Welcome to Day 22 of the Double Your Profit Series

The go-to series for contractors, home service owners, and small business entrepreneurs. Today, we’re diving into one of the fastest ways to improve margins without cutting jobs, service quality, or growth: Vendor Negotiations. If you had to find 10% savings in your business today, where would you look first?
That’s right — your vendors.

🧠 Why Vendor Negotiations Matter
Your vendors are some of your biggest partners… but also one of your biggest cost drivers. From equipment and uniforms to fittings and materials, what you pay (and the terms you agree to) has a direct impact on your bottom line.

The good news? Vendors expect negotiations.
The bad news? Most businesses don’t do it nearly enough.


💸This Episode is Brought to You 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.


📌 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 Big Picture
Vendor negotiations are one of the easiest ways to unlock hidden profit. You’re already buying — now it’s about buying smarter. With better prices, stronger terms, and tighter partnerships, you’ll save thousands (or even millions) without sacrificing quality or growth.

🔥 Think of this episode as your step-by-step playbook for negotiating with confidence — and winning.

📚 Keep Learning

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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 Day 21 of the Double Your Profit Series

The go-to series for contractors, home service owners, and small business entrepreneurs.
Today, we’re tackling a silent bottleneck of growth: Over-qualifying what you already know.
The truth is simple: speed wins. Most businesses don’t fail because they made a wrong call — they fail because they got stuck waiting for the perfect call. Analysis paralysis keeps you stuck while competitors take action.

🧠 Why This Matters

If more information was all it took, we’d all be billionaires with six-packs. The problem isn’t knowledge — it’s overthinking.

When you already know the answer is directionally correct, execute. Don’t waste weeks (or months) chasing an exact decimal point.

🧰 Sponsored By Contractor Commerce

Contractors: Ready to sell online without the tech headaches?
Contractor Commerce lets you turn your existing website into a real online store—no coding, no inventory, no hassle. From filters to full system installs, your customers can shop 24/7, right from your site.

🚨 Special Offer: Get your first 60 days FREE
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⚙️ The Big Picture

The soft cost of overanalyzing is time — and time kills momentum. Simplify your KPIs, trust your instincts, and move fast.

Growth isn’t about perfect answers. It’s about consistent, directionally correct decisions made with speed.

🔥 Think of this episode as your playbook for breaking free of analysis paralysis and accelerating execution.

📚 Keep Learning

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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.

In this episode of Owned and Operated, John Wilson sits down with Chad Peterman, president of Peterman Brothers, to dive deep into what it takes to scale a home service company to nine figures.

Chad shares how he and his team grew Peterman Brothers from $20M to $100M, expanding across multiple Midwest markets while navigating the challenges of recruitment, infrastructure, and market entry. From pooling install labor to centralizing processes and managing service lines, Chad breaks down the systems that allowed Peterman Brothers to scale while maintaining operational excellence.

The conversation also explores leadership and communication tools, staff training and licensing programs, and the advantages of launching new locations strategically. Chad even offers a look at what’s next — including potential ancillary service expansions and how AI could shape the future of home service operations.

If you’re serious about scaling your HVAC or home service business, this episode is packed with playbook-level insights.


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💼 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

🎙️ Host:
John Wilson
🎙️ Guest:
Chad Peterman

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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 Day 20 of the Double Your Profit Series

The go-to series for contractors, home service owners, and small business entrepreneurs.
Today, we’re digging into one of the toughest — and most important — topics in business: Improving Employee Productivity.
It’s tempting to think the secret is cloning your best performer. But here’s the reality: if you average your top performer with your lowest performer, their combined output often falls below the team average.
That’s why low performers don’t just under-deliver — they drag down your best people too. The key isn’t creating more “10x” employees. It’s raising the performance of your average team member.

🧠 Why Average Matters

High performers show what’s possible. Low performers anchor everyone else. True business growth comes from pushing the middle up — steadily raising the floor across your entire team.

