Insights: 00:00 Intro 00:45 Meet Kevin Delaney 01:26 How did you start your journey 04:06 How fast did you grow? 06:43 Have a process for every part of the process 08:20 How much time did it take to build your process? 09:50 There's great money in roofing 12:38 We don't have people aspiring to go into trades 13:50 I've had a lot of business cards 14:50 The product is the experience 17:50 Why do you like retail so much? 19:02 Most important process 21:08 Working on the business, not in the business 26:23 Who should be the first employee you hire? 27:14 Is it harder to hire employees now? 28:08 How hard was it and why did you decide to sell? 33:13 Complaints will help your business 35:10 Advice to Dmitry 36:02 Advice to new contractors
This is Gold! The definition of a Business Owner and NOT a Roofer! Kudos to Kevin. Question: Specific to roofing, do you foresee challenges that will affect the industry? Any tends?
Hi Daniel great question. Obviously Covid has negatively affected supply chains so I would expect materials to continue to be a challenge throughout most of 2022. Managing customers expectations during tough times will be paramount. Thanks again for the question.
This is a fantastic interview! Thank you, Kevin for taking the time and being genuine with your answers. We are working on passing the baton to the people we are hiring now to manage each system in our company. I like the 5-7 step compartmentalism strategy per system. It’s like mini-assembly lines to make the factory work. Great advise!
Dmitry I don't have a specific question but wanted to say what a fantastic interview this was. Kevin and I go way back and he's an amazing businessman.
A very enjoyable video by a man that really likes what he does and appreciates those who surround him. It’s tough to put a price on something you have your Heart in for so many years…….
Very powerful interview! It gives inspiration, that it is possible to build home remodeling business to 100 mil. and still enjoy the life. It is so true that “Giving what you do to somebody is really hard”
First, Kevin congratulations on your great success. Working with the same manufacturer, I have been able to witness you grow your business and succeed from a far for many years. You may remember, we first met at an ABC event at Bayhill several years ago. My question for you is, what attributes did you look for when you were searching for your CFO? What background did your CFO have when you hired that individual?
Hi Ryan great question. Yes I remember meeting you and congrats on your companies success. To me a good cfo has to know way more about how the financials work than myself and has a record of running a successful company as a cfo. For me a mba and/or accounting background is a must. They need to understand the relationship between how money can be used to help your business.
Hey Mr Kevin just saw your interview and I am so impress to your story. Congrats. One question how did you get quality leads for your business in the beginning?
Yes, I’m interested in the lead sources you were utilizing and how much roughly you were paying per lead. Homeadvisor/Angi has been expensive and tricky. I’d like to maybe find other lead sources that are less expensive and better to work with.
This was an amazing interview and Kevin is someone who I see a lot of myself in. Retail roofing with a love for team members and homeowners! I am so excited to keep building The Big Fish Contracting Co.
@kevin Delaney I thoroughly enjoyed this interview. I am currently in banking and like you looking to get into the roofing business. I have a couple of key questions: 1. What sort of compensation strategy did you use for sales team? Just commission, mix of salary and commission, or salary with a bonus? Any perspectives on which is better? 2. We're your installers W2 or 1099? Or a mix? For 1099s, how did you find good subs that allowed you to scale? How did you stand out from the competition to retain the best subs/employees?
Great interview: My question is concerning sales people. How did he compensate sales people (i.e. did they make a percentage for each project after expenses)? Also Were they 1099 or employees? This is an area I’m struggling with, thank you in advance.
Thanks for the question David. We ended up handling ours in house. Not to say that companies that specialize in this aren’t worth it. To be honest I felt nobody could write it better than us after all.
Great interview. I was most impressed with the ability to double lead volume so quickly. I had an inclination Kevin had a HomeAdvisor connection. I’m happy Dmitry was able to let that go to do this interview. My question for Kevin is besides purchasing big HomeAdvisor bundles in the glory days when leads were $50 and legit information more times than not, what was your best lead generator at the tail end of Total Home Roofing? There’s no way from 2018 on that you were setting appointments with 9/10 leads you purchased. 2010 yes. But times have changed along with Angi’s overall business model
Hi T that’s a horrible way to ask someone a question. Ask a question and then call me out. Hahaha that’s a classic. Good luck man wish you all the best.
