From $1.5M to $24M in 1 Year? Inside LB Capital's Secret Scaling Playbook with Kelly Mesaris from LB Capital

WEBVTT
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What is your no BS advice to the owner who, you know, wants to sell in the next
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couple of years, but has no idea where to start?
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Get on Service Titan, invest in your tech stack.
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That's where the world's going is technology, right? So you have to be five
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steps ahead of your competitors.
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So getting on Service Titan is going to allow you to digitalize everything.
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So if you just look at the key aspects, a good CRM, a good brand,
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good reviews and presence in the marketplace, and a good team,
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everything else is fixable, right?
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Like if you have those key things in place. Welcome to the Home Service Hacks
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podcast, the show for contractors who refuse to settle for average.
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Hosted by Bill Brown, licensed HVAC contractor, AI and automation expert,
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and founder of Service Titan Hacks Community.
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Each episode features real conversations with contractors, tech founders,
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and innovators who are reshaping the trades.
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From AI and automation to pricing, marketing, and management,
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if it's working in the field, You'll hear about it here. Let's get into it.
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So today's guest is Kelly Massaras, VP of Special Operations at LB Capital.
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She's helped scale HVAC and roofing companies fast and knows exactly what it
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takes to get a business private equity ready in under two years.
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So Kelly, welcome to the show.
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Thanks, Phil. Thanks for having me. Right. So can you walk us through your journey?
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You started in legal and admin work. How'd you land in operations.
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Leadership, and private equity?
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Yeah, so really where I started with trade industry is with at your service
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heating and cooling, where I was a partner there in that business for 10 years.
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So that was an HVAC company located in Baltimore, Maryland.
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Kind of grew with in the service industry, just involved in golf myself and
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everything there was to learn.
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Was a service titan client from the beginning when they kind of rolled out.
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So learning through that was a lot and golfing myself and any trade events and
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things like that is really what helped me grow through over those 10 years.
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And then with that of going to those industry events, I was able to form relationships
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with many people in the industry like Tom Hauer.
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And when I was decided to change roles, he was one of the first people I reached out to.
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And he was friends with Lance Bachman. So he connected us.
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Lance was looking for a GM for his HVAC company, Dilling HVAC here in PA.
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Lance had already sold the one in North Carolina, the Dilling location.
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So he was looking to come to PA and replicate that business and sell it.
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So came in as a GM for about a year and we did sell and upselling Dilling PA also.
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And then transitioned me, Lance asked me to transition into the role of LB Capital BB Operations.
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So currently I oversee the operations of all of our briefing companies at LB Capital and
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And with some recent sales, we currently have four under our umbrella.
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So we're always looking to grow and add additional partners and companies.
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But right now, I do oversee the operations of four roofing companies and then,
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in addition, LB Capital events that we host throughout the year.
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So that's kind of my journey from HVAC to roofing.
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And now LB Capital is 100% focused on roofing once we sold that last HVAC company.
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Okay. So, yeah, I went to one of your guys' roofing conferences in Marco Island last December.
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Gary Vaynerchuk was there. And I'm not sure if Tom was there,
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but I know Tommy Mello was there. It was a great event, great speakers, great vendors.
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I really enjoyed it. So I think you were part of LB at that time, right?
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I was. And so I helped with that. That was our first year since we bought it
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from Dimitri. So we really did great with that.
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We broke records for sponsorships, ticket sales. And now we're really excited.
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We're hosting the same conference the first week in December again in Marco Island, same location.
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So we're really excited as we bought that conference mid-year,
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perfected, jumped in, and then now like we're perfecting it.
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So our keynote, Savannah Bananas, or I think this keynote they just announced.
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So that's huge, different, right?
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And so we're looking forward to that and having a really great event again.
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It's a beautiful location. So hopefully you'll join us again for that bill.
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Absolutely. I live about an hour and a half north, so it's a nice drive.
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Get to keep my car. So just drive right down the coast.
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So thank you. One of the things that I'm kind of getting a theme here going
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back is you and Lance and your team really know how to scale a business.
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So let's kind of talk about that a little bit. But what does it actually take to scale and become,
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go from an operator of a company or owner operator to being able to have a sellable
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asset within 16 months or, you know, a couple of years?
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It takes a huge commitment, a lot of grit, a good team, right?
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Like there, we've had recent culture index training come in the rep there that
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we utilize that program and, you know, what, lining up our leadership team across
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the board. He's like, I've never seen a leadership team like this.
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It's like a rocket ship. We all have like high autonomy lines.
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So I think we have a really great team that drives that.
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Our CEO, Bill Rizal, Lance, of course, being the visionary of all this,
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he's super driven, successful person.
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So having him at the at the top to drive all of us is huge. But really,
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it's just a team collaborative effort.
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And then rinse and repeat playbook that we have. Right. So we have this playbook.
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Lance has now sold six companies with our team.
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So we know what it takes. And now we're just as we perfect, this is happening
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even faster. So our most recent success story, our most recent exit was Munns
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Roofing and Siding, which was a local PA in New Jersey company here.
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In 2023, we had two partners that we rolled up together.
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They were both doing roughly $1.5
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million. So we closed out 2023 at a collaborative revenue of $3 million.
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We set a goal for $25 million in 2024.
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And we fell short about $600,000 of it. So we came in at $24,648,000,
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I think is almost the exact number, which is huge.
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And by that October of 2024, we already had an LOI from PE, and we announced
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the sale in January of this year.
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So, and I think they're pacing this month.
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I saw my roll-up report come through of close to $5 million.
