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

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.

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! Thanks for the support and much love! Follow my guest at: -Instagram: https://www.instagram.com/keithjonesnews -Webpage: https://www.nbcphiladelphia.com/author/keith-jones -X: https://x.com/keithjones? -Facebook: https://www.facebook.com/KeithJonesNBC10/ -TikTok: https://www.tiktok.com/@keithjonesnews Follow me on all Social Media: @LanceBachmann Build It To Sell It: Home Service Secrets with Lance Bachmann 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 – Build It To Sell It With Lance Bachmann 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

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! This one went way deeper than I expected.. In this episode, we talked about how he built, sold, rebuilt, and scaled multiple companies, why most business owners are flying blind financially, and how his new course helps contractors stop guessing and start making money on purpose. If you’re in home services, construction, or any kind of business where margins matter, this episode is a real eye-opener! Don’t Miss These Special Episode Highlights: -The Hidden Reason Most Contractors Are Broke -From Landscaping to Pro Basketball -Make Profit Predictable, Not Hopeful **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: -Instagram: https://www.instagram.com/blueclawgroup_/ -Webpage: https://www.blueclawgroup.com/ -Facebook: https://www.facebook.com/ian.mccarthy.169/ Follow me on all Social Media: @LanceBachmann Build It To Sell It: Home Service Secrets with Lance Bachmann 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 – Build It To Sell It with Lance Bachmann 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