Today's Build It To Sell It episode delivers a wake-up call with Jen McKee, the restaurant lifer who spent 17 years going from host to bartender to manager before walking away to build Keyhart Marketing — a trades-only social media agency — and is now telling contractors the thing none of them want to hear: nobody is seeing your posts.

Jen unpacks why AI-generated content is quietly costing you the trust you spent years building, the 3S Framework behind her 50/30/20 content split, and why the offers filling your feed are the exact reason your feed isn't working.

No logo, no boosted post, and no ChatGPT flyer replaces being the contractor people actually remember. Host Bill puts it plainly — AI isn't going to replace the human element, it's going to replace the human element that won't use AI. This one changes how you post… don't skip it.

Build It To Sell It Conference is where serious business owners go to scale, systemize, and position their company for a profitable exit. This is not another motivational event. This is a real-world, operator-led conference built for entrepreneurs who want clarity, structure, and results.

Join us December 7–9 in Hollywood, Florida, for three days of real strategy, real numbers, and real execution. You’ll learn how to grow revenue, build leadership teams, clean up financials, and create a business that buyers actually want.

This event is powered by the Build It To Sell It Movement, created by entrepreneurs who’ve built and sold multiple companies across home services, roofing, HVAC, and more.

🎯 WHAT YOU’LL LEARN:

🎟️ Get your ticket here:

🔥 Take the next step:

Shop Tours: https://www.buildittosellit.com/shop-tours/

Sales Training: https://www.buildittosellit.com/sales-training/

Winner’s Circle: https://www.buildittosellit.com/winners-circle/

Movement: https://www.buildittosellit.com/

🎙 Podcast – The Build it to Sell it Podcast: Home Service Secrets

Spotify: https://open.spotify.com/show/56A2PiqKz3NP6sj1nfSloP

Follow Lance Bachmann

If you’re ready to stop guessing and start building a real asset, this is your room.

#BuildItToSellIt #BusinessConference #EntrepreneurLife #ScaleYourBusiness #BusinessExit #HomeServiceBusiness #CEOlife #PrivateEquity #BusinessGrowth #LanceBachmann

Welcome back to another episode of the Build Sell Podcast! In this episode, host Lance sits down with special guest Tom Howard, the Vice President of Customer Experience at Service Titan and owner/investor in multiple home services companies. 

Tom shares his incredible journey of buying and selling air conditioning and plumbing shops, including a massive deal where he and his partners bought a company for zero dollars and sold it 16 months later for over $70 million.

The duo dives deep into what it truly takes to be a successful business operator, emphasizing the power of fast implementation over endless analysis. They explore the evolving role of AI and automation in the trades, why networking at masterminds matters, and how transparency regarding business failures can help you grow faster. Finally, Tom clears up the love-hate relationship contractors have with Service Titan, explaining why enterprise-level software is critical for scaling to $100M+.345

Whether you are in HVAC, plumbing, or roofing, this episode is packed with actionable advice to help you stop letting fear hold you back and start executing like a true winner.

Key Focuses:

Welcome back to the Build Sell Podcast! In this raw and honest episode, host Lance Bachmann sits down with his business partner, Dustin Woodson (better known as Woody), from Exterior Home Solutions in Knoxville, Tennessee.

Dustin shares the incredible story of his retail roofing company, which has been operating since 1999 and brings in over $10 million in revenue. However, the journey wasn't always smooth. Dustin opens up about a gut-wrenching moment when a major private equity firm pulled a $10 million letter of intent (LOI) during due diligence because the company's books weren't clean and it was being run as a "lifestyle business" rather than a highly profitable asset. After that wake-up call, Dustin was referred to Lance. Since officially partnering with LB Capital in April, Exterior Home Solutions has undergone a brutal but highly successful transformation. Tune in to hear them discuss: * The painful truth about transitioning away from a "lifestyle business." * Shifting from simple "estimate givers" to utilizing a structured, highly effective sales process. * The massive impact of raising prices, cleaning up "dead weight," and modernizing operations through Service Titan. * Managing the heavy emotional toll, lifestyle adjustments, and staffing changes that come with rapid scaling. With Exterior Home Solutions now highly profitable and on track to hit $20 million by 2027, this episode is a masterclass in what it truly takes to build real enterprise value.

🚀 BUILD IT TO SELL IT CONFERENCE 🚀 If your company can't run without you, you don't own a business—you own a job. Join over 1,000 home service business owners at the Build It To Sell It Conference this December 7th–9th at the Diplomat Hotel in Hollywood, Florida. Learn real-world strategies from operators who have actually scaled and sold companies.