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So not only has, we did a great job of right as teeing it up for Alloy was the
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roofing platform, Perjan, that bought it. But now even more so,
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it's amazing to see what they've done and executed with the MUNS model.
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And they're building out their whole alloy roofing platform based off of the MUNS structure.
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So that's something we're really proud of, too, is knowing that we built the
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platform out for their model company for this platform that they're going to
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build out with all different roofing companies across the state and use our
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SOPs, our sales process and everything like that.
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And so that's what we do. So then we said now Planet Roof is our next one that's on a Rolling 12.
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And we have another one in Maryland that's on a Rolling 12. And it's the same playbook.
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But what's fun to see now is that each time we're not perfect.
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We'll say that at LB Capital, right?
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But we learn from those mistakes. And then we have those other companies that...
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We know what not to do the next time so that just means that we
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grow and scale just that much faster so planet roof is
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already outpacing months of where we were at that time
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so that's really exciting to see and then like what
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what's the possibility and opportunities to do this even faster and faster and
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faster each time with each exit and we already had pe looking at the pnls and
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things like that for a planet so that's really exciting and that's what we do
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and we have the platform and and playbook built out and we know it works and
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we just keep you know not reinventing the wheel and just doing what works.
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Sure. Just adding a little bit to it and changing a little bit because,
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I mean, when you have a company go from one and a half million to three or 23.5
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million or 23.4 million, there has to be the majority of the things right to
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get that kind of growth, right?
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And I would imagine that the owner operator of that company is pretty surprised
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to see that level of growth. And it must be exciting for them.
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So when you're going into these companies, what are the levers you focus on first?
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Is it going to be revenue, operations, people applying that system?
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What kind of mistakes do you see contractors making when they think they're scaling?
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Yeah. I mean, so when we go in, we look for the right partner, right?
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So we're always looking for great partners to partner with. Because like you said, each
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one of these people have been a partner and their hopes are is that they're
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stuck at that level that they can't overcome and we
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know the playbook and so we take over and
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Lance is very clear that we when we partner we take over full
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operational control so there's not no pulling and
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tuddling because we know what works right so for us to waste
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time and when we're moving at lightning speed we never hold a company
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longer than 24 months we don't have time
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to negotiate on what works and what doesn't work we
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know it works so that's part of the partnership with us is hey we
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know it works this is our playbook this is what we're going to come into
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your business and do and we start immediately the biggest
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thing is if a service site so if they're on ecu links or job nimbus or one of
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those other crms we immediately come in we have a model tenant built out we
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roll them up into service titan carry over any ar contacts things like that
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and hit the ground running we bring in our sales team so lb capital for any
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of our companies if you join any of our organizations.
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It is mandatory that you come in for two weeks of sales training.
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So we hold that the first two weeks of every month. And that's,
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again, for our companies.
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But we did just start releasing it so that any outside company can send some
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of their sales reps for that training because it is a world-class sales training.
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So a lot of people utilize that. But we bring in their sales team.
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We say, this is how the sales playbook looks.
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This is the way we're going to utilize that. that you're going to participate
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on service site and you're going to be on Rilla.
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And we do lose some people on that, but again, we know it works,
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so there's non-negotiables with that.
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So that's what it looks like first is mainly getting the CRM set up,
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our tech stack built out.
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The sales team train and then we kind of slowly if the
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rebrand is needed so some of we've kept the brand like planet
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we kept that brand but dana and senally kick charge did
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a great job of making it from a mean face to a happy face
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and it would be more appealing to the customer right
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and then in our other markets we did come in there with a rebrand salty dogs
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is our most recent one in south carolina looks beautiful and again dana and
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senally from kick charge has done all those for us so that's the two things
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immediately that we do is service tight and rebrand if needed and And then getting
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the sales team bought into the new processes and get them trained.
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It all starts with sales, right? Like to keep that, the money,
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the bank account flowing to do all these new changes, we got to get sales in the door.
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So we get the CSRs, if they have any in-house, come train with ours.
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And again, we just make sure that everyone across the line is following the playbook.
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And what that usually looks like for partners, most of them in our organizations
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are the sales leaders of the organization.
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But sometimes you find that they were stuck
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where they were because they don't feel comfortable selling
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or holding a team accountable to a certain price point so
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we find some owners are like i'd rather do pm or
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i'd rather just kind of sit back but then they do give up some points of their
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exit phantom stock so that's what that kind of looks like and there's options
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you know how we structure it but it's always by our playbook and let's make
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that clear that lb capital does have full operational control with any partnership.
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And then to become a millionaire or multimillionaire within two years.
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So there's sacrifices, right?
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Yeah, that takes a very specific path that just doesn't happen on its own.
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It's not luck that you all of a sudden grow your company and become that attractive for a buyer.
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So, you know, going back to Service Titan, because I spent a lot of time with it.
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Is it helpful for a contractor or for a company that's interested in partnering
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with LB to already be on Service Titan and kind of have that going?
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Is that one of the big humps that you guys have to get over is changing the
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whole operational system?
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It's not a requirement, right? There are a lot of things that Lance looks for
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in a good partner. Are they focused, driven, committed?
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Are they a good family man or woman, whoever it may be? And
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the reason for that as though is like is there a focus on the core values there
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right like so if you're out he always says like if you're out single out party
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what is your focus going to be in your business or do you have that anchor at
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home whether it be a male or female holding it down so that you can focus on
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your business and things like that so that's the vision there it's just having good core values.
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But no, I wouldn't say Service Titan is a deal breaker. Obviously,
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it makes the transition a lot quicker so that we can get to that rolling 12
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that what PE looks for to the runway is what we call it.
