Guest: Kody Landals of Reimagine Roofing
Host: Jim Ahlin, Roofing Success Podcast
Listen to the Episode: https://roofingsuccesspodcast.com/podcast/sales-team-closes-roofs-in-8-states-from-one-office-ep-261/
🔗 https://www.reimagineroofing.com/https://www.reimagineroofing.com/
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Reimagining roofing sales in 2025 doesn’t require boots on roofs. Kody Landals, founder of Reimagine Roofing, proved it’s possible to scale a roofing company into eight states without ever stepping foot on a ladder. In this episode, Kody shares how he built and sold one of the most innovative roofing companies in the country by leveraging virtual sales, centralized lead generation, and a consultative sales model built on trust and efficiency.
Virtual Sales, Real Results
Kody’s vision for Reimagine Roofing was born from frustration with delays and disorganization in the solar industry. He saw an opportunity to streamline the roofing process—cutting out inefficiencies and empowering homeowners with faster, tech-enabled experiences.
“Not everyone wants someone at their kitchen table—or their barking Great Dane climbing all over a salesperson.” — Kody Landals
This customer-first, virtual-only model resonated with busy homeowners, investors, and Airbnb hosts across the country. Reimagine Roofing’s sales reps, based in Arizona, were closing roofs in New Jersey, Texas, and beyond—all without leaving the office. The result? A scalable, consistent sales process that helped land an acquisition by Elite Construction Solutions.
From Acquisition to Acceleration
For Kody, a successful exit wasn’t just about a big payout. He wanted the right partner—one who would invest in his vision and allow him to keep building. He found that partner in Elite Construction Solutions.
“I’m a salesperson at heart. I wanted to bet on myself, not just get a check and walk away.” — Kody Landals
His advice for business owners considering acquisition? Define your ideal outcome early. Whether it’s autonomy, team retention, or a growth ramp, you’ll negotiate better—and be happier—if you know your “why.”
Rising Costs and Shrinking Consumer Confidence
2025 is bringing economic headwinds for the roofing industry, especially on the retail side. Kody and his team noticed a rapid shift in homeowner sentiment—people were suddenly hesitant, citing stock market losses or holding off on major spending.
“We went from never hearing objections to hearing them six or seven times in one week.” — Kody Landals
To stay competitive, Reimagine Roofing doubled down on urgency, education, and clarity. Helping homeowners make decisions (not just pushing sales) became their new north star.
Sales Team Training: Getting Comfortable with Discomfort
Training for tough conversations is a priority at Reimagine Roofing. Kody’s secret? Relentless role-play. Instead of rehearsing entire sales presentations, his team focuses on high-tension moments—like asking for the sale or addressing objections.
They also use AI tools and self-assessment processes to review calls, allowing reps to pitch live in-office and get targeted feedback on their performance.
“You can’t fake confidence. If you’re scared to ask for the sale, the homeowner will smell it a mile away.” — Kody Landals
The Truth About Today’s Leads
Kody attended LeadsCon and shared a critical takeaway: homeowners aren’t necessarily disappearing—they’re just submitting more quote requests and taking longer to decide. This stretches the sales cycle and demands sharper follow-up.
“They’re still out there, but now they’re getting five quotes instead of three. And that makes your old lead feel like a tire kicker.” — Kody Landals
The fix? Fast response times, dialed-in processes, and messaging that speaks to emotional urgency—like the real cost of waiting to fix a roof.
Authenticity Over Everything
Kody’s final advice to roofing companies navigating this tightening market: be who you are, and be excellent at it.
“Don’t be Bob’s Roofing trying to act like a national chain. And don’t be a PE-backed giant trying to act like the little guy. Customers can smell a fake.” — Kody Landals
Whether you’re a local contractor or a multi-state operator, your competitive edge is in clarity and authenticity.
Final Takeaway
In a market where urgency fades fast and skepticism runs high, roofing companies must evolve. It’s no longer enough to be fast or flashy. You must be strategic, consultative, and relentlessly authentic. Kody Landals didn’t just build a sales team—he reimagined what’s possible in roofing.
🔧 Roofing Success FAQ
Topic: Digital Marketing for Tour Operators
Q: How can a virtual-first sales model work for roofing companies?
A: By using tools like Zoom, digital inspection reports, and call recording software, teams can deliver a seamless homeowner experience without ever visiting the property. It’s especially effective for tech-savvy or remote customers.
Topic: Tour Operator Website Design
Q: What’s the first step in transitioning to virtual sales?
A: Start with a clear, repeatable sales presentation and training your reps via role-play. Then, invest in CRM, call coaching, and scheduling tools that help streamline and centralize your workflow.
Topic: SEO for Tour Operators
Q: Does going virtual limit lead quality?
A: Not necessarily. Kody found that while lead volume dropped, conversions remained strong because their intake process was fine-tuned and intentional—designed to meet the buyer where they were mentally and emotionally.
Topic: Booking Software
Q: How does a centralized sales process support scalability?
A: Centralization ensures consistency. With recorded calls and templated pitches, Kody’s team could manage sales across eight states while maintaining control over quality and messaging.
Topic: Tourism Social Media
Q: Should I still offer in-home sales if I go virtual?
A: That depends on your market. Kody recommends flexibility—some customers still want in-person service, so having a hybrid model can help capture both sides of the market.
Topic: Marketing Tours
Q: How can I motivate hesitant buyers?
A: Educate them. Help homeowners understand that waiting often adds cost due to inflation, further damage, or rising interest rates. Use photo reports and video walkthroughs to increase urgency.
Topic: Tour Operator Booking
Q: What’s one common sales mistake to avoid right now?
A: Failing to acknowledge the buyer’s fear or financial hesitation. Salespeople must engage with honesty, not avoidance—especially when the market is uncertain.
Topic: Tourism SEO Services
Q: How can I ensure my sales reps follow the process?
A: Implement structured call reviews, AI analysis, and pitch sessions. At Reimagine Roofing, reps submit both their best and worst calls for feedback, helping the team continuously improve.
Topic: Beginners Guide to Local SEO
Q: How can smaller companies compete with national brands?
A: By leaning into what makes them unique—local relationships, pricing flexibility, and authenticity. Kody emphasizes being the “best version of yourself,” not copying the big guys.
Topic: Tour Operator Website Design
Q: How do I turn more leads into booked jobs?
A: Speed is critical. Call fast, educate well, and present a clear next step. Every hour that passes lowers urgency—and makes room for competitors.
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