Most roofing contractors don’t have a roofing problem.
They have a leadership capacity problem.
In this episode, Greg Hayne and Jim Ahlin break down what it really takes to move from reactive firefighting to proactive growth — and why the biggest obstacle to your company’s expansion is often sitting in your own chair.
If you’re a residential roofing contractor who feels stuck, overwhelmed, or plateaued, this conversation is a wake-up call.
Reactive vs. Proactive: The Mindset Shift
Most contractors start their day reactively. Emails dictate priorities. Problems control the schedule. Urgency feels constant.
But reactive leadership keeps you small.
Greg makes it clear:
“The number one obstacle to the growth of an organization is always the boss.”
Growth starts with a decision. You have to choose to expand your leadership — not just your production capacity.
Proactive growth means acting before problems explode, addressing issues faster, and intentionally developing yourself instead of waiting for circumstances to force change.
The Bowl Analogy: Increase Capacity, Not Just Output
Imagine every responsibility in your business as a bean being dropped into a bowl. Sales. HR. Customer issues. Cash flow. Production.
Eventually, the bowl fills up and the beans spill over. That’s overwhelm.
Most contractors try to manage the beans.
High-level contractors increase the size of the bowl.
The difference between a $2 million roofer and a $20 million roofer isn’t roofing knowledge. It’s leadership capacity.
If you want more revenue, you must grow your ability to handle complexity without breaking.
Trust Your Gut and Act Faster
How long have you known that a certain employee isn’t the right fit?
Most owners admit they’ve known for months — sometimes years.
Many use KPIs to delay decisions they already know they need to make. Metrics matter, but they shouldn’t be a crutch.
“You don’t need KPIs to prove what you already know.”
Proactive leaders shorten the gap between awareness and action.
The faster you address issues, the faster your company stabilizes.
Play to Your Strengths
One contractor nearly went out of business at $4 million in revenue. The advice he received was simple: get out of the office and sell.
Sales was his strength. Administration wasn’t.
Within a few years, his company grew dramatically because he aligned his role with what he naturally did best.
Too many roofing owners operate from ego instead of alignment. They try to be great at everything.
You don’t need to be the best roofer, estimator, bookkeeper, and operations manager.
You need to know where you’re strongest and build around it.
Communication Urgency Wins
Communication came up repeatedly in this discussion.
The best contractors respond quickly — even if the answer is “I don’t know yet.”
If you have time to read the email, you have time to reply.
Great communication:
- Sets expectations upfront
- Addresses common concerns before they’re asked
- Moves faster than the rumor mill
Poor communication at the top creates poor communication throughout the company.
Culture follows leadership.
Profit Protects You in Tough Markets
Margins have tightened in many markets. More competition. More bidders. More uncertainty.
Stronger contractors — those running higher EBITDA — can weather those cycles.
They’re not forced to take bad jobs just to survive. They choose their work instead of chasing it.
Profit isn’t greed. It’s protection.
And high profitability starts with disciplined leadership, not lucky markets.
Entrepreneurship Is Lonely — Unless You Build Community
The most successful contractors in peer groups aren’t always the smartest.
They’re the most willing to say:
“I don’t know.”
That humility creates growth.
Entrepreneurship can feel isolating. Surrounding yourself with other owners who understand the pressures accelerates learning and reduces costly mistakes.
Final Reflection
If you want proactive growth in your roofing business:
- Grow your leadership capacity
- Act faster on what you already know
- Play to your strengths
- Communicate with urgency
- Invest in yourself
Your business will not outgrow you.
If you want a bigger company, become a bigger leader.
