A new Department of Labor law went into effect on March 11, and it affects everyone who uses subcontractors of any kind. The law focuses on the 1099 vs. W-2 situation, so your sales reps and production crews could be impacted. Dave and John discuss this topic and more with “The Roof Strategist” in today’s episode.
Before the interview with Adam Bensman, John gives an update from Peach State Roofing about what we can learn about always striving to be better, presenting a solid brand, and why it pays to wear your company apparel EVERYWHERE.
Adam Bensman, aka The Roof Strategist, is a seasoned entrepreneur and recognized expert in the roofing industry. His coaching and consulting approach covers sales, marketing, operations, team building, and financial management. He is the creator of the Roofing Sales Success Formula, which is being used by thousands of roofers in every US state and several foreign countries. He is the author of The Roofing Sales Survivor Guide and is the founder of the Roofing & Solar Reform Alliance (RSRA). RSRA seeks to transform the roofing and solar industry by giving amazing customer experiences and rebuilding integrity in what has been a beleaguered and much-maligned industry. Through his coaching programs, online resources, and speaking engagements, Adam equips professionals to reach their full potential in the roofing business. As a repeat guest on our show, Adam last joined us in 2021 for Episode 205, How To Build Your Sales Dream Team.
What you’ll hear in this episode:
For effective time management, audit your input and measure it against your output.
Adam’s mission: to disrupt the roofing industry and bring a new flavor of sales training to give every customer an amazing experience
The fact: 77% of homeowners don’t trust contractors and view them as con artists and scammers.
The origin of RSRA and the commitment to be different
The problems in the roofing industry: a low barrier to entry, unlicensed tradesmen, fraudulent opportunists, a high failure rate, and greed
Adam’s perspective on the FLSA (Fair Labor Standards Act), its impact on independent contractors, and what appears to be efforts to squash out the small company
The big deal about the FLSA: “The gray area is gone.”
The type of contractors Adam is looking for to join the RSRA: “those who want to outsell, outgrow, and out-compete the rest as we stomp the scum out”
The five components of the RSRA pledge–and how it is enforced and policed (You can join today!)
An overview of Adam’s sales training, available exclusively to RSRA members
Resources
Connect with Adam Bensman and the RSRA: Website, Join the RSRA, Instagram, YouTube, The Roof Strategist Podcast, and Adam’s book, The Roofing Sales Survivor Guide
*Call or text the RSRA: 303-222-7133
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Do you think your business is worth millions of dollars? You’re going to want to tune in to this episode as Dave and John have a great interview with Greg DeSimone of Catapult Advisory Group. We’re talking all things private equity. If you think your business is worth a fortune, tune in to find out if you have any REAL value…or if you're just going to end up closing the doors and walking away with nothing, like most contractors. Join us to hear more!
What you’ll hear in this episode:
The importance of having W-2 employees in private equity investments
Importance of aligning your “why” with your business
Finding your purpose after selling your business
Having a strategic plan in place to maximize business value and financial security
Building a business with transferability in mind
Importance of reputation and scalability
Private equity firms investing in reliable businesses with great cash flow, streamlining processes
The need for companies to comply with legal regulations
Accurate financial statements showing trends over time
Holy trinity of valuation: growing a business, profitable bottom line, proper processes
Importance of EBITDA (Earnings before interest, taxes, depreciation, amortization)
Business franchise model
Coaching and masterminds for business owners and entrepreneurs
Resources
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Connect with Greg DeSimone
If you’ve been with us for the past two episodes, you know that we have covered the first two parts of our three-legged stool of business: “Sell work, do work, and keep score.” Selling work consists of your lead generation, sales, and pre-qualification processes. In doing the work, consistent communication in every part of the job is a key factor in your production process to protect your profit. Today we tackle the third part; what does it mean to “keep score”? Keeping score is how you look at your financial reports from a job and determine if you made money. Join us for a closer look with Dave and John!
What you’ll hear in this episode:
John breaks down his CRM and how he tracks the numbers for each job with a pre-job budget and a post-job assessment.
Acquisition costs–what they really are and why most contractors don’t understand them and underestimate them
Reducing acquisition costs and increasing overall profitability through referrals
John’s example from a current Peach State Roofing job and their “8 by 8 campaign”
Better brand recognition, premium prices, and superior value are your goals.
Referral programs can work!
Reviews are important for your SEO and establishing trust; John shares how Peach State Roofing is getting reviews.
