Have you considered what a virtual assistant can do for your roofing business? If you aren’t sure how the process works or what the specific benefits are, today’s show lays it all out for you. Dave and John are joined by Adam Patterson of SMA Support, which provides an amazing service that is crucial to the success of many contractors. They hire, train, and provide VAs to help improve your business process and run the nuts and bolts of your business as dedicated team members. Join us to learn more!

What you’ll hear in this episode:

• John’s testimonial about what a VA can do for your roofing business (Check out Episode 373: Everything You Need to Know About Virtual Assistants with Chris Diroll.)
• Adam’s path from consulting and private equity to SMA Support
• Building a business of value by taking advantage of outsourcing opportunities
• Identify the WHY of your business
• Achieving your goals in an affordable, efficient way with a VA
• Characteristics of an engaged employee—like an SMA Support VA
• Eliminate the struggle and potential mistakes in the hiring process by employing a VA
• Repeatability structure, decision mapping, and nesting: how an SMA Support VA gets it done
• John’s perspective of Kathleen’s valuable role as the VA for Peach State Roofing
• No time to train a VA? SMA takes care of that!
• Adam’s take on managing people and offering incremental bonuses to exceptional VAs
• The role of a VA in getting reviews, getting faster payments, and providing excellent customer service
• What can a VA do for you? You, the business owner, can spend less time each week in “the drudge zone.”
• Adam’s view of what’s going on right now in the private equity world

Resources:

Connect with Adam Patterson and SMA Support: Website

Connect with John DeLaurier: Peach State Roofing and LinkedIn

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 text me at (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.

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!

Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)

What You’ll Hear in this Episode

• In this episode, Dave emphasizes the importance of a mid-year business review to ensure your roofing business stays on track for profitability.
• The key takeaway is understanding your financial statements and knowing your numbers, which is crucial for making informed decisions and maintaining profitability.
• Dave shares a step-by-step approach to evaluating your business, covering areas like sales processes, production efficiency, and financial scorekeeping.
• He also highlights the importance of having a well-organized bookkeeping system tailored for construction and roofing businesses.
• The episode ends with actionable advice on setting priorities and focusing on the "one thing" that will move your business forward.

Resources

Connect with John DeLaurier: Peach State Roofing and LinkedIn

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 text me at (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.

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!

Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)

This Is The Problem With Roofing Contractor Facebook Groups.

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 text me at (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.

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!

Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)

You’ve heard it from Dave over and over: “If you can’t take your family on a two-week vacation without having your business fall apart, you don’t have a business. You have a JOB.” Vacation is the name of the game for today’s show. Dave is on vacation, John DeLaurier just returned from vacation, and Scott Tebay is currently on a three-week road trip vacation with his family. How do these guys take extended vacations and still run a profitable business? Let’s find out in today’s episode!

Scott Tebay is the owner/operator of Rainstoppers Roofing, and he’s been in the construction industry for almost 20 years. Scott is committed to providing 5-star service to every customer by being professional, responsive, and courteous at every step of the roofing process. Scott hosts the Small Town Roofer Podcast and lives with his wife and two young sons in Marietta, Ohio. 

What you’ll hear in this episode:

• Scott’s commitment to family vacations (This time it’s a three-week road trip in a motorhome up the east coast of the US.)
• The benefits of a roofing mastermind group: perspectives from John and Scott
• Thoughts on a tough, slow year that has seen recent optimistic growth because of the changing political climate
• Scott’s background and the WHY that keeps him going each day
• A change in Scott’s destination—from $100 million goals to $7 million and a satisfying lifestyle
• John’s perspective on his WHY and his priorities for his family and his team in the roofing world
• From Scott and John: perspectives on building the lifestyle of their dreams with a solid team, a profitable sales/production process, and a good CRM (They both recommend ProLine.)
• Issues with crews that need a project manager to “babysit” them (There is a better way with ProLine and CompanyCam!)
• Advice from John and Scott

Resources:

Connect with Scott Tebay: Website, Email, and the Small Town Roofer Podcast

Connect with John DeLaurier: Peach State Roofing and LinkedIn

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 text me at (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.

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!

Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)

We have a little different setup today as both John DeLaurier and I are on vacation. Since I can do the podcast from anywhere in the world, I’m handling things on my own with a great interview with Aaron Hockel of AltaVista Strategic Partners. He shares his wisdom and expertise about marketing in today’s shaky economy. Roofing leads are dropping off, and we’ve got to know what works and what doesn’t in today’s market. Join us to learn more about how you can get a bigger piece of the pie! 

