How Much Does a Roofing Salesman Make?

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The simple answer is usually about 10% of the total roofing contract. The more complicated answer is, “it depends.”

Your next question will probably be, “Well, how much is the average roofing contract?” The answer to that question isn’t so simple because averages will be based on several different variables that can change from region to region, neighborhood to neighborhood, house to house, and possibly even whether you exclusively run roofing leads or you generate your own business.

Here are a few variables that contribute to the overall cost of replacing a roof:

Regional Labor & Material Costs

The fact of the matter is that it is less expensive to replace a roof in Dallas, TX than it is in Minneapolis, MN. Material is more expensive in the North. Labor is paid at a higher rate in Minnesota. Insurance companies pay the replacement cost value based on these regional values.

As an example, a basic 1,800 square foot home that takes 24 squares with waste in Dallas may have a replacement cost value of $4,500 – $5,000. That same home in Minneapolis could run as much as $7,000 – $7,500 for a new roof. If you’re counting on making 10% of the contract, you would make as much as $250-$300 more on the Minnesota home based on this example.

Obviously, there’s cost of living factors that have to be considered when comparing one region to another. Labor & Material costs are just one of the variables that determine how much a new roof will cost.

You may not be willing to travel to a different part of the country in order to make more money. That’s understandable. This is just a variable to consider when you hear about other salespeople making more or less on average. Maybe it has to do with part of the country they are working.

Steep & 2nd Story Charges

Some neighborhoods will be all single story dwellings that are easily walked on while the neighborhood across the street will all be 2nd story steep roofs.

The insurance companies pay extra for 2nd story and steep roofs because it takes longer to complete the work and requires additional precautions be taken by the roofing company.

Using our same 24 square roof as an example, these additional charges could add as much as $1,000 to the contract. At 10% you would make $100 more because of the increased costs associated with steep and 2nd story roofs.

One of many mistakes I made as a rookie roofing salesman was to start working in a relatively new neighborhood that primarily consisted of single story walkable roofs. If you’re going to choose between two neighborhoods, it is almost always better to pick the neighborhood with 2nd story and steep roofs. If not both, at least try to get one of the two.

2nd Layers and more

Roofs will sometimes have more than 1 layer to tear off and dump. This usually happens when the previous owner tried to save money on their last roofing job. Rather than tear off and dump the old roof, they just had a new roof nailed over the top.

Obviously, tearing off a 2nd layer is more work on the crew. The insurance company will normally pay for these 2nd layer tear offs and that will increase the value of the contract. Sometimes there will be more than 2 layers.

Here at Fireman Roofing, we’ve torn off as many as 6 layers on an old farm house in West Texas. By the time you get to the 3rd layer, you’re just loosening things up and sweeping the debris off the roof. It gets real nasty, real fast after you get past that 2nd or 3rd layer.

Bottom line is that more layers = more money.

You generally aren’t going to find 2nd or 3rd layers of roofing in brand new neighborhoods. Think about it, they’ve probably never had their roofs replaced before. They haven’t had an opportunity to put on a 2nd layer.

You’ll find 2nd layers in older, more established neighborhoods. They can be difficult to spot, especially if the last roofing crew cut back and put down new drip edge.

Sometimes you won’t even know you have a 2nd layer until the crew starts tearing off the old roof. When that happens, take pictures of the 2nd layer and get ahold of the insurance company as soon as possible. The roofing crew will get paid for the 2nd layer regardless of whether or not the insurance company pays for it.

You need to do your due diligence of taking pictures and making contact with the insurance company to be sure you get paid for the extra work. If you don’t take care of this immediately, this could be one of those jobs where you make much less than 10% because of the extra costs associated with paying the 2nd layer labor expenses.

Commission Structure

There are only two basic commission structures. Every roofing company has a slightly different commission formula, but they’re almost always based on these two basic structures:

1). Flat Rate Commission
Personally, I don’t like flat rate commissions because it robs the sales person of the opportunity to make significantly more money, but I’ll explain it here so you can understand.

The roofing company will generally give their sales people a price list for all the different types of roofing services they provide. The salesperson has to sell the job for no less than what is on the price list. If they do, they earn a flat rate commission. These rates vary from company to company but are generally based on a rate of anywhere from 8% to 10% of the total contract.

