Born For The Trades: A Home Service Podcast

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May 2026

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About the show

"Born For The Trades: A Home Service Podcast" is a weekly podcast hosted by Mandeep Bhalla that aims to inspire and educate home services business owners. Each episode features successful industry leaders, like Tommy Mello, Ken Goodrich, and more, who share their stories and provide valuable insights into the home services industries. Through its focus on the successes of well-known business owners, "Born For The Trades" provides a unique perspective on the home services industry and offers valuable insights and advice for those looking to grow their businesses.

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May 20, 2026Episode 8955 min

From the Toolbelt to the Boardroom: How Keith Flores Built, Scaled, and Exited His Way to Wealth in the Trades

Keith Flores didn't climb a corporate ladder. He built his own from the ground up, starting with real tools in his hands and turning decades of blue-collar experience into a blueprint for business success that most people only dream about. With 30+ years in the trades and a track record of building, scaling, and exiting HVAC businesses at a high level, Keith brings the kind of insight you can't get from a textbook or a business school classroom.In this episode, Mandeep sits down with Keith to unpack what it actually takes to go from technician to entrepreneur, and from entrepreneur to someone who builds companies worth buying. They get into the wealth-building conversation the trades industry doesn't have enough, why so many talented tradespeople stay stuck despite having everything it takes, and what separates the owners who build real value from the ones who just stay busy.Keith doesn't hold back on the systems, the mindset shifts, the hard lessons, and the moments that changed everything for him financially and professionally. Whether you're just starting out or you've been running your shop for years and feel like something's missing, this conversation will hit different.They also dig into where HVAC and home services are heading with technology and AI on the rise, and what business owners need to be doing right now to stay ahead without getting overwhelmed.This episode is brought to you by Broccoli AI, helping trades businesses harness the power of artificial intelligence to work smarter and grow faster, and Grow Reviews, the reputation management tool built to help home service companies win more customers through the power of real reviews. We're grateful for their continued support of the Born For The Trades community.If you've ever wondered what it looks like to build something in the trades that actually creates lasting wealth, this is the episode you've been waiting for.Support the show

April 29, 2026Episode 8845 min

Where Growth Breaks: How Alignment Between Office and Field Unlocks Real Scale

Most contractors believe growth is a numbers game. More leads, more trucks, more techs. But Danny Zatarain, Director of Learning and Development at Can’t Stop The Growth, has worked inside companies ranging from $10M to over $100M and he sees a different truth. Growth does not usually fail because of effort. It fails in the gaps between teams.In this episode, Danny breaks down why the call center, dispatch, and field are not separate departments, but one connected customer experience. And when that connection is weak, revenue quietly slips through the cracks every single day.Danny takes us back to his foundation in sales management and how that experience shaped the way he now approaches home services training and leadership development. Before building national training programs and leading learning and development at Peterman Brothers, he saw firsthand what most companies miss. It is not just about hiring better people. It is about building systems that make good people great.The conversation quickly moves into one of the biggest challenges in the industry, alignment. Danny explains where most companies break down, not in one department, but in the handoffs between them. A missed detail in the call center, a scheduling gap in dispatch, or a lack of clarity for a technician can all stack into lost revenue and a poor customer experience. The issue is rarely isolated. It is systemic.From there, Danny walks through what strong call handling actually looks like in practice. He breaks down how structured frameworks help CSRs move beyond just booking jobs and instead set up technicians for success in the field. Small adjustments in tone, structure, and control of the call can completely shift conversion rates and customer trust.The discussion expands into smart scheduling and prioritization, where Danny challenges the idea of simply filling the board. Instead, he explains how high-performing teams think strategically about which jobs to take, when to take them, and how that impacts both revenue and efficiency.One of the most impactful parts of the episode is the handoff between office and field. Danny makes it clear that this is where many companies win or lose without even realizing it. When technicians arrive without the right information or context, performance suffers. When the handoff is clean, everything improves, from customer satisfaction to close rates.Danny also dives deep into training and development, sharing insights from building onboarding systems, career mapping, and structured growth paths inside a $100M+ organization. He explains why companies that do not invest in training are not just struggling operationally, they are limiting their own ceiling.This episode closes with a practical playbook for contractors who want to tighten alignment and scale with intention. Danny outlines where to start, what to fix first, and how to build momentum that actually lasts.Special thanks to our sponsors, Broccoli AI and Grow Reviews, for supporting Born For The Trades and helping contractors build smarter, more connected businesses.If you are a contractor trying to break through your current level, this conversation will show you where growth is really being lost and how to take it back.Support the show

