For Profit Podcast
Bringing accessible business education to Louisiana youth.
For Profit Podcast
From Nothing to Millions in Roofing: Tabitha Johnstone
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https://matthewpearce.biz/
https://skyshieldroofing225.com/
00:00 Intro: Meet Tabitha Johnstone of SkyShield Roofing
01:35 Growing Up in Clinton, Louisiana
02:18 Learning Work Ethic at the Public Defender’s Office
05:35 The Grandfather Who Sparked Her Entrepreneurial Spirit
08:30 Lessons from Every Job and Every Mentor
16:00 Being Underestimated in Sales and Roofing
20:55 From Generators to Roofing Sales
27:10 Interview Confidence, Negotiating, and Knowing Your Worth
32:45 Becoming an Owner and Building the Right Team
41:00 Final Advice: Take the Leap and Keep Going
Hey guys, before we get started, I've got a quick favor to ask. I need you to like, subscribe, and share this podcast if you feel you're getting value from it. That's how we're going to get these conversations in front of more people. And just as important, if not more important, is your feedback. The good, the bad, the ugly. I want the critical information on how we can make this podcast better for you and deliver value every time. And if you know somebody in Louisiana who's doing big things in their field, industry, or business, please drop their name in the comments. We'd love to have the opportunity to bring them on the show. At the end of the day, this is all about the youth of Louisiana and putting local leaders in front of them and giving them something real to learn from. Now let's get it. What's up, everybody? It's your host, Matthew Pierce, for the For-Profit Podcast, and I am so excited to introduce our very first female guest, Miss Tabitha Johnstone with Sky Shield Roofing. We're gonna get in it today with Tabitha. She has an amazing story from her upbringing, the adversities that she faced, the impact that people made on her life, uh, her mentors, people she looked up to, and where she is today and how she built an amazing, almost a $2 million in the last nine months uh revenue for your roofing company. So tell us a little bit about your upbringing, Tabitha, and uh we'll get started there. You're from um Clinton, Louisiana. Yeah. So that's north of St. Francisville, very small rural town. Not a lot, not a big town.
SPEAKER_01Everybody knows everybody.
SPEAKER_00Yeah, yeah. I'm from a small town similar to Donisonville, but your town's probably even smaller. So tell us a little bit about like your family. How many, how many siblings do you have?
SPEAKER_01I'm one of seven.
SPEAKER_00One of seven.
SPEAKER_01It was homeschooled.
SPEAKER_00Okay, homeschooled.
SPEAKER_01So really big in the church.
SPEAKER_00Yeah, yeah. Kind of sheltered out in the country. So uh what was your homeschooling experience like? I know that that is very unique.
SPEAKER_01Yeah, I was a little different. Um, I didn't go to school, so I was homeschooled, but I mean, I didn't really get a a really great education.
SPEAKER_02Yeah.
SPEAKER_01Um, but I did learn a lot from all, like you were saying, my mentors growing up, all the jobs I had. Um uh when I graduated from homeschooling, yeah. Um, my first job was working at the public defender's office, a lady named Rhonda Covington.
SPEAKER_00Okay, Miss Rhonda Covington. Shout out, Miss Rhonda.
SPEAKER_01She's amazing. She was a school teacher, then she became uh she got into law, um, and then she became the public defender of Clinton, Louisiana. Wow. So she works her butt off. She's awesome. Um, she was somebody that I really looked up to. She taught me a lot of things I know today. Okay. Um, and then she kind of geared me towards where I needed to go in my future.
SPEAKER_00Now I know, you know, from your upbringing, from the conversations we've had and getting to know you, you had some limited resources. Family didn't grow up with much. Uh your parents did the best that they could, but the education, the the homeschooling wasn't like a traditional education. You uh you had mentioned you really struggled with reading and reading comprehension. And did uh Miss Rhonda she help you out with that?
SPEAKER_01Oh, yeah, she helped me with so much. Um, I didn't have any kind of computer skills either. Um, we didn't have Wi-Fi or computers at our home. Um, so learning that was a whole new world for me. I remember um she didn't know how limited and how much I didn't know. Because normally when you think homeschoolers, you think of them being like super smart.
SPEAKER_00Yeah, like little nerds sit behind a computer all day.
SPEAKER_01So um so whenever she first met me, it was like a week into working. She she's like, all right, Tabitha, like after work's over, like I want to talk to you. And she pulled me aside and she was like, Hey, like I've been watching you work, like you're here every day. Like I rode a bicycle to work. Back then I was walking. So when I first got the job, I walked to work every day. Um and she was like, You're here every day, you're the first one here. You know, I cleaned the office too. Like, I was like, whatever I can do to make extra money. Um, but she was like, I've noticed you're not really good with the computer, you're not really good with taking notes, like what's going on here. Um, and then I kind of explained to her, I was like, I didn't have a lot of education growing up. Yeah. Um and she was like, Well, that's okay. She was like, everybody can learn as long as you're willing to learn. Yeah. And I was like, Yeah, like I want to learn. It's not like I don't want to. So she would really spent her time like teaching me a lot of things. Um, some really great advice she gave me, like, you are who your friends are. So, like when you hang out with bad people, you know, you become those people. If you hang out with people that are doing the good things and the right things in life, you become those people. So you are who you hang out with. Yeah. Um, but she taught me a lot of things like that, even so let's talk about that.
SPEAKER_00Um, you are always willing to do more, uh, very proactive, not reactive, right? Hey, what can I do? How can I be more valuable? How can I be an asset to this person?
SPEAKER_03That's probably why we get along so well. We're the same person. Yeah.
SPEAKER_00Yeah. So uh I wanted to go back to you learning her being patient with you, but she obviously saw you had to work at it.
SPEAKER_01She was so patient with me. Um, and she still paid me the same. So it wasn't like she was like, Oh my goodness, you suck, like you're not doing good, and just wrote me off.
SPEAKER_00No, I I know where I wanted to go with this. So being that you were one of seven and you kind of grew up, didn't have a lot of money in your family. What made you want to be different? Because you were surrounded by people who maybe did not want more for themselves or you looked at the life you had.
