The Roofer Show

Dave Sullivan

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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288: Do This To Get More Free Time Away From Your Roofing Business
2d ago
288: Do This To Get More Free Time Away From Your Roofing Business
If you’ve listened to me for more than five minutes, you’ve heard me say that my goal is to help you grow your business, make more money, and have more free time. Free time to step away, spend time with family, and take real vacations are the things that most contractors can only dream about. I want to change that! Last week’s show focused on the sales process, which is the starting point to get more free time away from your business. Let’s take a closer look at what you can do better! What you’ll hear in this episode:   My top tips for roofing business success: “Do your radius marketing. It’s low-hanging fruit, and it’s a no-brainer.”Take care of people, beginning with answering the phone.Have a good proposal system. Follow up with customers–and continue to follow up.Be diligent about getting reviews.    WHAT NOT TO DO:   I’ll explain and give examples to show why most proposals given out by roofing contractors are GARBAGE.   WHAT TO DO:   Use Ruby Receptionists to answer every phone call promptly.Use SumoQuote to give accurate proposals with vital information.Use Loom to set appointments with customers and go over quotes.Use the Sales Transformation Group to help you sell more.   Why you have to have a process for EVERY step in your businessHow a pre-job conference can prevent costly mistakesWhy must you have a budget for each job–and stick to it!Why you have to think ahead about what COULD go wrong with each jobWhy you need to continually think about recruiting, training, and retaining employeesHow to eliminate most callbacks by proactively preventing screwupsHow a post-job conference can prevent problems and help get reviews Resources:   If you haven’t heard it yet, go check out Podcast 284 with my guest, Ken Sullivan, from www.rpcfinancial.com.   Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.  Download my FREE 1-Page Business Plan template at www.theroofershow.com.   Contact me about one-on-one coaching at www.theroofercoach.com.   I need reviews for the podcast! Please leave a five-star review. It matters!   Vetted Sponsors of the Roofer Show Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow   Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with      Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads -  Peakleads.io.
288: Do This To Get More Free Time Away From Your Roofing Business
2d ago
288: Do This To Get More Free Time Away From Your Roofing Business
If you’ve listened to me for more than five minutes, you’ve heard me say that my goal is to help you grow your business, make more money, and have more free time. Free time to step away, spend time with family, and take real vacations are the things that most contractors can only dream about. I want to change that! Last week’s show focused on the sales process, which is the starting point to get more free time away from your business. Let’s take a closer look at what you can do better! What you’ll hear in this episode:   My top tips for roofing business success: “Do your radius marketing. It’s low-hanging fruit, and it’s a no-brainer.”Take care of people, beginning with answering the phone.Have a good proposal system. Follow up with customers–and continue to follow up.Be diligent about getting reviews.    WHAT NOT TO DO:   I’ll explain and give examples to show why most proposals given out by roofing contractors are GARBAGE.   WHAT TO DO:   Use Ruby Receptionists to answer every phone call promptly.Use SumoQuote to give accurate proposals with vital information.Use Loom to set appointments with customers and go over quotes.Use the Sales Transformation Group to help you sell more.   Why you have to have a process for EVERY step in your businessHow a pre-job conference can prevent costly mistakesWhy must you have a budget for each job–and stick to it!Why you have to think ahead about what COULD go wrong with each jobWhy you need to continually think about recruiting, training, and retaining employeesHow to eliminate most callbacks by proactively preventing screwupsHow a post-job conference can prevent problems and help get reviews Resources:   If you haven’t heard it yet, go check out Podcast 284 with my guest, Ken Sullivan, from www.rpcfinancial.com.   Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: dave@theroofershow.com or visit The Roofer Mastermind to sign up.  Download my FREE 1-Page Business Plan template at www.theroofershow.com.   Contact me about one-on-one coaching at www.theroofercoach.com.   I need reviews for the podcast! Please leave a five-star review. It matters!   Vetted Sponsors of the Roofer Show Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow   Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with      Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads -  Peakleads.io.
