Let Go of the Baby: Build Your Sales Team and Scale

I hear it from many clients… they want to grow. But owning a small home or commercial services business is a nonstop grind. You answer calls, visit leads, create estimates, follow up, chase invoices… rinse and repeat. Then there’s the paperwork (hopefully you’ve gone digital at this point, #Swivl), and most of the time you’re on-site, making sure things are done right and to your standards. I mean—you built the freaking company!

To use an old industry phrase, the key to growth is realizing you need to start working for the company, not in it. This is when you stop being the salesperson, the tech, and the manager, and start becoming the owner. It’s when you’ll have time to focus on the large and small details that allow you to grow.

Enter Reggie Lowe, owner of Apex Residential Solutions, an HVAC company in Atlanta. We featured him on our Swivl Sessions podcast back in 2025. He talked with us about the need to finally bring on salespeople after almost 20 years in business. He knew that hiring was the only way to get out of working 65+ hours a week and focus on growing the business.

“It took years for me to let the baby go. That’s my baby.”
“I knew the sales guys were important, but man, until I got them on board and really saw what they could do and the way we could scale… okay, I see. This is the way!”
— Reggie Lowe

The sales for his company grew from $1.2 million to $2.2 million in just over a year—all because he took the leap and hired salespeople. He got lucky and found three seasoned salespeople at once. You might only find one, and that’s okay.

Many owners worry about the cost of bringing on a new hire, but a good salesperson usually pays for themselves quickly. For Reggie, the extra capacity let him take on more jobs, bill more hours, and grow revenue without burning out. He was able to handle more work, expand operations, and give his customers faster, more reliable service.

Scaling shouldn’t be about working harder. It’s about stepping out of the engine room and taking the wheel. Hiring isn’t just about adding more people and stressing over increased operating costs; it’s about giving your company room to grow. Once you start working for your business, not just in it, you’ll wonder why you waited so long.