How I Built a $1.7B Business Repairing Garage Doors
About This Episode
Tommy Mello, founder of A1 Garage Door, shares his journey from a manual laborer to building a service business valued at over $1.7 billion. He explains the critical shift from a hustle-based mindset to a systems-oriented leadership approach that allowed him to scale nationwide. The conversation dives deep into marketing psychology, elite employee training, and the high-multiple potential of the home services industry.
Episode Description
Show Notes
- 0:00A1 Origin story
- 14:04Learning persuasion
- 18:36Finding the blueprint
- 23:00Kill the hustler
- 25:53Training (employees) like a SEAL
- 28:50business bootcamp with a mentor
- 35:55Home Services Sales and Marketing masterclass
- 45:267 principles
- 51:41Using AI for call center and dispatch
- 53:21Other home services businesses to go after
- 58:54the 6 fs
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Key Takeaways
To scale beyond a certain revenue plateau, the founder must kill the hustler inside them and transition into a leader who focuses on systems, data-driven KPIs, and hiring A-plus players for the C-suite.
Utilize the rule of reciprocity to increase average ticket sizes by instructing service technicians to offer small favors, such as bringing the customer a coffee or treat on the way to the job, which builds instant trust and psychological debt.
Reposition sales language by replacing negative or commodity-based terms with value-based alternatives, such as using 'investment' instead of 'cost' and 'top-of-the-line' instead of 'most expensive.'