287: The Best Sales Process For 2022 with John DeLaurier
Aug 5 2022
287: The Best Sales Process For 2022 with John DeLaurier
THIS is the show that will help you close more deals! We are talking all about the sales process today with my expert guest. Join us to learn more!   John DeLaurier of DeLaurier Roofing is an expert in automating his sales process. John is partnering with us in our new Mastermind group for contractors to help them understand the sales process. He knows what works and what doesn’t, and he’s here today to share his insights and wisdom that can help every contractor close more deals and be more profitable.     What you’ll hear in this episode:   Get to know a little about John and DeLaurier Roofing in GARecent evolutions in the leads, inspections, and proposals in the sales process in John’s businessHow more automation in the sales process eliminates the need for multiple salespeople and gives an almost instantaneous response to customersJohn’s advice: “Get your estimates and detailed proposals to customers as fast as possible.”How a good pre-qualification process keeps you from wasting time and money on those who aren’t your ideal customersWhy John decided to streamline his ideal customer targets and his services to become more profitableExamples of effective questions to ask in the pre-qualification processWhat to look for in CRM softwareWhy it’s important to “touch” the customer via automated emails and text messages at least seven times from the initial inquiry to the appointmentThings to consider in making your presentation (John recommends using SumoQuote, EagleView, and Roofing Business Partner.)Why it’s important to automate great communication and eliminate human error in every step of the process–That is what your customers want! Resources: Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: at dave@theroofershow.com or visit The Roofer Mastermind to sign up.  Download my FREE 1-Page Business Plan template at www.theroofershow.com.   Contact me about one-on-one coaching at www.theroofercoach.com.   I need reviews for the podcast! Please leave a five-star review. It matters!     Connect with John Connect with John: www.calldrr.com Check Out This Sales Process Video From John and how he uses Proline to automate the entire process seamlessly.   Vetted Sponsors of the Roofer Show Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow   Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with     Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads -  Peakleads.io.
286: The Riches Are In The Niches with Nick Peret
Jul 29 2022
286: The Riches Are In The Niches with Nick Peret
I’m in the hot seat today! I was recently interviewed on The Commercial Roofing Radio Podcast, hosted by Nick Peret. Nick is CEO and founder of Summa Media and Peak Leads, and he’s got a great thing going with his impressive podcast. In this interview, we cover several topics, including my story of niching down and tackling the common problems that contractors face. Nick and I are all about helping contractors build a more profitable business, so join us to learn more!   What you’ll hear in this episode: Why Dave built his roofing business to give him the time and money to travel and live the lifestyle he wantedHow creating and implementing a business plan made all the difference for DaveWhy you need to know your WHYWhat Dave has learned as a podcast hostWhat makes a “sellable business” that will bring value to you in the futureHighlights of some of Dave’s favorite roofing projects and practicesWhat Dave learned through niching down his services as a roofing contractorWhy your pre-qualification phase is super important in not trying to be everything to everybodyWhat to remember in recruiting, training, and retaining your team members Resources: Connect with Nick and check out the Commercial Roofing Radio podcast! Find Nick on LinkedIn. Find Nick at Summa Media. Let me know if you’d like to join one of our new Mastermind groups for contractors. Text me to learn more: (510) 612-1450 Download my FREE 1-Page Business Plan template at www.theroofershow.com.   Contact me about one-on-one coaching at www.theroofercoach.com.   I need reviews for the podcast! Please leave a five-star review. It matters!   Vetted Sponsors of the Roofer Show Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow   Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with      Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads -  Peakleads.io.
285: It’s Not What You Make It’s What You Keep with Erik Jackson
Jul 22 2022
285: It’s Not What You Make It’s What You Keep with Erik Jackson
Today’s show is all about the numbers! You MUST run your business by the numbers and know your numbers. Let’s talk about why it’s not what you make, but what you keep that is most important. Join us now!   Erik Jackson is here to talk about building wealth. Building wealth for the life you want begins with running a profitable business and understanding the tax laws and tax advantages will allow you to keep more of what you make. Erik Jackson of Kind Equity Partners helps real estate and construction industry leaders create freedom and balance in their businesses so they can devote their time to building generational wealth and legacy.    What you’ll hear in this episode:   Get to know Erik, his background, and how he came into the work he does todayHow Erik set up Mastermind groups as peer groups to help people know their numbersWhy you need a picture of where you want to go in life—then you make a plan to go in that directionWhy most contractors are not profitable because they aren’t charging enough for their workWhy you sometimes have to “Go for the No,” because you can’t serve everyoneHow Erik’s budget plan builds in a minimum of 10% owner’s compensation and 10% net income for the companyWhy you are “driving blind” in your business if you don’t know your numbersHow we maximize our profits through tax advantagesWhy you should talk to your accountant on a regular basisQuestions to ask your accountant regarding tax advantagesWhy every contractor should be taking advantage of the “Augusta Rule”Tax rules for employing your kids in your businessWhy S corps should be taking Section 199A deductions to minimize taxesWhy you should consider using a health savings account as part of your medical planHow to build your wealth using real estate investments based on cost segregation studies   Resources:   Connect with Erik:  www.kindequitypartners.com   Check out Erik’s resources for our listeners:  www.kindequitypartners.com/trs     I need reviews for the podcast! Please leave a five-star review. It matters!   Vetted Sponsors of the Roofer Show Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow   Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with      Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads -  Peakleads.io.
