Latest / Success Story with Scott Clary / Tommy Mello - $1 Billion Company Founder (A1 Garage Doors) | Why Control Keeps You Small

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Tommy Mello - $1 Billion Company Founder (A1 Garage Doors) | Why Control Keeps You Small · Success Story with Scott Clary

0:00
I was washing dishes under the table for $4 an hour.
0:03
I moved to Arizona when I was 16.
0:05
I found a really good guy.
0:06
He understood a little bit about finance and just a hard worker.
0:09
That was when I found an integrator and the business started to fly.
0:11
What starts as a small service business can become a legacy.
0:15
If you chase mastery instead of shortcuts,
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Tommy Mello began with a garage door company buried in $50,000 of debt and no road map.
0:23
The garage door industry is one of the hardest industries.
0:24
It's a low ticket average.
0:25
If you look at the most billionaires, they're not happy people.
0:28
I'd say 80% of them.
0:29
Because they became obsessed and they're obsessed with the wrong things.
0:32
You got to be able to like reflect and think,
0:34
what are the main goals here?
0:35
What do I want my life to look like?
0:36
But you got to have purpose.
0:37
You never want to lose purpose.
0:39
He worked around the clock, learned every hard lesson in the book
0:42
and transformed that business into a $200 million home service empire
0:46
with hundreds of employees across multiple states.
0:49
Tommy doesn't just teach growth, he's lived it.
0:51
You need to love yourself first.
0:52
And if you don't love yourself, there's no point in doing anything.
0:55
You'll never show up for anything you care about.
0:57
If you don't start to find that in your piece and think you deserve more.
0:59
Time management is the best skill.
1:01
Focus on time management.
1:04
Focus on how to be more efficient with your time.
1:06
And learning how to delegate, you got to ask more questions.
1:09
Be more curious.
1:10
We willing to do the work.
1:11
No matter how good your success is, be curious.
1:13
Go learn more.
1:24
Tommy, welcome to Miami.
1:26
Thanks for coming down.
1:27
It's human here.
1:28
It's a little bit more human than Arizona.
1:31
I want people to know where you came from.
1:34
Because you have a really interesting origin story.
1:37
And interesting in the way that I think that when somebody looks like you know,
1:42
at you and all you've built, they can make the assumption
1:45
that you had a leg up or a help in hand or something that got you off the ground
1:50
when you were young.
1:51
Now I know your story.
1:52
I know that you didn't come from.
1:54
I'm thinking about a leg up ring.
1:55
A leg up, right?
1:56
I know that you didn't come from, you didn't come from a family of entrepreneurs.
2:01
You didn't come from somebody who gave you a hand there.
2:03
You didn't come from like a dad who got you into the family business, anything like that.
2:07
You had like a pretty, a rags to riches to a degree.
2:11
Yeah.
2:12
So talk to me about, talk to me about your family, talk to me about where you came from
2:15
and talk to me about sort of how that shaped who you are.
2:19
Well, my grandpa worked at General Motors in return to 1974.
2:25
12 kids and you know, they were all raised in a small house in Royal Oak.
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My mom grew up in Detroit, very small house, five kids.
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Grandpa left my grandma, she knocked on doors, figured out a way to make it work.
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My parents got a divorce when I was seven and my dad went through his trials, still
2:45
didn't be my best man in my wedding, amazing dad.
2:48
Time had to be super competitive, no second place, we don't get a word through that.
2:52
But, you know, mom worked three jobs.
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We went to church, they'd help us out with Thanksgiving and Christmas.
2:58
And I learned if I wanted to do anything, I had a shovel snow in my lawns back then.
3:03
It's hard work.
3:04
And then when you turn 12, I was washing dishes under the table for $4 an hour.
3:10
But I was happy to do it.
3:11
I walked straight to the Brookies Clubhouse from middle school.
3:15
And, you know, I moved to Arizona when I was 16.
3:19
I wanted to be close to my dad, you know, puberty, my buddies in Michigan.
3:23
That time I got a job as a busboy and I was a lifeguard.
3:27
And then I started up, Lance gave me a business, got that at the 30,000 a month.
3:32
That's the first step in entrepreneurship.
3:34
It was hard because I'm allergic to grass.
3:37
And what I used to go do is water conservation analysis and tell them how much water they could save
3:41
because we're in the desert.
3:42
And then my roommate, we were paying $700 total for rent and tempi,
3:48
where ASU is.
3:49
And he's like, can you paint crossroads for me?
3:52
I got this great job managing the scratch for a company.
3:54
I was like, what does it pay?
3:55
And at this point, I'm bartending.
3:57
I still got the landscaping company.
3:59
I'm serving tables and going to school.
4:01
But I still have time.
4:02
I'm more alcoholic.
4:03
So I was like, he's like a hundred bucks a door.
4:05
You got to pay for the paint.
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So I was taking home about 80 bucks of that.
4:10
And I got paint ten doors a day.
4:11
I went through the yellow book called Every Single Company.
4:13
I could became their number one painter.
4:15
And as I'm meeting all these guys, this is 2005 and 2006.
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I'm like, how much are you making a year?
4:19
They're like six figures.
4:21
And I was like, man, I gotta look into this.
4:23
My other roommate said, we should start a garage door business.
4:25
I knew how to do an EIN.
4:27
I knew how to get in the yellow book.
4:29
I knew how to get an LLC.
4:30
I understood how to pay taxes, just general stuff.
4:33
But didn't really know the full grasp of business.
4:37
So we made ends meet, but it was still a struggle.
4:40
In 2010, I was like, look, there's a lot of debt on this business.
4:43
Either you could take the business or I'll take it.
4:47
But it was a going, okay?
4:49
It was okay.
4:50
I mean, we were paying our bills.
4:53
Any cash job we took.
4:54
It's over seven years so I could say that.
4:57
We split amongst each other.
4:59
But it was the bills kept adding up more than we were making.
5:03
And so he said, listen, you could take the business,
5:06
but you got to take the debt.
5:07
Anything that comes later is yours.
5:10
I said, fine.
5:11
And I called my mom.
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I was like, hey, mom, I need somebody I can trust out here.
5:15
So my mom and stepdad sold their home in Michigan came.
5:18
And I'm three years into the business had about five good employees,
5:22
but I was still running the majority of jobs.
5:24
I was doing the recruiting, the training, the marketing.
5:26
I didn't like doing payroll and I didn't like the phones.
5:29
Actually, the phones became super annoying to me.
5:32
Even though I knew it was a money job calling,
5:34
I mean, I took, you know, I would book 15 calls a day,
5:37
while on a ladder at the customer's house.
5:40
So at this point, just you were always, I don't know,
5:44
you were just okay with hard work.
5:46
You were always okay with hard work.
5:47
And it's so interesting because it seems like hard work got you to a certain point,
5:51
but then at some point held you back too.
5:54
Yeah, I always say the hustler had to die for the leader to be born.
5:58
So at this point, you're doing every job in the business, more or less.
6:01
Yeah, listen, I was a janitor.
6:03
There was people stealing toilet paper at the time.
6:05
Like I was like, Mom, what happened to all the toilet paper?
6:08
We found a guy who was taking all of our toilet paper,
6:11
but they were taking everything.
6:12
They were stealing parts, stealing tools.
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You know, at this point, I didn't own the trucks.
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So they come up, they had to provide their own trucks.
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And I mean, it was, it was tough, man.
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I walked in.
6:24
This is a couple of years in when my mom started there.
6:26
So like 2012, by the way, when she moved out,
6:28
I said, I'm going to get a master's degree.
6:30
So I started an executive master's degree at U of A.
6:32
So that 18 months, which I was doing a lot.
6:36
And in 2014, and there's so many other stories,
6:39
but 2014, I found a really good guy.
6:42
He had taken a pile from the airlines.
6:45
He was a mutual friend.
6:46
He understood a little bit about finance and just a hard worker.
6:49
And I said, listen, if you come in and you could be the bad cop,
6:52
I'll take care of the marketing, I'll do the training,
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all grow the business.
6:55
I need somebody that understands how to set up the CRM,
6:58
basically work on the back end office,
7:00
deal with the lawyers and different things we need with the CPAs.
7:03
Like, dude, no problem.
7:04
And that was Adam Cronenberg, amazing guy.
7:08
That was when I found an integrator and the business started to fly.
7:11
2017, I started a podcast on the right CRM and met the right advisor.
7:17
And that was like a triple, like that was a home run.
7:20
Because the advisor taught me about system,
7:23
standard operating procedures, checklist, how to build manuals.
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So I've repeated, I built a repeatable system.
7:30
And then the podcast, I could get anybody I wanted in the home service industry,
7:33
because it was early in podcasts.
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So they were like, yeah, I'll come on your podcast.
7:36
Like I'd get a $20,000 an hour person for an hour for free.
7:39
It just, it was my show.
7:41
So I was like, teach me, teach me, teach me.
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And I take notes and every 40 podcasts I've done, I'd hired somebody.
7:48
Still to this day, every 40, that's just the average for me.
