How Resilience, Presence, and Authentic Leadership BuildMarket-Dominating Roofing Operations, with Auston Batts

[00:00:02] Todd Kavanaugh: Hey there, and welcome back to Under the Roof. I’m
Todd Kavanaugh, and I’m here with Matt Elban. Today, we’re talking with Auston Batts,
who leads our Fort Myers operation.
[00:00:15] Matt Elban: Auston’s story with Baker is one of growth—both professional
and personal. He’s been with us for years, working in markets including Raleigh,
Savannah, and now Fort Myers, where he’s building something new as our first
department head in that market.
[00:00:55] Todd Kavanaugh: What makes this conversation really special is Auston
himself. He is someone who has walked through profound loss, shown extraordinary
resilience, and has a perspective on life and work that is really worth hearing.
[00:01:11] Matt Elban: Auston, thanks for being here with us today.
[00:01:14] Auston Batts: Matt, thank you so much for having me. It’s a real pleasure.
[00:01:21] Matt Elban: I want to start off with a question we like to ask everyone. If you
listen to the podcast, you know this is our first question: What’s the last book you’ve
read, and what did you take away from it?
[00:01:37] Auston Batts: Great question. It’s actually a reread of a book I read years
ago; something inspired me to get back into it. I just reread The Ideal Team Player for
the second time. It’s interesting because I took a lot from it the first time when I was in
Savannah, Georgia, helping to start that location. It was very impactful as a young
leader in our branch there. It really shaped how I looked at the team as we were hiring
and finding “ideal team players” to join that mission.
Rereading it this time, I’ve looked a lot more internally as I’ve taken on new positions
and shifted my career. I’ve reevaluated myself through the “hungry, humble, and smart”
aspect, and it’s been refreshing to look at it from a different optic. It’s a great book that
I’d highly recommend.
[00:02:40] Matt Elban: That is a great book. Todd, I think you have that one on the
bookshelf behind your right shoulder. It’s interesting thinking about building the Fort

Myers market right now; we’ll get into questions about the types of people you’re
looking for, and I’m sure it will dovetail nicely into what we’re talking about today.
[00:03:08] Todd Kavanaugh: Let’s go back to the beginning, Auston—even before
Savannah. How did you first wind up at Baker Roofing? What brought you to a roofing
company in Raleigh?
[00:03:23] Auston Batts: The good old “how the heck did you end up in roofing”
question! I actually started in our Wilmington, North Carolina branch on the residential
side. This May will mark nine years that I’ve been with Baker Roofing. I joined when I
was 21, so I’ve essentially grown up here in my adult life.
At 20, I knew college wasn’t exactly the path I wanted—not because I was against
education, but because I didn’t know what I wanted to do. I wasn’t sure if spending
years in college was best for me at the time. I sought counsel from mentors, friends,
and family, and I was told to go learn a trade because it wouldn’t hurt me in any way. I
tried a few random trades, from framing to residential roofing. My stepdad had served
in the military with the department head of the residential team in Wilmington, which
led to a conversation. At the time, I just thought the beach sounded like a cool place to
be.
I met Greg Capobianco, the GM in Wilmington at the time, for a labor position
interview. He asked where I wanted to be in five years, and I told him I wanted a
career—a place where I could grow for a long time, though I didn’t know what that
looked like. He told me that was absolutely doable and shared stories of others who
started at entry-level, like Logan Kenny. I was all in, got the opportunity to join the
team, and that’s how it began.
[00:06:02] Todd Kavanaugh: I love that. We all have that “origin story” of how we fell
into roofing.
[00:06:33] Matt Elban: At some point, you made the move from Wilmington to Raleigh
and eventually ended up in Savannah. That was a significant step—moving to a new
market without a massive presence and helping to build it. That can be incredibly
challenging and lonely at times. Can you walk us through how that opportunity came
about?
[00:07:04] Auston Batts: A few years in, I was looking to develop professionally and
personally, but there weren’t many opportunities where I was at the time. This led to a
conversation with Greg about the CMP program at our headquarters in Raleigh. I took a
leap of faith and interviewed for it. During training, I connected with Matt Johnson,

