The Home Service Expert Podcast

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Derek Cornish got laid off, answered a job ad, and became the top salesman at a window company. Then he and his partner Lakota Tidd built Top Home Improvements from a garage to $20 million a year across three Michigan locations on door knocking and 300 events a year. In this episode Derek breaks down the sales system behind it: why close percentage is the first KPI to track, why his Detroit manager did more revenue with fewer reps, the month they raised prices 30% and had their biggest month ever, sweat questions, same day next day, first in last in, the scariest room in the company, and how to fix commission breath before it costs you the sale. If you run a home service or home improvement sales team, this is the playbook.

Follow Derek Cornish and Top Home Improvements: https://tophomeimprove.com | derek@tophomeimprove.com

-- 🕐 TIMESTAMPS 🕐 --
00:00 - Introduction
00:51 - Laid off, then top salesman
07:35 - Selling to people not looking
09:25 - Why 3 out of 10 wins
10:43 - Bottom line beats top line
14:37 - Never scared of price
16:41 - From texts to a KPI system
18:37 - Fewer reps, more revenue
26:30 - Commitments and accountability
29:45 - The scariest room
33:01 - The first KPI to track
34:26 - Same day, next day
37:27 - Beating the big brand
39:58 - When they ask for a discount
45:46 - Selling out of your own pocket
54:31 - Go for the no
55:37 - Commission breath
59:39 - A million behind, a million ahead
1:03:04 - Pancakes and the Top Home cult
1:09:01 - Raised prices 30%, biggest month
1:11:54 - Fractional CFO and accrual
1:13:14 - Role play, role play, role play
1:21:26 - Predictable Success

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Tommy Mello does $410 million a year and admits he is still chasing the next thing. Tal Ben-Shahar taught the most popular course in Harvard's history, built the world's first master's and PhD in happiness studies, and won Israel's national squash title at 16 only to feel nothing three hours later. Together they break down the arrival fallacy that runs every entrepreneur, why happier companies post better margins, the SPIRE model, minimum viable interventions you can do in 60 seconds, why New Year's resolutions die by January 17, the phone-in-a-box rule, the accountability buddy that raises follow-through by 200 percent, the good enough life, and what it means to give yourself permission to be human.
Connect with Tal ⟶ https://talben-shahar.com
-- 🕐 TIMESTAMPS 🕐 --
00:00 - Introduction
01:27 - The unhappiness that started 30 years of research
03:23 - National champion at 16, satisfied for three hours
05:40 - What is the arrival fallacy?
06:30 - Unhappy versus depressed and quiet desperation
08:11 - Enough is never enough and the $3 billion regret
09:38 - Two schools of thought and turning goal theory on its head
13:43 - SPIRE: the five elements of wellbeing
17:20 - Minimum viable interventions
18:34 - Five things you can do in the next 60 seconds
22:31 - Vision boards and the environment that primes you
25:04 - The six-week challenge and why resolutions die on January 17
26:51 - Keystone habits and islands of sanity
28:16 - Would you sleep next to a bottle of whiskey?
30:45 - Habits belong on the calendar
31:39 - The age of distraction and being bored with dignity
35:43 - Zero startup cost and the 200 percent accountability buddy
37:54 - Commitment bracelets and the letter N
42:53 - Stress is fine, recovery is what's missing
43:51 - Does happiness lead to success or the other way around?
45:01 - Six Fs, balance and fitting 48 hours into 24
48:59 - Wearables, step counts and building happiness into a blue collar culture
52:49 - Speed round: the biggest misconception high achievers have
53:46 - Live every day as if it's your first
57:27 - Rate it 1 to 10: cold plunge, sauna, sleep and reading
1:00:39 - Permission to be human
1:02:02 - Learn to fail or fail to learn
1:03:47 - Advice for your 20s and the 90-minute sprint
1:05:34 - $10 million and the Happiness Studies Academy
1:06:35 - Five books, one for each SPIRE element
1:08:19 - How to reach Tal and his closing message
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Jason Feifer has run Entrepreneur Magazine for 10 years, and his message to owners is the opposite of what you'd expect: the title you hold is rented, press won't save you, and the only safe ground is something you own. He and Tommy get into being singular instead of interchangeable, the billionaire mentor he walked away from, why he tells businesses to stop chasing coverage, and the arbitrary yes that keeps life interesting.

Connect with Jason ⟶ https://www.jasonfeifer.com
Instagram ⟶ https://www.instagram.com/heyfeifer/

-- 🕐 TIMESTAMPS 🕐 --
00:00 - Introduction
02:05 - Singular or interchangeable
05:33 - Accessible vs available
06:51 - The title you rent
10:37 - Who should actually be an entrepreneur
16:20 - Why he ditched his own framework
18:50 - Ryan Reynolds: willing to be bad
21:05 - The Mailchimp all-hands story
25:43 - The Gary Vee focus debate
28:05 - The billionaire's list
30:46 - An interesting life
31:40 - The Dan Martell exchange
35:28 - How the speaking career started
37:50 - Don't bother with press
39:40 - Google zero
41:57 - What matters most: brand trust
43:01 - Awards, rankings, and recruiting proof
46:00 - The rapid-fire round
47:34 - No meetings before 11
52:40 - The Dave Eggers sellout screed
59:01 - Where to find Jason
1:01:00 - The arbitrary yes

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Tommy sits down with Mark C. Winters, co-author of Rocket Fuel and author of the new book Visionary, to name the seat most founders never see: the integrator. They get into why four visionaries exist for every one integrator, why founders who sell rarely last a year, the 2017 hire that set Tommy free, and the one question every owner should answer before they ever think about selling.

Get Mark's book Visionary ⟶ https://visionarybook.com
Follow Mark C. Winters ⟶ https://markcwinters.com

-- 🕐 TIMESTAMPS 🕐 --
00:00 - Introduction
00:43 - Mark's Origin Story
04:11 - Predictable Visionary Patterns
06:55 - Small Shops To $400M
08:20 - Is "Founder" A Risk?
09:40 - Why Founders Leave After The Sale
12:18 - Who Becomes The Integrator
16:10 - What Getting Stuck Looks Like
20:11 - Five Abilities To Break Ceilings
23:50 - Can Your Spouse Be The Integrator?
27:58 - The Seat Founders Can't See
31:15 - The Thankless Number Two
34:09 - The Three-Piece Puzzle
39:33 - The First Sign It's Failing
42:38 - Four Visionaries, One Integrator
43:34 - The Bottleneck At The Top
46:57 - The Ski Resort CEO
49:00 - How To Find Your Integrator
51:09 - The Hard Truth
55:01 - The One System To Install Now
1:02:40 - Would You Give It All Back?
1:08:48 - Where To Find Mark

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Tommy Mello sits down with two returning guests: Aaron Gaynor, founder of Eco Plumbers, Electricians, and HVAC Technicians, fresh off crossing $100 million and pacing $113M this year, and Zac Dearing, co-founder of Mantel, the AI-powered sales platform behind some of the sharpest shopping data in home services. No rehashed stories, just what is working right now: why recruiting beats leads, the new hire who sold $1M of HVAC in his first month, the labor burden number every tech should know, why 60 to 70% of deals are still alive after you leave the home, the 15% market share rule that tells you when to grow, and the marketing math that separates maintaining from grow-grow.

