Build It To Sell It: Home Service Secrets with Lance Bachmann

Join us for the first half of a legendary conversation with Frank DiMarco. Before the $2.54 billion sale to Blackstone, Frank was a blue-collar kid from Ohio learning the ropes from "old school guys" who demanded perfection. Frank recounts the "infamous list" of people he intended to prove wrong after being "kicked in the nuts" by a deal that left him with nothing. This is a masterclass in resilience and the blue-collar mindset.

Join Lance Bachmann on the Build It to Sell It podcast as he sits down with retired Navy SEAL Commander, entrepreneur, and New York Times best-selling author, Mark Divine. In this episode, Mark shares his unconventional journey from being a CPA and MBA in New York City to becoming an honor graduate of SEAL training at age 25. Together, they explore the core principles of "The Way of the SEAL," focusing on: Stress Inoculation: How to transform distress into "eustress" by running toward challenges rather than from them. Mental Toughness: The importance of "embracing the suck" and training your mind to find 20 times more potential than you ever thought possible. Building Resilient Teams: Why elite performance requires shifting from an "I" to a "We" mentality through shared crucible experiences. Actionable Tools: Mark breaks down his #1 prescription for entrepreneurs—box breathing—to rewire the nervous system for mental clarity and flow states. Whether you are navigating the rapid shifts of AI or the daily grind of scaling a business, this conversation offers a masterclass in developing an unbeatable mind. Connect with Mark Divine: Website: unbeatablemind.com Email: info@markdivine.com Podcast: The Mark Divine Show

In this powerful episode of the Build it to Sell it! Podcast, host Lance Bachmann welcomes entrepreneur Ismael Valdez to share the raw, unfiltered story of building his company from a garage start-up to a staggering $100M+ exit to the Wrench Group. Ismael dives deep into the "Home Comfort School" of business, explaining how he mastered marketing to ensure his "sales machine" never stopped running. The conversation explores the often-overlooked emotional side of success, including the heavy sacrifices made during the early years of fatherhood and the importance of maintaining an abundance mindset even when facing betrayal and bad partnerships. Key Highlights: The Blueprint for Growth: How Ismael transitioned from a supply house counter to managing a company with 160+ employees. Ethics in Action: Why choosing to walk away from a bad partnership was more profitable than entering a lengthy legal battle. Recruiting the Best: The secret to attracting "A-Players" and "Sharks" by prioritizing pay, respect, and consistent work. The Weight of Sacrifice: A candid discussion on the guilt and necessity of spending time away from family to secure a multi-generational legacy. Whether you are in the roofing space, HVAC, or any service industry, this episode offers a masterclass in operations, marketing, and the heart of a true hustler.

In this episode of the "Build It To Sell It" podcast, host Lance Bachmann sits down with serial entrepreneur Blake Miller to pull back the curtain on home service mergers and acquisitions. Blake shares the raw details of his first major exit—selling Charleston Heating and Air—and how that million-dollar payday changed his perspective on business and life. Whether you are running an HVAC, roofing, or window company, this episode is a masterclass in preparing for an exit. Blake and Lance discuss: Why raising your prices by 10% might be the easiest way to boost your EBITDA. The "Gotcha" moments in business sales and how to avoid being stuck in a holding pattern. How to acquire distressed or owner-operated businesses using seller financing. The importance of "mindset training" for sales teams to overcome a down market. Dealing with "seller’s depression" and finding your identity after a major exit. Don't miss Blake’s "Gunslinger Rule" and his advice for business owners looking to retire or partner with private equity.

