The Roofer Show Dave Sullivan

Your profit depends heavily on how well you price your jobs. We covered this topic in our mastermind group today, and it’s always interesting to hear different perspectives about how contractors price their jobs and secure discounts from suppliers and manufacturers. You have to know your numbers and know what you should charge for a job in order to make money. John DeLaurier takes the lead in today’s show and breaks down his pricing process at Peach State Roofing. Join Dave and John to learn more!
What you’ll hear in this episode:
The important question is, “Can you pivot and move with the market?”John breaks down his pricing details on a $15k job with a 30% gross profit margin, including the specifics of the job, financing, labor, commission, material, etc. “Never judge a book by its cover” when it comes to customers and financing.Overcoming the challenge and the pressure to cut your profit marginsHow can another company do a job for half of John’s price? Let’s take a closer look at why this happens.John’s solution to the problem of a drop in leadsUsing paid ads and Google Local Service Ads for qualified leads–Is this a smart move or not?John’s advice to contractors who are in the trenches and fighting to do good work and make a fair profit
Resources:
Check out our new YouTube channel! https://www.youtube.com/@DaveSullivanRooferShow
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 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.)

W-2 employee or 1099 subcontractor? What is the right classification? While this has always been a question facing everyone in the roofing industry, things have changed and been turned upside down with the new law in effect since March of this year. Join us to learn more!
Dave and John are joined by Philip Siegel, a labor/employment attorney with over 20 years of experience. He has made several appearances on the show to share his legal expertise and practical advice for contractors. There is much misinformation and confusion about the new classification guidelines, and Philip knows the facts and will steer us all in the right direction. 
What you’ll hear in this episode:
The facts according to the new Department of Labor rule on “the misclassification issue”John’s take on the issue as a roofing business ownerPhilip’s recommendations for most small-to-midsize roofing contractors, based on common questions about the new rulePossible lawful exemptions to the new ruleSpecific scenarios in which people will get caught in violation of the rule—and what the hefty consequences areTwo specific issues with subcontractor classification: calculating commission structures and using multiple crews to guard against overtimePhilip’s advice to put you in the WIN column on this issueDifferences between the Trump administration and the Biden administration regarding classifying an independent contractorTwo little-known factors that help classify an independent contractorThe importance of recording/documenting your communication with subcontractors–and how ProLine makes it easy for Peach State Roofing!Philip’s warnings about subcontractors’ safety training and working side-by-side with W-2 employees
Resources
Connect with Philip Siegel: 404-469-9197, Email, and Website
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 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.)

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 services
Resources
Connect with Brad Akers:  Website, The Built Right Contractor, and 832-275-0581
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 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...

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 listeners
Resources
Connect with Phillip Kyker and SunX: Website, Email, or 843-503-8232
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 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.)

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 business
Resources
Connect with Chris Diroll and Ready Diroll Consulting: Website, Tresnak Roofing, and SMA
*Mentioned in this episode: Your World-Class Assistant by Michael Hyatt
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 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!

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. The origin of RSRA and the commitment to be different The problems in the roofing industry: a low barrier to entry, unlicensed tradesmen, fraudulent opportunists, a high failure rate, and greed Adam’s perspective on the FLSA (Fair Labor Standards Act), its impact on independent contractors, and what appears to be efforts to squash out the small company The big deal about the FLSA: “The gray area is gone.”  The type of contractors Adam is looking for to join the RSRA: “those who want to outsell, outgrow, and out-compete the rest as we stomp the scum out” The five components of the RSRA pledge–and how it is enforced and policed (You can join today!) An overview of Adam’s sales training, available exclusively to RSRA members
Resources

Connect with Adam Bensman and the RSRA: Website, Join the RSRA, Instagram, YouTube, a...