284: You May Qualify For This New Government Program And Just Not Know It with Ken Sullivan
Jul 15 2022
284: You May Qualify For This New Government Program And Just Not Know It with Ken Sullivan
There is a new government program since COVID that many business owners, contractors, and even CPAs are not aware of. There are tax rebates with the real potential to help many people–if you qualify by showing specific business losses. Join us to learn more! Ken Sullivan started RPC Financial Services in 1989 with the sole objective of saving money for California property taxpayers. Casey Kinslow has been his associate for 15+ years, and their mission is to get the word out and help people pre-qualify for tax rebates of up to $26K per employee through this government program.   Show Highlights: Basics of the Employee Retention Credit (ERC) program, which was introduced in March 2020How to determine if you qualify for the program through the IRS websiteThe explanation of the amended law that now allows you to receive PPP money AND the ERC benefitHow the qualification is based on gross revenues on a quarterly basis for 2020 and 2021 as compared to 2019 as the base yearExamples of numerous roofing contractors who have benefitted from the ERC program to the tune of $200K and MUCH moreWhat to do next to see if you qualify: Visit rpcfinancial.com, find the ERC landing page, take the survey, and enter simple information Resources: Vetted Sponsors of the Roofer Show Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads - Peakleads.io
283: Leads and Sales are Slowing Down–This is What You Should Do with Benny Fisher
Jul 8 2022
283: Leads and Sales are Slowing Down–This is What You Should Do with Benny Fisher
Where are you taking your family on a summer vacation this year? If you can’t take a two-week vacation, then you don’t run a business–you have a JOB. Your business can’t rely on just you or one or two key people. You have to have systems in place so that your business can run without you there every single day. Let’s take a closer look!  Benny Fisher is the Founder and Visionary of Big Fish Contracting Company, Pittsburgh’s #1 residential roofer. He shares his personal story of growing his business, holding fast to his WHY, and always learning from others about success. Benny has a knack for networking among business owners, and his podcast, The Big Fish Cares, showcases his talent for capturing and sharing stories of business, entrepreneurial journeys, and overcoming adversity.     What you’ll hear in this episode: Why visionaries and entrepreneurs need HOW guys on their teamsWhy being super-clear on your vision and your WHY will make an easier path—IF you don’t step outside of your visionThe Big Fish story–how it all began for BennyHow Benny came to the point where his business and personal life became great–through curiosity and determinationWhy a successful contractor has to solve customers’ problemsHow Benny’s upcoming events all around the country can help you meet and learn from other contractors who have been where you are (Find out more at www.oneindustryonemodel.com. See Resources for a discount code!) Resources: Connect with Benny:    Use code “15BigFish” for 15% off One Industry One Model The Tour at www.oneindustryonemodel.com   Check out Benny’s podcast: www.thebigfishcares.com    Mentioned in this episode: Rocket Fuel by Gino Wickman Nailed It! The Business of Construction by Joseph Hughes of Contractor Dynamics   Vetted Sponsors of the Roofer Show Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow   Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with     Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads -  Peakleads.io.
281: How to Build a $100 Million Home Service Business with Tommy Mello
Jun 24 2022
281: How to Build a $100 Million Home Service Business with Tommy Mello
It’s always nice to talk to someone in the business who is doing it RIGHT. Tommy Mello, “The Home Service Expert,” knows how to take care of his team members, customers, and himself. His business, A1 Garage Door Service, began in 2007 and grew to be a $30 million-plus home service business with over 200 employees in nine states in just seven years. He hosts The Home Service Expert podcast and has written a book, The Home Service Millionaire: What Successful Home Service Entrepreneurs Do To Make More Money AND Work Less. Tommy has built a thriving Facebook group, the Home Service Expert Community, which is “a community of resilient business owners who are hungry to learn and grow.” We can learn a lot from Tommy– because whatever you are going through, he has been there. He knows what he’s doing, and he has practical principles that can set you on the path to success. Join us!   What you’ll hear in this episode:   How Tommy has learned to hire out the tasks he knows he isn’t good at and live a life he enjoysWhy Tommy focuses on living big today and surrounding himself with successful peopleHow Tommy has learned to live with perseverance and tenacityWhy it pays off to build a business that is a sellable assetWhy you have to start with your WHYWhy it’s important to know your numbers and operate with accountabilityHow Tommy has been committed to working ON his business–not IN his businessThe importance of the three letters A-S-KHow Tommy trains employees to master eye contact, body posture, and building relationships with clientsWhat it takes to be a good salesmanWhat’s most important in recruiting A-playersThe most important KPIs (key performance indicators) to track Why Tommy makes the investment to have coaches to help him  Resources:   Connect with Tommy: Website(and podcast), Home Service Millionaire book, Facebook, Twitter, and LinkedIn   Vetted Sponsors of the Roofer Show Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow   Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with      Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads -  Peakleads.io.
