Zero to $86M in 24 Months: The Home Service Growth Blueprint

In this special re-release of Owned and Operated, John Wilson sits down with AJ and Noah of Premier Home Pros to unpack how they went from a dining-room-table idea to $15M in year one, $86M in year two, and a national rollout—without taking on debt. They break down the sales system, affiliate-led demand gen, installer model, and the ops math behind a ~46-day greenfield payback. If you’re scaling a home service business, this is the blueprint.You’ll hear the real numbers: 91% demo, 82% close in month one for $557k, why they switched from acrylic to engineered stone to lift average ticket from $11.7k → $18.3k+, how they opened 9 locations by end of 2024, and the org/game plan to chase nine figures—profitably.🚀 What You’ll LearnBuilding a 7-figure month from scratch: scripts, demo rate, close rate, and training cadenceWhy product matters: moving from acrylic to engineered stone to lift AOV & marginsThe greenfield playbook: leader-first recruiting, affiliate demand, and 46-day payback on ~$96k launch costAffiliate vs. branded: how they buy demand now while brand compounds laterSKU & labor simplification: pull-and-replace scope, happier installers, faster cash turnsKnow your numbers: modeling CPL → net sets → demos → sales → install rate (~91% of net revenue) to forecast profit within ±2%Org design for hypergrowth: variable P&L (~70% variable), 5-person recruiting pod model, and promote-from-within targets🚀 What You’ll Learn:🔹 Hiring and Training for Rapid Sales Growth 🔹 How Culture Drives Sales Team Performance 🔹 Marketing Strategies That Actually Convert 🔹 Their Massive Growth Goals—and the Systems to Hit Them🎧 Guests🧠 AJ & Noah, Founders of Premier Home Pros  🎙️ Hosted by John Wilson💼 Big Reputation — Stop chasing reviews and watching competitors outrank you. Big Reputation is the AI-powered review + SEO platform built for home service pros. Automate review generation, respond with AI, track local SEO, and integrate with your CRM. Setup is free, and your first month’s on the house.👉 Book your demo💼Shoutout to Avoca AI!Looking to train your call center and improve technician performance? Avoca AI helps teams identify issues, improve call quality, and drive results from start to finish. 🔗 Schedule a demo💼 Shoutout to Quick Staffers LLC Need trained HVAC & plumbing CSRs at a fraction of the cost? Quick Staffers LLC specializes in placing top-tier global talent with the best SOPs and scripts. 🔥 Get $1,000 off your Send Us Mail!More Ways To Connect with O&O John's YouTube Channel Weekly Newsletter Owned and Operated Leave a Review John Wilson, CEO of Wilson CompaniesJack Carr, CEO of Rapid HVAC📌 Disclaimer: Some links may include UTM parameters or affiliate relationships, meaning we may earn a commission if you make a purchase. Episodes may feature sponsors, but all opinions expressed are our own.

Get MORE JackQuisitions HEREShould you stay sector-agnostic in ETA (entrepreneurship through acquisition) or plant a flag with a clear buy box brokers, CPAs, and attorneys can remember? After a month sidelined by a home flood, searcher Chris Barr returns to his acquisition entrepreneurship journey—refining a small-business acquisition thesis around B2B services, GovCon janitorial contracts, and Florida/Palm Beach deal sourcing. We dig into search fund tactics, on-market and off-market pipelines, broker outreach, list scraping, AI-assisted follow-ups, and how to position for SBA 7(a) financing, LOIs, diligence, and close.From tier-1 vs. tier-2/3 service models to residential vs. commercial focus, Jack and Chris get tactical about building a repeatable deal flow engine in a tight geo, crafting a memorable buy box (ticket size, customer type, contract length), and using light automation without sounding like spam. If you’re refining your acquisition criteria—B2B/government contracting, janitorial cleaning services, niche add-ons (e.g., AeroSeal), high-margin home services, or local trades—this episode hits playbooks for valuation, negotiation, seasonality, staffing, and lender selection so you can source better deals, faster.