In this episode, Michael Pallozzi is joined by Bobby Giurintano of Premium Recovery Experts to unpack a little-known strategy that helps business owners recover overpaid workers' compensation premiums. Bobby explains how his firm audits past audits—examining insurance carriers' work to uncover errors that could mean real money back for clients. Learn how his risk-free process has helped companies reclaim tens of thousands in refunds with minimal time investment. This episode is especially relevant for entrepreneurs in the trades, where workers' comp costs can be substantial.

Tune into this episode to also learn:

● How workers' comp classification codes and risk scores impact premiums.

● Why businesses with multiple state operations have higher refund potential.

● How Bobby’s process uncovers errors without disrupting broker relationships.

● Common red flags and real-world savings from past clients.

What we discussed

● [00:02:08] Bobby introduces Premium Recovery Experts and how they help businesses recover workers' comp overpayments.

● [00:04:20] Bobby’s background and how a networking event launched his transition into the audit business.

● [00:05:41] Trades businesses that are ideal candidates—and those that aren’t—for recovery audits.

● [00:07:30] The step-by-step client process, including how minimal time is required.

● [00:10:58] Common reasons for overcharges: classification errors, misapplied risk scores, and claim mismanagement.

● [00:14:32] What experience modification ratings (EMR) are and why they matter in construction.

● [00:16:52] The forward-looking benefits of correcting audit errors—not just refunds, but future premium savings.

● [00:17:43] Ideal company size and premium range to work with Bobby’s team.

● [00:18:45] Limitations: states and business models that may not qualify.

● [00:20:04] Why union companies often pay higher premiums and how that plays into savings potential.

● [00:22:15] What happens if Bobby finds favorable conditions in your current setup—spoiler: they walk away.

● [00:24:02] How to get in touch with Bobby and what to expect from your first call.

3 Things To Remember

1. Many businesses are unknowingly overpaying workers’ compensation premiums due to classification or risk score errors.
2. Premium Recovery Experts provides a hands-off, no-upfront-cost process that identifies and corrects these errors.
3. Correcting past audits not only recovers money but can also reduce future premiums and improve competitiveness.

Useful Links

Connect with Michael Pallozzi on LinkedIn: https://www.linkedin.com/in/michaelpallozzihfm/

Connect with Bobby Giurintano on LinkedIn: https://www.linkedin.com/in/bobbygiurintano/

Premium Recovery Experts: https://premiumrecoveryexperts.com/

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In this episode of The Entrepreneur’s Journey, Jason Gabrieli is joined by Nicola Reasoner, partner at V&R, to explore what it really takes to prepare a business for sale. From financial cleanup to team dynamics, and even the emotional readiness required to exit, Nicola offers invaluable advice from years of experience guiding entrepreneurs through transitions. If you're a business owner—even just considering a future sale—this episode will equip you with clarity and concrete steps to prepare for that journey the right way.

Tune into this episode to also learn:

● Why starting the sale prep process too late can hurt your outcome.

● How financials should be restructured for buyers—not just for taxes.

● What buyers are really looking for during due diligence.

● How emotional readiness plays a critical role in a successful exit.

What we discussed

● [00:01:26] Introduction to Nicola Reasoner and her role helping entrepreneurs prepare for sale.

● [00:04:18] The most common mistake business owners make when preparing to sell.

● [00:07:28] Why going unrepresented can lead to a poor outcome.

● [00:09:42] Ideal vs. rushed timelines for preparing a business for sale.

● [00:14:17] How to properly present EBITDA and clean up financials for investors.

● [00:18:13] The importance of emotional readiness in the exit process.

● [00:21:01] How to manage confidentiality with your team during a potential sale.

● [00:27:02] Understanding the buyer landscape: strategic vs. financial buyers.

● [00:33:22] Life after a sale: what changes and how to prepare for it.

3 Things To Remember

1. Begin the exit planning process at least 12–24 months before you intend to sell.
2. Understand and adjust your financials through the lens of a buyer, not just your CPA.
3. Emotional preparation is just as important as operational readiness—know why you're selling and what comes next.

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

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…

• Learn more about HFM HERE
• Schedule time to speak with us HERE
• Check out our Financial Wellness Program –

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 Pallozzi 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