What if you could grow your home service business without spending another dollar on marketing?

John Wilson sits down with Brian Burton, co-host of Waste No Day and creator of Blue Collar Closer, to break down how better sales training, higher average tickets, and a stronger sales culture drive growth.

Brian shares how he helped scale a plumbing company from $2.4M to $6.2M in two years without acquisitions, and another business from $6M to $32M with 20% net profit.

Plus, why technicians struggle to close sales, how to build repeatable sales processes, and why increasing your average ticket could be more valuable than generating more leads.

━━━━━━━━━━━━━━
In This Episode:
━━━━━━━━━━━━━━

• Growing a plumbing business from $2.4M to $6.2M through organic growth
• Scaling a home service company from $6M to $32M with 20% net profit
• Why increasing average tickets can outperform spending more on marketing
• Building a sales culture that drives technician performance
• How daily role-playing and sales training improve closing rates
• Why technicians struggle to ask customers for the sale
• The GO PRO sales process and presenting multiple service options
• Performance-based pay and technician commission structures

━━━━━━━━━━━━━━
Sponsors
━━━━━━━━━━━━━━

Service Scalers

Get more high quality leads with marketing built for home service companies. Book a free strategy call with Service Scalers and see what's driving real jobs: https://os.servicescalers.com/go/oao_podcast/referral/podcast

Quick Staffers

Hire trained HVAC and plumbing CSRs without the overhead of traditional hiring. Save $500 on your first placement with Quick Staffers: https://www.quickstaffers.com/

━━━━━━━━━━━━━━
Connect
━━━━━━━━━━━━━━

John Wilson
https://www.linkedin.com/in/johnbwilson1/

Brian Burton | Waste No Day & Blue Collar Closer
https://wastenoday.com/
https://www.bluecollarcloser.com/

━━━━━━━━━━━━━━

Send Us Mail!

More Ways To Connect with OAO

• Start Here
• Owned and Operated Newsletter
• Bonus Videos From John

Leave a Review

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.

From $700K to $15M in just five years. Shane Viggiani has nearly doubled his electrical business every year, growing from one truck to a 50-person operation in Las Vegas.

John Wilson sits down with Shane, owner of Ampere Electric, to break down the strategies behind that growth. They discuss how Shane built over 3,000 Google reviews, structured technician commissions, developed his management team, and maintained roughly 15% net margins while scaling.

They also get into the mistakes that nearly derailed his early growth, why hands-on technician training has been so effective, and how he's thinking about acquisitions as he works toward $30M in annual revenue.
━━━━━━━━━━━━━━
In This Episode:
━━━━━━━━━━━━━━

• Growing an electrical business from $700K to a $15M annual revenue pace
• How 3,000 Google reviews became a competitive advantage
• Hiring managers, building teams, and scaling operations
• Technician commissions, sales training, and incentives
• Maintaining profitability during rapid growth
• Buying vs. building a home service business
• The path from $15M to $30M

━━━━━━━━━━━━━━
Sponsors
━━━━━━━━━━━━━━
FieldPulse

Ready to ditch the whiteboard and spreadsheets? See how FieldPulse helps home service companies simplify scheduling, dispatching, invoicing, and more.

Book a free demo: https://landing.fieldpulse.com/owned_and_operated

Service Scalers
Get more high quality leads with marketing built for home service companies.

Book a free strategy call with Service Scalers and see what's driving real jobs: https://os.servicescalers.com/go/oao_podcast/referral/youtube
━━━━━━━━━━━━━━
Connect
━━━━━━━━━━━━━━
John Wilson
https://www.linkedin.com/in/johnbwilson1/

Shane Viggiani | Ampere Electric

https://www.facebook.com/share/1DtHym2rke/?mibextid=wwXIfr

https://www.instagram.com/shane_viggiani?obrf=MTAzOHVnaXd0ZGJ1MA%3D%3D&utm_source=qr

https://www.instagram.com/ampere_electric_las_vegas?rpxt=cGgzNWFtYzJhNHdl&utm_source=qr

Send Us Mail!

More Ways To Connect with OAO

• Start Here
• Owned and Operated Newsletter
• Bonus Videos From John

Leave a Review

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.

The HVAC industry doesn't just have a labor shortage. It has a training problem.

John Wilson sits down with Jennifer Manzo, HVAC business owner and founder of HVA-Chicks Coalition, to discuss why contractors struggle to hire and develop technicians, and why the next generation of HVAC workers might be the solution.

They break down how one HVAC company reduced callbacks by 52% in just three months, why experienced technicians aren't always the best hires, and how better training, technology, and company culture can help operators build stronger businesses.

━━━━━━━━━━━━━━
In This Episode:
━━━━━━━━━━━━━━

• Why the HVAC labor shortage might be a training problem
• How one company reduced callbacks by 52%
• Hiring Gen Z vs. experienced technicians
• Building better technician training programs
• Supporting women entering the trades
• Adapting to heat pumps, inverters, and new refrigerants

━━━━━━━━━━━━━━
Sponsors
━━━━━━━━━━━━━━

Catalyst | May 3–5 | Akron, Ohio

100+ home service owners and operators. Three days of tactical sessions, real conversations, and learning from great operators.

Grab your seat: https://www.ownedandoperated.com/catalyst

Profit & Grit

Running a 3M–15M home service business? Profit & Grit helps contractors improve cash flow, pricing, forecasting, and profitability with guidance from an operator who's built and sold a $25M service business. Book your free 20-minute strategy call: https://www.profitandgrit.com

━━━━━━━━━━━━━━
Connect
━━━━━━━━━━━━━━

John Wilson
https://www.linkedin.com/in/johnbwilson1/

Jennifer Manzo
https://www.linkedin.com/in/hvachicks-jennifer-206832280/?isSelfProfile=false
https://www.instagram.com/hvachicksjennifer/?hl=en

A quick thank you to FieldPulse for helping make this conversation happen! If you're looking to simplify scheduling, dispatching, invoicing, and more for your home service business, check them out here:

https://landing.fieldpulse.com/owned_and_operated

Send Us Mail!

More Ways To Connect with OAO

• Start Here
• Owned and Operated Newsletter
• Bonus Videos From John

Leave a Review

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.