Transcription
All right, guys. I have, I think, a freaking phenomenal topic for you today. Uh, I want to bring to you my repair business model. And I think if you're not doing repairs in 2026, um, you're going to be left out in so many ways.
Now, um, the whole roofing game, as we know, is changing. What 2025 showed is that insurance companies are already making it, going to make it even harder, uh, in states like Texas, Florida. Uh, insurance companies are actually pushing for a lot of repairs. And, uh, um, I'm filming a YouTube video today why, uh, every company should offer repairs, kind of like 10 reasons why to have it. But, um, for you, I prepared actually a business model. We've done tons of repairs. And, uh, right now, with the directory marketing program, uh, number one question I ask people is, "If you do repairs?" And when I actually mentor quite a few companies, and if you need, uh, to train your sales team, if you're like, for example, we have a company who signed up for the directory marketing program, and I'm like, "Pretty much, if you don't offer repairs, it's totally fine. But the problem with not offering repairs is it's very hard to advertise. If your value proposition is roof replacement, you're targeting a very small pool of people for this. Like, search for roof repairs is much bigger and always going to be bigger than search for roof replacements, right? And those companies who don't understand that, going on a roof repair lead is pretty much the same, if not better, than for roof replacement. Like, you, you say no to the business. Companies who do the repairs actually do a lot of roof replacements."
Uh, but I had a company who signed up. They're out of New York, and they said, "Well, my salespeople don't want to do it." And I offered them like, "Let's book a 30-minute phone call, a Zoom call. I'll train your salespeople how to do it, how to do it correctly." And I'm sharing with you guys today that.
But first, unsolicited bonus advice today. This thing right here, I have, I have them at my house. I have them everywhere. Okay? You buy them on Amazon. They're like $20 a piece, guys. I kid you not. This makes a humongous difference. First of all, uh, it's not just for your grip, it's for your forearm. Uh, I don't care what you do at the gym. Like, I never ever wear, uh, straps. Like, even when I deadlift 500 pounds, I do hook grip, and I don't, like, I don't always even flip, like, churn grip, right? The thing is, if you have a strong grip, your pull-ups, your push-ups, almost anything, everything in your life, uh, in your fitness routine goes from your grip. And I just know for myself, because I've been playing with them for years now, if I don't do this, everything else goes down in performance. Like, this, this is the secret, if you will. Like, I was doing, um, toaster bars yesterday. I did 10 rounds of 15 toaster bars. It was so easy because when your grip goes away, now you, you can't do pull-ups and you can't do a lot of things because grip becomes a limiter. So get the freaking. They start at 50 pounds. I have them from 50 to 350. And what I love about it, you can be on a Zoom, you can be sitting like this, and you just do 10 and 10. I take them on the airplanes. I take them on the long days in the office. And this is where you sit a lot. You just do this.
"Dimitri, not only is that great, but your grip strength is one of the, the top two indicators of your longevity."
"Yes, sir. That's true. They actually, uh, not only that, uh, there's a two tests that I know, uh, that measures athleticism. One of them is your instant jump where you're just standing and you jump high and you hit it. That's how they test NFL players like when they're going through a recruiting process. If you can jump from a static position up, but the second one is, uh, grip, uh, uh, um, test. So, uh, what you do is like you stand and you, you go from down position up and you just squeeze, and they measure that. Like, I always have super strong one. It's, you know, 200 pounds. That's my measurement. And, uh, the thing is, I've done it, um, during our events when we travel the country, I, I would bring, uh, the measuring tool, pass it around. The thing is, if you don't have it, you can't train it. Like, if you squeeze it and it's 130, you can take, you can try 10 times. You're not going to squeeze more. You just have to train it. Anyways, it's the coolest thing ever. It's kind of like, it's cheap, and like you can do it in the car on the rides. I mean, it's just."
"Anyway, hey, Demetri, can I get your advice on something to do with that?"
"Go ahead."
