How This Roofing Rookie Closed $2M With a 3-Option Pitch — Seth Mast, Mast Roofing
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On a roof at 17 in 90-degree heat. Eight years later — Crown Champion at his family's Pennsylvania roofing company with $2 million in personal sales his first full year. Mostly replacements. Plus a few full-house exterior packages topping $100K.
Mast Roofing & Construction in Oley, PA has been around 30 years — Seth's dad started it. Seth grew up putting together sales folders in the family barn, mowed the property when his dad finally built a real building, and went full-time on a roof crew at 18. A year of installs. A year as a repair tech under Mast's top performer. And almost by accident, he slid into a sales seat when another rep wouldn't run a townhome. Eight months later — Crown Champion. By twelve months — $2M sold.
In this conversation, you'll discover:
- The 3-option close he learned in CertainPath's Service Essentials class — and why it ends every pitch
- Why he never pre-judges a trailer (or a mansion) — and what to look at instead
- The "30 minutes on the pictures" inspection that doubles as authority-building
- The mold-decking story he uses to pre-empt the attic objection before he ever walks upstairs
- The single line — "if you had this shingle on here, I would probably not be sitting right now" — that handles cheap-shingle objections in one sentence
- His first-question close: "They've already decided. It's just when and who."
- Why his close ratio jumped 10% the first time he went to a CertainPath training
Whether you're a roofing rep trying to break your first $1M, a sales manager building a training program, or an owner trying to understand what makes a young rep close like a veteran — Seth's process is a masterclass in education over pitching.
🎧 Watch now on YouTube or listen on your favorite podcast platform. And don't forget to subscribe to The Successful Contractor for more interviews that move the needle.
About
The Successful Contractor is a podcast for residential HVAC, plumbing, electrical, and roofing contractors. Hosted by Bob Houchin, each episode features real contractor growth stories, hard-won business insights, and practical takeaways for building a profitable home services company.
Meet the Guest
Seth Mast is a Roofing Specialist at Mast Roofing & Construction in Oley, Pennsylvania — a family-owned roofing and exterior contractor his dad started 30 years ago. After a summer on a roof at 17 and a year as a repair technician, Seth moved into replacement sales and finished his first full year as a Crown Champion with $2 million in personal sales. He credits CertainPath's Service Essentials class and the team at Integrity Roofing for the foundation he learned from.
Connect
Mast Roofing & Construction: https://mastsroofing.com/
CertainPath: https://www.mycertainpath.com
Show Notes
The Successful Contractor Podcast is part of the CertainPath family. CertainPath is a business coaching program for residential HVAC, plumbing, electrical, and roofing contractors. For 25 years, we've helped contractors double their revenue, hit 20% net profit, and build teams that stay. With proven systems, professional coaching, software solutions, and a member community of 1,200+ strong — Success is Made Certain. Visit www.mycertainpath.com for more information.
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