Profit & Grit with Tyler

Click below to book a complimentary intro meeting and learn how to get control of cash flow in your business while scaling with confidence.

How do you take a family plumbing shop from $1M to over $30M in less than a decade?

In this episode of Profit & Grit, John Wilson, CEO of Wilson Plumbing & Heating and host of Owned and Operated, shares his raw journey of scaling through acquisitions, fighting through financial chaos, and building a leadership team capable of running a $30M+ operation.

You’ll hear how John turned low moments including lawsuits, a $800K accounting mess, and explosive growth that nearly broke the company into lessons that shaped his business into a true platform company.

What You Will Learn in This Episode:

• Why clean accounting and multiple “eyeballs on the numbers” are non-negotiable for fast-growing businesses
 • How to prioritize sales above everything else to fuel sustainable growth
 • What really happens when you grow from 30 to 150+ employees in a few short years
 • Why M&A can be powerful for companies in the $3–5M range but also where it often goes wrong
 • John’s vision for building a $100M+ company and what it takes to get there

Listen now to hear John’s unfiltered lessons on scaling, surviving setbacks, and turning a blue-collar business into a thriving enterprise.

More From Profit & Grit

Book your complimentary Financial Insight Session with Tyler Martin, fractional CFO for home services and the trades, here:

 https://calendly.com/tylermartin/intro-meeting-cfomadeeasy

Learn more at cfomadeeasy.com

Follow the show for weekly interviews with HVAC, plumbing, and home service owners and experts who share what it really takes to grow, scale, and profit in the trades.

If you listen to any of the following shows, we're sure you'll love ours too!

To The Point Home Services Podcast, Toolbox for the Trades, Masters of Home Service, Home Service Business Coach With David Moerman, BlueCollar.CEO, The Home Service Expert Podcast, Next Level Pros, Blue Collar Business Podcast, Home Service Millionaire with Mike Andes, The Contractor Fight with Tom Reber

🎙️ Profit & Grit by Tyler Martin
Real stories. Real strategy. Real results for service-based business owners.

🔗 Website: ProfitAndGrit.com
📍 LinkedIn: linkedin.com/in/thinktyler
📸 Instagram & TikTok: @profitandgrit

Tyler Martin, a fractional CFO for home services and the trades

📅 Want to grow your business with smarter financial strategy?
Book a free intro meeting

Door-to-door sales expert Lenny Gray shares his proven six-step sales system for home service businesses that works for even shy reps and maintains ethical standards. He breaks down why most sales teams fail before they start and how owners can build systems that produce consistent results without sacrificing margins or reputation.

• Most businesses fail at door-to-door by outsourcing to third parties or focusing on hiring before creating training systems
• Door-to-door sales should be viewed as a math equation - with consistent conversion rates if you follow a system
• The "three R's" approach: Results lead to Retention which enables Recruitment
• Developing an integrity-based sales approach is crucial for maintaining company reputation and customer retention
• Good door-to-door reps typically share traits like competitiveness, mental toughness, and commitment
• Training should include at least 8-12 hours before a rep knocks their first door
• Compensation models vary by industry but typically range around 50% for first-year contracts if managed in-house
• The six-step sales flow includes: initial approach, qualification, value building, closing, objection handling, and solidifying
• Getting ahead of common objections before customers voice them helps maintain control of the conversation
• For first-time programs, start small with 3-4 reps rather than attempting to scale too quickly

Visit LennyGray.com or D2DMillionaire.com to learn more about Lenny's books, training programs, and free consultation opportunities.

🎙️ Profit & Grit by Tyler Martin
Real stories. Real strategy. Real results for service-based business owners.

🔗 Website: ProfitAndGrit.com
📍 LinkedIn: linkedin.com/in/thinktyler
📸 Instagram & TikTok: @profitandgrit

Tyler Martin, a fractional CFO for home services and the trades

📅 Want to grow your business with smarter financial strategy?
Book a free intro meeting

Jim Penman transformed a lawn mowing side business into an empire of 5,500 franchisees across three countries by obsessing over service quality and putting franchisees first. His journey from history PhD student to founder of one of the world's largest franchise networks demonstrates how character, consistent improvement, and unwavering standards create sustainable growth.

