Running a roofing business is all about leveraging your time and resources to their fullest potential. When I built my own roofing company, I discovered that the path to massive profits wasn’t in doing more—it was in doing the right things better. By making a few smart changes, we were able to increase margins, streamline processes, and scale faster than I could’ve imagined while I took a more passive role as the owner in daily ops. Here are the top 10 easy changes I teach my clients to make for huge profit gains, based on my own experience and success stories.
1. Create a Killer USP: Differentiate or Die
“Your Unique Selling Proposition is more than a message—it’s a weapon in a crowded battlefield.”
Do you ever feel like your customers just don’t get excited about your product? It’s roofing… not very sexy to most. When I was growing my company, it became clear that having a strong USP (Unique Selling Proposition) was critical. We focused on a key selling point: beautifying their neighborhood and giving them the tools to redesign their dream home from the outside in. We wove that into every conversation, email, and pitch we made. As soon as we integrated it into our booking and nurturing campaigns, we saw a massive uptick in conversions. It wasn’t about having a fancy tagline—it was about telling people exactly why they should choose us over every other roofer in town.
Why it’s Profitable: A clear USP hooks potential customers and moves them down the funnel faster, leading to quicker closes and higher-quality leads.
My solutions:
- For general information, check out the content in the 8-Figure Checklist Landing Page and 10 Departmental Design Roadmaps under the Branding/Marketing and Lead Generation Sections. or
- For a more involved and custom solution, BOOK A FREE CALL WITH CHRIS to discuss how to come up with your own USP. Bonus: Ask about our canvassing training which shows how to use your USP to get much better results at the door.
2. Diversify Lead Sources: Never Rely on Just One
“If you’re fishing with one line, you’re catching only what swims past you. Cast multiple lines – or even better – a net.”
Do you worry about seasonality, lack of storms, and inconsistent lead generation? Early on, I relied heavily on one or two lead sources, but when they slowed down, so did business. I knew we needed more stability, so we expanded into digital marketing, canvassing, direct mail, and referrals—all feeding into one CRM. This move gave us a steady stream of leads, no matter what was happening in the market.
Why it’s Profitable: Multiple lead sources provide a safety net during slow periods and keep your pipeline full year-round.
My solutions:
- For general information, check out the content in the 8-Figure Checklist Landing Page and 10 Departmental Design Roadmaps under the Branding/Marketing and Lead Generation Sections. or
- For a more involved and custom solution, BOOK A FREE CALL WITH CHRIS TO DISCUSS some of his recommended Lead Vendors
3. Automate Lead Follow-Up: Don’t Let Them Slip Through the Cracks
We lost leads early on by failing to follow up consistently. Once we implemented automated follow-up systems, everything changed. Emails, texts, and even pre-recorded voicemails would be sent out automatically, keeping us top of mind for clients who were on the fence. In one month, we saw a 30% boost in closed deals just by ensuring every lead received multiple touchpoints without us lifting a finger.
Why it’s Profitable: Automation lets you stay in contact with leads effortlessly, improving conversion rates and closing deals that would otherwise slip through the cracks.
My solutions:
- For general information, check out the content in the 8-Figure Checklist Landing Page and 10 Departmental Design Roadmaps under the Branding/Marketing and Lead Generation Sections. or
- For a more involved and custom solution, BOOK A FREE CALL WITH CHRIS to discuss building out custom follow up flows with automated text, email, voicemails, calls, mailers, etc.
4. Implement Nurturing Campaigns: The Secret Weapon
“Trust isn’t built in one call. Nurture them until they’re ready to close.”
Not every lead is ready to buy right away, and we realized that nurturing campaigns were essential for converting those slower-moving prospects. Automated emails, texts, get customers excited to meet with you instead of dreading it. This helps increase show rate, reduce one-leg appointments, and increase close rates. Our goal is to have the customer ready to buy FROM YOU before you step on their property.
Why it’s Profitable: Nurturing builds long-term trust with leads, converting them into customers when they’re ready to make a buying decision.
My solutions:
- For general information, check out the content in the 8-Figure Checklist Landing Page and 10 Departmental Design Roadmaps under the Dispatching/Nurturing sections.
- For a more involved and custom solution, BOOK A FREE CALL WITH CHRIS to discuss building out custom follow up flows with automated text, email, voicemails, calls, mailers, etc.
5. Use Dual Funding in a One-Call Close: Get Them to Say “Yes” on the Spot
“The best deal is the one closed today. Don’t give them time to hesitate.”
In roofing, the faster you close, the less likely the customer is to shop around. By offering dual funding options—giving homeowners access to more financing AND insurance funds—we started closing more deals in one call with a much higher average job size. This simple strategy helped us lock down larger projects since homeowners had more flexibility to choose upgrades. It eliminated the “let me think about it” response and kept our sales process moving.
Why it’s Profitable: More financing options mean bigger jobs, and the one-call close saves you from spending hours following up on indecisive customers.
My solutions:
- For general information, check out the content in the 8-Figure Checklist Landing Page and 10 Departmental Design Roadmaps under the Sales section. Or
- For a more involved and custom solution, BOOK A FREE CALL WITH CHRIS to discuss our templated or custom solutions for building this into your sales presentation.
