Kyle and Marie Hoffman are the owners of Roofing & More, Inc., and I think you’ll be able to identify with some of the struggles they’ve faced in getting their family-run business to the success level it is today. Kyle and Marie will be sharing the systems and processes they put in place that eased their journey along the way. There are lots of lessons in the show today, and I’m sure you’ll be able to learn something that can be applied to your own situation that just might make things a lit...
Oct 23, 2020•1 hr 12 min•Ep. 195
I’m pleased to have Becca Switzer from Roof Sales Mastery back on the show with me today. If anyone knows about the sales process, it’s Becca. She has tons of direct sales experience and she’s mastered the sales art of the storm restoration industry, too. Becca really knows her stuff, and she’s ready to share what she knows about increasing your profits when working from the insurance claims side, as well as tips for retail sales right here on the show today. What You’ll Hear in This Episode: Be...
Oct 16, 2020•42 min•Ep. 194
To run a profitable roofing business, you have to understand the basics of accounting and the basics of setting up your financial system. Dave welcomes his go-to accounting expert, Diane Gilson, back to the show to discuss the easiest way to do just that! Diane Gilson created Info Plus(+) Accounting® In 1994 to help business owners establish job-cost accounting systems so they can access critical day-to-day operations data using QuickBooks as their primary management accounting tool. Diane’s pas...
Oct 09, 2020•54 min•Ep. 193
4: 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. The three steps to make a massive difference in your take-home pay are: First, u...
Oct 08, 2020•22 min
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. (The podcast has “do-the-math” examples.) If different types of work yield different profit margins, use this information to shift your focus into higher gross pr...
Oct 07, 2020•16 min
#2: How to Locate and Charge for Lost or Invisible Costs If you DON’T job-cost, it’s easy to miss various Time and Materials (T&M) costs that accumulate on a job. Even when you charge a fixed price for your projects, you may very well encounter Change Orders as a job progresses. If you’re job costing, many software programs (such as QuickBooks desktop) will help you easily convert job costs into Invoices. If you fail to invoice your customer because you don’t see the costs related to each jo...
Oct 06, 2020•11 min
#1: Why Job Cost? + Ways to Use Estimate vs. Actual Reports Many company owners wonder why they should bother with job-costing. They think they can simply watch their checkbook and wait until tax time to see how they did LAST YEAR. Unfortunately, by then, it’s too late to fix the prior year’s problems. The reality is that if you run your company without knowing your numbers, you’re “driving in the dark.” It’s not only unwise; it’s downright dangerous! Job-costing means you track, and can then SE...
Oct 05, 2020•31 min
There are so many mistakes to be made in the area of markup and profit, and there are plenty of contractors out there making those mistakes--and those are the ones who can’t keep their businesses afloat. If your business isn’t as profitable as it needs to be, then you need to hear what Michael Stone has to say. He’s been with us in Episode 14 and Episode 66, and now he’s here to talk about the specifics that can keep you profitable. What you’ll hear in this episode: Michael’s background: almost ...
Oct 02, 2020•1 hr 16 min•Ep. 192
My guest for today is Todd Dawalt and he has an awesome podcast called The Construction Leading Edge. It's for business owners and contractors who would like to grow and do away with any disorder in their business. On the show today I have a really great conversation with Todd about ways to improve your business. And Todd has some great giveaways too, like a video series with a ton of really simple information that you can use to better your business. So be sure to listen in all the way to the e...
Sep 25, 2020•1 hr 7 min•Ep. 191
My friend, Brian Javeline from MyOnlineToolbox, joins me today and we’re going to be getting into “Marketing 101” for roofing contractors. We’ll drill down into how to get the best leads of all: the qualified leads. You’ll hear about how to bring qualified visitors to your website and learn how to convert them to prospects. This really is a simple plan for getting more quality leads and you’re not going to want to miss this! What you’ll hear in this episode: Brian’s philosophy is a unique blend ...
