The Home Services podcast that gets to the point, with solutions to help your service company grow. Our focus is to help HVAC, Plumbing, Electrical, Roofing, etc. companies learn how to grow their companies with marketing &amp; operational solutions.

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/9/15/2/9665308b-0e03-4536-8147-373efb031600_ttp_vip_room-_mandie_hagan_audio_final.mp3

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&#39;s legacy, and what she&#39;s focused on as the company enters its next stage of growth. <h3>Timestamps</h3>00:00 – Welcome to the VIP Room01:30 – Meet Mandie Hagan &amp; the Rao Services story04:15 – Losing her father and returning home to the family business08:10 – Moving back from Colorado and taking over the company11:30 – How Rao Services began expanding beyond septic15:00 – The lesson Mandie learned from adding multiple trades at once18:00 – Finding the right people for the right seats21:00 – Mandie&#39;s role as owner and Ian&#39;s transition out of the field24:00 – Building the leadership structure at Rao Services27:00 – Visionary vs. Integrator: Knowing your role as an owner30:30 – Marketing strategies behind a $20M home services business33:30 – The power of cross-trade referrals36:00 – What&#39;s actually difficult about growing a larger company39:00 – Dealing with criticism and the pressure of success42:00 – Preserving her father&#39;s legacy and the 2027 vision45:00 – What&#39;s next for Rao Services?47:30 – Planning for the next stage of growth49:00 – 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/tothepointYelp: https://business.yelp.com/homeservicevipSales Ask: Book a demo and turn your conversations into predictable revenue. Mention To The Point to access an 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/tothepointSend It! Email Marketing: https://www.withsendit.com/Can’t Stop The Growth: https://cantstopthegrowth.comContractor Commerce:<a href="https://www.contractorcommerce.com/" rel="nofollow"> https://www.contractorcommerce.com</a>

Mandie maintains steady growth: $14M to $16M to $17M to $20M in 2026

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/9/7/18/20717c8e-d937-4544-86f9-198dfee904a8_ttp_vip_room-_marcus_sheridan_audio_final.mp3

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 MARCUSWant to add a pricing estimator to your website?Check out PriceGuide:<a href="https://priceguide.ai" rel="nofollow"> https://priceguide.ai</a>Want to see how AI views your business?Run your AI Trust Signals check:<a href="https://aitrustsignals.com" rel="nofollow"> https://aitrustsignals.com</a>Want to learn more from Marcus?Explore his books, including They Ask, You Answer and Endless Customers:<a href="https://marcussheridan.com/books" rel="nofollow"> https://marcussheridan.com/books</a>Put the customer’s questions first.Learn more about Question First:<a href="https://questionfirst.com" rel="nofollow"> https://questionfirst.com</a> <h3>Timestamps</h3>00:00 - Welcome Back to the VIP Room &amp; Marcus Sheridan Introduction03:30 - Marcus&#39; Story: River Pools Nearly Goes Bankrupt08:00 - How the 2008 Recession Changed Marcus&#39; Approach to Marketing12:00 - The Origin of They Ask, You Answer15:00 - Why Businesses Need to Become Obsessed With Their Buyers18:00 - Should Contractors Give Pricing Over the Phone?22:00 - Why Customers Get Frustrated When Companies Hide Pricing26:00 - How a Pricing Article Generated $35M+ in Sales29:00 - Why Pricing Estimators Can Transform Lead Generation32:00 - AI Is Changing Search Forever35:00 - What Makes AI Recommend One Contractor Over Another?38:00 - The 3 F&#39;s of Innovation: Fear, Faster &amp; Friction41:00 - The &#34;Mother of All Review Pages&#34; &amp; AI Trust Signals44:00 - Why Contractors Need Awards &amp; Expert Author Pages47:00 - Speed-to-Lead &amp; the Future of AI Voice50:00 - Showroom vs. In-Home Sales52:00 - Why Homeowners Should Know Who Is Coming to Their Door54:00 - Stop Selling With Manipulation: The Power of Discovery56:00 - Why 80% of Sales Training Should Focus on the Opening58:00 - Teaching Homeowners to &#34;Call Your Baby Ugly&#34;59:00 - Marcus&#39; 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/tothepointYelp: https://business.yelp.com/homeservicevipSales Ask: Book a demo and turn your conversations into predictable revenue. Mention To The Point to access an 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/tothepointSend It! Email Marketing: https://www.withsendit.com/Can’t Stop The Growth: https://cantstopthegrowth.comContractor Commerce: <a href="https://www.contractorcommerce.com" rel="nofollow">https://www.contractorcommerce.com</a>

Guaranteed Tactics To Win in Sales & Marketing Today | Marcus Sheridan

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/8/31/22/76304aa3-487a-4aa1-b09b-06afd85bea69_ttp_vip_room-_bobby_ring_audio.mp3

