Building a Referral Program in Roofr

 All right everybody. Welcome back to the Roofr Masterclass. I'm your host Pete with my co-host Nick, and we are happy to be back here. I'm fresh off a little vacation and glad to be back. I. Unlike Jen who took off on a masterclass week. How dare she? It's not like she's not going to another leaf game at least because Yeah.

Yeah. My leaves died. That's right. She missed the last one too, didn't she? For a leaves game. I know. Oh my goodness. What a re what a track record she's got going. Welcome everybody. Welcome back to the Roofr Masterclass. Excited to run through this one with you. Nick and I chatting a little bit about it.

I think we got some good stuff to share today around the referral situation. And obviously this is a big one for me. I preach a lot on stage, when we're at events and stuff about referrals being. Our biggest slam dunk as far as leads, incoming leads and how do we best tackle that?

Very interested to dive into this with Nick today and share some stuff with you guys. But we got some housekeeping items here first of course. So we'll jump into that. Obviously you got the two hosts here. You have Pete, which is the host and the Batman of the of the masterclass.

The Robin over here is Nick, so you can reach us at the easiest emails known to man, Pete at Roofr, nick at Roofr dot com. So you guys have any questions about anything and at the end of the masterclass, one customer will get the pair of these awesome sauce. Have you worn yours yet, Pete? I have not.

No, I have not either. I feel like I should frame them or something. They're I have a wedding coming up. There you go. Be able to wear them used just with the suit. Just pull them in. I think so. I think so. I think it'll be fine. I don't think she would enjoy anything more than our faces on your socks.

It'd be fantastic. I'm ready today. I'm gonna bring it up to her tonight. We have our anniversary dinner and Pete is gone, so I'm gonna continue. I don't know what happened there. But if you guys haven't, check out the Roofr Academy. Get to know your Roofr dashboard. Learn the ins and outs of the account with an on-demand lessons.

It's always available for you in that help center there. We also have our implementation education sessions that are live at Roofr. So you can do crash courses, mini kind of master classes on certain parts of the products, so you can get on automation, CRM, proposals, all that stuff as well. And then also we always ask for those feedback so we can get everything back and understand exactly what we need to do better with.

So feel free, Pete's back storm. Why freezing? We have some funky weather today here. Yeah. I'm not exactly sure what's going on, but that's twice that I've frozen since I came on, so no worries. Sorry guys. If I lock up there. We're good. We're good. You sound loud and clear, so that's the best version.

Okay. So if you hop, then we're back into it. So it's all good. So if you have any feedback email it to Jennifer at Roofr dot com and if you have any questions, feel free to use the chat. In the chat we have Kate Manning it. So if you need to book a meeting, click on that link, Roofr dot com slash talk to an expert there.

And we also have a referral ebook available as. Don't hesitate to jump in on that as well, because you'll get a lot of good stuff about what we're talking about today on how to set up a process for everything as well. How to build I'll just bring it actually over here. Gimme a sec so you guys can see what that ebook looks like, but how to build out.

Referral programs, building the automations, email templates, and everything else all built in. And that's pinned at the top there. So be sure to download that because that can help you guys out there. And, while we're in the talks about the chat there, what's really good is that we see some of the, I see some of the members in there as well people that are in there like Jacob Laue, who's huge on the automation front.

So we'll probably go dive deep diving into that as well. Yeah, this is a great topic. I think that, Hey, everybody that's joined us here for the socks. I saw Candace. Hopefully we'll have a winner there. But might that put some of those up on but for sale or for auction, I think we should do highly sought after. I want points from it. So like at least a point to come back our away because it's our faces, our, like it's an NI want an NIL deal. NNIL deals. Yeah. I like it. That's what we need. But like I said earlier, we often talk about referrals and the power of the referral and obviously.

Even in today's day and age where you know, we're leveraging social a lot more and the way we're garnering leads has changed considerably. The referral is still the number one source, right? And so maybe it's not, a face-to-face. I met somebody at the grocery store and asked them who did their Roofr type of referral, but it's essentially a digital version of that.

Whether it be through a Google review, whether that be through, something posted on a testimonial on your website or, what a lot of our users do is they leverage these neighborhood chats neighborhood groups. Like I always refer to the one we had in, when I lived in New Jersey that essentially everyone from town was in there.

And quite often people would ask for advice on a Roofr. And, the guy who was the neighborhood guy would often get, would dominate the suggestions. And it was a great way for people to, to grab a referral very easy way for them to do it. Still probably the number one source and by far the highest converting, right?

If I'm getting. Referred the odds are that I'm probably going to jump all over that 'cause it's coming from somebody that I know or trust. I'm probably gonna go with that person. And what can we do in Roofr to really leverage the power of the product to help us build a referral program and manage a referral program.

What about you, Nick? What do you think about referrals? Yeah, like I, we talk to hundreds of roofers a week. Just each one of my team members really, and when we're always asking like, how are you doing your marketing? Where can we fit Roofr into your process and everything else? And they always say their number one lead source is referrals.

And you mentioned it, it's your lowest cost per acquisition, which is referrals. It's often the highest converting one there. So building that strong referral system. Like you said, in person at the grocery store, being in the Chamber of Commerce, whatever the case is through your area to become that neighborhood, Roofr is very valuable, but also making sure that no stone is left unturned.

