Marketing Secrets with Russell Brunson - Building a Business That Doesn’t Need You: Lessons from Tommy Mello | #Success - Ep. 54

Episode Date: July 21, 2025

In this episode of The Russell Brunson Show, I sit down with Tommy Mello, the owner of A1 Garage Door Service, and we unpack how he built one of the most successful service businesses in the country. We get into the nuts and bolts of how Tommy went from $50K in debt to running a company that does over $200 million a year and has 850+ employees. And more importantly, how he replaced himself, built a real leadership team, and trained technicians to deliver a great customer experience without needing him involved in every step. If you’re running a business and feel stuck doing everything yourself, this episode will show you what needs to shift so your company can grow. It will help you make the classic shift from “working IN your business” to “working ON your business”. Key Highlights: Why most entrepreneurs stay stuck: they never replace themselves How Tommy uses a clear org chart and defined roles to scale with structure The leadership traits he looks for when hiring managers and technicians How he built a training center to onboard new employees the right way The importance of weekly one-on-ones for accountability and long-term performance Tommy is a super relatable and down-to-earth guy that has so much wisdom and experience to share. His knowledge will help anyone from an online solopreneur, to a Fortune 500 CEO.  His story is packed with practical strategies for growing a service-based business, and leading like an actual CEO. Listen in and take notes! ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sellingonline.com/podcast⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://clickfunnels.com/podcast⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Special thanks to our sponsors: NordVPN: EXCLUSIVE NordVPN Deal ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://nordvpn.com/secrets⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Try it risk-free now with a 30-day money-back guarantee! Northwest Registered Agent: Go to ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠northwestregisteredagent.com/russell⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ to start your business with Northwest Registered Agent. LinkedIn Marketing Solutions: Get a $100 credit on your next campaign at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.com/CLICKS⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Rocket Money: Cancel unwanted subscriptions and reach your financial goals faster at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠RocketMoney.com/RUSSELL⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Indeed: Get a $75 sponsored job credit to boost your job’s visibility at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Indeed.com/clicks Learn more about your ad choices. Visit megaphone.fm/adchoices

This is the Russell Brunson show. What's up everybody? Welcome back to the show. Today I'm excited. One of my friends who I just met the first time like a month ago out at his studios, his offices. We did a podcast over there and then today he's flying past Boise

and just dropped his plane really quick to come hang out with us for 30 minutes, 45 minutes. He's heading back out, but he's named Tommy Mello and he's someone who I'm really excited to interview because you have a different type of Business than most of the people in my world But you're doing amazing stuff and growing faster than anyone I've seen and it's really exciting So excited to have you here man. How are you feeling so far? I feel great

You know, I got this boot on because I had to get some foot stuff done, but it's not too painful I'm having a good time with it. Yeah, I want to make up like a much better story Like dude, this guy wanted to fight me and he didn't know what was coming. So I hooked him with a life kick. That happened to me because I don't remember. I got both my biceps tore out 90 days ago. So I got a good story on mine at least.

Well, okay. So I want to tell people about your business. Have you tell a little bit. So most of my world, they're digital marketers who are growing their businesses online. And obviously we have a co-friend, Jeremy Minor, and Jeremy's like, you gotta meet Tommy,

you gotta go out there and hang out with him. And so went out and had a chance to see your facility and all the stuff you're doing. And so your business is garage doors. Which is something, if someone came in like, hey, I wanna start a business doing garage doors, I'm like, why would you do that? There's so many easier businesses.

And you built this into like a multi hundred million dollar year enterprise. So tell us a little about the business and how the whole thing got started. Yeah 2005 I was I wasn't doing much. I was bartending going to school and I had a roommate the house it was $700 rent. It was a tiny tiny house and I was just hustling man anything I could do to make a buck and my roommate was like do you know how to paint garage doors? He was working as a manager at a garage door company.

I'm like, no, but I could figure out how much you're going to pay me. He's like, a hundred bucks a door, you could pay two or three a day. So I was like, yeah, I'll learn how to do it. So I ended up being able to paint 10 a day because I called everybody in the yellow book and became their primary painter. And so that was a cool little thing on the weekends. I paint 10 doors Saturday, 10 doors Sunday, knock out about $1,700 profit after gas, paint, tape, you know, everything.

And I meet with these technicians, they give me a little sample to get the color of the old door. So, you know, Home Depot's got a thing, they laser it and match the color. And I'm meeting with these guys and they're like, dude, we're killing it, we're making six figures. Back then it was like six figures, you? And the dude would be like missing his front tooth or something And so I was like listen, I got to start a business so me my other roommate started a business and

I thought like I knew how to do an EIN and I got I formed LLC and I'm like I got this Got an ad on the fourth book of yellow pages, which was crap Didn't get one phone call and then we did Valpak the little blue mailers and I learned in 2009 there was this product on Craigslist called Clad Genius. And you could work them like you have to have a dial-up modem. I had two of them. And you'd have to buy these verified accounts. And I posted a thousand ads a day on Craigslist. And I had five different ads, five different phone numbers, five different people, but they all worked for me or my stepdad or my mom. And I would book about 20 calls a day from this. Spam and Craigslist. Yeah, spam and Craigslist. And so I had a season in my life spam and Craigslist.

Those are good old days. Well, listen, I did what you that's the foundation of what worked in Valpac and then this thing called Super Coupes. So Mailer's a little bit of Craigslist. This is before Google was really a thing. And then 2010, me and my partner, still one of my best friends, decided that I would take on the business and I'd take all the debt. And who do you call when you could trust nobody in life?

Like everybody was stealing from me, no one would show up. My parts were disappearing, tools were going. I called mom and she lived in Michigan and I convinced her to move out to Phoenix. So at this point, we're doing about a million a year. 2014 comes around I met this awesome dude, friend of a friend. He's like I'll come work for you. I took the buyout from American Airlines and he didn't need a ton of money. He's like I just want to grow with you. And so we were doing six million at the time. 2017 I got on the right CRM, which was service,

and started a podcast and met my number one mentor. Extracted this information, went and hung out at HVAC companies. I started studying HVAC because I said, who has the most private jets? It was HVAC, all these guys had private jets. And I'm like, they've been studying since the 80s, and they started working together in the 80s.

