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 conversation pulls back the curtain on how deals really get done—and why most owners leave money on the...
Apr 23, 2026•1 hr 11 min•Season 1Ep. 305
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, high-multiple asset. Because the reality is simple: No buyer wants to step in and buy a job—they want ...
Apr 21, 2026•39 min•Season 1Ep. 304
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. The conversation also dives into one of the hardest decisions in scaling: what to centralize vs. w...
Apr 16, 2026•40 min•Season 1Ep. 303
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 10–100x cheaper per impression than billboards—but come with tradeoffs in reach and perceived credibility....
Apr 14, 2026•29 min•Season 1Ep. 302
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, this episode shows how to unlock growth fast and run a business effectively from day one. Follow John W...
Apr 10, 2026•9 min•Season 1Ep. 301
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 24% EBITDA and transforming the structure of his business almost overnight. This isn’t theory. It’s a...
Apr 09, 2026•45 min•Season 1Ep. 301
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 church bulletins and local newspapers, this episode explores the overlooked strategies that most contract...
Apr 07, 2026•35 min•Season 1Ep. 300
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 mindset and systems used to build a $40M home service company from the ground up. If you’re thinking about...
Apr 03, 2026•13 min•Season 1Ep. 299
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 episode cuts through the noise and gets practical. What we cover: Why contractors are rapidly deploying A...
Apr 02, 2026•48 min•Season 1Ep. 299
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 what this move actually signals — from venture capital entering the trades to the long-term impact of ...
Mar 31, 2026•37 min•Season 1Ep. 298
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 working right now. This isn’t theory. It’s what’s driving real calls, real jobs, and real growth. I...
Mar 27, 2026•12 min•Season 1Ep. 297
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 per lead is often the wrong metric, how demand capture and demand creation work together, and what ...
Mar 26, 2026•53 min•Season 1Ep. 297
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-intent traffic, why Google Business Profiles matter more than ever, and how authority, trust, and user...
Mar 24, 2026•42 min•Season 1Ep. 296
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 through: $1M–$5M: Survival & Scrappiness $5M–$20M: Structure & Systems $20M+: Scale, EBITDA &...
Mar 20, 2026•20 min•Season 1Ep. 295
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 answering the phone and selling on the first call can outperform expensive marketing strategies. In thi...
Mar 19, 2026•1 hr 30 min•Season 1Ep. 295
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 generate more leads, and how to think about standing out in a crowded market. In this episode, we c...
Mar 17, 2026•36 min•Season 1Ep. 294
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, what stays the same, and where most owners waste money too early. If you run an HVAC, plumbing, or elec...
Mar 12, 2026•49 min•Season 1Ep. 293
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 actually drives growth: leads. In this episode, John Wilson sits down with Sam Preston (CEO of Serv...
Mar 10, 2026•44 min•Season 1Ep. 292
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 roles at home service companies. They break down what an “operator” actually does in a growing HVAC, plu...
Mar 05, 2026•38 min•Season 1Ep. 291
If you’ve ever felt stuck because your business outgrew your leadership team — or rushed a key hire just to relieve the pressure — this episode is for you. In this episode of Owned and Operated , John Wilson sits down with Brendan Aronson, Founder of The Military Veteran (TMV) , a recruiting firm that places military veterans into executive and operator roles. They break down what it really takes to hire a GM or operator who can scale a $10M–$25M home service business — and why most hiring failu...
Mar 03, 2026•37 min•Season 1Ep. 290
Every home service operator has a failure story. In this episode of Owned and Operated , John Wilson sits down with Jack Carr (CEO of Rapid Plumbing, Heating, Cooling & Electric in Nashville) to break down the biggest business mistakes they’ve made — and what those mistakes actually cost. From a $13,000 ad spend weekend that only generated $7,000 in revenue… to overpaying vendors for an entire year… to discovering $80,000 per month in unnecessary purchasing — this is a candid conversation ab...
