John sits down with Christian Rattin, CEO of Five Star Home Services, to unpack how he helped transform a single-family HVAC shop into a $40M+ multi-market powerhouse across Columbus, Dayton, and Cincinnati.

From growing through chaos to professionalizing with purpose, Christian shares Five Star’s evolution — blending faith, strategy, and servant leadership to build a home service company that gives back millions. They go deep on: the “profit on purpose” philosophy, scaling across markets without losing culture, leadership development for second-chance employees, and using systems like Scaling Up to sustain growth.

If you’re serious about building a multi-location business, leading through values, or turning revenue into real impact, this episode is a masterclass in intentional scaling.

💡 What You’ll Learn

• Profit on Purpose: How Five Star gives away 10% of revenue while driving sustainable profit.
• Scaling with Faith and Focus: Why doing business “on purpose” beats chasing fast exits.
• From $10M to $40M: Lessons from chaotic growth, leadership resets, and professionalizing ops.
• Leadership at Scale: Creating A-player development pipelines, manager roundtables, and clear career ladders.
• Multi-Market Playbook: The hard truths about central vs. localized leadership and GM accountability.
• Systems Thinking: Why Scaling Up won over EOS — and how to choose the right coach.

🎙️ Host

John Wilson

🎙️ Guest

Christian Rattin – CEO, Five Star Home Services (Columbus, Dayton, Cincinnati)

📞 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


💼 Special Thanks to AppleTree Business Services!

One of the most common and expensive mistakes in acquisitions is not getting serious about accounting. Whether you’re buying a business or running one, you need the right financial partner. That’s why we’ve partnered with AppleTree Business Services — a one-stop shop fluent in tools like ServiceTitan and Housecall Pro.

👉 Listeners get a free tax & financial review, plus 10% off quality of earnings when buying a business.

💼 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

🔗 More from Us

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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.

John sits down with Tyler Griffin (Swift Pro Heating, Cooling & Plumbing) to unpack how he launched a fast-growing HVAC + Plumbing startup in one of the most competitive markets in America: Washington, D.C./Northern Virginia. From selling his previous exterior business to private equity, taking a six-month reset, and then sprinting from zero to multi-million in year one, Tyler shares the gritty playbook—reviews over revenue early, Angie Ads to jumpstart demand, vendor partnerships (hello, Trane/Ferguson), dialing memberships, and building leaders who model → mentor → multiply.

They get tactical on launching from scratch instead of buying, recruiting in a saturated market, wiring culture for speed, standing up next-day installs, and using Nexstar’s OPEX roadmap to avoid the common HVAC pitfalls. If you’re eyeing a greenfield launch or adding a second trade, this one’s a field guide.

• Launch vs. buy: why greenfield can beat pricey acquisitions
• The “Day 1 legitimacy” stack: branded wraps, website, and review flywheel
• Demand plumbing: Angie Ads, map pack, and referral loops that convert to system replacements
• Memberships as a moat (and how to fix a lopsided install/service mix)
• Vendor strategy: pricing, warranty support, and picking partners who bet on
  
  

John Wilson

Tyler Griffin (Swift Pro Heating, Cooling & Plumbing – Washington, D.C./Northern Virginia)

🔨Sponsored by WeSupplyTrades — Thousands of Plumbing, HVAC, and Hydronics parts shipped fast.

Sign up free, save big, and get 20% off your first order with code OWNED20 HERE

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

📞 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

https://www.ownedandoperated.com/

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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.

John sits down with Micah Findley (HomeField) to talk about building a national brand in one of the most overlooked trades: The Septic Pumping Business. From pricing thousand-gallon pumps to dump fees, grease traps, and service agreements, this is the real playbook for scaling a modern Septic Pumping operation.

They unpack the entire stack—how a Septic Truck Business goes beyond “just pumping” into repairs, installs, commercial work, and recurring maintenance—plus route density, transfer (frac) tanks, land application vs treatment plants, AR policies, and the software/marketing engines (LSA, PPC, ServiceTitan/Housecall Pro) that drive profitable Septic Pumping growth.