On the good side, it is very easy for a rookies sales person to know exactly how much to charge. The prices are set in stone and there’s no negotiation.

On the bad side, the prices are set in stone and there’s no negotiation. If you as a roofing salesperson are held to a certain price and your prospect is price shopping, you may as well keep walking down the street. You’re going to lose that sale.

Because of the way replacement cost value is paid these days, there’s virtually no advantage to a homeowner paying less for the same job as their neighbor across the street. If they pay less, the insurance company will only reduce the amount of the homeowner’s 2nd check.

Wouldn’t you rather have the option to charge less when you need to in order to get a job and be able to charge a higher price that would give you a bigger commission check whenever possible too?

2). Profit Split with Overhead Costs
This is the commission structure I learned under and it is the one that Fireman Roofing uses to this day. In my opinion, it gives the roofing salesperson the ability to make the most money.

Some people will say it is more difficult to learn the business under this commission structure, but I would argue that you can learn pretty fast when it means you have the opportunity to make several hundred dollars more a week or thousands more in a month. Wouldn’t you agree?

Basically, you earn a split of the profits after all costs have been paid. In some roofing companies, this is 30% to 40% of the profit. Most of the reputable roofing companies pay their sales people at least 40% to 50% of the profits. If you’re going to take a job paying 30% of the profit, you’re probably making less than you could.

The second part of this commission structure is the “overhead expense” or sometimes called “office expense”. In the company I learned under, the overhead was 10% of the contract. You can find roofing companies where the overhead is lower because they don’t have as many expenses. At Fireman Roofing, our overhead expense is 5% of the contract for self-generated leads.

If the company you’re working for isn’t also working for you, you need to ask yourself why are you paying 10% overhead? Are they doing anything to help you make money? Do they provide excellent sales training or on-going support? Do they generate leads to help you get into new neighborhoods? If you’re not getting that kind of support, you may want to look for lower overhead and greater support.


Every roofing company runs sales contests and offers bonuses. These incentives can add to your bottom line. If you’re working for somebody that doesn’t have a bonus structure, walk into the office or call your boss on the phone and ask for one. They’ll be glad to set something up, a goal for you to reach for in order to get you some extra bonus money.

If you’re not being incentivized, you may need to find another roofing company to work for. Roofing sales can be a tough job when the rent is due and your gas tank is empty. Bonuses and sales contests can help give you the extra push to make more money and fun doing it.

Maybe you have more questions about how much a roofing sales person makes. If so, I want to encourage you to use the contact form or pick up the phone and call me. I would love to help you with your questions.

Leave a comment below to join in the conversation. You might have a question that other visitors to this website would find helpful too.








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About The Author

Mike Coday

Mike Coday is a retired youth pastor turned serial entrepreneur, roofing marketing consultant, author, speaker, sales trainer, and sentimental family man. His expertise is coaching roofers to the next level of success.

Facebook Comments


  • Kyle Williams

    Reply Reply June 10, 2017

    I know this post is 6 years old so im not sure if I should expect an answer back or not but I am currently a car salesman. Not too bad of a job but was offered a job as a roofing sales rep. I have been told that the way the pay works is 40% after 10% overhead.
    Hypothetically speaking, if the check for a job was $3000. 10% overhead would be 300. So subtract 300 from 3000 and that’s $2700. I will make 40% of that from what I understand. If that’s the case, I would make 1,080? Does this sound right? Accurate even?

    • Mike Coday

      Reply Reply June 11, 2017

      Kyle, if the check from the job is $3,000, you would subtract out all expenses (i.e. labor, materials, etc.) For this example, assume those expenses were $2,000.

      So, after the 10% Overhead of $300, you are at $2,700 minus $2,000 in expenses leaving $700. In this scenario, you would be paid 40% of $700 which is $280.

