To The Point - Home Services VIP Room Podcast

What does it actually take to scale a home services business without becoming the bottleneck?Cameron Herold, known as the “CEO Whisperer,” joins To The Point Home Services VIP Room to break down what he learned helping scale 1-800-GOT-JUNK from $2 million to $106 million in just six years.Cameron has spent nearly two decades working behind the scenes with CEOs and leadership teams, helping entrepreneurs build stronger companies, develop their people, and step into the role only they can play.In this episode, Cameron shares his approach to scaling from $2M to $10M and beyond, including why entrepreneurs need to delegate everything except their “genius,” when you actually need a COO, and why so many businesses give out executive titles before someone is ready for the role.We also get into raising prices, hiring people who drive revenue, developing your leadership team, removing underperformers, using AI to make better decisions, and the simple things great leaders can do to build a stronger company culture.Plus, Cameron explains why the CEO’s job is to make the CEO “iconic,” what a healthy CEO/COO relationship really looks like, and why some of the simplest leadership practices can have the biggest impact.00:00 - Meet Cameron Herold, the “CEO Whisperer”02:20 - How Cameron Became a Business Growth Expert05:45 - Why Every CEO Needs a Strong Second-in-Command07:15 - The Biggest Mistake Entrepreneurs Make When Scaling10:00 - When Do You Actually Need a COO?13:50 - What a True C-Level Executive Should Actually Do16:35 - Why Your First Second-in-Command Should Be an Assistant18:45 - The Ideal CEO/COO Relationship21:55 - How to Grow a Business From $2M to $10M27:25 - Simple Marketing Strategies That Drive Growth30:50 - How Small Businesses Should Be Using AI32:50 - How to Build a Strong Company Culture38:00 - Why Leaders Need to Invest in Their People43:00 - How to Turn Training Into Real Growth45:50 - Why Your Employees Should Come Before Your Customers50:00 - How to Create a Customer Service Culture That Scales52:50 - Where to Find Cameron Herold Want to learn more from Cameron about scaling your business, leadership, and the CEO/COO relationship? Check out his website for more resources, books, coaching, and information about the COO Alliance. https://cameronherold.com/Thank you to our sponsors!Affiniti: Get a $1,250 bonus at affiniti.com/card. Mention To The Point. Terms apply.Avoca.ai: Special Offer for Podcast Listeners: 4% Rebate, Your First 12 Months - https://avoca.ai/r/tothepointYelp: https://business.yelp.com/homeservicevipSend It! Email Marketing: https://www.withsendit.com/Can’t Stop The Growth: https://cantstopthegrowth.com 

Shane Viggiani went from serving time in prison at 20 years old to building one of Las Vegas’ fastest-growing electrical businesses.Today, Shane is the owner of Ampere Electric, a primarily residential electrical company that has grown from its first full year of roughly $700K in revenue to pacing $15M in 2026.In this episode, Shane opens up about his unconventional journey, from growing up in a family of electricians, to finding himself in prison, earning his degree, trying multiple businesses, and eventually returning to the trades through a handyman business before getting his electrical contractor’s license.Shane also breaks down how he’s scaled Ampere, including:• Why hiring managers was critical to scaling past $2M• How Ampere became one of the highest-reviewed electrical companies in Las Vegas• Why Shane embraces sales in an industry that often pushes back against it• How he recruits electricians and positions Ampere as the place to work• The commission model helping his electricians generate millions in sales• How he develops apprentices into lead installers and technicians• The marketing channels driving growth, including LSA, PPC, SEO, Yelp and branding• Why Ampere is investing heavily in billboards, radio and other brand-building strategies• How referral partnerships with HVAC and plumbing companies have become a major growth channel• Why Shane believes electrical could be a massive standalone opportunity in home services• Why Ampere joined Nexstar and how the organization is helping them prepare for the next stage of growth• His goal of building a $30M electrical business in Las VegasShane’s story is a powerful look at what can happen when you combine sales, systems, marketing, training and relentless focus on growth.Thank you to our sponsors!Avoca.ai: Special Offer for Podcast Listeners: 4% Rebate, Your First 12 Months - https://avoca.ai/r/tothepointYelp: https://business.yelp.com/homeservicevipSales Ask: Ready to turn conversations into predictable revenue? Book a demo with SalesAsk and mention To The Point to access the exclusive listener offer: https://www.salesask.com/Send It! Email Marketing: https://www.withsendit.com/Can’t Stop The Growth: https://cantstopthegrowth.comContractor Commerce: https://www.contractorcommerce.com

