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

The SBA rules for buying a business are changing in 2026. Here’s what buyers and home service operators need to know.

Jack Carr sits down with Alan Peterson from First Internet Bank to break down the latest SBA 7(a) changes, including how buyers can finance up to 90% of an acquisition, new equity requirements, seller financing, and changes affecting minority investors.

They also cover how sellers can stay involved for up to 24 months after closing, strategies for navigating licensing when buying HVAC, plumbing, electrical, and other skilled trades businesses, and new Quality of Earnings requirements for la...

What is EBITDA, and why does it matter so much when building, financing, or selling a home service business?

John Wilson and Jack Carr break down EBITDA in simple terms, including how it differs from net income and SDE, what a healthy EBITDA margin looks like, and why buyers, banks, and lenders pay so much attention to it.

They also explain how EBITDA impacts business valuation, why maximizing profit doesn't always maximize company value, and the other financial metrics buyers look at during an acquisition.

Plus, John shares the 50/30/20 framework used at Wilson: 50...

What does it actually take to buy and grow a roofing company?

Nicholas Riley left Deloitte to buy Driftwood Builders Roofing, a 20-year-old roofing company in Austin, Texas. After reviewing roughly 2,000 businesses, he finally made his first home service acquisition.

In this episode, John Wilson and Nicholas break down the economics of the roofing business, including $20,000 average roof replacements, cash vs. insurance margins, roofing marketing, direct mail, referral partnerships, and competing in a market with more than 1,000 roofing companies.

They also cover Nicholas' biggest mistakes during his first year as an operator, what...

Ismael Valdez built NexGen Air Conditioning & Plumbing from $0 to $108 million in just 6.5 years. Now he’s back on Owned and Operated to share the blueprint for his next $100M home service company.

John Wilson and Ismael break down what worked at NexGen, the mistakes he would never repeat, why most HVAC and plumbing contractors stall below $2M, and why sales and marketing are the real engines behind rapid growth.

Ismael also shares what he’s building next. After investing more than $22 million of his own money into Nuve, generating $15.2 million in first-year sales, and...

How would we turn a $5 million home service business into a $10 million company?

In this episode of Owned and Operated, John Wilson and Jack Carr break down how they’d invest $1 million to double a profitable home service business.

They cover where they’d invest first, finding the next high-ROI marketing channel, hiring salespeople ahead of demand, expanding the balance sheet, and building the capacity to scale.

Could they reach a $10M run rate in just 12 months? This is the playbook they’d use.

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• How to grow a $5M home service business to $10M
• Wh...

If John Wilson and Jack Carr lost everything and had to start a plumbing company from scratch, what would they actually do?

In this episode of Owned and Operated, John and Jack break down exactly how they’d build a plumbing business from $10,000 to $1 million in revenue using everything they’ve learned as home service operators.

They compare two different paths: staying extremely lean by subcontracting work and proving demand before spending money, or hiring early and building the operation one truck at a time. They cover how they’d land their first customers, where they’d...

Your customer database might be worth more than you think.

In this episode of Owned and Operated, John Wilson sits down with Faraday founder Alex Coleman to break down how home service companies can turn the data they already collect into better marketing, smarter dispatching, and more replacement opportunities.

They cover how Wilson uncovered millions of dollars in opportunities hidden inside old customer records, why equipment data becomes increasingly valuable as a contractor scales, and how back-office automation can tackle permits, warranties, rebates, and other processes that often fall through the cracks.

John...

Slow season doesn’t have to wreck your home service business.

In this episode of Owned and Operated, John Wilson and Jack Carr break down how they prepare for shoulder season when inbound demand slows, the call board gets lighter, and every lead becomes more valuable.

They cover how to fill the board with outbound calling, when to use specials and discounts, why sales KPIs can actually improve during slower months, and how tightening labor, marketing, and spending can turn shoulder season into a stronger cash-producing period. They also explain why preparing months ahead and bu...

Home service businesses are getting more attention than ever. But are they really as good as they look?

In this episode of Owned and Operated, John Wilson and Jack Carr talk about why HVAC, plumbing, electrical, and other home service businesses have become so popular; and why they’re still incredibly hard to operate.