  • Ray Gessner

    Reply Reply July 2, 2016

    Very informed thread. I can tell that a lot is coming from non-owners because a few are complaining about sales percentage. So think about this? Would you rather be paid 40% commission of profits or 20% commission of profits. Most would instantly think that is a no brainer.and go with the company that offers 40%. Well let’s say that now you work for a boss that is a crack head – makes you rip off customers and is always late paying you. He offers you 3 leads a week and they are crappy leads because he does not advertise and it’s hard to sell because of his terrible reputation. Now the 20% guy is a wonderful man who cares about your family. He trusts you – gives you plenty of leads and roofs sell themselves because he has a great reputation and advertises like crazy. I am glad that there is the self entitled guy who brags about selling 1.4 million and making $260,000. I have a receptionist who can sell that amount on the phone by pulling up eagleview and offering 0% interest financing.. Medical doctors go to school for 10 years and pay hundreds of thousands of dollars to make that much money. If you make that then go thank your boss for what a generous man he is instead of telling other people that they are being ripped off when they are just making 6 figures. Just my 2 cents. Good luck guys. This is an awesome field! Again great thread and I really liked the comment from the Christian who wanted to pay right to his employees. You have a good heart and will take you a long way in your new ownership position.

  • Karen Bass

    Reply Reply June 10, 2016

    I started with a company over 2 months ago.
    35 percent commissin.
    They have built 10 roofs of mine.
    Least square 28 sq..
    They gave me 500 draw and a 600 draw.
    I’m a single mother and have spent to much to run this company with no pay.
    My question is..
    I went to him today to ask for my $
    And he says I owe him 100 dollars.
    10 roofs.. one a 56 square?
    I pay 500 office fee.. each house.
    What should I be making?
    I figure atleast 2000 a house..
    Thank you

    • Mike Coday

      Reply Reply June 12, 2016

      Hi Karen,

      What should you be making?

      That’s a question whose answer entirely depends on your commission structure. Since I don’t have the specifics of your particular commission structure, I will give you a rough ballpark of what many roofing salespeople make — depending on their job responsibilities.

      A very common commission target is somewhere between 8% and 12% of the total collected on the job. For instance, if the salesperson collected a total of $10,000, and made 10% of the amount collected, they would end up making a $1,000 commission on the job.

      Some commission structures can be much better. Personally, I prefer to work on a split of the profits after overhead because a seasoned salesperson can make more money under this structure. However, some salespeople make much less.

      I would say it all depends on how profitable the job was, but if you’re on a flat commission rate, the profitability wouldn’t matter.

      To bring it all back to your original question, most salespeople would expect to average somewhere between 8% and 12% of the total collected, regardless of their commission structure.

      Hope that helps.


  • Big Mike

    Reply Reply September 17, 2014

    I have a question for every person who posted: When a company takes 10% for office expenses etc… , and then 50/50 split of the profit, is the 10% of the Gross sales price, or 10% of the profit (Revenue minus Material & Labor) per job?

    • Mike Coday

      Reply Reply September 17, 2014

      Hey Big Mike,

      The 10% is normally deducted from the total contract price before 50/50 is figured. Some may deduct it from total profit, but it is normally deducted from the gross contract amount.


  • Alfredo

    Reply Reply June 24, 2014

    Mike i just started working with a 11 year ald roofing company in memphis tn as a salesman, they have offer me a 40% C. i had worked in roofing before i used to be one of their workers…one day i recived a phone call from them saying that they wanted me as a salesman instead of a regular worker.. i took the job I have a lot of inspiration. the problem is that they do not offer any training, basicly i am on my own. i do know the process to sell and how to do estimate. BUT the question is HOW DO I START A CONVERSATION WITH THE OWNER?? WHAT CAN I SAY TO GET IS ATTENTION?? ALL THOSE THINGS??

    • Mike Coday

      Reply Reply June 24, 2014

      Hey Alfredo,

      Without training, you’ll have to go to the school of Hard Knocks.

      You’ll be in good company though because most of the best roofing salespeople I know received very little formal training. They worked hard, got in front of a lot of people, and kept getting back up after every failure.

      There are a lot of really good articles on this website that will help you get the conversation started with the homeowner.

      Here the one I suggest your read next: Ok, I Knocked. Now What?

      Good luck!

      P.S. You may also want to check out my Sales Training tools like Getting Started in Roofing Sales and the Sales Domination System.

    • greg crocker

      Reply Reply December 3, 2015

      Hey Alfredo, if your still around in Memphis, i can help you with your sales pitch. I was the top salesman at my previous company and I’m currently looking to hire new people and because of my computer and marketing experience ,i give my salesmen leads, But if your a lazy ass and all you want is to run my leads because your too good(This is idiotic thinking I get from what I call order takers ,stay away) But f your competitive and would like to prospect and get a bunch of leads send me a message. Don’t mean to be harsh ,but I hate lazy sales people.I did my 1st 4-yrs in the field without 1 lead and i was the top sales person.I can Teach you this Fool proof pitch and you get almost no rejection.