SPEAKER_01I'd give it to you.
SPEAKER_00You know, some people go left and so people, some people go right. Tell us about that.
SPEAKER_01So I'd give it to my grandfather. So when I was like six, seven years old, I was always like, I talked to everybody, literally everybody. My mom would take me in the store and I'd be in the buggy because she'd make sure I was in the buggy, and I would literally talk to everybody around me. I'd be like, You haven't changed. Six years old doing that. Um, so I just talked to everybody, everybody's my friend. Um, but my grandfather was like, you know, Tabitha, if you want to do something, I can buy you some beads and some, you know, make start making jewelry and stuff like that. So I started my own company. My grandfather helped me with that, of course, um, Beta Beauty. And I would sell earrings and necklaces and stuff. And they didn't look great because I was young at that time. Yeah, you know.
SPEAKER_00Neither does the lemonade taste good at a lemonade stand from a five-year-old.
SPEAKER_01You know, so I would go up to him and be like, Well, you want to buy some bracelets? I'll be in the Walmart parking lot. Like, you want to buy some bracelets? I mean, who's gonna say no to a seven-year-old that made them? I'm like, I made these, and you know I made them because they looked homemade, you know. Um, and they would buy them, and then I would go to church, and after like church was over or whatever, I'd go and I'd be like, Hey, I made these, you know, and they knew I didn't have much money. You know, the church did. So they just ate that up. They would buy it.
SPEAKER_00Your grandfather was kind of an inspiration to you when you were younger, taught you, hey, like you can't.
SPEAKER_01Kind of got me into the entrepreneur world, to be honest. That's so interesting. They gave me the tools, but then I actually did it. Yeah. Because a lot of times in life, people will give you the tools to do something, but then you don't, you're too scared, or you just don't actually do it.
SPEAKER_02Yeah.
SPEAKER_01Um, so I guess for me experiencing that and going through that, I'm in the mindset, I will try something. And even if I fail, like I tried it and I gave it my best. And you know, that's so good.
SPEAKER_03If I stuck if I was a public defender, I feel like it would be so easy to be patient with you because you are that person where, like Matthew said, you're really proactive. So you're always taking steps towards being better. It's not like you're one of those people who's like, I'm gonna be better, I'm gonna be better. I promise. You're like, okay, so I did X, Y, Z.
SPEAKER_01Make me better. And sometimes I even ask people that now. Like, whenever I'm having issues with something, I'm like, what can I do? And I would even tell my employees this like when they're not doing something I've told them. I told them several times, okay, I want you to do it this way. Okay, I want you to do it this way. Then I hit a point where I'm like, okay, look, what do I have to do in order to give you the tools you need so you can start doing this without me having to remind you? And then they're like, they stop because they're like, I I don't know what you can do, Tabitha, but it makes them think, you know, take ownership.
SPEAKER_00Yeah. Like, hey, you have to do that.
SPEAKER_01So I need to do something in order to make sure you're doing this so I don't have to come back and circle back with you on this. And then they realize, you know, no, like, or they tell me, Yeah, can you actually start doing this or whatever? But that's just the kind of person I am, you know.
SPEAKER_00Um so yeah, so that entrepreneurial spirit started at a very young age. Yeah.
SPEAKER_01Yeah. And then as I got older, all the stuff got better. Like I learned so many different things with, you know.
SPEAKER_00I know you we talked about different things that you did coming up working first public defender's office. You got into the service industry. Tell us some of the skills that you picked up along each stop.
SPEAKER_01Oh, so many. Yeah. It's wild. Cause like everybody gave me something different.
SPEAKER_00Okay.
SPEAKER_01So Rhonda Covington gave me the tools I needed. She was honestly like she was my first boss. Like, I call her my work mom. Like, I still call her all the time. Like I get emotional thinking about her because she was willing to help me, you know, and help me learn.
SPEAKER_02Yeah.
SPEAKER_01Um, so she gave me the she gave me the skills to have the tools that I need to do things.
SPEAKER_02Yeah.
SPEAKER_01Um, and then I worked for Cafe Phoenicia. Shout out to Cafe Phoenicia and Zachary.
SPEAKER_02Okay.
SPEAKER_01Um, Manom Abdallah. He's amazing. He was my other boss. So I started off as just a waitress, okay in tables. Um, and I worked for him for like two, three months before he put me in a management position.
SPEAKER_00Okay.
SPEAKER_01So it was very quickly. I got it.
SPEAKER_00You on a fast track, but once again, probably came back from your proactiveness.
SPEAKER_01Yep. I was always there at the restaurant. I was always asking Manom how can I help? Even as a waitress, I was like, what can I do to help more? Like, you know. And then he was like, Well, actually, one of my managers are leaving. How about you take her spot if you want to be my morning manager? And I was like, Yes, I would love to learn that. So then he got me, like, I was hiring people, I was firing people. I ended up quitting my job at the public defender's office because I was making more money for him just as a waitress and manager. Um, and I got to wait tables and manage, which was awesome. So I just made, you know, so much money just from that. Um, but that one taught me about business. He taught me about how to look for good employees, um, pay structure, you know, and like when you tell your employees you're gonna do something, you gotta follow through.
SPEAKER_02Yeah.
SPEAKER_01Um, he taught me a lot. Payroll, I learned about money, like a lot about money.
SPEAKER_00Yeah.
SPEAKER_01Um, kind of gearing me on the right track for that.
SPEAKER_00All right. So talk, tell us about your uncle. You said your uncle had big impact on you.
SPEAKER_01Yeah, huge impact. Um, he taught me about investing. So I was 22 and I was coming into a money because I was waiting tables every day, you know, and I was managing and I didn't know what to do with all the money. And he was like, Tabitha, you need to start a Roth IRA, you need to start a SEPT account. Like, he put me on path to start investing and to be smart with my money instead of just spending it all because I have it. Um, so he really taught me the basis of like saving and investing.
SPEAKER_00Saving and investing.