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 &amp; 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 &amp; 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&#39;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 Room03:00 Meet Bobby Ring and Meyer &amp; Depew Co.06:00 The 73-year history of the business12:00 Bobby’s journey from employee to owner16:00 Working with family and preparing the next generation21:00 How to build a culture that lasts26:00 Empowering leaders and letting go of control30:00 Generations of comfort and trust34:00 Marketing a 73-year-old HVAC brand38:00 Why Meyer &amp; Depew hasn’t added another trade43:00 Why bigger isn’t always better in home services46:00 Joining Nexstar and getting better at HVAC49:00 What’s broken in the home services industry52:00 Understanding pricing, margin, and the true cost of doing business55:00 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/tothepointYelp: https://business.yelp.com/homeservicevipSales Ask: Book a demo and turn your conversations into predictable revenue. Mention To The Point to access an 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/tothepointSend It! Email Marketing: https://www.withsendit.com/Can’t Stop The Growth: https://cantstopthegrowth.comContractor Commerce: <a href="https://www.contractorcommerce.com/" rel="nofollow">https://www.contractorcommerce.com</a>

Why This $14M HVAC Company Is Still Independent After 73 Years | Bobby Ring

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/8/25/6/983c2239-e6af-4695-b96f-4e73c85301c9_ttp_vip_room-_lacey_peevey_audio_final.mp3

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.<h2>Timestamps</h2>00:00 – Intro &amp; Meet Lacey Peevey02:00 – How Lacey and John Got Into the Business05:00 – Joining a National Plumbing Brand in 201708:00 – Growing the Business Toward $7M11:00 – Why They Decided to Go Independent15:00 – Leaving the National Brand the Right Way19:00 – The Challenges of a Full Rebrand23:00 – Building the WeCo Rooter Brand27:00 – Growing Back Toward $6M31:00 – Customer Service &amp; Building Trust35:00 – Training Technicians Beyond Technical Skills39:00 – Ethical Pricing &amp; Growing Average Ticket43:00 – Scaling WeCo Rooter Toward $10M47:00 – Building Relationships &amp; Finding the Right Training50:00 – What’s Broken in Home Services?53:00 – Final Thoughts &amp; 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/tothepointYelp: https://business.yelp.com/homeservicevipSales 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/tothepointSend It! Email Marketing: https://www.withsendit.com/Can’t Stop The Growth: https://cantstopthegrowth.comContractor Commerce: <a href="https://www.contractorcommerce.com/" rel="nofollow">https://www.contractorcommerce.com</a>

Why They Left a National Brand to Build Their Own Plumbing Business

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/8/17/18/3fd8808d-4f02-49cc-9091-2c048a383f81_ttp_vip_room-_jack_hope_audio_final.mp3

Jack Hope, Owner of Hope Plumbing, Heating &amp; 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&#39;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.<h3>Timestamps</h3>00:00 – Intro &amp; Meet Jack Hope 03:30 – Building Hope Plumbing From the Ground Up 07:00 – The Early Days &amp; 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 &amp; Underrated KPIs 55:00 – Jack’s Advice for Growing Home Services Businesses 56:30 – Final Thoughts &amp; Outro Thank you to our sponsors! Avoca.ai: Special Offer for Podcast Listeners: 4% Rebate, Your First 12 Months - https://avoca.ai/r/tothepointYelp: https://business.yelp.com/homeservicevipSales 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/tothepointSend It! Email Marketing: https://www.withsendit.com/Can’t Stop The Growth: https://cantstopthegrowth.comContractor Commerce: <a href="https://www.contractorcommerce.com/" rel="nofollow">https://www.contractorcommerce.com</a>

$62M & Growing: The Strategy Behind this Multi-Trade company in Indiana.

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/8/11/4/178d1a79-0a3f-48e5-b513-6568ffcc895c_ttp_vip_room-_patrick_somers_audio_final.mp3

Patrick Somers, President &amp; CEO of General Air Conditioning &amp; 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 &amp; guest introductions 03:15 Overview of General Air Conditioning &amp; Plumbing ($17M → pacing $20M) 06:10 Patrick’s journey: from $10/hour tech to leadership 11:45 Rapid promotions &amp; earning team buy-in as a young leader 17:30 Buying the business &amp; 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 &amp; 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/tothepointYelp: https://business.yelp.com/homeservicevipSales 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/tothepointSend It! Email Marketing: https://www.withsendit.com/Can’t Stop The Growth: https://cantstopthegrowth.comContractor Commerce: <a href="https://www.contractorcommerce.com/" rel="nofollow">https://www.contractorcommerce.com</a>

From $10/Hour Tech to CEO of a $20M Home Services Business | Patrick Somers

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/8/4/5/66a9108e-873c-4384-ba4b-64fc4253c548_ben_nalty_audio.mp3

What does it take to lead the next generation of a home services business that&#39;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&#39; 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&#39;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&#39;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&#39;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.<h3>TIMESTAMPS</h3>00:00 – Intro02:45 – Meet Ben Nalty &amp; Environment Masters05:30 – Nearly 70 Years &amp; Three Generations in Home Services08:30 – Growing Up in the Family Business11:30 – Ben’s Path to Running the Company15:00 – Transitioning From Commercial to Residential Service18:30 – Adding Plumbing &amp; Electrical21:30 – Taking Over Day-to-Day Operations From His Dad25:00 – The Father-Son Dynamic in a Family Business28:00 – Why Environment Masters Partnered With Redwood Services32:00 – Navigating Private Equity as a Family Business35:30 – What Changed After the Redwood Partnership39:00 – Scaling From $25M Toward $35M42:00 – Improving Memberships, Conversion Rates &amp; Average Tickets45:00 – Creating More Cross-Trade Opportunities48:00 – Chad’s Cross-Selling Strategy That Generated $1M51:00 – Marketing Beyond Just Buying Leads53:30 – Final Takeaways Thank you to our sponsors! Avoca.ai: Special Offer for Podcast Listeners: 4% Rebate, Your First 12 Months - https://avoca.ai/r/tothepointYelp: https://business.yelp.com/homeservicevipSales 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/tothepointSend It! Email Marketing: https://www.withsendit.com/Can’t Stop The Growth: https://cantstopthegrowth.comContractor Commerce: <a href="https://www.contractorcommerce.com/" rel="nofollow">https://www.contractorcommerce.com</a>

