March 10, 2025 • 50 mins
Dive deep into the inspiring journey of Jared and Nathan, co-founders of Tejas Roofworks, who bravely transitioned from their corporate jobs into the world of entrepreneurship. Driven by their values of faith, family, and community, they transformed their dreams into a booming roofing business, earning $4 million annually while maintaining a focus on integrity and service. In this episode, we explore their candid reflections on the challenges of balancing business growth with family life, the importance of mentorship, and the effective sales strategies that helped them flourish. From their early days of knocking on doors to the establishment of a robust office culture, discover how these two friends navigated pitfalls, overcame obstacles, and learned to appreciate the power of a supportive community. Listeners will be encouraged to reflect on their own journeys and consider how embracing faith and purpose can lead to fulfillment both personally and professionally. As Jared and Nathan continue to set ambitious goals for scaling their business, their story serves as a beacon of inspiration. Join us in celebrating their success and gleaning practical wisdom for your own endeavors. If you resonate with their mission, subscribe, share the episode, and join the conversation!
- Transition from corporate jobs to roofing business
- The role of faith and community in their journey
- Balancing work and family life
- Sales strategies: the effectiveness of door knocking
- The value of mentorship and continual learning
- Future aspirations for scaling the business
- Key challenges faced in establishing Tejas Roofworks
- Work-life balance strategies adopted
- Their company mission of community service and honor
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:07):
Welcome to the Limitless Roofing Show, where we
give you a seat at the table aswe talk with roofing owners so
that you can learn from theirchallenges, their mistakes, the
things they've done to overcome,and you can go to the next
level.
And today we have in the office.
I really wish we had a greatcamera set up, but in the office
(00:28):
we've got Jared and Nathan fromTejas Roofworks.
So thanks for joining the show.
And we have Miller too.
Say hi, miller.
Speaker 2 (00:37):
Howdy, and together we are.
Speaker 1 (00:40):
Together.
We're between me and Miller.
We're one solid businessman akaDiller.
Speaker 3 (00:45):
Hey, we coined that phrase.
Don't forget that.
Speaker 1 (00:49):
So the cool thing about having you guys here is we
met you guys when we firststarted Limitless CEO Groups and
the buying group.
The GPO wasn't even really asolid idea yet.
We had the podcast going andyou guys were in corporate
America and now you're growing asuccessful roofing company.
So let's just give somebackground about how you guys
(01:10):
got into roofing and how youwere led to us and all that
stuff.
Speaker 3 (01:14):
Yeah, I think Nathan's better at telling the
story than I am, but I'll giveit a shot and he can fill in the
cracks.
I was in medical device sales.
Fill in the cracks.
I was in medical device sales.
Nathan was in commercial realestate.
(01:38):
We're just family friends backthen and my wife was family
friends with his wife's familyand we kind of met that way and
just kind of I don't know, justtalking.
One time I think we went toyour new house and we were
talking in your garage about howwe can't stay in our corporate
America lives and we just wantedto do something different.
And then I think I saw you at aJimmy John's one day when I was
in Dallas and we just kepttalking about it, kept talking
(02:00):
about it.
And then I don't really knowspecifically what it was, but we
just decided to jump in um andtry something different.
So, um, roofing came up.
I think it was through uh,another mutual friend, um guy
named Jimmy, and um, he kind ofcoined like, hey, why don't you
(02:22):
try roofing out?
So then we took a bunch ofroofing companies out to lunch
to kind of just pick theirbrains and see what the business
was like.
And I mean, we're twowell-educated guys so we kind of
looked at the business andtheir own research and that kind
of stuff and eventually cameacross y'all's podcast and then
noticed you guys were local andthen there's a lot of history
(02:45):
from there.
Speaker 4 (02:46):
But you know, I think , uh, the running joke between
me and miller is he sprung usout of corporate, he helped
spring us out of corporateamerica, um, which is a lot of
fun.
But yeah, I mean, god justopened so many doors, um, that
we were able to walk through.
And one of them was you guys.
And you know, dylan, you werein a small group with my
(03:09):
brother-in-law at NorthwestBible, and that's right.
We ended up, you know, puttingtwo and two together.
I don't think we found that outuntil after we met with y'all,
but, yeah, just through a lot ofdue diligence and a lot of
prayer, like multiple sourceswere just saying, hey, if I
could do it all over again, I'dstart a roofing company.
(03:30):
So we're like, ok, well, let's,let's go down this rabbit trail
.
And then we started listeningto podcasts this one here and
and that's how we connected withyou guys, I remember our first
meeting at the mall, uh, maybeat cheesecake factory or
something like that.
Oh, was it bj's?
That's right, is that bj's?
Speaker 1 (03:49):
yeah yeah so um, I think I ordered the peanut thai
noodle dish.
Speaker 3 (03:56):
Yeah, I think we're the only ones in there.
Speaker 4 (03:59):
Yeah, yeah so and you guys were super gracious to
take a meeting with us.
You know, and you guys, uh,were operating, still operate, a
roofing company and you knowwe're willing to share uh, a,
you guys and um, you guys were,you know, very instrumental in
in helping us get started andwhere we're at today we still
(04:32):
call you guys for advice and toyou know, kick around ideas and
you know things like that.
So it's been a lot of fun.
Speaker 1 (04:39):
Yeah, it's an awesome story for us too.
I mean, it's just really coolhow God has worked all that out.
And Jared was in medical devicesales, nathan was in commercial
real estate and it's just likeyou're you know.
So how many years ago was that?
That was three years ago for2020.
Speaker 4 (04:55):
That must've been.
I think that was honestly.
I think it was, yeah, aboutfour years ago, like this time,
because we didn't incorporateuntil, uh, the very beginning of
21 but now let's fast forwardto today.
Speaker 1 (05:13):
You guys have a roofing business in the rockwall
area in texas.
Kind of give people listeningto this the high level of your
company today.
Speaker 4 (05:23):
Yeah, we're based out of Rockwall, we primarily do
residential insurance and we areabout a $4 million a year
company and this has been a bigyear for us.
We got our own office, we hiredan office manager, we hired a
(05:46):
project manager, um, weoutsource our supplementing and
our um, what we call fractionalCFO.
Those have been great additionsto the team and I feel like
this year I feel like we've kindof reached our capacity for our
small team, um, but we've alsoput a lot of the building blocks
in place to scale.
(06:07):
So next year we are going to befocused on scaling and I think
that we've been real thoughtfulin how we've built the platform
and put the necessary pieces ofthe puzzle together to hopefully
create an environment thatpeople can come in and be
successful.
So you know, our missionstatement is to honor God, serve
(06:31):
the community and buildfamilies, and we want the people
that that come into Tejas.
We want to, you know, help thembuild their families, whether
it's through their goals ormeeting their financial goals or
their family's goals, et cetera.
We wanted to be a place thatthey enjoy to work, that they're
proud to work at and they canbe successful at.
Speaker 1 (06:55):
Yeah, that's awesome and I mean it's a success story.
You guys jumped ship fromcorporate, you got some
consulting from Miller and I.
You started learning, youstarted investing in trainings
and all kinds of stuff and it'sa success story.
I mean it's, and you guys arejust going to keep growing from
here.
You know, it's just awesome tosee.
Speaker 4 (07:15):
You guys provided us with everything except Miller.
Wouldn't go knock doors with us.
Speaker 1 (07:24):
So what's been one of the biggest?
I want to talk about a coupleof things.
One is what's one of the bestdecisions you made or resources
you used, or whatever.
But before we get into that,what's what's been one of the
biggest challenges?
Because we all know, like we'reall business owners here,
running a business is hard.
What's been one of the biggestchallenges for you guys, growing
(07:46):
a roofing company that you, andthen let's get some wisdom from
that, lessons learned and stufflike that.
Speaker 4 (07:51):
Yeah, I'd say for me the biggest challenge is, um,
wanting to be successful andcreating a successful business,
but also, same time, beingwanting to be a good husband and
a good father and likebalancing those two.
You know, and, uh, I'm notsuccessful at it, uh, and still
(08:11):
struggle with it.
You know, from time to time, uh, I think I have made some
ground, but knowing when to shutit off, when it's appropriate
to shut it off and go be presentwith your wife and kids, and
and then, you know, getting upthe next day to get after it
again.
I think that internally for meis that may be something that I
always kind of deal with, butI'm glad I'm aware of it and
(08:32):
have people that can kind ofhelp hold me accountable in that
.
Speaker 3 (08:37):
So yeah, I mean, I would definitely agree with that
.
That's been, especially whenstarting a business.
I mean, our first gosh.
We went to Louisiana for eightmonths, the first year we
started, and that was prettystressful.
We weren't making any money atTejas yet, we still were writing
off our savings accounts fromour corporate America jobs and
(09:02):
hadn't done too many roofs.
We started a roofing companyand we actually started doing
restoration work because ofSnowmageddon back in 2021.
And here we are with a roofingcompany doing interior
mitigation work, which is acurve ball.
But yeah, there's that.
And then, you know, I think,kind of I think confidence is a
(09:28):
big one, like it's like it'shard to gain confidence, it's
hard to to to like when youdon't, when you haven't done it.
You know, and it could be juststarting a roofing company, it
could be getting into a newsection, like you know, to do
tile roofs, like right now we'reyou know we're still learning
(09:49):
on on tile and and other.
You know synthetics and thatkind of thing and coatings, and
you know we're still learning onon tile and and uh other.
You know synthetics and thatkind of thing and coatings, and
you know we have to, um, getconsultants to help us do that
as well.
I think that's kind of you knowyou kind of you just trust the
people that you are bringing on,that they're they're going to
(10:10):
do the work as they say.
They're going to do it, and youknow, if you mess up you just
got to you pay for it.
So I think that's probably adifficult.
Speaker 4 (10:22):
Another thing, too, is like, when you start a
business, you're wearing all thehats, right, you're doing
everything, and it's good, it'sa learning experience.
It's a season that's right,you're doing everything and it's
(10:45):
good, it's a learningexperience.
It's a season that's necessary,you know.
I think so we're look, you knowwe're looking into 2025 and um,
we're.
Our focus is to work more uh onthe business and not in the
business, and you know, I knowwe all talk about that uh in
(11:06):
this industry a lot, um, andthat's a uh that has proven to
be a difficult, you knowtransition for us.
You know, um finding the rightpeople, um, taking all of our
SOPs that are in our head andputting them down on paper, and
um, that takes time.
Uh, when you can just go outand sell another roof, you know.
(11:26):
So you got to learn, um, Ithink, make that transition and
I think it's different foreverybody, but I think, like,
when you know your company'sthere, like you'll know, you'll
know it's time to try and makethat jump.
Speaker 1 (11:44):
Yeah, and let's go back to the you mentioned.
One of the challenges is justwork life, family life, balance,
stuff like that.
