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Business
Management
Entrepreneurship

The Roofer Show

Updated 6 days ago

Business
Management
Entrepreneurship
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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 anddone it. Whether you have a shop of 1 or 100 there’ssomething here for you.

Read more

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 anddone it. Whether you have a shop of 1 or 100 there’ssomething here for you.

iTunes Ratings

83 Ratings
Average Ratings
78
2
1
0
2

Great content

By Kaleb99999 - Dec 23 2019
Read more
I really enjoy listening to Dave. The content is relevant and current. Thanks for sharing.

Great information and support for Contracyors

By MN Firerepair - Dec 11 2018
Read more
Been listening for a month. Great work and insight!

iTunes Ratings

83 Ratings
Average Ratings
78
2
1
0
2

Great content

By Kaleb99999 - Dec 23 2019
Read more
I really enjoy listening to Dave. The content is relevant and current. Thanks for sharing.

Great information and support for Contracyors

By MN Firerepair - Dec 11 2018
Read more
Been listening for a month. Great work and insight!
Cover image of The Roofer Show

The Roofer Show

Latest release on Feb 21, 2020

The Best Episodes Ranked Using User Listens

Updated by OwlTail 6 days ago

Rank #1: 117: How To Improve Your Sales Process (Part1)

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The easiest way to generate more revenue is to increase your close rate. In today’s interview with contractor business coach Kyle Hunt we discuss tips in each area of your sales process: The Initial Phone Call: What you must do to make a great first impression, 5 Powerful Words When Talking With A Roofing Prospect, The In-Person Meeting: How to prepare, what to bring, and the approach you should take, and No Project Left Behind: Your lead tracking, sales pipeline, and follow-up system. Get ready for this fast-paced and informative conversation to help you close more sales!

Show Highlights:

  • Business coach & consultant for business contractors
  • Passion for helping business owners with proven, practical, simple, effective marketing and sales help
  • You can’t be all things to all people
  • Niching down to what’s more profitable
  • Why contracting is such a hard business
  • Seeing the forest in spite of the trees
  • People are willing to mentor
  • If you’re feeling stuck, reach out and ask for help
  • Initial phone call with a new prospect - what to do before, during, and after
  • “This Is How We Work”
  • Giving full, undivided attention
  • It’s the little things
  • Why you should take a few minutes to research before you call
  • Getting in the right mindset
  • What a project discovery sheet is
  • What’s the goal of this call?
  • Making sure they’re doing most of the talking
  • Taking a minute after the call to consider what worked and what didn’t work
  • Every meeting should have an agenda and a specific time
  • Appointment confirmation email and what it should contain
  • Be willing to try new things!

Resources:

Tips, Strategies, and Download Free 1- Page Business Plan

The Roofer Show

Remodel your Marketing

Remodelers Community

Remodelers On The Rise

Email: kyle@remodelyourmarketing.com

Text: (517) 902-8450 - Text him your takeaway!

Call Ruby  Use promo code “Roofer 50” for $50 off your first month’s service!

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

Jun 28 2019

55mins

Play

Rank #2: 62: How To Make More Money And Have More Free Time with Dave Sullivan

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The tagline for my podcast is learn how to grow your roofing business, make more money, and have more free time. I use this because these are the top 3 problems that the roofing contractors I work with face in their businesses. But with this strong economy most everyone is growing their business but they’re still not making the money they should and they certainly don’t have the free time they want to spend with their families. That’s what we are going to talk about today. 

Jun 08 2018

34mins

Play

Rank #3: 65: A Conversation About Growing Your Roofing Business on The Art Of Construction Podcast

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I’m in the "hot seat” when I’m interviewed by fellow podcaster Devon Tilly from The Art Of Construction Podcast where we have a conversation about growing your roofing business. We also get into my experience of 30 years of contracting and talk some helpful tips.

