Insurance Disputes

In this episode of the Rocket Roof Show, host Andy Near talks about insurance claim disputes and how you can navigate the murky waters.  He interviews Todd Farr, Client Relations Director at The Voss Law Firm, who specializes in resolving property insurance disputes. Todd regularly works with contractors to help them and the policyholder achieve a successful insurance claim to repair damage to their commercial and residential properties.

What should I do if my clients claim was under-paid, delayed or denied?

When you are working with a client whose insurance company is fighting them on a claim, seeking out legal help might be a good idea. While you as the contractor can only do so much to help prove that a claim is eligible for payment, a legal team like The Voss Law Firm can go even further to make sure the rights of your client are held up and they receive the money they are entitled to.

When a big storm hits and your client has major damage to their properties, it isn’t always easy for them to get the compensation they are entitled to from their insurance company. Some business owners find themselves struggling with inaccurate assessments, low offers and mysterious delays from their insurance company over legitimate claims.

It’s important to find a legal team such as The Voss Law Firm, which specializes in helping policy holders dispute their claim settlements. The major outages in Texas due to the unexpected winter storm show just how important it is that contractors should be well equipped to help policy-owners get the compensation they need to protect their properties.

When do I contact a law firm to help dispute a claim?

When your client is having a problem getting reimbursement from their insurance company due to delays or denials, you might suggest they speak to a legal team like the one at The Voss Law Firm, which specializes in helping property owners receive the compensation they are due for eligible claims.

SPONSOR APPRECIATION

Special thanks to our sponsor Top Roof Marketing, a full-service marketing group that specializes in the commercial roofing industry.

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Virtual Assistance

This episode of the Rocket Roof Show, host Andy Near dives into the world of Virtual Assistants and the many advantages they have to offer for both your business and your budget. He interviews one of the founders of Freelance University, Craig Cannings. Considering one of our goals here at the Rocket Roof Show is to educate and equip roofers to do more business by launching your business to the next level, it seems as though Craig is our perfect guest as Freelance University, or FreeU, was created to allow individual entrepreneurs to do the same with their own business.

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Freelance University provides education for freelancers such as graphic designers, social media managers, technology advisors, and so many other areas, including, you guessed it, Virtual Assistants. It’s common to think of a robot when the term Virtual Assistant pops up, but these days it’s far more likely that you’re working with an actual person.

Virtual Assistants, or commonly called, VAs, are a great benefit for many business owners and contractors as they provide you with far less overhead than a full-time employee would.  You don’t have to worry about paying benefits or the other costs that come with having a long-term employee. Being a remote professional that typically works on a contract basis, they are there to do the work when you need it.

Initially, a Virtual Assistant’s tasks involved administrative and secretarial duties for the most part but over the last decade or so, they have really expanded, and it seems as though there is nothing a Virtual Assistant can’t do. There are many different types of Virtual Assistants and with marketplaces out there such as Upwork and Fiverr, among others, you can choose a VA with the skills and experience that match your needs perfectly.

Whether you’re looking to find the right Online Business Manager, or OBM, that can be the eyes and ears for your business or if you are looking for someone to turn your employee handbook into a digital book, there are VA’s out there that are ready to get your project completed promptly and professionally. They have skills and are focused in the area you need.  Though you may be able to complete the project yourself, a good VA will do it faster and with a higher level of quality, not to mention giving you the opportunity to focus on your business.

When you look at what a VA can take off your plate, you will see how beneficial they can be to you and your business. A VA is there to be your resource. No matter what that entails, there is sure to be one that can complete and simplify the task at hand. When it comes to hiring a Virtual Assistant, people often get intimated with the remote aspect of working with a new individual. Craig gives a few tips to consider when interviewing Virtual Assistants.

There are Virtual Assistants available around the world and while it is likely cheaper to find one overseas, such as the Philippines or other offshore areas, it may pay off in the long run to hire a local Virtual Assistant that can deliver on the culture you need. When we say local, we don’t mean they have to be down the road, you have incredible pools to choose from just within our own country! For some tasks, it could make the most sense to go with an offshore Virtual Assistant, but for content creation and other important, more personal projects, going with a local Virtual Assistant will probably produce the professional results you’re looking for.

