How to Handle Tariffs & Price Increases Like A Pro with Leland Smith and Aaron Gaynor

In this powerhouse episode, Leland Smith, founder of Service Champions, and Aaron Gaynor, host and industry leader, sit down for an eye-opening discussion on how to thrive in the trades—even in the face of rising tariffs, economic shifts, and operational challenges.Leland dives deep into the art of pricing, how his team stayed ahead of the curve during economic shifts, and why club memberships have been a cornerstone of Service Champions' success. From lessons learned during COVID to building a pipeline of talent through internal training schools, this conversation is packed with insights for anyone serious about growing a home services business.💡 Whether you’re a seasoned business owner or just getting started, you’ll walk away with real strategies you can apply to boost profitability, improve retention, and future-proof your business.📌 Key Topics Covered00:00 - Intro00:01:06 – Leland’s industry reputation & numbers mindset00:01:37 – Tariffs & pricing strategy: navigating constant change00:02:52 – Marking up pricing while keeping margins00:05:00 – Lessons from COVID: don’t delay price increases00:06:12 – Communicating increases: “Everyone just got a raise”00:06:56 – The club membership model: structure, renewals & success rates00:09:22 – Value-driven service: why tune-ups matter more than big-ticket jobs00:10:50 – M&A insights: what to look for in a company (hint: it’s memberships)00:14:22 – Building great tradespeople & Service Champions’ core philosophy00:16:05 – Timeless business lessons from Jim Abrams00:18:38 – Weekly field meetings to track memberships & instill culture00:19:11 – Internal training programs & creating your own pipeline00:24:01 – Million-dollar technician success story00:25:17 – Balancing pricing with operational efficiency00:27:53 – Operational audits: don’t hide inefficiencies behind pricing🔗 Related Resources & MentionsService Champions: https://www.servicechampions.comAirtime 500 (now part of Success Group)🛠️ Subscribe for More Real Talk on Growing a Trades Business👉 Like what you heard? Subscribe and turn on notifications so you never miss an episode.💬 Drop a comment below: What's your biggest takeaway from this episode?📢 Share this with a business partner or team member who needs to hear it.🎧 Listen to the full podcast on your favorite platform:Apple Podcasts | Spotify | Google Podcasts | Amazon Music#HomeServices #HVAC #ServiceChampions #TradesBusiness #PricingStrategy #Memberships #Entrepreneurship #ToThePointPodcast #AaronGaynor #LelandSmith #Leadership #Tariffs #BusinessGrowth