What you’ll hear in this episode:

  • Why I choose to share my experiences over 30 years of roofing and how others can grow their business but yet have more free time
  • “What’s in it for me?” How I try to give info that I wish I’d had back in the tough days of running my business
  • How I secure show guests and experts who can give a broad perspective of the roofing business
  • What I wish I’d known a long time ago:
    • Focus
      • How to pinpoint my business by looking at the numbers
      • How to avoid the “shotgun” approach
      • Why “the riches are in the niches”
    • Simplify
      • Don’t make it rocket science or get too complicated
      • Do a FEW things really well
    • Communicate
      • Make sure everyone is on the same page
      • Take the time for a pre-construction meeting
    • Key Roofing 101 Tips: Sell work, do work, and keep score
    • What I learned in selling my roofing business: It takes a while to “start with the end in mind”
    • Two purposes for being in business:
      • To provide a good lifestyle for you and your family
      • To build a salable asset to support you in retirement
    • Why your business can’t be dependent on ONE person but has to be a workable system that you can leave in the hands of capable people
    • The only way you’ll grow in business is to delegate to others who can do it at least 50% as well as you
    • If you don’t delegate, then you’ll never have a salable business and never have any fun or free time

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

Check out Episode 102 for my interview!

Jun 29 2018

37mins

Play

Rank #4: 67: How To Build An Awesome Sales Team with Becca Switzer

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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?
    • What NOT to do
    • Leave what you did in the past
    • Don’t hire people already in the industry
  • How should I pay?
    • The problem with the straight commission
    • The “pay-per-appointment” strategy
  • Mistakes that salesmen make:
    • Wasting time with details, being the “telemarketing call robot”
    • Not knocking on doors at the right time of day
  • Tips for struggling salesmen:
    • Seek out legitimate training
    • Sound like a “normal human being”
    • Acknowledge how they feel
    • Apologize for knocking on their door
    • 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

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

Jul 13 2018

46mins

Play

Rank #5: 75: How To Escape The Price-Driven Sale with John DeRosa

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My salespeople had a favorite “Whine”—"Homeowners only care about the price and we’re too expensive.” When in fact, survey after survey tells us that price is rarely the main reason why homeowners select a particular contractor. In today’s interview, I discuss the sales process you need to get your price, with expert John DeRosa.

What you’ll hear in this episode:

  • John’s work as director of contractor training and customer experience at SRS Distribution, including travel and seminars
  • His 25 years in the building material industry after initial training to be a chef
  • The focus on customers’ needs in a consulting role
  • Focusing on customer success with their business skills
  • Changing the consumer’s perception of contractors and the price-driven sale
  • Showing the homeowner the value you bring to the process
  • Why you can’t let the decision come down solely to price
  • Show the differentiation between you and the competition
  • Ask the questions—and then, LISTEN!
  • Show the homeowner that all contractors are not created equal
  • Closing the sale and making the homeowner feel like they are getting a great deal
  • Improving sales skills
  • The #1 reason contractors fail? Not charging enough
  • The upcoming IRE in New Orleans and John’s topics: Keys to Escape the Price-driven Sale and Priorities that Drive Profitability
  • How to overcome the phenomenon of “sales guilt”
  • Working with the homeowner in structuring their affordable roof system
  • John’s best sales advice: Learn to de-brief after every sales interaction

Resources:

BBB (Ranks business types with the highest number of inquiries)

Find John’s video on LinkedIn, “Stop Whining and Start Selling”

Email John: jderosa@srsdistribution.com

John’s YouTube channel

Sep 07 2018

47mins

Play

Rank #6: 40: 6 Simple Steps To Increasing Your Sales In 2018 with Tim Musch

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The #1 listener requested topic for the podcast is always how to get more leads and sales. That is what we talk about today in my interview with Tim Musch. We aren’t talking about just any leads, but quality leads and how to convert them into profitable sales. Tim’s company MarketSharp is a leader in CRM software designed for contractors. Tim has a system that can grow your business by over 60% while only getting 10% better at what you do. You’ve got to check this out!

