How do you go from addiction and rock bottom…to signing 50 roof contracts in ONE WEEK and scaling to $10M?
Meet Cole Haynes, the founder of Escalade Roofing. In this episode, he shares the raw truth of how he battled through addiction, betrayal, and burnout, and used roofing to rewrite his future.
💥 No roadmap.
💥 No investors.
💥 Just grit, God, and Google reviews.
Cole built a powerhouse team of sales reps from gym buddies, sauna convos, and church friends. His first summer? 50 roofs and $70K in personal sales. Now? He's stacking contracts, automating with tech, and training a faith-driven sales force that's STORM-READY and scaling fast.
In this episode, you'll learn:
- How Cole signed 50 contracts in 7 days
- His secret for hiring A-players and building a no-drama team
- The exact tools & systems Escalade uses to handle explosive growth
- Why referrals, reviews, and networking CRUSH paid leads
- How to dominate even without knocking doors
Plus, Cole’s secret weapon? His faith. His team kicks off every meeting with a verse, and lives by it.
If you're launching your company, scaling past $3M, or dreaming about that $10M+ year…
You’ll feel this one in your soul. And walk away ready to build your own empire.
🔗 Links:
https://escaladeroofing.com/
🤖 Have a question? Ask this customized ChatGPT for the answer! Specifically designed for this episode, it’s here to help! https://roofingpod.com/chatgpt-258
Listen to the episode on Spotify & Apple Podcasts (258) 👇
🎧 https://roofingpod.com/spotify
🍏 https://roofingpod.com/apple-podcasts
PODCAST SPONSORS:
- The Roofing & Solar Reform Alliance: https://roofingpod.com/RSRA
- JobNimbus Marketing Services: https://roofingpod.com/jobnimbus-marketing
- PowerUp Agents AI: https://roofingpod.com/power-up-agents-ai
- Day 41 Thrive: https://roofingpod.com/day-41-thrive
IG: https://www.instagram.com/roofingsuccess/
FB: https://www.facebook.com/groups/roofingsuccess
Join Our Facebook Group: https://roofingpod.com/facebook
📱 Text Jim @ (612) 512-1812 – Say Hi!
💬 Leave Us a Review: https://roofingpod.com/review
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
How do you go from battling addiction for over a
decade to building one of thefastest growing roofing
companies in your city in undera year?
That's exactly what Cole Haynesis doing.
In 2023, he launched EscaladeRoofing from scratch.
No investors, no roadmap, justgrit, faith and an unstoppable
drive to create a better lifefor his family.
(00:21):
Now he's leading a storm-readyteam that signed over 50
contracts in a single week andhe's aiming to break $10 million
in revenue this year.
In this episode, cole revealshow he built a high-performance
sales team from friends, gymbuddies and sauna conversation,
the tech and systems he's usingto handle this explosive growth,
(00:43):
and why door knocking, googlereviews and BNI networking are
still his top lead sources.
Also, he talks about how faith,discipline and content are
driving his company culture.
If you're early in your journeyor pushing past that $3 million
mark, this episode is packedwith real, raw advice you can
(01:05):
put into work right now.
Let's jump in with Cole Haynesfrom Escalade Roofing.
Welcome to the Roofing SuccessPodcast.
I'm Jim Alleyne and I'm here tobring you insights from top
leaders in the roofing industryto help you grow and scale your
roofing business.
Cole Haynes, what's up?
Escalate Roofing?
(01:25):
Yes, sir, that's North Carolinathese days.
Speaker 2 (01:29):
Well, it's a lot better, since we just got two
and a half inches in the rail acouple of days ago.
March 16th hit us good allthrough the heart of our main
city.
So life is good.
The guys are out there crushingit right now signing contracts
like crazy.
It's a good day, day for surewe needed it.
Speaker 1 (01:49):
That's awesome.
That's awesome.
We'll talk about a lot of thepreparation and how you got to.
You know to be able tocapitalize on that, on the storm
when it comes through.
But, you know, give thelisteners a little bit of
background on you and Escalade.
Speaker 2 (02:03):
Give the listeners a little bit of background on you
and Escalade yeah so well I meanmy life story like I grew up in
Oklahoma City, oklahoma, andthen kind of like grew up in a
rough life.
I was raised by an alcoholicfather and I was surrounded by
drugs a lot of my life and so Istruggled with addiction for
like the first 15 major years ofmy life, so from like 12 until
I was like 30.
(02:24):
I was, I was deep in addiction.
So, um, that was a big part ofyou know me and and going
through it, you know, justtrying to get out of it and um,
so I moved to North Carolina tokind of escape that because a
lot of my my friends weregetting shot and we were just in
bad you know bad group ofpeople.
So I tried to escape it, movedto North Carolina and then I
kind of got right back in itlike addiction, you know bad
(02:45):
group of people.
So I tried to escape it, movedto North Carolina and then I
kind of got right back in itlike addiction, you know, just
kind of takes over.
So I do have that that you knowstory where you know addiction
and alcoholism had a hold of me,but I did overcome it.
You know, I found, found God,and he gave me the power over
those things and I gotdeliverance from it, and so life
is much better now.
(03:06):
So I met my wife here.
I was married once before.
I've got three kids with herdivorced, and then I'm remarried
.
Now I've got a two-year-oldwith my other wife from South
America.
So she's from Columbia, so veryhappy.
So how I got into roofing,though, was I was teaching at a
school, I was a networkadministrator, I was always in
(03:27):
technology and stuff like that,um, and so I ran the network
over there.
My daughter starts dating thisthis uh boy.
His dad owns a roofing company,um, but he's just a sub and
he's doing 19 roofs a week.
And so, um, like, he's comingup in these huge trucks and I'm
like man, you know that dude'sgot some money.
And then, um, so she startsdating him and, uh, I get in his
(03:51):
house.
He's got marble floors.
I mean it looks like one ofthose columbian houses you know,
just like marble, crystalchandeliers, like keypads on
every door.
And he's rebuilding the houseto like two and three stories
and and, uh, redoing the likethe, the attic space, and in the
in the frame, like the, the,the basement and stuff, just
(04:13):
building it out.
I'm just like dang, like mustbe nice, you know.
And so um get in there and andI'm in his house.
He's like yeah, you can make alot of money.
You want to sell some roofs forme?
I was like dude, I could sellanything, you know, just tell me
what to do.
He sets up an appointment withanother business owner.
You know he was doing roofs asa subcontractor.
(04:35):
So one of the roofing businessowners takes me on an inspection
because I sold a roof throughmy friend at church.
So I get up on the roof.
He's like that's hail, that'swind.
It was like the perfectinspection.
It showed exactly what hell andwind was.
Um, so after that, like, I gotthat first check for like a
thousand bucks and I was likeoff to the races after that.
(04:57):
So, um, I think I would say likethat three, three months that I
was off for summer vacationwhen I was teaching, I did at
least 50 roof contracts sold,you know, made about 60, $70,000
that summer and then just tookoff, you know, from there and
then the way I got out of it was, you know, I told him.
(05:19):
I was like you know, I'mbuilding your business.
You know, like you had zerofive stars on Google and you've
got 67 five stars.
Now, like you know, can we talkabout maybe some equity?
Like you know, you bring me asa partner.
And he just kind of chuckled,like laughed at me, like you
know, you're crazy, I know.
And then I was like all right,and then you know, that was in
(05:41):
my mind like he's never going topartner with me.
Then I sold like a $70,000 metalroof.
I was figuring out what's labor, what's material.
He was telling his crews don'ttell Cole nothing.
Don't tell Cole how much I'mpaying you for labor.
Don't tell Cole the suppliers.
(06:01):
Don't tell him how much thematerials are.
He was trying to hide it all.
And so I found out and like Ifigured out how much we profited
on that metal, if it was like40 grand.
And then he gave me a check for5 000 and I was like dude, like
we had an agreement like 60 40on the profit.
You know we split, like it wasa handshake thing, but but I
(06:22):
mean I was.
I think I did over $2 millionin sales with him, you know my
first year, and so I was doingsupplementing too.
I learned Xactimate I was doingall the supplementing stuff.
So at the end of it, he owed melike $70,000 in supplements,
$7,000 in roofs like seven roofpayments never saw a dime of it
(06:48):
in roofs like seven roofpayments never saw a dime of it.
Um, but got out and like off tothe races again.
Uh, march 2023.
We started escalade roofing andbasically just did it all over
again by myself and that was, um, the best thing that ever
happened to me.
Speaker 1 (06:57):
So yeah, that's awesome, it's cool.
Like it's the opportunity androofing is so tremendous.
Um, and it's crazy, it was ummartin pedigree that I've had on
a couple times.
He talks about it too.
He was.
I think he was like a.
He was working at a golf cluband like these guys would pull
(07:18):
up in these big trucks and likehe's like what do these guys do
man?
Like what it?
Like these, what did these guysdo man Like what?
Like these are like what I gotto do something like that.
And it's amazing how just thejust seeing it can give you the
kind of the motivation to, to,to achieve it.
Right, like it, it's somethingthat that's something real
(07:40):
special.
Okay, so you hit the groundrunning.
Right, like this is this, is it?
Now, I know what I'm, you knowI know, I know what I know, I
know what.
Uh, maybe you don't know whatyou don't know, but like what
have been the biggest challenges?
Cause you're, you're not.
Uh, let's just from ourconversations you didn't, you
(08:02):
didn't start, you didn't try tostart off slow.
Speaker 2 (08:06):
Yeah, I remember him telling me you can't make over
$2,000 on a roof, cole, that'scrazy, you can't make more than
$2,000.
I always thought, okay, we'reonly making $2,000 on this roof.
I sold my first little roof,you know, in March, when I
started it and, um, I made likefive or six grand on it.
(08:28):
So I was like all right, well,he's a liar, you know and so
that was just like that momentwhen I saw that, you know, it
was just like, man, we're, we'regoing now, you know, um, the
opportunity for my family, youknow, to provide like a better
life.
It just lit a fire in me.
(08:49):
That was just crazy.
And I would just say anybodythat's starting out, you know,
starting a company or trying toget your sales going, you got to
get out there and just knockthose doors.
You know, um, the first year Iwould say so I I'm never
probably going to have to knockanother door again if I don't
(09:09):
want to, but I like to actuallyknock doors because it's just,
it's just right there, I meanit's it's money, just, um,
coming to you, you know it's.
It's it's just if you can showthat customer why, you know, uh,
you're the guy for the job,like I mean, it's just really
easy to sell at the door.
So, um, yeah, I mean I wouldjust.
(09:30):
I would just say and what wasyour question again, jim Um?
Speaker 1 (09:34):
kind of some of the some of the biggest challenges
that you've faced.
Like what are you know?
Like you know, cause you, likeI said from our conversations
you hit the ground, running man.
You're like I'm going this isall and everything.
We're going hard.
You know, in my experience,when I run like that I break
stuff, and so you know whatstuff did you break along the
(09:56):
way and what lessons have youlearned from that.
Speaker 2 (09:58):
Yeah, so I'm the same type, like I mean, I'm just
like from a fire hose, like I'mjust going to go and, you know,
seek and kill everything in mypath.
And uh, my, my father-in-lawwould tell me I'm like a bull in
a China shop.
You know I'm just going to goin there and just go crazy and
get it done.
But um, uh, the challengeswould be, you know, in starting
(10:20):
out, you got to make sure you,you know you have everything
done legally.
You know you've got to makesure you have all your licenses,
your permits, your, you know,insurance, general liability or
workers comp.
And you know, starting out,just making sure everything is
done, you know legally is themain thing.
And then also you go through alot of crews.
(10:41):
You know, like my first year,in the beginning of from March
to like the summer, I had like30 or 40 1099 installer guys.
And like I'm like going throughthis audit right now, it's like
, yeah, you got 40subcontractors used in six
months and I was just trying tofind the best ones, you know.
And so you go through some ofthose installers that maybe
(11:03):
aren't the craftsmen you know.
And so you go through some ofthose installers that maybe
aren't the craftsmen, you know,maybe they're not the ones that
know copper work or or know howto do a tpo flat roof, you know.
And so, um, filtering throughand finding those good crews,
because I mean a lot of thoseother roofing companies, they're
not going to tell you who thebest crews are, they're not
going to try to help you, theywant you to fail.
So, um, just going through thatand you know, just finding you
(11:25):
a good crew.
I mean, I was picking up a crewat ABC supply, talking to a guy
like in the parking lot hey, youdo roofing, yeah, I do roofing,
and it's like all right, well,I hope you're good, you know.
And then just monitoring themand making sure they know what
they're doing.