Find someone with experience that is a good fit for your project and that knows your industry. In today’s growing Virtual Assistant realm, it’s also a great idea to make sure you are hiring someone that has experience working remotely and virtually. One beauty of working with Virtual Assistants is that you can hire them on a trial basis, try them out for a month or two part time and see how it goes.  There’s no long-term commitment or costs when you hire a Virtual Assistant.

Roofing contractors have a lot to gain when taking advantage of the Virtual Assistants that are out there. You have enough on your plate and worrying about your website, social media, schedule, you name it, doesn’t have to be one of them! Don’t be resistant to change just because it’s new. Virtual Assistants are becoming far more common and they can help grow your business the right way!

SPONSOR APPRECIATION
Special thanks to our sponsor Top Roof Marketing, a full-service marketing group that specializes in the commercial roofing industry.

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Close the Deal

When it comes to selling, closing the deal is not only the final segment of the sale, but it’s quite possibly the most essential part of the process. On this episode of the Rocket Roof Show, host Andy Near interviews the Master Closer himself, Dale Childress. While Dale feels he’s always been naturally drawn to sales, he had a fresh start when he landed in roof sales and with much knowledge of sales and almost zero knowledge about roofs, he still succeeded where others failed. Dale attributes a major part of his success to his own choosing not to learn what everyone else was doing. When learning something new, it’s important to pay attention to the people you want to be like. Seeing what people are doing, both right and wrong can help you grow immensely.

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You don’t have to rely on product knowledge to sell, it is important, don’t let people tell you it’s not, but that is a piece that can be learned along the way. Knowing how to sell is the crucial piece of the puzzle. While people like to buy things, they don’t like to be sold and knowing how to make what they need their idea is the trick of the trade in selling.

In the roofing industry, we’re in the people business and if you want to survive and thrive, you have no option but to be ethical. A common mistake made when approaching your customers is forgetting to stay in agreement with the prospect. Getting tunnel vision and trying to go straight to closing the deal is an all-too-common mistake made and it’s one that can lose you the sale almost immediately. When you’re talking with your prospects, shut up and listen; understand and listen to their needs, their wants, their concerns, all of it will help you find the right opportunity to close the deal properly and always remember, no one can argue with you if you agree with them on everything.

With budgetary concerns being one of the biggest drawbacks, make sure you put your prospect at ease from the start. Don’t let price determine whether the job happens or not, if price is the issue, you will never close the sale and move forward with the job. Neutralize the money issue and everything else will be easy to have fall into place. With financing and restoration, you bring them options and help them to stay in control. Make price the reason they need this job to happen, if your roof fails, you’ll be looking at far more money spent on areas that could be avoided. Then ask the question, “How soon do you want it finished?”. Sooner is always better than later. When multiple estimates are requested, deliver. When they ask for three estimates, who says they have to be from three different companies? You can give them three different estimates and still come out on top! Good, better, best. Don’t rely on one of anything. Don’t be intimidated by the request, remember, you’re the expert at what you do!

When you’re talking with prospects, it’s important to constantly gather and update your information and customer database, always learn about your prospects, and make sure you continue to LISTEN and make them comfortable. Ask them if they’ve had their roof replaced before and listen to what they liked about the process as well as what they wished had been done differently. This will let you know what’s important to them. What information can you leverage to close the deal? If you’re working with a facility manager and they don’t have the authority to make the decision, make sure you empower them, as they are the gatekeeper. Make them feel important and let them know you’re dead in the water without their help. Bleeding positivity is a great way to live life, even when you’re not selling. Be over the top positive and expand your mindset on what’s possible, we’re always looking for opportunity, it’s in our nature.

How do you sell someone something that they don’t think they need? Show them their problem, they probably don’t even know there is one. Four simple steps in roof sales are:

Step One: The problem, nothing else matters unless they know they have a problem

Step Two: Solving the problem

Step Three: The solution, what to do to move forward

Step Four: Closing (Yes, closing the sale is its own separate step)

Never forget to go for the close. Give them an opportunity to say “yes” or “no”, great questions to ask are, “Has everything we discussed today made sense?” or “Have I given you enough information to make a decision?”. Listen and go from there and never forget to follow up. The follow up is part of the closing and it’s where the money is. Be pleasantly persistent, how can you make them think of you one more time without them realizing you’re following up? Never forget to thank them, they’ve taken time out of their day to talk to you and that’s valuable for everyone.

