Referral Partners and the New Rules of Marketing (with Michael Stearns)

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Speaker 1

There is a world where you could figure this problem out. Like, there is a reason why it can't happen, and it's not because it's impossible. You can choose how you will or why you can't. The ecosystem.

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Speaker 2

Of marketing. You can trademark that if you want. I'll let you have it. Thank you. You're listening to The Roofer Report, the ultimate podcast for roofing professionals, business owners and entrepreneurs. Get insider access and hear about the highs, lows and tales of triumphs from thriving business owners. Brought to you by roofer. Hosted by Pete McKendrick.

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Speaker 3

What's up everybody? Welcome back to the Roofer Report. I'm your host, Pete McKendrick. And today I have a special guest with me. It's been a little bit since he's been on with us, but this is probably I mean, we've had a handful of these. We've done a handful together. Us on your show, you on ours. So welcome. The marketing guru of the roofing space, Michael Stern's.

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Speaker 1

Everybody's a Guru these days. Well, thank you. Thank you for the formal intro, Pete. It's always a pleasure to to kick some stuff around with you, whether it's on my show, yours or anywhere else for that matter. Love seeing you in person. It was great to see you at IRA. It's been a minute, though.

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Speaker 3

Yeah, yeah, it's been a long time since we've been in the same place, so yeah, I don't I don't hit the road as much as I used to. You know, I think a couple of years ago we did like 30 something events in one year. So it's been it's been a while. I don't get out as much as I used to.

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Speaker 3

So it was good to see you and I get to sit down and chat, but excited to have you on the podcast today for our folks listening and dive into a little bit of stuff. So for the people that don't maybe know what you guys do or aren't familiar with ascend, possibly. You know, we get a lot of new businesses here at Rufus and maybe they haven't heard of you guys.

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Speaker 3

Give them the lowdown on ascend.

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Speaker 1

Yeah. So we do custom websites. We do CEOs. Joao AIO, whatever the acronym is you want to use be found on LMS when people are searching. And then we do Google ads. Right. So outside of that, like for a lot of the younger companies that reach out to us, I personally do consulting with them, help them set up frameworks and know that your big, big process guy Pete, working some processes and automations and things like that to help set them up for success and give them objective advice as far as like, hey, if you're at 500,000, it's not always pay marketing agency a bunch of money, because a lot of the times what happens is

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Speaker 1

people fall into the trap. Like, I don't know, marketing, so I need to pay an agency. So then they hire an agency that for 300 bucks a month, we'll get you rank page 1 in 60 days. Then they get burnt, right? And now they're carrying around this, this negative energy into their next relationship and their next relationship. And it turns into this vicious cycle when realistically, you need somebody to teach you some things fundamentally about marketing and advertising, where you should be putting your money.

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Speaker 1

Because as you grow your business, where you put your money usually changes, right? You know, I'm not going to tell somebody that's at $300,000 in revenue to go by 12 billboards. If you're doing 7 million, it's a different conversation, right? So when you're at 300,000, you might buy advertising and branding on a park bench or a bus shelter.

00:03:04:01 - 00:03:23:23

Speaker 1

You know, Barack McClellan. Like that's what he did, right? He rock is now very successful five years later. But you start somewhere, right? And it's kind of hard to find somebody to give you that objective advice. And the great thing about AI is like, we have all this information. The shitty thing about AI and even Google before AI is like, there's so much information you don't know what to trust.

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Speaker 1

So a lot of younger companies will come to us for strategic guidance. As far as like, hey, how do we move forward in a way like our goal is to get to 6,000,000 in 3 years. How do we make that happen?

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Speaker 3

I like it, yeah, I think that it's a, you know, obviously for a new company, it's kind of a treacherous slope, especially if you don't understand marketing. Right. You know, to get out there and try to figure out where in the heck am I going to find some leads. You know, like we see companies all day long. It's like, you know, hey, I'm just looking to get some leads.

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Speaker 3

Like, I don't really care where they come from. Right. And you don't necessarily at that point have that referral base built up that a lot of these more established companies are able to rely on, especially, you know, this season is a perfect example of that. I mean, it's been, you know, here we are in June. It's been fairly quiet, like it's been a fairly quiet start to roofing.

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Speaker 3

I think probably one of the more quiet starts I can remember. You know, in my time in the industry, it's doesn't seem like there's a whole lot going on, you know. And so obviously, you know, I think companies are busy some of them and you know, but, you know, how do you produce leads in a time like this, especially if I'm new.

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Speaker 3

Right? And I'm not established and I don't have that referral base. And so it can definitely be overwhelming. So nice that you guys are doing that. I know you guys have always done that. You do, you know, some audit stuff for them and and kind of guide them down the right path here. So yeah, I mean, if you guys haven't heard of his end or haven't talked him like definitely take advantage of that and get some guidance and get pointed in the right direction.

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Speaker 3

At least you know. So you can get get started down the the right path with marketing. Because like Mike said, you know, there's been a lot of bad press or around marketing in the roofing space in the past.

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Speaker 1

And rightly so. Right. Like it's justifiable. And it's just like any other industry it could be roofing marketing surgeons. I recently, you know, the divorce attorneys. No I'm kidding. Kind of. But like there's, there's there's few that are very good and care enough to be great at what they do. Right. And then there's kind of everyone else. And like they misrepresent what they know or they just they know they don't care enough.

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Speaker 1

And like there's the field, right? And you don't want to get stuck in the field. Right. So, I'll tell you though, and it's been encouraging because in the last few months I've seen it more than I ever have in my career, is people being willing to do things that they, you know, solve problems through time, energy management and attention.

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Speaker 1

So team time, energy, attention and management that they otherwise would try to pay their way out of that aren't money problems. So you can't throw money at it to fix it, right? So things like network marketing, like building strategic partnerships and alliances in the community with other contractors, things like that. Like I've had more people do that in the last few months than I have in the last few years combined.

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Speaker 1

I would say it was probably across the board, like across the US. Last year, Q4, especially from Thanksgiving to the New Year, was fucking abysmal, right?

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Speaker 3

Yeah, yeah.

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Speaker 1

Listen, and sometimes, you know, we don't know what we got till it's gone. Right? So nobody's jumping out of their chair to focus on these tedious things that take time to manifest and don't fit cleanly into a spreadsheet and require a bunch of attention when everyone's in the street getting fat, right, like everyone's got all our sales reps, got lead, gross profit look good.

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Speaker 1

Top line revenue. Bottom line, man.

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Speaker 3

Yeah.

