Home Service Round Table

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Most home service businesses don't have a profitability problem. They have a leadership problem. In this episode of Home Service Roundtable, we sit down with Mike Disney, a business coach, speaker, and growth strategist who has worked with hundreds of home service companies. Mike breaks down what strong leadership actually looks like, why owners get stuck working in the business, and how better systems, people, pricing, and accountability can change the trajectory of a company. The conversation also covers the growth plateaus that contractors face, finding great talent, the future of sales, coaching, and the mindset required to keep growing. We talk about:

• Why leadership problems show up across every line of the P&L
• Why vision and core values are the foundation of leadership
• What leadership should look like at different revenue levels
• Why owners need to get out of the day-to-day and become CEOs
• The difference between managing a business and actually leading it
• Why leaders should produce growth and profitability, not just maintain the status quo
• How training and onboarding can replace the founder being in the field
• Why contractors need strong SOPs and accountability
• The daily KPIs Mike looks at to understand the health of a business
• Why every KPI needs someone accountable for it
• Why pricing is one of the biggest problems holding contractors back
• How the right people, onboarding, training, and compensation impact profitability
• Why many contractors think they're making 5% profit when they're actually losing money
• What contractors are wasting money on and how to vet outside advice
• Why coaching is an investment only when you're willing to implement what you learn
• The mindset changes required to get out of your own way
• Why gratitude can change the way business owners lead their teams
• The daily habits Mike uses to help owners focus on what actually moves the needle
• Why $1M, $3M, $5M, and $7M can create very different growth challenges
• Why $7M can become a major turning point for a home service business
• Why growth sometimes means saying goodbye to people you've worked with for years
• Why the talent pool isn't the problem and contractors need to change how they recruit
• How business owners can recruit talent from their own communities
• Why trades can offer young people a powerful career path
• Mike's prediction that traditional comfort advisor sales could change dramatically
• Why salespeople need to prove their value as technology changes the buying process
• The importance of humility and asking, "What if that's not true?"
• Mike's recommended book for business owners

Whether you're trying to break through your first million or scale beyond $10 million, this episode is about building the leadership, people, systems, and mindset required to keep growing. Watch the full episode to hear Mike Disney's perspective on what separates businesses that scale from businesses that simply stay busy.

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Most home service companies don't have a marketing problem. They have a tracking problem. In this episode of Home Service Roundtable, we sit down with Lou and Andrew from Add Leverage to talk about what it really takes to build a marketing strategy that produces measurable results. The conversation goes beyond generating leads and focuses on tracking the entire customer journey — from the first click and phone call to the booked appointment, sale, and long-term customer value. Lou and Andrew break down why marketing and operations have to work together, how contractors can identify which channels are actually producing profitable customers, and why relying on surface-level metrics like blended ROAS can lead to the wrong conclusions. We talk about:

• Why marketing and operations need to work together
• How to track leads from the original source through the sale
• Why a lead isn't the same thing as a booked job
• The key metrics contractors should track, including booking rate, close rate, average ticket, and customer acquisition cost
• How marketing strategies change as a company grows from $3M to $50M+
• Why contractors shouldn't blindly copy another company's marketing budget
• How Google Local Services Ads and lead aggregators can help smaller companies fill the board
• Why local community involvement and authentic social media can still drive results
• How much home service companies should actually spend on marketing
• Why there is no universal marketing percentage that works for every contractor
• The danger of relying on blended ROAS
• Why branded and non-branded traffic can completely change how marketing performance looks
• How a call center's answer rate can impact marketing performance
• Why contractors need to measure the entire customer journey
• How to maximize revenue from every lead and every neighborhood
• Why existing customers can be one of the most valuable marketing opportunities
• How CRM data can identify aging equipment and reactivation opportunities
• Why retention and reactivation should be part of the marketing strategy
• How outbound departments can turn missed opportunities into additional revenue
• Why speed to lead and continuous testing are critical
• How diversifying marketing channels can create more scalable growth
• Why the cheapest lead isn't always the cheapest customer acquisition
• How smaller contractors can compete without trying to outspend larger companies
• Why authentic, owner-led content can outperform polished advertising
• The importance of tracking every lead back to its actual source
• The marketing KPIs contractors should be discussing every week

Whether you're running a $2 million company trying to fill the board or a $50 million organization looking for the next stage of growth, this episode breaks down how to make smarter marketing decisions using real data instead of assumptions. Watch the full episode and learn how to track your marketing from the first lead all the way through revenue — and build a strategy that can actually scale.

