November 25, 2024 • 50 mins
Ready to supercharge your roofing business? Our latest episode of the Limitless Roofing Show features the brilliant Randy Hurtado from DT Companies, who transitioned from IT security consulting to crafting a thriving home services empire. Learn how to diversify your business offerings and uncover the secret to fostering industry camaraderie and mutual respect among competitors. Discover how Randy’s faith-based leadership approach and strategic recruitment have driven him to remarkable success, such as transforming a humble garage door company into the region's top revenue generator.
We're sharing Randy’s inspiring journey of selling an exterior cleaning business, which paved the way for more profitable ventures. Despite a lack of construction experience, Randy capitalized on skilled talent and his roofing industry reputation to launch a successful home building company. With experts like Clayton Porter on board, he's curated specialized teams to ensure excellence across services. By focusing on relationships and building robust business systems, Randy's ventures have thrived, often outperforming conventional marketing efforts.
Join us as we explore the power of faith and authenticity in shaping business relationships. Learn about the Roofing Referrals program, which offers strategic growth through education and partnerships. Hear how aligning business practices with faith-based principles has nurtured a positive company culture, leading to high customer satisfaction. The episode wraps up with an invitation to meet at an upcoming event, promising opportunities to network, share stories, and discover limitless success with our buying group. Let’s go seize the day and elevate your business to new heights!
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Episode Transcript
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Speaker 1 (00:06):
all right, welcome to the limitless roofing show,
where we give you a seat at thetable as we talk with roofing
owners so that you can get thetips and tactics you need to go
to the next level.
And in this episode we haverandy hurtado with dt companies.
So, randy, thanks for being onthe show thanks for having me
once again.
Yeah, it's the second time thisyear, but here's the deal is we
(00:29):
just like at our event, you know, Limitless Roofing Summit that
we just held, the goal is reallyto just get the right people in
the room and get people who canhelp one another.
That's why we had you as aspeaker and the other speakers.
We had you as a speaker and theother speakers we had because
we really want roofing ownerswho can actually help, who've
actually been there, addingvalue, giving talks, providing
(00:52):
our members and our listenerswith equipping, because you need
to be equipped for leadership.
So in this episode, you and Italked offline.
We really want to talk kind ofabout three things.
One is diversifying yourbusiness.
Most roofing owners are notdoing that in any way, shape or
form.
Number two is just what is therole is?
What role does faith play inyour, your experience as a
(01:16):
company owner, as a leader andso on?
And then last, something thatcomes up all the time is
recruiting and retaining theright people.
So, before we get into all thatI know you were on about six
months ago, but can you justgive like the quick kind of 90
second background on DTcompanies in your roofing
business?
Speaker 2 (01:36):
Sure.
So DT companies.
The DT companiescom is a iscomprised of multiple home
services companies and acommercial roofing company that
individually focuses on areas oftheir expertise.
So we have a constructioncompany that builds homes, does
(01:56):
remodels, additions, patios,burglars, etc.
We have a residential roofingcompany.
We have a commercial roofingcompany.
We have a garage store andservice company, a gutter
company.
These are all services that weoffer to our clients in our not
only to our clients in ourtargeted spaces, but also to
(02:20):
what people would traditionallycall our competitors as well.
Because we have a respectedname in the area, our roofing
competitors don't have a problembuying their garage doors from
us when they need them, orpossibly using gutters, and so
it creates that camaraderiewithin our industry locally,
some mutual respect, and yeah,so that's what we've done pretty
(02:43):
well in our area.
Speaker 1 (02:44):
So walk me through how you built that out.
So I assume it started as aroofing business.
Right, you came on, you startedworking for DT Roofing.
You started adding a ton ofvalue, growing the business like
crazy I know you guys are goingto land somewhere around $40
million in revenue.
But at some point you and thecurrent owner decided, hey,
let's partner up.
And then what happened fromthere?
(03:07):
What was the first businessthat spun off of that?
Speaker 2 (03:10):
So the first, the very first company in 2009 was a
construction company, and thatwas my partner.
Derek Tanner started aconstruction company.
He was building homes and then,of course, that was right
around the time.
It was probably one of theworst times to get into that
world because, if you rememberthe 2008 crisis, things were
(03:31):
really slow for him and a stormcame through the area and he
looked at his wife and said, hey, you know what I could put
roofs on.
And so he started selling roofsto people that attended his
church, people that knew him,started to build a reputation
(03:53):
and he continued to chug alongfrom 2009.
We had a really big storm in2013 that really put the company
on the map.
It was our first year that wegot Best of Hood County which is
Hood County is where we'reheadquartered Best of Hood
County Roofing Company.
We're starting to get somerecognition because in that vote
every year, it's the citizensin the county that vote for the
(04:15):
best of each category, and so itwas really exciting, really lit
a fire under the company, andright around 2016 is when I came
on board full time.
I had been assisting Derek whileI was running my IT security
consulting company next door tohis business.
(04:36):
I would come over and havefriendly chat, go to lunch, talk
business what have you?
I didn't know anything aboutroofing or construction, but I
understood business.
Business, what have you?
I didn't know anything aboutroofing or construction, but I
understood business.
And so we'd talk shop.
And it was right around thattime that the company that I had
been doing business with myprimary customer for probably
about over 20 years, they gotbought out by a private equity
(04:58):
company for a hundred milliondollars and they didn't need my
services anymore.
And it was a slap in the facesomewhat, because I had helped
them grow that company to whereit got to, to get bought, and so
then not to have a position inthe company after that really
blew my mind.
But it also was perfect timingbecause I had already been
(05:21):
spending like the six monthsprior to that learning things
about the roofing industry.
But I wasn't doing it for myown purpose, I wasn't planning
on switching careers, I wasdoing it to help my friend and
with his business, and so, longstory short, he asked me to come
on board.
I needed a job and so I came onboard.
But I remembered early on justin what I did see in the company
(05:41):
.
But I remembered early on, justin, what I did see in the
company.
I didn't like the fact that itseemed a little disorganized
when it came to like technologyand process, and he was doing
business the best way he knewhow.
And so I said I got to run it.
You know you're the owner,that's fine, but I got to run it
because I don't want to have toask permission every single
time.
I want to do something and ifyou trust me, this company will
(06:07):
be three to $5 million company.
And in a few short years, atthe time, his office manager
looked at me and said we'venever done three to $5 million.
What if we don't want to be athree to $5 million company?
And I said then I don't think Ineed to be here because I don't
know anything different.
I only know grow, grow, grow,grow.
And so Derek trusted me withthat opportunity and in a few
(06:31):
short years, we went from 3.8 to5.7 million, from the 1.8
million that we had always donefrom 2009 to that time.
That was the highest that hewas able to achieve with the
company.
And so at that time is when Iapproached him and said hey, I'd
love to be your partner in thiscompany.
I don't want to do what I justgot done, doing helping a
(06:53):
company build it up to this bigbrand and then get dropped on my
face I can't do that to my wifeagain.
And he agreed and we just grewit from there.
So from there it was a slowgrowth, not only and I wouldn't
say it's a slow growth on theroofing side.
We continued to grow hand overfist every year.
But I wanted to.
I personally wanted to dabblein the sorry got a phone call
(07:19):
coming through, even though Ihave it on, do not disturb but I
wanted to dabble in someconstruction because I had
customers that were constantlysaying, well, my roof looks
great, now I just need apainting, or now I need a
deciding.
And I was sending that businesselsewhere.
And so I approached Derek.
I was like, hey, we shouldoffer these services.
We've got this client base, whydon't we offer these services
(07:40):
and keep the business forourself?
And so he agreed and we starteddoing it under DT Roofing and
Construction and in doing thatwe got a lot of success really
quick.
And so when we started torealize that there was business
there, one of the philosophieswe've always had is, if we start
something new, we want it to beits own business, so we can
(08:02):
have its own P&Ls and make sureit's actually a business, it's
profitable, it's not justsomething that we like to do,
but the main product, which inthis case was the residential
roofing.
We don't want it just proppingup that loss leader, and so we
started Kingdom BuildersConstruction and that's been a
(08:24):
great success for us.
We're now heavily building.
We're getting a lot more intobuilding homes.
Before it was mainly justremodels, additions, patios,
pergolas, outdoor experiences,things like that.
Now we're building homes fromthe ground up, which is actually
easier than doing remodels andadditions, because taking a
house that's been there sincethe 70s and trying to make it
(08:44):
look like a 2024 house versusjust building a house from the
ground up, you know, and sowe're really enjoying that.
We then also started our garagedoor and service company.
We didn't feel like there was acompany in the area that was
serving the clients well locallyor us, so we thought we could
do it better.
So we started, started Patriotgarage store and service, and
(09:05):
then the same thing with gutters.
We just we had some good subs,but they couldn't keep up and so
we felt like you know what?
We could probably do thisbetter.
Let's start a gutter company.
And that's where GuardianSeamless Gutters came from.
And our most recent company thatwe started was we broke off all
commercial business from DTRoofing and started DT
(09:26):
Commercial Roofing Systems, andwe wanted that to again for the
same reasons.
We didn't want to offercommercial if we weren't going
to be profitable at it and wedidn't want to get mixed up with
our residential revenue, so weseparated it.
It's on books, it's everything.
One of the benefits of doingthat, by the way, especially
with like construction, thegarage doors, the gutters is, as
(09:49):
a roofing contractor, wheneveryou're handling multiple trades
on an insurance claim, whenyou're the company that's going
to be doing.
Even though it's never been thecase that we were doing our own
gutters, we were always using asubcontractor because we were
just subbing them out.
It was being done under DTroofing, so insurance companies
(10:11):
weren't giving us overhead andprofit like they should have
been, even though we were stillorchestrating the same thing.
Nothing was changing because itwas under DT roofing.
But as soon as we startedGuardian seamless gutters and
started serving ourselves as acustomer whenever we needed an
estimate DT Roofing.
But as soon as we startedGuardian Seamless Gutters and
started serving ourselves as acustomer, whenever we needed an
estimate we would have Guardiangive us the bid, we'd submit
(10:31):
that in our supplements and wewould get the overhead and
profit that we were due or thatthe customer was due that we
charged, and so that reallyhelped with overhead and profit
and our margins our profitmargins.
Same with Kingdom BuildersConstruction being able to do
the parts of the scope thatkitchen has a stain in the
(10:53):
ceiling and needs to be paintedor whatever construction work
was part of the scope KingdomBuilders would give DT Roofing
an estimate and then DT Roofingwould turn it in and get the
overhead and profit with it.
So it not only makes sense froma standpoint of making sure
that these companies areactually companies and not just
expensive hobbies, but to alsomake sure that you're retaining
(11:14):
the overhead and profit thatroofing companies through TDI,
through Texas Department ofInsurance's definition, is due
Because we're charging for it.
But oftentimes the insurancecompany isn't paying for it and
then it's a battle with ourcustomer and we don't want to
lose our customer and so we push, you know, we don't, we don't,
you know, push it.
(11:36):
So those are some of themotivating factors as to why we
won.
