phone isn’t getting answered live, you’re losing jobs.
Ruby provides professional virtual receptionists who answer calls and book appointments so you never miss an opportunity.
👉 theroofercoach.com/ruby
SMA Support
As your roofing business grows, operations get messy fast.
SMA Support helps simplify and systemize your back-end operations so you can scale without chaos.
👉 smasupport.us
Resources Mentioned
ProLine CRM – useproline.com
Top Rep
STG (Sales Transformation Group)
KickCharge Branding (Dan Antonelli)
Brad Akers – Neighborhood Domination Strategy
Looking for Mentorship?
If you’re serious about building a profitable roofing business and want accountability and guidance…
👉 Head over to theroofercoach.com and schedule a call.
⏱ TIMESTAMPS (Chapters)00:00 – Intro
03:00 – State of the roofing market in 2025–2026
10:54 – Defining your “why” before starting
13:51 – Reverse engineering income goals
15:30 – Revenue per capita and staffing
17:00 – Why 35% gross profit matters
23:00 – Branding mistakes contractors make
32:00 – Speed to lead and instant response systems
37:40 – Neighborhood domination marketing
48:18 – Why the owner sells the first $1M
57:04 – The 3 KPIs every contractor must track
1:00:20 – Financials, bookkeeping, and keeping score
EPISODE SUMMARY
What actually makes a roofing website convert in 2026 — and why most contractors waste money on marketing because their foundation is weak.
EPISODE DESCRIPTION
Most roofing websites are built to look good.
The only thing that matters is whether they generate qualified appointments.
In this episode of The Roofer Show, I sit down with Cody from Hook Agency to break down what actually makes a roofing website convert in 2026.
We cover:
• What a roofing website is actually supposed to do
• What makes a homepage convert in the first 5 seconds
• Why your About page builds trust (or kills it)
• Service pages and location pages (and why most contractors get this wrong)
• Google Ads vs Meta Ads
• The biggest DIY advertising mistakes
• What transparent marketing reporting should look like
• How to measure ROI the right way
If you’re spending money on SEO or paid ads and not seeing results, this episode will help you rethink your foundation.
Your website is the hub of your marketing.
If it doesn’t convert, everything else struggles.
KEY TAKEAWAYS
- A roofing website must confirm, build trust, and drive a clear action.
- Most contractors design for ego instead of conversion.
- Location pages are essential for local SEO.
- Clicks and impressions don’t matter — appointments do.
- DIY Google Ads without strategy wastes money.
- Marketing reporting must focus on ROI, not vanity metrics.
RESOURCES & LINKS
Hook Agency
https://hookagency.com
Ruby Receptionists
Live, professional phone answering that converts calls into appointments
theroofercoach.com/ruby (Get $150 off your first month – tell them Dave sent you)
ProLine CRM
Follow-up automation, quotes, updates, and review requests — done for you
useproline.com (Tell them you heard about ProLine on The Roofer Show)
SMA Support
Inside sales and operations support so nothing falls through the cracks
smasupport.us (Tell them Dave sent you)
Download Dave’s Free 1-Page Business Plan
https://theroofercoach.com
Book a Coaching Call
https://theroofercoach.com
EPISODE SUMMARY
Most roofers think they need more leads.
But leads don’t fix a broken roofing business — they amplify the chaos.
In this episode, Dave Sullivan explains why the “boring” foundation work — answering the phone, follow-up, systems, process, and finishing jobs the right way — is what actually creates profit, control, and time off.
This episode ties directly to last week’s show (Your Roofing Company Isn’t Ready for More Leads) and sets the stage for upcoming episodes on markup vs profit and what a website is really supposed to do.
If you’re tired of being busy, stressed, and wondering where the money went, this is a Start Here episode.
EPISODE DESCRIPTION
Roofing contractors love exciting goals: more leads, more sales, bigger numbers.
But here’s the truth — if your systems can’t handle growth, growth will punish you.
In this episode, Dave breaks down why most roofing businesses struggle even when revenue is up and what must be fixed before you chase more leads or scale.
Dave also shares a real-world lesson from a recent home renovation project and why the last 5–10% of a job — the walkthrough, closeout, and customer experience — is what actually drives 5-star reviews, referrals, and long-term brand value.
This is the foundation work most contractors avoid because it feels boring — and exactly why it works.
IN THIS EPISODE, YOU’LL LEARN
- Why more leads don’t solve broken systems
- The real job of your website (and what it’s NOT)
- Why speed-to-lead and live phone answering matter
- How follow-up automation changes close rates
- Why most contractors struggle to convert opportunities
- The “2-week vacation test” to see who really owns the business
- Why finishing strong is what earns reviews and referrals
- Why mentoring beats one-time courses when plans change
RESOURCES & LINKS
- Free 2026 Roofing Business Success Audit
- (50 yes/no questions + a score you can compare to other companies)
- Visit the Resources page at TheRooferCoach.com
- Ruby Receptionists
- Live, professional phone answering that converts calls into appointments
- theroofercoach.com/ruby
- (Get $150 off your first month – tell them Dave sent you)
- ProLine CRM
- Follow-up automation, quotes, updates, and review requests — done for you
- useproline.com
- (Tell them you heard about ProLine on The Roofer Show)
- SMA Support
- Inside sales and operations support so nothing falls through the cracks
- smasupport.us
- (Tell them Dave sent you)
EPISODE SUMMARY
Most roofers think they need more leads.
In reality, most have a foundation problem.
In this episode, Dave Sullivan explains why missed calls, weak follow-up, messy books, and lack of planning are the real reasons roofing companies struggle — and why buying more leads only makes the problem worse.
EPISODE DESCRIPTION
Roofers are obsessed with leads.
But more leads won’t fix a broken business.
If your roofing company feels busy but broke, the problem usually isn’t marketing — it’s systems, sales process, job costing, and financial clarity.
In this solo episode, Dave Sullivan walks through his Roofing Business Success Audit and One-Page Business Plan, and explains why every contractor must master the fundamentals before trying to scale.
Dave breaks down:
Why most roofing companies aren’t ready for growth
How to improve results by raising your close rate
Why missed calls and poor follow-up quietly kill profits
The Three-Legged Stool: Sell Work / Do Work / Keep Score
Why messy books force CPAs to file extensions
How bad job costing destroys pricing and margins
Why top-line revenue is vanity and profit is reality
If you want a business that actually makes money — not just looks busy — this episode is your reality check.
YOU’LL LEARN
Why more leads won’t solve your problems
How to close more deals without spending more on ads
Why sales process matters more than marketing
How job costing affects your pricing
Why QuickBooks out-of-the-box doesn’t work for contractors
How to use financial statements to make decisions
Why planning beats reacting
How to use the Roofing Business Audit as a diagnostic tool
TIMESTAMPS
00:00 – Sponsor: Ruby Receptionists
01:25 – Busy but broke: the real problem
04:16 – Why leads aren’t the issue
05:46 – Close rate and sales fundamentals
08:05 – Back to basics (golf analogy)
09:05 – The business checkup mindset
09:49 – Sponsor: ProLine CRM
11:00 – Sell Work: sales process and follow-up
14:20 – Do Work: production and job costing
15:23 – Keep Score: financials and reports
17:06 – Why QuickBooks isn’t set up for contractors
18:09 – Bookkeeping cleanup and Tisha
19:20 – Workers’ comp and miscategorized job costs
21:25 – Sponsor: SMA Support
22:19 – Why business plans matter
23:46 – Why scaling without profit fails
26:21 – Scott Tebay story on success
27:43 – John DeLorian and annual planning
29:36 – Mike Tyson quote: planning vs reacting
32:02 – Download the Audit and Plan
33:02 – Tax season warning: extensions
34:05 – Final takeaways and contact info
RESOURCES
The Roofer Coach
https://theroofercoach.com
Free 1-Page Business Plan
https://theroofercoach.com/plan
2026 Roofing Business Success Audit
https://theroofercoach.com/resources/
LINKS
Work with Dave / Mentoring
https://theroofercoach.com/mentoring/
Free Resources
https://theroofercoach.com/resources/
Text Dave
(510) 612-1450
Free Strategy Call
https://davesullivan.as.me/free-strategy-call
TRUSTED & VETTED SPONSORS
Ruby Receptionists
US-based professionals who answer your phones live and tee up the sale
Get $150 off → https://theroofercoach.com/ruby
ProLine
Automated follow-up, texts, emails, and CRM for roofers
50% off first month with code DAVE50 → https://useproline.com
SMA Support
Roofing-specific virtual assistants
https://smasupport.us
EPISODE SUMMARY
Most roofers chase leads. The best roofers build a brand.
In this episode, Dave and Crystal Williams explain why branding—not just ads—is what makes leads cheaper, customers more loyal, and businesses more valuable over time.
EPISODE DESCRIPTION
Roofers are obsessed with leads.
But leads get more expensive every year — unless you build something that makes people remember you, trust you, and look for you by name.
That’s called branding.
In this episode, Dave Sullivan sits down with Crystal Williams of Lemon Seed Marketing to explain what branding actually means for roofing companies — and how to build it while still generating leads today.
They break down:
- Why most roofers look the same
- How differentiation keeps you out of price wars
- How mascots, billboards, trucks, and storytelling really work
- Why “direct search” is the real scorecard for branding
- And why marketing cannot fix broken operations
Crystal also shares the real-world case study of Eminem Roofing and Rufus the Armadillo, showing how consistent branding helped turn a small roofing company into a dominant regional player.
If you want cheaper leads, better customers, and a business that’s worth more than its trucks — this is where it starts.
YOU’LL LEARN
- What branding actually means (it’s not your logo)
- Why differentiation lets you charge more
- How branding and lead gen should run together
- Why mascots work — if you commit
- How to measure branding using direct search
- Why marketing exposes bad operations
- When it’s time to rebrand
- How consistent branding lowers your cost per lead
TIMESTAMPS
00:00 – Why branding matters
01:16 – What branding really is
03:45 – Storytelling and emotional connection
06:45 – Differentiation vs being a commodity
09:02 – Brand personality and origin stories
13:29 – Eminem Roofing case study
17:16 – Rufus the Armadillo and mascots
23:24 – When mascots work (and when they don’t)
29:47 – Ideal customer avatars and audits
35:21 – How to measure brand ROI
41:14 – Branding is a long-term commitment
43:09 – Why marketing can’t fix bad operations
48:15 – When to rebrand
53:45 – Final takeaways
54:19 – How to reach Crystal
RESOURCES
Lemon Seed Marketing
https://lemonseedmarketing.com
Email: hello@lemonseedmarketing.com
Email: crystal@lemonseedmarketing.com
LINKS
Work with Dave / Mentoring
https://theroofercoach.com/mentoring/
Free Resources
https://theroofercoach.com/resources/
Text Dave
(510) 612-1450
Free Strategy Call
https://davesullivan.as.me/free-strategy-call
Free 1-Page Business Plan
https://theroofercoach.com/plan
TRUSTED & VETTED SPONSORS
Ruby Receptionists
US-based professionals who answer your phones live and tee up the sale
Get $150 off → https://theroofercoach.com/ruby
ProLine
Automated follow-up, texts, emails, and CRM for roofers
50% off first month with code DAVE50 → https://useproline.com
SMA Support
Roofing-specific virtual assistants
https://smasupport.us
EPISODE SUMMARYThis episode was recorded during the roofing boom—when being busy hid bad numbers. Today, work is slower and margins are tighter. Dave explains why job costing is now the difference between surviving and disappearing, and why “gut feel” leaves contractors broke even even when they’re busy.
EPISODE DESCRIPTIONThis interview was recorded a few years ago when the roofing market was on fire. Phones were ringing, jobs were everywhere, and being busy hid a lot of sins.
Today it’s different.
Jobs are harder to get. Margins are thinner. And the contractors who don’t truly understand their numbers—what jobs actually make money, what crews are profitable, what their real labor cost is—those companies won’t survive this market.
I hear it every week:
“Dave, we’re working like crazy… but there’s never any money in the bank.”
That’s not bad luck. That’s no job costing.
Successful contractors job cost every job. Unsuccessful ones run on gut feel—and in this market, gut feel will put you out of business.
In this conversation, Dave Sullivan sits down with construction finance expert Leslie Shiner to break down the simple job costing system profitable roofers use to protect margins and make real decisions.
You’ll Learn1. Why “gut feel” lies—and cash proves it 2. The real reason busy roofers still have no money 3. How to calculate true labor cost (labor burden) 4. Paid hours vs billable hours = labor utilization 5. Why labor overruns destroy profit faster than materials 6. How estimate vs actual fixes bad pricing 7. How to see which crews and job types make money 8. Two KPIs every roofer must track
TIMESTAMPS00:00 – Why this matters now
02:20 – Gut feel vs real profit
06:20 – What job costing actually means
10:15 – True labor cost & labor burden
17:30 – Labor utilization explained
24:15 – Estimate vs actual the right way
30:25 – Fixing downtime & productivity
36:40 – Sales to production handoff
40:35 – KPIs that matter
44:15 – Improving your system
RESOURCESShiner Group: https://www.shinergroup.com
Free Labor Burden Calculator (on Leslie’s site)
LINKSWork with Dave / Mentoring: https://theroofercoach.com/mentoring/
Free resources: https://theroofercoach.com/resources/
Connect with Dave!
Text Dave: (510) 612-1450
Free Strategy Call
Want to grow a more profitable roofing business?
Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call
Free Resource
Download your FREE 1-Page Business Plan for Roofing Contractors → theroofercoach.com/plan
Watch on YouTube
Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow
Trusted & Vetted SponsorsRuby Receptionists
US-based professionals who answer your phones live, leave a great first impression, and tee up the sale.
Get $150 off your first month → theroofercoach.com/ruby
ProLine
Automate your follow-up and close more jobs with text, email, and CRM integration.
Try it FREE + save 50% off your first month with code DAVE50 → useproline.com
SMA Support
Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us
GUESTLeslie Shiner – Shiner Group
https://www.shinergroup.com
As we head into 2026, many roofing contractors are rethinking how they build their business—focusing less on chaos and top-line growth, and more on profitability, structure, and long-term value.
In this episode, Dave Sullivan sits down with Tim Brown of Hook Agency, who’s doing something unexpected: launching his own roofing company, Owl Roofing. Dave walks Tim through the One-Page Business Plan framework to pressure-test the idea, clarify the strategy, and uncover the real challenges that come with starting a roofing business the right way.
This conversation goes far beyond marketing. Tim and Dave dig into storm work vs. retail, branding and positioning, financing-first selling, leadership depth, production risks, and what it really takes to build a roofing company that can grow without relying on the owner every day.
If you’re planning your 2026 strategy—or thinking about starting, scaling, or eventually stepping back from your business—this episode will sharpen your thinking fast.
What you’ll hear in this episode:
- Why Tim Brown is launching Owl Roofing and what he hopes to build
- Using the One-Page Business Plan to create clarity and direction
- Storm work vs. retail roofing and how to think about the mix
- Why being “five-mile-famous” beats spreading marketing thin
- The two biggest homeowner complaints: communication and clean-up
- Financing-first selling: why homeowners buy payments, not prices
- Dave’s three-legged stool framework: Sell Work, Do Work, Keep Score
- The real risks in roofing: hiring, production handoffs, insurance tightening, and cash flow
- Building a business that creates options—sell it, step back, or keep it cash flowing
Resources mentioned:
- Free One-Page Business Plan for Roofing Contractors → https://theroofercoach.com/resources
- Roofing Success Audit → https://theroofercoach.com/resources
- Hook Agency → https://hookagency.com
Trusted & Vetted Sponsors:
- Ruby Receptionists – US-based professionals who answer your phones live, create a great first impression, and tee up the sale so you can focus on running your business.
- Get $150 off your first month → https://theroofercoach.com/ruby
- ProLine – The roofing CRM that sells more jobs and helps you make it home for dinner. Automate follow-up, quoting, and communication in one simple platform.
- Try it FREE + save 50% off your first month with code DAVE50 → https://useproline.com
- SMA Support – Roofing-specific virtual assistants who understand the business. Outsource admin, marketing, and customer service tasks to free up your time.
- Learn more → https://smasupport.us
Connect with Tim:
- Facebook: https://facebook.com/invigorated
- OwlRoofing.com
Work with Dave (2026):
Looking for a mentor to help guide you and accountability to building a more profitable roofing business? Let’s talk.
Book a free strategy call → https://davesullivan.as.me/free-strategy-call
Watch on YouTube:
Subscribe for full episodes and short-form roofing business insights → @DaveSullivanRooferShow
As we head into 2026, homeowners are still turning to Google when they need a roofer, and local visibility continues to drive high-quality leads. Many contractors spend money on marketing without understanding how local SEO and Google Maps actually work. In this episode, Dave breaks down the fundamentals of local search, what really drives inbound leads, and how to improve visibility without relying solely on paid ads.
If homeowners can’t find you on Google, you don’t exist.
In this episode, I sit down with local SEO expert Dima Sobovoy to break down how roofing contractors can win more jobs by showing up where it matters most, Google Maps and local search.
We talk about why many roofing websites and SEO campaigns fail, what Google actually looks for when ranking local contractors, and how simple changes can dramatically improve visibility without chasing gimmicks or shortcuts.
This episode is about building a strong local presence that consistently generates qualified leads, not just clicks.
Local SEO isn’t optional for roofing contractors; it’s foundational.
In this episode, Dave Sullivan talks with Dima Sobovoy about what actually drives local rankings for roofers and home service businesses. They break down the common mistakes contractors make with SEO, why “set it and forget it” marketing doesn’t work, and how Google Maps has become one of the most powerful lead sources in local markets.
Dima explains the importance of Google Business Profiles, reviews, proximity, relevance, and consistency, and how contractors can improve their local presence without massive ad budgets. The conversation also covers how SEO fits into a broader business system, so leads don’t go to waste once the phone starts ringing.
If you want more inbound leads from homeowners actively searching for a roofer in your area, this episode lays out the fundamentals you need to understand.
This episode is a replay of a previously published episode of The Roofer Show. We’re bringing it back because the message is especially relevant as contractors plan for 2026.
Original episode:https://theroofershow.com/418
What you’ll hear in this episode:
- Google Maps visibility is critical for roofing contractors
- Local SEO drives higher-intent leads than many paid ads
- Google Business Profiles must be actively managed, not ignored
- Reviews, consistency, and relevance matter more than tricks
- SEO only works when paired with strong follow-up systems
- Long-term local visibility beats short-term marketing hacks
Resources:
Connect with Dave!
Text Dave: (510) 612-1450
Free Strategy Call
Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call
Free Resource
Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan
Watch on YouTube
Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow
Trusted & Vetted Sponsors
Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.
ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.
SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.
As contractors move through 2025 and begin planning for 2026, many are rethinking the type of work they want to focus on. Residential, commercial, storm work, or a mix of everything — each path comes with tradeoffs that aren’t always obvious. In this episode, Dave walks through the real pros and cons of residential and commercial roofing and explains how to make strategic decisions that reduce chaos and improve profitability.
One of the biggest decisions roofing contractors wrestle with is whether to focus on residential, commercial, or try to do both.
In this episode, I break down the real differences between residential and commercial roofing, the hidden challenges of each, and why trying to do everything often leads to confusion, thin margins, and burnout.
This isn’t about which is “better.”
It’s about choosing the right lane for your business, your goals, and your lifestyle — and building systems that actually support it.
Many roofing contractors believe that doing both residential and commercial work will diversify risk and increase profits — but in reality, it often creates complexity, cash flow problems, and operational strain.
In this episode, Dave Sullivan walks through the pros and cons of residential vs. commercial roofing based on decades of real-world experience. He explains how sales cycles, margins, staffing, systems, and customer expectations differ between the two — and why contractors often underestimate what it takes to run both successfully.
Dave also introduces the idea of focus as a growth strategy, explaining how specialization can improve marketing, operations, profitability, and even business value. The goal isn’t to limit opportunity, it’s to build a business that runs cleanly, predictably, and profitably without constant firefighting.
If you’ve ever felt torn between chasing bigger commercial jobs or sticking with residential work, this episode will help you make a clearer, more confident decision.
This episode is a replay of a previously published episode of The Roofer Show. We’re bringing it back because the message is especially relevant as contractors plan for 2026.
Original episode:https://theroofershow.com/417
What you’ll hear in this episode:
- Residential and commercial roofing require very different systems
- Trying to do both often increases complexity and stress
- Focus leads to better margins and stronger execution
- Cash flow and sales cycles differ dramatically between markets
- Specialization improves marketing clarity and positioning
- The right choice depends on your goals, not industry hype
Resources:
Connect with Dave!
Text Dave: (510) 612-1450
Free Strategy Call
Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call
Free Resource
Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan
Watch on YouTube
Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow
Trusted & Vetted Sponsors
Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.
ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.
SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.
As we close out the year and plan for 2025, many roofing contractors are thinking about profitability, freedom, and the long-term value of the business they’re building. Too often, owners stay busy without understanding what actually makes a roofing company valuable. In this episode, Dave breaks down what creates real business value, why systems and profit matter more than revenue alone, and how thinking like an owner changes everything.
This episode is a replay of a previously published episode of The Roofer Show. We’re bringing it back because the message is especially relevant heading into 2025.
Original episode: https://theroofershow.com/416
In this episode, I sit down with Greg DeSimone to break down what truly creates value in a roofing business, and why so many contractors end up walking away with far less than they expected when it’s time to exit.
This conversation isn’t just about selling your business. It’s about building a company that’s profitable, transferable, and not dependent on you showing up every day.
Many roofing contractors assume that revenue alone determines business value, but buyers and private equity groups see things very differently.
Today, Dave Sullivan and Greg DeSimone discuss the real drivers of business valuation in the roofing and home services industry. They unpack why systems, leadership depth, clean financials, and predictable profits matter far more than top-line sales.
Dave shares firsthand insight from building and exiting his own roofing company, explaining how contractors can unintentionally trap themselves inside their business by failing to delegate, document processes, and build a leadership team.
The key takeaway is simple:
You don’t build value at the end; you build it years in advance.
Whether you plan to sell, step back, or just run a stronger business, this episode lays out what needs to be in place to make your company valuable, on your terms.
What you’ll hear in this episode:
- Revenue alone does not equal business value
- Buyers look for systems, leadership, and clean financials
- A business dependent on the owner has limited value
- Profitability and predictability matter more than growth
- Exit planning should start years before you plan to sell
- Strong businesses are built to run without the owner
Resources:
Connect with Dave!
Text Dave: (510) 612-1450
Free Strategy Call
Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call
Free Resource
Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan
Watch on YouTube
Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow
Trusted & Vetted Sponsors
Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.
ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.
SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.
Summary / IntroMost roofing contractors don’t have a marketing problem — they have a clarity problem.
In this episode, I break down the biggest red flags I see when contractors say, “My marketing isn’t working.” We talk about why spending more money won’t fix a broken system, how to spot underperforming vendors, and which KPIs actually matter if you want profitable growth.
If you’re heading into 2026 without a clear plan, clean numbers, and accountability around your marketing spend, this episode will help you reset, refocus, and stop guessing.
Show NotesRoofing marketing is full of noise, promises, and shiny tactics — but very little accountability.
In this episode, Dave Sullivan pulls back the curtain on what’s really happening behind the scenes in many roofing companies’ marketing efforts. He explains why contractors often feel frustrated with agencies, SEO providers, and lead vendors, and how the real issue usually isn’t marketing — it’s the lack of clear goals, tracking, and ownership.
Dave walks through the most common marketing red flags, including:
- Not knowing your true cost per lead or cost per sale
- No connection between marketing spend and financial results
- Relying on “activity” instead of performance
- Making decisions based on emotion instead of numbers
The conversation shifts into what contractors should be tracking, including the KPIs that tie marketing directly to sales, production, and profitability. Dave also explains why marketing must be built on a solid operational foundation — because leads don’t fix broken systems.
This episode is especially valuable for contractors planning ahead for 2026 who want fewer surprises, better margins, and marketing that actually supports a profitable business.
Takeaways* Marketing problems are usually business clarity problems * If you don’t know your numbers, marketing will always feel broken * Cost per lead means nothing without cost per sale * Systems and follow-up matter more than lead volume * Marketing should support profit, not just growth * Clear KPIs create better decisions and less stress
Chapters00:00 – Introduction to Roofing Marketing Reality
05:42 – Common Marketing Red Flags Contractors Miss
12:18 – Why “More Leads” Isn’t the Answer
19:07 – KPIs That Actually Matter in Roofing
27:34 – Connecting Marketing to Sales and Profit
35:10 – Why Broken Systems Kill Good Marketing
44:02 – Planning Smarter for 2026
52:41 – Final Thoughts on Marketing Clarity
Links Referenced in This Episodehttps://theroofercoach.com
https://theroofercoach.com/resources
https://smasupport.us
https://useproline.com
Companies MentionedRuby Receptionists
SMA Support
Proline
👉 Download the Roofing Business Success Audit at
theroofercoach.com/resources
Summary / IntroFor a long time, I thought bigger was always better.
More revenue. More locations. More chaos.
In this episode, I explain why I intentionally walked away from a $100M roofing goal — and why building a focused, profitable $10M lifestyle business turned out to be the smarter move.
This isn’t an anti-growth conversation. It’s about intentional growth, profit, freedom, and building a business that actually supports your life instead of consuming it.
Show NotesIn the roofing industry, growth is often treated as the ultimate scoreboard — but revenue alone doesn’t equal success.
In this episode, Dave Sullivan shares the real story behind walking away from an aggressive $100M growth target and choosing to build a highly profitable, well-run $10M roofing business instead. He breaks down the hidden costs of chasing scale too early, including stress, operational breakdowns, thin margins, and losing control of your time.
Dave explains why many contractors feel trapped despite strong sales numbers, and how growth without systems, leadership, and financial clarity often leads to burnout rather than freedom. The conversation focuses on aligning business goals with personal goals — something most contractors never stop to consider.
This episode challenges the idea that “bigger is always better” and offers a different framework: build a business that’s profitable, stable, and capable of running without you at the center.
If you’ve ever questioned whether your current growth path is actually worth it, this episode will help you think differently.
Takeaways* Revenue alone is not a measure of success * Growth without systems creates stress, not freedom * Profit and control matter more than top-line numbers * Lifestyle goals should drive business decisions * A smaller, well-run business can be far more valuable * Intentional growth beats uncontrolled expansion
Chapters00:00 – Introduction
04:32 – The $100M Goal and Why It Looked Attractive
10:18 – The Hidden Cost of Scaling Too Fast
18:44 – What Contractors Don’t See About Big Growth
26:11 – Redefining Success in Roofing
34:27 – Building a Lifestyle Business on Purpose
42:06 – Profit, Control, and Freedom
49:55 – Final Thoughts on Intentional Growth
Links Referenced in This Episodehttps://theroofercoach.com
https://theroofercoach.com/resources
Companies MentionedRuby Receptionists
SMA Support
Proline
👉 Download the Roofing Business Success Audit at
theroofercoach.com/resources
In this episode of "The Roofer Show," host Dave Sullivan interviews Jon Starry, owner of Steadfast Roofing in Tampa Bay, FL. Jon shares his journey from IT to roofing, highlighting the company’s rapid growth, the importance of in-house crews for consistent quality, and leveraging technology like CRM systems and virtual assistants. He discusses effective lead generation, job costing, and building a strong company culture. Jon also offers practical advice on cash flow management, sales incentives, and continuous learning, providing valuable insights for contractors aiming to grow and improve their roofing businesses. Tune in to hear more!
What you’ll hear in this episode:
- Transition from IT to the roofing industry
- Importance of customer service in business growth
- Lead generation strategies and techniques
- Building a strong online presence and utilizing SEO
- Significance of having a robust CRM system
- Managing cash flow and financial planning
- Tracking key performance indicators (KPIs) for marketing effectiveness
- Creating a positive company culture to retain talent
- Implementing effective project management and communication strategies
- Emphasizing quality control and consistency in work standards
Resources:
Steadfast Roofing
Connect with Dave!
Text Dave: (510) 612-1450
Free Strategy Call
Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call
Free Resource
Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan
Watch on YouTube
Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow
Trusted & Vetted Sponsors
Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.
ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.
SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.
Today, Dave Sullivan chats with Matt Tyner, who’s the VP of Marketing at Bone Dry Roofing. They dive into what really works when it comes to marketing for roofing contractors. Matt talks about how to find the right balance between digital and traditional advertising, why building a trustworthy brand matters, and which metrics are actually worth tracking. He also explains how marketing and operations can work hand-in-hand. Plus, Matt shares why getting involved in your community and focusing on real human connections, rather than just relying on AI, can make a big difference in customer service. You’ll hear plenty of practical tips for growing your business in a sustainable way. If you’re a contractor looking to boost profits, run things more smoothly, and build strong relationships with your customers, this episode is packed with useful advice.
What you’ll hear in this episode:
- Importance of effective lead capture and management for roofing contractors
- Differences in marketing strategies between HVAC and roofing industries
- Significance of brand building and community involvement in marketing
- The role of traditional advertising channels (TV, billboards) in enhancing brand awareness
- Necessity of tracking key performance indicators (KPIs) for marketing effectiveness
- Impact of customer experience and trust on lead conversion and retention
- Evolving role of AI in marketing and customer interactions within the roofing industry
- Strategies for nurturing leads and maintaining customer relationships over time
- The challenges of marketing for multi-location roofing companies and the need for localized content
- Consistent processes in soliciting customer reviews and optimizing SEO
Resources:
Connect with Matt!
Bonedry.com
matttyner@bonedry.com
Connect with Dave!
Text Dave: (510) 612-1450
Free Strategy Call
Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call
Free Resource
Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan
Watch on YouTube
Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow
Trusted & Vetted Sponsors
Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.
ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.
SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.
Today, Dave Sullivan explores why having a solid business plan is essential for roofing contractors. He discusses the importance of knowing where your business is headed and the reasons behind your goals. He also talks about the key role financial statements and cash flow management play in running a successful business. Plus, he mentions a handy free resource—a "one-page business plan" that you can grab from his website. If you want to write a strong business plan, Dave will give you what you need to get it done, so tune in!
What you’ll hear in this episode:
- Importance of a well-rounded business plan for roofing contractors
- Understanding the destination and "why" behind the business
- Significance of financial statements and cash flow management
- Common pitfalls faced by contractors in financial management
- Development of a mentoring program for ongoing support and accountability
- Eight essential steps to building a solid business plan
- Importance of customer service and operational efficiency
- Introduction of a free resource: the "one-page business plan"
- Emphasis on tracking key performance indicators (KPIs)
- Planning for long-term goals and exit strategies in business
Resources:
Connect with Dave!
Text Dave: (510) 612-1450
Free Strategy Call
Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call
Free Resource
Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan
Watch on YouTube
Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow
Trusted & Vetted Sponsors
Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.
ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.
Today, host Dave Sullivan speaks with Chris Diroll from SMA Support to discuss the real-world challenges that roofing contractors face with CRM systems. They dive into some of the most common issues, like messy data entry, missed follow-ups, and swap tips on how to clean up your data, switch from one CRM to another, and automate your lead management. Chris really drives home how crucial it is to follow up quickly and communicate well, while Dave talks about why having someone dedicated to managing your CRM can make all the difference. Together, they share practical advice to help contractors get the most out of their CRMs, boost sales, strengthen customer relationships, and grow their businesses. Tune in!
What you’ll hear in this episode:
- Importance of Customer Relationship Management (CRM) systems for roofing contractors
- Common challenges contractors face with CRM tools
- The significance of proper CRM setup and data management for business growth
- Role of data migration and cleanup in optimizing CRM usage
- Benefits of human and automated phone answering services for lead capture
- Strategies for effective follow-up with leads and past customers
- Importance of maintaining clean and organized data within the CRM
- Utilizing CRM data to identify additional sales opportunities and improve marketing strategies
- The concept of "rehash" and its role in converting open leads into sales
- Recommendations for integrating various software tools to streamline workflows and enhance lead management
Resources:
Connect with Chris Diroll!
SMA Website
Book a Call!
To get a business process audit, clickhere.
Connect with Dave!
Text Dave: (510) 612-1450
Free Strategy Call
Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call
Free Resource
Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan
Watch on YouTube
Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow
Trusted & Vetted Sponsors
Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.
ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.
SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.
In this episode of The Roofer Show, host Dave Sullivan is joined once again by Ryan Groth from Sales Transformation Group. They dive into how roofing contractors can actually make more money, not by just chasing after more leads, but by getting better at turning those leads into real jobs. Dave and Ryan chat about what it takes to build a strong sales team, why having a clear sales process matters, and how setting up accountability and clear KPIs can make a big difference. Ryan also shares some great tips for handling sales when business is slow, how to use technology to your advantage, and why fractional sales management might be worth considering. If you’re a contractor looking for practical ways to grow your business, run things more smoothly, and build a sales team that really performs, you’ll find plenty of useful advice in this episode.
What you’ll hear in this episode:
- Converting existing leads versus generating more leads for roofing contractors
- Strategies for building effective sales teams within roofing businesses
- The importance of implementing structured sales processes and accountability measures
- Utilizing technology and AI to enhance lead response and booking efficiency
- Having a consultative, question-based sales approach to improve customer engagement
- Tracking key performance indicators (KPIs) to measure sales effectiveness and drive accountability
- Role of referrals and self-generated leads in achieving higher conversion rates
- Planning and strategizing for slower sales seasons to maintain business momentum
- Necessity of creating systems that allow business owners to step back from daily operations
- Ongoing training and coaching for sales teams to foster growth and performance improvement
Resources:
Connect with Ryan Groth and the Sales Transformation Group
Website Book a Call!
Sales Athlete podcast
YouTube
Connect with Dave!
Free Strategy Call
Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call
Free Resource
Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan
Watch on YouTube
Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow
Trusted & Vetted Sponsors
Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.
ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.
SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.
Today, Dave Sullivan speaks with Joe Hughes from Contractor Dynamics to discuss what really works in marketing for roofing contractors. Joe shares down-to-earth advice on how to get your name out there, why it’s smart to zero in on your local market, and how to make the most of both digital and old-school marketing. He talks about why it’s so important to take charge of your own marketing, keep your customers in the loop, and always keep an eye on what’s working. You’ll hear some practical ideas, like reaching out to your past clients and making real, relatable videos, to help you find new leads and grow your business. Joe also gives a quick intro to Contractor Dynamics’ training programs, which are designed to help roofing companies take control of their marketing for the long haul.
What you’ll hear in this episode:
- Marketing strategies for roofing contractors
- Challenges in the current digital marketing landscape
- Importance of education and ownership in marketing efforts
- The role of brand awareness and targeted local marketing
- Effective use of social media and video content for engagement
- The significance of tracking key performance indicators (KPIs)
- Strategies for nurturing leads and building customer relationships
- The impact of niching down on marketing effectiveness
- Balancing online and offline marketing tactics
- The necessity of a comprehensive marketing plan and consistent execution
Resources:
Connect with Joe!
Contractor Dynamics: Website
Connect with Dave!
Free Strategy Call
Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call
Free Resource
Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan
Watch on YouTube
Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow
Trusted & Vetted Sponsors
Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.
ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.
SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.
In this episode of The Roofer Show, host Dave Sullivan draws on his 30+ years in the roofing industry to share some hard-earned wisdom. Instead of just chasing fast growth, Dave stresses how important it is to build a solid business foundation first. He breaks things down with his "three-legged stool" approach: selling the work, doing the job, and keeping score. He points out how easy it is to overlook systems and profitability along the way. Dave gives practical tips for improving your sales process, following up with customers, and making the most of tools like CRMs. Today, Dave encourages contractors to focus on profit, consistency, and accountability, and even invites listeners to check out his mentoring program if they want more help building a sustainable, profitable roofing business.
What you’ll hear in this episode:
- The "three-legged stool" concept: selling work, doing work, and keeping score
- Risks of focusing solely on growth without profitability
- Need for consistent systems, processes, and accountability
- Customer acquisition cost and improving sales processes
- Strategies for effective follow-up and customer engagement
- Importance of financial clarity and tracking key performance indicators (KPIs)
- Building repeatable systems for sales and production
- The role of mentorship in business success
- Actionable steps for contractors to improve their business operations and profitability
Resources:
Connect with Dave
Free Strategy Call
Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call
Free Resource
Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan
Watch on YouTube
Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow
Trusted & Vetted Sponsors
Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.
ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.
SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.
Today, host Dave Sullivan reminds us that it’s the fourth quarter, and while most contractors are ready to coast into the holidays, the smart ones are stepping on the gas. Today, we’re talking about how to tighten up your numbers, clean up your operations, and build a simple one-page business plan that sets you up for your best year yet. I’ll walk you through the process of running a winning roofing business, selling the work, doing the work, and keeping score to finish 2025 strong and hit the ground running in 2026.
What you’ll hear in this episode:
- Importance of finishing the fourth quarter strong for business growth
- Need for a one-page business plan for the upcoming year (2026)
- Monthly financial reviews and understanding key performance indicators (KPIs)
- The significance of consistent marketing and sales efforts
- Importance of diligent follow-up on open quotes to maximize sales
- The "three-legged stool" concept: selling work, doing work, and keeping score
- Utilizing CRM systems for effective lead management and follow-up
- Strategies for improving job efficiency and maximizing profit margins
- Importance of securing customer satisfaction and obtaining positive reviews
- Planning for growth by understanding financial implications and setting clear goals
Resources:
Connect with Dave
Free Strategy Call
Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call
Free Resource
Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan
Watch on YouTube
Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow
Trusted & Vetted Sponsors
Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.
ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.
SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.
In order to grow a solid and profitable roofing business, you’re going to need salespeople that can get out there and produce for you.
My guest today is Adam Bensman, an expert when it comes to helping salespeople and sales teams reach peak performance. Adam is also known as The Roof Strategist, and he has a podcast with the same name and a YouTube channel, as well.
On today’s show, we’ll be talking about where to find the right kinds of salespeople, how to attract them, and what it takes to build a team of A-players.
Listen in, I think you’re going to find this conversation very helpful!
What you’ll hear in this episode:
- Consider your goals, as Adam explains.
- What the average sales should be per rep, per year, conservatively, according to Adam.
- Before you begin hiring, you need a clear plan for what that salesperson will be responsible for.
- Adam discusses the options for paying your salespeople.
- Financial models must be run to maintain your profitability and your financial health in order to stay in business, serve customers, and grow.
- Have transparency with your team on when and how they will get paid.
- Adam details how to find great salespeople and the common mistakes made in the hiring process.
- Adam shares how he breaks down training into three categories.
- Most sales reps waste 80% of their time because they were never shown the most effective and most profitable way to sell by following a proven system.
- Accountability is necessary for managing the team for the retention of performance.
- Ideas for having great sales meet
- Thinking fast on your feet is the most valuable skill in sales.
Resources:
Connect with Adam
The Roof Strategist YouTube
Learn More About Hiring + Training Options
Email Adam: adam@roofstrategist.com
Connect with Dave
Free Strategy Call
Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call
Free Resource
Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan
Watch on YouTube
Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow
Trusted & Vetted Sponsors
Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.
ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.
SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.
Today, host Dave Sullivan sits down with Remko Bloemhard, the founder of SuppTrax, a company that’s changing the game for roofing contractors when it comes to insurance claim supplementing. Remko breaks down what supplementing really means (think: going back to the insurance company for those extra costs that often get missed in the initial estimate) and why it’s such a crucial step for contractors who want to ensure they’re getting every dollar they deserve.
You’ll hear Remko explain how the SuppTrax software makes managing these claims way easier, and how it can even sync up with the CRM systems you’re already using. Plus, Dave shares some insights about his own mentoring program, designed to help contractors not just grow their businesses, but also boost profits and carve out more free time.
If you’re a roofing contractor looking to get the most out of your insurance claims and your business, this is one episode you won’t want to miss!
What you’ll hear in this episode:
- Importance of supplementing in insurance claims for roofing contractors
- Overview of the insurance claim supplementing process
- Challenges faced by contractors in managing insurance claims
- Development and features of a specialized supplement management software
- Benefits of faster payment and improved cash flow through supplementing
- Integration of supplement management with existing CRM systems
- Strategies for contractors to maximize insurance claim payouts
- The role of inside sales support in enhancing contractor operations
- Personal anecdotes and insights from industry experiences
- Resources available for contractors to improve their business practices and supplementing capabilities
Resources:
Connect with Remko
Info@supptrax.com
(937) 869-1536
www.supptrax.com
Connect with Dave
Free Strategy Call
Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call
Free Resource
Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan
Watch on YouTube
Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow
Trusted & Vetted Sponsors
Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.
ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.
SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.
Ready to unlock the secrets behind building a multi-million-dollar roofing business? In this episode of The Roofer Show, host Dave Sullivan sits down with entrepreneur Teddy Slack, who’s got a wealth of experience in home services and environmental businesses. Teddy gets real about what it takes to grow and sell a thriving company, from mastering your finances to pinpointing the most profitable services and getting creative with your marketing.
Dave and Teddy dive into the ups and downs of running a family business, why having solid systems and learning to delegate are game-changers, and how you can set your roofing company apart as you scale up. They also share why business education, finding the right mentors, and making smart moves are absolutely essential if you want to stand out in the crowded roofing industry. Don’t miss this episode packed with actionable insights and inspiration for roofers ready to take their business to the next level!
What you’ll hear in this episode:
- Strategies for rapid business growth using innovative marketing techniques, such as early pay-per-click (PPC) advertising
- Challenges faced in family businesses and personal hardships impacting business decisions
- Focusing on core, profitable services rather than spreading too thin across multiple ventures
- Lessons learned from failures, including the significance of understanding financials and cash flow management
- Building a business that can operate independently of the owner's constant involvement
- Differentiation in marketing strategies, with an emphasis on local SEO and content creation over traditional advertising
- Accountability and effective management in scaling a business
- Lead generation, sales strategies, and nurturing customer relationships for repeat business.
- Importance of continuous education and mentorship in developing business acumen and achieving long-term success
Resources:
Connect with Teddy
Modern Contractor
Biz Score
Free Strategy Call
Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call
Free Resource
Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan
Watch on YouTube
Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow
Trusted & Vetted Sponsors
Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.
ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.
SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.
Today’s show answers the #1 question in Facebook roofing groups. Everyone has an opinion about CRMs, but who can you trust? Join Dave Sullivan, John DeLaurier, and their guest, Scott Tebay, as they tackle the big question: “What’s the best CRM for roofers?”
Scott Tebay is the owner/operator of Rainstoppers Roofing, and he’s been in the construction industry for almost 20 years. Scott is committed to providing 5-star service to every customer by being professional, responsive, and courteous at every step of the roofing process. Scott hosts the Small Town Roofer Podcastand lives with his wife and two young sons in Marietta, Ohio.
What you’ll hear in this episode:
- Understand the WHY of a CRM in light of your entire sales process
- The best question to ask: “What problems do I have that I need to solve with a piece of software?”
- What is a CRM—and why do I need one?
- What is most important in a CRM?
- The key that is missing in most CRMs is the communication tool that builds the know, like, and trust factor.
- Scott’s perspective on eliminating company phones for his employees
- Accountability for every single team member through a CRM
- John’s perspective on the advantages of ProLine regarding speed to lead, customized proposals, and 5-star reviews
- Automated follow-ups let the customer know that you want to work with them. Automations work!
- Your CRM can help track your KPIs.
- Scott’s take on how a CRM performs a sales manager role for his company
Resources:
Connect with Scott Tebay: Website, Email, and the Small Town Roofer Podcast
Resources:
Free Strategy Call
Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call
Free Resource
Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan
Watch on YouTube
Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow
Trusted & Vetted Sponsors
Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.
ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.
SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.
Ready to take your roofing business to the next level? In this episode of The Roofer Show, host Dave Sullivan delves into his “12 Essentials for Roofing Success,” all based on his decades of hands-on experience as a contractor and coach. Dave breaks down the must-know basics, like setting clear business goals, really understanding your numbers, pricing your jobs for profit, and building a sales process that actually works. He’ll show you how to get the most out of every project, put systems in place so your business can run without you, and share practical tips, real-life examples, and his favorite tools to make your life easier. Tune in for actionable strategies that’ll help you build a profitable, sustainable roofing business that doesn’t depend on you being there 24/7!
What you’ll hear in this episode:
- Importance of defining business goals and a destination for clarity and direction
- Understanding financial statements, costs, and pricing for informed decision-making
- The significance of charging the right price and avoiding margin cuts
- Building a solid lead flow and sales process before hiring sales representatives
- Maximizing job value and leveraging neighborhood presence for additional sales
- Implementing a pre-selling process to increase close rates with prospects
- The necessity of effective communication between sales and production teams
- Strategies for stepping away from daily operations to empower team ownership
- Planning for profit rather than just revenue to ensure sustainable growth
- Establishing financial reserves to manage cash flow and reduce stress during downturns
Resources:
Free Strategy Call
Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call
Free Resource
Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan
Watch on YouTube
Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow
Trusted & Vetted Sponsors
Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.
ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.
SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.
What is your customer acquisition cost? What it’s costing you to acquire each customer is probably way more than you think! Reduced customer acquisition costs would mean more profitability for your business, which is a win-win for your bottom line. In this episode, Dave and his guest discuss improving your close rate, focusing on better quality leads, and a sure way to get more referrals. Join us to learn more!
Brad Akers from Brad Grows Businesses developed The Built Right program to create scalable systems around sales and marketing for roofers and other home service professionals. His mission is to provide expert consulting and marketing services with a customized growth plan for each client.
What you’ll hear in this episode:
- Brad’s background story: how he learned business and marketing through a hands-on approach to entrepreneurship
- The #1 problem for small contractors in getting the right leads: not focusing on quality conversations
- Understanding a true lead–and what it costs to get a true customer
- “Developing better sales skills may be solving for the wrong problem.”
- Understanding the “control panel” in your business and which knobs and levers to turn for the desired results
- A look at ad spend, SEO, Google ads, and where your marketing dollars are really going
- What is each qualified lead actually costing you? (Hint: Your estimated closing rate is probably WAY off!)
- Brad explains the concept of compounding.
- Brad’s process in generating three additional appointments from every job
- The benefits of compounding are maximized by providing a great customer experience and offering amazing rewards for referral partners.
- Follow the process!
- An overview of Brad’s program, The Built Right Contractor, along with group masterminds and one-on-one services
Resources:
Website
The Built Right Contractor, and (832)-275-0581
Free Strategy Call
Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call
Free Resource
Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan
Watch on YouTube
Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow
Trusted & Vetted Sponsors
- Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby
- ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com
- SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us
Ready to stay ahead in the ever-evolving roofing industry? Today, host Dave Sullivan speaks with Jon Gardner from Owens Corning for an eye-opening conversation you won’t want to miss!
Discover how the pandemic turbocharged technology adoption and transformed what homeowners expect from contractors. Jon shares how Owens Corning is leading the way with investments in contractor education, cutting-edge technology, and business audits through Owens Corning University.
Tune in as they break down the top growth drivers for contractors: warranties, insights, resources, technology, and training, and reveal why operational excellence, financial know-how, and lightning-fast lead response are the keys to thriving in today’s competitive market. Don’t miss these actionable insights to future-proof your roofing business!
What you’ll hear in this episode:
- Significant changes in the roofing industry over the past five years, particularly due to the COVID-19 pandemic
- Shifts in homeowner expectations for faster, more transparent service and seamless communication
- Increasing role of private equity in the roofing industry and its impact on efficiency and technology adoption
- Owens Corning's investments in resources and tools to support contractors, including educational programs
- Importance of fundamentals in roofing application and operational excellence for contractors
- Critical role of speed in lead response and its effect on closing sales
- The roofing industry's reputation, including its high ranking in customer complaints despite positive reviews
- The comprehensive training and audit programs offered by Owens Corning to help contractors improve their businesses
- Key factors for contractors to prioritize for growth including warranties, insights, resources, technology, and ongoing training
- The necessity of mentorship and continuous education for contractors to adapt and thrive in a competitive market
Resources:
Owenscorning.com (Go to the Pro section to become a contractor rewards member!)
Check out this episode on our YouTube channel at @DaveSullivanRooferShow or use this link - https://youtu.be/N7F2wJVbfwk
Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Check out this episode on our YouTube channel at @DaveSullivanRooferShow.
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: theroofercoach.com/ruby.
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “DAVE50” to get 50% off your first month’s service.
I’m so excited to bring you this interview today. Rick Dutmer, my old business coach, helped me build my roofing company over thirty years into a highly profitable business, enabling me to successfully exit and pursue the things I wanted to do in life.
When I first hired Rick, I was really struggling and wearing all the hats in the business. I knew there was a better way, and Rick was the one who helped guide me through it all. It started with building a business plan that set me up with a saleable business.
Today you’ll hear all about how to build a profitable business that will support you and your family with a great lifestyle, how to build a valuable business that you can sell when you’re ready to retire, and so much more.
What you’ll hear in this episode:
- How Rick’s business background helps contractors improve their own businesses
- Rick’s process he used in helping Dave build his business plan
- While building your business, always be thinking about the horizon! This is when business goals transition to more of a business/personal goal.
- You have a strategy for growing your business and for growing your people. What’s your strategy for exiting?
- The main reason that contractors go out of business.
- “Profit thrills, volume kills”
- Building a business that has a saleable value depends on your goals
- Having a strong team that will continue the business beyond you or your generation
- Rick’s recommendations around selling if/when you decide to exit
- Roll-ups: the good, the bad, and the ugly
Resources:
Connect with Rick!
Email: rdutmer@duadllc.com
Check out this episode on our Youtube channel at @DaveSullivanRooferShow or use this link - https://youtu.be/N7F2wJVbfwk
Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Check out this episode on our YouTube channel at @DaveSullivanRooferShow.
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: theroofercoach.com/ruby.
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “DAVE50” to get 50% off your first month’s service.
Today, host Dave Sullivan (“The Roofer Coach”) shares expert advice on the crucial first hire for roofing business owners aiming to grow beyond solo operations. Drawing on 30+ years of experience, Dave explains why building solid systems, outsourcing key tasks, and developing clear job roles are essential before hiring full-time staff. He emphasizes profitability, strong processes, and smart leadership as the foundation for sustainable growth, offering practical tips and free resources to help contractors build businesses that don’t depend solely on the owner. Tune in to hear more!
What you’ll hear in this episode:
- Importance of determining the first hire in a roofing business for solo operators
- Common mistakes in hiring, particularly bringing on salespeople too early
- Necessity of having a proven sales process and marketing system before hiring
- Importance of clear job descriptions and realistic expectations for new hires
- Aligning compensation plans with business goals to ensure sustainability
- Value of training, coaching, and retaining employees to minimize turnover
- Consideration of hiring from outside the roofing industry for fresh talent
- Need for a structured organizational design with defined roles and responsibilities
- Benefits of outsourcing administrative and inside sales functions to maintain focus
- Importance of having effective tools, such as CRM systems, to support business growth
Resources:
Check out this episode on our Youtube channel at @DaveSullivanRooferShow or use this link - https://youtu.be/N7F2wJVbfwk
Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Check out this episode on our YouTube channel at @DaveSullivanRooferShow.
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: theroofercoach.com/ruby.
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “DAVE50” to get 50% off your first month’s service.
In this episode of The Roofer Show, Dave Sullivan sits down with Brian Huff, the guy behind Modern Roofing Group in Denver and Littleton, CO. Brian dives into his story of how he got into the roofing world and even started his own business right in the middle of the COVID-19 pandemic! He discusses how crucial it is to build a solid reputation and tackle financial hurdles, and how mastermind groups can be a game-changer for contractors. They chat about how Brian uses CRM systems to make things run smoother, keep up with follow-ups, and improve how they interact with customers. Plus, Brian shares some cool marketing strategies and why keeping an eye on ROI is so important. This episode is packed with great tips for contractors looking to grow their business and boost customer service, so tune in!
What you’ll hear in this episode:
- Importance of having a reliable Customer Relationship Management (CRM) system for roofing contractors
- Brian Huff's journey into the roofing industry and his experiences working for various companies
- Challenges of starting a roofing business during the COVID-19 pandemic with limited financial resources
- Significance of maintaining a strong reputation in a competitive market
- Value of networking and being part of a mastermind group for contractors
- Innovative strategies for business growth through technology and automation
- Lead generation techniques and the importance of quality leads over quantity
- Tracking return on investment (ROI) for marketing strategies and adapting to regional market conditions
- Use of automation in managing customer interactions and streamlining operations
- Importance of continuous learning and adaptation in the roofing industry for sustained success
Resources:
Connect with Brian Huff and Modern Roofing Group!
Modern Roofing Group,
Call Brian! (720) 334-3449
Check out this episode on our Youtube channel at @DaveSullivanRooferShow" or use this link - https://youtu.be/N7F2wJVbfwk
Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Check out this episode on our YouTube channel at @DaveSullivanRooferShow.
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: theroofercoach.com/ruby.
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “DAVE50” to get 50% off your first month’s service.
In this solo episode of "The Roofer Show," host Dave Sullivan discusses his "Roofing Business Success Audit," a handy self-assessment tool specifically designed for roofing contractors. Dave breaks down why it’s way more important to focus on things like profitability, cash flow, and how your business is set up, rather than just chasing more sales. He walks you through seven key areas: personal finance, business leadership, financial management, operations, metrics, marketing, and work-life balance, and shares practical tips and resources along the way. He also encourages contractors to download the audit from his website so they can identify their strengths and areas where they might need assistance, ultimately building a more profitable, sustainable, and balanced roofing business.
What you’ll hear in this episode:
- Importance of conducting a tailored business audit for roofing contractors
- Focus on profitability and cash flow over sales volume
- Key areas for assessment in the Roofing Business Success Audit
- Building a strong personal financial foundation for business success
- Effective business structure and leadership for sustainable growth
- Financial management practices for running a business by the numbers
- Importance of efficient operations and production for customer satisfaction
- Tracking key performance indicators and metrics for profitability
- Balancing business operations with personal life to avoid burnout
- Strategies for effective marketing, lead generation, and sales processes
Resources:
Check out this episode on our YouTube channel at @DaveSullivanRooferShow or use this link - https://www.youtube.com/@DaveSullivanRooferShow
Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call.
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/?via=roofercoach. Use promo code DAVE50 for $50 off your first month’s service!
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service:theroofershow.com/ruby.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)
Today, host Dave Sullivan speaks with Emily May, the owner of M&M Roofing in Texas. Emily opens up about her inspiring journey, how she went from working as an ICU nurse to becoming a roofing entrepreneur. She discusses what it was like to acquire and grow an existing company, the hurdles she faced in breaking into the industry, and why educating customers is so important to her.
Emily also shares how she’s built a strong team and found ways to balance work and life. She emphasizes the need for strategic, sustainable growth, creative branding, and consistently prioritizing quality and integrity. Her story is packed with practical advice for contractors who want to grow their businesses while staying true to their values and supporting their teams.
What you’ll hear in this episode:
- Transition from nursing to roofing entrepreneurship
- Acquisition of an existing roofing company through seller financing
- Importance of marketing, branding, and technology in the roofing industry
- Strategies for business growth and expansion
- Challenges of hiring, training, and retaining quality employees
- Emphasis on customer education and transparency in roofing sales
- The role of networking and learning from industry peers
- Balancing work-life commitments and setting boundaries
- Importance of building a strong company culture and team investment
- Insights on maintaining quality and integrity in business practices
Resources:
Connect with Emily May
M&M Roofing
Get in touch with M&M Roofing.
M&M Roofing YouTube
Connect with Dave
Check out this episode on our YouTube channel at @DaveSullivanRooferShow or use this link - https://www.youtube.com/@DaveSullivanRooferShow
Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call.
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/?via=roofercoach. Use promo code DAVE50 for $50 off your first month’s service!
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service:theroofershow.com/ruby.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)
Today, Dave Sullivan and Philip Siegel dive into the tricky topic of finding skilled workers in the roofing world. Philip is a labor attorney who has been in the construction law field for 27 years, and he shares valuable insights on the legal hurdles roofing contractors face, especially when it comes to immigration laws and those pesky I-9 audits. He points out that I-9 audits are on the rise with the current administration, so staying compliant is more important than ever! They also emphasize the importance of contractors conducting their own self-audits and maintaining their records in good order to avoid potential legal issues. Tune in to hear more!
What you’ll hear in this episode:
- Challenges of finding qualified labor in the roofing industry
- Legal implications of immigration laws for roofing contractors
- Importance of I-9 audits and compliance requirements
- Increased enforcement of immigration laws and I-9 audits under the current administration
- Misclassification of workers and its legal consequences
- Liability concerns for contractors hiring subcontractors with undocumented workers
- Need for proactive measures and self-audits to ensure compliance
- Record retention rules for I-9 forms
- Importance of coaching and mentoring for contractors
- Strategies for maintaining accountability and focus in business development
Resources:
Connect with Philip Siegel
Philip’s Website, Email Philip
Call Philip! (404) 469-9197
Check out this episode on our YouTube channel at @DaveSullivanRooferShow or use this link - https://www.youtube.com/@DaveSullivanRooferShow
Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call.
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/?via=roofercoach. Use promo code DAVE50 for $50 off your first month’s service!
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service:theroofershow.com/ruby.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)
Getting paid faster is something every contractor wants. Today’s construction market brings unique obstacles, and legal help is more important than ever. Join us to learn the steps you need to take to make sure you are getting paid for your work in 2022.
Alex Barthet is a trained mechanical engineer who is now a board-certified construction lawyer in the Miami area. His firm was started by his father about 30 years ago, and they now have a team of 30 lawyers who only focus on construction. Alex has many educational outreach resources available to help those in the construction industry, one of those being his weekly podcast, The Lien Zone.
What you’ll hear in this episode:
- An overview of Alex’s career and the help he offers to the construction industry
- The biggest issues Alex sees right now for his clients
- How price escalation contracts are affecting contractors in today’s market
- Why it’s beneficial to have a lawyer review every contract
- An overview of the FREE tools Alex provides for contractors (See Resources)
- Alex’s advice about specific issues for roofing contractors working for a subcontractor
- How to get paid as a subcontractor
- Why the unequivocal right to stop work is the most significant issue that should be in every contract
- Why you have to enforce the lien laws in your state to secure your right to get paid
- Key provisions to have in place for each job
- Advice from Alex about insurance: “ONLY accept a certificate of insurance from the broker, not from the subcontractor himself.”
- What to do when you are ready to sue
- What Alex has learned: “The cost in legal fees and the time it takes to litigate a case have very little to do with the strength of your case and how right you are. It has everything to do with how difficult and unreasonable the other side and their lawyer are.”
- Why arbitration is a better and faster solution in today’s world than litigation
Resources:
Connect with Alex and find his podcast: www.thelienzone.com
Email Alex: alex@barthet.com
Check out Alex’s FREE tools: www.ContractDetective.com
www.MakeMeConditional.com
www.CalcULien.com
Mentioned in this episode for state-by-state lien guidelines: SunRay Construction Solutions
Check out this episode on our YouTube channel at @DaveSullivanRooferShow or use this link - https://www.youtube.com/@DaveSullivanRooferShow
Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call.
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/?via=roofercoach. Use promo code DAVE50 for $50 off your first month’s service!
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service:theroofershow.com/ruby.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)
In this episode of "The Roofer Show," host Dave Sullivan sits down with Aaron Hockel from Alta Vista Strategic Partners to discuss the significant challenges roofing contractors are currently facing. They delve into topics such as why fewer homeowners are interested in roof replacements, how rising interest rates are making things more challenging, and what increased competition means for everyone in the industry.
Aaron offers some practical advice on how contractors can adapt, such as stepping up their digital marketing efforts, branching out into new services, and ensuring their online presence stands out. Dave also emphasizes the importance of responding to leads promptly and being proactive in reaching out to potential customers.
Tune in to hear helpful resources for contractors and how consistent marketing and staying flexible are key to keeping your business growing, even as the market changes.
What you’ll hear in this episode:
- Current challenges facing roofing contractors
- Decreased homeowner interest in roof replacements
- Impact of rising interest rates on project initiation
- Increased competition from financially robust companies
- Importance of adapting marketing strategies to changing market dynamics
- Role of SEO and online presence in lead generation
- Influence of AI tools like ChatGPT on consumer behavior
- Necessity of diversifying review platforms for better visibility
- Strategies for proactive lead follow-up and networking
- Importance of consistent effort and staying informed about industry changes
Resources:
Connect with Aaron Hockel and AltaVista: Website, Email, and LinkedIn
Check out this episode on our YouTube channel at @DaveSullivanRooferShow or use this link - https://www.youtube.com/@DaveSullivanRooferShow
Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call.
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: theroofershow.com/ruby
The Roofer Show’s Vetted Sponsors
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/?via=roofercoach. Use promo code DAVE50 for $50 off your first month’s service!
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: theroofershow.com/ruby.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)
In today’s episode, Dave Sullivan chats with Michael Stone, the author of Markup and Profit, about why so many roofing contractors run into trouble, or even go out of business. They discuss the importance of thoroughly understanding your financial statements, pricing your jobs accurately, and maintaining healthy profit margins. Michael also shares eight red flags that can signal your business is in trouble, like not paying your bills on time or working for free as the owner. The big takeaway? Spot financial problems early, continue learning, and don’t be afraid to ask for help or utilize the available resources. That’s how you build a roofing business that lasts and actually makes money. Tune in to hear more!
What you’ll hear in this episode:
- Challenges faced by roofing contractors in business management
- Importance of understanding financial statements and job costs
- Common reasons for contractor business failures
- The significance of accurate pricing and markup strategies
- The role of overhead costs in determining profitability
- Marketing and lead generation as critical components for success
- The necessity of effective bookkeeping and financial oversight
- Warning signs indicating potential business failure
- The value of continuous improvement and education in business practices
- Resources available for contractors to enhance their financial acumen and operational efficiency
Resources:
Find out about Michael’s course, Making the Numbers Work in Construction Markup And Profit or call Michael at 360-335-1100
Markup and Profit by Michael C. Stone
Check out this episode on our YouTube channel at @DaveSullivanRooferShow or use this link - https://www.youtube.com/@DaveSullivanRooferShow
Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call.
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/?via=roofercoach. Use promo code DAVE50 for $50 off your first month’s service!
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)
In this episode of "The Roofer Show," host Dave Sullivan interviews Jon Starry, owner of Steadfast Roofing in Tampa Bay, FL. Jon shares his journey from IT to roofing, highlighting the company’s rapid growth, the importance of in-house crews for consistent quality, and leveraging technology like CRM systems and virtual assistants. He discusses effective lead generation, job costing, and building a strong company culture. Jon also offers practical advice on cash flow management, sales incentives, and continuous learning, providing valuable insights for contractors aiming to grow and improve their roofing businesses. Tune in to hear more!
What you’ll hear in this episode:
- Transition from IT to the roofing industry
- Importance of customer service in business growth
- Lead generation strategies and techniques
- Building a strong online presence and utilizing SEO
- Significance of having a robust CRM system
- Managing cash flow and financial planning
- Tracking key performance indicators (KPIs) for marketing effectiveness
- Creating a positive company culture to retain talent
- Implementing effective project management and communication strategies
- Emphasizing quality control and consistency in work standards
Resources:
Steadfast Roofing
Check out this episode on our YouTube channel at @DaveSullivanRooferShow or use this link - https://www.youtube.com/@DaveSullivanRooferShow
Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call.
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/?via=roofercoach. Use promo code DAVE50 for $50 off your first month’s service!
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)
Marketing is a massive issue for most contractors, especially when business slows down. Questions about marketing are common and frequent in contractor Facebook groups and mastermind groups. The goal is to acquire customers in the most efficient way possible, but how do we accomplish that? Dave and John are joined by two friends who have gold nuggets of wisdom to share, along with practical tips to upgrade your marketing strategy. Join us to learn more!
Emily May is the owner of M&M Roofing, a commercial and residential roofing company in Lufkin, TX. Crystal Williams is the Marketing Strategist at Lemon Seed Marketing, also in TX. Emily has seen big successes at M&M Roofing because of her work with Crystal on all aspects of her marketing strategy. Emily and Crystal join the show to share their best tips to make the most of your branding and marketing strategies.
What you’ll hear in this episode:
● An overview of Emily’s work (as a nurse who bought a roofing company!) and why she reached out to Crystal for brand and marketing help
● The benefits of a good mastermind group include the opportunity to collaborate with like-minded people and learn from them
● A look at Crystal’s role as a branding and marketing partner for contractors
● John’s most significant lesson learned about marketing: “Trust your marketing person–and let them do their thing.”
● Crystal’s philosophy of marketing—and how it has worked for Emily’s company
● Outperforming your competitors is easier than you think!
● “Be operationally prepared to book EVERY lead!”
● Your standard operational procedure should be to react and respond immediately to every lead.
● Every marketing plan should be curated for YOUR business.
● Is your three-legged stool wobbly? Learn three strategies to grow your business: operational excellence, pricing, and marketing.
● Questions to answer about your brand, opportunities to gather leads, CRM, sales process, digital footprint, and more
● Emily’s testimony about marketing success at M&M Roofing
● The marketing piece influences the sales piece of your business.
● Emily’s perspective on what’s working and what’s not working in marketing
● Meet “Roofus,” the armadillo mascot for M&M Roofing
Resources:
M&M Roofing
Check out this episode on our YouTube channel at @DaveSullivanRooferShow or use this link - https://www.youtube.com/@DaveSullivanRooferShow
Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call.
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/?via=roofercoach. Use promo code DAVE50 for $50 off your first month’s service!
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)
What is the #1 question from homeowners regarding the roofing industry? “How much is my roof going to cost?” The team at Roofle has developed a powerful price quoting tool called Roof Quote PRO that can enhance your customer service in every way. Times are changing in the roofing industry, and old-school methods don’t work with today’s consumers. Join us to learn more about this cutting-edge technology that is available now!
Dave and John are joined by Mike Goldenstein, the Chief Revenue Officer at Roofle. Mike logged over 30 years in every aspect of the roofing industry before joining Roofle last year. He explains how Roof Quote PRO is changing everything in the customer experience around getting a new roof and why Roofle remains committed to innovation and simplicity in everything they do.
Before they talk with Mike, Dave and John discuss the latest developments in the rebranding of DeLaurier Roofing to Peach State Roofing, along with why rebranding is a BIG deal with many details to consider.
What you’ll hear in this episode:
- How things are changing rapidly in the roofing industry and requiring a mindset shift from roofing contractors
- How Roof Quote PRO works like no other tool in the roofing industry
- How to give the customer a great experience with Roof Quote PRO
- John’s perspective as a roofing business owner about how Roof Quote PRO solves problems and helps his business in various ways
- Why customers trust a roofing business more if you are transparent with your price
- Why price is just one of the pillars that customers consider in the value their roofing contractor can bring them
- How Roof Quote PRO can be a tool to connect roofing contractors to local realtors for additional leads
- What Mike sees in lead magnets that actually work
- Why the Roofle team is committed to making Roof Quote PRO “always innovative and profoundly simple”
- Mike’s overview of the new features in Roof Quote PRO that will enhance the customer experience
Resources:
Connect with Mike Goldenstein:
Website, Instagram, Facebook, and LinkedIn
Check out this episode on our YouTube channel at @DaveSullivanRooferShow or use this link - https://www.youtube.com/@DaveSullivanRooferShow
Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/?via=roofercoach. Use promo code DAVE50 for $50 off your first month’s service!
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)
Today, Dave is excited to speak with John DeLaurier about the hurdles roofing contractors often encounter, especially why traditional coaching doesn't work for 80% of them. They dive into how crucial commitment, mindset, and smart financial management are for success. Dave also rolls out a new mentoring program that provides hands-on support, setting it apart from the usual coaching methods. They touch on the importance of quality control, effective communication with customers, and using technology like CRM systems. Tune in to hear how to focus on improving your business processes to make it more profitable and sustainable!
What you’ll hear in this episode:
- Challenges faced by roofing contractors
- Reasons why traditional coaching fails for 80% of contractors
- Importance of commitment and the right mindset for success
- Introduction of a new mentoring program for hands-on support
- Significance of financial management and understanding financial statements
- Role of CRM systems in improving business operations
- Strategies for effective customer communication and managing change orders
- Importance of quality control and accountability in roofing projects
- Maximizing opportunities for referrals and follow-up with customers
- Emphasis on working on the business rather than just in it for long-term success
Connect with John DeLaurier
TikTok
YouTube
Resources:
Check out this episode on our YouTube channel at @DaveSullivanRooferShow or use this link - https://www.youtube.com/@DaveSullivanRooferShow
Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/?via=roofercoach. Use promo code DAVE50 for $50 off your first month’s service!
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)
Today, we're excited to bring you an insightful conversation with Chris Scoville from Improvify. Trust me, this is one discussion you won't want to miss!
We're exploring a revolutionary topic in the roofing industry: financing. Chris is here to explain why offering financing options is no longer just a luxury; it's essential for staying competitive and boosting your sales. He'll share invaluable insights on best practices, such as introducing financing early in the sales process and the critical role of capturing customer data. Plus, you'll learn about the exceptional training and support Improveify provides to help contractors seamlessly integrate financing into their business strategies.
Listen to the end to understand how offering customized financing solutions can alleviate your customers' financial concerns and open up new sales opportunities. Tune in to hear more!
What you’ll hear in this episode:
- The critical role of financing in the roofing industry
- Necessity for contractors to offer financing options to remain competitive
- Best practices for selling financing to customers
- Importance of early and frequent introduction of financing options in the sales process
- Training and support provided for contractors by Improvify
- Strategies for capturing customer data to enhance financing sales
- Improvify's unique approach to financing without dealer fees
- Tailored financing solutions and their flexibility for different customer needs
- Simplifying the sales process through user-friendly tools and resources
- Significance of educating customers about various financing options available
Connect with Chris Scoville and Improvify
Improvify
YouTube
Resources:
Check out this episode on our YouTube channel at @DaveSullivanRooferShow" or use this link - https://www.youtube.com/@DaveSullivanRooferShow
Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/?via=roofercoach. Use promo code DAVE50 for $50 off your first month’s service!
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)
The #1 problem in the roofing industry today affects both large and small businesses. The issue of finding A-players (and keeping them) is a huge struggle for most contractors. If you can’t afford an HR department for your business, what are you supposed to do? Today’s show has the answer! Join Dave and his guest as they tackle this major obstacle with workable solutions that can work for every roofing business.
Paul Sanneman founded Contractor Staffing Source, the world’s largest recruiting company that works exclusively with residential and commercial construction companies. They take the burden of staffing your business off your shoulders so you can focus on building and creating, the work that you do best. Paul is also the founder of Dream Business Coaching, and as one of the leading business consultants in the US, has dedicated his life to coaching.
What you’ll hear in this episode:
- Paul’s background as a coach for 50 years
- A breakdown of the work of Contractor Staffing Source
- Steps to find A-players for your business:
- Write a killer job ad.
- Post your job ad everywhere.
- Respond immediately. “Speed to lead.”
- Filter applicants with assessments, screenings, background checks, and references.
- Have an onboarding process that works.
- “If you can’t find good people, you probably suck at writing job ads.”
- Paul’s example of using ChatGPT to write a job ad
- Paul’s example of the assessment Contractor Staffing Source uses
- The function of an applicant tracking system (APS)
- “WHO they are is way more important than WHAT they know. We can fix WHAT they know, but we can’t fix WHO they are.”
- Why it pays to hire a company like Contractor Staffing Source to do your HR work for you
Connect with Paul Sanneman and Contractor Staffing Source:
Website, Email, and 415-599-9006
Resources:
Check out this episode on our YouTube channel at @DaveSullivanRooferShow" or use this link - https://www.youtube.com/@DaveSullivanRooferShow
Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/?via=roofercoach. Use promo code DAVE50 for $50 off your first month’s service!
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)
If you think you will just sell your business and retire, think again. Very few roofing businesses will end in a sale or transfer to the next generation. Most will just close their doors. Join us to hear how, with careful planning, you can avoid the dreaded 4 D’s that kill so many businesses.
What you’ll hear in this episode:
- Setting up corporate structure: why you should avoid sole proprietorship structure
- Why your personal money MUST be separate from the company’s money
- Scott’s tips to avoid “losing the corporate veil”
- The Four D’s that can kill your business, and how to avoid them (or at least minimize the damage):
- Dissolution - Have policies (like a “Shoot-out Provision”) in place to protect a 50/50 partnership
- Divorce - Have a written agreement to give notice of a buyout opportunity in case of a divorce
- Death - Have an agreed valuation every year, have life insurance in place, and have a plan in the event of the owner’s death or retirement
- Disability - Have disability insurance, talk about the possibility, and put your plan down on paper. Plan ahead!
- Plan ahead for the 2nd generation of your business and think about your business 10 years from now.
- “What we’re discussing are ways to protect and preserve the business from potential issues that you can avoid if you simply take the direct and up-front approach of doing proper planning, considering the issues, and putting measures in place.”
Resources:
Website: HPSS Law Check out the retainer program offered by Scott’s firm!
Email: sdc@hpsslaw.com
Check out this episode on our YouTube channel at @DaveSullivanRooferShow" or use this link - https://www.youtube.com/@DaveSullivanRooferShow
Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/?via=roofercoach. Use promo code DAVE50 for $50 off your first month’s service!
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)
Now that we are well into 2025, are you hitting your goals? Do you have specific, written goals? What is going right or wrong? Dave Sullivan and John DeLaurier discuss strategies for higher profits by breaking down John’s business goals at Peach State Roofing, along with how he’s planning now for the rest of 2025. If you’re feeling stuck and don’t know how to move forward, this show is for you!
What you’ll hear in this episode:
- John’s perspective on where he is right now in identifying strengths and weaknesses
- “This is the time to work ON your business.”
- Having success with a higher close rate and fewer leads
- Finding balance with your three-legged stool
- Sales depend on converted leads, which depend on your website.
- John’s tips for a great website that stands out
- “Big revenue doesn’t mean big profits.”
- Niching down is the wisest action.
- Three specific videos every roofer should have on their website
- Common questions roofing customers ask
- Lower your customer acquisition cost.
- Guard against profit slippages that are costing you BIG.
- A virtual assistant can make a huge difference in the customer experience.
- 5-star reviews mean everything!
- 5 components of business success: admin, accounting, marketing, sales, and production
- Know your numbers—and understand what they mean!
- The bottom line: “Do the basics to balance your three-legged stool: sell work, do work, and keep score.”
Resources:
Check out this episode on our YouTube channel at @DaveSullivanRooferShow" or use this link - https://www.youtube.com/@DaveSullivanRooferShow
Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/?via=roofercoach. Use promo code DAVE50 for $50 off your first month’s service!
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)
Have you considered what a virtual assistant can do for your roofing business? If you aren’t sure how the process works or what the specific benefits are, today’s show lays it all out for you. Dave and John are joined by Adam Patterson of SMA Support, which provides an amazing service that is crucial to the success of many contractors. They hire, train, and provide VAs to help improve your business process and run the nuts and bolts of your business as dedicated team members. Join us to learn more!
What you’ll hear in this episode:
- John’s testimonial about what a VA can do for your roofing business (Check out Episode 373: Everything You Need to Know About Virtual Assistants with Chris Diroll.)
- Adam’s path from consulting and private equity to SMA Support
- Building a business of value by taking advantage of outsourcing opportunities
- Identify the WHY of your business
- Achieving your goals in an affordable, efficient way with a VA
- Characteristics of an engaged employee—like an SMA Support VA
- Eliminate the struggle and potential mistakes in the hiring process by employing a VA
- Repeatability structure, decision mapping, and nesting: how an SMA Support VA gets it done
- John’s perspective of Kathleen’s valuable role as the VA for Peach State Roofing
- No time to train a VA? SMA takes care of that!
- Adam’s take on managing people and offering incremental bonuses to exceptional VAs
- The role of a VA in getting reviews, getting faster payments, and providing excellent customer service
- What can a VA do for you? You, the business owner, can spend less time each week in “the drudge zone.”
- Adam’s view of what’s going on right now in the private equity world
Connect with Adam Patterson and SMA Support:
Website
Resources:
Check out this episode on our YouTube channel at @DaveSullivanRooferShow" or use this link: https://www.youtube.com/@DaveSullivanRooferShow
Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/?via=roofercoach. Use promo code DAVE50 for half off your first month’s service!
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)
Tune in today as Dave Sullivan dives into the different ways two roofing contractors, each pulling in about $2 million a year, run their businesses. Through some insightful discovery calls, Dave shares their unique stories, goals, and how they've set up their businesses. He really drives home the point about how important it is to have personalized coaching and a solid business plan. Dave also discusses why it's crucial to understand your financial statements and why focusing on profit is more important than just chasing sales volume. Having strategies tailored to your needs can lead to success in the roofing world, and it highlights the benefits of one-on-one mentoring and coaching services.
What you’ll hear in this episode:
- Differences between two roofing contractors generating similar revenue
- Importance of personalized coaching for contractors
- Necessity of a solid business plan, including financial understanding
- Emphasis on profit over sales volume for sustainable growth
- The franchise model versus independent business growth in roofing
- Building a roadmap for business success, including assessing current status and resources
- Lead generation strategies and the sales process
- Importance of effective communication and follow-up in sales
- Streamlining operations and outsourcing for efficiency
- Financial management and cash flow importance for business sustainability
Resources:
Check out this episode on our YouTube channel at @DaveSullivanRooferShow" or use this link - https://www.youtube.com/@DaveSullivanRooferShow
Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Today, Dave dives into why having a solid business plan is crucial for roofing contractors. He chats about how important it is to know where your business is headed and the reasons behind your goals. He also talks about the key role financial statements and cash flow management play in running a successful business. If you’re wanting to write a strong business plan, Dave will give you what you need to get it done, so tune in!
What you’ll hear in this episode:
- Importance of a well-rounded business plan for roofing contractors
- Understanding the destination and "why" behind the business
- Significance of financial statements and cash flow management
- Common pitfalls faced by contractors in financial management
- Development of a mentoring program for ongoing support and accountability
- Eight essential steps to building a solid business plan
- Importance of customer service and operational efficiency
- Introduction of a free resource: the "one-page business plan"
- Emphasis on tracking key performance indicators (KPIs)
- Planning for long-term goals and exit strategies in business
Resources:
Check out this episode on our YouTube channel at @DaveSullivanRooferShow" or use this link - https://www.youtube.com/@DaveSullivanRooferShow
Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Today, Dave Sullivan chats with Nick Peret, the founder of Better Boss, about the hurdles roofing contractors encounter with technology and CRM systems. Dave highlights how crucial it is to implement these systems properly and ensure the team adopts them to steer clear of inefficiencies. Nick brings up the idea of a fractional CTO, which offers top-notch tech expertise without the expense of a full-time hire. Tune in as they emphasize the importance of having structured processes, job costing, and maintaining a positive leadership attitude. This episode is packed with valuable insights for contractors aiming to boost their operations and achieve sustainable growth by effectively using technology and optimizing processes, so tune in!
What you’ll hear in this episode:
- Challenges faced by roofing contractors in implementing Customer Relationship Management (CRM) systems
- Importance of proper implementation and team adoption of technology to avoid inefficiencies
- The role of a fractional Chief Technology Officer (CTO) in providing technology expertise to contractors
- Need for structured processes and standardized operating procedures (SOPs) in business operations
- Significance of job costing and tracking financial metrics for profitability
- Strategies for scaling a business sustainably while maintaining profit margins
- The impact of technology, including AI and automation, on enhancing business operations
- Importance of adapting to changing customer interactions and expectations
- Risks associated with delayed payments and cash flow challenges in the storm work sector
- Value of mentorship and expert guidance for contractors seeking to improve their business practices
Resources:
Connect with Nick Peret and Better Boss!
Better Boss
YouTube
Connect with Dave and The Roofer Show!
Check out this episode on our Youtube channel at @DaveSullivanRooferShow" or use this link - https://youtu.be/N7F2wJVbfwk
Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
In this episode of The Roofer Show, Dave Sullivan sits down with Brian Huff, the guy behind Modern Roofing Group in Denver and Littleton, CO. Brian dives into his story of how he got into the roofing world and even started his own business right in the middle of the COVID-19 pandemic! He discusses how crucial it is to build a solid reputation and tackle financial hurdles and how mastermind groups can be a game-changer for contractors. They chat about how Brian uses CRM systems to make things run smoother, keep up with follow-ups, and improve how they interact with customers. Plus, Brian shares some cool marketing strategies and why keeping an eye on ROI is so important. This episode is packed with great tips for contractors looking to grow their business and boost customer service, so tune in!
What you’ll hear in this episode:
- Importance of having a reliable Customer Relationship Management (CRM) system for roofing contractors
- Brian Huff's journey into the roofing industry and his experiences working for various companies
- Challenges of starting a roofing business during the COVID-19 pandemic with limited financial resources
- Significance of maintaining a strong reputation in a competitive market
- Value of networking and being part of a mastermind group for contractors
- Innovative strategies for business growth through technology and automation
- Lead generation techniques and the importance of quality leads over quantity
- Tracking return on investment (ROI) for marketing strategies and adapting to regional market conditions
- Use of automation in managing customer interactions and streamlining operations
- Importance of continuous learning and adaptation in the roofing industry for sustained success
Resources:
Connect with Brian Huff and Modern Roofing Group!
Modern Roofing Group,
Call Brian! (720) 334-3449
Check out this episode on our Youtube channel at @DaveSullivanRooferShow" or use this link - https://youtu.be/N7F2wJVbfwk
Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Today, Dave Sullivan chats with marketing whiz Tim Brown from Hook Agency about how roofing contractors can boost their online presence and drum up more leads. Revamping your website might seem like the first step to a better online presence, but Tim Brown suggests it’s more about functionality and traffic. Before investing in a redesign, ensure your site generates traffic and leads. Sometimes, optimizing for Google Maps or running Google Ads is more effective. They dive into some key strategies, like figuring out who your ideal customers are, sprucing up your website, and making the most of Google Ads and SEO. Tim really drives home how crucial Google Maps is for getting noticed in local searches and how powerful it can be to gather reviews. They also share some down-to-earth tips for crafting engaging video content and finding budget-friendly marketing solutions. Dave shares how valuable mentorship can be for contractors looking to grow their businesses and succeed. Be sure to tune in to hear so many valuable tips to boost your business!
What you’ll hear in this episode
- Strategies for enhancing lead generation for roofing contractors through online marketing
- Importance of identifying and defining the ideal customer for targeted marketing efforts
- Website optimization techniques to improve functionality and lead generation
- Comparison of Google Ads and SEO, including their respective benefits and costs
- Significance of Google Maps in local search visibility and lead generation
- Conducting website audits to assess online presence and identify areas for improvement
- The five-part winning website formula for effective online marketing
- Importance of blogging and content creation for attracting and converting leads
- Utilizing emotional engagement and unique value propositions to differentiate from competitors
- The role of video content and YouTube in enhancing visibility and lead generation for contractors
Resources Mentioned
Connect with Tim
Website
X
YouTube
Check out this episode on our Youtube channel at @DaveSullivanRooferShow" or use this link - https://youtu.be/N7F2wJVbfwk
Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Today, Dave Sullivan and Philip Siegel dive into the tricky topic of finding skilled workers in the roofing world. Philip is a labor attorney who's been in the construction law game for 27 years and he shares valuable insights on the legal hurdles roofing contractors face, especially when it comes to immigration laws and those pesky I-9 audits. He points out that I-9 audits are on the rise with the current administration, so staying compliant is more important than ever! They also stress why it's crucial for contractors to do their own self-audits and keep their records in tip-top shape to avoid any legal headaches. Tune in to hear more!
What you’ll hear in this episode:
- Challenges of finding qualified labor in the roofing industry
- Legal implications of immigration laws for roofing contractors
- Importance of I-9 audits and compliance requirements
- Increased enforcement of immigration laws and I-9 audits under the current administration
- Misclassification of workers and its legal consequences
- Liability concerns for contractors hiring subcontractors with undocumented workers
- Need for proactive measures and self-audits to ensure compliance
- Record retention rules for I-9 forms
- Importance of coaching and mentoring for contractors
- Strategies for maintaining accountability and focus in business development
Resources Mentioned:
Connect with Philip Siegel
Philip’s Website, Email
Call Philip! (404) 469-9197
Check out this episode on our Youtube channel at @DaveSullivanRooferShow" or use this link - https://youtu.be/N7F2wJVbfwk
Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Know your numbers! You’ve heard it here at least a million times. “Keeping score” is one leg of the three-legged stool of your business, and one of the most important numbers is your gross profit. The roofing business is packed with ups and downs around your cash flow, and you need to navigate that ride with the right approach. Join us to learn more in today’s show!
Diane Gilson created Info Plus Accounting in 1994 to help business owners. She has created many workshops and classes for contractors and is recognized as a top expert in her field. She is Dave’s go-to financial guru, and she returns to today’s show with more expert advice. Diane knows the numbers of the roofing business inside and out, and she loves to teach others how to handle the month-to-month rollercoaster of gross profit.
What you’ll hear in this episode
- How knowing your numbers will keep you on a constant correction process, which is necessary for gross profit
- How Diane came to the work she does today
- What is gross profit? Why does it matter?
- Considerations in a cash-basis business
- How accrual basis accounting works with mismatching and adjustments
- Why the first step in conquering the gross profit rollercoaster is to have an estimate
- How your bookkeeper can get more training and knowledge
- An overview of Diane’s resources and classes
Resources Mentioned:
Connect with Diane and find lots of resources and information: Website
Get Diane’s FREE ebook, A Tale of 4 Companies.
Check out this episode on our Youtube channel at @DaveSullivanRooferShow" or use this link - https://youtu.be/N7F2wJVbfwk
Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
In this episode of "The Roofer Show," host Dave Sullivan discusses addiction in the roofing industry with Kim and Paul Reed, co-founders of Roofers in Recovery. Dave shares his background in roofing and podcasting, while Kim explains their organization's mission to support individuals struggling with addiction through comprehensive recovery services. Paul recounts his personal journey of addiction and recovery, emphasizing the need to break the stigma around addiction in the industry. We highlight the importance of community support, mentorship, and creating a culture of understanding to help those in need.
Tune in!
What you’ll hear in this episode:
- Challenges of addiction within the roofing industry
- Mission and services provided by Roofers in Recovery
- Personal stories of addiction and recovery from industry professionals
- Importance of breaking the stigma surrounding addiction
- Creating a supportive community for individuals in recovery
- Financial barriers to addiction treatment and support options
- Role of mentorship and coaching in the roofing business
- Insights on private equity's impact on the roofing industry
- Educational initiatives through the Commercial Roofing Academy
- Encouragement for individuals to seek help and support for addiction issues
Connect with Kim and Paul Reed
Roofers In Recovery
The Commercial Roofing Academy
(The next class is March 13th-15th in Denver, Colorado.)
Call Kahli Reed:(720) 633-6700 or Paul (719) 588-4361
Resources Mentioned:
Check out this episode on our Youtube channel at @DaveSullivanRooferShow" or use this link - https://youtu.be/N7F2wJVbfwk
Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
In this episode of "The Roofer Show," Dave Sullivan is back with Dima Sobovoy from Roofing SEO School to discuss how SEO is changing for roofing contractors. Dave, who's been in the industry for over 30 years, is all about helping contractors boost their businesses. Dima shares his journey from being a dental lab technician to becoming an SEO expert, highlighting why having a well-optimized website is crucial and how AI is shaking up search engines. They dive into some common myths about SEO, why being an authority on your topic matters, and how to use AI and local SEO to boost your online presence and credibility. Tune in to hear more!
What you’ll hear in this episode:
- Importance of Search Engine Optimization (SEO) for roofing contractors
- Evolution of SEO practices and trends, including the impact of AI
- Common misconceptions about SEO and its effectiveness
- The concept of "search everywhere optimization" and its broader implications
- Significance of having a well-optimized website for brand recognition and trust
- Role of website audits and tools like SEMrush in improving online presence
- Strategies for effective content creation and the need for a strategic approach
- Importance of local SEO and optimizing Google Business Profiles
- The value of customer reviews and managing online reputation
- The necessity of tracking SEO success and understanding the balance between SEO and PPC advertising
Connect with Dima
Roofing SEO School
Resources Mentioned:
SEO to boost your online presence
Check out this episode on our Youtube channel at @DaveSullivanRooferShow" or use this link - https://youtu.be/N7F2wJVbfwk
Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
In this episode of "The Roofer Show," Dave Sullivan, aka The Roofer Coach, chats about what sets residential and commercial roofing apart. With over 30 years under his belt, Dave shares his story of growing a family business into a thriving eight-figure company. He talks about why it's crucial to know your reasons for moving into commercial roofing and dives into some essential strategies like having solid reporting systems, keeping an eye on quality, planning ahead, and understanding job costs. Dave also stresses the importance of managing your finances well and encourages listeners to reach out if they need help making the switch to commercial roofing. If you’re ready to get serious and focused on your business, you’ll want to tune in to hear more!
What you’ll hear in this episode:
- Comparison between residential and commercial roofing
- Importance of understanding motivations for transitioning between roofing types
- Distinct marketing strategies for residential vs. commercial roofing
- Financial considerations and resource requirements for commercial roofing
- Challenges in recruitment and training for commercial roofing projects
- Risk management and warranty claims in commercial roofing
- Defining target markets and building client relationships
- Importance of emergency services and maintenance contracts
- Operational strategies for effective project management and quality control
Resources Mentioned:
Check out this episode on our Youtube channel at @DaveSullivanRooferShow" or use this link - https://youtu.be/N7F2wJVbfwk
Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Today, we chat with Greg DeSimone from Catapult Advisory Group about figuring out what roofing businesses are really worth. We dive into why it's crucial to know your company's value, especially when dealing with private equity or thinking about mergers and acquisitions. Greg points out that having a strong management team, clear financials, and a solid strategy are key to catching the eye of potential buyers. He also shares how having niche skills can really boost a company's market value. Plus, we talk about why it's smart to start prepping your business for sale way ahead of time and offer some great resources for contractors who want to up their business game.
What you’ll hear in this episode:
- Business valuation for roofing contractors
- The role of private equity in the roofing industry
- Trends in mergers and acquisitions within home services
- Importance of preparing a business for sale
- Strategies for creating a transferable business
- The significance of financial transparency and accurate record-keeping
- The impact of management teams on business value
- Understanding EBITDA and its relevance to business valuation
- The concept of controlled growth versus rapid growth
- Options for contractors considering a sale or transition of ownership
Resources Mentioned:
Check out this episode on our Youtube channel at @DaveSullivanRooferShow" or use this link - https://youtu.be/N7F2wJVbfwk. Be sure to subscribe, like, and comment!
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Today, Dave Sullivan and John DeLaurier chat with Brad Akers about drumming up business and keeping customers coming back. They dive into why it's crucial to make the most of the leads you already have instead of just trying to get more. Brad points out that SEO and ads are getting pricier, so he suggests focusing on personal connections and getting referrals. John talks about the importance of having a consistent and strategic marketing plan, which should include video content and even old-school methods like sending out postcards. They also touch on why it's important to know your key metrics so you can make smart business choices. Overall, the episode highlights the need to build strong relationships and offer top-notch service to succeed in the competitive roofing world.
What you’ll hear in this episode:
- Challenges in lead generation and customer acquisition for roofing contractors
- Importance of maximizing the value of existing leads rather than just increasing lead volume
- Effective marketing strategies for roofing contractors, including SEO and content creation
- Building relationships and trust with potential clients
- The role of video content in marketing and establishing connections with customers
- Impact of traditional marketing methods, such as yard signs and postcards, on customer engagement
- The necessity of understanding key metrics, such as customer acquisition costs and lead-to-appointment ratios
- Value of referrals and exceptional customer service in generating high-quality leads
- Strategies for creating a sustainable marketing approach that adapts to changing market conditions
- Having a clear business plan and proactive leadership in achieving business goals
Resources Mentioned:
Connect with Brad Akers: Website, The Built Right Contractor, and 832-275-0581
Check out our YouTube channel and be sure to subscribe:
https://www.youtube.com/@DaveSullivanRooferShow
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMA Support Services! (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Today, John and I have a great discussion with Chris Scoville from Improvifi about the importance of financing in the roofing industry. We’ll explore how offering financing options can significantly boost roofing sales, talk about the ever-evolving lending landscape, and discuss the need for contractors to present financing early in the sales process. John emphasizes the importance of training contractors to sell financing effectively. Integrating financing into business strategies can enhance sales and customer satisfaction, so tune in to hear more!
What you’ll hear in this episode:
- The critical role of financing in the roofing industry
- Changes in the financing landscape and consumer preferences
- Importance of offering financing options to increase sales
- Strategies for effectively presenting financing to customers
- Common misconceptions among contractors regarding financing
- Significance of training and education for contractors on financing
- Impact of financing on customer satisfaction and project accessibility
- Tools and technologies to streamline the financing application process
- Building authentic relationships with consumers through financing discussions
Resources Mentioned:
Check out our YouTube channel and be sure to subscribe:
https://www.youtube.com/@DaveSullivanRooferShow
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMA Support Services! (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Connect with Christopher Scoville
Improvifi
Today, we reflect on 2024 and prepare for 2025 by discussing common mistakes made by roofing contractors last year. This annual tradition, replayed since 2017, highlights the top ten recurring errors. Dave emphasizes the importance of having a clear business plan, understanding one's ideal customer, and charging appropriately for services and underscores creating a business that allows for personal freedom. We hope this episode will help contractors improve their operations by learning from past mistakes and setting actionable goals for the future.
We hope what is shared with you today is going to help to get you unstuck and back on track to running a profitable roofing business in 2025!
What you’ll hear in this episode:
- Reflection on the past year (2024) and preparation for the upcoming year (2025)
- Common mistakes made by roofing contractors
- Importance of having a clear business plan and understanding success metrics
- Understanding and targeting the ideal customer for effective marketing
- Strategies for appropriate pricing and avoiding under-pricing services
- Building a business that allows for personal freedom and work-life balance
- Emphasis on learning from past mistakes and experiences
- Importance of financial understanding, including cash flow and gross profit
- Implementation of processes and systems for operational efficiency
Resources Mentioned:
Check out our YouTube channel and be sure to subscribe:
https://www.youtube.com/@DaveSullivanRooferShow
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMA Support Services! (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
What is the #1 question from homeowners regarding the roofing industry? “How much is my roof going to cost?” The team at Roofle has developed a powerful price quoting tool called Roof Quote PRO that can enhance your customer service in every way. Times are changing in the roofing industry, and old-school methods don’t work with today’s consumers. Join us to learn more about this cutting-edge technology that is available now!
Dave and John are joined by Mike Goldenstein, the Chief Revenue Officer at Roofle. Mike logged over 30 years in every aspect of the roofing industry before joining Roofle last year. He explains how Roof Quote PRO is changing everything in the customer experience around getting a new roof and why Roofle remains committed to innovation and simplicity in everything they do.
Before they talk with Mike, Dave and John discuss the latest developments in the rebranding of DeLaurier Roofing to Peach State Roofing, along with why rebranding is a BIG deal with many details to consider.
What you’ll hear in this episode:
- How things are changing rapidly in the roofing industry and requiring a mindset shift from roofing contractors
- How Roof Quote PRO works like no other tool in the roofing industry
- How to give the customer a great experience with Roof Quote PRO
- John’s perspective as a roofing business owner about how Roof Quote PRO solves problems and helps his business in various ways
- Why customers trust a roofing business more if you are transparent with your price
- Why price is just one of the pillars that customers consider in the value their roofing contractor can bring them
- How Roof Quote PRO can be a tool to connect roofing contractors to local realtors for additional leads
- What Mike sees in lead magnets that actually work
- Why the Roofle team is committed to making Roof Quote PRO “always innovative and profoundly simple”
- Mike’s overview of the new features in Roof Quote PRO that will enhance the customer experience
Resources:
Connect with Mike Goldenstein:
Website, Instagram, Facebook, and LinkedIn
Check out our YouTube channel and be sure to subscribe:
https://www.youtube.com/@DaveSullivanRooferShow
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMA Support Services! (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Welcome to this episode of The Roofer Show! My co-host, John DeLaurier, is not with us today because he is attending a seminar and learning cool, new stuff. I’m talking with one of our mastermind group members about why and when you might need an attorney when working with insurance companies. Join us to learn more!
