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

$170M in 2 Years: Premier Home Pros’ Playbook for Scaling Without Debt

Oct 30, 2025
Discover how AJ and Noah transformed six new locations into a powerhouse generating over $170M without accumulating debt. They reveal their innovative strategies, including removing unnecessary management layers, and launching effective Zoom-based sales training. Learn about their 'never stop recruiting' approach, which helps maintain top talent, and the unique compensation structures that keep performance high. Their journey highlights the importance of agility and culture in scaling a home-service brand successfully.
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ADVICE

Sample Leads Before Scaling

  • Start marketing with known lead partners and test in small samples before scaling budgets.
  • Increase budgets only after proving ROI on initial lead batches to protect tight early margins.
INSIGHT

15% Marketing Benchmark

  • Target a marketing spend around 15% of revenue as a benchmark for efficiency.
  • Adjust that benchmark by gross margins and product category because lead costs vary by vertical.
ANECDOTE

Leverage Founder Networks For Rapid Launch

  • AJ used his Philly network to quickly staff and scale the second market.
  • Philly grew from $4.7M to $21M the following year by adding partners and improving conversion.
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