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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, 2019
Aug 30, 2019

Having a consistent process for your project production is a must to maximize your job profits. If you're tired of getting those phone calls from the job or angry customers you’ll want to listen to my interview with Tim Faller. Tim has consulted on production with hundreds of construction companies and we discuss his best practices for reducing slippage and making more profit on every job. “The money is made in the sale. It’s production's job to protect it.”

Show Highlights:

  • The two main reasons Tim gets called:
  1. Remodelers call him with issues regarding slippage, inefficiency, or labor issues - issues pertaining to where they may be losing money.
  2. More companies are calling because they want to get their processes in place and working smoothly in preparation for transitioning to new ownership in the next 5 years, or they want to prepare and be ready for a recession.
  • Problems are usually due to a lack of communication and commonly has to do with the handoff of information from sales to production.
  • The lack of information is typically the reason why production struggles and isn’t as efficient as it could be.
  • What Tim is hearing is that the field staff feels like they are not getting enough information to do their project effectively.
  • Lack of management of a client is also an issue that Tim sees.
  • The contractor controls the flow of the work, the start time, the materials selections, etc.
  • Tim shares a story that reflects how critical processes are.
  • Salespeople should have a checklist that is completed for every job. The checklist should be created by the production team. Checklist considerations should include what the salespeople need in order to SELL the job, and what production needs in order to PRODUCE the job. This is often two very different things.
  • Tim suggests a meeting between the foreman and the lead installer with the sales team, and get the turnover of 3 or 4 jobs at a time.
  1. They can read everything that’s in the paperwork.
  2. What’s NOT in the contract?
  3. Who are the clients? How do they think? Who will be home during the day? How do they make decisions? What are some of their fears? What are some of the access issues we might have?
  4. What are the problematic spots that we might run in to?
  5. Prepare for challenges and be ready. For example, how many layers of shingles will we be stripping? How much rot damage should we be prepared for?
  6. These kinds of questions help bridge the gap between the sales team and production and prevent negative divides. The physical handoff of information from sales to production is important.
  7. The lead on a job should check and confirm all materials before the project starts.
  8. It’s possible that this task might be done 3 or 4 jobs ahead so that we’re all working on this.
  9. This is one of those areas where the lead on the job can double-check for accuracy and request any extra items that might be needed, and take responsibility for making sure that the right materials are on the job site.
  10. Somebody else can order it all, somebody else can make sure it gets delivered at the right time, but a checklist of items and physically seeing that all materials are ready to be delivered to the job site are an effective handoff.
  • Consider having a pre-stocked trailer on site that allows them to have extra nails, extra caulk, extra flashing, etc. so that they don’t have to run off and leave the job. This can be “indirect costs” for budget purposes.
  • Debrief - don’t just shrug off an issue after the job is done. When you see a problem, get your team together for a post-mortem meeting and discuss what can be done to ensure that the problem doesn’t happen again.
  • Dave shares the process he uses in roofing.
  • One of the biggest challenges a company faces is getting away from the “it is what it is” thinking.
  • If you have the correct culture in your business, everybody’s working toward the same goal.
  • Tim provides some tips on managing the client’s expectations.

Links:

For Tips, Strategies, and Free Downloads!

The Roofer Show

Text Dave @ (510) 612-1450 - Say Hi!

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

Please leave me a review on iTunes!

 

UPCOMING CONFERENCE!

2019 Remodelers Summit

September 24-25 in Orlando, FL

“Evolution: The Art of Growth”

Remodelers Summit

UPCOMING CONFERENCE!

2019 Production Conference

September 26 in Orlando, FL

“Team Building”

Production Conference

 

CONNECT WITH TIM

Website: The Tim Faller Show

Email: tim@remodelersadvantage.com

Tim is Starting a Peer Group for Specialty Companies

For More Info: Remodelers Advantage

Subscribe & Listen to the Power Tips Unscripted Podcast!

Great Source of Information! 

Power Tips Podcast

The Roofer Show Sponsor Info:

Need Help Answering the Phone Or Online Chat?

Use Ruby Receptionists!!

