To The Point - Home Services Podcast

RYNO Strategic Solutions
  • 4.9 (212)
  • MARKETING
  • UPDATED WEEKLY

The Home Services podcast that gets to the point, with solutions to help your service company grow. Our focus is to help HVAC, Plumbing, Electrical, Roofing, etc. companies learn how to grow their companies with marketing & operational solutions.

  1. 9H AGO

    Why Exterior Illumination Might Be the Most Overlooked Goldmine in Home Services

    Thank you to our Sponsors! Basic Capital: https://basiccapital.com/tothepoint Chiirp: https://chiirp.com/ Contractor Commerce: https://www.contractorcommerce.com/ryno/ Bluon: https://www.bluon.com/get-demo?referral_code=ToThePoint Avoca.ai: https://avoca.ai/r/tothepoint In this episode of To The Point, Chris sits down with Ryan Lee, founder of Majestic Outdoor Lighting, business coach, and creator of the Light It Up Expo to unpack what it really takes to build, scale, and systemize a high-margin project-based business. What started as a hot tub conversation about $4,000 lighting jobs turned into an 8-figure journey in the landscape lighting industry. Ryan shares how he built a profitable company, exited, and now coaches contractors to scale smarter not harder. But this conversation isn’t just about lighting. It’s about: Turning high-ticket projects into long-term relationshipsCreating lifetime customer value (LTV) in a “one-time sale” industryBuilding recurring revenue in a project-based businessLeveraging referral networks instead of fighting over Google leadsThinking differently about growth vs. profit in the early years If you’re in HVAC, plumbing, roofing, landscaping, electrical or any home service industry this episode will challenge how you think about scaling and margins. ⏱️ Episode Timecodes00:00 – Chris kicks off solo + “Sink or Swim” origin story 03:00 – Ryan’s journey from MBA to lighting entrepreneur 08:30 – What is landscape lighting (and why it’s not landscaping) 12:30 – The three pillars: Landscape, Holiday, and Permanent lighting 17:40 – Margins, average ticket size, and real profitability 22:00 – The power of Lifetime Value (LTV) in project-based businesses 25:00 – “Maintenance” vs. “Protection” plans (language matters) 27:00 – Selling wants vs. selling needs in home services 30:00 – How Ryan would build a $1M lighting company from scratch 32:00 – Leveraging referral partners over cold marketing 💡 Key Takeaways✔️ Average landscape lighting jobs range from $10K–$20K+ ✔️ 65% gross margins are achievable in this niche ✔️ 20–30% net margins are possible with strong operations ✔️ Recurring revenue doesn’t always mean subscriptions it can mean retention ✔️ Referrals from adjacent trades can scale you faster than paid ads Ryan breaks down how understanding customer lifetime value completely changes how much you’re willing to spend on acquisition and how to turn one project into multiple revenue opportunities over time. 📌 Resources & MentionsLandscape Lighting Secrets (Ryan’s coaching community)Light It Up Expo (Industry event for lighting pros)Majestic Outdoor Lighting (Ryan’s former company)🎯 Who This Episode Is ForHome service business ownersContractors looking to add high-margin servicesEntrepreneurs building project-based businessesAnyone trying to scale past the “owner-operator” phaseIf you’ve ever thought: “How do I build real wealth in a project-based business?” This episode is for you. 🚀 Enjoying The Show? If this episode helped you think differently about growth and profitability: 👉 Subscribe to the channel 👉 Leave a comment with your biggest takeaway 👉 Share this with another contractor or business owner 👉 Drop a 5-star review if you're listening on Apple or Spotify Your support helps us bring on high-level operators like Ryan and keep these conversations going. 🎙️ New episodes of To The Point drop weekly where we cut through the noise and get straight to what actually grows your business. #ToThePoint #HomeServices #Entrepreneurship #LandscapeLighting #BusinessGrowth