What you’ll hear in this episode:

• A quick overview of the services available for roofers at AltaVista
• Aaron’s perspective on the slowing roofing market in 2024
• Financing is a huge issue for roofers in today’s economy.
• “The pie is getting smaller. Every piece is more expensive and more valuable to a roofing business.”
• Aaron’s tips for a great website: homepage, About page, and service pages
• Branding starts with your website homepage!
• The ROI in hiring a photographer for your website photos (vs. using stock photos) is phenomenal!
• Aaron’s perspective on merging businesses for maximum SEO
• Roofers care more about LEADS than CLICKS!
• Understanding the value of Google My Business
• Reviews are critically important to your roofing business!
• Aaron’s thoughts about location, proximity, directory citations, prominence (reviews), data pins, and social media content
• Reverse engineering to figure out how many leads you need to hit your sales goals

Resources:

Connect with Aaron Hockel and AltaVista: Website, Email, and LinkedIn 

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 text me at (510) 612-1450.

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

Welcome to another great episode of The Roofer Coach! We have a great topic for you today as Dave and John discuss the best sales process you can use in 2024. This topic comes up often in our mastermind group, and we think a deeper look will be helpful for our listeners. Learn how a better sales process will help you close more deals and increase your profit margins. Join us to learn more!

What you’ll hear in this episode:

• How a coach will help you implement a better sales process and stay on track to meet your goals
• What to know about the effort and cost of acquiring a customer (Hint: your customer acquisition cost is probably WAY more than you think it is!)
• What to know about getting customer reviews and posting content to build your online presence
• Why you should offer only 1-2 services (You can’t do everything and stand out in the roofing industry.)
• Why having a great website is the foundation of your sales process
• How to know what your customer really wants
• Steps in the best sales process:
• Make it easy for your prospect to schedule an appointment and get the information they want. (Automation from Roof Quote Pro and Company Cam make it easier!)
• Do the inspection and have all your pre-qualifications completed ahead of time–before you even go look at their roof.
• Present the proposal. (John includes “hero” pages, his company story, and information about the customer journey, pricing, options, etc. All of these things help to build trust.)
• Have follow-up processes set up for every customer, whether they buy now or not. 
• Why you must show differentiators at EVERY step of the sales process to stand out from your competitors

Resources:

You can also watch the show on Youtube at https://youtu.be/BLS7OxT8rPQ.

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 text me at (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.

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!

Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)

I’m building on last week’s show, Episode 386, about the “halftime” or mid-year review in your business. It’s time to gear up for the 2nd half, run out of the locker room, and kick some ass! If we know the score (our numbers), we can make adjustments, formulate a game plan, and come out to WIN. This episode is about building a strong foundation to withstand the many downturns of the roofing business. Join me to learn more!

What you’ll hear in this episode:

• Know your KPIs! (sales, gross profit margin, cash flow, etc.)
• The rule for owner’s pay: take home 10% of sales ($2 million in sales = $200k for you)
• Other accounts you need: savings, retirement, kids’ college fund, life insurance, disability insurance, etc.)
• A good CPA should reduce your taxes!
• Don’t confuse gross profit and net profit!
• “Profit is for sanity, and cash is reality.”
• Understand your monthly financial statements.
• Construction accounting is set up differently than other businesses because of job costs.
• The strength of your business is found in three reports: your P&L report, balance sheet, and cash flow analysis (We offer Fractional CFO services! Email Dave:  [email protected].)
• Your business should be a no-scale zone.
• Need to make more profit? Cut your overhead, lean up your business, and look to outsource tasks.
• Your marketing budget should be 5% of your sales; you need a good website that converts, SEO, GMB page, review process, and brand visibility.

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 text me at (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.

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!

Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)

Welcome to an in-depth discussion about an often-overlooked topic in our industry: the mid-year review. Just like in a football game, we need a halftime review as we finish up the second quarter of the year. It’s time to evaluate what went right and wrong in the first half of 2024. Did we score? Did we hit our targets? Using the “I hope” strategy is not enough to ensure we have enough profitability to carry us through December! We have to understand our mistakes and adjust the game plan. Join Dave Sullivan and John DeLaurier to learn more in this episode!

