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.

Today, host Dave Sullivan (“The Roofer Coach”) shares expert advice on the crucial first hire for roofing business owners aiming to grow beyond solo operations. Drawing on 30+ years of experience, Dave explains why building solid systems, outsourcing key tasks, and developing clear job roles are essential before hiring full-time staff. He emphasizes profitability, strong processes, and smart leadership as the foundation for sustainable growth, offering practical tips and free resources to help contractors build businesses that don’t depend solely on the owner. Tune in to hear more!

What you’ll hear in this episode:

• Importance of determining the first hire in a roofing business for solo operators
• Common mistakes in hiring, particularly bringing on salespeople too early
• Necessity of having a proven sales process and marketing system before hiring
• Importance of clear job descriptions and realistic expectations for new hires
• Aligning compensation plans with business goals to ensure sustainability
• Value of training, coaching, and retaining employees to minimize turnover
• Consideration of hiring from outside the roofing industry for fresh talent
• Need for a structured organizational design with defined roles and responsibilities
• Benefits of outsourcing administrative and inside sales functions to maintain focus
• Importance of having effective tools, such as CRM systems, to support business growth

Resources:

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.

In this episode of The Roofer Show, Dave Sullivan sits down with Brian Huff, the guy behind Modern Roofing Group in Denver and Littleton, CO. Brian dives into his story of how he got into the roofing world and even started his own business right in the middle of the COVID-19 pandemic! He discusses how crucial it is to build a solid reputation and tackle financial hurdles, and how mastermind groups can be a game-changer for contractors. They chat about how Brian uses CRM systems to make things run smoother, keep up with follow-ups, and improve how they interact with customers. Plus, Brian shares some cool marketing strategies and why keeping an eye on ROI is so important. This episode is packed with great tips for contractors looking to grow their business and boost customer service, so tune in!

What you’ll hear in this episode:

• Importance of having a reliable Customer Relationship Management (CRM) system for roofing contractors
• Brian Huff's journey into the roofing industry and his experiences working for various companies
• Challenges of starting a roofing business during the COVID-19 pandemic with limited financial resources
• Significance of maintaining a strong reputation in a competitive market
• Value of networking and being part of a mastermind group for contractors
• Innovative strategies for business growth through technology and automation
• Lead generation techniques and the importance of quality leads over quantity
• Tracking return on investment (ROI) for marketing strategies and adapting to regional market conditions
• Use of automation in managing customer interactions and streamlining operations
• Importance of continuous learning and adaptation in the roofing industry for sustained success

Resources:

Connect with Brian Huff and Modern Roofing Group!

Modern Roofing Group,

Call Brian! (720) 334-3449

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.

In this solo episode of "The Roofer Show," host Dave Sullivan discusses his "Roofing Business Success Audit," a handy self-assessment tool specifically designed for roofing contractors. Dave breaks down why it’s way more important to focus on things like profitability, cash flow, and how your business is set up, rather than just chasing more sales. He walks you through seven key areas: personal finance, business leadership, financial management, operations, metrics, marketing, and work-life balance, and shares practical tips and resources along the way. He also encourages contractors to download the audit from his website so they can identify their strengths and areas where they might need assistance, ultimately building a more profitable, sustainable, and balanced roofing business.

What you’ll hear in this episode:

• Importance of conducting a tailored business audit for roofing contractors
• Focus on profitability and cash flow over sales volume
• Key areas for assessment in the Roofing Business Success Audit
• Building a strong personal financial foundation for business success
• Effective business structure and leadership for sustainable growth
• Financial management practices for running a business by the numbers
• Importance of efficient operations and production for customer satisfaction
• Tracking key performance indicators and metrics for profitability
• Balancing business operations with personal life to avoid burnout
• Strategies for effective marketing, lead generation, and sales processes

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: theroofershow.com/ruby.

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, host Dave Sullivan speaks with Emily May, the owner of M&M Roofing in Texas. Emily opens up about her inspiring journey, how she went from working as an ICU nurse to becoming a roofing entrepreneur. She discusses what it was like to acquire and grow an existing company, the hurdles she faced in breaking into the industry, and why educating customers is so important to her.

Emily also shares how she’s built a strong team and found ways to balance work and life. She emphasizes the need for strategic, sustainable growth, creative branding, and consistently prioritizing quality and integrity. Her story is packed with practical advice for contractors who want to grow their businesses while staying true to their values and supporting their teams.

What you’ll hear in this episode:

• Transition from nursing to roofing entrepreneurship
• Acquisition of an existing roofing company through seller financing
• Importance of marketing, branding, and technology in the roofing industry
• Strategies for business growth and expansion
• Challenges of hiring, training, and retaining quality employees
• Emphasis on customer education and transparency in roofing sales
• The role of networking and learning from industry peers
• Balancing work-life commitments and setting boundaries
• Importance of building a strong company culture and team investment
• Insights on maintaining quality and integrity in business practices

Resources:

Connect with Emily May

M&M Roofing

Get in touch with M&M Roofing.

