#167- Stop Pitching, Start Closing—The Secret to More Plumbing Conversions

Most techs aren’t salespeople—but they should be closing more jobs. In this episode, Jack and John break down the sales tactics that get homeowners saying yes more often. We're talking about the difference between soft and hard selling, how full system evaluations can boost your close rate, and why most techs miss the real root cause of a homeowner’s problem. Plus, we cover the must-know steps for handling calls like a pro. If you want to turn more estimates into booked jobs, this one’s for you.SPECIAL THANKS TO SERVICE SCALERSIn a year where many in the industry faced challenges, we’re thrilled to have hit the low 20s, outperforming expectations and driving serious growth. A huge part of that success is thanks to Service Scalers.The team have been invaluable partners, helping us achieve awesome results with out SEO, PPC, LSA and GMB marketing.If you’re in the trades and ready to level up your marketing, do yourself a favor and check out ServiceScalers.com. Sam and his team are killing it right now.SHOUT OUT TO HATCHTurn communication into conversion with Hatch and its AI Agents, ready to handle follow-ups, reminders, email blasts, and more for your home service business. Save employee hours and book more leads with the power of Hatch.Learn More About HatchEpisode Hosts: 🎤John Wilson: @WilsonCompanies on XJack Carr: @TheHVACJack on XContact Owned and Operated: [email protected] Visit the website for more information More Ways To Connect with O&O John's YouTube Channel Weekly Newsletter Leave a Review John Wilson, CEO of Wilson CompaniesJack Carr, CEO of Rapid HVAC

AI is coming for everything—except FieldPulse, according to CEO Gabe Pinchev. In this episode, we chat about how FieldPulse is changing the game for home service businesses with an all-in-one CRM that actually understands what tradesmen need. We talk invoicing, scheduling, QuickBooks sync, dispatch tools, and why custom workflows make all the difference.Plus, Gabe shares insights on his company’s Series B funding, why AI won’t be replacing SaaS (but will make it better), and what’s next for FieldPulse.If you're running an HVAC, plumbing, electrical, or any other home service business and still juggling paper invoices, whiteboards, or excel spreadsheets, this episode is a must-listen.HUGE THANK YOU TO FIELD PULSEFieldPulse is a really awesome Field Service Management platform that helps you save hours every week and keep operations running smoothly. With features like scheduling, dispatching, invoicing, and reporting, it takes the headache out of managing the day-to-day.If you're looking to streamline your ops, stay ahead of the competition, and focus on what really matters, FieldPulse is a game-changer.👉 Book a Demo with FieldPulse to get 15% off the annual plan when you mention Owned and Operated.SHOUT OUT TO SUPPLY HOUSEBig shoutout to SupplyHouse.com for helping us meet our fast turnaround times. With 250,000+ SKUs across plumbing, HVAC, and electrical, they get us what we need—fast. Their Trademaster program offers free shipping, returns, and discounts, all with no membership fee. Check them out at www.supplyhouse.com!Episode Hosts: 🎤John Wilson: @WilsonCompanies on XJack Carr: @TheHVACJack on XEpisode Guest:Gabe Pinchev: On LinkedInLearn More About Field PulseContact Owned and Operated: [email protected] Visit the website for more information More Ways To Connect with O&O John's YouTube Channel Weekly Newsletter Leave a Review John Wilson, CEO of Wilson CompaniesJack Carr, CEO of Rapid HVAC

In this episode, we’re diving straight into what really matters in 2025—your brand. If your branding isn’t sharp and your marketing isn’t hitting hard, you’re already behind. John and Jack talk about why it’s non-negotiable to nail your brand this year and how it ties directly to dominating your market.We walk you through how to set smart revenue goals and hit your targets. We also break down the benchmarks every HVAC, electric, and plumbing business needs to aim for, and why quarterly reviews are your key to staying on track.We’ll also get into the real stuff: beating your competition, owning your zip codes, and why GMB and LSAs are still the power plays you need to leverage in 2025.Key Highlights: Budgeting and revenue goals for 2025Benchmarking for HVAC, electric and plumbingDominating zip codesBranding and marketing in 2025Special Thanks to Service ScalersService Scalers have helped us to deliver the leads we need to scale Wilson, and their expertise in SEO, PPC, LSA, and GMB marketing has been a game-changer.Last year their partnership helped us achieve 46% year-over-year growth and this year is going to be even bigger. If you're in the trades and serious about growth, I can't recommend them enough. Check out Service ScalersShoutout to Quick Staffers LLCQuick Staffers are the staffing agency bringing global talent to the HVAC and plumbing industries. They specialize in placing trained overseas CSRs, fully equipped with the best SOPs and scripts at a fraction of the cost.Don't miss out. Get $1000 off your first placement here.Contact Owned and Operated: [email protected] Visit the website for more information More Ways To Connect with O&O John's YouTube Channel Weekly Newsletter Leave a Review John Wilson, CEO of Wilson CompaniesJack Carr, CEO of Rapid HVAC

