The Roofer Show

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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 and done it. Whether you have a shop of 1 or 100 there’s something here for you.

Dave Sullivan


    • Jan 14, 2022 LATEST EPISODE
    • weekly NEW EPISODES
    • 45m AVG DURATION
    • 274 EPISODES

    Listeners of The Roofer Show that love the show mention: contractors, dave and his guests, roofing industry, dave brings, thank you dave, sullivan, thanks dave, construction, listening to dave, business tips, dave's, 30 years, profitable, insurance, systems, businesses, highly recommend listening, implement, company, ton.



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    Latest episodes from The Roofer Show

    258: An Interview With My Business Coach For 20 Years with Rick Dutmer

    Play Episode Listen Later Jan 14, 2022 65:15

    I'm so excited to bring you this interview today. Rick Dutmer is my old business coach that helped me build my roofing company over the course of thirty years into an extremely profitable business so that I was later able to successfully exit and do the things that I wanted to do in life. When I first hired Rick, I was really struggling and wearing all the hats in the business. I knew there was a better way, and Rick was the one that helped guide me through it all, and it started with building a business plan that set me up with a saleable business. Today you'll hear all about how to build a profitable business that will support you and your family with a great lifestyle, how to build a valuable business that you can sell when you're ready to retire, and so much more. What Rick did for my roofing business, I can do for yours. Have you downloaded my FREE 1-Page Business Plan, yet? What you'll hear in this episode: Rick shares how his business background has helped contractors improve their own businesses. Rick provides an overview of the process he used in helping Dave build his business plan. While building your business up, always be thinking about the horizon! This is when business goals transition to more of a business/personal goal. You have a strategy for growing your business and for growing your people. What's your strategy for exiting? Rick addresses the main reason that contractors go out of business. “Profit thrills, volume kills” Building a business that has saleable value depends on your goals. You must have a strong team that will continue the business beyond you or your generation. Rick's recommendations around selling if/when you decide to exit. Roll-ups: the good, the bad, and the ugly.   Connect with Rick! Email: rdutmer@duadllc.com Resources / Links: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find Out How They Can Help Bring In Leads!! Click here and use the code Roofer50 for a special $50 discount! https://www.callruby.com/roofershow Or Call Ruby at (844) 326-7829 Check out the app!! My Listeners Get a 21-Day Money-Back Guarantee!  

    257: How To Set Up Your Roofing Business For Success In 2022 with Dave Sullivan

    Play Episode Listen Later Jan 7, 2022 39:47

    Happy New Year and welcome to our first episode of 2022!  Are you FINALLY ready to stop wearing all the hats in your business? If this is the year you're ready to take control over your business, then keep listening, because what I have to share with you today will have you well on your way to learning how to make 2022 the most successful year you've experienced so far as a roofing contractor, PLUS it will get you ready to step away from the day-to-day, so that you can take your family on a two-week, worry-free vacation this year. What you'll hear in this episode: You need to know if you're growing, so get last year's financials organized and meet with a CPA. The key number to focus on is your gross profit margin. Here's what that means! Let's talk about your compensation. Do you know your end goal? Here's why you need systems and processes. Business should be boring, if you're doing it right! The 3-Legged Stool: You have to sell the work, do the work, and you have to keep score to keep everything balanced. Consider your ideal customer and niche down, accordingly. If you'd like some help getting your 2022 pulled together, book a FREE strategy call with me!   Resources: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Find Out How Ruby Receptionists Can Help Bring In Leads!! Or Call Ruby at (844) 326-7829 Check out their app!

    256: How To Reduce Your #3 Highest Cost with Jon Heinson

    Play Episode Listen Later Dec 31, 2021 57:57

    Are you getting the most out of what is probably the 3rd largest cost in your roofing business? When it comes to Business 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 USI Insurance Services for over twenty-five years. They are 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!   Connect with Jon! Jon's Phone Number: (925) 899-2953 Jon's Email: jon.heinson@usi.com Resources: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Find Out How Ruby Receptionists Can Help Bring In Leads!! Or Call Ruby at (844) 326-7829 Check out their app!

    255: Attract More Website Visitors That Turn Into Appointments That Turn Into Sales with Tim Brown

    Play Episode Listen Later Dec 24, 2021 52:21

    You're in for another great conversation today! Tim Brown from the Hook Agency is with us, and he is the host of the Hook Better Leads podcast. On today's show, you'll learn about how to get more visitors to your website through search engine optimization, or “SEO”. Tim doesn't stop there, though. Since you need to know how to turn those visits into appointments that turn into sales, Tim is going to share that with us, too, because it all starts with a website that is designed to do just that. No matter what kind of experience you've had with SEO in the past, you're going to want to listen in! What you'll hear in this episode: Hook Agency helps specialty contractors get more leads and better ones through persuasive web design and through search engine optimization. Tim details his Five-Part Winning Website Formula: Strong visual “call-to-actions” throughout the website Testimonials and “trust factors” Emotionally-persuasive images and headlines An emphasis on SEO throughout the process Really clear “unique value propositions” People tend to want short-term gains without implementing a long-term strategy. An important part of the process for getting more qualified leads involves getting Google Analytics installed on your website. Tim offers pointers for great website content. Understanding the basics of SEO helps you gain clarity in the activities and traffic on your website. Connect with Tim! Visit his website, like him on Facebook, follow him on Instagram, and listen to his podcast! If you'd like to learn more about SEO, check out Tim's FREE guide and video at SEO Basics. Resources: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Find Out How Ruby Receptionists Can Help Bring In Leads!! Or Call Ruby at (844) 326-7829 Check out their app!

    254: The Top 10 Mistakes Roofing Contractors Made In 2021 with Dave Sullivan

    Play Episode Listen Later Dec 17, 2021 69:17

    The smart guy doesn't learn from his own mistakes, he learns from the mistakes of others! This episode is all about sharing the experiences of others, so it's best to leave your ego at the door and open your mind, because what I share with you today is going to help to get you unstuck and back on track to running a profitable roofing business in 2022! What you'll hear in this episode: Here are the top ten mistakes that I detail: #1 - Not having a clear vision of where you want to go in your business. #2 - Not differentiating yourself from the competition. #3 - Not charging enough money for your work. #4 - Not understanding your financial statements. #5 - Not having systems and processes for everything. #6 - Not being focused on anything but the sales number.  #7 - Not delegating. You can't wear all the hats! #8 - Not knowing if you're actually a profitable company. #9 - Not having a mentor. #10 - Not staying on top of recruiting, training, and retention. I summarize a few more bonus “top mistakes”  to avoid when you want to be a successful roofing contractor. Do you have any questions? I would love to hear from you!   Resources: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Find Out How Ruby Receptionists Can Help Bring In Leads!! Or Call Ruby at (844) 326-7829 Check out their app!

    253: How To Close Out Jobs For Maximum Profit with Dave Sullivan

    Play Episode Listen Later Dec 10, 2021 26:40

    Why is it that the last 20% of a roofing job takes 80% of the time? Sometimes you just can't get it closed out. The punch list that gets longer with every inspection. Materials are on back order. A sick employee slows things down. Whatever it is, it means you're not getting your final payment and your customer is getting impatient. Today I talk about the 13-step process we used at my company to get in and out of a project and maximize our profits. You'll learn about the checklist we used to have, a zero punch list, and how we got all of our invoices paid. You'll also hear why our customers were happy to give us a 5-star review and refer us to all their neighbors. What you'll hear in this episode: One of the show's taglines is “how to make more money and have more free time,” and we covered that in detail back in Episode 62 The problem is that some contractors are so busy that they aren't doing the work and getting the jobs done profitably—that means NOT making more money and NOT having more free time! Why are so many jobs slipping through the cracks and losing our profit? Why does the last 20% of a job end up taking 80% of our time? Getting started with a job means setting the goals, getting 5-star reviews, and getting referrals The-13 Step Process to maximize profits: Review the budget and labor costs Show your appreciation for your work crew Make sure you have all the material to finish Talk to the customer, update them, and talk about final payment Be sure to do radius marketing Set up the pre-job at the next job Do what it takes to be prepared for the next job Have zero punch lists Present the final warranty package Have the system in place to ask for a review Send a handwritten Thank You note Have a post-mortem on each job After two weeks, pick up your job sign and leave a gift with the customer Remember, everyone benefits when you have higher profits and increased sales!   Resources: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Find Out How Ruby Receptionists Can Help Bring In Leads!! Or Call Ruby at (844) 326-7829 Check out their app!

    252: Quit Getting Stiffed: A Guide To Collecting What You're Owed with Karalynn Cromeens

    Play Episode Listen Later Dec 3, 2021 64:29

    In Episode 228, Karalynn Cromeens brought us lots of great tips and strategies on how roofing contractors can avoid contractual issues. Today, we get to hear from her about her latest book, Quit Getting Stiffed: A Texas Contractor's Guide to Collections and Lien Rights.  An expert when it comes to getting paid, Karalynn will be sharing excellent content based on her latest book on how to collect your cash, because if you can't collect your money, you're going to go out of business. So listen in if you're wanting to learn how to make collections go more smoothly in 2022! Karalynn Cromeens is the Owner and Managing Partner for The Cromeens Law Firm, PLLC, in Houston, Texas. She is well-acquainted with the construction industry and knows the obstacles that contractors are likely to encounter, and she is passionate about protecting the businesses her clients have worked so hard to build. What you'll hear in this episode: Karalynn provides an overview of timelines, liens, and lien rights. What Best Practices look like at Karalynn's firm. What does YOUR collections process look like? She has tips! Things to consider around changing your niche to ensure you have the cash on hand to accommodate future plans. Karalynn addresses the collecting process from insurance companies. Consistency is key! Why you need a price escalation clause in your contract. For a flat fee, Karalynn can draft an 8-page contract that anybody that isn't a lawyer can understand. She will also review a contract that you're signing for somebody else for a flat fee. What you need to know about “walk-offs”. Lien laws for all 50 states can be found at The Subcontractor Institute. How pre-lien rights work. Once a lien is cured, remember to file a lien release. When you have your lien process built into the front end of your collections process, it will help you run a better business, be consistent in your collections strategy, and get paid on time, because being the squeaky wheel, you're going to get paid first.   Connect with Karalynn:  Website LinkedIn Instagram Podcast Resources: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Find Out How Ruby Receptionists Can Help Bring In Leads!! Or Call Ruby at (844) 326-7829 Check out their app!    

