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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Growth Requires Limits: Discipline, Cash, and Real Scale (with Matt Michel)
02/03/2026
Growth Requires Limits: Discipline, Cash, and Real Scale (with Matt Michel)
Growth doesn’t come from more freedom. It comes from better limits. In this episode of The $100 Million Mindset, Matt Michel explains why founders who avoid constraints end up stuck in chaos, while those who embrace discipline scale faster and with less stress. This conversation breaks down the real role of numbers, cash, structure, and boundaries in building a durable business. If your company feels busy but unstable, this episode will reset how you think about growth. 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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You Can’t Systemize What You Don’t Understand - Ryan Fenn, CEO of Chiirp
01/27/2026
You Can’t Systemize What You Don’t Understand - Ryan Fenn, CEO of Chiirp
Founders don’t struggle because they lack systems. They struggle because they try to systemize work they don’t fully understand yet. In Part Two of this conversation on The $100 Million Mindset, Todd Liles sits down with Ryan Fenn, CEO of Chiirp, to unpack a hard-earned truth about scale, leadership, and growth: You can’t systemize what you don’t understand. This episode goes deeper into why founder-led hustle isn’t something to escape, it’s how clarity, conviction, and real systems are built. Ryan shares what he learned by staying close to sales, messaging, and execution before ever handing things off. These aren’t theories. They’re lessons earned the hard way. 👉 If you haven’t watched Part One yet, start there first: In this episode, you’ll learn: Why systems fail when founders skip firsthand understanding How hustle creates the blueprint for scale The danger of delegating before conviction exists When it’s actually safe to build systems Why founders must carry the message before handing it off How clarity, not tools, becomes the real constraint on growth If you’re building systems right now, this episode will help you ask the most important question first: Do I understand this well enough to scale it? 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 Your Hustle Isn’t Scaling (and How Systems Will Save You) - Ryan Fenn, Founder of Chiirp
01/20/2026
Why Your Hustle Isn’t Scaling (and How Systems Will Save You) - Ryan Fenn, Founder of Chiirp
Most business owners don’t lose because they’re lazy—they lose because they’re reactive. In the Season 2 premiere of The $100 Million Mindset, Todd Liles and Alan O'Neill sit down with Ryan Fenn, founder of Chiirp. Ryan shares his incredible journey from being a "broke founder" who couldn't pay for a sandwich to building a company with a multi-million dollar valuation by mastering one critical shift: moving from pure hustle to intentional systems. In this episode, you’ll learn: The "Leadership Tax": Why avoiding hard decisions quietly compounds cost, stress, and confusion. Systems vs. Hustle: Why your business breaks when lead flow increases if you don't have a consistent follow-up process. The Power of Qualification: How Ryan whittled down 300 leads a day to the 5 most qualified buyers using automated funnels. Identity Before Performance: Why believing in your "superhuman capabilities" is the first step to removing limits on your growth. The "Right Way" Premium: Why doing things ethically might cost you in the short term but is the only way to protect your peace and long-term success. Featured Guest: Ryan Fenn: CEO and Founder of Chiirp, who started his entrepreneurial journey with a $400 windshield repair kit and a drive to provide for his family. 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 Culture is the Real Limit on Your Growth (And How to Build It)
01/13/2026
Why Culture is the Real Limit on Your Growth (And How to Build It)
Company culture rarely fails overnight. It erodes quietly—through what gets ignored, excused, or left unaddressed. In this $100 Million Mindset compilation episode, we pull together key conversations from across the series to examine why company culture breaks down—and what it actually takes to rebuild it intentionally. This isn’t about slogans, perks, or values decks. It’s about: Identity before performance Behavior before policies Standards before scale You’ll hear why culture is always being built—either by design or by default—and how leaders shape it through what they tolerate, reinforce, and model under pressure. If your business feels harder to manage as it grows, if standards feel inconsistent, or if performance drops when stress rises, this episode will help you see culture for what it really is—and how to take responsibility for shaping it. 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 Happens After You Win? Leadership, Legacy, and the Cost of Building Big
01/06/2026
What Happens After You Win? Leadership, Legacy, and the Cost of Building Big