And so that's some of thechallenges is just making sure
you're legal, making sure thateverything's done up to the
(11:48):
quality that you're setting thestandard for, because my goal
when I started Escalade Roofingwas to never have an unhappy
customer, and that was in mymind and that's what I trained
my employees.
It's like we will not allow anunhappy customer, and you see
that in our Google reviews andwe have over 125 Google reviews
they're all five stars andnobody's ever put a bad one in
(12:09):
there, except for anotherroofing company.
I'm convinced it was anotherroofing company that gave us a
bad review, and so we respondedprofessionally and it is what it
is, but it's still there.
But yeah, we pride ourselvesand when we step on the
customer's lawn they becomefamily.
Speaker 1 (12:27):
Yeah, that's awesome.
What have been some of thethings that have been most
helpful, or what are the lessonsthat you've learned in hiring
crews?
What are you looking for?
What questions are you askingthem before you hire them?
How do you find the good ones?
Speaker 2 (12:45):
I would say the copper.
If they do copper, youautomatically know these guys
know what they're doing.
So copper is a good telltalesign of like the best of the
best crews, because the copperguys are the ones that know how
to fabricate metal.
They know how to mold and shapemetal Um, and those are
typically the best ones.
And also TPO crews if they doflat roofing uh, typically, if
(13:12):
they have that type of uh workbehind them, they've had
training and shingles and otherthings like that.
Also, make sure that they havetheir workers comp insurance,
cause in the beginning I had,you know, uh crews that I was
hiring and they told me they hadworkers comp and then they
didn't have it at that time andso I got hit with a big
insurance bill at the end of theyear like, yeah, you know they
didn't.
Actually they weren't carryingthe policy during the that time
(13:32):
that you were using them, so Ihad to pay uh for that workers
comp insurance bill that theythey didn't have.
So, just making sure your crewshave workers comp insurance, uh
, that's very important and Iwould just look, yeah, look for
the guys that know custom copper, and those are usually the ones
that are the best.
Speaker 1 (13:49):
So one of the things you said is you know, when you,
when you started out, you justyou went.
You went door to door like andthat's what I think I think in
the beginning you have to beaggressive about acquiring
business.
Uh, another person I've had onthe podcast, juan Reyes, and he
didn't even know how to bid aroof.
(14:10):
He went out and printed 250business cards and went door to
door until someone said yes andthen he found a crew that would
help him bid the roof.
Like there's this motivationthat you need to have to get to
a job and those jobs come doorto door.
Were there recent storms orwere you just like I just need
(14:35):
work, I'm going to go get it?
Speaker 2 (14:38):
Yeah, I mean a lot of that's just figuring it out as
you go right and when you messsomething up, like you're never
going to do that again, so, butyou're learning in the moment.
So I would, I would tell myguys, like just get out there
and mess some stuff up.
I mean, don't, don't make a bigmess, but you know, get out
there and just be vulnerable andthat's the best way that you're
going to learn.
(14:58):
You have to allow them to makethose types of mistakes.
You're just going to hold theirhand and tell them exactly what
to do every time.
It's almost like I'm trying toreplicate myself and my
experience and every single oneof my guys, and so, just being
strategic about that, like don'thold their hand and tell them
every little thing.
It's like give them the tools,but also allow them to mess up,
(15:19):
uh, so that they are learning,you know.
Um, that's very important.
Speaker 1 (15:24):
And I would assume that's for yourself too, when
you're getting started, right,like, go out there, understand
that you're going to.
You're not going to have thebest pitch.
You may screw this up, you maybid this job incorrectly, you
may have to eat something onthis one, right, you may have to
like.
I think we need to understand.
(15:45):
I heard a great quote recentlyand I'm going to butcher it a
little bit, but, but it's um,we're practicing for things in
the future that are unimaginableto us now, and I loved that it
was from a guy named myrongolden, and I love that he used
the word practicing.
Speaker 2 (16:05):
We're always learning .
Like Martin Pettigrew says 1%better every day.
1% better man, like every day.
Speaker 1 (16:19):
We got to give ourselves that grace Right, and
so what allowed what?
How did you overcome thatmentally, like, was it just that
you had, you know, the faith inthe outcome?
What was it that you thatallowed you to just go out there
and go for it Like, all right,I'm leaving this company, I'm
starting a new company, I'mgoing to go get business, like,
what was, what were some ofthose things that for you, yeah,
(16:41):
so I mean I kind of got luckybecause I learned how to grow a
roofing company before I startedmy own.
Speaker 2 (16:46):
I basically built this business from the ground up
because he was onlysubcontracting jobs.
So I kind of like used thatyear to sell and to learn,
because I learned how to createhis brand, I learned how to grow
his Google reviews, I learnedhow to knock doors and I messed
up a lot of stuff under his name, which didn't hurt my name.
(17:07):
Now, like you know, a yearlater, when I'm starting
Escalade, I'm like off to theraces.
I know how to get the insurance.
You know my wife has herbusiness.
You know degree two andmarketing degree.
So she's like, she's kind oflike the spaghetti monster in
the sky, like nobody sees hermuch, but she's she's like, you
know, the puppet master workingall the things in the background
(17:28):
with the brand and the content,and you know things like that.
So, um, we, we make a goodlittle duo.
Um, but yeah, I mean there'sjust so much to it.
You just keep getting betterevery day.
I mean there's so much thingsthat you can do after knocking
doors.
You know.
Now I'm going into these B&Igroups and I heard networking
(17:48):
group was really good, and sonow.
I've got a networking group, b&iGreensboro.
I've got my COO in High Pointand I've got another guy, sales
guy, in Kernersville, and sowe've got these networking
groups where all these insuranceagencies, real estate companies
, property management companiesare all you know.
And the thing about BNI isyou're loyal to the group and so
(18:09):
your focus is to give referralsto the other people, and the
more referrals that you give,the more referrals that you
receive, and so that's just ahuge thing too is just, I would
say, get into a networking group.
It's going to really grow yournetwork in your local community
and help connect you to otherbusinesses that are successful.
The other thing where I learnedat Dimitri's conference in 2023
(18:35):
of December, I kept hearinglike Eustace Roofing, monarch
Roofing and all these bigcompanies.
They just kept saying content,like make content, and at the
beginning I was like that's that, that doesn't make sense, like
I don't know.
It's like content, like what iscontent?
Who cares, you know?
But then, like that's what allthe huge companies were saying,
like that's how they grow theirbusiness, make content.
(18:56):
And so I know you could speakto that.
Like that's you.
You got a big deal makingcontent, like um in a podcast,
and so I just went super heavyand I started living my life on
camera.
You know, live, you know justlet basically like showing
people my family and you knowdoing cool videos in, uh, my
personal page and also run anescalate roofing page and
(19:18):
showing what we do every day.
And content was key.
Like content's huge for growingyour business, even as a sales
rep, if you're up there on aroof and you sold a roof and you
do a customer testimonial realquick, it's like, hey, you know,
I'm here with Mrs Johnson, youknow, we just got our roof
approved by her insurancecompany Like she's super happy
(19:40):
and just be excited and like canyou you know, we just got our
roof approved by her insurancecompany like she's super happy,
and just be excited and like canyou, you know, just give us a
quick testimonial on yourexperience with escalade roofing
.
And then she's like like 20seconds but then boom, like that
customer testimonial goes outto thousands of people, um, and
if you can share it into localfacebook groups too, then you're
getting it in front of 30,000local people in your city.
(20:00):
And there's just so many waysto grow your business through
networking, content andreferrals.
Speaker 1 (20:15):
Referrals is massive too.
Yeah, customer content andauthentic.
A lot of times you think maybeyou need to hire a guy like
Patrick Carr or someone to comeout and do some real.
I used it, yeah, I used it.
Patrick's awesome.
Like there is a time for thatprofessional content.
Speaker 2 (20:28):
Yeah.
Speaker 1 (20:28):
But on the other side of that, just pulling out your
phone and having a conversationwith a homeowner boy, that is
impactful.
Speaker 2 (20:35):
Yeah, it's like a live Google review.
Speaker 1 (20:38):
Yeah.
Speaker 2 (20:39):
Yeah yeah, it's like a live Google review.
(21:04):
Yeah, yeah, it's.
It's amazing, the opportunitiesthat heard people say like it's
not so much about the quality,it's more so about the quantity,
because, like they um, bradley,bradley would say, I'll take
somebody like me that's going togo out and knock 10 doors,
versus somebody you know that'sjust starting out that's going
to go and knock 100 doors.
That guy that's knocking 100doors is going to kick my ass
every time.
That's what he said.
(21:24):
So it's because the numbers arejust multiplying.
You do want quality Quality issuper important but the guy over
here producing the quantity isjust going to crush you out.
And so that's what I do reallygood at.
I just go just crazy.
I'm just doing massive quantityon all levels, with the content
(21:46):
, with the networking groups,with the knocking doors, with
the you know just everything.
Speaker 1 (21:50):
Kind of like just pour it all in, you know yeah,
as much activity as possible,because that activity leads to a
lot more activity, and thatactivity leads to more activity
and that activity leads to moreactivity, and it's such a
snowball effect.
You made a comment that youdon't even really have to go out
and knock doors anymore, right?
Is that from the referralnetwork that you've built, then?
Speaker 2 (22:16):
Yep.
So yeah, I mean I would neverhave to probably knock another
door if I didn't want to.
And now my schedule is gettingso crazy I can't even really get
out there anymore with thebusiness growing.
But yeah, just because I haveso many real estate agents that
know me as the roofer, I have somany property management
companies that know me as theroofer management companies that
(22:38):
know me as the roofer, so manygeneral contractors that know me
, insurance agents, local agents, farm bureaus, state farm
agents all state agents thatknow me as the roofer and refer
me to their community, to theircustomers, and so it's just.
And they have my cell phone.
I give my cell phone out toeverybody because they can go to
(23:01):
the office number too.
But I mean the office numbergets flooded.
So you know I want people tocome to me, um, because I know
it's going to get done when itcomes through my phone.
I'm a I love texting becauseyou know you shoot me a text,
I'm on top of it.
We're going to get it doneimmediately, get it scheduled,
whatever it is.
And so, just surroundingyourself with those types of
(23:22):
people and those relationshipsand companies Like, for example,
I went to my B&I group.
Last Friday I was visitinganother chapter and there was
this lady in there.
I just met her the week beforeand she said, oh, I got a
referral for you and she sentshe referred it.
She sent me the email and Ilooked at it.
It was 1715 HOA buildings thatshe wanted replaced.
(23:46):
She's like, well, I hope youget it.
You know, go bid on it.
And she's like it's with thiscompany.
And I was like, oh, we'realready with that company, so
we're already on the vendor listfor that company and we have
the HOA vice president'sreferral for us.
So those kinds of things.
Right, there is just, it's agame changer.
(24:07):
Those relationships equalssales.
Speaker 1 (24:35):
Oh, yeah, yeah, I'm going to.
Oh, you should bid on this.
Oh yeah, we are, we are, andthey know us.
And now you have another person.
What would you do this year?
Right, like, in door to door isdifferent.
Right, like that's, we'll throwdirect sales and marketing,
like if you just turnedeverything off, but we're
allowed to receive referrals.
What would you do this year,right, like that's a good
question to ask.
(24:55):
That's a good question to ask.
The more people you do goodwork for, the more people you
build relationships with, thehigher that base becomes.
Exactly, that foundationcontinues to grow.
Everyone knows that companythat's been around their area
(25:18):
for 30, 40 years.
Everyone knows who they areevery day.
Yeah, they, they don't show upon google, they don't do like
they don't.
They don't knock.
They don't knock doors, theyjust answer their phone.
Speaker 2 (25:33):
Sometimes they quote, three times higher.
And they get the work.
Speaker 1 (25:38):
Yeah, and they get the work, yeah, and they get the
work right.
That is the outcome of what youbuild along the way right.
That's the outcome of it.
Speaker 2 (25:50):
Of being somebody that they know like and trust.
Speaker 1 (25:54):
That's right, and you mentioned that you really
wanted to make sure that you hada great customer experience.
How have you gone about shapingthat?
Because there's a lot that goesinto it.
Before we carry on with theepisode, let's give a shout out
to one of our sponsors.
(26:15):
I talk to contractors every daythat feel stuck.
Contractors every day that feelstuck Not because they're not
working hard, but becausethey're missing the structure to
growth, without chaos or theirculture's falling apart, because
their team's unclear, unalignedor just burned out.
And when change hits, they'rereacting instead of leading
(26:44):
because time and prioritiesaren't under their control.
Day 41 Thrive helps to fix thatwith proven strategies for
growth, culture and leadershipthat actually work, Ready to
thrive beyond the storm.
