What does it actually take to grow a service business from under $2 million to eight figures in revenue?

John Wilson sits down with Stephen Olmon, co-owner of Alarm Masters, to break down how they've scaled a fire and security business through strategic acquisitions, organic growth, and a repeatable sales process.

They discuss the operational playbook behind Alarm Masters' expansion across Texas, from acquiring smaller competitors and cross-selling existing customers to building a dedicated commercial sales team and increasing recurring revenue.

Plus, why buying a larger business can actually be easier than acquiring a smaller one, how AI and data are uncovering new sales opportunities, and what most service business owners get wrong about hiring salespeople.

Whether you're acquiring your first business or scaling an existing home service company, this episode explores the systems, sales strategies, and acquisition decisions that drive sustainable growth.

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In This Episode:

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• Scaling a service business from under $2M to eight figures in revenue
• How acquisitions and organic growth work together to build a larger company
• Building a commercial sales team that consistently generates new business
• Why recurring revenue and customer retention drive business valuations
• Using AI and customer data to uncover missed sales opportunities
• Why buying a larger business can be easier than acquiring a smaller one
• Expanding into new markets and building an acquisition playbook

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Sponsors

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Big Reputation

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Avoca

See how Avoca helps home service companies book more jobs with AI that handles calls, texts, follow ups, and dispatching without adding more chaos. Book a demo: https://www.avoca.ai/partners/oao

Profit & Grit

Running a $3M–$15M home service business? Profit & Grit helps contractors improve cash flow, pricing, forecasting, and profitability with guidance from an operator who's built and sold a $25M service business. Book your free 20-minute strategy call: https://www.profitandgrit.com

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Connect

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

Stephen Olmon
Alarm Masters
https://entryandexit.co/

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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.

How He Scaled a $2M Service Business to 8 Figures (The Growth Playbook)

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

How He Scaled a $2M Service Business to 8 Figures (The Growth Playbook)