Learn How To Make Money Roofing

Transcription

1 Learn How To Make Money Roofing I'm going to start from the very beginning and some you advanced roofers may already know some of this information. The first thing you want to do is get a clear understanding about licensing in your area, call the attorney general's office your local town or city and then finally your state. Find out what the requirements are for you to get a roofing license, in some states you don't even need a license in the state of Maine we are not required to have license operating a roofing business. Page 1

2 Getting Your Roofing Business License Some states require that you work for a roofing contractor for a couple years before you are eligible to start your own business, and I wish that was the case in our state because it does level playing field. Nevertheless once you have the requirements to start your own business follow-through the steps in getting your license to make sure that your legitimate roofing business. And don't mess around with us because if you screw around the local state licensing it may be tough for you if they have any type of rule of getting caught without a license and then stiffer requirements may be needed. Once you get your license will be needing the required insurance including general liability and if you hire employees you'll need Worker's Compensation insurance, and this will probably be one of the largest expenses you'll ever occur in operating a roofing business or company. Regardless you need this insurance and you will have to pay for it over time with monthly payments, or you make a one-time lump sum payment each year. Your insurance purchase may be one of the major requirements before you can even get a roofing business license, and here is another area that you don't want to mess around with especially in the Worker's Compensation Board in your local state department. I know they have stiff fines and penalties for business owners who do not have Worker's Compensation on their employees, so again here's an area don't want to mess around with your state laws. Follow all the requirements to make sure you are operating within the guidelines of owning, and running your own business legally in your state. Setting Up Your Business Systems Here again is way you want to lay down the tracks for smooth running operation, the system reigns supreme the Fortune 500 companies say. Any successful business will tell you that having the right people in place can make the difference from a successful business to a business failure. When you're first starting out will Page 2

3 begin to take your business to the next level, the right software program can make all the difference for your business to become successful, and keep track of all your customer and required financial information. The best part of owning your own business, and what you buy will always be a part of your business not somebody else s. There will be a few business items needed that you probably you already own already, you will need a desktop computer or laptop computer. You will need some type of mobile phone we recommend using a android or iphone. Also you may need an ipad or tablet that is compatible for android or itunes because we have created mobile apps that work with all these devices. And again you may already only these items so you will not have to purchase these because you use them for your daily life anyway. We all have a cell phone today, and many people already own ipad or android tablet devices. I have created the best roofing software program on the planet, and it is one hundred percent web-based so it links directly to your mobile devices and your computer with any type of Internet connection. We have a complete built-in customer management system, which is linked directly to all of your files inside the software. This is in enterprise class software program for roofing contractors that gives you the power even as a smaller roofing contractor to be able to do things just like a large operation. All of the information is stored on a cloud Amazon server so you never going to have to worry about scalability because the server will grow as your business grows. Setting Up Your Marketing To Get Local Roofing Leads Marketing is the most important single thing you can do for your roofing business, if you don't market your roofing business you will never get out of the paycheck mode. Successful business owners have a superb marketing plan in place, and I stress this is one of your three major investments. Our marketing budget makes our accountant asked why, every time he sees the year-end advertising budget. Page 3

4 But the year after year growth in the profits and sales overcome any question in my account's mind after the profit & loss report has populated. Listen it doesn't matter how great you are, if your customer or potential customer does not know how great you are. There are many different forms of marketing, in the Internet is becoming the fastest way to generate roofing leads than ever before. Let's face it Google owns the industry, everybody is always said all I had to do was just Google it. If you're looking for something you go to Google and do a search, well that's what your customers or potential roofing customers in doing searching for local roofing contractors. Google now has many new tools available to get you more local targeted traffic, and we have just included our Roofing SEO Blogging System that is totally dedicated to get you local targeted traffic from the Internet. Targeting local customers has never been easier than using exact match keyword phrases, to get them ranking using a WordPress blog site. We have included a 100% customized WordPress blog plug-in that offers superb SEO ranking with all of your local targeted blog posts. And we show you how to do this so you can get tons of fresh new roofing leads, ed to you daily for your roofing business. There is 100% white hat Google approved online marketing methods which you would pay a local Internet marketer thousands of dollars a month. We have included this as part of our roofing estimator Pro web-based software, in his is free with a complete video training course that shows you exactly how to do this so you never have to pay anyone again for roofing leads online. Launching Your Roofing Website Your website is your 24 hour showroom, and our WordPress blog sites can be exactly what you need. Building a website can be complicated if you never done anything like this before, and can be very intimidating because of HTML code 5, Page 4