"Uh, so, uh, I started training boxing there for a few months, and then I started, uh, developing, uh, carpal tunnel really bad, and in my two middle fingers, where they'd be numb like all the time. Um, and it's starting to get better now. I, I re, I did research on stretching and found out a lot from my shoulders through my biceps, and I stopped lifting really heavy, and I started trying to, I was 280 pounds, I still am, but I tried to slim down. So, I stopped lifting so heavy, and then I, I think it started pulling my shoulders down, and and now I've started bulking back up where I'm used to have broader shoulders. But should I be doing that for carpal tunnel, or what's your advice? It's getting better now, but it's been months."
"Of course. So, what I do with these, the only limiter here is actually your calluses, because if you do it too much, like you start getting calluses here, and they're so annoying. Like, but if you go lighter weight, if you go like, let's say, with a 50, you can do it with like, so this is 150, you can do it with a two fingers or one finger. So essentially, you're working all your muscles. You're working big, small. I mean, it's all active. Also, what I would, uh, what I would do for you is get a, um, rice. It's cheap. A lot of people, rice is one of the greatest exercises for the finger stuff. You put a bucket of rice, you, you dip your hand in it, and you're trying to like, work it, like trying to move it like in in a bucket of rice. I mean, it could be sand, but sand is a little bit harder substance. So, if you take a bag of rice and you just put it in and try and kind of like squeeze it for your arms, it'll go away. But also for the boxing, because I do boxing every Sunday too, the heavier you are, you just have to be loose. Like muscles are your enemy. They, they, um, you want to be flexible, and you want to be easy. It's all breathing, right? So, like, uh, do more stretches. So, like, I would get couple bands. I actually have it in my house. So, it's a different bands, and, um, I'll, I'll send you the link of it. If you buy it and you follow the protocol, 10, 15 minutes, it will loosen all your shoulders. It's pretty much, I, I'll show you. It's cross point. There's like five different bands, and you do like crossovers, you do pulls, you do archers, like different movements. 10, 15 days, great rehab for your shoulders and for stability. Sorry guys, I'm not a fitness influencer, but I know a thing or two about being fit now."
"Hey, what, what's the name of what's the name of that tool that you're talking about for your, your hand?"
"Uh, this is, I think it's called Expander. Just, I, I don't know the name of it. It's, um, grip tool expander. I don't know how it's called in English. I, I'll find it. I'll send you the Amazon link that I buy."
"All right, guys. Are you ready to hear some repairs? Spent too much time. Like, I wanted to do one minute. You guys sucked me in."
"Yes."
"All right. Let's talk about roof repair business model. Uh, this is, so I have 10 points here. I'll go as fast as I possibly can. I, I, I emailed, uh, Louis. Check on Telegram. I sent you my script. You guys, you don't have to like take notes. Uh, Louis can put it in the chat, or you can, he can email it to you if you need it later. So, now, number one is positioning and philosophy. Uh, for me, when you're a repair company, it's all about how you explain it to the people. So, when you come to the house, it's what you say. A lot of people say, "We don't like repairs," or they think about repairs is, you know, the patchwork, the cheap stuff. It's $200, $300. I've never done it that way. I hate it. I, and this is what I tell people: "We are a repair-first roofing company." Um, you know, we focus on permanent solutions. We do not offer temporary patches. Every repair is scoped, documented, backed by real warranty. If it cannot be warranted, we do not do it." And I learned it a long time ago from Rodney Webb. So, pretty much, and this is your rule number one: If you cannot provide a warranty, do not freaking touch it. It's not worth it. It's not, you're ruining your name. If you, if they ask you like, "Oh, can you do it for $200, $300?" You will be back there. That's why I don't do patchwork. For me, the way my brain works, I don't care if it's floors, I don't care if it's siding, if it's gutters. I either go linear, I'm replacing an entire line. So, let's say it's flooring, you know, by the end, like it's the whole thing. It's either the wall or siding, or it's a line. It's something that, you know, the, the good stoppage point. It's, it's up to the transition. So, you know, you can say like, "Hey, we did it from here and to here." But it's never one piece or two pieces. It's never just a corner because you're doing a disservice to you and to them. And it's going to be very hard for you to prove what you did and didn't do. So, number one is, if you cannot document it, if you cannot prove your work, if you cannot do the warranty, it's not a repair. A repair is, we work on this piece, you're never going to have a problem with this piece. And unfortunately, you can't do it with the patches and stuff.
