The Roofer Show

Dave Sullivan

If you’re a Roofing Contractor looking to grow your business, make more money, and have more free time this is the podcast for you. Your host Dave Sullivan has been a successful roofing contractor for over 30 years and he shares the good, bad, and the ugly of his experience in contracting. Each week Dave interviews the industry’s top experts to pull out their best business tips and strategies that you can use to take your business to the next level. Get the answers to the questions you have to the day to day problems you face in the “real world of construction” from those that have been there and done it. Whether you have a shop of 1 or 100 there’s something here for you. read less
BusinessBusiness

Episodes

375: How To Reduce Your Customer Acquisition Cost with Brad Akers
6d ago
375: How To Reduce Your Customer Acquisition Cost with Brad Akers
What is your customer acquisition cost? What it’s costing you to acquire each customer is probably way more than you think! Reduced customer acquisition costs would mean more profitability for your business, which is a win-win for your bottom line. In this episode, Dave and his guest discuss improving your close rate, focusing on better quality leads, and a sure way to get more referrals. Join us to learn more!Brad Akers from Brad Grows Businesses developed The Built Right program to create scalable systems around sales and marketing for roofers and other home service professionals. His mission is to provide expert consulting and marketing services with a customized growth plan for each client. What you’ll hear in this episode:Brad’s background story: how he learned business and marketing through a hands-on approach to entrepreneurshipThe #1 problem for small contractors in getting the right leads: not focusing on quality conversationsUnderstanding a true lead–and what it costs to get a true customer“Developing better sales skills may be solving the wrong problem.”Understanding the “control panel” in your business and which knobs and levers to turn for the desired resultsA look at ad spend, SEO, Google ads, and where your marketing dollars are really goingWhat is each qualified lead actually costing you? (Hint: Your estimated closing rate is probably WAY off!)Brad explains the concept of compounding.Brad’s process in generating three additional appointments from every jobThe benefits of compounding are maximized by providing a great customer experience and offering amazing rewards for referral partners.Follow the process!An overview of Brad’s program, The Built Right Contractor, along with group masterminds and one-on-one servicesResourcesConnect with Brad Akers:  Website, The Built Right Contractor, and 832-275-0581Set 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-callInterested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. 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 ShowHave 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...
374: Insurance Or Retail: Proposals That Sell Roofs with Phillip Kyker
05-04-2024
374: Insurance Or Retail: Proposals That Sell Roofs with Phillip Kyker
We have a great show today featuring the most up-to-date technology in professional roofing quotes. Dave and John are joined by Phillip Kyker from SunX, a company that takes the guesswork out of estimating with precise roofing estimates and Xactimates on demand. Tired of wasting your time creating roofing proposals? Join us to learn what SunX can do for you!We welcome a new sponsor to our show! SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant and call center services. Last week’s show (Episode 373) featured Chris Diroll, who gave a lot of information about what a virtual assistant can do for your contracting business. Check out SMA Support Services!What you’ll hear in this episode:Phillip’s background and the work he does at SunXJohn and Peach State Roofing love SunX services because of the speed and excellent customer service!The SunX process—and how it guides the homeowner in the right direction in the insurance processThe worst thing you can do is upset the insurance adjuster! SunX can help!What NOT to do in insurance roofing workThe difference in insurance and retail roofing proposalsUnderstanding Xactimates, a third-party software (owned by Verisk) that has become the industry standard for insurance roofingFactors that contribute to differences in estimatesCan an aerial view give a 100% accurate estimate?RCV, ACV, deductibles, and depreciated roofs: understanding how the insurance claim process works The big problems with insurance roofing: uneducated homeowners, corrupt insurance carriers, corrupt roofing contractors, corrupt homeowners, greed, and fraud (Get the picture?)Phillip’s best tips for listenersResourcesConnect with Phillip Kyker and SunX: Website, Email, or 843-503-8232Set 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-callInterested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. 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 ShowHave 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.)
373: Everything You Need To Know About Virtual Assistants with Chris Diroll
29-03-2024
373: Everything You Need To Know About Virtual Assistants with Chris Diroll
What is the best way for roofing contractors to make use of virtual assistants? In today’s show, Chris Diroll of Ready Diroll Consulting shares how he helps other contractors get VAs working for them to streamline their success in work and life. From his experience with Tresnak Roofing, SMA, and Ready Diroll Consulting, Chris gives his best tips on how to find a reliable VA and what results to expect in your business. Join us!What you’ll hear in this episode:Chris’ update on new tools, tips, and tradesJohn’s experience with a VA to improve efficiency without compromising the customer experienceHiring a VA: what to do and what not to doDetermining the best tasks for a VA that will move the needle forward for your profitabilityChris’ insights into implementationA look at John’s business set-up with VAs (like Kathleen!) from SMAEnhance the customer experience with a competent VA!A look at Chris’ set-up at Tresnak Roofing with VAsFinancial, mental, and emotional advantages to having a VAVAs help you offer profitable jobs and reduce your overhead.What Chris can offer your businessResourcesConnect with Chris Diroll and Ready Diroll Consulting: Website, Tresnak Roofing, and SMA*Mentioned in this episode: Your World-Class Assistant by Michael HyattSet 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-callInterested in learning more about our 1-on-1 coaching, our mastermind groups, or our fractional professional services? Email me at dave@theroofercoach.com. 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 ShowHave 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!
372: This New Law Will Affect Your Roofing Business Profits with Adam Bensman “The Roof Strategist”
22-03-2024
372: This New Law Will Affect Your Roofing Business Profits with Adam Bensman “The Roof Strategist”
