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Dustin Sims went from running a window tint shop to VP of Operations at A1 Garage Door Service ? a $400 million company ? in under five years, promoted three times along the way. Tommy pulls back the curtain on how A1 actually runs: why serving the customer has to be the North Star, why incentives alone drive the wrong behavior, how to interview for the one trait that isn't on any resume, rebuilding a dispatch culture that had checked out, and the AI stack (call analysis, machine-learning dispatch) behind 30,000 jobs a month with a team of 20 dispatchers.

? TIMESTAMPS
00:00 Intro
01:22 Window Tint to VP
03:40 Private Equity Reality
11:26 Rebuilding Dispatch
20:44 Leadership That Serves
24:48 Loyalty and Culture
31:38 Customer North Star
38:40 Interviewing for Care
45:50 Family and Discipline
51:04 Raving Fans Standard
59:30 AI in the Call Center
1:05:20 Dispatching 30,000 Jobs
1:12:36 CSR vs Dispatcher
1:18:10 Culture Over Everything

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More than half of private equity?backed CEOs don't make it through the hold period. Samantha Allison and Taavo Godtfersen studied the ones who 5X'd their companies instead ? and wrote The 5X CEO. Tommy digs into the five disciplines behind those outcomes, the talent audit that finds the 8?20 roles creating 80% of your value, equity-for-all, what the first 90 days under PE actually demand, and the shift from chief problem-solver to chief system designer. Whether you ever plan to sell or just want to run your company like the ones that do ? this is the playbook.

? TIMESTAMPS
00:00 Intro
06:24 Founder CEO vs Hired CEO: Why Private Equity Replaces Owners
11:32 CEO Talent Audit: The 8 to 20 Roles That Create 80% of Value
19:10 The 5X CEO Model: Five Disciplines of Top Performers
27:39 First Year With Private Equity: The 90-Day Playbook
35:42 Blank Sheet Exercise: How Top CEOs Disrupt Themselves
43:02 Nine Box Talent Review and Leading Indicators
50:21 Is Private Equity Good or Bad for Business?
59:33 How Much Debt Should a Business Take On?
1:05:22 CEO Time Audit and Decision Audit Explained

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A1 Garage Door is about to cross $410 million ? and Garage Door Freedom exists to hand other owners the exact systems that got it there. GDF coach Jon Hartey breaks down the Freedom Framework, the KPIs that actually move a business, what the first 90 days look like, and the real member stories ? including the owner who burned his whole team down and came back at nearly 100% conversion. Whether you're doing $500K or $5M, this is the look inside.

? TIMESTAMPS
00:00 Intro
00:53 How Garage Door Freedom Started
03:10 The Freedom Framework
04:01 Where Owners Actually Struggle
05:39 What's the Moat Around Your Business?
08:35 What the First 90 Days Look Like
09:29 Meet the GDF Team
11:48 Better Your Best Technician Training
14:21 The KPIs That Matter Most
15:54 Why A1 Books 92% of Calls
16:39 The Most Underrated Growth Lever
21:27 Real Member Success Stories
24:34 Own Your Market ? Don't Chase Four
26:57 The ServiceTitan Price Book Advantage
28:17 How the Program Pays for Itself
29:21 Inside Vertical Track
32:56 The Only Objection That Matters
35:19 He Burned It Down and Came Back Stronger
37:55 Work On the Business, Not In It
38:32 Final Thoughts

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Evan Carmichael started with $300 a month, dead-ass broke, too afraid to 
tell anyone. He sold his company at 22, built a YouTube channel from nothing,
and reached 4 million subscribers by helping entrepreneurs believe in 
themselves.

But the most powerful thing he said in this conversation had nothing to do
with YouTube:

"We don't care who watches the video. It's a relationship."

Evan breaks down the exact content strategy home service owners should be 
using ? not to go viral, but to build the referral relationships that 5-10x 
their revenue. Plus: why your purpose comes from your pain, the neuroscience 
behind serving others, and the real reason most billionaires aren't happy 
when they finally get there.

? TIMESTAMPS
00:00 Intro
05:48 Team Mentoring as Content
11:35 The Office Hours Method
19:10 Borrowed Belief
26:03 Identity & Standards
34:05 Built to Serve
44:27 Catch Them Doing Something Right
51:12 Just Start and Keep Going
57:44 Content as Relationships
1:02:44 Buyer Breakthrough Videos
1:17:36 Book Recommendations

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Window Nation had 80% employee turnover. Within 6 months, Mike Matalone brought it
down to 23% ? without changing their sales process, marketing, or compensation.

The only thing he changed was how they hired, onboarded, and developed their people.

Mike is the founder of XP3 Talent Systems and the bestselling author of Hire, Train,
Retain. He spent 5 years coaching 45 CEOs through Vistage, where he discovered that
80-90% of all business problems trace back to one thing: people.

In this episode, Tommy and Mike break down the exact people operating system that
transforms average hires into A players in 30 days ? and why the owners who think
they can hire their way to a great team are already losing.

?? CHAPTERS ??
00:00 Intro
00:24 XP3 Origin Story
06:59 Window Nation Turnaround
12:34 Three Hiring Criteria
18:14 Psychological Connection
23:44 Personality Assessments
30:42 AI For Interviews
36:04 Wow Onboarding
42:56 Company Advocates
53:19 What's In It For Them
1:01:14 Define Success
1:06:24 Build A Business Not A Job

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Chuck Thokey built sales teams that generated $220 million in 
revenue ? and his first coaching client went from under $1 million 
to a $6 million net profit before being acquired by private equity. 
In this episode, Tommy sits down with the co-founder of Top Rep 
Sales Training to break down exactly why most sales teams are either 
your biggest asset or your most expensive liability ? and why most 
owners can't tell the difference.

Chuck covers the four buyer personality types (the Platinum Rule), 
why best-better-good pricing closes 90% of customers at the middle 
tier, how to give a price without flinching, and the daily Power 
Hour training system that keeps reps sharp. He also unpacks the 
uncomfortable truth: 80% of sales leaders are either struggling or 
need to be replaced ? not because they're bad people, but because 
they were never trained for the role.

If your sales team isn't performing, this is the starting point.