Number two, uh, let's talk about pricing. Pricing. Number one, and I think a lot of guys are struggling here, is you have to have a minimum service call. And it's specific to every business. If, if you are a one-man show, I mean, you can have a $300 service call. But if you have, you know, five salespeople, three people in the office, and five service techs, your service calls should be $600, $900. What's your one hour time of your employee work? So, I would recommend minimum service calls to be $600 to $900 bucks. But at the same time, if I'm starting a company tomorrow and I work out of my house, first three months, I can have a service call for $300 bucks. You know, it doesn't have to be $600 to $900 if you have no overhead, no employees. But once, once you start having that, you calculate it, and you have to have a minimum service call. Uh, now, what does it include? It includes diagnosis. It should include up to a certain amount of work. So, for me, it would be diagnosis up to two hours of labor, minor materials, four, uh, you know, photos, reading scope of work. So, a person who gives you, you know, a dollar should feel that he got some value out of it. You know, it should be nice paperwork. Yes, you charge, you, you know, you're charging premium for them, right? $900 is a lot of money to show. But if you provide the pictures, if you provide value, if you provide diagnosis, now, like, if you're a realtor, if you're a homeowner, you feel like you're getting, uh, value on the repair side. If you actually do do the work, and this is not just me. I mean, we've done it at Storm Roofing, but I also see companies around the country doing it successfully. Your average ticket should be $1,500 to $3,000. That's my observation. You know, if you're ever, and I ask people all the time, "What's your average ticket?" And, "Oh, a couple hundred bucks." You are way too cheap. There's no way you, you're doing decent work for a couple hundred bucks. It's impossible, right? It's a $1,500 to $3,000 for one reason. And the main reason here is when you provide the homeowner the option to repair, it should hurt enough to for them to consider a replacement. If you're giving them a quote to replace the job. So, let's say they have a 15-year-old roof, right? So, technically speaking, if we're honest with ourselves and we're honest with the homeowner, they do have four, five years left of that roof, right? I mean, if it's 12, 13, 14 years, right? Life expectancy is 16, 18 years. The roof is 12, 13. It's not falling apart. It's not leaky yet. Yeah, it's in the end of life, but if we're honest, they still can get five years. So, now, if you give them a quote for $3,000 to repair it, and for $12,000 to replace it, it's their choice. Do I go and, you know, do, do I spend $3,000 and get five more years, three more years, or do I just pull the trigger and replace it? It's their budget. It's their money. It's their decision. You know, we do it all the time. Like, we, we as consumers make smart decisions. Do I waste another three grand, or do I just go all in and replace it now and forget about it? Right? I don't know how much money they have. I don't know what, what are the plans for the future are. You know, maybe they do have a budget to spend on the house every year. And I would argue that if you make both options available to them at the And by the way, in my book, you have to provide the, uh, today's cost to replace it. That's just good service. We can replace your roof for three grand and take care of this slope, or we can do the entire job for this amount. Not the pressure, but the option. Because, you know, let's face it, people don't like to waste money, and it hurts to spend $3,000 today and three, four, five years later replace it anyway.
Now, um, let's talk about cost targets. If you go and replace and change, uh, oil today, if you go, almost any P, uh, business that you know, PE already took over, like your tire shops, your oil business, your Jiffy Lube, your, if you go to Toyota or Honda or Mercedes or Chevy, and you do any work at that body shop, that bill, I guarantee you, will almost always have 20 to 25% labor cost in it. So, if you change oil at the dealership, how, how long does it take to change oil? 30 minutes. You know, my oil changes now is, you know, on Toyota is like $90, $90 bucks, right? The cost of oil is usually, you know, their price probably $10, $20 bucks. So, it's $20, $25 labor. So, the goal here is 20% of job revenue. So, if you, if it cost you $200 bucks, you should be selling $1,000 bucks. So, a lot of startup guys are struggling here because they think that they are greedy and they're paying too little. You're not greedy. It's a marketplace. It's a market price. If you, if it cost you $250 in labor, and you're not charging $1,000 for that job, I guarantee you your prices are too low.
