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Business
Management
Entrepreneurship

The Roofer Show

Updated 6 days ago

Business
Management
Entrepreneurship
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.

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

76 Ratings
Average Ratings
71
2
1
0
2

Great insight from an industry expert

By stel builders - Oct 23 2019
Read more
Dave is a class act. Always willing to help on and off the podcast. Our business has gotten much bigger and better yet smoother after listening to (and most importantly) implementing the ideas, software, processes, etc. that I have found in these podcasts. Dave and his guests are a wealth of knowledge. On almost every podcast I find a new nugget that I implement or pass around to our team. Thanks!

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

76 Ratings
Average Ratings
71
2
1
0
2

Great insight from an industry expert

By stel builders - Oct 23 2019
Read more
Dave is a class act. Always willing to help on and off the podcast. Our business has gotten much bigger and better yet smoother after listening to (and most importantly) implementing the ideas, software, processes, etc. that I have found in these podcasts. Dave and his guests are a wealth of knowledge. On almost every podcast I find a new nugget that I implement or pass around to our team. Thanks!

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

Updated 6 days ago

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.

Rank #1: 19: 6 Keys To Getting More Leads And Sales 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

Aug 04 2017

39mins

Play

Rank #2: 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 #3: 03: How To Create A Financial Dashboard For Your 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 

 Business Quick Tip:

We found out that we were having a lot of customer call backs on our work, at one point in our business. Most of the time it was a leak that was causing problems. We ended up developing The Perfect 10 Checklist and sent an inspector to the job site at the end of every job to access how well the crew did the top 10 things that caused leaks. If they scored a Perfect 10, then the crew got a bonus. We were able to cut our call backs by 90% with this simple checklist. It also cut our costs and improved customer satisfaction. It's a win-win. Go to the website to get the checklist and start implementing it!

Resources Mentioned:

www.theroofershow.com

fasteasyaccounting.com

fasteasyaccountingstore.com - for DIY Solutions

The Contractors Success Map Podcast

(206)361-3950 

Sharie@fasteasyaccounting.com (email) 

 Contractor's Success Map - the podcast available on iTunes

Mar 06 2017

49mins

Play

Rank #4: 23: Top 7 Marketing Mistakes Contractors Make with David Chism

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On today’s podcast, I talk with marketing expert David Chism about the most common mistakes contractors make when it comes to their marketing. The Roofer Show is about learning from the mistakes of other contractors so you can avoid the same pitfalls and take the short cuts to growing your contracting business. 

What you’ll hear in this episode:

  • David’s background: from a long line of painting contractors, then on to estimating and marketing
  • How Brazilian Jujitsu has helped his focus and discipline in business
  • Top 7 Mistakes that Contractors Make:
    • Not having a marketing plan or budget
    • Not tracking leads
    • Purchasing a CRM and not using it
    • Not staying in touch with customers and relying only on new leads
    • A lack of consistency in marketing
    • No brand awareness
    • The “try this/try that” marketing approach
  • The “bonus” mistake in throwing money away on paid search and SEO
  • Use a professional for ad words
  • Mistakes contractors make in using social media:
    • Don’t “dabble” in it
    • If you start, then maintain it
    • Don’t use social media to “sell” your services
    • Use professional, good-looking photos of your company and services
    • Promote community events that you participate in
    • Keep it real and personal
  • “People love to buy, but they hate being sold to.”

Resources:

www.adavidcreation.com

www.salesforce.com

Sep 01 2017

41mins

Play

Rank #5: 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 #6: 132: 10 Ways To Take Advantage Of The Next Recession with Dave Sullivan

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The recession is coming! The recession is coming! That’s what you hear on the news every night. Manufacturing is down, property values down, and retail stores filing bankruptcy.

But construction is booming, we can’t find people to do the work because unemployment is low, and the stock market is at record highs.

Recession? What recession? What’s going on?

It’s been over 10 years since the last recession and most of our listeners weren’t even in business then. All they know is business is great and it’s going to last forever!

But the party is coming to an end. It’s just that nobody knows when.

What have you done to prepare your business to not only survive but position yourself to thrive during a downturn in the economy?

Today I’m going to give you 10 simple tips to recession-proof your business and also take advantage of the opportunities when the economy comes back.