How Company Cam makes the review and referral process easy with a follow-up for every job
Job costing helps you know if you made money or not.
Every dollar saved in budget planning adds up (Saving $500 each on 100 jobs=$50,000 profit!)
Understanding your monthly financial statements is everything for a business owner.
Resources
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
You hear us talk every week about the three-legged stool of business: selling work, doing work, and keeping score. Last week’s episode covered the first phase of selling work, and John DeLaurier shared details about the sales process he’s using right now with his company, Peach State Roofing. In today’s episode, Dave and John discuss the “doing work” part of the equation. You can sell a job for a lot of money, but if your production team can’t do the work profitably, you will lose a lot of money. Join us to learn more!
What you’ll hear in this episode:
How to protect the customer experience with the proper systems for your proposal–and top-notch communication
Why it’s always better to over-communicate with the customer
How Peach State Roofing is growing a referral base in 2024 (Reviews and referrals are key in bringing down your customer acquisition costs!)
Why you need to price aggressively with your profit margin in mind
What it takes to give a great customer experience and make sure your crew is equipped with the knowledge they need for each job
How a pre-job conference helps protect your profit
How small details can protect against huge profit losses that result when a one-day job turns into a 1-½ day job
What it takes to be successful in the residential roofing world
Why training is essential so your production crews are protecting your profit
How to handle the difficult customer situations that result from miscommunication
How John and Peach State Roofing handle change orders and their legal responsibilities to the customer
How Dave developed his Perfect 10 Checklist to finish jobs correctly, guarantee quality control, and reduce callbacks
Resources
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Welcome to another great episode of The Roofer Coach! We have a great topic for you today as Dave and John discuss the best sales process you can use in 2024. This topic comes up often in our mastermind group, and we think a deeper look will be helpful for our listeners. Learn how a better sales process will help you close more deals and increase your profit margins. Join us to learn more!
What you’ll hear in this episode:
How a coach will help you implement a better sales process and stay on track to meet your goals
What to know about the effort and cost of acquiring a customer (Hint: your customer acquisition cost is probably WAY more than you think it is!)
What to know about getting customer reviews and posting content to build your online presence
Why you should offer only 1-2 services (You can’t do everything and stand out in the roofing industry.)
Why having a great website is the foundation of your sales process
How to know what your customer really wants
Steps in the best sales process:
Make it easy for your prospect to schedule an appointment and get the information they want. (Automation from Roof Quote Pro and Company Cam make it easier!)
Do the inspection and have all your pre-qualifications completed ahead of time–before you even go look at their roof.
Present the proposal. (John includes “hero” pages, his company story, and information about the customer journey, pricing, options, etc. All of these things help to build trust.)
Have follow-up processes set up for every customer, whether they buy now or not.
Why you must show differentiators at EVERY step of the sales process to stand out from your competitors
Resources
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
What makes us different? Out of all the podcasts out there, why should you listen to this one? How can we help you grow your roofing business? The short answer is that we want to help you be sustainably profitable. “The smart guy doesn’t learn from his own mistakes—-he learns from the mistakes of others!” We have made all the mistakes and paid the price, and our goal is to help you avoid those costly mistakes and common pitfalls that can jeopardize the profitability in your roofing business. In today’s episode, Dave and John share helpful business tips, practices, experiences, and advice to get you on the road to profitability. Join us!
What you’ll hear in this episode:
Why your “elevator pitch” is what The Roofer Coach is all about: What problem are you going to solve, and how are you going to do it better than others?
How The Roofer Coach solves your problem
Why most contractors should NOT be in business
How we point you toward resources, tools, systems, and processes that can make a big difference
Why we want to help roofing contractors avoid costly mistakes
Our goals for you through The Roofer Coach
Why you should build your business to sell–whether it’s in the near future or down the road
Highlights from Dave and John’s background stories
The hard truth: “Sales is vanity, profit is sanity, but cash flow is reality.”
Why profitability is the foundation of EVERYTHING in your business
A recent review that sums up what The Roofer Coach is about in bringing value and integrity to the roofing business
Resources
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
We have an exciting show for you today! My usual co-host, John DeLaurier, is not joining us today, but we have a great repeat guest. He is Benny Fisher, the founder and visionary of The Big Fish Contracting Company, a leading provider of roofing, siding, and gutter services in Pennsylvania. He has joined forces with Contractor Dynamics, a move that amplifies his impact on the contractor community.
