The $100 Million Mindset

Contractors Asked a $150M Owner How to Find Great People (One Question Changed Everything)

Ten managers in a room. Every one said recruiting was their biggest obstacle. Then Alan asked how many minutes a week they actually spend on it. Less than 1%. His response: This is the definition of madness. Contractors kept asking what they'd want to know from a plumber who built his company to $150 million. This is Part 2 — talent, hiring, training, and delegation. Alan explains why recruiting is farming. Todd breaks down why under $3 million, you are your best recruiter. And they tackle why training fails at most companies — and what the ones that grow like gangbusters do differently four days a week. You'll learn: * Why spending less than 1% on recruiting is the definition of madness * How to recruit like a farmer — sow seeds today, reap the crop tomorrow * Why under $3 million, time is the only resource nobody can outspend you on * Why motivation can't be installed — recruit for it * Why training is a daily system, not a weekly event Full show notes: toddliles.com/mindset

Success Has a Price at Home That Most Owners Never Talk About.

His son said the business didn't take his dad away. It brought the family closer. That's not the answer most owners get. Todd sits down with Alan O'Neill and his son, Paul, for the most personal episode this show has ever done. Paul was six when Abacus started. He grew up inside the business — warehouse Saturdays, fake commercials in the living room, summers as a plumbing apprentice. When Todd asked what it was really like, Paul didn't describe chaos. He described a family that shared something together. Then he said something his dad had never heard before. You'll learn: * What it was actually like at home while Alan built Abacus from nothing * How Alan included his kids without giving them the burden * The voice in Paul's head that Alan never knew existed * The hardest sacrifice Alan made — and why he's not sure he'd do it again * Todd's honest reflection on the seasons his family saw the worst of him Full show notes: toddliles.com/mindset Subscribe & listen: Spotify: https://open.spotify.com/show/2ovHcon0dZEgamxFOdzDFO?si=252c975c7bf84683 [https://open.spotify.com/show/2ovHcon0dZEgamxFOdzDFO?si=252c975c7bf84683] Apple Podcasts: https://podcasts.apple.com/us/podcast/the-%24100-million-mindset/id1803514821 [https://podcasts.apple.com/us/podcast/the-%24100-million-mindset/id1803514821] All episodes: toddliles.com

Contractors Asked a $150M Plumbing Owner Where to Start. Here's What He Said.

Contractors asked what they'd want to know from the owner of a $150 million plumbing company. Nobody asked about marketing. Nobody asked about AI. Every question was about systems. Todd Liles and Alan O'Neill answer those questions. They also cover why fear is the real reason most owners don't enforce standards, the dot system that had plumbers bringing their wives in to see their scores, and the story of a suspended top performer who later got tipped a classic red Corvette. You'll learn: * The 10-minute daily meeting behind a $150M company * Why the daily huddle works at any size — even one tech * When the daily huddle should become the daily cuddle * What to implement first under $3M * Why the best plumber in the company got suspended — and what happened next Full show notes and chapter summaries: toddliles.com/mindset Subscribe and listen: Spotify: https://open.spotify.com/show/2ovHcon0dZEgamxFOdzDFO?si=252c975c7bf84683 [https://open.spotify.com/show/2ovHcon0dZEgamxFOdzDFO?si=252c975c7bf84683] Apple Podcasts: https://podcasts.apple.com/us/podcast/the-%24100-million-mindset/id1803514821 [https://podcasts.apple.com/us/podcast/the-%24100-million-mindset/id1803514821] All episodes: toddliles.com/mindset

From Prison to $10M: The Discipline Behind Real Business Growth

There's a version of this story where nothing changes. A bad decision turns into a pattern. A pattern turns into a life. But that's not what happened here. In this episode, Shane Viggiani shares how he took one of the lowest points of his life—and used it to build something structured, disciplined, and scalable. Not overnight. And not without failing first. Through multiple businesses, wrong turns, and the constant pull of "easy money," Shane eventually found what most entrepreneurs never do: A way to build something that actually works. This conversation unpacks the turning point—when effort stopped being enough, and structure became the difference. You'll hear how discipline, accountability, and coaching reshaped his business… and why taking care of people became the foundation for growth. If you're in that phase where you're working hard but not seeing the scale you expected—this episode will show you what's missing. If this episode hit home, follow, review, and share it with someone who's trying to build something real. Because scaling isn't about chasing more…It's about building better.

Scaling to a $50M HVAC Exit Without Losing 5-Star Service

If your service quality drops every time your revenue climbs, you do not have a growth problem. You have a standards problem that will destroy your business valuation. In this episode of The $100 Million Mindset, hosts Todd Liles and Alan O'Neill sit down with Kevin Doran, GM of Sano Heating & Air Conditioning. Kevin is currently executing a roadmap to scale from $10M to a $50M exit in just three years—without turning his team into "sales sharks." WHAT YOU WILL LEARN * The Sales and Service Dance: Why the field technician is the most critical part of your sales process. * The $50M Growth Roadmap: The specific path from $7M to $10M and the trajectory toward a massive exit. * Private Equity Reality Check: What buyers actually reward and what scares them away. * Recruiting Through Relationships: How Kevin uses a field-tested network to maintain standards during rapid scale. * Structuring the Personal Win: Using contractual fences to protect your financial future. * Legacy and Team Alignment: Creating a reward fund so employees share in the wealth of a sale. * Accountability on Steroids: The "sweaty palms" discipline required to lead a system-driven business. If this episode sharpened your thinking, follow the show, leave a review, and share it with a business owner who's serious about building something durable. Connect with Todd Liles: Website: https://www.toddliles.com/ [https://www.toddliles.com/] Instagram: https://www.instagram.com/servextra/ [https://www.instagram.com/servextra/] LinkedIn: https://www.linkedin.com/in/trainertoddliles/ [https://www.linkedin.com/in/trainertoddliles/] Full show notes and resources: https://www.toddliles.com/mindset [https://www.toddliles.com/mindset]