So tying in your automations, making sure you're getting those reviews, making sure that. Which we'll dig into. That communication throughout that project is super high because that's how you get good reviews as well, is all imperative to build up your business and take that next step. It doesn't matter if you're just starting out tomorrow or you have been around for 15 to 20 years or 30 years and you're trying to continue to build up more business.

Your biggest asset is that word of mouth and creating that referral process through. Any type of thing that you can do, especially tech is going to be very helpful. You brought up, and I'll quickly just share my screen for a second, but you brought up that neighborhood roofing thing, so if you saw me look away, that's there.

Here's my dad's area and I always talk about his company. So this is their local Facebook group and if you go in here and just put in roofing. And just search into that group. You're gonna see a lot of posts. There's a lot of posts of my dad's stuff. But even if you go down a little bit further here and see if anybody has does I Stam and stuff, you can see that my dad's company, 'cause he is the neighborhood Roofr, comes out all the time.

I thought it would be good to show this off because ultimately Pete and I, we always talk about. This is a big part being that neighborhood Roofr, but this is what it looks like. You can see other roofing companies are built in here, but you can see the shadows coming from other things.

They do a thing called Roofr guaranteed roofing gives back as well where they donate to local charities and get, put stuff into their name and everything else. So there's a great way to open this stuff up. And open up everything else. So really good way of opening these things so that you get those comments in there as well.

So thought it would be a good way to kick off is this is a good way to open up that referral program, become that neighborhood Roofr so that no matter what, when people are in those Facebook groups or just talking amongst themselves, Hey, I need a Roofr done. Do you know a good Roofr? Your name comes up?

Yeah, and a lot of times I think you hinted at it there with the, with that gives back program that they're running is a lot of times too, you don't even necessarily have to be. The person who put on their Roofr. If you're the neighborhood Roofr and you have a presence, whether you're like, giving back to the community in some way, sponsoring a little league team, your trucks are everywhere.

Like we had Ben on last week or last show and Ben's got this in this insane branding, with the Tiger Stripes, and those types of things. They all help. With your presence And they help when it comes to the referrals, right? Because maybe I haven't had my Roofr done, but I'm like, Hey, have you tried this guy?

Like I see his signs everywhere, or Yeah, I see tiger stripe trucks everywhere, right? And so it doesn't necessarily, if you're the neighborhood guy, it doesn't necessarily mean that you have to replace. Everybody's Roofr to get a referral. Like you just have to have that presence and that branding to where when people see someone ask, you're the first person that comes to mind and you're the person to getting suggested.

I really like the idea of like community-based programs. TC Backer, Ty Backer, excuse me, is another one who does a lot to give back to his community. And and, because of that, he's a very well-known neighborhood Roofr, in that area. He's gonna be the first person that comes to mind whether he is done your Roofr or not.

One of the things that I wanted to touch on really quick, Nick, is that what we were doing last time, knowing the numbers I read it. One of the things that stood out to me the most when I went through that report if you guys haven't read that report, I think we attached it to the last.

Episode, right? I believe so. Yep. If you guys get a chance to read through the numbers, but the one thing that really shocked me the most was, I think it was like 70 something percent of the roofers said referrals were their number one source of leads. But less than 50% of them said that they were asking for them on a consistent basis.

It's huge. Yeah. And I think that's a huge area for opportunity that we're missing. If that's your number one source. For leads and it's your best converting. Why are we not asking for that on every single job? A hundred percent. And that, and it's not hard to ask sure, there's so much stuff going on, on, on a job.

You're getting that stuff. Once it's done, you're packing up, you're cleaning up, you're doing your final inspection, you're invoicing, and then you're moving on to the next one. So it's very easy to forget, but it's not hard to ask. So why not build something into your CRM for example, that sends out.

An automated message as soon as that job is completed or that payment is uploaded for that review, when people are looking online, even if you say Pete asked me, do you know a good Roofr? And I say, yeah, it's Bob's Roofing. That's who I use. They're not just gonna go hook, line and sinker on that, it's 2025.

They're gonna go online and look at the reviews. The good and more importantly, the bad, and the more reviews you have brings more credibility. And so if you are one of those older companies, that's something that you're gonna want to maintain, make sure that's going. But if you're one of those new companies, you gotta make sure that those reviews are coming in.

So those referrals, those reviews, all that stuff there. And the best way to do. I always say this because I live on Roofr websites all day long and we're always looking through them and one of the thing that you always notice, it's not normally, Hey, Bob did a good job. It's Bob's Roofing was so good at communicating throughout that entire process.

They really helped make and understand the quote, all that stuff. So it's more than just doing work. Homeowners don't know if their Roofr is a good job unless it's leaking. So how are you separating yourself from the competition so that you get that rock solid review? So the person is motivated to do that, and it's gonna be through communication and expectation setting throughout that sales process.

It always comes back to the customer experience, right? How comfortable did that customer feel? How much trust did they earn with you? How, what kind of relationship did they develop with your team? And that's that customer experience as a whole is gonna go much further for you than the actual physical work, the Roofr you put on, right?

Because Nick said. At the end of the day, 99% of your homeowners don't know whether you did a good job on the Roofr or not, unless they have an issue with it, right? They assume if it's not leaking, you did a good job, right? Yeah. But from a referral and review standpoint, it's gonna be more about the customer experience.

