Filtrar por género
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.
- 394 - 376: 1099 or W2: Are You Putting Your Roofing Business At Risk? with Philip Siegel
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 ownerPhilip’s recommendations for most small-to-midsize roofing contractors, based on common questions about the new rulePossible lawful exemptions to the new ruleSpecific scenarios in which people will get caught in violation of the rule—and what the hefty consequences areTwo specific issues with subcontractor classification: calculating commission structures and using multiple crews to guard against overtimePhilip’s advice to put you in the WIN column on this issueDifferences between the Trump administration and the Biden administration regarding classifying an independent contractorTwo little-known factors that help classify an independent contractorThe importance of recording/documenting your communication with subcontractors–and howProLine makes it easy for Peach State Roofing!Philip’s warnings about subcontractors’ safety training and working side-by-side with W-2 employeesResources
Connect with Philip Siegel: 404-469-9197, Email, andWebsite
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 Contractorshttps://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 athttps://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 outSMA Support Services! (Tell them Dave and John sent you.)
Fri, 19 Apr 2024 - 44min - 393 - 375: How To Reduce Your Customer Acquisition Cost with Brad Akers
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 fromBrad 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 entrepreneurshipThe #1 problem for small contractors in getting the right leads: not focusing on quality conversationsUnderstanding 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 resultsA look at ad spend, SEO, Google ads, and where your marketing dollars are really goingWhat 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 jobThe 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 servicesResources
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 Contractorshttps://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 athttps://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 outSMA Support Services! (Tell them Dave and John sent you.)
Fri, 12 Apr 2024 - 1h 08min - 392 - 374: Insurance Or Retail: Proposals That Sell Roofs with Phillip Kyker
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 outSMA Support Services!
What you’ll hear in this episode:
Phillip’s background and the work he does at SunXJohn 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 processThe worst thing you can do is upset the insurance adjuster! SunX can help!What NOT to do in insurance roofing workThe difference in insurance and retail roofing proposalsUnderstanding Xactimates, a third-party software (owned by Verisk) that has become the industry standard for insurance roofingFactors that contribute to differences in estimatesCan 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 listenersResources
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 Contractorshttps://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 athttps://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 outSMA Support Services! (Tell them Dave and John sent you.)
Fri, 05 Apr 2024 - 1h 02min - 391 - 373: Everything You Need To Know About Virtual Assistants with Chris Diroll
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 tradesJohn’s experience with a VA to improve efficiency without compromising the customer experienceHiring a VA: what to do and what not to doDetermining the best tasks for a VA that will move the needle forward for your profitabilityChris’ insights into implementationA look at John’s business set-up with VAs (like Kathleen!) from SMAEnhance the customer experience with a competent VA!A look at Chris’ set-up at Tresnak Roofing with VAsFinancial, mental, and emotional advantages to having a VAVAs help you offer profitable jobs and reduce your overhead.What Chris can offer your businessResources
Connect with Chris Diroll and Ready Diroll Consulting:Website,Tresnak Roofing, andSMA
*Mentioned in this episode: YourWorld-Class Assistantby 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 Contractorshttps://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 athttps://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Fri, 29 Mar 2024 - 46min - 390 - 372: This New Law Will Affect Your Roofing Business Profits with Adam Bensman “The Roof Strategist”
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 membersResources
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:
Fri, 22 Mar 2024 - 1h 01min - 389 - 371: Learn What Your Roofing Business Is Worth To A Private Equity Group with Greg DeSimone
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 entrepreneursResources
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
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:
Fri, 15 Mar 2024 - 1h 06min - 388 - 370: The Simple Process We Use To Review The Numbers That Matter To Run Our Profitable Business
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:
Fri, 08 Mar 2024 - 1h 00min - 387 - 369: The Money Is Made In The Sale. Production’s Job Is To Protect That Profit
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 callbacksResources
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:
Fri, 01 Mar 2024 - 1h 08min - 386 - 368: Our Best Sales Process For 2024 with John DeLaurier
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 competitorsResources
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:
Fri, 23 Feb 2024 - 1h 05min - 385 - 367: Why Would You Want To Listen To Us?
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 businessResources
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:
Fri, 16 Feb 2024 - 38min - 384 - 366: Blueprint for Freedom: Building a Self-Sustaining Roofing Business with Benny Fisher
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 reviewsResources
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:
Fri, 09 Feb 2024 - 53min - 383 - 365: How To Hire A Salesperson For Your Roofing Business
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 dealResources
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:
Fri, 02 Feb 2024 - 32min - 382 - 364: How To Avoid The Gross Profit Rollercoaster with Diane Gilson
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 classesResources
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!
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:
Fri, 26 Jan 2024 - 1h 09min - 381 - 363: Blueprint for Success: The Essential Guide To Business Planning for Contractors
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!
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:
Fri, 19 Jan 2024 - 1h 28min - 380 - 362: How to Answer the #2 Question Homeowners Ask with Tim Brown
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!
