The Roofer Show

Your profit depends heavily on how well you price your jobs. We covered this topic in our mastermind group today, and it’s always interesting to hear different perspectives about how contractors price their jobs and secure discounts from suppliers and manufacturers. You have to know your numbers and know what you should charge for a job in order to make money. John DeLaurier takes the lead in today’s show and breaks down his pricing process at Peach State Roofing. Join Dave and John to learn more!

What you’ll hear in this episode:

Resources:

Check out our new YouTube channel! https://www.youtube.com/@DaveSullivanRooferShow

Set up a FREE strategy call with Dave and get a few tips on how you can improve your business:  https://davesullivan.as.me/free-strategy-call

Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.

No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing 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.)

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:

Resources

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.)

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:

Resources

Connect with Brad Akers:  Website,The Built Right Contractor, and 832-275-0581

Set up a FREE strategy call with Dave and get a few tips on how you can improve your business:  https://davesullivan.as.me/free-strategy-call

Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.

No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing 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.)

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:

Resources

Connect with Phillip Kyker and SunX:Website, Email, or 843-503-8232

Set up a FREE strategy call with Dave and get a few tips on how you can improve your business:  https://davesullivan.as.me/free-strategy-call

Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.

No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing 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.)

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:

Resources

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!

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:

Resources

Connect with Adam Bensman and the RSRA: Website, Join the RSRA, Instagram, YouTube, The Roof Strategist Podcast, and Adam’s book, The Roofing Sales Survivor Guide

*Call or text the RSRA: 303-222-7133

Set up a FREE strategy call with Dave and get a few tips on how you can improve your business:  https://davesullivan.as.me/free-strategy-call

Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.

No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.

Vetted Sponsors Of The Roofer Show

Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.

Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!

Mentioned in this episode:

SMA Support Ad

Tired of spending all your time working in your business instead of on your business? SMA Support can be a game changer to get you back to running your business! They can give you an in house sales person, project manager, or customer support person, so you can focus on what you do best. Check them out at the link below and tell them Dave sent you! Check them out at:

SMA Support

Do you think your business is worth millions of dollars? You’re going to want to tune in to this episode as Dave and John have a great interview with Greg DeSimone of Catapult Advisory Group. We’re talking all things private equity. If you think your business is worth a fortune, tune in to find out if you have any REAL value…or if you're just going to end up closing the doors and walking away with nothing, like most contractors. Join us to hear more!

What you’ll hear in this episode:

Resources

Set up a FREE strategy call with Dave and get a few tips on how you can improve your business:  https://davesullivan.as.me/free-strategy-call

Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.

No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.

Vetted Sponsors Of The Roofer Show

Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.

Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!

Connect with Greg DeSimone

LinkedIN

Catapult Advisory Group

Mentioned in this episode:

SMA Support Ad

Tired of spending all your time working in your business instead of on your business? SMA Support can be a game changer to get you back to running your business! They can give you an in house sales person, project manager, or customer support person, so you can focus on what you do best. Check them out at the link below and tell them Dave sent you! Check them out at:

SMA Support

If you’ve been with us for the past two episodes, you know that we have covered the first two parts of our three-legged stool of business: “Sell work, do work, and keep score.” Selling work consists of your lead generation, sales, and pre-qualification processes. In doing the work, consistent communication in every part of the job is a key factor in your production process to protect your profit.  Today we tackle the third part; what does it mean to “keep score”? Keeping score is how you look at your financial reports from a job and determine if you made money. Join us for a closer look with Dave and John!

What you’ll hear in this episode:

Resources

Set up a FREE strategy call with Dave and get a few tips on how you can improve your business:  https://davesullivan.as.me/free-strategy-call

Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.

No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.

Vetted Sponsors Of The Roofer Show

Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.

Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!

Mentioned in this episode:

SMA Support Ad

Tired of spending all your time working in your business instead of on your business? SMA Support can be a game changer to get you back to running your business! They can give you an in house sales person, project manager, or customer support person, so you can focus on what you do best. Check them out at the link below and tell them Dave sent you! Check them out at:

SMA Support

You hear us talk every week about the three-legged stool of business: selling work, doing work, and keeping score. Last week’s episode covered the first phase of selling work, and John DeLaurier shared details about the sales process he’s using right now with his company, Peach State Roofing. In today’s episode, Dave and John discuss the “doing work” part of the equation. You can sell a job for a lot of money, but if your production team can’t do the work profitably, you will lose a lot of money. Join us to learn more!

What you’ll hear in this episode:

Resources

Set up a FREE strategy call with Dave and get a few tips on how you can improve your business:  https://davesullivan.as.me/free-strategy-call

Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.

No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.

Vetted Sponsors Of The Roofer Show

Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.

Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!

Mentioned in this episode:

SMA Support Ad

Tired of spending all your time working in your business instead of on your business? SMA Support can be a game changer to get you back to running your business! They can give you an in house sales person, project manager, or customer support person, so you can focus on what you do best. Check them out at the link below and tell them Dave sent you! Check them out at:

SMA Support

Welcome to another great episode of The Roofer Coach! We have a great topic for you today as Dave and John discuss the best sales process you can use in 2024. This topic comes up often in our mastermind group, and we think a deeper look will be helpful for our listeners. Learn how a better sales process will help you close more deals and increase your profit margins. Join us to learn more!

What you’ll hear in this episode:

Resources

Set up a FREE strategy call with Dave and get a few tips on how you can improve your business:  https://davesullivan.as.me/free-strategy-call

Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.

No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.

Vetted Sponsors Of The Roofer Show

Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.

Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!

Mentioned in this episode:

SMA Support Ad

Tired of spending all your time working in your business instead of on your business? SMA Support can be a game changer to get you back to running your business! They can give you an in house sales person, project manager, or customer support person, so you can focus on what you do best. Check them out at the link below and tell them Dave sent you! Check them out at:

SMA Support

What makes us different? Out of all the podcasts out there, why should you listen to this one? How can we help you grow your roofing business? The short answer is that we want to help you be sustainably profitable. “The smart guy doesn’t learn from his own mistakes—-he learns from the mistakes of others!” We have made all the mistakes and paid the price, and our goal is to help you avoid those costly mistakes and common pitfalls that can jeopardize the profitability in your roofing business. In today’s episode, Dave and John share helpful business tips, practices, experiences, and advice to get you on the road to profitability. Join us!

What you’ll hear in this episode:

Resources

Set up a FREE strategy call with Dave and get a few tips on how you can improve your business:  https://davesullivan.as.me/free-strategy-call

Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.

No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.

Vetted Sponsors Of The Roofer Show

Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.

Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!

Mentioned in this episode:

SMA Support Ad

Tired of spending all your time working in your business instead of on your business? SMA Support can be a game changer to get you back to running your business! They can give you an in house sales person, project manager, or customer support person, so you can focus on what you do best. Check them out at the link below and tell them Dave sent you! Check them out at:

SMA Support

We have an exciting show for you today! My usual co-host, John DeLaurier, is not joining us today, but we have a great repeat guest. He is Benny Fisher, the founder and visionary of The Big Fish Contracting Company, a leading provider of roofing, siding, and gutter services in Pennsylvania. He has joined forces with Contractor Dynamics, a move that amplifies his impact on the contractor community.

As an entrepreneur, public speaker, coach, consultant, and marketer, Benny inspires and guides contractors in scaling their businesses and achieving greater heights. He also hosts The Big Fish Cares Podcast, which shares the stories and journeys of influential people from all walks of life to inspire others. 

What you’ll hear in this episode:

Resources

Connect with Benny and find out more about The Big Fish Podcast, The Arena Mastermind, and more! Website

Set up a FREE strategy call with Dave and get a few tips on how you can improve your business:  https://davesullivan.as.me/free-strategy-call

Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.

No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.

Vetted Sponsors Of The Roofer Show

Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.

Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.

Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!

Mentioned in this episode:

SMA Support Ad

Tired of spending all your time working in your business instead of on your business? SMA Support can be a game changer to get you back to running your business! They can give you an in house sales person, project manager, or customer support person, so you can focus on what you do best. Check them out at the link below and tell them Dave sent you! Check them out at:

SMA Support

Whether you are looking to hire your very first salesperson or your fifth or sixth, it’s a move that greatly impacts the success of your roofing business. Don’t you want your next hiring move to be a profitable step forward in your business? Today’s episode is a conversation between Dave and John DeLaurier of the newly branded Peach State Roofing, and you can listen in and learn from their mistakes, tips, and experiences. Join us!

What you’ll hear in this episode:

Resources

Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call

Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.

Or simply send me a text at (510) 612-1450

No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.

Vetted Sponsors Of The Roofer Show

Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.

Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.

Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!

Mentioned in this episode:

SMA Support Ad

Tired of spending all your time working in your business instead of on your business? SMA Support can be a game changer to get you back to running your business! They can give you an in house sales person, project manager, or customer support person, so you can focus on what you do best. Check them out at the link below and tell them Dave sent you! Check them out at:

SMA Support

Know your numbers! You’ve heard it here at least a million times. “Keeping score” is one leg of the three-legged stool of your business, and one of the most important numbers is your gross profit. The roofing business is packed with ups and downs around your cash flow, and you need to navigate that ride with the right approach. Join us to learn more in today’s show!

Diane Gilson created Info Plus Accounting in 1994 to help business owners. She has created many workshops and classes for contractors and is recognized as a top expert in her field. She is Dave’s go-to financial guru, and she returns to today’s show with more expert advice. Diane knows the numbers of the roofing business inside and out, and she loves to teach others how to handle the month-to-month rollercoaster of gross profit.

Before our interview with Diane, hear the conversation between Dave and John DeLaurier about a specific job of John’s that went south quickly with a customer who was impossible to please–and how John handled the situation. On the other hand, he shares the success of a big job that is going well and staying well under budget. Dave gives insight into a consulting job of his on a huge, multimillion-dollar commercial roofing project.

What you’ll hear in this episode:

Resources

Be sure to check out Diane’s Website where you will find a wide variety of additional resources, blog articles, videos, and related products and training. 

And download her free eBook to set up your financials the easy way.

Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call

Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.

Or simply send me a text at (510) 612-1450

No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.

Vetted Sponsors Of The Roofer Show

Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.

Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.

Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!

Mentioned in this episode:

SMA Support Ad

Tired of spending all your time working in your business instead of on your business? SMA Support can be a game changer to get you back to running your business! They can give you an in house sales person, project manager, or customer support person, so you can focus on what you do best. Check them out at the link below and tell them Dave sent you! Check them out at:

SMA Support

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:

Resources

Set up a FREE strategy call with Dave and get a few tips on how you can improve your business:  https://davesullivan.as.me/free-strategy-call

Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.

Or simply send me a text at (510) 612-1450

No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.

Vetted Sponsors Of The Roofer Show

Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.

Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.

Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!