? TIMESTAMPS
00:00 Episode Open
01:21 Aerospace Origin Story
08:30 Four Buyer Types
13:30 Tier Pricing Tactics
20:27 Power Hour Training
30:00 Rep Performance Standard
37:14 Hiring and Simulation
44:23 Leadership Failure Rate
49:13 Six Million Case Study
57:00 Growth Mindset Scaling
1:02:18 KPI Dashboard Mastery
1:07:41 Final Thoughts

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Your brand is either quietly growing your business or quietly killing it. In this episode, KickCharge Creative President Terri Briggs reveals why the most expensive decision home service contractors make is waiting ? and how the right brand transforms average tickets, conversion rates, employee retention, and company value from day one.

?? CHAPTERS
00:00 - Episode Introduction
03:49 - Brand Creation Process
07:00 - Revenue Impact Data
11:13 - Color Ownership Strategy
15:00 - Long-Term Brand Value
18:40 - Cost of Waiting
22:10 - Brand ROI Measurement
26:38 - Branded Not Blended
30:12 - JumpSpark Fleet
33:54 - The Profit Problem
39:06 - Free Brand Scan
43:46 - Test of Time

? FREE BRAND SCAN: Is your brand healthy, or quietly holding you back? Terri Lynne Briggs will personally review your name, logo, and truck wrap and tell you what's working and what's costing you. No charge. Book yours: https://www.kickcharge.com/brand-scan/

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Jim Leslie is the CEO of Home Service Freedom and former CMO/CTO at A1 Garage Door ? where he helped build the company to over $400 million. Today he breaks down exactly what's killing revenue inside most home service companies (hint: it's not your marketing), walks through real HSF member success stories with real numbers, and explains how the right systems, community, and coaching can take any home service company further, faster.

In this episode:
? The #1 reason home service marketing doesn't work (it's your booking rate)
? How a $22M multi-trade company was losing money without knowing why ? and turned it around
? The speed-of-implementation principle that separates companies that grow from those that stay stuck
? How AI is flipping the labor equation ? and what it means for your team right now
? Why going deeper beats going wider ? every time
? What smart investors actually look for in a home service company
? Inside HSF: membership, coaching, training, and the 90-day money-back guarantee
? Freedom Event: October 26?28, Mandalay Bay, Las Vegas

-- ? TIMESTAMPS ? --
00:00 ? Jim Leslie / HSF
08:11 ? HSF Membership Overview
16:00 ? Member Turnaround Story
23:52 ? Speed of Implementation
29:05 ? AI Productivity Shift
36:28 ? Smart Investor Criteria
44:15 ? Freedom Event Details

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Senja Spellman is a fractional CMO who has spent over a decade inside the marketing departments of companies like Tundra Land ($100M), Leaf Home, Bath Works, and Home Genius Exteriors. She took Bath Works from $12M to $25M in one year ? now pacing $52M. Today she shares exactly how home service companies can build brand trust, track TV attribution, grow with zero ad spend, and disrupt in a market where everyone looks the same.

In this episode:
? Why 66% of customers pick by trust ? and only 7% by price
? The TV attribution model that ties every spot to a lead
? How to use ChatGPT, Claude, and Gemini to audit your brand visibility right now
? Brand vs. direct response ? which one your business actually needs
? The 97% rule: why branding matters more than most owners think
? Omnichannel data strategy: how to hit the right person across mail and CTV
? Marketing budget benchmarks: growth (20?22%) vs. maintenance (15?18%)
? How cause marketing builds internal culture and external brand
? Why marketing is meant to disrupt ? and how to stop blending in

-- ? TIMESTAMPS ? --
00:00 ? Senja's Background
07:06 ? TV Attribution Model
15:31 ? LLM Brand Visibility
22:48 ? Home Service Differences
30:25 ? Marketing Budget Benchmarks
36:10 ? The 97% Rule
41:30 ? Omni-Channel Data Strategy
49:50 ? Private Equity Risks
57:07 ? Brand Story Process
01:03:55 ? Lead Gen Quick Wins
01:12:05 ? Disruption in Marketing
01:17:55 ? Senja's Contact Info

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Tony Hoty filed bankruptcy at 29. Spent 10 years on the road training companies 
across the country because he had no choice. Then rebuilt to $10M+ in retail 
remodeling with Window Expo and Bath Expo.

His message is simple: stop throwing money at digital ads and start building a 
system that creates demand. Tommy and Tony break down door-to-door canvassing, 
home shows, events, call center follow-up, and the lead handling mistakes costing 
most remodelers thousands every month.

-- ? TIMESTAMPS ? --
00:00 Intro & Origin Story
05:40 Hunting vs. Farming
08:42 Door-to-Door Playbook
13:13 Creating Infinite Demand
17:10 Capacity Planning
19:42 Culture & Hiring
23:33 Event Profiling
29:54 Lead Handling & Leakage
33:03 Lead Follow-Up Mistakes
38:53 Process & Discipline
43:11 Ride-Alongs vs. Technology
46:45 Vision & Self-Improvement
49:28 Lead Gen Expo

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Justin Feichter started Providence Roofing just over a year ago ? after getting pushed out of his last company as a minority partner. In his first eight months he realized his pricing was completely wrong, rebuilt his systems on the fly, and crossed $1.2M in revenue.

He's still in the field every day. This is a real-time look at what it actually takes to build a blue-collar business from the ground up ? the pricing mistakes, the social media strategy that's working without a budget, and what happens when you refuse to quit.

-- ? TIMESTAMPS ? --
00:00 Intro & Background
06:00 Year One Pricing Mistakes
12:00 Hiring for Your Weaknesses
18:00 Trades as the New Goldmine
24:00 Competing on Price
30:00 Retention & Relationships
36:00 Technology & Systems
42:00 Tax Strategy
48:00 Sales Process & First Contact
54:00 Vendor Strategy
01:00:00 Close Rate & Lead Sources
01:06:00 Social Media & Content
01:12:00 Goals for 2026
01:17:00 Lead Gen & AI

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Peter Thomas built $8 billion in real estate ? then lost $70 million when his silent partner went bankrupt. At 87 years old, he's sharp, happy, and still building.

Tommy gets the real story: how Peter faced 18 creditors with nothing, negotiated every single one, and rebuilt from zero. The lesson? Your skill set and your network are the two things no collapse can ever take from you.

-- ? TIMESTAMPS ? --

00:00 Peter Thomas introduction

01:15 Century 21 Canada 1974

01:34 Built $8 billion

02:13 Biggest failures discussed

03:39 Living well at 87

04:31 What are your values?

04:45 Health and freedom aligned

06:05 Choose your life partner

06:19 Give everything away

07:09 Tommy grew up alone

07:40 Partner went bankrupt

07:58 Down $70 million

08:41 Skill set always survives

09:16 What was next move?