Click the link in the show notes to get your tickets now! Special thanks to our main sponsor, Service Titan—the technology of choice helping contractors scale real companies that are actually worth selling. Build It To Sell It Conference is where serious business owners go to scale, systemize, and position their company for a profitable exit. This is not another motivational event. This is a real-world, operator-led conference built for entrepreneurs who want clarity, structure, and results.

Join us December 7–9 in Hollywood, Florida, for three days of real strategy, real numbers, and real execution. You’ll learn how to grow revenue, build leadership teams, clean up financials, and create a business that buyers actually want. This event is powered by the Build It To Sell It Movement, created by entrepreneurs who’ve built and sold multiple companies across home services, roofing, HVAC, and more.

🎯 WHAT YOU’LL LEARN: • How to scale without chaos • How to increase valuation • What private equity actually looks for • Systems that make your business sellable • How to step out of day-to-day operations

🎟️ Get your ticket here: 👉 https://go.buildittosellit.com/2026

Most business owners focus on building the business and forget to build the plan for what happens after the exit.

In this episode of the Build It To Sell It Podcast, Lance sits down with Michael and Jay from HFM Investment Advisors to talk about the financial side of building a valuable, sellable business.

They break down:

• Why you need an exit plan years before selling

• How tax planning can impact your final payout

• Why your CPA, attorney, financial advisor, and other professionals need to work together

• Trusts and protecting your wealth after an exit

• What business owners should do with their money after selling

• Why simple investment strategies can often beat complicated ones

• The importance of having the right people in your corner

• How to avoid common mistakes that can cost you millions

You only get one shot at selling a business. The goal isn't just to get the biggest check. It's to make sure you're prepared for everything that comes after it.

Build it. Grow it. Protect it. Sell it.

Subscribe to the Build It To Sell It Podcast for more conversations with entrepreneurs, business owners, and experts on building companies that create lasting wealth.

#buildittosellit #lfgrow

Build It To Sell It Conference is where serious business owners go to scale, systemize, and position their company for a profitable exit. This is not another motivational event. This is a real-world, operator-led conference built for entrepreneurs who want clarity, structure, and results.

Join us December 7–9 in Hollywood, Florida, for three days of real strategy, real numbers, and real execution. You’ll learn how to grow revenue, build leadership teams, clean up financials, and create a business that buyers actually want.

This event is powered by the Build It To Sell It Movement, created by entrepreneurs who’ve built and sold multiple companies across home services, roofing, HVAC, and more.

🎯 WHAT YOU’LL LEARN:

• How to scale without chaos

• How to increase valuation

• What private equity actually looks for

• Systems that make your business sellable

• How to step out of day-to-day operations

🎟️ Get your ticket here:

👉 https://go.buildittosellit.com/2026

🔥 Take the next step:

Mastermind: https://www.buildittosellit.com/mastermind/

Shop Tours: https://www.buildittosellit.com/shop-tours/

Sales Training: https://www.buildittosellit.com/sales-training/

Winner’s Circle: https://www.buildittosellit.com/winners-circle/

Movement: https://www.buildittosellit.com/

🎙 Podcast – The Build it to Sell it Podcast: Home Service Secrets Apple: https://podcasts.apple.com/us/podcast/the-roofing-ceo-playbook-build-it-to-sell-it-with/id1778011846

Spotify: https://open.spotify.com/show/56A2PiqKz3NP6sj1nfSloP

Follow Lance Bachmann

YouTube: @lancebachmann

Instagram: @lancebachmann

Facebook: LanceBachmannOfficial

X: @lancebachmann

If you’re ready to stop guessing and start building a real asset, this is your room.

#BuildItToSellIt #BusinessConference #EntrepreneurLife #ScaleYourBusiness #BusinessExit #HomeServiceBusiness #CEOlife #PrivateEquity #BusinessGrowth #LanceBachmann

Everyone has an opinion about Angi. Few have ever sat down with the CEO.

In this episode of the Build It To Sell It Podcast, Lance Bachmann sits down with Jeff Kip, CEO of Angi, for an honest conversation about lead generation, contractor success, and why so many companies fail to get results from paid leads.

Lance shares why Angi generates nearly 50% of the revenue across the LB Capital roofing platform, while Jeff explains the biggest mistakes contractors make after a lead comes in.

Inside this episode, you'll learn:

Whether you're spending money on SEO, Google Ads, Facebook, referrals, or lead providers, this conversation will challenge how you think about sales, marketing, and scaling a home service business.

