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

Welcome back to the Build Sell Podcast! In this raw and honest episode, host Lance Bachmann sits down with his business partner, Dustin Woodson (better known as Woody), from Exterior Home Solutions in Knoxville, Tennessee.
Dustin shares the incredible story of his retail roofing company, which has been operating since 1999 and brings in over $10 million in revenue. However, the journey wasn't always smooth. Dustin opens up about a gut-wrenching moment when a major private equity firm pulled a $10 million letter of intent (LOI) during due diligence because the company's books weren't clean and it was being run as a "lifestyle business" rather than a highly profitable asset. After that wake-up call, Dustin was referred to Lance. Since officially partnering with LB Capital in April, Exterior Home Solutions has undergone a brutal but highly successful transformation. Tune in to hear them discuss: * The painful truth about transitioning away from a "lifestyle business." * Shifting from simple "estimate givers" to utilizing a structured, highly effective sales process. * The massive impact of raising prices, cleaning up "dead weight," and modernizing operations through Service Titan. * Managing the heavy emotional toll, lifestyle adjustments, and staffing changes that come with rapid scaling. With Exterior Home Solutions now highly profitable and on track to hit $20 million by 2027, this episode is a masterclass in what it truly takes to build real enterprise value.
🚀 BUILD IT TO SELL IT CONFERENCE 🚀 If your company can't run without you, you don't own a business—you own a job. Join over 1,000 home service business owners at the Build It To Sell It Conference this December 7th–9th at the Diplomat Hotel in Hollywood, Florida. Learn real-world strategies from operators who have actually scaled and sold companies.
Click the link in the show notes to get your tickets now! Special thanks to our main sponsor, Service Titan—the technology of choice helping contractors scale real companies that are actually worth selling. 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
 
 
 

Most business owners focus on building the business and forget to build the plan for what happens after the exit.
In this episode of the Build It To Sell It Podcast, Lance sits down with Michael and Jay from HFM Investment Advisors to talk about the financial side of building a valuable, sellable business.
They break down:
• Why you need an exit plan years before selling
• How tax planning can impact your final payout
• Why your CPA, attorney, financial advisor, and other professionals need to work together
• Trusts and protecting your wealth after an exit
• What business owners should do with their money after selling
• Why simple investment strategies can often beat complicated ones
• The importance of having the right people in your corner
• How to avoid common mistakes that can cost you millions
You only get one shot at selling a business. The goal isn't just to get the biggest check. It's to make sure you're prepared for everything that comes after it.
Build it. Grow it. Protect it. Sell it.
Subscribe to the Build It To Sell It Podcast for more conversations with entrepreneurs, business owners, and experts on building companies that create lasting wealth.
#buildittosellit #lfgrow
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 – The Build it to Sell it Podcast: Home Service Secrets 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

Everyone has an opinion about Angi. Few have ever sat down with the CEO.
In this episode of the Build It To Sell It Podcast, Lance Bachmann sits down with Jeff Kip, CEO of Angi, for an honest conversation about lead generation, contractor success, and why so many companies fail to get results from paid leads.
Lance shares why Angi generates nearly 50% of the revenue across the LB Capital roofing platform, while Jeff explains the biggest mistakes contractors make after a lead comes in.
Inside this episode, you'll learn:
Why speed to lead is everything
How LB Capital consistently achieves a 12:1 return on Angi leads
Why your sales team should never see the lead source
The truth behind Angi's reputation and how the company is changing
Why most contractors lose leads before they ever get an estimate
The importance of CSR training, AI, and follow-up systems
How to build a sales process that wins, regardless of where leads come from
Why knowing your KPIs is the difference between growth and failure
Whether you're spending money on SEO, Google Ads, Facebook, referrals, or lead providers, this conversation will challenge how you think about sales, marketing, and scaling a home service business.
If you're serious about building a company that's valuable enough to sell someday, this episode is packed with practical strategies you can implement immediately.
Subscribe for new episodes every Tuesday at 3 PM EST.

