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

#211 What Growing Home Service Companies Get Right About Sales

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Jun 17, 2025

Discover the key sales strategies driving revenue growth in home service companies. The hosts break down the crucial difference between marketed leads and technician-generated leads. Learn how top HVAC firms separate their sales teams to boost efficiency and close rates. Explore the impact of seasonal trends on business performance and the importance of peer networks for sharing operational insights. Plus, find out how to transition from service technicians to effective comfort advisors with streamlined sales processes that really work.

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INSIGHT

Different Sales Teams for Lead Types

Marketed HVAC leads and technician-generated leads require very different sales approaches.
Large companies separate sales teams to optimize closing rates and efficiency for each lead type.

ADVICE

Pricing Differentiation by Lead Type

Set distinct minimum gross margins for marketed leads versus tech-generated leads.
Adjust pricing strategy based on lead origin to compete effectively and maximize close rates.

ADVICE

Master Leads Through Specialization

Develop expertise separately for marketed leads and tech flip leads to improve closing efficiency.
Focus on repetition and specialized sales processes to excel at each lead type.

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In this episode of Owned and Operated, HVAC business experts Jack Carr and John Wilson break down the sales strategies that drive revenue growth at every stage of a home service company’s journey. Whether you're running a $1M shop or scaling past $50M, understanding how to structure your HVAC sales team is critical—and it starts with knowing the difference between marketed leads and technician-generated leads.

Jack and John explore why top HVAC companies like Four Seasons, Logan Services, and Peterman Brothers separate their sales teams based on lead source, and how that impacts close rates, efficiency, and scalability. From peer groups and sales training to seasonal lead flow and process refinement, this episode delivers real-world strategies for owners looking to increase HVAC revenue, optimize sales performance, and build scalable systems that actually work.

🔹 In This Episode, We Cover:

The difference between marketed leads vs. tech-generated leads
Why large HVAC companies often split sales teams
Seasonal weather’s impact on lead flow and performance
Peer groups as a catalyst for refining sales strategy
Challenges in scaling marketing-led sales for smaller operators
Sales process breakdowns from Four Seasons, Logan, and Peterman
The role of efficiency and closing rates in mature orgs
Strategies for training techs to sell in the field

🌐 More resources: ownedandoperated.com

👤 Hosted by:

Jack Carr

John Wilson

📣 This episode is sponsored by Owned and Operated Pro

The private, vetted community for serious home service business owners. Inside OAO Pro, you’ll get matched with a small peer group of operators facing the same challenges, access behind-the-scenes content from top businesses, and tap into exclusive events and vendor deals.

It’s not just a community—it’s a growth engine.

👉 Learn more here

💼 Special Thanks to Service Scalers!

We’ve been partnering with Service Scalers to maximize our Local Service Ads (LSAs) and optimize our Google My Business profiles, and the results have been incredible. With hundreds of thousands in sales and 900+ calls in a single week, GMBs are now our top-performing organic lead channel.

Want to learn how Service Scalers can do the same for you?

🔗Check Them Out Here

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John Wilson, CEO of Wilson Companies
Jack Carr, CEO of Rapid HVAC

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