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.

Tune into this episode to also learn:

• 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.

What we discussed

• [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.

3 Things To Remember

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.

Memorable moments:

(00:06:25) “He said, it’s yours. Earn it. And we did. And he and I have been colleagues ever since.”
(00:13:00) “We’ve learned to live without its existence.”
(00:15:39) “Attitude is everything. And it’s a present mindset attitude that I want.”

Useful Links

Connect with Michael Pallozzi: mpallozzi@hfmadvisors.com | LinkedIn

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