Garage doors and all these other industries never worked together. They were like, screw you, I'm not gonna teach you anything. So I opened up my doors, and they started working together in the 80s. Garage doors and all these other industries never worked together. They were like, screw you, I'm not gonna teach you anything. So I opened up my doors, learned from a lot of people. At the end of 2022, got involved with private equity and the company will do north of 300 million this year,

right around 850 employees, which I consider coworkers because literally I've had every job in the company, including cleaning the toilets and mopping the hallways, doing inventory, payroll, which I consider coworkers because literally I've had every job in the company, including cleaning the toilets and mopping the hallways, doing inventory, payroll, which I hate. So now I just, I go in and do the stuff I love, sales, marketing, and culture. And it doesn't feel like a job. And I don't have imposter syndrome. I don't ever get burnout. I don't even know what that's like because people are like, man, don't you ever feel like maybe one day, but I'm still having fun.

But it's not about the money anymore. But it used to be about the money because I came from a family that we didn't have a ton of money, which is fine. And I'm glad I wouldn't have changed a thing. But you know, I watched my parents relationship fall apart due mostly because of money. And I vowed that money would never get in the way of my future family, which I'm still working on. Yeah. That'd be next year's next podcast episode. Yeah, when I'm 45, it's time for kids. And that's about time. Okay, so, so a couple things. One is most a lot of people have like home service businesses, right? And they have one and they kind of run it and they they have a good business. But

it's rare to see people scale like you have. And like you said, you got people here in Boise, Idaho doing this, running part of your business and stuff. So I just wanna understand moving from you doing it yourself to all of a sudden you're in every city around the country. What does that scaling process look like? I look at how hard it is for people in my world to scale from one employee to 10 employees,

and you're going from you to whatever, 800 people across the entire country running different locations, areas, like how did you scale that way? Well first I used to say let me look at your systems and processes and study your KPIs. Now I, literally in the last two years, I say let me look at your technology.

Let me make sure your numbers are accurate. I look at the way most business owners don't get out of their own way. They don't know how to delegate. They're control freaks. They say if I won't do it, it won't be done right. And I don't know, maybe four years ago I realized I'm going to all these events. I'm going podcasting all the time.

I'm reading all these books. It was always okay when I made a mistake. Yeah, I'd be mad at myself, but I'm like, hey, chalk it up for a learning experience. Then I said, wait a minute, maybe everyone else wants that too. Maybe they wanna stake in the outcome. So I started an equity incentive program, made a lot of people owners, 25 people.

Certain people got a million, certain people got 14 million when we did our first deal. So lots of millionaires came out of it, but I wanted them to start thinking like an owner, and I didn't get mad when they make a mistake. I got mad when they make the same mistake twice, but the people I work around are smarter than me in a lot of... Like, I'm a dreamer, I'm a visionary. I will do the work, but I hate, like, it's hard for me to hit the finish line because I'm doing so many things. But I'm an idea guy and I try to create a path to get there, and I've got great people now,

project managers, people that know how to integrate and implement quickly. And you gotta have a lot of trust. And trust is something that's built over time. It's a chemistry. And people can make mistakes. And actually I'm like, awesome. Somebody will call me up, they're like, dude, we didn't pay rent for three months

in whatever market. And I'm like, did you create a system around it? They're like, this will never happen again. I'm like, good. I'm like, somebody will be like, dude, you're not gonna believe this. We've been paying this for so long and it's a big error. And like, we lost 200 grand doing it.

I'm like, so we found 200 grand going forward. Good. You know, I'm like, Jaco, good. Like, you found something broken. So that's all we do is look at stuff. We're scaling so quick. You gotta expect some mistakes mistakes and I'm not a perfectionist. I think perfection is the enemy of progress but the training you came to our training

center you spoke to the trainees, the people that were graduating is we make it we're passionate, we make it fun, we think about what's in it for them, we've got a dream manager that focuses on their goals winning. I want to explain that actually people understand because that was that was something I was not expecting. So we did the podcast in the studio and then I was about to take off here. Hey, come check out our studio or our space. Yeah, so I walk in and so I'm gonna tell you what I saw

and I want you to explain because I don't know everything. But I walked in and there was like four or five like garage setups, like someone's garage here and here, and then there was like, I don't know, 50 dudes sitting in a room and some guy was preaching at him and you grabbed me and I had chance to talk to him. I was like, I don't know what 50 dudes sitting in a room and some guy was preaching at him and you grabbed me and I had chance to talk to him.

I was like, I don't know what to even talk to these people about. But my understanding is these are your employees who were moved out for a while. Walk me through just the whole set because it was really fascinating. I think what you're doing is applicable to anybody because most people in my world, they have sales teams

but they are not doing what you're doing. The way you're training people and getting them on board and culture and it was so fascinating. I only understand probably 10% of what you're actually doing the way you're training people and getting them on board and culture. And it was so fascinating. I only understand probably 10% of what you're actually doing. So I loved you kind of walk through what that whole training center looks like and the people and everything.

Well, you're familiar with who, not how. Yep. I'll tell you, if I asked you, Russell, how are you gonna 20X or 100X next year? And you really thought about it. You closed your eyes and you prayed and you figured it out. You'd go, I would have to become the number one recruiter and interviewer. I need to get the right people

because I can only do so much. Yes, system scale, funnel scale. So you're in a different industry, but it still would take the right people. It's the who, not how. And so we figured out our avatar and we started focusing on great personality, smile, very good with clients. Some people call it sales. I call it just being a great human, eye contact, tonality, a good firm handshake, asking for the business, saying, I genuinely care.