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Speaker 1

For whatever reason. Like and it's fine, right? Like that is not the time that people are going to be gung ho about. Like how do I create more opportunities even though it would be beneficial? Because the wrong time to start is when you need it the most, right? Like, because anyone who's been in business done sales, like, you know, it takes time.

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Speaker 1

You can't develop a meaningful relationship like this and expect to flip a switch, and now you're gonna get a ton of leads. But if you spend 3 to 6 months building these relationships, going out of your way to help people prove value in the community, serve other people like it will come back to you, right? If you do that consistently and your sales rep does that consistent, and your other five sales reps do that consistently.

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Speaker 1

Next time the market compresses, whether it's an election, whether it's just a poor economic outlook and consumer confidence is low and they don't want to spend money. If you go from closing 40% of your job or your prospects to 25%, it's a lot more palatable if your cost per acquired customer is zero versus $1,500, right? Like that all bleeds down to the bottom line and packs and very meaningful way.

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Speaker 1

Right? So that's the type of stuff that we try to focus on is like, how can we help you not only through the services that we offer, but like setting you up for success and doing the things that other people aren't and competing where other people aren't competing because most companies, whether half 1 million or 20 million, you don't do these things right.

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Speaker 1

So like they're not there like they are an LSA, like they are in Google ads, like they are on maps, like you're competing where they're not. And by virtue of that, you're going to have an easier time gaining market share through those venues or those channels. Right?

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Speaker 3

Yeah, yeah. Let's talk a bit. You touched on it right there, and it's one of my like biggest pet peeves, I guess when you're talking about marketing with contractors is the cost of acquisition, right? How many contractors come to you and have absolutely no clue of maybe even what that means, I guess, and so, you know, or how to calculate it, maybe even.

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Speaker 3

Right. So it's like, so let's dive into it a little bit for them here, especially for if you're a new guy, like maybe I'm first year. I mean, I talked to a guy yesterday that was second about two years in. He's developed a really he's done a really good job of developing a referral partner network. That is really what's feeding him the majority of his leads in a very competitive space where he's at.

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Speaker 3

But, you know, he's leaning heavy into that. So he hasn't had to like really shell out a lot of money on on marketing. So he's smart in that aspect. But I talk a little bit about for a guy like that, maybe I'm first year, second year in business. Business is doing okay. I'm not exactly, you know, I'm not.

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Speaker 3

Maybe I'm not killing it. But talk a little bit about cost of acquisition, how important that is to understand it and also towards the bottom line.

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Speaker 1

Yeah. So like as a marketing agency our leading indicators can be like how many leads did we get you. Right. And that's not because we want to know how many leads we got you. We want to be able to show you like something meaningful. Like, this is what we did for what you paid us, right? Yeah. That tells part of the story.

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Speaker 1

Like we don't, you know, we could we could have a high cost per lead, and it could be your best month ever, because you guys close at twice the rate that you typically close at. The tickets were twice as high. So it's a part of the story. But the more meaningful part of the story is on the contractor side, right.

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Speaker 1

So like how much revenue came off of what you spent. Right? So if you spend $10,000 and you do $100,000 in revenue, you know, you're getting a 10 to 1 on what you're spending top line wise, right? Which is which is good, really. The cost per acquired customer is like, what are you paying? When you boil it down right, you boil down what you're spending on advertising and you could do it by a channel, right?

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Speaker 1

With what I recommend. If you're doing Facebook, you're doing Google, you're doing whatever. Yeah. What are you spending, what are you getting? And when you factor that out, like, what did it cost you to acquire each one of those customers on average? Right. You should be able to boil that down to a very specific number. And for the for the guy that you're talking about, he might be doing some sort of compensation on the back end.

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Speaker 1

Right. Like every contract I signed him to give you 250 bucks. That's simple. Right? Your cost per acquired customer. It's 250 bucks every time that guy sends you somebody. And if you know that your average ticket is 10,000, your gross profit is 40%, and then your net is 15, like, you know exactly what you're making at every level off of the projects that person A sends you.

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Speaker 1

My advice to that guy would be fine. Ten more of those people, right? Yeah. Because even if you're paying 250 or even 500 bucks, like typically what we see right now, which is not the greatest of times as far as customer acquisition is, you know, you're typically somewhere between like 1015 hundred bucks, right? And like, that's good because if you're if you're average tickets 12 to 15,000 like it makes sense.

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Speaker 1

You're making money. And then take it a step further. If you're canvasing those areas that where you've got projects, you should be able to land one more person for every two projects you do right. If you're not 1520 doors, even if you did it, neighbors walk up to you whatever. But like now, your marketing budget goes 50% further.

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Speaker 1

But like, I'm huge on those referral relationships. So I break it out into there's two types of people that you've got referral relationships with. There's power partners. There's tag team trades. So tag team trades vertically, adjacent contractors selling your target market different things at the same or different times. If you're roofer, it's HVAC, it's plumbing, it's electrical, it's landscape.

00:12:08:01 - 00:12:27:03

Speaker 1

It's pool. Contractors like Lance don't sleep on the landscape and pool maintenance companies either, because the thing about them, they're low ticket, but they've got very frequent contact with your prospective market, right. Like my pool maintenance guy was there. Yes. I'm like, dude, why is my pool still fucking cloudy? He's like, Mr. Stern, were taking care of it.

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Speaker 1

This was this is what happened. And then we talked and chopped it up for like five minutes. So if I happen to have a shingle missing and that pool maintenance guy knows a roofer and he's aware I've, you know, as a roofing contractor, I've taught him what to look for. And he's like, hey, by the way, Mr. Sterns, I noticed you had a shingle missing out there, which I don't, guys.

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Speaker 1

So don't be fucking blow me up in the DM's.

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Speaker 1

I would, I would probably call his guy, right? Because I have a relationship with him. And even though it's cloudy this time, I understand, like, pools get cloudy sometimes. It's okay. Overall, we've got a great relationship because of the frequency of interaction that we have. HVAC, plumbing, electrical like those are great opportunities to because if you've got a good company and they've got five sales reps and they're, you know, seeing a thousand people a year, how many times they're going to go to a house and it's going to be obvious when they walk to the basement, there's a stain on the ceiling, there's a shingle laying in the yard.

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Speaker 1

There's just a whole section of shingles missing. Right. And if they know what to look for, because you've taught them, they know what they stand to gain by referring business to you. And you can do the same for them. Like, why wouldn't you do that?