So, in, uh, repairs, your, uh, your materials, you, uh, should be minimum. Usually on repairs, we grab stuff from our shelves. You should be buying caulking, flashing, what you already have. You know, the tools you already have. You're not buying stuff. You know, the, the bundle of the shingles you already have. I mean, unless you're doing two, three squares, but a lot of this stuff, even like your synthetic felt paper, if you're replacing two squares, you're not going to buy a roll. You pretty much can have leftovers from last job. So, your materials is super cheap. I'll, I'll give you the idea how we were running at Storm Roofing. I had two full-time guys. We were paying them $1,200 bucks a week. Both of them, two brothers. We've done it for five years. My weekly goal was always $15,000 a week in repairs. We rarely hit it, but, uh, as far as budgeting goes, some, some weeks we did $15,000, but a lot of times it was like $10 to $15,000. On the lowest of the lows would be like $5,000. And if we did $5,000 per week in repairs, it's usually because we did a lot of comebacks or warranty calls or something for other jobs. Like, you know, you get an insurance claim and nobody wants to do fascia. We sent our guys. So, technically, we could not even charge them, but it needed to be done for other projects. So, that's why the numbers were lower. But if I would only sell my guys 100% retail to our guys. And by the way, we always been like three, four weeks out. So, two guys would cost me per week like two, three grand. And we would, we would sell it at $10,000 on average, $15,000 if it's full retail, and they don't do, don't do anything else. The, again, the reason it was lower because my guys would do some, uh, returns and help with other projects. So, your gross profit margins should be 65 to 85%. This is the most profitable in a roofing business. Like, you can't get, get those profit margins in anything else. You can't do retail like that. Insurance claims don't pay like that. But retail, this is how you price it. By the way, nobody wants to do those retail repairs anyway. And once you start understanding those numbers and you start doing them weekly, and you have weeks out on the schedule, now you start seeing money. I mean, if you bring $10,000 in repairs per week, and you charge $2,000, I mean, that's $6, $8,000 profit. That's sometimes almost like, you know, $800 grand in roofing jobs. You know what I'm talking about? Because there you have to be competitive. Sometimes you have to match. Sometimes you have to do stuff for free if it's insurance claims. Right here, you just bill and you, you go and do that.
Now, number four, this is very big for me, is I have a no patch rule. You know, not, we don't. And what I tell my homeowners is, "We do not perform cosmetic or isolated single patches except on the very new roofs when conditions allow for warranted repair." So, if it's three years old and it's OC, and you know you're going to put a new, you know, new shingle, it looks identical, then of course I'll do it. Not a problem. But, but most of the time, they're going to hate you. And I promise you this, they're going to hate themselves. And, uh, this is why I usually explain to my newer guys in business the psychology of going cheap. People who did not pay your premium price, they hate you, and they hate themselves. And if you don't see the difference, you just have to think like a homeowner and understand that situation. If, if you, uh, if someone asks you, so let's say you go on a call, and a homeowner asks you to do the patch, and you do it for $300, right? $300, you replace one shingle. You're going to be there for 20 minutes, and they're going to see you there for 20 minutes, and then you're going to ask for $300 bucks for you. You think you're giving them the greatest deal ever. For them, they think you're not worth it. You've been there for 20 minutes and you're charging $300 bucks. They think you're greedy. Actually, they think you're ripping them off because you were there for so little. You barely did a job. So, now, what do they get? No warranty. They think they overcharged, over, uh, paid you, and they hate themselves because they really didn't take care of the problem, right? Versus, think about this. If you go on the same job, and let's say it's a husband you're dealing with, and you tell them, "Mr. Smith, we don't do this kind of work. We're going to go from gutter to top of the ridge. Uh, it's a, you know, two squares, three squares, and you're going to charge them $1,200 bucks." On the day of install, you're gonna send the guy there, two guys. They're going to be there for four hours. They're going to remove everything. They're going to put it under, uh, ice and water, synthetic, the whole thing, right? You're charging premium price, way more than you charge retail. They see you actually working. You know how satisfying it is when someone's taking care of your problem? Not just the patch, the whole thing. So, now, I don't think that they're thinking that they're overpaying. For you, it sounds like, "Oh, $1,200 bucks or $1,500 bucks." For them, it's nothing because they actually get worth. You know, you, now you're giving them warranty. Now they see that they're not going to have problems there. It's going to be the best part of that, um, roofing system. You know, it's going to be the newest. It's going to be the best, and you're not going to have a problem with me because of the angles, even if it's slightly off with different sun, you know how it breaks, you're not going to have that issue. So, no patch rule is very important. So, approved repair scopes include full row section slopes or sides, and of course, it eliminates leak migration disputes and allows you to actually offer that warranty. We're not going to talk about, did it come from you or someone else? You work on that slope, you own that slope.