7:50
Every four, sometimes it's every 20, sometimes it's every 60.
7:53
So the CRM works great.
7:56
And I started just diving into marketing.
7:59
I wouldn't visited every $100 million Hatt Shop
8:01
that there is in the United States at the time.
8:04
And they let me in with open arms.
8:05
And they were like, dude, we've heard about you.
8:07
We've heard about the podcast.
8:08
I wrote a book called the Home Service Millionaire.
8:12
And then a few more key hires in 2020.
8:15
And you know, 2022, we did a partial exit.
8:19
I sold half the business well over 500 million.
8:24
And there's 100 million slotted out for 24 people at A1.
8:28
That earned it.
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And like I think people need to understand,
8:30
like the level that you're playing at now.
8:32
You pay 24 people, $100 million.
8:35
Yeah, well, look, at the end of the day,
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now the companies worth over $2 billion.
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And I feel like we're still in the fetal stages.
8:43
Like, now that I understand the rules of the game,
8:45
I understand arbitrage, how multiples work, how EBITDA works.
8:49
It's like a huge amount of leverage, yeah.
8:51
The garage industry is one of the hardest industries.
8:54
The reason why it's a low-ticket average.
8:56
It's not like an HHEC unit, you're selling for 15 grand,
8:58
a roof, you're selling for 30 grand, a hot water heater,
9:00
seven grand.
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And people are like, yeah, well, you go to home,
9:03
deep bowl and buy a cheaper than that.
9:04
But that's what they charge to come to your house
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the same day and fix a leak.
9:07
You know, I got a buddy in Ohio that does really bad leaks
9:11
with like under your concrete.
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I mean, he charged in 40, 50 grand a pop.
9:16
My average ticket is 1200.
9:19
So I run 25,000 jobs a month.
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I mean, we've got a, we've got 1,050 employees.
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So, and the crazy thing is we're this month,
9:31
we got 54 brand new technicians.
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And I don't see us slowing down.
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So we'll probably go to 60 to 70.
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Next year, I'd like to hit 100 a month by probably Q4.
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100 brand new guys coming on, learning the trade,
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getting a brand new van, getting the tools,
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and having the work for them to be able to support them.
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So what now, now you have built a business that is bigger
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than most people will ever build.
9:54
Not many people build a two point.
9:56
What was it? 2.4?
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It's 2.2 billion.
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So right now, we're at, you know,
10:00
the multiples are really high in our industry
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because it's demand-driven.
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COVID doesn't slow it down.
10:04
Nothing really slows down.
10:05
But the point is give yourself a little bit of credit
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regardless of the multiples.
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But I will say that the teamwork makes the dream work.
10:12
And, you know, I've got a lot of ideas.
10:14
I'm very patient now.
10:15
I'm disciplined, but my team is everything.
10:18
Like, I can't take near the credit of what they do.
10:21
They run the business.
10:22
I'm here in Miami with you.
10:23
I'm more of the thought leader,
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and I'm really close to my technicians and installers.
10:28
Like, 17 years into the business, 17 million dollars.
10:30
Like, you need some systems to get there.
10:33
You can't just build that through just sheer hard work.
10:36
So what is he looking at that you as a young entrepreneur
10:40
at the time think is system?
10:41
Like, you're saying, like, you know,
10:43
you don't have security on the warehouse
10:46
and people can steal your stuff.
10:47
But what is the difference between a system
10:50
that gets you to 17 to 20 million
10:52
versus a system that gets you to 500 million over one billion?
10:56
Like, there's different systems for every level.
10:58
And you thought, because I know you thought you had some at the time.
11:01
Yeah, so here's the deal.
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I'd worked 24, 7 on holidays.
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I was putting out fires constantly.
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And I was like, the problem is when you get to that level
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of that kind of revenue with really crappy systems,
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it's always a dog fight.
11:16
It's always you walk in and there's always bad news.
11:19
And there's a guy that's driving down a suspended license,
11:22
a truck flipped over.
11:24
The police are here because, you know, the drug test,
11:26
we didn't get the drug tested and we hired a guy.
11:29
Three months in the drug test came back.
11:31
There's a foul and we hired.
11:32
We didn't have, we didn't document things properly.
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And either there's no system in place,
11:37
the wrong system or the system's not being followed.
11:40
And I think it was all three of those things.
11:42
And, you know, looking back,
11:46
it was really, really stressful.
11:48
You know, we're going to do well,
11:49
well north of 300 million this year of revenue,
11:52
really, really healthy bottom line.
11:54
And I feel no stress.
11:56
And it's who, not how?
11:58
We've got the right team.
11:59
We got six people on an FPNA financial planning
12:01
and an analytics.
12:02
We've got seven trainers.
12:04
We've got just, we've got a whole fleet department.
12:07
We know someone's speeding or goes to get on their cell phone.
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Like every single week, I get a notification of the drivers
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that got flagged.
12:15
And a small speeding and stuff that I don't,
12:18
like they get a warning.
12:19
But if it comes to me,
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I'm reaching out to each and every one of them in a mass text
12:23
and I need you guys to cool it or you're suspended for three days.
12:26
And all that stuff comes to me because they really,
12:29
I've worked hard to create a bond between my team,
12:32
especially the guys out in the field.
12:33
We have a relationship where I'm going to give my all,
12:36
you got to give your all.
12:37
And if you're not, this isn't the right company.
12:39
Go work for a competitor.
12:40
But it's interesting because you're talking about how,
12:43
at 300 million top line, you still feel less stress
12:46
than what you knew were like on the, on the common way, less stress.
12:49
So you've obviously delegated the time.
12:50
And I know, like I think you said, you will,
12:52
what did you say it's, I love this quote.
12:54
It was something along the lines of,
12:58
you will never out delegate me.
13:00
Like you will never out delegate me,
13:02
which is a great quote, right?
13:03
But the point, the point I want to make is,
13:06
there's still some things that you find super valuable
13:09
to be involved in yourself.
13:12
So when somebody is speeding, it's going to you.
13:16
And you're having that communication,
13:17
the conversation with the person,
13:18
because you built that rapport.
13:19
So how do you figure out which stuff in the business
13:22
you should delegate versus which stuff
13:24
is still important for you to take on?
13:26
So you got to ask yourself,
13:28
and every single thing, could this be delegated?
13:31
Could I delegate, if I said, Scott,
13:33
you know how much I appreciate you and your family,
13:35
what you do for this business?
13:36
Could I have my executive assistant actually call you up
13:38
and say that?
13:39
So culture is really, really the big thing.
13:41
The next thing is I'm fascinated and the love
13:43
and very curious about marketing,
13:45
especially in the day of large language models,
13:48
like chat, GBT, and I go on and on about that.
13:51
Search engine optimization, social media,
13:54
TV radio billboards like,
13:57
I still get involved with most of the marketing.
14:00
I'm not knee-deep in it,
14:02
but I'm very, very, that's the number one thing
14:04
I focus on after culture.
14:07
And I want to recognize birthdays and anniversaries
14:09
and great days if you set a record.
14:10
I'm not there to call you out.
14:13
I'm there to call you up.
14:14
So a lot of times I'll reach out to somebody
14:15
and say, hey dude, is everything okay?
14:17
You know, I just noticed you're slipping.
14:19
You haven't been shown up to meetings on time.
14:22
I'm looking at your first arrivals,
14:23
your first jobs not been great.
14:25
I'm not going in there going.
14:27
I'm going to put you on a performance improvement plan.
14:28
I'm going to say you are right.
14:30
When you look at culture,
14:31
I think that you are an incredible example
14:33
of building a good culture because I've met the guys
14:35
on your team and I've met the people you work with
14:36
and they're incredible people.
14:38
But you go above and beyond.
14:40
So I'm going to say this one more time
14:42
because I don't think this is something
14:43
that a lot of companies do.
14:44
You give $100 million to 24 employees
14:46
when you had that first exit.
14:49
That's like above and beyond culture.
14:51
So what are you achieving with that?
14:52
Like, why did you make that decision?
14:54
Because you didn't have to.
14:55
Nobody forced you to.
14:56
I don't think the private equity firm
14:57
that came in required you to do it.
14:59
There's something that you did
15:00
out of like the goodness of your heart.
15:01
That's a significant amount of money for anybody.
15:04
Well, this ownership mentality changes everything.
15:06
It's called equity and set of programs.
15:08
If you think about it,
15:09
every public-traded company has stock options
15:11
for their leadership team.
15:12
Sometimes they do eSOP where it goes all the way down.
15:16
I don't like an eSOP
15:17
because everybody gets equity
15:18
but the greatest people work
15:19
and the hardest don't get enough.
15:20
Explaining that just so people understand.
15:22
It's a way to set up a C-Corp
15:24
and ask for if they'll set up an eSOP.
15:26
But what I do is an equity incentive program
15:29
where it goes all the way down to the technicians now.
15:32
So if they hit pinnacle,
15:33
which means their KPIs are dialed
15:35
in their whole scorecard,
15:36
not just sales numbers,
15:38
but they don't get any recalls.
