In this episode of "The Roofer Show," host Dave Sullivan interviews Jon Starry, owner of Steadfast Roofing in Tampa Bay, FL. Jon shares his journey from IT to roofing, highlighting the company’s rapid growth, the importance of in-house crews for consistent quality, and leveraging technology like CRM systems and virtual assistants. He discusses effective lead generation, job costing, and building a strong company culture. Jon also offers practical advice on cash flow management, sales incentives, and continuous learning, providing valuable insights for contractors aiming to grow and improve their roofing businesses. Tune in to hear more!

What you’ll hear in this episode:

• Transition from IT to the roofing industry
• Importance of customer service in business growth
• Lead generation strategies and techniques
• Building a strong online presence and utilizing SEO
• Significance of having a robust CRM system
• Managing cash flow and financial planning
• Tracking key performance indicators (KPIs) for marketing effectiveness
• Creating a positive company culture to retain talent
• Implementing effective project management and communication strategies
• Emphasizing quality control and consistency in work standards

Resources:

Steadfast Roofing

Connect with Dave!

Text Dave: (510) 612-1450

Free Strategy Call

Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call

Free Resource

Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan

Watch on YouTube

Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow

Trusted & Vetted Sponsors

Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.

ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.

SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.

Today, Dave Sullivan chats with Matt Tyner, who’s the VP of Marketing at Bone Dry Roofing. They dive into what really works when it comes to marketing for roofing contractors. Matt talks about how to find the right balance between digital and traditional advertising, why building a trustworthy brand matters, and which metrics are actually worth tracking. He also explains how marketing and operations can work hand-in-hand. Plus, Matt shares why getting involved in your community and focusing on real human connections, rather than just relying on AI, can make a big difference in customer service. You’ll hear plenty of practical tips for growing your business in a sustainable way. If you’re a contractor looking to boost profits, run things more smoothly, and build strong relationships with your customers, this episode is packed with useful advice.

What you’ll hear in this episode:

• Importance of effective lead capture and management for roofing contractors
• Differences in marketing strategies between HVAC and roofing industries
• Significance of brand building and community involvement in marketing
• The role of traditional advertising channels (TV, billboards) in enhancing brand awareness
• Necessity of tracking key performance indicators (KPIs) for marketing effectiveness
• Impact of customer experience and trust on lead conversion and retention
• Evolving role of AI in marketing and customer interactions within the roofing industry
• Strategies for nurturing leads and maintaining customer relationships over time
• The challenges of marketing for multi-location roofing companies and the need for localized content
• Consistent processes in soliciting customer reviews and optimizing SEO

Resources:

Connect with Matt!

Bonedry.com

LinkedIn

[email protected]

Connect with Dave!

Text Dave: (510) 612-1450

Free Strategy Call

Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call

Free Resource

Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan

Watch on YouTube

Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow

Trusted & Vetted Sponsors

Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.

ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.

SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.

Today, Dave Sullivan explores why having a solid business plan is essential for roofing contractors. He discusses the importance of knowing where your business is headed and the reasons behind your goals. He also talks about the key role financial statements and cash flow management play in running a successful business. Plus, he mentions a handy free resource—a "one-page business plan" that you can grab from his website. If you want to write a strong business plan, Dave will give you what you need to get it done, so tune in!

What you’ll hear in this episode:

• Importance of a well-rounded business plan for roofing contractors
• Understanding the destination and "why" behind the business
• Significance of financial statements and cash flow management
• Common pitfalls faced by contractors in financial management
• Development of a mentoring program for ongoing support and accountability
• Eight essential steps to building a solid business plan
• Importance of customer service and operational efficiency
• Introduction of a free resource: the "one-page business plan"
• Emphasis on tracking key performance indicators (KPIs)
• Planning for long-term goals and exit strategies in business

Resources:

Connect with Dave!

Text Dave: (510) 612-1450

Free Strategy Call

Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call

Free Resource

Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan

Watch on YouTube

Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow

Trusted & Vetted Sponsors

Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.

ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.

Today, host Dave Sullivan speaks with Chris Diroll from SMA Support to discuss the real-world challenges that roofing contractors face with CRM systems. They dive into some of the most common issues, like messy data entry, missed follow-ups, and swap tips on how to clean up your data, switch from one CRM to another, and automate your lead management. Chris really drives home how crucial it is to follow up quickly and communicate well, while Dave talks about why having someone dedicated to managing your CRM can make all the difference. Together, they share practical advice to help contractors get the most out of their CRMs, boost sales, strengthen customer relationships, and grow their businesses. Tune in!

