What does it really take to build and manage a $20M multi-trade home services business?
In this episode of the To The Point Home Services VIP Room, Chris Yano, Aaron Gaynor, and Chad Peterman sit down with Isaac Turpin, CEO and Co-Founder of True Corp, to break down the opportunities and challenges that come with scaling across multiple trades.
Isaac shares how True Corp grew across restoration, remodeling, plumbing, HVAC, roofing, and aluminum, and why managing multiple brands, CRMs, teams, and service lines can quickly become complicated. The conversation gets into slowing down top-line growth to protect profitability, navigating a changing lead environment, cross-selling between trades, building a membership program, structuring plumbing teams, technician pay, and deciding whether your business should go wider or deeper.
Isaac also flips the conversation and asks Chris, Aaron, and Chad what they've learned from scaling their own home service businesses, including how to evaluate your market, build a membership base, structure departments, and create sustainable growth.
00:00 – Intro
02:00 – Meet Isaac Turpin & the True Corp Business Model
05:30 – Building a Business During the 2008 Housing Crash
08:00 – Centralizing Multiple Trades Under One Company
11:00 – The Challenges of Running a Multi-Trade Business
14:00 – Why More Revenue Isn't Always Better
17:00 – When the Leads Suddenly Stop Coming
21:00 – Cross-Selling Between Trades
24:00 – Building a Multi-Trade Membership Program
27:00 – How Cross-Selling Generated $1M in Revenue
31:00 – Getting More Revenue From Your Existing Customer Base
34:00 – How to Structure a Plumbing Team for Scale
39:00 – Sales Techs vs. Install Crews
42:00 – Technician Pay Structures & Incentives
45:00 – Should You Focus on One Trade or Go Multi-Trade?
48:00 – The Hidden Complexity of Scaling Multiple Trades
51:00 – Advice for Scaling Plumbing & HVAC
54:00 – Final Takeaways
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