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So everything that all the steps you take will lead you to get to that exit quicker.
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It may take an additional three months, though.
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Now, if you're not on Service Titan, as we fully maximize and build out your
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Service Titan to get to that point, I would advise anyone to start doing that.
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Like even anyone that comes to our free shop tours or our mastermind events.
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We're like, whether you're going to be partnered with us or not,
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we want what's best for you.
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That's why you come here, because not everyone wants to partner or is qualified
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to be a partner, but we're still here to help you because that's Lance has an abundance mindset.
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And that's kind of funneled through to all of our team and why we do these podcasts
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and things like that is for awareness and, hey, here's how you can grow.
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And even if you're not a partner and that's not the vision you want,
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maybe it's a legacy business for your family that you want.
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But here's what we know works, right? So we're still willing to share that with
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you, whether you're a partner or not.
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And that's Service Titan. And private equity really doesn't want to deal with
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any company that's not, you know, on Service Titan.
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So whether you're a partner with us or not, we recommend that,
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like, the first step of you're going to drive your business and be able to look at metrics.
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Like, that's what Service Titan is huge for is being able to get the data.
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And especially with us of how quickly we're moving, we don't have time to make wrong decisions.
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So having our marketing campaign set up, having our CSR data,
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having our leads integrated into Bookings Hub, we are moving at lightning speed
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to get to this goal. So we don't have time to funnel around in different programs.
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And like we've met some people that are like, oh, I use this for this and then I use this for this.
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And you can't move it and scale. It's not scalable.
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And that's why PE doesn't want it if it's not all one centralized location with
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correct, clean data. and that's what really serocity thrives at him.
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Yeah, it is great. They have the strongest reporting features of any CRM and
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it gets very granular. So you guys can look at all that stuff.
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So, you know, talking about months roofing going from a million and a half to over 20 million.
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I mean, that is that's jumping on a very fast moving train.
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How do you guys keep the leadership and
00:14:50.299 --> 00:14:53.839
the existing staff from breaking under that pressure
00:14:53.839 --> 00:14:56.639
that seems like that's that's a lot they're going
00:14:56.639 --> 00:15:01.759
to go from just sitting there relaxing to 100 miles an hour right yeah i mean
00:15:01.759 --> 00:15:07.179
again our leadership team is very close and core to lance and so i think we're
00:15:07.179 --> 00:15:11.479
a unicorn of a leadership team where we do it is high demand right but then
00:15:11.479 --> 00:15:13.979
we have what the organization looks like.
00:15:14.119 --> 00:15:17.199
So when we partner, again, I'll handle all your operations.
00:15:17.499 --> 00:15:22.559
Bill Rizal, the CEO, will oversee P&Ls, your marketing decisions and things like that.
00:15:22.659 --> 00:15:25.639
And then we have Mike Shelley, who's our chief revenue officer,
00:15:25.779 --> 00:15:27.739
who oversee your sales and sales team.
00:15:28.259 --> 00:15:32.379
Really, there's not much of a commitment from the partner level,
00:15:32.479 --> 00:15:33.719
right? Like the on-site level. If.
00:15:36.283 --> 00:15:39.983
You would find a very pretty office that's more so for the sales team to come
00:15:39.983 --> 00:15:41.643
together for daily meetings.
00:15:41.823 --> 00:15:45.323
And we ask, again, the owner to either step up and be the sales leader of the
00:15:45.323 --> 00:15:47.483
organization or oversee a sales.
00:15:47.583 --> 00:15:51.743
We hire a sales leader, give up some SOC options, and then they run the sales team.
00:15:51.883 --> 00:15:56.683
So really all of our on-site locations are just a pretty sales team, right?
00:15:56.883 --> 00:16:00.303
All of our production's held in-house at headquarters here. If anything,
00:16:00.423 --> 00:16:02.883
we take a lot of the work, and that is the value of partnership,
00:16:03.043 --> 00:16:06.363
too, say, hey, we take over the CSR.
00:16:06.443 --> 00:16:09.983
If you have a CSR on site, we'll train them, but we take it over.
00:16:09.983 --> 00:16:14.903
So we are handling the CSR department and training them, production's handled in-house.
00:16:14.963 --> 00:16:18.963
So really, only thing that they have to focus on as the owner or partner is
00:16:18.963 --> 00:16:21.503
the sales and driving sales and revenue.
00:16:21.723 --> 00:16:28.123
We have a CFO, Jolynn, who takes care of all the P&Ls. We have a whole payroll accounting team.
00:16:28.363 --> 00:16:32.503
So really, if you look at it, we take a lot off their plate and just say,
00:16:32.603 --> 00:16:36.243
hey, we need you to focus on driving sales on your location.
00:16:36.583 --> 00:16:39.703
Again, leadership takes a lot of the burden off of them. So it's not a lot to
00:16:39.703 --> 00:16:42.803
take on as a partner. If anything, we're taking a load off of you.
00:16:43.443 --> 00:16:48.203
Probably a lot of things that the owner-operator didn't really enjoy doing anyway, right?
00:16:48.323 --> 00:16:52.083
You know, when I had my company, we had a sales culture.