How a Third-Generation Home Services Business Is Scaling to $35M

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/7/28/0/7dc57f93-92aa-400e-a859-9ff9286957e8_helmi_ben_flah_audio_final.mp3

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&#39;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&#39;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 – Intro02:00 – Meet Helmi Ben Flah &amp; Guaranteed Service04:00 – From Software Engineer to Home Services Entrepreneur06:00 – The Growth From $4.6M to $35M09:00 – Execution, Accountability &amp; Training12:00 – Building an Outbound Machine16:00 – Using AI &amp; Customer Data to Generate More Calls20:00 – Leading Indicators vs. Lagging Indicators23:00 – Cross-Selling Between HVAC, Plumbing &amp; Electrical28:00 – Getting Technicians to Generate Multi-Trade Opportunities32:00 – Building One Culture Across Multiple Trades36:00 – Scaling Culture as the Company Grows39:00 – What Redwood Services Changed in the Business43:00 – Why Execution Beats Perfection46:00 – What&#39;s Broken in Home Services?49:00 – The Employee Retention Problem52:00 – What Helmi Would Do Differently Starting Over54:00 – 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/tothepointYelp: https://business.yelp.com/homeservicevipSales 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/tothepointSend It! Email Marketing: https://www.withsendit.com/Can’t Stop The Growth: https://cantstopthegrowth.comContractor Commerce: <a href="https://www.contractorcommerce.com/" rel="nofollow">https://www.contractorcommerce.com</a>

How He Built a $35M Business With 56% Gross Margins & 21% EBITDA in Under 8 Years | Helmi Ben Flah

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/7/21/1/73970825-8cdb-46ad-b040-73e1d3dea28a_ttp_vip_room-_isaac_turpin_audio_final.mp3

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&#39;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 &amp; 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&#39;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 &amp; 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 &amp; 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/tothepointYelp: https://business.yelp.com/homeservicevipSales 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/tothepointSend It! Email Marketing: https://www.withsendit.com/Can’t Stop The Growth: https://cantstopthegrowth.comContractor Commerce: <a href="https://www.contractorcommerce.com/" rel="nofollow">https://www.contractorcommerce.com</a>

The Reality of Scaling a $20M Multi-Trade Home Services Business | Isaac Turpin

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/7/14/3/f60d79f0-faee-4a8b-945d-d0ed1c2dd447_ttp_vip_room-_richard_bogda_audio_final.mp3

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&#39;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:<ul><li>Building a family-owned business over 30+ years</li><li>Transitioning leadership to the next generation</li><li>Knowing when owners need to get out of the way</li><li>Developing young leaders while keeping experienced employees engaged</li><li>Recruiting and retaining top talent</li><li>Using AI to improve operations</li><li>Creating a company culture people don&#39;t want to leave</li><li>Why technical training is becoming the industry&#39;s biggest challenge</li></ul>Whether you&#39;re running a $2M company or scaling toward $30M+, this episode is packed with practical leadership lessons from someone who&#39;s lived every stage of the journey. 00:00 - Intro 04:18 - Meet Rich Bogda &amp; Special Guest Abdul Al-Asaad08:12 - From a $6/Hour Plumber to Building a $30M Business14:45 - The Leadership Changes That Fueled Growth21:18 - Why Young Leaders Are Changing the Company29:10 - AI, Innovation &amp; The Future of Home Services35:42 - Retaining Employees &amp; Building Long-Term Wealth44:30 - What&#39;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/tothepointYelp: https://business.yelp.com/homeservicevipSales 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/tothepointSend It! Email Marketing: https://www.withsendit.com/Can’t Stop The Growth: https://cantstopthegrowth.comContractor Commerce: <a href="https://www.contractorcommerce.com/" rel="nofollow">https://www.contractorcommerce.com</a>

From $6/Hour to Building a $30M Home Services Business

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/7/7/3/1bd92a53-2578-4560-8475-4aa8fd64dd56_ttp_vip_room-_yelp_pt_2_audio_final__1_.mp3

