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…

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• Schedule time to speak with us HERE
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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

Welcome to another episode of the Entrepreneur’s Journey Podcast. In this edition, host Michael Pelosi sits down with Patrick Carr, President and CEO of Blue Collar Media Group. From humble beginnings—armed only with a cell phone and a vision—Patrick shares how he built one of the most respected media companies serving blue collar businesses. The conversation covers early financial risks, hard lessons, and how Patrick's leadership evolved as his company scaled. Listeners will gain firsthand insights into entrepreneurship, team building, and bridging the gap between great media and real ROI for trades businesses.

Tune into this episode to also learn:

● Why having video content is essential—but not enough—for contractors.

● How Patrick scaled from zero to 12 W2 employees (and why that matters).

● What weekly accountability calls can do for marketing success.

● Why hiring a second-in-command can transform your leadership.

What we discussed

● [00:01:41] Patrick's transition from a failed funding company to founding a media business with zero video experience.

● [00:04:42] Learning from a failed podcast and pivoting back into content creation.

● [00:06:39] The two core services of Blue Collar Media Group: full-service video production and social media marketing.

● [00:09:57] Why most contractors aren't equipped to hire in-house marketing leaders.

● [00:11:29] The importance of weekly client check-ins and transparent reporting.

● [00:13:47] Redefining leadership: from being in the trenches to empowering the team.

● [00:17:54] The value of hiring a “number two” to grow beyond reactive leadership.

● [00:20:19] Taking a $90,000 term loan at a critical moment—and the lessons it taught.

● [00:23:39] Changing mindset around profit, generosity, and long-term financial sustainability.

● [00:28:06] Patrick’s evolving definition of freedom after getting engaged.

● [00:31:45] The power of shared entrepreneurial experiences—and how they create momentum.

3 Things To Remember

1. Scaling a service business starts with mastering communication and accountability.
2. You don’t need to know everything—just be willing to learn, pivot, and ask for help.
3. Profit isn’t selfish—it’s a necessary fuel to sustain your mission and team.

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

Welcome back to The Entrepreneur’s Journey. In this episode, Jason Gabrieli sits down with John Cavanaugh, CPA and tax attorney at Firenze Advisors, to discuss the foundational role that legal entity structure plays throughout the life of a business—from launch to scale to exit. They explore common pitfalls, how to adjust structures as businesses grow, and key planning considerations for exits, succession, and estate transitions. If you’re a business owner thinking about growth or preparing for a future sale, this episode is packed with practical knowledge.

● Why your legal entity structure isn’t just paperwork—but the core of your business.

● How and when to shift from LLC to S-Corp or C-Corp status.

● The role of installment sales, trust planning, and QSBS in reducing tax liability.

● What business owners often overlook when preparing for a sale or succession.

● [00:01:36] Why entity structure is foundational—and what most owners overlook.

● [00:03:16] How and why business structures should evolve over time.

● [00:05:06] The niche John fills: strategic planning across legal and tax.

● [00:06:54] Real estate and multi-entity structures: liability and tax traps to avoid.

● [00:09:01] Debt, partners, and why cross-collateralization needs careful planning.

● [00:10:40] Transitioning a business: selling to outsiders vs. keeping it in the family.

● [00:13:03] What surprises owners during due diligence and how to be prepared.

● [00:16:45] Why planning ahead matters: using trusts and state residency smartly.

● [00:18:11] Charitable trust and life insurance planning to reduce estate tax.

● [00:20:31] Holding company structures: when and why to consider one.

● [00:24:31] What clients usually miss: books, documentation, and cleanup.

● [00:26:24] Installment sale example that saved significant taxes.

● [00:30:07] Managing wealth post-sale and preserving it for future generations.

● [00:32:06] The power of looking at your structure every 2–3 years.

1. Your legal and tax entity structure should evolve as your business grows.
2. Planning for sale or succession starts years in advance—don’t wait.
3. Holding companies, trusts, and installment strategies can drastically reduce taxes and protect assets.

Connect with Jason Gabrieli: jgabrieli@HFMadvisors.com | LinkedIn

Like what you’ve heard…

Learn more about HFM HERE

Schedule time to speak with us HERE

In this episode of the Entrepreneurs Journey, Michael Pallozzi speaks with Shawn Calkins, owner of Universal Service Solutions in Edwardsville, Pennsylvania. Shawn shares how he went from being unemployed during the 2008 housing crisis to owning a successful full-service pavement maintenance company. The conversation highlights the importance of grit, financial discipline, mentorship, and building a team culture rooted in values. Listeners will hear about Shawn’s “profit-first” approach, how he supports his crew's financial growth, and why relationship-building is at the core of his business strategy.

● Why cash flow management and profit-first thinking transformed Shawn’s business.

● How mentorship and one break led to long-term entrepreneurial success.

● The mindset shift needed to scale while staying grounded in values.

● What qualities Shawn prioritizes when hiring and developing his team.

● [00:01:12] Shawn shares how he stumbled into entrepreneurship out of necessity.

● [00:03:22] Overview of services offered by Universal Service Solutions.

● [00:04:12] Shawn recalls his first big break and the value proposition that earned him a client.