280: How To Hire A Players For Your Team Now with Joel Patzke
Jun 17 2022
280: How To Hire A Players For Your Team Now with Joel Patzke
“There just aren’t people out there who want to work.” You’ve heard this statement–or made this statement–hundreds of times. The truth is that it’s an excuse for why you aren’t doing what it takes to build a quality workforce. My guest today is Joel Patzke, who owns and operates TrueWorks Roofing in Houston. Joel shares how he and his co-owner, his wife Laura, have solved their #1 problem, which is also your #1 problem. He tells us his amazing story of how he took action, held a job fair, and recruited A-players for his team. Packed with lots of insight from Joel, there is much to learn in today’s show, so join us to get the whole story!   Joel is a repeat guest who joined me a while back in Episode 247, How to Build a Brand that Matters, so take a listen if you haven’t heard it yet! What you’ll hear in this episode:   How Joel transitioned from the hospitality industry to the roofing business–and why he does this workHow Joel attracts the smartest, best, and most ambitious team members to outshine the competition in recruiting, training, and retaining A-playersWhy your brand, logo, and culture are important as a starting pointHow Joel runs unusual contests for his employees that promote company values, like their “Thoughtful Cherry on Top” extras for customersWhy many other things matter SO much more than money in attracting and retaining A-playersWhy you need to understand the importance of well-defined specialist positions in your company (Read The Roofing Machine by Martin Pettigrew.)Why SOPs (standard operating procedures) must be detailed and specific for every positionHow your training programs should align with SOPsWhy your guidelines, HR procedures, and everything related to pay should be clearly communicated with team membersWhy your on-boarding process should be documented, organized, and detailedHow to put out an ad on social media and job recruiting websites, and remember, the prospective employee wants to know what working for your company will do for them!How Joel has found success with Indeed and Zip Recruiter, with over 400 applicants in 1-2 days!How Joel organized and carried out a hiring event for applicantsWhy Joel believes that looking outside the roofing industry is a good way to find valuable team membersHow daily employee briefings give opportunities for coaching, training, and growthHow Joel runs his business according to the numbers for maximum growth and profitability Resources:   Connect with Joel: www.trueworksroofing.com   On LinkedIn Joel’s email: joel@trueworksroofing.com Laura’s email: laura@trueworksroofing.com     Connect with Dave:   Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~   Vetted Sponsors of the Roofer Show Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow   Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with
279: Learn How This Roofing Contractor Grew His Business To $18 Million In 4 Years with George Boudreaux
Jun 10 2022
279: Learn How This Roofing Contractor Grew His Business To $18 Million In 4 Years with George Boudreaux
If contractors think they can’t leave business behind to take their family on a two-week vacation, that just means they don’t have their systems and processes in place, yet. Today’s guest is a regular listener to the podcast and someone I’ve stayed in touch with over the last few years. If you’re a roofing contractor who’s interested in hearing from another roofing contractor about what’s working and not working for them in business, you’re really going to enjoy my conversation with George Boudreaux. I think you’ll come away with some great ideas about how to get your own systems and processes in place so that your company can run successfully without you being there, giving you more time to do the things that matter to you. What you’ll hear in this episode: George relates how he got into the roofing business.Once you define your goals, you can start implementing systems and processes to help you get there.Why you must have a mechanism for measurement.George shares what success means to him.In order to scale your business, not only do you have to have your processes down, but you have to have the right team members.The best way to deal with pain points.Getting help from people who have been there will help make you a better leader and a better business person.What is YOUR sweet spot?George discusses the challenges he encountered when he started expanding into different markets.George addresses what he'd like to see over the next five years.Exit plan: Do you have one?   Connect with George! Email Website Facebook Referenced Website:  Get More Reviews Resources: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Find Out How Ruby Receptionists Can Help Bring In Leads!! Or Call Ruby at (844) 326-7829 Check out their app!