    251: Insurance vs Retail Sales: How To Sell Both with Becca Switzer

    Play Episode Listen Later Nov 26, 2021 41:58

    I'm pleased to have Becca Switzer from Roof Sales Mastery back on the show with me today. If anyone knows about the sales process, it's Becca. She has tons of direct sales experience and she's mastered the sales art of the storm restoration industry, too. Becca really knows her stuff, and she's ready to share what she knows about increasing your profits when working from the insurance claims side, as well as tips for retail sales right here on the show today. What You'll Hear in This Episode: Becca shares how she started Roof Sales Mastery and the development of the six full programs that she offers. The storm restoration industry differs from retail roofing sales in a number of ways, which Becca details: The leads generation process is different Dealing with the insurance company and getting the damage approved Pricing – everyone uses Xactimate Supplementing – getting the claim where it needs to be There are 3 groups of people, according to Becca: The early adopters The bandwagoners The late adopters Most contractors don't have great sales skills, and if they don't win the “easy” sales, they think they've missed their opportunity. This is the wrong mindset! Xactimate is the only insurance claims estimating software used by the industry. She does not sell it, but she can train you on how to use it! Becca breaks down some supplementary math that will change your life! Becca discusses in more detail the various online programs that she offers and what you'll be hearing at the conventions from her this year. Connect with Becca! Becca's Website Becca's YouTube Channel  Enjoy Listening to These Referenced Episodes: Podcast 33: How to Build a Stellar Sales Team from the Ground Up with Becca Switzer Podcast 171: How to Run a Paperless Roofing Business with Armando Jacox Resources: Check Out My NEW Website:The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Find Out How Ruby Receptionists Can Help Bring In Leads!! Or Call Ruby at (844) 326-7829 Check out their app!  

    250: Start Off 2022 Strong Using This Tool with Me

    Play Episode Listen Later Nov 19, 2021 48:15

    With the 8 steps revealed in this episode, you'll be well on your way to growing a more profitable roofing business and have more free time for what matters the most to you. Listen in as I share with you how to remove the chaos from (and regain control of) your roofing business! What you'll hear in this episode: These 8 steps are based on my FREE, printable 1-Page Business Plan. This is a fantastic tool to plan out your business! #1 - The End: What is your destination? How to plan ahead for when you will exit the business. #2 - The Customer: You can't be everything to everybody, so determine the what, who, where, and why of the customer. #3 -  The Focus: aka “The One Minute Elevator Pitch”, an improvement on the Mission Statement. This accurately describes in about sixty seconds what your company does and what you're about. What problems do you solve? How do you solve them better than your competition? What action do you want the customer to take? #4 - The SWOT: Looking at your business's Strengths, Weaknesses, Opportunities, and Threats. #5 - The Operation: You have to sell work, do work, and keep score (remember that three-legged stool?). #6 - The Process: Creating systems and processes that are necessary to build your company and run it efficiently, not just relying on one or two people, or only you! This is working ON your business, not just working IN it. #7 - The Action: What is the ONE thing that will make the most difference in your business? #8 - The View: What does it look like when you get there? Do you like what you see? Take a step back and look at where you've landed. Be prepared, so that you can enjoy it when you finally get there. If you need help with planning or implementing this strategy, book a FREE business evaluation call with me!   Resources: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Find Out How Ruby Receptionists Can Help Bring In Leads!! Or Call Ruby at (844) 326-7829 Check out their app!

    249: How To Get More Commercial Leads For Your Roofing Business with Nick Peret

    Play Episode Listen Later Nov 12, 2021 51:38

    Nick Peret with Summa Media is an expert in the commercial roofing market and he has an excellent blend of information to share with us today regarding roofing, marketing, and technology trends. Listen in for tips and strategies to help you grow your business by being more efficient, productive, and profitable! What you'll hear in this episode: As Nick explains, Summa Media creates custom solutions for roofing businesses. What we can learn about website design from Nick's own site! Do you know who your ideal customer is? Nick explains how his company successfully niched down. Building relationships should start before you even meet with your clients. Summa Media partners with experts in other areas of the roofing industry to help bring you the best possible customer experience. Book a FREE strategy call with Nick!     Connect with Nick! On LinkedIn On Summa Media Resources: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Find Out HowRuby Receptionists Can Help Bring In Leads!! Or Call Ruby at (844) 326-7829 Check out their app!        

    248: Everything Roofing Contractors Need To Know About the COVID Mandate with Philip Siegel

    Play Episode Listen Later Nov 5, 2021 75:26

    Attorney Philip Siegel with the Atlanta law firm Hendrick, Phillips, Salzman, and Siegel, is my returning guest for today's show. If you didn't know, they specialize in working with construction companies all over the country, and they are who I've personally used for many years. In this episode, Philip will be discussing what you need to know regarding one of the hottest topics of the day: the COVID mandate. We also get updated on some legal issues we've covered in other episodes where Philip has been a guest. Stay on top of these timely issues with this illuminating conversation! What you'll hear in this episode: Managing risk on the front end is a common trait among Hendrick, Phillips, Salzman, and Siegel's ideal clients. Philip recounts some of his most recent speaking engagements. Philip will be addressing OSHA issues at the 2022 International Roofing Expo in New Orleans. Dave and Philip bring us up to date on some legal topics from past episodes. Why you need to be consistent about good business practices. What does your company culture look like? Philip addresses the COVID mandate.   Connect with Philip! Philip's Website Philip's Email Philip's Phone # (404) 469-9197 Suggested Episodes: 189: How to Escape These 10 Killer Contract Clauses with Philip Siegel 153: Why You Must Have An Up-To-Date Employee Manual with Philip Siegel 114: How to Prevent Employee Poaching By Your Competitors with Philip Siegel 84: The Hidden Dangers Of Using Independent and Sub Contractors with Philip Siegel Resources: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Find Out How Ruby Receptionists Can Help Bring In Leads!! Or Call Ruby at (844) 326-7829 Check out their app!    

    247: How To Build A Brand That Matters with Joel Patzke

    Play Episode Listen Later Oct 29, 2021 61:10

    Today's guests may have only been in the roofing business for a short time, but they really have a lot to offer in today's conversation around building a brand, building a service organization, and the reason why their business model has worked just as well in the roofing business as it did for them in the hospitality industry.   Joel Patzke and his wife, Laura, are owners of TrueWorks Roofing, and they share the fascinating story behind their industry transition and what they've learned that can help you in building your own business out. What you'll hear in this episode: Joel and Laura searched out an industry that was needing service improvement, and roofing was it! Joel discusses his company's service niches, and how different marketing principles apply for each niche. Laura addresses differentiating yourself from the competition. The pain points and learning curves they experienced along the way. “Build day” - here's a great tip to let your client's neighbors know about you and your work! Joel shares how his company has raised its level of customer service. Joel describes company culture. Women in roofing sales is an often-overlooked opportunity.   Connect with Joel: On LinkedIn On Website Joel's email: joel@trueworksroofing.com Laura's email: laura@trueworksroofing.com Resources: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Find Out How Ruby Receptionists Can Help Bring In Leads!! Or Call Ruby at (844) 326-7829 Check out their app!     

    246: How To Build Your Sales Dream Team with Adam Bensman

    Play Episode Listen Later Oct 22, 2021 49:11

    In order to grow a solid and profitable roofing business, you're going to need salespeople that can get out there and produce for you. My guest today is Adam Bensman, an expert when it comes to helping salespeople and sales teams reach peak performance. Adam is also known as The Roof Strategist, and he has a podcast with the same name and a YouTube channel, as well. On today's show, we'll be talking about where to find the right kinds of salespeople, how to attract them, and what it takes to build a team of A-players. Listen in, I think you're going to find this conversation very helpful! What You'll Hear in This Episode: Consider your goals, as Adam explains. What the average sales should be per rep, per year, conservatively, according to Adam. Before you begin hiring, you need a clear plan for what that salesperson will be responsible for. Adam discusses the options for paying your salespeople. Financial models must be run to maintain your profitability and your financial health in order to stay in business, serve customers, and grow. Have transparency with your team on when and how they will get paid. Adam details how to find great salespeople and the common mistakes made in the hiring process. Adam shares how he breaks down training into three categories. Most sales reps waste 80% of their time because they were never shown the most effective and most profitable way to sell by following a proven system. Accountability is necessary in managing the team for the retention of performance. Ideas for having great sales meetings. Thinking fast on your feet is the most valuable skill in sales.   Connect with Adam! The Roof Strategist Adam's sales training includes a 120+ video library for storm and retail roofers! Adam's YouTube Channel Adam's Email The Roofing Sales Connection – for sales opportunities Resources: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Find Out How Ruby Receptionists Can Help Bring In Leads!! Or Call Ruby at (844) 326-7829 Check out their app!  

    245: Stop Leaving Money On The Table with Alena Wilson

    Play Episode Listen Later Oct 15, 2021 46:05

    If you're in the storm restoration business (or you just want to hear more about it), have I got an interview for you! Today's guest is not only in the same “Construction Consultants Master Mind” group as I am, but she is the owner and CEO of XM8 Mastery, a company that teaches roofing contractors how to use the Xactimate software to maximize their insurance supplements and manage their retail estimates.  Be sure to listen to this conversation with Alena Wilson. There's a lot to learn here! What you'll hear in this episode: 85% of insurance companies that are writing checks for any roofing or exterior jobs are using Xactimate. Alena details the functionality of the Xactimate software program. The software training consists of two main components: 1) how to use the software and 2) how to overcome any objections or roadblocks from the adjuster. Alena discusses the pros and cons of bringing estimating in-house. Underpaid claims: How much money are YOU leaving on the table? When you understand how the insurance process works, you can advocate better on the homeowner's behalf and they will also go to bat for you in case of adjuster objections. Tips for contractors working in the restoration industry. Alena gives an overview of her training program.   Connect with Alena: On LinkedIn On YouTube XM8 Mastery  Referenced Website: https://www.trueworksroofing.com/ Resources: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Find Out How Ruby Receptionists Can Help Bring In Leads!! Or Call Ruby at (844) 326-7829 Check out their app!  

