How to Build a $40M+ Home Service Business: Cash Flow, Sales & KPIs

What's in this episode

You can be profitable and still run out of cash. In this supercut episode of Owned and Operated, featuring insights from several episodes, John Wilson breaks down the cash flow, sales, and KPI systems that helped him scale a home service business from $1M to roughly $40M in revenue. Learn why profit doesn’t equal cash, how to improve average ticket by solving higher-value problems, and the five numbers every home service owner should track to find problems faster and scale with more control. ━━━━━━━━━━━━━━ In This Episode ━━━━━━━━━━━━━━ • Why profitable home service businesses still run out of cash • How to improve cash flow and get paid faster • The systems John would implement at $1M in revenue • How to increase average ticket with a value ladder • Why training and ride-alongs drive better sales performance • The 5 KPIs every home service owner should track • How to diagnose lead, booking, closing, and average ticket problems • Why “number of options” is a critical sales metric • How scorecards and daily KPIs create accountability ━━━━━━━━━━━━━━ Connect ━━━━━━━━━━━━━━ John Wilson https://www.linkedin.com/in/johnbwilson1/ Jack Carr https://x.com/thehvacjack Owned and Operated http