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To The Point - Home Services VIP Room Podcast: Daily Summaries Delivered
by RYNO Strategic Solutions
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.
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- 5 days ago50 min
Mandie maintains steady growth: $14M to $16M to $17M to $20M in 2026
What does it really take to take over a family business, expand into multiple trades, and build it into a $20M home services company?In this episode of the To The Point Home Services VIP Room, Chris Yano and Chad Peterman sit down with Mandie Hagan, owner of Rowell Services, a family-owned home services company in New Hampshire offering septic, drain cleaning, HVAC, plumbing, electrical, excavation, and pipe relining.Mandie shares the story of stepping into the family business after the unexpected loss of her father, moving back from Colorado, and helping her mom continue the company. From starting with just a small operation to building a team of nearly 90 employees and pacing toward $20M in revenue, Mandie opens up about the decisions, challenges, and leadership lessons along the way.The conversation covers adding multiple trades, finding the right leaders, moving from top-line growth to focusing on profitability, building an organizational structure, generating leads with a strong local brand, cross-trade referrals, and the personal pressure that comes with running a growing company.Mandie also talks about why Rao Services has remained independently owned, her plans to preserve her father's legacy, and what she's focused on as the company enters its next stage of growth.Timestamps00:00 – Welcome to the VIP Room01:30 – Meet Mandie Hagan & the Rao Services story04:15 – Losing her father and returning home to the family business08:10 – Moving back from Colorado and taking over the company11:30 – How Rao Services began expanding beyond septic15:00 – The lesson Mandie learned from adding multiple trades at once18:00 – Finding the right people for the right seats21:00 – Mandie's role as owner and Ian's transition out of the field24:00 – Building the leadership structure at Rao Services27:00 – Visionary vs. Integrator: Knowing your role as an owner30:30 – Marketing strategies behind a $20M home services business33:30 – The power of cross-trade referrals36:00 – What's actually difficult about growing a larger company39:00 – Dealing with criticism and the pressure of success42:00 – Preserving her father's legacy and the 2027 vision45:00 – What's next for Rao Services?47:30 – Planning for the next stage of growth49:00 – Final thoughts with Mandie HaganThank you to our sponsors!Avoca.ai: Special Offer for Podcast Listeners: 4% Rebate, Your First 12 Months - https://avoca.ai/r/tothepointYelp: https://business.yelp.com/homeservicevipSales Ask: Book a free sales visibility session with SalesAsk and mention To The Point to access the exclusive listener offer. https://www.salesask.com/Basic Capital: To The Point Podcast listeners get $0 employer fees for 12 months. Claim the offer and give your team a real path to retirement: https://basiccapital.com/tothepointSend It! Email Marketing: https://www.withsendit.com/Can’t Stop The Growth: https://cantstopthegrowth.comContractor Commerce: https://www.contractorcommerce.com
- 1 weeks ago1h 0m
Guaranteed Tactics To Win in Sales & Marketing Today
What happens when a nearly bankrupt pool company decides to answer every question its customers are asking?For Marcus Sheridan, it changed everything.After nearly losing River Pools during the 2008 recession, Marcus transformed the business through radical transparency and became the bestselling author of They Ask, You Answer and Endless Customers.In this episode of the To The Point Home Services VIP Room, Marcus breaks down what home service companies need to do to win in sales and marketing today, from being transparent about pricing and building trust to adapting to AI and changing customer behavior.He shares why pricing estimators can drive more leads, what makes AI recommend one contractor over another, why speed-to-lead matters, and how sales teams can build trust without relying on outdated or manipulative tactics.If you want to win more customers and stay ahead of where sales and marketing are heading, this episode is packed with tactics you can put to work right now.RESOURCES FROM MARCUSWant to add a pricing estimator to your website?Check out PriceGuide: https://priceguide.aiWant to see how AI views your business?Run your AI Trust Signals check: https://aitrustsignals.comWant to learn more from Marcus?Explore his books, including They Ask, You Answer and Endless Customers: https://marcussheridan.com/booksPut the customer’s questions first.Learn more about Question First: https://questionfirst.comTimestamps00:00 - Welcome Back to the VIP Room & Marcus Sheridan Introduction03:30 - Marcus' Story: River Pools Nearly Goes Bankrupt08:00 - How the 2008 Recession Changed Marcus' Approach to Marketing12:00 - The Origin of They Ask, You Answer15:00 - Why Businesses Need to Become Obsessed With Their Buyers18:00 - Should Contractors Give Pricing Over the Phone?22:00 - Why Customers Get Frustrated When Companies Hide Pricing26:00 - How a Pricing Article Generated $35M+ in Sales29:00 - Why Pricing Estimators Can Transform Lead Generation32:00 - AI Is Changing Search Forever35:00 - What Makes AI Recommend One Contractor Over Another?38:00 - The 3 F's of Innovation: Fear, Faster & Friction41:00 - The "Mother of All Review Pages" & AI Trust Signals44:00 - Why Contractors Need Awards & Expert Author Pages47:00 - Speed-to-Lead & the Future of AI Voice50:00 - Showroom vs. In-Home Sales52:00 - Why Homeowners Should Know Who Is Coming to Their Door54:00 - Stop Selling With Manipulation: The Power of Discovery56:00 - Why 80% of Sales Training Should Focus on the Opening58:00 - Teaching Homeowners to "Call Your Baby Ugly"59:00 - Marcus' Final Advice for Home Service ContractorsThank 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 Contractor Commerce: https://www.contractorcommerce.com