    244: How To Improve Your Sales Process with Kyle Hunt (Part 2)

    Play Episode Listen Later Oct 8, 2021 40:27

    The easiest way to generate more revenue is to increase your close rate. In Part 2, 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! What you'll hear in this episode: The wisdom of having a business coach Reverse engineering what you're trying to accomplish Initial Phone Call is under-valued Making a good first impression Everyone you know is an opportunity to close new business Every dollar spent on marketing should be held accountable Increasing your closing rate Organizing your sales pipeline – old school or new school, just do it Know your numbers! Fewer presentations mean you'll have more free time Hacking at the leaves or striking at the roots Tracking where your leads are coming from You make better business decisions when you have the data Following up! Equal parts organization, creativity, tenacity Selling the way you like to be sold How can you follow up without using the words “follow up”? Following up with something of value Getting past your fear Don't discount texting as a valid way of follow up communication Test and try new things Take action and implement Dead leads tactic: the 10-word email that can turn things around!   Did you miss Part 1 with Kyle? 242: How To Improve Your Sales Process with Kyle Hunt (Part 1) Connect with Kyle! Remodel Your Marketing Remodelers Community – Facebook Page Remodelers on the Rise Podcast Kyle's Email Resources: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Find Out How Ruby Receptionists Can Help Bring In Leads!! Or Call Ruby at (844) 326-7829 Check out their app!      

    243: How To Streamline Your Roofing Business with Armando Jacox

    Play Episode Listen Later Oct 1, 2021 58:19

    If you're not making the money that you should be making as a roofing contractor, if your business is chaotic and you feel like you're putting out fires all day long, if you're wearing all the hats - then what my guest, Armando Jacox, shares with us today is going to help you become more profitable, more organized, and free up your time to do the things that you want to do. Armando is the President of Foothills Roofing & Exteriors in Colorado and the host of the Roofing It! Podcast. He has successfully streamlined the processes in his business and you'll be able to learn a lot from the tips he divulges during our conversation! What you'll hear in this episode: Armando reveals the reason why he decided to go into business for himself. The importance of forecasting your cash flow. The reason that 80% of contractors will go out of business within their first 5 years. Armando addresses sales, marketing, and building relationships. The 3 things that Armando has used to build a strong marketing presence for his company. “The best CRM is the one that you'll use.” Tips on how to improve your production. Secure good reviews by providing a great client experience. Follow your passion and love what you do, every day!   Connect with Armando: On his Website On LinkedIn Foothills Roofing & Exteriors Friend request him on Facebook! Did You Miss This Episode with Armando? 171: How To Run A Paperless Roofing Business with Armando Jacox Referenced Episodes: 236: How To Close Out Jobs For Maximum Profit with Dave Sullivan 233: What to Do When You Have Too Many Leads with Brian Javelin Referenced Website: Check out this roofing website as an excellent example of how they pre-qualify clients! And don't miss their "About" employment page! Resources: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Find Out How Ruby Receptionists Can Help Bring In Leads!! Or Call Ruby at (844) 326-7829 Check out their app!        

    242: How To Improve Your Sales Process with Kyle Hunt (Part 1)

    Play Episode Listen Later Sep 24, 2021 55:40

    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! What you'll hear in this episode: 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 mind-set 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 An appointment confirmation email and what it should contain Be willing to try new things! Connect with Kyle! Remodel Your Marketing Remodelers Community – Facebook Page Remodelers on the Rise Podcast Kyle's Email Resources: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Find Out How Ruby Receptionists Can Help Bring In Leads!! Or Call Ruby at (844) 326-7829 Check out their app!

    241: How To Implement This Software That Runs Your Roofing Business For You with Adam Sand

    Play Episode Listen Later Sep 17, 2021 59:21

    We all want systems and processes that make our day-to-day operations run more smoothly, but not many of us are experts at getting it all put in motion. One of the new services that today's guest offers is helping to set up SumoQuote for contractors. As someone who has experienced first-hand the dramatic difference in his business when it comes to actually implementing these processes, Adam Sand is passionate about helping others to do the same. As the owner of Roofing Business Partner, Adam is a Certified SumoQuote implementation partner, and he is also a partner at Sargeant's Roofing in Edmonton, Canada and he'll be sharing with us how contractors can benefit from his experience and get so much closer to the business and family dreams that they've been working so hard to achieve. What you'll hear in this episode: My tips on outsourcing! Adam shares how he became a SumoQuote implementation partner while being a successful roofing contractor. Differentiating yourself from the competition allows you to raise your prices and improve your close rate. Adam covers the great features of SumoQuote and the role that Roofing Business Partner plays. Adam explains Measurement Tokens. Clients don't want to buy the cheapest shingles, they want to work with the right people! SumoQuote can also be used as your CRM. Adam reveals the most under-utilized feature of SumoQuote. Here's what happens when you don't control the proposal. Adam details what is included in your SumoQuote package.   Connect with Adam! Roofing Business Partner - SumoQuote (Your 10% off discount code is "roofershow") Sargeant's Roofing Referenced App: POWRLINE App Referenced Episodes: Podcast 216: Sell More Jobs in Less Time with This Awesome Tool with Ryan Shantz Podcast 235: How to Automate Your Sales Process for Your Roofing Business with John DeLaurier Resources: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Find Out How Ruby Receptionists Can Help Bring In Leads!! Or Call Ruby at (844) 326-7829 Check out their app!  

    240: Are You Making Enough Money In Your Roofing Business?

    Play Episode Listen Later Sep 10, 2021 19:00

    Hey everybody, it was a short week so I just recorded a few random thoughts about growing a more profitable roofing business. You'll definitely want to give this a listen. I'll be back next week with a new interview!   Resources: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Find Out How Ruby Receptionists Can Help Bring In Leads!! Or Call Ruby at (844) 326-7829 Check out their app!  

    239: 5 Actions You Need To Take In Your Roofing Business Now

    Play Episode Listen Later Sep 3, 2021 40:50

    The good, the bad, and the ugly: On today's episode, I'll be sharing my experiences with being a successful roofing contractor from that least favorite (but very effective) educator of ours: the school of hard knocks. I also cover some of the most common problems that my coaching clients encounter. Learn how to avoid these pitfalls so that you can build a sustainably profitable roofing business! What you'll hear in this episode: Why you must FIRST take a look at your financials. Polish up your sales skills. The importance of having systems and processes in place (from start to finish) when you're doing a job. Know ALL of your costs associated with each job. Run your business by the numbers. Can your business run without you? This is what a profitable business in the roofing industry looks like: A 10% salary for the owner and a 10% net profit. Are you paying yourself a salary? Commercial vs. residential: Where are you making your money? What about overhead? Devise a strategic plan for how you want to niche your work. Do you need one-on-one coaching? I'm here to help! Contact me here and let's get to know each other over a FREE one-hour call.   Resources: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Find Out How Ruby Receptionists Can Help Bring In Leads!! Or Call Ruby at (844) 326-7829 Check out their app!    

    238: Learn How This Roofing Contractor Grew His Business To $18 Million In 4 Years with George Boudreaux

    Play Episode Listen Later Aug 27, 2021 83:54

    If contractors think they can't leave business behind to take their family on a two-week vacation, that just means they don't have their systems and processes in place, yet. Today's guest is a regular listener to the podcast and someone I've stayed in touch with over the last few years. If you're a roofing contractor who's interested in hearing from another roofing contractor about what's working and not working for them in business, you're really going to enjoy my conversation with George Boudreaux. I think you'll come away with some great ideas about how to get your own systems and processes in place so that your company can run successfully without you being there, giving you more time to do the things that matter to you. What you'll hear in this episode: George relates how he got into the roofing business. Once you define your goals, you can start implementing systems and processes to help you get there. Why you must have a mechanism for measurement. George shares what success means to him. In order to scale your business, not only do you have to have your processes down, but you have to have the right team members. The best way to deal with pain points. Getting help from people who have been there will help make you a better leader and a better business person. What is YOUR sweet spot? George discusses the challenges he encountered when he started expanding into different markets. George addresses what he'd like to see over the next five years. Exit plan: Do you have one?   Connect with George! Email Website Facebook Referenced Website:  Get More Reviews Resources: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Find Out How Ruby Receptionists Can Help Bring In Leads!! Or Call Ruby at (844) 326-7829 Check out their app!    

    237: How To Set Up Your Financials The Easy Way with Diane Gilson

    Play Episode Listen Later Aug 20, 2021 65:28

    To run a profitable roofing business, you have to understand the basics of accounting and the basics of setting up your financial system. In this episode, I discuss with my go-to accounting expert, Diane Gilson, the easiest way to do just that! Diane Gilson created Info Plus(+) Accounting® In 1994 to help business owners establish job-cost accounting systems so they can access critical day-to-day operations data using QuickBooks as their primary management accounting tool. Diane's passion is designing, customizing, and upgrading accounting systems and financial controls for small to mid-sized construction and manufacturing companies. What you'll hear in this episode: Re-organize the Chart of Accounts so that it provides more meaningful and useful information Construction businesses fail when owners don't charge enough money because they don't understand their costs The Chart of Accounts is your accounting system foundation Understanding direct costs Above and below the line and why it's important to get this right Consistency is necessary to do comparisons of estimates vs. actuals How to keep your Chart of Accounts simple Having a consistent cash flow allows you to take a regular salary Net profit is NOT part of your salary, it is money that you'll be reinvesting into the business Diane has created a Building Your Chart of Accounts Class! Why you shouldn't ignore your balance sheet   Diane's Resources: Diane's Website: Build Your Numbers Building Your Chart of Accounts Class Remodeling Your QuickBooks Chart of Accounts Time Tracking and (Job-Costing) Payroll Class Resources: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Find Out How Ruby Receptionists Can Help Bring In Leads!! Or Call Ruby at (844) 326-7829 Enjoy These Other Podcast Episodes Featuring Diane Gilson: 77: The Cost of Chaos: What's It Costing Your Company with Diane Gilson 112: How To Calculate Your True Labor Burden And Why It Matters With Diane Gilson 105: Increase Your Profit With Effective Job Costing Reports With Diane Gilson

    236: How To Close Out Jobs For Maximum Profit with Dave Sullivan

    Play Episode Listen Later Aug 13, 2021 26:40

    Why is it that the last 20% of a roofing job takes 80% of the time? Sometimes you just can't get it closed out. The punch list that gets longer with every inspection. Materials are on backorder. A sick employee slows things down. Whatever it is, it means you're not getting your final payment and your customer is getting impatient. Today I talk about the 13-step process we used at my company to get in and out of a project and maximize our profits. You'll learn about the checklist we used to have, a zero punch list, and how we got all of our invoices paid. You'll also hear why our customers were happy to give us a 5-star review and refer us to all their neighbors. What you'll hear in this episode: One of the show's taglines is “how to make more money and have more free time,” and we covered that in detail back in Episode 62 The problem is that some contractors are so busy that they aren't doing the work and getting the jobs done profitably—that means NOT making more money and NOT having more free time! Why are so many jobs slipping through the cracks and losing our profit? Why does the last 20% of a job end up taking 80% of our time? Getting started with a job means setting the goals, getting 5-star reviews, and getting referrals The-13 Step Process to maximize profits: Review the budget and labor costs Show your appreciation for your work crew Make sure you have all the material to finish Talk to the customer, update them, and talk about final payment Be sure to do radius marketing Set up the pre-job at the next job Do what it takes to be prepared for the next job Have zero punch lists Present the final warranty package Have the system in place to ask for a review Send a handwritten Thank You note Have a post-mortem on each job After two weeks, pick up your job sign and leave a gift with the customer Remember, everyone benefits when you have higher profits and increased sales!   Resources: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Find Out How Ruby Receptionists Can Help Bring In Leads!! Or Call Ruby at (844) 326-7829 Check out their app!  