Visit the link in thedescription or visit the Roofing
Success podcast website on thesponsors page to start your
journey today.
Website on the sponsors page tostart your journey today.
(27:05):
You really wanted to make surethat you had a great customer
experience.
How have you gone about shapingthat?
Because that's a you knowthere's a lot that goes into it.
Speaker 2 (27:12):
Yeah, so one of the things that I would tell myself
in the beginning, when I startedthe company, was you know, I'm
just, I'm not going to allow me,you know, the company to ever
have an unsatisfied customer.
And so that was what I wouldsay is like, when we step on
your lawn, you become family,and that's what I tell uh, all,
(27:33):
all the team.
You know, that's, that's thementality, right, it's like
we're going to treat you like wewould our grandma, like our mom
, and that's how we do things.
And we haven't had that badreview yet.
So we do have over 125five-star reviews and we've
worked hard for that.
And there is always thosedifficult customers, right, and
(27:54):
they try to make it tough.
And like, for example, therewas one customer that we put on
an Owens Corning uh duration.
It was an Owens Corningduration roof and, um, the
supplier sent Owens Corning OakRidge but duration was on the
order and so we put the wholeroof on.
Everything was perfect, thecolor was right, you know, it
(28:18):
looked beautiful.
But this guy was like a micro,just, he was a doctor.
He read into every littledetail of the roof and he said,
well, these, you know, shinglesare, are this this thick and the
duration is this thick, and youknow, this is unacceptable and
just was one of those just likesuper difficult, and so we ended
(28:39):
up just like, all right, well,we're just going to take it off
and we're going to put you aduration roof on, because that's
what you want.
And so those are the kind ofthings that maybe it takes you,
you lose, you know, four, fourgrand, or you break even or
whatever it might be, um, butyou keep that customer happy and
you keep those gober reviews.
Uh, five stars, and I justwon't allow one star review Like
(29:01):
it.
It just it can't happen.
Um, and even four star reviewslike made me mad, like I've had
a four star review and it's like, yeah, you guys were awesome,
but you know, there was justthis one little thing and, um,
well, let's fix it, you know,and let's get that Google rating
up to five, and so that's superimportant because your
(29:22):
reputation on Google is youreverything, you know.
Speaker 1 (29:27):
It's everything.
People trust online reviewsmore than a recommendation from
a friend or family member.
It's crazy if you think aboutit, right, like, yeah, it's kind
of crazy, yeah, but, but thatsocial proof is impactful.
But the other aspect of that isthat you did, you did the right
thing and, and you know, ifyou're not doing a lot of work,
(29:55):
that may impact you financiallya little bit more than if you
are doing a lot of work, right,but but at the same time, like
the, the impact on thathomeowner long-term, long-term,
what they will say about youlong-term is you know, man, they
, they actually made a mistake,put the wrong shingle on, tore
(30:19):
it off and put the correctshingle on, like that's.
That is sometimes more.
That story can be moreimpactful than they did a good
job, it's the ripple it's theripple effect, you know for sure
.
Speaker 2 (30:34):
I mean, imagine if they go and give you a one-star
review and they say I orderedthis, and then you know they put
on this and this company'slying.
You know it's not honest, andthen it's like your whole
reputation is destroyed overthat one little thing and it's
like dude reputation is is soimportant.
I mean, nothing's moreimportant than than integrity
and in the company you know yeah, so now you're you know what do
(31:11):
you have?
you're you have about reps thisyear.
Is that what you're running?
And so over 200,000 homes weredestroyed.
I think we've signed over 50contracts in the first week.
So, hallelujah, you've hiredmore reps.
You're hiring even more reps.
Speaker 1 (31:42):
You're in the middle of a storm that you're trying to
capitalize on.
How are you thinking about itand preparing to train these
reps properly so that you stillcontinue to get that great
customer experience?
Speaker 2 (31:55):
Yeah, so we have a door-to-door university.
We went through door-to-doorexperts with Sam Taggart and we
have that D2D university.
So we do about 14 days oftraining on the computer, split
(32:16):
with about 14 days of shadow dayin the office, and then they'll
go out the second part of theday and follow those guys around
and really listen to those guysthat are being successful and
getting them trained.
I've noticed that we're tryingto bring in all these people and
stuff but not everybody's builtfor this thing.
It's not for everybody, butthose that do have the gift or
(32:37):
are coachable and can learn thisthing can do exceptionally well
at it.
My top sales rep, rob.
He sold 27 roofs in his firstsix months.
He made, I think, $80,000,$90,000 his first six months and
then won the Rolex.
He won the end of the year,rolex last year and then now
he's going crazy in this stormdude.
(33:00):
I think he sold like 20contracts in the past week and a
half, two weeks.
He's just a door-knockingmachine.
He grew up very poor inVirginia.
I think people that grow uppoor just when they find this
thing and the ability to providesomething for your family.
It just lights a fire in youlike no other.
(33:20):
And I mean he'll, he'll knockdoors all day long and he'll get
three, four contracts a dayconsistently in big, old, huge
neighborhoods like and, andthat's what it takes.
I mean you got to put the grindand the grit into it and go
knock the doors and and um, buthe's just a sweet old country
boy and people can't tell him no, how do you put that grit and
(33:44):
grind into someone, or how doyou?
Speaker 1 (33:47):
if they don't have it , how do you determine that yeah
, they're not, that we don't, we, we can't put the effort into
that, or, you know, maybe youhave something.
I, I see something.
Where are you at with that?
Speaker 2 (33:59):
yeah.
So I've heard people say thatthey'll hire C players and
they'll keep C players becausethey can get a little bit out of
them.
But I look at it differently.
I say that we're only lookingfor A players, and you know, you
might be a B player now, butwe're going to get you to become
an A player through thetraining, through you know the
time that we spend with you,because we, because we're trying
(34:19):
to win the Superbowl we, wedon't want to lose in the
playoffs.
We, we don't want to.
You know we're all competitiveUm, we're.
There's a lot of athletes thatwork for Escalade too, and
athletes are great sales peopletoo, because athletes don't like
to lose.
And so when you throw aleaderboard up there and you
throw a competition board, andthen you're like all right, know
this, this week, whoever signsthe most contracts gets two
(34:42):
thousand dollars cash.
And then it's like, oh my god,like I was thinking like a
hundred dollars cash, likeyou're gonna give us two
thousand dollars cash and thatis gonna just make them go crazy
and knock doors.
And when you have the tools totrack it and give them the tools
to be successful like salesrabbit, um, we use roof link as
(35:02):
our crm and sales rabbit is.
A is a is an application whereyou can go and track every door
that you've been to.
You can say if the customersigned, you can say if they're
not interested.
You can say if it has visibledamage, you can say if, if you
know they're not home, and sothen you can assign these little
(35:23):
areas out to these.
Or you know, two and a halfinch hail hit, you're going to
circle the area and you're goingto have that rep go to that
area and they're going to go andthey're going to keep track of
that neighborhood.
Um, really cool tool.
I recommend.
Sales rabbit.
Um roof link is a really goodcrm roof link.
Actually just sold to salesrabbit.
Sales rabbit Um roof link is areally good CRM roof link.
Actually just sold to salesrabbit.
Sales rabbit bought and so wegot.
(35:46):
We got a good deal on uh onsales rabbit because of that
merge.
So wow yeah.
Speaker 1 (35:52):
Are you so?
How are you tracking your salesteam?
What are the important metricsthat you feel, the most
important metrics that you feelthat they need to hit on a
day-to-day, week-to-week basisto to determine, for you to
determine if they're going to besuccessful or for them to find
success?
Speaker 2 (36:09):
So before, um, we weren't even tracking these guys
, and that was a big mistake.
It was like, well, just kind ofgo do what you can do, you know
.
And then, but then I went to,uh, I joined Rise Up Kings and I
joined a mastermind.
It was like a for Christianbusiness owners.
And uh, my, my battle buddy atRise Up Kings, he's actually a
billionaire.
His name's Troy Duhon.
(36:30):
He owns Premier Auto, one ofthe biggest car dealerships in
the United States.
And so, Troy, I told him I waslike we don't have an office and
I'm working out of the house.
And he's like what?
And it's amazing what arelationship will do for you,
right, Like somebody that, likeRandy Hurtado, shout out to
Randy Hurtado, I love him.
(36:50):
Man, Like he's just a good dude.
Like he's in the industry DT,DT, roofing out of Texas, he's
so helpful man, Like I can callhim anytime and he's just like
do this.
And it's like cool, Like that,just, you've been in the
industry for three years.
You've already messed this up.
I know the answer.
So, um, those types ofrelationships, uh, are worth the
(37:12):
weight of gold, you know, Umand so, um, who was I talking
about before?
Randy?
The?
Uh, you're from, from, rise up.
So rise up, Kings Troy, he, he,you know I'm telling him I
don't have an office.
He's like dude, like get anoffice, you know.
Uh, how are you going to speaklife into your people?
How are you going to lightfires into them every day?
(37:32):
How are you going to encouragethem?
You know, we were having like ameeting at a sale, a sales
meeting at a coffee shop, once aweek and it's like all right.
So now we, we bought thisoffice space, you know, and ever
since then, in the month ofAugust of last year, we did over
500,000 in sales, our firstmonth as an office.
And so that was huge.
Like you have to have an officeto, to train to, to motivate,
(37:55):
you know, to, to teach these, toget these guys on fire.
Um, and then the the way that westarted, and then Troy also
said this.
He said he said, um, there's asaying that says like that which
you, that which you track, willimprove faster.
And so we weren't reallytracking much, Like it was just
like all right, well, you know,sign a contract every day.
(38:18):
But then we started like makingthe guys in the sales meetings
like all right, let's go up onthe board.
What do you got this week?
How many contracts have yousigned?
How much revenue did you do, um?
You know, how many doors didyou knock, um, you know, um, how
(38:38):
much retail jobs did you do, um?
And then, yeah, but there's,there's like we wanted to keep
it simple, but there's like fiveor six, right, just things to
make them accountable for.
You know, this is what you haveto do.
So the first week we startedtracking it.
Everybody went up there andwrote zero and I'm like zero
(38:59):
Because I went up there and Iwrote like 10.
I had 10 for me.
And then the next week youcould see like, oh okay, here's
a two, there's a three, Rob'sgot a five.
And then, as soon as we startedtracking and making them write
it up on the board, um, thenumbers just just improved
drastically.
Speaker 1 (39:21):
Yeah, that's a big, it's a big, it's a big.
It will create a big impact onyour business and then it also
will really help you make betterpeople decisions.
Speaker 2 (39:38):
Right Easy to let them go.
Speaker 1 (39:39):
Yeah, I mean, it's like easy to let them go, but or
just even simply like man,what's going on?
Speaker 2 (39:45):
Yeah, that's more.
Speaker 1 (39:46):
Yeah, invest.
You know, are you havingtrouble at the more.
Are you having trouble at thedoor?
Are you having trouble at thekitchen table?
Where are you having troubles?
Let's see if we can fix thatand then, if you can't fix that,
maybe it's not right for you.
Maybe we have another role foryou, maybe we don't, but having
the metrics out there, the mostimportant metrics that you could
(40:09):
track on that for that role onan ongoing basis is is is super,
super impactful.
Um, what are you doing toensure that your team is getting
the Google reviews, causeyou've done a great job yourself
, but now how do you transferthat to the team?
Speaker 2 (40:32):
Yeah.
So I mean, the way that I wasmost successful with Google
reviews was, you know, just asimple text Like I've got a copy
and paste text to you know thegroup, and I always remind them
like, don't forget to send outyour text to the Google reviews,
because a direct text to thehomeowner with the link to the
Esql google page, that worksgreat.
But we've also got this new appwhere it automatically follows
(40:55):
up multiple times for everysigned customer, um, and so even
after the initial inspection,it'll start requesting a review
based on the inspection you knowum, and then all the way down
until you know we close the job.
And so those, those follow upapps are vital, because it was
cool once we started using it.
I just started seeing like fivestar reviews just come up
(41:16):
randomly and it's like wow,that's so much easier than
having to text them and followup with them.
Speaker 1 (41:24):
Yeah, definitely.
So it's just consistency in theask, yeah, and it sounds like
you've kind of taken it offtheir plate a little bit.
It's not just on them, you'renot just relying on your team,
you're relying on technology andautomations to also be to fill
the gaps there where they missout.
You know you got a big goalthis year and a big jump 10
(41:46):
million.
What, what operational thingsdid you put in place?
Did you get?
You know, hire some job sitesupervisor, like?
What did you do?