Fri, 12 Jan 2024 - 1h 15min - 379 - 361: Lessons Learned From Building A Successful Roofing Business To Sell with Dmitry Lipinskiy
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!
Fri, 05 Jan 2024 - 1h 38min - 378 - 360: Top 10 Mistakes Roofers Made In 2023
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!
Fri, 29 Dec 2023 - 1h 18min - 377 - 359: Prepare Your Roofing Business For 2024 with John DeLaurier
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!
Fri, 22 Dec 2023 - 48min - 376 - 358: Answer The #1 Question From Homeowners with Mike Goldenstein from Roof Quote Pro
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/.
Fri, 15 Dec 2023 - 58min - 375 - 357: How to Become 5-Mile Famous with Elizabeth Lytle
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/.
Fri, 08 Dec 2023 - 1h 00min - 374 - 356: Why Roofing Contractors Should Join Limitless GPO Group with Dylan McCabe
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
Mentioned by Dylan
Who Not How by Dan Sullivan and Dr. Benjamin Hardy
Fri, 01 Dec 2023 - 49min - 373 - 355: Encore Edition: 5 Actions You Need To Take In Your Roofing Business Now
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/.
Fri, 24 Nov 2023 - 52min - 372 - 354: How To Recruit A-Players For Your Roofing Business with Paul Sannenman
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/.
Fri, 17 Nov 2023 - 44min - 371 - 353: How To Use Financing To Sell More Roofing Jobs with Chris Scoville
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:
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!
Fri, 10 Nov 2023 - 1h 10min - 370 - 352: Closing The Sale: Why Conversion Beats More Leads with Ryan Groth
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
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!
Fri, 03 Nov 2023 - 1h 02min - 369 - 351: Why You May Need An Attorney When Working With Insurance Companies with Brian Huf
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!
Fri, 27 Oct 2023 - 42min - 368 - 350: How To Set Up The Ultimate KPI Dashboard For Your Roofing Business with Randal DeHart
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!
Fri, 20 Oct 2023 - 43min - 367 - 349: How To Make The Move Into Commercial Roofing with Chris Pendergast
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!
Fri, 13 Oct 2023 - 1h 09min - 366 - 348: Learn How Tommy Mello Built A $200 Million Home Service Business
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:
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!
Fri, 06 Oct 2023 - 1h 06min - 365 - 347: How to Hit Your First Million Dollars in Sales: A Step-by-Step Guide
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!
Fri, 29 Sep 2023 - 40min - 364 - 346: What’s Your Roofing Business Really Worth? with David Lupberger
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!
Fri, 22 Sep 2023 - 1h 05min - 363 - 345: How To Find More Free Time In Your Roofing Business with Dominic Rubino
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 ShowCheck 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!
Fri, 15 Sep 2023 - 1h 07min - 362 - 344: How to Dominate the Neighborhood at Every Sale with SendJim
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!
Fri, 08 Sep 2023 - 53min - 361 - 343: Why A Commercial Contractor Needs A Service Department In 2023 with Brian Mitchell
Welcome to The Roofer Show!
What you’ll hear in this episode:
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 GroupResources:
To connect with Brian and check out his program, go to
salestransformationgroup.com/roofershow
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://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 – 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!
Fri, 01 Sep 2023 - 46min - 360 - 342: How We Attract The Best People To Work For Us with John DeLaurier
Today’s episode is a little unusual in that John DeLaurier and I are taking a deep dive into his business, DeLaurier Roofing. When we coach clients together, we emphasize that business success begins with a business plan. John explains how he has implemented a business plan, put strategic systems/processes into place, and built a successful team. Join us to learn more!
What you’ll hear in this episode:
How to attract the right people without recruiting–and without headaches
How John has built a team that increases profitability and gives him the time freedom he wants and needs
Why good character and a good attitude are more important than hiring for specific skills
Fact: People want to work on a winning team with good leaders.
The secret of business: the three-legged stool of success:
Sell work–Know your market and target your ideal customers with systematic communication.
Do work–Use a prequalification process and good project management to maximize profitability.
Keep score–Pay attention to job costing, gross profit, and more; know your numbers!
ResourcesIf 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 ShowCheck 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!
Fri, 25 Aug 2023 - 42min - 359 - 341: Follow This Marketing Plan To Grow Your Roofing Business In 2023 with Aaron Hockel
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).
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
ResourcesConnect 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 ShowCheck 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!
Fri, 18 Aug 2023 - 1h 10min - 358 - 340: How to Pre-Qualify Your Leads and Stop Wasting Time With Prospects that Will Never Buy from You
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!
Fri, 11 Aug 2023 - 1h 00min - 357 - 339: THIS is the Problem with So Many Roofing Businesses with Chris Diroll
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!