5 PHP code, Java scripting, and the thought of building a WordPress blog can be intimidating as well. We have completely done for you websites, but you really should have someone in your office or yourself writing on your blog once a week, or even daily about your roofing business. People love to hear about roofing jobs that are in progress, that's why Facebook is so huge because everyone is just talking and showing what they're doing daily. Okay, here's a great tip you can use a website builder program at Go Daddy, that cost only five dollars per month and you can have five page website that will get indexed pretty well you add some very targeted keyword phrases. You will need to pick a domain name for your business, and I recommend that you use keywords in the domain name. Using the format is the town and state they you live in plus the word roofing should be in your domain name. This is how you get highly targeted, exact match domain keyword phrases that get you the free local traffic in your town, city and state. Take a look at Go Daddy's domain search and come up with a couple of good search terms, or keyword phrases to get you local targeted traffic for your roofing business. A website can be created for less than $800 which can have all the tools needed, SEO optimized, a free estimate form built into the website that sends the estimate to your , and like our website it sent the information directly inside our Roofing Estimator Pro web-based software program. From that point we use the same information to create appointment sheets, customer contracts, roof inspections and work orders from that one point of entry on our website. This is an incredible tool that you should get because this will save you so much time, roofing contractor I build the software for roofers. Page 5

6 Processing A Roofing Lead Once you have the roofing lead that is like a gold nugget, and generally can make a monthly mortgage payment from most people s home. This is what I m talking about learning how to make money roofing, and you have to handle this lead with kid gloves initially. Once you have the person on the phone asked some very important questions to uncover the real purpose of the phone call. You want to verify that this is a valid roofing estimate or roof inspection someone that wants to buy a new roof. Asking the right questions can make all the difference, from you making money in the roofing business, or just becoming a professional estimator with limited or no income potential. You want to train yourself as a roofing lead specialist, and I want you to think the have to prejudge all these leads because if they re calling they obviously have a problem, and want a solution to way you make money. So let's start with some of the questions you should ask; find out who the owners of the property because you want to make sure you're working with the people that are buying the roof. Don t just go over for an appointment that a property managers handling, or just drive out to bid on the job and leave the estimate in the mailbox. But in commercial properties you will be meeting with the property manager or a representative from the company who gives the estimate or proposal to the business owner, or the board that makes a final decision. But we work mostly and the residential roofing business so we want to meet with the decision makers, which usually is the husband and wife. Find out the address of the property, do a quick look up on whitepages.com and do a reverse address lookup, to verify that they are the business owner. You can also do a reverse phone number lookup and find out if the property is owned by the person that is calling, this also gives you an opportunity to make sure there's no typos or misspelling of you potential client or roofing lead. Page 6

7 You will need their address, their phone number, they are , there cell phone number and the best time that you can meet with both decision-makers. And yes I do say decision-makers in the appointment qualification because this is so important, and people that say this may be a little intrusive well a can make you money if you do it right. Again, our Roofing Estimator Pro software program gives you the opportunity to add your new leader customer in through your website that goes directly into the software. At this point you can pick a time that's got a work for your client rate on your website, and this is automatically scheduled internally through the calendar system that is linked directly to your customer in the database. At this point your customer lead has been all set up, and is now ready to create the appointment sheet. Plus all this information and the scheduling calendar is totally accessible with mobile devices, your roofing business is now operating on a mobile platform. Preparing Your Sales Presentation Without sales your business will fail period, so obviously you need to become familiar with the sales process. All successful salespeople have a way of expressing themselves, and their roofing business in which the customer feels that they need what the salesperson has offer. So let me break that down, first your sales presentation should be in a story like format so it's easier for the information to be received from your potential client. People love to tell stories, and people love to listen to stories so keep that in your mind as you're talking to your potential client about your roofing business. Your sales presentation begin with asking questions about your customers needs, and yes it's all about the customer so you need to start with a series of questions that will uncover a problem that your customers having, and make sure you don't jump right into a solution because you need to let the customer talk for the first 10 or 15 minutes to let out the problem they're having. Page 7

