Spring is approaching.
Leads will begin to increase if they haven’t already started. Inspections will begin to stack up. And for many roofing companies, this is the time of year when one question becomes urgent:
“Do we need more sales reps — and how do we hire the right ones?”
Hiring roofing salespeople is one of the highest-impact decisions you’ll make in your business. The right hire can dramatically increase revenue and morale. The wrong hire can cost you months of lost opportunities, damaged reputation, and internal frustration.
In this article, we’ll break down:
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What top-performing roofing sales reps actually have in common
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What to avoid during the hiring process
- How to structure onboarding for long-term success
Let’s start with something important:
Most roofing companies don’t have a hiring problem.
They have a hiring process problem.
Member Spotlight
This month, we’re spotlighting Nicolas Guevara of Kover Solutions for his leadership through transition and resilience in a challenging market.
Kover Solutions is navigating significant restructuring while operating in one of the most restrictive roofing markets in the country—Florida. Instead of resisting the pressure, Nicolas and his family-run team are leaning into it.
They’re focused on moving the business into operational correctness, tightening systems, and making strategic adjustments that position them for long-term stability—not short-term relief.
What stands out most is their willingness to embrace new opportunities and ideas, even in the middle of uncertainty. That takes discipline. It takes ownership. And it takes leadership.
Restructuring is never easy—especially in a highly regulated environment—but growth often happens in these exact seasons.
We’re proud to recognize the intentional work and forward-thinking leadership happening at Kover Solutions. Keep building the right way.
The Academy's Spotlight
How top contractors separate themselves from the rest
In this episode, I sit down once again with Randy Hurtado, a respected roofing industry leader, entrepreneur, and COO of The Good Contractors List, to unpack what truly separates top contractors from the rest of the market.
Randy shares how the industry is shifting away from pay-to-play marketing and toward trust, credibility, and reduced risk for homeowners. We talk about how AI-driven search is changing contractor visibility, why third-party backing and guarantees matter more than ever, and how reputation now plays a bigger role than traditional advertising.
His philosophy remains consistent:
Build trust first. The business follows.
We also dive into the growth of The Good Contractors List, including how contractors are vetted, why real estate professionals rely on it, and how being backed by a trusted platform changes conversations with homeowners and referral partners. Randy explains how top contractors position themselves as the safest choice—not the cheapest one.
Toward the end of the conversation, Randy shares powerful leadership lessons for entrepreneurs, including why he hires for character over experience, what traits you can’t train, and why wearing multiple hats early on is essential before learning how to delegate the right way.
If you’re a contractor or business owner looking to stand out in a crowded market, earn better referrals, and build long-term authority, this episode will give you a clear framework for separating yourself from the rest—without racing to the bottom.
The Start Build Grow Show is all about helping business owners start, build, and grow their companies by sharing real stories from entrepreneurs in the contracting and roofing industries.
Do you have a story worth sharing? Or know someone whose journey could inspire others?
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We’re always looking for passionate leaders and innovative thinkers to join us on the show!
If You Don’t Track These 3 Numbers, Your Roofing Business Is At Risk
Insurance claims can open big opportunities — but they come with hidden challenges most contractors don’t see coming.
Navigating the insurance claim process takes time, patience, and a sharp focus on shortening every step — from signing the deal, to working with adjusters, to billing and invoicing. Without a solid system, you risk slow payments, large accounts receivable, and cash flow headaches.
If you’re a roofing contractor or business owner, mastering this timeline is key to turning insurance work into real profit without getting stuck waiting for your money.
Industry News: Another Roofer Lost, Why Safety Can't Be Optional
In January 2026, a roofing worker tragically lost his life after falling from a residential roof in Danvers, Massachusetts. Emergency crews responded quickly, but the injuries proved fatal. OSHA has since opened an investigation into the incident.
While the details are still being reviewed, one thing is painfully clear:
This wasn’t just an accident. It was a systems failure.
And unfortunately, stories like this are not rare in our industry.
Roofing Remains One of the Most Dangerous Trades in America
Roofing consistently ranks among the most hazardous professions in the construction industry. Falls from elevation remain one of the leading causes of workplace fatalities nationwide.
Every contractor says safety matters.
But here’s the hard truth:
If safety only lives in a conversation — and not in a documented, enforced system — it is not real.
The Real Problem: No Process
In many roofing companies, safety looks like this:
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“Be careful up there.”
- "Tie off"
Industry Events
1. Hire, Onboard, Train & Retain Top Talent — Free Live Webinar
Date: March 26, 2026
Time: 11:00 AM MST
Building a roofing company that can grow consistently requires more than just generating leads and closing sales — it requires the right people and the right systems to support them. This live webinar is designed to help roofing owners implement structured hiring, onboarding, training, and retention processes that strengthen team performance and support long-term growth.
Attendees will learn proven frameworks for hiring the right people, onboarding them with clear expectations, and creating training systems that improve consistency and accountability. The session will also cover leadership and retention strategies that help reduce turnover and build a team that can support the company’s continued growth.
With a clear focus on structure, leadership, and scalability, this webinar provides practical guidance for roofing companies looking to build stronger teams and more dependable operations.
If you’re focused on building a team that can grow with your business, this is a session you won’t want to miss.
2. IIBEC Annual Convention & Trade Show 2026
Dates: March 12–15, 2026
Location: Sacramento Convention Center — Sacramento, CA
The IIBEC Annual Convention & Trade Show heads to Sacramento this March, bringing together building enclosure professionals, roofing consultants, contractors, architects, and industry suppliers from across the country. Known for its strong technical education and building science focus, this event delivers in-depth learning around roofing systems, waterproofing, exterior walls, and enclosure performance.
Attendees can expect expert-led seminars, live product demonstrations, and a large trade show floor featuring the latest materials, technologies, and service providers. With sessions designed to strengthen technical knowledge, improve project outcomes, and navigate evolving building standards, the IIBEC Convention is a valuable event for contractors looking to deepen expertise and stay competitive in an increasingly complex construction landscape.
If you’re focused on technical excellence, system performance, and expanding your industry knowledge — IIBEC 2026 is an event worth attending.
3. SprayFoam 2026 Convention & Expo
Dates: March 22–25, 2026
Location: Westgate Las Vegas Resort & Casino — Las Vegas, NV
SprayFoam 2026 returns to Las Vegas, bringing together spray foam contractors, roofing professionals, manufacturers, and industry experts for one of the largest spray polyurethane foam events in the country. Hosted by the Spray Polyurethane Foam Alliance (SPFA), this convention blends technical training, certification opportunities, and business growth education.
Attendees will gain access to hands-on demonstrations, equipment showcases, safety training, and technical sessions covering roofing foam systems, insulation applications, and installation best practices. The event also offers high-value networking with contractors, suppliers, and manufacturers shaping the future of spray foam technology.
Whether you’re looking to expand service offerings, improve installation quality, or stay ahead of foam roofing innovations, SprayFoam 2026 delivers practical insights and industry connections that drive growth.
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