SPEAKER_01And that's what put me where I can sit as an owner today because I can afford it.
SPEAKER_00Did you ever fight like the urge to like spend money or buy material things as opposed to being very conservative? Because you grew up poor. So it because it can kind of send you down two different paths. It's like I want to have these nice things or oh my gosh, I don't want to lose this money.
SPEAKER_01So tell me for me, it's like I was very like I I kept my money very tight, right? Okay, because I didn't want to be, I didn't want to have a family and not have money for my family. So I wanted to save as much money when I'm young. So then when I was older, I can invest in things so I don't have to work my whole life. That was always my goal. Okay. So it's like all my money I would get, I would literally put in the bank because I didn't know what else to do with it. So I just like put it in the bank.
SPEAKER_00So you never felt the need to like go out and splurge or you know, I I grew up poor. I want to look, I want to look rich, or I want to look like I had these nice things.
SPEAKER_01I mean, I grew up poor, I already looked poor, I didn't care. And then also people didn't like look at me and think, oh, she I don't know, it kind of gave people, they underestimated me.
SPEAKER_00Yeah, you know, just a humbleness about you.
SPEAKER_01Yeah, yeah. And I mean, it I I learned a lot from my childhood about saving and stuff like that a little bit, you know, with the Bita Beauty company. Um, but I learned a lot from him about, you know, okay, this is what you need to do.
SPEAKER_00How to make your money go to work for you. Okay.
SPEAKER_01So another thing is he's in advertising. My uncle is, my uncle Gary. Um, so he does, he's actually like one of the top guys in advertising. So I learned a lot of sales from him because he was like, Tabitha, you're naturally sales given, but let's work on this. Let's work on this, you know, let's get better with this. Um, and one night I was at the restaurant, I was managing, um, I was down a hostess and I was down a waitress, and I wasn't even supposed to work that night. And Manom calls me and he's like, Tabitha, like, I know you're not supposed to work tonight. You took tonight off, but like I have to have you there. And I was like, Oh my goodness, okay, I'll do it. You know, I'm not really doing anything else. I want money, so let's go. So I was just, and it's Friday night, it's mom and pop shop. So it's like very small restaurant, but like tons of very fast. And if the tables aren't turning quick enough, I gotta be the one to kind of be like, okay, you know, but nicely, like, you know, next can I get you guys dessert?
SPEAKER_00We're ready to get the check.
SPEAKER_01Close out, but very nice. Yeah, politely.
SPEAKER_00Now, like you got to go.
SPEAKER_01Nobody wants to feel rushed at a restaurant. So I was doing that. I was, but I'm very good at it. I'm like, you know, oh, I know you want more dessert. They're like, no, we don't want any dessert. I'm like, all right, you know, and then they're like, okay, kind of their cue to like leave or whatever. And um, Mr. Scott and Miss Susan came into the restaurant, they're the owners of Gin Pro Generators, which another shout out to the Gin Pro. Um, they came out to eat that night and they saw me just going. And I had an issue with the customer at that night. They were not happy about something, and that customer was happy when they left. So Mr. Scott's just like watching all this. Okay, him and his wife, they're eating there. And um, they left, he left his number on a piece of paper and he pulled me. He's like, I want to talk to your manager, to the waitress that was helping him. And I came over there and I squat down next to the table because that's what I would do. You know, it kind of puts makes people feel comfortable. I'm like, you know, what's going on? You know, what can I help you all with? And he was like, I know you're busy, I see what you're doing right now, but give me a call whenever you're done. And I was like, okay, you know, that's fine. And then I knew he was trying to pull me to work for him. So when I called him, I was like, you know, I'm happy where I'm at because I was making really good money. And he was like, I'm gonna know, like, you're gonna come work for me. Like, I don't care how much that's gonna be, like, you're gonna come work for me. So I kind of pushed it aside. I actually threw away his number in the trash can on accident. Oh goodness. One of the guys, Ricardo, he worked in the kitchen. I was like, I threw away his number. And then he was like, I'll dig through the trash and get it. So he dug through the trash to get this number for me. Oh my god.
SPEAKER_03Yeah, someone had a crush on Tabitha. Jeez.
SPEAKER_01He was so sweet. He dug through the trash to get me this number. Um, I so then I called him and I was like, you know, I'll take you up on that interview, you know, we'll see what y'all are about. So when I talked to him, I just instantly loved Mr. Scott and Miss Susan. Like they were just very sweet, like they gave, they would cook for us, like very good people.
SPEAKER_00Yeah, took care of the employees.
SPEAKER_01He was like, I want you to be my project manager. So then I learned the side of that, being a project manager, which was like dealing with electricians, dealing with plumbers, dealing with scheduling, dealing with unhappy customers. Um, so that one of their project managers were leaving. So I kind of took over that role. And it's funny because Mr. Scott was like, I never thought a woman would hold this position. I always thought it would be a man, but you did a damn good job at it. And I was like, Yeah, like I try.
SPEAKER_00Yeah, I think I'm you know, that's something we talked about, is like uh, you know, guys and girls can get along in business, and women could be as successful or more successful than men in in any type of business. And here you are now, and we'll eventually get to it, but you're in the construction world, you own a roofing company, um, and just seeing the skill set that a woman can bring and just different perspective. And I love I love how he was like, you know, I never thought it would be this way, but hell, it it's working out just just nicely, right?
SPEAKER_03I actually have a question. So I feel like whenever we talk, you talk about all these people who believed in you, and I feel like I've had a really similar experience in a lot of ways, but I also have those few people in my life who told me I couldn't do something that I really wanted to do. I've had multiple t people tell me you're not naturally good at sales.
SPEAKER_01Oh, yeah.
SPEAKER_03Yeah, yeah. And I'm like, what's that for you?
SPEAKER_01Who are those people who said that stuff to you where you're like, I guess for me, I'm such a like I am the most positive person you're gonna meet. Like, I don't like negative. Like, I I focus on positive. So what those people, I've had those. Yeah, you know, I've had plenty of those. I've had some people, like I went to a house visit, and this guy, uh, he rolled his eyes at me. Like, I know what I'm talking about roofing, right? But then he saw this girl, right? So he just like rolled his eyes. Every time I talk, he just roll his eyes. But guess who got hit his roof?
