What if you could grow your home service business without spending another dollar on marketing?

John Wilson sits down with Brian Burton, co-host of Waste No Day and creator of Blue Collar Closer, to break down how better sales training, higher average tickets, and a stronger sales culture drive growth.

Brian shares how he helped scale a plumbing company from $2.4M to $6.2M in two years without acquisitions, and another business from $6M to $32M with 20% net profit.

Plus, why technicians struggle to close sales, how to build repeatable sales processes, and why increasing your average ticket could be more valuable than generating more leads.

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In This Episode:
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• Growing a plumbing business from $2.4M to $6.2M through organic growth
• Scaling a home service company from $6M to $32M with 20% net profit
• Why increasing average tickets can outperform spending more on marketing
• Building a sales culture that drives technician performance
• How daily role-playing and sales training improve closing rates
• Why technicians struggle to ask customers for the sale
• The GO PRO sales process and presenting multiple service options
• Performance-based pay and technician commission structures

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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

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/

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

Brian Burton | Waste No Day & Blue Collar Closer
https://wastenoday.com/
https://www.bluecollarcloser.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.

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