Number five, let's talk about warranty standards. If you know, you know manufacturer, uh, what manufacturers want, you want to follow their instructions. Manufacturers usually want the whole thing. They want an underlayment. They want a removal. They want an inspection of the deck. And you want it too. So, in order to provide a warranty, you have to follow the warranty standard. So, you take pride in the job, and they see that you're actually doing what you're supposed to do.
Now, number six is very important. Um, repairs are a finicky business because you're dealing with a problem that you're fixing. Now, what most people don't understand it and don't budget for is comebacks. You have to, number six is comeback budgeting. Callbacks are expected and should be budgeted. Five to 10% of repair revenue is reserved for warranty service. So, if you're charging $300 bucks, you don't have money to come back. If you're charging three grand, now you can come back with a smile on your face and say, "Oh, we messed up. The problem wasn't here or was there." But now you have money to take care of it. Right? So, uh, obviously, it should not require more than one comeback visit, but at the same time, you should budget for that.
Now, number seven, inspection and documentation. Uh, we have a video on YouTube, and we talked about it several times why we charge for our time. And I think, you know, you should be offering free inspections, but you also should be offering paid inspections, paid documentation, and that's where you, where you should be charging $200, $300, and you should be crediting it towards future repairs. So, if you charge them $300 to come and fully inspect, fully document, provide an official professional report to the homeowner, now, you can wave it. It can go towards that repair, but you, even your repair should include before, during, and after photos. It doesn't cost you much. You know, it's not that hard to implement it with your service techs. "Hey guys, give me pictures before, during, and after, right?" But now, all of that stuff is worth money. You know, charge an extra $100 bucks, extra $200 bucks. It's not that hard, guys. Um, you also want to provide a written explanation of the feeler. What happened? Why did it, you know, uh, leak in the first place? What was the problem? Again, with ChatGPT these days, it's not that hard. You can explain to ChatGPT in plain English like, "Hey, their roof leaked because of this. Give me a professional explanation in," you know, now it's professional. Put it in, provide to the homeowner, right? Use AI. I think it's one of the best AI uses. You know, don't tell ChatGPT to identify the leak, you do that. But now, what you do is you sound more professional. "Make me sound more professional. Put a report." At least you're not going to have grammar mistakes. At least it's going to be structured, you know. Don't be lazy. It's not that hard to do.