Follow Aaron Gaynor and Eco: https://geteco.com
Follow Zac Dearing and Mantel: https://usemantel.com

-- 🕐 TIMESTAMPS 🕐 --
00:00 - Introduction
01:03 - Aaron's $100M Milestone And The New Headquarters
06:23 - Where Homeowners Spend Their Decision Time
08:46 - Two Years On Mantel: Eco's Close Rate Now
10:37 - 69% Shop For Pricing Online And Most Find Nothing
12:23 - The Options Formula And The Sunday Effect
14:55 - Recruiting Beats Leads: Who Not How
17:09 - The New Hire Who Sold $1M In One Month
18:46 - Loyalty, Labor Burden, And The 24% Line
24:33 - The One Truck Exercise And What A Call Really Costs
29:01 - Private Equity, Labor, And Who Really Benefits
34:04 - What Contractors Actually Adopt In AI
35:43 - Charging More Than The Average Bear
42:27 - Sales Is Not A Dirty Word
44:53 - Shopping Beats Selling
49:33 - When Homeowners Actually Read Your Proposal
51:31 - Buy Or Build: The Greenfield Answer
56:30 - Marketing Math: Maintain, Grow, Or Grow Grow
01:00:21 - The 15% Rule: When To Enter A New Market
01:06:30 - Closer Hats, Next Missions, And Final Advice
01:12:40 - Stop Assuming The Deal Is Dead
01:16:09 - The Apollo 11 Close

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Danny Morel built a Southern California real estate machine he describes as $1B a year in sales with 400 agents, then answered no to happy, in love, and loving his work in the same breath. One night the questions he'd been avoiding caught up with him, and he walked away to teach entrepreneurs how to heal instead. He and Tommy Mello get into why the drive you brag about might be the thing to fix, the energy ladder from shame to enlightenment, the 4:30 AM lie all over your feed, and the mentor's rule that ran a billion-dollar company on 20 hours a week: split your day in thirds, delegate everything else, and never trade your peace for the next milestone.
Get Danny's book Awaken Your Highest Self ⟶ https://www.amazon.com/Awaken-Your-Highest-Self-Stuck/dp/140199864X
More from Danny ⟶ https://dannymorel.com
-- 🕐 TIMESTAMPS 🕐 --
00:00 - Introduction
03:10 - The Billion-Dollar Empire
03:40 - Three Questions He Feared
04:58 - Tommy Asks Them Back
06:14 - Loving Yourself First
08:37 - Tommy Opens Up
10:14 - Why Enough Is Never Enough
13:33 - From Judgment To Healing
15:48 - "You Learned To Be Driven"
17:41 - Fear And Victim Consciousness
20:20 - The Energy Ladder
23:13 - Bob Marley And Vibration
25:26 - Purpose Isn't Doing
30:17 - The 4:30 AM Lie
32:25 - The 20-Hour Rule
33:00 - A Day In Thirds
36:24 - Game-Changing Advice
41:08 - Life Happens For You
42:31 - The Book
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Can your techs close like a doctor prescribes? Jeremy Miner, founder of 7th Level and creator of NEPQ, the largest B2C sales training company in the world, joins Tommy Mello to break down why customers say "let me think it over" to salespeople but never to their doctor, the five tonalities that make prospects persuade themselves, how to seed doubt without pressure, the four types of people (wingers, dabblers, know-it-alls, and the committed to mastery), and why you probably don't need more leads, just better conversations. They get into recruiting people with a chip on their shoulder, the train station rule for growing teams, and the watch-write-rehearse path to actually mastering a skill.
Get Jeremy's NEPQ Black Book of Questions ⟶ text 480-637-2944
Learn more from Jeremy ⟶ https://7thlevelhq.com
-- 🕐 TIMESTAMPS 🕐 --
00:00 - Introduction
01:18 - Why "7th Level"
02:40 - The One Skill That Rules Everything
05:03 - The Buy-Back Lens
07:31 - Creating Demand From Nothing
08:41 - "How Often" Beats "Do You Ever"
10:30 - The Zero-Cancellation Concept
13:05 - The 5 Core Tones
16:55 - Could He Sell Anything?
22:14 - Sales FOR People, Not TO People
23:41 - The Doctor Status Flip
25:50 - Deframe, Then Reframe
27:22 - The 4 Types Of People
34:38 - The Chip On Your Shoulder
38:50 - You Don't Need More Leads
39:26 - The Train Station Rule
43:29 - Songs Vs. Books
45:10 - Watch, Write, Rehearse
49:35 - Hiring People With The Chip
55:30 - The Final Round
01:10:20 - The NEPQ Black Book
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Check Out My Social Media:
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🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com Can your techs close like a doctor prescribes? Jeremy Miner, founder of 7th Level and creator of NEPQ, the largest B2C sales training company in the world, joins Tommy Mello to break down why customers say "let me think it over" to salespeople but never to their doctor, the five tonalities that make prospects persuade themselves, how to seed doubt without pressure, the four types of people (wingers, dabblers, know-it-alls, and the committed to mastery), and why you probably don't need more leads, just better conversations. They get into recruiting people with a chip on their shoulder, the train station rule for growing teams, and the watch-write-rehearse path to actually mastering a skill. Get Jeremy's NEPQ Black Book of Questions ⟶ text 480-637-2944 Learn more from Jeremy ⟶ https://7thlevelhq.com -- 🕐 TIMESTAMPS 🕐 -- 00:00 - Introduction 01:18 - Why "7th Level" 02:40 - The One Skill That Rules Everything 05:03 - The Buy-Back Lens 07:31 - Creating Demand From Nothing 08:41 - "How Often" Beats "Do You Ever" 10:30 - The Zero-Cancellation Concept 13:05 - The 5 Core Tones 16:55 - Could He Sell Anything? 22:14 - Sales FOR People, Not TO People 23:41 - The Doctor Status Flip 25:50 - Deframe, Then Reframe 27:22 - The 4 Types Of People 34:38 - The Chip On Your Shoulder 38:50 - You Don't Need More Leads 39:26 - The Train Station Rule 43:29 - Songs Vs. Books 45:10 - Watch, Write, Rehearse 49:35 - Hiring People With The Chip 55:30 - The Final Round 01:10:20 - The NEPQ Black Book 🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com Check Out My Social Media: Tiktok ⟶ https://www.tiktok.com/@officialtommymello Instagram ⟶ https://www.instagram.com/officialtommymello/ Facebook ⟶ https://www.facebook.com/thomasmello/

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Are the AI layoffs about to reverse? Workplace futurist Alexandra Levit joins Tommy Mello to break down blunt force automation: why CEOs who replaced their teams with AI are about to want them back, how every AI rollout quietly creates six new jobs, and what the 95% failure rate on AI investments means for business owners. They get into why the skilled trades are the safest bet in America right now, the return to office mistake, learning agility as the number one career skill, and how owners should actually be investing in AI training.
Connect with Alexandra: https://alexandralevit.com
Make School Work: https://makeschoolwork.org
-- 🕐 TIMESTAMPS 🕐 --
00:00 - Introduction
02:15 - What A Futurist Actually Does
03:44 - Is Every Desk Job Doomed?
04:32 - Six Jobs Per AI
08:07 - The Case For The Trades
12:51 - Blunt Force Automation
14:54 - The Rise Of Craftsmanship
18:14 - Building Learning Agility
21:10 - The 95% Problem
25:56 - AI's Energy Problem
29:19 - Cautiously Optimistic
32:05 - Psychology To Futurist
35:33 - Training AI To Oppose You
40:04 - Advice For Your 20s
43:10 - The RTO5 Mistake
44:51 - Flexibility That Pays
48:30 - Deep Talent Explained
51:30 - Simulations Beat Resumes
52:54 - The Training Gap
56:40 - Closing Thoughts
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🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com Are the AI layoffs about to reverse? Workplace futurist Alexandra Levit joins Tommy Mello to break down blunt force automation: why CEOs who replaced their teams with AI are about to want them back, how every AI rollout quietly creates six new jobs, and what the 95% failure rate on AI investments means for business owners. They get into why the skilled trades are the safest bet in America right now, the return to office mistake, learning agility as the number one career skill, and how owners should actually be investing in AI training. Connect with Alexandra: https://alexandralevit.com Make School Work: https://makeschoolwork.org -- 🕐 TIMESTAMPS 🕐 -- 00:00 - Introduction 02:15 - What A Futurist Actually Does 03:44 - Is Every Desk Job Doomed? 04:32 - Six Jobs Per AI 08:07 - The Case For The Trades 12:51 - Blunt Force Automation 14:54 - The Rise Of Craftsmanship 18:14 - Building Learning Agility 21:10 - The 95% Problem 25:56 - AI's Energy Problem 29:19 - Cautiously Optimistic 32:05 - Psychology To Futurist 35:33 - Training AI To Oppose You 40:04 - Advice For Your 20s 43:10 - The RTO5 Mistake 44:51 - Flexibility That Pays 48:30 - Deep Talent Explained 51:30 - Simulations Beat Resumes 52:54 - The Training Gap 56:40 - Closing Thoughts 🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com Check Out My Social Media: Tiktok ⟶ https://www.tiktok.com/@officialtommymello Instagram ⟶ https://www.instagram.com/officialtommymello/ Facebook ⟶ https://www.facebook.com/thomasmello/

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For the first time in 700 episodes, Tommy hands the other mic to his fiancée, Bre. From interviewing to be his EA at A1 Garage to planning their January wedding, they cover how they met, the season of scaling that scared her most, living below your means, faith, family plans, and the honest answer to what building something big takes from the person sitting next to you.

