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

This episode was sponsored by Service Titan

Joel Monge is the owner of Premium Roofing in Albuquerque, New Mexico, and an LB Capital partner. He’s 28, a first-generation American with three kids, and the third generation of his family on a roof — his father has been a roofer for 25 years and his grandfather before that. Joel went straight from high school to installing, no college, then into project management, and when he asked for a shot at sales he was told he was too young. That night something lit. He kept his 9-to-5 and ran Angi leads at night and jobs on weekends until he had a company of his own.

Four months after partnering with LB Capital, his revenue has tripled every single month — he now does more profit in a month than he used to do in revenue. In this episode Lance and Joel break down what that actually cost: a $1,000 conference ticket, a $5,000 mastermind, a $100,000 coaching group, a brutal tech-stack migration that nearly broke his team, and the decision to hand over half his company in under four minutes. Lance also tells the story of his own first exit — the deal that got retraded on a Sunday afternoon, why he killed it, and what 18 months of doing it right was worth.

00:06:41 – The Fire Started
00:14:49 – $3K Bet
00:20:23 – 50% vs 100%
00:35:18 – Deal That Died
00:41:04 – Standards Slip

🔗 Connect with the Guest
Instagram: @premiumroofingnm
Website: https://premiumroofingnm.com

Watch the full-length video version of any Build It To Sell It episode here on YouTube.

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

This episode was sponsored by Service Titan

Mark Quann is the Founder & CEO of The Perfect Portfolio and the author of Be Smart Pay Zero Taxes, which hit #1 across all of Amazon Books and sold 60,000 copies. He spent 13 years inside the financial services industry as an Investment Advisor Representative before walking away from a quarter-million a year in passive income to teach the strategy the industry never taught him.

He grew up in poverty in Ontario, dropped out of high school, sold cigarettes at 16, and worked as a bricklayer and a private investigator in Los Angeles before Rich Dad Poor Dad rewired how he thought about money. In this episode he lays out Buy, Borrow, Die — the strategy billionaires have used since the Great Depression — and makes the case that it works just as well for a roofer with $2,000 in a brokerage account as it did for Elon Musk buying Twitter. He also explains why he paid less than 3% in taxes last year, why the word “retirement” was invented by Wall Street, and the one sentence from your CPA that should get them fired on the spot.

00:11:24 – Biggest Money Myth
00:25:20 – The Elon Playbook
00:33:25 – Fire Them Immediately
00:40:04 – $154M, Zero Tax
00:42:34 – Stop Saving Money

🔗 Connect with the Guest
Instagram: @theperfectportfolio
Website: https://www.theperfectportfolio.com

Watch the full-length video version of any Build It To Sell It episode here on YouTube.
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

Bill Russell, CEO of LB Capital, sits down with Mark Sims, Managing Principal of consultMSG and a Cleveland-based M&A and operations advisor. Mark spent the first half of his career in consulting at Ernst & Young and Capgemini, then fifteen years inside Scotts Miracle-Gro as Chief Information Officer and later head of strategy and M&A. He now advises founder-led companies on what he calls transact, transition, transform — buying it, absorbing it, and creating value with it.

Bill opens the books on his own side of the table: sixteen roofing companies, roughly $175 million in revenue, and no debt. Growth funded by the operation rather than a line of credit, vehicles leased instead of bought, and a sell-to-cash cycle cut from seventeen days to four and a half.

Mark’s framework rests on one sentence: buyers pay for value they can see and transfer. If the business runs through the owner, if going on vacation is a crisis, if the knowledge lives in one person’s head, there’s nothing to hand over. As he puts it, it’s easy to sell your business — it’s hard to get top dollar for it.

He walks Bill through his five C’s of value creation: competitive positioning, cash flow cycle, clean and trusted financials, capabilities, and concentration. Then he gets specific about what actually kills deals — not dramatic liabilities, but the inability to produce basic data when a buyer asks, acquisitions never moved onto a common system, and a history of security incidents. Each one turns into a haircut on the price.

There’s also a sharp exchange on AI. Mark uses it daily and is equally blunt about watching people upload a full general ledger into a chat window, and about slick fourteen-slide decks that say nothing.

If you’re twelve to eighteen months out from a sale, this is the pre-work.

Timestamps
00:08:35 — See And Transfer
00:12:18 — The Ledger Leak
00:19:09 — Top Dollar
00:39:49 — Friction Kills Deals
00:46:15 — Zero Debt

🔗 Connect with the Guest
Mark Sims, Managing Principal
consultMSG
LinkedIn: https://www.linkedin.com/in/markjsims/
Email:
Website:

Watch the full-length video version of any Build It To Sell It episode here on YouTube.

🎟 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.

Bill Russell, CEO of LB Capital, sits down with Anand Subbaraj, CEO and Co-Founder of Zuper, the field service management platform. Anand spent fifteen years at Microsoft building products before a single bad customer experience sent him down a different path — he waited eight weeks to get a refrigerator serviced by one of the largest service companies in the country, and being a product person, he went looking for why.

