This is the final episode in our three part series following Thomas Marshall's journey from apprentice electrician to business owner, and now, to selling the business he built.

In this episode, Thomas picks up the story from where his business had grown to 15 guys in the field, an office, and admin support. He talks about what it actually took to scale that fast, including the lead generation mix that got him there (hint: it wasn't just cold outreach), and why relying on one channel for leads is a mistake he sees a lot of trade business owners make.

Then things shift. Thomas opens up about the moment everything changed for him, becoming a dad, and how that made him rethink what he actually wanted from his business and his life. He walks through his first (failed) attempt at selling the business on his own, what he learned from that, and what it actually took to get the business into a position where someone else would want to buy it.

If you've ever wondered what it really takes to build a trade business that can run without you, and eventually sell for what it's actually worth, this episode lays it out honestly, including the parts that didn't work the first time around.

Missed the first two episodes? Go back and listen to Part 1 and Part 2 to hear the full journey from the start.

Need free business advice for your trade business?

Follow us on IG for daily content for your trade business: @upscalebusinesscoaching

Book a free session with our Growth Specialist: upscale-coaching.com/schedule-podcast

Watch insights and tips on YouTube: upscale-coaching.com/upscale-youtube

Find out where your business stands with our Tradie Quiz: upscale-coaching.com/application-podcast

Hear from tradies who've done it: upscalecoaching.com.au/success-stories

Live Coaching Events 2026: upscale-coaching.com/upscale-live-events

In Part 2 of Thomas Marshall's story on the UpScale Business Podcast, the conversation moves from just surviving to actually growing. Thomas walks through what it was really like making his first hire, a mate from school who quit his job before Thomas had even officially offered him one, and how that leap forced him to figure out hiring, pricing, and running a team on the fly.

Thomas shares the moment his now wife Bex left her job as a property manager to come on board and run the admin and ops side of the business, and how that shift freed him up to focus on landing new work. He also opens up about the hires that didn't go to plan, the fear that came with scaling a growing team, and the accountability from his coaches that kept him on track when things got messy.

The episode covers the milestone of moving out of the spare bedroom and into a real office, the ambition that kicked in once he saw the business actually working, and the mindset shift from just getting by to deliberately planning for growth.

If you're a trade business owner thinking about your first hire, wondering how to structure your team, or trying to work out when it's time to get an office, this episode is full of honest, practical lessons from someone who's done it.

Need help growing your business?

• Follow us on IG for daily content for your Trade Business: @upscalebusinesscoaching
• Book a free session with our Growth Specialist: upscale-coaching.com/schedule-podcast
• Watch insights and tips on YouTube: upscale-coaching.com/upscale-youtube
• Find out where your business stands with our Tradie Quiz: upscale-coaching.com/application-podcast

Hear from tradies who've done it, and learn what it really takes to grow a successful trade business: upscalecoaching.com.au/success-stories

Live Coaching Events 2026: upscale-coaching.com/upscale-live-events

We've got the tools you need to scale your business, automate, hire, and delegate. Book your call with our team to talk strategy and learn more about our program.

Origin Story: How Thomas Marshall Built His Electrical Business From $400 in the Bank

In this episode of the UpScale Business Podcast, the team sits down with Thomas Marshall, an Aussie-born electrician who moved to New Zealand at just 16 years old, living alone while completing his apprenticeship.

Thomas shares the real story behind starting his own electrical business, Bluestone Electrical, right as the first COVID lockdown hit. With no steady income and just $400 left in his bank account, he had to figure out how to find work fast. He talks through the early hustle: posting in local Facebook groups, doing cold outreach to builders and property managers, and landing the contractor agreement that became his big break and helped him build a steady client base across Auckland.

Thomas also opens up about why he decided to invest in coaching early on, even when money was tight, and how having accountability changed the way he ran his business. He breaks down the biggest lesson from those early days: consistency beats intensity every time, and small actions done regularly compound into real results.

If you're a trade business owner just starting out, still finding your feet, or wondering whether coaching is worth it, this episode is packed with practical, honest insight from someone who's lived it.

Need help growing your business?

• Follow us on IG for daily content for your Trade Business: @upscalebusinesscoaching
• Book a free session with our Growth Specialist: upscale-coaching.com/schedule-podcast
• Watch insights and tips on YouTube: upscale-coaching.com/upscale-youtube
• Find out where your business stands with our Tradie Quiz: upscale-coaching.com/application-podcast

Hear from tradies who've done it, and learn what it really takes to grow a successful trade business: upscalecoaching.com.au/success-stories

Live Coaching Events 2026: upscale-coaching.com/upscale-live-events

We've got the tools you need to scale your business, automate, hire, and delegate. Book your call with our team to talk strategy and learn more about our program.

