From Roofer to Recognized Brand: Building Green Ladder Roofing in California
Guest: David Reyes, Green Ladder Roofing
Host: Jim Ahlin, Roofing Success Podcast
Listen to the Episode: https://roofingsuccesspodcast.com/podcast/california-roofing-why-its-harder-than-you-think-246
🤖 Have a question? Ask this customized ChatGPT for the answer! Specifically designed for this episode, it’s here to help! https://roofingpod.com/chatgpt-246
Branding First: How David Reyes Built a Roofing Business with Grassroots Momentum
In just three years, David Reyes has taken Green Ladder Roofing from a startup to one of Pasadena’s top-rated roofing companies. His journey is anything but typical. A second-generation roofer with a political science degree and a background in government, David turned an unexpected path into a thriving business by embracing modern branding, local partnerships, and digital marketing from the ground up.
“If you’re not Googleable, you’re not even in the game.” — David Reyes
David’s philosophy: before you can scale with ads or go big with commercial projects, you need to build trust, visibility, and a strong local reputation. His story offers a masterclass in how to win in competitive markets like Southern California by starting small—and smart.
From Political Science to Roofing: A Different Kind of Education
David didn’t set out to be a roofing contractor. After studying political science and working in local government, he found his way back to the roofing industry—this time with a fresh perspective and a hunger to grow a brand that stands out.
Early in his journey, he leaned into the “business side” of roofing by consuming podcasts, attending expos, and studying successful companies. The key? Curiosity and consistent action, especially during the early grind when branding and systems weren’t yet built.
Grassroots Branding That Converts
Unlike storm-heavy regions, Southern California’s roofing market is driven by visibility and trust—not volume. David made it his mission to become locally known in Pasadena through:
- Joining the Chamber of Commerce
- Partnering with local contractors and service providers
- Volunteering and participating in community events
- Prioritizing online reviews and local SEO
“Branding was free in the beginning. It was just talking to people—telling our story.”
Over time, these grassroots efforts turned into a 65% referral-based business, creating a solid foundation to layer in paid advertising and expand online visibility.
Digital Visibility: Why “Found Online” Means “In Business”
David emphasized the importance of showing up where customers are searching—Google, Instagram, and review platforms. His approach:
- Posting daily to Google Business Profile
- Leveraging SEO updates and local photos
- Making reviews easy with direct links and follow-ups
- Sending thank-you gifts to past customers—even if they didn’t leave a review
By removing friction, they grew to 200+ reviews rapidly, using those testimonials as sales tools during homeowner conversations.
“We shifted the conversation from ‘Do I trust you?’ to ‘Can I afford you?’—because our reviews already did the convincing.”
Measuring What Matters: From Gut Feelings to KPIs
Early on, David relied on instinct. But as the business grew, he realized that feelings aren’t facts—and began measuring everything:
- Calls answered within two rings
- Lead-to-inspection booking rate
- Inspection-to-proposal turnaround time (goal: 48 hours)
- Close rates and follow-ups
With tools like SumoQuote and CRMs, his team improved their speed and responsiveness, reducing missed opportunities and increasing conversions.
Sales Mindset: Informative, Not Pushy
David used to think, “I’m not a salesperson—I’m just a roofer.” But he realized that explaining the work in detail built trust—and closing the deal still required asking for it.
“If you’re not asking for the close, you’re not selling—you’re just talking.”
Sales, for him, became a mix of brand storytelling, responsiveness, and honesty. And by reviewing his own “game tape,” he learned how to improve his close rates and team training.
Smart Scaling: Why He Didn’t Jump Straight into Commercial
Despite having a background in commercial roofing, David intentionally started with residential work to build cash flow, minimize liability, and streamline operations. He recognized that commercial requires:
- Higher liability coverage
- Longer payment terms
- Specialized crews and equipment
Instead of overextending, he earned his stripes and slowly began shifting toward commercial—building infrastructure along the way.
Lessons from Subcontracting: The Opportunity Cost of Staying Hidden
In his first year, David did $2.8M—mostly through subcontracting. But he learned a hard lesson: high revenue doesn’t always mean high profit. As a sub, you give up:
- Branding exposure (can’t use wrapped trucks or promote your company)
- Supplier relationships (materials often purchased by the GC)
- Long-term growth (you’re invisible to the homeowner)
“We realized we were trading our brand for a quick buck—and it wasn’t worth it.”
Social Media & Collaboration: Branding in the Attention Economy
David leaned into social media to increase visibility. His strategy:
- Use hooks and stories to grab attention
- Keep content simple and relatable
- Share genuine experiences—not jargon
- Prioritize Instagram for local engagement and brand-building
- Use TikTok and YouTube for reach, and LinkedIn for future commercial relationships
“Collaboration is the new currency—use other people’s traffic instead of just paying Facebook and Google.”
FAQs: Roofing Business Takeaways from This Episode
Topic: Branding
Q: How do I brand my roofing business locally without spending a lot on ads?
A: Start grassroots: join your local Chamber of Commerce, partner with related businesses, and participate in community events. Focus on visibility, trust, and being “Googleable.”
Topic: Marketing
Q: What platforms should I prioritize for roofing business marketing?
A: Focus on Google Business Profile, Instagram, and review platforms first. These build local trust. Then expand to TikTok, YouTube, and LinkedIn as your brand matures.
Topic: Sales
Q: How can I close more roofing jobs without being pushy?
A: Be educational and genuine—but remember to ask for the close. Homeowners trust detailed, transparent information, but they also need a confident nudge to move forward.
Topic: Operations-Management
Q: What key metrics should I track as a roofing business owner?
A: Track call response time, lead-to-inspection ratio, inspection-to-proposal speed (aim for 48 hours), and close rates. These KPIs help identify leaks in your sales funnel.
Topic: Customer-Service
Q: How do reviews help roofing companies grow?
A: Reviews build instant trust. When you have 100+ five-star reviews, it shifts conversations from “Can I trust you?” to “Can I afford you?” They’re your best sales reps.
Topic: Growth-Expansion
Q: When should I move from residential to commercial roofing?
A: Only when your systems, cash flow, and team are ready. Commercial work requires different tools, insurance, and payment timelines—don’t rush it.
Topic: Finance-Accounting
Q: Is subcontracting a good way to grow a roofing company?
A: It can provide short-term cash flow, but limits branding and profit. Long-term growth requires building your own identity and customer base.
Topic: Education-Training
Q: What’s the best way to learn digital marketing as a roofer?
A: Start with podcasts and YouTube, then hire or consult with experts. Learn enough to ask good questions—even if you don’t do the work yourself.
Topic: Technology-Innovation
Q: What tools help with faster proposals in roofing?
A: Tools like SumoQuote and JobNimbus streamline estimating. Pre-load templates and material pricing to send proposals within 48 hours—or faster.
Topic: Niche Services
Q: Is it better to serve one local area or go wide in a big metro?
A: Local focus wins. Avoid LA traffic by staying close—more inspections, better efficiency, and stronger local brand equity.
Topic: Marketing
Q: How do I make my social media content more effective?
A: Use a compelling hook, tell a true story, and keep it simple. Surface-level content performs better—then offer deeper insights via DMs or links.
Follow the Roofing Success Podcast for more episodes like this, and check out Green Ladder Roofing to see how David Reyes is building a standout brand through smart strategy, community connection, and digital presence in one of the country’s most competitive markets.