00:16:52.083 --> 00:16:55.443
We talked about it all day, every day every time
00:16:55.443 --> 00:16:58.463
technician ran a call we'd talk about what happened we
00:16:58.463 --> 00:17:01.383
didn't have anything like Rilla at that time which man I
00:17:01.383 --> 00:17:04.883
would have loved to have that yeah without Rilla you
00:17:04.883 --> 00:17:08.383
don't really know exactly what happened you just have to take the technician's word
00:17:08.383 --> 00:17:14.423
for it and what we found is that their their recollection of exactly what happened
00:17:14.423 --> 00:17:18.763
on a call is much different than what really happened right I would agree but
00:17:18.763 --> 00:17:23.683
that's great that the owner and operator is now able to focus on something specific
00:17:23.683 --> 00:17:27.843
as sales because you could spend all of your time.
00:17:28.569 --> 00:17:31.409
Dealing with that right i mean that's that's such a
00:17:31.409 --> 00:17:34.109
big deal especially if you're not priced correctly and you
00:17:34.109 --> 00:17:37.089
have to get your team to increase their pricing by
00:17:37.089 --> 00:17:40.249
25 that takes a whole different playbook
00:17:40.249 --> 00:17:43.009
in order to be able to do that so i agree yeah i
00:17:43.009 --> 00:17:46.249
mean again they we set up all their price book and things like that so like
00:17:46.249 --> 00:17:49.689
you said just kind of getting the buy-in for the team daily sales mojo call
00:17:49.689 --> 00:17:53.949
that every company holds from 8 to 9 a.m the sales leader will handle all the
00:17:53.949 --> 00:17:57.769
turnover calls while the sales team's in the house and again just making sure
00:17:57.769 --> 00:18:01.009
that it's a positive drive in the right direction with sales department.
00:18:01.969 --> 00:18:07.809
Yeah, sure. So I'm going to switch gears a little bit. I want to talk about women in the trades.
00:18:08.089 --> 00:18:12.509
I see that over the last few years, I've seen there's a women in the trades conference.
00:18:12.529 --> 00:18:17.369
I've seen that women in the trades have partnered with some different vendors
00:18:17.369 --> 00:18:22.609
and you're pretty vocal about bringing more women into this industry that's
00:18:22.609 --> 00:18:25.629
obviously been historically male-dominated.
00:18:26.009 --> 00:18:30.969
So what kind of, what have you seen happen with that in the last few years?
00:18:31.129 --> 00:18:35.749
Are you starting to get some more traction and attract women into this industry?
00:18:36.489 --> 00:18:39.509
Yeah, I mean, I always am an advocate for women in the trades,
00:18:39.649 --> 00:18:43.729
but I also never utilized as a tool or set myself different where like,
00:18:43.929 --> 00:18:47.009
oh, I'm women in the trade. Like I want to be seen aligned.
00:18:47.269 --> 00:18:51.229
So to make yourself aligned, you have to not draw additional focus to like being
00:18:51.229 --> 00:18:52.849
someone special or anything like that.
00:18:52.989 --> 00:18:56.249
Like you're all just one same driven mission, right? So I have spoken on the
00:18:56.249 --> 00:19:00.129
women's panel at Tommy Miller's Home Service Freedom event, which is a great event.
00:19:00.289 --> 00:19:03.009
Good friends at Ellen Roar. She just texted me over the weekend.
00:19:03.009 --> 00:19:05.289
So I love surrounding myself with the women industry.
00:19:05.509 --> 00:19:08.269
And I love seeing like the last two Service Titan podcast release,
00:19:08.449 --> 00:19:12.549
I believe I've seen have been women. And so I just slowly see that happening.
00:19:12.869 --> 00:19:17.489
And I'm in the back end like, oh, that's so exciting because it's just naturally happening, right?
00:19:17.569 --> 00:19:20.709
Like, I don't know that there's this overbearing force in the industry.
00:19:20.709 --> 00:19:23.209
We have ladies titan who does a great job of.
00:19:23.834 --> 00:19:26.934
Of kind of having a group of women that can collaborate together
00:19:26.934 --> 00:19:29.774
but i just think it's naturally happened without it having
00:19:29.774 --> 00:19:32.514
to be like forceful i am part a member of the
00:19:32.514 --> 00:19:35.754
national women's and roofing association so that's
00:19:35.754 --> 00:19:39.174
great just involving myself in that but i've never want to be the one that's
00:19:39.174 --> 00:19:44.394
like you know segregating in in the space and saying you know pro women and
00:19:44.394 --> 00:19:48.714
and over the top with it right like we're all here same mission and i think
00:19:48.714 --> 00:19:53.314
if you have that vision and don't get tied up in the the political of it of it then yeah,
00:19:53.834 --> 00:19:56.294
you know, then we're all same team and no one looks at you any different.
00:19:56.514 --> 00:20:00.334
So I have agree with you. I see a lot of women starting to come into the industry.
00:20:00.474 --> 00:20:03.334
I think they realize it's not just a blue collar.
00:20:03.514 --> 00:20:07.554
It's like now, especially now with PE so involved, like it's the possibilities
00:20:07.554 --> 00:20:11.474
are endless and opportunities and the money to be made in the industry,
00:20:11.774 --> 00:20:14.294
no matter what position you're in, I think is intriguing.
00:20:14.634 --> 00:20:19.474
And I just, again, I'm really proud of women that are in our industry and taking the leap.
00:20:19.574 --> 00:20:22.294
And I think once you take the leap, right,
00:20:22.374 --> 00:20:26.494
because it's not well-known and that's why i hope to make it well known by coming
00:20:26.494 --> 00:20:30.674
on these podcasts of like hey here's the potential what you can do right like
00:20:30.674 --> 00:20:35.454
i was always had my hands in operations but i've done ride-alongs and so and
00:20:35.454 --> 00:20:38.634
i think that's a tip too is if you're gonna do it right like you're just,
00:20:39.154 --> 00:20:43.894
don't think that you can just walk into it you have to do the grit work to understand
00:20:43.894 --> 00:20:47.994
and to get your team to appreciate and buy into you right like if you just roll
00:20:47.994 --> 00:20:51.694
in and you're like hey, I'm the operations manager at Dilling, the new GM.