Mentioned in this episode:

SMA Support Ad

Tired of spending all your time working in your business instead of on your business? SMA Support can be a game changer to get you back to running your business! They can give you an in house sales person, project manager, or customer support person, so you can focus on what you do best. Check them out at the link below and tell them Dave sent you! Check them out at:

SMA Support

A recent episode of The Roofer Coach analyzed the #1 question that homeowners ask: “What will my roof cost?” The #2 question that homeowners ask is just as important: “Why do you have a higher price?” There are key factors in that question and answer, and we are breaking it down on today’s show. Join us!

Before our interview, Dave catches up with John DeLaurier and gets the latest developments in his company’s rebranding to Peach State Roofing. John discusses a slow January and the challenges in hiring the right people. Dave and John explain why the keys to hiring are to know your numbers and build a solid brand, along with knowing what you can afford and how much a new hire will cost.

Tim Brown from the Hook Agency teaches people how to optimize their websites. Tim helps build beautiful websites that drive traffic to your websites and get the most SEO for your investment. He is our go-to guy for all things websites, so Tim is the perfect person to help us break down the #2 question that homeowners ask a roofing contractor.

What you’ll hear in this episode:

Updates from Tim about his work at the Hook Agency and his busy life at home

The value of having a business coach/consultant

How Tim answers the question, “Why is your price higher?” about the Hook Agency

How to identify your three most differentiated features per your customer reviews by using Tim’s tool at www.hookagency.com/reviews 

How to clean up your NAP (name, address, and phone number) to optimize SEO: www.whitespark.ca/listings-service  

Why the trust factor is paramount to your customers

Questions to ask if your close rate is too high or too low

Why customer reviews help people trust you and can be used on websites and in sales presentations

Why Tim identifies these five vital components of your website

How to make your differentiation clear in your “kitchen table” presentations

Resources

Connect with Tim Brown and the Hook Agency: Website

Set up a FREE strategy call with Dave and get a few tips on how you can improve your business:  https://davesullivan.as.me/free-strategy-call

Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.

Or simply send me a text at (510) 612-1450

No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.

Vetted Sponsors Of The Roofer Show

Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.

Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.

Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!

 From the beginning, you should be building your roofing business to sell. Today’s show is all about how to get the life you want and the freedom you deserve. If you want to know how to WIN at the roofing game in 2023, don’t miss this episode! Join us now to learn more from today’s guest!

Dmitry Lipinskiy has it all together when it comes to being successful in the roofing business, and he loves helping others find their own success. He has a YouTube Channel, Directorii, and Roofing Business School, and is making a name for himself in our field. Dmitry built his roofing business from scratch and sold it, and he understands what it takes to succeed in lead generation, marketing, and profitability. My co-host, John DeLaurier, and I are excited to welcome Dmitry to the show to share his wealth of knowledge with us today.

Resources

Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call

Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.

Or simply send me a text @510 612-1450

No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.

Vetted Sponsors Of The Roofer Show

Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.

Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.

Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!

The smart guy doesn’t learn from his own mistakes, he learns from the mistakes of others! This episode is all about sharing the experiences of others, so it’s best to leave your ego at the door and open your mind because what I share with you today is going to help to get you unstuck and back on track to running a profitable roofing business in 2024!

Resources

Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call

Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.

Or simply send me a text @510 612-1450

No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.

Vetted Sponsors Of The Roofer Show

Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.

Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.

Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!

What’s your plan for 2024? The roofing contractors who will be successful in the coming year are those who have a clear plan with specific steps to take for maximum profitability. In today’s show, you’ll hear my conversation with John DeLaurier as he was driving to Orlando for the Roofing Process Conference. John explained why he took the time to attend this conference, what he wanted to get out of the conference, and why he took his team with him. John also brought us up to date with the rebranding of DeLaurier Roofing to Peach State Roofing, a process that has taken several months and proven to be a significant financial investment. John is going into 2024 with a solid plan, and he shares his tips for a profitable 2024. Steal these tips for your business success!

Resources

Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call

Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.

Or simply send me a text @510 612-1450

No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.

Vetted Sponsors Of The Roofer Show

Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.

Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.

Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!

What is the #1 question from homeowners regarding the roofing industry? “How much is my roof going to cost?” The team at Roofle has developed a powerful price quoting tool called Roof Quote PRO that can enhance your customer service in every way. Times are changing in the roofing industry, and old-school methods don’t work with today’s consumers. Join us to learn more about this cutting-edge technology that is available now!

Dave and John are joined by Mike Goldenstein, the Chief Revenue Officer at Roofle. Mike logged over 30 years in every aspect of the roofing industry before joining Roofle last year. He explains how Roof Quote PRO is changing everything in the customer experience around getting a new roof and why Roofle remains committed to innovation and simplicity in everything they do.

Before they talk with Mike, Dave and John discuss the latest developments in the rebranding of DeLaurier Roofing to Peach State Roofing, along with why rebranding is a BIG deal with many details to consider.

What you’ll hear in this episode:

How things are changing rapidly in the roofing industry and requiring a mindset shift from roofing contractors

How Roof Quote PRO works like no other tool in the roofing industry

How to give the customer a great experience with Roof Quote PRO

John’s perspective as a roofing business owner about how Roof Quote PRO solves problems and helps his business in various ways

Why customers trust a roofing business more if you are transparent with your price

Why price is just one of the pillars that customers consider in the value their roofing contractor can bring them

How Roof Quote PRO can be a tool to connect roofing contractors to local realtors for additional leads

What Mike sees in lead magnets that actually work

Why the Roofle team is committed to making Roof Quote PRO “always innovative and profoundly simple”

Mike’s overview of the new features in Roof Quote PRO that will enhance the customer experience

Resources

Connect with Mike and Roofle: Website, Instagram, Facebook, and LinkedIn

Mentioned in this episode: They Ask You Answer by Marcus Sheridan

Set up a FREE strategy call with Dave and get a few tips on how you can improve your business:  https://davesullivan.as.me/free-strategy-call

Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.

Or simply send me a text @510 612-1450

No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.

Vetted Sponsors Of The Roofer Show

Have RUBY answer your phones and tee up the sale by leaving a great first impression http://get.ruby.com/theroofercoach.

Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.

Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/.

Marketing is a common topic on The Roofer Coach for the simple reason that so many roofing contractors are doing it wrong. They hire agencies that don’t produce the desired outcomes, throw money into futile efforts, or simply don’t budget enough for the right kind of marketing. Today’s show covers how to approach marketing to become “5-mile famous.” Join us to learn more!

Elizabeth Lytle is with Contractor Dynamics, the roofing industry’s leading marketing training company. Their marketing training program is exclusively focused on growth-minded roofing companies. They partner with business owners and companies to equip them to take control over their marketing to create predictable growth. 

Before our interview with Elizabeth, John DeLaurier gives highlights of his rebranding process at DeLaurier Roofing, including a rundown of all that is involved in this massive endeavor.

What you’ll hear in this episode:

Why a relationship with an ad agency doesn’t work for roofing contractors: “YOU need to steer that ship!”

Why in-house marketing allows for more clarity, transparency, and tracking the numbers

How to get started with a marketing program through Contractor Dynamics

Why a business owner has to take extreme ownership of their marketing

How to identify your ideal client avatar, find out where he/she hangs out, and follow up with your messaging (John explains how he has done this in his rebranding process.)

Why success happens when the marketing team and sales team are collaborating

Why you should be marketing all year long and always align with your core values

How to begin with a marketing budget

How to focus on differentiating your business and demonstrating your value

How to be “5-mile famous”

Resources

Connect with Elizabeth Lytle and Contractor Dynamics: Website, LinkedIn, Instagram, and Facebook

Set up a FREE strategy call with Dave and get a few tips on how you can improve your business:  https://davesullivan.as.me/free-strategy-call

Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.

Or simply send me a text @510 612-1450

No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.

To find out more about 7 Steps to Getting More Qualified Leads for Your Roofing Business, call Dave. (510) 612-1450

Vetted Sponsors Of The Roofer Show

Have RUBY answer your phones and tee up the sale by leaving a great first impression http://get.ruby.com/theroofercoach.

Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.

Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/.

What is a GPO? Even in the roofing industry, the concept of a GPO (Group Purchasing Organization) is new and not widely understood. Let’s learn more about the Limitless GPO Group in today’s show!

Limitless Roofing Group was founded in 2022 by 25-year roofing industry veteran, Miller Weedn, and 20-year organizational leadership and training veteran, Dylan McCabe. Dylan joins Dave and John for today’s episode about the benefits roofing contractors can find by joining the Limitless Roofing GPO. Limitless GPO currently has 44 members (and counting) and operates in all 50 states with a passion for bringing roofing business owners together to maximize their profitability.  

Before our interview with Dylan, John DeLaurier unveils the result of his long-awaited rebranding of DeLaurier Roofing to Peach State Roofing, including the steps he’s taken and what the future next steps are in the process.

What you’ll hear in this episode:

Why a common challenge among roofing business owners is how to find and retain top sales talent

Why, as a roofing business owner, you need to hire the right WHO

Why groups like a Mastermind or a GPO are beneficial in helping contractors learn from each other and find accountability and partnership

The common problems Dylan finds with a GPO: marketing (because almost no one knows what a GPO is or what it does) and landing deals

How membership in a GPO works—and how you can join now for FREE!

Resources

Set up a FREE strategy call with Dave and get a few tips on how you can improve your business:  https://davesullivan.as.me/free-strategy-call

Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.

Or simply send me a text @510 612-1450

No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.

Vetted Sponsors Of The Roofer Show

Have RUBY answer your phones and tee up the sale by leaving a great first impression http://get.ruby.com/theroofercoach.

Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.

Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/.

Connect with Dylan McCabe and Limitless Roofing Group

Website

Facebook

LinkedIn

Mentioned by Dylan

Who Not How by Dan Sullivan and Dr. Benjamin Hardy

Today, we revisit a previous show, which is a listener favorite! 

The good, the bad, and the ugly: On today’s episode, I’ll be sharing my experiences with being a successful roofing contractor from that least favorite (but very effective) educator of ours: the school of hard knocks.

I also cover some of the most common problems that my coaching clients encounter.

Learn how to avoid these pitfalls so that you can build a sustainably profitable roofing business!

What you’ll hear in this episode:

Resources

Connect with Paul and Contractor Staffing Source: Website, Email, and 415-549-5950

Set up a FREE strategy call with Dave and get a few tips on how you can improve your business:  https://davesullivan.as.me/free-strategy-call

Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.

Or simply send me a text @510 612-1450

No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.

Vetted Sponsors Of The Roofer Show

Have RUBY answer your phones and tee up the sale by leaving a great first impression http://get.ruby.com/theroofercoach.

Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.

Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/.

Your A-players are everything! They are one factor that can have the biggest impact on your business success. Many contractors make the mistake of keeping sub-par employees around with the excuse that there aren’t good workers out there–but there are! They are working for someone else, so you have to go find them! Efforts to recruit, train, and retain A-players should always be happening in your business. Join us to learn more in today’s show!