April 15, 2026Episode 8735 min

Growth Starts at Hello: Inside the Systems Behind a 500+ Person Home Service Empire

Most contractors think growth is built in the field. More trucks, more techs, more leads. But Chad Peterman, CEO of Peterman Brothers, has built a 500+ person organization across HVAC, plumbing, and electrical services in Indiana, Kentucky, and Ohio, and he sees it differently. The real growth engine does not start in the truck. It starts at the first ring of the phone.In this episode, Chad breaks down how a family business turned multi-state operator learned that the call center is not support. It's strategy. It is revenue. It is the first impression that decides everything that comes after it.Chad takes us back to the early days of Peterman Brothers, before the scale, before the systems, when growth was exciting but also breaking things at the same time. He shares the moment it became clear that people, not production, would define the ceiling of the company, and how early mistakes shaped the way he now thinks about scale, leadership, and structure.The conversation moves into a powerful shift in perspective around call centers. Chad challenges the idea that answering phones is administrative work and instead positions it as one of the most important revenue drivers in the entire business. From missed opportunities to first impressions, he breaks down where contractors are unknowingly leaving money on the table and why training, systems, and leadership all have to work together for the phone to become a growth engine.From there, Mandeep and Chad connect the dots between customer experience and revenue. What actually happens in a five-minute phone call that determines thousands of dollars in revenue downstream? Chad unpacks the most common mistakes CSRs make, what a high-performing call actually sounds like, and how empathy and structure can exist in the same conversation without sacrificing conversion.The discussion expands into retention and upselling, where Chad explains how real growth is often hidden in plain sight. Small shifts in communication, service plans, and trust building during the first interaction can dramatically change long-term customer value. It is not about pushing harder. It is about listening better and executing with intention.Operations come next, where dispatch becomes the make or break point between a great call and a completed job. Chad breaks down how strategic dispatching works, what most teams get wrong, and why speed without alignment often leads to lost revenue instead of gained efficiency.A major focus of the episode is people development. Chad shares the philosophy behind building the Top Tech Academy and how structured training, onboarding, and career mapping became the backbone of scaling a 100M+ operation. He explains why most companies do not have a performance problem; they have a development problem.We also dig into Chad’s philosophy from The Empowerment Project, where he challenges contractors to think differently about growth. Not as something you chase, but something you build through your people and systems every single day.This episode is a blueprint for contractors who want more than activity. It is for those who want alignment between office, dispatch, and field, and a system where every call, every handoff, and every interaction drives measurable growth.Special thanks to our sponsors, Broccoli AI and Grow Reviews, for supporting Born For The Trades and helping contractors scale smarter.If you are a contractor stuck between effort and execution, this episode will show you where the real leverage lives.Support the show