Show Highlights:

  • Tip No. 1: Be prepared by having a plan. Download my FREE 1-page business plan to simplify your process. This plan asks you the important questions, the ones that really get you to think about what your business is, where you’re making your money, what your ideal customer looks like, where’s your business going to come from, etc.
  • This will also help you figure out where you want to go with it. If you’re looking at retiring in 5 years, that takes some serious planning. If you’re a young person starting out, you want to build a business that’s sellable, and that can support you in the lifestyle to which you've become accustomed.
  • Tip No. 2: You need to know where you’re making your money (residential, commercial, etc) because when things slow down, you’re going to want to focus on that niche and bag the rest of it. You want to see what it looks like to have a 20% drop in business.
  • What tends to happen during recessions is a building owner isn’t going to want to spend big money to put a new roof on, so they’re going to look at repairs (maintenance, coatings, resurfacing). This is where a huge opportunity exists. It is a low cost, low risk, high margins business. If you have a service department, now is the time to get the process down, and consider expanding. Service is a great profit center both inside and outside of a recession. If you do not have a service department, it might be time to consider one.
  • Check out the Show Notes for a link to my past podcast with Greg Hayne on How To Start An Extremely Profitable Service Department!
  • Tip No. 3: Cash! Have a lot of cash on hand to get you through a lean period to cover your overhead. Having a good amount of working capital solves a lot of problems. It will also be useful in case of opportunities present themselves.
  • Collect your money on accounts receivables. If you aren’t in the practice of doing this regularly, you need to start getting a good process put in place. This is how you make your profits, and where your cash is going to come from. When things slow down, people are slow to pay, so you need a way to stay on top of this.
  • Check out the Show Notes for a link to my past podcast with Thea Dudley on 5 Reasons You May Have Cash Flow Problems!
  • Check out the Show Notes for a link to my past podcast with Alex Barthet on How To Get Paid!
  • Tip No. 4: Cut the fat! What expenses do you currently have that you can cut back on? Do it now so it isn’t so painful later.
  • Tip No. 5: Have your sales process down. When things slow down, there will be fewer opportunities, so you need to have a properly trained sales force that can go out there and sell for a higher price so that you can get your margins.
  • Tip No. 6: Know your numbers. The number one reason contractors go out of business is because they don’t charge enough money for their services. This is because they don’t understand the costs of doing business. When the market turns, you’ll have to be more competitive, and you can only do that if you understand your costs. You need a good reporting system.s,
  • Tip No. 7: Have a good CRM set up to track your team, leads, jobs, and scheduling.
  • Quick Tip: A good way to rustle up some business that you may not have thought of is dead leads! A simple way to bring those leads back to life is to send an email with the subject line, “Are you still looking to re-roof your home in (City)?” In the body of the email, just state “Let me know.” Include your contact information, your signature, and that’s it! Send to all your dead leads!
  • Tip No. 8: Make sure your website is fully optimized to attract visitors and to convert them, building trust as you go, into an actual lead. Then convert the leads into sales.
  • Tip No. 9: Tips for your website:
  • Establish yourself as an expert.
  • It has to be fast and look great on a mobile device.
  • Have the button on your website that they can click to call you.
  • Don’t use stock photos. Show photos of your guys and your equipment.
  • Have a good “About” page. Include your photo and a short welcome video.
  • Tip No. 10: Make sure that you’re getting reviews. Make it an easy system by asking for a review upon completion of a project and making it a part of your sales process.
  • Bonus Tips: 11) Get with your bank and set up a credit line. 12) Be sure you’re taking your discounts with vendors. 13) Don’t cut your marketing; increase it. You want repeat business and referral business. 14) Put out a newsletter to keep your name out in front of everyone.

Links:

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!

Podcast 74: How To Start An Extremely Profitable Service Department With Greg Hayne

Podcast 119: How To Get Paid With Alex Barthet

Podcast 124: 5 Reasons You May Have Cash Flow Problems with Thea Dudley

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 11 2019

36mins

Play

Rank #7: 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 #8: 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 #9: 33: How To Build A Stellar Sales Team From The Ground Up 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 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: www.roofsalesmastery.com  (Find her courses here, too!)

Find Becca on youtube and Facebook: Roof Sales Mastery

Nov 17 2017

43mins

Play

Rank #10: 83: How To Hire The Best Using These 4 Strategies with Dr. Sabrina Starling

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

What you’ll hear in this episode:

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

Resources:

Tap The Potential Find all of Sabrina’s resources

How to Hire the Best by Dr. Sabrina Starling

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

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

Nov 02 2018

39mins

Play

Rank #11: 27: How One Contractor Increased His Sales By 125% With Facebook Ads with Adam Sand

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In this week’s episode, Canadian roofing contractor Adam Sand shows us the step by step process he uses to hit it out of the park with Facebook ads. Adam first learned the power of Facebook at his first business that almost landed him in the slammer.