-- 🕐 TIMESTAMPS 🕐 --
00:00 - Introduction
01:31 - How We Met At A1
03:28 - The Early A1 Days
09:30 - Bre's Upbringing
10:56 - Grandpa Stories
14:30 - Does He Ever Stop?
16:00 - Living Below Our Means
23:39 - The Work-Life Balance Debate
24:49 - What We Sacrificed
27:02 - The Wedding Plans
28:40 - The Scariest Season
34:04 - Faith And Getting Baptized
37:11 - The Next Five To Ten Years
38:53 - Rapid Fire: Who's More Likely?
48:37 - Advice For Couples Who Work Together

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

For the first time in 700 episodes, Tommy hands the other mic to his fiancée, Bre. From interviewing to be his EA at A1 Garage to planning their January wedding, they cover how they met, the season of scaling that scared her most, living below your means, faith, family plans, and the honest answer to what building something big takes from the person sitting next to you.

-- 🕐 TIMESTAMPS 🕐 -- 00:00 - Introduction 01:31 - How We Met At A1 03:28 - The Early A1 Days 09:30 - Bre's Upbringing 10:56 - Grandpa Stories 14:30 - Does He Ever Stop? 16:00 - Living Below Our Means 23:39 - The Work-Life Balance Debate 24:49 - What We Sacrificed 27:02 - The Wedding Plans 28:40 - The Scariest Season 34:04 - Faith And Getting Baptized 37:11 - The Next Five To Ten Years 38:53 - Rapid Fire: Who's More Likely? 48:37 - Advice For Couples Who Work Together

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

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Pace Morby went from bagging groceries and building 700 homes for hedge funds to controlling hundreds of properties without banks, credit, or his own money. In this one, he and Tommy trade playbooks: how seller financing actually works and why terms beat price, the capital gains conversation that gets retiring sellers to yes, the expired listing niche feeding him a house a day, the four KPIs that fix any company, and why the worst agent market in 35 years is handing buyers the opportunity of a decade.

Connect with Pace ⟶ https://www.instagram.com/pacemorby/

-- 🕐 TIMESTAMPS 🕐 --
00:00 - Introduction
01:47 - Number Three Of Twelve Kids
04:55 - The Secret-Sharing Culture That Built Home Service
06:53 - AI Is Coming For Jobs, But Not These
09:11 - The Expired Listing Niche Nobody Wants
10:03 - The $5 Million RV Park Phone Call
11:06 - No Money Down At $20 Million
13:04 - Why You'd Better Be Greedy
15:26 - How A Technician Actually Makes More
17:41 - The Boomer Buyout Wave (And Who Shouldn't Ride It)
19:57 - The $500 An Hour Meeting At Starbucks
20:42 - Hedge Fund Flipper: 700 Homes For The Big Funds
23:32 - Bethany's Genius: The Bird Dog Move
25:16 - The Lead Geeks Full Circle Moment
30:44 - What Keeps Tommy Hungry
35:15 - Four KPIs That Fix Any Company
38:52 - Live Teardown: Pace's Lending Business
53:47 - Who's Gonna Compete With You?
56:20 - PE's Hard Lesson: Keep The Founder
59:59 - Speed Round: Three Tips For Beginners
1:02:28 - Why He Buys One RV Park A Month
1:06:04 - The Kermit, Texas Deal
1:06:39 - The Capital Gains Play That Closes Sellers
1:10:23 - The Slowest Market In 35 Years
1:15:14 - How To Work With Tommy
1:17:16 - The Best Add-On In Home Service

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🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com

Pace Morby went from bagging groceries and building 700 homes for hedge funds to controlling hundreds of properties without banks, credit, or his own money. In this one, he and Tommy trade playbooks: how seller financing actually works and why terms beat price, the capital gains conversation that gets retiring sellers to yes, the expired listing niche feeding him a house a day, the four KPIs that fix any company, and why the worst agent market in 35 years is handing buyers the opportunity of a decade.

Connect with Pace ⟶ https://www.instagram.com/pacemorby/

-- 🕐 TIMESTAMPS 🕐 -- 00:00 - Introduction 01:47 - Number Three Of Twelve Kids 04:55 - The Secret-Sharing Culture That Built Home Service 06:53 - AI Is Coming For Jobs, But Not These 09:11 - The Expired Listing Niche Nobody Wants 10:03 - The $5 Million RV Park Phone Call 11:06 - No Money Down At $20 Million 13:04 - Why You'd Better Be Greedy 15:26 - How A Technician Actually Makes More 17:41 - The Boomer Buyout Wave (And Who Shouldn't Ride It) 19:57 - The $500 An Hour Meeting At Starbucks 20:42 - Hedge Fund Flipper: 700 Homes For The Big Funds 23:32 - Bethany's Genius: The Bird Dog Move 25:16 - The Lead Geeks Full Circle Moment 30:44 - What Keeps Tommy Hungry 35:15 - Four KPIs That Fix Any Company 38:52 - Live Teardown: Pace's Lending Business 53:47 - Who's Gonna Compete With You? 56:20 - PE's Hard Lesson: Keep The Founder 59:59 - Speed Round: Three Tips For Beginners 1:02:28 - Why He Buys One RV Park A Month 1:06:04 - The Kermit, Texas Deal 1:06:39 - The Capital Gains Play That Closes Sellers 1:10:23 - The Slowest Market In 35 Years 1:15:14 - How To Work With Tommy 1:17:16 - The Best Add-On In Home Service

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Michael Werner has lived several business lifetimes: Goldman Sachs M&A, president of Werner Ladder at $500 million plus, the Gerber turnaround from $100 million to $700 million, and founder of HomeX, where he sold Schedule Engine to ServiceTitan for nine figures. Twenty years ago, doctors told him he had about four years left. In this episode, he and Tommy break down private equity done right, why ownership changes how people work, the three things that motivate every employee, and the four trends that will decide which home service companies survive the next decade.

Connect with Michael ⟶ michael@homex.com

-- 🕐 TIMESTAMPS 🕐 --
00:00 - Introduction
02:02 - Why He Asks Everyone Their Origin Story
04:19 - Goldman's 15 Minute Rule
06:05 - Growing Werner Ladder Past $500 Million
08:49 - Too Entrepreneurial To Stay
12:07 - The Gerber Turnaround: $100M To $700M
14:30 - Satisfy Customers Or Delight Them?
19:41 - Trust, Time, Transparency: The HomeX Idea
23:30 - Why He Took A Minority Partner
29:09 - The Rental Car Ownership Test
32:29 - The Three Things That Motivate People
36:19 - Did The Trades Give Him Cancer?
38:53 - Hold The Mirror Up Before You Sell
42:39 - Never Say Retirement
47:15 - Four Trends That Decide Who Survives
50:33 - The David And Goliath Strategy
53:00 - Where He'd Put His Money
59:39 - The Death Sentence, In Full
1:02:10 - Long-Term Greedy: Final Advice

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🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com

Michael Werner has lived several business lifetimes: Goldman Sachs M&A, president of Werner Ladder at $500 million plus, the Gerber turnaround from $100 million to $700 million, and founder of HomeX, where he sold Schedule Engine to ServiceTitan for nine figures. Twenty years ago, doctors told him he had about four years left. In this episode, he and Tommy break down private equity done right, why ownership changes how people work, the three things that motivate every employee, and the four trends that will decide which home service companies survive the next decade.