In this episode, we get real about how to master your service truck inventory and purchasing. We’ll cover how to cut costs for your business, avoid common mistakes, and streamline your operations with a solid PO system, VMI (Vendor Managed Inventory), and stronger vendor relationships. Oh, and don’t miss our tips on using mobile truck setups to streamline operations. Plus, get practical advice on negotiating with vendors and keeping your inventory in check to save you big bucks.Shoutout to Quick Staffers LLC Quick Staffers are the staffing agency bringing global talent to the HVAC and plumbing industries. They specialize in placing trained overseas CSRs, fully equipped with the best SOPs and scripts at a fraction of the cost. Don’t miss out—Get $1000 off your first placement here Special Thanks to AvocaLooking to train your call center and improve technician performance? Avoca AI is here to help your team identify existing issues, improve call quality, and drive results from start to finish. Click here to schedule your demo today.Contact Owned and Operated: [email protected] Visit the website for more information More Ways To Connect with O&O John's YouTube Channel Weekly Newsletter Leave a Review John Wilson, CEO of Wilson CompaniesJack Carr, CEO of Rapid HVAC

In this episode, we’re breaking down what it takes to plan for serious growth—both short and long term. Jack and John swap stories and hard-won lessons on budget planning, sharpening your SWOT analysis, setting revenue targets, and getting your team firing on all cylinders. They dig into why strong accounting practices are a growth superpower and share practical steps to scale your business effectively.Key highlights: Tactical planning and goal settingWhy every department matters in hitting goalsThe importance of data reviews to keep you ahead of the curve.Shout out to our sponsors!Modernize We’ve been using Modernize them for our water quality leads, and it’s been smooth sailing from day one. Onboarding was quick and now every lead goes straight into our call center. If you’re serious about boosting your leads, definitely check them out.Service ScalersService Scalers have helped us to deliver the leads we need to scale Wilson, and their expertise in SEO, PPC, LSA, and GMB marketing has been a game-changer.Last year their partnership helped us achieve 46% year-over-year growth and this year is going to be even bigger. If you're in the trades and serious about growth, I can’t recommend them enough.Check out Service ScalersContact Owned and Operated: [email protected] Visit the website for more information More Ways To Connect with O&O John's YouTube Channel Weekly Newsletter Leave a Review John Wilson, CEO of Wilson CompaniesJack Carr, CEO of Rapid HVAC

In a world where customer expectations are higher than ever, the success of your HVAC or plumbing business hinges on one thing: a well-trained team. Jack and John are here to show you how to make it happen.Drawing on their experience and dynamic insights, they reveal the secrets to creating training programs that don’t just do the job — but transform how you do business. From onboarding new hires to advanced technical and sales tips, they break down the steps to building high-performance teams.Special Thanks to AvocaLooking to train your call center and improve technician performance? Avoca AI is here to help your team identify existing issues, improve call quality, and drive results from start to finish. Click here to schedule your demo today.Special Thanks to HatchTurn communication into conversion with Hatch and its AI Agents, ready to handle follow-ups, reminders, email blasts, and more for your home service business. Save employee hours and book more leads with the power of Hatch.Learn more about Hatch hereEpisode Hosts: 🎤John Wilson: @WilsonCompanies on XJack Carr: @TheHVACJack on XContact Owned and Operated: [email protected] Visit the website for more information More Ways To Connect with O&O John's YouTube Channel Weekly Newsletter Leave a Review John Wilson, CEO of Wilson CompaniesJack Carr, CEO of Rapid HVAC

In this episode, Jack & John sit down together to discuss the strategies and significance of finding the right partners for growth in the home service sector. The conversation touches on the pros and cons of minority vs. majority ownership, the challenges of trust, and the potential benefits of co-investment partnerships vs private equity. We also explore real-world examples and share insights on how these strategies can lead to substantial growth and operational improvements within the trades.A SPECIAL THANKS TO HATCHTurn communication into conversion with Hatch and its AI Agents, ready to handle follow-ups, reminders, email blasts, and more for your home service business. Save employee hours and book more leads with the power of Hatch.Learn More About Hatch Here: https://www.usehatchapp.comA SPECIAL THANKS TO MODERNIZEWe’ve been using Modernize them for our water quality leads, and it’s been smooth sailing from day one. Onboarding was quick and now every lead goes straight into our call center. If you’re serious about boosting your leads, definitely check them out.Episode Hosts: 🎤John Wilson: @WilsonCompanies on XJack Carr: @TheHVACJack on XContact Owned and Operated: [email protected] Visit the website for more information More Ways To Connect with O&O John's YouTube Channel Weekly Newsletter Leave a Review John Wilson, CEO of Wilson CompaniesJack Carr, CEO of Rapid HVAC

