In order to grow a solid and profitable roofing business, you’re going to need salespeople that can get out there and produce for you.

My guest today is Adam Bensman, an expert when it comes to helping salespeople and sales teams reach peak performance. Adam is also known as The Roof Strategist, and he has a podcast with the same name and a YouTube channel, as well.

On today’s show, we’ll be talking about where to find the right kinds of salespeople, how to attract them, and what it takes to build a team of A-players.

Listen in, I think you’re going to find this conversation very helpful!

What you’ll hear in this episode:

• Consider your goals, as Adam explains.
• What the average sales should be per rep, per year, conservatively, according to Adam.
• Before you begin hiring, you need a clear plan for what that salesperson will be responsible for.
• Adam discusses the options for paying your salespeople.
• Financial models must be run to maintain your profitability and your financial health in order to stay in business, serve customers, and grow.
• Have transparency with your team on when and how they will get paid.
• Adam details how to find great salespeople and the common mistakes made in the hiring process.
• Adam shares how he breaks down training into three categories.
• Most sales reps waste 80% of their time because they were never shown the most effective and most profitable way to sell by following a proven system.
• Accountability is necessary for managing the team for the retention of performance.
• Ideas for having great sales meet
• Thinking fast on your feet is the most valuable skill in sales.

Resources:

Connect with Adam

The Roof Strategist YouTube

Learn More About Hiring + Training Options

Email Adam: adam@roofstrategist.com

Connect with Dave

Free Strategy Call

Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call

Free Resource

Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan

Watch on YouTube

Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow

Trusted & Vetted Sponsors

Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.

ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.

SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.

Today, host Dave Sullivan sits down with Remko Bloemhard, the founder of SuppTrax, a company that’s changing the game for roofing contractors when it comes to insurance claim supplementing. Remko breaks down what supplementing really means (think: going back to the insurance company for those extra costs that often get missed in the initial estimate) and why it’s such a crucial step for contractors who want to ensure they’re getting every dollar they deserve.

You’ll hear Remko explain how the SuppTrax software makes managing these claims way easier, and how it can even sync up with the CRM systems you’re already using. Plus, Dave shares some insights about his own mentoring program, designed to help contractors not just grow their businesses, but also boost profits and carve out more free time.

If you’re a roofing contractor looking to get the most out of your insurance claims and your business, this is one episode you won’t want to miss!

What you’ll hear in this episode:

• Importance of supplementing in insurance claims for roofing contractors
• Overview of the insurance claim supplementing process
• Challenges faced by contractors in managing insurance claims
• Development and features of a specialized supplement management software
• Benefits of faster payment and improved cash flow through supplementing
• Integration of supplement management with existing CRM systems
• Strategies for contractors to maximize insurance claim payouts
• The role of inside sales support in enhancing contractor operations
• Personal anecdotes and insights from industry experiences
• Resources available for contractors to improve their business practices and supplementing capabilities

Resources:

Connect with Remko

Info@supptrax.com

(937) 869-1536

www.supptrax.com

Facebook

Connect with Dave

Free Strategy Call

Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call

Free Resource

Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan

Watch on YouTube

Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow

Trusted & Vetted Sponsors

Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.

ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.

SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.

Ready to unlock the secrets behind building a multi-million-dollar roofing business? In this episode of The Roofer Show, host Dave Sullivan sits down with entrepreneur Teddy Slack, who’s got a wealth of experience in home services and environmental businesses. Teddy gets real about what it takes to grow and sell a thriving company, from mastering your finances to pinpointing the most profitable services and getting creative with your marketing.

Dave and Teddy dive into the ups and downs of running a family business, why having solid systems and learning to delegate are game-changers, and how you can set your roofing company apart as you scale up. They also share why business education, finding the right mentors, and making smart moves are absolutely essential if you want to stand out in the crowded roofing industry. Don’t miss this episode packed with actionable insights and inspiration for roofers ready to take their business to the next level!

