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What's up, guys? Tanner here. Going in for another day in the life. Saturday morning right now. Did some Airbnb listing pictures early this morning. Got that out of the way. Got a good agenda lined up. Going to get a repair done. Going to go check in on a build that we got a really special build that we have going on. One of my favorite communities. Hit some doors, meet some homeowners, shake some hands, get some leads, you know, just move and shake. The name of the game is all positioning and uh putting yourself in the right position consistently. We're really going to be talking about today in a house hacking scenario. You can rent out portions of your dwelling through Airbnb or midterm rentals or however you decide to rent it out and it basically pays down, you know, your mortgage. It can cut your living expenses down significantly or it can eliminate your living expenses altogether. So, think about it like this, right? Let's say average rent in Phoenix, Arizona is like $2,000 a month. Let's say somewhere between 1,500 and and you know, 2500 bucks a month or whatever. But let's say you get into a property, you get into a home and you can like get into a duplex or you get into a house that has a cassita in the back or whatever and you short-term rental a portion of that or you rent some of it out. It just cuts your living expenses down.
What I did was I'm a firm believer in house hacking. What I did was is I like converted part of the property to an Airbnb. I'll get to cost seg that with my accountant, tax write offs on that, some depreciation on that, and then it'll it'll cut my living expenses down. Like, so it'll pay a lot of the mortgage. I don't think it'll eliminate the entire mortgage, but I think it'll pay a lot of it down, which will allow me to do what? You know, invest more, free more of my capital up. House hacking is an amazing strategy when you get into a position for it. It's not necessary or anything, but it's a cool little strategy. If you're in a position, do it. Like maybe you buy a duplex, you live in one slide, rent out the other. You buy a triplex, you live in one unit, rent out the other two. You know, when you're a 1099, you know, salesperson, you got to have write off. You know, you got to have write offs. You got to have things to write off. And real estate is a great way to do that. Honestly, like when I was in Utah, Golden Door Conference, Door Door Con, it seemed to me that's what a lot of doortodoor guys do in all kinds of different doortodoor spaces. They're really smart with their real estate. They put a lot of money in real estate, you know, the market, all kinds of different stuff. But the reason why real estate is incredibly advantageous is from a tax standpoint and obviously over time it's kind of a long-term play from an equity position, but when it comes to taxes, like you can save a lot doing that. So that was my strategy with that property. It's a good little property. It'll do well and be a good fun place to live too. So it's a nice peaceful spot. It's also like kind of cool to see like, you know, your hard work tangibly to touch it. It's fun.
But um I think for a lot of guys starting out in roofing sales and insurance obviously you got retail roofing sales and you've got insurance restoration roofing sales. Two totally different models. Both great models but different. If you're a roofing salesman and you're like 99% insurance or are predominantly insurance you know you're the runway for closeouts can be long. you know, I mean, it's not like it was in like 2015, 2010, even during COVID really, like where insurance companies, they see, you know, obvious sudden accidental wind loss to the roof or hail and they just pay it out. You know, that's not how it is in the insurance game right now, at least right now in July of 2025. Who knows how that will change over time, but, you know, anywhere between a 30 to 60 to 90day runway, you know, before you get paid. But if you can kind of endure that runway, stack your pipeline with quality deals, probably like around six, I think it's the 6 month mark, 6 to 8 month, 10 month mark when you really start to see a lot of capital come in. But that's the case with kind of any kind of outside sales. I mean, whether you're in commercial real estate or any sort of like high ticket outside sales, there's always going to be some sort of runway that you're going to have to endure. There's never going to be like a high ticket outside sales item that's just like oh bam bam bam bam bam. Maybe pest control is a little different but I don't know how high ticket pest control is. So but yeah with roofing sales there's a little bit of a runway and stuff like that and you know you got to be ready to endure that runway. But whenever you have a solid pipeline of stuff that's closing out then you know it's a good position to be in.
