The Reality of Scaling a $20M Multi-Trade Home Services Business | Isaac Turpin

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 Thank you to our Sponsors! Basic Capital: https://basiccapital.com/tothepoint Avoca.ai: https://avoca.ai/r/tothepoint Yelp: https://business.yelp.com/homeservicevip Sales Ask: https://www.salesask.com/  Chiirp: https://chiirp.com/ Send It! Email Marketing: https://www.withsendit.com/ Can’t Stop The Growth: https://cantstopthegrowth.com