What’s your plan for 2024? The roofing contractors who will be successful in the coming year are those who have a clear plan with specific steps to take for maximum profitability. In today’s show, you’ll hear my conversation with John DeLaurier as he was driving to Orlando for the Roofing Process Conference. John explained why he took the time to attend this conference, what he wanted to get out of the conference, and why he took his team with him. John also brought us up to date with the rebranding of DeLaurier Roofing to Peach State Roofing, a process that has taken several months and proven to be a significant financial investment. John is going into 2024 with a solid plan, and he shares his tips for a profitable 2024. Steal these tips for your business success!

Resources

Set up a FREE strategy call with Dave and get a few tips on how you can improve your business: https://davesullivan.as.me/free-strategy-call

Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at [email protected].

Or simply send me a text @510 612-1450

No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.

Vetted Sponsors Of The Roofer Show

Have RUBY answer your phones and tee up the sale by leaving a great first impression. Use this link to get up to $150 off your first month’s service: http://get.ruby.com/theroofercoach.

Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.

Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/. Use promo code “Dave50” for $50 off your first month’s service!

What is the #1 question from homeowners regarding the roofing industry? “How much is my roof going to cost?” The team at Roofle has developed a powerful price quoting tool called Roof Quote PRO that can enhance your customer service in every way. Times are changing in the roofing industry, and old-school methods don’t work with today’s consumers. Join us to learn more about this cutting-edge technology that is available now!

Dave and John are joined by Mike Goldenstein, the Chief Revenue Officer at Roofle. Mike logged over 30 years in every aspect of the roofing industry before joining Roofle last year. He explains how Roof Quote PRO is changing everything in the customer experience around getting a new roof and why Roofle remains committed to innovation and simplicity in everything they do.

Before they talk with Mike, Dave and John discuss the latest developments in the rebranding of DeLaurier Roofing to Peach State Roofing, along with why rebranding is a BIG deal with many details to consider.

What you’ll hear in this episode:

• How things are changing rapidly in the roofing industry and requiring a mindset shift from roofing contractors
• How Roof Quote PRO works like no other tool in the roofing industry
• How to give the customer a great experience with Roof Quote PRO
• John’s perspective as a roofing business owner about how Roof Quote PRO solves problems and helps his business in various ways
• Why customers trust a roofing business more if you are transparent with your price
• Why price is just one of the pillars that customers consider in the value their roofing contractor can bring them
• How Roof Quote PRO can be a tool to connect roofing contractors to local realtors for additional leads
• What Mike sees in lead magnets that actually work
• Why the Roofle team is committed to making Roof Quote PRO “always innovative and profoundly simple”
• Mike’s overview of the new features in Roof Quote PRO that will enhance the customer experience

Resources

Connect with Mike and Roofle: Website, Instagram, Facebook, and LinkedIn

Mentioned in this episode: They Ask You Answer by Marcus Sheridan

Set up a FREE strategy call with Dave and get a few tips on how you can improve your business:  https://davesullivan.as.me/free-strategy-call

Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at [email protected]. Or simply send me a text @510 612-1450

No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.

Vetted Sponsors Of The Roofer Show

Have RUBY answer your phones and tee up the sale by leaving a great first impression http://get.ruby.com/theroofercoach.

Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.

Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/.

Marketing is a common topic on The Roofer Coach for the simple reason that so many roofing contractors are doing it wrong. They hire agencies that don’t produce the desired outcomes, throw money into futile efforts, or simply don’t budget enough for the right kind of marketing. Today’s show covers how to approach marketing to become “5-mile famous.” Join us to learn more!

Elizabeth Lytle is with Contractor Dynamics, the roofing industry’s leading marketing training company. Their marketing training program is exclusively focused on growth-minded roofing companies. They partner with business owners and companies to equip them to take control over their marketing to create predictable growth. 

Before our interview with Elizabeth, John DeLaurier gives highlights of his rebranding process at DeLaurier Roofing, including a rundown of all that is involved in this massive endeavor.

