Podcast Summary: Next Level Pros

Episode: Contractors Are Sitting on a 90% Margin Service (And Don’t Know It Yet)

Host: Chris Lee
Date: January 16, 2026
Guest: Jeff Wool, President of the Canadian Radon Association

Episode Overview

In this episode, Chris Lee explores a massive, largely untapped opportunity for contractors: radon mitigation services. With the potential to save 20,000 American lives annually and deliver exceptional margins, radon mitigation is described by the panel as one of the most overlooked and impactful upsells in home services today. Joined by Jeff Wool, a leading expert and advocate for radon education in North America, Chris and the team demystify radon risks, outline the technical and business sides of mitigation, and explain why this is poised to become a breakout vertical for forward-thinking trade shops.

Key Discussion Points & Insights

What is Radon? Why Is It a Big Deal?

• Radon Basics
  • Radon is a naturally occurring, invisible, odorless radioactive gas produced by the breakdown of uranium in soil beneath buildings (03:49).
  • Cannot be detected by smell or taste; only measurable with specific tests (01:31-01:35).
  • North America, and especially Canada, has significant uranium deposits, making radon a bigger regional issue (04:18, 36:21).
• Health Risks
  • Radon is responsible for 16% of global lung cancer cases—higher than carbon monoxide poisoning (01:46-01:53).
  • At least 20,000 Americans die each year from radon-caused lung cancer (01:07, 08:30).
  • Most studies link radon to lung cancer; ongoing research is exploring additional health concerns (08:35, 09:12).

Quote:
"Radon kills a lot more people than carbon monoxide."
– Jeff (01:47)

Why Don’t More Contractors Offer This?

• Lack of Awareness
  • General public—and even many oncologists and home service pros—are unaware of radon’s prevalence and danger (02:08).
• Demand vs. Educational Selling
  • Most contractors focus on “demand” services (repairs needed now), which are highly price-competitive (02:27).
  • Radon mitigation is “educational” selling: homeowners often don't realize they're at risk, similar to solar sales in the early days (02:27-03:26).

How Radon Gets Into Homes & Who's at Risk

• Mechanism
  • Radon seeps through foundations, especially where newer, better-sealed homes create a vacuum effect that draws the gas in (05:10-06:41).
  • Both old and new homes can have problems; tighter energy standards worsen radon buildup despite their benefits (07:15).
• Not Just Slab-on-Grade
  • Crawl spaces and basements can also be affected, often needing different mitigation approaches (11:46-12:13).
• Weather/Seasonality
  • Radon levels fluctuate with temperature and pressure; testing in winter gives higher/worst-case readings (13:12).

Quote:
"As you make homes more energy efficient, you increase the risk for radon to build up inside."
– Jeff (07:15)

Testing & Diagnosis

• How It’s Done
  • 48-hour to 90-day radon test kits are placed in homes and sent to labs for analysis (12:24-12:58).
  • Digital monitors are now widely available, providing rapid (but not instant) feedback (13:45).
  • Suggested: test every five years or after major renovations (14:16).
• Costs
  • Test kits are cheap (retail $50-60, wholesale as low as $20 USD), often used as loss leaders (15:05-15:36).
  • Contractors can give them away to generate leads (15:05-15:38).

Quote:
"Testing is cheap, but the mitigation is where the dollars are. It's like your loss leader."
– Jeff (14:59)

The Mitigation Process – What’s Involved?

• Step-by-Step Fix
  • Measure sub-slab air pressure, drill through floor, install Schedule 40 PVC piping, add a radon fan, and vent gas above the roofline (17:32-18:33).
  • Crawl spaces: cover soil with a heavy vapor barrier, then use the same under-barrier suction and venting (11:54-12:13, 29:40-29:52).
• Labor & Technical Requirements
  • 1-2 techs, usually done in one day; some certification often required by state/province (23:00-23:37, 37:07).
  • No special skilled labor outside of core trade skills and brief specialized training (23:15, 37:07).

