Crowning Connections

It's Always What's Best for the Customer!

January 31, 2022 John The Roof Pro and Mark Godaire of Reeva Impact Season 2 Episode 5
Crowning Connections
It's Always What's Best for the Customer!
Show Notes Transcript Chapter Markers

Crowning Connections' Rob Clemons host John The Roof Pro and Mark Godaire of the training company, Reeva Impact, to get down to the nitty gritty on professionalism and customer service in the roofing business. But! In Crowning Connections style, Rob has these professionals celebrate National Hot Chocolate Day with doctoring up, in their own personal style, a hot chocolate from Dunkin Donuts as they share their experiences, best practices and journey to success. 

Listen in!

Rob Clemons
Welcome to Crowning Connections with Rob Clemons. I am very excited today it is January 31st, also known as National Hot Chocolate Day. So I got some real surprises today I'm super pumped about my guests on the show today. I want to talk to the business owners out there... people who are you know, if you're in sales, if you're in business, if you're a business owner, and you're looking for something to differentiate yourself. If you're looking for that angle that makes you special. I think this is a great show today because we have a couple of great guest speakers here. I'm pleased to say I have John Senac from Equity Builders Roofing. He's in sales with them and also NTS. John, welcome.

John Senac
Thank you glad to be here.

Rob Clemons
Awesome. And I got my good buddy here Mark Godaire from Reeva Impact.

Mark Godaire
My was wondering when I get my chance with you.

Rob Clemons
I was gonna like, Mark a little play here too. You know. What happened? So, guys, before we get started, normally I like to get right to business, but we have more important things to do. It is National Hot Chocolate day. So I want to talk a little bit about hot chocolate. And how do we make our hot chocolate properly. So we've got all the accoutrement, if you will, to make. I could not be sure if I said it right. To be honest with you. I'm not even sure it was the right word, but it sounded good at the time. So anyway, we're gonna do a little hot chocolate. We got some whipped cream over here. We got some Hershey's; just in case you're not getting enough chocolate goodness. We do you have marshmallows. Fellas, you have a preference? Any secrets as to how to do this properly?

John Senac
Look, ya'll, I think you got to start but we got to figure out what the base is like. Right? Without understanding what we're working with foundation right.

Rob Clemons
Now if you're a business owner, I want you to start taking notes. You gotta see what your foundation look like first?

John Senac
Absolutely, right! So start here and see what we need to do to make this more each our own.

Rob Clemons
It's pretty good. That's pretty good right off the jump.

John Senac
I tell you what, watering it is a is a little watery, but I'm seeing we've may just need to stir this but on a on a cold January or coming into February day here in the Carolinas. That little Dunkin Donuts hot chocolate would warm you up right quick.

Rob Clemons
I'm going to tell you. Yeah, this is sometimes what you need. Now. Now Godaire, he said this is a little watery. So I'm assuming you're gonna need some of this.

Mark Godaire
I'm a sweet tooth. Well, you and I'm gonna need a little bit this. I'm gonna get to what I need to know. A little bit more chocolate.

Rob Clemons
They way you dumped that over that wasn't like a little bit of chocolate right there.

John Senac
I don't know sometimes you guys just mix things up. We're just gonna try and mix things up first with this peppermint stick spoon to see if we get a little more out of it.

Rob Clemons
So here's the thing that happens guys. So I have a marketing team. You get a couple of lattes in the morning and they just go insane. They start making stuff happen. I don't even know what. Alright, so so I'm gonna say I'm more of a three marshmallow guy. I don't want to go crazy with this thing. Now Mark, you did tell me a story. You said you were doing some hot chocolate with your son the other day?

Mark Godaire
Actually it is funny that you bring this up because my son who's almost four now and we're just getting into obviously sweets. I tried to build a healthy foundation for him. I'm sure all parents do. Right for sure. So we started delving s'mores and hot chocolate. And when his favorite part of the hot chocolate... I kind of went to the bathroom and I came back and,,,John did you get your marshmallows?

John Senac
I'm about to dive into them. I've got the chocolate, I got the chocolate right where I need it.

Mark Godaire
Probably not gonna have much more after done. I like it like my son. Okay. Yeah, I just like... this how he likes to so this is how I like it.

Rob Clemons
This is about 50% Marshmallow 50% hot chocolate. This may be National Marshmallow Day by the time he's done. I got you all right, perfect. Well, this is a... alright now let's see how are we are with our improvements though. So I just didn't want whipped cream. A little bit of... No more No, no, no well couple marsh, couple marsh. We are doing shorthand for marshmallows. Now a couple marsh, like pros there.

John Senac
I'm gonna give you the two the two levels of method methodology used here. Mark went with let me just go ahead and fire full force on the marshmallows and the chocolate syrup like committed to 100%. Where I was like, I'm gonna ease in about a little more chocolate, a little more chocolate and find the right mix. He was just like, "Nope, I'm committed to chocolate. We're gonna get this thing loaded. I'm committed marshmallows. We're gonna get this thing loaded," and boom.

Rob Clemons
They call them "Express" for a reason. And he's just lightly you don't have any time for this warm up stuff. Let's get to it. Yeah.