What you’ll hear in this episode

• Why a relationship with an ad agency doesn’t work for roofing contractors: “YOU need to steer that ship!”
• Why in-house marketing allows for more clarity, transparency, and tracking the numbers
• How to get started with a marketing program through Contractor Dynamics
• Why a business owner has to take extreme ownership of their marketing
• How to identify your ideal client avatar, find out where he/she hangs out, and follow up with your messaging (John explains how he has done this in his rebranding process.)
• Why success happens when the marketing team and sales team are collaborating
• Why you should be marketing all year long and always align with your core values
• How to begin with a marketing budget
• How to focus on differentiating your business and demonstrating your value
• How to be “5-mile famous”

Resources

Connect with Elizabeth Lytle and Contractor Dynamics: Website, LinkedIn, Instagram, and Facebook

Set up a FREE strategy call with Dave and get a few tips on how you can improve your business:  https://davesullivan.as.me/free-strategy-call

Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at [email protected].

Or simply send me a text @510 612-1450

No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.

To find out more about 7 Steps to Getting More Qualified Leads for Your Roofing Business, call Dave. (510) 612-1450

Vetted Sponsors Of The Roofer Show

Have RUBY answer your phones and tee up the sale by leaving a great first impression http://get.ruby.com/theroofercoach.

Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.

Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/.

What is a GPO? Even in the roofing industry, the concept of a GPO (Group Purchasing Organization) is new and not widely understood. Let’s learn more about the Limitless GPO Group in today’s show!

Limitless Roofing Group was founded in 2022 by 25-year roofing industry veteran, Miller Weedn, and 20-year organizational leadership and training veteran, Dylan McCabe. Dylan joins Dave and John for today’s episode about the benefits roofing contractors can find by joining the Limitless Roofing GPO. Limitless GPO currently has 44 members (and counting) and operates in all 50 states with a passion for bringing roofing business owners together to maximize their profitability.  

Before our interview with Dylan, John DeLaurier unveils the result of his long-awaited rebranding of DeLaurier Roofing to Peach State Roofing, including the steps he’s taken and what the future next steps are in the process.

What you’ll hear in this episode:

• Why a common challenge among roofing business owners is how to find and retain top sales talent

• Why, as a roofing business owner, you need to hire the right WHO

• Why groups like a Mastermind or a GPO are beneficial in helping contractors learn from each other and find accountability and partnership

• The common problems Dylan finds with a GPO: marketing (because almost no one knows what a GPO is or what it does) and landing deals

• How membership in a GPO works—and how you can join now for FREE!

Resources

Set up a FREE strategy call with Dave and get a few tips on how you can improve your business:  https://davesullivan.as.me/free-strategy-call

Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at [email protected].

Or simply send me a text @510 612-1450

No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.

Vetted Sponsors Of The Roofer Show

Have RUBY answer your phones and tee up the sale by leaving a great first impression http://get.ruby.com/theroofercoach.

Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.

Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/.

Connect with Dylan McCabe and Limitless Roofing Group

Website

Facebook

LinkedIn

Mentioned by Dylan

Who Not How by Dan Sullivan and Dr. Benjamin Hardy

Today, we revisit a previous show, which is a listener favorite! 

The good, the bad, and the ugly: On today’s episode, I’ll be sharing my experiences with being a successful roofing contractor from that least favorite (but very effective) educator of ours: the school of hard knocks.

I also cover some of the most common problems that my coaching clients encounter.

Learn how to avoid these pitfalls so that you can build a sustainably profitable roofing business!

What you’ll hear in this episode:

• Why you must FIRST take a look at your financials.
• Polish up your sales skills.
• The importance of having systems and processes in place (from start to finish) when you’re doing a job.
• Know ALL of your costs associated with each job. Run your business by the numbers.
• Can your business run without you?
• This is what a profitable business in the roofing industry looks like: A 10% salary for the owner and a 10% net profit. Are you paying yourself a salary?
• Commercial vs. residential: Where are you making your money? What about overhead?
• Devise a strategic plan for how you want to niche your work.
• Do you need one-on-one coaching? I'm here to help! Contact me here and let’s get to know each other over a FREE one-hour call.

Resources

Connect with Paul and Contractor Staffing Source: Website, Email, and 415-549-5950

Set up a FREE strategy call with Dave and get a few tips on how you can improve your business:  https://davesullivan.as.me/free-strategy-call

Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at [email protected].

Or simply send me a text @510 612-1450

No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.

Vetted Sponsors Of The Roofer Show

Have RUBY answer your phones and tee up the sale by leaving a great first impression http://get.ruby.com/theroofercoach.

Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.

Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/.