What are some things you do toput some healthy boundaries in
place?
Or, I mean, what have you doneto navigate that?
Speaker 4 (11:57):
The most helpful thing for me was getting in,
getting our office.
That was that has completely, uh, positively helped my work life
balance, because working fromhome, you know, you can get up
at six and, uh, work until eightand and hang out with the
family for breakfast and thenwork from nine to five and then,
(12:20):
uh, go have dinner with thefamily and then put the kids
down to bed you know I've gotyoung kids and and then work
from seven until nine or 10, youknow that was especially when
you're getting started.
That was very easy for me to do.
There's always something to do,you know, there's always that
next thing.
So that's when the line kind ofreally got, you know, blurred
(12:42):
for me and, um, I could cut intofamily time, but I was working
from home and when we got anoffice, that like, uh, that like
completely changed it.
It created boundaries of when,uh, it was appropriate to work
and not work and then when itwas time to go home and hang out
with the family.
So that was probably one of thebest things for me from my
(13:05):
work-life balance.
Speaker 3 (13:07):
Yeah, definitely.
Uh, it was a physical, uh,boundary.
You know you literally have toget in your truck to go to your
office.
And if you tell yourself, hey,I mean, the brunt of my work is
going to be done at the office,and you know that.
And then also, just like youknow, at five o'clock, like both
of us are typically not there,like there's some days,
obviously, some days we're there, but I remember the same thing,
(13:29):
like if I'm at home before wehave the office.
My office is the room right nextto the living room, next to the
kitchen, so it's like rightthere.
So it's, it's, it's almost likethere's not enough of a
boundary.
So I'm in my office, I findmyself in there.
You know, my wife is, iscooking dinner at, like you know
, five thirties.
Oh well, I got 30 more minutesfor her to cook the dinner.
(13:50):
I'm just going to sit in hereuntil she's done and then I'll
go out there, and then I didn'tfinish the thing I wanted to.
So we'll eat dinner and I'll goback into the office and spend
another 30 minutes to finishthat, and by that time it's like
seven o'clock.
So, being having to drive homeat a certain time, um, and then
when I get home, it's prettymuch I'm there.
I'm there for just interactionwith my family.
(14:14):
And yeah, I think also anotherthing that helps, especially in
the infancy of the business.
You know it's going to be longhours, you know it's going to be
a lot.
It's actually just creatingthose expectations A lot of
times with my wife at least sheis.
If I tell her ahead of time howmuch time I'm going to be
spending on something, it's alot better than me.
(14:34):
Just, you know, well, it's justa busy day.
I've got to stay here until youknow seven o'clock tonight.
I'm telling her this at fiveo'clock.
Well, if I told her the daybefore, like, hey, tomorrow's
gonna be a busy day, I'mprobably gonna get home till
seven o'clock, you know she'snot gonna expect me until then,
it's not gonna be like a lastminute thing.
I think, setting theexpectations up front, hey,
we're gonna go to louisiana, wedon't have any.
(14:55):
This is we're starting aroofing company.
Um, I don't know how long it'sgonna take, but I know we can
get roofs down there because myfamily lives down there.
How do you feel about this?
Are you on board?
Um, just want to make sure,before we do this, that you're
like, you're in it with us, andI think that's a lot better to
do that than to just, you know,spring it up on on your own wife
.
Speaker 1 (15:15):
Yeah, communication the cure all.
Yeah, that's, that's a bigthing for me too.
I meet guys.
Um, uh, we have.
I mean, we had a mutual friendover here at the office.
He offices at home and he washere today talking to us and man
, I couldn't do that Like I needto.
Well, two things.
You get two things.
You get alone time in the carwhich you can pray, you can
(15:37):
listen to music, like, but it'sjust you which, when you've got
multiple kids, that's a preciouslittle time there, it's just
peaceful and you got clearheadspace.
And then having the office,like you said, that you get to
and then you leave.
And for me, when I get home, alot of people just have a
tendency to be on their phones alot, and I think it's just a
terrible cultural habit that alot of Americans have.
(16:01):
So when I get home, to avoidthat, I take my phone and put it
on vibrate and put it face downon the kitchen counter and kind
of back against the backsplashwhere I won't look at it, and
then I take my Apple watch offand turn it off and put it in
the bedroom and so it's like I'mnot connected to anything.
Now I can go check like onceevery hour or two to see if I
(16:25):
possibly got some emergency textfrom somebody, which has never
happened in the last ever in mywhole life.
But it's just nice to be freeand untethered from that and be
fully present at the dinnertable, fully present with my
wife, fully present with mygirls, fully.
You know, it's just great, it'sjust a boundary.
Speaker 3 (16:44):
Yeah, I mean how it used to be.
You know, back when we didn'thave cell phones.
You know people would call it aring, but you know, you, when
we didn't have cell phones, youknow people would call it, it
would ring, but you know you'renot, you don't have.
You know the whole internet atyour fingertips.
And what are you showing yourkids when you do that too?
That they're more importantthan the phone that you're?
You know having your pocket orhaving the dinner table.
I mean, there's nothing worsethan sitting at the dinner table
(17:08):
with your kids and having yourphone out face up, and then, if
something comes up, you're likeoh well, what is that?
You know, it's just not.
It's just it's not.
It's not good.
You know it's not good to teachyour kids that way.
Speaker 4 (17:16):
Yeah.
Speaker 3 (17:16):
But um yeah.
Speaker 1 (17:18):
So what do you guys?
The business the way you've gotit.
Now let's talk a little bitabout your sales, the sales arm
of your business.
How do you guys do sales?
What do you look for in a salesrep?
What's the strategy?
Do you door knock, do you not?
Let's get into that a littlebit.
Speaker 3 (17:34):
Yeah, I'll start.
It's progressed over, you know,from the beginning.
I mean, when we first startedhiring it was like hey, man,
like just go knock.
I mean we didn't really have aset plan.
We actually failed at hiringthe first time we did it.
This was probably two years agoyear and a half two years ago
(17:58):
and we hired a bunch of peopleand it just we weren't ready to
do that.
But yeah, we're looking forpeople that kind of meet our
core values.
I think we'd like to make sureupfront that they know what our
core values are, cause if theydon't, if they don't like them,
then they're really not a goodfit.
And yeah, we, we, we expectthat they, you know, door knock
(18:20):
a certain number.
There's a lot that goes intoand we were kind of just going
over what our, our two weekorientation is going to look
like this next year.
And a lot of this is to do withthem as a person, you know,
finding out what their goals areand their ambitions are for
their family and for themselves,and aligning their schedule
(18:41):
based on that.
Like, hey, like, how much moneydo you want to make this year?
What do you want to do for yourfamily that you've never been
able to do before?
And let's see, like, how wecould get there, like let's work
on this together and back intoa number of how many doors
you've got to knock topotentially achieve that.
So, uh, we try to create, um, awhy behind all the things that
they do, um, and then we set upa schedule with them and hold
(19:03):
them accountable.
They come in every Monday andand go through their week and
their previous week and, um,yeah, I mean we're,
unapologetically, a doorknocking company.
Um, there's 10,000 roofingcompanies in DFW and we want to
be the one to knock on the doorso that another roofing company
that's, you know, chucking atruck who's going to take your
deductible is not going to bethe one knocking on it, you know
(19:24):
.
Speaker 4 (19:24):
So, um, yeah, Um, yeah, I just, I agree with Jared
, we're looking for culturalfits.
No roofing or sales experienceneeded.
We can take care of that.
You know, and um, you know weare.
(19:48):
We are door knocking company,like Jared said.
We've Jared and I have both, uh, done that and um, what I've
learned is like door knocking islike getting a spaceship into
orbit.
You know, it's not as yourcareer as a roofing salesman
grows.
It's always going to be there,but it's not going to be like it
was at the beginning.
You know, getting a spaceshipinto orbit, you've got to build
(20:11):
it, you've got to put ittogether, you've got to fire the
rocket off and it's going totake everything you've got to
get it into orbit.
But once it gets into orbit,things get a little easier.
I don't know, did you give methis analogy?
Okay, I get most of myanalogies from Miller, from
Miller.
So, um, maybe I came up withthis one on my own, I don't know
(20:31):
.
But, uh, but um, so, yeah, once, once you get that experience
in doing that.
And you know, jared and Istarted, we knocked, we knocked
doors for 18 months and, um, wegot after it and but we were
building, we're buildingsomething.
You know we're investing insomething, and, but we're
building, we're buildingsomething.
(20:52):
You know we're investing insomething and, um, you know, we,
we haven't.
We've.
We've built a company that'snow known in the community and
and, uh, we don't.
We have more organic leads andwe don't have to knock as much.
But um, I think that's what I,what we're going to teach, you
know, our sales guys is hey,this will always be there.
(21:12):
This is always a way you can go.
There's always a way that youcan go out and make money, and
that's that's through throughdoor knocking.
But also, as you mature as asalesman, you know that'll
that'll change a little bit.
You'll have referrals, you'llhave adjuster or, I'm sorry,
insurance.
You know agent and brokerrelationships.
You'll have relationships withnew construction builders, you
(21:33):
have relationships with realtorsand you know things like that.
So that layers in after, kindof after you've put your time in
.
Speaker 1 (21:40):
Yeah, yeah, you get those referral relationships.
So let's camp out on that for aminute, because some people
hate door knocking.
And then you meet some roofingowners that are freaks that love
it and they they do itthemselves all day long, if they
can.
What is your strategy with doorknocking?
Like, how do you get a sale?
If you have a new salespersonjoin the team?
(22:01):
You're going to tell themlisten, door knocking is a part
of it.
What do you do from there?
Like, what does the traininglook like?
What is there a method to it?
Yeah, look like what's.
Is there a method to it?
Yeah, how does all that work?
Speaker 4 (22:10):
Well, first off, we'll, we will teach them by
doing, by showing them.
We'll lead from the front, teachthem by showing them.
Well, also, you know, there'sthere's a lot, there's a lot of
objections out there, and notall of them, a lot of them, are
just like to get you off thefront door.
They don't necessarily, youknow, speak to that individual's
(22:34):
need.
So I think what we teach oursales guys is hey, like, you
have to always have thecustomer's best interest in mind
and, um, and you can't put thesale or trying to get the sale
or the commission above, abovethat, you know, and I think that
(23:04):
creates a genuineness and someauthenticity and things like
that that come through duringyour conversations.
Um, and then, hey, there's justsome, there's just some doors.
You're never going to win, youknow, and that's okay, just move
on.
And there are some people thatwill answer the door and
immediately try and dismiss you.
But sometimes, if you uh,listen and ask good questions
and lean in a little bit, youknow you can really understand
(23:26):
if there's a need there and ifthe services that we provide can
help them with their need.
Speaker 3 (23:30):
Yeah, there's a need there and if the services that
we provide can help them withtheir need.