09:42 Negotiating 18 creditors

10:20 Worked all 18 deals

11:00 How to find Peter

11:29 Happiness is a choice

11:48 Tommy's life at 45

12:26 Manifesting your future

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Joe Crisara has trained thousands of home service technicians ? and the number one thing he hears is that they don't want to be called salespeople.

In this episode, Joe breaks down why that resistance is costing your team money, your customers their options, and your business its potential. The fix isn't motivation. It's finishing the sentence. Joe's system, built over decades working with plumbers, HVAC techs, electricians, and garage door companies, is simple: make a friend, diagnose the whole system, build premium, mid-range, and economy options, personalize them, and close with "what should we do?" That framework closes 92% of jobs. Not because it's pushy, because it's honest.

What you'll learn:
? Why "sales" became a dirty word and how to fix it for your team

? The five-step system behind a 92% close rate

? Why financing is the primary offer

? not an afterthought

? How "magic moments" create raving fans without manipulation

? The self-esteem problem behind underperforming techs

? and the trainable fix

? Pure-motive service and why caring outsells closing every time

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John Block didn't build Unity Partners by being the smartest guy in the room. He built it by making sure he never was. As the founder of one of the fastest-growing private equity firms in home services, John has a framework that most operators never hear ? and it has nothing to do with hustle, willpower, or grinding harder than everyone else.

In this episode, John breaks down why chasing revenue is the wrong game, what private equity actually looks for before acquiring a home service company, and the one mindset shift that separates operators who plateau from those who build something that lasts.

If you're running a home service business and you feel like you've hit a ceiling
? this episode is the reason why, and exactly what to do about it. What you'll learn:
? Why being the dumbest person in the room is the smartest move you can make
? The difference between building bigger and building better
? and why it matters
? What PE firms actually measure beyond EBITDA
? The "who not how" principle and how to apply it to your team right now
? Why most operators overestimate what they'll do in a year and underestimate the hockey stick

-- ? TIMESTAMPS ? --
00:00 - Introduction

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Dr. Benjamin Hardy is one of the world's leading organizational psychologists

? PhD, bestselling author of 10X Is Easier Than 2X, and Dan Sullivan's writing partner. In this episode, Tommy sits down with Dr. Hardy to break down why you don't need to be ready to start, how your future self is already waiting for you to decide, and the one mindset shift that separates the operators who scale from the ones who stay stuck.

? TIMESTAMPS
00:00 Start Before You're Ready
02:54 Welcome and Introductions 
04:31 Tommy's Hockey Stick Growth
05:28 Ben's Background Today
07:01 Profitability Over Revenue
09:26 Ben's Origin Story
16:08 Meeting Dan Sullivan
21:48 How to Co-Write Books
24:30 Building Your Audience
30:13 The Power Law Explained
36:24 How to 10X
43:59 Writing Seven Books
47:34 The Gap and the Gain
48:59 Future Self Framework
57:14 Stop Waiting for Perfect
01:00:11 Future Self Deep Dive
01:07:48 The Science of Future Self
01:21:40 Closeout Questions 
01:25:01 Start Over With $10M
01:28:20 Ben's Favorite Books
01:31:18 Find Ben Online
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?? Home Service Expert Podcast ? https://homeserviceexpert.com

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The biggest myth in home service technology? That software solves problems. It doesn't. People do.

Tommy sits down with Richard Kohberger ? the go-to ServiceTitan expert and founder of Blue Collar Nerd ? for one of the most honest conversations about technology, leadership, and what it actually takes to build a great home service company in the AI era.In this episode you'll learn:

? Why most companies use ServiceTitan wrong

? and what it actually looks like when you use it right

? The truth about AI replacing CSRs and what to do about it before it happens to you

? Why adding more AI to your business means your people need MORE human attention, not less

? The four metrics every home service owner should know cold

? Why emotional intelligence is the most underrated skill in home service leadership

-- ? TIMESTAMPS ? --

00:00 - Introduction 

00:34 - Richard's Background and Blue Collar Nerd Origin

03:08 - Why Investors Are Rushing Into Home Service

06:02 - Advanced ServiceTitan Integrations

10:31 - When to Get on ServiceTitan

13:50 - AI-First Software and What's Coming

17:46 - Tommy's AI-Written Radio Ad Live

21:16 - Social Media vs Traditional Advertising

28:03 - The A1 Garage Model vs HVAC

32:28 - Which Industry Would Richard Build In?

36:12 - Tommy's 2017 Trifecta and Podcast Origin

38:49 - SOPs: SweetProcess vs Trainual

41:13 - AI Supporting People Not Replacing Them

44:41 - Technology Changing Leadership and Culture

47:52 - Longevity Science and Fasting

51:03 - Skills the Next Generation of Operators Needs

54:14 - EQ vs IQ in Leadership

58:42 - Rapid Fire: The Four Metrics Every Owner Must Know

1:09:08 - Die With Zero and Tommy's Philanthropy Plans

1:13:53 - Get Clear on Your WHY 1:17:35 - Is "I'm Doing It for My Family" Really True?

1:23:39 - Meditation, Facing Fears, and Final Thoughts

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Most home service companies don't fail from a lack of opportunity ? they fail because they lose focus.

Tommy sits down with Yarin Gaon, a growth advisor who has mentored over 397 businesses through Chicago and SCORE and helped company after company break through the $1M?$10M plateau. 

Yarin's framework is built on one core idea: the path of least resistance always wins. In this episode you'll learn:

? Why your current business model might not be the version worth scaling

? How to find the 20% of your operation driving 80% of your profit

? The growth canvas replacing vision traction organizers for home service leaders

? What "path of least resistance" actually looks like applied to your business

? Why you need to pause before your next quarterly session and design Version 2 Yarin's free playbook: fractional.partners

? no lead magnet, no catch. Just the framework. 

-- ? TIMESTAMPS ? --

00:00 - Introduction

00:51 - Yarin's Background and Story

05:06 - Hustle vs Focus

06:08 - What Vision Actually Means

08:20 - Defining Your Real Success Metric

10:39 - How to Build a Monopoly in Your Market

12:11 - Military E-Commerce Business Breakdown

15:49 - Diversification Mistakes and When to Cut

21:17 - The Wrong Growth Model

23:51 - Growth by Addition vs Subtraction

30:50 - Profitability Before Capital

33:41 - How Private Equity Values Your Business

37:47 - What the Best CEOs Have in Common

39:53 - Better Decisions Equal More Profit

1:05:46 - Why Franchising Fails in Home Service

1:07:09 - The Explicit Decision Framework

1:09:45 - The Growth Model Framework

1:12:48 - Free Playbook and Book Recommendation

1:13:32 - Path of Least Resistance Explained

1:15:14 - Build a Machine That Prints Profit

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? Top 5 Takes for this Episode!

