Free operating manual
The Relationship Operating Manual.
How to build relationships with the people who decide on commercial roofs, without mass calling. Define the ideal client, map the market, research every account, reach out in person, and hand your estimator the research. It is the same process we would run for you, written down so you can run it yourself or judge anyone who says they will.
What's in it
- 01
Why research comes first
Who you reach matters more than how many. What mass calling costs you.
- 02
Define the ideal client
The criteria sheet: which buildings, which roofs, which people.
- 03
Map the market
Every building that fits, and whoever decides on its roof.
- 04
One true thing
The fact you learn about each account before anyone reaches out.
- 05
The first conversation
A person, in your name, with a reason to talk. Never a price.
- 06
Follow-up that sounds like a person
Four attempts, each one adding something. Then rest.
- 07
The introduction and the research file
Booking, the three touches, and what your estimator walks in with.
- 08
Booked, held, no-show, DQ
The definitions that stop arguments before they start.
- 09
The Friday report
One page, every week, with what changes next.
- 10
How to judge anyone who does this for you
Ten questions. If they dodge three, walk.
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