TRUTH TIME: Most hiring is a coin flip… and then owners act shocked when culture falls apart. In this episode, I sit down with Spencer Brannan from Culture Index—the assessment we use right here at LB Capital to stop guessing and start placing the right people in the right seats. We get into the uncomfortable reality– if you want to build anything that matters, you’re going to upset some people, and if you don’t hold people accountable, your business becomes a daycare. We also break down why “nice” doesn’t equal “sales,” why people really quit (hint: it’s not the company), and how one 60-second survey can save you years of bad hires.

Episode Highlights NOT TO BE MISSED: -If Everyone Likes You, You’re a Wet Noodle

-Stop Hiring Point Guards to Play Center

-The Real Reason People Quit: The Frontline Manager

-Why Interviews Lie and Data Doesn’t

-Accountability Feels Like “Hate” to Undisciplined People

Do yourself a favor—stop guessing, stop collecting resumes like Pokémon cards, and start building a team that can actually execute. Catch the next episode—because we’re not here to build a “nice” business… we’re here to build one that wins!

Follow my guest at: -Webpage:https://www.cultureindex.com/

Follow me on all Social Media: @LanceBachmann Build It To Sell It: Home Service Secrets with Lance Bachmann

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 – Build It To Sell It with Lance Bachmann 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

Texas roofing is the Wild West—no licensing, nonstop storm chaos, and a whole lot of companies flexing revenue while quietly bleeding cash. And I’ll say it again: if you’re doing $100M and it costs you $100M, I’m not impressed.

In this episode, I sit down with Heather Hitchcock—founder and CEO of Royal Roofing in Houston—to talk about what it really takes to build a roofing company in one of the hardest markets in the country. We get into her social media strategy that generated leads with $0 ad spend, the brutal leadership lessons she learned the hard way, and why most contractors get stuck at $1–2M forever.

HIGHLIGHTS YOU DON’T WANT TO MISS: -Women in Roofing -Profit Over Revenue -$0-Ad-Spend Lead Engine -Stop Reacting, Start Leading -Why Roofers Stay Stuck At $1–2M

Here’s the reality: if you’re flexing revenue but not stacking profit, you’re not building a business—you’re building stress. Heather nailed it: great companies are built when leaders stop reacting. So stop chasing storms and start building systems… because if you don’t tighten the screws, your business will leak. And if you want more real-world breakdowns like this, stay locked in—next episode gets even more tactical.

Follow my guest at: -Instagram: https://www.instagram.com/heatherhitchcock4/?hl=en -Webpage: https://heatherhitchcock.com/ https://royalroofingoftexas.com/ -Facebook: https://www.facebook.com/hhitchcock/ https://www.facebook.com/RoyalRoofingandConstructionofTexas

Follow me on all Social Media: @LanceBachmann Build It To Sell It: Home Service Secrets with Lance Bachmann

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 – Build It to Sell it: with Lance Bachmann 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

If your marketing “isn’t working,” I’d bet money it’s not your ads—it’s your business.

Most home service companies aren’t losing because their marketing “doesn’t work.” They’re losing because they’re obsessed with the wrong things—arguing over ad costs while calls go unanswered, chasing more leads while close rates stay embarrassing, and treating marketing like random monthly tactics instead of a system. Today I’m sitting down with Brandon Rost of Be Marketing Solutions to break down the 2026 reality: AI is changing how people choose before they even click, Google is shrinking the battlefield, and the companies that win won’t be the ones with the biggest budget—they’ll be the ones with the tightest execution.

Highlights: -Google is becoming a “one-choice” machine—AI overviews influence the decision before your website gets a chance. -Local search isn’t moving to ChatGPT yet in a meaningful way—Google still owns the local game. -If you drive 100 leads and only book 50, your marketing isn’t broken—your process is. -The CSR is the highest-leverage role in a home service company.

**Here’s the reality check: marketing doesn’t fix broken operations—it only exposes them faster. If you want to grow, stop begging for more leads and start earning them by answering the phone, tightening your system, and becoming obsessed with execution.

Follow my guest at: -Instagram: https://www.instagram.com/bemarketingsolutions/ -Webpage: https://bemarketing.com/ -X: https://x.com/_BEMarketing_ -Facebook: https://www.facebook.com/bemarketingsolutions/

Follow me on all Social Media: @LanceBachmann Build It To Sell It: Home Service Secrets with Lance Bachmann

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 – Build It To Sell It : With Lance Bachmann 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

Most people think money is the goal. Dan Uszaki, Athletic Director of Northern Burlington Schools and CEO of GLOW, created as a JOKE but now has taken off as a 20-acre winter attraction featuring millions of twinkling lights each holiday season! Proving that money is water—move it, don’t worship it. In this episode, we go from entitlement culture and raising tough kids… to building multiple businesses from scratch, scaling a massive seasonal operation, and why the “product” isn’t what makes you win—customer experience does. This episode proves that there are no “bad business ideas”; it's all about the execution.