You know, from an operationalstandpoint, did you have to hire
people in office, a productionmanager, what were those?
You know to go from three toten.
That's you know you got somesystems put in place.
(42:09):
Yeah, Outside of the sales reps.
What did you put in place?
Speaker 2 (42:13):
Yeah, so we did get the site supervisor for the jobs
, the installs, and the sitesupervisor will go out and get
those reviews or not the reviews, but the you know the neighbors
right and talk to the neighborsand try to sell the jobs to
them as well.
The neighbors, right and talkto the neighbors and try to sell
the jobs to them as well.
It really helps the sales guysto not have to oversee their,
their projects as a projectmanager as much, so that you
(42:37):
know they don't have to runmaterials.
They don't have to.
You know, oversee the projectand make sure they're doing what
they're supposed to be doing.
The installers they can go outthere and sell more, and so
that's a key position.
And then you know just what wasthe question again.
Speaker 1 (42:59):
The, the.
The operational team that youput in place like what things
did you put in placeoperationally to support?
I know you're enjoying theepisode, but let's give a shout
out to another one of oursponsors.
As a roofing marketing agencyowner and coach, I've seen it
all Great marketing wastedbecause no one follows up fast
(43:19):
enough.
That's why I built Power UpAgents, Not just a receptionist.
Our AI handles the entirecustomer journey, from answering
the first call to booking thejob, to post job surveys and
reviews 24-7 inbound, outbound,even multilingual.
If you want leads followed upinstantly and customers nurtured
(43:42):
automatically, visit the linkin the description or visit the
sponsors page on the RoofingSuccess Podcast website.
Your full AI team is ready.
The operational team that youput in place like what things
(44:02):
did you put in placeoperationally to support the
growth that you're looking toget Well, so?
Speaker 2 (44:08):
yeah, yeah, I didn't have my coffee today.
I just realized that's right,um.
So so, yeah, I mean, obviously,like that two and a half inch
hailstorm, that that might do ithonestly.
But yeah, to be able to handleall that stuff that's going to
be coming down honestly like um,you just have to have a CRM
(44:28):
that's, like you know, up todate as far as like it needs to
be running seamlessly.
And that's what I like aboutRoofLink is it takes you down
from step from the inspection to, you know, signing the contract
, to measuring the roof, tosending out the quote to the
homeowner and having them signit, and then, after they sign it
(44:51):
, you measure the roof and youcan order the materials.
It's going to order thematerials, it's going to
schedule the labor with yourcrew and then it's going to
create an invoice.
And so RoofLink was built byroofers, so they know the
streamlined process of of whatit takes to scale, and so it's
built for that um and it reallyjust it automates the entire
(45:13):
process, um, so just making surethat roof links, like you know,
um 100 accurate, making surethat we're staying on top of
closing out the jobs and, andyou know, um other than that it
kind of runs itself and thenbringing in other tools, you
know, like like sales rabbit um,hail, trace um, you know, just
(45:33):
making sure the guys have allthe tools they they need uh to
be successful in the position aswell.
Speaker 1 (45:40):
Uh so technology is leaning on technology.
Speaker 2 (45:46):
Yeah, I mean, that's the only way to get it, and I
think once I get to 10 million,then I'm gonna have to figure
some other stuff out too.
It's like I broke three lastyear and you know, three is
manageable.
It's like at three.
It's like you don't evennecessarily maybe need a crm at
three.
I don't know um you can run itoff of, you know like company
(46:07):
cam or something, right, yeahthen yeah you know, then you
come into three plus and it'slike, okay, we got serious
systems, but then when you break10 go into 40 and 50 million.
I'm sure there's all kinds ofother stuff that that we need to
figure out right yeah, wetalked about like and you
started out in sales.
Speaker 1 (46:28):
You know you kind of alluded like I could sell
anything, like just give me ashot.
When you started off in roofing, what do you feel now, looking
at you know kind of, you know,being in the door to door
network group and being aroundsome of the some successful
sales trainers, what was it thatyou had Like, what made you an
(46:49):
effective closer right away?
Speaker 2 (46:52):
Yeah.
So, um, I think, just showing,showing genuinely like that you
care, um, just being an honestyou know honest person, and and
the thing about roofing isyou're helping people, so it's
really I would say it's probablyone of the easiest things in
the world to sell, especiallywhen everybody's getting a new
roof, and is you're helpingpeople, so it's really I would
say it's probably one of theeasiest things in the world to
sell, especially wheneverybody's getting a new roof
(47:12):
and then you're stuck with theugly roof on the block and it's
like I want a new roof.
What's going on over there, youknow, um, and just having like
that five-star company backbacking you, um, I mean it's,
it's really an easy thing to to,to sell to people when they
know like and trust you.
You know, um, I think that'sthe biggest piece is just, uh,
(47:35):
the integrity piece, and youknow, I mean we can go into God
for a minute.
You know, like I said, I wasstruggling as an addict and and
I went to that rise of Kingsprogram and we, we went through
that and and the four pillars ofRise Up Kings is faith, family,
fitness and finance.
And so really bringing God intothe company.
And I like to say, like thislike man, like we work on the
(47:59):
plan of addition, but God workson the plan of multiplication,
and so with with man, this isimpossible, but with God, all
things are possible, and so myrelationship with God really
really was a big part of how wegrew so so quickly, I think,
because he opens the doors ofheaven and pours you out
blessings that you cannot hold,and so that's so important for
(48:24):
me.
It's like there's a lot ofthings that happened as the
business grew, where I knew itwasn't me, it had to be God, and
so I would say like that'sprobably like the number one
thing that I would advise peopleto put at the front of their
life and their company is putGod at the head, because the
Bible says that you know, we'renot called to be the head, we're
not called to be the tail,we're called to be the head, and
(48:49):
so that's what I instill in allof my employees.
Every sales meeting.
We've got a little devotional.
Our Bible verse for the year tomemorize is Ephesians 3.20.
And Ephesians 3.20 says to himwho is able to do exceeding and
abundantly above all, that weask or think according to the
power that works in us, and sowe're able to do exceeding and
abundantly.
Above all, we can even thinkaccording to God in us, and so
(49:09):
we're able to do exceeding andabundantly.
Above all, we can even thinkaccording to God in us.
And so that's what we'rememorizing as a team, and I'm
trying.
You know God wants us toprosper.
The Bible says that.
You know, he lays, he puts upkings and he brings down kings.
And if you look at the historyof the Bible, like Joseph, he
was a king of Egypt, and Danielwas the king of Babylon, and
David and Solomon were the kingsof Israel, and so they were the
(49:30):
kings of the massive nations.
And so, um, we know that, andthat's what we put in front of
the company is, is you know toput God first, and um, that's
how we start every meeting, andand um, I think that's how you
really retain good people too isyou're not just helping them
grow in self-development, butyou, you're helping them grow
spiritually, and I think thatthat really um speaks.
(49:53):
You know, I mean, that's justgonna gonna keep those people
right, the good people um, ifyou're helping them grow, yeah
and it's it.
Speaker 1 (50:06):
It's your culture too .
Right, right, like, so.
Your culture attracts peoplethat are like-minded and it
repels people that are notlike-minded.
Right, and so, within whatyou're building is it continues
to evolve and grow from there.
How many of the new teammembers came from existing team
(50:30):
members, or did you just go outand cold recruit?
Has it gotten to that pointwhere it's like oh no, I know a
guy too, I know someone from mychurch.
Speaker 2 (50:38):
Some of our top salesmen came through recruits
and friends of them.
Yeah, like Adam.
Adam saw me pumping out roroofs for lemus roof and I put
him in the uh, I put him in theapp like because I knew he'd be
a good salesperson.
I was trying to bring him on tolemus on the old roofing
company and he's like dudecole's selling like four roofs a
(50:59):
week, like what's going on, andhe's an engineer with the box
company.
You know he's making seventythousand dollars a year.
And so I was, I but startedEscalade.
Adam came on board.
And then so Adam brought onPierre and Pierre's just
crushing, like I mean he's akiller.
And then Pierre brought onDarren and Darren is a machine,
(51:20):
I mean he's a military guy andhe's just going crazy.
Um, and you know, just um.
And then I got on, I got Rob infrom the gym, so we all work out
of the same gym, and so Irecruited Rob.
People, the good people to hiretoo, are people at the gym
because they are dedicated.
So I get Rob in the sauna.
The big old country boy thatsold 27 in six months and he's
(51:41):
got like 20 contracts in twoweeks already from the sales
storm Found him in a sauna andhe's like I just tell right now
he said, no matter what I do,I'm the best at what I do.
Like it's it's, you bring me in, I'll be the best.
And in my back of my head I waslike, yeah, you know okay, but
sure enough, he, he sure was,and everybody knows rob's the
best.
Speaker 1 (52:02):
And so then rob brought on will, and will is is
a killer dude and so, yeah,that's that's super important to
(52:25):
get those people through,because you know that they're
not going that a good hiringquestion that leads to how, how
committed they're going to be.
That that's something thatpeople should think about, as
you're, you know, as you'vegotten through this journey so
far, you know, looking back,what, what, what would, what
(52:47):
would be the advice that youwould give to someone maybe
starting out or stuck at.
You know, maybe they're stuckat that $3 million.
They don't see that $10 millionas an option.
What are your thoughts there?
What's some advice for thesepeople?
Speaker 2 (53:03):
Yes, I mean I would say you, can, you know, to two
million on your own right,selling and knocking doors all
day and keeping it small.
But to break it wide openyou've got to build systems.
You've got to have keypositions like an office manager
to run all of your office.
You've got to have like anoperations person to run your
(53:25):
operations and your production.
You know you need a sitesupervisor to go out to those
jobs, make sure it's being done,you know in quality, so that
they can go and get thosematerials that are missing on
the orders.
And then you know, that wayyour sales guys can be out there
, you know, focusing on sellingmore.
I think it's just reallyimportant to have those types of
systems in place to scale.
(53:46):
If that's what you're trying todo.
I mean many people are OK, justsitting around that three to
five million and don't want tobreak through that 10 million.
And I still haven't figured outhow to break over the 10
million.
But I think we definitely willhit that 10 this year and that's
through those types of systemsand just having the CRM
capability.
(54:06):
I mean, talk to the leadersthat, talk to the big dogs, see
if they'll let you know what CRMare you on, you know what
networking groups are you in.
I mean, join all the Facebookgroups, join Nextdoor.
Get in your local community.
Give back to the schools, thelocal charter schools, I would
(54:28):
say the schools that have moremoney.
Don't go into the hood schoolsas much, because I've donated
there and it's like I don't eventhink I got anything out of
that.
But go to the schools and go tothe rocker stadium like high
point rockers.
Get on the uh.
Get on the uh on the wall.
Get your name up on the walland all those people that go to
the same and see the gamesthey're going to see Escalade
(54:49):
Roofing right there.
Donate to your community.
Get in your local chambers ofcommerce, the more the merrier.
Go into all the cities.
Go to Kernersville, Go to HighPoint, go to Winston-Salem, go
to Greensboro.
Get in all your chambers ofcommerce, because then your name
is going to be listed as aroofer there and they're going
to refer you and tap into thosemarkets and go to those events
(55:12):
and set up a table and justnetwork and talk to people and
just let them know you're thereand give them your business card
.
Pass your business card out likeit's going out of style.
I mean because I've passedcards out in the mailboxes and
I've got a call a year later.
Hey, I got your card, like ayear ago.
I had it on my desk, I'm readyfor the roof, can you come do it
?
And it's like OK, cool, youknow, you just never know what
(55:34):
types of seeds that you plant isgoing to turn into into
something huge cards.
He passed them out in like amonth and I was like what do you
mean?
You need more business cards?
Like I just gave you a thousand.
He's like, yeah, they're gone.
Like, wow, okay.
(55:55):
So out of that thousand, thatfirst thousand, he got a
relationship with this companythat's buying all these
apartment complexes are inprivate equity, private equities
giving them money.
They're going and renovatingthe interior and replacing the
roofs and the gutters.
So he got this relationshipwith his company.
Now, lo and behold, pierre'sthe roofer to go and do these.
You know, 2000 square massiveapartment complexes, you know,
(56:18):
and he sold like a six hundredand eighteen thousand dollar
project which he'll probably,pierre's probably going to make
around like fifty thousanddollars on that deal, and so
that's just one project, and sothose types of things you just
never know what's going to comeabout, but just plant those
seeds everywhere you go.
Speaker 1 (56:35):
Yeah, man plant those seeds.
Thanks for your time today,Cole.
This has been another episodeof the Roofing Success Podcast.
Speaker 3 (56:42):
Thank you for tuning into the Roofing Success Podcast
For more valuable content.