Being successful in sales doesn’t have to be rocket science. Carry yourself the way you want your customers to be, if you don’t carry yourself at the level you want them to be at, you’ll never succeed, it’s the law of attraction. Make a process and constantly improve it. Learn from those who have succeeded before you and find a group that specializes in your niche so you can learn from each other. It’s ok to be rejected because you can always go back and try again, turn on the voice that says, “I will do it”. If you’re ready to be successful, you can make it happen, sales are how you can control your own income.

SPONSOR APPRECIATION
Special thanks to our sponsor Top Roof Marketing, a full-service marketing group that specializes in the commercial roofing industry.

JOIN US LIVE TWICE A MONTH
To be part of the real-time discussion with our live audience, like us on Facebook and tune in every 1st and 3rd Thursday of the month at 7pm ET: www.facebook.com/RocketRoofShow.

Cold Call War

Host Andy Near interviews Ben Menchaca with Hail Pro out of Burnsville, MN, and dives into his outstanding success with cold calling and door knocking for sales. While most people associate cold calling with a phone call, in the roofing industry, cold calling also involves going to your local businesses and neighbors and reaching out to individual businesses and homeowners. Read on to find out how Ben started at the bottom and continues to help himself and others succeed!

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Ben has always been in the trades industry. In 2008, when the economy took a major hit, he made a change and moved to Texas to be a sheet metal apprentice. All set and getting ready to graduate, Ben realized he just wasn’t happy, and this affected his health as well. After talking to a couple of his mentors, Ben realized it was time for another and better change. While he didn’t take the jump immediately, he finally decided it was time to work on his personal development to allow himself the growth he needed. Ben sold everything and moved out to the East Coast to pursue a storm restoration opportunity.

One of Ben’s mentors put it perfectly when he said, “Jump and the net will appear”, and Ben knew the best thing to do was to take action. To increase your income, you must increase your knowledge and while you don’t need to know every single detail from the start, you do need to be committed to believing in yourself and what you are selling.

A frequent problem in productive selling is failing to have confidence in yourself or your product. As a commercial roofing contractor, you are offering an incredible service and value that you should be proud to tell people about it! Believe in the service you provide. After all, you are here to help your customers.

As the boss, you should work on building your sales team with people who will represent your culture and mission statement. You don’t need to have a team of professionals from the start, you can train the right people who have the right dedication.

When leads dry up, and they will sometimes, go back to the beginning of your list, even ones that ended up going nowhere. Follow up with people that said “no” in the beginning.  Frequently, a “no” is really just a “not yet”. If you are nervous and get a “no” early on, that’s ok.  Ask them when would be a good time to follow up… in a week or two? It comes back to remembering you are delivering a valuable service that they need – they just might not need it quite yet or they might not even know they need it!

It’s ok to lose motivation at times, it happens, you’re human! The key is to not let yourself stay there. Daily motivation is crucial to success and it’s important to keep yourself motivated. Find your vision, where do you want to be? Use other people’s experiences to help you stay motivated and then find what motivates you. For some, it may be money, “wins”, or beating a certain number.

Always remember to celebrate all your accomplishments, even the small ones. Turn off the negative noise and keep the positivity alive. If you’re finding this to be a struggle, perhaps find a new network of people that will help to keep you positive and motivated. The power of networking is real and it’s ok to ask for help. As always, the goal of the Rocket Roof Show is to equip and educate roofing contractors in the industry, and we continue to focus on bringing you the best ways to help yourself succeed and be productive with your leads and business.

SPONSOR APPRECIATION
Special thanks to our sponsor Top Roof Marketing, a full-service marketing group that specializes in the commercial roofing industry.

JOIN US LIVE TWICE A MONTH
To be part of the real-time discussion with our live audience, like us on Facebook and tune in every 1st and 3rd Thursday of the month at 7pm ET: www.facebook.com/RocketRoofShow.