I want to be your Grazier guy for life. I will take care of you. I'm here to ask you for your business. And by the way, I'm going to ask you if you're happy when I finish. Cause I want you to tell your friends, your neighbors and your family. So understanding who the person is,

getting them and then orientation, orient them is everything. We've throughout a red carpet, we do a champagne, it's an apple juice toast. And for the people that come in to train, they all come to Phoenix for a month. Okay. So these are actually employees.

They're employees that are technicians, installers or maintenance techs. So we bought an apartment complex. They stay there. We give them their tools. We give them brand new vehicles. They just leave their family for a month? They leave their family for a month.

That's a really good thought because you got to tell the wife, like you got to send her flowers. You got to do nice things. You got to buy in with the family. You got to make them understand what dad's working on. And it's before it used to be like, people think they had a hall pass when they came to Phoenix and just go to the bar.

Now it's very like, you gotta learn a ton. And you know, when I played football, we did two a days. We practiced 10 times to play one game. 10 practices a week to play one game. And a lot of businesses, you say, look, you're gonna train for two weeks and you're in the game forever. Training isn't what we do, it's who we are.

I think when people close their eyes and say, who's Tommy Mell? They'd be like, that guy's a trainer for life. He trains and he trains and he trains and he trains and it never is over. So everybody comes in, we train them on technical, operational and sales. And we help people understand sales is a good thing. Sales is not evil, you're not taking advantage of people. First question I ask in orientation is, who sells things people don't need?

And everybody goes, no, no, no, I don't, never. And I'm like, that's all, look, that's all I do. I just bought a new cell phone, the old one worked great. Bought a Rolex, didn't need one, I wanted one. The cell phone has an app on it to open and close my garage door. I don't need that to get into my garage. I think it's convenient. I bought brand new garage doors. They're the

most expensive garage doors you could buy. Literally, I paid a ton of money. I thought I was getting them for free, I guess. For my man, you're back to get Dylan garage door roll and trouble. Yeah, no, so so I wanted them. So so we focus on that and that we really try to just, the biggest thing I say is listen, the hardest part about all this training is believing that you're worth it. It's believing that you deserve more.

You're here, it takes one out of 100 people to get this job. So you're one out of 100 to even be here today. You've got a chance to change your family's tree forever. Everything will change if you do this correctly. You gotta be bodied, you gotta be passionate, you gotta go for no. And if you get the right people, not only will they change their generational wealth

and break the curse of the, a lot of people, they weren't taught how to get ahead. They weren't taught how to personal finance. They weren't taught how to believe in themselves. Someone told them they were no good. So I gotta build them up and say, listen, you deserve everything that's coming. And I tell them, listen, if you don't look up

to the people in your circle, it's a cage. And you gotta change who you hang around. So nobody's really, there's a lot of great people doing stuff with the blue collar, but I love to help them figure out their personal lives, their goals, their dreams, their vacations if they want to buy a house Reverse engineer how their life's gonna look and so training for me is a lot more than just creating a good garage drug I just messaged I think 20 people this Saturday with Ashley my EA over there. She's amazing and

There we've got a scorecard for every single technician and I messaged them. I said hey, dude, I'm praying for you Let's go over your scorecard for every single technician. And I messaged them, I said, hey, dude, I'm praying for you, let's go over your scorecard. I don't care if you get better for me. I mean, you got a job here, if you find it well, I'll find a way, you gotta ask me for help. But you're losing out on $40,000 a year, just by doing this one thing. All you gotta do is ask.

I'm like, so you gotta figure out this weekend if it's worth your time to get more training, because I'm not gonna make you, because if you're not invested in the outcome then we're never going to get there but to me this isn't a garage door company I could apply this stuff to anything but I just love the people. I think about like a lot of guys in our in our world run cell seems right phone cells and same thing they train for a week give them calls and then that's kind of it. I was like man imagine if they did what you do, where you brought their team in for a month

of like hardcore training and practice. And then when that month is done, they go back home. They still get a lot more training. Yeah, they log in each week or each month. How does that work? So right now we train for, we do role playing one day a week and they're on a morning mojo call 15 minutes,

five days a week. By the end of the year, it'll be five days an hour of training each morning. And then a lot of guys come back to Phoenix for a three day refresher. Then we've got 10, we call it the mat team, the market acceleration technical trainers.

They'll fly out to markets and work with people. Then I got three other trainers that fly around that aren't part of the mat team. You know, we've probably got more trainers than any company I know of. And then I hire consultants all the time to come in just because I can tell them till I'm blue in the face. But when they hear it from a third party that's been successful, it can't always be me. You

know, it's just like your dad could tell you something, but your favorite uncle tells you and you're like, Oh, he's a genius. Listen to that. Yeah. So fascinating. And then in your in the office, you had like, you had like these fake look like sets were set up, right? Yeah, different types of garage doors, but the real deal is like the Harley I Think if you're fast, you got to love Harleys if you're a technician to talk about Harleys I don't you to pretend but like have you ever been to Sturges? Well, tell me about it, you know, you got to find passion. You got to be a good human being So I think the best people that work for us

are genuinely curious about other people. Like I met this guy in his garage and this was a long time ago, Russell. But he was like, yeah, he had a Bernie Sanders shirt on. And I'm like, tell me about Bernie. What do you love about him? Like, and I was just like super curious because everything I've learned has come through people

that are smart, that have opinions, that make me think, wow, that makes sense. So when you're with a client, if you look at it like a learning experience, I say there's three things that need to happen. They need to love you. They need to trust you. So you need to smile. You need to be courteous. When they offer water, take the water, pet the dog, know the dog's name. Number two, they got to love the company. You got to tell a great story of why you work here. And number three, the client needs to feel loved. So how do you do that? You say, really? You gotta be kidding me.

Tell me more. And you gotta be serious so it can't be an act. Like I tell people, like, if you can't genuinely do this, just, I say become an installer. There's a TF. You can't do it, installer, otherwise you're here. Installers can be very quiet. So when you guys have it, so those are sets where,

when they're doing the training, they're coming up and they're, you're role playing in the different garages. How's it work? It's not necessarily objection handling. Like the first thing I just do is like, look, start why they called you out there for. They called out for a keypad, you start the keypad. Then we say, Russell, while I'm here, if I notice anything that doesn't look safe, do you want me to let you know?

