Podcast
To The Point - Home Services VIP Room Podcast
Hosted by RYNO Strategic Solutions · EN
The Home Services podcast that gets to the point, with solutions to help your service company grow. Our focus is to help HVAC, Plumbing, Electrical, Roofing, etc. companies learn how to grow their companies with marketing & operational solutions.
106episodes
Episodes
Newest firstAll episodes
How a Third-Generation Home Services Business Is Scaling to $35M
4d ago00:55:30Summary readyWhat does it take to lead the next generation of a home services business that's been around for nearly 70 years?In this episode of the To The Point Home Services VIP Room, Chris Yano, Chad Peterman, and Aaron Gaynor sit down with Ben Nalty, General Manager of Environment Masters, to talk about growing a third-generation family business, scaling across multiple trades, and stepping into the leadership role of a company his grandfather helped build.Ben shares how he went from working around the business as a teenager to running HVAC service and eventually becoming General Manager. He breaks down Environment Masters' evolution from a business heavily focused on commercial construction into a residential service company across HVAC, plumbing, and electrical, and how the company has grown from roughly $25M to pacing $35M.The conversation also dives into what it's like working alongside his father, navigating succession in a multi-generational business, and the decision to partner with Redwood Services. Ben explains what that partnership has changed, from stronger accountability and coaching to improving memberships, conversion rates, average tickets, and cross-trade opportunities.Later, Ben turns the questions back on Chad and Aaron to get their advice on two challenges he's working through right now: generating more cross-trade opportunities and finding better ways to market and communicate with customers. Chad shares the cross-selling system that generated 900 additional appointments and roughly $1M in revenue in six months, while Aaron breaks down how contractors can build stronger brand messaging instead of relying solely on offers and lead generation.It's a conversation about family business, leadership, growth, cross-selling, marketing, and what it takes to carry a decades-old company into its next chapter.TIMESTAMPS00:00 – Intro 02:45 – Meet Ben Nalty & Environment Masters 05:30 – Nearly 70 Years & Three Generations in Home Services 08:30 – Growing Up in the Family Business 11:30 – Ben’s Path to Running the Company 15:00 – Transitioning From Commercial to Residential Service 18:30 – Adding Plumbing & Electrical 21:30 – Taking Over Day-to-Day Operations From His Dad 25:00 – The Father-Son Dynamic in a Family Business 28:00 – Why Environment Masters Partnered With Redwood Services 32:00 – Navigating Private Equity as a Family Business 35:30 – What Changed After the Redwood Partnership 39:00 – Scaling From $25M Toward $35M 42:00 – Improving Memberships, Conversion Rates & Average Tickets 45:00 – Creating More Cross-Trade Opportunities 48:00 – Chad’s Cross-Selling Strategy That Generated $1M 51:00 – Marketing Beyond Just Buying Leads 53:30 – Final TakeawaysThank you to our sponsors!Basic Capital: https://basiccapital.com/tothepointAvoca.ai: https://avoca.ai/r/tothepointYelp: https://business.yelp.com/homeservicevipSales Ask: https://www.salesask.com/ Send It! Email Marketing: https://www.withsendit.com/Can’t Stop The Growth: https://cantstopthegrowth.com
SummaryHow He Built a $35M Business With 56% Gross Margins & 21% EBITDA in Under 8 Years | Helmi Ben Flah
2w ago00:55:44Summary readyWhat does it take to build a $35M home services business in just eight years?In this episode of the To The Point Home Services VIP Room, Chris Yano, Chad Peterman, and Aaron Gaynor sit down with Helmi Ben Flah, Owner of Guaranteed Service, to break down the systems, accountability, and relentless execution behind his rapid growth.Helmi shares his journey from software engineer to home services entrepreneur and how Guaranteed Service has scaled across HVAC, plumbing, and electrical since launching in 2018. He explains why his company doesn't rely solely on inbound demand, how they use customer data and AI to create outbound opportunities, and how technicians across different trades work together to generate more calls from the customers they already have.The conversation also dives into the operating principles behind the growth: tracking leading indicators instead of waiting for revenue numbers, measuring nearly everything in the business, building accountability into the culture, and learning proven systems from other successful operators and actually executing them.Later, Helmi opens up about one of