We wanted to make sure we wereoffering a service that no one
else was offering and, by theway, kingdom Builders
Construction, patriot, garageDrawer and Service and Kingdom
Builders Construction I'm sorry,kingdom Builders, patriot and
Guardian, with DT Roofing, wonall four of their categories
(11:56):
this year and best of in theircategories.
So our process as a DT family,we carry through all of our
companies and it shows throughthe awards that we win because
these are individual companiesthat individual customers are
voting for, and we won all fourof the categories that we are
entered into against tens ofdozens of competitors in the
(12:19):
area.
So, yeah, that's kind of thereason why we decided to, and we
wanted to diversify ourservices too.
I mean, roofing isn't alwaysgoing to be what it is today or
what it's been in the past, andwe want to make sure that we've
diversified our portfolio ofservice offerings so that we're
always going to be able toprovide for our families, for
the 70 families that representour companies, and that's one
(12:43):
way to do it.
Speaker 1 (12:44):
Man, that's so good.
So how many companies is it inall?
Five, Five.
Yeah, we did have a yeah, itwas six.
Speaker 2 (12:51):
We had precision exterior cleaning but we decided
to exit that company, notbecause we didn't get business.
We got a lot of business.
It was our smallest revenuebased company and we had a
gentleman locally who had awindow washing company that
approached us and wanted to buyit.
And as long as we could stilloffer the service, we were fine
with that because he tooksomething off of our plate that
then we could focus on where amajority of our business was
(13:15):
happening, which was in theseother companies that are left
over.
So it was kind of a blessing indisguise.
We built out a great brand anda great service with some great
equipment.
In disguise we built out agreat brand and a great service
with some great equipment, andthen he came along and he's
continuing that legacy with thatsolution, uh, just under his
responsibility, and then we getto offer it ourselves.
Guys still offer it as a sub,uh, to our customer base.
Speaker 1 (13:37):
Man, that's great.
So let's talk about one of theoffshoots, like the gutter
company or that.
You said that one is the homebuilding company.
Let's do that one, becausethat's a little more complicated
.
I mean, if I'm running aroofing company, sure I like the
idea of having another incomestream with building homes, but
I don't know how to build homes.
I've never had any experiencemanaging a project and we all
(14:00):
know that that can go sidewayspretty quick if you're not
budgeting correctly.
And all the details, all thethings.
So how did you do that?
Like, like, walk us through thesteps of going from hey, we'd
like to start building houses tothe right person to the process
, to where you're not working 60hours a week.
Speaker 2 (14:19):
Right.
So part of and it just going toactually go into one of the
other questions and topics thatwe're going to be talking about,
about hiring the right people,and that is.
We made sure that, and I'm notgoing to say that it wasn't
bumpy at the very beginning.
Like you said, I have twobrothers in California who run a
construction company and theyhave been in construction their
(14:40):
entire life.
I was the nerd that was in ITsecurity.
They've been running aconstruction company their
entire life, but they areconstruct, they are I mean,
they're hands on, they frame up,they do the drywall, they do
everything.
I didn't have that experienceand I wasn't approaching it from
that idea that I had thatexperience.
From that idea that I had thatexperience, I was going to and
(15:05):
what Derek and I were doing waswe were going to take the
reputation that we had createdwith our roofing company and
build out a construction companythat was just as solid, with
the right people.
So each one of our companieshas its own staff, its own
management, its own talent.
You're never going to have agarage door guy installing your
roof and vice versa.
(15:25):
They're part of their ownseparate companies, their own
office staff, their own sales.
For the most part the garagedoor company is a service
company, so it doesn't havesales.
But that could change in thefuture, who knows.
But like the sales team for theconstruction company can't sell
roofs.
They can refer customers.
(15:46):
That said they.
They found out that kingdombuilder is a sister company of
dt roofing and they could turnthat in as a lead type under
their name and get kickbacks forit.
But they can't sell roofs andthe roofing guys can't sell
construction.
They just have to submit itover to their colleagues on that
side.
That way those folks arefocused on their business, their
(16:06):
company.
And so that's really where itcame from.
With some trial and error we gotall the right people in place
Our president of ourconstruction company, clayton
Porter.
He built homes for many years.
He also came from the mortgagefinance world, so he came in as
a leader of our constructioncompany.
(16:27):
He not only came with theunderstanding of how to build it
but how to finance it as welland what pieces to put in place
and, prior to him coming onboard, building new homes.
You know, outside of just theoccasional customer asking us
wasn't really a business modelwe had.
It was remodels and what haveyou?
Because a lot of builders inthe area only build homes from
(16:50):
the ground up.
If you go to them and say, hey,you built me a home six years
ago and now we want to add on,they would have sent them to
Kingdom Builders, right.
And so it wasn't until Claytoncame on about a year, year and a
half ago that he convinced Ericand I that we do need to start
popping homes up as well.
We prefer customs, you know,because obviously they're a lot
(17:11):
more interesting to build.
They're not just cookie cutter.
So we build very few specs.
Most of the time.
If we build a spec, it's goingto be because we're new into an
area and we want people to seeour quality, and then that'll
kick off other lots that we ownbuilding their custom home from
there.
But yeah, so it's really aboutputting the right people in
(17:32):
place in all the companies.
Our garage door company it'sbeing run by a gentleman who's
been in the garage door industryfor 20 years.
Like we're not just going in andgoing, let's figure this out.
Like we're, we're getting theright people in place so that
they know what to do right outof the gate.
We just have to essentiallyfinance it and market it and get
(17:53):
it out there in front of theclient base.
And then when you add a DTcompany to the end of the name,
people may not know that companyright out of the blast, but
they know that DT company to theend of the name.
People may not know thatcompany right out of the blast,
but they know that DT logo andyou know their mindset tends to
be like if it's, if those guysare involved, I want, I want, I
want to use their service.
And so all of the companiesthat we've come up with have
(18:14):
been very successful in theirown right.
Our garage door company is thehighest revenue producing garage
door company in the area, andit was.
It went from nothing to that intwo and a half years.
Speaker 1 (18:25):
Man, that's wild.
So, going back to what you said, you found a guy that managed
home building projects and hehad a background in finance as
well.
The garage store deal.
You found somebody who had lotsof experience in that area.
So when you go to these guysfirst, how do you get them on
board?
So I guess let's shift tofinding and retaining the right
(18:46):
people.
How do you get them on boardand how do you finance that?
Because you, you, you knowyou're starting something from
the ground up.
It's obviously going to takesome money just to pay somebody.
So how do you go about thatwithout, you know, sinking your
ship financially?
Speaker 2 (19:00):
Yeah, great question.
And so with the, with Patriot,we were actually approached by
Brent.
Brent was working for anotherlocal garage door company.
They had just been purchasedrecently, you know, at that time
, and the the.
The story goes that the, thenew owner, said I'm not going to
change anything for at least ayear, I don't want to upset the
(19:23):
apple cart.
Well, apparently he startedchanging things right away and
Brent was one of their bestassets.
He had been doing it at thatpoint for 15 years and knew the
business.
He had just gotten tired of thenew owner and so he decided he
was going to step out and do hisown thing.
Well, he approached us becauseDT, dt roofing was buying their
(19:46):
garage doors from that company.
It was one of those hold yournose and buy the because they
were pretty much it in the areaand so, even though their
service stunk and we'd have tooftentimes go and apologize on
their behalf to our customersfor you, you know, the guys
maybe doing not great work orwhatever it was a necessity
(20:06):
because we had to get thosegarage doors replaced.
So Brett came to us.
He was actually originallyapproaching us to be a customer.
Okay, I'm going to start my ownthing.
Would you guys come on and workwith me?
And our initial response wasyes, absolutely.
We only know you, know you like, you know your, your company
owners.
We don't know them whatever.
We know your work ethic, um,but, uh, because brent wouldn't
(20:29):
be in control of some of thoseguys that we, they were causing
trouble anytime brent was theguy installing it.
Customers had a great experienceand so a lot of our guys were
like, brent, you need to be theguy on this one.
So then I just asked him aquestion.
I said, yeah, I think thatwould be fine, brent.
I said, but have you consideredwhat that, what that means, and
you know what?
You know?
You're going to start a companylike nobody knows who you are.
(20:50):
Um, you don't have trucks, youdon't have anything.
Um and uh, anyways, I left itlike that, left it at that.
He calls me the next morning.
Man, I couldn't sleep at alllast night.
I'm thinking about what yousaid.
What were you thinking?
And I said well, I was thinkingyou have the understanding and
(21:11):
the know-how, we have thecapital and the customers.
Why don't we just start acompany together, immediately be
successful, because ourcustomer base already knows us.
So whatever we're offering,they're going to buy because
they know they trust us already.
And we could seed the companyand then company could just pay
us back, pay DT back for theseed money to get the trucks and
(21:33):
the initial material and thesalaries and stuff.
And that's how we started.
Patriot and Kingdom Builderswasn't too much different than
that we had already had arevenue flow coming from when we
were doing DT roofing andconstruction, and so it was kind
of like we just converted that,that income, over to Kingdom
(21:54):
Builders, the new KingdomBuilders construction, the new
LLC.
And but there was some loans,you know internal loans that had
to be given to the companiesand then, as they started to
become profitable, then theywould start paying that back,
and so that's kind of how we didit.
It's if, had we not been assuccessful as we have been with
(22:17):
DT Roofing, we probably couldn'thave done it that way.
We probably would have had togo the more traditional route
and take out loans with banksand stuff.
But because we were successfulin our first love, we had the
ability to loan our newcompanies so that they can get
up off the ground, prop them up,so they can get footing for
themselves and then besuccessful.
Speaker 1 (22:38):
Man, that's so good.
Two books keep coming to mymind on this around this whole
story.
You just told and that is who,not how by dan sullivan and ben
hardy, and the whole point ofthe book is don't try to figure
out how, like going back to thewhere you guys started.
Okay, well, you know what wewant to start a garage door
company.
How are we going to do that?
That's the wrong question.
(22:59):
The question is who do?
we know the best person to buildthis out, and you guys did that
.
You found the perfect who thatyou'd already worked with before
.
He was very successful, he wasa cultural fit, great customer
service, and then you presenthim with a deal.
That's a win-win it's a win foryou guys, a win for him, and
that way he's not having tobootstrap his own business,
(23:19):
which may fail I mean,statistically probably would
have failed.
Speaker 2 (23:22):
So that's just consistent, too, with anything
that anybody's ever heard metalk from stage about is my, my
if, if you, when you think,randy Hurtado, what's the topic
that Randy's going to talk aboutmost of the time?
Relationships.
That's right.
So it came.
It came down to relationships.
We had a relationship with thisguy and, and because we kept
(23:43):
true to our motto ofrelationships trump all, we were
able to find somebody thatalready knew the garage door
business.
We were able to find somebodythat already understood the
business of building homes andconstruction and financing
business of building homes andconstruction and financing.
So oftentimes, relationshipsare going to be the best way
(24:05):
that you're going to be able todo that quickly, versus trying
to do it from the ground up,where you're trying to interview
somebody you don't know andyou're hoping that everything
they said they were telling thetruth.
Speaker 1 (24:13):
That's so good.