Awesome video. Only thing is I do get technical with homeowners about their roof and that has helped. My question. How long did you wait to take profits from roofing to invest in other businesses? Like real estate or other ventures. And what size of a company were you when you did?
@@RoofingInsights3.0 thank you! Most of our business has been through Door-2-door, but I can tell there’s a level of burnout with it for both the sale’s team and neighborhoods. I like your sticker door hangers with quotes. We just ordered 1,500 door hangers, but next round I’ll redesign it to have the pre quote and sticky side to stick on the door like ups. Thanks!
Hi Kevin, I am personally in that boat of needing C-level. I read your input on attributes a CFO should have, that being accounting & have run a successful business before in that same role. But you mentioned part of your Executive Team was an Attorney. Did you hire an in-house counsel? And what other Executive roles did you fill? I currently have a Sales, Op's & Accounting Director. But we are drowning in all our daily cups being full to sustain our growth
Thanks for the question Eric. The attorney we brought aboard originally came in as in-house counsel primarily to assist us with scaling in new markets and with an acquisition of a storm restoration company. After the deal closed he transitioned to President and ran most of the day to day.
Customers coming before employees is the biggest issue with every company. That’s the only thing I disagreed during this video. Every roofer always says “we aren’t selling a product it’s a service” and who’s providing that service? The employees. Good employees help you’re company grow, good employees find customers, good employees are the face of your company and that’s why you should put them before the customer. If you have great employees the customers will come, stay, and return, always.
Nothing per say makes the process unique in my opinion. I believe that just having something written down and easy to understand makes it easier for sales guys to buy in. It’s good to have a “playbook”.
Ask him why he said “no one talks about money “ I’ve always wondered why some people get uncomfortable when they are asked that . Second question would be, when he said lower cost what was some of the things he did to do that? Stock up on material ‘buying in a bulk” ?
Angi roofing LLC Citrus contracting Total home roofing Total home roofing and contracting Definitely a lot going on here but great content! Seems a strategic advisor with Angi since selling. Total home roofing agent address in KY but the HQ suite is in Colorado in the bldg. for Angi lmao I believe Angi roofing is now taking over to shell and be total home roofing. The database had a name change 06-30-2021 Angi roofing LLC to 08-31-2021 to total home roofing.
That should be public record in whatever Fortune 500 publicly traded company he sold to’s financials. Total Home Roofing & Construction. Somebody track it down 😉
Part of being in business is making mistakes I believe. I made just about every possible mistake during my journey. To many to count. The mistakes are just part of it RG.
Hmm 🤔 I wonder how many of the 90% of the roofing companies that 'fail' are just 1099 incorporated sales guys who then quit the business completely or become adjusters etc
Insights:
00:00 Intro
00:45 Meet Kevin Delaney
01:26 How did you start your journey
04:06 How fast did you grow?
06:43 Have a process for every part of the process
08:20 How much time did it take to build your process?
09:50 There's great money in roofing
12:38 We don't have people aspiring to go into trades
13:50 I've had a lot of business cards
14:50 The product is the experience
17:50 Why do you like retail so much?
19:02 Most important process
21:08 Working on the business, not in the business
26:23 Who should be the first employee you hire?
27:14 Is it harder to hire employees now?
28:08 How hard was it and why did you decide to sell?
33:13 Complaints will help your business
35:10 Advice to Dmitry
36:02 Advice to new contractors
Please like/comment if you enjoy our content, truly helps.
This is Gold!
The definition of a Business Owner and NOT a Roofer! Kudos to Kevin.
Question: Specific to roofing, do you foresee challenges that will affect the industry? Any tends?
Hi Daniel great question. Obviously Covid has negatively affected supply chains so I would expect materials to continue to be a challenge throughout most of 2022. Managing customers expectations during tough times will be paramount. Thanks again for the question.
This is a fantastic interview! Thank you, Kevin for taking the time and being genuine with your answers. We are working on passing the baton to the people we are hiring now to manage each system in our company. I like the 5-7 step compartmentalism strategy per system. It’s like mini-assembly lines to make the factory work. Great advise!
Thanks Nick. Glad you enjoyed it.
“ The roof is the roof ; we sell the experience “ I said this in our interview. Beautiful guy , beautiful fresh interview Dmitry ✊
This is Gold! Thank you Dmitri for doing the interview..
Glad you enjoyed it.