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DESCRIPTION: At 19, Payton Patterson was already running jobs. Today, at 29, he's building P2 Electrical and Mechanical Contracting into a multi-trade business spanning electrical, plumbing, and HVAC. Payton started his first year doing roughly $150,000 in revenue. By year two, the company reached $500,000, followed by consecutive seven-figure years. Now, he's working toward the eight-figure mark while thinking far beyond revenue — focusing on EBITDA, company multiples, recurring revenue, vertical integration, and eventually development. In this episode of Home Service Roundtable, Payton opens up about what it takes to grow a contracting business while still being deeply involved in the work, the biggest bottlenecks holding the company back, and the lessons learned from nearly a decade in the trades. We talk about:

• How Payton grew from $150K in year one to seven-figure revenue
• Why bigger contracts brought bigger risks — and bigger rewards
• The biggest bottleneck in P2's growth: Payton himself
• Why reviewing every estimate and invoice can eventually limit scalability
• How P2 expanded from electrical into plumbing and HVAC
• The strategy behind becoming a one-stop MEP contractor
• Why Payton is focused on EBITDA and the multiple, not just revenue
• How recurring service revenue can affect the value of a contracting business
• The long-term vision for vertically integrated development
• How lightning damage can create a unique opportunity for electrical contractors
• Why social media is helping P2 attract both customers and potential employees
• How Payton's own Instagram helped bring a new employee into the company
• Growing up as the owner's son and learning the importance of accountability
• The relationship between Payton and his father after building his own company
• Why passion for the trade can be more valuable than rushing to get out of the truck
• The three daily habits Payton credits with making him more successful
• Why 30 minutes of silence every day helps eliminate loose ends
• How cleanliness and organization became part of the company's culture
• How P2 is using AI to monitor inventory and automate supplier quote requests
• The biggest leadership mistake Payton made by getting too close to employees
• Why business owners need to separate friendship from leadership
• How Payton learned to become more selective with hiring
• Why he wishes he had listened to mentors earlier
• How a devastating house flood and mold exposure changed the direction of his business
• How getting a GC license opened the door to development
• Why vertical integration became part of Payton's long-term vision
• The future of monitoring technology across plumbing, HVAC, and electrical
• How contractors can increase homeowner lifetime value beyond the initial installation

From running jobs as a teenager to managing a growing MEP company, Payton's story is a look at what happens when trade experience, entrepreneurship, technology, and long-term thinking come together. Watch the full episode to hear how Payton is building P2 — and where he plans to take it next.

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DESCRIPTION: What separates a home service business that generates revenue from one that actually produces profit? For Brian Gottlieb, the answer is discipline, people, training, and systems that allow the business to perform without depending on the owner. Brian built a home service company from a $3,000 startup into a multi-state organization with hundreds of employees and nearly $1 billion in lifetime sales. In this episode of Home Service Roundtable, Brian breaks down the lessons he learned from scaling businesses, navigating multiple exits, developing top performers, building stronger teams, and creating a company that buyers actually want to acquire. We talk about:

• Why chaos can produce revenue, but discipline produces profit
• Why training needs to become part of the culture rather than an occasional event
• The difference between technical training and adaptive, mindset-based training
• How incident reports can reveal hidden training opportunities
• Why SOPs alone aren't enough to change employee behavior
• How to create business disciplines that shape the way teams think
• Why a strong CFO brings a different strategic perspective to the business
• When a business should consider a fractional CFO
• Why accurate financial data is critical for making better decisions
• The KPIs that can reveal deeper problems inside the business
• Why declining dollars per crew day can signal an underlying operational issue
• What private equity buyers actually look for when acquiring a home service business
• Why buyers are ultimately buying the belief that the team can execute without the owner
• How compensation structures can help retain key employees through an exit
• Why systems, people, brand, and customer experience all impact business value
• What Brian learned from building alongside other companies in the industry
• How top sales performers can produce dramatically different results despite receiving the same training, leads, and pricing
• What top performers are really doing differently to build trust and win more business
• Brian's upcoming book, Beyond the Script, and the principles behind it
• Why sales is ultimately about leadership and helping customers move toward a different future

Whether you're building your first million-dollar home service company or trying to scale beyond $10M, this conversation is packed with lessons on how to build a business that can grow without everything depending on the owner. Watch the full episode and learn what Brian Gottlieb believes it really takes to build a scalable, profitable, and valuable home service business.