The episode focuses on the mission of Topline Pro to provide an "AI assistant" for solo owner-operators in the home services industry (roofing, landscaping, plumbing, etc.). The discussion highlights the transition from manual "firefighting" to automated growth, the challenges of scaling a SaaS company with multiple funding rounds, and the importance of serving the "long-tail" market that larger CRM players often overlook.78 Key Points AI as a Business Operator: The software acts as an AI agent handling inbound inquiries, generating quotes, and managing invoicing, effectively replacing the need for a full-time admin or marketing team for small businesses.9 Market Opportunity: Out of 2.6 million home service companies, 2.4 million are small owner-operators or small crews, representing a massive underserved market.10 Default Alive: Despite having raised four rounds of funding, including a Series B, the company remains "default alive" while prioritizing rapid growth.11 Efficiency over Hard Work: Nick argues that growth shouldn't just come from working 18-hour days; it comes from implementing tools that automate 85-90% of the workload.12 The "Human" Component: Despite being an AI-heavy product, Topline Pro maintains account managers to build personal relationships with contractors who value direct communication.13 YouTube Description In this episode of the Build It To Sell It podcast, we sit down with Nick Ornitz, co-founder and CEO of Topline Pro. Nick shares the inspiring story of how his team is using AI to revolutionize the lives of "the little guy"—the millions of solo owner-operators in roofing, HVAC, plumbing, and landscaping. We dive deep into the reality of building a venture-backed SaaS company, the decision to drop out of business school for Y Combinator, and why Topline Pro is doubling down on the small business market while everyone else chases enterprise deals. If you are a contractor feeling stuck at the $250k–$500k mark, this episode is a masterclass in working smarter, not harder. Learn more about Topline Pro: toplinepro.com Contact Nick Ornitz: nick@toplinepro.comNick

Built to Sell: Scaling, Leadership, and Life-Changing Exits with Ellen Rohr On this episode of the Built to Sell podcast, host Lance Bachmann is joined by Ellen Rohr, a renowned financial expert and a key force behind the success of Zoom Drain. Together, they dive deep into the "unconventional" side of leadership and the hard numbers that drive a business toward a successful sale to private equity. Ellen recounts her path from marrying a plumber to becoming a leading consultant and franchise owner, while Lance shares raw stories about the leadership failures that led to his own business setbacks. They tackle the tough topics: how to tell if your family members are the right fit for your executive team, why you should never sell to a search fund, and how "grit" is the most important trait to look for when hiring. Whether you are looking to maintain your independence or are ready to "chase the carrot" toward financial freedom, this conversation provides the roadmap for turning your trade into a high-value asset. Plus, hear details on their upcoming appearances in Australia this May!

What does it actually take to sell a business for nearly $40 million in less than two years? Join us for a raw, high-stakes conversation with Dean Mainardi about the "standard" of excellence required to build a world-class roofing organization. Dean reveals the psychological shift from being "the boss" to being a partner-employee, the "grief process" of letting go of operational control, and the intense pressure of high-level due diligence. Whether you are a contractor looking to scale or an entrepreneur eyeing an exit, this episode provides a masterclass in mindset, strategic partnerships, and the relentless pursuit of growth.

In this episode of "Build It To Sell It," Lance Bachmann sits down with Katie Donovan, Co-founder and CEO of Camp Digital, to discuss her recent successful exit to the private equity firm Tonka Bay. Katie shares her journey of building one of the nation's top digital agencies for the trades and the high-stakes process of choosing the right partner from 18 different LOIs. Key topics covered in this episode: The M&A Process: What it's really like to sell to a PE firm and how to handle the extreme stress of due diligence. Choosing the Right Partner: Why culture and reputation matter more than just the highest bid. Marketing Fundamentals: Katie breaks down the "Rule of 5" for Google Business Profiles and why every home service shop needs custom images and videos. Scaling Your Strategy: Marketing advice tailored for shops at $1M, $5M, $10M, and $25M in revenue. The Future of the Trades: Why Chick-fil-A is entering the home services market with "Acrew" and how AI is revolutionizing the industry. Leadership & Loyalty: The importance of a grit-heavy leadership team and building a company culture where employees have a stake in the success. Whether you are just starting your business or are looking to "punch your ticket" and exit, this conversation is packed with actionable insights on building a healthy, sellable company. Connect with us: Subscribe for more secrets on home services, mergers, and acquisitions!

