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Most contractors think they need more leads to grow their business. But what if the next job is already sitting in your database? Nathan Klug joins Chris Yano, Chad Peterman, and Aaron Gaynor on the To The Point Home Services VIP Room to break down the follow-up mistakes costing contractors jobs and how to generate more revenue from the contacts they already have. Nathan shares how contractors can reactivate old estimates, clean up customer data, build referral networks, and use part-time sales reps to generate more opportunities without immediately increasing their advertising spend. He also explains why having the right systems in place matters before investing more money into lead generation. In this episode, you'll learn how to turn old contacts into new business, build a referral network that consistently generates opportunities, and create a follow-up process that helps your business stop leaving money on the table. Connect with Nathan Klug: https://nathanklug.com/ CHAPTERS 00:00 - Welcome to the VIP Room 03:20 - Meet Nathan Klug 05:20 - What Is Operational Marketing? 09:15 - The Follow-Up Mistake Costing Contractors Jobs 11:00 - Database Reactivation: Turning Old Contacts Into New Business 13:00 - Why Customer Data Management Matters 15:00 - How 100 Contacts Generated 12 Pieces of Business 17:00 - Using Customer Data to Personalize Follow-Up 19:00 - What Contractors Should Track in Their CRM 24:00 - Text Messages, Email Deliverability, and Getting Customers to Respond 29:00 - Building a Referral Network That Generates Jobs 34:00 - Using Part-Time Sales Reps to Find More Business 39:00 - Building Referral Programs With AI 41:00 - Structuring Referral Partnerships and Commissions 43:30 - When Should Contractors Invest in Paid Advertising? 46:00 - Building Systems That Support Business Growth 47:00 - Nathan's 90-Day Strategy and Coaching Process 49:30 - How to Connect With Nathan Thank you to our sponsors! Affiniti: Get a $1,250 bonus at affiniti.com/card. Mention To The Point. Terms apply. Avoca.ai: Special Offer for Podcast Listeners: 4% Rebate, Your First 12 Months - https://avoca.ai/r/tothepoint Yelp: https://business.yelp.com/homeservicevip Send It! Email Marketing: https://www.withsendit.com/ Can’t Stop The Growth: https://cantstopthegrowth.com  Subscribe to To The Point Home Services VIP Room for more conversations with business owners and industry experts on growing, scaling, and building a stronger home services business.

Most home service contractors are focused on generating new leads. But what if the next stage of growth is already sitting in your customer base? Joshua Warner, Owner of Maverick Electric, Heating and Air, joins Chris Yano, Chad Peterman, and Aaron Gaynor on the To The Point Home Services VIP Room to share how he grew his overall business to a projected 16M–17M in annual revenue, including a $5M HVAC operation built by leveraging his existing electrical customer base. Josh breaks down how he uses memberships to create long-term customer relationships, why he offers free memberships to veterans, teachers, and seniors, and how his team turns those relationships into opportunities across multiple trades. He also shares his approach to electrical sales training, giving customers ballpark pricing over the phone, using AI to estimate electrical jobs, and building a team of electricians who can deliver a better customer experience. 00:00 - Intro & Meet Joshua Warner 03:30 - Building Maverick Electric From the Ground Up 07:30 - Expanding From Electrical Into HVAC 09:30 - Growing HVAC Through Existing Customers 10:30 - Turning Free Memberships Into More Revenue 14:00 - Marketing to Existing Customers 20:30 - Giving Customers Ballpark Pricing Over the Phone 24:20 - Building an AI Estimating Tool for Electrical Jobs 30:00 - Hiring and Training Electricians 37:30 - A Different Approach to Electrical Sales 40:00 - Educating Customers & Bundling Electrical Services 44:00 - Setting Customer Expectations After the Sale 49:50 - Would You Rather? Business Edition 53:00 - Final Thoughts & Lessons on Growth If you're looking to grow your home services business, get more from your existing customers, or expand into additional trades, this episode is for you. Thank you to our sponsors! Affiniti: Get a $1,250 bonus at affiniti.com/card. Mention To The Point. Terms apply. Avoca.ai: Special Offer for Podcast Listeners: 4% Rebate, Your First 12 Months - https://avoca.ai/r/tothepoint Yelp: https://business.yelp.com/homeservicevip Send It! Email Marketing: https://www.withsendit.com/ Can’t Stop The Growth: https://cantstopthegrowth.com  👍 Like the video, subscribe to the channel, and let us know your biggest takeaway in the comments.

