Site Supervisor Strategy: How to Save $625 Per Roof Sold

So it's important to think of what the site supervisor replaces. What motions? If you think like go to market motions, you're going to go to market with a roofing company and you do not want to play checkers with your go to market motions. We're not playing checkers, we're playing chess. And so that means we are replacing some of the motions. Some of the moves that you can make in checkers you can't make in chess because you have different positions, right? In checkers everything just goes up the board and back the board when it becomes king. In chess you have rooks and you have knights and you have queens and you have pawns, right? And everybody could do different things. This is how we play chess. So site supervisor, what does it replace? So it replaces that thing where the sales guy does his double check of the roof. It replaces that thing with the sales guys checks on the crew and the job. And the first thing you say is, well, they have the relationship and this is where I want to get my referrals. The problem is, or there's a couple of problems with that. One, it's hard to get them to do it. And the other piece of it is they expect more money, as they should. It's hard to do. And it's also they don't do it well. And the last thing is it doesn't fix the problem. Like I said at the beginning, many of the things that your crews do wrong will not get caught in the post job check or stopping in for 15 minutes. The other issue around this whole going and getting the referrals is that the customer isn't home, right? The neighbors aren't home. And with that it's also salesy. We want to find a way to, to get leads from our job sites without being salesy. So let's talk about what they do. They're going to show up at the start of the job, then they're going to assist in property protection. They're going to document the site conditions with little asterisk of damage. Sales guys should have caught it right when they follow their company cam checklist. But there could be new damage, right? But they're going to document the site conditions. They're usually going to follow a checklist. Because what we want to do is we want to move from quality assurance to, to quality control. What I mean by that is quality assurance, right, is going back after the job is done and assuring that it was done to a quality standard. It's like, are you assure that it's done Right. And you go, yeah, I am. Quality control is saying, we're going to control quality. Now that does not mean that your site supervisor can tell a 30 year veteran roofer how to do his job. They're just there to document whether things are done right and keep an eye out for things looking wrong. So they're going to take pictures and they're going to keep communication with the field manager. Now something looks wrong or the crew has a question, or the crew says, hey, sir, I think we need to do a change order here. That's where they're going to sometimes do the change order themselves, or if it's complex, bring in the field manager. So this is their direct line of communication. And why do we do that? Because the brains of the operation is supposed to be playing Tetris. They don't need to be doing the zapper's job and making sure that the zaps get zapped so that change orders will go through the field manager. And that's why they need to be trained in this process. Now they're also going to handle customer communications. They're going to do cleanup on the job site throughout the day. The whole job is flawless. Job sites. And the reason I say that is this is easier to do with a picture. But if we have a house there, that's my house. It's a weird house. But if we have a house and if we have a really nice catch all installed around the house, right? If we have the ladder tied off nicely, right? And it's hooked on, right. If we have a nice little pop up tent outside the house or a big flag, right. With our logo on it, maybe even a little desk with our logo, right? And behind that little, that little desk we have a cooler, right? In that cooler we got freezies. All of a sudden now we're going to give those freezies to the roofers, right? Keep them happy. This guy's job is just to make sure that we have a job site that when people drive by, they're going to see a few key things. They're going to see safe, they're going to see clean, they're going to see presence. And hopefully they're going to see happy roofers because they're giving them freezies, right? I'm going to give them some cold drinks throughout the day and the roofers will like the site supervisor a lot more if he's got snacks or something for them throughout the day so that when the cars drive by, they would look at this house and go, oh, Triumph. Roofing or hostility roofing or Titan roofing is doing this job right, and it looks clean and it looks safe, and there's presence. I would trust this company to do my job. And then the other most important thing is getting leads because they're replacing this right here, getting these referrals. And the way that they do that is because when they're there all day, they have opportunities to do cool things. So, for example, when a customer is driving up to the their house two doors down, and they're pulling up in their van, they got their two kids in the back, and she's just coming home from school, it's three o'. Clock. He can be there with a magnet rake and go, hey, one sec, one sec. And rakes the little piece of road in front of the house and then waver through and she. And then she's gonna go, oh, wow, that's awesome. Thank you. Now when he knocks up on the door and he just goes up there and says, knock, knock, knock. And she's gonna, hi. He's like, yeah, hi. I was the guy that did the magnet thing. She goes, oh, yeah, thank you. That was really nice. I don't want to get any nails. My tires. Absolutely. I just want to stop in. My name is Timothy, and I'm just here watching the job site, as you notice. Here's my card. You know, if the music's too loud or anything, like. Like, obviously we're gonna be loud. We're working. But if there's anything bothering you, just give so I can get it addressed for you. I might leave to take a dump trailer away or go grab something, but I should always be around. So just