Dominate the Competition with Killer Proposals

Pete: Hey everybody, welcome back to the Roofr Masterclass. I'm your host, Pete McKendrick, and my co-host, Nic, is finally back. Excited to have him.

Nic: Had to try to get you to flex your muscles, you know?  

Pete: Good practice having to, like, navigate everything by myself.

Nic: Glad to be back. Been messaging you a lot, trying to figure out dad life.

Pete: Just- Yeah.  

Nic: It's a whirlwind of things, man.  

Pete: We're also joined today by a former Roofr of the Month. Great guy here. From Salus Exteriors, Juan Rodriguez. So welcome, Juan. I know Juan's having some internet connectivity issues, so you may or may not see his face pop in during the show here, but, we've got his audio at least, so, we'll run with that.

And, excited to have you today, Juan. Thanks for joining us.  

Nic: Ooh, look at that. Slide transitions, I miss those.

I'll dive into the really the only stuff you needed me for was just the intro slides, right?  

Pete: The worst part was I wouldn't remember them till like 10 minutes in, and then I'd have to go back- ... and do the intro slides after we were already talking.

I'm like, "Yeah, hold that thought. Let me go back and do the intro."  

Nic: I have one job, so it makes it easy this way, we are back. You got me and Pete here, the host with the most, Pete McKendrick. You can reach him at pete@roofr.com and me at nic@roofr.com if you have any questions or anything out there that you need.

And just a reminder, these are all recorded. We always have them hosted at roofr.com/masterclass. It's on YouTube.

There's a huge repertoire of things in there as well, along with our Roofr podcast that Pete hosts. But yeah, let's get to it. Let's talk to Juan.  

Pete: Well, welcome Juan. Excited to jump into this with you today.

We're talking proposals. You know, obviously you've been a Roofr user for a while, and so you guys have somewhat mastered the proposal here and, excited to kind of walk through what you've got going on here today.

Juan: Well, thanks guys. I appreciate the opportunity to, to fill in some big shoes from previous presenters.

So this is actually a great honor for me. Thank you Nic and Pete my name is Juan Rodriguez. I am the president of Salus Exteriors. We specialize in residential and commercial roof, just like pretty much everybody here. Our biggest drive for the last year and a half has been on the commercial side.

We are based in Houston, Texas, and, just focusing more on that commercial side without leaving the residential side.  

Nic: That's awesome.  

Juan: We've been in business for about three years now and, most of those three years I've been, utilizing Roofr for pretty much everything.  

Nic: It's really cool to hear that from the commercial side of things too. I know we've had a couple guests on here talking about commercial ones, but for you being the roofer of the month, I love seeing how you've incorporated and using the proposals, hence the topic of the day, to really manage the, the, the commercial as- atmosphere.

Me and Pete have always talk about like when you're dealing with commercial jobs, you're dealing with high ticket items and boards and owners and a lot of different things. Sometimes REITs and presentations means more there in my opinion, than it would on a regular residential job. You need to earn trust with some high net worth individuals and also with high ticket items.

Juan: With this it's just so easy. We have it built in templated out for all the different proposals that we can give out on the commercial side and the residential side, so we love it. We are very excited when we use Roofr and when we train new individuals even to use it, so.

Pete: Yeah, I mean, we're seeing more and more commercial companies getting on Roofr and using it specifically for this reason. I think they're attracted by the proposal tool and its abilities obviously. The level of detail tends to be a bit higher when you're doing commercial quoting than with residential.

A lot of people like the ability, the flexibility of the proposals and also the ability to add that level of detail and, like you said, to have those images and to have all that extra supporting information, right in there and easily be able to share it, so excited to kind of dive into your proposals here today and, and walk through what you guys have done.

Quickly, guys, we do have a survey here. We just wanna ask the crowd here, what exactly are you guys using currently.

Do we have any old pen and paper guys in the house here?  

Nic: I was talking with my dad. About some of the jobs that he's been quoting and what he's been up against. Where we're from in Toronto, just outside of Toronto, it's like there's no licensing, very similar to what you have down there, so you get a lot of fly-by-

nighters out there, and it gets crazy. One of the guys that he was up against he won the job because of the proposal that he presented, but one of them never quoted the job professionally. They just kinda had a door hanger and they wrote a price on the back and just handed it put it on the door.

Oh my goodness. Nice. And so it was just like, it said- Yeah ... $6,500 shingle type brown, and that was it. So.  

Pete: Shingle type brown.