Making a very very quick stop. I don't take breaks during the day. So when I'm out I'm out. I don't take lunch. I don't take anything like that. So, in the morning, if I do need to get anything, I'll typically just stop at a grocery store, use a restroom real quick, load up on whatever I need to load up on, and then when I'm out, I'm out. I'm not I'm not like stopping. I really try not to use the restroom during the day. Definitely don't take lunches, stuff like that. So, it's a very special community to me, the Sun Cities. This is have a lot of adopted grandparents here and a lot of great customers, great friends. I we really as a company care a lot about this community to of course do the very first model home in Sun City. This was the very first home that was built in this community by Dell Webb. It's a different generation of homeowner and people come here to retire, enjoy their life, have a great community, a great safe community to be a part of. And I'm very proud to be a part of this community and of course give back to this community. So we of course are doing the first model home here. So this is a very special project for me. It's not a huge project, not big. You know, this home was built in the 60s. So you can imagine 1960s brick home. But what you can see here is that to maintain historical aesthetic of the museum, we went back with a three tab shingle. I would never do that in any other circumstances. I'm actually doing the museum. I'm a roofer with the Sun City Home Owners Association. >> Okay. >> And I'm doing the museum today and that's why I was in the neighborhood. >> What's wrong with my roof? >> Well, I don't know if there's anything wrong with it to be frank. My whole objective today was I wanted to get in front of you. I wanted to get in your rolodex first of all. I mean, I've done several roofs kind of right here within this little pocket. >> Remember with Showa by chance? >> With who? >> Showa, the Sun City Homeowners Associate. Oh, perfect. Well, then you get a complimentary inspection once a year. >> Okay. >> What I was going to do while I've got my ladder and everything, I was just going to go ahead and give it a quick look. If there is something that you need to be made aware of, I'll just let you know. Uh, if you have a clean bill of health, I'll let you know. And when the time comes, maybe you'll think about me. Okay. >> Does that sound fair? >> Sometimes these things are clean, dude. That's what's crazy about some of these old three tabs. Sometimes they hold up. >> I don't know. The end of the day, at the least, we're going to get a good lead. At best, she's got qualifying damage and she can get a a new roof through policy. Hopefully, directional wind. Um, can I show you a couple pictures real quick? I don't have a lot of time >> because I do I've got to meet Linda at the museum here in a minute, but I'm going to take my shoes off. Okay, >> that's all right. >> Thanks for letting me come in. It's so hot out there. >> Yeah, great interaction. Um sometimes like they've been inundated, you know, with roofers and the husband thankfully pulled up at that time which was like phenomenal. So I did get to meet him and speak with him which was amazing. So, we set an appointment for Monday at 4:00. And sometimes, you know, appointment setting like is a good way to do it because you're not sitting there high pressure. Could I have like pressured them into that? Maybe. But, you know, buyer remorse is a real thing. I want people to be 100% comfortable, 100% confident, 100% sold on me and Hailco before I sign any paperwork because you can totally like shoot yourself in the foot. You rush something because they could end up being like, damn, what did I get myself into? you know, so set a good appointment, had a good conversation, they're really excited that their insurance company customer yesterday.
This is such a funny story. I had a customer, not my customer. Yeah, potential customer. And typically what I do is I say, "Hey, look, you know, obviously it's who I am. If you're ready to proceed now, that's fine, but if you would like to do some research on me, that'd be great." And I told him, I said, "I'm doing the museum on Saturday." And they said, "Okay." And I guess they called the wrong place. And they were like, "Well, you're I went back for this appointment." And she said, "I'm not interested in working with you anymore." And I said, "What happened?" And she said, "Well, you lied to me." And I said, "Lied about what?" I said, "It's fine if you don't want to work with me, but if you think I lied to you, like that's a big rub, you know, like I didn't lie to you about anything." She said, "I called the so and so and they said they didn't know who you were." I said, "I don't work with them." I said, "The museum. It's in Sun City. It's a Sun City Historical Society. That's the roof I'm doing. If you call them, probably going to know who I am." the museum number rose to my mobile 24/7. >> Gosh. >> And if they would have called, I would have said, "Yeah, Tanner Tanner and his crew, they're going to they're doing it." >> Yeah. And I was like, "You need to call the right people." And I was like, "Did you call Pora?" She was like, "No." I said, "Well, you didn't really call anybody. I asked you to call." >> Because if they if they would have called over to Pora and if they would have mentioned the museum, Pora would have said, "Hey, you need to call Linda." >> Right. And because I work with the people in Sun City West at Pora and at the rec center and that >> Yeah. And I was like, you called the wrong people and I didn't lie to you at all.