They're gonna talk specifically about the sales guy. They're gonna talk specifically about. The communication and how you help them and how in informative you were, how educational you were, how transparent you were. I beat you to it today. Do I do a shot then or how's that go? I, so it's so all of those things as a whole, are gonna really dial you in for getting your a better review.

And I think one thing to note here too is not every customer's gonna have someone to refer to you, right? Asking tandemly for a review and a referral can help you either way, right? Because if that customer, maybe right now I don't have anybody that I can refer to you, but I can go on and write you a review.

That in the long run may pay dividends even more so than me sending you, my one cousin who has, who needs I know needs a Roofr, right? You want to ask for both? I think, they work collectively, they work well. Like I said, in today's day and age, having those reviews. Nick said, where's the first per place they're gonna go?

If he runs into me and says, Hey, who did your Roofr? And I tell him who did it. The first place he's gonna go is probably try to look at my website and then he is gonna look at my reviews on Google. Yeah. And, wherever else. And try to gain some more knowledge about the company. So asking for both of those things in tandem, I think is a huge missed opportunity as well, right?

Like we ask for a review, the person says, oh, I don't really know anybody right now. And you're like, okay, great, thanks. If you ever think of anybody, let us know. No. Have 'em go write a review because that review is going to be like a long-term referral program for you, right? And we can start to dive into it a little bit, Nick here, of like how we can set all these things up so that you're not having to remember, or your team's not having to remember to ask on every single job.

But yeah, definitely I think that, sometimes we think of referrals and reviews as two separate things and really they're not, it's like. Yes, it's great if you know someone directly that you can refer to me, but in the long run, the review may pay off way more you, I may get way more people off of a solid review than I'm gonna get off of a single referral and gamifying this process before we start showing that is super important.

So like in your messaging, say put, give me a review for a chance to win a $25 gift card. Pick someone local. Pick that local pizza joint, that local fish and chips join, like anything like that and build that process up. So you're giving back to the community as well to create that neighborhood roofing part.

But another cool thing that Ben did, speaking of our last masterclass and we touched on it at the very end, we're running out of time. We will have a part two to that everyone, because it was just so packed with information that we needed to break it up into two. But another cool thing that he does, and you saw a glimpse of something that my parents do similarly.

Not to as good as he does, but is giving back to that community. And the way he does that is he posts a lot of videos about him going into that local coffee shop, that local burger place. It's like guy FII salad at times where he is like in the kitchen and just like looking around, thumbs up.

He needs to get some frosted tips. We'll have a conversation with him about that. But being able to do that and promote that company. Through his social media, through his giveaways, through all that stuff there. And guess what? Now you have another referral service directly in there. Drop off your business cards with your QR codes to an, it's an estimator.

Any of that stuff can really start to build that recurring referral through not just people that you've talked to and done roofs for, but anybody else that knows you. So it builds up that process throughout everything. You need to gamify it essentially. And that's what he does a really good job with.

Yeah and and it's, the crazy part about it is it's a, it's killing two birds with one stone, right? Because him going into all those local places is just establishing his street cred more and more as the local guy, right? Yeah. He's the neighborhood Roofr. He is eating at the same places that I am, oh, look at this guy.

He's talking about my favorite restaurant and how goody thinks it is, right? Like all these things that are working to just. Establish that rapport with me. Before I probably even need a Roofr from him, right? I've already feel connected a bit with his company, with him, so that when the time comes it, it's a no brainer, right?

Like he's the first person that's gonna come to mind. And and then obviously, like Nick said, all this stuff works together to help seal the deal a lot of times before you even get to the process of presenting them with a quote. I think. Jeremy Simpson from Simpson Roofing when I did the podcast with him, said that he had read a stat where it said, millennial buyers, 70% of them are already sold before they pick up the phone and call you.

Yeah. So before you even schedule an appointment with them, they've already decided that they're gonna use you or they wouldn't have called you in the first place. So it's essentially your job to lose at that point. So it's so you wanna make sure like, all these things are in order because they're doing their homework now, right?

So they're getting that referral, they're getting reading those reviews, they're checking out your Facebook posts and those type of things, and then they're making a decision before they even get in touch with you most times. Just something to keep in mind, how it's all tied together.

Yeah. It we touched on it again last week, but. The first time home buyer the average age is 36 years old. That's in the millennial aspect there. So all of the millennials, we've grown up with inflation and we've just seen things get more and more expensive as they go along. So we understand that good things come with money.

We're not the bartering generation too much. So what you'll see is that millennials on average will pay more for a service based on experience. Experience is not just like how you introduce them, like the Instant Estimator or how the Pres proposals presented, but it's experience throughout that process with your reviews, the referrals, the website, the proposals, the way that people talk about you, the communication that you gave throughout that process.

So just know that the millennials are not the bartering generation. They're the ones that are looking for that experience. So provide them with that experience, and that's gonna be your clientele for a while. Now, as we go down the, especially if you're just starting as you're growing your company, that's gonna be one of your big buyers throughout that process.

So work to provide experience, because you'll capture those and you'll still hit the buckets of the boomers, the Gen Xers, and everybody else who also really appreciate that experience over everything else. Yeah. A super interesting stat too that I read recently is millennials, 41% of millennials are.

