Stop Buying More Leads. Fix Your Home Service Sales. With Brian Burton

What if you could grow your home service business without spending another dollar on marketing? John Wilson sits down with Brian Burton, co-host of Waste No Day and creator of Blue Collar Closer, to break down how better sales training, higher average tickets, and a stronger sales culture drive growth. Brian shares how he helped scale a plumbing company from $2.4M to $6.2M in two years without acquisitions, and another business from $6M to $32M with 20% net profit. Plus, why technicians struggle to close sales, how to build repeatable sales processes, and why increasing your average ticket could be more valuable than generating more leads. ━━━━━━━━━━━━━━ In This Episode: ━━━━━━━━━━━━━━ • Growing a plumbing business from $2.4M to $6.2M through organic growth • Scaling a home service company from $6M to $32M with 20% net profit • Why increasing average tickets can outperform spending more on marketing • Building a sales culture that drives technician performance • How daily role-playing and sales training improve closing rates • Why technicians struggle to ask customers for the sale • The GO PRO sales process and presenting multiple service options • Performance-based pay and technician commission structures ━━━━━━━━━━━━━━ Sponsors ━━━━━━━━━━━━━━ Service Scalers Get more high quality leads with marketing built for home service companies. Book a free strategy call with Service Scalers and see what's driving real jobs: https://www.servicescalers.com/?utm_source=oao_podcast&utm_medium=referral&utm_campaign=podcast Quick Staffers Hire trained HVAC and plumbing CSRs without the overhead of traditional hiring. Save $500 on your first placement with Quick Staffers: https://www.quickstaffers.com/   ━━━━━━━━━━━━━━ Connect ━━━━━━━━━━━━━━ John Wilson https://www.linkedin.com/in/johnbwilson1/ Brian Burton | Waste No Day & Blue Collar Closer https://wastenoday.com/ https://www.bluecollarcloser.com/ ━━━━━━━━━━━━━━ Send Us Mail! More Ways To Connect with OAO Start Here Owned and Operated Newsletter  Bonus Videos From John 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.