    235: How To Automate Your Sales Process For Your Roofing Business with John DeLaurier

    Play Episode Listen Later Aug 6, 2021 67:39

    Today's guest is a coaching client I'd like to introduce you to. I recently devoted two episodes (Part 1 & Part 2) to go over a recent coaching session I had with him and I was impressed at how he really had his sales process dialed in.  John DeLaurier is a successful roofing contractor from Georgia and in this episode, we'll be covering how to close more deals. John has developed a game-changing app that automates the follow-up process, thereby helping you close more deals and doing it in less time! I think you're really going to get a lot out of this insightful conversation! What you'll hear in this episode: John discusses the inspiration behind the software that he's been developing for two years. The difference between John's software and similar products on the market is that his software allows team usage. SumoQuote and JobNimbus are two products that have helped John stay organized and have helped to differentiate his business from the competition. Niching down has been a great business decision for John. John talks about the marketing strategies that have and have not worked for him. What makes a good CRM? Whatever you and your team members will use! Why having a good lead flow is so important. How John pre-qualifies his clients. This episode with Diane Gilson opened John's eyes to what it really means to hire a W-2 employee. John found the book Your World-Class Assistant by Michael Hyatt so helpful that he made it required reading by his virtual assistant. John reveals his business-differentiating secret. You have to know your numbers! John shares more details about his software and how it automates the follow-up process, including getting 5-star reviews! Interested in learning how it can help your business? Explore  https://powrlineapp.com and join the waitlist!   Resources: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find Out How They Can Help Bring In Leads!! Or Call Ruby at (844) 326-7829 Check out the app!! My Listeners Get a 21-Day Money-Back Guarantee!

    234: How To Sell And Other Random Thoughts with Tom Reber

    Play Episode Listen Later Jul 30, 2021 61:02

    Today's guest is who I send my own coaching clients to when they need help learning how to sell. Tom Reber is the host of The Contractor Fight Podcast and Co-Founder of the Contractor Sales Academy, and we cover a variety of industry-centric topics in this conversation. Listen in for some great nuggets of information! What you'll hear in this episode: Tom shares all the great benefits you can expect by attending the upcoming Mile High Profit Summit: Profit-driven sessions by leading industry experts Networking opportunities Meeting The Contractor Fight team Enjoying the Rocky Mountains When using a coach to get you on track, it's essential to implement the steps of the business plan in order to get where you're wanting to go. Tom shares how his business habits at one point strained his family and business relationships, as well as his bank account, and how he resolved to never get to that place again. Scaling your business only happens when you're profitable. If you can't afford to hire someone, then you're not selling with the right margins. The $100k Contractor, explained. Tom drills down into more of the great features you'll experience at the Mile High Profit Summit! Come meet me at the IRE Roof Expo in Las Vegas on August 11! I'll be in the AltaVista Strategic Partners booth #3105 from 3:00 – 4:30 and would love to sit down and hear about your business. Text me at 510 612-1450 and I'll give you the details!   Connect with Tom! Tom Reber's Podcast: The Contractor Fight Contractor Sales Academy Learn More About the Mile High Profit Summit: September 22-24, 2021  Doubletree by Hilton Hotel Denver, Colorado Resources: 22: How to Sell Your Roofing Services with Tom Reber Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find Out How They Can Help Bring In Leads!! Or Call Ruby at (844) 326-7829 Check out the app!! My Listeners Get a 21-Day Money-Back Guarantee!

    233: What to Do When You Have Too Many Leads with Brian Javelin

    Play Episode Listen Later Jul 23, 2021 58:09

    My friend, Brian Javelin from My Online Toolbox, returns to the show, and he shares a natural cause-and-effect that he sees with his clients. When you're doing your marketing correctly, you can have too many leads! And the number one problem that these contractors are experiencing right now is managing unrealistic expectations from those prospects.  Listen in to our conversation as Brian shares how to not get overwhelmed with too many leads, and what to do if you need more leads, as well. He has lots of great information and tips to share with all of us today! What you'll hear in this episode: My Online Toolbox is specifically designed for the construction industry, both residential and commercial, and helps companies with all phases of their marketing: education, strategy, and implementation. Brian explains how he helps contractors build a brand with the target of getting sustainable, long-term quality leads over a period of time. Brian shares why his business exploded during the coronavirus event. One of the biggest challenges for a business owner is being too busy, but remember to always be thankful for the work! Tips and strategies on how to manage the expectations of your prospective clients. A good marketing strategy will provide you with consistent, quality leads for the long run. If you're a good craftsman, you'll be in high demand. Stay true to your client base who allowed you to become who you are. You're the one who sets the expectations, so always be truthful. Brian discusses more about what My Online Toolbox has to offer. Come meet me at the IRE Roof Expo in Las Vegas on August 11! I'll be in the Alta Vista Strategic Partners booth #3105 from 3:00 - 4:30 and would love to sit down and hear about your business. Text me at 510 612-1450 and I'll give you the detail!   Connect with Brian! My Online Toolbox My Online Toolbox on Facebook My Online Toolbox on YouTube Brian's LinkedIn Brian's FREE Online Education Series! If you fill out Brian's Contact Form for the Basic Online Class, be sure to mention that you heard about it on The Roofer Show Podcast! Resources: Come meet me at the IRE Roof Expo in Las Vegas on August 11! I'll be in the Alta Vista Strategic Partners booth #3105 from 3:00 - 4:30 and would love to sit down and hear about your business. Text me at 510 612-1450 and I'll give you the detail! 221: A Simple Plan For Getting More Quality Leads with Brian Javelin Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find Out How They Can Help Bring In Leads!! Click here and use the code Roofer50 for a special $50 discount! https://www.callruby.com/roofershow Or Call Ruby at (844) 326-7829 Check out the app!! My Listeners Get a 21-Day Money-Back Guarantee!

    232: How to Become A Wealthy Contractor with Brian Kaskavalciyan

    Play Episode Listen Later Jul 16, 2021 58:14

    Sales and marketing are a vital part of any industry, and believe it or not, especially construction. Today's guest, Brian Kaskavalciyan is the founder of the gFour Marketing Group and has been in the home improvement industry for decades. Brian is also the host of the Wealthy Contractor Podcast, as well as the author of The 7 Secrets to Becoming a Wealthy Contractor. In this episode, Brian reveals those 7 secrets, as well as what to do once you get customers, how to maintain those relationships, and how to get repeat business. Brian also discusses how to shift your mindset to attract success and maintain control of your life and business. Listen in for an abundance of tangible advice on how you can become a wealthy and successful contractor. What you'll hear in this episode: Brian shares how he got started in home improvement gFour is a system that helps businesses maintain and interact with customers Reviews are vital to selling your services and Brian shares his strategies to get more reviews Many construction jobs are getting postponed or canceled as a result of COVID but there are various different opportunities available for business owners during this time of uncertainty Why marketing is more important now than ever Finding ways to bring your customers more value following this pandemic will make prices irrelevant Brian shares his 7 secrets to becoming a wealthy contractor Identify what it would take to live your ideal lifestyle and run your business aligned with your vision It's important to take complete responsibility for everything that happens in your life and business in order to not give your control to outside forces No matter what industry you're in, all business should be looked at as a sales and marketing business Having thoughts of abundance and increase are necessary to create healthy habits and cultivate success   Contact Brian: For your copy of The 7 Secrets to Becoming a Wealthy Contractor Brian's Website Links: Download My FREE 1-Page Business Plan! Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** Please Share My Podcast With Other Contractors! FREE Evaluation! I will also work with you one-on-one. Contact Me HERE to Get Started! THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find Out How They Can Help Bring In Leads!! Click here and use the code Roofer50 for a special $50 discount! https://www.callruby.com/roofershow Or Call Ruby at (844) 326-7829 Check out the app!! —-> My Listeners Get a 21-Day Money Back Guarantee

    231: 8 Sales Mistakes Roofing Contractors Make with Dominic Rubino

    Play Episode Listen Later Jul 9, 2021 50:08

    Contractors are really good at what they do, but when it comes to sales, it is just another skill that contractors should be learning. Since nothing happens until somebody sells something, today's show is going to be all about how to sell. My guest, Dominic Rubino, details the common sales mistakes that roofing contractors make. Knowing what to avoid will enable you to polish your sales skills and provide a professional experience to your customers that will help you to secure repeat and referral business. Dominic Rubino is the host of Profit Toolbelt Podcast and is a business coach for contractors. What you'll hear in this episode: How to know and understand your sales numbers. Contact me to set up a 30-minute call to learn more! Dominic also uses Ruby Receptionists and appreciates their professional services. The selling process is like doing a roof: There's a certain way to do it, and there's a certain way to do it right. “You don't have to be great at selling, you have to be great at following your own process.” – Dominic The 8 sales mistakes roofing contractors make: You skipped the 20-minute pre-meeting. You didn't show up on time, as promised. You forgot to make a light social media touch before that first face-to-face meeting. You didn't get all of the decision-makers to the sales meeting. You did your presentation without everybody sitting down. You forgot to have the paperwork ready. You did more talking than listening. You forgot to ask for the business. Dominic explains why you need to say this within the first 30 seconds of doing the on-site visit: “We'd be proud to do another home like yours.” Sales is a skill that you learn that will help you grow your business and make more money. It will also enable you to have more free time to do the things you want to do.   Connect with Dominic: Profit Toolbelt – FREE Downloads! Profit Toolbelt Podcast Dominic's LinkedIn Resources/Links: Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find Out How They Can Help Bring In Leads!! Click here and use the code Roofer50 for a special $50 discount! https://www.callruby.com/roofershow Or Call Ruby at (844) 326-7829 Check out the app!! My Listeners Get a 21-Day Money-Back Guarantee! Enjoy This Other Episode: Podcast 171: How to Run a Paperless Roofing Business with Armando Jacox