What you’ll hear in this episode:

• Importance of Customer Relationship Management (CRM) systems for roofing contractors
• Common challenges contractors face with CRM tools
• The significance of proper CRM setup and data management for business growth
• Role of data migration and cleanup in optimizing CRM usage
• Benefits of human and automated phone answering services for lead capture
• Strategies for effective follow-up with leads and past customers
• Importance of maintaining clean and organized data within the CRM
• Utilizing CRM data to identify additional sales opportunities and improve marketing strategies
• The concept of "rehash" and its role in converting open leads into sales
• Recommendations for integrating various software tools to streamline workflows and enhance lead management

Resources:

Connect with Chris Diroll!

SMA Website

Book a Call! 

To get a business process audit, click here.

Connect with Dave!

Text Dave: (510) 612-1450

Free Strategy Call

Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call

Free Resource

Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan

Watch on YouTube

Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow

Trusted & Vetted Sponsors

Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.

ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.

SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.

In this episode of The Roofer Show, host Dave Sullivan is joined once again by Ryan Groth from Sales Transformation Group. They dive into how roofing contractors can actually make more money, not by just chasing after more leads, but by getting better at turning those leads into real jobs. Dave and Ryan chat about what it takes to build a strong sales team, why having a clear sales process matters, and how setting up accountability and clear KPIs can make a big difference. Ryan also shares some great tips for handling sales when business is slow, how to use technology to your advantage, and why fractional sales management might be worth considering. If you’re a contractor looking for practical ways to grow your business, run things more smoothly, and build a sales team that really performs, you’ll find plenty of useful advice in this episode.

What you’ll hear in this episode:

• Converting existing leads versus generating more leads for roofing contractors
• Strategies for building effective sales teams within roofing businesses
• The importance of implementing structured sales processes and accountability measures
• Utilizing technology and AI to enhance lead response and booking efficiency
• Having a consultative, question-based sales approach to improve customer engagement
• Tracking key performance indicators (KPIs) to measure sales effectiveness and drive accountability
• Role of referrals and self-generated leads in achieving higher conversion rates
• Planning and strategizing for slower sales seasons to maintain business momentum
• Necessity of creating systems that allow business owners to step back from daily operations
• Ongoing training and coaching for sales teams to foster growth and performance improvement

Resources:

Connect with Ryan Groth and the Sales Transformation Group

Website Book a Call!

Sales Athlete podcast

LinkedIn

YouTube

Connect with Dave!

Free Strategy Call

Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call

Free Resource

Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan

Watch on YouTube

Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow

Trusted & Vetted Sponsors

Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.

ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.

SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.

Today, Dave Sullivan speaks with Joe Hughes from Contractor Dynamics to discuss what really works in marketing for roofing contractors. Joe shares down-to-earth advice on how to get your name out there, why it’s smart to zero in on your local market, and how to make the most of both digital and old-school marketing. He talks about why it’s so important to take charge of your own marketing, keep your customers in the loop, and always keep an eye on what’s working. You’ll hear some practical ideas, like reaching out to your past clients and making real, relatable videos, to help you find new leads and grow your business. Joe also gives a quick intro to Contractor Dynamics’ training programs, which are designed to help roofing companies take control of their marketing for the long haul.

What you’ll hear in this episode:

• Marketing strategies for roofing contractors
• Challenges in the current digital marketing landscape
• Importance of education and ownership in marketing efforts
• The role of brand awareness and targeted local marketing
• Effective use of social media and video content for engagement
• The significance of tracking key performance indicators (KPIs)
• Strategies for nurturing leads and building customer relationships
• The impact of niching down on marketing effectiveness
• Balancing online and offline marketing tactics
• The necessity of a comprehensive marketing plan and consistent execution

Resources:

Connect with Joe!

Contractor Dynamics: Website

Connect with Dave!

Free Strategy Call

Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call

Free Resource

Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan

Watch on YouTube

Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow

Trusted & Vetted Sponsors

Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.

ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.

SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.

