The focus of this week’s episode is new success. While some might think that you have to be the biggest and most established to have big years, our guest proves otherwise. DJ Molnar of Eagle Commercial Roofing in Ohio joins Andy to talk about how he’s seen success and the tips that have helped him get there.
Amidst the pandemic, DJ says he has had a very busy year. As a new contractor, he’s only been in commercial roofing a handful of years. This year started with uncertainty, but it has exceeded expectations. This year, he’s been working from 7 am until 8 pm – a schedule that Andy Near is also very familiar with!
In the commercial roofing industry, there are pros and cons. The biggest pro that is discussed on this episode is how commercial jobs have higher margins. You are able to do one job and make the same profit margin as 10-15 residential properties. Even smaller commercial jobs that are completed in a matter of days have the same high profit margins that making switching to commercial – or starting out in the industry – a fruitful idea!
The biggest con that DJ discussed is that there can be a substantial amount of time involved in commercial projects. Depending on the project, it can take a lot longer and require more labor and manpower to complete. However, the silver lining is that the majority of commercial projects are on flat roofs, which tends to be easier on the body.
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Finding Success Through Marketing
Each contractor finds their own success through various marketing tactics. DJ has personally found success by hiring a telemarketing company to provide cold calls for him. While some in the industry hear “cold calling” and think going door to door at local businesses, DJ explains his cold calling is the hired service calls the building owner to determine if there’s a need.
Not only has DJ seen this tactic save him time, it has also put him in front of the right business owners and property managers to have more than 10 leads per month.
But like all other contractors, there’s no way to land every job you get in front of. DJ has experienced disappointments along the way, like losing jobs because his bids were too high, or they were just going with another company. But these setbacks became lessons. DJ started to compare his bid to other contractors and found that they were lowballing base bids and the bidding higher on secondary. Change orders with the other bids would have racked up higher than his. It was a great way to teach building owners about looking at all parts of the bidding process.
How to Overcome Sales Objections
DJ doesn’t take it personally when someone objects or rejects him. He knows his company won’t be chosen every time. However, with his motto of “don’t give up” he continues to follow through. By continuing to go after the sale, you have an opportunity to establish a relationship that might lead to a job in the future.
Andy has also seen this success. He’s been told by a building owner that his bid was too high and that they liked his competitor’s product better. But his perseverance paid off and after continuing to stay in touch, he landed the job. The original objections faded away and the truth came out – it was a matter of trust. Once Andy established that trust, he secured the job.
Training is Essential
The final piece of advice given is if you want to build expertise and a good team you must keep your crew well trained. When training your own team, keep in mind they need to be confident on their own when you, as the leader, cannot be there. For success, you need skilled, expert employees who are competent. Callbacks from mess-ups can ruin your reputation. So, focus on training and having quality employees.
As contractors, it can be hard to find time to focus on training. However, Andy suggests that you have to put it on the calendar. Instead of waiting for the “rainy day” or “when we have time,” setting a calendar appointment to focus on training and safety ensures that it will be done and made a priority.
Investing in your team’s knowledge will help you as the business owner, and your entire company in the long run.
SPONSOR APPRECIATION
Special thanks to our sponsor Top Roof Contractors. Membership in this organization includes reduced prices for commercial roofing leads, third-party-verification to add credibility to your company, and a host of valuable benefits upon acceptance into the network. Learn more about them at www.TopRoofContractors.com.
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