Yeah, and the other book thatcomes to my mind a lot, which is
a little more tedious of a read, it's called Anti-Fragile.
But the whole point of the bookis and this guy studies
economics, businesses,everything from wars to you name
it to show that you can build asystem that's anti-fragile.
(24:37):
A fragile system is somethinglike a roofing business that has
one income stream.
You remove that income stream,you just put pressure on one
part of that system, but thatone part is like the entire part
, it falls apart, whereas ananti-fragile system has multiple
pieces to the kind of like aspider web, and you put pressure
on one part, that's fine.
(24:58):
All of the other ones are stillintact and solid.
So it makes it a veryanti-fragile system.
And you've built that and Ithink most I think it's fair to
say most roofing owners have not.
So I love that we're talkingabout this.
Speaker 2 (25:12):
So and there's no question that our roofing
company is definitely thelargest contributor of our
revenue out of, for example,that 40 million that we talked
about.
That we'll do this year.
But where these other productscome into play is they are not
only profitable companies butthey help prop up the, the brand
(25:34):
, because they're constantlyseeing the DT in there somewhere
Kingdom Builders Construction,a DT company.
Patriot Garage Storage Servicea DT company.
You know, and I spoke aboutthis at the Limitless Summit but
Our relationships always tendto come back to roost.
They always come back to.
They never return void, I guess, is what I should say.
(25:58):
And like, for example, we havebeen our sales team understands
this so well that after a stormthat came through in May of this
year, in June, our guys wrote$6.5 million worth of
residential roofing contracts.
That wasn't because they wentout there and started going
(26:19):
crazy knocking doors.
Yeah, they knocked a few doors,but they almost didn't have
time because so many of thoserelationships that they had from
before the storm hit werecoming home to roost.
And not only were thoserealtors, insurance agents and
property managers that we dealwith on a daily basis calling
for their customers, they werecalling for themselves, they
(26:39):
were calling for their mom,their dad, their uncle, their
sister.
So all of that, because we putsuch an emphasis on community
and on relationships within ourcustomer base, it helps.
As you know, we built an entirecompany outside of my
partnership with Derek.
I started roofingreferralscom,which we are a partner of
(27:04):
Limitless, and that was thewhole reason why we started.
That is because we knew theprocess worked and I felt like I
wanted to share that with otherroofing companies.
Because, you know, yes,marketing, traditional marketing
, helps, but nothing has evertrumped relationships.
As I shared at the event and asI'll be sharing at RoofCon this
(27:25):
end of this month, the topthree lead sources every single
year hands down have always beenrelationship-based connections
referrals, previous customersand self-generated leads.
All of those three have to doit through truck wraps and
billboards and all that.
Yes, those are definitelyhelpful and they're all
(27:46):
justified in their spend, butnone of them even touch the
revenue that comes throughrelationships.
And they have to be genuine too.
If a person knows that you'reonly there to make a
relationship with them forselfish reasons, then they're
going to treat you as such.
But our guys do an excellentjob, truly caring about our
(28:07):
partners, our customer base.
You know, taking that time tolearn something about them and
talk about common threads andstuff.
Praying for them Ooh, can't saythat in this world.
You know, praying for them whenthey have a, you know something
that they share in front ofthem.
We've empowered all of our teamLike, don't be a, you're not
going to get in trouble if youpray for somebody.
(28:29):
We're not.
You know, obviously we can'tenforce that on our team for
legal reasons, but fortunatelyour company uh, for legal
reasons, but fortunately, um,our company is comprised of
believing Christians who don'thave a problem with that.
And so if an atheist came towork for me, I'd love on them.
And if they didn't want to prayfor a customer cause they don't
believe in God, then that's,that's, that's okay for them as
(28:49):
well.
Um, but they, they're going toknow that I'm coming after them
as a believer, but I can't pushthem or can't require them.
We have Bible study at ouroffice every Thursday and we
leave it open to our staff andwe even invite other contractors
in the area to come andparticipate if they would like,
because that's separate for us,that's not business.
(29:11):
We truly want to just grow ourfaith and do it through fellow
people that think the same.
Speaker 1 (29:21):
Yeah, that's awesome.
Yeah, so that's a good chanceto go into our next topic.
But I think, yeah, I mean, ifthat's what you really believe
and I do too, I mean you and Iare both followers of Jesus.
When we were at our LimitlessRoofing Summit you know we're
there at the Chief Stadium,we've got all these vendor
partners that are critical tothis being a success you guys
(29:42):
were one of them withroofingreferralscom and somebody
came up to me and said hey,austin Watterson and his wife,
their son Braden, is havingbrain surgery tomorrow.
What do you think about prayingfor him?
John Abernathy approached meand said what do you, you know,
can we pray for him?
I was like well, absolutely,what do you want to do?
Do you want to have a littleprayer meeting at some point?
(30:04):
Do you want to bring him beforethe whole group?
What do you want to do?
And it was kind of left open.
They didn't know.
And then, during the event,whenever it was three days ago,
I asked him again do you want tobring him up or do you want me
to just pray from the podium orwhatever?
And so I just told they saidyeah, austin said go on up there
, braden, and he came up with meand I told the whole crowd hey,
I'm going off the reservation alittle bit, but I'm a big
(30:26):
believer in a loving God whowants to be involved in our
lives and offer us forgivenessand everlasting life and help us
when we call on him.
And so I gave Braden a minuteto just share his story and we
prayed over him.
And I know that that was reallyawkward for some people, but in
my mind we couldn't not do that.
That young man was about to gothrough something extremely
(30:51):
scary.
You can see it in his eyes.
He was scared.
He had a smile on his face, buthe was scared.
And I prayed over him and wewalked back to the table and his
mom was just I mean her, shewas just in tears and uh, and
she followed up with me.
The next day His surgery wentgreat, the doctors.
The doctors said that when theygot in there he had a lot less
(31:14):
spinal fluid than they thoughthe.
They knew it was going to be alittle bit low.
It was way lower, and so theywere able to do everything.
Everything went beautifully.
And then within, like within,him coming back, you know, awake
, and after getting off thegeneral anesthesia.
He said his headaches were gone.
He'd been having chronicheadaches for so long because
the pressure in his skull andeverything messed up.
(31:35):
So anyway, it was all worth it.
It's like, hey, if we can't, youknow.
Well, I won't go off off on atangent here, but it's like
everybody needs to chill out andbe be free to live what you
want, and if you don't like it,that's okay.
But anyways, that's a big partof our us too.
We're, we're very open aboutyou know.
We're not going to ever makeanybody feel bad, cause I grew
(31:56):
up as a skeptic.
I, you know I had a pretty kindof a radical conversion
experience in my twenties.
But let's switch gears and gothat direction and talk about
you know, what role does faithplay in your leadership and the
way you manage yourrelationships in your business?
And before we do that, I wantto give a chance for you guys to
(32:16):
just share as a sponsor.
You guys are a platinum sponsor, the Limitless Roofing Group.
You're involved in the lives ofour members.
You know we've got about 350companies in our GPO.
Now, kind of share what isRoofing, referrals and how do
you guys help our members?
Speaker 2 (32:32):
So roofingreferralscom, as I
alluded to earlier, is literallya program that was designed
entirely around the DT methodinternally, on how we grew so
quickly in my estimation and inthe research, how we grew so
quickly from that $1.8 millioncompany in 2016 to over 40 in
(32:54):
2024.
And it takes the customer notonly through a class setting
where they watch videos thattalk about how to approach these
professional types that Italked about earlier real estate
agents, insurance agents,property managers so that they
can overcome objections, theycan understand what to say, what
(33:15):
they're looking for, what valueadd you can bring to them.
So we teach you that in theclassroom setting.
That's online, that you haveaccess to indefinitely when
you're a member, but you alsohave a forum that you can.
We've had customers that'll goin there and say how do you deal
with this, how do you deal withthat?
And I'll personally go in andactually do a video response to
(33:37):
that question, but so thateverybody can hear the answer.
I don't just respond to thatone person privately, so that
it's almost creates like aquestion and answer uh, library
for people to go in and go.
Huh, I didn't even think aboutthat question and now I have the
answer uh.
But then it also comes with uhbecause have talented people
in-house that can buildapplications, web apps.
It comes with your own app thatis personalized to your company
(34:03):
so that your relationshipcustomers whether it be your
customers, your professionalsthey can go there's a place they
can go to submit for a requestfor inspection.
Go, there's a place they can goto submit for a request for
inspection.
And it makes things so mucheasier because, like, how many
times have you been laying inbed at 1130?
You're like, oh crap, I forgotto do that.
Well, nobody wants to send atext to Dylan at 1130 at night
(34:26):
when he's probably, you know, inREM.
And so this gives them theability to just get a log on to
their partner site, which theycan create as an app on their
phone, and request thatinspection for the next day or
whatever, and then hit submit.
It goes right to you and we'vehad customers just have amazing
experiences.
So they get that.
They get collateral that hastheir brand on it, that speaks
(34:49):
to its leave behinds, that youcan when you go to meet with
them.
Initially, you get acomprehensive list of all the
realtors, insurance agents andproperty managers within your
region, so you immediately canstart dialing for dollars to get
in front of these folks, tostart building those
relationships, and so, yeah,it's a full program.
It's not just you know this iswhat you need to do and then you
(35:10):
know, see you later.
It's all leave behind so youcan continue.
And then I make myself available, even if I have somebody who's
not a customer.
Like people will tell you, likethey'll reach out to me on
Messenger, they'll text me ifthey have a number and I'll call
them up and I'll spend an houron the phone with them.
And it's like what's your angle?
(35:31):
Like why are you doing this forfree?
I'm like I would.
If you sound like somebody thatwants to serve your customers
well, and I don't.
I have the knowledge, like Ilearned a lot of this from other
people.
So if I could pass that on toyou, then you, that's your story
in the future is that youlearned it from somebody and
hopefully you pass it on to thatyou know guy that's trying to
build his company.
As long as the company is tryingto do it the right way and
(35:53):
they're not being that companythat's covering deductibles and
doing all these shady things, Iwant them to be successful.
There's plenty of business togo around, and so that's what
the roofingreferralscom programis all about, is it helps.
The cost of entry is super low,and we offer both a one-time,
once a year cost or a monthlyfee so that you can do it even
(36:14):
cheaper.
You know, um, you don't have topay that one chunk uh time.
So it's, it's a great programand it works.
It works really well.
We've had customers have somegreat success and, uh, if you're
a limitless partner, youactually get a discount, um, a
10% discount, uh, just for beinga limitless partner, and uh,
yeah, so that's, that's theprogram.
Speaker 1 (36:40):
It's awesome and, for those of you listening, it
works.
In fact, the system works sowell that when DT Roofing hires
new sales reps, they put them onthe system and within about six
months they are generating allmost of them are generating
their own leads.
It's proven, it works and, likeRandy said, for limitless
members you actually get adiscount.
So check out roofingreferralscom.
Let them know that you heardabout them on the limitless
(37:02):
roofing show, but it is worth ameeting at the very least.
So, and if you're not, a memberof.
Speaker 2 (37:08):
if you're not a member of limitless, you just go
to limitlessroofinggroupcom andclick on the appropriate link.