In this episode of the Upscale Business Coaching Podcast, Mitch sits down to reflect on his business journey as Upscale celebrates its 4th birthday and kicks off a new financial year.

Need help growing your business? 

• Follow us on IG for daily Content for your Trade Business  @upscalebusinesscoaching

• Book a free session with our Growth Specialist: ⁠upscale-coaching.com/schedule-podcast⁠

• Watch insights and tips on YouTube: ⁠upscale-coaching.com/upscale-youtube⁠

• Find out where your business stands with our Tradie Quiz: ⁠https://upscale-coaching.com/application-podcast

Mitch shares how he learned sales and margins as a teenager making skateboard decks, why he turned down a $300,000 law scholarship to support his family, and the lessons he picked up running a fruit and veg store before scaling a Jim's Franchise business to over 400 staff.

The conversation covers what separates business owners who dread the grind from those who genuinely love it, why sales is a skill that shows up in every part of life (not just business), the difference between wholesaling and selling at full margin, and why building a compelling offer matters more than competing on price.

Mitch also opens up about why the trade and construction industry carries more risk than almost any other in Australia and New Zealand, and why building a supportive community, rather than a brutal, tall poppy one, is one of the most underrated things a tradie can do for their business.

Whether you're a tradie thinking about stepping off the tools or a business owner wanting to enjoy the day to day again, this episode is full of real talk, hard won lessons, and a genuine love for the game.

In this episode:

• Mitch's first business at 19 and what it taught him about partnerships
• The difference between mass ticket sales and building a compelling offer
• Why Australia's trade industry is one of the riskiest for business owners
• How Upscale's mentor coach program is helping members give back
• Why a supportive community changes the game for tradies growing a business

Follow Mitch: @mitchvan_

Need help growing your trade business?
Follow us for daily content: @upscalebusinesscoaching
Book a free session with our Growth Specialist: upscale-coaching.com/schedule-podcast
Watch more insights on YouTube: upscale-coaching.com/upscale-youtube
Find out where your business stands: Tradie Quiz
Hear real success stories: upscalecoaching.com.au/success-stories
Live Coaching Events 2026: upscale-coaching.com/upscale-live-events

In this episode of the UpScale Podcast, Leon sits down with Erina (@erinaroxx) to break down one of the most talked about (and misunderstood) topics in business: KPIs, key performance indicators.

If you've ever wondered what KPIs actually are, why they matter, or where to even start, this episode is for you. Using a sporting analogy (an under 8s soccer player versus a World Cup star), Leon and Erina explain how the KPIs you track should evolve as your business grows, but the fundamentals stay the same.

They dig into the financial side first: revenue, gross profit margin, and net profit margin, and why these three numbers alone can tell you exactly where your business is winning or losing money. From there, the conversation moves into how those numbers connect to your team, covering things like billable hours, job efficiency, callbacks, and how to spot when one team member's performance is quietly affecting your bottom line.

You'll also hear practical advice on:

• Building simple checklists and KPIs for apprentices, tradesmen, and leadership roles
• Setting realistic targets for cold calls, follow ups, and lead generation
• Why tracking your numbers (even manually) beats not tracking at all
• How to automate KPI tracking using tools like Google Sheets and Zapier
• Reinvesting profit surplus back into your team once you're hitting targets consistently
• Why KPIs aren't just for your business, they can apply to your personal goals too, like time with family or hitting the gym

Whether you're a one man band just starting out or running a growing team, this episode will help you build a simple, sustainable way to measure what's actually working in your business.

We've got the tools you need to scale your business, automate, hire, and delegate. Book your call with our team to talk strategy and learn more about our program.

Need help growing your business?

Follow us on IG for daily content for your trade business: @upscalebusinesscoaching

Book a free session with our Growth Specialist: upscale-coaching.com/schedule-podcast

Watch insights and tips on YouTube: upscale-coaching.com/upscale-youtube

Find out where your business stands with our Tradie Quiz: upscale-coaching.com/application-podcast

Hear from tradies who've done it, and learn what it really takes to grow a successful trade business: upscalecoaching.com.au/success-stories

Live Coaching Events 2026: upscale-coaching.com/upscale-live-events

Quick note: I only linked Erina's handle since Mitch isn't in this recording, it's Leon and Erina. Let me know if Leon has a handle you'd like added instead.

In this episode of the UpScale Business Podcast, Mitch (@mitchvan_) and Erina (@erinaroxx) sit down to unpack one of the biggest challenges trade business owners face: how to reward your team for going above and beyond, without paying extra for things that should already be part of the job.

The conversation kicks off with a huge win from one of UpScale's own coaches, a client who joined UpScale three years ago doing $50K months with his wife as his apprentice, and has now cracked a $450K month running a successful business in a competitive Perth market.