Brian Huf is the owner of Modern Roofing Group in Denver, Colorado. We are getting Brian’s take on working with insurance companies and how he’s learned to make this relationship work. His attorney, Michelle Le, joins us to give valuable insight from her role in the process. She is the owner of her practice, the Law Offices of Michelle C. Le, and is licensed to practice law in four states: Texas, Colorado, Kansas, and Mississippi.
What you’ll hear in this episode:
- What Brian gets out of our residential mastermind group at The Roofer Coach
- Brian’s background and work as the owner of Modern Roofing Group
- Michelle’s background and work as the owner of her law practice
- What Brian sees as the problem AND the solution in working with insurance companies
- How Brian gains the trust of the homeowner by being transparent and educating them about the roofing and insurance claim process
- Why Brian works with Michelle to address problems when insurance companies don’t want to pay
- How Brian works with insurance adjusters and gets paid
- How Michelle works on a contingency fee agreement to get paid
- What roofing contractors can do to improve their process and get paid
- Brian’s recent rebrand and how it’s made him easier for people to find
Resources Mentioned:
Connect with Brian Huf: Modern Roofing Group website or text 720-334-3449
Connect with Michelle C. Le: The Law Offices of Michelle C. Le website or text 210-491-2054
Check out our YouTube channel and be sure to subscribe:
https://www.youtube.com/@DaveSullivanRooferShow
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMA Support Services! (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Do you know that having a written business plan can make all the difference for roofing contractors? In the latest episode of "The Roofer Show," Dave Sullivan and John DeLaurier dive deep into the essentials of business planning for 2025. We cover everything from setting realistic sales goals to structuring your marketing strategies. It's more than just growing your business, it's about making it serve you, not the other way around.
What you’ll hear in this episode:
- Importance of business planning for roofing contractors in preparation for 2025
- Understanding financials and the necessity of regular financial reviews
- The concept of the "three-legged stool" of business: selling work, doing work, and keeping score
- Job costing and financial tracking to improve profitability
- The significance of accurate estimating and managing labor costs
- Development of structured marketing strategies for lead generation
- Importance of tracking key performance indicators (KPIs) for business health
- The role of customer reviews in building trust and credibility
- Strategies for setting realistic sales and profit goals based on historical data
- Encouragement for contractors to seek support through coaching and CRM solutions
Resources
Check out our YouTube channel and be sure to subscribe:
https://www.youtube.com/@DaveSullivanRooferShow
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMA Support Services! (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
In this episode, John DeLaurier and I discuss our WHY, which is the most important thing about
your business. Why do you want to run a roofing business in the first place? Knowing and
understanding your why is the best way to come into 2025 prepared for success. Join us to
learn more about aligning with your why and having a plan to accomplish it in the coming year.
What you’ll hear in this episode:
● What’s new with John DeLaurier? Learn why John’s company has rebranded to
Roofvana.
● The value in consulting a trademark attorney and prioritizing your brand (Spend the
money to protect yourself!)
● Identify your WHY.
● John’s perspective on his WHY about income and what he wants his days and weeks to
look like
● Risks, being relentless, and learning from your failures
● Want to be a wise business owner? Be willing to learn and educate yourself.
● Become a great leader in your business.
● The value of mentors and accountability partners for EVERY business owner
● More profit over more sales!
Resources
Check out our YouTube channel and be sure to subscribe:
https://www.youtube.com/@DaveSullivanRooferShow
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMA Support Services! (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Marketing is a common topic on The Roofer Coach for the simple reason that so many roofing contractors are doing it wrong. They hire agencies that don’t produce the desired outcomes, throw money into futile efforts, or simply don’t budget enough for the right kind of marketing. Today’s show covers how to approach marketing to become “5-mile famous.” Join us to learn more!
Elizabeth Lytle is with Contractor Dynamics, the roofing industry’s leading marketing training company. Their marketing training program is exclusively focused on growth-minded roofing companies. They partner with business owners and companies to equip them to take control over their marketing to create predictable growth.
What you’ll hear in this episode
- Why a relationship with an ad agency doesn’t work for roofing contractors: “YOU need to steer that ship!”
- Why in-house marketing allows for more clarity, transparency, and tracking the numbers
- How to get started with a marketing program through Contractor Dynamics
- Why a business owner has to take extreme ownership of their marketing
- How to identify your ideal client avatar, find out where he/she hangs out, and follow up with your messaging (John explains how he has done this in his rebranding process.)
- Why success happens when the marketing team and sales team are collaborating
- Why you should be marketing all year long and always align with your core values
- How to begin with a marketing budget
- How to focus on differentiating your business and demonstrating your value
- How to be “5-mile famous”
Resources
Check out our YouTube channel and be sure to subscribe:
https://www.youtube.com/@DaveSullivanRooferShow
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMA Support Services! (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
In this episode, Dave Sullivan and John DeLaurier speak with Scott TeBay from Rain Stoppers Roofing. They discuss strategies for scaling roofing businesses, emphasizing the importance of systems, processes, and market understanding. Scott shares his experience with financial training and innovative canvassing techniques, while John highlights the critical role of financing in increasing sales. They highlight the significance of education, technology, and continuous learning for contractors aiming to grow their businesses and navigate market challenges effectively.
This episode is packed with valuable lessons on the role of financing in the roofing industry. Scott and John DeLaurier discuss the gap many contractors face in understanding financing options. With programs like ImproveFi simplifying the process, they've seen a significant increase in financed projects. As roofing costs rise, having a solid financing strategy is crucial. If you’re struggling with selling financing, this discussion is a must-listen!
What you’ll hear in this episode:
- Strategies for scaling roofing businesses
- Importance of systems and processes in business growth
- Challenges faced by contractors in the roofing industry
- Role of technology in enhancing operational efficiency
- Significance of financial planning and understanding financing options
- Effective lead generation techniques and innovative canvassing methods
- Building and managing a successful sales team
- Compensation structures and their impact on sales performance
- Importance of company culture and employee supportConnect with Dave and John:
Resources
Check out our YouTube channel and be sure to subscribe:
https://www.youtube.com/@DaveSullivanRooferShow
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMA Support Services! (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Connect with Scott Tebay and Rainstoppers Roofing
Rainstoppers Roofing
Email Scott! scott@rainstoppersroofing.com
Give Scott a Call! (740) 434-7127
We have an exciting episode for you that you will want to catch! Today, we discuss the importance of effective communication in the roofing industry with AnneMarie Grisham, VP of Sales and Partnerships at Ruby. You’ll hear why it is a necessity for contractors to answer their phones promptly to improve customer service and drive sales. AnneMarie explains how Ruby's chat and reception services can help contractors manage phone calls and enhance customer interactions. We also discuss the detrimental effects of missed calls and explore how Ruby's services can capture leads, streamline communication, and support business growth.
Be sure to tune in!
What you’ll hear in this episode:
- The critical need for contractors to answer their phones to enhance customer service
- How Ruby's chat and reception services designed to assist roofing contractors with customer interactions
- Difficulties contractors face when managing phone calls while working on roofs
- Why missed calls lead to negative reviews
- Customer touchpoints and the significance of the first phone call
- High costs of acquiring customers and the importance of converting calls into appointments
- Why impressions are crucial for building trust with potential clients
- The stress relief Ruby's services provide
- Explanation of how a typical call is handled by Ruby's receptionists
- Dave highlights how many prospects call after hours, emphasizing the need for constant coverage.
- The need for contractors to maintain focus on tasks without phone distractions
- Comparison of the cost of hiring in-house staff versus utilizing Ruby’s services for call management
- Dave emphasizes the importance of a business audit and planning for the upcoming year and the need for strong processes in sales, operations, and financial management.
Resources:
Special Offer! Call Ruby (866) 613-1332 and Mention The Roofer Show…or Tell them Dave sent you for a special discount!
Connect with Dave and John:
Check out our YouTube channel and be sure to subscribe:
https://www.youtube.com/@DaveSullivanRooferShow
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMA Support Services! (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
As we head into the holiday season, we must acknowledge that 2024 is almost over. Have you hit your goals? Did you have specific, written goals? What went right and what went wrong? Dave Sullivan and John DeLaurier discuss strategies for higher profits by breaking down John’s business goals at Peach State Roofing, along with how he’s planning now for 2025. If you’re feeling stuck and don’t know how to move forward, this show is for you!
What you’ll hear in this episode:
- John’s perspective on where he is right now in identifying strengths and weaknesses
- “This is the time to work ON your business.”
- Having success with a higher close rate and fewer leads
- Finding balance with your three-legged stool
- Sales depend on converted leads, which depend on your website.
- John’s tips for a great website that stands out
- “Big revenue doesn’t mean big profits.”
- Niching down is the wisest action.
- Three specific videos every roofer should have on their website
- Common questions roofing customers ask
- Lower your customer acquisition cost.
- Guard against profit slippages that are costing you BIG.
- A virtual assistant can make a huge difference in the customer experience.
- 5-star reviews mean everything!
- 5 components of business success: admin, accounting, marketing, sales, and production
- Know your numbers—and understand what they mean!
- The bottom line: “Do the basics to balance your three-legged stool: sell work, do work, and keep score.”
Resources:
Connect with Dave and John:
Check out our YouTube channel and be sure to subscribe:
https://www.youtube.com/@DaveSullivanRooferShow
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMA Support Services! (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Have you considered what a virtual assistant can do for your roofing business? If you aren’t sure how the process works or what the specific benefits are, today’s show lays it all out for you. Dave and John are joined by Adam Patterson of SMA Support, which provides an amazing service that is crucial to the success of many contractors. They hire, train, and provide VAs to help improve your business process and run the nuts and bolts of your business as dedicated team members. Join us to learn more!
What you’ll hear in this episode:
- John’s testimonial about what a VA can do for your roofing business (Check out Episode 373: Everything You Need to Know About Virtual Assistants with Chris Diroll.)
- Adam’s path from consulting and private equity to SMA Support
- Building a business of value by taking advantage of outsourcing opportunities
- Identify the WHY of your business
- Achieving your goals in an affordable, efficient way with a VA
- Characteristics of an engaged employee—like an SMA Support VA
- Eliminate the struggle and potential mistakes in the hiring process by employing a VA
- Repeatability structure, decision mapping, and nesting: how an SMA Support VA gets it done
- John’s perspective of Kathleen’s valuable role as the VA for Peach State Roofing
- No time to train a VA? SMA takes care of that!
- Adam’s take on managing people and offering incremental bonuses to exceptional VAs
- The role of a VA in getting reviews, getting faster payments, and providing excellent customer service
- What can a VA do for you? You, the business owner, can spend less time each week in “the drudge zone.”
- Adam’s view of what’s going on right now in the private equity world
Resources:
Connect with Adam Patterson and SMA Support:
Website
Connect with Dave and John:
Check out our YouTube channel and be sure to subscribe:
https://www.youtube.com/@DaveSullivanRooferShow
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMA Support Services! (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Marketing is a huge issue for most contractors, especially when business slows down. Questions about marketing are common and frequent in contractor Facebook groups and mastermind groups. The goal is to acquire customers in the most efficient way possible, but how do we accomplish that? Dave and John are joined by two friends who have gold nuggets of wisdom to share, along with practical tips to upgrade your marketing strategy. Join us to learn more!
Emily May is the owner of M and M Roofing, a commercial and residential roofing company in Lufkin, TX. Crystal Williams is the Marketing Strategist at Lemon Seed Marketing, also in TX. Emily has seen big successes at M and M Roofing because of her work with Crystal on all aspects of her marketing strategy. Emily and Crystal join the show to share their best tips to make the most of your branding and marketing strategies.
What you’ll hear in this episode:
● An overview of Emily’s work (as a nurse who bought a roofing company!)--and why she reached out to Crystal for brand and marketing help
● The benefits of a good mastermind group as an opportunity to collaborate with like-minded people and learn from them
● A look at Crystal’s role as a branding and marketing partner for contractors
● John’s biggest lesson learned about marketing: “Trust your marketing person–and let them do their thing.”
● Crystal’s philosophy of marketing—and how it has worked for Emily’s company
● Outperforming your competitors is easier than you think!
● “Be operationally prepared to book EVERY lead!”
● Your normal operational procedure should be to react and respond immediately to every lead.
● Every marketing plan should be curated for YOUR business.
● Is your three-legged stool wobbly? Learn three strategies to grow your business: operational excellence, pricing, and marketing.
● Questions to answer about your brand, opportunities to gather leads, CRM, sales process, digital footprint, and more
● Emily’s testimony about marketing success at M and M Roofing
● The marketing piece influences the sales piece of your business.
● Emily’s perspective of what’s working and what’s not working in marketing
● Meet “Roofus,” the armadillo mascot for M and M Roofing
Resources:
M&M Roofing
Check out our YouTube channel and be sure to subscribe:
https://www.youtube.com/@DaveSullivanRooferShow
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMA Support Services! (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Believe it or not, we are in the fourth quarter of 2024. What are you doing to finish strong? In
today’s episode, we take a look at end-of-year tax strategies that can set you up for success
and increase the revenue you keep. We also check in with John DeLaurier in Georgia about his
process after a big storm. Join us to learn more!
What you’ll hear in this episode:
● A check-in with John and his plan of action after a big storm like Hurricane Helene
● From John: perspectives on “speed to lead” and leads from Yelp, Thumbtack, and LSA
(local service ads)
● Why John doesn’t like insurance jobs
● A breakdown of “revenue per capita”–and what it really means for profitability
● Understanding net profit at the end of each job
● “Every lead is costing you money. You have to understand what that cost is.”
● You have to have a plan!
● Tax advantages for contractors–plan ahead and get professional help!
● Using money wisely to buy real estate, company vehicles, and marketing before the end
of the year
● Your business plan for 2025: Do it now!
● Thoughts on hiring and firing to keep a lean machine at your business
Resources
Check out our YouTube channel and be sure to subscribe:
https://www.youtube.com/@DaveSullivanRooferShow
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMA Support Services! (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
The #1 problem in the roofing industry today affects both large and small businesses. The issue of finding A-players (and keeping them) is a huge struggle for most contractors. If you can’t afford an HR department for your business, what are you supposed to do? Today’s show has the answer! Join Dave and his guest as they tackle this major obstacle with workable solutions that can work for every roofing business.
Paul Sanneman founded Contractor Staffing Source, the world’s largest recruiting company that works exclusively with residential and commercial construction companies. They take the burden of staffing your business off your shoulders so you can focus on building and creating, the work that you do best. Paul is also the founder of Dream Business Coaching, and as one of the leading business consultants in the US, has dedicated his life to coaching.
What you’ll hear in this episode:
- Paul’s background as a coach for 50 years
- A breakdown of the work of Contractor Staffing Source
- Steps to find A-players for your business:
- Write a killer job ad.
- Post your job ad everywhere.
- Respond immediately. “Speed to lead.”
- Filter applicants with assessments, screenings, background checks, and references.
- Have an onboarding process that works.
- “If you can’t find good people, you probably suck at writing job ads.”
- Paul’s example of using ChatGPT to write a job ad
- Paul’s example of the assessment Contractor Staffing Source uses
- The function of an applicant tracking system (APS)
- “WHO they are is way more important than WHAT they know. We can fix WHAT they know, but we can’t fix WHO they are.”
- Why it pays to hire a company like Contractor Staffing Source to do your HR work for you
Connect with Paul Sanneman and Contractor Staffing Source:
Website, Email, and 415-599-9006
Resources
Check out our YouTube channel and be sure to subscribe:
https://www.youtube.com/@DaveSullivanRooferShow
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMA Support Services! (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Resources
Check out our YouTube channel and be sure to subscribe:
https://www.youtube.com/@DaveSullivanRooferShow
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMA Support Services! (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
What is the #1 question from homeowners regarding the roofing industry? “How much is my roof going to cost?” The team at Roofle has developed a powerful price quoting tool called Roof Quote PRO that can enhance your customer service in every way. Times are changing in the roofing industry, and old-school methods don’t work with today’s consumers. Join us to learn more about this cutting-edge technology that is available now!
Mike Goldenstein, the Chief Revenue Officer at Roofle, joins Dave and John. Mike logged over 30 years in every aspect of the roofing industry before joining Roofle last year. He explains how Roof Quote PRO is changing everything in the customer experience around getting a new roof and why Roofle remains committed to innovation and simplicity in everything they do.
What you’ll hear in this episode:
- How things are changing rapidly in the roofing industry and requiring a mindset shift from roofing contractors
- How Roof Quote PRO works like no other tool in the roofing industry
- How to give the customer a great experience with Roof Quote PRO
- John’s perspective as a roofing business owner about how Roof Quote PRO solves problems and helps his business in various ways
- Why customers trust a roofing business more if you are transparent with your price
- Why price is just one of the pillars that customers consider in the value their roofing contractor can bring them
- How Roof Quote PRO can be a tool to connect roofing contractors to local realtors for additional leads
- What Mike sees in lead magnets that actually work
- Why the Roofle team is committed to making Roof Quote PRO “always innovative and profoundly simple”
- Mike’s overview of the new features in Roof Quote PRO that will enhance the customer experience
Resources
Connect with Mike and Roofle: Website, Instagram, Facebook, and LinkedIn
Check out our YouTube channel and be sure to subscribe:
https://www.youtube.com/@DaveSullivanRooferShow
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMA Support Services! (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
It’s conference season, and there are many options. Are conferences worth your time and money? John DeLaurier shares how going to conferences is one of the best moves he’s made to sustain a profitable business. The key is to have intentionality behind the choice to attend a conference. Join Dave and John as they break down this topic with insight and expert advice about making the most of conference opportunities!
What you’ll hear in this episode:
- Conferences: Are they a waste of time and a “cash grab”?
- Like most opportunities, there are good conferences and bad conferences.
- There are always gold nuggets to gain from each conference to move your business forward.
- Are you a business owner or “just a roofer”? (Check your mentality and step out of your comfort zone!)
- “The network IS your net worth.”
- The biggest problem in attending conferences occurs when you don’t implement what you learn.
- John’s take on upcoming conferences that are consistently high-quality and helpful:
- For residential roofing contractors:
- RoofCon, October 23-25 in Orlando, FL
- The Roofing Process Conference, December 4-6 in Marco Island, FL
- For commercial roofing contractors:
- The IRE, February 19-21 in San Antonio, TX
- Win the Storm Conference, March 14-16 in Dallas, TX
- John’s best tips for getting the most out of a conference:
- Go with intentionality to find answers to your biggest business problems.
- Take notes on sessions and set up demos right then.
- Go to the vendor section when the bulk of the crowd is NOT there.
- It doesn’t matter what you learn at a conference unless you implement those things.
- Find value in learning from others, being held accountable, and being coached/mentored.
- John’s goal in attending conferences in 2024 and 2025
- “What’s important is whatever moves the needle for your business.”
- “If 2024 hasn’t been a great year for you, NOW is the time to make changes.”
Resources:
Check out our YouTube channel and be sure to subscribe:
https://www.youtube.com/@DaveSullivanRooferShow
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMA Support Services! (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
What is your customer acquisition cost? What it’s costing you to acquire each customer is probably way more than you think! Reduced customer acquisition costs would mean more profitability for your business, which is a win-win for your bottom line. In this episode, Dave and his guest discuss improving your close rate, focusing on better quality leads, and a sure way to get more referrals. Join us to learn more!
Brad Akers from Brad Grows Businesses developed The Built Right program to create scalable systems around sales and marketing for roofers and other home service professionals. His mission is to provide expert consulting and marketing services with a customized growth plan for each client.
What you’ll hear in this episode:
- Brad’s background story: how he learned business and marketing through a hands-on approach to entrepreneurship
- The #1 problem for small contractors in getting the right leads: not focusing on quality conversations
- Understanding a true lead–and what it costs to get a true customer
- “Developing better sales skills may be solving for the wrong problem.”
- Understanding the “control panel” in your business and which knobs and levers to turn for the desired results
- A look at ad spend, SEO, Google ads, and where your marketing dollars are really going
- What is each qualified lead actually costing you? (Hint: Your estimated closing rate is probably WAY off!)
- Brad explains the concept of compounding.
- Brad’s process in generating three additional appointments from every job
- The benefits of compounding are maximized by providing a great customer experience and offering amazing rewards for referral partners.
- Follow the process!
- An overview of Brad’s program, The Built Right Contractor, along with group masterminds and one-on-one services
Resources:
Connect with Brad Akers: Website, The Built Right Contractor, and 832-275-0581
Check out our YouTube channel and be sure to subscribe:
https://www.youtube.com/@DaveSullivanRooferShow
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, mastermind groups, or fractional CFO services? Email me or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors: https://theroofershow.com/plan
The Roofer Show’s Vetted Sponsors
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/roofershow.
SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMA Support Services! (Tell them Dave sent you.)
Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
If you’ve ever spent any time thinking about retiring or any other reason for why you might sell your business somewhere down the line, don’t miss today’s show!
My guest, David Lupberger, helps contractors with strategies in exit planning when they’re thinking about selling their businesses. There’s a lot that goes into this planning, and that is what we’re going to get into today.
David is not only a business coach, but he’s also the owner of Remodel Force, an author, and he currently writes a monthly column for Qualified Remodeler magazine. He is a friend of mine and a fellow member of an amazing Mastermind group.
What you'll hear in this episode:
- When most business owners walk out the door, the value of that business walks with them because their businesses depended on their participation, their knowledge, and their experience.
- According to David, your real job is to work yourself out of day-to-day-operations, because the long-term goal is that the company works as well and creates revenue as well without you as it does with you.
- You create equity, a transferable asset, when you have a company and people that can continue when you’re not in the day-to-day operations.
- David addresses the “value” of a company.
- Preparing to leave can take years, and involves contingency planning.
- Three things to consider regarding the end purpose of your business:
- When do I want to transition out of day-to-day?
- If I’m replacing myself, which will usually increase overhead costs:
- Do I have a financial foundation in place to deal with that overhead?
- How will I increase revenue to pay for that additional overhead?
- Am I able to identify a successor?
- With exit planning, allow for a minimum of five years, and realistically seven to eight years.
- David explains the rewarding and transferring of equity concept.
- David drills down into various contingency scenarios and explains why having backup plans is so vital.
Resources:
Connect with John DeLaurier: Peach Roofing and LinkedIn
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or text me at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)
Connect with David!
Website - Take Your Exit Readiness Assessment!
Book Mentioned:
The E-Myth by Michael E. Gerber
Is the roofing business headed for a recession? We are seeing a real drop off in leads, and it’s been a crazy year for contractors. You should be recession-proofing your business, but, in reality, you need to have a strong foundation to weather ANY storm. If you do the work upfront to build that strong foundation, you’ll not only survive but thrive in the face of a downturn. Listen as Dave and John discuss this topic and give their best tips to help you weather the storm and come out on top!
What you’ll hear in this episode:
- John’s take on 2024 and essential KPIs
- Put the pedal down on marketing with social media opportunities and good hashtags.
- Get aggressive with door hangers and postcards.
- “Small guys will stay small without a marketing strategy.”
- Don’t put your head in the sand!
- Be unique and differentiate yourself among your competitors.
- KNOW your numbers! Run your business by the numbers!
- Rely on your CRM.
- How Dave and John are working with contractors to help them thrive
- John’s perspective on what drives his business forward
- Your profit margin should be at least 40%!
- The importance of a solid follow-up process to survive AND thrive
- The value of coaching, podcasts, mentors, and mastermind groups
Resources:
Connect with John DeLaurier: Peach State Roofing and LinkedIn
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or text me at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)
Today’s show answers the #1 question in Facebook roofing groups. Everyone has an opinion about CRMs, but who can you trust? Join Dave Sullivan, John DeLaurier, and their guest, Scott Tebay as they tackle the big question: “What’s the best CRM for roofers?”
Scott Tebay is the owner/operator of Rainstoppers Roofing, and he’s been in the construction industry for almost 20 years. Scott is committed to providing 5-star service to every customer by being professional, responsive, and courteous at every step of the roofing process. Scott hosts the Small Town Roofer Podcastand lives with his wife and two young sons in Marietta, Ohio.
What you’ll hear in this episode:
- Understand the WHY of a CRM in light of your entire sales process
- The best question to ask: “What problems do I have that I need to solve with a piece of software?”
- What is a CRM—and why do I need one?
- What is most important in a CRM?
- The key that is missing in most CRMs is the communication tool that builds the know, like, and trust factor.
- Scott’s perspective on eliminating company phones for his employees
- Accountability for every single team member through a CRM
- John’s perspective on the advantages of ProLine regarding speed to lead, customized proposals, and 5-star reviews
- Automated follow-ups let the customer know that you want to work with them. Automations work!
- Your CRM can help track your KPIs.
- Scott’s take on how a CRM performs a sales manager role for his company
Resources:
Connect with Scott Tebay: Website, Email, and the Small Town Roofer Podcast
Schedule a demo with ProLine!
Connect with John DeLaurier: Peach State Roofing and LinkedIn
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or text me at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)
Have you considered what a virtual assistant can do for your roofing business? If you aren’t sure how the process works or what the specific benefits are, today’s show lays it all out for you. Dave and John are joined by Adam Patterson of SMA Support, which provides an amazing service that is crucial to the success of many contractors. They hire, train, and provide VAs to help improve your business process and run the nuts and bolts of your business as dedicated team members. Join us to learn more!
What you’ll hear in this episode:
- John’s testimonial about what a VA can do for your roofing business (Check out Episode 373: Everything You Need to Know About Virtual Assistants with Chris Diroll.)
- Adam’s path from consulting and private equity to SMA Support
- Building a business of value by taking advantage of outsourcing opportunities
- Identify the WHY of your business
- Achieving your goals in an affordable, efficient way with a VA
- Characteristics of an engaged employee—like an SMA Support VA
- Eliminate the struggle and potential mistakes in the hiring process by employing a VA
- Repeatability structure, decision mapping, and nesting: how an SMA Support VA gets it done
- John’s perspective of Kathleen’s valuable role as the VA for Peach State Roofing
- No time to train a VA? SMA takes care of that!
- Adam’s take on managing people and offering incremental bonuses to exceptional VAs
- The role of a VA in getting reviews, getting faster payments, and providing excellent customer service
- What can a VA do for you? You, the business owner, can spend less time each week in “the drudge zone.”
- Adam’s view of what’s going on right now in the private equity world
Resources:
Connect with Adam Patterson and SMA Support: Website
Connect with John DeLaurier: Peach State Roofing and LinkedIn
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or text me at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)
What You’ll Hear in this Episode
- In this episode, Dave emphasizes the importance of a mid-year business review to ensure your roofing business stays on track for profitability.
- The key takeaway is understanding your financial statements and knowing your numbers, which is crucial for making informed decisions and maintaining profitability.
- Dave shares a step-by-step approach to evaluating your business, covering areas like sales processes, production efficiency, and financial scorekeeping.
- He also highlights the importance of having a well-organized bookkeeping system tailored for construction and roofing businesses.
- The episode ends with actionable advice on setting priorities and focusing on the "one thing" that will move your business forward.
Resources
Connect with John DeLaurier: Peach State Roofing and LinkedIn
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or text me at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)
This Is The Problem With Roofing Contractor Facebook Groups.
Resources
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or text me at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)
You’ve heard it from Dave over and over: “If you can’t take your family on a two-week vacation without having your business fall apart, you don’t have a business. You have a JOB.” Vacation is the name of the game for today’s show. Dave is on vacation, John DeLaurier just returned from vacation, and Scott Tebay is currently on a three-week road trip vacation with his family. How do these guys take extended vacations and still run a profitable business? Let’s find out in today’s episode!
Scott Tebay is the owner/operator of Rainstoppers Roofing, and he’s been in the construction industry for almost 20 years. Scott is committed to providing 5-star service to every customer by being professional, responsive, and courteous at every step of the roofing process. Scott hosts the Small Town Roofer Podcast and lives with his wife and two young sons in Marietta, Ohio.
What you’ll hear in this episode:
- Scott’s commitment to family vacations (This time it’s a three-week road trip in a motorhome up the east coast of the US.)
- The benefits of a roofing mastermind group: perspectives from John and Scott
- Thoughts on a tough, slow year that has seen recent optimistic growth because of the changing political climate
- Scott’s background and the WHY that keeps him going each day
- A change in Scott’s destination—from $100 million goals to $7 million and a satisfying lifestyle
- John’s perspective on his WHY and his priorities for his family and his team in the roofing world
- From Scott and John: perspectives on building the lifestyle of their dreams with a solid team, a profitable sales/production process, and a good CRM (They both recommend ProLine.)
- Issues with crews that need a project manager to “babysit” them (There is a better way with ProLine and CompanyCam!)
- Advice from John and Scott
Resources:
Connect with Scott Tebay: Website, Email, and the Small Town Roofer Podcast
Connect with John DeLaurier: Peach State Roofing and LinkedIn
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or text me at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)
We have a little different setup today as both John DeLaurier and I are on vacation. Since I can do the podcast from anywhere in the world, I’m handling things on my own with a great interview with Aaron Hockel of AltaVista Strategic Partners. He shares his wisdom and expertise about marketing in today’s shaky economy. Roofing leads are dropping off, and we’ve got to know what works and what doesn’t in today’s market. Join us to learn more about how you can get a bigger piece of the pie!
What you’ll hear in this episode:
- A quick overview of the services available for roofers at AltaVista
- Aaron’s perspective on the slowing roofing market in 2024
- Financing is a huge issue for roofers in today’s economy.
- “The pie is getting smaller. Every piece is more expensive and more valuable to a roofing business.”
- Aaron’s tips for a great website: homepage, About page, and service pages
- Branding starts with your website homepage!
- The ROI in hiring a photographer for your website photos (vs. using stock photos) is phenomenal!
- Aaron’s perspective on merging businesses for maximum SEO
- Roofers care more about LEADS than CLICKS!
- Understanding the value of Google My Business
- Reviews are critically important to your roofing business!
- Aaron’s thoughts about location, proximity, directory citations, prominence (reviews), data pins, and social media content
- Reverse engineering to figure out how many leads you need to hit your sales goals
Resources:
Connect with Aaron Hockel and AltaVista: Website, Email, and LinkedIn
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or text me at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Welcome to another great episode of The Roofer Coach! We have a great topic for you today as Dave and John discuss the best sales process you can use in 2024. This topic comes up often in our mastermind group, and we think a deeper look will be helpful for our listeners. Learn how a better sales process will help you close more deals and increase your profit margins. Join us to learn more!
What you’ll hear in this episode:
- How a coach will help you implement a better sales process and stay on track to meet your goals
- What to know about the effort and cost of acquiring a customer (Hint: your customer acquisition cost is probably WAY more than you think it is!)
- What to know about getting customer reviews and posting content to build your online presence
- Why you should offer only 1-2 services (You can’t do everything and stand out in the roofing industry.)
- Why having a great website is the foundation of your sales process
- How to know what your customer really wants
- Steps in the best sales process:
- Make it easy for your prospect to schedule an appointment and get the information they want. (Automation from Roof Quote Pro and Company Cam make it easier!)
- Do the inspection and have all your pre-qualifications completed ahead of time–before you even go look at their roof.
- Present the proposal. (John includes “hero” pages, his company story, and information about the customer journey, pricing, options, etc. All of these things help to build trust.)
- Have follow-up processes set up for every customer, whether they buy now or not.
- Why you must show differentiators at EVERY step of the sales process to stand out from your competitors
Resources:
You can also watch the show on Youtube at https://youtu.be/BLS7OxT8rPQ.
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or text me at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)
I’m building on last week’s show, Episode 386, about the “halftime” or mid-year review in your business. It’s time to gear up for the 2nd half, run out of the locker room, and kick some ass! If we know the score (our numbers), we can make adjustments, formulate a game plan, and come out to WIN. This episode is about building a strong foundation to withstand the many downturns of the roofing business. Join me to learn more!
What you’ll hear in this episode:
- Know your KPIs! (sales, gross profit margin, cash flow, etc.)
- The rule for owner’s pay: take home 10% of sales ($2 million in sales = $200k for you)
- Other accounts you need: savings, retirement, kids’ college fund, life insurance, disability insurance, etc.)
- A good CPA should reduce your taxes!
- Don’t confuse gross profit and net profit!
- “Profit is for sanity, and cash is reality.”
- Understand your monthly financial statements.
- Construction accounting is set up differently than other businesses because of job costs.
- The strength of your business is found in three reports: your P&L report, balance sheet, and cash flow analysis (We offer Fractional CFO services! Email Dave: dave@theroofercoach.com.)
- Your business should be a no-scale zone.
- Need to make more profit? Cut your overhead, lean up your business, and look to outsource tasks.
- Your marketing budget should be 5% of your sales; you need a good website that converts, SEO, GMB page, review process, and brand visibility.
Resources:
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or text me at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)
Tune in to hear expert tips for a profitable second half of the year in your roofing business!
Resources:
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: https://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)
Solid advice from Dave and John—that’s what we have lined up for you today. This episode comes out of coaching work I’m doing with three clients right now who are coming from other industries and want to get into the roofing business. Things are different today than they were even ten years ago, and there is so much wisdom to be learned from the mistakes of others. Join us to hear A+ advice from Dave and John about getting started in the roofing business!
What you’ll hear in this episode:
- Glimpses into Dave and John’s paths in the roofing business
- Perspectives on solo ownership vs. partnership, being the biggest vs. being profitable, and knowing your WHY
- The importance of knowing your market, your niche, and your ideal customer
- Spend your marketing dollars wisely!
- Advice about your website, sales staff, and office administration
- Knowing what to charge and what your profit margin should be
- Building your brand
- Thoughts on your org chart levels: admin, accounting, marketing, production, and sales
- Questions to ask yourself: Am I making a profit? Is my personal life what I want it to be as a business owner? Do I have a “job” or a business?
- What John would have done differently
- Getting leads in today’s world is a different ball game than it used to be.
- Takeaways from John: “Learn from others’ mistakes. There is no shortcut to business success. Listen to podcasts, join a Mastermind, and ask questions.”
Resources:
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: https://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)
I’ve got a great show for you today that’s packed with practical tips and insights. My co-host, John DeLaurier, is not able to join us today, but Tommy Mello is here. He’s the Home Service Millionaire, the author of several bestselling books, and a repeat guest on the show. He last joined us in June 2023 for Episode 348, and he’s back for today’s show. He is the owner of A1 Garage Door Service and hosts The Home Service Expert Podcast. You don’t want to miss this episode that’s packed with Tommy’s great advice for roofing contractors!
What you’ll hear in this episode:
- Highlights of Tommy’s books
- An overview of the Freedom Event in San Diego: September 25-27
- An update on Tommy’s life and business–and how he’s saving $20 million by negotiating with his vendors
- Tommy’s wins in every area of life by eliminating all that’s not positive and finding happiness, gratefulness, love, and contentment
- Growing a billion-dollar business
- AI tools, integrations, and automation: how Tommy is using them to his advantage
- Tommy’s advice about knowing your numbers and having KPIs in order from an equity perspective
- Newsflash: Your kids don’t want your business!
- Tommy’s take on diversification, an exit plan, and how AI has changed the landscape
- “Remember your WHY. Wake up. Take action. Today’s the day.”
- “There’s nothing that happened that didn’t come from your habits and decisions. You’re the problem.”
- The answer for contractors who need to generate more leads: cultivate relationships, don’t keep “decent” employees, stack your deck, use pictures in your reviews, and network with referral partners
- “The cheapest is never the best.”
- Tommy’s advice on getting better reviews
Resources
Connect with Tommy Mello
Website, The Home Service Expert podcast
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)
As we are close to the halfway point of 2024, it’s time for the halftime huddle. This is the time to review our first half, evaluate our game plan for the second half, and make the necessary tweaks. It really is ALL about the process, and that’s our topic for today’s show. John DeLaurier of Peach State Roofing joins Dave to talk about the process and the components of the all-important three-legged stool: sell work, do work, and keep score. Join us!
What you’ll hear in this episode:
- Inquiries, leads, and what Roof Quote PRO does for Peach State Roofing
- The process of moving forward with a great lead, a ProLine proposal, scheduling, and solid over-communication
- The goal: great customer service AND a five-star customer experience
- Why it’s hard to show value to homeowners during this competitive time in residential roofing
- Presenting your proposal with a quality experience for EVERY customer
- Bad reviews exist because of communication screw-ups!
- Guidelines for efficient automated communication from the first contact all the way through the customer review
- Remember that the sales cycle can be a long process of 1-2 years!
- Project management: coordinating all the pieces to the puzzle
- The value of showing the customer pictures at every stage of the roof installation
- Peach State Roofing’s process for billing and payment eliminates surprises for the customer and guarantees fast payment.
- Job costing for accuracy and staying on budget (Know what the numbers say!)
Resources:
Connect with John DeLaurier and Peach State Roofing: Website
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: https://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)
Welcome to The Roofer Coach! If you are a regular listener, you know that we are in the middle of a rebranding, and we are excited about what the future holds! I’m joined by my co-host, John DeLaurier, who is the younger part of our duo still in the thick of running a kick-ass roofing business in Savannah, Georgia. On today’s show, we talk about the crux of your roofing business: marketing and lead generation. Everything you do to become more profitable hinges on how you handle this aspect of your business. Join us to learn more!
We are joined by Jim Ahlin, co-founder of Roofer Marketers and host of the Roofer Success podcast. He does exclusive work with roofers, helping with digital marketing strategies, better brand recognition, and sales growth. His unique approach to marketing in the roofing industry can help set you up for success and profitability.
Today’s ONE THING: 2023 is shaping up to be a different kind of year for roofing contractors. The One-Page Business Plan can help you know your ideal customer and not try to serve EVERYONE. It will help you identify your avatar, focus on the services that deliver the most value and profitability, and stick with serving your region with excellence. We can help you determine the WHAT, WHO, WHERE, and WHY of your business. Visit The Roofer Coach on Instagram to learn more!
What you’ll hear in this episode:
- Highlights of Jim’s journey to what he does with Roofer Marketers–and why he works exclusively with roofers today
- Why referrals should be the foundation of your growing business as a starting point
- How to “fill the gap” with your marketing dollars (which should be about 5% of your gross revenue)
- You have to know your numbers, including your CAC (Customer Acquisition Cost)
- Why you have to learn to say NO more often–Prequalification makes the difference!
- Rethink your website language, blog posts, and the message you are sending out (Focus on Market, Message, and Media.)
- Why Jim recommends using Google Local Services Ads for lead sources
- “Plant” the SEO seed from the beginning and “stack” the layers of marketing
- How to set the expectation for your marketing channels for short-term, middle-term, and long term
- John’s take on lead sources like Yelp: “Have a plan and do research for your market.”
- Jim’s advice about working on your marketing fundamentals
- What to consider in speaking to a different demographic if you pursue commercial customers
- Jim’s tips on making friends and meeting your customers
- John’s takeaway tip: “Try to learn from the mistakes of others–and execute.”
Resources:
Connect with Jim: Website (Contractors can get a free copy of The Best Known Roofer!), Internet Marketing for Roofing Contractors, The Best Known Roofer, Facebook, Instagram, Roofing Success Podcast, and YouTube
Mentioned by Jim: The Ultimate Sales Machine by Chet Holmes
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: https://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)
We’ve got a great show for you today with Michael Stone, the author of Markup & Profit: A Contractor's Guide. He joined us some time ago for Episode 309 about this topic, and it became one of our most popular shows. We see regularly that a lot of contractors are falling short in this area, so Michael is here to explain how to mark up your jobs the right way to make the profit you SHOULD be making. Join us to learn more!
Before Michael joins us, I want to share a call with Reuben, a contractor from FL in our mastermind group, about what SMA Support is doing for his business. Please listen in to hear from Reuben.
What you’ll hear in this episode:
- The secret to roofing? There is no secret! It’s all about the fundamentals!
- Michael’s background of success with 30,000-40,000 contractors over the last 50+ years
- Get the attention of your ideal customer in your niche!
- Michael’s tips about your contract and payment schedule
- Potential profit problems: the owner, what you’re charging, and inconsistency
- “You sell based on quality, value, and service—not price.”
- The difference between markup and profit
- Your net profit should be NO LESS than 8%, and it should work up to 10% over time.
- Understanding the important factors that will make your business profitable
Resources:
Connect with Michael Stone: Website, Markup & Profit: A Contractor's Guide, or call Michael at 360-335-1100
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)
Welcome to The Roofer Coach podcast! We have made some changes and improvements and are rebranding the podcast, business, and platforms from The Roofer Show to The Roofer Coach. Everything we do here is to help you grow a more successful roofing business! We want to help contractors, and we keep it simple by giving you tools to make things happen. I’ll be joined each week by my co-host, John DeLaurier, who brings a wealth of knowledge and experience to the table. We are excited that a new, weekly feature in The Roofer Coach podcast will be the ONE THING, which is one specific, easy action you can take right now to be more profitable in your business. Join us for the first episode of The Roofer Coach, where we’ll discuss how to dominate the neighborhood by paying attention to the basics of radius marketing. Daniel Dixon from SendJim joins us for the conversation about dominating the neighborhood at every sale.
Today’s ONE THING: How to take your customer service to the next level with pre-meeting reminders and top-notch communication with customers to show them why you are better than your competitors.
What you’ll hear in this episode
- A recap of John’s week and Dave’s week
- The value of going to conferences–IF you implement what you learn
- Why getting back to the basics begins with communication and answering every phone call
- How DeLaurier Roofing uses systems and processes to do radius marketing
- How Daniel came to SendJim four years ago and now helps contractors leverage their customer lists with automation
- How SendJim handles Quote Follow-up for their clients–AND increases their close rate
- How to stay “top of mind” in the neighborhood and get referrals
- Why “multiple touch” marketing works best
- How you can learn more about SendJim via a screen share video and a guaranteed ROI
Resources
Connect with SendJim: www.sendjim.com
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)
In the roofing business, profitability and success come to those who brand the best. Branding is everything! Your brand is much more than the single elements of your company name, logo, and taglines; it is the whole picture of what your ideal customer thinks about your company—and if YOU come to mind when they need a roofer. So many roofing contractors struggle with branding, and today’s expert guest has great tips to help you, no matter the size and revenue of your business. Learn how to increase your branding while decreasing your marketing dollars spent! Join us!
Dan Antonelli is the president and Creative Director of KickCharge Creative, a home service branding company specifically for small businesses. He began hand-lettering trucks at age 14, and he’s been chasing his passion for brand building and logo design ever since. KickCharge is the premier brand-building agency for small businesses, and they have collectively earned over 200 design awards. Dan is the author of Building a Big Small Business Brandand his latest book, Branded Not Blanded.
What you’ll hear in this episode:
- Dan’s beginnings in the branding business
- A “better brand” means less money spent on marketing!
- Understand your “brand promise.”
- Is it worth renaming your company?
- Does your ideal customer like your brand?
- Considerations in your brand: name, logo, colors, vehicles, billboards, and mascots
- When is the right time to rebrand?
- The most recognizable aspect of your brand: your company vehicles
- “Brand-building exercises” to make your company known
- Too much IS too much when it comes to truck wraps and billboards.
- Dan’s advice about your brand and logo colors, mascots, and trademarks
- An overview of Dan’s book and his YouTube channel
Resources:
Connect with Dan and KickCharge: Website, Branded Not Blanded book, YouTube, and Facebook
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)
Welcome! There are lots of changes and many questions about the new laws affecting our industry right now. Today’s episode is the follow-up to Episode 376 where Philip Siegel helped clarify the new laws in effect regarding the classification requirements for 1099 and W-2 employees. Philip is our trusted expert labor attorney and the go-to guy for this topic. He joins us to give more information and warnings that every contractor should take seriously. Join us to learn more!
What you’ll hear in this episode:
- An overview of the 1099 vs. W-2 issue (the new law under the Biden administration compared to the former policy under Trump)
- Philip’s observations about wage and hour audits, OSHA investigations, and a whopping $1.2 million fine
- Two hotspots for contractors: installation crews and salespeople
- Philip’s advice about the factors to consider in classifying employees correctly
- Don’t ignore the facts!
- Fact #1: The chances of getting caught and facing hefty fines are increasing!
- Fact #2: Independent contractors must be free to work for other companies and reject work (to be classified as such)
- Understanding noncompete and nonsolicitation provisions–and what has changed, thanks to the FTC (Check out Episode 114 with Philip: How to Prevent Employee Poaching By Your Competitors.)
- Why should an employer have a non-compete provision?
Resources
Connect with Philip Siegel: 404-469-9197, Email, and Website
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)
Your profit depends heavily on how well you price your jobs. We covered this topic in our mastermind group today, and it’s always interesting to hear different perspectives about how contractors price their jobs and secure discounts from suppliers and manufacturers. You have to know your numbers and know what you should charge for a job in order to make money. John DeLaurier takes the lead in today’s show and breaks down his pricing process at Peach State Roofing. Join Dave and John to learn more!
What you’ll hear in this episode:
- The important question is, “Can you pivot and move with the market?”
- John breaks down his pricing details on a $15k job with a 30% gross profit margin, including the specifics of the job, financing, labor, commission, material, etc.
- “Never judge a book by its cover” when it comes to customers and financing.
- Overcoming the challenge and the pressure to cut your profit margins
- How can another company do a job for half of John’s price? Let’s take a closer look at why this happens.
- John’s solution to the problem of a drop in leads
- Using paid ads and Google Local Service Ads for qualified leads–Is this a smart move or not?
- John’s advice to contractors who are in the trenches and fighting to do good work and make a fair profit
Resources:
Check out our new YouTube channel! https://www.youtube.com/@DaveSullivanRooferShow
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)
W-2 employee or 1099 subcontractor? What is the right classification? While this has always been a question facing everyone in the roofing industry, things have changed and been turned upside down with the new law in effect since March of this year. Join us to learn more!
Dave and John are joined by Philip Siegel, a labor/employment attorney with over 20 years of experience. He has made several appearances on the show to share his legal expertise and practical advice for contractors. There is much misinformation and confusion about the new classification guidelines, and Philip knows the facts and will steer us all in the right direction.
What you’ll hear in this episode:
- The facts according to the new Department of Labor rule on “the misclassification issue”
- John’s take on the issue as a roofing business owner
- Philip’s recommendations for most small-to-midsize roofing contractors, based on common questions about the new rule
- Possible lawful exemptions to the new rule
- Specific scenarios in which people will get caught in violation of the rule—and what the hefty consequences are
- Two specific issues with subcontractor classification: calculating commission structures and using multiple crews to guard against overtime
- Philip’s advice to put you in the WIN column on this issue
- Differences between the Trump administration and the Biden administration regarding classifying an independent contractor
- Two little-known factors that help classify an independent contractor
- The importance of recording/documenting your communication with subcontractors–and how ProLine makes it easy for Peach State Roofing!
- Philip’s warnings about subcontractors’ safety training and working side-by-side with W-2 employees
Resources
Connect with Philip Siegel: 404-469-9197, Email, and Website
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)
What is your customer acquisition cost? What it’s costing you to acquire each customer is probably way more than you think! Reduced customer acquisition costs would mean more profitability for your business, which is a win-win for your bottom line. In this episode, Dave and his guest discuss improving your close rate, focusing on better quality leads, and a sure way to get more referrals. Join us to learn more!
Brad Akers from Brad Grows Businesses developed The Built Right program to create scalable systems around sales and marketing for roofers and other home service professionals. His mission is to provide expert consulting and marketing services with a customized growth plan for each client.
What you’ll hear in this episode:
- Brad’s background story: how he learned business and marketing through a hands-on approach to entrepreneurship
- The #1 problem for small contractors in getting the right leads: not focusing on quality conversations
- Understanding a true lead–and what it costs to get a true customer
- “Developing better sales skills may be solving the wrong problem.”
- Understanding the “control panel” in your business and which knobs and levers to turn for the desired results
- A look at ad spend, SEO, Google ads, and where your marketing dollars are really going
- What is each qualified lead actually costing you? (Hint: Your estimated closing rate is probably WAY off!)
- Brad explains the concept of compounding.
- Brad’s process in generating three additional appointments from every job
- The benefits of compounding are maximized by providing a great customer experience and offering amazing rewards for referral partners.
- Follow the process!
- An overview of Brad’s program, The Built Right Contractor, along with group masterminds and one-on-one services
Resources
Connect with Brad Akers: Website, The Built Right Contractor, and 832-275-0581
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)
We have a great show today featuring the most up-to-date technology in professional roofing quotes. Dave and John are joined by Phillip Kyker from SunX, a company that takes the guesswork out of estimating with precise roofing estimates and Xactimates on demand. Tired of wasting your time creating roofing proposals? Join us to learn what SunX can do for you!
We welcome a new sponsor to our show! SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Last week’s show (Episode 373) featured Chris Diroll, who gave a lot of information about what a virtual assistant can do for your contracting business. Check out SMA Support Services!
What you’ll hear in this episode:
- Phillip’s background and the work he does at SunX
- John and Peach State Roofing love SunX services because of the speed and excellent customer service!
- The SunX process—and how it guides the homeowner in the right direction in the insurance process
- The worst thing you can do is upset the insurance adjuster! SunX can help!
- What NOT to do in insurance roofing work
- The difference in insurance and retail roofing proposals
- Understanding Xactimates, a third-party software (owned by Verisk) that has become the industry standard for insurance roofing
- Factors that contribute to differences in estimates
- Can an aerial view give a 100% accurate estimate?
- RCV, ACV, deductibles, and depreciated roofs: understanding how the insurance claim process works
- The big problems with insurance roofing: uneducated homeowners, corrupt insurance carriers, corrupt roofing contractors, corrupt homeowners, greed, and fraud (Get the picture?)
- Phillip’s best tips for listeners
Resources
Connect with Phillip Kyker and SunX: Website, Email, or 843-503-8232
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)
What is the best way for roofing contractors to make use of virtual assistants? In today’s show, Chris Diroll of Ready Diroll Consulting shares how he helps other contractors get VAs working for them to streamline their success in work and life. From his experience with Tresnak Roofing, SMA, and Ready Diroll Consulting, Chris gives his best tips on how to find a reliable VA and what results to expect in your business. Join us!
What you’ll hear in this episode:
- Chris’ update on new tools, tips, and trades
- John’s experience with a VA to improve efficiency without compromising the customer experience
- Hiring a VA: what to do and what not to do
- Determining the best tasks for a VA that will move the needle forward for your profitability
- Chris’ insights into implementation
- A look at John’s business set-up with VAs (like Kathleen!) from SMA
- Enhance the customer experience with a competent VA!
- A look at Chris’ set-up at Tresnak Roofing with VAs
- Financial, mental, and emotional advantages to having a VA
- VAs help you offer profitable jobs and reduce your overhead.
- What Chris can offer your business
Resources
Connect with Chris Diroll and Ready Diroll Consulting: Website, Tresnak Roofing, and SMA
Mentioned in this episode: Your World-Class Assistant*by Michael Hyatt
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
A new Department of Labor law went into effect on March 11, and it affects everyone who uses subcontractors of any kind. The law focuses on the 1099 vs. W-2 situation, so your sales reps and production crews could be impacted. Dave and John discuss this topic and more with “The Roof Strategist” in today’s episode.
Before the interview with Adam Bensman, John gives an update from Peach State Roofing about what we can learn about always striving to be better, presenting a solid brand, and why it pays to wear your company apparel EVERYWHERE.
Adam Bensman, aka The Roof Strategist, is a seasoned entrepreneur and recognized expert in the roofing industry. His coaching and consulting approach covers sales, marketing, operations, team building, and financial management. He is the creator of the Roofing Sales Success Formula, which is being used by thousands of roofers in every US state and several foreign countries. He is the author of The Roofing Sales Survivor Guide and is the founder of the Roofing & Solar Reform Alliance (RSRA). RSRA seeks to transform the roofing and solar industry by giving amazing customer experiences and rebuilding integrity in what has been a beleaguered and much-maligned industry. Through his coaching programs, online resources, and speaking engagements, Adam equips professionals to reach their full potential in the roofing business. As a repeat guest on our show, Adam last joined us in 2021 for Episode 205, How To Build Your Sales Dream Team.
What you’ll hear in this episode:
- For effective time management, audit your input and measure it against your output.
- Adam’s mission: to disrupt the roofing industry and bring a new flavor of sales training to give every customer an amazing experience
- The fact: 77% of homeowners don’t trust contractors and view them as con artists and scammers.
- The origin of RSRA and the commitment to be different
- The problems in the roofing industry: a low barrier to entry, unlicensed tradesmen, fraudulent opportunists, a high failure rate, and greed
- Adam’s perspective on the FLSA (Fair Labor Standards Act), its impact on independent contractors, and what appears to be efforts to squash out the small company
- The big deal about the FLSA: “The gray area is gone.”
- The type of contractors Adam is looking for to join the RSRA: “those who want to outsell, outgrow, and out-compete the rest as we stomp the scum out”
- The five components of the RSRA pledge–and how it is enforced and policed (You can join today!)
- An overview of Adam’s sales training, available exclusively to RSRA members
Resources
Connect with Adam Bensman and the RSRA: Website, Join the RSRA, Instagram, YouTube, The Roof Strategist Podcast, and Adam’s book, The Roofing Sales Survivor Guide
*Call or text the RSRA: 303-222-7133
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Mentioned in this episode:
SMA Support Ad
Tired of spending all your time working in your business instead of on your business? SMA Support can be a game changer to get you back to running your business! They can give you an in house sales person, project manager, or customer support person, so you can focus on what you do best. Check them out at the link below and tell them Dave sent you!Check them out at:
SMA Support
Do you think your business is worth millions of dollars? You’re going to want to tune in to this episode as Dave and John have a great interview with Greg DeSimone of Catapult Advisory Group. We’re talking all things private equity. If you think your business is worth a fortune, tune in to find out if you have any REAL value…or if you're just going to end up closing the doors and walking away with nothing, like most contractors. Join us to hear more!
What you’ll hear in this episode:
- The importance of having W-2 employees in private equity investments
- Importance of aligning your “why” with your business
- Finding your purpose after selling your business
- Having a strategic plan in place to maximize business value and financial security
- Building a business with transferability in mind
- Importance of reputation and scalability
- Private equity firms investing in reliable businesses with great cash flow, streamlining processes
- The need for companies to comply with legal regulations
- Accurate financial statements showing trends over time
- Holy trinity of valuation: growing a business, profitable bottom line, proper processes
- Importance of EBITDA (Earnings before interest, taxes, depreciation, amortization)
- Business franchise model
- Coaching and masterminds for business owners and entrepreneurs
Resources
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Connect with Greg DeSimone
Catapult Advisory Group
Mentioned in this episode:
SMA Support Ad
Tired of spending all your time working in your business instead of on your business? SMA Support can be a game changer to get you back to running your business! They can give you an in house sales person, project manager, or customer support person, so you can focus on what you do best. Check them out at the link below and tell them Dave sent you!Check them out at:
SMA Support
If you’ve been with us for the past two episodes, you know that we have covered the first two parts of our three-legged stool of business: “Sell work, do work, and keep score.” Selling work consists of your lead generation, sales, and pre-qualification processes. In doing the work, consistent communication in every part of the job is a key factor in your production process to protect your profit. Today we tackle the third part; what does it mean to “keep score”? Keeping score is how you look at your financial reports from a job and determine if you made money. Join us for a closer look with Dave and John!
What you’ll hear in this episode:
- John breaks down his CRM and how he tracks the numbers for each job with a pre-job budget and a post-job assessment.
- Acquisition costs–what they really are and why most contractors don’t understand them and underestimate them
- Reducing acquisition costs and increasing overall profitability through referrals
- John’s example from a current Peach State Roofing job and their “8 by 8 campaign”
- Better brand recognition, premium prices, and superior value are your goals.
- Referral programs can work!
- Reviews are important for your SEO and establishing trust; John shares how Peach State Roofing is getting reviews.
- How Company Cam makes the review and referral process easy with a follow-up for every job
- Job costing helps you know if you made money or not.
- Every dollar saved in budget planning adds up (Saving $500 each on 100 jobs=$50,000 profit!)
- Understanding your monthly financial statements is everything for a business owner.
Resources
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Mentioned in this episode:
SMA Support Ad
Tired of spending all your time working in your business instead of on your business? SMA Support can be a game changer to get you back to running your business! They can give you an in house sales person, project manager, or customer support person, so you can focus on what you do best. Check them out at the link below and tell them Dave sent you!Check them out at:
SMA Support
You hear us talk every week about the three-legged stool of business: selling work, doing work, and keeping score. Last week’s episode covered the first phase of selling work, and John DeLaurier shared details about the sales process he’s using right now with his company, Peach State Roofing. In today’s episode, Dave and John discuss the “doing work” part of the equation. You can sell a job for a lot of money, but if your production team can’t do the work profitably, you will lose a lot of money. Join us to learn more!
What you’ll hear in this episode:
- How to protect the customer experience with the proper systems for your proposal–and top-notch communication
- Why it’s always better to over-communicate with the customer
- How Peach State Roofing is growing a referral base in 2024 (Reviews and referrals are key in bringing down your customer acquisition costs!)
- Why you need to price aggressively with your profit margin in mind
- What it takes to give a great customer experience and make sure your crew is equipped with the knowledge they need for each job
- How a pre-job conference helps protect your profit
- How small details can protect against huge profit losses that result when a one-day job turns into a 1-½ day job
- What it takes to be successful in the residential roofing world
- Why training is essential so your production crews are protecting your profit
- How to handle the difficult customer situations that result from miscommunication
- How John and Peach State Roofing handle change orders and their legal responsibilities to the customer
- How Dave developed his Perfect 10 Checklist to finish jobs correctly, guarantee quality control, and reduce callbacks
Resources
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Mentioned in this episode:
SMA Support Ad
Tired of spending all your time working in your business instead of on your business? SMA Support can be a game changer to get you back to running your business! They can give you an in house sales person, project manager, or customer support person, so you can focus on what you do best. Check them out at the link below and tell them Dave sent you!Check them out at:
SMA Support
Welcome to another great episode of The Roofer Coach! We have a great topic for you today as Dave and John discuss the best sales process you can use in 2024. This topic comes up often in our mastermind group, and we think a deeper look will be helpful for our listeners. Learn how a better sales process will help you close more deals and increase your profit margins. Join us to learn more!
What you’ll hear in this episode:
- How a coach will help you implement a better sales process and stay on track to meet your goals
- What to know about the effort and cost of acquiring a customer (Hint: your customer acquisition cost is probably WAY more than you think it is!)
- What to know about getting customer reviews and posting content to build your online presence
- Why you should offer only 1-2 services (You can’t do everything and stand out in the roofing industry.)
- Why having a great website is the foundation of your sales process
- How to know what your customer really wants
- Steps in the best sales process:
- Make it easy for your prospect to schedule an appointment and get the information they want. (Automation from Roof Quote Pro and Company Cam make it easier!)
- Do the inspection and have all your pre-qualifications completed ahead of time–before you even go look at their roof.
- Present the proposal. (John includes “hero” pages, his company story, and information about the customer journey, pricing, options, etc. All of these things help to build trust.)
- Have follow-up processes set up for every customer, whether they buy now or not.
- Why you must show differentiators at EVERY step of the sales process to stand out from your competitors
Resources
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Mentioned in this episode:
SMA Support Ad
Tired of spending all your time working in your business instead of on your business? SMA Support can be a game changer to get you back to running your business! They can give you an in house sales person, project manager, or customer support person, so you can focus on what you do best. Check them out at the link below and tell them Dave sent you!Check them out at:
SMA Support
What makes us different? Out of all the podcasts out there, why should you listen to this one? How can we help you grow your roofing business? The short answer is that we want to help you be sustainably profitable. “The smart guy doesn’t learn from his own mistakes—-he learns from the mistakes of others!” We have made all the mistakes and paid the price, and our goal is to help you avoid those costly mistakes and common pitfalls that can jeopardize the profitability in your roofing business. In today’s episode, Dave and John share helpful business tips, practices, experiences, and advice to get you on the road to profitability. Join us!
What you’ll hear in this episode:
- Why your “elevator pitch” is what The Roofer Coach is all about: What problem are you going to solve, and how are you going to do it better than others?
- How The Roofer Coach solves your problem
- Why most contractors should NOT be in business
- How we point you toward resources, tools, systems, and processes that can make a big difference
- Why we want to help roofing contractors avoid costly mistakes
- Our goals for you through The Roofer Coach
- Why you should build your business to sell–whether it’s in the near future or down the road
- Highlights from Dave and John’s background stories
- The hard truth: “Sales is vanity, profit is sanity, but cash flow is reality.”
- Why profitability is the foundation of EVERYTHING in your business
- A recent review that sums up what The Roofer Coach is about in bringing value and integrity to the roofing business
Resources
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Mentioned in this episode:
SMA Support Ad
Tired of spending all your time working in your business instead of on your business? SMA Support can be a game changer to get you back to running your business! They can give you an in house sales person, project manager, or customer support person, so you can focus on what you do best. Check them out at the link below and tell them Dave sent you!Check them out at:
SMA Support
We have an exciting show for you today! My usual co-host, John DeLaurier, is not joining us today, but we have a great repeat guest. He is Benny Fisher, the founder and visionary of The Big Fish Contracting Company, a leading provider of roofing, siding, and gutter services in Pennsylvania. He has joined forces with Contractor Dynamics, a move that amplifies his impact on the contractor community.
As an entrepreneur, public speaker, coach, consultant, and marketer, Benny inspires and guides contractors in scaling their businesses and achieving greater heights. He also hosts The Big Fish Cares Podcast, which shares the stories and journeys of influential people from all walks of life to inspire others.
What you’ll hear in this episode:
- What’s new with Benny and The Big Fish Cares Podcast
- How Benny discovered his true passion and purpose
- Why the majority of contractors shouldn’t be in business
- Why Benny calls himself a facilitator
- Tangible takeaways from The Big Fish:
- You are the general contractor of your marketing.
- You can’t do it all. (Learn what to outsource and what to do in-house.)
- You can’t win without communication and accountability.
- You can’t pay your way out of marketing.
- You want to be omnipresent–be everywhere.
- 5 steps to becoming “five-mile famous”: clarity, creating value through content, distribution, tracking your ads, analyzing/adjusting
- Why consistency is the key to marketing
- How Benny created The Arena Mastermind, the world’s best contracting mastermind
- Why building the best brand is NOT all about profit
- Benny’s hack to get 5-star customer reviews
Resources
Connect with Benny and find out more about The Big Fish Podcast, The Arena Mastermind, and more! Website
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Mentioned in this episode:
SMA Support Ad
Tired of spending all your time working in your business instead of on your business? SMA Support can be a game changer to get you back to running your business! They can give you an in house sales person, project manager, or customer support person, so you can focus on what you do best. Check them out at the link below and tell them Dave sent you!Check them out at:
SMA Support
Whether you are looking to hire your very first salesperson or your fifth or sixth, it’s a move that greatly impacts the success of your roofing business. Don’t you want your next hiring move to be a profitable step forward in your business? Today’s episode is a conversation between Dave and John DeLaurier of the newly branded Peach State Roofing, and you can listen in and learn from their mistakes, tips, and experiences. Join us!
What you’ll hear in this episode:
- How to get very clear about the role you are hiring for
- John’s process of posting his hiring ad for a salesperson using tools like ChatGPT and Facebook
- The pros and cons of hiring from inside or outside the roofing industry
- Why knowing your numbers is essential before discussing pay with a potential salesperson
- Why John aims for a maximum 45% close rate at Peach State Roofing to be as profitable as possible and keep his promises to his crew, staff, and customers
- Why it is essential to set realistic earning expectations for every new hire
- Dave’s tips on how to sell: determine the problem by asking open-ended questions, provide the solution, and close the deal
Resources
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.
Or simply send me a text at (510) 612-1450
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Mentioned in this episode:
SMA Support Ad
Tired of spending all your time working in your business instead of on your business? SMA Support can be a game changer to get you back to running your business! They can give you an in house sales person, project manager, or customer support person, so you can focus on what you do best. Check them out at the link below and tell them Dave sent you!Check them out at:
SMA Support
Know your numbers! You’ve heard it here at least a million times. “Keeping score” is one leg of the three-legged stool of your business, and one of the most important numbers is your gross profit. The roofing business is packed with ups and downs around your cash flow, and you need to navigate that ride with the right approach. Join us to learn more in today’s show!
Diane Gilson created Info Plus Accounting in 1994 to help business owners. She has created many workshops and classes for contractors and is recognized as a top expert in her field. She is Dave’s go-to financial guru, and she returns to today’s show with more expert advice. Diane knows the numbers of the roofing business inside and out, and she loves to teach others how to handle the month-to-month rollercoaster of gross profit.
Before our interview with Diane, hear the conversation between Dave and John DeLaurier about a specific job of John’s that went south quickly with a customer who was impossible to please–and how John handled the situation. On the other hand, he shares the success of a big job that is going well and staying well under budget. Dave gives insight into a consulting job of his on a huge, multimillion-dollar commercial roofing project.
What you’ll hear in this episode:
- How knowing your numbers will keep you on a constant correction process, which is necessary for gross profit
- How Diane came to the work she does today
- What is gross profit? Why does it matter?
- Considerations in a cash-basis business
- How accrual basis accounting works with mismatching and adjustments
- Why the first step in conquering the gross profit rollercoaster is to have an estimate
- How your bookkeeper can get more training and knowledge
- An overview of Diane’s resources and classes
Resources
Be sure to check out Diane’s Website where you will find a wide variety of additional resources, blog articles, videos, and related products and training.
And download her free eBook to set up your financials the easy way.
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.
Or simply send me a text at (510) 612-1450
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Today's episode is your blueprint for success. We will give you the essential guide to business planning for contractors.
Do you have a business plan in place for 2024? If you don’t know where you’re going, any road will take you there! The problem is that too many contractors wander around in no particular direction and with no plan. We created the 1 Page Business Plan because it makes things simple. The magic is in the thought and planning process it takes to create your business plan. Know where you were in 2023 and where you want to go in 2024! Learn more with Dave Sullivan and John DeLaurier in today’s episode!
What you’ll hear in this episode:
- Why you must start with the end in mind
- How to get clarity and focus on the What, Who, Where, and Why of your business
- Why offering too many services will sink your profitability
- How to identify your ideal customer and figure out how you can help them
- Why a “spray and pray” approach to marketing is NOT the answer
- How to zero in on your focus: What problem can you solve better than competitors, and how will you do it?
- How to do a SWOT analysis of your Strengths, Weaknesses, Opportunities, and Threats
- The three big KPIs that John is tracking right now for Peach State Roofing
- The truth about backlog, staying “busy,” and profit
- How automations can improve your profitability
- Why you have to keep the “view” in mind (What do you want your business to look like at the end?)
Resources
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.
Or simply send me a text at (510) 612-1450
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
A recent episode of The Roofer Coach analyzed the #1 question that homeowners ask: “What will my roof cost?” The #2 question that homeowners ask is just as important: “Why do you have a higher price?” There are key factors in that question and answer, and we are breaking it down on today’s show. Join us!
Before our interview, Dave catches up with John DeLaurier and gets the latest developments in his company’s rebranding to Peach State Roofing. John discusses a slow January and the challenges in hiring the right people. Dave and John explain why the keys to hiring are to know your numbers and build a solid brand, along with knowing what you can afford and how much a new hire will cost.
Tim Brown from the Hook Agency teaches people how to optimize their websites. Tim helps build beautiful websites that drive traffic to your websites and get the most SEO for your investment. He is our go-to guy for all things websites, so Tim is the perfect person to help us break down the #2 question that homeowners ask a roofing contractor.
What you’ll hear in this episode:
- Updates from Tim about his work at the Hook Agency and his busy life at home
- The value of having a business coach/consultant
- How Tim answers the question, “Why is your price higher?” about the Hook Agency
- How to identify your three most differentiated features per your customer reviews by using Tim’s tool at www.hookagency.com/reviews
- How to clean up your NAP (name, address, and phone number) to optimize SEO: www.whitespark.ca/listings-service
- Why the trust factor is paramount to your customers
- Questions to ask if your close rate is too high or too low
- Why customer reviews help people trust you and can be used on websites and in sales presentations
- Why Tim identifies these five vital components of your website
- How to make your differentiation clear in your “kitchen table” presentations
Resources
Connect with Tim Brown and the Hook Agency: Website
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.
Or simply send me a text at (510) 612-1450
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
From the beginning, you should be building your roofing business to sell. Today’s show is all about how to get the life you want and the freedom you deserve. If you want to know how to WIN at the roofing game in 2023, don’t miss this episode! Join us now to learn more from today’s guest!
Dmitry Lipinskiy has it all together when it comes to being successful in the roofing business, and he loves helping others find their own success. He has a YouTube Channel, Directorii, and Roofing Business School, and is making a name for himself in our field. Dmitry built his roofing business from scratch and sold it, and he understands what it takes to succeed in lead generation, marketing, and profitability. My co-host, John DeLaurier, and I are excited to welcome Dmitry to the show to share his wealth of knowledge with us today.
Resources
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.
Or simply send me a text @510 612-1450
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
The smart guy doesn’t learn from his own mistakes, he learns from the mistakes of others! This episode is all about sharing the experiences of others, so it’s best to leave your ego at the door and open your mind because what I share with you today is going to help to get you unstuck and back on track to running a profitable roofing business in 2024!
Resources
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.
Or simply send me a text @510 612-1450
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
What’s your plan for 2024? The roofing contractors who will be successful in the coming year are those who have a clear plan with specific steps to take for maximum profitability. In today’s show, you’ll hear my conversation with John DeLaurier as he was driving to Orlando for the Roofing Process Conference. John explained why he took the time to attend this conference, what he wanted to get out of the conference, and why he took his team with him. John also brought us up to date with the rebranding of DeLaurier Roofing to Peach State Roofing, a process that has taken several months and proven to be a significant financial investment. John is going into 2024 with a solid plan, and he shares his tips for a profitable 2024. Steal these tips for your business success!
Resources
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.
Or simply send me a text @510 612-1450
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
What is the #1 question from homeowners regarding the roofing industry? “How much is my roof going to cost?” The team at Roofle has developed a powerful price quoting tool called Roof Quote PRO that can enhance your customer service in every way. Times are changing in the roofing industry, and old-school methods don’t work with today’s consumers. Join us to learn more about this cutting-edge technology that is available now!
Dave and John are joined by Mike Goldenstein, the Chief Revenue Officer at Roofle. Mike logged over 30 years in every aspect of the roofing industry before joining Roofle last year. He explains how Roof Quote PRO is changing everything in the customer experience around getting a new roof and why Roofle remains committed to innovation and simplicity in everything they do.
Before they talk with Mike, Dave and John discuss the latest developments in the rebranding of DeLaurier Roofing to Peach State Roofing, along with why rebranding is a BIG deal with many details to consider.
What you’ll hear in this episode:
- How things are changing rapidly in the roofing industry and requiring a mindset shift from roofing contractors
- How Roof Quote PRO works like no other tool in the roofing industry
- How to give the customer a great experience with Roof Quote PRO
- John’s perspective as a roofing business owner about how Roof Quote PRO solves problems and helps his business in various ways
- Why customers trust a roofing business more if you are transparent with your price
- Why price is just one of the pillars that customers consider in the value their roofing contractor can bring them
- How Roof Quote PRO can be a tool to connect roofing contractors to local realtors for additional leads
- What Mike sees in lead magnets that actually work
- Why the Roofle team is committed to making Roof Quote PRO “always innovative and profoundly simple”
- Mike’s overview of the new features in Roof Quote PRO that will enhance the customer experience
Resources
Connect with Mike and Roofle: Website, Instagram, Facebook, and LinkedIn
Mentioned in this episode: They Ask You Answer by Marcus Sheridan
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.
Or simply send me a text @510 612-1450
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression http://get.ruby.com/theroofercoach.
Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/.
Marketing is a common topic on The Roofer Coach for the simple reason that so many roofing contractors are doing it wrong. They hire agencies that don’t produce the desired outcomes, throw money into futile efforts, or simply don’t budget enough for the right kind of marketing. Today’s show covers how to approach marketing to become “5-mile famous.” Join us to learn more!
Elizabeth Lytle is with Contractor Dynamics, the roofing industry’s leading marketing training company. Their marketing training program is exclusively focused on growth-minded roofing companies. They partner with business owners and companies to equip them to take control over their marketing to create predictable growth.
Before our interview with Elizabeth, John DeLaurier gives highlights of his rebranding process at DeLaurier Roofing, including a rundown of all that is involved in this massive endeavor.
What you’ll hear in this episode:
- Why a relationship with an ad agency doesn’t work for roofing contractors: “YOU need to steer that ship!”
- Why in-house marketing allows for more clarity, transparency, and tracking the numbers
- How to get started with a marketing program through Contractor Dynamics
- Why a business owner has to take extreme ownership of their marketing
- How to identify your ideal client avatar, find out where he/she hangs out, and follow up with your messaging (John explains how he has done this in his rebranding process.)
- Why success happens when the marketing team and sales team are collaborating
- Why you should be marketing all year long and always align with your core values
- How to begin with a marketing budget
- How to focus on differentiating your business and demonstrating your value
- How to be “5-mile famous”
Resources
Connect with Elizabeth Lytle and Contractor Dynamics: Website, LinkedIn, Instagram, and Facebook
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.
Or simply send me a text @510 612-1450
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
To find out more about 7 Steps to Getting More Qualified Leads for Your Roofing Business, call Dave. (510) 612-1450
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression http://get.ruby.com/theroofercoach.
Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/.
What is a GPO? Even in the roofing industry, the concept of a GPO (Group Purchasing Organization) is new and not widely understood. Let’s learn more about the Limitless GPO Group in today’s show!
Limitless Roofing Group was founded in 2022 by 25-year roofing industry veteran, Miller Weedn, and 20-year organizational leadership and training veteran, Dylan McCabe. Dylan joins Dave and John for today’s episode about the benefits roofing contractors can find by joining the Limitless Roofing GPO. Limitless GPO currently has 44 members (and counting) and operates in all 50 states with a passion for bringing roofing business owners together to maximize their profitability.
Before our interview with Dylan, John DeLaurier unveils the result of his long-awaited rebranding of DeLaurier Roofing to Peach State Roofing, including the steps he’s taken and what the future next steps are in the process.
What you’ll hear in this episode:
- Why a common challenge among roofing business owners is how to find and retain top sales talent
- Why, as a roofing business owner, you need to hire the right WHO
- Why groups like a Mastermind or a GPO are beneficial in helping contractors learn from each other and find accountability and partnership
- The common problems Dylan finds with a GPO: marketing (because almost no one knows what a GPO is or what it does) and landing deals
- How membership in a GPO works—and how you can join now for FREE!
Resources
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.
Or simply send me a text @510 612-1450
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression http://get.ruby.com/theroofercoach.
Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/.
Connect with Dylan McCabe and Limitless Roofing Group
Website
Mentioned by Dylan
Who Not How by Dan Sullivan and Dr. Benjamin Hardy
Today, we revisit a previous show, which is a listener favorite!
The good, the bad, and the ugly: On today’s episode, I’ll be sharing my experiences with being a successful roofing contractor from that least favorite (but very effective) educator of ours: the school of hard knocks.
I also cover some of the most common problems that my coaching clients encounter.
Learn how to avoid these pitfalls so that you can build a sustainably profitable roofing business!
What you’ll hear in this episode:
- Why you must FIRST take a look at your financials.
- Polish up your sales skills.
- The importance of having systems and processes in place (from start to finish) when you’re doing a job.
- Know ALL of your costs associated with each job. Run your business by the numbers.
- Can your business run without you?
- This is what a profitable business in the roofing industry looks like: A 10% salary for the owner and a 10% net profit. Are you paying yourself a salary?
- Commercial vs. residential: Where are you making your money? What about overhead?
- Devise a strategic plan for how you want to niche your work.
- Do you need one-on-one coaching? I'm here to help! Contact me here and let’s get to know each other over a FREE one-hour call.
Resources
Connect with Paul and Contractor Staffing Source: Website, Email, and 415-549-5950
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.
Or simply send me a text @510 612-1450
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression http://get.ruby.com/theroofercoach.
Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/.
Your A-players are everything! They are one factor that can have the biggest impact on your business success. Many contractors make the mistake of keeping sub-par employees around with the excuse that there aren’t good workers out there–but there are! They are working for someone else, so you have to go find them! Efforts to recruit, train, and retain A-players should always be happening in your business. Join us to learn more in today’s show!
I’m joined by Paul Sannenman, the founder of Dream Business Coaching. He is a construction business coach who has coached over 400 companies in the last 30 years. He helps clients make more money in less time–and have more FUN. With his refined expertise and wisdom, Paul shares with us his knowledge of the ins and outs of successful recruiting to bring in A-players.
What you’ll hear in this episode:
- Before the interview with Paul, Dave replays a clip from his Short Business Tips series from a couple of years ago: “Why You, as a Roofing Contractor, Should Be Watching Shark Tank.” Watching Shark Tank will help you:
- Learn to hone your perspective on business success by asking, “What am I selling? What problems does my business solve? What differentiates me from my competition?”
-
Learn why you MUST know your numbers!
-
How Paul developed his coaching business and recruiting expertise
- Why you need a good applicant tracking system and a good assessment to determine who the best people are
- Why the wrong hiring decision can cost you up to $50k
- Why keep employees who set a low bar for your culture and your corporate values??
- The easy #1 question to ask to determine who an A-player is: “If I had to start over, would I hire this person back?”
- Why it’s WAY cheaper to pay a recruiter than to hire the wrong person!
- How Paul uses recruiting assessments and video interviews
- Why a values fit is more important than a skills fit
- Why the right ad is key in recruiting
- What it costs to use a recruiter
- Paul’s #1 tip for contractors: Recruit all the time!
Resources
Connect with Paul and Contractor Staffing Source: Website, Email, and 415-549-5950
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.
Or simply send me a text @510 612-1450
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression http://get.ruby.com/theroofercoach.
Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/.
Want to sell more roofing jobs? Financing might be the answer for you! In today’s show, you’ll learn how to boost your sales with a seamless process of fast funding that appeals to your customers. Join us to learn more!
Chris Scoville is a pioneer in home improvement financing. He is a true advocate for roofing contractor success while looking out for the best benefits for homeowners, as well. His expertise at Scoville Financing is helping to educate and support contractors about financing for their consumers at the point of sale.
What you’ll hear in this episode:
- How John is finding success by offering financing options to his customers
- How financing options work for the financial benefit of the consumer while boosting your sales
- Why financing makes perfect sense in today’s changing market
- How the prequalification and approval processes work with financing
- Common misconceptions (mostly from old-school roofers) about financing
- How dealer fees work in the financing process
- A look at the numbers proving that financing benefits both consumer and contractor
Resources:
Connect with Chris Scoville:
Website and LinkedIn
Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out! Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information! Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook Connect with Dave via text message: (510) 612-1450 Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up. Download my FREE 1-Page Business Plan template at www.theroofershow.com. Contact me about one-on-one coaching at www.theroofercoach.com. We need reviews of the podcast! Please leave a five-star review. It matters! Vetted Sponsors of the Roofer Show Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach Be the modern-day contractor! We help you leverage technology to generate, organize, and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io. Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, which just launched on August 1, 2023!
Getting more leads does NOT equal sales success! Leads that aren’t well-qualified and specifically targeted will waste your valuable time. We are diving into this topic in today’s show. Join us!
Before Dave and John get into the interview with today’s expert guest, they discuss John’s rebranding process at DeLaurier Roofing, especially how he’s going about this expensive endeavor. Rebranding expert Dan Antonelli helped uncover the basics with us in Episode 333, "Is Your Roofing Business Branded or Blanded?"
Today’s guest is Ryan Groth from Sales Transformation Group. He has been on the show several times before, including his most recent appearance in Episode 199, "What is Your Definition of Success?" Ryan discusses how to sell and why selling skills are important. The most important starting point is your WHY. What is your destination? Where are you headed? To be successful in roofing sales, you have to ask the right questions to the right people and listen for the answers.
Dave and John discuss how our definition of success changes over time and why it helps to revisit your business goals several times each year. The Roofer Coach’s 1-Page Business Plan can help point you in the right direction. Find the instant download at www.theroofershow.com.
What you’ll hear in this episode:
- What’s going on for Ryan right now–and why shared goals and vision are vital
- John’s definition of success and how it’s changed over the years
- How to identify your “leashes” that keep you stuck
- How Ryan uses the Sales Competency Assessment–and how it shows that only 4% of those evaluated are strong at consultative selling
- Why training, coaching, and education for salespeople can flip the numbers on your sales performance
- Why there is always more to learn in the sales process
- How a 2, 3, or 5% increase in your close rate can make a life-changing difference for your company
- Why we need “unconscious competence” to demonstrate our skills in the marketplace without effort
- The fastest ways to make money and grow your roofing business
- Why your close rate sucks: you are speaking to the wrong people and you can’t sell
- How Sales Transformation Group helps improve close rates through their patented ATTMO methodology (Analyze, Train, Transform, Measure, and Optimize)
- Ryan’s highlights of events and programs for contractors that are offered by STG
Resources Mentioned:
Connect with Ryan Groth and Sales Transformation Group
Website
YouTube
Book Recommended by Ryan
The Gap and The Gain by Dan Sullivan
Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out! Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information! Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook Connect with Dave via text message: (510) 612-1450 Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up. Download my FREE 1-Page Business Plan template at www.theroofershow.com. Contact me about one-on-one coaching at www.theroofercoach.com. We need reviews of the podcast! Please leave a five-star review. It matters! Vetted Sponsors of the Roofer Show Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach Be the modern-day contractor! We help you leverage technology to generate, organize, and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io. Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, which just launched on August 1, 2023!
Welcome to this episode of The Roofer Coach! My co-host, John DeLaurier, is not with us today because he is attending a seminar and learning cool, new stuff. I’m talking with one of our mastermind group members about why and when you might need an attorney when working with insurance companies. Join us to learn more! Brian Huf is the owner of Modern Roofing Group in Denver, Colorado. We are getting Brian’s take on working with insurance companies and how he’s learned to make this relationship work. His attorney, Michelle Le, joins us to give valuable insight from her role in the process. She is the owner of her practice, the Law Offices of Michelle C. Le, and is licensed to practice law in four states: Texas, Colorado, Kansas, and Mississippi. What you’ll hear in this episode: * What Brian gets out of our residential mastermind group at The Roofer Coach * Brian’s background and work as the owner of Modern Roofing Group * Michelle’s background and work as the owner of her law practice * What Brian sees as the problem AND the solution in working with insurance companies * How Brian gains the trust of the homeowner by being transparent and educating them about the roofing and insurance claim process * Why Brian works with Michelle to address problems when insurance companies don’t want to pay * How Brian works with insurance adjusters and gets paid * How Michelle works on a contingency fee agreement to get paid * What roofing contractors can do to improve their process and get paid * Brian’s recent rebrand and how it’s made him easier for people to find
Resources Mentioned: Connect with Brian Huf: Modern Roofing Group website or text 720-334-3449 Connect with Michelle C. Le: The Law Offices of Michelle C. Le website or text 210-491-2054 Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out! Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information! Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook Connect with Dave via text message: (510) 612-1450 Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up. Download my FREE 1-Page Business Plan template at www.theroofershow.com. Contact me about one-on-one coaching at www.theroofercoach.com. We need reviews of the podcast! Please leave a five-star review. It matters! Vetted Sponsors of the Roofer Show Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach Be the modern-day contractor! We help you leverage technology to generate, organize, and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io. Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, which just launched on August 1, 2023!
Are you looking to grow your construction business, but hate bookkeeping and accounting? Are you skeptical about hiring any accountant for fear of embezzlement or being ripped off? If so, tune into today’s podcast to get quick and easy tips on how to turn a people-dependent money pit, into a process-dependent cash cow with today’s guest, Randal DeHart. Listen to Randal and Dave discuss: * The difference between construction accounting and regular accounting * Differences between costs and expenses * 5 key performance indicators and setting up a dashboard * Why you should use QuickBooks * Easy tips to do your own accounting * Getting in touch with people to help you set up your dashboard * Top problems and causes for embezzlement * Setting up programs to avoid rip-offs * Being smart with your money * Getting involved with a bookkeeping company * The system Randal’s company uses
Business Quick Tip: We found out that we were having a lot of customer callbacks on our work, at one point in our business. Most of the time it was a leak that was causing problems. We ended up developing The Perfect 10 Checklist and sent an inspector to the job site at the end of every job to assess how well the crew did the top 10 things that caused leaks. If they scored a Perfect 10, then the crew got a bonus. We were able to cut our callbacks by 90% with this simple checklist. It also cut our costs and improved customer satisfaction. It's a win-win. Go to the website to get the checklist and start implementing it!
Resources Mentioned: Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out! Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information! Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook Connect with Dave via text message: (510) 612-1450 Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up. Download my FREE 1-Page Business Plan template at www.theroofershow.com. Contact me about one-on-one coaching at www.theroofercoach.com. We need reviews of the podcast! Please leave a five-star review. It matters! Vetted Sponsors of the Roofer Show Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach Be the modern-day contractor! We help you leverage technology to generate, organize, and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io. Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, which just launched on August 1, 2023!
What are the important considerations for roofers who want to move into the commercial space? Is it really that different from residential roofing? Many residential roofers want to transition into commercial roofing without being adequately prepared. Join us for a closer look in today’s show!
John and Dave begin with updates from DeLaurier Roofing in the wake of John’s recent two-week vacation. His business fared very well, thanks to his capable team and their implementation of the business plan. John and Dave welcome to the show Chris Pendergast of Peakleads, one of our show sponsors.
What you’ll hear in this episode:
- A look at Chris’ background and his work at Peakleads
- What it takes to transition from residential to commercial roofing
- Why commercial roofing offers fewer leads, a longer time to get paid, and larger profit margins
- Why relationships and visibility are key factors in the commercial roofing space
- What it takes to gather data in the commercial roofing space
- How to niche down and focus on one aspect of the commercial roofing market
- Chris’ tips on best practices to maintain professionalism, build key relationships, and implement a service and maintenance strategy
- How to identify the top 100 properties in your market and “contact them every single quarter, every single year, for the next five years.”
- How marketing campaigns differ in the commercial roofing space
- How Chris sees his success in ways that help him stand out from the competition
Resources:
Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!
Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!
Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook
Connect with Dave via text message: (510) 612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
We need reviews of the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach
Be the modern-day contractor! We help you leverage technology to generate, organize, and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, which just launched on August 1, 2023!
We’ve got a great show for you today with our returning guest, Tommy Mello. He is “The Home Service Millionaire” who joined us for Episode 281: How to Build a $100 Million Home Service Business. Tommy is the owner of A1 Garage Door Service, host of The Home Service Expert podcast, creator of the Freedom Conference, and author of Home Service Millionaire and his latest book, Elevate: Build a Business Where Everybody Wins.
My co-host, John DeLaurier, and I are excited to welcome Tommy back to the show and hear his expert advice in today’s show! Join us!
What you’ll hear in this episode:
- What we are noticing in the roofing market right now–and why now is NOT the time to cut your marketing budget
- Highlights of the big milestones in Tommy’s business and personal life since his last show with us–and why he has made BIG changes
- Why Tommy wrote his latest book, Elevate
- Why having the “there just aren’t good people out there to hire” attitude means you, as a business owner, have poor leadership
- Why your company culture is an essential form of marketing
- Where to find the best job recruits
- How Tommy works to keep employees happy at his company and even offers an equity incentive program
- How Tommy has saved millions by spending the money to rebrand
- Tommy’s advice for contractors as the market slows down
- Why profit is more important than revenue
- “It’s all in the numbers!” (Tommy reviews the most important KPIs in your business and why you MUST know them!)
- What Tommy would say to his younger self
- An overview of the Freedom 2023 event in Orlando, Florida, on November 1-3
Resources:
Connect with Tommy Mello:
Website
Elevate book
The Home Service Millionaire book, The Home Service Expert podcast
https://tommymello.com/freedom
Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!
Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!
Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook
Connect with Dave via text message: (510) 612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
We need reviews of the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach
Be the modern-day contractor! We help you leverage technology to generate, organize, and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, which just launched on August 1, 2023!
Are you ready to see your sales numbers skyrocket? This is the show for you! We have talked for months about doing a show about the best sales process that we teach in our coaching program. My co-host, John DeLaurier, and I developed this process after many years of trial and error in the roofing business.
The point is that a smart guy doesn’t learn from his own mistakes but from the mistakes of others. Think of us as your crash test dummies who have been there, done that, and made the mistakes–and now we can teach you how to do it right! Join us to learn more about how your sales process can build a solid foundation for your roofing business to grow and thrive!
What you’ll hear in this episode:
- How to build an org chart for your business by asking, “Who does what?”
- What is your process for selling work, doing work, and keeping score?
- How John describes the structure of DeLaurier Roofing and how he handles relationships with his subcontractors
- Why your marketing plan needs to be firmly committed to spending 5% of your total revenue to secure a high lead flow
- Why your prequalification process is essential to a good lead flow
- How a good CRM (not a file folder system!) makes everything about your sales process more efficient
- How a pre-meeting sales sheet helps you pre-sell the job and separate yourself from the competition
- How to ask open-ended questions at the site meeting to find out from the customer how to make the sale
- How an automated appointment confirmation system adds professionalism, allows you to “seed the review,” and adds another level of touch to the sale
- How to handle the roof inspection, which is the precursor to the proposal
- Why the follow-up process should include texts, emails, and calls with both manual and automated contacts
Resources:
Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!
Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!
Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
We need reviews of the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach
Be the modern-day contractor! We help you leverage technology to generate, organize, and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, which just launched on August 1, 2023!
If you’ve ever spent any time thinking about retiring or any other reason for why you might sell your business somewhere down the line, don’t miss today’s show!
My guest, David Lupberger, helps contractors with strategies in exit planning when they’re thinking about selling their businesses. There’s a lot that goes into this planning, and that is what we’re going to get into today.
David is not only a business coach, but he’s also the owner of Remodel Force, an author, and he currently writes a monthly column for Qualified Remodeler magazine. He is a friend of mine and a fellow member of an amazing Mastermind group.
What you'll hear in this episode:
- When most business owners walk out the door, the value of that business walks with them because their businesses depended on their participation, their knowledge, and their experience.
- According to David, your real job is to work yourself out of day-to-day-operations, because the long-term goal is that the company works as well and creates revenue as well without you as it does with you.
- You create equity, a transferable asset, when you have a company and people that can continue when you’re not in the day-to-day operations.
- David addresses the “value” of a company.
- Preparing to leave can take years, and involves contingency planning.
- Three things to consider regarding the end purpose of your business:
- When do I want to transition out of day-to-day?
- If I’m replacing myself, which will usually increase overhead costs:
- Do I have a financial foundation in place to deal with that overhead?
- How will I increase revenue to pay for that additional overhead?
- Am I able to identify a successor?
- With exit planning, allow for a minimum of five years, and realistically seven to eight years.
- David explains the rewarding and transferring of equity concept.
- David drills down into various contingency scenarios and explains why having back-up plans is so vital.
Connect with David!
Website - Take Your Exit Readiness Assessment!
Book Mentioned:
The E-Myth by Michael E. Gerber
Resources:
Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!
Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!
Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
We need reviews of the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach
Be the modern-day contractor! We help you leverage technology to generate, organize, and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, which just launched on August 1, 2023!
What is the #1 complaint I hear from roofing contractors? They have NO free time to be with their families and friends, and their weekends are filled with phone calls, emails, and work. There is a better way! Join us to learn why you are wasting your time with the wrong tasks for the wrong people—and what you can do about it.
Dave is joined by Dominic Rubino of Profit Toolbelt. He is a real-world business coach with a varied business background, and he has worked with contractors of all types for over 20 years. Dom knows the challenges that contractors face, and he’s here to stop the insanity of working 24/7 and sacrificing family and free time to chase profit. He joined us previously on Episode 231: 8 Sales Mistakes Roofing Contractors Make, so take a listen to learn more from Dom.
What you’ll hear in this episode: * How to ask the right questions to any potential customer so you don’t waste your valuable time * Dom’s 5 Questions to Kick Out Tire-Kickers (Text “tirekickers” to 315-903-7853 to get your free download!) * Why practice leads to higher conversion rates * How to show the potential customer that you care * How to focus on what the potential customer wants to know about budget, need, timing, trust, and technical * Why time management is actually priority management * How to go after the best jobs and not waste your time on the rest * Learn Dom’s strategy: How to “be a lion in a room full of zebras” * Why Dom says, “You don’t have time because you’re spending your time wrong.”
Resources: Connect with Dominic Rubino: Website, LinkedIn, Instagram, Email, and Profit Toolbelt Podcast
Find tons of resources on Dom’s Website; feel free to text him at 315-903-7853.
If you’re interested in learning more about The Roofer Mastermind groups or our Coaching Programs text me at (510) 612-1450 or book a free strategy call with me at https://davesullivan.as.me/free-strategy-call
Download my FREE 1 Page Business Plan and get organized, focused, and profitable https://theroofershow.com/plan
Vetted Sponsors of the Roofer Show Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! https://get.ruby.com/theroofercoach.
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, just launched on August 1, 2023!
What you’ll hear in this episode:
- A recap of John’s week and Dave’s week
- The value of going to conferences–IF you implement what you learn
- Why getting back to the basics begins with communication and answering every phone call
- How DeLaurier Roofing uses systems and processes to do radius marketing
- How Daniel came to SendJim four years ago and now helps contractors leverage their customer lists with automation
- How SendJim handles Quote Follow-up for their clients–AND increases their close rate
- How to stay “top of mind” in the neighborhood and get referrals
- Why “multiple touch” marketing works best
- How you can learn more about SendJim via a screen share video and a guaranteed ROI
Resources Check out these videos for Radius Bomb and Neighbor Mailing:
- Radius Bomb Property and Demographic Filters June Update
- Neighbor Mailing Filters August Update
For anyone who would like to sign up for a demo of SendJim, please schedule that at https://learn.servicemoxie.com/schedule-product-demo. Make sure you mention The Roofer Show Podcast for those exclusive templates. If you’re interested in learning more about The Roofer Mastermind groups or our Coaching Programs text me at (510) 612-1450 or book a free strategy call with me at https://davesullivan.as.me/free-strategy-call Download my FREE 1 Page Business Plan and get organized, focused, and profitable https://theroofershow.com/plan
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! https://get.ruby.com/theroofercoach. Be the modern-day contractor! We help you leverage technology to generate, organize, and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, just launched on August 1, 2023!
Welcome to The Roofer Coach podcast! We have made some changes and improvements and are rebranding the podcast, business, and platforms from The Roofer Show to The Roofer Coach. Everything we do here is to help you grow a more successful roofing business! We want to help contractors, and we keep it simple by giving you tools to make things happen. I’m joined by my co-host, John DeLaurier, who brings a wealth of knowledge and experience to the table.
Today’s show focuses on the value of a service department in your roofing business, and our guest is Brian Mitchell from the Sales Transformation Group. Brian has immense experience in building service departments, and he teaches others to build their service department and sell with confidence. Join us to learn more from Brian!
Check out the courses available at www.salestransformationgroup.com/roofershow.
***Today’s ONE THING: The One-Page Business Plan can help you know your ideal customer and not try to serve EVERYONE. It will help you identify your avatar, focus on the services that deliver the most value and profitability, and stick with serving your region with excellence.
What you’ll hear in this episode:
- A recap of the past week from John and Dave
- A reminder about the Employee Retention Credit (ERC) that we covered in detail in Episode 284; I have clients who are getting BIG money refunds. Check out www.rpcfinancial.com to learn more and see if you qualify!