They break down what makes home services attractive, the mistakes people make when buying into the trades, and where there’s still opportunity as more buyers enter the space.

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• Why more people are getting into the trades
• What makes home servi...

You can be profitable and still run out of cash.

In this supercut episode of Owned and Operated, featuring insights from several episodes, John Wilson breaks down the cash flow, sales, and KPI systems that helped him scale a home service business from $1M to roughly $40M in revenue.

Learn why profit doesn’t equal cash, how to improve average ticket by solving higher-value problems, and the five numbers every home service owner should track to find problems faster and scale with more control.

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• Why profitable home service businesses still run out...

The biggest decisions in your home service business usually don’t feel big when you make them.

In this episode of Owned and Operated, John Wilson and Jack Carr break down the $1 million decisions contractors make without realizing how much they can impact the business over time.

They discuss hiring the right people, choosing technology that can scale, building a membership program, reinvesting profits, making smarter marketing bets, and why seemingly small decisions can shape the next decade of your business.

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• Why small decisions can compound into million-dollar outcomes

• How hiring...

The strategies that get your home service business to $3 million will not get you to $30 million.

In this episode of Owned and Operated, John Wilson and Jack Carr break down why contractors stall at different stages of growth and how the owner’s role has to evolve as the business gets bigger.

They discuss escaping “hero mode,” building the right teams and systems, reinvesting in growth, and why the owner can ultimately become the biggest bottleneck in the business.
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• Why the playbook that gets you to $3M stops working as you scale

• Why contractors common...

Every growing home service company eventually hits the same wall. The systems that got you to $2 million will not get you to $20 million.

In this episode of Owned and Operated, John Wilson sits down with Brady Jolly and Scott Sharrock of Jolly Heating, Air, Plumbing & Electric to break down what it actually takes to scale a second-generation home service business. They discuss moving from commercial to residential, building a leadership team, using acquisitions to accelerate growth, creating a culture people want to stay in, and the management systems that help businesses continue growing without relying on the...

Home service marketing strategy isn't one-size-fits-all. In this Owned and Operated compilation, John Wilson sits down with Lisa Appleby and Ethan Wright of Service Scalers to break down the marketing systems, lead generation strategies, SEO, Google Ads, Local Services Ads, reviews, AI, and growth playbooks that help contractors scale from $1M to $10M+.

Whether you own an HVAC, plumbing, electrical, roofing, or other home service business, this episode explains where your next marketing dollar should go, how to generate higher-quality leads, improve conversion rates, and build a marketing engine that scales...

Google is changing Local Services Ads again, and this one actually matters.

In this episode of Owned and Operated, John Wilson sits down with Sam Preston of Service Scalers to break down Google's biggest LSA update yet. With Local Services Ads moving into Google Ads and Performance Max, contractors could see major changes to how budgets are spent, campaigns are managed, and leads are generated.

John and Sam walk through what's changing, what could go wrong, and the simple checklist every contractor should work through before the rollout. If Google is an important lead source...

The fastest-growing home service companies don't scale by spending more. They scale by making smarter operational decisions.

In this special compilation episode of Owned and Operated, John Wilson and Jack Carr break down one of the biggest hidden expenses in home services: your fleet. They explain why they're moving away from expensive service vans, why the Ford Maverick has become their vehicle of choice, and how rethinking truck stock, inventory, and install trailers can save hundreds of thousands of dollars while making technicians more efficient.

They also dive into the future of fleet strategy, from...

The fastest-growing home service companies don't fail because they run out of demand. They fail because they run out of leaders.

In this episode of Owned and Operated, John Wilson sits down with Jim Lose of The Military Veteran to discuss what separates great operators from average managers. They cover how to hire executive talent, build a structured interview process, identify red flags before making an offer, and create leadership systems that scale with your business.

From scorecards and reference checks to compensation, coaching, and military leadership, this episode is a practical guide to building...

Septic may be one of the most overlooked businesses in home services, but it might also be one of the best.

In this special compilation episode of Owned and Operated, John Wilson brings together two of the biggest conversations we've had on the septic industry, featuring Chad and Kyle from Epic Septic alongside Micah of Homefield. Together, they break down why septic has become one of the most compelling opportunities in home services and what it really takes to build a scalable business in the space.

