Key Takeaways:

Lead Aggregator Myths: The real truth about Home Advisor and Angie's List close rates.

Want to learn more about Relentless Digital & Josh, go to https://www.relentless-digital.com/ for more information!

Are you an entrepreneur or a "dentist"? In this high-energy episode, JT Foxx (owner of 84 companies) joins Lance Bachmann to break down the brutal truth about what is holding you back from generational wealth. They dive deep into: The "Personal Exertion" Trap: Why your business stops when you do. Billionaire vs. Millionaire Thinking: Why simplifying is the key to scaling.

The Art of the Exit: How to sell your business for 8x instead of 2x. Why "Winners Stay in the Room": The importance of discipline and professional networking. If you are a contractor or business owner looking to scale, systemize, and eventually sell your company, this conversation is a must-watch. JT Foxx shares insights from his interviews with billionaires and explains why "relational capital" is your most valuable asset.

In this episode of The Build it to Sell it Podcast: Home Service Secrets with Lance Bachmann, Lance sits down with Tom and Karen from Vector to talk about what it really takes to grow a home service business the right way. 

This is not one of those fake internet business conversations where everyone pretends they are doing huge margins while scaling like crazy. Tom and Karen break down the real story behind growing their plumbing, electrical, and HVAC business from roughly $2M to $9.3M in just a few years, while Lance gives his straight take on branding, operational efficiency, financing, hiring, and building for an exit.

In this episode, Lance sits down with Brigham Dickinson from Power Selling Pros to discuss the often-overlooked impact of Customer Service Representatives (CSRs) on business growth and scalability. While many companies focus exclusively on training technicians, the speakers argue that neglecting CSR training leads to high turnover and missed revenue opportunities.

12 Key topics covered in this episode include:

* The Power of CSR Training: Why CSRs are often the most important role in an organization for creating "wow" experiences and ensuring sales opportunities aren't lost to competitors.

3 * AI vs. Human Connection: A debate on the role of AI in the home service industry. While AI is useful for immediate lead capture, it cannot replace the trust and rapport built through human interaction.

4 * Incentivizing for Success: How providing clear incentives and attention to CSRs can transform them from simple phone answerers into high-performing "experience people" who actively sell service agreements.

5 * Lessons from Wrestling: Applying the discipline and "comfortable being uncomfortable" mindset from competitive wrestling to the business world.

6 * The "A-Team" vs. "B-Team": Insights into Brigham's call center model, where in-house CSRs (the A-Team) are pushed to outperform a high-level overflow team (the B-Team).

7 * Faith and Mindset: The foundational roles that faith, mental health, and physical fitness play in successful entrepreneurship and leadership.

8 Connect with Power Selling Pros: Visit powersellingpros.com to learn more about CSR and technician coaching, call monitoring, and their specialized booking services.

Special thanks to our sponsors:

Service Titan — The technology of choice for scaling and growing home service businesses to their full potential.

Rilla — The preferred AI-powered, virtual ridealong software for outside sales teams, specifically in home services. Manage coaches and reps 8x faster, boost close rates by 40% through conversation intelligence, transcription, and instant insights.

In this episode of Build it to Sell it: Home Service Secrets with Lance Bachmann, Lance sits down with Ara Mahdessian, Co-Founder and CEO of ServiceTitan, to discuss the technology that helped modernize the trades.

Ara shares the story of growing up in a contractor family, watching the challenges his parents faced running their business, and how that experience ultimately led to the creation of ServiceTitan.

Together they break down the key drivers every contractor should track to grow their business, why adopting technology can dramatically increase profitability, and how understanding your numbers is critical to scaling past the early growth stages.

They also discuss leadership, hiring great people, financial literacy, and how the next wave of automation and AI will reshape how home service businesses operate.

If you want to build a company that scales, grows profitably, and eventually gives you the option to sell, this conversation delivers real-world insights from both sides of the industry.

Some conversations start with small talk—this one goes straight into the real stuff! What begins as a casual sit-down quickly turns into an unfiltered discussion about loss, resilience, and the moments in life that completely reshape who you are. From navigating personal tragedy to finding meaning in the hardest experiences, this conversation explores how adversity can forge purpose. Introducing Keith Jones, longtime NBC10 Philadelphia news anchor, Villanova professor, and one of the most recognizable media personalities in the region.