What you’ll hear in this episode:

  • Why 70-75% of contractors say getting a consistent lead flow is their biggest challenge
  • How small improvements can grow your business
  • CRM: What is it and why does it matter to you as a roofing contractor?
  • Why you need to know and track your numbers
  • Six Keys to More Leads, More Sales, and More Thrilled Customers:
    • Generating inquiries: do “micro-marketing” in the same neighborhood, get professional web strategy help, and how to use shows/events
    • The call: setting up appointments, training, and scripting
    • Lead warming: how to warm up your prospect and help closing rates
    • Sales presentation: gear it to today’s consumer, use technology tools, and price-condition your clients
    • Proactive follow-up: for buyers AND future buyers—how to keep in touch with email, calls, and direct mail
    • Proactive repeat and referral activities: survey past customers, find out what they want, collect online reviews, and use newsletters

Resources:

Free downloads including the USP worksheet:    https://www.marketsharp.com/resources/

Cost vs Value article mentioned:  http://www.remodeling.hw.net/cost-vs-value/2017/

Visit Tim’s website, email: www.marketsharp.com, tim@marketsharp.com

Jan 05 2018

39mins

Play

Rank #7: 43: How To Escape The Price-Driven Sale with John DeRosa

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My salespeople had a favorite “Whine”—"Homeowners only care about the price and we’re too expensive.” When in fact, survey after survey tells us that price is rarely the main reason why homeowners select a particular contractor. In today’s interview, I discuss the sales process you need to get your price, with expert John DeRosa.

What you’ll hear in this episode:

  • John’s work as director of contractor training and customer experience at SRS Distribution, including travel and seminars
  • His 25 years in the building material industry after initially training to be a chef
  • The focus on customers’ needs in a consulting role
  • Focusing on customer success with their business skills
  • Changing the consumer’s perception of contractors and the price-driven sale
  • Showing the homeowner the value you bring to the process
  • Why you can’t let the decision come down solely to price
  • Show the differentiation between you and the competition
  • Ask the questions—and then, LISTEN!
  • Show the homeowner that all contractors are not created equal
  • Closing the sale and making the homeowner feel like they are getting a great deal
  • Improving sales skills
  • The #1 reason contractors fail? Not charging enough
  • The upcoming IRE in New Orleans and John’s topics: Keys to Escape the Price-driven Sale and Priorities that Drive Profitability
  • How to overcome the phenomenon of “sales guilt”
  • Working with the homeowner in structuring their affordable roof system
  • John’s best sales advice: Learn to de-brief after every sales interaction

Resources:

www.bbb.org (Ranks business types with the highest number of inquiries)

Find John’s video on LinkedIn, “Stop Whining and Start Selling”

Email John: jderosa@srsdistribution.com

Video link to John’s YouTube channel:

https://www.youtube.com/watch?v=mjq4Q7TKNhE

Jan 26 2018

43mins

Play

Rank #8: Quick Course: How To Get more Qualified Leads Using PPC (Part 4)

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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 on Day 4:
  • Beyond leads and getting referrals.
  • Putting processes in place to handle the increased lead flow.
  • Putting processes in place to capitalize on existing customers.
Link: Webrunner Media

Sep 18 2019

14mins

Play

Rank #9: 106: Is This The Future Of Your Roofing Business?? with Richard Nelson

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I recently heard about a new product in the roofing business at the NRCA Roofing Expo in Nashville. In today’s show, Richard Nelson of Roofr is here to explain how his company makes it easier for customers to receive a free online quote in seconds, and be matched with a reputable roofing contractor in their area. Join us to learn about this innovative tool and see how it can work wonders for YOU!

What you’ll hear in this episode:

  • How Richard began in the family roofing business at age 12, then went to work for a bigger company after college, and eventually started Roofr
  • How Roofr uses satellite imaging to measure roofs in real time to give estimates in seconds
  • How Roofr connects homeowners and business owners to roofing contractors through their platform, which provides transparency in pricing to the customer through aerial imagery
  • How they give roofing contractors highly qualified, exclusive leads for free
  • Why they purposely tried to keep their sales funnel short and easy
  • Roofr’s work with residential and commercial customers
  • Why Roofr doesn’t make any money unless the roofer makes money
  • Roofr’s goal for contractors: to enhance the way you do business and help you grow
  • The vetting process Roofr uses, with 700 registered contractors, but only about 100 with whom they work regularly
  • How Roofr qualifies leads and focuses on the ideal customer
  • How Roofr handles lead warming
  • Richard’s future plans for Roofr

Resources:

Roofr

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

Apr 12 2019

33mins

Play

Rank #10: QUICK TIP: Sell Me This Pen

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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 19 2018

9mins

Play

Rank #11: 56: The Dashboard You Must Set Up To Run A Successful Business with Randal DeHart

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Are you looking to grow your construction business, but hate bookkeeping and accounting? Are you skeptical about hiring any accountant for fear of embezzlement or being ripped off? If so, tune into today’s podcast to get quick and easy tips on how to turn a people-dependent money pit, into a process-dependent cash cow with today’s guest, Randal DeHart. You don't want to miss this valuable episode!