the biggest challenges facing home services today: employee retention. He also shares what he'd do differently if he were starting over, before turning the tables on Chad and Aaron to ask what it really takes to scale from $50M toward $100M.TIMESTAMPS:00:00 – Intro 02:00 – Meet Helmi Ben Flah & Guaranteed Service 04:00 – From Software Engineer to Home Services Entrepreneur 06:00 – The Growth From $4.6M to $35M 09:00 – Execution, Accountability & Training 12:00 – Building an Outbound Machine 16:00 – Using AI & Customer Data to Generate More Calls 20:00 – Leading Indicators vs. Lagging Indicators 23:00 – Cross-Selling Between HVAC, Plumbing & Electrical 28:00 – Getting Technicians to Generate Multi-Trade Opportunities 32:00 – Building One Culture Across Multiple Trades 36:00 – Scaling Culture as the Company Grows 39:00 – What Redwood Services Changed in the Business 43:00 – Why Execution Beats Perfection 46:00 – What's Broken in Home Services? 49:00 – The Employee Retention Problem 52:00 – What Helmi Would Do Differently Starting Over 54:00 – How Do You Scale From $50M to $100M? 56:30 – Final TakeawaysBasic Capital: https://basiccapital.com/tothepointAvoca.ai: https://avoca.ai/r/tothepointYelp: https://business.yelp.com/homeservicevipSales Ask: https://www.salesask.com/ Send It! Email Marketing: https://www.withsendit.com/Can’t Stop The Growth: https://cantstopthegrowth.com
SummaryThe Reality of Scaling a $20M Multi-Trade Home Services Business | Isaac Turpin
3w ago00:52:21Summary readyWhat does it really take to build and manage a $20M multi-trade home services business?In this episode of the To The Point Home Services VIP Room, Chris Yano, Aaron Gaynor, and Chad Peterman sit down with Isaac Turpin, CEO and Co-Founder of True Corp, to break down the opportunities and challenges that come with scaling across multiple trades.Isaac shares how True Corp grew across restoration, remodeling, plumbing, HVAC, roofing, and aluminum, and why managing multiple brands, CRMs, teams, and service lines can quickly become complicated. The conversation gets into slowing down top-line growth to protect profitability, navigating a changing lead environment, cross-selling between trades, building a membership program, structuring plumbing teams, technician pay, and deciding whether your business should go wider or deeper.Isaac also flips the conversation and asks Chris, Aaron, and Chad what they've learned from scaling their own home service businesses, including how to evaluate your market, build a membership base, structure departments, and create sustainable growth.00:00 – Intro 02:00 – Meet Isaac Turpin & the True Corp Business Model 05:30 – Building a Business During the 2008 Housing Crash 08:00 – Centralizing Multiple Trades Under One Company 11:00 – The Challenges of Running a Multi-Trade Business 14:00 – Why More Revenue Isn't Always Better 17:00 – When the Leads Suddenly Stop Coming 21:00 – Cross-Selling Between Trades 24:00 – Building a Multi-Trade Membership Program 27:00 – How Cross-Selling Generated $1M in Revenue 31:00 – Getting More Revenue From Your Existing Customer Base 34:00 – How to Structure a Plumbing Team for Scale 39:00 – Sales Techs vs. Install Crews 42:00 – Technician Pay Structures & Incentives 45:00 – Should You Focus on One Trade or Go Multi-Trade? 48:00 – The Hidden Complexity of Scaling Multiple Trades 51:00 – Advice for Scaling Plumbing & HVAC 54:00 – Final TakeawaysThank you to our Sponsors!Basic Capital: https://basiccapital.com/tothepointAvoca.ai: https://avoca.ai/r/tothepointYelp: https://business.yelp.com/homeservicevipSales Ask: https://www.salesask.com/ Chiirp: https://chiirp.com/Send It! Email Marketing: https://www.withsendit.com/Can’t Stop The Growth: https://cantstopthegrowth.com
SummaryFrom $6/Hour to Building a $30M Home Services Business
4w ago00:56:10Summary readyFrom a $6/hour plumber to leading a nearly $30 million home services company, Rich Bogda has built Service Professionals into one of New Jersey's most respected HVAC, plumbing, and electrical businesses.In this episode of the To The Point Home Services VIP Room, Chris Yano, Chad Peterman, Aaron Gaynor, and special guest co-host Abdul Al-Asaad (Basic Capital) sit down with Rich to discuss:Building a family-owned business over 30+ yearsTransitioning leadership to the next generationKnowing when owners need to get out of the wayDeveloping young leaders while keeping experienced employees engagedRecruiting and retaining top talentUsing AI to improve operationsCreating a company culture people don't want to leaveWhy technical training is becoming the industry's biggest challengeWhether you're running a $2M company or scaling toward $30M+, this episode is packed with practical leadership lessons from someone who's lived every stage of the journey.00:00 - Intro 04:18 - Meet Rich Bogda & Special Guest Abdul Al-Asaad 08:12 - From a $6/Hour Plumber to Building a $30M Business 14:45 - The Leadership Changes That Fueled Growth 21:18 - Why Young Leaders Are Changing the Company 29:10 - AI, Innovation & The Future of Home Services 35:42 - Retaining Employees & Building Long-Term Wealth 44:30 - What's Wrong With the Home Services Industry? 