Uncertainty

On today’s show, Jonathan flips the roles around and interviews Rocket Roof Show host Andy Near, who is currently on vacation in Florida. What a time to talk about the uncertainty of the world with so much unknown revolving around so many important pieces of our every day lives. Uncertainty can absolutely cause our mindset to drift and cause us to worry and be anxious about many things. It can also be a major hindrance to both your personal and professional growth.

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While it’s completely normal and healthy to worry from time to time, dwelling in the angst and unknown isn’t a good place to stay. And if you’re trying to run and build a successful business, it will be close to impossible to ensure great success when your mindset isn’t in a positive position. A positive mindset is the key to growth; no matter the area. While every season has the potential to bring a new uncertainty, it also allows you a new opportunity to push through despite the uncertainty and grow through each new experience.

A positive mindset doesn’t have to mean you are positive and upbeat 100% of the time, but it does mean that you’re able to look past the uncertainty and focus on all that continues to be good in life. Cultivating a positive mindset can happen anytime. It shouldn’t matter who the leader of our country or your state is. You can continue to grow a strong business despite who is in government leadership, because you will continue to be your own leader and in control of your own business. Making changes for the changing world and times is a good thing to consider as well, sometimes you need to figure out a new way to make the same old car work.

Expecting positive results from a negative mindset is an equation that just doesn’t make sense. Not only will your employees and customers feed off of your negative energy, but if you are constantly focusing on the negative, you will be far more likely to drag that negative into every aspect of your business and life. It’s ok to have doubts and concerns, that’s a healthy part of growth, but knowing when to change your perspective is an important part of not only a growing business, but keeping yourself happy and healthy as well.

If you have found yourself lying in worry more often than usual, there’s a few simple ways you can work to turn that around. First, find the positivity in your situation. While no situation is perfect, you can look to find ways to be optimistic about it and accept the things you cannot change. Also, learn how to be resilient and also grateful for the days and opportunities that have been given to you. Each day is a gift, and if you focus on your own integrity throughout each day, you can be confident you’re always giving it your best and your employees and business will continue to shine through.

Things may come about in unexpected ways and that doesn’t have to be a bad thing. While unexpected answers can be a shock, they can often be the answer that we needed anyways despite what we thought we originally needed. Don’t let uncertainty be the reason you take a step back from growing your business, continue to push through despite your worry and you’ll feel great knowing you’re doing what is best for you and your business.

If you’ve been looking for good reads about personal development or boosting sales properly, we highly recommend looking into Zig Ziglar’s many books and courses or Frank Bettger’s wonderful book, “How I Raised Myself from Failure to Success in Selling”.

SPONSOR APPRECIATION
Special thanks to our sponsor Top Roof Marketing, a full-service marketing group that specializes in the commercial roofing industry.

JOIN US LIVE TWICE A MONTH
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Manufacturer Relationships

It’s time to talk about manufacturer relationships! Andy Near of Empire Contractors, our beloved host, sits down with Matt Cullen of Castagra to discuss why it’s vital to have close relationships with your manufacturers and suppliers.

Matt is the Vice President of Business Development for Castagra and works closely with contractors, oftentimes meeting them on the roof to ensure his products are the right solution for the contractors’ and building owners’ needs, providing a better, faster roofing solution.

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Since every business is run in its own unique way, the way a contractor selects a manufacturer can vary greatly depending on what each contractor is looking for. Some search based on cost, performance, relationships, and even the quality of the products – some even search based on a mix of these features. However, it’s important to remember why the manufacturer exists and how they can help you. Contractors cannot all be knowledgeable about every product available on the market. By establishing a trusted relationship with your manufacturer, you can tap into their direct knowledge of the product. This will be the base for building a trusting relationship between the manufacturer and the contractor.

When you have a relationship with trust, it opens up the door for both parties to do their job and allows the contractor to be a consultant for their customer. It is the contractor’s job to find out new products that are better, faster, and innovative to bring to their customers.