Fri, 04 Aug 2023 - 1h 09min - 356 - 338: You Will Get More Qualified Leads For Your Roofing Business If You Follow This Marketing Advice with Jim Ahlin
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!
Fri, 28 Jul 2023 - 1h 27min - 355 - 337: How To Mark Up Your Jobs And Run Your Business By The Numbers with Michael Stone
Know your numbers! The numbers reveal everything about marketing, profitability, and the longevity of your business! Are you marking up your jobs in the best way? Do you understand the information in your P & L statement? Do you know why you should NEVER cut your prices or price yourself according to your competitors? Join us to learn more in today’s show!
Michael Stone has over six decades of experience in our business, having coached thousands of contractors of all kinds to build stronger, more profitable businesses. He teaches hundreds of classes and seminars each year and is the author of Markup & Profit: A Contractor’s Guide, Revisited. Michael knows his stuff! Connect with him at www.markupandprofit.com.
Highlights of Michael’s extensive construction background
Hear the ugly statistics and six main reasons why many construction businesses fail–and what you can do about them
8 warning signs that your business is not profitable and you are in BIG trouble
How to structure owner’s compensation
Why you should NOT cut your prices
The difference between markup and margin–and how to figure them
Michael’s easy formula to set up your P & L to calculate markup successfully
Why your markup goal should be a sales price to cover job costs and expenses to yield a profit of 8%
How to figure your margins (gross profit divided by total sales, which should yield 26-40%; most contractors average 16%!!)
A closer look at the five parts of P & L statements
The basics of what to require of your bookkeeper or CPA
How to guard against embezzlement
Takeaways from Michael: “Educate yourself. Read for one hour each day. Take care of your family. That is the most important part of your business.”
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!
Fri, 21 Jul 2023 - 1h 21min - 354 - 336: How To Close More Jobs The Easy Way with John DeLaurier
The bottom line is that your roofing business will NOT be successful if you can’t close jobs. Today’s show focuses on how to close more jobs by using more automation. Dave and John are joined by AJ Briley, John’s marketing partner, to discuss ProLine, a software solution that automates communication and much more to increase profitability. Join us to learn more!
The conversation begins with John’s updates on his roofing business in Athens and Savannah, and he discusses the challenges of building a solid team. John reveals some of his early mistakes in building his business and the importance of generating leads and implementing effective follow-up strategies.
What you’ll hear in this episode:
How John built more value into his business by implementing new strategies
Why John focused on being efficient, profitable, and giving his customers the best experience in the business–rather than on being the biggest company
Why a team-oriented approach in building a business helps foster a positive work environment–and retains your best team members
How The Roofer Coach coaching programs and mastermind for contractors help contractors fine-tune their businesses for efficiency and profitability
How ProLine was developed by John and AJ to help contractors with close rates at a high-profit margin
How ProLine grew into a fully-integrated CRM platform to do more for contractors with new features launching on August 1
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, launching August 1, 2023!
Fri, 14 Jul 2023 - 24min - 353 - 335: How To Avoid The Gross Profit Rollercoaster with Diane Gilson
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!
Fri, 07 Jul 2023 - 1h 10min - 352 - 334: How To Get More Google Reviews For 2023 with Luke Hansen
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!
Fri, 30 Jun 2023 - 1h 00min - 351 - 333: Is Your Roofing Business Branded Or Blanded with Dan Antonelli
In the roofing business, profitability and success come to those who brand the best. 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 to learn more!
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 Brand and his latest, Branded Not Blanded.
What you’ll hear in this episode:
How Dan got started in the branding business
Why a “better brand” means less money spent on marketing
How to assess your “brand promise”
Why it makes sense in some cases to rename your company
Why your ideal customer has to like your brand
Considerations in your brand: name, logo, colors, vehicles, billboards, and mascots
When is the right time to rebrand?
Why your company vehicles are the most recognizable aspect of your brand
How to consider “brand-building exercises” to make your company known
Why too much IS too much–on truck wraps and billboards
Specific things to consider in your brand/logo colors, mascots, and trademarks
An overview of Dan’s book and YouTube channel
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!
Fri, 23 Jun 2023 - 1h 04min - 350 - 332: How To Build A Tech Stack To Automate Your Roofing Business
If you’ve been a roofing contractor for any length of time, you know that the industry is changing, customers are changing, and technology is changing. Everything about roofing is changing, and you’ll be left behind if you don’t look for ways to change, grow, and keep up. Old-school ways just don’t work in today’s market. If you want to outpace the competition and create happy customers who give five-star reviews, today’s show is for you!
My co-host, John DeLaurier, and I are talking with two of the smartest guys we know to explain what a tech stack is and why it’s essential for contractors. Jon Gardner is the National Training Leader at Owens Corning. His work is around developing and implementing resources, tools, and technologies to help contractors scale their businesses. Stephen Knuth is the Director of Sales at Quality Discount Roofing, and he is the Owens Corning Platinum Contractor Innovator of the Year for 2022. Jon joined us previously for Episode 148, and Stephen was featured more recently in Episode 327.