Connect with Michael ⟶ michael@homex.com

-- 🕐 TIMESTAMPS 🕐 -- 00:00 - Introduction 02:02 - Why He Asks Everyone Their Origin Story 04:19 - Goldman's 15 Minute Rule 06:05 - Growing Werner Ladder Past $500 Million 08:49 - Too Entrepreneurial To Stay 12:07 - The Gerber Turnaround: $100M To $700M 14:30 - Satisfy Customers Or Delight Them? 19:41 - Trust, Time, Transparency: The HomeX Idea 23:30 - Why He Took A Minority Partner 29:09 - The Rental Car Ownership Test 32:29 - The Three Things That Motivate People 36:19 - Did The Trades Give Him Cancer? 38:53 - Hold The Mirror Up Before You Sell 42:39 - Never Say Retirement 47:15 - Four Trends That Decide Who Survives 50:33 - The David And Goliath Strategy 53:00 - Where He'd Put His Money 59:39 - The Death Sentence, In Full 1:02:10 - Long-Term Greedy: Final Advice

🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com

Check Out My Social Media: Tiktok ⟶ https://www.tiktok.com/@officialtommymello Instagram ⟶ https://www.instagram.com/officialtommymello/ Facebook ⟶ https://www.facebook.com/thomasmello/

🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com
Tommy sits down with Jason Wild, co-author of Genius at Scale (Harvard Business Review's lead title) and the innovation leader behind $6B+ in enterprise deals at IBM, Salesforce, and Microsoft. From child actor rejected 500 times to advising the world's biggest companies, Jason breaks down why you can copy products and poach talent, but culture is the one thing money can't touch, and what home service owners can steal from MasterCard, Pfizer, and Marc Benioff to build teams that run without them.
Grab Jason's book Genius at Scale ⟶ https://geniusatscale.com
-- 🕐 TIMESTAMPS 🕐 --
00:00 - Introduction
01:35 - Child Actor Roots
05:01 - The Zen Of Selling
07:52 - Writing With Harvard
11:28 - Focus Vs Innovation
13:17 - MasterCard's Reinvention
16:46 - The Elon Musk Take
22:16 - The Talent War
24:40 - What Money Can't Copy
28:38 - Global Innovation Lessons
34:11 - The Billionaire In Line
37:54 - Three Rapid-Fire Questions
45:22 - The Bridger Role
49:13 - AI And Your Jobs
58:37 - The Book's Big Lesson
🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com
Check Out My Social Media:
Tiktok ⟶ https://www.tiktok.com/@officialtommymello
Instagram ⟶ https://www.instagram.com/officialtommymello/
Facebook ⟶ https://www.facebook.com/thomasmello/

🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com Tommy sits down with Jason Wild, co-author of Genius at Scale (Harvard Business Review's lead title) and the innovation leader behind $6B+ in enterprise deals at IBM, Salesforce, and Microsoft. From child actor rejected 500 times to advising the world's biggest companies, Jason breaks down why you can copy products and poach talent, but culture is the one thing money can't touch, and what home service owners can steal from MasterCard, Pfizer, and Marc Benioff to build teams that run without them. Grab Jason's book Genius at Scale ⟶ https://geniusatscale.com -- 🕐 TIMESTAMPS 🕐 -- 00:00 - Introduction 01:35 - Child Actor Roots 05:01 - The Zen Of Selling 07:52 - Writing With Harvard 11:28 - Focus Vs Innovation 13:17 - MasterCard's Reinvention 16:46 - The Elon Musk Take 22:16 - The Talent War 24:40 - What Money Can't Copy 28:38 - Global Innovation Lessons 34:11 - The Billionaire In Line 37:54 - Three Rapid-Fire Questions 45:22 - The Bridger Role 49:13 - AI And Your Jobs 58:37 - The Book's Big Lesson 🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com Check Out My Social Media: Tiktok ⟶ https://www.tiktok.com/@officialtommymello Instagram ⟶ https://www.instagram.com/officialtommymello/ Facebook ⟶ https://www.facebook.com/thomasmello/

🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com
Most home service companies think they have a lead problem. Lauren Kingsley says they have a friction problem, and she has the receipts: $5.1 billion in revenue managed across multiple organizations, a call center scaled from 25 people to 800-plus, and the playbook she wrote for Renuity after telecom ran this exact consolidation a decade ago. In this episode: the client who dropped raw volume 20% and watched net sales jump 36% in one month, the 48-hour scheduling window that decides 85% of your jobs, why 1 to 5% of your EBITDA disappears into data silos every year, zip-code-level marketing strategy, the greenfield playbook (canvass first, digital last), building Sovereign Command as a Layer 2 over your tech stack, and the "don't trust, verify" mindset she brought from Bitcoin into business.

Learn more about Lauren: https://laurenkingsley.now
Contact Lauren: lauren@laurenkingsley.now

-- 🕐 TIMESTAMPS 🕐 --
00:00 - Introduction
0:30 - Welcome: a friction problem, not a lead problem
1:45 - Hopping fences and selling art: Lauren's path to telecom
3:30 - Writing the Renuity playbook
5:30 - Sovereign Command: a Layer 2 over your tech stack
8:25 - One source of truth: don't trust, verify
10:40 - Time: the only asset you can't create
11:00 - Inside Tommy's daily pacing report
12:30 - Dynamic lead assignment: propensity to net close
13:55 - 400,000 calls analyzed: let the machine pick the questions
15:10 - Frictionless journeys and omnichannel nurture
17:20 - AI search jumped from 6% to 60% of homeowners
19:00 - Brand vs direct response: the 80/20 flip
20:50 - Zip code strategy: where spend goes to die
22:30 - The case study: 20% fewer raw leads, 36% more net sales
25:00 - Speed to lead: 48 hours or lose 85%
25:50 - Aggregators, bots, and where the ROI really is
29:15 - The numbers: 1 to 5% of EBITDA lost, 27% missed callbacks
30:35 - Attribution: billboards, Yelp, and 7,000 tracking numbers
34:45 - Blue Sky Jets and the Wall Street stepdad
36:25 - 2008: "something's wrong with the money"
38:50 - The $100M question: Bitcoin as a long-term savings plan
43:00 - Legislation, cold storage, and 21 million coins
46:25 - Grow wide or grow deep? The hybrid answer
48:50 - Pre-approval financing and the whole-home sell-in
51:20 - Greenfield playbook: canvass first, digital last
54:40 - Retail from Costco to Ace, by zip code
57:50 - Your people are the lifeblood
1:00:45 - Dream Manager and DreamStride
1:06:00 - Bench strength and performance-pay training
1:09:55 - How to reach Lauren
1:10:15 - What keeps Tommy up at night
1:14:00 - Very few winners, massive winners

🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com

Check Out My Social Media:
Tiktok ⟶ https://www.tiktok.com/@officialtommymello
Instagram ⟶ https://www.instagram.com/officialtommymello/
Facebook ⟶ https://www.facebook.com/thomasmello/

🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com Most home service companies think they have a lead problem. Lauren Kingsley says they have a friction problem, and she has the receipts: $5.1 billion in revenue managed across multiple organizations, a call center scaled from 25 people to 800-plus, and the playbook she wrote for Renuity after telecom ran this exact consolidation a decade ago. In this episode: the client who dropped raw volume 20% and watched net sales jump 36% in one month, the 48-hour scheduling window that decides 85% of your jobs, why 1 to 5% of your EBITDA disappears into data silos every year, zip-code-level marketing strategy, the greenfield playbook (canvass first, digital last), building Sovereign Command as a Layer 2 over your tech stack, and the "don't trust, verify" mindset she brought from Bitcoin into business.