SPEAKER_03There you go. You know, Arthur Books, he's a Harvard professor, he talks about this. Apparently, rolling your eyes is the same, like mentally, as being hit in the face. Yep. It's like that's the level of harm that rolling your eyes does.
SPEAKER_01He's literally look at me and roll his eyes at me.
SPEAKER_03Yeah.
SPEAKER_01And then I was like, okay, you want to talk to a man? I'm gonna get you prepped. I'm gonna note, make sure I'm gonna get your deal, and then I'm gonna throw a man at you and I'm gonna tell the man exactly what to tell you. But if you want a man, we'll play by your rules. I'm gonna get your roof.
SPEAKER_00But I'm gonna get the business. Yeah.
SPEAKER_01So at the end of the day, for me, it's like I've had those people in my life, but I shake them off.
SPEAKER_00Yeah.
SPEAKER_01Like they're just not even worth the time and day, and I try to like focus on things that are worth it to me and the people that are gonna invest their own.
SPEAKER_00Keep it moving, keep it positive.
SPEAKER_01Yeah, but they're gonna do it to me, and I just laugh. I'm like, but guess who did your roof at the end of the day? I will use it to light my fire sometimes. Yes, yes.
SPEAKER_00A little bit of jet fuel. Everybody needs a little bit of jet fuel, right? Yes. Um, so talk about some of the skills you developed in that project manager role. I know you talked about running crews.
SPEAKER_01Dealing with electricians and plumbers and like what did hand world.
SPEAKER_00Who was the owner of the company again? Scott Scott. So, what what were some of the things Scott instilled in you or told you how to handle things, like maybe some of his mantra, you know, principles that he lived by.
SPEAKER_01He told me he was like, guys like to joke, Tabitha. Just don't let don't take any of that to heart. Like, guys don't take another person to each other. And he says, and they're gonna because you're gonna be like one of the guys, right? Yeah, he was like, never take that to heart. Like just don't you? Matthew loves to joke.
SPEAKER_00Oh, I love it. Like I grew up with two older brothers.
SPEAKER_01Y'all teasing around is like part of your like, you know, I like you. You can talk to you.
SPEAKER_03Yeah, that's how I know Matthew actually liked me as a person when he started really making fun of me.
SPEAKER_01Yeah, he started really laying in.
SPEAKER_00That's why I love him. I pick on Laura often, but she's she's the best.
SPEAKER_01You're like, oh, well, send me the damage assessment report again. I don't, I don't remember. Then I'd send it to him again. And then he didn't pick up my phone call. So I'd go by his house. Oh, I'm just in the neighborhood, you know. How are y'all doing today? Not even talking to them about roofing at that point. I'm just, hey, you remember me? I was on your roof not too long ago. How are you doing today? Yes, and it took him eight months until he finally filed.
SPEAKER_02Goodness gracious.
SPEAKER_01Just persistence. Mr. Scott taught me a lot about persistence.
SPEAKER_02Okay.
SPEAKER_01Um, just never take no for an answer unless it's a solid no. But then even those people that are giving you no's mighty referrals. And that has happened too.
SPEAKER_00And it's based on all about how you treat them.
SPEAKER_01Yes. So, like this one guy was a generator, because I do generators too. I do generators and roofing. Um, this guy was like, no, I'm gonna go with a generact generator because we love them. Like, okay, y'all, if you ever get a generator, get a Kohler generator. They're really, really good generators, a little bit more expensive, but they're better. Um, but anyway, he was like, no, I want this generac generator, it's just cheaper. And I was like, that's fine. You know, you you're the customer, you decide what you want. If you have any questions for me, whatever. So I gave him a whole walkthrough. I did the appointment with him, I followed through, I followed up, I did everything that I needed to do. And he referred me five different people because they were like, hey, we want a generator. And he's like, Well, if you're looking at getting two different quotes from Generat, because that's what I have, but also this girl that does Kohler, she's great. So then I was getting referrals from people that weren't even buying generators. So it's funny, like our company, GenPro, we only send gift cards if you bought a generator from us, right? So, like, Matt, if you bought a generator from me, I would send you a gift card because you referred me. I was going into the problems where Laura, you didn't buy a generator from me, but you bought from somebody else, but then you referred me because you just liked me personally. So then I was like, okay, well, I still want to give you a gift card because you referred me. So then I started making it where I'd made sure I would put that extra money or whatever, so I can make sure to give you a gift card because you referred me. You took your time to refer me. It would go out of my own pocket. I'm like, I'm gonna make sure she's getting that.
SPEAKER_00Out nice the competition.
SPEAKER_01Yeah, because like even though she didn't buy from me, I'm still gonna give her a gift card because she referred me out to somebody else that did buy from me.
SPEAKER_00So talk about the transition from generators to roofing.
SPEAKER_01So totally different worlds, totally different worlds construction, but just totally different worlds. Yeah. Um so generators is more it's like like I just I know the ins and outs of it. I've been doing it for over like five years now. Um, so I learned a lot when I was a project manager about the electrical side, the plumbing side, how the generator actually runs. So, like, whenever I go out there, it's just easy. Like that appointment is like I'll be in and out. Like you see me for 30 minutes, and then I tell you everything you need to know. If you have any questions, you follow up with those questions, I sell it. Roofing is totally different. Um, I have to door knock it, you know, get the person to agree on a roof inspection. After I do the inspection and show them the damage, then you have to follow up if they want to either file a claim or if they're just buying cash for a roof, depending on, you know, their circumstances. Um, if they end up going through insurance um and they had enough damage and they decided, you know, tap it, I'm gonna go through the insurance route. I'm like, okay, that's fine. Because I like to normally give them two quotes. I'll give them like if you want to go through insurance, you can. But if you want a cash quote, here's your cash quote. If you want to go with me, you know, we could do it that way. Um, so then you have to go to an adjuster appointment and attend that. That's basically where the insurance comes out, and then you meet with the uh adjuster.