00:20:52.596 --> 00:20:57.876
If of a team full of male male technicians are like who's this girl like rolling
00:20:57.876 --> 00:21:00.956
in and like what makes her qualified i've been in the street for 10 years and
00:21:00.956 --> 00:21:04.296
because i had to overcome that when lance brought me in i'm ahead of team meeting
00:21:04.296 --> 00:21:07.236
and it's like who are you like how how are you
00:21:07.516 --> 00:21:11.176
know hvac and so you have to also when you come in it's not going to be a given
00:21:11.176 --> 00:21:15.096
you have to prove yourself and so i jumped in told him my years of experience
00:21:15.096 --> 00:21:19.456
but that was lip service so now i went in actually did ride-alongs and was converting
00:21:19.456 --> 00:21:22.336
higher tickets than them and like that's where they were like,
00:21:22.476 --> 00:21:24.376
holy shit, okay, this person is truly here.
00:21:24.556 --> 00:21:29.016
She wasn't, this job was earned, like it wasn't a given and she's here to help us grow.
00:21:29.236 --> 00:21:33.116
So I think that's a point too, to say is that don't expect to just,
00:21:33.336 --> 00:21:37.456
when you do come join the trades for everyone to respect you, it has to be earned.
00:21:37.776 --> 00:21:41.796
And I think getting in the trenches with them is how it's earned.
00:21:41.976 --> 00:21:46.676
Yeah, for sure. I think that from what I've seen, that'll happen with men or women.
00:21:46.896 --> 00:21:48.056
Whenever someone gets in the
00:21:48.056 --> 00:21:53.276
trades in the blue collar, you have that high level of skill in the field.
00:21:53.556 --> 00:21:59.816
It's difficult to take directions and orders from someone who's never been out there.
00:21:59.936 --> 00:22:03.816
And they don't have to be as good as the people in the field.
00:22:03.916 --> 00:22:08.636
They just have to have some sort of an understanding of what it is they go through on a daily basis.
00:22:08.796 --> 00:22:13.296
They have to be face-to-face with that customer getting on their case because
00:22:13.296 --> 00:22:15.076
something went wrong, right?
00:22:15.256 --> 00:22:20.656
So I think that any leaders that I've ever hired, and including myself.
00:22:21.116 --> 00:22:23.896
The ability to go in the field and see.
00:22:24.536 --> 00:22:28.136
What's really happening, where the customers are is very, very important.
00:22:28.676 --> 00:22:31.536
So, yeah. And I think, like you said, this was before Rella,
00:22:31.636 --> 00:22:35.676
when I came on as my 10 years experience at Azure Service and then as a GM for
00:22:35.676 --> 00:22:36.856
Dilling, there wasn't a Rella.
00:22:37.056 --> 00:22:41.256
So like you said, you get different things and you're like, you can't monitor
00:22:41.256 --> 00:22:45.356
and run a company and fix gaps in your organization from sitting behind a computer,
00:22:45.536 --> 00:22:47.256
right? So it's like, let me go out there.
00:22:47.436 --> 00:22:50.516
Then I noticed, hey, my guy's not a job class and they're not using Shoebodies.
00:22:50.696 --> 00:22:53.516
They're not following the sales process like you almost
00:22:53.516 --> 00:22:56.676
have to change your mindset to be like this is an opportunity a
00:22:56.676 --> 00:22:59.456
reward to be able to get to ride along because now i know that
00:22:59.456 --> 00:23:02.436
i'm riding along and closing gaps every single
00:23:02.436 --> 00:23:05.296
day in my organization of like is this process being
00:23:05.296 --> 00:23:08.176
followed hey they're skipping this hey this isn't set up right in service
00:23:08.176 --> 00:23:11.716
tight like you don't know those things and sometimes people
00:23:11.716 --> 00:23:14.516
get burnt out on like coming to you every time like hey this
00:23:14.516 --> 00:23:17.136
is price book is my option she's not right in
00:23:17.136 --> 00:23:20.096
service tight and they're like you know i'm out of shoe covers like and
00:23:20.096 --> 00:23:23.236
they don't remember because they're just going to call to call to call but I'm literally
00:23:23.236 --> 00:23:26.116
in the in the ride-along saying hey this tech
00:23:26.116 --> 00:23:28.856
needs new shoes hey like in the price book when we tried to
00:23:28.856 --> 00:23:31.796
sell this this air filter it wasn't price you know options
00:23:31.796 --> 00:23:36.036
weren't built out so you if you change your mindset of like it's a huge opportunity
00:23:36.036 --> 00:23:39.856
and a reward to be able to do ride-alongs again real has helped take the load
00:23:39.856 --> 00:23:44.076
off of that but even if you can still do one a day or a week and then have real
00:23:44.076 --> 00:23:47.836
monitoring the other team I think it's a huge opportunity but going back to
00:23:47.836 --> 00:23:49.636
that I think everything in the industry.
00:23:49.856 --> 00:23:51.816
Male or female, has to be earned.
00:23:52.036 --> 00:23:55.716
And you have to have your teams bought in. And that's what's helped make me
00:23:55.716 --> 00:23:57.876
successful, is no one's ever questioned me.
00:23:57.896 --> 00:24:01.596
And once I've proven myself, you earn respect that way.