● [00:08:12] Dealing with unpredictable weather and job delays in outdoor contracting.

● [00:10:45] The systems Shawn uses to manage cash flow and build long-term business resilience.

● [00:15:39] What Shawn looks for in team members beyond experience.

● [00:18:49] Building long-lasting client relationships through authenticity and connection.

● [00:21:41] Vision for future growth and scaling the business responsibly.

● [00:23:24] How Shawn mentors his team financially and supports their goals.

● [00:24:54] Shawn’s view on retirement and what legacy means to him.

1. Profit-first strategies can give small business owners confidence, control, and financial security.
2. Culture fit and positive attitude often matter more than technical skills when hiring.
3. Building real relationships—whether with clients or employees—can lead to lasting success.

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

Welcome back to The Entrepreneur’s Journey. In this episode, Michael Pelosi speaks with Kevin Brenner, founder of Healthy Home Energy & Consulting. Kevin shares his unexpected journey from podiatry school to building luxury homes for billionaires, and ultimately to pioneering sustainable construction practices as a “building scientist.” He discusses his transition from Brenner Builders to Healthy Home, and how energy efficiency, education, and environmental stewardship have shaped his mission. Kevin’s story is a masterclass in evolving your career with purpose and principle.

Tune into this episode to also learn:

● How Kevin transitioned from medical school to multi-million-dollar homebuilding.

● What it means to be a “building scientist” and how that knowledge impacts home performance.

● Why Healthy Home focuses on education, not sales, to stand apart in the HVAC industry.

● How to approach energy efficiency and net-zero building practically and affordably.

What we discussed

● [00:01:12] Kevin shares how podiatry school led to carpentry, and eventually to starting Brenner Builders.

● [00:04:06] Why he left high-end homebuilding despite success: stress, pressure, and client dynamics.

● [00:07:26] The significance of building his first spec house and how it sparked exponential growth.

● [00:08:58] Most ambitious build: a 30,000 sq ft mansion for a hedge fund manager with extravagant amenities.

● [00:12:56] How passion for energy performance led to the founding of Healthy Home.

● [00:15:15] Kevin defines building science and how he teaches it across his company.

● [00:20:06] The ethos behind Healthy Home: "We give a shit." And how they train to that level.

● [00:22:17] Why 95% of HVAC installs are wrong — and how Healthy Home does it differently.

● [00:24:32] The importance of testing outcomes and guaranteeing measurable results in energy performance.

● [00:25:54] What “net-zero” really means and how Kevin achieved it in his own home.

● [00:28:17] Converting an existing home to net-zero — is it possible and practical?

● [00:29:41] Kevin's future plans: growing Healthy Home and focusing on education to fight climate change.

3 Things To Remember

1. Career paths don’t need to be linear — following your passion can lead to greater purpose and innovation.
2. Teaching employees the science behind their work results in better service and industry transformation.
3. Sustainable building isn’t just idealistic — it’s practical, measurable, and critical for future generations.

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

Welcome back to The Entrepreneur’s Journey. In this episode, Jason Gabrieli sits down with Michael Roth, Managing Partner of V&R Capital, to explore how business owners can thoughtfully prepare for one of the biggest financial decisions of their lives—selling their business. From his personal journey through entrepreneurship and tragedy to founding a firm focused on family-owned businesses, Michael shares the unique challenges and critical steps involved in planning a sale. Whether you're retiring, or just want to ensure your legacy, this episode offers valuable direction.

Tune into this episode to also learn:

• Why building a business “to sell” benefits you—even if you never sell.
• The major pitfalls business owners face when preparing for a transition.
• What private equity and family offices really mean for sellers.
• How VNR Capital invests alongside their clients to align long-term success.

What we discussed

[00:01:00] Jason introduces Michael Roth and the mission of V&R Capital.

[00:02:15] Why V&R focuses on family-owned businesses and their unique needs.

[00:03:29] Michael’s career journey from Anheuser-Busch to tech entrepreneur.

[00:05:09] How personal tragedy shaped his transition into business advisory.

[00:07:33] Founding V&R Capital with a mission to support underserved founders.

[00:09:31] The mindset shift: building a company for market value, not just personal preference.

[00:11:09] How early market feedback creates smarter business decisions.

[00:12:41] The truth about valuations—and why they often fall short.

[00:14:20] Why V&R invests their own capital alongside clients.

[00:16:11] Understanding private equity and family office dynamics.

[00:17:37] Common missteps in scaling or prepping a business for sale.

[00:19:25] The urgency of early planning—why 5 years from retirement means action today.

[00:21:02] How a good sale can benefit both your team and your legacy.

[00:23:25] Picking the right advisors for a once-in-a-lifetime event.

[00:24:43] What sellers often do next—and why many get back into business.

3 Things To Remember

1. A business built to sell is often a better-run business—even if you never plan to sell it.
2. Engaging a trusted advisor early gives you time to plan intentionally, not reactively.
3. Understanding your buyer’s perspective helps you make smarter growth and exit decisions.

Useful Links

Connect with Jason Gabrieli: https://www.linkedin.com/in/jasongabrieli

Like what you’ve heard…

Learn more about HFM HERE

Schedule time to speak with us HERE