From $1M to $6M in Sales in HVAC & Plumbing with Lane Riley, Previous Owner of Happy Home Services

Welcome to Owner Operated: Conversations with Small Business Millionaires.

This week, I spoke with Lane Riley, previous owner of Happy Home Heating and Cooling in Durham, North Carolina.

Lane purchased the company in 2010 and grew it from $1 million to $6 million in sales over 10 years. In 2020, he sold the business and is now considering his next business endeavor while spending time with family.

Listen to this week's show on Spotify, Apple, and Google Podcasts.


We covered:

  • How to grow sales and profitability in a home service business
  • Acquiring a business using seller financing
  • Is college right for young people?
  • How much can an HVAC service tech make
  • Going from 7 to 20 employees
  • Prioritizing family over work
  • A 3-criteria filter for making decisions as a business owner: is it good for the customer, employees, and the business?
  • Growing from 100 to 2,500 maintenance contracts
  • Building skilled employees from the ground up
  • The importance of consistently training as an organization
  • The secret to successful sales roleplay
  • Marketing tips for service-based business

Thanks for listening. What do you think of the new introduction?

- Jonah

Jonah Pollone