- John gives his insight into commercial roofing repairs (You CAN be profitable with a service department– if you do it right!)
- This is a Non-Scale Zone! Why The Roofer Coach focuses on profitability rather than scaling your business
- The importance of the “three-legged stool” of your business, your two-week vacation, and why you need The One-Page Business Plan from our website (Click on Start Here to get your copy!)
- How your service department solves problems and offers huge savings to the building owner
From Brian:
- How Brian ended up writing a sales training course on building service departments
- Why roofing service departments are built to withstand recessions and economic downturns and maintain profitability
- How (and why) you should get started with a service department
- How to use Brian’s pyramid model to structure your service department
- Why proposals, marketing, and sales are different in service
- An overview of Brian’s course, software, and coaching program at the Sales Transformation Group
Resources To connect with Brian and check out his program, go to
salestransformationgroup.com/roofershow
If you’re interested in learning more about The Roofer Mastermind groups or our Coaching Programs text me at (510) 612-1450 or book a free strategy call with me at https://davesullivan.as.me/free-strategy-call
Download my FREE 1 Page Business Plan and get organized, focused, and profitable https://theroofershow.com/plan
Vetted Sponsors of the Roofer Show Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! https://get.ruby.com/theroofercoach.
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, which just launched on August 1, 2023!
In today's episode, Dan Sullivan and John DeLaurier reveal how they attract the best people to work for them. Be sure to tune in to hear more!
Resources If you’re interested in learning more about The Roofer Mastermind groups or our Coaching Programs text me at (510) 612-1450 or book a free strategy call with me at https://davesullivan.as.me/free-strategy-call
Download my FREE 1 Page Business Plan and get organized, focused, and profitable https://theroofershow.com/plan
Vetted Sponsors of the Roofer Show Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! https://get.ruby.com/theroofercoach.
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, just launched on August 1, 2023!
What are the trends affecting your roofing business in 2023? How can you prepare to grow your profitability with a solid marketing plan despite slowdowns in the industry? Join us to learn more in today’s show!
We are joined by Aaron Hockel, who is a frequent guest on the show because he has great insights about marketing, online reviews, and getting quality leads. Aaron is a partner and vice president at AltaVista Strategic Partners, and I call him my marketing go-to guy. Join us to get valuable marketing advice about today’s changing roofing industry.
My co-host, John DeLaurier, has just returned from the Roofing Process Conference in Orlando, and he gives an update about how this conference is changing his business for the better and why you don’t want to miss the next one.
***Today’s ONE THING: Fresh from the conference, John shares his big takeaways as the value of a tool like RoofQuote PRO from Roofle and the importance of being consistent in answering the questions that homeowners have (from Marcus Sheridan, author of They Ask You Answer).
What you’ll hear in this episode: * An update from Aaron about what’s going on at AltaVista SP right now * What Aaron sees as current trends around competition in the roofing business and the “pie getting smaller” * Why you need a tactical plan for the profitability growth you want in 2023–and commit to spending at least 5% on marketing * Steps to take to boost your $3M roofing business to $5M * How to capitalize on brand marketing opportunities to dominate your area * Why the old-school mentality will not work in today’s roofing market * Why online reviews matter to your roofing business–and how to get them in the easiest ways possible * How AltaVista can implement the individual aspects of your marketing plan by being the “doer” for you
Resources Connect with Aaron Hockel: AltaVista Strategic Partners (Schedule your free discovery call today!)
Email Aaron: aaron@altavistasp.com
If you’re interested in learning more about The Roofer Mastermind groups or our Coaching Programs text me at (510) 612-1450 or book a free strategy call with me at https://davesullivan.as.me/free-strategy-call
Download my FREE 1 Page Business Plan and get organized, focused, and profitable https://theroofershow.com/plan
Vetted Sponsors of the Roofer Show Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! https://get.ruby.com/theroofercoach.
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, just launched on August 1, 2023!
In this episode, Dave and John dive into a discussion about various aspects of marketing strategies and customer engagement in the roofing business. They discuss their recent mastermind group meeting, highlighting the value of collaboration and camaraderie.
In today’s discussion, our panel of roofing experts dives into the use of yard signs, QR codes, automated review systems, and more. They also discuss the power of using vanity phone numbers and the magic of QR codes that bridge the gap between physical signs and online presence.
You’ll hear about the world of customer reviews, as the panel debates the nuances of automated review request systems and the age-old question of who on the team should take the lead in garnering those invaluable star ratings. This episode is your ticket to staying ahead in the competitive roofing industry with the kind of marketing wisdom that will leave you fired up and ready to conquer!
Episode Highlights:
- John shares his approach to pre-qualifying leads, utilizing inside sales and automations to streamline the process.
- The importance of a strong online presence and communication in closing deals remotely
- Using Loom videos to present proposals remotely
- The transition from the initial presentation to Proline's automated follow-ups
- Dave discusses the effectiveness of using Yelp for generating leads without paid ads.
-
The challenges and limitations of platforms like Nextdoor
-
Collaboration and knowledge sharing through mastermind groups
- The significance of networking and business growth
- Personal development and support in the roofing industry
- Effective pre-qualification strategies and utilizing inside sales
- Using Loom videos for remote proposal presentations
-
The power of automation in roofing sales and marketing
-
The effectiveness of yard signs as a powerful tool for generating leads and jobs.
- Exploring the design elements of yard signs, including the company logo and a catchy vanity phone number.
- The role of QR codes on yard signs and their potential impact on customer engagement.
- A comparison of different marketing strategies, from postcards to SEO, and their respective outcomes.
- The challenges and benefits of using automated review request systems with gatekeeper features.
- The debate on whether sales reps or other team members should be responsible for requesting customer reviews.
- The significance of timely responses to reviews and the importance of nurturing positive customer relationships.
- Consideration of using automation tools like Proline for effective review requests and management.
- Insights into the challenges and nuances of Google Local Services and the variations in review systems across platforms.
Resources:
If you’re interested in learning more about The Roofer Mastermind groups or our Coaching Programs text me at (510) 612-1450 or book a free strategy call with me at https://davesullivan.as.me/free-strategy-call
Download my FREE 1 Page Business Plan and get organized, focused, and profitable https://theroofershow.com/plan
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://get.ruby.com/theroofercoach.
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
Why do so many roofing businesses fail? Why do many family roofing businesses fizzle out before the second and third generations? Today’s guest has the perspective and experience to give us the answers. Join us to learn more!
We are joined by Chris Diroll of Tresnak Roofing, located in the Detroit area. Chris took his corporate background in manufacturing into the family roofing business, and now he is finding success in helping other contractors make their businesses more profitable. Chris joined us previously for Episode 328 about the value of a virtual assistant to a roofing business. Before our conversation with Chris, John DeLaurier gives updates about the new ProLine CRM, just launched on August 1. Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
What you’ll hear in this episode:
- How Chris has found his place as a consultant, helping other contractors find solutions and clean up their processes
- Why contracting businesses are much different than they were a few years ago
- Why having an Exit Plan is crucial for your family and the legacy of your business
- Why the majority of family businesses don’t make it to the 2nd or 3rd generation
- How automated systems and processes make every roofing business more profitable and give a better customer experience
- How to move the needle on your roofing business
- Why your pre-qualification process should be an interview for every homeowner
- Two important factors in your business: revenue per capita and gross profit per day
- Why “busy” does NOT equal profit
- Why contractor mastermind groups are super valuable, along with consultants/coaches, and podcasts like this one
Resources:
Connect with Chris Diroll and Tresnak Roofing: Facebook
Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!
Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!
Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
We need reviews of the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, just launched on August 1, 2023!
We are joined by Jim Ahlin, co-founder of Roofer Marketers and host of the Roofer Success podcast. He does exclusive work with roofers, helping with digital marketing strategies, better brand recognition, and sales growth. His unique approach to marketing in the roofing industry can help set you up for success and profitability.
***Today’s ONE THING: 2023 is shaping up to be a different kind of year for roofing contractors. The One-Page Business Plan can help you know your ideal customer and not try to serve EVERYONE. It will help you identify your avatar, focus on the services that deliver the most value and profitability, and stick with serving your region with excellence. We can help you identify the WHAT, WHO, WHERE, and WHY of your business. Visit The Roofer Coach on Instagram to learn more!
What you’ll hear in this episode:
- Highlights of Jim’s journey to what he does with Roofer Marketers–and why he works exclusively with roofers today
- Referrals should be the foundation of your growing business as a starting point
- How to “fill the gap” with your marketing dollars (which should be about 5% of your gross revenue)
- Know your numbers, including your CAC (Customer Acquisition Cost)
- We should say NO more often–Prequalification makes the difference!
- Why you need to rethink your website language, blog posts, and the message you are sending out (Focus on Market, Message, and Media.)
- Why Jim recommends using Google Local Services Ads for lead sources
- “Plant” the SEO seed from the beginning and “stack” the layers of marketing
- How to set the expectation for your marketing channels for short-term, middle-term, and long-term
- John’s take on lead sources like Yelp: “Have a plan and do research for your market.”
- Jim’s advice about working on your marketing fundamentals
- What to consider in speaking to a different demographic if you pursue commercial customers
- Jim’s tips on making friends and meeting your customers
- John’s takeaway tip: “Try to learn from the mistakes of others–and execute.”
Resources:
Connect with Jim: Website (Contractors can get a free copy of The Best Known Roofer!), Internet Marketing for Roofing Contractors, The Best Known Roofer, Facebook, Instagram, Roofing Success Podcast, and YouTube
Mentioned by Jim: The Ultimate Sales Machine by Chet Holmes
Connect with John DeLaurier: www.calldrr.com, Instagram, Facebook, and Email
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofercoach.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
I need reviews for the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with get.ruby.com/roofercoach .
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
Today we are going to discuss how to run a profitable business so you can build an organization that does not rely on just you. If your company can't run without you, you don't have a business and you have to build this up because there's no value. When you're going to get to the end of the road, whatever that might be, you're gonna sell your business, you're gonna pass it down to your kids, you're gonna roll it up, whatever, you're not gonna be there.
I’m happy to be joined by Michael Stone, a return guest on the podcast, to help you get on the right track with your business and make your numbers work!
Connect with Michael:
Find out about Michael’s course, Making the Numbers Work in Construction Markup And Profit or call Michael at 360-335-1100
Markup and Profit by Michael C. Stone
Resources:
Connect with John DeLaurier: www.calldrr.com, Instagram, Facebook, and Email
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofercoach.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
I need reviews for the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://get.ruby.com/theroofercoach.
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
Today, Dave is joined by John DeLaurier from DeLaurier Roofing in Savannah, Georgia. They discuss the importance of having a well-balanced business and personal life. John shares updates on his roofing business, highlighting the success of their Athens location and the ongoing efforts to expand in the Savannah area.
They talk about the challenges of building a team and the mistakes John made in the early stages of his business. John emphasizes the importance of generating leads and implementing effective follow-up strategies. To solve this problem, John and his marketing partner AJ, developed Proline, a software solution that automates communication through text messages and emails, leading to increased close rates for leads and improved profitability.
Dave and John also discuss the importance of having a team-oriented approach, treating employees well, and fostering a positive work environment. They emphasize the value of coaching and the benefits of the mastermind group they run for contractors.
Resources:
Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!
Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!
Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
We need reviews of the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow.
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
Know your numbers! You’ve heard it here at least a million times. “Keeping score” is one leg of the three-legged stool of your business, and one of the most important numbers is your gross profit. The roofing business is packed with ups and downs around your cash flow, and you need to navigate that ride with the right approach. Join us to learn more in today’s show!
Diane Gilson created Info Plus Accounting in 1994 to help business owners. She has created many workshops and classes for contractors and is recognized as a top expert in her field. She is Dave’s go-to financial guru, and she returns to today’s show with more expert advice. Diane knows the numbers of the roofing business inside and out, and she loves to teach others how to handle the month-to-month rollercoaster of gross profit.
Before our interview with Diane, hear the conversation between Dave and John DeLaurier about a specific job of John’s that went south quickly with a customer who was impossible to please–and how John handled the situation. On the other hand, he shares the success of a big job that is going well and staying well under budget. Dave gives insight into a consulting job of his on a huge, multimillion-dollar commercial roofing project.
What you’ll hear in this episode:
- How knowing your numbers will keep you on a constant correction process, which is necessary for gross profit
- How Diane came to the work she does today
- What is gross profit? Why does it matter?
- Considerations in a cash-basis business
- How accrual basis accounting works with mismatching and adjustments
- Why the first step in conquering the gross profit rollercoaster is to have an estimate
- How your bookkeeper can get more training and knowledge
- An overview of Diane’s resources and classes
Resources:
Connect with Diane and find lots of resources and information: Website
Get Diane’s FREE ebook, A Tale of 4 Companies.
Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!
Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!
Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
We need reviews of the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
Welcome to The Roofer Coach podcast! We have made some changes and improvements and are rebranding the podcast, business, and platforms from The Roofer Show to The Roofer Coach. Everything we do here is to help you grow a more successful roofing business! We want to help contractors, and we keep it simple by giving you tools to make things happen. I’m joined by my co-host, John DeLaurier, who brings a wealth of knowledge and experience to the table.
We are joined today by Luke Hansen from CompanyCam. The superior service provided by CompanyCam is the best way to ensure that your customers have the best roofing experience. Luke explains the new features coming soon to CompanyCam that will help get those Google reviews that are vital to your roofing business. Join us now!
***Today’s ONE THING: Getting reviews is a HUGE deal! Most contractors don’t do this very well, but getting reviews should be one simple step in your standard sales process. Reviews will help your business grow, and everything begins when you establish good communication with your customers from the very first phone call.
What you’ll hear in this episode:
- How CompanyCam works to document job site details for you–and make everything easier!
- “What’s in it for me?” as a contractor in using CompanyCam
- Why CompanyCam operates in alignment with its mission: “To build trust through truth and transparency”
- How DeLaurier Roofing uses CompanyCam in their production process
- Why CompanyCam is working to improve and simplify the accessibility of the app
- Why CompanyCam wants to help contractors get each job and be the differentiator for their business
- How Dave’s company used their “Perfect 10” list to ensure a quality job for the homeowner
- How CompanyCam prevents every job from being a problem
- How CompanyCam differentiates between “structured capture” and “unstructured capture”
- What’s coming soon for CompanyCam
- Today’s “Stupid Roofer Story” of bookkeeper embezzlement to the tune of $400,000!
Resources:
Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!
Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!
Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
We need reviews of the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
In today's show, Dave and John speak with branding expert, Dan Antonelli about the importance of selecting the correct brand for your business in order to attract clients and to save you money in the long run. Dan is and author and the President and Creative Director of Kick Start. Be sure to tune in to hear more!
Resources:
Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!
Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!
Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
We need reviews of the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
Today, Dave Sullivan discusses a recent mastermind group session where they answered questions and shared insights on various topics related to the roofing industry. They covered topics such as improving leads from Google local services, getting more five-star reviews, optimizing Google My Business page rankings, and the importance of business planning. Dave emphasizes the value of coaching and encourages listeners to take action to accelerate their business growth. The episode also features guests Stephen Knuth, John Gardner, and John Delore, who share their expertise and discuss technology and business improvement in the roofing industry.
Be sure to tune in to hear all the details!
Running a roofing business is a journey fueled by blood, sweat, and tears. No matter how much money you have, you want to optimize your marketing dollars to get the most bang for your buck. Today’s show will be helpful for roofers at any and every stage of the business, whether you’re a grizzled veteran in the business or a rookie who is just starting. Let’s talk about how to best spend those marketing dollars!
Tim Brown is the owner/CEO of the Hook Agency, where he teaches people how to optimize their websites, improve their SEO, and drive more Google traffic to their websites. His marketing strategies help contractors focus their marketing on their best customers. Tim has been featured on several episodes of The Roofer Coach, and we are glad he’s here to share more marketing insights with us today.
Before we jump into the conversation with today’s guest, my co-host, John DeLaurier, and I are discussing how our contractor mastermind groups work. The benefits to these groups are numerous, and the camaraderie and collaboration go a long way in helping us solve problems that are common in our industry. If you’d like more information, visit The Roofer Mastermind.
What you’ll hear in this episode:
- Guidelines for spending marketing dollars in fiscally-responsible ways
- Where to focus and where to start to market to your ideal customer
- 5 steps to market your roofing business:
- Build your brand with a clear, memorable, and specific name, logo, message, story, and tagline.
- Pay attention to your Google Business Profile and Google Local Service Ads, making sure that your NAP (name, address, and phone #) listings are consistent.
- Get more reviews on a regular basis.
- Have a professional website design that speaks to your customer.
-
Start small as you begin your SEO journey, but start with a plan.
-
The difference in a good website and a bad website
- How the Hook Agency does website design, and how they created the website for DeLaurier Roofing
Resources:
Connect with Tim Brown and the Hook Agency: www.hookagency.com
Whitespark listing service mentioned
Previous Episodes with Tim
Episode 208: Attract More Website Visitors That Turn Into Appointments That Turn Into Sales with Tim Brown
Episode 255: Attract More Website Visitors That Turn Into Appointments That Turn Into Sales with Tim Brown
Episode 267: How To Design A Website To Convert Visitors Into Sales, with Tim Brown
Episode 294: When To Bring Your Marketing In House with Tim Brown
Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!
Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!
Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
We need reviews of the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
It’s always nice to talk to someone in the business who is doing it RIGHT. Tommy Mello, “The Home Service Expert,” knows how to take care of his team members, customers, and himself. His business, A1 Garage Door Service, began in 2007 and grew to be a $30 million-plus home service business with over 200 employees in nine states in just seven years. He hosts The Home Service Expert podcast and has written a book, The Home Service Millionaire: What Successful Home Service Entrepreneurs Do To Make More Money AND Work Less.
Tommy has built a thriving Facebook group, the Home Service Expert Community, which is “a community of resilient business owners who are hungry to learn and grow.” We can learn a lot from Tommy– because whatever you are going through, he has been there. He knows what he’s doing, and he has practical principles that can set you on the path to success. Join us!
What you’ll hear in this episode:
- How Tommy has learned to hire out the tasks he knows he isn’t good at and live a life he enjoys
- Why Tommy focuses on living big today and surrounding himself with successful people
- How Tommy has learned to live with perseverance and tenacity
- Why it pays off to build a business that is a sellable asset
- Why you have to start with your WHY
- Why it’s important to know your numbers and operate with accountability
- How Tommy has been committed to working ON his business–not IN his business
- The importance of the three letters A-S-K
- How Tommy trains employees to master eye contact, body posture, and building relationships with clients
- What it takes to be a good salesman
- What’s most important in recruiting A-players
- The most important KPIs (key performance indicators) to track
- Why Tommy makes the investment to have coaches to help him
Resources:
Connect with Tommy:
Website (and podcast)
Home Service Millionaire book
Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!
Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!
Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
We need reviews of the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
Every roofing contractor wants MORE leads, MORE activity, and MORE sales. The big question is, “How do I make those things happen?” Today’s show is about using AI technology as part of a cohesive strategy to get there. If you aren’t taking advantage of what AI can do for your roofing business, you are already behind the times. Get with the program! Don’t be afraid to branch out and learn something new! Join us to learn more!
I’m joined by Aaron Hockel, a partner and the VP of Digital Marketing at AltaVista Strategic Partners. He is a marketing expert who specializes in working with both commercial and residential roofing contractors, acting as their marketing coordinator to do the behind-the-scenes work to get more qualified leads and sales for his clients.
What you’ll hear in this episode:
- How AI is transforming roofing businesses to save time and manpower and get more qualified leads
- From Dave: An example of using ChatGPT to generate an outline of marketing tips
- How Aaron is using ChatGPT to keep up with technology advances
- Why you might be wasting money with your current marketing plan
- What AltaVista does in their behind-the-scenes work with clients to improve SEO and revamp marketing strategies
- Why any tool, like ChatGPT, must be used with guidance as part of a well-defined marketing plan with a cohesive strategy
- Why you have to use caution with any AI tool
- Why most contractors are NOT investing enough dollars in marketing and not spending in the right places
Resources:
Connect with Aaron and AltaVista: Website, LinkedIn, Email, or call 443-960-4004
Books mentioned: They Ask You Answer by Marcus Sheridan
Past episodes featuring Aaron Hockel: Ep. 34 and Ep. 163
Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!
Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!
Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
We need reviews of the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
Are you taking advantage of technology for today’s best time-saving hacks? A virtual assistant can make ALL the difference in your roofing business! Today’s conversation is about finding a VA and determining what tasks they should do to improve your profitability and refine the touchpoints you have with every customer. Blending cutting-edge technologies and automation with the human element is the BEST way to grow your roofing business intelligently.
My co-host, John DeLaurier, and I are joined by Chris Diroll of Tresnak Roofing in the Detroit area. Chris has taken his manufacturing background into the family roofing business, and he is finding great success with the crew of virtual assistants that work with him in various ways. He shares what he has learned and implemented to tweak and refine his sales process.
What you’ll hear in this episode:
- How Chris implemented the move from pen/paper to using more automation in problem-solving from day to day
- How COVID made innovation a necessity for Chris’ roofing business
- How John uses reverse engineering to identify the WHY of what he does, what he wants his life to look like, and how the numbers fit into that purpose
- Why it’s important to streamline your work hours with timesaving techniques and spend your time on $1000/hour activities instead of $25/hour stuff
- Why Chris began using VAs to streamline his sales process with scorecard reports, lead follow-up, and prequalification—and much more
- How VAs can function as inside salespeople who have a thorough working knowledge of your business
- How John’s VA, Kathleen, helps streamline the prequalification process so DeLaurier Roofing is only dealing with target customers–and making a great first impression
- How Chris’ team of VAs functions to divide tasks and subtasks to make his life easier, increase touchpoints with customers, and have a backup in place for every contingency
- How Chris trains his team on SOPs and uses new technologies in every step of the sales process
- Why Chris uses his website as his primary sales tool
Resources:
Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!
Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!
Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
We need reviews of the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
Is the newest technology necessary for success in the roofing business? Is there a place for AI in our industry? Maybe it’s time for you to uplevel your sales process and marketing efforts with new, exciting technology, and that’s our focus for this episode. Our guest is a self-proclaimed computer and technology nerd who just happened to find his happy place in a profession he never imagined for himself, the roofing business. Join us for helpful insights and information from today’s guest!
Stephen Knuth is a highly skilled roofing sales professional currently serving as Director of Sales at Quality Discount Roofing in Jacksonville, Florida. Stephen’s company came to our attention when they won the prestigious 2023 Innovator of the Year Pinnacle Award at the Owens Corning Platinum Conference. With a background in the tech business, Stephen brings proven systems and processes and meticulous attention to detail to every project he undertakes, ensuring exceptional quality and customer satisfaction. In this episode, Stephen shares how Quality Discount Roofing is handling changes and updates to the ever-changing automation processes that are the key to their success and profitability.
Before we jump into our interview with Stephen, I want to share a clip from our mastermind group this week in which John DeLaurier shares more about his sales process. In our mastermind group, we currently have eight contractors who meet once each month, and we have a great time as we learn from each other. Maybe our mastermind is the right fit for you! Visit our Contact page at theroofershow.com to learn more!
What you’ll hear in this episode:
- How Stephen learned the ropes of roofing sales the hard way
- How Quality Discount Roofing has implemented more technology available through their CRM system, AccuLynx
- Why even the latest and greatest technology is worthless unless you utilize it
- How the roofing business is learning to implement AI tools like ChatGPT
- Why Google SEO is HUGE for any roofing contractor–but it has to be used in the right way
- Stephen’s take on marketing with a targeted net, spending marketing dollars aimed at the ideal customer, and using a specific and consistent sales process
Why the customer experience is everything in the roofing business (Every touch by your staff should have the end goal of a 5-star review from a great customer experience!)
Resources:
Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!
Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!
Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
We need reviews of the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
Sell Me This Pen
If you saw the movie The Wolf of Wall Street you’ll remember the final scene where Leo, just out of jail and banned from selling stocks, is teaching a group of eager salesmen looking for the “silver bullet” of selling.
Leo asks a nervous victim in the front row that classic sales manager question, “Sell Me This Pen”. The movie ends before we get the answer.
Today, I show you the right way to answer this question and how it applies to home services sales.
The 4 Takeaways:
-
Establish the need and problem by asking questions. Then LISTEN.
-
Provide a solution and get his agreement.
-
Ask if there is an opportunity to expand and up sell the sale.
-
Only after getting his agreement and trust along the way do we ask for the order and close the deal.
The question is asked to make you feel uncomfortable. Turn it around and take control of the sale process.
Resources:
Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!
Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!
Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
We need reviews of the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
The recession is coming! The recession is coming! That’s what you hear on the news every night. Manufacturing is down, property values down, and retail stores filing bankruptcy.
But construction is booming, we can’t find people to do the work because unemployment is low, and the stock market is at record highs.
Recession? What recession? What’s going on?
It’s been over 10 years since the last recession and most of our listeners weren’t even in business then. All they know is business is great and it’s going to last forever!
But the party is coming to an end. It’s just that nobody knows when.
What have you done to prepare your business to not only survive but position yourself to thrive during a downturn in the economy?
Today I’m going to give you 10 simple tips to recession-proof your business and also take advantage of the opportunities when the economy comes back.
Show Highlights: * Tip No. 1: Be prepared by having a plan. Download my FREE 1-page business plan to simplify your process. This plan asks you the important questions, the ones that really get you to think about what your business is, where you’re making your money, what your ideal customer looks like, where’s your business going to come from, etc. * This will also help you figure out where you want to go with it. If you’re looking at retiring in 5 years, that takes some serious planning. If you’re a young person starting out, you want to build a business that’s sellable, and that can support you in the lifestyle to which you've become accustomed. * Tip No. 2: You need to know where you’re making your money (residential, commercial, etc) because when things slow down, you’re going to want to focus on that niche and bag the rest of it. You want to see what it looks like to have a 20% drop in business. * What tends to happen during recessions is a building owner isn’t going to want to spend big money to put a new roof on, so they’re going to look at repairs (maintenance, coatings, resurfacing). This is where a huge opportunity exists. It is a low cost, low risk, high margins business. If you have a service department, now is the time to get the process down, and consider expanding. Service is a great profit center both inside and outside of a recession. If you do not have a service department, it might be time to consider one. * Check out the Show Notes for a link to my past podcast with Greg Hayne on How To Start An Extremely Profitable Service Department! * Tip No. 3: Cash! Have a lot of cash on hand to get you through a lean period to cover your overhead. Having a good amount of working capital solves a lot of problems. It will also be useful in case of opportunities present themselves. * Collect your money on accounts receivables. If you aren’t in the practice of doing this regularly, you need to start getting a good process put in place. This is how you make your profits, and where your cash is going to come from. When things slow down, people are slow to pay, so you need a way to stay on top of this. * Check out the Show Notes for a link to my past podcast with Thea Dudley on 5 Reasons You May Have Cash Flow Problems! * Check out the Show Notes for a link to my past podcast with Alex Barthet on How To Get Paid! * Tip No. 4: Cut the fat! What expenses do you currently have that you can cut back on? Do it now so it isn’t so painful later. * Tip No. 5: Have your sales process down. When things slow down, there will be fewer opportunities, so you need to have a properly trained sales force that can go out there and sell for a higher price so that you can get your margins. * Tip No. 6: Know your numbers. The number one reason contractors go out of business is because they don’t charge enough money for their services. This is because they don’t understand the costs of doing business. When the market turns, you’ll have to be more competitive, and you can only do that if you understand your costs. You need a good reporting system.s, * Tip No. 7: Have a good CRM set up to track your team, leads, jobs, and scheduling. * Quick Tip: A good way to rustle up some business that you may not have thought of is dead leads! A simple way to bring those leads back to life is to send an email with the subject line, “Are you still looking to re-roof your home in (City)?” In the body of the email, just state “Let me know.” Include your contact information, your signature, and that’s it! Send to all your dead leads! * Tip No. 8: Make sure your website is fully optimized to attract visitors and to convert them, building trust as you go, into an actual lead. Then convert the leads into sales. * Tip No. 9: Tips for your website: * Establish yourself as an expert. * It has to be fast and look great on a mobile device. * Have the button on your website that they can click to call you. * Don’t use stock photos. Show photos of your guys and your equipment. * Have a good “About” page. Include your photo and a short welcome video. * Tip No. 10: Make sure that you’re getting reviews. Make it an easy system by asking for a review upon completion of a project and making it a part of your sales process. * Bonus Tips: 11) Get with your bank and set up a credit line. 12) Be sure you’re taking your discounts with vendors. 13) Don’t cut your marketing; increase it. You want repeat business and referral business. 14) Put out a newsletter to keep your name out in front of everyone.
Resources:
Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!
Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!
Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
We need reviews of the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
A winning sales process is a MUST to have a profitable roofing business. Many contractors are seeing a drop in profit as the US economy slows down. Whether your sales are trending upward or going in the other direction, there are always tweaks that can take you to the next level. Join us to learn about a winning sales process!
Today, we continue the conversation from last week's episode.
Resources:
Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!
Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!
Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
We need reviews of the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
In today's episode, learn how to use a winning sales process in a slowing economy.
Resources:
Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!
Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!
Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
We need reviews of the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
To run a profitable roofing business, you have to understand the basics of accounting and the basics of setting up your financial system.
In this episode, I discuss with my go-to accounting expert, Diane Gilson, the easiest way to do just that!
Diane Gilson created Info Plus(+) Accounting® In 1994 to help business owners establish job-cost accounting systems so they can access critical day-to-day operations data using QuickBooks as their primary management accounting tool.
Diane’s passion is designing, customizing, and upgrading accounting systems and financial controls for small to mid-sized construction and manufacturing companies.
What you’ll hear in this episode:
- Re-organize the Chart of Accounts so that it provides more meaningful and useful information
- Construction businesses fail when owners don’t charge enough money because they don’t understand their costs
- The Chart of Accounts is your accounting system foundation
- Understanding direct costs
- Above and below the line and why it’s important to get this right
- Consistency is necessary to do comparisons of estimates vs. actuals
- How to keep your Chart of Accounts simple
- Having a consistent cash flow allows you to take a regular salary
- Net profit is NOT part of your salary, it is money that you’ll be reinvesting into the business
- Diane has created a Building Your Chart of Accounts Class!
- Why you shouldn’t ignore your balance sheet
Resources:
Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!
Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!
Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
We need reviews of the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
Diane’s Resources:
Diane’s Website: Build Your Numbers
Building Your Chart of Accounts Class
Remodeling Your QuickBooks Chart of Accounts
Time Tracking and (Job-Costing) Payroll Class
Enjoy These Other Podcast Episodes Featuring Diane Gilson:
77: The Cost of Chaos: What’s It Costing Your Company with Diane Gilson
112: How To Calculate Your True Labor Burden And Why It Matters With Diane Gilson
105: Increase Your Profit With Effective Job Costing Reports With Diane Gilson
In today's episode, learn how to take control of your marketing with Joseph Hughes from Contractor Dynamics!
Resources:
Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!
Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!
Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
We need reviews of the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
I’m so excited to bring you this interview today. Rick Dutmer is my old business coach that helped me build my roofing company over the course of thirty years into an extremely profitable business so that I was later able to successfully exit and do the things that I wanted to do in life.
When I first hired Rick, I was really struggling and wearing all the hats in the business. I knew there was a better way, and Rick was the one that helped guide me through it all, and it started with building a business plan that set me up with a saleable business.
Today you’ll hear all about how to build a profitable business that will support you and your family with a great lifestyle, how to build a valuable business that you can sell when you’re ready to retire, and so much more.
What Rick did for my roofing business, I can do for yours. Have you downloaded my FREE 1-Page Business Plan, yet?
What you’ll hear in this episode:
- Rick shares how his business background has helped contractors improve their own businesses.
- Rick provides an overview of the process he used in helping Dave build his business plan.
- While building your business up, always be thinking about the horizon! This is when business goals transition to more of a business/personal goal.
- You have a strategy for growing your business and for growing your people. What’s your strategy for exiting?
- Rick addresses the main reason that contractors go out of business.
- “Profit thrills, volume kills”
- Building a business that has saleable value depends on your goals.
- You must have a strong team that will continue the business beyond you or your generation.
- Rick’s recommendations around selling if/when you decide to exit.
- Roll-ups: the good, the bad, and the ugly.
Resources:
Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!
Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!
Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
We need reviews of the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
In order to grow a solid and profitable roofing business, you’re going to need salespeople that can get out there and produce for you.
My guest today is Adam Bensman, an expert when it comes to helping salespeople and sales teams reach peak performance. Adam is also known as The Roof Strategist, and he has a podcast with the same name and a YouTube channel, as well.
On today’s show, we’ll be talking about where to find the right kinds of salespeople, how to attract them, and what it takes to build a team of A-players.
Listen in, I think you’re going to find this conversation very helpful!
What You’ll Hear in This Episode:
- Consider your goals, as Adam explains.
- What the average sales should be per rep, per year, conservatively, according to Adam.
- Before you begin hiring, you need a clear plan for what that salesperson will be responsible for.
- Adam discusses the options for paying your salespeople.
- Financial models must be run to maintain your profitability and your financial health in order to stay in business, serve customers, and grow.
- Have transparency with your team on when and how they will get paid.
- Adam details how to find great salespeople and the common mistakes made in the hiring process.
- Adam shares how he breaks down training into three categories.
- Most sales reps waste 80% of their time because they were never shown the most effective and most profitable way to sell by following a proven system.
- Accountability is necessary for managing the team for the retention of performance.
- Ideas for having great sales meetings.
- Thinking fast on your feet is the most valuable skill in sales.
Resources:
Connect with John: Website, Email, Business Builders podcast, and SRS Sales Academy on Facebook
Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!
Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!
Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
We need reviews of the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service!
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!Connect with Adam!
The Roof Strategist
Adam’s sales training includes a 120+ video library for storm and retail roofers!
Adam’s YouTube Channel
Adam’s Email
The Roofing Sales Connection – for sales opportunities
Today, Dave and John are joined by a previous guest on the show, John DeRosa. They discuss how to handle sales objections and close more deals!
Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!
Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!
Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
We need reviews of the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service!
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
Sales are the lifeblood of the roofing business, and referrals are a major part of consistent sales. Today’s show covers how roofing contractors can maximize the potential of a solid referral system to boost sales and radically improve their business. Join us to learn more!
As John looks to expand DeLaurier Roofing with the hire of a new salesman, Dave, and John discuss the plan and process for recruiting, training, and retaining a quality salesperson, along with the variables in compensation. You’ll hear lots of practical information in this discussion!
Our conversation continues with Matt Danskin, owner and creator of the Restoration Referral System. He’s a lifelong learner who uses his unique mindset and drive to crack the code in referral marketing, and he teaches contractors how to build referral relationships with insurance agents for efficient and more profitable work without using high-pressure sales tactics. Matt lives with his wife and sons in Tennessee, but he works across the country as a contractor and consultant.
What you’ll hear in this episode:
- How Matt came to the unique work he does today
- Why many contractors depend on door knocking for sales–and how it works
- How Matt helps clients in the restoration business establish successful referral relationships with insurance agents through online courses and live coaching
- How Matt uses his “6-Factors” to teach clients his referral system
- How Matt focuses on a big problem for roofers and offers a profitable solution
- Why it pays to be very intentional and consistent in implementing Matt’s referral system to stand out above the crowd
- Highlights of Matt’s online university program and live coaching (including his 30-day, 110% money-back guarantee!)
Resources:
Connect with Matt: Website, Instagram, and Facebook
Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!
Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!
Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
We need reviews of the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service!
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
Today, Dave and John speak with a previous guest of the show, Aaron Hockel, about a marketing plan to follow to GROW your roofing business!
Resources
Connect with John DeLaurier: www.calldrr.com, Instagram, Facebook, and Email
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofercoach.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
I need reviews for the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://get.ruby.com/theroofercoach.
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
Today's show features men with a ton of experience in business. Be sure to tune in to learn from the experience of these two construction business coaches with Bryan Kaplan.
Resources:
Connect with John DeLaurier: www.calldrr.com, Instagram, Facebook, and Email
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofercoach.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
I need reviews for the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://get.ruby.com/theroofercoach.
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
Today, Dave and John have a great conversation with Travis Harvego about the future of the roofing business.
Resources:
Connect with John DeLaurier: www.calldrr.com, Instagram, Facebook, and Email
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofercoach.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
I need reviews for the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with get.ruby.com.
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
Today, Dave and John have a wonderful interview with Sarah Allen of Ruby.com.
Resources:
Connect with John DeLaurier: www.calldrr.com, Instagram, Facebook, and Email
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofercoach.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
I need reviews for the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with get.ruby.com.
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
To run a profitable roofing business, you have to understand the basics of accounting and the basics of setting up your financial system.
In this episode, I discuss with my go-to accounting expert, Diane Gilson, the easiest way to do just that!
Diane Gilson created Info Plus(+) Accounting® In 1994 to help business owners establish job-cost accounting systems so they can access critical day-to-day operations data using QuickBooks as their primary management accounting tool.
Diane’s passion is designing, customizing, and upgrading accounting systems and financial controls for small to mid-sized construction and manufacturing companies.
What you’ll hear in this episode:
- Re-organize the Chart of Accounts so that it provides more meaningful and useful information
- Construction businesses fail when owners don’t charge enough money because they don’t understand their costs
- The Chart of Accounts is your accounting system foundation
- Understanding direct costs
- Above and below the line and why it’s important to get this right
- Consistency is necessary to do comparisons of estimates vs. actuals
- How to keep your Chart of Accounts simple
- Having a consistent cash flow allows you to take a regular salary
- Net profit is NOT part of your salary, it is money that you’ll be reinvesting into the business
- Diane has created a Building Your Chart of Accounts Class!
- Why you shouldn’t ignore your balance sheet
Resources:
Connect with John DeLaurier: www.calldrr.com, Instagram, Facebook, and Email
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofercoach.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
I need reviews for the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with get.ruby.com.
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
Diane’s Resources:
Diane’s Website: Build Your Numbers
Download Diane’s FREE ebook here
Building Your Chart of Accounts Class
Remodeling Your QuickBooks Chart of Accounts
Time Tracking and (Job-Costing) Payroll Class
Resources:
Connect with John DeLaurier: www.calldrr.com, Instagram, Facebook, and Email
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofercoach.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
I need reviews for the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with get.ruby.com/roofercoach .
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
Resources:
Connect with John DeLaurier: www.calldrr.com, Instagram, Facebook, and Email
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofercoach.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
I need reviews for the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with get.ruby.com/theroofercoach .
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
Resources:
Connect with John DeLaurier: www.calldrr.com, Instagram, Facebook, and Email
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofercoach.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
I need reviews for the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with get.ruby.com/roofercoach .
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
The smart guy doesn’t learn from his own mistakes, he learns from the mistakes of others! This episode is all about sharing the experiences of others, so it’s best to leave your ego at the door and open your mind because what I share with you today is going to help to get you unstuck and back on track to running a profitable roofing business in 2022!
What you’ll hear in this episode:
- Here are the top ten mistakes that I detail:
-
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1 - Not having a clear vision of where you want to go in your business.
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2 - Not differentiating yourself from the competition.
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3 - Not charging enough money for your work.
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4 - Not understanding your financial statements.
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5 - Not having systems and processes for everything.
-
6 - Not being focused on anything but the sales number.
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7 - Not delegating. You can’t wear all the hats!
-
8 - Not knowing if you’re actually a profitable company.
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9 - Not having a mentor.
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10 - Not staying on top of recruiting, training, and retention.
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- I summarize a few more bonus “top mistakes” to avoid when you want to be a successful roofing contractor.
- Do you have any questions? I would love to hear from you!
Resources:
Connect with John DeLaurier: www.calldrr.com, Instagram, Facebook, and Email
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofercoach.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
I need reviews for the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with get.ruby.com/roofercoach .
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
If you’ve ever spent any time thinking about retiring or any other reason for why you might sell your business somewhere down the line, don’t miss today’s show!
My guest, David Lupberger, helps contractors with strategies in exit planning when they’re thinking about selling their businesses. There’s a lot that goes into this planning, and that is what we’re going to get into today.
David is not only a business coach, but he’s also the owner of Remodel Force, an author, and he currently writes a monthly column for Qualified Remodeler magazine. He is a friend of mine and a fellow member of an amazing Mastermind group.
What you'll hear in this episode:
- When most business owners walk out the door, the value of that business walks with them because their businesses depended on their participation, their knowledge, and their experience.
- According to David, your real job is to work yourself out of day-to-day-operations, because the long-term goal is that the company works as well and creates revenue as well without you as it does with you.
- You create equity, a transferable asset, when you have a company and people that can continue when you’re not in the day-to-day operations.
- David addresses the “value” of a company.
- Preparing to leave can take years, and involves contingency planning.
- Three things to consider regarding the end purpose of your business:
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- When do I want to transition out of day-to-day?
- If I’m replacing myself, which will usually increase overhead costs:
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- Do I have a financial foundation in place to deal with that overhead?
- How will I increase revenue to pay for that additional overhead?
- Am I able to identify a successor?
- With exit planning, allow for a minimum of five years, and realistically seven to eight years.
- David explains the rewarding and transferring of equity concept.
- David drills down into various contingency scenarios and explains why having backup plans is so vital.
Resources:
Connect with John DeLaurier: www.calldrr.com, Instagram, Facebook, and Email
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofercoach.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
I need reviews for the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with get.ruby.com/roofercoach .
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads - Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
Connect with David!
Website - Take Your Exit Readiness Assessment!
Book Mentioned:
The E-Myth by Michael E. Gerber
Contractors ask me all the time if I were to start another roofing business what would be the #1 thing I would do. I always tell them the same thing. I would start with a written business plan. Without a written plan you can’t have the clarity of where you want to take your business and how you’re going to get there.
That’s why I wrote the 1 Page Business Plan. You can download it for free from my website and fill in the PDF. This will give you a professional business plan in just a couple of hours that you can review with your team to be sure everyone is headed in the same direction---a better business and bigger profits!
What you’ll hear in this episode:
- What is your plan for your business for 2020?
- Two things made a difference for me when I was driving my business into the ground: hiring a consultant and developing a business plan
- A business plan will get you organized, get everyone on board, and foster confidence in your leadership
- Common misconceptions that contractors have about a business plan
- Why do you need a business plan?
- My 8-step template to give you an overview of the future of your business:
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- The End: What is your destination? How to plan ahead for when you will exit the business
- The Customer: You can’t be everything to everybody. Determine the what, who, where, and why of the customer
- The Focus: Have an elevator pitch that covers three questions: What problems do you solve? How do you solve them better than your competition? What action do you want the customer to take?
- The SWOT: What are your strengths, weaknesses, opportunities, and threats?
- The Operation: You have to sell work, do work, and keep score (the three-legged stool) “Not getting invoices out means not getting the cash in.”
- The Process: See where the problems are in your business. Have systems and processes in place, and get good people in and train them to do a great job.
- The Action: What is the ONE thing that will make the most difference in your business?
- The View: What is your business going to look like at “the end”?
- “Everybody’s got a plan until you get punched in the face.” ---Mike Tyson
- A business plan will give you a more profitable business, more satisfied employees, and more free time!
- Be ready to adapt, make changes, and have a plan!
Resources:
**For The Roofer Coach listeners, visit www.sumoquote.com and Book A Demo to find out how you can get SumoQuote FREE for 2023!
Connect with John DeLaurier: www.calldrr.com, Instagram, Facebook, and Email
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofercoach.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
I need reviews for the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with get.ruby.com/roofercoach .
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads - Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
Welcome to The Roofer Coach podcast! We are rebranding the podcast, business, and platforms from The Roofer Show to The Roofer Coach, and starting in January, you’ll be able to find The Roofer Coach on every possible platform. Everything we do here is to help you grow a more successful roofing business! We want to help contractors, and we keep it simple by giving you the best tools to make things happen. I’m joined by my co-host, John DeLaurier, who brings a wealth of knowledge and experience to the table.
Ryan Shantz, CEO at SumoQuote, joins us to share what SumoQuote can do for your business, along with the exciting new features that are coming in 2023. It’s one of our favorite tools for roofing contractors that will make you more competitive AND more profitable in today’s market. We recommend SumoQuote to all of our coaching clients. In today’s show, we break down how John uses SumoQuote at DeLaurier Roofing and why it makes them a more successful business. Are you ready to have better communication with your customers, increase your profitability, and stand out as a roofing contractor? Join us to learn more!
Today’s ONE THING: The Perfect 10 is a checklist that we use to pinpoint the top ten problems roofers face–and how you can solve them. It’s all about quality control! Using this simple form can cut your callbacks by 80%! Find The Perfect 10* on our Instagram, or you can email Dave or John..
What you’ll hear in this episode:
- An overview of what SumoQuote can do for your roofing business
- Highlights of the results that SumoQuote brings for John and DeLaurier Roofing
- How SumoQuote accelerates the training process for new clients
- How SumoQuote fits into John’s sales process at DeLaurier Roofing to give a five-star experience to customers regarding appointments, inspections, pictures, sample boards, and more
- Why higher-ticket margins can add value and benefit the contractor AND the homeowner
- How SumoQuote helps the customer see the value, even in the virtual selling space
- How DeLaurier maximizes every sales lead by focusing on the presentation and follow-up to create a five-star experience
- How Loom works to give great presentations
- Big announcement from Ryan! SumoQuote will begin offering a blended roofing/solar quote tool in January 2023!
- Today’s “Stupid Roofer Story” comes from Dave’s experience years ago of sending a crew to put a roof on a house AT THE WRONG ADDRESS!
Resources:
Connect with Ryan and SumoQuote: www.sumoquote.com Sign up for a free trial today!
**For The Roofer Coach listeners, visit www.sumoquote.com and Book A Demo to find out how you can get SumoQuote FREE for 2023!
Connect with John DeLaurier: www.calldrr.com, Instagram, Facebook, and Email
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofercoach.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
I need reviews for the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Welcome to The Roofer Coach podcast! We have made some changes and improvements and are rebranding the podcast, business, and platforms from The Roofer Show to The Roofer Coach. Everything we do here is to help you grow a more successful roofing business! We want to help contractors, and we keep it simple by giving you tools to make things happen. I’m joined by my co-host, John DeLaurier, who brings a wealth of knowledge and experience to the table.
We are joined today by Luke Hansen from CompanyCam. The superior service provided by CompanyCam is the best way to ensure that your customers have the best roofing experience. Luke explains the new features coming soon to CompanyCam that will help get those Google reviews that are vital to your roofing business. Join us now!
***Today’s ONE THING: Getting reviews is a HUGE deal! Most contractors don’t do this very well, but getting reviews should be one simple step in your standard sales process. Reviews will help your business grow, and everything begins when you establish good communication with your customers from the very first phone call.
What you’ll hear in this episode:
- How CompanyCam works to document job site details for you–and make everything easier!
- “What’s in it for me?” as a contractor in using CompanyCam
- Why CompanyCam operates in alignment with its mission: “To build trust through truth and transparency”
- How DeLaurier Roofing uses CompanyCam in their production process
- Why CompanyCam is working to improve and simplify the accessibility of the app
- Why CompanyCam wants to help contractors get each job and be the differentiator for their business
- How Dave’s company used their “Perfect 10” list to ensure a quality job for the homeowner
- How CompanyCam prevents every job from being a problem
- How CompanyCam differentiates between “structured capture” and “unstructured capture”
- What’s coming soon for CompanyCam
- Today’s “Stupid Roofer Story” of bookkeeper embezzlement to the tune of $400,000!
Resources:
Connect with Luke and CompanyCam. Use this link for 50% off your first two months of service! www.companycam.com/roofercoach
Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
I need reviews for the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://www.callruby.com/roofer
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads - Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
I’m so excited to bring you this interview today. Rick Dutmer is my old business coach that helped me build my roofing company over the course of thirty years into an extremely profitable business so that I was later able to successfully exit and do the things that I wanted to do in life.
When I first hired Rick, I was really struggling and wearing all the hats in the business. I knew there was a better way, and Rick was the one that helped guide me through it all, and it started with building a business plan that set me up with a saleable business.
Today you’ll hear all about how to build a profitable business that will support you and your family with a great lifestyle, how to build a valuable business that you can sell when you’re ready to retire, and so much more.
What Rick did for my roofing business, I can do for yours. Have you downloaded my FREE 1-Page Business Plan, yet?
What you’ll hear in this episode:
- Rick shares how his business background has helped contractors improve their own businesses.
- Rick provides an overview of the process he used in helping Dave build his business plan.
- While building your business up, always be thinking about the horizon! This is when business goals transition to more of a business/personal goal.
- You have a strategy for growing your business and for growing your people. What’s your strategy for exiting?
- Rick addresses the main reason that contractors go out of business.
- “Profit thrills, volume kills”
- Building a business that has saleable value depends on your goals.
- You must have a strong team that will continue the business beyond you or your generation.
- Rick’s recommendations around selling if/when you decide to exit.
- Roll-ups: the good, the bad, and the ugly.
Connect with Rick!
Email: rdutmer@duadllc.com
Resources:
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
I need reviews for the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://www.callruby.com/roofer
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads - Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
Salesrabbit.com/roofershow or go to the mobile app store and download the Sales Rabbit app.
Connect with John DeLaurier
Take a look at a recent website Tim Hook revamped for John DeLaurier: www.calldrr.com
Welcome to The Roofer Coach podcast! We have made some changes and improvements and are rebranding the podcast, business, and platforms from The Roofer Show to The Roofer Coach. Everything we do here is to help you grow a more successful roofing business! We want to help contractors, and we keep it simple by giving you tools to make things happen. I’m joined by my co-host, John DeLaurier, who brings a wealth of knowledge and experience to the table.
Today’s show focuses on the value of a service department in your roofing business, and our guest is Brian Mitchell from the Sales Transformation Group. Brian has immense experience in building service departments, and he teaches others to build their service department and sell with confidence. Join us to learn more from Brian!
Check out the courses available at www.salestransformationgroup.com/roofershow.
***Today’s ONE THING: The One-Page Business Plan can help you know your ideal customer and not try to serve EVERYONE. It will help you identify your avatar, focus on the services that deliver the most value and profitability, and stick with serving your region with excellence.
What you’ll hear in this episode:
- A recap of the past week from John and Dave
- A reminder about the Employee Retention Credit (ERC) that we covered in detail in Episode 284; I have clients who are getting BIG money refunds. Check out www.rpcfinancial.com to learn more and see if you qualify!
- John gives his insight into commercial roofing repairs (You CAN be profitable with a service department– if you do it right!)
- This is a Non-Scale Zone! Why The Roofer Coach focuses on profitability rather than scaling your business
- The importance of the “three-legged stool” of your business, your two-week vacation, and why you need The One-Page Business Plan from our website (Click on Start Here to get your copy!)
- How your service department solves problems and offers huge savings to the building owner
From Brian:
- How Brian ended up writing a sales training course on building service departments
- Why roofing service departments are built to withstand recessions and economic downturns and maintain profitability
- How (and why) you should get started with a service department
- How to use Brian’s pyramid model to structure your service department
- Why proposals, marketing, and sales are different in service
- An overview of Brian’s course, software, and coaching program at the Sales Transformation Group
Resources:
Connect with John DeLaurier: www.calldrr.com, Instagram, and Facebook
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
I need reviews for the podcast! Please leave a five-star review. It matters!
Text Brian for more info about his course or software: 954-268-6938
Find out about Brian’s course: www.salestransformationgroup.com
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://www.callruby.com/roofer
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads - Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
Salesrabbit.com/roofershow or go to the mobile app store and download the Sales Rabbit app.
Welcome to The Roofer Coach podcast! We have made some changes and improvements and are rebranding the podcast, business, and platforms from The Roofer Show to The Roofer Coach. Everything we do here is to help you grow a more successful roofing business! We want to help contractors, and we keep it simple by giving you tools to make things happen. I’ll be joined each week by my co-host, John DeLaurier, who brings a wealth of knowledge and experience to the table. We are excited that a new, weekly feature in The Roofer Coach podcast will be the ONE THING, which is one specific, easy action you can take right now to be more profitable in your business. Join us for the first episode of The Roofer Coach, where we’ll discuss how to dominate the neighborhood by paying attention to the basics of radius marketing. Daniel Dixon from SendJim joins us for the conversation about dominating the neighborhood at every sale.
***Today’s ONE THING: How to take your customer service to the next level with pre-meeting reminders and top-notch communication with customers to show them why you are better than your competitors
What you’ll hear in this episode:
- A recap of John’s week and Dave’s week
- The value of going to conferences–IF you implement what you learn
- Why getting back to the basics begins with communication and answering every phone call
- How DeLaurier Roofing uses systems and processes to do radius marketing
- How Daniel came to SendJim four years ago and now helps contractors leverage their customer lists with automation
- How SendJim handles Quote Follow-up for their clients–AND increases their close rate
- How to stay “top of mind” in the neighborhood and get referrals
- Why “multiple touch” marketing works best
- How you can learn more about SendJim via a screen share video and a guaranteed ROI
Resources:
Connect with SendJim: www.sendjim.com
Connect with John DeLaurier: www.calldrr.com
Connect with Dave via text message: 510-612-1450
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
I need reviews for the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://www.callruby.com/roofer
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads - Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
Salesrabbit.com/roofershow or go to the mobile app store and download the Sales Rabbit app.
Connect with John DeLaurier
Take a look at a recent website Tim Hook revamped for John DeLaurier: www.calldrr.com
I have some good news and some bad news today. The bad news is that this will be the last episode of The Roofer Show. The good news is that we are rebranding as The Roofer Coach Podcast with John DeLaurier as my co-host!
John and I do coaching, we have the Roofer Mastermind, and we have also developed several programs to help our clients come up with great ideas and become more profitable. I have been there and done it, and John is the guy out there in the trenches, running a kick-ass business. In our new show, we will pool our experience, hone things down, and provide tons of valuable information and advice to help as many contractors as we can do better and give them the answers they are looking for!
In today’s show, we discuss our plans for our new format, talk about what we have learned over the last week, and dive into 9 reasons why you should have a business coach. Join us to learn more!
What you’ll hear in this episode:
- What to expect as we enter a recession
- Why homeowners will need more than one option for financing in the future
- Why you need to have a follow-up system for open deals
- How to move through a sales cycle
- 9 reasons why you, as a contractor, need to have a coach
- What accountability does for your business
- What a holistic approach to business looks like
- What a business plan can do for you
- What it means to run your business by the numbers
Resources:
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
I need reviews for the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://www.callruby.com/roofer
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads - Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
Salesrabbit.com/roofershow or go to the mobile app store and download the Sales Rabbit app.
Connect with John DeLaurier
Take a look at a recent website Tim Hook revamped for John DeLaurier: www.calldrr.com
Exciting things are happening as we approach the Episode 300 milestone! There are rebranding changes taking place as we further our quest to provide helpful content for roofing contractors, and John DeLaurie will be co-hosting the brand-new podcast, The Roofer Coach. In today’s show, we lay out the framework necessary for building a profitable business. Roofing is not an easy profession, but it can be profitable if you are willing to put in the work on the right tasks. Join us as we break down what it takes to be a million-dollar roofer!
John DeLaurier of DeLaurier Roofing is an expert at automating his sales process. John has partnered with us in our new Mastermind group for contractors to help them understand the sales process. John has spent time as a roofing contractor, a coaching client, and will now take on this new role as a co-host on The Roofer Coach podcast. He knows what works in the roofing business–and what doesn’t, and he’s happy to help us with the basics of running a profitable business.
What you’ll hear in this episode:
- What a million-dollar company looks like
- Why you have to start with, “WHY am I doing this? and WHERE am I going?”
- Why you must identify your ideal customer
- Why your phone MUST be answered–EVERY time
- Why prequalification is a critical step for every customer
- How to determine what is most important to each potential customer
- How to view your strengths, weaknesses, opportunities, and threats
- How to get started with your company name, logo, and website
- What to think about in basic website design and SEO (search engine optimization)
- What to think about in startup costs for your roofing business
- How to learn from the mistakes of others—and have fewer screw-ups!
- Why you need to focus on the customer and profitability before you grow your business
- How to be strategic in setting your pricing by knowing the market
- Why you have to take a regular salary while running your business
- Why you MUST know how to sell
- Why your hiring should follow the data to fill in your weaknesses
- The key to running your business: the three-legged stool
- Why getting leads is the “oxygen” of your business
- Why the goal is to have profitable jobs with 5-star reviews from satisfied customers
Resources:
Connect with John DeLaurie: www.calldrr.com
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
I need reviews for the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://www.callruby.com/roofer
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads - Peakleads.io.
Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!
Salesrabbit.com/roofershow or go to the mobile app store and download the Sales Rabbit app.
Everything hinges on the numbers! Success in the roofing industry comes down essentially to knowing your numbers and what to charge for your work. Join us in today’s show for a closer look at understanding your finances.
Gina Malvestuto is the owner of Green Tree Bookkeeping, a Chicago-area company that fits the bill perfectly if you need to outsource your bookkeeping processes. For over 20 years, Gina has worked with many contractors to help them know their numbers and run more profitable businesses. Gina and her small staff of “Green Tree Girls” provide skilled organization and bookkeeping services so contractors can focus on the work they do best.
What you’ll hear in this episode:
- Why contractors use the excuse of not knowing their numbers to not be accountable
- Why job costing is very important for every contractor
- What the difference is between bookkeeping and accounting
- What it means to “reconcile” your accounts
- Components of the all-important chart of accounts
- Why Gina sees most contractors get it wrong when it comes to their chart of accounts and job costing
- How incorrect job costing can cost you BIG in time and labor
- How many contractors are doing it wrong and putting themselves in a financial hole
- Why Gina recommends that larger companies have an inside person to do data entry to keep the books organized and put things in the right place
- How a contractor gets started with Gina if they want to outsource their bookkeeping
- Precautions that should be in place to prevent bad/dishonest bookkeepers and employees
Check Out My NEW Website: The Roofer Coach
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://www.callruby.com/roofer .
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads - Peakleads.io.
Set and forget your estimate follow-up with John DeLaurier’s automation app Proline." Go to useproline.com/dave50
Salesrabbit.com/roofershow or go to the mobile app store and download the Sales Rabbit app.
Connect with Gina
Connect with Gina and Green Tree Bookkeeping: Website
Check out Gina’s informative videos on YouTube!
Welcome to another great show as we make our way toward a big milestone episode! Number 300 is just around the corner, and it’s going to be great! Today’s show covers how to cut costs, save time, and close more deals. Isn’t that what we all want? Join us to learn what SalesRabbit can do for YOU!
**I have a big announcement about something new and exciting! Changes are coming! Listen in to be the first to know!
In today’s show, I’m joined by Sean Huckstep. Sean is Vice President of Sales and a co-founder of SalesRabbit, the complete outside sales app that can make life easier for contractors. They help thousands of businesses track, manage, and qualify sales leads every day, along with effectively managing their sales teams. SalesRabbit has software solutions to help save your business time and money to put you ahead of the competition.
What you’ll hear in this episode:
- Listen in to a coaching call with George Boudreaux of Pelican Roofing in Louisiana; George shared his story with us for Episode 279, Learn How This Roofing Contractor Grew His Business to $18M in Four Years. In this call, George shares details about his search for a sales manager for his company.
From Sean:
- Sean’s story of how he came to the work he does today with SalesRabbit from an extensive background in door-to-door sales
- Why SalesRabbit has a focused niche on mobile applications for people in field sales
- Why the SalesRabbit co-founders wanted to help business owners create efficiency and scale their businesses through innovative technology in the mobile app space
- An overview of what SalesRabbit can do for contractors, including how it handles lead generation, radius marketing, etc.
- What Sean sees as best practices in the contracting industry
- How SalesRabbit simplifies the follow-up process for contractors by making it both automated and personal
- Details about the SalesRabbit app’s use in optimizing sales routes in commercial roofing sales
Connect with Dave:
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
Check Out My NEW Website: The Roofer Coach
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://www.callruby.com/roofer .
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads - Peakleads.io.
Set and forget your estimate follow-up with John DeLaurier’s automation app Proline." Go to useproline.com/dave50
Salesrabbit.com/roofershow or go to the mobile app store and download the Sales Rabbit app.
Connect with George Boudreaux and Pelican Roofing: Website, Facebook, and Email
In the world of Google, SEO is everything. It is vitally important in the roofing industry, and there are scammers everywhere who will promise the moon in terms of your SEO and prey on hardworking roofing business owners. There is a better way to handle your SEO, and today’s show will help you understand the system better. My guest has wisdom and insights galore about SEO, and he’s a great guy that I’m excited to welcome to the show. Join us to learn more!
Dima Sobovoy is the CEO and founder of Roofing SEO School, which teaches roofing contractors how to do SEO in-house instead of relying on third-party sources to generate online leads. Dima was born in an independent Ukraine and immigrated with his family to the US as a teenager. After marrying and starting his family, Dima wanted more than the 9-5 life and trading his time for money, and he was convinced that specializing in SEO was the best path forward to achieve his goals. Now he spends his time teaching roofing contractors how to be in control of their lead generation and have more freedom and independence in their digital presence.
What you’ll hear in this episode:
- The story of Dima, his background, and SEO School
- Why Dima settled on the roofing industry for his specialization and school
- A basic understanding of SEO (search engine optimization) and why it is important
- The three biggest mistakes contractors make regarding SEO
- The strategy around ”money keywords,” which begins with identifying clear goals
- How to target both the low-hanging fruit AND big whales with SEO
- The SEO secret that no one talks about
- How to get ranked in GMB (Google My Business) and appear in Google Maps
- Why Dima says SEO is NOT really all about content
- Why backlinks are important in SEO
- What Dima’s Roofing SEO School can do for your roofing business
- From Dima: An insider’s look at what is going on in Ukraine right now
Resources
Connect with Dave:
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
Check Out My NEW Website: The Roofer Coach
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://www.callruby.com/roofer .
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads - Peakleads.io.
Set and forget your estimate follow-up with John DeLaurier’s automation app Proline." Go to useproline.com/dave50
So many business owners just aren’t making the profits they should! The failure rate is shocking, but what’s even worse are the people who are working their lives away and earning so much less than what they should. On today’s episode, you’ll learn which jobs are making money, which jobs are losing money, and what to do about it.
What you’ll hear in this episode:
- How we can make more money: either sell more jobs or sell them for more money
- Why good job costing is essential for your business
- Diane’s elevator pitch: how she helps small and mid-size construction companies customize their internal accounting systems and run their companies more profitably
- Why most contractors think of numbers negatively
- How job costing allows you to see which jobs are winners, which are losers, and which are in the middle
- How job costing helps narrow your focus on profitable jobs
- How a “post mortem” helps you evaluate the estimate vs. the actual for each job
- How Diane got into work with construction companies and job costing
- The biggest problem when you don’t do job costing:
- You are working “in the dark”
- You don’t know where you stand financially
- You may sell at lower prices (and sink the ship!)
- How job costing is part of the system to give you historical information and help make projections about the future
- How to track details on phases of different jobs
- The pros and cons of Quickbooks online
- Why you don’t have to be an accountant to use job costing
- Who can do your job costing for you
- The three phases of a good accounting system: good structure, training, and proofing/balancing
- Diane explains “the speed--accuracy--control continuum”
- Why any company doing project-oriented work should be doing job costing
- How job costing provides a feedback loop
Resources
Connect with Dave:
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
Check Out My NEW Website: The Roofer Coach
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://www.callruby.com/roofer .
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads - Peakleads.io.
Set and forget your estimate follow-up with John DeLaurier’s automation app Proline." Go to useproline.com/dave50
Connect with Diane:
Get Diane’s free book: A Tale of Four Companies
Check out Diane’s website for free resources, blog articles, videos, and support tools
Find Diane’s blog article, The Many Faces of Construction Job Costing at
I’ve got a secret. It’s the marketing secret that 90% of contractors miss, and my guest is sharing it with us in today’s show. Join us to learn more! Joining us today is Tim Brown from the Hook Agency. Tim has been featured on The Roofer Show several times and knows sales and marketing from the inside out. He is my go-to guy for marketing, SEO optimization, and web design. Because Tim works with many contractors, he understands what we do and how to help our marketing reach our target customers. In today’s show, Tim addresses the dilemma about whether to outsource our marketing or bring it in-house. Plus, he’s giving us the scoop on that little-known marketing secret that every contractor should know. What you’ll hear in this episode: * The #1 secret for marketing success (Hint: It’s a simple switch!) * Why most contractors are getting it wrong on their websites and in social media posts * The most important question to ask–and answer–about your marketing * What SEO does for your business—and what it doesn’t do * Why Tim thinks you SHOULD have an in-house person for your marketing * What to consider in hiring for an in-house marketing role
Resources/Links: Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
Check Out My NEW Website: The Roofer Coach
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
Connect with Tim:
Connect with Tim: Connect with Tim and the Hook Agency: Website Visit www.hookagency.com/audit to get a FREE audit of your website! Take a look at a recent website Tim revamped for John DeLaurier: www.calldrr.com
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://www.callruby.com/roofer .
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads - Peakleads.io.
Set and forget your estimate follow-up with John DeLaurier’s automation app Proline." Go to useproline.com/dave50
Sell Me This Pen
If you saw the movie The Wolf of Wall Street you’ll remember the final scene where Leo, just out of jail and banned from selling stocks, is teaching a group of eager salesmen looking for the “silver bullet” of selling.
Leo asks a nervous victim in the front row that classic sales manager question, “Sell Me This Pen”. The movie ends before we get the answer.
Today, I show you the right way to answer this question and how it applies to home services sales.
The 4 Takeaways:
-
Establish the need and problem by asking questions. Then LISTEN.
-
Provide a solution and get his agreement.
-
Ask if there is an opportunity to expand and up sell the sale.
-
Only after getting his agreement and trust along the way do we ask for the order and close the deal.
The question is asked to make you feel uncomfortable. Turn it around and take control of the sale process.
Links: Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
I need reviews for the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://www.callruby.com/roofer .
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads - Peakleads.io.
Set and forget your estimate follow-up with John DeLaurier’s automation app Proline." Go to useproline.com/dave50
Links: Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com. I need reviews for the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://www.callruby.com/roofer .
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads - Peakleads.io.
The recession is coming! The recession is coming! That’s what you hear on the news every night. Manufacturing is down, property values down, and retail stores filing bankruptcy.
But construction is booming, we can’t find people to do the work because unemployment is low, and the stock market is at record highs.
Recession? What recession? What’s going on?
It’s been over 10 years since the last recession and most of our listeners weren’t even in business then. All they know is business is great and it’s going to last forever!
But the party is coming to an end. It’s just that nobody knows when.
What have you done to prepare your business to not only survive but position yourself to thrive during a downturn in the economy?
Today I’m going to give you 10 simple tips to recession-proof your business and also take advantage of the opportunities when the economy comes back.
Show Highlights: * Tip No. 1: Be prepared by having a plan. Download my FREE 1-page business plan to simplify your process. This plan asks you the important questions, the ones that really get you to think about what your business is, where you’re making your money, what your ideal customer looks like, where’s your business going to come from, etc. * This will also help you figure out where you want to go with it. If you’re looking at retiring in 5 years, that takes some serious planning. If you’re a young person starting out, you want to build a business that’s sellable, and that can support you in the lifestyle to which you've become accustomed. * Tip No. 2: You need to know where you’re making your money (residential, commercial, etc) because when things slow down, you’re going to want to focus on that niche and bag the rest of it. You want to see what it looks like to have a 20% drop in business. * What tends to happen during recessions is a building owner isn’t going to want to spend big money to put a new roof on, so they’re going to look at repairs (maintenance, coatings, resurfacing). This is where a huge opportunity exists. It is a low cost, low risk, high margins business. If you have a service department, now is the time to get the process down, and consider expanding. Service is a great profit center both inside and outside of a recession. If you do not have a service department, it might be time to consider one. * Check out the Show Notes for a link to my past podcast with Greg Hayne on How To Start An Extremely Profitable Service Department! * Tip No. 3: Cash! Have a lot of cash on hand to get you through a lean period to cover your overhead. Having a good amount of working capital solves a lot of problems. It will also be useful in case of opportunities present themselves. * Collect your money on accounts receivables. If you aren’t in the practice of doing this regularly, you need to start getting a good process put in place. This is how you make your profits, and where your cash is going to come from. When things slow down, people are slow to pay, so you need a way to stay on top of this. * Check out the Show Notes for a link to my past podcast with Thea Dudley on 5 Reasons You May Have Cash Flow Problems! * Check out the Show Notes for a link to my past podcast with Alex Barthet on How To Get Paid! * Tip No. 4: Cut the fat! What expenses do you currently have that you can cut back on? Do it now so it isn’t so painful later. * Tip No. 5: Have your sales process down. When things slow down, there will be fewer opportunities, so you need to have a properly trained sales force that can go out there and sell for a higher price so that you can get your margins. * Tip No. 6: Know your numbers. The number one reason contractors go out of business is because they don’t charge enough money for their services. This is because they don’t understand the costs of doing business. When the market turns, you’ll have to be more competitive, and you can only do that if you understand your costs. You need a good reporting system.s, * Tip No. 7: Have a good CRM set up to track your team, leads, jobs, and scheduling. * Quick Tip: A good way to rustle up some business that you may not have thought of is dead leads! A simple way to bring those leads back to life is to send an email with the subject line, “Are you still looking to re-roof your home in (City)?” In the body of the email, just state “Let me know.” Include your contact information, your signature, and that’s it! Send to all your dead leads! * Tip No. 8: Make sure your website is fully optimized to attract visitors and to convert them, building trust as you go, into an actual lead. Then convert the leads into sales. * Tip No. 9: Tips for your website: * Establish yourself as an expert. * It has to be fast and look great on a mobile device. * Have the button on your website that they can click to call you. * Don’t use stock photos. Show photos of your guys and your equipment. * Have a good “About” page. Include your photo and a short welcome video. * Tip No. 10: Make sure that you’re getting reviews. Make it an easy system by asking for a review upon completion of a project and making it a part of your sales process. * Bonus Tips: 11) Get with your bank and set up a credit line. 12) Be sure you’re taking your discounts with vendors. 13) Don’t cut your marketing; increase it. You want repeat business and referral business. 14) Put out a newsletter to keep your name out in front of everyone.
Links:
FREE SALES WEBINAR How To Beat The Recession With A Proven Recession Process Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
I need reviews for the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://www.callruby.com/roofer .
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads - Peakleads.io.
Getting paid faster is something every contractor wants. Today’s construction market brings unique obstacles, and legal help is more important than ever. Join us to learn the steps you need to take to make sure you are getting paid for your work in 2022.
Alex Barthet is a trained mechanical engineer who is now a board-certified construction lawyer in the Miami area. His firm was started by his father about 30 years ago, and they now have a team of 30 lawyers who only focus on construction. Alex has many educational outreach resources available to help those in the construction industry, one of those being his weekly podcast, The Lien Zone.
What you’ll hear in this episode:
- An overview of Alex’s career and the help he offers to the construction industry
- The biggest issues Alex sees right now for his clients
- How price escalation contracts are affecting contractors in today’s market
- Why it’s beneficial to have a lawyer review every contract
- An overview of the FREE tools Alex provides for contractors (See Resources)
- Alex’s advice about specific issues for roofing contractors working for a subcontractor
- How to get paid as a subcontractor
- Why the unequivocal right to stop work is the most significant issue that should be in every contract
- Why you have to enforce the lien laws in your state to secure your right to get paid
- Key provisions to have in place for each job
- Advice from Alex about insurance: “ONLY accept a certificate of insurance from the broker, not from the subcontractor himself.”
- What to do when you are ready to sue
- What Alex has learned: “The cost in legal fees and the time it takes to litigate a case have very little to do with the strength of your case and how right you are. It has everything to do with how difficult and unreasonable the other side and their lawyer are.”
- Why arbitration is a better and faster solution in today’s world than litigation
Resources:
Connect with Alex and find his podcast: www.thelienzone.com
Email Alex: alex@barthet.com
Check out Alex’s FREE tools: www.ContractDetective.com
www.MakeMeConditional.com
www.CalcULien.com
Mentioned in this episode for state-by-state lien guidelines: SunRay Construction Solutions
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
I need reviews for the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://www.callruby.com/roofer .
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads - Peakleads.io.
To run a profitable roofing business, you have to understand the basics of accounting and the basics of setting up your financial system.
In this episode, I discuss with my go-to accounting expert, Diane Gilson, the easiest way to do just that!
Diane Gilson created Info Plus(+) Accounting® In 1994 to help business owners establish job-cost accounting systems so they can access critical day-to-day operations data using QuickBooks as their primary management accounting tool.
Diane’s passion is designing, customizing, and upgrading accounting systems and financial controls for small to mid-sized construction and manufacturing companies.
What you’ll hear in this episode:
- Re-organize the Chart of Accounts so that it provides more meaningful and useful information
- Construction businesses fail when owners don’t charge enough money because they don’t understand their costs
- The Chart of Accounts is your accounting system foundation
- Understanding direct costs
- Above and below the line and why it’s important to get this right
- Consistency is necessary to do comparisons of estimates vs. actuals
- How to keep your Chart of Accounts simple
- Having a consistent cash flow allows you to take a regular salary
- Net profit is NOT part of your salary, it is money that you’ll be reinvesting into the business
- Diane has created a Building Your Chart of Accounts Class!
- Why you shouldn’t ignore your balance sheet
Diane’s Resources:
Diane’s Website: Build Your Numbers
Download Diane’s FREE ebook here
Building Your Chart of Accounts Class
Remodeling Your QuickBooks Chart of Accounts
Time Tracking and (Job-Costing) Payroll Class
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://www.callruby.com/roofer
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads - Peakleads.io.
Enjoy These Other Podcast Episodes Featuring Diane Gilson:
77: The Cost of Chaos: What’s It Costing Your Company with Diane Gilson
112: How To Calculate Your True Labor Burden And Why It Matters With Diane Gilson
105: Increase Your Profit With Effective Job Costing Reports With Diane Gilson
If you’ve listened to me for more than five minutes, you’ve heard me say that my goal is to help you grow your business, make more money, and have more free time. Free time to step away, spend time with family, and take real vacations are the things that most contractors can only dream about. I want to change that! Last week’s show focused on the sales process, which is the starting point to get more free time away from your business. Let’s take a closer look at what you can do better!
What you’ll hear in this episode:
- My top tips for roofing business success:
- “Do your radius marketing. It’s low-hanging fruit, and it’s a no-brainer.”
- Take care of people, beginning with answering the phone.
- Have a good proposal system.
- Follow up with customers–and continue to follow up.
- Be diligent about getting reviews.
WHAT NOT TO DO:
- I’ll explain and give examples to show why most proposals given out by roofing contractors are GARBAGE.
WHAT TO DO:
- Use Ruby Receptionists to answer every phone call promptly.
- Use SumoQuote to give accurate proposals with vital information.
- Use Loom to set appointments with customers and go over quotes.
-
Use the Sales Transformation Group to help you sell more.
-
Why you have to have a process for EVERY step in your business
- How a pre-job conference can prevent costly mistakes
- Why must you have a budget for each job–and stick to it!
- Why you have to think ahead about what COULD go wrong with each job
- Why you need to continually think about recruiting, training, and retaining employees
- How to eliminate most callbacks by proactively preventing screwups
- How a post-job conference can prevent problems and help get reviews
Resources:
If you haven’t heard it yet, go check out Podcast 284 with my guest, Ken Sullivan, from www.rpcfinancial.com.
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.
Download my FREE 1-Page Business Plan template at www.theroofershow.com.
Contact me about one-on-one coaching at www.theroofercoach.com.
I need reviews for the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://www.callruby.com/roofer
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads - Peakleads.io.
Today, Dave speaks with John DeLaurier about the best sales process for 2022.
Resources:
Check Out This Sales Process Video From John
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://www.callruby.com/roofer
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads - Peakleads.io.
Today, Dave has a fascinating conversation with Nick Peret about the riches being in the niches.
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://www.callruby.com/roofer
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads - Peakleads.io.
Today’s show is all about the numbers! You MUST run your business by the numbers and know your numbers. Let’s talk about why it’s not what you make, but what you keep that is most important. Join us now!
Erik Jackson is here to talk about building wealth. Building wealth for the life you want begins with running a profitable business and understanding the tax laws and tax advantages will allow you to keep more of what you make. Erik Jackson of Kind Equity Partners helps real estate and construction industry leaders create freedom and balance in their businesses so they can devote their time to building generational wealth and legacy.
What you’ll hear in this episode:
- Get to know Erik, his background, and how he came into the work he does today
- How Erik set up Mastermind groups as peer groups to help people know their numbers
- Why you need a picture of where you want to go in life—then you make a plan to go in that direction
- Why most contractors are not profitable because they aren’t charging enough for their work
- Why you sometimes have to “Go for the No,” because you can’t serve everyone
- How Erik’s budget plan builds in a minimum of 10% owner’s compensation and 10% net income for the company
- Why you are “driving blind” in your business if you don’t know your numbers
- How we maximize our profits through tax advantages
- Why you should talk to your accountant on a regular basis
- Questions to ask your accountant regarding tax advantages
- Why every contractor should be taking advantage of the “Augusta Rule”
- Tax rules for employing your kids in your business
- Why S corps should be taking Section 199A deductions to minimize taxes
- Why you should consider using a health savings account as part of your medical plan
- How to build your wealth using real estate investments based on cost segregation studies
Resources:
Connect with Erik: www.kindequitypartners.com
Check out Erik’s resources for our listeners: www.kindequitypartners.com/trs
I need reviews for the podcast! Please leave a five-star review. It matters!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://www.callruby.com/roofer
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads - Peakleads.io.
There is a new government program since COVID that many business owners, contractors, and even CPAs are not aware of. There are tax rebates with the real potential to help many people–if you qualify by showing specific business losses. Join us to learn more!
Ken Sullivan started RPC Financial Services in 1989 with the sole objective of saving money for California property taxpayers. Casey Kinslow has been his associate for 15+ years, and their mission is to get the word out and help people pre-qualify for tax rebates of up to $26K per employee through this government program.
Show Highlights:
- Basics of the Employee Retention Credit (ERC) program, which was introduced in March 2020
- How to determine if you qualify for the program through the IRS website
- The explanation of the amended law that now allows you to receive PPP money AND the ERC benefit
- How the qualification is based on gross revenues on a quarterly basis for 2020 and 2021 as compared to 2019 as the base year
- Examples of numerous roofing contractors who have benefitted from the ERC program to the tune of $200K and MUCH more
- What to do next to see if you qualify: Visit rpcfinancial.com, find the ERC landing page, take the survey, and enter simple information
Resources:
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://www.callruby.com/roofer
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads - Peakleads.io
Where are you taking your family on a summer vacation this year? If you can’t take a two-week vacation, then you don’t run a business–you have a JOB. Your business can’t rely on just you or one or two key people. You have to have systems in place so that your business can run without you there every single day. Let’s take a closer look!
Benny Fisher is the Founder and Visionary of Big Fish Contracting Company, Pittsburgh’s #1 residential roofer. He shares his personal story of growing his business, holding fast to his WHY, and always learning from others about success. Benny has a knack for networking among business owners, and his podcast, The Big Fish Cares, showcases his talent for capturing and sharing stories of business, entrepreneurial journeys, and overcoming adversity.
What you’ll hear in this episode:
- Why visionaries and entrepreneurs need HOW guys on their teams
- Why being super-clear on your vision and your WHY will make an easier path—IF you don’t step outside of your vision
- The Big Fish story–how it all began for Benny
- How Benny came to the point where his business and personal life became great–through curiosity and determination
- Why a successful contractor has to solve customers’ problems
- How Benny’s upcoming events all around the country can help you meet and learn from other contractors who have been where you are (Find out more at www.oneindustryonemodel.com. See Resources for a discount code!)
Resources:
Connect with Benny:
Use code “15BigFish” for 15% off One Industry One Model The Tour at www.oneindustryonemodel.com
Check out Benny’s podcast: www.thebigfishcares.com
Mentioned in this episode:
Rocket Fuel by Gino Wickman
Nailed It! The Business of Construction by Joseph Hughes of Contractor Dynamics
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://www.callruby.com/roofer
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads - Peakleads.io.
On today's episode Dave is joined by Jen Silver.
With only five years in the roofing industry, Jen Silver is a relative newcomer compared to many. But in this short period of time, Jen has already made her mark in the Utah roofing community. She began working the phones as an inside sales representative at Roofline Supply, a subsidiary of SRS Distribution. From there she went on to work at a small Utah roofing company as its sales manager. Jen distinguished herself as talented and hard-working, quickly rising through the ranks to become the company’s general manager. Under Jen’s leadership, in less than two years the company nearly doubled its annual sales.
In late 2019, Jen formed her own company, Roofing Utah. Today, Roofing Utah is one of the fastest-growing roofing companies in Utah.
You may know Jen through the One Industry, One Model Event, where Jen shares on financing, and brings together roofing industry leaders speaking on everything from leadership, sales, marketing, operations and the future of roofing. Jen is taking the industry by storm and shaking up the ways our businesses have traditionally been run. This is a "must-listen" episode, for sure, so be sure to tune in!
Connect with Jen
One Industry One Model Tour
RoofingUtah.com
It’s always nice to talk to someone in the business who is doing it RIGHT. Tommy Mello, “The Home Service Expert,” knows how to take care of his team members, customers, and himself. His business, A1 Garage Door Service, began in 2007 and grew to be a $30 million-plus home service business with over 200 employees in nine states in just seven years. He hosts The Home Service Expert podcast and has written a book, The Home Service Millionaire: What Successful Home Service Entrepreneurs Do To Make More Money AND Work Less. Tommy has built a thriving Facebook group, the Home Service Expert Community, which is “a community of resilient business owners who are hungry to learn and grow.” We can learn a lot from Tommy– because whatever you are going through, he has been there. He knows what he’s doing, and he has practical principles that can set you on the path to success. Join us!
What you’ll hear in this episode:
- How Tommy has learned to hire out the tasks he knows he isn’t good at and live a life he enjoys
- Why Tommy focuses on living big today and surrounding himself with successful people
- How Tommy has learned to live with perseverance and tenacity
- Why it pays off to build a business that is a sellable asset
- Why you have to start with your WHY
- Why it’s important to know your numbers and operate with accountability
- How Tommy has been committed to working ON his business–not IN his business
- The importance of the three letters A-S-K
- How Tommy trains employees to master eye contact, body posture, and building relationships with clients
- What it takes to be a good salesman
- What’s most important in recruiting A-players
- The most important KPIs (key performance indicators) to track
- Why Tommy makes the investment to have coaches to help him
Resources:
Connect with Tommy: Website(and podcast), Home Service Millionaire book, Facebook, Twitter, and LinkedIn
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://www.callruby.com/roofer
Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads - Peakleads.io.
“There just aren’t people out there who want to work.” You’ve heard this statement–or made this statement–hundreds of times. The truth is that it’s an excuse for why you aren’t doing what it takes to build a quality workforce. My guest today is Joel Patzke, who owns and operates TrueWorks Roofing in Houston. Joel shares how he and his co-owner, his wife Laura, have solved their #1 problem, which is also your #1 problem. He tells us his amazing story of how he took action, held a job fair, and recruited A-players for his team. Packed with lots of insight from Joel, there is much to learn in today’s show, so join us to get the whole story!
Joel is a repeat guest who joined me a while back in Episode 247, How to Build a Brand that Matters, so take a listen if you haven’t heard it yet!
What you’ll hear in this episode:
- How Joel transitioned from the hospitality industry to the roofing business–and why he does this work
- How Joel attracts the smartest, best, and most ambitious team members to outshine the competition in recruiting, training, and retaining A-players
- Why your brand, logo, and culture are important as a starting point
- How Joel runs unusual contests for his employees that promote company values, like their “Thoughtful Cherry on Top” extras for customers
- Why many other things matter SO much more than money in attracting and retaining A-players
- Why you need to understand the importance of well-defined specialist positions in your company (Read The Roofing Machine by Martin Pettigrew.)
- Why SOPs (standard operating procedures) must be detailed and specific for every position
- How your training programs should align with SOPs
- Why your guidelines, HR procedures, and everything related to pay should be clearly communicated with team members
- Why your on-boarding process should be documented, organized, and detailed
- How to put out an ad on social media and job recruiting websites, and remember, the prospective employee wants to know what working for your company will do for them!
- How Joel has found success with Indeed and Zip Recruiter, with over 400 applicants in 1-2 days!
- How Joel organized and carried out a hiring event for applicants
- Why Joel believes that looking outside the roofing industry is a good way to find valuable team members
- How daily employee briefings give opportunities for coaching, training, and growth
- How Joel runs his business according to the numbers for maximum growth and profitability
Resources:
Connect with Joel:
www.trueworksroofing.com
On LinkedIn
Joel’s email: joel@trueworksroofing.com
Laura’s email: laura@trueworksroofing.com
Connect with Dave:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://www.callruby.com/roofer
If contractors think they can’t leave business behind to take their family on a two-week vacation, that just means they don’t have their systems and processes in place, yet.
Today’s guest is a regular listener to the podcast and someone I’ve stayed in touch with over the last few years. If you’re a roofing contractor who’s interested in hearing from another roofing contractor about what’s working and not working for them in business, you’re really going to enjoy my conversation with George Boudreaux.
I think you’ll come away with some great ideas about how to get your own systems and processes in place so that your company can run successfully without you being there, giving you more time to do the things that matter to you.
What you’ll hear in this episode:
- George relates how he got into the roofing business.
- Once you define your goals, you can start implementing systems and processes to help you get there.
- Why you must have a mechanism for measurement.
- George shares what success means to him.
- In order to scale your business, not only do you have to have your processes down, but you have to have the right team members.
- The best way to deal with pain points.
- Getting help from people who have been there will help make you a better leader and a better business person.
- What is YOUR sweet spot?
- George discusses the challenges he encountered when he started expanding into different markets.
- George addresses what he'd like to see over the next five years.
- Exit plan: Do you have one?
Connect with George!
Website
Referenced Website:
Get More Reviews
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Find Out How Ruby Receptionists Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Check out their app!
To run a profitable roofing business, you have to understand the basics of accounting and the basics of setting up your financial system.
In this episode, I discuss with my go-to accounting expert, Diane Gilson, the easiest way to do just that!
Diane Gilson created Info Plus(+) Accounting® In 1994 to help business owners establish job-cost accounting systems so they can access critical day-to-day operations data using QuickBooks as their primary management accounting tool.
Diane’s passion is designing, customizing, and upgrading accounting systems and financial controls for small to mid-sized construction and manufacturing companies.
What you’ll hear in this episode:
- Re-organize the Chart of Accounts so that it provides more meaningful and useful information
- Construction businesses fail when owners don’t charge enough money because they don’t understand their costs
- The Chart of Accounts is your accounting system foundation
- Understanding direct costs
- Above and below the line and why it’s important to get this right
- Consistency is necessary to do comparisons of estimates vs. actuals
- How to keep your Chart of Accounts simple
- Having a consistent cash flow allows you to take a regular salary
- Net profit is NOT part of your salary, it is money that you’ll be reinvesting into the business
- Diane has created a Building Your Chart of Accounts Class!
- Why you shouldn’t ignore your balance sheet
Diane’s Resources:
Diane’s Website: Build Your Numbers
Building Your Chart of Accounts Class
Remodeling Your QuickBooks Chart of Accounts
Time Tracking and (Job-Costing) Payroll Class
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://www.callruby.com/roofer
Enjoy These Other Podcast Episodes Featuring Diane Gilson:
77: The Cost of Chaos: What’s It Costing Your Company with Diane Gilson
112: How To Calculate Your True Labor Burden And Why It Matters With Diane Gilson
105: Increase Your Profit With Effective Job Costing Reports With Diane Gilson
There are 2 ways to make more profit on your roofing jobs. First, sell your jobs for more money. The second is to reduce your costs to do the job. Simple isn't it? But if you're like most contractors you already have a full book of business. And you're not getting any more money for that work. Today's podcast is all about production and reviews some new ways to reduce your costs and make more money that you may not have thought of.
What you’ll hear in this episode:
- There are two ways to make more money: sell your work for more money or do the work for less cost (See Episode 22)
- One component of doing the work smarter is to take care of your employees
- Many contractors go out of business when they are booming, simply because they run out of cash
- “Good judgment comes from experience, and experience comes from bad judgment.”
- Examples of learning the hard way:
- Writing down the wrong address
- Leaving a ladder on the job site
- Misunderstandings due to lack of clear communication with customers
- How to turn it around:
- Use checklists and put systems in place
- Set goals for how you want to do the work
- Get in and out with the most profit
- Have a happy, happy customer that pays his bills and gives 5-star reviews
- Have customers who refer you to other like-minded customers
- Spend the least amount of time supervising
- The most important part of the job is the Pre-job work:
- Assemble the job package
- Meet with the customer
- Hand the job off to the foreman or job supervisor
- Communicate clearly to the customer
- Go over payment terms and job specifics
- Specific things to accomplish during the job:(See Episode 16)
- Specific things to accomplish during the post-job (See Episode 19)
- How to conduct the job post-mortem
- Don’t forget to ask for a review and referrals
- Make the review process easy for the customer
- Send a small thank-you gift to the customer
- Try to secure one new job in the neighborhood
Links:
Resources
Are you are tired of wearing all the hats and putting out fires all day? Take action and remove the chaos in your business by downloading my free 1-Page Business Plan and get stated now!
Need help growing your business, making more money, and getting more free time? Set up a free call with someone that's been there and done it! TheRooferCoach.com
Or text me at (510) 612-1450 and ask me your questions. I’ll give you the answers.
Are you getting value from the podcast? Please leave me a review on iTunes!
Vetted Sponsors of the Roofer Show
Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow
Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://www.callruby.com/roofer
I have an important question for you today. Where are you taking your family on your two-week vacation this summer? If that sounds absolutely crazy and far-fetched, then your company is too reliant on you. Your business should work for you–not the other way around. If you are stuck on the hamster wheel of “Maybe next year” that never comes, I can help!
Join me as we take a deep dive into beefing up your sales process so you can work less and sell more. “Nothing happens in your business until someone sells something!”Join me for today’s show about improving your sales close rates and freeing up more of your time!
What you’ll hear in this episode:
-
How to improve your sales close rate:
-
Identify the problem. Why are you not selling?
-
What excuses are you making?
- How much time are you spending on unprofitable tasks?
- Have you identified your ideal customer?
- Are you pre-qualifying leads?
- Do you have systems and processes in place, including a CRM system?
- Are you building the know-like-trust factor with ideal customers?
- Do you know your close rate?
-
Are you differentiating your business to be different from the competition?
-
Communicate with your prospects. “You can eliminate 50-60% of the competition by simply answering your phone.”
-
Are most of your incoming calls going to voicemail? (Ruby Receptionists can help you make a great first impression with every prospect!)
- Are you pre-qualifying prospects with questions from a Project Discovery Sheet? (“The customer will give you a roadmap on how to sell if you ask open-ended questions and listen to their answers.”)
- Are you entering every lead into your CRM system?
- Are you following up leads by setting appointments, giving quotes, and using an auto-responder?
- Are you differentiating your company at every touchpoint?
- Are you using opportunities for building trust with every customer?
- Are you asking open-ended questions about their problem and how you can solve it?
- Are you getting reviews and referrals from EVERY SINGLE JOB?
- Are you following up with customers with newsletters and small gestures that separate you from the competition?
Resources:
Our show sponsor: Call my buddy, Ryan, and check out these programs to help you gain confidence in your sales process, become a better leader, and build a winning sales team at:
Salestransformationgroup.com/roofershow
Connect with me. Check out my NEW website: The Roofer Coach
Download my FREE 1-Page Business Plan
Text me @ (510) 612-1450 and say Hi!
I would love to hear your feedback, pros and cons!
**Please leave me a review on iTunes!
Please share my podcast with other contractors!
The good, the bad, and the ugly: On today’s episode, I’ll be sharing my experiences with being a successful roofing contractor from that least favorite (but very effective) educator of ours: the school of hard knocks.
I also cover some of the most common problems that my coaching clients encounter.
Learn how to avoid these pitfalls so that you can build a sustainably profitable roofing business!
What you’ll hear in this episode:
- Why you must FIRST take a look at your financials.
- Polish up your sales skills.
- The importance of having systems and processes in place (from start to finish) when you’re doing a job.
- Know ALL of your costs associated with each job. Run your business by the numbers.
- Can your business run without you?
- This is what a profitable business in the roofing industry looks like: A 10% salary for the owner and a 10% net profit. Are you paying yourself a salary?
- Commercial vs. residential: Where are you making your money? What about overhead?
- Devise a strategic plan for how you want to niche your work.
- Do you need one-on-one coaching? I'm here to help! Contact me here and let’s get to know each other over a FREE one-hour call.
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Find Out How Ruby Receptionists Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Check out their app!
Contractors ask me all the time if I were to start another roofing business what would be the #1 thing I would do. I always tell them the same thing. I would start with a written business plan. Without a written plan you can’t have the clarity of where you want to take your business and how you’re going to get there.
That’s why I wrote the 1 Page Business Plan. You can download it for free from my website and fill in the PDF. This will give you a professional business plan in just a couple of hours that you can review with your team to be sure everyone is headed in the same direction---a better business and bigger profits!
What you’ll hear in this episode:
- What is your plan for your business for 2022?
- Two things made a difference for me when I was driving my business into the ground: hiring a consultant and developing a business plan
- A business plan will get you organized, get everyone on board, and foster confidence in your leadership
- Common misconceptions that contractors have about a business plan
- Why do you need a business plan?
- My 8-step template to give you an overview of the future of your business:
- The End: What is your destination? How to plan ahead for when you will exit the business
- The Customer: You can’t be everything to everybody. Determine the what, who, where, and why of the customer
- The Focus: Have an elevator pitch that covers three questions: What problems do you solve? How do you solve them better than your competition? What action do you want the customer to take?
- The SWOT: What are your strengths, weaknesses, opportunities, and threats?
- The Operation: You have to sell work, do work, and keep score (the three-legged stool) “Not getting invoices out means not getting the cash in.”
- The Process: See where the problems are in your business. Have systems and processes in place, and get good people in and train them to do a great job.
- The Action: What is the ONE thing that will make the most difference in your business?
- The View: What is your business going to look like at “the end”?
- “Everybody’s got a plan until you get punched in the face.” ---Mike Tyson
- A business plan will give you a more profitable business, more satisfied employees, and more free time!
- Be ready to adapt, make changes, and have a plan!
Resources:
Call Ruby Use promo code “Roofer50” for $50 off your first service!
Download the 1-Page Business Plan Here: https://theroofershow.com/plan
In today’s interview, you will learn how to maximize the profit on that big backlog of work we all have on the books. As we take on more work, most contractors experience “slippage” in their profit margins and lose control over what started out as a profitable job but have now turned into a loser that we’re just trying to close out. You're making the same amount of profit you were before, but now with lower margins, more risk, more stress, and more headaches.
Only with good Job Costing are you able to know the “true” cost of your jobs, which type of work is the most profitable, and how to squeeze out every additional dollar down to the bottom line.
My guest, Leslie Shiner, has an MBA in Finance and Accounting from UC Berkeley and has been a financial and business consultant to the construction industry for over 30 years. She only works with contractors and knows her stuff when it comes to maximizing job profits.
What you’ll hear in this episode:
- What Job Costing means for you
- How much did I spend?
- How much did I think I was going to spend?
- Am I going to be on a budget or over budget?
- Why you should want to work like you do now but make 2x the profit
- “Revenue is for vanity, profit is for sanity, and cash flow is for reality.”