8 You can do this as you walk around the property, and look at the roof and asked them "Is that a problem up their?" or "Do you have any leaks around that area?" or "How old is the roof?" or "Do you know when the last roof was installed?" Any fact-finding question that will give you more information about the problem they're having, and write down all the problems they are having because this is good information that you can use later in your presentation. I recommend that you create a 10 page PowerPoint presentation, and add five slides in your PowerPoint presentation that goes over the process of removing and replacing the roof, and add photos to each one of those slides. In the last five slides in your PowerPoint presentation you talk about features and benefits about working with your company, credentials like Better Business Bureau, master elite, master shingle applicator, select shingle master or any other educational program that can make your potential client feel good about working with you. Then have half a dozen before-and-after photos at the end of your PowerPoint presentation. You will want to create a PDF with this PowerPoint presentation, and it to your ipad or tablet or mobile device for viewing. You may need to purchase a PDF reader of most of these are free now for all tablets or mobile devices. Create A product Information Package Your potential roofing customers is going to want a brochure and information about the product they are going to buy, so make sure you have created an information package that includes all this important literature needed to help you close the sale. This will start with a preferably manufacturers product folder that will hold several pieces of information, the product brochure of the roofing shingles that you're going to be using. Include a copy of your liability and workers compensation insurance so you can show the proof today. A list of local roofing references of jobs that were completed within the last 12 months. Page 8

9 A sample of ice and water shield for the underlayment you going to be using to cover the roof deck, and also a brochure about that product if applicable. A warrantee brochure about the roofing product that shows all the limitations and talks about the lifetime warranty of the product. You can also add a photocopy of your Better Business Bureau listing, a state required three-day rescission document from your local state's office. A referral sheet that will include six or eight lines that your potential client can write down any person the may ask about install the roof. A written open letter about your company which talks about all of your credentials, your length of use in business with your warranty information, and this is written by you see you can add whatever you want. This is just a document they you can put out in front you first start talking about your business, that will have some key points about you warranty offerings, your extended workmanship guarantees or any other important issue like the credentials of your company to help build the trust that's needed to earn the sale that day. Using A Sales Methodology The sales methodology is a fancy word of just creating a step-by-step method of starting the sales process and including predictable question answer sequences that help you close the sale. The sales methodology starts with becoming familiar with the sales process, and this takes little time if you've never done sales before. But you don't have to be slick to sell a roof, people need a roof on their home so what you're doing is just helping them get a new roof. But it has to be handled in a certain way to help you close the roof that day, and it all starts with being friends with the person you're working with. Building rapport with the customer is always been the first thing you want to do, and if your natural with talking with people that you already have the skills needed to become a successful salesperson. Really it's all about talking to the customer, and just being yourself by again we do have to put this into a structure so you can Page 9

10 move through the sales process and not get bogged down and just talk forever without getting to the reason you're there. Okay become friends with your client take about 10 to 15 minutes warm-up to them, ask questions about everything they like, and talk about their job because their job is very important to them. Talk about the kids or grandchildren take a look at photos, and take a genuine interest in what your customer owns and has because if you don't show them that you care then not going to do business with you so "Kill Them With Kindness". Once your their friend things will become a lot more easier, start with showing them your PowerPoint presentation and have your information package with all your product literature on the kitchen table. Go through your PowerPoint presentation and show them how the roof was installed, and let them know that you are going to be watching everything. Once you get down to the bottom line and come up with a figure for the roof replacement you need to ask for the business. And that can be done in a way that is just like a conversation, and a great close is "Should I go ahead and order the materials" or "Would you go like to go ahead scheduled job with me" or "Should we go ahead and start the paperwork" or any other sales close you feel comfortable asking need to ask the business. Don't come up with excuses why you don't asked for the business. Oh I don't want to be pushy, or that's not the way I sell my roof jobs. If you ask, you will receive remember that. Creating Work Orders For Your Installers Once you've figured out what materials are needed for the job, and your customer has signed on in the job has been scheduled. You will need to create a work order for your roofing subcontractor for your installation crew who will be installing your customer s new roof. Our Roofing Estimator Pro web-based software has a built-in work order template so this can be done easily once job is sold. The work order should have the Brand and color of the shingle and the scope of what the job will include like how much ice and water shield is being installed, Page 10