>> What's up? >> Hey, Mr. I got real quick. Linda at the museum wanted me to give you these. I told her about you guys and she said give them a couple tickets. They're right down the street. So, if you haven't been, it's pretty cool. >> Yeah, I've been. It is cool. >> It's It's really neat. So, enjoy. >> All right. >> All right. We'll see you. >> Thanks, man. You, too. Damn, bro. It's hot. It's hot. >> Hey, Mr. I brought you and your wife something. I I've got to be on my way. But, uh, Linda, we just finished the museum today. >> Okay. >> She wanted me to drop off a couple card a couple tickets for you guys since you guys haven't been to the museum yet. >> Okay. >> So, give these to your wife. If you haven't been to the museum, you definitely need to go. But Linda there also recommended that you, you know, talk to her about me as well, but enjoy the museum. >> All right. >> All right. Dropping off a couple museum tickets. I wouldn't really include that one.
>> Hello. >> Hey, what's up? >> Doing well. Doing well. Take you're the homeowner here? >> No, I just ran. >> Oh, you do? >> Do you happen to know who the homeowner is by chance? >> Why? What do you need? I wanted to I'm a part I'm a partner with Pora here in Sun City West. I'm a roofing partner with them and uh I'm doing your neighbor's roof down the street and I did a few off Butterfield last month. There was just some things that I saw when I flew my drone over the home and >> she has somebody that takes care of it. So, I'll let her know. >> Okay. Yeah, it looks like one of my guys actually stopped by. So, if you want to pass a card along, >> I'll be glad to do that. >> Thank you, sir. >> All right. >> Appreciate it. >> Yes. Hey sir, I've got those shingles that you asked me to get when I did Harvey's roof, the three tab supremes. I have four, five bundles of them that I got from Texas cuz I just finished museum in Sun City. >> Okay. >> And I had six bundles left over. So when I talked to your wife last, she said that you were looking for those shingles and I've got them. >> Oh, I did get some already. Uh, is there a cost for these? >> Uh, I mean I've got some left over so I can just I can give them to you at my cost. I've got to pick them up from the museum. But um yeah, I've got six bundles >> and they're new in plastic. >> They're brand they're wrapped and everything right from the factory. >> And they're and they're not um they're like these. They're not uh >> they're 36 in uh 5 in uh face >> and they're not uh what do you call it? U architect. They're not architectural. >> No, they're three tabs. This is cuz I when I spoke to your wife Yeah. >> she said, "Hey, if you have any left over from Harvey's, let me know." And all of his were just like dilapitated. >> Yeah. And I do have Harvey actually had some in his garage that I took out of his hands. Uh how much you looking to get? >> I mean, you know, at the end of the day, like it it's a leftover product. I mean, I you know, I'm not trying to sit here and and screw you or I mean, whatever you want to give me is fine. >> What's the dollar amount? What comes to your head? >> Whatever you want to give me, man. I I sir, I really don't care. >> Yeah. I don't have I don't have no I don't have a concept of the cost. >> Yeah. I mean, if you want me to pop up and repair it, I could do the material for >> free right now. >> Oh, you don't? >> No. Uh-huh. Okay. You did them. You did them yourself. >> Yeah, I just take care of them myself. >> Did you cut the tab and fit it or did you take the whole shingle out? >> It depends on what it needed. If it was a if it was a tight space, if it didn't need the full length and I just went with the partial. >> Okay. >> And I really don't have issues with the roof. I mean, it takes a real serious win to even move a shingle and then it's barely. >> Yeah. Harvey didn't have a lot of damage either. Well, he had a little bit on his eve, but he was just ready to get it done. I mean, so his state form just paid for all of his stuff and he just didn't want to worry about it anymore. >> I'll think about You want to leave me your number? Um, I'll >> I just don't know what I'm gonna do with this material. That's why I was saying just come up with a number because I can't send it back to Texas. Like they're not going to take it. >> 20 bucks. I mean, is that >> Sure.