Contractors asked. Yelp answered.In Part 2 of this special two-part VIP Room series, Chris Yano, Chad Peterman, and Aaron Gaynor continue their conversation with Yelp COO Jed Nachman and Hatch CEO Chris Bache to answer some of the biggest questions contractors have about Yelp.After covering reviews and reputation in Part 1, the discussion shifts to lead transparency, lead quality, geographic performance, AI-powered customer experiences, speed to lead, contractor success stories, and what top-performing companies are doing differently. The group also explores where Yelp, Hatch, and AI fit into the future of home services marketing and customer acquisition.Whether you&#39;re currently using Yelp or simply curious about where the industry is headed, this episode provides an inside look at the technology, strategy, and challenges shaping the next generation of home services growth.If you missed Part 1, be sure to check it out first for the discussion on reviews, reputation management, and the Hatch acquisition.00:00 - Intro01:08 - How Yelp Defines a Lead07:15 - How to Measure Marketing ROI13:40 - Why Yelp Performs Better in Some Markets18:55 - Tips for Contractors Using Yelp27:05 - AI Search &amp; the Future of Home Services34:40 - Building Trust With Contractors38:20 - Special Offer, Listener Feedback &amp; Closing Thoughts SPECIAL OFFER FROM YELPNew multi-location advertisers on Yelp may qualify for a 20% bonus advertising budget when they start campaigns before September 30. That means Yelp adds extra advertising dollars on top of what you spend.To see if you qualify, fill out the form at:<a href="https://business.yelp.com/homeservicevip" rel="nofollow">https://business.yelp.com/homeservicevip</a>A member of the Yelp team will reach out to help you get started.Offer is available to new multi-location Yelp advertisers only. HAVE FEEDBACK FOR YELP?As discussed in the episode, Yelp welcomes feedback from contractors. If you have questions, suggestions, or feedback on your experience with Yelp, you can reach the team directly at:listenerfeedback@yelp.com Thank you to our Sponsors!Basic Capital: https://basiccapital.com/tothepointAvoca.ai: https://avoca.ai/r/tothepointYelp:<a href="https://business.yelp.com/homeservicevip" rel="nofollow"> https://business.yelp.com/homeservicevip</a>Sales Ask: https://www.salesask.com/ Chiirp: https://chiirp.com/Send It! Email Marketing: https://www.withsendit.com/Can’t Stop The Growth: https://cantstopthegrowth.com

Yelp Responds To Contractors' Biggest Complaints | Part 2

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/6/30/0/e08ed500-27be-4e98-b9b5-e31aff271846_ttp_vip_episode-_yelp_pt_1_final_audio.mp3

Contractors asked. Yelp answered.In Part 1 of this special two-part VIP Room series, Chris Yano, Chad Peterman, and Aaron Gaynor sit down with Yelp COO Jed Nachman and Hatch CEO Chris Bache to tackle some of the biggest questions contractors have about Yelp.After collecting questions directly from contractors across the industry, the conversation dives into Yelp reviews, review filtering, reputation management, contractor concerns about fairness and transparency, and the reasoning behind how Yelp&#39;s review system works. The group also discusses Yelp&#39;s acquisition of Hatch, the future of AI in home services, and what the partnership means for contractors moving forward.Whether you&#39;re a Yelp advocate, a skeptic, or somewhere in between, this is an open and candid conversation about one of the most talked-about platforms in home services.Be sure to subscribe and stay tuned for Part 2, where the conversation continues with lead transparency, lead quality, AI, customer experience, and the future of home services marketing. SPECIAL OFFER FROM YELPNew multi-location advertisers on Yelp may qualify for a 20% bonus advertising budget when they start campaigns before September 30. That means Yelp adds extra advertising dollars on top of what you spend. To see if you qualify, fill out the form at:https://business.yelp.com/homeservicevip A member of the Yelp team will reach out to help you get started.Offer is available to new multi-location Yelp advertisers only. HAVE FEEDBACK FOR YELP?As discussed in the episode, Yelp welcomes feedback from contractors. If you have questions, suggestions, or feedback on your experience with Yelp, you can reach the team directly at:<a href="mailto:listenerfeedback@yelp.com" rel="nofollow">listenerfeedback@yelp.com</a> 00:00 - Intro02:58 - Meet Yelp COO Jed Nachman &amp; Hatch CEO Chris Bache06:25 - Why Yelp Acquired Hatch11:00 - Why Yelp Is Focused on Home Services14:15 - Contractors&#39; Biggest Questions About Yelp Reviews18:30 - Why Some Yelp Reviews Aren&#39;t Recommended25:15 - Should Contractors Ask Customers for Yelp Reviews?31:45 - Why Yelp Ratings Differ From Other Platforms36:30 - Building Trust Between Yelp &amp; Contractors40:20 - Part 2 Preview  Thank you to our Sponsors!Basic Capital: https://basiccapital.com/tothepointAvoca.ai: https://avoca.ai/r/tothepointYelp: <a href="https://business.yelp.com/homeservicevip" rel="nofollow">https://business.yelp.com/homeservicevip</a>Sales Ask: https://www.salesask.com/ Chiirp: https://chiirp.com/Send It! Email Marketing: https://www.withsendit.com/Can’t Stop The Growth: https://cantstopthegrowth.com

Yelp Responds To Contractors' Biggest Complaints | Part 1

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/6/23/2/e88f5bf9-3870-45ac-95bc-cb9b4be91a25_ttp_vip_room_-_zac_garside_audio_final.mp3