Most leadership content talks about how to build, grow, and scale. Very little talks about what happens after you win. In this special $100 Million Mindset compilation, Todd Liles and Alan O’Neill step into a quieter, harder conversation, the personal toll of leadership once the business is built. This episode pulls together some of the most replayed moments on: Burnout that shows up after success The emotional weight of selling or stepping back Identity loss when the company no longer needs you Family strain, relief, grief, and purpose after control Why legacy isn’t what you build, but who you build You’ll hear honest reflections from leaders who’ve lived it, including Matt Michel and Paul Kelly, alongside Todd and Alan’s own hard-earned perspective on stewardship, succession, and sustainability. This isn’t about exit strategies. It’s about meaning. It’s about leadership after momentum fades. And it’s about building something that lasts without costing you everything else. In this episode, you’ll learn: Why leaders often feel empty after the build is complete The emotional reality behind selling a business Why relief and grief often arrive together How identity gets tied to control What real legacy actually looks like in practice If you’re building something big, or already built it, this episode will hit closer than you expect. 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 Side of Growth Leaders Don’t Talk About (Most Replayed Moments of 2025)
12/23/2025
The Side of Growth Leaders Don’t Talk About (Most Replayed Moments of 2025)
Leadership doesn’t just cost time, money, or energy. It costs emotional bandwidth, relationships, health, and presence. In this special compilation episode of The $100 Million Mindset, Todd Liles and Alan O’Neill pull together the most replayed moments that reveal the human toll of leadership — the part most leaders never plan for. Across these conversations, you’ll hear: How stress follows leaders home, even when they think it won’t Why burnout and fatigue quietly sabotage decision-making How ambition can strain marriages, families, and health Why leadership becomes lonely without real partnership What sustainable growth actually requires beyond hustle This episode isn’t about slowing down your ambition. It’s about surviving it. If you’ve ever felt like the bottleneck…If success hasn’t felt the way you thought it would…If the weight of leadership is heavier than you expected… This conversation will feel uncomfortably familiar — and deeply grounding. 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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Leadership That Scales: Training, Coaching & Building the Leaders Who Carry Your Growth
12/16/2025
Leadership That Scales: Training, Coaching & Building the Leaders Who Carry Your Growth
Scaling a business isn’t about adding more trucks or pushing harder. It’s about building leaders who can carry the growth, protect the culture, and make decisions with clarity when the pressure rises. In this curated collection of 100 Million Mindset’s most impactful conversations, Todd Liles and Alan O’Neill revisit the moments that shaped their thinking on scalable leadership — featuring insights from operators and leaders across the season. You’ll hear from guests who lived the weight of fast growth, rebuilt their organizations, trained up their people, and learned what happens when the leadership bench is too shallow to support the vision. In this episode, you’ll learn: Why companies stall when leadership doesn’t scale What great coaching and training really look like How leaders spread clarity instead of chaos The difference between delegating tasks and developing ownership How to build leaders who think and decide the way you would Why the next stage of growth depends on the people you elevate This episode is a reality check for every founder and leader who wants to scale without breaking their business — or themselves. Because growth doesn’t rise to the level of your ambition…it rises to the level of your leaders. 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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Breakthrough Lessons: The Hidden Cost of Leading Without Clarity
12/09/2025
Breakthrough Lessons: The Hidden Cost of Leading Without Clarity
Every leader dreams of growth. Few prepare for what growth demands. This episode brings together the breakthrough moments leaders replayed the most — the stories where ambition collided with reality, where numbers told the truth leaders were afraid to face, and where the foundation proved more important than momentum. You’ll hear Ellen Rohr describe the day she realized she didn’t actually understand her business — and how clarity rebuilt everything. You’ll hear Mike Wilson explain how a recession layoff reshaped his identity and forced him to rebuild from the inside out. You’ll hear Wyatt Hepworth reveal why you must hire for the company you want, not the one you currently operate. And you’ll hear Todd and Alan explain why simplicity, fundamentals, and financial literacy are the only paths to sustainable growth. This episode isn’t about scaling. It’s about strengthening what must exist before scaling is even possible. If your business feels heavier than it should… If your growth created more confusion than opportunity… Or if you’re finally ready to see what your numbers are really saying... This conversation will steady your footing. You’ll learn: Why leaders fall apart before businesses do How financial clarity protects you from disaster Why “confidence without numbers” is a liability How overcomplication destroys momentum The truth about hiring for your future, not your present Why foundation—not ambition—determines how far you can grow Growth rewards those who prepare. Reality humbles those who don’t. This is the episode that helps you build something that will last. 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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Most Replayed Moments: The Truth About Profit That Every Leader Needs To Hear.