    230: An Interview With My Business Coach For 20 Years with Rick Dutmer

    Play Episode Listen Later Jul 2, 2021 65:24

    I'm so excited to bring you this interview today. Rick Dutmer is my old business coach that helped me build my roofing company over the course of thirty years into an extremely profitable business so that I was later able to successfully exit and do the things that I wanted to do in life. When I first hired Rick, I was really struggling and wearing all the hats in the business. I knew there was a better way, and Rick was the one that helped guide me through it all, and it started with building a business plan that set me up with a saleable business. Today you'll hear all about how to build a profitable business that will support you and your family with a great lifestyle, how to build a valuable business that you can sell when you're ready to retire, and so much more. What Rick did for my roofing business, I can do for yours. Have you downloaded my FREE 1-Page Business Plan, yet? What you'll hear in this episode: Rick shares how his business background has helped contractors improve their own businesses. Rick provides an overview of the process he used in helping Dave build his business plan. While building your business up, always be thinking about the horizon! This is when business goals transition to more of a business/personal goal. You have a strategy for growing your business and for growing your people. What's your strategy for exiting? Rick addresses the main reason that contractors go out of business. “Profit thrills, volume kills” Building a business that has saleable value depends on your goals. You must have a strong team that will continue the business beyond you or your generation. Rick's recommendations around selling if/when you decide to exit. Roll-ups: the good, the bad, and the ugly.   Connect with Rick! Email: rdutmer@duadllc.com Resources / Links: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find Out How They Can Help Bring In Leads!! Click here and use the code Roofer50 for a special $50 discount! https://www.callruby.com/roofershow Or Call Ruby at (844) 326-7829 Check out the app!! My Listeners Get a 21-Day Money-Back Guarantee!  

    229: The #1 Tactic To Increase Profits Today with Dave Sullivan

    Play Episode Listen Later Jun 25, 2021 49:10

    Thankfully, business is booming again and everyone has plenty of work these days! Today,  I share with you how to increase your profits so that you're not one of the 80% of contractors who go out of business within the first five years. The secret is NOT in getting more leads, it's in keeping up with your gross profit margin. Listen in as I help break it down for you, and share my process for the all-important mid-year review. This will help you see where you stand financially and figure out how to finish off the year more profitably. What you'll hear in this episode: The gross profit margin is the #1 thing you should be looking at. Your sales for each job, minus your direct costs (labor, materials, permits, etc.) is how you figure your gross profit margin. Your rent payment, truck payment, cell phone, and employees are examples of your overhead expenses. You should also be paying yourself a 10% salary as an overhead item! Your gross profit margin covers these overhead expenses, INCLUDING your salary. Running a good business means paying your overhead expenses and reinvesting into the business with your net profit. Hiring great team members and investing in a focused marketing program are two excellent examples that get great results. I teach the business end of the roofing business. Are you looking for a coach? This is also a great way of reinvesting into your business. If your close rate is about 50%, you're not charging enough money. Differentiate yourself by adding value and you can sell your work for higher prices. My overview of the mid-year review: get everyone involved! And start by dusting off your 1-Page Business Plan. Start at the end and reverse engineer: what's your destination? Take a hard look at the kind of customers we want to do business with. Focus down on the elevator pitch. SWOT (Strengths, Weaknesses, Opportunities, and Threats) Operations: sell work, do work, and keep score. Having systems and processes in place that aren't reliant on you. Action - what's the one thing that will make the biggest impact on your business? The view. Keep an eye on what I've detailed and make your adjustments along the way. You'll be able to grow your business, make more money, and have more free time. Don't forget to enjoy the journey!   Resources / Links: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find Out How They Can Help Bring In Leads!! Click here and use the code Roofer50 for a special $50 discount! https://www.callruby.com/roofershow Or Call Ruby at (844) 326-7829 Check out the app!! My Listeners Get a 21-Day Money-Back Guarantee!

    228: Quit Getting Screwed with Karalynn Cromeens

    Play Episode Listen Later Jun 18, 2021 55:56

    If you're like most of us and have ever been screwed over by a general contractor or a building owner (often through no fault of our own), or even if you haven't, but would like to avoid contractual issues altogether, then you'll enjoy the topic of today's conversation! My guest, Karalynn Cromeens, has written a great book that we'll be discussing today: Quit Getting Screwed: Understanding and Negotiating the Subcontract. Listen in for tips and strategies that you can use right now! Karalynn Cromeens is the Owner and Managing Partner for The Cromeens Law Firm, PLLC, in Houston, Texas. She is well-acquainted with the construction industry and knows the obstacles that contractors are likely to encounter, and she is passionate about protecting the businesses her clients have worked so hard to build. What you'll hear in this episode: Karalynn explains how she has been involved in the construction industry from a young age. Contracts are written with negotiation in mind. Karalynn shares tips around some of the biggest problems that contractors face: How detrimental the “Pay when paid” clause is Not having a contract at all Once you sign a contract, you're on the hook to do the work. There are consequences if you walk the job. Change orders Personal guarantees Progress / milestone payments Retainage Lien rights Arbitration Using subcontractors For a flat fee, Karalynn can draft an 8-page contract that anybody that isn't a lawyer can understand. She will also review a contract that you're signing for somebody else for a flat fee. To have a successful transaction in the construction industry, you have to be clear on expectations. Karalynn's firm has a flat-fee collection service for all states that includes the collection of liens.   Connect with Karalynn: Website LinkedIn Instagram Podcast Resources / Links: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find Out How They Can Help Bring In Leads!! Click here and use the code Roofer50 for a special $50 discount! https://www.callruby.com/roofershow Or Call Ruby at (844) 326-7829 Check out the app!! My Listeners Get a 21-Day Money-Back Guarantee!

    227: Listen In On This Coaching Call And Learn His Sales Process (Part 2)

    Play Episode Listen Later Jun 11, 2021 38:40

    John is a new coaching client of mine, and has he really got it dialed in! He's a residential contractor from Georgia, and today, I want to share the second part of this excellent conversation with you, with his prior permission, of course. Last week, we heard about his sales process, which is the first leg of my 3-legged stool analogy: you have to sell the work, you have to do the work, then you have to keep score. Today, you're going to hear about his work process and how he keeps up with his numbers. John is a testament to how the roofing business can provide you with a great lifestyle when you get it all set up correctly. You're not going to want to miss the second part of this coaching call! What you'll hear in this episode: The benefits of having virtual assistants. John describes how he is training a production manager to fine-tune his handoff process. “The Perfect Ten” checklist. John downloaded and used my FREE 1-Page Business Plan. Have you downloaded yours yet? John breaks down his review process. As John explains, they triple-check their work and he has a “Profit First” professional who does their bookkeeping, as well as an accountant who is familiar with the Profit First philosophy. JobNimbus is used for a pre-job budget for each job. John details how he tracks gross profit and margin. John shares his top takeaways from the coaching call. The importance of having life insurance and disability insurance. It's time for a mid-year review! How has your year gone? How can it improve? Set up a call with me at The Roofer Coach!   Resources / Links: Part 1: Listen In On This Coaching Call And Learn His Sales Process Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find Out How They Can Help Bring In Leads!! Click here and use the code Roofer50 for a special $50 discount! https://www.callruby.com/roofershow Or Call Ruby at (844) 326-7829 Check out the app!! My Listeners Get a 21-Day Money-Back Guarantee!

    226: Listen In On This Coaching Call And Learn His Sales Process

    Play Episode Listen Later Jun 4, 2021 60:03

    John is a new coaching client of mine, and has he really got it dialed in! He's a residential contractor from Georgia, and I want to share this excellent conversation with you, with his prior permission, of course. Today, you're going to hear about his sales process and how he manages to run a successful business as a solopreneur. John is a testament to how the roofing business can provide you with a great lifestyle when you get it all set up correctly. You're not going to want to miss this! What you'll hear in this episode: John lays out his team structure. By using my 3-legged stool principle (sell work, do work, keep score) as a guideline, John was able to create five major tasks for each role within his company. John utilizes the services of Ruby Receptionists, which also happens to be The Roofer Show sponsor! Using a checklist to pre-qualify your leads allows you to determine who you want to work with. John handles all of the sales. SumoQuote and JobNimbus helps him to write his estimates and differentiates him from his competition. Having his systems and processes in place allows John to spend more time with his family. John downloaded and used my FREE 1-Page Business Plan. Have you downloaded yours yet? Be willing to learn something new every day. John gives an overview of his leads generation process. John is a big believer in getting reviews! Marketing tips, courtesy of John. John discusses his sales and follow-up processes, and close ratios. NEXT WEEK: The second part of my conversation with John, where he covers the hand-off to production, and how he keeps up with his numbers. Resources / Links: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find Out How They Can Help Bring In Leads!! Click here and use the code Roofer50 for a special $50 discount! https://www.callruby.com/roofershow Or Call Ruby at (844) 326-7829 Check out the app!! My Listeners Get a 21-Day Money-Back Guarantee!