Doing all are doing DIY projects. Yeah. Like 41% of the projects being done by millennials are DIY. So you're talking about people who are taking the time to educate themselves on how things are done. They're calling you. It's probably something that they've looked at, even potentially doing themselves realize, hey, probably I can't do this.

It's a Roofr. I'm not getting up on my Roofr. Someone like me who's afraid of heights, I'm not getting up there. So I'm hiring somebody else and but they've done their homework. Like they understand what they're looking at. It's a lot. Sprint customer now than we've dealt with in the past.

And just all things to keep in mind. And one thing that Nick and touched on there too is the customer experience doesn't just end at the signing of the contract, right? One of our. Roofr of the months, talked about how he goes back to a house two or three times after the job is over.

His guys just run by and roll the magnet. They wait till it rains to go back, roll the magnet right, and make sure that they've cleaned up everything. Make sure the customer doesn't have any other questions make sure they're happy with the job, that everything worked out the way and all they're doing is they're setting up to maintain a long-term relationship with that customer.

So whether that customer needs them again. Or whether that customer eventually refers a friend. All that stuff goes a long way. And so you, it doesn't just end, when you've, pulled the yard sign out of the front of the yard. You, if you even do that, I've seen guys not even come back for the yard signs.

But you just leave with damage at that point. Yeah, you just write it off, right? My manufacturer paid for it anyway, but, but you wanna maintain that relationship long term, right? Like you wanna stay in touch with that customer, whether that be through a maintenance program, which we've talked about, whether that be through just nick always mentions the great idea that Grass Meyer had about the birthday card, on the one year anniversary of your Roofr being installed. Like, all these different things that just maintain that relationship keeps you top of mind. And then, if the referral comes along, you're gonna be the one that they look back to and refer, right?

So all this stuff tied together customer experience at the heart of all of it. And what's really nice about what we have with Roofr now is the, if you're on the elite plan, you have unlimited automation. So think about anything that you wanna do and you can probably build that out. And Pete just mentioned it, here's one great way to build a referral program, and we'll touch into the other ones that we've already talked about as well.

But that happy birthday to your Roofr. It's a cheesy little thing that's really easy to set up and just set it and forget it. And that way you can build up that process. So if you can see here, if a job stage remains in job completed for greater than 52 weeks, and the workflow is whatever, you have three different workflows you can choose from at Roofr, then send an email to the customer.

You can send a text as well to it. And what's nice about this? The email is very easy. You can build this out very quick. Hey, can you believe it's been one year since we did your Roofr at? And we have dynamic field, so we'll per personalize that happy birthday. You could even add in things like, all right, it's been one year since we did your Roofr.

If you have any referrals or any maintenance needs, be sure to give me a show and really open up that conversation, and it's easy to build these things out and you can make sure that it shows out every single time. We could send out a new one or we can do it once per job. We can delay that automation out to the next business day.

I wish, I recommend when you're doing a follow up on there, just so that you're not pinging them at 7:00 AM morning or anything like that, or delay it, right? So you could have these things be built in directly with it and you've unlimited automation. So if you're building something else out, like a, Hey, can I get a review?

We can go review generation automation. It's very easy with if and none statements in Roofr. So I can say if a job stage changes to go to the re retail one and to job completed, for example, then let's send out an email and I have an email, one for the review generation directly in here. I have everything broken down here.

We have a referral program for 10% discount on the Roofr for anybody else that's in there. After they sign the contract, we'll give you a 10 bucks Starbucks gift card, all that stuff personalized. Insert your Facebook link, insert your Google link, and you can have CTAs built in directly with it as well.

It's professional, it's clean, asking for a referral, incentivizing that, gamifying that process. All these things are really easy to do with Roofr and being able to open that up. And then all you have to do is say that every time, only once for a job. That will happen. It's only changing there once, and we can set that out.

Maybe I'll put a delay in there to make sure it's there for the 9:00 AM and I could save that automation and turn it on. Super simple to build that process out so that you can continuously get all that information and get that communication out. And like you said, it's easy to ask. It's hard to not forget.

So why not build an automation for it so that it's done all these automations, I say every single one of these automations that you see turned on is another hat that you're taking off your head as a business owner. So it just allowing you to be a lot more streamlined, a lot more. Quick, a lot more personable to that customer as well, and get those referrals and reviews each and every time.

Yeah, essentially it's taking, there's no excuse really, right? There's no excuse now to not ask because you can just automate it. You don't have to rely on your sales rep or your production manager to ask during the process. Like Nick said earlier, there's a lot going on, right? You're trying to collect a check, trying to finish up a punch list, all these things.

Like I could see someone easily forgetting to ask for a review until afterwards and then thinking, oh, we should ask them. But you have the opportunity here to set it up to where it automatically is going to ask them. And, you don't have to worry about it, right? It's a set it and forget it deal.

And and like Nick said, there's a number of ways you can do it here. You can essentially set up multiple emails, one asking for a review. You've got reminders. You can go out as far as you want with them. Like you showed the birthday one go out a year and still asking for referrals. Because, things may come up.

They may think of somebody in the meantime, they may be looking for a way to get in touch with you and maybe they can't remember your phone number. Maybe they lost your business card. And you hitting them up or making contact with them to just ask how everything is.