If you're serious about building a company that's valuable enough to sell someday, this episode is packed with practical strategies you can implement immediately.

Subscribe for new episodes every Tuesday at 3 PM EST.

#business #entrepreneur #ai

Build It To Sell It Conference is where serious business owners go to scale, systemize, and position their company for a profitable exit. This is not another motivational event. This is a real-world, operator-led conference built for entrepreneurs who want clarity, structure, and results.

Join us December 7–9 in Hollywood, Florida, for three days of real strategy, real numbers, and real execution. You’ll learn how to grow revenue, build leadership teams, clean up financials, and create a business that buyers actually want.

This event is powered by the Build It To Sell It Movement, created by entrepreneurs who’ve built and sold multiple companies across home services, roofing, HVAC, and more.

🎯 WHAT YOU’LL LEARN:

• How to scale without chaos

• How to increase valuation

• What private equity actually looks for

• Systems that make your business sellable

• How to step out of day-to-day operations

🎟️ Get your ticket here:

👉 https://go.buildittosellit.com/2026

🔥 Take the next step: Mastermind: https://www.buildittosellit.com/mastermind/

Shop Tours: https://www.buildittosellit.com/shop-tours/ Sales Training:

https://www.buildittosellit.com/sales-training/ Winner’s Circle:

https://www.buildittosellit.com/winners-circle/ Movement:

https://www.buildittosellit.com/

🎙 Podcast – The Build it to Sell it Podcast:Home Service Secrets Apple: https://podcasts.apple.com/us/podcast/the-roofing-ceo-playbook-build-it-to-sell-it-with/id1778011846

Spotify: https://open.spotify.com/show/56A2PiqKz3NP6sj1nfSloP

Follow Lance Bachmann

YouTube: @lancebachmann

Instagram: @lancebachmann

Facebook: LanceBachmannOfficial

X: @lancebachmann

If you’re ready to stop guessing and start building a real asset, this is your room.

#BuildItToSellIt #BusinessConference #EntrepreneurLife #ScaleYourBusiness #BusinessExit #HomeServiceBusiness #CEOlife #PrivateEquity #BusinessGrowth #LanceBachmann

Welcome to the Build It To Sell It Podcast! 🚀

In this episode, host Lance Bachmann sits down in person with Anthony (Founder) and Max (Associate) from Exuma Capital, a dynamic family office operating like a private equity firm. Known for their active investments and industry-agnostic approach, they specialize in buying, scaling, and successfully exiting businesses across classes like real estate, home services, food and beverage, technology, and fleet management.

Anthony and Max pull back the curtain on the world of mergers, acquisitions, and private equity. They share the raw truth about what it really takes to transition from an unpolished "cluster" of a small business to a highly valued asset.

Key topics discussed in this episode:

The Reality of Private Equity & Debt Leverage: How PE buyers use leverage, the math behind debt multipliers, and the risks of running a highly levered business.

Navigating Earnouts & Transacting: Why you should be happy with the money you get at the closing table, the harsh truth about customer concentration, and what happens when a deal falls out of LOI. Modernizing Small Businesses: A hilarious yet insightful look at buying companies trapped in the past—like a roofing business still dispatching crews using pencil and paper.

The Industry Standard: Why utilizing software like Service Titan is crucial for visibility, tracking KPIs, and commanding a premium value when it's time to sell.

Backing the Right People: Why Exuma Capital focuses heavily on partnering with hungry management teams and aligning back-end incentives so everyone wins.

Whether you are a first-time business owner or a seasoned contractor looking to create an exit strategy, this episode is packed with real-world strategies to help you stop owning a job and start owning a valuable business.

Connect with our guests:

🌐 Website: exumafunds.com

🎟️ Build It To Sell It Conference 🎟️

Ready to scale your home service business, build real value, and connect with operators who have successfully exited? Join us this December 7th through 9th at the Diplomat Hotel in Hollywood, Florida!

👉 Click the link in the show notes to get your tickets today!

Thank you to our sponsors: ⚡ Service Titan - Our technology of choice for scaling home service businesses.

🤖 Siro - One of the top AI sales coaching platforms in home services.

Don't forget to LIKE, SHARE, and SUBSCRIBE for more home service secrets and M&A insights!

From $750k Debt & A Sales Mutiny To $500k Profit In ONE Month! 🚀 How do you go from losing $1,000,000 and drowning in $750,000 of debt to generating $500,000 in net profit in a single month?