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Speaker 3

Yeah. It's crazy. It's actually super smart. I used to own a landscaping business a number of years ago. And, you know, we're probably in more frequent contact than any other contractor, right? To the point that we actually, I actually added an aspect to our business where we became property managers. We had a lot of people that were it was in Florida, and we had a lot of people who it was their second home and they would actually ask us all the time, you know, hey, can you keep an eye on this?

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Speaker 3

Can you hey, can you talk to my pool guy when he comes this week and, you know, ask him to do this, you know? Hey, keep an eye on, go in the house and flush all the toilets for me, whatever the case may be. Right? Yeah. And so we actually added an aspect to our business that was more or less like property management, where we would because we were there so much.

00:14:13:02 - 00:14:35:08

Speaker 3

We were the ones who coordinated all the trades. If they had a contractor coming, it was someone from my team that would go there and meet the contractor and be the liaison. And so yeah, we you know, that's a super smart, right? Like the landscapers, like you said, don't sleep on those guys because they're they're probably weekly, you know, for most of the season, you know depending on where you live, you know, they could be there.

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Speaker 3

I mean, we were there 50 months, you know, 50 weeks out of the year. We were there every week, you know. So yeah, you know, Florida. But yeah, I mean, it's yeah, those guys are a great resource and they usually have a fairly decent relationship. Like you said. They'll you know, they're going to talk to the customer when they see them.

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Speaker 3

They're probably seeing that customer at least once a week, maybe once every two weeks. Right. So yeah, they could there's a that's a huge untapped resource right there.

00:15:01:00 - 00:15:18:07

Speaker 1

And then for the guys they're like, well, you know we focus on higher end homes and we do fine. Perfect. Don't go find the company that's doing cutting and maintenance. Find the company's doing hardscape water futures. Go on a suit, see who's got a good reputation and a lot of reviews. Reach out to them because they're dropping 40 grand on a water feature.

00:15:18:07 - 00:15:39:21

Speaker 1

A fucking outdoor kitchen, right? Like they could probably afford to buy a roof if they need it. Right? So, you know, it's a great referral relationship. So it's a good segue to to power partners, right. Which are people that talk to touch influence your target market and prospective customers before you even talk to them. Right. So property management companies great.

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Speaker 1

That's a great example of something like that. Insurance, insurance agents, home inspectors. Right. Like real estate agents. I mean, people call the real estate agents all the time. We need a plumber because the house you sold me, the plumbing is all fucked up. You got anyone?

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Speaker 3

Yeah.

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Speaker 1

Yeah, which is crazy, right? Kind of. But, like they do, they do leverage them as a resource. Right? So if you look at don't come from me, the common to all the real estate agents, they call us out to do free inspections at home that aren't even under contract. Figure out a process, charge them for an inspection, send them to the roofer.

00:16:13:20 - 00:16:22:00

Speaker 1

Instant quote if they want a ballpark estimate so you don't have to expend any energy and going out there. Yeah, we got this great tool that we use for these situations. You can get a rough idea.

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Speaker 3

It's a perfect use case for the instant estimated, to be quite honest. I mean, it's like, hey, here it is. Go nuts. Run as many as you want, right? Like.

00:16:29:17 - 00:16:49:17

Speaker 1

And we're going to do it for free because we like you, you know, just send us the good calls, you know, because if you're gonna, you're going to whether those calls regardless. And if you're going to take the bed, you might as well get the good with it. Find the agents that are doing numbers that are in the neighborhoods that you want to be in and get get tactical with how you're going to introduce yourself, how you're going to bring value to them first.

00:16:49:18 - 00:17:05:00

Speaker 1

And in exchange, they'll want that norm of reciprocity to take place. You know, they'll want to do the same for you. Be fucking undeniable. Go find a Facebook group and tag that person 30 times on a bunch of posts where they're mentioning real estate companies. Any an agent tag? Tag, tag tag.

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Speaker 3

There you go. Here's your guy.

00:17:06:16 - 00:17:08:09

Speaker 1

There you go. Easy money.

00:17:08:10 - 00:17:28:00

Speaker 3

No. And I think the most important part about this piece that you're talking about is, I think traditionally when people think referrals, they think, oh, I got to leverage a customer, you know, a past customer or a present customer to potentially recommend their neighbors, their friends, things like that. And you haven't mentioned a customer at all in any of this, right?

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Speaker 3

Like your power. You know, your power referral guys, your trades, like all these people are not related to your customer base at all. No. Right. And so, you know, so I think that that's a different view, a different take than people traditionally think of when they think of, you know, a referral. Right? I think traditionally they're less like, yeah, I'm going to get a referral from the guy.

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Speaker 3

I'm whose house I'm roofing right now. Right.

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Speaker 1

That's why I'm here, Pete.

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Speaker 3

I know that's why you bring that.

00:17:55:08 - 00:18:11:01

Speaker 1

But it's not this or that. It's this and that. Right? So like, we've got clients where, like, you know, when they get through their conversation about how everything went, they're doing their QA walkthrough and it's like, hey, who are three people that you know could benefit from our service now when they get that list? Right? That's great. Like, and you shouldn't not do that.

00:18:11:01 - 00:18:23:00

Speaker 1

In lieu of having your tag team trade, your power partner is going to be going to Chamber of Commerce events, going to local community events like do all of it, because that's what's going to fortify your business and give you the highest in that profit possible.

00:18:23:02 - 00:18:40:08

Speaker 3

Yeah. And I think that that's a huge mistake that's made especially early on, as people tend to try to leverage one marketing over another. Right. It's like I'm going to put all my eggs in one basket, cup of thing rather than like you're saying, like, just take advantage of all of it, right? And let leads flow from all of it together.

00:18:40:09 - 00:18:44:16

Speaker 3

Right. And create this whole ecosystem of, of marketing.

00:18:44:18 - 00:18:47:20

Speaker 1

Like you can choose how you will or why you can't make that.

00:18:47:22 - 00:18:52:16

Speaker 3

The ecosystem of marketing. You could trademark that if you want. I'll let you have it. Appreciate it.

00:18:52:18 - 00:19:12:14

Speaker 1

Thank you. I'm gonna get to it. I'll get the attorney on it right away. Yeah. You can choose how you can or why you can't. Right. And a lot of people, especially when it involves time, energy, awareness, management, like these things, they, they choose to talk about why they can't. I'm already doing this. And then I'm sorry.

00:19:12:15 - 00:19:17:01

Speaker 1

I, you know, my guy is. Okay. Well, maybe you don't got the right guys in the right seat.

00:19:17:07 - 00:19:19:16

Speaker 3

Like, yeah, okay.

