ROOFING FLORIDA – March 2013

A Publication of the FRSA ◆ Florida’s Association of Roofing Professionals

The Code Must Go On The Roofing Contractor Resource Network Closing the Deal

Legal Dangers of Unlicensed Contracting

Code Adminis trat Swimming Pool

ing mb

Fire Energy

Plu

FRSA Professional Certifications

Mechanical

What is OSHA Looking for When They Visit?

FRSA (229)

Roofing (28%)

ion Others

Structural

Special Occupancy

Lessons from My Roofing Exit Mistakes March 2013

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Big Government Just Happens

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Lessons from My Roofing Exit Mistakes

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The Code Must Go On

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Roofing Contractor Resource Network Legal Dangers of Unlicensed Contracting Closing the Deal

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Remembering Brad Bowen Jr.

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FRSA Professional Certifications

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What To Tell Employees About Facebook

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What is OSHA Looking for When They Visit?

A Publication of the FRSA ◆ Florida’s Association of Roofing Professionals FRSA Executive Director, Lisa Pate CEM ◆ Editor, John Hellein For display advertising inquiries and all feedback including Letters to the Editor and reprint permission requests (please include your full name, city and state) contact John Hellein at: Any material submitted for publication in Roofing Florida becomes the property of the john@floridaroof.com publication. Statements of fact and opinion are the responsibility of the author(s) alone and do not (800) 767-3772 ext. 127 imply an opinion or endorsement on the part of the officers or the membership of FRSA. No part of this RFM, PO Box 4850 publication may be reproduced or transmitted in any form or by any means, without permission from Winter Park, FL 32793-4850 the publisher.

View media kit at: www.floridaroof.com/rfm ROOFING Florida (VOL. 4, NO. 3), March 2013, (ISSN 0191-4618) is published monthly by FRSA, 4111 Metric Drive, Suite 6, Winter Park, FL 32792. Application to mail at periodicals postage is pending at Winter Park, FL and additional offices. POSTMASTER: Please send address corrections (form 3579) to ROOFING Florida, P.O. Box 4850, Winter Park, FL 32793-4850.

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Brad Sutter ◆ FRSA President’s Report

Providing Opportunities to Succeed Greetings Members, I had the pleasure of attending the NRCA International Roofing Expo (IRE) last month in San Antonio. Of course, it was a great opportunity to learn about new products and services for our business.

As the FRSA President, I also spent some time talking with existing members and potential exhibitors. It always makes me proud to see the respect and interest that other FRSA President Brad Sutter people and organizations have Sutter Roofing Company about what’s happening with of Florida our Association.

I would like to thank Lois Page and Ann Marie Cargo from FRSA staff for attending the IRE and working hard to obtain new members and secure additional exhibitors for our trade show. I also want to give a big thanks to long time FRSA director Jim Brauner for walking the show with me for several hours and talking to current members and soliciting potential exhibitors. There might have been some arm twisting too, but only in Jim’s good natured way of getting people to see the value of FRSA membership! Through everyone’s efforts, I’m very happy to report that they were able to secure five new members and 11 additional exhibitors for the trade show. In short, it was a successful and fun trip.

Another positive take away from the IRE was the increased attendance and the very well-attended education seminars. It appeared to me that the slightly improved economy has given contractors the confidence to invest in their businesses and in training employees again.

Hopefully, some of that positive momentum is trickling into your businesses as well.

...the draft edition of the 2013 Florida Building Code has been posted online.

FRSA volunteers and staff played a critical role in the preservation and development of the code. Find out more about their quiet heroics on page 12.

Typically, the attendance for our convention and trade show mirrors that of NRCA so we are optimistic about this year’s event. Additionally, I heard many positive comments and opinions from our exhibitors and members regarding the new format and schedule. This enthusiastic feedback reinforces my belief that the changes were not only necessary but will benefit attendance and confidence in our show and Association.

I’m happy to report that FRSA staff is readying new seminars and educational opportunities to help our contractor members improve their operations and practices.

Information on these educational offerings will be posted and advertised soon. In another area, the draft edition of the 2013 Florida Building Code has been posted online.

FRSA volunteers and staff played a critical role in the preservation and development of the code. Find out more about their quiet heroics on page 12.

You will also find additional information on building sales on page 14. Providing relevant business information and enhanced member services has been a recurring theme this year. Helping our members increase their sales and differentiate themselves in the markets they serve is another step in that process.

I’ve spoken at various affiliate meetings in the past weeks and always try to mention the need for us to set FRSA contractors apart from the handyman/roofer/yard guy and renegade jack legs that give our industry a bad image and affect prices negatively. You can find information about the Professional Certification program, that further distinguishes roofing contractors in their professional career on page 17. We don’t mind good competition from licensed contractors that install quality systems and conform to safety standards. However, we have got to work together so that the low ball pricing, unlicensed contractors, and those subcontractors with undocumented and unqualified labor become the exception and not the norm for roofing contracting in Florida.

We intend to turn up the volume on that message in the coming months and reinstitute our efforts to combat unlicensed contracting at the state level. I hope that you will do your part and continue to support this Association as we strive to provide our members with the tools that they need to be successful roofing professionals.

president@floridaroof.com

www.floridaroof.com

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Cam Fentriss ◆ FRSA Legislative Counsel

Big Government Just Happens It is hard to meet your goal of less government by routinely creating more government. There is no reason to question whether our elected officials really mean it when they promise to reduce government – they do mean it and they want to achieve it. But somewhere between the campaign trail and the pressures to find solutions to problems, more government is created.

Can this be stopped? Maybe it can, but our elected officials will need an enormous amount of education, discipline and will to resolve conflict. Education is needed because you first need to understand why there is a problem. You also need to study the potential effect of any solution (preferably before you make it a law). Discipline is important to keep from using an opinion (rather than facts) to come up with a solution. And resolution of conflict is crucial because almost every problem and solution includes a serious dose of finger pointing.

The blame game is usually between government regulators and citizens. The people like to think a tragedy happened because the government was not doing

Most of the time, if you step back and look at the whole picture, you will find that there’s plenty of blame to go around. But that’s really not the point.

enough or not doing its job. Government likes to think it happened because one or more citizens broke the law. Most of the time, if you step back and look at the whole picture, you will find that there’s plenty of blame to go around.

But that’s really not the point. The point is for everyone to suck it up and solve the problem.

For some reason, that’s a very difficult concept for humans.

Regulators seem to be programmed to think that anything can be fixed with more forms and/or more money. That is definitely an opinion and not a fact. As a result though, the solutions put forth by government usually include a “need” for more information collected by requiring another form. It’s easy to think more information and more money would allow government to better police or deny licensure or arrest and convict.