As an entrepreneur, public speaker, coach, consultant, and marketer, Benny inspires and guides contractors in scaling their businesses and achieving greater heights. He also hosts The Big Fish Cares Podcast, which shares the stories and journeys of influential people from all walks of life to inspire others.
What you’ll hear in this episode:
What’s new with Benny and The Big Fish Cares Podcast
How Benny discovered his true passion and purpose
Why the majority of contractors shouldn’t be in business
Why Benny calls himself a facilitator
Tangible takeaways from The Big Fish:
You are the general contractor of your marketing.
You can’t do it all. (Learn what to outsource and what to do in-house.)
You can’t win without communication and accountability.
You can’t pay your way out of marketing.
You want to be omnipresent–be everywhere.
5 steps to becoming “five-mile famous”: clarity, creating value through content, distribution, tracking your ads, analyzing/adjusting
Why consistency is the key to marketing
How Benny created The Arena Mastermind, the world’s best contracting mastermind
Why building the best brand is NOT all about profit
Benny’s hack to get 5-star customer reviews
Resources
Connect with Benny and find out more about The Big Fish Podcast, The Arena Mastermind, and more! Website
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450.
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Whether you are looking to hire your very first salesperson or your fifth or sixth, it’s a move that greatly impacts the success of your roofing business. Don’t you want your next hiring move to be a profitable step forward in your business? Today’s episode is a conversation between Dave and John DeLaurier of the newly branded Peach State Roofing, and you can listen in and learn from their mistakes, tips, and experiences. Join us!
What you’ll hear in this episode:
How to get very clear about the role you are hiring for
John’s process of posting his hiring ad for a salesperson using tools like ChatGPT and Facebook
The pros and cons of hiring from inside or outside the roofing industry
Why knowing your numbers is essential before discussing pay with a potential salesperson
Why John aims for a maximum 45% close rate at Peach State Roofing to be as profitable as possible and keep his promises to his crew, staff, and customers
Why it is essential to set realistic earning expectations for every new hire
Dave’s tips on how to sell: determine the problem by asking open-ended questions, provide the solution, and close the deal
Resources
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.
Or simply send me a text at (510) 612-1450
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Know your numbers! You’ve heard it here at least a million times. “Keeping score” is one leg of the three-legged stool of your business, and one of the most important numbers is your gross profit. The roofing business is packed with ups and downs around your cash flow, and you need to navigate that ride with the right approach. Join us to learn more in today’s show!
Diane Gilson created Info Plus Accounting in 1994 to help business owners. She has created many workshops and classes for contractors and is recognized as a top expert in her field. She is Dave’s go-to financial guru, and she returns to today’s show with more expert advice. Diane knows the numbers of the roofing business inside and out, and she loves to teach others how to handle the month-to-month rollercoaster of gross profit.
Before our interview with Diane, hear the conversation between Dave and John DeLaurier about a specific job of John’s that went south quickly with a customer who was impossible to please–and how John handled the situation. On the other hand, he shares the success of a big job that is going well and staying well under budget. Dave gives insight into a consulting job of his on a huge, multimillion-dollar commercial roofing project.
What you’ll hear in this episode:
How knowing your numbers will keep you on a constant correction process, which is necessary for gross profit
How Diane came to the work she does today
What is gross profit? Why does it matter?
Considerations in a cash-basis business
How accrual basis accounting works with mismatching and adjustments
Why the first step in conquering the gross profit rollercoaster is to have an estimate
How your bookkeeper can get more training and knowledge
An overview of Diane’s resources and classes
Resources
Be sure to check out Diane’s Website where you will find a wide variety of additional resources, blog articles, videos, and related products and training.
And download her free eBook to set up your financials the easy way.
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.
Or simply send me a text at (510) 612-1450
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
Today's episode is your blueprint for success. We will give you the essential guide to business planning for contractors.
Do you have a business plan in place for 2024? If you don’t know where you’re going, any road will take you there! The problem is that too many contractors wander around in no particular direction and with no plan. We created the 1 Page Business Plan because it makes things simple. The magic is in the thought and planning process it takes to create your business plan. Know where you were in 2023 and where you want to go in 2024! Learn more with Dave Sullivan and John DeLaurier in today’s episode!
What you’ll hear in this episode:
Why you must start with the end in mind
How to get clarity and focus on the What, Who, Where, and Why of your business
Why offering too many services will sink your profitability
How to identify your ideal customer and figure out how you can help them
Why a “spray and pray” approach to marketing is NOT the answer
How to zero in on your focus: What problem can you solve better than competitors, and how will you do it?
