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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Click here and use the code Roofer50 for a special $50 discount!

https://www.callruby.com/roofershow

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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!

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!

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!

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!

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!

Website

Facebook

Twitter @AltaVistaSP

Email: [email protected]

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!

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!

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

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!

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!