Most contractors spend thousands of dollars every month generating leads, but what happens after those leads become customers?This week in the VIP Room, Chris Yano, Chad Peterman, and Aaron Gaynor sit down with Zac Garside, Founder and President of Send It Email Marketing, to discuss one of the most overlooked growth opportunities in home services: staying connected with your existing customer base.The group breaks down email marketing, customer retention, CRM strategy, lead generation, offer creation, automation, and why so many contractors focus on acquiring new customers while ignoring the opportunities sitting inside their own database.Zac also shares practical examples from some of the largest home services companies in the country, including how contractors are using email to generate service calls, maintenance appointments, sales opportunities, and additional revenue without increasing their advertising spend.Whether you&#39;re running a small local shop or a multi-million-dollar operation, this episode is packed with actionable marketing and business insights you can apply immediately.Topics discussed:• Why email marketing is still one of the highest ROI channels in home services• The biggest mistakes contractors make with customer communication• Creating offers that actually generate demand• Using email to reduce dependence on paid leads• Sales estimates, maintenance, and customer retention strategies• Automation opportunities most companies miss• How AI is changing marketing and content creation• Why branding and customer relationships matter more than ever• The importance of staying top-of-mind with past customers• Marketing lessons from some of the industry&#39;s fastest-growing companies FREE RESOURCE FOR TO THE POINT LISTENERSWant to put these strategies into action?Zac Garside and the team at Send It Email Marketing created a free swipe file featuring 20 proven email templates contractors can use to generate more demand, stay top of mind with customers, and drive additional revenue.<a href="https://www.withsendit.com/top-secret" rel="nofollow">withsendit.com/top-secret</a> 00:00 - Intro02:15 - Meet Zac Garside &amp; Send It Email Marketing05:30 - Why Most Contractors Ignore Their Best Lead Source09:45 - The Biggest Email Marketing Mistakes Contractors Make14:20 - How To Get Customers To Open Your Emails18:40 - Why Branding Matters More Than Subject Lines22:15 - The Difference Between Google Leads and Email Leads26:50 - Creating Offers That Actually Generate Demand31:10 - The Customer Database Most Contractors Ignore35:45 - Retention vs Lead Generation40:20 - Marketing Automation Opportunities You&#39;re Missing44:30 - AI, Marketing, and the Future of Customer Communication49:10 - How Top Contractors Stay Top of Mind53:20 - Zac&#39;s Best Marketing Advice for Contractors56:15 - Free Email Marketing Swipe File for Listeners57:30 - Final Thoughts Thank you to our sponsors! Avoca.ai: Special Offer for Podcast Listeners: 4% Rebate, Your First 12 Months - https://avoca.ai/r/tothepointYelp: https://business.yelp.com/homeservicevipSales 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/tothepointSend It! Email Marketing: https://www.withsendit.com/Can’t Stop The Growth: https://cantstopthegrowth.comContractor Commerce: <a href="https://www.contractorcommerce.com/" rel="nofollow">https://www.contractorcommerce.com</a>

The Highest ROI Marketing Channel Most Contractors Get Wrong

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/6/18/2/0799d7a0-7c6d-4518-a269-23839519cccf_chris_health_update_final.mp3

You know how much that sucks for a podcast host? lol Here&#39;s the GOOD NEWS! I&#39;ve got two very capable co-hosts if I have to miss. But more importantly, it&#39;s a very winnable (90%) version of cancer called Squamous Cell Carcinoma. It will be a gnarly 6-8 weeks of treatment with the worst being weeks 4-8. I decided to be transparent about it like I have this whole time on the podcast and let you join the journey with me. I appreciate all your support, thoughts and prayers in advance. I got this!!

WELL SH*T! Throat cancer!

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/6/16/1/d8b19ce4-9c0c-41d0-8294-1bd9f012d2f3_ttp_vip-_bubba_thurman_audio_final.mp3

What does it take to lead a $100M home services company?This week in the VIP Room, Chris Yano and Aaron Gaynor sit down with Bubba Thurman, President of Baker Brothers Plumbing, Air &amp; Electric, one of the largest and most respected home services companies in the Dallas-Fort Worth market.Before leading a business with more than 400 employees and over $100 million in annual revenue, Bubba spent 22 years in ministry. In this conversation, he shares lessons on leadership, culture, integrity, AI, marketing, customer trust, and what it takes to build a lasting reputation in today&#39;s home services industry.The group also discusses private equity, peer groups, transparency, AI-driven search, reputation management, and why great operators are focusing more than ever on community relationships and customer experience.If you&#39;re an owner, operator, manager, or leader looking to grow your business and develop your people, this episode is packed with practical insights you can apply immediately. Topics discussed:• Bubba&#39;s transition from ministry to home services• Leading a $100M company with 400+ employees• Building culture and trust at scale• AI&#39;s impact on home services marketing• Customer sentiment and online reputation• Private equity and industry perception• Leadership lessons from decades of experience• Why transparency matters more than ever• The importance of peer groups and relationships• Non-negotiables for building a great company 00:00 - Intro02:55 - Meet Bubba Thurman05:10 - Becoming the First Non-Family President of Baker Brothers08:45 - Leading a $100M Home Services Business12:30 - Building Relationships With Competitors17:20 - Peer Groups, Trust, and Industry Collaboration22:15 - The Biggest Challenges Facing Home Services Today25:40 - AI, Search, and the Future of Marketing33:15 - Why Community Presence Matters More Than Ever38:30 - Customer Sentiment and Brand Reputation44:10 - Private Equity, Transparency, and Trust49:00 - What Is Broken in Home Services?53:00 - The Hill Bubba Is Willing to Die On55:20 - Advice for the Next Generation of Leaders57:15 - Final Thoughts Thank you to our Sponsors! Basic Capital: https://basiccapital.com/tothepointChiirp: https://chiirp.com/Bluon: https://www.bluon.com/get-demo?referral_code=ToThePointAvoca.ai: https://avoca.ai/r/tothepointYelp: https://www.yelp.com/ Sales Ask: https://www.salesask.com/