    • Paul Horsager

      Reply Reply January 5, 2017

      The client does not want to hear about how great you or your company are, they want want to vent their problem. The first pass is all about them, 2nd pass is about your solution to their problem plus the products, the people (the company) then the price. Problems, products, people then price. The 4 p’s. Understand this and your on your way to selling more work at the right price ! Richard Kaller of Certified Contractors Network created the 4p’s, a process to sell roofs, I’ve roofed all my life; when I was exposed this this process it changed my sales from 100K to 1million per year.

      Just my 2 cents

      • Mike Coday

        January 5, 2017

        I agree, Paul. Great comment. Thank you.

  • k g

    Reply Reply February 17, 2014

    I live in texas doing roofing sales….I get 300.00$ a week salary and also get 4% on what I sell the contract for…does this sound like a good deal?

    • Mike

      Reply Reply March 4, 2014

      If you’re getting $300 a week and happy to make 4%, then I would say you’re getting a great deal.

      A lot of hard-core sales people would say, forget the $300 and give me a higher % of the profit.

      Bottom line is, does it work for you?

      • k g

        October 13, 2014

        you asked me mike if it worked…..well when you sell almost 18,000$ and make 739.00$ in commissions…big gap there…..

      • Mike Coday

        October 17, 2014

        KG, glad you made some money on those deals. When you work on a percent of profit, what you make all depends on the profitability of the job. In cases like this, it would probably have been better for you to work on a flat % of the contracted amount. However, I doubt your management would have done the work had they known the jobs would make so little.

        In the end, I’m always glad to make a profit. I have lost as much as $17k on a single job before. It wasn’t fun.

        Experience is extremely valuable… and expensive!

  • Doug Fuller

    Reply Reply May 3, 2013

    Roofing sales, is not a job usually for someone who has no experience in sales or some type of construction related background. Usually you have to have money put aside for at least a month or two to survive until sales mature into paid contracts. Keep in mind, once you have sold the job that is only the first step. If you are working insurance work, the adjuster has to approve the damages, the insurance company has to issue a check, if there is a mortgage then the check is sent to the mortgage company. That usually results in at least a two week hold up before the job can be started. When the job is completed, usually the mortgage company is going to send someone out to inspect the work. I have grossed as much as $265k a year before subtracting my expenses. For me if you gross $100k, it would not be a good year after you have deducted your expenses. And yes, travel is involved for sure.

  • Dave

    Reply Reply April 23, 2013

    Interesting subject 10 percent overhead for a company to pay insurance advertising, leads office staff ,phones ,production manager and when the salesman has completed his portion by collecting hes done and has no further obligation to that customer the contractor still has liability for next 10 yrs .
    so in my opinion if contractor charges you a 10 % overhead and splits profits thats pretty good as an owner your responsible for so many thing its not funny when i started you got 10% off the top aslong as you made the margin and this goes back to the 90s and a salesman who was worth his salt was making well over $100,000 a year if he hussled juust remember some people like to complain and thats all they accomplish each day