Listen and Randal and Dave discuss: 

  • The difference between construction accounting and regular accounting 
  • Differences between costs and expenses 
  • 5 key performance indicators and setting up a dashboard 
  • Why you should use QuickBooks 
  • Easy tips to do your own accounting 
  • Getting in touch with people to help you set up your dashboard 
  • Top problems and causes for embezzlement 
  • Setting up programs to avoid rip-offs 
  • Being smart with your money 
  • Getting involved with a bookkeeping company 
  • The system Randal’s company uses 

Resources:

www.theroofershow.com

fasteasyaccounting.com

fasteasyaccountingstore.com - for DIY Solutions

The Contractors Success Map Podcast

(206)361-3950

Sharie@fasteasyaccounting.com

http://try.apexchat.com/theroofershow/  (Get 50% off the one-time set-up fee for listeners))

Call Dave: 925-237-9202

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

Apr 27 2018

44mins

Play

Rank #12: 123: How To Build An Awesome Sales Team with Becca Switzer

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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 09 2019

46mins

Play

Rank #13: 54: Increase Your Sales By Offering Financing with Chris Tibbetts

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Consumer financing programs like same-as-cash financing or low monthly payment financing are commonplace in the retail world. Why? Because they help those businesses attract new customers and close sales. So why are some roofing contractors reluctant to offer financing?   In today’s interview, I dig into the ins and outs of offering customer financing and how to do it the right way.

What you’ll hear in this episode:

  • Chris’ background in the Rhode Island family-owned bank
  • When does a client need to go to the bank for a loan—What can you do?
  • How Chris works with the homeowner and the roofing company to get the loan that’s needed
  • The application and pre-qualification process
  • Chris’ marketing department: What they can do for the roofing contractor
  • How contractors are using the service and making it work
  • Why the loan is based solely on credit scores and debt ratio with terms up to 20 years
  • The type of loan: FHA Title I Loan
  • There is NO “downside” for contractors
  • How the loan works for non-owner-occupied homes and multi-family homes
  • The nationwide federal program

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 

Call Chris: 401-773-9948

Email Chris: ctibbetts@homeloanbank.com

Apr 13 2018

18mins

Play

Rank #14: 109: How To Design A Professional Roofing Proposal That Sells with Ryan Shantz

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When it comes to increasing your roofing sales, a professional proposal will separate you from the pack. Today I talk with Ryan Shantz from SumoQuote about their new software program that has everything you need to quickly put together a clear scope of work that will dazzle your prospect, build trust, and tee up that next sale.

What you’ll hear in this episode:

  • How Ryan learned to sell, got his MBA, owned a company, and then landed his position as Sales Manager at Epic Roofing in Alberta, Canada, where he’s been for the past five years
  • How SumoQuote helps by giving premium quotes that differentiate them from competitors’ quotes with graphics and pictures to present a professional brochure that’s loaded with information
  • The results for Ryan’s company is a 67% increase in sales during the first two years using SumoQuote, which translated into millions of dollars
  • Why SumoQuote provides superior quote information compared to the contractor who scribbles the quote on a business card
  • How SumoQuote uses templates of text that contractors can use and save for different categories of jobs, with customized quotes for each customer
  • One advantage of SumoQuote is that it can be used with an iPad right on the job site to give a detailed, professional quote in minutes---and the customer can even e-sign!
  • Helpful components of the SumoQuote brochure and the information contained there
  • How customers are using SumoQuote and the feedback they have given
  • How a good service division gives your roofing company stability
  • How SumoQuote can be adapted for residential, service, and commercial roofing jobs
  • How SumoQuote helps you provide the customer something more that differentiates you from competitors (Ryan shares a true story)
  • How the CRM portion of SumoQuote works with other sales tools
  • The cost of SumoQuote: it’s an online sign-up with a monthly fee or annual subscription and ranges from $59-289 per month, depending on the size of your company and the number of users

Resources:

Check out Sumo Quote or email Ryan at ryan@sumoquote.com for more information, free demos, and more!

