The UpFlip Podcast

How do you turn a beat-up cargo van and a funny name into a $300 million empire? Nick Friedman, co-founder of College Hunks Hauling Junk & Moving, joins UpFlip to reveal the blueprint behind one of America’s most iconic service brands.
From a summer side hustle to over 200 locations, Nick breaks down the exact systems used to survive the 2008 housing crash, COVID, and volatile markets.
In this episode, you’ll learn:
The "Purple Cow" Strategy: Why a funny name and bright orange trucks were the ultimate "pattern interrupt" to dominate a crowded market.

Guerilla Marketing: How to use your vehicle as a rolling billboard and secure high-visibility parking spots for free.

The E-Myth Shift: The specific moment Nick realized he had to stop driving the truck to start building the business.

The H.U.N.K.S. Acronym: How to build a world-class company culture using values (Honest, Uniformed, Nice, Knowledgeable, Service).

Systems Before Scale: Why documenting simple tasks (like safety checklists) allowed them to franchise successfully.

"Who Not How": The mindset shift required to go from incremental growth to 10x expansion.

The "Why, Where, Who" Framework: Why you must define your destination before worrying about the tactical "how."

Loyalty Loops: How to turn a one-time moving customer into a lifetime referral source.

Surviving Adversity: Lessons learned from launching a franchise model during the peak of the 2008 financial crisis.

10x vs. 2x Planning: How to set audacious 10-year goals and reverse engineer them into quarterly "rocks."

Timestamps:
(00:00) Intro: From Cargo Van to $300M
(02:15) The Origin Story: Winning a Business Plan Competition
(05:40) Naming the Business & Standing Out
(08:30) Guerrilla Marketing Tactics (The Rolling Billboard)(11:50) When to Transition to Paid Ads
(15:30) Building a World-Class Customer Experience
(18:45) The "E-Myth" Moment: Working ON the Business
(22:10) The "Why, Where, Who" Framework
(26:00) Overcoming the 2008 Crash & Adversity
(31:15) The Fan Blitz: Best Books & Early Mistakes
Tags:  Business scaling, Entrepreneurship, Home Services, College Hunks, Business growth, Business leadership, Customer retention, Junk Hauling
Resources:
Grow your junk removal business today: https://www.upflip.com/course/moving-and-junk-removal-blueprint
Connect with Nick: https://www.instagram.com/nickfriedman1/?hl=en

Imagine making money while relaxing on a beach in Greece, not because you’re a crypto genius, but because you own metal boxes on a dirt lot. That is the reality for Bree Hartman, a former personal trainer who traded "trading time for dollars" for the high-margin world of Self-Storage Investing.
In this episode of UpFlip, Bree breaks down how she built a portfolio of over 100,000 sq ft of storage space. She explains why self-storage crushes residential real estate (lower expenses, no evicting families) and how to find "Mom and Pop" owners who still run their multi-million dollar businesses on yellow notepads.
In this episode, you’ll learn:
The Golden Mantra: Why "No Toilets, No Tenants, No Employees" makes storage the ultimate lifestyle business.

The 35% Rule: Understanding why storage has a 35% expense ratio compared to 55%+ for multifamily real estate.

The "Market Rule of Fives": Bree’s exact criteria for picking a winning location (Population 5k-120k, median income $50k+, etc.).

Google Maps Sourcing: How to find off-market deals for free by simply scrolling through Maps and looking for facilities with no websites.

The "Yellow Pad" Opportunity: Why targeting unsophisticated Mom & Pop owners allows you to force appreciation instantly by adding basic tech.

The Cold Call Script: The exact, non-salesy lines Bree uses to get owners to say "Yes" to selling their business.

Seller Financing Structure: How Bree bought a $500k facility with only 15% down and pays the owner monthly—skipping the bank entirely.

Remote Management Tech: The software stack (Easy Storage Solutions, Gate Codes) that allows full automation without onsite employees.

The 92% Occupancy Sweet Spot: Why being 100% full is actually a bad thing and a sign you are undercharging.

Wholesaling for Cash: How to start with $0 by putting a facility under contract and selling the rights for a $100k fee.