- Basics of job costing:
- Identify areas of slippage
- Evaluate areas of cost during the job
- Use Leslie’s calculator to find your true labor cost
- How to track labor efficiency into your job cost
- How to find your labor utilization rate
- The “extras”: liability insurance, payroll taxes, workers’ compensation, vehicle costs, health insurance, cell phones, and small tools
- Above the line and below the line costs
- The most important part of job costing: compare apples to apples
- The biggest mistake: creating a budget at the billable rate but job costing at the gross wage
- Dollar variance vs. hours variance
- How to review your estimated cost vs. actual cost
- Strategies for making employees as productive as possible
- Focus on the work you do well
- Manage your work by knowing your numbers
- Three ways to improve profitability:
- Spend less
- Charge more
- Do more work
- Cost reports that we need and KPI’s (key performance indicators) to keep track of
- How to improve job costing efforts in your company
Resources:
Shiner GroupA Simple Guide To Turning A Profit as a Contractor Free Business Templates: Shiner Group
Need Help Answering the Phone? Use Ruby Receptionists! Click here and use the code Roofer50 for a special discount!
Or Call Ruby at (844) 326-7829
Ben Hodson with JobNimbus, is my guest today, and he will be sharing how to make the best use of your time as a business owner by keeping things simple, organized, and yes, profitable!
JobNimbus offers easy-to-use customer relationship management (CRM) software to contractors for project management, and Ben will bring us up-to-date on all its benefits and features that will help you to grow your business.
What you’ll hear in this episode:
- Ben relates how JobNimbus got its name.
- There are currently over 40 platforms that have been integrated into JobNimbus, including SumoQuote, CompanyCam, and eagleview.
- Dave shares his favorite thing about JobNimbus.
- According to JobNimbus users:
- They experienced an average revenue growth of 43% in the first year.
- They saved an average of 8 hours per week, per employee due to automated processes.
- Sales and tracking leads, made easy!
- How JobNimbus works alongside Dave’s philosophy of the 3-legged stool.
- Ben shares how JobNimbus helps to solve very specific work-related problems.
- Ben gives an overview of some of the upcoming features.
- How JobNimbus features work together to grow your profit.
- What to expect when transitioning from a different CRM (or no CRM, at all) to JobNimbus.
- JobNimbus’s mission statement is “Make contractors heroes.”
- Ben explains more about an upcoming opportunity at JobNimbus headquarters in Lehi, Utah, called “The Crew”. It’s a small, elite experience where you receive personal and unique one-on-one training and tips on your JobNimbus account.
- For more information on “The Crew” and other upcoming events, keep your eye on the JobNimbus Events Page!
For more information or to request a free, no-obligation demo:
JobNimbus
Recommended Episode:
80: How To Solve Your #1 Business Frustration with Jake Dempsey
Resources / Links:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
Welcome to this episode of The Roofer Show! Today’s show highlights the importance of good mentors and key considerations in product development. My guest shares how he learned to face his fears and take action. Join us to learn more!
“Tats” Nakagawa is the CEO and co-founder of Castagra Products, a company that makes coatings for the roofing industry. Tats also hosts two podcasts, Roofer Reflections, and The Specified Growth Podcast, which you can find on Apple Podcasts. Tats is a fascinating serial entrepreneur who has been involved in various businesses. I hope you’ll learn a lot from his story.
What you’ll hear in this episode:
- Tats’ journey as an entrepreneur and how Castagra began in a totally unconventional way
- How a mentor made all the difference for Tats and his entrepreneurial journey
- Why any successful product has to solve a problem for consumers
- Key lessons Tats has learned over the years concerning product development
- Why Tats found that podcasting was a great way to accelerate his learning and shine a light on the best parts of the roofing industry
- Why Castagra began a scholarship program to promote the roofing trade
- How Tats had to overcome his fear of speaking and being in front of people to become a podcaster
- How Tats learned not to run from difficult situations from learning to play the trumpet in high school band class
Resources:
Connect with Tats!
- Tats' Website: Tats Talk
- Tats has a weekly (Thursday, 10 am PST) LinkedIn Livestream that features roofers and their amazing stories. Follow this hashtag on LinkedIn for past episodes - #RooferReflections or the YouTube highlight page here: https://www.youtube.com/channel/UCYR33oLfJcBk4_3T4WxYApg
- https://www.castagra.com/
Connect with Tats and find out about Castagra Products, samples, and training: www.castagra.com
Connect with me. Check out my NEW website: The Roofer Coach
Download my FREE 1-Page Business Plan
Text me @ (510) 612-1450 and say Hi!
I would love to hear your feedback, pros, and cons!
**Please leave me a review on iTunes!
Please share my podcast with other contractors!
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone or Online Chat?
Find Out How Ruby Receptionists Can Help Bring in Leads!
Call Ruby at (844) 326-7829 or check out their app!
Attorney Philip Siegel, with the Atlanta law firm Hendrick, Phillips, Salzman, and Siegel, is my returning guest for today’s show. If you didn’t know, they specialize in working with construction companies all over the country, and they are who I’ve personally used for many years. To hear Philip's most recent interview on the podcast, check out Episode 248.
In this episode, Philip will be discussing what you need to know about avoiding certain legal landmines. You never know when legal matters may arise, and it's good to know what to avoid and who to call on when you need legal advice, especially when you scale your business, hire more people, and have more potential legal problems.
Stay tuned to hear some great advice from a great labor attorney, and someone I have known for over 20 years!
What you’ll hear in this episode:
- Philip and Dave discuss today's problems with supply issues and how to avoid potential contract issues with suppliers
- Dave talks about not wanting to go down the road of putting liens against someone if at all avoidable
- Philip talks about the kinds of protections to put in your contracts
- Make sure your contracts contain the right language, or you will have to rely on the laws.
- Philip says litigation can be a long, drawn-out process, which takes you longer to get your money.
- Dave talks about drive time and how you can be liable for paying overtime if you don't set it up correctly.
- According to Philip, if you require employees to come to the shop and then have them drive to the job site, you could be liable for that drive time.
- Dave and Philip have a robust discussion regarding 1099 employees and W-2 employees and the dos and don'ts as an employer.
- Episode 153 Why you should have an up-to-date employee manual is a Roofer Show that is a must-listen!
- Philip discusses how labor laws shift when a new party is in the White House.
Connect with Philip!
Philip’s Website
Philip’s Email
Philip’s Phone # (404) 469-9197
Suggested Episodes:
189: How to Escape These 10 Killer Contract Clauses with Philip Siegel
153: Why You Must Have An Up-To-Date Employee Manual with Philip Siegel
114: How to Prevent Employee Poaching By Your Competitors with Philip Siegel
84: The Hidden Dangers Of Using Independent and Sub Contractors with Philip Siegel
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Find Out How Ruby Receptionists Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Check out their app!
If you want a consistent flow of qualified leads you need to listen to my mini-course with Marc Levesque and learn how a professional PPC campaign can get your company’s name in front of new prospects ready to buy your services. Once you have their attention Marc gives you the secrets to converting those clicks into qualified leads using the right landing pages.
What You’ll Hear in This Episode:
- PPC is pay-per-click.
- Most listeners of this show will fall into one of three categories:
- You’ve done this yourself but did not get results.
- You hired someone to do it for you but it did not work out.
- You’re not familiar with PPC.
- Marc provides an overview of PPC:
- Understand how search engines work.
- Pay Google to serve your ads on the first page of search results.
- Using keywords that potential clients might use to find your ads are very important.
- You pay for clicks whenever a potential client clicks on your ad.
- Marc addresses budgeting concerns: What will you need to spend on this? What can you expect in terms of results?
- The real metric you need to consider is the “customer acquisition cost”.
- SEO (Search Engine Optimization) is optimizing your website and/or content so you can get those pages indexed or showing up on Google so that over time you earn more traffic.
- The goal of PPC is ultimately to instill confidence and convince a prospective client that they should reach out and have a conversation with you.
- It’s important to use a landing page, which is basically a page on your website that is stripped of everything that is not relevant to what the consumer just searched for.
- It’s the landing page where you want to convert your traffic. You want them to call you, to fill out a form, or do a live chat.
- After a while, you’ll get a good indication of what your closing rate is, net sales per lead, and all the metrics that you need to understand.
- Generating a lead is only half the equation; capitalizing on the leads is more important.
- Marc shares how if you’re going to pay money for these leads, you have to respond quickly and with quality. Differentiate yourself from the competition. He offers some tips on how to field these very important calls.
- If a lead is not an ideal lead for you, be sure to refer to a specialist who is a better fit and try to make the introduction.
- Build a database of contacts that you can reach out to.
- Bracketing is the idea of giving people options.
- Dave discusses the problem with lead aggregators.
- The myth of exclusive leads.
- Marc relates the value of retargeting.
- Leveraging PPC to get more traffic so you can generate more leads and having more control over your marketing adds predictability to your business.
- Referrals remain the best kind of lead you can have.
- Five things that all successful businesses do.
- Ways to increase your revenues.
Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
The Roofer Show
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on* iTunes**
FREE One-Hour Evaluation! I will also work with you one-on-one.
Contact Me HERE to Get Started!
Book Mentioned:
Unlocking Unlimited Lead Flow: A Blueprint For Remodeling & Home Services Contractors To Make The Jump To $10MM+ by Rich Harshaw
Recommended Episode:
6 Keys to Getting More Leads and Sales with Tim Musch
Connect with Marc!
Marc’s Website
Book a Demo with Marc
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
Or Call Ruby at (844) 326-7829
Check out the app!!
—->My Listeners Get a 21-Day Money Back Guarantee<—-
You can’t build a profitable business if you don’t know how to collect your money. There are many ins and outs, especially with today’s challenges in our industry. Join us to learn more!
Thea Dudley is a returning guest on The Roofer Show. She’s been in the business for a long time, and she has seen it all when it comes to collecting your money, handling credit, and working with vendors to create a great relationship. In today’s world of constant supply chain issues, your relationship with your suppliers can make ALL the difference. Thea has taken her vast experience through the years and written an informative guide for contractors. Her new book, The Credit Overlord’s Guide to Credit and Collections: How to Survive Cranky Customers, Bad Bosses, and Snarky Sales Reps as a Construction Professional, came out in 2021. See our Resources section to get your copy today!
What you’ll hear in this episode:
- Why Thea’s book started out as therapy for her and took about ten years to write
- Why Thea wrote the book to help the average contractor in language everyone can understand
- A look at Thea’s consulting work in the lumber and building materials industry
- Hot topics in the contractor world right now, especially pushing for more credit with suppliers
- Supply chain issues, skyrocketing prices, and labor shortages’
- Why a good relationship with vendors is beneficial in every way
- The value in understanding your numbers
- How to avoid “getting screwed” by general contractor
- Why you MUST ask for your money!
- Thea’s view of taking discounts and using credit cards
- How to recession-proof your business
Resources:
Get your copy of Thea’s new book: The Credit Overlord's Guide to Credit and Collections
Text me at 510-612-1450 for a chance to win a free copy of Thea’s book!
Connect with me. Check out my NEW website:
The Roofer Coach
Download my FREE 1-Page Business Plan
Text me @ (510) 612-1450 and say Hi!
I would love to hear your feedback, pros and cons!
**Please leave me a review on iTunes!
Please share my podcast with other contractors!
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone or Online Chat?
Find Out How Ruby Receptionists Can Help Bring in Leads!
Call Ruby at (844) 326-7829 or check out their app!
Your website means nothing if it doesn’t mean something to your prospects who visit it. Nothing else matters! Join us today to learn how to optimize your website and make more sales than ever before!
Tim Brown from the Hook Agency teaches people how to optimize their websites. At the Hook Agency, they build beautiful websites and blend in search engine optimization (SEO) to drive more Google traffic to the websites. Tim comes up with strategies to attract qualified visitors to your website and sets up the analytics to see what is happening there.
Tim has built some fantastic websites that convert! He was on the show before, in episode 255, where we spoke about how to attract more website visitors, turn those visits into appointments, and convert those appointments into sales. After his last interview, I came up with many questions for Tim. So in this episode, we dig in and drill down deeper into some of his website strategies.
What you’ll hear in this episode:
- Why is it worth paying an agency a bit more to create a good website for you?
- The benefits of having Google Analytics and Google Search Console tools installed on your website.
- What can you do to increase the value of your website and stand out amongst your competitors?
- What does a better website look like?
- Creating a good website should be a business owner’s first investment.
- Be clear about what you do, and focus on the service you are offering to attract the right people to your website.
- A good contractor website is all about attracting the ideal customer.
- How Google Analytics lets you know what is and isn't working on your website, who is visiting it, and what they do once they get there.
- Website marketing is a step-by-step process. It is all about getting people to take the next step.
- How to track where your phone calls come from.
- Analytics can help you determine why people are leaving your website.
- Showing people that your service is perfect for them will lead to conversions.
- Use badges to build trust on your website.
- How to keep things clean and simple on your home page.
Resources:
Connect with Tim Brown:
Visit his website, like him on Facebook, follow him on Instagram, and listen to his podcast!
If you’d like to learn how to set up Google Analytics, Check out Tim’s FREE guide and video at Google Basics Analytics Guide from Hook Agency.
Track phone calls on your website with CallRail.
Check out my NEW website: The Roofer Coach
Download my FREE 1-Page Business Plan
Text me @ (510) 612-1450 and say Hi!
I would love to hear your feedback, pros, and cons!
**Please leave me a review on iTunes!
Please share my podcast with other contractors!
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone or Online Chat?
Find Out How Ruby Receptionists Can Help Bring in Leads!
Call Ruby at (844) 326-7829 or check out their app!
I like to watch the show Shark Tank. Usually I’ll binge 4 or 5 episodes at a time every so often. You can learn a lot about business from the Sharks. And yes, even the roofing business. Yeah, it’s entertainment. But they’ve been there and done it!
Here is what you can learn from the Sharks:
They start off by just asking for the short story about the business. The elevator pitch. They don’t really care what it is. What’s the problem and how are you solving it?
Just like selling roofing.
What’s the competitive advantage? What’s the added value?
Just like selling roofing.
They don’t want to hear all about you and all the great things the business does. It’s all about them! How are they going to get a return on their money and exit.
Just like selling roofing.
What are you going to do for your customer?
Know your numbers!
The businesses that never get funded are the ones that can’t answer a barrage of questions about their sales, costs, and margins.
Just like running a roofing business.
Part 2
If you are going to grow a profitable contracting business, you’re going to need to know some basic sales numbers.
I’m not talking about advanced math or accounting.
We’re are going to build on what we learned from last week’s Quick Tip. So if you didn’t listen to lasts week’s tip about what you can learn from watching Shark Tank, you’ll want to go check that out.
In today’s Quick Tip I’ll show you:
How many times you need the phone to ring,
How many presentations you need to make,
How many jobs you need to sell to hit the numbers you need to make the money that you want.
Need Help Answering the Phone?
Use Ruby Receptionists!
If you want more laser focused, qualified leads you need to talk with Marc and his team at Webrunner Media. You’ve heard Marc on the show and he knows his stuff. Check them out at https://www.webrunnermedia.com/ and see what they can do for you.
Download your free copy of the 1Page Business Plan For Contractors https://theroofershow.com/1-page-plan/
There are so many mistakes to be made in the area of markup and profit, and there are plenty of contractors out there making those mistakes--and those are the ones who can’t keep their businesses afloat. If your business isn’t as profitable as it needs to be, then you need to hear what Michael Stone has to say. He’s been with us in Episode 14 and Episode 66, and now he’s here to talk about the specifics that can keep you profitable.
What you’ll hear in this episode:
- Michael’s background: almost 58 years in construction; wrote a book in 1997, and started doing seminars
- Michael’s premise has always been to help contractors help take care of their families
- Out of 1300 contractors who have attended Michael’s 2-day seminar since 2014, only 4 have gone out of business
- Michael’s book, Markup & Profit, originally published in 1999
- The 6 most common reasons a contractor’s business fails (from Episode 14):
-
- Not charging enough for your work
- Failure to use proper change work orders
- Failure to use good, legal contracts
- Having too many employees for the volume of work
- Having an improper payment schedule
- Having a lack of profitable sales
- Why you shouldn’t give bids for jobs
- 90% of contractors go out of business because of not charging enough
- The cold, hard facts: 32% of contracting businesses fail the first year, 57% don’t make it 2 years, and 74% fail by the end of their 3rd year
- The difference in market-based and cost-based pricing
- How to pay your employees top dollar because you charge top dollar
- How to determine whether you’re using market-based pricing
- Cost-based pricing means you don’t worry about competition, never adjust a price downward, never use the word “free” in advertising, maintain the highest pay scale for ALL employees, work only on a fixed fee contract, and know when to say NO.
- Profit and overhead
- The biggest myth in construction is that as your sales go up, you can cut your markup
- Fixed overhead vs. variable overhead
- How to calculate markup: Total sales divided by job costs equals markup
- Markups that roofing contractors SHOULD be using
- Why contractors feel guilty for charging more
- Payment schedules and cash flow
- The ratio of employees to dollar volume
Connect with Michael!
Find out about Michael’s courses, visit www.markupandprofit.com or call Michael at (360) 335-1100.
Markup & Profit by Michael C. Stone
Resources:
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
Get Diane’s Free Download A Tale Of 4 Companies
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
Some things have to be thought through carefully and done right if you want to get into commercial work because if they do not get done in the right way, they could hurt your existing business. Growing and improving a business on your own is hard. That's why you need to seek out the help of mentors, coaches, and educational programs.
Randy Brothers runs a very successful roofing business in Denver. He started the Roofing Academy, a program to help contractors build their businesses and become more successful. Randy was on the show in episode 149, where we spoke about how to 12x your roofing business in just eight years.
Nick Peret is with Summa Media. He is an expert in the commercial roofing market, and he knows marketing! He was on the show in episode 249, where he explained how to get more commercial roofing leads.
Randy Brothers and Nick Peret know what they are talking about when it comes to growing a profitable business! In this episode, you will hear the interview I did on Nick and Randy's podcast, The Start Build Grow Show, where we have a great conversation about building a successful roofing business, overcoming obstacles, and getting into commercial work. Join us today to learn how to get into the commercial roofing business, either from scratch or transitioning from other building service organizations!
What you’ll hear in this episode
- Four points you need to consider to avoid failure when you go into commercial work.
- Roofing in California is a different model from roofing anywhere else.
- The secret to how I have remained in business for more than thirty years.
- Some tips for niching down in your business and finding your ideal customer.
- Many roofers have an aversion to risk. As an entrepreneur, you have to be able to take risks to reach your true potential.
- What goes into building out a profitable commercial department?
- Why do you need to have a resident expert on your team?
- Why do you need dedicated salespeople for the service end of your business?
- Speed, relationships, and communication are vitally important for a commercial business.
- Consistently showing up is vital for commercial contractors.
- You have to understand the ins and outs of the long game with commercial roofing.
- Some strategies to ready yourself for the process of building out a commercial division.
- Coatings can be effective and profitable.
- Small things lead to big results in a business.
“You’ve got to be able to take risks in order to reach your full potential.” - Randy
Resources:
The Start Build Grow Show
The Start Build Grow Show on Facebook
The Roofing Academy
Summa Media
Nick Peret on Episode 249
Randy Brothers on Episode 149
Sponsors:
Hook Agency
Ruby Receptionist
SumoQuote
Check out my NEW website: The Roofer Coach
Download my FREE 1-Page Business Plan
Text me @ (510) 612-1450 and say Hi!
I would love to hear your feedback, pros, and cons!
**Please leave me a review on iTunes!
Please share my podcast with other contractors!
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone or Online Chat?
Find Out How Ruby Receptionists Can Help Bring in Leads!
Call Ruby at (844) 326-7829 or check out their app!
Some of the benefits to tracking your KPIs (key performance indicators) are that it allows you to see your leads and where they came from, and you'll know how many presentations and closes you’ve made. This will provide you with the information that enables you to strategically spend your marketing dollars wisely towards the right clients, thereby improving your close rate and getting more money for your jobs.
This is what I’ve been working on with a couple of coaching clients lately, and this also happens to be the topic of today’s show from the archives with my guest, Randal DeHart. Stay tuned for quick and easy tips on how to turn a people-dependent money pit into a process-dependent cash cow!
What you’ll hear in this episode:
- The difference between construction accounting and regular accounting
- Differences between costs and expenses
- 5 key performance indicators and setting up a dashboard
- Why you should use QuickBooks
- Easy tips to do your own accounting
- Getting in touch with people to help you set up your dashboard
- Top problems and causes for embezzlement
- Setting up programs to avoid rip-offs
- Being smart with your money
- Getting involved with a bookkeeping company
- The system Randal’s company uses
Connect with Randal!
Fast Easy Accounting
Fast Easy Accounting - for DIY Solutions
The Contractors Success Map Podcast
Resources / Links:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
Are you FINALLY ready to stop wearing all the hats in your business? If this is the year you’re ready to take control over your business, then keep listening, because what I have to share with you today will have you well on your way to learning how to make 2022 the most successful year you’ve experienced so far as a roofing contractor, PLUS it will get you ready to step away from the day-to-day, so that you can take your family on a two-week, worry-free vacation this year.
What you’ll hear in this episode:
- You need to know if you’re growing, so get last year’s financials organized and meet with a CPA.
- The key number to focus on is your gross profit margin. Here’s what that means!
- Let’s talk about your compensation.
- Do you know your end goal?
- Here’s why you need systems and processes.
- Business should be boring, if you’re doing it right!
- The 3-Legged Stool: You have to sell the work, do the work, and you have to keep score to keep everything balanced.
- Consider your ideal customer and niche down, accordingly.
- If you'd like some help getting your 2022 pulled together, book a FREE strategy call with me!
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Find Out How Ruby Receptionists Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Check out their app!
As I’ve visited with many contractors at the IRE in New Orleans this week, I learned what I already know. Most roofing contractors have the same problems of working too many hours, wearing too many hats, and NOT making the profits they deserve. I can help! It all starts with the right mindset, and today’s show begins there. Join us!
Tom Reber is a USMC veteran and business coach who helps contractors get their heads right and make the money they deserve. He has actionable strategies and tactics that you can put into practice in your business today. Tom hosts The Contractor Fight podcast, and you can get a FREE copy of his new book, Winning the Contractor Fight.
What you’ll hear in this episode:
- Before we talk to Tom, I’m highlighting two recent coaching calls:
- A roofing contractor from Arizona needed help to build his brand around his specialty of tile roofs, repair, and replacement. He is making great progress in targeting his ideal customer and area of operation.
- A landscaper with an established company needed to see more growth. We took a different perspective on his specialty and focused on increasing his job sizes, marketing to high-end customers, and branding himself as unique among the competition.
- Tom shares feedback and results from his Mile-High Summit in Denver, where 350 contractors focused on “Living a Profitable Life.”
- Why Tom’s focus is to help contractors play the long game
- Tom’s new book, Winning the Contractor Fight, takes a simple “block and tackle” approach to business, sales, and values.
- Why building a profitable can be “boring” with the consistency required to show up every day
- Tom’s formula: “Business is 10% math and 90% attitude.”
- Why Tom ALWAYS wants to be the underdog
- Why “the contractor fight” is always in our heads
- Why you have to take care of you and yours before taking care of everything else
- A few highlights from Tom’s new book:
- Ch. 1–”Own Your Own Crap”
- Ch. 2–”Get Oxygen”
- Ch. 3–”Carry a Light Pack”
- Ch. 4–”Break Even”
- Get Tom’s take bigger profit margins and keep your good employees for the long haul!
Connect with Tom:
at www.thecontractorfight.com
Get a FREE copy of his book, Winning the Contractor Fight, and find out more about Tom’s Marketing Bootcamp.
Resources:
Check Out My NEW Website:The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Find Out How Ruby Receptionists Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Check out their app!
Being busy doesn’t mean being productive or profitable. You have to have the right people in the right positions and have the right tools, systems, and processes in place. An essential piece of your success is marketing. Join us to learn the best ways to approach marketing in 2022, along with ways to grow your business without spending big marketing dollars.
Aaron Hockel, from AltaVista Strategic Partners, is a frequent guest who is one of my marketing go-to guys. Aaron shares the basics of putting together a marketing plan for 2022, including how small companies can start with marketing and build their brand as their business grows.
**Aaron and I will be at the International Roofing Expo in New Orleans next week, February 1-3, 2022. I’ll be at the AltaVista booth, #1764, on Tuesday, so come by and talk to us. Text me at 510-612-1450 if you attend; I’d love a chance to meet up and chat with you.
What you’ll hear in this episode:
- An overview of AltaVista Strategic Partners and how they build and execute successful, customized marketing campaigns to help contractors achieve their goals
- Why the instinct is to cut marketing costs when a downturn occurs
- How to “own the neighborhood” with radius marketing in simple ways
- Aaron’s tips for low-cost marketing strategies for smaller businesses–Reviews are the key!
- Why you need more reviews that are recent and appear in different online platforms
- Why your marketing needs to answer the question, “What makes us different from the competition?”
- The value of the pre-inspection package to inform customers and prepare them to give reviews
- How to “test” with a search to see where your business is showing up and where your marketing time and effort should be focused
- Why it’s important to direct customers to specific review sites with links
- Why you need to pay attention to your good reviews to see what customers like
- Why bad reviews always hinge on poor communication of some sort
- How to set up a marketing plan for 2022 by working the numbers backward by looking at your average job size, close rate, and lead flow
- Why Aaron recommends Google Ads over other platforms because it’s a controllable “billboard” for your business
Resources:
Connect with Aaron: AltaVista Strategic Partners
Email Aaron, find him on LinkedIn, or call (443) 960-4004
Check out my NEW website: The Roofer Coach
Download my FREE 1-Page Business Plan
Text me @ (510) 612-1450 and say Hi!
I would love to hear your feedback, pros and cons!
**Please leave me a review on iTunes!
Please share my podcast with other contractors!
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone or Online Chat?
Find Out How Ruby Receptionists Can Help Bring in Leads!
Call Ruby at (844) 326-7829 or check out their app!
Joseph Hughes from Contractor Dynamics is a marketing expert and host of the Nailed It! Podcast, and he joins me today to discuss ways that you can take control over growing your roofing business. Knowledge is power, and when you have a clear understanding of marketing, you develop the confidence needed to stand out from your competition and position your company as the industry leader. Don’t miss this robust conversation with Joseph Hughes!
What you’ll hear in this episode:
- Most roofing companies do not have a system for predictably and consistently generating their own customers.
- Joseph explains how Contractor Dynamics differentiates itself from other marketing agencies.
- Contractor Dynamics trains you on how to create your own content, how to run your own ads, and how to generate your own appointments and sales, so that you have full control over these acquisitions.
- Joseph details the “three buckets” when growing your business and what you should be focusing on at each level.
- Joseph discusses the four pillars that his company takes each client through (foundation, content, ads, and optimization).
- Going from a scarcity mindset to one of abundance is a game-changer for business owners.
- Tips and strategies for when your business is still new.
- What should you be spending on marketing?
- Ads definitely work, but you need to understand the right formula.
- Quick tips on getting leads!
- For more information on Joseph’s 10-week training course, click here.
Connect with Joseph!
On LinkedIn, Website, or Podcast
Referenced Podcast Episode:
- Build a Roofing Company That Runs Itself
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Find Out How Ruby Receptionists Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Check out their app!
I’m so excited to bring you this interview today. Rick Dutmer is my old business coach that helped me build my roofing company over the course of thirty years into an extremely profitable business so that I was later able to successfully exit and do the things that I wanted to do in life.
When I first hired Rick, I was really struggling and wearing all the hats in the business. I knew there was a better way, and Rick was the one that helped guide me through it all, and it started with building a business plan that set me up with a saleable business.
Today you’ll hear all about how to build a profitable business that will support you and your family with a great lifestyle, how to build a valuable business that you can sell when you’re ready to retire, and so much more.
What Rick did for my roofing business, I can do for yours. Have you downloaded my FREE 1-Page Business Plan, yet?
What you’ll hear in this episode:
- Rick shares how his business background has helped contractors improve their own businesses.
- Rick provides an overview of the process he used in helping Dave build his business plan.
- While building your business up, always be thinking about the horizon! This is when business goals transition to more of a business/personal goal.
- You have a strategy for growing your business and for growing your people. What’s your strategy for exiting?
- Rick addresses the main reason that contractors go out of business.
- “Profit thrills, volume kills”
- Building a business that has saleable value depends on your goals.
- You must have a strong team that will continue the business beyond you or your generation.
- Rick’s recommendations around selling if/when you decide to exit.
- Roll-ups: the good, the bad, and the ugly.
Connect with Rick!
Email: rdutmer@duadllc.com
Resources / Links:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
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Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
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Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
Happy New Year and welcome to our first episode of 2022!
Are you FINALLY ready to stop wearing all the hats in your business? If this is the year you’re ready to take control over your business, then keep listening, because what I have to share with you today will have you well on your way to learning how to make 2022 the most successful year you’ve experienced so far as a roofing contractor, PLUS it will get you ready to step away from the day-to-day, so that you can take your family on a two-week, worry-free vacation this year.
What you’ll hear in this episode:
- You need to know if you’re growing, so get last year’s financials organized and meet with a CPA.
- The key number to focus on is your gross profit margin. Here’s what that means!
- Let’s talk about your compensation.
- Do you know your end goal?
- Here’s why you need systems and processes.
- Business should be boring, if you’re doing it right!
- The 3-Legged Stool: You have to sell the work, do the work, and you have to keep score to keep everything balanced.
- Consider your ideal customer and niche down, accordingly.
- If you'd like some help getting your 2022 pulled together, book a FREE strategy call with me!
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Find Out How Ruby Receptionists Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Check out their app!
Are you getting the most out of what is probably the 3rd largest cost in your roofing business? When it comes to Business Insurance, many contractors are leaving a lot of money on the table. What’s worse, they may find that they don’t have the coverage they thought they did for the complex risks we face. If you would like to be certain that you’re properly covered for any eventuality, especially those that you haven’t even considered, listen in to today’s show, with Dave’s expert guest, Jon Heinson and discover the ins and outs of buying insurance. There’s a lot more to it than you may think!
Jon Heinson has been with USI Insurance Services for over twenty-five years. They are the fourth-largest insurance broker in the world today, with two hundred offices. Jon specializes in contractors and he’s been Dave’s broker for more than fifteen years. He is someone who really knows and understands both the insurance and the construction businesses. Dave points out that he had to learn the hard way years ago, upon discovering that he wasn’t covered for a certain type of loss- something that has put many contractors out of business. Listen in today and find out what you need to know to prevent this from happening to you. Are you ready? Let’s dive in!
On today’s show, Jon explains: * The problem with just going with your local agent that handles your auto insurance. * The types of insurance coverages for the Construction Industry. * The difference between an agent and a broker. * Why it would be better to go with a broker than with an agent. * How the rates for Worker’s Compensation are determined today. * More about the X Bond Experience modification. * That most brokers don’t offer any ability to deal with claims problems, however, the better brokers offer auxiliary services- typically at no extra cost. * The importance of knowing that one of the key dates with regards to Worker’s Compensation is the Units Statistical Period, which is six months prior to your renewal date. * What your broker needs to know when it comes to general liability for roofing contractors. * Some ways that contractors can save some money.
Business Quick Tip: The problems with a high mod rate on your worker’s comp: 1) an accident disrupts your work and workers. 2) OSHA will be more visible and show up more frequently. 3) Some prospects will disqualify you for a high mod rate. 4) You miss out on marketing opportunities by not having a great safety program. Dave also shares his simple and effective safety program. Safety is everyone’s concern!
Connect with Jon! Jon’s Phone Number: (925) 899-2953
Jon’s Email: jon.heinson@usi.com
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Find Out How Ruby Receptionists Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Check out their app!
You’re in for another great conversation today! Tim Brown from the Hook Agency is with us, and he is the host of the Hook Better Leads podcast.
On today’s show, you’ll learn about how to get more visitors to your website through search engine optimization, or “SEO”. Tim doesn’t stop there, though. Since you need to know how to turn those visits into appointments that turn into sales, Tim is going to share that with us, too, because it all starts with a website that is designed to do just that.
No matter what kind of experience you’ve had with SEO in the past, you’re going to want to listen in!
What you’ll hear in this episode:
- Hook Agency helps specialty contractors get more leads and better ones through persuasive web design and through search engine optimization.
- Tim details his Five-Part Winning Website Formula:
- Strong visual “call-to-actions” throughout the website
- Testimonials and “trust factors”
- Emotionally-persuasive images and headlines
- An emphasis on SEO throughout the process
- Really clear “unique value propositions”
- People tend to want short-term gains without implementing a long-term strategy.
- An important part of the process for getting more qualified leads involves getting Google Analytics installed on your website.
- Tim offers pointers for great website content.
- Understanding the basics of SEO helps you gain clarity in the activities and traffic on your website.
Connect with Tim!
Visit his website, like him on Facebook, follow him on Instagram, and listen to his podcast!
If you’d like to learn more about SEO, check out Tim’s FREE guide and video at SEO Basics.
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Find Out How Ruby Receptionists Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Check out their app!
The smart guy doesn’t learn from his own mistakes, he learns from the mistakes of others! This episode is all about sharing the experiences of others, so it’s best to leave your ego at the door and open your mind, because what I share with you today is going to help to get you unstuck and back on track to running a profitable roofing business in 2022!
What you’ll hear in this episode:
- Here are the top ten mistakes that I detail:
-
1 - Not having a clear vision of where you want to go in your business.
-
2 - Not differentiating yourself from the competition.
-
3 - Not charging enough money for your work.
-
4 - Not understanding your financial statements.
-
5 - Not having systems and processes for everything.
-
6 - Not being focused on anything but the sales number.
-
7 - Not delegating. You can’t wear all the hats!
-
8 - Not knowing if you’re actually a profitable company.
-
9 - Not having a mentor.
-
10 - Not staying on top of recruiting, training, and retention.
-
- I summarize a few more bonus “top mistakes” to avoid when you want to be a successful roofing contractor.
- Do you have any questions? I would love to hear from you!
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Find Out How Ruby Receptionists Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Check out their app!
Why is it that the last 20% of a roofing job takes 80% of the time? Sometimes you just can’t get it closed out. The punch list that gets longer with every inspection. Materials are on back order. A sick employee slows things down. Whatever it is, it means you’re not getting your final payment and your customer is getting impatient.
Today I talk about the 13-step process we used at my company to get in and out of a project and maximize our profits. You’ll learn about the checklist we used to have, a zero punch list, and how we got all of our invoices paid. You’ll also hear why our customers were happy to give us a 5-star review and refer us to all their neighbors.
What you’ll hear in this episode: * One of the show’s taglines is “how to make more money and have more free time,” and we covered that in detail back in Episode 62 * The problem is that some contractors are so busy that they aren’t doing the work and getting the jobs done profitably—that means NOT making more money and NOT having more free time! * Why are so many jobs slipping through the cracks and losing our profit? * Why does the last 20% of a job end up taking 80% of our time? * Getting started with a job means setting the goals, getting 5-star reviews, and getting referrals * The-13 Step Process to maximize profits: + Review the budget and labor costs + Show your appreciation for your work crew + Make sure you have all the material to finish + Talk to the customer, update them, and talk about final payment + Be sure to do radius marketing + Set up the pre-job at the next job + Do what it takes to be prepared for the next job + Have zero punch lists + Present the final warranty package + Have the system in place to ask for a review + Send a handwritten Thank You note + Have a post-mortem on each job + After two weeks, pick up your job sign and leave a gift with the customer * Remember, everyone benefits when you have higher profits and increased sales!
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Find Out How Ruby Receptionists Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Check out their app!
In Episode 228, Karalynn Cromeens brought us lots of great tips and strategies on how roofing contractors can avoid contractual issues. Today, we get to hear from her about her latest book, Quit Getting Stiffed: A Texas Contractor's Guide to Collections and Lien Rights.
An expert when it comes to getting paid, Karalynn will be sharing excellent content based on her latest book on how to collect your cash, because if you can’t collect your money, you’re going to go out of business. So listen in if you’re wanting to learn how to make collections go more smoothly in 2022!
Karalynn Cromeens is the Owner and Managing Partner for The Cromeens Law Firm, PLLC, in Houston, Texas. She is well-acquainted with the construction industry and knows the obstacles that contractors are likely to encounter, and she is passionate about protecting the businesses her clients have worked so hard to build.
What you’ll hear in this episode:
- Karalynn provides an overview of timelines, liens, and lien rights.
- What Best Practices look like at Karalynn’s firm.
- What does YOUR collections process look like? She has tips!
- Things to consider around changing your niche to ensure you have the cash on hand to accommodate future plans.
- Karalynn addresses the collecting process from insurance companies.
- Consistency is key!
- Why you need a price escalation clause in your contract.
- For a flat fee, Karalynn can draft an 8-page contract that anybody that isn’t a lawyer can understand. She will also review a contract that you’re signing for somebody else for a flat fee.
- What you need to know about “walk-offs”.
- Lien laws for all 50 states can be found at The Subcontractor Institute.
- How pre-lien rights work.
- Once a lien is cured, remember to file a lien release.
- When you have your lien process built into the front end of your collections process, it will help you run a better business, be consistent in your collections strategy, and get paid on time, because being the squeaky wheel, you’re going to get paid first.
Connect with Karalynn:
Website
Podcast
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Find Out How Ruby Receptionists Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Check out their app!
I’m pleased to have Becca Switzer from Roof Sales Mastery back on the show with me today. If anyone knows about the sales process, it’s Becca. She has tons of direct sales experience and she’s mastered the sales art of the storm restoration industry, too. Becca really knows her stuff, and she’s ready to share what she knows about increasing your profits when working from the insurance claims side, as well as tips for retail sales right here on the show today.
What You’ll Hear in This Episode:
- Becca shares how she started Roof Sales Mastery and the development of the six full programs that she offers.
- The storm restoration industry differs from retail roofing sales in a number of ways, which Becca details:
- The leads generation process is different
- Dealing with the insurance company and getting the damage approved
- Pricing – everyone uses Xactimate
- Supplementing – getting the claim where it needs to be
- There are 3 groups of people, according to Becca:
- The early adopters
- The bandwagoners
- The late adopters
- Most contractors don’t have great sales skills, and if they don’t win the “easy” sales, they think they’ve missed their opportunity. This is the wrong mindset!
- Xactimate is the only insurance claims estimating software used by the industry. She does not sell it, but she can train you on how to use it!
- Becca breaks down some supplementary math that will change your life!
- Becca discusses in more detail the various online programs that she offers and what you’ll be hearing at the conventions from her this year.
Connect with Becca!
Becca’s Website
Becca’s YouTube Channel
Enjoy Listening to These Referenced Episodes:
Podcast 33: How to Build a Stellar Sales Team from the Ground Up with Becca Switzer
Podcast 171: How to Run a Paperless Roofing Business with Armando Jacox
Resources:
Check Out My NEW Website:The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Find Out How Ruby Receptionists Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Check out their app!
With the 8 steps revealed in this episode, you’ll be well on your way to growing a more profitable roofing business and have more free time for what matters the most to you.
Listen in as I share with you how to remove the chaos from (and regain control of) your roofing business!
What you’ll hear in this episode:
- These 8 steps are based on my FREE, printable 1-Page Business Plan. This is a fantastic tool to plan out your business!
-
1 - The End: What is your destination? How to plan ahead for when you will exit the business.
-
2 - The Customer: You can’t be everything to everybody, so determine the what, who, where, and why of the customer.
-
3 - The Focus: aka “The One Minute Elevator Pitch”, an improvement on the Mission Statement. This accurately describes in about sixty seconds what your company does and what you’re about. What problems do you solve? How do you solve them better than your competition? What action do you want the customer to take?
-
4 - The SWOT: Looking at your business’s Strengths, Weaknesses, Opportunities, and Threats.
-
5 - The Operation: You have to sell work, do work, and keep score (remember that three-legged stool?).
-
6 - The Process: Creating systems and processes that are necessary to build your company and run it efficiently, not just relying on one or two people, or only you! This is working ON your business, not just working IN it.
-
7 - The Action: What is the ONE thing that will make the most difference in your business?
-
8 - The View: What does it look like when you get there? Do you like what you see? Take a step back and look at where you’ve landed. Be prepared, so that you can enjoy it when you finally get there.
- If you need help with planning or implementing this strategy, book a FREE business evaluation call with me!
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Find Out How Ruby Receptionists Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Check out their app!
Nick Peret with Summa Media is an expert in the commercial roofing market and he has an excellent blend of information to share with us today regarding roofing, marketing, and technology trends.
Listen in for tips and strategies to help you grow your business by being more efficient, productive, and profitable!
What you’ll hear in this episode:
- As Nick explains, Summa Media creates custom solutions for roofing businesses.
- What we can learn about website design from Nick’s own site!
- Do you know who your ideal customer is?
- Nick explains how his company successfully niched down.
- Building relationships should start before you even meet with your clients.
- Summa Media partners with experts in other areas of the roofing industry to help bring you the best possible customer experience.
- Book a FREE strategy call with Nick!
Connect with Nick!
On LinkedIn
On Summa Media
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Find Out HowRuby Receptionists Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Check out their app!
Attorney Philip Siegel with the Atlanta law firm Hendrick, Phillips, Salzman, and Siegel, is my returning guest for today’s show. If you didn’t know, they specialize in working with construction companies all over the country, and they are who I’ve personally used for many years.
In this episode, Philip will be discussing what you need to know regarding one of the hottest topics of the day: the COVID mandate. We also get updated on some legal issues we’ve covered in other episodes where Philip has been a guest.
Stay on top of these timely issues with this illuminating conversation!
What you’ll hear in this episode:
- Managing risk on the front end is a common trait among Hendrick, Phillips, Salzman, and Siegel's ideal clients.
- Philip recounts some of his most recent speaking engagements.
- Philip will be addressing OSHA issues at the 2022 International Roofing Expo in New Orleans.
- Dave and Philip bring us up to date on some legal topics from past episodes.
- Why you need to be consistent about good business practices.
- What does your company culture look like?
- Philip addresses the COVID mandate.
Connect with Philip!
Philip’s Website
Philip’s Email
Philip’s Phone # (404) 469-9197
Suggested Episodes:
189: How to Escape These 10 Killer Contract Clauses with Philip Siegel
153: Why You Must Have An Up-To-Date Employee Manual with Philip Siegel
114: How to Prevent Employee Poaching By Your Competitors with Philip Siegel
84: The Hidden Dangers Of Using Independent and Sub Contractors with Philip Siegel
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Find Out How Ruby Receptionists Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Check out their app!
Today’s guests may have only been in the roofing business for a short time, but they really have a lot to offer in today’s conversation around building a brand, building a service organization, and the reason why their business model has worked just as well in the roofing business as it did for them in the hospitality industry.
Joel Patzke and his wife, Laura, are owners of TrueWorks Roofing, and they share the fascinating story behind their industry transition and what they’ve learned that can help you in building your own business out.
What you’ll hear in this episode:
- Joel and Laura searched out an industry that was needing service improvement, and roofing was it!
- Joel discusses his company’s service niches, and how different marketing principles apply for each niche.
- Laura addresses differentiating yourself from the competition.
- The pain points and learning curves they experienced along the way.
- “Build day” - here’s a great tip to let your client’s neighbors know about you and your work!
- Joel shares how his company has raised its level of customer service.
- Joel describes company culture.
- Women in roofing sales is an often-overlooked opportunity.
Connect with Joel:
On LinkedIn
On Website
Joel’s email: joel@trueworksroofing.com
Laura’s email: laura@trueworksroofing.com
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Find Out How Ruby Receptionists Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Check out their app!
In order to grow a solid and profitable roofing business, you’re going to need salespeople that can get out there and produce for you.
My guest today is Adam Bensman, an expert when it comes to helping salespeople and sales teams reach peak performance. Adam is also known as The Roof Strategist, and he has a podcast with the same name and a YouTube channel, as well.
On today’s show, we’ll be talking about where to find the right kinds of salespeople, how to attract them, and what it takes to build a team of A-players.
Listen in, I think you’re going to find this conversation very helpful!
What You’ll Hear in This Episode:
- Consider your goals, as Adam explains.
- What the average sales should be per rep, per year, conservatively, according to Adam.
- Before you begin hiring, you need a clear plan for what that salesperson will be responsible for.
- Adam discusses the options for paying your salespeople.
- Financial models must be run to maintain your profitability and your financial health in order to stay in business, serve customers, and grow.
- Have transparency with your team on when and how they will get paid.
- Adam details how to find great salespeople and the common mistakes made in the hiring process.
- Adam shares how he breaks down training into three categories.
- Most sales reps waste 80% of their time because they were never shown the most effective and most profitable way to sell by following a proven system.
- Accountability is necessary in managing the team for the retention of performance.
- Ideas for having great sales meetings.
- Thinking fast on your feet is the most valuable skill in sales.
Connect with Adam!
The Roof Strategist
Adam’s sales training includes a 120+ video library for storm and retail roofers!
Adam’s YouTube Channel
Adam’s Email
The Roofing Sales Connection – for sales opportunities
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Find Out How Ruby Receptionists Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Check out their app!
If you’re in the storm restoration business (or you just want to hear more about it), have I got an interview for you! Today’s guest is not only in the same “Construction Consultants Master Mind” group as I am, but she is the owner and CEO of XM8 Mastery, a company that teaches roofing contractors how to use the Xactimate software to maximize their insurance supplements and manage their retail estimates.
Be sure to listen to this conversation with Alena Wilson. There’s a lot to learn here!
What you’ll hear in this episode:
- 85% of insurance companies that are writing checks for any roofing or exterior jobs are using Xactimate.
- Alena details the functionality of the Xactimate software program.
- The software training consists of two main components: 1) how to use the software and 2) how to overcome any objections or roadblocks from the adjuster.
- Alena discusses the pros and cons of bringing estimating in-house.
- Underpaid claims: How much money are YOU leaving on the table?
- When you understand how the insurance process works, you can advocate better on the homeowner’s behalf and they will also go to bat for you in case of adjuster objections.
- Tips for contractors working in the restoration industry.
- Alena gives an overview of her training program.
Connect with Alena:
On LinkedIn
On YouTube
XM8 Mastery
Referenced Website:
https://www.trueworksroofing.com/
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Find Out How Ruby Receptionists Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Check out their app!
The easiest way to generate more revenue is to increase your close rate. In Part 2, today’s interview with contractor business coach Kyle Hunt we discuss tips in each area of your sales process: The Initial Phone Call: What you must do to make a great first impression, 5 Powerful Words When Talking With A Roofing Prospect, The In-Person Meeting: How to prepare, what to bring, and the approach you should take, and No Project Left Behind: Your lead tracking, sales pipeline, and follow-up system. Get ready for this fast-paced and informative conversation to help you close more sales!
What you’ll hear in this episode: * The wisdom of having a business coach * Reverse engineering what you’re trying to accomplish * Initial Phone Call is under-valued * Making a good first impression * Everyone you know is an opportunity to close new business * Every dollar spent on marketing should be held accountable * Increasing your closing rate * Organizing your sales pipeline – old school or new school, just do it * Know your numbers! * Fewer presentations mean you’ll have more free time * Hacking at the leaves or striking at the roots * Tracking where your leads are coming from * You make better business decisions when you have the data * Following up! * Equal parts organization, creativity, tenacity * Selling the way you like to be sold * How can you follow up without using the words “follow up”? * Following up with something of value * Getting past your fear * Don’t discount texting as a valid way of follow up communication * Test and try new things * Take action and implement * Dead leads tactic: the 10-word email that can turn things around!
**Did you miss Part 1 with Kyle?**
242: How To Improve Your Sales Process with Kyle Hunt (Part 1)
Connect with Kyle!
Remodel Your Marketing
Remodelers Community – Facebook Page
Remodelers on the Rise Podcast
Kyle’s Email
Resources: Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Find Out How Ruby Receptionists Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Check out their app!
If you’re not making the money that you should be making as a roofing contractor, if your business is chaotic and you feel like you’re putting out fires all day long, if you’re wearing all the hats - then what my guest, Armando Jacox, shares with us today is going to help you become more profitable, more organized, and free up your time to do the things that you want to do.
Armando is the President of Foothills Roofing & Exteriors in Colorado and the host of the Roofing It! Podcast.
He has successfully streamlined the processes in his business and you’ll be able to learn a lot from the tips he divulges during our conversation!
What you’ll hear in this episode:
- Armando reveals the reason why he decided to go into business for himself.
- The importance of forecasting your cash flow.
- The reason that 80% of contractors will go out of business within their first 5 years.
- Armando addresses sales, marketing, and building relationships.
- The 3 things that Armando has used to build a strong marketing presence for his company.
- “The best CRM is the one that you’ll use.”
- Tips on how to improve your production.
- Secure good reviews by providing a great client experience.
- Follow your passion and love what you do, every day!
Connect with Armando:
On his Website
On LinkedIn
Foothills Roofing & Exteriors
Friend request him on Facebook!
Did You Miss This Episode with Armando?
171: How To Run A Paperless Roofing Business with Armando Jacox
Referenced Episodes:
236: How To Close Out Jobs For Maximum Profit with Dave Sullivan
233: What to Do When You Have Too Many Leads with Brian Javelin
Referenced Website:
Check out this roofing website as an excellent example of how they pre-qualify clients! And don’t miss their "About" employment page!
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Find Out How Ruby Receptionists Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Check out their app!
The easiest way to generate more revenue is to increase your close rate. In today’s interview with contractor business coach Kyle Hunt, we discuss tips in each area of your sales process: The Initial Phone Call: What you must do to make a great first impression, 5 Powerful Words When Talking With A Roofing Prospect, The In-Person Meeting: How to prepare, what to bring, and the approach you should take, and No Project Left Behind: Your lead tracking, sales pipeline, and follow-up system. Get ready for this fast-paced and informative conversation to help you close more sales!
What you’ll hear in this episode:
- Business coach & consultant for business contractors
- Passion for helping business owners with proven, practical, simple, effective marketing and sales help
- You can’t be all things to all people
- Niching down to what’s more profitable
- Why contracting is such a hard business
- Seeing the forest in spite of the trees
- People are willing to mentor
- If you’re feeling stuck, reach out and ask for help
- Initial phone call with a new prospect – what to do before, during, and after
- “This Is How We Work”
- Giving full, undivided attention
- It’s the little things
- Why you should take a few minutes to research before you call
- Getting in the right mind-set
- What a project discovery sheet is
- What’s the goal of this call?
- Making sure they’re doing most of the talking
- Taking a minute after the call to consider what worked and what didn’t work
- Every meeting should have an agenda and a specific time
- An appointment confirmation email and what it should contain
- Be willing to try new things!
Connect with Kyle!
Remodel Your Marketing
Remodelers Community – Facebook Page
Remodelers on the Rise Podcast
Kyle’s Email
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Find Out How Ruby Receptionists Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Check out their app!
We all want systems and processes that make our day-to-day operations run more smoothly, but not many of us are experts at getting it all put in motion.
One of the new services that today’s guest offers is helping to set up SumoQuote for contractors. As someone who has experienced first-hand the dramatic difference in his business when it comes to actually implementing these processes, Adam Sand is passionate about helping others to do the same.
As the owner of Roofing Business Partner, Adam is a Certified SumoQuote implementation partner, and he is also a partner at Sargeant’s Roofing in Edmonton, Canada and he’ll be sharing with us how contractors can benefit from his experience and get so much closer to the business and family dreams that they’ve been working so hard to achieve.
What you’ll hear in this episode:
- My tips on outsourcing!
- Adam shares how he became a SumoQuote implementation partner while being a successful roofing contractor.
- Differentiating yourself from the competition allows you to raise your prices and improve your close rate.
- Adam covers the great features of SumoQuote and the role that Roofing Business Partner plays.
- Adam explains Measurement Tokens.
- Clients don’t want to buy the cheapest shingles, they want to work with the right people!
- SumoQuote can also be used as your CRM.
- Adam reveals the most under-utilized feature of SumoQuote.
- Here’s what happens when you don’t control the proposal.
- Adam details what is included in your SumoQuote package.
Connect with Adam!
Roofing Business Partner - SumoQuote (Your 10% off discount code is "roofershow")
Sargeant's Roofing
Referenced App:
POWRLINE App
Referenced Episodes:
Podcast 216: Sell More Jobs in Less Time with This Awesome Tool with Ryan Shantz
Podcast 235: How to Automate Your Sales Process for Your Roofing Business with John DeLaurier
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Find Out How Ruby Receptionists Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Check out their app!
Hey everybody, it was a short week so I just recorded a few random thoughts about growing a more profitable roofing business. You’ll definitely want to give this a listen. I’ll be back next week with a new interview!
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Find Out How Ruby Receptionists Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Check out their app!
The good, the bad, and the ugly: On today’s episode, I’ll be sharing my experiences with being a successful roofing contractor from that least favorite (but very effective) educator of ours: the school of hard knocks.
I also cover some of the most common problems that my coaching clients encounter.
Learn how to avoid these pitfalls so that you can build a sustainably profitable roofing business!
What you’ll hear in this episode:
- Why you must FIRST take a look at your financials.
- Polish up your sales skills.
- The importance of having systems and processes in place (from start to finish) when you’re doing a job.
- Know ALL of your costs associated with each job. Run your business by the numbers.
- Can your business run without you?
- This is what a profitable business in the roofing industry looks like: A 10% salary for the owner and a 10% net profit. Are you paying yourself a salary?
- Commercial vs. residential: Where are you making your money? What about overhead?
- Devise a strategic plan for how you want to niche your work.
- Do you need one-on-one coaching? I'm here to help! Contact me here and let’s get to know each other over a FREE one-hour call.
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Find Out How Ruby Receptionists Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Check out their app!
If contractors think they can’t leave business behind to take their family on a two-week vacation, that just means they don’t have their systems and processes in place, yet.
Today’s guest is a regular listener to the podcast and someone I’ve stayed in touch with over the last few years. If you’re a roofing contractor who’s interested in hearing from another roofing contractor about what’s working and not working for them in business, you’re really going to enjoy my conversation with George Boudreaux.
I think you’ll come away with some great ideas about how to get your own systems and processes in place so that your company can run successfully without you being there, giving you more time to do the things that matter to you.
What you’ll hear in this episode:
- George relates how he got into the roofing business.
- Once you define your goals, you can start implementing systems and processes to help you get there.
- Why you must have a mechanism for measurement.
- George shares what success means to him.
- In order to scale your business, not only do you have to have your processes down, but you have to have the right team members.
- The best way to deal with pain points.
- Getting help from people who have been there will help make you a better leader and a better business person.
- What is YOUR sweet spot?
- George discusses the challenges he encountered when he started expanding into different markets.
- George addresses what he'd like to see over the next five years.
- Exit plan: Do you have one?
Connect with George!
Website
Referenced Website:
Get More Reviews
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Find Out How Ruby Receptionists Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Check out their app!
To run a profitable roofing business, you have to understand the basics of accounting and the basics of setting up your financial system.
In this episode, I discuss with my go-to accounting expert, Diane Gilson, the easiest way to do just that!
Diane Gilson created Info Plus(+) Accounting® In 1994 to help business owners establish job-cost accounting systems so they can access critical day-to-day operations data using QuickBooks as their primary management accounting tool.
Diane’s passion is designing, customizing, and upgrading accounting systems and financial controls for small to mid-sized construction and manufacturing companies.
What you’ll hear in this episode:
- Re-organize the Chart of Accounts so that it provides more meaningful and useful information
- Construction businesses fail when owners don’t charge enough money because they don’t understand their costs
- The Chart of Accounts is your accounting system foundation
- Understanding direct costs
- Above and below the line and why it’s important to get this right
- Consistency is necessary to do comparisons of estimates vs. actuals
- How to keep your Chart of Accounts simple
- Having a consistent cash flow allows you to take a regular salary
- Net profit is NOT part of your salary, it is money that you’ll be reinvesting into the business
- Diane has created a Building Your Chart of Accounts Class!
- Why you shouldn’t ignore your balance sheet
Diane’s Resources:
Diane’s Website: Build Your Numbers
Building Your Chart of Accounts Class
Remodeling Your QuickBooks Chart of Accounts
Time Tracking and (Job-Costing) Payroll Class
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Find Out How Ruby Receptionists Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Enjoy These Other Podcast Episodes Featuring Diane Gilson:
77: The Cost of Chaos: What’s It Costing Your Company with Diane Gilson
112: How To Calculate Your True Labor Burden And Why It Matters With Diane Gilson
105: Increase Your Profit With Effective Job Costing Reports With Diane Gilson
Why is it that the last 20% of a roofing job takes 80% of the time? Sometimes you just can’t get it closed out. The punch list that gets longer with every inspection. Materials are on backorder. A sick employee slows things down. Whatever it is, it means you’re not getting your final payment and your customer is getting impatient.
Today I talk about the 13-step process we used at my company to get in and out of a project and maximize our profits. You’ll learn about the checklist we used to have, a zero punch list, and how we got all of our invoices paid. You'll also hear why our customers were happy to give us a 5-star review and refer us to all their neighbors.
What you’ll hear in this episode: * One of the show’s taglines is “how to make more money and have more free time,” and we covered that in detail back in Episode 62 * The problem is that some contractors are so busy that they aren’t doing the work and getting the jobs done profitably—that means NOT making more money and NOT having more free time! * Why are so many jobs slipping through the cracks and losing our profit? * Why does the last 20% of a job end up taking 80% of our time? * Getting started with a job means setting the goals, getting 5-star reviews, and getting referrals * The-13 Step Process to maximize profits: + Review the budget and labor costs + Show your appreciation for your work crew + Make sure you have all the material to finish + Talk to the customer, update them, and talk about final payment + Be sure to do radius marketing + Set up the pre-job at the next job + Do what it takes to be prepared for the next job + Have zero punch lists + Present the final warranty package + Have the system in place to ask for a review + Send a handwritten Thank You note + Have a post-mortem on each job + After two weeks, pick up your job sign and leave a gift with the customer * Remember, everyone benefits when you have higher profits and increased sales!
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Find Out How Ruby Receptionists Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Check out their app!
Today’s guest is a coaching client I’d like to introduce you to. I recently devoted two episodes (Part 1 & Part 2) to go over a recent coaching session I had with him and I was impressed at how he really had his sales process dialed in.
John DeLaurier is a successful roofing contractor from Georgia and in this episode, we’ll be covering how to close more deals. John has developed a game-changing app that automates the follow-up process, thereby helping you close more deals and doing it in less time! I think you’re really going to get a lot out of this insightful conversation!
What you’ll hear in this episode:
- John discusses the inspiration behind the software that he’s been developing for two years.
- The difference between John’s software and similar products on the market is that his software allows team usage.
- SumoQuote and JobNimbus are two products that have helped John stay organized and have helped to differentiate his business from the competition.
- Niching down has been a great business decision for John.
- John talks about the marketing strategies that have and have not worked for him.
- What makes a good CRM? Whatever you and your team members will use!
- Why having a good lead flow is so important.
- How John pre-qualifies his clients.
- This episode with Diane Gilson opened John’s eyes to what it really means to hire a W-2 employee.
- John found the book Your World-Class Assistant by Michael Hyatt so helpful that he made it required reading by his virtual assistant.
- John reveals his business-differentiating secret.
- You have to know your numbers!
- John shares more details about his software and how it automates the follow-up process, including getting 5-star reviews!
- Interested in learning how it can help your business? Explore https://powrlineapp.com and join the waitlist!
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
Today’s guest is who I send my own coaching clients to when they need help learning how to sell. Tom Reber is the host of The Contractor Fight Podcast and Co-Founder of the Contractor Sales Academy, and we cover a variety of industry-centric topics in this conversation. Listen in for some great nuggets of information!
What you’ll hear in this episode:
- Tom shares all the great benefits you can expect by attending the upcoming Mile High Profit Summit:
- Profit-driven sessions by leading industry experts
- Networking opportunities
- Meeting The Contractor Fight team
- Enjoying the Rocky Mountains
- When using a coach to get you on track, it’s essential to implement the steps of the business plan in order to get where you’re wanting to go.
- Tom shares how his business habits at one point strained his family and business relationships, as well as his bank account, and how he resolved to never get to that place again.
- Scaling your business only happens when you’re profitable. If you can’t afford to hire someone, then you’re not selling with the right margins.
- The $100k Contractor, explained.
- Tom drills down into more of the great features you’ll experience at the Mile High Profit Summit!
- Come meet me at the IRE Roof Expo in Las Vegas on August 11! I’ll be in the AltaVista Strategic Partners booth #3105 from 3:00 – 4:30 and would love to sit down and hear about your business. Text me at 510 612-1450 and I’ll give you the details!
Connect with Tom!
Tom Reber's Podcast: The Contractor Fight
Contractor Sales Academy
Learn More About the Mile High Profit Summit:
September 22-24, 2021
Doubletree by Hilton Hotel
Denver, Colorado
Resources:
22: How to Sell Your Roofing Services with Tom Reber
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
My friend, Brian Javelin from My Online Toolbox, returns to the show, and he shares a natural cause-and-effect that he sees with his clients. When you’re doing your marketing correctly, you can have too many leads! And the number one problem that these contractors are experiencing right now is managing unrealistic expectations from those prospects.
Listen in to our conversation as Brian shares how to not get overwhelmed with too many leads, and what to do if you need more leads, as well. He has lots of great information and tips to share with all of us today!
What you’ll hear in this episode:
- My Online Toolbox is specifically designed for the construction industry, both residential and commercial, and helps companies with all phases of their marketing: education, strategy, and implementation.
- Brian explains how he helps contractors build a brand with the target of getting sustainable, long-term quality leads over a period of time.
- Brian shares why his business exploded during the coronavirus event.
- One of the biggest challenges for a business owner is being too busy, but remember to always be thankful for the work!
- Tips and strategies on how to manage the expectations of your prospective clients.
- A good marketing strategy will provide you with consistent, quality leads for the long run.
- If you’re a good craftsman, you’ll be in high demand. Stay true to your client base who allowed you to become who you are.
- You’re the one who sets the expectations, so always be truthful.
- Brian discusses more about what My Online Toolbox has to offer.
- Come meet me at the *IRE Roof Expo in Las Vegas on August 11!* I’ll be in the Alta Vista Strategic Partners booth #3105 from 3:00 - 4:30 and would love to sit down and hear about your business. Text me at 510 612-1450 and I’ll give you the detail!
Connect with Brian!
My Online Toolbox
My Online Toolbox on Facebook
My Online Toolbox on YouTube
Brian’s LinkedIn
Brian’s FREE Online Education Series!
If you fill out Brian’s Contact Form for the Basic Online Class, be sure to mention that you heard about it on The Roofer Show Podcast!
Resources:
Come meet me at the IRE Roof Expo in Las Vegas on August 11! I’ll be in the Alta Vista Strategic Partners booth #3105 from 3:00 - 4:30 and would love to sit down and hear about your business. Text me at 510 612-1450 and I’ll give you the detail!
221: A Simple Plan For Getting More Quality Leads with Brian Javelin
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
Sales and marketing are a vital part of any industry, and believe it or not, especially construction. Today’s guest, Brian Kaskavalciyan is the founder of the gFour Marketing Group and has been in the home improvement industry for decades. Brian is also the host of the Wealthy Contractor Podcast, as well as the author of The 7 Secrets to Becoming a Wealthy Contractor.
In this episode, Brian reveals those 7 secrets, as well as what to do once you get customers, how to maintain those relationships, and how to get repeat business. Brian also discusses how to shift your mindset to attract success and maintain control of your life and business. Listen in for an abundance of tangible advice on how you can become a wealthy and successful contractor.
What you’ll hear in this episode:
- Brian shares how he got started in home improvement
- gFour is a system that helps businesses maintain and interact with customers
- Reviews are vital to selling your services and Brian shares his strategies to get more reviews
- Many construction jobs are getting postponed or canceled as a result of COVID but there are various different opportunities available for business owners during this time of uncertainty
- Why marketing is more important now than ever
- Finding ways to bring your customers more value following this pandemic will make prices irrelevant
- Brian shares his 7 secrets to becoming a wealthy contractor
- Identify what it would take to live your ideal lifestyle and run your business aligned with your vision
- It’s important to take complete responsibility for everything that happens in your life and business in order to not give your control to outside forces
- No matter what industry you’re in, all business should be looked at as a sales and marketing business
- Having thoughts of abundance and increase are necessary to create healthy habits and cultivate success
Contact Brian:
For your copy of The 7 Secrets to Becoming a Wealthy Contractor
Brian’s Website
Links:
Download My FREE 1-Page Business Plan!
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
**Please leave me a review on iTunes!****
Please Share My Podcast With Other Contractors!
FREE Evaluation! I will also work with you one-on-one.
Contact Me HERE to Get Started!
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
—-> My Listeners Get a 21-Day Money Back Guarantee <—
Contractors are really good at what they do, but when it comes to sales, it is just another skill that contractors should be learning.
Since nothing happens until somebody sells something, today’s show is going to be all about how to sell. My guest, Dominic Rubino, details the common sales mistakes that roofing contractors make. Knowing what to avoid will enable you to polish your sales skills and provide a professional experience to your customers that will help you to secure repeat and referral business.
Dominic Rubino is the host of Profit Toolbelt Podcast and is a business coach for contractors.
What you’ll hear in this episode:
- How to know and understand your sales numbers. Contact me to set up a 30-minute call to learn more!
- Dominic also uses Ruby Receptionists and appreciates their professional services.
- The selling process is like doing a roof: There’s a certain way to do it, and there’s a certain way to do it right.
- “You don’t have to be great at selling, you have to be great at following your own process.” – Dominic
- The 8 sales mistakes roofing contractors make:
- You skipped the 20-minute pre-meeting.
- You didn’t show up on time, as promised.
- You forgot to make a light social media touch before that first face-to-face meeting.
- You didn’t get all of the decision-makers to the sales meeting.
- You did your presentation without everybody sitting down.
- You forgot to have the paperwork ready.
- You did more talking than listening.
- You forgot to ask for the business.
- Dominic explains why you need to say this within the first 30 seconds of doing the on-site visit: “We’d be proud to do another home like yours.”
- Sales is a skill that you learn that will help you grow your business and make more money. It will also enable you to have more free time to do the things you want to do.
Connect with Dominic:
Profit Toolbelt – FREE Downloads!
Profit Toolbelt Podcast
Dominic’s LinkedIn
Resources/Links:
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
Enjoy This Other Episode:
Podcast 171: How to Run a Paperless Roofing Business with Armando Jacox
I’m so excited to bring you this interview today. Rick Dutmer is my old business coach that helped me build my roofing company over the course of thirty years into an extremely profitable business so that I was later able to successfully exit and do the things that I wanted to do in life.
When I first hired Rick, I was really struggling and wearing all the hats in the business. I knew there was a better way, and Rick was the one that helped guide me through it all, and it started with building a business plan that set me up with a saleable business.
Today you’ll hear all about how to build a profitable business that will support you and your family with a great lifestyle, how to build a valuable business that you can sell when you’re ready to retire, and so much more.
What Rick did for my roofing business, I can do for yours. Have you downloaded my FREE 1-Page Business Plan, yet?
What you’ll hear in this episode:
- Rick shares how his business background has helped contractors improve their own businesses.
- Rick provides an overview of the process he used in helping Dave build his business plan.
- While building your business up, always be thinking about the horizon! This is when business goals transition to more of a business/personal goal.
- You have a strategy for growing your business and for growing your people. What’s your strategy for exiting?
- Rick addresses the main reason that contractors go out of business.
- “Profit thrills, volume kills”
- Building a business that has saleable value depends on your goals.
- You must have a strong team that will continue the business beyond you or your generation.
- Rick’s recommendations around selling if/when you decide to exit.
- Roll-ups: the good, the bad, and the ugly.
Connect with Rick!
Email: rdutmer@duadllc.com
Resources / Links:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
Thankfully, business is booming again and everyone has plenty of work these days! Today, I share with you how to increase your profits so that you’re not one of the 80% of contractors who go out of business within the first five years. The secret is NOT in getting more leads, it’s in keeping up with your gross profit margin. Listen in as I help break it down for you, and share my process for the all-important mid-year review. This will help you see where you stand financially and figure out how to finish off the year more profitably.
What you’ll hear in this episode:
- The gross profit margin is the #1 thing you should be looking at. Your sales for each job, minus your direct costs (labor, materials, permits, etc.) is how you figure your gross profit margin.
- Your rent payment, truck payment, cell phone, and employees are examples of your overhead expenses.
- You should also be paying yourself a 10% salary as an overhead item!
- Your gross profit margin covers these overhead expenses, INCLUDING your salary.
- Running a good business means paying your overhead expenses and reinvesting into the business with your net profit. Hiring great team members and investing in a focused marketing program are two excellent examples that get great results.
- I teach the business end of the roofing business. Are you looking for a coach? This is also a great way of reinvesting into your business.
- If your close rate is about 50%, you’re not charging enough money. Differentiate yourself by adding value and you can sell your work for higher prices.
- My overview of the mid-year review: get everyone involved! And start by dusting off your 1-Page Business Plan.
- Start at the end and reverse engineer: what’s your destination?
- Take a hard look at the kind of customers we want to do business with.
- Focus down on the elevator pitch.
- SWOT (Strengths, Weaknesses, Opportunities, and Threats)
- Operations: sell work, do work, and keep score.
- Having systems and processes in place that aren’t reliant on you.
- Action - what’s the one thing that will make the biggest impact on your business?
- The view.
- Keep an eye on what I’ve detailed and make your adjustments along the way. You’ll be able to grow your business, make more money, and have more free time. Don't forget to enjoy the journey!
Resources / Links:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
If you’re like most of us and have ever been screwed over by a general contractor or a building owner (often through no fault of our own), or even if you haven’t, but would like to avoid contractual issues altogether, then you’ll enjoy the topic of today’s conversation!
My guest, Karalynn Cromeens, has written a great book that we’ll be discussing today: Quit Getting Screwed: Understanding and Negotiating the Subcontract. Listen in for tips and strategies that you can use right now!
Karalynn Cromeens is the Owner and Managing Partner for The Cromeens Law Firm, PLLC, in Houston, Texas. She is well-acquainted with the construction industry and knows the obstacles that contractors are likely to encounter, and she is passionate about protecting the businesses her clients have worked so hard to build.
What you’ll hear in this episode:
- Karalynn explains how she has been involved in the construction industry from a young age.
- Contracts are written with negotiation in mind.
- Karalynn shares tips around some of the biggest problems that contractors face:
- How detrimental the “Pay when paid” clause is
- Not having a contract at all
- Once you sign a contract, you’re on the hook to do the work. There are consequences if you walk the job.
- Change orders
- Personal guarantees
- Progress / milestone payments
- Retainage
- Lien rights
- Arbitration
- Using subcontractors
- For a flat fee, Karalynn can draft an 8-page contract that anybody that isn’t a lawyer can understand. She will also review a contract that you’re signing for somebody else for a flat fee.
- To have a successful transaction in the construction industry, you have to be clear on expectations.
- Karalynn’s firm has a flat-fee collection service for all states that includes the collection of liens.
Connect with Karalynn:
Website
Podcast
Resources / Links:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
John is a new coaching client of mine, and has he really got it dialed in! He’s a residential contractor from Georgia, and today, I want to share the second part of this excellent conversation with you, with his prior permission, of course.
Last week, we heard about his sales process, which is the first leg of my 3-legged stool analogy: you have to sell the work, you have to do the work, then you have to keep score.
Today, you’re going to hear about his work process and how he keeps up with his numbers.
John is a testament to how the roofing business can provide you with a great lifestyle when you get it all set up correctly. You’re not going to want to miss the second part of this coaching call!
What you’ll hear in this episode:
- The benefits of having virtual assistants.
- John describes how he is training a production manager to fine-tune his handoff process.
- “The Perfect Ten” checklist.
- John downloaded and used my FREE 1-Page Business Plan. Have you downloaded yours yet?
- John breaks down his review process.
- As John explains, they triple-check their work and he has a “Profit First” professional who does their bookkeeping, as well as an accountant who is familiar with the Profit First philosophy.
- JobNimbus is used for a pre-job budget for each job.
- John details how he tracks gross profit and margin.
- John shares his top takeaways from the coaching call.
- The importance of having life insurance and disability insurance.
- It’s time for a mid-year review! How has your year gone? How can it improve? Set up a call with me at The Roofer Coach!
Resources / Links:
Part 1: Listen In On This Coaching Call And Learn His Sales Process
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
John is a new coaching client of mine, and has he really got it dialed in! He’s a residential contractor from Georgia, and I want to share this excellent conversation with you, with his prior permission, of course.
Today, you’re going to hear about his sales process and how he manages to run a successful business as a solopreneur. John is a testament to how the roofing business can provide you with a great lifestyle when you get it all set up correctly. You’re not going to want to miss this!
What you’ll hear in this episode:
- John lays out his team structure.
- By using my 3-legged stool principle (sell work, do work, keep score) as a guideline, John was able to create five major tasks for each role within his company.
- John utilizes the services of Ruby Receptionists, which also happens to be The Roofer Show sponsor!
- Using a checklist to pre-qualify your leads allows you to determine who you want to work with.
- John handles all of the sales. SumoQuote and JobNimbus helps him to write his estimates and differentiates him from his competition.
- Having his systems and processes in place allows John to spend more time with his family.
- John downloaded and used my FREE 1-Page Business Plan. Have you downloaded yours yet?
- Be willing to learn something new every day.
- John gives an overview of his leads generation process.
- John is a big believer in getting reviews!
- Marketing tips, courtesy of John.
- John discusses his sales and follow-up processes, and close ratios.
- NEXT WEEK: The second part of my conversation with John, where he covers the hand-off to production, and how he keeps up with his numbers.
Resources / Links:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
In today’s episode, I’m joined by Aaron Hockel from AltaVista Strategic Partners, a company that specializes in helping roofers implement goal-oriented marketing plans.
Aaron is a digital marketing expert who has been on the show a number of times, and he always brings with him the latest strategies, marketing tips, and best practices for roofing contractors. His interviews never disappoint, so if you’re looking for fresh ideas and inspiration for growing your business, listen in to our conversation!
What you’ll hear in this episode:
- AltaVista is a full-service marketing agency that partners with contractors, with roofing contractors a major part of their client base.
- Aaron details how to take advantage of the tools that are readily available to you.
- Reviews build a client’s confidence in your business. Here are tips on how to get more!
- Ideas for using SEO to improve your online visibility.
- Remember that effort and consistency pay off!
- Aaron provides an overview of Google’s new ranking factor, “Core Web Vitals.”
- Aaron shares some of the marketing strategies that AltaVista uses for its clients.
- Knowing who your ideal client is (and why) assists in getting you qualified leads.
Connect with Aaron!
Aaron’s Website
Aaron’s Facebook
Aaron’s Twitter @AltaVistaSP
Aaron’s Email: aaron@altavistasp.com
Did You Miss These Episodes with Aaron?
#94 - Why You Need To Be On NextDoor To Get More Leads with Aaron Hockel
#63 - Why Facebook Is Still Relevant For Contractor Marketing with Aaron Hockel
#37 - SEO In 2018: What’s Hot, What’s Not with Aaron Hockel
#34 – How to Get More Online Reviews with Aaron Hockel
#06 – How to Control Your Online Reputation with Aaron Hockel
Resources / Links:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
Ben Hodson with JobNimbus, is my guest today, and he will be sharing how to make the best use of your time as a business owner by keeping things simple, organized, and yes, profitable!
JobNimbus offers easy-to-use customer relationship management (CRM) software to contractors for project management, and Ben will bring us up-to-date on all its benefits and features that will help you to grow your business.
What you’ll hear in this episode:
- Ben relates how JobNimbus got its name.
- There are currently over 40 platforms that have been integrated into JobNimbus, including SumoQuote, CompanyCam, and eagleview.
- Dave shares his favorite thing about JobNimbus.
- According to JobNimbus users:
- They experienced an average revenue growth of 43% in the first year.
- They saved an average of 8 hours per week, per employee due to automated processes.
- Sales and tracking leads, made easy!
- How JobNimbus works alongside Dave’s philosophy of the 3-legged stool.
- Ben shares how JobNimbus helps to solve very specific work-related problems.
- Ben gives an overview of some of the upcoming features.
- How JobNimbus features work together to grow your profit.
- What to expect when transitioning from a different CRM (or no CRM, at all) to JobNimbus.
- JobNimbus’s mission statement is “Make contractors heroes.”
- Ben explains more about an upcoming opportunity at JobNimbus headquarters in Lehi, Utah, called “The Crew”. It’s a small, elite experience where you receive personal and unique one-on-one training and tips on your JobNimbus account.
- For more information on “The Crew” and other upcoming events, keep your eye on the JobNimbus Events Page!
For more information or to request a free, no-obligation demo:
JobNimbus
Recommended Episode:
80: How To Solve Your #1 Business Frustration with Jake Dempsey
Resources / Links:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
Today I interview best-selling author and expert contractor business coach Vicki Suiter about her latest book The Profit Bleed. We pinpoint the reasons that contractors are not making the money they should and how they can fix the holes in their businesses to make more profit.
What you’ll hear in this episode:
How to deliver a good elevator pitch
- The benefits of a Mastermind group, for clarity, ideas, and camaraderie
- Vicki’s elevator pitch: what she does, who she serves, and what action she wants them to take
- “Are you going for the door, or are you asking to hear more?”
- Example of a client who reduced prices in an effort to sell more
- Increased volume means increased overhead and will equal breakdown
- What are your true labor costs?
- What infrastructure changes are required to support higher volume?
- Taking an eagle-eye view of your business
- What to focus on to improve efficiency and profitability
- Learn to manage from the top down rather than the bottom up
- Pulse points covered in Vicki’s book:
- Pricing
- Handoff process
- Sales and marketing
- Sales and close rate percentage goals
- Production
- Feedback
Resources:
The Profit Bleed by Vicki Suiter
The Profit Bleed – Find out how to get Vicki’s book for FREE, along with other resources
Suiter Business Builders – Find out more about Vicki’s Free Business Health Assessment
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
—-> My Listeners Get a 21-Day Money Back Guarantee <—
Remember that 3-legged stool principle I teach? You’ve got to sell the work, you’ve got to do the work, and you’ve got to keep score, which is the bookkeeping part. All three of these legs have to be in balance so that it doesn’t become weak or your business is going to fall over.
Today, I’m thankful to have Steve Kreitzberg from Apparatus Contractor Services, LLC, on the show. Steve’s company specializes in outsourced bookkeeping, payroll, and reporting for contractors only, and you’ll be hearing why this niche is so important and why this kind of service is something you might want to consider for your own business.
Listen in to learn some strategies regarding your finances, why you need to be working and understanding your numbers, and how this can actually become a pretty simple thing as part of a streamlined process to help you reach your financial goals!
What You’ll Hear in This Episode:
- Steve shares his backstory as to how he came to focus on contracting businesses.
- Apparatus created a digital service that provides bookkeeping services to contractors all over the country.
- Clients that recognize that finances are the foundation of their growth are Apparatus’s ideal clients. Other traits in an ideal client are that they’re growth-centered, coachable, decisive, goal-driven, collaborative, and cash confident.
- Contractors have a skill set that doesn’t typically include bookkeeping. Others may simply not be interested in learning it or do not have time to keep up with it. Most contractors prefer to spend time serving their clients and finding new ones.
- The service that Apparatus offers is built on the tools that are built for and around QuickBooks® online.
- Good news: Job-costing is now available in QuickBooks® online!
- Steve details some other tools that Apparatus also uses, including the QuickBooks® Payroll module, a product called TSheets®, Zoom, and Dropbox.
- Steve shares the promise that his company makes to its clients.
- There are unique bookkeeping requirements for construction companies, which Steve explains.
- New clients of Apparatus go through a six-week boot camp while they’re getting their systems set up. This gives clients confidence and a basic understanding of how bookkeeping works on their behalf.
- Steve discusses the chart of accounts and the varied benefits of knowing your numbers.
- Don’t confuse your cash flow with your profit!
- What to expect with TSheets® and the payroll module.
- Did we mention the reports? There are five of them, and here’s what you can do with them.
- A CPA is who files your taxes; Apparatus is a bookkeeping service and is, therefore, a source of all the information that your CPA needs.
Connect with Steve!
Apparatus Contractor Services, LLC
Resources:
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!
Find Out How They Can Help Bring In Leads!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!
My Listeners Get a 21-Day Money-Back Guarantee!
My friend, Brian Javelin from My Online Toolbox, joins me today and we’re going to be getting into “Marketing 101” for roofing contractors. We’ll drill down into how to get the best leads of all: the qualified leads. You’ll hear about how to bring qualified visitors to your website and learn how to convert them to prospects. This really is a simple plan for getting more quality leads and you’re not going to want to miss this!
What you’ll hear in this episode:
- Brian’s philosophy is a unique blend of basic marketing principles that are leveraged within the various available technologies.
- Brian explains how he helps contractors build a brand with the target of getting sustainable, long-term quality leads over a period of time.
- The current environment has forced every business owner to rethink how they’re doing things.
- There are many things that you can do for FREE towards your 2021 vision.
- Even if you’re currently in a strong position, now is not the time to let your guard down.
- Brian shares lots of insight and tips into what makes a good website.
- Two reasons why a search engine might block your website.
- Why your content and “About” page is so important.
- Brian provides this website as a real-life example of how one roofer went from having no online presence and nearly no business a couple of years ago, to having an abundance of work coming his way now. Listen in as Brian walks you through the website!
- Strategies to consistently get more quality leads through search engine optimization.
- Your website designer must be educated enough in your industry to be familiar with your images and material that they are uploading for you.
- Never underestimate the power of reviews! Here’s how to get them, and some techniques for handling the less-than-stellar ones.
- The one thing that roofing contractors tend to miss when it comes to marketing.
- Don’t forget to check out my video lesson and Brian’s video lesson in the Contractor Success Academy, from Marc Levesque of Webrunner Media! And don’t forget to check out Marc’s past guest interviews on The Roofer Show HERE, HERE, and HERE.
Connect with Brian!
My Online Toolbox
My Online Toolbox on Facebook
My Online Toolbox on YouTube
Brian’s LinkedIn
Brian’s FREE Online Education Series!
If you fill out Brian’s Contact Form for the Basic Online Class, be sure to mention that you heard about it on The Roofer Show Podcast!
Resources:
Dave’s Video Lesson from the Contractor Success Academy
Brian’s Video Lesson from The Contractor Success Academy
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
I’m in the hot seat today, because I’m being interviewed by Tim Brown from the “Hook Better Leads” podcast, and I share how to reverse-engineer a business plan, because you have to know where you’re going before you can get there!
Before we get to the interview, though, I’m bringing you some great tips that I’ve culled from my own 30+ years as a successful roofing contractor, coaching calls with my clients, contractors just like you, and even some pointers that I’ve picked up by listening to some other really good podcasts. These are easy-to-implement strategies that you can put to use right away and I think you’re going to find them very helpful in running and growing your business!
What you’ll hear in this episode:
- My avatar: That’s me, 25 years ago. Struggling, but ready to learn!
- Tangible tips that you can use now!
- The story behind starting my podcast and coaching business.
- Podcasting is a great way to get free coaching! Be sure to check out the free downloads, YouTube videos, and other resources available on your favorite contractor and contractor services websites.
- To achieve your goals, you have to know your destination, which is going to be different depending on your age group.
- If you’re thinking about retirement, you have to have an exit strategy and be creating a saleable business. This can conceivably take several years to put in place.
- It’s all about the gross margin in this business! Focus on the bottom line. You have to know your numbers.
- Detailing the 3-legged stool: you have to sell work, you have to do the work, and you have to keep score.
- The value of a “project discovery sheet” in pre-qualifications.
- Ways to increase your margins.
- The many benefits of having an intentional business plan.
- Download My FREE 1-Page Business Plan!
Resources / Links:
I interview Tim Brown here: Attract More Website Visitors That Turn Into Appointments That Turn Into Sales with Tim Brown
Tim Brown’s Podcast: Hook Better Leads
I interview Tom Reber here: How To Sell Your Roofing Services with Tom Reber
Tom Reber's Podcast: The Contractor Fight
Guy Raz’s Podcast: How I Built This
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
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Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
Some of the benefits to tracking your KPIs (key performance indicators) are that it allows you to see your leads and where they came from, and you'll know how many presentations and closes you’ve made. This will provide you with the information that enables you to strategically spend your marketing dollars wisely towards the right clients, thereby improving your close rate and getting more money for your jobs.
This is what I’ve been working on with a couple of coaching clients lately, and this also happens to be the topic of today’s show from the archives with my guest, Randal DeHart. Stay tuned for quick and easy tips on how to turn a people-dependent money pit into a process-dependent cash cow!
What you’ll hear in this episode:
- The difference between construction accounting and regular accounting
- Differences between costs and expenses
- 5 key performance indicators and setting up a dashboard
- Why you should use QuickBooks
- Easy tips to do your own accounting
- Getting in touch with people to help you set up your dashboard
- Top problems and causes for embezzlement
- Setting up programs to avoid rip-offs
- Being smart with your money
- Getting involved with a bookkeeping company
- The system Randal’s company uses
Connect with Randal!
Fast Easy Accounting
Fast Easy Accounting - for DIY Solutions
The Contractors Success Map Podcast
Resources / Links:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
Building great teams is a critical element to building a great business, and so is teaching people to manage for results. My returning guest, Vicki Suiter, with Suiter Business Builders, is a best-selling author and an expert contractor business coach.
Today, she shares with us how to build teams that perform at a higher level, that view accountability with a fresh perspective, and that follow through on agreements.
What you’ll hear in this episode:
- Operating from expectations rather than agreements results in ambiguity and shortcomings.
- Vicki explains the difference between expectations and agreements.
- Make SMART agreements (Specific, Measurable, clear Accountability, Realistic, Time-Driven).
- The same principles of how you approach managing a well-run construction project are the same principles that, if you apply those in your conversations with people at a micro level, will result in getting a lot more work done.
- Practice building these principles into your communications and your work culture. A little extra effort on the front end will save a lot of time on the back end and you’ll get more consistent results from your team.
- Our willingness to take responsibility is one of the greatest gifts we have as leaders.
- Responsibility does not mean shame-blaming or fault; responsibility means the ability to respond.
- In Vicki’s upcoming FREE, LIVE webinar, she will be sharing a checklist for managing agreements with people.
- Vicki reveals the 3 key things she will be sharing during her webinar that will help you tap into your employees.
Connect with Vicki!
FREE, LIVE Webinar: April 14th & 15th
“Build a Team That Takes Ownership”
To Register: http://www.suiterbusinessbuilders.com/roofershow
Vicki’s Website
Vicki’s YouTube
Vicki’s Book: The Profit Bleed: How Managing Margin Can Save Your Contracting Business,
Did You Miss The Roofer Show with Guest, Vicki Suiter, in Past Episodes?
Episode 203: How To Hire A-Players and Where To Find Them
Episode 96: The Top Reasons Contractors Don’t Make the Money They Should
Episode 79: How to Stop the Profit Bleed in Your Business
Resources / Links:
Episode 211: What’s Your Roofing Business Really Worth with David Lupberger
Episode 197: The #1 Tactic To Get Qualified Leads For Your Roofing Business with Marc Levesque
Episode 141: Facebook & Instagram Marketing for Roofers with Aaron Hockel
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
My salespeople had a favorite “Whine”— ”Homeowners only care about the price and we’re too expensive.” When in fact, survey after survey tells us that price is rarely the main reason why homeowners select a particular contractor. In today’s interview, I discuss the sales process you need to get your price, with expert John DeRosa.
What you’ll hear in this episode:
- John’s work as director of contractor training and customer experience at SRS Distribution, including travel and seminars
- His 25 years in the building material industry after initially training to be a chef
- The focus on customers’ needs in a consulting role
- Focusing on customer success with their business skills
- Changing the consumer’s perception of contractors and the price-driven sale
- Showing the homeowner the value you bring to the process
- Why you can’t let the decision come down solely to price
- Show the differentiation between you and the competition
- Ask the questions—and then, LISTEN!
- Show the homeowner that all contractors are not created equal
- Closing the sale and making the homeowner feel like they are getting a great deal
- Improving sales skills
- The #1 reason contractors fail? Not charging enough
- How to overcome the phenomenon of “sales guilt”
- Working with the homeowner in structuring their affordable roof system
- John’s best sales advice: Learn to debrief after every sales interaction
John’s Resources & Links:
John’s bio
Email John: jderosa@srsdistribution.com
SRS Webinar Series - YouTube
www.bbb.org (Ranks business types with the highest number of inquiries)
Resources / Links:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 – Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
What another great interview I have for you today, and it’s about differentiation. What makes your business different from your competition? What makes it better? What is it that allows you to charge a higher price since you’re providing value?
Ryan Shantz with SumoQuote is back for another conversation with me and he’ll be sharing the answers to these questions, and more, so don’t miss this!
What you’ll hear in this episode:
- Ryan shares his own personal story of how he decided to differentiate SumoQuote from its competition and watched his closing rates for retail jobs rise by 63%.
- SumoQuote is simple to use and can help the contractor:
- sell more
- quote faster
- scale
- Ryan details some of SumoQuote’s recent software program upgrades.
- Ryan explains the concept of “How to Market Like Apple” and what roofing contractors can learn from it.
- Starting your quotes with the homeowner in mind is powerful!
- Find out how SumoQuote can improve YOUR closing rates, too! Sign up for a free demo!
Connect with Ryan!
SumoQuote Website
SumoQuote Facebook
Book a Demo!
Watch Ryan’s webinar with Joseph Hughes HERE
More Episodes Featuring Ryan Shantz:
131: 5 Keys To Improve Your Roofing Quotes
109: How To Design A Professional Roofing Proposal That Sells
Resources / Links:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
My labor attorney, Philip Siegel, is my returning guest today, and he focuses specifically on construction law.
Philip is going to be giving us the latest information regarding the recent change in Administration, with COVID, and with all of the other important issues that you need to know about as a roofing contractor. You’re going to want to take notes while you listen to this episode because he is going to be sharing a lot of really great tips. Don’t miss this!
What you’ll hear in this episode:
- Philip details why you should watch out for these contract clauses:
- Pay-if-paid provisions
- HOT TIP: When you’re submitting a bid or a proposal, make sure to include language stating that your number is subject to the AIA Contract Documents.
- If you’re contracting directly with an owner, in 2021 it’s the AIA A-107. If it’s with the sub-contractor, it’s still the AIA A-401.
- Indemnification clause
- Additional insured
- Scheduling
- Pay-if-paid provisions
- Philip explains the benefits to contractors of using his retainer program.
- Philip addresses employee poaching, non-competes, and non-solicitation of employees provisions.
- How the hidden dangers of using independent contractors have ebbed and flowed through the Obama, Trump, and current Administration.
- Listen to 212: How To Reduce Your #3 Highest Cost with Jon Heinson regarding the need for business insurance and why you want to work with an insurance broker who specializes in the construction industry.
- Philip shares the legal issues surrounding COVID.
Connect with Philip!
(404) 469-9197
Philip’s email: pjs@hpsslaw.com
Website: hpsslaw.com
Listen to these other episodes featuring Philip:
189: How to Escape These 10 Killer Contract Clauses with Philip Siegel
153: Why You Must Have An Up-To-Date Employee Manual with Philip Siegel
114: How To Prevent Employee Poaching By Your Competitors with Philip Siegel
49: The Hidden Dangers Of Using Independent Contractors with Philip Siegel
36: Top 5 Employment Mistakes Contractors Make with Philip Siegel
32: High Times-Drug Testing And Medical Marijuana. What Employers Need To Know with Philip Siegel
Resources / Links:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
I want to share with you the goal I had in my business, and that was to work myself out of a job, by building a business that didn’t rely on me. I wanted to make sure that I had the right people, systems, and processes in place that would allow me to step away from the day-to-day grind.
If this is something you’d like to work towards, download my FREE 1-Page Business Plan that will help you identify your destination and the roadmap you need to get there. It will help give you the clarity you need to build a saleable business.
If you need further guidance, check me out at The Roofer Coach and book a time on my calendar for a FREE 30-minute, no-obligation business evaluation.
On today’s show, I’ll be sharing issues from a couple of coaching calls I had this week. As you listen, I’m sure you’ll be able to recognize some of the same problems we all struggle with, and I hope that this will help you to continue to move forward and stay accountable.
What you’ll hear in this episode:
- Is coaching right for you? Are you coachable?
- Generally, we meet online twice a month.
- Some goals you might want to work into your plans may include building a 401(k) retirement plan, college funds for your kids, and setting aside vacation funds.
- There are ways to scale back on volume but still make a higher profit.
- Guess what? I have always had a business coach!
- Coaching call discussion: personnel issue.
- Why you want to build an A-player team.
- You always have to be hiring, training, and, most importantly, retaining.
- Here are some great tips for checking in on the crew.
- Don't forget to keep your 3-legged stool in balance!
Resources / Links:
Podcast 203: How To Hire A-Players and Where To Find Them with Vicki Suiter
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
With over 165,000 neighborhoods covering 80% of the country, Nextdoor presents a great opportunity for contractors to get new local leads. Referral leads. The best type of leads! Next door is a social networking service where you can ask your trusted neighbors for referrals for all types of services. Can anyone recommend a piano teacher? Does anyone know a great roofer? Today I interview marketing expert Aaron Hockel with AltaVista Strategic Partners and he takes us through the step-by-step process to claim your profile and use the best practices to be sure you are using this free service to get the best-qualified leads. You may already be getting a referral and not even know it. And as a bonus, we review how to get more 5 star online reviews from our last interview from episode #34.
What you’ll hear in this episode:
- Why you need to have a clear and concise elevator pitch
- How AltaVista SP can help if your marketing strategy isn’t cohesive
- Why getting more leads is always the #1 problem for contractors
- Why roofers should use Nextdoor:
-
- They will corner the market and be the industry leader
- 25% of Nextdoor posts are people seeking local services
- Nextdoor, started in 2010: how it works and how it’s similar to Facebook and Instagram
- The Nextdoor process: download the app, create a profile, receive a super-localized feed, see things to buy and sell, generate free leads
- How to get started in entering basic info and creating links
- Why business names, phone numbers, and addresses have to be synced with no discrepancies. Don’t confuse Google!
- Nextdoor reviews: how they don’t use a star rating system, but reviews are based on recommendations, which are required in order for you to be “discoverable”
- Ways to get recommendations: how to ask and have consistency
- How to get more leads and why it’s important to get recommendations from all areas of town, tag yourself in posts, and make promotional posts
- How advertising may change in the future on Nextdoor to be more affordable
- Why you don’t want to be overly promotional or sales-y
- The key: establish yourself as an expert
- Why people look for social proof
- The importance of Facebook posts and Google reviews
- Why Nextdoor is a free, no brainer option
- Nextdoor, with their new CEO, and how there are great opportunities for roofers
- A look back at Episode 34, where Aaron shares how to get more online reviews
-
- Tips: Use a consistent process to ask for reviews, and rotate where and when you ask for reviews
Resources:
Call Ruby Use promo code “Roofer 50” for $50 off your first service
Alta Vista SP
Episodes 34 & 35
Aaron’s email: Aaron@altavistasp.com
Call Aaron at 443-960-4004 for a consultation or troubleshooting help
Are you getting the most out of what is probably the 3rd largest cost in your roofing business? When it comes to Business Insurance many contractors are leaving a lot of money on the table. What’s worse, they may find that they don’t have the coverage they thought they did for the complex risks we face. If you would like to be certain that you’re properly covered for any eventuality, especially those that you haven’t even considered, listen in to today’s show, with Dave’s expert guest, Jon Heinson, and discover the ins and outs of buying insurance. There’s a lot more to it than you may think!
Jon Heinson has been with USI Insurance Services for over twenty-five years. They are the fourth-largest insurance broker in the world today, with two hundred offices. Jon specializes in contractors and he’s been Dave’s broker for more than fifteen years. He is someone who really knows and understands both the insurance and the construction businesses. Dave points out that he had to learn the hard way years ago, upon discovering that he wasn’t covered for a certain type of loss- something that has put many contractors out of business. Listen in today and find out what you need to know to prevent this from happening to you. Are you ready? Let’s dive in!
