Hi everyone. Okay, we're going to jump straight in today. We are going to jump straight into how roofing companies are removing the six roadblocks to growth and adding 100k a month in one step to their business by adding an AI growth infrastructure.
And I'll shrink my shelf down. Presentation is by me, Nick Burridge, founder at endlesscustomers.ai. I have been running agencies now for six, seven years. And before that, I was a marketer for brands. You will know I was on the Ford Global Brand team out in Detroit and London.
In London, I also worked on the marketing for brands like Toyota, big beer companies, Unilever, the whole range. And I was also a director at Samsung. So I've seen marketing at scale.
And then in my life as an agency owner i've seen marketing a different scale but more of a complete picture so i understand what patterns what makes businesses transform and and what's really interesting is when they do transform it's never a flat line it's always always exponential growth when things are going right it has to be um so we'll talk about dave here at roof crafters he's added a million dollars and he's also added eight new estimators to cope with the leads coming in and to get them through to close deals uh he's used a lot on the teo content method which we'll come back to in a minute uh and then there's my man kaylan 110k a month we added to him now he started off in a very small business he wasn't you know i'm not talking about adding five percent or ten percent this is a 250 increase for him so really really big uh we have Great Google reviews. There you go. What are we at?
4.8 across the business. But endlesscustomers.ai is really born out of the AI revolution that's hit. And I didn't want to jump in early.
I wanted to see AI actually working and delivering money for people before we fully launched this service. So that's what we're going to show you as we work through this. So what's the problem we're addressing here? The problem we're addressing here is that scaling your business massively is really hard.
If it was easy, everyone would be doing it. And we know that, you know, while many roofing companies are growing, a lot of them aren't growing as quick as they should be. Some of them are not growing at all. And so I guess, what do I hear from people when I speak to them?
I hear that they have been posting religiously day in, day out on social media, and then there's crickets, silence, no engagement. You're pulling your hair out, aren't you? Trying to keep up with changes.
The Facebook algorithm, how do the ads work? What's the best targeting method? All those things, and it changes too often for you as a business owner really to have full visibility. The big one, the really big one is the leaky lead bucket. Leads drop away.
Now they might drop away to the competition or they might just drop away to nothing. Neither of those things are good. But if they haven't dropped away with competition, they need to be reactivated.
And that's a big piece of money left on the table by most companies. So what do you do? You rely on word of mouth, right? You rely on referrals and that's great, but it's unpredictable. I want you to have control in your business.
You've got no satisfying system in place. It falls over. You want to take a week off.
You want to go on the boat, the mountains, whatever it is. You want a system that... runs without you.
Of course you do. So unpredictable sales, apart from that horrible feeling of not having control of your own life and all the mental health implications that has and the overwork implication that has, the real problem is you can't scale because hiring and planning are impossible if you're not in a predictable growth path. So that's the problem we want to address today and this is how we do that. Let's first look though what you do, you know, what typically to solve these problems like, oh what are we going to do?
We're going to hand it over, we're going to get it off our plate, hand it over to an agency and that works really, really well until it doesn't. Three months in, six months in, you tell me, we get to this state. It's a train wreck. Quite predictable how often this happens.
And there are some clear reasons for this. And if anyone's worked with us will know that the reason we don't have this. is because we teach our clients to recognize how important their marketing is.
We teach them not to outsource to us or any agency what they shouldn't be outsourcing. The thinking, the authentic voice, the control, the visibility. So we're all about giving control, having you supported.
You're not flying blind. You've got all the expert co-pilots sitting behind you, but you're flying the plane. you wouldn't outsource your service delivery to someone else. Well, you shouldn't because you can't control it.
It's the same with marketing. And marketing is the engine that drives the business. And look, agencies get complacent.
I know I've bought agency services. I know what it's like. I've obviously been in an agency for many years. And this is a problem in many, many agencies. Not all of them, but you were the shiny new client once.
So you know what that was like. And then... things quieten down.
The pace is set and you maybe don't push as hard as you should and they don't have the systems in place to drive as hard as they should. So that happens. So you've got these options.
Here are your options. You can either go, okay, we're going to do it ourselves, Nick. We're going to suck up the time loss, which is huge, but you have trouble getting the expertise in a reliable way. And of course, the whole thing gets pretty overwhelming, right?
At the other end, you can go to the agency yeah surprisingly slow with an agency it's not surprisingly expensive and the results can be a bit meh so and you know i'm always amazed how long people will put up with average results for shouldn't do it so to be up front where do we sit we're well we're at neither end of this we're in the middle and that's the absolute sweet spot to be it means that you get control you get guided and supported to do the things that you need to do. So content creation, guided and supported. Setting up an AI infrastructure, you do it once, you don't need to learn how to do it.
We're going to do it for you and show you how it works, where you fit in, what the important things to monitor are, and you are off to the races. So one and done with us, one and done, in and out, project done, loaded and go. Great results. AI based. Really important to say this upfront now.
