In this podcast episode, Alan Lopez, a GAF trainer, provides a deep dive into the roofing industry, drawing from his personal and professional experiences. Alan stumbled upon the roofing industry by chance and has since become an integral part of the GAF family, a role he has maintained since 2010. His journey reveals a wealth of insights about the dynamics and challenges of the roofing industry, and his unique perspective as a trainer illuminates how professionals in the field can grow and succeed.
Alan talks about the evolution of CARE, a training program that equips individuals with the necessary skills for roofing installation and sales processes. He discusses his own experiences as a trainer and the people who inspired him to become a teacher and leader in the industry. This segment underscores the importance of passion, compassion, and seizing opportunities in the roofing business, and it also highlights the integral role of trainers in promoting the company’s values and helping contractors succeed.
The podcast episode also explores how Alan and his colleagues leveraged podcasting to stay connected during the pandemic. They discuss the challenges of webinars and the lack of engagement, which led to the creation of their podcast. Alan shares his experiences of interviewing inspiring guests, particularly from the Latino roofing community, and highlights the stories of individuals who have started their own businesses and thrived.
The conversation then shifts to the topic of sales training and coaching, focusing on overcoming the obstacles faced by salespeople in the field. Alan discusses his approach to training, emphasizing the importance of understanding a salesperson’s priorities and needs, creating tension, and showing proof to help salespeople envision their potential for growth and success.
The financial aspects of the roofing business are also addressed, providing listeners with insight into understanding overhead costs and the importance of investing in their teams. Alan uses a hypothetical example of a roofing company to illustrate the importance of understanding pricing numbers and the potential for companies to lose money by not charging enough.
Alan concludes the episode by exploring the impact of leadership on sales and customer experiences. He shares findings from a survey on how people remember and share their experiences, underscoring the importance of exceeding expectations for referrals and growth. The final takeaway is the value of believing in oneself and the role of profit in running a successful roofing business.
This podcast episode provides a comprehensive overview of the roofing industry, offering practical advice, industry insights, and inspiring stories. Whether you’re a seasoned professional in the industry or a newcomer looking to learn more, this episode is sure to provide valuable insights and inspiration.