52:35 - Final ThoughtsThank you to our Sponsors!Basic Capital: https://basiccapital.com/tothepointAvoca.ai: https://avoca.ai/r/tothepointYelp: https://business.yelp.com/homeservicevipSales Ask: https://www.salesask.com/ Chiirp: https://chiirp.com/Send It! Email Marketing: https://www.withsendit.com/Can’t Stop The Growth: https://cantstopthegrowth.com
SummaryYelp Responds To Contractors' Biggest Complaints | Part 2
Jul 700:42:06Summary readyContractors asked. Yelp answered.In Part 2 of this special two-part VIP Room series, Chris Yano, Chad Peterman, and Aaron Gaynor continue their conversation with Yelp COO Jed Nachman and Hatch CEO Chris Bache to answer some of the biggest questions contractors have about Yelp.After covering reviews and reputation in Part 1, the discussion shifts to lead transparency, lead quality, geographic performance, AI-powered customer experiences, speed to lead, contractor success stories, and what top-performing companies are doing differently. The group also explores where Yelp, Hatch, and AI fit into the future of home services marketing and customer acquisition.Whether you're currently using Yelp or simply curious about where the industry is headed, this episode provides an inside look at the technology, strategy, and challenges shaping the next generation of home services growth.If you missed Part 1, be sure to check it out first for the discussion on reviews, reputation management, and the Hatch acquisition.00:00 - Intro01:08 - How Yelp Defines a Lead07:15 - How to Measure Marketing ROI13:40 - Why Yelp Performs Better in Some Markets18:55 - Tips for Contractors Using Yelp27:05 - AI Search & the Future of Home Services34:40 - Building Trust With Contractors38:20 - Special Offer, Listener Feedback & Closing Thoughts SPECIAL OFFER FROM YELPNew multi-location advertisers on Yelp may qualify for a 20% bonus advertising budget when they start campaigns before September 30. That means Yelp adds extra advertising dollars on top of what you spend.To see if you qualify, fill out the form at:https://business.yelp.com/homeservicevipA member of the Yelp team will reach out to help you get started.Offer is available to new multi-location Yelp advertisers only.HAVE FEEDBACK FOR YELP?As discussed in the episode, Yelp welcomes feedback from contractors. If you have questions, suggestions, or feedback on your experience with Yelp, you can reach the team directly at:listenerfeedback@yelp.comThank you to our Sponsors!Basic Capital: https://basiccapital.com/tothepointAvoca.ai: https://avoca.ai/r/tothepointYelp: https://business.yelp.com/homeservicevipSales Ask: https://www.salesask.com/ Chiirp: https://chiirp.com/Send It! Email Marketing: https://www.withsendit.com/Can’t Stop The Growth: https://cantstopthegrowth.com
SummaryYelp Responds To Contractors' Biggest Complaints | Part 1
Jun 3000:41:39Summary readyContractors asked. Yelp answered.In Part 1 of this special two-part VIP Room series, Chris Yano, Chad Peterman, and Aaron Gaynor sit down with Yelp COO Jed Nachman and Hatch CEO Chris Bache to tackle some of the biggest questions contractors have about Yelp.After collecting questions directly from contractors across the industry, the conversation dives into Yelp reviews, review filtering, reputation management, contractor concerns about fairness and transparency, and the reasoning behind how Yelp's review system works. The group also discusses Yelp's acquisition of Hatch, the future of AI in home services, and what the partnership means for contractors moving forward.Whether you're a Yelp advocate, a skeptic, or somewhere in between, this is an open and candid conversation about one of the most talked-about platforms in home services.Be sure to subscribe and stay tuned for Part 2, where the conversation continues with lead transparency, lead quality, AI, customer experience, and the future of home services marketing.SPECIAL OFFER FROM YELPNew multi-location advertisers on Yelp may qualify for a 20% bonus advertising budget when they start campaigns before September 30. That means Yelp adds extra advertising dollars on top of what you spend.To see if you qualify, fill out the form at:https://business.yelp.com/homeservicevipA member of the Yelp team will reach out to help you get