💡 What You’ll Learn • How to create a “tight buy box” brokers/CPAs/lawyers can remember and route deals to • The case for B2B and GovCon janitorial (set-asides, contracts, and people leverage) • Tier 1 vs. Tier 2/3 plays (e.g., niche add-ons like AeroSeal) and which fits a “nice-wage, simple, local” plan • Residential vs. commercial: ticket size, sales motion, and capacity caps • On-market vs. off-market engines: re-engaging brokers, list-scraping, and thoughtful personalization • Using AI for workflow and follow-ups—without sounding like a bot • Why timelines slip (and that’s normal): guilt, resets, and staying in the game • Picking the right SBA lender for trades acquisitions💼 Special Thanks to First Internet Bank!Looking to buy or expand a business? First Internet Bank is a National Preferred SBA lender specializing in acquisitions for the skilled trades. Their SBA loan program offers up to 90% financing for business acquisitions, partner buyouts, and commercial real estate—plus optional lines of credit to fuel future growth. Unlike traditional lenders, they take a “how can we” approach, making deals happen for both first-time buyers and experienced operators.👉 Special Offer: Mention Owned and Operated for a reduced good faith deposit and a complimentary deal review + buyside prequalification.Connect with Alan Peterson from First Internet Bank here 💼Shoutout to Avoca AI!Looking to train your call center and improve technician performance? Avoca AI helps teams identify issues, improve call quality, and drive results from start to finish.Send Us Mail!More Ways To Connect with O&O John's YouTube Channel Weekly Newsletter Owned and Operated Leave a Review John Wilson, CEO of Wilson CompaniesJack Carr, CEO of Rapid HVAC📌 Disclaimer: Some links may include UTM parameters or affiliate relationships, meaning we may earn a commission if you make a purchase. Episodes may feature sponsors, but all opinions expressed are our own.

John sits down with Harmony Brownwood, CEO & founder of GreenWorks Inspections & Engineering, to unpack how she grew from zero connections in 2009 to one of the largest independently owned inspection companies in the U.S.—now operating across six states with 11 locations, 2,500–3,000 services a month, and a runway from ~$15M toward $20M in annual revenue. Harmony shares the mindset work that kept her going for 16 months without a sale, the systems that let her scale beyond herself, and why “happy clients + happy team” is the non-negotiable core KPI.They get into how GreenWorks blends home inspections, structural engineering, and environmental services; why market flatness forces true market-share plays; and the playbook for entering new states by leading with engineering/environmental before residential inspections. You’ll hear how she measures client experience (NPS, “happy calls,” QC + AI on 80k+ reports), builds SOPs that actually stick, and keeps standards sky-high while still being beloved by realtors, investors, and homeowners.If you want a concrete blueprint for scaling a people-powered, service-heavy org—without PE money, franchising, or letting quality slip—this one’s for you.🎙️ Host John Wilson🎙️ Guest Harmony Brownwood💼Brought To You By LeadTruffle Never let another lead go cold. LeadTruffle’s A.I. follows up with your leads instantly by text, voice, and email — 24/7 — so you can book more jobs before the competition even calls back. Try it free for your first month: 🔥 Get Started HERE   💼 Shoutout to Quick Staffers LLC Need trained HVAC & plumbing CSRs at a fraction of the cost? Quick Staffers LLC specializes in placing top-tier global talent with the best SOPs and scripts. 🔥 Get $1,000 off your first placement HERE💼 Extra Special Thanks to Service Scalers!We’ve been partnering with Service Scalers to maximize our Local Service Ads (LSAs) and optimize our Google My Business profiles, and the results have been incredible. With hundreds of thousands in sales and 900+ calls in a single week, GMBs are now our top-performing organic lead channel. Want to learn how Service Scalers can do the same for you? 🔗Check Them Out Here 🔗 More from Us https://www.ownedandoperated.com/Send Us Mail!More Ways To Connect with O&O John's YouTube Channel Weekly Newsletter Owned and Operated Leave a Review John Wilson, CEO of Wilson CompaniesJack Carr, CEO of Rapid HVAC📌 Disclaimer: Some links may include UTM parameters or affiliate relationships, meaning we may earn a commission if you make a purchase. Episodes may feature sponsors, but all opinions expressed are our own.