And if the garage door you open it on manual and it's slamming the springs aren't doing their job of a cable's frayed. If a roller's popping out, like there's a gear and sprocket on the motor, if that's wore out, there's all kinds of like looks like black powder on top. It means it's failing. So we do show and tell. And, you know, the best people, like it's a little bit intimidating because some is like, yeah, I'm not sure if I want to do that.

Well, may I ask you why? You know, what's holding you back from doing this? And really going down to the root of the problem. And it's our job. I don't care how old you are, what color your skin is, what your sexual preferences are. I don't care anything. We're offering the same thing to everybody. You cannot be going to home and say they got bad landscaping, they look cheap and not offer that that, not offer them. Like I don't care if they're super wealthy, they got 10 garage

doors. It should look the same. Because if you're making every situation different based on the client, you'll never have a pattern for success. You'll never have stability and consistency. And I love sales, but you know, Grant Cardona was on his podcast. He goes, what's more important marketing or sales? And I was like marketing because, but they both are like, it's yin and yang. You can't have one without the other. And the best are the ones who know marketing and sales together and weave it all, weave it all in the one. Build a good funnel.

If you've been following me for any amount of time, you know, I always talk about as you're growing and scaling your company, the most important thing is finding the who, not the how. Who is the person that can help you drive more traffic? Who is the person that could be your CEO? Who is the person that could build your funnels? Understanding the who will dramatically speed up the growing and the scaling of your company. Now, the best place to find the who's who can help you with your vision is Indeed. When it comes to hiring the right who's, Indeed is all you need. Indeed gives you the ability to stop struggling to get your job post seen on other sites because indeed's got

a sponsored job listing where you can stand out in front of your dream hires. With these sponsored jobs, your post jumps to the top of the page for your relevant candidates. That means your funnel builder is going to see it. That means the person driving traffic your funnels is going to see it means your new CEO or CMO or whatever you're looking for is going to see the exact ad for your business as soon as they open up Indeed. And that makes a huge difference.

In fact, according to Indeed, data-sponsored jobs posted directly on Indeed have 45% more applications than non-sponsored jobs. One of the things I love about Indeed is it makes hiring so fast. You can post the job and within minutes you're getting applications who are coming in looking to become the who inside of your business. Prior to that, I was often posting my help wanted ads on Facebook and Instagram and then getting tons and tons of responses from unqualified people who had no idea what they were doing. Whereas Indeed, again, they're only being seen by the exact person I'm looking to hire.

Now with Indeed sponsored jobs, there's no monthly subscriptions, there's no long-term contracts, you only pay for results. You may be wondering how fast is Indeed? Well, in the minute I've been talking to you so far, 23 hires were made on Indeed across the Indeed network. So there's no longer need to wait any longer. You can speed up your hiring right now by going to Indeed. And listeners of the show get a $75 sponsored job credit to get your job more visible by

going to Indeed.com slash clicks. Just go to Indeed.com slash CLICKS right now and support our show by saying you heard about Indeed on this podcast. Indeed.com slash clicks. Terms and conditions apply. saying you heard about indeed on this podcast indeed.com Slash clicks terms and conditions apply. Are you hiring indeed is all you need So cool. So with your local something about the boys guys here. So when you set up like The company here in Boise. Do you have one person managing or is it? Yeah, we have a manager so we have a manager we have a warehouse kind of like a

assistant So we have a manager, we have a warehouse kind of like assistant. Manager's jobs are tough, man, because they got a lot of paperwork, they gotta look at their driving, they gotta look at their zeros, they gotta make sure inventory's correct. I mean, there's like this massive amount of things that need to be done.

And the management usually asks me, how do you manage your time? Like, how do you get more done? And I will say Ashley helps out a lot, she prioritizes things, but you got 168 hours in a week. Most people don't understand that you spend 50 working, 50 sleeping, 10 working out, you still got 60 hours left.

So I think the opportunity, have you ever met somebody that's there like working all the time and you're like, what'd you get done this week, dude? You, dude, work hits ya, man, you know, just, but now fires, no putting out fires no no but what'd you get done you know a lot of stuff if you really think of no but what you can give me one they're like we're just managing the flow and putting out

fires all the time well if there was systems in place the proper delegation standard operating procedures checklist every time there's a problem, it should be kind of, should be, you take a deep dive and study that problem and say what in the system allowed this to happen? Because insanity is keep doing the same thing and just putting out fires all the time. There always is gonna be problems, but how good are you at creating systems

to overcome those problems? Especially if it's a problem that comes up every day? I mean, I'll tell you, the hardest part was we'd always mismeasure doors until we made it mandatory that you had to measure the door and take pictures. And there's still some mistakes, but that simple little thing saved the company hundreds of thousands of dollars a month. And you know, I will say that Boise, it takes a couple strong people

that believe in everybody else in a market, and this market has some great people. So it's just a great market. So the manager, they hiring the people, and then after they get hired, they get shipped out to you guys to go train for a month? Is that the policy? The manager's involved in the hiring,

but we've got our own recruiters. We've got this gal, Sophie, she's a badass. She's amazing. She's a recruiter, she's got three people under her, and then several people are involved in the interview. And then our job is to never let that person make it into a customer's home if they don't got what it takes. So it's kind of like, seal team six.

We're gonna kick you out if we don't think. Like we send guys home every month. We're like, you just don't got it. You're not. I can't imagine like all your competitors like must seem so bad compared to what you guys you know i mean like no one's doing what you're doing i can't imagine at the level you guys are doing it well the part part is we got 60 guys coming in in august 60 guys in september brand new so there's not even including the csrs dispatchers warehouse guys that we need to hire for that. Imagine, so I was on this thing called the American Dream

and I was like, who were you guys out filming before me? And they're like, Kentucky for KFC. And I was like, so what's so special about KFC? They're like, they open a new store every 17 hours. And in my mind, I went home and I'm like, 17 hours, new store, new location, 17, 17, 17. And I started writing down what would need to happen for me to scale like that of the system.

