How To Make BUCKETS of Money In SERVICE Businesses

Jan 27, 2026

Ian McCarthy, former accountant turned founder who scaled landscaping and sports companies to eight figures and now teaches contractors financial systems. He exposes fatal pricing mistakes and outlines the Know Your Numbers framework. Listens cover true overhead, markup and manpower formulas, buying vs building businesses, rapid scaling from big projects, M&A moves, and AI in estimating.

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ADVICE

Price Based On Your Overhead Not Competitors

Do calculate your own overhead and stop copying square-foot or competitor rates.
Use custom pricing tied to your company's production capacity to ensure profit.

ANECDOTE

Bought A Turnkey Landscaping Company For $50K

Ian bought a cash-flowing landscape company for $50k after its sale fell through.
He leaned on existing billing and crews to turn it into a viable business quickly.

ADVICE

Always Mark Up Materials And Publish Hour Rates

Mark up materials and subs instead of absorbing their cost.
Calculate and publish your man-hour rate so estimates consistently cover overhead.

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LightSpeed VT: https://www.lightspeedvt.com/

Dropping Bombs Podcast: https://www.droppingbombs.com/

This Dropping Bombs episode features Ian McCarthy, who scaled companies from $0 to eight figures THREE times across landscaping and professional sports. Former accountant turned founder, Ian exposes the fatal pricing mistakes contractors make and the exact financial strategies that unlock explosive growth.

Ian breaks down his "Know Your Numbers" system—how to calculate true overhead, stop copying competitors' rates, and price for actual profit. Steal the exact markup strategies, manpower formulas, and M&A moves that turn guesswork into empire-level growth.

If you're in the trades or looking to scale, this episode pays for itself in one job. Press play before your competition does.

🔗 Connect with Ian McCarthy

Instagram: https://www.instagram.com/blueclawgroup_/

Website: https://blueclawgroup.com/

Titanic Deck Chair (Book): https://www.titanicdeckchair.com/

Watch the full-length video version of any Dropping Bombs episode here on YouTube.

Brad Lea is a self-made entrepreneur who turned small-town grit into a multi-million-dollar empire. With over 25 years dominating sales and leadership, he's mentored thousands to outsmart, outwork, and out win their competition. His top-rated podcast, Dropping Bombs, brings raw, game-changing insights from the biggest names in business.

LightSpeed VT is Brad's brainchild—the world's leading interactive training platform. It's built to make your team sharper, faster, and more effective, without wasting time or money. Whether you're a startup or a Fortune 500, LightSpeed VT is how you scale success and dominate your industry. Curious? Check it out:

https://www.lightspeedvt.com/

Brad's also behind Closer School, the go-to program for mastering sales and closing deals like a pro. Want to 10x your income? This is where you start. His book, The Hard Way, lays out the brutal, honest lessons he learned building his empire—your blueprint to winning the game. Get it here: https://bradlea.com/product/the-hard-way/

This isn't just a video. It's a wake-up call. Watch it. Share it. Act on it.

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