• Started with just $24 and a secondhand mower in 1982
• Built business by constantly asking "how can I improve?" in every aspect of service
• Uses a flat fee franchise model instead of percentage-based fees
• Personally reads every customer complaint to maintain quality standards
• Implemented strict customer service protocols that apply to everyone, even family
• Structures the business so franchisees have significant rights, including veto power over company sale
• Never takes outside investment, focusing on organic, sustainable growth
• Prioritizes franchisee welfare above all else, including brand protection
• Directs the majority of his income to a research foundation rather than personal wealth
• Maintains that 95% of business success comes from customer service, not technical skills

My two goals are simple but impossible: every franchisee who comes into Jim's will be successful and happy, and no customer will ever have a bad experience. I'll never reach these goals, but I'll never stop trying.

🎙️ Profit & Grit by Tyler Martin
Real stories. Real strategy. Real results for service-based business owners.

🔗 Website: ProfitAndGrit.com
📍 LinkedIn: linkedin.com/in/thinktyler
📸 Instagram & TikTok: @profitandgrit

Tyler Martin, a fractional CFO for home services and the trades

📅 Want to grow your business with smarter financial strategy?
Book a free intro meeting

After a near-death experience being shot and left for dead in a park, Mike Venitas found his superpower in genuine gratitude and turned it into a thriving career helping home service businesses grow and scale.

• Marketing strategies differ dramatically based on company size and stage
• Businesses under $1 million should focus on building networks and finding "who" rather than figuring out "how"
• Companies in the $3-5 million range shouldn't jump immediately to paid advertising
• Larger businesses must thoroughly vet marketing agencies by examining reporting systems and industry specialization
• Your Google Business Profile does more heavy lifting than most realize but is often neglected
• Artificial intelligence is transforming marketing - watch Thumbtack's partnership with OpenAI
• Every marketing strategy should follow the three-part approach: rank, engage, convert
• When responding to negative reviews, remember the entire world is watching how you handle conflict
• Focus on creating money through existing relationships rather than constantly chasing new leads
• YouTube Shorts currently generate more reach than other social platforms for free content

If you want to talk about making better financial decisions while scaling your business, grab a time with Tyler for a quick intro call at cfomadeeasy.com - no pitch, just a conversation.

🎙️ Profit & Grit by Tyler Martin
Real stories. Real strategy. Real results for service-based business owners.

🔗 Website: ProfitAndGrit.com
📍 LinkedIn: linkedin.com/in/thinktyler
📸 Instagram & TikTok: @profitandgrit

Tyler Martin, a fractional CFO for home services and the trades

📅 Want to grow your business with smarter financial strategy?
Book a free intro meeting

Lou Hobica built a multi-trade home service company from the ground up, achieving 30% net profit margins before selling it for a life-changing amount. His journey showcases how focusing on profitability metrics and customer experience can transform a traditional trades business into a profit powerhouse.

• Transformed his father's small refrigeration business from 5% to 30% net profit
• Created a streamlined 8-week apprenticeship program to build the right team culture
• Focused on selling themselves first—"You'll like a Hobica"—not just their services
• Discovered $1 of labor carries $3 of overhead while parts/equipment only carries $0.50
• Used flat-rate pricing and strategic subcontracting for labor-intensive work
• Built a multi-trade model to level out seasonal revenue fluctuations
• Focused on revenue per employee ($400K/employee correlates with 30% net profit)
• Marketed aggressively to existing customers (130+ touches per year)
• Prioritized selling to existing customers who already like and trust you over new leads
• Shared the emotional reality of exiting a business after 40 years of building it

Book a meeting with Tyler at cfomadeeasy.com to discuss how these strategies can apply to your business. There's no heavy pitch – just a conversation about your challenges and potential solutions.

