Buyers and Builders
00:35:45 · Sam Allsopp
[00:35:45] S1: Good question. I mean, this morning, it was what is our what is our calendar look like today for for appointments booked. Right? So, like, that's one of the biggest drivers. If I can hold my cost per booked appointment to where I kinda know I want it to be, you know, so that's obviously the second thing I would probably track is what we spend yesterday, how many appointments did we book. As long as my opportunities that day kind of land at that target, and this is something we said at the beginning of the month, we just literally divide our way from our goal, then divide our way back to, like, what does every single number need to be for every single KPI every every day and hold the leaders accountable to that, but as long as my opportunity is on the board that day are on track and and going towards our goal, as long as my average ticket and my close rate can maintain, I should be good. Right? I should end the month and and hit hit the goal that we set, and if it's not, okay, what do we need to do? What do we... How do we... How are we gonna catch up? Can we catch up? Do we have the capacity to catch up? Right? Do we need to hire more salespeople? Do we need to increase marketing spend over here? Right? Do we need to push harder on our pipeline? How... What does our sales pipeline look like right now? Are we doing the follow-up required to hit the close rate that we need to hit? So it's really just... It's that. I mean, yeah, to answer your question this morning, it was what what does the board look like today?
00:37:00 · Mikk
[00:37:00] S0: What have been some of the realizations for for yourself when when going through this process of starting a small business and growing to where it is today? Like when you look at the day to day, obviously, responsibilities, the people, but on your on your personal side, what what has been something, like, significant which you would which you would bring out?
00:37:22 · Sam Allsopp
[00:37:22] S1: It's hard because when you're in it every single day, you know, you don't really realize, like, how far you've come. Something that I've been working on a ton just personally, I I I don't know this 100% the the question, but, like, I'm very much so... I I set a goal that feels like a a contract that I make with myself, and then I have to go fulfill it, and then I have to move on to the next contract. And I don't even get a second to be like, hey. We're we're now on track for 50,000,000. We were at zero five years ago. Right? So, I mean, something I'm working on is just trying to enjoy the process a little bit more, not be as intense. You know, still obviously holding everyone accountable, but, enjoying the process a little bit more, understanding that this business, roofing, home services, it's not always up into the right. Like, it's not always going to just be a perfect slingshot to, you know, where you're trying to go. You're gonna have days where you're thinking what the heck is going on. Right? And and a little bit of that is good. You need to you need to have... You need to care. Right? You need to go dig in and see why your booking rate wasn't where it needs to be, why your close rate's not where it needs to be. But trying to have a little bit more softness and kinda compassion for the journey and and confidence that, you know, we... We've proven that we can continue to do this, so there's no reason to get too too too caught up on a day to day basis. But, yeah, I mean, looking back to Sam five years ago, I would probab... I mean, I said I was gonna do this. It's just pretty cool that it actually happened.
00:38:45 · Mikk, Sam Allsopp
[00:38:45] S0: What comes to mind if I say incentivizing people, like hiring and incentivizing people, and what have [00:38:51] S1: you learned [00:38:52] S0: maybe over the years?
00:38:53 · Sam Allsopp
[00:38:53] S1: Huge. I mean, that's like... It's kind of our... That's a that's a big part of our business and not something that we've always done, but it... It's really hard to get someone to care as much as you want, that you care when you own the business. Like, it's just... You hear it all the time. It's kinda cliche to say. Right? But no one's gonna care as much as you care, but how do you get it pretty close? You align incentives. And as much as I like to think that people wouldn't work at Neal Roofing for free, I know that that's not true. Right? Money money is a big part of why they do what they do. Sure. Secondary, they like coming to the office, like the people they work with. They like being with a company that's growing this fast. Great. You know, culture is super, super important, but first and foremost, how do we align our goal with our leadership team, with our employees, and create a performance pay comp comp package, right, for for everyone? That's the goal. I mean, I would love... This is kind of a Tommy Mello thing, but I think he joked. He said it's cleaner. The the lady that cleans the office is on performance bay. So, you know, with with... Maybe not that extreme, but with that kind of mindset is how we've we've really gotten to where we are is just... I said it. Right? Here's our goal. We're gonna divide our way back into what needs to get done every single day to hit that goal. How many appointments do we just need to set? How many how much does it need to cost? How many opportunities? What's our close rate? Look at all that. How many permits need to get approved? How How much money do we need to collect in accounts receivable? Break every single thing out. Give it to the people that are in charge of it. Have a scorecard. Track it every single day, every single week, every single month. And then if they hit their goals and, you know, the company is hitting its goals, then reward them and incentivize them for for doing that.
00:40:30 · Mikk
[00:40:30] S0: What have been your your thoughts, you and Andrew and your team, when it comes to acquiring a competitor and not just relying on organic growth? Because this you have, I guess, you have mastered, so there is always some some next levels. But what what are your thoughts and what have been the the conversations when it comes to acquisitions?