Citizens almost never are convinced a solution is as easy as giving government more information or money and they are right. Information and money are like leading the horse to water. Using the information and money wisely is making the horse drink and you cannot do that – it has to want to drink. So it’s logical for citizens to want to know government can and will actually solve the problem before handing over the power.

Elected officials should be asking those same questions. When you are trying to solve a problem, “we’ve always done it this way” should never be the start of a solution – just the opposite. Ask the right questions and you may learn that, rather than requiring more information, it will help to require different information. Or they may discover that government has not been using money it already has to enforce the law, so pouring more money into a bad system will just make it bigger, not better.

–RFM– Anna Cam Fentriss is an attorney licensed in Florida since 1988 representing clients with legislative and state agency interests. Cam has represented FRSA since 1993, is an Honorary Member of FRSA, recipient of the FRSA President’s Award in 2002 and received the Campanella Award in 2010. She is a member of the Florida Building Commission Special Occupancy Technical Advisory Committee, President of Building A Safer Florida Inc. and past Construction Coalition Chair (1995-1997).

Mentoring, Another Valuable Member Benefit

The Roofing Contractor Resource Network Provides You with New Skills and Knowledge from Another Member

If you are still establishing yourself as a professional contractor, you are likely well aware that there is much to learn. If you’ve been here for awhile, you have come to realize that there is always something new that you can learn about your business that will help make you more competitive or efficient and, ultimately, more profitable.

Continuing in the theme of of “Profiting Through Professionalism”, let’s look at an incredibly valuable FRSA program designed to bring together members who need to learn new aspects of the profession from members who have experience they are willing to share. Maybe one of the following scenarios describes a challenge you’re facing…

Continued on page 21

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Roofing Florida

March 2013

FRSA Member Contractors Can Save Over $7,000 with Associate Coupons The FRSA Member Coupons have been sent out to contractor members up-to-date on their 2013 dues. Over 30 associate members offer great savings on products and services you use to run your business. ROOFING FLORIDA is planning to feature several of the coupon offers each month. If you haven’t received your coupons yet, contact Ann Marie Cargo at (407) 671-3772 ext. 142 or annmarie@floridaroof.com.

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Lessons From My Roofing Exit Mistakes

By Kevin Kennedy, Beacon Exit Planning, LLC It was 1995 when we (three majority owners) paid the final check to our previous owner and took possession of our 200-employee commercial roofing company.

Businesses were then growing with the technology and dot-com boom, as well as Federal Reserve Chairman Greenspan fueling the economy going into Y2K. In 1997 the great economy was fostering many initial public offerings (IPOs), and our roofing industry was moving into several consolidations with roll-ups hoping to go public. Eventually, we received two offers from consolidators, two offers from boutique private equity groups that wanted to invest in our company, explored an Employee Stock Ownership Program (ESOP) and, in 2003, began transferring our stock to key managers via a management buyout.

My past company’s team of three owners invested six years and more than $250,000 for advisers’ fragmented advice and expenses as we considered several offerings wandering down the exit path. What key advice would I give to business owners to avoid my mistakes?

groups, but came to realize we wanted to give the same opportunity to our strong management team that the three of us (the owners) had received.

We then focused on our goals, planning, our exit timing, succession and preparing the next generation to fill our empty chairs. This exit planning in 1995 would have saved us a load of time and money.

2. Not Knowing Our “Magic Number” I see advertisements from financial investment companies that ask “What is your retirement number?” Our company valuation for “selling” to a consolidator was a number that I never imagined. But frankly, we did not know if the number would be more or less than enough to get us into our later years. In other words, the exit planning process has to look at your entire business, personal and financial wealth. It also must consider the tax and estate issues to determine what “number” will be needed to replace your income and the “magic number” you will have to receive from the sale of your stock to retire.

♦♦Understand and clarify your personal and 3. Not Knowing Our Range Of Values business goals I went through an expensive firsthand process in my ♦♦Determine how much money you will need after exit education regarding the different financial values taxes to replace your income of each exit option, compromises and tax consequenc♦♦Understand that each option has different values es. This explanation is far beyond the scope of this and tax consequences article, but a valuation would determine your company ♦♦Hire the best professionals who will save you value based on the path chosen to sell the stock. The values are ranked from highest to lowest: time and money ♦♦Understand the compromises and benefits of each option ♦♦Pull all of the information together in one document that will be a blueprint for your exit Now allow me to share our mistakes based on the advice above...

1. Having Three Majority Owners With Three Different Goals My team reacted to the marketplace when the roll-ups came courting our company. Our fear was we were going to be isolated and competing with several large major companies with a disadvantage. We did not really think about our long term goals but got caught up with the momentum of the deal, being part of a new company that would change our industry and the opportunity to go public.

After going through the process, we came to the realization that our company did not fit “culturally” with most members of our group, and we wanted the freedom of independence to control our destiny. We went on to consider the offers from the private equity 8

Roofing Florida

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1. Synergy value – sale of the company to an outside/external buyer 2. Investment or financial control value – recapitalization to a private equity group 3. Investment value (structured) – management buyout 4. Fair market value – ESOP 5. Fair market value – gifting The bottom line is that each value has a different tax treatment and that it is not how much you get, but how much you keep. Coincidently, great tax planning can reap (net) much more that than a higher valuation.

4. Not Seeking Great Advisers My prior company is located in a small city. Our advisers were the best in our area but lacked a deep understanding in the specialized area of exiting a business. My team explored each exit path and received fragmented information from our well-meaning professional advisers with no overall holistic directions that connected all the isolated information together.

The inefficiencies cost our team and company additional time, disappointment and money.

It was not until I received specialized training in exit planning, after I had sold the company, that I realized the team had overspent millions in taxes. Ouch.

Exit planning is the orchestrating of each of these nine disciplines coordinated in one comprehensive report. That report defines all the options to determine the best fit for your goals and navigates a path out of the business. This combined information will give you the best overall result once the exit is complete—advice 5. Not Understanding Compromises and we as owners did not receive.

Benefits You probably are entering into the largest financial Each exit path has compromises in financial and stra- event of your life to harvest the wealth trapped in your tegic control. business. You want the best information to minimize the risk, make the correct decision, and understand ♦♦Sale: Lose job (probably) and control Continued on page 22

♦♦Recapitalization: Usually keep job but lose control ♦♦ESOP: Keep job and control ♦♦Management buyout: Lose job and control over time Understand this is a broad view and there are many exceptions, but you get the message. In our exit we learned more and more as we dug deeper in to our deals. An exit plan would have put the power of information into our hands up front.