SPEAKER_00Inspect what you came up with on your report. It's like, hey, prove it, right?
SPEAKER_01Yeah, just inspect. And if the adjuster's like, nope, this is no go, or yes, this is good. So then they decide, you know, if it's good or not. Um, and if they decide, no, it's no go, then I'll give the customer that contract and be like, you know, you can go cash route or we can wait for another storm. You know, it's up to you all. You the customer is always, you know.
SPEAKER_00Yeah. Um you control the process. You control it. Yeah, I don't know. I don't yeah.
SPEAKER_01I'll give you all the tools you need. I'll help you, you know, give you, you know, if you have questions, but I'll let you decide. And then putting up the roof, you're there the whole day whenever they end up going forward with it and putting up the roof. So way more steps, but there's way more money versus generators. Yeah.
SPEAKER_00So um, you worked for a company in roof sales, or you weren't in roof sales with that company. They gave you an opportunity to do sales. Tell me a little bit about that and how then you branched off to forming your own company.
SPEAKER_01So I was already in sales, um, and I had a friend that was like, Tab, you're great at doing this. And I'm like, Yeah, I just I love talking to people. My strong suit is people. And she was like, Have you ever thought about roofing? And I was like, No, like, I mean, maybe, I don't know. And I was like, I can't go up there and like put up a whole roof. And she was like, What about her just roofing sales? And I was like, I could be interested in that. Like, put me in line with your boss, let me talk to him. Um, I remember he was like the the past company I was for. He was like, You were one of my longest interviews, like you asked me the most questions. Because it's not like most of the time, whenever you are seeking a job, you need money, like you need a job. Right. For me, it's I didn't need the job, I was just wanting to learn a different skill and see what opportunities they can provide to you. So it was a different interview versus different power need dynamic. Oh, yeah. Straight, yeah. Cause I was like, I don't need this job, I do great my generators, you know. Um, but I just I want to see what y'all have to offer. Yeah. Um, and then it takes you a while to get into roofing, like if to create a book of business and all that kind of stuff. Yeah. Um but I did the interview, the interview went great. He hired me like on the spot. He was like, Yes, we want you. Um, and then I learned a lot from that company because they had a lot of like people that handled the insurance department, people that handled So what new skills would you say you learned from this new company?
SPEAKER_00Yeah, um that first opportunity.
SPEAKER_01So um new skills, I guess. Um I learned more about like I guess the install side, if that sounds wild. Like I learned about like with generators, I just sold it and then I went on to the next. Yeah. With roofing, I was very involved in the whole entire situation as a salesperson.
SPEAKER_00Um it so you were you're watching the product go up. Whereas previously you were organizing for the install, it's like, okay, let me line up the electrician, the plumber. I was actually good at working it all. But and you would just it would just go and and and happen. With the roof, you were in person pretty much every step of the way, from the sale to navigating the claims, meeting with the adjuster to um being on site when the construction was going on.
SPEAKER_01Buying plyboard from Home Depot. I remember my first I drive a Mustang, okay. I don't drive a truck.
SPEAKER_03Okay, she's not a normal girl, she's a cool girl.
SPEAKER_01Like, yeah, I plan on getting a truck too. I'll give a truck, I'll get a truck. But the beauty is like when I was doing roofing, they were like, okay, so you have to be there from 6 a.m. to when your job's done. And you have to like pick up plyboard and stuff. Well, I'm not strong. Like, I'm strong, yeah, but I'm not like, you know, super strong.
SPEAKER_03Like, okay. I'm stronger when there aren't men around. I have this joke that my strength goes down 70% whenever there's men around.
SPEAKER_01I'm like, can you help me? Awesome, because all the guys are so like helpful and stuff. I never really had to get a truck because like the guys would be like, You're not going to Home Depot. I'll take care of it for you.
SPEAKER_00They probably wanted to get out there so they're like, Some time in AC. Yes, I'll go get that plywood.
SPEAKER_01Yeah, that's great. Thank you. And I'm always the type person that if somebody's offering, go for it. Like, I am not the type girl that would be. But you did get you it all myself.
SPEAKER_00You told me you got your hands dirty. You like you've run a nail gun before.
SPEAKER_01She's a badass. Look, I've done it.
SPEAKER_00You've thrown them up squares before.
SPEAKER_01I respect it. Yeah. You know, you you grow to really respect it. Okay, you know what I mean. Guys carry those shingles? Yeah. They're heavier, like they're almost as heavy as I am.
SPEAKER_02Yeah.
SPEAKER_01And climbing up a ladder, I've never, I haven't, I can't pick those things up. They're like, tap it, go pick that up. I'm like, yeah, I can do this, right? Walk through. No. You can even lift it. I was like, okay, I'm done.
SPEAKER_00Guys carried up the roots.
SPEAKER_03Yeah, y'all got it. Okay, you know what I want to pull it back to? I want to pull it back to your interview because I think that's really useful for the people listening. Because what I picked up on there is like, you know, when you're going on a date with someone, if they're like too eager, you're kind of put off. And if they think they're too good for you, you're kind of put off. But that person who's a little bit more like, let's see if this is a fit, like that's the type of person that you actually want to get to know. And I feel like you gave off those vibes. You, you weren't arrogant. You were like, I would love to have this opportunity, but let's actually see if this this is a fit here. This is exactly what I'm looking for. I'm looking for more skills. I'm looking for this, and this is what I bring to the table, like that sort of thing. And I feel like that is missed a lot of times when people go to interviews or when they start making sales where they either act like they're too good, it's this bravado, instead of like the confidence to say, like, hey, is this actually what's right for you and for me?
SPEAKER_01A thousand percent. Like asking the right questions at an interview, that at like every job, like I've never been fired from a job. Like every job.
SPEAKER_00You've always chosen to move on.