What you’ll hear in this episode:
How OC University is packed with an extensive library of webinars and videos for online training, in addition to their live trainings each year
How Stephen Knuth got into roofing and immersed himself in digital learning
Why John DeLaurier believes strongly that being educated on the products you install makes you a better salesperson
What Jon Gardner sees in today’s changing roofing market
How a tech stack works–and what a solid tech stack can do for your roofing business
Why expectations from homeowners are different than in past years
How Stephen’s business improved when he implemented a tech stack system with OC’s training and guidance
Why the key to a solid tech stack is having technologies that work together efficiently
Why a tech stack with repeatable processes is the foundational element of a good CRM system
Why John DeLaurier says building a tech stack takes work and consistency to innovate and stand out from the competition
How Owens Corning’s ProSell program can help contractors with leads, communication, and reviews
Why Stephen says it’s important to have your entire team buy into the tech stack ecosystem for your business
What it takes to get great reviews from customers, and why you should “plant the seed” in the very beginning
Resources:
Connect with Stephen Knuth: Email and Website
Connect with Jon Gardner and Owens Corning: Website and OC Learning Center
Previous episodes featuring today’s guests: Hear from Jon in Episode 148, and catch Stephen in Episode 327.
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!
Fri, 16 Jun 2023 - 1h 08min - 349 - 331: 7 Part Marketing Roadmap (Don’t Skip These Steps) With Tim Brown
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!
Fri, 09 Jun 2023 - 1h 03min - 348 - 330: How To Build A $100 Million Dollar Home Service Business With Tommy Mello
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 himResources:
Connect with Tommy:
Website (and podcast)
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!
Fri, 02 Jun 2023 - 1h 10min - 347 - 329: How To Use AI To Improve Your Marketing And Get More Qualified Leads For Your Roofing Business with Aaron Hockel
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!
Fri, 26 May 2023 - 1h 06min - 346 - 328: How To Use A Virtual Assistant In Your Roofing Business with Chris Diroll
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!
Fri, 19 May 2023 - 1h 05min - 345 - 327: Learn How OC’s Platinum Contractor Innovator Of The Year Built A Successful Process-Driven Roofing Business with Stephen Knuth
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!
Fri, 12 May 2023 - 1h 04min - 344 - 326: The Right Way To Sell (And The Wrong Way)
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!
Fri, 05 May 2023 - 46min - 343 - 325: 10 Ways To Take Advantage Of Slower Times And Fewer Opportunities
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!
Fri, 28 Apr 2023 - 57min - 342 - 324: Use This Winning Sales Process In A Slowing Economy Part 2
Roofing contractors all over North America are seeing a slowdown in the economy. Those who can’t adapt creatively will be left by the wayside, and you cannot be successful without a winning sales process.
We began discussing this topic in Episode 323, and we continue with Part 2 as John DeLaurier gives us a closer look at his sales process at DeLaurier Roofing. Don’t get left behind! Join us to learn more!
What you’ll hear in this episode:
How John’s sales process begins with the initial customer inquiry, the “first touch”
Why your communication MUST be superior over all competitors in your area (Automation makes ALL the difference!)
How John’s winning sales process combines old-school sales techniques and new, cutting-edge technology tools
How John’s virtual assistant, Kathleen, fits into his winning sales process
How John is implementing a combination of inside/outside sales reps to increase the chances of making sales
Why John is committed to having the best follow-up process in the roofing industry with ProLine (Use “Dave 50” for 50% off your first month’s service!)
Why it is essential to cultivate and develop relationships with every single homeowner
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!
Fri, 21 Apr 2023 - 29min - 341 - 323: Use This Winning Sales Process In A Slowing Economy
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!
My co-host, John DeLaurier, recently attended the Roofing Insights Retreat with his family on Lake Superior in the snowy north. He shares his takeaways from the retreat, along with shared concerns from other roofing contractors about trends in the economy. While some roofing contractors are crushing it right now, many saw a dip in 2022 profit margins, close rates, and total revenue. Another common challenge for contractors is finding a balance between using new technology and maintaining in-person contact with the customer.
What you’ll hear in this episode:
John’s perspective on margins, price ceilings, and customer experience
Why the gross profit margin is the main KPI for every job–and how to figure it
Possible issues that lead to profit margin problems
Questions to ask about your sales process:
Am I selling correctly?
Am I priced too high?
How John is driving people to his website
Why a good pre-qualification process and a system to answer every call are vital
Why John has hired a virtual assistant, Kathleen—and loves how she helps his business
What happens next in a winning sales process? Join us for next week’s episode to find out!
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!
Fri, 14 Apr 2023 - 1h 16min - 340 - 322: What’s The Industry Average Gross Profit Margin On A Roof?