Yeah, it's also.
I think you have to think of itas a process.
Without thinking of knockingdoors as a process, it can get
very, very demotivating Ifyou're going out there not
thinking of a process.
What I mean by that is like hey, every 66 doors that you knock
(23:54):
on, you should get one lead, andyou got to follow the numbers.
So, if you knock 100 doors, youdon't get a lead, and you can't
get down on yourself, becausethe next 100 doors you knock,
you could get two leads, whichyou probably will, because the
numbers say, you know, every 66doors, you get an inspection.
I'm just using round numbersthat we've kind of seen in this
(24:16):
area, but, like, if the focus ison a single day, then you're
not going to, you're going toget demoralized every day you go
out there.
So if your focus, though, isthe process, which is, hey, this
whole week, I'm going to knock250 doors, and in doing so, I
should get about this many leads, Some weeks you'll get the
(24:37):
exact amount, some less, somemore, but again, keeping your
eye on a bigger picture and, youknow, knowing what those
numbers should be uh, shouldhelp quite a bit.
And if you're, if they're, ifthe rep is lacking and they're
consistently getting under whatwe feel is an average, then
(24:57):
we'll.
You know, we talk about that.
It's not like a hey, you're notworking hard enough.
It's more of like hey, what's,what do you think is going on
here?
Let's, let's talk about this,like okay, so where do you what,
what, what happens?
Like why are you getting?
Like the you know the nose atthe door, and then we'll role
play.
You know, like hey, well, let'srole play a minute and see how
you do on this objection or thisobjection, and we might see
(25:17):
something like oh well, yeah, Ithink if you said this, I think
you may get a little bit bettertraction out of some people and
more acceptance.
So that's just another thoughtis the process.
Speaker 1 (25:30):
So that's just another thought is the process.
So if they're doing, if yousaid, about 250 doors a week, so
they're getting about four roofinspections out of that a week,
on average Six to 12.
Oh, six to 12.
Speaker 3 (25:41):
Yeah, I mean it's awesome.
Speaker 1 (25:42):
Yeah, and then, out of the six to 12, what is your
hope for as far as like, actualbusiness?
Two, contracts.
Speaker 3 (25:49):
Two contracts out of that.
Speaker 1 (25:51):
One to two.
Yeah Well, I mean, if a salesguy could do that consistently
to a week, I mean that's yeah,that's probably a full tenured
rep.
Speaker 3 (25:58):
I mean, when you're first come in, you're not doing
that, obviously, but, um, I mean, you can get really good.
Um, yeah, you can get reallygood at it.
Speaker 1 (26:10):
Miller, how many?
How many doors have you knockedover since you were 18 years
old?
Do you have any comments ondoor knocking or questions about
that?
I want to get your take.
You're the most seasoned rooferin this room.
Speaker 2 (26:27):
Well, I kind of wanted to just ask a different
question.
You know, as I think about youguys starting off and and it's
like really a scary thing to doI'm thinking about maybe there's
other guys listening that arein y'all, y'all shoes a few
years ago, corporate America,because I've seen y'all overcome
(26:48):
a lot of fears.
That's been like the cool thingfor me.
You know, I've told y'allbefore that like y'all's success
it does something in me.
You know it's like the it'sshake and bake and I helped
thing.
I feel like you know I helpedwith y'all shake and bake.
And anyway, I think there's oneof the biggest things.
(27:13):
I think, nathan, you said it, itwas after the hurricane, so
y'all got in the roofingbusiness.
Y'all are still kind of doingyour job, your corporate jobs.
Winter storm Uri hit.
We did water mitt, built backs,and then you're like well, now
what?
How are we going to survive now?
And then all of a sudden, thishurricane comes up in Louisiana.
(27:38):
And then I remember distinctly,after that hurricane, work was
done the following January andNathan was distressed and he was
like, well, I don't know whereour next thing's going to come
from.
And I had to remind you.
I'm like, do you know this?
Like winter storm came out ofnowhere and provided for you
(27:58):
guys, and this hurricane camethrough and provided for you
guys too, and so I've seen likea tremendous like growth in
y'all about that and I justwonder where your head is at on
like the security of the future,because to me, being in this
industry for 20 years, it's beenvery cyclical and that's been
(28:23):
like the big problem has beenthe ups and the downs of it and
the great, amazing years andthen the awful years, you know.
And so I just wonder wherey'all are at and how you think
about the future and futurebusiness and future provision
for you guys.
Speaker 3 (28:36):
Yeah, um, that's it's .
It's difficult, it can bedifficult, um, but, um, I can't
tell you how many times that youknow we've prayed, you know,
for, uh, it's a general prayer,just over any meal or any, any.
It's just a lot of times mymind always goes to thanking God
for provision and justentrusting him with the next
(29:01):
step, and I think it might beone of the harder things as a
Christian to do, right, you knowit's it's kind of like you want
to control the situation, youwant to go out and do this and
do that, and you know I'm goingto just make sure it happens.
I'm going to knock, you know,500 doors a week and I think,
just trusting the Lord that hewill provide for what we need.
(29:22):
And I think another thing thatprobably helps, and you can just
see God's hand throughout ourfour years bringing people in
front of us.
He is bringing people in frontof us that are also followers
and it's just crazy how it'sworked out.
I mean it's you guys initiallyand then countless other people.
(29:46):
I feel like almost everybodythat has come through Tejas
either worked for Tejas orhelped Tejas in some way or
provided counsel or consultingand that kind of thing has been
a follower and has has just comeout of almost nowhere.
It's just been really cool tosee that happen.
(30:07):
And after it happens as manytimes as it did it did I mean
it's just kind of like, hey,what, I know, he's got this
right.
Um, I mean, you bring up thehurricane but that december
afterwards.
So we had that whole hurricaneevent and then the december
after the hurricane stuff wasdone.
It was december 12th 2022 yeahthere was.
(30:29):
I mean, we were literally in ourstorage unit, um, and we were
saying to ourselves, hey, let'sorganize, we don't have anything
to do, let's organize thestorage unit.
So we bought these shelves andwe went to the storage unit,
started organizing it, and wedidn't get halfway through
building them and it startshailing on us, yeah, and so we
look at the the, we look at hailtransfer, the radar, and we're
(30:50):
like, oh gosh, there's ahailstorm.
Oh, it's in McClendon, chisholm.
Well, we drive over there andthere's two and a half inch
hailstones in the ground stillfrozen, like it's just, it's
insane, like so.
Speaker 2 (31:05):
And that storm came out of nowhere.
Speaker 3 (31:06):
It came out of nowhere.
Speaker 2 (31:07):
That was the only place it hailed in DFW.
It was a super dry hail year.
Speaker 3 (31:11):
About a neighborhood and a half, and then that pretty
much fed us for the next sixmonths for work.
So yeah, I mean, I think, Imean I'm convinced you know he's
, he's got his hand in thiscompany.
Speaker 4 (31:27):
Yeah, I think that was like two weeks after you and
I had that discussion.
Speaker 2 (31:30):
It might've been actually.
Speaker 4 (31:34):
Like that's, that's our first.
Our first part of our missionstatement is honor God.
And like that's what we're goingto do with this company and
we're going to and I have to dothis daily but like I'm going to
lay this company at God's feetand trust in him for provision,
you know, and trust in him withthe ability to help people out
in times of need.
And, um, you know, and trustinghim with the ability to help
people out in times of need andum, you know, that's been, that
(31:57):
was, that was, uh, somethingthat has grown in me a lot, um,
and I I think now, uh, where I'mat now, like, um, I'm not
looking to the future andworrying about it and trying to
control it, because I trust, Itrusted that God, whatever he
has planned for me, is his best,you know, and whether that's uh
(32:17):
, the, the company continues togrow and be able to serve people
, or or, if it, or if it doesn't, and you know, um, for whatever
reason, you know, I'm going totrust that that's that's what's
best.
And you got to remind yourself,I have to remind myself of that
daily.
You know, and I was, um,there's a verse here that says
(32:38):
it's a Psalm 37, verse 25.
This is uh David speaking, andhe says I've been young and now
I'm old, yet I've never seen therighteous forsaken or children
begging for bread.
So like we're just going totrust the Lord that he's got us
and whatever that path may be.
But that's been a toughlearning exercise for sure.
Speaker 2 (33:04):
Yeah, the way that my dad used to just marvel about
the roofing business is he wouldsay you can be sitting around
not doing anything and then nextthing you know you've got five
roofs to do.
And one of the ways my dad usedto talk about it was stirring
around.
He's like you just get up andgo stir around and something
(33:25):
will happen.
And I'm like, well, what do youmean?
And so I would observe my dadthis was before I was in the
roofing business and you'd havesome little piddly call and he'd
go out and look at that andthen he'd just go knock on the
neighbor's doors and start doingthings, showing that he wanted
that to work.
You know, and years later Iheard Dr Phil and it was one of
(33:45):
his life lessons and he saidthat life rewards action.
And that's one of the ways thatI kind of interpreted or saw
that what my dad was doing andwhat you guys were doing, when
you're messing around in yourstorage unit and then it hails,
it's like y'all aren't at thehouse worrying, Y'all are out
there saying, OK, I'm gettingready to go and do something,
(34:05):
and somehow life has a way ofrewarding us for that.
God does, I think he for thatGod does.
I think you know he sees that.
I remember one time I was inPensacola years ago and just
driving, you know, someindustrial area, and there was
this hungry dog walking.
You tell it was a mama dog, shehad puppies somewhere and she
was just prowling around, youknow, and I had like a half of a
(34:28):
granola bar and I threw it outto her and she went and gobbled
it up and like that dog'slooking for food, and so I think
that's what happens with ussometimes too, is that we're
that hungry dog.
We can go and be that hungrydog.
Sometimes stuff comes to uslike that you know, and um.
So anyway, whenever you do, Ithink also you have to not go
(34:51):
too far into the future, likedon't spend too much of your
time like worrying about toomany tomorrows at once, and you
know I have to do that sometimes.
Sometimes I'll start overworrying about things and then
I'll have to break out thecalculator and go okay, well,
how long am I good for?
You know, I'm afraid thatmoney's going to run out or
(35:13):
whatever.
Okay, well, how long am I goodfor?
You know, I'm afraid that moneyis going to run out or whatever
.
Like, is it really this urgentof a problem?
Is what my mind tries to makeit.
So it's reminding myself ofthat sometimes too.
Speaker 4 (35:21):
Yeah, that's really good advice and kind of along
the same lines that you weresaying, but like applying it to
what we were previouslydiscussing in door knocking,
like there've been multiplesituations or instances where
Jared and I have been outknocking, got no, no and no.
And then we knocked a door andsomebody was like wow, thank you
(35:44):
for knocking my door.