#business #entrepreneur #ai
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 – The Build it to Sell it Podcast:Home Service Secrets 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

Welcome to the Build It To Sell It Podcast! 🚀
In this episode, host Lance Bachmann sits down in person with Anthony (Founder) and Max (Associate) from Exuma Capital, a dynamic family office operating like a private equity firm. Known for their active investments and industry-agnostic approach, they specialize in buying, scaling, and successfully exiting businesses across classes like real estate, home services, food and beverage, technology, and fleet management.
Anthony and Max pull back the curtain on the world of mergers, acquisitions, and private equity. They share the raw truth about what it really takes to transition from an unpolished "cluster" of a small business to a highly valued asset.
Key topics discussed in this episode:
The Reality of Private Equity & Debt Leverage: How PE buyers use leverage, the math behind debt multipliers, and the risks of running a highly levered business.
Navigating Earnouts & Transacting: Why you should be happy with the money you get at the closing table, the harsh truth about customer concentration, and what happens when a deal falls out of LOI. Modernizing Small Businesses: A hilarious yet insightful look at buying companies trapped in the past—like a roofing business still dispatching crews using pencil and paper.
The Industry Standard: Why utilizing software like Service Titan is crucial for visibility, tracking KPIs, and commanding a premium value when it's time to sell.
Backing the Right People: Why Exuma Capital focuses heavily on partnering with hungry management teams and aligning back-end incentives so everyone wins.
Whether you are a first-time business owner or a seasoned contractor looking to create an exit strategy, this episode is packed with real-world strategies to help you stop owning a job and start owning a valuable business.
Connect with our guests:
🌐 Website: exumafunds.com
🎟️ Build It To Sell It Conference 🎟️
Ready to scale your home service business, build real value, and connect with operators who have successfully exited? Join us this December 7th through 9th at the Diplomat Hotel in Hollywood, Florida!
👉 Click the link in the show notes to get your tickets today!
Thank you to our sponsors: ⚡ Service Titan - Our technology of choice for scaling home service businesses.
🤖 Siro - One of the top AI sales coaching platforms in home services.
Don't forget to LIKE, SHARE, and SUBSCRIBE for more home service secrets and M&A insights!

From $750k Debt & A Sales Mutiny To $500k Profit In ONE Month! 🚀 How do you go from losing $1,000,000 and drowning in $750,000 of debt to generating $500,000 in net profit in a single month?
In this episode, Lance sits down with Alec Martin, owner of I Am Roofing in Prattville, Alabama, and his stepdaughter Morgan, to break down one of the most spectacular business turnarounds in home services history.
Alec gets incredibly transparent about the crushing weight of supplier debt, a marketing failure that cost him $500,000 in three months, and the shocking moment his entire sales team staged a mutiny right after partnering with LB Capital. Discover how they cut the dead weight, implemented the playbook, and scaled their business to a $20 Million pace.
🔑 What You’ll Learn In This Episode:
The Debt Trap: How I Am Roofing got buried in $750k of debt by playing the "robbing Peter to pay Paul" insurance game—and how they transitioned to high-margin retail.
The Sales Team Mutiny: Why having his entire sales team threaten to quit was actually the best thing that ever happened to Alec's business.
The Power of the Playbook: How simply raising prices and executing a disciplined 12-step sales process yielded immediate results.
From Payroll to Quadrupling Income: How Morgan went from managing collections to absolutely crushing it on the "rehash" sales team—making more money than she ever thought possible at 25.
Handling Aggressive Creditors: The exact mindset and legal strategy Lance used to protect Alec and Brian from aggressive suppliers.
🎟️ Build It To Sell It Conference 2026 If you are a home service business owner who wants to stop owning a job and start owning a real business, you need to be in the right room.
📅 Date: December 7th – 9th
📍 Location: The Diplomat Hotel in Hollywood, Florida
👉 Get Your Tickets Here: go.buildittosellit.com/2026
Join over 1,100 contractors and learn real-world strategies from operators who have actually built and exited multi-million dollar companies.
🤝 Thank You To Our Sponsors:
Service Titan: Our technology of choice for scaling, growing, and tracking home service operations.
FinTurf: One of the most trusted financing platforms in home services. Thank you for making this episode possible!
#RoofingBusiness #HomeServices #BusinessTurnaround #Entrepreneurship #SalesTraining #BuildItToSellIt #ScaleYourBusiness #ServiceTitan #FinTurf #BusinessGrowth #SalesStrategy