1. People overestimate what they can do in one or two years ? and massively underestimate what they can do in five to ten. Stick with the boring work.
2. Blue collar is the new rich. AI won't replace the trades. Private equity loves scalable home service. Most people couldn't name three flooring companies. That's the opportunity.
3. The real game isn't revenue ? it's enterprise value. Lifestyle businesses extract cash. Legacy businesses build an asset worth selling.
4. Master the mundane. Discipline over dopamine. Repetition over inspiration. That's the only secret.
5. There's nothing more dangerous than a wealthy man who gets bored. The same hunter energy that builds empires can destroy everything. Channel it right or it eats you alive.

-- ? TIMESTAMPS ? --
00:00 - Introducing Cody Sperber ? The Clever Investor
01:30 - From Navy vet to flipping houses off a napkin

03:39 - 14 months, $30K in debt, and one deal that changed everything

04:57 - Collapsing time: 14 months to 2 months to 3 weeks

06:09 - From wholesaling to rentals to real estate education

07:47 - Why real estate teaches entrepreneurship faster than anything

10:03 - Real estate is a people business ? AI can't replace that

11:36 - Why Cody was the best marketer in real estate

16:02 - Why blue collar is the new rich 

17:16 - Why Cody chose flooring: most people can't name two companies

18:10 - Selling the education business: first time playing the right game

18:27 - Enterprise value vs. lifestyle business

19:00 - Getting emotional at the Service Titan debate about private equity

20:03 - Why taking chips off the table was about parents, not profit

22:01 - The American dream is still real ? immigrants prove it

41:24 - Why authenticity beats selling courses every single time

46:17 - Having kids doubled his income ? the hunter mindset intensified

46:42 - The upfront conversation every entrepreneur needs with their partner

48:34 - The system that made marriage and business work together

50:37 - 18 years and a divorce: 'We friendzoned each other'

52:06 - The most dangerous thing a wealthy man can do when he gets bored

53:26 - Having everything on paper and feeling completely empty inside

55:11 - The year and a half that rebuilt his character from the ground up

58:05 - One piece of advice for your 20s: Master the mundane

58:35 - People overestimate 1-2 years. They underestimate 5-10.

59:22 - Why Cody loves failure and what he tells his team

1:00:47 - If you had $10M and your network ? what would you build?

1:22:29 - Floor Daddy at 2 years: three crash and burns, $1M+/month

1:23:53 - Tommy's close: financial discipline and the 15% EBITDA rule

 

Check Out My Social Media:

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My other podcast: Tommy Mello Millionaire ? https://www.youtube.com/@officialtommymello

Live Q&A submission form: https://homeserviceexpert.com/questions

? FREEDOM 2026 Get your Tickets Today! https://homeservicefreedom.com/

? Top 5 Takes for this Episode! There are two types of business owners ? those who build for cash flow, and those who build enterprise value to sell. 

Know which one you are before you start. More marketing never fixes a broken operation. Fix your booking rate, cancellation rate, and conversion rate first. Then scale spend. A players today can become C players in two years.

The business grows, the people don't always grow with it. Watch for it. Never take on work outside your lane just because it's a big dollar. Scope creep creates liability, inflates AR, and distracts the whole team. 

"Everybody wants the views, but very few people are willing to take the hike." ? the one quote that defines the cost of real success.

-- ? TIMESTAMPS ? --
00:00 - Introducing Jordan White and Seek One Roofing

01:13 - The hardest thing in business right now

03:13 - Building a business as an asset vs. a cash flow machine

04:50 - Year by year: $2.5M to $28M in four years

07:32 - What salespeople don't know when they start a company

09:57 - Why some industries are impossible to scale

12:37 - Building trust and credibility before you have a brand

13:25 - What happens at $28M ? private equity, roll equity, or rebuild

17:52 - How faith shows up in real business decisions

20:49 - Protecting integrity while training salespeople to win

22:20 - The marketing formula nobody talks about

23:30 - Why adding more marketing spend right now is a mistake

24:44 - Building a real-time data dashboard with custom metrics

26:58 - Why you should own a market before you enter a new one

29:47 - When to walk away from a market (we pulled out of 7)

31:35 - The hardest leadership lesson Jordan learned

33:17 - Turning down an $8.3M commercial job and why

36:31 - Aaron Stokes tribute ? the plane accident and what it meant

38:53 - What loss teaches you about enjoying the journey

41:47 - If you don't enjoy the journey, the destination won't change it

43:01 - Don't tie your identity to your business

43:12 - What changes as a leader when the company outgrows you

45:57 - The CFO who sees around corners

1:04:30 - Colin's story: from Tractor Supply at 19 to $273K in year one

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Live Q&A submission form: https://homeserviceexpert.com/questions

Learn more about Lace.ai here: https://lace.ai

Boris Valkov is a seasoned software engineer and entrepreneur with a track record of building and scaling products at some of the world's most influential tech companies. He previously worked at Facebook and Slack, where he contributed to high-impact systems used by millions of users globally.

He is the co-founder of Lace.ai, an AI-driven platform focused on helping businesses unlock insights from their data and improve performance through automation and smarter decision-making.

With deep expertise in artificial intelligence, machine learning, and scalable systems, Boris brings a practical, builder-focused perspective on how technology is reshaping modern businesses. His work sits at the intersection of AI, operations, and the future of work, helping companies move faster and operate more efficiently in an increasingly automated world.

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Tiktok ? https://www.tiktok.com/@officialtommymello
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My other podcast:
Home Service Expert ? https://open.spotify.com/show/4WHQ3ldGThHsP1cfzNF33G

Live Q&A submission form:
https://homeserviceexpert.com/questions

David Peterson is Senior Vice President of Sales at Annuity, a powerhouse in the home improvement industry. With over 15 years of experience, David has scaled multi-brand platforms to nearly 1,000 sales representatives and helped grow Mad City Windows from a regional player to a $300 million+ powerhouse before its acquisition.