Visit roofingsuccesspodcastcomWhile there.
Check out our sponsors forexclusive offers, shop for
merchandise and sign up for ournewsletter for industry updates
and tips.
Also join the Roofing SuccessFacebook group to connect with
other professionals and stayupdated on the latest trends.
(57:04):
If you enjoyed this episode,please subscribe, like, share
and leave a comment.
Your support helps us continueto bring you top industry
insights.
The website link is in thedescription.
Thanks for listening.
How do you go from battling addiction for over a
decade to building one of thefastest growing roofing
companies in your city in undera year?
That's exactly what Cole Haynesis doing.
In 2023, he launched EscaladeRoofing from scratch.
No investors, no roadmap, justgrit, faith and an unstoppable
drive to create a better lifefor his family.
(00:21):
Now he's leading a storm-readyteam that signed over 50
contracts in a single week andhe's aiming to break $10 million
in revenue this year.
In this episode, cole revealshow he built a high-performance
sales team from friends, gymbuddies and sauna conversation,
the tech and systems he's usingto handle this explosive growth,
(00:43):
and why door knocking, googlereviews and BNI networking are
still his top lead sources.
Also, he talks about how faith,discipline and content are
driving his company culture.
If you're early in your journeyor pushing past that $3 million
mark, this episode is packedwith real, raw advice you can
(01:05):
put into work right now.
Let's jump in with Cole Haynesfrom Escalade Roofing.
Welcome to the Roofing SuccessPodcast.
I'm Jim Alleyne and I'm here tobring you insights from top
leaders in the roofing industryto help you grow and scale your
roofing business.
Cole Haynes, what's up?
Escalate Roofing?
(01:25):
Yes, sir, that's North Carolinathese days.
Speaker 2 (01:29):
Well, it's a lot better, since we just got two
and a half inches in the rail acouple of days ago.
March 16th hit us good allthrough the heart of our main
city.
So life is good.
The guys are out there crushingit right now signing contracts
like crazy.
It's a good day, day for surewe needed it.
Speaker 1 (01:49):
That's awesome.
That's awesome.
We'll talk about a lot of thepreparation and how you got to.
You know to be able tocapitalize on that, on the storm
when it comes through.
But, you know, give thelisteners a little bit of
background on you and Escalade.
Speaker 2 (02:03):
Give the listeners a little bit of background on you
and Escalade yeah so well I meanmy life story like I grew up in
Oklahoma City, oklahoma, andthen kind of like grew up in a
rough life.
I was raised by an alcoholicfather and I was surrounded by
drugs a lot of my life and so Istruggled with addiction for
like the first 15 major years ofmy life, so from like 12 until
I was like 30.
(02:24):
I was, I was deep in addiction.
So, um, that was a big part ofyou know me and and going
through it, you know, justtrying to get out of it and um,
so I moved to North Carolina tokind of escape that because a
lot of my my friends weregetting shot and we were just in
bad you know bad group ofpeople.
So I tried to escape it, movedto North Carolina and then I
kind of got right back in itlike addiction, you know bad
(02:45):
group of people.
So I tried to escape it, movedto North Carolina and then I
kind of got right back in itlike addiction, you know, just
kind of takes over.
So I do have that that you knowstory where you know addiction
and alcoholism had a hold of me,but I did overcome it.
You know, I found, found God,and he gave me the power over
those things and I gotdeliverance from it, and so life
is much better now.
(03:06):
So I met my wife here.
I was married once before.
I've got three kids with herdivorced, and then I'm remarried
.
Now I've got a two-year-oldwith my other wife from South
America.
So she's from Columbia, so veryhappy.
So how I got into roofing,though, was I was teaching at a
school, I was a networkadministrator, I was always in
(03:27):
technology and stuff like that,um, and so I ran the network
over there.
My daughter starts dating thisthis uh boy.
His dad owns a roofing company,um, but he's just a sub and
he's doing 19 roofs a week.
And so, um, like, he's comingup in these huge trucks and I'm
like man, you know that dude'sgot some money.
And then, um, so she startsdating him and, uh, I get in his
(03:51):
house.
He's got marble floors.
I mean it looks like one ofthose columbian houses you know,
just like marble, crystalchandeliers, like keypads on
every door.
And he's rebuilding the houseto like two and three stories
and and, uh, redoing the likethe, the attic space, and in the
in the frame, like the, the,the basement and stuff, just
(04:13):
building it out.
I'm just like dang, like mustbe nice, you know.
And so um get in there and andI'm in his house.
He's like yeah, you can make alot of money.
You want to sell some roofs forme?
I was like dude, I could sellanything, you know, just tell me
what to do.
He sets up an appointment withanother business owner.
You know he was doing roofs asa subcontractor.
(04:35):
So one of the roofing businessowners takes me on an inspection
because I sold a roof throughmy friend at church.
So I get up on the roof.
He's like that's hail, that'swind.
It was like the perfectinspection.
It showed exactly what hell andwind was.
Um, so after that, like, I gotthat first check for like a
thousand bucks and I was likeoff to the races after that.
(04:57):
So, um, I think I would say likethat three, three months that I
was off for summer vacationwhen I was teaching, I did at
least 50 roof contracts sold,you know, made about 60, $70,000
that summer and then just tookoff, you know, from there and
then the way I got out of it was, you know, I told him.
(05:19):
I was like you know, I'mbuilding your business.
You know, like you had zerofive stars on Google and you've
got 67 five stars.
Now, like you know, can we talkabout maybe some equity?
Like you know, you bring me asa partner.
And he just kind of chuckled,like laughed at me, like you
know, you're crazy, I know.
And then I was like all right,and then you know, that was in
(05:41):
my mind like he's never going topartner with me.
Then I sold like a $70,000 metalroof.
I was figuring out what's labor, what's material.
He was telling his crews don'ttell Cole nothing.
Don't tell Cole how much I'mpaying you for labor.
Don't tell Cole the suppliers.
(06:01):
Don't tell him how much thematerials are.
He was trying to hide it all.
And so I found out and like Ifigured out how much we profited
on that metal, if it was like40 grand.
And then he gave me a check for5 000 and I was like dude, like
we had an agreement like 60 40on the profit.
You know we split, like it wasa handshake thing, but but I
(06:22):
mean I was.
I think I did over $2 millionin sales with him, you know my
first year, and so I was doingsupplementing too.
I learned Xactimate I was doingall the supplementing stuff.
So at the end of it, he owed melike $70,000 in supplements,
$7,000 in roofs like seven roofpayments never saw a dime of it
(06:48):
in roofs like seven roofpayments never saw a dime of it.
Um, but got out and like off tothe races again.
Uh, march 2023.
We started escalade roofing andbasically just did it all over
again by myself and that was, um, the best thing that ever
happened to me.
Speaker 1 (06:57):
So yeah, that's awesome, it's cool.
Like it's the opportunity androofing is so tremendous.
Um, and it's crazy, it was ummartin pedigree that I've had on
a couple times.
He talks about it too.
He was.
I think he was like a.
He was working at a golf cluband like these guys would pull
(07:18):
up in these big trucks and likehe's like what do these guys do
man?
Like what it?
Like these, what did these guysdo man Like what?
Like these are like what I gotto do something like that.
And it's amazing how just thejust seeing it can give you the
kind of the motivation to, to,to achieve it.
Right, like it, it's somethingthat that's something real
(07:40):
special.
Okay, so you hit the groundrunning.
Right, like this is this, is it?
Now, I know what I'm, you knowI know, I know what I know, I
know what.
Uh, maybe you don't know whatyou don't know, but like what
have been the biggest challenges?
Cause you're, you're not.
Uh, let's just from ourconversations you didn't, you
(08:02):
didn't start, you didn't try tostart off slow.
Speaker 2 (08:06):
Yeah, I remember him telling me you can't make over
$2,000 on a roof, cole, that'scrazy, you can't make more than
$2,000.
I always thought, okay, we'reonly making $2,000 on this roof.
I sold my first little roof,you know, in March, when I
started it and, um, I made likefive or six grand on it.
(08:28):
So I was like all right, well,he's a liar, you know and so
that was just like that momentwhen I saw that, you know, it
was just like, man, we're, we'regoing now, you know, um, the
opportunity for my family, youknow, to provide like a better
life.
It just lit a fire in me.
(08:49):
That was just crazy.
And I would just say anybodythat's starting out, you know,
starting a company or trying toget your sales going, you got to
get out there and just knockthose doors.
You know, um, the first year Iwould say so I I'm never
probably going to have to knockanother door again if I don't
(09:09):
want to, but I like to actuallyknock doors because it's just,
it's just right there, I meanit's it's money, just, um,
coming to you, you know it's.
It's it's just if you can showthat customer why, you know, uh,
you're the guy for the job,like I mean, it's just really
easy to sell at the door.
So, um, yeah, I mean I wouldjust.
(09:30):
I would just say and what wasyour question again, jim Um?
Speaker 1 (09:34):
kind of some of the some of the biggest challenges
that you've faced.
Like what are you know?
Like you know, cause you, likeI said from our conversations
you hit the ground, running man.
You're like I'm going this isall and everything.
We're going hard.
You know, in my experience,when I run like that I break
stuff, and so you know whatstuff did you break along the
(09:56):
way and what lessons have youlearned from that.
Speaker 2 (09:58):
Yeah, so I'm the same type, like I mean, I'm just
like from a fire hose, like I'mjust going to go and, you know,
seek and kill everything in mypath.
And uh, my, my father-in-lawwould tell me I'm like a bull in
a China shop.
You know I'm just going to goin there and just go crazy and
get it done.
But um, uh, the challengeswould be, you know, in starting
(10:20):
out, you got to make sure you,you know you have everything
done legally.
You know you've got to makesure you have all your licenses,
your permits, your, you know,insurance, general liability or
workers comp.
And you know, starting out,just making sure everything is
done, you know legally is themain thing.
And then also you go through alot of crews.
(10:41):
You know, like my first year,in the beginning of from March
to like the summer, I had like30 or 40 1099 installer guys.
And like I'm like going throughthis audit right now, it's like
, yeah, you got 40subcontractors used in six
months and I was just trying tofind the best ones, you know.
And so you go through some ofthose installers that maybe
(11:03):
aren't the craftsmen you know.
And so you go through some ofthose installers that maybe
aren't the craftsmen, you know,maybe they're not the ones that
know copper work or or know howto do a tpo flat roof, you know.
And so, um, filtering throughand finding those good crews,
because I mean a lot of thoseother roofing companies, they're
not going to tell you who thebest crews are, they're not
going to try to help you, theywant you to fail.
So, um, just going through thatand you know, just finding you
(11:25):
a good crew.
I mean, I was picking up a crewat ABC supply, talking to a guy
like in the parking lot hey, youdo roofing, yeah, I do roofing,
and it's like all right, well,I hope you're good, you know.
And then just monitoring themand making sure they know what
they're doing.
And so that's some of thechallenges is just making sure
you're legal, making sure thateverything's done up to the
(11:48):
quality that you're setting thestandard for, because my goal
when I started Escalade Roofingwas to never have an unhappy
customer, and that was in mymind and that's what I trained
my employees.
It's like we will not allow anunhappy customer, and you see
that in our Google reviews andwe have over 125 Google reviews
they're all five stars andnobody's ever put a bad one in
(12:09):
there, except for anotherroofing company.
I'm convinced it was anotherroofing company that gave us a
bad review, and so we respondedprofessionally and it is what it
is, but it's still there.
But yeah, we pride ourselvesand when we step on the
customer's lawn they becomefamily.
Speaker 1 (12:27):
Yeah, that's awesome.
What have been some of thethings that have been most
helpful, or what are the lessonsthat you've learned in hiring
crews?
What are you looking for?
What questions are you askingthem before you hire them?
How do you find the good ones?
Speaker 2 (12:45):
I would say the copper.
If they do copper, youautomatically know these guys
know what they're doing.
So copper is a good telltalesign of like the best of the
best crews, because the copperguys are the ones that know how
to fabricate metal.
They know how to mold and shapemetal Um, and those are
typically the best ones.
And also TPO crews if they doflat roofing uh, typically, if
(13:12):
they have that type of uh workbehind them, they've had
training and shingles and otherthings like that.
Also, make sure that they havetheir workers comp insurance,
cause in the beginning I had,you know, uh crews that I was
hiring and they told me they hadworkers comp and then they
didn't have it at that time andso I got hit with a big
insurance bill at the end of theyear like, yeah, you know they
didn't.
Actually they weren't carryingthe policy during the that time
(13:32):
that you were using them, so Ihad to pay uh for that workers
comp insurance bill that theythey didn't have.