Your A-players are everything! They are one factor that can have the biggest impact on your business success. Many contractors make the mistake of keeping sub-par employees around with the excuse that there aren’t good workers out there–but there are! They are working for someone else, so you have to go find them! Efforts to recruit, train, and retain A-players should always be happening in your business. Join us to learn more in today’s show!

I’m joined by Paul Sannenman, the founder of Dream Business Coaching. He is a construction business coach who has coached over 400 companies in the last 30 years. He helps clients make more money in less time–and have more FUN. With his refined expertise and wisdom, Paul shares with us his knowledge of the ins and outs of successful recruiting to bring in A-players.

What you’ll hear in this episode:

• Before the interview with Paul, Dave replays a clip from his Short Business Tips series from a couple of years ago: “Why You, as a Roofing Contractor, Should Be Watching Shark Tank.” Watching Shark Tank will help you:

• Learn to hone your perspective on business success by asking, “What am I selling? What problems does my business solve? What differentiates me from my competition?”

• Learn why you MUST know your numbers!




• How Paul developed his coaching business and recruiting expertise

• Why you need a good applicant tracking system and a good assessment to determine who the best people are

• Why the wrong hiring decision can cost you up to $50k

• Why keep employees who set a low bar for your culture and your corporate values??

• The easy #1 question to ask to determine who an A-player is: “If I had to start over, would I hire this person back?”

• Why it’s WAY cheaper to pay a recruiter than to hire the wrong person!

• How Paul uses recruiting assessments and video interviews

• Why a values fit is more important than a skills fit

• Why the right ad is key in recruiting

• What it costs to use a recruiter

• Paul’s #1 tip for contractors: Recruit all the time!

Resources

Connect with Paul and Contractor Staffing Source: Website, Email, and 415-549-5950

Set up a FREE strategy call with Dave and get a few tips on how you can improve your business:  https://davesullivan.as.me/free-strategy-call

Interested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at [email protected].

Or simply send me a text @510 612-1450

No Plan? No problem. Download our FREE 1-Page Business Plan For Roofing Contractors https://theroofershow.com/plan.

Vetted Sponsors Of The Roofer Show

Have RUBY answer your phones and tee up the sale by leaving a great first impression http://get.ruby.com/theroofercoach.

Commercial Roofing Contractors get more qualified leads with PEAK LEADS. Set up a strategy call at http://peakleads.io.

Automate your Follow-Up and close more sales with PROLINE. Get started for FREE at https://useproline.com/.

Want to sell more roofing jobs? Financing might be the answer for you! In today’s show, you’ll learn how to boost your sales with a seamless process of fast funding that appeals to your customers. Join us to learn more!

Chris Scoville is a pioneer in home improvement financing. He is a true advocate for roofing contractor success while looking out for the best benefits for homeowners, as well. His expertise at Scoville Financing is helping to educate and support contractors about financing for their consumers at the point of sale.

What you’ll hear in this episode:

• How John is finding success by offering financing options to his customers

• How financing options work for the financial benefit of the consumer while boosting your sales

• Why financing makes perfect sense in today’s changing market

• How the prequalification and approval processes work with financing

• Common misconceptions (mostly from old-school roofers) about financing

• How dealer fees work in the financing process

• A look at the numbers proving that financing benefits both consumer and contractor

Resources:

Connect with Chris Scoville:

Website and LinkedIn

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, which just launched on August 1, 2023!

Getting more leads does NOT equal sales success! Leads that aren’t well-qualified and specifically targeted will waste your valuable time. We are diving into this topic in today’s show. Join us!

Before Dave and John get into the interview with today’s expert guest, they discuss John’s rebranding process at DeLaurier Roofing, especially how he’s going about this expensive endeavor. Rebranding expert Dan Antonelli helped uncover the basics with us in Episode 333, "Is Your Roofing Business Branded or Blanded?"

Today’s guest is Ryan Groth from Sales Transformation Group. He has been on the show several times before, including his most recent appearance in  Episode 199, "What is Your Definition of Success?" Ryan discusses how to sell and why selling skills are important. The most important starting point is your WHY. What is your destination? Where are you headed? To be successful in roofing sales, you have to ask the right questions to the right people and listen for the answers.

Dave and John discuss how our definition of success changes over time and why it helps to revisit your business goals several times each year. The Roofer Coach’s 1-Page Business Plan can help point you in the right direction. Find the instant download at www.theroofershow.com.  