12/02/2025
Most Replayed Moments: The Truth About Profit That Every Leader Needs To Hear.
The moment every leader grows is the moment they finally confront the truth about profit. This highlight episode brings together the clips that forced owners to stop guessing and start leading with clarity. These are the most replayed moments of Season 1 — the conversations that hit hardest, exposed hidden weaknesses, and showed owners that survival and growth both rest on the same foundation: margin discipline. You’ll hear the realizations that changed careers and companies: The operator who thought he was profitable until he saw the real numbers… the team that discovered underpricing was silently draining their growth… and the executives who learned that profit isn’t greed. It’s responsibility. This episode is the playbook for every leader who wants to build a company that’s strong, stable, and built on truth instead of hope. In this episode, you’ll learn: Why revenue creates illusions but profit creates clarity The emotional moment leaders see their true numbers How underpricing slowly destroys healthy companies The fundamentals of margin discipline and responsible pricing Why raising prices is a leadership test, not a math problem How forecasting protects you from chaos, fear, and surprises Why profit is the real measure of health, stability, and growth If you want a business that grows without breaking — and survives the mistakes that take others down — these are the lessons you can’t afford to miss. 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 Rachel Egner Used Discipline to Build Her Wealth, Health, and Her Life
11/25/2025
How Rachel Egner Used Discipline to Build Her Wealth, Health, and Her Life
Most people think success requires a perfect background, early advantages, or natural talent. Rachel Egner proves the opposite. Through pure discipline, she became a world-record-holding rower in her 50s and helped build a thriving home service company, real estate investments, and true financial freedom — all while prioritizing health, family, faith, and long-term mindset. In this episode, Todd Liles and Alan O’Neill sit down with Rachel to unpack the behaviors and principles that transformed her life. From starting with two weeks of cash reserves to building real wealth, to overcoming her husband’s health crisis, Rachel’s story is a blueprint for living with intention and discipline. You’ll learn: Why discipline—not motivation—creates freedom How Rachel became a world-class athlete later in life The habits that strengthened her marriage, business, and finances How she and her husband built real wealth through consistent behaviors Why health became the centerpiece of their life after a major scare How to build a life you don’t need to escape from This is one of the most practical, inspiring, and deeply human conversations ever recorded on the $100 Million Mindset. 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 Systems, Faith & Discipline Behind Sustainable Business Growth w/ Billy & Jennifer Cline
11/18/2025
The Systems, Faith & Discipline Behind Sustainable Business Growth w/ Billy & Jennifer Cline
Most entrepreneurs want freedom. But freedom doesn’t come from hustle — it comes from systems, faith, and leadership. In this episode of The $100 Million Mindset, Todd Liles and Alan O’Neill sit down with Billy and Jennifer Cline, owners of Your New Door, to unpack the hard-won lessons behind building a business that actually lasts. Billy and Jennifer reveal how discipline and faith guide every decision — from building systems that scale to keeping a marriage and team aligned under pressure. This isn’t about chasing growth. It’s about earning it through structure, purpose, and people. You’ll learn: Why vision without systems is fantasy How faith keeps business grounded when challenges hit The importance of discipline in leadership and team growth Why systems create freedom — not chaos How to scale your company without losing your soul 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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Stop Chasing Leads: How Billy Cline Built a Market Leader by Playing the Long Game
11/11/2025
Stop Chasing Leads: How Billy Cline Built a Market Leader by Playing the Long Game
Most contractors chase leads. Billy Cline built a brand. In this episode of The $100 Million Mindset, Todd Liles and Alan O’Neill sit down with Billy Cline, founder of The Door Company, to unpack how he turned a one-truck operation into a market leader—without buying leads or playing the short game. Billy reveals how he used patience, positioning, and purpose to dominate a category most competitors ignored. This isn’t about ads or algorithms — it’s about earning authority through service, reputation, and consistency. You’ll learn: Why chasing leads kills long-term growth How to own your category by defining it first The secret behind Billy’s “farming, not hunting” philosophy Why Google can’t replace brand trust How patience compounds faster than ad spend “Google hunts. Your brand should farm.” — Billy Cline 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 Companies Fail at Training (and How to Fix It) - Aaron Behunin
