Overhead Charges: What’s Fair?

Roofing Sales Overhead Charges

The Overhead Charge As you might imagine, one of the more popular questions I get is about overhead charges. Overhead is the expense a roofing company charges against a job before determining the final profit. In the company where I learned the business, my overhead charge was 10% of the gross contracted amount. For instance,…

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Magical Princess Selling

The Magical Princess Selling Fairy Tale

BELIEVE IN FAIRY TALES? Your price isn’t too high; your value is too low. “Price is what you pay. Value is what you get.” – Warren Buffett When your value is lower than your price, regardless of what you’re selling (e.g. roof, appointment, first date, etc.), your deal is dead. Everything in life has a…

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Are You a “REAL” Roofer?


We all understand that selling roofs is not the same thing as installing roofs. The average consumer will generically refer to most anybody in the roofing business as a “roofer” — and it’s important to develop your “roofer” knowledge — but there is an important difference between “selling” a roof and “installing” a roof. If…

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Before You Take That Roofing Sales Job

Advice Before You Take A Roofing Sales Job

Knocking doors is the single, greatest concern people have about taking a roofing sales job. Maybe they’ve experienced some good success in other jobs, but when they imagine knocking on a door, they always imagine the door as being locked. Locked doors come from locked minds. Here’s a recent reader comment that illustrates the concerns…

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Are You Afraid of Success?

success in sales

It’s an honest question, “Are you afraid of success?” Honest questions are sometimes hard to answer honestly when the honest answer makes us feel uncomfortable. It’s hard to build a long-term business on a lie … just like it’s hard to build a relationship, a marriage, or anything else worth having on a lie. The stress fractures will…

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