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

This episode was sponsored by Service Titan Samantha Rawagah is the President of Stahl Plumbing, Heating & Air Conditioning in Pittsburgh — a company that opened its doors in 1950 and was bought by Team Shares in 2022 and converted to employee ownership. She took over in April 2025, and she is not a plumber. She went to college for forensic chemistry, quit in her fifth year, and came up through real estate and property management before anyone asked her to run a trade. She walked into a 75-year-old business running on paper and pencil, with staff who’d been in the workforce longer than she’d been alive, and started replacing everything. In this episode she tells Bill what that actually cost: the most extreme pushback of her career, people who self-selected out, and a tech migration where every fix exposed the next thing that was broken. She also tells him what it bought — the month they flipped the switch they went from losing money to making money, profit is up roughly 200% year over year, and their Titan score went from 62 to 215 in eight months. Plus why she started her own apprenticeship program instead of complaining about the labor shortage, and what it felt like to watch an employee cash out his shares to go start a competing shop. 00:04:02 – Plan A Failed 00:09:07 – Not A Plumber 00:17:32 – Losing To Making 00:34:24 – 200% Profit 00:44:30 – Take A Vacation 🔗 Connect with the Guest LinkedIn: https://www.linkedin.com/in/samantha-rawagah/ Website: https://stahlplumbingpittsburgh.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 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.