How does a plumbing and HVAC company grow from $3.6 million to $15 million in just four years?

For Jayni Fontaine and her daughter Danielle, it wasn't because they found a secret marketing strategy or hired dozens of people overnight.

It happened because they made one of the hardest leadership shifts every growing home service business eventually faces: they stopped trying to do everything themselves.

In this episode of The $100 Million Mindset, Todd Liles sits down with the leadership team behind Advanced Plumbing, Heating & Air to unpack what it really takes to scale from 12 employees to 50 without losing your culture, your standards, or your sanity.

What makes this conversation different is how honest it is.

Danielle admits something most owners never say out loud: the more she delegates, the less stimulated she feels. If you've ever struggled to let go of work you know you can do better or faster than anyone else, you'll probably see yourself in this conversation.

Jayni shares the decision-making framework that's helped guide their explosive growth, why she believes in hiring people better than herself, and how she's navigated building a successful company while working alongside her daughter every day.

In this episode, you'll learn:

-How Advanced Plumbing, Heating & Air grew from $3.6M to $15M in four years

-Why HVAC and plumbing companies often stall around 10–15 employees

-The leadership identity shift required to scale to 50+ employees

-How to stop being the bottleneck in your business

-Why delegating feels uncomfortable—even when it's exactly what your business needs

-How Jayni evaluates risk before making major business decisions

-Why hiring people better than you accelerates growth

-What it takes to build leaders, not just great technicians

Whether you own an HVAC, plumbing, electrical, or other residential home service company, this episode is packed with practical lessons from owners who've successfully made the leap from operator to business leader.

If your goal is to build a business that grows without depending on you to solve every problem, this is an episode you won't want to miss.

🎧 Listen on the go:

Spotify: https://open.spotify.com/show/2ovHcon0dZEgamxFOdzDFO

Apple Podcasts: https://podcasts.apple.com/us/podcast/the-%24100-million-mindset/id1803514821

All episodes: https://www.toddliles.com/mindset

Chris Yano did everything right. He built his company on one rule: reputation over revenue.

Then he sold it to private equity to scale it, and within a year, he was on the bench, watching strangers run the thing he built.

This is the conversation every owner thinking about selling needs to hear.

Todd Liles and Alan O'Neill sit down with Chris for the unfiltered version of life after the deal closes: the 14-month search for the right partner, the bet on one CEO, the day that CEO walked away, and the moment his mantra got flipped from reputation over revenue to revenue over reputation.

The hard truth underneath it all: an exit doesn't fix broken leadership. It exposes it.

You'll learn:

-Why selling to scale is a completely different decision than selling to exit

-What "I went from offense to defense" really means after a sale

-Why Chris passed on the top two offers and took the third

-What happens to your culture the moment you stop making the calls

-Why the day you sign is the day the game becomes a different sport

-How to build a company worth exiting, and worth running

🎧 Listen on the go:

Spotify: https://open.spotify.com/show/2ovHcon0dZEgamxFOdzDFO

Apple Podcasts: https://podcasts.apple.com/us/podcast/the-%24100-million-mindset/id1803514821

All episodes: https://www.toddliles.com/mindset

The $100 Million Mindset is hosted by Todd Liles and Alan O'Neill.

Two techs. Same house. Same problem. Two completely different prices. That gap is the most expensive problem in your business, and most owners have never put a number on it.

In a six-tech shop, it's $600,000 a year.

Here's the part that's hard to hear: it's not your techs. They're good people doing their best. But without a consistent system, their best looks different on every call, and you're leaving money on the table every time someone different shows up.

Todd Liles and Alan O'Neill walk through the exact, repeatable process Service Excellence has trained on thousands of home service companies, the one that turns every call into a consistent, profitable experience. It's not a script.

And process doesn't replace talent. It multiplies it.

You'll learn:

-The $600K consistency gap hiding in your average ticket
-Why scripts fail and a framework wins
-The full PRESS PLAY system, start to finish
-Why four options closes more than three or five
-The four anxieties every customer has before you say a word

🔗 Get the $97 diagnostic + training:

https://servextra.com/diagnostic-checklist

🔧 See how Service Excellence helps contractors grow:

https://www.servextra.com/get-started/

🎧 Listen on the go:

Spotify: https://open.spotify.com/show/2ovHcon0dZEgamxFOdzDFO

Apple Podcasts: https://podcasts.apple.com/us/podcast/the-%24100-million-mindset/id1803514821

All episodes: https://www.toddliles.com/mindset

The $100 Million Mindset is hosted by Todd Liles and Alan O'Neill.

Pull your average ticket by tech this week, find the gap, and run one 15-minute role play. Then share this with an owner whose team is all over the place.

#HomeServiceBusiness #ContractorTraining #HVAC #Plumbing #ServiceExcellence