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

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.

In this episode of the "Build It To Sell It" podcast, host Lance Bachmann sits down with serial entrepreneur Blake Miller to pull back the curtain on home service mergers and acquisitions. Blake shares the raw details of his first major exit—selling Charleston Heating and Air—and how that million-dollar payday changed his perspective on business and life.Whether you are running an HVAC, roofing, or window company, this episode is a masterclass in preparing for an exit. Blake and Lance discuss:
Why raising your prices by 10% might be the easiest way to boost your EBITDA.
The "Gotcha" moments in business sales and how to avoid being stuck in a holding pattern.
How to acquire distressed or owner-operated businesses using seller financing.
The importance of "mindset training" for sales teams to overcome a down market.
Dealing with "seller’s depression" and finding your identity after a major exit.
Don't miss Blake’s "Gunslinger Rule" and his advice for business owners looking to retire or partner with private equity.

The episode focuses on the mission of Topline Pro to provide an "AI assistant" for solo owner-operators in the home services industry (roofing, landscaping, plumbing, etc.). The discussion highlights the transition from manual "firefighting" to automated growth, the challenges of scaling a SaaS company with multiple funding rounds, and the importance of serving the "long-tail" market that larger CRM players often overlook.78Key Points
AI as a Business Operator: The software acts as an AI agent handling inbound inquiries, generating quotes, and managing invoicing, effectively replacing the need for a full-time admin or marketing team for small businesses.9
Market Opportunity: Out of 2.6 million home service companies, 2.4 million are small owner-operators or small crews, representing a massive underserved market.10
Default Alive: Despite having raised four rounds of funding, including a Series B, the company remains "default alive" while prioritizing rapid growth.11
Efficiency over Hard Work: Nick argues that growth shouldn't just come from working 18-hour days; it comes from implementing tools that automate 85-90% of the workload.12
The "Human" Component: Despite being an AI-heavy product, Topline Pro maintains account managers to build personal relationships with contractors who value direct communication.13
YouTube DescriptionIn this episode of the Build It To Sell It podcast, we sit down with Nick Ornitz, co-founder and CEO of Topline Pro. Nick shares the inspiring story of how his team is using AI to revolutionize the lives of "the little guy"—the millions of solo owner-operators in roofing, HVAC, plumbing, and landscaping.We dive deep into the reality of building a venture-backed SaaS company, the decision to drop out of business school for Y Combinator, and why Topline Pro is doubling down on the small business market while everyone else chases enterprise deals. If you are a contractor feeling stuck at the $250k–$500k mark, this episode is a masterclass in working smarter, not harder.Learn more about Topline Pro: toplinepro.comContact Nick Ornitz: nick@toplinepro.comNick

Built to Sell: Scaling, Leadership, and Life-Changing Exits with Ellen Rohr
 
On this episode of the Built to Sell podcast, host Lance Bachmann is joined by Ellen Rohr, a renowned financial expert and a key force behind the success of Zoom Drain. Together, they dive deep into the "unconventional" side of leadership and the hard numbers that drive a business toward a successful sale to private equity.
 
Ellen recounts her path from marrying a plumber to becoming a leading consultant and franchise owner, while Lance shares raw stories about the leadership failures that led to his own business setbacks. They tackle the tough topics: how to tell if your family members are the right fit for your executive team, why you should never sell to a search fund, and how "grit" is the most important trait to look for when hiring.
 
Whether you are looking to maintain your independence or are ready to "chase the carrot" toward financial freedom, this conversation provides the roadmap for turning your trade into a high-value asset. Plus, hear details on their upcoming appearances in Australia this May!

What does it actually take to sell a business for nearly $40 million in less than two years? Join us for a raw, high-stakes conversation with Dean Mainardi about the "standard" of excellence required to build a world-class roofing organization. Dean reveals the psychological shift from being "the boss" to being a partner-employee, the "grief process" of letting go of operational control, and the intense pressure of high-level due diligence. Whether you are a contractor looking to scale or an entrepreneur eyeing an exit, this episode provides a masterclass in mindset, strategic partnerships, and the relentless pursuit of growth.

In this episode of "Build It To Sell It," Lance Bachmann sits down with Katie Donovan, Co-founder and CEO of Camp Digital, to discuss her recent successful exit to the private equity firm Tonka Bay. Katie shares her journey of building one of the nation's top digital agencies for the trades and the high-stakes process of choosing the right partner from 18 different LOIs.
 
Key topics covered in this episode:
The M&A Process: What it's really like to sell to a PE firm and how to handle the extreme stress of due diligence.
Choosing the Right Partner: Why culture and reputation matter more than just the highest bid.
Marketing Fundamentals: Katie breaks down the "Rule of 5" for Google Business Profiles and why every home service shop needs custom images and videos.
Scaling Your Strategy: Marketing advice tailored for shops at $1M, $5M, $10M, and $25M in revenue.
The Future of the Trades: Why Chick-fil-A is entering the home services market with "Acrew" and how AI is revolutionizing the industry.
Leadership & Loyalty: The importance of a grit-heavy leadership team and building a company culture where employees have a stake in the success.
Whether you are just starting your business or are looking to "punch your ticket" and exit, this conversation is packed with actionable insights on building a healthy, sellable company.
 
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