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 sheetResources:
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
Fri, 07 Apr 2023 - 1h 17min - 339 - 321: Take Control of Your Marketing with Contractor Dynamics - Joseph Hughes
Are you using the “spray and pray” method of spending your marketing dollars? There is a better way! Throwing your marketing money around without a strategic plan will NOT yield the results you want. Join me and my co-host, John DeLaurier, to learn more in today’s show!
We are joined by Joe Hughes and Amanda Veinott-Praml, Business Development Leader from Contractor Dynamics, a marketing training company that equips growth-minded construction companies with the tools to transform and grow. Joe is a proven master at marketing, and he has the expertise and knowledge to help grow your local business. He helps contractors use their marketing dollars in planned and skillful ways to bring big returns on the investment. Joe teaches contractors how to “Be Five Mile Famous” in building their brand. He previously joined us for Episode 259, How to Get More Qualified Leads for Your Roofing Business. Visit our Website to check out Episode 259.
What you’ll hear in this episode:
Key takeaways from John DeLaurier about the recent Roofing Process Conference
What’s going on right now at Contractor Dynamics in the world of marketing training
Why it’s essential to generate leads through your brand
Highlights of Amanda’s winding story from corporate dropout to her work as the Business Development Leader at Contractor Dynamics
Why it takes an investment of money AND time to get started with successful marketing
Why consistency in showing up and “showing off” on social media pays off in building your brand
Why every strategy in your business marketing has to spring from your bigger WHY
Amanda’s advice about making the most of Facebook pages
John’s take on using your influence to selflessly help people instead of looking to sell more–and why this approach leads to more referrals
Joe’s advice about leaving meaningful social media comments/posts EVERY DAY
Do you have a plan to consistently reach your sales goals this year?
Resources:
Connect with Joe, Amanda, and Contractor Dynamics: Website
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!
Fri, 31 Mar 2023 - 1h 33min - 338 - 320: This Is How I Would Build A Roofing Business In 2023 From Startup To Exit
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!
Fri, 24 Mar 2023 - 1h 26min - 337 - 319: Building Your Sales Dream Team with Adam Bensman
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:
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!
Learn More About Hiring + Training Options
Email Adam: adam@roofstrategist.com
Fri, 17 Mar 2023 - 1h 07min - 336 - 318: How To Handle Sales Objections And Close More Deals with John DeRosa
Everything in the roofing business depends on sales. Today’s show will teach you how to sell more work, how to build your sales process, and how to handle sales objectives. Selling more is not the main goal, but you have to learn to sell at the price you need. Want to reach your sales goals and close more deals? Join us to learn more!
Joining us today is John DeRosa, Director of Contractor Training at SRS Distribution. His previous appearance on the show was over five years ago in Episode 43, How to Escape Price-Driven Sales. Visit our Website and listen to that episode if you want to learn more from John. He’s a legend in the contracting industry who stays busy coaching and teaching salespeople, and he’s sharing his sales expertise with us today.
What you’ll hear in this episode:
What John does today in traveling and teaching sales skills to contractors
What to consider in selling a roof at the price you need
How the psychology of price can work FOR you and not against you
Why transparency, confidence, and knowing the numbers are working for John DeLaurier
Why sales skills are a series of definable and repeatable steps that EVERYONE can learn
How to take the first HUGE step toward a more successful sales process
Common mistakes salespeople make that lead to sales objections
Why your price does NOT depend on what a competitor is charging
John DeRosa: “Sales are made emotionally and justified rationally.”
How “people” in your pictures and presentations in ads and on social media make ALL the difference in relationship-building
How to ask the right questions in sales conversations AND listen to the prospective customer
How sales conversation role-playing and rehearsing a script can help you sound less “scripted”
Final words from John DeRosa: “Be accountable and stop blaming everyone else. At the end of the day, it’s about your reactions and behaviors. What are you doing to bend the probability curve in your favor and put yourself in a position to win?”
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!
Fri, 10 Mar 2023 - 1h 18min - 335 - 317: Get Referrals And Stop Door Knocking with Matt Danskin
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!
Fri, 03 Mar 2023 - 57min - 334 - 316: Follow This Marketing Plan To Grow Your Roofing Business In 2023 with Aaron Hockel
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
Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!
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!
Fri, 24 Feb 2023 - 1h 13min - 333 - 315: Learn From The Experience Of These Two Construction Business Coaches with Bryan Kaplan
“We all know that life is too short to learn from your own mistakes; you have to learn from the mistakes of others.” So says Bryan Kaplan, today’s guest on The Roofer Coach. Join us to learn more!
I’m joined by Bryan Kaplan from ConstructionConsulting.co. He offers coaching programs to help remodelers and custom home builders create profitable and efficient businesses. We met a few years ago through a mastermind group for construction consultants, and we have both been around the block in the construction business enough times to learn a lot of hard lessons. Bryan shares how today’s contractors can learn from common mistakes in the business and avoid the pitfalls along the way.