    1h 3m

  2. FEB 10

    Jim Abrams on How He Built a BILLION-Dollar HVAC Company

    Thank you to our Sponsors! Basic Capital: https://basiccapital.com/tothepoint Chiirp: https://chiirp.com/ Contractor Commerce: https://www.contractorcommerce.com/ryno/ Bluon: https://www.bluon.com/get-demo?referral_code=ToThePoint Avoca.ai: https://avoca.ai/r/tothepoint In the HVAC, plumbing, and electrical services industry, there's one name that stands out above the rest: Jim Abrams. He's not just a legend in the trades; he's the HVAC G.O.A.T. Back in 1981, Jim took the leap and started his own business, Home Energy Savers, in St. Louis. Those early years were tough, with stiff competition and challenges, but Jim's determination and innovative marketing strategies turned the tide. By 1988, he had transformed Home Energy Savers into the largest residential service company in the United States, with $12 million in sales. During this time, Jim Abrams pioneered the industry, introducing game-changing ideas such as offering 10-year parts and labor warranties, private labeling HVAC systems, and providing a 100% money-back guarantee. These innovations have since become standard in the industry, but they all trace back to Jim's visionary thinking. In part one of this two-part series, we delve into the incredible journey of Jim Abrams from humble beginnings to becoming a true icon in the industry. In part 2, we'll dive deep into his proven 10-step approach to succeed in the trades, which has been proven time and time again over the past several decades. This isn't an episode you can afford to miss. Tune in for wisdom from the true legend of the trades! This episode was sponsored by: 👉 Smart AC: https://smartac.com/ 👉 Home Service Freedom: https://homeservicefreedom.com/ ⏲ TIMESTAMPS ⏲ - Intro (00:00) - The Abrams impact story (01:11) - The challenge of retirement for entrepreneurs (10:43) - Writing a very successful book (15:38) - The 10-point formula for success in the trades and other businesses (19:19) - Overcoming adversity (21:31) - Make a decision even if it's wrong 30:55) - What success looks like for Jim Abrams (34:51) Additional Resources  ➡️ Schedule a FREE consultation here: https://rynoss.com/contact-us/    ➡️ Connect with Jim Abrams Website: https://www.praxiss10.com/jim-abrams Facebook: https://www.facebook.com/praxiss10 Twitter: https://twitter.com/PraxisS10

    40 min

  3. FEB 3

    Dan Martell: How to Grow Your Business SO Fast it Feels Like CHEATING

    Thank you to our Sponsors! Basic Capital: https://basiccapital.com/tothepoint Chiirp: https://chiirp.com/ Contractor Commerce: https://www.contractorcommerce.com/ryno/ Bluon: https://www.bluon.com/get-demo?referral_code=ToThePoint Avoca.ai: https://avoca.ai/r/tothepoint In this short but powerful episode of To The Point Home Services, Chris Yano shares one of his favorite business podcasts—an episode by Dan Martell, author of Buy Back Your Time. If you’re a business owner feeling stretched thin, stuck doing $10/hour tasks, or wondering how to scale without burning out, this episode is a must-listen. Chris breaks down why Dan Martell’s framework hit home for him, how it exposed gaps in his own processes, and why these lessons are especially relevant for home service business owners. Dan then lays out a step-by-step playbook on scaling faster by focusing on cash flow, building systems (not just plans), buying back your time, removing bottlenecks, hiring better talent, and staying in your zone of genius. This episode is packed with practical insights you can apply immediately—whether you’re just starting out or already running a growing company. Key Topics CoveredWhy focusing on cash over perfection accelerates growthHow to create offers that are hard to say no toBuilding marketing systems that generate predictable leadsAuditing your time and calculating your buyback rateEliminating bottlenecks that slow down your businessReplacing yourself and scaling without adding more hoursImproving retention, sales, and team performanceStaying in your zone of genius as a business owner⏱ Timecodes00:00 – Why Chris is sharing this episode 01:00 – Buy Back Your Time & valuing your hours 02:20 – Dan Martell: How to scale fast (intro) 03:02 – Focus on cash, not perfection 03:25 – Building irresistible offers 04:53 – Marketing systems vs. marketing plans 06:11 – Auditing your day & buying back time 08:02 – Rebuilding your calendar for growth 08:39 – Deleting bottlenecks in your business 10:20 – Replacing yourself & leveraging an EA 11:00 – Hiring, talent velocity & people plans 13:33 – Fixing retention and increasing LTV 15:19 – Scaling sales without scaling yourself 17:04 – Staying in your zone of genius 18:15 – What winning actually feels like Resources & Mentions📘 Buy Back Your Time by Dan Martell - https://www.danmartell.com/books/📲 Follow Dan Martell on Instagram: @danmartell👉 DM him “EA YouTube” for his Executive Assistant playbook (mentioned in the episode)Call to ActionIf this episode brought you value: 👍 Like the video💬 Comment with your biggest takeaway🔔 Subscribe to To The Point Home Services for more real-world business insights📤 Share this episode with another business owner who needs to hear it Thanks for listening—and remember, scaling doesn’t have to feel hard. Sometimes, done right, it really does feel like cheating. 🚀