What does it actually take to scale a home services business without becoming the bottleneck? Cameron Herold, known as the “CEO Whisperer,” joins To The Point Home Services VIP Room to break down what he learned helping scale 1-800-GOT-JUNK from $2 million to $106 million in just six years. Cameron has spent nearly two decades working behind the scenes with CEOs and leadership teams, helping entrepreneurs build stronger companies, develop their people, and step into the role only they can play. In this episode, Cameron shares his approach to scaling from $2M to $10M and beyond, including why entrepreneurs need to delegate everything except their “genius,” when you actually need a COO, and why so many businesses give out executive titles before someone is ready for the role. We also get into raising prices, hiring people who drive revenue, developing your leadership team, removing underperformers, using AI to make better decisions, and the simple things great leaders can do to build a stronger company culture. Plus, Cameron explains why the CEO’s job is to make the CEO “iconic,” what a healthy CEO/COO relationship really looks like, and why some of the simplest leadership practices can have the biggest impact. 00:00 - Meet Cameron Herold, the “CEO Whisperer” 02:20 - How Cameron Became a Business Growth Expert 05:45 - Why Every CEO Needs a Strong Second-in-Command 07:15 - The Biggest Mistake Entrepreneurs Make When Scaling 10:00 - When Do You Actually Need a COO? 13:50 - What a True C-Level Executive Should Actually Do 16:35 - Why Your First Second-in-Command Should Be an Assistant 18:45 - The Ideal CEO/COO Relationship 21:55 - How to Grow a Business From $2M to $10M 27:25 - Simple Marketing Strategies That Drive Growth 30:50 - How Small Businesses Should Be Using AI 32:50 - How to Build a Strong Company Culture 38:00 - Why Leaders Need to Invest in Their People 43:00 - How to Turn Training Into Real Growth 45:50 - Why Your Employees Should Come Before Your Customers 50:00 - How to Create a Customer Service Culture That Scales 52:50 - Where to Find Cameron Herold  Want to learn more from Cameron about scaling your business, leadership, and the CEO/COO relationship? Check out his website for more resources, books, coaching, and information about the COO Alliance. https://cameronherold.com/ Thank you to our sponsors! Affiniti: Get a $1,250 bonus at affiniti.com/card. Mention To The Point. Terms apply. Avoca.ai: Special Offer for Podcast Listeners: 4% Rebate, Your First 12 Months - https://avoca.ai/r/tothepoint Yelp: https://business.yelp.com/homeservicevip Send It! Email Marketing: https://www.withsendit.com/ Can’t Stop The Growth: https://cantstopthegrowth.com

Shane Viggiani went from serving time in prison at 20 years old to building one of Las Vegas’ fastest-growing electrical businesses. Today, Shane is the owner of Ampere Electric, a primarily residential electrical company that has grown from its first full year of roughly $700K in revenue to pacing $15M in 2026. In this episode, Shane opens up about his unconventional journey, from growing up in a family of electricians, to finding himself in prison, earning his degree, trying multiple businesses, and eventually returning to the trades through a handyman business before getting his electrical contractor’s license. Shane also breaks down how he’s scaled Ampere, including: • Why hiring managers was critical to scaling past $2M • How Ampere became one of the highest-reviewed electrical companies in Las Vegas • Why Shane embraces sales in an industry that often pushes back against it • How he recruits electricians and positions Ampere as the place to work • The commission model helping his electricians generate millions in sales • How he develops apprentices into lead installers and technicians • The marketing channels driving growth, including LSA, PPC, SEO, Yelp and branding • Why Ampere is investing heavily in billboards, radio and other brand-building strategies • How referral partnerships with HVAC and plumbing companies have become a major growth channel • Why Shane believes electrical could be a massive standalone opportunity in home services • Why Ampere joined Nexstar and how the organization is helping them prepare for the next stage of growth • His goal of building a $30M electrical business in Las Vegas Shane’s story is a powerful look at what can happen when you combine sales, systems, marketing, training and relentless focus on growth. Thank you to our sponsors! Avoca.ai: Special Offer for Podcast Listeners: 4% Rebate, Your First 12 Months - https://avoca.ai/r/tothepoint Yelp: https://business.yelp.com/homeservicevip Sales Ask: Ready to turn conversations into predictable revenue? Book a demo with SalesAsk and mention To The Point to access the exclusive listener offer: https://www.salesask.com/ Send It! Email Marketing: https://www.withsendit.com/ Can’t Stop The Growth: https://cantstopthegrowth.com Contractor Commerce: https://www.contractorcommerce.com