11/04/2025
Why Most Companies Fail at Training (and How to Fix It) - Aaron Behunin
Most companies don’t have training problems...they have implementation problems. In this episode, Todd Liles and Alan O’Neill sit down with Aaron Behunin to reveal how to turn your training into a system that actually sticks. They’ll show you how to replace “role play” with skill practice, build trust before confrontation, and train until the metric improves. You’ll learn: Why “role play is dead” — and what to do instead How to build systems that create real behavior change The Exit Ticket method that keeps lessons alive How confidence, repetition, and self-worth drive performance Why “train until the metric improves” is the new benchmark for excellence Don’t just teach your team...transform them. 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 Blueprint for Building Leaders in the Trades | Aaron Behunin
10/28/2025
The Blueprint for Building Leaders in the Trades | Aaron Behunin
Every company wants growth — few build the leaders to sustain it. In this episode of The $100 Million Mindset, Todd Liles and Alan O’Neill sit down with Aaron Behunin, General Manager of Abacus Austin, to break down how the trades produce world-class leaders — one ride-along, one conversation, and one training session at a time. Aaron shares how leadership in the trades isn’t about titles or meetings — it’s about showing up, training daily, and building people with trust, humility, and accountability. This is the real blueprint for creating a leadership-driven culture inside a home service business. In This Episode: -How Abacus Austin built a leadership-driven culture -Why daily training creates consistency and confidence -Coaching through confrontation (without losing trust) -How to turn technicians into future leaders -The difference between managing and leading in the trades “You don’t build a business — you build leaders. And leaders build the business.” — Aaron Behunin 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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When Growth Costs Too Much: The Leadership Lessons from KangaRoof’s $22 Million Journey.
10/21/2025
When Growth Costs Too Much: The Leadership Lessons from KangaRoof’s $22 Million Journey.
Leadership isn’t about control — it’s about surrender. After scaling KangaRoof to $22 million, Stacie Feller discovered that growth without peace isn’t success at all. In this episode of The $100 Million Mindset, Stacie sits down with Todd Liles and Alan O’Neill to unpack the real lessons behind rebuilding, faith, and leading through change. It’s not another story about revenue — it’s a story about leadership maturity: – Why slowing down made the business stronger – How faith and gratitude rebuilt trust after the storm – The discipline of pruning teams and systems for clarity – Why “doing it the right way” protects both culture and profit Every leader reaches a point where more isn’t better — better is better. This is what it looks like when you stop chasing growth and start leading on purpose. 🎥 Watch Part 1 (The Storm That Broke KangaRoof): 👉 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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KangaRoof’s $22 Million Year: What Nearly Broke Stacie Feller (and How She Rebuilt Stronger)
10/14/2025
KangaRoof’s $22 Million Year: What Nearly Broke Stacie Feller (and How She Rebuilt Stronger)
When the 2021 Texas freeze hit, the phones at KangaRoof wouldn’t stop ringing. In just one year, co-owner Stacie Feller watched her roofing company grow from $12 million to $22 million in revenue. It was the biggest year in company history — and one of the hardest. Untrained hires. Broken systems. Burnout across the team. What looked like success from the outside was chaos behind the scenes. In this episode of The $100 Million Mindset, Todd Liles and Alan O’Neill sit down with Stacie Feller to unpack what happens when growth moves faster than your systems — and how she rebuilt stronger than before. In this episode, you’ll learn: Why rapid growth exposes the weaknesses in your systems The leadership lessons Stacie learned the hard way How to rebuild culture and trust after chaos Why systems and people—not just revenue—determine real success The mindset shifts that keep growth sustainable If you’re in roofing, HVAC, plumbing, or electrical, this story will save you from the same million-dollar mistakes. Because growth without systems isn’t success — it’s survival. 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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You’re Stuck at $3.5M Because You’re Still Wearing Every Hat (Here’s How to Fix It)