Corey Bailey, TruChoice Roofing — $400K EBITDA in 4 years to $400K EBITDA in 1 month. Real roofing business growth: how a contractor scaled to $1.5M/month by doubling prices from $500 to $1,200/sq. In this episode of Build It To Sell It, Lance Bachmann sits down with Corey Bailey, founder of TruChoice Roofing, to unpack the exact playbook that transformed his business from a 4-year plateau into a $1.5M/month machine — in under 5 months.What actually changed: ✅ Pricing doubled: $500 → $1,200 per square — without touching close rates ✅ Full operational playbook implementation ✅ Technology upgrades across the business ✅ Staff leadership and management training ✅ Letting go of ego to embrace mentorship and critical thinking Corey faced employee "mutiny," internal pushback, and 15+ years of ego-driven habits standing in his way. He did the hard things anyway — and went from checking his bank account every 5 minutes to generating $400K in EBITDA in a single month. If you run a home services, roofing, or contracting business, this episode will show you exactly what's possible when you install the right systems and make the hard decisions other owners won't. 🎙️ Build It To Sell It Podcast: https://www.buildittosellit.com/podcasts/ 🎫 Build It To Sell It Conference 2026: https://go.buildittosellit.com/2026 #roofing #contractorbusiness #businessgrowth #entrepreneurship #buildittosellitconference

What does it actually take to build the 4th largest debt-free roofing platform in America in under 3 years — while everyone else is handing money to fake gurus at industry conferences?
 
In this episode of the Build It To Sell It Podcast, Lance sits down with LB Capital CEO Bill Rossell and COO Kelly Mesaris to pull back the curtain on $150M+ in retail sales, their 10th corporate partner, and the unfiltered truth about what it costs — emotionally, operationally, and personally — to build something that lasts. No fluff. No highlight reel. Just the real conversation happening behind the company.
 
⏱️ CHAPTERS
00:00 — Intro: The LB Capital Story Nobody's Telling
02:59 — From Chaos to $150M: When You're Too Busy to See What You're Building
06:39 — The Real Weight of Leadership: Every Life in Your Hands
13:12 — "I'm Never Going Back": How Bill Turned Failure Into Fuel
18:00 — The Fake Guru Problem: Calling Out Industry Con Artists With Zero Receipts
23:05 — When Kelly Quit (And What Lance Said That Changed Everything)
28:00 — Focus Over Diversification: Why Aiming Small Is the Winning Play
33:00 — Service Titan: The Non-Negotiable CRM for Home Service Companies
38:00 — The Culture Code: No Yes-Men, Raw Truth, United Front
44:20 — "Pack Your Sh*t": The Fight That Made This Team Unbreakable
49:00 — Becoming the 4th Largest Debt-Free Roofing Platform in America
54:11 — Lance's Superpower: Surrounding Himself With the Right People
55:33 — The Best Day: Life-Altering Financial Payouts & What Success Really Means
59:00 — What's Next: Bill & Kelly Take Over the Podcast
 
🎟️ Build It To Sell It Conference → https://go.buildittosellit.com/2026
🎙️ Podcast → https://www.buildittosellit.com/podcasts/
📱 Socials → @lancebachmann
🌐 Website → buildittosellit.com
#roofingbusiness #roofingmarketing #businessgrowth #buildittosell #LBCapital #roofingsales #entrepreneurship #homeservicebusiness #businessexit #LanceBachmann