I’m joined by Paul Sannenman, the founder of Dream Business Coaching. He is a construction business coach who has coached over 400 companies in the last 30 years. He helps clients make more money in less time–and have more FUN. With his refined expertise and wisdom, Paul shares with us his knowledge of the ins and outs of successful recruiting to bring in A-players.

What you’ll hear in this episode:

Before the interview with Paul, Dave replays a clip from his Short Business Tips series from a couple of years ago: “Why You, as a Roofing Contractor, Should Be Watching Shark Tank.” Watching Shark Tank will help you:

Learn to hone your perspective on business success by asking, “What am I selling? What problems does my business solve? What differentiates me from my competition?”

Learn why you MUST know your numbers!

How Paul developed his coaching business and recruiting expertise

Why you need a good applicant tracking system and a good assessment to determine who the best people are

Why the wrong hiring decision can cost you up to $50k

Why keep employees who set a low bar for your culture and your corporate values??

The easy #1 question to ask to determine who an A-player is: “If I had to start over, would I hire this person back?”

Why it’s WAY cheaper to pay a recruiter than to hire the wrong person!

How Paul uses recruiting assessments and video interviews

Why a values fit is more important than a skills fit

Why the right ad is key in recruiting

What it costs to use a recruiter

Paul’s #1 tip for contractors: Recruit all the time!

Resources

Connect with Paul and Contractor Staffing Source: Website, Email, and 415-549-5950

Set up a FREE strategy call with Dave and get a few tips on how you can improve your business:  https://davesullivan.as.me/free-strategy-call

Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.

Or simply send me a text @510 612-1450

No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.

Vetted Sponsors Of The Roofer Show

Have RUBY answer your phones and tee up the sale by leaving a great first impression http://get.ruby.com/theroofercoach.

Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.

Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/.

Want to sell more roofing jobs? Financing might be the answer for you! In today’s show, you’ll learn how to boost your sales with a seamless process of fast funding that appeals to your customers. Join us to learn more!

Chris Scoville is a pioneer in home improvement financing. He is a true advocate for roofing contractor success while looking out for the best benefits for homeowners, as well. His expertise at Scoville Financing is helping to educate and support contractors about financing for their consumers at the point of sale.

What you’ll hear in this episode:

How John is finding success by offering financing options to his customers

How financing options work for the financial benefit of the consumer while boosting your sales

Why financing makes perfect sense in today’s changing market

How the prequalification and approval processes work with financing

Common misconceptions (mostly from old-school roofers) about financing

How dealer fees work in the financing process

A look at the numbers proving that financing benefits both consumer and contractor

Resources:

Connect with Chris Scoville:

Website and LinkedIn

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, which just launched on August 1, 2023!

Getting more leads does NOT equal sales success! Leads that aren’t well-qualified and specifically targeted will waste your valuable time. We are diving into this topic in today’s show. Join us!

Before Dave and John get into the interview with today’s expert guest, they discuss John’s rebranding process at DeLaurier Roofing, especially how he’s going about this expensive endeavor. Rebranding expert Dan Antonelli helped uncover the basics with us in Episode 333, "Is Your Roofing Business Branded or Blanded?"

Today’s guest is Ryan Groth from Sales Transformation Group. He has been on the show several times before, including his most recent appearance in  Episode 199, "What is Your Definition of Success?" Ryan discusses how to sell and why selling skills are important. The most important starting point is your WHY. What is your destination? Where are you headed? To be successful in roofing sales, you have to ask the right questions to the right people and listen for the answers.

Dave and John discuss how our definition of success changes over time and why it helps to revisit your business goals several times each year. The Roofer Coach’s 1-Page Business Plan can help point you in the right direction. Find the instant download at www.theroofershow.com.  

What you’ll hear in this episode:

What’s going on for Ryan right now–and why shared goals and vision are vital

John’s definition of success and how it’s changed over the years

How to identify your “leashes” that keep you stuck

How Ryan uses the Sales Competency Assessment–and how it shows that only 4% of those evaluated are strong at consultative selling

Why training, coaching, and education for salespeople can flip the numbers on your sales performance

Why there is always more to learn in the sales process

How a 2, 3, or 5% increase in your close rate can make a life-changing difference for your company

Why we need “unconscious competence” to demonstrate our skills in the marketplace without effort

The fastest ways to make money and grow your roofing business

Why your close rate sucks: you are speaking to the wrong people and you can’t sell

How Sales Transformation Group helps improve close rates through their patented ATTMO methodology (Analyze, Train, Transform, Measure, and Optimize)

Ryan’s highlights of events and programs for contractors that are offered by STG

Resources Mentioned:

Connect with Ryan Groth and Sales Transformation Group

 Website

 Instagram

 LinkedIn

 YouTube

Book Recommended by Ryan

The Gap and The Gain by Dan Sullivan

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, which just launched on August 1, 2023!

Welcome to this episode of The Roofer Coach! My co-host, John DeLaurier, is not with us today because he is attending a seminar and learning cool, new stuff. I’m talking with one of our mastermind group members about why and when you might need an attorney when working with insurance companies. Join us to learn more!   Brian Huf is the owner of Modern Roofing Group in Denver, Colorado. We are getting Brian’s take on working with insurance companies and how he’s learned to make this relationship work. His attorney, Michelle Le, joins us to give valuable insight from her role in the process. She is the owner of her practice, the Law Offices of Michelle C. Le, and is licensed to practice law in four states: Texas, Colorado, Kansas, and Mississippi.   What you’ll hear in this episode:

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, which just launched on August 1, 2023!

Are you looking to grow your construction business, but hate bookkeeping and accounting? Are you skeptical about hiring any accountant for fear of embezzlement or being ripped off? If so, tune into today’s podcast to get quick and easy tips on how to turn a people-dependent money pit, into a process-dependent cash cow with today’s guest, Randal DeHart. Listen to Randal and Dave discuss:

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!

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, which just launched on August 1, 2023!

What are the important considerations for roofers who want to move into the commercial space? Is it really that different from residential roofing? Many residential roofers want to transition into commercial roofing without being adequately prepared. Join us for a closer look in today’s show!

John and Dave begin with updates from DeLaurier Roofing in the wake of John’s recent two-week vacation. His business fared very well, thanks to his capable team and their implementation of the business plan. John and Dave welcome to the show Chris Pendergast of Peakleads, one of our show sponsors.

What you’ll hear in this episode:

A look at Chris’ background and his work at Peakleads

What it takes to transition from residential to commercial roofing

Why commercial roofing offers fewer leads, a longer time to get paid, and larger profit margins

Why relationships and visibility are key factors in the commercial roofing space

What it takes to gather data in the commercial roofing space

How to niche down and focus on one aspect of the commercial roofing market

Chris’ tips on best practices to maintain professionalism, build key relationships, and implement a service and maintenance strategy

How to identify the top 100 properties in your market and “contact them every single quarter, every single year, for the next five years.”

How marketing campaigns differ in the commercial roofing space

How Chris sees his success in ways that help him stand out from the competition

Resources:

Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!

Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!

Connect with John DeLaurier:  www.calldrr.com, Instagram, and Facebook

Connect with Dave via text message: (510) 612-1450

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.

Download my FREE 1-Page Business Plan template at www.theroofershow.com.

Contact me about one-on-one coaching at www.theroofercoach.com.

We need reviews of the podcast! Please leave a five-star review. It matters!

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach

Be the modern-day contractor! We help you leverage technology to generate, organize, and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, which just launched on August 1, 2023!

 We’ve got a great show for you today with our returning guest, Tommy Mello. He is “The Home Service Millionaire” who joined us for Episode 281: How to Build a $100 Million Home Service Business. Tommy is the owner of A1 Garage Door Service, host of The Home Service Expert podcast, creator of the Freedom Conference, and author of Home Service Millionaire and his latest book, Elevate: Build a Business Where Everybody Wins. 

My co-host, John DeLaurier, and I are excited to welcome Tommy back to the show and hear his expert advice in today’s show! Join us!

What you’ll hear in this episode:

What we are noticing in the roofing market right now–and why now is NOT the time to cut your marketing budget

Highlights of the big milestones in Tommy’s business and personal life since his last show with us–and why he has made BIG changes

Why Tommy wrote his latest book, Elevate

Why having the “there just aren’t good people out there to hire” attitude means you, as a business owner, have poor leadership 

Why your company culture is an essential form of marketing

Where to find the best job recruits

How Tommy works to keep employees happy at his company and even offers an equity incentive program

How Tommy has saved millions by spending the money to rebrand

Tommy’s advice for contractors as the market slows down

Why profit is more important than revenue

“It’s all in the numbers!” (Tommy reviews the most important KPIs in your business and why you MUST know them!)

What Tommy would say to his younger self

An overview of the Freedom 2023 event in Orlando, Florida, on November 1-3

Resources:

Connect with Tommy Mello:

Website

Elevate book

The Home Service Millionaire book, The Home Service Expert podcast

https://tommymello.com/freedom

Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!

Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!

Connect with John DeLaurier:  www.calldrr.com, Instagram, and Facebook

Connect with Dave via text message: (510) 612-1450

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.

Download my FREE 1-Page Business Plan template at www.theroofershow.com.

Contact me about one-on-one coaching at www.theroofercoach.com.

We need reviews of the podcast! Please leave a five-star review. It matters!

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach

Be the modern-day contractor! We help you leverage technology to generate, organize, and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, which just launched on August 1, 2023!

Are you ready to see your sales numbers skyrocket? This is the show for you! We have talked for months about doing a show about the best sales process that we teach in our coaching program. My co-host, John DeLaurier, and I developed this process after many years of trial and error in the roofing business.

The point is that a smart guy doesn’t learn from his own mistakes but from the mistakes of others. Think of us as your crash test dummies who have been there, done that, and made the mistakes–and now we can teach you how to do it right! Join us to learn more about how your sales process can build a solid foundation for your roofing business to grow and thrive!

What you’ll hear in this episode:

How to build an org chart for your business by asking, “Who does what?”

What is your process for selling work, doing work, and keeping score?

How John describes the structure of DeLaurier Roofing and how he handles relationships with his subcontractors

Why your marketing plan needs to be firmly committed to spending 5% of your total revenue to secure a high lead flow

Why your prequalification process is essential to a good lead flow

How a good CRM (not a file folder system!) makes everything about your sales process more efficient

How a pre-meeting sales sheet helps you pre-sell the job and separate yourself from the competition

How to ask open-ended questions at the site meeting to find out from the customer how to make the sale 

How an automated appointment confirmation system adds professionalism, allows you to “seed the review,” and adds another level of touch to the sale

How to handle the roof inspection, which is the precursor to the proposal

Why the follow-up process should include texts, emails, and calls with both manual and automated contacts

Resources:

Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!

Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!

Connect with John DeLaurier:  www.calldrr.com, Instagram, and Facebook

Connect with Dave via text message: 510-612-1450

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.

Download my FREE 1-Page Business Plan template at www.theroofershow.com.