00:19:19:22 - 00:19:30:15

Speaker 1

And that's fine. Just like we're going to call a spade a spade here. And like that's what's happening because there is a world where you could figure this problem out. Like there is a reason why it can't happen. And it's not because it's impossible.

00:19:30:17 - 00:19:31:20

Speaker 3

Yeah.

00:19:31:22 - 00:19:36:07

Speaker 1

So if you guys want hard truths, come see your boy. Because I'm not going to sugarcoat it for you.

00:19:36:09 - 00:19:55:06

Speaker 3

Yeah, yeah. I used to love that when I worked. You know, the former place I worked when I would train contractors and they would say, like, you know, all my sales guys will never use this, or I can't trust them to use it. I'm like, well, and you got the wrong guys, right? Like, if you can't even convince them to put some stuff into your CRM that I don't know what to tell you.

00:19:55:07 - 00:19:58:04

Speaker 3

Like, probably need to look for some better people, you know.

00:19:58:05 - 00:20:05:01

Speaker 1

Yeah, dude. And I, you know, I've worked with people where it's like, you know, when things are great, like, we tolerate these things, right?

00:20:05:01 - 00:20:05:12

Speaker 3

Right.

00:20:05:15 - 00:20:24:19

Speaker 1

Yeah. Problem is, when the bottom falls out and it's like none of these things will happen. And now you're trying to get these people. Now you're putting the energy into trying to figure it out. And you might land on 10% or 20% of your team will 50%, 0%. Right. But it's a tough transition at that point. We're always teaching people things, right.

00:20:24:20 - 00:20:41:16

Speaker 1

So like, if, you know, I've got kids, you've got kids. If I'm like, you know, my son's two and a half, so a little early to start doing chores. But I'm we're working on it, believe me. Like set the set the tone early on. But if I tell them like, hey, Everett, you know, I'm going to give you 20 bucks a week, and the expectation is like, you're going to do the dishes.

00:20:41:17 - 00:20:45:20

Speaker 1

You know, once daily, you're going to vacuum once a week and, you know, feed the dog, whatever, whatever.

00:20:45:20 - 00:20:46:11

Speaker 3

Yeah.

00:20:46:14 - 00:20:59:07

Speaker 1

And he does those things and I pay him right. And then he stops doing those things a month in. But I keep paying them. I keep paying them, I keep paying them, them keep paying them. And then six months later I'm like, yo, abs, what's up dude, you got you have been doing your chores like he's going to have.

00:20:59:11 - 00:21:11:21

Speaker 1

It's going to provoke negative emotion. Like he's going to feel entitled. And sometimes we gotta look in the mirror because as the parent, that's my fault. Because I kept chopping him out even though he wasn't meeting the standard.

00:21:11:23 - 00:21:12:10

Speaker 3

Yeah.

00:21:12:10 - 00:21:19:18

Speaker 1

And that's where a lot of people get, you know, you see lead baby, I got lead babies like. Yeah, I mean, look in the mirror, bro. Like, you created this problem. You got a fucking deal.

00:21:19:18 - 00:21:37:04

Speaker 3

With it. No, I agree. I mean, you see it all the time, right? Like, because you said when the money's flowing in, we're just like, I'll worry about it, but we're we're essentially creating bad habits, right? Like, we're we're creating habits that then later when we try to break them is going to cause an issue. So yeah, let's talk a little bit.

00:21:37:05 - 00:21:55:09

Speaker 3

Obviously the AI thing is huge right now. So I want to just kind of get your take on it, you know, how much influence is it having? How much should I lean into it. You know, as a contractor because you see mixed messages, right. Like I see some contractors that are like, man, I can't wait to figure out how to employ it in my business.

00:21:55:09 - 00:22:19:21

Speaker 3

And I want to or I'm already using it to do this, this and this. I see other contractors that are like, I don't need it, right? Like I can run a perfectly fine business without it. It's just, you know, it's not necessary. You know, we even see it. I mean, we had we asked a question and not that long ago in a group that we have, and people were like, it's not as important as some of these other things that we would like to see.

00:22:20:00 - 00:22:30:12

Speaker 3

Some a marketing standpoint, how important is it to pay attention, leverage that kind of stuff and make sure that you're set up correctly for it?

00:22:30:14 - 00:22:36:08

Speaker 1

I mean, look, dude, like, you can go hand bang shingles or you can get a fucking nailer, right?

00:22:36:10 - 00:22:37:19

Speaker 3

Yeah. Like.

00:22:37:21 - 00:22:45:23

Speaker 1

You know, I mean, and you've got guys to this day like I handbag Harry shingle. It's like cool, cool dude. Sweet. Like love that for you. There's some.

00:22:45:23 - 00:22:48:22

Speaker 3

People out there measuring roofs with this with the tape measure. So.

00:22:48:23 - 00:22:55:14

Speaker 1

Right. Ain't nothing going to be more accurate than this here handy dandy. That's like. All right, I respect it. I'll see you.

00:22:55:18 - 00:22:57:00

Speaker 3

Two hours.

00:22:57:02 - 00:23:22:01

Speaker 1

Exactly right. And you're probably not going to get to that 5 million mark. You know, hand measuring your roofs. But respect to those that do. And I guess the only the only caveat is the biggest mistake that I've seen are like contractors embracing AI and fully investing and trusting AI that is going to do exactly what it's supposed to do, and it's not going to do anything it's not supposed to do.

00:23:22:02 - 00:23:45:13

Speaker 1

Right. So that's it's terrifying. Like we use AI every single day at my agency, right? Yeah. But there are checks and balances on every step of AI that we're using. Those guardrails are critical, right. Because I know contractors given, you know, clawed access to their QuickBooks and to their CRM and to like these different ad platforms. And I'm like.

00:23:45:15 - 00:23:49:15

Speaker 1

That seems crazy to me.

00:23:49:17 - 00:23:50:14

Speaker 1

Like.

00:23:50:16 - 00:23:51:09

Speaker 3

Right.

00:23:51:11 - 00:24:15:20

Speaker 1

I and look at do what you do and like maybe you're right. But you know, I think it's prudent to make sure that you fully understand, like what is actually happening by virtue of giving access to different platforms for AI. But I think you should use it like, for example, a lot of times social posting, right? Posting on Facebook, on Twitter, on LinkedIn, or acts rather like this is important for AI visibility.

00:24:15:21 - 00:24:32:09

Speaker 1

You have all these high authority platforms where you kind of should have content frequently getting put out because everything is fed by an algorithm, right? And it's like a lot of people like they make a post on Google Business Profile once a week, not at all. Twice a week, whatever. They don't post on on Instagram, but they post on Facebook.