15:39
They get five star reviews.
15:40
They drive right all the major things.
15:43
They get earned their first.
15:44
They are 200,000 and 75,000 dollars after that.
15:47
So if you're there for four years,
15:50
you're going to make 425 grand
15:52
at a transaction.
15:53
Now that's at a technician level,
15:55
installer level.
15:56
There's a lot that I tried it.
15:57
Make sure it's fair for everybody.
16:00
It's kind of like social security, though.
16:01
Once you give it, you can't take it back.
16:03
And no one's ever really happy with it.
16:05
Because literally at the end of the day,
16:06
if you do the math, I own 48% of the business.
16:09
It's a healthy chunk of money.
16:10
So I got to figure out how to be fair
16:12
and make sure everybody feels like.
16:13
But I want to keep them motivated to go to the next round.
16:16
And because I still got an obligation to the investors,
16:19
because by the way,
16:19
the private equity company,
16:21
they work with teachers,
16:23
pensions and firemen and police officers.
16:25
And they've got their life savings in there.
16:28
So I got to be obligated to them as well.
16:31
And the best thing is do the right thing
16:33
for your internal clients,
16:34
which are, you know, the employees,
16:35
which I call them my co-workers.
16:37
And do the right thing for the homeowners,
16:39
and you'll win every time and everyone wins.
16:42
A lot of businesses don't do this, though.
16:44
I don't think I see many people handing out $100 million in.
16:47
Every private equity does what's called profit units.
16:50
But they're kind of forced to do that,
16:51
because that keeps your attention.
16:54
But for me, it was like,
16:56
I could have been lonely at the top of the mountain,
16:58
kept all the money.
16:59
There would be a lot of anger and just resentment.
17:05
And they work so hard.
17:07
I mean, certain people probably got too much.
17:09
Certain probably people didn't get enough.
17:10
Some people probably didn't get anything.
17:12
Because the business wasn't small.
17:14
I mean, it was 400 people back then.
17:15
So I like meritocracy a lot more than tenure.
17:18
No one got it because of tenure.
17:20
I just don't believe in till based on what they were able to do.
17:22
I've got a lot of loyalty with tenure.
17:24
You've worked with me.
17:25
You stood by my side.
17:26
Don't get me wrong.
17:27
But that doesn't mean you should just you get paid.
17:30
Plus you get a bonus.
17:32
Like this is above and beyond,
17:34
because people have the ownership mentality.
17:36
And now everybody sprinting towards the same goal,
17:39
the North Star.
17:40
I tell me something though,
17:42
when you give it that kind of money,
17:44
and you are not out of the business,
17:45
just so people understand,
17:46
like you are still in the business.
17:47
Yeah, I'm so the CEO.
17:48
You sold the minority piece, correct?
17:50
Technically, they're the boss.
17:52
I could get fired.
17:53
It would be very hard to fire me.
17:55
But they can't take away my equity.
17:56
But when it's not founder based of a company like mine,
17:59
it tends to kind of fall apart.
18:01
And my point was,
18:02
when you give those kinds of those kinds of dollars away,
18:07
do you retain that talent?
18:08
Like the best of the best.
18:09
When I don't know what the, you know,
18:11
do 100 million divided by 24,
18:12
it's probably not even like.
18:14
No, it wasn't even.
18:15
No, the first, the top five people,
18:16
are they staying with you,
18:17
or are you over incentivizing them to retire?
18:20
Well, I'll tell you this,
18:21
there's different seasons of the business.
18:24
And the people at 50 million are different,
18:28
at 200 million are different at 500 million.
18:31
Now, I don't think I'm the smartest guy by any means,
18:34
but I've learned how to delegate.
18:35
I've learned how to be the face of the company.
18:37
And I've learned how to negotiate like crazy.
18:40
And I've learned how to keep the morale up.
18:42
So as the founder,
18:44
I want to be the dumbest guy when I enter the room.
18:47
Like I've, if the right CEO came across my path,
18:51
it'd be very hard because they'd have to understand
18:52
the culture.
18:53
So I might be like a co CEO or chairman of the board,
18:57
but I'm not going to give up because
18:59
I still haven't fulfilled my promise.
19:01
I need everybody that's stuck by me to win big.
19:03
And what does that mean?
19:04
Everybody's got different goals.
19:05
We got a full-time dream manager.
19:07
I really like to know what everybody's dream is.
19:09
And we're building this software understanding.
19:12
Some people's dream, unfortunately, are too small.
19:14
And some people's dreams are like,
19:17
they're bigger than mine.
19:18
And maybe they just, but when anybody says a dream,
19:21
what would you do if you want $10 million?
19:24
What does that even mean?
19:25
I don't want to hear about the money.
19:26
I want to hear about what you want to do for your family,
19:28
what you want to do for your kids,
19:30
what experiences you want to have.
19:32
Like I want to know everything,
19:33
but not a monetary number.
19:35
We could back into that number.
19:37
But what is it that you really want?
19:38
Some people like, dude, I want to do what you did.
19:40
I'm like, okay, so what does that mean?
19:42
They're like, well, I want to get to at least 100 million.
19:44
What would you do with that kind of money?
19:45
Well, I haven't thought about that,
19:46
but I know it's possible.
19:47
Would you have kids?
19:48
Yeah, I've got kids.
19:50
Well, you don't want that because there's no way
19:52
I could have raised a family and been around my wife
19:55
and made her happy if I was doing that kind of stuff.
19:57
Like literally I was working crazy, crazy hours
20:01
and on holidays and on weekends
20:02
and skipping, like I broke up with so many girls
20:05
because they were like, listen,
20:07
if I'm going to hang out with you,
20:08
I'll just ride with you in the truck.
20:09
I can't, those were our dates at the time.
20:11
Like you're going to come with me on jobs.
20:13
Quick question.
20:14
What's your go-to when you got 10 minutes
20:16
before a meeting or a workout?
20:18
For me, it just used to be whatever I could grab,
20:20
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20:22
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20:23
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20:25
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22:57
These are a whole bunch of different ideas here,
22:58
but if somebody does want to be an entrepreneur,
23:00
and wants to build anything the size of what you've built,
23:02
like I think a season of their life has to be unbalanced.
23:05
I think that's pretty normal.
23:06
I don't think I know a single person
23:08
who I've had on this podcast or myself
23:10
included and I never built anything as big as what you've built,
23:12
where even like a, even a much smaller version of that
23:16
for a couple of years, your life is chaos.
23:18
And you have to be obsessed with what you're building.
23:21
But you have to know when to shut off.
23:22
You have to know like, okay,
23:23
so now I've gotten into a certain point.
23:25
That's when you outdelegate everyone.
23:26
That's when you hand off stuff.
23:28
Yeah, look at the end of the day working.
23:30
If you look at the most billionaires,
23:31
they're not happy people.
23:33
Most, I'd say 80% of them,
23:35
because they became obsessed
23:37
and they're obsessed with the wrong things.
23:38
So you gotta be able to like reflect
23:41
and think, what are, what are the main goals here?
23:44
What do I want my life to look like?
23:45
But you gotta have purpose.
23:46
You never want to lose purpose.
23:47
Especially as a man, like you want to be a provider,
23:49
you want to go do stuff, you want to use your brain.
23:52
Like easily I could fade into the sunset and golf every day
23:54
and Hawaii and then all of a sudden they just become a lush.
23:57
So I still want to maintain purpose, just focus purpose.
24:01
And I don't need 12 other days.
24:02
I could do six hour days of focus.
24:05
And I'm still exploring things and podcasting a lot.
24:07
I'm learning new ideas.
24:08
But I bring so many ideas now.
24:10
We're not ready for all my ideas yet.
24:12
But the company will grow into a company
24:14
that's ready for everything I got to give.
24:16
Because listen, we're just doing grozers now.
24:18
20, you know, there's certain months
24:19
we were on 25,000 jobs.
24:22
Well, what if the person said this on a thing
24:23
about putting a pool table in here?
24:24
Will you do the floors and put it in a mini split?
24:26
Keep it nice and cool in here in the summer,
24:28
warm in the winter?
24:29
All of a sudden that ticket for 3000
24:31
turns into 20,000.
24:33
And there's so much opportunities.
24:35
We've maintained a lot of discipline and focus.
24:38
And so I release certain things at the right time.
24:41
And I think our team did get that from Jeff Bezos.
24:43
There's a Jeff Bezos story about this as well.
24:45
Jeff Bezos, the best story in the world.
24:48
And do you know the story about the too many ideas?
24:51
Well, yeah, he had a partner that basically came in early
24:54
and advisor and said, hey, Jeff,
24:56
you'll bankrupt us if you go to the whiteboard again.
24:58
You will literally one hour in the whiteboard
25:00
will bankrupt this company.
25:01
And he said, well, what do you suppose I do?
25:03
He goes, I want you to keep your ideas.
25:05
Keep them in a file, ruthlessly prioritize,
25:08
give them to us when we're ready.
25:09
And I played that to my team.