SPEAKER_01I've always chosen to move on. Um, so it's like for me, like you were saying, like with the interview process, I always make a list of questions of what like I think about, okay, what questions do I need to ask? What do I need to be like attentive to? So every time I go into an interview, the worst interviews you will have is the people that are like, I don't know. You know, because then as an owner, like for me certainly, like when I ask questions to somebody, I want them to be invested or like, you know, they're super interested. The people that are like, I don't know. I mean, if you're with five, if you're interviewing five different people, I'm gonna go for the person that's like asking me the questions. So that's one thing Mr. Scott told me. Always ask a question in an interview.
SPEAKER_03And for sure, we're not judging anyone who has done this. Me at 21, I think I went to interview for a Toyota in the United Kingdom, something like that. I pulled an I don't know at the interviews questions. Like it was in the middle of finals when I went down to this place two hours away to do these job interviews. I didn't prepare at all. It's my first like big job interview. And I just realized after I was like, wow, I blew that. So that's what I wanted to bring up, how important it is to ask those questions.
SPEAKER_01Dude, certainly when you're interviewing against other people, like if this is a big company, a big corporation, like you might have your skills and all that, but if you don't like tell them a little bit about yourself and pitch yourself, you're pitching yourself at the interview.
SPEAKER_00While also taking an interest in their company and how that may be a fit for you or what you're trying to develop.
SPEAKER_01Remember, I ask him the percentage. So like I make 50-50 with my my company, my current sales position at Gen Pro. So like when he was telling me like the percentages, he was like, you know, we can offer like 30. I was like, no, that's not gonna do. Like it was so funny because like I was like, no, I'm not just gonna do that for 30%. Like, I need a little bit more. Like, but I was in a position where I can do that, but because you didn't need the job, you were you were almost interviewing them as much as they were interviewing you, but it's funny because even when you're not in a position and you really do need a job, if you you can negotiate that's how power works.
SPEAKER_00You're gonna make the power need dynamic interview, right?
SPEAKER_01But if you see needy, they're gonna be like, oh, I can give her $20 an hour, you know. But if you're like $20 is really not cutting it, I'm really looking for a position that's gonna give me like you know, $25, 30, whatever the X amount is. You know, you can really negotiate, and a lot of people don't know that either.
SPEAKER_03Well, it's definitely harder to negotiate an hourly rate or a yearly salary than it is to argue, I want more commission. Because that company would not have that money without you. Yeah if you're working with a commission. Like even in my marketing deals, it's always easier to negotiate, like, okay, we can dial back the monthly, but like you're gonna give us way more in commission. And normally that's an easier sell because they wouldn't have that without you.
SPEAKER_01But see, I did that with Mr. Scott, like they were like, I want to give you X amount. Like, I don't remember how much it was, it was something, you know. And I was like, Well, I'm already currently at Cafe Phoenicia making a lot of money, you know? Like that's leverage. That's leverage. Yeah, but even if you're not, you can always say, you know, you can still negotiate. You can always negotiate.
SPEAKER_00I've been trying to interject just a simple concept is is he who has or he or she who has the most need has the least power. And if you have the least need, you have the most power. And so in that interview, you didn't need the job, so you you stood in a power position.
SPEAKER_01I was like, no, I'm not doing that.
SPEAKER_00But it's also it's also understanding your worth and the value that you provide. I mean, a big thing in our industry and in one of my industries for my business um in real estate is you know, I'm a realtor, I I list and uh help people buy and sell homes and negotiating my commission. I I essentially don't negotiate my commission. My commission is what it is based on how I value myself, but I know what I'm gonna provide to them. I'm gonna over-deliver on what I ask and fee. Right. Like I know the lengths I'm willing to go, just like you knew you were like, hey, I'm already doing well here. I know what I'm about to bring to the table, I know I'm worth this. Like, 30% ain't gonna cut it for me.
SPEAKER_03Exactly.
SPEAKER_00It ain't gonna cut it around me.
SPEAKER_03I feel like there's something to be said too, though, for people who don't yet have the skills to have the confidence, like they don't have enough reps yet in. Because I feel like when you started the public defender's office, oh I took whatever. Yeah, you took whatever.
SPEAKER_00Yeah, you were you were thankful to have an opportunity.
SPEAKER_03But you like know when to grind and know when you're like, okay, I've got something here now. Yeah.
SPEAKER_00You know, Robert Kiyosaki, I don't know if you ever ripped rich dad, poor dad, read it, listened to the audio book. Um, but he always talked about going to work to learn versus to earn.
SPEAKER_02Yep.
SPEAKER_00And regardless of your upbringing, your circumstance, maybe unintentionally, the way you kind of started off, you got some skills from being underskilled, right? From your upbringing. Right. Public defender gave you some skills, you leveled that up, you went into a service industry, you learn you learned how to communicate effectively, how to run and manage people. Each step of the way, you made more money, but you were really developing and acquiring new skills.
SPEAKER_01Oh, a thousand percent.
SPEAKER_00Which have led you to being an owner today. Yeah, to the position you are today. So you were working for a roof company, you got into the sales. Um, what was that like to leave to branch out on your own and say, okay, I'm gonna do the real thing. I like the real deal, I'm gonna do it all. I'm gonna be an owner. Tell us about that.
SPEAKER_01I've always wanted to be an owner. Like, same girl. Like forever. Like, I love people. Like, I wanna be a boss that people look up to. Like, I wanna be, I wanna work just as hard as my guys at work for me or my girls at work for me. And I want them to see me as somebody they want to be like. Because that's how I felt like with all my bosses. Like, I've always looked up to them, I've always valued, like, they didn't just sit and not do anything. They were like right there beside me working, you know, killing it, doing what they needed to do. Um, and then like hiring these guys were great. Like, I we hired a guy named Foster, he is great, like he does all of our estimates. Like, anytime I needed something, he was Johnny on the spot, he got it done quickly. And like, we every guy that we've hired has been so like just beneficial for the company, you know.
SPEAKER_03Foster also made bread for the Christmas party last week.