David is a proven expert in in-home selling, KPI-driven management, and building repeatable sales systems that deliver consistent results. From overcoming early career challenges to leading a billion-dollar company's sales strategy, David shares insights on leadership, sales culture, financing in home improvement, and the power of humility in success.

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Tiktok ? https://www.tiktok.com/@officialtommymello
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My other podcast: Home Service Expert ? https://open.spotify.com/show/4WHQ3ldGThHsP1cfzNF33G

Live Q&A submission form: https://homeserviceexpert.com/questions

Josey Parks is a CEO, venture entrepreneur, and one of the most forward-thinking voices at the intersection of blue-collar industry and technology. As the founder of multiple companies spanning roofing, construction, and AI?including Total Home Roofing, RFX, Roofix, Think Unlimited, and Cognitive Contractor?Josey has built a reputation as a true category creator in the trades.

A former Inc. 5000 honoree and one of the youngest leaders to make a major impact in roofing, Josey has been featured on CNBC's Blue-Collar Millionaires and This Old House and was named "Roofing's Fearless Visionary" by industry leaders. Today, through Outlaw Ventures, he's focused on something even bigger: building the infrastructure behind AI, including energy, data systems, and scalable intelligence platforms.

Josey is also the force behind initiatives like Win The Storm Conference and SVG University, designed to equip contractors with the tools, technology, and community needed to compete and win in a rapidly evolving industry.

Check Out My Social Media:
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My other podcast: Home Service Expert ? https://open.spotify.com/show/4WHQ3ldGThHsP1cfzNF33G

Live Q&A submission form: https://homeserviceexpert.com/questions

Shawn and Kaitlin Feurer are the founders of Shawn Feurer Consulting, a mindset and performance coaching company based in Draper, Utah, helping business owners across the U.S. and Canada unlock higher levels of execution, leadership, and growth. Together, they've built a reputation for blending mindset mastery with real-world business strategy?helping entrepreneurs break through internal limitations and scale companies that actually last.

Shawn, known as The Universal Mindset Disruptor, is the creator of The Inner Blueprint? and brings over two decades of entrepreneurial experience, including building, losing, and rebuilding success multiple times. His journey?from rags to riches, back to rock bottom, and rising again?has shaped his no-nonsense approach to leadership, resilience, and sustainable growth.

Kaitlin, a mindset coach and former competitive cheer coach, specializes in helping individuals develop confidence, discipline, and belief through action. With years of experience coaching high performers, she plays a critical role in helping business owners close the gap between what they know and what they actually execute.

Through consulting, coaching, and live experiences, the Feurers work with contractors and business leaders to reprogram subconscious patterns, eliminate self-imposed ceilings, and lead with clarity, control, and consistency. Their frameworks?like the Knowing?Doing Gap and E + R = O?have helped countless entrepreneurs transform not just their businesses but their entire approach to life and leadership.

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Email [email protected] to get your first wrap FREE!

Tim Hilcove is the founder of SmartWrap, a Phoenix-based vehicle wrap and branding company he launched in 2009 alongside his father. Over the past 15+ years, Tim has helped businesses across the country transform their vehicles into high-performing marketing assets: combining design, messaging, and strategy to generate real, measurable growth. With a background in design, production, and marketing, Tim has built SmartWrap into a full-service operation, producing and installing thousands of wraps annually through an in-house model that prioritizes speed, quality, and consistency. His work focuses on helping small and mid-sized businesses stand out in crowded markets by turning everyday vehicles into mobile billboards that drive visibility, brand recognition, and inbound leads. Whether you're in home services, local business, or scaling a growing company, this conversation offers a practical look at how to maximize your marketing dollars and turn your brand into a lead-generating machine.

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David Royce is the founder and chairman of Aptive Environmental, one of the fastest-growing residential pest control companies in North America. Under his leadership, the company scaled to a $500M+ business operating across 30+ states and thousands of cities, with a team of over 6,000 employees.

Recognized by Forbes, Fortune, Inc., Entrepreneur, and The Wall Street Journal, David is a recipient of the Ernst & Young National Entrepreneur of the Year Award.

Beyond business, he brings a unique perspective by combining operational excellence with psychology, leadership development, and human behavior, helping founders scale not just their companies?but their lives with intention.

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Brian Franco is a visionary entrepreneur, dealmaker, and private equity investor widely known as "The M&A Guy." He is the Founder and Managing Partner of Meritage Partners, where he has spent over two decades guiding founders, private equity groups, and strategic acquirers through transformative mergers and acquisitions?helping generate billions in successful exits.

Brian is the author of Inevitable Exit, a definitive guide to business succession, strategy, and legacy, and the creator of Empire Builder Studio, a platform focused on scaling companies and preparing them for liquidity events. He also hosts The M&A Guy Podcast, where he shares practical insights on valuation, growth, and exit readiness. Anchored by faith, family, and purpose, Brian blends disciplined execution with long-term vision to help leaders build enduring companies?and exits that truly matter.

 

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Learn more about LJW Advertising here: https://www.larryjohnwright.com/

Larry John Wright Advertising (LJW) is a full-service creative and media strategy firm based in Mesa, Arizona, helping growth-focused companies turn marketing into measurable revenue.

Founded in 1982, LJW specializes in combining strategic media buying with strong creative execution?placing campaigns across television, radio, billboards, streaming, digital, and social platforms. With in-house production studios creating thousands of ads each year, LJW helps clients move faster, control costs, and maintain consistent messaging.

With decades of experience and a proven track record across industries like home services, automotive, legal, and retail, LJW's mission is simple: help businesses invest smarter and grow faster.

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- https://www.tiktok.com/@officialtommymello

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Nate Fischer is a technologist and the CTO of Local Optics, a digital marketing and SEO company focused on helping home service businesses dominate their local markets. With a background in software development and search engine optimization, Fischer has built his career at the intersection of data, automation, and performance-driven marketing.

Throughout his work, Fischer has helped contractors and service companies rethink how they approach online growth?moving beyond traditional SEO tactics and toward systems that leverage real-world job data, customer interactions, and proof-based content to drive results. His approach emphasizes turning everyday field activity into scalable digital assets that improve rankings, increase visibility, and generate consistent inbound leads.

At Local Optics, Fischer has played a key role in developing strategies that integrate CRM data, reviews, and multi-channel marketing into a cohesive growth engine. By focusing on measurable outcomes and long-term infrastructure, he has helped businesses reduce reliance on outdated agency models and take greater control over their marketing performance.

