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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: November, 2018
Nov 30, 2018

The biggest problem faced by most of the contractors I work with is that they just can’t get off the hamster wheel of the day-to-day. They start off each day with the best intentions but end up just putting out fires. Having to “do it all,” they grind out another 80 hours, and the next thing they know is that there are problems at home and the stress just keeps piling on. Today we’re going to get you some relief with the help of Danny Kerr from The Breakthrough Academy.

What you’ll hear in this episode:

  • Danny’s background: Growing up in Vancouver, British Columbia, he strugged in school with dyslexia and being bullied and became a stubborn rebel. He lost his dad to a drug overdose at age 14 and then changed. He went to college, became a good leader, and was obsessed with working hard to NOT become his dad as he ran a painting business. He soon learned how to delegate and empower other people.
  • Danny’s Three Keys to Success In Business:
    • Getting a clear vision
      • Start with the end in mind, know where you’re going and how you can get there. (December is a great time to reset and reflect!)
    • Building the right team
      • Slow down in the hiring process and do it properly. Put more time, money, and effort into finding and developing people. (Listen for Danny’s tips for using Zip Recruiter, Craigslist, Facebook, and LinkedIn.)
    • Building the right systems
      • All your systems have to work together. Have a useable budget for the year and a sales and production plan (Those are small pieces that become an entire management system.)
    • How Breakthrough Academy uses repeatable systems, support, procedures, community, and culture as development tools that franchises use
    • Statistics on Breakthrough Academy’s work: In just four years, they have 220 live members with $450 million in revenue and 126% net profit increase per member last year
    • The Breakthrough Academy system, using templates, procedures, coaches, and events
    • The ideal client of Breakthrough Academy is a trades or home service person with $1-10 million in revenue, with more revenue than they can handle
    • The Breakthrough Academy way: a combination of content, coaches, and community

Resources:

Find Danny’s resources:

https://www.btacademy.com/requestform
Download Code: TRS3KEYS

Prioritization and Scheduling
Profit Tracking and Planning

Hiring Templates

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Nov 26, 2018
I like to watch the show Shark Tank. Usually I’ll binge 4 or 5 episodes at a time every so often. You can learn a lot about business from the Sharks. And yes, even the roofing business.
 
Yeah, it’s entertainment. But they’ve been there and done it! 
 
Here is what you can learn from the Sharks:
 
They start off by just asking for the short story about the business. The elevator pitch. They don’t really care what it is. What’s the problem and how are you solving it? Just like selling roofing.
 
What’s the competitive advantage? What’s the added value? Just like selling roofing.
 
They don’t want to hear all about you and all the great things the business does. It’s all about them! How are they going to get a return on their money and exit. Just like selling roofing. What are you going to do for your customer?
 
Know your numbers! The businesses that never get funded are the ones that can’t answer a barrage of questions about their sales, costs, and margins. Just like running a roofing business.
 

 

Nov 23, 2018

My guest for today is Todd Dewalt and he has an awesome podcast called The Construction Leading Edge. It's for business owners and contractors who would like to grow and do away with any disorder in their business. On the show today I have a really great conversation with Todd about ways to improve your business. And Todd has some great giveaways too, like a video series with a ton of really simple information that you can use to better your business. So be sure to listen in all the way to the end of the show today.

Did you know that feedback is the breakfast of champions? It really is important that you give it to your people regularly, because as business leaders, we know that this is how you grow your company and your people. So we're also talking feedback today because we have to tell our people how things are, what can be improved on, and what we like, or don't like about what they're doing. Listen in to find out more.

Show highlights:

  • Tod explains how he got to where he is today.
  • How Todd ended up in the sewer rehab industry in 2010/2011.
  • How that Todd managed to grow and improve the business in three years.
  • Taking the stress out of construction.
  • Todd shares a fundamental mind shift in how to run a contracting business.
  • What operating your business from right to left means.
  • Starting with a vision and direction.
  • A great tip for managing your fear and anxiety.
  • How to avoid becoming a 'lid' on your business and keeping it from growing.
  • A fixed mindset vs a growth mindset.
  • Developing the confidence you really need.
  • Todd tells us about the controversial 'skilled labor delusion'.
  • Why you need to lead your people well.
  • Developing the skill to have the difficult conversation.
  • Telling your people what winning looks like and giving them some recognition really goes a long way.
  • The difference between selling and estimating.
  • About Todd's Contractor Sales Accelerator series.
  • Todd explains what he has to offer, and how you can get hold of it.

Resources:

Books: Lone Survivor by Marcus Luttrell

Mindset by Carol Dweck

Think And Grow Rich by Napoleon Hill

To get Todd's free video series, The Secrets of Successful Contractors, go to Construction Leading Edge

For resources on leadership, selling, project management, or designing your business to operate from right to left, sign up for Todd's Construction Business Accelerator Program free ten-day trial at Construction Business Accelerator

Nov 19, 2018
Sell Me This Pen
 
If you saw the movie The Wolf of Wall Street you’ll remember the final scene where Leo, just out of jail and banned from selling stocks, is teaching a group of eager salesmen looking for the “silver bullet” of selling.
 
Leo asks a nervous victim in the front row that classic sales manager question, “Sell Me This Pen”. The movie ends before we get the answer.
 
Today, I show you the right way to answer this question and how it applies to home services sales.
 