In this episode, Lance sits down with Alec Martin, owner of I Am Roofing in Prattville, Alabama, and his stepdaughter Morgan, to break down one of the most spectacular business turnarounds in home services history.

Alec gets incredibly transparent about the crushing weight of supplier debt, a marketing failure that cost him $500,000 in three months, and the shocking moment his entire sales team staged a mutiny right after partnering with LB Capital. Discover how they cut the dead weight, implemented the playbook, and scaled their business to a $20 Million pace.

🔑 What You’ll Learn In This Episode:

The Debt Trap: How I Am Roofing got buried in $750k of debt by playing the "robbing Peter to pay Paul" insurance game—and how they transitioned to high-margin retail.

The Sales Team Mutiny: Why having his entire sales team threaten to quit was actually the best thing that ever happened to Alec's business.

The Power of the Playbook: How simply raising prices and executing a disciplined 12-step sales process yielded immediate results.

From Payroll to Quadrupling Income: How Morgan went from managing collections to absolutely crushing it on the "rehash" sales team—making more money than she ever thought possible at 25.

Handling Aggressive Creditors: The exact mindset and legal strategy Lance used to protect Alec and Brian from aggressive suppliers.

🎟️ Build It To Sell It Conference 2026 If you are a home service business owner who wants to stop owning a job and start owning a real business, you need to be in the right room.

📅 Date: December 7th – 9th

📍 Location: The Diplomat Hotel in Hollywood, Florida

👉 Get Your Tickets Here: go.buildittosellit.com/2026

Join over 1,100 contractors and learn real-world strategies from operators who have actually built and exited multi-million dollar companies.

🤝 Thank You To Our Sponsors:

Service Titan: Our technology of choice for scaling, growing, and tracking home service operations.

FinTurf: One of the most trusted financing platforms in home services. Thank you for making this episode possible!

#RoofingBusiness #HomeServices #BusinessTurnaround #Entrepreneurship #SalesTraining #BuildItToSellIt #ScaleYourBusiness #ServiceTitan #FinTurf #BusinessGrowth #SalesStrategy

Corey Bailey, TruChoice Roofing — $400K EBITDA in 4 years to $400K EBITDA in 1 month. Real roofing business growth: how a contractor scaled to $1.5M/month by doubling prices from $500 to $1,200/sq. In this episode of Build It To Sell It, Lance Bachmann sits down with Corey Bailey, founder of TruChoice Roofing, to unpack the exact playbook that transformed his business from a 4-year plateau into a $1.5M/month machine — in under 5 months.

What does it actually take to build the 4th largest debt-free roofing platform in America in under 3 years — while everyone else is handing money to fake gurus at industry conferences?

In this episode of the Build It To Sell It Podcast, Lance sits down with LB Capital CEO Bill Rossell and COO Kelly Mesaris to pull back the curtain on $150M+ in retail sales, their 10th corporate partner, and the unfiltered truth about what it costs — emotionally, operationally, and personally — to build something that lasts. No fluff. No highlight reel. Just the real conversation happening behind the company.

⏱️ CHAPTERS

00:00 — Intro: The LB Capital Story Nobody's Telling

02:59 — From Chaos to $150M: When You're Too Busy to See What You're Building

06:39 — The Real Weight of Leadership: Every Life in Your Hands

13:12 — "I'm Never Going Back": How Bill Turned Failure Into Fuel

18:00 — The Fake Guru Problem: Calling Out Industry Con Artists With Zero Receipts

23:05 — When Kelly Quit (And What Lance Said That Changed Everything)

28:00 — Focus Over Diversification: Why Aiming Small Is the Winning Play

33:00 — Service Titan: The Non-Negotiable CRM for Home Service Companies

38:00 — The Culture Code: No Yes-Men, Raw Truth, United Front

44:20 — "Pack Your Sh*t": The Fight That Made This Team Unbreakable

49:00 — Becoming the 4th Largest Debt-Free Roofing Platform in America

54:11 — Lance's Superpower: Surrounding Himself With the Right People

55:33 — The Best Day: Life-Altering Financial Payouts & What Success Really Means

59:00 — What's Next: Bill & Kelly Take Over the Podcast

🎟️ Build It To Sell It Conference → https://go.buildittosellit.com/2026

🎙️ Podcast → https://www.buildittosellit.com/podcasts/

📱 Socials → @lancebachmann

🌐 Website → buildittosellit.com

#roofingbusiness #roofingmarketing #businessgrowth #buildittosell #LBCapital #roofingsales #entrepreneurship #homeservicebusiness #businessexit #LanceBachmann