Contact me about one-on-one coaching at www.theroofercoach.com.

We need reviews of the podcast! Please leave a five-star review. It matters!

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach

Be the modern-day contractor! We help you leverage technology to generate, organize, and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, which just launched on August 1, 2023!

If you’ve ever spent any time thinking about retiring or any other reason for why you might sell your business somewhere down the line, don’t miss today’s show!

My guest, David Lupberger, helps contractors with strategies in exit planning when they’re thinking about selling their businesses. There’s a lot that goes into this planning, and that is what we’re going to get into today.

David is not only a business coach, but he’s also the owner of Remodel Force, an author, and he currently writes a monthly column for Qualified Remodeler magazine. He is a friend of mine and a fellow member of an amazing Mastermind group.

What you'll hear in this episode:

Connect with David!

Website - Take Your Exit Readiness Assessment!

Book Mentioned:

The E-Myth by Michael E. Gerber

Resources:

Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!

Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!

Connect with John DeLaurier:  www.calldrr.com, Instagram, and Facebook

Connect with Dave via text message: 510-612-1450

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.

Download my FREE 1-Page Business Plan template at www.theroofershow.com.

Contact me about one-on-one coaching at www.theroofercoach.com.

We need reviews of the podcast! Please leave a five-star review. It matters!

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach

Be the modern-day contractor! We help you leverage technology to generate, organize, and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, which just launched on August 1, 2023!

What is the #1 complaint I hear from roofing contractors? They have NO free time to be with their families and friends, and their weekends are filled with phone calls, emails, and work. There is a better way! Join us to learn why you are wasting your time with the wrong tasks for the wrong people—and what you can do about it.

Dave is joined by Dominic Rubino of Profit Toolbelt. He is a real-world business coach with a varied business background, and he has worked with contractors of all types for over 20 years. Dom knows the challenges that contractors face, and he’s here to stop the insanity of working 24/7 and sacrificing family and free time to chase profit. He joined us previously on Episode 231: 8 Sales Mistakes Roofing Contractors Make, so take a listen to learn more from Dom.

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

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! https://get.ruby.com/theroofercoach.

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, just launched on August 1, 2023!

What you’ll hear in this episode:

A recap of John’s week and Dave’s week

The value of going to conferences–IF you implement what you learn

Why getting back to the basics begins with communication and answering every phone call

How DeLaurier Roofing uses systems and processes to do radius marketing

How Daniel came to SendJim four years ago and now helps contractors leverage their customer lists with automation

How SendJim handles Quote Follow-up for their clients–AND increases their close rate

How to stay “top of mind” in the neighborhood and get referrals

Why “multiple touch” marketing works best

How you can learn more about SendJim via a screen share video and a guaranteed ROI

Resources Check out these videos for Radius Bomb and Neighbor Mailing:

Radius Bomb Property and Demographic Filters June Update

Neighbor Mailing Filters August Update

For anyone who would like to sign up for a demo of SendJim, please schedule that at https://learn.servicemoxie.com/schedule-product-demo. Make sure you mention The Roofer Show Podcast for those exclusive templates. If you’re interested in learning more about The Roofer Mastermind groups or our Coaching Programs text me at (510) 612-1450 or book a free strategy call with me at https://davesullivan.as.me/free-strategy-call Download my FREE 1 Page Business Plan and get organized, focused, and profitable https://theroofershow.com/plan

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! https://get.ruby.com/theroofercoach.

Be the modern-day contractor! We help you leverage technology to generate, organize, and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, just launched on August 1, 2023!

Welcome to The Roofer Show!

What you’ll hear in this episode:

Resources:

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!

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!

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

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! https://get.ruby.com/theroofercoach.

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, just launched on August 1, 2023!

What are the trends affecting your roofing business in 2023? How can you prepare to grow your profitability with a solid marketing plan despite slowdowns in the industry? Join us to learn more in today’s show!

We are joined by Aaron Hockel, who is a frequent guest on the show because he has great insights about marketing, online reviews, and getting quality leads. Aaron is a partner and vice president at AltaVista Strategic Partners, and I call him my marketing go-to guy. Join us to get valuable marketing advice about today’s changing roofing industry.

My co-host, John DeLaurier, has just returned from the Roofing Process Conference in Orlando, and he gives an update about how this conference is changing his business for the better and why you don’t want to miss the next one.

***Today’s ONE THING: Fresh from the conference, John shares his big takeaways as the value of a tool like RoofQuote PRO from Roofle and the importance of being consistent in answering the questions that homeowners have (from Marcus Sheridan, author of They Ask You Answer).

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

Connect with Aaron Hockel: AltaVista Strategic Partners (Schedule your free discovery call today!)

Email Aaron: aaron@altavistasp.com

If you’re interested in learning more about The Roofer Mastermind groups or our Coaching Programs text me at (510) 612-1450 or book a free strategy call with me at https://davesullivan.as.me/free-strategy-call

Download my FREE 1 Page Business Plan and get organized, focused, and profitable https://theroofershow.com/plan

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! https://get.ruby.com/theroofercoach.

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, just launched on August 1, 2023!

In this episode, Dave and John dive into a discussion about various aspects of marketing strategies and customer engagement in the roofing business. They discuss their recent mastermind group meeting, highlighting the value of collaboration and camaraderie.

In today’s discussion, our panel of roofing experts dives into the use of yard signs, QR codes, automated review systems, and more. They also discuss the power of using vanity phone numbers and the magic of QR codes that bridge the gap between physical signs and online presence. 

You’ll hear about the world of customer reviews, as the panel debates the nuances of automated review request systems and the age-old question of who on the team should take the lead in garnering those invaluable star ratings. This episode is your ticket to staying ahead in the competitive roofing industry with the kind of marketing wisdom that will leave you fired up and ready to conquer!

Episode Highlights:

John shares his approach to pre-qualifying leads, utilizing inside sales and automations to streamline the process.

The importance of a strong online presence and communication in closing deals remotely

Using Loom videos to present proposals remotely 

The transition from the initial presentation to Proline's automated follow-ups

Dave discusses the effectiveness of using Yelp for generating leads without paid ads.

The challenges and limitations of platforms like Nextdoor 

Collaboration and knowledge sharing through mastermind groups

The significance of networking and business growth

Personal development and support in the roofing industry

Effective pre-qualification strategies and utilizing inside sales

Using Loom videos for remote proposal presentations

The power of automation in roofing sales and marketing

The effectiveness of yard signs as a powerful tool for generating leads and jobs.

Exploring the design elements of yard signs, including the company logo and a catchy vanity phone number.

The role of QR codes on yard signs and their potential impact on customer engagement.

A comparison of different marketing strategies, from postcards to SEO, and their respective outcomes.

The challenges and benefits of using automated review request systems with gatekeeper features.

The debate on whether sales reps or other team members should be responsible for requesting customer reviews.

The significance of timely responses to reviews and the importance of nurturing positive customer relationships.

Consideration of using automation tools like Proline for effective review requests and management.

Insights into the challenges and nuances of Google Local Services and the variations in review systems across platforms.

Resources:

If you’re interested in learning more about The Roofer Mastermind groups or our Coaching Programs text me at (510) 612-1450 or book a free strategy call with me at https://davesullivan.as.me/free-strategy-call

Download my FREE 1 Page Business Plan and get organized, focused, and profitable https://theroofershow.com/plan

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://get.ruby.com/theroofercoach.

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!

Why do so many roofing businesses fail? Why do many family roofing businesses fizzle out before the second and third generations? Today’s guest has the perspective and experience to give us the answers. Join us to learn more!

We are joined by Chris Diroll of Tresnak Roofing, located in the Detroit area. Chris took his corporate background in manufacturing into the family roofing business, and now he is finding success in helping other contractors make their businesses more profitable. Chris joined us previously for Episode 328 about the value of a virtual assistant to a roofing business. Before our conversation with Chris, John DeLaurier gives updates about the new ProLine CRM, just launched on August 1. Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! 

What you’ll hear in this episode:

How Chris has found his place as a consultant, helping other contractors find solutions and clean up their processes

Why contracting businesses are much different than they were a few years ago

Why having an Exit Plan is crucial for your family and the legacy of your business

Why the majority of family businesses don’t make it to the 2nd or 3rd generation

How automated systems and processes make every roofing business more profitable and give a better customer experience

How to move the needle on your roofing business

Why your pre-qualification process should be an interview for every homeowner

Two important factors in your business: revenue per capita and gross profit per day

Why “busy” does NOT equal profit

Why contractor mastermind groups are super valuable, along with consultants/coaches, and podcasts like this one

Resources:

Connect with Chris Diroll and Tresnak Roofing: Facebook

Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!

Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!

Connect with John DeLaurier:  www.calldrr.com, Instagram, and Facebook

Connect with Dave via text message: 510-612-1450

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.

Download my FREE 1-Page Business Plan template at www.theroofershow.com.

Contact me about one-on-one coaching at www.theroofercoach.com.

We need reviews of the podcast! Please leave a five-star review. It matters!

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, just launched on August 1, 2023!

We are joined by Jim Ahlin, co-founder of Roofer Marketers and host of the Roofer Success podcast. He does exclusive work with roofers, helping with digital marketing strategies, better brand recognition, and sales growth. His unique approach to marketing in the roofing industry can help set you up for success and profitability.

 ***Today’s ONE THING:  2023 is shaping up to be a different kind of year for roofing contractors. The One-Page Business Plan can help you know your ideal customer and not try to serve EVERYONE. It will help you identify your avatar, focus on the services that deliver the most value and profitability, and stick with serving your region with excellence. We can help you identify the WHAT, WHO, WHERE, and WHY of your business. Visit The Roofer Coach on Instagram to learn more!

What you’ll hear in this episode:

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!

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!

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!

Know your numbers! You’ve heard it here at least a million times. “Keeping score” is one leg of the three-legged stool of your business, and one of the most important numbers is your gross profit. The roofing business is packed with ups and downs around your cash flow, and you need to navigate that ride with the right approach. Join us to learn more in today’s show!

Diane Gilson created Info Plus Accounting in 1994 to help business owners. She has created many workshops and classes for contractors and is recognized as a top expert in her field. She is Dave’s go-to financial guru, and she returns to today’s show with more expert advice. Diane knows the numbers of the roofing business inside and out, and she loves to teach others how to handle the month-to-month rollercoaster of gross profit. 

Before our interview with Diane, hear the conversation between Dave and John DeLaurier about a specific job of John’s that went south quickly with a customer who was impossible to please–and how John handled the situation. On the other hand, he shares the success of a big job that is going well and staying well under budget. Dave gives insight into a consulting job of his on a huge, multimillion-dollar commercial roofing project. 

What you’ll hear in this episode:

How knowing your numbers will keep you on a constant correction process, which is necessary for gross profit

How Diane came to the work she does today

What is gross profit? Why does it matter?

