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In this powerful and deeply honest episode of To The Point, we sit down with Will Staton, owner of Staton Heating, Cooling & Plumbing in Annapolis, Maryland. Will shares a journey that goes far beyond revenue numbers and growth tactics. From losing his mother at a young age and battling addiction to taking over his family business and reshaping it entirely, this conversation is raw, real, and incredibly impactful.
Today, Staton Heating, Cooling & Plumbing is a $17M+ residential home services company, with a clear path toward $23–$24M in 2026. But getting there required difficult decisions, uncomfortable lessons, and a complete shift in how Will viewed leadership, ownership, and himself. This episode is for anyone who has had to grow through chaos and still show up every day as a leader.
From Family Legacy to Taking Full Ownership
Will grew up around plumbing. His father was a plumber, and from an early age, Will idolized him, spending time on job sites and eventually stepping directly into the family business. The company was rooted in new construction, a model Will would later come to resent. While his father worked hard to grow the business, marketing was never a strength, and much of the early growth came through sheer effort rather than strategy.
The turning point in Will’s life came early. His mother, who he describes as the glue of the family, passed away from leukemia when he was just 13 years old. That loss had a profound impact, eventually leading him down a path of addiction. By his own admission, those years were defined by chaos and pain, until he made the decision at 22 to get his life back on track.
Those same lessons from recovery became foundational in business. Ownership, accountability, humility, and discipline all carried over. In 2020, Will made one of the hardest decisions of his career by cutting new construction entirely, walking away from roughly $3M in revenue during the uncertainty of COVID. That same year, his father officially stepped away from the business at 75, leaving Will fully in charge.
Shortly after, Will added HVAC with no prior experience. There were mistakes, cash flow pain, and a steep learning curve, especially during the ServiceTitan implementation. It was not until attending Terry Nichols’ training that things truly began to click. Despite the challenges, the company generated $7M in HVAC revenue in its first year, proving the decision was the right one. From there, the focus shifted to KPIs, pricing discipline, accountability, and building a culture that could scale sustainably.
- Growing up with plumbing and idolizing his father
- Losing his mother at 13 and early life impact
- Addiction, recovery, and rebuilding identity
- Lessons from addiction that translate to business
- “Extreme ownership” & leadership perspective
- Leaving new construction behind and adding HVAC during COVID
- ServiceTitan, marketing mistakes & cash flow pain
- KPIs, pricing, accountability & culture
- What it really takes to scale sustainably
- Hiring for standards, accountability, and culture
- And more!
Looking Ahead: Growth With Purpose and Perspective
As Will looks toward the future, the focus is clear and calm. Growth will come from pulling the right levers, not reacting emotionally. Opening a second location, staying consistent with marketing, and remaining steady through inevitable challenges are all part of the plan. There is no rush, only intention.
The long-term vision is even bigger. Will sees a clear path to $40M+ and believes the business could reach that milestone sooner than expected. But more than revenue, his true measure of success is personal. He believes his mother would be proud of the husband, father, and leader he has become. That perspective now guides every decision he makes, both inside and outside the business.
Until next time…NO. ZERO. DAYS.