💡 What You’ll Learn in This Episode:
How strong managers make or break productivity: train them to coach, hold accountable, and know when it’s time to “train up or train out”

The difference between a “them problem” and a “you problem” in performance management

How hiring high producers raises the floor, shifts expectations, and keeps your team sharp

🧰 Sponsored By Contractor Commerce

Contractors: Ready to sell online without the tech headaches?
Contractor Commerce lets you turn your existing website into a real online store—no coding, no inventory, no hassle. From filters to full system installs, your customers can shop 24/7, right from your site.

🚨 Special Offer: Get your first 60 days FREE
👉 Start here



📌 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 Big Picture

Productivity isn’t just about chasing rockstars — it’s about systematically raising the floor. With clear goals, visible accountability, strong managers, and fresh high-performers, your team will continually elevate what “normal” performance looks like.

🔥 Think of this episode as your playbook for maximizing team output and protecting your top performers from being dragged down.

📚 Keep Learning

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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.

The go-to series for contractors, home service owners, and small business entrepreneurs.

Today, we’re diving into one of the most profitable levers in your business: Raising Your Conversion Rate.

Conversion rate is simply how many potential customers you turn into paying customers. And here’s the beautiful part: you don’t need more leads to grow your business — you just need to get better at handling the ones you already have.

🧠 Why Conversion Rate Matters

Every unbooked call or unsold appointment is lost profit. Increasing your conversion rate instantly multiplies ROI on the marketing dollars you’ve already spent.

Imagine this: you’re paying $90 per high-intent lead. If you’re booking 6 out of 10 and raise that to 8 out of 10? That’s a 20–30% increase in ROI without spending an extra dollar.

This is the power of doing more with what you already have.

💡 What You’ll Learn in This Episode:

• The difference between Lead Booking Rate and Raw Booking Rate
• What “good” booking rates look like for high-intent vs. low-intent leads
• Why high-intent calls (like no-heat or no-power emergencies) should be booked at 80–90%
• How raw booking rate measures overall performance across all calls
• Why raising booking rate on expensive leads can skyrocket ROI instantly
• The second conversion rate that matters: appointments → sales
• How a single extra close can boost sales revenue by 20% or more
• Common reasons conversion lags: speed to answer, poor objection handling, weak sales process, or not presenting options
• How small tweaks in handling calls and running appointments can double profit — without adding a single extra lead

💸 This Episode is Brought to You 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 confident financial decisions.

📈 Free Offer: Book a 45-min Financial Insight Session to uncover your pricing blind spots.

📌 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 Big Picture

You don’t need more marketing spend or more leads to scale. You need to book more of the calls you already get and sell more of the jobs you’re already running.

That’s how you boost revenue, maximize profit, and grow smarter.

🔥 Think of this episode as your playbook for squeezing maximum profit out of every call and every lead.

📚 Keep Learning

🔑 Keywords:

conversion rate optim

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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.

In this episode of Owned and Operated, John Wilson sits down with Ismael Valdez, founder of NextGen and Nuva Thermostats, to unpack how he built one of the fastest-growing home service businesses in the country.

Valdez shares how he scaled NextGen from his garage to a $100M+ powerhouse with multiple locations, breaking down the exact strategies that fueled his growth. From high-ROI marketing plays to perfecting tech turnover processes and managing gross profit like a hawk, you’ll learn the playbook that took him from startup to industry leader.

For the first time, Valdez also dives into his latest venture: Nuva Thermostats — a game-changing tool for HVAC contractors that brands the thermostat with your logo, turning every home into a lead-gen engine.

This episode isn’t just about tactics. Valdez gets real about the personal sacrifices behind scaling to $100M, how to leverage social media for future growth, and what it takes to keep winning at the highest level.

If you’re serious about scaling your HVAC or home service business, this conversation is a must-listen.

💼 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

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 Volca

Supercharge your referral game with Volca—an automated referral program built just for home service companies. With ServiceTitan integration, SMS referrals, automated payments, and real-time tracking, Volca makes manual referral programs a thing of the past.

👉 Get 10% off all contracts—exclusive for Owned and Operated listeners.

