If you think a big EBITDA number alone will get you a big exit… you’re in for a rude awakening.

In this episode, John sits down with longtime business advisor David Barnett—who’s helped sell hundreds of companies—to break down what actually drives value when it’s time to sell your business.

From misunderstood multiples to messy financials, from distressed sales to “built-to-sell” winners, this conversation pulls back the curtain on how deals really get done—and why most owners leave money on the table.

Because the reality is simple:
Buyers aren’t just buying your profit… they’re buying how confident they are that profit will continue without you.

What you’ll learn in this episode:

• Why EBITDA alone doesn’t determine your valuation
• The 2 questions every buyer asks before making an offer
• How poor systems, bad margins, and owner-dependence kill deals

Most businesses don’t sell because they weren’t built to sell.

If you want a real shot at a high-value exit, this episode is your roadmap.

Connect with David Barnett:
👉 https://www.davidcbarnett.com/

Connect with John:
👉 https://x.com/thehvacjack


💡 Yelp — A Smarter Way to Win Leads

Google costs are up. Lead quality is down. You’re paying more for less.

Meanwhile, Yelp generated 125M+ home service leads last year—and powers results across ChatGPT, Google AI, Apple Maps, and Alexa.

Less competition. Higher intent.

👉 Book a call: https://business.yelp.com/ownedandoperated

📞 Sponsored by Quo — The Modern Business Phone for Service Pros

Missed calls mean missed business. Quo (formerly OpenPhone) is the AI-powered phone system that logs calls, creates summaries, and automates follow-ups — keeping your team connected and customers happy.?

🎁 Start your 7-day free trial and get 20% off your first six months at https://quo.com/owned

If you enjoyed this episode, leave a 5-star review—it helps us reach more operators building real businesses.

Send 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 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.

If you’re not building your business to sell, you’re building yourself a job.

In this episode, Jack sits down with Steve and Austin from McCall Wealth Advisors to break down what actually drives business value—and why most owners leave millions on the table when they exit.

From EBITDA games to private equity traps, this is a masterclass on how to turn your home service business into a sellable, high-multiple asset.

Because the reality is simple:
No buyer wants to step in and buy a job—they want a business that prints profit.

💡 What you’ll learn in this episode:

• Why 80% of your net worth is probably tied to your business
• The biggest mistake owners make when preparing for an exit
• Why you should start planning your exit 5–7 years in advance

📩 Connect with McCall Wealth Advisors:

👉 https://mccallwealth.com/

🐦 Connect with Jack:

👉 https://x.com/thehvacjack

💼 iWallet — Cut Payment Fees & Simplify Your Cash Flow

Running 5+ trucks? You know payments are a mess—slow checks, high fees, and disconnected systems.

iWallet is built for home service businesses, combining cards, ACH, and digital checks into one platform that plugs into your CRM.

We’re currently cutting our processing fees from 3% → 1.5% using iWallet.

👉 Book a demo: https://iwallet.com/demo

💼 Big Reputation — Stop chasing reviews and watching competitors outrank you. Big Reputation is the AI-powered review + SEO platform built for home service pros. Automate review generation, respond with AI, track local SEO, and integrate with your CRM. Setup is free, and your first month’s on the house.

👉 Book your demo

If you enjoyed this episode, leave a 5-star review—it helps us reach more operators building real businesses.

Send 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 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.

In this episode of Owned and Operated, John Wilson is joined by Jack Carr, CEO of Rapid Response, to break down their recent partnership and the strategy behind building a multi-market home service platform.

They share what it actually looks like to scale through acquisitions—covering the real advantages of size, from better pricing to shared capacity—and why smaller operators struggle to compete.

The conversation also dives into one of the hardest decisions in scaling: what to centralize vs. what to keep local. John and Jack unpack lessons from past mistakes, including how over-centralization can break a business.

In this episode, we cover:

• Scaling through acquisitions and partnerships
• The real benefits of scale in home services
• Sharing capacity across markets
• Centralization vs. decentralization
• Building toward a $100M+ platform

If you’re looking to grow beyond a single market, this is a candid look at what it actually takes.

Host: John Wilson https://www.linkedin.com/in/johnbwilson1/
Guest: Jack Carr https://x.com/thehvacjack

💼 Extra 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

Break through the $5M ceiling.

Join John Wilson and Jack Carr May 5–7, 2026 in Akron, Ohio for the Breaking $5 Million Workshop—a 3-day, in-person event for HVAC, plumbing, and electrical owners ready to scale. You’ll see the Wilson operation live, sit in on a real sales huddle, tour the shop, and build your roadmap to $5M+.

🎟 Get $500 off with code BREAKINGEARLYBIRD Here

Send 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 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.

Do Yard Signs Actually Work for Home Service Businesses?

In this episode of Owned and Operated, John Wilson is joined by Sam Preston, CEO of Service Scalers, to break down one of the simplest—and most debated—marketing channels in home services: yard signs.

Are they actually effective, or just cheap noise?

John and Sam dig into the real economics behind yard signs, including why they can be 10–100x cheaper per impression than billboards—but come with tradeoffs in reach and perceived credibility. They also explore real-world examples, including a company that scaled to millions in revenue largely using yard signs alone.

The conversation goes beyond theory and into execution: what makes a yard sign convert, where they work best, and the common mistakes that cause most operators to fail with them.

