Building, Scaling, and Exiting Home Service Businesses with Blake Miller!

📅 July 28, 2026 ⏱️ 59:27 🎤 Lance Bachmann, Blake Miller

Chapters

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0:00

Blake Miller's Entrepreneurial Journey

Blake Miller introduces himself and recounts his 25-year journey in the HVAC and roofing industries, including starting his own company and making his first acquisition before age 30.
3:44

Selling Charleston Heating & Air

Blake shares details about selling his company, Charleston Heating and Air, to Geiger and Kyle, including the financial aspects and the 'seller's depression' that followed.
8:29

The Impact of Pricing

Blake discusses the significant impact of raising prices by 10% on his roofing company's EBITDA after attending the Build It to Sell It conference.
11:58

Mindset and Sales Effectiveness

Blake emphasizes the importance of mindset in sales and how training can dramatically improve a sales team's closing rates by encouraging them to invest more time with customers.
16:49

Navigating Down Markets

Blake and Lance discuss the challenges of operating in a down market and the importance of solid operational systems and marketing to maintain growth when competitors struggle.
22:19

Acquiring Small Businesses

Blake details his current acquisition strategy, focusing on smaller, owner-operated home service businesses, often helping older owners retire through seller-financed deals.
28:18

Overcoming Growth Hurdles

Blake reflects on his biggest challenge as an owner: learning to delegate and allow his team to solve problems, rather than stepping in to fix everything himself.

Speakers

Lance Bachmann

Host

Blake Miller

Owner, Charleston Roofing

Key Takeaways

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Prioritize continuous learning and adaptation; attending conferences and networking can provide fresh perspectives and actionable strategies for growth.

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Do not shy away from raising prices; evaluate your market value and implement price increases confidently, as it directly impacts your EBITDA.

✦

Invest in sales training that focuses on mindset and comprehensive customer engagement; longer, more thorough sales presentations can significantly improve close rates and margins.

✦

Develop robust operational systems and consistent marketing strategies, especially if you aim to grow in challenging or down markets.

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Understand your numbers intimately (P&L, balance sheet, cash flow, booking rates) to make informed decisions and maintain financial stability.

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As you scale, be prepared to delegate and empower your team to solve problems; micromanagement can hinder growth.

✦

Consider strategic acquisitions of smaller, long-standing businesses to expand market share and leverage existing customer bases, especially from retiring owner-operators.

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