Might be the. The thing that need the catalyst they need, to reach back out and say, Hey, you need to hit up my neighbor across the street. Or, I had somebody ask about you guys the other day, or whatever it may be. All this stuff, being proactive about it is a huge part to being successful with it.

Being proactive is there, but also understanding your clientele as well. So there's a cool stat that I read, I think actually our, a good friend Mike Sterns told that. But you right now people get I can't tell you how many emails I delete a day that are just like marketing emails or anything else.

No offense, Kate in the background. But it just, things coming from, I don't know, I bought my wife something from this. Jewelry shop and they send six, they like blow you up, six emails a day delete, delete, and kept on until I got it just that's very common nowadays. So we don't tend to read emails because of that.

So the stat is that you are 99 0% more likely to garner a response from somebody by sending them an SMS text message over an email comm. It's not saying that it's a hundred percent more likely, it's 90%. That's a good percentage. So what you should do is create multiple automations for email and text directly in Roofr so that you are getting those responses.

But also don't ignore email altogether because that's how people communicate itself. You still have those people that will reply, but you're just getting way better. You're hitting all kind of areas on that. You're doing a wide spray and making sure that you're set up so that having that email and text.

Super important. You can have different messaging. You can have them coming out in different times because you can delay them. So it's not being barbar, bombarding that homeowner as well, but allowing yourself to be a little bit more savvy with the flow and breaking them down into different kind of periods one day, two day, two or three weeks, or anything else out like that, allows you to be a lot more savvy with things as well.

I really like the idea. We had Amanda Vina on for Maven a, a couple of masterclasses ago, and I know she has an incredible setup where her automations aware when she sends out via email a proposal, right? For a customer to review. Her system is set up, her automations are set up to immediately text that customer and say.

Hey, check your email. We just sent you a proposal, right? And it's got, it's taken her email, her open rate essentially of her proposals up to a hundred percent. Like everyone, everyone she sends is getting open because she's essentially created this situation where she's immediately sending a reminder via text saying Hey, here's the link, but we also send it to your email.

Either way you want to go open this, open this proposal and check it out. Yeah, I think the stat is like 80 20, right? Like 80% of e of text messages get opened versus 20% of emails or something like that. And she's essentially, manipulated the system to work in her favor by.

Complimenting every email with a text message so that she gets a response. And it's genius, to bring awareness to the email with a text. But yeah, like Nick said, there's just so many things you can do in here. The if then statements are very easily set up you've got time delays now, so you're, you more or less can build out, almost like a campaign, like a referral campaign that sends multiple emails or texts along the way.

Just reminders, that, to, for this customer just staying relevant, right? That's all we're looking to do here. We just don't want this customer to forget who we are. Like Nick and I often talk about maintenance plans, setting up some type of a maintenance plan with the customer, so you know you've got that presence and you're coming back. Whatever you need to do, whether it's. Staying relevant by physically going to their property, whether it's staying relevant through automations, whatever the case may be, yeah, there you go. Jacob said the same thing. They've got an automation set up to text their proposals over when it gets emailed yeah, I mean it's super smart use of the platform and definitely increases your interaction from the customer for sure.

Another cool way of doing things is creating, like if you have those high volume people that are gonna refer you, and this might be a swear word to some people in the chat, so cover your ears if you're sensitive, but realtors and property managers who will give you a. A ton of leads doesn't mean quality.

Yes, you're gonna get some quality in there, but you're creating that neighborhood feel with everything. You can build out a referral program with them by creating postcards and stuff like that you can use to send everything over. So create specific QR codes for realtors and property managers. You can even start to divide them by multiples of Hey, this is for James Realty, this is for John's Realty.

All that stuff there. And to be able to track that. 'cause guess what? Realtors and property managers, whether you use them or not, you should use them, need quotes all the time, multiple times a day. And if you have a system like this, like the in Instant Estimator, that is gonna get them the quote within seconds and you can ask them to just specify if it's a formal lead or not, that's gonna be a great way to build that referral program because out of that 10 that they send in a one week period, one or two of them could be legit.

You can get that lead quickly and you build that referral network, become that neighborhood roofers for all those property managers, all those realtors, all that stuff there, and be able to track where it's coming from. 'cause that's another big point is monitoring and tracking your referrals is gonna be huge.

So I don't know where it went now. So if we're building this stuff out. Just disappeared. Create as many as you need. Many instant estimator links in each one of these will have a link that you can share on social or in your texts, in your emails, whatever the case is. You'll have a QR code, a unique trackable QR code on each one and a code so you can embed it into your website.

So similar to that is right here, they have a code embedded in their website, so the s instant estimators are sitting right on there, which is nice. So being able to create those are super important. And you have all this information in here, so you don't wanna redo it each time. But if those that don't know now, they will know.

You can just simply duplicate this and now it's a unique code. Everything else is the same inside that, which is very easy to do. And all I have to do here is change the name. So instead of that, it's gonna be Jane's Realty. An estimator not super creative, but gets the point across. So if somebody were to use this now and they go in there and they go through this process, type in their address and go through this, maybe Jane is looking for a house Roofr to be done on this house.

They're not super serious, but they're interesting. They can go through this process very easily. You could shorten up the questions. Obviously this is 15, it's our max sweet spot is six to 10. And go through everything to make sure that they have the information they need. So they're saying this is a real lead.