You know, one thing that you always have to like take into consideration is how does the homeowner understand or perceive their relationship with their carrier? Let's assume for a second that a homeowner has like legitimately claim worthy damage. Something that they should report to their insurance company. Something that their insurance company is responsible for. They have a couple choices, right? One, they don't have to claim it. It's not like you have to claim claim worthy damage. You could fix you could pay out of your own pocket, fix it yourself. Uh or, you know, leave it alone or claim it, right? Those are your three options that you have. There's some homeowners like that legitimately believe in that insurance in the United States in 2025 has is objective, is neutral, is going to do the right thing. Yes, of course. Like a good neighbor, they're there or I'm always going to be in good hands with these people. And in some cases, that's 100% true. Like sometimes insurance companies, yeah, they do the right thing. You know, they hold up their end of the deal. They hold up their end of the policy, right? And historically that's been true. the reality about and more people are becoming aware of it and this isn't to me villainizing the insurance industry but I've seen the good and I've seen the bad and I've seen the neutral and I've seen the absolute ugliest of ugly. The reality is is that just like a homeowner requires accountability, a contractor requires accountability, the insurance company also requires accountability. Everyone needs to be held accountable to their terms of the policy or their terms of the agreement or whatever it is. You can't just assume like it would be like assuming that a contractor is just going to do the right thing, right? Without any accountability measures, right? Who holds contractor accountable? Register of contractors. Who holds the insurance company accountable? I'm not saying that insurance companies are bad. I'm not saying that they're good. They just have agreements with homeowners, policy agreements that they're responsible for. And if you do make a claim, who's actually holding them accountable to those terms? That's all it is. There are a lot of homeowners who like legitimately believe like, "Oh yeah, you know, my insurance company is just going to do the right thing no matter what." And hopefully it's true. Like that's what we would like to see. That's a great benefit. I'm a policy holder myself. I'd love to believe that my insurance company's just going to do right by me if I ever need them. But it's never a guarantee.
If you're an outside roofing salesman, the main thing to understand is like you don't want to villainize insurance companies with homeowners. Like one, I wouldn't villainize them anyways. I feel very neutral about insurance in the United States. I'm not like believe that they're villains and I don't believe that they're just outstanding people. I'm just, you know, it's a total mixed bag. You know, you don't want to go up and villainize villainize their carrier if you don't know how they I mean, I would never villainize them anyways. But if you have a homeowner and they're like, "Yeah, I I love my insurance agent. I love my insurance company. They're always going to do right by me. Their objective is this or that." The last thing you want to do is be like, "Oh, yeah. You know, we're going to do this. and we're going to make sure that we hold them accountable and that we make them pay and that we do this and we do that cuz you're going to sound really weird to the homeowner. They're going to be like, "What side of the fence are you on? Why are you working against me? Why are you working against my carrier? They're my friend." You know, be mindful of that. Really important to be mindful cuz in a lot of pitches that I see online, Lee hates one of them, but Lee hates also in Florida, right? So, that's a totally different market. But one thing that he does a lot is like villainize insurance companies constantly to homeowners. And you'll even see in some of his videos where he'll be villainizing an insurance carrier and the homeowner is really confused as to like why he's doing that. And so don't shoot yourself in the foot. You know, I I never recommend it.