A new Department of Labor law went into effect on March 11, and it affects everyone who uses subcontractors of any kind. The law focuses on the 1099 vs. W-2 situation, so your sales reps and production crews could be impacted. Dave and John discuss this topic and more with “The Roof Strategist” in today’s episode.   Before the interview with Adam Bensman, John gives an update from Peach State Roofing about what we can learn about always striving to be better, presenting a solid brand, and why it pays to wear your company apparel EVERYWHERE.   Adam Bensman, aka The Roof Strategist, is a seasoned entrepreneur and recognized expert in the roofing industry. His coaching and consulting approach covers sales, marketing, operations, team building, and financial management. He is the creator of the Roofing Sales Success Formula, which is being used by thousands of roofers in every US state and several foreign countries. He is the author of The Roofing Sales Survivor Guide and is the founder of the Roofing & Solar Reform Alliance (RSRA). RSRA seeks to transform the roofing and solar industry by giving amazing customer experiences and rebuilding integrity in what has been a beleaguered and much-maligned industry. Through his coaching programs, online resources, and speaking engagements, Adam equips professionals to reach their full potential in the roofing business. As a repeat guest on our show, Adam last joined us in 2021 for Episode 205, How To Build Your Sales Dream Team.    What you’ll hear in this episode: For effective time management, audit your input and measure it against your output. Adam’s mission: to disrupt the roofing industry and bring a new flavor of sales training to give every customer an amazing experience The fact: 77% of homeowners don’t trust contractors and view them as con artists and scammers.
364: How To Avoid The Gross Profit Rollercoaster with Diane Gilson
26-01-2024
364: How To Avoid The Gross Profit Rollercoaster with Diane Gilson
Know your numbers! You’ve heard it here at least a million times. “Keeping score” is one leg of the three-legged stool of your business, and one of the most important numbers is your gross profit. The roofing business is packed with ups and downs around your cash flow, and you need to navigate that ride with the right approach. Join us to learn more in today’s show! Diane Gilson created Info Plus Accounting in 1994 to help business owners. She has created many workshops and classes for contractors and is recognized as a top expert in her field. She is Dave’s go-to financial guru, and she returns to today’s show with more expert advice. Diane knows the numbers of the roofing business inside and out, and she loves to teach others how to handle the month-to-month rollercoaster of gross profit. Before our interview with Diane, hear the conversation between Dave and John DeLaurier about a specific job of John’s that went south quickly with a customer who was impossible to please–and how John handled the situation. On the other hand, he shares the success of a big job that is going well and staying well under budget. Dave gives insight into a consulting job of his on a huge, multimillion-dollar commercial roofing project. What you’ll hear in this episode: How knowing your numbers will keep you on a constant correction process, which is necessary for gross profit How Diane came to the work she does today What is gross profit? Why does it matter? Considerations in a cash-basis business How accrual basis accounting works with mismatching and adjustments
362: How to Answer the #2 Question Homeowners Ask with Tim Brown
12-01-2024
362: How to Answer the #2 Question Homeowners Ask with Tim Brown
A recent episode of The Roofer Coach analyzed the #1 question that homeowners ask: “What will my roof cost?” The #2 question that homeowners ask is just as important: “Why do you have a higher price?” There are key factors in that question and answer, and we are breaking it down on today’s show. Join us!   Before our interview, Dave catches up with John DeLaurier and gets the latest developments in his company’s rebranding to Peach State Roofing. John discusses a slow January and the challenges in hiring the right people. Dave and John explain why the keys to hiring are to know your numbers and build a solid brand, along with knowing what you can afford and how much a new hire will cost.   Tim Brown from the Hook Agency teaches people how to optimize their websites. Tim helps build beautiful websites that drive traffic to your websites and get the most SEO for your investment. He is our go-to guy for all things websites, so Tim is the perfect person to help us break down the #2 question that homeowners ask a roofing contractor.   What you’ll hear in this episode: Updates from Tim about his work at the Hook Agency and his busy life at home The value of having a business coach/consultant How Tim answers the question, “Why is your price higher?” about the Hook Agency How to identify your three most differentiated features per your customer reviews by using Tim’s tool at www.hookagency.com/reviews
361: Lessons Learned From Building A Successful Roofing Business To Sell with Dmitry Lipinskiy
05-01-2024
361: Lessons Learned From Building A Successful Roofing Business To Sell with Dmitry Lipinskiy
From the beginning, you should be building your roofing business to sell. Today’s show is all about how to get the life you want and the freedom you deserve. If you want to know how to WIN at the roofing game in 2023, don’t miss this episode! Join us now to learn more from today’s guest! Dmitry Lipinskiy has it all together when it comes to being successful in the roofing business, and he loves helping others find their own success. He has a YouTube Channel, Directorii, and Roofing Business School, and is making a name for himself in our field. Dmitry built his roofing business from scratch and sold it, and he understands what it takes to succeed in lead generation, marketing, and profitability. My co-host, John DeLaurier, and I are excited to welcome Dmitry to the show to share his wealth of knowledge with us today. 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 dave@theroofercoach.com. 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!
359: Prepare Your Roofing Business For 2024 with John DeLaurier
22-12-2023
359: Prepare Your Roofing Business For 2024 with John DeLaurier
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 dave@theroofercoach.com. 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!
358: Answer The #1 Question From Homeowners with Mike Goldenstein from Roof Quote Pro
15-12-2023
358: Answer The #1 Question From Homeowners with Mike Goldenstein from Roof Quote Pro
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
357: How to Become 5-Mile Famous with Elizabeth Lytle
08-12-2023
357: How to Become 5-Mile Famous with Elizabeth Lytle
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.)
356: Why Roofing Contractors Should Join Limitless GPO Group with Dylan McCabe
01-12-2023
356: Why Roofing Contractors Should Join Limitless GPO Group with Dylan McCabe
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!