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

Call Ruby

Or Call Ruby at (844) 326-7829

Check out the app!!

—-> Dave’s Listeners Get a 21-Day Money Back Guarantee <—-

Aug 28, 2019
In our new 4 Part Quick Course Series you will learn everything you need to know to control a consistent flow of quality leads for your roofing business. This series is designed to give you a step-by-step process to get results from PPC.
 
 
Who’s this course for:
Those contractors that have done it themselves but didn’t get the results they were hoping for.
Those contractors that hired someone and didn’t get the results they were promised.
Those contractors that have been just watching from the sidelines.
 
What you’ll learn from this course series:
Making sense out of PPC and how to avoid common pitfalls.
How to capitalize on the leads you’ll get.
Comparing the various lead sources.
Beyond leads.
 
What you’ll hear in Day 1:
Basics of ppc and how buyers are searching for you.
Why you should be using landing pages.
What do you need to spend and what results can you expect. 
How PPC is like a faucet. Leads can be turned on and off.
How SEO is different than PPC and why you need both.
 
Link: 
Webrunner Media
Aug 23, 2019

Today I talk with Owens Corning National Training Leader Jon Gardner about the advantages of strategic partnerships with your suppliers. These include differentiating your business from your competition as an approved contractor, online classes for business and field training, and the opportunity to network with other professional contractors from around the country, and much more. I’ve seen these advantages first hand in my roofing business as an Owens Corning approved contractor for over 20 years.

Show Highlights:

  • The long term value is not saving a few bucks on a bundle of shingles, but forming relationships.
  • Advantages of partnering with a material manufacturer:
  • Partnerships provide tools and resources that are more difficult to obtain outside of these relationships.
  • When partnered with a manufacturer, part of their obligation and purpose is to help a contractor build their business.
  • Differentiates contractors by leveraging the manufacturer’s brand recognition, and to help build trust in the brand.
  • Homeowners are savvy and able to thoroughly research the brands used by the contractor during the “hiring” process and feel more confidence and trust when a contractor is partnering with a manufacturer.
  • As a contractor, you’re able to charge a higher price because you can provide more value, based on the trust and relationship with the manufacturer.
  • It’s a contractor’s job to educate a homeowner on a roof because they are not all the same. A roof is not just a roof.
  • A homeowner will ultimately choose the contractor that they like and trust, and it comes down to helping the homeowner understand what they’re about to get, because to the average homeowner, a roof is a fairly complex thing.
  • Owens Corning’s “Total Protection Roofing System”: investing time in helping contractors to communicate (and homeowners to understand) the value of a roof system. These two elements are designed to work together to protect that investment.
  • Allows contractors to provide a solid presentation to the homeowner the various components of a roofing system.
  • This provides homeowners the opportunity to learn, to ask good questions, to begin product and system evaluations, and to assess the contractor’s appropriateness for installing the system and protecting their investment.
  • According to surveys of homeowners and the reasons they make the purchases they do, it’s not always about price. Price is important, but full coverage systems and taking the time to explain and instill trust is even more important. They’re looking to see how you stand out from the other contractors.
  • Benefits of extended warranties from a contractor’s perspective:
  • Many manufacturers (including Owens Corning) provide enhanced warranties that only the contractor that is part of the network can provide.
  • Some extended warranties can include labor, material, and even the workmanship that the contractor has provided on that particular job.
  • Being able to offer an enhanced warranty is yet another way that the contractor can differentiate himself from the competition.
  • Allows the contractor to have a meaningful conversation with the homeowner about their investment and taking advantage of the additional peace of mind that the extended warranty through Owens Corning (or other manufacturers) offers.
  • Owens Corning looks at their contractor-partners as equal partners when it comes to delivering the right system and the right services to the homeowners.
  • Another service that Owens Corning has available to contractors:
  • Owens Corning University on Demand - an online resource for training. Since roofing isn’t a 9-5 job, contractors look for convenient ways and opportunities to learn and educate their employees. The online Corning University is a comprehensive, learning management system where each of its contractor network members can have a unique and personal experience with regard to education and training, covering a multitude of topics.
  • Dave discusses the 3 problems he sees as a business coach for contractors:
  • Lead generation
  • How to convert the leads into sales
  • Getting the margins you need to make a good profit
  • Owens Corning invests in seminars throughout the United States with speakers they work with, who are keenly focused on the 3 subject matters that Dave addressed. Jon likes to call this the “3 Legged Stool”, because if one of the legs are cut off, you’re more likely to fall to the ground.
  • Typically 1-3 day seminars, with the industry’s finest speakers
  • Owens Corning also provides “Owens Corning University Business Building Day”.
  • Contractors often feel alone, unable to talk to competitors or friends outside of the industry. Ability to network with non-competing contractors is a valuable opportunity.
  • Owens Corning also holds a Platinum Conference in the 1st quarter of every year. There is a significant amount of time spent networking with non-competing contractors.

