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

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

Karen Balko turned a dating app connection into a $10 million+ home service empire — and she's here to show you exactly how. In this episode of the Build It To Sell It Podcast, host Lance Bachmann sits down with Karen, co-founder and Director of Operations at Vector Services, to break down the real story behind scaling an HVAC, plumbing, and electrical business from zero to 8-figures — and positioning it for a high-multiple exit.Whether you're just starting out or already running a multi-million dollar operation, this conversation is packed with the financial literacy, systems thinking, and hard-won lessons that separate businesses that sell for top dollar from ones that trap their owners forever.In this episode, you'll learn: ✅ How Karen went from tracking jobs on spreadsheets to running a $10M+ operation ✅ The truth about running a business with three partners — including your spouse ✅ Why switching to Service Titan and rebranding with Kick Charge were game-changers ✅ How to read your P&L like a buyer — not just an owner ✅ What HVAC market multipliers actually look like and how specialization affects your sale price ✅ Why offering equity to key employees can transform your team's commitment ✅ The "magic number" Karen and Tom are targeting before they exit ⏱️ CHAPTERS: 00:00 - Introduction of Karen Balko 00:35 - The Origin Story: Meeting on a Dating App & Starting a Business 01:58 - Early Involvement: From Spreadsheets to Operations 03:12 - Business Evolution & Partner Backgrounds 05:20 - Building Systems & Commercial vs. Residential Work 06:23 - Partnership Dynamics & Friction in a Three-Person Team 07:58 - Top Business Challenges Over 10 Years 09:31 - Rebranding & Switching to Service Titan 11:15 - Financial Literacy & Taking a Step Back to Scale 13:30 - Building a Leadership Team for the Sale 15:00 - Analyzing the P&L: What Buyers Actually Look At 18:43 - Business Valuation, HVAC Multipliers & Installs vs. Service 22:04 - Managing Work & Family: Running a Business with Your Spouse 24:14 - Employee Relations & Offering Equity to Key Staff 29:20 - Joining a Coaching Group & Professionalizing Operations 31:33 - Legacy vs. Selling: Should You Leave It to Your Kids? 35:45 - Social Media Fakeness vs. Real Business Problems 37:03 - Future Goals & Exit Strategy 39:08 - Top Marketing Channels Driving Leads at Vector Services📲 Connect with Karen Balko & Vector Services: https://callvector.com/ 🔔 Subscribe to Build It To Sell It for weekly conversations with entrepreneurs who are building businesses designed to be sold.

Frank DiMarco closed a $2.54 BILLION deal with Blackstone — the world's largest private equity firm. This is the blueprint he used to get there.
In Part 2 of this exclusive interview, Frank breaks down the exact strategies behind scaling a business from 20 operating companies into a world-class portfolio. If you want to understand what elite-level entrepreneur mindset and deal-making actually look like in practice, this is the conversation you need to hear.
In this episode: — The "Locker Room" Culture: How Frank selected the right General Managers to run each business — Why market leaders are NEVER the lowest price — and what they sell instead — Inside the due diligence process with Blackstone and what they're really looking for — Why Frank still walks shop floors as a "constant student" — even after a billion-dollar exit — The influence of industry legend Leland Smith on Frank's private equity strategy
Whether you're building your first business or scaling toward a major exit, Frank's framework applies at every level.
🎧 Listen to Part 1: https://youtu.be/A4Umheuc4n4
Connect with Lance: 🌐 [buildittosellit.com] | 📸 All Social Media: @lancebachmann

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.