They have both free membershipsand they also have paid
memberships that have moremastermind type relationships
that you can tie in with peoplein the industry that really help
you grow your business.
But there are free membershipsas well.
To start out alone, it has somuch value because you get
(37:36):
access to all of theserelationships that Limitless has
created with these massivevendors like Atlas and Tamco and
you know you've got shoot helpme out with some of the other
companies because I know you'veadded a bunch.
Beacon is the newest one, srs,is you know they've negotiated
on your behalf because ofThey've negotiated on your
behalf because these vendorsknow that if they have access to
(37:57):
350 and growing roofingcompanies, that they're going to
naturally get a lot of businessfrom it.
So, yeah, make sure you guysare joined on that as well.
Speaker 1 (38:05):
Yeah, thanks, I told Randy, for those of you
listening.
I told him while we were at theChiefs Stadium he did a video
promo and I was like, dang man,can you come sell for us?
Totally joking, wouldn't want Iam.
Speaker 2 (38:17):
Look, at the end of the day, I am a salesman at
heart.
I love selling.
I miss it, but I also loveseeing our the 70 families at
our company smash it, and so, uh, if I have to step back and
just be in more of a leadershiprole for that to happen, then
then I'll do that yeah, well, wejust can't.
Speaker 1 (38:33):
Guys like us that are wired to solve problems and
persuade people to make the bestdecision well, we just can't
help it.
It's just the way we think.
Right, you know, you researchthe information, you try to
solve the problem and you'vemade a decision and that comes
across as very persuasive.
So we've got about 10 minutesleft, I think.
The last question I'd like toask is you know we've we've
(38:55):
covered an anti-fragile businessmodel, how to do that big
picture.
We've covered finding the rightpeople through relationships
and making sure they're in theright seat.
What about the role of faithLike?
How does your relationship withGod affect your leadership and
just the way you relate toothers in your, in your business
?
Speaker 2 (39:14):
just the way you relate to others in your
business.
Well, for those of you that arefollowers of Christ, you know
that Colossians 3.23 says thatwhen you work, always work as if
you're working for the Lord.
And so if you truly believewhat the Bible says and you
follow it, then it's natural fora believing Christian to follow
(39:34):
through with that.
And so I felt, like mepersonally.
That's what I do, I'm true tothat, and at a fault sometimes,
because I work my butt off Likethere's.
Oftentimes I'm up here until 10o'clock at night, you know,
because during the day I had somany people come into my office.
I've even moved my office tothe back corner of the building,
away from the usual C-suitearea, because I had so many
(40:00):
people coming into my office toask questions like, hey, how
would you handle this and allthat?
And I would stop to give themthe answer, but then I didn't
get anything done that I wastrying to get done.
So I'd hey, babe, it's going tobe a late night, I'll see you.
You might be awake when I gethome.
But it really comes down to itmakes for a much better culture,
(40:22):
even if you're still.
You're still pursuing God oryou're not quite there yet.
Even the biblical principlesalone are are a suit a business.
Well, because if you thinkabout it, it talks about serving
people well, loving on them.
You know, doing the right thingwith integrity.
(40:44):
Those are all great attributesthat a successful business has.
Being in the community, youknow, trying to help others.
We don't have a shark tank typementality in our sales team.
I think I was sharing with youat the at the conference like
our environment is in a and itgives my heart so much joy when
I'm, when I'm seeing teams andone of the guys goes.
(41:06):
Guys, my, my adjuster meetingat one o'clock went way over
past what I thought.
I'm not going to make my 2.30.
Is there somebody that's goingto be in a complantation that
can go out?
And guys are falling overthemselves in the threads to go.
Speaker 1 (41:20):
I got it.
Speaker 2 (41:20):
No, no, no, you got it last time.
I'll take this one, don't worryabout it, and they're not going
to get anything out of it.
All they're helping out.
Yeah, adjuster meeting wentwell.
He said he'll have the scope ofwork to the customer within the
next 48 hours, so just followup with them or whatever.
You know whatever the thing is,and they don't expect anything
out of it, because they knowtheir colleague is going to do
the same thing for them the nexttime they need it, or if
(41:41):
they're out of, they're on a.
You know, adjusters must knowwhen our vacations are scheduled
, because I always want toschedule it right when we were
going to be out of town, and soour guys will jump in for each
other.
So it just creates a muchbetter environment, and when you
have a strong, healthy culturewithin your company, it reflects
onto your customers.
(42:02):
And so you go to our Googlereview page.
You're going to find almost 760five-star reviews with a
five-star 5.0 rating.
Still, that is a directreflection of how we run our
company and how our people treateach other and our customer
base.
Are we perfect?
Absolutely not.
(42:22):
There's always going to be apoint where you're going to fail
somebody, or let's be real,there's some customers you're
never going to make happy, nomatter what.
You could have walked in anddid the job for free, and they'd
still figure out a reason whythere's a complaint.
So that's just part of business.
But overall, our reputationlocally praise God is that we're
a company that actually cares,we're not just there to collect
(42:44):
a check and move on down theroad, and so I think that's the
reason why we continue to besuccessful, and so I think
that's the reason why wecontinue to be successful.
So that's where faith reallyplays a big part into our
company's success is that theattributes of our faith are
carried out within our companyand through our staff.
Speaker 1 (42:59):
Yeah, that's great, it's, it's, it's cool.
You know you mentioned thebiblical principles.
Some of those principles arelike stewardship You're held
responsible for the time and thetalent and the treasure that
you've got.
But another one is thoserelationships.
So I'm just assuming that,because of who you are, you're
attracting a lot of guys from, Imean, are you finding sales
(43:22):
guys from church or from whereare you building these
relationships?
Speaker 2 (43:27):
Well, to compound the two topics, we talked a little
bit about finding the rightpeople.
One of the things that welearned early on or I personally
learned because I was doing alot of the hiring for the sales
guys was don't hire sales people.
Don't hire.
Now you may find that diamondin the rough that's a
salesperson but also has theattributes you want, but don't.
(43:49):
And randy brothers talked aboutthis at the conference too.
He's with the roofing Academy.
I'm always branding everybodyelse, as you talked about.
This is his shirt and that'sthe limitless hat, but I always
have my swag on.
But he talked about don't hiresalespeople.
(44:10):
Hire for integrity, forcharacter, play wells with the
other.
That's what you need to behiring for, because I can teach
most anybody how to sell or howto use our process.
Now, they have to have acertain personality.
An introvert is not a goodsalesperson.
Let's just be real.
(44:30):
They have to have a certainpersonality.
An introvert is not a goodsalesperson.
Let's just be real.
There's somebody that does abetter job in the background,
punching the you know, crankingthe deal, pulling the widget,
pressing the buttons and thenclocking out at the end of the
day and going home.
That's their personality.
They don't want to interactwith people, so they do have to
have excuse me, they do have tohave an extrovert type of
personality.
But character integrity playswell with others of good moral.
(44:53):
Uh, you know, compass.
Those are the people that youneed to focus on because in our,
in our company, like just ourtop producer, year over year for
the last several years he was abillboard construction crew
boss for 16 years prior toworking for us we have a teacher
who smashes it.
(45:14):
We have a firefighter whosmashes it.
Like these are all retired fromthose places.
They came to work for us.
That's where they retired from.
They came to work for us, but alot of them came in board
during COVID when they didn'thave a job anymore.
You know, in the firefighter'scase he retired, but most of our
staff, our sales staff theydidn't come from a sales
(45:34):
background and they just met ourrequirements as far as having
good moral, character and stuff,and so that's combined with our
faith is kind of the reason is,I believe, a lot of the reason
why we've been as successful aswe have.
Speaker 1 (45:48):
Yeah, that's so good.
It all comes back torelationships.
Yes, what's what's what's one?
As we wrap up, what's oneparting piece of advice?
You we've we've thrown a lot ofpeople listening to this from
growing multiple businesses,relationships, faith, stuff like
that.
What's one parting piece ofadvice you have for somebody
listening to this?
Well, one big thing you'd likethem to take away.
Speaker 2 (46:13):
A big thing that I would share.
I shared this at LimitlessSummit and it sounds
counterintuitive to my faith.
Until you hear me explain itNever give anything away that
you don't ask for something inreturn.
And what I mean by that inbusiness is if I just hand you
this hat because you said I'llgive you my business if you give
me your hat, right, if I justtake the hat off my head and
hand it to you.
I've said a few things.
(46:33):
A couple of things I've said isone I've said that that hat has
zero value to me because I waswilling to just take it off and
hand it to you for your business, and so it shows that it's not
as important to me.
So whenever you give somethingbecause sometimes we have to
give to get right that includesin business.
(46:56):
It's a relationship fact aswell, but in business sometimes
it's not even about what they'reasking for.
It's just they have beenpre-wired that the art of
negotiation is I want to get thelast win, and so they may have
the budget to do that X numberof project, but they want to
(47:18):
feel like they got a really goodvalue, so they're going to ask
for something else.
So never give something awaythat you don't ask for something
in return.
So when I say, dylan, outsideof me handing you my hat, do I
have your business, put yourhand out.
When they shake your hand, asyou're shaking their hand, you
(47:39):
say we have an agreement, I willgive you my hat in exchange for
your business.
But I need three.
I need a review when we're alldone and I need three referrals.
Because I got to be able to buyanother hat and that's a way
that you can replace the valueof my hat, even if I I may not
(48:04):
get anything out of your.
Your review might not everelicit more business and your
referrals may not need myservices, but I had an
opportunity to get more businessfrom for the value of my hat.
So what you're doing is you'reshowing that you're not just
giving something up withoutshowing that you that that thing
had value, and you're askingthem for something in return.
(48:25):
When you do that, a lot oftimes you'll get way more than
you than the value of what theyasked for through those things,
but you'll stop the customerfrom saying, well, if you were
just willing to take your hatoff, can I get your shirt too?
Right, if you just, you know,proverbially dropped your pants,
(48:46):
then they're going to be likewell, what else can I get?
His shirt, his hat, you knowhis shoes, so you set the tone
right there.
Here's my hat.
If I give you my hat, do wehave a deal?
As they're shaking their hand,I'm going to need X, y or Z in
exchange for whatever you askedfor.
So you're assigning value andthat's ultimately what it comes
(49:08):
down to.
If you do that, then you'regoing to not only gain the
benefit of those referrals andthose in the review, but just
stop the bleeding from them,come to continue to ask for more
.
Speaker 1 (49:19):
That's good stuff.
Don't give some something awaywithout asking for something in
return to to ensure that there'svalue there.
That's really good.
I like that Well, randy.
Thank you for being on the show, man.
Speaker 2 (49:31):
Hey, it was a pleasure.
I look forward to seeing you atRoofCon at the end of the month
and seeing all the guys andanybody who's watching this Look
forward to seeing you guysthere.
I have spoken with Diego Danteand there is zero question that
they're having it.
In fact, they continue to selltickets for RoofCon, so if
you're thinking about going,I'll see you there.
(49:52):
I want to see you guys there.
I'd love to meet you in personand shake your hand and you tell
me your story and share how youcan help my business.