You Won’t Want To Miss.. -How a college joke turned into multiple real businesses -Why customer experience beats “perfect work” every time -The Christmas lights obsession that scaled into a massive attraction business -The 3 hardest lessons: say no, listen to customers, expect 24/7 grind -The real way to handle business partners when visions don’t align

If you’re trying to build something real—this episode will change how you think about money, hard work, and what actually makes customers stay. Hit play, take notes, and start moving like an owner.

Follow my guest at: -Instagram: https://www.instagram.com/visitglow/ -Webpage: https://www.visitglow.com/ -X: https://x.com/visitglow -Facebook: https://www.facebook.com/VisitGlowNJ

Follow me on all Social Media: @LanceBachmann Build It To Sell It: Home Service Secrets with Lance Bachmann

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 –Build It To Sell It with Lance Bachmann 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

You’ve got more tools than ever to see exactly what’s working in your marketing… and most business owners still run blind. They guess. They blame the agency. They bounce from vendor to vendor. And meanwhile, leads are leaking, follow-up is slow, and the marketplace forgets them. In this episode, I’m in Las Vegas with guest Aoife Roche of Intleacht AI System—straight out of Ireland, known as the “AI Queen”—and we’re getting brutally honest about what’s actually breaking contractor marketing right now: no visibility, bad tracking, slow speed-to-lead, and chasing shiny objects instead of building real systems.

Episode Highlights You DON’T Wanna Miss! -Speed-to-lead wins -Track everything (no guesswork) -Follow-up beats “more leads” -Visibility = survival -Shift from rankings to AI recommendations

If you’re still guessing where leads come from, hoping the phone rings, and blaming marketing when sales doesn’t follow up—this episode is your wake-up call: get visible, get measurable, and get systematic… or get forgotten.

Follow my guest at: -Instagram: https://www.instagram.com/aoifejroche/?hl=en -Webpage: https://intleacht.ai/ -Facebook: https://www.facebook.com/aoifejroche/

Follow me on all Social Media: @LanceBachmann Build It To Sell It: Home Service Secrets with Lance Bachmann

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 – Build It To Sell It: With Lance Bachman 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

Missed Calls Are Ki11ing Your Business—This AI + Human Hybrid Books 400+ Jobs/Week While You Sleep (Contractors Are Waking Up FAST!).

In this eye-opening episode, suave Italian powerhouse Federico Crivelli (from Avoca AI—YC-backed, exploding in the trades) sits down with me to reveal the brutal truth: AI isn't replacing your team—it's supercharging it. From 90%+ answer rates to human-in-the-loop rescues on angry callers, this hybrid tech is already boosting bookings from 10% to 70%+ for HVAC, plumbing, roofing, and electrical giants.

Warning! If you're still letting calls go to voicemail after hours... you're about to feel the pain. AI is the biggest money shift in home services history—get in early or get left behind. Ready to stop losing leads and book jobs while you sleep? It’s time to elevate your business!

Follow my guest at: -Webpage: https://www.avoca.ai/ -Facebook: https://www.facebook.com/AvocaAI

Follow me on all Social Media: @LanceBachmann Build It To Sell It with Lance Bachmann

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 – Build It To Sell It with Lance Bachmann 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

I’m gonna be blunt—most contractors don’t have a lead problem… they have a “they don’t ask” problem. Is this maybe you?

Today I brought in the guy who’s helped businesses 25x, 50x—some even 75x—their referral results, and we’re breaking down how to turn your customer list into a pipeline. Meet Murphy Nadauld CEO of ReferPro. Murphy has built a system to unlock it without spreadsheets, “golden tickets,” or your accounting team mailing checks three months late.

If you’re tired of paying more and getting less, here’s the move: stop hoping referrals “just happen” and start running a system that makes them automatic—because your customer list isn’t a database… it’s your next wave of revenue.

Follow my guest at: -Instagram: https://www.instagram.com/referproco/ -Webpage: https://www.referpro.com/ -Facebook: https://www.facebook.com/murphy.nadauld/ ReferPro: https://www.facebook.com/profile.php?id=61563284803946

Follow me on all Social Media: @LanceBachmann Exit Rich: Home Service Secrets with Lance Bachmann

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 – Exit Rich: 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

I’m gonna say what a lot of you don’t want to hear—if you’re bragging about “leads” but your revenue isn’t moving, you’re not growing… you’re just paying for activity. This is not marketing!

Today I’ve got Kevin LeSage on, and we’re ripping the mask off the fake metrics—because you can fake clicks, you can fake conversions… but you can’t fake revenue!

Your Big Takeaways: 60% of unique leads never book a job 80% of unique leads never buy your service

Until you can prove what made you money this month, you’re not doing marketing—you’re gambling.

Follow my guest at: -Webpage: https://searchlightdigital.io/ -Facebook: https://www.facebook.com/SearchLight.io

Follow me on all Social Media: @LanceBachmann

Exit Rich: Home Service Secrets with Lance Bachmann 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 – Exit Rich: 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