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 the team that takes your business from operator-led to professionally managed.

In This Episode:
• Why leadership becomes the biggest growth constraint
• How to identify and hire A-player operators
• The interview mistakes most owners make
• Building scorecards that drive accountability
• Coaching vs. replacing underperforming leaders
• Compensation, incentives, and equity for key hires
• The next executive hire growing businesses should make

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🔗 CONNECT
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John Wilson → https://www.linkedin.com/in/johnbwilson1/

Jim Lose → https://www.linkedin.com/in/jameslose/

The Military Veteran → https://themilvet.org/

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💰 SPONSORS
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Breaking $5M Workshop

Join John Wilson and Jack Carr in Akron, OH for a hands on workshop built for home service owners ready to scale past $5M. Get the proven playbook, tour Wilson's operation, and connect with other growth minded contractors. Register here: https://www.ownedandoperated.com/upcoming-events/oao-workshop-breaking-5-million

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

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/

Send Us Mail!

More Ways To Connect with O&O

• John's Podcast YouTube Channel
• 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.

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, and franchising, they share the economics behind the business, the operational challenges unique to septic, and the systems they're using to grow across multiple markets. Whether you're looking to buy a septic company or simply want to understand why so many operators are bullish on the industry, this episode is a complete deep dive.

In This Episode:
• Why septic is one of the most attractive home service businesses
• The economics of pumping, repairs, and installations
• How pumping creates long-term customer value
• Why modern marketing is a competitive advantage in septic
• Pricing, route density, and improving profitability
• Scaling across multiple markets and states
• The infrastructure challenges every septic operator faces
• What buyers should know before acquiring a septic business

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🔗 CONNECT
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John Wilson → https://www.linkedin.com/in/johnbwilson1/

Chad & Kyle (Epic Septic) → https://epicseptic.com/

Micah Findley (Homefield) → https://www.homefieldonsite.com/

Breaking $5M Workshop → https://www.ownedandoperated.com/upcoming-events/oao-workshop-breaking-5-million

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💰 SPONSORS
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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

Big Reputation

Get more from your Google Business Profile with Big Reputation. Automate reviews, improve local visibility, and turn more Google searches into inbound calls. Learn more: https://www.bigreputation.ai/oao?utm_source=oao&utm_medium=paid

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

Send Us Mail!

More Ways To Connect with O&O

• John's Podcast YouTube Channel
• 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.

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 common mistakes first-time buyers make when they become emotionally attached to a deal.

Sometimes the best acquisition is the one you don't make.

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In this episode, John covers:

→ The acquisition that looked perfect—but wasn't

→ The biggest red flags uncovered during due diligence

→ Why customer mix and company culture matter as much as financials

→ How to avoid becoming emotionally invested in a deal

→ What every first-time acquisition entrepreneur should know

→ Lessons learned from the deals John decided not to buy
━━━━━━━━━━━━━━

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

Send Us Mail!

More Ways To Connect with O&O

• John's Podcast YouTube Channel
• 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.

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 revenue from recurring customers, the importance of clean CRM data, and why every owner—not their agency—is ultimately responsible for marketing performance.

In This Episode:

• Why cost per lead can lead you to the wrong decisions
• The marketing KPIs every home service business should track
• How to measure true ROI across every marketing channel
• Building an attribution system that actually works
• Why clean CRM data is the foundation of good marketing
• How to separate new customer revenue from repeat business
• The pitfalls of using lifetime value (LTV) to justify marketing spend
• Why every owner should own their company's marketing scorecard

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🔗 CONNECT

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

Jack Carr → https://www.linkedin.com/in/jack-carr-770b84117/

Breaking $5M Workshop → https://www.ownedandoperated.com/upcoming-events/oao-workshop-breaking-5-million

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💰 SPONSORS

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Big Reputation

Get more from your Google Business Profile with Big Reputation. Automate reviews, improve local visibility, and turn more Google searches into inbound calls. Learn more: https://www.bigreputation.ai/oao?utm_source=oao&utm_medium=paid

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

Send Us Mail!

More Ways To Connect with O&O

• John's Podcast YouTube Channel
• 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.