They got to pick the location, they got to redo the whole place, they got to do the marketing. Every 17, they got to hire all the staff like it's a big enterprise. But I had to think like that. I had to think bigger. I had to dream bigger. Most people, the problem I see is they dream so small, they're like, I want to do $10 million one day. And they never write it down. They never have a plan.

They don't reverse it. What would have to happen today? So for us to be a billion dollar company, and at the time I wrote this down was six or seven years ago, I said, what would need to happen to be a billion? I would need 2,000 technicians doing 500,000. Well, how do I scale that up like a hockey stick? And I kind of put in the pieces. and here's the biggest difference is all my managers

came in, my C-suite and VPs, and they said, dude, what are you smoking? You're nuts. And then I showed them how it would work, what we would need, how it would happen. And they said, dude, you're serious, aren't you? I go, yeah, we're going to do this. They walked out believers. And because I had them running in the same direction Believing that I wasn't crazy and they saw a way to get there. They all knew we were gonna run towards that number We were gonna get there. I

Just think a lot of people that Don't live my dreams people are like man if I had what you have I'm like you want what I have live in a small apartment for a decade drive a used truck with 350,000 miles on it. Work nights, weekends, and holidays. You know, I wouldn't say I was ready for kids because I didn't meet the perfect somebody, but there's no way I could have kids

and a great relationship. It's like you said, when you show up at your house, you sit in the garage, you're like, time to go back to dad and husband, like done with work. Leaving that work identity behind. And I never had to do that. I never had to take out my work hat it's on all the time so I'm gonna you know I got two puppies

but they don't know if I'm in work mode or not they're fine they love you no matter what yeah okay next question is the marketing behind it so you get uh like say Boise Idaho like are you doing external marketing what's that look like what's the what's that process or is it just people knocking door like what's that that part you, we do have some door knockers not voice you right now. But ultimately, it's a combination of TV radio billboards. That's for the brand recognition. And then we've got driving billboards, which are the massive vans that are wrapped with your huge head on the side of a car. When I left your office, I took pictures of me next to your van. I sent to my team. they're like, are we wrapping all of our cars in your head?

I'm like, yes, we need to. It's amazing. Yeah, no, I did that because it's timeless. But and then we do so we do that. Then we've got the online, which is Google Bing. We love search engines. And now we're getting really into AI chat. You've each.

So you guys do you guys run that corporate or is each individual? So nobody does marketing except like, right now I'm acting as the CMO. There's about eight people on the team and then we've got about 10 agencies, give or take. And so we find specialists, we don't find a jack of all trades. I don't want somebody that does all our media buys,

they do our pay per click, they do our LSA local services, they do our Google My Business optimization. Then you've got SEO conventional, which is backlinks content, H1 tags, metadata, schema data. And then you have Bing's pretty similar. Then you have things like Angie's List,

and I can go on and on about the lead aggregators. And then you've got online directories. There's so many things online, but you gotta get, you know, me and Aaron were talking about just going back to conventional, like TV, radio, billboards, tell stories, have people fall in love with who you are as a brand, people that wanna do business with you

because they like, know, and trust you, and you could do that through TV, radio, billboards. I don't want people searching Graz for repair Boise. I want them searching A1 Graz for a service. And so online is very important that you show up with great reviews because everybody's gonna check you out. That's another thing with employees too.

They might love you, they might hear great things, but they're still gonna go to Indeed in Glass Store and see what people are saying about you. So that's another thing. If somebody's listening and they say, look, why am I not getting great people? Look at your Indeed in Glass Store. Look what the people that have worked for you are saying. All people that quitter got fired are going to say bad things why not get the

good people that are lifers to say something great about you and a long time ago I read this book by Darren Hardy compound effect and he said I wanted to meet the perfect woman he goes so I wrote down a hundred things that I wanted like I really wanted to identify this perfect woman. He goes, so I wrote down 100 things that I wanted. Like I really wanted to identify this chick. Like no, no, when I seen her. So I really went to work and I, I read this list out loud. I started thinking about it and I go, I can never get a woman like this.

I could never, they wouldn't even date me. I'm not worthy of a woman like this. So he wrote down a hundred things he would need to become to be worthy of a woman like that. And then he you know, I read that part and I said, what would I have to become for people that would want to work with me to get like the perfect people that would be like easy, fun, easy lucrative fun and just like really, really cool people. And I was none of them like a good collaborator give great advice recognition you know I wrote down all these things and I needed to work on me and once the right people

came on it's just Jim Collins the right people came on the bus everything got easier but you know I'm very experimental with my marketing I'll try everything but I'll try it in a small I'll try it in Vegas I'll try it in Boise I'll try it in Lansing I'll try it in a small, I'll try it in Vegas, I'll try it in Boise, I'll try it in Lansing, I'll try it in one market and if I strike gold then I'll scale it to every market. So I used to be like I'm gonna just try everything in every market now I'm very disciplined on how we try to do things. I mean we're still doing a ton of mailers, we do so much stuff. I mean I've read every day on Kennedy, Ruknobius about direct marketing. And it's changed my mind on a way I looked at a lot of things as I study these books. I think leaders are readers. And

if somebody took a lifetime to write a book, you should read it and implement it. But marketing is, we've got these, you know, an amazing staff that once we turn them on, I mean, even influencer marketing, everything I've learned from your stuff and the stuff online, it still works in home service. My buddy, Josh Snow, a good buddy of mine lives down the street, we had a business together. He was telling me about how to change the algorithm for ChatGBT and how he uses crowdfunding to hire

and basically influence the algorithms. And I'm like, dude, this is like, it's way beyond me, but I'm gonna go ask for help and I'm gonna learn. And if I gotta throw somebody a bunch of money to learn, like $100,000 for a potential $10 million payoff each year, I'll take that any day of the week. So I've learned to pay to play too. Like even though he's a buddy,

I replaced his garage doors. I'm like, this is on the house. I'm like, you owe me at least a couple meetings for this. But he wants the new nice ones like you got. Yeah. He's a paradise Valley. It's a great area.