Juan: So one of the very first things that we do when we go and take an inspection out is take aerial footage, right?

There's two first things that we do is we take a picture of the above bird's-eye view of the home and the front side of the home, because we wanna know which one is this project tied down to, so our client can see that on the proposal's very front page.

As we move forward, the first image, the first sheet of the proposal has to be their house so they can connect. They can see what we're actually discussing.

We give out a quick introduction. The introduction comes from the run around of what we're actually gonna do. And due to the fact that Houston is a very complicated and very competitive area, we kind of all the thing that, kind of stands out.

We're not going to be placing a roof on top of another already established roof. We are gonna get to the to the deck. We're gonna change decking. We've never done a, a project where we laid shingles on top of shingles. It doesn't work for us. It doesn't work for our clients. So you can see on our side it says remove and dispose of old materials and supply and install new materials.

We'll clean up the work area. We put our side of the cleaning process in various different pages because we are 100% clean. We make sure everything is clean so all of our clients understand that, yes, this is hard work, yes, this is difficult, but it is, to their expectations.

Most of these are things that, pretty much everybody has, like, insurance and, their types of warranties. On the structural side of things, having an introduction is huge. It is very, very big and, and having that information on how to contact us.

I get a bunch of emails from customers and they, they tell me, "Look, I got your information from your from the, the introduction side. Please let me know when we can meet." The next thing we do is we put out the aerial images.

Now depending on the project, if it's a smaller house, we may put a few more pictures or so, but, this being a, a much bigger project, we only put the aerial images. The client gets a, inspection report aside that's more detailed, and we don't include it here because it's just a standalone inspection.

All the area images of the facets of the roof. That way we have it in our proposal that this is their house and this is what we're quoting, kind of like a state of their house.  

We try to place the images where if there's a pool, we show that. If there's a chimney, we show that. If there's a shed, we show that. Again, anything that's going to get, bid, it'll have it on the images.  

Nic: Do you find that, like, that helps you- get more jobs as well, just, like, that extra level of detail and professionalism layered in?

Juan: We don't only do drone or aerial photography. We get on the roof and- Gotcha ... a lot of people just do drones, right? Again, I'm not showing my inspection report. That's a more detailed PDF that the client also gets while they get, at the same time that they get our proposal.

Nic: Love it ...  

Juan: again big thing for us is our, our value proposition, right? Why we stand out, why we are better than the rest. We are a very consultative approach. That's the way we do our sales side. We pretty much educate the client on a roof.

Every roof has different types of damage, and the client must understand what is happening in order to make a decision. So we provide a consultative approach. We make sure that the client's taken care of, if we don't find the right answer at the moment, we get informed. Our production teams are in-house. We have an entire crew that is in-house to do all of our projects.

That means is we can really excel in the craftsmanship because we don't have to pick and choose from, from different types of teams. We are always gonna have our same team. We're very clean and we're very organized. The Roofr, the entire Roofr CRM makes us organized in order to do our job behind the scenes, and then production side makes sure that we follow that being clean on the job.

As well as the scheduling on our time completion, like this project we estimated two days, we got it done in a day and just some final inspections the day after. The... it's just little things of understanding how to be on time. It's a combination of production and, back office. Everything gets ran through the Roofr, CRM.

One of the biggest things for us is we want to limit the risk being taken on callbacks.

I know that everybody hates, you know, "Hey, we got a leak. We just did the roof, but we got a leak." So in order for us to minimize those risks, we go above and beyond with different accessories. One of our more popular ones being the bullet pipe boots. It is standard in every roof. We don't use anything but the bullet pipe boots.

And they are a little more expensive, absolutely, but because of our experience already, we understand that these last longer, they're same on the in-installation side, and they're just so much better. When we explain that to the client, they understand, "Okay, th-this is a little bit better type of system."

That's one thing that many people should understand that in this industry is very simple or sometimes very easy to say, "Okay, I can squeeze in a, a few of these things and disregard your roof just to get the project."

We don't do that, and it shows. You know? It shows how professional you are when you explain. So having all of these things here for the client to see to really evaluate it, I can tell you the majority of my clients don't take a look at the entire proposal.  

Nic: Mm-hmm.  

Juan: But this also means that us on the sales, we've have already mentioned it on our sales pitch, on our meetings, on our Zooms, on our entire process, sales process.

So just because they don't read it doesn't mean they haven't seen it at some point.

Nic: Do you get feedback from these? Having this up top, does this help kinda answer questions beforehand so you don't have to kind of reiterate yourself?

