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

From $10M to $100M: How Home Service Companies Scale Sales Fast


Listen Later

John sits down with Zac Dearing (Mantel) to break down how top HVAC, plumbing, and electrical companies are moving from “proposal tools” to true shopping experiences that help homeowners buy with confidence—and help teams close more, faster. They dig into hard data from Mantel’s platform and homeowner survey: why Tuesdays are the biggest sales day, how response time and proposal view time (“eyeball time”) predict closes, and why a 10-point jump in proposal strength correlates with ~$960 higher average ticket.

 They also cover remote/virtual selling (and what a high-fidelity, open-cart experience can look like), pricing transparency (69% of homeowners try to find a price online…only 15% find something clear), extended-warranty strategies, and what changes between a $10M shop and a $100M shop (hint: ruthless simplicity). If you want a concrete playbook for modern sales—benchmarks, coaching levers, and systems that scale—this one’s for you.

💡 What You’ll Learn

  • Shopping-Experience Selling: How Mantel helps contractors present interactive options, not lectures—and why FSM “order recorders” miss the moment of influence.
  • KPIs That Move Deals: Response-time and proposal “eyeball time,” plus how to use them to coach sellers.
  • Proposal Strength → Revenue: Why better option range, add-ons, and personalization lift ticket size (~$960 per +10 points).
  • Benchmarks That Matter: Calibrating close rate, average ticket, attach rates—and avoiding dirty denominators.
  • Remote/Virtual Sales: When to use it, how big firms are testing it, and the emerging “open cart” follow-up model.
  • Simplicity at Scale: The shift from 2–3 sellers to 30–40+, standardization vs. autonomy, and raising the floor without capping the ceiling.
  • What Homeowners Actually Want: Clear pricing, reputation, comfort, utility savings > brand logos—and how to price extended warranties for real adoption.

🎙️ Host
 John Wilson 

🎙️ Guest
 Zac Dearing — Mantel 

Homeowner Shopping Attitudes Survey 2025


💼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

💼 Shoutout to Quick Staffers LLC

 Need trained HVAC & plumbing CSRs at a fraction of the cost? Quick Staffers LLC specializes in placing top-tier global talent with the best SOPs and scripts.

 🔥 Get $1,000 off your first placement 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.

...more
View all episodesView all episodes
Download on the App Store

Owned and Operated - A Plumbing, Electrical, and HVAC Business Growth PodcastBy John Wilson

  • 4.7
  • 4.7
  • 4.7
  • 4.7
  • 4.7

4.7

77 ratings


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

View all
The Cardone Zone by Grant Cardone

The Cardone Zone

3,912 Listeners

Built to Sell Radio by John Warrillow

Built to Sell Radio

209 Listeners

The Contractor Fight with Tom Reber by Tom Reber

The Contractor Fight with Tom Reber

406 Listeners

The Home Service Expert Podcast by Tommy Mello: $200 Million Founder|Forbes, Inc., Entrepreneur Columnist

The Home Service Expert Podcast

743 Listeners

My First Million by Hubspot Media

My First Million

2,648 Listeners

Acquisitions Anonymous - #1 for business buying, selling and operating by Bill D'Alessandro, Mills Snell, Heather Endresen, and Michael Girdley

Acquisitions Anonymous - #1 for business buying, selling and operating

244 Listeners

Contractor Evolution by Breakthrough Academy

Contractor Evolution

50 Listeners

Waste No Day: A Home Services Motivational Podcast by Brian Burton & Nate Minnich

Waste No Day: A Home Services Motivational Podcast

500 Listeners

Wealthy Way by Ryan Pineda

Wealthy Way

2,122 Listeners

Acquiring Minds by Will Smith

Acquiring Minds

254 Listeners

The UpFlip Podcast by UpFlip

The UpFlip Podcast

252 Listeners

Next Level Pros by Chris Lee

Next Level Pros

178 Listeners

Moneywise by Hampton

Moneywise

650 Listeners

The Koerner Office - Business Ideas and Small Business Deep Dives with Entrepreneurs by Chris Koerner

The Koerner Office - Business Ideas and Small Business Deep Dives with Entrepreneurs

219 Listeners

BigDeal by Codie Sanchez

BigDeal

788 Listeners