What you’ll hear in this episode:

  • Adam’s business growth of 125% this year over last year—most of it from Facebook ads!
  • How Adam got into the roofing business to help a good friend with his failing business
  • The biggest problems specific to running a roofing business in Canada:
    • 4-5 months of winter
    • Planning for optimal profitability based on daylight hours
    • Severe lack of clear safety standards
    • Lack of respect for the roofing trade
  • Customer reviews for Adam’s company: “how clean the job sites are”
  • How to get customers to write reviews:
    • Treat them as friends and family
    • Have good people and processes
    • Have work crews that work well together, have fun, and get along
    • Put on “a good roof”
    • Ask pleased customers to write reviews
    • Send emails over the winter to ask about customer experience
    • Respond to every review, whether positive or negative
  • Adam’s clear website with a message and a call to action
  • The average time spent on a roofing website? 30 seconds!
  • How to increase your value to potential customers
  • The power of Facebook ads and why they work so well:
    • They target specific people
    • You can engage with your audience
    • They are less expensive than other advertising formats
    • Facebook is always improving the user experience
  • Adam’s process in using Facebook ads
  • The steps to Adam’s Facebook ad blueprint: a game plan, correct pixels, targeted audience, a high-converting ad from Google reviews, your campaign for success, ad level, and trimming the ad for optimization
  • “Revenue is for vanity, profit is for sanity, and cash flow is for reality.”

Resources:

www.sargeantsroofing.com

Email Adam: adamsandltd@gmail.com

Sep 29 2017

51mins

Play

Rank #12: 14: Top 6 Reasons Contractors Fail with Michael Stone

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Even with the booming construction economy, contractors are still going out of business at an alarming rate--and the reason is most likely poor cash flow. As sales volume increases, so do your payroll and supplier costs, all of which must be paid--usually long before you get paid for those jobs. If you’re not on top of your cash flow it doesn’t take much for it to all come crashing down. You can’t make your payroll with a book of receivables.

In today’s interview, business expert Michael Stone shares his 20+ years of contractor coaching experience and explains how even in the best of times contractors can go out of business. Michael gives up the top 6 reasons contractors fail and what you can do to avoid them.

What you’ll hear in this episode:

  • Top 6 Reasons Why Contractors Fail:
    1. Not charging enough for their work---“Being competitive is optional, but being profitable is not!”
    2. Failure to use proper change work orders---“The problem is that change work orders aren’t usually written or agreed to before the work is done.”
    3. Failure to use good legal contracts---“Your contract should state that there will be binding arbitration by a non-attorney arbitrator.”
    4. Having too many employees for the volume of work being produced---“When production goes down, your overhead expenses go up and they suck the money right out of the company.”
    5. Having an improper payment schedule on their contracts---“A down payment means money has changed hands and the customer is committed to you.”
    6. Having a lack of profitable sales---“If you can’t make at least 8% profit, then walk away from the job.”
  • Michael tackles these topics by answering Lightning Round questions:
    1. Why increased cash flow does NOT mean that the contractor should take out extra to pay bills
    2. Why the owner’s salary is different than company profits
    3. Why your backlog should be no more than 4-6 weeks—“If your backlog is more than that, then your prices are too low.”
  • “Most roofers are too busy putting shingles up to educate themselves on how to run a good business.”

Resources:

www.markupandprofit.com (Visit Michael’s website for his weekly newsletter, articles, resources, and information on seminars and classes.)

Email or call Michael: michael@markupandprofit.com    360-335-1100

Jun 26 2017

50mins

Play

Rank #13: 108: The Dashboard You Need To Run A Successful Business with Lynn Foster

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On today’s show, you will learn how to set up a dashboard that will help you grow your business by putting the management information you need at your fingertips. The potential problem with all that data is information overload, which can be overwhelming---but it doesn’t have to be! Lynn Foster is here from Acculynx to explain how he can help you set up and customize the vital reports to keep all the information you need in one central location.

