cost-effective alternative to premature roof replacement<\/a>. Since then, we\u2019ve grown it into an eight-figure business with dealers in every state. But just like any worthwhile mountain biking route, the pathway to getting there has been anything but linear. Here\u2019s what my time on the trail has taught me about how to navigate it.<\/p>\nRecognizing the difference between persistence and stubbornness<\/h2>\n
Persistence is a valuable quality to have whenever you\u2019re doing something challenging. Whether you\u2019re navigating through rocks and roots on a steep descent through dense pines with no convenient place to pull off the trail or trying to hit a critical revenue target before the end of the quarter, there\u2019s often no room in sport or business to simply stop trying.<\/p>\n
But persistence doesn\u2019t mean exhausting yourself prematurely, and continuing to throw yourself headlong at a problem isn\u2019t always the most effective way to solve it. That\u2019s usually the point at which persistence becomes stubbornness, and stubbornness at the wrong moment often has consequences.<\/p>\n
Persistence is a commitment to dealing with a challenge. Stubbornness is an insistence on trying the same tactic over and over again until it finally works. The other common name for that, of course, is insanity.<\/p>\n
It\u2019s also a waste of resources. Pedaling as hard as you can, even when the terrain will allow you to coast, uses up your energy and leaves you without the stamina you\u2019ll need for the next hill climb. Maintaining aggressive goals for your dealers, even when profits are up, could push some of them to oversell your product and damage their relationships with customers. That\u2019s why Roof Maxx has always worked with our dealers to agree on mutually acceptable minimum targets and give them the autonomy to set their own pace as long as they\u2019re able to meet them.<\/p>\n
Going too fast is a recipe for disaster<\/h2>\n
I\u2019ve seen friends go to the hospital when they tried to simply \u201csend it\u201d on a difficult section of trail instead of planning their approach. I\u2019ve also met my fair share of roofing contractors who overextended themselves by selling more services than they could reasonably perform in a timely manner.<\/p>\n
In one case, the result might be a broken collarbone or torn ligament. In the other case, it\u2019s usually a damaged brand. Both can take years to heal, and both could easily have been avoided with a little more foresight and caution.<\/p>\n
It\u2019s not always easy to recognize when you\u2019re going too fast, because speed is exhilarating. All you notice is the breeze whipping by your face and the blur of the leaves as you cut through trees; you don\u2019t see the sudden curve until it\u2019s already too late to hit the brakes. Then suddenly, you\u2019re going over the handlebars.<\/p>\n
This is why so much of the training Roof Maxx provides to our dealers is focused on effective territory and lead management. We do everything in our power to ensure that dealers know how to effectively plan and schedule the treatments they sell to avoid bottlenecks or service delays. While other contractors in the roofing industry have historically tried to sell as many high-margin services as possible, my philosophy has always been that long-term success means working at a sustainable pace. Anyone selling the Roof Maxx product learns the same lesson when they onboard so they can avoid learning it the hard way later.<\/p>\n
Growing your business means learning to read the path ahead<\/h2>\n
Anytime you do something worthwhile, you\u2019re going to face risks and challenges. That\u2019s not a reason to quit; it\u2019s a warning to prepare yourself for them.<\/p>\n
You don\u2019t go mountain biking without checking the pressure in your tires beforehand, packing a first-aid kit and sharing your itinerary with a friend so they can call for help if something unexpected occurs.<\/p>\n
You don\u2019t go into business selling a product like Roof Maxx without rigorously testing it first, training your dealers to sell and apply it properly and working with them to create mutually beneficial agreements. All of those steps help you proactively prevent problems down the road.<\/p>\n<\/p><\/div>\n