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

Latest Episodes:

#216 How One Operator Is Making Big Waves in Business Acquisitions Jun 27, 2025

Show notes

Want to buy a small business using smart deal structures like earnouts, seller financing, and low-risk offers? In this episode of Jackquisitions, host Jack Carr sits down with Chris Barr, a first-time buyer navigating the ups and downs of business acquisitions—from walking away from bad fits to crafting a $900K cash-plus-earnout offer for a pressure washing company.

Learn how Chris is sourcing off-market deals, avoiding shady broker tactics, and building a personal brand that attracts sellers. You’ll get a behind-the-scenes look at how new acquirers can finance service businesses, evaluate seller terms, and structure deals that actually close. If you're buying a business or scaling through acquisition, this episode is packed with actionable insight.

⚡ What you’ll learn

Why Chris walked away from an art-framing shop that didn’t fit his criteria
How a pool-route deal fell through—and the red flags you should watch for with brokers
The numbers behind a $900 K cash-at-close + earnout offer for a thriving pressure-washing business
Proven frameworks for earnouts, seller notes, and revenue-share agreements that reduce risk and align incentives
Tips for building a credible personal brand (see his Quick Staffers journey) to source off-market deals
Step-by-step due-diligence tactics, valuation shortcuts, and negotiation language you can use today
When to pivot, when to persist, and how to decide if a deal really moves the needle

Whether you’re a first-time buyer, an operator expanding a portfolio, or a service-business owner curious about exits, this conversation is packed with actionable M&A strategy, deal structuring hacks, and outreach scripts that close.

👤 Hosted by:

Jack Carr

👤Episode Guest

Chris Barr

💼 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

💼 Special Thanks to First Internet Bank!

Looking to buy or expand a business? First Internet Bank is a National Preferred SBA lender specializing in acquisitions for the skilled trades. Their SBA loan program offers up to 90% financing for business acquisitions, partner buyouts, and commercial real estate—plus optional lines of credit to fuel future growth. Unlike traditional lenders, they take a “how can we” approach, making deals happen for both first-time buyers and experienced operators.

👉 Special Offer: Mention Owned and Operated for a reduced good faith deposit and a complimentary deal review + buyside prequalification.

Connect with Alan Peterson from First Internet Bank here to get started!

⏱️ Timestamps:
00:00 Introduction and Recap

04:42 Navigating Business Deals and Strategies

23:23 Mitigating Risks in Acquisition Deals

28:56 Balancing Growth and Risk in Business Acquisitions

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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.

#215 Why You’re Not Getting Promoted.... and How to Fix It Jun 26, 2025

Show notes

In this episode of Owned and Operated, we’re exploring how to grow your career inside a home service company. From internal promotions to mindset shifts, John and Brandon Niro break down what it really takes to move up and lead.

Brandon shares how 30–40% of the Wilson team has been promoted from within—and what separates those who grow fast from those who stall. They dig into Wilson’s 52-week Emerging Leaders program, the role of emotional intelligence and financial literacy, and how team members can take initiative to become future leaders.

If you’re looking to grow your role or build leadership in your team, this one’s packed with real, actionable advice.

🔹 In This Episode, We Cover:
How to get promoted inside a home service business
What Wilson looks for in future leaders
The Emerging Leaders program: structure and impact
Why a growth mindset and proactivity matter
How communication and responsibility open doors
Transparency around career progression at Wilson

🌐 More resources: ownedandoperated.com

👤 Hosted by:
John Wilson

👤 Guest:
Brandon Niro

💼 Shoutout to Appletree Business Services

HVAC and plumbing pros—ditch tax surprises and unresponsive accountants. Appletree handles your books, taxes, payroll, and acquisitions, and they know tools like ServiceTitan cold.

🎁 Get a free tax & financial review or 10% off a QOE report.

👉 Book a call here — tell Patrick Jack 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

Send Us Mail!

More Ways To Connect with OAO

Leave a Review

#214 How Great Leaders Scale Service Businesses Fast Jun 24, 2025

Show notes

In this episode of Owned and Operated, we're digging into what it really takes to lead a growing home service business. From SOPs to scaling strategies, we’re spotlighting the habits and leadership traits that drive operational clarity and empower teams.

