Home Service Business Success

When it comes to profit, most home service business owners seem to be asking the wrong questions and focusing on the wrong things...

...and that can have COSTLY consequences.

In this episode, Kenny Chapman and Chris Crew look at the critical aspects of profitability and operational efficiency. They challenge traditional thinking about business margins and touch upon the most common “profit suckers” many business owners completely overlook.

And to help you protect your profit margins, you’ll hear a couple of real-life examples too!

• Chris Crew shares a story that relates to wanting to drive profitability into a business – there’s some other stuff going on and you have to be aware.
• Kenny Chapman touches upon a couple of examples of so-called “profit-suckers.”
• The real question shouldn’t be “What kind of margin are you running?,” rather “What do you account for direct cost in your business?,” says Chris.
• Chris and Kenny discuss the things that can start eroding profit margins – starting with gross margin.
• Never forget: when you know who you are, you’ll know what to do.
• Chris believes that the very first thing anyone should do when they want to strengthen profit margins is to first look at gross margin.
• Did you know that in most services businesses, 50% of the revenue is in field labor, office labor, overhead labor, material and equipment?
• Chris explains why he believes that the process in your business should NOT be built around people.
• Chris and Kenny talk about operational inefficiencies, AA, “closing the loop”, and how Chris built his business off of other people’s money by leveraging his relationships.
• “We defend what we know because uncertainty is so scary,” says Kenny – don’t fall victim to this!
• Chris and Kenny share an example of how much operational inefficiency can start to eat up your profit margin.

Mentioned in This Episode:

HomeServiceBusinessSuccessShow.com/6

The Blue Collar Success Group

Frank Blau

HSBS episode 5 - HomeServiceBusinessSuccessShow.com/5

HSBS episode 1 - HomeServiceBusinessSuccessShow.com/1

Mindset plays a crucial role in navigating the challenges of running a home service business.

In this episode, Kenny Chapman and Chris Crew dive into the dangers of "top line intoxication" and how it impacts profitability, culture, and quality of life.

You’ll learn about balancing intuition with systems, understanding true costs, creating a business that’s true to your values, and why you should approach your business as if you’re going to sell it...even if that’s not actually the case.

• Co-hosts Kenny Chapman and Chris Crew share their desire to give back to the home service industry.
• Chris compares the relentless chase for top line revenue to “an addict looking for the next high” and breaks down the neurological cycle behind it.
• Chris breaks down the neurological process that takes place when the top line revenue “cycle” occurs.
• Focusing solely on revenue growth – while ignoring profitability and margins – can lead to dangerous consequences for your business.
• Chris and Kenny discuss the intoxication around income – and what impact it can have on your quality of life.
• A client of Blue Collar Success Group chose not to scale his $3M company to $10M – Chris discusses the main reason behind his decision.
• Beware: top line intoxication can lead you to not only sacrifice profits and margins, but company culture too!
• Kenny and Chris talk about bringing together different ways of approaching life, the role of intuition in business, and running at your own pace.
• Thinking about your business as if you’re planning to sell it will lead you to having systems in place, quality leadership, and you driving profit.
• Here’s a powerful “mantra” for home service business owners: when the business isn’t right, it’s because something isn’t being done right on the basics.
• Chris unpacks the concepts of understanding your true cost to open the doors and pricing your services for the business you want to become, not the one you are today.
• There’s a healthier "dopamine rush" every business owner should chase: clarity on daily costs and a sustainable path to success.
• Chris lays out the key metrics to track at different revenue stages, from $250K to $10M+, and how they can guide your growth journey.

Mentioned in This Episode:

HomeServiceBusinessSuccessShow.com/5

The Blue Collar Success Group

HSBS episode 1 - HomeServiceBusinessSuccessShow.com/1

HSBS episode 4 - HomeServiceBusinessSuccessShow.com/4

Dopamine Nation: Finding Balance in the Age of Indulgence by Dr. Anna Lembke

Tony Robbins

Alan O’Neill

Chris Crew and Kenny Chapman dive into strategies to generate more quality leads and drive sustainable growth.

Tune in to hear about practical tips for filling your pipeline with quality lead generation, how to approach sales calls and spend your marketing budget, and brand awareness, as well as market domination and the role your mindset will play in all of this.