On today’s show, Jon explains: * The problem with just going with your local agent that handles your auto insurance. * The types of insurance coverages for the Construction Industry. * The difference between an agent and a broker. * Why it would be better to go with a broker than with an agent. * How the rates for Worker’s Compensation are determined today. * More about the X Bond Experience modification. * That most brokers don’t offer any ability to deal with claims problems, however, the better brokers offer auxiliary services- typically at no extra cost. * The importance of knowing that one of the key dates with regards to Worker’s Compensation is the Units Statistical Period, which is six months prior to your renewal date. * What your broker needs to know when it comes to general liability for roofing contractors. * Some ways that contractors can save some money.
Business Quick Tip: The problems with a high mod rate on your worker’s comp: 1) an accident disrupts your work and workers. 2) OSHA will be more visible and show up more frequently. 3) Some prospects will disqualify you for a high mod rate. 4) You miss out on marketing opportunities by not having a great safety program. Dave also shares his simple and effective safety program. Safety is everyone’s concern!
Connect with Jon! Jon’s Phone Number: (925) 899-2953
Jon’s Email: jon.heinson@usi.com
Resources / Links:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
If you’ve ever spent any time thinking about retiring or any other reason for why you might sell your business somewhere down the line, don’t miss today’s show!
My guest, David Lupberger, helps contractors with strategies in exit planning when they’re thinking about selling their businesses. There’s a lot that goes into this planning, and that is what we’re going to get into today.
David is not only a business coach, but he’s also the owner of Remodel Force, an author, and he currently writes a monthly column for Qualified Remodeler magazine. He is a friend of mine and a fellow member of an amazing Mastermind group.
What you'll hear in this episode:
- When most business owners walk out the door, the value of that business walks with them because their businesses depended on their participation, their knowledge, and their experience.
- According to David, your real job is to work yourself out of day-to-day-operations, because the long-term goal is that the company works as well and creates revenue as well without you as it does with you.
- You create equity, a transferable asset, when you have a company and people that can continue when you’re not in the day-to-day operations.
- David addresses the “value” of a company.
- Preparing to leave can take years, and involves contingency planning.
- Three things to consider regarding the end purpose of your business:
-
- When do I want to transition out of day-to-day?
- If I’m replacing myself, which will usually increase overhead costs:
-
- Do I have a financial foundation in place to deal with that overhead?
- How will I increase revenue to pay for that additional overhead?
- Am I able to identify a successor?
- With exit planning, allow for a minimum of five years, and realistically seven to eight years.
- David explains the rewarding and transferring of equity concept.
- David drills down into various contingency scenarios and explains why having backup plans is so vital.
Connect with David!
Website - Take Your Exit Readiness Assessment!
Book Mentioned:
The E-Myth by Michael E. Gerber
Resources / Links:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
Diane Gilson is one of my most popular guests, and in last week’s part 1 of this special 2-part series that covers the five ways to increase your profits on every job, we discussed the first two: why you need to job cost plus ways to use estimate vs. actual reports and how to locate and charge for lost or invisible costs.
In the second and final part of this series today, Diane and I will go over the last three tips on the five ways to increase your profits on every job, and this is ALL without any extra hiring, selling, or having to work harder! PLUS, Diane gives us a bonus strategic benefit that you don’t want to miss!
Like I always say, this all starts with understanding the 3-legged stool, and at the end of the day, it’s not about what you make, it’s about what you keep!
Let’s dive into the rest of these great tips!
What you'll hear in this episode:
- Last week’s recap. Did you miss it? Grab a pen and take some notes while you’re listening to Part 1 HERE!
- Tip #3: How Job Costing Helps You Spot (and Eliminate) Your Low-Profit and Loser Jobs
- Every low-profit and “loser” job is wiping out the profit you’re making on other jobs!
- When you replace projects that lose money (or only yield minimal profits) with jobs that achieve your gross profit targets, you substantially increase your gross profit WITHOUT SELLING MORE, HIRING MORE PEOPLE, OR WORKING HARDER!
- Tip #4: Job Costing Shows You Where to Shift into Higher Gross-Profit Work
- Once you can see this information, shift your focus into higher gross profit work. Here’s how.
- These action steps can significantly increase your income.
- And you weren’t required to SELL MORE, HIRE MORE PEOPLE, OR WORK HARDER!
- Tip #5: Add 10% (or more) of Your Gross Sales to Your Bottom Line
- The biggest mistake so many roofers make is to think that they’ll make more money if they sell more.
- BUT if you don’t have a stable and substantial gross profit on your jobs, and you take on the extra cost involved with higher volume, you’re just setting yourself up to earn less and less. AND, as you grow, you will create more work and stress for yourself.
- Here are the three steps to make a massive difference in your take-home pay are:
- First, use your job costing information to reduce your production costs.
- Then figure out how to eliminate your lower-profit work or loser jobs.
- FINALLY, shift into your highest gross profit type of work.
- Remember: These three methods don’t require you to SELL MORE, HIRE MORE PEOPLE, OR WORK HARDER!
- AFTER you’ve achieved a stellar profit margin, THEN you may want to take on a bit more volume, CAREFULLY, a step at a time (always monitoring so you maintain an excellent profit margin).
- The Bonus Strategic Benefit!
- When you track the kinds of work that create the best profits for your company, you can use that knowledge to make strategic and long-lasting changes to your company’s business model. For instance:
- You may choose to scale down to fewer (but consistently profitable) jobs.
- Or you could decide to grow your company after achieving a better profit margin.
- You might choose to focus on a favorite niche (as the saying goes: “the riches are in the niches”) where you benefit financially from your specialized knowledge.
- When you track the kinds of work that create the best profits for your company, you can use that knowledge to make strategic and long-lasting changes to your company’s business model. For instance:
Resources / Links:
209: 5 Ways To Increase Your Profits On Every Job with Diane Gilson (Part 1)
Get Diane’s FREE Download buildyournumbers.com/dave - Special Gifts for Listeners!
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
Diane Gilson is one of my most popular guests, and in today’s show, we discuss the five ways to increase your profits on every job, ALL without any extra hiring, selling, or having to work harder!
This all starts with the 3-legged stool. If you are new to the show, I’ll start off by explaining this concept, because, as I always say, it’s not about what you make, it’s about what you keep!
So, who’s ready to learn these five ways to increase your profits? Listen in, because I think you’re going to get a lot out of this show!
What you'll hear in this episode:
- The 3-legged stool: you have to sell the work, you have to do the work, and you have to keep score.
- Tip #1: Why Job Cost? + Ways to Use Estimate vs. Actual Reports
-
- Running your company without knowing your numbers is unwise and downright dangerous!
- Job-costing means you track, and can then SEE, the costs you incur and the income you earn for every job.
- You can use “Estimate vs. Actual” reports to:
-
- Spot variances while a job is underway. That means you can correct problems – long before they spin out of control!
- Analyze “after-the-fact” results. You’ll be able to see precisely where actual costs were different than anticipated. You’ll be able to use that information to improve your ongoing operations.
- Consistently reviewing Estimate vs. Actual reports and use the information to improve internal processes and reduce costs– you’ll earn more WITHOUT SELLING MORE, HIRING MORE PEOPLE, OR WORKING HARDER!
- Tip #2: How to Locate and Charge for Lost or Invisible Costs
-
- When you don’t job-cost, it’s easy to miss various Time and Materials (T&M) costs that accumulate on a job.
- If you’re job costing, many software programs (such as QuickBooks desktop) will help you easily convert job costs into Invoices.
- What happens when you fail to invoice your customer.
- When you can invoice based on accurate information, you’ll earn more WITHOUT SELLING MORE, HIRING MORE PEOPLE, OR WORKING HARDER!
- Don’t miss Part 2 next week where we cover Tips #3-#5 on ways to increase your profit on every job!
Resources / Links:
Get Diane’s FREE Download buildyournumbers.com/dave - Special Gifts for Listeners!
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
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Find Out How They Can Help Bring In Leads!!
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https://www.callruby.com/roofershow
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My Listeners Get a 21-Day Money-Back Guarantee!
You’re in for another great conversation today! Tim Brown from the Hook Agency is with us, and he is the host of the Hook Better Leads podcast.
On today's show, you’ll learn about how to get more visitors to your website through search engine optimization, or “SEO”. Tim doesn’t stop there, though. Since you need to know how to turn those visits into appointments that turn into sales, Tim is going to share that with us, too, because it all starts with a website that is designed to do just that.
No matter what kind of experience you've had with SEO in the past, you’re going to want to listen in!
What you'll hear in this episode:
- Hook Agency company helps specialty contractors get more leads and better ones through persuasive web design and through search engine optimization.
- Tim details his Five-Part Winning Website Formula:
- Strong visual “call-to-actions” throughout the website
- Testimonials and “trust factors”
- Emotionally-persuasive images and headlines
- An emphasis on SEO throughout the process
- Really clear “unique value propositions”
- People tend to want short-term gains without implementing a long-term strategy.
- An important part of the process for getting more qualified leads involves getting Google Analytics installed on your website.
- Tim offers pointers for great website content.
- Understanding the basics of SEO helps you gain clarity in the activities and traffic on your website.
Connect with Tim!
Visit his website, like him on Facebook, follow him on Instagram, and listen to his podcast!
If you’d like to learn more about SEO, check out Tim’s FREE guide and video at SEO Basics.
Resources / Links:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
Contractors are really good at what they do, but when it comes to sales, it is just another skill that contractors should be learning.
Since nothing happens until somebody sells something, today’s show is going to be all about how to sell. My guest, Dominic Rubino, details the common sales mistakes that roofing contractors make. Knowing what to avoid will enable you to polish your sales skills and provide a professional experience to your customers that will help you to secure repeat and referral business.
Dominic Rubino is the host of Profit Toolbelt Podcast and is a business coach for contractors.
What you'll hear in this episode:
- An overview of how to know and understand your sales numbers. Contact me to set up a 30-minute call to learn more.
- Dominic also uses Ruby Receptionists and appreciates their professional services.
- The selling process is like doing a roof: There’s a certain way to do it, and there’s a certain way to do it right.
- “You don’t have to be great at selling, you have to be great at following your own process.” - Dominic
- Dominic details the 8 sales mistakes roofing contractors make:
-
- You skipped the 20-minute pre-meeting.
- You didn’t show up on time, as promised.
- You forgot to make a light social media touch before that first face-to-face meeting.
- You didn’t get all of the decision-makers to the sales meeting.
- You did your presentation without everybody sitting down.
- You forgot to have the paperwork ready.
- You did more talking than listening.
- You forgot to ask for the business.
- Dominic explains why you need to say this within the first 30 seconds of doing the on-site visit: “We’d be proud to do another home like yours.”
- Sales is a skill that you learn that will help you grow your business and make more money. It will also enable you to have more free time to do the things you want to do.
Connect with Dominic:
Profit Toolbelt - FREE Downloads!
Profit Toolbelt Podcast
Dominic’s LinkedIn
Resources / Links:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
Enjoy This Other Episode:
Podcast 171: How to Run a Paperless Roofing Business with Armando Jacox
Are you part of a peer group? If so, I’m sure you know the value that they can bring to you, both individually and as a business owner. If you’ve never joined one before, I think you’re really going to enjoy listening to today’s conversation with my guest, Dylan McCabe, as we cover the reasons why it can help you on your way to becoming a successful roofing contractor.
Dylan McCabe from LIMITLESS Roofing CEO Groups assembles teams of non-competing contractors that meet once a month over Zoom, creating a sounding board for the contractors to discuss the issues they face and best practices in solving them. These meetings build camaraderie and a great support network.
You don’t want to miss this!
What You’ll Hear in This Episode:
- Let’s kick off this show with my quick “Follow-up Friday” tips for you!
- Dylan saw an opportunity to start a podcast, interviewing owners and CEOs of roofing companies to hear their stories. This allowed him to hear their challenges from a leadership standpoint and a business standpoint.
- That podcast led Dylan to start multiple 10-membered peer groups for these owners and CEOs of roofing companies, where they help each other break through limits in business and in their own personal leadership together.
- All roofing company owners share the same problems!
- Dylan explains what EOS Worldwide (Entrepreneurial Operating System for businesses) is and how its concepts and tools empower you.
- The EOS Model consists of these six components, as Dylan details:
-
- Vision
- People
- Data
- Issues
- Process
- Traction
- Being a learner and being growth-minded are two criteria for joining this program.
- Dylan shares the unique benefits to business owners and CEOs who participate in his peer groups.
Connect with Dylan!
Visit his Website
Join his Facebook Group
Listen to his Podcast
Book Mentioned: Traction: Get a Grip on Your Business by Gino Wickman, Founder of EOS
Resources / Links:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
—-> Dave’s Listeners Get a 21-Day Money Back Guarantee <—-
In order to grow a solid and profitable roofing business, you’re going to need salespeople that can get out there and produce for you.
My guest today is Adam Bensman, an expert when it comes to helping salespeople and sales teams reach peak performance. Adam is also known as The Roof Strategist, and he has a podcast with the same name and a YouTube channel, as well.
On today’s show, we’ll be talking about where to find the right kinds of salespeople, how to attract them, and what it takes to build a team of A-players.
Listen in, I think you’re going to find this conversation very helpful!
What You’ll Hear in This Episode:
- Consider your goals, as Adam explains.
- What the average sales should be per rep, per year, conservatively, according to Adam.
- Before you begin hiring, you need a clear plan for what that salesperson will be responsible for.
- Adam discusses the options for paying your salespeople.
- Financial models must be run to maintain your profitability and your financial health in order to stay in business, serve customers, and grow.
- Have transparency with your team on when and how they will get paid.
- Adam details how to find great salespeople and the common mistakes made in the hiring process.
- Adam shares how he breaks down training into three categories.
- Most sales reps waste 80% of their time because they were never shown the most effective and most profitable way to sell by following a proven system.
- Accountability is necessary in managing the team for the retention of performance.
- Ideas for having great sales meetings.
- Thinking fast on your feet is the most valuable skill in sales.
Connect with Adam!
The Roof Strategist
Adam’s sales training includes a 120+ video library for storm and retail roofers!
Adam’s YouTube Channel
Adam’s Email
The Roofing Sales Connection - for sales opportunities
Resources / Links:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
—-> Dave’s Listeners Get a 21-Day Money Back Guarantee <—-
Happy New Year! Here’s to a healthy and profitable 2021!
Resources / Links:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
—-> Dave’s Listeners Get a 21-Day Money Back Guarantee <—-
In today’s interview, I talk with Vicki Suiter with Suiter Business Builders about why some contractors she works with have a consistent flow of quality applicants and others that just complain that there aren’t any good people that want to work or take responsibility.
We drill down to find what makes them different.
What You’ll Hear in This Episode:
- Every contractor should be part of a mastermind or peer group, where you have the opportunity to sit down with non-competing contractors to talk about the problems we have and potential solutions.
- Today’s workforce is the best workforce we’ve ever had, it’s just different than in the past.
- The #1 problem in the industry is finding and retaining key people.
- When you hire A-players, it is the secret to having more profits, more time, and more fun.
- The reason it’s so hard to find good people is two-fold: 1) everyone is super-busy due to a supply and demand issue, and 2) the next generation of contractors are going into the trades in far fewer numbers.
- Questions to consider: Are we building the kind of business that makes people want to come and work for us? Are we creating a culture that people are attracted to?
- The contractor industry should find ways to connect with kids in building more interest and tap into their desire to learn skills in the trades.
- Millennials want to work in an environment where they feel like they belong, where they matter and have a sense of contribution. This is actually a fundamental desire of everyone and a very important part of building an organization that makes people want to come and work for you.
- You need to build a team around you that takes ownership of their responsibilities so that if you need to step away from the company, they can run it.
- Build a culture where your people are accountable to a result.
- Implement “position agreements”, versus “job descriptions”. Job descriptions reflect a helper position with a task list. Position agreements have the employee own and manage results.
- Always be recruiting, training, and retaining.
- People, in general, want to do a good job, and as a business owner, you need to give them the opportunities to succeed.
- When you implement these steps and your employees love to work with you, they’re going to be talking about you, and this will help attract your A-players.
- Have clearly-defined interview questions before your candidates even show up. Ask open-ended questions. You should be doing about 20% of the talking, and they should be doing 80% of the talking.
- The cost of turnover for the average employee is about $25,000, so you want to hire well. This will also be less stressful to your employees.
- When you build a culture where your team is out there talking about what a great place it is to work because they have that sense of belonging, they feel like they’re treated well, good communication, they know how to win the game with you, and they get paid well, then people talk about it and want to work for you.
- Your “people'' are your most important asset.
Resources / Links:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Are You Interested in Being Part of a Mastermind or Peer Group?
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
Connect with Vicki!
Vicki’s Website
The Manager’s Hiring Toolkit
Vicki’s YouTube
Did You Miss The Roofer Show with Guest, Vicki Suiter, in Past Episodes?
<—Catch Them Here!—>
Episode 96: The Top Reasons Contractors Don’t Make the Money They Should
Episode 79: How to Stop the Profit Bleed in Your Business
Recommended - The Roofer Show with Guest, Charles Antis
Episode 128: How This Contractor Keeps a 93% Employee Retention Rate
Book Mentioned:
The Profit Bleed: How Managing Margin Can Save Your Contracting Business, by Vicki Suiter
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
—-> Dave’s Listeners Get a 21-Day Money Back Guarantee <—-
Welcome to part three of my Top 10 takeaways on how you can run a more profitable roofing business.
This Top 10 list has been culled from all of my previous interviews with experts, my own 30 years of experience, my years of coaching other contractors and listening to the mistakes they have made, and by watching my competitors make mistakes.
You can listen to the first part right here in Podcast 200, and the second part in Podcast 201.
Thank you for hanging in there with me and helping to make this podcast a success, and I hope, as you listen, that you’ll discover tangible tips that you can put to use that will help get you to your business vision.
What You’ll Hear in This Episode:
- What are YOU doing for “Follow-up Friday”? Here are my suggestions!
- A “word of the day” sets a positive tone and engages your team members during meetings.
- Here’s an update on a roofing job I’ve been trying to get done on my own home, with some lessons in it for you.
- Remember the 3-legged stool? You have to sell work, you have to do work, and you have to keep score. This is the secret to running a successful business. Last week I covered the first leg (selling the work) and today I’ll be reviewing the second and third legs.
-
8: Do the work. In order to make more money and have more free time, you have to have a process. For ideas, I detail how my company successfully did this.
-
9: Get the reviews, and ask for referrals. This opens the door for repeat business. Listen for my tips on how this works!
-
10: Keep score: This is the third leg of the 3-legged stool. To stay in balance, each one of these legs must be strong. Job-cost each and every job you do. Don’t wait until the end of the year to find out if you made any money.
- For more information on how to job-cost, check out my Quick Course: 5 Ways to Increase Your Profits On Every Job: Part 1, Part 2. Part 3, & Part 4.
- Don’t forget to check out Diane Gilson’s website. She has some wonderful FREE downloads about job-costing, scorekeeping, and finances, plus she makes it simple!
Resources:
Podcast 200: My Top 10 Takeaways from 199 Expert Interviews - Part 1
Podcast 201: My Top 10 Takeaways from 199 Expert Interviews - Part 2
Quick Course: 5 Ways to Increase Your Profits On Every Job: Part 1, Part 2. Part 3, & Part 4.
Diane Gilson’s Website: https://www.buildyournumbers.com/dave
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!
Find Out How They Can Help Bring In Leads!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!
My Listeners Get a 21-Day Money-Back Guarantee!
Welcome to part two of my Top 10 takeaways on how you can run a more profitable roofing business.
This Top 10 list has been culled from all of my previous interviews with experts, my own 30 years of experience, my years of coaching other contractors and listening to the mistakes they have made, and by watching my competitors make mistakes.
You can listen to the first part right here in Podcast 200!
Thank you for hanging in there with me and helping to make this podcast a success, and I hope, as you listen, that you’ll discover tangible tips that you can put to use that will help get you to your business vision.
What You’ll Hear in This Episode:
- From last week’s episode, my #5 tip was the 3-legged stool: You have to sell work, you have to do work, and you have to keep score. This is the secret of running a successful business, and I’ll be covering the first leg (selling the work) throughout the rest of my tips.
-
6: Start at the end. Listen in as I describe a recent coaching call I had with a client. I dive deep into discovery sheets, tracking your calls and qualifying leads, closing rates, follow-up Fridays, and much more! I can do the same with you if you’re looking for a business coach.
-
7: Set up a good CRM (customer relationship management) system.
- Here’s a recap of ideas for selling the work (the first leg of the 3-legged stool):
- Radius marketing - free or cheap!
- PPC (pay-per-click) and paid advertising.
- Close rate - make presentations only to qualified prospects. This will also give you your free time back!
- Don’t miss my bonus quick tips!
- NEXT WEEK: The rest of that 3-legged stool in #8 - #10.
Resources:
Podcast 200: My Top 10 Takeaways from 199 Expert Interviews - Part 1
Contact Marc Levesque: Webrunner Media
Marc’s Shows on The Roofer Show: Podcast 198, Podcast 197, Podcast 172. Podcast 113
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!
Find Out How They Can Help Bring In Leads!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!
My Listeners Get a 21-Day Money-Back Guarantee!
Welcome to the 200th episode of The Roofer Show! I’ll be sharing the best of the best takeaways on how you can run a more profitable roofing business.
I’m bringing you a Top 10 list that I’ve culled from all of my previous interviews with experts, my own 30 years of experience, my years of coaching other contractors and listening to the mistakes they have made, and by watching my competitors make mistakes.
Thank you for hanging in there with me and helping to make this podcast a success, and I hope, as you listen, that you’ll discover tangible tips that you can put to use that will help get you to your business vision.
What You’ll Hear in This Episode:
- I’m keeping this list brief, but listen to the show for deeper details! Let’s get started.
-
1: Do the basics really well, and keep it simple.
-
2: Develop a business plan. Listen to Podcast 198: How to Make 2021 Your Best Year Ever with Marc Levesque for more information on downloading and filling out my FREE 1-Page, 8-section business plan.
-
3: Get a business coach. I’ve had business coaches for years, and this is the number one reason for the success of my business. Hey, I’m also a business coach if you’re looking for one!
- TIP: Incorporate! You’ll want to do this eventually, especially when you get close to selling your business. So, talk to an attorney and a CPA about doing this.
-
4: The Four D’s, also known as The Business Killers. They are:
-
- Divorce
- Death
- Disability
- Disillusion
- Listen to Podcast 180: Are You Protected from These 4 Business Killers with Scott Calhoun for even more details.
-
5: The secret of running a successful business is the 3-legged stool: You have to sell work, you have to do work, and you have to keep score.
- NEXT WEEK: Tune in to deeper details about the 3-legged stool, PLUS my #6 - #10 takeaways.
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!
Find Out How They Can Help Bring In Leads!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!
My Listeners Get a 21-Day Money-Back Guarantee!
Join me as we take a dive into sales today with Ryan Groth from the Sales Transformation Group. Ryan will be covering how to build a successful sales team, how to compensate and motivate your team members, and he shares some techniques to really nail down the sales process.
Ryan also takes us into a conversation around the meaning of success and how that definition changes over time. You’re really going to enjoy this show!
I’m kicking off this episode with a few quick tips from my recent coaching sessions with clients.
What You’ll Hear in This Episode:
- My quick tips for contractors:
-
- Have regular meetings, keep them short and sweet, and follow an agenda!
- Start the meeting off with a good note and get everyone’s participation.
- My ideas for “Follow-up Fridays”.
- The Sales Transformation Group focuses on the construction space and offers solid courses that help develop sales leaders and teams.
- Ryan discusses introspection, defining the important things in life, and redefining success.
- Most business owners are more technical-oriented than they are business savvy and would benefit greatly from sales training. You have to know sales.
- People buy relationally and sales teams sell relationally.
- An owner should spend the first six months learning to go through multiple sales cycles and getting a sales discipline down.
- Ryan shares the importance of finding team members who have the right core values to be a part of your vision.
- Once you’re familiar with a reoccurring, predictable sales model, you gain confidence in how to compensate your sales team.
- The best companies are when the owners are invested in learning sales, brand, positioning, and marketing.
- Ryan details compensation models for when you’re first starting out in business and once you’ve developed your sales team, and how to build a good repeatable model.
Connect with Ryan!
Sales Transformation Group
Check out this Welcome Video and complete the 5-minute questionnaire!
In Case You Missed This Episode Featuring Guest Ryan Groth:
Podcast 71: How To Recession-Proof Your Business By Building A Quality Sales Organization
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!
Find Out How They Can Help Bring In Leads!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!
My Listeners Get a 21-Day Money-Back Guarantee!
Today I’m replaying a course that I did for The Contractor Success Academy. The Contractor Success Academy is hosted by Webrunner Media’s Mark Levesque and is a series of around two dozen FREE online courses.
In this episode, I cover my 1-Page Business Plan. It’s a FREE download, so be sure to get it! You’ll learn about how to plan, design, and implement a solid business plan. This is especially important going into 2021 because there’s going to be a lot of opportunities available, but in order to capitalize on it, you’ll need to be ready. I hope the information in today’s show will help you do just that!
What You’ll Hear in This Episode:
- Many contractors don’t know where to start in laying out a business plan.
- The 1-Page Business Plan is a simple, eight-step, fillable PDF.
- Let’s reverse-engineer and detail the steps so that we can understand where we need to start:
-
- Where do you want to go? Where do you want to end up?
- What, who, where, and why?
- Come up with a one-minute elevator pitch.
-
- What’s the problem that you solve?
- How do you solve that problem better than your competition?
- What’s the action you want them to take?
- The “SWOT”: Strengths, Weaknesses, Opportunities, & Threats
- Take a look at the operation, which is like a 3-legged stool:
-
- You have to sell work
- You have to do the work
- You have to keep score
- The process: a 2-week vacation
- The action: What’s the ONE THING that’s going to make a difference in your business?
- The view: Do you like what you see?
- When you’re building your team, they want to see someone who is a leader, who has a plan, and knows where they want to go.
Mentioned Episode Featuring Mark Levesque:
Podcast 197: The #1 Tactic to Get Qualified Leads for Your Roofing Business
Dave’s Video Lesson on The Contractor Success Academy
Resources:
Check Out My NEW Website: The Roofer Coach
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
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If you want a consistent flow of qualified leads you need to listen to my mini-course with Marc Levesque and learn how a professional PPC campaign can get your company’s name in front of new prospects ready to buy your services. Once you have their attention Marc gives you the secrets to converting those clicks into qualified leads using the right landing pages.
What You’ll Hear in This Episode:
- PPC is pay-per-click.
- Most listeners of this show will fall into one of three categories:
- You’ve done this yourself but did not get results.
- You hired someone to do it for you but it did not work out.
- You’re not familiar with PPC.
- Marc provides an overview of PPC:
- Understand how search engines work.
- Pay Google to serve your ads on the first page of search results.
- Using keywords that potential clients might use to find your ads are very important.
- You pay for clicks whenever a potential client clicks on your ad.
- Marc addresses budgeting concerns: What will you need to spend on this? What can you expect in terms of results?
- The real metric you need to consider is the “customer acquisition cost”.
- SEO (Search Engine Optimization) is optimizing your website and/or content so you can get those pages indexed or showing up on Google so that over time you earn more traffic.
- The goal of PPC is ultimately to instill confidence and convince a prospective client that they should reach out and have a conversation with you.
- It’s important to use a landing page, which is basically a page on your website that is stripped of everything that is not relevant to what the consumer just searched for.
- It’s the landing page where you want to convert your traffic. You want them to call you, to fill out a form, or do a live chat.
- After a while, you’ll get a good indication of what your closing rate is, net sales per lead, and all the metrics that you need to understand.
- Generating a lead is only half the equation; capitalizing on the leads is more important.
- Marc shares how if you’re going to pay money for these leads, you have to respond quickly and with quality. Differentiate yourself from the competition. He offers some tips on how to field these very important calls.
- If a lead is not an ideal lead for you, be sure to refer to a specialist who is a better fit and try to make the introduction.
- Build a database of contacts that you can reach out to.
- Bracketing is the idea of giving people options.
- Dave discusses the problem with lead aggregators.
- The myth of exclusive leads.
- Marc relates the value of retargeting.
- Leveraging PPC to get more traffic so you can generate more leads and having more control over your marketing adds predictability to your business.
- Referrals remain the best kind of lead you can have.
- Five things that all successful businesses do.
- Ways to increase your revenues.
Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
The Roofer Show
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on* iTunes**
FREE One-Hour Evaluation! I will also work with you one-on-one.
Contact Me HEREto Get Started!
Book Mentioned:
Unlocking Unlimited Lead Flow: A Blueprint For Remodeling & Home Services Contractors To Make The Jump To $10MM+ by Rich Harshaw
Recommended Episode:
6 Keys to Getting More Leads and Sales with Tim Musch
Connect with Marc!
Marc’s Website
Book a Demo with Marc
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Remember that 3-legged stool principle I teach? You’ve got to sell the work, you’ve got to do the work, and you’ve got to keep score, which is the bookkeeping part. All three of these legs have to be in balance so that it doesn’t become weak or your business is going to fall over.
Today, I’m thankful to have Steve Kreitzberg from Apparatus Contractor Services, LLC, on the show. Steve’s company specializes in outsourced bookkeeping, payroll, and reporting for contractors only, and you’ll be hearing why this niche is so important and why this kind of service is something you might want to consider for your own business.
Listen in to learn some strategies regarding your finances, why you need to be working and understanding your numbers, and how this can actually become a pretty simple thing as part of a streamlined process to help you reach your financial goals!
What You’ll Hear in This Episode:
- Steve shares his backstory as to how he came to focus on contracting businesses.
- Apparatus created a digital service that provides bookkeeping services to contractors all over the country.
- Clients that recognize that finances are the foundation of their growth are Apparatus’s ideal clients. Other traits in an ideal client are that they’re growth-centered, coachable, decisive, goal-driven, collaborative, and cash confident.
- Contractors have a skill set that doesn’t typically include bookkeeping. Others may simply not be interested in learning it or do not have time to keep up with it. Most contractors prefer to spend time serving their clients and finding new ones.
- The service that Apparatus offers is built on the tools that are built for and around QuickBooks® online.
- Good news: Job-costing is now available in QuickBooks® online!
- Steve details some other tools that Apparatus also uses, including the QuickBooks® Payroll module, a product called TSheets®, Zoom, and Dropbox.
- Steve shares the promise that his company makes to their clients.
- There are unique bookkeeping requirements for construction companies, which Steve explains.
- New clients of Apparatus go through a six-week boot camp while they’re getting their systems set up. This gives clients confidence and a basic understanding of how bookkeeping works on their behalf.
- Steve discusses the chart of accounts and the varied benefits of knowing your numbers.
- Don’t confuse your cash flow with your profit!
- What to expect with TSheets® and the payroll module.
- Did we mention the reports? There are five of them, and here’s what you can do with them.
- A CPA is who files your taxes; Apparatus is a bookkeeping service and is, therefore, a source of all the information that your CPA needs.
Connect with Steve!
Apparatus Contractor Services, LLC
Resources:
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
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Find Out How They Can Help Bring In Leads!
Click here and use the code Roofer50 for a special $50 discount!
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Check out the app!
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Kyle and Marie Hoffman are the owners of Roofing & More, Inc., and I think you’ll be able to identify with some of the struggles they’ve faced in getting their family-run business to the success level it is today. Kyle and Marie will be sharing the systems and processes they put in place that eased their journey along the way. There are lots of lessons in the show today, and I’m sure you’ll be able to learn something that can be applied to your own situation that just might make things a little more streamlined in your business, too.
But first, I’m kicking this episode off with some tips on how to finish out the year strong!
What You’ll Hear in This Episode:
- Quick tips to finish out the year in a strong position:
-
- Close the deal / wrap up the sales
- Follow up on your open quotes
- Close out your jobs
- Bill your extras and collect your money
- Thank your clients with a simple hand-signed holiday card or a small gift
- Ask for referrals
- Have next year’s plan laid out before the holidays
- Kyle shares the emotional turmoil and tragedy his family experienced in the first couple of years of going into business for himself.
- Growing his business without growing himself led to some very difficult times.
- Kyle and Marie address dynamics inside a family-run business.
- When you discover your strengths, work from that. This is something that all team members should do.
- Kyle and Marie put processes in place for hiring and created a work culture that reduced employee turnover.
- Tips from Kyle and Marie on their leads process, how they handle training, and more!
- You can improve your close rate just by following up with your prospective (or previous) customers.
- Getting reviews is critical, and here are some tips to get them.
- Marie’s provides her take on being a woman in the male-dominated roofing and construction industry.
- Kyle’s other passion is helping others with developing their business.
- Growing and building a business and developing systems and processes takes focus and adaptability.
Connect with Kyle & Marie!
Roofing & More, Inc.
Marie’s Email
Kyle Hoffman LLC: Speaker - Coach - Author
Sign up for Kyle's BIZ Tips! - Kyle has a FREE gift for the first 50 signing up!
Resources:
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
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Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
I’m pleased to have Becca Switzer from Roof Sales Mastery back on the show with me today. If anyone knows about the sales process, it’s Becca. She has tons of direct sales experience and she’s mastered the sales art of the storm restoration industry, too. Becca really knows her stuff, and she’s ready to share what she knows about increasing your profits when working from the insurance claims side, as well as tips for retail sales right here on the show today.
What You’ll Hear in This Episode:
- Becca shares how she started Roof Sales Mastery and the development of the six full programs that she offers.
- Becca is a keynote speaker at RoofCON in Houston, TX that’s being held October 15-17, and she will be a breakout speaker at the Roofing Process Conference in Orlando, FL on December 3-4.
- The storm restoration industry differs from retail roofing sales in a number of ways, which Becca details:
-
- The leads generation process is different
- Dealing with the insurance company and getting the damage approved
- Pricing - everyone uses Xactimate
- Supplementing - getting the claim where it needs to be
- There are 3 groups of people, according to Becca:
-
- The early adopters
- The bandwagoners
- The late adopters
- Most contractors don’t have great sales skills, and if they don’t win the “easy” sales, they think they’ve missed their opportunity. This is the wrong mindset!
- Xactimate is the only insurance claims estimating software used by the industry. She does not sell it, but she can train you on how to use it!
- Becca breaks down some supplementary math that will change your life!
- Becca discusses in more detail the various online programs that she offers and what you’ll be hearing at the conventions from her this year.
Connect with Becca!
Becca’s Website
Becca’s YouTube Channel
Enjoy Listening to These Referenced Episodes:
Podcast 33: How to Build a Stellar Sales Team from the Ground Up with Becca Switzer
Podcast 171: How to Run a Paperless Roofing Business with Armando Jacox
Resources:
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
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Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
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Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
To run a profitable roofing business, you have to understand the basics of accounting and the basics of setting up your financial system.
Dave welcomes his go-to accounting expert, Diane Gilson, back to the show to discuss the easiest way to do just that!
Diane Gilson created Info Plus(+) Accounting® In 1994 to help business owners establish job-cost accounting systems so they can access critical day-to-day operations data using QuickBooks as their primary management accounting tool.
Diane’s passion is designing, customizing, and upgrading accounting systems and financial controls for small to mid-sized construction and manufacturing companies.
What you’ll hear in this episode:
- Re-organize the Chart of Accounts so that it provides more meaningful and useful information
- Construction businesses fail when owners don’t charge enough money because they don’t understand their costs
- The Chart of Accounts is your accounting system foundation
- Understanding direct costs
- Above and below the line and why it’s important to get this right
- Consistency is necessary to do comparisons of estimates vs. actuals
- How to keep your Chart of Accounts simple
- Having a consistent cash flow allows you to take a regular salary
- Net profit is NOT part of your salary, it is money that you’ll be reinvesting into the business
- Diane has created a Building Your Chart of Accounts Class!
- Why you shouldn’t ignore your balance sheet
Diane’s Resources:
Diane’s Website: Build Your Numbers / Dave
Building Your Chart of Accounts Class
Remodeling Your QuickBooks Chart of Accounts
Time Tracking and (Job-Costing) Payroll Class
Dave’s Resources:
Learn How Ruby Receptionists Will Leave A Great First Impression With Your Prospects!
www.callruby.com/roofershow
Use the promo code “Roofer 50” for $50 off!
Download My FREE 1-Page Business Plan
Contact Me HERE to Get Started With A Free Business Evaluation And Learn How I Can Help!
Enjoy These Other Podcast Episodes Featuring Diane Gilson:
77: The Cost of Chaos: What's It Costing Your Company with Diane Gilson
112: How To Calculate Your True Labor Burden And Why It Matters With Diane Gilson
105: Increase Your Profit With Effective Job Costing Reports With Diane Gilson
4: Add 10% (or more) of Your Gross Sales to Your Bottom Line
- The biggest mistake so many roofers make is to think that they’ll make more money if they sell more.
- BUT if you don’t have a stable and substantial gross profit on your jobs, and you take on the extra cost involved with higher volume, you’re just setting yourself up to earn less and less. AND, as you grow, you will create more work and stress for yourself.
The three steps to make a massive difference in your take-home pay are:
- First, use your job costing information to reduce your production costs.
- Then figure out how to eliminate your lower-profit work or loser jobs.
- FINALLY, shift into your highest gross profit type of work.
Remember: These three methods don’t require you to SELL MORE, HIRE MORE PEOPLE, OR WORK HARDER!
- AFTER you’ve achieved a stellar profit margin THEN you may want to take on a bit more volume, CAREFULLY, a step at a time (always monitoring so you maintain an excellent profit margin).
The Bonus Strategic Benefit:
-
When you track the kinds of work that create the best profits for your company, you can use that knowledge to make strategic and long-lasting changes to your company’s business model. For instance:
- You may choose to scale down to fewer (but consistently profitable) jobs.
- Or you could decide to grow your company after achieving a better profit margin.
- You might choose to focus on a favorite niche (as the saying goes: “the riches are in the niches”) where you benefit financially from your specialized knowledge.
Get Diane’s Free Download: buildyournumbers.com/dave
3: How Job Costing Helps You Spot (and Eliminate) Your Low-Profit and Loser Jobs
- Every low-profit and “loser” job is wiping out the profit you’re making on other jobs!
- When you replace projects that lose money (or only yield minimal profits) with jobs that achieve your gross profit targets, you substantially increase your gross profit. (The podcast has “do-the-math” examples.)
- If different types of work yield different profit margins, use this information to shift your focus into higher gross profit work. Listen to the podcast to hear what this could mean in real cash-in-your-pocket changes.
- These two action steps can significantly increase your income –WITHOUT SELLING MORE, HIRING MORE PEOPLE, OR WORKING HARDER!
Get Diane’s Free Download: buildyournumbers.com/dave
#2: How to Locate and Charge for Lost or Invisible Costs
- If you DON’T job-cost, it’s easy to miss various Time and Materials (T&M) costs that accumulate on a job.
- Even when you charge a fixed price for your projects, you may very well encounter Change Orders as a job progresses.
- If you’re job costing, many software programs (such as QuickBooks desktop) will help you easily convert job costs into Invoices.
- If you fail to invoice your customer because you don’t see the costs related to each job, you’re losing:
- The out-of-pocket costs for the related materials or labor, as well as
- Your accompanying mark up.
- Missed invoicing means that you (and your family) are making costly gifts to your customers!
- When you can invoice based on accurate information, you’ll earn more WITHOUT SELLING MORE, HIRING MORE PEOPLE, OR WORKING HARDER!
*Get Diane’s Free Download*: buildyournumbers.com/dave
#1: Why Job Cost? + Ways to Use Estimate vs. Actual Reports
- Many company owners wonder why they should bother with job-costing. They think they can simply watch their checkbook and wait until tax time to see how they did LAST YEAR. Unfortunately, by then, it’s too late to fix the prior year’s problems.
- The reality is that if you run your company without knowing your numbers, you’re “driving in the dark.” It’s not only unwise; it’s downright dangerous!
- Job-costing means you track, and can then SEE, the costs you incur and the income you earn for every job.
- When you use job costing to track your results, you’ll be able to use several methods to instantly SEE how to make a massive increase in your gross profits!
- You can use “Estimate vs. Actual” reports to:
- Spot variances while a job is underway. That means you can correct problems – long before they spin out of control!
- Analyze “after-the-fact” results. You’ll be able to see precisely where actual costs were different than anticipated. You’ll be able to use that information to improve your ongoing operations.
- When you consistently review Estimate vs. Actual reports – and use the information to improve internal processes and reduce costs– you’ll earn more WITHOUT SELLING MORE, HIRING MORE PEOPLE, OR WORKING HARDER!
Get Diane’s Free Download: buildyournumbers.com/dave
There are so many mistakes to be made in the area of markup and profit, and there are plenty of contractors out there making those mistakes--and those are the ones who can’t keep their businesses afloat. If your business isn’t as profitable as it needs to be, then you need to hear what Michael Stone has to say. He’s been with us in Episode 14 and Episode 66, and now he’s here to talk about the specifics that can keep you profitable.
What you’ll hear in this episode:
- Michael’s background: almost 58 years in construction; wrote a book in 1997, and started doing seminars
- Michael’s premise has always been to help contractors help take care of their families
- Out of 1300 contractors who have attended Michael’s 2-day seminar since 2014, only 4 have gone out of business
- Michael’s book, Markup & Profit, originally published in 1999
- The 6 most common reasons a contractor’s business fails (from Episode 14):
-
- Not charging enough for your work
- Failure to use proper change work orders
- Failure to use good, legal contracts
- Having too many employees for the volume of work
- Having an improper payment schedule
- Having a lack of profitable sales
- Why you shouldn’t give bids for jobs
- 90% of contractors go out of business because of not charging enough
- The cold, hard facts: 32% of contracting businesses fail the first year, 57% don’t make it 2 years, and 74% fail by the end of their 3rd year
- The difference in market-based and cost-based pricing
- How to pay your employees top dollar because you charge top dollar
- How to determine whether you’re using market-based pricing
- Cost-based pricing means you don’t worry about competition, never adjust a price downward, never use the word “free” in advertising, maintain the highest pay scale for ALL employees, work only on a fixed fee contract, and know when to say NO.
- Profit and overhead
- The biggest myth in construction is that as your sales go up, you can cut your markup
- Fixed overhead vs. variable overhead
- How to calculate markup: Total sales divided by job costs equals markup
- Markups that roofing contractors SHOULD be using
- Why contractors feel guilty for charging more
- Payment schedules and cash flow
- The ratio of employees to dollar volume
Connect with Michael!
Find out about Michael’s courses, visit www.markupandprofit.com or call Michael at (360) 335-1100.
Markup & Profit by Michael C. Stone
Resources:
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
Get Diane’s Free Download A Tale Of 4 Companies
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
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My guest for today is Todd Dawalt and he has an awesome podcast called The Construction Leading Edge. It's for business owners and contractors who would like to grow and do away with any disorder in their business. On the show today I have a really great conversation with Todd about ways to improve your business. And Todd has some great giveaways too, like a video series with a ton of really simple information that you can use to better your business. So be sure to listen in all the way to the end of the show!
Did you know that feedback is the breakfast of champions? It really is important that you give it to your people regularly, because as business leaders, we know that this is how you grow your company and your people. So we're also talking feedback today because we have to tell our people how things are, what can be improved on, and what we like, or don't like about what they're doing. Listen in to find out more.
What you’ll hear in this episode:
- Todd explains how he got to where he is today.
- How Todd ended up in the sewer rehab industry in 2010/2011.
- How Todd managed to grow and improve the business in three years.
- Taking the stress out of construction.
- Todd shares a fundamental mind shift in how to run a contracting business.
- What operating your business from right to left means.
- Starting with a vision and direction.
- A great tip for managing your fear and anxiety.
- How to avoid becoming a 'lid' on your business and keeping it from growing.
- A fixed mindset vs a growth mindset.
- Developing the confidence you really need.
- Todd tells us about the controversial 'skilled labor delusion'.
- Why you need to lead your people well.
- Developing the skill to have the difficult conversations.
- Telling your people what winning looks like and giving them some recognition really goes a long way.
- The difference between selling and estimating.
- About Todd's Contractor Sales Accelerator series.
- Todd explains what he has to offer, and how you can get hold of it.
Connect with Todd!
To get Todd's free video series, The Secrets of Successful Contractors, go to www.constructionleadingedge.com/owner
For resources on leadership, selling, project management, or designing your business to operate from right to left, sign up for Todd's Construction Business Accelerator Program free ten-day trial at www.constructionbusinessaccelerator.com
Books Mentioned:
Lone Survivor by Marcus Luttrell
Mindset by Carol Dweck
Think And Grow Rich by Napoleon Hill
Resources:
Download My FREE 1-Page Business Plan
Download Diane’s Free Ebook: buildyournumbers.com/dave
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
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https://www.callruby.com/roofershow
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Check out their app!!
My Listeners Get a 21-Day Money-Back Guarantee!
My friend, Brian Javeline from MyOnlineToolbox, joins me today and we’re going to be getting into “Marketing 101” for roofing contractors. We’ll drill down into how to get the best leads of all: the qualified leads. You’ll hear about how to bring qualified visitors to your website and learn how to convert them to prospects. This really is a simple plan for getting more quality leads and you’re not going to want to miss this!
What you’ll hear in this episode:
- Brian’s philosophy is a unique blend of basic marketing principles that are leveraged within the various available technologies.
- Brian explains how he helps contractors build a brand with the target of getting sustainable, long-term quality leads over a period of time.
- The current environment has forced every business owner to rethink how they’re doing things.
- There are many things that you can do for FREE towards your 2021 vision.
- Even if you’re currently in a strong position, now is not the time to let your guard down.
- Brian shares lots of insight and tips into what makes a good website.
- Two reasons why a search engine might block your website.
- Why your content and “About” page are so important.
- Brian provides this contractor's website as a real-life example of how one roofer went from having no online presence and nearly no business a couple of years ago, to having an abundance of work coming his way now. Listen in as Brian walks you through the website!
- Strategies to consistently get more quality leads through search engine optimization.
- Your website designer must be educated enough in your industry to be familiar with your images and material that they are uploading for you.
- Never underestimate the power of reviews! Here’s how to get them, along with some techniques for handling the less-than-stellar ones.
- The one thing that roofing contractors tend to miss when it comes to marketing.
- Don’t forget to check out my video lesson and Brian’s video lesson in the Contractor Success Academy, from Marc Levesque of Webrunner Media! And don’t forget to check out Marc’s past interviews on The Roofer Show HERE, HERE, and HERE.
Connect with Brian!
MyOnlineToolbox
MyOnlineToolbox on Facebook
MyOnlineToolbox on YouTube
Brian’s LinkedIn
Brian’s FREE Online Education Series!
If you fill out Brian’s Contact Form for the Basic Online Class, be sure to mention that you heard about it on The Roofer Show Podcast!
Resources:
Dave’s Video Lesson from the Contractor Success Academy
Brian’s Video Lesson from The Contractor Success Academy
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
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Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
If you have ever been involved with a legal dispute or if money has been withheld on your project you know that it can just suck the life out of you. And cost you a ton of money. In today’s interview with our legal expert Philip Siegel you’ll learn how you can review and escape these 10 killer contract clauses. Philip delivered this same talk to the Western States Roofing Association last June to an overflow audience. In fact, it was rated the #1 session out of 21 presenters. We talk about how you can create leverage in today’s booming economy, deal breakers that you must walk away from, the responses to one sided contract’s, and much more.
What you’ll hear in this episode:
- What Philip does and who he does it for
- Why Killer Contract Clauses is a popular topic
- How to create leverage for yourself by using the right contract
- The biggest deal breakers to look out for
- What is a pay if paid clause
- Major risk shifts in indemnification and how to attack these clauses
- Limiting coverage to claims to only cover claims due to personal negligence with the additional Insured
- The issues with language within wavers and releases
- Inserting provisions within contracts for scheduling and back charges
- Being on the lookout for change order issues and how to deal with them
- Creating clear provisions for building and design codes
- The importance of working with a professional to revise your contracts
- Securing builders risk coverage to prevent damages to work issues
- Acceptance of adjacent or contiguous work or work of other trades
- How the retainer program helps avoid problems upfront
- The hidden dangers of using independent contractors and subcontractors
- How to prevent employee poaching from your competitors
- What to expect from Philip’s upcoming talks in New York
Connect with Philip!
Philip's Phone #: (404) 522-1410
Philip's Email
Philip's Website
Best of Success Conference 2020
Links / Resources:
Tips, Strategies, and Download Free 1- Page Business Plan
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!***
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
Call Ruby
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
The easiest way to generate more revenue is to increase your close rate. In Part 2 of today’s interview with contractor business coach Kyle Hunt, we discuss tips in each area of your sales process: The Initial Phone Call: What you must do to make a great first impression, 5 Powerful Words When Talking With A Roofing Prospect, The In-Person Meeting: How to prepare, what to bring, and the approach you should take, and No Project Left Behind: Your lead tracking, sales pipeline, and follow-up system. Get ready for this fast-paced and informative conversation to help you close more sales!
What you’ll hear in this episode:
- The wisdom of having a business coach
- Reverse engineering what you’re trying to accomplish
- Initial Phone Call is under-valued
- Making a good first impression
- Everyone you know is an opportunity to close new business
- Every dollar spent on marketing should be held accountable
- Increasing your closing rate
- Organizing your sales pipeline - old school or new school, just do it
- Know your numbers!
- Fewer presentations mean you’ll have more free time
- Hacking at the leaves or striking at the roots
- Tracking where your leads are coming from
- You make better business decisions when you have the data
- Following up!
- Equal parts organization, creativity, tenacity
- Selling the way you like to be sold
- How can you follow up without using the words “follow up”?
- Following up with something of value
- Getting past your fear
- Don’t discount texting as a valid way of follow up communication
- Test and try new things
- Take action and implement
- Dead leads tactic: the 10-word email that can turn things around!
Connect with Kyle!
Remodel Your Marketing
Remodelers Community - Facebook Page
Remodelers on the Rise Podcast
Loom: Video Messaging for Work
Kyle’s Email
Text: (517) 902-8450 - Text Kyle your takeaway!
Links / Resources:
Tips, Strategies, and Download Free 1- Page Business Plan
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
The easiest way to generate more revenue is to increase your close rate. In today’s interview with contractor business coach Kyle Hunt, we discuss tips in each area of your sales process: The Initial Phone Call: What you must do to make a great first impression, 5 Powerful Words When Talking With A Roofing Prospect, The In-Person Meeting: How to prepare, what to bring, and the approach you should take, and No Project Left Behind: Your lead tracking, sales pipeline, and follow-up system. Get ready for this fast-paced and informative conversation to help you close more sales!
What you’ll hear in this episode:
- Business coach & consultant for business contractors
- Passion for helping business owners with proven, practical, simple, effective marketing and sales help
- You can’t be all things to all people
- Niching down to what’s more profitable
- Why contracting is such a hard business
- Seeing the forest in spite of the trees
- People are willing to mentor
- If you’re feeling stuck, reach out and ask for help
- Initial phone call with a new prospect - what to do before, during, and after
- “This Is How We Work”
- Giving full, undivided attention
- It’s the little things
- Why you should take a few minutes to research before you call
- Getting in the right mind-set
- What a project discovery sheet is
- What’s the goal of this call?
- Making sure they’re doing most of the talking
- Taking a minute after the call to consider what worked and what didn’t work
- Every meeting should have an agenda and a specific time
- An appointment confirmation email and what it should contain
- Be willing to try new things!
Connect with Kyle!
Remodel Your Marketing
Remodelers Community - Facebook Page
Remodelers on the Rise Podcast
Kyle’s Email
Text: (517) 902-8450 - Text Kyle your takeaway!
Links / Resources:
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
The number one problem we entrepreneurs face in the contracting industry is how to find the best talent for our businesses. Danny Kerr from Breakthrough Academy joins me in this conversation about how to find the best people to recruit and retain. Listen in for your own takeaways as Danny and I cover hiring issues, how to build great teams, and industry trends.
What you’ll hear in this episode:
- Danny relates the prior experiences that led him to his current-day consulting, training, and coaching for contractors.
- Continuing to run your contracting business without some business acumen is dysfunctional.
- Breakthrough Academy is built for action-oriented people who need to apply what they learn right away.
- Dreamers that know what they want but don’t know how to fully implement their plans are often attracted to Breakthrough Academy.
- Danny discusses how coronavirus has affected the contracting industry.
- Danny shares the kind of effort and focus that should go into recruiting.
- Tips and strategies for attracting the right people.
- “Once you start to master recruitment and can bring in good people, you have to keep those people. And you can’t do that if you promise the world in the interview but don’t follow through.” - Danny Kerr
- Danny addresses leadership and its role in keeping the right people.
- You can apply the same principles of sales and marketing to your recruiting effort.
- Dave and Danny share their favorite hacks.
Connect with Danny!
Breakthrough Academy
To Get Danny’s Free Templates:
Breakthrough Academy - Strategy Session - Use code ROOFER
Enjoy This Additional Episode Featuring Danny Kerr
87: The 3 Keys to Success
Resources:
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
Most contractors are leaving money on the table because they are not using their true labor burden before mark up. They mistakenly think they are making money on their jobs but have nothing left over at the end of the month. In today’s interview with financial expert Diane Gilson, we’ll use her free tool to determine all the hidden costs that you need to include in your true labor cost to make your expected profit.
What you’ll hear in this episode:
- The biggest problem for contractors today is not charging enough for your work
- Why not loading up your job cost burden and miscalculating the burden rate will kill your profits
- How to combat the problem with Diane’s formula to guard against underbilling
- The shocking numbers for how much each employee is actually costing you
- Diane’s elevator pitch
- Why your CPA will not help with the internal numbers in your business
- What labor burden is: the extra costs that accompany each employee
- The benefits of tracking these costs for individual employees
- The traps of lost and wasted time, and why it must be measured
- How Diane helps with ideal ways to set up your files
- The basic financial information you need on a spreadsheet
- How we determine allocated costs
- How Diane’s program works when you just plug in the numbers
- Why you need to compute this burden rate for each employee, or at least for each type of position
- How to deal with overtime
- How Quickbooks can work with Diane’s tool
Connect with Diane!
To get Diane’s free download go to buildyournumbers.com/dave.
Under-Billing Calculation for Employee Labor: Free Calculator
eCPA – employee Cost & Pricing Analyzer
Resources:
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Mon
The roofing business is all about keeping that 3-legged stool strong and in balance: You have to sell the work, do the work, and keep score. This simple formula removes the chaos and frees up more of your personal time.
On today’s show, I’ll be touching on each of these elements by sharing the marketing lessons that I’ve been learning while getting my own roof replaced, how to do the kind of work that will get you the next job, plus I have some exciting resources for you on understanding your numbers. Finally, I’ve just wrapped up some coaching calls and I’ll be talking about a recurring theme I’ve heard in each one of them. I’m covering a lot of ground in this show that you’re not gonna want to miss!
What you’ll hear in this episode:
- Have a job sign out front where you’re doing a job, and let the neighbors know they can check you out.
- Goal: For every job you have in a particular neighborhood, get one more!
- It’s important to have a reminder system set up for your clients.
- A pre-appointment package for your potential client is a great touch that builds trust and separates you from the pack.
- Responding the right way to a bad review can gain you more clients.
- I’m hearing the same questions about growth and profit a lot lately in my coaching calls. I have detailed answers!
- Qualifying your leads frees up your time and nets you more money.
- Improve the quality of your leads by targeting the right prospects.
- You will always be a better salesman than anyone you could hire.
- Set up a FREE 30-45 minute call with me. If you would like to continue, there’s a $295 investment for two 1-hour long Skype or Zoom calls with me.
Resources:
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
Enjoy These Episodes Featuring Diane Gilson:
Podcast 176: How to Set Up Your Financial the Easy Way
Podcast 164: Get Your Financial House in Order to Take Advantage of the Upturn
Podcast 139: Increase Your Profit with Effective Job Costing Reports
Podcast 112: How to Calculate Your True Labor Burden and Why It Matters
Podcast 77: The Cost of Chaos: What's It Costing Your Company?
Diane’s Website: www.BuildYourNumbers.com/Dave
Having a consistent process for your project production is a must to maximize your job profits. If you're tired of getting those phone calls from the job or angry customers you’ll want to listen to my interview with Tim Faller. Tim has consulted on production with hundreds of construction companies and we discuss his best practices for reducing slippage and making more profit on every job. “The money is made in the sale. It’s production's job to protect it.”
What you'll hear in this episode:
- The two main reasons Tim gets called:
- Remodelers call him with issues regarding slippage, inefficiency, or labor issues - issues pertaining to where they may be losing money.
- More companies are calling because they want to get their processes in place and working smoothly in preparation for transitioning to new ownership in the next 5 years, or they want to prepare and be ready for a recession.
- Problems are usually due to a lack of communication and commonly have to do with the handoff of information from sales to production.
- The lack of information is typically the reason why production struggles and isn’t as efficient as it could be.
- What Tim is hearing is that the field staff feels like they are not getting enough information to do their project effectively.
- Lack of management of a client is also an issue that Tim sees.
- The contractor controls the flow of the work, the start time, the materials selections, etc.
- Tim shares a story that reflects how critical processes are.
- Salespeople should have a checklist that is completed for every job. The checklist should be created by the production team. Checklist considerations should include what the salespeople need in order to SELL the job, and what production needs in order to PRODUCE the job. These are often two very different things.
- Tim suggests a meeting between the foreman and the lead installer with the sales team, and get the turnover of 3 or 4 jobs at a time.
- They can read everything that’s in the paperwork.
- What’s NOT in the contract?
- Who are the clients? How do they think? Who will be home during the day? How do they make decisions? What are some of their fears? What are some of the access issues we might have?
- What are the problematic spots that we might run in to?
- Prepare for challenges and be ready. For example, how many layers of shingles will we be stripping? How much rot damage should we be prepared for?
- These kinds of questions help bridge the gap between the sales team and production, and prevent the negative divides. The physical hand off of information from sales to production is important.
- The lead on a job should check and confirm all materials before the project starts.
- It’s possible that this task might be done 3 or 4 jobs ahead, so that we’re all working on this.
- This is one of those areas where the lead on the job can double-check for accuracy and request any extra items that might be needed, and take responsibility for making sure that the right materials are on the job site.
- Somebody else can order it all, somebody else can make sure it gets delivered at the right time, but a checklist of items and physically seeing that all materials are ready to be delivered to the job site are an effective handoff.
- They can read everything that’s in the paperwork.
- Consider having a pre-stocked trailer on site that allows them to have extra nails, extra caulk, extra flashing, etc. so that they don’t have to run off and leave the job. This can be “indirect costs” for budget purposes.
- Debrief - don’t just shrug off an issue after the job is done. When you see a problem, get your team together for a post-mortem meeting and discuss what can be done to ensure that problem doesn’t happen again.
- Dave shares the process he uses in roofing.
- One of the biggest challenges a company faces is getting away from the “it is what it is” thinking.
- If you have the correct culture in your business, everybody’s working toward the same goal.
- Tim provides some tips on managing the client’s expectations.
Connect with Tim!
Tim's Website
Tim's Email
Tim is Starting a Peer Group for Specialty Companies
For More Info: Remodeler's Advantage
Subscribe & Listen to the Power Tips Unscripted Podcast!
Great Source of Information!
Power Tips Unscripted Podcast
Resources / Links:
Download My FREE 1-Page Business Plan
Text me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
The Roofer Show Sponsor Info
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Click here and use the code Roofer50 for a special discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
—-> Dave’s Listeners Get a 21-Day Money Back Guarantee <—
We all know how important leads are to our business, but how do you keep track of them? How do you qualify them? Erick Vargas, the COO of Followup CRM joins me today and we’re going to cover how to do all this and more, including how to pick the “cream of the crop” clients. This is going to save you time and make you more money, and that’s what this show is all about!
What you’ll hear in this episode:
- “CRM” stands for customer relationship management.
- Followup CRM’s focus is around a centralized location for your sales, managing your leads and your pipeline, and your sales team.
- If you’re still using sticky notes or spreadsheets to keep up with your leads and bids, things have a way of falling through the cracks.
- Erick shares the following statistics:
- 48% of salespeople never follow up with a prospect.
- 25% of salespeople make one contact and stop.
- Only 12% of salespeople make more than three contacts.
- 80% of sales are made on the 5th-12th contact.
- Erick details many of the benefits to contractors of using Followup CRM, which systemizes your process and takes it to the next level.
- Tips and best practices for using Followup CRM:
- Tie your team’s compensation to CRM usage.
- Track where your leads are coming from.
- Have high-quality partners you can trade leads with.
- Know your strike-zone by identifying what opportunities you’re most likely to bid.
- Ask for a demo by going to Followup CRM and see how it can work specifically for your company!
Connect with Erick!
Erick’s Email
Erick’s LinkedIn
Followup CRM - Free Guides & Templates!
Dave’s Resources:
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
If you want to sell more jobs, for more profit, in less time, you’ll want to listen to Part 4 of our series: “Have Your Best Year Ever.” Learn how to set up a sales process that can be followed with every lead to increase your close rates with the type of customers you want for your business.
What you’ll hear in this episode:
- A recap of our first three parts of “Have Your Best Year Ever:”
-
- Part 1: How to design a website that converts visitors into leads that convert into sales, with Darren Slaughter (Ep. 101)
- Part 2: Keeping leads organized with a CRM system, with Adam Sand (Ep. 102)
- Part 3: How to get more leads, with Marc Levesque (Ep. 103)
- Steps to developing a consistent and repeatable checklist in converting leads into sales:
-
- The initial call
-
- Get back to the ASAP
- This is your only chance to make a great first impression
- Lead warming
-
- Warm up the lead and prepare the customer
- Stand out from the competition
- The visit
-
- Leave a great first impression with your first visit
- Use a scripted checklist
- Ask the right questions
- The presentation
-
- Refer to Episode 22 with Tom Reber on How to Sell
- Refer to Episode 75 with John DeRosa on How to Escape the Price-Driven Sale
- Lead nurturing
-
- This is where contractors drop the ball
- Give the customer a reason to call you back
- Use a newsletter, but include helpful information
- Texting will likely get a response
- How to handle the “break up” email
- Close the job
-
- Do a recap and know your numbers
- Track your close rate on jobs to evaluate your pricing
- After the job, ask for referrals focus on turning the customer into a lifelong customer
- A good CRM system will help you keep track of customers
Resources:
Need Help Answering the Phone?
Use Ruby Receptionists!
Click here and use the code Roofer50 for a special discount!
Or Call Ruby at (844) 326-7829
Enjoy These Episodes You May Have Missed:
22: How to Sell Your Roofing Services with Tom Reber
75: How to Escape the Price-Driven Sale with John DeRosa
From the “Have Your Best Year Ever” Series:
101 (Part 1): How to Design a Website That Converts Visitors into Sales with Darren Slaughter
102 (Part 2): How to Stay Organized and Convert Leads into Sales with Adam Sand
103 (Part 3): How to Get a Consistent Flow of Qualified Leads with Marc Levesque
If you think you will just sell your business and retire, think again. Very few roofing businesses will end in a sale or transfer to the next generation. Most will just close their doors. Join us to hear how, with careful planning, you can avoid the dreaded 4 D’s that kill so many businesses.
What you’ll hear in this episode:
- Setting up corporate structure: why you should avoid sole proprietorship structure
- Why your personal money MUST be separate from the company’s money
- Scott’s tips to avoid “losing the corporate veil”
- The Four D’s that can kill your business, and how to avoid them (or at least minimize the damage):
-
- Dissolution - Have policies (like a “Shoot-out Provision”) in place to protect a 50/50 partnership
- Divorce - Have a written agreement to give notice of a buyout opportunity in case of a divorce
- Death - Have an agreed valuation every year, have life insurance in place, and have a plan in the event of the owner’s death or retirement
- Disability - Have disability insurance, talk about the possibility, and put your plan down on paper. Plan ahead!
- Plan ahead for the 2nd generation of your business and think about your business 10 years from now.
- “What we’re discussing are ways to protect and preserve the business from potential issues that you can avoid if you simply take the direct and up-front approach of doing proper planning, considering the issues, and putting measures in place.”
Resources:
Website: HPSS Law Check out the retainer program offered by Scott’s firm!
Email: sdc@hpsslaw.com
Need Help Answering the Phone?
Use Ruby Receptionists!
Click here and use the code Roofer50 for a special discount!
Or Call Ruby at (844) 326-7829
When it comes to increasing your roofing sales, a professional proposal will separate you from the pack.
Today I talk with Ryan Shantz from SumoQuote about their new software program that has everything you need to quickly put together a clear scope of work that will dazzle your prospect, build trust, and tee up that next sale.
What you'll hear in this episode:
- SumoQuote was created because of homeowners who were asking for a price match on low-end competitors (no warranty, no professionalism, and no certifications) that were not similar to their business in any way. There was no good way to show this to the homeowner during the sales process.
- Since homeowners tend to be visual in the sense that they want to see the products they are getting, SumoQuote can give them a similar visual that will help them to see you as a different type of roofing contractor.
- Ryan’s company was mostly doing insurance work but expanded its retail sales after the introduction of SumoQuote. In the first two years, their retail sales increased 64%, which translated to millions of dollars and made a huge impact on their business.
- SumoQuote can speed up your quotes because you can save templates in the program. This will help speed up your sales and separate you from the competition.
- 5 Keys to Improve Your Roofing Quotes:
- Simplicity sells. Make it as easy as possible for the homeowner to understand. If it’s hard for the homeowner to understand, it’s hard for the homeowner to buy.
- Don’t tell them; show them. Your brain can absorb visual content 10 times fast than written, so the more you can include visual content within the quote, the easier it is for your clients to understand.
- Make the client the hero. The sales process is like a story, and there is a character for each part. Step away from you, the contractor coming to the homeowner’s rescue, being the hero of the story. The more you insert the client and their home into the quote and the picture, the easier it is to see them as the hero. They should be the focus of this story.
- Throw to the client’s sweet spot. Using a baseball analogy, when you make your pitch, you want to throw it at the homeowner’s sweet spot for them to have the greatest and easiest chance of hitting that ball. When you craft your quote, understand what matters to the homeowner, and make sure you include those points within your quote.
- Create new value for your client. At the end of every job, do a project summary report. This has a powerful effect on the client, as they can see your transparency as a business and that you’re documenting the process for them. This instills trust in your business.
- In addition to its use for quotes and project summary reports, contractors can also use this software for inspection reports. SumoQuote has a built-in dashboard, which has a strong sales management analytical side to it. Salespeople can track their call-backs and get reminders on that; they can sync their sales numbers, and business owners can see what’s open on their pipeline and see what their company’s numbers are.
Connect with Ryan!
Ryan’s Email
Ryan’s Website
Ryan’s Facebook
Watch Ryan’s Webinar HERE
Listen to Ryan’s Other Interview Here!
Podcast 109: How to Design a Professional Roofing Proposal That Sells
Books Mentioned:
Building a Story Brand: Clarify Your Message So Customers Will Listen by Donald Miller
The Science of Hitting by Ted Williams and John Underwood
Dave’s Resources:
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
Contractors are really good at what they do, but when it comes to sales, it is just another skill that contractors should be learning.
Since nothing happens until somebody sells something, today’s show is going to be all about how to sell. Dave’s guest, Dominic Rubino, details the common sales mistakes that roofing contractors make. Knowing what to avoid will enable you to polish your sales skills and provide a professional experience to your customers that will help you to secure repeat and referral business.
Dominic Rubino is the host of Profit Toolbelt Podcast and is a business coach for contractors.
What you'll hear in this episode:
- Dave provides an overview of how to know and understand your sales numbers. Contact Dave to set up a 30-minute call to learn more.
- Dominic also uses Ruby Receptionists and appreciates their professional services.
- The selling process is like doing a roof: There’s a certain way to do it, and there’s a certain way to do it right.
- “You don’t have to be great at selling, you have to be great at following your own process.” - Dominic
- The 8 sales mistakes roofing contractors make:
- You skipped the 20-minute pre-meeting.
- You didn’t show up on time, as promised.
- You forgot to make a light social media touch before that first face-to-face meeting.
- You didn’t get all of the decision-makers to the sales meeting.
- You did your presentation without everybody sitting down.
- You forgot to have the paperwork ready.
- You did more talking than listening.
- You forgot to ask for the business.
- Dominic explains why you need to say this within the first 30 seconds of doing the on-site visit: “We’d be proud to do another home like yours.”
- Sales is a skill that you learn that will help you grow your business and make more money. It will also enable you to have more free time to do the things you want to do.
Connect with Dominic:
Profit Toolbelt - FREE Downloads!
Profit Toolbelt Podcast
Dominic’s LinkedIn
Dave’s Resources:
Download My FREE 1-Page Business Plan
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
~Please Share My Podcast With Other Contractors~
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
My Listeners Get a 21-Day Money-Back Guarantee!
Enjoy This Other Episode:
Podcast 171: How to Run a Paperless Roofing Business with Armando Jacox
Would you like your business to keep growing? And would you like to retain the valuable employees that work for you? Half the year has gone now, so the time has come to take a step back and do a mid-year checkup to make sure that you're on track in reaching the goals and targets that you've set for the year for your business. This is something that you can't do alone so it's very important to get everyone on board and to have the entire team facing in the same direction. Listen in today as I explain my really simple, eight-step plan for doing this.
Every employee needs to know what's in it for them and they also need to understand that if you work as a team, with the same goal in mind, everybody is going to benefit. I used a simple, eight-step, one-page business plan, to do quarterly checkups in my business and it really helped us stay on track, and it worked in keeping the turnover rate of employees low. On the show today, I will be discussing how to do this by using my one-page business plan, which you can download for free from my website, as a playbook. Even though many of us don't really like business plans (or think we have time for them) they are critical if you are going to grow your business, so listen in today to find out how to use my eight-step mid-year checkup to keep your employees motivated and your business growing and running smoothly.
What you'll hear in this episode:
- Making sure that the whole team is really motivated.
- It's really hard to find good labor and sometimes even harder to retain it, so having this mid-year plan really shows your team that you know what you're doing.
- About my really simple, one-page business plan to get you thinking about where you're going and what you need to do to get there.
- The first step to the mid-year check-up is all about knowing your numbers.
- The things you need to check up on, in order to know the score.
- Did you hit your margins?
- Taking a look at safety, now and going forward.
- Making sure that everyone on the team knows what the score is, going into the second half of the year.
Step 1 - The End. Knowing where you're going and then planning to get there.
Step 2 - The Customer. Looking at the type of customer you really want to be doing business with and then targeting them as a team.
Step 3 - The Focus. Focusing clearly on what you do and why you're in business.
Step 4 - The S.W.O.T. Reviewing your strengths, weaknesses, opportunities, and threats and seeing if there are any changes.
Step 5 - The Operation. Making sure that you continue to sell your work, do your work, and keep your accounting straight.
Step 6 - The Process. Having systems and processes in place that are not reliant on you (or on one or two other key players).
Step 7 - The Action. Doing the one thing that's really going to make a huge difference in your business.
Step 8 - The View. Creating an exit-strategy and planning for your retirement.
Download My FREE 1-Page Business Plan HERE!
Download Diane’s a Tale of Four Companies BuildYourNumbers.com/Dave
Sponsor Info:
Need Help Answering the Phone?
Use Ruby Receptionists!
Click here and use the code Roofer50 for a special discount!
Or Call Ruby at (844) 326-7829
To run a profitable roofing business, you have to understand the basics of accounting and the basics of setting up your financial system.
Dave welcomes his go-to accounting expert, Diane Gilson, back to the show to discuss the easiest way to do just that!
Diane Gilson created Info Plus(+) Accounting® In 1994 to help business owners establish job-cost accounting systems so they can access critical day-to-day operations data using QuickBooks as their primary management accounting tool.
Diane’s passion is designing, customizing, and upgrading accounting systems and financial controls for small to mid-sized construction and manufacturing companies.
What you’ll hear in this episode:
- Re-organize the Chart of Accounts so that it provides more meaningful and useful information
- Construction businesses fail when owners don’t charge enough money because they don’t understand their costs
- The Chart of Accounts is your accounting system foundation
- Understanding direct costs
- Above and below the line and why it’s important to get this right
- Consistency is necessary to do comparisons of estimates vs. actuals
- How to keep your Chart of Accounts simple
- Having a consistent cash flow allows you to take a regular salary
- Net profit is NOT part of your salary, it is money that you’ll be reinvesting into the business
- Diane has created a Building Your Chart of Accounts Class!
- Why you shouldn’t ignore your balance sheet
Diane’s Resources:
Diane’s Website: Build Your Numbers
Building Your Chart of Accounts Class
Remodeling Your QuickBooks Chart of Accounts
Time Tracking and (Job-Costing) Payroll Class
Dave’s Resources:
Learn How Ruby Receptionists Will Leave A Great First Impression With Your Prospects!
www.callruby.com/roofershow
Use the promo code “Roofer 50” for $50 off!
Download My FREE 1-Page Business Plan
Contact Me HERE to Get Started With A Free Business Evaluation And Learn How I Can Help!
Enjoy These Other Podcast Episodes Featuring Diane Gilson:
77: The Cost of Chaos: What's It Costing Your Company with Diane Gilson
112: How To Calculate Your True Labor Burden And Why It Matters With Diane Gilson
105: Increase Your Profit With Effective Job Costing Reports With Diane Gilson
This is Episode 175! Today I discuss my top 10 profit takeaways for contractors from 174 interviews from The Roofer Show Podcast.
What you’ll hear in this episode:
- How to prepare for the growth to take your business to the next level
- Top Ten Takeaways:
-
- Get a plan
-
- Start with the end in mind
- Look out for the four business killers: divorce, death, disability, and dissolution
- Be able to take a two-week vacation
-
- Put systems and processes in place
- Have good people that can do their job, whether you are there or not
- Know your WHAT
-
- What does your company do well---and the most profitably?
- What sets you apart from the competition?
- Why would someone buy from you?
-
- What makes you different?
- Identify your ideal customer
-
- Don’t waste time on the wrong customers
- Have a website that converts
-
- It does your heavy lifting
- It starts with your home page
- Show visitors they are in the right place
- Use custom photos
- Make your About page your best page
- Set up a marketing system
-
- Focus on the things that work and don’t waste time on the others
- Do the free stuff first
-
- You have to get reviews!
- Use a system and follow a process to get referrals
- How to build a marketing machine
- Make more money on your jobs
-
- You probably aren’t charging enough!
- Know your costs
- Put a job package together for EVERY job
Resources:
www.callruby.com/roofershow Use the promo code “Roofer 50” for $50 off!
Download my free 1 Page Business Plan for free https://theroofershow.com/1-page-plan/
Start With Why by Simon Sinek
Today I interview best selling author and expert contractor business coach Vicki Suiter about her latest book The Profit Bleed. We pinpoint the reasons that contractors are not making the money they should and how they can fix the holes in their businesses to make more profit.
What you’ll hear in this episode:
- How to deliver a good elevator pitch
- The benefits of a Mastermind group, for clarity, ideas, and camaraderie
- Vicki’s elevator pitch: what she does, who she serves, and what action she wants them to take
- “Are you going for the door, or are you asking to hear more?”
- Example of a client who reduced prices in an effort to sell more
- Increased volume means increased overhead and will equal breakdown
- What are your true labor costs?
- What infrastructure changes are required to support higher volume?
- Taking an eagle-eye view of your business
- What to focus on to improve efficiency and profitability
- Learn to manage from the top down rather than the bottom up
- Pulse points covered in Vicki’s book:
- Pricing
- Handoff process
- Sales and marketing
- Sales and close rate percentage goals
- Production
- Feedback
Resources:
The Profit Bleed by Vicki Suiter
The Profit Bleed - Find out how to get Vicki’s book for FREE, along with other resources
Suiter Business Builders - Find out more about Vicki’s Free Business Health Assessment
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
—-> My Listeners Get a 21-Day Money Back Guarantee <—
If you’re not marketing and selling preventative roof maintenance you are leaving a lot of money on the table! In today’s interview, Greg teaches us how to set up a maintenance department, find the right people to run it, and how to sell maintenance for high profits. He’ll also show us the top 5 mistakes contractors make that will kill the deal.
Greg Hayne, of The Hayne Coaching Group, has a unique training program that helps roofing contractors grow their service departments and become more profitable and provide superior service for their customers. For the past ten years, he’s been teaching contractors the best practices of the most successful service departments around the country. He shows us how you can make a lot of money providing great service.
What you’ll hear in this episode:
- Why your repair department and service department are NOT the same
- How to set up a service department (Use Greg’s formula for profit margins)
- The Top Five Mistakes Roofing Contractors Make:
-
- Not treating repair requests differently than initial requests
- Not addressing repair requests promptly
- Poor documentation
- Not handling tenant communication properly
- Ignoring other problems with the roof
- Other problems:
-
- Not returning phone calls promptly
- Not sending out prompt invoices after completing the work
- Tips for providing a preventive maintenance program:
-
- Don’t over-specify your services
- Don’t forget to SELL your maintenance program
- Why documentation is CRITICAL
- Common mistakes in selling preventive maintenance: (You have to show them how it will save them money!)
-
- Specifying too much
- Sending in quotes instead of selling
- Not asking questions
- How a preventive maintenance program adds value to your business with recurring income
- Greg’s training programs, peer groups, and individual coaching
Resources / Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
https://www.theroofershow.com
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
Please Share My Podcast With Other Contractors!
FREE Evaluation! I will also work with you one-on-one.
Contact Me HERE to Get Started!
Connect with Greg!
www.creatinggreatservice.com
(Available training programs and free downloads to help assess your business)
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
—-> My Listeners Get a 21-Day Money Back Guarantee <—
This episode is part of a bonus series being aired during the COVID-19 pandemic.
Resources / Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
https://www.theroofershow.com
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
Please Share My Podcast With Other Contractors!
FREE Evaluation! I will also work with you one-on-one.
Contact Me HERE to Get Started!
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
—-> My Listeners Get a 21-Day Money Back Guarantee <—
Resources / Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
https://www.theroofershow.com
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
Please Share My Podcast With Other Contractors!
FREE Evaluation! I will also work with you one-on-one.
Contact Me HERE to Get Started!
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
—-> My Listeners Get a 21-Day Money Back Guarantee <—
Resources / Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
https://www.theroofershow.com
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
Please Share My Podcast With Other Contractors!
FREE Evaluation! I will also work with you one-on-one.
Contact Me HERE to Get Started!
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
—-> My Listeners Get a 21-Day Money Back Guarantee <—
This episode is part of a bonus series aired during the COVID-19 pandemic.
Resources / Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
https://www.theroofershow.com
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
Please Share My Podcast With Other Contractors!
FREE Evaluation! I will also work with you one-on-one.
Contact Me HERE to Get Started!
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
—-> My Listeners Get a 21-Day Money Back Guarantee <—
Sales and marketing are a vital part of any industry, and believe it or not, especially construction. Today’s guest, Brian Kaskavalciyan, is the founder of the gFour Marketing Group and has been in the home improvement industry for decades. Brian is also the host of the Wealthy Contractor Podcast, as well as the author of his new book The 7 Secrets to Becoming a Wealthy Contractor.
In this episode, Brian reveals those 7 secrets, as well as what to do once you get customers, how to maintain those relationships, and how to get repeat business. Brian also discusses how to shift your mindset to attract success and maintain control of your life and business. Join Dave Sullivan in this episode for an abundance of tangible advice on how you can become a wealthy and successful contractor.
Show Highlights:
- Brian shares how he got started in home improvement
- gFour is a system that helps businesses maintain and interact with customers
- Reviews are vital to selling your services and Brian shares his strategies to get more reviews
- Many construction jobs are getting postponed or canceled as a result of COVID but there are various different opportunities available for business owners during this time of uncertainty
- Why marketing is more important now than ever
- Finding ways to bring your customers more value following this pandemic will make prices irrelevant
- Brian shares his 7 secrets to becoming a wealthy contractor
- Identify what it would take to live your ideal lifestyle and run your business aligned with your vision
- It’s important to take complete responsibility for everything that happens in your life and business in order to not give your control to outside forces
- No matter what industry you’re in, all business should be looked at as a sales and marketing business
- Having thoughts of abundance and increase are necessary to create healthy habits and cultivate success
Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
https://www.theroofershow.com
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
**Please leave me a review on iTunes!****
Please Share My Podcast With Other Contractors!
FREE Evaluation! I will also work with you one-on-one.
Contact Me HERE to Get Started!
Contact Brian:
For your copy of The 7 Secrets to Becoming a Wealthy Contractor
Brian’s Website
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
—-> My Listeners Get a 21-Day Money Back Guarantee <—
When dealing with insurance companies, there is an array of opportunities for contractors to benefit from and make optimal cash. While the process for this may be unfamiliar for many, John Dye has mastered the technique of making money through insurance claims and shares an abundance of tangible tips you can apply to your own construction company.
John and Dave discuss the process of collecting deductibles, optimal marketing campaigns for construction owners, and how to target neighborhoods after natural disasters hit. John not only shares detailed strategies to improve your business but provides additional resources you can utilize now. Join Dave in this insightful and educational conversation with John.
Show Highlights:
- John discusses the opportunities arising from the current pandemic we’re facing
- Crises have happened in the past and they'll happen again so we should always run our businesses like we’re prepared for them
- It’s important to pick up your cash and collect your receivables now
- John shares how he got involved in the construction industry and how to build his own supplement company
- Contractors often don’t realize the insurance process is different than retail and they’re often leaving money on the table
- One of the biggest mistakes contractors make is taking on policyholders they shouldn’t
- Educating your customer is key in the restoration business
- What does it take to get paid for jobs that have to go through insurance companies
- How should contractors be marketing
- Hail Trace is a company that follows storms and damage caused by storms that contractors can utilize data from
- Now is a great time to educate yourself and John shares the different programs he has available
Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
https://www.theroofershow.com
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
**Please leave me a review on iTunes!****
Please Share My Podcast With Other Contractors!
FREE Evaluation! I will also work with you one-on-one.
Contact Me HERE to Get Started!
Contact John:
John’s Art of the Supplement Website
John’s Facebook
Become an Art of the Supplement Certified Expert
Free Resources from John - for Dave's Listeners!
John's Email
John's LinkedIn
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
—-> My Listeners Get a 21-Day Money Back Guarantee <—
Resources / Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
https://www.theroofershow.com
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
Please Share My Podcast With Other Contractors!
FREE Evaluation! I will also work with you one-on-one.
Contact Me HERE to Get Started!
Check out Michael’s 2-Day Online Training THIS WEEK on Business Management For Contractors. I’ve taken it and highly recommend it! https://www.markupandprofit.com/more/class/two-day-intensive/ THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
—-> My Listeners Get a 21-Day Money Back Guarantee <—
The current pandemic we’re facing has many of us looking at business in a way we never have before. While this could be seen as a detriment, there are also many opportunities arising to expand and take advantage of platforms we’ve never utilized before.
On today’s show, Bryan Kaplan from Construction Consulting shares the programs and opportunities available for small business owners to take advantage of during this time of uncertainty. Dave and Bryan also discuss how we can continue to build relationships with clients and maintain professionalism by integrating technology into your business.
While this may seem intimidating, Bryan offers an array of tips and strategies that you can easily implement in your business, as well as how to further prepare to carry out these strategies coming out of this pandemic.
Sign up for Bryan's Estimating Masterclass HERE!
Show Highlights:
- There are many benefits and opportunities that can arise from joining a mastermind.
- Bryan shares how he got involved in construction and how he got to where he is now.
- There are programs available for small business owners during our current pandemic to help get money generating.
- Staying in direct communication with clients during volatile times will give your business an advantage when we come out of crisis.
- As a business owner, it’s your responsibility to take leadership and be a beacon of light for customers through difficult times.
- Integrating technology can be intimidating but it can be easy to virtually sell projects and look professional.
- Different programs you can utilize to do business online
- How you can leverage your time now to build your business and your team.
- Learning how to properly estimate can assist in operating a profitable business.
Resources:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
https://www.theroofershow.com
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
**Please leave me a review on iTunes!****
Please Share My Podcast With Other Contractors!
FREE Evaluation! I will also work with you one-on-one.
Contact Me HERE to Get Started!
Contact Bryan:
Bryan’s LinkedIn
Bryan’s Instagram
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
—-> My Listeners Get a 21-Day Money Back Guarantee <—
Resources / Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
https://www.theroofershow.com
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
Please Share My Podcast With Other Contractors!
FREE Evaluation! I will also work with you one-one-one.
Contact Me HERE to Get Started!
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
—-> My Listeners Get a 21-Day Money Back Guarantee <—
With over 165,000 neighborhoods covering 80% of the country, Nextdoor presents a great opportunity for contractors to get new local leads. Referral leads. The best type of leads! Next door is a social networking service where you can ask your trusted neighbors for referrals for all types of services. Can anyone recommend a piano teacher? Does anyone know a great roofer?
Today I interview marketing expert Aaron Hockel with AltaVista Strategic Partners and he takes us through the step-by-step process to claim your profile and use the best practices to be sure you are using this free service to get the best-qualified leads. You may already be getting a referral and not even know it. And as a bonus, we review how to get more 5 star online reviews from our last interview from episode #34.
What you'll hear in this episode:
- Why you need to have a clear and concise elevator pitch
- How AltaVista SP can help if your marketing strategy isn't cohesive
- Why getting more leads is always the #1 problem for contractors
- Why roofers should use Nextdoor:
-
- They will corner the market and be the industry leader
- 25% of Nextdoor posts are people seeking local services
- Nextdoor, started in 2010: how it works and how it's similar to Facebook and Instagram
- The Nextdoor process: download the app, create a profile, receive a super-localized feed, see things to buy and sell, generate free leads
- How to get started in entering basic info and creating links
- Why business names, phone numbers, and addresses have to be synced with no discrepancies. Don't confuse Google!
- Nextdoor reviews: how they don't use a star rating system, but reviews are based on recommendations, which are required in order for you to be "discoverable"
- Ways to get recommendations: how to ask and have consistency
- How to get more leads and why it's important to get recommendations from all areas of town, tag yourself in posts, and make promotional posts
- How advertising may change in the future on Nextdoor to be more affordable
- Why you don't want to be overly promotional or sales-y
- The key: establish yourself as an expert
- Why people look for social proof
- The importance of Facebook posts and Google reviews
- Why Nextdoor is a free, no brainer option
- Nextdoor, with their new CEO, and how there are great opportunities for roofers
- A look back at Episode 34, where Aaron shares how to get more online reviews
-
- Tips: Use a consistent process to ask for reviews, and rotate where and when you ask for reviews
- NRCA in Nashville: Go see Aaron at Booth #1262, and email him for a free expo pass or 10% off conference registration
Resources:
Call Ruby Use promo code "Roofer 50" for $50 off your first service
Alta Vista SP
Episodes 34 & 35
Aaron's email: Aaron@altavistasp.com
Call Aaron at 443-960-4004 for a consultation or troubleshooting help
This episode is part of a daily series aired during the COVID-19 pandemic.
Resources / Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
https://www.theroofershow.com
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
Please Share My Podcast With Other Contractors!
FREE Evaluation! I will also work with you one-one-one.
Contact Me HERE to Get Started!
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
—-> My Listeners Get a 21-Day Money Back Guarantee <—
This episode is part of a daily series aired during the COVID-19 pandemic.
Resources / Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
https://www.theroofershow.com
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
Please Share My Podcast With Other Contractors!
FREE Evaluation! I will also work with you one-one-one.
Contact Me HERE to Get Started!
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
—-> My Listeners Get a 21-Day Money Back Guarantee <—
This episode is part of a daily series aired during the COVID-19 pandemic.
Resources / Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
https://www.theroofershow.com
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
FREE Evaluation! I will also work with you one-one-one.
Contact Me HERE to Get Started!
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
—-> My Listeners Get a 21-Day Money Back Guarantee <—
This episode is part of a daily series aired during the COVID-19 pandemic.
Resources / Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
https://www.theroofershow.com
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
Please Share My Podcast With Other Contractors!
FREE Evaluation! I will also work with you one-one-one.
Contact Me HERE to Get Started!
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
—-> My Listeners Get a 21-Day Money Back Guarantee <—
This episode is part of a daily series aired during the COVID-19 pandemic.
Resources / Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
https://www.theroofershow.com
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
Please Share My Podcast With Other Contractors!
FREE Evaluation! I will also work with you one-one-one.
Contact Me HERE to Get Started!
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
—-> My Listeners Get a 21-Day Money Back Guarantee <—
The recession we’re in now may have come out of the blue, but it’s actually very similar to the last great recession we had. And like that one, it won’t last forever.
Many contractors were not prepared and their businesses were not able to survive. There were other contractors whose businesses not only survived but thrived.
On today’s show, Dave and his guest, Spencer Powell, discuss how to provide value to your customers and how to get the price you need to be profitable. They’ll also cover what you need to be doing NOW to prepare your business for when the economy bounces back.
Spencer Powell is a marketing expert with Builder Funnel whose focus is working only with contractors.
Also, Dave has a special announcement! Subscribe to his podcast for brief daily shows over the next couple of weeks. Guests will include contractors that share tips on what’s working for them to get them through this crunch; Dave’s labor attorney will discuss some of the issues that business owners need to be mindful of during this time; Tom Reber, a sales expert and host of The Contractor Fight podcast, will be on to provide ideas on how you can sell your work to get the price you’re needing; and more!
Show Highlights:
- If you haven’t already, download Dave’s FREE 1-Page Business Plan that will help you plan for the good times and the bad!
- Spencer gives an overview of Builder Funnel and its podcast.
- Don’t panic; but over-react. Re-schedule meetings to a video conference.
- Depending on your state, you may be able to keep a project moving.
- Cut out all non-essential expenses that you can right now, such as team lunches.
- The businesses that market and sell during the downturns are the ones that come out stronger in the end.
- From a marketing perspective, re-allocate your budget to online venues if your home shows have been cancelled.
- Everyone is on social media during this uneasy time, so post several times throughout the day offering your services. Book Zoom meetings online, even if it’s to talk about a future project. That helps get clients in your pipeline.
- Potential clients visit and research your website and your competition’s website. Take this time to fine-tune your website.
- Spencer discusses website design versus website performance, and why it matters.
- Less than 5% of the people visiting your website are at the “ready to request an estimate” stage. The majority are searching to see if your website contains information that can answer their questions first before they decide to fill out their information or make a call.
- Spencer addresses search engine optimization (SEO) and Google ranking, how to build credibility, and different ways to capture interest at the top or bottom of the funnel.
- Dave offers suggestions as to how differentiate yourself and qualify visitors to your website.
- Builder Funnel can help contractors get started with their blogging, websites, SEO, and also video strategies.
- Send out emails or newsletters periodically to keep your business fresh in their minds. Spencer and Dave share some great tips on how to do this!
- Being consistent in what you do is an important part of marketing.
Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
The Roofer Show
Text Me @ (510) 612-1450 - Say Hi!
Iwould love to hear your feedback, pros & cons!
Please leave me a review on iTunes!****
Please Share My Podcast With Other Contractors!
FREE Evaluation! I will also work with you one-one-one.
Contact Me HEREto Get Started!
Suggested Episode:
10 Ways to Take Advantage of the Next Recession with Dave Sullivan
Suggested Podcast:
The Contractor Fight with Tom Reber
Connect with Spencer!
Builder Funnel Radio
Builder Funnel Website
Builder Funnel Academy
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
Call Ruby
Or Call Ruby at (844) 326-7829
Check out the app!!
—->My Listeners Get a 21-Day Money Back Guarantee<—
The recession is coming! The recession is coming! That’s what you hear on the news every night. Manufacturing is down, property values down, and retail stores filing bankruptcy.
But construction is booming, we can’t find people to do the work because unemployment is low, and the stock market is at record highs.
Recession? What recession? What’s going on?
It’s been over 10 years since the last recession and most of our listeners weren’t even in business then. All they know is business is great and it’s going to last forever!
But the party is coming to an end. It’s just that nobody knows when.
What have you done to prepare your business to not only survive but position yourself to thrive during a downturn in the economy?
Today I’m going to give you 10 simple tips to recession-proof your business and also take advantage of the opportunities when the economy comes back.
Show Highlights: * Tip No. 1: Be prepared by having a plan. Download my FREE 1-page business plan to simplify your process. This plan asks you the important questions, the ones that really get you to think about what your business is, where you’re making your money, what your ideal customer looks like, where’s your business going to come from, etc. * This will also help you figure out where you want to go with it. If you’re looking at retiring in 5 years, that takes some serious planning. If you’re a young person starting out, you want to build a business that’s sellable, and that can support you in the lifestyle to which you've become accustomed. * Tip No. 2: You need to know where you’re making your money (residential, commercial, etc) because when things slow down, you’re going to want to focus on that niche and bag the rest of it. You want to see what it looks like to have a 20% drop in business. * What tends to happen during recessions is a building owner isn’t going to want to spend big money to put a new roof on, so they’re going to look at repairs (maintenance, coatings, resurfacing). This is where a huge opportunity exists. It is a low cost, low risk, high margins business. If you have a service department, now is the time to get the process down, and consider expanding. Service is a great profit center both inside and outside of a recession. If you do not have a service department, it might be time to consider one. * Check out the Show Notes for a link to my past podcast with Greg Hayne on How To Start An Extremely Profitable Service Department! * Tip No. 3: Cash! Have a lot of cash on hand to get you through a lean period to cover your overhead. Having a good amount of working capital solves a lot of problems. It will also be useful in case of opportunities present themselves. * Collect your money on accounts receivables. If you aren’t in the practice of doing this regularly, you need to start getting a good process put in place. This is how you make your profits, and where your cash is going to come from. When things slow down, people are slow to pay, so you need a way to stay on top of this. * Check out the Show Notes for a link to my past podcast with Thea Dudley on 5 Reasons You May Have Cash Flow Problems! * Check out the Show Notes for a link to my past podcast with Alex Barthet on How To Get Paid! * Tip No. 4: Cut the fat! What expenses do you currently have that you can cut back on? Do it now so it isn’t so painful later. * Tip No. 5: Have your sales process down. When things slow down, there will be fewer opportunities, so you need to have a properly trained sales force that can go out there and sell for a higher price so that you can get your margins. * Tip No. 6: Know your numbers. The number one reason contractors go out of business is because they don’t charge enough money for their services. This is because they don’t understand the costs of doing business. When the market turns, you’ll have to be more competitive, and you can only do that if you understand your costs. You need a good reporting system.s, * Tip No. 7: Have a good CRM set up to track your team, leads, jobs, and scheduling. * Quick Tip: A good way to rustle up some business that you may not have thought of is dead leads! A simple way to bring those leads back to life is to send an email with the subject line, “Are you still looking to re-roof your home in (City)?” In the body of the email, just state “Let me know.” Include your contact information, your signature, and that’s it! Send to all your dead leads! * Tip No. 8: Make sure your website is fully optimized to attract visitors and to convert them, building trust as you go, into an actual lead. Then convert the leads into sales. * Tip No. 9: Tips for your website: * Establish yourself as an expert. * It has to be fast and look great on a mobile device. * Have the button on your website that they can click to call you. * Don’t use stock photos. Show photos of your guys and your equipment. * Have a good “About” page. Include your photo and a short welcome video. * Tip No. 10: Make sure that you’re getting reviews. Make it an easy system by asking for a review upon completion of a project and making it a part of your sales process. * Bonus Tips: 11) Get with your bank and set up a credit line. 12) Be sure you’re taking your discounts with vendors. 13) Don’t cut your marketing; increase it. You want repeat business and referral business. 14) Put out a newsletter to keep your name out in front of everyone.
Links: For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
The Roofer Show
Text Dave @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
Please leave me a review on iTunes!