Juan: Yes, a- and in fact it does. Like, and mostly because, again, when I'm meeting with my client, I've already talked to them on these few points. Mm-hmm. And they get to physically see it as well. So it's different touch points within the sales process.

I don't wanna put it in the end because at the end of the day I'm still competing, and this is our value proposition, right? So I want them to see it in the beginning. Perfect.  

Pete: Yeah. I really like this. I, my thought was it would make me question as a homeowner why the other guys are not doing these things, right?

Juan: That's correct. Exactly. And that's why we put it in the beginning, Houston is very saturated and it is very competitive. We always have to compete with a lower company, you know, that's trying to do their, their client's roof.

But when they see something like this they ask these questions to my competitors. Ah. And then they always come back and say, "You know what? I asked my competitors. They don't do any of this stuff that you do. I'm choosing to go with you guys."  

Nic: One thing I learned when I was younger in sales is you never trash the competition.

But there's a good way to elevate yourself- Yeah ... without having to talk about the competition, and it's doing what Juan's doing here, and Nicholas brings it up here. It's a good strategy to create doubt in competitions. Because if you talk about what you can do and you're that first person in that door, everyone's compared to you.

And if you are laying things out like Juan is- Correct ... and showing your professionalism, everyone is going to have the same questions, like Juan said, to all your, all the competition. And if they're not showing up in a way w- that, with presentation like this or with, like, the talk tracks and the salesmanship that Juan's displaying as well, you're, you're putting yourself ahead of the game and they're gonna g- see themselves out staged- Correct

right?  

Pete: Like Nicholas said in the comments, when, if you're the first one in and you do this, and the next guy shows up and doesn't have this, it immediately is creating doubt, right?

Juan: Us as, contractors, we also need to make sure we're doing what's required because the industry needs it.

Good contractors shouldn't get a bad rep.  

Pete: Yeah.  

Juan: This is what the industry needs, right?

Like, I'm not doing a new construction home, right? We're redoing your roof. We are giving you a warranty. We're gonna use the best so it doesn't leak or it's best protected.

Another thing that we do is, we provide frequently asked questions, and they may seem very simple, but to the client that's spending upwards to $50,000 on a roof, they wanna get all of the, as in- as much as information as possible.

And this is some of the stuff that we start out. It's on our website, but it's always good to, to have the client read them and go through them. You know, we don't, use old shingles. Everything is new. How long the proposal is good for. Just little things like that, you know.

The next couple pages is something that, many of the Roofr, users will see, which is the measurement side. Although we pay for it, I don't have any problem giving this to my client, and this is because we're very upfront.

If we are professional enough to pull in a satellite imaging of their house to give them the measurements and they can see that, it plays into my favor. I don't care if another contractor is also bidding on this and my client has this information. At the end of the day, it helps me.

It helps our company become the more professional, and 9 out of 10 times the customer sees, this is the type of company that I wanna partner in, in doing my house., We give them the entire measurement report. Only page we don't include is the material, you know. This also gives us the opportunity to explain, " you may have a 4,000 square foot home. Your roof, it's a little different because of the pitch, because all the different facets of your roof, and that includes the waste factor.

We're not just putting a random number on a waste factor. We have it down from our Roofr calculations. So we are, in this case, we are making sure that our price is because it's 84 squares with the waste, not just 7,059 square feet, just on the measurement alone." That's also a good touchpoint, and I've had many clients that, they do ask this, "Why is it more?"

And this gives us the opportunity with facts to show them, "Look, this is more because of this." They say, "Okay, I understand." It's not just saying something, you actually prove. This next slide would be our chosen, manufacturer of shingles. We are completely for the Tamko Titan XD. It seems to be our best go-to product as far as shingles goes. It is highly rated. All of our clients love their colors. We provide a brochure of how great these, this shingle is.

And just because we offer the Tamko Titan XD doesn't mean we haven't discussed the higher up products, I wanna say the StoneGuard. But we always start with the Tamko XD.

We're here to provide a roof replacement project with the best materials possible. So we love this line. The colors are amazing for the clients. We do provide specific brochures so they can take a look.

And also to see different options as far as colors. Usually, because of HOA requirements, we tell them, "Don't get too crazy on the color selection," like the greens or the very lighter colors. You do have to stick to HOA requirements.

But look at all the grays, look at the blacks, and some of the browns. We partner with TAMKO as well because they also have a shingle color selection tool that because we already have the images of the aerial footage, we can include it here.