278: The Numbers You Have To Know To Grow A Profitable Roofing Business with Diane Gilson
Jun 3 2022
278: The Numbers You Have To Know To Grow A Profitable Roofing Business with Diane Gilson
To run a profitable roofing business, you have to understand the basics of accounting and the basics of setting up your financial system. In this episode, I discuss with my go-to accounting expert, Diane Gilson, the easiest way to do just that! Diane Gilson created Info Plus(+) Accounting® In 1994 to help business owners establish job-cost accounting systems so they can access critical day-to-day operations data using QuickBooks as their primary management accounting tool. Diane’s passion is designing, customizing, and upgrading accounting systems and financial controls for small to mid-sized construction and manufacturing companies. What you’ll hear in this episode: Re-organize the Chart of Accounts so that it provides more meaningful and useful informationConstruction businesses fail when owners don’t charge enough money because they don’t understand their costsThe Chart of Accounts is your accounting system foundationUnderstanding direct costsAbove and below the line and why it’s important to get this rightConsistency is necessary to do comparisons of estimates vs. actualsHow to keep your Chart of Accounts simpleHaving a consistent cash flow allows you to take a regular salaryNet profit is NOT part of your salary, it is money that you’ll be reinvesting into the businessDiane has created a Building Your Chart of Accounts Class!Why you shouldn’t ignore your balance sheet   Diane’s Resources: Diane’s Website: Build Your Numbers Building Your Chart of Accounts Class Remodeling Your QuickBooks Chart of Accounts Time Tracking and (Job-Costing) Payroll Class   Resources: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~   Vetted Sponsors of the Roofer Show Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow   Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with      Enjoy These Other Podcast Episodes Featuring Diane Gilson: 77: The Cost of Chaos: What’s It Costing Your Company with Diane Gilson 112: How To Calculate Your True Labor Burden And Why It Matters With Diane Gilson 105: Increase Your Profit With Effective Job Costing Reports With Diane Gilson
277: 2 Ways To Make Your Money In Your Roofing Business
May 27 2022
277: 2 Ways To Make Your Money In Your Roofing Business
There are 2 ways to make more profit on your roofing jobs. First, sell your jobs for more money. The second is to reduce your costs to do the job. Simple isn't it? But if you're like most contractors you already have a full book of business. And you're not getting any more money for that work. Today's podcast is all about production and reviews some new ways to reduce your costs and make more money that you may not have thought of. What you’ll hear in this episode: There are two ways to make more money: sell your work for more money or do the work for less cost (See Episode 22)One component of doing the work smarter is to take care of your employeesMany contractors go out of business when they are booming, simply because they run out of cash“Good judgment comes from experience, and experience comes from bad judgment.”Examples of learning the hard way: Writing down the wrong addressLeaving a ladder on the job siteMisunderstandings due to lack of clear communication with customers How to turn it around: Use checklists and put systems in placeSet goals for how you want to do the work Get in and out with the most profitHave a happy, happy customer that pays his bills and gives 5-star reviewsHave customers who refer you to other like-minded customersSpend the least amount of time supervising The most important part of the job is the Pre-job work: Assemble the job packageMeet with the customerHand the job off to the foreman or job supervisorCommunicate clearly to the customerGo over payment terms and job specifics Specific things to accomplish during the job:(See Episode 16)Specific things to accomplish during the post-job (See Episode 19)How to conduct the job post-mortemDon’t forget to ask for a review and referrals Make the review process easy for the customerSend a small thank-you gift to the customerTry to secure one new job in the neighborhood Links: Resources   Are you are tired of wearing all the hats and putting out fires all day? Take action and remove the chaos in your business by downloading my free 1-Page Business Plan and get stated now!   Need help growing your business, making more money, and getting more free time? Set up a free call with someone that's been there and done it! TheRooferCoach.com   Or text me at (510) 612-1450 and ask me your questions. I’ll give you the answers.   Are you getting value from the podcast? Please leave me a review on iTunes! 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
276: Double Your Sales Close Rates With These Tips
May 20 2022
276: Double Your Sales Close Rates With These Tips
I have an important question for you today. Where are you taking your family on your two-week vacation this summer? If that sounds absolutely crazy and far-fetched, then your company is too reliant on you. Your business should work for you–not the other way around. If you are stuck on the hamster wheel of “Maybe next year” that never comes, I can help! Join me as we take a deep dive into beefing up your sales process so you can work less and sell more. “Nothing happens in your business until someone sells something!”Join me for today’s show about improving your sales close rates and freeing up more of your time!   What you’ll hear in this episode:   How to improve your sales close rate:   Identify the problem. Why are you not selling?   What excuses are you making?How much time are you spending on unprofitable tasks?Have you identified your ideal customer? Are you pre-qualifying leads?Do you have systems and processes in place, including a CRM system?Are you building the know-like-trust factor with ideal customers?Do you know your close rate?Are you differentiating your business to be different from the competition?   Communicate with your prospects. “You can eliminate 50-60% of the competition by simply answering your phone.”     Are most of your incoming calls going to voicemail? (Ruby Receptionists can help you make a great first impression with every prospect!)Are you pre-qualifying prospects with questions from a Project Discovery Sheet? (“The customer will give you a roadmap on how to sell if you ask open-ended questions and listen to their answers.”)Are you entering every lead into your CRM system?Are you following up leads by setting appointments, giving quotes, and using an auto-responder?Are you differentiating your company at every touchpoint?Are you using opportunities for building trust with every customer?Are you asking open-ended questions about their problem and how you can solve it?Are you getting reviews and referrals from EVERY SINGLE JOB?Are you following up with customers with newsletters and small gestures that separate you from the competition?   Resources: Our show sponsor: Call my buddy, Ryan, and check out these programs to help you gain confidence in your sales process, become a better leader, and build a winning sales team at: Salestransformationgroup.com/roofershow   Connect with me. Check out my NEW website: The Roofer Coach   Download my FREE 1-Page Business Plan   Text me @ (510) 612-1450 and say Hi!   I would love to hear your feedback, pros and cons!   **Please leave me a review on iTunes!   Please share my podcast with other contractors!