00:24:01.996 --> 00:24:04.896
For sure. Yeah, that makes sense. So.
00:24:05.731 --> 00:24:10.291
Let's talk about some opportunities for the listeners to connect with LB Capital.
00:24:10.571 --> 00:24:15.331
If they're interested in learning more about what it is that you guys do, what should they do?
00:24:15.491 --> 00:24:20.431
So our playbook that I discussed, it's about 50 pages long that Lance has built out.
00:24:20.551 --> 00:24:23.731
It's our playbook of what we do at LB Capital. So if you could provide a link,
00:24:23.851 --> 00:24:25.931
I can send that to you for the listeners.
00:24:26.091 --> 00:24:29.211
And they just go and put in their contact information. It's a free playbook.
00:24:29.411 --> 00:24:32.511
That'll kind of give you insight on how our operations works.
00:24:32.671 --> 00:24:34.871
And then the next thing I would recommend is a free shop tour.
00:24:34.871 --> 00:24:39.331
So we hold free shop tours the first Wednesday of every full week of the month.
00:24:39.471 --> 00:24:43.351
August 6th is our next shop tour but again we hold those the first Wednesday.
00:24:43.491 --> 00:24:47.411
It's all the dates on our website lbcap.com. Hit the shop tour button.
00:24:47.551 --> 00:24:50.631
So I recommend that first and then a lot of people what they do is come to shop
00:24:50.631 --> 00:24:52.431
tour to see live time operations.
00:24:52.511 --> 00:24:56.031
So you have the playbook where you see it on paper then they put the puzzle pieces together.
00:24:56.151 --> 00:24:59.971
Shop tour scene, our production team, our CSR team, they sit down half day,
00:25:00.151 --> 00:25:03.411
we provide lunch with all of our C-suite executives and
00:25:03.411 --> 00:25:06.331
they can pick their our brains and then if they want more of
00:25:06.331 --> 00:25:09.631
more about them right because we can take notes all day
00:25:09.631 --> 00:25:12.311
long but if we don't come back and execute next step would
00:25:12.311 --> 00:25:15.271
be the mastermind that is a two day more intensive
00:25:15.271 --> 00:25:20.291
event where they come at our location and we dive into their stuff so they bring
00:25:20.291 --> 00:25:24.491
their pnls they bring their marketing playbook and we dive in and say hey we
00:25:24.491 --> 00:25:29.571
we speak and present right of additional times two day event on topics but then
00:25:29.571 --> 00:25:33.951
we're there they have us for two full days to dive into their stuff after the sessions.
00:25:34.111 --> 00:25:36.311
Be like, hey, you said this, like, can you look at my stuff?
00:25:36.491 --> 00:25:41.731
Or, you know, Dylan will do a presentation on what PE is looking for in a P&L.
00:25:42.351 --> 00:25:45.191
Hey, can you look at my P&L? Is it structured okay? And she'll get recommendations.
00:25:45.451 --> 00:25:48.471
And then that relationship and conversations continue on.
00:25:48.631 --> 00:25:51.751
And then a lot of times what they find is that they love it,
00:25:51.831 --> 00:25:52.691
want more and more and more.
00:25:52.911 --> 00:25:57.431
So Lance was at first, again, to a coaching group, but we launched the winner's
00:25:57.431 --> 00:26:02.431
circle because, again, with Lance's abundant mindset, he wanted to give back more and more.
00:26:02.751 --> 00:26:06.711
So with the Winner's Circle, it is a $100,000 a year commitment,
00:26:06.711 --> 00:26:08.171
but you have full access.
00:26:08.291 --> 00:26:12.351
It's almost like being a partner at my high level because you have full access
00:26:12.351 --> 00:26:13.511
to the C-suite executives.
00:26:13.711 --> 00:26:15.671
I am the president of the Winner's Circle, so.
00:26:16.300 --> 00:26:19.880
I'm there and basically supporting, just like I oversee the operations of Air
00:26:19.880 --> 00:26:22.060
Force, I'll be capital roofing companies.
00:26:22.400 --> 00:26:26.200
I'm there every day with these. We have, I think we're up to 16 members now.
00:26:26.620 --> 00:26:29.600
We capped it out at 10 and then that sold out in two days.
00:26:29.760 --> 00:26:33.120
So we were, with more demand, we opened up a second round. So I think there's
00:26:33.120 --> 00:26:34.820
like two spots left if anyone's interested.
00:26:35.060 --> 00:26:37.900
And I think we're going to cap it at that because it's a lot, right?
00:26:38.040 --> 00:26:41.940
So like I'm in the operations of now of these 16 companies that want to do what
00:26:41.940 --> 00:26:45.740
LB Capital is doing. But for various reasons, like if we're locked out when
00:26:45.740 --> 00:26:50.120
you exit, so now we're locked out in many territories with our six exits.
00:26:50.320 --> 00:26:53.280
So we can't partner with some people that if they're located in states,
00:26:53.280 --> 00:26:55.460
like we have a Winner Circle member that's in Texas.
00:26:55.640 --> 00:26:59.900
Well, we are locked out of the Texas territory once you sell to PE if they have
00:26:59.900 --> 00:27:01.260
another company in that platform.
00:27:02.220 --> 00:27:05.360
So we're like, hey, we can't partner with you. But this so the Winner Circle
00:27:05.360 --> 00:27:09.020
is like the next best thing if you if we cannot partner with you.
00:27:09.020 --> 00:27:12.240
And so you have full access to our C-suite executives, myself,
00:27:12.440 --> 00:27:14.920
and I'm in the crime with you doing site visits.
