Roofing Process Conference 2021

Have you ever analyzed how hard it is to scale your company with low margins and an average to a below-average closing ratio? What if you cared about the health of your closing ratio like you do the health of the fuel tank of your Diesel?

If you'd like to increase the closing ratio of your roofing company, whether you're in Residential Insurance, Retail or Commercial - then join me in this live presentation of how we can pull three levers to bring this superior ability to your sales organization. We are going to show examples of the power of a strong closing ratio and what you can do to increase yours immediately.

I am Heath Hicks, owner of both Avco Roofing and The Catch All, and I have learned a lot along the way and am excited to share it with you. I am not your typical entrepreneur, because my goal is not to make the biggest company or swim in piles of money Scrooge McDuck style.

My goal, since day 1, is to help the people in my company succeed. That's what motivates me. I would love to connect with you and help you help your team succeed.

Bring on the tough questions:

How much money should an owner make? How do I scale? How many employees do I need for the size of my company? How much should I be paying my salespeople?

TBD

The sales presentation went great, and then you hear it... "We'll call you in a few days after we think about it." But you never heard back? Caught in the voicemail loop? How come you didn't close it when it felt so right?

REALITY CHECK: It means that you did something that made your homeowner panic inside. But what could it be? It took me almost 11 years to figure it out. And it only came to me after being the "silent observer" of LIVE sales appointments inside homes across the US.

I watched the body language triggers like a hawk. When he did this, she did that. It all started to make sense. Nearly every rep I worked with was making one of these unconscious mistakes that was making homeowners panic. Worst of all - the rep had no idea!

These unconscious mistakes are like pulling money out of your pocket! But who wants to hear what not to do? Instead, join me to learn these 9 easy ways to get you and your team closing a ton more sales without changing much else. Use these on your next sale and see how closing got even easier.

Debuting as a keynote speaker, Martin Pettigrew is a veteran in the roofing industry and an industry award winner. If you want to scale your roofing business, don’t miss out on this speech! All attendees will have access to this keynote speech. All Ultra VIPs are guaranteed front row/VIP seating for this event.

Cohen Law Group has been helping contractors with their insurance claims for over 20 years. We are the leading experts in first party property damage insurance claims.

Utilizing smart pricing strategies is a must to succeed in today's highly competitive market. By pricing strategically, you have the opportunity to increase sales without reducing prices, or use a higher price to help you increase sales.

This workshop will take a look at some powerful, easy-to-use concepts you can use to make your proposal price more appealing and influence buyers to spend more with you.

Here’s some of what you will learn:

Goldilocks Pricing: You will learn how to build a "good, better, best" product offering guaranteed to upsell the majority of your prospects.

Anchor Pricing: You will learn how to use price anchors to reduce sticker shock and price condition your prospect to a more realistic price expectation.

Decoy Pricing: Learn how to use pricing “decoys” that compel your prospects to buy the option or system you want to sell them.

If you've ever been at the front door speaking to a homeowner and it almost felt like you were speaking a different language, It's probably because you were. All Homeowners have ways that they like to receive information and if you aren't aware of how to deliver that information, the right way you might as well be speaking a different language because you and your homeowner won't be on the same page.

One of the most common issues I find when I coach sales guys is that they have a bad habit of selling their prospects the way they like to be sold vs selling their prospects the way they prefer to be sold. Just like most of us talk to our partners they way we like to be spoken to and not the way our partners prefer to be spoken to. This lapse in communication may be causing friction between you and your homeowner and causing you to lose deals not because they don't want your help but simply because you don't speak their buyers language.

You no longer have to worry about that, we are going to show you how to become bilingual at the doors and i don't mean learning how to speak spanish but i am going to show you how to adapt, and speak your homeowners buyers language and sale them the way they like to be sold, allowing you to communicate effectively and efficiently at door which in return helps you close more deals and make more money!

Think about the industry that you are in right now, then vision the main people in your industry that come to mind. These people get recognized for their work, they get bigger deals, they make more money, they are the Key People of Influence in your industry.

The question is, why are you not one of them and how do you become that Key Person of Influence.

Kevin will walk through his steps to become a Key Person of Influence in your industry, how to build your brand, and expand your business.

Many roofers think too small, they try to do all things, they are overwhelmed. Find top performers fast and scale your company.

As a former NASCAR Team Member with a passion for that business (make no mistake…it IS a business), Jason Reisman with Eustis Roofing has a unique understanding of this world.

Most importantly, he understands everything changes when the green flag flies. All the templates, identical parts and strict guidelines mean nothing when 43 cars dive into turn one 3-wide at over 150 mph.