What you’ll hear in this episode:

• Strategies for rapid business growth using innovative marketing techniques, such as early pay-per-click (PPC) advertising
• Challenges faced in family businesses and personal hardships impacting business decisions
• Focusing on core, profitable services rather than spreading too thin across multiple ventures
• Lessons learned from failures, including the significance of understanding financials and cash flow management
• Building a business that can operate independently of the owner's constant involvement
• Differentiation in marketing strategies, with an emphasis on local SEO and content creation over traditional advertising
• Accountability and effective management in scaling a business
• Lead generation, sales strategies, and nurturing customer relationships for repeat business.
• Importance of continuous education and mentorship in developing business acumen and achieving long-term success

Resources:

Connect with Teddy

Modern Contractor

Biz Score

Free Strategy Call

Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call

Free Resource

Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan

Watch on YouTube

Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow

Trusted & Vetted Sponsors

Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.

ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.

SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.

Today’s show answers the #1 question in Facebook roofing groups. Everyone has an opinion about CRMs, but who can you trust? Join Dave Sullivan, John DeLaurier, and their guest, Scott Tebay, as they tackle the big question: “What’s the best CRM for roofers?”

Scott Tebay is the owner/operator of Rainstoppers Roofing, and he’s been in the construction industry for almost 20 years. Scott is committed to providing 5-star service to every customer by being professional, responsive, and courteous at every step of the roofing process. Scott hosts the Small Town Roofer Podcast and lives with his wife and two young sons in Marietta, Ohio.

What you’ll hear in this episode:

• Understand the WHY of a CRM in light of your entire sales process
• The best question to ask: “What problems do I have that I need to solve with a piece of software?”
• What is a CRM—and why do I need one?
• What is most important in a CRM?
• The key that is missing in most CRMs is the communication tool that builds the know, like, and trust factor.
• Scott’s perspective on eliminating company phones for his employees
• Accountability for every single team member through a CRM
• John’s perspective on the advantages of ProLine regarding speed to lead, customized proposals, and 5-star reviews
• Automated follow-ups let the customer know that you want to work with them. Automations work!
• Your CRM can help track your KPIs.
• Scott’s take on how a CRM performs a sales manager role for his company

Resources:

Connect with Scott Tebay: Website, Email, and the Small Town Roofer Podcast

Resources:

Free Strategy Call

Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call

Free Resource

Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan

Watch on YouTube

Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow

Trusted & Vetted Sponsors

Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.

ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.

SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.

Ready to take your roofing business to the next level? In this episode of The Roofer Show, host Dave Sullivan delves into his “12 Essentials for Roofing Success,” all based on his decades of hands-on experience as a contractor and coach. Dave breaks down the must-know basics, like setting clear business goals, really understanding your numbers, pricing your jobs for profit, and building a sales process that actually works. He’ll show you how to get the most out of every project, put systems in place so your business can run without you, and share practical tips, real-life examples, and his favorite tools to make your life easier. Tune in for actionable strategies that’ll help you build a profitable, sustainable roofing business that doesn’t depend on you being there 24/7!

What you’ll hear in this episode:

• Importance of defining business goals and a destination for clarity and direction
• Understanding financial statements, costs, and pricing for informed decision-making
• The significance of charging the right price and avoiding margin cuts
• Building a solid lead flow and sales process before hiring sales representatives
• Maximizing job value and leveraging neighborhood presence for additional sales
• Implementing a pre-selling process to increase close rates with prospects
• The necessity of effective communication between sales and production teams
• Strategies for stepping away from daily operations to empower team ownership
• Planning for profit rather than just revenue to ensure sustainable growth
• Establishing financial reserves to manage cash flow and reduce stress during downturns

Resources:

Free Strategy Call

Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call

Free Resource

Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan

Watch on YouTube

Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow

Trusted & Vetted Sponsors

Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.

ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.

SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.