M&M Roofing YouTube

Instagram

Facebook

Connect with Dave

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: theroofershow.com/ruby.

SMA Support Services fills a need by empowering contractors to simplify and optimize their...

Today, Dave Sullivan and Philip Siegel dive into the tricky topic of finding skilled workers in the roofing world. Philip is a labor attorney who has been in the construction law field for 27 years, and he shares valuable insights on the legal hurdles roofing contractors face, especially when it comes to immigration laws and those pesky I-9 audits. He points out that I-9 audits are on the rise with the current administration, so staying compliant is more important than ever! They also emphasize the importance of contractors conducting their own self-audits and maintaining their records in good order to avoid potential legal issues. Tune in to hear more!

What you’ll hear in this episode:

• Challenges of finding qualified labor in the roofing industry
• Legal implications of immigration laws for roofing contractors
• Importance of I-9 audits and compliance requirements
• Increased enforcement of immigration laws and I-9 audits under the current administration
• Misclassification of workers and its legal consequences
• Liability concerns for contractors hiring subcontractors with undocumented workers
• Need for proactive measures and self-audits to ensure compliance
• Record retention rules for I-9 forms
• Importance of coaching and mentoring for contractors
• Strategies for maintaining accountability and focus in business development

Resources:

Connect with Philip Siegel

Philip’s Website, Email Philip

Call Philip! (404) 469-9197

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: theroofershow.com/ruby.

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.)

Getting paid faster is something every contractor wants. Today’s construction market brings unique obstacles, and legal help is more important than ever. Join us to learn the steps you need to take to make sure you are getting paid for your work in 2022.

Alex Barthet is a trained mechanical engineer who is now a board-certified construction lawyer in the Miami area. His firm was started by his father about 30 years ago, and they now have a team of 30 lawyers who only focus on construction. Alex has many educational outreach resources available to help those in the construction industry, one of those being his weekly podcast, The Lien Zone.

What you’ll hear in this episode:

• An overview of Alex’s career and the help he offers to the construction industry
• The biggest issues Alex sees right now for his clients
• How price escalation contracts are affecting contractors in today’s market
• Why it’s beneficial to have a lawyer review every contract
• An overview of the FREE tools Alex provides for contractors (See Resources)
• Alex’s advice about specific issues for roofing contractors working for a subcontractor
• How to get paid as a subcontractor
• Why the unequivocal right to stop work is the most significant issue that should be in every contract
• Why you have to enforce the lien laws in your state to secure your right to get paid
• Key provisions to have in place for each job
• Advice from Alex about insurance: “ONLY accept a certificate of insurance from the broker, not from the subcontractor himself.”
• What to do when you are ready to sue
• What Alex has learned: “The cost in legal fees and the time it takes to litigate a case have very little to do with the strength of your case and how right you are. It has everything to do with how difficult and unreasonable the other side and their lawyer are.”
• Why arbitration is a better and faster solution in today’s world than litigation

Resources:

Connect with Alex and find his podcast: www.thelienzone.com

Email Alex: alex@barthet.com

Check out Alex’s FREE tools: www.ContractDetective.com

www.MakeMeConditional.com

www.CalcULien.com

Mentioned in this episode for state-by-state lien guidelines: SunRay Construction Solutions

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

In this episode of "The Roofer Show," host Dave Sullivan sits down with Aaron Hockel from Alta Vista Strategic Partners to discuss the significant challenges roofing contractors are currently facing. They delve into topics such as why fewer homeowners are interested in roof replacements, how rising interest rates are making things more challenging, and what increased competition means for everyone in the industry.

Aaron offers some practical advice on how contractors can adapt, such as stepping up their digital marketing efforts, branching out into new services, and ensuring their online presence stands out. Dave also emphasizes the importance of responding to leads promptly and being proactive in reaching out to potential customers.

Tune in to hear helpful resources for contractors and how consistent marketing and staying flexible are key to keeping your business growing, even as the market changes.

What you’ll hear in this episode:

• Current challenges facing roofing contractors
• Decreased homeowner interest in roof replacements
• Impact of rising interest rates on project initiation
• Increased competition from financially robust companies
• Importance of adapting marketing strategies to changing market dynamics
• Role of SEO and online presence in lead generation
• Influence of AI tools like ChatGPT on consumer behavior
• Necessity of diversifying review platforms for better visibility
• Strategies for proactive lead follow-up and networking
• Importance of consistent effort and staying informed about industry changes

Resources:

Connect with Aaron Hockel and AltaVista: Website, Email, and LinkedIn

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: theroofershow.com/ruby

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: theroofershow.com/ruby.

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.)