I have been meaning to call aroofer, get on up there and
check it out and let me knowwhat you think you know and
those are.
I think that's kind of like meknow what you think you know and
, uh, those are.
I think that's kind of like outthere stirring it up, you know.
Speaker 2 (35:58):
Yeah, I think too.
I've uh, you know, I've foundthat sometimes you can make a
decision on where you you wantto work, what you want to do.
Then, my first year in theroofing business, full-time 2003
, my dad called me and mybrother from our jobs and we
started selling a roof storm andhe was giving us every one of
the leads that came in and I'mlike, why aren't you taking
(36:20):
these leads?
You know, he's like because Iknow where I want to work.
I want to work right here inthis neighborhood in carrollton.
They're all 50 square redeckscomp over wood shingles.
I'm going to go and sell theseroofs.
I don't know if that's a 15square three tab I'm giving you,
but I know what this is.
And so he would rather be thereworking where he wants to work,
getting the kind of jobs hewants to get.
And I kind of developed thatattitude.
(36:43):
A few years later we had a stormin Weatherford and the tail end
of it came into northwest FortWorth and nobody knew about it.
We found this neighborhood ofabout 400 homes they're all 50,
60 square dimensionals, 712pitch, just all in an acre lot.
Most of them got little metalbuildings out back, 1200 square
(37:04):
foot shops and the hail justcame in sideways.
I had a new sales rep I wastraining and I started getting
excited.
I'm like man, I can't believe.
This is amazing that we foundit.
We drove around.
There was about five signs inthe neighborhood.
I'm like this is where we'regoing to work, we're going to do
all these roofs.
And Jody, my guy with me, waslike how do you know we're going
to sell?
Speaker 4 (37:22):
any and I'm like watch.
Speaker 2 (37:23):
So I get out and we start knocking Nothing.
The first day, nobody wouldhardly talk to me.
Second day, nothing.
(37:44):
Third day, nothing.
Finally, on the fifth day,somebody signs up.
I get home and I get a call onmy cell phone yeah, I need to
cancel this.
My wife said I shouldn't assigna certain amount of like
bulldoggedness, that you have tomake a decision, that this is
where I'm going to work, this iswhat I'm going to do, and when
you can do that and beconsistent enough with that.
And also, I would always boxareas off.
(38:05):
I would take big streets, youknow, maybe a square mile,
something like that, or this onebig neighborhood of 400 homes.
I'm like this is where I'mpouring all of my energy.
Yeah, and we had a storm ingrand Prairie that year too, and
I I started taking all theleads down there, uh, because I
wanted my sales guy focusing allhis energy on these homes.
(38:26):
They were all, back then,$30,000 claims, which was huge,
um, but I think that there's,yeah, there's something to being
a bulldog as far as um is isgoing after the jobs that you
want, and that's the thing thatyou get with door knocking, that
you don't get with advertising.
Speaker 4 (38:47):
Yeah, you have that ability to choose.
Yeah, yeah, yeah.
Speaker 2 (38:51):
It's good yeah to choose.
Speaker 1 (39:00):
Yeah, yeah, yeah, yeah, it's good, good question.
What do you guys what?
I know we don't want to get toofar into the future, but have
you guys thought about the?
I mean, are you thinking thisis going to be, you know,
insofar as it pleases the lordright?
Of course you guys arebelievers, we're believers, but
do you think this is going to bethe kind of thing that you
build up and hand off to familymembers one day?
Or do you would you think youwould like to grow this and sell
(39:20):
it in five to 10 years?
What are your thoughts aroundthat?
Speaker 4 (39:26):
That's a good question, my and we.
I don't even know if we alignon this or not.
I think we do, but I think whatwe originally started, what
wanted to start to create, issomething that blesses others,
(40:00):
and yeah.
Speaker 3 (40:00):
Yeah, I mean, we've never talked about like we want
to sell this thing Honestly,just doesn't make.
We've done some numbers.
Just doesn't make sense.
Uh, um, we know plenty of ofowners that, um, they know so
much about the business thatthey can train anybody and
they'll train them to do the thelaborious sides of the business
(40:25):
and they'll sit back and youknow they're there, um, but
they're more just managingeverything.
That's kind of, I think, how wesee it.
Uh, we want to want to be in it, but we don't really want to be
working in it, we want to kindof be working on it.
Everybody says you don't wantto work in the business, you
want to work on it, and we'realways kind of trying to get
(40:45):
there.
That's the goal really, I think, for us is to be able to not
have to do the day in, day outyou know, nathan, doing
inspections, me, you know, doingproduction stuff like it.
That is a a job that we've donefor a long time, both of us,
(41:06):
and we know it really well andwe're ready to start passing
those duties on to other peopleand then us going into different
markets or different businessventures or you know whatever
that is.
But yeah, I think from thebeginning we kind of like almost
, almost even said like, hey,this is kind of like for our
kids to like.
We want, we want this to be forthe kids and the community and
(41:28):
that kind of thing.
Speaker 1 (41:30):
Yeah, that's great.
Just see what it turns intoover the years.
Yeah, what is there any onething or one strategy or one
resource that's been a turningpoint for you guys to make your
business stronger and smoother?
Speaker 3 (41:45):
Yeah, I would say.
I would say that it's.
I wouldn't want to be a companythat only looks internally.
I think you really need to belooking externally at other
companies and other people andcreating relationships with
(42:05):
others.
I think that's probably one ofour biggest influential points
of the company, our, our, ourbiggest uh influential points of
the company.
People like you um, you know, Iremember when we first started,
we in the mastermind uh groupsin the beginning, with Joel
Johnson, pat ski and DOS Russo,and I mean all those guys just
(42:26):
sitting in those meetings in thebeginning, was just, I mean it
was gold and it was essentiallyfree, like for a couple of
thousand dollars of limitlesslike.
You get these groups like thisand you know you get it back
with the materials alone.
Then you get the discounts fromthe vendors and you know just
(42:46):
the meetups and stuff like that.
And I think having other people, if it's not even, if it's not
to gain knowledge, it's to giveknowledge and in doing so,
you're first of all, you'reaffirming yourself in what
you're doing Because you know,even if you think you know it
all, when you're teachingsomeone else, you're just
(43:07):
continuing to affirm what youknow and not only does.
It makes you feel good becauseyou're helping somebody else,
but it just affirms what you'redoing and really, you know, the
people are very willing in theroofing industry.
A lot of people are to giveknowledge and to help you out,
to to provide support, you know,if it's accountability, if it's
(43:30):
you questions to to things thatyou're not familiar with or
comfortable with.
Like I said before, like we've,you know, sought out people in
um, you know, slate tilebusiness to to come alongside us
and help us out with that.
So, yeah, I think that'sprobably the biggest thing
that's helped, in my opinion.
Speaker 4 (43:50):
Um, yeah, I think that's good and, additionally, I
think, too is like you need tobe focused on the finances of
your company and that's reallyimportant in this, in our
industry and you can either dothat yourself or outsource it.
We got to the point where wecouldn't do it ourselves
(44:10):
effectively anymore or got overour heads and we outsourced it,
and that's been a tremendous uhvalue, uh, to organizing our
company this year.
Um, you know, managing cashflow, um projections, uh your
budget, what's your monthly burnall those things are things
(44:33):
that you should, um, you know,have have your finger on,
because you know, like, likewe've all discussed, was we all
know this.
this can ebb and flow and um,but it's okay if you, if you
have been thoughtful and plan,you know for the future, and we
all know that just cause youhave half a million dollars in
the bank doesn't mean you havehalf a million dollars, you know
(44:55):
.
So, anyways, I think having afinancial acumen and knowing
when to, or bringing somebody into help organize and manage
that for you, has been really,really great for us and help us
make business decisions and andum, where to invest in the
(45:15):
future, etc yeah, ask, uh, ask agroup of roofers what their net
profit is and you're gonna geta lot of different answers.
Speaker 3 (45:26):
Or just ask them what their profit is.
What's your?
What is your profit?
Yeah, or your overhead, I mean,and in the no, we didn't know.
I, we had no idea.
We had some idea, but it'sprobably wrong it's probably
wrong actually was wrong.
We went back and looked it waswrong.
But I mean, the other day wehad a, a text on the limit list
you know what's your net profitand I, literally I was so proud
(45:47):
that we knew within five minutesI I clicked a button and I was
like 17.77%.
Speaker 1 (45:55):
Yeah, that was impressive.
You guys were one of the firstanswers, but it was so helpful
because we'd had a mastermindmeeting earlier that day and we
were doing EOS type planningusing a platform called 90.
You guys are using 90.io.
So you know, when you fill outyour vision section on your
three-year plan, all this stuff,it's like what's the revenue,
what's the gross profit, what'sthe net profit, All that stuff.
(46:16):
And one of the guys in thegroup was like, man, I'm going
to go with 10%.
And I was like I think that'spretty low.
Well, what are other guys inthe group doing?
Well, let's ask.
And so that's why I you know,it's a massive increase from 10%
(46:37):
.
Speaker 3 (46:38):
Yeah.
Speaker 1 (46:39):
So, so, what are you guys most, most excited about
for the next few years withTejas Roofworks?
Speaker 3 (46:50):
That's a good question.
Um, I mean growth.
Uh, so I'll have to kind ofbacktrack a little bit and tell
you that like we but like I saidbefore, we hired when we
probably shouldn't have.
We weren't ready for it, weweren't prepared for it.
We had some sops, we got helpyou know doing that kind of
(47:10):
stuff and we thought we wereready, but but we were not
organized enough to do that.
I can confidently say now.
The beginning of this year weinvested in a custom CRM, we
invested in a fractional CFOwho's doing great, and we built
this whole thing with the intentof this coming year hiring
(47:34):
people and having a company thatis ready to accept as many reps
as we need or want to have.
So we've been doing that thewhole year.
So I guess my biggestassignment would be to start
that next year.
We're going to start throwingads out there January 2nd and
start the hiring process andwe're just going to see where
(47:58):
all of this is going to land atthe end of next year.
So, yeah, we're super, superexcited to expand the company
and grow the company, and whatthat means really is like also
helping the community.
You're bringing people in tohave a great job and to make
potentially more money thanthey've ever made in their life,
and maybe it changed theirlives or their families.
So that's what I'm excitedabout.
Speaker 4 (48:19):
Part of that process, too, is we're in the process of
bringing on an operatingpartner that specializes in
who's best in class inrecruitment, onboarding,
training and sales, inrecruitment, onboarding,
training and sales.
And you know, I'm excited tohave another teammate that
(48:41):
specializes in those things,because we've never wanted to
just grow to grow.
It's more important for us togrow the right way, and we feel
like this is an investment inthat and I think it's going to
be sustainable.
Speaker 1 (48:57):
You know, as we move forward, Well, we're coming up
on almost an hour.