What you’ll hear in this episode:

• What’s going on for Ryan right now–and why shared goals and vision are vital

• John’s definition of success and how it’s changed over the years

• How to identify your “leashes” that keep you stuck

• How Ryan uses the Sales Competency Assessment–and how it shows that only 4% of those evaluated are strong at consultative selling

• Why training, coaching, and education for salespeople can flip the numbers on your sales performance

• Why there is always more to learn in the sales process

• How a 2, 3, or 5% increase in your close rate can make a life-changing difference for your company

• Why we need “unconscious competence” to demonstrate our skills in the marketplace without effort

• The fastest ways to make money and grow your roofing business

• Why your close rate sucks: you are speaking to the wrong people and you can’t sell

• How Sales Transformation Group helps improve close rates through their patented ATTMO methodology (Analyze, Train, Transform, Measure, and Optimize)

• Ryan’s highlights of events and programs for contractors that are offered by STG

Resources Mentioned:

Connect with Ryan Groth and Sales Transformation Group

 Website

 Instagram

 LinkedIn

 YouTube

Book Recommended by Ryan

The Gap and The Gain by Dan Sullivan

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, which just launched on August 1, 2023!

Welcome to this episode of The Roofer Coach! My co-host, John DeLaurier, is not with us today because he is attending a seminar and learning cool, new stuff. I’m talking with one of our mastermind group members about why and when you might need an attorney when working with insurance companies. Join us to learn more!  

Brian Huf is the owner of Modern Roofing Group in Denver, Colorado. We are getting Brian’s take on working with insurance companies and how he’s learned to make this relationship work. His attorney, Michelle Le, joins us to give valuable insight from her role in the process. She is the owner of her practice, the Law Offices of Michelle C. Le, and is licensed to practice law in four states: Texas, Colorado, Kansas, and Mississippi.  

What you’ll hear in this episode:

• What Brian gets out of our residential mastermind group at The Roofer Coach
• Brian’s background and work as the owner of Modern Roofing Group
• Michelle’s background and work as the owner of her law practice
• What Brian sees as the problem AND the solution in working with insurance companies
• How Brian gains the trust of the homeowner by being transparent and educating them about the roofing and insurance claim process
• Why Brian works with Michelle to address problems when insurance companies don’t want to pay
• How Brian works with insurance adjusters and gets paid
• How Michelle works on a contingency fee agreement to get paid
• What roofing contractors can do to improve their process and get paid
• Brian’s recent rebrand and how it’s made him easier for people to find

Resources Mentioned:

Connect with Brian Huf: Modern Roofing Group website or text 720-334-3449

Connect with Michelle C. Le: The Law Offices of Michelle C. Le website or text 210-491-2054

Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out! Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information!

Connect with John DeLaurier:  www.calldrr.com, Instagram, and Facebook

Connect with Dave via text message: (510) 612-1450

Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: [email protected] or visit The Roofer Mastermind to sign up.

Download my FREE 1-Page Business Plan template at www.theroofershow.com.

Contact me about one-on-one coaching at www.theroofercoach.com.

We need reviews of the podcast! Please leave a five-star review. It matters! Vetted Sponsors of the Roofer Show Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow

Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach

Be the modern-day contractor! We help you leverage technology to generate, organize, and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io.

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, which just launched on August 1, 2023!

• The difference between construction accounting and regular accounting
• Differences between costs and expenses
• 5 key performance indicators and setting up a dashboard
• Why you should use QuickBooks
• Easy tips to do your own accounting
• Getting in touch with people to help you set up your dashboard
• Top problems and causes for embezzlement
• Setting up programs to avoid rip-offs
• Being smart with your money
• Getting involved with a bookkeeping company
• The system Randal’s company uses

We found out that we were having a lot of customer callbacks on our work, at one point in our business. Most of the time it was a leak that was causing problems. We ended up developing The Perfect 10 Checklist and sent an inspector to the job site at the end of every job to assess how well the crew did the top 10 things that caused leaks. If they scored a Perfect 10, then the crew got a bonus. We were able to cut our callbacks by 90% with this simple checklist. It also cut our costs and improved customer satisfaction. It's a win-win. Go to the website to get the checklist and start implementing it!

Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service! Additional bonuses are available for the first 100 contractors who sign up for the newest version, which just launched on August 1, 2023!