How to sell your business for life-changing money. Kenny Byrne's exact business acquisition strategy — scaling a home service business and exiting to private equity.
Kenny Byrne built a blue-collar home service company that most people said couldn't attract private equity. He proved them wrong — and walked away with a life-changing exit. In this episode, Kenny breaks down the exact blueprint he used to go from "Chuck in a truck" to closing an 8-figure deal.
If you're a small business owner grinding 16-hour days, undercharging, and feeling like you're building a job instead of a company — this one is for you.
What we cover:
→ How to structure your business so private equity actually wants to buy it
→ The M&A process for home service businesses (step by step)
→ Why your pricing is your biggest exit killer — and how to fix it
→ The masterminds and relationships that unlocked Kenny's deal
→ How to build systems so your team runs it without you
→ The moment Kenny realized he was building a business to sell — not to survive This isn't theory. Kenny did it. Now he's telling you exactly how.
🎙️ Guest: Kenny Byrne, Founder of Call the Brands
🏠 Niche: Home Services, Blue-Collar Entrepreneurship, Business Exits
📈 Topics: Selling a business, M&A, Private Equity, Business Growth, Exit Strategy
🔔 Subscribe for weekly episodes on how to build, scale, and sell.
🎧 Listen on Apple Podcasts & Spotify — "Build It To Sell It" with Lance Bachmann
Chapters: 00:00 — Who is Kenny Byrne & His Origin Story. Introduction to Kenny, founder of Call the Brands, and how he started scaling!
03:45 — The "Chuck in a Truck" to Multi-Million Dollar Transition. How Kenny moved from contractor mindset to building a scalable business system!
12:30 — The Acquisition Strategy That Works. The specific systems and framework that made his business attractive to private equity buyers!
22:15 — Common Scaling Mistakes Home Service Owners Make. What kills businesses before they can be sold, and how to avoid it!
31:00 — The Exit Conversation: What Buyers Actually Look For. How to position your business for maximum valuation when it's time to sell!
#entrepreneur #howtopriceyourbusiness #sellingmybusiness #privateequity #businessgrowth #homeservicebusiness #exitstrategy #smallbusiness #mergesandacquisitions #entrepreneurship

What separates the companies that get acquired from the ones that get passed over? In this episode of Build It To Sell It, Lance Bachmann sits down with Dustin Van Orman of Any Hour Services, a home service business generating nearly $400 million annually with over 30 locations and dozens of acquisitions across the country. Dustin breaks down exactly how acquisition teams evaluate businesses, the red flags that immediately kill deals, and why culture, leadership, and relationships matter more than most owners realize. If you're a home service business owner planning an exit, considering private equity, or looking to build a company that's actually sellable, this episode is packed with practical insights. In this episode: ✅ What buyers look for during due diligence ✅ Why private equity is searching for reasons NOT to buy your company ✅ The culture signals that instantly stand out during acquisitions ✅ How to structure a business for long-term value ✅ The truth about earnouts and rollover equity ✅ Why leadership teams matter more than owners think ✅ What happens after the acquisition closes ✅ How to determine if a partnership is the right fit Whether you're building to sell, scaling through acquisitions, or simply trying to create a better company, this conversation offers a rare look inside the buyer's mindset. Chapters 00:00 Meet Dustin Van Orman & The Power of Partnerships 03:40 How Private Equity Evaluates Your Business 06:45 The Hidden Signs Buyers Look For During Due Diligence 14:05 Why Acquisition Deals Fall Apart 29:15 Rollover Equity, Earn-outs & Final Exit AdviceSponsored by ServiceTitan, your technology of the trades. Subscribe for weekly conversations with entrepreneurs, operators, and investors who have built, scaled, and sold businesses at the highest level.#BuildItToSellIt #PrivateEquity #BusinessAcquisition #HomeServices #entrepreneurship