10/07/2025
You’re Stuck at $3.5M Because You’re Still Wearing Every Hat (Here’s How to Fix It)
Many home service owners hit a wall between $3.5M and $5M. At $2M, you can still white-knuckle it — answering phones at night, running calls by day, even cleaning the bathrooms on weekends. But at $3.5M+, the hats get too heavy. The more you try to do it all, the more growth stalls. In this episode of The $100 Million Mindset, Todd Liles and Alan O’Neill expose the choke point that traps owners — and how to break free. It’s the hard line between doer and builder. In this episode, you’ll discover: Why owners stall at $3.5M–$5M when they refuse to delegate The two groups most at risk: corporate crossovers & trades veterans The first hires that unlock scale: office manager and service manager How a $100K leader should generate $500K in value Why systems, coaching, and blueprints turn chaos into clarity How letting go protects your health, culture, and long-term growth If you’re an HVAC, plumbing, or electrical owner stuck wearing every hat, this episode will show you how to stop being the bottleneck and finally build a business that runs without 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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Leadership Handoffs Can Make or Break Your Business (Here’s How to Get It Right)
09/30/2025
Leadership Handoffs Can Make or Break Your Business (Here’s How to Get It Right)
Leadership transitions are the most fragile moments a company will ever face. Get it wrong, and culture fractures, rumors spread, and trust bleeds out. Get it right, and you set up years of stability, growth, and loyalty. In this episode of The $100 Million Mindset, Todd Liles and Alan O’Neill unpack the real playbook for leadership change — including Alan’s 18-month handoff at Abacus and how Steve and Donna Huff prepared Nick Martin to lead through storms. You’ll learn: Why leadership handoffs put culture at risk How to honor past contributions while addressing the elephant in the room Why you must transfer trust, not just titles The role of listening tours in the first 60–90 days of leadership How sarcasm and poor communication erode credibility instantly Why 1–2 years of succession planning pays off long-term Whether you’re preparing to step back or step up, this episode will show you how to lead the handoff without fumbling the future. 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 Delegation Is the Secret to Growth and Control in Your Home Service Business
09/23/2025
Why Delegation Is the Secret to Growth and Control in Your Home Service Business
Most home service owners avoid delegation because it feels like losing control. In reality, holding everything yourself is what creates chaos, burnout, and missed opportunities. In this episode of The $100 Million Mindset, Todd Liles and Alan O’Neill share how delegation, KPIs, and meeting rhythms actually give you more control, not less. You’ll learn how to use these tools to align your team, protect profit, and free yourself from the daily firefight. What you’ll learn: Why delegation creates more control instead of less How weekly leadership meetings and daily huddles align your team The role of KPIs and scoreboards in accountability Michael Hyatt’s five levels of delegation and how to use them Todd’s ADD principle: Automate, Delegate, or Delete Why implementation speed matters more than perfection If you’re ready to grow your HVAC, plumbing, or electrical business without losing control, this episode is your roadmap. 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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You’re Scaling Your Home Service Business the Wrong Way (Do This Instead)
09/16/2025
You’re Scaling Your Home Service Business the Wrong Way (Do This Instead)
Many home service owners hit their growth goals (more trucks, more techs, more ads) only to find out they have less money in the bank. If that’s you, you’re not alone. Most HVAC, plumbing, and electrical companies scale revenue the wrong way: chasing topline growth while ignoring the profit benchmarks that keep the business healthy. In this episode of The $100 Million Mindset, Todd Liles and Alan O’Neill explain how to fix it. Here’s what you’ll learn: Why revenue without profit is just scaling losses The profit benchmarks every home service company must hit: 15–20% net, 65%+ service margins, 45–55% install margins The six levers that protect profit: pricing discipline, install coordination, memberships, sales systems, overhead control, and owner engagement Why every growth decision must pass the profit test How profit gives you more than cash — it gives you options, stability, and freedom If you’re growing your business but making less money, this episode will show you how to scale the right way — with profit first. 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 Really Takes to Balance Marriage, Family & A $25M Business w/ Lynn & Jeff Tomasek