who was the GM in Charleston, South Carolina. They were looking at the Savannah
market and had a sales rep canvassing the area.
Initially, the conversation was about me moving to Charleston for a service department
role. However, the talk steered toward the Savannah mission. Matt asked what I
thought about Savannah, and I told him I hadn’t been thinking about it at all! Starting a
new thing is not for the faint of heart, but the idea of building the Baker brand in a new
market sounded exciting. I felt called for it, talked to my wife, and we decided to go for
it. I trusted Matt Johnson to guide me, and he certainly did.
[00:09:09] Todd Kavanaugh: Was there anything that gave you trepidation?
Charleston was a mature, established market where it would have been easier to slide
into a role. Did Savannah make you nervous?
[00:09:34] Auston Batts: Actually, regarding the Charleston role, Matt Johnson
eventually told me he was going in a different direction with it. That’s when he brought
up Savannah. My “fork in the road” was whether to stay at the headquarters in
Raleigh—which is a great place with plenty of opportunities—or take this adventure in
a new market. I worried about whether I’d be on my own and if I’d have the support I
needed. Matt explained how Charleston would provide operational support, and other
team members within Baker told me, “If you have a question, I’ve got your back.” That
gave me the confidence to take the lead. I’m glad I did; I’m thankful for that experience.
[00:11:10] Todd Kavanaugh: You’ve used the word “adventure” twice. It’s a positive way
to look at a challenge that others might find scary.
[00:11:34] Matt Elban: It’s the “get to” versus “have to” mindset. I know this season also
included some very difficult times for your family. What did you learn about yourself
during that period?
[00:12:18] Auston Batts: Our personal adventures and professional careers often go
hand in hand. When we moved to Savannah, we hit the ground running—finding a
home and exploring a beautiful, historic city—while I was helping start the location. It
feels like a flash in time. My wife was pregnant with our third child when we arrived. The
pregnancy was going great, work was exciting, we were hiring field crews, and we were
finding a community and a church.
After our child was born, my wife began having health complications. Doctors initially
thought it was just the strain of having three children in a short time and said she’d feel
better in a few months. We tried to push forward and rest, but her condition
worsened—especially back pain. I eventually booked a specialist for a second opinion.

They ran scans and blood work that were concerning and sent us to the hospital right
away.
They ran biopsies, CAT scans, and more tests. Based on the doctors’
vocabulary—words like “metastasized” and “lymph nodes”—I started to piece together
what they were going to tell us. A few days later, on Thanksgiving Day, a specialist
confirmed it was cancer. It was a bizarre, heavy experience.
I realized I was at a fork in the road. I called Matt Johnson and told him I had to do
something dramatic for my family. She was diagnosed with cholangiocarcinoma, and
two of the top five specialists for that are in Chapel Hill and Durham at UNC and Duke. I
told Matt I had to move my wife there. I wanted to support the Savannah branch, but
my family had to come first. Without hesitation, Matt said, “We’re going to make this
work.”
It was a beautiful moment because I knew I was with a company that truly stands
behind what they say. If you’re a valued team member who puts in the effort, they will
give that back to you. Within two days, a position was sorted for me in Raleigh.
Uprooting a life we had just built in Savannah was scary, but it was necessary.
[00:19:51] Todd Kavanaugh: Thank you for sharing that and for being so vulnerable.
You moved back to Raleigh; what was that season like for you and your family?
[00:20:30] Auston Batts: I was placed in the service department to help with the
fit-up side. I was just grateful to have a job and not have to worry about providing for
my family. That experience reshaped the lens I look at life through. The support from
the Baker community was overwhelming—people constantly reached out, and meals
arrived at the house. I felt like God put me exactly where I was meant to be.
Through radiation and chemo, I had the utmost support. It was a blessing because I
know others who have gone through trials like this and had to worry about finding a
new job at the same time. This community genuinely cares about you personally, not
just as a work partner. It’s been a beautiful experience of growth despite the pain.
[00:24:49] Matt Elban: For folks who haven’t walked through something like this, what
would you want them to know about showing up when things are difficult? How did
you do it?
[00:25:03] Auston Batts: There isn’t one solution for everyone, but it starts with just
getting up and putting one foot in front of the other. Whether you have faith or a