John sits down with Zac Dearing (Mantel) to break down how top HVAC, plumbing, and electrical companies are moving from “proposal tools” to true shopping experiences that help homeowners buy with confidence—and help teams close more, faster. They dig into hard data from Mantel’s platform and homeowner survey: why Tuesdays are the biggest sales day, how response time and proposal view time (“eyeball time”) predict closes, and why a 10-point jump in proposal strength correlates with ~$960 higher average ticket. They also cover remote/virtual selling (and what a high-fidelity, open-cart experience can look like), pricing transparency (69% of homeowners try to find a price online…only 15% find something clear), extended-warranty strategies, and what changes between a $10M shop and a $100M shop (hint: ruthless simplicity). If you want a concrete playbook for modern sales—benchmarks, coaching levers, and systems that scale—this one’s for you.💡 What You’ll LearnShopping-Experience Selling: How Mantel helps contractors present interactive options, not lectures—and why FSM “order recorders” miss the moment of influence.KPIs That Move Deals: Response-time and proposal “eyeball time,” plus how to use them to coach sellers.Proposal Strength → Revenue: Why better option range, add-ons, and personalization lift ticket size (~$960 per +10 points).Benchmarks That Matter: Calibrating close rate, average ticket, attach rates—and avoiding dirty denominators.Remote/Virtual Sales: When to use it, how big firms are testing it, and the emerging “open cart” follow-up model.Simplicity at Scale: The shift from 2–3 sellers to 30–40+, standardization vs. autonomy, and raising the floor without capping the ceiling.What Homeowners Actually Want: Clear pricing, reputation, comfort, utility savings > brand logos—and how to price extended warranties for real adoption.🎙️ Host John Wilson 🎙️ Guest Zac Dearing — Mantel  Homeowner Shopping Attitudes Survey 2025💼Shoutout to Avoca AI!Looking to train your call center and improve technician performance? Avoca AI helps teams identify issues, improve call quality, and drive results from start to finish. 🔗 Schedule a demo💼 Shoutout to Quick Staffers LLC Need trained HVAC & plumbing CSRs at a fraction of the cost? Quick Staffers LLC specializes in placing top-tier global talent with the best SOPs and scripts. 🔥 Get $1,000 off your first placement hereSend Us Mail!More Ways To Connect with O&O John's YouTube Channel Weekly Newsletter Owned and Operated Leave a Review John Wilson, CEO of Wilson CompaniesJack Carr, CEO of Rapid HVAC📌 Disclaimer: Some links may include UTM parameters or affiliate relationships, meaning we may earn a commission if you make a purchase. Episodes may feature sponsors, but all opinions expressed are our own.

John sits down with Christian Rattin, CEO of Five Star Home Services, to unpack how he helped transform a single-family HVAC shop into a $40M+ multi-market powerhouse across Columbus, Dayton, and Cincinnati.From growing through chaos to professionalizing with purpose, Christian shares Five Star’s evolution — blending faith, strategy, and servant leadership to build a home service company that gives back millions. They go deep on: the “profit on purpose” philosophy, scaling across markets without losing culture, leadership development for second-chance employees, and using systems like Scaling Up to sustain growth.If you’re serious about building a multi-location business, leading through values, or turning revenue into real impact, this episode is a masterclass in intentional scaling.💡 What You’ll LearnProfit on Purpose: How Five Star gives away 10% of revenue while driving sustainable profit.Scaling with Faith and Focus: Why doing business “on purpose” beats chasing fast exits.From $10M to $40M: Lessons from chaotic growth, leadership resets, and professionalizing ops.Leadership at Scale: Creating A-player development pipelines, manager roundtables, and clear career ladders.Multi-Market Playbook: The hard truths about central vs. localized leadership and GM accountability.Systems Thinking: Why Scaling Up won over EOS — and how to choose the right coach.🎙️ HostJohn Wilson 🎙️ GuestChristian Rattin – CEO, Five Star Home Services (Columbus, Dayton, Cincinnati)📞 Sponsored by Quo — The Modern Business Phone for Service ProsMissed calls mean missed business. Quo (formerly OpenPhone) is the AI-powered phone system that logs calls, creates summaries, and automates follow-ups — keeping your team connected and customers happy.?🎁 Start your 7-day free trial and get 20% off your first six months 💼 Special Thanks to AppleTree Business Services!One of the most common and expensive mistakes in acquisitions is not getting serious about accounting. Whether you’re buying a business or running one, you need the right financial partner. That’s why we’ve partnered with AppleTree Business Services — a one-stop shop fluent in tools like ServiceTitan and Housecall Pro.👉 Listeners get a free tax & financial review, plus 10% off quality of earnings when buying a business.💼 Shoutout to Avoca AI!Looking to train your call center and improve technician performance? Avoca AI helps teams identify issues, improve call quality, and drive results from start to finish. 🔗 Schedule a demo🔗 More from UsSend Us Mail!More Ways To Connect with O&O John's YouTube Channel Weekly Newsletter Owned and Operated Leave a Review John Wilson, CEO of Wilson CompaniesJack Carr, CEO of Rapid HVAC📌 Disclaimer: Some links may include UTM parameters or affiliate relationships, meaning we may earn a commission if you make a purchase. Episodes may feature sponsors, but all opinions expressed are our own.