Learn more about Lauren: https://laurenkingsley.now Contact Lauren: lauren@laurenkingsley.now

-- 🕐 TIMESTAMPS 🕐 -- 00:00 - Introduction 0:30 - Welcome: a friction problem, not a lead problem 1:45 - Hopping fences and selling art: Lauren's path to telecom 3:30 - Writing the Renuity playbook 5:30 - Sovereign Command: a Layer 2 over your tech stack 8:25 - One source of truth: don't trust, verify 10:40 - Time: the only asset you can't create 11:00 - Inside Tommy's daily pacing report 12:30 - Dynamic lead assignment: propensity to net close 13:55 - 400,000 calls analyzed: let the machine pick the questions 15:10 - Frictionless journeys and omnichannel nurture 17:20 - AI search jumped from 6% to 60% of homeowners 19:00 - Brand vs direct response: the 80/20 flip 20:50 - Zip code strategy: where spend goes to die 22:30 - The case study: 20% fewer raw leads, 36% more net sales 25:00 - Speed to lead: 48 hours or lose 85% 25:50 - Aggregators, bots, and where the ROI really is 29:15 - The numbers: 1 to 5% of EBITDA lost, 27% missed callbacks 30:35 - Attribution: billboards, Yelp, and 7,000 tracking numbers 34:45 - Blue Sky Jets and the Wall Street stepdad 36:25 - 2008: "something's wrong with the money" 38:50 - The $100M question: Bitcoin as a long-term savings plan 43:00 - Legislation, cold storage, and 21 million coins 46:25 - Grow wide or grow deep? The hybrid answer 48:50 - Pre-approval financing and the whole-home sell-in 51:20 - Greenfield playbook: canvass first, digital last 54:40 - Retail from Costco to Ace, by zip code 57:50 - Your people are the lifeblood 1:00:45 - Dream Manager and DreamStride 1:06:00 - Bench strength and performance-pay training 1:09:55 - How to reach Lauren 1:10:15 - What keeps Tommy up at night 1:14:00 - Very few winners, massive winners

🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com

Check Out My Social Media: Tiktok ⟶ https://www.tiktok.com/@officialtommymello Instagram ⟶ https://www.instagram.com/officialtommymello/ Facebook ⟶ https://www.facebook.com/thomasmello/

🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com

Recorded live at the Freedom event — Kevin O'Leary sat down with Tommy minutes after walking off stage. Mr. Wonderful built and sold The Learning Company in one of the largest tech deals of all time, runs a portfolio of more than 50 companies, and spent years selling to Steve Jobs — who taught him the rule he still runs his life by: pick the three things that matter, and block out 70% of everything else. In this episode: why home service is one of the best businesses on earth, the contractor-first deal he now makes with every new CEO, why unhappy customers are your most valuable asset, the 70/30 listening rule, and what money actually buys once you have enough of it. As Kevin put it about Freedom: "if you ever get a chance to come to one of these sessions, you should."

Follow Kevin O'Leary: https://www.instagram.com/kevinolearytv/

-- 🕐 TIMESTAMPS 🕐 -- 
00:00 - Introduction 
00:40 - Mr. Wonderful, live at the Freedom event 
01:25 - Why Kevin still shows up for entrepreneurs 
02:15 - "One of the best times ever" for home service 
03:45 - What Kevin pays up for: recurring revenue 
05:00 - The AI doom question: buggies & burger robots 
07:25 - Private equity's biggest mistake: losing the founder 
09:50 - The $6,000 earpiece productivity stack 
11:50 - $3.75M/month in marketing and a 10X ROAS 
13:05 - Wonder Ads: how TV attribution finally works 
15:20 - The 4 KPIs that build any company's budget 
16:20 - Running 54 companies at once 
17:40 - Quit making transactional ads — tell stories 
19:35 - "Always tell the truth" — the lesson from Kevin's mom 
22:15 - Kevin's rule: contract first, hire second 
24:15 - Ideas are cheap, execution is everything 
25:25 - Steve Jobs stories: brutal meetings & 70/30 
28:15 - Equity done right: 70/30 deals and dilution 
31:00 - Unhappy customers are your most valuable asset 
34:25 - Listen 70%, talk 30% 
36:20 - The $10M restart plan & 31% in real estate 
38:25 - "I don't need more money" 
39:10 - Your first $5M is a safety net 
41:00 - Who inspires Kevin: Musk at 100% signal 
42:15 - Own your failures or he won't invest 
43:10 - The book that changed him: Keith Richards 
45:05 - Close: "come to one of these sessions"

🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com

Check Out My Social Media: 
Tiktok ⟶ https://www.tiktok.com/@officialtommymello 
Instagram ⟶ https://www.instagram.com/officialtommymello/ 
Facebook ⟶ https://www.facebook.com/thomasmello/

🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com

Recorded live at the Freedom event — Kevin O'Leary sat down with Tommy minutes after walking off stage. Mr. Wonderful built and sold The Learning Company in one of the largest tech deals of all time, runs a portfolio of more than 50 companies, and spent years selling to Steve Jobs — who taught him the rule he still runs his life by: pick the three things that matter, and block out 70% of everything else. In this episode: why home service is one of the best businesses on earth, the contractor-first deal he now makes with every new CEO, why unhappy customers are your most valuable asset, the 70/30 listening rule, and what money actually buys once you have enough of it. As Kevin put it about Freedom: "if you ever get a chance to come to one of these sessions, you should."

Follow Kevin O'Leary: https://www.instagram.com/kevinolearytv/

-- 🕐 TIMESTAMPS 🕐 -- 00:00 - Introduction 00:40 - Mr. Wonderful, live at the Freedom event 01:25 - Why Kevin still shows up for entrepreneurs 02:15 - "One of the best times ever" for home service 03:45 - What Kevin pays up for: recurring revenue 05:00 - The AI doom question: buggies & burger robots 07:25 - Private equity's biggest mistake: losing the founder 09:50 - The $6,000 earpiece productivity stack 11:50 - $3.75M/month in marketing and a 10X ROAS 13:05 - Wonder Ads: how TV attribution finally works 15:20 - The 4 KPIs that build any company's budget 16:20 - Running 54 companies at once 17:40 - Quit making transactional ads — tell stories 19:35 - "Always tell the truth" — the lesson from Kevin's mom 22:15 - Kevin's rule: contract first, hire second 24:15 - Ideas are cheap, execution is everything 25:25 - Steve Jobs stories: brutal meetings & 70/30 28:15 - Equity done right: 70/30 deals and dilution 31:00 - Unhappy customers are your most valuable asset 34:25 - Listen 70%, talk 30% 36:20 - The $10M restart plan & 31% in real estate 38:25 - "I don't need more money" 39:10 - Your first $5M is a safety net 41:00 - Who inspires Kevin: Musk at 100% signal 42:15 - Own your failures or he won't invest 43:10 - The book that changed him: Keith Richards 45:05 - Close: "come to one of these sessions"

🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com

Check Out My Social Media: Tiktok ⟶ https://www.tiktok.com/@officialtommymello Instagram ⟶ https://www.instagram.com/officialtommymello/ Facebook ⟶ https://www.facebook.com/thomasmello/

🚀 FREEDOM 2026 Get your Tickets Today! https://mellomedia.s.gy/promo3-freedom2026

George Paladichuk built a million-dollar AI company at 22 — and he's the first person selling AI who will tell you NOT to hand it your phones. His platform, NaiL, sits behind 100+ franchise locations and catches nearly 1,000 calls a day for Superior Fence & Rail alone — recovering $2.5 million a month in revenue from calls that would have hit voicemail. In this episode, Tommy sits down with George to break down where AI actually belongs in your call flow, the businesses that should never use it, the disclosure test that quadrupled hang-ups, what it really costs, and the three pitfalls that kill AI rollouts. Tommy even calls George's AI live on air — see if you can tell.