00:24:32:10 - 00:24:47:12

Speaker 1

They're not. They don't have a LinkedIn, right? It's like, have a TikTok, have an Instagram, have a YouTube, have like have every platform that you can. Yeah. And then use a platform like buffer. By the way I have no paid endorsement buffer. I couldn't care less if you use them or not, but you'll be happy that you did.

00:24:47:13 - 00:25:06:10

Speaker 1

Like I use it for my agency. So we sync up all of our accounts, and then we publish posts and send them out to all the all the different platforms. Right? And if you're a contractor, you can use your company cam download 30 photos, throw it in a ChatGPT Claude Gemini like, hey, this is a roof placement project we did in this area.

00:25:06:10 - 00:25:29:13

Speaker 1

This is why the customer called us out, right? It's a nice post. I would copy and paste that that prompt into a dock on the side and then go to the next photo, copy and paste that prompt, change the location, change a little bit of the circumstance it's going to give you like nice descriptions. You go into buffer, click add post, add the photo, put the description, schedule it for tomorrow.

00:25:29:19 - 00:25:52:21

Speaker 1

Rinse and repeat 30 times. Like, the best way to make sure that this gets done is you pick one day every month. I don't care if it's the first Monday, second Tuesday, third Saturday, and that's where you spend 60 to 90 minutes doing 30 posts for the future to make sure that it. At worst, we know that we're active on all the platforms we need to be active on right now.

00:25:52:21 - 00:26:05:00

Speaker 1

If you want to be a fucking superstar and you want to start shooting a little bit of video content in addition to what you've already put out, like, hey, look it, I'm here for it, I love it. You want to get a pair of meeting glasses and be like, hey, come inspect a roof with me, right? And just.

00:26:05:01 - 00:26:20:13

Speaker 1

And you're not on camera, right? You don't got to be camera shy because you're not even on camera. You're just showing them POV. What? What it's like to inspect the roof, what you're looking for. You might. You might fuck around and go Facebook live or YouTube live with it. I don't know, but all these things are just in addition to a solid foundation, right?

00:26:20:17 - 00:26:41:12

Speaker 1

And it's meaningful. So to answer your question, like I, I'm a big proponent of AI also comma like, just be careful with where you're granting access. If you don't know how to understand how to keep it in check and make sure it's not only doing what it's supposed to and that that stuff is actually correct, it's also not doing what it's not supposed to do.

00:26:41:13 - 00:27:06:02

Speaker 3

I have one question for you, and this is something that I find very interesting is if I go in, right, like if I go into Google right now and I ask roofers near me, it's going to give me pages of results, right? I'm going to get three pages, let's say, of roofers that are in my area. Some of them probably not even really super close that are just came up right, because they service it or whatever.

00:27:06:04 - 00:27:31:05

Speaker 3

If I go into, let's say ChatGPT and I put in the same question, maybe I worded a little differently, but it's essentially refers near me. I'm probably going to get three, maybe four results, right? It's going to be very honed. And it's response if I'm a contractor looking at that. Right. And like, you know, a couple of years ago we were always like, yeah, you want to be you have to be on the first page of Google.

00:27:31:07 - 00:27:35:23

Speaker 3

How do I become those three? How do I become one of those three that shows up?

00:27:36:00 - 00:27:44:13

Speaker 1

Yeah, I'm going to give you guys the exact formula. Right. There's no exact formula.

00:27:44:15 - 00:28:06:01

Speaker 1

So it's like what can we do to increase the likelihood that we show up. And there's a lot of things like if you look at like BB and Yelp, if you look at local searches, they're cited a lot specific to like ChatGPT and LMS. Right. So like that's something where it's like it's easy for you to influence. And the more reviews that you have, the more places you have them, the better off you are.

00:28:06:02 - 00:28:27:00

Speaker 1

So that means Google, that means Yelp, that means Facebook, that means BB, that means, you know, you know, you could do like a trust pilot as well. They usually get cited in those searches like look at where do the search and look at the it shows you like where the information is being pulled from. It shows you like it literally tells you find out how to get on those sites.

00:28:27:02 - 00:28:30:16

Speaker 1

That's a that's a really good start right?

00:28:30:18 - 00:28:51:20

Speaker 3

Yeah. No it's a good point. You know, it's like they're not pulling random information right from some site. Like they're pulling all the information they're pulling is coming from, you know, trusted essentially the ChatGPT or the is going looking for like trusted resources to come back with that so that it looks credible. Right. It looks like it's got credible information.

00:28:51:20 - 00:29:08:18

Speaker 3

And so, you know, like I was literally asking questions last night and it was pulling stuff off of I was looking for a place to go for a weekend. And it was pulling stuff straight from Airbnb. Right. Because like, okay, like that's probably where I would go anyway, right. So yeah. Right. Yeah. So that's a that's important. Right.

00:29:08:19 - 00:29:13:01

Speaker 3

Like pay attention to where because it's literally giving you the resource pay attention where it's pulling it from.

00:29:13:01 - 00:29:34:18

Speaker 1

And the cool thing is, is like the thing about there's a lot of overlap between like legitimate traditional SEO and like EO or Geo, and there's some minor differences and differences and approaches. But like the cool thing about it is like as you gain authority for your website, you'll start to show up as one of those trusted sources, right?

00:29:34:21 - 00:29:52:19

Speaker 1

When you look at the source of like your blog post, like how much of a roof replacement cost and all of a sudden you wrote a piece of content about that, that's got a bunch of links, got a bunch of traffic. And now when people in that market are searching, they're like, this is a trusted resource. And that's how you go from like getting top of funnel traffic on like LMS down to like the bottom of funnel.

00:29:52:19 - 00:30:12:11

Speaker 1

So top of funnels, like I'm not necessarily looking to buy right now. Middle funnels like I've expressed some sort of interest. Bottom funnels like, you know, I need a roofer right now. I need a roof replacement. Who should I choose? Right. So like, the more authority you drive to your site through traditional methods or SEO and things like that, the more likely you are to be one of those trusted resources.

00:30:12:13 - 00:30:30:15

Speaker 1

And that's incredible. Another thing that I'll say that you don't need a marketing agency for necessarily is pay attention. Right when you get those results, no matter what you're asking, is going to be follow up questions. It's like, here's here's the most top rated roofers near you, you know, are you looking for a repair? You're looking for replacement.

00:30:30:15 - 00:30:47:00

Speaker 1

Do you have storm damage? Just let me know and we'll find you the right fit. Right. And then you'll be like, hey, I got storm damage. It's like, bam! Here's your three contractors. What kind of storm damage do you have, Pete? Is it hell is it? When is there water and is there an active leak? Pay attention to the follow up questions.