Tags: Business Buying, Entrepreneurship, Real Estate, Passive Income, Breanne Hartman, Seller Financing, Self Storage Business

Timestamps
(00:00) Intro: From Personal Trainer to Storage Empire
(02:40) The Numbers: $41k/Month & Profit Margins
(04:30) Why Storage Beats Residential Rentals
(08:20) Targeting "Yellow Pad" Mom & Pop Owners(14:15) The "Market Rule of Fives" (Location Scouting)
(17:50) Automating the Business with Tech
(20:45) The Exact Cold Call Script to Buy Businesses
(23:30) How to Structure Seller Financing Deals
(28:30) The Fan Blitz: Red Flags & Best Advice

Resources:
Grow your mid-term rental business today:  https://www.upflip.com/course/the-mid-term-rental-blueprint
Connect with Breanna: https://www.instagram.com/bree.theinvestor/?hl=en

Imagine walking away from a $200k salary to bet on a gap in the real estate market. That’s exactly what Jesse Vasquez did. Today, his portfolio generates over $2.1 million annually by focusing on the "Mid-Term Rental" (MTR) strategy—a sweet spot between long-term leasing and high-turnover Airbnbs.
In this episode of UpFlip, Jesse reveals how MTRs generate 3-5x the cash flow of traditional rentals. Whether you have zero properties or a full portfolio, Jesse breaks down how to secure contracts with hospitals, insurance companies, and construction firms to keep your units booked for months at a time.
In this episode, you’ll learn:
The MTR Goldmine: Why 30-day stays (mid-term rentals) are the most stable and profitable niche in real estate today.

The "Lead Connector" Model: How to earn 10% referral fees by simply connecting companies to landlords—without owning or renting anything yourself.

Rental Arbitrage 101: How Jesse rents homes for $3,000 and legally subleases them to corporations for $10,000.

The "Extended Stay" Hack: A guerrilla marketing tactic where you drive by hotels to spot out-of-state work trucks and steal their corporate contracts.

The Indeed & LinkedIn Strategy: A step-by-step workflow to find travel nurse recruiters on job boards and DM them to secure direct bookings.

Insurance Housing Secrets: Why insurance companies pay 3-5x market rates to house displaced families and how to get on their radar.

Reverse Engineering Demand: How to use Furnished Finder and Airbnb not to list, but to research exactly which companies are sending employees to your city.

The Perfect Pitch: The exact "money-saving" script Jesse uses when cold-calling HR departments.

Essential Amenities: The under-$100 upgrades (like blackout curtains and noise machines) that are non-negotiable for night-shift nurses.

The Empathy Edge: Why focusing on the human element—like a family needing a dinner table after a fire—will skyrocket your business faster than focusing on ROI.
Timestamps
(00:00) Intro: From "Golden Handcuffs" to $170k/Month
(04:30) The "Foot in the Door" Moment: Landing the First Contract
(08:45) How to Identify the Best Properties for MTR
(16:20) Rental Arbitrage: Making Money Without Owning Homes
(21:00) How to Find Leads (The "Extended Stay" & Indeed Method)
(27:15) The Fan Blitz: Best Upgrades & Mistakes to Avoid

Tags: Property Management, Entrepreneurship, Passive Income, Real Estate, Mid Term Rental, Rental Arbitrage, Insurance Housing, Jesse Vasquez

Resources:Grow your mid-term rental business today:  https://www.upflip.com/course/the-mid-term-rental-blueprint
Connect with Jesse: https://www.instagram.com/therealjessevasquez/

John Hill was lying in a hospital bed after surviving a massive heart attack when he faced a life-altering choice: give up, or stay and find a higher purpose. Choosing to stay, John walked away from his stable job with only one paycheck left, no safety net, and a yellow legal pad to map out a business idea that experts called "the worst model ever." He set out to clean up a dirty industry by doing the unthinkable—personally guaranteeing the work of contractors to protect homeowners.
In this interview, John sits down with Ryan Atkinson to share how he built The Good Contractors List, a company that has backed over $5 billion in work and paid out $127,000 in claims to fix bad jobs. He reveals why the "sell the lead" model is broken and how his unique approach of "giving more than you take" created a community-driven ecosystem that generates revenue without sacrificing integrity.
You’ll learn why ignoring "business experts" was the best decision John ever made, how to identify if you are a Visionary or an Integrator, and the crucial difference between self-promotion and community authority. We also dive deep into how faith fueled John through financial rock bottom and the practical steps entrepreneurs can take to build a business that prioritizes purpose over profit.
Takeaways:
- Purpose Beats Credentials: John didn't have a business degree or a safety net; he had a "hospital bed promise" to live with purpose. This intrinsic motivation fueled him through obstacles that would have stopped a purely profit-driven founder.
- The "Anti-Lead" Business Model: John disrupted the industry by refusing to sell leads. Instead of charging per lead (which incentivizes quantity over quality), he charges a flat membership fee, aligning his success with the contractor's reputation rather than their marketing spend.
- Validate with Sales, Not Software: You don’t need a website to start. John launched his business with a yellow legal pad and a pen, collecting checks and validating the concept before spending a dime on digital infrastructure.
- Ignore the "Experts": Multiple business consultants told John his model—personally guaranteeing contractor work—was "suicide." He ignored them, and that specific differentiator is what allowed him to back over $5 billion in projects.
- The Visionary vs. Integrator Dynamic: John struggled with structure until he recognized he was a "Visionary" and needed an "Integrator" partner to handle operations. Knowing your personality type is crucial for scaling past the startup phase.
-Crowdsourced Quality Control: Instead of just hunting for contractors himself, John built a referral program where he pays homeowners and other contractors to refer trusted pros, effectively letting the community build his vetting pipeline.
- Risk is Lower Than You Think: Guaranteeing work sounds risky, but the data proves otherwise. Because the vetting process is so strict, The Good Contractors List has only had to pay out ~$127,000 on $5 billion worth of jobs.
- Give More Than You Take: This isn't just a moral stance; it’s a growth strategy. By not nickel-and-diming contractors for every lead, John built a loyal community that self-polices and promotes the brand organically.
- Faith as a Stress Management Tool: John attributes his ability to handle the "Valley of Death" (running out of money) to a spiritual surrender. Removing his ego from the outcome allowed him to make clear decisions without panic.
- Community Authority: A single contractor saying "I'm good" is marketing. A third-party organization backing that contractor with their own money is authority. John built a business on selling trust, not just advertising space.
Tags: Home Services, Entrepreneurship, Business mindset, Faith, Startup, Leadership
Resources:
Grow your business today:  https://links.upflip.com/the-business-startup-and-growth-blueprint-podcast
Connect with John: https://thegoodcontractorslist.com/contractor-listings-and-our-team/

