Residential Metal Roofing Executive Report Marketing, Lead Generation, In-Home Sales, Installation, Referral Maximization

The Importance of Leadership

Issue #99 | April 20, 2018 | Todd Miller

In this issue of the Executive Report, we will continue our series on “What Does It Take To Be Successful?” Throughout 2018, this series will take a look at core attributes of successful home improvement contractors and, in particular, successful residential metal roofing contractors. In this issue, we will look at the attribute of “Leadership.”

Let’s take a moment though to briefly celebrate. It’s hard to believe but this is the 100thissue of the Residential Metal Roofing Executive Report! Over the past four years, we have brought consistent proven ideas to help metal roofing and home improvement contractors to ever-greater levels of success. Each time we put one of these together, we could not be more honored to have this method of connecting with thousands of contractors across the world. Please keep in mind that all past issues are available in our free online archive.

Okay – enough celebration. We do not want to rest on our laurels. As a quick reminder, Isaiah Industries’ Mid-Year Training is May 7 – 9 in Piqua, Ohio. If you would like to learn specifically how contractors successfully sell quality residential metal roofing, or if you’d like that training for your salespeople, this is the event to attend. We will spend the first two days in fast-paced training on in-home sales including building relationships, needs analysis, solution presentation, features and benefits, and closing. We will spend a lot of time, too, on training salespeople to sell themselves as we believe that is the most important thing they have to sell. The third day is an optional installation overview. Free online registration is available now.

So, let’s look at Leadership and how successful contractors use Leadership within their organizations to ensure customer delight and ongoing corporate success. Specially, we’re looking at making sure that your company has leaders designated for all areas of the business that are crucial to success. Those areas can include Team Building and Culture, Accounting, Marketing and Lead Generation, Sales, Appointment Setting, Installation, and Customer Satisfaction. You may identify other areas where your company needs designated Leadership but these are a few that we see common amongst all successful contractors.

You probably have already read the list and said “Wow … that’s seven leaders that I need and, right now, we’re a company of just four!” That’s okay. To some degree, that is even a good thing! Initially, the same person may fill several leadership roles. However, as your company grows, getting qualified individuals into those various slots becomes a priority and you grow by adding team members who either have expertise in certain areas or have an aptitude to quickly gain skill in that area. Your planned Leadership for your company becomes your roadmap to growth.

Successful companies today often have a fairly flat organizational structure. Yes, there is clearly a “buck stops here” leader but other team members work as colleagues, joining together with each of them embracing leadership in their designated area and then flourishing in that area. They respect and honor each other for their areas of expertise. When you put someone in a position of Leadership, they are given a budget and held accountable to the standards you have set for their position. However, they also know that, within their “kingdom,” they can use their gifts and talents and grow and do amazing things. That is where the magic happens!

If, as a leader, you have ever felt that everything is up to you, that nothing happens without your involvement, and that you’re constantly putting out fires, that is probably because you have not empowered Leadership over various areas of your business and held them accountable to meet pre-established expectations. By establishing a company of Leaders, your company will be set to grow far beyond where you can ever take it on your own.

Thanks so much for being a loyal reader of the Residential Metal Roofing Executive Report. Please reach out to me anytime. I hope to see you at the Mid-Year Training.

todd Miller

has spent his entire career in the metal building products manufacturing industry. He is president of Isaiah Industries, an organization recognized as one of the world’s leading metal roofing manufacturers. Todd is currently Vice President of the MRA (Metal Roofing Association) and a Past Chair of MCA (Metal Construction Association). Through his website, he strives to raise the bar on standards and practices to provide property owners with the best possible products for successful roofing projects.

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