    225: The Marketing Tips Every Contractor Should Be Using Now with Aaron Hockel

    Play Episode Listen Later May 28, 2021 55:47

    In today's episode, I'm joined by Aaron Hockel from AltaVista Strategic Partners, a company that specializes in helping roofers implement goal-oriented marketing plans.  Aaron is a digital marketing expert who has been on the show a number of times, and he always brings with him the latest strategies, marketing tips, and best practices for roofing contractors. His interviews never disappoint, so if you're looking for fresh ideas and inspiration for growing your business, listen in to our conversation! What you'll hear in this episode: AltaVista is a full-service marketing agency that partners with contractors, with roofing contractors a major part of their client base. Aaron details how to take advantage of the tools that are readily available to you. Reviews build a client's confidence in your business. Here are tips on how to get more! Ideas for using SEO to improve your online visibility. Remember that effort and consistency pay off! Aaron provides an overview of Google's new ranking factor, “Core Web Vitals.” Aaron shares some of the marketing strategies that AltaVista uses for its clients. Knowing who your ideal client is (and why) assists in getting you qualified leads. Connect with Aaron! Aaron's Website Aaron's Facebook Aaron's Twitter @AltaVistaSP Aaron's Email: aaron@altavistasp.com Did You Miss These Episodes with Aaron? #94 - Why You Need To Be On NextDoor To Get More Leads with Aaron Hockel #63 - Why Facebook Is Still Relevant For Contractor Marketing with Aaron Hockel #37 - SEO In 2018: What's Hot, What's Not with Aaron Hockel #34 – How to Get More Online Reviews with Aaron Hockel #06 – How to Control Your Online Reputation with Aaron Hockel Resources / Links: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find Out How They Can Help Bring In Leads!! Click here and use the code Roofer50 for a special $50 discount! https://www.callruby.com/roofershow Or Call Ruby at (844) 326-7829 Check out the app!! My Listeners Get a 21-Day Money-Back Guarantee!

    224: How To Keep Leads From Falling Through The Cracks with Ben Hodson

    Play Episode Listen Later May 21, 2021 59:29

    Ben Hodson with JobNimbus, is my guest today, and he will be sharing how to make the best use of your time as a business owner by keeping things simple, organized, and yes, profitable!  JobNimbus offers easy-to-use customer relationship management (CRM) software to contractors for project management, and Ben will bring us up-to-date on all its benefits and features that will help you to grow your business. What you'll hear in this episode: Ben relates how JobNimbus got its name. There are currently over 40 platforms that have been integrated into JobNimbus, including SumoQuote, CompanyCam, and eagleview. Dave shares his favorite thing about JobNimbus. According to JobNimbus users: They experienced an average revenue growth of 43% in the first year. They saved an average of 8 hours per week, per employee due to automated processes. Sales and tracking leads, made easy! How JobNimbus works alongside Dave's philosophy of the 3-legged stool. Ben shares how JobNimbus helps to solve very specific work-related problems. Ben gives an overview of some of the upcoming features. How JobNimbus features work together to grow your profit. What to expect when transitioning from a different CRM (or no CRM, at all) to JobNimbus. JobNimbus's mission statement is “Make contractors heroes.” Ben explains more about an upcoming opportunity at JobNimbus headquarters in Lehi, Utah, called “The Crew”. It's a small, elite experience where you receive personal and unique one-on-one training and tips on your JobNimbus account. For more information on “The Crew” and other upcoming events, keep your eye on the JobNimbus Events Page! For more information or to request a free, no-obligation demo: JobNimbus Recommended Episode: 80: How To Solve Your #1 Business Frustration with Jake Dempsey Resources / Links: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find Out How They Can Help Bring In Leads!! Click here and use the code Roofer50 for a special $50 discount! https://www.callruby.com/roofershow Or Call Ruby at (844) 326-7829 Check out the app!! My Listeners Get a 21-Day Money-Back Guarantee!

    223: The Top Reasons Contractors Don't Make The Money They Should with Vicki Suiter

    Play Episode Listen Later May 14, 2021 59:10

    Today I interview best-selling author and expert contractor business coach Vicki Suiter about her latest book The Profit Bleed. We pinpoint the reasons that contractors are not making the money they should and how they can fix the holes in their businesses to make more profit. What you'll hear in this episode: How to deliver a good elevator pitch The benefits of a Mastermind group, for clarity, ideas, and camaraderie Vicki's elevator pitch: what she does, who she serves, and what action she wants them to take “Are you going for the door, or are you asking to hear more?” Example of a client who reduced prices in an effort to sell more Increased volume means increased overhead and will equal breakdown What are your true labor costs? What infrastructure changes are required to support higher volume? Taking an eagle-eye view of your business What to focus on to improve efficiency and profitability Learn to manage from the top down rather than the bottom up Pulse points covered in Vicki's book: Pricing Handoff process Sales and marketing Sales and close rate percentage goals Production Feedback Resources: The Profit Bleed by Vicki Suiter The Profit Bleed – Find out how to get Vicki's book for FREE, along with other resources Suiter Business Builders – Find out more about Vicki's Free Business Health Assessment THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find Out How They Can Help Bring In Leads!! Click here and use the code Roofer50 for a special $50 discount! https://www.callruby.com/roofershow Or Call Ruby at (844) 326-7829 Check out the app!! —-> My Listeners Get a 21-Day Money Back Guarantee

    222: Why You Should Outsource Your Bookkeeping with Steve Kreitzberg

    Play Episode Listen Later May 7, 2021 78:45

    Remember that 3-legged stool principle I teach? You've got to sell the work, you've got to do the work, and you've got to keep score, which is the bookkeeping part. All three of these legs have to be in balance so that it doesn't become weak or your business is going to fall over. Today, I'm thankful to have Steve Kreitzberg from Apparatus Contractor Services, LLC, on the show. Steve's company specializes in outsourced bookkeeping, payroll, and reporting for contractors only, and you'll be hearing why this niche is so important and why this kind of service is something you might want to consider for your own business.  Listen in to learn some strategies regarding your finances, why you need to be working and understanding your numbers, and how this can actually become a pretty simple thing as part of a streamlined process to help you reach your financial goals! What You'll Hear in This Episode: Steve shares his backstory as to how he came to focus on contracting businesses. Apparatus created a digital service that provides bookkeeping services to contractors all over the country. Clients that recognize that finances are the foundation of their growth are Apparatus's ideal clients. Other traits in an ideal client are that they're growth-centered, coachable, decisive, goal-driven, collaborative, and cash confident. Contractors have a skill set that doesn't typically include bookkeeping. Others may simply not be interested in learning it or do not have time to keep up with it. Most contractors prefer to spend time serving their clients and finding new ones. The service that Apparatus offers is built on the tools that are built for and around QuickBooks® online. Good news: Job-costing is now available in QuickBooks® online! Steve details some other tools that Apparatus also uses, including the QuickBooks® Payroll module, a product called TSheets®, Zoom, and Dropbox. Steve shares the promise that his company makes to its clients. There are unique bookkeeping requirements for construction companies, which Steve explains. New clients of Apparatus go through a six-week boot camp while they're getting their systems set up. This gives clients confidence and a basic understanding of how bookkeeping works on their behalf. Steve discusses the chart of accounts and the varied benefits of knowing your numbers. Don't confuse your cash flow with your profit! What to expect with TSheets® and the payroll module. Did we mention the reports? There are five of them, and here's what you can do with them. A CPA is who files your taxes; Apparatus is a bookkeeping service and is, therefore, a source of all the information that your CPA needs.   Connect with Steve! Apparatus Contractor Services, LLC Resources: Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 - Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists! Find Out How They Can Help Bring In Leads! Click here and use the code Roofer50 for a special $50 discount! https://www.callruby.com/roofershow Or Call Ruby at (844) 326-7829 Check out the app! My Listeners Get a 21-Day Money-Back Guarantee!

    221: A Simple Plan For Getting More Quality Leads with Brian Javelin

    Play Episode Listen Later Apr 30, 2021 69:36

    My friend, Brian Javelin from My Online Toolbox, joins me today and we're going to be getting into “Marketing 101” for roofing contractors. We'll drill down into how to get the best leads of all: the qualified leads. You'll hear about how to bring qualified visitors to your website and learn how to convert them to prospects. This really is a simple plan for getting more quality leads and you're not going to want to miss this! What you'll hear in this episode: Brian's philosophy is a unique blend of basic marketing principles that are leveraged within the various available technologies. Brian explains how he helps contractors build a brand with the target of getting sustainable, long-term quality leads over a period of time. The current environment has forced every business owner to rethink how they're doing things. There are many things that you can do for FREE towards your 2021 vision. Even if you're currently in a strong position, now is not the time to let your guard down. Brian shares lots of insight and tips into what makes a good website. Two reasons why a search engine might block your website. Why your content and “About” page is so important. Brian provides this website as a real-life example of how one roofer went from having no online presence and nearly no business a couple of years ago, to having an abundance of work coming his way now. Listen in as Brian walks you through the website! Strategies to consistently get more quality leads through search engine optimization. Your website designer must be educated enough in your industry to be familiar with your images and material that they are uploading for you. Never underestimate the power of reviews! Here's how to get them, and some techniques for handling the less-than-stellar ones. The one thing that roofing contractors tend to miss when it comes to marketing. Don't forget to check out my video lesson and Brian's video lesson in the Contractor Success Academy, from Marc Levesque of Webrunner Media! And don't forget to check out Marc's past guest interviews on The Roofer Show HERE, HERE, and HERE. Connect with Brian! My Online Toolbox My Online Toolbox on Facebook My Online Toolbox on YouTube Brian's LinkedIn Brian's FREE Online Education Series! If you fill out Brian's Contact Form for the Basic Online Class, be sure to mention that you heard about it on The Roofer Show Podcast! Resources: Dave's Video Lesson from the Contractor Success Academy Brian's Video Lesson from The Contractor Success Academy Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 - Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find Out How They Can Help Bring In Leads!! Click here and use the code Roofer50 for a special $50 discount! https://www.callruby.com/roofershow Or Call Ruby at (844) 326-7829 Check out the app!! My Listeners Get a 21-Day Money-Back Guarantee!