John sits down with Tyler Griffin (Swift Pro Heating, Cooling & Plumbing) to unpack how he launched a fast-growing HVAC + Plumbing startup in one of the most competitive markets in America: Washington, D.C./Northern Virginia. From selling his previous exterior business to private equity, taking a six-month reset, and then sprinting from zero to multi-million in year one, Tyler shares the gritty playbook—reviews over revenue early, Angie Ads to jumpstart demand, vendor partnerships (hello, Trane/Ferguson), dialing memberships, and building leaders who model → mentor → multiply.They get tactical on launching from scratch instead of buying, recruiting in a saturated market, wiring culture for speed, standing up next-day installs, and using Nexstar’s OPEX roadmap to avoid the common HVAC pitfalls. If you’re eyeing a greenfield launch or adding a second trade, this one’s a field guide.💡 What You’ll LearnLaunch vs. buy: why greenfield can beat pricey acquisitionsThe “Day 1 legitimacy” stack: branded wraps, website, and review flywheelDemand plumbing: Angie Ads, map pack, and referral loops that convert to system replacementsMemberships as a moat (and how to fix a lopsided install/service mix)Vendor strategy: pricing, warranty support, and picking partners who bet on🎙️ HostJohn Wilson 🎙️ GuestTyler Griffin (Swift Pro Heating, Cooling & Plumbing – Washington, D.C./Northern Virginia)🔨Sponsored by WeSupplyTrades — Thousands of Plumbing, HVAC, and Hydronics parts shipped fast. Sign up free, save big, and get 20% off your first order with code OWNED20 HEREShout Out to FieldPulse 🚀FieldPulse is an incredible Field Service Management platform that helps you save hours each week while keeping your operations running smoothly. If you're looking to streamline your processes, stay competitive, and focus on what truly matters, FieldPulse is a game-changer!📅 Book your demo📞 Sponsored by Quo — The Modern Business Phone for Service ProsMissed calls mean missed business. Quo (formerly OpenPhone) is the AI-powered phone system that logs calls, creates summaries, and automates follow-ups — keeping your team connected and customers happy.🎁 Start your 7-day free trial and get 20% off your first six months🔗 More from ushttps://www.ownedandoperated.com/Send Us Mail!More Ways To Connect with O&O John's YouTube Channel Weekly Newsletter Owned and Operated Leave a Review John Wilson, CEO of Wilson CompaniesJack Carr, CEO of Rapid HVAC📌 Disclaimer: Some links may include UTM parameters or affiliate relationships, meaning we may earn a commission if you make a purchase. Episodes may feature sponsors, but all opinions expressed are our own.