March 25, 2026Episode 8656 min

Built to Sell: The Blueprint Behind $100M in Trade Business Exits

Most people in the trades are focused on getting through the week. Making payroll. Landing the next job. But every once in a while, someone comes along who plays a completely different game. On this episode of Born For The Trades, host Mandeep sits down with Lance Bachmann, a self-made entrepreneur who turned grit into over $100M in exits across multiple industries. And what’s surprising isn’t just the scale. It’s how repeatable he insists the process is.This conversation starts where most don’t. Not with strategy, but with realization. Lance didn’t grow up with a roadmap or a network handing him opportunities. The shift happened when he saw that what he was building wasn’t just income, it was an asset. Something with real, transferable value. That moment changed everything. It’s the difference between owning a job and owning a business.From there, the conversation moves into a mindset most contractors ignore. Building with the end in mind. Even if you never plan to sell, thinking like a buyer forces better decisions. Cleaner systems. Stronger teams. More predictable results. The kind of business that doesn’t rely on the owner to survive. Because the truth is, if it falls apart without you, it was never really a business to begin with.Then comes the reality check. Revenue might look impressive, but it doesn’t tell the full story. Buyers care about what’s left over, not what comes in. Understanding profitability, structure, and how your numbers actually read to an outsider is where many owners get humbled. And it’s often the difference between a life-changing exit and a disappointing offer.One of the most powerful moments in the episode is a real case study. A roofing company that went from $2M to $23M in under two years. Fast growth, but not without pressure. Systems breaking. People stretched. Decisions that had to be made quickly or risk losing everything. It’s a raw look at what scaling actually demands behind the scenes.The conversation also digs into one of the biggest traps in the trades. The owner is the center of everything. Letting go isn’t just operational, it’s psychological. Building leaders, trusting systems, and stepping out of day-to-day control are often the hardest moves, but they're also the ones that unlock real value. As private equity continues to move aggressively into home services, understanding how these deals work has never been more important. What looks like an opportunity can quickly become regret if you don’t know what to look for. Lance breaks down what matters before, during, and after the deal. By the end, it comes down to action. Not theory. Not someday. Real moves contractors can make immediately to start building something that works for them, not because of them. Big shoutout to our sponsors, Broccoli AI and Grow Reviews, for supporting the trades and helping contractors level up their operations, marketing, and growth in an increasingly competitive landscape.Support the show

March 11, 2026Episode 8517 min

From Stanford to Service Trucks: Why AI’s Brightest Minds Chose the Trades

On this episode of Born For The Trades, Mandeep sits down with Kevin and Gabe, two Stanford-trained computer scientists who took an unexpected path. Instead of chasing flashy startups or big tech exits, they chose the home service industry, with a sharp focus on commercial contractors. It was not the obvious move. That is exactly why it matters.Kevin grew up around the trades, watching his uncle run a commercially focused construction company. The rhythms of job sites, bids, and long-term relationships were familiar. Gabe came from a deeply technical world with experience at Google and Autodesk and no direct background in the trades. Together, they formed a partnership that blends lived industry exposure with elite technical execution.Modern Edge was not born from a grand master plan. Kevin and Gabe describe how they “accidentally” began doing AI strategy consulting for construction and real estate firms. What started as curiosity quickly revealed a massive gap. Commercial contractors were underserved by modern marketing tools, especially in B2B environments where relationships, timing, and trust are everything. They saw an opportunity to bridge the educational gap and bring practical AI into an industry that is essential yet often overlooked by Silicon Valley.Bootstrapping was a deliberate choice. Instead of raising capital and chasing growth at all costs, they built for profitability from day one. Every decision had weight. Every feature had to matter. That discipline shaped their product and their mindset. They talk candidly about the pressure and clarity that comes from building without a safety net.One of the most compelling parts of the conversation centers on AI-driven email marketing for commercial contractors. In B2C, marketing is often high volume and transactional. In B2B, especially in the trades, it is nuanced and relationship-based. A single well-timed email can unlock a multi-year contract. AI allows contractors to personalize outreach, craft compelling subject lines, and stay top of mind without adding administrative burden. Kevin and Gabe share examples of intriguing subject lines that spark curiosity and drive opens, proving that small shifts in messaging can create outsized results.They also reflect on the advice that shaped them. The best advice was to focus on long-term thinking and to build something real. The worst was overly confident, absolute guidance not grounded in data or context. For Kevin, books that reshape perspective have played a key role in how he approaches business and resilience.By the end of the episode, one thing is clear. The trades are not behind. They are on the brink of transformation. Founders like Kevin and Gabe are not trying to disrupt contractors. They are equipping them. For commercial leaders who want to grow smarter, market better, and compete at a higher level, this conversation is one you will not want to miss.To connect with Kevin and Gabe or request a demo from Modern Edge, they invite listeners to reach out directly to www.modernedge.io and start the conversation.Support the show