  • Ashley

    Reply Reply September 3, 2012

    I can tell you from experience, if your only making 30,000 per year….better find another job. You need to be at least making 60,000 plus to really break even (gas, hotel rooms, food, etc.), and that is really NOT that hard. It depends on how your company does business with you, the salesperson. What is your split? Do you do all the work (signing, supplements, production supervision, occasionally grab materials for a job, collect all checks)? Do you get office leads (ones that are worth a damn, mind you) or is your business self-generated? Do you chase or do you stay local? If your going to be in this business for the duration, I would highly recommend finding a reputable company to chase storms with. Look for an Owens Corning Platinum, GAF MasterElite, or Certainteed Shingle Master contractor. They have to have excellent financials to participate in these programs, meaning they do lots of business (more leads for you) and they have lots of money (meaning they will actually pay you). They will provide WAY more work for you than a local company. That being said, you spend a LOT more money (all of it is tax deductible though) chasing than staying local. Just my two cents, but cash prices are not really the way to go for making the most profit. Most people nowadays don’t have much money to come out of pocket for anything, and unless your really instill the fear of God in them that their roof is going to leak like a sieve, they are going to hold onto every dollar they can and just throw a patch on. Learn the local insurance provider practices. Learn what carriers will pay O and P (if you even get that money, I get 40% of all supplements) and for what. From my experience, the big boys (State Farm, Farm Bureau, Nationwide, etc.) will pay O and P if there is 3 or more trades and one of those trades is exteriors of interior paint or windows. PAY ATTENTION AT YOUR ADJUSTER MEETINGS!!!! Find a good adjuster and mimic his estimates. I found a Farm Bureau adjuster that was probably the best estimate writer on the planet, and picked his brain on every meeting we had (I met up with this guy like 60 times). Use a good software like Acculynx or Xactimate (Acculynx uses prices and line items similar to Xactimate and is way cheaper; however, it does not have the full item database and no pictures of each item) to generate estimates. Once you learn to get the maximum amount of money from insurance proceeds, you will make LOTS more money. I posted on this forum over a year ago before I started a job in this field (I was the guy with the car ; now I drive a brand new Honda Element for work). I had $ 375 to my name, and I went out to Tennessee to strike it rich or fail miserably. I did very well. I made 80,000 last year and am going to make the same this year. Cultivate your referrals is all I can say. I started with 4 jobs this year in East Tennessee (04/27/2011 was a crazy huge storm; still lots of work to do in TN) and now I have 50 with zero help from the office (no leads, all referrals in a storm over a year old), not including jobs in St. Louis and Indianapolis. Average commission is around 13-20 % (13 for base, 20 for loaded up 3 trade monster, some have even been more). Be honest with the homeowner about the damage (don’t waste your time, their insurance time, or homeowner time ; just knocked on a guy’s door in Indy last week with no damage. contractor was saying his roof was hammered when it was not; he appreciated the honesty, called me back two days later with 2 jobs for family members and 4 referrals). Be a low pressure closer if you can get away with it; most roofers just tell them they have damage and immediately get them to sign a contingency. I love the line, “Well if you don’t mind me asking, what are they installing on your home? Just want to get a feeling for my competition in this area.” Most have no idea what their contractor is installing. Let them know that you can give a free estimate at that time listing all the materials you use or that are currently on their home, so at the very least you can use that as a baseline when you go over that information with them ; I always interject that their contractor is going to take them for a ride if they haven’t told them anything about their installation. These are for new customers only, I always push for contingency on referrals (they already know your good, so they don’t mind). Remind them that most contingency agreements are not legally binding (“Folks, I’m not going to push you to sign anything. If your ready to do business, great, this allows me to contact your insurance company to make sure you get the proper settlement, but if your not ready yet then fine. Until I get numbers on this sheet of paper, it’s just a sheet of paper anyways. I’ll give you a call back in a couple of days when I have my estimate ready, and we can schedule a time for us to meet up and go over everything line by line to make sure that you understand our quote.”) This is a great career if your good at it; if not, find another job before you spend all your money trying.

    • Jamie Brewer

      Reply Reply April 24, 2016

      Thank You Ashley I’ve was born and raised in this Business and Everyone here could take something away from Your wise words !!

  • Eddie

    Reply Reply September 3, 2012


    Thanks for your helpful tips!

    Contact me via the email, i’d love to ask you a question!

    • mike

      Reply Reply September 3, 2012

      Hi Eddie,

      Thank you for taking the time to read the articles. I hope you find good success.

      If you would like to ask a question or have further comments, please feel free to reach out to me by filling out the contact form. I can’t respond to every question, but I certainly try.


  • Ben

    Reply Reply August 29, 2012

    Is it a good idea to get into roofing sales two years after the hail came through my area.I don’t mind going door to door in neighborhoods that have older type shingles and doing free estimates on those roofs versus just the hail or wind damaged ones that might be close to being finished up.
    Any advice would help.

    • mike

      Reply Reply August 29, 2012

      Hey Ben,

      Thanks for taking the time to write.

      I honestly would hate to start my roofing sales career 2 years after the last storm.

      Not saying you can’t do it, but it will be tough. Sales are tougher when the money is coming out of their own pocket or home equity.

      Does that make sense?