Sep 18, 2020•1 hr 8 min•Ep. 190
If you have ever been involved with a legal dispute or if money has been withheld on your project you know that it can just suck the life out of you. And cost you a ton of money. In today’s interview with our legal expert Philip Siegel you’ll learn how you can review and escape these 10 killer contract clauses. Philip delivered this same talk to the Western States Roofing Association last June to an overflow audience. In fact, it was rated the #1 session out of 21 presenters. We talk about how y...
Sep 11, 2020•1 hr 3 min•Ep. 189
The easiest way to generate more revenue is to increase your close rate. In Part 2 of today’s interview with contractor business coach Kyle Hunt, we discuss tips in each area of your sales process: The Initial Phone Call: What you must do to make a great first impression, 5 Powerful Words When Talking With A Roofing Prospect, The In-Person Meeting: How to prepare, what to bring, and the approach you should take, and No Project Left Behind: Your lead tracking, sales pipeline, and follow-up system...
Sep 04, 2020•40 min•Ep. 188
The easiest way to generate more revenue is to increase your close rate. In today’s interview with contractor business coach Kyle Hunt, we discuss tips in each area of your sales process: The Initial Phone Call: What you must do to make a great first impression, 5 Powerful Words When Talking With A Roofing Prospect, The In-Person Meeting: How to prepare, what to bring, and the approach you should take, and No Project Left Behind: Your lead tracking, sales pipeline, and follow-up system. Get read...
Aug 28, 2020•56 min•Ep. 187
The number one problem we entrepreneurs face in the contracting industry is how to find the best talent for our businesses. Danny Kerr from Breakthrough Academy joins me in this conversation about how to find the best people to recruit and retain. Listen in for your own takeaways as Danny and I cover hiring issues, how to build great teams, and industry trends. What you’ll hear in this episode: Danny relates the prior experiences that led him to his current-day consulting, training, and coaching...
Aug 21, 2020•51 min•Ep. 186
Most contractors are leaving money on the table because they are not using their true labor burden before mark up. They mistakenly think they are making money on their jobs but have nothing left over at the end of the month. In today’s interview with financial expert Diane Gilson, we’ll use her free tool to determine all the hidden costs that you need to include in your true labor cost to make your expected profit. What you’ll hear in this episode: The biggest problem for contractors today is no...
Aug 14, 2020•56 min•Ep. 185
The roofing business is all about keeping that 3-legged stool strong and in balance: You have to sell the work, do the work, and keep score. This simple formula removes the chaos and frees up more of your personal time. On today’s show, I’ll be touching on each of these elements by sharing the marketing lessons that I’ve been learning while getting my own roof replaced, how to do the kind of work that will get you the next job, plus I have some exciting resources for you on understanding your nu...
Aug 07, 2020•46 min•Ep. 184
Having a consistent process for your project production is a must to maximize your job profits. If you're tired of getting those phone calls from the job or angry customers you’ll want to listen to my interview with Tim Faller. Tim has consulted on production with hundreds of construction companies and we discuss his best practices for reducing slippage and making more profit on every job. “The money is made in the sale. It’s production's job to protect it.” What you'll hear in this episode: The...
Jul 31, 2020•1 hr•Ep. 183
We all know how important leads are to our business, but how do you keep track of them? How do you qualify them? Erick Vargas, the COO of Followup CRM joins me today and we’re going to cover how to do all this and more, including how to pick the “cream of the crop” clients. This is going to save you time and make you more money, and that’s what this show is all about! What you’ll hear in this episode: “CRM” stands for customer relationship management. Followup CRM’s focus is around a centralized...
Jul 24, 2020•37 min•Ep. 182
If you want to sell more jobs, for more profit, in less time, you’ll want to listen to Part 4 of our series: “Have Your Best Year Ever.” Learn how to set up a sales process that can be followed with every lead to increase your close rates with the type of customers you want for your business. What you’ll hear in this episode: A recap of our first three parts of “Have Your Best Year Ever:” Part 1: How to design a website that converts visitors into leads that convert into sales, with Darren Slaug...