In this episode of The Roofer Show, host Dave Sullivan draws on his 30+ years in the roofing industry to share some hard-earned wisdom. Instead of just chasing fast growth, Dave stresses how important it is to build a solid business foundation first. He breaks things down with his "three-legged stool" approach: selling the work, doing the job, and keeping score. He points out how easy it is to overlook systems and profitability along the way. Dave gives practical tips for improving your sales process, following up with customers, and making the most of tools like CRMs. Today, Dave encourages contractors to focus on profit, consistency, and accountability, and even invites listeners to check out his mentoring program if they want more help building a sustainable, profitable roofing business.

What you’ll hear in this episode:

• The "three-legged stool" concept: selling work, doing work, and keeping score
• Risks of focusing solely on growth without profitability
• Need for consistent systems, processes, and accountability
• Customer acquisition cost and improving sales processes
• Strategies for effective follow-up and customer engagement
• Importance of financial clarity and tracking key performance indicators (KPIs)
• Building repeatable systems for sales and production
• The role of mentorship in business success
• Actionable steps for contractors to improve their business operations and profitability

Resources:

Connect with Dave

Free Strategy Call

Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call

Free Resource

Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan

Watch on YouTube

Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow

Trusted & Vetted Sponsors

Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.

ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.

SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.

Today, host Dave Sullivan reminds us that it’s the fourth quarter, and while most contractors are ready to coast into the holidays, the smart ones are stepping on the gas. Today, we’re talking about how to tighten up your numbers, clean up your operations, and build a simple one-page business plan that sets you up for your best year yet. I’ll walk you through the process of running a winning roofing business, selling the work, doing the work, and keeping score to finish 2025 strong and hit the ground running in 2026.

What you’ll hear in this episode:

• Importance of finishing the fourth quarter strong for business growth
• Need for a one-page business plan for the upcoming year (2026)
• Monthly financial reviews and understanding key performance indicators (KPIs)
• The significance of consistent marketing and sales efforts
• Importance of diligent follow-up on open quotes to maximize sales
• The "three-legged stool" concept: selling work, doing work, and keeping score
• Utilizing CRM systems for effective lead management and follow-up
• Strategies for improving job efficiency and maximizing profit margins
• Importance of securing customer satisfaction and obtaining positive reviews
• Planning for growth by understanding financial implications and setting clear goals

Resources:

Connect with Dave

Free Strategy Call

Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call

Free Resource

Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan

Watch on YouTube

Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow

Trusted & Vetted Sponsors

Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.

ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.

SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.

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 for managing the team for the retention of performance.
• Ideas for having great sales meet
• Thinking fast on your feet is the most valuable skill in sales.

Resources:

Connect with Adam

The Roof Strategist YouTube

Learn More About Hiring + Training Options

Email Adam: [email protected]

Connect with Dave

Free Strategy Call

Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call

Free Resource

Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan

Watch on YouTube

Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow

Trusted & Vetted Sponsors

Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.

ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.

SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.

Today, host Dave Sullivan sits down with Remko Bloemhard, the founder of SuppTrax, a company that’s changing the game for roofing contractors when it comes to insurance claim supplementing. Remko breaks down what supplementing really means (think: going back to the insurance company for those extra costs that often get missed in the initial estimate) and why it’s such a crucial step for contractors who want to ensure they’re getting every dollar they deserve.

You’ll hear Remko explain how the SuppTrax software makes managing these claims way easier, and how it can even sync up with the CRM systems you’re already using. Plus, Dave shares some insights about his own mentoring program, designed to help contractors not just grow their businesses, but also boost profits and carve out more free time.

If you’re a roofing contractor looking to get the most out of your insurance claims and your business, this is one episode you won’t want to miss!

What you’ll hear in this episode:

• Importance of supplementing in insurance claims for roofing contractors
• Overview of the insurance claim supplementing process
• Challenges faced by contractors in managing insurance claims
• Development and features of a specialized supplement management software
• Benefits of faster payment and improved cash flow through supplementing
• Integration of supplement management with existing CRM systems
• Strategies for contractors to maximize insurance claim payouts
• The role of inside sales support in enhancing contractor operations
• Personal anecdotes and insights from industry experiences
• Resources available for contractors to improve their business practices and supplementing capabilities

Resources:

Connect with Remko

[email protected]

(937) 869-1536

www.supptrax.com

Facebook

Connect with Dave

Free Strategy Call

Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call

Free Resource

Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan

Watch on YouTube

Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow

Trusted & Vetted Sponsors

Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.

ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.

SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.