So we're talking about taking you from a state where you are trying different things. Marketing initiatives are coming and going to a place where you are scaling rapidly and consistently. And to do that, there's three engines in the business to be aware of.
Number one is your acquisition and conversion. So a marketing system that delivers leads efficiently converts them into clients, more leads. more qualified leads, more appointments, better close rates and better margins. Now it's really important to say that within your lead nurture infrastructure, isn't just a case of the leads actually being followed up quickly, which is very important.
So you might've heard the stat, but I'm going to say that it is, you are nine times more likely to close a sale. Even if that close happens a month time, if you followed up within five minutes and followed up effectively and properly within five minutes. Crazy. Second thing to know about your lead nurturing process, turning them into appointments, is that that is your chance to massively change the way the sales estimator appointment goes down.
There are things you can do, educate buyers in that process that will massively change the way that that meeting happens. And that means you arrive and people are warm and trusting and prepared to. buy on things other than price so that is why that lead nurture process is so important and again that's where ai comes in you've got your valid value delivery engine that's where you go out and deliver the service we make that great we want that to flow testimonials and reviews and again we want that automated automated testimonials automated review system so that they start stacking up stacking up and the operational instructor well that's the bit you build Not too much to say about that, except to say that obviously as a business grows, that requires building. And if there's a roadblock there and if that roadblock is around hiring, then we will help you with that. Because, well, hiring is a bit like selling, right, in some ways.
And again, I won't touch on that in this film, but we can definitely support that and help that not be a headache. So we scale. We want to scale.
And scaling is just making something bigger. If your systems don't work in the micro, then growing them just adds pressure to the system. And they're not going to work in the macro. They're going to break. If your whole lead nurture infrastructure thing doesn't break even.
At spend X, then at spend Y, it's going to be even more of a loss. So it's why it's so important the system is perfectly optimized at every stage. So what are the stages?
So when you work with us, this is how it works. And this process on the left is true for any business. So number one is to create a great offer. Your positioning and your offer are very, very important.
We consult, we support, and we guide on this. We bring our knowledge of what working. our knowledge of psychology comes in we're going to craft the offer craft your positioning that starts to put you in a different place in people's minds step two if you've not heard of go high level don't worry um go high level is a great great tool it's got everything we need it's got the calendars the sms the emails all the good things and then we're going to configure that for you and we're going to add our little magic touch which is the ai calling the ai calling agent which is which is where you replace a team of 20 appointment setters with something that costs pennies per call crazy and that's a complete implementation there launch the campaigns fully supported in that and scaling again is fully supported so with us it's a one-off it's a project it's not a monthly retainer it's a one-off project we come in we deliver this you see the sales thank you very much and so A note on AI. We've heard about it.
We've seen it talked about. We use it in our business in various different ways. But for roofing contractors today, I think there are two choices. I mean, you need to join.
Think about what Klarna are doing. So just an example. We see these everywhere, but Klarna is a particularly early adopter.
They have got AI handling two-thirds of their customer service chats in the first month. in the first month. So that's taken 700 agents out of the business cost-wise and people are getting a better service. They're resolving the problems more quickly, saving them $40 million a year. So what does that mean?
It means that the AI revolution is here. You know the phrase, we've heard it a lot, but somebody very famous said there's two types of businesses in 10 years. Type number one, fully using AI in their business. And type number two is bankrupt.
So which one do you want to be? I want you to be this guy surfing the AI wave, not this guy, don't be him. So let's jump out and look at the systems that you need to have in place.
Let's just jump out. Here we go. Okay.
This is a simple schema of a quite complex situation or a quite complex system, but we run all that for you. So where you are now, we've talked about this. You're pulling your hair out.
You're stressed. Growth is unpredictable. You're not really at peace. You don't really have a satisfying watertight system from lead right through to signing on the dotted line, booking the new roof, the fix, whatever it is.
The gap here is a complete sales process. And that takes us, when we jump that gap, we get to a predictable growth. We know we're going to need to hire X people in the next 12 months. We can start the ball rolling.
We're not panic hiring. We're not panic resourcing. The whole business knows what's coming, how it's going to be, and we are growing.
Sales process, as we talked about, lead flow, proven creative, expert targeting, solid nurture in the workflow. That's important. And we'll come back to this.
But TAO stands for They Ask, You Answer. It's a really powerful content methodology. We are certified implementers of that methodology.
And that comes later. So someone like Roof Crafters have really taken that to the nth degree. And now they're able to dial down their ads and let their content do the work.
They know the five types of blog that they have to write every month to cut through. and get found. They know the seven types of videos that they need on their website that all buyers want to see and we'll teach you what they are.
But the more you do that, the more control you have. Again, slowly working away from the ad spend setting. We need to obviously minimize no-shows, but more importantly than that, we want to maximize every appointment in terms of the level of trust that already exists, the education level of the buyers, and that helps with the close as well.
So your lead gen infrastructure should look something like this. You should have it based on insights, your data. our data, whatever it is. We select platform, we select channel, we work on the offer, the ad angle.