25:10
I played that on stage like that is me.
25:13
And he's like, why don't you build a company
25:15
over the years that's ready for all your ideas?
25:18
And so yeah, I just took his and put my own little.
25:21
Everything I do is I call it R&D, rip off and duplicate.
25:23
I love it.
25:24
There's no really authentic ideas here.
25:26
What do you think?
25:28
Because I know like when you were very young,
25:31
you were hearing your parents fight about money.
25:33
Oh, yeah.
25:34
And you never wanted that ever in your life.
25:36
And I'm assuming I don't want to put words in your mouth.
25:38
I'm assuming that's why you worked hard.
25:40
That's why you hustled.
25:41
That's why you sort of built your own thing.
25:43
I'm going to make sure that money's never a problem
25:45
in my life with my family, whatever.
25:50
You have more money than you need at this point in your life.
25:53
I mean, you can make the argument that you can keep going
25:56
and keep buying fancy new things.
25:57
But I think you're doing pretty well.
26:00
What drives you now?
26:02
Well, you know, the weird thing is
26:04
when you start out at an age here in your parents,
26:06
I used to stand on the toilet because the bathroom
26:10
was next to their bedroom.
26:11
So I could hear through the drywall.
26:13
I used to stand on the toilet and hear them argue.
26:16
And just this brokeness, it was like, we don't have money.
26:20
And my dad was very generous and took a shopping.
26:22
It was spent at fast and he was making it.
26:25
And I guess I still sometimes feel like I could lose it.
26:28
And I don't really know why?
26:31
Because I've seen so many people in my life.
26:33
They made money then they lost it.
26:35
And I'm not doing stupid stuff.
26:37
I'm not a gambler.
26:38
I'm not a drug user.
26:38
I just, I don't go down those things.
26:40
And, you know, I've got a fiance so I'm set there.
26:43
This idea of success and working out
26:45
or like even faith, well, like sometimes it's just continued
26:50
like how much better could you get?
26:52
Like I've never arrived at anything.
26:54
So now it's like, how, because I gave up,
26:58
I didn't go to church every Sunday.
26:59
I didn't hang out with friends.
27:01
I didn't see my family enough.
27:03
I didn't focus on my fitness.
27:05
You know, I didn't have a lot of fun.
27:07
So now I'm trying to catch up for those years.
27:09
You know, I really want to do a lot of stuff for a lot of people.
27:12
But one thing I don't want to do is just pass out fun tickets
27:14
to people I want to invest in their dreams.
27:16
Especially the close people in my life,
27:18
my cousins and my family like, look,
27:20
look, if you're past 70, I'm going to help you out.
27:22
You don't have to work anymore.
27:24
But if you're my age 40 or younger,
27:27
like let's invest in your ideas.
27:28
I'll help you along the way.
27:29
I've learned a lot in the process.
27:31
And I'll tell you something stupid.
27:33
I'm going to ask you a million questions.
27:34
I don't need to tell you anything.
27:35
I can ask you questions.
27:36
You'll come to your own conclusion
27:37
based on the questions I ask you.
27:39
But you think that, because you mentioned,
27:40
you mentioned telling that like, you know,
27:42
most billionaires are not happy, which I agree with.
27:44
But I think that they get too much to worry about
27:46
more money, more problems.
27:47
But they also, I think they've lost
27:48
like that original purpose.
27:50
I think there is definitely have.
27:52
There's a man's search for meaning that you lose your purpose.
27:55
You just, but the other thing is is like,
27:57
now you think about it a billionaire.
27:59
You start questioning, now this hasn't happened with me.
28:01
You start questioning people that want to hang out.
28:03
You start questioning family members
28:05
and start showing up.
28:07
She'd start breaking.
28:08
Like now you got four houses.
28:10
There's a problem with the roof.
28:11
The hot water heater went out.
28:12
You're for art.
28:13
Yeah, well, you were on the money wise, the same far.
28:17
And this is a fun podcast.
28:18
He breaks down how you spend money.
28:20
And I don't think, I mean, like I've listened
28:23
to a couple of these episodes and people
28:25
with massive amounts of wealth.
28:26
Like they talk about their maintenance costs.
28:29
On their homes, right?
28:30
And it's just an insane amount.
28:32
It's an insane amount.
28:33
So it's like, it truly is more money, more problem.
28:35
So it never ends.
28:36
You know, if you do it for the right reasons, like, look,
28:40
my cousin, his wife, they just had an anniversary
28:42
Ryan and Cheryl.
28:44
Their Fran Katie Klein was in town.
28:46
We went and saw Rob Schneider perform.
28:49
Like if you got the ability to do great things and enjoy,
28:53
like I didn't get the house to say, look at my house.
28:55
I got it because I have family there.
28:57
I've got the family office.
28:58
They all stay there.
28:59
You always invite people.
29:00
You got me over there.
29:01
Listen, I'm always going to have, like that's,
29:03
it's a bonding spot and I want to just have fun.
29:06
And I want to do cool things.
29:07
So like, ultimately, I think a lot of people are like,
29:10
look what I have.
29:10
And they compare, like, keep up with the Joneses.
29:13
And that's never going to create happiness.
29:15
And I'll tell you, there's a lot of people
29:17
that buy a massive house.
29:19
Even they downsize.
29:20
And some people don't even like to own.
29:22
They're like some of the most wealthy people in the world.
29:24
Like I don't, I don't need that liability.
29:27
Because it turns in, it's not a liability.
29:29
Hopefully it goes up in value.
29:30
The real estate does well.
29:31
But shoot breaks.
29:33
And ultimately, it could be a liability,
29:35
especially like, you don't need much more than two.
29:38
Just you get nice Airbnb's.
29:40
Flying private's super cool.
29:42
But you got to have internet.
29:43
You got to have Elon Hockey up.
29:45
Starlink?
29:46
If you don't have Starlink, it's not, it's not near as fun.
29:49
Like I'd rather go first class than private
29:52
if I can't have the internet.
29:53
The reaction that I've heard from many people
29:56
that have sold for nine figures, like high eight figures.
30:00
It's like this immediate fear that you're going to screw it up.
30:03
You're going to screw up some, and it's like, it's stupid.
30:06
Because if you just invested it in a very conservative portfolio.
30:09
5% of $200 million, you're going to be just fine, right?
30:14
You're making $10 million a year.
30:15
You're stressed out for some reason.
30:17
You're going to screw this up or that you can't do it.
30:20
I don't know if this is a universal experience.
30:21
I'm sure some people have an ego and they think
30:22
they're God's gift to business and that they're never
30:25
going to screw anything up.
30:26
But a lot of the self-aware people that I know
30:29
that don't have a huge ego, very humble, successful people,
30:32
like for a moment, you're worried about all the things
30:35
you mentioned.
30:36
Am I going to screw this up?
30:37
I don't have to figure out how to invest just because I'm
30:39
a good operator.
30:40
I mean, I'm a good investor.
30:41
I don't have to audit everybody who comes into my world
30:44
because are they liking me for me?
30:46
Are they going to take advantage of me?
30:48
So all these rich people problems, of course, for sure.
30:53
But I think that anybody who's on this journey,
30:57
at some point, if you stay in this game long enough,
30:59
you'll find a way to make more money
31:01
than you even thought possible.
31:02
Like in all seriousness, again, it's like time in the game.
31:05
If you stay in the game, you will make more money
31:07
than most W2s ever will earn.
31:09
Listen, I'm two decades into this and I've already
31:12
had success, so I'm like a guarantee now.
31:15
But most businesses fail.
31:17
If it was easy, everybody would do it.
31:18
You give a piece of your soul away.
31:20
For a temporary time, sometimes a temporary time
31:22
is two years, sometimes it's 10.
31:24
But there's a lot of problems.
31:26
There's a lot of people that turn their back on you.
31:29
A lot of backstabbing.
31:30
There's a lot of people that aren't loyal.
31:33
And by the way, loyalty goes both ways.
31:35
There's a lot of owners that don't do shit
31:36
when they sell for anybody in their company.
31:38
And they say, this is my and this is my family's.
31:40
We took all the risk and that's not.
31:42
So it goes both ways.
31:43
By the way, there's more shitty owners
31:45
than there are shitty employees probably.
31:47
I was alluding to that when I was talking about
31:48
the $100 million being paid out.
31:51
I've been part of exits.
31:52
And I've seen a lot of friends exit.
31:54
They don't all pay out their employees.
31:56
Most don't.
31:57
Oh, look, if you do, there's still somebody
32:00
that thinks they got screwed.
32:01
And you know, I just wish it was,
32:03
I mean, my CFO calls me Santa Claus.
32:05
But literally, after this, everyone's
32:08
going to go figure out how to install garage doors.
32:10
They're going to, look, I'll tell you this.
32:12
My buddy that I'm meeting tomorrow in Naples,
32:15
he's got a garage door company.
32:16
He's very successful.
32:18
He exited a massive HVAC company.
32:21
He goes, dude, I cannot stand garage doors.
32:23
He goes, it's not even in this hemisphere.
