Guest:
Noah Williams – Founder, Home Doctor Sales System

Guest Links:
Website: https://homedoctorss.com/
Facebook: https://www.facebook.com/noahwill99/
Instagram: https://www.instagram.com/noahwill99/

This episode breaks down why most roofing and home service sales conversations fail long before pricing is ever discussed, and how elite sales systems are built around mindset, trust, and structure rather than scripts alone. The episode explores the Home Doctor Sales System and its holistic approach to sales performance, focusing on bi-directional trust, discovery-based selling, and identifying homeowner pain points early in the appointment. It explains why common objections like “I need three estimates” are symptoms of poor framing, not price resistance, and how elite reps prevent those objections by reshaping the conversation before they appear. The episode dives into paradigm-shifting techniques such as guided discovery questions, test cases during inspections, and the PAP presentation framework, which personalizes the presentation, addresses pain, and reframes affordability into controllable budget conversations. It also covers why too many options kill confidence, why narrowing product choices increases margins, and how visual sales decks eliminate complaints and misaligned expectations. Beyond tactics, the episode explores the deeper role of belief, energy, and leadership in sales performance, why business owners act as “chief energy officers,” and how misalignment between owners, managers, and reps destroys trust internally. It closes by outlining how structured coaching, masterminds, and shared accountability systems help contractors scale sales teams sustainably, build belief-driven cultures, and replace hustle-based insurance sales with repeatable, high-margin sales processes.

Guests:
Jason Burg – 40-year industry veteran, retired GC, national MRP consultant
Jim Greer – 40+ years in B2B consulting, national carrier & vendor network strategist

Jason Burg: 407-782-1772

This episode explores why MRP (Managed Repair Programs) and DRP (Direct Repair Programs) are becoming essential revenue streams for roofing contractors—and why the traditional door-to-door storm model is becoming increasingly unstable. The discussion breaks down how shifting insurance policies, rising deductibles, declining storm frequency, ACV-only policies, and market restrictions are changing the economics of storm restoration roofing. The episode explains how MRPs, DRPs, TPAs, and MGAs actually work, why most contractors misunderstand them, and how these programs create recurring, predictable revenue while improving business valuation. It details why door-to-door alone has become feast-or-famine, why free roofs are disappearing, how contractors can still achieve 35–40% margins through the right programs, and why insurance carriers urgently need more vetted roofers—especially during CAT events and daily claims. The episode also clarifies misconceptions around low margins, lack of control, and qualification barriers, outlining how background checks, onboarding, and vendor approvals actually work. Real-world examples show contractors getting approved within days when introduced through the right relationships. Ultimately, this episode provides a blueprint for shifting from a volatile storm-chasing model to a sustainable, diversified revenue system built on direct carrier work, recurring repair opportunities, and long-term business stability.

Guest:
Tracy Bookman – Owner, Homestead Roofing (Colorado Springs)

Guest Links:
Website: https://homesteadroofingcolorado.com
YouTube Channel: https://www.youtube.com/@HomesteadRoofing
LinkedIn: https://www.linkedin.com/in/tracy-bookman-620902155/

This episode explores how Tracy Bookman, after years of refining a homeowner-focused content strategy, built one of the most trusted and effective roofing education channels in the country. The episode breaks down how his YouTube library consistently generates high-quality inbound leads, why educational content outperforms traditional sales material, and how answering real homeowner questions creates compounding momentum across YouTube search, Google search, and the overall sales cycle. It explores the categories that currently drive the most traction—roofing scam prevention, shingle education, color guidance, insurance navigation, and Tracy’s in-depth “how to choose a roofer” series—along with his insights on why YouTube leads convert far better than social media or Google traffic. The episode also examines the tension between ethical roofing practices and the scam culture affecting homeowners, the nuance behind storm chasers and commission-based sales models, and how Tracy has evolved his content to avoid painting all roofers negatively. Additional topics include DIY roofing content opportunities, the power of niching into formats like metal or synthetic roofing, long-term compounding from a consistent content catalog, using videos as sales assets to close jobs like Brava tile projects, and the strategic advantage of going all-in on one marketing channel rather than spreading efforts thin. Overall, the episode illustrates how intentional educational content can create seven-figure revenue impact and establish a durable trust moat around a local roofing brand.