Yeah. So next time you come, you gotta stay with me. Yeah. For sure. So now I understand, cause you have two podcasts, right? I want to understand how the podcasts fit into the strategy of a one or is it complete separate?

Or how does that, how does that does that part of the game fit in? 2017 podcasts weren't really as big as they are today. And I felt like, I think my number one quality is that I'm very curious. I'm genuinely curious. I definitely wanna seek out answers. I definitely love learning and hearing different perspectives. So I learned really quickly that if I started a podcast, people were interested in my questions

of where I was going through. So whether it was marketing, HR, understanding leases like your vehicle leases, how you could depreciate 100% of them and how it made sense to lease versus own. And you know, working on different things like getting Milwaukee tools on and learning how to get a better tool program or better inventory systems or building culture and all these different things. Lots of marketing. I learned that I could get anybody on the podcast and normally I'd have to pay 10 grand for this consulting session. They were glad to come on for free and then they follow up for me with me and what I learned very quickly is I wanted to hire one out of 40 podcasts. That's

kind of where I'm at one out of 40 like I'm working with Dan Martell. He told me by the way I'm fired because he's not going to do any more coaching one on one. He said he pulled out his watch. He's got a $500,000 watch, right? What the hell is the name of the watch? It's not a paddock for the Richard. Yeah, Richard Mill. And he goes Tommy, let me show you something. This is a five hundred thousand dollar watch

He goes, you know why I bought a five hundred thousand dollar watch not a two hundred thousand dollar not a million dollar watch He goes cuz five hundred thousand dollars is how much I need to make an hour to be a billionaire He goes so you're not gonna pay me five hundred thousand dollars He goes so therefore this we got a few more sessions and then by the way, I'll take your phone calls. I'll come to Idaho, I'll come to your PV house. We'll let it hang out. But I've learned that my time, I'm in a phase of my life, he said that I'm saying no 100 more times

than I'm saying yes, not nine or 10 times more, but 100 more times. And he goes, it's the best thing that's ever happened to me. It's something that I'm trying to build too, is that skill to say no without, like so many people said yes to me, so I kind of want to pay it forward. So I'm cropping that part out of the video and me and Ashley are going to send that point of the video to say look it's not necessarily but I'm robbing time from my mom and dad. I'm robbing time from my sister,

my niece, and my nephews. I'm robbing time from my company. So unless it's absolutely like a must do, like I say hell yes, then it's a no. And Dan taught me a lot about just the way I look at software. He says for every dollar you spend, you gotta figure out the enterprise value and you should be at a one to 10 ratio. And that's just a different way of looking at things.

So lately over the last few years, I've hired a ton of consultants that I've met on the podcast and came on my podcast. So I've used that as really a learning experience, something for my curiosity. That was the core parts to get free consulting, not as like a lead gen strategy for... No, no, it was not. And most people on their podcast, if I wanted to talk to builders and designers and talk about how much the garage door and bring it back to that. It could have been worth a ton of leads, but I've never had a problem getting

leads. I mean, this month, this past month, June, 34,200 leads. We ran over 25,000. Some of these are form fills, which by the way, in home service, those aren't, those aren't good. Nobody fills out a form and says, my garage is busted. I can't get out. It's more like an inquiry. I like the ones that go, dude, I am screwed. I need you here now. Yeah. Those are the best calls. Yeah. It's interesting when I got started in this business, I was in college and I had similar, I would like watching all these people launching courses. I couldn't afford to buy the courses. And this is before podcast was a thing. And so I started like this teleseminar series where I would

just interview people and literally I was like all the people I couldn't afford their courses I'd email them like, hey, can I have you on my teleseminar? And they're like, oh sure. And I have one on one time for an hour with them. I'm like, this is insane that I'm asking my direct questions and I can't afford the, and I think a lot of people understand like the power in that and like how having

having some version of the show or something gives you access to people that you don't normally have access to. That's the secret sauce. I remember Adam, my general manager, one of my great, great friends, he looked at me after the first three podcasts, he listened to all three of them and he goes,

he looks at me, we would go to dinner, he goes, what are you doing? He's like, you know how long it took us to figure this out and you just yelled to the rooftops, to everybody that listened to the podcast or secrets? And I go, we're gonna find out real stupid, real quickly how stupid I am or it might be a pretty good idea.

Because I can tell you right now, Russell, how to get a six pack. I mean, you are a wrestler, you know what you gotta do. You gotta go on a caloric deficit. You gotta watch, six packs are made in the kitchen. It's not complicated, but nobody does it. So what I learned is you can tell everybody, look, I'll show you exactly what I do.

One of my mentors, my best mentor said, give them everything. It'll just, what'll happen is when they learn about branding and direct response marketing and this and this, and we go on and on. He goes, you're gonna sink them to the bottom of the ocean. He goes, whether you like it or not, they're not ready. They don't know. So they don't understand the steps and the priority levels and what to get started with. So they try to do it all

and nothing works. And the entrepreneur is always the one in the way. Believe it or not, I've had to learn to step back, let them fail. Like I said in the beginning, I got to stay out of the way. Like there are times I inject myself, but I used to do, do you know Cameron Harold? He's a coach of ours And he goes Tommy how often he asked luke my CEO. How often is Tommy interacting with like your direct reports? He goes Luke goes like this shakes his head. He goes all the time And he goes you're not Tommy. You're not telling them like to run your projects and stuff and I'll go No He's like you are he's like that's forbidden. He goes, you're only allowed to

ask questions. You're not allowed to give anything what to do. He goes, that's an insult to your management team. If you're skipping down these skip meetings. And so when he told me that I was like, done. And like, you hire these mentors, you listen to them. They've been tried and true. Like they've had a lot of success. So it's like when they tell me something I listen and I incorporate it. And I know a lot of people like to argue and say, well, you don't understand, you don't know, you don't know my industry, you're the economics is Trump, Trump's got all this stuff going on with

tariffs. Like, there's always a reason why you suck. When you could just say, listen, I need to get better. That's when everything will start to change. Most people are like pointing, pointing pointing, if I could hire better people people and if I didn't have these cheap customers and interest rates would go down, they need to point these two fingers and say, maybe it's me. It's so fascinating.