💎 Top 5 Takes for this Episode!

AI is your safety net, not your first touch. Booking rates AND customer satisfaction go up when AI backs up an A-player on the phones — not when it replaces them.
Missed calls are a hidden metric. No dashboard reports them — and for one franchise they were worth $2.5M a month.
Some calls should never go to a machine. Restoration, funeral homes — nobody in a moment of distress wants to hear a robot.
Don't lead with "this is an AI." Announcing it up front 4X'd hang-ups in 30 seconds. Solve the caller's problem first — 80% never notice.
Solve the problem before you build the product. That one shift took George from $4K to $50K a month in 90 days.

⏱️ Chapters
0:00 — "The last thing they want to hear is a robot"
0:40 — Who is George: 22, CU Boulder, founder of NaiL
2:15 — Wholesale real estate at 18 → digital marketing → a $1M AI company
7:45 — Superior Fence & Rail: recovering $2.5M/month in missed calls
10:15 — The hidden metric: ~1,000 missed calls a day
12:45 — Don't fire your CSRs: AI as the safety net, not the first touch
17:25 — When AI is the WRONG answer: restoration & funeral homes
20:30 — Overseas agents vs AI: cost, coverage, and one-call-at-a-time
23:30 — "The worst AI will ever be": how fast the voices got good
25:55 — Outbound calling, TCPA compliance, and why SMS wins
30:35 — The next 2–3 years of AI receptionists
32:40 — Should you disclose it's AI? The 4X hang-up test
36:15 — LIVE DEMO: Tommy calls the AI
38:45 — Where to start + pitfall #1: solve the problem, not the technology
43:00 — Pilot programs: 30–60 days, build to launch
46:00 — Why young female voices win
47:40 — What it costs: $10–20K pilots, ~$997/location/month
50:00 — Advice to young builders: find the problem first, then market the hell out of it
54:15 — What's next for NaiL + how to reach George
57:20 — Why rollouts fail: vision, results, and a spokesperson

🚀 FREEDOM 2026 Get your Tickets Today! https://mellomedia.s.gy/promo3-freedom2026

Learn more about NaiL here: https://usenail.com Contact George: george@usenail.com

George Paladichuk is the founder of NaiL, an AI voice receptionist platform for home service franchises. A 22-year-old CU Boulder graduate, he went from wholesale real estate at 18 to running a digital marketing agency through college to building NaiL, which now serves 100+ franchise locations. His biggest client, Superior Fence & Rail, recovers $2.5 million a month in revenue from missed calls handled by the platform.

Check Out My Social Media: Tiktok ⟶ https://www.tiktok.com/@officialtommymello Instagram ⟶ https://www.instagram.com/officialtommymello/ Facebook ⟶ https://www.facebook.com/thomasmello/

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://mellomedia.s.gy/promo3-freedom2026

George Paladichuk built a million-dollar AI company at 22 — and he's the first person selling AI who will tell you NOT to hand it your phones. His platform, NaiL, sits behind 100+ franchise locations and catches nearly 1,000 calls a day for Superior Fence & Rail alone — recovering $2.5 million a month in revenue from calls that would have hit voicemail. In this episode, Tommy sits down with George to break down where AI actually belongs in your call flow, the businesses that should never use it, the disclosure test that quadrupled hang-ups, what it really costs, and the three pitfalls that kill AI rollouts. Tommy even calls George's AI live on air — see if you can tell.

💎 Top 5 Takes for this Episode!

AI is your safety net, not your first touch. Booking rates AND customer satisfaction go up when AI backs up an A-player on the phones — not when it replaces them. Missed calls are a hidden metric. No dashboard reports them — and for one franchise they were worth $2.5M a month. Some calls should never go to a machine. Restoration, funeral homes — nobody in a moment of distress wants to hear a robot. Don't lead with "this is an AI." Announcing it up front 4X'd hang-ups in 30 seconds. Solve the caller's problem first — 80% never notice. Solve the problem before you build the product. That one shift took George from $4K to $50K a month in 90 days.

⏱️ Chapters 0:00 — "The last thing they want to hear is a robot" 0:40 — Who is George: 22, CU Boulder, founder of NaiL 2:15 — Wholesale real estate at 18 → digital marketing → a $1M AI company 7:45 — Superior Fence & Rail: recovering $2.5M/month in missed calls 10:15 — The hidden metric: ~1,000 missed calls a day 12:45 — Don't fire your CSRs: AI as the safety net, not the first touch 17:25 — When AI is the WRONG answer: restoration & funeral homes 20:30 — Overseas agents vs AI: cost, coverage, and one-call-at-a-time 23:30 — "The worst AI will ever be": how fast the voices got good 25:55 — Outbound calling, TCPA compliance, and why SMS wins 30:35 — The next 2–3 years of AI receptionists 32:40 — Should you disclose it's AI? The 4X hang-up test 36:15 — LIVE DEMO: Tommy calls the AI 38:45 — Where to start + pitfall #1: solve the problem, not the technology 43:00 — Pilot programs: 30–60 days, build to launch 46:00 — Why young female voices win 47:40 — What it costs: $10–20K pilots, ~$997/location/month 50:00 — Advice to young builders: find the problem first, then market the hell out of it 54:15 — What's next for NaiL + how to reach George 57:20 — Why rollouts fail: vision, results, and a spokesperson

🚀 FREEDOM 2026 Get your Tickets Today! https://mellomedia.s.gy/promo3-freedom2026

Learn more about NaiL here: https://usenail.com Contact George: george@usenail.com

George Paladichuk is the founder of NaiL, an AI voice receptionist platform for home service franchises. A 22-year-old CU Boulder graduate, he went from wholesale real estate at 18 to running a digital marketing agency through college to building NaiL, which now serves 100+ franchise locations. His biggest client, Superior Fence & Rail, recovers $2.5 million a month in revenue from missed calls handled by the platform.

Check Out My Social Media: Tiktok ⟶ https://www.tiktok.com/@officialtommymello Instagram ⟶ https://www.instagram.com/officialtommymello/ Facebook ⟶ https://www.facebook.com/thomasmello/

My other podcast: Tommy Mello Millionaire ⟶ https://www.youtube.com/@officialtommymello Live Q&A submission form: https://homeserviceexpert.com/questions

🎟️ Join us at Freedom 2026 → https://mellomedia.s.gy/promo2-freedom2026

Kent Yoshimura walked away from two Shark Tank offers because they came in under the number he set before entering the tank — then became the only founder in show history to come back and close a deal, with KIND founder Daniel Lubetzky. The NeuroGum CEO breaks down the Ring doorbell playbook for selling home services, the 4 Es of marketing, and why sleep is the most underrated CEO skill. Plus Tommy reveals the $400M number and the growth comp that stunned his banker.

🕐 TIMESTAMPS
0:00:00 Cold Open
0:00:32 Guest Intro
0:06:46 Art Meets Business
0:11:49 Sleep Tips
0:15:47 Cold Plunge Science
0:17:19 Influencer Marketing
0:18:24 The Ring Playbook
0:21:26 AI And Jobs
0:30:28 Rapid Fire Advice
0:32:49 The Ryan Story
0:34:49 Partnership Rules
0:37:42 Mental Discipline
0:47:43 Shark Tank Story
0:50:40 The $400M Reveal
0:57:43 The Rat Experiment

🎟️ Freedom 2026 → https://mellomedia.s.gy/promo2-freedom2026

TikTok → https://www.tiktok.com/@officialtommymello
Instagram → https://www.instagram.com/officialtommymello
Facebook → https://www.facebook.com/officialtommymello

🎟️ Join us at Freedom 2026 → https://mellomedia.s.gy/promo2-freedom2026

Kent Yoshimura walked away from two Shark Tank offers because they came in under the number he set before entering the tank — then became the only founder in show history to come back and close a deal, with KIND founder Daniel Lubetzky. The NeuroGum CEO breaks down the Ring doorbell playbook for selling home services, the 4 Es of marketing, and why sleep is the most underrated CEO skill. Plus Tommy reveals the $400M number and the growth comp that stunned his banker.