Chris Yano is back with a personal update following his battle with throat cancer. After ringing the bell on August 21 and completing his final treatment, Chris opens up about what the weeks following treatment were really like, including losing nearly 40 pounds, struggling to eat and drink, extreme fatigue, and having to rely on his “No Zero Days” mindset just to keep moving forward. But this episode isn’t just about cancer. Going through the experience forced Chris to take a hard look at how he was spending his time, what really matters, and what he wants the next chapter of his life to look like. Chris shares why his health, his wife Anna, and his family are now his biggest priorities, the boundaries he plans to put around his time, his plans to get back in the gym, and why he believes more people need to take their health seriously. It’s a short episode, but an important one. Thank you to everyone who supported Chris throughout this journey. Thank you to our sponsors! Avoca.ai: Special Offer for Podcast Listeners: 4% Rebate, Your First 12 Months - https://avoca.ai/r/tothepoint Yelp: https://business.yelp.com/homeservicevip Sales Ask: Ready to turn conversations into predictable revenue? Book a demo with SalesAsk and mention To The Point to access the exclusive listener offer: https://www.salesask.com/ Send It! Email Marketing: https://www.withsendit.com/ Can’t Stop The Growth: https://cantstopthegrowth.com Contractor Commerce: https://www.contractorcommerce.com

What does it really take to take over a family business, expand into multiple trades, and build it into a $20M home services company? In this episode of the To The Point Home Services VIP Room, Chris Yano and Chad Peterman sit down with Mandie Hagan, owner of Rowell Services, a family-owned home services company in New Hampshire offering septic, drain cleaning, HVAC, plumbing, electrical, excavation, and pipe relining. Mandie shares the story of stepping into the family business after the unexpected loss of her father, moving back from Colorado, and helping her mom continue the company. From starting with just a small operation to building a team of nearly 90 employees and pacing toward $20M in revenue, Mandie opens up about the decisions, challenges, and leadership lessons along the way. The conversation covers adding multiple trades, finding the right leaders, moving from top-line growth to focusing on profitability, building an organizational structure, generating leads with a strong local brand, cross-trade referrals, and the personal pressure that comes with running a growing company. Mandie also talks about why Rao Services has remained independently owned, her plans to preserve her father's legacy, and what she's focused on as the company enters its next stage of growth. Timestamps00:00 – Welcome to the VIP Room 01:30 – Meet Mandie Hagan & the Rao Services story 04:15 – Losing her father and returning home to the family business 08:10 – Moving back from Colorado and taking over the company 11:30 – How Rao Services began expanding beyond septic 15:00 – The lesson Mandie learned from adding multiple trades at once 18:00 – Finding the right people for the right seats 21:00 – Mandie's role as owner and Ian's transition out of the field 24:00 – Building the leadership structure at Rao Services 27:00 – Visionary vs. Integrator: Knowing your role as an owner 30:30 – Marketing strategies behind a $20M home services business 33:30 – The power of cross-trade referrals 36:00 – What's actually difficult about growing a larger company 39:00 – Dealing with criticism and the pressure of success 42:00 – Preserving her father's legacy and the 2027 vision 45:00 – What's next for Rao Services? 47:30 – Planning for the next stage of growth 49:00 – Final thoughts with Mandie Hagan Thank you to our sponsors! Avoca.ai: Special Offer for Podcast Listeners: 4% Rebate, Your First 12 Months - https://avoca.ai/r/tothepoint Yelp: https://business.yelp.com/homeservicevip Sales Ask: Ready to turn conversations into predictable revenue? Book a demo with SalesAsk and mention To The Point to access the exclusive listener offer: https://www.salesask.com/ Basic Capital: To The Point Podcast listeners get $0 employer fees for 12 months. Claim the offer and give your team a real path to retirement: https://basiccapital.com/tothepoint Send It! Email Marketing: https://www.withsendit.com/ Can’t Stop The Growth: https://cantstopthegrowth.com Contractor Commerce: https://www.contractorcommerce.com