Podcast 74: How To Start An Extremely Profitable Service Department With Greg Hayne
Podcast 119: How To Get Paid With Alex Barthet
Podcast 124: 5 Reasons You May Have Cash Flow Problems with Thea Dudley
The Roofer Show Sponsor Info:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Click here and use the code Roofer50 for a special discount!
Call Ruby
Or Call Ruby at (844) 326-7829
Check out the app!!
—->Dave’s Listeners Get a 21-Day Money Back Guarantee<—-
Hiring a sales team can be a real challenge for contractors. Scott Berman with Florida Window and Door has built a huge window installation business in Florida that relies on dozens of sales people to continue that growth and profitability.
Scott shares how he hires the best and puts them through his extensive training program. We get into a number of topics including lead generation, personality testing, and wealth building.
Show Highlights:
- Scott’s 3 companies (Florida Window and Door, Central Window, and Indian River Glass) are primarily in the window and door replacement business, focusing mainly on hurricane protection products.
- His main customer is the homeowner on a replacement basis, and mostly for insurance litigation.
- If you have hurricane-resistant products in your house, your insurance company will not only cover the house in the event of a hurricane, but they usually give you a reduction in your premium because the risk is less.
- Mitigated damages are estimated to be 70-80% less for houses that have hurricane-approved products, compared to houses that do not have the same products.
- This is the focus of their sales.
- People understand how to install a product or sell it, but they usually don’t know how to do both.
- Scott made a significant investment in training, and now he does not hire anybody who has previous window experience.
- Their hiring process is very strict, and they are hiring all the time.
- One method of building a great sales team is to take your two top sales people and profile them, then hire from that profile.
- Scott addresses how his company handles lead generation and marketing.
- Scott details his company’s growth through acquisition.
Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
The Roofer Show
Text Me @ (510) 612-1450 - Say Hi!
Iwould love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
Please Share My Podcast With Other Contractors!
FREE Evaluation! I will also work with you one-one-one.
Contact Me HEREto Get Started!
Suggested Podcast:
The Wealthy Contractor Podcast
Connect with Scott!
Scott’s Phone Number: (561) 340-4300
Scott’s Email: scott@floridawindowanddoor.com
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
Call Ruby
Or Call Ruby at (844) 326-7829
Check out the app!!
—->My Listeners Get a 21-Day Money Back Guarantee<—
Do you have an employee manual for your contracting business? Has it been updated recently to protect you against an employee complaint or lawsuit?
In today’s interview with construction employment attorney Philip Siegel we review the new laws that you need to be aware of and the action you need to take. We also get into the latest changes in the immigration laws and the new requirements every business owner now falls under.
Show Highlights:
-
Having an employee manual is imperative for two main reasons:
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A handbook is an opportunity to establish company culture.
-
A handbook establishes a roadmap or guide to avoiding discrimination claims.
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Get a harassment and discrimination policy in place as soon as possible. Make sure the policy is reasonable in terms of how complaints of harassment or discrimination are to be reported.
- To settle a harassment or discrimination claim if you don’t have a policy that can be used to defend against a claim can cost $100,000.
- If a policy with a reasonable reporting mechanism is in place but wasn’t followed, then that is a defense to a claim of harassment where the harasser is alleged to be a coworker.
-
A good policy should consider these two elements:
-
Don’t address only sexual harassment. Racial harassment or national origin harassment make up the majority of claims. A harassment/discrimination policy needs to be broad enough to not just cover sexual harassment.
-
Regarding the reporting mechanism, be cautious about the job titles that are allowed to receive complaints, as opposed to individual’s names and phone numbers. Some policies require reporting to titles that do not actually exist within that particular company.
-
Dave and Philip revisit some hot topics that they’ve discussed on prior shows, such as employee poaching and medical marijuana.
-
Dave and Philip discuss some timely topics that currently impact business owners in the roofing industry. Listen in for more complete details!
-
S. Citizenship and Immigration Services (USCIS) released the latest version of the Form I-9 and will require employers to use this latest version beginning May 1, 2020. This form must be completed by the employee within three days of being hired. The employee verifies their identity and verifies their work authorization status. The individual must be able to produce documents to show who they are.
- OSHA’s Form 300A must be placed between February 1 and April 30 inlocations easily accessible to employees, such as the break room. This form summarizes the total number of work-related injuries and illnesses that occurred during the prior calendar year and entered into OSHA Form 300, which logs said injuries and illnesses.
- OSHA’s increasing penalties: they recently announced maximum penalty amount increases to account for inflation in 2020. Penalties for an other-than-serious violation, a serious violation, and a failure-to-abate violation increased to $13,494. Willful and repeat violations now have a maximum penalty amount of $134,937 per violation.
-
Philip addresses the complex issues of wage and hour violations, compensable travel and the new method of calculating overtime pay.
-
Be proactive in keeping up-to-date on these relevant issues! One way of doing this is through a retainer program (also known as a subscription program) that Hendrick Phillips Salzman & Siegel offer. It is a means of consulting with them without worrying about the clock running. You pay a monthly retainer fee for them to be available to answer your questions and resolve issues that can be handled in a phone call or within the hour’s time. This involves contract reviews!
Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
The Roofer Show
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
**Please leave me a review on iTunes!****
FREE Evaluation! I will also work with you one-one-one.
Contact Me HEREto Get Started!
Connect with Hendrick Phillips Salzman & Siegel!
Philip’s Website
Sign Up For Their E-Blast!
Philip’s Email
Suggested Episodes:
114: How to Prevent Employee Poaching By Your Competitors with Philip Siegel
32: High Times - Drug Testing and Medical Marijuana. What Employers Need to Know with Philip Siegel
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
Call Ruby
Or Call Ruby at (844) 326-7829
Check out the app!!
—->My Listeners Get a 21-Day Money Back Guarantee<—
As you may know I do 1-on-1 coaching with roofing contractors.
Today, I had a great call where we discussed the struggles this contractor was having and how we are designing a business plan to get him on the right track to achieve his “end” or his long term goals for success.
I wanted to share this call because so many contractors are facing these same concerns. I know I did, and we can all learn from our discussion.
Show Highlights:
- Dave routinely checks out a client’s website prior to a coaching call and offers the following questions as consideration:
- Does your website clearly and accurately reflect the services that your business provides?
- Does your website clearly and accurately display location and contact information?
- Have you ever Googled your own business page and read reviews about your company?
- Do you respond to your reviews? Both the good ones and the bad ones?
- Are the reviews showing up prominently on your website?
- Dave’s podcast sponsor, Ruby Receptionists, are virtual receptionists and answer the phone when a potential client calls. They take down all relevant information and also have the option to patch a caller through to the contractor.
- Utilizing Ruby Receptionists as your virtual receptionist helps to level the playing field against larger companies in the area that have a larger budget for office personnel and marketing, as you risk losing potential clients to the larger companies when you can’t always answer your phone.
- Ruby Receptionists will leave a great first impression on a caller and this will help your company to look more professional.
- Dave explains how he brings value to roofing contractors through his coaching calls.
- It starts with a FREE 30-minute phone call.
- After that, you’ll dig deep into your company issues as he helps you build a true business plan.
- He then works with you to develop a plan for implementation.
- After the initial free call, Dave only charges $295 for two, one-hour calls.
- Building a retirement plan is something that every contractor needs to think about from day one.
- Grow your business, make more money, and have more free time.
- Dave offers suggestions as to how to position yourself as the best contractor and expert in your area.
- If you’re interested in participating in an online Peer Group with non-competing contractors, let Dave know you’re interested!
Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
The Roofer Show
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
FREE Evaluation! I will also work with you one-one-one.
Contact Me HEREto Get Started!
Recommended - Episode 150
The #1 Tactic to Get Qualified Leads for Your Roofing Business with Marc Levesque
Recommended - Episode 149
How to 12x Your Roofing Business in Just 12 Years with Randy Brothers
Recommended Podcasts
Tom Reber’s The Contractor Fight
Randy Brother’s Start Build Grow Show
Jim Johnson’s Contractor Radio
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
Call Ruby
Or Call Ruby at (844) 326-7829
Check out the app!!
—->My Listeners Get a 21-Day Money Back Guarantee<—
The #1 listener requested topic for the podcast is always how to get more leads and sales. That is what we talk about today in my interview with Tim Musch. We aren’t talking about just any leads, but quality leads and how to convert them into profitable sales. Tim’s company MarketSharp is a leader in CRM software designed for contractors. Tim has a system that can grow your business by over 60% while only getting 10% better at what you do. You’ve got to check this out!
What you’ll hear in this episode: * Why 70-75% of contractors say getting a consistent lead flow is their biggest challenge * How small improvements can grow your business * CRM: What is it and why does it matter to you as a roofing contractor? * Why you need to know and track your numbers
Six Keys to More Leads, More Sales, and More Thrilled Customers:
- Generating inquiries: do “micro-marketing” in the same neighborhood, get professional web strategy help, and how to use shows/events
- The call: setting up appointments, training, and scripting
- Lead warming: how to warm up your prospect and help closing rates
- Sales presentation: gear it to today’s consumer, use technology tools, and price-condition your clients
- Proactive follow-up: for buyers AND future buyers—how to keep in touch with email, calls, and direct mail
- Proactive repeat and referral activities: survey past customers, find out what they want, collect online reviews, and use newsletters Resources: Free downloads including the USP worksheet: Market Sharp
Cost vs Value article mentioned: Cost Vs Value 2017
Visit Tim’s website, email, or call: Market Sharp, tim@marketsharp.com,
1-800-335-4254
Check out Vicki’s webinar “Build a Team That Takes Ownership”
suiterbuisnessbuilders.com/theroofershow
If you want a consistent flow of qualified leads you need to listen to my mini-course with Marc Levesque and learn how a professional PPC campaign can get your company’s name in front of new prospects ready to buy your services. Once you have their attention Marc gives you the secrets to converting those clicks into qualified leads using the right landing pages.
Show Highlights:
- PPC is pay-per-click.
-
Most listeners of this show will fall into one of three categories:
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You’ve done this yourself but did not get results.
- You hired someone to do it for you but it did not work out.
-
You’re not familiar with PPC.
-
Marc provides an overview of PPC:
- Understand how search engines work.
- Pay Google to serve your ads on the first page of search results.
- Using keywords that potential clients might use to find your ads are very important.
- You pay for clicks whenever a potential client clicks on your ad.
- Marc addresses budgeting concerns: What will you need to spend for this? What can you expect in terms of results?
- The real metric you need to consider is the “customer acquisition cost”.
- SEO (Search Engine Optimization) is optimizing your website and/or content so you can get those pages indexed or showing up on Google so that over time you earn more traffic.
- The goal of PPC is ultimately to instill confidence and convince a prospective client that they should reach out and have a conversation with you.
- It’s important to use a landing page, which is basically a page on your website that is stripped of everything that is not relevant to what the consumer just searched for.
- It’s the landing page where you want to convert your traffic. You want them to call you, to fill out a form, or do a live chat.
- After awhile, you’ll get a good indication of what your closing rate is, net sales per lead, and all the metrics that you need to understand.
- Generating a lead is only half the equation; capitalizing on the leads is more important.
- Marc shares how if you’re going to pay money for these leads, you have to respond quickly and with quality. Differentiate yourself from the competition. He offers some tips on how to field these very important calls.
- If a lead is not an ideal lead for you, be sure to refer to a specialist who is a better fit and try to make the introduction.
- Build a database of contacts that you can reach out to.
- Bracketing is the idea of giving people options.
- Dave discusses the problem with lead aggregators.
- The myth of exclusive leads.
- Marc relates the value of retargeting.
- Leveraging PPC to get more traffic so you can generate more leads and having more control over your marketing adds predictability to your business.
- Referrals remain the best kind of lead you can have.
- Five things that all successful businesses do.
- Ways to increase your revenues.
Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
The Roofer Show
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
The Roofer Show
FREE One-Hour Evaluation! I will also work with you one-one-one.
Contact Me HEREto Get Started!
Book Mentioned:
Unlocking Unlimited Lead Flow: A Blueprint For Remodeling & Home Services Contractors To Make The Jump To $10MM+ by Rich Harshaw
Recommended Episode:
6 Keys to Getting More Leads and Sales with Tim Musch
Connect with Marc!
Marc’s Website
Book a Demo with Marc
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
Call Ruby
Or Call Ruby at (844) 326-7829
Check out the app!!
—->My Listeners Get a 21-Day Money Back Guarantee<—-
Randy has built a business on the core principles of Faith, Family, Honesty, and Integrity. With his commitment to challenging our industry’s status quo and providing opportunity for others, Randy has built an amazing roofing company that continues to grow exponentially while providing an amazing quality of life for everyone involved. He has hired and trained over 50 people and has built systems and processes for nearly every aspect of roofing. Building a company that can run itself has allowed him the opportunity to focus on helping others succeed the same way.
Show Highlights:
- Randy provides an overview of how the roofing industry found him.
- Growing your business with or without a storm and being prepared to dominate the market when a storm does happen is a mindset shift.
- Randy says that doing the right thing and making sure that you’re providing a higher value service to customers than what they’re paying for will get you outstanding reviews.
- How you handle yourself and the processes you have in place when things do go wrong is how you separate yourself from the competition.
- Good reviews are one of the most powerful sales tools your company can have.
- The majority of bad reviews are because of a lack of communication,
- Making things right can have a big impact in changing a bad review to a good one.
- Incorporating encouragement, recognition, and celebrating into the work culture helps to create a family environment for your business.
- Randy shares why establishing core values in your company is essential.
- “People don’t quit companies, people quit people.” If you’re experiencing a high turn-over rate, trouble hiring, or an unhappy culture, start by taking a hard look at yourself.
- If your company has a reputation of respecting its employees, it will be easier to find good quality people to work for you.
- Randy and Dave discuss technology and the ways it can really make your company more organized and smooth-running.
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The 4 keys pieces of software that can change your business overnight and set you up for scalable growth and success:
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JobNimbus - a great CRM
- CompanyCam - to document everything
- HailTrace- hail mapping
-
SumoQuote - builds custom quotes
-
Google Drive & Google Docs are also very helpful in building your business.
- Randy shares the story behind his podcast.
- Randy describes the history and intent of The Roofing Academy, and how it can help those just starting out in business and also help those who are established but need help in mastering aspects of their business.
- Put the time into where you’re making the money.
Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
The Roofer Show
Are You Interested in Being Part of a Mastermind or Peer Group?
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
Podcast: The Roofer Show
FREE One-Hour Evaluation! I will also work with you one-one-one.
Contact Me HEREto Get Started!
Book Mentioned:
Start It, Build It, Grow It by Randy J. Brothers
Connect with Randy!
Randy’s Elite Roofing Website
Randy’s The Roofing Academy Website
Randy’sLinkedin
Randy’s Podcast
Randy’s Facebook
Purchase Randy’s Book!
Randy’sEmail
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
Call Ruby
Or Call Ruby at (844) 326-7829
Check out the app!!
—->My Listeners Get a 21-Day Money Back Guarantee<—-
Have I got a jam-packed episode for you today! I’ll be covering some industry news about upcoming expos, a new app from Owens Corning, the importance of networking, and timely information on the advantage of strategic partnerships.
I want to remind you first, though, about how important it is to have a business plan in place. You can download my FREE 1-Page Business Plan from my website to help you with that, and then you need to be consistent. Remember, when you have consistency built into your business plan you’re going to see results, and keeping consistent with those little things is what’s going to help bring you success!
Next week is the IRE, the International Roofing Expo in Dallas, TX, from February 4th-6th. This is a great opportunity to network with other contractors and see what’s going on out there. They also offer some great educational seminars, so if you have a chance to attend, you absolutely should.
Have you ever participated in the Owens Corning University Contractor Business Building Show? This is a phenomenal show you’ll want to go to, especially if you can’t make it to the IRE in Dallas. Owens Corning takes their show around the country on numerous dates, and the number of contractors and vendors you’ll be able to network with is something you don’t want to miss. Did I mention that it’s FREE?
Owens Corning has a new program called ProSell, and it’s a new way of in-home estimating that I think you’re going to love. I’ll be giving you all the details of that in this show.
Today I talk with Owens Corning National Training Leader Jon Gardner about the advantages of strategic partnerships with your suppliers. These include differentiating your business from your competition as an approved contractor, online classes for business and field training, and the opportunity to network with other professional contractors from around the country, and much more. I’ve seen these advantages first hand in my roofing business as an Owens Corning approved contractor for over 20 years. Show Highlights: * The long term value is not saving a few bucks on a bundle of shingles, but forming relationships. * Advantages of partnering with a material manufacturer: * Partnerships provide tools and resources that are more difficult to obtain outside of these relationships. * When partnered with a manufacturer, part of their obligation and purpose is to help a contractor build their business. * Differentiates contractors by leveraging the manufacturer’s brand recognition, and to help build trust in the brand. * Homeowners are savvy and able to thoroughly research the brands used by the contractor during the “hiring” process and feel more confidence and trust when a contractor is partnering with a manufacturer. * As a contractor, you’re able to charge a higher price because you can provide more value, based on the trust and relationship with the manufacturer.
Links: For Tips, Strategies, and Free Downloads!
The Roofer Show
Text Dave @ (510) 612-1450 - I would love to hear your feedback, pros & cons!
Please leave me a review on iTunes!
Check Out What Owens Corning Has to Offer!
Sponsor Info: Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Click here and use the code Roofer50 for a special discount!
Call Ruby
Or Call Ruby at (844) 326-7829
Check out the app!!
—-> Dave’s Listeners Get a 21-Day Money Back Guarantee <—-
Did you miss the interview with Molly Moore from Ruby Receptionists on how to generate more leads?
Listen to it here!
The Roofer Show: Podcast 122 How To Get More Leads From Your Website with Molly Moore
Owens Corning ProSell
Owens Corning Roofing Contractor Events and Education
International Roofing Expo - Dallas TX
In today’s show, I review the growth strategies of 3 of my coaching clients and develop a plan for where they want to take their businesses and how to get there.
Show Highlights:
- Consistently doing the small things well is how you succeed in business.
- You must show your customers how you’re different and better than the competition and why you’re charging a higher price.
- Dave shares his plans for 2020 and reflects back on the beginning days of his podcast.
- What is your avatar?
- Dave explains the “3-Legged Stool” principle that he shares with his coaching clients.
- The coaching clients detail what they need Dave’s help with, and then they must figure out their “why” and “how”.
- Dave’s FREE 1-Page Business Plan helps them to reverse-engineer their individual plans.
- You need to understand slippage!
- Consider the economy and whether it might turn.
- Salary, profit, overhead: what these mean.
- Revenue is for vanity; profit is for sanity; cash flow is for reality.
- Improve the quality of your leads, and learn how to sell.
- Streamline your processes for better efficiency.
- Get your bills out!
- You don’t necessarily want to do more work, you want to do more profitable work by upgrading every job you do and getting a higher price.
- Be sure to get reviews.
- This kind of business planning will see you making more profit and spending more time with your family.
Resources / Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
https://www.theroofershow.com
Are You Interested in Being Part of a Mastermind or Peer Group?
Text Me @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
https://podcasts.apple.com/us/podcast/the-roofer-show/id1206359648
JUMPSTART YOUR BUSINESS!! I will work with you one-one-one.
Contact Me HERE to Get Started!
Episode 95 - How To Identify Your Ideal Customer With Tony Booth
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https://www.callruby.com/roofershow
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In today’s interview, you will learn how to maximize the profit on that big backlog of work we all have on the books. As we take on more work, most contractors experience “slippage” in their profit margins and lose control over what started out as a profitable job but have now turned into a loser that we’re just trying to close out. You're making the same amount of profit you were before, but now with lower margins, more risk, more stress, and more headaches.
Only with good Job Costing are you able to know the “true” cost of your jobs, which type of work is the most profitable, and how to squeeze out every additional dollar down to the bottom line.
My guest, Leslie Shiner, has an MBA in Finance and Accounting from UC Berkeley and has been a financial and business consultant to the construction industry for over 30 years. She only works with contractors and knows her stuff when it comes to maximizing job profits.
What you’ll hear in this episode:
- What Job Costing means for you
- How much did I spend?
- How much did I think I was going to spend?
- Am I going to be on a budget or over budget?
- Why you should want to work like you do now but make 2x the profit
- “Revenue is for vanity, profit is for sanity, and cash flow is for reality.”
- Basics of job costing:
- Identify areas of slippage
- Evaluate areas of cost during the job
- Use Leslie’s calculator to find your true labor cost
- How to track labor efficiency into your job cost
- How to find your labor utilization rate
- The “extras”: liability insurance, payroll taxes, workers’ compensation, vehicle costs, health insurance, cell phones, and small tools
- Above the line and below the line costs
- The most important part of job costing: compare apples to apples
- The biggest mistake: creating a budget at the billable rate but job costing at the gross wage
- Dollar variance vs. hours variance
- How to review your estimated cost vs. actual cost
- Strategies for making employees as productive as possible
- Focus on the work you do well
- Manage your work by knowing your numbers
- Three ways to improve profitability:
- Spend less
- Charge more
- Do more work
- Cost reports that we need and KPI’s (key performance indicators) to keep track of
- How to improve job costing efforts in your company
Resources:
Shiner GroupA Simple Guide To Turning A Profit as a Contractor Free Business Templates: Shiner Group
Need Help Answering the Phone? Use Ruby Receptionists! Click here and use the code Roofer50 for a special discount!
Or Call Ruby at (844) 326-7829
Today I’m in the hot seat when I’m interviewed by fellow podcaster Dr. Sabrina Starling on her podcast, Profit by Design. Sabrina is the author of How To Hire the Best for the Construction Industry and helps construction business owners with work/life balance and hiring challenges.
We have a conversation about hiring the best people so you can have the free time to spend with your family and get away from the chaos of the day-to-day running of your business.
What you’ll hear in this episode:
- A shout-out to Dr. Sabrina Starling, featured in The Roofer Show, Episode 83, on her Four Hiring Strategies--and then you’ll hear her interview me for the Profit by Design podcast
- The early years in Dave’s “school of hard knocks”
- The drawbacks of Dave’s father’s business process, being dependent on a handful of people
- What Dave realized he needed and what he did to make changes
- Dave’s One-Page Business Plan
- How the business plan brings clarity
- The changes Dave made that helped the business take off, especially regarding the commercial vs. residential question
- Paying attention to the numbers, and then honing and refining
- The inefficiency of “context shifting”
- Finding the “one thing” that will be successful
- 8 Steps of the Business Plan: (the most important step is to convince them that they NEED a business plan!)
-
- Start with the destination in mind
- The what, who, where, and why
- Have a mission statement
- The SWOT--strengths, weaknesses, opportunities, and threats
- The operation
- The process
- The action
- The view
Resources:
www.callruby.com/roofershow Use the promo code “Roofer 50” for $50 off your first service!
Do you spend your days just putting out fires instead of feeling in control and growing your business?
In today’s interview with business coach Tony Booth, you’ll learn how to take a step back and evaluate the strengths and weaknesses of your company using The Contractor’s Evaluation Wheel.
This simple tool helps you look at the eight key areas you need to master to run a successful contracting business. We discuss the questions you need to answer to stay in control and know exactly where to focus your efforts to maximize profitability.
What you’ll hear in this episode: * Tony’s Contracting Coachcast podcast—3 years strong! * What the podcast covers: common sense vs common practice
- The Contractor’s Evaluation Wheel—8 key areas of your business:
- The brand and awareness: What does the market think of us and how are we different?
- Sales and marketing: Who is our ideal customer and what do we do to reach them?
- Estimating: How do we determine if the job is a “go” or a “no-go”?
- Project planning: How are we going to be successful?
- Project management: How well is my project team communicating?
- Accounting: Do we have accurate bookkeeping?
- Resources: Do I have adequate staff to get the job done, and do my employees feel like part of the team?
- Management and controls: Do I have an overall budget and a clear organizational chart?
- What’s next for Tony’s podcast, including upcoming courses
Resources:
Michael Stone episode #14
Leslie Shiner #15
www.contractingcoach.com
Email Tony: tonyb@contractingcoach.com
Call Ruby Use promo code “Roofer 50” for $50 off your first month’s service.
Need Help Answering the Phone? Use Ruby Receptionists! Click here and use the code Roofer50 for a special discount! Or Call Ruby at (844) 326-7829
There are so many mistakes to be made in the area of markup and profit, and there are plenty of contractors out there making those mistakes--and those are the ones who can’t keep their businesses afloat. If your business isn’t as profitable as it needs to be, then you need to hear what Michael Stone has to say. He’s been with us in Episode 14 and Episode 66, and now he’s here to talk about the specifics that can keep you profitable.
What you’ll hear in this episode: * Michael’s background: almost 58 years in construction; wrote a book in 1997, and started doing seminars * Michael’s premise has always been to help contractors help take care of their families * Out of 1300 contractors who have attended Michael’s 2-day seminar since 2014, only 4 have gone out of business
- Michael’s book, Markup, and Profit, originally published in 1999
- The 6 most common reasons a contractor’s business fails (from Episode 14):
- Not charging enough for your work
- Failure to use proper change work orders
- Failure to use good, legal contracts
- Having too many employees for the volume of work
- Having an improper payment schedule
- Having a lack of profitable sales
- Why you shouldn’t give bids for jobs
- 90% of contractors go out of business because of not charging enough
- The cold, hard facts: 32% of contracting businesses fail the first year, 57% don’t make it 2 years, and 74% fail by the end of their 3rd year
- The difference in market-based and cost-based pricing
- How to pay your employees' top dollar because you charge top dollar
- How to determine whether you’re using market-based pricing
- Cost-based pricing means you don’t worry about competition, never adjust a price downward, never use the word “free” in advertising, maintain the highest pay scale for ALL employees, work only on a fixed fee contract, and know when to say NO.
- Profit and overhead
- The biggest myth in construction is that as your sales go up, you can cut your markup
- Fixed overhead vs. variable overhead
- How to calculate markup: Total sales divided by job costs equals markup
- Markups that roofing contractors SHOULD be using
- Why contractors feel guilty for charging more
- Payment schedules and cash flow
- The ratio of employees to the dollar volume
Resources: Call Ruby Use promo code “Roofer 50” for $50 off your first month’s service.
Find out about Michael’s course, Making the Numbers Work in Construction Markup And Profit or call Michael at 360-335-1100
Markup and Profit by Michael C. Stone
Need Help Answering the Phone? Use Ruby Receptionists! Click here and use the code Roofer50 for a special discount! Or Call Ruby at (844) 326-7829
Too many contractors I work with tell me “Are you crazy? I can’t take a 2-week vacation. My business can’t run without me.” They’re chained to their business! That’s because they haven’t set up the simple processes and put the right people in place to grow a business that doesn’t rely on 1 or 2 key people. If that’s you, you're never going to grow your business and have a responsible, accountable team. In today’s episode I’ll show you the steps you can take so next summer you can say, “Honey, we’re all going to Hawaii this summer!” 1. Start at the end. 2. Positions before people. 3. WIFM. 4. Manage your KPIs. 5. Come back with your mind right. Download your free copy of the 1Page Business Plan For Contractors The Roofer Show Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
Are You Interested in Being Part of a Mastermind or Peer Group with Dave?
Text Dave @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
Please leave me a review on iTunes!
ARE YOU READY FOR 2020? JUMPSTART YOUR BUSINESS!! Dave will work with you one-one-one. Contact Dave HERE to get Started!
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
Call Ruby
Or Call Ruby at (844) 326-7829
Check out the app!!
—-> Dave’s Listeners Get a 21-Day Money Back Guarantee <—-
Roofers need a Facebook/Instagram strategy because it offers a great opportunity to reach future customers. The next person buying a roof from you is most likely using one or the other, probably both, for almost an hour a day.
Today, I interview social media expert Aaron Hockel to find out what’s working today to get more qualified leads for contractors.
Show Highlights:
- Dave’s challenge: Two weeks from today have five new 5-star reviews on Google. Go back through your old customers to follow up with them. This is also a great time to ask for referrals. Dave details how to do this!
- Your best source of new business is repeat customers.
- From a marketing standpoint, you still need to position your roofing business where people spend their time.
- Facebook: About 1.5 billion people spend an average of 58 minutes a day signed in.
- Instagram: 500 million people spend an average of 53 minutes a day signed in.
- A person that buys a roof from you is likely using Facebook, Instagram, or both.
- Instagram has some cool features for discoverability.
- Roofers can use hashtags on Instagram to get followed. Aaron provides some great examples of usage to expand audience visibility.
- Dave and Aaron discuss pay-to-play, the need for ads, and what costs to expects.
- Aaron details three Facebook and Instagram advertising ideas for roofers in 2020.
- Commercial contractors also have advertising opportunities on Facebook and Instagram.
- Aaron provides some solid ideas for low-budget advertising.
Resources / Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
https://www.theroofershow.com
Are You Interested in Being Part of a Mastermind or Peer Group?
Text Dave @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
*Please leave me a review on iTunes!*
https://podcasts.apple.com/us/podcast/the-roofer-show/id1206359648
ARE YOU READY FOR 2020? JUMPSTART YOUR BUSINESS!! Dave will work with you one-one-one. Contact Dave HERE to Get Started!
Connect with Social Media Expert Aaron Hockel!
Aaron’s Website
Aaron’s Facebook
Aaron’s Twitter @AltaVistaSP
Aaron’s Phone# (410) 760-6680
Aaron’s Email
Facebook Group Mentioned (Indianapolis Area)
https://www.facebook.com/groups/ApartmentPeeps/
Did You Miss These Episodes with Aaron?
Show #06 - How to Control Your Online Reputation with Aaron Hockel
Show #34 - How to Get More Online Reviews with Aaron Hockel
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
-> Dave’s Listeners Get a 21-Day Money Back Guarantee <-
Contractors ask me all the time if I were to start another roofing business what would be the #1 thing I would do. I always tell them the same thing. I would start with a written business plan. Without a written plan you can’t have the clarity of where you want to take your business and how you’re going to get there.
That’s why I wrote the 1 Page Business Plan. You can download it for free from my website and fill in the PDF. This will give you a professional business plan in just a couple of hours that you can review with your team to be sure everyone is headed in the same direction---a better business and bigger profits!
What you’ll hear in this episode:
- What is your plan for your business for 2020?
- Two things made a difference for me when I was driving my business into the ground: hiring a consultant and developing a business plan
- A business plan will get you organized, get everyone on board, and foster confidence in your leadership
- Common misconceptions that contractors have about a business plan
- Why do you need a business plan?
- My 8-step template to give you an overview of the future of your business:
-
- The End: What is your destination? How to plan ahead for when you will exit the business
- The Customer: You can’t be everything to everybody. Determine the what, who, where, and why of the customer
- The Focus: Have an elevator pitch that covers three questions: What problems do you solve? How do you solve them better than your competition? What action do you want the customer to take?
- The SWOT: What are your strengths, weaknesses, opportunities, and threats?
- The Operation: You have to sell work, do work, and keep score (the three-legged stool) “Not getting invoices out means not getting the cash in.”
- The Process: See where the problems are in your business. Have systems and processes in place, and get good people in and train them to do a great job.
- The Action: What is the ONE thing that will make the most difference in your business?
- The View: What is your business going to look like at “the end”?
- “Everybody’s got a plan until you get punched in the face.” ---Mike Tyson
- A business plan will give you a more profitable business, more satisfied employees, and more free time!
- Be ready to adapt, make changes, and have a plan!
Resources / Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
https://www.theroofershow.com
Are You Interested in Being Part of a Mastermind or Peer Group with Dave?
Text Dave @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
Please leave me a review on iTunes!
https://podcasts.apple.com/us/podcast/the-roofer-show/id1206359648
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
https://www.callruby.com/roofershow
Or Call Ruby at (844) 326-7829
Check out the app!!
—-> Dave’s Listeners Get a 21-Day Money Back Guarantee <—
So many business owners just aren’t making the profits they should! The failure rate is shocking, but what’s even worse are the people who are working their lives away and earning so much less than what they should. On today’s episode, you’ll learn which jobs are making money, which jobs are losing money, and what to do about it.
What you’ll hear in this episode:
- How we can make more money: either sell more jobs or sell them for more money
- Why good job costing is essential for your business
- Diane’s elevator pitch: how she helps small and mid-size construction companies customize their internal accounting systems and run their companies more profitably
- Why most contractors think of numbers negatively
- How job costing allows you to see which jobs are winners, which are losers, and which are in the middle
- How job costing helps narrow your focus on profitable jobs
- How a “post mortem” helps you evaluate the estimate vs. the actual for each job
- How Diane got into work with construction companies and job costing
- The biggest problem when you don’t do job costing:
- You are working “in the dark”
- You don’t know where you stand financially
- You may sell at lower prices (and sink the ship!)
- How job costing is part of the system to give you historical information and help make projections about the future
- How to track details on phases of different jobs
- The pros and cons of Quickbooks online
- Why you don’t have to be an accountant to use job costing
- Who can do your job costing for you
- The three phases of a good accounting system: good structure, training, and proofing/balancing
- Diane explains “the speed--accuracy--control continuum”
- Why any company doing project-oriented work should be doing job costing
- How job costing provides a feedback loop
Resources:
Get Diane’s free book: A Tale of Four Companies
Check out Diane’s website for free resources, blog articles, videos, and support tools
Find Diane’s blog article, The Many Faces of Construction Job Costing at
Accounting for the Numberphobic by Dawn Fotopulos
The Roofer Show Episode #48
The Roofer Show Episode #77
Need Help Answering the Phone? Use Ruby Receptionists! Click here and use the code Roofer50 for a special discount!
Or Call Ruby at (844) 326-7829
In today’s interview, I talk with Vicki Suiter with Suiter Business Builders about why some contractors companies have a consistent flow of quality applicants and why others don't. Vicki shares what causes these differences and how you can be the company that attracts quality candidates. We also drill down on his to find and recruit great candidates as well. Enjoy! Show Highlights:
- Every contractor should be part of a mastermind or peer group, where you have the opportunity to sit down with non-competing contractors to talk about the problems we have and potential solutions.
- Today’s work force is the best work force we’ve ever had, it’s just different than in the past.
- The #1 problem in the industry is finding and retaining key people.
- When you hire A-players, it is the secret to having more profits, more time and more fun.
- The reason it’s so hard to find good people is two-fold: 1) everyone is super-busy due to a supply and demand issue, and 2) the next generation of contractors are going in to the trades in far fewer numbers.
- Questions to consider: Are we building the kind of business that makes people want to come and work for us? Are we creating a culture that people are attracted to?
- The contractor industry should find ways to connect with kids in building more interest and tap into their desire to learn skills in the trades.
- Millennials want to work in an environment where they feel like they belong, where they matter and have a sense of contribution. This is actually a fundamental desire of everyone and a very important part of building an organization that makes people want to come and work for you.
- You need to build a team around you that takes ownership of their responsibilities so that if you need to step away from the company, they can run it.
- Build a culture where your people are accountable to a result.
- Implement “position agreements”, versus “job descriptions”. Job descriptions reflect a helper position with a task list. Position agreements have the employee own and manage results.
- Always be recruiting, training, and retaining.
- People, in general, want to do a good job, and as a business owner, you need to give them the opportunities to succeed.
- When you implement these steps and your employees love to work with you, they’re going to be talking about you, and this will help attract your A-players.
- Have clearly-defined interview questions before your candidates even show up. Ask open-ended questions. You should be doing about 20% of the talking, and they should be doing 80% of the talking.
- The cost of turnover for the average employee is about $25,000, so you want to hire well. This will also be less stressful to your employees.
- When you build a culture where your team is out there talking about what a great place it is to work because they have that sense of belonging, they feel like they’re treated well, good communication, they know how to win the game with you, and they get paid well, then people talk about it and want to work for you.
- Your people is your most important asset.
Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
The Roofer Show
Are You Interested in Being Part of a Mastermind or Peer Group with Dave?
Text Dave @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
Please leave me a review on iTunes!
ARE YOU READY FOR 2020? JUMPSTART YOUR BUSINESS!! Dave will work with you one-one-one. Contact Dave HEREto get Started!
Connect with Vicki!
Vicki’s Website
The Manager’s Hiring Toolkit
Vicki’sYouTube
Did You Miss The Roofer Show with guest, Vicki Suiter, in Past Episodes?
<—Catch Them Here!—>
Episode 96: The Top Reasons Contractors Don’t Make the Money They Should
Episode 79: How to Stop the Profit Bleed in Your Business
Recommended - The Roofer Show with guest Charles Antis
Episode 128: How This Contractor Keeps a 93% Employee Retention Rate
Book Mentioned:
The Profit Bleed: How Managing Margin Can Save Your Contracting Business, by Vicki Suiter
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special $50 discount!
Call Ruby
Or Call Ruby at (844) 326-7829
Check out the app!!
—->Dave’s Listeners Get a 21-Day Money Back Guarantee<—-
Why does my P&L tell me I’m making money but I don’t have any cash in the bank? I hear this from contractors all the time. Where did the money go? Today, we are going to answer that question and others in my interview with Business Coach Shawn Van Dyke. We’ll also get into Shawn’s new book, Profit First For Contractors, and learn how you can transform your construction business from a cash-eating monster to a money-making machine.
Show Highlights:
- One of the first things that Dave did as a young business owner after he bought out his dad’s roofing business was to hire a business coach, which he feels is the best thing he could have done to help him develop a business plan.
- Shawn often sees business owners that do not understand the financial reports and statements and how to actually use those as tools to drive and grow the direction of their business.
- It’s just math, it never changes, and once you learn how this works in your business, you never have to learn it again. You only need to apply it to your changing
- This makes all the difference!
-
If you underprice your work you’re going to get work simply because you’re underpriced and you’ll most likely be working for the wrong type of client, who will drain more time, energy, and money from you. You’ll have to produce work and this is when you’ll find that money starts leaving you faster than you could have imagined, then you’ll be at the phase to start finding more work again because you’re running out of cash and you don’t have enough money to pay for the job that you’re on. Shawn explains this cycle as the four phases of the “Craftsmen Cycle”:
-
Price work
- Get work
- Produce work
-
Find work
-
You have to sell your value because there are customers out there who have a problem and will pay what your work is worth so that you can make a profit. Avoid the customers who tell you that they will never pay your prices.
- At first, it may seem that a lot of money is coming in because you’re charging more money than perhaps you ever have before, but this is deceptive! You must understand the difference between margin and markup.
- “The $100 Example” is a great way to remember the difference between margin and markup, as Shawn relates.
- If you buy something for $100 and you mark it up 20%, the price you’re selling at is $120.
- The gross profit if you buy something at $100 and sell it at $120 is $20.
- Now here’s the mistake people make: Many think if they marked something up by 20% and they have a 20% profit and they spent $100 to get it, that $20 profit divided by $100 = 20%, and that’s their margin. Therefore, they think their margin and their markup is the same. WRONG!!
- The $100 isn’t what you sell, it’s your cost.
- You don’t sell your cost, you sell your price. The $20 profit needs to be divided by your price ($120), which would equal 16.7%. This 16.7% is your margin.
- A 20% markup will ALWAYS produce a 16.7% margin.
- It gets worse the bigger the numbers need to be.
- A 50% markup will ALWAYS produce a 33% margin.
- You have to start charging where you want to be so that you can generate the cash to get there.
- Profit is not an event, profit is a habit.
- The earlier on you can sell value, the more profitable you will be. Lower volume, higher margin.
- Learn how your CPA could be giving you wrong “business” advice, although their “tax” advice is correct.
- Your income is 100% of your budget. If you spend more than 100% of the money that comes in to your business, you will have problems.
- Pay yourself what you’re worth. How much would you have to pay another person, or multiple people, to come in and do what you do?
- Don’t forget your taxes! That has to come from the income that comes from your business. If you get a $10,000 check to start a project, a portion of that will go to your taxes, some will go to your salary, some will be profit, some will go for operational expenses.
- Go to your bank and set up a profit account!
- This is not accounting, it’s cash management.
- Here’s how cash flows: when money comes in we have to account for it, then we management it, and when it leaves the business we have to account for it again.
- You are responsible for the numbers and you have to know what they mean and whether they’re correct or not. Shawn provides a story that will drive this point home.
- This really is a simple way to run your business and be profitable.
Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
The Roofer Show
Text Dave @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
Please leave me a review on iTunes!
ARE YOU READY FOR 2020? JUMPSTART YOUR BUSINESS!! Dave will work with you one-one-one. Contact Dave HEREto get Started!
Connect with Shawn!
To Buy Shawn’s Book, Free Downloads and Resources, Including a Margin and Markup Table and a Free Video Series:
Profit First For Contractor
For a Free Action Guide and to Sign Up for a Coaching Program:
Shawn Van Dyke
Facebook: Shawn Van Dyke
Instagram: shawnvandyke
Twitter:@svandyke
Mentioned Book:
Profit First For Contractors, by Shawn Van Dyke
THE ROOFER SHOW SPONSOR INFO:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special discount!
Call Ruby
Or Call Ruby at (844) 326-7829
Check out the app!!
—->Dave’s Listeners Get a 21-Day Money Back Guarantee<—-
Today we’re going to get into Part 2 of my best 15 Quick Tips for an awesome 2020.
If you missed Part 1 you’ll want to download and listen to that show, as well, for a more comprehensive overview of my Quick Tips 1 through 8.
Finally, be sure to share this show with another contractor so that they can have an awesome 2020, too!
Show Highlights:
- Dave recaps his first 8 Quick Tips that he shared in Part 1:
- Quick Tip #1 - Get a plan. Figure out where you want to be at the end of 2020. Use Dave's 1-Page Business Plan available as a FREE download on his website to help you get started on the process of planning.
- Quick Tip #2 - Keep things simple, but be consistent. Checklists are helpful.
- Quick Tip #3 - What do you do? And who do you do it for? Don’t try to do everything. Look at where you’re making your money and focus on that. “The riches are in the niches.”
- Quick Tip #4 - Focus on profitability and increasing your margin. You don’t have to be the biggest guy in town, but you do want to be the most profitable.
- Quick Tip #5 - Know your numbers. Measure your results, because what gets measured, gets improved.
- Quick Tip #6 - Education and training. Always be learning. Always be training your people, teaching them new skills. Learn how to sell, and train your sales team.
- Quick Tip #7 - Protect your time. Don’t forget your systems and processes, which can help you streamline your time.
- Quick Tip #8 - Learn to be a good delegator. This frees you up to do what’s really important, which is planning your business and running it like you should. Make sure to train your people and assign responsibility. Then, follow up and provide regular feedback.
- Quick Tip #9 - Get a coach or a mentor. They can help you put together your business plan and help you figure out the direction of where you’re going. You can then share this plan with everyone in your company so they can better understand where you’re going and how you plan to get there.
- JUMPSTART YOUR BUSINESS!! I WILL WORK WITH THE FIRST 10 CONTRACTORS ONE-ON-ONE FOR THE SPECIAL RATE OF $195!! Contact Dave HERE to get started!
- Quick Tip #10 - Our employees: take care of them! Always be recruiting, always be training, always retain. Be profitable so you can pay them well. Treat them with respect and show your appreciation. It costs a lot of money to replace employees, and that’s money out of YOUR pocket. I share a LOT of excellent ideas on ways that you can take care of your people!
- Quick Tip #11 - Tune up your website. Make sure it’s up to date and optimized. This is the hub of your marketing system! Keep it clean and organized. Your website attracts visitors, which you want to convert into appointments, which you want to convert into sales. If they’re looking at your website, then they are looking at other contractors’ websites, too. They are researching and looking for answers and solutions. Blog posts help to give them these answers. I provide you with some great examples of content that you DO and DO NOT want on your website!
- Quick Tip #12 - Have a good marketing plan. Did you miss my interview with Anna Anderson and “How To Set Up A Marketing Plan For Your Roofing Business”? There’s a link to Episode 134 below to listen! Be clear on your goal, and have an understanding of who you’re marketing to. You need to know where last year's leads came from and figure out what is working and what is not. This will help you come up with a marketing budget.
- Quick Tip #13 - Increase your price. Most contractors do not charge enough for their work. They either don’t understand the cost or they don’t understand the value they provide. Learn professional sales skills and learn how to differentiate your company from the competition that is worth a higher price.
- Quick Tip #14 - Have an operating budget. Keep it simple. Whatever you’re going to spend on your overhead, you have to control it. Make sure it matches your accounting system.
- Quick Tip #15 - Your “Google My Business” page, reviews, and referrals. It all matters! Make sure your google page is professionally done with quality photos. Reviews are critical and the new “word of mouth”. Be sure to ask for reviews! Have a process and make it simple for them with links. Be referable by doing great work, and ask for referrals. Be consistent with following up. Business is built on referrals. Radius marketing and how to do it.
- BONUS TIP #16: Take a step back and figure out what it is that you’re doing, not only with your business but with your life. It’s all about balance! Take some time away from the office on a weekly basis and review your family, finances, business, health, and education to see how best you can find the balance that you’re needing.
Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
The Roofer Show
Text Dave @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
Please leave me a review on iTunes!
Did You Miss Part 1 Of My 15 Best Quick Tips For An Awesome 2020?
Click Here To Listen! —> 15 Best Quick Tips - Part 1
Episode # 134 with Anna Anderson
“How To Set Up A Marketing Plan For Your Roofing Business with Anna Anderson”
JUMPSTART YOUR BUSINESS!! DAVE WILL WORK WITH THE FIRST 10 CONTRACTORS ONE-ON-ONE FOR THE SPECIAL RATE OF $195!!
Contact Dave HERE to get started!
THE ROOFER SHOW SPONSOR INFO:
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Find Out How They Can Help Bring In Leads!!
Click here and use the code Roofer50 for a special discount!
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—->Dave’s Listeners Get a 21-Day Money Back Guarantee<—-
Are you ready for an awesome 2020?
Now is the time to be sure you get a running start at 2020 and have your best year ever with my best 15 Quick Tips for a profitable new year.
Show Highlights:
- Before getting into Dave’s best 15 Quick Tips, here’s a great customer service tip that will help you differentiate yourself from the competition: On your way to an appointment, always send a quick text to confirm the appointment and to ensure that somebody is home. It’s a great way to communicate with your customers. Offer to pick up a cup of coffee for them on your way over.
- Quick Tip #1 - Get a plan. Figure out where you want to be at the end of 2020. Use Dave’s 1-Page Business Plan available as a FREE download on his website to help you get started on the process of planning.
- Quick Tip #2 - Keep things simple, but be consistent. Checklists are helpful.
- Quick Tip #3 - What do you do? And who do you do it for? Don’t try to do everything. Look at where you’re making your money and focus on that. “The riches are in the niches.”
- Quick Tip #4 - Focus on profitability and increasing your margin. You don’t have to be the biggest guy in town, but you do want to be the most profitable.
- Quick Tip #5 - Know your numbers. Measure your results, because what gets measured, gets improved.
- Quick Tip #6 - Education and training. Always be learning. Always be training your people, teaching them new skills. Learn how to sell, and train your sales team.
- Quick Tip #7 - Protect your time. Don’t forget your systems and processes, which can help you streamline your time.
- Quick Tip #8 - Learn to be a good delegator. This frees you up to do what’s really important, which is planning your business and running it like you should. Make sure to train your people and assign responsibility. Then, follow up and provide regular feedback.
- Join Dave next week for Part 2 of the rest of his best 15 Quick Tips for a profitable new year. Topics will include marketing, websites, how to become an expert, how to get more leads, and much more!
Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
The Roofer Show
Text Dave @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
Please leave me a review on iTunes!
The Roofer Show Sponsor Info:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Click here and use the code Roofer50 for a special discount!
Call Ruby
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Check out the app!!
—->Dave’s Listeners Get a 21-Day Money Back Guarantee<—-
Contractors always tell me they need more leads. It’s always more leads. And not those crappy leads. No, they want qualified leads.
In today's interview with Anna Anderson we lay out the steps to set up a marketing plan that will bring in a consistent flow of qualified leads over the long term.
Show Highlights:
- Anna gives an overview of The Roofing Technology Think-Tank and its mission and discusses opportunities for women in roofing.
- You have to have a good marketing plan in place in order to see growth..
- Define your big-picture goals and share it with your entire team.
- What are your company’s main goals, what is achievable today, and what is achievable in 3, 5, and 10 years?
- What are 3 things that will help you achieve that main goal?
- What are revenue goals, and how do we achieve that?
- Think of goals as 1% incremental changes every day and you will have transformation within your company every year. It doesn’t have to be a huge mountain, but when you break it down, it’s achievable.
- Dave discusses the FREE download of his 1-Page Business Plan, and how reverse-engineering your plan can get you where you want to be.
- Many people are requesting more leads, but they have no idea where they want their business to go.
- Define goals for the sales team and marketing, as well.
- There are many different places that goals fill the void and create an engaged workforce.
- Move away from Angie’s List, Home Advisor, and other pay-for-performance platforms and start creating a brand.
- Charles Antis is a great example of how this branding works.
- Diversification within your marketing strategy is essential. To create a brand, you need to analyze the different opportunities to market your company through. Segment these opportunities into two buckets: 1) Traditional 2) Digital. Anna breaks these down.
- A good marketing plan doesn’t happen overnight. It needs to be worked on all the time. You need to be asking on a regular basis, “Does this align?” If it aligns, it’s working! If it doesn’t align, is it that incremental shift that needs to happen to achieve success, or is it a pipe dream?
- Tracking leads can be challenging, but cannot be overlooked. You need to identify the conversion point, the last touchpoint that the user converted through.
- Managing all that data is essential, and that’s where a good CRM comes into play.
- Whatever you do in your marketing should be delivering results.
- Anna shares how to budget for your growth.
- Competitive analysis - what do you look like compared to your competition? How to find out and ways to strategize.
- The benefits of partnering with Owens Corning and educating contractors to elevate their marketing game through Owens Corning University: they have an online course with 6 modules that dive deeply into the subjects covered by Dave and Anna.
Links:
Click here to get your free marketing analysis and OC University course http://www.artunlimitedusa.com/roofershow/ For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
The Roofer Show
Text Dave @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
Please leave me a review on iTunes!
Recommended Podcast #125 with Jon Gardner
“Why You Should Develop Strategic Partnerships With Your Suppliers”
Recommended Podcast #13 with Heidi Ellsworth
“How Women Are Making Their Mark On The Industry”
Recommended Podcast #128 with Charles Antis
“How This Contractor Keeps A 93% Employee Retention Rate”
Recommended Links:
The Roofing Technology Think-Tank
National Women In Roofing
GET YOUR MARKETING ANALYSIS HERE!
TAKE THE OWENS CORNING UNIVERSITY MARKETING COURSE HERE!
Artunlimited
Become a Member of the National Roofing Contractors Association!
The Roofer Show Sponsor Info:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Click here and use the code Roofer50 for a special discount!
Call Ruby
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Check out the app!!
—->Dave’s Listeners Get a 21-Day Money Back Guarantee<—-
My salespeople had a favorite “Whine”—"Homeowners only care about the price and we’re too expensive.” When in fact, survey after survey tells us that price is rarely the main reason why homeowners select a particular contractor. In today’s interview, I discuss the sales process you need to get your price, with expert John DeRosa.
What you’ll hear in this episode:
- John’s work as director of contractor training and customer experience at SRS Distribution, including travel and seminars
- His 25 years in the building material industry after initial training to be a chef
- The focus on customers’ needs in a consulting role
- Focusing on customer success with their business skills
- Changing the consumer’s perception of contractors and the price-driven sale
- Showing the homeowner the value you bring to the process
- Why you can’t let the decision come down solely to price
- Show the differentiation between you and the competition
- Ask the questions—and then, LISTEN!
- Show the homeowner that all contractors are not created equal
- Closing the sale and making the homeowner feel like they are getting a great deal
- Improving sales skills
- The #1 reason contractors fail? Not charging enough
- The upcoming IRE in New Orleans and John’s topics: Keys to Escape the Price-driven Sale and Priorities that Drive Profitability
- How to overcome the phenomenon of “sales guilt”
- Working with the homeowner in structuring their affordable roof system
- John’s best sales advice: Learn to de-brief after every sales interaction
Resources:
Need Help Answering the Phone?
Use Ruby Receptionists!
Click here and use the code Roofer50 for a special discount!
Or Call Ruby at (844) 326-7829
BBB (Ranks business types with the highest number of inquiries)
Find John’s video on LinkedIn, “Stop Whining and Start Selling”
Email John: jderosa@srsdistribution.com
John’s YouTube channel
The recession is coming! The recession is coming! That’s what you hear on the news every night. Manufacturing is down, property values down, and retail stores filing bankruptcy.
But construction is booming, we can’t find people to do the work because unemployment is low, and the stock market is at record highs.
Recession? What recession? What’s going on?
It’s been over 10 years since the last recession and most of our listeners weren’t even in business then. All they know is business is great and it’s going to last forever!
But the party is coming to an end. It’s just that nobody knows when.
What have you done to prepare your business to not only survive but position yourself to thrive during a downturn in the economy?
Today I’m going to give you 10 simple tips to recession-proof your business and also take advantage of the opportunities when the economy comes back.
Show Highlights:
- Tip No. 1: Be prepared by having a plan. Download my FREE 1-page business plan to simplify your process. This plan asks you the important questions, the ones that really get you to think about what your business is, where you’re making your money, what your ideal customer looks like, where’s your business going to come from, etc.
- This will also help you figure out where you want to go with it. If you’re looking at retiring in 5 years, that takes some serious planning. If you’re a young person starting out, you want to build a business that’s sellable, and that can support you in the lifestyle to which you've become accustomed.
- Tip No. 2: You need to know where you’re making your money (residential, commercial, etc) because when things slow down, you’re going to want to focus on that niche and bag the rest of it. You want to see what it looks like to have a 20% drop in business.
- What tends to happen during recessions is a building owner isn’t going to want to spend big money to put a new roof on, so they’re going to look at repairs (maintenance, coatings, resurfacing). This is where a huge opportunity exists. It is a low cost, low risk, high margins business. If you have a service department, now is the time to get the process down, and consider expanding. Service is a great profit center both inside and outside of a recession. If you do not have a service department, it might be time to consider one.
- Check out the Show Notes for a link to my past podcast with Greg Hayne on How To Start An Extremely Profitable Service Department!
- Tip No. 3: Cash! Have a lot of cash on hand to get you through a lean period to cover your overhead. Having a good amount of working capital solves a lot of problems. It will also be useful in case of opportunities present themselves.
- Collect your money on accounts receivables. If you aren’t in the practice of doing this regularly, you need to start getting a good process put in place. This is how you make your profits, and where your cash is going to come from. When things slow down, people are slow to pay, so you need a way to stay on top of this.
- Check out the Show Notes for a link to my past podcast with Thea Dudley on 5 Reasons You May Have Cash Flow Problems!
- Check out the Show Notes for a link to my past podcast with Alex Barthet on How To Get Paid!
- Tip No. 4: Cut the fat! What expenses do you currently have that you can cut back on? Do it now so it isn’t so painful later.
- Tip No. 5: Have your sales process down. When things slow down, there will be fewer opportunities, so you need to have a properly trained sales force that can go out there and sell for a higher price so that you can get your margins.
- Tip No. 6: Know your numbers. The number one reason contractors go out of business is because they don’t charge enough money for their services. This is because they don’t understand the costs of doing business. When the market turns, you’ll have to be more competitive, and you can only do that if you understand your costs. You need a good reporting system.s,
- Tip No. 7: Have a good CRM set up to track your team, leads, jobs, and scheduling.
- Quick Tip: A good way to rustle up some business that you may not have thought of is dead leads! A simple way to bring those leads back to life is to send an email with the subject line, “Are you still looking to re-roof your home in (City)?” In the body of the email, just state “Let me know.” Include your contact information, your signature, and that’s it! Send to all your dead leads!
- Tip No. 8: Make sure your website is fully optimized to attract visitors and to convert them, building trust as you go, into an actual lead. Then convert the leads into sales.
- Tip No. 9: Tips for your website:
- Establish yourself as an expert.
- It has to be fast and look great on a mobile device.
- Have the button on your website that they can click to call you.
- Don’t use stock photos. Show photos of your guys and your equipment.
- Have a good “About” page. Include your photo and a short welcome video.
- Tip No. 10: Make sure that you’re getting reviews. Make it an easy system by asking for a review upon completion of a project and making it a part of your sales process.
- Bonus Tips: 11) Get with your bank and set up a credit line. 12) Be sure you’re taking your discounts with vendors. 13) Don’t cut your marketing; increase it. You want repeat business and referral business. 14) Put out a newsletter to keep your name out in front of everyone.
Links:
For Tips, Strategies, and Free Downloads!
Download My FREE 1-Page Business Plan!
The Roofer Show
Text Dave @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
Please leave me a review on iTunes!
Podcast 74: How To Start An Extremely Profitable Service Department With Greg Hayne
Podcast 119: How To Get Paid With Alex Barthet
Podcast 124: 5 Reasons You May Have Cash Flow Problems with Thea Dudley
The Roofer Show Sponsor Info:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Click here and use the code Roofer50 for a special discount!
Call Ruby
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Check out the app!!
—->Dave’s Listeners Get a 21-Day Money Back Guarantee<—-
When it comes to increasing your roofing sales, a professional proposal will separate you from the pack.
Today I talk with Ryan Shantz from SumoQuote about their new software program that has everything you need to quickly put together a clear scope of work that will dazzle your prospect, build trust, and tee up that next sale.
Show Highlights:
- SumoQuote was created because of homeowners who were asking for a price match on low-end competitors (no warranty, no professionalism, and no certifications) that were not similar to their business in any way. There was no good way to show this to the homeowner during the sales process.
- Since homeowners tend to be visual in the sense that they want to see the products they are getting, SumoQuote can give them a similar visual that will help them to see you as a different type of roofing contractor.
- Ryan’s company was mostly doing insurance work but expanded their retail sales after the introduction of SumoQuote. In the first two years, their retail sales increased 64%, which translated to millions of dollars and made a huge impact on their business.
- SumoQuote can speed up your quotes because you can save templates in the program. This will help speed up your sales and separate you from the competition.
-
5 Keys to Improve Your Roofing Quotes:
-
Simplicity sells. Make it as easy as possible for the homeowner to understand. If it’s hard for the homeowner to understand, it’s hard for the homeowner to buy.
- Don’t tell them; show them. Your brain can absorb visual content 10 times fast than written, so the more you can include visual content within the quote, the easier it is for your clients to understand.
- Make the client the hero. The sales process is like a story, and there is a character for each part. Step away from you, the contractor coming to the homeowner’s rescue, being the hero of the story. The more you insert the client and their home into the quote and the picture, the easier it is to see them as the hero. They should be the focus of this story.
- Throw to the client’s sweet spot. Using a baseball analogy, when you make your pitch, you want to throw it at homeowner’s sweet spot for them to have the greatest and easiest chance of hitting that ball. When you craft your quote, understand what matters to the homeowner, and make sure you include those points within your quote.
-
Create new value for your client. At the end of every job, do a project summary report. This has a powerful effect on the client, as they can see your transparency as a business and that you’re documenting the process for them. This instills trust in your business.
-
In addition to its use for quotes and project summary reports, contractors can also use this software for inspection reports. SumoQuote has a built-in dashboard, which has a strong sales management analytical side to it. Salespeople can track their call-backs and get reminders on that; they can sync their sales numbers, and business owners can see what’s open on their pipeline and see what their company’s numbers are.
Links:
For Tips, Strategies, and Free Downloads!
The Roofer Show
Text Dave @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
Please leave me a review on iTunes!
Listen to Ryan’s Other Interview Here!
Podcast 109: How to Design a Professional Roofing Proposal That Sells
Books Mentioned:
Building a Story Brand: Clarify Your Message So Customers Will Listen, by Donald Miller
The Science of Hitting, by Ted Williams and John Underwood
Connect with Ryan!
Email: ryan@SumoQuote.com
Sumo Quote
Facebook: Sumo Quote
Watch Ryan’s Webinar here: Youtube: Sumo Quote
The Roofer Show Sponsor Info:
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Use Ruby Receptionists!!
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—->Dave’s Listeners Get a 21-Day Money Back Guarantee<—-
Today I interview best selling author and expert contractor business coach Vicki Suiter about her latest book The Profit Bleed. We pinpoint the reasons that contractors are not making the money they should and how they can fix the holes in their businesses to make more profit.
What you’ll hear in this episode:
- How to deliver a good elevator pitch
- The benefits of a Mastermind group, for clarity, ideas, and camaraderie
- Vicki’s elevator pitch: what she does, who she serves, and what action she wants them to take
- “Are you going for the door, or are you asking to hear more?”
- Example of a client who reduced prices in an effort to sell more
- Increased volume means increased overhead and will equal breakdown
- What are your true labor costs?
- What infrastructure changes are required to support higher volume?
- Taking an eagle-eye view of your business
- What to focus on to improve efficiency and profitability
- Learn to manage from the top down rather than the bottom up
- Pulse points covered in Vicki’s book:
- Pricing
- Handoff process
- Sales and marketing
- Sales and close rate percentage goals
- Production
- Feedback
Resources:
The Profit Bleed by Vicki Suiter
The Profit Bleed Find out how to get Vicki’s book for FREE, along with other resources
Suiter Business Builders Find out more about Vicki’s Free Business Health Assessment
Look for more info on our webinars, coming in March: How to get your team to take more ownership
Call Ruby show Use promo code “Roofer 50” for $50 off your first service
Need Help Answering the Phone? Use Ruby Receptionists! Click here and use the code Roofer50 for a special discount!
Or Call Ruby at (844) 326-7829
With over 165,000 neighborhoods covering 80% of the country, Nextdoor presents a great opportunity for contractors to get new local leads. Referral leads. The best type of leads! Next door is a social networking service where you can ask your trusted neighbors for referrals for all types of services. Can anyone recommend a piano teacher? Does anyone know a great roofer? Today I interview marketing expert Aaron Hockel with AltaVista Strategic Partners and he takes us through the step-by-step process to claim your profile and use the best practices to be sure you are using this free service to get the best-qualified leads. You may already be getting a referral and not even know it. And as a bonus, we review how to get more 5 star online reviews from our last interview from episode #34.
What you’ll hear in this episode:
- Why you need to have a clear and concise elevator pitch
- How AltaVista SP can help if your marketing strategy isn’t cohesive
- Why getting more leads is always the #1 problem for contractors
- Why roofers should use Nextdoor:
- They will corner the market and be the industry leader
- 25% of Nextdoor posts are people seeking local services
- Nextdoor, started in 2010: how it works and how it’s similar to Facebook and Instagram
- The Nextdoor process: download the app, create a profile, receive a super-localized feed, see things to buy and sell, generate free leads
- How to get started in entering basic info and creating links
- Why business names, phone numbers, and addresses have to be synced with no discrepancies. Don’t confuse Google!
- Nextdoor reviews: how they don’t use a star rating system, but reviews are based on recommendations, which are required in order for you to be “discoverable”
- Ways to get recommendations: how to ask and have consistency
- How to get more leads and why it’s important to get recommendations from all areas of town, tag yourself in posts, and make promotional posts
- How advertising may change in the future on Nextdoor to be more affordable
- Why you don’t want to be overly promotional or sales-y
- The key: establish yourself as an expert
- Why people look for social proof
- The importance of Facebook posts and Google reviews
- Why Nextdoor is a free, no brainer option
- Nextdoor, with their new CEO, and how there are great opportunities for roofers
- A look back at Episode 34, where Aaron shares how to get more online reviews
- Tips: Use a consistent process to ask for reviews, and rotate where and when you ask for reviews
- NRCA in Nashville: Go see Aaron at Booth #1262, and email him for a free expo pass or 10% off conference registration
Resources:
Call Ruby Use promo code “Roofer 50” for $50 off your first service
Alta Vista SP
Episodes 34 & 35
Aaron’s email: Aaron@altavistasp.com
Call Aaron at 443-960-4004 for a consultation or troubleshooting help
In our new 4 Part Quick Course Series you will learn everything you need to know to control a consistent flow of quality leads for your roofing business. This series is designed to give you a step-by-step process to get results from PPC.
Who’s this course for:
- Those contractors that have done it themselves but didn’t get the results they were hoping for.
- Those contractors that hired someone and didn’t get the results they were promised.
- Those contractors that have been just watching from the sidelines.
What you’ll learn from this course series:
- Making sense out of PPC and how to avoid common pitfalls.
- How to capitalize on the leads you’ll get.
- Comparing the various lead sources.
- Beyond leads.
What you’ll hear on Day 4: * Beyond leads and getting referrals. * Putting processes in place to handle the increased lead flow. * Putting processes in place to capitalize on existing customers.
Link: Webrunner Media
In today’s interview, Charles Antis shares with us how leading with the cause will shape an amazing corporate culture (Antis has a 93% employee retention rate) and drive new business, all while giving real meaning to what you do.
Show Highlights:
- Attracting the right leads and finding the most profitable deals
- What Charles does, who he helps, and what makes Antis Roofing different
- Principles to consider when building a user-friendly website
- Building success through word of mouth marketing
- Creating a company culture that respects and shows a deeper appreciation for employees
- What inspired Charles to get involved in charity work and give back to the community
- Establishing your why behind everything you do
- How to build trust and get customers involved
- Retaining millennials as employees and adapting to new mindsets
- The currency of social good and showing your alignment authentically
- How small companies can make a difference
- Inside out authentic branding
- The impact of the Roofing Alliance and the gift of giving
- Showing up authentically and the importance of self-assessment
- The influence of sharing stories
Links:
Contact Dave:
The Roofer Show
510-612-1450
Dave@theroofershow
Contact Charles:
Antis Roofing
Charles@antisroofing
Linkedin: Antis Roofing
Sponsor:
Call Ruby
Resources:
Roofing Contractor
In our new 4 Part Quick Course Series you will learn everything you need to know to control a consistent flow of quality leads for your roofing business. This series is designed to give you a step-by-step process to get results from PPC.
Who’s this course for:
- Those contractors that have done it themselves but didn’t get the results they were hoping for.
- Those contractors that hired someone and didn’t get the results they were promised.
- Those contractors that have been just watching from the sidelines.
What you’ll learn from this course series:
- Making sense out of PPC and how to avoid common pitfalls.
- How to capitalize on the leads you’ll get.
- Comparing the various lead sources.
- Beyond leads.
What you’ll hear on Day 3: * The different lead sources. * The right question to ask about lead cost. * Does the exclusive lead even exist? * The unfair advantage from digital marketing.
Link: Webrunner Media
If you have ever been involved with a legal dispute or if money has been withheld on your project you know that it can just suck the life out of you. And cost you a ton of money. In today’s interview with our legal expert Philip Siegel, you’ll learn how you can review and escape these 10 killer contract clauses. Philip delivered this same talk to the Western States Roofing Association last June to an overflow audience. In fact, it was rated the #1 session out of 21 presenters. We talk about how you can create leverage in today’s booming economy, deal-breakers that you must walk away from, the responses to one-sided contract’s, and much more.
Show Highlights:
- What Philip does and who he does it for
- Why Killer Contract Clauses is a popular topic
- How to create leverage for yourself by using the right contract
- The biggest deal breakers to look out for
- What is a pay if paid clause
- Major risk shifts in indemnification and how to attack these clauses
- Limiting coverage to claims to only cover claims due to personal negligence with the additional Insured
- The issues with language within wavers and releases
- Inserting provisions within contracts for scheduling and back charges
- Being on the lookout for change order issues and how to deal with them
- Creating clear provisions for building and design codes
- The importance of working with a professional to revise your contracts
- Securing builders risk coverage to prevent damages to work issues
- Acceptance of adjacent or contiguous work or work of other trades
- How the retainer program helps avoid problems upfront
- The hidden dangers of using independent contractors and subcontractors
- How to prevent employee poaching from your competitors
- What to expect from Philip’s upcoming talks in New York
Links:
Contact Dave:
The Roofer Show
510-612-1450
Dave@theroofershow.com
Contact Philip:
404-522-1410
Pjs@hpsslaw.com
HPSS Law
Best of Success Conference
Sponsor:
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| In our new 4 Part Quick Course Series you will learn everything you need to know to control a consistent flow of quality leads for your roofing business. This series is designed to give you a step-by-step process to get results from PPC. Who’s this course for: * Those contractors that have done it themselves but didn’t get the results they were hoping for. * Those contractors that hired someone and didn’t get the results they were promised. * Those contractors that have been just watching from the sidelines.
What you’ll learn from this course series: * Making sense out of PPC and how to avoid common pitfalls. * How to capitalize on the leads you’ll get. * Comparing the various lead sources. * Beyond leads.
What you’ll hear on Day 2: * How to capitalize on PPC leads. * Your demeanor when responding. * Mastering the follow-up. * How to protect your time.
**Links:** https://www.webrunnermedia.com/roofershow/ |
Having a consistent process for your project production is a must to maximize your job profits. If you're tired of getting those phone calls from the job or angry customers you’ll want to listen to my interview with Tim Faller. Tim has consulted on production with hundreds of construction companies and we discuss his best practices for reducing slippage and making more profit on every job. “The money is made in the sale. It’s production's job to protect it.”
Show Highlights:
-
The two main reasons Tim gets called:
-
Remodelers call him with issues regarding slippage, inefficiency, or labor issues - issues pertaining to where they may be losing money.
-
More companies are calling because they want to get their processes in place and working smoothly in preparation for transitioning to new ownership in the next 5 years, or they want to prepare and be ready for a recession.
-
Problems are usually due to a lack of communication and commonly has to do with the handoff of information from sales to production.
- The lack of information is typically the reason why production struggles and isn’t as efficient as it could be.
- What Tim is hearing is that the field staff feels like they are not getting enough information to do their project effectively.
- Lack of management of a client is also an issue that Tim sees.
- The contractor controls the flow of the work, the start time, the materials selections, etc.
- Tim shares a story that reflects how critical processes are.
- Salespeople should have a checklist that is completed for every job. The checklist should be created by the production team. Checklist considerations should include what the salespeople need in order to SELL the job, and what production needs in order to PRODUCE the job. This is often two very different things.
-
Tim suggests a meeting between the foreman and the lead installer with the sales team, and get the turnover of 3 or 4 jobs at a time.
-
They can read everything that’s in the paperwork.
- What’s NOT in the contract?
- Who are the clients? How do they think? Who will be home during the day? How do they make decisions? What are some of their fears? What are some of the access issues we might have?
- What are the problematic spots that we might run in to?
- Prepare for challenges and be ready. For example, how many layers of shingles will we be stripping? How much rot damage should we be prepared for?
- These kinds of questions help bridge the gap between the sales team and production and prevent negative divides. The physical handoff of information from sales to production is important.
- The lead on a job should check and confirm all materials before the project starts.
- It’s possible that this task might be done 3 or 4 jobs ahead so that we’re all working on this.
- This is one of those areas where the lead on the job can double-check for accuracy and request any extra items that might be needed, and take responsibility for making sure that the right materials are on the job site.
-
Somebody else can order it all, somebody else can make sure it gets delivered at the right time, but a checklist of items and physically seeing that all materials are ready to be delivered to the job site are an effective handoff.
-
Consider having a pre-stocked trailer on site that allows them to have extra nails, extra caulk, extra flashing, etc. so that they don’t have to run off and leave the job. This can be “indirect costs” for budget purposes.
- Debrief - don’t just shrug off an issue after the job is done. When you see a problem, get your team together for a post-mortem meeting and discuss what can be done to ensure that the problem doesn’t happen again.
- Dave shares the process he uses in roofing.
- One of the biggest challenges a company faces is getting away from the “it is what it is” thinking.
- If you have the correct culture in your business, everybody’s working toward the same goal.
- Tim provides some tips on managing the client’s expectations.
Links:
For Tips, Strategies, and Free Downloads!
The Roofer Show
Text Dave @ (510) 612-1450 - Say Hi!
I would love to hear your feedback, pros & cons!
Please leave me a review on iTunes!
UPCOMING CONFERENCE!
2019 Remodelers Summit
September 24-25 in Orlando, FL
“Evolution: The Art of Growth”
Remodelers Summit
UPCOMING CONFERENCE!
2019 Production Conference
September 26 in Orlando, FL
“Team Building”
Production Conference
CONNECT WITH TIM
Website: The Tim Faller Show
Email: tim@remodelersadvantage.com
Tim is Starting a Peer Group for Specialty Companies
For More Info: Remodelers Advantage
Subscribe & Listen to the Power Tips Unscripted Podcast!
Great Source of Information!
Power Tips Podcast
The Roofer Show Sponsor Info:
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Click here and use the code Roofer50 for a special discount!
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—-> Dave’s Listeners Get a 21-Day Money Back Guarantee <—-
In our new 4 Part Quick Course Series you will learn everything you need to know to control a consistent flow of quality leads for your roofing business. This series is designed to give you a step-by-step process to get results from PPC. Who’s this course for: Those contractors that have done it themselves but didn’t get the results they were hoping for. Those contractors that hired someone and didn’t get the results they were promised. Those contractors that have been just watching from the sidelines. What you’ll learn from this course series: Making sense out of PPC and how to avoid common pitfalls. How to capitalize on the leads you’ll get. Comparing the various lead sources. Beyond leads. What you’ll hear in Day 1: Basics of ppc and how buyers are searching for you. Why you should be using landing pages. What do you need to spend and what results can you expect. How PPC is like a faucet. Leads can be turned on and off. How SEO is different than PPC and why you need both. Link: Webrunner Media
Today I talk with Owens Corning National Training Leader Jon Gardner about the advantages of strategic partnerships with your suppliers. These include differentiating your business from your competition as an approved contractor, online classes for business and field training, and the opportunity to network with other professional contractors from around the country, and much more. I’ve seen these advantages first hand in my roofing business as an Owens Corning approved contractor for over 20 years.
Show Highlights:
- The long term value is not saving a few bucks on a bundle of shingles, but forming relationships.
- Advantages of partnering with a material manufacturer:
- Partnerships provide tools and resources that are more difficult to obtain outside of these relationships.
- When partnered with a manufacturer, part of their obligation and purpose is to help a contractor build their business.
- Differentiates contractors by leveraging the manufacturer’s brand recognition, and to help build trust in the brand.
- Homeowners are savvy and able to thoroughly research the brands used by the contractor during the “hiring” process and feel more confidence and trust when a contractor is partnering with a manufacturer.
- As a contractor, you’re able to charge a higher price because you can provide more value, based on the trust and relationship with the manufacturer.
- It’s a contractor’s job to educate a homeowner on a roof because they are not all the same. A roof is not just a roof.
- A homeowner will ultimately choose the contractor that they like and trust, and it comes down to helping the homeowner understand what they’re about to get, because to the average homeowner, a roof is a fairly complex thing.
- Owens Corning’s “Total Protection Roofing System”: investing time in helping contractors to communicate (and homeowners to understand) the value of a roof system. These two elements are designed to work together to protect that investment.
- Allows contractors to provide a solid presentation to the homeowner the various components of a roofing system.
- This provides homeowners the opportunity to learn, to ask good questions, to begin product and system evaluations, and to assess the contractor’s appropriateness for installing the system and protecting their investment.
- According to surveys of homeowners and the reasons they make the purchases they do, it’s not always about price. Price is important, but full coverage systems and taking the time to explain and instill trust is even more important. They’re looking to see how you stand out from the other contractors.
- Benefits of extended warranties from a contractor’s perspective:
- Many manufacturers (including Owens Corning) provide enhanced warranties that only the contractor that is part of the network can provide.
- Some extended warranties can include labor, material, and even the workmanship that the contractor has provided on that particular job.
- Being able to offer an enhanced warranty is yet another way that the contractor can differentiate himself from the competition.
- Allows the contractor to have a meaningful conversation with the homeowner about their investment and taking advantage of the additional peace of mind that the extended warranty through Owens Corning (or other manufacturers) offers.
- Owens Corning looks at their contractor-partners as equal partners when it comes to delivering the right system and the right services to the homeowners.
- Another service that Owens Corning has available to contractors:
- Owens Corning University on Demand - an online resource for training. Since roofing isn’t a 9-5 job, contractors look for convenient ways and opportunities to learn and educate their employees. The online Corning University is a comprehensive, learning management system where each of its contractor network members can have a unique and personal experience with regard to education and training, covering a multitude of topics.
- Dave discusses the 3 problems he sees as a business coach for contractors:
- Lead generation
- How to convert the leads into sales
- Getting the margins you need to make a good profit
- Owens Corning invests in seminars throughout the United States with speakers they work with, who are keenly focused on the 3 subject matters that Dave addressed. Jon likes to call this the “3 Legged Stool”, because if one of the legs are cut off, you’re more likely to fall to the ground.
- Typically 1-3 day seminars, with the industry’s finest speakers
- Owens Corning also provides “Owens Corning University Business Building Day”.
- Contractors often feel alone, unable to talk to competitors or friends outside of the industry. Ability to network with non-competing contractors is a valuable opportunity.
- Owens Corning also holds a Platinum Conference in the 1st quarter of every year. There is a significant amount of time spent networking with non-competing contractors.
Links:
For Tips, Strategies, and Free Downloads!
The Roofer Show
Text Dave @ (510) 612-1450 - I would love to hear your feedback, pros & cons!
Please leave me a review on iTunes!
Check Out What Owens Corning Has to Offer!
Sponsor Info:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Click here and use the code Roofer50 for a special discount!
Call Ruby
Or Call Ruby at (844) 326-7829
Check out the app!!
—-> Dave’s Listeners Get a 21-Day Money Back Guarantee <—-
Did you miss the interview with Molly Moore from Ruby Receptionists on how to generate more leads?
Listen to it here!
The Roofer Show: Podcast 122 How To Get More Leads From Your Website with Molly Moore
Even in this booming economy many roofing contractors can run into Cash Flow Problems and may not see the signs until it’s too late. In today’s interview with credit expert Thea Dudley, you will learn how to set up a system to be sure you avoid these top 5 reasons many contractors have cash flow problems.
Show Highlights:
- Cash flow is the life-blood of a business.
- The number one reason that companies go out of business is that they don’t charge enough money for their work. They eventually run out of cash and don’t realize they’re running out of money until it’s too late.
- Cash flow is what you’re collecting and what you’re spending.
- Cash is what you have in the bank.
- Developing a system regarding how to run a business and how to run a cash flow.
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Why is cash flow such a problem when contractors are swamped with work? Here are the Top 5 Reasons:
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OTC / “Order to Cash” - from the moment your salesperson takes the order off the street to the moment you get the last penny applied to the account.
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Everyone in your company should understand the process of how the billing and collections work, and what to expect when it doesn’t.
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Not having a credit or collections policy.
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Expectations should be understood.
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Not staying on top of your receivables and collections efforts.
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7 days grace period is reasonable. After that, call and find out what’s going on.
- 30 days past due is very hurtful to your cash flow.
-
You should train your customers how to treat you.
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Not protecting your receivables.
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Checking out a customer before they do the work for them; collecting deposits upfront.
- Checking for liens on general contractors.
- Not utilizing mechanic’s liens and bonds rights.
- Using a lien service can be very helpful so that you don’t have to follow legislation and worry about deadlines.
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Leveraging joint checks; not following up on retainage.
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Poor billing practices.
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Not getting your billing out the door the same day or the day after the job is done can hijack your cash flow.
- If you don’t send invoices out in a timely manner, customers may see that payment is not a priority for you.
- Emailing invoices and statements save you time and money, and you can check the read receipt so that you know that the customer got it.
- Accepting credit cards in the field via smart-phone add-on can add another level of professionalism to your company.
- Offering financing through a financing company will improve your sales.
- Bonus Round: Not growing your back office system to support your sales growth can jam up your cash flow. Billing, tracking and collecting. Must interview and hire those who know the business side to these processes.
- Stop treating your collections (and that includes billing) as an after-thought.
Links:
For Tips, Strategies, and Free Downloads!
The Roofer Show
Text Dave @ (510) 612-1450 - I would love to hear your feedback, pro’s & cons!
Please leave me a review on iTunes!
For More Information on Lien Rights, check out:
The Roofer Show - Episode 119 with Alex Barthet
Interview with an Attorney based in Florida
Topics Discussed: Lien rights, collections, how to get paid
The Roofer Show: Podcast 119
Connect with Thea!
LinkedIn: Thea Dudley
Sponsor Info:
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The only way to grow a profitable roofing business for the long haul is to build an effective sales team. On today’s podcast, I talk sales with Becca Switzer, owner of Roof Sales Mastery. Becca teaches roofing contractors how to find, hire, and train successful salespeople with her proven step-by-step system that avoids all the typical mistakes most business owners make.
What you’ll hear in this episode:
- Why a great sales team makes ALL the difference in your business
- “Nothing happens until someone sells something.” --Henry Ford
- Becca’s background and the path that led her HERE
- Who should I hire?
- What NOT to do
- Leave what you did in the past
- Don’t hire people already in the industry
- How should I pay?
- The problem with straight commission
- The “pay-per-appointment” strategy
- Mistakes that salesmen make:
- Wasting time with details, being the “telemarketing call robot”
- Not knocking on doors at the right time of day
- Tips for struggling salesmen:
- Seek out legitimate training
- Sound like a “normal human being”
- Acknowledge how they feel
- Apologize for knocking on their door
- Use a name-drop
Resources:
Becca’s website: Roof Sales Mastery (Find her courses here, too!)
Find Becca on youtube and Facebook: Roof Sales Mastery
Text Dave @ (510) 612-1450
Sponsor Info:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Click here and use the code Roofer50 for a special discount!
Call Ruby
Or Call Ruby at (844) 326-7829
There’s an app!
You spend a lot driving prospects to your website. In today’s interview, you’ll learn how you can convert those visitors into qualified leads using live chat. Most websites convert less than 3-5%. Don’t let yours be one of those.
Show Highlights:
- The importance of making human connection in a world driven by technology
- The average consumer wants a personal connection.
- Ruby Receptionists is headquartered in the Portland OR area.
- Ruby Receptionists serves over 10,000 small business owners across the United States, helping them to thrive.
- The #1 complaint from consumers of home services, which includes roofing, is that contractors either don’t answer their phones or they don’t return phone calls.
- Spending money getting leads and then when the phone rings, you don’t answer it, is really wasting money.
- Ruby Receptionists has added a new service: online chat.
- Ensuring small business owners have a presence on the phone and online, acting as an extension of your team
- Most people do not know that they’re not talking to or chatting with someone in the office.
- Ruby Receptionists services is available 24/7 and is 100% US-based.
- Customer analysis - 40% increase in lead generation
- Online chat improves the value and generates leads on websites.
- Virtual receptionists and chat specialists leverage technology, acting like an extension of your business.
- They engage your online visitors and callers and are trained on empathy and collecting the right information.
- The chatbox is integrated into your website
- Phone calls can be initiated right from the chatbox if the chat specialist determines that a follow-up call is beneficial if desired.
- Getting started: everyone gets a FREE 2-week trial. This gives a better understanding on how many inquiries we will get on a daily basis from your visitors, which will provide a custom quote.
- Capturing prospects when they’re calling is good business sense.
- Collecting their information and start building trust with them.
- Word of mouth business through a technology platform
- 63% of consumers are likely to return to your website if you offer online chat
Resources :
For Tips, Strategies, and Free Downloads!
The Roofer Show
Text Dave @ (510) 612-1450
Sponsor Info:
Need Help Answering the Phone Or Online Chat?
Use Ruby Receptionists!!
Click here and use the code Roofer50 for a special discount!
Call Ruby
Or Call Ruby at (844) 326-7829
There’s an app!
There are 2 ways to make more profit on your roofing jobs. First, sell your jobs for more money. The second is to reduce your costs to do the job. Simple isn't it? But if you're like most contractors you already have a full book of business. And you're not getting any more money for that work. Today's podcast is all about production and reviews some new ways to reduce your costs and make more money that you may not have thought of.
What you’ll hear in this episode:
- There are two ways to make more money: sell your work for more money or do the work for less cost (See Episode 22)
- One component of doing the work smarter is to take care of your employees
- Many contractors go out of business when they are booming, simply because they run out of cash
- “Good judgment comes from experience, and experience comes from bad judgment.”
- Examples of learning the hard way:
- Writing down the wrong address
- Leaving a ladder on the job site
- Misunderstandings due to lack of clear communication with customers
- How to turn it around:
- Use checklists and put systems in place
- Set goals for how you want to do the work
- Get in and out with the most profit
- Have a happy, happy customer that pays his bills and gives 5-star reviews
- Have customers who refer you to other like-minded customers
- Spend the least amount of time supervising
- The most important part of the job is the Pre-job work:
- Assemble the job package
- Meet with the customer
- Hand the job off to the foreman or job supervisor
- Communicate clearly to the customer
- Go over payment terms and job specifics
- Specific things to accomplish during the job:(See Episode 16)
- Specific things to accomplish during the post-job (See Episode 19)
- How to conduct the job post-mortem
- Don’t forget to ask for a review and referrals
- Make the review process easy for the customer
- Send a small thank-you gift to the customer
- Try to secure one new job in the neighborhood
Links:
Need Help Answering the Phone?
Use Ruby Receptionists!
Click here and use the code Roofer50 for a special discount!
Or Call Ruby at (844) 326-7829
Sell Me This Pen If you saw the movie The Wolf of Wall Street you’ll remember the final scene where Leo, just out of jail and banned from selling stocks, is teaching a group of eager salesmen looking for the “silver bullet” of selling. Leo asks a nervous victim in the front row that classic sales manager question, “Sell Me This Pen”. The movie ends before we get the answer. Today, I show you the right way to answer this question and how it applies to home services sales. The 4 Takeaways 1. Establish the need and problem by asking questions. Then LISTEN. 2. Provide a solution and get his agreement. 3. Ask if there is an opportunity to expand and up sell the sale. 4. Only after getting his agreement and trust along the way do we ask for the order and close the deal. The question is asked to make you feel uncomfortable. Turn it around and take control of the sale process. If you want more laser focused, qualified leads you, need to talk with Marc and his team at Webrunner Media. You’ve heard Marc on the show and he knows his stuff. Check them out at https://www.webrunnermedia.com/roofershow/ and see what they can do for you. Download your free copy of the 1Page Business Plan For Contractors https://theroofershow.com/1-page-plan/
Are you looking to grow your construction business, but hate bookkeeping and accounting? Are you skeptical about hiring any accountant for fear of embezzlement or being ripped off? If so, tune into today’s podcast to get quick and easy tips on how to turn a people-dependent money pit, into a process-dependent cash cow with today’s guest, Randal DeHart. Show Highlights: •The difference between construction accounting and regular accounting • Differences between costs and expenses • 5 key performance indicators and setting up a dashboard • Why you should use QuickBooks • Easy tips to do your own accounting • Getting in touch with people to help you set up your dashboard • Top problems and causes for embezzlement • Setting up programs to avoid rip-offs • Being smart with your money • Getting involved with a bookkeeping company • The system Randal’s company uses Business Quick Tip:
We found out that we were having a lot of customer callbacks on our work, at one point in our business. Most of the time it was a leak that was causing problems. We ended up developing The Perfect 10 Checklist and sent an inspector to the job site at the end of every job to access how well the crew did the top 10 things that caused leaks. If they scored a Perfect 10, then the crew got a bonus. We were able to cut our callbacks by 90% with this simple checklist. It also cut our costs and improved customer satisfaction. It's a win-win. Go to the website to get the checklist and start implementing it!
Links: Get organized by downloading Dave’s 1Page Business Plan Fast Easy Accounting
Fast Easy Accounting Store - for DIY Solutions
The Contractors Success Map Podcast
(206)361-3950
Sharie@fasteasyaccounting.com (email)
Contractor's Success Map - the podcast available on iTunes
Need Help Answering the Phone?
Use Ruby Receptionists!
Click here and use the code Roofer50 for a special discount!
Or Call Ruby at (844) 326-7829
If you are going to grow a profitable contracting business you’re going to need to know some basic sales numbers. I’m not talking about advanced math or accounting. We’re are going to build on what we learned from last week’s Quick Tip. So if you didn’t listen to lasts week’s tip about what you can learn from watching Shark Tank you’ll want to go check that out. In today’s Quick Tip I’ll show you: How many times you need the phone to ring, How many presentations you need to make, How many jobs you need to sell to hit the numbers you need to make the money that you want. If you want more laser focused, qualified leads you, need to talk with Marc and his team at Webrunner Media. You’ve heard Marc on the show and he knows his stuff. Check them out at https://www.webrunnermedia.com/roofershow/ and see what they can do for you. Download your free copy of the 1Page Business Plan For Contractors https://theroofershow.com/1-page-plan/
Business is booming and you have a lot of cash flowing out the door. Without a strong collections process, you can run into a real cashflow squeeze. Just one hiccup on a large project can put your entire business at risk. Today I interview construction attorney Alex Barthet from The Lien Zone Podcast to learn everything you need to know to get paid on your jobs. We cover the good, bad, and the ugly on contracts, change orders and filing timely lien notices.
Alex is a Florida Board Certified construction attorney in Miami and has been practicing about 20 years. He manages an eleven-person law firm his father began many years ago and its primary purpose is to represent people in the construction industry.
What you’ll hear in this episode:
- Getting paid as a contractor
- Implications of Hurricane Irma on the construction industry
- Increased prices of construction materials after Irma
- Time extension clauses for hurricanes in contracts
- Avoiding problems with contracts
- Have a written agreement for construction work.
- If you have a written agreement, read it! Don’t skim over it, but pay attention to details.
- For clarity, have an attorney go over the contract or make addendums.
- Suggest reasonable changes in contracts, but know you may not always get all the changes you want.
- Stop work provisions
- AIA contracts
- Arbitration clauses
- Change order process
- Make sure assumptions and exclusions get included in the contract before signing.
- Don’t be afraid to bring up the uncomfortable things that need to be addressed. Address them upfront before the contract is signed.
- Have a list of unit costs in the contract.
- Have clients sign change orders before doing the work.
- Alex discusses understanding liens and protecting your lien rights.
- Dave and Alex offer advice for collecting money owed to you.
- Multiple payment forms
Resources:
The Barthet Law Firm
The Lien Zone Podcast
Alex’s E-mail
Need Help Answering the Phone?
Use Ruby Receptionists!
Click here and use the code Roofer50 for a special discount!
Or Call Ruby at (844) 326-7829
I like to watch the show Shark Tank. Usually I’ll binge 4 or 5 episodes at a time every so often. You can learn a lot about business from the Sharks. And yes, even the roofing business. Yeah, it’s entertainment. But they’ve been there and done it! Here is what you can learn from the Sharks: They start off by just asking for the short story about the business. The elevator pitch. They don’t really care what it is. What’s the problem and how are you solving it? Just like selling roofing. What’s the competitive advantage? What’s the added value? Just like selling roofing. They don’t want to hear all about you and all the great things the business does. It’s all about them! How are they going to get a return on their money and exit. Just like selling roofing. What are you going to do for your customer? Know your numbers! The businesses that never get funded are the ones that can’t answer a barrage of questions about their sales, costs, and margins. Just like running a roofing business.
The easiest way to generate more revenue is to increase your close rate. In Part 2, today’s interview with contractor business coach Kyle Hunt we discuss tips in each area of your sales process: The Initial Phone Call: What you must do to make a great first impression, 5 Powerful Words When Talking With A Roofing Prospect, The In-Person Meeting: How to prepare, what to bring, and the approach you should take, and No Project Left Behind: Your lead tracking, sales pipeline, and follow-up system. Get ready for this fast-paced and informative conversation to help you close more sales!
Show Highlights:
- The wisdom of having a business coach
- Reverse engineering what you’re trying to accomplish
- Initial Phone Call is under-valued
- Making a good first impression
- Everyone you know is an opportunity to close new business
- Every dollar spent on marketing should be held accountable
- Increasing your closing rate
- Organizing your sales pipeline - old school or new school, just do it
- Know your numbers!
- Fewer presentations mean you’ll have more free time
- Hacking at the leaves or striking at the roots
- Tracking where your leads are coming from
- You make better business decisions when you have the data
- Following up!
- Equal parts organization, creativity, tenacity
- Selling the way you like to be sold
- How can you follow up without using the words “follow up”?
- Following up with something of value
- Getting past your fear
- Don’t discount texting as a valid way of follow up communication
- Test and try new things
- Take action and implement
- Dead leads tactic: the 10-word email that can turn things around!
Resources:
Tips, Strategies, and Download Free 1- Page Business Plan: The Roofer Show
Remodel your Marketing
Remodelers Community
Remodelers On The Rise
Email: kyle@remodelyourmarketing.com
Text: (517) 902-8450 - Text him your takeaway!
Call Ruby Use promo code “Roofer 50” for $50 off your first month’s service!
Need Help Answering the Phone?
Use Ruby Receptionists!
Click here and use the code Roofer50 for a special discount!
Or Call Ruby at (844) 326-7829
Too many contractors I work with tell me “Are you crazy? I can’t take a 2 week vacation. My business can’t run without me.” They’re chained to their business! That’s because they haven’t set up the simple processes and put the right people in place to grow a business that doesn’t rely on 1 or 2 key people. If that’s you, you're never going to grow your business and have a responsible, accountable team. In today’s Quick Tip I’ll show you the steps you can take so next summer you can say, “Honey, we’re all going to Hawaii this summer!” 1. Start at the end. 2. Positions before people. 3. WIFM. 4. Manage your KPIs. 5. Come back with your mind right. If you want more laser focused, qualified leads you need to talk with Marc and his team at Webrunner Media. You’ve heard Marc on the show and he knows his stuff. Check them out at https://www.webrunnermedia.com/roofershow/ and see what they can do for you. Download your free copy of the 1Page Business Plan For Contractors https://theroofershow.com/1-page-plan/
The easiest way to generate more revenue is to increase your close rate. In today’s interview with contractor business coach Kyle Hunt we discuss tips in each area of your sales process: The Initial Phone Call: What you must do to make a great first impression, 5 Powerful Words When Talking With A Roofing Prospect, The In-Person Meeting: How to prepare, what to bring, and the approach you should take, and No Project Left Behind: Your lead tracking, sales pipeline, and follow-up system. Get ready for this fast-paced and informative conversation to help you close more sales!
Show Highlights:
- Business coach & consultant for business contractors
- Passion for helping business owners with proven, practical, simple, effective marketing and sales help
- You can’t be all things to all people
- Niching down to what’s more profitable
- Why contracting is such a hard business
- Seeing the forest in spite of the trees
- People are willing to mentor
- If you’re feeling stuck, reach out and ask for help
- Initial phone call with a new prospect - what to do before, during, and after
- “This Is How We Work”
- Giving full, undivided attention
- It’s the little things
- Why you should take a few minutes to research before you call
- Getting in the right mindset
- What a project discovery sheet is
- What’s the goal of this call?
- Making sure they’re doing most of the talking
- Taking a minute after the call to consider what worked and what didn’t work
- Every meeting should have an agenda and a specific time
- Appointment confirmation email and what it should contain
- Be willing to try new things!
Resources:
Tips, Strategies, and Download Free 1- Page Business Plan
The Roofer Show
Remodel your Marketing
Remodelers Community
Remodelers On The Rise
Email: kyle@remodelyourmarketing.com
Text: (517) 902-8450 - Text him your takeaway!
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As contractors, we’re always on the go, sometimes hitting four or five locations per day — which makes communication even more crucial. Luke Hanson’s roofing company found that taking photos helped them when writing bids, coordinating with their crews, and handling customer disputes, but getting them organized created a huge headache. He created CompanyCam to solve that problem.