In this episode, John and Jack discuss how they redefined their business over the past year, sharing the big wins and game-changing shifts that took them to the next level.From revamping call centers and rethinking compensation to building a powerhouse inside sales team and unlocking the hidden potential of weekend shifts, they’ll show you how you can turn everyday decisions into massive growth opportunities. This comprehensive discussion is filled with actionable insights for businesses aiming to scale and achieve higher efficiency in their operations.Shout out to Service ScalersIn a year where many in the industry faced challenges, we’re thrilled to have hit the low 20s, outperforming expectations and driving serious growth. A huge part of that success is thanks to Service Scalers.For the past couple of years, Sam Preston and his team have been invaluable partners, helping us achieve:✅ Best-in-class SEO✅ Top-tier PPC campaigns✅ Dominance in LSA and GMB marketingIf you’re in the trades and ready to level up your marketing, do yourself a favor and check out ServiceScalers.com. Sam and his team are killing it right now.Special Thanks To FieldPulseFieldPulse is a really awesome Field Service Management (FSM) platform, that helps you save hours every week and keep operations running smoothly. With features like scheduling, dispatching, invoicing, and reporting, it takes the headache out of managing the day-to-day.If you're looking to streamline your ops, stay ahead of the competition, and focus on what really matters (growth) FieldPulse is a game-changer.👉 Book a Demo with FieldPulse to get 15% off the annual plan when you mention Owned and Operated.Episode Hosts: 🎤John Wilson: @WilsonCompanies on XJack Carr: @TheHVACJack on XContact Owned and Operated: [email protected] Visit the website for more information More Ways To Connect with O&O John's YouTube Channel Weekly Newsletter Leave a Review John Wilson, CEO of Wilson CompaniesJack Carr, CEO of Rapid HVAC

How do you boost your business with AI?In this episode, we chat with Sebastian from Rilla about how AI is shaking up the home improvement industry. Rilla's virtual ride-along software helps sales and service teams get better by recording and analyzing conversations using AI. Sebastian shares tips on how to best use Rilla in your business, including success stories and practical advice for getting quick returns. Find out why now is an exciting time to be in the trades with AI changing everything from customer chats to managing projects. Special Thanks To FieldPulseFieldPulse is a really awesome Field Service Management (FSM) platform, that helps you save hours every week and keep operations running smoothly. With features like scheduling, dispatching, invoicing, and reporting, it takes the headache out of managing the day-to-day.Businesses using FieldPulse see an average of 78% annual growth and are saving 5-10 hours a week on administrative tasks—HUGE!If you're looking to streamline your ops, stay ahead of the competition, and focus on what really matters (growth) FieldPulse is a game-changer.👉 Book a Demo with FieldPulse to get 15% off the annual plan when you mention Owned and Operated.Episode Guest:Sebastian Jimenez: On LinkedInContact Owned and Operated: [email protected] Visit the website for more information More Ways To Connect with O&O John's YouTube Channel Weekly Newsletter Leave a Review John Wilson, CEO of Wilson CompaniesJack Carr, CEO of Rapid HVAC

Join John and Jack as they break down the do’s and don’ts of strategic pricing and why gross profit matters more than gross margin. They’ll also chat about handling discounts, boosting inside sales, and training your team to hit those numbers. Plus, hear about their crazy year-over-year growth and their open book management style. Tune in for some real talk on making your service business thrive!Wilson Companies just wrapped up the year in the low $20M range, and they couldn’t be more pumped. Most of the industry didn’t see the same level of success this year, so it’s an incredible achievement.A SPECIAL THANKS TO SERVICE SCALERSWhen you think about who helped make it happen, Service Scalers is right at the top of the list. Wilson has been working with them for a couple of years now, and they’ve delivered best-in-class SEO, PPC, and dominated LSA and GMB marketing for the company. Service Scalers has been a critical partner in driving Wilson’s impressive 46% year-over-year growth.Looking ahead to next year, Wilson is aiming for the low $30M range. Service Scalers will remain one of their most strategic partners, helping them stay ahead of AI trends, keeping their SEO sharp, and ensuring they stay at the top—exactly where they want to be.Huge thanks to Sam and his team at Service Scalers. If you’re looking to level up, check out ServiceScalers.comA SPECIAL THANKS TO HATCHTurn communication into conversion with Hatch and its AI Agents, ready to handle follow-ups, reminders, email blasts, and more for your home service business. Save employee hours and book more leads with the power of Hatch.Learn More About Hatch HereContact Owned and Operated: [email protected] Visit the website for more information More Ways To Connect with O&O John's YouTube Channel Weekly Newsletter Leave a Review John Wilson, CEO of Wilson CompaniesJack Carr, CEO of Rapid HVAC