What happens when a nearly bankrupt pool company decides to answer every question its customers are asking? For Marcus Sheridan, it changed everything. After nearly losing River Pools during the 2008 recession, Marcus transformed the business through radical transparency and became the bestselling author of They Ask, You Answer and Endless Customers. In this episode of the To The Point Home Services VIP Room, Marcus breaks down what home service companies need to do to win in sales and marketing today, from being transparent about pricing and building trust to adapting to AI and changing customer behavior. He shares why pricing estimators can drive more leads, what makes AI recommend one contractor over another, why speed-to-lead matters, and how sales teams can build trust without relying on outdated or manipulative tactics. If you want to win more customers and stay ahead of where sales and marketing are heading, this episode is packed with tactics you can put to work right now. RESOURCES FROM MARCUS Want to add a pricing estimator to your website? Check out PriceGuide: https://priceguide.ai Want to see how AI views your business? Run your AI Trust Signals check: https://aitrustsignals.com Want to learn more from Marcus? Explore his books, including They Ask, You Answer and Endless Customers: https://marcussheridan.com/books Put the customer’s questions first. Learn more about Question First: https://questionfirst.com Timestamps00:00 - Welcome Back to the VIP Room & Marcus Sheridan Introduction 03:30 - Marcus' Story: River Pools Nearly Goes Bankrupt 08:00 - How the 2008 Recession Changed Marcus' Approach to Marketing 12:00 - The Origin of They Ask, You Answer 15:00 - Why Businesses Need to Become Obsessed With Their Buyers 18:00 - Should Contractors Give Pricing Over the Phone? 22:00 - Why Customers Get Frustrated When Companies Hide Pricing 26:00 - How a Pricing Article Generated $35M+ in Sales 29:00 - Why Pricing Estimators Can Transform Lead Generation 32:00 - AI Is Changing Search Forever 35:00 - What Makes AI Recommend One Contractor Over Another? 38:00 - The 3 F's of Innovation: Fear, Faster & Friction 41:00 - The "Mother of All Review Pages" & AI Trust Signals 44:00 - Why Contractors Need Awards & Expert Author Pages 47:00 - Speed-to-Lead & the Future of AI Voice 50:00 - Showroom vs. In-Home Sales 52:00 - Why Homeowners Should Know Who Is Coming to Their Door 54:00 - Stop Selling With Manipulation: The Power of Discovery 56:00 - Why 80% of Sales Training Should Focus on the Opening 58:00 - Teaching Homeowners to "Call Your Baby Ugly" 59:00 - Marcus' Final Advice for Home Service Contractors Thank you to our sponsors! Avoca.ai: Special Offer for Podcast Listeners: 4% Rebate, Your First 12 Months - https://avoca.ai/r/tothepoint Yelp: https://business.yelp.com/homeservicevip Sales Ask: Ready to turn conversations into predictable revenue? Book a demo with SalesAsk and mention To The Point to access the exclusive listener offer: https://www.salesask.com/ Basic Capital: To The Point Podcast listeners get $0 employer fees for 12 months. Claim the offer and give your team a real path to retirement: https://basiccapital.com/tothepoint Send It! Email Marketing: https://www.withsendit.com/ Can’t Stop The Growth: https://cantstopthegrowth.com Contractor Commerce: https://www.contractorcommerce.com

What does it take to build a home services company that lasts for more than seven decades? In this episode of To The Point Home Services VIP Room, we sit down with Bobby Ring, President and CEO of Meyer & Depew Co., to talk about the incredible 73-year history behind the company and how a family-owned HVAC business has continued to evolve through multiple generations. Bobby shares how Meyer & Depew grew from a small commercial-focused company into a thriving $14M HVAC business, the lessons he learned working alongside his father, and what he is doing differently as his own son becomes part of the next generation of leadership. We also dive into the challenges of working with family, empowering the next generation of leaders, building a culture that lasts, and why Bobby believes contractors need to get really good at their core business before expanding into additional trades. From failed attempts at adding electrical to deciding whether to eventually sell the business or pass it down, Bobby gives an honest look at the decisions that come with leading an independent home services company. Plus, the guys discuss why a $10M to $20M business should not be undervalued, the impact of joining Nexstar, how to improve closing rates, and one of the biggest problems in the home services industry: contractors not understanding the true value of what they provide. If you're building a family business, leading an independent company, or trying to grow your home services business without losing what made it special in the first place, this episode is for you. Timestamps: 00:00 Welcome to the VIP Room 03:00 Meet Bobby Ring and Meyer & Depew Co. 06:00 The 73-year history of the business 12:00 Bobby’s journey from employee to owner 