John Senac
I'm glad that centered around hot chocolate. So perfect.

Rob Clemons
Awesome, awesome. Well, so we can enjoy this deliciousness while we talk. But, let's talk a little bit about you know, some business here. You know, Mark with the Reeva, the training. You're trying to get people better all the time. And you first mentioned John coming down and talking and I was just pumped man because we've been following what you do for a long time John. Amazing program. If you would tell us though, before we jump into NTS and all that good stuff. Talk a little bit about your background. How did you get here in the first place?

John Senac
I took a flight.

Rob Clemons
From immediately, the last hour, "How'd you get here?"

John Senac
You know, roofing, you hear you hear the entrance to roofing stories, and they're always the slowest flip. Not many of them start with the desired career path as a small child to be a roofer. So a lot of us fall into it. And I found myself in that position where I just couldn't afford bills anymore. I had someone promising sky high money and salary and commissions and unlimited potential. And I finally made the switch. And, and I saw that opportunity when I did get into it. And now, eight years ago, when I saw that opportunity took it, I didn't see all the service behind it. But I that quickly followed. And that really, to me is what's kept me in this industry, kept me in this business is just that the the service elements that come along with it. And yes, obviously, there's a financial element that can be beneficial. Didn't happen with that first organization I was with. You know, I felt like from a mix of me learning and how their system was set that it was never going to meet. What I saw was that, "oh, all this endless potential and stuff." But that's navigating me to where I'm at now. So I take every little step along the way is something that happened for me, which is put me where I'm at now. So that's that's my short recap. But yeah, I needed to borrow like $1,500 from my brother to pay my bills and realize that I couldn't live life like this anymore. And I fell into roofing.

Rob Clemons
You know, that's an awesome story. Because a lot of times when we have new employees coming through Monarch Roofing, for example, I do a, what I call my Crown Training with them. And I always start off with, you know, no matter how, who's in the room, always say, who wanted to be a roofer, when you're growing up. You don't want to start with that. But the message here is, is that it doesn't matter where where you started in life, what your aspirations were, you got to take your opportunity one at a time. And we've shown it can be a great career for people. And you know, Mark, I know you went to Coastal Carolina, shout out, you know, a couple of Coastal grants here. Yeah. So I mean, you know, yourself. I mean, what brought you into the industry?

Mark Godaire
Martin Pettigrew. And have you worked for any other company besides the company that you work now John?

John Senac
Yeah, so I've worked for three different roofing companies. Four actually, pretty decent timeframe. Yes.

Mark Godaire
Okay, so you've had a chance to kind of compare and contrast different companies. I mean, that's awesome. Now, I've only worked with monarch roofing. And Warren Pettigrew recruited me in 2016. Out of the service industry, I graduated college, but found myself in the service industry. For about eight years, I ran with a general manager for a sushi restaurant now. We, me and John talked a little bit earlier. Man, that was the best foundation I could have had ever had for a sales and be coming into roofing sales. And there's multiple reasons. Because Monarch, Martin runs Monarch, very similar to like the service industry. And it's taking care of the people that you work with, and taking care of your customers, right. It's like the basis of all of what you guys do. And especially you still do as a General Manager, of course here. But got into roofing 2016, didn't have a lick of roofing sales or roofing knowledge at all. But I didn't have that service industry background. And I felt like I could talk to anybody. And that's kind of what I do now. When I train, we first, we recruit from service industry, because I think it's still one of the big hotspots of where to recruit. And B, I tried to push salesman to be happy, and try to make sure that they're taking care of the two things that are most important, and your employees around you, and then your customer base. So that's kind of where I come from. Education, I graduated Coastal Carolina Education. So that's where I get the passion to actually teach people and then fell into roofing and kind of studied a ton and tried to personal develop into what I am today. And that's just trying to make people happy, better salesman in this industry.

Rob Clemons
It's powerful. You know, if you can find something that people feel from fulfillment and doing whatever it happens to be, that's a great place to start. So definitely appreciate that. That feedback. You one thing I saw about John, when I was doing a little bit of reading on you is, I see you're actually in the dog training at some point, too. Yes?

John Senac
I know that's a great thing that happened in my wife, it to brought some burdens and some challenges. But I still think to this day that wolf is like one of the most fascinating creatures in the animal kingdom. A lot of my studying, knowledge and basis on dog training was centered around them being Canis lupus familiaris, which is domestic form of the gray wolf. And I loved that. I still to this day, have a huge heart for it. My dad was a Scout dog trainer in Vietnam. So our tiny little Maltese growing up was like the most incredibly trained dog. When I was a child, and I would go to people's houses, and I would see their dogs just like dessert, I would think what's wrong with that dog? Yes, the only thing we ever had in our house was this, this well behaved dog. So I did that. And it actually taught me a lot of disciplines, a lot of some very basic simple concepts that I utilize even today. Like one one thing that we taught homeowners, homeowners, pet owners, dog owners, when we were working with dogs was it goes right down the leash, right? So if you're frustrated, it's time to stop. Don't work on training. You can't let that frustration go down the leash. And I kind of use that concept in the day to day work life, right? Like you can't project your frustrations into what you're doing because it does shine through and you find yourself not performing at the level you should perform. Not doing what you should be doing or not completing the tasks, the best way can be completed or to its maximum. And I even do that just communication when you know, like when you interact with homeowners in roofing. When you interact with adjusters and roofing, you got to put all that frustration away and know how to go out. So there's so many core concepts that I utilized from the time I trained dogs that are applicable to what I still do today.

