Today, Dave is excited to speak with John DeLaurier about the hurdles roofing contractors often encounter, especially why traditional coaching doesn't work for 80% of them. They dive into how crucial commitment, mindset, and smart financial management are for success. Dave also rolls out a new mentoring program that provides hands-on support, setting it apart from the usual coaching methods. They touch on the importance of quality control, effective communication with customers, and using technology like CRM systems. Tune in to hear how to focus on improving your business processes to make it more profitable and sustainable!

What you’ll hear in this episode:

• Challenges faced by roofing contractors
• Reasons why traditional coaching fails for 80% of contractors
• Importance of commitment and the right mindset for success
• Introduction of a new mentoring program for hands-on support
• Significance of financial management and understanding financial statements
• Role of CRM systems in improving business operations
• Strategies for effective customer communication and managing change orders
• Importance of quality control and accountability in roofing projects
• Maximizing opportunities for referrals and follow-up with customers
• Emphasis on working on the business rather than just in it for long-term success

Connect with John DeLaurier

Instagram

TikTok

YouTube

Resources:

Check out this episode on our YouTube channel at @DaveSullivanRooferShow or use this link - https://www.youtube.com/@DaveSullivanRooferShow

Be sure to subscribe, like, and comment!

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, mastermind groups, or fractional CFO services? Email me 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

The Roofer Show’s Vetted Sponsors

Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/?via=roofercoach. Use promo code DAVE50 for $50 off your first month’s service!

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: ruby.com/roofershow.

SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)

Today, we're excited to bring you an insightful conversation with Chris Scoville from Improvify. Trust me, this is one discussion you won't want to miss!

We're exploring a revolutionary topic in the roofing industry: financing. Chris is here to explain why offering financing options is no longer just a luxury; it's essential for staying competitive and boosting your sales. He'll share invaluable insights on best practices, such as introducing financing early in the sales process and the critical role of capturing customer data. Plus, you'll learn about the exceptional training and support Improveify provides to help contractors seamlessly integrate financing into their business strategies.

Listen to the end to understand how offering customized financing solutions can alleviate your customers' financial concerns and open up new sales opportunities. Tune in to hear more!

What you’ll hear in this episode:

• The critical role of financing in the roofing industry
• Necessity for contractors to offer financing options to remain competitive
• Best practices for selling financing to customers
• Importance of early and frequent introduction of financing options in the sales process
• Training and support provided for contractors by Improvify
• Strategies for capturing customer data to enhance financing sales
• Improvify's unique approach to financing without dealer fees
• Tailored financing solutions and their flexibility for different customer needs
• Simplifying the sales process through user-friendly tools and resources
• Significance of educating customers about various financing options available

Connect with Chris Scoville and Improvify

Improvify

YouTube

Instagram

Resources:

Check out this episode on our YouTube channel at @DaveSullivanRooferShow" or use this link - https://www.youtube.com/@DaveSullivanRooferShow

Be sure to subscribe, like, and comment!

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, mastermind groups, or fractional CFO services? Email me 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

The Roofer Show’s Vetted Sponsors

Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/?via=roofercoach. Use promo code DAVE50 for $50 off your first month’s service!

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: ruby.com/roofershow.

SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out

The #1 problem in the roofing industry today affects both large and small businesses. The issue of finding A-players (and keeping them) is a huge struggle for most contractors. If you can’t afford an HR department for your business, what are you supposed to do? Today’s show has the answer! Join Dave and his guest as they tackle this major obstacle with workable solutions that can work for every roofing business.

Paul Sanneman founded Contractor Staffing Source, the world’s largest recruiting company that works exclusively with residential and commercial construction companies. They take the burden of staffing your business off your shoulders so you can focus on building and creating, the work that you do best. Paul is also the founder of Dream Business Coaching, and as one of the leading business consultants in the US, has dedicated his life to coaching.