Cause that's true in like all areas. In business, but same thing in marriage. I found with my kids, like every time I try to fix my wife or my kids, it never works. And then usually when I look back at myself, I'm like, okay, how can I change myself? And then my marriage becomes better and my become better business. I get so fascinating how

We never want to like Yeah, we never want to take the extreme ownership back on ourselves But we do it's the only thing that can actually fix only if any situation you communicate tell people how you feel I think that it's important and it's very difficult for me to do is to say Russell when you talk to me like this that it's important and it's very difficult for me to do is to say, Russell, when you talk to me like this, sometimes I feel like you're talking down to me and it makes me very hard to want to work with a guy like you. Like a better approach to a guy like me would be to talk this way and I think our relationship would be a lot better and those are hard conversations but they're worth having. As long as I'm like, Russell, you're an egomaniac, dude, you've you can't be this way to anybody because then then

you're going to be like fight or flight and be like, well, what about you? So if you say stuff, how how I feel, this is how I feel when you say things like this. And I'm not a pro at this is something I've been working very hard on and I'm very hard about showing my emotions and giving feedback. But that's not something I could just say, well, I can't do it because I'm not good at it. It's something I need to start doing more often and putting myself in those uncomfortable situations

is I feel this way when you react this way. But I can't come down at you too, because then I know it turns into this like, well, what about this? But hey, Russell, don't take any offense to this. I'm just gonna be really open with you a little bit about my feelings. And I think you're a great leader.

I love the way what you're do with the company. I bought into your vision. And but this here's a few things that would I would probably react better if you said it this way. And in emails, you're very short, that's sometimes condescending. If you could just give me a one up, I need to get that positive feedback too. Like imagine, everyone's life would be better just for that little conversation. Yeah. Yeah. I just had a flashback, one of my friends, he's great dad and he said that he'd ask his son all the time. He's like, no judgment.

He's like, tell me whatever you want. But he's like, you know, what do you, what was his, he had three questions. It was like, what did, what I do good today? What do you wish I would do better or something? But it was like, he was trying to get his son to tell him like, if you would do this, I would feel better. And he would ask his son like once a week or would do better or something. But it was like, he was trying to get his son to tell him like, if you would do this, I would feel better. And he would ask his son like once a week or once a month or something.

And it's like what happens like incrementally over time, I would make little tweaks and little tweaks and little tweaks. I see him and he's like, one of the best fathers I've ever seen. Like I envy him. I'm like, man, I wish I could do that. But most of us are afraid to ask for the feedback. And then also the people we're asking are scared to give it to us because like they're afraid that we're're gonna come back and fight it. And his whole thing is like, he's like,

I will never fight back. I just wanna know, honestly, what could I do better as your father? What could be better as your boss? And just let them do it and like, okay, I'm gonna do my best as opposed to what we wanna do, which is like all our ego and like all those kinds of things. So it's just fascinating how personal development,

business is like the greatest personal development lesson in the world. Like it forces you to like look back at yourself and make a change. It's internalize and reflect. And I didn't know how to do that. I was so busy running forward, looking five years down the road, I would never reflect.

I'm like, I don't have time to reflect. When I started going on long walks with no music, no nothing, no cell phone, just really like thinking about what happened today went well, what could I have done better at? A lot of stuff started to pop into my mind of, man, people must think I'm super competitive like you. And like I run over some people, especially competitors,

and excuse my French, but at the same time, I invite competitors to our shop and I wanna see them win because it makes the market better, it makes the industry better. But this idea of learning how to reflect and being vulnerable, and like we do 360 reviews and I'm like, I cringe, I'm like, I don't even wanna read what they have to say is like,

cause I'm not good at remembering names. It's probably like, like, and I know the one thing they say is like, you gotta remember people's names, like, Bill Clinton, whether you like it or hate it, that you could remember, know Jim Quick Jim remembers everything he'll remember your name I'll remember the conversation like he's got these mental things that he does and he's like I'd rather read than eat or workout he's like I need to feed my brain everybody's feeding their body

everybody's into this kick you know cold plunge sauna they're eating all right and we're into this kick, you know, cold plunge sauna, they're eating all right, and we're into this kick now this fat. And he's like, what if everybody worked on their brain? And so something I need to get better at and like we're working on name tags, because I'm like, it's the most embarrassing thing that I met this person seven times. And it makes it seem like I don't care. But the fact is, I just I've never learned that skill that something I need to do because people love to hear their name, like, wow, I've never learned that skill, that's something I need to do,

because people love to hear their name, like, wow, I'm not just a number. Yeah. I heard, Dan Kennedy told me this story, it's fascinating. He was on the old success tours back in the day that they filled big stadiums and they travel. And each success tour, they'd have like a local celebrity and they'd bring in like Colin Powell

or George Bush senior, whatever, right? And I think that Kennedy told me, he's me, he's like once every six months, he'd be on the same tour where George Bush Senior was on or whatever. And he's like, it was fascinating. He's like, because I would see him, then I see him six months later, or 18 months later thing,

and he'd come up to me, he's like, oh, Mr. Kennedy, how are your horses? And he was like, how did he know, how do you remember my name, number one, I also remember the horses. And then he ended up asking around, he found out that George Bush, like when he would meet somebody afterwards,

he would tell his assistant, okay, his name's Dan Kennedy, he has horses. And so she had these note cards. And then when he was going to an event, she would pull the note cards. Here's the six people you're gonna meet backstage. And he'd review those. And they show up like, oh, Mr. Kennedy, how's your horses?