March 4, 2026Episode 8417 min

The Missed Call Millionaire Problem

Live from EPIC 2026, Mandeep sits down with AJ Jain, Co-Founder and CEO of Broccoli AI, for a conversation that every contractor needs to hear. What starts as a discussion about artificial intelligence quickly turns into a wake-up call about missed calls, lost revenue, and the hidden gaps in most home service businesses.Contractors spend thousands generating leads through SEO and Google Ads. The phones ring. The opportunities are there. But what happens next often determines whether a company grows or stalls. AJ shares eye-opening data on how many calls go unanswered across the trades and just how much revenue is slipping through the cracks because teams cannot respond fast enough. The numbers are not small. For many shops, it is the difference between plateauing and scaling.Mandeep digs into the real issue. Marketing gets the phone to ring, but without speed and structure on the back end, the investment falls apart. AJ explains what typically happens when contractors invest heavily in lead generation but lack a strong follow-up system. Slow responses. Dropped inquiries. Competitors who answer first and win the job. In today’s market, speed is not a luxury. It is survival.The conversation shifts to integration and scalability. AJ breaks down how Broccoli AI connects with platforms like ServiceTitan and other CRMs, and why that connection matters. It is not about replacing people. It is about creating a seamless handoff from first contact to booked job. When AI works inside the existing tech stack, it strengthens it. The result is better tracking, cleaner data, and more predictable revenue.Skepticism around AI is real, especially in an industry built on relationships and trust. AJ addresses the concern head-on. Customers still want a real person. The difference is that they want responsiveness even more. AI is not about removing the human element. It is about making sure no opportunity is missed, and no customer feels left behind.One of the most compelling parts of the episode is the discussion around company size. Is AI only for the big players? AJ makes it clear that even a one-million-dollar shop can benefit. Then he paints the picture of the ideal tech stack for a three-million-dollar HVAC company today. Marketing, automation, CRM, and data are all aligned with one goal: turning every click into a booked job.Looking ahead, AJ shares where he sees AI taking the home service industry over the next three to five years. The changes are coming fast. The companies that adapt early will have a serious advantage.This episode is also made possible by our sponsors, Broccoli AI and Grow Reviews. Broccoli AI, at broccoli.com, provides AI voice agents that answer phones around the clock, book jobs, follow up on estimates, and dispatch technicians seamlessly. Grow Reviews, at growreviews.com, helps home service companies capture authentic video testimonials that build trust and drive more business.If you are serious about growth, this episode of Born For The Trades will challenge how you think about your systems, speed, and scalability.Support the show