Now, uh, number eight, declined repair policy. Uh, you have to, when you provide any work on an old roofing system, right? Uh, you also want to think about your liability because repairs, and one of the reasons we charge as much as we do, every time you touch a house, you're kind of liable for it, right? So, they have an old system, and especially if it's metal, if it's complicated, if it's expensive, if it's tile, you know, think about your liability. You might charge a thousand bucks, but you're opening a can of worms that people can come after you for the whole roofing system. And I've seen it. You know, there are contractors out there who will go after you. So, think about end-of-life roofing systems. Think about, uh, multiple unknown leak sources, you know, structural, uh, issues outside of repair scope. That's why it's so important when you provide these repairs, identify your scope of work, what, what you're providing, uh, prices for. Because what's going to happen is, if you identify something, and let's say they have a problem because, you know, there's a broken truss underneath. I mean, what's stopping them to come after you and say, "Hey, you charged us $3,000 to fix this leak, but you did not repair this truss." Well, that truss was never in the scope of work. We never, you know, put it. But how are you going to prove what you did and didn't do? And how are you going to prove that it's not, uh, that you should not be paying for it? Well, you have to, your contract should be as detailed as your contract for full retail jobs. A lot of roofers, when they provide these estimates or this kind of pricing, they treat it like, "Oh, it's not a big deal." Well, a $3,000 repair should have a declined repair policy in a contract. You should not be taking liability for everything that happens.
"Louis, can you please mute, uh, whoever is talking there?"
"So, you should be aware of your liability because I would argue on repairs, it's also, uh, it's almost more likely you're going to get in trouble for the entire system. But on the upside note, your profit margins are 80%. So, it's worth it. But the paperwork should be on point. Uh, especially for those homeowners who are unwilling to meet your minimum pricing. So, if you tell people, so let's say, you know, you're my homeowner, and I say, "Well, we're going to take care of it. You're not going to have issues, but there's $1,100." And they're like, "Well, why so much? It's minimum charge, but it's so little of work." Like, you know, "Mr. Mrs. Smith, you have a big job, and I'm liable for it, and who knows what we're going to find. Like, you know, the moment I touch it, the moment you can come after me for other problems. It's an older roof system." So, you have to explain why you charge as much as you do.
Now, uh, let's talk about your team structure. I believe personally that repair technicians is a different breed. It's not the same guy who does new construction every day. So, it takes a special, uh, skill to identify the leak, and you will find people who actually like it. And that's the key. You can't just always ask for favors. You know, if you have a roofer, if you have a crew, you can't just go and like, "Hey, can you repair this roof?" Or, you know, this, this is a business model. You need to find a person. Just, uh, also on top of that, it's also takes, uh, a special salesperson to sell repairs. I, if I would be in business today, I would always have one, two repair techs and one sales rep who just do repairs and know my business model the way we've done it. So, if you sell $10,000 worth of repairs per week, $2,000, $2,500 bucks goes to the repair techs. If you, we paid our, uh, repair sales rep 20% commissions, so two grand goes to him, and the company makes five grand repairs, and like maybe four grand. But it's profit. It's that profitable. You're literally making 30% to 40% net. But you have to be generous with the salesperson because the salesperson needs to be motivated. So, I always paid 10%, uh, from gross sales on a retail job, siding, roofing, or anything big. And I paid 20% to sell my gutters, installation, and repairs because installation always been very profitable for us. So, if you sell a $3,000 installation job, you're making $600 bucks commission. You sell a $3,000 gutter job, you make $600 bucks commission. You sell a $3,000 repair, you make $600 bucks commission, right? It's all adds up. So, if you, uh, but you have to train them. Uh, I remember Rodney Webb had a company, I think it was a Bass Roofing. They were in somewhere in the Midwest. Met them at one of the conventions. They did $8 million a year in retail and $9 million a year in repairs. And they have one guy in the company who was top seller. He sold $3 million a year. Their average ticket was three grand. $3 million a year in repairs in one year in sales. Imagine that using Rodney Webb's sales system. So, it can be done. You can scale it. But you have to train, uh, the technicians to be technicians, not just roofers. And you also have to train salespeople to sell. So, that's my team because they need to be trained in communication, documentation, and precision execution, how to do those repairs.