I'll share how I can help yours.
Speaker 1 (50:03):
That's right.
Yep, limitless will be theretoo, so stop by both of our
booths.
You can join our buying groupfor free.
Our mission is to give you theresources and relationships you
need to achieve limitlesssuccess, and part of this is
connecting you with people likeRandy and the others in our
group.
So be sure to stop by our boothor go by
LimitlessRoofingGroupcom, and wewould love to help you become
(50:25):
more profitable.
Speaker 2 (50:31):
And I'll end with something one of the Limitless
cast members members say cast inharp.
He says go kick today in theteeth.
That's right.
Speaker 1 (50:36):
Let's kick this all right, thanks again, rady see ya
.
all right, welcome to the limitless roofing show,
where we give you a seat at thetable as we talk with roofing
owners so that you can get thetips and tactics you need to go
to the next level.
And in this episode we haverandy hurtado with dt companies.
So, randy, thanks for being onthe show thanks for having me
once again.
Yeah, it's the second time thisyear, but here's the deal is we
(00:29):
just like at our event, you know, Limitless Roofing Summit that
we just held, the goal is reallyto just get the right people in
the room and get people who canhelp one another.
That's why we had you as aspeaker and the other speakers.
We had you as a speaker and theother speakers we had because
we really want roofing ownerswho can actually help, who've
actually been there, addingvalue, giving talks, providing
(00:52):
our members and our listenerswith equipping, because you need
to be equipped for leadership.
So in this episode, you and Italked offline.
We really want to talk kind ofabout three things.
One is diversifying yourbusiness.
Most roofing owners are notdoing that in any way, shape or
form.
Number two is just what is therole is?
What role does faith play inyour, your experience as a
(01:16):
company owner, as a leader andso on?
And then last, something thatcomes up all the time is
recruiting and retaining theright people.
So, before we get into all thatI know you were on about six
months ago, but can you justgive like the quick kind of 90
second background on DTcompanies in your roofing
business?
Speaker 2 (01:36):
Sure.
So DT companies.
The DT companiescom is a iscomprised of multiple home
services companies and acommercial roofing company that
individually focuses on areas oftheir expertise.
So we have a constructioncompany that builds homes, does
(01:56):
remodels, additions, patios,burglars, etc.
We have a residential roofingcompany.
We have a commercial roofingcompany.
We have a garage store andservice company, a gutter
company.
These are all services that weoffer to our clients in our not
only to our clients in ourtargeted spaces, but also to
(02:20):
what people would traditionallycall our competitors as well.
Because we have a respectedname in the area, our roofing
competitors don't have a problembuying their garage doors from
us when they need them, orpossibly using gutters, and so
it creates that camaraderiewithin our industry locally,
some mutual respect, and yeah,so that's what we've done pretty
(02:43):
well in our area.
Speaker 1 (02:44):
So walk me through how you built that out.
So I assume it started as aroofing business.
Right, you came on, you startedworking for DT Roofing.
You started adding a ton ofvalue, growing the business like
crazy I know you guys are goingto land somewhere around $40
million in revenue.
But at some point you and thecurrent owner decided, hey,
let's partner up.
And then what happened fromthere?
(03:07):
What was the first businessthat spun off of that?
Speaker 2 (03:10):
So the first, the very first company in 2009 was a
construction company, and thatwas my partner.
Derek Tanner started aconstruction company.
He was building homes and then,of course, that was right
around the time.
It was probably one of theworst times to get into that
world because, if you rememberthe 2008 crisis, things were
(03:31):
really slow for him and a stormcame through the area and he
looked at his wife and said, hey, you know what I could put
roofs on.
And so he started selling roofsto people that attended his
church, people that knew him,started to build a reputation
(03:53):
and he continued to chug alongfrom 2009.
We had a really big storm in2013 that really put the company
on the map.
It was our first year that wegot Best of Hood County which is
Hood County is where we'reheadquartered Best of Hood
County Roofing Company.
We're starting to get somerecognition because in that vote
every year, it's the citizensin the county that vote for the
(04:15):
best of each category, and so itwas really exciting, really lit
a fire under the company, andright around 2016 is when I came
on board full time.
I had been assisting Derek whileI was running my IT security
consulting company next door tohis business.
(04:36):
I would come over and havefriendly chat, go to lunch, talk
business what have you?
I didn't know anything aboutroofing or construction, but I
understood business.
Business, what have you?
I didn't know anything aboutroofing or construction, but I
understood business.
And so we'd talk shop.
And it was right around thattime that the company that I had
been doing business with myprimary customer for probably
about over 20 years, they gotbought out by a private equity
(04:58):
company for a hundred milliondollars and they didn't need my
services anymore.
And it was a slap in the facesomewhat, because I had helped
them grow that company to whereit got to, to get bought, and so
then not to have a position inthe company after that really
blew my mind.
But it also was perfect timingbecause I had already been
(05:21):
spending like the six monthsprior to that learning things
about the roofing industry.
But I wasn't doing it for myown purpose, I wasn't planning
on switching careers, I wasdoing it to help my friend and
with his business, and so, longstory short, he asked me to come
on board.
I needed a job and so I came onboard.
But I remembered early on justin what I did see in the company
(05:41):
.
But I remembered early on, justin, what I did see in the
company.
I didn't like the fact that itseemed a little disorganized
when it came to like technologyand process, and he was doing
business the best way he knewhow.
And so I said I got to run it.
You know you're the owner,that's fine, but I got to run it
because I don't want to have toask permission every single
time.
I want to do something and ifyou trust me, this company will
(06:07):
be three to $5 million company.
And in a few short years, atthe time, his office manager
looked at me and said we'venever done three to $5 million.
What if we don't want to be athree to $5 million company?
And I said then I don't think Ineed to be here because I don't
know anything different.
I only know grow, grow, grow,grow.
And so Derek trusted me withthat opportunity and in a few
(06:31):
short years, we went from 3.8 to5.7 million, from the 1.8
million that we had always donefrom 2009 to that time.
That was the highest that hewas able to achieve with the
company.
And so at that time is when Iapproached him and said hey, I'd
love to be your partner in thiscompany.
I don't want to do what I justgot done, doing helping a
(06:53):
company build it up to this bigbrand and then get dropped on my
face I can't do that to my wifeagain.
And he agreed and we just grewit from there.
So from there it was a slowgrowth, not only and I wouldn't
say it's a slow growth on theroofing side.
We continued to grow hand overfist every year.
But I wanted to.
I personally wanted to dabblein the sorry got a phone call
(07:19):
coming through, even though Ihave it on, do not disturb but I
wanted to dabble in someconstruction because I had
customers that were constantlysaying, well, my roof looks
great, now I just need apainting, or now I need a
deciding.
And I was sending that businesselsewhere.
And so I approached Derek.
I was like, hey, we shouldoffer these services.
We've got this client base, whydon't we offer these services
(07:40):
and keep the business forourself?
And so he agreed and we starteddoing it under DT Roofing and
Construction and in doing thatwe got a lot of success really
quick.
And so when we started torealize that there was business
there, one of the philosophieswe've always had is, if we start
something new, we want it to beits own business, so we can
(08:02):
have its own P&Ls and make sureit's actually a business, it's
profitable, it's not justsomething that we like to do,
but the main product, which inthis case was the residential
roofing.
We don't want it just proppingup that loss leader, and so we
started Kingdom BuildersConstruction and that's been a
(08:24):
great success for us.
We're now heavily building.
We're getting a lot more intobuilding homes.
Before it was mainly justremodels, additions, patios,
pergolas, outdoor experiences,things like that.
Now we're building homes fromthe ground up, which is actually
easier than doing remodels andadditions, because taking a
house that's been there sincethe 70s and trying to make it
(08:44):
look like a 2024 house versusjust building a house from the
ground up, you know, and sowe're really enjoying that.
We then also started our garagedoor and service company.
We didn't feel like there was acompany in the area that was
serving the clients well locallyor us, so we thought we could
do it better.
So we started, started Patriotgarage store and service, and
(09:05):
then the same thing with gutters.
We just we had some good subs,but they couldn't keep up and so
we felt like you know what?
We could probably do thisbetter.
Let's start a gutter company.
And that's where GuardianSeamless Gutters came from.
And our most recent company thatwe started was we broke off all
commercial business from DTRoofing and started DT
(09:26):
Commercial Roofing Systems, andwe wanted that to again for the
same reasons.
We didn't want to offercommercial if we weren't going
to be profitable at it and wedidn't want to get mixed up with
our residential revenue, so weseparated it.
It's on books, it's everything.
One of the benefits of doingthat, by the way, especially
with like construction, thegarage doors, the gutters is, as
(09:49):
a roofing contractor, wheneveryou're handling multiple trades
on an insurance claim, whenyou're the company that's going
to be doing.
Even though it's never been thecase that we were doing our own
gutters, we were always using asubcontractor because we were
just subbing them out.
It was being done under DTroofing, so insurance companies
(10:11):
weren't giving us overhead andprofit like they should have
been, even though we were stillorchestrating the same thing.
Nothing was changing because itwas under DT roofing.
But as soon as we startedGuardian seamless gutters and
started serving ourselves as acustomer whenever we needed an
estimate DT Roofing.
But as soon as we startedGuardian Seamless Gutters and
started serving ourselves as acustomer, whenever we needed an
estimate we would have Guardiangive us the bid, we'd submit
(10:31):
that in our supplements and wewould get the overhead and
profit that we were due or thatthe customer was due that we
charged, and so that reallyhelped with overhead and profit
and our margins our profitmargins.
Same with Kingdom BuildersConstruction being able to do
the parts of the scope thatkitchen has a stain in the
(10:53):
ceiling and needs to be paintedor whatever construction work
was part of the scope KingdomBuilders would give DT Roofing
an estimate and then DT Roofingwould turn it in and get the
overhead and profit with it.
So it not only makes sense froma standpoint of making sure
that these companies areactually companies and not just
expensive hobbies, but to alsomake sure that you're retaining
(11:14):
the overhead and profit thatroofing companies through TDI,
through Texas Department ofInsurance's definition, is due
Because we're charging for it.
But oftentimes the insurancecompany isn't paying for it and
then it's a battle with ourcustomer and we don't want to
lose our customer and so we push, you know, we don't, we don't,
you know, push it.
(11:36):
So those are some of themotivating factors as to why we
won.
We wanted to make sure we wereoffering a service that no one
else was offering and, by theway, kingdom Builders
Construction, patriot, garageDrawer and Service and Kingdom
Builders Construction I'm sorry,kingdom Builders, patriot and
Guardian, with DT Roofing, wonall four of their categories
(11:56):
this year and best of in theircategories.
So our process as a DT family,we carry through all of our
companies and it shows throughthe awards that we win because
these are individual companiesthat individual customers are
voting for, and we won all fourof the categories that we are
entered into against tens ofdozens of competitors in the
(12:19):
area.
So, yeah, that's kind of thereason why we decided to, and we
wanted to diversify ourservices too.