16:00 Working with family and preparing the next generation 21:00 How to build a culture that lasts 26:00 Empowering leaders and letting go of control 30:00 Generations of comfort and trust 34:00 Marketing a 73-year-old HVAC brand 38:00 Why Meyer & Depew hasn’t added another trade 43:00 Why bigger isn’t always better in home services 46:00 Joining Nexstar and getting better at HVAC 49:00 What’s broken in the home services industry 52:00 Understanding pricing, margin, and the true cost of doing business 55:00 Staying independent or selling the business Thank you to our sponsors! Avoca.ai: Special Offer for Podcast Listeners: 4% Rebate, Your First 12 Months - https://avoca.ai/r/tothepoint Yelp: https://business.yelp.com/homeservicevip Sales Ask: Ready to turn conversations into predictable revenue? Book a demo with SalesAsk and mention To The Point to access the exclusive listener offer: https://www.salesask.com/ Basic Capital: To The Point Podcast listeners get $0 employer fees for 12 months. Claim the offer and give your team a real path to retirement: https://basiccapital.com/tothepoint Send It! Email Marketing: https://www.withsendit.com/ Can’t Stop The Growth: https://cantstopthegrowth.com Contractor Commerce: https://www.contractorcommerce.com

Lacey Peevey, VP of WeCo Rooter, joins Chris Yano, Chad Peterman, and Aaron Gaynor in the VIP Room to share how she and her husband John went from operating under a national plumbing brand to building an independent company of their own. After joining the business in 2017, Lacey and John helped grow the operation to nearly $7M. But when the time came to renew their agreement with the national brand, they made the decision to go out on their own. Lacey breaks down what it took to fully rebrand the company into WeCo Rooter, why they were willing to take a step back to build something they could truly own, and how the business is now approaching $6M while continuing to build momentum. The conversation also covers customer service, building trust, training technicians, pricing, growing the average ticket ethically, and the challenges of scaling a plumbing and drain business toward $10M. Plus, Lacey shares what she believes is broken in home services, from customer service and licensing to continuing education and staying up to date with new technology. Timestamps00:00 – Intro & Meet Lacey Peevey 02:00 – How Lacey and John Got Into the Business 05:00 – Joining a National Plumbing Brand in 2017 08:00 – Growing the Business Toward $7M 11:00 – Why They Decided to Go Independent 15:00 – Leaving the National Brand the Right Way 19:00 – The Challenges of a Full Rebrand 23:00 – Building the WeCo Rooter Brand 27:00 – Growing Back Toward $6M 31:00 – Customer Service & Building Trust 35:00 – Training Technicians Beyond Technical Skills 39:00 – Ethical Pricing & Growing Average Ticket 43:00 – Scaling WeCo Rooter Toward $10M 47:00 – Building Relationships & Finding the Right Training 50:00 – What’s Broken in Home Services? 53:00 – Final Thoughts & What’s Next for WeCo Rooter Thank you to our sponsors! Avoca.ai: Special Offer for Podcast Listeners: 4% Rebate, Your First 12 Months - https://avoca.ai/r/tothepoint Yelp: https://business.yelp.com/homeservicevip Sales Ask: Book a free sales visibility session with SalesAsk and mention To The Point to access the exclusive listener offer. https://www.salesask.com/ Basic Capital: To The Point Podcast listeners get $0 employer fees for 12 months. Claim the offer and give your team a real path to retirement: https://basiccapital.com/tothepoint Send It! Email Marketing: https://www.withsendit.com/ Can’t Stop The Growth: https://cantstopthegrowth.com Contractor Commerce: https://www.contractorcommerce.com

Jack Hope, Owner of Hope Plumbing, Heating & Air Conditioning, joins the VIP Room to break down the journey from a small plumbing company to a business that did roughly $62M in 2025 and is pacing toward $75M. Jack shares how he and his partner started Hope Plumbing, the pivotal role Nexstar played in helping them build systems and scale, and why they spent years focusing almost exclusively on plumbing before expanding into HVAC and, more recently, electrical. The conversation dives into the strategy behind dominating specific neighborhoods, why old-school tactics like door-to-door canvassing still work, how to know when it's time to add another trade, and why Jack believes having the right people in the right positions becomes the biggest growth lever once you reach scale. He also shares his most underrated and overrated KPIs, why he believes average ticket can be overrated, and the importance of building trust with customers instead of simply maximizing every individual call. Timestamps00:00 – Intro & Meet Jack Hope 03:30 – Building Hope Plumbing From the Ground Up 07:00 – The Early Days & Learning From Mistakes 11:00 – The Nexstar Turning Point 15:00 – How Hope Took Over Its First Market 19:00 – Why Door-to-Door Canvassing Still Works 23:00 – “Win One Zip Code at a Time” 27:00 – Why They Stayed Focused on Plumbing 31:00 – Going From $2M to $60M+ in Plumbing 35:00 – Adding HVAC Through Acquisition 39:00 – Why Electrical May Be Easier Than HVAC 43:00 – The Opportunity in the Electrical Market 46:00 – What’s Broken in Home Services? 