Time flies when you're havingfun.
What's a parting piece ofadvice you would give to any
other roofing company owner?
Listening to this?
Just over what you've learnedover the last few years.
Speaker 4 (49:25):
Man?
That's a great question.
Um, I think, uh, you know, bothof our faiths have played a
huge role in this.
Um, trusting, trusting in God,whatever his path for us may be.
(49:50):
Um, you know, don't tie, don'ttie your the value of who you
are to your success or failuresof your company.
You know, to enjoy the momentwith your, to be in the moment
and enjoy the moment with yourfamily and your wife and your
kids and not let, like wediscussed earlier, the future
(50:12):
overwhelm you.
Um and uh and yeah, manage yourcashflow.
Welcome to the Limitless Roofing Show, where we
give you a seat at the table aswe talk with roofing owners so
that you can learn from theirchallenges, their mistakes, the
things they've done to overcome,and you can go to the next
level.
And today we have in the office.
I really wish we had a greatcamera set up, but in the office
(00:28):
we've got Jared and Nathan fromTejas Roofworks.
So thanks for joining the show.
And we have Miller too.
Say hi, miller.
Speaker 2 (00:37):
Howdy, and together we are.
Speaker 1 (00:40):
Together.
We're between me and Miller.
We're one solid businessman akaDiller.
Speaker 3 (00:45):
Hey, we coined that phrase.
Don't forget that.
Speaker 1 (00:49):
So the cool thing about having you guys here is we
met you guys when we firststarted Limitless CEO Groups and
the buying group.
The GPO wasn't even really asolid idea yet.
We had the podcast going andyou guys were in corporate
America and now you're growing asuccessful roofing company.
So let's just give somebackground about how you guys
(01:10):
got into roofing and how youwere led to us and all that
stuff.
Speaker 3 (01:14):
Yeah, I think Nathan's better at telling the
story than I am, but I'll giveit a shot and he can fill in the
cracks.
I was in medical device sales.
Fill in the cracks.
I was in medical device sales.
Nathan was in commercial realestate.
(01:38):
We're just family friends backthen and my wife was family
friends with his wife's familyand we kind of met that way and
just kind of I don't know, justtalking.
One time I think we went toyour new house and we were
talking in your garage about howwe can't stay in our corporate
America lives and we just wantedto do something different.
And then I think I saw you at aJimmy John's one day when I was
in Dallas and we just kepttalking about it, kept talking
(02:00):
about it.
And then I don't really knowspecifically what it was, but we
just decided to jump in um andtry something different.
So, um, roofing came up.
I think it was through uh,another mutual friend, um guy
named Jimmy, and um, he kind ofcoined like, hey, why don't you
(02:22):
try roofing out?
So then we took a bunch ofroofing companies out to lunch
to kind of just pick theirbrains and see what the business
was like.
And I mean, we're twowell-educated guys so we kind of
looked at the business andtheir own research and that kind
of stuff and eventually cameacross y'all's podcast and then
noticed you guys were local andthen there's a lot of history
(02:45):
from there.
Speaker 4 (02:46):
But you know, I think , uh, the running joke between
me and miller is he sprung usout of corporate, he helped
spring us out of corporateamerica, um, which is a lot of
fun.
But yeah, I mean, god justopened so many doors, um, that
we were able to walk through.
And one of them was you guys.
And you know, dylan, you werein a small group with my
(03:09):
brother-in-law at NorthwestBible, and that's right.
We ended up, you know, puttingtwo and two together.
I don't think we found that outuntil after we met with y'all,
but, yeah, just through a lot ofdue diligence and a lot of
prayer, like multiple sourceswere just saying, hey, if I
could do it all over again, I'dstart a roofing company.
(03:30):
So we're like, ok, well, let's,let's go down this rabbit trail
.
And then we started listeningto podcasts this one here and
and that's how we connected withyou guys, I remember our first
meeting at the mall, uh, maybeat cheesecake factory or
something like that.
Oh, was it bj's?
That's right, is that bj's?
Speaker 1 (03:49):
yeah yeah so um, I think I ordered the peanut thai
noodle dish.
Speaker 3 (03:56):
Yeah, I think we're the only ones in there.
Speaker 4 (03:59):
Yeah, yeah so and you guys were super gracious to
take a meeting with us.
You know, and you guys, uh,were operating, still operate, a
roofing company and you knowwe're willing to share uh, a,
you guys and um, you guys were,you know, very instrumental in
in helping us get started andwhere we're at today we still
(04:32):
call you guys for advice and toyou know, kick around ideas and
you know things like that.
So it's been a lot of fun.
Speaker 1 (04:39):
Yeah, it's an awesome story for us too.
I mean, it's just really coolhow God has worked all that out.
And Jared was in medical devicesales, nathan was in commercial
real estate and it's just likeyou're you know.
So how many years ago was that?
That was three years ago for2020.
Speaker 4 (04:55):
That must've been.
I think that was honestly.
I think it was, yeah, aboutfour years ago, like this time,
because we didn't incorporateuntil, uh, the very beginning of
21 but now let's fast forwardto today.
Speaker 1 (05:13):
You guys have a roofing business in the rockwall
area in texas.
Kind of give people listeningto this the high level of your
company today.
Speaker 4 (05:23):
Yeah, we're based out of Rockwall, we primarily do
residential insurance and we areabout a $4 million a year
company and this has been a bigyear for us.
We got our own office, we hiredan office manager, we hired a
(05:46):
project manager, um, weoutsource our supplementing and
our um, what we call fractionalCFO.
Those have been great additionsto the team and I feel like
this year I feel like we've kindof reached our capacity for our
small team, um, but we've alsoput a lot of the building blocks
in place to scale.
(06:07):
So next year we are going to befocused on scaling and I think
that we've been real thoughtfulin how we've built the platform
and put the necessary pieces ofthe puzzle together to hopefully
create an environment thatpeople can come in and be
successful.
So you know, our missionstatement is to honor God, serve
(06:31):
the community and buildfamilies, and we want the people
that that come into Tejas.
We want to, you know, help thembuild their families, whether
it's through their goals ormeeting their financial goals or
their family's goals, et cetera.
We wanted to be a place thatthey enjoy to work, that they're
proud to work at and they canbe successful at.
Speaker 1 (06:55):
Yeah, that's awesome and I mean it's a success story.
You guys jumped ship fromcorporate, you got some
consulting from Miller and I.
You started learning, youstarted investing in trainings
and all kinds of stuff and it'sa success story.
I mean it's, and you guys arejust going to keep growing from
here.
You know, it's just awesome tosee.
Speaker 4 (07:15):
You guys provided us with everything except Miller.
Wouldn't go knock doors with us.
Speaker 1 (07:24):
So what's been one of the biggest?
I want to talk about a coupleof things.
One is what's one of the bestdecisions you made or resources
you used, or whatever.
But before we get into that,what's what's been one of the
biggest challenges?
Because we all know, like we'reall business owners here,
running a business is hard.
What's been one of the biggestchallenges for you guys, growing
(07:46):
a roofing company that you, andthen let's get some wisdom from
that, lessons learned and stufflike that.
Speaker 4 (07:51):
Yeah, I'd say for me the biggest challenge is, um,
wanting to be successful andcreating a successful business,
but also, same time, beingwanting to be a good husband and
a good father and likebalancing those two.
You know, and, uh, I'm notsuccessful at it, uh, and still
(08:11):
struggle with it.
You know, from time to time, uh, I think I have made some
ground, but knowing when to shutit off, when it's appropriate
to shut it off and go be presentwith your wife and kids, and
and then, you know, getting upthe next day to get after it
again.
I think that internally for meis that may be something that I
always kind of deal with, butI'm glad I'm aware of it and
(08:32):
have people that can kind ofhelp hold me accountable in that
.
Speaker 3 (08:37):
So yeah, I mean, I would definitely agree with that
.
That's been, especially whenstarting a business.
I mean, our first gosh.
We went to Louisiana for eightmonths, the first year we
started, and that was prettystressful.
We weren't making any money atTejas yet, we still were writing
off our savings accounts fromour corporate America jobs and
(09:02):
hadn't done too many roofs.
We started a roofing companyand we actually started doing
restoration work because ofSnowmageddon back in 2021.
And here we are with a roofingcompany doing interior
mitigation work, which is acurve ball.
But yeah, there's that.
And then, you know, I think,kind of I think confidence is a
(09:28):
big one, like it's like it'shard to gain confidence, it's
hard to to to like when youdon't, when you haven't done it.
You know, and it could be juststarting a roofing company, it
could be getting into a newsection, like you know, to do
tile roofs, like right now we'reyou know we're still learning
(09:49):
on on tile and and other.
You know synthetics and thatkind of thing and coatings, and
you know we're still learning onon tile and and uh other.
You know synthetics and thatkind of thing and coatings, and
you know we have to, um, getconsultants to help us do that
as well.
I think that's kind of you knowyou kind of you just trust the
people that you are bringing on,that they're they're going to
(10:10):
do the work as they say.
They're going to do it, and youknow, if you mess up you just
got to you pay for it.
So I think that's probably adifficult.
Speaker 4 (10:22):
Another thing, too, is like, when you start a
business, you're wearing all thehats, right, you're doing
everything, and it's good, it'sa learning experience.
It's a season that's right,you're doing everything and it's
(10:45):
good, it's a learningexperience.
It's a season that's necessary,you know.
I think so we're look, you knowwe're looking into 2025 and um,
we're.
Our focus is to work more uh onthe business and not in the
business, and you know, I knowwe all talk about that uh in
(11:06):
this industry a lot, um, andthat's a uh that has proven to
be a difficult, you knowtransition for us.
You know, um finding the rightpeople, um, taking all of our
SOPs that are in our head andputting them down on paper, and
um, that takes time.
Uh, when you can just go outand sell another roof, you know.
(11:26):
So you got to learn, um, Ithink, make that transition and
I think it's different foreverybody, but I think, like,
when you know your company'sthere, like you'll know, you'll
know it's time to try and makethat jump.
Speaker 1 (11:44):
Yeah, and let's go back to the you mentioned.
One of the challenges is justwork life, family life, balance,
stuff like that.
What are some things you do toput some healthy boundaries in
place?
Or, I mean, what have you doneto navigate that?
Speaker 4 (11:57):
The most helpful thing for me was getting in,
getting our office.
That was that has completely, uh, positively helped my work life
balance, because working fromhome, you know, you can get up
at six and, uh, work until eightand and hang out with the
family for breakfast and thenwork from nine to five and then,
(12:20):
uh, go have dinner with thefamily and then put the kids
down to bed you know I've gotyoung kids and and then work
from seven until nine or 10, youknow that was especially when
you're getting started.
That was very easy for me to do.
There's always something to do,you know, there's always that
next thing.