In this episode, we cover:

• The true cost vs. return of yard signs compared to billboards
• Why repetition in a neighborhood builds trust and drives calls
• Real examples of businesses scaling with yard signs
• The biggest mistakes operators make (and how to avoid them)
• What actually makes a yard sign convert
• When yard signs work best—and when they don’t

If you’re looking for low-cost ways to generate more local demand—or wondering if yard signs are worth testing—this episode gives you a practical, no-BS breakdown of how to think about them.

Host: John Wilson https://www.linkedin.com/in/johnbwilson1/
Guest: Sam Preston https://www.linkedin.com/in/sam-preston-a682103b6/

💼 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 $500 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

💼 Extra 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

Send 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 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.

How do you double a plumbing business in just 90 days after buying it?

In this episode, John Wilson breaks down the exact moves that led to nearly 100% growth immediately post-acquisition. From simple operational fixes to high-impact decisions, this is a practical look at what actually drives results in a small service business.

If you're buying—or thinking about buying—a home service company, this episode shows how to unlock growth fast and run a business effectively from day one.

Follow John Wilson:
https://x.com/WilsonCompanies

More Solo Content:
https://www.youtube.com/@JohnWilsonStudio

Send 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 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.

I Bought 3 Home Service Businesses in 90 Days… Here’s What Happened

In this episode of Owned and Operated, John Wilson sits down with co-host Jack Carr (CEO of Rapid HVAC) to break down what actually happens when you aggressively scale through acquisitions.

After buying three businesses in 90 days, John walks through the strategy, the chaos, and the results—from rapid revenue growth to hitting 24% EBITDA and transforming the structure of his business almost overnight.

This isn’t theory. It’s a real-time look at what it takes to scale a home service company through M&A—and when it actually works.

What we cover:

• Why the best companies combine organic growth + acquisitions
• How John added $10–12M in run-rate revenue in one quarter
• The real reason acquisitions worked this time (and broke the business in the past)
• How shared services (marketing, call center, dispatch) drive massive efficiency gains
• Why infrastructure—not deal flow—is the key to scaling acquisitions

If you’re thinking about buying businesses—or wondering when you’re actually ready—this episode is a candid breakdown of what it really takes to scale through M&A.

📞 Sponsored by Quo — The Modern Business Phone for Service Pros

Missed calls mean missed business. Quo (formerly OpenPhone) is the AI-powered phone system that logs calls, creates summaries, and automates follow-ups — keeping your team connected and customers happy.

🎁 Start your 7-day free trial and get 20% off your first six months HERE

💼 Extra 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

💼 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 $500 off your first placement here

Host: John Wilson https://x.com/WilsonCompanies
Guest: Jack Carr (Rapid HVAC) https://x.com/thehvacjack

#HomeServices #HVAC #Plumbing #BusinessAcquisition #Entrepreneurship #ServiceBusiness

Send 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 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.

Is “weird” marketing actually working in home services… or are contractors missing massive opportunities?

In this episode of Owned and Operated, John Wilson is joined by Sam Preston (CEO of Service Scalers) to break down unconventional marketing channels that are quietly driving real revenue for home service businesses.

From advertising above 100+ stadium toilets to generating leads through church bulletins and local newspapers, this episode explores the overlooked strategies that most contractors ignore—and why they work.

They also dig into why crowded channels like Google and Facebook aren’t the only path to growth, and how thinking differently about marketing can unlock cheaper leads and stronger brand recognition.

In this episode, we cover:

• Why “weird” local marketing channels still drive real results
• Real-world examples: stadium ads, newspapers, church bulletins, pizza boxes, and more
• How overlooked channels can outperform traditional digital ads
• The power of brand familiarity and low cost per impression

If you’re looking to grow your home service business, reduce customer acquisition costs, or find an edge your competitors aren’t using—this episode will change how you think about marketing.

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

Guest: Sam Preston
https://www.linkedin.com/in/sam-preston-a682103b6

💳 Extra Special Thanks to Coast!

Coast is the smart fuel card built for home service businesses. Set custom spend controls, stop fuel fraud in real time, earn rebates, and use it anywhere Visa is accepted — no more station restrictions or admin headaches.

Want to see how much you could save? Check them out HERE

The Coast Visa® Commercial Card is issued by Celtic Bank. All card accounts subject to credit approval.

Shout Out to FieldPulse 🚀

FieldPulse is an incredible Field Service Management platform that helps you save hours each week while keeping your operations running smoothly. If you're looking to streamline your processes, stay competitive, and focus on what truly matters, FieldPulse is a game-changer!

📅 Book your demo

💼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:

Send 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 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.

If you’re starting a home service business in 2026… you’re probably focusing on the wrong things.

Most people waste months on logos, websites, and branding—before they ever get a single customer.

In this solo episode, John breaks down exactly how he would start a home service business from $0 today—and the framework that actually drives revenue from day one.

This isn’t theory. It’s the same mindset and systems used to build a $40M home service company from the ground up.

If you’re thinking about starting a business—or trying to get your first real traction—this is the playbook.

What You’ll Learn:

• Why picking the right market and service matters more than anything else
• How to find low-competition, high-demand opportunities (and avoid crowded markets)
• The biggest mistake new operators make (and why most fail early)
• Why you’re not in the trade business—you’re in marketing and sales
• The fastest way to get customers with $0 (and start generating revenue immediately)
• Why branding, websites, and “looking legit” don’t matter early on

Follow John Wilson:
https://x.com/WilsonCompanies

More Solo Content:
https://www.youtube.com/@JohnWilsonStudio

Send 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 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.