Mitch and Erina break down exactly what this business owner is doing differently, including how he uses small incentives (like paying team members for Google reviews with their name mentioned) alongside bigger team based rewards, like a shared "Bali fund" that the whole crew contributes to when they hit their KPIs together.

You'll also hear the pair get into some bigger picture ideas around:

• The real difference between your baseline job requirements and what deserves an extra incentive
• Why so many Australian business owners struggle to have hard conversations about performance
• What happens when a team doesn't hit their incentive target, and how to handle that as a leader
• Why clear expectations and structure actually make your team perform better, not worse
• Cultural differences in work ethic and what trade business owners can learn from them

Whether you're running a small crew or a growing trade business, this episode will help you think differently about incentives, accountability, and building a team that's genuinely invested in your success.

Need help growing your business?

Follow us on IG for daily content for your trade business: @upscalebusinesscoaching

Book a free session with our Growth Specialist: upscale-coaching.com/schedule-podcast

Watch insights and tips on YouTube: upscale-coaching.com/upscale-youtube

Find out where your business stands with our Tradie Quiz: upscale-coaching.com/application-podcast

Hear from tradies who've done it, and learn what it really takes to grow a successful trade business: upscalecoaching.com.au/success-stories

Live Coaching Events 2026: upscale-coaching.com/upscale-live-events

From Losing $165K to Building a $4.5 Million Electrical Business | Jordan's Trade Business Journey

What would you do if your business was under pressure, you were carrying debt, and one bad decision cost you more than $165,000?

In this episode of the UpScale Business Podcast, Erina sits down with Jordan from Lektrix Property Solutions to unpack the highs and lows of growing an electrical business. Jordan shares how buying a café nearly derailed everything, why he had to rebuild his electrical business from the ground up, and the practical steps that helped him grow from a team of four to eleven while working fewer hours.

This honest conversation is packed with lessons for electricians, tradies, and construction business owners who want to grow sustainably, improve profitability, hire the right people, and create more freedom without sacrificing their personal life.

In this episode, you'll learn:

• Why buying the wrong business almost cost Jordan everything

• How he rebuilt his electrical business after starting over

• The importance of knowing your numbers and tracking performance

• How to hire the right people instead of hiring out of desperation

• Simple lead generation strategies using your existing customer database

• Why setting clear business goals changes everything

• How Jordan grew from around $66K months to almost $240K months

• How building the right team helped him spend less time at work and more time living life

If you're a tradie looking to grow your business, improve your systems, and create more profit without burning yourself out, this episode is full of practical advice you can apply.

Need help growing your business?

Follow us on Instagram for daily content for trade business owners:
@upscalebusinesscoaching

🎙️ Follow Erina:
https://www.instagram.com/erinaroxx/

Book a free session with one of our Growth Specialists:
https://upscale-coaching.com/schedule-podcast

Watch insights and tips on YouTube:
https://upscale-coaching.com/upscale-youtube

Take our Tradie Quiz and find out where your business stands:
https://upscale-coaching.com/application-podcast

Hear from tradies who have transformed their businesses:
https://www.upscalecoaching.com.au/success-stories/

Join us at an UpScale Live Event:
https://www.upscale-coaching.com/upscale-live-events

🏃 This year the UpScale team are lacing up for the Gold Coast Marathon to raise funds for TIACS, providing free mental health support for tradies, truckies, farmers, and blue collar workers. If you'd like to support the cause, you can donate here:
https://fundraise.tiacs.org/fundraisers/upscalegoldcoastmarathon2026

What happens when your business hits a wall, leads dry up, and life throws you a curveball all at once?

In this episode of the UpScale Business Coaching Podcast, Damien (owner of Valet Norwest Alarms ) shares how his Sydney based security business went from struggling to find work to having more jobs than he could handle. Alongside UpScale coach Christian, he opens up about the mindset shifts, systems, community, and accountability that helped him double his revenue, improve profitability, and prepare to grow his team.

Damien also shares the incredible story of losing his brand new work vehicle after just 10 days in an unexpected incident, how he almost walked away from coaching, and why sticking with the process completely changed the direction of his business.

If you're a tradie or construction business owner who feels stuck, wants more consistent leads, better systems, and a business that doesn't rely on constant firefighting, this episode is packed with practical lessons and real experiences.

In this episode, we cover:

• How to solve lead generation problems

• The difference between thinking like a tradie and thinking like a business owner

• Why accountability speeds up business growth

• The value of surrounding yourself with other successful trade business owners

• Building systems that support growth

• Hiring the right people at the right time

• Why community can make all the difference during tough times

• Setting bigger goals once you've achieved the first milestone

Need help growing your business?

Follow us on Instagram for daily tips for trade and construction business owners.

