The $100 Million Mindset
Welcome to The $100 Million Mindset, the source for business owners who aspire to scale, grow, and reach their full potential. Whether you’re aiming for $5 million, $10 million, or $100 million, Your hosts are Alan O’Neill, the Irish Plumber who scaled Abacus Plumbing and Cooling to over $100 Million and Todd Liles, a coach to high-performing business leaders and the owner of Service Excellence, are going to help you think bigger, act smarter, and take your business to the next level.
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How GREAT Businesses Scale: Secrets of Marketing, Leadership & Community | Matt Michel
07/08/2025
How GREAT Businesses Scale: Secrets of Marketing, Leadership & Community | Matt Michel
Scaling your business isn’t about luck...it’s about mindset, marketing, and building the right community around you. In this episode of The $100 Million Mindset, Todd Liles & Alan O'Niell sit down with industry icon Matt Michel to reveal what separates small contractors from those who grow into multi-million-dollar giants. Matt shares powerful lessons from growing Service Nation and the Service Roundtable, including how to avoid shiny object syndrome, why community trumps price, and what life looks like after selling your business. What's Inside: -Why marketing is everything—and everything is marketing -How great leaders step aside so their team can shine -The mindset shift from a $2M contractor to a $20M contractor -Why chasing every new tool or trend can stall your growth -How community and connection create loyal customers beyond price -The emotional reality of selling your business—and finding purpose afterward If this episode hit home, follow, review, and share it with a business owner who’s ready to grow with purpose. The $100 Million Mindset isn’t for the average—it’s for those bold enough to lead, scale, and leave a legacy. Resources & Links: 📌 Connect with Todd Liles: | | 🔗 Full show notes and resources:
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Why most ads fail...and how to build ones that feel unforgettable - Roy H. Williams
07/01/2025
Why most ads fail...and how to build ones that feel unforgettable - Roy H. Williams
In Part 2 of our in-studio conversation with legendary ad wizard Roy H. Williams, we go deeper than tactics. This is a raw, no-BS masterclass in what it really takes to build a brand that sticks. Roy unpacks why emotional storytelling beats clever slogans, why most business owners don’t have the courage to lead their brand—and how your story can become your superpower. You’ll hear the real reason he walked away from short-term marketing wins, how he finds clients with staying power, and what makes ads like Scudamore’s “Shield of Love” and Elmer’s tribute to his mom so powerful. Spoiler: these ads can’t be copied—and that’s the whole point. Roy challenges entrepreneurs to stop hiding behind mascots and logos and start building something only they could create. Because if you’re not willing to be the face of your brand, maybe you shouldn’t be building it. What's Inside: -Why storytelling beats logic in high-ticket advertising -How to build a brand no competitor can steal -The trap of short-term wins and “click-chasing” -Why brand is more than a logo—it’s your values made visible -What makes an ad unforgettable (and unstealable) If this episode hit home, follow, review, and share it with a business owner who’s ready to grow with purpose. The $100 Million Mindset isn’t for the average—it’s for those bold enough to lead, scale, and leave a legacy. Resources & Links: 📌 Connect with Todd Liles: | | 🔗 Full show notes and resources:
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The Secret Behind Brands You Never Forget — Roy H. Williams on Storytelling & Belief
06/24/2025
The Secret Behind Brands You Never Forget — Roy H. Williams on Storytelling & Belief
He’s the Wizard of Ads, and he’s rewriting how you think about marketing. In this episode of The Wizard of Ads, Roy H. Williams joins Todd Liles for Part One of a two-part masterclass on branding, belief, and building businesses that actually stand for something. Roy isn’t talking fluff...he’s sharing the frameworks behind some of the most iconic campaigns in home services. From Morris-Jenkins to Eco Plumbers, every ad he creates starts with one mission: find the truth, make it human, and make it stick. You’ll hear about Roy’s “Character Diamond” framework (used in every ad he writes), how he helps owners uncover the story hiding in plain sight, and why boring brands always fail—no matter how big their budget. This is branding at its most real, raw, and resonant. What's Inside: -Why belief comes before results—and how to borrow it when you need to -How to turn a company into a brand people root for -What makes stories powerful (and why you can’t fake them) -Why logos don’t matter—but character does -The truth about Roy’s favorite cheat code: human contradiction If this episode hit home, follow, review, and share it with a business owner who’s ready to grow with purpose. The $100 Million Mindset isn’t for the average—it’s for those bold enough to lead, scale, and leave a legacy. Resources & Links: 📌 Connect with Todd Liles: | | 🔗 Full show notes and resources:
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How Ellen Rohr Turned Financial Chaos Into a $40M Business
06/17/2025
How Ellen Rohr Turned Financial Chaos Into a $40M Business
Ellen Rohr thought she was crushing it—until she hit a wall. Her business was in financial trouble. Her marriage was on the edge. And the truth was, she couldn’t even read her own P&L. In this episode of The $100 Million Mindset, Ellen shares the raw, unfiltered story of how she turned things around—starting with one bold decision: learning the numbers. You'll hear exactly how she went from survival mode to scaling a $40M legacy business—and how you can do the same. Whether you're a contractor, entrepreneur, or service business owner, this is a must-watch episode on financial leadership, business clarity, and scaling with confidence. What's Inside: The top financial mistakes business owners make How “napkin math” can save your business What to do when your team (or spouse) doesn’t trust you Why knowing just a few numbers changes everything How to lead with clarity—even under pressure If this episode hit home, follow, review, and share it with a business owner who’s ready to grow with purpose. The $100 Million Mindset isn’t for the average—it’s for those bold enough to lead, scale, and leave a legacy. Resources & Links: 📌 Connect with Todd Liles: | | 🔗 Full show notes and resources:
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Jonathan Bancroft $100M Leadership Principles Every Business Owner Should Know
06/10/2025
Jonathan Bancroft $100M Leadership Principles Every Business Owner Should Know
What does it really take to go from sweeping floors to leading a $100 million business? In this episode of The $100 Million Mindset, Todd Liles and Alan O’Neill sit down with Jonathan Bancroft, Wrench Group Regional CEO and author of Mr. Jenkins Told Me, to unpack the transformation behind the title. Jonathan’s story is one of grit, mentorship, and character—how a $9/hour apprentice became a servant-hearted CEO by living out timeless leadership principles. Whether you're trying to build a legacy business or develop future leaders, this episode delivers the mindset shift needed to lead with humility, scale with integrity, and stay grounded while growing big. You’ll Learn How To: -Rise through the ranks without shortcuts -Build leadership through mentorship and repetition -Develop a performance culture that actually sticks -Lead people by values—not ego -Celebrate wins in ways that multiply momentum -Create loyalty through handwritten moments and human connection Mentioned in This Episode: Mr. Jenkins Told Me by Jonathan Bancroft Morris-Jenkins Home Services Scaling Up by Verne Harnish If this episode hit home, follow, review, and share it with a business owner who’s ready to grow with purpose. The $100 Million Mindset isn’t for the average—it’s for those bold enough to lead, scale, and leave a legacy. Resources & Links: 📌 Connect with Todd Liles: | | 🔗 Full show notes and resources:
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From Nothing to $25M: Discipline, Grit, and 3:45 AM Wake-Ups
06/03/2025
From Nothing to $25M: Discipline, Grit, and 3:45 AM Wake-Ups
The unlikely path from teenage janitor to powerhouse CEO and fitness leader. In this episode of The $100 Million Mindset, Todd Liles and Alan O’Neill sit down with Lynn Tomasek, CEO of Brothers Plumbing, Heating & Electric. Lynn’s story is one of grit, discipline, and heart. From cleaning bathrooms at 13 to running a $25M+ home service company, she’s proof that leadership isn’t about title—it’s about tenacity. They unpack how fitness rebuilt her confidence, why perfectionism was holding her back, and how slowing down helped her scale up—with the right people in the right seats. You’ll learn how to: -Build trust and leadership credibility through experience—not just authority -Use tools like Culture Index to hire for values and role fit -Turn physical discipline into mental resilience and business clarity -Let go of perfectionism and lead with authenticity -Leave a legacy that goes beyond revenue Mentioned in This Episode: The Culture Index for hiring and team alignment The 12 Week Year framework for focus and execution The Miracle Morning and fitness as leadership fuel Overcoming perfectionism and people-pleasing Why small wins in fitness build massive momentum in business If this episode hit home, follow, review, and share it with a business owner who’s ready to grow with purpose. The $100 Million Mindset isn’t for the average—it’s for those bold enough to lead, scale, and leave a legacy. Resources & Links: 📌 Connect with Todd Liles: | | 🔗 Full show notes and resources:
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How Firing Their Top Performer Saved Steve Egner’s Company Culture