6. Not Having an Exit Blueprint We did not have exit planners when I left my business. I got into the business after many requests for advice from my business owner friends. I did not become an exit planner until I went back to school for specialized training and certification.

So, as an exit planner, I am trained as a process consultant to move an owner’s goal into a matching path that meets the owner’s financial target; to replace the owner; and to protect his or her wealth with a comprehensive holistic result. I juggle the owner’s goal and scattered information to arrive with one document that fits the puzzle together and pilots the owner down a business exit path for a desired outcome.

In a separate execution phase, I also can quarterback and coordinate different disciplines and professional advisers, including attorneys, tax attorneys/accountants, accountants, estate planners, insurance advisers, financial planners, business consultants, and others in the production and execution of the exit plan.

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Trent Cotney ◆ FRSA Legal Counsel

Legal Dangers of Unlicensed Contracting in Florida Contractors that perform work outside the scope of their license, including businesses that are not properly qualified, are subject to §489.129, Florida Statutes. In summary, §489.129 states that contracts entered into by an unlicensed contractor shall be unenforceable in law or in equity and that the unlicensed contractor has no right to enforce the contract, or any lien or bond remedies for non-payment under the contact. In addition to a lack of any remedies, an unlicensed contractor cannot rely upon the common law doctrine known as the equal wrongdoer defense.

On January 24, 2013, the Florida Supreme Court released an opinion to settle conflicting law based upon §489.129 and unlicensed contracting.

See No. SC10-1892. The issue that was in dispute is known as in pari delicto, or the equal wrongdoers’ defense, and whether or not it will apply as a defense for an unlicensed contractor. The equal wrongdoer defense basically means that a plaintiff alleging damages participated in the wrongdoing so it may not recover for damages that resulted due to the wrongdoing. The cases in conflict that the Florida Supreme Court considered were Earth Trades, Inc. v. T&G Corp. from the Fifth District Court of Appeals and Austin Building Co. v. Rago, Ltd. from the Third District Court of Appeals.

Earth Trades, Inc. v. T&G Corp.

In Earth Trade, the general contractor, T&G, hired Earth Trade to perform site work but Earth Trade was not licensed for this type of work in the State of Florida, of which T&G apparently had knowledge.

42 So. 3d 929,930 (Fla. 5th DCA 2010).

Eventually a dispute arose between Earth Trade and T&G in which Earth Trade filed a law suit for breach of contract against T&G and T&G counter-sued Earth Trade and its surety for breach of contract. T&G cited the plain language of §489.129 to argue that Earth Trade was barred from enforcement of and all recovery under the contract. Earth Trade argued that 10

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The basic question at stake being, “Whose fault is it? The owner or contractor for hiring an unlicensed contractor, or the unlicensed contractor for not obtaining the proper licenses?” To answer this, the Court looked to two factors...

T&G knew they were not licensed to perform the work so they were equal wrongdoers and as such they participated in the wrong and could not recover damages for breach of contract. The trial court agreed with T&G and disagreed with Earth Trade in finding that the equal wrongdoer defense is unavailable to an unlicensed contractor, dismissed Earth Trade’s complaint under the statute and awarded damages in favor of T&G against Earth Trade and its surety. This decision was upheld by the Fifth District Court of Appeals based upon the “clear and unambiguous language of the (statute),” and that T&G’s knowledge of Earth Trade’s unlicensed status did not give Earth Trade a defense to T&G’s breach of contract claim.

Austin Building Co. v. Rago, Ltd. In Austin Building, Rago was a subcontractor that was terminated for defective work. 63 So. 3d 31 (Fla. 3d DCA 2011). Rago then brought suit against Austin Building, the general contractor who filed a counter-suit against Rago with each party asserting that the other was an unlicensed contractor and thus barred from any recovery under §489.129. As is the Earth Trade case, the trial court found that knowledge that a contractor is unlicensed does not give an equal wrongdoer defense to any claim that may be alleged. This decision, however, was reversed by the Third District Court of Appeals. The Third District found that because Austin Building knew that Rago was unlicensed when they contracted with them that the equal wrongdoer defense applies. This meant that Austin Building could not recover damages against any contractor that it knew was unlicensed when hired.

The Supreme Court heard Earth Trade to determine whether or not an unlicensed contractor who was hired by an owner or contractor with knowledge that the contractor is unlicensed can rely upon the equal wrongdoer defense. The basic question at stake being, “Whose fault is it?

The owner or contractor for hiring an unlicensed contractor, or the unlicensed contractor for not obtaining the proper licenses?” To answer this, the Court looked to two factors, the first being the common law doctrine of in pari delicto. This equal wrongdoer defense applies only when both parties are guilty of wrongdoing in equality and to the same wrong. If the wrong is not being licensed, then only the unlicensed contractor is guilty.

Secondly, the Court addressed the issue of unlicensed contracting. Under Florida Statutes “the fault of the person or entity engaging in

a Florida Supreme Court Certified Circuit Civil and Appellate Mediator, Qualified Florida Court-Appointed Arbitrator, General Counsel and a director of the Florida Roofing Sheet Metal and Air Conditioning Contractors Association (FRSA), a director of the West Coast Roofing Contractors Association (WCRCA) and a member of Associated Builders and Contractors (ABC) and Pinellas County Contractors Association (PCCA). For more information, contact the author at (813) 579-3278 –RFM– or tcotney@trentcotney.com. Follow Trent Cotney at www.trentcotney.blogspot.com, on YouTube at Author’s note: The information contained in this article FLConstructionLaw and on twitter @trentcotney. is for general educational information only. This information does not constitute legal advice, is not inAT THE tended to constitute legal advice, nor RCI SHOW WE WANT TO BE A PART OF YOUR TEAM. should it be relied upon as legal adIN ORLANDO, START TO FINISH. 03.16.13 - 03.17.13 vice for your specific factual pattern AT BOOTH # or situation. unlicensed contracting is not substantially equal to that of the party who merely hires a contractor with knowledge of the contractor’s unlicensed status.” No. SC10-1892, 14. In the wake of this ruling, any person or business that engages in unlicensed contracting is not only subject to severe penalties and lacks any remedies for a breached contract, but also as an unlicensed contractor cannot rely upon the fact that whoever hired them knew they were not licensed in the event they are sued.

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Trent Cotney is Florida Bar Certified in Construction Law,

CERTA Courses at FRSA Headquarters Jim Brauner from Roofing Equipment of Florida in Orlando led a CERTA training course at the FRSA building in Winter Park in February.