Considerations in a cash-basis business

How accrual basis accounting works with mismatching and adjustments

Why the first step in conquering the gross profit rollercoaster is to have an estimate

How your bookkeeper can get more training and knowledge

An overview of Diane’s resources and classes

Resources:

Connect with Diane and find lots of resources and information: Website

Get Diane’s FREE ebook, A Tale of 4 Companies.

Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!

Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!

Connect with John DeLaurier:  www.calldrr.com, Instagram, and Facebook

Connect with Dave via text message: 510-612-1450

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.

Download my FREE 1-Page Business Plan template at www.theroofershow.com.

Contact me about one-on-one coaching at www.theroofercoach.com.

We need reviews of the podcast! Please leave a five-star review. It matters!

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!

Welcome to The Roofer Coach podcast! We have made some changes and improvements and are rebranding the podcast, business, and platforms from The Roofer Show to The Roofer Coach. Everything we do here is to help you grow a more successful roofing business! We want to help contractors, and we keep it simple by giving you tools to make things happen. I’m joined by my co-host, John DeLaurier, who brings a wealth of knowledge and experience to the table.

We are joined today by Luke Hansen from CompanyCam. The superior service provided by CompanyCam is the best way to ensure that your customers have the best roofing experience. Luke explains the new features coming soon to CompanyCam that will help get those Google reviews that are vital to your roofing business. Join us now!

 ***Today’s ONE THING: Getting reviews is a HUGE deal! Most contractors don’t do this very well, but getting reviews should be one simple step in your standard sales process. Reviews will help your business grow, and everything begins when you establish good communication with your customers from the very first phone call. 

What you’ll hear in this episode:

Resources:

Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!

Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!

Connect with John DeLaurier:  www.calldrr.com, Instagram, and Facebook

Connect with Dave via text message: 510-612-1450

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.

Download my FREE 1-Page Business Plan template at www.theroofershow.com.

Contact me about one-on-one coaching at www.theroofercoach.com.

We need reviews of the podcast! Please leave a five-star review. It matters!

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!

In 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!

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!

Running a roofing business is a journey fueled by blood, sweat, and tears. No matter how much money you have, you want to optimize your marketing dollars to get the most bang for your buck. Today’s show will be helpful for roofers at any and every stage of the business, whether you’re a grizzled veteran in the business or a rookie who is just starting. Let’s talk about how to best spend those marketing dollars!

Tim Brown is the owner/CEO of the Hook Agency, where he teaches people how to optimize their websites, improve their SEO, and drive more Google traffic to their websites. His marketing strategies help contractors focus their marketing on their best customers. Tim has been featured on several episodes of The Roofer Coach, and we are glad he’s here to share more marketing insights with us today.

Before we jump into the conversation with today’s guest, my co-host, John DeLaurier, and I are discussing how our contractor mastermind groups work. The benefits to these groups are numerous, and the camaraderie and collaboration go a long way in helping us solve problems that are common in our industry. If you’d like more information, visit The Roofer Mastermind.

What you’ll hear in this episode:

Guidelines for spending marketing dollars in fiscally-responsible ways

Where to focus and where to start to market to your ideal customer

5 steps to market your roofing business:

Build your brand with a clear, memorable, and specific name, logo, message, story, and tagline.

Pay attention to your Google Business Profile and Google Local Service Ads, making sure that your NAP (name, address, and phone #) listings are consistent. 

Get more reviews on a regular basis.

Have a professional website design that speaks to your customer. 

Start small as you begin your SEO journey, but start with a plan. 

The difference in a good website and a bad website

How the Hook Agency does website design, and how they created the website for DeLaurier Roofing

Resources:

Connect with Tim Brown and the Hook Agency: www.hookagency.com  

Whitespark listing service mentioned

Previous Episodes with Tim

Episode 208: Attract More Website Visitors That Turn Into Appointments That Turn Into Sales with Tim Brown

Episode 255: Attract More Website Visitors That Turn Into Appointments That Turn Into Sales with Tim Brown

Episode 267: How To Design A Website To Convert Visitors Into Sales, with Tim Brown

Episode 294: When To Bring Your Marketing In House with Tim Brown

Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!

Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!

Connect with John DeLaurier:  www.calldrr.com, Instagram, and Facebook

Connect with Dave via text message: 510-612-1450

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.

Download my FREE 1-Page Business Plan template at www.theroofershow.com.

Contact me about one-on-one coaching at www.theroofercoach.com.

We need reviews of the podcast! Please leave a five-star review. It matters!

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!

It’s always nice to talk to someone in the business who is doing it RIGHT. Tommy Mello, “The Home Service Expert,” knows how to take care of his team members, customers, and himself. His business, A1 Garage Door Service, began in 2007 and grew to be a $30 million-plus home service business with over 200 employees in nine states in just seven years. He hosts The Home Service Expert podcast and has written a book, The Home Service Millionaire: What Successful Home Service Entrepreneurs Do To Make More Money AND Work Less. 

Tommy has built a thriving Facebook group, the Home Service Expert Community, which is “a community of resilient business owners who are hungry to learn and grow.” We can learn a lot from Tommy– because whatever you are going through, he has been there. He knows what he’s doing, and he has practical principles that can set you on the path to success. Join us!

What you’ll hear in this episode:

Resources:

Connect with Tommy:

Website (and podcast)

Home Service Millionaire book

Facebook

Twitter

LinkedIn

Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!

Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!

Connect with John DeLaurier:  www.calldrr.com, Instagram, and Facebook

Connect with Dave via text message: 510-612-1450

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.

Download my FREE 1-Page Business Plan template at www.theroofershow.com.

Contact me about one-on-one coaching at www.theroofercoach.com.

We need reviews of the podcast! Please leave a five-star review. It matters!

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!

Every roofing contractor wants MORE leads, MORE activity, and MORE sales. The big question is, “How do I make those things happen?” Today’s show is about using AI technology as part of a cohesive strategy to get there. If you aren’t taking advantage of what AI can do for your roofing business, you are already behind the times. Get with the program! Don’t be afraid to branch out and learn something new! Join us to learn more!

I’m joined by Aaron Hockel, a partner and the VP of Digital Marketing at AltaVista Strategic Partners. He is a marketing expert who specializes in working with both commercial and residential roofing contractors, acting as their marketing coordinator to do the behind-the-scenes work to get more qualified leads and sales for his clients. 

What you’ll hear in this episode:

How AI is transforming roofing businesses to save time and manpower and get more qualified leads

From Dave: An example of using ChatGPT to generate an outline of marketing tips

How Aaron is using ChatGPT to keep up with technology advances

Why you might be wasting money with your current marketing plan

What AltaVista does in their behind-the-scenes work with clients to improve SEO and revamp marketing strategies

Why any tool, like ChatGPT, must be used with guidance as part of a well-defined marketing plan with a cohesive strategy

Why you have to use caution with any AI tool

Why most contractors are NOT investing enough dollars in marketing and not spending in the right places

Resources:

Connect with Aaron and AltaVista: Website, LinkedIn, Email, or call 443-960-4004

Books mentioned: They Ask You Answer by Marcus Sheridan

Past episodes featuring Aaron Hockel: Ep. 34 and Ep. 163

Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!

Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!

Connect with John DeLaurier:  www.calldrr.com, Instagram, and Facebook

Connect with Dave via text message: 510-612-1450

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.

Download my FREE 1-Page Business Plan template at www.theroofershow.com.

Contact me about one-on-one coaching at www.theroofercoach.com.

We need reviews of the podcast! Please leave a five-star review. It matters!

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!

Are you taking advantage of technology for today’s best time-saving hacks? A virtual assistant can make ALL the difference in your roofing business! Today’s conversation is about finding a VA and determining what tasks they should do to improve your profitability and refine the touchpoints you have with every customer. Blending cutting-edge technologies and automation with the human element is the BEST way to grow your roofing business intelligently.

My co-host, John DeLaurier, and I are joined by Chris Diroll of Tresnak Roofing in the Detroit area. Chris has taken his manufacturing background into the family roofing business, and he is finding great success with the crew of virtual assistants that work with him in various ways. He shares what he has learned and implemented to tweak and refine his sales process.

What you’ll hear in this episode:

How Chris implemented the move from pen/paper to using more automation in problem-solving from day to day

How COVID made innovation a necessity for Chris’ roofing business

How John uses reverse engineering to identify the WHY of what he does, what he wants his life to look like, and how the numbers fit into that purpose

Why it’s important to streamline your work hours with timesaving techniques and spend your time on $1000/hour activities instead of $25/hour stuff

Why Chris began using VAs to streamline his sales process with scorecard reports, lead follow-up, and prequalification—and much more

How VAs can function as inside salespeople who have a thorough working knowledge of your business

How John’s VA, Kathleen, helps streamline the prequalification process so DeLaurier Roofing is only dealing with target customers–and making a great first impression

How Chris’ team of VAs functions to divide tasks and subtasks to make his life easier, increase touchpoints with customers, and have a backup in place for every contingency

How Chris trains his team on SOPs and uses new technologies in every step of the sales process

Why Chris uses his website as his primary sales tool

Resources:

Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!

Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!

Connect with John DeLaurier:  www.calldrr.com, Instagram, and Facebook

Connect with Dave via text message: 510-612-1450

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.

Download my FREE 1-Page Business Plan template at www.theroofershow.com.

Contact me about one-on-one coaching at www.theroofercoach.com.

We need reviews of the podcast! Please leave a five-star review. It matters!

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!

Is the newest technology necessary for success in the roofing business? Is there a place for AI in our industry? Maybe it’s time for you to uplevel your sales process and marketing efforts with new, exciting technology, and that’s our focus for this episode. Our guest is a self-proclaimed computer and technology nerd who just happened to find his happy place in a profession he never imagined for himself, the roofing business. Join us for helpful insights and information from today’s guest!

Stephen Knuth is a highly skilled roofing sales professional currently serving as Director of Sales at Quality Discount Roofing in Jacksonville, Florida. Stephen’s company came to our attention when they won the prestigious 2023 Innovator of the Year Pinnacle Award at the Owens Corning Platinum Conference. With a background in the tech business, Stephen brings proven systems and processes and meticulous attention to detail to every project he undertakes, ensuring exceptional quality and customer satisfaction. In this episode, Stephen shares how Quality Discount Roofing is handling changes and updates to the ever-changing automation processes that are the key to their success and profitability. 

Before we jump into our interview with Stephen, I want to share a clip from our mastermind group this week in which John DeLaurier shares more about his sales process.  In our mastermind group, we currently have eight contractors who meet once each month, and we have a great time as we learn from each other. Maybe our mastermind is the right fit for you! Visit our Contact page at theroofershow.com to learn more!

What you’ll hear in this episode:

How Stephen learned the ropes of roofing sales the hard way

How Quality Discount Roofing has implemented more technology available through their CRM system, AccuLynx

Why even the latest and greatest technology is worthless unless you utilize it

How the roofing business is learning to implement AI tools like ChatGPT

Why Google SEO is HUGE for any roofing contractor–but it has to be used in the right way

Stephen’s take on marketing with a targeted net, spending marketing dollars aimed at the ideal customer, and using a specific and consistent sales process

Why the customer experience is everything in the roofing business (Every touch by your staff should have the end goal of a 5-star review from a great customer experience!)