In this exclusive "Opening the Vault" episode, we are releasing never-before-seen footage filmed one year ago, just days before the monumental sale of SHOCK I.T. Join business partners Lance and Scott in this time-capsule conversation as they sit in the home studio reflecting on an eight-year journey that began with a $15,000 investment and ended in a life-changing eight-figure exit. This episode offers a raw look at the "grind" of entrepreneurship, the brutal stress of a 900-question due diligence process, and the candid reality of navigating deals with private equity firms. Discover how they pivoted through COVID-19 to find their biggest revenue spikes and what it truly takes to find a partner you can trust for nearly a decade.

In this episode of the Build It to Sell It Podcast, host Lance Bachmann sits down with Steve Baker, Vice President of The Great Game of Business. With 20 years of experience in open-book management, Steve shares his insights on building business value by investing in people. The conversation dives deep into: The Power of Open-Book Management: Learn the three simple elements of the "Great Game", understanding the rules, keeping score, and having a stake in the outcome. Employee Ownership (ESOPs): Discover how teaching employees to think and act like owners can transform a company’s balance sheet and culture. Quality Time Remaining: Steve discusses his latest book and personal journey, challenging entrepreneurs to evaluate how they use their most precious resource: time. Mindset for Success: Shifting from a scarcity mindset to an abundance mindset to achieve true freedom and scale your business. Connect with Steve Baker: Website: greatgame.com Special Content: greatgame.com/steve

What does it actually take to sell a company for $36 million? In this candid, unfiltered conversation, FILMED in 2025, Bryan Toff sits down to discuss the grueling 20-month journey from shutting down a failing kitchen and bath business to a multi-million dollar exit. Bryan opens up about the "administrative nightmare" of his past, getting "robbed" by former employees, and the high-tension reality of partnering with Lance. This isn't your typical success story, it’s a raw look at fist-fight-level frustrations, culture shocks through technology, and the unwavering standard required to win in the world of private equity. Key Topics: Taking an $835,000 hit to save your reputation. The transition from "boss" to "managed salesperson." Why the deal almost fell through twice at the finish line. The "Broke and Hungry" mindset of a top-tier salesperson.

This episode of Build It to Sell It features host Lance Bachmann and guest Claudio Vilas, owner of The Roofing Biz Broker. Claudio shares his expertise in selling roofing companies to private equity firms, highlighting the importance of specialization and preparation for a successful exit. Key Topics Covered: The Power of Specialization: Why Claudio transitioned from a general business broker to focusing exclusively on the roofing industry to create a more efficient network.3 Private Equity Realities: Understanding the low "hit rate" of private equity deals and how to pass the initial "sniff test".4 Valuation vs. Efficiency: Why buyers value a money-making machine over physical assets like trucks, which can often be liabilities.5 The Role of an M&A Advisor: Why having a "matchmaker" is critical to balancing the knowledge gap between a seller and professional buyers.6 Negotiating the LOI: Strategies for maximizing leverage before signing a Letter of Intent (LOI) and navigating the risky period before the final Asset Purchase Agreement (APA).7 The Pitfalls of Earnouts: Why Claudio and Lance prefer rolling over equity over earnouts, which can often be manipulated by buyers. 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