Rob Clemons
You know, that's almost like, honestly, I love that you said that, because it's almost like a training seminar waiting to happen, right? You know, because you talk about dogs, training a dog, consistency, right? You got to do it the same way, the same time, every time and you can get a dog to do the certain things. And so, you know, sometimes when I'm talking to my trainees, just coming into the company, I talked to them and you know, I hope they take it the right way. But I'm like, you know, look, I can train two dogs, totally different types of dogs, totally different attitudes, personalities, but they both at the end of the day know. I look at my two dogs in the morning, you know, when I wake up, okay, we're going to eat our food. We went out to the potty. We're going out to do this and, and if you can train dogs to do it, obviously your employees with consistency can learn the same way. And we all need that. So I think there's a lot of really interesting, you know, things you look at.

Mark Godaire
You're big dog guy.

Rob Clemons
Oh Man. I love them. Look, I love my dogs except for they're like 180 pounds worth of beef. And this morning, these two jokers see a deer run across the road. But the deer you know, normally a deer have this run off and you're like, Okay, well, we're good. This deer just ran down the road. And so I'm like, you know, doing the whole thing where you're running down the road with them. And I got a dog trainer for me. So I'm kind of embarrassed now. But then I was like, "Hey, guys, stop." You know, I got it back. Don't Don't look down on me too hard. He's look at me like, "Oh, disgusting."

John Senac
Sorry, something's got to drive the need for training. No one ever walked into my office for training like "Look my dog is great. Can you train it."

Rob Clemons
They are perfect. Hey, listen. And also if you can train a Maltese. I mean, like, usually you're thinking like a Doberman, German Shepherd. You had a Maltese trained to the T. That's pretty impressive.

John Senac
Right. But even, let's say roofing sales. You don't hire the exact same person to go sell and roofing. There's a lot of different personalities. And I know that you and your team are big on understanding the personalities of individuals that work for you and that you're interacting with, and who's on your team.So, that's an interesting concept when you go and apply that that okay, who am I selling to? Who am I hiring here to perform this job. It's not just one personality that can go out and sell, they just sell utilizing different strategies. The core concept of training the dog is a great core concept. Yeah, there's intricacies and understanding about each one of those breeds in the little details that apply to each one of them and why one dog pulls you and wants to keep you in and one dog wants to bark and keep you out in various little details. Sure. But the core concepts apply. But you can have two different breeds two different styles, two different types in your home, just like you have multiple styles, and you're selling staff and multiple personnel personalities on your team both out on the customer service side, out on the operation side and behind the scenes on the office side of things. So big believer in that.

Rob Clemons
Yeah, awesome stuff. Awesome stuff. Well, let's talk a little bit about something that you did that, that you helped found, obviously. And in the NTS program. I know you can talk to some of the trainees over at Reeva today. And now it's super glad to have you on to do that. But if you could tell us how, how did this thing start? And what's the core of the program?

John Senac
Sure. Can I back up a minute and say how important it is to work for the right person? Like just from a work standpoint, because you asked how many, you know, have I worked for the same roofing company and that I haven't. I've transitioned and the roofing company I work for now Equity Builders, Doug has been a very supportive owner of, you know, what is it that you need? And what is it that that you want? And what are your goals? And it's allowed me time and capacity to go take on other things. And I think that that's valuable. Whether you're just focused on one thing, that you're working for the right person. And if you're not, like, legitimately you need to evaluate that. Is it really worth the money that you're making? Or are you should you be, should you find what it means to work for the right person? So I work for the right person, and I truly enjoy that. Okay. Now what that's let me do is, we created a Facebook community called Name that Shingle, which started as a community just so people could have a what's called a safe place to put a shingles up there. Because anybody who's been on different roofing pages, while the community can help there's also a lot of sarcasm and jokes, and even some crude comments that come along. When some person that's three weeks into the industry just wants to know what something is right. And I think that we should support that desire for people to grow, so we created a community for it. In the background, we created a shingle reporting service where people could send in samples of shingles and our team identifies it and sends back a report with all the relevant documents that are available to us at the time from the manufacturer. Installation Instructions. Letters about when it was made; when it was discontinued. Why you can or cannot mix it. Things like that all go out with that report. So we create a reward reporting system that was a unique reporting system in the market. Because up until ours, there was really only one style of reporting. So not only did we want to introduce competition, because I'm a big believer in competition, we wanted to introduce something different, you know. Back to pain points. What was what was the thing missing, or where was their opportunity for more detail? One person's going to look at as missing, one person's gonna look at as opportunity. We looked at it as opportunity. And now we've created NTS, which is the abbreviated company name. It's not does not stand for Name that Shingle. That's a confusing part for many people. Name that Shingle is the Facebook community, but NTS, which identifies those surfaces on the roof, and it's been massively impactful for the industry so far.