How to do a SWOT analysis of your Strengths, Weaknesses, Opportunities, and Threats
The three big KPIs that John is tracking right now for Peach State Roofing
The truth about backlog, staying “busy,” and profit
How automations can improve your profitability
Why you have to keep the “view” in mind (What do you want your business to look like at the end?)
Resources
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.
Or simply send me a text at (510) 612-1450
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
A recent episode of The Roofer Coach analyzed the #1 question that homeowners ask: “What will my roof cost?” The #2 question that homeowners ask is just as important: “Why do you have a higher price?” There are key factors in that question and answer, and we are breaking it down on today’s show. Join us!
Before our interview, Dave catches up with John DeLaurier and gets the latest developments in his company’s rebranding to Peach State Roofing. John discusses a slow January and the challenges in hiring the right people. Dave and John explain why the keys to hiring are to know your numbers and build a solid brand, along with knowing what you can afford and how much a new hire will cost.
Tim Brown from the Hook Agency teaches people how to optimize their websites. Tim helps build beautiful websites that drive traffic to your websites and get the most SEO for your investment. He is our go-to guy for all things websites, so Tim is the perfect person to help us break down the #2 question that homeowners ask a roofing contractor.
What you’ll hear in this episode:
Updates from Tim about his work at the Hook Agency and his busy life at home
The value of having a business coach/consultant
How Tim answers the question, “Why is your price higher?” about the Hook Agency
How to identify your three most differentiated features per your customer reviews by using Tim’s tool at www.hookagency.com/reviews
How to clean up your NAP (name, address, and phone number) to optimize SEO: www.whitespark.ca/listings-service
Why the trust factor is paramount to your customers
Questions to ask if your close rate is too high or too low
Why customer reviews help people trust you and can be used on websites and in sales presentations
Why Tim identifies these five vital components of your website
How to make your differentiation clear in your “kitchen table” presentations
Resources
Connect with Tim Brown and the Hook Agency: Website
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.
Or simply send me a text at (510) 612-1450
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
From the beginning, you should be building your roofing business to sell. Today’s show is all about how to get the life you want and the freedom you deserve. If you want to know how to WIN at the roofing game in 2023, don’t miss this episode! Join us now to learn more from today’s guest!
Dmitry Lipinskiy has it all together when it comes to being successful in the roofing business, and he loves helping others find their own success. He has a YouTube Channel, Directorii, and Roofing Business School, and is making a name for himself in our field. Dmitry built his roofing business from scratch and sold it, and he understands what it takes to succeed in lead generation, marketing, and profitability. My co-host, John DeLaurier, and I are excited to welcome Dmitry to the show to share his wealth of knowledge with us today.
Resources
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.
Or simply send me a text @510 612-1450
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
The smart guy doesn’t learn from his own mistakes, he learns from the mistakes of others! This episode is all about sharing the experiences of others, so it’s best to leave your ego at the door and open your mind because what I share with you today is going to help to get you unstuck and back on track to running a profitable roofing business in 2024!
Resources
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.
Or simply send me a text @510 612-1450
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
What’s your plan for 2024? The roofing contractors who will be successful in the coming year are those who have a clear plan with specific steps to take for maximum profitability. In today’s show, you’ll hear my conversation with John DeLaurier as he was driving to Orlando for the Roofing Process Conference. John explained why he took the time to attend this conference, what he wanted to get out of the conference, and why he took his team with him. John also brought us up to date with the rebranding of DeLaurier Roofing to Peach State Roofing, a process that has taken several months and proven to be a significant financial investment. John is going into 2024 with a solid plan, and he shares his tips for a profitable 2024. Steal these tips for your business success!
Resources
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.
Or simply send me a text @510 612-1450
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.
Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!
What is the #1 question from homeowners regarding the roofing industry? “How much is my roof going to cost?” The team at Roofle has developed a powerful price quoting tool called Roof Quote PRO that can enhance your customer service in every way. Times are changing in the roofing industry, and old-school methods don’t work with today’s consumers. Join us to learn more about this cutting-edge technology that is available now!
Dave and John are joined by Mike Goldenstein, the Chief Revenue Officer at Roofle. Mike logged over 30 years in every aspect of the roofing industry before joining Roofle last year. He explains how Roof Quote PRO is changing everything in the customer experience around getting a new roof and why Roofle remains committed to innovation and simplicity in everything they do.