Please call. You can just instruct them to write something in the text box there and everything can come through. You can track where it's coming from on the referral side of things as well. And it all pops through like this. Very nice and easy. Now, what's cool about that is being able to track that. So if I go into my performance dashboard and understand where my stuff is coming through, I can see everything coming through here.

Not only how many leads are coming from each one of these sources, but how many of them are qualified, one, the rate between them and even the rough ROI on there. So if we have one, let's just say today, that came through. From Business Cards or Jane's Realty card. As you can see here, I can start to associate where those leads are coming from, but it doesn't stop there because if you're inside of this and you don't have a source on it, so say that this source didn't come from the instant estimator and auto-populate, which is really nice and easy, but say it wasn't there, you source it yourself.

You can put the referral link directly in there and see if it came from the church, a customer, whatever the case is. If it's a customer note there, add in who it's from. It came from Jane referred this person, not once, Pete. Have I ever spelled referral rights? Not once in my freaking life. Too many rs in there for you that convenience and d different.

Oh, convenience gets me every time. Convenience. Impossible. Yeah. Different. I, it's either different or defiant and I just choose not to use that word anymore. So if I'm messaging you and you see a weird synonym of different, it's 'cause I couldn't figure out how to spell it and I gave up. So figure it out.

Oh yeah. And without without spell check, I'd be screwed on convenience for sure. That one, it's my phone saves me on that one. Autocorrect saves me on every time on that one. I'm at a point now, Pete, with autocorrect that like I type in something and it just goes. I don't know what you're trying to do.

I don't even know. No suggestions. They're like, I've got nothing. You're so far. I was a Roofr and not a teacher like yourself. But you can see here, everything comes through and you can start to track and understand those referrals. And if you know it's coming from a referral and when you're going out and building up that proposal, it's going to be a lot easier for you.

'cause then you could add that referral discount in. Or we can build them into the plan that they're in. All that stuff there is gonna be really easy to build out. Yeah, it makes a big difference. I'll quickly draw this out so I can show the discount referral button that we can do too, so we can build from it.

But it, it's a game changer being able to understand everything Pete? Yeah, and I think one of the things that comes to mind when you're talking through all that stuff, the ability to track it and the ability to set up individual, instant estimators for whoever you have out there, right?

Like whether it's like you said, you got a church, you got your local real estate agents, whatever the case may be, is you can essentially build your own affiliate program, right? Because now yeah, you have the ability to give them their own link. They can go out, they can essentially use that link to get, to send leads to you more or less.

And then if those leads are converting, you can gamify it like Nick talked about earlier. You can reward them in some way. And now you've essentially built this affiliate program to where you know, you have a team of people out there referring you on a regular basis. They have their own custom link that's leading back to you.

You can track who's performing and who's not. You can track how well they're performing. You can track all that in the performance dashboard. It's just that's the first thing that comes to mind with that's what I would do, right? I would essentially use that instant estimator, leverage it in a way that I could build my own, local neighborhood affiliate program.

And then you can build that out 'cause you'll know exactly what it is. And if it's a customer discount, so a referral. Dammit, there we're so close that time. It was like one R, two Rs. It's like that Belly Madison when they're running on the board and just like the pizza. But yeah, you could add that referral discount.

It'll apply across the board. Everything's set up so that when you're going to present to them, again, we wanna use that experience to build out. All that, all those measurements are already built in there. Oops, I meant to hit preview. And now we have a nice presentation style proposal that can go through with everything broken in piece by piece.

And we have those discounts labeled directly in there as well, so you can see how everything's breaking down piece by piece with the referral discount. Directly stated on there in the summary page so they know that they're getting their bang for the buck. And once they start seeing that incentive and everything else, then we start rolling.

It's a snowball from that point on. So we can start to open up a lot of that stuff and yeah, use it as your affiliate program. Build up that stuff directly from there, open up that door a little bit more and you could start to create a system in which. Business is being sent to you. And remember we've mentioned at the top of the call, Pete always mentions it when he is on stage at the shows is referrals are not only your highest converting lead, but it's your lowest cost per acquisition as well.

So it's a twofer. That's what we say in Canada, twofer. It's a twofer. You're gonna get both of those things for it, and it's going to help you drive your business. So if you're just starting or you've been in business a long time, this is the way that you should be running everything. And I love the idea of closing the loop, right?

Like the instant estimator idea allows you to just come full circle, right? So I do a job for a customer. I en enroll that customer in let's say an affiliate program. Maybe they tell me they've got some friends or something like that. I say, great, I'm gonna give you your own instant estimator link.

You can give it to all your friends. And now. They don't have to do anything, have a QR code. They let their friends scan that QR code, all their information comes in. Now they're a lead in your system. And that's no, like Nick said, it just snowballs. And then that customer refers somebody else that refers somebody else.

And it just continues to work passively in the background. Like just keeps producing leads for you. If it's set up and you can do it all through, automate, like through the automations and, build that whole program. So it just runs on its own more or less. And I think that's a great use of the tool and leverages the instant estimator like, to the fullest.

I think that, yeah, it just helped to close that loop and get any new customers incoming funneled through that. That way you're profiling them, you're getting all their information that you need to accurately quote and run the job. Yeah, it's just a great all around great tool with the automations, the instant estimator hook to each other.