And because we know if it's an HOA, project, we kind of pick out three different colors. We put a picture or an image of their s- current state of their roof, and then we put the specific color that we think may look good or that we want to, portray, and we do that with three different colors.

These are three colors that I know on for a fact that HOA are able to include without an issue, so that's why we do it.

So Marvin, yes, we do provide these, these pictures, and it, it is a game changer. It, it really does help. We provide some of that warranty information. They're able to request a standalone project as well. So that's pretty cool. If you don't have a terms and conditions portion on your proposals, you are opening up yourselves to litigation.

Very simple. If you have a proposal that is this lengthy, you might as well include what to expect on the project, kind of guidelines on payments how to approach images even. There's a clause here that we added, about a year and a half ago is, they have to sign off on allowing us to use or take pictures and use them for our marketing purposes.

Even the client understands that, look they have this here for a reason. They are professional, they understand how to do these terms of business, negotiations, and, it, it works out for us, you know? There are certain sections that you even have to initialize and all that is done

And again, I put that because all of that is done through the Roofr proposal side. It's not just a template, that's a PDF. No. We do that from the Roofr side so we can add texts and that's what we do. It is already built into the template, but it's all been written there and added specific sections for initials.

So definitely I recommend getting with some sort of contracts lawyer or somebody that knows more on the legal side because having a terms and conditions portion or terms of agreement portion, it works best to everyone's advantage. The next section is the homeowner checklist. The homeowner's checklist is something that we included on our proposal just so they know what to do the day before the project starts.

Let's say they sign the project and, once we put them on the schedule, we tell them "Don't forget the day before to read the homeowner checklist." And this also, again, plays into our advantage because we're letting them know things before it happens. Many of our clients have babies or they have pets, dogs, cats.

Know that roofing is a loud process within our installation. You're taking off shingles, you're putting new nails. It is very loud. It is a bit dirty. It's messy. There's things moving here and there. There's people on your roof stepping on the deck. So we let them know what can be expected. If they have, you know, things outside in their backyard that they want to have protected.

And there's just a couple of different bullets that tell them, "Hey, we are responsible for your roof, and we have taken pictures. We've done the due diligence of recording everything.

Make sure that you take care of your house, 'cause we're here just for the roof." Having said that, we do cover pools, jacuzzis, simple, you know, regular things that the majority of everybody's doing just to cover, the client relationship. We definitely don't wanna have a nail inside someone's pool and somebody stepping on it.

So we definitely cover it and just things like that. But having it on your proposal definitely helps for them to know what to expect.

Next thing is scope of work, and maybe on the residential side it may seem too simple, but when it comes to being professional, when it comes to being the contractor, you definitely want to do what you say you're there to do. And the scope of works keeps it clean, right? If, we are going to be having any extra changes on decking, because once we take off the roof, we're just not gonna let it go by, right?

There are specific amounts to the quantities of plywoods that we cover already built in. If it passes that amount, we're gonna charge you, and we tell the client ahead of time.

We can't see it until the shingles have been taken off. So we provide a couple different plywood sheets already built into the system, but anything after that, there's a charge for it, and we put that here. It's a little bit of everything of what entails that, the production's going to do, production side's gonna do.

That way we can review it and, everything gets documented. We have all the pictures from, when the crew gets there, where the ladder location is, where the material is located, where the, the, the crews leave their car, like their parking area, where the dumpster's located, all the different repairs that they gotta do.

That keeps it extremely organized so they see that everything on the scope of work has been done correctly and up to standards.  

Nic: Loving seeing like the breakdown of everything and like how everything's set up. A sign of a good proposal is that when somebody looks at it and reads it, they don't have any questions. It's sales 101, you wanna remove roadblocks. Yeah. So if you're trying to get to the end goal- Right

which is this deal as quick as possible, remove all roadblocks. And often you're gonna get some coming in, price, timing, et cetera, et cetera. But if you can clear as much roadblocks- Mm-hmm ... as possible as you're doing here with the pages, with the scope of work, with the FAQs, and so on and so forth, you're going to get to the real objections first and give you more of an opportunity to overcome those objections.

You're breaking it all down and it's super visible for them to understand, to see, and, and hopefully to sign on the dotted line, which is great.  

Juan: We want them to ask questions. We don't want them to say, "Okay, just go ahead and do the roof. I sign and that'll be it."  

Nic: Yeah.  

Juan: And then later on they come and ask questions. No, we want them asking questions now. But there's a secondary portion to it. When they ask these types of questions, it also gives us a chance to upsell.

Nic: Yeah. That's a great point too.  