275: 5 Actions You Need To Take In Your Roofing Business Now
May 13 2022
275: 5 Actions You Need To Take In Your Roofing Business Now
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: Why you must FIRST take a look at your financials.Polish up your sales skills.The importance of having systems and processes in place (from start to finish) when you’re doing a job.Know ALL of your costs associated with each job. Run your business by the numbers.Can your business run without you?This is what a profitable business in the roofing industry looks like: A 10% salary for the owner and a 10% net profit. Are you paying yourself a salary?Commercial vs. residential: Where are you making your money? What about overhead?Devise a strategic plan for how you want to niche your work.Do you need one-on-one coaching? I'm here to help! Contact me here and let’s get to know each other over a FREE one-hour call.   Resources: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Find Out How Ruby Receptionists Can Help Bring In Leads!! Or Call Ruby at (844) 326-7829 Check out their app!
274: What’s Your Profit Plan For 2022?
May 6 2022
274: What’s Your Profit Plan For 2022?
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 2022?Two things made a difference for me when I was driving my business into the ground: hiring a consultant and developing a business planA business plan will get you organized, get everyone on board, and foster confidence in your leadershipCommon misconceptions that contractors have about a business planWhy 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 businessThe Customer: You can’t be everything to everybody. Determine the what, who, where, and why of the customerThe 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 TysonA 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! Download the 1-Page Business Plan Here:
273: Make More Profit On Every Job with Leslie Shiner
Apr 29 2022
273: Make More Profit On Every Job with Leslie Shiner
In today’s interview, you will learn how to maximize the profit on that big backlog of work we all have on the books. As we take on more work, most contractors experience “slippage” in their profit margins and lose control over what started out as a profitable job but have now turned into a loser that we’re just trying to close out. You're making the same amount of profit you were before, but now with lower margins, more risk, more stress, and more headaches. Only with good Job Costing are you able to know the “true” cost of your jobs, which type of work is the most profitable, and how to squeeze out every additional dollar down to the bottom line. My guest, Leslie Shiner, has an MBA in Finance and Accounting from UC Berkeley and has been a financial and business consultant to the construction industry for over 30 years. She only works with contractors and knows her stuff when it comes to maximizing job profits. What you’ll hear in this episode: What Job Costing means for you How much did I spend?How much did I think I was going to spend?Am I going to be on a budget or over budget? Why you should want to work like you do now but make 2x the profit“Revenue is for vanity, profit is for sanity, and cash flow is for reality.”Basics of job costing: Identify areas of slippageEvaluate areas of cost during the job Use Leslie’s calculator to find your true labor costHow to track labor efficiency into your job costHow to find your labor utilization rateThe “extras”: liability insurance, payroll taxes, workers’ compensation, vehicle costs, health insurance, cell phones, and small toolsAbove the line and below the line costsThe most important part of job costing: compare apples to applesThe biggest mistake: creating a budget at the billable rate but job costing at the gross wageDollar variance vs. hours varianceHow to review your estimated cost vs. actual costStrategies for making employees as productive as possibleFocus on the work you do wellManage your work by knowing your numbersThree ways to improve profitability: Spend lessCharge moreDo more work Cost reports that we need and KPI’s (key performance indicators) to keep track ofHow to improve job costing efforts in your company Resources: Shiner GroupA Simple Guide To Turning A Profit as a Contractor Free Business Templates: Shiner Group 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
272: How To Keep Leads From Falling Through The Cracks with Ben Hodson
Apr 22 2022
272: How To Keep Leads From Falling Through The Cracks with Ben Hodson