    220: Start With The End In Mind To Achieve Your Goals with Dave Sullivan

    Play Episode Listen Later Apr 23, 2021 68:12

    I'm in the hot seat today, because I'm being interviewed by Tim Brown from the “Hook Better Leads” podcast, and I share how to reverse-engineer a business plan, because you have to know where you're going before you can get there!  Before we get to the interview, though, I'm bringing you some great tips that I've culled from my own 30+ years as a successful roofing contractor, coaching calls with my clients, contractors just like you, and even some pointers that I've picked up by listening to some other really good podcasts. These are easy-to-implement strategies that you can put to use right away and I think you're going to find them very helpful in running and growing your business! What you'll hear in this episode: My avatar: That's me, 25 years ago. Struggling, but ready to learn! Tangible tips that you can use now! The story behind starting my podcast and coaching business. Podcasting is a great way to get free coaching! Be sure to check out the free downloads, YouTube videos, and other resources available on your favorite contractor and contractor services websites. To achieve your goals, you have to know your destination, which is going to be different depending on your age group. If you're thinking about retirement, you have to have an exit strategy and be creating a saleable business. This can conceivably take several years to put in place. It's all about the gross margin in this business! Focus on the bottom line. You have to know your numbers. Detailing the 3-legged stool: you have to sell work, you have to do the work, and you have to keep score.  The value of a “project discovery sheet” in pre-qualifications. Ways to increase your margins. The many benefits of having an intentional business plan. Download My FREE 1-Page Business Plan!   Resources / Links: I interview Tim Brown here:  Attract More Website Visitors That Turn Into Appointments That Turn Into Sales with Tim Brown Tim Brown's Podcast: Hook Better Leads I interview Tom Reber here: How To Sell Your Roofing Services with Tom Reber Tom Reber's Podcast: The Contractor Fight Guy Raz's Podcast: How I Built This Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find Out How They Can Help Bring In Leads!! Click here and use the code Roofer50 for a special $50 discount! https://www.callruby.com/roofershow Or Call Ruby at (844) 326-7829 Check out the app!! My Listeners Get a 21-Day Money-Back Guarantee!  

    219: How To Create A Financial Dashboard For Your Business with Randal DeHart

    Play Episode Listen Later Apr 16, 2021 55:07

    Some of the benefits to tracking your KPIs (key performance indicators) are that it allows you to see your leads and where they came from, and you'll know how many presentations and closes you've made. This will provide you with the information that enables you to strategically spend your marketing dollars wisely towards the right clients, thereby improving your close rate and getting more money for your jobs.  This is what I've been working on with a couple of coaching clients lately, and this also happens to be the topic of today's show from the archives with my guest, Randal DeHart. Stay tuned for quick and easy tips on how to turn a people-dependent money pit into a process-dependent cash cow! What you'll hear in this episode: 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   Connect with Randal! Fast Easy Accounting Fast Easy Accounting - for DIY Solutions  The Contractors Success Map Podcast Resources / Links: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find Out How They Can Help Bring In Leads!! Click here and use the code Roofer50 for a special $50 discount! https://www.callruby.com/roofershow Or Call Ruby at (844) 326-7829 Check out the app!! My Listeners Get a 21-Day Money-Back Guarantee!  

    218: Build a Team That Takes Ownership with Vicki Suiter

    Play Episode Listen Later Apr 9, 2021 66:38

    Building great teams is a critical element to building a great business, and so is teaching people to manage for results. My returning guest, Vicki Suiter, with Suiter Business Builders, is a best-selling author and an expert contractor business coach. Today, she shares with us how to build teams that perform at a higher level, that view accountability with a fresh perspective, and that follow through on agreements. What you'll hear in this episode: Operating from expectations rather than agreements results in ambiguity and shortcomings. Vicki explains the difference between expectations and agreements. Make SMART agreements (Specific, Measurable, clear Accountability, Realistic, Time-Driven). The same principles of how you approach managing a well-run construction project are the same principles that, if you apply those in your conversations with people at a micro level, will result in getting a lot more work done. Practice building these principles into your communications and your work culture. A little extra effort on the front end will save a lot of time on the back end and you'll get more consistent results from your team. Our willingness to take responsibility is one of the greatest gifts we have as leaders. Responsibility does not mean shame-blaming or fault; responsibility means the ability to respond. In Vicki's upcoming FREE, LIVE webinar, she will be sharing a checklist for managing agreements with people. Vicki reveals the 3 key things she will be sharing during her webinar that will help you tap into your employees.   Connect with Vicki! FREE, LIVE Webinar: April 14th & 15th  “Build a Team That Takes Ownership” To Register: http://www.suiterbusinessbuilders.com/roofershow Vicki's Website Vicki's YouTube Vicki's Book: The Profit Bleed: How Managing Margin Can Save Your Contracting Business, Did You Miss The Roofer Show with Guest, Vicki Suiter, in Past Episodes? Episode 203: How To Hire A-Players and Where To Find Them  Episode 96: The Top Reasons Contractors Don't Make the Money They Should Episode 79: How to Stop the Profit Bleed in Your Business Resources / Links: Episode 211: What's Your Roofing Business Really Worth with David Lupberger Episode 197: The #1 Tactic To Get Qualified Leads For Your Roofing Business with Marc Levesque Episode 141: Facebook & Instagram Marketing for Roofers with Aaron Hockel Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find Out How They Can Help Bring In Leads!! Click here and use the code Roofer50 for a special $50 discount! https://www.callruby.com/roofershow Or Call Ruby at (844) 326-7829 Check out the app!! My Listeners Get a 21-Day Money-Back Guarantee!

    217: How To Escape The Price-Driven Sale with John DeRosa

    Play Episode Listen Later Apr 2, 2021 46:18

    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 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 debrief after every sales interaction John's Resources & Links: John's bio Email John: jderosa@srsdistribution.com SRS Webinar Series - YouTube www.bbb.org (Ranks business types with the highest number of inquiries) Resources / Links: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find Out How They Can Help Bring In Leads!! Click here and use the code Roofer50 for a special $50 discount! https://www.callruby.com/roofershow Or Call Ruby at (844) 326-7829 Check out the app!! My Listeners Get a 21-Day Money-Back Guarantee!

    216: Sell More Jobs In Less Time With This Awesome Tool with Ryan Shantz

    Play Episode Listen Later Mar 26, 2021 51:40

    What another great interview I have for you today, and it's about differentiation. What makes your business different from your competition? What makes it better? What is it that allows you to charge a higher price since you're providing value?  Ryan Shantz with SumoQuote is back for another conversation with me and he'll be sharing the answers to these questions, and more, so don't miss this! What you'll hear in this episode: Ryan shares his own personal story of how he decided to differentiate SumoQuote from its competition and watched his closing rates for retail jobs rise by 63%. SumoQuote is simple to use and can help the contractor: sell more quote faster scale Ryan details some of SumoQuote's recent software program upgrades. Ryan explains the concept of “How to Market Like Apple” and what roofing contractors can learn from it. Starting your quotes with the homeowner in mind is powerful! Find out how SumoQuote can improve YOUR closing rates, too! Sign up for a free demo!   Connect with Ryan! SumoQuote Website SumoQuote Facebook Book a Demo! Watch Ryan's webinar with Joseph Hughes HERE More Episodes Featuring Ryan Shantz: 131: 5 Keys To Improve Your Roofing Quotes 109: How To Design A Professional Roofing Proposal That Sells  Resources / Links: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 - Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find Out How They Can Help Bring In Leads!! Click here and use the code Roofer50 for a special $50 discount! https://www.callruby.com/roofershow Or Call Ruby at (844) 326-7829 Check out the app!! My Listeners Get a 21-Day Money-Back Guarantee!

    215: COVID Legal Issues Contractors Need To Know with Philip Siegel

    Play Episode Listen Later Mar 19, 2021 67:40

    My labor attorney, Philip Siegel, is my returning guest today, and he focuses specifically on construction law.  Philip is going to be giving us the latest information regarding the recent change in Administration, with COVID, and with all of the other important issues that you need to know about as a roofing contractor. You're going to want to take notes while you listen to this episode because he is going to be sharing a lot of really great tips. Don't miss this!    What you'll hear in this episode: Philip details why you should watch out for these contract clauses: Pay-if-paid provisions HOT TIP: When you're submitting a bid or a proposal, make sure to include language stating that your number is subject to the AIA Contract Documents. If you're contracting directly with an owner, in 2021 it's the AIA A-107. If it's with the sub-contractor, it's still the AIA A-401. Indemnification clause Additional insured Scheduling Philip explains the benefits to contractors of using his retainer program. Philip addresses employee poaching, non-competes, and non-solicitation of employees provisions. How the hidden dangers of using independent contractors have ebbed and flowed through the Obama, Trump, and current Administration. Listen to 212: How To Reduce Your #3 Highest Cost with Jon Heinson regarding the need for business insurance and why you want to work with an insurance broker who specializes in the construction industry. Philip shares the legal issues surrounding COVID.  Connect with Philip! (404) 469-9197 Philip's email: pjs@hpsslaw.com Website: hpsslaw.com Listen to these other episodes featuring Philip: 189: How to Escape These 10 Killer Contract Clauses with Philip Siegel 153: Why You Must Have An Up-To-Date Employee Manual with Philip Siegel 114: How To Prevent Employee Poaching By Your Competitors with Philip Siegel 49: The Hidden Dangers Of Using Independent Contractors with Philip Siegel 36: Top 5 Employment Mistakes Contractors Make with Philip Siegel 32: High Times-Drug Testing And Medical Marijuana. What Employers Need To Know with Philip Siegel Resources / Links: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 - Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find Out How They Can Help Bring In Leads!! Click here and use the code Roofer50 for a special $50 discount! https://www.callruby.com/roofershow Or Call Ruby at (844) 326-7829 Check out the app!! My Listeners Get a 21-Day Money-Back Guarantee!

    214: Listen In On This Coaching Call with Dave Sullivan

    Play Episode Listen Later Mar 12, 2021 51:14

    I want to share with you the goal I had in my business, and that was to work myself out of a job, by building a business that didn't rely on me. I wanted to make sure that I had the right people, systems, and processes in place that would allow me to step away from the day-to-day grind.  If this is something you'd like to work towards, download my FREE 1-Page Business Plan that will help you identify your destination and the roadmap you need to get there. It will help give you the clarity you need to build a saleable business. If you need further guidance, check me out at The Roofer Coach and book a time on my calendar for a FREE 30-minute, no-obligation business evaluation. On today's show, I'll be sharing issues from a couple of coaching calls I had this week. As you listen, I'm sure you'll be able to recognize some of the same problems we all struggle with, and I hope that this will help you to continue to move forward and stay accountable. What you'll hear in this episode: Is coaching right for you? Are you coachable? Generally, we meet online twice a month. Some goals you might want to work into your plans may include building a 401(k) retirement plan, college funds for your kids, and setting aside vacation funds.  There are ways to scale back on volume but still make a higher profit. Guess what? I have always had a business coach! Coaching call discussion: personnel issue.  Why you want to build an A-player team. You always have to be hiring, training, and, most importantly, retaining. Here are some great tips for checking in on the crew. Don't forget to keep your 3-legged stool in balance!   Resources / Links: Podcast 203: How To Hire A-Players and Where To Find Them with Vicki Suiter Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 - Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find Out How They Can Help Bring In Leads!! Click here and use the code Roofer50 for a special $50 discount! https://www.callruby.com/roofershow Or Call Ruby at (844) 326-7829 Check out the app!! My Listeners Get a 21-Day Money-Back Guarantee!    

