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The Roofer Show

If you’re a Roofing Contractor looking to grow your business, make more money, and have more free time this is the podcast for you. Your host Dave Sullivan has been a successful roofing contractor for over 30 years and he shares the good, bad, and the ugly of his experience in contracting. Each week Dave interviews the industry’s top experts to pull out their best business tips and strategies that you can use to take your business to the next level. Get the answers to the questions you have to the day to day problems you face in the “real world of construction” from those that have been there and done it. Whether you have a shop of 1 or 100 there’s something here for you.
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Now displaying: August, 2018
Aug 31, 2018

If you’re not marketing and selling preventative roof maintenance you are leaving a lot of money on the table! In today’s interview, Greg teaches us how to set up a maintenance department, find the right people to run it, and how to sell maintenance for high profits. He’ll also show us the top 5 mistakes contractors make that will kill the deal.

Greg Hayne, of The Hayne Coaching Group, has a unique training program that helps roofing contractors grow their service departments and become more profitable and provide superior service for their customers. For the past ten years, he’s been teaching contractors the best practices of the most successful service departments around the country. He shows us how you can make a lot of money providing great service.

What you’ll hear in this episode:

  • Why your repair department and service department are NOT the same
  • How to set up a service department (Use Greg’s formula for profit margins)
  • The Top Five Mistakes Roofing Contractors Make:
    • Not treating repair requests differently than initial requests
    • Not addressing repair requests promptly
    • Poor documentation
    • Not handling tenant communication properly
    • Ignoring other problems with the roof
  • Other problems:
    • Not returning phone calls promptly
    • Not sending out prompt invoices after completing the work
  • Tips for providing a preventive maintenance program:
    • Don’t over-specify your services
    • Don’t forget to SELL your maintenance program
  • Why documentation is CRITICAL
  • Common mistakes in selling preventive maintenance: (You have to show them how it will save them money!)
    • Specifying too much
    • Sending in quotes instead of selling
    • Not asking questions
  • How a preventive maintenance program adds value to your business with recurring income
  • Greg’s training programs, peer groups, and individual coaching
  • Resources:

Need Help Answering the Phone?

Use Ruby Receptionists! 

Click here and use the code Roofer50 for a special discount!

Or Call Ruby at (844) 326-7829

www.creatinggreatservice.com(Available training programs and free downloads to help assess your business)

 

Aug 24, 2018

In today’s interview, I sit down with Devon Tilly from The Art Of Construction Podcast and learn how he built a company culture to take his successful business far into the future. Devon has been recognized nationally for his innovation and creativity within the building industry. In today’s conversation, we go deep into people and technology. As we all know, there are more people going out of the industry than coming in. Devon has some great ideas on how to attract and retain the best from that limited supply, which is a requirement to grow any successful business. 

What you’ll hear in this episode:

  • Devon’s podcast, his company, Mountain View Window and Door, and his love of people and technology
  • How Devon figured out that he didn’t fit into the corporate world and found his Art of Construction tribe
  • Why Devon started the podcast: to teach others and give good information
  • How Devon uses YouTube to push out content without being “noise”
  • What is your purpose, cause, and passion? Devon’s is a commitment to excellence
  • Focus on your WHY, not your WHAT
  • Getting, retaining, and leading good people in your business
  • As the CFO, know what you’re good at and what you’re not good at. Devon says to “Elevate and delegate and get it off your plate.”
  • How Devon’s company job titles “stand out from the crowd in a world of noise”
  • What Devon says about price: Build trust and relationships first
  • The key to not being sales-y: LISTEN
  • The importance of price, service, and quality
  • Four core values: do the right thing, be a problem solver, Get Stuff Done (GSD), and have a commitment to excellence
  • Devon’s internship program with Boulder University and others, to bring young people into the construction industry because so many are on the way out (the average roofer is 42 years old!)
  • Devon explains his TAT program (Trusted Advisor Training)
  • Why Devon describes himself as a disruptor and a micro-influencer
  • What’s next for Devon? Digital training programs, more podcasting, videos---all to be the platform for moving the next generation of people and technology forward in the art of construction

Resources:

Need Help Answering the Phone?

Use Ruby Receptionists! 

Click here and use the code Roofer50 for a special discount!

Or Call Ruby at (844) 326-7829

The Art of Construction Podcast 

Refining Moments by Gregory K. Hernandez

Mountain View Window and Door

Episode #65 Growing My Roofing Business on the Art Of Construction Podcast

Episode #22 Tom Reber from The Contractor Fight 

Aug 17, 2018

Why is it that the last 20% of a roofing job takes 80% of the time? Sometimes you just can’t get it closed out. The punch list that gets longer with every inspection. Materials are on back order. A sick employee slows things down. Whatever it is, it means you’re not getting your final payment and your customer is getting impatient.

Today I talk about the 13 step process we used at my company to get in and out of a project and maximize our profits. You’ll learn about the checklist we used to have a zero punch list, all our invoices paid, and have a happy customer that gives us a 5-star review and refers us to all the neighbors.