    19 min

  4. JAN 27

    The Leadership Gap Costing Contractors the Best Young Talent

    Thank you to our Sponsors! Basic Capital: https://basiccapital.com/tothepoint Chiirp: https://chiirp.com/ Contractor Commerce: https://www.contractorcommerce.com/ryno/ Bluon: https://www.bluon.com/get-demo?referral_code=ToThePoint Avoca.ai: https://avoca.ai/r/tothepoint In this episode of To The Point Home Services, Chris Yano sits down with Chad Peterman to have a real, no-BS conversation about one of the biggest challenges facing home service businesses today: attracting, motivating, and retaining younger technicians. They dive deep into what actually matters to the next generation of talent, why money alone isn’t enough anymore, and how leadership, training, accountability, and culture must evolve to keep great people long-term. From structured career paths and KPIs to feedback loops, praise, and realistic expectations, this episode is packed with actionable insights for owners, managers, and leaders in the trades. If you’re struggling with technician turnover, engagement, or training or you want to future-proof your workforce, this is a must-listen. 🔑 Key Topics Covered:Why younger technicians leave (even when paid well)How career pathing and scorecards drive retentionThe rise of “boomerang” technicians and why bridges matterTraining vs. “throwing them in a truck”How praise, feedback, and culture look different for younger generationsHolding technicians accountable without running them offWhy no job is 100% perfect and how to lead through that reality⏱️ Timecodes:00:00 – Intro & Purdue basketball banter 01:45 – Why this episode matters: the next generation of technicians 03:00 – “Cut to the chase” metaphor explained 05:00 – How many techs are under 30—and why it matters 07:30 – Pay, motivation, and why money isn’t everything 08:30 – Boomerang technicians & leaving on good terms 10:20 – Career pathing, KPIs, and earning more money 12:45 – Hiring green techs & building real training systems 15:00 – Why young techs really quit 17:00 – Praise, feedback, and developing people 19:00 – Why the “old way” of training doesn’t work anymore 22:00 – Helping techs see a 3–5 year career path 25:45 – Celebrating performance at every level 26:15 – What “culture” actually means to younger techs 28:00 – Feedback loops & listening to your team 31:00 – Accountability without fear or burnout 📚 Resources Mentioned:The 5 Languages of Appreciation in the Workplace by Gary Chapman & Paul White📣 Call to Action:If you found value in this episode: 👍 Like the video💬 Comment with your biggest takeaway🔁 Share this episode with a business owner or manager who needs it🔔 Subscribe to To The Point Home Services for weekly conversations that help you grow, lead, and scale smarter

