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Owned and Operated Growth

Plumbing Business Doubled in 90 Days | Here’s Exactly How

📅 May 18, 2026 ⏱️ 38:19 🎤 John Wilson

Chapters

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  • 0:00
    Doubling Sales in 90 Days
    John Wilson introduces how he doubled a plumbing business's sales in 90 days by focusing on fundamental improvements.
  • 0:01
    Key Changes for Growth
    Wilson outlines specific changes made, including optimizing marketing, implementing speed-to-lead technology, ensuring 24/7 phone coverage, adjusting pricing, and enhancing tech training and commission structures.
  • 0:09
    Understanding Cash Flow
    The discussion shifts to the critical importance of cash flow management, distinguishing it from net profit and EBITDA.
  • 0:17
    Cash Flow Strategies
    Wilson provides actionable strategies for managing cash flow, such as tracking cash weekly, separating accounts, and optimizing payment timing.
  • 0:20
    High-Ticket Sales
    The episode explores how to increase average ticket sales by solving high-value problems and structuring a value ladder for customers.
  • 0:25
    Sales Training & Monitoring
    Wilson emphasizes the importance of consistent training, ride-alongs, and tracking data to improve technician performance and sales outcomes.
  • 0:30
    Buying vs. Building a Business
    The episode concludes with a segment on the pros and cons of buying an existing business versus starting one from scratch, favoring acquisition for speed and established infrastructure.

Speakers

J
John Wilson
Host — CEO of Wilson

Key Takeaways

✦

Prioritize lead-driven, high-contact marketing (Google, Angie) over brand advertising for immediate board filling and revenue growth in smaller businesses.

✦

Implement speed-to-lead technology to automate immediate customer contact from lead sources, significantly improving conversion rates by being the first to respond.

✦

Ensure 24/7 phone coverage, either with human call takers or AI support, to capture every incoming lead and prevent loss to competitors.

✦

Regularly conduct market research to adjust pricing, aiming for competitive rates that reflect your value without deterring customers, as price adjustments can significantly boost net profit with minimal effort.

✦

Invest in consistent, quality technician training, focusing on objection handling, option presentation, and enhancing leadership skills of service managers to empower the entire team.

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Remove administrative burdens from your core team by centralizing functions like accounting, marketing, and dispatch, allowing technicians to focus solely on service delivery and sales.

✦

Focus on solving high-value problems for customers by offering a 'value ladder' of solutions, from immediate fixes to comprehensive, high-ticket replacements, to increase average transaction values.

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