32:25
He goes, the minute my non-compete
32:26
something going back to HVAC.
32:27
I've never met anybody that went into the garage
32:29
or has been like, this is it.
32:31
It's just 20 years.
32:32
If you do anything for 20 years,
32:35
you're more than likely to be successful
32:36
if you make it through the hard times,
32:37
which is hard to make payroll.
32:39
And just the times when you don't want to go
32:41
and you have to go when it's like a nightmare.
32:43
And you're just like, dude, can anymore.
32:45
I remember, we bought this new building
32:46
and the bank gave me a bridge alone waiting
32:49
for the, I was going to get a loan from,
32:54
what is that called?
32:56
Like a small business association loan, SBA.
32:59
Yeah.
33:00
And for some reason I got turned down
33:01
and they're like, well, this bridge loan,
33:03
you didn't get the SBA.
33:06
How are we going to work this out?
33:07
I go, well, I'm in the building.
33:11
I can make payments.
33:13
I kind of got a leverage here.
33:14
I didn't tell them that, but I'm like,
33:16
and my COO at the time, the Adam guy was talking about
33:19
goes, what are we going to do?
33:21
And I remember me and Adam went to my neighbor's house
33:24
and we were all really good friends,
33:25
still good rate friends.
33:27
And Tim's, Tim's my neighbor's grabs us a beer
33:31
and he's like, so how's business going and Adam goes?
33:34
He shakes his head, he's like, it's bad.
33:37
And like, that's winter and I'll sunken.
33:39
My stomach just went hollow.
33:41
Like I didn't ever say it out loud.
33:42
Like I knew what was going on
33:44
and it was hard, man.
33:45
I was like, holy shit.
33:48
Like I'm taking out equity lines to pay stuff
33:51
and I try to guarantee I'm assuming too.
33:53
What's that?
33:54
They're personally guaranteed.
33:54
Oh, everything, everything was personally guaranteed.
33:57
I mean, I put it all on the line.
33:58
I rolled the dice way too many times.
34:00
I doubled down.
34:01
I just pushed it back in.
34:03
And you know, but put me in a tight spot.
34:06
That's when I do my best.
34:08
Like I got this switch that I'm like, all right.
34:11
And that's when I turn into the bad cop
34:13
and I get rid of people downsize, I close markets.
34:16
I do whatever I have to do because survival of a fittest
34:19
and I know how to survive.
34:20
I've done it too many times.
34:21
But that's not a position you want to put yourself in
34:23
or a position you'll ever be in again.
34:25
But that's the fight or flight
34:26
that very few people have.
34:27
But I think that, again, speaking to entrepreneurs,
34:31
I think at any point, every entrepreneur ever
34:34
has gone through a period of that.
34:35
It's not that, it's not that they're all going to double down
34:41
and take super high risk.
34:43
Like sometimes you can take relatively low risk
34:46
and things work out and you find product market fit
34:48
and you scale a little bit slower or whatever.
34:50
But I think that at some point there's going to be like
34:52
a moment in every entrepreneur's life
34:53
that is exactly like what you're describing
34:55
where you just get this feeling and you're like shit.
34:57
What do we do now?
34:58
And I truly do believe that your ability to succeed
35:01
is based on how you react in those moments.
35:04
Because I was talking to this guy.
35:06
He has a publicly traded holding company.
35:09
So he has a whole show.
35:12
Yeah, a shell and he buys companies
35:13
and he's like, I thought there was going to be a good idea.
35:15
He's like, Scott, every single day I get more anxiety
35:19
than most people would ever deal with in their lifetime.
35:21
And I allow myself five minutes to be angry or stressed
35:26
or whatever and then it's just like,
35:28
I got to shut that feeling off and go back to work.
35:31
And there's levels of stress.
35:35
It's first of all because he has a shell company
35:38
and there's investors that he has to deal with
35:41
when the stock goes down, whatever investors aren't too happy.
35:44
Obviously, all his portfolio companies,
35:45
if they work well or not,
35:46
one of his portfolio companies was a crypto company.
35:48
So some of his bank accounts were getting locked out
35:51
and frozen.
35:51
One of his other portfolio companies
35:53
was creating components for the Iron Dome in Israel.
35:56
So he was getting death threats right after October 7th.
35:59
So he's like, it's not just business stress.
36:03
That's more to it.
36:04
He's like, we had to install metal detectors,
36:06
arm guards at the front door of our office
36:08
because people were saying they're going to come kill me.
36:10
So this is extreme examples, obviously.
36:13
But the point is you just learn to either deal with it
36:19
or you just can't play this game.
36:20
I've even thought about like, love him or hate him.
36:24
Like the amount of stress that Trump deals with,
36:27
I think he is immune to feeling stressed anymore.
36:30
I mean, most people don't get indicted
36:32
and then jump on stage the next day
36:34
and give this little talk when you're running
36:36
for president of the US.
36:39
I don't know what was going through his mind,
36:41
but that dude is a soldier.
36:42
And he's, this is the difference
36:46
like between a lottery winner and where I'm at
36:48
is I was bred through life's challenges
36:52
to be able to understand compound interest money
36:54
and to be able to say, look,
36:56
everything I've for the most part,
36:58
like mostly everything is appreciating.
37:01
It's going up in value.
37:03
And like I don't go out and like even the boat I'm building,
37:06
you're building a boat?
37:07
Yeah, it's called a standcraft.
37:08
It's an all wooden boat.
37:09
It's like you're building a boat.
37:10
Yeah, it's in court of lane.
37:13
But like that boat is an art piece that'll go up in value.
37:16
I was going to tell you, you know,
37:20
Jim Carrey once said, I hope everybody gets filthy rich
37:24
and becomes famous.
37:25
Then they'll understand that's not the answer.
37:28
And you know, there's certain people,
37:32
my brother-in-law worked at GE,
37:33
now he's the CEO of the family office
37:35
and he would go to India.
37:37
And he'd tell me stories about these little kids
37:39
that were basically homeless,
37:40
but they'd be in a car and the eight of them
37:43
and a tiny car and just yawning out singing.
37:46
And you got to understand like he really need to sit down
37:49
with yourself in a quiet dark place.
37:52
And just really think about what gets you going?
37:54
What is those happy moments where you feel like amazing?
38:00
And a lot of people that work with say,
38:02
like I do it all for my family, I'm like,
38:04
that's bullshit, you should be doing it for you.
38:06
You need to love yourself first.
38:08
And if you don't love yourself,
38:09
there's no point in doing anything.
38:11
Like you'll never show up for anything you care about
38:13
if you don't start to find that in a piece
38:15
and think you deserve more.
38:16
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HubSpot is a success story partner.
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Now look, if you're in marketing right now
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39:40
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You are creating content for 12 different channels.
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You're launching campaigns, you're scoring leads,
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you're analyzing all the data.
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supposed to do great marketing.
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40:46
If that's anybody who takes this on,
40:48
you demand a people that I've interviewed
40:51
that have said like, I didn't pay tax for several years
40:55
because I needed that capital to go back into the business.
40:56
Like just like dumb shit like that.
40:58
Like I mean, these are normal stories.
41:00
But for most people, this is like,
41:02
what do you mean is what I got to do?
41:03
Well, I just got to figure it out.
41:05
Yeah, you know, taxes I remember getting my CPAs
41:07
like dude, you have 300,000.
41:08
I'm like, I don't even have that in my bank account.
41:10
Well, let me look at those tax forms.
41:13
He's like, no, but you made this.
41:14
I'm like, there's not money in the account.
41:16
How did I make it?
41:17
He's like, well, you bought all those new trucks
41:19
and you got a warehouse full of inventory.
41:21
You can't write off inventory.
41:22
Here's what I figured out if you're doing cash
41:24
to kind of which most people should be doing a cruel.
41:26
What I would do is call all my vendors in December
41:29
that I'm doing marketing with, all the mailers,
41:31
every single company and say, could I prepay you for six months?
41:35
And I could prepay them, get a better fee.
41:38
So I negotiated down 30% because you're paying them up for it.
41:41
And then I'd pay it and I'd get that written out
41:44
but you can't do that with inventory.
41:46
You could do that with marketing.
41:48
And so there was some cool stuff I was able to do.
41:50
Now with when you do a cruel, that's why banks.
41:52
But you learn this shit by going through the fire.
41:54
I went through the fires, man.
41:56
I was like, dude, I'm going through the fires.
41:57
Yeah, they don't teach you this in school.
41:59
No, no, no, none of this stuff.
42:00
I got, I got an MBA.
42:01
I didn't know any of this stuff.
42:03
I was taking apart annual reports for Home Depot
42:05
doing useless stuff that didn't deliver.
42:09
I learned how to network.
42:10
I learned how to public speak.
42:11
And I hung out with the right guys in my MBA.
42:13
And I learned about search engine optimization
42:15
and editing videos and like,
42:17
yelp and what yelp meant.
42:18
And a little bit of psychology.
42:19
But overall, when I do it again, probably.
42:23
But I don't know if I'd, here's what I'm nervous about, AI.