So that's when the line kind ofreally got, you know, blurred
(12:42):
for me and, um, I could cut intofamily time, but I was working
from home and when we got anoffice, that like, uh, that like
completely changed it.
It created boundaries of when,uh, it was appropriate to work
and not work and then when itwas time to go home and hang out
with the family.
So that was probably one of thebest things for me from my
(13:05):
work-life balance.
Speaker 3 (13:07):
Yeah, definitely.
Uh, it was a physical, uh,boundary.
You know you literally have toget in your truck to go to your
office.
And if you tell yourself, hey,I mean, the brunt of my work is
going to be done at the office,and you know that.
And then also, just like youknow, at five o'clock, like both
of us are typically not there,like there's some days,
obviously, some days we're there, but I remember the same thing,
(13:29):
like if I'm at home before wehave the office.
My office is the room right nextto the living room, next to the
kitchen, so it's like rightthere.
So it's, it's, it's almost likethere's not enough of a
boundary.
So I'm in my office, I findmyself in there.
You know, my wife is, iscooking dinner at, like you know
, five thirties.
Oh well, I got 30 more minutesfor her to cook the dinner.
(13:50):
I'm just going to sit in hereuntil she's done and then I'll
go out there, and then I didn'tfinish the thing I wanted to.
So we'll eat dinner and I'll goback into the office and spend
another 30 minutes to finishthat, and by that time it's like
seven o'clock.
So, being having to drive homeat a certain time, um, and then
when I get home, it's prettymuch I'm there.
I'm there for just interactionwith my family.
(14:14):
And yeah, I think also anotherthing that helps, especially in
the infancy of the business.
You know it's going to be longhours, you know it's going to be
a lot.
It's actually just creatingthose expectations A lot of
times with my wife at least sheis.
If I tell her ahead of time howmuch time I'm going to be
spending on something, it's alot better than me.
(14:34):
Just, you know, well, it's justa busy day.
I've got to stay here until youknow seven o'clock tonight.
I'm telling her this at fiveo'clock.
Well, if I told her the daybefore, like, hey, tomorrow's
gonna be a busy day, I'mprobably gonna get home till
seven o'clock, you know she'snot gonna expect me until then,
it's not gonna be like a lastminute thing.
I think, setting theexpectations up front, hey,
we're gonna go to louisiana, wedon't have any.
(14:55):
This is we're starting aroofing company.
Um, I don't know how long it'sgonna take, but I know we can
get roofs down there because myfamily lives down there.
How do you feel about this?
Are you on board?
Um, just want to make sure,before we do this, that you're
like, you're in it with us, andI think that's a lot better to
do that than to just, you know,spring it up on on your own wife
.
Speaker 1 (15:15):
Yeah, communication the cure all.
Yeah, that's, that's a bigthing for me too.
I meet guys.
Um, uh, we have.
I mean, we had a mutual friendover here at the office.
He offices at home and he washere today talking to us and man
, I couldn't do that Like I needto.
Well, two things.
You get two things.
You get alone time in the carwhich you can pray, you can
(15:37):
listen to music, like, but it'sjust you which, when you've got
multiple kids, that's a preciouslittle time there, it's just
peaceful and you got clearheadspace.
And then having the office,like you said, that you get to
and then you leave.
And for me, when I get home, alot of people just have a
tendency to be on their phones alot, and I think it's just a
terrible cultural habit that alot of Americans have.
(16:01):
So when I get home, to avoidthat, I take my phone and put it
on vibrate and put it face downon the kitchen counter and kind
of back against the backsplashwhere I won't look at it, and
then I take my Apple watch offand turn it off and put it in
the bedroom and so it's like I'mnot connected to anything.
Now I can go check like onceevery hour or two to see if I
(16:25):
possibly got some emergency textfrom somebody, which has never
happened in the last ever in mywhole life.
But it's just nice to be freeand untethered from that and be
fully present at the dinnertable, fully present with my
wife, fully present with mygirls, fully.
You know, it's just great, it'sjust a boundary.
Speaker 3 (16:44):
Yeah, I mean how it used to be.
You know, back when we didn'thave cell phones.
You know people would call it aring, but you know, you, when
we didn't have cell phones, youknow people would call it, it
would ring, but you know you'renot, you don't have.
You know the whole internet atyour fingertips.
And what are you showing yourkids when you do that too?
That they're more importantthan the phone that you're?
You know having your pocket orhaving the dinner table.
I mean, there's nothing worsethan sitting at the dinner table
(17:08):
with your kids and having yourphone out face up, and then, if
something comes up, you're likeoh well, what is that?
You know, it's just not.
It's just it's not.
It's not good.
You know it's not good to teachyour kids that way.
Speaker 4 (17:16):
Yeah.
Speaker 3 (17:16):
But um yeah.
Speaker 1 (17:18):
So what do you guys?
The business the way you've gotit.
Now let's talk a little bitabout your sales, the sales arm
of your business.
How do you guys do sales?
What do you look for in a salesrep?
What's the strategy?
Do you door knock, do you not?
Let's get into that a littlebit.
Speaker 3 (17:34):
Yeah, I'll start.
It's progressed over, you know,from the beginning.
I mean, when we first startedhiring it was like hey, man,
like just go knock.
I mean we didn't really have aset plan.
We actually failed at hiringthe first time we did it.
This was probably two years agoyear and a half two years ago
(17:58):
and we hired a bunch of peopleand it just we weren't ready to
do that.
But yeah, we're looking forpeople that kind of meet our
core values.
I think we'd like to make sureupfront that they know what our
core values are, cause if theydon't, if they don't like them,
then they're really not a goodfit.
And yeah, we, we, we expectthat they, you know, door knock
(18:20):
a certain number.
There's a lot that goes intoand we were kind of just going
over what our, our two weekorientation is going to look
like this next year.
And a lot of this is to do withthem as a person, you know,
finding out what their goals areand their ambitions are for
their family and for themselves,and aligning their schedule
(18:41):
based on that.
Like, hey, like, how much moneydo you want to make this year?
What do you want to do for yourfamily that you've never been
able to do before?
And let's see, like, how wecould get there, like let's work
on this together and back intoa number of how many doors
you've got to knock topotentially achieve that.
So, uh, we try to create, um, awhy behind all the things that
they do, um, and then we set upa schedule with them and hold
(19:03):
them accountable.
They come in every Monday andand go through their week and
their previous week and, um,yeah, I mean we're,
unapologetically, a doorknocking company.
Um, there's 10,000 roofingcompanies in DFW and we want to
be the one to knock on the doorso that another roofing company
that's, you know, chucking atruck who's going to take your
deductible is not going to bethe one knocking on it, you know
(19:24):
.
Speaker 4 (19:24):
So, um, yeah, Um, yeah, I just, I agree with Jared
, we're looking for culturalfits.
No roofing or sales experienceneeded.
We can take care of that.
You know, and um, you know weare.
(19:48):
We are door knocking company,like Jared said.
We've Jared and I have both, uh, done that and um, what I've
learned is like door knocking islike getting a spaceship into
orbit.
You know, it's not as yourcareer as a roofing salesman
grows.
It's always going to be there,but it's not going to be like it
was at the beginning.
You know, getting a spaceshipinto orbit, you've got to build
(20:11):
it, you've got to put ittogether, you've got to fire the
rocket off and it's going totake everything you've got to
get it into orbit.
But once it gets into orbit,things get a little easier.
I don't know, did you give methis analogy?
Okay, I get most of myanalogies from Miller, from
Miller.
So, um, maybe I came up withthis one on my own, I don't know
(20:31):
.
But, uh, but um, so, yeah, once, once you get that experience
in doing that.
And you know, jared and Istarted, we knocked, we knocked
doors for 18 months and, um, wegot after it and but we were
building, we're buildingsomething.
You know we're investing insomething, and, but we're
building, we're buildingsomething.
(20:52):
You know we're investing insomething and, um, you know, we,
we haven't.
We've.
We've built a company that'snow known in the community and
and, uh, we don't.
We have more organic leads andwe don't have to knock as much.
But um, I think that's what I,what we're going to teach, you
know, our sales guys is hey,this will always be there.
(21:12):
This is always a way you can go.
There's always a way that youcan go out and make money, and
that's that's through throughdoor knocking.
But also, as you mature as asalesman, you know that'll
that'll change a little bit.
You'll have referrals, you'llhave adjuster or, I'm sorry,
insurance.
You know agent and brokerrelationships.
You'll have relationships withnew construction builders, you
(21:33):
have relationships with realtorsand you know things like that.
So that layers in after, kindof after you've put your time in
.
Speaker 1 (21:40):
Yeah, yeah, you get those referral relationships.
So let's camp out on that for aminute, because some people
hate door knocking.
And then you meet some roofingowners that are freaks that love
it and they they do itthemselves all day long, if they
can.
What is your strategy with doorknocking?
Like, how do you get a sale?
If you have a new salespersonjoin the team?
(22:01):
You're going to tell themlisten, door knocking is a part
of it.
What do you do from there?
Like, what does the traininglook like?
What is there a method to it?
Yeah, look like what's.
Is there a method to it?
Yeah, how does all that work?
Speaker 4 (22:10):
Well, first off, we'll, we will teach them by
doing, by showing them.
We'll lead from the front, teachthem by showing them.
Well, also, you know, there'sthere's a lot, there's a lot of
objections out there, and notall of them, a lot of them, are
just like to get you off thefront door.
They don't necessarily, youknow, speak to that individual's
(22:34):
need.
So I think what we teach oursales guys is hey, like, you
have to always have thecustomer's best interest in mind
and, um, and you can't put thesale or trying to get the sale
or the commission above, abovethat, you know, and I think that
(23:04):
creates a genuineness and someauthenticity and things like
that that come through duringyour conversations.
Um, and then, hey, there's justsome, there's just some doors.
You're never going to win, youknow, and that's okay, just move
on.
And there are some people thatwill answer the door and
immediately try and dismiss you.
But sometimes, if you uh,listen and ask good questions
and lean in a little bit, youknow you can really understand
(23:26):
if there's a need there and ifthe services that we provide can
help them with their need.
Speaker 3 (23:30):
Yeah, there's a need there and if the services that
we provide can help them withtheir need.
Yeah, it's also.
I think you have to think of itas a process.
Without thinking of knockingdoors as a process, it can get
very, very demotivating Ifyou're going out there not
thinking of a process.
What I mean by that is like hey, every 66 doors that you knock
(23:54):
on, you should get one lead, andyou got to follow the numbers.
So, if you knock 100 doors, youdon't get a lead, and you can't
get down on yourself, becausethe next 100 doors you knock,
you could get two leads, whichyou probably will, because the
numbers say, you know, every 66doors, you get an inspection.
I'm just using round numbersthat we've kind of seen in this
(24:16):
area, but, like, if the focus ison a single day, then you're
not going to, you're going toget demoralized every day you go
out there.