So, just making sure your crewshave workers comp insurance, uh
, that's very important and Iwould just look, yeah, look for
the guys that know custom copper, and those are usually the ones
that are the best.
Speaker 1 (13:49):
So one of the things you said is you know, when you,
when you started out, you justyou went.
You went door to door like andthat's what I think I think in
the beginning you have to beaggressive about acquiring
business.
Uh, another person I've had onthe podcast, juan Reyes, and he
didn't even know how to bid aroof.
(14:10):
He went out and printed 250business cards and went door to
door until someone said yes andthen he found a crew that would
help him bid the roof.
Like there's this motivationthat you need to have to get to
a job and those jobs come doorto door.
Were there recent storms orwere you just like I just need
(14:35):
work, I'm going to go get it?
Speaker 2 (14:38):
Yeah, I mean a lot of that's just figuring it out as
you go right and when you messsomething up, like you're never
going to do that again, so, butyou're learning in the moment.
So I would, I would tell myguys, like just get out there
and mess some stuff up.
I mean, don't, don't make a bigmess, but you know, get out
there and just be vulnerable andthat's the best way that you're
going to learn.
(14:58):
You have to allow them to makethose types of mistakes.
You're just going to hold theirhand and tell them exactly what
to do every time.
It's almost like I'm trying toreplicate myself and my
experience and every single oneof my guys, and so, just being
strategic about that, like don'thold their hand and tell them
every little thing.
It's like give them the tools,but also allow them to mess up,
(15:19):
uh, so that they are learning,you know.
Um, that's very important.
Speaker 1 (15:24):
And I would assume that's for yourself too, when
you're getting started, right,like, go out there, understand
that you're going to.
You're not going to have thebest pitch.
You may screw this up, you maybid this job incorrectly, you
may have to eat something onthis one, right, you may have to
like.
I think we need to understand.
(15:45):
I heard a great quote recentlyand I'm going to butcher it a
little bit, but, but it's um,we're practicing for things in
the future that are unimaginableto us now, and I loved that it
was from a guy named myrongolden, and I love that he used
the word practicing.
Speaker 2 (16:05):
We're always learning .
Like Martin Pettigrew says 1%better every day.
1% better man, like every day.
Speaker 1 (16:19):
We got to give ourselves that grace Right, and
so what allowed what?
How did you overcome thatmentally, like, was it just that
you had, you know, the faith inthe outcome?
What was it that you thatallowed you to just go out there
and go for it Like, all right,I'm leaving this company, I'm
starting a new company, I'mgoing to go get business, like,
what was, what were some ofthose things that for you, yeah,
(16:41):
so I mean I kind of got luckybecause I learned how to grow a
roofing company before I startedmy own.
Speaker 2 (16:46):
I basically built this business from the ground up
because he was onlysubcontracting jobs.
So I kind of like used thatyear to sell and to learn,
because I learned how to createhis brand, I learned how to grow
his Google reviews, I learnedhow to knock doors and I messed
up a lot of stuff under his name, which didn't hurt my name.
(17:07):
Now, like you know, a yearlater, when I'm starting
Escalade, I'm like off to theraces.
I know how to get the insurance.
You know my wife has herbusiness.
You know degree two andmarketing degree.
So she's like, she's kind oflike the spaghetti monster in
the sky, like nobody sees hermuch, but she's she's like, you
know, the puppet master workingall the things in the background
(17:28):
with the brand and the content,and you know things like that.
So, um, we, we make a goodlittle duo.
Um, but yeah, I mean there'sjust so much to it.
You just keep getting betterevery day.
I mean there's so much thingsthat you can do after knocking
doors.
You know.
Now I'm going into these B&Igroups and I heard networking
(17:48):
group was really good, and sonow.
I've got a networking group, b&iGreensboro.
I've got my COO in High Pointand I've got another guy, sales
guy, in Kernersville, and sowe've got these networking
groups where all these insuranceagencies, real estate companies
, property management companiesare all you know.
And the thing about BNI isyou're loyal to the group and so
(18:09):
your focus is to give referralsto the other people, and the
more referrals that you give,the more referrals that you
receive, and so that's just ahuge thing too is just, I would
say, get into a networking group.
It's going to really grow yournetwork in your local community
and help connect you to otherbusinesses that are successful.
The other thing where I learnedat Dimitri's conference in 2023
(18:35):
of December, I kept hearinglike Eustace Roofing, monarch
Roofing and all these bigcompanies.
They just kept saying content,like make content, and at the
beginning I was like that's that, that doesn't make sense, like
I don't know.
It's like content, like what iscontent?
Who cares, you know?
But then, like that's what allthe huge companies were saying,
like that's how they grow theirbusiness, make content.
(18:56):
And so I know you could speakto that.
Like that's you.
You got a big deal makingcontent, like um in a podcast,
and so I just went super heavyand I started living my life on
camera.
You know, live, you know justlet basically like showing
people my family and you knowdoing cool videos in, uh, my
personal page and also run anescalate roofing page and
(19:18):
showing what we do every day.
And content was key.
Like content's huge for growingyour business, even as a sales
rep, if you're up there on aroof and you sold a roof and you
do a customer testimonial realquick, it's like, hey, you know,
I'm here with Mrs Johnson, youknow, we just got our roof
approved by her insurancecompany Like she's super happy
(19:40):
and just be excited and like canyou you know, we just got our
roof approved by her insurancecompany like she's super happy,
and just be excited and like canyou, you know, just give us a
quick testimonial on yourexperience with escalade roofing
.
And then she's like like 20seconds but then boom, like that
customer testimonial goes outto thousands of people, um, and
if you can share it into localfacebook groups too, then you're
getting it in front of 30,000local people in your city.
(20:00):
And there's just so many waysto grow your business through
networking, content andreferrals.
Speaker 1 (20:15):
Referrals is massive too.
Yeah, customer content andauthentic.
A lot of times you think maybeyou need to hire a guy like
Patrick Carr or someone to comeout and do some real.
I used it, yeah, I used it.
Patrick's awesome.
Like there is a time for thatprofessional content.
Speaker 2 (20:28):
Yeah.
Speaker 1 (20:28):
But on the other side of that, just pulling out your
phone and having a conversationwith a homeowner boy, that is
impactful.
Speaker 2 (20:35):
Yeah, it's like a live Google review.
Speaker 1 (20:38):
Yeah.
Speaker 2 (20:39):
Yeah yeah, it's like a live Google review.
(21:04):
Yeah, yeah, it's.
It's amazing, the opportunitiesthat heard people say like it's
not so much about the quality,it's more so about the quantity,
because, like they um, bradley,bradley would say, I'll take
somebody like me that's going togo out and knock 10 doors,
versus somebody you know that'sjust starting out that's going
to go and knock 100 doors.
That guy that's knocking 100doors is going to kick my ass
every time.
That's what he said.
(21:24):
So it's because the numbers arejust multiplying.
You do want quality Quality issuper important but the guy over
here producing the quantity isjust going to crush you out.
And so that's what I do reallygood at.
I just go just crazy.
I'm just doing massive quantityon all levels, with the content
(21:46):
, with the networking groups,with the knocking doors, with
the you know just everything.
Speaker 1 (21:50):
Kind of like just pour it all in, you know yeah,
as much activity as possible,because that activity leads to a
lot more activity, and thatactivity leads to more activity
and that activity leads to moreactivity, and it's such a
snowball effect.
You made a comment that youdon't even really have to go out
and knock doors anymore, right?
Is that from the referralnetwork that you've built, then?
Speaker 2 (22:16):
Yep.
So yeah, I mean I would neverhave to probably knock another
door if I didn't want to.
And now my schedule is gettingso crazy I can't even really get
out there anymore with thebusiness growing.
But yeah, just because I haveso many real estate agents that
know me as the roofer, I have somany property management
companies that know me as theroofer management companies that
(22:38):
know me as the roofer, so manygeneral contractors that know me
, insurance agents, local agents, farm bureaus, state farm
agents all state agents thatknow me as the roofer and refer
me to their community, to theircustomers, and so it's just.
And they have my cell phone.
I give my cell phone out toeverybody because they can go to
(23:01):
the office number too.
But I mean the office numbergets flooded.
So you know I want people tocome to me, um, because I know
it's going to get done when itcomes through my phone.
I'm a I love texting becauseyou know you shoot me a text,
I'm on top of it.
We're going to get it doneimmediately, get it scheduled,
whatever it is.
And so, just surroundingyourself with those types of
(23:22):
people and those relationshipsand companies Like, for example,
I went to my B&I group.
Last Friday I was visitinganother chapter and there was
this lady in there.
I just met her the week beforeand she said, oh, I got a
referral for you and she sentshe referred it.
She sent me the email and Ilooked at it.
It was 1715 HOA buildings thatshe wanted replaced.
(23:46):
She's like, well, I hope youget it.
You know, go bid on it.
And she's like it's with thiscompany.
And I was like, oh, we'realready with that company, so
we're already on the vendor listfor that company and we have
the HOA vice president'sreferral for us.
So those kinds of things.
Right, there is just, it's agame changer.
(24:07):
Those relationships equalssales.
Speaker 1 (24:35):
Oh, yeah, yeah, I'm going to.
Oh, you should bid on this.
Oh yeah, we are, we are, andthey know us.
And now you have another person.
What would you do this year?
Right, like, in door to door isdifferent.
Right, like that's, we'll throwdirect sales and marketing,
like if you just turnedeverything off, but we're
allowed to receive referrals.
What would you do this year,right, like that's a good
question to ask.
(24:55):
That's a good question to ask.
The more people you do goodwork for, the more people you
build relationships with, thehigher that base becomes.
Exactly, that foundationcontinues to grow.
Everyone knows that companythat's been around their area
(25:18):
for 30, 40 years.
Everyone knows who they areevery day.
Yeah, they, they don't show upon google, they don't do like
they don't.
They don't knock.
They don't knock doors, theyjust answer their phone.
Speaker 2 (25:33):
Sometimes they quote, three times higher.
And they get the work.
Speaker 1 (25:38):
Yeah, and they get the work, yeah, and they get the
work right.
That is the outcome of what youbuild along the way right.
That's the outcome of it.
Speaker 2 (25:50):
Of being somebody that they know like and trust.
Speaker 1 (25:54):
That's right, and you mentioned that you really
wanted to make sure that you hada great customer experience.
How have you gone about shapingthat?
Because there's a lot that goesinto it.
Before we carry on with theepisode, let's give a shout out
to one of our sponsors.
(26:15):
I talk to contractors every daythat feel stuck.
Contractors every day that feelstuck Not because they're not
working hard, but becausethey're missing the structure to
growth, without chaos or theirculture's falling apart, because
their team's unclear, unalignedor just burned out.
And when change hits, they'rereacting instead of leading
(26:44):
because time and prioritiesaren't under their control.
Day 41 Thrive helps to fix thatwith proven strategies for
growth, culture and leadershipthat actually work, Ready to
thrive beyond the storm.
Visit the link in thedescription or visit the Roofing
Success podcast website on thesponsors page to start your
journey today.
Website on the sponsors page tostart your journey today.
(27:05):
You really wanted to make surethat you had a great customer
experience.
How have you gone about shapingthat?
Because that's a you knowthere's a lot that goes into it.
Speaker 2 (27:12):
Yeah, so one of the things that I would tell myself
in the beginning, when I startedthe company, was you know, I'm
just, I'm not going to allow me,you know, the company to ever
have an unsatisfied customer.
And so that was what I wouldsay is like, when we step on
your lawn, you become family,and that's what I tell uh, all,
(27:33):
all the team.
You know, that's, that's thementality, right, it's like
we're going to treat you like wewould our grandma, like our mom
, and that's how we do things.
And we haven't had that badreview yet.
So we do have over 125five-star reviews and we've
worked hard for that.
And there is always thosedifficult customers, right, and
(27:54):
they try to make it tough.
And like, for example, therewas one customer that we put on
an Owens Corning uh duration.
It was an Owens Corningduration roof and, um, the
supplier sent Owens Corning OakRidge but duration was on the
order and so we put the wholeroof on.
Everything was perfect, thecolor was right, you know, it
(28:18):
looked beautiful.
But this guy was like a micro,just, he was a doctor.
He read into every littledetail of the roof and he said,
well, these, you know, shinglesare, are this this thick and the
duration is this thick, and youknow, this is unacceptable and
just was one of those just likesuper difficult, and so we ended
(28:39):
up just like, all right, well,we're just going to take it off
and we're going to put you aduration roof on, because that's
what you want.
