Founder Mode for ETA: $6m to $25m in 3 Years

September 29, 2025
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oday's guest is all about bringing "founder mode" to his acquisition.

Aizik Zimerman acquired J. Blanton, a plumbing business in Chicago.

Aizik intends to spend years, decades maybe, building his life's work in this industry.

I thought this vision was compelling, so much so that I talked about it in a recent speech at the Southeastern ETA conference at UVA, where I said essentially the following:

This concept of founder mode is borrowed from tech land, where Y-Combinator founder Paul Graham made it famous.

The idea is essentially that as founder of your company, resist the conventional wisdom of delegate, delegate, delegate. That you should put great people in management positions, then get out of their way.

Instead, you should sweat the details, and be engaged more actively, more deeply than our notion of what the ideal chief executive looks like.

"Founder mode" was controversial, it kicked off debate across Silicon Valley, but agree with it or not, it’s a useful concept.

Particularly in ETA, where the holy grail is often taken to be building the business into one that runs without you.

On Acquiring Minds, I too celebrate that outcome.

But, there is something to be said for pouring yourself into the business you buy, rather than trying to figure how you can extricate yourself as quickly as possible.

You might characterize these dueling orientations as the private equity approach vs. the founder approach.

As you'll hear, Aizik falls squarely in one of those two camps. Which one resonates with you?

Here he is, Aizik Zimerman, owner of J. Blanton.

Read MoreStories

Founder Mode for ETA: $6m to $25m in 3 Years

Aizik Zimerman bought a home services business to build a consumer brand into his life's work. It seems to be working.
Aizik Zimerman acquired Jay Blanton, a Chicago plumbing business, while in business school at University of Chicago. He bought the $6 million revenue company for $5.5 million using 65% equity and 35% SBA debt, contrary to typical high-leverage deals. In three years, he's grown revenue to $25 million and tripled EBITDA to $3 million. Aizik advocates "Founder Mode" - staying deeply involved in operations rather than delegating everything. He aims to build a billion-dollar home services company over decades, focusing on organic growth rather than acquisitions. He emphasizes that home services offers an "infinite sandbox" for long-term business building in fragmented, recession-proof markets.

Key Takeaways

  • Aizik Zimerman acquired Jay Blanton, a plumbing business in Chicago, while still in business school at University of Chicago Booth, with the vision of building his "life's work" in home services over decades rather than following the typical 3-5 year exit strategy common in ETA.
  • Aizik embraces "Founder Mode" - being deeply involved in business details rather than delegating everything - contrasting with both private equity roll-ups (which he calls "zombie companies") and traditional older owners who lack the energy and modern approach needed for aggressive growth.
  • The business was acquired for $5.5 million at 5.5x EBITDA when it was generating $6 million in revenue and $1 million in EBITDA, which Aizik considers a good deal compared to comparable companies trading at 6-10x multiples at the time.
  • Isaac structured an unusually conservative deal with 65% equity and only 35% SBA debt (versus the typical 80-90% leverage), plus several million dollars in cash on the balance sheet, prioritizing long-term growth capability over maximizing ownership percentage.
  • In three years of operation, the business has grown dramatically to approximately $25 million in revenue (4-5x growth) and $3 million in EBITDA (3x growth), with Aizik targeting $100 million in revenue and $15-20 million EBITDA within five years.
  • Aizik focuses exclusively on organic growth rather than acquisitions, believing companies must "earn the right" to do M&A by first perfecting their operational playbook, and criticizes the roll-up strategy of managing multiple brands as inefficient and lacking economies of scale.
  • He views home services as an "infinite sandbox" with plumbing and HVAC each representing $100 billion markets that are highly fragmented (largest players have Aizik differentiates his approach by treating the business as fundamentally a consumer marketing and sales organization that happens to perform plumbing services, with heavy emphasis on digital marketing, Google reviews, and customer experience rather than just the technical work.
  • He employs approximately 47 overseas employees for auditing, process enforcement, and digital marketing support, and has built a modern office culture with amenities like lounge spaces, a bar, and pool tables to attract talent away from competitors.
  • Aizik's long-term vision is to build the largest home services company in the country with $1 billion in revenue, viewing this as achievable given that several companies have already reached that scale in plumbing, HVAC, and electrical services.