John sits down with Micah Findley (HomeField) to talk about building a national brand in one of the most overlooked trades: The Septic Pumping Business. From pricing thousand-gallon pumps to dump fees, grease traps, and service agreements, this is the real playbook for scaling a modern Septic Pumping operation.They unpack the entire stack—how a Septic Truck Business goes beyond “just pumping” into repairs, installs, commercial work, and recurring maintenance—plus route density, transfer (frac) tanks, land application vs treatment plants, AR policies, and the software/marketing engines (LSA, PPC, ServiceTitan/Housecall Pro) that drive profitable Septic Pumping growth.💡 What You’ll Learn-The septic stack: pumping → repairs → installs → commercial → grease-Pricing pumps when dump fees, fuel, and labor vary by market-Service agreements that stabilize cash flow and boost LTV-Capacity building: route density, day/night shifts, and transfer tanks-Vertical integration: land application vs full treatment plants (CapEx math)-Tech & marketing: LSA, PPC, map pack, and card-on-file AR policies-Hiring/training techs in a niche trade and standardizing KPIs🎙️ Host John Wilson🎙️ Guest Micah Findley (Home Field) Shout Out to FieldPulse 🚀FieldPulse is an incredible Field Service Management platform that helps you save hours each week while keeping your operations running smoothly. If you're looking to streamline your processes, stay competitive, and focus on what truly matters, FieldPulse is a game-changer!📅 Book your demo💼 Modernize is how smart contractors scale.With inbound calls, live transfers, and branded programs, Modernize connects you to ready-to-buy homeowners. Over 9M leads delivered and $4B+ in revenue generated.👉 Start growing🚀 Huge Shoutout to SupplyHouse!When it comes to fast turnaround times, SupplyHouse has our back! With 250,000+ SKUs covering plumbing, HVAC, and electrical, they make sure we get the right materials—fast and hassle-free.💡Their Trademaster program offers free shipping, returns, and discounts, all with no membership fee. Use promo code SH5 for five percent off your first order— Code is valid through 9/30/2025.🔗 Check them out & level up your supply game here   📈 Keywords septic pumping, septic pumping business, septic truck business, grease trap pumping, service agreements septic, wastewater treatment plant, land appSend Us Mail!More Ways To Connect with O&O John's YouTube Channel Weekly Newsletter Owned and Operated Leave a Review John Wilson, CEO of Wilson CompaniesJack Carr, CEO of Rapid HVAC📌 Disclaimer: Some links may include UTM parameters or affiliate relationships, meaning we may earn a commission if you make a purchase. Episodes may feature sponsors, but all opinions expressed are our own.

Welcome to Entry & Exit — the new Owned and Operated series for builders in the security & life-safety world. Hosts Stephen Olmon and Collin Trimble share how they grew Alarm Masters from under $2M to ~3× revenue, including +50% RMR growth in Year 1.From recurring revenue (RMR) to acquisitions and organic growth, this episode breaks down what it really takes to scale a security business — and eventually position it for a successful exit.✨ What You’ll Learn-The 3 revenue pillars (Install, Service, RMR) and target margins- Why buying monitoring accounts opens doors to 5 scopes (cameras, access, fire, intercom, PA)- The coffee/taco drop strategy that keeps customers sticky & cross-sold- How Alarm Masters went from 1st deal → 4 acquisitions → $6M+ in just 2 years- Lessons on hiring, ops leadership, and competing with the national giants- What buyers look for when evaluating your business (RMR %, retention, service cadence)🔗 ConnectStephen OlmonCollin TrimbleMORE Entry & ExitEntry & Exit AudioSend Us Mail!More Ways To Connect with O&O John's YouTube Channel Weekly Newsletter Owned and Operated Leave a Review John Wilson, CEO of Wilson CompaniesJack Carr, CEO of Rapid HVAC📌 Disclaimer: Some links may include UTM parameters or affiliate relationships, meaning we may earn a commission if you make a purchase. Episodes may feature sponsors, but all opinions expressed are our own.