What you’ll hear in this episode:

  • A CRM program can help your business grow, but one problem is having too much information and not knowing how to use it
  • Lynn’s background: With a degree in Industrial Technology, he worked as a manufacturing engineer before moving into the construction industry and on to Acculynx 8 years ago
  • The benefits of LinkedIn for your business, and how a connection there led Lynn to Acculynx
  • How Acculynx solves problems for contractors
  • How Acculynx can help you run your business by keeping you organized and helping you communicate better
  • The basics of CRMs and what’s different about Acculynx
  • Where contractors drop the ball with not keeping in touch with prospects
  • How Acculynx can help with a Lead Status Report
  • How Acculynx helps keep your progress and the status of EACH job and EACH invoice
  • Problems for contractors----and how you can use Acculynx to your advantage
  • Two features of Acculynx:
    • Smart docs--help you go paperless
    • Reports Plus--gives KPIs that are important
  • The reports that contractors SHOULD be using
  • How the Acculynx Dashboard can work for you
  • How to get started with Acculynx with a demo

Resources:

Acculynx

Email Lynn: lynn@acculynx.com

Check out Episode 58 with Lynn Foster

Call Ruby Use promo code “Roofer 50” for $50 off!

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 26 2019

36mins

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Rank #14: 02: How To Choose The Right Insurance Broker And Why It Matters With Jon Heinson

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Are you getting the most out of what is probably the 3rd largest cost in your roofing business? When it comes to Businesses Insurance many contractors are leaving a lot of money on the table. What's worse they may find that they don't have the coverage they thought they did for the complex risks we face. If you would like to be certain that you're properly covered for any eventuality, especially those that you haven't even considered, listen in to today's show, with Dave's expert guest, Jon Heinson and discover the ins and outs of buying insurance. There's a lot more to it than you may think!

Jon Heinson has been with Wells Fargo Insurance Services over twenty-five years. They are the the fourth largest insurance broker in the world today, with two hundred offices. Jon specializes in contractors and he's been Dave's broker for more than fifteen years. He is someone who really knows and understands both the insurance and the construction businesses. Dave points out that he had to learn the hard way years ago, upon discovering that he wasn't covered for a certain type of loss- something that has put many contractors out of business. Listen in today and find out what you need to know to prevent this from happening to you. Are you ready? Let's dive in!

On today's show, Jon explains:

  • The problem with just going with your local agent that handles your auto insurance.
  • The types of insurance coverages for the Construction Industry.
  • The difference between an agent and a broker.
  • Why it would be better to go with a broker than with an agent.
  • How the rates for Worker's Compensation are determined today.
  • More about the X Bond Experience modification.
  • That most brokers don't offer any ability to deal with claims problems, however, the better brokers offer auxiliary services- typically at no extra cost.
  • The importance of knowing that one of the key dates with regards to Worker's Compensation is the Units Statistical Period, which is six months prior to your renewal date.
  • What your broker needs to know when it comes to general liability for roofing contractors.
  • Some ways that contractors can save some money.

Business Quick Tip: The problems with a high mod rate on your worker's comp: 1) an accident disrupts your work and workers. 2) OSHA will be more visible and show up more frequently. 3) Some prospects will disqualify you for a high mod rate. 4) You miss out on marketing opportunities by not having a great safety program. Dave also shares his simple and effective safety program. Safety is everyone's concern!

Links:

Jon's Phone Number: 925 899 2953

Jon's Email: jon.heinson@wellsfargo.com

Dave's website: www.theroofershow.com – for tips, strategies and free downloads.

Feb 28 2017

34mins

Play

Rank #15: 129: Why You Need To Be On NextDoor To Get More Leads with Aaron Hockel

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With over 165,000 neighborhoods covering 80% of the country, Nextdoor presents a great opportunity for contractors to get new local leads. Referral leads. The best type of leads! Next door is a social networking service where you can ask your trusted neighbors for referrals for all types of services. Can anyone recommend a piano teacher? Does anyone know a great roofer? Today I interview marketing expert Aaron Hockel with AltaVista Strategic Partners and he takes us through the step-by-step process to claim your profile and use the best practices to be sure you are using this free service to get the best-qualified leads. You may already be getting a referral and not even know it. And as a bonus, we review how to get more 5 star online reviews from our last interview from episode #34.