The 4 Takeaways 
 
1. Establish the need and problem by asking questions. Then LISTEN.
 
2. Provide a solution and get his agreement.
 
3. Ask if there is an opportunity to expand and up sell the sale.
 
4. Only after getting his agreement and trust along the way do we ask for the order and close the deal.
 
The question is asked to make you feel uncomfortable. Turn it around and take control of the sale process.
Nov 16, 2018

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

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

What you’ll hear in this episode:

  • What is your plan for your business for 2019?
  • Two things made a difference for me when I was driving my business into the ground: hiring a consultant and developing a business plan
  • A business plan will get you organized, get everyone on board, and foster confidence in your leadership
  • Common misconceptions that contractors have about a business plan
  • Why do you need a business plan?
  • My 8-step template to give you an overview of the future of your business:
    • The End: What is your destination? How to plan ahead for when you will exit the business
    • The Customer: You can’t be everything to everybody. Determine the what, who, where, and why of the customer
    • The Focus: Have an elevator pitch that covers three questions: What problems do you solve? How do you solve them better than your competition? What action do you want the customer to take?
    • The SWOT: What are your strengths, weaknesses, opportunities, and threats?
    • The Operation: You have to sell work, do work, and keep score (the three-legged stool) “Not getting invoices out means not getting the cash in.”
    • The Process: See where the problems are in your business. Have systems and processes in place, and get good people in and train them to do a great job.
    • The Action: What is the ONE thing that will make the most difference in your business?
    • The View: What is your business going to look like at “the end”?
  • “Everybody’s got a plan until you get punched in the face.” ---Mike Tyson
  • A business plan will give you a more profitable business, more satisfied employees, and more free time!
  • Be ready to adapt, make changes, and have a plan!

Resources:

Call Ruby  Use promo code “Roofer50” for $50 off your first service!

Nov 9, 2018

If you use sub or independent contractors in your business you’re going to want to listen to today’s show with attorney Philip Siegel. Philip works at Hendrick, Phillips, Salzman, and Siegel, a firm in Atlanta that specializes in work for construction companies all over the country.

The difficult labor market has many of us turning to independent contractors to get the work done, but new regulations and aggressive enforcement have resulted in new hidden dangers for contractors. The misclassification of employees is costing business owners thousands of dollars in fines, but in today’s show, you’ll discover how to easily navigate this complicated issue. Join us to hear more from Philip!

What you’ll hear in this episode:

  • The problem in misclassifying employees: Why should I care about it?
  • Why issuing a 1099 form does NOT determine who is an independent contractor
  • How this issue plays out regarding wage and hour audits, OSHA audits, disgruntled employees, unemployment claims, and payroll taxes
  • Employee vs. independent contractor: How do you know which is which?
    • The work being done by the contractor
    • Their managerial skills
    • The worker’s investment
    • The worker’s special skill and initiative
    • The relationship: permanent or indefinite
    • The nature and degree of the employer’s control
  • How to avoid huge fines and large attorneys’ fees
  • What about salespeople on commission and office managers?
  • Things to watch out for when hiring subcontractors:
    • Have an agreement with specific provisions
    • Insurance and indemnification requirements
  • Takeaway tips: Conduct a relationship audit to assess exposure and have a contract
  • The Retainer Program at Philip’s firm, as low as $350/month!

Resources:

HPSS Law

Email or call Philip: pjs@hpsslaw.com  (404) 522-1410

Nov 2, 2018

Stop tolerating warm bodies doing just enough to get by and driving your best customers away. In today’s interview with the “Business Psychologist,” we uncover the 4 strategies to solve the # 1 problem contractors face: How to hire the “A players” and where to find them.

What you’ll hear in this episode:

  • Sabrina’s roles: founder of Tap the Potential, author of How to Hire the Best and How to Hire the Best for the Construction Industry, and host of the weekly podcast, Profit By Design
  • Background as a psychotherapist who was tapped out and looking for something different when she discovered life coach training
  • How she helped construction business owners with work/life balance and hiring challenges, including how to turn “warm body employees” into great team members
  • The #1 problem: how to hire, train, and retain the best people
  • In the construction industry, 24% of employees are over age 55 and only 7% are under age 24. The average roofer is 42 years old
  • Four Strategies in Hiring the Best:
    • Innovating with automation to reduce labor needs
    • Building a lean, yet mighty team
    • Strategic networking with an A-player attraction system in place
    • Creating a great place to work
  • How to accept reality and get creative in the hiring process
  • When should you recruit? When the lead generation is steady
  • Marketing and recruiting are things that need consistent action and budgeting
  • How to create a pipeline for recruiting A-players
  • For optimum retainage, show appreciation and respect and be the “We’re always looking for good people” kind of business owner
  • Use training and coaching to create loyal, satisfied employees
  • How we set up new team members to fail without having communication systems in place
  • How a great culture will reduce your need to hire
  • Use the business anniversary to celebrate and do something special for your team
  • Sabrina’s podcast, Profit By Design----because she had a lot to share and wanted to give entrepreneurs a platform to share their wisdom with others
  • How she tries to help people “build sustainable, profitable businesses to live the lifestyle you desire”
  • Her new upcoming project: The Four-Week Vacation---why your business should support your life and NOT the other way around
  • Sabrina’s business, Tap the Potential, and how she transforms life-sucking and cash-sucking small businesses into highly profitable, great places to work 

Resources:

Tap The Potential Find all of Sabrina’s resources

How to Hire the Best by Dr. Sabrina Starling

How to Hire the Best for the Construction Industry by Dr. Sabrina Starling

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