Resources:

Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!

Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!

Connect with John DeLaurier:  www.calldrr.com, Instagram, and Facebook

Connect with Dave via text message: 510-612-1450

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.

Download my FREE 1-Page Business Plan template at www.theroofershow.com.

Contact me about one-on-one coaching at www.theroofercoach.com.

We need reviews of the podcast! Please leave a five-star review. It matters!

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!

Sell Me This Pen

If you saw the movie The Wolf of Wall Street you’ll remember the final scene where Leo, just out of jail and banned from selling stocks, is teaching a group of eager salesmen looking for the “silver bullet” of selling.

Leo asks a nervous victim in the front row that classic sales manager question, “Sell Me This Pen”. The movie ends before we get the answer.

Today, I show you the right way to answer this question and how it applies to home services sales.

The 4 Takeaways:

Establish the need and problem by asking questions. Then LISTEN.

Provide a solution and get his agreement.

Ask if there is an opportunity to expand and up sell the sale.

Only after getting his agreement and trust along the way do we ask for the order and close the deal.

The question is asked to make you feel uncomfortable. Turn it around and take control of the sale process.

Resources:

Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!

Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!

Connect with John DeLaurier:  www.calldrr.com, Instagram, and Facebook

Connect with Dave via text message: 510-612-1450

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.

Download my FREE 1-Page Business Plan template at www.theroofershow.com.

Contact me about one-on-one coaching at www.theroofercoach.com.

We need reviews of the podcast! Please leave a five-star review. It matters!

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!

The recession is coming! The recession is coming! That’s what you hear on the news every night. Manufacturing is down, property values down, and retail stores filing bankruptcy.

But construction is booming, we can’t find people to do the work because unemployment is low, and the stock market is at record highs.

Recession? What recession? What’s going on?

It’s been over 10 years since the last recession and most of our listeners weren’t even in business then. All they know is business is great and it’s going to last forever!

But the party is coming to an end. It’s just that nobody knows when.

What have you done to prepare your business to not only survive but position yourself to thrive during a downturn in the economy?

Today I’m going to give you 10 simple tips to recession-proof your business and also take advantage of the opportunities when the economy comes back.

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!

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!

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!

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:

Resources:

Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!

Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!

Connect with John DeLaurier:  www.calldrr.com, Instagram, and Facebook

Connect with Dave via text message: 510-612-1450

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.

Download my FREE 1-Page Business Plan template at www.theroofershow.com.

Contact me about one-on-one coaching at www.theroofercoach.com.

We need reviews of the podcast! Please leave a five-star review. It matters!

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!

Diane’s Resources:

Diane’s Website: Build Your Numbers

Building Your Chart of Accounts Class

Remodeling Your QuickBooks Chart of Accounts

Time Tracking and (Job-Costing) Payroll Class

Enjoy These Other Podcast Episodes Featuring Diane Gilson:

77: The Cost of Chaos: What’s It Costing Your Company with Diane Gilson

112: How To Calculate Your True Labor Burden And Why It Matters With Diane Gilson

105: Increase Your Profit With Effective Job Costing Reports With Diane Gilson

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!

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:

Resources:

Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!

Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!

Connect with John DeLaurier:  www.calldrr.com, Instagram, and Facebook

Connect with Dave via text message: 510-612-1450

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up. 

Download my FREE 1-Page Business Plan template at www.theroofershow.com.  

Contact me about one-on-one coaching at www.theroofercoach.com.

We need reviews of the podcast! Please leave a five-star review. It matters!

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!

In order to grow a solid and profitable roofing business, you’re going to need salespeople that can get out there and produce for you.

My guest today is Adam Bensman, an expert when it comes to helping salespeople and sales teams reach peak performance. Adam is also known as The Roof Strategist, and he has a podcast with the same name and a YouTube channel, as well.

On today’s show, we’ll be talking about where to find the right kinds of salespeople, how to attract them, and what it takes to build a team of A-players.

Listen in, I think you’re going to find this conversation very helpful!

What You’ll Hear in This Episode:

Consider your goals, as Adam explains.

What the average sales should be per rep, per year, conservatively, according to Adam.

Before you begin hiring, you need a clear plan for what that salesperson will be responsible for.

Adam discusses the options for paying your salespeople.

Financial models must be run to maintain your profitability and your financial health in order to stay in business, serve customers, and grow.

Have transparency with your team on when and how they will get paid.

Adam details how to find great salespeople and the common mistakes made in the hiring process.

Adam shares how he breaks down training into three categories.

Most sales reps waste 80% of their time because they were never shown the most effective and most profitable way to sell by following a proven system.

Accountability is necessary for managing the team for the retention of performance.

Ideas for having great sales meetings.

Thinking fast on your feet is the most valuable skill in sales.

Resources:

Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out!

Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!

Connect with John DeLaurier:  www.calldrr.com, Instagram, and Facebook

Connect with Dave via text message: 510-612-1450

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up. 

Download my FREE 1-Page Business Plan template at www.theroofershow.com.  

Contact me about one-on-one coaching at www.theroofercoach.com.

We need reviews of the podcast! Please leave a five-star review. It matters!

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service!

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!

Connect with Adam!

The Roof Strategist YouTube

Learn More About Hiring + Training Options

Email Adam: adam@roofstrategist.com

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!

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!

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!

“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!

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!

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:

Today, Dave and John have a wonderful interview with Sarah Allen of Ruby.com.

Resources:

Connect with John DeLaurier:  www.calldrr.com, Instagram, Facebook, and Email

Connect with Dave via text message: 510-612-1450 

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofercoach.com or visit The Roofer Mastermind to sign up. 

Download my FREE 1-Page Business Plan template at www.theroofershow.com.  

Contact me about one-on-one coaching at www.theroofercoach.com.  

I need reviews for the podcast! Please leave a five-star review. It matters!

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with get.ruby.com.

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!

To run a profitable roofing business, you have to understand the basics of accounting and the basics of setting up your financial system.

In this episode, I discuss with my go-to accounting expert, Diane Gilson, the easiest way to do just that!

Diane Gilson created Info Plus(+) Accounting® In 1994 to help business owners establish job-cost accounting systems so they can access critical day-to-day operations data using QuickBooks as their primary management accounting tool.

Diane’s passion is designing, customizing, and upgrading accounting systems and financial controls for small to mid-sized construction and manufacturing companies.

What you’ll hear in this episode:

Resources:

Connect with John DeLaurier:  www.calldrr.com, Instagram, Facebook, and Email

Connect with Dave via text message: 510-612-1450 

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofercoach.com or visit The Roofer Mastermind to sign up. 

Download my FREE 1-Page Business Plan template at www.theroofershow.com.  

Contact me about one-on-one coaching at www.theroofercoach.com.  

I need reviews for the podcast! Please leave a five-star review. It matters!

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with get.ruby.com.

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!

Diane’s Resources:

Diane’s Website: Build Your Numbers

​​Download Diane’s FREE ebook here 

Building Your Chart of Accounts Class

Remodeling Your QuickBooks Chart of Accounts

Time Tracking and (Job-Costing) Payroll Class

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:

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!

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:

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!

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!

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:

Resources:

Connect with John DeLaurier:  www.calldrr.com, Instagram, Facebook, and Email

Connect with Dave via text message: 510-612-1450 

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofercoach.com or visit The Roofer Mastermind to sign up. 

Download my FREE 1-Page Business Plan template at www.theroofershow.com.  

Contact me about one-on-one coaching at www.theroofercoach.com.  

I need reviews for the podcast! Please leave a five-star review. It matters!

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with get.ruby.com/roofercoach .

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!

If you’ve ever spent any time thinking about retiring or any other reason for why you might sell your business somewhere down the line, don’t miss today’s show!

My guest, David Lupberger, helps contractors with strategies in exit planning when they’re thinking about selling their businesses. There’s a lot that goes into this planning, and that is what we’re going to get into today.

David is not only a business coach, but he’s also the owner of Remodel Force, an author, and he currently writes a monthly column for Qualified Remodeler magazine. He is a friend of mine and a fellow member of an amazing Mastermind group. 

What you'll hear in this episode:

Resources:

Connect with John DeLaurier:  www.calldrr.com, Instagram, Facebook, and Email

Connect with Dave via text message: 510-612-1450 

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofercoach.com or visit The Roofer Mastermind to sign up. 

Download my FREE 1-Page Business Plan template at www.theroofershow.com.  

Contact me about one-on-one coaching at www.theroofercoach.com.  

I need reviews for the podcast! Please leave a five-star review. It matters!

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with get.ruby.com/roofercoach .

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads -  Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!

Connect with David!

Website - Take Your Exit Readiness Assessment!

Book Mentioned:

The E-Myth by Michael E. Gerber

Contractors ask me all the time if I were to start another roofing business what would be the #1 thing I would do. I always tell them the same thing. I would start with a written business plan. Without a written plan you can’t have the clarity of where you want to take your business and how you’re going to get there.

That’s why I wrote the 1 Page Business Plan. You can download it for free from my website and fill in the PDF. This will give you a professional business plan in just a couple of hours that you can review with your team to be sure everyone is headed in the same direction---a better business and bigger profits!

What you’ll hear in this episode:

Resources:

**For The Roofer Coach listeners, visit www.sumoquote.com and Book A Demo to find out how you can get SumoQuote FREE for 2023!

Connect with John DeLaurier:  www.calldrr.com, Instagram, Facebook, and Email

Connect with Dave via text message: 510-612-1450 

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofercoach.com or visit The Roofer Mastermind to sign up. 

Download my FREE 1-Page Business Plan template at www.theroofershow.com.  

Contact me about one-on-one coaching at www.theroofercoach.com.  

I need reviews for the podcast! Please leave a five-star review. It matters!

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with get.ruby.com/roofercoach .

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads -  Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!

Welcome to The Roofer Coach podcast! We are rebranding the podcast, business, and platforms from The Roofer Show to The Roofer Coach, and starting in January, you’ll be able to find The Roofer Coach on every possible platform. Everything we do here is to help you grow a more successful roofing business! We want to help contractors, and we keep it simple by giving you the best tools to make things happen. I’m joined by my co-host, John DeLaurier, who brings a wealth of knowledge and experience to the table.

Ryan Shantz, CEO at SumoQuote, joins us to share what SumoQuote can do for your business, along with the exciting new features that are coming in 2023. It’s one of our favorite tools for roofing contractors that will make you more competitive AND more profitable in today’s market. We recommend SumoQuote to all of our coaching clients. In today’s show, we break down how John uses SumoQuote at DeLaurier Roofing and why it makes them a more successful business. Are you ready to have better communication with your customers, increase your profitability, and stand out as a roofing contractor? Join us to learn more!