started.Offer is available to new multi-location Yelp advertisers only.HAVE FEEDBACK FOR YELP?As discussed in the episode, Yelp welcomes feedback from contractors. If you have questions, suggestions, or feedback on your experience with Yelp, you can reach the team directly at:listenerfeedback@yelp.com00:00 - Intro02:58 - Meet Yelp COO Jed Nachman & Hatch CEO Chris Bache06:25 - Why Yelp Acquired Hatch11:00 - Why Yelp Is Focused on Home Services14:15 - Contractors' Biggest Questions About Yelp Reviews18:30 - Why Some Yelp Reviews Aren't Recommended25:15 - Should Contractors Ask Customers for Yelp Reviews?31:45 - Why Yelp Ratings Differ From Other Platforms36:30 - Building Trust Between Yelp & Contractors40:20 - Part 2 Preview Thank you to our Sponsors!Basic Capital: https://basiccapital.com/tothepointAvoca.ai: https://avoca.ai/r/tothepointYelp: https://business.yelp.com/homeservicevipSales Ask: https://www.salesask.com/ Chiirp: https://chiirp.com/Send It! Email Marketing: https://www.withsendit.com/Can’t Stop The Growth: https://cantstopthegrowth.com
SummaryThe Highest ROI Marketing Channel Most Contractors Get Wrong
Jun 2300:58:14Summary readyMost contractors spend thousands of dollars every month generating leads, but what happens after those leads become customers?This week in the VIP Room, Chris Yano, Chad Peterman, and Aaron Gaynor sit down with Zac Garside, Founder and President of Send It Email Marketing, to discuss one of the most overlooked growth opportunities in home services: staying connected with your existing customer base.The group breaks down email marketing, customer retention, CRM strategy, lead generation, offer creation, automation, and why so many contractors focus on acquiring new customers while ignoring the opportunities sitting inside their own database.Zac also shares practical examples from some of the largest home services companies in the country, including how contractors are using email to generate service calls, maintenance appointments, sales opportunities, and additional revenue without increasing their advertising spend.Whether you're running a small local shop or a multi-million-dollar operation, this episode is packed with actionable marketing and business insights you can apply immediately.Topics discussed:• Why email marketing is still one of the highest ROI channels in home services• The biggest mistakes contractors make with customer communication• Creating offers that actually generate demand• Using email to reduce dependence on paid leads• Sales estimates, maintenance, and customer retention strategies• Automation opportunities most companies miss• How AI is changing marketing and content creation• Why branding and customer relationships matter more than ever• The importance of staying top-of-mind with past customers• Marketing lessons from some of the industry's fastest-growing companiesFREE RESOURCE FOR TO THE POINT LISTENERSWant to put these strategies into action?Zac Garside and the team at Send It Email Marketing created a free swipe file featuring 20 proven email templates contractors can use to generate more demand, stay top of mind with customers, and drive additional revenue.withsendit.com/top-secret00:00 - Intro02:15 - Meet Zac Garside & Send It Email Marketing05:30 - Why Most Contractors Ignore Their Best Lead Source09:45 - The Biggest Email Marketing Mistakes Contractors Make14:20 - How To Get Customers To Open Your Emails18:40 - Why Branding Matters More Than Subject Lines22:15 - The Difference Between Google Leads and Email Leads26:50 - Creating Offers That Actually Generate Demand31:10 - The Customer Database Most Contractors Ignore35:45 - Retention vs Lead Generation40:20 - Marketing Automation Opportunities You're Missing44:30 - AI, Marketing, and the Future of Customer Communication49:10 - How Top Contractors Stay Top of Mind53:20 - Zac's Best Marketing Advice for Contractors56:15 - Free Email Marketing Swipe File for Listeners57:30 - Final ThoughtsThank you to our Sponsors!Basic Capital: https://basiccapital.com/tothepointAvoca.ai: https://avoca.ai/r/tothepointYelp: https://www.yelp.com/ Sales Ask: https://www.salesask.com/Chiirp: https://chiirp.com/
SummaryWELL SH*T! Throat cancer!
Jun 1800:04:18Summary readyYou know how much that sucks for a podcast host? lol Here's the GOOD NEWS! I've got two very capable co-hosts if I have to miss. But more importantly, it's a very winnable (90%) version of cancer called Squamous Cell Carcinoma. It will be a gnarly 6-8 weeks of treatment with the worst being weeks 4-8. I decided to be transparent about it like I have this whole time on the podcast and let you join the journey with me. I appreciate all your support, thoughts and prayers in advance. I got this!!