 

Timestamps:

 

00:00:00 Cold Open

 

00:00:11 Title Sequence VO

 

00:00:30 Show Notes VO

 

00:01:15 Intro Into Interview

 

01:07:43 Outro


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Ryan Fenn is an entrepreneur and the founder and CEO of Chiirp, a software company focused on helping home service businesses convert more leads into booked jobs. A lifelong entrepreneur, Fenn built his career from the ground up?starting with a windshield repair business he launched with just a few hundred dollars and scaling it into a multi-location operation.

Through his early experience in sales and home services, Fenn identified a major gap in the industry: most companies weren't losing revenue because of poor marketing, but because of inconsistent and slow follow-up with leads. This insight ultimately led him to create Chiirp, which automates customer follow-up across multiple channels, including text messages, emails, voicemail drops, and more.

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Interested in a complimentary market scan or ads workshop from Valpak? Click here: http://asktommypodcast.com/Valpak

In this episode of The Home Service Expert, Tommy sits down with Dan Harlacher from Valpak, a marketing expert with over 30 years of experience helping local businesses generate leads and grow through targeted direct mail and data-driven marketing strategies. While many marketers focus only on digital advertising, direct mail continues to be one of the most powerful and underutilized lead generation tools, especially for home service businesses. Valpak has evolved from the iconic blue envelope into a sophisticated omnichannel marketing platform combining direct mail, digital advertising, and advanced audience targeting. Dan breaks down how businesses can use data, targeting, and integrated marketing campaigns to drive measurable ROI and consistently generate new customers.

You'll learn why direct mail still works in the digital age and the biggest marketing mistakes local businesses make. You'll also learn how to target the right homeowners for home services, strategies to increase response rates and conversions, and why omnichannel marketing is the future for local businesses. If you're a home service business owner, entrepreneur, or marketer looking to generate more leads, this episode is packed with practical insights you can implement immediately.

Timestamps: 00:00:00 Cold Open 00:00:11 Title Sequence VO 00:00:30 Show Notes VO 00:01:16 Intro Into Interview 00:58:24 Outro

In this episode, we sit down with Ara Mahdessian, co-founder and CEO of ServiceTitan, the software platform that revolutionized how home service businesses operate. Born out of the frustrations of running his family's plumbing business, Ara set out to build technology specifically designed for contractors. What started as a solution for small service companies has grown into a billion-dollar software and one of the most powerful platforms in the home services industry. This episode dives into the story behind ServiceTitan, the challenges of building SaaS for trades businesses, and how technology is reshaping the future of home services.

We discuss the origin story behind ServiceTitan, Ara's personal story growing up in a family plumbing business, and building software for contractors and home service companies. You'll learn about turning a startup into a major SaaS platform, the future of the home services industry, and leadership lessons. Whether you're a contractor, entrepreneur, SaaS founder, or startup enthusiast, this conversation offers valuable insights into building technology that solves real-world problems.

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Brigham Dickinson is the co-founder and president of Power Selling Pros, a company that helps home service businesses turn more incoming calls into booked jobs through world-class customer service and call-handling training. After years of studying top-performing service companies, Brigham developed proven systems that help CSRs and office teams deliver exceptional customer experiences that drive revenue and loyalty.

Today, Power Selling Pros works with contractors across the country to improve call conversion, increase bookings, and build cultures centered on the "Pattern for Excellence." Brigham is also the host of the Service MVP Podcast, where he interviews leaders across the home service industry about leadership, growth, and delivering remarkable service.

FOR MORE GREAT EPISODES:
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Chapters

00:00:00 Cold Open 00:00:15 Title Sequence 00:00:35 Show Notes VO 00:01:20 Intro Into Interview 00:02:45 Power Selling Pro's Testimonial  00:03:33 Interview Resumes 01:03:02 Outro

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In this conversation, Rob Anderson shares his insights on the importance of company culture, customer service, and effective recruitment strategies in the home services industry. He emphasizes the need for businesses to focus on making customers happy and creating a positive work environment for employees. Rob discusses the significance of data-driven decisions, the impact of partnerships, and the challenges posed by private equity. He also highlights the importance of leadership development, emotional intelligence, and the art of storytelling in building relationships with clients and partners. Ultimately, Rob encourages a forward-looking mindset and the continuous pursuit of personal and professional growth.

00:00 The Importance of Culture in Business 
05:52 Recruitment and Retention Strategies
08:55 Defining and Measuring Company Culture
15:01 Navigating the Challenges of Home Services
18:04 The Role of Partnerships in Business Growth
20:57 Giving Back to the Community
23:50 The Impact of Private Equity on Business
26:58 Leadership Development and Emotional Intelligence
30:07 The Art of Storytelling in Business
33:00 Building Relationships with Clients and Partners
35:57 The Future of Business and Personal Growth

Tommy Mello hosts a Super Bowl day episode of The Home Service Expert with Ismael Valdez, founder of VE and NextGen (Anaheim), discussing how to scale home service businesses through disciplined marketing, sales process mastery, and operational execution. Ishmael explains how he would evaluate investing in a $20M company by first assessing the energy and leadership of the C-suite/upper management, then reviewing data systems like CRM/ServiceTitan and financials, contrasting this with smaller $4 - $5M owner-driven businesses. They discuss the importance of competitiveness, infrastructure, and recruiting, and Tommy's focus on lead generation and funnel math (booking rate, cancellations, conversion rate), including capacity planning, overstaffing with outbound to fill boards, and lowering cancellations driven by response time. Ishmael emphasizes three core departments: marketing, sales, and operations/customer fulfillment, and argues many operators underperform in marketing and sales.

00:00 The Importance of Client Empowerment 06:03 Marketing as the Foundation of Success 11:53 Managing Seasonality in Business 14:59 Investment Strategies Post-Exit 22:28 Creative Financing and Collaboration 31:14 Market Entry Strategies and Performance Metrics 36:27 Marketing and Brand Recognition 39:06 Sales Techniques and Customer Engagement 49:19 The Power of Personal Branding 55:16 Sales Strategies and Growth Goals

In this conversation, Tommy Mello and Brian Sooy discuss the critical aspects of branding, marketing, and leadership in the home services industry. They explore the importance of clarity in branding, the need for differentiation in a competitive market, and the balance between branding and direct response marketing. Brian shares insights on creating memorable customer experiences, the role of storytelling in branding, and the significance of data-driven decision-making. They also touch on building a strong company culture and the mindset of ownership that can drive success in business.

