Own 15% Of Your Market Before You Even Think About A New One | Aaron & Zac
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What milestones did Aaron achieve and how is Eco expanding into new markets?
I think it's assuming that the deal is dead when they walk out of the home. For most service businesses, the majority of time on replacement offers, there is more opportunity after you leave the home than before you leave the home. Commonly table close rates 30 or 40%, which means that 60 or 70% when you're walking out of the home, the deal is still alive. So I think stop thinking that the one call closed is the NLP.
We're getting a lot. We start doing a lot of social media and a lot of people And looks like we've got a thousand.
quotes out there that we haven't gotten back to. But here's the interesting part. After 30 days, still 3% of homeowners are viewing. There's a lot of talk about the same day close. That is less and less the the case and there's a ton of opportunity around what happens after
you leave the home. All right, guys, today's a special day. Welcome back to the Home Service Expert. Today I got Zach Deering and Aaron Gaynor. Two returning guests. Aaron's been on twice, Zach once. We're at the Melo Estates. Um, it's gonna be a good podcast. So, two returning guests today, both backed by popular demand. Aaron Gaynor is the founder of Eco Plumbers, Electricians, and HRAC Technicians in Columbus, Ohio. Since his last appearance, he's crossed 75 million, expanded into electrical, acquired a company, and just one EY entrepreneur of the year. Sitting next to him is Zach Deering, co-founder of Mantle, an AI-powered sales platform we talked about back in February. Today we're not rehashing the old stories.
We're talking about what's working right now, where the industry is shifting, and what both of them see coming that the rest of us don't. Um Let's just get started with a little bit of uh catching everybody up with a little bit. So, Aaron, why don't you tell us sixty seconds about how things have been going though I guess just this year.
Yeah.
How do homeowners decide when to shop for home services and what does the data reveal?
And uh what you're excited about.
So uh I know everybody that has heard my story a lot has been, but they getting to that $100 million mark has been my like you know benchmark. So we've officially crossed uh that two months ago with our trailing 12 as a hundred million dollars. We're pacing this year to 113 million. So we're excited for that opportunity. We've grown into a couple of markets. Uh multi-trade business has grown a lot over the last couple of years, organic all over. Organic growth with one acquisition, as you mentioned. So we're feeling pretty good. Market's been good. HBC business is coming, plumbing, electrical, and drain. Uh, we're all feeling good about that. We're building a new headquarters, which we've been excited about.
It's been going on for a long time. You've heard a lot about the challenges, guys, uh, about our headquarters. But uh, we're hoping to have that open uh in November of this year and possibly get some shop tours coming. It's a 50,000 square foot uh Headquarters in Columbus, Ohio, uh training center, uh call center, shared services, all top notch. Uh place. So we look forward to getting that and getting you guys out and getting some people out to come see you the new facilities. So
Yeah, no, it's really exciting. No, it's great stuff, brother. Congratulations. Hundred and thirteen million. That's yeah, we could talk about budgets probably later in this podcast. Zach, what about you? So You know, you were on in February. What's going on?
How does Mantelβs AI platform improve close rates and sales performance for contractors?
What's new?
We've been ripping, super busy. Um, I think as a quick refresher in case folks didn't uh listen to the last one. I didn't grow up in the trades. I got into it because of my mom. She was trying to buy a new heating and cooling system, and a really competent, capable woman was made to feel small through the process. And then I got involved. And pretty soon we felt like hostages rather than shoppers. And if I think about like where we are as a company today, it's how do we help the best contractors across the country create shopping experiences for homeowners, right? That both help delights the homeowners as well as help contractors. contractors close more. And so in the past six months we've seen
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Chapters
8 chapters
1
What milestones did Aaron achieve and how is Eco expanding into new markets?
0:00β1:45
2
How do homeowners decide when to shop for home services and what does the data reveal?
1:45β3:03
3
How does Mantelβs AI platform improve close rates and sales performance for contractors?
3:03β6:27
4
Why is recruiting the right people more important than generating leads in home services?
6:27β9:27
5
What is the βOneβTruck Exerciseβ and how does it uncover the true cost of a service call?
9:27β12:21
6
How do privateβequity ownership and laborβburden percentages affect contractor profitability?
12:21β15:29
7
What is the 15% marketβshare rule and how should it guide expansion decisions?
15:29β18:47
8
What final advice do the hosts give for scaling and sustaining a service business?
18:47β1:20:31
Speakers
2 identifiedMore from The Home Service Expert Podcast
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