    50 min

  5. JAN 20

    The AI Race Contractors Can’t Afford to Lose w/ ServiceTitan CEO Ara Mahdessian

    Thank you to our Sponsors! Basic Capital: https://basiccapital.com/tothepoint Chiirp: https://chiirp.com/ Contractor Commerce: https://www.contractorcommerce.com/ryno/ Bluon: https://www.bluon.com/get-demo?referral_code=ToThePoint Avoca.ai: https://avoca.ai/r/tothepoint In this episode of To The Point Home Services, we kick off the new year with a powerhouse conversation featuring Ara Mahdessian, Co-Founder & CEO of Service Titan. Ara returns to the show to break down how AI, automation, and operational discipline are reshaping the home services industry and what contractors of all sizes need to be paying attention to right now. We dive deep into AI voice agents, booking rates, speed-to-lead, profitability, and how ServiceTitan is using real contractor feedback to rapidly evolve its platform. From fully automated jobs to multilingual customer service, this episode offers a rare look into what’s coming next and how to stay ahead. If you’re a contractor, operator, or leader who wants to protect margins, improve booking rates, and scale intelligently, this episode is a must-listen. 🔑 Key Topics Covered:Why “a rising tide raises all ships”—but only if your business is built to floatAI voice agents vs. human CSRs: booking rates, overflow calls, and ROIHow AI is already outperforming average call center performanceSpeed-to-lead and why it’s becoming a competitive advantageUsing AI for inbound, outbound, and full-funnel demand generationAutomating capacity, maintenance bookings, and dispatch decisionsThe true cost of customer acquisition—and why efficiency is everythingHow ServiceTitan incorporates raw contractor feedback into product developmentWhat smaller contractors (under $10M) should adopt first to feel immediate impactWhy contractors who don’t embrace AI will struggle to stay competitive⏱️ Episode Timecodes:00:00 – Welcome & kicking off the new year 02:30 – The meaning behind “a rising tide raises all ships” 07:30 – Underutilized ServiceTitan features contractors overlook 08:45 – AI voice agents: booking performance & real-world use cases 12:30 – Multilingual AI agents & untapped customer segments 14:30 – Speed-to-lead, third-party leads & AI booking automation 18:20 – Capacity management, demand forecasting & proactive scheduling 21:00 – Leadership, culture & building feedback-driven teams 24:00 – Profitability drivers every contractor should track 29:30 – Fully automated jobs & the future of home services 33:30 – AI insights for service managers & business owners 38:00 – The rapid adoption of AI & what it means for contractors 40:30 – What Ara is watching most closely in 2026 🔗 Resources & Mentions:ServiceTitan – https://www.servicetitan.com📢 Call to Action:If you got value from this episode: ✅ Subscribe to To The Point Home Services 👍 Like the video to support the show 💬 Comment with your biggest takeaway or questions about AI in your business 🔁 Share this episode with another contractor who needs to hear it New episodes drop regularly—don’t miss out on the conversations shaping the future of home services.

    1h 1m

  6. JAN 13

    Turning Pain & Addiction Into a $17M Multi-Trade Growth Engine

    Thank you to our Sponsors! Basic Capital: https://basiccapital.com/tothepoint Chiirp: https://chiirp.com/ Contractor Commerce: https://www.contractorcommerce.com/ryno/ Bluon: https://www.bluon.com/get-demo?referral_code=ToThePoint Avoca.ai: https://avoca.ai/r/tothepoint In this powerful and deeply honest episode of To The Point Home Services, we sit down with Will Staton, owner of Staton Heating, Cooling & Plumbing, to unpack his journey from personal loss and addiction to building a $17M+ residential home services company with sights set on $23–$24M. Will shares the real story behind cutting new construction, jumping headfirst into service, adding HVAC without experience, and learning business fundamentals the hard way. This episode goes far beyond tactics, it’s about ownership, leadership, perspective, and resilience. If you’re a trades business owner, second-generation operator, or anyone navigating growth through chaos, this episode will hit home. 🔑 Key Topics & TakeawaysGrowing up in a second-generation trades businessLosing a parent young and how it shaped leadership and work ethicAddiction, recovery, and extreme ownershipCutting new construction and transitioning to serviceAdding HVAC and surviving early operational disastersServiceTitan lessons, pricing mistakes, and KPI reality checksWhy leadership buy-in matters more than tacticsHiring for standards, accountability, and cultureRebuilding operations the right wayWhat Will would do differently—and what he wouldn’t change⏱️ Episode Timecodes00:00 – New year mindset & intro 01:30 – Who is Will Staton & overview of the business 04:10 – Getting into the trades & second-generation roots 08:55 – Losing his mother at 13 and early life impact 11:55 – Addiction, recovery, and rebuilding identity 15:20 – Lessons from addiction that translate to business 19:00 – Extreme ownership & leadership perspective 25:00 – Leaving new construction behind 26:30 – Adding HVAC during COVID 28:30 – ServiceTitan, marketing mistakes & cash flow pain 31:15 – Why HVAC almost broke the business 34:10 – Leadership failures & rebuilding the team 36:50 – Hiring differently & resetting expectations 38:30 – KPIs, pricing, accountability & culture 40:00 – What it really takes to scale sustainably 🔗 Resources & MentionsStaton Heating, Cooling & PlumbingServiceTitan - https://www.servicetitan.com/EOS (Entrepreneurial Operating System) - https://www.eosworldwide.com/Extreme Ownership – Jocko WillinkTerry Nichols HVAC Training - https://www.praxiss10.com/📢 Call to ActionIf this episode brought value to you: 👍 Like this video💬 Comment with your biggest takeaway🔔 Subscribe for weekly conversations with real operators in the trades🔁 Share this episode with another business owner who needs to hear itYour support helps us keep bringing real, unfiltered conversations to the home services industry.