05/27/2025
How Firing Their Top Performer Saved Steve Egner’s Company Culture
It’s every owner’s nightmare: your highest-producing tech is also the one creating the most chaos. In this episode of The $100 Million Mindset, Todd Liles and Alan O’Neill sit down with Steve Egner of Steve’s Plumbing to unpack one of the hardest leadership calls you’ll ever face—firing your top performer for the sake of your team and culture. What followed was a total rebuild, a new hiring philosophy, and a business stronger than ever. This episode is a roadmap for owners navigating team dysfunction, culture clashes, and the cost of misaligned talent. You’ll learn how to: -Fire for values, not just performance -Rebuild your company culture from the ground up -Use systems and inspections to raise standards -Develop apprentices instead of hiring egos -Lead your company without staying in the truck -Scale through clarity, accountability, and grit Mentioned in this episode: The firing that protected the long-term culture Mandatory inspections and high-accountability systems The Culture Index and values-based hiring Steve’s story of near financial collapse—and total rebuild Apprenticeship that builds people, not just skill Leadership transitions and stepping out of the truck If this episode hit home, follow, review, and share it with a business owner who’s ready to grow with purpose. The $100 Million Mindset isn’t for the average—it’s for those bold enough to lead, scale, and leave a legacy. Resources & Links: 📌 Connect with Todd Liles: | | 🔗 Full show notes and resources:
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How Aaron Hagan Scaled His Business to $65M Without Burning Out
05/20/2025
How Aaron Hagan Scaled His Business to $65M Without Burning Out
Aaron Hagan almost lost everything—his business, health, and family. In this episode of The $100 Million Mindset, Todd Liles sits down with Aaron to unpack how a challenging conversation at home sparked a total transformation in how he led his people, built systems, and scaled the company. From near-bankruptcy to launching high-performing locations across multiple cities, Aaron’s story proves that true growth only happens when you stop trying to do it all yourself. This episode is about grit, humility, faith, and the power of leading with vulnerability. You’ll learn how to: -Scale your business by empowering leaders, not just building systems -Let go of control without losing standards -Recognize when competition is killing your culture -Recover from failure—and use it to lead better -Build with purpose, integrity, and faith -Train your next generation of operators and leaders Mentioned in this episode: The family conversation that changed Aaron’s leadership forever The cost of toxic competition and the shift to core values Systems vs. people: what really scales a company Why faith became Aaron’s anchor in leadership Training programs for operators—not just techs Franchise growth vs. independent ownership Building teams that multiply—not drain—your momentum If this episode hit home, follow, review, and share it with a business owner who’s ready to grow with purpose. The $100 Million Mindset isn’t for the average—it’s for those bold enough to lead, scale, and leave a legacy. Resources & Links: 📌 Connect with Todd Liles: | | 🔗 Full show notes and resources:
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The Cost of a $100M Legacy: Built on Grit, Loyalty, and Leadership
05/13/2025
The Cost of a $100M Legacy: Built on Grit, Loyalty, and Leadership
Most family businesses survive on tradition. Few become legends. In this episode of The $100 Million Mindset, Todd Liles sits down with Jimmie Dale of Baker Brothers Plumbing, Air & Electric. Jimmie didn’t just inherit the business—he bought it, signed the loans himself, and scaled it into one of the most trusted brands in the trades. This is a story of ownership, discipline, and the faith it takes to lead a company into the $100M+ stratosphere. You’ll learn how to: -Lead differently when your name is on the line -Build brand consistency that creates market dominance -Expand into new trades without losing trust or culture -Hire leaders from outside the trades—and train them to win -Pick the right private equity partner (and protect your culture while doing it) -Balance faith, discipline, and long-term legacy in a fast-scaling business Mentioned in this episode: The shift from Yellow Pages to top-of-funnel media branding Private equity partnerships that triple your business without selling your soul Mindshare vs. clicks: why branding beats PPC Recruiting leaders from outside the industry Leading through faith, transparency, and personal growth Jimmie’s philosophy: “Serve first—success follows” If this episode hit home, follow, review, and share it with a business owner who’s ready to grow with purpose. The $100 Million Mindset isn’t for the average—it’s for those bold enough to lead, scale, and leave a legacy. Resources & Links: 📌 Connect with Todd Liles: | | 🔗 Full show notes and resources:
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Brotherhood, Obsession, and the Relentless Climb to $100M
05/06/2025
Brotherhood, Obsession, and the Relentless Climb to $100M
What does it take to scale a trades business to $100 million—without selling your soul? In this episode of The $100 Million Mindset, Todd & Alan sit down with James and Michael, the immigrant brothers behind Alliance Climate Control in Sydney. Together, they unpack what it means to build a high-integrity, high-performance business in one of the world’s fastest-growing home service markets. You’ll learn how to: Build internal training and leadership pipelines from scratch Position your brand with premium craftsmanship and elite standards Maintain culture, connection, and loyalty while scaling fast Use vision to drive action, and create opportunities for others Avoid the biggest scaling mistakes around talent, trust, and funding If this episode hit home, follow, review, and share it with a business owner who’s ready to grow with purpose. The $100 Million Mindset isn’t for the average—it’s for those bold enough to lead, scale, and leave a legacy. Resources & Links: 📌 Connect with Todd Liles: | | 🔗 Full show notes and resources:
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The Leadership Philosophy That Scaled Any Hour Services to Half a Billion
04/29/2025
The Leadership Philosophy That Scaled Any Hour Services to Half a Billion
Most people say they want to grow a big business. Wyatt Hepworth actually did it—by focusing on people, culture, and leadership at every level. In this episode of The $100 Million Mindset, Alan and Todd sit down with Wyatt to unpack how he scaled Any Hour Services from a $250K electrical shop into a $500M multi-trade powerhouse with over 30 locations—and a culture that fuels performance. If you're serious about building a business that lasts, this conversation is your blueprint. You’ll learn how to: Create a culture where people want to perform Add new trades without blowing up your business Develop in-house leaders who carry the vision forward Build a business that outlives you If this episode hit home, follow, review, and share it with a business owner who’s ready to grow with purpose. The $100 Million Mindset isn’t for the average—it’s for those bold enough to lead, scale, and leave a legacy. Resources & Links: 📌 Connect with Todd Liles: | | 🔗 Full show notes and resources:
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How Paul Kelly Built a $250M Service Giant With Culture at the Core
04/22/2025
How Paul Kelly Built a $250M Service Giant With Culture at the Core
What if the fastest way to scale a $250 million service business wasn’t about chasing the latest trend—but slowing down, simplifying, and putting your people first? In this episode of The $100 Million Mindset, Alan and Todd sit down with Paul Kelly, the powerhouse behind Parker & Sons, to unpack how he grew from $7 million to $250 million—without burning out his team or overcomplicating the process. Whether you’re a service business owner or a leader looking to grow with clarity and intention, this conversation delivers field-tested strategies that actually work. You’ll learn how to: Build a team that performs and stays Simplify operations to scale without chaos Market consistently (without gimmicks) Lead in a way people want to follow If this episode hit home, follow, review, and share it with a business owner who’s ready to grow with purpose. The $100 Million Mindset isn’t for the average—it’s for those bold enough to lead, scale, and leave a legacy. Resources & Links: 📌 Connect with Todd Liles: | | 🔗 Full show notes and resources:
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What It Takes to Build a $100 Million Business
03/21/2025
What It Takes to Build a $100 Million Business
What does it really take to build a $100 Million business? In this debut episode, Todd Liles and Alan O’Neill lay the foundation for what the $100 Million Mindset is all about. It’s not fluff. It’s not hype. It’s the real story of how Alan scaled from five trucks to a $100M+ powerhouse—without losing his soul or edge. You’ll hear how private equity changed the game, what it actually takes to recruit high-caliber talent, and why scaling isn’t just about revenue—it’s about alignment, discipline, and legacy. What You’ll Learn in This Episode: How Alan shifted from $2M goals to $100M execution The truth about partnering with private equity Building a team that scales with your vision Financial habits that protect profit and peace of mind Why legacy matters more than ever If this episode hit home, follow, review, and share it with a business owner who’s ready to grow with purpose. The $100 Million Mindset isn’t for the average—it’s for those bold enough to lead, scale, and leave a legacy. Resources & Links 📌 Connect with Todd Liles: | | 🔗 Full show notes and resources:
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