So if your focus, though, isthe process, which is, hey, this
whole week, I'm going to knock250 doors, and in doing so, I
should get about this many leads, Some weeks you'll get the
(24:37):
exact amount, some less, somemore, but again, keeping your
eye on a bigger picture and, youknow, knowing what those
numbers should be uh, shouldhelp quite a bit.
And if you're, if they're, ifthe rep is lacking and they're
consistently getting under whatwe feel is an average, then
(24:57):
we'll.
You know, we talk about that.
It's not like a hey, you're notworking hard enough.
It's more of like hey, what's,what do you think is going on
here?
Let's, let's talk about this,like okay, so where do you what,
what, what happens?
Like why are you getting?
Like the you know the nose atthe door, and then we'll role
play.
You know, like hey, well, let'srole play a minute and see how
you do on this objection or thisobjection, and we might see
(25:17):
something like oh well, yeah, Ithink if you said this, I think
you may get a little bit bettertraction out of some people and
more acceptance.
So that's just another thoughtis the process.
Speaker 1 (25:30):
So that's just another thought is the process.
So if they're doing, if yousaid, about 250 doors a week, so
they're getting about four roofinspections out of that a week,
on average Six to 12.
Oh, six to 12.
Speaker 3 (25:41):
Yeah, I mean it's awesome.
Speaker 1 (25:42):
Yeah, and then, out of the six to 12, what is your
hope for as far as like, actualbusiness?
Two, contracts.
Speaker 3 (25:49):
Two contracts out of that.
Speaker 1 (25:51):
One to two.
Yeah Well, I mean, if a salesguy could do that consistently
to a week, I mean that's yeah,that's probably a full tenured
rep.
Speaker 3 (25:58):
I mean, when you're first come in, you're not doing
that, obviously, but, um, I mean, you can get really good.
Um, yeah, you can get reallygood at it.
Speaker 1 (26:10):
Miller, how many?
How many doors have you knockedover since you were 18 years
old?
Do you have any comments ondoor knocking or questions about
that?
I want to get your take.
You're the most seasoned rooferin this room.
Speaker 2 (26:27):
Well, I kind of wanted to just ask a different
question.
You know, as I think about youguys starting off and and it's
like really a scary thing to doI'm thinking about maybe there's
other guys listening that arein y'all, y'all shoes a few
years ago, corporate America,because I've seen y'all overcome
(26:48):
a lot of fears.
That's been like the cool thingfor me.
You know, I've told y'allbefore that like y'all's success
it does something in me.
You know it's like the it'sshake and bake and I helped
thing.
I feel like you know I helpedwith y'all shake and bake.
And anyway, I think there's oneof the biggest things.
(27:13):
I think, nathan, you said it, itwas after the hurricane, so
y'all got in the roofingbusiness.
Y'all are still kind of doingyour job, your corporate jobs.
Winter storm Uri hit.
We did water mitt, built backs,and then you're like well, now
what?
How are we going to survive now?
And then all of a sudden, thishurricane comes up in Louisiana.
(27:38):
And then I remember distinctly,after that hurricane, work was
done the following January andNathan was distressed and he was
like, well, I don't know whereour next thing's going to come
from.
And I had to remind you.
I'm like, do you know this?
Like winter storm came out ofnowhere and provided for you
(27:58):
guys, and this hurricane camethrough and provided for you
guys too, and so I've seen likea tremendous like growth in
y'all about that and I justwonder where your head is at on
like the security of the future,because to me, being in this
industry for 20 years, it's beenvery cyclical and that's been
(28:23):
like the big problem has beenthe ups and the downs of it and
the great, amazing years andthen the awful years, you know.
And so I just wonder wherey'all are at and how you think
about the future and futurebusiness and future provision
for you guys.
Speaker 3 (28:36):
Yeah, um, that's it's .
It's difficult, it can bedifficult, um, but, um, I can't
tell you how many times that youknow we've prayed, you know,
for, uh, it's a general prayer,just over any meal or any, any.
It's just a lot of times mymind always goes to thanking God
for provision and justentrusting him with the next
(29:01):
step, and I think it might beone of the harder things as a
Christian to do, right, you knowit's it's kind of like you want
to control the situation, youwant to go out and do this and
do that, and you know I'm goingto just make sure it happens.
I'm going to knock, you know,500 doors a week and I think,
just trusting the Lord that hewill provide for what we need.
(29:22):
And I think another thing thatprobably helps, and you can just
see God's hand throughout ourfour years bringing people in
front of us.
He is bringing people in frontof us that are also followers
and it's just crazy how it'sworked out.
I mean it's you guys initiallyand then countless other people.
(29:46):
I feel like almost everybodythat has come through Tejas
either worked for Tejas orhelped Tejas in some way or
provided counsel or consultingand that kind of thing has been
a follower and has has just comeout of almost nowhere.
It's just been really cool tosee that happen.
(30:07):
And after it happens as manytimes as it did it did I mean
it's just kind of like, hey,what, I know, he's got this
right.
Um, I mean, you bring up thehurricane but that december
afterwards.
So we had that whole hurricaneevent and then the december
after the hurricane stuff wasdone.
It was december 12th 2022 yeahthere was.
(30:29):
I mean, we were literally in ourstorage unit, um, and we were
saying to ourselves, hey, let'sorganize, we don't have anything
to do, let's organize thestorage unit.
So we bought these shelves andwe went to the storage unit,
started organizing it, and wedidn't get halfway through
building them and it startshailing on us, yeah, and so we
look at the the, we look at hailtransfer, the radar, and we're
(30:50):
like, oh gosh, there's ahailstorm.
Oh, it's in McClendon, chisholm.
Well, we drive over there andthere's two and a half inch
hailstones in the ground stillfrozen, like it's just, it's
insane, like so.
Speaker 2 (31:05):
And that storm came out of nowhere.
Speaker 3 (31:06):
It came out of nowhere.
Speaker 2 (31:07):
That was the only place it hailed in DFW.
It was a super dry hail year.
Speaker 3 (31:11):
About a neighborhood and a half, and then that pretty
much fed us for the next sixmonths for work.
So yeah, I mean, I think, Imean I'm convinced you know he's
, he's got his hand in thiscompany.
Speaker 4 (31:27):
Yeah, I think that was like two weeks after you and
I had that discussion.
Speaker 2 (31:30):
It might've been actually.
Speaker 4 (31:34):
Like that's, that's our first.
Our first part of our missionstatement is honor God.
And like that's what we're goingto do with this company and
we're going to and I have to dothis daily but like I'm going to
lay this company at God's feetand trust in him for provision,
you know, and trust in him withthe ability to help people out
in times of need.
And, um, you know, and trustinghim with the ability to help
people out in times of need andum, you know, that's been, that
(31:57):
was, that was, uh, somethingthat has grown in me a lot, um,
and I I think now, uh, where I'mat now, like, um, I'm not
looking to the future andworrying about it and trying to
control it, because I trust, Itrusted that God, whatever he
has planned for me, is his best,you know, and whether that's uh
(32:17):
, the, the company continues togrow and be able to serve people
, or or, if it, or if it doesn't, and you know, um, for whatever
reason, you know, I'm going totrust that that's that's what's
best.
And you got to remind yourself,I have to remind myself of that
daily.
You know, and I was, um,there's a verse here that says
(32:38):
it's a Psalm 37, verse 25.
This is uh David speaking, andhe says I've been young and now
I'm old, yet I've never seen therighteous forsaken or children
begging for bread.
So like we're just going totrust the Lord that he's got us
and whatever that path may be.
But that's been a toughlearning exercise for sure.
Speaker 2 (33:04):
Yeah, the way that my dad used to just marvel about
the roofing business is he wouldsay you can be sitting around
not doing anything and then nextthing you know you've got five
roofs to do.
And one of the ways my dad usedto talk about it was stirring
around.
He's like you just get up andgo stir around and something
(33:25):
will happen.
And I'm like, well, what do youmean?
And so I would observe my dadthis was before I was in the
roofing business and you'd havesome little piddly call and he'd
go out and look at that andthen he'd just go knock on the
neighbor's doors and start doingthings, showing that he wanted
that to work.
You know, and years later Iheard Dr Phil and it was one of
(33:45):
his life lessons and he saidthat life rewards action.
And that's one of the ways thatI kind of interpreted or saw
that what my dad was doing andwhat you guys were doing, when
you're messing around in yourstorage unit and then it hails,
it's like y'all aren't at thehouse worrying, Y'all are out
there saying, OK, I'm gettingready to go and do something,
(34:05):
and somehow life has a way ofrewarding us for that.
God does, I think he for thatGod does.
I think you know he sees that.
I remember one time I was inPensacola years ago and just
driving, you know, someindustrial area, and there was
this hungry dog walking.
You tell it was a mama dog, shehad puppies somewhere and she
was just prowling around, youknow, and I had like a half of a
(34:28):
granola bar and I threw it outto her and she went and gobbled
it up and like that dog'slooking for food, and so I think
that's what happens with ussometimes too, is that we're
that hungry dog.
We can go and be that hungrydog.
Sometimes stuff comes to uslike that you know, and um.
So anyway, whenever you do, Ithink also you have to not go
(34:51):
too far into the future, likedon't spend too much of your
time like worrying about toomany tomorrows at once, and you
know I have to do that sometimes.
Sometimes I'll start overworrying about things and then
I'll have to break out thecalculator and go okay, well,
how long am I good for?
You know, I'm afraid thatmoney's going to run out or
(35:13):
whatever.
Okay, well, how long am I goodfor?
You know, I'm afraid that moneyis going to run out or whatever
.
Like, is it really this urgentof a problem?
Is what my mind tries to makeit.
So it's reminding myself ofthat sometimes too.
Speaker 4 (35:21):
Yeah, that's really good advice and kind of along
the same lines that you weresaying, but like applying it to
what we were previouslydiscussing in door knocking,
like there've been multiplesituations or instances where
Jared and I have been outknocking, got no, no and no.
And then we knocked a door andsomebody was like wow, thank you
(35:44):
for knocking my door.
I have been meaning to call aroofer, get on up there and
check it out and let me knowwhat you think you know and
those are.
I think that's kind of like meknow what you think you know and
, uh, those are.
I think that's kind of like outthere stirring it up, you know.
Speaker 2 (35:58):
Yeah, I think too.
I've uh, you know, I've foundthat sometimes you can make a
decision on where you you wantto work, what you want to do.
Then, my first year in theroofing business, full-time 2003
, my dad called me and mybrother from our jobs and we
started selling a roof storm andhe was giving us every one of
the leads that came in and I'mlike, why aren't you taking
(36:20):
these leads?
You know, he's like because Iknow where I want to work.
I want to work right here inthis neighborhood in carrollton.