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Most contractors think adding more trucks, more people, and more trades automatically means more money. It doesn't. In this episode of Home Service Roundtable, we sit down with Derek Cormier to talk about what it actually takes to build a scalable home service business. From recruiting and training to leadership, culture, pricing, sales, and knowing when you're ready to add another trade, Derek breaks down the lessons he's learned from making plenty of mistakes along the way. We talk about:

• Why many technicians misunderstand how much money home service companies actually make
• Why mastering a trade takes years instead of weeks
• How Derek built a month-long apprenticeship and training program
• Why culture fit matters just as much as experience when hiring
• How to train technicians before putting them in a truck
• Why understanding truck and technician economics creates better pricing buy-in
• How career paths and clear expectations help employees grow
• Why spending more time in the home can lead to higher close rates
• How rushing through service calls can leave revenue on the table
• Why options should come from properly diagnosing the homeowner, house, and system
• The difference between being a salesperson and actually solving the customer's problem
• Why contractors shouldn't add another trade before mastering the one they already have
• How owners can stop becoming the bottleneck in their own business
• Why leaders need to teach their teams how to solve problems instead of solving everything themselves
• How intentional culture and accountability can strengthen a team
• Why the trades remain one of the biggest career opportunities available today

If you're building an HVAC, plumbing, electrical, or other home service business, this conversation is packed with lessons on how to grow without creating bigger problems along the way. Watch the full episode and learn what it really takes to build a team, develop great technicians, and scale a home service business the right way.

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Welcome to the inaugural episode of the Home Service Roundtable! Hosted by veteran entrepreneur Chuck Staszkiewicz—who built his plumbing business from a $2,000 Craigslist van into a $22M enterprise with 130 employees—this show is built to cut through the noise and give home service operators real, battle-tested strategies. In this premiere, Chuck sits down with his co-hosts, sales and scaling expert Shai Arras and former corporate forensic accountant turned CFO Olga Gershgorin, to break down the brutal realities of scaling a trade business—including the massive $500,000 financial blindspot that almost derailed Chuck's empire. Together, the panel exposes the hidden dangers that keep contractors trapped, broke, or flying blind. Olga reveals the biggest accounting lies business owners tell themselves, explaining why cash-basis bookkeeping hides deep financial leaks and why real growth requires hard-close accrual financials. From unwritten partnership traps and employee embezzlement to fixing broken pricing models after a half-million-dollar loss, this episode delivers a raw, unfiltered look at what it actually takes to transition from a "technician in a truck" to a CEO running a multi-million dollar company. About the Host: Chuck Staszkiewicz is an entrepreneur, master plumber, and former founder who spent over 25 years in the trades. After starting with zero capital and a $2,000 van, Chuck scaled his company to $22M in annual revenue and 65 trucks before successfully exiting. Today, Chuck dedicates his energy to mentoring business owners, helping them navigate growth plateaus, master operational efficiency, and achieve true financial independence. About the Guests: Shai Arras is the co-owner of Title Remodeling and founder of One Closed Academy. With 17 years in home services, Shai specializes in door-to-door marketing, sales rep development, and scaling blue-collar businesses into multi-million dollar powerhouses. Olga Gershgorin, CPA is a financial expert with a background in corporate audit, forensic accounting, and high-level CFO advisory. After working in international fraud investigation and venture-backed startups, Olga now focuses on helping trade contractors master accrual accounting, protect their margins, and build bulletproof financials. Key Topics Discussed: The $500,000 Loss at $12M Revenue: How Chuck doubled his workforce to 100 employees during COVID yet still lost half a million dollars—and how fixing his pricing structure saved the company. The Origin of Home Service Roundtable: Why Chuck, Shai, and Olga teamed up to bring real-world advice, financial sanity, and entertainment to the home service industry. From "Chuck in a Truck" to a $22M Exit: How Chuck built a massive plumbing empire from scratch and why setting a target retirement age of 45 kept him driven. The Truth About Financials in the Trades: Why relying on bank account balances or cash-basis bookkeeping leaves contractors blind to hidden losses and embezzlement. Navigating Partnerships & Protecting Your Assets: The expensive lessons learned from handshake deals, bad business partners, and how monthly accountability meetings prevent major explosions. Forensic Accounting & Preventing Internal Theft: Real stories of employee embezzlement in the trades and the step-by-step systems required to lock down your numbers. COVID-19 Pivot Strategies: How adapting sales presentations for outdoor setups allowed smart contractors to dominate while competitors stayed home. Essential Book Recommendations for Business Growth: Top book picks from the hosts including Hal Elrod's The Miracle Morning, Unbound, and Bob Phifer's How to Double Your Profits in Six Months or Less. Ready to stop guessing and start running your home service business like a true CEO? Subscribe to the channel, hit the notification bell, and drop a comment below telling us the biggest challenge you're currently facing in your business!