Being busy doesn’t mean being productive or profitable. You have to have the right people in the right positions and have the right tools, systems, and processes in place. An essential piece of your success is marketing. Join us to learn the best ways to approach marketing in 2022, along with ways to grow your business without spending big marketing dollars.

Aaron Hockel, from AltaVista Strategic Partners, is a frequent guest who is one of my marketing go-to guys. Aaron shares the basics of putting together a marketing plan for 2022, including how small companies can start with marketing and build their brand as their business grows.

**Aaron and I will be at the International Roofing Expo in New Orleans next week, February 1-3, 2022. I’ll be at the AltaVista booth, #1764, on Tuesday, so come by and talk to us. Text me at 510-612-1450 if you attend; I’d love a chance to meet up and chat with you.

What you’ll hear in this episode:

• An overview of AltaVista Strategic Partners and how they build and execute successful, customized marketing campaigns to help contractors achieve their goals
• Why the instinct is to cut marketing costs when a downturn occurs
• How to “own the neighborhood” with radius marketing in simple ways
• Aaron’s tips for low-cost marketing strategies for smaller businesses–Reviews are the key!
• Why you need more reviews that are recent and appear in different online platforms
• Why your marketing needs to answer the question, “What makes us different from the competition?”
• The value of the pre-inspection package to inform customers and prepare them to give reviews
• How to “test” with a search to see where your business is showing up and where your marketing time and effort should be focused
• Why it’s important to direct customers to specific review sites with links
• Why you need to pay attention to your good reviews to see what customers like
• Why bad reviews always hinge on poor communication of some sort
• How to set up a marketing plan for 2022 by working the numbers backward by looking at your average job size, close rate, and lead flow
• Why Aaron recommends Google Ads over other platforms because it’s a controllable “billboard” for your business

Resources:

Connect with Aaron: AltaVista Strategic Partners

Email Aaron, find him on LinkedIn, or call (443) 960-4004

Check out my NEW website: The Roofer Coach

Download my FREE 1-Page Business Plan

Text me @ (510) 612-1450 and say Hi!

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

**Please leave me a review on iTunes!

Please share my podcast with other contractors!

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Call Ruby at (844) 326-7829 or check out their app!

Joseph Hughes from Contractor Dynamics is a marketing expert and host of the Nailed It! Podcast, and he joins me today to discuss ways that you can take control over growing your roofing business. Knowledge is power, and when you have a clear understanding of marketing, you develop the confidence needed to stand out from your competition and position your company as the industry leader. Don’t miss this robust conversation with Joseph Hughes!

What you’ll hear in this episode:

• Most roofing companies do not have a system for predictably and consistently generating their own customers.
• Joseph explains how Contractor Dynamics differentiates itself from other marketing agencies.
• Contractor Dynamics trains you on how to create your own content, how to run your own ads, and how to generate your own appointments and sales, so that you have full control over these acquisitions.
• Joseph details the “three buckets” when growing your business and what you should be focusing on at each level.
• Joseph discusses the four pillars that his company takes each client through (foundation, content, ads, and optimization).
• Going from a scarcity mindset to one of abundance is a game-changer for business owners.
• Tips and strategies for when your business is still new.
• What should you be spending on marketing?
• Ads definitely work, but you need to understand the right formula.
• Quick tips on getting leads!
• For more information on Joseph’s 10-week training course, click here.

Connect with Joseph!

On LinkedIn, Website, or Podcast

Referenced Podcast Episode:

49. Build a Roofing Company That Runs Itself

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!

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: [email protected]

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~

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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

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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!

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!

• 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!

Jon’s Phone Number: (925) 899-2953

Jon’s Email: [email protected]

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!

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:
  1. Strong visual “call-to-actions” throughout the website
  2. Testimonials and “trust factors”
  3. Emotionally-persuasive images and headlines
  4. An emphasis on SEO throughout the process
  5. 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!

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!

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.

• 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!

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!

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!