🎙️ Profit & Grit by Tyler Martin
Real stories. Real strategy. Real results for service-based business owners.

🔗 Website: ProfitAndGrit.com
📍 LinkedIn: linkedin.com/in/thinktyler
📸 Instagram & TikTok: @profitandgrit

Tyler Martin, a fractional CFO for home services and the trades

📅 Want to grow your business with smarter financial strategy?
Book a free intro meeting

Jason Payne transformed his roofing company from zero to $13 million in five years by mastering delegation, brand building, and consistent leadership. He shares his journey of creating a thriving blue-collar business through innovative marketing, purposeful hiring, and financial discipline.

• 80% of any job can be delegated while 20% is your unique value and personality
• The "$2,500 rule" - delegate $20/hour tasks and focus on $500/hour activities
• Using social media consistently since 2010 to build relationships and generate leads
• Breaking through the $3 million revenue ceiling where 96% of businesses fail
• Leadership that emphasizes training, empathy, and giving second chances
• Creating the memorable "Sexy Roof Status" brand that interrupts patterns
• Managing cash flow challenges during rapid growth through regular audits
• The importance of checking your ego and trusting others to handle responsibilities
• Consistency as the ultimate competitive advantage in business
• Running effective blue-collar masterminds to support other entrepreneurs

To learn more about Jason's coaching services for blue collar business owners, follow him on Instagram at @JasonTheRoofer or check out his Scale Mastermind program.

🎙️ Profit & Grit by Tyler Martin
Real stories. Real strategy. Real results for service-based business owners.

🔗 Website: ProfitAndGrit.com
📍 LinkedIn: linkedin.com/in/thinktyler
📸 Instagram & TikTok: @profitandgrit

Tyler Martin, a fractional CFO for home services and the trades

📅 Want to grow your business with smarter financial strategy?
Book a free intro meeting

Joey Henderson shares his 35-year journey from Navy submarine technician to HVAC business owner and now traveling trainer, revealing how he built and sold two successful businesses while discovering what truly drives profitability in the industry.

• Started in HVAC reluctantly after Navy service but quickly found his passion
• Built and sold two HVAC businesses, with his second company achieving in three years what his first couldn't accomplish in ten
• Transformed his business model from being built around himself to building a strong brand that could operate without him
• Identifies technician training as the biggest challenge facing HVAC companies
• Discovers airflow issues cause 90% of service problems but receive the least training attention
• Recommends using flat-rate pricing to even out a company's financial highs and lows
• Suggests service agreements as the backbone of a growing service company with valuable recurring revenue
• Advises tracking callbacks in a "Mr. Callback" account to identify training needs and calculate true costs
• Values mentorship from experienced contractors who can provide business guidance
• Emphasizes social media presence as essential for reaching new audiences

You can find Joey "Jojo the HVAC Man" Henderson on YouTube, TikTok, and LinkedIn where he shares technical tips and business insights for HVAC professionals.

🎙️ Profit & Grit by Tyler Martin
Real stories. Real strategy. Real results for service-based business owners.

🔗 Website: ProfitAndGrit.com
📍 LinkedIn: linkedin.com/in/thinktyler
📸 Instagram & TikTok: @profitandgrit

Tyler Martin, a fractional CFO for home services and the trades

📅 Want to grow your business with smarter financial strategy?
Book a free intro meeting

Andy Hobica brings a refreshing perspective to HVAC sales by transforming the traditional approach of pushing products to genuinely helping customers solve problems, generating over $7 million in personal sales annually.