Ben Hodson with JobNimbus, is my guest today, and he will be sharing how to make the best use of your time as a business owner by keeping things simple, organized, and yes, profitable!  JobNimbus offers easy-to-use customer relationship management (CRM) software to contractors for project management, and Ben will bring us up-to-date on all its benefits and features that will help you to grow your business. What you’ll hear in this episode: Ben relates how JobNimbus got its name.There are currently over 40 platforms that have been integrated into JobNimbus, including SumoQuote, CompanyCam, and eagleview.Dave shares his favorite thing about JobNimbus.According to JobNimbus users: They experienced an average revenue growth of 43% in the first year.They saved an average of 8 hours per week, per employee due to automated processes. Sales and tracking leads, made easy!How JobNimbus works alongside Dave’s philosophy of the 3-legged stool.Ben shares how JobNimbus helps to solve very specific work-related problems.Ben gives an overview of some of the upcoming features.How JobNimbus features work together to grow your profit.What to expect when transitioning from a different CRM (or no CRM, at all) to JobNimbus.JobNimbus’s mission statement is “Make contractors heroes.”Ben explains more about an upcoming opportunity at JobNimbus headquarters in Lehi, Utah, called “The Crew”. It’s a small, elite experience where you receive personal and unique one-on-one training and tips on your JobNimbus account.For more information on “The Crew” and other upcoming events, keep your eye on the JobNimbus Events Page! For more information or to request a free, no-obligation demo: JobNimbus Recommended Episode: 80: How To Solve Your #1 Business Frustration with Jake Dempsey Resources / Links: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find Out How They Can Help Bring In Leads!! Click here and use the code Roofer50 for a special $50 discount! Or Call Ruby at (844) 326-7829 Check out the app!! My Listeners Get a 21-Day Money-Back Guarantee!
271: How This Serial Entrepreneur Built a Successful Roof Coatings Business with “Tats” Nakagawa
Apr 15 2022
271: How This Serial Entrepreneur Built a Successful Roof Coatings Business with “Tats” Nakagawa
Welcome to this episode of The Roofer Show! Today’s show highlights the importance of good mentors and key considerations in product development. My guest shares how he learned to face his fears and take action. Join us to learn more!   “Tats” Nakagawa is the CEO and co-founder of Castagra Products, a company that makes coatings for the roofing industry. Tats also hosts two podcasts, Roofer Reflections, and The Specified Growth Podcast, which you can find on Apple Podcasts. Tats is a fascinating serial entrepreneur who has been involved in various businesses. I hope you’ll learn a lot from his story.    What you’ll hear in this episode:   Tats’ journey as an entrepreneur and how Castagra began in a totally unconventional wayHow a mentor made all the difference for Tats and his entrepreneurial journeyWhy any successful product has to solve a problem for consumersKey lessons Tats has learned over the years concerning product developmentWhy Tats found that podcasting was a great way to accelerate his learning and shine a light on the best parts of the roofing industryWhy Castagra began a scholarship program to promote the roofing tradeHow Tats had to overcome his fear of speaking and being in front of people to become a podcasterHow Tats learned not to run from difficult situations from learning to play the trumpet in high school band class   Resources: Connect with Tats! Tats' Website: Tats TalkTats has a weekly (Thursday, 10 am PST) LinkedIn Livestream that features roofers and their amazing stories. Follow this hashtag on LinkedIn for past episodes - #RooferReflections or the YouTube highlight page here:   Connect with Tats and find out about Castagra Products, samples, and training: www.castagra.com    Connect with me. Check out my NEW website: The Roofer Coach   Download my FREE 1-Page Business Plan   Text me @ (510) 612-1450 and say Hi!   I would love to hear your feedback, pros, and cons!   **Please leave me a review on iTunes!   Please share my podcast with other contractors! THE ROOFER SHOW SPONSOR INFO:   Need Help Answering the Phone or Online Chat?   Find Out How Ruby Receptionists Can Help Bring in Leads!   Call Ruby at (844) 326-7829 or check out their app!