Fred and Sherrod were top-tier corporate sales performers pulling in six-figure salaries before they realized that the local "dirty" businesses—like junk haulers and carpet cleaners—were actually out-earning them while enjoying significantly more freedom. Tired of the "gilded cage" of corporate America, this US Army veteran duo walked away from their Fortune 500 careers to build Accelerated Waste Solutions. Today, they’ve turned a borrowed pickup truck into a national system that generates $1 million a month with a staggering 60% gross profit margin.
In this episode, Fred and Sherrod join Ryan Atkinson to break down their recession-proof playbook for building a high-margin service business. They dive deep into why they prioritize B2B contracts over B2C, explaining the strategic shift from "renting" customers to "owning" them through recurring revenue. You’ll learn the mathematical secrets behind their "Bigger Trucks, Better Pricing" competitive advantage and how they used a patented junk removal app to bring transparency and technology to the waste management industry.
From leveraging relationships at the local Chamber of Commerce to the conviction required to turn down a $5 million acquisition offer, Fred and Sherrod share the grit and systems needed to scale a successful franchise. Whether you’re interested in business acquisition, startup advice for service-based businesses, or transitioning from sales to CEO, this interview provides the roadmap to financial independence. Stay tuned for their "fan blitz" where they reveal the essential tools—like the humble dolly and scoop shovel—that save their teams hours of labor every single week
Takeaways:
- The realization that local service providers often out-earn six-figure corporate employees can be the ultimate catalyst for leaving the corporate ladder.
- Focusing on B2B contracts with apartment complexes allows a business to "own" a customer through recurring revenue rather than "renting" them for one-time residential events.
- Successful business opportunities often stem from solving personal daily frustrations, such as the inconvenience of transporting trash across a large residential property.
- Maintaining a 60% gross profit margin is achievable by using larger trucks and precise mathematical volume calculations to offer the most competitive price per cubic yard.
- Integrating patented technology like photo-based reporting creates a transparency "trust factor" that differentiates a service business from competitors who use bait-and-switch pricing.
- Prioritizing community relationships and joining local chambers of commerce is often more effective for long-term growth than immediate, unguided prospecting.
- Entrepreneurs must identify their "Achilles' heels" early on and utilize resources like AI or specialized sales training to offset their personal skill gaps.
- Investing in simple but essential equipment like heavy-duty dollies and scoop shovels prevents unprofessionalism and saves hours of physical labor on the job site.
- Maximizing daily efficiency requires a purposeful routing plan for both service calls and prospecting before even leaving the house in the morning.
- Having a clear vision and a "why" beyond just money provides the conviction necessary to turn down premature multi-million dollar acquisition offers in favor of long-term scaling.
Tags: Side Hustle, Entrepreneurship, B2B, Business Mindset, Startup, Customer Retention, Junk Hauling 
Resources:
Grow your business today:  https://www.upflip.com/course/how-to-choose-the-right-franchise
Connect with Fred and Sherrod: https://www.instagram.com/awsfranchise/?hl=en