00:00 The Importance of Branding and Leadership 05:52 Clarity in Branding and Customer Connection 12:04 Specialization in Home Services Marketing 17:50 Differentiation in a Competitive Market 23:56 The Balance of Branding and Direct Response 30:07 Creating Memorable Customer Experiences 35:53 The Role of Storytelling in Branding 42:04 Data-Driven Decision Making in Marketing 47:54 Building a Strong Company Culture 53:55 The Mindset of Ownership in Business

In this conversation, Tommy Mello interviews Benjy, a data analytics expert, discussing the critical role of data in AI and marketing. They explore how businesses can leverage customer data for targeted marketing strategies, the importance of consistent marketing efforts, and the future implications of AI on the workforce. Benjy shares insights on understanding customer personas and the necessity of viewing marketing as an investment rather than a cost. The discussion also touches on the evolving landscape of AI and its potential impact on human roles in various industries.   00:00 The Importance of Data in AI 01:30 Benjy's Journey into Data Analytics 02:43 The Excitement of AI and Data Lakes 03:56 Leveraging Customer Data for Business Growth 05:02 Targeted Marketing Strategies 06:22 Neighborhood Targeting and Data Utilization 08:04 The Power of Consistent Marketing 10:16 Marketing as an Investment 12:57 The Future of AI and Human Adaptation 15:05 The Role of Data in Consumer Confidence 17:16 Optimism and Concerns about AI's Impact 18:14 Understanding Your Ideal Client

In this episode, Tommy Mello interviews Zach Deering, co-founder of Mantle, an AI-powered sales platform for home services. They discuss the evolving landscape of home services, the importance of creating a shopping experience for homeowners, and how technology can enhance sales processes. Zach shares insights from his background at Amazon and McKinsey, emphasizing customer obsession and the need for simplicity in business. The conversation also touches on generational differences in shopping behavior, the role of financing in home services, and the future of AI integration in the industry.

Learn more about Mantel: www.usemantel.com

Mantel Homeowner Shopping Attitudes Report https://www.usemantel.com/survey

00:00:00 Cold Open 00:00:06 Title Sequence 00:00:26 Show Notes VO  00:01:11 Intro Into Interview 00:26:02 Insertion 00:27:04 Interview Resumes 00:57:45 Outro

In this conversation, Vince Nardo shares his extensive experience in the home services industry, discussing the challenges and strategies involved in breaking into new markets, the complexities of private equity, and the importance of grassroots marketing. He emphasizes the need for a strong company culture, effective marketing strategies, and team alignment to drive growth. Vince also reflects on the significance of recognizing and retaining talent, as well as the importance of having a plan for life after selling a business.

00:00 Breaking into New Markets

02:04 Vince Nardo's Journey in Home Services

05:36 The Challenges of Private Equity

10:06 Grassroots Marketing Strategies

12:54 Establishing a Strong Business Foundation

17:22 The Importance of Culture in Business

23:44 Marketing as the Core of Business Success

30:05 Aligning Teams for Growth

37:29 Recognizing and Retaining Talent

53:21 Life After Selling a Business

Grant Winstead is an expert in home service, renovations, leadership, coaching, and sales based in the Washington DC-Baltimore area. He is the CEO of Renovation Experts and operates as a transformational coach. With over 40 years of experience, Grant has built his multi-million dollar company from the ground up, starting as a door-to-door canvasser. Throughout the interview, Grant shares his personal journey from a challenging upbringing in Pittsburgh, Pennsylvania, to becoming a successful home service operator. He emphasizes the importance of mindset over tactics in achieving growth and success. Grant discusses overcoming obstacles, the impact of mentorship, and the critical role of self-belief. He also touches on his current focus on coaching and mindset development, detailing his 12-week coaching program designed to help individuals and entrepreneurs break limiting beliefs and achieve their highest potential.

00:00 Introduction to Grant Winstead

02:35 Grant's Early Life and Career Beginnings

08:59 Transition to Leadership and Mentorship

17:47 The Importance of Mindset in Success

25:42 Sales Strategies and Overcoming Obstacles

28:51 The Role of Mindset in Achieving High Performance

35:00 The Importance of Self-Belief in Interviews

35:57 Challenges in Finding Driven Individuals

38:00 The Role of Family Support

40:47 The Power of Repetition and Curriculum

45:45 The Will to Win and Discipline

59:22 The Role of Books and Mentors

In this conversation, Tommy Mello interviews Justin Hatcher, an expert in sales and financing within the home improvement industry. They discuss the significant impact of financing on sales success, the importance of integrating financing into the sales process, and the challenges faced by private equity firms in the home improvement sector. Justin shares his journey from working in home improvement to creating a multi-lender financing platform, emphasizing the need for a strong business culture and effective marketing strategies. The discussion also touches on the future of financing in the industry and offers valuable advice for young entrepreneurs.   00:00:00 Cold Open 00:00:06 Title Sequence 00:00:25 Show Notes VO  00:01:11 Intro Into Interview 00:33:02 Insertion 00:34:20 Interview Resumes 00:54:32 Outro

In this conversation, Dillon Georgian shares his journey in the turf industry, emphasizing the importance of leadership, operational efficiency, and the balance between family and business. He discusses his transition from retail to distribution, the significance of equity incentives, and the need for a resilient mindset in entrepreneurship. Dylan also highlights the role of technology and systems in modern business, the importance of purpose, and the desire to give back to the community. His insights provide valuable lessons for aspiring entrepreneurs and established business leaders alike.

00:00 Leadership and Personal Growth 03:09 The Journey into the Turf Industry 06:02 Operational Efficiency and Cost Management 09:04 Incentives and Equity in Business 11:57 Preparing for Business Exit and Growth 15:02 The Balance of Family and Business 18:11 Starting New Ventures and Market Opportunities 21:14 Scaling and Transforming Businesses 23:56 The Home Service Industry Dynamics 27:11 Technology and Systems in Business 29:53 Mindset and Resilience in Entrepreneurship 32:55 Leadership Style and Team Development 36:01 The Importance of Purpose and Giving Back

In this conversation, Tommy Mello interviews Johnny Conklin, founder and managing partner of 16 South Capital Partners. They discuss the importance of partnerships in business, the evolving landscape of private equity, and the role of founders in driving success. Johnny shares insights from his journey in private equity, emphasizing the need for authenticity, transparency, and a focus on non-economic goals. He explains the unique approach of 16 South Capital, which prioritizes legacy preservation and team culture over traditional leverage strategies. The conversation also touches on the misconceptions surrounding private equity and the importance of preparing for life after a sale.