It’s also important to remember that size doesn’t always matter when it comes to trusting a manufacturer. Just because one is bigger, it does not mean it’s better. Smaller manufacturers provide attention to detail that larger manufacturers can’t provide. Unless you’re a multimillion or billion operation, you likely won’t get the attentive service from a large manufacturer, like you would from a smaller, specialized one.

How Working with a Manufacturer Can Help with Warranties

Establishing good relationships make you work hand in hand with each other. It likely starts well before you have the job. Quite a few manufacturers would rather work alongside contractors to make sure that their products are a good fit before the product is applied. Personally, Matt works alongside his contractors and does tests on roofs to determine if their product will resolve the client’s issues. That way, the manufacturer can be confident before application. They know their product will serve the needs of the building owner, and a full NDL warranty can be provided.

When you have a great relationship with your manufacturer, if you do come across a warranty issue, you tend to have more clout than someone who just started working with them. The manufacturer will know that you have always followed the guidelines outlined, gone through the steps, and all the right processes. Warranty claims and issues will be handled rapidly, usually with little question, with the manufacturer doing everything they can to make it right.

On the flip side, if you bounce around from manufacturer to manufacturer, and do not have an established relationship, warranty claims can get more complicated. If there’s a problem or failure with the roof, the manufacturer’s immediate reaction isn’t necessarily to trust you, but instead to figure out what went wrong, including questioning if the contractor did something to apply the product incorrectly.

Another important step for contractors is to understand your warranty’s fine print, not just for yourself, but for your clients. Some manufacturers have 20-pages worth of exclusions and fine print that you should know deeply. If you’re unsure about any part, ask your manufacturer to explain so you’re thoroughly well-informed with the warranty inside and out. But it’s also important to note that warranties are just words on paper. As long as communication and trust is there for the building owner, contractor, and manufacturer, most issues can be resolved without having to worry about the legal language.

Final Thoughts on Manufacturer Relationships

There are numerous contractors who order their supplies last minute. To keep your relationships with your manufacturers in good standing, it’s important to try to give enough notice for the manufacturer to truly perform how you need. Two weeks’ notice can get you a lot further than a 24-hour turnaround. Stay on top of your material ordering. If you continue to give your manufacturer short notice, you could burn the bridge and see problems with relationships in the future. Although let’s be honest. No company is perfect. There are times when things slip through the cracks, but as long as those times aren’t a regular occurrence, you’ll be amazed by how quickly your manufacturer will bend over backward to help ship material as quickly as possible.

When it comes to ordering products, many contractors choose based on cost. That is where volume rebates can come into play. When a roofer is talking to a manufacturer, a volume rebate not only helps develop relationships, but it speeds up timeframes to develop the relationship. We all know that and everyone is out there to make money – not burn calories. So the juice has to be worth the squeeze. That’s why manufacturers want their contractors to have a leg in the race. When they are doing well, they want their clients to do well. That way everyone gets a piece of the pie – financially speaking.

And while we’re on the topic of cost, there are some contractors that don’t understand why someone would go with a higher cost manufacturer. Personally, Andy prefers going with manufacturers who are higher cost, or at least middle of the road. When people ask him why he uses them, he always explains that it is because the higher price establishes a better relationship and open communication. He is not afraid to admit he feels a little bit more love from the more expensive options.

His final bit of advice is for contractors who dance around from manufacturers based on sales and incentives, never really committing to one product. He wants to remind them that this way of operating doesn’t allow a door to establish a relationship with a manufacturer that will work hard for them. Relationships are everything. Invest in relationships.

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.

JOIN US LIVE TWICE A MONTH
To be part of the real-time discussion with our live audience, like us on Facebook and tune in every 1st and 3rd Thursday of the month at 7pm ET: www.facebook.com/RocketRoofShow.

Accounting

On the accounting episode of the Rocket Roof Show, Andy Near’s guest Donna Febus of Integrity Business Advisors focuses on business profitability and so much more.  Donna helps her clients in an advisory role by providing clarity to numbers and strategy.  Her effort is to help businesses reach their goals, create the roadmap for getting where they want to be, and plan marketing and sales strategies for success.