I mean, roofing isn't alwaysgoing to be what it is today or
what it's been in the past, andwe want to make sure that we've
diversified our portfolio ofservice offerings so that we're
always going to be able toprovide for our families, for
the 70 families that representour companies, and that's one
(12:43):
way to do it.
Speaker 1 (12:44):
Man, that's so good.
So how many companies is it inall?
Five, Five.
Yeah, we did have a yeah, itwas six.
Speaker 2 (12:51):
We had precision exterior cleaning but we decided
to exit that company, notbecause we didn't get business.
We got a lot of business.
It was our smallest revenuebased company and we had a
gentleman locally who had awindow washing company that
approached us and wanted to buyit.
And as long as we could stilloffer the service, we were fine
with that because he tooksomething off of our plate that
then we could focus on where amajority of our business was
(13:15):
happening, which was in theseother companies that are left
over.
So it was kind of a blessing indisguise.
We built out a great brand anda great service with some great
equipment.
In disguise we built out agreat brand and a great service
with some great equipment, andthen he came along and he's
continuing that legacy with thatsolution, uh, just under his
responsibility, and then we getto offer it ourselves.
Guys still offer it as a sub,uh, to our customer base.
Speaker 1 (13:37):
Man, that's great.
So let's talk about one of theoffshoots, like the gutter
company or that.
You said that one is the homebuilding company.
Let's do that one, becausethat's a little more complicated
.
I mean, if I'm running aroofing company, sure I like the
idea of having another incomestream with building homes, but
I don't know how to build homes.
I've never had any experiencemanaging a project and we all
(14:00):
know that that can go sidewayspretty quick if you're not
budgeting correctly.
And all the details, all thethings.
So how did you do that?
Like, like, walk us through thesteps of going from hey, we'd
like to start building houses tothe right person to the process
, to where you're not working 60hours a week.
Speaker 2 (14:19):
Right.
So part of and it just going toactually go into one of the
other questions and topics thatwe're going to be talking about,
about hiring the right people,and that is.
We made sure that, and I'm notgoing to say that it wasn't
bumpy at the very beginning.
Like you said, I have twobrothers in California who run a
construction company and theyhave been in construction their
(14:40):
entire life.
I was the nerd that was in ITsecurity.
They've been running aconstruction company their
entire life, but they areconstruct, they are I mean,
they're hands on, they frame up,they do the drywall, they do
everything.
I didn't have that experienceand I wasn't approaching it from
that idea that I had thatexperience.
From that idea that I had thatexperience, I was going to and
(15:05):
what Derek and I were doing waswe were going to take the
reputation that we had createdwith our roofing company and
build out a construction companythat was just as solid, with
the right people.
So each one of our companieshas its own staff, its own
management, its own talent.
You're never going to have agarage door guy installing your
roof and vice versa.
(15:25):
They're part of their ownseparate companies, their own
office staff, their own sales.
For the most part the garagedoor company is a service
company, so it doesn't havesales.
But that could change in thefuture, who knows.
But like the sales team for theconstruction company can't sell
roofs.
They can refer customers.
(15:46):
That said they.
They found out that kingdombuilder is a sister company of
dt roofing and they could turnthat in as a lead type under
their name and get kickbacks forit.
But they can't sell roofs andthe roofing guys can't sell
construction.
They just have to submit itover to their colleagues on that
side.
That way those folks arefocused on their business, their
(16:06):
company.
And so that's really where itcame from.
With some trial and error we gotall the right people in place
Our president of ourconstruction company, clayton
Porter.
He built homes for many years.
He also came from the mortgagefinance world, so he came in as
a leader of our constructioncompany.
(16:27):
He not only came with theunderstanding of how to build it
but how to finance it as welland what pieces to put in place
and, prior to him coming onboard, building new homes.
You know, outside of just theoccasional customer asking us
wasn't really a business modelwe had.
It was remodels and what haveyou?
Because a lot of builders inthe area only build homes from
(16:50):
the ground up.
If you go to them and say, hey,you built me a home six years
ago and now we want to add on,they would have sent them to
Kingdom Builders, right.
And so it wasn't until Claytoncame on about a year, year and a
half ago that he convinced Ericand I that we do need to start
popping homes up as well.
We prefer customs, you know,because obviously they're a lot
(17:11):
more interesting to build.
They're not just cookie cutter.
So we build very few specs.
Most of the time.
If we build a spec, it's goingto be because we're new into an
area and we want people to seeour quality, and then that'll
kick off other lots that we ownbuilding their custom home from
there.
But yeah, so it's really aboutputting the right people in
(17:32):
place in all the companies.
Our garage door company it'sbeing run by a gentleman who's
been in the garage door industryfor 20 years.
Like we're not just going in andgoing, let's figure this out.
Like we're, we're getting theright people in place so that
they know what to do right outof the gate.
We just have to essentiallyfinance it and market it and get
(17:53):
it out there in front of theclient base.
And then when you add a DTcompany to the end of the name,
people may not know that companyright out of the blast, but
they know that DT company to theend of the name.
People may not know thatcompany right out of the blast,
but they know that DT logo andyou know their mindset tends to
be like if it's, if those guysare involved, I want, I want, I
want to use their service.
And so all of the companiesthat we've come up with have
(18:14):
been very successful in theirown right.
Our garage door company is thehighest revenue producing garage
door company in the area, andit was.
It went from nothing to that intwo and a half years.
Speaker 1 (18:25):
Man, that's wild.
So, going back to what you said, you found a guy that managed
home building projects and hehad a background in finance as
well.
The garage store deal.
You found somebody who had lotsof experience in that area.
So when you go to these guysfirst, how do you get them on
board?
So I guess let's shift tofinding and retaining the right
(18:46):
people.
How do you get them on boardand how do you finance that?
Because you, you, you knowyou're starting something from
the ground up.
It's obviously going to takesome money just to pay somebody.
So how do you go about thatwithout, you know, sinking your
ship financially?
Speaker 2 (19:00):
Yeah, great question.
And so with the, with Patriot,we were actually approached by
Brent.
Brent was working for anotherlocal garage door company.
They had just been purchasedrecently, you know, at that time
, and the the.
The story goes that the, thenew owner, said I'm not going to
change anything for at least ayear, I don't want to upset the
(19:23):
apple cart.
Well, apparently he startedchanging things right away and
Brent was one of their bestassets.
He had been doing it at thatpoint for 15 years and knew the
business.
He had just gotten tired of thenew owner and so he decided he
was going to step out and do hisown thing.
Well, he approached us becauseDT, dt roofing was buying their
(19:46):
garage doors from that company.
It was one of those hold yournose and buy the because they
were pretty much it in the areaand so, even though their
service stunk and we'd have tooftentimes go and apologize on
their behalf to our customersfor you, you know, the guys
maybe doing not great work orwhatever it was a necessity
(20:06):
because we had to get thosegarage doors replaced.
So Brett came to us.
He was actually originallyapproaching us to be a customer.
Okay, I'm going to start my ownthing.
Would you guys come on and workwith me?
And our initial response wasyes, absolutely.
We only know you, know you like, you know your, your company
owners.
We don't know them whatever.
We know your work ethic, um,but, uh, because brent wouldn't
(20:29):
be in control of some of thoseguys that we, they were causing
trouble anytime brent was theguy installing it.
Customers had a great experienceand so a lot of our guys were
like, brent, you need to be theguy on this one.
So then I just asked him aquestion.
I said, yeah, I think thatwould be fine, brent.
I said, but have you consideredwhat that, what that means, and
you know what?
You know?
You're going to start a companylike nobody knows who you are.
(20:50):
Um, you don't have trucks, youdon't have anything.
Um and uh, anyways, I left itlike that, left it at that.
He calls me the next morning.
Man, I couldn't sleep at alllast night.
I'm thinking about what yousaid.
What were you thinking?
And I said well, I was thinkingyou have the understanding and
(21:11):
the know-how, we have thecapital and the customers.
Why don't we just start acompany together, immediately be
successful, because ourcustomer base already knows us.
So whatever we're offering,they're going to buy because
they know they trust us already.
And we could seed the companyand then company could just pay
us back, pay DT back for theseed money to get the trucks and
(21:33):
the initial material and thesalaries and stuff.
And that's how we started.
Patriot and Kingdom Builderswasn't too much different than
that we had already had arevenue flow coming from when we
were doing DT roofing andconstruction, and so it was kind
of like we just converted that,that income, over to Kingdom
(21:54):
Builders, the new KingdomBuilders construction, the new
LLC.
And but there was some loans,you know internal loans that had
to be given to the companiesand then, as they started to
become profitable, then theywould start paying that back,
and so that's kind of how we didit.
It's if, had we not been assuccessful as we have been with
(22:17):
DT Roofing, we probably couldn'thave done it that way.
We probably would have had togo the more traditional route
and take out loans with banksand stuff.
But because we were successfulin our first love, we had the
ability to loan our newcompanies so that they can get
up off the ground, prop them up,so they can get footing for
themselves and then besuccessful.
Speaker 1 (22:38):
Man, that's so good.
Two books keep coming to mymind on this around this whole
story.
You just told and that is who,not how by dan sullivan and ben
hardy, and the whole point ofthe book is don't try to figure
out how, like going back to thewhere you guys started.
Okay, well, you know what wewant to start a garage door
company.
How are we going to do that?
That's the wrong question.
(22:59):
The question is who do?
we know the best person to buildthis out, and you guys did that
.
You found the perfect who thatyou'd already worked with before
.
He was very successful, he wasa cultural fit, great customer
service, and then you presenthim with a deal.
That's a win-win it's a win foryou guys, a win for him, and
that way he's not having tobootstrap his own business,
(23:19):
which may fail I mean,statistically probably would
have failed.
Speaker 2 (23:22):
So that's just consistent, too, with anything
that anybody's ever heard metalk from stage about is my, my
if, if you, when you think,randy Hurtado, what's the topic
that Randy's going to talk aboutmost of the time?
Relationships.
That's right.
So it came.
It came down to relationships.
We had a relationship with thisguy and, and because we kept
(23:43):
true to our motto ofrelationships trump all, we were
able to find somebody thatalready knew the garage door
business.
We were able to find somebodythat already understood the
business of building homes andconstruction and financing
business of building homes andconstruction and financing.
So oftentimes, relationshipsare going to be the best way
(24:05):
that you're going to be able todo that quickly, versus trying
to do it from the ground up,where you're trying to interview
somebody you don't know andyou're hoping that everything
they said they were telling thetruth.
Speaker 1 (24:13):
That's so good.
Yeah, and the other book thatcomes to my mind a lot, which is
a little more tedious of a read, it's called Anti-Fragile.
But the whole point of the bookis and this guy studies
economics, businesses,everything from wars to you name
it to show that you can build asystem that's anti-fragile.
(24:37):
A fragile system is somethinglike a roofing business that has
one income stream.
You remove that income stream,you just put pressure on one
part of that system, but thatone part is like the entire part
, it falls apart, whereas ananti-fragile system has multiple
pieces to the kind of like aspider web, and you put pressure
on one part, that's fine.
(24:58):
All of the other ones are stillintact and solid.
So it makes it a veryanti-fragile system.
And you've built that and Ithink most I think it's fair to
say most roofing owners have not.
