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 400 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 sales, marketing, recruiting, creating systems, pricing…

Show notes

  • Where to get a free copy of the Home Service Millionaire book. [1:02]
  • More details on the upcoming event for Vertical Track. [1:53] 
  • The importance of hiring a great assistant to increase time efficiency. [3:24]
  • Effective strategies in promoting your business. [4:34]
  • The difference between an assistant and an officer manager. [5:34]
  • Training technicians to become leaders. [6:20]
  • What to prepare when you’re about to fire an ineffective employee. [9:03] 
  • Being strategic in putting up website pages for your business services. [10:09] 
  • Why it’s a win-win situation to partner with A1. [11:18]
  • Some books on Tommy’s current reading list. [12:26]
  • Book recommendations to learn more about charging customers the right way. [13:17] 
  • Tips on recruiting a CFO or controller for your business. [15:25]
  • Negotiating lease-to-own service vans. [17:49]
  • Paying “by the job” rather than paying “by the hour.” [18:37]
  • Designing a system that’s easy to follow for your team. [20:31]
  • Recommendations on aptitude tests for pre-employment. [22:14]
  • The real definition of recruiting. [23:26]
  • Tips on negotiating pay with an existing employee who’s underloaded with work. [24:56]
  • A few books to help master the sales side of a  business. [25:57] 
  • Tommy’s thoughts on Angie’s List. [26:45]
  • How much it would cost to acquire a customer and how much to spend on marketing. [28:14]
  • The reality about running a home service business. [33:26]
  • How a quality score on Google Ads works. [34:32]
  • The importance of understanding how Google Ads and its different aspects work. [36:22]
  • What business owners should do during difficult times in the market. [36:57]
  • Building a six-month organization chart to aid with your company’s future growth. [39:28]
  • Why business owners should always be learning about marketing and sales. [40:33]
  • The importance of knowing your booking rate and how much it would cost to acquire a customer. [41:31] 


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!