    • aaron

      Reply Reply August 29, 2012

      Ben, if folks didn’t get their roof replaced in the last 2 years there is probably a reason why. Also, some insurance companies give anywhere from 6 months to 2 years to get the work completed. So even if you get the homeowner to call in claim, you may not be able to get it approved. Sounds like the odds would be stacked against you from the get go. If you don’t have a job and no other options, than I would certainly give it a try, but I imagine it will be a tough sell. Good luck!

  • Paul

    Reply Reply July 11, 2012

    I have been a roofing/siding/windows/etc salesman for the last two years and enjoy the work that I do. My company is a highly accomplished roofing company (31 yrs in business) and pays us on a 35% of gross profit after the 10% is taken out. They also provide us with sales vehicles (that are wrapped) that is a rolling billboard on wheels. They also provide us with basically as many leads as we can handle. The only question I have is is that they require us to handle are jobs all the way through to the end which includes (selling the job, measuring the job, working up estimate, getting insurance approved if necessary, fill out exact material order forms, oversee job being completed, and finishing up with handling depreciation with insurance company and collecting the final payments owed.) in which takes alot of time depending on the size of the job. I know it is a lot of work and at times very challenging and stressful and I feel like that’s all I do is work. I just want to know if other roofing companies do the same? When it comes to O/P, my company takes 10% off top of job less all COGS and pays us 35% of overall profit. Nothing is hidden and we get to see every invoice paid to subs/suppliers. They also have continued sales training and have reps come in to train us on products continuously. I read a few other posts from people that are having a hard time selling but what I learned from the first year is how to sell and everyone is different. I consider myself to be a very low pressure salesman who tries to educate the customer the best I can without confusing them. Educate them on you/your company, product you use and if its insurance explain the processes in which you do to handle claims which I have learned sometimes can be confusing to a homeowner. I just want to know what other roofing companies expect out of their sales team.

  • Mr X

    Reply Reply June 25, 2012

    Is 10% on the whole contract good today I had insurance adjuster aprove $16,000 I’m only making $1,600. Is this good I can email scope so you can see the deal. Thnx.

    • mike

      Reply Reply June 25, 2012

      10% is a fair deal.

      You can often make more working with a good roofing company on a profit split with overhead as opposed to the flat % of contract.

      However, there are plenty of stories out there about guys who were promised commission splits and flat % who never saw their commission checks.

      The important part is to find a good company that you trust to do the right thing. If they say they’ll pay 10% and you agree to it, that’s a fair deal.

      There’s guys out there working for a flat $100 – $200 per contract signed. Don’t laugh… they’re out there.

  • Paul Lesieur

    Reply Reply June 12, 2012

    On compensation I can tell you I just started door knocking yesterday and my commission for roof sales is 50% of gross profit after costs plus 15% office fee.

    Last year I sold retail (no door knocking) and I was paid 50% of GP with a 10% office fee. Sell a 10K job- 6K in materials and labor add the 10% (or whatever) of the total sales which is 1K so,
    $6000 + $1000 = $7000 leaving $3000 tom split or 15%

    On my new job (last guy paid more but burned me for a few commissions,) $10,000 minus costs of $7500 leaves $2500 to split or 12.5%

    I resisted door knocking but knocked for a few hours and by the 3rd hour I was comfortable with it all and had my opening down pretty good (I forgot the name of my new company a couple of times in the beginning, I got to walk 2 roofs and have one “maybe” who wouldn’t wait for me to write the closing statement (contract).

    I have many years experience in selling retail remodeling, meaning no door knocking.
    Right now I am getting better action than waiting for the leads to come in and I am also understanding that door knocking for the most part puts me in front of some friendly people and a couple of folks that aren’t but I am fine with the rejection as I don’t take it personal.

    • mike

      Reply Reply June 12, 2012

      I had to laugh a little when you said, “I forgot the name of my new company…”

      Hopefully, you’ll find several new clients and make more money.

      Good Luck!