And so those are the kind ofthings that maybe it takes you,
you lose, you know, four, fourgrand, or you break even or
whatever it might be, um, butyou keep that customer happy and
you keep those gober reviews.
Uh, five stars, and I justwon't allow one star review Like
(29:01):
it.
It just it can't happen.
Um, and even four star reviewslike made me mad, like I've had
a four star review and it's like, yeah, you guys were awesome,
but you know, there was justthis one little thing and, um,
well, let's fix it, you know,and let's get that Google rating
up to five, and so that's superimportant because your
(29:22):
reputation on Google is youreverything, you know.
Speaker 1 (29:27):
It's everything.
People trust online reviewsmore than a recommendation from
a friend or family member.
It's crazy if you think aboutit, right, like, yeah, it's kind
of crazy, yeah, but, but thatsocial proof is impactful.
But the other aspect of that isthat you did, you did the right
thing and, and you know, ifyou're not doing a lot of work,
(29:55):
that may impact you financiallya little bit more than if you
are doing a lot of work, right,but but at the same time, like
the, the impact on thathomeowner long-term, long-term,
what they will say about youlong-term is you know, man, they
, they actually made a mistake,put the wrong shingle on, tore
(30:19):
it off and put the correctshingle on, like that's.
That is sometimes more.
That story can be moreimpactful than they did a good
job, it's the ripple it's theripple effect, you know for sure
.
Speaker 2 (30:34):
I mean, imagine if they go and give you a one-star
review and they say I orderedthis, and then you know they put
on this and this company'slying.
You know it's not honest, andthen it's like your whole
reputation is destroyed overthat one little thing and it's
like dude reputation is is soimportant.
I mean, nothing's moreimportant than than integrity
and in the company you know yeah, so now you're you know what do
(31:11):
you have?
you're you have about reps thisyear.
Is that what you're running?
And so over 200,000 homes weredestroyed.
I think we've signed over 50contracts in the first week.
So, hallelujah, you've hiredmore reps.
You're hiring even more reps.
Speaker 1 (31:42):
You're in the middle of a storm that you're trying to
capitalize on.
How are you thinking about itand preparing to train these
reps properly so that you stillcontinue to get that great
customer experience?
Speaker 2 (31:55):
Yeah, so we have a door-to-door university.
We went through door-to-doorexperts with Sam Taggart and we
have that D2D university.
So we do about 14 days oftraining on the computer, split
(32:16):
with about 14 days of shadow dayin the office, and then they'll
go out the second part of theday and follow those guys around
and really listen to those guysthat are being successful and
getting them trained.
I've noticed that we're tryingto bring in all these people and
stuff but not everybody's builtfor this thing.
It's not for everybody, butthose that do have the gift or
(32:37):
are coachable and can learn thisthing can do exceptionally well
at it.
My top sales rep, rob.
He sold 27 roofs in his firstsix months.
He made, I think, $80,000,$90,000 his first six months and
then won the Rolex.
He won the end of the year,rolex last year and then now
he's going crazy in this stormdude.
(33:00):
I think he sold like 20contracts in the past week and a
half, two weeks.
He's just a door-knockingmachine.
He grew up very poor inVirginia.
I think people that grow uppoor just when they find this
thing and the ability to providesomething for your family.
It just lights a fire in youlike no other.
(33:20):
And I mean he'll, he'll knockdoors all day long and he'll get
three, four contracts a dayconsistently in big, old, huge
neighborhoods like and, andthat's what it takes.
I mean you got to put the grindand the grit into it and go
knock the doors and and um, buthe's just a sweet old country
boy and people can't tell him no, how do you put that grit and
(33:44):
grind into someone, or how doyou?
Speaker 1 (33:47):
if they don't have it , how do you determine that yeah
, they're not, that we don't, we, we can't put the effort into
that, or, you know, maybe youhave something.
I, I see something.
Where are you at with that?
Speaker 2 (33:59):
yeah.
So I've heard people say thatthey'll hire C players and
they'll keep C players becausethey can get a little bit out of
them.
But I look at it differently.
I say that we're only lookingfor A players, and you know, you
might be a B player now, butwe're going to get you to become
an A player through thetraining, through you know the
time that we spend with you,because we, because we're trying
(34:19):
to win the Superbowl we, wedon't want to lose in the
playoffs.
We, we don't want to.
You know we're all competitiveUm, we're.
There's a lot of athletes thatwork for Escalade too, and
athletes are great sales peopletoo, because athletes don't like
to lose.
And so when you throw aleaderboard up there and you
throw a competition board, andthen you're like all right, know
this, this week, whoever signsthe most contracts gets two
(34:42):
thousand dollars cash.
And then it's like, oh my god,like I was thinking like a
hundred dollars cash, likeyou're gonna give us two
thousand dollars cash and thatis gonna just make them go crazy
and knock doors.
And when you have the tools totrack it and give them the tools
to be successful like salesrabbit, um, we use roof link as
(35:02):
our crm and sales rabbit is.
A is a is an application whereyou can go and track every door
that you've been to.
You can say if the customersigned, you can say if they're
not interested.
You can say if it has visibledamage, you can say if, if you
know they're not home, and sothen you can assign these little
(35:23):
areas out to these.
Or you know, two and a halfinch hail hit, you're going to
circle the area and you're goingto have that rep go to that
area and they're going to go andthey're going to keep track of
that neighborhood.
Um, really cool tool.
I recommend.
Sales rabbit.
Um roof link is a really goodcrm roof link.
Actually just sold to salesrabbit.
Sales rabbit Um roof link is areally good CRM roof link.
Actually just sold to salesrabbit.
Sales rabbit bought and so wegot.
(35:46):
We got a good deal on uh onsales rabbit because of that
merge.
So wow yeah.
Speaker 1 (35:52):
Are you so?
How are you tracking your salesteam?
What are the important metricsthat you feel, the most
important metrics that you feelthat they need to hit on a
day-to-day, week-to-week basisto to determine, for you to
determine if they're going to besuccessful or for them to find
success?
Speaker 2 (36:09):
So before, um, we weren't even tracking these guys
, and that was a big mistake.
It was like, well, just kind ofgo do what you can do, you know
.
And then, but then I went to,uh, I joined Rise Up Kings and I
joined a mastermind.
It was like a for Christianbusiness owners.
And uh, my, my battle buddy atRise Up Kings, he's actually a
billionaire.
His name's Troy Duhon.
(36:30):
He owns Premier Auto, one ofthe biggest car dealerships in
the United States.
And so, Troy, I told him I waslike we don't have an office and
I'm working out of the house.
And he's like what?
And it's amazing what arelationship will do for you,
right, Like somebody that, likeRandy Hurtado, shout out to
Randy Hurtado, I love him.
(36:50):
Man, Like he's just a good dude.
Like he's in the industry DT,DT, roofing out of Texas, he's
so helpful man, Like I can callhim anytime and he's just like
do this.
And it's like cool, Like that,just, you've been in the
industry for three years.
You've already messed this up.
I know the answer.
So, um, those types ofrelationships, uh, are worth the
(37:12):
weight of gold, you know, Umand so, um, who was I talking
about before?
Randy?
The?
Uh, you're from, from, rise up.
So rise up, Kings Troy, he, he,you know I'm telling him I
don't have an office.
He's like dude, like get anoffice, you know.
Uh, how are you going to speaklife into your people?
How are you going to lightfires into them every day?
(37:32):
How are you going to encouragethem?
You know, we were having like ameeting at a sale, a sales
meeting at a coffee shop, once aweek and it's like all right.
So now we, we bought thisoffice space, you know, and ever
since then, in the month ofAugust of last year, we did over
500,000 in sales, our firstmonth as an office.
And so that was huge.
Like you have to have an officeto, to train to, to motivate,
(37:55):
you know, to, to teach these, toget these guys on fire.
Um, and then the the way that westarted, and then Troy also
said this.
He said he said, um, there's asaying that says like that which
you, that which you track, willimprove faster.
And so we weren't reallytracking much, Like it was just
like all right, well, you know,sign a contract every day.
(38:18):
But then we started like makingthe guys in the sales meetings
like all right, let's go up onthe board.
What do you got this week?
How many contracts have yousigned?
How much revenue did you do, um?
You know, how many doors didyou knock, um, you know, um, how
(38:38):
much retail jobs did you do, um?
And then, yeah, but there's,there's like we wanted to keep
it simple, but there's like fiveor six, right, just things to
make them accountable for.
You know, this is what you haveto do.
So the first week we startedtracking it.
Everybody went up there andwrote zero and I'm like zero
(38:59):
Because I went up there and Iwrote like 10.
I had 10 for me.
And then the next week youcould see like, oh okay, here's
a two, there's a three, Rob'sgot a five.
And then, as soon as we startedtracking and making them write
it up on the board, um, thenumbers just just improved
drastically.
Speaker 1 (39:21):
Yeah, that's a big, it's a big, it's a big.
It will create a big impact onyour business and then it also
will really help you make betterpeople decisions.
Speaker 2 (39:38):
Right Easy to let them go.
Speaker 1 (39:39):
Yeah, I mean, it's like easy to let them go, but or
just even simply like man,what's going on?
Speaker 2 (39:45):
Yeah, that's more.
Speaker 1 (39:46):
Yeah, invest.
You know, are you havingtrouble at the more.
Are you having trouble at thedoor?
Are you having trouble at thekitchen table?
Where are you having troubles?
Let's see if we can fix thatand then, if you can't fix that,
maybe it's not right for you.
Maybe we have another role foryou, maybe we don't, but having
the metrics out there, the mostimportant metrics that you could
(40:09):
track on that for that role onan ongoing basis is is is super,
super impactful.
Um, what are you doing toensure that your team is getting
the Google reviews, causeyou've done a great job yourself
, but now how do you transferthat to the team?
Speaker 2 (40:32):
Yeah.
So I mean, the way that I wasmost successful with Google
reviews was, you know, just asimple text Like I've got a copy
and paste text to you know thegroup, and I always remind them
like, don't forget to send outyour text to the Google reviews,
because a direct text to thehomeowner with the link to the
Esql google page, that worksgreat.
But we've also got this new appwhere it automatically follows
(40:55):
up multiple times for everysigned customer, um, and so even
after the initial inspection,it'll start requesting a review
based on the inspection you knowum, and then all the way down
until you know we close the job.
And so those, those follow upapps are vital, because it was
cool once we started using it.
I just started seeing like fivestar reviews just come up
(41:16):
randomly and it's like wow,that's so much easier than
having to text them and followup with them.
Speaker 1 (41:24):
Yeah, definitely.
So it's just consistency in theask, yeah, and it sounds like
you've kind of taken it offtheir plate a little bit.
It's not just on them, you'renot just relying on your team,
you're relying on technology andautomations to also be to fill
the gaps there where they missout.
You know you got a big goalthis year and a big jump 10
(41:46):
million.
What, what operational thingsdid you put in place?
Did you get?
You know, hire some job sitesupervisor, like?
What did you do?
You know, from an operationalstandpoint, did you have to hire
people in office, a productionmanager, what were those?
You know to go from three toten.
That's you know you got somesystems put in place.
(42:09):
Yeah, Outside of the sales reps.
What did you put in place?
Speaker 2 (42:13):
Yeah, so we did get the site supervisor for the jobs
, the installs, and the sitesupervisor will go out and get
those reviews or not the reviews, but the you know the neighbors
right and talk to the neighborsand try to sell the jobs to
them as well.
The neighbors, right and talkto the neighbors and try to sell
the jobs to them as well.
It really helps the sales guysto not have to oversee their,
their projects as a projectmanager as much, so that you
(42:37):
know they don't have to runmaterials.
They don't have to.
You know, oversee the projectand make sure they're doing what
they're supposed to be doing.
The installers they can go outthere and sell more, and so
that's a key position.
And then you know just what wasthe question again.
Speaker 1 (42:59):
The, the.
The operational team that youput in place like what things
did you put in placeoperationally to support?
I know you're enjoying theepisode, but let's give a shout
out to another one of oursponsors.
As a roofing marketing agencyowner and coach, I've seen it
all Great marketing wastedbecause no one follows up fast
(43:19):
enough.
That's why I built Power UpAgents, Not just a receptionist.
Our AI handles the entirecustomer journey, from answering
the first call to booking thejob, to post job surveys and
reviews 24-7 inbound, outbound,even multilingual.
If you want leads followed upinstantly and customers nurtured
(43:42):
automatically, visit the linkin the description or visit the
sponsors page on the RoofingSuccess Podcast website.
Your full AI team is ready.
The operational team that youput in place like what things
(44:02):
did you put in placeoperationally to support the
growth that you're looking toget Well, so?