Chris Yano is back with a personal update following his battle with throat cancer.After ringing the bell on August 21 and completing his final treatment, Chris opens up about what the weeks following treatment were really like, including losing nearly 40 pounds, struggling to eat and drink, extreme fatigue, and having to rely on his “No Zero Days” mindset just to keep moving forward.But this episode isn’t just about cancer. Going through the experience forced Chris to take a hard look at how he was spending his time, what really matters, and what he wants the next chapter of his life to look like.Chris shares why his health, his wife Anna, and his family are now his biggest priorities, the boundaries he plans to put around his time, his plans to get back in the gym, and why he believes more people need to take their health seriously.It’s a short episode, but an important one.Thank you to everyone who supported Chris throughout this journey.Thank you to our sponsors!Avoca.ai: Special Offer for Podcast Listeners: 4% Rebate, Your First 12 Months - https://avoca.ai/r/tothepointYelp: https://business.yelp.com/homeservicevipSales Ask: Ready to turn conversations into predictable revenue? Book a demo with SalesAsk and mention To The Point to access the exclusive listener offer: https://www.salesask.com/Send It! Email Marketing: https://www.withsendit.com/Can’t Stop The Growth: https://cantstopthegrowth.comContractor Commerce: https://www.contractorcommerce.com

What does it really take to take over a family business, expand into multiple trades, and build it into a $20M home services company?In this episode of the To The Point Home Services VIP Room, Chris Yano and Chad Peterman sit down with Mandie Hagan, owner of Rowell Services, a family-owned home services company in New Hampshire offering septic, drain cleaning, HVAC, plumbing, electrical, excavation, and pipe relining.Mandie shares the story of stepping into the family business after the unexpected loss of her father, moving back from Colorado, and helping her mom continue the company. From starting with just a small operation to building a team of nearly 90 employees and pacing toward $20M in revenue, Mandie opens up about the decisions, challenges, and leadership lessons along the way.The conversation covers adding multiple trades, finding the right leaders, moving from top-line growth to focusing on profitability, building an organizational structure, generating leads with a strong local brand, cross-trade referrals, and the personal pressure that comes with running a growing company.Mandie also talks about why Rao Services has remained independently owned, her plans to preserve her father's legacy, and what she's focused on as the company enters its next stage of growth.Timestamps00:00 – Welcome to the VIP Room01:30 – Meet Mandie Hagan & the Rao Services story04:15 – Losing her father and returning home to the family business08:10 – Moving back from Colorado and taking over the company11:30 – How Rao Services began expanding beyond septic15:00 – The lesson Mandie learned from adding multiple trades at once18:00 – Finding the right people for the right seats21:00 – Mandie's role as owner and Ian's transition out of the field24:00 – Building the leadership structure at Rao Services27:00 – Visionary vs. Integrator: Knowing your role as an owner30:30 – Marketing strategies behind a $20M home services business33:30 – The power of cross-trade referrals36:00 – What's actually difficult about growing a larger company39:00 – Dealing with criticism and the pressure of success42:00 – Preserving her father's legacy and the 2027 vision45:00 – What's next for Rao Services?47:30 – Planning for the next stage of growth49:00 – Final thoughts with Mandie HaganThank you to our sponsors!Avoca.ai: Special Offer for Podcast Listeners: 4% Rebate, Your First 12 Months - https://avoca.ai/r/tothepointYelp: https://business.yelp.com/homeservicevipSales Ask: Ready to turn conversations into predictable revenue? Book a demo with SalesAsk and mention To The Point to access the exclusive listener offer: https://www.salesask.com/Basic Capital: To The Point Podcast listeners get $0 employer fees for 12 months. Claim the offer and give your team a real path to retirement: https://basiccapital.com/tothepointSend It! Email Marketing: https://www.withsendit.com/Can’t Stop The Growth: https://cantstopthegrowth.comContractor Commerce: https://www.contractorcommerce.com

