Systems That Scale by CEO929.com
Systems That Scale is a business podcast for operators, founders, and consultants who are done guessing and ready to build repeatable, scalable systems.
Hosted by CEO929, this show breaks down the exact systems behind growth—sales, operations, marketing, automation, delegation, and execution—used by real businesses in the trenches. No hype. No theory. No “guru talk.”
Each episode delivers practical frameworks, breakdowns, and behind-the-scenes insights pulled directly from real-world implementation across service businesses, local brands, digital companies, and consulting operations.
If you’re building a business that needs structure, leverage, and scale—not motivation—this is your room.
Systems That Scale by CEO929.com
Roofing Revenue: Scaling Client Acquisition Systems | Systems That Scale
Most roofing contractors hit a wall around $2 million. They've got the hustle, the grit, but they're stuck in a reactive cycle of chasing storm work and hoping for referrals. The real issue isn't about working harder; it's about building client acquisition roofing scaling systems that bring in predictable revenue, month after month, without you personally driving every sale.🎧 Listen to more episodes at ceo929.com/systems-that-scale📊 Apply for your free Revenue Audit: ceo929.com/audit
Welcome to Systems That Scale, the podcast from CEO 9229. Each week we break down the frameworks, automations, and revenue systems that help service businesses scale without the chaos. I'm your host, and today we're diving into how roofing contractors can build robust client acquisition systems to achieve predictable revenue and scale their businesses. Let's get into it. Most roofing contractors hit a wall around$1.5 to$2 million. They've got the hustle, the grit, and their crews know how to get the job done right. But they're often stuck in a reactive cycle of chasing stormwork, hoping for referrals, and feeling like they're constantly on an unpredictable revenue roller coaster. They burn out their sales teams and find themselves personally micromanaging every lead. Sound familiar? The real issue isn't about working harder, it's about building robust client acquisition systems that bring in predictable revenue month after month, without the business owner personally driving every single sale. Antoine Campbell, founder of CEO 929, has seen this pattern countless times. An owner brings in$3 million one year because of a huge hailstorm, then struggles to break$1.8 million the next. That's not a business. That's just a lottery ticket. Sustainable growth comes from systems, not luck or brute force. The CEO 929 team often finds that roofing business owners come to them convinced they have a lead generation problem. They'll say, I just need more leads, get me more eyeballs, more calls, more forms filled out. Antoine's response is always the same. You don't have a lead generation problem. You have a conversion problem disguised as a lead problem. Think about it. Are you truly converting every qualified lead that comes through the door? Are your sales reps maximizing every opportunity? CEO 9229 has seen roofing companies spending$10,000 a month on Google Ads, bringing in$150,000, 200 leads, only to convert 8-10% of them, that's a massive leak in the bucket. We're not talking about tire kickers here, we're talking about homeowners actively searching for roofing services. The thing is, if you can double your conversion rate from 10% to 20% with the same lead volume, you've just doubled your revenue without spending an extra dime on advertising. This is often an overlooked aspect of client acquisition and scaling. Antoine outlines this core principle in his book, The Home Service Code, emphasizing that true growth starts from within your existing funnel. A client in Atlanta was consistently generating around 180 leads a month. Their issue wasn't lead volume, it was the disjointed handoff between marketing and sales, and reps inconsistently following up. The CEO 929 team streamlined their intake process, implemented a seven-touch follow-up sequence over 14 days, and trained their team on a value-based selling framework. Their close rate jumped from 11% to 27% in four months, adding over$80,000 in monthly revenue from the exact same pool of leads. The revenue was already there, they just needed to capture it more effectively. According to HubSpot's 2024 state of sales report, only 27% of leads are followed up with consistently. This means nearly three-quarters of your potential revenue is just slipping through the cracks because of poor internal systems. Before you pour more money into ad spend, audit your existing sales process. Identify the bottlenecks. Train your team. That's where your immediate growth lies. Quick reminder: if you're getting value from this episode, you can apply for a free revenue system audit at CEO929.com Audit. The CEO 929 team will analyze your business and show you exactly where you're leaving money on the table. Now, back to the episode. Here's what you can do today to start bringing predictability to your roofing revenue. 1. Audit your conversion rates. Don't just track leads. Track your lead to appointment, appointment to estimate, and estimate to close rates for each lead source. Identify which channels are truly profitable. 2. Document your sales process. Sit down and map out every step from initial contact to client onboarding. Where are the inconsistencies? Where do leads get lost? Build a playbook for your sales team. 3. Implement a standardized follow-up system. Create a multi-touch, multi-channel sequence for leads that don't immediately convert. Use email, text, and phone calls. Consistency is key. 4. Explore automation for repetitive tasks. Look for opportunities to automate appointment scheduling, initial lead qualification, or proposal follow-up using simple tools. Free up your team for high-value activities. 5. Build a referral system. Proactively ask for reviews and referrals from every satisfied client. Offer incentives to encourage this valuable, low cost lead source. That's a wrap on this episode of Systems That Scale. For more insights on building predictable revenue, visit CEO929.com blog. And when you're ready to install real systems in your business, apply for your free audit at CEO929.com audit. Until next time, keep building those systems.