How to Handle Tariffs & Price Increases Like A Pro with Leland Smith and Aaron Gaynor

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