So, uh, one of our customers out here do a little ridge cap repair. He just got some solar panels. The roof's in like decent condition. It's not in great condition. It's not in bad condition. It's just probably a 10, 15 year old roof, but he did get some solar panels up there. What we're going to do for him is uh there's some ridge cap that blew off at the top. current ridge cap. Some we can pop up just replace. We're going to seal up a few of vents. Make check the AC. Make sure things are maintained and watertight. You know, roofs are roofs do require maintenance. You know, you should homeowners should maintain their roof. Keep an eye on it. Seal things up. If you have ridge cap fly off, that's something that you need to address. So, that's what we're going to do. You know, whether we might, you know, down the future if this homeowner ever needs a roof and they very quite quite possibly might need one down the road. You know, we're already the roofer, right? So, say this guy gets a massive windstorm, comes in and blows off a bunch of his stuff. I already know his insurance company is. He already trusts me. I'm already his guy. So, a lot of it is just being proactive. Yeah, this isn't a deal right now, but that's okay. In the next 5 years, it might be a deal. And it's a very good deal with a very good customer, a really good quality customer. So, I would love to do this guy's roof in the future, but, you know, a little little ridge cap repair. Cool. You know, no sweat. If you are a poor member, then just know that you get a, you know, annual roof maintenance whether you want to or not. But >> Okay. >> All right, Mr. It's always good to see you. I do hope that if that time ever comes that you consider me before you consider anyone else. >> All right, thank you. >> All right, man. Dude, that is a tough customer right there. She's just not interested, man. Like, in anything, you know, like nothing. I mean, it's going to have to take something. catastrophic to actually prompt her to do anything on her roof. She really doesn't care about her roof at all to be frank. Now, I was on that lady's roof like 6 months ago and she's got damage and it's not catastrophic, but it's qualifying. So, if she wanted to do something like she wanted it covered like she could get have it covered through her carrier. So, that's why I was trying to take a little bit of a different approach cuz I know like she's just getting like completely inundated with roofers. Yeah. You asked me, um, do I think that most people will go out like on a Saturday like this long? I don't really know to be frank. I'm sure there's some people that do. I always like to believe that there are people out there that that do, but to be frank like this, it's just what it takes. It takes what it takes. And there's so many ways and so many reasons why you can find a like cut out early and be like, "Oh man, yeah, I'm just going to head home. I'm going to call it a day." But you're always going to be better off maxing out your days, you know? Like, what else are you going to do is always the question. Like, okay, well, if I'm going to cut out early, like, well, where else am I going to go? What what am I going to do? What are you going to do? That's the question. And if it's like, I'm going to go home and sleep or I'm going relax or whatever, well, it's like, all right, what could you be doing better with your time? That's why I think especially for guys that are starting out, you're going to have to bite the bullet full shift, you know, consistently for probably 6 months. by full shift I mean hey man like sun up sun down kind of thing you know but people will always find reasons why they shouldn't do that. I think the guys that do really well in this industry or at least like your top 5% of performers like they stay out for sure but I mean the money is so good that or it's good enough to where guys can go out maybe close like three, four, five deals a month and like you do that like you're still clearing over six figures. you know, if you consistently close like five, six clean deals a month, like, yeah, you should be making over $100,000 for sure. So, a lot of people are just okay with that. They're like, "Yeah, that's what I'll do. I'll have a quality of life, you know? I'll do this. I'll do that." And that's fine. Nothing wrong with that either.
Hey, thanks for watching, guys. Definitely a hot day. It's like 115 here in Phoenix today. But you got to see a lot. We got to see a roof going up. Really special project for me. Set a really good appointment. Customer, potential customer for next week. Some good, you know, interactions. Like I said at the beginning of the day, it's all about angles and it's all about positioning. Those are the two most important things. This is a literally a day in the life because this is what I do every day. I'm constantly putting myself in position and I'm looking for different angles to help homeowners. You know, that's the gist of it. But great day. Thanks for watching. As always, I always read the comments. So like, subscribe, and of course comment. I read all of them. Really enjoy it. actually looking forward to seeing you on the next.