They're all 50 square redeckscomp over wood shingles.
I'm going to go and sell theseroofs.
I don't know if that's a 15square three tab I'm giving you,
but I know what this is.
And so he would rather be thereworking where he wants to work,
getting the kind of jobs hewants to get.
And I kind of developed thatattitude.
(36:43):
A few years later we had a stormin Weatherford and the tail end
of it came into northwest FortWorth and nobody knew about it.
We found this neighborhood ofabout 400 homes they're all 50,
60 square dimensionals, 712pitch, just all in an acre lot.
Most of them got little metalbuildings out back, 1200 square
(37:04):
foot shops and the hail justcame in sideways.
I had a new sales rep I wastraining and I started getting
excited.
I'm like man, I can't believe.
This is amazing that we foundit.
We drove around.
There was about five signs inthe neighborhood.
I'm like this is where we'regoing to work, we're going to do
all these roofs.
And Jody, my guy with me, waslike how do you know we're going
to sell?
Speaker 4 (37:22):
any and I'm like watch.
Speaker 2 (37:23):
So I get out and we start knocking Nothing.
The first day, nobody wouldhardly talk to me.
Second day, nothing.
(37:44):
Third day, nothing.
Finally, on the fifth day,somebody signs up.
I get home and I get a call onmy cell phone yeah, I need to
cancel this.
My wife said I shouldn't assigna certain amount of like
bulldoggedness, that you have tomake a decision, that this is
where I'm going to work, this iswhat I'm going to do, and when
you can do that and beconsistent enough with that.
And also, I would always boxareas off.
(38:05):
I would take big streets, youknow, maybe a square mile,
something like that, or this onebig neighborhood of 400 homes.
I'm like this is where I'mpouring all of my energy.
Yeah, and we had a storm ingrand Prairie that year too, and
I I started taking all theleads down there, uh, because I
wanted my sales guy focusing allhis energy on these homes.
(38:26):
They were all, back then,$30,000 claims, which was huge,
um, but I think that there's,yeah, there's something to being
a bulldog as far as um is isgoing after the jobs that you
want, and that's the thing thatyou get with door knocking, that
you don't get with advertising.
Speaker 4 (38:47):
Yeah, you have that ability to choose.
Yeah, yeah, yeah.
Speaker 2 (38:51):
It's good yeah to choose.
Speaker 1 (39:00):
Yeah, yeah, yeah, yeah, it's good, good question.
What do you guys what?
I know we don't want to get toofar into the future, but have
you guys thought about the?
I mean, are you thinking thisis going to be, you know,
insofar as it pleases the lordright?
Of course you guys arebelievers, we're believers, but
do you think this is going to bethe kind of thing that you
build up and hand off to familymembers one day?
Or do you would you think youwould like to grow this and sell
(39:20):
it in five to 10 years?
What are your thoughts aroundthat?
Speaker 4 (39:26):
That's a good question, my and we.
I don't even know if we alignon this or not.
I think we do, but I think whatwe originally started, what
wanted to start to create, issomething that blesses others,
(40:00):
and yeah.
Speaker 3 (40:00):
Yeah, I mean, we've never talked about like we want
to sell this thing Honestly,just doesn't make.
We've done some numbers.
Just doesn't make sense.
Uh, um, we know plenty of ofowners that, um, they know so
much about the business thatthey can train anybody and
they'll train them to do the thelaborious sides of the business
(40:25):
and they'll sit back and youknow they're there, um, but
they're more just managingeverything.
That's kind of, I think, how wesee it.
Uh, we want to want to be in it, but we don't really want to be
working in it, we want to kindof be working on it.
Everybody says you don't wantto work in the business, you
want to work on it, and we'realways kind of trying to get
(40:45):
there.
That's the goal really, I think, for us is to be able to not
have to do the day in, day outyou know, nathan, doing
inspections, me, you know, doingproduction stuff like it.
That is a a job that we've donefor a long time, both of us,
(41:06):
and we know it really well andwe're ready to start passing
those duties on to other peopleand then us going into different
markets or different businessventures or you know whatever
that is.
But yeah, I think from thebeginning we kind of like almost
, almost even said like, hey,this is kind of like for our
kids to like.
We want, we want this to be forthe kids and the community and
(41:28):
that kind of thing.
Speaker 1 (41:30):
Yeah, that's great.
Just see what it turns intoover the years.
Yeah, what is there any onething or one strategy or one
resource that's been a turningpoint for you guys to make your
business stronger and smoother?
Speaker 3 (41:45):
Yeah, I would say.
I would say that it's.
I wouldn't want to be a companythat only looks internally.
I think you really need to belooking externally at other
companies and other people andcreating relationships with
(42:05):
others.
I think that's probably one ofour biggest influential points
of the company, our, our, ourbiggest uh influential points of
the company.
People like you um, you know, Iremember when we first started,
we in the mastermind uh groupsin the beginning, with Joel
Johnson, pat ski and DOS Russo,and I mean all those guys just
(42:26):
sitting in those meetings in thebeginning, was just, I mean it
was gold and it was essentiallyfree, like for a couple of
thousand dollars of limitlesslike.
You get these groups like thisand you know you get it back
with the materials alone.
Then you get the discounts fromthe vendors and you know just
(42:46):
the meetups and stuff like that.
And I think having other people, if it's not even, if it's not
to gain knowledge, it's to giveknowledge and in doing so,
you're first of all, you'reaffirming yourself in what
you're doing Because you know,even if you think you know it
all, when you're teachingsomeone else, you're just
(43:07):
continuing to affirm what youknow and not only does.
It makes you feel good becauseyou're helping somebody else,
but it just affirms what you'redoing and really, you know, the
people are very willing in theroofing industry.
A lot of people are to giveknowledge and to help you out,
to to provide support, you know,if it's accountability, if it's
(43:30):
you questions to to things thatyou're not familiar with or
comfortable with.
Like I said before, like we've,you know, sought out people in
um, you know, slate tilebusiness to to come alongside us
and help us out with that.
So, yeah, I think that'sprobably the biggest thing
that's helped, in my opinion.
Speaker 4 (43:50):
Um, yeah, I think that's good and, additionally, I
think, too is like you need tobe focused on the finances of
your company and that's reallyimportant in this, in our
industry and you can either dothat yourself or outsource it.
We got to the point where wecouldn't do it ourselves
(44:10):
effectively anymore or got overour heads and we outsourced it,
and that's been a tremendous uhvalue, uh, to organizing our
company this year.
Um, you know, managing cashflow, um projections, uh your
budget, what's your monthly burnall those things are things
(44:33):
that you should, um, you know,have have your finger on,
because you know, like, likewe've all discussed, was we all
know this.
this can ebb and flow and um,but it's okay if you, if you
have been thoughtful and plan,you know for the future, and we
all know that just cause youhave half a million dollars in
the bank doesn't mean you havehalf a million dollars, you know
(44:55):
.
So, anyways, I think having afinancial acumen and knowing
when to, or bringing somebody into help organize and manage
that for you, has been really,really great for us and help us
make business decisions and andum, where to invest in the
(45:15):
future, etc yeah, ask, uh, ask agroup of roofers what their net
profit is and you're gonna geta lot of different answers.
Speaker 3 (45:26):
Or just ask them what their profit is.
What's your?
What is your profit?
Yeah, or your overhead, I mean,and in the no, we didn't know.
I, we had no idea.
We had some idea, but it'sprobably wrong it's probably
wrong actually was wrong.
We went back and looked it waswrong.
But I mean, the other day wehad a, a text on the limit list
you know what's your net profitand I, literally I was so proud
(45:47):
that we knew within five minutesI I clicked a button and I was
like 17.77%.
Speaker 1 (45:55):
Yeah, that was impressive.
You guys were one of the firstanswers, but it was so helpful
because we'd had a mastermindmeeting earlier that day and we
were doing EOS type planningusing a platform called 90.
You guys are using 90.io.
So you know, when you fill outyour vision section on your
three-year plan, all this stuff,it's like what's the revenue,
what's the gross profit, what'sthe net profit, All that stuff.
(46:16):
And one of the guys in thegroup was like, man, I'm going
to go with 10%.
And I was like I think that'spretty low.
Well, what are other guys inthe group doing?
Well, let's ask.
And so that's why I you know,it's a massive increase from 10%
(46:37):
.
Speaker 3 (46:38):
Yeah.
Speaker 1 (46:39):
So, so, what are you guys most, most excited about
for the next few years withTejas Roofworks?
Speaker 3 (46:50):
That's a good question.
Um, I mean growth.
Uh, so I'll have to kind ofbacktrack a little bit and tell
you that like we but like I saidbefore, we hired when we
probably shouldn't have.
We weren't ready for it, weweren't prepared for it.
We had some sops, we got helpyou know doing that kind of
(47:10):
stuff and we thought we wereready, but but we were not
organized enough to do that.
I can confidently say now.
The beginning of this year weinvested in a custom CRM, we
invested in a fractional CFOwho's doing great, and we built
this whole thing with the intentof this coming year hiring
(47:34):
people and having a company thatis ready to accept as many reps
as we need or want to have.
So we've been doing that thewhole year.
So I guess my biggestassignment would be to start
that next year.
We're going to start throwingads out there January 2nd and
start the hiring process andwe're just going to see where
(47:58):
all of this is going to land atthe end of next year.
So, yeah, we're super, superexcited to expand the company
and grow the company, and whatthat means really is like also
helping the community.
You're bringing people in tohave a great job and to make
potentially more money thanthey've ever made in their life,
and maybe it changed theirlives or their families.
So that's what I'm excitedabout.
Speaker 4 (48:19):
Part of that process, too, is we're in the process of
bringing on an operatingpartner that specializes in
who's best in class inrecruitment, onboarding,
training and sales, inrecruitment, onboarding,
training and sales.
And you know, I'm excited tohave another teammate that
(48:41):
specializes in those things,because we've never wanted to
just grow to grow.
It's more important for us togrow the right way, and we feel
like this is an investment inthat and I think it's going to
be sustainable.
Speaker 1 (48:57):
You know, as we move forward, Well, we're coming up
on almost an hour.
Time flies when you're havingfun.
What's a parting piece ofadvice you would give to any
other roofing company owner?
Listening to this?
Just over what you've learnedover the last few years.
Speaker 4 (49:25):
Man?
That's a great question.
Um, I think, uh, you know, bothof our faiths have played a
huge role in this.
Um, trusting, trusting in God,whatever his path for us may be.
(49:50):
Um, you know, don't tie, don'ttie your the value of who you
are to your success or failuresof your company.
You know, to enjoy the momentwith your, to be in the moment
and enjoy the moment with yourfamily and your wife and your
kids and not let, like wediscussed earlier, the future
(50:12):
overwhelm you.
Um and uh and yeah, manage yourcashflow.
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