Owned and Operated - A Plumbing, Electrical, and HVAC Business Growth Podcast

Most home service companies think they have a sales problem. In reality, they have an organizational problem. In this bonus episode, John Wilson breaks down why low average tickets usually come down to poor positioning, weak training, and solving the wrong customer pain points—not bad technicians. Drawing from experience scaling a $40M plumbing, HVAC, and electrical business and acquiring 14 compa...

In this episode, John sits down with Jackie Aubel, host of ServiceTitan’s Toolbox for the Trades , to unpack what content actually does for a home service business—and why most people get it wrong from the start. They break down the real role of podcasting: not a short-term revenue driver, but a long-term play for brand, relationships, and access. Jackie shares how ServiceTitan approaches content...

Most home service companies rely too heavily on digital channels—and that’s a risky game. In this episode, John Wilson and Sam Preston break down door-to-door marketing (canvassing) and why it’s becoming one of the most powerful, scalable lead generation channels in home services. What started as a way to de-risk dependence on Google and Meta has turned into a multi-million dollar revenue driver—a...

John Wilson, CEO of Wilson ($40M revenue, ~200 employees), breaks down a hard truth: profit doesn’t keep businesses alive—cash does. In this episode, he explains how companies can look profitable on paper while quietly running out of money. From accounts receivable and payable to debt that never shows up in net income, John reveals why EBITDA and profit are often misleading—and what actually matte...

Most home service companies don’t have a lead problem—they have a follow-up problem. In this episode, John and Sam break down lifecycle marketing and how to turn every lead into more revenue without increasing ad spend. From speed to lead to SMS, email, and outbound calling, they explain how top operators build systems that consistently generate repeat business. If you want to stabilize lead flow,...

Most home service companies treat their fleet like a necessity. The best operators treat it like a strategy. In this episode, John and Jack break down how to actually think about fleet management—from financing vehicles to choosing the right trucks—and why most businesses are overspending without realizing it. They walk through the five main ways to buy vehicles (cash, loans, lines of credit, and...

If you think a big EBITDA number alone will get you a big exit… you’re in for a rude awakening. In this episode, John sits down with longtime business advisor David Barnett—who’s helped sell hundreds of companies—to break down what actually drives value when it’s time to sell your business. From misunderstood multiples to messy financials, from distressed sales to “built-to-sell” winners, this con...

If you’re not building your business to sell, you’re building yourself a job. In this episode, Jack sits down with Steve and Austin from McCall Wealth Advisors to break down what actually drives business value—and why most owners leave millions on the table when they exit. From EBITDA games to private equity traps, this is a masterclass on how to turn your home service business into a sellable, hi...

In this episode of Owned and Operated , John Wilson is joined by Jack Carr, CEO of Rapid Response, to break down their recent partnership and the strategy behind building a multi-market home service platform. They share what it actually looks like to scale through acquisitions—covering the real advantages of size, from better pricing to shared capacity—and why smaller operators struggle to compete...

Do Yard Signs Actually Work for Home Service Businesses? In this episode of Owned and Operated, John Wilson is joined by Sam Preston, CEO of Service Scalers, to break down one of the simplest—and most debated—marketing channels in home services: yard signs. Are they actually effective, or just cheap noise? John and Sam dig into the real economics behind yard signs, including why they can be 10–100...

How do you double a plumbing business in just 90 days after buying it? In this episode, John Wilson breaks down the exact moves that led to nearly 100% growth immediately post-acquisition. From simple operational fixes to high-impact decisions, this is a practical look at what actually drives results in a small service business. If you're buying—or thinking about buying—a home service company...

I Bought 3 Home Service Businesses in 90 Days… Here’s What Happened In this episode of Owned and Operated , John Wilson sits down with co-host Jack Carr (CEO of Rapid HVAC) to break down what actually happens when you aggressively scale through acquisitions. After buying three businesses in 90 days , John walks through the strategy, the chaos, and the results—from rapid revenue growth to hitting 2...