48:00 – The Health of the Trades Workforce 50:00 – Jack’s Rapid-Fire Growth Questions 51:00 – Best Growth Lever Under $10M vs. Over $50M 53:00 – Most Overrated & Underrated KPIs 55:00 – Jack’s Advice for Growing Home Services Businesses 56:30 – Final Thoughts & Outro Thank you to our sponsors! Avoca.ai: Special Offer for Podcast Listeners: 4% Rebate, Your First 12 Months - https://avoca.ai/r/tothepoint Yelp: https://business.yelp.com/homeservicevip Sales Ask: Book a free sales visibility session with SalesAsk and mention To The Point to access the exclusive listener offer. https://www.salesask.com/ Basic Capital: To The Point Podcast listeners get $0 employer fees for 12 months. Claim the offer and give your team a real path to retirement: https://basiccapital.com/tothepoint Send It! Email Marketing: https://www.withsendit.com/ Can’t Stop The Growth: https://cantstopthegrowth.com Contractor Commerce: https://www.contractorcommerce.com

Patrick Somers, President & CEO of General Air Conditioning & Plumbing, joins the VIP Room alongside special guest co-host Moe Abbas (CEO of Sales Ask). Patrick’s journey is one of the most unique in home services. He started as an entry-level maintenance technician making $10/hour and worked his way up through leadership before eventually buying and leading the same company. In this episode, Patrick breaks down what it really takes to scale a business, earn buy-in as a young leader, and build a high-performing culture. The conversation also dives into operating in a seasonal market, maximizing every opportunity inside the home, and how top companies are using training, systems, and AI to improve performance. If you’re looking to grow your business, develop leaders, and get more out of your team, this episode is packed with real-world insights. Timestamps: 00:00 Intro & guest introductions 03:15 Overview of General Air Conditioning & Plumbing ($17M → pacing $20M) 06:10 Patrick’s journey: from $10/hour tech to leadership 11:45 Rapid promotions & earning team buy-in as a young leader 17:30 Buying the business & structuring the deal 22:10 Operating in a seasonal market (Coachella Valley dynamics) 27:05 Maximizing opportunities inside the home 31:40 Training techs to think like sales professionals 36:20 Cross-selling between trades (HVAC, plumbing, electrical) 40:45 Using AI & call tracking to improve performance 46:10 Coaching, role play, and improving close rates 50:30 Leadership philosophy, culture, and alignment 54:10 This or That segment 56:00 Outro Thank you to our sponsors! Avoca.ai: Special Offer for Podcast Listeners: 4% Rebate, Your First 12 Months - https://avoca.ai/r/tothepoint Yelp: https://business.yelp.com/homeservicevip Sales Ask: Book a free sales visibility session with SalesAsk and mention To The Point to access the exclusive listener offer. https://www.salesask.com/ Basic Capital: To The Point Podcast listeners get $0 employer fees for 12 months. Claim the offer and give your team a real path to retirement: https://basiccapital.com/tothepoint Send It! Email Marketing: https://www.withsendit.com/ Can’t Stop The Growth: https://cantstopthegrowth.com Contractor Commerce: https://www.contractorcommerce.com

What does it take to lead the next generation of a home services business that's been around for nearly 70 years? In this episode of the To The Point Home Services VIP Room, Chris Yano, Chad Peterman, and Aaron Gaynor sit down with Ben Nalty, General Manager of Environment Masters, to talk about growing a third-generation family business, scaling across multiple trades, and stepping into the leadership role of a company his grandfather helped build. Ben shares how he went from working around the business as a teenager to running HVAC service and eventually becoming General Manager. He breaks down Environment Masters' evolution from a business heavily focused on commercial construction into a residential service company across HVAC, plumbing, and electrical, and how the company has grown from roughly $25M to pacing $35M. The conversation also dives into what it's like working alongside his father, navigating succession in a multi-generational business, and the decision to partner with Redwood Services. Ben explains what that partnership has changed, from stronger accountability and coaching to improving memberships, conversion rates, average tickets, and cross-trade opportunities. Later, Ben turns the questions back on