Rob Clemons
Tell me about, you know, so you're talking about roofers and we got roofers who are listening today who want to pick up some some idea of how to use this, right? So how can it make a difference in your business to be able to use Name That Shingles or give me the most common application.

John Senac
Most common application is, you're either evaluating whether you should or should not repair that roof, or the insurance company is evaluating whether you should or should not repair that roof. Because there are situations where home sales going on and they just need a new roof or they're asking for repairs. There's a misconception that the reports are only utilized within insurance claims. And that's not accurate. There's other times that you may need to evaluate, hey, in this Transactional Phase, can we repair this roof? Or do we have to replace it? Or are there certain things we should consider? But our reporting is designed to help settle that dispute? No matter who the disputes between to give you some information, to be able to say, "All right, here's one of the product," we've positively identified the product. Is it available anymore? And if it is available, is it compatible with the current products? And if it's not available? Is it compatible with the current products, because that compatibility feature is one of the most crucial points. All too many times we see repairs that take place I noticed for my roofing career, I would see repairs that just never should have been done. Blended products, never sealed, cause further leaks, caused further problems. And I just I looked at those problems in my heart just ache for the homeowner, I tell people all the time sell with an act of service. And I thought they didn't focus on what the service that actually was needed. They were worried to go tell the homeowner, hey, this is going to be 15,000 1500. And instead of having that honest conversation, they performed an improper repair. But if the homeowner could look at a report and have all the information and say, "Okay, this isn't coming from my roofer. This is an unbiased opinion, this is a third party and I can buy into this and understand why this is $15,000 and not $1500." That's basically a quick recap of it.

Rob Clemons
And that's amazing. I love that so. So Mark, and I'm gonna jump you real quick. I mean, think about this service and how it would have changed your game, you know, even two years ago. You know.

Mark Godaire
And it were crazy. It's something that I knew that was going on. I just didn't know how to utilize it. And I didn't come across your page, John, until I think probably about a year now. Right around a year now. And I said, Man, this is this, you know, I had adjuster talk to me about a little bit I'm like, Yeah, okay, you know, at that point, 5 million, I was like, You know what, I can't even take on anymore, you know, and that's thank God to Monarch and the team, right? But I couldn't even take on any more. But now when I'm seeing, I'm like, man, now we have a little avenue and you what hits me with you, John, is it all was organic for taking care of the homeowner. And a lot of our clients, a lot of our clients right now Reeva, Reeva clients and their salespeople, they are thinking that they are selling the repair and that's what's best for the homeowner, when in turn, three, four months down the line, it continues to leak because they didn't repair it with the correct shingles. And now the homeowner is yelling at them. Right. Happened at the Hiton Head location, one of our clients, and now they're helping out, yelling at them. And then I go to the sales guy. See, see, remember when we talked about not selling repairs? It wasn't because we're trying to get more money. Josh, right. We were trying to actually do what's right for the homeowner. I think sometimes that is more money and a home and you have to be able to explain that to a homeowner. And that's where I think that differentiates from a good salesman and an okay salesperson.

John Senac
And I tell you that the roofing companies that listen to this, have a repair division. It's hard to be the expert at something if you don't even have that as in your portfolio, right? If you really want to go talk soundly about repairs, hey, we can repair this, we can't repair this right. Have that repair division I care it's one guy that's that's drives around and does all the repairs are two guys in a truck that drives around and do all the repairs. Just have a repair division, it's so much easier to be able to have some grip behind that presentation of whether you can or cannot repair it. If you've got historical repairs, if you do have a good repair division, guys that are trained on any detail from a code standpoint and manufacturer standpoint and what repairs should look like and they go out and they perform those repairs when they when it's reasonable to perform those repairs. Because it does make it much better in your situation. Whether you're presenting to the homeowner, REALTOR, or insurance carrier, whoever it may be at that time why it can't be repaired? To be able to say, No, we're pretty confident in our analysis here. And again, here's the third party report. But if you'd like to see a portfolio of some of our repairs, we do believe in repairs, we just are confident this one's not one that should be repaired. Right. So I think I think that's one of those just, it's it's a minor detail. If you have a repair division, and you do it, right, it could be incredibly impactful. It gets you on my roofs, its a response team to get out to leaks quickly. And you're going to get some repairs, you're going to get high revenue repairs too. You're gonna have a consistent pricing model for that it also helps in that situation with REALTORs or insurance carriers. REALTORs may have a fixed price, they can look out for your minimum repairs and set fees because you have a repair division insurance carriers when they're trying to write repairs. And you're saying that's not enough for the repair, here's our normal fee schedule, and you constantly charge that in your market. All of those things make a big difference. So just a little tidbit I'd like for roofing owners to hear because it's...

Mark Godaire
And I'll like to turn this on you and on your own show. Yeah, we do have a repair division and you know...

John Senac
Show me your fee schedule.

Mark Godaire
Training. That's killer.

Rob Clemons
Well, you know, one of the things that we did find is that, to your point, you know, sometimes homeowners will say, hey, look, we've got a leak. And it's a mystery leak. You know, sometimes there's mystery leaks, it's not 100%.

