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 Learn
Building a 7-figure month from scratch: scripts, demo rate, close rate, and training cadence
Why product matters: moving from acrylic to engineered stone to lift AOV & margins
The greenfield playbook: leader-first recruiting, affiliate demand, and 46-day payback on ~$96k launch cost
Affiliate vs. branded: how they buy demand now while brand compounds later
SKU & labor simplification: pull-and-replace scope, happier installers, faster cash turns
Know 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
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👉 Book your demo
💼Shoutout to Avoca AI!
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💼 Shoutout to Quick Staffers LLC
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John Wilson, CEO of Wilson Companies
Jack 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.