What you’ll hear in this episode:

• John’s perspective on Peach State Roofing's halftime review and how he plans to utilize the 1 Page Business Plan with his employees
• Red flags: low conversion rates, revenue, and close rates
• Figuring your gross profit margin and understanding your close rate
• Improving your close rate by prequalifying better and attracting better leads
• What John identifies as the biggest contributor to a decreasing close rate
• Breaking down your marketing report, sales report, and cash flow report
• The importance of sending out invoices ASAP
• Understanding your short-term and long-term assets to gauge the strength of your business
• Essential numbers to know: conversion rate, average revenue per job, total revenue, gross profit margin, close rate, and accounts receivable
• Why Dave started The Roofer CFO
• Make an action plan NOW to move the needle on your 2024 profitability!

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 send me a text at (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.

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!

Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)

Solid advice from Dave and John—that’s what we have lined up for you today. This episode comes out of coaching work I’m doing with three clients right now who are coming from other industries and want to get into the roofing business. Things are different today than they were even ten years ago, and there is so much wisdom to be learned from the mistakes of others. Join us to hear A+ advice from Dave and John about getting started in the roofing business!

What you’ll hear in this episode:

• Glimpses into Dave and John’s paths in the roofing business
• Perspectives on solo ownership vs. partnership, being the biggest vs. being profitable, and knowing your WHY
• The importance of knowing your market, your niche, and your ideal customer
• Spend your marketing dollars wisely!
• Advice about your website, sales staff, and office administration
• Knowing what to charge and what your profit margin should be
• Building your brand
• Thoughts on your org chart levels: admin, accounting, marketing, production, and sales
• Questions to ask yourself: Am I making a profit? Is my personal life what I want it to be as a business owner? Do I have a “job” or a business?
• What John would have done differently
• Getting leads in today’s world is a different ball game than it used to be. 
• Takeaways from John: “Learn from others’ mistakes. There is no shortcut to business success. Listen to podcasts, join a Mastermind, and ask questions.”

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 send me a text at (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: https://get.ruby.com/theroofercoach.

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!

Our newest sponsor, SMA Support Services, fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Explore what a virtual assistant can do for your contracting business. Check out SMA Support Services! (Tell them Dave and John sent you.)

Most contractors don’t fail because they lack hustle — they fail because they never build the systems that protect profit as they grow.

In this episode, I sit down with Tommy Mello, one of the most well-known operators in home services, to talk about what actually creates a scalable, profitable company: leadership, discipline, and repeatable systems.

We cover what “real” operational excellence looks like, how to think about growth without chaos, and the habits that keep the business from depending on you every day. If you’re serious about building a company that runs strong, earns real profit, and is valuable long-term, this one’s for you.

👉 More resources at theroofercoach.com/resources

If you want a business that scales, you can’t rely on personality, hustle, or “hero mode.” You need systems that produce results even when you’re not in the room.

In this episode, Dave Sullivan talks with Tommy Mello about the foundations behind high-performing home service companies — and how roofing contractors can apply the same thinking without getting buried in complexity.

We talk about:

• Why growth exposes weaknesses (and how systems prevent “profit fade”)
• The leadership standards that create accountability and consistency
• How to make smarter decisions using numbers, not gut feel
• The real purpose of technology: clarity, follow-up, and execution
• Why your long-term value (and future exit options) depend on building a business that doesn’t rely on you

This is an operator-level conversation about building a company that’s more stable, more profitable, and more transferable — not just “bigger.”

👉 Download free tools and checklists at theroofercoach.com/resources

• Growth doesn’t fix problems — it amplifies them. Systems protect profit as you scale.
• Leadership is standards + accountability, not motivation speeches.
• Know your numbers and review them consistently — clarity beats guessing.
• Technology only works when it supports a process (follow-up, tracking, execution).
• Your business becomes valuable when it can operate without you in the middle of everything.

00:00 – Introduction to The Roofer Show

08:17 – Financial strategies and discipline

17:28 – Systems that create consistency

21:25 – AI and tech (what matters / what doesn’t)

35:01 – Exit value and building a transferable company

42:26 – The cost of leadership

43:29 – Learning through failure and getting help

54:32 – Leads, relationships, and long-term growth

01:01:11 – Reviews and reputation

• https://theroofercoach.com/resources
• https://theroofercoach.com
• https://freedomevent.com
• https://tommymello.com/shop
• https://pinparrot.com

• Ruby Receptionists
• SMA Support
• ProLine

👉 Download the Roofing Business Success Audit at theroofercoach.com/resources