SummaryPreaching Through the Pipes: Bubba Thurman's Journey to Leading a $100M Business
Jun 1600:58:49Summary readyWhat does it take to lead a $100M home services company?This week in the VIP Room, Chris Yano and Aaron Gaynor sit down with Bubba Thurman, President of Baker Brothers Plumbing, Air & Electric, one of the largest and most respected home services companies in the Dallas-Fort Worth market.Before leading a business with more than 400 employees and over $100 million in annual revenue, Bubba spent 22 years in ministry. In this conversation, he shares lessons on leadership, culture, integrity, AI, marketing, customer trust, and what it takes to build a lasting reputation in today's home services industry.The group also discusses private equity, peer groups, transparency, AI-driven search, reputation management, and why great operators are focusing more than ever on community relationships and customer experience.If you're an owner, operator, manager, or leader looking to grow your business and develop your people, this episode is packed with practical insights you can apply immediately.Topics discussed:• Bubba's transition from ministry to home services• Leading a $100M company with 400+ employees• Building culture and trust at scale• AI's impact on home services marketing• Customer sentiment and online reputation• Private equity and industry perception• Leadership lessons from decades of experience• Why transparency matters more than ever• The importance of peer groups and relationships• Non-negotiables for building a great company00:00 - Intro02:55 - Meet Bubba Thurman05:10 - Becoming the First Non-Family President of Baker Brothers08:45 - Leading a $100M Home Services Business12:30 - Building Relationships With Competitors17:20 - Peer Groups, Trust, and Industry Collaboration22:15 - The Biggest Challenges Facing Home Services Today25:40 - AI, Search, and the Future of Marketing33:15 - Why Community Presence Matters More Than Ever38:30 - Customer Sentiment and Brand Reputation44:10 - Private Equity, Transparency, and Trust49:00 - What Is Broken in Home Services?53:00 - The Hill Bubba Is Willing to Die On55:20 - Advice for the Next Generation of Leaders57:15 - Final Thoughts Thank you to our Sponsors!Basic Capital: https://basiccapital.com/tothepointChiirp: https://chiirp.com/Bluon: https://www.bluon.com/get-demo?referral_code=ToThePointAvoca.ai: https://avoca.ai/r/tothepointYelp: https://www.yelp.com/ Sales Ask: https://www.salesask.com/
SummaryHow Josh Campbell Built, Scaled, and Sold Rescue Air | VIP Guest Josh Campbell
Jun 900:54:16Summary readyIn this episode of To The Point Home Services VIP Room, Aaron Gaynor and Chad Peterman sit down with Josh Campbell, Founder of Rescue Air & Plumbing, to discuss his incredible journey through the home services industry.Josh shares how he grew up in a family of tradesmen, started his first company at a young age, built it into a successful business, and navigated the challenges of the 2008 financial crisis before ultimately selling the company and starting over in Texas.From there, Josh built Rescue Air into one of the most respected home services companies in the country, eventually completing a private equity transaction while maintaining the culture and values that fueled the company's growth.The conversation covers entrepreneurship, resilience, leadership, private equity, company culture, adding new trades, coaching, personal development, sales, operations, and what it really takes to build a great business.Josh also shares lessons from scaling multiple companies, the importance of being coachable, why many owners stay stuck, and how continuous learning became one of the biggest drivers of his success.If you're a contractor, operator, or business owner looking to grow your company and become a better leader, this episode is packed with practical insights and hard-earned lessons from someone who has built, scaled, sold, and started over.Topics include:• Building and scaling home services businesses• Starting over after selling a company• Leadership and personal growth• Private equity in home services• Adding plumbing and new service lines• Company culture and employee development• Sales, operations, and coaching• Creating long-term value and legacyWatch now and learn from one of the most candid conversations we've had on the VIP Room.00:00 - Welcome & Introducing Josh Campbell03:30 - Growing Up in the Trades08:30 - Building His First Company14:00 - The 2008 Crash & Starting Over21:00 - Moving to Texas & Joining A#1 Air26:00 - Launching Rescue Air31:00 - The Power of Coaching & Continuous Learning37:00 - Adding Plumbing & Scaling the Business42:00 - Private Equity & Selling Rescue Air48:00 - Why Most Owners Stay Stuck52:00 - What's Broken in Home Services?54:00 - Final Thoughts Thank you to our Sponsors!Basic Capital: https://basiccapital.com/tothepointChiirp: https://chiirp.com/Bluon: https://www.bluon.com/get-demo?referral_code=ToThePointAvoca.ai: https://avoca.ai/r/tothepointYelp: https://www.yelp.com/ Sales Ask: https://www.salesask.com/
Summary