Quote:
"For your typical radon mitigation job—90% of them—it’s a one day deal. Two guys, that's it."
– Jeff (23:00)

Economics & Business Angles

• Pricing
  • Average mitigation ticket: $1,500–$3,500 USD, more for complex homes/basements/crawl spaces (19:11).
  • Gross margins: 60–90%, with most of the cost being labor/standard supplies (18:57-19:14).
  • Easy integration into existing sales cycles—can roll remediation into home improvement financing (21:08).
• Recurring Revenue
  • Remote monitoring hardware can create maintenance and subscription opportunities (20:25-20:46).
• Market Opportunity
  • Most current radon pros are small operators, lacking sophisticated sales/marketing (26:03-26:08).
  • Huge potential for contractors with big databases and training to do education-based marketing (25:02-26:49).
• Regulatory Tailwinds
  • Many U.S. states mandate radon testing for real estate; some mandate mitigation in new builds (16:27, 27:11).
  • Canada leads in regulation, requiring radon rough-ins since 2010, soon full venting (27:11-27:33).

Quote:
"This sounds like a product of, 'How much is your life worth?' 80 to 90% gross margin all day."
– Chris Lee (18:50)

Go-to-Market Playbook for Contractors

• How to Add Radon to Your Business
  • Test your own customer database – free or cheap – to identify leads (25:23, 32:22).
  • Use as a value-add in maintenance memberships, annual visits, or with HVAC/IAQ upgrades (25:35-25:44).
  • Focus on education, not fear—empower homeowners with facts (21:41).
• Success Stories
  • Large-scale, single-focus mitigation companies now operate in dozens of states; opportunity for big rollups (24:22).
• Certifications
  • Training typically short and attainable; only one certified mitigator per crew often needed (23:37, 37:07).

Notable Quotes & Memorable Moments

• "It's an invisible radioactive gas that's natural. It's in the ground, everywhere." – Jeff (01:18)
• "I can teach people about this thing that's an unknown ... that could be causing them harm, and they didn't know." – Jeff (03:28)
• "As you make homes more energy efficient, you increase the risk for radon to build up inside." – Jeff (07:15)
• "It's not that complicated. Once you educate ... you can reduce risk by 90 to 99%." – Jeff (19:46)
• "The industry of radon is where the trades were in the '90s—one guy, a truck, no sales system, huge opportunity." – Panel (26:46)

Timestamps for Important Segments

| Time | Topic | |-----------|--------------------------------------------------------------| | 00:36–01:53 | What is radon? Why is it so dangerous? | | 02:03–03:26 | Why most contractors haven’t added radon mitigation | | 05:10–07:15 | How radon enters homes; old vs. new houses | | 12:24–14:16 | How to test for radon; practical considerations | | 17:00–18:33 | Mitigation process explained; installation steps | | 19:11–20:04 | Pricing, margins, and remote monitoring for recurring $ | | 23:00–23:37 | Labor requirements, certifications | | 25:02–26:08 | Current state of the market; opportunity for pros | | 27:11–27:51 | Regulatory mandates, new construction requirements | | 32:22–33:21 | How to find ‘hot spots’ and market radon services | | 37:07–38:00 | What do you need to add radon as a vertical? |

Closing Thoughts

• Massive Opportunity: Radon mitigation is a high-margin, under-exploited service that literally saves lives.
• Education Wins: Market opportunity hinges on contractor-led education and proactivity, not waiting for customers to request it.
• Low Barrier to Entry: Equipment and training are minimal, regulatory environment is favorable, and target customers (homeowners, realtors, builders) are broad.
• Scalable Growth: Whether as a bolt-on for trade pros or a stand-alone business, the model scales from solopreneur to national footprint.

Contact:
For more information or to connect with Jeff for guidance:
[E-mail: jeff@radonrepair.ca] (40:32)

Final Words:
"Let's go. We're gonna reduce lung cancer ... we're gonna reduce it by 16%."
– Chris Lee & Jeff Wool (39:46–40:08)

End of summary.