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

The Marketing Stack for Home Service Businesses: $1M to $10M

12 snips

Mar 12, 2026

Ethan Wright, marketing and growth consultant at Service Scalers who helps home service companies scale revenue, shares the marketing stack for HVAC, plumbing, and electrical firms. He discusses why immediate lead channels beat branding early. He covers speed-to-lead tech, aggregators, reviews, pricing and when PPC, SEO, and lifecycle marketing should kick in.

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ADVICE

Install Speed-to-Lead Before Buying Aggregator Leads

Install speed-to-lead technology before scaling aggregators or paid channels.
Ethan describes a plumbing acquisition where LSA doubled revenue but lacked speed-to-lead so aggregators were paused until texting/TC P A approvals completed.

ANECDOTE

Doubling Revenue Quickly With LSA

John recounts turning LSA spend from $1k to $5k and immediately doubling sales in a bought plumbing company.
The company went from ~$100k to $240k in sales in February due to LSA and filling the board.

ADVICE

Own Review Generation Personally

Get systematic about asking for Google reviews and owner-level follow-ups.
John and Ethan recommend owners call/text customers after jobs and personally request reviews to build GBP credibility quickly.

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The Marketing Stack for Home Service Businesses: From $1M to $10M

What should home service companies actually spend on marketing at $1 million, $5 million, and $10 million?

In this episode, John Wilson sits down with Ethan Wright of Service Scalers to break down the real marketing stack for HVAC, plumbing, and electrical companies at every stage of growth. They cover what changes as you scale, what stays the same, and where most owners waste money too early.

If you run an HVAC, plumbing, or electrical business and want a clearer roadmap for how to think about marketing as you grow, this episode lays it out.

In this episode, we cover:

The best marketing priorities for home service companies from $1M to $10M
Why lead generation matters more than branding in the early stages
How reviews, LSA, aggregators, and speed-to-lead drive growth
When PPC, SEO, and lifecycle marketing become more important
Why most owners hire for marketing too early
How pricing impacts your ability to buy leads profitably

Host: John Wilson https://x.com/WilsonCompanies
Guest: Ethan Wright linkedin.com/in/ethanwrighttx

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John Wilson, CEO of Wilson Companies
Jack Carr, CEO of Rapid HVAC

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