270: Avoid These Legal Landmines with Philip Siegel
Apr 8 2022
270: Avoid These Legal Landmines with Philip Siegel
Attorney Philip Siegel, with the Atlanta law firm Hendrick, Phillips, Salzman, and Siegel, is my returning guest for today’s show. If you didn’t know, they specialize in working with construction companies all over the country, and they are who I’ve personally used for many years. To hear Philip's most recent interview on the podcast, check out Episode 248. In this episode, Philip will be discussing what you need to know about avoiding certain legal landmines. You never know when legal matters may arise, and it's good to know what to avoid and who to call on when you need legal advice, especially when you scale your business, hire more people, and have more potential legal problems. Stay tuned to hear some great advice from a great labor attorney, and someone I have known for over 20 years! What you’ll hear in this episode: Philip and Dave discuss today's problems with supply issues and how to avoid potential contract issues with suppliersDave talks about not wanting to go down the road of putting liens against someone if at all avoidablePhilip talks about the kinds of protections to put in your contractsMake sure your contracts contain the right language, or you will have to rely on the laws.Philip says litigation can be a long, drawn-out process, which takes you longer to get your money.Dave talks about drive time and how you can be liable for paying overtime if you don't set it up correctly.According to Philip, if you require employees to come to the shop and then have them drive to the job site, you could be liable for that drive time.Dave and Philip have a robust discussion regarding 1099 employees and W-2 employees and the dos and don'ts as an employer.Episode 153 Why you should have an up-to-date employee manual is a Roofer Show that is a must-listen!Philip discusses how labor laws shift when a new party is in the White House.   Connect with Philip! Philip’s Website Philip’s Email Philip’s Phone # (404) 469-9197   Suggested Episodes: 189: How to Escape These 10 Killer Contract Clauses with Philip Siegel 153: Why You Must Have An Up-To-Date Employee Manual with Philip Siegel 114: How to Prevent Employee Poaching By Your Competitors with Philip Siegel 84: The Hidden Dangers Of Using Independent and Sub Contractors with Philip Siegel   Resources: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~   THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Find Out How Ruby Receptionists Can Help Bring In Leads!! Or Call Ruby at (844) 326-7829 Check out their app!
269: The #1 Method To Get Qualified Leads For Your Roofing Business with Marc Levesque
Apr 1 2022
269: The #1 Method To Get Qualified Leads For Your Roofing Business with Marc Levesque
If you want a consistent flow of qualified leads you need to listen to my mini-course with Marc Levesque and learn how a professional PPC campaign can get your company’s name in front of new prospects ready to buy your services. Once you have their attention Marc gives you the secrets to converting those clicks into qualified leads using the right landing pages. What You’ll Hear in This Episode: PPC is pay-per-click.Most listeners of this show will fall into one of three categories: You’ve done this yourself but did not get results.You hired someone to do it for you but it did not work out.You’re not familiar with PPC. Marc provides an overview of PPC: Understand how search engines work.Pay Google to serve your ads on the first page of search results.Using keywords that potential clients might use to find your ads are very important.You pay for clicks whenever a potential client clicks on your ad. Marc addresses budgeting concerns: What will you need to spend on this? What can you expect in terms of results?The real metric you need to consider is the “customer acquisition cost”.SEO (Search Engine Optimization) is optimizing your website and/or content so you can get those pages indexed or showing up on Google so that over time you earn more traffic.The goal of PPC is ultimately to instill confidence and convince a prospective client that they should reach out and have a conversation with you.It’s important to use a landing page, which is basically a page on your website that is stripped of everything that is not relevant to what the consumer just searched for.It’s the landing page where you want to convert your traffic. You want them to call you, to fill out a form, or do a live chat.After a while, you’ll get a good indication of what your closing rate is, net sales per lead, and all the metrics that you need to understand.Generating a lead is only half the equation; capitalizing on the leads is more important.Marc shares how if you’re going to pay money for these leads, you have to respond quickly and with quality. Differentiate yourself from the competition. He offers some tips on how to field these very important calls.If a lead is not an ideal lead for you, be sure to refer to a specialist who is a better fit and try to make the introduction.Build a database of contacts that you can reach out to.Bracketing is the idea of giving people options.Dave discusses the problem with lead aggregators.The myth of exclusive leads.Marc relates the value of retargeting.Leveraging PPC to get more traffic so you can generate more leads and having more control over your marketing adds predictability to your business.Referrals remain the best kind of lead you can have.Five things that all successful businesses do.Ways to increase your revenues.   Links: For Tips, Strategies, and Free Downloads! Download My FREE 1-Page Business Plan! The Roofer Show Text Me @ (510) 612-1450 - Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes** FREE One-Hour Evaluation! I will also work with you one-on-one. Contact Me HERE to Get Started! Book Mentioned: Unlocking Unlimited Lead Flow: A Blueprint For Remodeling & Home Services Contractors To Make The Jump To $10MM+ by Rich Harshaw Recommended Episode: 6 Keys to Getting More Leads and Sales with Tim Musch Connect with Marc! Marc’s Website Book a Demo with Marc THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find Out How They Can Help Bring In Leads!! Click here and use the code Roofer50 for a special $50 discount! Or Call Ruby at (844) 326-7829 Check out the app!! —->My Listeners Get a 21-Day Money Back Guarantee