09/09/2025
What It Really Takes to Balance Marriage, Family & A $25M Business w/ Lynn & Jeff Tomasek
What does it take to build both a $25M+ company and a strong marriage? In this episode of The $100 Million Mindset, Todd Liles sits down with Lynn and Jeff Tomasek—a true power couple balancing entrepreneurship, leadership, and family. Lynn is the CEO of Brothers Plumbing, Air Conditioning, and Electrical in Denver, while Jeff is a retired educator turned entrepreneur. Together, they’ve built a life that thrives on respect, discipline, and shared vision. Here’s what you’ll learn in this episode: -How Lynn and Jeff built a strong marriage while excelling in different careers -Why respect, boundaries, and communication are non-negotiables in partnership -Navigating parenthood, blended family dynamics, and empty nesting -Career transitions: Lynn leading a $25M business while Jeff left education to open a gym -How fitness, discipline, and shared routines fuel their success -Daily habits for celebrating wins, managing stress, and creating a shared vision Lynn and Jeff prove that success isn’t about choosing between family and business—you can have both if you stay grounded in values and discipline. 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 Pastor to President of a $100M Plumbing & HVAC Company | Bubba Thurman
09/02/2025
From Pastor to President of a $100M Plumbing & HVAC Company | Bubba Thurman
What happens when a pastor trades the pulpit for the plumbing shop? In this episode of The $100 Million Mindset, Todd Liles sits down with Bubba Thurman, President of Baker Brothers, to explore his remarkable journey from leading one of the largest youth ministries in America to building one of the top plumbing and HVAC businesses in Texas. Bubba spent 17 years in ministry before burnout forced a pivot. But instead of leaving his calling behind, he redefined it. Today, he leads hundreds of employees at Baker Brothers, integrating faith, servant leadership, and business excellence in a way that drives both culture and profitability. Here’s what you’ll learn in this episode: -How Bubba transitioned from ministry to marketplace leadership -Why culture, care, and servant leadership fuel business growth -Practical lessons for building a culture of excellence in the trades -How to balance faith, values, and private equity expectations -Why rest, rhythms, and renewal are essential for leaders to avoid burnout If you’re a business owner, leader, or entrepreneur wondering how to align values with profitability and lead with both conviction and care, this episode will inspire and challenge 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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What You MUST Know About Marketing To Grow Your Business (w/ $400M CMO Mike Wilson)
08/26/2025
What You MUST Know About Marketing To Grow Your Business (w/ $400M CMO Mike Wilson)
What do you need to know about marketing as your business grows? Mike Wilson may be the only person to ever go from electrician to Chief Marketing Officer of a company doing over $400M in home services. Today, he leads marketing for Any Hour Group—managing 27 locations and 23 brands in electrical, plumbing, and HVAC. But his path wasn’t easy. -Fired during the Great Recession -Rebuilt his career through door-to-door sales (and built a team underneath him) -Returned to Any Hour to lead marketing at scale Now, Mike knows exactly what it takes to market and grow companies at every level—from $3M local shops to $100M+ giants. In this episode of The $100 Million Mindset with Todd Liles, you’ll learn: -The marketing strategies that actually work as you grow -How to adjust your marketing at each stage of business growth -Why customer experience is the ultimate marketing tool -How to balance paid ads, brand, and word of mouth -The systems and leadership principles that keep growth sustainable If you’ve ever asked, “What marketing do I need as I grow my business?” — this episode with Mike Wilson gives you the playbook. 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 to Lead, Build, and Keep High-Performance Teams w/ Elmer Zubiate
08/12/2025
How to Lead, Build, and Keep High-Performance Teams w/ Elmer Zubiate