🕐 TIMESTAMPS 0:00:00 Cold Open 0:00:32 Guest Intro 0:06:46 Art Meets Business 0:11:49 Sleep Tips 0:15:47 Cold Plunge Science 0:17:19 Influencer Marketing 0:18:24 The Ring Playbook 0:21:26 AI And Jobs 0:30:28 Rapid Fire Advice 0:32:49 The Ryan Story 0:34:49 Partnership Rules 0:37:42 Mental Discipline 0:47:43 Shark Tank Story 0:50:40 The $400M Reveal 0:57:43 The Rat Experiment

🎟️ Freedom 2026 → https://mellomedia.s.gy/promo2-freedom2026

TikTok → https://www.tiktok.com/@officialtommymello Instagram → https://www.instagram.com/officialtommymello Facebook → https://www.facebook.com/officialtommymello

🎟️ Join us at Freedom 2026 → https://mellomedia.s.gy/promo2-freedom2026

Cameron Herold is back for round two — the man who scaled 1-800-GOT-JUNK from $2M to $106M in six years breaks down why two A-players beat six average hires, the exact matrix Jack Welch used to decide who stays, and the profit math that tells you whether you should even own a home service business. If you're stuck between $3M and $10M, this one's for you.

🕐 TIMESTAMPS

0:00:00 Cold Open

0:02:26 Idea Capture

0:08:30 Vivid Vision

0:11:19 The HVAC Trap

0:19:19 Red KPIs Only

0:25:14 Expansion Warning

0:31:05 Interview Training Gap

0:40:37 Jack Welch Matrix

0:48:51 A-Player Math

0:52:12 The Doubt Rule

1:01:51 Entrepreneur Reality

1:13:54 Profit Over Revenue

1:17:28 P&L Basics

1:26:15 Call Center Rule

1:44:44 Books And Contact

🎟️ Freedom 2026 → https://mellomedia.s.gy/promo2-freedom2026

TikTok → https://www.tiktok.com/@officialtommymello

Instagram → https://www.instagram.com/officialtommymello

Facebook → https://www.facebook.com/officialtommymello

🎟️ Join us at Freedom 2026 → https://mellomedia.s.gy/promo2-freedom2026

Cameron Herold is back for round two — the man who scaled 1-800-GOT-JUNK from $2M to $106M in six years breaks down why two A-players beat six average hires, the exact matrix Jack Welch used to decide who stays, and the profit math that tells you whether you should even own a home service business. If you're stuck between $3M and $10M, this one's for you.

🕐 TIMESTAMPS

0:00:00 Cold Open

0:02:26 Idea Capture

0:08:30 Vivid Vision

0:11:19 The HVAC Trap

0:19:19 Red KPIs Only

0:25:14 Expansion Warning

0:31:05 Interview Training Gap

0:40:37 Jack Welch Matrix

0:48:51 A-Player Math

0:52:12 The Doubt Rule

1:01:51 Entrepreneur Reality

1:13:54 Profit Over Revenue

1:17:28 P&L Basics

1:26:15 Call Center Rule

1:44:44 Books And Contact

🎟️ Freedom 2026 → https://mellomedia.s.gy/promo2-freedom2026

TikTok → https://www.tiktok.com/@officialtommymello

Instagram → https://www.instagram.com/officialtommymello

Facebook → https://www.facebook.com/officialtommymello

🚀 FREEDOM 2026 Get your Tickets Today! https://mellomedia.s.gy/promo-freedom2026

Tommy Mello sits down with Gary Vaynerchuk, founder of VaynerMedia and VaynerX, for a conversation every home service owner needs to hear. Gary breaks down how he transformed his dad's New Jersey liquor store into Wine Library, why he saw the internet coming in 1995, and what he looks for before investing in any company today. He explains kind candor, the feedback system he trains 2,700 employees on, and answers the 10 million dollar question about starting over from zero. Then Tommy runs him through a true or false speed round on the biggest social media myths, where Gary explains why blaming the algorithm is costing you views, subscribers, and money.

🕐 TIMESTAMPS
00:00 Intro
04:45 Father's Lessons
09:14 Store Transformation
13:10 Internet Moment
16:45 Jockey and Horse
19:56 Kind Candor
22:59 The $10M Question
26:06 Exit Philosophy
29:20 Sandcastle Philosophy
34:35 Myth Speed Round

00:53 Was Gary Vee born with business talent?
02:54 Do immigrants have an advantage in business?
04:45 What did Gary Vee learn from his father?
06:25 What was Gary Vee paid at his dad's liquor store?
09:14 How did Gary Vee grow Wine Library?
13:10 When did Gary Vee first see the internet?
16:45 What does Gary Vee look for before investing?
19:56 What is kind candor at VaynerMedia?
22:59 What would Gary Vee do with 10 million dollars?
35:15 Does taking a posting break reset the algorithm?

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Tommy Mello sits down with Gary Vaynerchuk, founder of VaynerMedia and VaynerX, for a conversation every home service owner needs to hear. Gary breaks down how he transformed his dad's New Jersey liquor store into Wine Library, why he saw the internet coming in 1995, and what he looks for before investing in any company today. He explains kind candor, the feedback system he trains 2,700 employees on, and answers the 10 million dollar question about starting over from zero. Then Tommy runs him through a true or false speed round on the biggest social media myths, where Gary explains why blaming the algorithm is costing you views, subscribers, and money.

🕐 TIMESTAMPS 00:00 Intro 04:45 Father's Lessons 09:14 Store Transformation 13:10 Internet Moment 16:45 Jockey and Horse 19:56 Kind Candor 22:59 The $10M Question 26:06 Exit Philosophy 29:20 Sandcastle Philosophy 34:35 Myth Speed Round

00:53 Was Gary Vee born with business talent? 02:54 Do immigrants have an advantage in business? 04:45 What did Gary Vee learn from his father? 06:25 What was Gary Vee paid at his dad's liquor store? 09:14 How did Gary Vee grow Wine Library? 13:10 When did Gary Vee first see the internet? 16:45 What does Gary Vee look for before investing? 19:56 What is kind candor at VaynerMedia? 22:59 What would Gary Vee do with 10 million dollars? 35:15 Does taking a posting break reset the algorithm?

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Adam Shampaine went from Capitol Hill to CEO of HomeFix, a $68 million home improvement company, and then built his own supply company, finance company, and window brand. In this episode, Tommy Mello and Adam break down how vertical integration creates a moat competitors can't copy, why company DNA decides which growth channels actually work, how a door-to-door canvasser can earn $300K a year, and the one lesson Adam learned from building five companies: he would be richer if he had built one better. If you run a home service or home improvement business, this is the conversation on canvassing, financing, and focus.

🕐 TIMESTAMPS

00:00 Episode Open

01:52 Capitol Hill Origin

07:20 Part-Time to Sales

12:20 Always The People

18:00 Solar and Supply Stack

23:20 Pure Finance Origin

30:30 Finance Platform Growth

37:20 Company DNA Canvas

43:50 Canvassing As Math

48:50 Canvas vs Demand Leads

54:12 Brand Power vs Canvas

1:02:02 One Thing Regret

Questions this episode answers:

01:52 How did a Capitol Hill staffer end up in home improvement sales?

12:20 Is it the market or the salespeople when a sales territory fails?

18:00 Why would a home improvement company build its own supply chain?

23:20 Should contractors start their own consumer finance company?

30:30 How does in-house customer financing actually make money?

37:20 Can you change your company's culture and business model?

40:50 Why do canvassing consultants fail at most companies?

43:50 How much can a door-to-door canvasser make per year?

48:50 What is the difference between canvas leads and demand leads?

54:12 Does brand marketing beat door-to-door canvassing?

