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

Home service owners are essentially investors, even if they don't realize it. A 3x return on P&L expenses is crucial for maintaining enterprise value. The difference between P&L and balance sheet investments can impact overall growth and profitability. They explore how focusing on just two or three major initiatives can yield better results than spreading resources too thin. Finally, understanding cash-flow versus enterprise-value assets can guide smarter investment decisions for future success.

In this discussion, Aizik Zimerman, a contractor from Jay Blanton Plumbing, shares his journey to scaling from zero to 140 employees using a remote-first staffing approach. He reveals how offshore roles, particularly in recruiting and dispatch, unlocked significant growth. Aizik introduces the hub-and-spoke model, emphasizing strategic U.S. leadership with specialized offshore execution. He discusses creative offshore roles and successful training techniques, illustrating how businesses can act quickly to expand their operational capabilities.

Sam Preston, CEO of Service Scalers and a home-services marketing expert, joins John Wilson to discuss the enduring power of Google Business Profiles (GBP). They reveal why AI hasn't dethroned GBP, the crucial role of user reviews, and why visibility in local searches remains a top lead source. Sam highlights three key ranking factors: proximity, category strength, and review quality. The duo shares insights on scaling multi-location businesses and emphasizes the importance of treating each GBP like a standalone website for optimal results.

Ken Goodrich, a legendary home services operator and turnaround specialist, shares his incredible journey from losing everything at 25 to building a $250M HVAC empire with Goettl. He dives into the critical lessons learned from his early missteps, emphasizing the transformative impact of The E-Myth on his business systems. Ken discusses the importance of effective multi-branch management, strategic exits, and optimal company size for growth. He also offers insights on talent acquisition and best practices that keep teams aligned and motivated.

Patrick Dichter, owner of AppleTree Business Services and a specialist in outsourced accounting for home service companies, joins John Wilson to shed light on crucial accounting practices. They discuss the stages of bookkeeping, from 'Checkbook Charlie' to in-house controllers, emphasizing the importance of clean month-end closes for informed decision-making. As growth consumes cash, they explore common pitfalls like accrual issues and bad accounting integrations. Patrick offers practical cash forecasting techniques to navigate financial complexity, making this a must-listen for anyone feeling financially lost in their business.

Aizik Zimerman, the dynamic owner of Jay Blanton Plumbing, shares how he skyrocketed his business from $6M to $30M by focusing on trenchless sewer lining. He reveals his innovative $93 'Unclogs for Dogs' promotion and why sending a salesman with a camera is key to educating customers. Aizik discusses his hefty $1M investment in UV-curing technology, the competitive edge of pricing lining cheaper than excavation, and the strategic use of direct mail to target older neighborhoods. This is a masterclass in scaling a plumbing business!

Daryna Kulya, co-founder of Quo, shares insights on enhancing communication in home service businesses. She discusses the critical need to separate personal and business numbers for effective scaling. Daryna reveals how using AI can significantly improve response times and team performance. They explore common pitfalls, like hiring customer service representatives too late and the importance of data-driven staffing. With practical tips on leveraging modern communication tools, this conversation is a goldmine for those looking to grow beyond the owner-operator stage.

In this episode, John Wilson and Brandon Niro are joined by Zac Dearing from Mantel for a fast-paced, trivia-style breakdown of what homeowners actually want when buying HVAC and home services in 2025. Mantel just surveyed 500+ homeowners nationwide, and instead of guessing in the dark like most of the industry, we put real customer data on the board. John and Brandon compete to predict homeowner behavior — how many contractors people call, where they find you, what earns trust, how pricing impacts decisions, and what parts of the sales process truly move the needle.The results are a gut-check for any contractor, operator, or sales leader. Homeowners are still overwhelmingly finding contractors through Google and repeat relationships, AI search is basically nonexistent (despite all the noise), and reviews dominate how people assess quality. Even more interesting: millennials and baby boomers shop very differently, and the “price objection” narrative isn’t as universal as we treat it in training. If you’re trying to improve close rate, tighten your sales process, build real trust in the home, or decide how transparent to be with pricing and warranties, this episode is stacked with insights you can act on immediately.What You’ll LearnHow many contractors homeowners contact before choosing oneThe real top channels homeowners use to find contractors in 2025Why AI search (ChatGPT/Perplexity/Claude) isn’t driving discovery yet🎙️ Hosts & Guest Host John Wilson Co-Host Brandon Niro  Guest Zac Dearing💼 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. 🔥 Get $1,000 off your first placement here 💼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 PayPerCall.ioStop paying for leads that don’t convert. With PayPerCall.io, you only pay when your phone rings with a qualified customer. Real calls. Real results.👉 Book your free callSend Us Mail!More Ways To Connect with O&O John's YouTube Channel Weekly Newsletter Owned and Operated Leave a Review John Wilson, CEO of Wilson CompaniesJack 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.

In this enlightening discussion, Richard Dunbar from FieldPulse, a field service management software expert, shares his insights on scaling service-based businesses. He emphasizes the importance of modernizing operations by ditching outdated tools for streamlined systems. Richard explains how flat-rate pricing benefits both technicians and customers while simplifying the sales process. They also highlight the necessity of operational clarity and real-time visibility, revealing that eliminating friction in the customer journey is crucial for growth.

Rich Jordan, an experienced operator of home-service companies, shares his dynamic journey of rebranding three acquired companies into High Ground Service Pros. He discusses the strategic reasons behind consolidating brands and outlines practical approaches to rebranding without losing customers, including utilizing call-center scripts and digital assets. Rich dives into the significant investment involved, estimated at $500K, while emphasizing the importance of maintaining SEO during the transition. Tune in for valuable insights into navigating multi-market operations and branding strategies!