Links:

For Tips, Strategies, and Free Downloads!

The Roofer Show

Text Dave @ (510) 612-1450 - I would love to hear your feedback, pros & cons!

Please leave me a review on iTunes!

Check Out What Owens Corning Has to Offer!

Sponsor Info:

Need Help Answering the Phone Or Online Chat?

Use Ruby Receptionists!!

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

Call Ruby

Or Call Ruby at (844) 326-7829

Check out the app!!

—-> Dave’s Listeners Get a 21-Day Money Back Guarantee <—-

Did you miss the interview with Molly Moore from Ruby Receptionists on how to generate more leads?

Listen to it here!

The Roofer Show: Podcast 122 How To Get More Leads From Your Website with Molly Moore

Aug 16, 2019

Even in this booming economy many roofing contractors can run into Cash Flow Problems and may not see the signs until it’s too late. In today’s interview with credit expert Thea Dudley, you will learn how to set up a system to be sure you avoid these top 5 reasons many contractors have cash flow problems.

Show Highlights:

  • Cash flow is the life-blood of a business.
  • The number one reason that companies go out of business is that they don’t charge enough money for their work. They eventually run out of cash and don’t realize they’re running out of money until it’s too late.
  • Cash flow is what you’re collecting and what you’re spending.
  • Cash is what you have in the bank.
  • Developing a system regarding how to run a business and how to run a cash flow.
  • Why is cash flow such a problem when contractors are swamped with work? Here are the Top 5 Reasons:
  1. OTC / “Order to Cash” - from the moment your salesperson takes the order off the street to the moment you get the last penny applied to the account.
  • Everyone in your company should understand the process of how the billing and collections work, and what to expect when it doesn’t.
  1. Not having a credit or collections policy.
  • Expectations should be understood.
  1. Not staying on top of your receivables and collections efforts.
  • 7 days grace period is reasonable. After that, call and find out what’s going on.
  • 30 days past due is very hurtful to your cash flow.
  • You should train your customers how to treat you.
  1. Not protecting your receivables.
  • Checking out a customer before they do the work for them; collecting deposits upfront.
  • Checking for liens on general contractors.
  • Not utilizing mechanic’s liens and bonds rights.
  • Using a lien service can be very helpful so that you don’t have to follow legislation and worry about deadlines.
  • Leveraging joint checks; not following up on retainage.
  1. Poor billing practices.
  • Not getting your billing out the door the same day or the day after the job is done can hijack your cash flow.
  • If you don’t send invoices out in a timely manner, customers may see that payment is not a priority for you.
  • Emailing invoices and statements save you time and money, and you can check the read receipt so that you know that the customer got it.
  • Accepting credit cards in the field via smart-phone add-on can add another level of professionalism to your company.
  • Offering financing through a financing company will improve your sales.
  • Bonus Round: Not growing your back office system to support your sales growth can jam up your cash flow. Billing, tracking and collecting. Must interview and hire those who know the business side to these processes.
  • Stop treating your collections (and that includes billing) as an after-thought.

Links:

For Tips, Strategies, and Free Downloads!

The Roofer Show

Text Dave @ (510) 612-1450 - I would love to hear your feedback, pro’s & cons!

