Tommy Mello is the author of Home Service Millionaire and the founder of A1 Garage Doors, a $150 million-plus home service business with over 500 employees in 16 states. Through and the Home Service Expert podcast, Tommy shares his experience and insights to help fellow entrepreneurs scale their businesses.

In this special episode of the Home Service Expert podcast, Tommy answers your biggest questions about payment structures, marketing strategies, equity incentive programs…

Show notes

  • How to double what you’ve earned in your first year. [05:19]
  • The importance of recording SOPs for continuous systems improvement. [06:42]
  • Five key steps to turning your $50,000 into success. [08:31]
  • Tommy explains how equity incentive programs work. [13:41]
  • The most crucial numbers to look at when assessing your business performance. [17:44]
  • Owning your own market and taking more market shares. [21:31]
  • Four primary KPIs for service industries. [22:48]
  • Four reasons why your technicians don’t use finance. [30:01]
  • Working with leasing companies in managing vehicles and fleets. [34:29]
  • How to lead a leadership team. [37:30]
  • The role of culture in home service organizations. [39:16]
  • Scaling your business through SOP documentation and distribution. [41:32]
  • The best compensation models for salespersons and contractors. [43:38]
  • Effective marketing strategies and campaigns for home service businesses. [45:38]
  • Highlighting accountability when dealing with customer service representatives. [48:34]
  • Sustainability of electrical services vs. HVAC and plumbing. [58:03]
  • Teaching employees how to get leads for you. [1:00:48]
  • Tommy shares how to make judgment calls and keep great employees. [1:04:38]
  • Finding the right financial performance-based incentives for technicians. [1:06:59]
  • The impact of advertising on booking rates. [1:09:58]
  • The power of social media in getting the right audience. [1:13:33]
  • Tommy’s plans on writing a book on performance pay and equity incentive programs. [1:17:49]

Resources And People Mentioned:


In my new book, Elevate, I share how I created the right structures and incentives to build a team of A-players, and how that helped me build a $200M Garage Door business in 19 states. Order it now and get access to 5 free amazing bonuses!