John Senac
But eight out of 10 are mystery leaks.

 

Rob Clemons
We don't really like like, if we could wave a magic wand and say your repair is done, you owe me $5000. Like we would do that. But you have to identify. And sometimes they say, "Look, I don't want any leaks after it's done." I said, the only way to make sure you're gonna have no leaks when there's done is let me replace your roof. But unlike, you know, you probably don't want to spend that money today. Let's start diagnose and one step at a time. Let's try to find the most obvious most reasonable places probably coming from but we can work out from there. But one thing that I really think is powerful, what you're talking about here is professionalism. You know, you go to the doctor. You never want to go to the doctor and have them say, "Eh, you know, I think maybe we should do this." And just try something off the cuff you want to get right maybe it's not a good word, maybe as many industries. So you know, I've been in the homebuilding industry for a while myself, and then the roofing industry here, and I found it, you know, going behind people, doing the remodel work is where you find all the nonsense, right? Yep. You know what I'm talking about. You know, you're the guy who says, well, you know, I didn't have any OSB on me, so I put some styrofoam up there. You know, I mean, I'm being a little facetious, but it happens. So, to me, what is our value? Our value is being able to diagnose and get a quality diagnosis out of fix these things. I found what you're doing with name that shingle extremely appealing for that reason, because we're going through and putting more of a science to what we're telling the customers right, you know. It's not like, "well, I think that this is probably a Owens Corning shingle from what..." You know, you're actually putting the science behind him. "I'm not quite sure where it is. But you can find this product." And, and or not find this product, and we'll go from there. One thing I do want to ask you, alright, so this is important for me, how often you get stumped? You know.

John Senac
Oh, my gosh, about... let's see let me count. Since November 16, when we opened the reporting to anybody to be able to purchase, I've had four shingles come through. So just about every other week. That way, and not every shingle ends up in my, in my review, or my quality control. You know, our team typically handles that. But I've had four shingles actually, you know, hit hit my desk, where it's like...

Rob Clemons
What in the world is this thing? Yeah.

John Senac
Well, I can tell you, it's not... you know, this, this and this, and then we go through an entire quality control process. And in almost every scenario, I had them narrowed down to two. And every single one of them were ancient enough that they were the two that they were narrowed down to were both discontinued products. So very, very, very rarely is a short answer to your question.

Rob Clemons
Well. I mean, no, it's I guess there's a power to that in itself, because if you can't even figure out what it is, I mean, there's probably a pretty good chance you're not gonna find it somewhere. Right? You know,

Mark Godaire
Itell us out there. Um.

John Senac
Yeah. So Itell Itell is a in the industry Itell identifies almost any surface. So floorings, wood, flooring, tiles, ceramics, roof tiles, metals, sidings, aluminum sightings, they do a lot of different identification. So that is an alternate. I would call it a consolidated report. And from the looks of the reports, they seem to be focused on the objective of finding the closest look, or the closest match or the best look. We took, again, look at it what's missed, or what's the opportunity, we thought the opportunity in the market was to identify compatibility. Because there's that's a common word in roofing that we see come up. In fact, there's codes that say the roof assemblies shall be constructed of materials that are compatible with each other and to the system. Or and to the structure to which they're being installed. So that's a pretty simple one that if you just took that core question, we should evaluate that. Yeah, we want to evaluate the appearance, we want to evaluate the size, we really should evaluate that compatibility. And guess who has the most say over compatibility of products? The person who makes them. Outside of that we have testing agencies like ASTM that test certain things. But if you took your iPhone and went and use that as a ski for your left foot on a downhill slope, and it broke, and you brought it in and said, "Wow, I don't know what happened to it. I was using it for skiing." They would be like, "Yeah, you're not using it the way you're supposed to. You did not use it the way it's intended to be used. So this isn't on us. This is on you."

Rob Clemons
Have you watched me sking or something? I'm not Yeah, that's always quite a few bumps.

John Senac
Oh yeah, I've given that up. I'm pushing 40. And I'm just not doing that again. But almost any maker of a product if you just misused it, or didn't use it properly, they're gonna tell you this is on you, not on us. Well, who's it on when we when the roofer goes out there and repairs it incorrectly. You think the homeowner is really the person who's responsible to climb their roof and rip a shingle off. They're trusting the roofer to be able to do that. So give them some trust, go out there, identify the shingle. Get a report if you needed to report to have that third party independent entity and it's it's again, compatibility is kind of our hook. That's our word.

Rob Clemons
And that's amazing. No, I love this. So so we have homeowners who are listening to this and we have roofers, prospective roofers, who are listening to this. Let's talk from either one of you, gentlemen, you can you can kind of answer this because I think this is important. Right? You know, let's say that you've been out you've had a storm come into your community, and and it's ravaged one side of your roof. Okay. The other side, maybe not so much. But but you can't find the shingle now. Right? What happens? What do you guys do? What do you recommend?

John Senac
You want to start? Mark? You want to say anything to this before I dive in?

Rob Clemons
Oh boy, that sounds good. I've got some fire here.