Preaching Through the Pipes: Bubba Thurman's Journey to Leading a $100M Business

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/6/9/1/bed60907-267d-4cc3-bba3-88af2e9fc660_ttp_vip_room_josh_campbell_audio_final.mp3

In this episode of To The Point Home Services VIP Room, Aaron Gaynor and Chad Peterman sit down with Josh Campbell, Founder of Rescue Air &amp; Plumbing, to discuss his incredible journey through the home services industry.Josh shares how he grew up in a family of tradesmen, started his first company at a young age, built it into a successful business, and navigated the challenges of the 2008 financial crisis before ultimately selling the company and starting over in Texas.From there, Josh built Rescue Air into one of the most respected home services companies in the country, eventually completing a private equity transaction while maintaining the culture and values that fueled the company&#39;s growth.The conversation covers entrepreneurship, resilience, leadership, private equity, company culture, adding new trades, coaching, personal development, sales, operations, and what it really takes to build a great business.Josh also shares lessons from scaling multiple companies, the importance of being coachable, why many owners stay stuck, and how continuous learning became one of the biggest drivers of his success.If you&#39;re a contractor, operator, or business owner looking to grow your company and become a better leader, this episode is packed with practical insights and hard-earned lessons from someone who has built, scaled, sold, and started over.Topics include:• Building and scaling home services businesses• Starting over after selling a company• Leadership and personal growth• Private equity in home services• Adding plumbing and new service lines• Company culture and employee development• Sales, operations, and coaching• Creating long-term value and legacyWatch now and learn from one of the most candid conversations we&#39;ve had on the VIP Room. 00:00 - Welcome &amp; Introducing Josh Campbell03:30 - Growing Up in the Trades08:30 - Building His First Company14:00 - The 2008 Crash &amp; Starting Over21:00 - Moving to Texas &amp; Joining A#1 Air26:00 - Launching Rescue Air31:00 - The Power of Coaching &amp; Continuous Learning37:00 - Adding Plumbing &amp; Scaling the Business42:00 - Private Equity &amp; Selling Rescue Air48:00 - Why Most Owners Stay Stuck52:00 - What&#39;s Broken in Home Services?54:00 - Final Thoughts Thank you to our Sponsors! Basic Capital: https://basiccapital.com/tothepointChiirp: https://chiirp.com/Bluon: https://www.bluon.com/get-demo?referral_code=ToThePointAvoca.ai: https://avoca.ai/r/tothepointYelp: https://www.yelp.com/ Sales Ask: https://www.salesask.com/

How Josh Campbell Built, Scaled, and Sold Rescue Air | VIP Guest Josh Campbell

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/6/2/3/b8fa7f85-b24d-4279-a273-722a4395e7d4_ttp_vip_room-_john_waldorf_audio_final.mp3

In this episode, Chris Yano, Aaron Gaynor, and Chad Peterman are joined by John Waldorf, Vice President of Estes Services, a third-generation family-owned home services company that has been serving the Atlanta market since 1949.Today, Estes Services generates more than $45 million in annual revenue across HVAC, plumbing, and electrical services, all while remaining independently owned in an industry increasingly shaped by private equity and consolidation.John shares the company&#39;s growth journey, the importance of culture in a multi-generational business, why Estes has chosen not to sell, and what it takes to scale a home services company while staying true to its values.The conversation also covers leadership development, profitability versus growth, technician recruiting, training programs, marketing, service agreements, operational scaling, management infrastructure, AI, customer relationships, and preparing a business for its next stage of growth.The crew is also joined by a surprise VIP guest who jumps into the conversation to share insights on branding, market share, marketing strategy, and the advantages independent operators still have in today&#39;s home services landscape.If you&#39;re a contractor, operator, or business leader looking to grow your company without sacrificing culture, this episode is packed with practical lessons from leaders building long-term success in home services.00:00 – Welcome Back to the Home Services VIP Room02:00 – Introducing John Waldorf &amp; Estes Services04:00 – The History of Estes Services Since 194907:00 – Growing Into HVAC, Plumbing &amp; Electrical10:00 – Building Leadership From Outside the Trades14:00 – Why Estes Has Chosen to Stay Independent18:00 – Culture vs. Private Equity22:00 – Maintaining Culture While Scaling25:30 – Profitability vs. Growth29:00 – The Road From $45M to $100M33:00 – Building Future Leaders &amp; Internal Training Programs37:00 – Scaling Management Teams41:00 – Surprise VIP Guest Joins the Conversation43:00 – Marketing, Branding &amp; Independent Advantage47:00 – What Hill Would You Die On?50:00 – What&#39;s Broken in Home Services?52:00 – AI, Customer Relationships &amp; The Future54:00 – Final Thoughts  Thank you to our Sponsors! Basic Capital: https://basiccapital.com/tothepointChiirp: https://chiirp.com/Bluon: https://www.bluon.com/get-demo?referral_code=ToThePointAvoca.ai: https://avoca.ai/r/tothepointYelp: https://www.yelp.com/ Sales Ask: https://www.salesask.com/

Why This $45M Home Services Company Still Refuses to Sell | VIP Guest John Waldorf

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/5/26/7/9bf5b4fb-df64-4f89-b15d-0586e3ca7bcc_ttp_redwood_services_ep_final_audio.mp3