What you’ll hear in this episode:
An update on what’s going on with Bryan’s coaching business in Toronto, Canada
Why there is great value in learning from others who have been down the road you are walking–instead of letting your ego and stubbornness run the show
Why learning is great but the execution is what matters
Why “scaling your business” is not always the answer to reaching your goals
How Bryan is seeing a slowdown in the construction business
Why having the right systems in place can help “recession-proof” your business
Why Bryan’s coaching programs focus on “valuing yourself” and knowing your worth
How your business should handle change orders and delays to keep them from being pitfalls
How to avoid the pitfall of trying to be “competitive” in the market
Three parts to selling your value: the scope of your work, the approach to the work, and what you must charge to be profitable
How to rethink your approach to job costing
Resources:
Connect with Bryan: Website
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, 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!
Fri, 17 Feb 2023 - 55min - 332 - 314: Is Roofle and Roof Quote Pro The Future Of Roofing with Travis Harvego
Times are changing in the roofing business, and you as a contractor have to change with them. What used to work is probably NOT going to work in the future, and we all need a mindset change to learn and embrace new, innovative tools and technologies that can make a HUGE difference in what we do. Don’t be the guy that gets left behind! Join us to learn more in today’s show!
Travis Harvego is the president of Roofle, a company founded in 2020 to build technology designed BY their team of contractors FOR contractors. They empower their clients with the best estimating and lead generation tools for their websites. Their new tool, RoofQuotePRO is the future of roofing, and Travis is here to explain what it can do for your business.
Today’s ONE THING: Adopt a “Speed to Lead” attitude regarding response to prospects and calls. Whether a roofer uses automated technologies or live people to respond, consumers’ expectations are changing, and sending their calls to voicemail is not cutting it. Your response should be in seconds–not minutes or hours. No tool can be more useful to you than Ruby Receptionists. Use the link now for up to $150 off! Ruby is the #1 customer communication solution for roofing businesses because they create exceptional experiences for your callers and website visitors by turning every ring into a relationship.
What you’ll hear in this episode:
How Roofle began in 2020–and what they can do for roofing contractors
How RoofQuotePRO was developed and launched in 2022
How RoofQuotePRO gives the homeowner/customer what they want–right now
How the RoofQuotePRO tool works on a roofing contractor’s website to direct traffic to exactly what they are looking for: a price NOW
How RoofQuotePRO allows contractors to put price stipulations, customizations, and guidelines into each quote
How RoofQuotePRO helps as a lead-generation AND sales conversion tool that reduces wasted time and money
John’s advice to contractors to best use RoofQuotePRO
What Travis sees as best practices that are working for roofing contractors today
Why the “old ways” will NOT work anymore for today’s successful roofing contractors
What’s coming next for Roofle: a tool that prequalifies customers for financing and a new integration for field use
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!
Fri, 10 Feb 2023 - 1h 05min - 331 - 313: The One Chance You Have To Leave Your Prospect With A Great First Impression with Sarah Allen
Are you leaving a great first impression on prospective customers? Do you take the time to do the simple things? Of all the things I cover with coaching clients, like the basics of financials, profit, leads, and marketing, nothing is as important as simply answering the phone when people call. Join us to learn how to capitalize on your ONE chance to leave a great first impression!
John and I are joined today by Sarah Allen with Ruby Receptionists, our show sponsor of about four years, and we both recommend Ruby to all our coaching clients and colleagues. Sarah explains how Ruby enhances your customer experience, beginning with the very first phone call.
***Today’s ONE THING: Using Ruby Receptionists can save you time, increase productivity, build trust, and enhance your customers’ experience. Let Ruby uplevel your roofing business today! Use this link for up to $150 off your first month’s service: https://www.get.ruby.com/theroofercoach.
What you’ll hear in this episode:
An update from Sarah on what’s going on with Ruby Receptionists since the COVID-19 pandemic How Ruby puts your marketing dollars to good use in capturing every opportunity–by answering your phone and building a great customer experience Highlights of John’s experience with Ruby The ugly statistics of what it costs you NOT to answer your phone (There is a $17K/yearly turnaround by answering your phone!) How Ruby helps pre-qualify your prospects, make appointments, and complete the sale How the Ruby app helps you run your business from your phone How Ruby becomes an extension of your team and sounds like an in-office receptionist on the phone Why Ruby emphasizes listening skills, kindness, and empathy with their receptionists Why Ruby Receptionists should be the first step in the automation process of your roofing businessToday, 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!
Fri, 03 Feb 2023 - 1h 12min - 330 - 312: This Is The #1 Problem Holding Contractors Back From Success
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 sheetResources:
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
Fri, 27 Jan 2023 - 1h 06min - 329 - 311: Get This Winning Roofer Marketing Plan For 2023 with Jim Ahlin
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 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!