In this episode of the Build It To Sell It podcast, Lance Bachmann sits down with Stephen Martinez, the visionary behind the American Dream Event and ISmart Roofing. They dive deep into Stephen's journey from Houston to semi-pro soccer in England and eventually to becoming a powerhouse in the roofing and event space. They discuss the vital importance of financial literacy in the Hispanic community, how to apply high-level private equity strategies to blue-collar businesses, and why networking is the ultimate currency. Stephen and Lance also get real about their childhood struggles, the "Why Not Me?" mentality, and why they believe traditional work-life balance is a myth for those who want to win big. Main Topic and Key Points The primary focus of this episode is the intersection of entrepreneurship, financial literacy within the Hispanic community, and the mindset required to achieve the "American Dream". Financial Literacy and the Hispanic Community: Stephen Martinez discusses his mission to bring "white-collar" business strategies—such as understanding EBITDA and business valuations—to the "blue-collar" minority demographic. The American Dream Event: Martinez details the creation and growth of his conference, which focuses on business fundamentals, networking, and purpose-driven impact rather than just sales or partying. Overcoming the Victim Mentality: Both the host and guest share personal stories of traumatic childhoods, emphasizing the transition from asking "Why me?" to declaring "Why not me?". The Myth of Work-Life Balance: The host argues that there is no true balance for those striving to reach the top; instead, one must prioritize family and business above all else. Relentless Discipline: Success is attributed to three core pillars: discipline, work ethic, and consistency, combined with an understanding of "God's time".

In this episode of the Build It to Sell It podcast, host Lance Bachmann sits down with Kaela Reedy, founder of Elevated HQ, to strip away the sugar-coating of business ownership in the home services industry. Kaela, whose "love language" is P&Ls and KPIs, discusses the critical gap between what contractors think their business is worth and the "unattractive" reality of its actual market value. The conversation dives into the "owner dependency" trap, warning that if your business can't survive a 30-day vacation without you, it isn't a premium asset; it's just a high-overhead job. Lance and Kaela also engage in a heated debate over dispatch fees, with Lance sharing how removing them tripled his bookings. From the psychological toll of "sellers' depression" to the staggering statistic that only 7% of listed businesses actually sell, this episode is a masterclass in financial readiness and operational excellence for contractors looking to exit on their own terms. Key Topics Include: The "Ugly Baby" Truth: Closing the gap between perception and reality in business valuations. The Dispatch Fee Debate: Why charging for a "hello" might be costing you millions in bookings. Financial Red Flags: Moving beyond revenue to understand true profitability and GP. Personal Readiness: Navigating the identity crisis and depression that often follows a successful exit. Special Offer: Kaela shares an exclusive 20% discount on Elevated HQ’s initial discovery package for Build It to Sell It listeners.

In this episode of the Build Sell It podcast, we sit down with Jennifer Bagley, CEO of CI Web Group and co-founder of Just Start AI. We dive deep into the massive shift from traditional Google search to AI-driven autonomous agents and what it means for contractors and home service businesses. Jennifer reveals how she used AI to revolutionize her own agency—increasing speed and accuracy by 1,000x—and why she believes the traditional paid advertising model is dying. If you want to know how to outpace your competition using organic SEO, "agentic" workflows, and AI-first operating systems, this is a must-watch. Learn why "following the recipe" is the difference between a failing business and a $20M powerhouse. YouTube Tags Jennifer Bagley, CI Web Group, AI in marketing, Home Services Marketing, Contractor Marketing, SEO vs PPC, Autonomous AI Agents, Digital Marketing Trends 2026, Build Sell It Podcast, Business Automation, Lead Generation for Contractors.

In this episode of the Build to Sell podcast, host Lance Bachmann sits down with Josh Crouch, founder of Relentless Digital, to strip away the "shiny object" distractions in home service marketing. They dive deep into why the majority of contractors are wasting up to 85% of their PPC budgets and how to reclaim that lost revenue by focusing on internal data ownership. From the "low-hanging fruit" of local SEO and Google Business Profiles to the power of raw, unscripted video content, this conversation provides a roadmap for contractors to stop chasing leads and start building a predictable, scalable brand. Key Takeaways: The 50% vs. 80% Rule: Why moving your call booking rate is more valuable than buying more leads. PPC Accountability: How to audit your agency’s work and stop the "bleeding" of wasted ad spend. The "Authenticity" Advantage: Why being the face of your brand is the cheapest and most effective marketing strategy you have. 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.