Feb 26, 2026•32 min•Season 1Ep. 289
If someone handed you $5 million… would you buy an HVAC business or a security/alarm business? In this episode of Owned and Operated , John Wilson is joined by Stephen and Collin from the Entry Exit Podcast to debate where they’d place the bet. HVAC has massive buyers, big platforms, and strong exit demand — but it’s also weather-driven, cyclical, and much less “truly recurring” than most operators think. Security (especially commercial security) can offer real monthly RMR, faster tech upgrade c...
Feb 24, 2026•55 min•Season 1Ep. 288
Firing employees is one of the worst parts of owning a home service business — and the bigger you get, the more often it happens. In this episode of Owned and Operated , John Wilson is joined by Jack Carr (Jack Acquisitions / TriR) to break down a practical framework for terminations that’s fair to the employee and protects the team . They walk through how to diagnose whether performance problems are caused by the employee or your systems , how to use clear expectations + coaching + PIPs to crea...
Feb 19, 2026•42 min•Season 1Ep. 287
Is direct mail actually back in 2026 — or is it a dinosaur channel that should stay extinct? In this episode of Owned and Operated, John Wilson sits down with Sam Preston (CEO of Service Scalers) to break down how the best home service companies are using direct mail as direct response, why some operators get 14x ROI while others lose money mailing the same market , and the exact levers you can pull to make mailers perform (audience, offer, format, frequency, and iteration). They also get into w...
Feb 17, 2026•45 min•Season 1Ep. 286
Should Home Service Companies Stop Buying Vans? In this episode of Owned and Operated , John Wilson is joined by Nashville operator Jack Carr to break down one of the most overlooked expenses in home services: Fleet decisions. With service vans now costing $60,000+ and fuel and repair costs climbing, John and Jack make the case for a radical shift: Ford Mavericks for service… and trailers for installs. They unpack why the Maverick may be the most capital-efficient vehicle for HVAC, plumbing, and...
Feb 12, 2026•28 min•Season 1Ep. 285
Does Google PPC still work for home service businesses—or is it just an expensive mistake? In this Clicks to Calls episode of Owned and Operated , John Wilson sits down with Service Scalers CEO Sam Preston to break down the truth about Google Ads (PPC) for HVAC, plumbing, and electrical companies. Some operators swear PPC is dead. Others are spending six figures a month and winning. The difference isn’t the platform—it’s execution. They walk through why PPC fails for most owners, how it’s fundam...
Feb 10, 2026•33 min•Season 1Ep. 284
How do you keep growing fast without breaking your business? In this Owned and Operated supercut, John Wilson pulls together his favorite moments from recent conversations on what actually snaps when you scale: cash, leadership bandwidth, and the frontline experience that drives revenue. You’ll hear why growth is expensive (in trucks, infrastructure, and overhead), how disciplined operators reinvest instead of upgrading their lifestyle too early, and why “the war is won inside the home” no matte...
Feb 05, 2026•36 min•Season 1Ep. 283
How do you stop wasting money on marketing… and start building a lead engine that actually scales? In this episode of Click to Calls , John Wilson sits down with Service Scalers CEO Sam Preston to break down one of the biggest mistakes growing home service operators make: Hiring a marketing person too early — and expecting them to do everything. They walk through what your first real marketing hire should look like, why most owners misunderstand the budget math, and John’s spicy take: If you’re ...
Feb 03, 2026•39 min•Season 1Ep. 282
This episode is a supercut of standout moments from multiple Owned and Operated episodes , focused on one theme: how great operators build, scale, and eventually sell home service businesses . John Wilson pulls together some of the most valuable conversations from past episodes—covering acquisitions, exits, org structure, leadership at scale, and what actually changes when you stop running a single trade business and start building a platform . These clips span decades of operator experience, fr...
Jan 29, 2026•36 min•Season 1Ep. 281
In this episode of Owned and Operated , John Wilson is joined by Sam Preston (CEO of Service Scalers) to break down how smart home service operators should budget for marketing in 2026 . They explain why one-size-fits-all marketing budgets don’t work, how to reverse-engineer spend from the number of leads you actually need, and why most companies don’t have a lead problem—they have an execution problem. This conversation goes deep on gross profit–based budgeting , flexible marketing spend, and t...
Jan 27, 2026•48 min•Season 1Ep. 280
