The Secret to $10M: Why We Had To Take A Step Back To Grow | With Karen Balko!

📅 July 28, 2026 ⏱️ 45:46 🎤 Lance Bachmann, Karen Belko, Bernie Olilla

Chapters

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0:37

Build It To Sell It

Host Lance Bachmann introduces the 'Build It To Sell It' event and its mission to help home service business owners scale and create real value.
3:42

$10M+ Business Journey

Karen Balko, Director of Operations at Vector Services, shares the story of how she and her husband Tom grew their HVAC business to over $10 million in revenue.
7:52

Early Days & Growth

Karen recounts her early involvement in the business, starting with spreadsheets and volunteering her time to help build systems and track finances.
15:07

Challenges & Partnerships

Karen discusses the biggest obstacles faced during growth, including the complexities of a three-person partnership and the importance of letting go of day-to-day control.
18:29

Embracing New Processes

The discussion focuses on the resistance many business owners have to new processes and technology like ServiceTitan, and how it impacts growth.
23:24

Taking a Step Back to Grow

Karen and Lance emphasize the necessity of taking a financial step back to reinvest in the business for long-term growth and eventual sale.
40:30

Husband-Wife Dynamics

Karen talks about the unique challenges and benefits of working with her husband, Tom, in a high-stress, rapidly growing business environment.
49:41

Key Performance Indicators

Karen shares the KPIs she focuses on, particularly gross profit per job, and the importance of financial literacy for business owners.
59:38

Selling vs. Inheriting

The conversation shifts to the philosophy of building a business as a sellable asset versus leaving it to children, and the importance of financial independence.
1:09:00

Future & Marketing

Karen discusses future goals for the business, the 'magic number' for selling, and their top marketing channels including Facebook, TikTok, Instagram, and Yelp.

Speakers

Lance Bachmann

Host

Karen Belko

Director of Operations at Belko Services

Bernie Olilla

VP of Sales at Titan Pro Technologies

Key Takeaways

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To achieve significant growth, be prepared to take a financial step back initially to reinvest in the business.

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Embrace new processes and technologies, even if it feels uncomfortable. Sticking to old, inefficient methods will hinder growth.

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Delegate and trust your employees. You cannot personally control every aspect of a growing business; empower your team.

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Prioritize financial literacy and accurate P&L tracking. Understanding your numbers is crucial for making informed decisions and proving business value.

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Consider providing equity to key employees to foster commitment, drive, and retention within your growing company.

✦

Build your business as a sellable asset, not just a job. This approach provides financial freedom and ensures long-term value.

✦

Diversify your marketing efforts beyond traditional channels; explore social media platforms like Facebook, TikTok, Instagram, and Yelp for lead generation.

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