To the casual observer, the roofing industry is littered with companies that all do the same things. Other than the colors, the names, and players they all do the same thing. They are interchangeable. They are a commodity.

Jason realized something seemingly so simple…not to be mistaken with easy…but incredibly simple. Differentiation was the key. He set out to be an innovator in a structured industry of sameness. Leaning on those NASCAR roots, he worked passionately to impact the roofing business.

This is not a new formula. It almost seems too easy. The industry is looking for the next big thing or the next new technology. But what if it was that simple. Jason has approached this business with the passion and dedication of a top tier NASCAR team bringing Victory Lane within sight. This passion brings dedicated customers, consistent referrals, qualified employees and top-notch crews knocking on the Eustis Roofing doors. Differentiation is the key. How will you be different?

Gentleman, start your engines.

What's your vision for your company? Where do you want to be in 5, 10, 15 years? If the answer is 🤷‍♂️🤷‍♀️, you're not alone! Running a business is intense, and full of curveballs; making big moves without a strategic plan leaves you open to emotional decision making - no bueno.

Strategic planning sounds hard, and it can be overwhelming if you don't know where to start - we get that! In this session, we show you a simple step-by-step approach to creating a One-Page Strategic Plan that will help you reach your goals and look like a strategic planning genius - giving your team confidence that the company is heading in a clear direction.

After this session, you'll be armed with:

• Ways to establish realistic goals for 2022
• Knowledge to create your easy-to-use one page strategic plan template
• An understanding of how to break down your year-end goals into 2-3 initiatives

BONUS: You’ll be given ready-to-go systems that strategize initiatives into a weekly schedule to keep you on track in 2022.

In this unprecedented time the roofing industry has seen multiple price increases from manufacturing, distribution and labor. It is the responsibility of the business owner to maintain profit margin and keep the entire company staff not only maintaining but increasing their income.

Lenny Scarola will show you how you can not just pass on the price increases to the customer but increase your company’s margin all while increasing the company’s close rate and not losing customers to ‘low bid’ competition.

Whether your business focuses primarily on retail or restoration work, every business is experiencing increases in costs. Every business can benefit from the information that will be covered in this breakout.

Every successful roofing company has a system for generating their own customers. If you don’t have the ability to generate your own business, you’re at the mercy of buying leads and paying marketers who may not have your best interests in mind.

In this value-packed session, Joseph will walk you through a simple, 4-step process that you can implement right away to generate your own high-quality inbound appointments. On top of that, he will share a framework that you can use to build a lifetime customer-generating system in your roofing company.

It’s time to take control of your marketing, and take control over the future of your roofing company!

Do you want to sell your company to a big fruit roofing company someday?

Do you want to stop chasing your tail every day?

Traction is an amazing book full of tools to build a great foundation that will allow your company to integrate the vision you have for your company. If you’re planning on taking the golden nuggets from the Roofing Process conference home to improve your roofing company you need to come to this breakout session.

Over the last 5 years I have been teaching, and implementing EOS principles internationally, and have seen the capacity for achievement increase drastically and immediately. I’m excited to share my experiences and help you leave RPC with the tools you need to make massive differences back home.

Xactware Certified Trainer, Todd Beckman, will be presenting how you as a Contractor should be changing prices in Xactimate. We all have seen the market pricing rise for labor and materials so knowing how to correctly account for the increases in pricing is vital if you're currently using the software. Don't leave money behind simply because you don't know these few, simple tactics to add the price changes correctly and get them paid by the insurance company.

The new wave where Organization, Technology, Branding, & Marketing meets Roofing.

I focus on the things that we, as contractors, should focus on; is it broke; what’s it’s going to take to fix it; and how much does it cost. I am showing contractors how to understand their overhead, how to create retail estimates that cover expenses, including Owners salaries and still generate a reasonable net profit and stay in business. I am teaching them how to sell the new model to consumers who are used to “doing it for insurance proceeds. I want the Roofing restoration industry to be viewed as a professional industry, with business that will stay around. Getting out of the claim process allows contractors to focus on the things that really matter, understanding their margins, investing capital for growth, and customer service.

TBD

Is your sales team overwhelmed, stressed, or even worse... quitting? Are you a salespeople who is losing sleep, feeling disorganized, and just seem to drop the ball on a weekly and monthly basis? The best kind of sales teams are HAPPY and FULLFILLED ones! In this breakout we will dive into the biggest hurdle roofing salesman seem to have and how to overcome it with proper procedures and mental strategies to keep you and your sales team in it for the long term.

Maximize the opportunities you already have and get more out of every deal by understanding value better, financing every job, implementing my word for word “Wish List Upgrade” close, and more.

TBD