Dmitry I don't have a specific question but wanted to say what a fantastic interview this was. Kevin and I go way back and he's an amazing businessman.
Thanks Brian I appreciate that. I always enjoyed our time working together.
one of my fav videos
Awesome interview! So much good insight in there for any business owner.
Great video! I love Kevins energy and very insightful
Glad you enjoyed it Tony.
A very enjoyable video by a man that really likes what he does and appreciates those who surround him. It’s tough to put a price on something you have your Heart in for so many years…….
It was the hardest thing I’ve ever done.
Kevin's secret to success is INTEGRITY, HONESTY AND GENEROSITY....and do an AMAZING QUALITY JOB!
Amazing interview! I soaked this up!
Glad you enjoyed it Hero Roofing.
Very powerful interview! It gives inspiration, that it is possible to build home remodeling business to 100 mil. and still enjoy the life.
It is so true that “Giving what you do to somebody is really hard”
Glad you enjoyed the interview.
First, Kevin congratulations on your great success. Working with the same manufacturer, I have been able to witness you grow your business and succeed from a far for many years. You may remember, we first met at an ABC event at Bayhill several years ago. My question for you is, what attributes did you look for when you were searching for your CFO? What background did your CFO have when you hired that individual?
Hi Ryan great question. Yes I remember meeting you and congrats on your companies success. To me a good cfo has to know way more about how the financials work than myself and has a record of running a successful company as a cfo. For me a mba and/or accounting background is a must. They need to understand the relationship between how money can be used to help your business.
What amazing interview.
Thanks
Hey Mr Kevin just saw your interview and I am so impress to your story. Congrats. One question how did you get quality leads for your business in the beginning?
following
Yes, I’m interested in the lead sources you were utilizing and how much roughly you were paying per lead. Homeadvisor/Angi has been expensive and tricky. I’d like to maybe find other lead sources that are less expensive and better to work with.
Hey Dimitri, 3 days pass and Mr Kevin not answer any questions as he promise to you.
I'm interested in knowing this as well
This was an amazing interview and Kevin is someone who I see a lot of myself in. Retail roofing with a love for team members and homeowners! I am so excited to keep building The Big Fish Contracting Co.
Glad you enjoyed the interview.
@kevin Delaney I thoroughly enjoyed this interview. I am currently in banking and like you looking to get into the roofing business. I have a couple of key questions:
1. What sort of compensation strategy did you use for sales team? Just commission, mix of salary and commission, or salary with a bonus? Any perspectives on which is better?
2. We're your installers W2 or 1099? Or a mix? For 1099s, how did you find good subs that allowed you to scale? How did you stand out from the competition to retain the best subs/employees?
Great interview 🤩
Great interview! If you have sales you can figure everything else out!
It’s easier to fix things when money is rolling in that’s for sure.
Great video 👍
Great interview: My question is concerning sales people. How did he compensate sales people (i.e. did they make a percentage for each project after expenses)? Also Were they 1099 or employees? This is an area I’m struggling with, thank you in advance.
Great video.
Congrats Kevin! You talked about processes an manuals. Did you write those yourself or did you hire a outside company to do that for you?
Thanks for the question David. We ended up handling ours in house. Not to say that companies that specialize in this aren’t worth it. To be honest I felt nobody could write it better than us after all.
Love this video
What are five important subjects to put in a sales process??
Great interview. I was most impressed with the ability to double lead volume so quickly. I had an inclination Kevin had a HomeAdvisor connection. I’m happy Dmitry was able to let that go to do this interview. My question for Kevin is besides purchasing big HomeAdvisor bundles in the glory days when leads were $50 and legit information more times than not, what was your best lead generator at the tail end of Total Home Roofing? There’s no way from 2018 on that you were setting appointments with 9/10 leads you purchased. 2010 yes. But times have changed along with Angi’s overall business model
Kevin converted me to become a HA disciple. I will never be the same!
@@RoofingInsights3.0 please due tell how? Haha
Hi T that’s a horrible way to ask someone a question. Ask a question and then call me out. Hahaha that’s a classic. Good luck man wish you all the best.
Awesome video. Only thing is I do get technical with homeowners about their roof and that has helped.
My question. How long did you wait to take profits from roofing to invest in other businesses? Like real estate or other ventures. And what size of a company were you when you did?
Hi Bobby thanks for the question. Unfortunately this the type of question is best answered by an accountant or cpa. This is not my area of expertise.