Is “weird” marketing actually working in home services… or are contractors missing massive opportunities? In this episode of Owned and Operated , John Wilson is joined by Sam Preston (CEO of Service Scalers) to break down unconventional marketing channels that are quietly driving real revenue for home service businesses. From advertising above 100+ stadium toilets to generating leads through churc...

If you’re starting a home service business in 2026… you’re probably focusing on the wrong things. Most people waste months on logos, websites, and branding—before they ever get a single customer. In this solo episode, John breaks down exactly how he would start a home service business from $0 today—and the framework that actually drives revenue from day one. This isn’t theory. It’s the same mindse...

Is AI actually changing home services… or just hype? In this episode of Owned and Operated , John Wilson sits down with Tyson Chen (Founder of Avoca) to break down how AI is actually being deployed inside home service businesses right now—and why the gap between operators is widening fast. From contractors building their own tools to PE-backed companies unlocking millions in efficiency, this episo...

Is Chick-fil-A entering home services… and what does that mean for contractors? At first glance, it sounds like a joke — but it’s real. A Chick-fil-A–backed venture has launched a home service brand focused on handyman work, and it raises a much bigger question: Who’s coming for the home service industry next? In this episode, John Wilson is joined by Jack Carr (CEO of Rapid HVAC) to break down wh...

If you’re trying to win in HVAC in 2026… most of what you’ve been told about marketing is wrong. Contractors are wasting thousands on agencies, chasing “leads,” and relying on channels they don’t actually control. In this solo episode, John breaks down the exact HVAC marketing system he’s using to scale one of the largest non-private equity-backed home service companies in Ohio—and what’s actually...

Is your home service marketing actually working — or is Google getting all the credit? In this episode John Wilson and returning guest Tony Castelucci (Wanamaker Advertising) explain why cost‑per‑lead (CPL) often misleads, how attribution and demand generation are changing in 2026, and practical steps to measure true marketing ROI for plumbing, electrical, and HVAC businesses. They unpack why cost...

Is AI killing SEO—or just changing how it works? In this episode of Owned and Operated , John Wilson sits down with Lisa from Service Scalers to talk about what SEO actually looks like in 2026. They break down why AI isn’t replacing search, why Google still dominates high-intent local buying behavior, and what home service companies need to do to stay visible. They cover the shift away from low-in...

I was obsessed with hitting $10M. And when we finally got there… everything broke. In this solo episode, John breaks down what it actually looks like to scale a trades business from $1M to $40M over the last decade — including the messy middle no one talks about. If you’re trying to grow past $1M, push to $10M, or build a $100M platform, this episode maps out the three stages every operator goes t...

What does it actually take to build a billion-dollar septic company? In this episode of Owned and Operated , John Wilson sits down with the founders of Epic Septic to break down one of the most overlooked—and profitable—home service industries. They share how they went from zero to rapid growth, why septic is dramatically less competitive than HVAC or plumbing, and how simple fundamentals like ans...

Do truck wraps actually drive leads, or are most home service companies wasting money to look like everyone else? In this episode, John Wilson and Sam Preston break down branding, truck wraps, and why many HVAC, plumbing, and electrical companies overspend on “professional” branding that does not actually set them apart. They talk about what branding really does, why it helps close more deals than...

The Marketing Stack for Home Service Businesses: From $1M to $10M What should home service companies actually spend on marketing at $1 million, $5 million, and $10 million? In this episode, John Wilson sits down with Ethan Wright of Service Scalers to break down the real marketing stack for HVAC, plumbing, and electrical companies at every stage of growth. They cover what changes as you scale, wha...

Are Billboards Worth It for Home Service Businesses? (Or Just an Expensive Ego Boost?) Billboards can feel like a milestone for a growing home service company—your name on the highway, customers saying they saw your brand, friends texting photos of your sign. But for most HVAC, plumbing, and electrical companies, billboard advertising starts too early and becomes an expensive distraction from what...

How to Hire a GM or Operator for Your Home Service Business (and Avoid a $100K Hiring Mistake) Scaling past $10M can expose a brutal truth: the leadership team that got you here might not be the team that gets you to $25M+. In this episode, John Wilson talks with Brendan Aronson (Founder of The Military Veteran, TMV), a recruiting firm that places military veterans into executive and operator role...