What he found was an industry full of exceptional operators whose technology had not kept pace with the complexity of their businesses. Zuper started in 2020. In January of 2025 Anand stood up in an all-hands and told the company they were becoming AI-native, then took two weeks off his own calendar to build eight working tools himself, because he believes that kind of transformation has to come top down or it doesn't come at all.

The conversation gets practical fast. Anand walks through Zuper Sense, which answers plain-English questions about the business and returns recommendations rather than reports, and Zuper Coach, which captures what's actually said in the home, scores it against the company's playbook, and runs new reps through AI role-play before they ever knock on a door.

Bill pushes on the part most owners aren't thinking about: if everyone is a coder now, what happens to your data when you upload it into a tool you haven't read the fine print on. Anand's answer is blunt, and it's worth hearing before you build your own anything.

They close on where this all lands for roofing, and Anand's read is that the winners won't be the companies with the most trucks.

Timestamps

00:01:48 — Eight Week Wait
00:05:06 — Already Legacy
00:32:24 — Everyone's A Coder
00:52:19 — Not The Trucks
00:53:44 — 17 Days To 4

🔗 Connect with the Guest

Anand Subbaraj, CEO & Co-Founder Zuper
LinkedIn:https://www.linkedin.com/in/anandsubbaraj/
Website: https://www.zuper.co/

Watch the full-length video version of any Build It To Sell It episode here on YouTube.

🎟 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.

Bill Russell, CEO of LB Capital, sits down with Yarin Gaon, Managing Partner of Fractional Partners, who works with companies in the $5 to $25 million range — right in the middle of this audience. He built his first company at 14, a micro-payment platform called Sms4Cash, then a second before he was 18. He served three years as a combat sergeant in the Israeli artillery, responsible for 40 recruits and six 155mm cannons, then built Meitar Army Gear into the largest e-commerce platform for military goods in Israel and sold it to his biggest competitor in 2019.

That sale taught him the lesson he now leads with. He had built his own e-commerce platform, his own CRM, his own inventory system, his own point of sale. He thought it was his competitive advantage. When buyers came, they asked who would maintain it — and the answer was only him. What he thought was an asset turned out to be a liability, and his warning for anyone currently building their own system out of an AI tool is blunt.

The core of the conversation is what he calls growth by addition versus growth by subtraction. Most owners grow by saying yes to everything, which works until somewhere around $3 to $5 million, when complexity climbs and margin quietly collapses. His fix is to stop scaling version one of the business and spend a quarter or two designing the version that deserves to scale.

He walks through a plumbing company bleeding money on water heaters that had no idea, because a P&L averages everything together and hides it. Bill counters with LB Capital's own model — three goals, nothing else gets entertained — and the Alabama partner that went from $800,000 in debt to debt-free and $2.2 million a month.

Timestamps

00:16:39 — The Submarine Store

00:28:21 — Asset or Liability
00:38:27 — 6% or 30%
00:47:14 — The Water Heater Problem
01:04:01 — Don't Systemize Yet

🔗 Connect with the Guest

Yarin Gaon, Managing Partner
Fractional Partners
LinkedIn: https://www.linkedin.com/in/yaringaon/
Bio: https://www.fractional.partners/posts/about-yaringaon
Website: https://www.fractional.partners/
Free tool — Growth Decisions Canvas™: https://www.fractional.partners/free-tools/growth-decisions-canvas
Book a strategy call: https://www.fractional.partners/services/free-strategy-call

If you're ready to stop guessing and start building a real asset, this is your room.
🎟️ 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

Kelly Masaryk sits down with Kevin Newbert, CFP®, TPCP®, of Ausperity Private Wealth, LLC — a $1.4 billion advisory firm in Moorestown, New Jersey serving over 500 families. Five years ago the team broke away with six employees and $450 million under management. Today it's thirteen employees and more than triple the assets.

Kevin works almost exclusively with business owners, most of whom come to him around the largest liquidity event of their lives. His argument is that as wealth gets more complex, no single professional can carry it alone — and the owners who keep the most are the ones who build a coordinated team rather than three disconnected vendors who never speak to each other.

He calls that role the quarterback: the person making sure the financial advisor, the accountant, the estate attorney, and the bookkeeper are actually working from the same information. He's candid that he fell into the same trap himself, going three rounds of reminders before signing his own estate documents, because being your own advisor doesn't work either.

The conversation covers what to line up before a sale rather than after, why the timing of a closing relative to the tax year matters more than most owners realize, putting children on payroll to fund Roth accounts, and what he's watched happen to clients — including professional athletes — who received life-changing money without a plan behind it.

His closing point: it doesn't have to be his firm. But it has to be somebody, and the conversation should happen before the wire hits.

Timestamps

00:04:17 — Free Information

00:08:24 — The Quarterback

00:17:12 — One Team

00:19:01 — Timing The Sale

00:29:50 — Start Somewhere

🔗 Connect with the Guest

Kevin Newbert, CFP®, TPCP®
Ausperity Private Wealth, LLC
Phone: (856) 252-0109
Email: Kevin.newbert@ausperitypw.com
Firm: https://ausperityprivatewealth.com/
Personal: https://www.kevinnewbert.com/

Watch the full-length video version of any Build It To Sell It episode here on YouTube.