Juan: This also creates a good sales technique or tactic to give us, an advantage.  

Nic: Awesome.  

Juan: And the rest of this proposal is just jumping into pricing. You can see how we, broke down everything. The roofing system, the accessories, which ones we're utilizing which type of ventilation the types of, miscellaneous items.

If we have to remove the dish satellite from the roof there's a cost to that because in the inspection we noted it, we wrote it down and we said, "This has to get removed." What we try not to do is to add things that were not quoted and we saw afterwards, and sometimes we eat those costs because it's not part of what they signed.

Mm-hmm. That I understand. But if we caught it in the beginning, we saw it, we document it, and it is a process to do we're gonna put it into our proposal, and that's the professional thing to do.

Pete: Cool. Well, let's jump into some questions here- And lastly- ... 'cause we have a bunch of questions. Yeah. So I'm gonna start to jump into some of those.

Sure. So we can kinda jump on those. Okay, perfect. That's the one I was gonna go to first, Joel. Good call. The question is, can you elaborate on the labor lifetime warranty and what that entails?

Juan: Yes, absolutely. When we partner up with TAMKO, we, at the end of the day, we're always going to provide their best warranty in order to cover us and to cover the client. We give them a five-year installation craftsmanship warranty. And at the... after the five years TAMKO even takes care of the labor warranty if there's a defect on their house.

That's cool. If there's a hurricane coming by or there's hail or whatnot, that is not covered, right? If there's vandalism, meaning not somebody doing some sort of graffiti, but little critters out there eating out your lead boot pipes we've already understand that we don't use lead boot pipes.

We use the, bullet boots pipes. So we are covered in our side so n- we don't have those callbacks. These little things like that that, yeah, it's part of our five-year warranty, but it extends so much more than that because of our TAMKO partnership and because of the materials that we put in place.  

Pete: Nic, I think you kind of half answered this one, right?

Nic: Yeah, we have a lot of lighting- ... contractors that have come in, especially around this time of the year. The beauty about how Roofr can actually build up here is that you can transfer this into a multiple- d- different things. Like, with the multiple workflows, you could have seven workflows. You could have a lighting division, workflow with different, stages and everything built out. But when you think about lighting, lighting is on the eaves and the rakes.

So you can use a measurement report, especially a DIY, do the perimeter, mark the eaves and rakes, and you could actually map this out to create a proposal. The proposals that you saw with Juan are super malleable. You can create essentially everything that you want.

So you can actually have that create a proposal right off the bat. You can have it all broken down. Has a little introduction page like Juan does there. You could have good, better, best or Christmas lights temporary install here, lawn ornaments, permanent lighting, all that stuff built in here with multiple selections, upgrades, descriptions, line items, all that stuff there.

Add it in the brochures, understand exactly what's there, photos similar to like Juan was doing with like, "Hey, this is the black, this is the gray, this is the driftwood," so on and so forth. Adding that in.  

Juan: Mm-hmm.  

Nic: And obviously, you want your T's and C's like you were saying there. But just to show you how easy it would be.

I can go in and use the measurement that's already built in there. We have the eaves and rakes that are built in. I can go Christmas lights and then use that template and it'll build that out. Again, everything maps, so this can really help you out build out a different stream of revenue, especially near the end of the year.

This is great leading up to the holidays. Gutter cleaning, you name it, all that stuff that's built in there. And just to show you how I mapped everything here is you can have it built in, so for, like, every linear foot it costs 13.44 for it. This one's mapped to the eaves. This one's mapped to the rakes.

And this one is mapped to the ridges and the hips, 'cause I have something that's going across the top there as well. Add in your margin, add in what you want, and you're ready to rock and roll. Long story short, yeah, you can use it for Christmas lighting, and lots of people do.  

To expand on what you're mentioning, I use Roofr for my roofing division. I have another company that does impact windows and doors. I wanted to see how they can use Roofr for that company as it works so well. Is there anything in the pipeline to...

Pete: to expand to other sectors in construction is the final part of that.  

Nic: I could bring up, like, Corey, our friend from, South Shore Roofing. He has a windows and doors division. He uses Roofr for them as well. So what you can do is, I'll bring the screen back up. Again, we have up to seven different workflows.

You can have a, you know, windows one. You can have a doors one, whatever the case is, and each one is going to have a different card setup. Set it up the way that it is, 'cause the roofing side of things probably doesn't mimic the same sales process of the windows and doors. And then when you're building out the proposals and templates there, what you can do is build one out that is full, has windows and doors built into it.