    213: Why You Need To Be On NextDoor To Get More Leads with Aaron Hockel

    Play Episode Listen Later Mar 5, 2021 47:20

    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 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

    212: How To Reduce Your #3 Highest Cost with Jon Heinson

    Play Episode Listen Later Feb 26, 2021 57:57

    Are you getting the most out of what is probably the 3rd largest cost in your roofing business? When it comes to Business 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 USI Insurance Services for over twenty-five years. They are 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! Connect with Jon! Jon's Phone Number: (925) 899-2953 Jon's Email: jon.heinson@usi.com Resources / Links: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 - Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find Out How They Can Help Bring In Leads!! Click here and use the code Roofer50 for a special $50 discount! https://www.callruby.com/roofershow Or Call Ruby at (844) 326-7829 Check out the app!! My Listeners Get a 21-Day Money-Back Guarantee!

    211: What's Your Roofing Business Really Worth with David Lupberger

    Play Episode Listen Later Feb 19, 2021 57:50

    If you've ever spent any time thinking about retiring or any other reason for why you might sell your business somewhere down the line, don't miss today's show! My guest, David Lupberger, helps contractors with strategies in exit planning when they're thinking about selling their businesses. There's a lot that goes into this planning, and that is what we're going to get into today. David is not only a business coach, but he's also the owner of Remodel Force, an author, and he currently writes a monthly column for Qualified Remodeler magazine. He is a friend of mine and a fellow member of an amazing Mastermind group.  What you'll hear in this episode: When most business owners walk out the door, the value of that business walks with them because their businesses depended on their participation, their knowledge, and their experience. According to David, your real job is to work yourself out of day-to-day-operations, because the long-term goal is that the company works as well and creates revenue as well without you as it does with you. You create equity, a transferable asset, when you have a company and people that can continue when you're not in the day-to-day operations. David addresses the “value” of a company. Preparing to leave can take years, and involves contingency planning. Three things to consider regarding the end purpose of your business: When do I want to transition out of day-to-day? If I'm replacing myself, which will usually increase overhead costs: Do I have a financial foundation in place to deal with that overhead? How will I increase revenue to pay for that additional overhead? Am I able to identify a successor? With exit planning, allow for a minimum of five years, and realistically seven to eight years. David explains the rewarding and transferring of equity concept. David drills down into various contingency scenarios and explains why having backup plans is so vital. Connect with David! Website - Take Your Exit Readiness Assessment! Book Mentioned: The E-Myth by Michael E. Gerber Resources / Links: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 - Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find Out How They Can Help Bring In Leads!! Click here and use the code Roofer50 for a special $50 discount! https://www.callruby.com/roofershow Or Call Ruby at (844) 326-7829 Check out the app!! My Listeners Get a 21-Day Money-Back Guarantee!

    210: 5 Ways To Increase Your Profits On Every Job with Diane Gilson (Part 2)

    Play Episode Listen Later Feb 12, 2021 46:17

    Diane Gilson is one of my most popular guests, and in last week's part 1 of this special 2-part series that covers the five ways to increase your profits on every job, we discussed the first two: why you need to job cost plus ways to use estimate vs. actual reports and how to locate and charge for lost or invisible costs. In the second and final part of this series today, Diane and I will go over the last three tips on the five ways to increase your profits on every job, and this is ALL without any extra hiring,  selling, or having to work harder! PLUS, Diane gives us a bonus strategic benefit that you don't want to miss! Like I always say, this all starts with understanding the 3-legged stool, and at the end of the day, it's not about what you make, it's about what you keep!  Let's dive into the rest of these great tips! What you'll hear in this episode:   Last week's recap. Did you miss it? Grab a pen and take some notes while you're listening to Part 1 HERE! Tip #3: How Job Costing Helps You Spot (and Eliminate) Your Low-Profit and Loser Jobs Every low-profit and “loser” job is wiping out the profit you're making on other jobs! When you replace projects that lose money (or only yield minimal profits) with jobs that achieve your gross profit targets, you substantially increase your gross profit WITHOUT SELLING MORE, HIRING MORE PEOPLE, OR WORKING HARDER! Tip #4: Job Costing Shows You Where to Shift into Higher Gross-Profit Work Once you can see this information, shift your focus into higher gross profit work. Here's how. These action steps can significantly increase your income. And you weren't required to SELL MORE, HIRE MORE PEOPLE, OR WORK HARDER! Tip #5: Add 10% (or more) of Your Gross Sales to Your Bottom Line The biggest mistake so many roofers make is to think that they'll make more money if they sell more. BUT if you don't have a stable and substantial gross profit on your jobs, and you take on the extra cost involved with higher volume, you're just setting yourself up to earn less and less. AND, as you grow, you will create more work and stress for yourself. Here are the three steps to make a massive difference in your take-home pay are: First, use your job costing information to reduce your production costs. Then figure out how to eliminate your lower-profit work or loser jobs. FINALLY, shift into your highest gross profit type of work. Remember: These three methods don't require you to SELL MORE, HIRE MORE PEOPLE, OR WORK HARDER! AFTER you've achieved a stellar profit margin, THEN you may want to take on a bit more volume, CAREFULLY, a step at a time (always monitoring so you maintain an excellent profit margin). The Bonus Strategic Benefit! When you track the kinds of work that create the best profits for your company, you can use that knowledge to make strategic and long-lasting changes to your company's business model. For instance: You may choose to scale down to fewer (but consistently profitable) jobs. Or you could decide to grow your company after achieving a better profit margin. You might choose to focus on a favorite niche (as the saying goes: “the riches are in the niches”) where you benefit financially from your specialized knowledge.   Resources / Links: 209: 5 Ways To Increase Your Profits On Every Job with Diane Gilson (Part 1) Get Diane's FREE Download  buildyournumbers.com/dave - Special Gifts for Listeners! Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 - Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find Out How They Can Help Bring In Leads!! Click here and use the code Roofer50 for a special $50 discount! https://www.callruby.com/roofershow Or Call Ruby at (844) 326-7829 Check out the app!! My Listeners Get a 21-Day Money-Back Guarantee!

    209: 5 Ways To Increase Your Profits On Every Job with Diane Gilson (Part 1)

    Play Episode Listen Later Feb 5, 2021 50:34

    Diane Gilson is one of my most popular guests, and in today's show, we discuss the five ways to increase your profits on every job, ALL without any extra hiring, selling, or having to work harder!  This all starts with the 3-legged stool. If you are new to the show, I'll start off by explaining this concept, because, as I always say, it's not about what you make, it's about what you keep!  So, who's ready to learn these five ways to increase your profits? Listen in, because I think you're going to get a lot out of this show!  What you'll hear in this episode: The 3-legged stool: you have to sell the work, you have to do the work, and you have to keep score. Tip #1: Why Job Cost? + Ways to Use Estimate vs. Actual Reports Running your company without knowing your numbers is unwise and downright dangerous! Job-costing means you track, and can then SEE, the costs you incur and the income you earn for every job. You can use “Estimate vs. Actual” reports to: Spot variances while a job is underway. That means you can correct problems – long before they spin out of control! Analyze “after-the-fact” results. You'll be able to see precisely where actual costs were different than anticipated. You'll be able to use that information to improve your ongoing operations. Consistently reviewing Estimate vs. Actual reports and use the information to improve internal processes and reduce costs– you'll earn more WITHOUT SELLING MORE, HIRING MORE PEOPLE, OR WORKING HARDER! Tip #2: How to Locate and Charge for Lost or Invisible Costs When you don't job-cost, it's easy to miss various Time and Materials (T&M) costs that accumulate on a job. If you're job costing, many software programs (such as QuickBooks desktop) will help you easily convert job costs into Invoices. What happens when you fail to invoice your customer. When you can invoice based on accurate information, you'll earn more WITHOUT SELLING MORE, HIRING MORE PEOPLE, OR WORKING HARDER! Don't miss Part 2 next week where we cover Tips #3-#5 on ways to increase your profit on every job!  Resources / Links: Get Diane's FREE Download  buildyournumbers.com/dave - Special Gifts for Listeners! Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 - Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find Out How They Can Help Bring In Leads!! Click here and use the code Roofer50 for a special $50 discount! https://www.callruby.com/roofershow Or Call Ruby at (844) 326-7829 Check out the app!! My Listeners Get a 21-Day Money-Back Guarantee!

    208: Attract More Website Visitors That Turn Into Appointments That Turn Into Sales with Tim Brown

    Play Episode Listen Later Jan 29, 2021 52:21

    You're in for another great conversation today! Tim Brown from the Hook Agency is with us, and he is the host of the Hook Better Leads podcast. On today's show, you'll learn about how to get more visitors to your website through search engine optimization, or “SEO”. Tim doesn't stop there, though. Since you need to know how to turn those visits into appointments that turn into sales, Tim is going to share that with us, too, because it all starts with a website that is designed to do just that. No matter what kind of experience you've had with SEO in the past, you're going to want to listen in! What you'll hear in this episode: Hook Agency company helps specialty contractors get more leads and better ones through persuasive web design and through search engine optimization. Tim details his Five-Part Winning Website Formula: Strong visual “call-to-actions” throughout the website Testimonials and “trust factors” Emotionally-persuasive images and headlines An emphasis on SEO throughout the process Really clear “unique value propositions” People tend to want short-term gains without implementing a long-term strategy. An important part of the process for getting more qualified leads involves getting Google Analytics installed on your website. Tim offers pointers for great website content. Understanding the basics of SEO helps you gain clarity in the activities and traffic on your website. Connect with Tim! Visit his website, like him on Facebook, follow him on Instagram, and listen to his podcast!  If you'd like to learn more about SEO, check out Tim's FREE guide and video at SEO Basics. Resources / Links: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 - Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find Out How They Can Help Bring In Leads!! Click here and use the code Roofer50 for a special $50 discount! https://www.callruby.com/roofershow Or Call Ruby at (844) 326-7829 Check out the app!! My Listeners Get a 21-Day Money-Back Guarantee!

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