John Senac
If he's got some bad thoughts or questions... No, no, the bosses? The, my lovely wife.

Rob Clemons
I was gonna say shout out the wife.

John Senac
Yep. Shout out to wives. Everybody's gotta have a great ride or die. That's, she's my biggest fan. So I definitely appreciate having a fan like that in my life and a supporter like that. So alright, I'm going to phrase this question a couple different ways, because I think it's asked incorrectly a lot. I see this question where they say, "How do I get this one side? Or how do I get this repair turned into a full roof?" It's a wrong question. What is the right question?

Mark Godaire
Compatibility?

John Senac
No, what is the right question? What's the right way to phrase that? Should I right, not? How do I should I? Because if it's repairable if it's available, if that product is still made, you're asking the wrong question. Yeah, like the mindset and roofers to be able to say, just how do I get this turned into a full roof? Okay, should you get it turned on full roof? And once you establish, like your, your scenario, alright, one side of the roof is ravish. And they can't find the product. They need to do their due diligence and either learn before they send a sample in or by sending a sample in that that product truly is discontinued, or has some very clear do not mix instructions from the manufacturers. And that could be from a lot of different reasons: size changes, plant changes, regional changes, granule changes. There's so many things that can cause do not mix. Then then there's just flat out discontinued, they just stopped making it somebody bought that product line, it's gone. So then we look at, "alright, what's the next step? Can we replace an area. Is at two different roof systems? One's high and one's low is an entire roof assembly that's fully integrated." That then falls back on the construction expert. NTS simply identifies is that shingle available? And is it compatible, and if it's not compatible, again, layer in the documents to be able to provide information on the compatibility of that product, turn it over, and then work with your local building departments, work with your homeowner. Explain the necessity for $15,000, not $1500. And why that's actually relevant. The phrase that kind of goes around isz: Shingles to slopes, slopes of systems. We shouldn't just look at it like, oh, it's it's full roof. It's got to be a full roof. It's got a full. If you're not going to do your due diligence and fully evaluate the system as a whole and realize like, z'Okay, can I repair an area? No, can I repair a slope? No, then I have to worry about the whole assembly." That's the thought process that I personally like to go through. Because then I'm always above reproach, because I've analyzed it from least amount required up. Because if I was a homeowner for my own cost standpoint, right? Kind of... Like what's the what's the minimum amount necessary? Right? Necessary, not not just the minimal amount to like, do it wrong. The minimal amount necessary to do this, right? Funny mentioned dog training because they operate on a rule called the Rule of Minimal Force. So the minimal amount of force needed to accomplish that particular behavior.

Rob Clemons
Looking at this full circle, man, this guy right here.

John Senac
That's a callback. Not the Canadian one but that's still a call back.

Mark Godaire
It always comes back to the home and that's why I love your thinking because it always comes back to what do what's right for the homeowner. And if you can do it, and it's okay. Now color. Things things come up with color, you know, older shingles. So the shingle is still available, right? Yeah, the color is going to mismatch. What would you advise? And I always, when it came to that I haven't run too much into that, Rob. So the question you asked, I haven't run too much into that, because we did mostly hail in the last four years I've sold. So I haven't run too much of that. But when it's not matching the color of a shingle that is still being made, where do you fall on that? Is that a homeowner decision? You feel like that should be a homeowner decision?

John Senac
I think the 100% starts with the homeowners decision, but you got to give them the right information. If you're going to perform a repair, I think it's okay to bring the samples out for the homeowners and let them understand what's that going to look like on my roof. Because match can be a tricky word. Just that it's at its core, the shingles start aging changing, getting sun faded algae, anything like that, from the time they hit the roof. So 10-15 year old roof assemblies with brand new shingles mixed in them aren't going to look great, what does that equal? For a homeowner, they need to realize what they're okay with, what they're willing to accept, because once it involves. Let's go back to a REALTOR transaction. So it may not want that unsightly repair on the front of their house, you know. They may either want to negotiate the full roof or realize like, it's unreasonable to ask for roof. So if we don't want repairs, we're going to pay for a full roof when we buy the house. Same for insurance carriers. There are states that kind of have that pre implemented where they require some uniform appearance to be maintained. And I'm not an attorney, I'm not a public adjuster. So I'm not going to dive into those things. But we're the states that actually enforce that exist. And even municipalities. There's municipalities and states that don't have matching that say, "Hey, at 25%, you got to replace the whole roof." So matching could have some local requirements, it could have some state requirements. And if none of those exists, then you have to have a good heart to heart with your homeowner and make sure I recommend contractors make sure that their home owner signs off on that repair and what that's going to look like. Show them photos make the extra trip, it's why a repair shouldn't be $150. You know, you've got to buy a bundle, you bring them samples, you got to confirm they're okay with it. They've got to sign off on that. I like that practice, because then you don't go put on a high dollar repair. And they call you back and say, "Hey, this is not what I expected." Well, we sent you pictures, we went through a whole photo file, we put samples up there we you know, we set set them on the roof and took photos to show you what it's gonna look like in that area. Because what does that happen? What's the what's the roof add to the value of the home? The if you go to sell it in the first year, it's like 68% of the roof value is added to the home? Well, that's because it's almost 40% of your curve appeal for most homes. Oh for sure can be really cautious what you're going to do to a homeowners house before you just make these unsightly repairs and they didn't sign off on it. So I just caution people. Educate your homeowner make sure they're okay with it, because they're the ones that have to live with it.