00:27:15.100 --> 00:27:19.480
I'm saying, monitoring operations, CSRs can come in and train.
00:27:19.640 --> 00:27:23.820
Again, it's like being a partner without that partnership. And I'm there every
00:27:23.820 --> 00:27:25.800
step of the way and helping you build an exit.
00:27:26.140 --> 00:27:31.340
Hopefully the goal is every year we sat with those two years and we'll help you exit the PE.
00:27:31.500 --> 00:27:35.420
And we have all those relationships so we can hand off the P&Ls or have those
00:27:35.420 --> 00:27:37.420
conversations like, hey, take a look at this company.
00:27:38.140 --> 00:27:41.980
And then usually PE will come back and say, hey, give it another month or two
00:27:41.980 --> 00:27:43.880
or like they need to do this.
00:27:44.160 --> 00:27:49.340
So again, it's the value of being a partner without having that partnership.
00:27:49.340 --> 00:27:51.700
And we do offer the monthly payments and that.
00:27:51.780 --> 00:27:58.240
So I think it comes out to $8,333 and change, but which is an invaluable commitment
00:27:58.240 --> 00:28:02.860
because you have access to all of us and our whole playbook and someone in your
00:28:02.860 --> 00:28:05.160
business that's telling you how to drive it.
00:28:05.780 --> 00:28:10.780
Yeah, that's something you couldn't, get for $80, $300 a month anywhere,
00:28:10.940 --> 00:28:13.040
really. You have a whole team of people that you can call.
00:28:13.980 --> 00:28:17.280
That's, even the playbook itself is probably worth that, right?
00:28:17.560 --> 00:28:23.580
Because you were going to make and save that amount of money when you invest in that. One job.
00:28:24.460 --> 00:28:31.300
Where's LB Capital's shop located? It's in, we just relocated with the sale of Mons and Shock IT.
00:28:31.640 --> 00:28:36.380
We had both companies in Bristol. And so we relocated. we're having a new state-of-the-art
00:28:36.380 --> 00:28:37.700
facility built out in Bluebell.
00:28:38.020 --> 00:28:41.620
So right now we're in temporary office in Bluebell, but then our permanent one
00:28:41.620 --> 00:28:43.380
will be in the same building. It's just under build-out.
00:28:43.580 --> 00:28:47.320
So Bristol Bluebell will be where the tours and everything else is held.
00:28:47.740 --> 00:28:51.600
Is that in the Philadelphia area? It's about 45 minutes. Yeah.
00:28:52.160 --> 00:28:53.860
45 minutes hour from Philadelphia.
00:28:55.028 --> 00:29:00.128
Okay. Right. You guys have any giveaways, any gifts or opportunities for the
00:29:00.128 --> 00:29:04.448
first few listeners who reach out or take a specific action?
00:29:05.308 --> 00:29:09.248
I mean, the playbook, that's a huge giveaway, but that's open to everyone.
00:29:09.508 --> 00:29:13.928
Let me see if I can pull some, Lance's book all in. He was a speaker in there
00:29:13.928 --> 00:29:16.268
and give that to the first couple of listeners.
00:29:16.448 --> 00:29:18.788
I know we have some of those. So yeah, I'd be willing to do that.
00:29:19.148 --> 00:29:23.428
First 10 listeners, we'll give an all in book to that Lance wrote and signed.
00:29:23.428 --> 00:29:24.988
We'll get them to sign up for us.
00:29:25.268 --> 00:29:28.488
And then again, the free shop tour, that's invaluable too. There's certain members
00:29:28.488 --> 00:29:31.848
too that, you know, don't have the budget to commit, right?
00:29:31.988 --> 00:29:35.308
So they keep coming to the shop tours because just like anything else at any
00:29:35.308 --> 00:29:38.288
service trade events, you come back and you take one gold nugget,
00:29:38.388 --> 00:29:40.988
come back, execute. One gold nugget, come back, execute.
00:29:41.208 --> 00:29:44.828
And there's a local guy that takes advantage. Like you're silly not to take
00:29:44.828 --> 00:29:46.328
advantage of, right? Anything that's free.
00:29:46.528 --> 00:29:49.428
And that's where I got to. I signed, I listened to podcasts.
00:29:49.428 --> 00:29:53.968
I signed up for every free webinar. I, you know, if I could budget it,
00:29:54.068 --> 00:29:58.028
I went to every trade event, Pantheon, Rhino X, whatever it may have been.
00:29:58.708 --> 00:30:02.908
And it's gotten me here, right? So, like, I know that their budget doesn't always
00:30:02.908 --> 00:30:05.208
allow, but there's so many opportunities.
00:30:05.348 --> 00:30:07.868
One, to take advantage, shine up for any free playbooks.
00:30:08.188 --> 00:30:11.148
You know, listen to these podcasts and grow yourself.
00:30:11.308 --> 00:30:14.548
And you have to look at it as not you're doing this for yourself because those
00:30:14.548 --> 00:30:17.708
skills and those things that you learn are indispensable and you can take anywhere
00:30:17.708 --> 00:30:22.268
with you as you grow and just engulf yourself. self-service site has an abundance
00:30:22.268 --> 00:30:26.008
of training that you can do. You can become certified. So I recommend that.
00:30:26.208 --> 00:30:29.508
Like make yourself indispensable in the trades and the possibilities are endless.
00:30:29.688 --> 00:30:33.128
But yeah, I think the playbook's free and then the shop tour and I'll get the
00:30:33.128 --> 00:30:36.568
first 10 listeners all in signed copy of Lance's book.