It's very important. The positioning and offer and the ad angle is very, very critical. And we don't just leave you to your own devices and to sink or swim.
That's not how we work at all. Creative comes in with that. We can do all that for you, no problem.
We do the targeting for you, do the performance tracking, the optimization, the Google reviews that come out of all of this process, feedback into that. so and then there's a content we've talked about the talent so and again going back to my point we want you to be at the controls of this plane albeit supported and and around content around advertising never that was that more true appointment system app set appointment setting infrastructure another really important piece of uh the system that we're going to put in for you but it's you based on insights, based on all our learnings, what we know, what works, what phrases work, what structure work, what timing works, when do we follow up, when do we send the SMS, the emails, what do they say. So that's all done for you. It's a workflow sequence, normally based around an 11-day thing.
We've got the dialing, the SMS follow-up, referrals, and of course, reactivation from old leads, really important. Now, here's the magic here, the AI agent. So the AI calling agent is, when we talked about Klarna replacing their customer service reps with AI bots, this is almost a step beyond that. This is where the AI agent does your appointment setting calls for you. And it's truly powerful if you haven't heard it yet.
I will drop in a film of that happening right here. Hey, Nick. How's it going? It's Alice from Rainmoor Roofing.
How's your day going so far? Pretty good, thank you. That's great to hear. So, Nick, I noticed that you responded to one of our ads about roofing.
Do you remember that? Yeah, that's right. As a manager at Rainmoor's client success team, I want in with you and see if there's anything to do. By the way, I apologize in advance. We've been experiencing some technical issues.
How can we help you with your roofing needs? When I saw the ad, I thought, I do need a new roof. I just, you know, like to know some prices.
I totally get it, Nick. Knowing the prices is an important factor when considering a new roof. Before we dive into that, let me ask you this.
If everything went perfectly and you were using rainwater roofing for your new roof or significant repairs, what would be your ideal outcome a year from now? Well, I think the ideal outcome would be that I wouldn't think about my roof for about 10 years. That's a great goal, Nick. Having a worry-free roof for the next 10 years sounds fantastic.
What gets you excited about achieving that outcome? It's just really annoying to have to think about it and worry about it when it rains. I totally understand, Nick.
Dealing with roof issues can be a real hassle, especially when it rains. Can you tell me more about why it's so annoying for you? I don't want my house to get damaged by rain coming in.
I hear you, Nick. Protecting your home from rain damage is definitely a top priority. Now let me ask you this. What's one word you'd use to describe how you'd feel achieving that worry-free outcome?
Would it be relief, satisfaction, security, or something else? I think. Relief, I totally get that.
It would be such a relief to have a worry-free roof and not have to stress about rain damage. Why specifically do you feel relief would be the word to describe that feeling? Well, I just don't want to think about it.
I want to get on with my life, really. I completely understand, Nick. Getting on with your life without constantly worrying about your roof is a great goal.
On a scale from 1 to 10, how much would you feel that sense of relief at your ideal outcome? 10 out of 10 if it's the right price. Absolutely, Nick. A 10 out of 10 sense of relief is what we aim for. Now, on the flip side, on the same scale of 1 to 10, how much do you feel like you currently have that sense of relief?
I'm at about 2 at the moment because I worry every time it rains. I can understand why you feel that way, Nick. It's frustrating to constantly worry about your roof whenever it rains. So based on our conversation, I think scheduling an appointment with one of our estimators would really help you out. They can provide you with a detailed cost estimate and discuss the best roofing materials for your needs.
They can also explain our warranties and how we can help improve your home's energy efficiency and market value. Would you like me to arrange that for you? Yeah, that'd be great. Thank you. Fantastic, Nick.
I'm glad to hear that. Let's get that appointment set up for you. Before we proceed, could you please tell me the city you're in so I can check your time zone?
Boston, thank you for letting me know. We have a slot available on Friday at midday and another one on Saturday. Which time works best for you? Saturday at 2 p.m.
works perfectly. I'll lock in that time for you. Just to confirm, you can 100 percent make the appointment, right?
Great. I just wanted to make sure because we do have a policy to charge a cancellation fee to protect our estimators time. But it sounds like that won't be relevant to you, right?
That's right. OK, so you can see how powerful that is. The point being, you've got no appointment setters. People are getting the phone call when they want it. If it's at the weekend, that's fine.
If it's in the evening, that's fine. We will talk to them. We'll get them set and moved on.
quickly and effectively and if not we'll know what the issues are and we will get real good feedback and that ai will grow with your business and improve we talked about the ghl system here superdark snapshot leads dying and tracking sales system this is where we bring in a lot of our buyer education to really help your sales team have way better experiences in that appointment and again we've talked about talent acquisition if talent is a roadblock for you, we can help with that. We will help with that. So that's why I'm going to leave today's video. If that sounds interesting, if some of those challenges sounds like the ones you're facing, then the best thing to do now, if you haven't already done it, book a walkthrough, speak to me, one of my team, and we will take you through this and how it can apply in your business.