And then, the ability, like I said, if you utilize it correctly, you could build that whole referral program that kind of runs, in the background. Yeah. You can see here, I just moved this one to job completed and automatically sent out that email and text directly to that customer getting a link to rate them.

You got gamifying the process with the $25 gift card, all that stuff built in there. But talking about gamifying the system and talking about the stats as well. Customers talk about and give reviews to companies with great communication like we mentioned. So keep it in mind during your sales, your installation and post installation process with everything.

And they come from great install, great experience, and you can increase that flow. So we mentioned all the stuff like post-sales and during the sales process. That's pretty easy. But what about during the production side? That's the part that a lot of people don't talk about. So we wanna make sure that our communication is there.

So if we have a lead that came in here, we have all the information from the incident estimator that they're interested in. Next step is we want to book 'em in for a sales appointment. So let's just say hypothetically they're coming, they want to do it the 29th at 12:30 PM and tag my sales rep directly in this.

And this is another way to build up that communication with ease. You set a sales appointment, you tell Mrs. Jones Cam's gonna be coming out there taking a look at that. I'm gonna send you a quick email and text as well. All I have to do is click on that. It's gonna shoot them over, put them into a new stage, so another hat off your head.

You don't have to move that there. But also sends good emails and texts with dynamic fields breaking down the time, date, and everything else. It's there. So that's really nice and easy. Let's say hypothetically, we sold this job and now we want to drop off that material. That's super important to do as well, is we need to let that customer know that we're dropping off the material.

So say we figured out it's coming in at five 15 on that day. Set automation's based on your event types, so you can then send it over and let them know we're gonna be sending out materials at this date, this time, and everything else. Here's the things that you need to be watching for the access to delivery areas, safety precautions for any reason.

All that stuff there, that communication is really solid. And we can continue again, we can set out automations for any updates. So if you move that meeting or if it's upcoming, you're getting notified that customer's being notified and everything else. So if we want to have the install done on the June 10th spot, same thing.

Set up those automations based on event. Event types. We're gonna send all that information out. It's gonna move stages automatically. And as you can see, we have everything here. And then last but not least, I go to send it out to job completed. If I just refresh this page,

it's gonna be in job completing, have a email in. All ready to ready, rock and roll, and doing that in your system is super easy. And again, we do have a masterclass built on this as well. We've gone through it before, but we also have Roofr dot com slash implementation. We have those education sessions and one is directly on automations as well.

So you can register for those. But these are all the other ones here. It really helps out. The big thing to keep in mind is how easy this is to build out for these automations. We do have recommended by Roofr automations where you can start with event ones here, but if you're just gonna start from scratch, let's just say it's an appointment.

Let's just say it's post. Oh my gosh. Post Roofr inspection. You better believe I'm not spelling referral again. Automation. We can go in and say, if an event is created, as you can see, you created, updated, deleted, finisher, upcoming, all that stuff is going to be automated directly in there for let's just say for job inspection, post job.

Then I wanna send them out an email, or maybe I wanna send them out a text, or maybe I want to change the job stage. Whatever the case is, you can build that out and let them know Hey, everything's done. We have the appointment confirmation for that day, and we can set that automation and send it out.

That way that no matter what, whenever that event is created, you're sending those comms or whenever it's upcoming, they're being reminded about that set. Multiple reminders, two days, five days, six days out, all that stuff. Creating that communication is not just about during the sales process and asking for a review.

There's that big chunk of time in the middle, and that's what you talk about now, Pete, is that production time. What are you doing to separate yourself from the competition during that production time? That's a forgotten piece of all of it. Yeah, and let's talk about it. It's almost June, right?

So the majority of you guys are getting into your busier season, right? So we start to develop lead times, where we get a lot of jobs coming in, the time to, from sale to productions, probably increasing a little bit, so what a better way to. Stay top of mind with that customer.

And like Nick said, develop a really good rapport with them, a really good customer experience. What a better way than to trigger off these event. Based status updates, right to where the customer is staying in the loop. They know what's going on with their job. 'cause let's face it, that's probably the biggest problem with a, at least classically, like Ben, who we had on talks about the trust factor and how contractors are not trusted.

Here's the reason why, right? Because. They ghost people, right? They lose, I shouldn't, as a customer, I shouldn't have to call you to find out what's going on with my job. I should know what's going on, or I should know the status. And like Nick just showed, you can trigger these events, Hey, material's being dropped, this is what you need to know.

I. We're gonna drop it on this day. Here's your need to know stuff like, you know the crew's gonna be there on this day. This is what you need to know. All these things that we're being proactive about communicating, they're just gonna go so far. One, they give that customer an opportunity to potentially ask questions if they have any.

Because now you've reached out to them. They can respond and ask a question, but two, it's just peace of mind, right? Knowing. Hey, these guys are on top of it. They're letting me know where we're at in the process. They're letting me know if there's a delay for weather or something like that.

They're keeping me in the loop so I know, hey, job was rescheduled. Like all these things that. A lot of times contractors don't communicate well. We can do that and we can set it all up through automations now to where we don't have to rely on somebody manually going in and potentially calling this customer or sending a text or something like that.

It can all just be automated. And now, there's no really no excuse anymore for, for contractors not to be proactive. Like I, I always tell the story about my neighbor who got the quote, and I said, how long did you know? Did you get a quote from this guy? And he said, oh no, I haven't gotten it yet.

