  Everything in the roofing business depends on sales. Today’s show will teach you how to sell more work, how to build your sales process, and how to handle sales objectives. Selling more is not the main goal, but you have to learn to sell at the price you need. Want to reach your sales goals and close more deals? Join us to learn more!      Joining us today is John DeRosa, Director of Contractor Training at SRS Distribution. His previous appearance on the show was over five years ago in Episode 43,  How to Escape Price-Driven Sales.  Visit our  Website  and listen to that episode if you want to learn more from John. He’s a legend in the contracting industry who stays busy coaching and teaching salespeople, and he’s sharing his sales expertise with us today.      What you’ll hear in this episode:    What John does today in traveling and teaching sales skills to contractors    What to consider in selling a roof at the price you need    How the psychology of price can work FOR you and not against you    Why transparency, confidence, and knowing the numbers are working for John DeLaurier     Why sales skills are a series of definable and repeatable steps that EVERYONE can learn   <p dir="ltr" style= "line-height: 1.38; margin-top: 0pt;

318: How To Handle Sales Objections And Close More Deals with John DeRosa

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.

Business

Investing

Careers

Management & Marketing

Business News

Shopping

Management

Entrepreneurship

Welcome to The Roofer Coach podcast! We have made some changes and improvements and are rebranding the podcast, business, and platforms from The Roofer Show to The Roofer Coach. Everything we do here is to help you grow a more successful roofing business! We want to help contractors, and we keep it simple by giving you tools to make things happen. I’ll be joined each week by my co-host, John DeLaurier, who brings a wealth of knowledge and experience to the table. We are excited that a new, weekly feature in The Roofer Coach podcast will be the ONE THING, which is one specific, easy action you can take right now to be more profitable in your business. Join us for the first episode of The Roofer Coach, where we’ll discuss how to dominate the neighborhood by paying attention to the basics of radius marketing. Daniel Dixon from SendJim joins us for the conversation about dominating the neighborhood at every sale.   Today’s ONE THING: How to take your customer service to the next level with pre-meeting reminders and top-notch communication with customers to show them why you are better than your competitors. What you’ll hear in this episodeA recap of John’s week and Dave’s weekThe value of going to conferences–IF you implement what you learnWhy getting back to the basics begins with communication and answering every phone callHow DeLaurier Roofing uses systems and processes to do radius marketingHow Daniel came to SendJim four years ago and now helps contractors leverage their customer lists with automationHow SendJim handles Quote Follow-up for their clients–AND increases their close rateHow to stay “top of mind” in the neighborhood and get referralsWhy “multiple touch” marketing works bestHow you can learn more about SendJim via a screen share video and a guaranteed ROI
Resources Connect with SendJim:  www.sendjim.com   Set up a FREE strategy call with Dave and get a few tips on how you can improve your business:  https://davesullivan.as.me/free-strategy-call Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450. No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan. Vetted Sponsors Of The Roofer Show Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach. Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service! Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.) 


380: How to Dominate the Neighborhood at Every Sale with SendJim

In the roofing business, profitability and success come to those who brand the best. Branding is everything! Your brand is much more than the single elements of your company name, logo, and taglines; it is the whole picture of what your ideal customer thinks about your company—and if YOU come to mind when they need a roofer. So many roofing contractors struggle with branding, and today’s expert guest has great tips to help you, no matter the size and revenue of your business. Learn how to increase your branding while decreasing your marketing dollars spent! Join us! Dan Antonelli is the president and Creative Director of KickCharge Creative, a home service branding company specifically for small businesses. He began hand-lettering trucks at age 14, and he’s been chasing his passion for brand building and logo design ever since. KickCharge is the premier brand-building agency for small businesses, and they have collectively earned over 200 design awards. Dan is the author of Building a Big Small Business Brand and his latest book, Branded Not Blanded.  What you’ll hear in this episode:Dan’s beginnings in the branding businessA “better brand” means less money spent on marketing!Understand your “brand promise.”Is it worth renaming your company?Does your ideal customer like your brand?Considerations in your brand: name, logo, colors, vehicles, billboards, and mascotsWhen is the right time to rebrand?The most recognizable aspect of your brand: your company vehicles“Brand-building exercises” to make your company knownToo much IS too much when it comes to truck wraps and billboards.Dan’s advice about your brand and logo colors, mascots, and trademarksAn overview of Dan’s book and his YouTube channel

 Resources: Connect with Dan and KickCharge: Website, Branded Not Blanded book, YouTube, and Facebook Set up a FREE strategy call with Dave and get a few tips on how you can improve your business:  https://davesullivan.as.me/free-strategy-call Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450. No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan. Vetted Sponsors Of The Roofer Show Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach. Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at <a href="https://useproline.com/" rel="noopener...