00:30:47:00 - 00:31:09:00

Speaker 1

Right. Because let's say you're using AI to write some content on your website. Future topics, and you want to show up. Well, what is it? What are the follow up questions? Cool. Put some FAQs on your website. Make those your next articles right? Like my guess, my forecast for LMS will be they will get more cloak and dagger about this as time goes on.

00:31:09:00 - 00:31:27:15

Speaker 1

Once they're in the process, and they've done a good job of making this something that people can't live without, right? Same thing that, you know, Yahoo did. Bing, Google every fucking platform that's trying to monetize eyeballs once they make it something you can't live without. Now they start running. It has started that right now they're going to charge people for exposure that want exposure.

00:31:27:21 - 00:31:43:07

Speaker 1

Then they're going to be less transparent about what you know, where attribution, about how things are working, because they already got the buy in that they need to know that you're there's so much pain associated with you not coming back to their platform. You're not going to risk not doing that. You're going to come regardless if they show the sources or not.

00:31:43:08 - 00:31:48:07

Speaker 1

So that's my prediction. And while they're giving you that information, use it to your advantage.

00:31:48:09 - 00:32:11:06

Speaker 3

Yeah. No I agree I think it's super smart there. They literally give you the content in the follow up questions more or less. Yeah. I've you know, I've thought the same thing as like, hey, you could totally leverage this, right? Like it's essentially narrowing the scope for you so you could, you know, take advantage of it. What are some of the things, like you mentioned, blogs, you know, like writing some blog content for your website.

00:32:11:06 - 00:32:26:23

Speaker 3

What are some things that can help me from that? You know, from that side of things, you know, what should I be adding? Should I be putting, you know, is it more important to be posting video? Is it more important to, you know, be on YouTube? You know, is there a source specifically that's important?

00:32:27:00 - 00:32:48:13

Speaker 1

Like it's all of it, dude. All people are going to like the answer, but it's all of it, dude. Like especially social content, it was never index. And what index means like for Google for instance, they have an entire index and you could write a piece of content using ChatGPT publish it. You go into Search Console and you go under like indexing and you'll see index not index crawl but not index.

00:32:48:13 - 00:33:05:21

Speaker 1

You'll see a bunch of different things. And if that's not under index and it's under crawl but not index, for instance, that's nowhere on anywhere on Google. Right? So it's on your website, but it doesn't exist on the search engine as a result. So it's never going to improve what's not there. So you know, you got the nicest car in the world, but it's parked in the garage, garage, doors closed.

00:33:05:21 - 00:33:29:17

Speaker 1

None of your neighbors know you got it. Never seen you drive it. You know, they think you're full of shit when you tell me you got it right. So don't be that guy or gal. So, you know, one is content, right? So all content, your service area content, your service page content. You're about us. One of the biggest things like that Google and LMS kind of follow Google as far as like determining who they're going to position where with some nuance.

00:33:29:17 - 00:34:00:22

Speaker 1

But like E.T.. So experience expertise, authoritative authoritative ness and trust. Like that's kind of their holy grail as far as who gets what position. One of the things last year that became disproportionately more important is like, who's writing your content, right? So instead of like having author Pete have a section at the bottom of your blog post, author Pete McKendrick, 20 years of service in the service industry specializing in X, Y, and Z, recreate GAA Presidents Club winner three times over one star like.

00:34:00:22 - 00:34:20:18

Speaker 1

Give them as much information as far as why your opinion should matter as possible, right? Link your content. Right. So think of what we talk about. Top funnel, middle photo, bottom funnel. Those are going to be three different pieces. They should be more. But for the sake of this conversation let's say that's three different pieces. How how do I hire a contractor.

00:34:20:18 - 00:34:40:23

Speaker 1

Maybe the middle funnel is in the first piece of content you're talking about. How do I hire a roofing contractor? Make sure their license, make sure they're insured, talk about their warranties, what is their pricing, what kind of manufacturers they use, all the different things. Right. All the things considered. Maybe in the middle funnel, it's like, hey, the difference between when buying a roof, the difference between workmanship and craftsmanship.

00:34:40:23 - 00:34:59:03

Speaker 1

Warranty. Right. Three things you must know. Things like insulation being done not to manufacture specifications. Going to avoid that workmanship warranty, right? Like you come out think you're good. You're not good. Things like hey if they have a if they have a workmanship warranty, make sure they've been around. Because if they disappear like fucking see you later, it doesn't matter.

00:34:59:04 - 00:35:23:17

Speaker 1

Like it's worth nothing. And then bottom funnel content like, let's say I'm purchasing. I need to purchase a roof. You know, like when purchasing roof, like, do we use metal? Do we use shingle or something like that? Right. That's a terrible example, but we'll run with it. So you've got these three different pieces of content, like within each one of those pieces of content, you're going to mention keywords that are relevant.

00:35:23:19 - 00:35:42:00

Speaker 1

They might be an actual page like roof replacement on your website. So when you mentioned that hit control K and whatever content management system that you use, put the link from the URL for roof replacement and create an internal link. Right. So this is relevant. Like if you're reading this and you want to learn more about roof replacement, click it.

00:35:42:00 - 00:35:59:01

Speaker 1

You've all done it before on a website, you're on a website looking at something. You read through it, you see a link, you're like, oh yeah, I want to learn more. Click. That's called internal linking, right? Which increases the likelihood that that content that you just wrote becomes index and gain some authority and traffic, etc.. Right. So that's good.

00:35:59:02 - 00:35:59:13

Speaker 1

Very good.

00:35:59:14 - 00:36:01:00

Speaker 3

So little stuff.

00:36:01:02 - 00:36:21:14

Speaker 1

Do press releases like there's you could Google DIY press release. Right. And there's all these different platforms that you write a piece of content about something that happened with your company. You know, there's some information, it's maybe a thousand words of content that you're writing, and you can create links from that piece of press release back to your website.

00:36:21:15 - 00:36:47:00

Speaker 1

Right. So it creates links, which is a really good thing, local, regional, national, etc.. And then what happens is you push that piece of content through that press release software, and then it syndicates that to like 5 or 600 sources. Right. Google news, ChatGPT and Associated Press, like all these different places, and there's different tiers and levels. But if you know, some good ideas are like, hey, we added this new service area, hey, we offer this new product, hey, we got this award, this piece of recognition.