Unfortunately you won't be able to map the quantities over from a measurement report, 'cause our measurement reports are there, but you can easily just type in the quantities in the back end and open those up and actually have something go from there. So there's a lot of different ways that you can kind of build that.

I don't have one in here for windows and doors, but yes, in short, create a template, create a, pipeline or workflow rather, and, be able to create that for windows and doors, and create the automations w- on it as well.

Yeah. Toggle one on, toggle one off. Just like Pete toggled me off for the last six weeks.  

Pete: This is a question for you, Juan. You showed the Tamko brochures, and I think her question is, are they built straight in? Are you giving them as a separate piece or they're built straight into your proposal?  

Juan: Yeah, so we have specific templates that we kind of copy. We, we use Tamko for the most part.

So we put them on the template, and the brochures are already built inside because we've added them. So let's say myself or somebody in our sales staff needs to do the template, and they've already discussed the Tamko, so they just click the Tamko template on the residential side and, and that'll be already there.

Nic: That's awesome. Yeah, it's nice to add them in so it's a quick and easy use. And that way just rinse and repeat. So if you're a Tamko guy, you're a GAF guy, if you use multiple ones, you can have templates built for each one and open it up, so.  

Juan: Mm-hmm.  

Nic: My dad, for example, uses multiple manufacturers.

He uses one mostly, but he also has others that he does, jump in with, so it helps.

Pete: This one, do you do a good, better, and best on every proposal, or do you do one or two different overall options?  

Juan: So I used to do good, better, best. I got away from the good, better, best and just give two different options.

Do like a better and best. Sometimes it'll be a better and best or two different, manufacturers.

And I do that because, when clients already have contacted my competitors, let's say, and then they contact me we are open to telling them, "Okay, we can also install what they are quoting you, so you know the price difference, but you could also see what we prefer as our go-to shingle and the comparison between both."

Pete: This might be a good question here, Nic, for you. If you haven't created a workflow for separate residential commercial jobs in Roofr, can that be done after the fact?  

Nic: I'll share the screen real quick again. So if you're in your job board, you can go into settings, up at the top and just add new job stages.

As you can see, you could have up to seven and edit them, change everything built in allow yourself to kind of dive into it and see all the different kind of flows to it. So if you go in to manage the stages, add, change, update, move, all that stuff, and you can create them there. One feature that has been released just today as well is if you go to the list view and say you Alicia, you haven't created it and you wanna move a bunch of jobs in there as well, you can now grab a couple of them and move them into a new workflow and stage.

Now, it will let you know if there's blocking tasks and stuff like that, but let's just say hypothetically, these two jobs here, or three jobs here, I want them to move into a different pipeline. I can quickly change the job stage to, proposal presented or change it to subcontracting job completed and update all jobs, and then boom, that moves over.

Bulk actions just got released today. And that will allow you to be a little bit more streamlined with this stuff .  

Juan: You guys have no idea how easy it is nowadays for us to use seven different workflows.

Yeah. I think about a year and a half we, we spoke with one of our sales reps for Roofr and we told him, "Hey, is there any way, you know, even you guys can do something? We need more workflows." He said, "Well, give me a couple months." And then a few months rolled by, and this is out there. Th- this is huge.

I mean, this is incredible for us. And because we do, again, mostly commercial-  

Nic: Mm-hmm ...  

Juan: we actually separate different commercial s- workflows. They're all, they're not all in just commercial. So- Yeah ... we have, we're utilizing all seven for a reason.

Pete: Well, we're at the hour here, Joel. Juan, I wanna thank you. This has been fantastic. Great information. I think you showed some really good stuff. I think a lot of good questions coming off of, you know, what you showed.

And I really appreciate it, man.  

Juan: Thanks, guys. I'm here to help anybody out. I think if we all stick together, everybody grows, the industry grows, and we get a good rep as contractors,

Nic: awesome. Thanks so much, man. Appreciate it.  

Pete: Yeah, and I know there-  

Juan: it. Thanks, guys ...  

Pete: couple questions that we didn't get to, so if you guys do have questions or you think of questions after the fact, feel free to just shoot us you know, shoot us a message.

You can either email, Nic, Pete, or Joel. Any of the three of us would be happy to answer your questions.  

Obviously we look at a ton of proposals. We see a lot of stuff. If you want us to check it out, just shoot it over. Shoot us over a, a copy and we can definitely take a look. All right, everybody. We will see you next time- ... on the Roofr Masterclass. Thank you, everybody.