What happens when a nearly bankrupt pool company decides to answer every question its customers are asking?For Marcus Sheridan, it changed everything.After nearly losing River Pools during the 2008 recession, Marcus transformed the business through radical transparency and became the bestselling author of They Ask, You Answer and Endless Customers.In this episode of the To The Point Home Services VIP Room, Marcus breaks down what home service companies need to do to win in sales and marketing today, from being transparent about pricing and building trust to adapting to AI and changing customer behavior.He shares why pricing estimators can drive more leads, what makes AI recommend one contractor over another, why speed-to-lead matters, and how sales teams can build trust without relying on outdated or manipulative tactics.If you want to win more customers and stay ahead of where sales and marketing are heading, this episode is packed with tactics you can put to work right now.RESOURCES FROM MARCUSWant to add a pricing estimator to your website?Check out PriceGuide: https://priceguide.aiWant to see how AI views your business?Run your AI Trust Signals check: https://aitrustsignals.comWant to learn more from Marcus?Explore his books, including They Ask, You Answer and Endless Customers: https://marcussheridan.com/booksPut the customer’s questions first.Learn more about Question First: https://questionfirst.comTimestamps00:00 - Welcome Back to the VIP Room & Marcus Sheridan Introduction03:30 - Marcus' Story: River Pools Nearly Goes Bankrupt08:00 - How the 2008 Recession Changed Marcus' Approach to Marketing12:00 - The Origin of They Ask, You Answer15:00 - Why Businesses Need to Become Obsessed With Their Buyers18:00 - Should Contractors Give Pricing Over the Phone?22:00 - Why Customers Get Frustrated When Companies Hide Pricing26:00 - How a Pricing Article Generated $35M+ in Sales29:00 - Why Pricing Estimators Can Transform Lead Generation32:00 - AI Is Changing Search Forever35:00 - What Makes AI Recommend One Contractor Over Another?38:00 - The 3 F's of Innovation: Fear, Faster & Friction41:00 - The "Mother of All Review Pages" & AI Trust Signals44:00 - Why Contractors Need Awards & Expert Author Pages47:00 - Speed-to-Lead & the Future of AI Voice50:00 - Showroom vs. In-Home Sales52:00 - Why Homeowners Should Know Who Is Coming to Their Door54:00 - Stop Selling With Manipulation: The Power of Discovery56:00 - Why 80% of Sales Training Should Focus on the Opening58:00 - Teaching Homeowners to "Call Your Baby Ugly"59:00 - Marcus' Final Advice for Home Service ContractorsThank you to our sponsors!Avoca.ai: Special Offer for Podcast Listeners: 4% Rebate, Your First 12 Months - https://avoca.ai/r/tothepointYelp: https://business.yelp.com/homeservicevipSales Ask: Ready to turn conversations into predictable revenue? Book a demo with SalesAsk and mention To The Point to access the exclusive listener offer: https://www.salesask.com/Basic Capital: To The Point Podcast listeners get $0 employer fees for 12 months. Claim the offer and give your team a real path to retirement: https://basiccapital.com/tothepointSend It! Email Marketing: https://www.withsendit.com/Can’t Stop The Growth: https://cantstopthegrowth.comContractor Commerce: https://www.contractorcommerce.com