Author: Dan Stout | October 31, 2024

When you receive a request for a residential roofing estimate, 9 times out of 10, the homeowner is really asking, "Do we actually need to replace this roof, or can we get away with a repair?"

It's totally reasonable that homeowners would rather make a minor repair instead of paying the cost of re-roofing their home. Your job is to assess the roof and present them with the most objective choice possible. That means letting them know when a repair will work, and when it's time for a full re-roof.

To do that, you'll need to analyze both the condition of the roof and the homeowner's situation, then deliver an estimate that's supported by facts.

Learn About the Homeowner's Situation

It's always worth asking a few questions about the homeowner's situation and what their expectations are. Their answers may tell you what kind of job this is even before setting foot on the property.

For example, the homeowner may be in the process of selling the home and have agreed to conduct a roof repair. They won't benefit from a full re-roof, so there's no point in trying to sell them on the concept. Another homeowner may be facing a tight budget and simply not have the funds for a full re-roof right now; they may be a good candidate for short-term repair and a scheduled follow-up. But a third homeowner may have no issue with funds and would prefer to re-roof now, on their schedule, even if it's not strictly needed.

In addition to their needs and desires, the homeowner's situation may be complicated by the bylaws covering their home. Some municipalities have regulations governing how much of a roof can be repaired before a permit is required. A historic district may require the use of specific materials, such as slate or clay tiles, to match the historic profile of the neighborhood. All of these factors can influence your recommendation of repair or re-roofing.

Observe the Property

While more and more contractors are giving estimates based on images such as Google Maps, there's really no substitute for actually showing up and putting boots on the roof.

This is where your training and experience will come into play. Check the condition of the roof and flashing, paying special attention to any areas where moisture may have penetrated the roof structure. Be sure to take a picture of any damage, along with any signs of past repair.

Repairing, Re-roofing or Roof Over?

Having inspected the property and spoken with the customer, you're ready to determine whether it's best to repair or replace the roof. But depending on the roof and the laws where you're working, there may be a third option: a roof over.

Roof overs lay new roof material directly on top of an existing roof. The situation needs to be exactly right, in terms of both the condition of the existing roof and local regulations. But if it all aligns, then the cost of the new roof can be much lower. The customer won't pay nearly as much for prep, and you can greatly reduce haul-off and disposal costs. (Though you'll still have to dispose of the waste from the installation.)

How to Deliver the News

When it's time to deliver the options and your recommendation, support your estimates with proof of the current problem and a concrete way to repair/re-roof. The easiest way to do this is to provide photos of problem areas and offer to show samples of the new roofing material.

Photos clearly demonstrate the condition of the roof. After all, the majority of homeowners will never set foot on the roof themselves, and tend to forget it even exists until there's a problem.

Providing samples, like clay tiles or dimensional shingles, can help homeowners understand what a dramatic improvement an upgrade will make. Make your life easier by reaching out to a Beacon supplier to help stock a handful of samples in your vehicle when making sales calls.

Don't Be Pressured

Sooner or later, you'll encounter a customer who'll ask for a repair even when the building clearly needs a new roof. Never let a customer's desire to save money outweigh your obligation to provide quality materials and labor. Sometimes a customer simply can't afford the proper solution, and it can be tempting to find a way to help them out. But if you slap a bandage on a serious issue, you're signing yourself up for a long-term headache.

Give the customer options, but don't compromise your integrity just to make them happy. Remember, it's your reputation (and possibly your license) that's on the line with every job.