Fri, 20 Jan 2023 - 1h 39min - 328 - 310: Lessons Learned From Building A Successful Roofing Business To Sell with Dmitry Lipinskiy
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.
Show Highlights:
Dmitry’s take on today’s roofing business and how things are changing Why today’s market requires creativity in sales and marketing–the only leverage you have From John: Why it’s important to “intentionally prequalify harder” in roofing sales today Dmitry’s tips for spending your marketing dollars: What works? What doesn’t work? From Dave: Ask yourself these questions before you spend marketing dollars: What business are you in? (Be specific!) Who is your target customer? (Don’t try to be everything to everyone!)
Why you can NEVER, NEVER stop advertising, whether you’re busy or not How to set your marketing budget according to your revenue Why Dmitry advises roofers NOT to set specific sales goals for the first year in business Why your business should aspire to be the Chick-Fil-A of the roofing world with a “Less is More” philosophy What to look out for with using subcontractors Why successful contractors know their numbers: acquisition cost, closing rate, net profit margin, and break even point What Dmitry recommends about business owners’ compensation–and staying humble What’s coming up for Dmitry with Directorii and the 4th Annual Roofing Process Conference in February 2023 (Check it out on Dmitry’s Website under the Events tab!)Resources:
Connect with Dmitry: Website, YouTube, Directorii, and Online Roofing Business School
Visit www.dmitrylipinskiy.com for more information about the 4th Annual Roofing Process Conference!
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!
Fri, 13 Jan 2023 - 1h 38min - 327 - 309: How To Mark Up Your Jobs For Maximum Profit with Michael Stone
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
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!
Fri, 06 Jan 2023 - 1h 18min - 326 - 308: Top 10 Mistakes Roofers Make
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:
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!
Fri, 30 Dec 2022 - 1h 13min - 325 - 307: What’s Your Roofing Business Really Worth with David Lupberger
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: 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
Fri, 23 Dec 2022 - 1h 10min - 324 - 306: What’s Your Profit Plan For 2023?
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:
**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!
Fri, 16 Dec 2022 - 57min - 323 - 305: How To Get A Higher Price For Your Work with Ryan Shantz
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
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!
Fri, 09 Dec 2022 - 1h 33min - 322 - 304: How To Get More Google Reviews For 2023 with Luke Hansen
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 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!
Fri, 02 Dec 2022 - 1h 00min - 321 - 303: How I Built A Ten Million Dollar Business With The Help Of My Contractor Coach with Rick Dutmer
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
Fri, 25 Nov 2022 - 1h 28min - 320 - 302: Why A Commercial Contractor Needs A Service Department In 2023 with Brian Mitchell
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 ownerFrom 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 GroupResources:
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.
Fri, 18 Nov 2022 - 1h 17min - 319 - 301: How to Dominate the Neighborhood at Every Sale with SendJim
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 ROIResources:
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
Fri, 11 Nov 2022 - 1h 17min - 318 - 300: Top 9 Reasons You Need A Contractor Coach For Your Roofing Business with Dave and John
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 numbersResources:
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
Fri, 04 Nov 2022 - 1h 18min - 317 - 299: The Million-Dollar Roofer with John DeLaurier
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 customersResources:
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
Fri, 28 Oct 2022 - 1h 19min - 316 - 298: How To Get Your Financial House In Order with Gina Malvestuto
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 employeesCheck 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!
Fri, 21 Oct 2022 - 1h 16min - 315 - 297: Automate Your Sales Process Using SalesRabbit with Sean Huckstep
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 salesConnect 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
Fri, 14 Oct 2022 - 1h 10min - 314 - 296: The Roofing SEO School with Dima Sobovoy
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 nowResources
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
Fri, 07 Oct 2022 - 1h 16min - 313 - 295: #1 Reason Roofing Contractors Don’t Make Money
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 loopResources
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
Fri, 30 Sep 2022 - 1h 11min - 312 - 294: When To Bring Your Marketing In House with Tim Brown
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:
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
Fri, 23 Sep 2022 - 40min - 311 - 293: Sell Me This Pen
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
Fri, 16 Sep 2022 - 38min - 310 - 292: 15 Tips To Grow Your Roofing Business, Make More Money, And Have More Free Time
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.
Fri, 16 Sep 2022 - 1h 20min - 309 - 291: 10 Ways To Take Advantage Of The Recession And Fewer Opportunities
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 ProcessLet 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.
Fri, 02 Sep 2022 - 48min - 308 - 290: How to Get Paid for Your Work in 2022 with Alex Barthet
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 litigationResources:
Connect with Alex and find his podcast: www.thelienzone.com
Email Alex: alex@barthet.com
Check out Alex’s FREE tools: www.ContractDetective.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.
Fri, 26 Aug 2022 - 1h 11min - 307 - 289: This Is The #1 Problem Holding Contractors Back From Success
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 sheetDiane’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
Fri, 19 Aug 2022 - 1h 06min - 306 - 288: Do This To Get More Free Time Away From Your Roofing Business
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:
WHAT NOT TO DO:
WHAT TO DO:
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.
