Michael Pallozzi sits down with Phil Risher, founder of Flash Consulting, about how trades business owners can grow revenue by turning marketing from a black box into a measurable system. Phil shares how his unique path—from pest control ride-alongs to enterprise fleet sales to featured finance blogger—led him to help home service companies scale from $1M to $10M+ and even exit to private equity. You’ll hear the three key questions private equity buyers ask (and how to build systems around them), why tracking your return on ad spend is essential, and how to use automation to convert leads and re-engage past customers.

Tune into this episode to also learn:

● The three questions every home service business should answer to grow and scale.

● How to use email and text automation to improve lead conversion rates.

● Why most businesses overspend on ads without tracking returns—and how to fix it.

● How to double revenue even when competing against much larger companies.

What we discussed

● [00:01:38] Phil’s background: from pest control ride-alongs to enterprise fleet management and digital content.

● [00:03:36] Helping a $3M company scale to $5M and exit to private equity by combining marketing and operational systems.

● [00:04:48] The 3 key questions a private equity buyer asked—and how they shaped Phil’s business model.

● [00:06:58] Why most marketing agencies fail to prove ROI and how Flash ties ads to closed revenue.

● [00:09:33] Strategies for building online presence when starting from scratch.

● [00:10:55] Using secondary platforms (Yelp, Angie) to avoid competing directly with industry giants.

● [00:11:46] Improving estimate close rates from 46% to 58% using nurture sequences.

● [00:12:44] How retargeting past customers by email drove $250K+ in revenue.

● [00:17:40] Building a fully remote team and winning Inc. 5000 Best Workplaces.

● [00:23:47] Why client count is Flash’s key business metric—and how the team rallies around it.

● [00:25:06] Phil’s personal turning point from earning “enough” to multiplying his talents for greater impact.

● [00:27:18] The goal: becoming the kind of CEO who can lead a $10M company.

3 Things To Remember

1. Marketing is not about spending more—it's about tracking results and fixing conversion leaks.
2. Retargeting past customers with the right offers can drive substantial new revenue.
3. Building a company that wins culturally and operationally starts with hiring intentionally and leading with clarity.

Useful Links

Connect with Michael Pallozzi: mpallozzi@hfmadvisors.com | LinkedIn

Connect with Phil Risher: LinkedIn

Like what you’ve heard…

• Learn more about HFM HERE
• Schedule time to speak with us HERE
• Check out our Financial Wellness Program –

Welcome back to the Entrepreneur’s Journey. In this episode, Michael Pallozzi is joined by Jessica Hallahan, founder of Journey to Yourself, who specializes in stress management and suicide prevention training within the blue collar workforce. Jessica shares her unconventional path from women’s empowerment speaker to a sought-after facilitator for trades-focused mental wellness. Together, they explore the communication gaps between generations in the trades, the hidden emotional toll of fieldwork, and how small mindset shifts can ripple from jobsite to home life. This episode sheds light on the importance of building emotional intelligence and support structures for workers who are often overlooked.

● Why stress and suicide rates are disproportionately high in the trades.

● How interactive workshops build trust with tough, “silent struggler” crews.

● The importance of culture-building beyond the office, especially for field teams.

● How emotional intelligence training can improve both performance and home life.

● [00:01:49] Jessica explains how her first HVAC client opened her eyes to the mental health crisis in the trades.

● [00:03:29] The blue collar workforce is one of the most stressed industries and second in suicide rates.

● [00:04:45] Jessica breaks down how interactive, competition-based activities help tough crews engage without feeling “soft.”

● [00:06:23] Her background in drug and alcohol treatment taught her how to earn trust in emotionally resistant environments.

● [00:08:45] Bridging the generational communication gap between rougher older workers and more sensitive younger hires.

● [00:10:30] The value of her six-month workshop series and the role of repetition in changing habits.

● [00:12:00] Why the personal stress of employees often bleeds into work performance—and how leaders can spot it.

● [00:13:25] A powerful story about an apology exercise that opened emotional floodgates during a session.

● [00:17:08] Jessica’s long-term goal: building mental health infrastructure across the blue collar world.

● [00:20:17] Why field teams often miss out on culture-building efforts, and how Jessica helps companies fix that.

● [00:22:06] Where to find Jessica, her book, and how to hire her to support your team.

1. The construction and trades industries have high rates of stress and suicide, making mental wellness support essential.
2. Building trust through consistent, hands-on workshops helps teams open up without stigma.
3. Supporting workers’ emotional well-being at home translates directly to improved performance on the job.

Connect with Michael Pallozzi: mpallozzi@hfmadvisors.com | LinkedIn

Connect with Jessica Hallahan: LinkedIn

Like what you’ve heard…

Learn more about HFM HERE

Schedule time to speak with us HERE

Welcome back to The Entrepreneur’s Journey, hosted by Michael Pallozzi. In this episode, Michael is joined by Mike Fanelli, owner of Third Generation Builders, based in Lake Katrine, New York. Mike shares his story of launching a construction business rooted in family heritage, hard work, and an evolving passion for craftsmanship. He discusses the values instilled by his father and grandfather, how he’s transferring those lessons to the next generation, and how a strong team culture fuels his business today. This episode is filled with timeless wisdom for entrepreneurs in any industry.

Tune into this episode to also learn:

● Why family heritage and work ethic shaped Mike’s business mindset.

● How Mike grew a construction company through major economic shifts.

● The role of self-awareness and business coaching in sustainable leadership.

● What it takes to build a values-driven team that clients trust.

What we discussed

● [00:01:27] Mike shares the origins of his company name and its family roots.

● [00:03:16] A history of immigration, craftsmanship, and military service in Mike’s lineage.

● [00:05:10] Core values passed down: love for the craft and relentless work ethic.

● [00:07:28] How Mike is exposing his son to the trades without forcing a legacy.

● [00:09:18] From finance to framing — how Mike found his real path.

● [00:11:44] Building log homes, surviving 9/11, and bouncing back from 2008.

● [00:15:51] The importance of self-awareness in leadership and company growth.

● [00:17:06] Hiring for culture and empowering the right team members.

● [00:17:53] The unique approach Mike takes with clients and detailed bids.

● [00:21:05] Exit planning, business coaching, and scaling value beyond the owner.

● [00:26:09] Why Mike plans to work as long as he can—but on his own terms.

● [00:27:05] A client story that led to multiple high-end projects and a friendship.

3 Things To Remember

1. A strong business is built on values, not just tools or talent.
2. Passing a business on to the next generation requires patience and flexibility.
3. The right coach can help an entrepreneur turn experience into exponential growth.

Useful Links

Connect with Michael Pallozzi: https://www.linkedin.com/in/michaelpallozzihfm/

Like what you’ve heard…

Learn more about HFM HERE

Schedule time to speak with us HERE