🎟 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.

Watch the full-length video version of any Build It To Sell It episode here on YouTube.

🎟 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.

Lance sits down with Ray Reyes, founder of Pipe Doctor in New Jersey, who built the company from a 2020 start and exited for $20 million five years later. Son of Cuban immigrants, Navy veteran, four brothers in a three-bedroom house sharing bunk beds. He got hired as a helper at 22 by telling his future boss, who had just told him there was no job available, that hiring him would be the best decision he ever made.

The wire hit while Ray was in a limo his wife had rented, kids throwing party poppers, on the way to go ice skating. His wife turned to the kids and told them their dad never has to work again.

Then he came apart.

What Ray describes next is the part almost nobody puts on a podcast — the drinking, the sleeping in, his son asking what was wrong with him, and what he calls a mental breakdown when he walked into the building he built and it wasn't his anymore. He says openly he's never really talked about it before. He moved to Florida, got himself back, and now says he's grateful for it, because he'll never let a company be his identity again.

He also walked away from $7 to $8 million more. A platform buyer offered a bigger number and he turned it down, and explains exactly why the highest bidder is usually the wrong answer.

If you're building toward an exit, this is the episode about what's waiting on the other side of it.

Timestamps

00:04:27 — No Job Available
00:10:48 — The Limo
00:11:42 — Seller's Depression
00:13:20 — The Breakdown
00:50:41 — Walking From Millions

🔗 Connect with the Guest

LinkedIn: Ramiro Reyes Jr.
Instagram: Ramiro Reyes Jr.
Facebook: Ramiro Reyes Jr.
Website:

Watch the full-length video version of any Build It To Sell It episode here on YouTube.

🎟 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.

Lance sits down with Mark Shapiro of Shapiro Capital — a man who built a real estate empire spanning 1,200 employees, five offices, and nearly 12,000 apartments across 13 states, then lost all of it. He opened a broker dealer to keep more of his own deals, hired the wrong man, and the whole thing came apart. Twenty-two million raised. Every dollar paid back. Eighty-five years handed down.

Mark doesn't spend a minute playing victim. Within ten minutes he names the cause himself: his own greed. What follows is the part most people never hear — fifteen years inside, five of them in segregation, getting stabbed over a prison softball team, and teaching the financial literacy course that became a graduation requirement for inmates about to be released.

Then a stranger read his trial transcripts and decided to get him out.

Six years after walking through the gate with a bag of religious books and letters from his kids, Mark owns 1,200 units, runs a real estate university, and closed 17 deals in a single month alongside his students. Lance and Mark get into what actually transfers from that story into any business — reading numbers instead of people, why everyone roots against a winner, and the order Mark keeps written on his own company's coin: God first, family second, himself third.

Whether you're in roofing, HVAC, or real estate, this one is about what you rebuild after the worst thing that could happen, happens.

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

Today's Build It To Sell It episode delivers a wake-up call with Jen McKee, the restaurant lifer who spent 17 years going from host to bartender to manager before walking away to build Keyhart Marketing — a trades-only social media agency — and is now telling contractors the thing none of them want to hear: nobody is seeing your posts.

Jen unpacks why AI-generated content is quietly costing you the trust you spent years building, the 3S Framework behind her 50/30/20 content split, and why the offers filling your feed are the exact reason your feed isn't working.

No logo, no boosted post, and no ChatGPT flyer replaces being the contractor people actually remember. Host Bill puts it plainly — AI isn't going to replace the human element, it's going to replace the human element that won't use AI. This one changes how you post… don't skip it.

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 back to another episode of the Build Sell Podcast! In this episode, host Lance sits down with special guest Tom Howard, the Vice President of Customer Experience at Service Titan and owner/investor in multiple home services companies.

Tom shares his incredible journey of buying and selling air conditioning and plumbing shops, including a massive deal where he and his partners bought a company for zero dollars and sold it 16 months later for over $70 million.

The duo dives deep into what it truly takes to be a successful business operator, emphasizing the power of fast implementation over endless analysis. They explore the evolving role of AI and automation in the trades, why networking at masterminds matters, and how transparency regarding business failures can help you grow faster. Finally, Tom clears up the love-hate relationship contractors have with Service Titan, explaining why enterprise-level software is critical for scaling to $100M+.345

Whether you are in HVAC, plumbing, or roofing, this episode is packed with actionable advice to help you stop letting fear hold you back and start executing like a true winner.

Key Focuses:

• The Power of Execution: Why ideas are worthless without immediate implementation.
• AI and the Future of Labor: How robotics and automated technology are positioned to replace manual labor in trades like roofing.
• True Networking: Stepping out of your comfort zone at mastermind conferences to learn from different operators.
• Scaling with Enterprise Software: The challenges and massive data advantages of fully integrating Service Titan into your business infrastructure.
• Overcoming Fear: Why the ultimate bottleneck for struggling operators is the fear of making a wrong decision.

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 Advice

Sponsored 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