Tommy Mello is the author of Home Service Millionaire and the founder of A1 Garage Doors, a $200 million-plus home service business with over 700 employees in 19 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 onboarding, employee discipline, advertising, insurance, operating manuals, sales…

Show notes

  • Tommy’s updates, books, and the freedom event. [1:40]
  • Recommendations for advertising tools. [5:06]
  • The role of scorecards in business metrics. [6:50]
  • “Greenfield” organic growth over acquisitions. [12:02]
  • Recruiting higher quality employees with different platforms. [15:27]
  • The importance of networking with paid marketing. [16:49]
  • Non-ROC service opportunities in Arizona. [18:53]
  • How to align scorecards with performance-pay models. [25:01]
  • Tommy explains the best sales training strategy. [26:06]
  • How to pay the right price for your business.[29:10]
  • Methods on how to present options and promotions to homeowners. [34:39]
  • Learning how to drive performance and EBITDA. [38:25]
  • The three different levels of sales and the next steps for growth. [45:24]
  • Pivot tables and Excel sheets for your business. [45:44]
  • The importance of knowing your “why”. [52:00]
  • What to do if you’re not a platform company. [54:18]
  • Tommy’s plans for the future of his business. [59:03]
  • How to deal with old customers who don’t pay as much as new customers. [1:04:56]
  • The three types of buyer personas. [1:06:53]
  • Sharing equity incentives with technicians and management staff. [1:10:50]

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!