Live from Pantheon, John sits down with RJ Magee (Sierra) and Tyson Chen (Avoca AI) to talk about the future of technology in home service — from AI call centers to multi-location growth and ServiceTitan integration.RJ shares how Sierra grew to 6 companies across 5 states through strategic acquisitions, while Tyson explains how Avoca’s AI agents are transforming call centers — booking jobs, handling overflow, and integrating directly with CRMs.They unpack what it really takes to expand across geographies, standardize technology stacks, manage ServiceTitan instances, and build a culture that embraces change. If you’re scaling locations, integrating new tech, or curious about how AI can actually work in the trades — this one’s a playbook.💡 What You’ll Learn-How Sierra scaled to 6 companies across 5 states through acquisitions and shared resources-Why decentralizing call centers (but centralizing tech) drives accountability-How Avoca’s AI books real jobs, handles overflow, and integrates directly with ServiceTitan-Implementing multi-location tech rollouts — what to standardize, what to localize-Change management: how to make teams embrace AI instead of fear it-Lessons from Pantheon: how the trades are evolving into tech-enabled businesses🎙️ Host John Wilson 🎙️ Guests RJ Magee (Sierra) Tyson Chen (Avoca AI)💼MASSIVE Shoutout to Avoca AI!Looking to train your call center and improve technician performance? Avoca AI helps teams identify issues, improve call quality, and drive results from start to finish. 🔗 Schedule a demo HERE💼 Big Reputation — Stop chasing reviews and watching competitors outrank you. Big Reputation is the AI-powered review + SEO platform built for home service pros. Automate review generation, respond with AI, track local SEO, and integrate with your CRM. Setup is free, and your first month’s on the house.👉 Book your demo 💼 Extra Special Thanks to Service Scalers!We’ve been partnering with Service Scalers to maximize our Local Service Ads (LSAs) and optimize our Google My Business profiles, and the results have been incredible. With hundreds of thousands in sales and 900+ calls in a single week, GMBs are now our top-performing organic lead channel. Want to learn how Service Scalers can do the same for you? 🔗Check Them Out Here Send Us Mail!More Ways To Connect with O&O John's YouTube Channel Weekly Newsletter Owned and Operated Leave a Review John Wilson, CEO of Wilson CompaniesJack Carr, CEO of Rapid HVAC📌 Disclaimer: Some links may include UTM parameters or affiliate relationships, meaning we may earn a commission if you make a purchase. Episodes may feature sponsors, but all opinions expressed are our own.

Over the last five years, Steve Carroll scaled Kelso Industries from zero to $1.1–$1.2B top line with 3,500+ employees across mechanical, electrical, and plumbing (MEP) — powered by 29 acquisitions and an “empowered, decentralized” operating model. In this wide-ranging conversation, Steve and John unpack the Kelso flywheel (construction ➜ retrofit ➜ maintenance ➜ service), how to choose what to centralize vs. decentralize, why leadership pipelines matter more than playbooks, and the realities of integrating owner-led companies at scale. We also dig into data center demand, non-union strategy, and the “survival mode” moments that nearly derailed the journey.If you’re thinking about multi-location expansion, commercial/industrial MEP, or acquiring while operating, this one’s a blueprint.What You’ll Learn-The Kelso flywheel: use construction as an entry point, expand into retrofit, sell maintenance, earn lifetime service-29 acquisitions without breaking culture: partnering with operators, light-touch integrations, and when to standardize-Centralize vs. decentralize: cash & risk centralization; empower branches on P&L, customers, and ops-Building leadership pipelines (trades & military) to keep growth from stalling-Data centers & industrial demand: where the growth is and what capabilities matter- How a billion-dollar platform still treats growth like survival🎙️ HostJohn Wilson 🎙️ GuestSteve Carroll (Kelso Industries) 💼 Partners💼 Extra Special Thanks to Service Scalers!We’ve been partnering with Service Scalers to maximize our Local Service Ads (LSAs) and optimize our Google My Business profiles, and the results have been incredible. With hundreds of thousands in sales and 900+ calls in a single week, GMBs are now our top-performing organic lead channel. Want to learn how Service Scalers can do the same for you? 🔗Check Them Out Here 💼 Shoutout to Quick Staffers LLC Need trained HVAC & plumbing CSRs at a fraction of the cost? Quick Staffers LLC specializes in placing top-tier global talent with the best SOPs and scripts. 🔥 Get $1,000 off your first placement HERE🔨Sponsored by WeSupplyTrades — Thousands of Plumbing, HVAC, and Hydronics parts shipped fast. Sign up free, save big, and get 20% off your first order with code OWNED20 HERESend Us Mail!More Ways To Connect with O&O John's YouTube Channel Weekly Newsletter Owned and Operated Leave a Review John Wilson, CEO of Wilson CompaniesJack Carr, CEO of Rapid HVAC📌 Disclaimer: Some links may include UTM parameters or affiliate relationships, meaning we may earn a commission if you make a purchase. Episodes may feature sponsors, but all opinions expressed are our own.