📲 UpScale Business Coaching

Book a free session with one of our Growth Specialists:
https://upscale-coaching.com/schedule-podcast

Watch more trade business insights on YouTube:
https://upscale-coaching.com/upscale-youtube

Take the Tradie Quiz and find out where your business stands:
https://upscale-coaching.com/application-podcast

Hear real success stories from tradies who have transformed their businesses:
https://www.upscalecoaching.com.au/success-stories/

Join us at an UpScale Live Event:
https://www.upscale-coaching.com/upscale-live-events

This year the UpScale team are lacing up for the Gold Coast Marathon to raise funds for TIACS, supporting free mental health counselling for tradies, truckies, farmers, and blue collar workers. If you'd like to support the cause, you can donate here:
https://fundraise.tiacs.org/fundraisers/upscalegoldcoastmarathon2026

Follow Christian's journey and connect with the UpScale community for more trade business insights.

Erina sits down with Hannaka from Wi Paint in North Brisbane for a conversation that's as honest as it gets.

Need help growing your business? 

• Follow us on IG for daily Content for your Trade Business  @upscalebusinesscoaching

• Book a free session with our Growth Specialist: ⁠upscale-coaching.com/schedule-podcast⁠

• Watch insights and tips on YouTube: ⁠upscale-coaching.com/upscale-youtube⁠

• Find out where your business stands with our Tradie Quiz: ⁠https://upscale-coaching.com/application-podcast

Hear from tradies who’ve done it, and learn what it really takes to grow a successful trade business. https://www.upscalecoaching.com.au/success-stories/

Live Coaching Events 2026:

https://www.upscale-coaching.com/upscale-live-events

Twelve months ago, Hannaka was carrying the business on her teaching salary, leads weren't converting, and she was ready to walk away. Today, they're booked out 3 months in advance and rebuilding their team for growth. So what actually changed?

In this episode Hannaka shares how putting their faces in their Meta ads attracted clients who specifically wanted to work with them, what it took to invest in the business when the money wasn't there, the hard lessons of hiring as a first-time employer, and why big goals need daily action behind them, not just good intentions.

If you're in the thick of it right now, this one's for you.

We've got the tools you need to scale your business, automate, hire, and delegate. Book your call with our team to talk strategy and learn more about our program.

This year the UpScale team are lacing up for the Gold Coast Marathon to raise funds for TIACS, mental health support built for tradies. Cheer us on here: https://fundraise.tiacs.org/fundraisers/upscalegoldcoastmarathon2026

Connect with your hosts:Erina: @erinaroxxMitch: @mitchvan_

If the words "cold outreach" make you want to switch episodes... stay with us. This one is worth it.

Need help growing your business? 

• Follow us on IG for daily Content for your Trade Business  @upscalebusinesscoaching

• Book a free session with our Growth Specialist: ⁠upscale-coaching.com/schedule-podcast⁠

• Watch insights and tips on YouTube: ⁠upscale-coaching.com/upscale-youtube⁠

• Find out where your business stands with our Tradie Quiz: ⁠https://upscale-coaching.com/application-podcast

Hear from tradies who’ve done it, and learn what it really takes to grow a successful trade business. https://www.upscalecoaching.com.au/success-stories/

Live Coaching Events 2026:

https://www.upscale-coaching.com/upscale-live-events

In this episode, Mark sits down with Tom from the UpScale team for a straight-talking conversation about one of the most underrated ways to get consistent work as a tradie.

No fluff, no complicated strategies — just real talk about how picking up the phone, walking into offices and having genuine conversations with potential clients can completely change the trajectory of your business.

Tom shares the story of a client who was losing money month after month until they committed to 100 cold calls a day. Within a couple of months they turned it around and now consistently turn over $450k a month with a healthy profit margin — and they still do cold outreach at that size.

You will also hear a simple four step framework to get started, even if you have never done it before:

Step 1 — Pick your targetStep 2 — Get their detailsStep 3 — Arm yourselfStep 4 — Make contact

Plus a brilliant real life example of cold outreach done right — from a guy opening a Mexican restaurant near the UpScale office who walked in with a big smile and a flyer and had the whole team planning to show up on opening day.

Whether you are just starting out or already running a busy trade business, this episode will give you the push and the plan to get out there and start having real conversations with real people.

Because you can not sell a secret. 💪

🎙️ Hosted by Mark and Tom Gibson from the UpScale Business Coaching team.

🏃 BIG NEWS — This year the UpScale team are lacing up their runners for the Gold Coast Marathon to raise funds for TIACS, a mental health service supporting tradies and blue collar workers across Australia. If you want to cheer us on or chip in, head to:https://fundraise.tiacs.org/fundraisers/upscalegoldcoastmarathon2026

Note: Mitch (@mitchvan_) and Erina (@erinaroxx) do not appear in this episode so their handles have not been included. Let me know if that needs to change!