Introduction

Listen to the introduction from the host
T

oday's guest is all about bringing "founder mode" to his acquisition.

Aizik Zimerman acquired J. Blanton, a plumbing business in Chicago.

Aizik intends to spend years, decades maybe, building his life's work in this industry.

I thought this vision was compelling, so much so that I talked about it in a recent speech at the Southeastern ETA conference at UVA, where I said essentially the following:

This concept of founder mode is borrowed from tech land, where Y-Combinator founder Paul Graham made it famous.

The idea is essentially that as founder of your company, resist the conventional wisdom of delegate, delegate, delegate. That you should put great people in management positions, then get out of their way.

Instead, you should sweat the details, and be engaged more actively, more deeply than our notion of what the ideal chief executive looks like.

"Founder mode" was controversial, it kicked off debate across Silicon Valley, but agree with it or not, it’s a useful concept.

Particularly in ETA, where the holy grail is often taken to be building the business into one that runs without you.

On Acquiring Minds, I too celebrate that outcome.

But, there is something to be said for pouring yourself into the business you buy, rather than trying to figure how you can extricate yourself as quickly as possible.

You might characterize these dueling orientations as the private equity approach vs. the founder approach.

As you'll hear, Aizik falls squarely in one of those two camps. Which one resonates with you?

Here he is, Aizik Zimerman, owner of J. Blanton.

About

Aizik Zimerman

Aizik Zimerman

Aizik Zimerman grew up in an entrepreneurial family in Cleveland, Ohio, where his parents were small business owners who practiced entrepreneurship through acquisition (ETA) before it was formally recognized as such. They bought and built businesses in industries they initially didn't know much about, specifically healthcare nursing homes, which exposed Aizik to the concept of acquiring existing businesses rather than starting from scratch.

After completing his education in finance and accounting, Aizik spent approximately eight years gaining diverse professional experience across multiple roles and industries. He worked in investment banking and private equity, representing the traditional finance career path. He also took on operating roles as a general manager at well-known companies, including positions at UberEats and Beam Suntory, one of the world's largest alcohol companies. This varied experience helped him understand different aspects of business operations, from finance and marketing to sales and general management.

Throughout this period, Aizik was introspective about his strengths, weaknesses, and interests. He recognized that he didn't have novel "zero to one" ideas like entrepreneurs such as Elon Musk, but instead saw himself as someone who excels at learning, studying what others do, and applying those lessons effectively. This self-awareness, combined with his family background in acquisition-based entrepreneurship, ultimately led him to pursue buying a business rather than starting one from scratch.

Home services is the most fascinating business in that I think of it as like a pure business sandbox where you can do anything and build anything as big as you're capable of building.
Aizik Zimerman

Show Notes

Aizik Zimerman bought a home services business to build a consumer brand into his life's work. It seems to be working. 

Register for the webinar: 

Topics in Aizik’s interview:

  • There is endless opportunity in home services
  • His goal of $1 billion in revenue
  • Advantage of his youthful energy
  • Going all-in on digital advertising
  • Small business = big problems
  • Founder Mode theory
  • Organic growth over acquisitions
  • Your must earn your right to diversify
  • Winning on Google with reviews
  • Hiring overseas for auditing and marketing

References and how to contact Aizik:

Get complimentary due diligence on your acquisition's insurance & benefits program:

Work with an SBA loan team focused exclusively on helping entrepreneurs buy businesses:

Learn more about Walker Deibel's done-with-you buy-side advisory:

Connect with Acquiring Minds:

Edited by Anton Rohozov
Produced by Pam Cameron

Episode Transcript

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