From pumping and repairs to installations, route density, marketing...

Not every acquisition is worth making.

In this episode of Owned and Operated, John Wilson shares the story of one of the biggest acquisitions he chose to walk away from, even though it had the potential to double the size of his business. What looked like an incredible opportunity on paper quickly unraveled as the due diligence process exposed problems with customer concentration, company culture, cash flow, and the financials.

John explains the acquisition framework he uses to evaluate plumbing, HVAC, and electrical businesses, why revenue and EBITDA rarely tell the whole story, and the...

Most home service companies think they're tracking marketing. They're actually tracking the wrong metrics.

In this episode of Owned and Operated, John Wilson and Jack Carr break down how to measure marketing ROI the right way. They explain why cost per lead is often a misleading metric, how to build a marketing scorecard that actually helps you make better decisions, and the attribution systems they use to understand what's driving revenue across a growing home service business.

They also discuss why blended marketing ROI matters more than individual lead costs, how to separate new customer...

Most home service businesses are using AI the wrong way.

In this episode of Owned and Operated, John Wilson and Jack Carr break down how AI is actually changing the trades and why the biggest opportunity isn't replacing technicians, but removing the operational friction that slows growing companies down. They share how they're using AI across acquisitions, accounting, purchasing, reporting, dispatch, and marketing while keeping the human experience at the center of the business.

They also discuss why venture capital is pouring money into home services, how AI is creating a new wave of EBITDA...

Most home service businesses aren't sold for what they're capable of being worth.

In this episode of Owned and Operated, John Wilson and Will Schryver  reveal what separates a business that sells for a premium from one that gets discounted. From leadership and systems to pricing, technology, and operational maturity, they explain what buyers actually look for and why preparing for an exit should start years before you plan to sell.

They also dive into the current acquisition market, the influx of private equity and family office capital, why AI is a...

What does it really take to build a home service business from the ground up?

In this episode of Owned and Operated, John Wilson sits down with Ryan and Aaron Osterkamp of Quality Comfort Home Services to unpack the journey from one technician working out of a house to a company targeting more than $9 million in annual revenue.

They discuss the early years of wearing every hat, the decision to bring on an in-house marketing leader years before most companies their size would, why investing in leadership accelerated growth, and the challenges that...

Managing the leadership challenges that come with being a CEO can be surprisingly lonely.

In this solo episode, John Wilson reflects on the last decade of leading Wilson Companies from a team of seven employees to more than 220. He shares the lessons that only come with experience, including imposter syndrome, difficult decisions, the weight of responsibility, and why leadership often feels different than people expect.

If you're leading a growing company or stepping into a leadership role, this episode offers an honest look at what it really takes to grow as a CEO.

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Google search is changing. AI is changing how homeowners find contractors. And the marketing strategies that worked just two years ago aren't enough anymore.

In this episode of Owned and Operated, John Wilson sits down with Service Scalers CEO Sam Preston to break down what's actually working in HVAC marketing in 2026. From AI search and Google Business Profile optimization to Meta, Reddit, Yelp, and content marketing, they discuss where home service companies should be investing and where they're wasting money.

They also dive into rising lead costs, why many HVAC companies are struggling...

If We Had to Start Over, We'd Do This Instead

If John Wilson and Jack Carr lost everything tomorrow, how would they rebuild?

In this episode of Owned and Operated, they tackle one of the biggest questions every entrepreneur eventually asks: would you buy a business, build one from scratch, or take a completely different path?

John argues that acquiring a small home service business is still the fastest way to create wealth, while Jack makes the case for starting lean with a service business that requires little capital and can...

Stop relying on quality work alone to grow your home service business. Learn why prioritizing marketing and sales is the real key to small business growth.

Many tradespeople and contractors believe that doing good work will naturally bring in more clients. That strategy often fails. Why? Because your business needs a steady flow of leads to survive. We break down why the phone needs to ring before you can worry about the quality of the service provided.

Watch this episode early on the John Wilson YouTube channel:
https://www.youtube.com/@JohnWilsonOAO<...