We’re joined by Brandon Niro, who shares how his role evolved since joining the company in 2019—navigating growth from 30 to over 60 employees, integrating acquisitions, and shifting from tactical execution to strategic coaching and development.

Whether you're a team lead or an operator scaling fast, this episode offers actionable insights into building systems, coaching talent, and creating autonomy inside a service business.

🔹 In This Episode, We Cover:
How SOPs streamline operations and unlock autonomy
Coaching vs. doing: leadership in a growing team
Transitioning from tactical roles to strategic leadership
Navigating the growth curve—from 30 to 60+ employees
Open-book management and building a transparent culture
Why documenting processes fuels long-term scale

🌐 More resources: https://www.ownedandoperated.com

👤 Hosted by:
John Wilson

👤 Guest:
Brandon Niro

💼 Special Thanks to First Internet Bank!

Looking to buy or expand a business?

First Internet Bank is a National Preferred SBA lender specializing in acquisitions for the skilled trades. Their SBA loan program offers up to 90% financing for business acquisitions, partner buyouts, and commercial real estate—plus optional lines of credit to fuel future growth. Unlike traditional lenders, they take a “how can we” approach, making deals happen for both first-time buyers and experienced operators.

👉 Special Offer: Mention Owned and Operated for a reduced good faith deposit and a complimentary deal review + buyside prequalification.

Connect with Alan Peterson from First Internet Bank here to get started!

💡 Shoutout to Avoca AI!

Avoca is helping home service companies level up with 24/7 AI call handling, performance insights, and targeted coaching.

🔗 Book a demo

Send Us Mail!

More Ways To Connect with OAO

Leave a Review

#213 Behind the Scenes of Buying a Business Jun 20, 2025

Show notes

In this episode of Owned and Operated, we’re diving into real-world strategies for sourcing and securing small business acquisitions. From outreach to private equity firms to using freelancers for off-market deals, we break down how acquisition entrepreneurs are getting creative and staying competitive.
We explore how personal branding can help attract brokers, how to craft a buyer persona that actually stands out, and how Chris Barr is navigating live negotiations for niche businesses—including pool services and a high-end art framing company.
Whether you're just starting your acquisition journey or already mid-process, this episode is packed with practical insights for sourcing deals and building a compelling presence in the marketplace.
🔹 In This Episode, We Cover:
Strategies for off-market deal sourcing using freelancers
How personal branding attracts brokers and deal flow
The value of a credible buyer persona in competitive markets
Updates on two live deals: pool services and art framing
How Chris is approaching broker and seller interactions
🌐 More resources
👤 Hosted by:
Jack Carr

👤 Guest:
Chris Barr
💼 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 CFO Made Easy
Built a strong trades business? Let’s take it to $10M and beyond. CFO Made Easy offers part-time CFO services for home and trade service businesses—helping you boost cash flow, maximize profit per tech, and make clear growth decisions.
📈 Free Offer: Book a 45-min Financial Insight Session to uncover growth blockers.

Send Us Mail!

More Ways To Connect with OAO

Leave a Review

#212 Local Lead Generation Strategies That Actually Work (Home Service Marketing Tips) Jun 19, 2025

Show notes

In this episode of Owned and Operated, we’re diving into innovative lead generation strategies that are reshaping how home service companies attract local customers. From niche local newsletters to AI-powered tools, we cover real-world tactics that are working right now.

We explore how hyperlocal publications in places like Annapolis, Maryland and suburban New York are driving leads for services like power washing and home inspections—and why owning your communication channels (email lists, Facebook groups) is a game-changer.

Whether you're just starting or scaling up, this episode will give you actionable insights on using community engagement, AI tools like Avoca, and Facebook group sponsorships to fill your pipeline and take control of your local market.