The last one, ethical upsells. Okay, so when we do repairs, we don't do repairs just to sell more roofs. And that's very important. You have to love it. You have to love that business because that's a different business. It's going to get you more reviews. If you do it right, you'll make more money, but more than anything, you can also upsell. So, what are upsells here? Uh, and this has become trendy in 2025, and it's going to be definitely growing in 2026. It's annual inspection plans. More and more roofers doing some kind of annual, not only to your HOAs or your apartment complexes, but obviously, it's more commercial. Anything annual is probably commercial. But, you know, you can have people with a lot of rental properties. Anybody who has like, think about even if you, uh, service rich people. Rich people usually have assistants who take care of their houses. They don't have time to manage their properties, right? So, if you get a hold of people like that caliber, you can offer them annual inspection plans. "Hey, we're going to come and check your roofs on your properties every year." Preventive maintenance programs. Uh, you can also offer something in writing that every year you're going to come out for X amount of dollars, and you're going to do all of that stuff. And also ventilation, insulation, and drainage connection. So, for me, for a roofing business, the best upsells are gutters, gutter covers, anything ventilation, and anything insulation. I mean, you can add some solar, any kind of upgrade. I mean, look at our roofs, guys. I don't care what part of the country you live in, Texas, California, Florida. You know, there's so many roofs on the market that are under-ventilated, under, and even I'm talking about brand new. I mean, new construction, they're building houses right now that barely meet codes, but could use an upgrade. I can go right now and service, you know, a spec home and sell them a solar fan, sell them a ridge vent, add some insulation. Uh, as, I mean, right here in Minneapolis, we have homes. I mean, I remember Storm Group Roofing, we've been in business 2015, 2016. Those houses today are worth $600, $700,000. Back then, they were brand new homes, $400 or $500,000. No gutters on them. They literally build a house on a clay foundation, red clay, and you come there, it's like, "How is it no gutters?" Because the code does not require to put gutters, but that roof is going to drain your house. It's going to wash that foundation. It's freaking clay. It's dirt. What do you think is going to happen? You're going to have that concrete slab, that foundation cracked within like the next couple of years, but they provide a one-year warranty and they walk away. So, if I'm in that business and I'm servicing them, the first thing that's actually the easiest job to do, uh, to sell gutters for those.
Now, uh, final principle is the roof repairs are harder than replacements. The model has to prioritize your trust. You have to be more organized. But a lot of you guys already have shops, already have vehicles. It's a matter of one, two people, uh, in the office who specializes in it, and for you to turn on that marketing. So, that's what we do for all the people in, uh, directory marketing program because it's easy to advertise. And I think that's where demand, not only demand is, that's where true service is, right? Like, you just have to meet people where they are. I feel like a lot of roofers are arrogant, and they're just like, "This is what I do. You should do it." And they're kind of gaslighting and blaming people to do business with them. And if you don't do it, they get mad. It's like, meet people where they are. Not everybody has money to replace. You don't know what people are going through. If they have a problem, and you can do it for three grand, do it for three grand. And I promise you, 10 thou, 10, 10 jobs at three grand, I mean, do the math. It's $30,000. You'll make $10,000 profit. You will not make $10,000 profit on all the $30,000 retail jobs. But if you're smart, you can make $15,000 on $30,000. It goes fast. Like, it sounds like a lot of hustle, or people don't like to move. But listen, business is business. Business is never easy. Business always comes with the headaches. Success comes with the headaches. And the more headache you fix, the more successful you're going to be. And on top of that, you still have your insurance claims, you still have your referrals, you still have customers who will come back to you later. It's definitely a longer-term sprint. But if you do, let's say, 200 repairs per year, in the next couple of years, you will multiply. You will see how your business just grows and grows and grows. I love what, uh, Jason Raymond said when, uh, he sold to PE. PE were pushing to remove, you know, they have quite, I don't know, like 20, 30 people doing repairs, and they wanted to let them go. And he was fighting for them, not letting PE let go of repair people. And then later, a storm came, and they were doing emergency tarp covering repairs, and PE was like, "Oh, that's why you wanted to keep them." And they listened. So, he actually stood his ground, and they kept them, and it saved the business, in a sense. So, with all of that, I'm going to shut up. If you have any questions, I'll answer them. Hope you found value in this, and, uh, we'll send you recordings. But that's it.