Before they talk with Mike, Dave and John discuss the latest developments in the rebranding of DeLaurier Roofing to Peach State Roofing, along with why rebranding is a BIG deal with many details to consider.
What you’ll hear in this episode:
How things are changing rapidly in the roofing industry and requiring a mindset shift from roofing contractors
How Roof Quote PRO works like no other tool in the roofing industry
How to give the customer a great experience with Roof Quote PRO
John’s perspective as a roofing business owner about how Roof Quote PRO solves problems and helps his business in various ways
Why customers trust a roofing business more if you are transparent with your price
Why price is just one of the pillars that customers consider in the value their roofing contractor can bring them
How Roof Quote PRO can be a tool to connect roofing contractors to local realtors for additional leads
What Mike sees in lead magnets that actually work
Why the Roofle team is committed to making Roof Quote PRO “always innovative and profoundly simple”
Mike’s overview of the new features in Roof Quote PRO that will enhance the customer experience
Resources
Connect with Mike and Roofle: Website, Instagram, Facebook, and LinkedIn
Mentioned in this episode: They Ask You Answer by Marcus Sheridan
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.
Or simply send me a text @510 612-1450
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression http://get.ruby.com/theroofercoach.
Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/.
Marketing is a common topic on The Roofer Coach for the simple reason that so many roofing contractors are doing it wrong. They hire agencies that don’t produce the desired outcomes, throw money into futile efforts, or simply don’t budget enough for the right kind of marketing. Today’s show covers how to approach marketing to become “5-mile famous.” Join us to learn more!
Elizabeth Lytle is with Contractor Dynamics, the roofing industry’s leading marketing training company. Their marketing training program is exclusively focused on growth-minded roofing companies. They partner with business owners and companies to equip them to take control over their marketing to create predictable growth.
Before our interview with Elizabeth, John DeLaurier gives highlights of his rebranding process at DeLaurier Roofing, including a rundown of all that is involved in this massive endeavor.
What you’ll hear in this episode:
Why a relationship with an ad agency doesn’t work for roofing contractors: “YOU need to steer that ship!”
Why in-house marketing allows for more clarity, transparency, and tracking the numbers
How to get started with a marketing program through Contractor Dynamics
Why a business owner has to take extreme ownership of their marketing
How to identify your ideal client avatar, find out where he/she hangs out, and follow up with your messaging (John explains how he has done this in his rebranding process.)
Why success happens when the marketing team and sales team are collaborating
Why you should be marketing all year long and always align with your core values
How to begin with a marketing budget
How to focus on differentiating your business and demonstrating your value
How to be “5-mile famous”
Resources
Connect with Elizabeth Lytle and Contractor Dynamics: Website, LinkedIn, Instagram, and Facebook
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.
Or simply send me a text @510 612-1450
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
To find out more about 7 Steps to Getting More Qualified Leads for Your Roofing Business, call Dave. (510) 612-1450
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression http://get.ruby.com/theroofercoach.
Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/.
What is a GPO? Even in the roofing industry, the concept of a GPO (Group Purchasing Organization) is new and not widely understood. Let’s learn more about the Limitless GPO Group in today’s show!
Limitless Roofing Group was founded in 2022 by 25-year roofing industry veteran, Miller Weedn, and 20-year organizational leadership and training veteran, Dylan McCabe. Dylan joins Dave and John for today’s episode about the benefits roofing contractors can find by joining the Limitless Roofing GPO. Limitless GPO currently has 44 members (and counting) and operates in all 50 states with a passion for bringing roofing business owners together to maximize their profitability.
Before our interview with Dylan, John DeLaurier unveils the result of his long-awaited rebranding of DeLaurier Roofing to Peach State Roofing, including the steps he’s taken and what the future next steps are in the process.
What you’ll hear in this episode:
Why a common challenge among roofing business owners is how to find and retain top sales talent
Why, as a roofing business owner, you need to hire the right WHO
Why groups like a Mastermind or a GPO are beneficial in helping contractors learn from each other and find accountability and partnership
The common problems Dylan finds with a GPO: marketing (because almost no one knows what a GPO is or what it does) and landing deals
How membership in a GPO works—and how you can join now for FREE!
Resources
Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call
Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com.
Or simply send me a text @510 612-1450
No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.
Vetted Sponsors Of The Roofer Show
Have RUBY answer your phones and tee up the sale by leaving a great first impression http://get.ruby.com/theroofercoach.
Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.
Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/.
Connect with Dylan McCabe and Limitless Roofing Group
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:
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
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!
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 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:
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!