42:28
I mean, I'm cautiously optimistic,
42:29
but the world's about to change.
42:31
Like, combine the telephone with Alexander Graham Bell.
42:35
Combined, so the telephone, the industrial revolution,
42:38
which was able to feed and farm everything.
42:41
Combined the handheld cell phone,
42:43
which is a computer in your pocket.
42:45
Combine all those things.
42:46
Dwarfs, what AI is going to do.
42:48
All of them put together times 10.
42:49
Still dwarfs, what's about to happen?
42:51
Yeah, I know, I know.
42:53
But so tell me why?
42:54
Because a lot of, you know, white collar,
42:56
knowledge workers, for sure, they're going to be in trouble.
42:59
Why does service based?
43:00
Like, what are you scared about?
43:02
Well, my whole marketing is, like, look,
43:04
what we dominate on everything we do.
43:08
And it's like, here's the deal.
43:10
If you were going to be number one in the 90s or the early 2000s,
43:15
all you had to have is the triple truck in the yellow book.
43:17
You were guaranteed.
43:18
If you were the first one in with the double page,
43:20
then they did a triple truck with this.
43:21
Can I say something to you?
43:22
I know that you named it A1.
43:24
Yeah, if you wanted to rank.
43:25
It's like, like, anything of a medical A1.
43:27
OG SEO.
43:29
Yeah.
43:30
Anything of a medical A1 pops up.
43:31
The only thing that beats triple A,
43:34
A1 comes before triple A.
43:35
The only thing that beats A1 is 1A.
43:38
And 1A doesn't really mean anything.
43:39
A1's like A1 from day one, dude, I'm top notch.
43:42
So, like, this whole world's about to change.
43:46
And I'm ready for it, and I've got enough network
43:49
that we're on the cutting edge of everything.
43:50
We're looking at everything right now.
43:52
We're learning, I don't care, Reddit,
43:54
I don't care what we're doing.
43:55
We're going all in on everything,
43:56
thumb, tech, and Angie.
43:57
And now it's like, this was our marketing.
44:00
We knew how to do it.
44:01
Now it's opening back up to all these things.
44:03
And anybody that says they know how to beat the system,
44:06
in my last for 60 days, but you gotta have an omniproach.
44:09
You gotta be AB testing.
44:10
You gotta be looking out.
44:11
And am I worried?
44:13
Not really.
44:14
But am I like, wait a minute.
44:15
Bill Gates just came out and said,
44:16
in five or six years, you're not going to need to work.
44:19
Robots are coming on next year,
44:20
a $20 trillion market cap that Elon Musk,
44:23
and now there's 10 other ones.
44:24
I was with one of the founders of Bessimer,
44:27
one of the largest investment in software companies
44:29
on the planet, venture capitalists.
44:32
He said, there's 10 companies working on Fusion.
44:35
We're betting on one of them.
44:37
Fusion is the answer to all of energy problems in the world.
44:42
Which is great.
44:43
Getting away from oil and everything else.
44:44
Windmills are shit, solar shit.
44:47
I mean, it's just all, everything.
44:48
But this is like the next three years.
44:50
He said in the next two, there'll be a solution.
44:53
And then I was with the old CEO of Google
44:56
at a Goldman Sachs event.
44:57
He goes, look, Silicon Valley and San Francisco,
45:00
we believe in the next three years,
45:01
there's going to be things that happen
45:03
that change everything.
45:05
The way humans interact and do everything.
45:08
And he didn't allude to what it was.
45:10
But I'm like, hmm, hmm.
45:12
Because I would love to live in a utopia
45:15
where we could just, but I'm trained to like purpose,
45:18
purposeful stuff.
45:20
Like I want to do fun things that like, I win.
45:24
And some of that's business, some of that sports,
45:27
some of that's just working out.
45:29
But like, I can't imagine a world
45:32
where there's just like, well, what are you going to do today?
45:33
Well, whatever we want.
45:34
I mean, I have days like that.
45:35
I have a lot of vacations and fun stuff.
45:39
Like for the rest of your life, you lose purpose.
45:41
You lose, but I want to point something out too.
45:42
Like you are a service-based business.
45:45
We're not going anywhere anytime soon.
45:47
No, but I think that I think that most people
45:49
in like service industries or like legacy industries
45:53
or whatever you want to call them,
45:54
I don't think that they're paying half as much attention
45:56
as they should.
45:57
Like I think that the average SaaS startup
45:59
is paying attention to AI, is paying attention probably
46:02
to if you have an issue for like shipping logistics
46:05
and you're an early stage startup, you're wondering,
46:06
okay, how do we incorporate our solution
46:08
into like a robotic workforce, for example,
46:11
and not do we deploy that like, I know there's a company figure
46:14
and the CEO's bread adcock.
46:16
And I think right now, if I'm not mistaken,
46:19
I think it's BMW, they already have robots
46:20
that are replacing people.
46:22
It's basically factories.
46:23
Robotics, 500,000 jobs.
46:25
Amazon, yeah, warehouses.
46:26
So all these forward-looking companies are researching this.
46:30
But there are so many industries
46:32
that are going to get screwed.
46:35
So here's the predation of everybody.
46:37
And by the way, I don't know what my team thinks.
46:40
I think some of them know what I'm doing.
46:42
But I'm out being curious and asking questions
46:44
that go on in the right doors and meeting the right people.
46:47
And I'm a forward thinker.
46:49
And I'm not thinking next year,
46:50
I'm thinking five, 10 years down the road.
46:52
Like I taught I miss vehicles.
46:53
What does that do for garage doors?
46:54
Like I'm thinking about a lot of things.
46:56
And the big are going to get massive.
47:01
The early winners will start eating everybody's market share
47:05
just gobbling up businesses.
47:07
There will be way more losers than winners.
47:09
And the winners are going to win massively.
47:12
So if you're not paying attention, this is your wake up call.
47:15
And you better be a forward thinker.
47:16
You better be curious.
47:17
You better be asking questions.
47:18
You better be paying attention.
47:19
You better be reading.
47:20
You better be showing up to the right conferences.
47:21
You better listen to podcasts.
47:23
Every single thing you could do because it's the people
47:26
that just put their head down and say,
47:27
I'm going to go to work.
47:28
They're missing out.
47:29
And don't get me wrong, I enjoy focus.
47:31
But you got to be exploratory.
47:32
You got to be learning new things every day.
47:34
Okay, so then people and I'm making an assumption
47:36
people in service industry are not as forward thinking.
47:38
When you talk to your peers,
47:39
are they all looking into AI?
47:41
Or are you?
47:42
Well, I surround myself with only a select few
47:45
that we can talk.
47:46
Okay, but no, when I'm talking, these aren't even,
47:49
you know, there's a couple companies that might be.
47:51
They're in a stage.
47:52
Most people I know that they're like having so many issues
47:56
and so many big goals and they're falling short.
47:58
The weather's not right and all these things.
48:00
I will say that the business that runs solely on systems
48:04
and our CSRs have scripts and we got script compliance.
48:09
And we've got exact script compliance in the field
48:11
where we've got tools that listen to the conversation.
48:13
And like, we know if you drive wrong,
48:16
we know exactly where it went to,
48:19
when it shows up where it's at,
48:20
like the pizza being cooked in the oven that shows you,
48:22
we know all those things.
48:23
So I'm so forward looking because I don't have the fires anymore.
48:27
Like we don't get distractions like we used to get,
48:30
but somebody's getting a phone call saying,
48:32
all hell just broke loose.
48:33
We don't get those calls anymore.
48:34
You don't, you have the time.
48:36
We have the time and I would say,
48:37
look, I won't say that for everybody in my team.
48:39
My COL works very hard in a lot of meetings.
48:42
And that's one thing he knows he's got to do
48:43
is start being shorter meetings.
48:45
Instead of an hour meeting, make it 10 minutes.
48:47
Yeah, he's got to take a page from your playbook
48:50
and fire himself from some of the things he's probably doing.
48:53
But yeah, I think that that's it.
48:55
Like if you, if you,
48:56
because you can build a business and be a firefighter
48:58
for a significant part of the,
49:01
the journey when you're building that business,
49:02
but then when an opportunity comes up,
49:04
you don't have the mental bandwidth to go figure it out.
49:07
And then there's going to be some startup
49:08
that does have the time and the energy
49:10
and the mental bandwidth to go figure out
49:11
that's going to take your shit.
49:13
Well, how do you hire people smarter than you?
49:16
And I would say most of the people,
49:18
they're very, very smart on my team, the C suite.
49:21
And they do a pretty good job.
49:22
But one wrong hire that you put the trust
49:24
and two could set you back six months.
49:25
I mean, it was very hard to get my CFO,
49:27
my CO and my CFO share an EA.
49:30
I couldn't get him to hire an EA for years.
49:32
And I'm like, guys, how are you still looking at your email?
49:35
Why?
49:35
People have such an issue delegating,
49:37
even at that level, like you're, you're a CFO,
49:40
a COO of, you know, like a, a billion dollar company.