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 entrepreneurship
• The #1 problem for small contractors in getting the right leads: not focusing on quality conversations
• Understanding a true lead–and what it costs to get a true customer
• “Developing better sales skills may be solving for the wrong problem.”
• Understanding the “control panel” in your business and which knobs and levers to turn for the desired results
• A look at ad spend, SEO, Google ads, and where your marketing dollars are really going
• What 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 job
• The 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:

Website

The Built Right Contractor, and (832)-275-0581

Free Strategy Call

Want to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-call

Free Resource

Download your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/plan

Watch on YouTube

Subscribe for weekly tips and full episodes → @DaveSullivanRooferShow

Trusted & Vetted Sponsors

• Ruby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby
• ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com
• SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us

Ready to stay ahead in the ever-evolving roofing industry? Today, host Dave Sullivan speaks with Jon Gardner from Owens Corning for an eye-opening conversation you won’t want to miss!

Discover how the pandemic turbocharged technology adoption and transformed what homeowners expect from contractors. Jon shares how Owens Corning is leading the way with investments in contractor education, cutting-edge technology, and business audits through Owens Corning University.

Tune in as they break down the top growth drivers for contractors: warranties, insights, resources, technology, and training, and reveal why operational excellence, financial know-how, and lightning-fast lead response are the keys to thriving in today’s competitive market. Don’t miss these actionable insights to future-proof your roofing business!

What you’ll hear in this episode:

• Significant changes in the roofing industry over the past five years, particularly due to the COVID-19 pandemic
• Shifts in homeowner expectations for faster, more transparent service and seamless communication
• Increasing role of private equity in the roofing industry and its impact on efficiency and technology adoption
• Owens Corning's investments in resources and tools to support contractors, including educational programs
• Importance of fundamentals in roofing application and operational excellence for contractors
• Critical role of speed in lead response and its effect on closing sales
• The roofing industry's reputation, including its high ranking in customer complaints despite positive reviews
• The comprehensive training and audit programs offered by Owens Corning to help contractors improve their businesses
• Key factors for contractors to prioritize for growth including warranties, insights, resources, technology, and ongoing training
• The necessity of mentorship and continuous education for contractors to adapt and thrive in a competitive market

Resources:

Owenscorning.com (Go to the Pro section to become a contractor rewards member!)

Check out this episode on our YouTube channel at @DaveSullivanRooferShow or use this link - https://youtu.be/N7F2wJVbfwk

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

Check out this episode on our YouTube channel at @DaveSullivanRooferShow.

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: theroofercoach.com/ruby.

Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “DAVE50” to get 50% off your first month’s service.

I’m so excited to bring you this interview today. Rick Dutmer, my old business coach, helped me build my roofing company over thirty years into a highly profitable business, enabling me to successfully exit and pursue the things I wanted to do in life.

When I first hired Rick, I was really struggling and wearing all the hats in the business. I knew there was a better way, and Rick was the one who helped guide me through it all. It started with building a business plan that set me up with a saleable business.

Today you’ll hear all about how to build a profitable business that will support you and your family with a great lifestyle, how to build a valuable business that you can sell when you’re ready to retire, and so much more.

What you’ll hear in this episode:

• How Rick’s business background helps contractors improve their own businesses
• Rick’s process he used in helping Dave build his business plan
• While building your business, always be thinking about the horizon! This is when business goals transition to more of a business/personal goal.
• You have a strategy for growing your business and for growing your people. What’s your strategy for exiting?
• The main reason that contractors go out of business.
• “Profit thrills, volume kills”
• Building a business that has a saleable value depends on your goals
• Having a strong team that will continue the business beyond you or your generation
• Rick’s recommendations around selling if/when you decide to exit
• Roll-ups: the good, the bad, and the ugly

Resources:

Connect with Rick!

Email: rdutmer@duadllc.com

Check out this episode on our Youtube channel at @DaveSullivanRooferShow or use this link - https://youtu.be/N7F2wJVbfwk

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

Check out this episode on our YouTube channel at @DaveSullivanRooferShow.

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: theroofercoach.com/ruby.

Automate your follow-up process and close more sales with ProLine. Get started for FREE at https://useproline.com/. Use promo code “DAVE50” to get 50% off your first month’s service.