379: Branding Your Business: A Roofer’s Guide to Professional Success with Dan Antonelli

Welcome! There are lots of changes and many questions about the new laws affecting our industry right now. Today’s episode is the follow-up to Episode 376 where Philip Siegel helped clarify the new laws in effect regarding the classification requirements for 1099 and W-2 employees. Philip is our trusted expert labor attorney and the go-to guy for this topic. He joins us to give more information and warnings that every contractor should take seriously. Join us to learn more! What you’ll hear in this episode:An overview of the 1099 vs. W-2 issue (the new law under the Biden administration compared to the former policy under Trump)Philip’s observations about wage and hour audits, OSHA investigations, and a whopping $1.2 million fineTwo hotspots for contractors: installation crews and salespeoplePhilip’s advice about the factors to consider in classifying employees correctlyDon’t ignore the facts!Fact #1: The chances of getting caught and facing hefty fines are increasing!Fact #2: Independent contractors must be free to work for other companies and reject work (to be classified as such)Understanding noncompete and nonsolicitation provisions–and what has changed, thanks to the FTC (Check out Episode 114 with Philip: How to Prevent Employee Poaching By Your Competitors.)Why should an employer have a non-compete provision?
Resources Connect with Philip Siegel: 404-469-9197, Email, and Website Set up a FREE strategy call with Dave and get a few tips on how you can improve your business:  https://davesullivan.as.me/free-strategy-call Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450. No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan. Vetted Sponsors Of The Roofer Show Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach. Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service! Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.) 
 


378: The Danger With Classifying 1099s: Update with Philip Siegel

Your profit depends heavily on how well you price your jobs. We covered this topic in our mastermind group today, and it’s always interesting to hear different perspectives about how contractors price their jobs and secure discounts from suppliers and manufacturers. You have to know your numbers and know what you should charge for a job in order to make money. John DeLaurier takes the lead in today’s show and breaks down his pricing process at Peach State Roofing. Join Dave and John to learn more! What you’ll hear in this episode:The important question is, “Can you pivot and move with the market?”John breaks down his pricing details on a $15k job with a 30% gross profit margin, including the specifics of the job, financing, labor, commission, material, etc. “Never judge a book by its cover” when it comes to customers and financing.Overcoming the challenge and the pressure to cut your profit marginsHow can another company do a job for half of John’s price? Let’s take a closer look at why this happens.John’s solution to the problem of a drop in leadsUsing paid ads and Google Local Service Ads for qualified leads–Is this a smart move or not?John’s advice to contractors who are in the trenches and fighting to do good work and make a fair profit
Resources: Check out our new YouTube channel! https://www.youtube.com/@DaveSullivanRooferShow Set up a FREE strategy call with Dave and get a few tips on how you can improve your business:  https://davesullivan.as.me/free-strategy-call Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450. No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan. Vetted Sponsors Of The Roofer Show Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach. Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service! Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)

377: How To Price Your Jobs To Maximize Profit with John DeLaurier

W-2 employee or 1099 subcontractor? What is the right classification? While this has always been a question facing everyone in the roofing industry, things have changed and been turned upside down with the new law in effect since March of this year. Join us to learn more! Dave and John are joined by Philip Siegel, a labor/employment attorney with over 20 years of experience. He has made several appearances on the show to share his legal expertise and practical advice for contractors. There is much misinformation and confusion about the new classification guidelines, and Philip knows the facts and will steer us all in the right direction.  What you’ll hear in this episode:The facts according to the new Department of Labor rule on “the misclassification issue”John’s take on the issue as a roofing business ownerPhilip’s recommendations for most small-to-midsize roofing contractors, based on common questions about the new rulePossible lawful exemptions to the new ruleSpecific scenarios in which people will get caught in violation of the rule—and what the hefty consequences areTwo specific issues with subcontractor classification: calculating commission structures and using multiple crews to guard against overtimePhilip’s advice to put you in the WIN column on this issueDifferences between the Trump administration and the Biden administration regarding classifying an independent contractorTwo little-known factors that help classify an independent contractorThe importance of recording/documenting your communication with subcontractors–and how ProLine makes it easy for Peach State Roofing!Philip’s warnings about subcontractors’ safety training and working side-by-side with W-2 employees
Resources Connect with Philip Siegel: 404-469-9197, Email, and Website Set up a FREE strategy call with Dave and get a few tips on how you can improve your business:  https://davesullivan.as.me/free-strategy-call Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. or send me a text at (510) 612-1450. No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan. Vetted Sponsors Of The Roofer Show Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach. Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service! Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)

318: How To Handle Sales Objections And Close More Deals with John DeRosa

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