Jul 17, 2020•45 min•Ep. 181
If you think you will just sell your business and retire, think again. Very few roofing businesses will end in a sale or transfer to the next generation. Most will just close their doors. Join us to hear how, with careful planning, you can avoid the dreaded 4 D’s that kill so many businesses. What you’ll hear in this episode: Setting up corporate structure: why you should avoid sole proprietorship structure Why your personal money MUST be separate from the company’s money Scott’s tips to avoid “...
Jul 10, 2020•52 min•Ep. 180
When it comes to increasing your roofing sales, a professional proposal will separate you from the pack. Today I talk with Ryan Shantz from SumoQuote about their new software program that has everything you need to quickly put together a clear scope of work that will dazzle your prospect, build trust, and tee up that next sale. What you'll hear in this episode: SumoQuote was created because of homeowners who were asking for a price match on low-end competitors (no warranty, no professionalism, a...
Jul 03, 2020•39 min•Ep. 179
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. Dave’s 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 ref...
Jun 26, 2020•50 min•Ep. 178
Would you like your business to keep growing? And would you like to retain the valuable employees that work for you? Half the year has gone now, so the time has come to take a step back and do a mid-year checkup to make sure that you're on track in reaching the goals and targets that you've set for the year for your business. This is something that you can't do alone so it's very important to get everyone on board and to have the entire team facing in the same direction. Listen in today as I exp...
Jun 19, 2020•30 min•Ep. 177
To run a profitable roofing business, you have to understand the basics of accounting and the basics of setting up your financial system. Dave welcomes his go-to accounting expert, Diane Gilson, back to the show to discuss the easiest way to do just that! Diane Gilson created Info Plus(+) Accounting® In 1994 to help business owners establish job-cost accounting systems so they can access critical day-to-day operations data using QuickBooks as their primary management accounting tool. Diane’s pas...
Jun 12, 2020•49 min•Ep. 176
This is Episode 175! Today I discuss my top 10 profit takeaways for contractors from 174 interviews from The Roofer Show Podcast. What you’ll hear in this episode: How to prepare for the growth to take your business to the next level Top Ten Takeaways: Get a plan Start with the end in mind Look out for the four business killers: divorce, death, disability, and dissolution Be able to take a two-week vacation Put systems and processes in place Have good people that can do their job, whether you ar...
Jun 05, 2020•1 hr 25 min•Ep. 175
Today I interview best selling author and expert contractor business coach Vicki Suiter about her latest book The Profit Bleed . We pinpoint the reasons that contractors are not making the money they should and how they can fix the holes in their businesses to make more profit. What you’ll hear in this episode: How to deliver a good elevator pitch The benefits of a Mastermind group, for clarity, ideas, and camaraderie Vicki’s elevator pitch: what she does, who she serves, and what action she wan...
May 29, 2020•1 hr 1 min•Ep. 174
If you’re not marketing and selling preventative roof maintenance you are leaving a lot of money on the table! In today’s interview, Greg teaches us how to set up a maintenance department, find the right people to run it, and how to sell maintenance for high profits. He’ll also show us the top 5 mistakes contractors make that will kill the deal. Greg Hayne, of The Hayne Coaching Group, has a unique training program that helps roofing contractors grow their service departments and become more pro...
May 22, 2020•44 min•Ep. 173
This episode is part of a bonus series being aired during the COVID-19 pandemic. Resources / Links: For Tips, Strategies, and Free Downloads! Download My FREE 1-Page Business Plan! https://www.theroofershow.com 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! FREE Evaluation! I will also work with you one-on-one. Contact Me HERE to Get Started! THE ROOFER SHOW SPONSOR ...
May 20, 2020•31 min•Ep. 172
Resources / Links: For Tips, Strategies, and Free Downloads! Download My FREE 1-Page Business Plan! https://www.theroofershow.com 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! FREE Evaluation! I will also work with you one-on-one. Contact Me HERE to Get Started! THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find...
May 15, 2020•54 min•Ep. 171
Resources / Links: For Tips, Strategies, and Free Downloads! Download My FREE 1-Page Business Plan! https://www.theroofershow.com 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! FREE Evaluation! I will also work with you one-on-one. Contact Me HERE to Get Started! THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Use Ruby Receptionists!! Find...
May 08, 2020•45 min•Ep. 170