Chris Yano, Chad Peterman, and Aaron Gaynor are joined in the Home Services VIP Room by VIP guests Richard Lewis, CEO of Redwood Services, and John Conway, COO of Redwood Services.In this episode, the group dives deep into the evolution of private equity in home services, scaling multi-location businesses, leadership development, operational inefficiencies, marketing, technician retention, and what it really takes to build a billion-dollar platform in the trades.Richard and John break down Redwood Services’ growth from a startup platform in 2020 to a company valued at approximately $1.1 billion while partnering with dozens of leading HVAC, plumbing, and electrical businesses across the country. The conversation explores how Redwood approaches acquisitions differently, why culture and people matter more than ever, and what separates scalable operators from companies that stay stuck.The episode also covers leadership ceilings, dispatching, call center leakage, marketing spend, budgeting, technology, accountability, retention, and the future of consolidation in home services.If you&#39;re a contractor, operator, manager, or entrepreneur in the trades, this episode is packed with real conversations and actionable insights from some of the top minds in home services. 00:00 – Welcome to the Home Services VIP Room01:15 – Introducing Redwood Services &amp; the VIP Guests03:30 – The Origin of “Cut a Rug”06:00 – How Chris Met Redwood in the Early Days08:30 – Redwood’s Growth to a $1.1B Valuation11:00 – Building Redwood Around People &amp; Culture14:15 – How Home Services Has Changed Since 202018:00 – Why Small Operators Are Struggling to Compete21:00 – The Technology &amp; Marketing Arms Race in Home Services24:00 – Why Some Companies Hit a Ceiling27:00 – The Biggest Problems in $3M–$5M Businesses30:15 – Margin Leakage, Labor Costs &amp; Pricing Mistakes34:00 – Leadership, Hiring &amp; Building Scalable Teams38:00 – Growing Leaders Faster Than the Business42:00 – Why Accountability Gets Harder as You Scale45:00 – Redwood’s Secret Sauce: Connection &amp; Collaboration48:00 – The Real Problem With Home Services Marketing51:00 – What’s Broken in Home Services?54:00 – Technician Retention &amp; Industry Turnover57:00 – Why Operational Leakage Matters More Than Marketing59:00 – Final Thoughts on Scaling, Leadership &amp; Growth Thank you to our Sponsors!Basic Capital: https://basiccapital.com/tothepointChiirp: https://chiirp.com/Bluon: https://www.bluon.com/get-demo?referral_code=ToThePointAvoca.ai: https://avoca.ai/r/tothepointYelp: https://www.yelp.com/

How Redwood Services Built a $1.1B Home Services Platform | VIP Guests Richard Lewis & John Conway

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/5/19/6/7161b517-f86a-48f1-ab06-362036911e26_ttp_vip-_hugh_joyce_final.mp3