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

May 03 2019

37mins

Play

Rank #15: 134: How To Set Up A Marketing Plan For Your Roofing Business with Anna Anderson

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Contractors always tell me they need more leads. It’s always more leads. And not those crappy leads. No, they want qualified leads.

In today's interview with Anna Anderson we lay out the steps to set up a marketing plan that will bring in a consistent flow of qualified leads over the long term.

Show Highlights:

  • Anna gives an overview of The Roofing Technology Think-Tank and its mission and discusses opportunities for women in roofing.
  • You have to have a good marketing plan in place in order to see growth..
  • Define your big-picture goals and share it with your entire team.
  • What are your company’s main goals, what is achievable today, and what is achievable in 3, 5, and 10 years?
  • What are 3 things that will help you achieve that main goal?
  • What are revenue goals, and how do we achieve that?
  • Think of goals as 1% incremental changes every day and you will have transformation within your company every year. It doesn’t have to be a huge mountain, but when you break it down, it’s achievable.
  • Dave discusses the FREE download of his 1-Page Business Plan, and how reverse-engineering your plan can get you where you want to be.
  • Many people are requesting more leads, but they have no idea where they want their business to go.
  • Define goals for the sales team and marketing, as well.
  • There are many different places that goals fill the void and create an engaged workforce.
  • Move away from Angie’s List, Home Advisor, and other pay-for-performance platforms and start creating a brand.
  • Charles Antis is a great example of how this branding works.
  • Diversification within your marketing strategy is essential. To create a brand, you need to analyze the different opportunities to market your company through. Segment these opportunities into two buckets: 1) Traditional 2) Digital. Anna breaks these down.
  • A good marketing plan doesn’t happen overnight. It needs to be worked on all the time. You need to be asking on a regular basis, “Does this align?” If it aligns, it’s working! If it doesn’t align, is it that incremental shift that needs to happen to achieve success, or is it a pipe dream?
  • Tracking leads can be challenging, but cannot be overlooked. You need to identify the conversion point, the last touchpoint that the user converted through.
  • Managing all that data is essential, and that’s where a good CRM comes into play.
  • Whatever you do in your marketing should be delivering results.
  • Anna shares how to budget for your growth.
  • Competitive analysis - what do you look like compared to your competition? How to find out and ways to strategize.
  • The benefits of partnering with Owens Corning and educating contractors to elevate their marketing game through Owens Corning University: they have an online course with 6 modules that dive deeply into the subjects covered by Dave and Anna.

Links:

Click here to get your free marketing analysis and OC University course http://www.artunlimitedusa.com/roofershow/

For Tips, Strategies, and Free Downloads!

Download My FREE 1-Page Business Plan!

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!

Recommended Podcast #125 with Jon Gardner

“Why You Should Develop Strategic Partnerships With Your Suppliers” 

Recommended Podcast #13 with Heidi Ellsworth

“How Women Are Making Their Mark On The Industry” 

Recommended Podcast #128 with Charles Antis

“How This Contractor Keeps A 93% Employee Retention Rate”

Recommended Links:

The Roofing Technology Think-Tank

National Women In Roofing

GET YOUR MARKETING ANALYSIS HERE!

TAKE THE OWENS CORNING UNIVERSITY MARKETING COURSE HERE!

Artunlimited

Become a Member of the National Roofing Contractors Association!

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

Oct 25 2019

48mins

Play

Rank #16: 71: How To Recession Proof Your Business By Building A Quality Sales Organization with Ryan Groth

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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?

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

Or Call Ruby at (844) 326-7829

Aug 10 2018

46mins

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Rank #17: 104: How To Set Up A Sales Process with Dave Sullivan

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If you want to sell more jobs, for more profit, in less time, you’ll want to listen to Part 4 of our series: “Have Your Best Year Ever.” Learn how to set up a sales process that can be followed with every lead to increase your close rates with the type of customers you want for your business.