- 2 weeks ago55 min
Why This $14M HVAC Company Is Still Independent After 73 Years | Bobby Ring
What does it take to build a home services company that lasts for more than seven decades?In this episode of To The Point Home Services VIP Room, we sit down with Bobby Ring, President and CEO of Meyer & Depew Co., to talk about the incredible 73-year history behind the company and how a family-owned HVAC business has continued to evolve through multiple generations.Bobby shares how Meyer & Depew grew from a small commercial-focused company into a thriving $14M HVAC business, the lessons he learned working alongside his father, and what he is doing differently as his own son becomes part of the next generation of leadership.We also dive into the challenges of working with family, empowering the next generation of leaders, building a culture that lasts, and why Bobby believes contractors need to get really good at their core business before expanding into additional trades.From failed attempts at adding electrical to deciding whether to eventually sell the business or pass it down, Bobby gives an honest look at the decisions that come with leading an independent home services company.Plus, the guys discuss why a $10M to $20M business should not be undervalued, the impact of joining Nexstar, how to improve closing rates, and one of the biggest problems in the home services industry: contractors not understanding the true value of what they provide.If you're building a family business, leading an independent company, or trying to grow your home services business without losing what made it special in the first place, this episode is for you.Timestamps:00:00 Welcome to the VIP Room03:00 Meet Bobby Ring and Meyer & Depew Co.06:00 The 73-year history of the business12:00 Bobby’s journey from employee to owner16:00 Working with family and preparing the next generation21:00 How to build a culture that lasts26:00 Empowering leaders and letting go of control30:00 Generations of comfort and trust34:00 Marketing a 73-year-old HVAC brand38:00 Why Meyer & Depew hasn’t added another trade43:00 Why bigger isn’t always better in home services46:00 Joining Nexstar and getting better at HVAC49:00 What’s broken in the home services industry52:00 Understanding pricing, margin, and the true cost of doing business55:00 Staying independent or selling the businessThank 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
- 3 weeks ago53 min
Why They Left a National Brand to Build Their Own Plumbing Business
Lacey Peevey, VP of WeCo Rooter, joins Chris Yano, Chad Peterman, and Aaron Gaynor in the VIP Room to share how she and her husband John went from operating under a national plumbing brand to building an independent company of their own.After joining the business in 2017, Lacey and John helped grow the operation to nearly $7M. But when the time came to renew their agreement with the national brand, they made the decision to go out on their own.Lacey breaks down what it took to fully rebrand the company into WeCo Rooter, why they were willing to take a step back to build something they could truly own, and how the business is now approaching $6M while continuing to build momentum.The conversation also covers customer service, building trust, training technicians, pricing, growing the average ticket ethically, and the challenges of scaling a plumbing and drain business toward $10M.Plus, Lacey shares what she believes is broken in home services, from customer service and licensing to continuing education and staying up to date with new technology.Timestamps00:00 – Intro & Meet Lacey Peevey 02:00 – How Lacey and John Got Into the Business 05:00 – Joining a National Plumbing Brand in 2017 08:00 – Growing the Business Toward $7M 11:00 – Why They Decided to Go Independent 15:00 – Leaving the National Brand the Right Way 19:00 – The Challenges of a Full Rebrand 23:00 – Building the WeCo Rooter Brand 27:00 – Growing Back Toward $6M 31:00 – Customer Service & Building Trust 35:00 – Training Technicians Beyond Technical Skills 39:00 – Ethical Pricing & Growing Average Ticket 43:00 – Scaling WeCo Rooter Toward $10M 47:00 – Building Relationships & Finding the Right Training 50:00 – What’s Broken in Home Services? 53:00 – Final Thoughts & What’s Next for WeCo RooterThank 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 Contractor Commerce: https://www.contractorcommerce.com
- Aug 18, 202658 min
$62M & Growing: The Strategy Behind this Multi-Trade company in Indiana.