What you’ll hear in this episode:

  • One of the show’s taglines is “how to make more money and have more free time,” and we covered that in detail back in Episode 62
  • The problem is that some contractors are so busy that they aren’t doing the work and getting the jobs done profitably---that means NOT making more money and NOT having more free time!
  • Why are so many jobs slipping through the cracks and losing our profit?
  • Why does the last 20% of a job end up taking 80% of our time?
  • Getting started with a job means setting the goals, getting 5-star reviews, and getting referrals
  • The 13 Step Process to maximize profits:
    • Review the budget and labor costs
    • Show your appreciation for your work crew
    • Make sure you have all the material to finish
    • Talk to the customer, update them, and talk about final payment
    • Be sure to do radius marketing
    • Set up the pre-job at the next job
    • Do what it takes to be prepared for the next job
    • Have zero punch lists
    • Present the final warranty package
    • Have the system in place to ask for a review
    • Send a handwritten Thank You note
    • Have a post-mortem on each job
    • After two weeks, pick up your job sign and leave a gift with the customer
  • Remember, everyone benefits when you have higher profits and increased sales!

Resources:

Need Help Answering the Phone?

Use Ruby Receptionists! 

Click here and use the code Roofer50 for a special discount!

Or Call Ruby at (844) 326-7829

Aug 10, 2018

There will be another recession that can destroy your business. It may be down the road but it will come. Now is the time to recession-proof your contracting business by setting up a sales process and building a quality sales team for the long haul. Today I interview sales team builder Ryan Groth and learn his 5 step process that will get you started on recession-proofing your business today.

What you’ll hear in this episode:

  • Ryan’s background as a pro baseball player and how he connected with a commercial roofing contractor in FL who became an important mentor
  • How Ryan ended up selling his mentor’s sales software and learning the business from the inside out
  • Why Ryan started coaching and training companies to be successful in the sales process
  • What Ryan sees in the industry and how we fall short with sales and underestimate what it takes: we don’t have a clear path and process and we don’t screen for the right competencies that translate to sales success
  • Why price is NOT the #1 factor in sales
  • Ryan’s 5 Step Process in Building Your Sales Team:
    • Get a sales leader---look for a desire for sales success, responsibility, commitment, a great outlook, motivation, and recruiting ability
    • Lead with service---it’s about building trust and relationships
    • Improve your pipeline management with a defined sales process---have a system to follow up and gather the right info and create value
    • Have a CRM (customer relations management) program---it keeps leads from falling through the cracks
    • Set goals---this goes to the heart of what drives the sales team, but they have to be empowered goals that everyone will buy into
  • How to know when you’re ready to hire your first salesman
  • Ryan’s advice he received from his mentor: “On the way to perfect, you pass up a lot of good.”

Resources:

Email Ryan: rgroth@salestransformationgroup.com

Find Ryan on Linked In

Need Help Answering the Phone?

Use Ruby Receptionists! 

Click here and use the code Roofer50 for a special discount!

Or Call Ruby at (844) 326-7829

Aug 3, 2018

Business is booming and you have a lot of cash flowing out the door. Without a strong collections process, you can run into a real cashflow squeeze. Just one hiccup on a large project can put your entire business at risk.

Today, I interview construction attorney Alex Barthet from The Lien Zone Podcast to discuss everything we need to know to get paid for your jobs. We cover the good, bad, and the ugly on contracts, change orders and filing timely lien notices.  Alex is a Florida Board Certified construction attorney in Miami and has been practicing for about 20 years. He manages an eleven-person law firm his father began many years ago and its primary purpose is to represent people in the construction industry.

What you’ll hear in this episode:

  • Getting paid as a contractor
  • Implications of Hurricane Irma on the construction industry
  • Increased prices of construction materials after Irma
  • Time extension clauses for hurricanes in contracts
  • Avoiding problems with contracts
  • Have a written agreement for construction work. 
  • If you have a written agreement, read it! Don’t skim over it, but pay attention to details.
  • For clarity, have an attorney go over the contract or make addendums. 
  • Suggest reasonable changes in contracts, but know you may not always get all the changes you want.
  • Stop work provisions
  • AIA contracts
  • Arbitration clauses
  • Change order process
  • Make sure assumptions and exclusions get included in the contract before signing.
  • Don’t be afraid to bring up the uncomfortable things that need to be addressed. Address them upfront before the contract is signed.
  • Have a list of unit costs in the contract.
  • Have clients sign change orders before doing the work.
  • Alex discusses understanding liens and protecting your lien rights.
  • Dave and Alex offer advice for collecting money owed to you.
  • Multiple payment forms

Resources:  

The Barthet Law Firm

The Lien Zone Podcast

Alex’s E-mail

Need Help Answering the Phone?

Use Ruby Receptionists! 

Click here and use the code Roofer50 for a special discount!

Or Call Ruby at (844) 326-7829

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