• The episode kicks off with The Blue Collar Success Group president Chris Crew and founder Kenny Chapman addressing the question “No leads, no problem?”
• Chris shares a story of what happens with his past business that led them to go from not having enough calls to having too many calls with leads.
• Kenny explains why the way you’re probably thinking about leads right now is short-sighted.
• A common mistake people make with leads is putting away the “digging tools” as soon as things go well.
• Chris discusses something you can do, from an operational standpoint, to truly see what’s going on in your business.
• On a call, do you tend to give a long list of the services you provide? “Do things differently,” says Chris Crew. “List only what you don’t offer.”
• Chris and Kenny address the aspect of budget in relation to leads and marketing, and the reasons why businesses struggle with lead generation.
• Remember: a part of your marketing is about testing things.
• Some business owners forget to track the effectiveness of what they’re already doing marketing-wise.
• Kenny takes back the curtain on one strategy that helped him dominate his market.
• Chris and Kenny go over why you shouldn’t put all of your eggs in one basket, as well as how to go about actually testing your efforts and strategies.
• When it comes to brand awareness, ensure that all of your marketing looks and feels like your brand.
• For Kenny, leads are like speaking languages – make sure that you’re speaking the right language to the right lead.
• Chris identifies the type of leads you shouldn’t buy first when using a lead aggregator.
• An important lesson to remember: it may feel boring at times but, as Kenny says, “When it comes to your brand, boring is brilliant!”

Mentioned in This Episode:

HomeServiceBusinessSuccessShow.com/2

The Blue Collar Success Group

HSBS episode 1 - HomeServiceBusinessSuccessShow.com/1

Angi (formerly known as HomeAdvisor)

Yellow Pages

Family Feud

Steve Harvey

Coca-Cola

Pepsi

What can be done to plan and run an effective marketing campaign, and add magic to it?

In this episode, Chris Crew and Kenny Chapman from The Blue Collar Success Group provide an overview of different strategies home services businesses can use to get the word out.

From ways to create organic content at scale, to pay-per-click, understanding your marketing budget and tapping into “old school” and innovative marketing channels – no stone is left unturned here! Tune in to learn how to best attract your target clients.

• Chris Crew starts by explaining what he actually sees when looking at magic to marketing.
• Want more effective lead generation strategies? Look at how to create a scalable process.
• Chris and Kenny Chapman do a quick recap of the previous HSBS episode – which talked about “no leads, no problem?”
• Chris doesn’t believe in set-it-and-forget-it, rather in making a plan, executing it, and then making adjustments.
• “Look at the numbers” doesn’t mean what you probably think it means, says Chris.
• Chris and Kenny look at “the most undervalued marketing channel there is” – social media.
• Organic content vs. paid ads – here’s what you should know about using them in your home service business.
• Chris believes that Google and pay-per-click ads will become the Yellow Pages of marketing.
• Got a website? It will probably become more important than ever, especially with A.I.
• Chris talks about what you should do if or when you’re not the expert.
• Kenny touches upon the importance of mindset and a surprising thing about the change happening today.
• For Kenny, marketing is simply an exchange of information.
• Remember this: resisting change is NOT a good idea...
• Chris and Kenny discuss change, the role of testing, and why “where there’s attention, there will be ads.”
• Chris shares the questions he asks any vendor before doing any paid advertising work together, as well as a couple of strategies and resources to add magic to your marketing.
• Kenny breaks down the etymology of the word “ignorance”, and what home service business owners can do to potentially fill gaps in their marketing approach.
• Chris and Kenny touch upon some psychological hack and strategies that can make your marketing more effective and increase sales.

Mentioned in This Episode:

HomeServiceBusinessSuccessShow.com/3

The Blue Collar Success Group

HSBS episode 1 - HomeServiceBusinessSuccessShow.com/1

HSBS episode 2 - HomeServiceBusinessSuccessShow.com/2

The Six Dimensions of C.H.A.N.G.E.: The Proven Plan to Getting What You Want by Kenny Chapman

Nextdoor

Thumbtack

Pandora

YouTube Music

Vizard.ai

The Next 100 Years: A Forecast of the 21st Century by George Friedman

The Home Service Business Success show...launching November 13!