Throughout their conversation, it is focused on the fact that Andy, like many other contractors, knows how to make money, but not necessarily how to do the back end and manage it properly. As a business owner, you have to look at your business as a whole. While you should know about your products and services, you should also have a firm grasp on accounting, payroll, and taxes. If you don’t have someone you can trust or are lacking when it comes to accounting, it’s time to invest in these tools to create success.

Some newer contractors, and even more established ones, are notorious for not billing their clients regularly. This creates a predictable problem — the customer was never invoiced but payroll is due. You can likely see where this is going. It leads to unnecessary credit card debt, instead of what should be steady cash flow.  It will also lead to problems when it comes time to pay taxes. The first step in doing your accounting is getting paid! Stay current and if you don’t have time, find someone to help.

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https://youtu.be/f_cmQ0O-URU

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Other vital accounting tips

Job Costing:

Did your job make money? Without proper job costing, you’ll never know. You will want to capture all costs, including materials, travel expenses, payroll, and the like to ensure that your job is profitable. If not, you can adjust your bids moving forward, but proper job costing can save you money in the long run. Be sure to job cost each project individually. Keeping structure is vital.

Should you outsource?

Find help and support through hiring an outsourced accountant.  While you will pay a higher price for expertise, it saves you with their efficiency and expertise. Plus, they have their own office space, equipment, and insurance, so you won’t have to worry about additional overhead.

If you’re considering hiring someone to be in your office you’ll get the benefit of exclusivity. They won’t be working for you and a handful of other companies, but they’ll expect a regular salary. However, an on-site accountant will not carry Errors and Omissions insurance themselves but would be covered under your company insurance.

Experience and inexperience:

Do you know the difference between a bookkeeper and an accountant?

Having an internal bookkeeper doesn’t provide your business with a full range of experience or education as an accountant or CPA. Your business is required to file the appropriate taxes, and you’ll want to review trusted financial reports, if you hire someone without complete knowledge you could have a huge problem with the IRS in the near future.

A good accountant won’t just manage numbers but will help you understand your reports.  You want to make sure whoever you hire is transparent, trustworthy, and you have checked references and samples of accurate work. And don’t be afraid to do a background check!

Regardless of who you hired, whether internally or externally, bookkeeper or accountant, you’ll want to have your eyes on your reports on a regular basis. Hold them responsible for their work, check-up to make sure that everything is accurate. After all, if you don’t know how much is in the bank, you can’t pay your bills.

Be proactive to avoid getting taken advantage of.

Regular insurance audits

As we all know in the construction industry, your insurance company will regularly audit your company to ensure you not only have the right coverage. Protect yourself and your business by keeping controls in place.  When the time comes for an audit, you’ll want to ensure that you have easy access of all your financial statements. This includes everything from subcontractor pay to payroll, sales to accounts payable. Whoever you hire should be able to easily prepare these financial statements and make insurance audits a breeze.

Cash forecasting:

Our guest Donna likes clients to have a 12-week outlook and back it up in 2-week increments when looking at the operating cash.  She suggests setting a day on the calendar at least once a month to look over financial reporting. Since no one can predict when an economic downturn might happen, it’s always best to be prepared, and over prepared.

Look at your company revenue not as a paycheck, but as the backbone of your business. If you continue to spend all your profit on fancy trucks, equipment, and unneeded purchases, you might find yourself struggling to keep your doors open.

When you’re looking for ways to increase profits, there are only two key factors to help guide you:  1. Raise sales/revenue 2. Cut expenses.

You can work lean and don’t have unnecessary expenses. Explore options to keep as much cash in your accounts as possible and put a percentage into savings. Set safeguards like counting inventory at the end of each week that can help prevent tools from “walking away” or being lost. While an initial small loss might not seem like much, multiple small losses add up to potentially thousands of dollars by the end of the year.

In conclusion

Don’t be overwhelmed. There are many software options available that can help you.  But no matter what, you should be looking at profit/loss statements and other financial reports at least once a month. This will help you make informed decisions about your business.

Additionally, make sure you are the first person to get paid.  You are not in business to work for free.  If you’re in a situation where you aren’t making money, look at your financial reports and determine why. Keep adequate capital, do not run up the debt by charging on credit cards, and never run personal and business checking accounts together.

Finally, hiring a professional accountant is a good investment for your business. They’ll help you put safeguards in place to keep your business operational.