Great interview! What is your best lead generation tip. Thanks
Great interview. How can I focus on retail In storm market? What is best way to get phone to ring? Is financing important to your sales success?
following
I want to know what company bought his company
Angi Roofing
@@beasleyfam403 thanks
@@beasleyfam403 thanks, I looked it up… parent company IAC. Was a Fortune 500 company, now ranks 708.
Question: What is the best place to get retail leads?
door to door ! let me know if you need a professional team to do some D2D
Funny you answered because Kevin wouldn’t advise door to door. Best by Kevin is online leads. By huge margin.
@@RoofingInsights3.0 Homeadvisor? Or Facebook ads?
@@RoofingInsights3.0 thank you! Most of our business has been through Door-2-door, but I can tell there’s a level of burnout with it for both the sale’s team and neighborhoods. I like your sticker door hangers with quotes. We just ordered 1,500 door hangers, but next round I’ll redesign it to have the pre quote and sticky side to stick on the door like ups. Thanks!
Where is the best place to find sales people ?
Kevin describes processes the same as does the best seller: E Myth, Revisited, by Michael Gerber.
I’m not familiar but will check it out. Thanks for the info.
Hi Kevin,
I am personally in that boat of needing C-level. I read your input on attributes a CFO should have, that being accounting & have run a successful business before in that same role. But you mentioned part of your Executive Team was an Attorney. Did you hire an in-house counsel? And what other Executive roles did you fill? I currently have a Sales, Op's & Accounting Director. But we are drowning in all our daily cups being full to sustain our growth
Thanks for the question Eric. The attorney we brought aboard originally came in as in-house counsel primarily to assist us with scaling in new markets and with an acquisition of a storm restoration company. After the deal closed he transitioned to President and ran most of the day to day.
Hi Kevin! What digital lead company do you find to be most productive?
Thank you!
Customers coming before employees is the biggest issue with every company. That’s the only thing I disagreed during this video. Every roofer always says “we aren’t selling a product it’s a service” and who’s providing that service? The employees. Good employees help you’re company grow, good employees find customers, good employees are the face of your company and that’s why you should put them before the customer. If you have great employees the customers will come, stay, and return, always.
I couldn’t agree any more with you Bryan. It’s hard to put customers ahead of great employees or vice versa. Both are of equal value no doubt.
I wanna know what makes his sales process unique. Great interview!
Nothing per say makes the process unique in my opinion. I believe that just having something written down and easy to understand makes it easier for sales guys to buy in. It’s good to have a “playbook”.
Ask him why he said “no one talks about money “ I’ve always wondered why some people get uncomfortable when they are asked that .
Second question would be, when he said lower cost what was some of the things he did to do that? Stock up on material ‘buying in a bulk” ?
Where did you buy in bulk?
Kevin, give an example of when you had a failure during your growth and how did you mentally move past that?
Good question!
Kevin, did you at any point felt like quitting, and if so, what kept you going?
Never. A business is a family member. Quitting is never an option.
@@kdelaney05 thank you Kevin, congratulations on all of your success. I wish you health and prosperity. Cheers
I know Total Home 🤔
Angi roofing LLC
Citrus contracting
Total home roofing
Total home roofing and contracting
Definitely a lot going on here but great content!
Seems a strategic advisor with Angi since selling.
Total home roofing agent address in KY but the HQ suite is in Colorado in the bldg. for Angi lmao I believe Angi roofing is now taking over to shell and be total home roofing. The database had a name change 06-30-2021 Angi roofing LLC to 08-31-2021 to total home roofing.
How much did he sell company for?
Ask a better question, if that’s the only question you have you missed the story
@@RoofingInsights3.0 haven’t watched it yet, just saw the title and was intrigued
Watch it and ask question
@@RoofingInsights3.0 👌🏾
That should be public record in whatever Fortune 500 publicly traded company he sold to’s financials.
Total Home Roofing & Construction. Somebody track it down 😉
What do you believe can be a roofing companies largest mistake in business?
Part of being in business is making mistakes I believe. I made just about every possible mistake during my journey. To many to count. The mistakes are just part of it RG.
They have some the worst reviews I have ever seen on BBB 😂
Hmm 🤔 I wonder how many of the 90% of the roofing companies that 'fail' are just 1099 incorporated sales guys who then quit the business completely or become adjusters etc