Please leave me a review on iTunes!

For More Information on Lien Rights, check out:

The Roofer Show - Episode 119 with Alex Barthet

Interview with an Attorney based in Florida

Topics Discussed: Lien rights, collections, how to get paid

The Roofer Show: Podcast 119

Connect with Thea!

LinkedIn: Thea Dudley

Sponsor Info:

Need Help Answering the Phone Or Online Chat?

Use Ruby Receptionists!!

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

Call Ruby

Or Call Ruby at (844) 326-7829

There’s an app!!

Aug 9, 2019

The only way to grow a profitable roofing business for the long haul is to build an effective sales team. On today’s podcast, I talk sales with Becca Switzer, owner of Roof Sales Mastery. Becca teaches roofing contractors how to find, hire, and train successful salespeople with her proven step-by-step system that avoids all the typical mistakes most business owners make.

What you’ll hear in this episode:

  • Why a great sales team makes ALL the difference in your business
  • “Nothing happens until someone sells something.” --Henry Ford
  • Becca’s background and the path that led her HERE
  • Who should I hire?
    1. What NOT to do
    2. Leave what you did in the past
    3. Don’t hire people already in the industry
  • How should I pay?
    1. The problem with straight commission
    2. The “pay-per-appointment” strategy
  • Mistakes that salesmen make:
    1. Wasting time with details, being the “telemarketing call robot”
    2. Not knocking on doors at the right time of day
  • Tips for struggling salesmen:
    1. Seek out legitimate training
    2. Sound like a “normal human being”
    3. Acknowledge how they feel
    4. Apologize for knocking on their door
    5. Use a name-drop

Resources:

Becca’s website: Roof Sales Mastery  (Find her courses here, too!)

Find Becca on youtube and Facebook: Roof Sales Mastery

Text Dave @ (510) 612-1450

Sponsor Info:

Need Help Answering the Phone Or Online Chat?

Use Ruby Receptionists!!

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

Call Ruby

Or Call Ruby at (844) 326-7829

There’s an app!

Aug 2, 2019

You spend a lot driving prospects to your website. In today’s interview, you’ll learn how you can convert those visitors into qualified leads using live chat. Most websites convert less than 3-5%. Don’t let yours be one of those.

Show Highlights:

  • The importance of making human connection in a world driven by technology
  • The average consumer wants a personal connection.
  • Ruby Receptionists is headquartered in the Portland OR area.
  • Ruby Receptionists serves over 10,000 small business owners across the United States, helping them to thrive.
  • The #1 complaint from consumers of home services, which includes roofing, is that contractors either don’t answer their phones or they don’t return phone calls.
  • Spending money getting leads and then when the phone rings, you don’t answer it, is really wasting money.
  • Ruby Receptionists has added a new service: online chat.
  • Ensuring small business owners have a presence on the phone and online, acting as an extension of your team
  • Most people do not know that they’re not talking to or chatting with someone in the office.
  • Ruby Receptionists services is available 24/7 and is 100% US-based.
  • Customer analysis - 40% increase in lead generation
  • Online chat improves the value and generates leads on websites.
  • Virtual receptionists and chat specialists leverage technology, acting like an extension of your business.
  • They engage your online visitors and callers and are trained on empathy and collecting the right information.
  • The chatbox is integrated into your website
  • Phone calls can be initiated right from the chatbox if the chat specialist determines that a follow-up call is beneficial if desired.
  • Getting started: everyone gets a FREE 2-week trial. This gives a better understanding on how many inquiries we will get on a daily basis from your visitors, which will provide a custom quote.
  • Capturing prospects when they’re calling is good business sense.
  • Collecting their information and start building trust with them.
  • Word of mouth business through a technology platform
  • 63% of consumers are likely to return to your website if you offer online chat

Resources :

For Tips, Strategies, and Free Downloads!

The Roofer Show

Text Dave @ (510) 612-1450

Sponsor Info:

Need Help Answering the Phone Or Online Chat?

Use Ruby Receptionists!!

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

Call Ruby

Or Call Ruby at (844) 326-7829

There’s an app!

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