February 25, 2026Episode 8318 min

The Lifeblood of the Trades: CRM, AI, and the Future of Growth

On this episode of Born For The Trades, Mandeep sits down with Strick Tudor, a leader who has spent more than 25 years serving the trades and learning what truly drives a contractor’s success. From two decades at Enterprise Fleet Management helping contractors optimize their vehicles to leading revenue and partnerships in the world of trade technology, Strick has seen the industry from every angle. He is not just a tech executive. He is someone who understands the field, who has installed window units, cleared condenser lines, and spent time around family members who built their lives in the trades. The conversation quickly moves beyond the buzzwords. Strick challenges the common belief that a CRM is simply a dispatching and scheduling tool. Instead, he calls it the lifeblood of a business. A true Field Service Management platform becomes the command center where workflows live, numbers tell the truth, and leaders gain visibility into the daily health of their company. Without it, contractors are guessing. With it, they can understand KPIs, identify training gaps, support their teams, and make confident decisions rooted in data. As the leader of revenue and partnerships at Workiz, Strick explains what makes their platform different. Ease of use. Speed of onboarding. Fast time to value. An intuitive mobile app that technicians actually enjoy using. Embedded communications that capture conversations and turn them into insight. The goal is not complexity. It is clarity and growth. Then the conversation turns to AI, and this is where things get exciting. AI inside the trades is not science fiction. It is already converting leads, analyzing calls, automating follow-up, and even answering the phone 24 hours a day through virtual AI agents. Missed calls become booked jobs. Data becomes direction. Smaller contractors suddenly have the tools to compete with major players. AI becomes the great equalizer. Strick shares how contractors are seeing dramatic improvements in review ratings because customers are always being responded to. Some businesses are reclaiming up to 30 hours per week through automation. Others are uncovering hidden revenue by identifying upsell opportunities, aging equipment, and service plan gaps directly from call insights. For sales managers, the metrics are clear. Speed to lead. Conversion rate. Average ticket value. Service plans that build a competitive moat. The best in class are responding within seconds, not hours. The difference between growth and stagnation often comes down to how quickly and intelligently a business reacts. This episode is also made possible by our sponsors, Broccoli AI and Grow Reviews. Broccoli AI, at broccoli.com, provides AI voice agents that answer phones around the clock, book jobs, follow up on estimates, and dispatch technicians seamlessly. Grow Reviews, at growreviews.com, helps home service companies capture authentic video testimonials that build trust and drive more business.Mandeep and Strick close with a powerful reminder. Be genuinely curious. Spend time in the field. Sit with dispatchers. Ride along with technicians. The future of the trades will belong to leaders who combine technology with real-world understanding. This episode is not about replacing people. It is about empowering them.Support the show

February 4, 2026Episode 8245 min

Speed Wins Jobs: Why Follow-Up Is the Real Growth Engine in the Trades

In this episode of Born For The Trades, host Mandeep sits down with Ryan Fenn, founder and CEO of CHIIRP, for a real, operator-first conversation about what actually drives growth in home service businesses, and why most owners are leaving money on the table without realizing it.Ryan didn’t build CHIIRP to chase shiny tech trends. He built it to solve a painfully common problem he saw over and over again: great contractors spending hard-earned money to generate leads, only to lose jobs because they were slow to respond or inconsistent with follow-up. In the trades, speed isn’t a luxury; it’s survival. Ryan breaks down what “fast enough” really means when it comes to speed-to-lead, and why even a few minutes can be the difference between a booked job and a lost opportunity.The conversation digs deep into what great follow-up actually looks like in the real world. Not theory, not fluff, but practical systems that work in busy, chaotic home-service businesses. Ryan shares why follow-up isn’t about sending more messages, but about sending the right messages at the right time, consistently, without relying on memory or motivation.Mandeep and Ryan also unpack what separates operators who scale from those who stay stuck year after year. The difference isn’t talent or hustle. It’s ownership, repeatable playbooks, and a willingness to build systems that remove friction from growth. Ryan explains how the latest CHIIRP AI tools are changing the day-to-day for owners by taking follow-up off their mental load while still keeping it personal, timely, and effective.You’ll also hear Ryan call out one follow-up mistake almost every contractor makes, and how fixing it alone can unlock immediate revenue. Finally, they tackle a question every owner wrestles with: if you want predictable growth, should you fix marketing first or follow up? Ryan’s answer may surprise you, and it could save you thousands in wasted ad spend.This episode is packed with practical frameworks, hard-earned insights, and no-BS advice for owners who want growth they can actually control. If you’re in the trades and tired of guessing where your next job is coming from, this is a conversation you don’t want to miss.Support the show