What you’ll hear in this episode:
- Luke’s background in his family roofing company
- Why he knew there was a better way to organize photos from jobs, but couldn’t find what her needed; CompanyCam was born when he figured out how to solve the problem
- CompanyCam launched in 2015 and has over 2000 customers today
- Why CompanyCam has great reviews and NO negatives
- Their goal? To keep it simple and save people time
- How the app captures information in the field and uses GPS to figure out the address to streamline the whole process
- Steps a contractor goes through in taking photos and why getting a visual eliminates confusion
- The measuring tool and pitch finder within the app
- Why they are working on how to use photos for marketing purposes
- Each photo tells what job, when it was taken, where, and by whom
- How CompanyCam builds trust with customers
- How CompanyCam tries to touch and improve every step of the process
- The handoff process between selling the job and the production phase
- How a time-stamped, GPS-stamped photo can save the contractor many problems
- How Luke’s company handles change orders
- Communicate quickly and transparently
- How photos can be sent by text, the simplest and easiest way
- CompanyCam’s Before and After program
- How to take photos when the job is complete
- Asking the customer to share “after” photos on social media
- The crucial marketing piece and the upcoming improvements to the process
- How CompanyCam sends thank you gifts to every customer
- Look at the long-term value of the customer and the referral value over time
- The cost? $12 month per user
- Easy access to all the photos
- Integration possibilities with CompanyCam and your CRM software
Resources:
CompanyCam 30-day FREE trial for The Roofer Show listeners!!
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Why is it that the last 20% of a roofing job takes 80% of the time? Sometimes you just can’t get it closed out. The punch list that gets longer with every inspection. Materials are on back order. A sick employee slows things down. Whatever it is, it means you’re not getting your final payment and your customer is getting impatient.
Today I talk about the 13 step process we used at my company to get in and out of a project and maximize our profits. You’ll learn about the checklist we used to have a zero punch list, all our invoices paid, and have a happy customer that gives us a 5-star review and refers us to all the neighbors.
What you’ll hear in this episode:
- One of the show’s taglines is “how to make more money and have more free time,” and we covered that in detail back in Episode 62
- The problem is that some contractors are so busy that they aren’t doing the work and getting the jobs done profitably---that means NOT making more money and NOT having more free time!
- Why are so many jobs slipping through the cracks and losing our profit?
- Why does the last 20% of a job end up taking 80% of our time?
- Getting started with a job means setting the goals, getting 5-star reviews, and getting referrals
- The 13 Step Process to maximize profits:
- Review the budget and labor costs
- Show your appreciation for your work crew
- Make sure you have all the material to finish
- Talk to the customer, update them, and talk about final payment
- Be sure to do radius marketing
- Set up the pre-job at the next job
- Do what it takes to be prepared for the next job
- Have zero punch lists
- Present the final warranty package
- Have the system in place to ask for a review
- Send a handwritten Thank You note
- Have a post-mortem on each job
- After two weeks, pick up your job sign and leave a gift with the customer
- Remember, everyone benefits when you have higher profits and increased sales!
Resources:
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With the lack of qualified labor in the construction industry employee poaching has become commonplace. Your team is being contacted by your competitors every day with offers of more money and higher benefits. In today’s interview with labor attorney Philip Seigel you’ll learn what you can do to prevent it.
Show Highlights:
- What Philip does in his practice and the benefits of the retainer program they use
- Ways to prevent competitors from poaching your employees
- Creating an employment agreement and having enforceable standards
- Identifying an employee’s former agreements prior to hiring them
- The importance of integrating a non-compete or a non-solicitation
- Treating your employees well and ensuring they feel appreciated
- Dealing with an OSHA inspection and avoiding citations
- Inspecting conditions to ensure that work settings are up to standard
- Developing guidelines to address hazardous heat conditions
Links:
Contact Dave:
https://theroofershow.com
510-612-1450
Dave@theroofershow.com
Contact Philip:
404-522-1410
Pjs@hpsslaw.com
Website: hpsslaw.com
Sponsor:
https://www.callruby.com/roofershow/
Use Promo Code: Roofer50
If you want a consistent flow of qualified leads you need to listen to my interview with Marc Levesque and learn how a professional PPC campaign can get your company’s name in front of new prospects ready to buy your services. Once you have their attention Marc gives you the secrets to converting those clicks into qualified leads using the right landing pages.
What you’ll hear in this episode:
- Dave met Marc at the Contractor Success Summit in May. The Summit will be held again in 2019, so watch for it.
- Webrunner is a contractor-focused marketing agency and Marc is the co-founder.
- Dave and Marc suggest staying focused on and to your goals and values while niching down is what is needed to grow your business.
- Marc says his company has identified a way for contracting businesses to leverage Facebook or Google to generate more leads for their businesses.
- Hiring an outside firm to market your business can be costly, but Marc’s business says paid advertising brings forth leads for quick returns.
- Webrunner has a blog containing information about PPC marketing.
- Dave says many contractors try to do their marketing when it’s really not their field of expertise and hiring a professional to market can be more targeted and bring better returns.
- Marc cautions against using 3rd party aggregator sites because they can be risky; it’s not the lead cost, it’s the customer acquisition cost that’s important.
- Dave adds that hiring someone who really knows what they’re doing is important because trying to do ads or pay per clicks on your own can be tricky.
- Dave says reverse engineering your business to look at your numbers is necessary to really know your numbers so you can become more profitable.
- Marc says he likes his customers to be very involved on the back end and to ask for reviews or testimonials from clients.
- Marc and Dave agree that you should not focus on being the biggest guy or company in town but focus on quality and profitability.
- Dave says it’s important to answer phone calls, texts or e-mails in a timely manner, and adds that his sponsor, Call Ruby, can help with that. Many clients will move on to the next company if they do not hear from you.
- Marc discusses the importance of converting leads into clients, which depends much on having SOPs in place and timely, friendly responses.
- Marc says to leverage your relationships with past clients in order to get good referrals for more sales. The lifetime value of your customers is super important.
Resources:
Book a Demo with Marc
Webrunner’s Website
Marc’s e-mail: mlevesque@webrunnermedia.com
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Most contractors are leaving money on the table because they are not using their true labor burden before mark up. They mistakenly think they are making money on their jobs but have nothing left over at the end of the month. In today’s interview with financial expert Diane Gilson, we’ll use her free tool to determine all the hidden costs that you need to include in your true labor cost to make your expected profit.
What you’ll hear in this episode:
- The biggest problem for contractors today is not charging enough for your work
- Why not loading up your job cost burden and miscalculating the burden rate will kill your profits
- How to combat the problem with Diane’s formula to guard against underbilling
- The shocking numbers for how much each employee is actually costing you
- Diane’s elevator pitch
- Why your CPA will not help with the internal numbers in your business
- What labor burden is: the extra costs that accompany each employee
- The benefits of tracking these costs for individual employees
- The traps of lost and wasted time, and why it must be measured
- How Diane helps with ideal ways to set up your files
- The basic financial information you need on a spreadsheet
- How we determine allocated costs
- How Diane’s program works when you just plug in the numbers
- Why you need to compute this burden rate for each employee, or at least for each type of position
- How to deal with overtime
- How Quickbooks can work with Diane’s tool
Resources:
Build Your Numbers
Under-Billing Calculation for Employee Labor: Free Calculator
eCPA – employee Cost & Pricing Analyzer
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With the year half over it’s time for a mid-year checkup of your business. It’s halftime. Get your team together and review what went right and what went wrong. It’s a time to take a step back, look at the score, and be sure you are on track for a strong finish. In today’s podcast, I make it easy with an 8 step process to evaluate your business performance and give you a free download from my website with a fillable PDF that you can use to lead your team to success.
Would you like your business to keep growing? And would you like to retain the valuable employees that work for you? Half the year has gone now, so the time has come to take a step back and do a mid-year check-up to make sure that you're on track in reaching the goals and targets that you've set for the year for your business. This is something that you can't do alone so it's very important to get everyone on board and to have the entire team facing in the same direction. Listen in today as I explain my really simple, eight-step plan for doing this.
Every employee needs to know what's in it for them and they also need to understand that if you work as a team, with the same goal in mind, everybody is going to benefit. I used a simple, eight-step, one-page business plan, to do quarterly check-ups in my business and it really helped us stay on track, and it worked in keeping the turnover rate of employees low. On the show today, I will be discussing how to do this by using my one-page business plan, which you can download for free from my website, as a playbook. Even though many of us don't really like business-plans (or think we have time for them) they are critical if you are going to grow your business, so listen in today to find out how to use my eight-step mid-year check-up to keep your employees motivated and your business growing and running smoothly.
What you'll hear in this episode:
Making sure that the whole team is really motivated.
It's really hard to find good labor- and sometimes even harder to retain it, so having this mid-year plan really shows your team that you know what you're doing.
About my really simple, one-page business plan to get you thinking about where you're going and what you need to do to get there.
The first step to the mid-year check-up is all about knowing your numbers.
The things you need to check up on, in order to know the score.
Did you hit your margins?
Taking a look at safety- now and going forward.
Making sure that everyone on the team knows what the score is, going into the second half of the year.
Step 1- The End. Knowing where you're going and then planning to get there.
Step 2 - The Customer. Looking at the type of customer you really want to be doing business with and then targeting them as a team.
Step 3 - The Focus. Focusing clearly on what you do and why you're in business.
Step 4 - The S.W.O.T. Reviewing your strengths, weaknesses, opportunities, and threats and seeing if there are any changes.
Step 5 - The Operation. Making sure that you continue to sell your work, do your work, and keep your accounting straight.
Step 6 - The Process. Having systems and processes in place that are not reliant on you (or on one or two other key players).
Step 7 - The Action. Doing the one thing that's really going to make a huge difference in your business.
Step 8 - The View. Creating an exit-strategy and planning for your retirement.
To get my one-page business-plan go to The Roofer Show click on the One-Page Business Plan and download it.
Sponsor Info:
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There are so many mistakes to be made in the area of markup and profit, and there are plenty of contractors out there making those mistakes--and those are the ones who can’t keep their businesses afloat. If your business isn’t as profitable as it needs to be, then you need to hear what Michael Stone has to say. He’s been with us in Episode 14 and Episode 66, and now he’s here to talk about the specifics that can keep you profitable.
What you’ll hear in this episode:
- Michael’s background: almost 58 years in construction; wrote a book in 1997, and started doing seminars
- Michael’s premise has always been to help contractors help take care of their families
- Out of 1300 contractors who have attended Michael’s 2-day seminar since 2014, only 4 have gone out of business
- Michael’s book, Markup, and Profit, originally published in 1999
- The 6 most common reasons a contractor’s business fails (from Episode 14):
- Not charging enough for your work
- Failure to use proper change work orders
- Failure to use good, legal contracts
- Having too many employees for the volume of work
- Having an improper payment schedule
- Having a lack of profitable sales
- Why you shouldn’t give bids for jobs
- 90% of contractors go out of business because of not charging enough
- The cold, hard facts: 32% of contracting businesses fail the first year, 57% don’t make it 2 years, and 74% fail by the end of their 3rd year
- The difference in market-based and cost-based pricing
- How to pay your employees' top dollar because you charge top dollar
- How to determine whether you’re using market-based pricing
- Cost-based pricing means you don’t worry about competition, never adjust a price downward, never use the word “free” in advertising, maintain the highest pay scale for ALL employees, work only on a fixed fee contract, and know when to say NO.
- Profit and overhead
- The biggest myth in construction is that as your sales go up, you can cut your markup
- Fixed overhead vs. variable overhead
- How to calculate markup: Total sales divided by job costs equals markup
- Markups that roofing contractors SHOULD be using
- Why contractors feel guilty for charging more
- Payment schedules and cash flow
- The ratio of employees to the dollar volume
Resources:
Call Ruby Use promo code “Roofer 50” for $50 off your first month’s service.
Find out about Michael’s course, Making the Numbers Work in Construction Markup And Profit or call Michael at 360-335-1100
Markup and Profit by Michael C. Stone
Need Help Answering the Phone? Use Ruby Receptionists! Click here and use the code Roofer50 for a special discount! Or Call Ruby at (844) 326-7829
When it comes to increasing your roofing sales, a professional proposal will separate you from the pack. Today I talk with Ryan Shantz from SumoQuote about their new software program that has everything you need to quickly put together a clear scope of work that will dazzle your prospect, build trust, and tee up that next sale.
What you’ll hear in this episode:
- How Ryan learned to sell, got his MBA, owned a company, and then landed his position as Sales Manager at Epic Roofing in Alberta, Canada, where he’s been for the past five years
- How SumoQuote helps by giving premium quotes that differentiate them from competitors’ quotes with graphics and pictures to present a professional brochure that’s loaded with information
- The results for Ryan’s company is a 67% increase in sales during the first two years using SumoQuote, which translated into millions of dollars
- Why SumoQuote provides superior quote information compared to the contractor who scribbles the quote on a business card
- How SumoQuote uses templates of text that contractors can use and save for different categories of jobs, with customized quotes for each customer
- One advantage of SumoQuote is that it can be used with an iPad right on the job site to give a detailed, professional quote in minutes---and the customer can even e-sign!
- Helpful components of the SumoQuote brochure and the information contained there
- How customers are using SumoQuote and the feedback they have given
- How a good service division gives your roofing company stability
- How SumoQuote can be adapted for residential, service, and commercial roofing jobs
- How SumoQuote helps you provide the customer something more that differentiates you from competitors (Ryan shares a true story)
- How the CRM portion of SumoQuote works with other sales tools
- The cost of SumoQuote: it’s an online sign-up with a monthly fee or annual subscription and ranges from $59-289 per month, depending on the size of your company and the number of users
Resources:
Check out Sumo Quote or email Ryan at ryan@sumoquote.com for more information, free demos, and more!
Need Help Answering the Phone? Use Ruby Receptionists! Click here and use the code Roofer50 for a special discount!
Or Call Ruby at (844) 326-7829
On today’s show, you will learn how to set up a dashboard that will help you grow your business by putting the management information you need at your fingertips. The potential problem with all that data is information overload, which can be overwhelming---but it doesn’t have to be! Lynn Foster is here from Acculynx to explain how he can help you set up and customize the vital reports to keep all the information you need in one central location.
What you’ll hear in this episode:
- A CRM program can help your business grow, but one problem is having too much information and not knowing how to use it
- Lynn’s background: With a degree in Industrial Technology, he worked as a manufacturing engineer before moving into the construction industry and on to Acculynx 8 years ago
- The benefits of LinkedIn for your business, and how a connection there led Lynn to Acculynx
- How Acculynx solves problems for contractors
- How Acculynx can help you run your business by keeping you organized and helping you communicate better
- The basics of CRMs and what’s different about Acculynx
- Where contractors drop the ball with not keeping in touch with prospects
- How Acculynx can help with a Lead Status Report
- How Acculynx helps keep your progress and the status of EACH job and EACH invoice
- Problems for contractors----and how you can use Acculynx to your advantage
- Two features of Acculynx:
- Smart docs--help you go paperless
- Reports Plus--gives KPIs that are important
- The reports that contractors SHOULD be using
- How the Acculynx Dashboard can work for you
- How to get started with Acculynx with a demo
Resources:
Acculynx
Email Lynn: lynn@acculynx.com
Check out Episode 58 with Lynn Foster
Call Ruby Use promo code “Roofer 50” for $50 off!
Need Help Answering the Phone? Use Ruby Receptionists! Click here and use the code Roofer50 for a special discount! Or Call Ruby at (844) 326-7829
Controlling your labor costs should be one of the top goals of running a profitable business. For most of us, Labor is our #1 job cost and the one variable that can take a profitable job and turn it into a loser. In today’s interview with Dean Logan, you will learn how, by using electronic timekeeping, you can be sure that you're paying for the “true" time worked on the job. Dean formerly ran his family roofing business and developed a time keeping an app that saved his company over $100,000 in labor cost the first year. His app was so successful that he formed Labor Sync and has taken his program to the public. Listen in and find out what it’s all about and if it is right for you.
What you’ll hear in this episode:
- Dean’s background in the family roofing business
- The realization that led to the Labor Sync app development: Cutting costs requires accurate time tracking
- Developing the tool, including ease of use and accommodation of a non-English speaking workforce
- Benefits of the Labor Sync app:
- Costs only $10/month per active employee
- Saves you money from day ONE
- Gives an accurate picture of labor hours and costs for each job in real-time
- Allows for real-time adjustments
- Allows accurate payroll procedures
- Separates drive time from work time
- Allows employees to track their hours and know what pay to expect
- Gives you the ability to customize over 250,000 reports
- Integrates with Quickbooks
- How GPS ties into the app with real-time locations
- The biggest problem in the field comes from employee pushback, particularly from “old-timers”
- How the app tracks repair and service jobs with four main buttons
- How the app justifies invoices and verifies billable hours
- Coming soon in version 3.0: scheduling interface, overtime tracking, increased integration with accounting software, and more
- New features of the app come from customer recommendations
- Protection of data from hackers through Google security platforms
- How the app is used in any company with a mobile workforce
Resources:
For more information, call 877-411-5666
Email: support@laborsync.com or sales@laborsync.com
Website: Labor Sync (Free trial and training available!)
Need Help Answering the Phone? Use Ruby Receptionists! Click here and use the code Roofer50 for a special discount!
Or Call Ruby at (844) 326-7829
I recently heard about a new product in the roofing business at the NRCA Roofing Expo in Nashville. In today’s show, Richard Nelson of Roofr is here to explain how his company makes it easier for customers to receive a free online quote in seconds, and be matched with a reputable roofing contractor in their area. Join us to learn about this innovative tool and see how it can work wonders for YOU!
What you’ll hear in this episode:
- How Richard began in the family roofing business at age 12, then went to work for a bigger company after college, and eventually started Roofr
- How Roofr uses satellite imaging to measure roofs in real time to give estimates in seconds
- How Roofr connects homeowners and business owners to roofing contractors through their platform, which provides transparency in pricing to the customer through aerial imagery
- How they give roofing contractors highly qualified, exclusive leads for free
- Why they purposely tried to keep their sales funnel short and easy
- Roofr’s work with residential and commercial customers
- Why Roofr doesn’t make any money unless the roofer makes money
- Roofr’s goal for contractors: to enhance the way you do business and help you grow
- The vetting process Roofr uses, with 700 registered contractors, but only about 100 with whom they work regularly
- How Roofr qualifies leads and focuses on the ideal customer
- How Roofr handles lead warming
- Richard’s future plans for Roofr
Resources:
Roofr
Need Help Answering the Phone? Use Ruby Receptionists! Click here and use the code Roofer50 for a special discount!
Or Call Ruby at (844) 326-7829
So many business owners just aren’t making the profits they should! The failure rate is shocking, but what’s even worse are the people who are working their lives away and earning so much less than what they should. On today’s episode, you’ll learn which jobs are making money, which jobs are losing money, and what to do about it.
What you’ll hear in this episode:
- How we can make more money: either sell more jobs or sell them for more money
- Why good job costing is essential for your business
- Diane’s elevator pitch: how she helps small and mid-size construction companies customize their internal accounting systems and run their companies more profitably
- Why most contractors think of numbers negatively
- How job costing allows you to see which jobs are winners, which are losers, and which are in the middle
- How job costing helps narrow your focus on profitable jobs
- How a “post mortem” helps you evaluate the estimate vs. the actual for each job
- How Diane got into work with construction companies and job costing
- The biggest problem when you don’t do job costing:
- You are working “in the dark”
- You don’t know where you stand financially
- You may sell at lower prices (and sink the ship!)
- How job costing is part of the system to give you historical information and help make projections about the future
- How to track details on phases of different jobs
- The pros and cons of Quickbooks online
- Why you don’t have to be an accountant to use job costing
- Who can do your job costing for you
- The three phases of a good accounting system: good structure, training, and proofing/balancing
- Diane explains “the speed--accuracy--control continuum”
- Why any company doing project-oriented work should be doing job costing
- How job costing provides a feedback loop
Resources:
Get Diane’s free book: A Tale of Four Companies
Check out Diane’s website for free resources, blog articles, videos, and support tools
Find Diane’s blog article, The Many Faces of Construction Job Costing at
Accounting for the Numberphobic by Dawn Fotopulos
The Roofer Show Episode #48
The Roofer Show Episode #77
Need Help Answering the Phone? Use Ruby Receptionists! Click here and use the code Roofer50 for a special discount!
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If you want to sell more jobs, for more profit, in less time, you’ll want to listen to Part 4 of our series: “Have Your Best Year Ever.” Learn how to set up a sales process that can be followed with every lead to increase your close rates with the type of customers you want for your business.
What you’ll hear in this episode:
- A recap of our first three parts of “Have Your Best Year Ever:”
- Part 1: How to design a website that converts visitors into leads that convert into sales, with Darren Slaughter (Epi. 101))
- Part 2: Keeping leads organized with a CRM system, with Adam Sand (Epi. 102)
- Part 3: How to get more leads, with Marc Levesque (Epi. 103)
- Steps to developing a consistent and repeatable checklist in converting leads into sales:
- The initial call
- Get back to the ASAP
- This is your only chance to make a great first impression
- Lead warming
- Warm up the lead and prepare the customer
- Stand out from the competition
- The visit
- Leave a great first impression with your first visit
- Use a scripted checklist
- Ask the right questions
- The presentation
- Refer to Episode 22 with Tom Reber on How to Sell
- Refer to Episode 75 with John DeRosa on How to Escape the Price-Driven Sale
- Lead nurturing
- This is where contractors drop the ball
- Give the customer a reason to call you back
- Use a newsletter, but include helpful information
- Texting will likely get a response
- How to handle the “break up” email
- Close the job
- Do a recap and know your numbers
- Track your close rate on jobs to evaluate your pricing
- After the job, ask for referrals focus on turning the customer into a lifelong customer
- A good CRM system will help you keep track of customers
- The initial call
Resources:
Need Help Answering the Phone? Use Ruby Receptionists! Click here and use the code Roofer50 for a special discount!
Or Call Ruby at (844) 326-7829
If you want a consistent flow of qualified leads, you need to listen to my interview with Marc Levesque in Part 3 of our series, “Have Your Best Year Ever.” In our, you will conversation, learn how a professional PPC campaign can get your company’s name in front of new prospects who are ready to buy your services. Once you have their attention, Marc gives you the secrets to converting those clicks into qualified leads using the right landing pages.
What you’ll hear in this episode:
- Marc’s elevator pitch as co-founder of Webrunner Media, a contractor marketing firm that helps solve clients’ problems
- The steps in a marketing program to converting quality lead into sales
- The current trends: live chat and messenger bots
- Mistakes contractors are still making:
- Not having a focused business
- Not being real about their ability to close leads
- Not pinpointing where the marketing dollars go
- Not leveraging available free products
- “Be real about what you can handle, what sales you’re aiming for, and what you need to spend on marketing.”
- Why your marketing budget has to align with your growth objectives
- Why you need to niche down, become an expert, and focus on your ideal customer
- How we build a marketing plan
- How to work backward from your top-line revenue goal to see how many customers you need
- Why you may need to raise prices to have a reasonably close rate on leads
- Having marketing strategies to meet your end sales goals
- Why you have to own your marketing system and have control
- The crucial parts of your online profile: name, address, and phone information need to be congruent everywhere
- Why you need social proof
- Why you should humanize your website
- Consider the effectiveness of your landing page and your call to action
- How to get customers to visit your website
- How to use Facebook to show the value
- The importance of creating quality content
- Establish yourself as an expert to differentiate yourself from your competitors
- The best way to track your results is to audit your lead-handling process
- The importance of being consistent with your marketing plan on a regular basis
Resources:
Book a Demo with Marc
Webrunner’s Website
Marc’s e-mail: mlevesque@webrunnermedia.com
Find Marc on Instagram and LinkedIn: marclevesque.me
The Roofer Show, Episode 82, with Marc Levesque
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We know we need all elements of a good website to convert leads into sales, but how can installing a CRM system help? Can it really be a key part in turning website visitors into satisfied customers? Adam Sand is a marketing expert who is here to help. He’s been on the podcast before, in Episodes 27 and 44, but he’s here today to help us focus on the basics of CRM systems.
What you’ll hear in this episode:
- Adam’s background: the techy nerd who started a roofing company with his best friend
- How Adam solves the problem of lead generation
- How he helps roofing contractors choose the right CRM for their business
- Adam’s podcast: it’s filled with great information!
- What Google shows about visits to roofing websites
- How a video can set your website apart for your ideal customer
- How a free ebook download helps convert sales
- How a CRM system can help manage relationships with customers and maximize growth potential
- How a CRM can help capture customers
- How smaller companies should start out with a CRM
- What can go wrong when you have the wrong CRM system:
-
- It can lock you into a customer journey that’s wrong for your business
- It won’t allow you to evolve, integrate, and automate
- A few of Adam’s favorite CRM’s to recommend---and why: Acculinks, JobNimbus, Contractor’s Cloud, and Job Progress
- Other useful tools for roofing contractors
- The ultimate determinant in a CRM’s success is how it works for YOU
- How Adam’s business helps in choosing and setting up a CRM system
- Why it’s important to map out clear roles within your company and CRM system
- “The best CRM is the one you use and improve.”
Resources:
Find out more about Adam
Find Adam on Facebook and Instagram
Sargeant S Roofing
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In today’s show, we visit again with previous guest Darren Slaughter of Livermint Media. Darren was featured way back in Episode 4, but in today’s conversation, we talk about everything that’s new in contractor websites, and the most important aspect of any contracting business----how to convert website visitors into leads.
What you’ll hear in this episode:
- How Darren is making website design more affordable for small businesses
- The “leased” website idea, with very little money up front, which greatly helps the contractor who is just starting out in business
- Who do I need a website and what should it do for me?
- What’s new in website design
- Biggest mistakes that contractors make with their websites:
- Using before and after pics
- Trying to design their own website
- Talking too much about themselves on their website
- How having processes in place can free up your time
- Important parts of the website, with each page having a specific job:
- Home page---like the “lobby” of your business
- Limit the information you request on free estimate forms
- Each data point you request reduces your conversion rate by 10%
- About page---where people decide whether or not to do business with you
- Personalize and humanize
- Services page---highlight your business and versatility
- Have a page for each category of service that you provide
- Gallery page---visual verification that you can do what your content says you can do
- Testimonials and reviews---limit reviews to a couple of sentences, NOT paragraphs
- Be satisfied with first name, last initial, and town---at the least
- Contact page---make it easy to find you
- Get their email address---that is all you need
- Find out why they are contacting you---what is their problem?
- How to optimize your SEO with paid ads or Facebook
- How to capture the visitor to your website
- The process of using your website to grow your business
- How ONE job per year can pay for the website service Livermint Media offers
- Home page---like the “lobby” of your business
Resources:
Liver Mint
Find Darren on LinkedIn
Liver Mint Find out about Darren’s free home page assessment
Suiter Business Builders Find out about Vicky Suiter’s free webinar, beginning March 12. Vicky was featured on Episode 96 and is the author of The Profit Bleed.
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This is Episode 100! Today I discuss my top 10 takeaways for contractors from 99 interviews from The Roofer Show Podcast.
What you’ll hear in this episode:
- How to prepare for the growth to take your business to the next level
- Top Ten Takeaways:
-
- Get a plan
-
- Start with the end in mind
- Look out for the four business killers: divorce, death, disability, and dissolution
- Be able to take a two-week vacation
-
- Put systems and processes in place
- Have good people that can do their job, whether you are there or not
- Know your WHAT
-
- What does your company do well---and the most profitably?
- What sets you apart from the competition?
- Why would someone buy from you?
-
- What makes you different?
- Identify your ideal customer
-
- Don’t waste time on the wrong customers
- Have a website that converts
-
- It does your heavy lifting
- It starts with your home page
- Show visitors, they are in the right place
- Use custom photos
- Make your About page your best page
- Set up a marketing system
-
- Focus on the things that work and don’t waste time on the others
- Do the free stuff first
-
- You have to get reviews!
- Use a system and follow a process to get referrals
- How to build a marketing machine
- Make more money on your jobs
-
- You probably aren’t charging enough!
- Know your costs
- Put a job package together for EVERY job
Resources:
Download my free 1 Page Business Plan for free
Start With Why by Simon Sinek
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On today’s podcast, I talk with marketing expert David Chism about the most common mistakes contractors make when it comes to their marketing. The Roofer Show is about learning from the mistakes of other contractors so you can avoid the same pitfalls and take the short cuts to grow your contracting business.
What you’ll hear in this episode:
- David’s background: from a long line of painting contractors, then on to estimating and marketing
- How Brazilian Jujitsu has helped his focus and discipline in business
- Top 7 Mistakes that Contractors Make:
- Not having a marketing plan or budget
- Not tracking leads
- Purchasing a CRM and not using it
- Not staying in touch with customers and relying only on new leads
- A lack of consistency in marketing
- No brand awareness
- The “try this/try that” marketing approach
- The “bonus” mistake in throwing money away on paid search and SEO
- Use a professional for ad words
- Mistakes contractors make in using social media:
- Don’t “dabble” in it
- If you start, then maintain it
- Don’t use social media to “sell” your services
- Use professional, good-looking photos of your company and services
- Promote community events that you participate in
- Keep it real and personal
- “People love to buy, but they hate being sold to.”
Resources:
A David Creation
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In today’s interview, you will learn how to maximize the profit on that big backlog of work we all have on the books. As we take on more work, most contractors experience “slippage” in their profit margins and lose control over what started out as a profitable job but have now turned into a loser that we’re just trying to close out. You're making the same amount of profit you were before, but now with lower margins, more risk, more stress, and more headaches.
Only with good Job Costing are you able to know the “true” cost of your jobs, which type of work is the most profitable, and how to squeeze out every additional dollar down to the bottom line.
My guest, Leslie Shiner, has an MBA in Finance and Accounting from UC Berkeley and has been a financial and business consultant to the construction industry for over 30 years. She only works with contractors and knows her stuff when it comes to maximizing job profits.
What you’ll hear in this episode:
- What Job Costing means for you
- How much did I spend?
- How much did I think I was going to spend?
- Am I going to be on a budget or over budget?
- Why you should want to work like you do now but make 2x the profit
- “Revenue is for vanity, profit is for sanity, and cash flow is for reality.”
- Basics of job costing:
- Identify areas of slippage
- Evaluate areas of cost during the job
- Use Leslie’s calculator to find your true labor cost
- How to track labor efficiency into your job cost
- How to find your labor utilization rate
- The “extras”: liability insurance, payroll taxes, workers’ compensation, vehicle costs, health insurance, cell phones, and small tools
- Above the line and below the line costs
- The most important part of job costing: compare apples to apples
- The biggest mistake: creating a budget at the billable rate but job costing at the gross wage
- Dollar variance vs. hours variance
- How to review your estimated cost vs. actual cost
- Strategies for making employees as productive as possible
- Focus on the work you do well
- Manage your work by knowing your numbers
- Three ways to improve profitability:
- Spend less
- Charge more
- Do more work
- Cost reports that we need and KPI’s (key performance indicators) to keep track of
- How to improve job costing efforts in your company
Resources: Shiner Group A Simple Guide To Turning A Profit as a Contractor Free Business Templates: Shiner Group Need Help Answering the Phone? Use Ruby Receptionists! Click here and use the code Roofer50 for a special discount!
Or Call Ruby at (844) 326-7829
You spend a lot driving online prospects to your website. In today’s interview, you’ll learn how to convert those visitors into qualified leads using live chat. Most websites convert less than 3-5% of their visitors to sales. Don’t let yours be one of them.
What you’ll hear in this episode:
- How Live Chat works to convert website visitors to leads, which is THE BOTTOM LINE
- Dave’s background is 5+ years with Apex, which celebrated its 10th anniversary recently and works with over 4000 contractors across the US
- Why use Apex Chat? What’s in it for me?
- It is used as a conversion tool to generate more leads
- It gives an option for clients who don’t want to make a phone call
- It is an effective and preferred method of collecting contact info
- It is a viable option for small companies who don’t have the resources to handle it on their own
- A look at the numbers:
- 79% of consumers favor live chat
- 42% of customers selected live chat as their preferred method for contact info
- 42% of leads generated by Apex come after regular business hours
- Over 150 chat agents are trained with a customized script for each client
- Questions help the agent decide if that customer is a good prospect for the business, and then a free estimate is scheduled
- The full transcript of the live chat that goes directly to the contractor within minutes
- Other features available with Apex Chat:
- Connecting the client directly to the business by phone during preset hours/days
- The “text us” button that allows clients to text instead of making a phone call
- The texting feature can be linked to your Google AdWords campaign and your Google My Business page
- Live chat shows that you WANT to connect with clients and makes your small company appear larger than it is
- Customers show an increase of 30-40% more leads when live chat is added to their website
- With Apex, there is no long-term commitment, but a month-to-month basis, and the retention rate is over 90%
- How live chat helps you keep people on your website longer and adds to the mobile web experience
- The cost with Apex: It’s a pay-for-performance pricing model, meaning you are only charged for the qualified leads they deliver, at the rate of $18 each
- The conditions that must be met to classify a “qualified lead,” including name, contact info, and more
Resources:
Apex Chat (Get 50% off the one-time set-up fee for listeners))
Call Dave: 925-237-9202
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Today I interview best selling author and expert contractor business coach Vicki Suiter about her latest book The Profit Bleed. We pinpoint the reasons that contractors are not making the money they should and how they can fix the holes in their businesses to make more profit.
What you’ll hear in this episode:
- How to deliver a good elevator pitch
- The benefits of a Mastermind group, for clarity, ideas, and camaraderie
- Vicki’s elevator pitch: what she does, who she serves, and what action she wants them to take
- “Are you going for the door, or are you asking to hear more?”
- Example of a client who reduced prices in an effort to sell more
- Increased volume means increased overhead and will equal breakdown
- What are your true labor costs?
- What infrastructure changes are required to support higher volume?
- Taking an eagle eye view of your business
- What to focus on to improve efficiency and profitability
- Learn to manage from the top down rather than the bottom up
- Pulse points covered in Vicki’s book:
-
- Pricing
- Handoff process
- Sales and marketing
- Sales and close rate percentage goals
- Production
- Feedback
Resources:
The Profit Bleed by Vicki Suiter
The Profit Bleed Find out how to get Vicki’s book for FREE, along with other resources
Suiter Business Builders Find out more about Vicki’s Free Business Health Assessment
Look for more info on our webinars, coming in March: How to get your team to take more ownership
Call Ruby show Use promo code “Roofer 50” for $50 off your first service
Need Help Answering the Phone? Use Ruby Receptionists! Click here and use the code Roofer50 for a special discount!
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Spray and Pray. Is that your marketing strategy? If your marketing is not laser focused on that ONE ideal customer that big wide net is going to drag in all those crappy leads that just want to beat you down on your price. Don’t you have enough of those? Today I’m in the hot seat when I get interviewed by Tony Booth on The Contractor Coachcast Podcast. We talk about my new eBook: 7 Simple Steps To Get More Quality Leads For Your Roofing Business and we focus in on How To Identify Your Ideal Customer.
What you’ll hear in this episode:
- Dave’s background in the family roofing business: how a business consultant turned it around
- The most challenging aspects of roofing and construction: selling, producing, and keeping score
- The most rewarding aspect of construction: having flexibility in the day-to-day operation
- The targeted approach to identify the ideal customer
- Target marketing: the Who, What, Where, and Why
- “The riches are in the niches.”
- The 20/80 rule: 20% of your clients make 80% of the profits
- “Mr. Big”—the ideal customer
- The checklist screening process for clients
- Why contractors have a hard time saying NO
- Sufficient lead flow=you can pick and choose clients=YOUR target market
- Fine tuning leads to get to the ideal customer
- Getting started: Who is your favorite kind of client? Who is most profitable and enjoyable to work with? Who causes you the most problems?
- Show the client why you provide the value
- How to find and contact your ideal customer: Where do they hang out?
- Why Dave started The Roofer Show podcast
- How Dave helps contractors through mentoring and coaching
- How Dave likes to unwind, relax, and recharge
- Dave’s parting advice: “You can’t do this alone. You have to have good people and good systems if you want to grow your business. Treat your employees well because you can’t do it without them.”
Resources:
Tony Booth episode #17
The Roofer Show (Find Dave’s ebook, 7 Simple Steps to Get More Leads and the free download, The One Page Business Plan)
Email Dave: dave@theroofershow.com
Check out Tony’s website: Contracting Coach
Email Tony: tonyb@contractingcoach.com
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With over 165,000 neighborhoods covering 80% of the country, Nextdoor presents a great opportunity for contractors to get new local leads. Referral leads. The best type of leads! Next door is a social networking service where you can ask your trusted neighbors for referrals for all types of services. Can anyone recommend a piano teacher? Does anyone know a great roofer? Today I interview marketing expert Aaron Hockel with AltaVista Strategic Partners and he takes us through the step-by-step process to claim your profile and use the best practices to be sure you are using this free service to get the best-qualified leads. You may already be getting a referral and not even know it. And as a bonus, we review how to get more 5 star online reviews from our last interview from episode #34. What you’ll hear in this episode:
- Why you need to have a clear and concise elevator pitch
- How AltaVista SP can help if your marketing strategy isn’t cohesive
- Why getting more leads is always the #1 problem for contractors
- Why roofers should use Nextdoor:
-
- They will corner the market and be the industry leader
- 25% of Nextdoor posts are people seeking local services
- Nextdoor, started in 2010: how it works and how it’s similar to Facebook and Instagram
- The Nextdoor process: download the app, create a profile, receive a super-localized feed, see things to buy and sell, generate free leads
- How to get started in entering basic info and creating links
- Why business names, phone numbers, and addresses have to be synced with no discrepancies. Don’t confuse Google!
- Nextdoor reviews: how they don’t use a star rating system, but reviews are based on recommendations, which are required in order for you to be “discoverable”
- Ways to get recommendations: how to ask and have consistency
- How to get more leads and why it’s important to get recommendations from all areas of town, tag yourself in posts, and make promotional posts
- How advertising may change in the future on Nextdoor to be more affordable
- Why you don’t want to be overly promotional or sales-y
- The key: establish yourself as an expert
- Why people look for social proof
- The importance of Facebook posts and Google reviews
- Why Nextdoor is a free, no brainer option
- Nextdoor, with their new CEO, and how there are great opportunities for roofers
- A look back at Episode 34, where Aaron shares how to get more online reviews
-
- Tips: Use a consistent process to ask for reviews, and rotate where and when you ask for reviews
- NRCA in Nashville: Go see Aaron at Booth #1262, and email him for a free expo pass or 10% off conference registration
Resources:
Call Ruby Use promo code “Roofer 50” for $50 off your first service
Altavistasp
Episodes 34 & 35
Aaron’s email: Aaron@altavistasp.com
Call Aaron at 443-960-4004 for a consultation or troubleshooting help
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I get asked that question all the time. If I were to do it again what would I do differently? To start a new roofing business I wouldn’t do it the hard way. I already did that! There is no easy way but there is an easier way. On today’s podcast, I go through the steps to set up a new business or update an existing one. I talk about taking on a partner and how to avoid the pitfalls that can often sour a partnership. Then I let you know how I would niche down to only one product and service. I get into defining our ideal customer and how I would sell by differentiating ourselves from our competitors for high profits. Finally, I examine the numbers to find out if this is something that I am going to move ahead on. Resources: Need Help Answering the Phone?
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Did you meet and exceed your goals for 2018? Or are you saying “Shoulda, Woulda, Coulda”? If you haven’t downloaded my free 1 Page Business Plan, go to my website, download the fillable template, and get the year started off right! To help you grow a more profitable business in 2019, today I talk about the best episodes of the past year.
What you’ll hear in this episode:
- My goal for the podcast: to help contractors run better businesses, with less stress and more free time
- My goal for my business: to NOT be tied to the business and be able to take time off whenever I wanted
- 80% of contractors who start a business will be out of business within 5 years
- From Episode 66, with Michael Stone: Top Six Reasons Contractors Fail
- Not charging enough for their work
- Failure to use proper change orders
- Failure to use good legal contracts
- Having too many employees for the work volume
- Having an improper payment schedule on contracts
- Having a lack of profitable sales
- From Episode 59, with Scott Calhoun, attorney: Are you protected from these four business killers? Disillusion, Divorce, Death, and Disability
- A big tip: outsource your front desk reception
- From Episode 78, with Jill Nelson of Ruby Receptionists: Get more qualified leads by using a virtual receptionist
- The three-legged stool: Sell work, do work, and keep score
- The Sales Leg:
- Episode 40, with Tim Musch of MarketSharp: Six simple steps to increase sales
- Generating inquiries
- Setting up calls/appointments
- Lead warming
- Sales presentation
- Proactive follow-up
- Proactive repeat and referral activities
- Episode 34, with Aaron Hockel: How to get more online reviews
- Episode 43, with John DeRosa: How to escape the price-driven sale (John says to debrief after every sales interaction)
- Episode 82, with Marc Levesque: Everything you need to know about PPC to keep a full pipeline
- Episode 40, with Tim Musch of MarketSharp: Six simple steps to increase sales
- The Work Leg:
- Episode 48, with me: How to set up a job (the key is communication with the customer)
- Episode 16, with Dean Logan: How to control labor costs
- The Score Leg
- Episode 56, with Randal DeHart: The dashboard for a successful business (check out his 5 key performance indicators)
Resources:
Legal Zoon
Labor Sync
Market Sharp
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With the year over and coming into 2019, it’s time for a year-end checkup of your business. It’s a new ballgame. It’s a time to take a step back, look at the score, and be sure you are on track for a strong finish. In today’s podcast, I make it easy with an 8 step process to evaluate your business performance and give you a free download from my website with a fillable PDF that you can use to lead your team to success.
Would you like your business to keep growing? And would you like to retain the valuable employees that work for you? Half the year has gone now, so the time has come to take a step back and do a mid-year check-up to make sure that you're on track in reaching the goals and targets that you've set for the year for your business. This is something that you can't do alone so it's very important to get everyone on board and to have the entire team facing in the same direction. Listen in today as I explain my really simple, eight-step plan for doing this.
Every employee needs to know what's in it for them and they also need to understand that if you work as a team, with the same goal in mind, everybody is going to benefit. I used a simple, eight-step, one-page business plan, to do quarterly check-ups in my business and it really helped us stay on track, and it worked in keeping the turnover rate of employees low. On the show today, I will be discussing how to do this by using my one-page business plan, which you can download for free from my website, as a playbook. Even though many of us don't really like business-plans (or think we have time for them) they are critical if you are going to grow your business, so listen in today to find out how to use my eight-step mid-year check-up to keep your employees motivated and your business growing and running smoothly.
What you'll hear in this episode:
- Making sure that the whole team is really motivated.
- It's really hard to find good labor- and sometimes even harder to retain it, so having this mid-year plan really shows your team that you know what you're doing.
- About my really simple, one-page business plan to get you thinking about where you're going and what you need to do to get there.
- The first step to the mid-year check-up is all about knowing your numbers.
- The things you need to check up on, in order to know the score.
- Did you hit your margins?
- Taking a look at safety- now and going forward.
- Making sure that everyone on the team knows what the score is, going into the second half of the year.
- Step 1- The End. Knowing where you're going and then planning to get there.
- Step 2 - The Customer. Looking at the type of customer you really want to be doing business with and then targeting them as a team.
- Step 3 - The Focus. Focusing clearly on what you do and why you're in business.
- Step 4 - The S.W.O.T. Reviewing your strengths, weaknesses, opportunities, and threats and seeing if there are any changes.
- Step 5 - The Operation. Making sure that you continue to sell your work, do your work, and keep your accounting straight.
- Step 6 - The Process. Having systems and processes in place that are not reliant on you (or on one or two other key players).
- Step 7 - The Action. Doing the one thing that's really going to make a huge difference in your business.
- Step 8 - The View. Creating an exit-strategy and planning for your retirement.
- To get my one-page business-plan go to The Roofer Show click on the One-Page Business Plan and download it.
Sponsor Info:
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There will be another recession that can destroy your business. It may be down the road but it will come. Now is the time to recession-proof your contracting business by setting up a sales process and building a quality sales team for the long haul. Today I interview sales team builder Ryan Groth and learn his 5 step process that will get you started on recession-proofing your business today.
What you’ll hear in this episode:
- Ryan’s background as a pro baseball player and how he connected with a commercial roofing contractor in FL who became an important mentor
- How Ryan ended up selling his mentor’s sales software and learning the business from the inside out
- Why Ryan started coaching and training companies to be successful in the sales process
- What Ryan sees in the industry and how we fall short with sales and underestimate what it takes: we don’t have a clear path and process and we don’t screen for the right competencies that translate to sales success
- Why price is NOT the #1 factor in sales
- Ryan’s 5 Step Process in Building Your Sales Team:
-
- Get a sales leader---look for a desire for sales success, responsibility, commitment, a great outlook, motivation, and recruiting ability
- Lead with service---it’s about building trust and relationships
- Improve your pipeline management with a defined sales process---have a system to follow up and gather the right info and create value
- Have a CRM (customer relations management) program---it keeps leads from falling through the cracks
- Set goals---this goes to the heart of what drives the sales team, but they have to be empowered goals that everyone will buy into
- How to know when you’re ready to hire your first salesman
- Ryan’s advice he received from his mentor: “On the way to perfect, you pass up a lot of good.”
Resources:
Email Ryan: rgroth@salestransformationgroup.com
Find Ryan on Linked In
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Today I’m in the hot seat when I’m interviewed by fellow podcaster Dr. Sabrina Starling on her podcast, Profit by Design. Sabrina is the author of How To Hire the Best for the Construction Industry and helps construction business owners with work/life balance and hiring challenges. We have a conversation about hiring the best people so you can have free time to spend with your family and get away from the chaos of the day-to-day running of your business.
What you’ll hear in this episode:
- A shout-out to Dr. Sabrina Starling, featured in The Roofer Show, Episode 83, on her Four Hiring Strategies--and then you’ll hear her interview me for the Profit by Design podcast
- The early years in Dave’s “school of hard knocks”
- The drawbacks of Dave’s father’s business process, being dependent on a handful of people
- What Dave realized he needed and what he did to make changes
- Dave’s One-Page Business Plan
- How the business plan brings clarity
- The changes Dave made that helped the business take off, especially regarding the commercial vs. residential question
- Paying attention to the numbers, and then honing and refining
- The inefficiency of “context shifting”
- Finding the “one thing” that will be successful
- 8 Steps of the Business Plan: (the most important step is to convince them that they NEED a business plan!)
- Start with the destination in mind
- The what, who, where, and why
- Have a mission statement
- The SWOT--strengths, weaknesses, opportunities, and threats
- The operation
- The process
- The action
- The view
Resources:
Need Help Answering the Phone?
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Or Call Ruby at (844) 326-7829
If you are going to grow a profitable contracting business you’re going to need to know some basic sales numbers. I’m not talking about advanced math or accounting. In today’s Quick Tip I’ll show you many times you need the phone to ring, how many presentations you need to make, how many jobs you need to sell to hit the numbers you need to make the money that you want.
After more than 500 interviews with Roofing Contractors, Bill Good understands what problems keep us contractors up at night! In today's interview with Bill, we dig deep into the problems we all face every day in our businesses and what the NRCA is doing to help solve them. Bill, who has an MBA from the University of Chicago, has been the CEO of the NRCA for most of the past thirty years. The mission of the NRCA is a simple one- to assist contractors and advance the industry. It's a hundred and twenty-nine years old, with thirty-five hundred members and staff of fifty-three. Half of the members do both residential and commercial and half of them do less than $1,000,000 in sales, so there's something there for everyone.
Bill is due to retire this year, so Dave wants to draw on his vast experience and find out what's happening in the roofing industry from someone who really knows before he hits the beach. As Bill talks with a large number of contractors each year, Dave would like to know about the types of problems going on out there and what can be done to solve them. Listen in today, and find out from an expert, how you can take your roofing business to the next level. Let's dive in and learn some valuable tips to help your roofing business!
Today, Bill talks to Dave about:
- What his plans are.
- Why the average roofing contractor should join the NRCA and what they will get out of it, as it's pretty expensive for the ordinary guy.
- Some of the issues that need to be dealt with in the industry.
- The average apprentice joining the roofing industry today is thirty years old- what that tells us.
- The difficulties roofing companies face in terms of finding the right people to hire.
- The black market that has been created due to the government's immigration policy.
- The results of school leavers being encouraged to go to college, rather than going to good trade schools.
- How it is possible to advance in a number of areas within the roofing industry.
- The changes that he's seen in the industry over the last thirty years.
- Why roofs on a lot of buildings are the single most important component for saving energy, today.
- How the roofing industry has advanced and improved, in many different ways.
- The increasing government regulations affecting the industry, today.
- The love/hate relationship that exists between the government and the roofing industry and Bills concerns in that area.
- How the NRCA assists with inspections and various other business issues affected by governmental regulation.
- Health care today and the roofing industry.
- Why the roofing industry is in a better position now than ever before.
- How the NRCA has been involved with the building code arena.
- His thoughts on how the new government administration could affect the roofing industry.
Business Quick Tip: Current and future state of our workforce is the number 1 problem in our business. Don’t poach people from other companies. Make sure the word on the street is that your company is different and treats employees well. Learn how Dave used a Spring Carnival as a very effective recruitment tool. Paying a substantial amount for referrals is also effective. It’s important to have regular meetings and feedback sessions with employees. Making sure you have a happy workforce is the best way to keep your turnover low!
Connect with Bill:
Bill Good Email: begood@nrca.net
You can read the full show notes at The Roofer Show.
The biggest problem faced by most of the contractors I work with is that they just can’t get off the hamster wheel of the day-to-day. They start off each day with the best intentions but end up just putting out fires. Having to “do it all,” they grind out another 80 hours, and the next thing they know is that there are problems at home and the stress just keeps piling on. Today we’re going to get you some relief with the help of Danny Kerr from The Breakthrough Academy.
What you’ll hear in this episode:
- Danny’s background: Growing up in Vancouver, British Columbia, he strugged in school with dyslexia and being bullied and became a stubborn rebel. He lost his dad to a drug overdose at age 14 and then changed. He went to college, became a good leader, and was obsessed with working hard to NOT become his dad as he ran a painting business. He soon learned how to delegate and empower other people.
- Danny’s Three Keys to Success In Business:
- Getting a clear vision
- Start with the end in mind, know where you’re going and how you can get there. (December is a great time to reset and reflect!)
- Building the right team
- Slow down in the hiring process and do it properly. Put more time, money, and effort into finding and developing people. (Listen for Danny’s tips for using Zip Recruiter, Craigslist, Facebook, and LinkedIn.)
- Building the right systems
- All your systems have to work together. Have a useable budget for the year and a sales and production plan (Those are small pieces that become an entire management system.)
- How Breakthrough Academy uses repeatable systems, support, procedures, community, and culture as development tools that franchises use
- Statistics on Breakthrough Academy’s work: In just four years, they have 220 live members with $450 million in revenue and 126% net profit increase per member last year
- The Breakthrough Academy system, using templates, procedures, coaches, and events
- The ideal client of Breakthrough Academy is a trades or home service person with $1-10 million in revenue, with more revenue than they can handle
- The Breakthrough Academy way: a combination of content, coaches, and community
- Getting a clear vision
Resources:
Find Danny’s resources:
https://www.btacademy.com/requestform
Download Code: TRS3KEYS
Prioritization and Scheduling **Profit Tracking and Planning
Hiring Templates**
Use Ruby Receptionists! Use promo code “Roofer 50” for $50 off your first service
Or Call Ruby at (844) 326-7829
I like to watch the show Shark Tank. Usually I’ll binge 4 or 5 episodes at a time every so often. You can learn a lot about business from the Sharks. And yes, even the roofing business. Yeah, it’s entertainment. But they’ve been there and done it! Here is what you can learn from the Sharks: They start off by just asking for the short story about the business. The elevator pitch. They don’t really care what it is. What’s the problem and how are you solving it? Just like selling roofing. What’s the competitive advantage? What’s the added value? Just like selling roofing. They don’t want to hear all about you and all the great things the business does. It’s all about them! How are they going to get a return on their money and exit. Just like selling roofing. What are you going to do for your customer? Know your numbers! The businesses that never get funded are the ones that can’t answer a barrage of questions about their sales, costs, and margins. Just like running a roofing business.
My guest for today is Todd Dewalt and he has an awesome podcast called The Construction Leading Edge. It's for business owners and contractors who would like to grow and do away with any disorder in their business. On the show today I have a really great conversation with Todd about ways to improve your business. And Todd has some great giveaways too, like a video series with a ton of really simple information that you can use to better your business. So be sure to listen in all the way to the end of the show today.
Did you know that feedback is the breakfast of champions? It really is important that you give it to your people regularly, because as business leaders, we know that this is how you grow your company and your people. So we're also talking feedback today because we have to tell our people how things are, what can be improved on, and what we like, or don't like about what they're doing. Listen in to find out more.
Show highlights:
- Tod explains how he got to where he is today.
- How Todd ended up in the sewer rehab industry in 2010/2011.
- How that Todd managed to grow and improve the business in three years.
- Taking the stress out of construction.
- Todd shares a fundamental mind shift in how to run a contracting business.
- What operating your business from right to left means.
- Starting with a vision and direction.
- A great tip for managing your fear and anxiety.
- How to avoid becoming a 'lid' on your business and keeping it from growing.
- A fixed mindset vs a growth mindset.
- Developing the confidence you really need.
- Todd tells us about the controversial 'skilled labor delusion'.
- Why you need to lead your people well.
- Developing the skill to have the difficult conversation.
- Telling your people what winning looks like and giving them some recognition really goes a long way.
- The difference between selling and estimating.
- About Todd's Contractor Sales Accelerator series.
- Todd explains what he has to offer, and how you can get hold of it.
Resources:
Books: Lone Survivor by Marcus Luttrell
Mindset by Carol Dweck
Think And Grow Rich by Napoleon Hill
To get Todd's free video series, The Secrets of Successful Contractors, go to Construction Leading Edge
For resources on leadership, selling, project management, or designing your business to operate from right to left, sign up for Todd's Construction Business Accelerator Program free ten-day trial at Construction Business Accelerator
Sell Me This Pen If you saw the movie The Wolf of Wall Street you’ll remember the final scene where Leo, just out of jail and banned from selling stocks, is teaching a group of eager salesmen looking for the “silver bullet” of selling. Leo asks a nervous victim in the front row that classic sales manager question, “Sell Me This Pen”. The movie ends before we get the answer. Today, I show you the right way to answer this question and how it applies to home services sales. The 4 Takeaways 1. Establish the need and problem by asking questions. Then LISTEN. 2. Provide a solution and get his agreement. 3. Ask if there is an opportunity to expand and up sell the sale. 4. Only after getting his agreement and trust along the way do we ask for the order and close the deal. The question is asked to make you feel uncomfortable. Turn it around and take control of the sale process.
Contractors ask me all the time if I were to start another roofing business what would be the #1 thing I would do. I always tell them the same thing. I would start with a written business plan. Without a written plan you can’t have the clarity of where you want to take your business and how you’re going to get there.
That’s why I wrote the 1 Page Business Plan. You can download it for free from my website and fill in the PDF. This will give you a professional business plan in just a couple of hours that you can review with your team to be sure everyone is headed in the same direction---a better business and bigger profits!
What you’ll hear in this episode:
- What is your plan for your business for 2019?
- Two things made a difference for me when I was driving my business into the ground: hiring a consultant and developing a business plan
- A business plan will get you organized, get everyone on board, and foster confidence in your leadership
- Common misconceptions that contractors have about a business plan
- Why do you need a business plan?
- My 8-step template to give you an overview of the future of your business:
- The End: What is your destination? How to plan ahead for when you will exit the business
- The Customer: You can’t be everything to everybody. Determine the what, who, where, and why of the customer
- The Focus: Have an elevator pitch that covers three questions: What problems do you solve? How do you solve them better than your competition? What action do you want the customer to take?
- The SWOT: What are your strengths, weaknesses, opportunities, and threats?
- The Operation: You have to sell work, do work, and keep score (the three-legged stool) “Not getting invoices out means not getting the cash in.”
- The Process: See where the problems are in your business. Have systems and processes in place, and get good people in and train them to do a great job.
- The Action: What is the ONE thing that will make the most difference in your business?
- The View: What is your business going to look like at “the end”?
- “Everybody’s got a plan until you get punched in the face.” ---Mike Tyson
- A business plan will give you a more profitable business, more satisfied employees, and more free time!
- Be ready to adapt, make changes, and have a plan!
Resources:
Call Ruby Use promo code “Roofer50” for $50 off your first service!
If you use sub or independent contractors in your business you’re going to want to listen to today’s show with attorney Philip Siegel. Philip works at Hendrick, Phillips, Salzman, and Siegel, a firm in Atlanta that specializes in work for construction companies all over the country.
The difficult labor market has many of us turning to independent contractors to get the work done, but new regulations and aggressive enforcement have resulted in new hidden dangers for contractors. The misclassification of employees is costing business owners thousands of dollars in fines, but in today’s show, you’ll discover how to easily navigate this complicated issue. Join us to hear more from Philip!
What you’ll hear in this episode:
- The problem in misclassifying employees: Why should I care about it?
- Why issuing a 1099 form does NOT determine who is an independent contractor
- How this issue plays out regarding wage and hour audits, OSHA audits, disgruntled employees, unemployment claims, and payroll taxes
- Employee vs. independent contractor: How do you know which is which?
- The work being done by the contractor
- Their managerial skills
- The worker’s investment
- The worker’s special skill and initiative
- The relationship: permanent or indefinite
- The nature and degree of the employer’s control
- How to avoid huge fines and large attorneys’ fees
- What about salespeople on commission and office managers?
- Things to watch out for when hiring subcontractors:
- Have an agreement with specific provisions
- Insurance and indemnification requirements
- Takeaway tips: Conduct a relationship audit to assess exposure and have a contract
- The Retainer Program at Philip’s firm, as low as $350/month!
Resources:
HPSS Law
Email or call Philip: pjs@hpsslaw.com (404) 522-1410
Stop tolerating warm bodies doing just enough to get by and driving your best customers away. In today’s interview with the “Business Psychologist,” we uncover the 4 strategies to solve the # 1 problem contractors face: How to hire the “A players” and where to find them.
What you’ll hear in this episode:
- Sabrina’s roles: founder of Tap the Potential, author of How to Hire the Best and How to Hire the Best for the Construction Industry, and host of the weekly podcast, Profit By Design
- Background as a psychotherapist who was tapped out and looking for something different when she discovered life coach training
- How she helped construction business owners with work/life balance and hiring challenges, including how to turn “warm body employees” into great team members
- The #1 problem: how to hire, train, and retain the best people
- In the construction industry, 24% of employees are over age 55 and only 7% are under age 24. The average roofer is 42 years old
- Four Strategies in Hiring the Best:
- Innovating with automation to reduce labor needs
- Building a lean, yet mighty team
- Strategic networking with an A-player attraction system in place
- Creating a great place to work
- How to accept reality and get creative in the hiring process
- When should you recruit? When the lead generation is steady
- Marketing and recruiting are things that need consistent action and budgeting
- How to create a pipeline for recruiting A-players
- For optimum retainage, show appreciation and respect and be the “We’re always looking for good people” kind of business owner
- Use training and coaching to create loyal, satisfied employees
- How we set up new team members to fail without having communication systems in place
- How a great culture will reduce your need to hire
- Use the business anniversary to celebrate and do something special for your team
- Sabrina’s podcast, Profit By Design----because she had a lot to share and wanted to give entrepreneurs a platform to share their wisdom with others
- How she tries to help people “build sustainable, profitable businesses to live the lifestyle you desire”
- Her new upcoming project: The Four-Week Vacation---why your business should support your life and NOT the other way around
- Sabrina’s business, Tap the Potential, and how she transforms life-sucking and cash-sucking small businesses into highly profitable, great places to work
Resources:
Tap The Potential Find all of Sabrina’s resources
How to Hire the Best by Dr. Sabrina Starling
How to Hire the Best for the Construction Industry by Dr. Sabrina Starling
Need Help Answering the Phone?
Use Ruby Receptionists!
Click here and use the code Roofer50 for a special discount!
Or Call Ruby at (844) 326-7829
If you want a consistent flow of qualified leads you need to listen to my interview with Marc Levesque and learn how a professional PPC campaign can get your company’s name in front of new prospects ready to buy your services. Once you have their attention, Marc gives you the secrets to converting those clicks into qualified leads using the right landing pages.
What you’ll hear in this episode:
- Dave met Marc at the Contractor Success Summit in May. The Summit will be held again in 2019, so watch for it.
- Webrunner is a contractor-focused marketing agency and Marc is the co-founder.
- Dave and Marc suggest staying focused on and to your goals and values while niching down is what is needed to grow your business.
- Marc says his company has identified a way for contracting businesses to leverage Facebook or Google to generate more leads for their businesses.
- Hiring an outside firm to market your business can be costly, but Marc’s business says paid advertising brings forth leads for quick returns.
- Webrunner has a blog containing information about PPC marketing.
- Dave says many contractors try to do their marketing when it’s really not their field of expertise and hiring a professional to market can be more targeted and bring better returns.
- Marc cautions against using 3rd party aggregator sites because they can be risky; it’s not the lead cost, it’s the customer acquisition cost that’s important.
- Dave adds that hiring someone who really knows what they’re doing is important because trying to do ads or pay per clicks on your own can be tricky.
- Dave says reverse engineering your business to look at your numbers is necessary to really know your numbers so you can become more profitable.
- Marc says he likes his customers to be very involved on the back end and to ask for reviews or testimonials from clients.
- Marc and Dave agree that you should not focus on being the biggest guy or company in town but focus on quality and profitability.
- Dave says it’s important to answer phone calls, texts or e-mails in a timely manner, and adds that his sponsor, Call Ruby, can help with that. Many clients will move on to the next company if they do not hear from you.
- Marc discusses the importance of converting leads into clients, which depends much on having SOPs in place and timely, friendly responses.
- Marc says to leverage your relationships with past clients in order to get good referrals for more sales. The lifetime value of your customers is super important.
Resources:
Book a Demo with Marc
Webrunner’s Website
Marc’s e-mail: mlevesque@webrunnermedia.com
Call Ruby
The Roofer Show Website
As contractors, we’re always on the go, sometimes hitting four or five locations per day — which makes communication even more crucial. Luke Hanson’s roofing company found that taking photos helped them when writing bids, coordinating with their crews, and handling customer disputes, but getting them organized created a huge headache. He created CompanyCam to solve that problem.
What you’ll hear in this episode:
- Luke’s background in his family roofing company
- Why he knew there was a better way to organize photos from jobs, but couldn’t find what her needed; CompanyCam was born when he figured out how to solve the problem
- CompanyCam launched in 2015 and has over 2000 customers today
- Why CompanyCam has great reviews and NO negatives
- Their goal? To keep it simple and save people time
- How the app captures information in the field and uses GPS to figure out the address to streamline the whole process
- Steps a contractor goes through in taking photos and why getting a visual eliminates confusion
- The measuring tool and pitch finder within the app
- Why they are working on how to use photos for marketing purposes
- Each photo tells what job, when it was taken, where, and by whom
- How CompanyCam builds trust with customers
- How CompanyCam tries to touch and improve every step of the process
- The handoff process between selling the job and the production phase
- How a time-stamped, GPS-stamped photo can save the contractor many problems
- How Luke’s company handles change orders
- Communicate quickly and transparently
- How photos can be sent by text, the simplest and easiest way
- CompanyCam’s Before and After program
- How to take photos when the job is complete
- Asking the customer to share “after” photos on social media
- The crucial marketing piece and the upcoming improvements to the process
- How CompanyCam sends thank you gifts to every customer
- Look at the long-term value of the customer and the referral value over time
- The cost? $12 month per user
- Easy access to all the photos
- Integration possibilities with CompanyCam and your CRM software
Resources:
CompanyCam.com/roofershow 30-day FREE trial for The Roofer Show listeners!!
www.callruby.com/roofershow Use promo code “Roofer 50” for $50 off your first month’s service!
Do you ever feel that your business is out of control? You’re not alone. Today I talk with Jake Dempsey of JobNimbus CRM about getting your business organized and under control by using a CRM program. No more leads falling through the cracks. Jake lays out a simple process that will increase your sales, reduce your stress, get you, additional happy customers.
A lot has changed with Dave since he was last on the show, which was on episode 29, so tune in to learn more about Dave, JobNimbus CRM, and the upcoming JobNimbus Solution Summit October 22-23, in Austin, TX.
What you’ll hear in this episode:
- Jake defines what a CRM (Customer Resource Management) is, what problems it solves, and why you might need one.
- A Customer Resource Management system keeps track of your customers and your jobs.
- Jake says If you have ever had to answer the phone and have a customer ask why his job fell through the cracks, you need to use a CRM.
- Jake says a CRM not only keeps you organized and efficient, but it helps with accountability.
- According to Jake, nearly 60-70% of companies still operate from Excel spreadsheets and magnet boards on the wall, and many times businesses don’t realize where their money leaks are, and a CRM can really help with accountability.
- Dave shares how stressful the roofing business can be, and emphasized how important it is to have a CRM in order to scale your business.
- Feedback from Jake’s customers using a CRM includes benefits like organization, no more jobs falling through the cracks, better customer communication, businesses handling bigger workloads, increased closing rates, and more.
- Dave says the number one complaint among customers of services is lack of or poor communication from contractors.
- Jake explains how a CRM works. It’s a web-based program with a mobile component, has a connection to Zapier (which can help with lead generation).
- Any interaction including your phone calls, photos shared,etc, are logged and time-stamped in Job Nimbus.
- Jake says there is a client component with JobNimbus which allows them to track progress, a communication component and a photo component which allows JobNimbus to become the main hub of running your business.
- Jake says the list of integrations with other platforms JobNimbus has is very long. Ie. Quickbooks, EagleView, etc.
- Jake says if you have any hope of scaling, you have to have everyone using the same processes. A CRM helps you track that.
- Jake explains how streamlining and tracking your processes can help you eliminate problems, which results in consistent quality on the back end, which then results in customers giving you great reviews.
- By effectively implementing a CRM, it will create big changes in your company and increase your bottom line.
- The JobNimbus charge is $25 per user per month.
- Dave shares that many small contractors in his mentoring program work hard, rush around putting out fires but don’t make the kind of money they need to be making.
- Dave recommends three companies to help those smaller contractors: Ruby Receptionists to answer phone calls, Fast Easy Accounting to keep the books, and a CRM like JobNimbus to organize your processes.
- The JobNimbus SolutionSummit will be held in Austin, Tx, October 22-23. It will be JobNimbus and some of their key partners giving you education on how to best effect change in your company.
Resources:
The Roofer Show website
JobNimbus
JobNimbus SolutionSummit on Facebook
JobNimbus on Twitter
(855) 964-6287
Vicki Suiter runs Suiter Business Builders, a consulting business for contractors that she started back in 1990. She helps contractors build better and more profitable businesses. Vicki and I are in a mastermind group together, and she’s here to discuss her new book, The Profit Bleed, which pinpoints the places where you are losing money in your business.
What you’ll hear in this episode:
- Vicki’s background in banking, then as a corporate controller: when she was married to a painting contractor, she saw that there was a lot she could do to help contractors
- Why she wrote the book when she saw contractors struggle to make a consistent profit
- Top ways that contractors bleed profits: (you have to learn to hold on to your gross profit margin)
- Manage your labor risk
- Know your overhead cost
- Manage the production side
- How to do a “two-week look ahead”
- How to engage your team so they take ownership and become partners and not helpers
- Why it comes down to about ten repeated and consistent things you can do to build a stronger business and have your employees have pride and confidence
- How Millennials can help build your business and want to stick around for more than two years
- How to develop systems and responsible team members so you, as an owner, can actually take a vacation
- Statistics show the average roofing contractor is 42 years old!
- The # 1 problem: finding and attracting people to the trades
- What contractors can do to stop the profit bleed: know your numbers
- “Hope is NOT a business strategy.”
- “Leaders are willing to confront the brutal facts.”
- The stress comes from what we don’t know and what we are concerned about
- Changes in the industry in the last ten years: technology has changed, the buyer has changed, and there is much higher mistrust
- Why contractors have to communicate better on the front end
- The #1 thing contractors can do to increase profits: have a goal for your profit margin and know your real costs
Resources:
Call Ruby Use promo code “Roofer 50” for $50 off your first month
Suiter Business Builders
The Profit Bleed
Good to Great by Jim Collins
Today I’m talking to Jill Nelson of Ruby Receptionists about how to get more qualified leads by using a virtual receptionist. We all know that the biggest complaint about contractors is that they DON’T answer the phone! Let Ruby help your business! Join us to hear what Ruby provides and how they can help YOUR business.
What you’ll hear in this episode:
- When Jill was a receptionist, she wanted to be an entrepreneur and open a co-working space, but when that idea didn’t work out, Ruby Receptionists was born
- How important the first impression and the trust factor are to customers
- Why customers often give their business to the one that answers the phone professionally and is “nice”
- How Ruby started out as Work Source, Inc., helping small businesses do essential tasks
- Why spend time and effort trying to get leads when you aren’t going to answer the phone?
- How Ruby Receptionists differs from the traditional answering service
- Statistics about business phone calls:
- 42% of all phone calls are from buyers who are ready to buy
- 2 out of 3 mobile searches end in a phone call
- 30% of all phone calls end in a sale
- Services that Ruby provides:
- Their trademark friendly voices
- Unmatched call quality
- Top-notch technology
- Customized responses and call handling for each business
- How Ruby can set up your appointments via Calendly
- How the Ruby mobile app works and what it allows customers to do
- How Ruby can help a small company can look and sound like a large company
- The benefit to larger contractors of using Ruby
- You can use Ruby as a backup service to your in-house receptionist, always with a live, friendly voice
- No out-of-country receptionists---all are based in Portland, Oregon
- How Ruby has won many awards and accolades
- How you can take Ruby for a test drive (visit the website!)
Resources:
Call Ruby
Use promo code “Roofer 50” for $50 off your first month’s service!
Do you ever feel stressed or out of control when running your growing contracting business? If so, this is the show for you. Today, I interview Diane Gilson about how much that chaos is costing your company. Too many contractors don’t like numbers and usually turn over the bookkeeping and accounting to someone that may be less than qualified--or worse--downright dishonest. Find out how making some minor changes can reap a huge improvement in profits.
What you’ll hear in this episode:
- Diane’s business: Info Plus Accounting—23 years strong!
- Diane’s background as a CPA and in management accounting
- How her first clients were in the construction business and needed help with their numbers, job costing, and business systems
- Diane’s programs, articles, profit calculators, spreadsheets, and MORE!
- How to have more financial control
- The Cost of Chaos
- How to calculate what owners should pay themselves
- Opportunities to reduce cost:
-
- What 45 minutes wasted each day actually costs you!
- How to save money on materials
- Save by not incurring tax penalties
- Watch out for credit card debt
- Increasing your income:
-
- Do a better job of pricing
- Manage change orders better
- Go for a higher gross profit
- Implement changes to improve your bottom line
- 56 extra benefits to being in control of your numbers!
- Diane can help you be more effective, more profitable, and have a less stressful business!
Resources:
Visit Diane’s website: Build Your Numbers
Email Diane: help@infoplusacct.com
Roofers racked up over $21 million in OSHA citations in 2016! Will you be ready when they show up on your job? As the Risk Development Director for the NRCA, Harry will explain the steps you need to take to defend yourself from one of the biggest threats we face as roofing contractors. We need all the help we can get when it comes to navigating the complicated maze of regulations and Harry gives us the answers.
If you would like to avoid a costly run-in with OSHA, you will really gain a lot from listening in to today's show, with Dave's expert guest, Harry Dietz. Dave has found that whenever he talks to contractors, the biggest issue that always comes up is problems with OSHA - fall protection in particular. Harry is the Director of Risk Management at the National Roofing Contractor's Association (NRCA), so he's an expert when it comes to this overly regulated industry. Whether it's OSHA, EPA, DOT, or any other bunch of letters, Harry's got it! He will be teaching a full day course in fall protection at the end of the month (Fall Protection A-Z), so listen in to today's show, as he brings you up to speed with the latest.
Harry grew up in a family roofing business in Chicago and he's been on the staff at the NRCA since 2002, where he has revised the safety manuals many times. He is also an authorized trainer for the ten and thirty hour OSHA Construction Safety Classes and he teaches the NRCA's Fall Protection Class, CERTA Torching Safety and Form Training classes. On today's show, Dave quotes some statistics which clearly indicate that if OSHA shows up on your roof, the chances are that you're going to be issued with multiple citations. So, listen in and find out what you really need to know, before OSHA knocks on your door.
Today, Harry talks to Dave about:
- What he's been doing at the NRCA for the last fifteen years.
- The direction that he's seen the NRCA take, over the last fifteen years.
- Why it's unlikely that an OSHA compliance officer, on a project and looking for things, will not find anything wrong.
- How using a contractor to ensure that all your ducks are in a row and all the correct training has been done and that all the workers are safe, can help you to avoid penalties.
- An outline of the current requirements for roofing contractors as in Harry's Fall Protection A-Z Class.
- The overriding concern of NRCA members of whether their workers are actually safe on the job.
- What he focuses on, in his Fall Protection Class.
- That he demonstrates in his class how you would go about rescuing yourself, or someone who has fallen off a roof with the safety harness on.
- The type of training you would need in order to comply with OSHA regulations.
- That OSHA will require records of training from workers.
- What you can do to be prepared for an OSHA inspection.
- What you can expect to happen during an OSHA inspection.
- That it can take up to six months for a citation to arrive.
- Your rights and the proper procedure to follow, should you be issued a citation, to have it either reduced or eliminated.
- That dates are a big deal with citations.
- Some of the new regulations coming out, including the new silica rule and the electronic submittal requirement.
Links:
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To find more training information and resources, go to: NRCA
Harry's email: hdietz@nrca.net
For NRCA membership- Contact Nicky Golden
Link to the mentioned article: NAICS Code: 238160 Roofing Contractors
Get your free copy of Dave's new guide - 7 Steps To Getting More Qualified Leads For Your Roofing Business
My salespeople had a favorite “Whine”—"Homeowners only care about the price and we’re too expensive.” When in fact, survey after survey tells us that price is rarely the main reason why homeowners select a particular contractor. In today’s interview, I discuss the sales process you need to get your price, with expert John DeRosa.
What you’ll hear in this episode:
- John’s work as director of contractor training and customer experience at SRS Distribution, including travel and seminars
- His 25 years in the building material industry after initial training to be a chef
- The focus on customers’ needs in a consulting role
- Focusing on customer success with their business skills
- Changing the consumer’s perception of contractors and the price-driven sale
- Showing the homeowner the value you bring to the process
- Why you can’t let the decision come down solely to price
- Show the differentiation between you and the competition
- Ask the questions—and then, LISTEN!
- Show the homeowner that all contractors are not created equal
- Closing the sale and making the homeowner feel like they are getting a great deal
- Improving sales skills
- The #1 reason contractors fail? Not charging enough
- The upcoming IRE in New Orleans and John’s topics: Keys to Escape the Price-driven Sale and Priorities that Drive Profitability
- How to overcome the phenomenon of “sales guilt”
- Working with the homeowner in structuring their affordable roof system
- John’s best sales advice: Learn to de-brief after every sales interaction
Resources:
BBB (Ranks business types with the highest number of inquiries)
Find John’s video on LinkedIn, “Stop Whining and Start Selling”
Email John: jderosa@srsdistribution.com
John’s YouTube channel
If you’re not marketing and selling preventative roof maintenance you are leaving a lot of money on the table! In today’s interview, Greg teaches us how to set up a maintenance department, find the right people to run it, and how to sell maintenance for high profits. He’ll also show us the top 5 mistakes contractors make that will kill the deal.
Greg Hayne, of The Hayne Coaching Group, has a unique training program that helps roofing contractors grow their service departments and become more profitable and provide superior service for their customers. For the past ten years, he’s been teaching contractors the best practices of the most successful service departments around the country. He shows us how you can make a lot of money providing great service.
What you’ll hear in this episode:
- Why your repair department and service department are NOT the same
- How to set up a service department (Use Greg’s formula for profit margins)
- The Top Five Mistakes Roofing Contractors Make:
-
- Not treating repair requests differently than initial requests
- Not addressing repair requests promptly
- Poor documentation
- Not handling tenant communication properly
- Ignoring other problems with the roof
- Other problems:
-
- Not returning phone calls promptly
- Not sending out prompt invoices after completing the work
- Tips for providing a preventive maintenance program:
-
- Don’t over-specify your services
- Don’t forget to SELL your maintenance program
- Why documentation is CRITICAL
- Common mistakes in selling preventive maintenance: (You have to show them how it will save them money!)
-
- Specifying too much
- Sending in quotes instead of selling
- Not asking questions
- How a preventive maintenance program adds value to your business with recurring income
- Greg’s training programs, peer groups, and individual coaching
- Resources:
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www.creatinggreatservice.com(Available training programs and free downloads to help assess your business)
In today’s interview, I sit down with Devon Tilly from The Art Of Construction Podcast and learn how he built a company culture to take his successful business far into the future. Devon has been recognized nationally for his innovation and creativity within the building industry. In today’s conversation, we go deep into people and technology. As we all know, there are more people going out of the industry than coming in. Devon has some great ideas on how to attract and retain the best from that limited supply, which is a requirement to grow any successful business.
What you’ll hear in this episode:
- Devon’s podcast, his company, Mountain View Window and Door, and his love of people and technology
- How Devon figured out that he didn’t fit into the corporate world and found his Art of Construction tribe
- Why Devon started the podcast: to teach others and give good information
- How Devon uses YouTube to push out content without being “noise”
- What is your purpose, cause, and passion? Devon’s is a commitment to excellence
- Focus on your WHY, not your WHAT
- Getting, retaining, and leading good people in your business
- As the CFO, know what you’re good at and what you’re not good at. Devon says to “Elevate and delegate and get it off your plate.”
- How Devon’s company job titles “stand out from the crowd in a world of noise”
- What Devon says about price: Build trust and relationships first
- The key to not being sales-y: LISTEN
- The importance of price, service, and quality
- Four core values: do the right thing, be a problem solver, Get Stuff Done (GSD), and have a commitment to excellence
- Devon’s internship program with Boulder University and others, to bring young people into the construction industry because so many are on the way out (the average roofer is 42 years old!)
- Devon explains his TAT program (Trusted Advisor Training)
- Why Devon describes himself as a disruptor and a micro-influencer
- What’s next for Devon? Digital training programs, more podcasting, videos---all to be the platform for moving the next generation of people and technology forward in the art of construction
Resources:
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The Art of Construction Podcast
Refining Moments by Gregory K. Hernandez
Mountain View Window and Door
Episode #65 Growing My Roofing Business on the Art Of Construction Podcast
Episode #22 Tom Reber from The Contractor Fight
Why is it that the last 20% of a roofing job takes 80% of the time? Sometimes you just can’t get it closed out. The punch list that gets longer with every inspection. Materials are on back order. A sick employee slows things down. Whatever it is, it means you’re not getting your final payment and your customer is getting impatient.
Today I talk about the 13 step process we used at my company to get in and out of a project and maximize our profits. You’ll learn about the checklist we used to have a zero punch list, all our invoices paid, and have a happy customer that gives us a 5-star review and refers us to all the neighbors.
What you’ll hear in this episode:
- One of the show’s taglines is “how to make more money and have more free time,” and we covered that in detail back in Episode 62
- The problem is that some contractors are so busy that they aren’t doing the work and getting the jobs done profitably---that means NOT making more money and NOT having more free time!
- Why are so many jobs slipping through the cracks and losing our profit?
- Why does the last 20% of a job end up taking 80% of our time?
- Getting started with a job means setting the goals, getting 5-star reviews, and getting referrals
- The 13 Step Process to maximize profits:
- Review the budget and labor costs
- Show your appreciation for your work crew
- Make sure you have all the material to finish
- Talk to the customer, update them, and talk about final payment
- Be sure to do radius marketing
- Set up the pre-job at the next job
- Do what it takes to be prepared for the next job
- Have zero punch lists
- Present the final warranty package
- Have the system in place to ask for a review
- Send a handwritten Thank You note
- Have a post-mortem on each job
- After two weeks, pick up your job sign and leave a gift with the customer
- Remember, everyone benefits when you have higher profits and increased sales!
Resources:
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There will be another recession that can destroy your business. It may be down the road but it will come. Now is the time to recession-proof your contracting business by setting up a sales process and building a quality sales team for the long haul. Today I interview sales team builder Ryan Groth and learn his 5 step process that will get you started on recession-proofing your business today.
What you’ll hear in this episode:
- Ryan’s background as a pro baseball player and how he connected with a commercial roofing contractor in FL who became an important mentor
- How Ryan ended up selling his mentor’s sales software and learning the business from the inside out
- Why Ryan started coaching and training companies to be successful in the sales process
- What Ryan sees in the industry and how we fall short with sales and underestimate what it takes: we don’t have a clear path and process and we don’t screen for the right competencies that translate to sales success
- Why price is NOT the #1 factor in sales
- Ryan’s 5 Step Process in Building Your Sales Team:
-
- Get a sales leader---look for a desire for sales success, responsibility, commitment, a great outlook, motivation, and recruiting ability
- Lead with service---it’s about building trust and relationships
- Improve your pipeline management with a defined sales process---have a system to follow up and gather the right info and create value
- Have a CRM (customer relations management) program---it keeps leads from falling through the cracks
- Set goals---this goes to the heart of what drives the sales team, but they have to be empowered goals that everyone will buy into
- How to know when you’re ready to hire your first salesman
- Ryan’s advice he received from his mentor: “On the way to perfect, you pass up a lot of good.”
Resources:
Email Ryan: rgroth@salestransformationgroup.com
Find Ryan on Linked In
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Business is booming and you have a lot of cash flowing out the door. Without a strong collections process, you can run into a real cashflow squeeze. Just one hiccup on a large project can put your entire business at risk.
Today, I interview construction attorney Alex Barthet from The Lien Zone Podcast to discuss everything we need to know to get paid for your jobs. We cover the good, bad, and the ugly on contracts, change orders and filing timely lien notices. Alex is a Florida Board Certified construction attorney in Miami and has been practicing for about 20 years. He manages an eleven-person law firm his father began many years ago and its primary purpose is to represent people in the construction industry.
What you’ll hear in this episode:
- Getting paid as a contractor
- Implications of Hurricane Irma on the construction industry
- Increased prices of construction materials after Irma
- Time extension clauses for hurricanes in contracts
- Avoiding problems with contracts
- Have a written agreement for construction work.
- If you have a written agreement, read it! Don’t skim over it, but pay attention to details.
- For clarity, have an attorney go over the contract or make addendums.
- Suggest reasonable changes in contracts, but know you may not always get all the changes you want.
- Stop work provisions
- AIA contracts
- Arbitration clauses
- Change order process
- Make sure assumptions and exclusions get included in the contract before signing.
- Don’t be afraid to bring up the uncomfortable things that need to be addressed. Address them upfront before the contract is signed.
- Have a list of unit costs in the contract.
- Have clients sign change orders before doing the work.
- Alex discusses understanding liens and protecting your lien rights.
- Dave and Alex offer advice for collecting money owed to you.
- Multiple payment forms
Resources:
The Barthet Law Firm
The Lien Zone Podcast
Alex’s E-mail
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With the year half over it’s time for a mid-year checkup of your business. It’s halftime. Get your team together and review what went right and what went wrong. It’s a time to take a step back, look at the score, and be sure you are on track for a strong finish. In today’s podcast, I make it easy with an 8 step process to evaluate your business performance and give you a free download from my website with a fillable PDF that you can use to lead your team to success.
Would you like your business to keep growing? And would you like to retain the valuable employees that work for you? Half the year has gone now, so the time has come to take a step back and do a mid-year check-up to make sure that you're on track in reaching the goals and targets that you've set for the year for your business. This is something that you can't do alone so it's very important to get everyone on board and to have the entire team facing in the same direction. Listen in today as I explain my really simple, eight-step plan for doing this.
Every employee needs to know what's in it for them and they also need to understand that if you work as a team, with the same goal in mind, everybody is going to benefit. I used a simple, eight-step, one-page business plan, to do quarterly check-ups in my business and it really helped us stay on track, and it worked in keeping the turnover rate of employees low. On the show today, I will be discussing how to do this by using my one-page business plan, which you can download for free from my website, as a playbook. Even though many of us don't really like business-plans (or think we have time for them) they are critical if you are going to grow your business, so listen in today to find out how to use my eight-step mid-year check-up to keep your employees motivated and your business growing and running smoothly.
What you'll hear in this episode:
Making sure that the whole team is really motivated.
It's really hard to find good labor- and sometimes even harder to retain it, so having this mid-year plan really shows your team that you know what you're doing.
About my really simple, one-page business plan to get you thinking about where you're going and what you need to do to get there.
The first step to the mid-year check-up is all about knowing your numbers.
The things you need to check up on, in order to know the score.
Did you hit your margins?
Taking a look at safety- now and going forward.
Making sure that everyone on the team knows what the score is, going into the second half of the year.
Step 1- The End. Knowing where you're going and then planning to get there.
Step 2 - The Customer. Looking at the type of customer you really want to be doing business with and then targeting them as a team.
Step 3 - The Focus. Focusing clearly on what you do and why you're in business.
Step 4 - The S.W.O.T. Reviewing your strengths, weaknesses, opportunities, and threats and seeing if there are any changes.
Step 5 - The Operation. Making sure that you continue to sell your work, do your work, and keep your accounting straight.
Step 6 - The Process. Having systems and processes in place that are not reliant on you (or on one or two other key players).
Step 7 - The Action. Doing the one thing that's really going to make a huge difference in your business.
Step 8 - The View. Creating an exit-strategy and planning for your retirement.
To get my one-page business-plan go to www.theroofershow.com click on the One-Page Business Plan and download it.
Sponsor Info:
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We all have a story to tell about how we ended up in the Roofing Industry, but with Louie Leger, as the saying goes, “You can’t make this stuff up!” One of the first things I do every morning is checking LinkedIn to see what my connections are up to, and that usually means getting a little boost from Louie’s morning greeting. He is always upbeat and positive, but the other day he posted something a little more thought-provoking and I wanted to hear more. In today’s podcast, you’re going to hear the rest of the story.
What you’ll hear in this episode:
- The inspiration from Louie’s daily LinkedIn posts
- How and why he got the nickname, “The Roof Guy”
- Louie’s interesting journey: born in Haiti and got in a boat at age 7 with family and several others to take a shot at a new life; they got picked up by the Coast Guard, spent 6-7 months at Guantanamo Bay, and they were sponsored by a church in Indiana, where they settled
- Dealing with a new country and a new language
- How Louie went to Indiana University and ended up in the roofing business, starting out delivering shingle samples, then worked as a salesman, and then ownership of the company
- Louie’s big question about where he came from and how people would react if they knew the truth---and the surprising feedback he’s received
- The importance of taking the time to get to know each and every individual
- How Bone Dry Roofing was founded in 1989 by someone who was a big influence on Louie’s life; their philosophy is to take care of the customer
- Bone Dry has 235 employees and operates offices in Ohio, Indiana, Kentucky, Missouri, and Tennessee
- Bone Dry is a specialty exterior home improvement company, specializing in roof and roof repairs, along with gutters, siding, masonry, and concrete work
- How the majority of their business comes from word of mouth advertising
- How they do both commercial and residential properties
- How Bone Dry recruits a strong labor force and retains good employees
- The emphasis on Bone Dry on employee training
- How to get younger people into the roofing business
- The need to educate people on how great the roofing opportunity is
- Showing people that roofing is more than just installing shingles
- Challenges the roofing industry is facing right now: finding and retaining good employees
- Creating the environment and culture in your business where your people see a future and a career, and not just a paycheck
- Promoting an environment that includes families of your employees in fun activities
- When at all possible, try to promote from within
- Louie’s #1 piece of advice: “There is no such thing as too small of an opportunity. Everyone has to start somewhere. Be prepared for your opportunity, and if you don’t find an opportunity, then make one.”
Resources:
Find Louie Leger on LinkedIn
Email Louie: louie.leger@bonedry.com
Find Bone Dry Roofing Inc. Louisville on Facebook
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The only way to grow a profitable roofing business for the long haul is to build an effective sales team. On today’s podcast, I talk sales with Becca Switzer, owner of Roof Sales Mastery. Becca teaches roofing contractors how to find, hire, and train successful salespeople with her proven step-by-step system that avoids all the typical mistakes most business owners make.
What you’ll hear in this episode:
- Why a great sales team makes ALL the difference in your business
- “Nothing happens until someone sells something.” --Henry Ford
- Becca’s background and the path that led her HERE
- Who should I hire?
- What NOT to do
- Leave what you did in the past
- Don’t hire people already in the industry
- How should I pay?
- The problem with the straight commission
- The “pay-per-appointment” strategy
- Mistakes that salesmen make:
- Wasting time with details, being the “telemarketing call robot”
- Not knocking on doors at the right time of day
- Tips for struggling salesmen:
- Seek out legitimate training
- Sound like a “normal human being”
- Acknowledge how they feel
- Apologize for knocking on their door
- Use a name-drop
Resources:
Becca’s website: Roof Sales Mastery (Find her courses here, too!)
Find Becca on youtube and Facebook: Roof Sales Mastery
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Even with the booming construction economy, contractors are still going out of business at an alarming rate--and the reason is most likely poor cash flow. As sales volume increases, so do your payroll and supplier costs, all of which must be paid--usually long before you get paid for those jobs. If you’re not on top of your cash flow it doesn’t take much for it to all come crashing down. You can’t make your payroll with a book of receivables.
In today’s interview, business expert Michael Stone shares his 20+ years of contractor coaching experience and explains how even in the best of times contractors can go out of business. Michael gives up the top 6 reasons contractors fail and what you can do to avoid them.
What you’ll hear in this episode:
- Top 6 Reasons Why Contractors Fail:
- Not charging enough for their work---“Being competitive is optional, but being profitable is not!”
- Failure to use proper change work orders---“The problem is that change work orders aren’t usually written or agreed to before the work is done.”
- Failure to use good legal contracts---“Your contract should state that there will be binding arbitration by a non-attorney arbitrator.”
- Having too many employees for the volume of work being produced---“When production goes down, your overhead expenses go up and they suck the money right out of the company.”
- Having an improper payment schedule on their contracts---“A down payment means money has changed hands and the customer is committed to you.”
- Having a lack of profitable sales---“If you can’t make at least 8% profit, then walk away from the job.”
- Michael tackles these topics by answering Lightning Round questions:
- Why increased cash flow does NOT mean that the contractor should take out extra to pay bills
- Why the owner’s salary is different than company profits
- Why your backlog should be no more than 4-6 weeks—“If your backlog is more than that, then your prices are too low.”
- “Most roofers are too busy putting shingles up to educate themselves on how to run a good business.”
Resources:
www.markupandprofit.com (Visit Michael’s website for his weekly newsletter, articles, resources, and information on seminars and classes.)
Email or call Michael: michael@markupandprofit.com 360-335-1100
I’m in the "hot seat” when I’m interviewed by fellow podcaster Devon Tilly from The Art Of Construction Podcast where we have a conversation about growing your roofing business. We also get into my experience of 30 years of contracting and talk some helpful tips.
What you’ll hear in this episode:
- Why I choose to share my experiences over 30 years of roofing and how others can grow their business but yet have more free time
- “What’s in it for me?” How I try to give info that I wish I’d had back in the tough days of running my business
- How I secure show guests and experts who can give a broad perspective of the roofing business
- What I wish I’d known a long time ago:
- Focus
- How to pinpoint my business by looking at the numbers
- How to avoid the “shotgun” approach
- Why “the riches are in the niches”
- Simplify
- Don’t make it rocket science or get too complicated
- Do a FEW things really well
- Communicate
- Make sure everyone is on the same page
- Take the time for a pre-construction meeting
- Key Roofing 101 Tips: Sell work, do work, and keep score
- What I learned in selling my roofing business: It takes a while to “start with the end in mind”
- Two purposes for being in business:
- To provide a good lifestyle for you and your family
- To build a salable asset to support you in retirement
- Why your business can’t be dependent on ONE person but has to be a workable system that you can leave in the hands of capable people
- The only way you’ll grow in business is to delegate to others who can do it at least 50% as well as you
- If you don’t delegate, then you’ll never have a salable business and never have any fun or free time
- Focus
Resources:
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The Art of Construction
Check out Episode 102 for my interview!
If you are going to grow a successful roofing business, you’re probably going to need a credit line with a local material distributor. In today’s interview with Thea Dudley, we’re going to get into how your supplier can help. Thea has over 30 years of credit and collection management experience in the construction industry. She writes a credit advice column for ProSales Magazine and has presented educational sessions for numerous trade organizations.
What you’ll hear in this episode:
- Thea’s background, growing up as the teenager tagging along on her dad’s construction site
- The problem and the trap in “shuffling” the money around
- The confusion in setting up a company and handling the money issues
- The problem when you push your bookkeeping off on someone else because you don’t want to be bothered with it
- The problem with working capital and cash flow
- What Thea wants to see: a financial statement that shows payroll, costs of goods and services, and if jobs are being underbid
- Why trade suppliers are a much cheaper loan than a bank, but they still have required paperwork
- Only half of the contractors who ask for discounts actually take them
- Things a credit person can teach you
- Liens, pre-liens, and lien waivers and why you should explain it all up-front
- The automatic process of lien notices
- Why you need extra security against the bad things that MIGHT happen
- Why you should have a relationship with your credit manager
- How Thea can help when rough times come
- Why contractors are afraid to ask for the money
- Why you can’t use “hope” as your credit tool but must hold people accountable
- Processes that need to be in place about a payment schedule
- Why you must focus on indemnification and how you will get paid
- Keep emotion out of money conversations
- Document every conversation: “If you do end up in court, best documentation wins.”
Resources:
SRS Distribution or call Thea at 469-424-2258
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What is going on with Facebook? What was the scandal all about and how will it change Facebook?
Is Facebook still relevant to roofers in terms of marketing? How can roofers use Facebook groups to cultivate free referral leads? We get the answers to these and other questions in today’s podcast with digital marketing expert Aaron Hockel.
What you’ll hear in this episode:
- Aaron’s work at Alta Vista Strategic Partners, where they specialize in helping roofers implement goal-oriented marketing plans
- How Alta Vista does the behind-the-scenes work to get clients the right leads
- How their marketing plans are not a “program,” but are specifically customized for each contractor
- The most important part of an Alta Vista marketing plan is understanding the who, where, what, why, and how of each client, so they can drive growth to your business
- “The most important part of marketing is knowing the destination.”
- How to guard against wasting your marketing dollars
- How to target your customer to bring in the leads that make sense
- Remember, “busy” does not equal effective
- What’s changing about Facebook is that posts from big news agencies and businesses are being minimized and users will see more posts from friends and family
- Less information posted by businesses means fewer people will see posts from your roofing company
- What roofers should understand about Facebook:
-
- The huge trend in “word-of-mouth” advertising, especially in Fb groups
- Join the right groups with specific numbers of members and daily posts
- Think of Fb as a free lead source
- How roofers can use Facebook Ads effectively:
-
- Ads must be targeted at the right people at the right time with the right offer
- Be super specific about landing pages and don’t send people back to your home page
- Using Fb Ads requires some expertise, so get some expert help to get the maximum results
Resources:
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Contact Aaron and Alta Vista for a free consultation: Just Google Alta Vista Strategic Partners or call 443-960-4004 or email: aaron@altavistasp.com
Art Of Construction Podcast
The tagline for my podcast is learn how to grow your roofing business, make more money, and have more free time. I use this because these are the top 3 problems that the roofing contractors I work with face in their businesses. But with this strong economy most everyone is growing their business but they’re still not making the money they should and they certainly don’t have the free time they want to spend with their families. That’s what we are going to talk about today.
Today we talk about setting up a process to help your company manage its online reputation, enhance employee relations with customers, and address customer concerns before they hit review sites. All this can be tracked from one easy-to-use website.
What you’ll hear in this episode:
- Josh’s background in HVAC and plumbing
- How RevuKangaroo began when he wanted to perfect the review system
- How can we turn Yelp reviews into a conversion and closing tool?