What you’ll hear in this episode:

• Paul’s background as a coach for 50 years
• A breakdown of the work of Contractor Staffing Source
• Steps to find A-players for your business:
• Write a killer job ad.
• Post your job ad everywhere.
• Respond immediately. “Speed to lead.”
• Filter applicants with assessments, screenings, background checks, and references.
• Have an onboarding process that works.
• “If you can’t find good people, you probably suck at writing job ads.”
• Paul’s example of using ChatGPT to write a job ad
• Paul’s example of the assessment Contractor Staffing Source uses
• The function of an applicant tracking system (APS)
• “WHO they are is way more important than WHAT they know. We can fix WHAT they know, but we can’t fix WHO they are.”
• Why it pays to hire a company like Contractor Staffing Source to do your HR work for you

Connect with Paul Sanneman and Contractor Staffing Source:

Website, Email, and 415-599-9006

Resources:

Check out this episode on our YouTube channel at @DaveSullivanRooferShow" or use this link - https://www.youtube.com/@DaveSullivanRooferShow

Be sure to subscribe, like, and comment!

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, mastermind groups, or fractional CFO services? Email me 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

The Roofer Show’s Vetted Sponsors

Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/?via=roofercoach. Use promo code DAVE50 for $50 off your first month’s service!

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: ruby.com/roofershow.

SMA Support Services fills a need by empowering...

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 “losing the corporate veil”
• The Four D’s that can kill your business, and how to avoid them (or at least minimize the damage):
• Dissolution - Have policies (like a “Shoot-out Provision”) in place to protect a 50/50 partnership
• Divorce - Have a written agreement to give notice of a buyout opportunity in case of a divorce
• Death - Have an agreed valuation every year, have life insurance in place, and have a plan in the event of the owner’s death or retirement
• Disability - Have disability insurance, talk about the possibility, and put your plan down on paper. Plan ahead!
• Plan ahead for the 2nd generation of your business and think about your business 10 years from now.
• “What we’re discussing are ways to protect and preserve the business from potential issues that you can avoid if you simply take the direct and up-front approach of doing proper planning, considering the issues, and putting measures in place.”

Resources:

Website: HPSS Law Check out the retainer program offered by Scott’s firm!

Email: sdc@hpsslaw.com

Check out this episode on our YouTube channel at @DaveSullivanRooferShow" or use this link - https://www.youtube.com/@DaveSullivanRooferShow

Be sure to subscribe, like, and comment!

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, mastermind groups, or fractional CFO services? Email me 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

The Roofer Show’s Vetted Sponsors

Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/?via=roofercoach. Use promo code DAVE50 for $50 off your first month’s service!

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: ruby.com/roofershow.

SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)

Now that we are well into 2025, are you hitting your goals? Do you have specific, written goals? What is going right or wrong? Dave Sullivan and John DeLaurier discuss strategies for higher profits by breaking down John’s business goals at Peach State Roofing, along with how he’s planning now for the rest of 2025. If you’re feeling stuck and don’t know how to move forward, this show is for you!

What you’ll hear in this episode:

• John’s perspective on where he is right now in identifying strengths and weaknesses
• “This is the time to work ON your business.”
• Having success with a higher close rate and fewer leads
• Finding balance with your three-legged stool
• Sales depend on converted leads, which depend on your website.
• John’s tips for a great website that stands out
• “Big revenue doesn’t mean big profits.”
• Niching down is the wisest action.
• Three specific videos every roofer should have on their website
• Common questions roofing customers ask
• Lower your customer acquisition cost.
• Guard against profit slippages that are costing you BIG.
• A virtual assistant can make a huge difference in the customer experience.
• 5-star reviews mean everything!
• 5 components of business success: admin, accounting, marketing, sales, and production
• Know your numbers—and understand what they mean!
• The bottom line: “Do the basics to balance your three-legged stool: sell work, do work, and keep score.”

Resources:

Check out this episode on our YouTube channel at @DaveSullivanRooferShow" or use this link - https://www.youtube.com/@DaveSullivanRooferShow

Be sure to subscribe, like, and comment!

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, mastermind groups, or fractional CFO services? Email me 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

The Roofer Show’s Vetted Sponsors

Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/?via=roofercoach. Use promo code DAVE50 for $50 off your first month’s service!

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: ruby.com/roofershow.

SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)

Have you considered what a virtual assistant can do for your roofing business? If you aren’t sure how the process works or what the specific benefits are, today’s show lays it all out for you. Dave and John are joined by Adam Patterson of SMA Support, which provides an amazing service that is crucial to the success of many contractors. They hire, train, and provide VAs to help improve your business process and run the nuts and bolts of your business as dedicated team members. Join us to learn more!

