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

There’s no denying it: sales can make or break a home service business. However, mastering it requires more than just a good pitch…

Kenny Chapman and Chris Crew dive into the mindset, strategies, and processes that drive successful sales, even in a challenging market.

From overcoming industry resistance to creating repeatable systems, you’ll hear game-changing insights that will help put your business on “fast forward.”

• Co-host Kenny Chapman reveals his initial focus when launching Blue Collar Success Group and how it shaped his approach to sales.
• Kenny and Chris Crew talk about the power of doing things differently in sales and how sales can “cover up a multitude of sins” in a business.
• Kenny is a firm believer of the fact that businesses are ruined when things are good – it just doesn’t show up until things slow down.
• Chris brings up the sales resistance that seems to be present within the home service business industry.
• As a home service business owner, you’re a sales and marketing person…whether you like it or not.
• Chris touches upon what happens when you’re more focused on sales as a practice instead of as a tactic.
• Kenny talks about an impactful phenomenon that’s just starting: the so-called blue collar tsunami.
• Chris and Kenny discuss the importance of people and processes – and the mindset business owners should have when it comes to their staff.
• When it comes to sales, there’s an important lesson home service businesses can learn from Hollywood.
• Want to really put your business on “fast forward”? Get a repeatable, duplicable, sales process in place.
• Chris illustrates the role of TTQ (time to quote), number of options, and number of line items per call within the sales process and the art of mastering it.
• Chris spills the beans on a couple of different strategies he leverages whenever he’s confronted with objections by a potential client.
• Chris shares an analogy between sales and medicine.

Mentioned in This Episode:

HomeServiceBusinessSuccessShow.com/4

The Blue Collar Success Group

Leadership in a Nutshell Podcast

Frank Blau

Jim Rohn

Nick Nanton

Paulding County High School

Blue Collar Success Laws: Your No-Nonsense Guide to Problem-Solving, Productivity, & Profit by Kenny Chapman