49:44
I mean, at that point, you should be having an EA.
49:47
Well, the deal is is like, off your table.
49:49
What are they going to do?
49:50
I got to look at the email and respond,
49:51
how they're going to respond for me.
49:53
Like they're not going to know how to book the tickets.
49:54
I don't like to sit in the aisle.
49:55
I like to sit in the window.
49:56
That does not mean, but everybody has,
49:58
it only takes five minutes to book a flight
50:00
and book a hotel in other five minutes.
50:02
It only takes me about an hour to check
50:03
all my emails and respond to them.
50:05
And like, what are they going to do?
50:06
Like, how do they know?
50:07
So it takes three months to train,
50:09
and that's to get somebody barely up to speed.
50:12
So you're like, and then you're putting all this trust,
50:14
what if they fail?
50:15
What if they make a mistake?
50:16
How would they know how I think?
50:17
And so there's a lot of things that they go,
50:19
man, if I delegated this,
50:21
what if it doesn't get wrong, done right?
50:23
And most people, like you should race
50:25
towards people failing.
50:26
Like if your EA screws up,
50:27
that's a lesson learned that's never going to happen again
50:29
if you hired right.
50:30
And then what's, what system did you create?
50:33
What, how do you make sure that no other plane gets booked?
50:38
If I got, why do I have three layovers?
50:41
Never do that again, then it'll never happen again.
50:43
And then you never have to do it again.
50:44
So it's very tough to go through the pain.
50:48
And then the worst is you get somebody that's dialed
50:50
and everything's perfect now.
50:52
And then something happens.
50:53
They quit, their husband's got to move whatever it is.
50:55
And then you just lose all trust.
50:57
And I've been through that and I'm like,
50:59
are you better off delegating and trusting and failing?
51:02
Or better off just continuing to run the road on your own?
51:06
And it's so much better to put trust in people
51:08
and you get screwed over a little bit.
51:10
Things happen wrong, but it's all learning experience.
51:14
Race towards failure.
51:15
I like that.
51:16
How do you find the A players?
51:18
Well, usually at our size A players find us.
51:22
I mean, I'm very fortunate.
51:23
But in the early days, listen, you got to find the right person.
51:25
It's very hard to do really great interviews.
51:28
And you got to check who they work for, why they leave.
51:30
You got to ask the right questions.
51:32
And then here's the best news.
51:34
I learned this from Kevin O'Leary.
51:35
And I've done this.
51:36
I did it before he even set it.
51:38
So I knew I was on to something.
51:40
But if you get a really important person,
51:42
say, listen, we're going to try this out for 90 days.
51:44
I want to make sure you love me.
51:45
I'm a hard person to work for.
51:47
And that would get along good.
51:48
And I'll pay you more as a 1099 contractor
51:51
than I will as a W-2.
51:52
When you come on, you'll get all the benefits.
51:54
But here's my expectations of you.
51:56
It's a few pages.
51:58
It's pretty clear.
51:59
I want to know what your expectations are of me,
52:01
how to really lead you in the right way
52:03
and make sure we get along great.
52:04
And if we both love each other at the end great,
52:06
but let's just agree right now, if something doesn't go right,
52:08
it's no big deal.
52:09
I'll still tell people how amazing you are.
52:11
Maybe we just don't click.
52:13
So you get that trial.
52:15
And you try it before you buy it for both parties.
52:18
Last thing I want to go into,
52:19
because you've built, again, massive business,
52:24
but there were points in your journey
52:25
like where you let your health go.
52:27
You mentioned before where some relationships didn't work out.
52:30
I know now it's just like a broad topic,
52:33
but now you're a little bit closer to God
52:34
than I think you wear certain parts in your journey as well.
52:36
So the point is I don't like when people build
52:39
and then they let their physical health,
52:42
mental health, relationships, spiritual,
52:44
all that go to shit.
52:45
I think that that's, I think that I don't think it's necessary,
52:49
but I know it happens to a lot of people.
52:51
I truly do believe that there's ways to at least maintain.
52:55
I don't think they're always going to be like killing it
52:56
and every single bucket simultaneously,
52:58
but I mean, argue with me or not,
53:01
but if you agree,
53:03
then what would you do differently
53:06
while you were on the come-up
53:07
so that you don't let all those other things
53:09
sort of go by the wayside?
53:10
Yeah, so there's 168 hours in a week.
53:13
If you spend 60, let's just say you spend 70 working
53:16
and 50 sleeping.
53:18
You still got, still got 50 hours left.
53:21
Every single person listen to this podcast,
53:24
focus on time management,
53:27
focus on setting your alarm clock versus your bedtime alarm
53:32
versus your alarm clock.
53:33
Focus on how to be more efficient with your time.
53:36
You know, there's certain things you could do
53:37
that you think take an hour,
53:38
but you could get it down to five minutes.
53:40
Continuous improvement on your schedule
53:43
and learning how to delegate, don't dump.
53:45
Delegate means here's what needs to be done.
53:47
Here's why it needs to be done.
53:49
Here's when it needs to get done by,
53:50
here's the resource you have available.
53:51
Here's what you get if you get it done.
53:52
Here's the time we're going to meet up to discuss
53:54
if it's getting done so you don't procrastinate.
53:56
And if you delegate and document delegation correctly
53:59
and it's not easy to do,
54:00
these are new habits that you've got to learn.
54:02
Everything comes easier
54:04
and I've just got this memory, I don't forget.
54:06
Like if I want to get something done,
54:07
I'll wake up in the middle of the night
54:08
and be like, did we get that done?
54:10
And people know that about me.
54:11
They're like, dude, how do you remember all this stuff?
54:12
I'm like, look, I sent you this email
54:16
and I don't send emails anymore.
54:17
But if anything, you communicate with me through text,
54:20
that's about it.
54:21
I mean, maybe a Facebook message is there in there
54:23
but I'm at the point now where,
54:25
if I could delegate text messaging, I would.
54:27
There would be like, you'd have my number,
54:29
I'd probably have 150, 200 people.
54:31
Because it's literally like, I get more text messages about,
54:34
hey, what do you think about this?
54:35
And I'm like, it's all about delegation.
54:37
Well, have you read my book?
54:39
Have you listened to my podcast?
54:42
People like, if you were me, what would you do?
54:43
I was like, go learn, study.
54:45
Go find somebody that's in your industry.
54:47
That's, because when you become successful,
54:50
you want to, you want to pay it forward.
54:51
You're like, most people are like,
54:53
but you don't want to do it for the dumb people
54:55
that ask dumb questions that don't listen,
54:57
that tell you how good they're going to be
54:58
and how amazing.
54:59
And I'm going to be just like, and I'm like,
55:01
dude, you come in and humble.
55:02
Like, I used to walk in there with a notepad
55:04
into these big shops.
55:05
I'd smile, I'd be respectful, I'd buy everybody lunch,
55:08
and I'd learn, I'd go hang out,
55:10
watch them take inventory, watch some train,
55:12
and they were like, yeah, you really enjoy this stuff.
55:14
And I'm like, listen, I'm not going to let you down.
55:15
I'm not going to call you again until I do what you don't
55:18
me to do.
55:19
I'm going to first implement what you did
55:21
before I call you back.
55:22
And they just respected that.
55:24
Everybody, all my mentors were like, you're the real deal.
55:27
That's how you track the people that are actually
55:28
in the right direction.
55:29
Yeah, you don't disrespect their time.
55:30
You act, you're just super curious.
55:33
You're not bragging about yourself.
55:34
You're not telling them all your dreams.
55:36
You're asking really good questions.
55:37
And when they ask you a question, you could respond.
55:40
But so many people, they want to talk about themselves
55:41
for three hours.
55:43
And they never, they sit down with a guru.
55:45
They never got to get the questions answered.
55:48
And if you were me, what would you do?
55:49
Well, you don't have any year numbers.
55:51
You don't have any business plan.
55:53
You don't have any KPIs.
55:54
You don't have a CRM set up.
55:56
I don't even know, what's the tenure
55:58
of your average employee?
55:59
Like, what are your goals?
56:01
When they come in and they want you to just,
56:02
and everybody thinks there's a silver bullet
56:04
and there are no silver bullets, dude.
56:06
There are not.
56:07
You hire right, you take care of people.
56:09
Those are not silver bullets,
56:10
because you're going to make a mistake in that process.
56:13
But at the end of the day, if you do want to track the people
56:15
that are going to change your life, like show up with respect.
56:18
You got to define, look, you met Gina, right?
56:21
And I don't think you probably did this,
56:22
but you probably were thinking, like, what,
56:24
what do I want in a woman?
56:25
You probably went through other relationships
56:27
and you know what you didn't want.
56:28
You know, if you really thought about it,
56:30
you wrote down a list.
56:31
You would read this list out loud,
56:33
and be like, man, I got to become a better version
56:34
of myself to even a server girl like this.
56:37
And so when I want to attract the right people
56:39
into the business, I wrote down 30 things
56:41
I would need to become, to even be worthy to even attract them.