January 14, 2026Episode 8135 min

AI, AEO, and the Systems Contractors Can’t Ignore

In this episode of Born For The Trades, host Mandeep sits down with Ashlynn Rainaldi, Director of Client Success at Grow Nearby, for a conversation that goes far beyond surface-level marketing tactics. With nearly five years of hands-on experience helping home service businesses scale, Ashlynn brings a rare perspective, one rooted in real client relationships, operational clarity, and what actually drives long-term growth in the trades.Ashlynn shares how SEO has quietly but significantly evolved over the past couple of years, especially as AI reshapes how homeowners search for service providers. The discussion dives into the rise of Answer Engine Optimization (AEO), what it really means in practice, and why businesses that fail to adapt risk becoming invisible, even if they’re still “doing SEO.” As search behavior changes, Ashlynn explains how smart businesses are shifting their strategies to meet customers earlier, faster, and with more trust.But one of the most eye-opening parts of the conversation centers on what happens after the lead comes in. Ashlynn breaks down a hard truth many owners overlook: marketing often isn’t the problem; systems are. From missed calls and poor follow-up to weak CRM usage, she explains how breakdowns behind the scenes can make great marketing efforts appear ineffective. The phone ringing is only the beginning, and without the right processes in place, growth stalls quicklyThe episode also takes a deep look at Google Business Profiles and why they’re one of the most underestimated assets for local home service companies. Ashlynn explains how small inconsistencies, outdated information, or lack of activity can quietly erode trust and rankings, while companies that treat GBP as a living, breathing channel see outsized returns.Communication is another major theme throughout the episode. Ashlynn shares what strong, productive communication between a home service business and its marketing agency actually looks like, and how that relationship evolves to drive better results. She also touches on branding, challenging the idea that it’s “just a logo,” and revealing how weak branding can drag down performance across websites, ads, and local search without owners realizing why.Grounded, insightful, and refreshingly honest, this episode is a must-listen for home service owners who want to understand why growth feels harder than it should, and what really needs to change to unlock the next level.Support the show

November 13, 2025Episode 8035 min

AI Meets the Human Touch: The Future of Customer Experience in Home Services

The world of home services is changing fast, and today on Born For The Trades, host Mandeep sits down with someone who’s been shaping that change for years. Brigham Dickinson, President of Power Selling Pros and founder of the Power Certification Program, returns to the show to dive deep into one of the hottest topics transforming every industry right now: artificial intelligence.Since 2009, Brigham has helped contractors across the U.S., Canada, and Australia turn their call centers into customer-experience powerhouses with a bold guarantee that teams will book at least 85% of their calls. But what happens when AI enters the picture? Can technology truly deliver the same “Wow!” moment that Brigham has built his entire philosophy around?In this episode, Brigham and Mandeep explore the crossroads of automation and authenticity. Brigham shares his candid take on AI chatbots and voice assistants, and whether they can ever match the warmth and empathy of a human voice. He believes technology should enhance human connection, not replace it, and he offers a powerful framework for how contractors can use AI to support their teams rather than distance themselves from their customers. Listeners will get a behind-the-scenes look at the latest AI tools reshaping customer service, from smart call routing to emotion-recognition technology, and how these innovations can help home service businesses stay ahead of the curve. But Brigham doesn’t just focus on tools; he dives into mindset. He emphasizes accountability, excellence, and the idea that creating unforgettable experiences starts with genuine care for people.For Brigham, the key to future success isn’t choosing between humans and machines; it’s understanding how both can work together to create something even better. As he puts it, “AI can make us faster, but only empathy makes us memorable.”If you’re a contractor, business owner, or team leader wondering how to embrace AI without losing your human edge, this episode is a must-listen. You’ll walk away inspired to rethink your customer interactions, reimagine your call-handling process, and reignite that spark that keeps customers coming back again and again.Tune in to Born For The Trades and hear from one of the industry’s most passionate voices about what it really takes to deliver excellence in the age of AI because the future of home services isn’t just smart… It’s human.Support the show