Keith shares the deeply personal story that shaped his outlook on life after losing his girlfriend in his twenties—and how that experience ultimately led him to build a foundation in her honor and redefine his purpose. Along the way, we challenge the narratives around politics, branding, social media, and money—and explore why authenticity may be the most valuable asset anyone can have in business or life. This one is NOT to be missed!

Don’t forget to give me a shoutout in the comments and make sure you hit that subscribe button.. You’re not gonna wanna miss my next guest!

Follow my guest at:

Follow me on all Social Media: @LanceBachmann

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 – Build It To Sell It With Lance Bachmann

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

He bought a landscaping company for $50,000… built multiple businesses… started a pro basketball league… and now helps contractors make an extra six figures just by understanding their numbers. This conversation with Ian McCarthy was one of the most eye-opening we’ve had! 

Don’t Miss These Special Episode Highlights: 

**If you enjoyed this episode give me a shoutout in the comments and don’t forget to hit that subscribe button. It helps us reach more people, keep bringing on great guests, and keep building something real together.

Follow my guest at:

Follow me on all Social Media: @LanceBachmann

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 – Build It To Sell It with Lance Bachmann

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

Most contractors are selling to skeptical, “burned-before” homeowners… and then they wonder why nothing closes. In this episode, I sit down with Joseph Hughes (Contractor Dynamics) and we get BRUTELLY honest about the real problem in roofing marketing: uneducated buyers, zero trust, and contractors who think hiring an agency means they can stop paying attention. We talk accountability, why most agencies get fired even when results are good, how Joe trains roofers to become the “marketing GC,” and why buying leads isn’t marketing—it’s just panic with a credit card.

Episode highlights

Here’s the reality: if you don’t trust your marketing numbers, you don’t have a marketing problem—you’ve got a leadership problem. Joe’s whole point is simple: stop hiring agencies like you’re ordering DoorDash and hoping your business shows up hot and ready. Be the CEO. Know the basics. Check the change history. And if you’re still chasing “instant leads” with no plan? Congrats—you’re not doing marketing… you’re just speed-running stress.

See you Monday for another great episode!

Follow my guest at:

Follow me on all Social Media: @LanceBachmann

Follow my guest at:

Follow me on all Social Media: @LanceBachmann

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 – Build It To Sell It With Lance Bachmann

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

TRUTH TIME: Most hiring is a coin flip… and then owners act shocked when culture falls apart. In this episode, I sit down with Spencer Brannan from Culture Index—the assessment we use right here at LB Capital to stop guessing and start placing the right people in the right seats. We get into the uncomfortable reality– if you want to build anything that matters, you’re going to upset some people, and if you don’t hold people accountable, your business becomes a daycare. We also break down why “nice” doesn’t equal “sales,” why people really quit (hint: it’s not the company), and how one 60-second survey can save you years of bad hires.

-Stop Hiring Point Guards to Play Center

-The Real Reason People Quit: The Frontline Manager

-Why Interviews Lie and Data Doesn’t

-Accountability Feels Like “Hate” to Undisciplined People

Do yourself a favor—stop guessing, stop collecting resumes like Pokémon cards, and start building a team that can actually execute. Catch the next episode—because we’re not here to build a “nice” business… we’re here to build one that wins!

Follow my guest at:

Follow me on all Social Media: @LanceBachmann

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 – Build It To Sell It with Lance Bachmann

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

Texas roofing is the Wild West—no licensing, nonstop storm chaos, and a whole lot of companies flexing revenue while quietly bleeding cash. And I’ll say it again: if you’re doing $100M and it costs you $100M, I’m not impressed. 

In this episode, I sit down with Heather Hitchcock—founder and CEO of Royal Roofing in Houston—to talk about what it really takes to build a roofing company in one of the hardest markets in the country. We get into her social media strategy that generated leads with $0 ad spend, the brutal leadership lessons she learned the hard way, and why most contractors get stuck at $1–2M forever. 

HIGHLIGHTS YOU DON’T WANT TO MISS:

Here’s the reality: if you’re flexing revenue but not stacking profit, you’re not building a business—you’re building stress. Heather nailed it: great companies are built when leaders stop reacting. So stop chasing storms and start building systems… because if you don’t tighten the screws, your business will leak. And if you want more real-world breakdowns like this, stay locked in—next episode gets even more tactical.

Follow my guest at:

Follow me on all Social Media: @LanceBachmann

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 – Build It to Sell it: with Lance Bachmann

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