"That's something to add to, uh, to the repair, like [clears throat] you were talking about the yearly inspections, the yearly maintenance inspections to make sure everything's good. You can add the, um, storm monitoring to that from either Interactive Hail Maps or, um, what's the other one? Um, Hail Recon. Man, the, I forget the other one, but, you know, you put their name into the monitoring program for, you know, one inch hail or bigger. It sounds like an add-on for the customer that we're going to monitor your home, and if a storm hits, we'll be out within 24 hours to inspect it. And that's really just ends up being a lead. You know what I'm saying?"
"Yes, sir."
"So, we, we, we provide that. We say, 'Hey, we're going to monitor your property.' Because if you're only providing doing a repair, they may want a new roof, but they just, it's just not either it's not time for one, or they can't afford it. Either way, if a valid hail storm hits it, it's going to need a new roof at that point anyway, whether you repair, you know, no matter how you repaired it. So, um, you want to put them into the monitoring. It costs you $0, but it sounds like you're, you know, providing a service that, you know, the next guy may not ever mention."
"Yes, sir. Demetri."
"Go ahead."
"Just one, two, two, two quick things. So, um, just to clarify, we're with the other Chris Lee from Next Level Pros, so no worries there. Um, we were a little bit nervous for a minute, but thank you for getting back to me. Hey, so the other thing too is, um, if Lewis could send me the, the links for the videos from the company you featured last week, and how they have the 'what to expect' videos, we're going to implement that. And, um, I know we reached out, but I haven't heard anything yet. I know it was a holiday, but if we could get those videos, that'd be great."
"What video are you referring to?"
"The company you, you featured last week, how they have the 'what to expect' videos. I think it was Lint Roofing. Is that, if that rings a bell?"
"We sent already those, Jason. Let me just check it again. I'll send you the email."
"No worries. Thank you."
"Okay. Andre has something to sell. He's selling a machine. Andre, send me if you, uh, I would recommend make a Facebook post for sale. Send it to me. I'll share it on my Facebook and with my following. You know, we should find some people interested. Box truck. Yeah. Like, uh, send me, send me what you sell and post it on the Facebook and send me links, and I'll share those links. No, we don't have Marketing Tuesday. I discontinued that. Uh, we're just going to do it, uh, here, and I do it. I do a lot of marketing calls on, uh, one-on-one now, mainly for directory. We have over 30 people in the directory marketing program, so I do a lot of them. I don't have time for the call, and not many people were joining there anyway. All right, guys."
"I had another question there. Uh, yeah, I put together a couple custom, uh, offers on the, uh, directory, and in my market, uh, the directory is still kind of slow there. So, um, I was thinking about like, um, putting together a landing page or something like that, and, um, and then adding the link on that landing page to have them go to the directory to buy that offer, or do you have any other better ideas that I can use to, um?"
"Man, that's a great idea. If you can drive traffic to it, 100%. Because it's, it's your offer, and if you drive traffic to your offer, I mean, I would do, uh, the same thing with Facebook. You can share it on Facebook, just drive traffic to the offer. If the offer is good, if it's a no-brainer, people will click on it."
"Okay, got you."
"All right, guys. Well, it's New Year's week. I hope you guys going to make it count. Did you do anything special for your teams for your Christmas dinners, Christmas parties?"
"Yes."
"No?"
"Maybe."
"Eric, what do you do in California for your team?"
"Sir?"
"Uh, we go out to their favorite Mexican restaurant, and they all get this like plate that's the size of a manhole. It's got like lobsters on it, and it's, yeah, it's pretty good."
"Nice. Yeah. We're going to go to a steakhouse tonight with our teams here. All right, guys. Good stuff. Um, happy new year, everyone. I'll see you next Monday. And if you guys are coming to RoofCon, and I, we're going to have a giant booth this, uh, year. I'm bringing my entire team to RoofCon Oklahoma and to IRE. So, pretty exciting about that. We have like a 20 by 20 booth there for directory and BM, and obviously for everything else. So, I'll see you guys around. See you later."
"Happy new year."
"You too."
"Happy new year."