Jack Hope, Owner of Hope Plumbing, Heating & Air Conditioning, joins the VIP Room to break down the journey from a small plumbing company to a business that did roughly $62M in 2025 and is pacing toward $75M.Jack shares how he and his partner started Hope Plumbing, the pivotal role Nexstar played in helping them build systems and scale, and why they spent years focusing almost exclusively on plumbing before expanding into HVAC and, more recently, electrical.The conversation dives into the strategy behind dominating specific neighborhoods, why old-school tactics like door-to-door canvassing still work, how to know when it's time to add another trade, and why Jack believes having the right people in the right positions becomes the biggest growth lever once you reach scale.He also shares his most underrated and overrated KPIs, why he believes average ticket can be overrated, and the importance of building trust with customers instead of simply maximizing every individual call.Timestamps00:00 – Intro & Meet Jack Hope 03:30 – Building Hope Plumbing From the Ground Up 07:00 – The Early Days & Learning From Mistakes 11:00 – The Nexstar Turning Point 15:00 – How Hope Took Over Its First Market 19:00 – Why Door-to-Door Canvassing Still Works 23:00 – “Win One Zip Code at a Time” 27:00 – Why They Stayed Focused on Plumbing 31:00 – Going From $2M to $60M+ in Plumbing 35:00 – Adding HVAC Through Acquisition 39:00 – Why Electrical May Be Easier Than HVAC 43:00 – The Opportunity in the Electrical Market 46:00 – What’s Broken in Home Services? 48:00 – The Health of the Trades Workforce 50:00 – Jack’s Rapid-Fire Growth Questions 51:00 – Best Growth Lever Under $10M vs. Over $50M 53:00 – Most Overrated & Underrated KPIs 55:00 – Jack’s Advice for Growing Home Services Businesses 56:30 – Final Thoughts & OutroThank 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
- Aug 11, 202654 min
From $10/Hour Tech to CEO of a $20M Home Services Business | Patrick Somers
Patrick Somers, President & CEO of General Air Conditioning & Plumbing, joins the VIP Room alongside special guest co-host Moe Abbas (CEO of Sales Ask).Patrick’s journey is one of the most unique in home services. He started as an entry-level maintenance technician making $10/hour and worked his way up through leadership before eventually buying and leading the same company.In this episode, Patrick breaks down what it really takes to scale a business, earn buy-in as a young leader, and build a high-performing culture. The conversation also dives into operating in a seasonal market, maximizing every opportunity inside the home, and how top companies are using training, systems, and AI to improve performance.If you’re looking to grow your business, develop leaders, and get more out of your team, this episode is packed with real-world insights.Timestamps:00:00 Intro & guest introductions 03:15 Overview of General Air Conditioning & Plumbing ($17M → pacing $20M) 06:10 Patrick’s journey: from $10/hour tech to leadership 11:45 Rapid promotions & earning team buy-in as a young leader 17:30 Buying the business & structuring the deal 22:10 Operating in a seasonal market (Coachella Valley dynamics) 27:05 Maximizing opportunities inside the home 31:40 Training techs to think like sales professionals 36:20 Cross-selling between trades (HVAC, plumbing, electrical) 40:45 Using AI & call tracking to improve performance 46:10 Coaching, role play, and improving close rates 50:30 Leadership philosophy, culture, and alignment 54:10 This or That segment 56:00 OutroThank 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
- Aug 4, 202655 min
How a Third-Generation Home Services Business Is Scaling to $35M
What 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
- Jul 28, 202655 min
How He Built a $35M Business With 56% Gross Margins & 21% EBITDA in Under 8 Years | Helmi Ben Flah
What 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
About To The Point - Home Services VIP Room Podcast
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.
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