  • matthew

    Reply Reply May 30, 2012

    Iv been doin roofing sales for 3 years now and im getting alot better at it. My boss gives me 40% profit on every job and fills my tank for me every week. For sure the best boss iv ever had! He took me under his wing and showed me everything he knows,how to close jobs out and make a good profit i handle all my own supplements and try to get my claim as high as i can on every job. Alot of my work comes from knocking doors. And calling commercial properties. And when someone wants to get several estimates because thier insurance company told them to thats not a requirement the only reason the insurance company want you to send in 4 estimates is so they can pick the cheap one. Indianapolis

  • kevin

    Reply Reply April 11, 2012

    I dont charge my guys any office fee or overhead. Most my guys are at a straight 50-50 split. Some of my top guys are at 60%. I think if your getting paid 10% of contract amount you are shorting yourself. Today for example i got a deal that is $8200 contract amount for 24 sq. ( we got o+p plus roof money) Total profit is around $5000. My guy would get $2500 com check. At 10% you only get $820. I believe office fees should be called extra money for the contractor. My overhead is pretty much the same with 5 salesmen or 25. So how do you justify 5-10% on each deal when you may have 100 or 1000 deals go through your books. Im in Nashville.

    • mike

      Reply Reply April 12, 2012


      Congratulations on your outstanding success. $8k on 24 squares is a lot of money… virtually unheard of around here. Nashville has been good to you for sure.

      I can see where consistent profit margins that substantial multiplied by a busy sales force would certainly sustain a no-overhead business model. You are flush in cash and leveraging your positions consistently. Well done.

      May your success continue throughout the year.

      All the best,

      • Kevin

        April 12, 2012

        Thank you mike. I wish they were all that good. I just found your site and love it. I have all my new sales guys hooked on it. Thanks for all the great info, keep up the good work.

  • robert

    Reply Reply March 14, 2012

    im a new salesman in alabama. i’ve been knocking doors and measuring the roofs for two weeks and not one sale.

    capital is getting low and my wife is starting to stress out. i’ve got people who take my estimates and say they have a few more to collect from other roofers.

    I’m working under profit split i get 35 percent after 5 percent o.h. and all other cost.

    i need help i just cant seem to get them to sign the contract.

    should i give up or give it some more time?

    i am used to making around 12 or 13 k a year so ofcourse i want to make the 30 to 60 k everyone keeps talking about.

    i just need some advice

    • matthew

      Reply Reply May 30, 2012

      I include ice&water shield on every job i do. Even if the insurance comp dont pay for it. We give a lifetime labor warranty. 75 years of outstanding service. Were a local company. And i dress nice for all my appointments. We also dont ask for a dime untill the materials hit the ground were a no money down company. We use lead pipeboots not plastic. And a good shingle gaf or certianteed. Mabye this can help you out in the field close a few more deals! Good luck out there!

      • Ron

        September 7, 2012

        Are you provided leads for your apointments?

  • Ronald Paul

    Reply Reply March 3, 2012

    Can anyone tell me what the 10% overhead fee covers for a contractor? I have worked this business so I do understand the pay schedule…commissions etc.. But for the contractor to get that 10% are they…pulling permits?… bring extra or picking up left over matertials from a job site and paying someone to do that along with fuel insurance?? Or conversely..What should a salesmans duties be for the 40-50% commission he/she is making. Other that (of course) signing the customer, handling the 1st and final payments, dealing with insurance companies etc.. Please try to stay within the “norm” of duties. I am asking because the contractor I somtimes work for…well put it this way. it seems like sometimes they are getting the 10% overhead plus the other 50% remainder commission and for what exactly? What should the contractor be doing to earn this pay?

    • aaron

      Reply Reply March 6, 2012

      The duties you listed are what is expected with most companies- “sell” the roof, contract signed, educate the home owner, meet the adjuster and get it approved, pick up both checks and all the other little headaches in between. The office fee of 10% overhead and a 50/50 split on the profit is pretty standard. You have to consider the owner has to pay insurance, the electric bill, rent/mortgage on office, payroll and maybe insurance for the office staff. If you are working for someone who doesn’t have any of those responsibilities, then maybe you should be making more, however if they don’t have any of those responsibilities, it’s probably a front and not a reputable roofing company in the first place.

      • James

        March 11, 2012

        I have withheld a 5% office cost for the past year to cover office rent and expenses, corporate taxes, state taxes, city taxes, county taxes, advertising, software, shirts, cards, flyers, signs, magnets, WC and liability insurance, warranty, and all other misc items not mentioned. Upon evaluating my expenses it actually cost me more like 8% of my gross income. I will be raising it to 7% this year and trying to cut expenses some. If your company is not providing these items, then they should call that 10% additional profit for the company.