Chad and Aaron to get their advice on two challenges he's working through right now: generating more cross-trade opportunities and finding better ways to market and communicate with customers. Chad shares the cross-selling system that generated 900 additional appointments and roughly $1M in revenue in six months, while Aaron breaks down how contractors can build stronger brand messaging instead of relying solely on offers and lead generation. It's a conversation about family business, leadership, growth, cross-selling, marketing, and what it takes to carry a decades-old company into its next chapter. TIMESTAMPS00:00 – Intro 02:45 – Meet Ben Nalty & Environment Masters 05:30 – Nearly 70 Years & Three Generations in Home Services 08:30 – Growing Up in the Family Business 11:30 – Ben’s Path to Running the Company 15:00 – Transitioning From Commercial to Residential Service 18:30 – Adding Plumbing & Electrical 21:30 – Taking Over Day-to-Day Operations From His Dad 25:00 – The Father-Son Dynamic in a Family Business 28:00 – Why Environment Masters Partnered With Redwood Services 32:00 – Navigating Private Equity as a Family Business 35:30 – What Changed After the Redwood Partnership 39:00 – Scaling From $25M Toward $35M 42:00 – Improving Memberships, Conversion Rates & Average Tickets 45:00 – Creating More Cross-Trade Opportunities 48:00 – Chad’s Cross-Selling Strategy That Generated $1M 51:00 – Marketing Beyond Just Buying Leads 53:30 – Final Takeaways Thank you to our sponsors! Avoca.ai: Special Offer for Podcast Listeners: 4% Rebate, Your First 12 Months - https://avoca.ai/r/tothepoint Yelp: https://business.yelp.com/homeservicevip Sales Ask: Book a free sales visibility session with SalesAsk and mention To The Point to access the exclusive listener offer. https://www.salesask.com/ Basic Capital: To The Point Podcast listeners get $0 employer fees for 12 months. Claim the offer and give your team a real path to retirement: https://basiccapital.com/tothepoint Send It! Email Marketing: https://www.withsendit.com/ Can’t Stop The Growth: https://cantstopthegrowth.com Contractor Commerce: https://www.contractorcommerce.com

What does it take to build a $35M home services business in just eight years? In this episode of the To The Point Home Services VIP Room, Chris Yano, Chad Peterman, and Aaron Gaynor sit down with Helmi Ben Flah, Owner of Guaranteed Service, to break down the systems, accountability, and relentless execution behind his rapid growth. Helmi shares his journey from software engineer to home services entrepreneur and how Guaranteed Service has scaled across HVAC, plumbing, and electrical since launching in 2018. He explains why his company doesn't rely solely on inbound demand, how they use customer data and AI to create outbound opportunities, and how technicians across different trades work together to generate more calls from the customers they already have. The conversation also dives into the operating principles behind the growth: tracking leading indicators instead of waiting for revenue numbers, measuring nearly everything in the business, building accountability into the culture, and learning proven systems from other successful operators and actually executing them. Later, Helmi opens up about one of the biggest challenges facing home services today: employee retention. He also shares what he'd do differently if he were starting over, before turning the tables on Chad and Aaron to ask what it really takes to scale from $50M toward $100M. TIMESTAMPS: 00:00 – Intro 02:00 – Meet Helmi Ben Flah & Guaranteed Service 04:00 – From Software Engineer to Home Services Entrepreneur 06:00 – The Growth From $4.6M to $35M 09:00 – Execution, Accountability & Training 12:00 – Building an Outbound Machine 16:00 – Using AI & Customer Data to Generate More Calls 20:00 – Leading Indicators vs. Lagging Indicators 23:00 – Cross-Selling Between HVAC, Plumbing & Electrical 28:00 – Getting Technicians to Generate Multi-Trade Opportunities 32:00 – Building One Culture Across Multiple Trades 36:00 – Scaling Culture as the Company Grows 39:00 – What Redwood Services Changed in the Business 43:00 – Why Execution Beats Perfection 46:00 – What's Broken in Home Services? 49:00 – The Employee Retention Problem 52:00 – What Helmi Would Do Differently Starting Over 54:00 – How Do You Scale From $50M to $100M? 56:30 – Final Takeaways Thank you to our sponsors! Avoca.ai: Special Offer for Podcast Listeners: 4% Rebate, Your First 12 Months - https://avoca.ai/r/tothepoint Yelp: https://business.yelp.com/homeservicevip Sales Ask: Book a free sales visibility session with SalesAsk and mention To The Point to access the exclusive listener offer. https://www.salesask.com/ Basic Capital: To The Point Podcast listeners get $0 employer fees for 12 months. Claim the offer and give your team a real path to retirement: https://basiccapital.com/tothepoint Send It! Email Marketing: https://www.withsendit.com/ Can’t Stop The Growth: https://cantstopthegrowth.com Contractor Commerce: https://www.contractorcommerce.com

