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!

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: [email protected]

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!

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!

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: [email protected]

Call Aaron at 443-960-4004 for a consultation or troubleshooting help

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 / 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’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!

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!

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!

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!

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:

• An overview of 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
• Dominic details 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:

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!

Enjoy This Other Episode:

Podcast 171: How to Run a Paperless Roofing Business with Armando Jacox