What you’ll hear in this episode:

  • Why you need to have a clear and concise elevator pitch
  • How AltaVista SP can help if your marketing strategy isn’t cohesive
  • Why getting more leads is always the #1 problem for contractors
  • Why roofers should use Nextdoor:
    • They will corner the market and be the industry leader
    • 25% of Nextdoor posts are people seeking local services
  • Nextdoor, started in 2010: how it works and how it’s similar to Facebook and Instagram
  • The Nextdoor process: download the app, create a profile, receive a super-localized feed, see things to buy and sell, generate free leads
  • How to get started in entering basic info and creating links
  • Why business names, phone numbers, and addresses have to be synced with no discrepancies. Don’t confuse Google!
  • Nextdoor reviews: how they don’t use a star rating system, but reviews are based on recommendations, which are required in order for you to be “discoverable”
  • Ways to get recommendations: how to ask and have consistency
  • How to get more leads and why it’s important to get recommendations from all areas of town, tag yourself in posts, and make promotional posts
  • How advertising may change in the future on Nextdoor to be more affordable
  • Why you don’t want to be overly promotional or sales-y
  • The key: establish yourself as an expert
  • Why people look for social proof
  • The importance of Facebook posts and Google reviews
  • Why Nextdoor is a free, no brainer option
  • Nextdoor, with their new CEO, and how there are great opportunities for roofers
  • A look back at Episode 34, where Aaron shares how to get more online reviews
    • Tips: Use a consistent process to ask for reviews, and rotate where and when you ask for reviews
  • NRCA in Nashville: Go see Aaron at Booth #1262, and email him for a free expo pass or 10% off conference registration

Resources:

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

Alta Vista SP

Episodes 34 & 35

Aaron’s email: Aaron@altavistasp.com

Call Aaron at 443-960-4004 for a consultation or troubleshooting help

Sep 20 2019

47mins

Play

Rank #16: 125: Why You Should Develop Strategic Partnerships With Your Suppliers with Jon Gardner

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

Show Highlights:

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

Links:

For Tips, Strategies, and Free Downloads!

The Roofer Show

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

Please leave me a review on iTunes!

Check Out What Owens Corning Has to Offer!

Sponsor Info:

Need Help Answering the Phone Or Online Chat?

Use Ruby Receptionists!!

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

Call Ruby

Or Call Ruby at (844) 326-7829

Check out the app!!

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

Aug 23 2019

39mins

Play

Rank #17: 07: How To Sell Preventative Maintenance And Why You Need To 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:

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

www.haynecoachinggroup.com (Available peer groups)

Apr 28 2017

44mins

Play

Rank #18: 66: Top 6 Reasons Contractors Fail with Michael Stone

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Even with the booming construction economy, contractors are still going out of business at an alarming rate--and the reason is most likely poor cash flow. As sales volume increases, so do your payroll and supplier costs, all of which must be paid--usually long before you get paid for those jobs. If you’re not on top of your cash flow it doesn’t take much for it to all come crashing down. You can’t make your payroll with a book of receivables.

In today’s interview, business expert Michael Stone shares his 20+ years of contractor coaching experience and explains how even in the best of times contractors can go out of business. Michael gives up the top 6 reasons contractors fail and what you can do to avoid them.

What you’ll hear in this episode:

  • Top 6 Reasons Why Contractors Fail:
    1. Not charging enough for their work---“Being competitive is optional, but being profitable is not!”
    2. Failure to use proper change work orders---“The problem is that change work orders aren’t usually written or agreed to before the work is done.”
    3. Failure to use good legal contracts---“Your contract should state that there will be binding arbitration by a non-attorney arbitrator.”
    4. Having too many employees for the volume of work being produced---“When production goes down, your overhead expenses go up and they suck the money right out of the company.”
    5. Having an improper payment schedule on their contracts---“A down payment means money has changed hands and the customer is committed to you.”
    6. Having a lack of profitable sales---“If you can’t make at least 8% profit, then walk away from the job.”
  • Michael tackles these topics by answering Lightning Round questions:
    1. Why increased cash flow does NOT mean that the contractor should take out extra to pay bills
    2. Why the owner’s salary is different than company profits
    3. Why your backlog should be no more than 4-6 weeks—“If your backlog is more than that, then your prices are too low.”
  • “Most roofers are too busy putting shingles up to educate themselves on how to run a good business.”

Resources:

www.markupandprofit.com (Visit Michael’s website for his weekly newsletter, articles, resources, and information on seminars and classes.)