He will conduct the eight-hour seminar again Saturday, March 23 at the same location. For more information or to register, contact Janette at (800) 671-3772 ext. 100 or janette@floridaroof.com.

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11

The Code Must Go On

FRSA Volunteers Quietly Work to Make the 2013 Florida Building Code Shine

By John Hellein, ROOFING FLORIDA Editor You didn’t see them; they’re the “stagehands” behind the preserved and improved roofing sections of the 2013 Florida Building Code. They are the FRSA members of the Codes and Regulatory Compliance subcommittee who worked outside of the spotlight, comprehensively reviewing the 2010 code and developing 229 of the 260 Roofing TAC “code modification requests” (more than any other TAC and 28 percent of the total number of requests submitted across all construction industries).

Looking at the 2013 Florida Building Code draft posted at www.floridabuilding.org this month, you will notice a few tweaks and improvements in the roofing sections and greater consistency between the roofing portions of the Residential, Existing and Building sections of code.

However, it is not what has changed but what has been preserved from previous versions of code that consumed the lion’s share of FRSA volunteers’ and staff’s time and effort and that yields the greatest benefits to Florida roofing contractors and to the roofing industry in the State. The members of the Codes subcommittee: Bill Boyer, CPRC; Jim Carducci , CPRC; Billy Cone; George Ebersold; Burt Logan; Manny Oyola; Mike Silvers, CPRC; and Tonya Steele overcame the frustrations inherent in working with a large bureaucracy, and, with the support of FRSA staff, were able to successfully argue the case of Florida roofing contractors before the Roofing TAC and the Florida Building Commission. Assuming that something close to the current draft is finally adopted this August, here are a few specific benefits realized by their efforts.

Code Adminis tration Swimming Pool

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Metal Edge Securement on Low Slope Roofs The 2012 International Building Code (IBC), to which the roofing related sections of the 2013 Florida Code would have reverted without FRSA intercession, provides only a single method to meet wind uplift conditions for metal edges on low slope roofs: ANSI/SPRI ES-1. This method

lends itself to incredibly complicated calculations that could require the certification services of an engineer for every project. The 2013 Florida Building Code version retained from 2010, however, provides an alternative: the RAS-111 guidelines from the HVHZ portion of the code. This alternative allows for a prescriptive method for proper installation without the extraneous and potentially burdensome certifications required by IBC. Metal Gauge Consistency IBC references inconsistent minimum gauges of metal in various sections of its code. If the IBC version of the code had been adopted, roofing contractors would need to track these inconsistent standards to make sure that they were providing the specified metal gauge on each project, another unnecessary burden. The FRSA Codes subcommittee, on the other hand, reconciled minimum standards of metal into a single table and then referenced this table from all the roofing code sections. The result is a simplified and consistent standard that allows contractors (and distributors) to stock a uniform, code-compliant minimum gauge of metal for all projects (or customers).

The FRSA/TRI Roof Tile Manual Perhaps the single biggest example in which FRSA contribution benefits professional contractors – at least those involved with tile roof systems – compared to what would have been with an IBC-only version of the code is the FRSA/TRI Roof Tile Manual. If this manual had not been adopted by the Commission, it is hard to guess where we would be next year when the 2013 code goes into effect.

There would be no guarantee of installation method consistency between manufacturers. More importantly, while the generic specifications that comprise IBC tile roofing systems code may be perfectly well-suited for most of the country, they would leave Florida residents unprotected (in terms of both safety and in the long-term financial investment they made in their tile roof) from the State’s high winds and wind-driven rains. A specific example of the FRSA (229) superior strength of the codes Roofing (28%) stipulated in

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FBC Code Modification Requests Submitted (listed by TAC).

According to Florida Building Commission data, the roofing section submitted the highest number of requests (260). Ninety percent of those requests (229) were submitted by FRSA.

the Roof Tile Manual revolves around the fact that it is predicated on the ASCE 7-10 wind maps while IBC is still using outdated ASCE 7-05 maps and will not adopt the new maps until its 2015 code cycle.

These specific examples are just a few instances in which the roofing sections of the Florida Building Code provide better protection for its residents and more consistency for contractors, distributors and manufacturers. This consistency also lends itself to more uniform interpretations and provides greater clarity for all involved in the industry. This translates into greater efficiency and higher profitability in the industry.

The simple fact that the roofing portions of the Florida Building Code have been developed over the past decade

by Florida-based contractors, designers, builders and building officials means that the Florida Building Code comprises the best regulations for the State; one that is generally recognized as the strongest or one of the strongest building codes in the country.

...roofing contractors and the entire industry that will greatly benefit from the preserved and improved roofing portions of the 2013 Florida Building Code (as currently drafted) will never see the dedication of the FRSA volunteers

FRSA “Stagehands” Allow 2013 Roofing Code to Shine An article entitled “Best Seats in the House,” written by Peter Marks a few years back, explores the hard work and humility required to allow Broadway stars like Julie Andrews to shine in front of their audiences. Marks writes, “From the stage managers to the prop men to the women who waited for Andrews in the shadows of the scenery with her next costume and a bottle of throat spray, the exertions of a small army of theater people invisible to the paying customers out front were making… the show possible.”

And so it is for the roofing industry in Florida. For the most part, professional roofing contractors and the entire industry that stand to greatly benefit from preserved and improved roofing code will never see the dedication of the FRSA volunteers and staff who spent their time reviewing the 2010 Florida Building Code, developing modification requests and then arguing the merits of those requests before the Roofing TAC and the Commission. The State will have a superior code for at least another code cycle and roofing contractors will be able to work more efficiently and more profitably, largely unaware of the outstanding effort of these “building code stage hands.” Without these unseen heroes, what remained of the 2013 Florida Building Code would have left us with a scattered and sub par performance.

–RFM–

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13

Closing the Deal While our recovering economy has begun to see some improvements, we’re not there yet! The solution could, however, be as simple as changing our hat!

By Tim Viens, GulfCoast Supply & Manufacturing As I travel the state calling on roofing customers, I’m always struck with how difficult it becomes for many to make necessary change. It is, of course, never easy changing things that have seemed to work well forever, but with a less than stellar economic reality, we may want to revisit an age old, often forgotten principle: Sell now!

Most of my career has revolved around teaching salespeople to sell various building products, in-home.

In January of 2000 I left the manufacturer I was with, Norandex-Reynolds, and tried my hand at actually doing it myself when I went to work for a great metal roofer, Don Hickman of Hickman Metal Roofing in Gainesville.

Initially, I was hired to develop a window sales division, but Don made the mistake one day of giving me a roof lead. In six years with Don and Becky, I sold over 800 metal roofs. Later, I added to the total when I spent three years with Advanced Metal Roofing. It’s tempting to think of those times as “the good ole days,” but if we can remember to never forget what I teach as step five of the sales process, we just may keep those days in front of us.