💡 What You’ll Learn

-The septic stack: pumping → repairs → installs → commercial → grease

-Pricing pumps when dump fees, fuel, and labor vary by market

-Service agreements that stabilize cash flow and boost LTV

-Capacity building: route density, day/night shifts, and transfer tanks

-Vertical integration: land application vs full treatment plants (CapEx math)

-Tech & marketing: LSA, PPC, map pack, and card-on-file AR policies

-Hiring/training techs in a niche trade and standardizing KPIs

🎙️ Host
John Wilson

🎙️ Guest
Micah Findley (Home Field)

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

💼 Modernize is how smart contractors scale.

With inbound calls, live transfers, and branded programs, Modernize connects you to ready-to-buy homeowners. Over 9M leads delivered and $4B+ in revenue generated.

👉 Start growing

🚀 Huge Shoutout to SupplyHouse!

When it comes to fast turnaround times, SupplyHouse has our back! With 250,000+ SKUs covering plumbing, HVAC, and electrical, they make sure we get the right materials—fast and hassle-free.

💡Their Trademaster program offers free shipping, returns, and discounts, all with no membership fee. Use promo code SH5 for five percent off your first order— Code is valid through 9/30/2025.

🔗 Check them out & level up your supply game here

📈 Keywords
septic pumping, septic pumping business, septic truck business, grease trap pumping, service agreements septic, wastewater treatment plant, land app

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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.

Welcome to Entry & Exit — the new Owned and Operated series for builders in the security & life-safety world. Hosts Stephen Olmon and Collin Trimble share how they grew Alarm Masters from under $2M to ~3× revenue, including +50% RMR growth in Year 1.

From recurring revenue (RMR) to acquisitions and organic growth, this episode breaks down what it really takes to scale a security business — and eventually position it for a successful exit.

✨ What You’ll Learn
-The 3 revenue pillars (Install, Service, RMR) and target margins
- Why buying monitoring accounts opens doors to 5 scopes (cameras, access, fire, intercom, PA)
- The coffee/taco drop strategy that keeps customers sticky & cross-sold
- How Alarm Masters went from 1st deal → 4 acquisitions → $6M+ in just 2 years
- Lessons on hiring, ops leadership, and competing with the national giants
- What buyers look for when evaluating your business (RMR %, retention, service cadence)

🔗 Connect
Stephen Olmon

Collin Trimble

MORE Entry & Exit

Entry & Exit Audio

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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.

Live from Pantheon, John sits down with RJ Magee (Sierra) and Tyson Chen (Avoca AI) to talk about the future of technology in home service — from AI call centers to multi-location growth and ServiceTitan integration.

RJ shares how Sierra grew to 6 companies across 5 states through strategic acquisitions, while Tyson explains how Avoca’s AI agents are transforming call centers — booking jobs, handling overflow, and integrating directly with CRMs.

They unpack what it really takes to expand across geographies, standardize technology stacks, manage ServiceTitan instances, and build a culture that embraces change.
If you’re scaling locations, integrating new tech, or curious about how AI can actually work in the trades — this one’s a playbook.

💡 What You’ll Learn

-How Sierra scaled to 6 companies across 5 states through acquisitions and shared resources

-Why decentralizing call centers (but centralizing tech) drives accountability

-How Avoca’s AI books real jobs, handles overflow, and integrates directly with ServiceTitan

-Implementing multi-location tech rollouts — what to standardize, what to localize

-Change management: how to make teams embrace AI instead of fear it

-Lessons from Pantheon: how the trades are evolving into tech-enabled businesses

🎙️ Host
John Wilson

🎙️ Guests
RJ Magee (Sierra)
Tyson Chen (Avoca AI)

💼MASSIVE 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 HERE


💼 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


💼 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

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• John's YouTube Channel
• Weekly Newsletter
• Owned and Operated

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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.

Over the last five years, Steve Carroll scaled Kelso Industries from zero to $1.1–$1.2B top line with 3,500+ employees across mechanical, electrical, and plumbing (MEP) — powered by 29 acquisitions and an “empowered, decentralized” operating model. In this wide-ranging conversation, Steve and John unpack the Kelso flywheel (construction ➜ retrofit ➜ maintenance ➜ service), how to choose what to centralize vs. decentralize, why leadership pipelines matter more than playbooks, and the realities of integrating owner-led companies at scale. We also dig into data center demand, non-union strategy, and the “survival mode” moments that nearly derailed the journey.