give me a call here because we want to take care of everything, but I'm just. I'm the one running the site. I'm from Georgia Roof Advisors. But did you have any other questions about us being here? No. Okay, no problem. Well, anyway, see you later. Actually, their roof was really old and they had a leak, and that's why we're fixing it. Your roof looks about the same age because I was up there and I saw like, your shingles were curling too. I'm not a sales guy, but have you had your roof checked? Oh, you haven't? Well, actually, my boss put this lanyard on me this morning, and it has a QR code if you just want to scan it again. I'm not a salesperson, but you could get your roof checked for free. And that way at least you know that it's taken care of. And if you need to get it done, they can give you a quote. And he goes, yeah, no problem. Or if you want I can actually put your information in, get someone to reach out to you right away, what's his name and they get the information. So there's a couple ways to get the thing into the CRM, you know, depending on if you're a client or not and how you do it. But the key, key points of it are, hi, I'm here, I'm not a sale, I'm here running the job. I'm just here to serve you. If you have a problem, call me. Don't go on Google, right? Don't leave a one star Google review to be be a Karen about it. Just give me a shout. Sometimes we teach people to include some kind of gift with it. One of my customers actually she gives five dollar ice cream gift cards away from some ice cream places. Hey, we just want to be put a good taste in your mouth when we leave the neighborhood, right? Monarch roofing gives away $25 pizza cards. You can go to like a lot of local restaurants and tell them what you're planning on doing and they will to you or sell them to you very, very cheap because they just want to get butts and seats. And if a pizza place knows that every time you go in there you're going to spend $75, they'll give you 25. Now you're not going to get that from a major franchise on the main street, right? You're going to get that from a smaller pizza place that less people know about but nonetheless you have something to give them that's great. And then it's the actually their house had got impacted by that storm and so they got the roof covered by their insurance. I'm not a sales guy, but have you got your roof checked? So again I'm not a sales guy but it's the actually right? And then getting, getting the pitch for the lead and then having a way to get that lead in the system where they don't have to go and create a deal and all this kind of stuff. All they have to do is get a lead to go in the system. No different than Google, right? And so we do that with QR codes on lanyards. We do that with them filling out forms. We do that with I like the QR code because it pixels the phone and now you can retarget them with ads after the fact. But the goal is to get that lead into inside sales and you pay a flat rate for that. Us around 150 bucks, which for most people is what, half of what you pay for a lead. And so let's walk through the numbers. So usually what you're paying your site supervisors is somewhere around 15 to 21 per hour. Okay. Now the range on that basically goes from knows nothing. Right. Knows nothing or knows picker. Right. To drives a dump trailer. So they could be showing up in a little $5,000 van. Like not expensive. Right. Like go buy a four year old grand Caravan base model package, used to be a taxi cab, put your logo on it, slide 3 sheets of plywood in there and put a couple plumbing rubbers, a couple of button vents, box full of coils and some promo material, stuff that in there, give them their flag, they drive the dump trailer to the site. Right. So that's the 15 to $21 per hour. Right. So if you think they're going to work a 10 hour day at the high end with overtime. So that's 8 times 20, $160 and change plus two hours of overtime. Call that $30 times 2 is 60. Yes. So that's 2, 22, 20 plus labor burden, 250 bucks a day. That's what they're going to cost you. $250 a day plus $150 per lead. Using the script, it is almost impossible for them not to get a lead per day. We have site supervisors at companies making lots of money. Right. This is a great position and I'm going to tell you all about the career ascension for these people and this becomes the farm team for your whole company. There's so much more that we're going to cover in the next classes. So when we look at this, the cost of that site supervisor, $250. Right. For them to be there plus the $150 lead. Right. Plus $50 a month for a phone, which is practically inconsequential. Right. This $250 is cheap insurance to make sure your jobs get done right. Because if you're GAF Master Elite, you're going to make sure these, these things qualify. You're going to avoid the stupid stuff that happens. You're going to be able to get change orders more often approved because the person is there. You're going to get more Google reviews because you're going to get, you're going to have a higher likelihood having a good experience. You're going to have less bad reviews from neighbors. You're going to get your certificate of completion signed same day, which equals faster pay. Right. The time value cost of money. And this is all before you get leads for half of which you normally pay. Please tell me what is your close rate on jobs opportunities from around your jobs? When you have a neighbor want to do a job, what is your close rate? Usually if you're not tracking it, that's another problem. Automatic metric tracking, better CRM, blah blah blah. That's why you hire us. But not to be salesy. Let's say it usually goes from a 30% to a 40%. If you're normally paying $300 for a lead which is affordable, that's a good lead. If it closes at 30%, you have a thousand dollar cost of customer acquisition. Which is not crazy. That's a number that if you can predict it, you can grow a company. Especially if you can get that money back fast. So $300 times 30% is a thousand dollar cost of customer acquisition. If you can get a $400 lead close at 40%, 400 divided by zero magic. It's a thousand dollars cost customer acquisition. Plus you got all these awesome benefits and more that you're going to learn in future classes.