***Today’s ONE THING:  The Perfect 10 is a checklist that we use to pinpoint the top ten problems roofers face–and how you can solve them. It’s all about quality control! Using this simple form can cut your callbacks by 80%! Find The Perfect 10 on our Instagram, or you can email Dave or John..

What you’ll hear in this episode:

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!

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:

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!

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:

Connect with Rick!

Email: rdutmer@duadllc.com

Resources:

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up. 

Download my FREE 1-Page Business Plan template at www.theroofershow.com.  

Contact me about one-on-one coaching at www.theroofercoach.com.  

I need reviews for the podcast! Please leave a five-star review. It matters!

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with  https://www.callruby.com/roofer 

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads -  Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!

Salesrabbit.com/roofershow or go to the mobile app store and download the Sales Rabbit app.

Connect with John DeLaurier 

Take a look at a recent website Tim Hook revamped for John DeLaurier:  www.calldrr.com

Welcome to The Roofer Coach podcast! We have made some changes and improvements and are rebranding the podcast, business, and platforms from The Roofer Show to The Roofer Coach. Everything we do here is to help you grow a more successful roofing business! We want to help contractors, and we keep it simple by giving you tools to make things happen. I’m joined by my co-host, John DeLaurier, who brings a wealth of knowledge and experience to the table.

Today’s show focuses on the value of a service department in your roofing business, and our guest is Brian Mitchell from the Sales Transformation Group. Brian has immense experience in building service departments, and he teaches others to build their service department and sell with confidence. Join us to learn more from Brian!

Check out the courses available at www.salestransformationgroup.com/roofershow.  

 ***Today’s ONE THING:  The One-Page Business Plan can help you know your ideal customer and not try to serve EVERYONE. It will help you identify your avatar, focus on the services that deliver the most value and profitability, and stick with serving your region with excellence. 

What you’ll hear in this episode:

From Brian:

Resources:

Connect with John DeLaurier:  www.calldrr.com, Instagram, and Facebook

Connect with Dave via text message: 510-612-1450 

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up. 

Download my FREE 1-Page Business Plan template at www.theroofershow.com.  

Contact me about one-on-one coaching at www.theroofercoach.com.  

I need reviews for the podcast! Please leave a five-star review. It matters!

Text Brian for more info about his course or software: 954-268-6938

Find out about Brian’s course: www.salestransformationgroup.com  

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with  https://www.callruby.com/roofer 

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads -  Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!

Salesrabbit.com/roofershow or go to the mobile app store and download the Sales Rabbit app.

Welcome to The Roofer Coach podcast! We have made some changes and improvements and are rebranding the podcast, business, and platforms from The Roofer Show to The Roofer Coach. Everything we do here is to help you grow a more successful roofing business! We want to help contractors, and we keep it simple by giving you tools to make things happen. I’ll be joined each week by my co-host, John DeLaurier, who brings a wealth of knowledge and experience to the table. We are excited that a new, weekly feature in The Roofer Coach podcast will be the ONE THING, which is one specific, easy action you can take right now to be more profitable in your business. Join us for the first episode of The Roofer Coach, where we’ll discuss how to dominate the neighborhood by paying attention to the basics of radius marketing. Daniel Dixon from SendJim joins us for the conversation about dominating the neighborhood at every sale.  

 ***Today’s ONE THING: How to take your customer service to the next level with pre-meeting reminders and top-notch communication with customers to show them why you are better than your competitors

What you’ll hear in this episode:

Resources:

Connect with SendJim:  www.sendjim.com  

Connect with John DeLaurier:  www.calldrr.com 

Connect with Dave via text message: 510-612-1450 

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up. 

Download my FREE 1-Page Business Plan template at www.theroofershow.com.  

Contact me about one-on-one coaching at www.theroofercoach.com.  

I need reviews for the podcast! Please leave a five-star review. It matters!

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with  https://www.callruby.com/roofer 

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads -  Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!

Salesrabbit.com/roofershow or go to the mobile app store and download the Sales Rabbit app.

Connect with John DeLaurier 

Take a look at a recent website Tim Hook revamped for John DeLaurier:  www.calldrr.com

I have some good news and some bad news today. The bad news is that this will be the last episode of The Roofer Show. The good news is that we are rebranding as The Roofer Coach Podcast with John DeLaurier as my co-host! 

John and I do coaching, we have the Roofer Mastermind, and we have also developed several programs to help our clients come up with great ideas and become more profitable. I have been there and done it, and John is the guy out there in the trenches, running a kick-ass business. In our new show, we will pool our experience, hone things down, and provide tons of valuable information and advice to help as many contractors as we can do better and give them the answers they are looking for! 

In today’s show, we discuss our plans for our new format, talk about what we have learned over the last week, and dive into 9 reasons why you should have a business coach. Join us to learn more!

What you’ll hear in this episode:

Resources:

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up. 

Download my FREE 1-Page Business Plan template at www.theroofershow.com.  

Contact me about one-on-one coaching at www.theroofercoach.com.  

I need reviews for the podcast! Please leave a five-star review. It matters!

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with  https://www.callruby.com/roofer 

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads -  Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!

Salesrabbit.com/roofershow or go to the mobile app store and download the Sales Rabbit app.

Connect with John DeLaurier 

Take a look at a recent website Tim Hook revamped for John DeLaurier:  www.calldrr.com

Exciting things are happening as we approach the Episode 300 milestone! There are rebranding changes taking place as we further our quest to provide helpful content for roofing contractors, and John DeLaurie will be co-hosting the brand-new podcast, The Roofer Coach. In today’s show, we lay out the framework necessary for building a profitable business. Roofing is not an easy profession, but it can be profitable if you are willing to put in the work on the right tasks. Join us as we break down what it takes to be a million-dollar roofer!

John DeLaurier of DeLaurier Roofing is an expert at automating his sales process. John has partnered with us in our new Mastermind group for contractors to help them understand the sales process. John has spent time as a roofing contractor, a coaching client, and will now take on this new role as a co-host on The Roofer Coach podcast. He knows what works in the roofing business–and what doesn’t, and he’s happy to help us with the basics of running a profitable business. 

What you’ll hear in this episode:

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

www.calldrr.com  

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:

Check Out My NEW Website: The Roofer Coach

Text Me @ (510) 612-1450 – Say Hi!

I would love to hear your feedback, pros & cons!

**Please leave me a review on iTunes!**

~Please Share My Podcast With Other Contractors~

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with  https://www.callruby.com/roofer .

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads -  Peakleads.io.

Set and forget your estimate follow-up with John DeLaurier’s automation app Proline." Go to useproline.com/dave50

Salesrabbit.com/roofershow or go to the mobile app store and download the Sales Rabbit app.

Connect with Gina

Connect with Gina and Green Tree Bookkeeping: Website

Check out Gina’s informative videos on YouTube!

Welcome to another great show as we make our way toward a big milestone episode! Number 300 is just around the corner, and it’s going to be great! Today’s show covers how to cut costs, save time, and close more deals. Isn’t that what we all want? Join us to learn what SalesRabbit can do for YOU!

**I have a big announcement about something new and exciting! Changes are coming! Listen in to be the first to know!

In today’s show, I’m joined by Sean Huckstep. Sean is Vice President of Sales and a co-founder of SalesRabbit, the complete outside sales app that can make life easier for contractors. They help thousands of businesses track, manage, and qualify sales leads every day, along with effectively managing their sales teams. SalesRabbit has software solutions to help save your business time and money to put you ahead of the competition. 

What you’ll hear in this episode:

From Sean:

Connect with Dave:

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.  

Download my FREE 1-Page Business Plan template at www.theroofershow.com.  

Contact me about one-on-one coaching at www.theroofercoach.com.  

Check Out My NEW Website: The Roofer Coach

Text Me @ (510) 612-1450 – Say Hi!

I would love to hear your feedback, pros & cons!

**Please leave me a review on iTunes!**

~Please Share My Podcast With Other Contractors~

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with  https://www.callruby.com/roofer .

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads -  Peakleads.io.

Set and forget your estimate follow-up with John DeLaurier’s automation app Proline." Go to useproline.com/dave50

Salesrabbit.com/roofershow or go to the mobile app store and download the Sales Rabbit app.

Connect with George Boudreaux and Pelican Roofing: Website, Facebook, and Email

In the world of Google, SEO is everything. It is vitally important in the roofing industry, and there are scammers everywhere who will promise the moon in terms of your SEO and prey on hardworking roofing business owners. There is a better way to handle your SEO, and today’s show will help you understand the system better. My guest has wisdom and insights galore about SEO, and he’s a great guy that I’m excited to welcome to the show. Join us to learn more!

Dima Sobovoy is the CEO and founder of Roofing SEO School, which teaches roofing contractors how to do SEO in-house instead of relying on third-party sources to generate online leads. Dima was born in an independent Ukraine and immigrated with his family to the US as a teenager. After marrying and starting his family, Dima wanted more than the 9-5 life and trading his time for money, and he was convinced that specializing in SEO was the best path forward to achieve his goals. Now he spends his time teaching roofing contractors how to be in control of their lead generation and have more freedom and independence in their digital presence.  

What you’ll hear in this episode:

Resources

Connect with Dave:

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.  

Download my FREE 1-Page Business Plan template at www.theroofershow.com.  

Contact me about one-on-one coaching at www.theroofercoach.com.  

Check Out My NEW Website: The Roofer Coach

Text Me @ (510) 612-1450 – Say Hi!

I would love to hear your feedback, pros & cons!

**Please leave me a review on iTunes!**

~Please Share My Podcast With Other Contractors~

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with  https://www.callruby.com/roofer .

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads -  Peakleads.io.

Set and forget your estimate follow-up with John DeLaurier’s automation app Proline." Go to useproline.com/dave50

So many business owners just aren’t making the profits they should! The failure rate is shocking, but what’s even worse are the people who are working their lives away and earning so much less than what they should. On today’s episode, you’ll learn which jobs are making money, which jobs are losing money, and what to do about it.

What you’ll hear in this episode:

Resources

Connect with Dave:

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.  

Download my FREE 1-Page Business Plan template at www.theroofershow.com.  

Contact me about one-on-one coaching at www.theroofercoach.com.  

Check Out My NEW Website: The Roofer Coach

Text Me @ (510) 612-1450 – Say Hi!

I would love to hear your feedback, pros & cons!

**Please leave me a review on iTunes!**

~Please Share My Podcast With Other Contractors~

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with  https://www.callruby.com/roofer .

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads -  Peakleads.io.