00:36:47:01 - 00:37:11:23

Speaker 1

Hey, we're doing this in the community. Hey, we sponsored this local community football team, right? Hey, we added this position to our company to better serve the community. And you're going to write it in third person. It's not going to be we. It's going to be they. Right? It's like, yeah, you know, Pete's Roofing added a new marketing director to deliver more effective messaging and help community outreach to further serve the greater Kentucky fucking, you know, whatever.

00:37:12:00 - 00:37:14:17

Speaker 1

I'm not very familiar with Kentucky. I think that's where you're at. But whatever.

00:37:14:18 - 00:37:16:09

Speaker 3

Yeah, yeah, yeah.

00:37:16:10 - 00:37:17:08

Speaker 1

So there you go.

00:37:17:11 - 00:37:19:08

Speaker 3

Bourbon trail. We're on the Bourbon Trail.

00:37:19:09 - 00:37:20:22

Speaker 1

Perfect. Bet you love that.

00:37:20:23 - 00:37:26:15

Speaker 3

Yeah, yeah, yeah. That's what everybody knows about Kentucky racehorses and bourbon.

00:37:26:15 - 00:37:31:05

Speaker 1

So I know, I know the first one and the second one. Yeah. You're right. Spot on.

00:37:31:06 - 00:37:48:01

Speaker 3

As we wrap up here I want to get your take. You know, obviously kind of a unique situation. Like I said kind of a slow start to this season. You know what's kind of your prediction here going into the rest of the year. What do you think. You know, some of the things may be happening in roofing. How's the industry changing a bit?

00:37:48:03 - 00:38:05:07

Speaker 3

You know, I think this is a very interesting year because we are, like you said, Q4 was kind of down. Q1 didn't really help a whole lot, right, to change the trajectory of that. So, what's kind of your take on where the industry is heading?

00:38:05:09 - 00:38:26:22

Speaker 1

I think the people that are losing will have a higher likelihood of losing longer, and the people that are winning are going to get disproportionate, larger wins. It comes down to like, what are you willing to do to change the outcome without regards to the circumstances that are present? So like, yes, I know you got another fucking letter of increase from your manufacturer or your supplier, right?

00:38:26:23 - 00:38:30:17

Speaker 1

Like everyone did, right? I see it on Facebook all the time and other increase.

00:38:30:18 - 00:38:31:15

Speaker 3

And otherwise.

00:38:31:17 - 00:38:53:03

Speaker 1

Yeah, yeah. Closing rates are historically low. Now we got to charge more. It's like maybe it's an opportunity to look at the sales process. Right. So like instead of focusing on things that we can't change nor influence for that matter, let's focus on where we can put our energy and make a difference as far as whatever our set of circumstances are and whatever outcomes we want to trail off of that.

00:38:53:05 - 00:39:13:17

Speaker 1

And if you do that. Like if listen, life gives you lemons, you make lemonade. Okay, listen, that's a beautiful thing about capitalism. Like not every year is going to be your best year. We run Google ads like, we had a call with a client recently. He's like, dude, this month, it's awful. It's like it's think about your best month is like the other side of that is the worst month, right?

00:39:13:17 - 00:39:29:02

Speaker 1

And not every month is going to be your best month. Otherwise it wouldn't be your best month. Right. Like and we're very upfront about that and forthright like when we start a campaign like there's ebbs and flows of this shit. There's things outside of a sense control that are going to manifest to a higher cost for lead to higher cost for acquisition.

00:39:29:02 - 00:39:52:11

Speaker 1

Like, you got to be okay with that. Good news is here's what we're doing to fix it. Right. So look at if it doesn't end up being your best year, like, can you walk into 2027 knowing that you spent all the time, energy, attention that you had on controlling things that you could to make sure that you close 2026 out as strong as you could, and you set your team up for success in 2027.

00:39:52:13 - 00:40:15:18

Speaker 3

Yeah. You know, the conversation I had yesterday with the roofer he's in, I think he's like two right at about two years in to his business. And he's been fairly successful. And he's he's doing some really good things. And the biggest takeaway for me from that conversation was the things that he kept mentioning were things that he kept talking about, how his process is built around controlling his costs.

00:40:15:20 - 00:40:38:20

Speaker 3

Right. It wasn't about how many leads I'm getting and how profitable my jobs are and what my profit margin is. It was all about like, okay, this is how I'm controlling my costs on every job. This is how I control my labor costs. This is how I control my material costs. These are the things that I did so that I had better understanding of those things and better control over those things, you know, so that he could better manage the bottom line.

00:40:38:21 - 00:40:54:23

Speaker 3

Right? In a situation where, like you said, maybe next year is not his best year, but he's got control of the cost. It's not one of those situations, like you mentioned earlier, where it's like, yeah, we're not going to give a crap about anything because we're making money. And then next year when we're not making as much money, now all of a sudden we're going to give a crap, right?

00:40:55:00 - 00:40:56:07

Speaker 3

And doesn't work that way.

00:40:56:09 - 00:41:15:23

Speaker 1

Yeah. So no, that's incredibly encouraging. And like the byproduct of that is if you're controlling your cost, you're going to know your revenue, your profit. You're not. Right. Like so like those are great byproducts of just the awareness around like, what is it costing me to deliver this service to this customer? How can I manage that? How can I minimize it?

00:41:15:23 - 00:41:22:15

Speaker 1

Run lean. And like if you do that consistently, like that dude's going to be super happy when he retires. Yeah, yeah.

00:41:22:16 - 00:41:38:04

Speaker 3

I mean, he's he's done fairly well and he's been only in business I think two years. And he's very lean, like they run a very lean business that's handling mostly now commercial jobs. So they've already partly a bunch of commercial work. So he's big ticket items.

00:41:38:06 - 00:41:39:20

Speaker 1

Of that love a big ticket.

00:41:40:00 - 00:41:40:17

Speaker 3

Yeah.

00:41:40:18 - 00:41:41:09

Speaker 1

Yes, sir.

00:41:41:10 - 00:41:51:07

Speaker 3

Well cool man I appreciate you jumping on. I don't want to hold you up. I know you guys are super busy over there to send with that fancy studio, so she.

00:41:51:09 - 00:41:54:01

Speaker 3

Shout out to John Carter with another great studio.

00:41:54:07 - 00:42:02:08

Speaker 1

My guy creators. Then that's John Carter. You need a studio, you need some consulting on video. I mean, he's made me the man I am today.

00:42:02:14 - 00:42:04:00

Speaker 3

Yeah.

00:42:04:02 - 00:42:09:07

Speaker 1

When I met John, I was sweating and started on camera. Look at me now.