SPONSOR APPRECIATION
Special thanks to our sponsor Top Roof Marketing, a full-service marketing group that specializes in the commercial roofing industry.

JOIN US LIVE TWICE A MONTH
To be part of the real-time discussion with our live audience, like us on Facebook and tune in every 1st and 3rd Thursday of the month at 7pm ET: www.facebook.com/RocketRoofShow.

New Success

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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https://youtu.be/zU2yd-0sNrQ

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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.

JOIN US LIVE TWICE A MONTH
To be part of the real-time discussion with our live audience, like us on Facebook and tune in every 1st and 3rd Thursday of the month at 7pm ET: www.facebook.com/RocketRoofShow.

Looking Commercial

This week on the Rocket Roof Show, Andy Near sits down with Sam Hostetler, owner of Five Star Roofing Systems. This week’s episode is especially special for Andy since Sam is his mentor and coach. Andy credits Sam for giving him the push he needed to fully dive into the commercial roofing industry.

For the last 11 years, Sam has been 100% commercial, but still remembers the days of trying to dabble in all things construction – from siding to cement, framing to pole barns, residential roofing and everything else in between. He was doing everything he could to try and make it big.  Luckily, he found exactly what he needed in commercial roofing. Sam knew that to be successful, you can only chase one rabbit well. Unless you have the right guys focused on different divisions of your company, you will probably not succeed chasing different divisions. So, he narrowed his focus and set his mind to go after what he really wanted, a lean, efficient, high-profit commercial roofing business.

Sam has found happiness with a small crew working hard for six or so months of the year. They complete jobs with 30% profit margins, have substantially less overhead, and has the freedom to travel and take off much-needed family time during the offseason.

WATCH EPISODE ON YOUTUBE
https://youtu.be/UIyvL-pqDxo

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Should you do both Commercial and Residential Roofing?

According to Sam, it doesn’t matter if you dabble in both commercial and residential roofing as long as you have a team that is specialized on both sides. He shares that what really matters to the building owner is if the roofer will do a good job for them, will they get the job done, and take care of them afterward?  If a contractor can do that, then it doesn’t really matter, but Sam’s again reiterates that he has seen much better profits by solely focusing on commercial.

On the other hand, Andy shares that he noticed his leads ticking up significantly when he took all residential pictures off his website.  He believes it gives the impression to the building owner that you are more capable to handle their commercial roof.  But he adds a caveat – all depends on the area you are in and how many years you have in the industry. There are many factors that can help guide you.

There’s an important thing to remember, with commercial roofing the building owner is not typically looking for the cheapest price, but rather someone to take quality care of their long-term roofing needs. They are looking for someone who will be around for 20 years to build a trusting relationship with.   They also want someone who will respond quickly to any situation or repair need.  In fact, Sam says most roofers who respond immediately will experience a faithful customer base ongoing.  His advice is to always answer your phone and have a sincere genuine voicemail (that is not full) for those times you cannot.

Marketing strategies commercial roofers can trust

Marketing plays a large part in your success. The number one type of marketing that has given Sam the most jobs is direct mail.  He strongly suggests you go to a reputable, professional source. Sure, there are probably cheaper options down the street, but they aren’t knowledgeable about roofing and targeting commercial building owners. Always stick to the professionals!  Sam’s quick marketing advice:

  • Always refresh and update your branding
  • Don’t be afraid to redo your website as the industry changes
  • Continue to improve all marketing strategies to stay relevant
  • Keep your marketing interesting and not outdated
  • Constant and consistent is better than perfection
  • Be in front of people all the time

Having the Right Mindset

How you talk to your employees and customers matters.  Set your priorities and goals in your mind and take proactive steps to actually reach your goals.

For Sam, he needed to burn all bridges in other construction trades and release himself of all safety nets to stay 100% focused. That advice is what helped Sam be so successful in the industry – along with having a coach there to continue pushing him to strive for more!

SPONSOR APPRECIATION
Special thanks to our sponsor Top Roof Marketing, a full-service marketing group that specializes in the commercial roofing industry.