🔹 In This Episode, We Cover:

Real examples of local newsletters driving leads for home services
Why owning your audience (email + groups) beats renting attention
How AI tools like Avoca help manage leads and customer service
Facebook groups as high-conversion lead generation platforms
Community sponsorships as a brand-building strategy
An upcoming workshop for local lead domination

🌐 More resources here

👤 Hosted by:
Jack Carr
John Wilson

💼 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!

💼 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

Send Us Mail!

More Ways To Connect with OAO

Leave a Review

#211 What Growing Home Service Companies Get Right About Sales Jun 17, 2025

Show notes

In this episode of Owned and Operated, HVAC business experts Jack Carr and John Wilson break down the sales strategies that drive revenue growth at every stage of a home service company’s journey. Whether you're running a $1M shop or scaling past $50M, understanding how to structure your HVAC sales team is critical—and it starts with knowing the difference between marketed leads and technician-generated leads.

Jack and John explore why top HVAC companies like Four Seasons, Logan Services, and Peterman Brothers separate their sales teams based on lead source, and how that impacts close rates, efficiency, and scalability. From peer groups and sales training to seasonal lead flow and process refinement, this episode delivers real-world strategies for owners looking to increase HVAC revenue, optimize sales performance, and build scalable systems that actually work.

🔹 In This Episode, We Cover:

The difference between marketed leads vs. tech-generated leads
Why large HVAC companies often split sales teams
Seasonal weather’s impact on lead flow and performance
Peer groups as a catalyst for refining sales strategy
Challenges in scaling marketing-led sales for smaller operators
Sales process breakdowns from Four Seasons, Logan, and Peterman
The role of efficiency and closing rates in mature orgs
Strategies for training techs to sell in the field

🌐 More resources: ownedandoperated.com

👤 Hosted by:

Jack Carr

John Wilson

📣 This episode is sponsored by Owned and Operated Pro

The private, vetted community for serious home service business owners. Inside OAO Pro, you’ll get matched with a small peer group of operators facing the same challenges, access behind-the-scenes content from top businesses, and tap into exclusive events and vendor deals.

It’s not just a community—it’s a growth engine.

👉 Learn more here
💼 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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#210 Trying to Buy a Business: Here’s What No One Tells You Jun 13, 2025

Show notes

In this episode we’re back with part two of the Chris Barr series on Jackquisitions. Chris is three months into his journey to acquire a business in Florida, and he’s bringing real updates from the trenches. From opportunity cost and deal dynamics to cold outreach and broker networks, this episode is packed with hard-won insights from an active business searcher.

We dive into the pros and cons of a pool service business he’s evaluating, the realities of navigating employee classification, and how acquisition imperfections are often just part of the game. Chris breaks down the lessons learned so far—from generating leads to refining search strategies—and why growth, not just debt repayment, should be the north star in any acquisition strategy.

If you're in the search phase or thinking about acquiring a service business, this is a front-row seat to the messy, insightful, and exciting reality of buying a company.

🔹 In This Episode, We Cover:

Navigating the first 90 days of a business search
Why opportunity cost is a real consideration in search
Behind-the-scenes of evaluating a pool service business
Key pros and cons of industry-specific acquisitions
How Chris is using cold outreach and networking to source deals
The tradeoffs between growth and early debt repayment
Why no acquisition deal is ever perfect—and that’s okay
Refreshing broker pipelines and learning from every interaction
Lessons in lead generation and seller conversations

🌐 More resources
👤 Hosted by:
Jack Carr
👤Episode Guest
Chris Barr

💼 Shoutout to Appletree Business Services

HVAC and plumbing pros—ditch tax surprises and unresponsive accountants. Appletree handles your books, taxes, payroll, and acquisitions, and they know tools like ServiceTitan cold.

🎁 Get a free tax & financial review or 10% off a QOE report.

👉 Book a call at Appletreebusiness.com — tell Patrick Jack sent you.

💼 Special Thanks to First Internet Bank!

👉 Special Offer: Mention Owned and Operated for a reduced good faith deposit and a complimentary deal review + buyside prequalification.

Connect with Alan Peterson from First Internet Bank here to get started

Send Us Mail!