Fri, 19 Aug 2022 - 1h 07min - 305 - 287: The Best Sales Process For 2022 with John DeLaurier
THIS is the show that will help you close more deals! We are talking all about the sales process today with my expert guest. Join us to learn more!
John DeLaurier of DeLaurier Roofing is an expert in automating his sales process. John is partnering with us in our new Mastermind group for contractors to help them understand the sales process. He knows what works and what doesn’t, and he’s here today to share his insights and wisdom that can help every contractor close more deals and be more profitable.
What you’ll hear in this episode:
Resources:
Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: at 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!
Connect with John
Connect with John: www.calldrr.com
Check Out This Sales Process Video From John and how he uses Proline to automate the entire process seamlessly.
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.
Fri, 05 Aug 2022 - 1h 19min - 304 - 286: The Riches Are In The Niches with Nick Peret
I’m in the hot seat today! I was recently interviewed on The Commercial Roofing Radio Podcast, hosted by Nick Peret. Nick is CEO and founder of Summa Media and Peak Leads, and he’s got a great thing going with his impressive podcast. In this interview, we cover several topics, including my story of niching down and tackling the common problems that contractors face. Nick and I are all about helping contractors build a more profitable business, so join us to learn more!
What you’ll hear in this episode:
Why Dave built his roofing business to give him the time and money to travel and live the lifestyle he wanted How creating and implementing a business plan made all the difference for Dave Why you need to know your WHY What Dave has learned as a podcast host What makes a “sellable business” that will bring value to you in the future Highlights of some of Dave’s favorite roofing projects and practices What Dave learned through niching down his services as a roofing contractor Why your pre-qualification phase is super important in not trying to be everything to everybody What to remember in recruiting, training, and retaining your team membersResources:
Connect with Nick and check out the Commercial Roofing Radio podcast!
Find Nick on LinkedIn.
Find Nick at Summa Media.
Let me know if you’d like to join one of our new Mastermind groups for contractors. Text me to learn more: (510) 612-1450
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.
Fri, 29 Jul 2022 - 59min - 303 - 285: It’s Not What You Make It’s What You Keep with Erik Jackson
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:
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.
Fri, 22 Jul 2022 - 1h 13min - 302 - 284: You May Qualify For This New Government Program And Just Not Know It with Ken Sullivan
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 the 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
Fri, 15 Jul 2022 - 35min - 301 - 283: Leads and Sales are Slowing Down–This is What You Should Do with Benny Fisher
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:
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.
Fri, 08 Jul 2022 - 1h 06min - 300 - 282: Why You Should Attend The One Industry, One Model Summer Tour with Jen Silver
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
Fri, 01 Jul 2022 - 44min - 299 - 281: How to Build a $100 Million Home Service Business with Tommy Mello
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:
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.
Fri, 24 Jun 2022 - 1h 10min - 298 - 280: How To Hire A Players For Your Team Now with Joel Patzke
“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:
Resources:
Connect with Joel:
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
Fri, 17 Jun 2022 - 1h 40min - 297 - 279: Learn How This Roofing Contractor Grew His Business To $18 Million In 4 Years with George Boudreaux
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!
Referenced Website:
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!
Fri, 10 Jun 2022 - 1h 23min - 296 - 278: The Numbers You Have To Know To Grow A Profitable Roofing Business with Diane Gilson
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 sheetDiane’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
Fri, 03 Jun 2022 - 1h 04min - 295 - 277: 2 Ways To Make Your Money In Your Roofing Business
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
Fri, 27 May 2022 - 46min
Podcasts similares a The Roofer Show
- Global News Podcast BBC World Service
- El Partidazo de COPE COPE
- Herrera en COPE COPE
- The Dan Bongino Show Cumulus Podcast Network | Dan Bongino
- Es la Mañana de Federico esRadio
- La Noche de Dieter esRadio
- Hondelatte Raconte - Christophe Hondelatte Europe 1
- Curiosidades de la Historia National Geographic National Geographic España
- Dateline NBC NBC News
- 財經一路發 News98
- La rosa de los vientos OndaCero
- Más de uno OndaCero
- La Zanzara Radio 24
- L'Heure Du Crime RTL
- El Larguero SER Podcast
- Nadie Sabe Nada SER Podcast
- SER Historia SER Podcast
- Todo Concostrina SER Podcast
- 安住紳一郎の日曜天国 TBS RADIO
- アンガールズのジャンピン[オールナイトニッポンPODCAST] ニッポン放送
- 辛坊治郎 ズーム そこまで言うか! ニッポン放送
- 飯田浩司のOK! Cozy up! Podcast ニッポン放送
- 吳淡如人生實用商學院 吳淡如
- 武田鉄矢・今朝の三枚おろし 文化放送PodcastQR