Speaker 2 (44:08):
yeah, yeah, I didn't have my coffee today.
I just realized that's right,um.
So so, yeah, I mean, obviously,like that two and a half inch
hailstorm, that that might do ithonestly.
But yeah, to be able to handleall that stuff that's going to
be coming down honestly like um,you just have to have a CRM
(44:28):
that's, like you know, up todate as far as like it needs to
be running seamlessly.
And that's what I like aboutRoofLink is it takes you down
from step from the inspection to, you know, signing the contract
, to measuring the roof, tosending out the quote to the
homeowner and having them signit, and then, after they sign it
(44:51):
, you measure the roof and youcan order the materials.
It's going to order thematerials, it's going to
schedule the labor with yourcrew and then it's going to
create an invoice.
And so RoofLink was built byroofers, so they know the
streamlined process of of whatit takes to scale, and so it's
built for that um and it reallyjust it automates the entire
(45:13):
process, um, so just making surethat roof links, like you know,
um 100 accurate, making surethat we're staying on top of
closing out the jobs and, andyou know, um other than that it
kind of runs itself and thenbringing in other tools, you
know, like like sales rabbit um,hail, trace um, you know, just
(45:33):
making sure the guys have allthe tools they they need uh to
be successful in the position aswell.
Speaker 1 (45:40):
Uh so technology is leaning on technology.
Speaker 2 (45:46):
Yeah, I mean, that's the only way to get it, and I
think once I get to 10 million,then I'm gonna have to figure
some other stuff out too.
It's like I broke three lastyear and you know, three is
manageable.
It's like at three.
It's like you don't evennecessarily maybe need a crm at
three.
I don't know um you can run itoff of, you know like company
(46:07):
cam or something, right, yeahthen yeah you know, then you
come into three plus and it'slike, okay, we got serious
systems, but then when you break10 go into 40 and 50 million.
I'm sure there's all kinds ofother stuff that that we need to
figure out right yeah, wetalked about like and you
started out in sales.
Speaker 1 (46:28):
You know you kind of alluded like I could sell
anything, like just give me ashot.
When you started off in roofing, what do you feel now, looking
at you know kind of, you know,being in the door to door
network group and being aroundsome of the some successful
sales trainers, what was it thatyou had Like, what made you an
(46:49):
effective closer right away?
Speaker 2 (46:52):
Yeah.
So, um, I think, just showing,showing genuinely like that you
care, um, just being an honestyou know honest person, and and
the thing about roofing isyou're helping people, so it's
really I would say it's probablyone of the easiest things in
the world to sell, especiallywhen everybody's getting a new
roof, and is you're helpingpeople, so it's really I would
say it's probably one of theeasiest things in the world to
sell, especially wheneverybody's getting a new roof
(47:12):
and then you're stuck with theugly roof on the block and it's
like I want a new roof.
What's going on over there, youknow, um, and just having like
that five-star company backbacking you, um, I mean it's,
it's really an easy thing to to,to sell to people when they
know like and trust you.
You know, um, I think that'sthe biggest piece is just, uh,
(47:35):
the integrity piece, and youknow, I mean we can go into God
for a minute.
You know, like I said, I wasstruggling as an addict and and
I went to that rise of Kingsprogram and we, we went through
that and and the four pillars ofRise Up Kings is faith, family,
fitness and finance.
And so really bringing God intothe company.
And I like to say, like thislike man, like we work on the
(47:59):
plan of addition, but God workson the plan of multiplication,
and so with with man, this isimpossible, but with God, all
things are possible, and so myrelationship with God really
really was a big part of how wegrew so so quickly, I think,
because he opens the doors ofheaven and pours you out
blessings that you cannot hold,and so that's so important for
(48:24):
me.
It's like there's a lot ofthings that happened as the
business grew, where I knew itwasn't me, it had to be God, and
so I would say like that'sprobably like the number one
thing that I would advise peopleto put at the front of their
life and their company is putGod at the head, because the
Bible says that you know, we'renot called to be the head, we're
not called to be the tail,we're called to be the head, and
(48:49):
so that's what I instill in allof my employees.
Every sales meeting.
We've got a little devotional.
Our Bible verse for the year tomemorize is Ephesians 3.20.
And Ephesians 3.20 says to himwho is able to do exceeding and
abundantly above all, that weask or think according to the
power that works in us, and sowe're able to do exceeding and
abundantly.
Above all, we can even thinkaccording to God in us, and so
(49:09):
we're able to do exceeding andabundantly.
Above all, we can even thinkaccording to God in us.
And so that's what we'rememorizing as a team, and I'm
trying.
You know God wants us toprosper.
The Bible says that.
You know, he lays, he puts upkings and he brings down kings.
And if you look at the historyof the Bible, like Joseph, he
was a king of Egypt, and Danielwas the king of Babylon, and
David and Solomon were the kingsof Israel, and so they were the
(49:30):
kings of the massive nations.
And so, um, we know that, andthat's what we put in front of
the company is, is you know toput God first, and um, that's
how we start every meeting, andand um, I think that's how you
really retain good people too isyou're not just helping them
grow in self-development, butyou, you're helping them grow
spiritually, and I think thatthat really um speaks.
(49:53):
You know, I mean, that's justgonna gonna keep those people
right, the good people um, ifyou're helping them grow, yeah
and it's it.
Speaker 1 (50:06):
It's your culture too .
Right, right, like, so.
Your culture attracts peoplethat are like-minded and it
repels people that are notlike-minded.
Right, and so, within whatyou're building is it continues
to evolve and grow from there.
How many of the new teammembers came from existing team
(50:30):
members, or did you just go outand cold recruit?
Has it gotten to that pointwhere it's like oh no, I know a
guy too, I know someone from mychurch.
Speaker 2 (50:38):
Some of our top salesmen came through recruits
and friends of them.
Yeah, like Adam.
Adam saw me pumping out roroofs for lemus roof and I put
him in the uh, I put him in theapp like because I knew he'd be
a good salesperson.
I was trying to bring him on tolemus on the old roofing
company and he's like dudecole's selling like four roofs a
(50:59):
week, like what's going on, andhe's an engineer with the box
company.
You know he's making seventythousand dollars a year.
And so I was, I but startedEscalade.
Adam came on board.
And then so Adam brought onPierre and Pierre's just
crushing, like I mean he's akiller.
And then Pierre brought onDarren and Darren is a machine,
(51:20):
I mean he's a military guy andhe's just going crazy.
Um, and you know, just um.
And then I got on, I got Rob infrom the gym, so we all work out
of the same gym, and so Irecruited Rob.
People, the good people to hiretoo, are people at the gym
because they are dedicated.
So I get Rob in the sauna.
The big old country boy thatsold 27 in six months and he's
(51:41):
got like 20 contracts in twoweeks already from the sales
storm Found him in a sauna andhe's like I just tell right now
he said, no matter what I do,I'm the best at what I do.
Like it's it's, you bring me in, I'll be the best.
And in my back of my head I waslike, yeah, you know okay, but
sure enough, he, he sure was,and everybody knows rob's the
best.
Speaker 1 (52:02):
And so then rob brought on will, and will is is
a killer dude and so, yeah,that's that's super important to
(52:25):
get those people through,because you know that they're
not going that a good hiringquestion that leads to how, how
committed they're going to be.
That that's something thatpeople should think about, as
you're, you know, as you'vegotten through this journey so
far, you know, looking back,what, what, what would, what
(52:47):
would be the advice that youwould give to someone maybe
starting out or stuck at.
You know, maybe they're stuckat that $3 million.
They don't see that $10 millionas an option.
What are your thoughts there?
What's some advice for thesepeople?
Speaker 2 (53:03):
Yes, I mean I would say you, can, you know, to two
million on your own right,selling and knocking doors all
day and keeping it small.
But to break it wide openyou've got to build systems.
You've got to have keypositions like an office manager
to run all of your office.
You've got to have like anoperations person to run your
(53:25):
operations and your production.
You know you need a sitesupervisor to go out to those
jobs, make sure it's being done,you know in quality, so that
they can go and get thosematerials that are missing on
the orders.
And then you know, that wayyour sales guys can be out there
, you know, focusing on sellingmore.
I think it's just reallyimportant to have those types of
systems in place to scale.
(53:46):
If that's what you're trying todo.
I mean many people are OK, justsitting around that three to
five million and don't want tobreak through that 10 million.
And I still haven't figured outhow to break over the 10
million.
But I think we definitely willhit that 10 this year and that's
through those types of systemsand just having the CRM
capability.
(54:06):
I mean, talk to the leadersthat, talk to the big dogs, see
if they'll let you know what CRMare you on, you know what
networking groups are you in.
I mean, join all the Facebookgroups, join Nextdoor.
Get in your local community.
Give back to the schools, thelocal charter schools, I would
(54:28):
say the schools that have moremoney.
Don't go into the hood schoolsas much, because I've donated
there and it's like I don't eventhink I got anything out of
that.
But go to the schools and go tothe rocker stadium like high
point rockers.
Get on the uh.
Get on the uh on the wall.
Get your name up on the walland all those people that go to
the same and see the gamesthey're going to see Escalade
(54:49):
Roofing right there.
Donate to your community.
Get in your local chambers ofcommerce, the more the merrier.
Go into all the cities.
Go to Kernersville, Go to HighPoint, go to Winston-Salem, go
to Greensboro.
Get in all your chambers ofcommerce, because then your name
is going to be listed as aroofer there and they're going
to refer you and tap into thosemarkets and go to those events
(55:12):
and set up a table and justnetwork and talk to people and
just let them know you're thereand give them your business card
.
Pass your business card out likeit's going out of style.
I mean because I've passedcards out in the mailboxes and
I've got a call a year later.
Hey, I got your card, like ayear ago.
I had it on my desk, I'm readyfor the roof, can you come do it
?
And it's like OK, cool, youknow, you just never know what
(55:34):
types of seeds that you plant isgoing to turn into into
something huge cards.
He passed them out in like amonth and I was like what do you
mean?
You need more business cards?
Like I just gave you a thousand.
He's like, yeah, they're gone.
Like, wow, okay.
(55:55):
So out of that thousand, thatfirst thousand, he got a
relationship with this companythat's buying all these
apartment complexes are inprivate equity, private equities
giving them money.
They're going and renovatingthe interior and replacing the
roofs and the gutters.
So he got this relationshipwith his company.
Now, lo and behold, pierre'sthe roofer to go and do these.
You know, 2000 square massiveapartment complexes, you know,
(56:18):
and he sold like a six hundredand eighteen thousand dollar
project which he'll probably,pierre's probably going to make
around like fifty thousanddollars on that deal, and so
that's just one project, and sothose types of things you just
never know what's going to comeabout, but just plant those
seeds everywhere you go.
Speaker 1 (56:35):
Yeah, man plant those seeds.
Thanks for your time today,Cole.
This has been another episodeof the Roofing Success Podcast.
Speaker 3 (56:42):
Thank you for tuning into the Roofing Success Podcast
For more valuable content.
Visit roofingsuccesspodcastcomWhile there.
Check out our sponsors forexclusive offers, shop for
merchandise and sign up for ournewsletter for industry updates
and tips.
Also join the Roofing SuccessFacebook group to connect with
other professionals and stayupdated on the latest trends.
(57:04):
If you enjoyed this episode,please subscribe, like, share
and leave a comment.
Your support helps us continueto bring you top industry
insights.
The website link is in thedescription.
Thanks for listening.
Popular Podcasts
Bookmarked by Reese's Book Club
Welcome to Bookmarked by Reese’s Book Club — the podcast where great stories, bold women, and irresistible conversations collide! Hosted by award-winning journalist Danielle Robay, each week new episodes balance thoughtful literary insight with the fervor of buzzy book trends, pop culture and more. Bookmarked brings together celebrities, tastemakers, influencers and authors from Reese's Book Club and beyond to share stories that transcend the page. Pull up a chair. You’re not just listening — you’re part of the conversation.
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com
On Purpose with Jay Shetty
I’m Jay Shetty host of On Purpose the worlds #1 Mental Health podcast and I’m so grateful you found us. I started this podcast 5 years ago to invite you into conversations and workshops that are designed to help make you happier, healthier and more healed. I believe that when you (yes you) feel seen, heard and understood you’re able to deal with relationship struggles, work challenges and life’s ups and downs with more ease and grace. I interview experts, celebrities, thought leaders and athletes so that we can grow our mindset, build better habits and uncover a side of them we’ve never seen before. New episodes every Monday and Friday. Your support means the world to me and I don’t take it for granted — click the follow button and leave a review to help us spread the love with On Purpose. I can’t wait for you to listen to your first or 500th episode!