Rob Clemons
So I got a tip for rookie roofers. Rookie Roofers in the business, never pick a homeowner's color for them. Like, it feels like that mistake has happened too much.

John Senac
New Construction, full reroof or repairs.

Rob Clemons
Either one. Hallmark is you just pick one that looks good. You know, it's like, alright, that works out sometimes. And other times it turns into, oh, you know, you're in trouble when they go. That's not what I expected. Like, oh, boy, here we go.

Mark Godaire
It different on the ground than it does on a roof.

John Senac
And make sure that both decision makers have reviewed the color before you put it on. Andhe other decision maker in the house calls you and says, This is not what I wanted. And I'm like, we never had that conversation. You and me. But you guys decided this together. So I caution you, you may want to make sure you know who's deciding on that color. Because I have made that mistake before in my career. And it's like, like, no, you don't deal with that challenge.

Rob Clemons
Learn the phrase, "I am no interior designer." That is my phrase, I actually use this that has served me well as my tips. What do you think about and I'm just gonna save way over to a couple of the roofing things real quick. What do you think about the future of solar? Is your company do anything with that? You know, it's obviously a factor now.

John Senac
So we are adding solar. I think it's necessary. I think that there's, it's like anything, it's changing. It's growing, there's improvements to be made. We see the costs of energy rising and energy bills rising. I know what my energy bill was the past month, this path past month versus a year ago was significantly higher. So there's some organic things going on, that are increasing the demand for that. And there's some great incentives for it right now too. So I just caution homeowners if they're looking at solar to really evaluate which a roof assembly like first if you're putting the panels on the roof. Last thing you want to do is put on a costly endeavor, and then find out you have to replace the roof five years later. So but it is becoming more I live in Indiana and solar solar is becoming more relevant up there and we're not even really sun, sun, sunbaked state so we're seeing it pop up. So we are adding it to our business portfolio because we are seeing demand and I think that's only going to increase.

Rob Clemons
That's really cool. Have you seen this new GF Solar shingle? It is actually same profile as basically your regular shingles man this next level.

John Senac
Yeah, I think that's the direction it's gonna go just because solar panels on a roof are intrusive, for lack of a better word and they're obviously aesthetically not pleasing compared to a lot of things. And so the shingle shape solar panels, as long as that can become more and more efficient to where it can collect enough light, collect enough energy, collective heat to put everything together then, yeah, I think that that's a much better direction to go.

Mark Godaire
Rob was the General Manager for solar to at Monarch before. He's not disclosing.

John Senac
I know about as much as the hot chocolate from Dunkin.

Rob Clemons
You are knocking it out dude like your marshmallow are getting very stuck.

John Senac
I got a sweet tooth too.

Rob Clemons
I do have a serious question. So Mark Godaire, in his last year of doing sales full time...

John Senac
Who?

Rob Clemons
Mark Godaire, this guy over here so this guy did 5 million in sales. Is it true that with with name that shingle he would have done 10 million in sales in that life? Is it true? I just need to know.

John Senac
He wouldn't have done about 6.2.

Rob Clemons
6.2 is the average?

John Senac
Just guessing in this market I wish he would have added he would add another 20%.

Mark Godaire
There is a lot of Elk. There is a lot of old Elk up in here. And that's in all seriousness. That's one I always remember, so when I hop onto your Name That Shingle page, anytime I see that outcome like oh my gosh there's a ton of that in Myrtle Beach, South Carolina. Like I instantly like screenshot and send to the our sales guys. Like instantly say guys, you see this and it's like that. It's always a fade in black charcoal Elk was a Pristique. Back that was before my...

John Senac
Elk Pristique, that was the most commonly used area.

Mark Godaire
Now that I see him on your page I'm like man, this is all over Myrtle Beach. So this is why again, we're so excited for you to be here and and to give the knowledge to people where I think it can be... you know, even if it gives another four to five sales to somebody else each you know each year it's something that needs to be take full advantage of and it's really important.

John Senac
We won't say it on this podcast but yeah, you guys are within hours of what is probably the largest discontinued shingle per capita location in the country, in my opinion, based on my travels. So we just wont devulge on the podcast.

Rob Clemons
Wow man! Guess that!

John Senac
For the right bag of cash.

Rob Clemons
Call in and place your prediction on what is the hottest discontinued...

John Senac
Now taking bidders.

Mark Godaire
Saving that for after four o'clock.

Rob Clemons
teaser, that's a teaser in the business. I do I do have one more thing. And this is for either you fellows. You know, it's important to me. When people come on the show. I always want to talk about people who've had success in their career. I picture a college student out there, we've all been to college, you know, you know what it was like when you're graduating you're trying to figure out what you're gonna do next in life. So it's important to get some perspective, I'd love to hear from either one of you do you have a inspiration life, it could be a person or just something that has inspired you to be a better person or whatever that was for you.

