The Game Has Changed

Starting a roofing company today looks very different than it did even five years ago. The competition is tougher. Marketing is more expensive. And homeowners are more informed than ever. But here’s the good news: the opportunity is still massive if you approach it the right way.

In Dmitry’s latest video, he shares 11 steps to building a profitable roofing business in 2026. Watch above, or get the quick summary below:  

1. Hire an Assistant First (Yes, Really)

Most new owners think their first hire should be a salesperson or installer. Dmitry disagrees. Your first hire should be someone who answers the phone. Why? Because speed to lead is everything. If you miss a call, you just lost a job.

2. Start a YouTube Channel Immediately

Marketing is expensive. Attention is not. Instead of spending $10,000/month on Google Ads, invest a fraction of that into content and win long-term. Most markets still don’t have strong roofing content creators. That’s your opportunity.

3. Build a Memorable Brand (Not Another “XYZ Roofing”)

If your company name sounds like everyone else, you’ve already lost. You want a unique name, bold colors, and a story behind your brand. Something people remember 5 years later. If customers don’t remember your name, you won’t get referrals, no matter how good your work was.

4. Hire for Revenue First

In the early years, overhead will kill you if you’re not careful. Every hire should either generate revenue or support revenue directly. That includes sales reps, marketing help, and installers. Avoid stacking admin roles too early. Once you hit $2M–$4M, then you can build backend support.

5. Be Obsessed with Reviews

Reviews are your digital reputation, and in today’s world, you’re only as big as you are online. Your goal early on: get to 20 reviews fast. Then keep pushing to 100+.  Reviews build trust, increase conversion rates, and attract better customers. A new company with 100+ strong reviews will outperform a 10-year-old company with none.

6. Own Your Customer Data

Never rely on one platform for leads. That means no over-dependence on Angi, HomeAdvisor, or Google. Build your own marketing assets. Focus on email lists, text lists, customer databases, and neighborhood presence.  Remember that platforms change. Your data is forever.

7. Sell Maintenance (Recurring Revenue Wins)

Most roofers only chase big jobs. That’s a mistake. Consider offering roof inspections, gutter cleaning, attic insulation, and maintenance packages. Smaller, repeat jobs will generate consistent income, build relationships, and lead to more reviews. More reviews = future big jobs.

8. Dominate One Area First

Don’t try to cover an entire city right away. Pick one high-income zip code or dense population area, then dominate it. Look for places with higher than average median income and enough population to sustain growth. Sometimes, that even means relocating your business.

9. Track Your Numbers Like a Hawk

If you don’t know your numbers, you don’t have a business; you have a gamble. Track your cost per lead, close rate, average ticket, and profit per job. This helps you answer critical questions:

  • What services are most profitable?
  • What should I stop offering?
  • Where should I focus?

10. Specialize to Stand Out

Generalists blend in. Specialists win. Pick a service offering with high margins that is underserved in your market. Examples:

  • Skylights
  • Solar tubes
  • Attic upgrades
  • Roof accessories

When people search for that service, you become the obvious choice.

11. Build Trust Before You Sell

Your first year is not about “closing deals.” It’s about earning trust. You don’t have brand recognition or social proof to lean on. So take care to educate your customers, be transparent, and give options. Don’t fake experience. Don’t oversell. Sell yourself, your service honesty.

Want Help in Your First Year?

If you’re just getting started and want step-by-step guidance, check out Roofing School.

We’re uploading new content every week specifically for startup owners and first-year challenges.

Visit Roofing-School.com.