In this powerhouse episode, Leland Smith, founder of Service Champions, and Aaron Gaynor, host and industry leader, sit down for an eye-opening discussion on how to thrive in the trades—even in the face of rising tariffs, economic shifts, and operational challenges.
Leland dives deep into the art of pricing, how his team stayed ahead of the curve during economic shifts, and why club memberships have been a cornerstone of Service Champions' success. From lessons learned during COVID to building a pipeline of talent through internal training schools, this conversation is packed with insights for anyone serious about growing a home services business.
💡 Whether you’re a seasoned business owner or just getting started, you’ll walk away with real strategies you can apply to boost profitability, improve retention, and future-proof your business.
📌 Key Topics Covered
00:00 - Intro
00:01:06 – Leland’s industry reputation & numbers mindset
00:01:37 – Tariffs & pricing strategy: navigating constant change
00:02:52 – Marking up pricing while keeping margins
00:05:00 – Lessons from COVID: don’t delay price increases
00:06:12 – Communicating increases: “Everyone just got a raise”
00:06:56 – The club membership model: structure, renewals & success rates
00:09:22 – Value-driven service: why tune-ups matter more than big-ticket jobs
00:10:50 – M&A insights: what to look for in a company (hint: it’s memberships)
00:14:22 – Building great tradespeople & Service Champions’ core philosophy
00:16:05 – Timeless business lessons from Jim Abrams
00:18:38 – Weekly field meetings to track memberships & instill culture
00:19:11 – Internal training programs & creating your own pipeline
00:24:01 – Million-dollar technician success story
00:25:17 – Balancing pricing with operational efficiency
00:27:53 – Operational audits: don’t hide inefficiencies behind pricing
🔗 Related Resources & Mentions
Service Champions: https://www.servicechampions.com
Airtime 500 (now part of Success Group)
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#HomeServices #HVAC #ServiceChampions #TradesBusiness #PricingStrategy #Memberships #Entrepreneurship #ToThePointPodcast #AaronGaynor #LelandSmith #Leadership #Tariffs #BusinessGrowth