00:42:09:09 - 00:42:13:16

Speaker 3

I was at a folding table and that. Look at me literally.

00:42:13:17 - 00:42:16:15

Speaker 1

I was in a basement on an iPhone. And that's not a joke.

00:42:16:17 - 00:42:20:07

Speaker 3

Yeah. No, I mean, I think that's how we all started doing this. So.

00:42:20:09 - 00:42:42:03

Speaker 1

Yeah. And if you're if you're watching this and you're not creating content, there's no shame in that. That is the most logical starting point. So my physical therapist doctor Alec Courtney shout out to my guy. We're rehabbing the ACL, meniscus and MCL tear that I had. Yeah we're doing great. But you know he reached out to me. He's like oh what kind of camera and should do I need to if a if a PT wanted to start doing content what kind of camera would I need?

00:42:42:04 - 00:42:50:20

Speaker 1

I'm like, dude, you take that fucking iPhone out of your pocket. I'm going to send you a link to this DJI mix 200 bucks like they're great again. That's all you.

00:42:50:20 - 00:42:52:03

Speaker 3

Need a little. Yeah, yeah.

00:42:52:04 - 00:43:09:00

Speaker 1

You need that in a can do attitude. All right. And you know then you then you you know search on search on Google or AI. Like what editing platform can I use for find somebody overseas that can help you out for five bucks an hour, whatever. Don't care or do it yourself. Like if you want. If you like editing, that's fine too.

00:43:09:01 - 00:43:24:00

Speaker 1

I just, you know, you had to edit up a little content, like get it out, shoot as much content as you can. Like if you're posting that stuff on Facebook, on Instagram, on YouTube, on TikTok, like, eventually people know more, people will know you, right? And if they if you want people to buy from you, they got to know you exist, right?

00:43:24:00 - 00:43:43:00

Speaker 1

And then they got to like you and trust you. And if you're doing content and you're consistently getting the reps and you'll get better and better and better and more and more people like if I when they come to make the decision, whether it's tomorrow or a year from now, that they're going to search for a roofer, they're going to feel crazy, not entertain you as at least one of the options if you've done your job right.

00:43:43:01 - 00:43:54:16

Speaker 1

And that's what we want to create for everyone in our market. Show them as much as they can to where like when they get to their decision. How can I make them feel stupid for not at least giving me the opportunity to earn their business?

00:43:54:18 - 00:44:16:07

Speaker 3

Well, I love your advice earlier of take some time, set some time apart and just create content, right? Like what you said, maybe it's 60 minutes out of your week, maybe it's 90 minutes out of your week, whatever it is. And then you can always still do content throughout the week, but sit down and make a concentrated effort, because I think too many times people are just like, oh, I don't want to do content.

00:44:16:07 - 00:44:27:14

Speaker 3

Then I got to post every day and it becomes this labor intensive thing and it's like, not really. No, you don't like, you can kind of you can build it all ahead of time, right. And then just disperse it. I mean, that's.

00:44:27:16 - 00:44:32:21

Speaker 1

That's one way to ensure that you don't get consistent content is to tell yourself you're going to go in every day and.

00:44:33:00 - 00:44:34:04

Speaker 3

Plan on doing stuff.

00:44:34:06 - 00:44:37:21

Speaker 1

I'm telling you right now, I've seen it a thousand plus times. It's just not going to.

00:44:37:23 - 00:44:38:17

Speaker 3

Absolutely.

00:44:38:18 - 00:44:39:00

Speaker 1

Yeah.

00:44:39:01 - 00:45:00:15

Speaker 3

Yeah, yeah. You're not going to stay consistent doing it that way. Nope. Well awesome man I appreciate you jumping on. This has been all great stuff. Hopefully you guys got some good nuggets out of this one. Mike's always got some some great stuff when he comes comes on with this stuff. So yeah I mean if you guys need help with your marketing or you just want to kind of chop it up and see, you know, where you go next.

00:45:00:17 - 00:45:08:03

Speaker 3

Mike and his team are great guys to talk to. And sure, they're willing to jump on a call. How do I get in touch with you, Mike? If they want to want to reach out.

00:45:08:04 - 00:45:33:21

Speaker 1

Get slide in the DM's on Facebook. Michael Stearns, S.t.a.r. and S, you can go to WW. Digital experts submit a form. You can find us on YouTube. We just we're eking towards 20,000 subscribers. We're like 17.5 right now. So we're you know, we've been putting in the work for about four years. And we were stuck. We the highest we were was like 2800 in the last two months we've climbed.

00:45:33:21 - 00:45:37:23

Speaker 1

So we're looking to continue to ascend. There you go, so.

00:45:37:23 - 00:45:38:13

Speaker 3

To speak.

00:45:38:14 - 00:45:43:20

Speaker 1

Well, do you find us on TikTok? LinkedIn? I mean, search on cloud guy guy.

00:45:43:22 - 00:45:45:13

Speaker 3

Kansas everywhere.

00:45:45:15 - 00:46:00:04

Speaker 1

Guy called me on from Kansas City a week ago. He's like, dude, I put a very specific prompt in a clod and two people came up. You were one of them. So I had to talk to you, right? Dude, I'm like, you can't see me right now, but I'm blushing, you know? So just thought you should know that.

00:46:00:06 - 00:46:20:02

Speaker 1

Yeah, but yeah, any of those places always wanted to to have an intro call, you know, if it's a good fit, how we can help and then, you know, see what the future holds from there. Dude. Appreciate you and the team at Ru for you guys are great. You're one of few people we consistently endorse and look forward to the next next time I see you, whether that's virtually or in person, sir.

00:46:20:03 - 00:46:22:10

Speaker 3

Hopefully we'll catch up on an event here soon.

00:46:22:11 - 00:46:23:12

Speaker 1

All right, homie, talk soon.

00:46:23:13 - 00:46:43:15

Speaker 3

All right, man, for everybody. Listen, I appreciate you guys jumping on and listening to the roofer report. If you have not listened to some of our other episodes. Be sure to check those out at all of our all of Your Likely Suspects where you would normally listen to podcasts. Also on our YouTube, we have a nice YouTube run on that too, as well as the roofer website, you can access all of our master class and podcast.

00:46:43:15 - 00:46:46:22

Speaker 3

And so until next time guys, I appreciate everybody listening.

00:46:46:23 - 00:46:48:16

Speaker 2

Hey everybody, thank you for listening.

00:46:48:17 - 00:46:58:01

Speaker 4

Check us out next time on the Roofer podcast. But until then, be sure to like us, subscribe to us and check out all our other episodes on YouTube and Spotify.

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