It really wasn’t that long ago that many of us were extremely busy. Roofing salespeople have shared with me that it was so hectic for months on end that they felt like if they were called with just one more lead they’d scream.

I’m referring to the days when, for many contractors, a yellow page ad and a stack of yard signs kept the calls coming.

While we see improvement, we’re not back there yet. The solution could, however, be as simple as changing our hat!

Okay, Tim, now you’ve got my attention. How’s a wardrobe change going to make up for a shortage of leads?

I’m really glad you asked me that. By simply taking off the hat that says “estimator” and replacing it with the cap that says “salesman.”

We should all take advantage of the wonderful tools available to us. A wealth of knowledge is out there, contained in excellent books on sales technique and process.

I’ve always been a sponge and have read nearly everything I could get my hands on. Lately, I’ve been gleaning a great deal from the chats on LinkedIn. We can learn from everyone around us. Often, the best thing salespeople can learn is what not to do. So, with that in mind, I’m going to admonish you to be careful with how far you go with “collaborative sales.”

In this age of the educated consumer, we need to be cognizant that it’s important to develop a two-trip, or even three-trip, closing strategy. But, I will remind everyone of some simple facts. When you walk out of the home without the contract, your likelihood of closing sales nosedives. The odds of having both decision makers on trip-two nosedives, etc. While the principle behind 14

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a strategy of collaboration with the prospect is solid, in my opinion, we need to get back to asking for the order. It’s wonderful to relay the message “we’re in this together” – and we are – but consistently waiting for them to come to an epiphany that we were sent from heaven will have a diminishing return.

Remember, we’re not realtors; we may only have one Tim Viens opportunity to close the deal.

Sell Now So with that in mind, I’ll present my case. I mentioned earlier “step five” of the sales process. We can discuss seven, nine, or even eleven-step sales processes, but for the sake of this discussion, let’s assume we already have the lead and have set the appointment. To get to step five of a sales presentation, you must successfully get through the first four. I often tell young salespeople that in-home sales never really change. Nearly one hundred and fifty years ago, life insurance salesmen in Brooklyn, NY were using this same five-step process. Sell yourself, sell your company, sell your product, sell your price, and lastly, sell now. All of the steps, except step four, need to be kept in order. The primary goal is twofold, keep control of the process and build value with each step. Because each step, if done correctly, is a justification of the price, you could say you were “selling the price” with each step.

There are many points I would like to make as they relate to working your way to a close.

I’ve always believed we need to sell ourselves by making a real connection with the prospect.

Start by thanking them for the privilege of being in their home. Proceed to tell them your story, making it personal and concise. (It’s a great exercise to practice a sixty second personal story).

Then, transition to them. “By the way, where are you folks from originally?” Having a discussion about innocuous things like fishing, college football or the weather will never build the relationship like discussing their kids and yours.

One of the biggest mistakes many salespeople make is failing to sell the company. As much as the prospect may come to like you, ultimately, the decision will have

to include the “trust factor.” Reassuring the potential customer that the warranty in front of you is worth the paper it’s written on is huge only if it’s believable. That can only happen if you sell the folks you work for. They must be personalized and everything relayed about them should reflect your respect.

Next, make sure you’ve done some simple needs analysis. What’s important to them?

Are they interested in longevity, energy efficiency, or both? Remember to ask open-ended questions, not ones that are answered with a yes or no. In the end, most people will justify their decision using some rational thought, but will buy on emotion. So, the more you can get them talking about it, the easier it will be to convince them that you’ve met their needs. You’ll also be armed to overcome objections.

Obviously, in order for us to sell the features and benefits of any product, we need to know it, inside and out.

If we treat the product like a commodity and assume the prospect already knows everything about it, then plan on selling it cheap. My advice is to arm yourself with as much product knowledge as you can get. Use your distributor’s or manufacturer’s resources whenever you can find them.

Get involved with their hands-on-training and certification classes in the installation methods of their products; these will prove to be highly profitable for project managers and mechanics and equally beneficial for your salespeople. These types of training courses can be an invaluable way to gain the understanding and confidence you need to present the products during the sale. Make sure your samples are clean and up-to-date. Everything you bring into the home should reflect you and your company’s professionalism.

I think the absolute best advice I can give anyone in sales is to always remember the folks sitting at the table with you are just like you. They don’t want to be sold any more than you do, (I’ll come back to empathy) but remember what a wonderful advantage we have; we’re selling a product and service they actually need. Also, keep in mind that if you know your company will honor the promises you’ve made, you should have no reason to be tentative about where you’re going next.

Once, during a time that I was feeling apprehensive about making phone calls, I wrote on a poster with a Sharpie, “NEVER LET YOUR DESIRE FOR ACCEPTANCE INTERFERE WITH YOUR ABILITY TO MAKE A SALE.” Remember, we don’t owe them a free roof, just value.

When we’re effective with the first four steps we’ll deliver great value, but step five requires boldness.

Closing the Deal OK, it’s time to “close the deal.” When I was selling metal roofs in-home, I often used an energy efficiency close. I would run the numbers showing the projected savings over the life expectancy of the average roof and after summarizing, I would get out the contract and say “Bob, let’s go through this and make sure we get everything down that we discussed.” I made sure to let our folks know what

In the end, most people will justify their decision using some rational thought, but will buy on emotion.

I included: the new ridge vent, up to three sheets of plywood repair work, etc. After an appropriate pause, I would say, “Bob, Mary, I promise that we’ll do a great job for you.

Further, I will be here checking on your job every day. Can we get your roof started? • • • • • • • Those dots mean please say nothing.

Allow them to absorb that you are asking them to trust you with their business.

Alright, we all know it’s never that easy. So let’s say after the pause, Mary says “Tim, you did a great job explaining your system and it sounds like your company is trustworthy, but Bob and I never make a decision like this until we’ve had time to sleep on it. Besides, we have two more roofers coming out.” OK, you think, “It’s over. I’m not getting this one.” Don’t throw in the towel yet. This is a full circle close.

Remember when I mentioned empathy earlier? Here’s where it comes in. First, I lean back, smile and say, “You two are a lot like my wife and me. We just went through this when we had our back yard fenced in with a PVC fence. Bob, if you think you guys are deliberate buyers, you should have been there to deal with me.” (I’m not suggesting you make up a story here, use your last vehicle or something else you bought.) Now pause, lean back in, lower your voice and say, “You know, there was a reason I told you about the folks I work for and the kind of job our men will do. I know this can be a grueling process for any of us, but Bob, Mary, you could shop this thing endlessly and never find a better value than what I just laid out.” Pause briefly, “I promise we’ll do a wonderful roof for you... Can we get this started?” After what seems like an eternity (actually seven seconds), Bob slowly turns his head towards Mary and says “What do you think?” If you didn’t have the contract out before, eh, hello? Buying signal.