What you’ll hear in this episode:

• John’s testimonial about what a VA can do for your roofing business (Check out Episode 373: Everything You Need to Know About Virtual Assistants with Chris Diroll.)
• Adam’s path from consulting and private equity to SMA Support
• Building a business of value by taking advantage of outsourcing opportunities
• Identify the WHY of your business
• Achieving your goals in an affordable, efficient way with a VA
• Characteristics of an engaged employee—like an SMA Support VA
• Eliminate the struggle and potential mistakes in the hiring process by employing a VA
• Repeatability structure, decision mapping, and nesting: how an SMA Support VA gets it done
• John’s perspective of Kathleen’s valuable role as the VA for Peach State Roofing
• No time to train a VA? SMA takes care of that!
• Adam’s take on managing people and offering incremental bonuses to exceptional VAs
• The role of a VA in getting reviews, getting faster payments, and providing excellent customer service
• What can a VA do for you? You, the business owner, can spend less time each week in “the drudge zone.”
• Adam’s view of what’s going on right now in the private equity world

Connect with Adam Patterson and SMA Support:

Website

Resources:

Check out this episode on our YouTube channel at @DaveSullivanRooferShow" or use this link: https://www.youtube.com/@DaveSullivanRooferShow

Be sure to subscribe, like, and comment!

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, mastermind groups, or fractional CFO services? Email me 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

The Roofer Show’s Vetted Sponsors

Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/?via=roofercoach. Use promo code DAVE50 for half off your first month’s service!

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: ruby.com/roofershow.

SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do...

Tune in today as Dave Sullivan dives into the different ways two roofing contractors, each pulling in about $2 million a year, run their businesses. Through some insightful discovery calls, Dave shares their unique stories, goals, and how they've set up their businesses. He really drives home the point about how important it is to have personalized coaching and a solid business plan. Dave also discusses why it's crucial to understand your financial statements and why focusing on profit is more important than just chasing sales volume. Having strategies tailored to your needs can lead to success in the roofing world, and it highlights the benefits of one-on-one mentoring and coaching services.

What you’ll hear in this episode:

• Differences between two roofing contractors generating similar revenue
• Importance of personalized coaching for contractors
• Necessity of a solid business plan, including financial understanding
• Emphasis on profit over sales volume for sustainable growth
• The franchise model versus independent business growth in roofing
• Building a roadmap for business success, including assessing current status and resources
• Lead generation strategies and the sales process
• Importance of effective communication and follow-up in sales
• Streamlining operations and outsourcing for efficiency
• Financial management and cash flow importance for business sustainability

Resources:

Check out this episode on our YouTube channel at @DaveSullivanRooferShow" or use this link - https://www.youtube.com/@DaveSullivanRooferShow

Be sure to subscribe, like, and comment!

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, mastermind groups, or fractional CFO services? Email me 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

The Roofer Show’s Vetted Sponsors

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: ruby.com/roofershow.

SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)

Automate your follow-up process 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!

Today, Dave dives into why having a solid business plan is crucial for roofing contractors. He chats about how important it is to know where your business is headed and the reasons behind your goals. He also talks about the key role financial statements and cash flow management play in running a successful business. If you’re wanting to write a strong business plan, Dave will give you what you need to get it done, so tune in!

What you’ll hear in this episode:

• Importance of a well-rounded business plan for roofing contractors
• Understanding the destination and "why" behind the business
• Significance of financial statements and cash flow management
• Common pitfalls faced by contractors in financial management
• Development of a mentoring program for ongoing support and accountability
• Eight essential steps to building a solid business plan
• Importance of customer service and operational efficiency
• Introduction of a free resource: the "one-page business plan"
• Emphasis on tracking key performance indicators (KPIs)
• Planning for long-term goals and exit strategies in business

Resources:

Check out this episode on our YouTube channel at @DaveSullivanRooferShow" or use this link - https://www.youtube.com/@DaveSullivanRooferShow

Be sure to subscribe, like, and comment!

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, mastermind groups, or fractional CFO services? Email me 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

The Roofer Show’s Vetted Sponsors

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: ruby.com/roofershow.

SMA Support Services fills a need by empowering contractors to simplify and optimize their operational processes with virtual assistant services. Explore what a virtual assistant can do for your contracting business. Let SMA do the hiring, training, and onboarding. Check out SMAsupport.us (Tell them Dave sent you.)

Automate your follow-up process 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!