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Adam Shampaine went from Capitol Hill to CEO of HomeFix, a $68 million home improvement company, and then built his own supply company, finance company, and window brand. In this episode, Tommy Mello and Adam break down how vertical integration creates a moat competitors can't copy, why company DNA decides which growth channels actually work, how a door-to-door canvasser can earn $300K a year, and the one lesson Adam learned from building five companies: he would be richer if he had built one better. If you run a home service or home improvement business, this is the conversation on canvassing, financing, and focus.

🕐 TIMESTAMPS

00:00 Episode Open

01:52 Capitol Hill Origin

07:20 Part-Time to Sales

12:20 Always The People

18:00 Solar and Supply Stack

23:20 Pure Finance Origin

30:30 Finance Platform Growth

37:20 Company DNA Canvas

43:50 Canvassing As Math

48:50 Canvas vs Demand Leads

54:12 Brand Power vs Canvas

1:02:02 One Thing Regret

Questions this episode answers:

01:52 How did a Capitol Hill staffer end up in home improvement sales?

12:20 Is it the market or the salespeople when a sales territory fails?

18:00 Why would a home improvement company build its own supply chain?

23:20 Should contractors start their own consumer finance company?

30:30 How does in-house customer financing actually make money?

37:20 Can you change your company's culture and business model?

40:50 Why do canvassing consultants fail at most companies?

43:50 How much can a door-to-door canvasser make per year?

48:50 What is the difference between canvas leads and demand leads?

54:12 Does brand marketing beat door-to-door canvassing?

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Sahil Bloom spent seven years "winning" in private equity — while living 3,000 miles from his parents, drinking seven nights a week, and 50 lbs heavier than today. Then one sentence from a friend changed everything: "You're going to see your parents 15 more times before they die." In this episode, Tommy Mello sits down with the author of The 5 Types of Wealth to break down the 85-year Harvard study that found the #1 predictor of your health at 80 isn't blood pressure, smoking, or cholesterol — it's how you feel about your relationships at 50. They cover the Life Razor, why "nobody cares" is the most freeing advice you'll ever get, the phone rule that reclaimed 68 days a year, delegation without dumping, and what AI means for the next decade of work.

🕐 TIMESTAMPS
00:00 The #1 Predictor of Health at 80 (Cold Open)
00:48 Who Is Sahil Bloom? The 5 Types of Wealth
02:22 Winning in Private Equity While Losing Everything Else
03:18 "You'll See Your Parents 15 More Times Before They Die"
04:26 The 5 Types of Wealth Explained
05:43 Sahil's Daily Routine & Business Ecosystem
08:29 How Success Gets Redefined After 30
12:57 Phones, Presence & the People You Love
17:19 Why Entrepreneurs Can't Enjoy the Journey
19:01 A Violent Bias for Action
19:45 What Is a Life Razor? (The Apollo 13 Story)
24:11 Game-Changing Advice You Wish You Knew in Your 20s
24:32 "Nobody Cares" & the Spotlight Effect
26:10 The Science of Slow, Steady Progress
27:59 Starting Over With $10 Million
28:56 The Goal: Positively Impact a Billion Lives
31:19 The 5 Types of Wealth in Your 20s vs Your 50s
34:21 What Makes Happy Couples Stay Happy
35:38 Keeping the Fire Alive After Kids
39:26 The Harvard Study: Health at 80, Predicted at 50
40:36 Counseling, Being Right & Changing Your Mind
44:28 Relationship Advice for Young People + The Phone Rule
49:31 Your Quest Has to Be Yours
50:51 Speed Round: Time Blocking & Work Smart vs Hard
53:38 How to Delegate Without Dumping
55:32 Design Your Perfect Day
56:12 Sahil's Viral Ideas: Proximity Is Wealth
58:03 Kids, Priorities & Adaptability
1:00:37 Be Unapologetically Yourself
1:02:49 AI, Jobs & the Next 10 Years
1:06:24 How They Actually Use AI
1:07:09 Robots, Blue Collar & What's Coming
1:14:38 The Book That Changed His Life
1:15:58 Final Advice: Invest in Your Relationships

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Sahil Bloom spent seven years "winning" in private equity — while living 3,000 miles from his parents, drinking seven nights a week, and 50 lbs heavier than today. Then one sentence from a friend changed everything: "You're going to see your parents 15 more times before they die." In this episode, Tommy Mello sits down with the author of The 5 Types of Wealth to break down the 85-year Harvard study that found the #1 predictor of your health at 80 isn't blood pressure, smoking, or cholesterol — it's how you feel about your relationships at 50. They cover the Life Razor, why "nobody cares" is the most freeing advice you'll ever get, the phone rule that reclaimed 68 days a year, delegation without dumping, and what AI means for the next decade of work.

🕐 TIMESTAMPS 00:00 The #1 Predictor of Health at 80 (Cold Open) 00:48 Who Is Sahil Bloom? The 5 Types of Wealth 02:22 Winning in Private Equity While Losing Everything Else 03:18 "You'll See Your Parents 15 More Times Before They Die" 04:26 The 5 Types of Wealth Explained 05:43 Sahil's Daily Routine & Business Ecosystem 08:29 How Success Gets Redefined After 30 12:57 Phones, Presence & the People You Love 17:19 Why Entrepreneurs Can't Enjoy the Journey 19:01 A Violent Bias for Action 19:45 What Is a Life Razor? (The Apollo 13 Story) 24:11 Game-Changing Advice You Wish You Knew in Your 20s 24:32 "Nobody Cares" & the Spotlight Effect 26:10 The Science of Slow, Steady Progress 27:59 Starting Over With $10 Million 28:56 The Goal: Positively Impact a Billion Lives 31:19 The 5 Types of Wealth in Your 20s vs Your 50s 34:21 What Makes Happy Couples Stay Happy 35:38 Keeping the Fire Alive After Kids 39:26 The Harvard Study: Health at 80, Predicted at 50 40:36 Counseling, Being Right & Changing Your Mind 44:28 Relationship Advice for Young People + The Phone Rule 49:31 Your Quest Has to Be Yours 50:51 Speed Round: Time Blocking & Work Smart vs Hard 53:38 How to Delegate Without Dumping 55:32 Design Your Perfect Day 56:12 Sahil's Viral Ideas: Proximity Is Wealth 58:03 Kids, Priorities & Adaptability 1:00:37 Be Unapologetically Yourself 1:02:49 AI, Jobs & the Next 10 Years 1:06:24 How They Actually Use AI 1:07:09 Robots, Blue Collar & What's Coming 1:14:38 The Book That Changed His Life 1:15:58 Final Advice: Invest in Your Relationships

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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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#HomeServiceExpert #A1GarageDoor #Leadership

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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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#HomeServiceExpert #A1GarageDoor #Leadership

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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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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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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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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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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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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

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

Check Out My Social Media: Tiktok ⟶ https://www.tiktok.com/@officialtommymello Instagram ⟶ https://www.instagram.com/officialtommymello/ Facebook ⟶ https://www.facebook.com/thomasmello/

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

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/

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

Check Out My Social Media:
Tiktok ⟶ https://www.tiktok.com/@officialtommymello
Instagram ⟶ https://www.instagram.com/officialtommymello/
Facebook ⟶ https://www.facebook.com/thomasmello/

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

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/

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

Check Out My Social Media: Tiktok ⟶ https://www.tiktok.com/@officialtommymello Instagram ⟶ https://www.instagram.com/officialtommymello/ Facebook ⟶ https://www.facebook.com/thomasmello/

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

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

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

Check Out My Social Media:
Tiktok ⟶ https://www.tiktok.com/@officialtommymello
Instagram ⟶ https://www.instagram.com/officialtommymello/
Facebook ⟶ https://www.facebook.com/thomasmello/

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

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

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

Check Out My Social Media: Tiktok ⟶ https://www.tiktok.com/@officialtommymello Instagram ⟶ https://www.instagram.com/officialtommymello/ Facebook ⟶ https://www.facebook.com/thomasmello/