Each of us possess a unique style, personality and approach to the sales process, but I am persuaded that if we can follow the age old principle of “Sell Now” we will consistently find ourselves with the best possible opportunity to close the deal. Don’t forget; always ask them to trust you with their business. By the way, you’re looking sharp in that new hat.

–RFM– Tim Viens is a Senior Account Executive with GulfCoast Supply & Manufacturing (www.gulfcoastsupply.com), headquartered in Horseshoe Beach, FL. He is a seasoned sales professional and sales trainer. Tim’s focus is on training the roofer and his sales team, to be as comfortable and well versed selling metal roofing as they are with other roofing types.

www.floridaroof.com

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Remembering Brad Bowen Jr.

FRSA Past President Brad Bowen Jr.

Brad Bowen Jr., 90, of Lake Placid, Commander USNR (Ret) died early Tuesday morning January 29, 2013. Brad was born in Providence, R.I. July 16, 1922. He graduated from East Providence High School and Rhode Island State College. Brad moved to Florida in 1946 and had lived in Highlands County since 1960.

Brad served as FRSA President in 1986, served as an SIF trustee and on the FRSA Credit Union Board. He was past President and Founder of Bowen & Son Roofing Co, Inc, in Sebring and President of Age of Travel, a travel agency in Lake Placid.

Brad also served as President of the Highlands Heartland Chapter of the State Nurserymens Association, past President of the Highlands Shrine Club, past President of the Lake Placid Lions Club, a member of Lake Placid Elks Lodge 2661, the Lake Placid Noon Rotary, the VFW, Lake Placid Masonic Lodge and American Legion.

He is survived by his wife of 38 years, Dorothy (Dot) Bowen, of Lake Placid, his son, Brad Bowen III, CPRC, and his wife, Laura, of Sebring and Grandson, Brad Bowen IV, also of Sebring.

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Roofing Florida

March 2013

Tom Drake, CPRC, Shares an Anecdote About Brad Bowen Tom Drake notes that he and Brad stopped active involvement in their roofing businesses at about the same time. He shares this story about Brad...

“Brad was known as a rather loud voice during conversations. This meant that when he spoke, others got quiet and listened. They generally listened out of respect, not fear.

Well, there was an exception that I remember about 24 years ago on an FRSA Study Tour to Germany.”

“Stopping at a local winery, Brad had purchased several bottles of wine and stored them in the overhead luggage rack on the bus. When he awoke from his nap, he discovered that his inventory of wine had been significantly reduced. He stood up, at the front of the moving bus, and demanded to know who took his wine.

His voice rattled the bus so much that those of us in the back of the bus had difficulty hiding the empty bottles. That, was a memorable example of fear.”

FRSA Professional Certifications

Certified Professional Contractor Designations Promote Professionalism in the Industry

Since 1922, the Florida Roofing, Sheet Metal and Air Conditioning Contractors Association (FRSA) has steadfastly maintained its efforts to elevate the roofing, sheet metal and air conditioning industries. Through educational workshops and seminars; liaison with other associations and with local and state government; and an attitude of involvement that has always been an integral part of FRSA, the Association pursues stability and professionalism within the industry. The FRSA Voluntary Professional Certification Program is an outgrowth of that spirit of cooperation and involvement committed to: Developing Leadership – through voluntary certifications that promote professional development beyond state licensing requirements.

Promoting the Profession – through broadly recognized certifications whose recipients exemplify strong experience and commitment to excellence that set the standard for professionalism in their industry. ♦♦Certification recognizes the individual as a leader in their industry and is an exceptional qualification recognized by clients, employers, peers and the public. ♦♦Certification reassures clients that they are retaining highly qualified professionals for their projects. ♦♦Certification demonstrates a strong commitment to ethics and professionalism.

cp sc Certified Professional Sheet Metal Contractor

Qualifications and Benefits Applicants for FRSA Voluntary Professional Certification must have been active in the appropriate field of construction for five consecutive years prior to applying.

They must demonstrate their proficiency in their trade by furnishing references from architects, general contractors, owners, and state certified contractors in their field.

Additionally, they must meet qualifications in the areas of experience, financial responsibility, continuing education and industry service.

Successful applicants receive the title of Certified Professional Roofing Contractor (CPRC), Certified Professional Sheet Metal Contractor (CPSC) or Certified Professional Air Conditioning Contractor (CPAC). As a Certified Professional Contractor, recipients may use the title and symbol on letterhead, business cards and other printed material, provided the designation is used with the individual's name. Certification is for individuals only. The titles CPAC, CPRC, and CPSC may not be used to imply certification of the company or firm that the individual represents.

As a service to its Certified Professional Contractors, others in the industry and the public who may benefit from their assistance, FRSA maintains information on each of its Certified Professional Contractors. For questions or more information, contact FRSA at (800) 767-3772 or lisapate@floridaroof.com.

cp r c Certified Professional Roofing Contractor

cp ac

Certified Professional Air Conditioning Contractor

CPC Designations Preceded State Licensing for Roofing Contractors in the 1970s

FRSA originally developed the Certified Professional Contractor designation in the early 1970s, before the State of Florida had initiated a roofing contractor license. The qualifying exam was initially developed by former FRSA executive director C.C. “Doc” Dockery. Today, the certifications are tied to the state license exam and require a score of at least 85 percent to be eligible.

Morris Swope, CPRC, was one of four (out of six) to successfully complete the first examination. Today, his son, Keith Swope, CPRC, and his grandson, Brian Swope,

CPRC, are the first three-generation family to receive the certification.

“When we put together the CPRC,” Morris Swope said, “the idea was to promote professionalism, because we didn’t have any.” He said that prior to the certifications and the state licensing that followed it, contractors solely lived off of their reputation or by low prices. Different customers either sought a contractor with “ethics and integrity” (and were willing to pay a premium for it) or they were looking for the lowest price.