So I love that we're talkingabout this.
Speaker 2 (25:12):
So and there's no question that our roofing
company is definitely thelargest contributor of our
revenue out of, for example,that 40 million that we talked
about.
That we'll do this year.
But where these other productscome into play is they are not
only profitable companies butthey help prop up the, the brand
(25:34):
, because they're constantlyseeing the DT in there somewhere
Kingdom Builders Construction,a DT company.
Patriot Garage Storage Servicea DT company.
You know, and I spoke aboutthis at the Limitless Summit but
Our relationships always tendto come back to roost.
They always come back to.
They never return void, I guess, is what I should say.
(25:58):
And like, for example, we havebeen our sales team understands
this so well that after a stormthat came through in May of this
year, in June, our guys wrote$6.5 million worth of
residential roofing contracts.
That wasn't because they wentout there and started going
(26:19):
crazy knocking doors.
Yeah, they knocked a few doors,but they almost didn't have
time because so many of thoserelationships that they had from
before the storm hit werecoming home to roost.
And not only were thoserealtors, insurance agents and
property managers that we dealwith on a daily basis calling
for their customers, they werecalling for themselves, they
(26:39):
were calling for their mom,their dad, their uncle, their
sister.
So all of that, because we putsuch an emphasis on community
and on relationships within ourcustomer base, it helps.
As you know, we built an entirecompany outside of my
partnership with Derek.
I started roofingreferralscom,which we are a partner of
(27:04):
Limitless, and that was thewhole reason why we started.
That is because we knew theprocess worked and I felt like I
wanted to share that with otherroofing companies.
Because, you know, yes,marketing, traditional marketing
, helps, but nothing has evertrumped relationships.
As I shared at the event and asI'll be sharing at RoofCon this
(27:25):
end of this month, the topthree lead sources every single
year hands down have always beenrelationship-based connections
referrals, previous customersand self-generated leads.
All of those three have to doit through truck wraps and
billboards and all that.
Yes, those are definitelyhelpful and they're all
(27:46):
justified in their spend, butnone of them even touch the
revenue that comes throughrelationships.
And they have to be genuine too.
If a person knows that you'reonly there to make a
relationship with them forselfish reasons, then they're
going to treat you as such.
But our guys do an excellentjob, truly caring about our
(28:07):
partners, our customer base.
You know, taking that time tolearn something about them and
talk about common threads andstuff.
Praying for them Ooh, can't saythat in this world.
You know, praying for them whenthey have a, you know something
that they share in front ofthem.
We've empowered all of our teamLike, don't be a, you're not
going to get in trouble if youpray for somebody.
(28:29):
We're not.
You know, obviously we can'tenforce that on our team for
legal reasons, but fortunatelyour company uh, for legal
reasons, but fortunately, um,our company is comprised of
believing Christians who don'thave a problem with that.
And so if an atheist came towork for me, I'd love on them.
And if they didn't want to prayfor a customer cause they don't
believe in God, then that's,that's, that's okay for them as
(28:49):
well.
Um, but they, they're going toknow that I'm coming after them
as a believer, but I can't pushthem or can't require them.
We have Bible study at ouroffice every Thursday and we
leave it open to our staff andwe even invite other contractors
in the area to come andparticipate if they would like,
because that's separate for us,that's not business.
(29:11):
We truly want to just grow ourfaith and do it through fellow
people that think the same.
Speaker 1 (29:21):
Yeah, that's awesome.
Yeah, so that's a good chanceto go into our next topic.
But I think, yeah, I mean, ifthat's what you really believe
and I do too, I mean you and Iare both followers of Jesus.
When we were at our LimitlessRoofing Summit you know we're
there at the Chief Stadium,we've got all these vendor
partners that are critical tothis being a success you guys
(29:42):
were one of them withroofingreferralscom and somebody
came up to me and said hey,austin Watterson and his wife,
their son Braden, is havingbrain surgery tomorrow.
What do you think about prayingfor him?
John Abernathy approached meand said what do you, you know,
can we pray for him?
I was like well, absolutely,what do you want to do?
Do you want to have a littleprayer meeting at some point?
(30:04):
Do you want to bring him beforethe whole group?
What do you want to do?
And it was kind of left open.
They didn't know.
And then, during the event,whenever it was three days ago,
I asked him again do you want tobring him up or do you want me
to just pray from the podium orwhatever?
And so I just told they saidyeah, austin said go on up there
, braden, and he came up with meand I told the whole crowd hey,
I'm going off the reservation alittle bit, but I'm a big
(30:26):
believer in a loving God whowants to be involved in our
lives and offer us forgivenessand everlasting life and help us
when we call on him.
And so I gave Braden a minuteto just share his story and we
prayed over him.
And I know that that was reallyawkward for some people, but in
my mind we couldn't not do that.
That young man was about to gothrough something extremely
(30:51):
scary.
You can see it in his eyes.
He was scared.
He had a smile on his face, buthe was scared.
And I prayed over him and wewalked back to the table and his
mom was just I mean her, shewas just in tears and uh, and
she followed up with me.
The next day His surgery wentgreat, the doctors.
The doctors said that when theygot in there he had a lot less
(31:14):
spinal fluid than they thoughthe.
They knew it was going to be alittle bit low.
It was way lower, and so theywere able to do everything.
Everything went beautifully.
And then within, like within,him coming back, you know, awake
, and after getting off thegeneral anesthesia.
He said his headaches were gone.
He'd been having chronicheadaches for so long because
the pressure in his skull andeverything messed up.
(31:35):
So anyway, it was all worth it.
It's like, hey, if we can't, youknow.
Well, I won't go off off on atangent here, but it's like
everybody needs to chill out andbe be free to live what you
want, and if you don't like it,that's okay.
But anyways, that's a big partof our us too.
We're, we're very open aboutyou know.
We're not going to ever makeanybody feel bad, cause I grew
(31:56):
up as a skeptic.
I, you know I had a pretty kindof a radical conversion
experience in my twenties.
But let's switch gears and gothat direction and talk about
you know, what role does faithplay in your leadership and the
way you manage yourrelationships in your business?
And before we do that, I wantto give a chance for you guys to
(32:16):
just share as a sponsor.
You guys are a platinum sponsor, the Limitless Roofing Group.
You're involved in the lives ofour members.
You know we've got about 350companies in our GPO.
Now, kind of share what isRoofing, referrals and how do
you guys help our members?
Speaker 2 (32:32):
So roofingreferralscom, as I
alluded to earlier, is literallya program that was designed
entirely around the DT methodinternally, on how we grew so
quickly in my estimation and inthe research, how we grew so
quickly from that $1.8 millioncompany in 2016 to over 40 in
(32:54):
2024.
And it takes the customer notonly through a class setting
where they watch videos thattalk about how to approach these
professional types that Italked about earlier real estate
agents, insurance agents,property managers so that they
can overcome objections, theycan understand what to say, what
(33:15):
they're looking for, what valueadd you can bring to them.
So we teach you that in theclassroom setting.
That's online, that you haveaccess to indefinitely when
you're a member, but you alsohave a forum that you can.
We've had customers that'll goin there and say how do you deal
with this, how do you deal withthat?
And I'll personally go in andactually do a video response to
(33:37):
that question, but so thateverybody can hear the answer.
I don't just respond to thatone person privately, so that
it's almost creates like aquestion and answer uh, library
for people to go in and go.
Huh, I didn't even think aboutthat question and now I have the
answer uh.
But then it also comes with uhbecause have talented people
in-house that can buildapplications, web apps.
It comes with your own app thatis personalized to your company
(34:03):
so that your relationshipcustomers whether it be your
customers, your professionalsthey can go there's a place they
can go to submit for a requestfor inspection.
Go, there's a place they can goto submit for a request for
inspection.
And it makes things so mucheasier because, like, how many
times have you been laying inbed at 1130?
You're like, oh crap, I forgotto do that.
Well, nobody wants to send atext to Dylan at 1130 at night
(34:26):
when he's probably, you know, inREM.
And so this gives them theability to just get a log on to
their partner site, which theycan create as an app on their
phone, and request thatinspection for the next day or
whatever, and then hit submit.
It goes right to you and we'vehad customers just have amazing
experiences.
So they get that.
They get collateral that hastheir brand on it, that speaks
(34:49):
to its leave behinds, that youcan when you go to meet with
them.
Initially, you get acomprehensive list of all the
realtors, insurance agents andproperty managers within your
region, so you immediately canstart dialing for dollars to get
in front of these folks, tostart building those
relationships, and so, yeah,it's a full program.
It's not just you know this iswhat you need to do and then you
(35:10):
know, see you later.
It's all leave behind so youcan continue.
And then I make myself available, even if I have somebody who's
not a customer.
Like people will tell you, likethey'll reach out to me on
Messenger, they'll text me ifthey have a number and I'll call
them up and I'll spend an houron the phone with them.
And it's like what's your angle?
(35:31):
Like why are you doing this forfree?
I'm like I would.
If you sound like somebody thatwants to serve your customers
well, and I don't.
I have the knowledge, like Ilearned a lot of this from other
people.
So if I could pass that on toyou, then you, that's your story
in the future is that youlearned it from somebody and
hopefully you pass it on to thatyou know guy that's trying to
build his company.
As long as the company is tryingto do it the right way and
(35:53):
they're not being that companythat's covering deductibles and
doing all these shady things, Iwant them to be successful.
There's plenty of business togo around, and so that's what
the roofingreferralscom programis all about, is it helps.
The cost of entry is super low,and we offer both a one-time,
once a year cost or a monthlyfee so that you can do it even
(36:14):
cheaper.
You know, um, you don't have topay that one chunk uh time.
So it's, it's a great programand it works.
It works really well.
We've had customers have somegreat success and, uh, if you're
a limitless partner, youactually get a discount, um, a
10% discount, uh, just for beinga limitless partner, and uh,
yeah, so that's, that's theprogram.
Speaker 1 (36:40):
It's awesome and, for those of you listening, it
works.
In fact, the system works sowell that when DT Roofing hires
new sales reps, they put them onthe system and within about six
months they are generating allmost of them are generating
their own leads.
It's proven, it works and, likeRandy said, for limitless
members you actually get adiscount.
So check out roofingreferralscom.
Let them know that you heardabout them on the limitless
(37:02):
roofing show, but it is worth ameeting at the very least.
So, and if you're not, a memberof.
Speaker 2 (37:08):
if you're not a member of limitless, you just go
to limitlessroofinggroupcom andclick on the appropriate link.
They have both free membershipsand they also have paid
memberships that have moremastermind type relationships
that you can tie in with peoplein the industry that really help
you grow your business.
But there are free membershipsas well.
To start out alone, it has somuch value because you get
(37:36):
access to all of theserelationships that Limitless has
created with these massivevendors like Atlas and Tamco and
you know you've got shoot helpme out with some of the other
companies because I know you'veadded a bunch.
Beacon is the newest one, srs,is you know they've negotiated
on your behalf because ofThey've negotiated on your
behalf because these vendorsknow that if they have access to
(37:57):
350 and growing roofingcompanies, that they're going to
naturally get a lot of businessfrom it.