• Starting his career at age 10 working in installation for his family's 72-year-old HVAC business, progressing through every position
• Finding his stride when transitioning from service to sales at age 29, escaping his father's direct management
• Rising at 3:10 AM daily with a disciplined morning routine that creates energy and focus
• Using the "coffee trick" to build immediate rapport and trust with customers before appointments
• Creating connection by spending the first 10-20 minutes becoming the customer's friend
• Going beyond HVAC by fixing unrelated household issues like squeaky doors and cleaning gutters
• Implementing the innovative "Club Bank" maintenance program that builds customer credits
• Building a $30 million company by focusing on customer-first, relationship-based business practices
• Successfully maintaining family legacy through a strategic acquisition by Champions Group
• Running "One Bag at a Time," a nonprofit that provides essential items and food to the homeless
• Offering sales coaching to help other HVAC professionals transform their approach and results

Connect with Andy on Instagram or Facebook @AndyHobaica to learn more about his coaching program or to support One Bag at a Time at onebagatatime.org.

🎙️ Profit & Grit by Tyler Martin
Real stories. Real strategy. Real results for service-based business owners.

🔗 Website: ProfitAndGrit.com
📍 LinkedIn: linkedin.com/in/thinktyler
📸 Instagram & TikTok: @profitandgrit

Tyler Martin, a fractional CFO for home services and the trades

📅 Want to grow your business with smarter financial strategy?
Book a free intro meeting

Joshua Griffin shares his journey from humble beginnings in a trailer park to building and selling a successful HVAC business while growing a YouTube channel with 150,000 subscribers. He openly discusses the challenges he faced as an entrepreneur, his innovative marketing strategies, and the ultimate decision to walk away at the peak of his company's success.

• Growing up in a trailer park where his entrepreneurial inspiration came from seeing the trailer park owner struggling less than everyone else
• Starting Griffin Air with just $1,200 and a utility trailer pulled by a Jeep Wrangler
• Using YouTube and free marketing strategies to build his business before it became standard practice
• Growing to 12 employees while maintaining extremely high quality standards
• Leveraging distributor relationships and co-op dollars to maximize business growth
• Creating educational content for homeowners to help them avoid common pitfalls when purchasing HVAC services
• Selling his business to a local competitor to ensure his warranties would be honored and employees taken care of
• Building a mastermind community for HVAC professionals at different career stages
• Expanding his reach through two successful YouTube channels: HVAC Guide for Homeowners and HVAC Guide for Pros

Visit newhvacguide.com to access all of Joshua's resources, including his guide for homeowners, warranty checking tools, and information about his mastermind groups.

🎙️ Profit & Grit by Tyler Martin
Real stories. Real strategy. Real results for service-based business owners.

🔗 Website: ProfitAndGrit.com
📍 LinkedIn: linkedin.com/in/thinktyler
📸 Instagram & TikTok: @profitandgrit

Tyler Martin, a fractional CFO for home services and the trades

📅 Want to grow your business with smarter financial strategy?
Book a free intro meeting

Rachel Evans turned her firing as an HVAC sales technician into the catalyst for launching California Mechanical, a thriving San Diego-based HVAC company built entirely on word-of-mouth referrals.

• Took her contractor's license exam while nine months pregnant
• Gave herself a three-month runway to build momentum before potentially returning to employment
• Landed two installation jobs just before starting a new job, enabling her to commit fully to entrepreneurship
• Initially specialized in mini-splits due to physical limitations during early motherhood
• Now offers comprehensive residential and commercial HVAC services
• Operates on 100% word-of-mouth referrals without purchasing leads or running advertising
• Uses FieldPulse for business management and ADP for payroll
• Structures her business to train technicians who may eventually become contractors themselves
• Values uplifting others over maximizing business growth
• Recommends new contractors "follow the leader" rather than trying to innovate business structures

"If I'm a good person and I have a good work ethic and I'm smart, I know that I can do this too. If they can do it, I can do it."

🎙️ Profit & Grit by Tyler Martin
Real stories. Real strategy. Real results for service-based business owners.

🔗 Website: ProfitAndGrit.com
📍 LinkedIn: linkedin.com/in/thinktyler
📸 Instagram & TikTok: @profitandgrit

Tyler Martin, a fractional CFO for home services and the trades

📅 Want to grow your business with smarter financial strategy?
Book a free intro meeting