–RFM– www.floridaroof.com

17

What To Tell Employees About Facebook

By Raleigh F. “Sandy” Seay, Jr. Ph.D. of Seay Management Consultants

However, in order for the behavior to be “protected “Captain, the Klingon ship has changed course. It is heading toward us at warp speed.” concerted activity,” it must meet the following criteria – it must (1) concern wages, benefits and/or working To What Universe Is Social Networking conditions and (2) two or more employees must be Heading? involved. Thus, if an employee posts something to the (Someone might rightly refer to the following state- effect of, “My supervisor is a purple jackwagon,” and if ments as “a tremendous grasp of the obvious,” but other employees respond with their own postings, then here we go, nevertheless...) The proliferation of social the behavior has met both criteria and is, thus, “pronetworking and the social media is continuing to move tected concerted activity.” forward at warp speed, which is to say that it’s pushThe situation gets a bit more complex when it ing ahead so fast we can hardly keep up with it. News, comes to members of a private club, congregants at a messages, texts, emails, tweets – 140 characters, more church or synagogue, customers, clients, etc., in the or less – all instantaneous and mobile, and all with a following way. If a person posts a derogatory comgreat opportunity for good or ill, as Manti T’eo, and ment about, for example, a club member, and if that others, might tell us. Our society today is a digital socomment relates to wages, benefits and working condiciety and we know that the workplace mirrors society tions, then it is protected. An example might be, “Mr. – that is, what is going on in society will, ultimately, Blogcycle was rude to me when I was serving him at make its way into the workplace. Thus, our employees now come to work armed with “smart phones” that in- lunch today. Sometimes he can act like a real jerk.” clude voracious social networking capabilities, not the Other employees answer the post and agree that Mr. least of which is the ubiquitous Facebook. If employees Blogcycle is a real jerk. Then, as much as we don’t like use Facebook to talk about their own personal interests, that’s one thing – but if they use Facebook to talk about work related activities, all of a sudden we’re in an entirely different arena, because employees might post derogatory information about their employer, their work, their pay, their co-workers, their supervisor, their customers or, in the case of churches and synagogues and private clubs, their members. If they post in this way, what can we, as employers tell them and what restrictions can we require? The answer is – very little, and very few, owing to the National Labor Relations Board’s regulations on “concerted protected activity.”

Protected Concerted Activity on Facebook.

For the most part, according to the NLRB, employees have the right to engage in “protected concerted activity” which is where two or more employees are discussing their wages, benefits and working conditions. They have the right to engage in this activity and we, as employers, cannot prohibit it. An example would be where two or more employees discuss their pay rates with one another -- employees have this right and employers are not allowed to have a policy prohibiting it. They have this right at work, at the water cooler, on the job and . . . on Facebook. As strange and objectionable as it seems, this right even extends to offensive language about the employer or the supervisor, language my mother used to call “uncouth.”

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this sort of thing, and as much as Mr. Blogcycle might get upset, it is “protected concerted activity,” in this context, as it has to do with working conditions. On the other hand, if the comment does not relate to work, it is probably, but not assuredly, not protected. An example might be, “Did you see Mrs. Blitherington’s outfit today at the tennis court. She looked like she belonged in a circus!” Since this comment is unrelated to wages, benefits and working conditions, then it probably would not be “protected concerted activity,” as contemplated by the NLRB regulations.

Sandy’s Suggestions for Successful Solutions.

From an HR standpoint, our best recommendation is to leave the Facebook pages of employees alone as much as we can. We strongly recommend that supervisors not access the Facebook pages of their employees, not “friend” employees on Facebook (we know we’re in trouble when a noun becomes a verb), not comment about the Facebook pages of employees and not post on the Facebook pages of employees. This is TWTH (Trouble Waiting To Happen). We also don’t recommend an employment policy that instructs employees about proper posting on Facebook, as this moves us ever closer to the protected category. If absolutely necessary, a few words about caution and prudence might be all right, but in general terms, the less said about employees’ personal Facebook pages, the better.

In addition, we recommend that you exercise extreme caution when considering whether to discipline or reprimand an employee for a personal Facebook posting. We don’t say it can’t be done, but we do say that, if it is done, we have to be very, very careful.

We might come out ahead at the end of the day, but

sometimes we can spend a lot of money proving we were right. I am reliably informed that when someone asked Coach Bear Bryant if he walked on water, he replied, “Well, I won’t say that I do and I won’t say that I don’t. But if I do, I do it real early in the morning, when no one can see me.”

The question of the use of smart phones at work is another, similar issue. Some employers completely prohibit their use at work, while others allow restricted use. Without question, employees should not be allowed to use their smart phones to access any of the social networking sites at work, or to take pictures with their smart phone cameras, as this is TWTH. We trust this information is helpful to you on this evolving workplace issue. If you have a social networking situation occur at work, be sure to contact your Seay Management consultant, so we can work through the situation with you and provide you with the comfort and assurance that you’re handling it the right way. When it comes to employment matters like these, we most definitely do not want “to go where no man has gone before,” as Captain Kirk tells us, because that is TWTH. “Enterprise, out.”

–RFM– At Seay Management, our philosophy is that our employees are our most important assets and we will only be as good as our employees. Please call your Seay Management consultant if you have any questions about unions or their impact on your business.

We will be delighted to talk with you and help you achieve your HR objectives. You can find out more at www.seay.us or (407) 426-9484.

FRSA Educational Foundation Launches Online Courses The FRSA Educational Foundation is now offering online interactive classes that provide professional contractors the opportunity to gain continuing education (CE) credits on a flexible and convenient basis. For more information, visit www.floridaroof.com/education or scan the QR code to go directly to online course registration.

Courses currently available include: “Understanding OSHA” 1.0 (WPS) “Construction Contract Provisions” 1.0 (BSP) “OSHA Inspection & Citation Process” 1.0 (WPS) www.floridaroof.com

19

What is OSHA Looking for When They Visit Your Facility or Jobsite?

By David Ashman, Safety and Health Consultant

I am asked this question repeatedly: “What will OSHA look for if I get inspected?” Honestly, there’s no simple answer.

The hazards inside your facility or jobsite are as unique as you, your company and the product or service you provide.

A good starting point to determine where OSHA enforcement will focus its efforts when it comes to your location can be found online at OSHA.gov.

OSHA’s Top 10 most frequently cited standards in 2012 (October 1, 2011 through September 30, 2012): ♦♦Fall protection, construction (29 CFR 1926.501) ♦♦Hazard communication standard, general industry (29 CFR 1910.1200) ♦♦Scaffolding, general requirements, construction (29 CFR 1926.451) ♦♦Respiratory protection, general industry (29 CFR 1910.134) ♦♦Control of hazardous energy (lockout/tagout), general industry (29 CFR 1910.147) ♦♦Powered industrial trucks, general industry (29 CFR 1910.178) ♦♦Ladders, construction (29 CFR 1926.1053) ♦♦Electrical, wiring methods, components and equipment, general industry (29 CFR 1910.305) ♦♦Machines, general requirements, general industry (29 CFR 1910.212) ♦♦Electrical systems design, general requirements, general industry (29 CFR 1910.303) As you can see from the list, there is a good mix of citations related to construction, general industry and standards that apply to both, such as Hazard Communication and powered industrial trucks.

