If you think a big EBITDA number alone will get you a big exit… you’re in for a rude awakening.

In this episode, John sits down with longtime business advisor David Barnett—who’s helped sell hundreds of companies—to break down what actually drives value when it’s time to sell your business.

From misunderstood multiples to messy financials, from distressed sales to “built-to-sell” winners, this conversation pulls back the curtain on how deals really get done—and why most owners leave money on the table.

Because the reality is simple:
Buyers aren’t just buying your profit… they’re buying how confident they are that profit will continue without you.

What you’ll learn in this episode:

• Why EBITDA alone doesn’t determine your valuation
• The 2 questions every buyer asks before making an offer
• How poor systems, bad margins, and owner-dependence kill deals

Most businesses don’t sell because they weren’t built to sell.

If you want a real shot at a high-value exit, this episode is your roadmap.

Connect with David Barnett:
👉 https://www.davidcbarnett.com/

Connect with John:
👉 https://x.com/thehvacjack


💡 Yelp — A Smarter Way to Win Leads

Google costs are up. Lead quality is down. You’re paying more for less.

Meanwhile, Yelp generated 125M+ home service leads last year—and powers results across ChatGPT, Google AI, Apple Maps, and Alexa.

Less competition. Higher intent.

👉 Book a call: https://business.yelp.com/ownedandoperated

📞 Sponsored by Quo — The Modern Business Phone for Service Pros

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If you enjoyed this episode, leave a 5-star review—it helps us reach more operators building real businesses.

Send Us Mail!

More Ways To Connect with O&O

• John's YouTube Channel
• Weekly Newsletter
• Owned and Operated

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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.

If you’re not building your business to sell, you’re building yourself a job.

In this episode, Jack sits down with Steve and Austin from McCall Wealth Advisors to break down what actually drives business value—and why most owners leave millions on the table when they exit.

From EBITDA games to private equity traps, this is a masterclass on how to turn your home service business into a sellable, high-multiple asset.

Because the reality is simple:
No buyer wants to step in and buy a job—they want a business that prints profit.

💡 What you’ll learn in this episode:

• Why 80% of your net worth is probably tied to your business
• The biggest mistake owners make when preparing for an exit
• Why you should start planning your exit 5–7 years in advance

📩 Connect with McCall Wealth Advisors:

👉 https://mccallwealth.com/

🐦 Connect with Jack:

👉 https://x.com/thehvacjack

💼 iWallet — Cut Payment Fees & Simplify Your Cash Flow

Running 5+ trucks? You know payments are a mess—slow checks, high fees, and disconnected systems.

iWallet is built for home service businesses, combining cards, ACH, and digital checks into one platform that plugs into your CRM.

We’re currently cutting our processing fees from 3% → 1.5% using iWallet.

👉 Book a demo: https://iwallet.com/demo

💼 Big Reputation — Stop chasing reviews and watching competitors outrank you. Big Reputation is the AI-powered review + SEO platform built for home service pros. Automate review generation, respond with AI, track local SEO, and integrate with your CRM. Setup is free, and your first month’s on the house.

👉 Book your demo

If you enjoyed this episode, leave a 5-star review—it helps us reach more operators building real businesses.

Send Us Mail!

More Ways To Connect with O&O

• John's YouTube Channel
• Weekly Newsletter
• Owned and Operated

Leave a Review

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 is joined by Jack Carr, CEO of Rapid Response, to break down their recent partnership and the strategy behind building a multi-market home service platform.

They share what it actually looks like to scale through acquisitions—covering the real advantages of size, from better pricing to shared capacity—and why smaller operators struggle to compete.

The conversation also dives into one of the hardest decisions in scaling: what to centralize vs. what to keep local. John and Jack unpack lessons from past mistakes, including how over-centralization can break a business.

In this episode, we cover:

• Scaling through acquisitions and partnerships
• The real benefits of scale in home services
• Sharing capacity across markets
• Centralization vs. decentralization
• Building toward a $100M+ platform

If you’re looking to grow beyond a single market, this is a candid look at what it actually takes.

Host: John Wilson https://www.linkedin.com/in/johnbwilson1/
Guest: Jack Carr https://x.com/thehvacjack

💼 Extra 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

Break through the $5M ceiling.

Join John Wilson and Jack Carr May 5–7, 2026 in Akron, Ohio for the Breaking $5 Million Workshop—a 3-day, in-person event for HVAC, plumbing, and electrical owners ready to scale. You’ll see the Wilson operation live, sit in on a real sales huddle, tour the shop, and build your roadmap to $5M+.

🎟 Get $500 off with code BREAKINGEARLYBIRD Here

Send Us Mail!

More Ways To Connect with O&O

• John's YouTube Channel
• Weekly Newsletter
• Owned and Operated

Leave a Review

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.