If you’re thinking about multi-location expansion, commercial/industrial MEP, or acquiring while operating, this one’s a blueprint.

What You’ll Learn
-The Kelso flywheel: use construction as an entry point, expand into retrofit, sell maintenance, earn lifetime service

-29 acquisitions without breaking culture: partnering with operators, light-touch integrations, and when to standardize

-Centralize vs. decentralize: cash & risk centralization; empower branches on P&L, customers, and ops

-Building leadership pipelines (trades & military) to keep growth from stalling

-Data centers & industrial demand: where the growth is and what capabilities matter
- How a billion-dollar platform still treats growth like survival

🎙️ Host

John Wilson

🎙️ Guest

Steve Carroll (Kelso Industries)

💼 Partners

💼 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 $1,000 off your first placement HERE

🔨Sponsored by WeSupplyTrades — Thousands of Plumbing, HVAC, and Hydronics parts shipped fast.

Sign up free, save big, and get 20% off your first order with code OWNED20 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.

In this episode of Owned and Operated, John Wilson sits down with his good friend and fellow operator, Rich Jordan, to unpack how he scaled from $700K to over $30M in just five years — across three branches and two states.

Rich shares the unfiltered lessons from going multi-location, from the chaos of centralizing call centers too early, to re-decentralizing and finally recentralizing with the right infrastructure. He and John dive into the cultural challenges of acquisitions, how to win buy-in with frontline techs, why leadership development is the true bottleneck, and how “force of will” integrations differ from slow-play rollouts.

Rich also reveals how his team pushed margins up 10 points in just 60 days, why he cut a top producer to save culture, and what it takes to prepare for a Greenfield launch while still buying and integrating new branches.

Together, they unpack:

• The jump from $700K → $30M in five years through multi-location growth
• Centralize vs. decentralize — when to share services and when to split
• Driving culture post-acquisition with rapid feedback loops and frontline wins
• Leadership pipelines from the trades and the military
• Integration style: high-touch, high-speed, “bear hug” takeovers
• Preparing for Greenfielding — recruiting, training, and marketing from scratch

🎙️ Host
John Wilson

🎙️ Guest
Rich Jordan

💼 Modernize is how smart contractors scale.

With inbound calls, live transfers, and branded programs, Modernize connects you to ready-to-buy homeowners. Over 9M leads delivered and $4B+ in revenue generated.

👉 Start growing NOW


💼 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.

In this episode of Owned and Operated, John Wilson is joined by Jack Carr (Jackquisitions) to break down the 4 steps to train your sales team and raise revenue fast.

From building a repeatable process to setting metrics, John and Jack share how to treat sales like an order of operations—diagnosing problems step by step so your team can fix weaknesses and improve call over call. They discuss why consistency beats ad-hoc training, how to gamify scoreboards so techs know exactly where they stand, and why “inspect what you expect” is the ultimate accountability layer.

John shares how his $30M HVAC, plumbing & electric company used sales training to drive 50% year-over-year growth, while Jack explains how bringing on a salesperson as his third hire fueled 100% growth three years in a row.

Together, they unpack:

• Step 1 – Have a process: Scripts, SOPs, and the scientific method of diagnosing sales gaps
• Step 2 – Be consistent: Regular training, skills practice, peer feedback, and role play
• Step 3 – Install metrics: Scoreboards, targets, gamification, and making numbers visible daily
• Step 4 – Inspect what you expect: Ride-alongs, monitoring calls, coaching, and accountability loops

🎙️ Host
John Wilson → https://x.com/wilsoncompanies

🎙️ Guest
Jack Carr → https://x.com/TheHVACjack

💼 Special Thanks to AppleTree Business Services!

One of the most common and expensive mistakes in acquisitions is not getting serious about accounting. Whether you’re buying a business or running one, you need the right financial partner. That’s why we’ve partnered with AppleTree Business Services — a one-stop shop fluent in tools like ServiceTitan and Housecall Pro.

👉 Listeners get a free tax & financial review, plus 10% off quality of earnings when buying a business.

Visit https://appletreebusiness.com and tell Patrick Owned and Operated sent you!

💼 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

💼 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 → https://bigreputation.ai

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.