SPEAKER_01Yes, he did. He's a great bread maker, like he did awesome. Like, he's just so like like, okay, Tabitha, you need this, I'll make it happen, you know. Um, and then we have a guy named Alex who is just a killer on the roofs. Like, adjusters buy his, you know, whenever he goes into document things correctly and also talk about, you know, the things he needs to talk about with the homeowners. Homeowners love him. Um, so he's able just to handle things so just perfectly.
SPEAKER_00Make the complex simple, I'm sure.
SPEAKER_01Yes. And then James, James, I have never met anybody that can talk more smooth than James. Like, if James had bad news to give you, he would give it to you and you think that's good news. Like I he like his words, like the things he does with his words.
SPEAKER_00His delivery and wild.
SPEAKER_01Like he door knocks and he would get so many just from door knocking, just from walking and door. I call him the walker. Like, he literally walks to a door, he can get an inspection, get him to file. Like, he's just so good and proficient at talking to people and getting people to still love him. Yeah, we need to clip these and give this to these guys for Christmas. Yeah. I love him. I love him. Um, then we have a new, we have two new guys. We have Kyle and Matt. And like, okay, Matt is a jokester. Like, he has personality, like, he'll make anybody laugh. So I had this one customer that I have been trying to do his roof, okay? Like my persistence, okay. I threw almost all my sales guys at him. And I was like, literally yesterday, I'm driving the car and I passed by this guy's house, and I'm like, look, Matt, go over there and talk to him. I'm in my car, okay, listening. He has this guy laughing so hard. And no, nobody can get this customer to laugh. Like, this customer is so like, don't care. I'm good, whatever. And now he's signing a contract with him on Monday. Like, I'm like, this is the new guy. Like, I'm like, okay, Matt, like, keep it going, you know?
SPEAKER_00Yes, indeed.
SPEAKER_01Um, and then Kyle. Kyle is gonna be, he's gonna be great. Like, he has done so many inspections. His first roof he got on, bought on the spot. Wow. So he made, and that doesn't happen very much for the new guys. Like, whenever you first start reefing, it really takes you like three months to actually get over the hump and make a book of business and understand the company before something's bought right off the rip.
SPEAKER_02Right.
SPEAKER_01Um, and then he's like, Tabitha, like, where's your installs at? Like, I want to sit it. I want to learn the process. I want to get more information and knowledge.
SPEAKER_00Hungry to learn.
SPEAKER_01Oh my goodness. So he he's been like sitting, like, I don't even have to ask him. He's just like asked me, like, what address, where am I going? And I'm like, okay, this is where you're going. And he goes off and he just does it and he kills it.
SPEAKER_00So surrounding yourself with great people has made that leap from sales and and helping with a roofing company to owning your own.
SPEAKER_01It's who you hire.
SPEAKER_00Did you have any anxiety about that? About like getting the proper licenses, or what does that look like? Do you have I know you have a business partner?
SPEAKER_01And commercial. Okay. And um, Quent, he's my business partner.
SPEAKER_00Just what was that like? That leap of faith to start the company, you and your business partner, like how did you come to that? Was it fearful? Were you excited? How did it all go?
SPEAKER_01Because like we did really well together. Like, we were executing it, like customers were loving us. I really popped off with the past roofing company right before I left them. And it was wild because I was like just getting like the roll of things, right? And I was like popping all these roofs off. And then my business partner came up to me. He was like, We need to start our own company. We need we can do this. And then I was like nervous. I was like, Oh my gosh, okay, well, like, right? I mean, try it, see if it sticks. If it doesn't stick, I'll just go back to selling, you know? Wouldn't hurt anything to try.
SPEAKER_02Yeah.
SPEAKER_01So we tried and we killed it.
SPEAKER_03I love that. That's literally the same mentality I had when I started my business. I was like, I am, how old was I? I was like 25. I don't remember how old I was, but I was like, I there's never gonna be a better time to go and start my own business. I don't have a family yet, I don't have all these responsibilities. If I don't do it now, when am I gonna do it? Yeah, like I wouldn't have the courage to do it if I had mouths to feed at home, if I had kids for whatever reason. Like, I just I would feel too scared. And it's not like people don't do it, but I'm like, that's an extra barrier. So I think the fact you did it now is smart.
SPEAKER_00What can you tell women about that?
SPEAKER_03Yeah.
SPEAKER_01I mean, don't ever underestimate yourself. Like the power of like learning, and you can learn anything. Like, this is a male's world, like basic construction is all it is, it kind of is.
SPEAKER_00I feel attacked.
SPEAKER_01Like, it's I feel like when like people literally look at me whenever they hear I have my own roofing company, and they're like, Who are you married to?
SPEAKER_00No shit.
SPEAKER_03Happened to her last weekend.
SPEAKER_01Literally, so someone I'm like, I'm not married to anybody. I've learned it.
SPEAKER_00Married to the business.
SPEAKER_01Yeah, and I am. I tell my boys that all the time. I'm like, I am married to this business right now. Yeah, and like you were saying, I don't have any kids, I don't, you know. Um, but I think you can don't underestimate yourself. Like, find the right people, work your tail end off, and things will prosper, things will grow as long as you are working towards something and you're not lazy, things will grow.
SPEAKER_00Love it, love it, love it. Um, what were I want to think back to some of the questions that we ask most of our guests? Maybe you've got some in mind. I feel like I've kind of directed most of this. I actually wanted to bring it to like she's your really good friend, and I love her. We've known each other for like over a year now, like in passing in business.
SPEAKER_03When Tabitha says she's not married, I'm like, I feel like we should get married, like friend-wise. I told her yesterday, I was like, Tabitha, I want people to be like, Why are those two girls always together? Because we just like synergize when we're together. I feel like we get so many good business ideas. Like we worked all the yesterday together. Yeah, yeah. And that was awesome.
SPEAKER_01Literally on my computer. She was on her computer. We'd like gossip every now and then, and then I'm like, oh, what do you have about this idea? And she's like, Oh, what about this idea?