- Three takeaways from Josh’s video:
- Growing your business with the “big fish/small pond” concept
- Ideas for recruiting, training, and maintaining a workforce
- Maximizing the value of your customers
- The promises Josh makes to every newly-hired employee to set expectations and make connections
- Why some companies have a revolving door with their employees
- Why you should make your company a great place to work
- The only reason people stay or go comes down to CONNECTION
- The snowball effect of being open and honest with customers
- Keep in touch to create lifetime value with customers
- The value of maintenance contracts
- How to get more online reviews: 87% of customers look up home services before making the call
- How contractors are losing the invisible dollar
- The numbers to shoot for: 4.4 minimum average star rating and 50+ reviews
- Look to do well on Google, Yelp, and Facebook: It DOES affect your business
- No matter what, ASK for the review, then look to cross-sell, give product discounts, and ask for referrals
- The key: make the review process easy for the customer
- How the process works:
- Create a funnel
- Ask for a review on the individual person (create a relationship!)
- Use the info as a lead generation and closing tool
- Get your employees to buy into giving a great customer experience
- It’s the people that power your business!
Resources:
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Revu Kangaroo
Email or call Josh: josh@revukangaroo.com and 602-456-8832
In today’s interview, we discuss what’s new in aerial measurement apps and how these tools can save you time and money from lead qualifying to selling more projects. Get the latest updates on this fast-changing technology and how forward-thinking contractors are using it to grow their businesses.
What you’ll hear in this episode:
- How Eagleview leads the way in aerial roof measurement, going back to the 1980’s
- Piers’ background: he started out as an engineer in the medical industry and then found his way to the contracting business
- How the technology has changed and progressed because satellites don’t give resolution and accuracy in measurement
- Eagleview has made a big investment in 20 years of flying their fleet of over 100 aircraft
- The goal: to get more and more recent imagery at higher resolution
- Why some contractors haven’t gotten on board with this technology and don’t realize that efficiency and accuracy will improve with Eagleview and save them money
- The process: initial info (Quick Squares Report) will give the number of squares and the pitch to create an immediate estimate
- The report will qualify leads, engage the homeowner, and give more security and professionalism
- The Eagleview report can be integrated into other reports to help with any project
- The three P’s: proposal, procurement, and production
- How the mobile app works with great new features and has gotten great feedback
- How Eagleview works with leading solar providers
- “Risking accuracy risks the project.”
- How Eagleview reports can project how the shade will change over the next few years
- Helping contractors in the restoration business, like with fires, floods, and even the current volcanic eruptions in Hawaii
- Eagleview measures roofs 17% better than insurance companies, which can add up to savings
- “Fire AI” and how the technology focuses on detecting change
Resources:
Eagle View
Need Help Answering the Phone?
Use Ruby Receptionists!
Click here and use the code Roofer50 for a special discount!
Or Call Ruby at (844) 326-7829
If you think you will just sell your business and retire, think again. Very few roofing businesses will end in a sale or transfer to the next generation. Most will just close their doors. Join us to hear how, with careful planning, you can avoid the dreaded 4 D’s that kill so many businesses.
What you’ll hear in this episode:
- Setting up corporate structure: why you should avoid sole proprietorship structure
- Why your personal money MUST be separate from the company’s money
- Scott’s tips to avoid “losing the corporate veil”
- The Four D’s that can kill your business, and how to avoid them (or at least minimize the damage):
- Dissolution—Have policies (like a “Shoot-out Provision”) in place to protect a 50/50 partnership
- Divorce—Have a written agreement to give notice of a buyout opportunity in case of a divorce
- Death—Have an agreed valuation every year, have life insurance in place, and have a plan in the event of the owner’s death or retirement
- Disability—Have disability insurance, talk about the possibility, and put your plan down on paper. Plan ahead!
- Plan ahead for the 2nd generation of your business and think about your business 10 years from now.
- “What we’re discussing are ways to protect and preserve the business from potential issues that you can avoid if you simply take the direct and up-front approach of doing proper planning, considering the issues, and putting measures in place.”
Resources:
Website: HPSS Law Check out the retainer program offered by Scott’s firm!
Email: sdc@hpsslaw.com
On today’s show, we talk about the latest contractor software and all the tools you need to run your roofing business. Everything is organized and centralized in one place, so you can always find exactly what you need. It’s the easiest way to manage your sales pipeline, generate estimates and contracts, oversee production, and understand how your business is performing.
What you’ll hear in this episode:
- Lynn’s background as an industrial engineer: he worked on developing an automated assembly line, then in project management, and then on to building design work with pre-cast concrete. After some data management work, he landed his position with AccuLynx.
- The technology of the future is in organizational communication: “The more organized you are as a contractor and the better you communicate, the more money you’re going to make.”
- How organizational communication leads to diminished errors and more accuracy
- How AccuLynx works by digitizing the “manila folder” and “whiteboards” for your projects
- CRM--the pipeline to maintain visibility and keeping leads consistent: “It’s where the magic’s at!”
- The CRM piece of AccyLynx software and its benefits:
- Helps a sales manager stay on top of jobs and salespeople
- Gives data about jobs and allows you to be proactive
- Other benefits include integration with supply houses for real-time pricing data and Smart docs
- Converting over and getting started: anyone with a smartphone can use the software, even “old” guys. Start small with the basics and add more features later.
- “This is the next thing and you’d better get on board. If you don’t, your competitors will do 2-3 times the business you do, with less work.”
- The safety precaution to keep your data from being “stolen.” You control the data and the employees’ access to the data
- Customer testimonials about what AccuLynx can do for your contracting business
Resources:
Need Help Answering the Phone?
Use Ruby Receptionists!
Click here and use the code Roofer50 for a special discount!
Or Call Ruby at (844) 326-7829
AccuLynx Look for the “Request a Demo” link
Are you getting the most out of what is probably the 3rd largest cost in your roofing business? When it comes to Businesses Insurance many contractors are leaving a lot of money on the table. What's worse they may find that they don't have the coverage they thought they did for the complex risks we face. If you would like to be certain that you're properly covered for any eventuality, especially those that you haven't even considered, listen in to today's show, with Dave's expert guest, Jon Heinson and discover the ins and outs of buying insurance. There's a lot more to it than you may think!
Jon Heinson has been with Wells Fargo Insurance Services over twenty-five years. They are the fourth largest insurance broker in the world today, with two hundred offices. Jon specializes in contractors and he's been Dave's broker for more than 20 years. He is someone who really knows and understands both the insurance and the construction businesses. Dave points out that he had to learn the hard way years ago, upon discovering that he wasn't covered for a certain type of loss- something that has put many contractors out of business. Listen in today and find out what you need to know to prevent this from happening to you. Are you ready? Let's dive in!
On today's show, Jon explains:
- The problem with just going with your local agent that handles your auto insurance.
- The types of insurance coverages for the Construction Industry.
- The difference between an agent and a broker.
- Why it would be better to go with a broker than with an agent.
- How the rates for Worker's Compensation are determined today.
- More about the Experience Modification.
- That most brokers don't offer any ability to deal with claims problems, however, the better brokers offer auxiliary services- typically at no extra cost.
- The importance of knowing that one of the key dates with regards to Worker's Compensation is the Units Statistical Period, which is six months prior to your renewal date.
- What your broker needs to know when it comes to general liability for roofing contractors.
- Some ways that contractors can save some money.
Business Quick Tip: The problems with a high mod rate on your worker's comp: 1) an accident disrupts your work and workers. 2) OSHA will be more visible and show up more frequently. 3) Some prospects will disqualify you for a high mod rate. 4) You miss out on marketing opportunities by not having a great safety program. Dave also shares his simple and effective safety program. Safety is everyone's concern!
Resources:
Dave's website: The Roofer Show – for tips, strategies and free downloads.
Need Help Answering the Phone?
Use Ruby Receptionists!
Click here and use the code Roofer50 for a special discount!
Or Call Ruby at (844) 326-7829
Jon's Phone Number: 925 899 2953
Jon's Email: jon.heinson@usi.com
Are you looking to grow your construction business, but hate bookkeeping and accounting? Are you skeptical about hiring any accountant for fear of embezzlement or being ripped off? If so, tune into today’s podcast to get quick and easy tips on how to turn a people-dependent money pit, into a process-dependent cash cow with today’s guest, Randal DeHart. You don't want to miss this valuable episode!
Listen and Randal and Dave discuss:
- The difference between construction accounting and regular accounting
- Differences between costs and expenses
- 5 key performance indicators and setting up a dashboard
- Why you should use QuickBooks
- Easy tips to do your own accounting
- Getting in touch with people to help you set up your dashboard
- Top problems and causes for embezzlement
- Setting up programs to avoid rip-offs
- Being smart with your money
- Getting involved with a bookkeeping company
- The system Randal’s company uses
Resources:
www.theroofershow.com
fasteasyaccounting.com
fasteasyaccountingstore.com - for DIY Solutions
The Contractors Success Map Podcast
(206)361-3950
Sharie@fasteasyaccounting.com
http://try.apexchat.com/theroofershow/ (Get 50% off the one-time set-up fee for listeners))
Call Dave: 925-237-9202
Need Help Answering the Phone?Use Ruby Receptionists! Click here and use the code Roofer50 for a special discount!
Or Call Ruby at (844) 326-7829
You spend a lot driving online prospects to your website. In today’s interview, you’ll learn how to convert those visitors into qualified leads using live chat. Most websites convert less than 3-5% of their visitors to sales. Don’t let yours be one of them.
What you’ll hear in this episode:
- How Live Chat works to convert website visitors to leads, which is THE BOTTOM LINE
- Dave’s background is 5+ years with Apex, which celebrated its 10th anniversary recently and works with over 4000 contractors across the US
- Why use Apex Chat? What’s in it for me?
-
- It is used as a conversion tool to generate more leads
- It gives an option for clients who don’t want to make a phone call
- It is an effective and preferred method of collecting contact info
- It is a viable option for small companies who don’t have the resources to handle it on their own
- A look at the numbers:
-
- 79% of consumers favor live chat
- 42% of customers selected live chat as their preferred method for contact info
- 42% of leads generated by Apex come after regular business hours
- Over 150 chat agents are trained with a customized script for each client
- Questions help the agent decide if that customer is a good prospect for the business, and then a free estimate is scheduled
- The full transcript of the live chat that goes directly to the contractor within minutes
- Other features available with Apex Chat:
-
- Connecting the client directly to the business by phone during preset hours/days
- The “text us” button that allows clients to text instead of making a phone call
- The texting feature can be linked to your Google AdWords campaign and your Google My Business page
- Live chat shows that you WANT to connect with clients and makes your small company appear larger than it is
- Customers show an increase of 30-40% more leads when live chat is added to their website
- With Apex, there is no long-term commitment, but a month-to-month basis, and the retention rate is over 90%
- How live chat helps you keep people on your website longer and adds to the mobile web experience
- The cost with Apex: It’s a pay-for-performance pricing model, meaning you are only charged for the qualified leads they deliver, at the rate of $18 each
- The conditions that must be met to classify a “qualified lead,” including name, contact info, and more
Resources:
http://try.apexchat.com/theroofershow/ (Get 50% off the one-time set-up fee for listeners))
Call Dave: 925-237-9202
Need Help Answering the Phone?Use Ruby Receptionists! Click here and use the code Roofer50 for a special discount!
Or Call Ruby at (844) 326-7829
Consumer financing programs like same-as-cash financing or low monthly payment financing are commonplace in the retail world. Why? Because they help those businesses attract new customers and close sales. So why are some roofing contractors reluctant to offer financing? In today’s interview, I dig into the ins and outs of offering customer financing and how to do it the right way. What you’ll hear in this episode:
- Chris’ background in the Rhode Island family-owned bank
- When does a client need to go to the bank for a loan—What can you do?
- How Chris works with the homeowner and the roofing company to get the loan that’s needed
- The application and pre-qualification process
- Chris’ marketing department: What they can do for the roofing contractor
- How contractors are using the service and making it work
- Why the loan is based solely on credit scores and debt ratio with terms up to 20 years
- The type of loan: FHA Title I Loan
- There is NO “downside” for contractors
- How the loan works for non-owner-occupied homes and multi-family homes
- The nationwide federal program
Resources:
Need Help Answering the Phone?Use Ruby Receptionists! Click here and use the code Roofer50 for a special discount!
Or Call Ruby at (844) 326-7829
Call Chris: 401-773-9948
Email Chris: ctibbetts@homeloanbank.com
Controlling your labor costs should be one of the top goals of running a profitable business. For most of us, Labor is our #1 job cost and the one variable that can take a profitable job and turn it into a loser. In today’s interview with Dean Logan, you will learn how, by using electronic timekeeping, you can be sure that you're paying for the “true" time worked on the job. Dean formerly ran his family roofing business and developed a time keeping an app that saved his company over $100,000 in labor cost the first year. His app was so successful that he formed Labor Sync and has taken his program to the public. Listen in and find out what it’s all about and if it is right for you.
What you’ll hear in this episode:
- Dean’s background in the family roofing business
- The realization that led to the Labor Sync app development: Cutting costs requires accurate time tracking
- Developing the tool, including ease of use and accommodation of a non-English speaking workforce
- Benefits of the Labor Sync app:
- Costs only $10/month per active employee
- Saves you money from day ONE
- Gives an accurate picture of labor hours and costs for each job in real-time
- Allows for real-time adjustments
- Allows accurate payroll procedures
- Separates drive time from work time
- Allows employees to track their hours and know what pay to expect
- Gives you the ability to customize over 250,000 reports
- Integrates with Quickbooks
- How GPS ties into the app with real-time locations
- The biggest problem in the field comes from employee pushback, particularly from “old-timers”
- How the app tracks repair and service jobs with four main buttons
- How the app justifies invoices and verifies billable hours
- Coming soon in version 3.0: scheduling interface, overtime tracking, increased integration with accounting software, and more
- New features of the app come from customer recommendations
- Protection of data from hackers through Google security platforms
- How the app is used in any company with a mobile workforce
Resources:
Need Help Answering the Phone?Use Ruby Receptionists! Click here and use the code Roofer50 for a special discount!
Or Call Ruby at (844) 326-7829
For more information, call 877-411-5666
Email: support@laborsync.comor sales@laborsync.com
Website: www.laborsync.com(Free trial and training available!)
The #1 complaint that consumers log about roofing contractors is that they just don’t answer their phone or return calls. They complain that they leave a message on their voicemail and all they get is radio silence. That’s not leaving a good first impression. And first impressions are everything when it comes to buying a product or service.
Why spend thousands of dollars on marketing to get your phone to ring? At $350 per average industry lead you’re throwing money in the trash if you don’t answer that call or return your messages. That’s crazy!
In today’s interview you will hear about a solution that worked for my business and may work for yours. Christina Burns is the Vice President of Customer Success at Ruby Receptionists, and she’s here to explain how Ruby works!
What you’ll hear in this episode:
- What clients say in Yelp reviews---the #1 complaint
- How do you answer calls promptly if you don’t have a full-time receptionist or can’t afford to hire office staff?
- Ruby Receptionists answer calls for thousands of small businesses, acting as their front desk personnel, and they have a mobile app and website
- How first impressions drive many purchasing decisions
- 78% of consumers say they’ll switch to a competitor after just ONE bad experience
- “If a customer’s experience is not phenomenal in the beginning, then they are really starting from a negative standpoint in how they perceive your business.”
- 67% of people will “just hang up” if they encounter your voice mail
- The importance of “the first touch”
- 70% of buying experiences are based on how the customer feels they are being treated
- How Ruby can help a contracting business:
-
- You’ll have a “delightful human” on the other end of the phone who takes 100% of your live calls
- You’ll have someone answering your phone who knows and cares about your business success
- How Ruby is different from a traditional answering service:
-
- Ruby sounds like a part of your team at YOUR front desk
- Upon receipt of a call, Ruby has all your company info at their fingertips
- Ruby’s offices are in Portland and Beaverton, Oregon---not India!
- Ruby doesn’t use scripts; the receptionist speaks in natural, normal conversation
- How Ruby separates the calls and differentiates estimates from real emergencies, with customizable options and messages
- Christina shares some real-life experiences with contractors and how Ruby sets them apart when it comes to answering the phone
- How this affects your reputation and reviews
- How Ruby handles solicitations, improves productivity, and focuses on high-value tasks
- The goal: seamless communication for much less than the cost of hiring a receptionist
- Why this is a great option for the smaller contractor
- Affordable plans based on minutes used, for incoming and outbound calls
- Ruby delivers a top-notch experience and maintains a high level of service for your customers
- You can keep your regular phone number!
- The commitment is not long-term, but month-to-month
- Make your life easier! Have more flexibility and freedom!
Resources:
www.callruby.com
You can Experience Ruby to give it a try! 866-611-7829
Today I sit down with the “Zen Builder” to learn how we can enjoy our business more by reducing conflict with our clients. Ed has over 28 years in the construction industry and is consistently one of the top speakers at the International Builders Show where he talks about providing a better customer experience.
What you’ll hear in this episode:
- Why the customer looks at things differently than the contractor
- Ed’s background as “The Zen Builder”—and where the nickname came from
- Ed’s focus: dealing with homeowners and reducing conflict within the construction process
- Why it’s the PROCESS and not the PRODUCT that causes grief
- Different types of clients that are hard to work with:
- Engineers
- Doctors
- Attorneys
- Retired people
- Clients to be avoided:
- The dishonest client
- The client who can’t be satisfied
- Why it all comes down to the process
- How to educate the client about what to expect
- The “prototype concept”
- “How you finish the job is what the homeowner will remember.”
- Keys to marketing:
- Following up with the homeowner
- Doing warranty work
- The benefits of a Mastermind group in addition to coaching
- Ed’s work with Dream Business Coaching
Resources:
Dream Business Coaching(Look for the FREE one-hour consultation!)
The Zen Builder(Look for Ed’s presentations!)
If you’re not marketing and selling preventative roof maintenance you are leaving a lot of money on the table! In today’s interview, Greg teaches us how to set up a maintenance department, find the right people to run it, and how to sell maintenance for high profits. He’ll also show us the top 5 mistakes contractors make that will kill the deal.
Greg Hayne, of The Hayne Coaching Group, has a unique training program that helps roofing contractors grow their service departments and become more profitable and provide superior service for their customers. For the past ten years, he’s been teaching contractors the best practices of the most successful service departments around the country. He shows us how you can make a lot of money providing great service.
What you’ll hear in this episode:
- Why your repair department and service department are NOT the same
- How to set up a service department (Use Greg’s formula for profit margins)
- The Top Five Mistakes Roofing Contractors Make:
-
- Not treating repair requests differently than initial requests
- Not addressing repair requests promptly
- Poor documentation
- Not handling tenant communication properly
- Ignoring other problems with the roof
- Other problems:
-
- Not returning phone calls promptly
- Not sending out prompt invoices after completing the work
- Tips for providing a preventive maintenance program:
-
- Don’t over-specify your services
- Don’t forget to SELL your maintenance program
- Why documentation is CRITICAL
- Common mistakes in selling preventive maintenance: (You have to show them how it will save them money!)
-
- Specifying too much
- Sending in quotes instead of selling
- Not asking questions
- How a preventive maintenance program adds value to your business with recurring income
- Greg’s training programs, peer groups, and individual coaching
Resources:
www.creatinggreatservice.com (Available training programs and free downloads to help assess your business)
If you use independent contractors in your business you’re going to want to listen to today’s show with attorney Philip Siegel. Philip works for Hendrick, Phillips, Salzman, and Siegel, a firm in Atlanta that specializes in work for construction companies all over the country.
The difficult labor market has many of us turning to independent contractors to get the work done, but new regulations and aggressive enforcement have resulted in new hidden dangers for contractors. The misclassification of employees is costing business owners thousands of dollars in fines, but in today’s show, you’ll discover how to easily navigate this complicated issue. Join us to hear more from Philip!
What you’ll hear in this episode:
- The problem in misclassifying employees: Why should I care about it?
- Why issuing a 1099 form does NOT determine who is an independent contractor
- How this issue plays out regarding wage and hour audits, OSHA audits, disgruntled employees, unemployment claims, and payroll taxes
- Employee vs. independent contractor: How do you know which is which?
- The work being done by the contractor
- Their managerial skills
- The worker’s investment
- The worker’s special skill and initiative
- The relationship: permanent or indefinite
- The nature and degree of the employer’s control
- How to avoid huge fines and large attorneys’ fees
- What about salespeople on commission and office managers?
- Things to watch out for when hiring subcontractors:
- Have an agreement with specific provisions
- Insurance and indemnification requirements
- Takeaway tips: Conduct a relationship audit to assess exposure and have a contract
- The Retainer Program at Philip’s firm, as low as $350/month!
Resources:
www.hpsslaw.com
Email or call Phillip: pjs@hpsslaw.com (404) 522-1410
There are 2 ways to make more profit on your roofing jobs. First, sell your jobs for more money. The second is to reduce your costs to do the job. Simple isn't it? But if you're like most contractors you already have a full book of business. And you're not getting any more money for that work. Today's podcast is all about production and reviews some new ways to reduce your costs and make more money that you may not have thought of.
Even with the booming construction economy, contractors are still going out of business at an alarming rate--and the reason is most likely poor cash flow. As sales volume increases, so do your payroll and supplier costs, all of which must be paid--usually long before you get paid for those jobs. If you’re not on top of your cash flow it doesn’t take much for it to all come crashing down. You can’t make your payroll with a book of receivables.
In today’s interview, business expert Michael Stone shares his 20+ years of contractor coaching experience and explains how even in the best of times contractors can go out of business. Michael gives up the top 6 reasons contractors fail and what you can do to avoid them.
What you’ll hear in this episode:
- Top 6 Reasons Why Contractors Fail:
- Not charging enough for their work---“Being competitive is optional, but being profitable is not!”
- Failure to use proper change work orders---“The problem is that change work orders aren’t usually written or agreed to before the work is done.”
- Failure to use good legal contracts---“Your contract should state that there will be binding arbitration by a non-attorney arbitrator.”
- Having too many employees for the volume of work being produced---“When production goes down, your overhead expenses go up and they suck the money right out of the company.”
- Having an improper payment schedule on their contracts---“A down payment means money has changed hands and the customer is committed to you.”
- Having a lack of profitable sales---“If you can’t make at least 8% profit, then walk away from the job.”
- Michael tackles these topics by answering Lightning Round questions:
- Why increased cash flow does NOT mean that the contractor should take out extra to pay bills
- Why the owner’s salary is different than company profits
- Why your backlog should be no more than 4-6 weeks—“If your backlog is more than that, then your prices are too low.”
- “Most roofers are too busy putting shingles up to educate themselves on how to run a good business.”
Resources:
www.markupandprofit.com (Visit Michael’s website for his weekly newsletter, articles, resources, and information on seminars and classes.)
Email or call Michael: michael@markupandprofit.com 360-335-1100
Marketing for contractors is constantly changing. What worked yesterday for you may not work today, but so many myths still abound. Today I sit down with home improvement marketing expert Mark Harari and talk about debunking the top 5 marketing myths that may be holding you back from growing your roofing business to its full potential.
What you’ll hear in this episode:
- Mark’s background: 20 years in marketing, 18 of which are in the construction business
- The value of peer groups and “the power of WE”
- “Isolation is the enemy of success.”
- Marketing Myths (and the real Truth):
- “I can’t email my list more than once a month”
- Email as often as possible. They want to hear from you if it’s valuable content.
- “I need to have a super-pretty newsletter template”
- Build relationships in every email; text-based is best
- “I need to be #1 in SEO”
- SEO is constantly changing and you cannot keep up. Focus on putting out consistently valuable information
- “I need to be on every social media platform”
- Impossible! Pick 1-2 where your target clients spend their time
- “A marketing budget and marketing plan are the same”
- The budget is ONE component of a marketing plan. A good marketing plan is a 40-50 page document
- Remodeler’s Advantage: Find out more about their Roundtables program, upcoming live events, consulting services, and the podcast, Powertips Unscripted.
- “I can’t email my list more than once a month”
Resources:
Remodelers Advantage
Power Tips Unscripted
Power Tips Podcast
In today’s interview, you will learn how to maximize the profit on that big backlog of work we all have on the books. As we take on more work, most contractors experience “slippage” in their profit margins and lose control over what started out as a profitable job but have now turned into a loser that we’re just trying to close out. You're making the same amount of profit you were before, but now with lower margins, more risk, more stress, and more headaches.
Only with good Job Costing are you able to know the “true” cost of your jobs, which type of work is the most profitable, and how to squeeze out every additional dollar down to the bottom line.
My guest, Leslie Shiner, has an MBA in Finance and Accounting from UC Berkeley and has been a financial and business consultant to the construction industry for over 30 years. She only works with contractors and knows her stuff when it comes to maximizing job profits.
What you’ll hear in this episode:
- What Job Costing means for you
- How much did I spend?
- How much did I think I was going to spend?
- Am I going to be on a budget or over budget?
- Why you should want to work like you do now but make 2x the profit
- “Revenue is for vanity, profit is for sanity, and cash flow is for reality.”
- Basics of job costing:
- Identify areas of slippage
- Evaluate areas of cost during the job
- Use Leslie’s calculator to find your true labor cost
- How to track labor efficiency into your job cost
- How to find your labor utilization rate
- The “extras”: liability insurance, payroll taxes, workers’ compensation, vehicle costs, health insurance, cell phones, and small tools
- Above the line and below the line costs
- The most important part of job costing: compare apples to apples
- The biggest mistake: creating a budget at the billable rate but job costing at the gross wage
- Dollar variance vs. hours variance
- How to review your estimated cost vs. actual cost
- Strategies for making employees as productive as possible
- Focus on the work you do well
- Manage your work by knowing your numbers
- Three ways to improve profitability:
- Spend less
- Charge more
- Do more work
- Cost reports that we need and KPI’s (key performance indicators) to keep track of
- How to improve job costing efforts in your company
Resources:
Shiner Group Visit Leslie’s website for great FREE resources, like her Labor Burden Calculator, Accounting Flash Report, and Using Quickbooks for Job Costing. Find a link to purchase her book, A Simple Guide to Turning a Profit as a Contractor.
Email Leslie: leslie@shinergroup.com
Learn how this roofing contractor only needs to work 6 months of the year since he set up a lead machine using the Facebook Pixel. Adam shows us his step-by-step blueprint that you can use in your contracting business to get more targeted leads.
What you’ll hear in this episode:
- Adam’s appearance at the IMG Expo in New Orleans about Facebook ads: “The Power of the Facebook Pixel”
- What is the Facebook Pixel?
- Using the Facebook pixel to gather information and understand trends
- How your character profile and traits represent your shopping habits
- Finding a focused, targeted audience
- Focus on providing value on Facebook (Download Adam’s blueprint for free!)
- How to build a custom audience with Facebook Pixel
- Adam’s services for contractors: The Blueprint, 18-day apprenticeship course, and his 1-year program
- Examples of those who have taken Adam’s courses and found amazing success
- “The power of the Facebook pixel is only getting deeper.”
Resources:
www.roofingbusinesspartner.com (Look for Adam’s FREE Blueprint and other resources!).
Find Adam Sand on Facebook
My salespeople had a favorite “Whine”—"Homeowners only care about the price and we’re too expensive.” When in fact, survey after survey tells us that price is rarely the main reason why homeowners select a particular contractor. In today’s interview, I discuss the sales process you need to get your price, with expert John DeRosa.
What you’ll hear in this episode:
- John’s work as director of contractor training and customer experience at SRS Distribution, including travel and seminars
- His 25 years in the building material industry after initially training to be a chef
- The focus on customers’ needs in a consulting role
- Focusing on customer success with their business skills
- Changing the consumer’s perception of contractors and the price-driven sale
- Showing the homeowner the value you bring to the process
- Why you can’t let the decision come down solely to price
- Show the differentiation between you and the competition
- Ask the questions—and then, LISTEN!
- Show the homeowner that all contractors are not created equal
- Closing the sale and making the homeowner feel like they are getting a great deal
- Improving sales skills
- The #1 reason contractors fail? Not charging enough
- The upcoming IRE in New Orleans and John’s topics: Keys to Escape the Price-driven Sale and Priorities that Drive Profitability
- How to overcome the phenomenon of “sales guilt”
- Working with the homeowner in structuring their affordable roof system
- John’s best sales advice: Learn to de-brief after every sales interaction
Resources:
www.bbb.org (Ranks business types with the highest number of inquiries)
Find John’s video on LinkedIn, “Stop Whining and Start Selling”
Email John: jderosa@srsdistribution.com
Video link to John’s YouTube channel:
https://www.youtube.com/watch?v=mjq4Q7TKNhE
The Roofer Show Podcast is all about helping roofing contractors grow more profitable businesses through education. I’ve been impressed with what GAF has been doing to help recruitment to the industry and offering programs to raise the level of professionalism. In today’s episode, I interview trainer Rob Ballard to find out more.
What you’ll hear in this episode:
- GAF educational programs: how Rob grew up in the roofing industry
- The State of the Industry report and 2017’s #1 problem: the serious labor shortage in the workforce
- How to get the word out to attract people to the roofing business
- GAF’s efforts to help the labor shortage:
- Hire a Hero program
- Videos to help contractors with recruiting laborers
- The NRCA’s certification program
- The CARE program: teaching best practices in the industry
- Why business skills are lacking on contractors
- Why contractors should want to partner with GAF
- GAF’s Well Roof maintenance program and how it works
- Why a maintenance program is a wise decision for the customer and profitable for the roofing company
- How a maintenance program gives you additional opportunities to keep in contact with your customers on a yearly basis
- GAF’s Road Show, where contractors can see how to grow their business through maintenance and learn how to do maintenance and repair the right way
- “Innovation and forward thinking are goals in our industry.”
Resources:
CARE Find blogs, training videos, webinars, and MORE!
Email Rob: rballard@gaf.com
If you think you will just sell your business and retire, think again. Very few roofing businesses will end in a sale or transfer to the next generation. Most will just close their doors. Join us to hear how, with careful planning, you can avoid the dreaded 4 D’s that kill so many businesses.
What you’ll hear in this episode:
- Setting up corporate structure: why you should avoid sole proprietorship structure
- Why your personal money MUST be separate from the company’s money
- Scott’s tips to avoid “losing the corporate veil”
- The Four D’s that can kill your business, and how to avoid them (or at least minimize the damage):
- Dissolution—Have policies (like a “Shoot-out Provision”) in place to protect a 50/50 partnership
- Divorce—Have a written agreement to give notice of a buyout opportunity in case of a divorce
- Death—Have an agreed valuation every year, have life insurance in place, and have a plan in the event of the owner’s death or retirement
- Disability—Have disability insurance, talk about the possibility, and put your plan down on paper. Plan ahead!
- Plan ahead for the 2nd generation of your business and think about your business 10 years from now.
- “What we’re discussing are ways to protect and preserve the business from potential issues that you can avoid if you simply take the direct and up-front approach of doing proper planning, considering the issues, and putting measures in place.”
Resources:
Website: HPSS Law Check out the retainer program offered by Scott’s firm!
Email: sdc@hpsslaw.com
The #1 listener requested topic for the podcast is always how to get more leads and sales. That is what we talk about today in my interview with Tim Musch. We aren’t talking about just any leads, but quality leads and how to convert them into profitable sales. Tim’s company MarketSharp is a leader in CRM software designed for contractors. Tim has a system that can grow your business by over 60% while only getting 10% better at what you do. You’ve got to check this out!
What you’ll hear in this episode:
- Why 70-75% of contractors say getting a consistent lead flow is their biggest challenge
- How small improvements can grow your business
- CRM: What is it and why does it matter to you as a roofing contractor?
- Why you need to know and track your numbers
- Six Keys to More Leads, More Sales, and More Thrilled Customers:
- Generating inquiries: do “micro-marketing” in the same neighborhood, get professional web strategy help, and how to use shows/events
- The call: setting up appointments, training, and scripting
- Lead warming: how to warm up your prospect and help closing rates
- Sales presentation: gear it to today’s consumer, use technology tools, and price-condition your clients
- Proactive follow-up: for buyers AND future buyers—how to keep in touch with email, calls, and direct mail
- Proactive repeat and referral activities: survey past customers, find out what they want, collect online reviews, and use newsletters
Resources:
Free downloads including the USP worksheet: https://www.marketsharp.com/resources/
Cost vs Value article mentioned: http://www.remodeling.hw.net/cost-vs-value/2017/
Visit Tim’s website, email: www.marketsharp.com, tim@marketsharp.com
A good contract can be a roofer’s best friend because it will contain terms that will assist the roofer in collecting money or defending claims. In today’s interview, we’ll discuss the provisions that every residential roofing contract should include.
What you’ll hear in this episode:
- Trent’s background in construction and his career, which has been 100% focused on construction law for 20 years
- The purposes of contracts: to protect the roofer and educate the client
- The Five Key Provisions in Residential Roofing Contracts:
- The scope of work: Say what you ARE and ARE NOT going to do
- Notice provisions: Address potential problems before they get out of control
- Payment provisions: Be proactive in limiting liability
- Roofing-specific provisions: Include damage to other property, color-matching, ponding water, etc.
- Disclaimers: Address all exclusions
- The pros and cons of having an arbitration clause in your contract
- The benefits of Alternative Dispute Resolution (before arbitration)
- How to construct a useful contract that is roofing-based
- Don’t be a “Frankenstein Contract” user
- Why customer service solves a lot of legal problems
- A KEY for any roofer: managing customer expectations
- “The best way to win an argument is to avoid it!” (Do the work up-front and avoid the argument!)
- Trent’s work with the Black Dagger Military Hunt Club
Resources:
www.trentcotney.com
www.roofinglawyer.com
www.oshalawyer.com
Email Trent: tcotney@trentcotney.com
Call Trent: 866-303-5868
Find Trent and Cotney Construction Law on Facebook, Twitter, and Instagram
Facebook marketing and advertising is what’s going to separate you from your competition in 2018 when it comes to marketing your contracting business. In today’s interview, you’ll learn everything you need to know to set up a successful Facebook ad campaign.
What you’ll hear in this episode:
- Why your website has to provide information and fulfill its primary purpose, which is to convert readers into leads
- Why you need a website review
- Common mistakes contractors make:
- Neglecting your “About” page or using it as a sales page
- Not giving prospects the confidence factors they need to contact you
- Not using the “Contact Us” page properly and asking for too much info
- Not having a mobile-friendly website
- Benefits of Facebook marketing:
- Nothing else competes with its cost and effectiveness
- It casts a “wider net” than other advertising avenues
- It fills a pipeline with people who need work done down the road
- Five Steps to Successful Facebook Marketing:
- The strategy of talking to as many people as possible
- Clearly, identify your ideal customer
- Using ad copy and images to get “clicks”
- Think about where you send them when they click
- Monitoring the results for success
- Darren’s three secrets to improve the success of Facebook Ads
Resources:
Visit Darren’s website: www.darrenslaughter.com (Sign up for his weekly newsletter!)
Call or email Darren: 215-740-2713 and darren@darrenslaughter.com
Follow Darren on Twitter!
SEO is constantly changing, and what worked well last year may not work at all now. With new technologies and new rules constantly evolving, it’s critical to stay on top of the latest developments. In this podcast, I'll sit down with one of the industry’s top experts to examine what contractors need to know about best practices for SEO in 2018.
What you’ll hear in this episode:
- SEO: What it is and what it means
- How to be the “best answer” for Google searches
- How important the map rankings are on Google
- How Google determines the best answers for searches
- How to increase your Google rank
- It all comes down to confidence in how Google decides whose website is the better answer
- Getting more content out there with blogging and pictures
- Best practices that benefit your SEO
- Mobile-friendly website
- Regular updates
- Accurate business listings
- Getting good backlinks (How? Aaron explains!)
- Why it’s always essential to get online reviews
- How Google access your business’s social media
- Your expectations and results when you hire an SEO company
- What ROI you can expect in hiring an SEO company
- What you can expect to pay for monthly SEO services
- Pitches and “guarantees” to avoid (Aaron tells you how to look for red flags!)
- Questions to ask before hiring an SEO company
- SEO tools for roofing contractors
- Coming in February: Aaron’s advice on using paid social media ads, at the NRCA Expo in New Orleans, LA
Resources:
www.altavistasp.com
Visit Aaron’s website and look for Five SEO Tools for Roofing Contractors and Seven Great Questions Roofers can ask a Potential SEO Company.
Email or call Aaron: aaron@altavistasp.com and 443-960-4004
Find Aaron on LinkedIn
Our workforce is the #1 asset in our businesses, so it is critical that we protect that investment. In today’s interview with construction labor attorney Philip Siegel, you will learn how to avoid the top 5 employment mistakes made by so many contractors.
Top 5 Employment Mistakes Contractors Make:
- Not knowing when and what to pay for employee travel
- Compensable and non-compensable situations
- What the law allows
- What records to keep
- What qualifies for overtime pay
- The liability limits for violations
- Not understanding what it takes to prevail in an OSHA case regarding “unforeseeable employee misconduct defense”
- You must have work rules in the employee handbook
- Provide training on those rules
- Have self-inspecting job sites
- Find violations and administer discipline
- Not understanding controlling employer liability in an OSHA case
- What the law requires: to “act reasonably to detect and abate violations”
- Not having sexual harassment and discrimination programs
- Specific policy addressing harassment and discrimination is necessary
- The policy should be reasonable to follow
- The policy should have reasonable reporting mechanisms, with at least two people by name
- Not knowing how to handle non-compete and non-solicitation clauses
- They must be in place!
Philip presents the longer version of this breakdown, including even more common contractor mistakes at the International Roofing Expo in New Orleans in February, 2018.
Resources:
Visit Philip’s website for more information, especially about his highly recommended retainer program!
www.hpsslaw.com
Email Philip: pjs@hpsslaw.com
Call Philip: 404-522-1410
Are your website visitors being converted into qualified leads that turn into sales? Most of those visitors are not ready to commit to a click or a call, and if you don’t have a way to capture their email addresses they could be gone forever. In today’s episode, you’ll learn how to set up a sales funnel that converts!
What you’ll hear in this episode:
- Spencer’s podcast about marketing, especially for contractors (The first four episodes are available now!)
- Spencer’s family connection to builders and his focus on contractors
- Builder Funnel: a digital marketing agency out of Colorado Springs, CO
- Inbound marketing, conversions, and increased traffic
- What is inbound marketing? Attracting people to your business or website who are seeking your service or product
- Growing traffic: content creation, SEO, and social media
- Do I have to write blog posts?
- Where to find blog topics
- Lead funnels: how they work
- How to address those who aren’t ready to buy NOW, but a year or so down the road:
- Meet them where they are
- Provide them with value in their research process
- Turn them into an educated buyer
Resources:
Website: www.builderfunnel.com
Podcast: www.builderfunnel.com/radio
Email: radio@builderfunnel.com
Do you know what the internet is saying about your business? In today’s interview with Aaron, you will learn how to control what is being said on online review sites and social media. We talk about how to set up a consistent process so you will get more positive reviews, the right review sites, how to handle a bad review, and much more.
What you’ll hear in this episode:
- Personal experience stories that show why online reviews matter:
- My garage doors needed replacing, but I couldn’t remember what company put them in. I was happy with the workmanship, but why have I had NO contact from them? I googled several, read their reviews, and made a choice. What do YOUR reviews look like?
- I needed new towels, so I looked on Amazon for the best reviews and the highest ratings. Knowing nothing about the towels other than the reviews, I made the purchase. Are YOU missing the boat compared to your competitors?
- I had to go to the dentist and get a crown, to the tune of $1500. There was a “Leave a review for us on Google” sign, but I forgot to do it. They emailed three times until I finally clicked on the link and left a “happy” review. All they had to do was ask and make it easy! How persistent are you in getting reviews?
- The bottom line: ONLINE REVIEWS REALLY DO MATTER!
- Let’s flashback to Episode 6 with Aaron Hockel:
- What is online reputation management?
- Why reviews matter
- The top five most important review sites for contractors
- How to control the review process
- Prepping the customer for solicitation of the review
- How to direct customers to the sites where you need improvement or only have a few reviews and to the Big Three (Google, Facebook, and Yelp)
- What is SERP?
- How to track reviews and handle bad reviews (they are inevitable, so be prepared!)
- What to do and what NOT to do about a bad review
- Aaron's tips: go online, own your profile, and verify your information
Resources:
Visit Aaron’s website: www.altavistasp.com (A no-obligation, free consultation, and evaluation available to TRS listeners!)
Email Aaron: aaron@altavistasp.com
Call Aaron: 443-960-4004
www.reputationstacker.com
www.yext.com
The only way to grow a profitable roofing business for the long haul is to build an effective sales team. On today’s podcast, I talk sales with Becca Switzer, owner of Roof Sales Mastery. Becca teaches roofing contractors how to find, hire, and train successful salespeople with her proven step-by-step system that avoids all the typical mistakes most business owners make.
What you’ll hear in this episode:
- Why a great sales team makes ALL the difference in your business
- “Nothing happens until someone sells something.” --Henry Ford
- Becca’s background and the path that led her HERE
- Who should I hire?
- What NOT to do
- Leave what you did in the past
- Don’t hire people already in the industry
- How should I pay?
- The problem with straight commission
- The “pay-per-appointment” strategy
- Mistakes that salesmen make:
- Wasting time with details, being the “telemarketing call robot”
- Not knocking on doors at the right time of day
- Tips for struggling salesmen:
- Seek out legitimate training
- Sound like a “normal human being”
- Acknowledge how they feel
- Apologize for knocking on their door
- Use a name-drop
Resources:
Becca’s website: www.roofsalesmastery.com (Find her courses here, too!)
Find Becca on youtube and Facebook: Roof Sales Mastery
Learn how to navigate through the difficult issues which arise with an employee using medical marijuana in today’s episode with labor attorney Philip Siegel. We discuss what an employer can and cannot do without running afoul with the ADA or state disability discrimination laws when an employee is a registered medical marijuana user.
What you’ll hear in this episode:
- Overview of the ramifications of legal medical marijuana laws for contractors
- State-specific issues
- The language of the law: why it’s confusing for contractors
- Why “impairment” is a big issue
- Can you fire someone for medical marijuana use if you have a zero-tolerance policy?
- The best advice: Have your supervisors well-trained in drug awareness
- Why the Americans with Disabilities Act does NOT protect the use of medical marijuana
- The difference between doing federal work and being under state laws
- Why employers may NOT want to drug test
- Why you as an employer MUST have a drug-testing policy
- A post-accident drug testing policy
- The Anti-Retaliatory Provision under OSHA
- Can you take action against an employee for off-duty behavior?
- The “Yes, but” answers
- What contractors can do to eliminate the risk:
- Have a policy
- Address discipline, but beware of a zero-tolerance policy
- Philip’s retainer program for roofing contractors
Resources:
Call Philip: 404-522-1410
Email Philip: pjs@hpsslaw.com
Visit the website: www.hpsslaw.com
I give up my top 10 marketing tips from my 30 years as a contractor and from 30 podcast episodes with the top experts in the roofing industry. Learn how to set up a lead machine that converts into sales that are easy. And the best part is they’re free!
- The Top Mistakes that Contractors Make:
- They don’t show up---Take the opportunity to represent yourself as a professional
- They don’t return phone calls---Commit to returning every call, every day
- The rep is not a likable guy---It’s a people business and a good personality is important
- The rep doesn’t have a uniform---Always look clean and professional
- There is poor communication---Start with a good contract and a well-written scope of work
- There are surprise change orders---Be up front about changes and get the customer’s approval
- The job site is messy---Think about the customer’s experience and let them know what to expect
- How to get more leads and convert them to sales:
- Show up—and don’t do stupid stuff!
- Know your numbers (Check out Episodes 19 and 29 for details!)
- The who, what, where, and why of your ideal customer
- Your website: it needs to be good! (Check out Episode 4 for more!)
- Lead warming
- Use a CRM program
- Presentation (Check out Episode 22 for more!)
- Follow-up and lead nurturing
- Get more referrals and reviews (Check out Episode 6 for great tips!)
- Build strategic alliances
Resources:
www.theroofershow.com: Download my free e-book about identifying your ideal customer!
If you’re a roofing contractor that does any storm restoration or works with insurance companies you’ll want to listen to today’s show. Are managed repair programs a passing trend or a shift in the way business will be done. We’ll cover all sides so you can be sure you are ready to take full advantage of any changes.
My guest today is Reggie Brock, who has been in this industry in many respects. He represents Mad Sky Managed Repair Program, which is on the cutting edge of our industry. Since so many areas of our country have recently been affected by natural disasters, we can expect that we work will start pouring in. How can we as Roofers stay competitive while also keeping an eye towards shifts in our industry? Reggie will tell us how!
More to learn in this episode:
- The industry of storm repair is changing. Reggie fills us in with how.
- How managed repair programs are marketed.
- How we can fight scammers in our industry.
- Insurance pays for only 35% of the roof repairs.
- There are shifts happening in our industry. Not just trends changing.
- Taking cues from health insurance.
- The 3 moving entities that are working towards a good experience for policyholders.
- How we can manage with labor shortages.
Get in touch with Reggie
http://www.mrpprogram.com/
rbrock@mrpprogram.com
If you have leads that are falling through the cracks, this is the episode for you. Today I interview Jake Dempsey with the CRM program JobNimbus to learn how this software will simplify your lead funnel from acquisition to getting that coveted 5-star review from your satisfied customers.
It turns out, the answer to your lead problems is streamlining. Jake is going to show us how JobNimbus connects with all of your other applications and software like Google Calendar and Quick Books to make every step of the process easy to manage. Gone are the days where little slips of paper get lost in the shuffle and leads get left by the wayside. Now, each part of the process can be logged and finished in JobNimbus. In the long run, you are going to save money and boost efficiency. Listen to this info-packed episode to find out how.
More in this episode:
- Why CRM software is a must-have for your business.
- Jake shares the history of JobNimbus, and why so many Roofers are trusting the software.
- Don’t waste time on data entry again! JobNimbus makes it easy with automated tasks and emails.
- Understanding Zap Your Integration.
- We run through a demo of a job from leads to sales to completion.
- How you can use JobNimbus to coach and train your salesmen.
- Using streamlined CRM software can boost your customer reviews.
- The Key To CRM? Use It!
- CRMs build scalable, repeatable processes.
Links:
Go to Jobnimbus.com for Demos and a Free Two Week Trial + Tech Support
Jake’s number: (855)964-6287
7 Steps to Getting More Qualified Leads for your Roofing Business.
Most contractors just don’t like to deal with the bookkeeping side of their businesses and end up either hiring someone unqualified or worse. In today’s interview, we talk about focusing on your strengths and working around your weaknesses by outsourcing your bookkeeping.
What you’ll hear in this episode:
- The importance of setting up a financial dashboard with Five Key Performance Indicators (Randal covered these in depth back in Episode 3)
- “Five at Five for Five”: cash, accounts receivable, accounts payable, profit/loss, and balance sheet
- Sell work, Do work, and Keep score
- SWOT: strengths, weaknesses, opportunities, and threats
- Examples from “John” and “Michael” and their fictional companies
- The biggest problem for contractors: not wanting to invest in quality office equipment and bookkeeping
- Why roofing contractors’ accounting needs are different from other businesses
- Why you should outsource your bookkeeping
- How the outsourcing of accounting system works with Fast Easy Accounting
- How you know you can trust an outsourced firm for accounting
- “Good, the enemy of great”
- Why job costing is important
- Your board of advisors should include: tax preparer, construction accountant, commercial banker, financial planner, and Dave
Resources:
Find out more about Randal and his business: www.fasteasyaccounting.com
Email to receive Randal’s Five KPI’s installed for FREE on your Quickbooks, or call Sharie directly and say you heard Randal on The Roofer Show: sharie@fasteasyaccounting.com or 206-361-3950
Find The Contractor’s Success Map podcast to hear more from Randal
In this week’s episode, Canadian roofing contractor Adam Sand shows us the step by step process he uses to hit it out of the park with Facebook ads. Adam first learned the power of Facebook at his first business that almost landed him in the slammer.
What you’ll hear in this episode:
- Adam’s business growth of 125% this year over last year—most of it from Facebook ads!
- How Adam got into the roofing business to help a good friend with his failing business
- The biggest problems specific to running a roofing business in Canada:
- 4-5 months of winter
- Planning for optimal profitability based on daylight hours
- Severe lack of clear safety standards
- Lack of respect for the roofing trade
- Customer reviews for Adam’s company: “how clean the job sites are”
- How to get customers to write reviews:
- Treat them as friends and family
- Have good people and processes
- Have work crews that work well together, have fun, and get along
- Put on “a good roof”
- Ask pleased customers to write reviews
- Send emails over the winter to ask about customer experience
- Respond to every review, whether positive or negative
- Adam’s clear website with a message and a call to action
- The average time spent on a roofing website? 30 seconds!
- How to increase your value to potential customers
- The power of Facebook ads and why they work so well:
- They target specific people
- You can engage with your audience
- They are less expensive than other advertising formats
- Facebook is always improving the user experience
- Adam’s process in using Facebook ads
- The steps to Adam’s Facebook ad blueprint: a game plan, correct pixels, targeted audience, a high-converting ad from Google reviews, your campaign for success, ad level, and trimming the ad for optimization
- “Revenue is for vanity, profit is for sanity, and cash flow is for reality.”
Resources:
www.sargeantsroofing.com
Email Adam: adamsandltd@gmail.com
Do you ever feel stressed or out of control when running your growing contracting business? If so, this is the show for you. Today, I interview Diane Gilson about how much that chaos is costing your company. Too many contractors don’t like numbers and usually turn over the bookkeeping and accounting to someone that may be less than qualified--or worse--downright dishonest. Find out how making some minor changes can reap a huge improvement in profits.
What you’ll hear in this episode:
- Diane’s business: Info Plus Accounting—23 years strong!
- Diane’s background as a CPA and in management accounting
- How her first clients were in the construction business and needed help with their numbers, job costing, and business systems
- Diane’s programs, articles, profit calculators, spreadsheets, and MORE!
- How to have more financial control
- The Cost of Chaos
- How to calculate what owners should pay themselves
- Opportunities to reduce cost:
-
- What 45 minutes wasted each day actually costs you!
- How to save money on materials
- Save by not incurring tax penalties
- Watch out for credit card debt
- Increasing your income:
-
- Do a better job of pricing
- Manage change orders better
- Go for a higher gross profit
- Implement changes to improve your bottom line
- 56 extra benefits to being in control of your numbers!
- Diane can help you be more effective, more profitable, and have a less stressful business!
Resources:
Visit Diane’s website: www.buildyournumbers.com
Email Diane: help@infoplusacct.com
If you want to grow your roofing business with more leads and sales, you must understand something. You’re not a roofer - you’re a marketer who sells roofing services. To be a good marketer you have to know your numbers. In today’s podcast I talk with Scott Dennison of Top Ranked Roofer about the numbers that you need to know including cost per lead, revenue per sale, and customer lifetime value.
What you’ll hear in this episode:
- Marketing= Buying new customers at a profit (an investment)
- One critical thing—“You’re not a roofer; you’re a marketer who sells roofing services.”
- The “three guys”—Joe, John, and Jack (Be prosperous like Jack!)
- The three critical numbers: the cost per lead, how much revenue is your average sale producing, and your customer lifetime value
- What a delighted customer will do for you
- Why “lead generation” is a misunderstood term
- A case study with Google AdWords and a very low conversion rate
- The most common marketing mistake that roofers make!
- Why Scott’s company offers landing pages and lower cost per click rates
- Problems roofers encounter when looking for a marketing partner:
-
- No certification process
- The danger of not knowing what you don’t know
- Key Questions to ask about marketing:
-
- What key words do you think we should rank for?
- How does my site compare to my competitors’?
- What will you do to increase my backlinks?
- Who owns my website and domain name?
- Will my website content be original to me and will I own it?
Resources:
Becoming Top-Ranked by Scott Dennison
www.toprankedroofer.com/roofing-seo (Get Scott’s free Website-Ranking Essentials Toolkit!)
There are 2 ways to make more profit on your roofing jobs. First, sell your jobs for more money. The second is to reduce your costs to do the job. Simple isn't it? But if you're like most contractors you already have a full book of business. And you're not getting any more money for that work. Today's podcast is all about production and reviews some new ways to reduce your costs and make more money that you may not have thought of.
Today’s show is a solo episode. There is no easy way to build your business, but there is a way that is EASIER, and that’s to learn from the mistakes of others. We are discussing some mistakes I’ve made and some hard-knock experience I’ve gone through that’s left me banged up. There are some shortcuts I’m telling you that I wish I had known when I started out.
What you’ll hear in this episode:
- There are two ways to make more money: sell your work for more money or do the work for less cost (See Episode 22)
- One component of doing the work smarter is to take care of your employees
- Many contractors go out of business when they are booming, simply because they run out of cash
- “Good judgment comes from experience, and experience comes from bad judgment.”
- Examples of learning the hard way:
-
- Writing down the wrong address
- Leaving a ladder on the job site
- Misunderstandings due to lack of clear communication with customers
- How to turn it around:
-
- Use checklists and put systems in place
- Set goals for how you want to do the work
-
- Get in and out with the most profit
- Have a happy, happy customer that pays his bills and gives 5-star reviews
- Have customers who refer you to other like-minded customers
- Spend the least amount of time supervising
- The most important part of the job is the Pre-job work:
-
- Assemble the job package
- Meet with the customer
- Hand the job off to the foreman or job supervisor
- Communicate clearly to the customer
- Go over payment terms and job specifics
- Specific things to accomplish during the job:(See Episode 16)
- Specific things to accomplish during the post-job (See Episode 19)
- How to conduct the job post-mortem
- Don’t forget to ask for a review and referrals
-
- Make the review process easy for the customer
- Send a small thank-you gift to the customer
- Try to secure one new job in the neighborhood
On today’s podcast, I talk with marketing expert David Chism about the most common mistakes contractors make when it comes to their marketing. The Roofer Show is about learning from the mistakes of other contractors so you can avoid the same pitfalls and take the short cuts to growing your contracting business.
What you’ll hear in this episode:
- David’s background: from a long line of painting contractors, then on to estimating and marketing
- How Brazilian Jujitsu has helped his focus and discipline in business
- Top 7 Mistakes that Contractors Make:
-
- Not having a marketing plan or budget
- Not tracking leads
- Purchasing a CRM and not using it
- Not staying in touch with customers and relying only on new leads
- A lack of consistency in marketing
- No brand awareness
- The “try this/try that” marketing approach
- The “bonus” mistake in throwing money away on paid search and SEO
- Use a professional for ad words
- Mistakes contractors make in using social media:
-
- Don’t “dabble” in it
- If you start, then maintain it
- Don’t use social media to “sell” your services
- Use professional, good-looking photos of your company and services
- Promote community events that you participate in
- Keep it real and personal
- “People love to buy, but they hate being sold to.”
Resources:
www.adavidcreation.com
www.salesforce.com
Let’s face it. Contractors suck at sales! But it doesn’t have to be that way. You can learn from today’s interview with Tom Reber of The Contractor Sales Academy. Tom outlines the steps he teaches in The Academy to sell more of your services.
What you’ll hear in this episode:
- How Tom focuses on building a winning team
- “It all starts with the sale.”
- Tom’s Marine Corps background and its impact on him today
- Three essentials for building a winning team: accountability, recognition, and fun
- Tom’s construction background: learning from mistakes
- Why Tom rebranded his MotorHard business
- “All progress starts with truth.”
- Clarity and consistency: Why they are necessary in business
- “What I was missing was my target.”
- Owning your crap
- Tom’s group coaching and annual live events at CSA
- The importance of mindset
- How to get rid of your “head trash”
- Success stories: selling more and becoming a better person
- How practice and role play bring success
- Tom’s ebook: getting to the heart of what’s important
- How to NOT be defensive: it comes down to practice, training, and coaching
- Why it’s good to be “uncomfortable”
- 27 questions to ask the homeowner
- Why people buy---either pain or pleasure
- One of Tom’s favorite questions to ask: When the job is done, how will you know you hired the right person?
- From unconsciousness incompetence to unconsciousness competence
- Takeaways for contractors:
- Remind yourself of the value you bring
- Make no assumptions
- Get clarity about what you want and don’t want
Resources:
www.contractorsalesacademy.com Check out Tom’s resources and find his Youtube channel!
www.tomreber.com
Spray and Pray. Is that your marketing strategy? If your marketing is not laser focused on that ONE ideal customer that big wide net is going to drag in all those crappy leads that just want to beat you down on your price. Don’t you have enough of those? Today I’m in the hot seat when I get interviewed by Tony Booth on The Contractor Coachcast Podcast. We talk about my new eBook: 7 Simple Steps To Get More Quality Leads For Your Roofing Business and we focus in on How To Identify Your Ideal Customer.
What you’ll hear in this episode:
- Dave’s background in the family roofing business: how a business consultant turned it around
- The most challenging aspects of roofing and construction: selling, producing, and keeping score
- The most rewarding aspect of construction: having flexibility in the day-to-day operation
- The targeted approach to identify the ideal customer
- Target marketing: the Who, What, Where, and Why
- “The riches are in the niches.”
- The 20/80 rule: 20% of your clients make 80% of the profits
- “Mr. Big”—the ideal customer
- The checklist screening process for clients
- Why contractors have a hard time saying NO
- Sufficient lead flow=you can pick and choose clients=YOUR target market
- Fine tuning leads to get to the ideal customer
- Getting started: Who is your favorite kind of client? Who is most profitable and enjoyable to work with? Who causes you the most problems?
- Show the client why you provide the value
- How to find and contact your ideal customer: Where do they hang out?
- Why Dave started The Roofer Show podcast
- How Dave helps contractors through mentoring and coaching
- How Dave likes to unwind, relax, and recharge
- Dave’s parting advice: “You can’t do this alone. You have to have good people and good systems if you want to grow your business. Treat your employees well because you can’t do it without them.”
Resources:
Tony Booth episode #17
www.theroofershow.com (Find Dave’s ebook, 7 Simple Steps to Get More Leads and the free download, The One Page Business Plan)
Email Dave: dave@theroofershow.com
Check out Tony’s website: www.contractingcoach.com
Email Tony: tonyb@contractingcoach.com
Learn how to avoid the Top 10 Most Expensive Tax Mistakes contractors make in today’s interview with CPA and Certified Tax Coach Craig Cody. One of the best reasons to start a contracting business is the tax advantages available to simply working as an employee. To take full advantage of the tax deductions available you have to start off with a proactive tax plan to be sure you keep more of your hard-earned money.
What you’ll hear in this episode:
- Craig’s story: from NY cop to CPA and Certified Tax Coach
- The biggest of Craig’s Top 10 Tax Mistakes? Failing to plan
- Craig gives tips and advice on the following areas to help contractors keep more of what they make:
- Setting up your business entity—See an attorney!
- Home office deductions—You might be surprised!
- Family employment—How to make it work for you
- Retirement plans
- Using vehicles for business use
- Travel and entertainment deductions
- Health care strategies
- Owning your own building
- The biggest takeaway from Craig: Communicate with your tax professionals!
Resources:
www.craigcodyandcompany.com
Visit www.craigcodyandcompany.com/roofer for Craig’s free book, The 10 Most Expensive Tax Mistakes that Cost Business Owners Thousands
Call or email Craig: 576-869-4051 and craig@ccodycpa.com
The Secrets of a Tax-Free Life by Craig Cody
The #1 listener requested topic for the podcast is always how to get more leads and sales. That is what we talk about today in my interview with Tim Musch. We aren’t talking about just any leads, but quality leads and how to convert them into profitable sales. Tim’s company MarketSharp is a leader in CRM software designed for contractors. Tim has a system that can grow your business by over 60% while only getting 10% better at what you do. You’ve got to check this out!
What you’ll hear in this episode:
- Why 70-75% of contractors say getting a consistent lead flow is their biggest challenge
- How small improvements can grow your business
- CRM: What is it and why does it matter to you as a roofing contractor?
- Why you need to know and track your numbers
- Six Keys to More Leads, More Sales, and More Thrilled Customers:
- Generating inquiries: do “micro-marketing” in the same neighborhood, get professional web strategy help, and how to use shows/events
- The call: setting up appointments, training, and scripting
- Lead warming: how to warm up your prospect and help closing rates
- Sales presentation: gear it to today’s consumer, use technology tools, and price-condition your clients
- Proactive follow-up: for buyers AND future buyers—how to keep in touch with email, calls, and direct mail
- Proactive repeat and referral activities: survey past customers, find out what they want, collect online reviews, and use newsletters
Resources:
Free downloads including the USP worksheet: https://www.marketsharp.com/resources/
Cost vs Value article mentioned: http://www.remodeling.hw.net/cost-vs-value/2017/
Visit Tim’s website, email: www.marketsharp.com, tim@marketsharp.com
Learn why your profile on Google My Business is critical to your business getting found on the internet in today’s interview with Aaron Hockel of Alta Vista Strategic Partners. Google has just rolled out two new features that you’ll want to know about and implement, and Aaron is going to tell us how to get the most out of them. We start out with the basics and then get into the advanced tips and tricks to get your business to the top of the list. Aaron was also my guest on Episode 6, so feel free to go back and take a listen to that conversation.
Using What Are Google Posts and How To Set Up Google My Business Messaging
What you’ll hear in this episode:
- Google My Business—what is it and why should I care about it as a roofing contractor?
- Tips to improve your location in Google Maps:
- Register your Google My Business account
- Get a lot of Google reviews
- Add pictures and offers regularly to your listing
- Why photos are necessary to your Google listing:
- You will get THREE TIMES as many click-throughs!
- Photos will increase traffic and visibility
- What are Google Posts—how it works and how a roofer can use it
- Google Messenging benefits:
- Immediate text capability to the company
- Quick and easy setup and use
- It’s totally FREE!
- It will bring you, new customers
Resources:
Visit the website: www.altavistasp.com
Email Aaron: aaron@altavistasp.com
For more information about these Google features, read Aaron’s full articles:
What Are Google Posts
How to Set up Google My Business Messaging
Do you spend your days just putting out fires instead of feeling in control and growing your business?
In today’s interview with business coach Tony Booth, you’ll learn how to take a step back and evaluate the strengths and weaknesses of your company using The Contractor’s Evaluation Wheel.
This simple tool helps you look at the eight key areas you need to master to run a successful contracting business. We discuss the questions you need to answer to stay in control and know exactly where to focus your efforts to maximize profitability.
What you’ll hear in this episode:
- Tony’s Contracting Coachcast podcast—3 years strong!
- What the podcast covers: common sense vs common practice
-
The Contractor’s Evaluation Wheel—8 key areas of your business:
- The brand and awareness: What does the market think of us and how are we different?
- Sales and marketing: Who is our ideal customer and what do we do to reach them?
- Estimating: How do we determine if the job is a “go” or a “no-go”?
- Project planning: How are we going to be successful?
- Project management: How well is my project team communicating?
- Accounting: Do we have accurate bookkeeping?
- Resources: Do I have adequate staff to get the job done, and do my employees feel like part of the team?
- Management and controls: Do I have an overall budget and a clear organizational chart?
- What’s next for Tony’s podcast, including upcoming courses
Resources:
Michael Stone episode #14 Leslie Shiner #15 www.contractingcoach.com
Email Tony: tonyb@contractingcoach.com
Controlling your labor costs should be one of the top goals of running a profitable business. For most of us, Labor is our #1 job cost and the one variable that can take a profitable job and turn it into a loser. In today’s interview with Dean Logan, you will learn how, by using electronic timekeeping, you can be sure that you're paying for the “true" time worked on the job. Dean formerly ran his family roofing business and developed a time keeping an app that saved his company over $100,000 in labor cost the first year. His app was so successful that he formed Labor Sync and has taken his program to the public. Listen in and find out what it’s all about and if it is right for you.
What you’ll hear in this episode:
- Dean’s background in the family roofing business
- The realization that led to the Labor Sync app development: Cutting costs requires accurate time tracking
- Developing the tool, including ease of use and accommodation of a non-English speaking workforce
- Benefits of the Labor Sync app:
- Costs only $10/month per active employee
- Saves you money from day ONE
- Gives an accurate picture of labor hours and costs for each job in real-time
- Allows for real-time adjustments
- Allows accurate payroll procedures
- Separates drive time from work time
- Allows employees to track their hours and know what pay to expect
- Gives you the ability to customize over 250,000 reports
- Integrates with Quickbooks
- How GPS ties into the app with real-time locations
- The biggest problem in the field comes from employee pushback, particularly from “old-timers”
- How the app tracks repair and service jobs with four main buttons
- How the app justifies invoices and verifies billable hours
- Coming soon in version 3.0: scheduling interface, overtime tracking, increased integration with accounting software, and more
- New features of the app come from customer recommendations
- Protection of data from hackers through Google security platforms
- How the app is used in any company with a mobile workforce
Resources:
For more information, call 877-411-5666
Email: support@laborsync.com or sales@laborsync.com
Website: www.laborsync.com (Free trial and training available!)
In today’s interview, you will learn how to maximize the profit on that big backlog of work we all have on the books. As we take on more work, most contractors experience “slippage” in their profit margins and lose control over what started out as a profitable job but have now turned into a loser that we’re just trying to close out. You're making the same amount of profit you were before, but now with lower margins, more risk, more stress, and more headaches.
Only with good Job Costing are you able to know the “true” cost of your jobs, which type of work is the most profitable, and how to squeeze out every additional dollar down to the bottom line.
My guest, Leslie Shiner, has an MBA in Finance and Accounting from UC Berkeley and has been a financial and business consultant to the construction industry for over 30 years. She only works with contractors and knows her stuff when it comes to maximizing job profits.
What you’ll hear in this episode:
- What Job Costing means for you
- How much did I spend?
- How much did I think I was going to spend?
- Am I going to be on a budget or over budget?
- Why you should want to work like you do now but make 2x the profit
- “Revenue is for vanity, profit is for sanity, and cash flow is for reality.”
- Basics of job costing:
- Identify areas of slippage
- Evaluate areas of cost during the job
- Use Leslie’s calculator to find your true labor cost
- How to track labor efficiency into your job cost
- How to find your labor utilization rate
- The “extras”: liability insurance, payroll taxes, workers’ compensation, vehicle costs, health insurance, cell phones, and small tools
- Above the line and below the line costs
- The most important part of job costing: compare apples to apples
- The biggest mistake: creating a budget at the billable rate but job costing at the gross wage
- Dollar variance vs. hours variance
- How to review your estimated cost vs. actual cost
- Strategies for making employees as productive as possible
- Focus on the work you do well
- Manage your work by knowing your numbers
- Three ways to improve profitability:
- Spend less
- Charge more
- Do more work
- Cost reports that we need and KPI’s (key performance indicators) to keep track of
- How to improve job costing efforts in your company
Resources:
www.shinergroup.com Visit Leslie’s website for great FREE resources, like her Labor Burden Calculator, Accounting Flash Report, and Using Quickbooks for Job Costing. Find a link to purchase her book, A Simple Guide to Turning a Profit as a Contractor.
Email Leslie: leslie@shinergroup.com
Even with the booming construction economy, contractors are still going out of business at an alarming rate--and the reason is most likely poor cash flow. As sales volume increases, so do your payroll and supplier costs, all of which must be paid--usually long before you get paid for those jobs. If you’re not on top of your cash flow it doesn’t take much for it to all come crashing down. You can’t make your payroll with a book of receivables.
In today’s interview, business expert Michael Stone shares his 20+ years of contractor coaching experience and explains how even in the best of times contractors can go out of business. Michael gives up the top 6 reasons contractors fail and what you can do to avoid them.
What you’ll hear in this episode:
- Top 6 Reasons Why Contractors Fail:
- Not charging enough for their work---“Being competitive is optional, but being profitable is not!”
- Failure to use proper change work orders---“The problem is that change work orders aren’t usually written or agreed to before the work is done.”
- Failure to use good legal contracts---“Your contract should state that there will be binding arbitration by a non-attorney arbitrator.”
- Having too many employees for the volume of work being produced---“When production goes down, your overhead expenses go up and they suck the money right out of the company.”
- Having an improper payment schedule on their contracts---“A down payment means money has changed hands and the customer is committed to you.”
- Having a lack of profitable sales---“If you can’t make at least 8% profit, then walk away from the job.”
- Michael tackles these topics by answering Lightning Round questions:
- Why increased cash flow does NOT mean that the contractor should take out extra to pay bills
- Why the owner’s salary is different than company profits
- Why your backlog should be no more than 4-6 weeks—“If your backlog is more than that, then your prices are too low.”
- “Most roofers are too busy putting shingles up to educate themselves on how to run a good business.”
Resources:
www.markupandprofit.com (Visit Michael’s website for his weekly newsletter, articles, resources, and information on seminars and classes.)
Email or call Michael: michael@markupandprofit.com 360-335-1100
We all know that the #1 problem the Roofing Industry faces today and in the future is the lack of a qualified workforce. Our interview today with Heidi Ellsworth gives us some help from a source many of us may not have considered before--attracting more women into the industry. We mean NOT just in the office but also up on the roof!
Heidi is the chairperson of the National Women in Roofing Council and shares with us what a number of progressive roofing companies are doing to overcome their workforce issues and raise the level of professionalism in the industry.
Heidi has agreed to stay on with us after a great interview last week from episode #12 about technology and software for roofing contractors to talk about her latest project.
What you’ll hear in this episode:
- Our work force: the #1 problem
- How the National Women in Roofing Council began in 2016, then added memberships and sponsorships
- Over 500 members in the first year!
- The Four Pillars of the organization: mentoring, education, recruitment, and networking
- The numbers of women in construction compared to other industries
- New opportunities for women in the industry
- New technologies on the roof that are perfect for women
- Roofing: where being a woman is an advantage!
- Why four-year college is NOT the answer for everyone
- Commitment to recruiting women into non-traditional trades
- In Los Angeles, a women’s shelter where women are recruited into the industry with better pay and better benefits than fast-food and retail jobs
- The membership costs? $60/year (open to men and women)
- New programs coming soon!
- How YOU can help!
Resources:
www.nationalwomeninroofing.org
If you are considering purchasing new contractor software or upgrading your existing system, you need to listen to today’s interview with tech expert Heidi Ellsworth. Heidi has been in the roofing industry for 25 years, so she has seen it all. She managed the Construction Sales Division at tech pioneer EagleView Technology Corp and now runs her own roofing focused marketing firm, HJE Consulting Group. She has a regular column in Roofing Contractor Magazine and recently helped found the National Women In Roofing Council.
Heidi is also a partner in the tech driven networking site RoofersCoffeeShop.com where roofers gather to network with other contractors and industry veterans to discuss the latest issues we all face in our day-to-day operations, so everyone should sign up for that!
Since Heidi is a regular speaker at industry events, I’m going to drill down to get the bullets from her recent presentations “Are You Ready For Software” and “The Questions You Need To Ask Before You Buy Contractor Software” to get you the information you need to know.
What you’ll hear in this episode:
- How Roofers Coffee Shop began in the 1980’s and was transformed in 2000
- Technology, history, current trends and more: Connect with others in the Roofers Coffee Shop
- How contractors can get involved and take advantage of this resource
- Questions I should be asking about software: Am I ready for software?
-
- What are our processes?
- How do our processes transition online?
- How do I integrate?
- How to pair veteran roofers and millennials within new technology
- The necessary technology, equipment, and using the cloud
- What is your focus?
- What is CRM? (customer relations management)
- The importance of a relationship with your software company
- Training and support for your team
- How to get started:
-
- Visit trade shows and software booths
- Network with other contractors
- Talk to distributors and manufacturers
- Why you need software with customer portals
- The new technology coming to our industry
- Problems some contractors have with the transition to new software:
-
- Not having scalability
- Not having security
- Not giving ownership of your data
- Not providing the tools you need
Resources:
Sales and Marketing for Roofing Contractors by Heidi J. Ellsworth and Karen L. Edwards
HJE Consulting (Heidi provides 30-minute consultations through membership in the NRCA)
Email Heidi: hje@ellsworth.us or heidi@rooferscoffeeshop.com
Find Heidi on Linked In
www.rooferscoffeeshop.com
Recommended software:
www.acculinks.com
www.companycam.com
www.jobnimbus.com
www.jobprogress.com
www.contractorscloud.com
www.rooflogic.com
www.theestimatingedge.com
www.dataforma.com
www.companycam.com
If you use independent contractors in your business you’re going to want to listen to today’s show with attorney Philip Siegel. Philip works for Hendrick, Phillips, Salzman, and Siegel, a firm in Atlanta that specializes in work for construction companies all over the country.
The difficult labor market has many of us turning to independent contractors to get the work done, but new regulations and aggressive enforcement have resulted in new hidden dangers for contractors. The misclassification of employees is costing business owners thousands of dollars in fines, but in today’s show, you’ll discover how to easily navigate this complicated issue. Join us to hear more from Philip!
What you’ll hear in this episode:
- The problem in misclassifying employees: Why should I care about it?
- Why issuing a 1099 form does NOT determine who is an independent contractor
- How this issue plays out regarding wage and hour audits, OSHA audits, disgruntled employees, unemployment claims, and payroll taxes
- Employee vs. independent contractor: How do you know which is which?
- The work being done by the contractor
- Their managerial skills
- The worker’s investment
- The worker’s special skill and initiative
- The relationship: permanent or indefinite
- The nature and degree of the employer’s control
- How to avoid huge fines and large attorneys’ fees
- What about salespeople on commission and office managers?
- Things to watch out for when hiring subcontractors:
- Have an agreement with specific provisions
- Insurance and indemnification requirements
- Takeaway tips: Conduct a relationship audit to assess exposure and have a contract
- The Retainer Program at Philip’s firm, as low as $350/month!
Resources:
www.hpsslaw.com
Email or call Phillip: pjs@hpsslaw.com (404) 522-1410
We finish up our Business Plan today in Part 2 and press print. You'll have a complete plan of where you are taking your business and a roadmap to get you there on the most direct route. With your Business Plan in hand, you can get your team aligned with the confidence they need to take the responsibility to get the results you want to take your business to the next level.
With the 8 steps revealed in this episode, you’ll be on the road to providing a great lifestyle for you and your family while building a valuable asset that you can sell to support you in a comfortable retirement.
Today, Dave finishes up from last week, with the second part of How To Build A Professional Business Plan. If you missed Episode 9 last week, you can go back and listen, to get yourself up to speed. You can also download the one-page Business Plan from his website, to get an outline of where you want to take your company and a roadmap to get you there. Today, Dave talks about the process of planning to get out of working in your business, to start working on your business. Listen in as Dave covers the next six steps of how to create a professional business plan.
Go to theroofershow.com/podcast to download the 1Page Business Plan
Today, Dave covers:
- A quick recap of last week's lesson.
- Reverse engineering a roadmap, to get you where you want to go, with the most direct route.
- Step 3: The Focus – Or The One Minute Elevator Pitch, an improvement on the Mission Statement. It's accurately describing in about sixty seconds what your company does and what you're about. 1) What is the pain or fear in your market, that your company addresses? 2) How are you uniquely qualified to solve this problem? 3) What is the main benefit that you give? 4) What action do you want them to take?
- Some tips for Step 3: Be direct, clear and concise, and don't use industry jargon, be motivating and be prepared.
- Step 4: The Swot – Looking at your business's strengths, weaknesses, opportunities, and threats.
- Step 5: The Operation – Keeping things strong and sturdy in each area of your business and keeping everything in balance.
- Step 6: The Process – Creating systems and processes that are necessary to build your company and run it efficiently, not just relying on one or two people- or only you! This is working on your business- not just working in it.
- Step 7: The Action - Concentrating on the one thing that's going to make a real difference in your business. What's the one thing you need to focus on right now?
- Step 8: The View – What does it look like when you get there? Do you like what you see? Taking a step back and looking at where you've landed. Being prepared, so that you can enjoy it when you finally get there.
Last week, Dave went to a really great seminar, Making The Numbers Work In Construction. He sends a shout-out to Michael Stone of Mark Up And Profit.Com, because he really picked up a ton of information from his class, that he wishes he'd had when starting out in his business. For more information and some great books, go to his website www.markupandprofit.com .
Links:
Dave's website: www.theroofershow.com
Dave's email: dave@theroofershow.com
If I were to start my business over again today I would do this ONE thing. I get asked about this a lot and I always say I would have started with a written Business Plan.
It’s been said before, "If you fail to plan you plan to fail. "That’s what I talk about today: the importance of having a written business plan to grow a successful business. It’s about knowing where you are going, or your destination, then designing a road map to get you there in the most direct way.
I make it simple with the One-Page Business Plan that can be completed in just a few hours. Visit my website to download my One-Page Business Plan, and join me now to learn the 8 steps to building a profitable roofing business.
What you’ll hear in this episode:
- There I was, starting a business without having a CLUE—spending days putting out fires and trying to keep my head above water—unorganized and overwhelmed
- On a hamster wheel, spending sleepless nights feeling alone and like a didn’t have a handle on things
- The MOVE that changed my life: hiring a business consultant at the suggestion of a friend. The difference? NOW I had a Written Business Plan
- You may ask, “Do I REALLY need a Business Plan?” My answer? “Only if you want to build a profitable business.”
- My One-Page Business Plan is meant to START your process of planning
- My Plan? I’ll share what it is and what it isn’t
- I explain the ins and outs of my 8 Steps to Building a Profitable Roofing Business:
-
- The end
- The customer
- The focus
- The SWOT
- The operation
- The process
- The action
- The view
- Put these into practice, narrow down, and focus on the plan and its steps
If you’ve tried Google AdWords and SEO and haven’t gotten the results you were looking for, then this is the show for you! I interview Scott Dennison with The Top Ranked Roofer to find out what it takes to get ranked on Google search. Scott is a marketing expert who helps roofing contractors get found on Google and dominate their local market.
Scott wrote a book that you can get on Amazon titled Becoming Top Ranked. It’s a guide just for roofers that lays out his process for getting his contractors to the top of the rankings and getting their phones ringing.
I get into it all with Scott from Adwords, Google Local, to SEO, and MORE!
You can get a ton of additional information and his Cheat Sheet (which is pretty cool) by checking out his website at toprankedroofer.com.
What you’ll hear in this episode:
- What it means to be a top-ranked roofer: It’s having a belief system that shows you are better than your competitors
- Being #1 in Google doesn’t make you a top-ranked roofer
- From his book, Scott identifies three different types of roofers:
-
- “Joe”—a handyman with an old truck; he’s incapable of consistent marketing
- “John”—a roofer’s roofer and expert technician who needs more leads
- “Jack”—a businessman more than a roofer
- How to get more leads to take your business to the next level: It depends on the visibility of your website
- How Google Ads work with “pay-per-click,” and why it can cost a fortune!
- How a very targeted landing page is the best option
- The “bleeding neck” customers and what they are looking for
- Why you need high-quality, compelling ads that STAND OUT
- Why you should offer a free evaluation and not just free estimates
- How to get visibility in the maps on Google’s page: This is based on the number of quality reviews in Google and the consistency of “business citations”
- How to improve SEO and why Google wants to give you the answer you want
- How many leads do you need to reach your objectives and grow your business?
- Triple optimization and how it works for you!
- Why Scott’s services are different:
-
- One roofer per market
- How to optimize areas of your site to accomplish goals
- Guaranteed results!
Resources:
www.toprankedroofer.com (Find out about Scott’s Cheat Sheet download!)
Becoming Top Ranked by Scott Dennison
If you’re not marketing and selling preventative roof maintenance you are leaving a lot of money on the table! In today’s interview, Greg teaches us how to set up a maintenance department, find the right people to run it, and how to sell maintenance for high profits. He’ll also show us the top 5 mistakes contractors make that will kill the deal.
Greg Hayne, of The Hayne Coaching Group, has a unique training program that helps roofing contractors grow their service departments and become more profitable and provide superior service for their customers. For the past ten years, he’s been teaching contractors the best practices of the most successful service departments around the country. He shows us how you can make a lot of money providing great service.
What you’ll hear in this episode:
- Why your repair department and service department are NOT the same
- How to set up a service department (Use Greg’s formula for profit margins)
- The Top Five Mistakes Roofing Contractors Make:
-
- Not treating repair requests differently than initial requests
- Not addressing repair requests promptly
- Poor documentation
- Not handling tenant communication properly
- Ignoring other problems with the roof
- Other problems:
-
- Not returning phone calls promptly
- Not sending out prompt invoices after completing the work
- Tips for providing a preventive maintenance program:
-
- Don’t over-specify your services
- Don’t forget to SELL your maintenance program
- Why documentation is CRITICAL
- Common mistakes in selling preventive maintenance: (You have to show them how it will save them money!)
-
- Specifying too much
- Sending in quotes instead of selling
- Not asking questions
- How a preventive maintenance program adds value to your business with recurring income
- Greg’s training programs, peer groups, and individual coaching
Resources:
www.creatinggreatservice.com (Available training programs and free downloads to help assess your business)
www.haynecoachinggroup.com (Available peer groups)
Do you know what the internet is saying about your business? In today’s interview with Aaron you will learn how to control what is being said on online review sites and social media. We talk about how to set up a consistent process so you will get more positive reviews, the right review sites, how to handle a bad review, and much more.
Aaron Hockel is a partner and VP of Digital Marketing for Alta Vista Strategic Partners, a full-service agency specializing in helping contractors execute marketing plans. Aaron stays ahead of the latest marketing trends to ensure that successful tactics are being employed by his clients. Join us to hear more from Aaron!
What you’ll hear in this episode:
- What is online reputation management, and as a contractor, why should I care?
-
- Your online reputation is what the internet says about your business
- Why do online reviews matter?
- How to get a review from “Mrs. Jones,” the homeowner:
-
- Put a systematic plan in place
- Think about asking/prompting
- Target places that need improvement
- Sites to direct customers to for reviews:
-
- Focus on the site where you aren’t doing well
- Consider sites where you don’t have any reviews
- Concentrate on Google, Facebook, and Yelp
- Evaluate your current online reputation with SERP, Search Engine Results Page
- How do I track reviews?
-
- Aaron recommends using software like Reputation Stacker
- Can I post public reviews from other sites to my website?
- How do I handle a bad review? (You know they are bound to happen!)
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- Don’t argue and hash out details online
- Don’t offer the customer anything
- Don’t offer a reward for good reviews, but a minor incentive is acceptable
- Aaron’s Tip: Go online and own the profiles; make sure they have accurate information about your business
- Aaron explains the services offered by Alta Vista in online marketing and reputation management
Resources:
Contact Aaron and find out more about his business:
www.altavistasp.com
Find Aaron on Linked In, email him at aaron@altavistasp.com, or call 443-960-4004. For any of our listeners, mention the show and Aaron offers a FREE consultation and evaluation with no obligation!
Find out more about recommended resources:
www.reputationstacker.com
www.yext.com
Roofers racked up over $21 million in OSHA citations in 2016! Will you be ready when they show up on your job? As the Risk Development Director for the NRCA, Harry will explain the steps you need to take to defend yourself from one of the biggest threats we face as roofing contractors. We need all the help we can get when it comes to navigating the complicated maze of regulations and Harry gives us the answers.
If you would like to avoid a costly run-in with OSHA, you will really gain a lot from listening in to today's show, with Dave's expert guest, Harry Dietz. Dave has found that whenever he talks to contractors, the biggest issue that always comes up is problems with OSHA - fall protection in particular. Harry is the Director of Risk Management at the National Roofing Contractor's Association (NRCA), so he's an expert when it comes to this overly regulated industry. Whether it's OSHA, EPA, DOT, or any other bunch of letters, Harry's got it! He will be teaching a full day course in fall protection at the end of the month (Fall Protection A-Z), so listen in to today's show, as he brings you up to speed with the latest.
Harry grew up in a family roofing business in Chicago and he's been on the staff at the NRCA since 2002, where he has revised the safety manuals many times. He is also an authorized trainer for the ten and thirty hour OSHA Construction Safety Classes and he teaches the NRCA's Fall Protection Class, CERTA Torching Safety and Form Training classes. On today's show, Dave quotes some statistics which clearly indicate that if OSHA shows up on your roof, the chances are that you're going to be issued with multiple citations. So, listen in and find out what you really need to know, before OSHA knocks on your door.
Today, Harry talks to Dave about:
- What he's been doing at the NRCA for the last fifteen years.
- The direction that he's seen the NRCA take, over the last fifteen years.
- Why it's unlikely that an OSHA compliance officer, on a project and looking for things, will not find anything wrong.
- How using a contractor to ensure that all your ducks are in a row and all the correct training has been done and that all the workers are safe, can help you to avoid penalties.
- An outline of the current requirements for roofing contractors as in Harry's Fall Protection A-Z Class.
- The overriding concern of NRCA members of whether their workers are actually safe on the job.
- What he focuses on, in his Fall Protection Class.
- That he demonstrates in his class how you would go about rescuing yourself, or someone who has fallen off a roof with the safety harness on.
- The type of training you would need in order to comply with OSHA regulations.
- That OSHA will require records of training from workers.
- What you can do to be prepared for an OSHA inspection.
- What you can expect to happen during an OSHA inspection.
- That it can take up to six months for a citation to arrive.
- Your rights and the proper procedure to follow, should you be issued a citation, to have it either reduced or eliminated.
- That dates are a big deal with citations.
- Some of the new regulations coming out, including the new silica rule and the electronic submittal requirement.
Links:
To find more training information and resources, go to: www.nrca.net
Harry's email: hdietz@nrca.net
For NRCA membership- Contact Nicky Golden: ngolden@nrca.net
Link to the article: https://www.osha.gov/pls/imis/citedstandard.naics?p_esize=&p_state=FEFederal&p_naics=238160
To get your free copy of Dave's new guide- 7 Steps To Getting More Qualified Leads For Your Roofing Business, go to: www.theroofershow.com
Learn what it takes to design a contractor website that attracts your ideal prospects and converts them into customers. Darren has 20 years of experience working with contractors and only contractors. No dentists or pizza joints-- so he knows what works and what doesn’t in online marketing for contractors.
Darren helps contractors build brands and businesses online through social media management, responsive website design, and content marketing. If you’re a contractor trying to figure out social media, websites or blogging, he’s the guy.
What you’ll hear in this episode:
- Designing a contractor website that WORKS (and doesn’t look the same as everybody else’s!)
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- Your website should help you sell while you’re out working
- Your website should explain the who, what, where, when, and how of your company and its principles
- “If it doesn’t help you sell your work, then it shouldn’t be on your page.”
- Ask, “Would I buy from this website?”
- Biggest mistakes that contractors make on their websites:
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- Not populating the photo gallery with completed work
- Talking too much about yourself (it bores the reader!)
- How to grab the reader within the first 5 seconds? Use confidence factors
- “When it comes to websites, images are what sells but words close the deal.”
- How a website sells jobs: #1 tip---Have your website viewable on all devices, mobile-ready, and responsive
- The importance of emergency repair contact numbers
- The “dirty little secret” about websites
- The goal is to convert traffic to customers: How?
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- Compelling content that speaks to THEIR problem
- Re-targeting
- Analytical tools: How do I KNOW if my website is working?
- Is blogging really necessary?
- Social media: The NEW confidence factor!
- The Contractor’s Toolbox: The services Darren provides that give you back your time!
- A solitary focus on contractors
Resources:
www.darrenslaughter.com (Find out about Darren’s services, his blog, and his weekly newsletter with great tips!)
Call Darren at 215-740-2713 and find him on Twitter, Facebook, Instagram, and Youtube!
Are you looking to grow your construction business, but hate bookkeeping and accounting? Are you skeptical about hiring any accountant for fear of embezzlement or being ripped off? If so, tune into today’s podcast to get quick and easy tips on how to turn a people-dependent money pit, into a process-dependent cash cow with today’s guest, Randal DeHart. You don't want to miss this valuable episode!
Listen and Randal and Dave discuss:
- The difference between construction accounting and regular accounting
- Differences between costs and expenses
- 5 key performance indicators and setting up a dashboard
- Why you should use QuickBooks
- Easy tips to do your own accounting
- Getting in touch with people to help you set up your dashboard
- Top problems and causes for embezzlement
- Setting up programs to avoid rip-offs
- Being smart with your money
- Getting involved with a bookkeeping company
- The system Randal’s company uses
Business Quick Tip:
We found out that we were having a lot of customer call backs on our work, at one point in our business. Most of the time it was a leak that was causing problems. We ended up developing The Perfect 10 Checklist and sent an inspector to the job site at the end of every job to access how well the crew did the top 10 things that caused leaks. If they scored a Perfect 10, then the crew got a bonus. We were able to cut our call backs by 90% with this simple checklist. It also cut our costs and improved customer satisfaction. It's a win-win. Go to the website to get the checklist and start implementing it!
Resources Mentioned:
www.theroofershow.com
fasteasyaccounting.com
fasteasyaccountingstore.com - for DIY Solutions
The Contractors Success Map Podcast
(206)361-3950
Sharie@fasteasyaccounting.com (email)
Contractor's Success Map - the podcast available on iTunes
Are you getting the most out of what is probably the 3rd largest cost in your roofing business? When it comes to Businesses Insurance many contractors are leaving a lot of money on the table. What's worse they may find that they don't have the coverage they thought they did for the complex risks we face. If you would like to be certain that you're properly covered for any eventuality, especially those that you haven't even considered, listen in to today's show, with Dave's expert guest, Jon Heinson and discover the ins and outs of buying insurance. There's a lot more to it than you may think!
Jon Heinson has been with Wells Fargo Insurance Services over twenty-five years. They are the the fourth largest insurance broker in the world today, with two hundred offices. Jon specializes in contractors and he's been Dave's broker for more than fifteen years. He is someone who really knows and understands both the insurance and the construction businesses. Dave points out that he had to learn the hard way years ago, upon discovering that he wasn't covered for a certain type of loss- something that has put many contractors out of business. Listen in today and find out what you need to know to prevent this from happening to you. Are you ready? Let's dive in!
On today's show, Jon explains:
- The problem with just going with your local agent that handles your auto insurance.
- The types of insurance coverages for the Construction Industry.
- The difference between an agent and a broker.
- Why it would be better to go with a broker than with an agent.
- How the rates for Worker's Compensation are determined today.
- More about the X Bond Experience modification.
- That most brokers don't offer any ability to deal with claims problems, however, the better brokers offer auxiliary services- typically at no extra cost.
- The importance of knowing that one of the key dates with regards to Worker's Compensation is the Units Statistical Period, which is six months prior to your renewal date.
- What your broker needs to know when it comes to general liability for roofing contractors.
- Some ways that contractors can save some money.
Business Quick Tip: The problems with a high mod rate on your worker's comp: 1) an accident disrupts your work and workers. 2) OSHA will be more visible and show up more frequently. 3) Some prospects will disqualify you for a high mod rate. 4) You miss out on marketing opportunities by not having a great safety program. Dave also shares his simple and effective safety program. Safety is everyone's concern!
Links:
Jon's Phone Number: 925 899 2953
Jon's Email: jon.heinson@wellsfargo.com
Dave's website: www.theroofershow.com – for tips, strategies and free downloads.
After more than 500 interviews with Roofing Contractors Bill Good understands what problems keep us contractors up at night! In today's interview with Bill we dig deep into the problems we all face every day in our businesses and what the NRCA is doing to help solve them. Bill, who has an MBA from the University of Chicago, has been the CEO of the NRCA for most of the past thirty years. The mission of the NRCA is a simple one- to assist contractors and advance the industry. It's a hundred and twenty-nine years old, with thirty-five hundred members and a staff of fifty-three. Half of the members do both residential and commercial and half of them do less than $1,000,000 in sales, so there's something there for everyone.
Bill is due to retire this year, so Dave wants to draw on his vast experience and find out what's happening in the roofing industry from someone who really knows before he hits the beach. As Bill talks with a large number of contractors each year, Dave would like to know about the types of problems going on out there and what can be done to solve them. Listen in today, and find out from an expert, how you can take your roofing business to the next level. Let's dive in and learn some valuable tips to help your roofing business!
Today, Bill talks to Dave about:
- What his plans are.
- Why the average roofing contractor should join the NRCA and what they will get out of it, as it's pretty expensive for the ordinary guy.
- Some of the issues that need to be dealt with in the industry.
- The average apprentice joining the roofing industry today is thirty years old- what that tells us.
- The difficulties roofing companies face in terms of finding the right people to hire.
- The black market that has been created due to the government's immigration policy.
- The results of school leavers being encouraged to go to college, rather than going to good trade schools.
- How it is possible to advance in a number of areas within the roofing industry.
- The changes that he's seen in the industry over the last thirty years.
- Why roofs on a lot of buildings are the single most important component for saving energy, today.
- How the roofing industry has advanced and improved, in many different ways.
- The increasing government regulations affecting the industry, today.
- The love/hate relationship that exists between the government and the roofing industry and Bills concerns in that area.
- How the NRCA assists with inspections and various other business issues affected by governmental regulation.
- Health care today and the roofing industry.
- Why the roofing industry is in a better position now than ever before.
- How the NRCA has been involved with the building code arena.
- His thoughts on how the new government administration could affect the roofing industry.
Business Quick Tip: Current and future state of our workforce is the number 1 problem of our business. Don’t poach people from other companies. Make sure the word on the street is that your company is different and treats employees well.Learn how Dave used a Spring Carnival as a very effective recruitment tool. Paying a substantial amount for referrals is also effective. It’s important to have regular meetings and feedback sessions with employees. Making sure you have a happy workforce is the best way to keep your turnover low!
Connect with Bill:
Bill Good Email: begood@nrca.net
You can read the full show notes at www.theroofershow.com.
Welcome to the show! Today’s episode covers what this show is about, who it’s for, and what’s in it for you, the roofing contractor. We will also discuss how I’m qualified to help roofing contractors like you build a more profitable roofing business. I’ll give you insights into how I grew my roofing business, what has worked for me, and what hasn’t worked. In short, my purpose for the show is to help you grow your business, make more money, and have more free time. In each episode, I’ll share a simple and actionable Quick Business Tip that you can implement today! If you want to learn from the experiences AND the mistakes of others in the roofing business, then this show is for you. Let’s get started! You don't want to miss this episode!
What you’ll hear in this episode:
- The WHAT, WHO, and WHY:
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- I’ll interview experts on topics you want to hear about
- I’ll keep it short, so you can download and listen at your convenience
- I’ll show you how to make small improvements every day and why you should learn from those who have been there and already done it
- I’ll offer solutions to the problems you face
- What problems do you face? Roofing magazine conducted a survey of roofing contractors to find the TOP FIVE issues in running their businesses. Most likely, these are problems for you also:
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- Qualified labor for your work force
- Lowball pricing and bidding wars
- Healthcare
- Government intervention and regulations
- Cash flow and financing
- Other topics we will address:
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- Valuing your business and selling it for top dollar
- Getting more quality leads and selling more work
- Website conversion strategies
- How can I help you?
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- I grew up in a family roofing business in Oakland, CA, but almost tanked the business when I took over for my dad
- The game-changer for me? Hiring a business consultant with a business plan that worked
- The result? We helped save the business and make it extremely successful
- How vertigo and back trouble forced me to sell the company and retire
- Why I started a website, blog, and this podcast: to teach contractors what I know and stay connected to the industry and my colleagues
- My Quick Business Tip:
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- Your prospects only care what’s in it for them, so your About page is CRUCIAL! Let me show you why you should care:
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- The About page is the 2nd most visited page on your website—a golden opportunity!
- You must use real and professionally-taken photos
- Every word should have a clear and meaningful purpose
- Give a clear call to action for every visitor to your site
- “Your About page is the virtual lobby of your business. Keep it clean and organized.”
Resources:
www.theroofershow.com (Visit my website for information, tips, and great resources to help take your business to the next level!)