    1h 6m

  7. JAN 6

    Break Episode

    Hey all! This week we are taking time to reflect and set our goals! We hope you are doing the same! We will be back next week.

    8 min

  8. 12/30/2025

    Goal Setting 2026

    Thank you to our Sponsors! Basic Capital: https://basiccapital.com/tothepoint Chiirp: https://chiirp.com/ Contractor Commerce: https://www.contractorcommerce.com/ryno/ Bluon: https://www.bluon.com/get-demo?referral_code=ToThePoint Avoca.ai: https://avoca.ai/r/tothepoint It’s not just about setting goals—it’s about actually accomplishing them. In this annual goal-setting episode, Chris breaks down the difference between dreaming and executing, sharing a proven framework for turning goals into real results. From personal and family goals to business, health, and spiritual growth, this episode walks you through how to create habits, build momentum, and stay accountable all year long. If you’re heading into a new year (or a new season of life) and want a practical, no-fluff approach to winning your goals, this episode is for you. 🔑 Key Topics & TakeawaysWhy most people fail at goals—and how to avoid the common trapsThe power of writing down your goals (and the Harvard study that proves it)The 5 rules for goal accomplishing (not just goal setting)How to create habits that actually stick using cues, cravings, response, and rewardSetting non-negotiables and building accountabilityHow to structure goals across personal, business, health, and spiritual categories ⏱️ Timecodes00:00 – Why goal accomplishing matters more than goal setting 02:18 – Reflecting on the year and setting the tone for what’s next 04:10 – Sara Blakely, Spanx, and the power of written goals 06:11 – The 5 rules of goal accomplishing 07:46 – Why goals give focus, action, and inspiration 08:32 – The 3 biggest goal-setting pitfalls 09:31 – Rule #1: If you fail to plan, you plan to fail 10:31 – Rule #2: Reflect on past wins 11:17 – Rule #3: Creating habits that make goals automatic 12:22 – The 4 stages of habit formation (cue, craving, response, reward) 18:18 – Why rewards are critical to long-term success 21:14 – The 4 laws of behavior change 22:21 – Rule #4: Creating goal categories that actually work 29:20 – Identifying non-negotiables and strengthening your “why” 31:57 – Rule #5: Finding the right accountability partner 33:11 – Final recap and challenge for the year ahead 🚀 Take ActionSet the goals. Build the habits. Create the plan. And most importantly—go accomplish them. 👉 Subscribe for more real conversations on business, leadership, and life 💬 Comment below with one goal you’re committing to this year 📤 Share this episode with someone who needs a reset and a plan No zero days. Go crush it. 💥

    36 min
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4.9
out of 5
212 Ratings

About

The Home Services podcast that gets to the point, with solutions to help your service company grow. Our focus is to help HVAC, Plumbing, Electrical, Roofing, etc. companies learn how to grow their companies with marketing & operational solutions.

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