56:44
Like a great communicator have the best benefits.
56:47
Make sure that I'm doing open book management
56:49
that everyone knows where we're at.
56:50
And I'm communicating all the time,
56:52
showing them the plan, caring about their dreams
56:53
just as much as my own.
56:55
Like I wrote down all these things,
56:56
and it's not perfect.
56:57
I would say I'm a work in progress, I always will be.
56:59
But I'm always shooting for the next level
57:02
to become a better leader for them.
57:04
And I will say it goes both ways, though.
57:06
I wanted to tell you quickly, Gina Whitman.
57:10
I know I'm going back to something here.
57:11
Gina Whitman sold his company EOS.
57:13
It's probably one of the best management philosophies
57:15
in the world, like the rocks
57:17
and the way you have meetings and take off a month.
57:19
And a lot of people sell their business
57:21
and they feel this empty void of just pure emptiness.
57:25
They make a lot of money.
57:26
They're sitting on, there's gold bars everywhere.
57:29
They got more than enough money to do whatever they want
57:31
for anybody in their family.
57:33
And yet there's this massive void of just nothingness,
57:37
of just a loss of purpose, a loss of their identity.
57:41
Their work has become their identity.
57:43
And it happens with everybody.
57:45
And all of a sudden you sell and you've got all this money.
57:48
And he wrote the book Shine.
57:50
And he came up with 40 alternatives of what you do.
57:52
Sometimes it's Ioska trip, sometimes it's deep,
57:55
you know, see a shrink.
57:57
But whatever it is, like for me,
57:59
I didn't lose my identity, become still a CEO.
58:01
And I built other meaning in other things.
58:03
I can invest in other businesses,
58:05
but still my rock is still I won.
58:07
And it always will be because that's my like,
58:10
that's what changed everything.
58:11
That's what changed a lot of people's life.
58:12
But it changed my life, it changed my family's life.
58:14
Listen, we added, with through browsers,
58:16
we added the generational curse.
58:18
That was literally a cord around my neck, my family.
58:25
The generational curse, we sniped that modify.
58:28
But I think that actually that answer is like,
58:30
in a roundabout way, I actually think that answer is like,
58:32
my question, because yes, your identity can be your business,
58:35
but it can't be like your worth either.
58:38
So like your identity can be your business, it's good.
58:41
It's important.
58:42
Like it got rid of this generational curse.
58:44
But at the same time, it wasn't like the,
58:47
you don't define yourself only.
58:49
Like Tommy is not just a one.
58:53
But I think that a lot of people just become their business,
58:54
only their business.
58:56
And that's why they lose purpose when they sell exit, whatever.
59:00
Like even if you sold an exit, listen,
59:02
I don't think that you would lose purpose.
59:04
I mean, look at the end of the day, I want to use my brain.
59:08
And I don't want to do it through cross repusals.
59:10
No, I understand that.
59:11
So how do you use your brain?
59:13
And I've invested in a lot of things
59:14
that I get to use my brain, but I've built so much chemistry
59:17
in my business.
59:18
And it took years and years and years and years.
59:20
I know every single, the leaders I know so well.
59:25
And I don't need to communicate.
59:27
Like sometimes I can look at somebody,
59:28
we automatically know what's going to happen.
59:30
And that takes years in the crumb lottery that comes with that.
59:33
But I will say, you know, I have a mentor, his name's Cameron Herald.
59:36
And he goes, look, you know what I hate the most
59:38
is when people say, what do you like to do?
59:41
Oh, I like, you know, I love to work.
59:42
Like I really built the job I love.
59:44
I love to go into work and he goes, dude, what about your BS?
59:48
He was, what'd you like to do when you were 13?
59:50
He said, what were you fascinated with?
59:52
Did you like to hunt?
59:52
Did you like to collect baseball cards?
59:54
Did you like to go to movies?
59:55
Did you like to go bowling?
59:56
What kind of leagues were you in?
59:57
Like find out what you love outside of what you consider working.
1:00:00
And I was like, we were having a podcast and he goes,
1:00:05
what do you like to do?
1:00:06
And I was like, well, no, I'm not going to tell you like to work.
1:00:09
Do you think that it's important to have hobbies outside of what you do?
1:00:13
Look, I think you're more balanced and you think you're balanced.
1:00:17
The way you come across, when you talk to me,
1:00:20
you don't sound like you're balanced at all.
1:00:21
But I know you.
1:00:22
And I actually think you're very balanced, which is interesting to me,
1:00:25
because I know people that are more obsessed
1:00:27
that don't have good relationships, that don't have good health,
1:00:30
that don't have anything else in their life.
1:00:32
And I actually think you have all of that.
1:00:34
But that's what I see outside looking in.
1:00:35
Like I see somebody who's built a nine-figure valuation business.
1:00:39
You say that you can't do anything but work
1:00:42
because you have to use your mind.
1:00:44
But I think you are selling yourself short.
1:00:47
And I think that most people would look at you
1:00:49
and say you have incredible balance for what you built.
1:00:52
That's my interpretation.
1:00:53
Well, look, I will say that it's gotten better every year.
1:00:57
And I build, I'll tell you, I got a whole file on my phone
1:01:00
of when I turned 45, I'm 42, you might say, why 45?
1:01:03
Well, I still got an obligation here for the next few years.
1:01:07
But it's not going to change when I turn 49 and 364 days.
1:01:13
It's got to be a plan.
1:01:15
And this includes everything from meditation, daily journaling.
1:01:18
It includes what my work life, like you got to manifest it.
1:01:22
This is my biggest, if you could learn anything from this podcast,
1:01:25
everything that I do is by design.
1:01:27
It's setting a big goal.
1:01:29
It's writing it down.
1:01:30
And what needs to happen?
1:01:32
You don't wake up one day and it's all there.
1:01:33
You don't go, man, I'm at 6% body fat.
1:01:35
First, you got to get to 15, and you got to get to 12,
1:01:37
then you got to get to 10.
1:01:38
And there's got to be disciplines
1:01:40
within their macro scouting, you get the right protein.
1:01:42
You got to have the right cardio.
1:01:44
You got to have the right doctor to make sure your glands
1:01:46
are, you know, the testosterone levels and everything else.
1:01:49
So like, that's everything.
1:01:50
If you want to be a strong Christian,
1:01:52
you don't just wake up one day.
1:01:53
I'd be like, man, my face is amazing.
1:01:54
You got to go to church and you got to spend time with the Lord
1:01:56
and you got to pray and you got to get involved with the community.
1:01:59
So like, everything I'm doing is by design.
1:02:03
And you wonder why, like Jeff Bezos,
1:02:04
does it work 60 hours a week?
1:02:07
He doesn't.
1:02:09
Elon Musk does, but he's got five freaking companies.
1:02:13
He spent, he goes into each one for five hours every other week.
1:02:17
Finds the problem, solves them, stays out of people's hair.
1:02:19
I want people to connect with you.
1:02:21
Where do people go to get your podcast,
1:02:23
connect you on social, where do you want to send them?
1:02:25
TommyMello.com has all my handles.
1:02:27
The podcast is home service millionaire.
1:02:29
If you like home service, if not the mellow millionaire,
1:02:32
you were on that amazing guest.
1:02:34
You know, you're, you've got a massive following
1:02:37
and you're just a good guy.
1:02:38
So if you could only pass on one lesson to your kids,
1:02:41
the most important lesson that's changed your life,
1:02:43
what would that lesson be in life?
1:02:44
Yeah, so on my casket, I want two things.
1:02:46
Number one, best dad in the world,
1:02:48
which is nothing to do with your question.
1:02:50
And I don't have kids yet.
1:02:51
But number two, the most curious man.
1:02:54
And my favorite three letters that I teach everybody
1:02:56
in my training is ASK.
1:02:58
Ask, go for no, you got to ask more questions.
1:03:02
Be more curious, be willing to do the work.
1:03:04
So I think no matter how good your success is,
1:03:07
be curious, like go learn more.
1:03:09
Use your brain, don't let it just die.
1:03:13
Success leaves clues.
1:03:14
So make sure you're getting, look,
1:03:18
there's a couple of things when you're asking,
1:03:20
hang out with people you got a common future
1:03:22
instead of a common past.
1:03:24
And manifest what that future is going to be.
1:03:26
Get into the right rooms with the people.
1:03:28
If you really wanted to be a percent body fat,
1:03:30
you'd probably, I would see who your top five friends
1:03:32
you hang out with.
1:03:33
And you guys are eating very, very clean.
1:03:36
And if you're wanting to be like really close
1:03:38
and you say you're religious,
1:03:40
show me your five friends.
1:03:41
If you want to be a drug addict and go to the strict club,
1:03:43
look at your friends, you will become who you hang out with.
1:03:46
So when you're curious, be curious to the right people.
1:03:50
That's what I tell my kids is listen,
1:03:52
get in the right circles, ask great questions,
1:03:54
and never feel like you're there.
1:03:56
Never feel like the day you feel like you've arrived
1:03:59
is the day you could throw me in the casket.