Email or call Michael: michael@markupandprofit.com    360-335-1100

Jul 06 2018

53mins

Play

Rank #19: 103: How To Get A Consistent Flow Of Qualified Leads with Marc Levesque

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If you want a consistent flow of qualified leads, you need to listen to my interview with Marc Levesque in Part 3 of our series, “Have Your Best Year Ever.” In our, you will conversation, learn how a professional PPC campaign can get your company’s name in front of new prospects who are 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:

  • Marc’s elevator pitch as co-founder of Webrunner Media, a contractor marketing firm that helps solve clients’ problems
  • The steps in a marketing program to converting quality lead into sales
  • The current trends: live chat and messenger bots
  • Mistakes contractors are still making:
    • Not having a focused business
    • Not being real about their ability to close leads
    • Not pinpointing where the marketing dollars go
    • Not leveraging available free products
  • “Be real about what you can handle, what sales you’re aiming for, and what you need to spend on marketing.”
  • Why your marketing budget has to align with your growth objectives
  • Why you need to niche down, become an expert, and focus on your ideal customer
  • How we build a marketing plan
  • How to work backward from your top-line revenue goal to see how many customers you need
  • Why you may need to raise prices to have a reasonably close rate on leads
  • Having marketing strategies to meet your end sales goals
  • Why you have to own your marketing system and have control
  • The crucial parts of your online profile: name, address, and phone information need to be congruent everywhere
  • Why you need social proof
  • Why you should humanize your website
  • Consider the effectiveness of your landing page and your call to action
  • How to get customers to visit your website
  • How to use Facebook to show the value
  • The importance of creating quality content
  • Establish yourself as an expert to differentiate yourself from your competitors
  • The best way to track your results is to audit your lead-handling process
  • The importance of being consistent with your marketing plan on a regular basis

Resources:

Book a Demo with Marc

Webrunner’s Website

Marc’s e-mail: mlevesque@webrunnermedia.com

Find Marc on Instagram and LinkedIn: marclevesque.me

The Roofer Show, Episode 82, with Marc Levesque

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 22 2019

1hr 2mins

Play

Rank #20: 131: 5 Keys To Improve Your Roofing Quotes 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.

Show Highlights:

  • SumoQuote was created because of homeowners who were asking for a price match on low-end competitors (no warranty, no professionalism, and no certifications) that were not similar to their business in any way. There was no good way to show this to the homeowner during the sales process.
  • Since homeowners tend to be visual in the sense that they want to see the products they are getting, SumoQuote can give them a similar visual that will help them to see you as a different type of roofing contractor.
  • Ryan’s company was mostly doing insurance work but expanded their retail sales after the introduction of SumoQuote. In the first two years, their retail sales increased 64%, which translated to millions of dollars and made a huge impact on their business.
  • SumoQuote can speed up your quotes because you can save templates in the program. This will help speed up your sales and separate you from the competition.
  • 5 Keys to Improve Your Roofing Quotes:
  1. Simplicity sells. Make it as easy as possible for the homeowner to understand. If it’s hard for the homeowner to understand, it’s hard for the homeowner to buy.
  2. Don’t tell them; show them. Your brain can absorb visual content 10 times fast than written, so the more you can include visual content within the quote, the easier it is for your clients to understand.
  3. Make the client the hero. The sales process is like a story, and there is a character for each part. Step away from you, the contractor coming to the homeowner’s rescue, being the hero of the story. The more you insert the client and their home into the quote and the picture, the easier it is to see them as the hero. They should be the focus of this story.
  4. Throw to the client’s sweet spot. Using a baseball analogy, when you make your pitch, you want to throw it at homeowner’s sweet spot for them to have the greatest and easiest chance of hitting that ball. When you craft your quote, understand what matters to the homeowner, and make sure you include those points within your quote.
  5. Create new value for your client. At the end of every job, do a project summary report. This has a powerful effect on the client, as they can see your transparency as a business and that you’re documenting the process for them. This instills trust in your business.
  • In addition to its use for quotes and project summary reports, contractors can also use this software for inspection reports. SumoQuote has a built-in dashboard, which has a strong sales management analytical side to it. Salespeople can track their call-backs and get reminders on that; they can sync their sales numbers, and business owners can see what’s open on their pipeline and see what their company’s numbers are.

Links:

For Tips, Strategies, and Free Downloads!

The Roofer Show

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

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

Please leave me a review on iTunes!

Listen to Ryan’s Other Interview Here!

Podcast 109: How to Design a Professional Roofing Proposal That Sells

Books Mentioned:

Building a Story Brand: Clarify Your Message So Customers Will Listen, by Donald Miller

The Science of Hitting, by Ted Williams and John Underwood

Connect with Ryan!

Email: ryan@SumoQuote.com

Sumo Quote

Facebook: Sumo Quote

Watch Ryan’s Webinar here: Youtube: Sumo Quote

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 04 2019

38mins

Play