JOIN US LIVE TWICE A MONTH
To be part of the real-time discussion with our live audience, like us on Facebook and tune in every 1st and 3rd Thursday of the month at 7pm ET: www.facebook.com/RocketRoofShow.

Social Media

On this episode of the Rocket Roof Show, Andy Near sits down with Sam Beiler, CEO of Boostpoint. Boostpoint is a marketing software that utilizes Facebook and other social media platforms to help small businesses run their own social media ads.  Boostpoint handles all the targeting for business owners, allowing them to get in front of the right people for minimal cost.

After years of working at his father’s company, Equipter, Sam began to figure out how social media advertising could benefit the contracting industry, and Boostpoint was launched.

Now, he’s joined the Rocket Roof Show to discuss how social media can benefit, or hinder, commercial roofing contractors’ marketing strategies.

WATCH EPISODE ON YOUTUBE
https://youtu.be/HAceXm0r8bs

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Social Media is a Long-Term Strategy

It’s unrealistic to think that your first post on social media is going to make waves. However, the use of regular posts on your social media channels is a long-term strategy that builds trust and reliability over time.

Unlike traditional marketing strategies, with social media, you don’t want it to feel “sales-y.” Leave out the pitch and go for authenticity. Think of social media as a digital doorstep. It should create a professional, reliable impression for someone researching your company. While you should post content regularly, there are things that can hinder your social media performance. If you’re not following safety guidelines on your jobs and have photographic evidence, you’ll immediately lose the trust of building owners in your local area.

Here are a few tips to help guide you:

  • Post regularly on just one or two platforms. You don’t have to be an expert across the board, but you should be consistent.
  • Short videos of projects are great ways to keep viewers engaged.
  • Consider posting fun ways to engage your audience.
    • Hot topics including your employee of the month, children, and pets.
  • Highlight products and/or the suppliers you use and why.
  • Posting and documenting your everyday routine.

It’s important to remember that you should commit to posting on social media for more than six to twelve months consistently. You might now see an immediate return on your time investment, however, you will be building trust in your local community when building owners research you – and they will be researching you.

Facebook ads versus Pay Per Click on Google

The main thing to consider the cost-effectiveness. Whether you choose Facebook ads or Google ads, you need to start with your budget and targeting in mind. Google searches are intentional, meaning people are searching for that exact service. However, Google ads can be cost-prohibitive. We are no longer living in the days where a simple click only cost $1-2.

Facebook ads are more comparable to television or radio ads. They cast a wider net. You hope a few recipients are experiencing the issue that your business can solve for them.  Facebook ads can put you in front of the right people, but you have to cast a bigger net. The good news is social media gives the advantage of a large audience and a lot of brand equity.  Viewing your engaging videos is typically more impressive and interesting than reading Google ads.  And, it’s quite a bit cheaper!

How to Properly Use Hashtags

Let’s be honest, most people on social media are not searching for commercial roofing hashtags. Hashtags can be a great way to get your name out there, but knowing how to properly utilize them is key. Use hashtags in ways that keep you tied to your local community. Current events, landmarks of interest, and other fun ideas can keep your business relevant with searchable hashtags.

Check out trending hashtags in your local community.  Think outside of the box.

Practical Tips for Social Media

Do you have a Facebook page already and rarely use it?  Spice it up!  Instead of just posting a picture of your latest roofing project, post a 30-second video talking about a certain aspect of the project that was challenging or especially rewarding.

Be sure to remain consistent with your social media posts. Set reminders to post at least weekly, and see how much trust you can build online. The most important two tips to remember:

  • Be Authentic
  • A video goes a long way

And if you really want to invest advertising dollars and need to grow by more than word of mouth, consider leveraging Facebook and other social media marketing tools for a fraction of the cost of pay per click.

Contact Sam: sam@boostpoint.com and at www.boostpoint.com

SPONSOR APPRECIATION
Special thanks to our sponsor Top Roof Contractors, a full-service marketing group that specializes in the commercial roofing industry.

JOIN US LIVE TWICE A MONTH
To be part of the real-time discussion with our live audience, like us on Facebook and tune in every 1st and 3rd Thursday of the month at 7pm ET: www.facebook.com/RocketRoofShow.