Mark Godaire
I'm gonna start on the on this one because I'm a big personal development guy. Okay, big personal development is something that I heard at the last conference. And I've heard it before, but it rang a bell. And it's such an easy answer to say your kid right? I'd my four year old of course, is the mean it's my life, right?

Rob Clemons
Cutest kid ever, by the way. Super good.

Mark Godaire
You know, it's so easy to say your parents, it's so easy. I heard something that was like, I mean, and me and Martin were sitting in the seat when I heard this and I like stayed in my seat. It's the person is the future me. It's the future me that's gonna push me now. And that has like, changed my mind not changed my mindset, but has helped me kind of figure out on where I want to go with my goals and my future. So that's gonna be the person that I'm going to make sure that makes my son proud. Right? It's all falls out to him. But it's gonna be my future self.

Rob Clemons
That's awesome. I love that answer. So you say your future self man, I'm turning off the mic.

John Senac
Mine is a little bit different. So my dad was a GM for construction companies and at one point 1 of the companies he worked with, let's just say they built show homes. That's the only way I could define them just massive conglomerate, you know, more square footage than, like five homes put together type of deal. And he was working on one of them and someone someone walked up to him. They were to like final punch out. I think it was or nearing the end of it last 30 days. Most of the finishing touches, you know, everything's done. And someone came up to him and said, and this home is gonna look really good on your resume. And my dad, you know, like, didn't care if his if didn't have his job tomorrow based on this comment, looked at him and said, my family's my resume. My kid's success is. And I just thought what if I didn't hit home you know, and of course it didn't that it really didn't settle in that moment. You know, when you're when you're a teenager that doesn't you know, sink right then. It's settled much later in life. So I hope that my kids look up to me and see that in me. Like that, they see that someone that driven for their family. That they see someone that driven to succeed and to create succession for their family. Because my dad didn't want to say I don't care about this house. But what he said was I care about the significance of all of my family. And so I want to replay that moment in the short sence that we make, and I've digested that time and time and time and time again, I look at that and think, "What am I creating for my family?" You know, how am I helping that be the next succession and significance for them to continue to grow. To have opportunities to be successful. However, they define success, right? Because I don't want to define success for my children or my family. But I get up every day. And I tell you right now, the travel life is hard. Like, the most difficult thing I've done in my life is be away from my wife and my children. This consistently, it is brutal. And when I when I have those tough moments, I replay that conversation with my dad. And I think this is a brief moment in time. I maximize the time I can have with my wife and my children when I am home, but I am creating something significant and some succession for my family. Because that to me is what I what I'm going to leave behind is what I want them to follow.

Rob Clemons
That's super cool, man. I love that my family is my resume. I think that's amazing thing, I'll kind of share one little thing and I'll say, you know, sometimes people ask me about leadership styles, and I'm a football fan, I'll know about I know, Mark you are, but I talk about what is your style of management. So I'm going to shift over to a different thing. And you know, and if you guys want to comment on this, that's great. If not, I'm gonna kind of wrap with this thought but you got to decide what kind of manager you're gonna be in life, right? What kind of a person you're gonna be in life. And so I use four coaches in the NFL, and these are ones that have always kind of spoken to me right so you have the guy who has the passion guy, he's like the rah rah guy I think Pete Carroll you know, I'm saying if you if you picture the personality type Pete Carroll he's a rah rah guy he gets he gets fired up he gets a motion up, that's a management style. Then you got the Bill Parcells style I remember Bill Parcells old school like yeah, he ruled with fear a little bit, right? He's gonna make you oh my god, don't be late. Bill. He's gonna He's gonna have our butts on this one. And it was effective. Right? And then you had with Joe Gibbs, Washington. You know, here's a guy who rule would love you know, he was like his family. He took them all under his wing. And then you have a guy like Bill Parcells and you rule science and logic, right? This is the way I like it. You betcha. I'm sorry. No, you got the rock roll. Thank you for the correction. Yeah, Bill Belichick you know, he rolled with the science and logic and you kind of more of an even tone kind of way. But they're all effective, right? If you really believe in what you do, and you are who you are the authentic version of you, you can win by being the best version of you. So I kind of share that with you. Because I think that sometimes people are trying to emulate people so hard, and I'm only just be the best version of you. And you can see it in those four types. But there are four basic types that you'll see and everything you know, almost mirrors the DISC assessment, if you think about it, so. Alright, great. I appreciate that. Yeah, well, I probably will. I appreciate you guys. John CNET. Equity builders roofing. You've been amazing today. Thank you for telling us about name that shingle. Definitely big time shout out on that Margo dare Riva Impact Man, everything you're doing beautiful, inspiring every day, and I'm gonna sign off with that when guys thank you for being here. Forever. This is Rob Clemens has been crawling connections. We'll see you guys next time.

Transcribed by https://otter.ai

National Hot Chocolate Day
John The Roof Pro
Mark Godaire of Reeva Impact
Dog Training to Sales Concepts
Work for the Right Person
Name That Shingle
Professionalism
Do What's Right for the Homeowner
Solar
Inspiration for Success