If you can’t build, lead, and keep a high-performance team, you’ll never scale your business, no matter how good you are. In this episode of The $100 Million Mindset, Elmer Zubiate shares the exact leadership blueprint he’s used to recruit, develop, and retain top-tier talent. From hiring people who align with your culture to creating an environment where accountability and trust thrive, these are the strategies that keep the best from leaving. You’ll learn: -How to attract top talent that actually fits your culture -The leadership habits that inspire trust, loyalty, and peak performance -Retention strategies that work in the real world -How to create a winning environment where your team thrives long-term Whether you’re leading a team of 5 or 500, this episode gives you the mindset and tools to create a culture where people want to stay and perform at their best. 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 Brutal Truth About Building a $40M Business Without Selling Your Soul - Elmer Zubiate
08/05/2025
The Brutal Truth About Building a $40M Business Without Selling Your Soul - Elmer Zubiate
Building a $40M business sounds glamorous. The truth? It’s brutal. It’s messy. And most people lose more than money along the way, they lose themselves. In this raw and unfiltered episode of The $100 Million Mindset, Todd Liles sits down with Elmer Zubiate, who went from cleaning houses for $35 a day to running a $40M home services brand, without ever letting money become his master. You’ll discover: - The hard lessons from bankruptcy, failure, and rebuilding stronger than ever - How Elmer fired his top salesman for lying to customers - Why most companies sell their soul chasing fast growth, and how to avoid it - The purpose-driven mindset that builds a legacy, not just a business - Real leadership strategies to scale without sacrificing integrity If you’re tired of fake “success hacks” and want the truth about what it really takes to build a lasting business, this conversation will shake you awake. 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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Leadership, Loyalty, and Scaling to $150M Without Losing Your Values - Gus Antos
07/29/2025
Leadership, Loyalty, and Scaling to $150M Without Losing Your Values - Gus Antos
Most leaders either chase growth or cling to values. Gus Antos built a $150 million company and never let go of either. In this episode of $100 Million Mindset, Gus reveals the leadership philosophy behind Milestone’s explosive growth...and the soul that kept it grounded. What's Inside: Why clarity matters more than charisma How to lead people with candor, not control What to do when great employees leave The difference between hiring hands… and building hearts And how faith shapes business without becoming a gimmick If you’re growing fast and wondering if it’s worth the price, this is your gut-check. 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 Revenue Means Nothing Without Profit and Systems - Joe Strittmatter
07/22/2025
Why Revenue Means Nothing Without Profit and Systems - Joe Strittmatter
Most businesses brag about revenue. But Joe Strittmatter learned the hard way that revenue means nothing without profit and systems to protect it. After losing his family’s HVAC business, Joe started over from zero and rebuilt it into a thriving operation by focusing on profit first and building solid systems. In this episode of $100 Million Mindset, you’ll discover: -Why chasing revenue can bankrupt your business -The truth behind “Revenue is vanity. Profit is sanity.” -How even small businesses can think like giants through systems -Joe Strittmatter’s powerful comeback story -Lessons from legends like Ron Smith and Ken Goodrich -Practical steps to make your business profitable and sustainable Don’t fall for vanity metrics. Protect your future with profit and systems. 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 Simplicity and Trust Win in Private Equity (And Business) - Collin Hathaway
07/15/2025
Why Simplicity and Trust Win in Private Equity (And Business) - Collin Hathaway
Private equity doesn’t have to be cold. It can be a partnership built on trust, simplicity, and real human connection. In this episode of The $100 Million Mindset, Todd Liles & Alan O'Neill sit down with Collin Hathaway, an entrepreneur whose journey took him from Stanford’s campus to owning plumbing companies and leading private equity deals that reshaped the trades industry. But Collin’s story is more than just business. It’s about the moments that test us, like surviving a heart attack at 36, navigating economic crashes, and learning that simplicity often beats complexity in life and deals. What's Inside: -Why private equity doesn’t have to be ruthless, and how real partnerships thrive -How Collin left a high-profile career path to bet on the trades -The power of keeping deals simple (and why whiteboards beat slide decks) -Life lessons from health scares, betrayals, and market chaos -Why the future of home services depends on leadership, culture, and organic growth, not just financial flips 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 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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