SPEAKER_03What about this person, that person? So it's like, I love it. But the way that we got close is there was an incident where I kind of stepped in and I did something, and I was like, I don't expect anything in return. But and I do that sort of thing a lot. It's kind of that givers gain thing that we always talk about, which is why I think you're really successful too, because you're just generous by nature. And Tabitha actually was like, No, like, let me pay you. And I was like, No, I've been through something really similar. I understand. So then she's like, Well, I'm taking you to dinner. I was like, Cool, let's go to dinner. Have a good dinner.
SPEAKER_00Yeah, I was like, do you use wherever you want?
SPEAKER_01Colonel's club.
SPEAKER_00If my clients paid me in food, oh, I'd be a happy man.
SPEAKER_03She started doing that. She started doing that with me. But like, seriously, we were sitting at the table and we just were getting along so well. We talked for like three hours and it felt like five minutes, right? Yeah. But at some point during the conversation, we were just talking about like, how are we like lining up so well? I was like, because I was the type of person who gave you something without expecting anything in return just to be nice. And you were the type of person who wanted to take me out to dinner for that. Like there was an alignment there just on like the not even I owe you one. Well, good faith. Yeah, I want to do, I want to be reciprocal. I want to build a reciprocal relationship because there are so many takers. There are very few givers, and I feel like the givers win overall. And that is like you to a T. I just see you give and give and give, and just not take heart to the losses because I think you are very mentally strong. You're you're physically strong, you're emotionally strong. Like you got it, girl. I appreciate that. I really do.
SPEAKER_00I feel like this is you're third wheeling.
SPEAKER_03Third wheeling.
SPEAKER_00Let me just step out of the episode. So, what is something you want to leave the audience with? Something, something big, maybe an adversity or a triumph that you had. Like, what what do you want them to remember about your story?
SPEAKER_01A few things. Um, so some things that I've picked up on my way, you know, it's like one of the things is never take advice from somebody you don't want to be like. Oh, it's so good. Yeah, I say that a lot. Um, if you don't want to be like that person, don't take advice from that person. Big facts. Help me. I've had so many people, like I when I'm going through stuff, I go to a lot of different people, you know. And then the ones that I'm like, I don't really want to be like them, I want to be like them, I'm in the position I am today because of that. So that's a big one. Also, like don't underestimate yourself. Like, always push forward. Like when people try to hold you back, don't worry about it. Like, I've had plenty of people in my life say, like, you're not gonna do it, you're not gonna make it, or like try to put, you know, barriers in my way. Um, but you just can't focus on that. You gotta focus on the positive. Because the more you can focus on the positive in life, the more happier of a person you'll be. So true. And then just don't worry about all that other stuff. Like, just focus on yourself, do what you can for yourself. If people call you selfish, people call you, you know, all you do is look at yourself. Sometimes you have to look at yourself to grow bigger. And those people that are calling you selfish, do you want to be in their position?
SPEAKER_03Like, you know, it's it's a also why are they paying attention to you so much? That's weird. Right.
SPEAKER_00That's weird.
SPEAKER_01Right. Weird. No, right. But never underestimate. If you're a girl, if you're a guy, if if you want to do something in life, if you want to be a business owner right, like one day, find something you love, learn the ins and outs of it, and then go conquer the world. Yeah, just go do it.
SPEAKER_00Take the leap of faith. Yeah.
SPEAKER_01And if it doesn't work and you're pushed back, that's okay. Keep on going.
SPEAKER_00Absolutely. Don't take no for an answer. You don't ever take no, right?
SPEAKER_03No, no, indeed. You definitely got a missionary mindset, which is what I think the biggest thing is in being successful, just like having that marathon missionary mindset. I don't care how long it takes me, I don't care how hard it is, I'm not gonna stop.
SPEAKER_01I'm not gonna stop until I get it.
SPEAKER_00Absolutely. So, you know, our podcast is called the for-profit podcast. And we think when we hear the word profit, you know, you think about what's left over, the you know, excess in money. Um, but it can mean different things for different people. Uh, when you hear that, you know, profit, what does that mean for you and your life and your business? Take a moment.
SPEAKER_01Um I guess to spread spread truth, maybe in a way. Okay. Um, because that's what the prophets were there for, right?
SPEAKER_00Okay, so you go on a biblical route. That's what you think of.
SPEAKER_01Oh, she grew up in church. Church girl, I forget. So it's to spread truth.
SPEAKER_00Okay.
SPEAKER_01That's how I feel about it.
SPEAKER_00Yeah, and so that's what you tr that's what you try to do in your business. For sure. Be an honest person.
SPEAKER_01I want to be different than most construction companies. Like, I want to work where everybody is happy. Like we shingles came off the roof, somebody's AC got broken. You know, because I mean that happens sometime when you're in construction, things break. But at the end of the day, I'm not gonna go to that customer and be like, oh, sorry about that. Your AC is broken. No, I'm buying him a new AC.
SPEAKER_03Yeah.
SPEAKER_01I'm doing the right thing.
SPEAKER_03She literally did that last week.
SPEAKER_01Yeah. To make sure that like I'm spending $12,000 on an AC unit to make sure that customer is happy because I'm going to not just get referrals from him, but also he's gonna be like, Wow, Raven fan.
SPEAKER_00Raven fan advocate for life.
SPEAKER_01Like, wow, she did what she needed to do. You know, my salesman, like, like I will refer him to everybody.
SPEAKER_00She's very much in line with one of our previous guests, um, Jeff Ray Bon. You know, we do what we say we're gonna do, how we say we're gonna do it, when we say we're gonna do it.
SPEAKER_01Even if it hurts every time, I will make sure.
SPEAKER_00He always gonna do right by the customers.
SPEAKER_01Yeah, because at the end of the day, I want to be treated that way. Yeah, like I don't want somebody breaking my AC and being like, oh, sorry.
SPEAKER_00Yeah, yeah. Well, I love that. I love that. I love this episode. Glad we could have the uh sure.
SPEAKER_01Thank you all for having me. Yeah, this has been fun. Absolutely.
SPEAKER_00So that's us. Signing off.
SPEAKER_01Yay.