6. Control Your Territories: Dominate Locally
“He who owns the territory, owns the business. Don’t just compete—dominate.”
We developed a territory-based sales model that allowed our reps to focus on building deep relationships in specific areas. By concentrating our efforts in certain neighborhoods, we became the go-to roofing company for those communities. It created momentum, and soon enough, word spread like wildfire. We owned our territories because we controlled them with hyper-local strategies.
Why it’s Profitable: Owning a specific territory reduces travel time, builds local trust, and increases efficiency—leading to more completed jobs and higher margins.
My solutions:
- For general information, check out the content in the 8-Figure Checklist Landing Page and 10 Departmental Design Roadmaps under the Sales section. Or
- For a more involved and custom solution, BOOK A FREE CALL WITH CHRIS to discuss our model and recommended technologies for managing territories.
7. Preconstruction Calls: Set the Tone Early
“Clarity is the foundation of trust. When you set expectations, you eliminate future conflict.”
Tired of homeowners complaining about random little stuff on the day of install? Or maybe worse, the day after? One of the first things we implemented was a mandatory preconstruction call for every project. This simple step set clear expectations for the homeowner and avoided costly miscommunications. Not only did it reduce headaches during the project, but it also gave clients peace of mind. Homeowners loved knowing exactly what to expect, and it dramatically cut down on delays and last-minute changes.
Why it’s Profitable: By reducing misunderstandings and setting the stage for a smooth project, you minimize delays and rework—boosting your margins and speeding up completion times.
My solutions:
- For general information, check out the content in the 8-Figure Checklist Landing Page and 10 Departmental Design Roadmaps under the Sales section. Or
- For a more involved and custom solution, BOOK A FREE CALL WITH CHRIS to discuss our model and recommended technologies for managing territories.
8. Post-Install Walkthroughs: Seal the Deal
“End on a high note, and they’ll remember you for it.”
Ever heard this one? “I’ll pay when the job is done. You didn’t do (fill in the blank) right? That can go on for months with some homeowners who will either legitimately or illegitimately withhold payment until they are satisfied. Never wrap up a job without doing a post-install walkthrough. During the walkthrough, our QC reps personally check in with the homeowner to make sure they were satisfied. This not only showed them we cared, but it also prevented future issues and callbacks. More importantly, homeowners who felt good about the final result were much more likely to refer us to their neighbors and friends.
Why it’s Profitable: Happy customers mean fewer callbacks and more referrals, translating directly to more business with minimal marketing costs.
My solutions:
- For general information, check out the content in the 8-Figure Checklist Landing Page and 10 Departmental Design Roadmaps under the Sales section. Or
- For a more involved and custom solution, BOOK A FREE CALL WITH CHRIS to discuss our model and recommended technologies for managing territories.
9. Stop Letting Sales Reps Handle Collections: Keep It Professional and Impersonal
“Salespeople are hunters, not debt collectors. Let them focus on the hunt.”
Still got reps driving around chasing down checks and calling you asking for help with collection conversations? Maybe it’s because that’s not what they are trained on and it’s not their skillset… One of the mistakes I see often is letting sales reps handle collections. It’s a waste of their time and opens the door for customers to negotiate payments. Once we automated collections and separated it from the sales process, payments started coming in faster. Reps weren’t distracted by chasing down checks—they were focused on closing new business.
Why it’s Profitable: Faster payments, less negotiation, and more time spent selling all lead to increased cash flow and revenue growth.
My solutions:
- For general information, check out the content in the 8-Figure Checklist Landing Page and 10 Departmental Design Roadmaps under the Sales section. Or
- For a more involved and custom solution, BOOK A FREE CALL WITH CHRIS to discuss our model and recommended technologies for managing territories.
10. Outsource Admin to a VA Specialist: Free Up Your Sales Reps
“Your time is money, and admin work burns both.”
One of the biggest game-changers was outsourcing admin tasks to a VA specialist. Our reps and office admin were spending too much time on scheduling, paperwork, and follow-ups instead of selling. By outsourcing these tasks, my sales team could focus solely on closing deals. Productivity shot up, and we started closing more business without hiring additional salespeople. With our vendor partners, we can now run a nearly 10 million dollar roofing company for the salary of one 1-2 administrators.
Why it’s Profitable: Your sales team should be selling, not pushing paper. Outsourcing admin work to a VA lets you maximize sales time and grow revenue faster while protecting your processes and cutting costs by multiples.
My solutions:
- For general information, check out the content in the 8-Figure Checklist Landing Page and 10 Departmental Design Roadmaps under the Sales section. Or
- For a more involved and custom solution, BOOK A FREE CALL WITH CHRIS to discuss our model and recommended technologies for managing territories.
Final Thoughts: Small Changes, Big Results
“Profit doesn’t come from grand gestures. It’s found in the subtle refinements, the small pivots that most overlook.”
When I implemented these strategies, they took my company from a small player to an industry leader in less time than I expected. Each one of these changes is small but packs a punch. By leveraging these tactics, you’ll streamline your business, scale faster, and see a noticeable jump in profits without overhauling your entire operation. The key is action—start with just one, and let the results speak for themselves.