And I said how long has it been? And he said four or five days. And I said, don't go with him. In today's day and age, if it takes him four days to get you a quote, it's gonna take him forever to come back and do the job, probably. So he's obviously not organized enough to even get a quote out the door.

He's not gonna be organized enough. He may be the best. Person for the job ever. But he obviously is not gonna be able to get to you in a timely fashion if you can't even get a quote out the door. In today's day and age where we've got roofers telling us I can pull over on the side of the road and write a quote in two minutes, right?

So it's a, it goes a long way with a customer to be able to do this thing, these things super proactively. We focus a lot on the sales process. We got, I talked to a contractor the other day that said, I have an email that goes out the second a lead hits the system. He said, an email goes out that says, I will have a proposal to you shortly and then.

Then, five minutes later he produces a proposal and sends it over. Even before he runs an appointment. He sends them a proposal that says, Hey, here's essentially what your job's gonna be. When I get there for the, for my inspection, we can review it. If you have any questions this way, at least you have it in your hands.

You have something to review. So it's. 10 minutes after they initially reach out, he's already got a quote in their hand. And obviously there's gonna be adjustments made to that. Like he said, I have to go out and, adjust it, then we can talk about that when I get there. But at least he said, I'm the first one in the door.

I've got something in your hand. You've got something to review. It generates all, good questions when I get there. And so it's just taking advantage of the automations is absolutely huge. And that's big. And you mentioned a couple big things there too. Raise a hand in the chat if you want, but like, how often do people get pissed that they're in your queue?

Especially during busy season, you get like a rainy week, everyone's bumped back. So now if you have that set up for updated and you go in your calendar and you have all these appointments in here and you gotta move one of them everything will open up better to turn myself on. I gotta move this over to here.

It's gonna automatically send an update for them. So anytime I move somebody across this board, it's going to send them an email to update that stuff. So you can really start to make this a little bit more streamlined so you have that good customer experience. And as you can see, as I move this across, it's gonna move the entire block with it.

So allows you to be a little bit more careful, a little bit more connected, and all this stuff that we're talking about. Not just the automations, everything else, but just everything that we're talking about that presentation the follow ups after they submit the lead. Everything is great customer experience, which will lead to a positive review and possibly multiple referrals.

So tying everything together. The big things to use in this process is that instant estimator. To get in those leads and separate them from the competition, and then you can become that neighborhood Roofr in that process. And then you can build out everything else in here and open up the catalog, the automations, the communications and everything else, and start to win more jobs.

Yeah. Yeah. I definitely a lot of stuff here we went through today, that's really what it boils down to, right? It boils down to leveraging that automation better and set it up a little bit of time that it takes to set up, like Nick showed, it's very easy to set up that automation or multiple automations, take advantage of it, take the time to set it up, have it running in the background.

It's gonna pay dividends down the road and long term, and then obviously, if you can leverage that instant estimator and, take a look, see if you can set up an affiliate program. How many people do you have? Like Nick said, are you leveraging property managers?

Are you leveraging real estate agents? Shoot, you could even do it with homeowners. If you have a homeowner that had a great experience and is really super excited to go out there and shout your name from the rooftops, get them involved. Because you can definitely utilize it, really appreciate everybody jumping on. Hopefully you guys gained some good knowledge. We do have our sock draw Nick? Yes. All right. So I think I'm supposed to, I've never done this. I think I'm supposed to hit the dice up here. Oh, I hit it. Oh, you hit it? Okay, good. You got it. What is happening?

Drawing's drawing one winner. It says Maurice Harrison. Maurice is our winner today. Welcome to the Sock Club. The Elite Sock Club. Yes. There's only a handful, so I just wanna, you mentioned, was it Candace that wanted the socks? It, was it Candace? You were, I don't know if you saw, could you guys see the wheel or is it just me?

Yeah, you could see the wheel spinning. Yes. Yeah. Okay, cool. So it was one off candor. So I. Next, next time, Candace, I know it's you. That's right. Next, next show. But hit us up with any questions that you have. Roofr nick at Roofr dot com. Pete at Roofr dot com. I put the, roofr dot com slash implementation as well.

We have all that information for these mini masterclasses. We call them the education sessions that happen every day during the week. So really exciting stuff coming out with that as well. Thanks again so much for joining everyone and Pete. This was a good one. I like it. Yeah. Yeah. Very cool.

Yeah, there's a lot of good stuff. Yeah. And definitely, like Nick said, leverage the team, leverage the website, get in the resource section. All of our past master classes are on there. If you guys missed the roofing by the numbers last time, or I. The report one that we did with Ben or the fo, the one before that with Amanda.

All great master classes as well as all the ones that we've done before, which a lot of great information and all those, so especially if you're new to Roofr, be sure to check those out. Just a ton of good information in there. And also the podcasts are in there, so haven't experienced the Roofr of the Month podcast.

Those are fantastic stories from a lot of local roofers. A lot of new roofers, established roofers. We just got everybody in there. A lot of great rate stories. I think Austin Bloomquist is our May Roofr of the month right now. So be June next week. Yeah. About to be June, right?

So we're about to have a new one, but yeah, jump in there and check that out if you guys haven't. And we will see you next time on the Roofr Masterclass. Thank you everybody. Thanks everyone.