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 expansion, the software they're replacing with custom-built AI tools, and why the companies that embrace AI as a force multiplier, not a replacement for people, will have the biggest advantage over the next decade.

In This Episode:
• Why home services has become an AI "safe haven" for investors
• What AI should never replace inside your business
• Using AI to reduce friction instead of cutting headcount
• Replacing expensive SaaS tools with custom AI solutions
• How AI is transforming acquisitions and multi-location growth
• Why accounting is the biggest bottleneck in scaling through M&A
• The balance between automation and human customer experience

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🔗 CONNECT
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John Wilson → https://www.linkedin.com/in/johnbwilson1/

Jack Carr → https://www.linkedin.com/in/jack-carr-770b84117/

Breaking $5M Workshop → https://www.ownedandoperated.com/upcoming-events/oao-workshop-breaking-5-million

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💰 SPONSORS
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Avoca

See how Avoca helps home service companies book more jobs with AI that handles calls, texts, follow ups, and dispatching without adding more chaos.
Book a demo: https://www.avoca.ai/partners/oao

Quo

Keep every customer conversation in one place with Quo. Calls, texts, and voicemails are shared across your team so nothing slips through the cracks and no opportunities are missed.
Learn more: https://quo.com/owned

Send Us Mail!

More Ways To Connect with O&O

• John's Podcast YouTube Channel
• 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.

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 accelerating investment into the trades, and the lessons Will has learned since leaving investment banking to buy and grow his own HVAC business.

In This Episode:

• Why EBITDA alone doesn't determine your business value
• The biggest mistakes owners make before selling
• Investment banker vs. business broker: what's the difference?
• Growing an HVAC company from $1.5M to $3M in 18 months
• Why private equity is investing heavily in home services
• How AI is making the trades even more valuable

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🔗 CONNECT
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John Wilson → https://www.linkedin.com/in/johnbwilson1/

Will Schryver → https://x.com/Will_Schryver

Breaking $5 Workshop → https://www.ownedandoperated.com/upcoming-events/oao-workshop-breaking-5-million

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💰 SPONSORS
————————————————

Avoca

See how Avoca helps home service companies book more jobs with AI that handles calls, texts, follow ups, and dispatching without adding more chaos.
Book a demo: https://www.avoca.ai/partners/oao

Quo

Keep every customer conversation in one place with Quo. Calls, texts, and voicemails are shared across your team so nothing slips through the cracks and no opportunities are missed. Learn more: https://quo.com/owned

Send Us Mail!

More Ways To Connect with O&O

• John's Podcast YouTube Channel
• 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.

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 come with letting go as the business scales. They also share how they've built a strong company culture, approached hiring, and continue reinvesting in the business for the next stage of growth.

In This Episode:

• Building an HVAC business from one truck to a $9M goal
• Why they hired an in-house marketing director early
• The leadership hires that unlocked growth
• Creating a culture that retains great employees
• When to reinvest versus take money out of the business
• The hardest parts of delegating as an owner
• Deciding between growing HVAC or expanding plumbing

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🔗 CONNECT
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John Wilson → https://www.linkedin.com/in/johnbwilson1/

Ryan + Erin Osterkamp → https://myqualitycomfort.com/about-us/

Breaking $5 Workshop → https://www.ownedandoperated.com/upcoming-events/oao-workshop-breaking-5-million

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💰 SPONSORS
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Contractor Commerce

Your website should do more than generate leads. Contractor Commerce lets homeowners shop, compare options, and book online so they choose your business before they contact the competition. Learn more: https://www.contractorcommerce.com/?utm_source=oao&utm_medium=podcast

Yelp

Looking for more qualified leads beyond Google? See how contractors are using Yelp to reach homeowners who are ready to book and diversify their lead generation. Learn more: https://business.yelp.com/campaign/ownedandoperated/

Send Us Mail!

More Ways To Connect with O&O

• John's Podcast YouTube Channel
• 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.

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.

In this episode:

• Why you never really feel ready to be a CEO
• How leadership challenges change as your business grows
• The hidden cost of difficult decisions
• Why success often feels different than expected
• How to avoid becoming the bottleneck
• Why your business can only grow as fast as you do

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

Send Us Mail!

More Ways To Connect with O&O

• John's Podcast YouTube Channel
• 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.