00:30:36.748 --> 00:30:39.488
And yeah, I think that's my recommendations.
00:30:40.388 --> 00:30:45.748
Fantastic. So what is your no BS advice to the owner who, you know,
00:30:45.828 --> 00:30:51.528
wants to sell in the next couple of years, but has no idea where to start. Get on service site.
00:30:52.648 --> 00:30:56.608
Invest in your tech stack, right? Like that's where the world's going is technology,
00:30:56.808 --> 00:31:00.348
right? So you have to be five steps ahead of your competitors.
00:31:00.628 --> 00:31:04.548
So getting on service site is going to allow you to digitalize everything,
00:31:04.748 --> 00:31:05.908
right? So you don't have paper invoices.
00:31:06.088 --> 00:31:09.248
If there's still people out there that are utilizing paper estimates,
00:31:09.428 --> 00:31:10.948
it'll help you track your marketing, right?
00:31:11.368 --> 00:31:14.228
League aggregators, get on league aggregators that's huge for
00:31:14.228 --> 00:31:17.308
us so our top three are angie ads angie leads networks
00:31:17.308 --> 00:31:20.188
and they help us tremendously contribute to
00:31:20.188 --> 00:31:23.188
revenue i know not everyone's a fan of them and again
00:31:23.188 --> 00:31:26.108
come to read the playbook come to our shop tour you have
00:31:26.108 --> 00:31:30.568
nothing to lose and see our playbook and then you can and mock it to set yourself
00:31:30.568 --> 00:31:35.308
up for what p is looking for we'll show you at the shop tour like what how your
00:31:35.308 --> 00:31:37.788
p and l should be structured and what they're looking and that's what the key
00:31:37.788 --> 00:31:41.528
couple things that p looks for right is like your crm they don't want headaches
00:31:41.528 --> 00:31:43.288
right so you have to have a good Sierra on this claim.
00:31:43.973 --> 00:31:47.433
So service site and good reviews good brand
00:31:47.433 --> 00:31:50.193
so we again we use dana to kick charge of all
00:31:50.193 --> 00:31:53.273
our brands a good team right like the team
00:31:53.273 --> 00:31:56.073
that's going to stick around it's really not that hard
00:31:56.073 --> 00:31:58.893
right like sometimes we over complicate things and
00:31:58.893 --> 00:32:02.033
if you just look at the key aspects a good crm a good
00:32:02.033 --> 00:32:04.993
brand good reviews and presence
00:32:04.993 --> 00:32:07.973
in the marketplace and a good team everything else
00:32:07.973 --> 00:32:11.033
is fixable right like if you have those kind of things in place when
00:32:11.033 --> 00:32:13.753
you go back to pe2 you have to remember when you
00:32:13.753 --> 00:32:16.693
question yourself is they want things that are scalable they can't
00:32:16.693 --> 00:32:19.513
be manual they can't be like and that's where
00:32:19.513 --> 00:32:22.313
the crm is important and all the automation and that's why
00:32:22.313 --> 00:32:25.293
i say focus on your tech stack because all that
00:32:25.293 --> 00:32:30.993
tech can be lightning speed be scalable whereas anything manual paper cannot
00:32:30.993 --> 00:32:35.533
be and that's that's not p doesn't want that because they can't control it or
00:32:35.533 --> 00:32:39.373
handle it and that's part of the playbook that you guys have because you're
00:32:39.373 --> 00:32:42.573
getting you're getting these companies to get ready for that.
00:32:42.893 --> 00:32:47.853
So yeah, PE has their formulas. They have their list of things that they look
00:32:47.853 --> 00:32:51.673
for in purchasing a company, just like people who are purchasing stocks have
00:32:51.673 --> 00:32:53.753
things they analyze, right?
00:32:54.053 --> 00:32:59.193
So yeah, it makes sense. So where can people connect with you?
00:32:59.313 --> 00:33:02.393
Where's the best place to, you know, is it Facebook or?
00:33:02.633 --> 00:33:06.413
So I would say Facebook, Instagram, LinkedIn, podcast.
00:33:06.633 --> 00:33:10.193
So there's a couple I've done for patch service site and now this
00:33:10.193 --> 00:33:12.993
one with you so find me yeah i think
00:33:12.993 --> 00:33:16.253
on the internet anywhere you can find me and everywhere's a
00:33:16.253 --> 00:33:20.853
resource i'm always advocating for the industry so anywhere you find me that
00:33:20.853 --> 00:33:25.973
will be good content fantastic i'll drop some links in the podcast episodes
00:33:25.973 --> 00:33:31.213
so that people can easily connect with you and and lb capital and lance and
00:33:31.213 --> 00:33:35.093
the team and thanks a lot for joining me today.
00:33:35.253 --> 00:33:38.733
I really appreciate it. And hopefully the listeners learned a lot. I know I did.
00:33:39.233 --> 00:33:41.873
Yeah, I appreciate it a lot. All right, thanks.
00:33:43.933 --> 00:33:48.153
Thanks for listening to the Home Service Hacks podcast. Be sure to subscribe
00:33:48.153 --> 00:33:52.053
on your favorite podcasting platform so you never miss a future episode.
00:33:52.253 --> 00:33:56.793
For more information or to connect with Bill, you can check us out on Facebook
00:33:56.793 --> 00:34:02.153
at Service Titan Hacks or visit our website at servicetitanhacks.com.
00:34:02.273 --> 00:34:03.733
We'll see you next time.
00:34:03.873 --> 00:34:06.233
.