📅 Book a time with the team

🎙️ Host:
John Wilson

🎙️ Guest:
Ishmael Valdez (NextGen, Nuva Thermostats)

⏱ Timestamps:
00:00 Introduction and Podcast Overview

01:21 Ismael Valdez's Journey with NextGen

11:06 Scaling and Business Strategies

26:47 Scaling Operations and Building an Executive Team

28:34 Effective Lead Generation Strategies

31:53 The Future of Marketing and Product Innovation

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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 Day 18 of the Double Your Profit Series
The go-to series for contractors, home service owners, and small business entrepreneurs.
Today, we’re talking about one of the most overlooked but powerful levers in your business: Reviewing and ruthlessly cutting recurring costs.
I call this the “F** It Up List”* (we’ll bleep it for YouTube 😉). Every month, I go through all recurring expenses in the business and ask one simple question: Do we really need this — and can we negotiate it down?

🧠 Why Recurring Costs Matter
Every dollar counts, whether it’s $100 or $2,000 a month. Those small recurring charges stack up fast — especially in a multi-million-dollar business — and they’re often the hardest to spot.
That’s why creating a system for tracking, reviewing, and renegotiating recurring costs isn’t just smart… it’s essential.

💡 What You’ll Learn in This Episode:
How to build a “F* It Up List”** and audit every recurring cost in your business
Why setting up digital vendor cards (with tools like Ramp or Divvy) gives you leverage and control
The golden rule of negotiation: he who has the gold makes the rules
Why keeping a recurring cost list should feel “annoying” — and how that pain actually saves you money
The power of canceling vendor cards just to test if a tool is still really needed
Why renegotiating often isn’t just smart — it’s fun (and one of the few times business owners get to be ruthless guilt-free)

The best way to reinvest savings: back into your people, with bonuses tied to cost discipline

🧰 Sponsored By Contractor Commerce

Contractors: Ready to sell online without the tech headaches?
Contractor Commerce lets you turn your existing website into a real online store—no coding, no inventory, no hassle. From filters to full system installs, your customers can shop 24/7, right from your site.

🚨 Special Offer: Get your first 60 days FREE
👉 Start here

📌 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 Big Picture
Recurring costs are like weeds — if you don’t check in regularly, they multiply. By putting strong controls in place, renegotiating constantly, and making it inconvenient to add new costs, you’ll protect profits and free up cash for the things that matter most.

🔥 Think of this episode as your playbook for cutting costs without cutting corners.

📚 Keep Learning

Send Us Mail!

More Ways To Connect with O&O

• John's YouTube Channel
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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 Day 17 of the Double Your Profit Series — the go-to series for contractors, home service owners, and small business entrepreneurs.
Today’s topic is a little spicy but absolutely essential: Firing Bad Clients.

🧠 Not every customer is worth keeping — even if they fit your target market. Some drain resources, destroy morale, and create constant headaches. Protecting your team (and your profits) means knowing when to let go.

💡 What You’ll Learn in This Episode:

• The warning signs of a client who’s hurting your business
• Why protecting your team comes before keeping every customer
• How to make “firing a client” an emotionless, SOP-driven process
• The exact steps for offboarding bad clients without drama
• How to prevent accidentally working with them again
• A little-known morale boost: referring them to “other” companies
• Why letting go of the wrong customers makes space for the right ones

💸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. [https://cfomadeeasy.com/owned/]

📌 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.

⚙️ Your team’s time and morale are too valuable to waste on toxic customers. Learn how to fire bad clients respectfully, professionally, and without burning bridges — while freeing up space for better ones.

🔥 Think of this episode as your playbook for building a client base that actually fuels your growth.

📚 Keep Learning: [https://www.youtube.com/playlist?list=PLfUOiqyLJBXPy_FuoGkekCOZLTNDwR31z]

🔑 Keywords:
fire bad clients, when to drop customers, contractor client management, home service customer issues, protect your team, improve team morale, firing clients professionally, customer offboarding SOP, contractor success tips, business profitability strategies

📌 Don’t forget to like, subscribe, and hit the bell icon to stay updated with the full 30-day series.

Sometimes, the best way to grow is to let go.

#DoubleYourProfit #FireBadClients #ContractorSuccess #BusinessGrowth

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More Ways To Connect with O&O

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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.