97% Referral Conversion — and Why That Scares Buyers

This roofing company has spent 37 years building one of the most respected residential roofing brands in Southeast Michigan. The numbers back it up — $790K in seller's discretionary earnings, 872 jobs completed in four years, a 4.8-star Google rating on 250-plus reviews, and a referral-to-install conversion rate of 97.48%.So why does that last number make experienced buyers nervous?In this episode, Steve Pedersen and Steve Walsh pull the listing apart using the Blue Horizons AI exit readiness framework — what's genuinely strong, what a buyer would flag in due diligence, and the three questions they'd ask the seller before moving forward.If you own a service business and your best customers keep asking for you personally — this one's for you.Free Exit Readiness Scorecard → bluehorizonsai.com