community you trust, lean into that. Don’t sit in your sadness alone. Don’t think too far
ahead or behind; remain present and trust the people around you.
Sometimes getting your emotions off your chest is all you need. Grief takes time. You
might not get all the answers, but if you keep moving, things start to make sense.
Terrible experiences can teach you things that allow you to help others going through
similar trials. Giving back is a part of the healing process. It’s a unique experience to go
from being the one in need to being the one helping and being open with others.
[00:29:13] Todd Kavanaugh: Do you feel these challenges have framed the way you
lead now in Fort Myers and within the company?
[00:29:27] Auston Batts: Absolutely. It was eye-opening. I’ve always considered
myself compassionate and good at having empathy, but this experience truly showed
me that we don’t understand what people are going through. Everyone is a real person
with a unique journey. This has given me a new light when speaking with coworkers or
clients. My clients aren’t just “John Doe with Realty Co.”; they are real people. It has
helped me be truly present in those moments and treat relations as real connections.
[00:31:03] Matt Elban: That genuineness certainly comes across. When we partner
with customers in that way, it transcends just being “their roofer.” You are now in Fort
Myers as the first department head in that market. How did that come together?
[00:31:59] Auston Batts: After I healed and my family was established, I felt reignited
and ready to “get back on the horse.” I wanted to continue challenging myself
professionally. Since I was 10 or 12, I’ve dreamed of living in Southwest Florida. It was
something I mentioned to anyone who would listen!
I had conversations with Matt Johnson, who had become the Regional VP of the
Southeast. Since Florida was under his purview, we had discovery meetings about
making a move there. We landed on Fort Myers—coincidentally, my mom and
stepfather live on Fort Myers Beach. We developed a plan with regional service
manager Jocelyn, and I’ve been down here for nearly six months now.
It’s early, but we’re seeing those relationships build through cold calling, door knocking,
and networking groups. My experiences have helped me be my genuine self and be
present with customers. Now, clients are starting to call me directly. Our company
name is being recognized, and it’s very exciting.
[00:36:14] Auston Batts: My vision is to be the best roofer in Southwest Florida. That
doesn’t just mean installing membrane the fastest; it means being a true member of

the community. I want us to be the professional contractor that the community looks
to as their first line of support.
[00:38:15] Matt Elban: I love that phrase—first line of support. Most people say “first
line of defense,” but “support” sounds like you’re going on offense to tackle issues.
What have been the biggest challenges in standing up this new market?
[00:38:21] Auston Batts: In a new market, you lack the existing relationships you have
in a mature one. You have to get to know the mechanical contractors, plumbers, and
electricians who also serve the clients. I think of ourselves as consultants. If a customer
calls with an issue that isn’t roofing, I don’t want to just walk away. I want to be able to
say, “I can’t resolve this, but I know a trusted person who can.” Being that resource is
very valuable.
[00:41:05] Matt Elban: If you could go back five years and give your younger self one
piece of advice, what would it be?
[00:42:44] Auston Batts: The value of being present. I’ve always struggled with
thinking too far ahead—trying to resolve issues five or ten years down the road. That
can hurt your ability to be in the moment. I’d tell myself to be more present personally
and professionally. Don’t just let seasons roll by, even the ones you don’t want to be in.
Being too far in the past or the future can keep you from capitalizing on what’s
happening right now.
[00:44:00] Matt Elban: I think we can all take that advice. If we aren’t in the moment
with our people and our families, we’re going to miss a lot.
[00:44:46] Todd Kavanaugh: There is something to be learned even in tough seasons;
there is someone to connect with rather than just putting your head down to get
through it. One easy last question: What are you streaming or listening to right now?
[00:45:48] Auston Batts: I’m all over the place with podcasts—if you saw my list,
you’d send me to a therapist! I bounce between cold case documentaries and sales
material. Recently, I’ve been into a lot of Jeb Blount’s work. Coming from an operations
background, I like how he breaks things down into day-to-day practicality with real
tools you can implement.
[00:46:38] Matt Elban: Jeb Blount wrote Fanatical Prospecting, which we use in our
sales training. He has a lot of fantastic reads.

[00:47:10] Matt Elban: That wraps up this episode. Auston, thank you so much for your
honesty and transparency. It means a lot to the Baker family.
[00:47:31] Todd Kavanaugh: What Auston shared is a reminder that we work with and
for people, not just “cogs in a machine.” Show up with grace and lead with empathy.
[00:47:56] Matt Elban: Thanks for listening. We shall do good work at a profit if we
can, at a loss if we must, but always good work. See you next time.