So, yeah, make sure you guysare joined on that as well.
Speaker 1 (38:05):
Yeah, thanks, I told Randy, for those of you
listening.
I told him while we were at theChiefs Stadium he did a video
promo and I was like, dang man,can you come sell for us?
Totally joking, wouldn't want Iam.
Speaker 2 (38:17):
Look, at the end of the day, I am a salesman at
heart.
I love selling.
I miss it, but I also loveseeing our the 70 families at
our company smash it, and so, uh, if I have to step back and
just be in more of a leadershiprole for that to happen, then
then I'll do that yeah, well, wejust can't.
Speaker 1 (38:33):
Guys like us that are wired to solve problems and
persuade people to make the bestdecision well, we just can't
help it.
It's just the way we think.
Right, you know, you researchthe information, you try to
solve the problem and you'vemade a decision and that comes
across as very persuasive.
So we've got about 10 minutesleft, I think.
The last question I'd like toask is you know we've we've
(38:55):
covered an anti-fragile businessmodel, how to do that big
picture.
We've covered finding the rightpeople through relationships
and making sure they're in theright seat.
What about the role of faithLike?
How does your relationship withGod affect your leadership and
just the way you relate toothers in your, in your business
?
Speaker 2 (39:14):
just the way you relate to others in your
business.
Well, for those of you that arefollowers of Christ, you know
that Colossians 3.23 says thatwhen you work, always work as if
you're working for the Lord.
And so if you truly believewhat the Bible says and you
follow it, then it's natural fora believing Christian to follow
(39:34):
through with that.
And so I felt, like mepersonally.
That's what I do, I'm true tothat, and at a fault sometimes,
because I work my butt off Likethere's.
Oftentimes I'm up here until 10o'clock at night, you know,
because during the day I had somany people come into my office.
I've even moved my office tothe back corner of the building,
away from the usual C-suitearea, because I had so many
(40:00):
people coming into my office toask questions like, hey, how
would you handle this and allthat?
And I would stop to give themthe answer, but then I didn't
get anything done that I wastrying to get done.
So I'd hey, babe, it's going tobe a late night, I'll see you.
You might be awake when I gethome.
But it really comes down to itmakes for a much better culture,
(40:22):
even if you're still.
You're still pursuing God oryou're not quite there yet.
Even the biblical principlesalone are are a suit a business.
Well, because if you thinkabout it, it talks about serving
people well, loving on them.
You know, doing the right thingwith integrity.
(40:44):
Those are all great attributesthat a successful business has.
Being in the community, youknow, trying to help others.
We don't have a shark tank typementality in our sales team.
I think I was sharing with youat the at the conference like
our environment is in a and itgives my heart so much joy when
I'm, when I'm seeing teams andone of the guys goes.
(41:06):
Guys, my, my adjuster meetingat one o'clock went way over
past what I thought.
I'm not going to make my 2.30.
Is there somebody that's goingto be in a complantation that
can go out?
And guys are falling overthemselves in the threads to go.
Speaker 1 (41:20):
I got it.
Speaker 2 (41:20):
No, no, no, you got it last time.
I'll take this one, don't worryabout it, and they're not going
to get anything out of it.
All they're helping out.
Yeah, adjuster meeting wentwell.
He said he'll have the scope ofwork to the customer within the
next 48 hours, so just followup with them or whatever.
You know whatever the thing is,and they don't expect anything
out of it, because they knowtheir colleague is going to do
the same thing for them the nexttime they need it, or if
(41:41):
they're out of, they're on a.
You know, adjusters must knowwhen our vacations are scheduled
, because I always want toschedule it right when we were
going to be out of town, and soour guys will jump in for each
other.
So it just creates a muchbetter environment, and when you
have a strong, healthy culturewithin your company, it reflects
onto your customers.
(42:02):
And so you go to our Googlereview page.
You're going to find almost 760five-star reviews with a
five-star 5.0 rating.
Still, that is a directreflection of how we run our
company and how our people treateach other and our customer
base.
Are we perfect?
Absolutely not.
(42:22):
There's always going to be apoint where you're going to fail
somebody, or let's be real,there's some customers you're
never going to make happy, nomatter what.
You could have walked in anddid the job for free, and they'd
still figure out a reason whythere's a complaint.
So that's just part of business.
But overall, our reputationlocally praise God is that we're
a company that actually cares,we're not just there to collect
(42:44):
a check and move on down theroad, and so I think that's the
reason why we continue to besuccessful, and so I think
that's the reason why wecontinue to be successful.
So that's where faith reallyplays a big part into our
company's success is that theattributes of our faith are
carried out within our companyand through our staff.
Speaker 1 (42:59):
Yeah, that's great, it's, it's, it's cool.
You know you mentioned thebiblical principles.
Some of those principles arelike stewardship You're held
responsible for the time and thetalent and the treasure that
you've got.
But another one is thoserelationships.
So I'm just assuming that,because of who you are, you're
attracting a lot of guys from, Imean, are you finding sales
(43:22):
guys from church or from whereare you building these
relationships?
Speaker 2 (43:27):
Well, to compound the two topics, we talked a little
bit about finding the rightpeople.
One of the things that welearned early on or I personally
learned because I was doing alot of the hiring for the sales
guys was don't hire sales people.
Don't hire.
Now you may find that diamondin the rough that's a
salesperson but also has theattributes you want, but don't.
(43:49):
And randy brothers talked aboutthis at the conference too.
He's with the roofing Academy.
I'm always branding everybodyelse, as you talked about.
This is his shirt and that'sthe limitless hat, but I always
have my swag on.
But he talked about don't hiresalespeople.
(44:10):
Hire for integrity, forcharacter, play wells with the
other.
That's what you need to behiring for, because I can teach
most anybody how to sell or howto use our process.
Now, they have to have acertain personality.
An introvert is not a goodsalesperson.
Let's just be real.
(44:30):
They have to have a certainpersonality.
An introvert is not a goodsalesperson.
Let's just be real.
There's somebody that does abetter job in the background,
punching the you know, crankingthe deal, pulling the widget,
pressing the buttons and thenclocking out at the end of the
day and going home.
That's their personality.
They don't want to interactwith people, so they do have to
have excuse me, they do have tohave an extrovert type of
personality.
But character integrity playswell with others of good moral.
(44:53):
Uh, you know, compass.
Those are the people that youneed to focus on because in our,
in our company, like just ourtop producer, year over year for
the last several years he was abillboard construction crew
boss for 16 years prior toworking for us we have a teacher
who smashes it.
(45:14):
We have a firefighter whosmashes it.
Like these are all retired fromthose places.
They came to work for us.
That's where they retired from.
They came to work for us, but alot of them came in board
during COVID when they didn'thave a job anymore.
You know, in the firefighter'scase he retired, but most of our
staff, our sales staff theydidn't come from a sales
(45:34):
background and they just met ourrequirements as far as having
good moral, character and stuff,and so that's combined with our
faith is kind of the reason is,I believe, a lot of the reason
why we've been as successful aswe have.
Speaker 1 (45:48):
Yeah, that's so good.
It all comes back torelationships.
Yes, what's what's what's one?
As we wrap up, what's oneparting piece of advice?
You we've we've thrown a lot ofpeople listening to this from
growing multiple businesses,relationships, faith, stuff like
that.
What's one parting piece ofadvice you have for somebody
listening to this?
Well, one big thing you'd likethem to take away.
Speaker 2 (46:13):
A big thing that I would share.
I shared this at LimitlessSummit and it sounds
counterintuitive to my faith.
Until you hear me explain itNever give anything away that
you don't ask for something inreturn.
And what I mean by that inbusiness is if I just hand you
this hat because you said I'llgive you my business if you give
me your hat, right, if I justtake the hat off my head and
hand it to you.
I've said a few things.
(46:33):
A couple of things I've said isone I've said that that hat has
zero value to me because I waswilling to just take it off and
hand it to you for your business, and so it shows that it's not
as important to me.
So whenever you give somethingbecause sometimes we have to
give to get right that includesin business.
(46:56):
It's a relationship fact aswell, but in business sometimes
it's not even about what they'reasking for.
It's just they have beenpre-wired that the art of
negotiation is I want to get thelast win, and so they may have
the budget to do that X numberof project, but they want to
(47:18):
feel like they got a really goodvalue, so they're going to ask
for something else.
So never give something awaythat you don't ask for something
in return.
So when I say, dylan, outsideof me handing you my hat, do I
have your business, put yourhand out.
When they shake your hand, asyou're shaking their hand, you
(47:39):
say we have an agreement, I willgive you my hat in exchange for
your business.
But I need three.
I need a review when we're alldone and I need three referrals.
Because I got to be able to buyanother hat and that's a way
that you can replace the valueof my hat, even if I I may not
(48:04):
get anything out of your.
Your review might not everelicit more business and your
referrals may not need myservices, but I had an
opportunity to get more businessfrom for the value of my hat.
So what you're doing is you'reshowing that you're not just
giving something up withoutshowing that you that that thing
had value, and you're askingthem for something in return.
(48:25):
When you do that, a lot oftimes you'll get way more than
you than the value of what theyasked for through those things,
but you'll stop the customerfrom saying, well, if you were
just willing to take your hatoff, can I get your shirt too?
Right, if you just, you know,proverbially dropped your pants,
(48:46):
then they're going to be likewell, what else can I get?
His shirt, his hat, you knowhis shoes, so you set the tone
right there.
Here's my hat.
If I give you my hat, do wehave a deal?
As they're shaking their hand,I'm going to need X, y or Z in
exchange for whatever you askedfor.
So you're assigning value andthat's ultimately what it comes
(49:08):
down to.
If you do that, then you'regoing to not only gain the
benefit of those referrals andthose in the review, but just
stop the bleeding from them,come to continue to ask for more
.
Speaker 1 (49:19):
That's good stuff.
Don't give some something awaywithout asking for something in
return to to ensure that there'svalue there.
That's really good.
I like that Well, randy.
Thank you for being on the show, man.
Speaker 2 (49:31):
Hey, it was a pleasure.
I look forward to seeing you atRoofCon at the end of the month
and seeing all the guys andanybody who's watching this Look
forward to seeing you guysthere.
I have spoken with Diego Danteand there is zero question that
they're having it.
In fact, they continue to selltickets for RoofCon, so if
you're thinking about going,I'll see you there.
(49:52):
I want to see you guys there.
I'd love to meet you in personand shake your hand and you tell
me your story and share how youcan help my business.
I'll share how I can help yours.
Speaker 1 (50:03):
That's right.
Yep, limitless will be theretoo, so stop by both of our
booths.
You can join our buying groupfor free.
Our mission is to give you theresources and relationships you
need to achieve limitlesssuccess, and part of this is
connecting you with people likeRandy and the others in our
group.
So be sure to stop by our boothor go by
LimitlessRoofingGroupcom, and wewould love to help you become
(50:25):
more profitable.
Speaker 2 (50:31):
And I'll end with something one of the Limitless
cast members members say cast inharp.
He says go kick today in theteeth.
That's right.
Speaker 1 (50:36):
Let's kick this all right, thanks again, rady see ya
.
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