Now compare the above hazards to those frequently identified by our USF SafetyFlorida consultants and it is quite obvious which hazards are the most commonly seen at a jobsite or facility.

Hazards identified by USF SafetyFlorida Consultants 2009-2012 ♦♦Electrical, wiring methods, components equipment ♦♦Electrical systems design, general requirements ♦♦Hazard communication standard ♦♦Respiratory protection ♦♦Control of hazardous energy (lockout/tagout) ♦♦Portable fire extinguishers ♦♦Personal protective equipment ♦♦Machines, general requirements ♦♦Occupational noise exposure ♦♦Powered industrial trucks 20

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Whether your company falls under general industry, construction or both, it would be best to focus on those areas that have been noted in both lists.

Thinking Like a Compliance Officer From my experience in speaking with employers whose businesses have been inspected, most compliance officers will take the path of least resistance. If an officer is noting obvious hazards throughout the facility/worksite, there is a good chance that is where they will focus their inspection. For example, if many unlabeled or incorrectly labeled containers are found, more than likely the inspector will focus on your hazard communication program and training.

Therefore, some of the first steps you can take in an effort to eliminate hazards within the workplace are training and inspections. However, before effective inspections can be performed, you must first gain the knowledge of hazard recognition. This can be acquired through training that can be provided by our consultants or the USF OSHA Training Institute Education Center (http://usfoticenter.org/).

Inspection should be performed on a regularly scheduled basis. How often really depends on the work being performed and the environment. If you are a small manufacturer, monthly would be acceptable; however, a construction site should be inspected daily since the work environment is in a constant state of change. If possible, inspections should be performed by more than one individual, in an effort to eliminate complacency or “pencil whipping” the forms. Fresh eyes normally notice items that are being taken for granted on a daily basis.

Navigating Standards Another common question I am asked by many employers is “How do I know which standards apply to me?” Some standards are easier to pinpoint than others. For example, if you use forklifts and chemicals at your location, then the powered industrial trucks and hazard communication standards will apply to your establishment. However, as the employer, you must know what is associated with each standard, which could include a written program, training, etc.

For other standards it can be much more complicated in and not just determining if the standard applies, but which parts of the standard. Your best bet in determining which standard, training and/or written programs apply would be to schedule a free consultation with one of our USF SafetyFlorida Consultants. Not only will our consultants assist you with understanding and interpreting the standards, they can also help you in identifying hazards in your workplace, reviewing your injuries for trends, developing a safety culture and possibly assist you in lowering your workers’ compensation cost.

–RFM–

Roofing Contractor Resource Network, continued from page 6

Your First Trade Show You are looking forward to the FRSA Convention and Trade Show in July but you have not had the opportunity to make contacts yet. You are hoping to hook up with someone who could help you make the most of your precious time.

Buying New Equipment You have made a decision that to move forward with your business that you need to invest in some expensive equipment. You have talked to several of the manufacturers, researched information online but still are not completely

Branching Out Your company is growing strong and you want to diversify to offer new types of roofing systems or new products and services. Maybe you have done well with tile but would like to expand into metal roofing systems. The training seminar you took gave you some good information but getting up on the roof with someone who has been installing metal roofs for the last ten years sure would help; and what about bidding? You need to speak with someone who has been successful with metal, someone outside your market so that when they share with you what they know about metal, they won’t be concerned that you will be tomorrow’s competition.

comfortable. At the end of the day, you would feel much Stepping Up Your business is growing and you think that you are ready better if you could speak to another contractor who is to take it the next level. You need to talk to someone who making money with the equipment. has been there.

If any of these situations sound familiar, or you find Turning Things Around yourself in a situation where you need more than just a Your business was going well but you have been strug- phone call to more thoroughly learn an aspect of the progling lately. The business experts that you have spoken fessional contractor business, the Roofing Contractor to have general knowledge but don’t have a clue about Resource Network may be just what you need to become more profitable in your business. This FRSA mentoring specific ways to improving your roofing business. You are program is built upon FRSA members who have exhoping to find someone in the business that you can trust pressed willingness to promote the Florida professional roofing industry with their time and expertise. and discuss ideas about how to turn things around.

www.floridaroof.com

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Getting Started To participate in the FRSA mentoring program, contact Lisa Pate, CEM, at (800) 767-3772 ext. 157 or lisapate@floridaroof.com. There will be some paperwork to complete. After determining possible mentor candidates for your situation, you will have the opportunity to contact them. Here are some guidelines for getting the most out of the Roofing Contractor Resource Network.

1. Contact the potential mentor and explain what you need. You will both likely have questions for each other. These questions should be designed to help you both figure out whether there is a real opportunity for the mentor and protege to work together.

2. Be courteous and aware of the mentor’s time.

Remember that the mentor is not being paid as a consultant but has freely offered to help another member in the interest of strengthening FRSA and the industry.

3. If a potential mentor is unable to work with you, do not become upset. Only he can determine if the time is available and if, in their opinion, it would be well spent. If there is another mentor available, try him.

4. When you connect with a mentor, try to travel to him and spend face-to-face time. Make sure that you are prepared. For instance, if you are looking for financial guidance, bring whatever financial documents you might need. If you are going to spend the day on the roof with a crew, bring your tools.

Try to discuss ahead of time what you are hoping to get out of working with the mentor so that he can be prepared to make the most of the time you have.

5. Be sure to set boundaries for the time you spend together and be careful not to take advantage of the mentor by staying to long.

–RFM–

Exit Strategy, continued from page 9

your financial and strategic control issues to replace your income. This process protects your hard-earned wealth and legacy.

Do you have a blueprint or understand your risk?

We did not. We were lucky enough to exit our business, but a better plan would have saved us a lot of time and a bundle in taxes.

–RFM–

roofing company, the transfer to the company’s third succession team and his training. The information is not intended to be legal, accounting, insurance or tax advice. Please contact your business advisers for this advice. Beacon is a process consultant that provides written plans and support programs to private owners for succession and exiting their businesses. For more information, visit www.beaconexitplanning.com.

Kevin will be leading a one day FRSA workKevin Kennedy is President of Beacon Exit Planning, shop on exit planning on April 24 at our LLC. The content of this article is based on his person- headquarters in Winter Park. Contact FRSA al experience of successfully exiting his 63-year-old for more information.

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