In this episode, Aaron Gaynor officially joins Chris Yano and Chad Peterman as the newest co-host of To The Point Home Services VIP Room alongside VIP guest Hugh Joyce, President of James River Air Conditioning Company.The group dives into what it takes to build and scale a multi-location home services business while staying independently owned. Hugh shares lessons from growing a second-generation family business started in 1967 into a company with more than 250 employees across HVAC, plumbing, electrical, and commercial services.The conversation covers acquisitions, maintenance agreements, private equity, marketing, ServiceTitan, AI, call centers, scaling operations, leadership, family business dynamics, and why human connection still matters in home services.The crew is also joined by a surprise VIP guest co-host who jumps into the conversation to talk technology, AI, and the future of the trades.If you&#39;re a contractor, operator, or leader in the home services industry, this episode is packed with real conversations and actionable insights from some of the top minds in the space. 00:00 – Welcome Back to the Home Services VIP Room01:00 – Aaron Gaynor Officially Joins as Co-Host02:20 – Introducing Hugh Joyce &amp; James River Air05:00 – Building a Family Business Since 196708:10 – From a $5K Loan to a $67M Company11:00 – Why Hugh Calls Himself a “Marketing Guy”14:00 – Growing Through HVAC, Plumbing &amp; Electrical17:15 – The Challenges of Working in a Family Business21:00 – Preparing the Next Generation to Take Over25:00 – How James River Air Approaches Acquisitions29:00 – Why Hugh Keeps Acquired Company Brands Intact33:00 – What Private Equity Gets Right About Home Services36:00 – The Biggest Problems With Home Services Technology40:00 – Why Human Connection Still Wins in Business44:00 – AI, Marketing &amp; the Future of Customer Experience48:30 – The Power of Membership Agreements &amp; Lifetime Value53:00 – What Most Companies Still Get Wrong About Scaling56:00 – Final Thoughts on Leadership &amp; the Future of Home Services Thank you to our Sponsors! Basic Capital:<a href="https://www.youtube.com/redirect?event=video_description&q=https%3A%2F%2Fbasiccapital.com%2Ftothepoint&redir_token=QUFFLUhqbXZMaXZ0dGhmTURzRE81Z0J2SE9heU9WN0I4QXxBQ3Jtc0trR0t0QzdySkY0YXdid1JBVExxNDUtYmhIN1lZeDhNNzlkRkQtZy16MHcxWjllNGkyY0ZsLUR3YjM1c3RFS3ppdERrSW5VUkRqNkJZNHJrdWZpemg3VFdmQ0FlMnRnOXVaOHhRMUttOUlUWFJmVlFYMA&v=25Oh7OrRPv8" rel="nofollow"> https://basiccapital.com/tothepoint</a>Chiirp:<a href="https://www.youtube.com/redirect?event=video_description&q=https%3A%2F%2Fchiirp.com%2F&redir_token=QUFFLUhqbkFRc3pvdGZfM1otZ3VTUDJlMS1hZFhYX0dud3xBQ3Jtc0tsaHNTQWdNQU5FaG5Scnl0dHYzSU95ODctX0VJUUJTNzJFZGcxS0FSR3Uwal83eHp3NTRkVUNRa1V3dGVubUlhaGs3d25uaG9BYmgyZXZOUzhyRXZnRDB0SEpjaFFZZ3FkZC1xQWkyOFcyeUMzNWxfcw&v=25Oh7OrRPv8" rel="nofollow"> https://chiirp.com/</a>Bluon: https://www.bluon.com/get-demo?referral_code=ToThePointAvoca.ai:<a href="https://www.youtube.com/redirect?event=video_description&q=https%3A%2F%2Favoca.ai%2Fr%2Ftothepoint&redir_token=QUFFLUhqbGhOSFNEVHZDdnp6M08xZ0lrR2Z4b1VBTlhDZ3xBQ3Jtc0tscmFoZWU0OXRwZlptWExkbnlyYTBsY0JCb0ZvS3hRNmdHY0tyMHNBaGt6dWpHYTJIdXBjN0ZTNWx1aC1ndzJFem9pUDl5aWpNbGZWQ0xyamVDVzZadENBbzlqYVRJeVIxU0xDcHZnTlpCcmRDMW5ESQ&v=25Oh7OrRPv8" rel="nofollow"> https://avoca.ai/r/tothepoint</a>Yelp:<a href="https://www.youtube.com/redirect?event=video_description&q=https%3A%2F%2Fwww.yelp.com%2F&redir_token=QUFFLUhqbV80bi05TzRqTmVpbnVlSVJvMzJ5cXk1ZlJsd3xBQ3Jtc0trTVZvUmRWc0E3aFBiWUttVXhHVmI5LV9Ic3YxYTZxTkFWdFdwMmlJXzBrbkdldjZselRUYVFYQ3h4bUNwNy1naHYxQzNBOEdpRmM2cWZhMmVFUmR1SlpSUUE2WlVUSGk1d3BTN1BIc3d3bHU4M0lOZw&v=25Oh7OrRPv8" rel="nofollow"> https://www.yelp.com/</a>

Inside a $67M Family-Owned Home Services Business | VIP Guest Hugh Joyce

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2026/5/12/3/a8ad03ee-7bb3-463e-9e70-35a63c353f77_ttp_ep_1-_jason_hanson_audio.mp3

In this episode of To The Point, Chris Yano and Chad Peterman are joined by VIP guest co-host Ken Goodrich and a surprise VIP guest co-host for a powerhouse conversation with Jason Hanson of Sierra Pacific Home &amp; Comfort.From scaling operations and building culture to leadership, profitability, and the realities of growing a home services business, this episode is packed with insight from operators who have built at the highest level.Jason shares lessons from growing Sierra Pacific Home &amp; Comfort, while the surprise VIP guest co-host and Ken bring their own perspectives from decades of experience scaling some of the most recognizable brands in the industry.No fluff. No scripts. Just real conversations about what it actually takes to win in home services.Whether you&#39;re growing your first million-dollar shop or scaling toward nine figures, this episode delivers practical insights from leaders who’ve done it themselves. 00:00 – Welcome to the Home Services VIP Room01:10 – Jason Hanson Joins the New To The Point Format03:00 – The Vision Behind the VIP Room Podcast Style05:15 – How Sierra Pacific Started as a Solar Pool Heating Company08:00 – Growing Into HVAC, Plumbing &amp; Electrical10:45 – Ken Goodrich’s Sacramento HVAC Story14:00 – Using Memberships to Create a “Moat” Around the Customer17:30 – The Biggest Lessons From Adding New Trades21:00 – Why You Need the Right Leaders Before Expanding24:00 – Tommy Mello Joins the Conversation26:00 – Operator vs. Sales &amp; Marketing Leadership Styles29:00 – Building a Business That Lasts Beyond You32:00 – Why Some Owners Sell and Others Stay Independent36:00 – The Reality of PE, Lifestyle &amp; Building Wealth40:00 – Creating Opportunities for Employees to Retire Successfully43:00 – Why Great Operators Love the Fight46:00 – The Talent War in Home Services49:00 – What Success Outside of Work Really Looks Like51:00 – Final Thoughts on Leadership, Growth &amp; Ownership Basic Capital: https://basiccapital.com/tothepointChiirp: https://chiirp.com/Contractor Commerce: https://www.contractorcommerce.com/ryno/Bluon: https://www.bluon.com/get-demo?referral_code=ToThePointAvoca.ai: https://avoca.ai/r/tothepointYelp: https://www.yelp.com/

Building a $30M Home Services Business & Still Independently Owned | VIP Guest Jason Hanson

The Home Services podcast that gets to the point, with solutions to help your service company grow. Our focus is to help HVAC, Plumbing, Electrical, Roofing, etc. companies learn how to grow their companies with marketing & operational solutions.