More Ways To Connect with OAO

Leave a Review

#209 How to Scale Your Home Service Business from $3M to $100M | Leadership & Growth Strategies Jun 12, 2025

Show notes

What does it really take to scale a home service business to $100 million in revenue? In this episode of Owned and Operated, we dive deep into the business growth strategies, leadership transitions, and operational upgrades needed to build a high-performing trades company. Whether you're in HVAC, plumbing, or another skilled trade, this conversation reveals the mindset shifts and systems that power sustainable service business growth.

We break down why your original team may not be equipped to scale with you, how leadership development drives long-term success, and the pivotal role our podcast has played in accelerating team performance and industry insight. You'll hear real-world examples from the field, including how our Jackquisitions segment has influenced both strategy and execution in our journey to $100M.

If you're leading a service business through a growth phase—or preparing to—this episode will give you real-world lessons on building smarter, scaling faster, and staying focused on what matters most.

🌐 More resources

👤 Hosted by:
John Wilson
Jack Carr
💼 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

🚀 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

Send Us Mail!

More Ways To Connect with OAO

Leave a Review

#208 The Mindset Taking This Plumbing Company to the Top Jun 10, 2025

Show notes

What happens when business meets conviction? In this episode of Owned and Operated, we explore how faith, intentionality, and grit shaped one plumbing entrepreneur’s journey from early struggle to long-term success.

Dalton Hatch, founder of DH Plumbing in San Antonio, opens up about the mindset and personal transformation that fueled his growth. From rejecting aggressive sales tactics in favor of real customer care, to learning the hard lessons of money, mentorship, and marketing—Dalton lays it all out.

If you're a trades entrepreneur, service business operator, or just getting started, this episode will shift how you think about scaling, culture, and staying true to your values in business.

🌐 More resources: https://www.ownedandoperated.com

👤 Hosted by:

John Wilson

🎧 Guest:

Dalton Hatch

🚀 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 CFO Made Easy

Built a strong trades business? Let’s take it to $10M and beyond. CFO Made Easy offers part-time CFO services for home and trade service businesses—helping you boost cash flow, maximize profit per tech, and make clear growth decisions.

📈 Free Offer: Book a 45-min Financial Insight Session to uncover growth blockers.

👉 Claim Here!

Send Us Mail!

More Ways To Connect with OAO

Leave a Review

#207 SBA Loan Strategies for Acquiring a Business | Expert Advice Jun 06, 2025

Show notes

Thinking about buying a home service business with an SBA loan? This episode is your go-to guide. Jackquisitions sits down with Alan Peterson—who closed over $70 million in SBA acquisition financing last year—to break down how to structure high-leverage deals, navigate the latest SBA loan rule changes, and avoid the costly mistakes many first-time buyers make.

If you're serious about acquiring a home service business and want a financing strategy that actually works, this episode is a must-listen.

🔹 In This Episode, We Cover:

How to use SBA loans to buy your first home service business
The $70M+ playbook Alan used in 2024 for acquisition funding
Why having the right deal team is critical (and what to avoid)
The latest changes to SBA rules (including seller note restrictions)
Multi-step acquisitions: what just got harder and why
Pro tips for working capital, due diligence, and pre-LOI strategy
How early-stage buyers can stand out and get taken seriously
Why personalized financial statements are a game changer
How Alan helps operators with pre-qual letters and deal reviews

🌐 More resources: https://www.ownedandoperated.com

👤 Hosted by:

Jack Carr

🎧 Guest:
Alan Peterson

💼 Special Thanks to First Internet Bank!

👉 Special Offer: Mention Owned and Operated for a reduced good faith deposit and a complimentary deal review + buyside prequalification.

Connect with Alan Peterson from First Internet Bank here to get started

💼 Shoutout to Appletree Business Services

HVAC and plumbing pros—ditch tax surprises and unresponsive accountants. Appletree handles your books, taxes, payroll, and acquisitions, and they know tools like ServiceTitan cold.

🎁 Get a free tax & financial review or 10% off a QOE report.

👉 Book a call at appletreebusiness.com — tell Patrick Jack sent you.

Send Us Mail!

More Ways To Connect with OAO

Leave a Review