00:00 The Importance of Partnerships 06:11 Navigating the Changing Landscape of B2B and B2C 09:03 The Role of Founders in Business Success 11:54 Understanding the Value of Non-Economic Goals 14:45 The Unique Approach of 16 South Capital 20:54 The Importance of Team and Culture 26:47 The Misconceptions of Private Equity 29:45 Preparing for Life After a Sale 32:50 Advice for Aspiring Business Owners 35:51 The Future of Private Equity and Business Growth

In this conversation, Richard Lewis and Adam Hanover, founders of Redwood Services, discuss their unique approach to private equity in the home services industry. They emphasize the importance of partnerships, culture, and a long-term investment strategy that prioritizes the growth and success of local businesses. The discussion covers their backgrounds, the philosophy behind their 'build to hold' strategy, and the significance of operational excellence and leadership in achieving sustainable growth. They also address the perception of private equity and the role of technology in enhancing business operations.

00:00 Introduction to Redwood Services and Its Founders 06:01 Adam Hanover's Background and Investment Philosophy 08:57 The Build to Hold Strategy in Private Equity 11:46 Partnerships and the Importance of Culture 14:56 Revenue Streams and Operational Excellence 20:55 Identifying Ideal Partner Companies 23:47 Economies of Scale vs. Local Management 32:47 Marketing and Customer Retention Strategies 38:57 Lessons Learned and Advice for New Entrepreneurs 42:08 The Role of Technology in Home Services 44:46 The Perception of Private Equity

In this conversation, Megan Beattie, a seasoned marketing consultant, shares her insights on the importance of execution in consulting, the role of leadership in empowering young professionals, and the necessity of effective sales techniques. She emphasizes the value of scripts, training, and ethical canvassing in sales, while also discussing the challenges of delegation and the impact of personal experiences on leadership. The discussion touches on the future of AI in business and the importance of investing in training and leadership for sustainable growth.

00:00 The Importance of Execution in Consulting 05:05 The Role of Scripts in Sales 11:02 The Evolution of Sales Techniques 16:56 The Challenges of Leadership and Delegation 19:53 Ethical Canvassing and Door-to-Door Sales 28:55 The Importance of Capacity Planning 32:00 Understanding Customer Needs 41:51 The Impact of Personal Experiences on Leadership 46:00 Overcoming Market Objections 01:00:02 The Future of AI in Business 01:01:51 Final Thoughts on Leadership and Training

Kevin O'Leary is a seasoned entrepreneur, investor, and television personality best known as "Mr. Wonderful" on Shark Tank. Before he became "Mr. Wonderful," he was building software companies and collaborating with innovators like Steve Jobs ? experiences that sharpened his belief that clarity, product focus, and disciplined execution separate real businesses from the noise.

After selling his first company in one of the biggest tech acquisitions of its era, O'Leary launched O'Leary Ventures, a diversified investment firm that backs founders who value data over ego and performance over posturing. His portfolio now stretches across consumer goods, technology, manufacturing, and financial products, reflecting his philosophy that a good deal is simple, scalable, and rooted in numbers that actually add up.

Known for his blunt honesty and zero-fluff communication style, O'Leary has become a global voice for business clarity in a world drowning in hype. Both on and off the show, he forces entrepreneurs to think sharper, defend their decisions, and understand exactly why a deal is ? or isn't ? worth doing. 

Timestamps: 00:00:00 Cold Open 00:00:10 Title Sequence 00:00:29 Show Notes VO 00:01:15 Intro Into Interview 00:44:57 Outro

 

Robert Cialdini is a world-leading psychologist and bestselling author whose groundbreaking research on the science of influence has shaped modern understanding of persuasion and decision-making. Often called the godfather of influence, he introduced the now-classic principles of persuasion that guide leaders, marketers, and communicators around the globe. He is the author of the seminal books Influence and Pre-Suasion, which have sold millions of copies and been translated into dozens of languages. Cialdini's work continues to define best practices in ethical persuasion, earning him recognition as one of the most influential behavioral scientists of our time.

00:00 Introduction to Dr. Robert Cialdini

03:00 Principles of Ethical Influence

09:00 The Power of Reciprocity

15:00 Commitment and Consistency

21:00 Social Proof and Authority

27:00 Unity: The New Principle

33:00 Personal Insights and Anecdotes

39:00 Practical Applications of Influence

In this conversation, RJ Magee and Tommy Mello emphasize the importance of surrounding oneself with smarter individuals and maintaining a strong connection to the blue-collar workforce. They discuss the challenges faced by general managers and operators, highlighting the need for effective communication and understanding of the trades to ensure organizational success.   00:00:00 Cold Open 00:00:11 Title Sequence 00:00:31 Show Notes VO 00:01:17 Intro Into Interview 00:26:46 Insertion Edit 00:27:55 Interview Resumes 00:52:54 Outro  

In this conversation, Paul Kelly discusses the secrets to success that many people overlook. Tommy and Paul emphasize the importance of thinking critically and making informed decisions, which can lead to better outcomes. The speakers also highlight the value of ongoing training and the potential for individuals to improve their thinking skills, ultimately transforming their actions and results.   00:00:00 Cold Open 00:00:07 Title Sequence 00:00:26 Show Notes VO 00:01:12 Intro Into Interview 00:30:47 Insertion Edit 00:32:02 Interview Resumes 01:02:12 Outro

Jeff Hancher is a USA Army veteran, bestselling author, and nationally recognized keynote speaker who helps leaders and organizations unlock elite performance. As the creator of the Firm FeedbackTM methodology, he guides executives and teams to communicate with clarity, embrace bold leadership, and build high-performing, feedback-driven cultures. Through workshops, masterminds, and transformational keynotes, Jeff inspires actionable change, helping leaders elevate their teams, scale performance, and leave a lasting impact on their organizations and communities.

Timestamps:

00:00:00 Cold Open 
00:00:14 Title Sequence
00:00:34 Show Notes VO
00:01:20 Intro to Interview 
01:00:17 Outro

The conversation delves into the psychology of buyers, emphasizing that individuals do not purchase solutions for problems they are unaware of. It highlights the importance of salespeople addressing the problems their products solve. Additionally, it explores the perception of value in purchases, illustrating how personal biases affect the way individuals view the cost of their own purchases versus those of others.

00:00:00 Cold Open 00:00:10 Title Sequence 00:00:30 Show Notes VO 00:01:15 Intro Into Interview 00:41:05 Outro