Set and forget your estimate follow-up with John DeLaurier’s automation app Proline." Go to useproline.com/dave50

Connect with Diane:

Get Diane’s free book: A Tale of Four Companies

Check out Diane’s website for free resources, blog articles, videos, and support tools

Find Diane’s blog article, The Many Faces of Construction Job Costing at

I’ve got a secret. It’s the marketing secret that 90% of contractors miss, and my guest is sharing it with us in today’s show. Join us to learn more! Joining us today is Tim Brown from the Hook Agency. Tim has been featured on The Roofer Show several times and knows sales and marketing from the inside out. He is my go-to guy for marketing, SEO optimization, and web design. Because Tim works with many contractors, he understands what we do and how to help our marketing reach our target customers. In today’s show, Tim addresses the dilemma about whether to outsource our marketing or bring it in-house. Plus, he’s giving us the scoop on that little-known marketing secret that every contractor should know.    What you’ll hear in this episode:

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

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.

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.  

Download my FREE 1-Page Business Plan template at www.theroofershow.com.  

Contact me about one-on-one coaching at www.theroofercoach.com.  

I need reviews for the podcast! Please leave a five-star review. It matters!   

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with  https://www.callruby.com/roofer .

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads -  Peakleads.io.

Set and forget your estimate follow-up with John DeLaurier’s automation app Proline." Go to useproline.com/dave50

Links:

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.  

Download my FREE 1-Page Business Plan template at www.theroofershow.com.  

Contact me about one-on-one coaching at www.theroofercoach.com.   I need reviews for the podcast! Please leave a five-star review. It matters!   

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with  https://www.callruby.com/roofer .

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads -  Peakleads.io.

The recession is coming! The recession is coming! That’s what you hear on the news every night. Manufacturing is down, property values down, and retail stores filing bankruptcy.

But construction is booming, we can’t find people to do the work because unemployment is low, and the stock market is at record highs.

Recession? What recession? What’s going on?

It’s been over 10 years since the last recession and most of our listeners weren’t even in business then. All they know is business is great and it’s going to last forever!

But the party is coming to an end. It’s just that nobody knows when.

What have you done to prepare your business to not only survive but position yourself to thrive during a downturn in the economy?

Today I’m going to give you 10 simple tips to recession-proof your business and also take advantage of the opportunities when the economy comes back.

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up. 

Download my FREE 1-Page Business Plan template at www.theroofershow.com.  

Contact me about one-on-one coaching at www.theroofercoach.com.  

I need reviews for the podcast! Please leave a five-star review. It matters!

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with  https://www.callruby.com/roofer .

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads -  Peakleads.io.

Getting paid faster is something every contractor wants. Today’s construction market brings unique obstacles, and legal help is more important than ever. Join us to learn the steps you need to take to make sure you are getting paid for your work in 2022. 

Alex Barthet is a trained mechanical engineer who is now a board-certified construction lawyer in the Miami area. His firm was started by his father about 30 years ago, and they now have a team of 30 lawyers who only focus on construction. Alex has many educational outreach resources available to help those in the construction industry, one of those being his weekly podcast, The Lien Zone.

What you’ll hear in this episode:

Resources:

Connect with Alex and find his podcast:  www.thelienzone.com  

Email Alex:  alex@barthet.com  

Check out Alex’s FREE tools: www.ContractDetective.com

 www.MakeMeConditional.com

 www.CalcULien.com

Mentioned in this episode for state-by-state lien guidelines:  SunRay Construction Solutions

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up. 

Download my FREE 1-Page Business Plan template at www.theroofershow.com.  

Contact me about one-on-one coaching at www.theroofercoach.com.  

I need reviews for the podcast! Please leave a five-star review. It matters!

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with  https://www.callruby.com/roofer .

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads -  Peakleads.io.

To run a profitable roofing business, you have to understand the basics of accounting and the basics of setting up your financial system.

In this episode, I discuss with my go-to accounting expert, Diane Gilson, the easiest way to do just that!

Diane Gilson created Info Plus(+) Accounting® In 1994 to help business owners establish job-cost accounting systems so they can access critical day-to-day operations data using QuickBooks as their primary management accounting tool.

Diane’s passion is designing, customizing, and upgrading accounting systems and financial controls for small to mid-sized construction and manufacturing companies.

What you’ll hear in this episode:

Diane’s Resources:

Diane’s Website: Build Your Numbers

​​Download Diane’s FREE ebook here 

Building Your Chart of Accounts Class

Remodeling Your QuickBooks Chart of Accounts

Time Tracking and (Job-Costing) Payroll Class

Resources:

Check Out My NEW Website: The Roofer Coach

Download My FREE 1-Page Business Plan

Text Me @ (510) 612-1450 – Say Hi!

I would love to hear your feedback, pros & cons!

**Please leave me a review on iTunes!**

~Please Share My Podcast With Other Contractors~

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with  https://www.callruby.com/roofer 

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads -  Peakleads.io.

Enjoy These Other Podcast Episodes Featuring Diane Gilson:

77: The Cost of Chaos: What’s It Costing Your Company with Diane Gilson

112: How To Calculate Your True Labor Burden And Why It Matters With Diane Gilson

105: Increase Your Profit With Effective Job Costing Reports With Diane Gilson

If you’ve listened to me for more than five minutes, you’ve heard me say that my goal is to help you grow your business, make more money, and have more free time. Free time to step away, spend time with family, and take real vacations are the things that most contractors can only dream about. I want to change that! Last week’s show focused on the sales process, which is the starting point to get more free time away from your business. Let’s take a closer look at what you can do better!

What you’ll hear in this episode:

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.

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.

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:

Resources:

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.

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.

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:

Resources:

Vetted Sponsors of the Roofer Show Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://www.callruby.com/roofer Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads - Peakleads.io

Where are you taking your family on a summer vacation this year? If you can’t take a two-week vacation, then you don’t run a business–you have a JOB. Your business can’t rely on just you or one or two key people. You have to have systems in place so that your business can run without you there every single day. Let’s take a closer look! 

Benny Fisher is the Founder and Visionary of Big Fish Contracting Company, Pittsburgh’s #1 residential roofer. He shares his personal story of growing his business, holding fast to his WHY, and always learning from others about success. Benny has a knack for networking among business owners, and his podcast, The Big Fish Cares, showcases his talent for capturing and sharing stories of business, entrepreneurial journeys, and overcoming adversity.  

What you’ll hear in this episode:

Resources:

Connect with Benny: 

Use code “15BigFish” for 15% off One Industry One Model The Tour at www.oneindustryonemodel.com

Check out Benny’s podcast: www.thebigfishcares.com 

Mentioned in this episode:

Rocket Fuel by Gino Wickman

Nailed It! The Business of Construction by Joseph Hughes of Contractor Dynamics

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with https://www.callruby.com/roofer 

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads -  Peakleads.io.

On today's episode Dave is joined by Jen Silver.

With only five years in the roofing industry, Jen Silver is a relative newcomer compared to many. But in this short period of time, Jen has already made her mark in the Utah roofing community. She began working the phones as an inside sales representative at Roofline Supply, a subsidiary of SRS Distribution. From there she went on to work at a small Utah roofing company as its sales manager. Jen distinguished herself as talented and hard-working, quickly rising through the ranks to become the company’s general manager. Under Jen’s leadership, in less than two years the company nearly doubled its annual sales.

In late 2019, Jen formed her own company, Roofing Utah. Today, Roofing Utah is one of the fastest-growing roofing companies in Utah.

You may know Jen through the One Industry, One Model Event, where Jen shares on financing, and brings together roofing industry leaders speaking on everything from leadership, sales, marketing, operations and the future of roofing. Jen is taking the industry by storm and shaking up the ways our businesses have traditionally been run. This is a "must-listen" episode, for sure, so be sure to tune in!

Connect with Jen

One Industry One Model Tour

RoofingUtah.com

It’s always nice to talk to someone in the business who is doing it RIGHT. Tommy Mello, “The Home Service Expert,” knows how to take care of his team members, customers, and himself. His business, A1 Garage Door Service, began in 2007 and grew to be a $30 million-plus home service business with over 200 employees in nine states in just seven years. He hosts The Home Service Expert podcast and has written a book, The Home Service Millionaire: What Successful Home Service Entrepreneurs Do To Make More Money AND Work Less. Tommy has built a thriving Facebook group, the Home Service Expert Community, which is “a community of resilient business owners who are hungry to learn and grow.” We can learn a lot from Tommy– because whatever you are going through, he has been there. He knows what he’s doing, and he has practical principles that can set you on the path to success. Join us!

What you’ll hear in this episode:

Resources:

Connect with Tommy: Website(and podcast), Home Service Millionaire book, Facebook, Twitter, and LinkedIn

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with  https://www.callruby.com/roofer 

Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads -  Peakleads.io.

“There just aren’t people out there who want to work.” You’ve heard this statement–or made this statement–hundreds of times. The truth is that it’s an excuse for why you aren’t doing what it takes to build a quality workforce. My guest today is Joel Patzke, who owns and operates TrueWorks Roofing in Houston. Joel shares how he and his co-owner, his wife Laura, have solved their #1 problem, which is also your #1 problem. He tells us his amazing story of how he took action, held a job fair, and recruited A-players for his team. Packed with lots of insight from Joel, there is much to learn in today’s show, so join us to get the whole story!

Joel is a repeat guest who joined me a while back in Episode 247, How to Build a Brand that Matters, so take a listen if you haven’t heard it yet!

What you’ll hear in this episode:

Resources:

Connect with Joel:

www.trueworksroofing.com  

On LinkedIn

Joel’s email: joel@trueworksroofing.com

Laura’s email: laura@trueworksroofing.com

Connect with Dave:

Check Out My NEW Website: The Roofer Coach

Download My FREE 1-Page Business Plan

Text Me @ (510) 612-1450 – Say Hi!

I would love to hear your feedback, pros & cons!

**Please leave me a review on iTunes!**

~Please Share My Podcast With Other Contractors~

Vetted Sponsors of the Roofer Show

Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with  https://www.callruby.com/roofer 

If contractors think they can’t leave business behind to take their family on a two-week vacation, that just means they don’t have their systems and processes in place, yet.

Today’s guest is a regular listener to the podcast and someone I’ve stayed in touch with over the last few years. If you’re a roofing contractor who’s interested in hearing from another roofing contractor about what’s working and not working for them in business, you’re really going to enjoy my conversation with George Boudreaux.

I think you’ll come away with some great ideas about how to get your own systems and processes in place so that your company can run successfully without you being there, giving you more time to do the things that matter to you.

What you’ll hear in this episode:

Connect with George!

Email

Website

Facebook

Referenced Website: 

Get More Reviews

Resources:

Check Out My NEW Website: The Roofer Coach

Download My FREE 1-Page Business Plan

Text Me @ (510) 612-1450 – Say Hi!

I would love to hear your feedback, pros & cons!

**Please leave me a review on iTunes!**

~Please Share My Podcast With Other Contractors~

THE ROOFER SHOW SPONSOR INFO:

Need Help Answering the Phone Or Online Chat?

Find Out How Ruby Receptionists Can Help Bring In Leads!!

Or Call Ruby at (844) 326-7829

Check out their app!