What you’ll hear in this episode:

  • A recap of our first three parts of “Have Your Best Year Ever:”
    • Part 1: How to design a website that converts visitors into leads that convert into sales, with Darren Slaughter (Epi. 101))
    • Part 2: Keeping leads organized with a CRM system, with Adam Sand (Epi. 102)
    • Part 3: How to get more leads, with Marc Levesque (Epi. 103)
  • Steps to developing a consistent and repeatable checklist in converting leads into sales:
    • The initial call
      • Get back to the ASAP
      • This is your only chance to make a great first impression
    • Lead warming
      • Warm up the lead and prepare the customer
      • Stand out from the competition
    • The visit
      • Leave a great first impression with your first visit
      • Use a scripted checklist
      • Ask the right questions
    • The presentation
      • Refer to Episode 22 with Tom Reber on How to Sell
      • Refer to Episode 75 with John DeRosa on How to Escape the Price-Driven Sale
    • Lead nurturing
      • This is where contractors drop the ball
      • Give the customer a reason to call you back
      • Use a newsletter, but include helpful information
      • Texting will likely get a response
      • How to handle the “break up” email
    • Close the job
      • Do a recap and know your numbers
      • Track your close rate on jobs to evaluate your pricing
    • After the job, ask for referrals focus on turning the customer into a lifelong customer
    • A good CRM system will help you keep track of customers

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

Mar 29 2019

37mins

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Rank #18: 09: No Plan? No Problem. How To Create A One-Page Business Plan (Part 1)

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If I were to start my business over again today I would do this ONE thing. I get asked about this a lot and I always say I would have started with a written Business Plan.  It’s been said before, "If you fail to plan you plan to fail. "That’s what I talk about today: the importance of having a written business plan to grow a successful business. It’s about knowing where you are going, or your destination, then designing a road map to get you there in the most direct way. I make it simple with the One-Page Business Plan that can be completed in just a few hours. Visit my website to download my One-Page Business Plan, and join me now to learn the 8 steps to building a profitable roofing business. 

What you’ll hear in this episode:

  • There I was, starting a business without having a CLUE—spending days putting out fires and trying to keep my head above water—unorganized and overwhelmed
  • On a hamster wheel, spending sleepless nights feeling alone and like a didn’t have a handle on things
  • The MOVE that changed my life: hiring a business consultant at the suggestion of a friend. The difference? NOW I had a Written Business Plan
  • You may ask, “Do I REALLY need a Business Plan?” My answer? “Only if you want to build a profitable business.”
  • My One-Page Business Plan is meant to START your process of planning
  • My Plan? I’ll share what it is and what it isn’t
  • I explain the ins and outs of my 8 Steps to Building a Profitable Roofing Business:
    • The end
    • The customer
    • The focus
    • The SWOT
    • The operation
    • The process
    • The action
    • The view
  • Put these into practice, narrow down, and focus on the plan and its steps

May 12 2017

36mins

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Rank #19: 74: How To Start Or Grow A Profitable Service Department with Greg Hayne

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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 31 2018

47mins

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Rank #20: 121: How To Double Your Profits with Dave Sullivan

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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 employees
  • Many 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 address
    • Leaving a ladder on the job site
    • Misunderstandings due to lack of clear communication with customers
  • How to turn it around:
    • Use checklists and put systems in place
    • Set goals for how you want to do the work
      • Get in and out with the most profit
      • Have a happy, happy customer that pays his bills and gives 5-star reviews
      • Have customers who refer you to other like-minded customers
      • Spend the least amount of time supervising
  • The most important part of the job is the Pre-job work:
    • Assemble the job package
    • Meet with the customer
    • Hand the job off to the foreman or job supervisor
    • Communicate clearly to the customer
    • Go 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-mortem
  • Don’t forget to ask for a review and referrals
    • Make the review process easy for the customer
    • Send a small thank-you gift to the customer
    • Try to secure one new job in the neighborhood

Links:

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

Jul 26 2019

37mins

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