  • Eddie Booker

    Reply Reply February 27, 2012

    Our company pays on 10% of the contract plus weekly sales bonuses on production. We’re in the nashville area. Please feel free to contact us if you have any questions.We also pay every friday.

  • Larry

    Reply Reply February 15, 2012

    I wish you would of given a range of annual pay. In my experience I have seen salesman make as little as $20,000 in a year and as much as $300,000 in a year. Most sales people probably make $30,000 – $60,000 a year. Some years are better than others.

    • mike

      Reply Reply February 17, 2012


      My experience, and I’ve shared it here before, is that most roofing sales people don’t it make much longer than a month. The money is terrible for them.

      This is a bad, bad, bad business if you’re average and want to work all year long every year.

      Roofing Sales is a seasonal business. I’ve said this before… if you don’t have a storm to work and you’re unwilling to travel, find another job.

      Working year-round is for the hard core sales pro only. All others will usually starve.

      If you’re going to average out what an average sales rep makes who jumps in after a big storm and jumps out 4-5 months later, then you would have to say their annual salary is equal to 4-5 months worth of commissions.

      The guys that get in their truck and sell roofs 365 are few and far between. The guys I know that do it tend to travel a lot. They also make much more money than $30-$40k a year.

    • aaron

      Reply Reply February 18, 2012

      Its impossible to give an average yearly pay; there are just too many variables. If I had to throw out a number I would say a bad year would be $30,000, a good year would be $70,000 and a great year is $100,000+. Like the author says, if you are willing to travel you increase your income. Then again, if you live in a state like I do you can work here year round and still do very well. If I sell an apartment complex this year I am obviously going to make a lot more than the previous year when I did NOT sell that complex. The biggest challange is going those first two months or so with little to no money. Good luck!

  • J

    Reply Reply November 2, 2011

    I have a degree in construction management and more than a decade of construction experience. I’ve recently been asked by a general contractor to startup a roofing division under his license and name, using his capital investment. Essentially, I will be expected to run this division as if it were my own business (from marketing and sales all the way through job completion and business management). His initial offer was to split profits 50/50. Any thoughts?

    • mike

      Reply Reply November 3, 2011


      I’ve known several individuals who have undertaken a similar arrangement under the same terms.

      You sound like a sharp guy with a bright future. You’re going to do it, but before you do, let me give you just 1 thought before you do…

      You’ll never be more valuable to him than you will be on your 1st day of doing business together. So, negotiate the very best terms possible because it will only go downhill from Day 1. Is he going to pay for the marketing, front the job costs, pay for bonds/insurance/deposits… know exactly what you’re getting in advance and get it in writing. Even if you just scribble it down on a piece of notebook paper and discuss it with him. If you’re successful, it will be because you laid out a good working foundation. If things fall apart, you’ll have your notes to defend yourself in court.

      Wishing you the best J!

  • charlotte roofing

    Reply Reply October 2, 2011

    Our company pays on the Overhead | profit split method and does reward our sales reps on performance. We also pay experienced sales reps a percentage for bringing in new reps. We respect our people and let them know that our company is not a boss/employee situation but a family situation where everyone gets a seat at the table and eats the same meal. Room 2 Roof understands that good sales people are hard to find and great ones even more so. if you’re a roofing sales rep looking for a great company to work for in charlotte nc or surrounding areas please contact us.

    • mike

      Reply Reply October 2, 2011

      I always took it for granted that the roofing company would pay commissions on O&P, but I’ve run across a few lately that don’t. If you’re not getting a split of O&P, you’re leaving money on the table. Obviously, it can be time consuming for somebody in the office to go back on your file and get supplements approved. However, the way I learned to do roofing, we always were responsible for taking care of supplements ourselves. That’s interesting because I can see where the company is putting in more work, but I can also see where the sales person should get a cut of that profit too.

      Feel free to post your name and phone number.


  • ryan morgan

    Reply Reply May 15, 2011

    I am a new salesman, laid off electrician, I have a roomate that is in town for 4 months doing the same work and I keep hearing all the deals he is closing. I don’t know why I am not as successful as he, I can really talk to people and I just don’t know why I don’t have more sales.

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