Zero to $86M in 24 Months: The Home Service Growth Blueprint
Owned and Operated - A Plumbing, Electrical, and HVAC Business Growth Podcast
Recruiting Pod Model and Field Hiring
AJ explains the five-person recruiting team, regional responsibilities, and heavy focus on sales and installer hiring.
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
💼 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.
More Ways To Connect with O&O
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.
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