What does it really take to build and manage a $20M multi-trade home services business? In this episode of the To The Point Home Services VIP Room, Chris Yano, Aaron Gaynor, and Chad Peterman sit down with Isaac Turpin, CEO and Co-Founder of True Corp, to break down the opportunities and challenges that come with scaling across multiple trades. Isaac shares how True Corp grew across restoration, remodeling, plumbing, HVAC, roofing, and aluminum, and why managing multiple brands, CRMs, teams, and service lines can quickly become complicated. The conversation gets into slowing down top-line growth to protect profitability, navigating a changing lead environment, cross-selling between trades, building a membership program, structuring plumbing teams, technician pay, and deciding whether your business should go wider or deeper. Isaac also flips the conversation and asks Chris, Aaron, and Chad what they've learned from scaling their own home service businesses, including how to evaluate your market, build a membership base, structure departments, and create sustainable growth. 00:00 – Intro 02:00 – Meet Isaac Turpin & the True Corp Business Model 05:30 – Building a Business During the 2008 Housing Crash 08:00 – Centralizing Multiple Trades Under One Company 11:00 – The Challenges of Running a Multi-Trade Business 14:00 – Why More Revenue Isn't Always Better 17:00 – When the Leads Suddenly Stop Coming 21:00 – Cross-Selling Between Trades 24:00 – Building a Multi-Trade Membership Program 27:00 – How Cross-Selling Generated $1M in Revenue 31:00 – Getting More Revenue From Your Existing Customer Base 34:00 – How to Structure a Plumbing Team for Scale 39:00 – Sales Techs vs. Install Crews 42:00 – Technician Pay Structures & Incentives 45:00 – Should You Focus on One Trade or Go Multi-Trade? 48:00 – The Hidden Complexity of Scaling Multiple Trades 51:00 – Advice for Scaling Plumbing & HVAC 54:00 – Final Takeaways Thank you to our sponsors! Avoca.ai: Special Offer for Podcast Listeners: 4% Rebate, Your First 12 Months - https://avoca.ai/r/tothepoint Yelp: https://business.yelp.com/homeservicevip Sales Ask: Book a free sales visibility session with SalesAsk and mention To The Point to access the exclusive listener offer. https://www.salesask.com/ Basic Capital: To The Point Podcast listeners get $0 employer fees for 12 months. Claim the offer and give your team a real path to retirement: https://basiccapital.com/tothepoint Send It! Email Marketing: https://www.withsendit.com/ Can’t Stop The Growth: https://cantstopthegrowth.com Contractor Commerce: https://www.contractorcommerce.com

From a $6/hour plumber to leading a nearly $30 million home services company, Rich Bogda has built Service Professionals into one of New Jersey's most respected HVAC, plumbing, and electrical businesses. In this episode of the To The Point Home Services VIP Room, Chris Yano, Chad Peterman, Aaron Gaynor, and special guest co-host Abdul Al-Asaad (Basic Capital) sit down with Rich to discuss: Building a family-owned business over 30+ yearsTransitioning leadership to the next generationKnowing when owners need to get out of the wayDeveloping young leaders while keeping experienced employees engagedRecruiting and retaining top talentUsing AI to improve operationsCreating a company culture people don't want to leaveWhy technical training is becoming the industry's biggest challengeWhether you're running a $2M company or scaling toward $30M+, this episode is packed with practical leadership lessons from someone who's lived every stage of the journey. 00:00 - Intro 04:18 - Meet Rich Bogda & Special Guest Abdul Al-Asaad 08:12 - From a $6/Hour Plumber to Building a $30M Business 14:45 - The Leadership Changes That Fueled Growth 21:18 - Why Young Leaders Are Changing the Company 29:10 - AI, Innovation & The Future of Home Services 35:42 - Retaining Employees & Building Long-Term Wealth 44:30 - What's Wrong With the Home Services Industry? 52:35 - Final Thoughts Thank you to our sponsors! Avoca.ai: Special Offer for Podcast Listeners: 4% Rebate, Your First 12 Months - https://avoca.ai/r/tothepoint Yelp: https://business.yelp.com/homeservicevip Sales Ask: Book a free sales visibility session with SalesAsk and mention To The Point to access the exclusive listener offer. https://www.salesask.com/ Basic Capital: To The Point Podcast listeners get $0 employer fees for 12 months. Claim the offer and give your team a real path to retirement: https://basiccapital.com/tothepoint Send It! Email Marketing: https://www.withsendit.com/ Can’t Stop The Growth: https://cantstopthegrowth.com Contractor Commerce: https://www.contractorcommerce.com