11 what type of underlayment is be installed over the roof decking, the color of the drip edge that will be installed along the roof lines in any other important information about the roofing project. Your work order should be created as soon as a job is sold, so no items or important information is forgotten over the next few days. Because if you put off creating the work order you do forget very important details about your new client, especially few doing a lot estimates they tend to blend together trust me on that one. But always write down all the information about your job on the appointment sheet, so when you have the information front in front of you and your creating your work order. Small details are the most important ones especially to the homeowner. These may be like remove the antenna that's on the roof, reinstall a new rain diverter over the front door, these are things that seem small to you, but may be very important to your client. Hiring Roofing Crews And Subcontractors Hiring the right people is always going to be your biggest challenge, especially when you have to train new roofers from the very beginning. Quality roofers know that there's money to be made by installing roofing shingles by the square. Roofers that are good will only work by the square, and they put the roofs on a lot quicker when they work by the square. Some people have a tough time with the concept of using subcontractors, but I can assure you that you can control labor cost, control your repeat purchase of tools and equipment that employees do not care about. Especially in the roofing business you want guys that move on the roof, you know make any money if the roof doesn't get done quickly. Yes, you do need to keep a look at the quality just like if you have hourly guys working for you, but I would rather work with one leader on the crew that have to handle hourly guys. Page 11

12 Hiring a subcontractor to install your roofing is really quite simple, all you have to do is pick up a newspaper and find an ad for someone is looking for work. Or even better go through craigslist and find someone that is looking for work, you can find roofing companies that need work all the time. In this is an evergreen business because new roofing companies a coming in every day, once they find out that they can make more money working for themselves or as a subcontractor working by the square. Again, this is kind of a controversial issue with some roofing business owners, and I understand yes you do need to keep an eye on the subcontractors, But you also have to keep an eye on the employees installing roofs by the hour. But your responsible for everything when they're installing roofs by the number one, and your subcontractors while they supply all their own tools, they must have insurance and they need to give you a copy with your name on the insured before they even started job. Do inspection of the tools and equipment before they even start the job to make sure the have everything they need, you have the materials delivered to the job site, they handle all the production from start to finish and you don't have to provide any. If you want to have 4 or 5 roofing jobs going on the same time, all you have to do is higher the roofing subcontractors and hand him the work order and tell them to get the job done. They are very know how to do the work you have to show many thing, you may have to stop by and just check on things once in a while just to make sure the quality meat your standard. But most of the time you don't have to do anything, and as time goes on you will have qualified roofing subcontractors calling you looking for work. See a lot of times a great roofer may not be a great sales guys, and it's hard for him to get work. So you handle all the marketing in the sales, and outsource your labor to a local roofer just remember the government does that they higher independent contractors to do all their work, shouldn't you do the same? Its all-american. Page 12

13 Finalizing The Roofing Job Okay you've sold the job, you or the materials, you've hired a subcontractor to do the job. The customers happy loves the work you get your payment, or have your subcontractor pick up the payment and have your customer sign a completion certificate so that proves that they are happy. Especially of this is an insurance claim you will need to get a release or certificate signed stating that the work has been completed to their satisfaction. But either way you are going to get paid for the job or you have the check in your hand. You may want to go out and have your production staff for yourself just walked the roof to make sure everything meet your satisfaction or your standard of quality. In just have your subcontractor call you before they leave the job so you can meet and walk around and make this a requirement before they get paid, and trust they will call you if you don't release the check until you see the roof or have your quality control take a look at the installation. Have your subcontractor give you a bill for the work that was completed, on a per square basis whatever your local market allows, print them a check and get them onto the next job. Okay now you have the cost of material cost of labor any type of commission for your sales guy, the disposal whether you using a roll off dumpster or a dump trailer with a disposal fee at the local recycling center or landfill. Now you can see what your Cost are, and what we like to see is usually 33% for materials - 33% labor and commissions - 33% for overall company profit to pay the bills. Page 13

14 Integration With QuickBooks We have created our own QuickBooks integrator software that links directly with Roofing Estimator Pro so you can instantly upload your customer data through our REP integrator software into your QuickBooks file. Plus we have invoicing built into Roofing Estimator Pro see you don't even need to use a QuickBooks if you don't want to. Everything I have talked about in this e-book on how to Make Money Roofing we have built around our Roofing Estimator Pro software program to help you run your roofing business. I know you're ready to get started so go down and click on the add to cart button on the sales page and get your copy of this incredible software today, and I look forward to working with you in growing your roofing business and helping you reach the success you want. Thanks, David J. Deschaine Page 14