And he's like, the president of the United States knew, remembered that I had horses, and like how special. Have a little face. And have like, those are my cheat codes. Yeah, isn't that cool? He's like, the President of the United States knew remembered that horses like how special have a little face. Like those are cheat codes. Yeah, is that if you learn them. And that me and Ashley work on systems all the time, like just those little things like we don't have that dialed in perfectly because literally I'm the hardest guy to work on the planet. I gotta thank like a few people every

week like thank you for putting up with my credit. Because I'm so difficult. Like I'm like, she's like, hey, you wanna go over emails? I'm like, fine. But we got a good relationship. Yeah, the answer to that's always no, but let's do it anyway, yeah. There's certain things where we have to do.

It's just, but she makes it so easy. She's like, she'll just read them, I'll be like, how do you want me to answer this? And we got this tool where we'll send out like birthday videos, anniversary, work anniversary, and marriage anniversaries. And certain times like this past week, I found the top five guys and I just said,

how proud I am of you guys. Like, I love you guys. Thank you so much. You're a role model for everybody here. Without you, this company wouldn't run. Because just as much as calling people, I don't call them up. I don't call them out. I call them up and I tell them I'm here to help but I think it's important that you give

positive feedback just as much if not twice as much as you give kind of not negative feedback but just encouragement of you could be better. It's hard man running a business see I'm kind of envious of you because you've got the ability to scale with, human beings are probably the hardest, they're the anomaly in the mix, is everybody's different, everybody has different feelings, everybody likes to be rewarded differently. Some people like to get a trophy

and talk in front of the room, other people will quit if you do that. They'll be like, you embarrassed the crap out of me. So it's understanding those things over time and just trying to be that person. And then I can't do it all. So then you got to build leaders underneath that do the same and care the same and build the same culture. And the hard truth is true leaders. If you've got a goal, sometimes it means losing great people. Sometimes it means is a company scales.

This person doesn't fit a seat on the bus anymore. But you love them. They helped you so much. But is it best for the business? Should we take a risk for everybody because I'm loyal? Or if you're not willing to learn and grow with the company, it's the law of the lid. As if I'm not growing, the company kind of stops growing. And if my senior people aren't growing,

the company ceases to grow. And a lot of times, Cameron Harrell wrote a book, Double, Double. Usually your operator could only double the company twice, unless they're growing exponentially, like the visionary founder. It's a crazy concept. But if you're not growing people,

your company's not going to grow. Yeah. Yeah, it's fascinating. And then bringing people from the outside. Some people only promote from within. And then bringing people from the outside. Some people only promote from within, and that's a mistake as well. I mean, Jack Welch said 10% of the company is gonna go every year.

I need new blood. Some people brag about every employee with a lot of tenure. That's a mistake. There needs to be new thoughts coming into the business all the time. And hire the best. That's one thing too is like, we're looking for a new CMO

and like we're willing to pay top, top, top at the market. Top, top, top. And I don't need anybody today, next month, even this year. I'm gonna wait for the right candidate because putting the wrong person in place could take the company back two years. Yeah. So I-

The right one exponentially speed up the whole thing. Oh my gosh, the right person- Right, I'll submit my application, that'd be fun. Yes, you should, it's the part-time thing. I would say it'd be fun someday when I retire to actually get a job as a CMO somewhere and work from the, I mean, so much fun. Well, I love what you do.

You obsess over the customer journey. You obsess and you make little tweaks every day. And you said, I wanna get to the point where I can spend a million dollars a month on a campaign and as long as I'm a little bit in the black then it's then it's a home run because I will tweak tweak tweak and change change change and once I get it and Gary V said the same thing he's like it may take me a thousand tries but once I get it nobody stands a chance but nobody A B tests like that nobody's willing to change just a thumbnail I

mean mr. B spends $40,000 designing a thumbnail. That's how important it is. And yet, you should see some of my thumbnails. It looks like I'm like, just woke up and like cross-eyed and like my hair's messed up. And I'm like, is this a joke? Why are all my thumbnails like this? And then my lighting always sucks.

I'm like, man, it looks like I got like terminal illness. So like, we need to work better on that. Like this place is like perfect. But like, I'm like, man, I got so much work to do. If I was gonna build, and everything we do is in a way, funnels, but it's not to your level. And it's not predictable. Like, you know, when you work with private equity,

they want a predictable model of how many leads you could get and I'm like, well, organically, here's something I just heard that's kind of, it's a breakthrough. It's a different way of thinking. When you're doing paid search, every engineer on the planet for Google, Meta, any of these companies, you name it,

they want you to win. They want you to keep paying. You're in there, you're paying them. They want you to succeed. When you're working on organic and working at whether it's Meta, you're in there, you're paying them. They want you to succeed. When you're working on organic and working at whether it's meta, whether it's Google, whether it's anything non-paid, every engineer on the planet is working against you.

So you're swimming upstream and they're trying to figure out a way to get you into the paid. Like if you're doing, they won't let you go viral anymore. Like Poo-Pourri, the guys in Utah, like I did a podcast with them, that won't happen again. Or Dollar Shave Club. Like I studied, I've been on these guys' podcasts, I I did a podcast with them, that won't happen again. Or Dollar Shave Club. Like I studied, I've been on these guys podcasts, I've hired them as consultants. Virality won't happen as easy unless it's like a dog pooping in your backyard, which means nothing

for business. So if it has to do with your business, they're going to stop it. So it's an interesting thought that if you want to learn how to really win, you've got to start mastering paid because you've got to fully control. You can control and you can get an expected outcome. So a lot of our stuff is organic. It's word of mouth. A lot of us and it's really hard to predict that model, but it works. But it's getting harder. Chachi BT Gemini, Grok, like all these that there's a hundred more. And I look at them and I'm like, they're pulling in the BBB. We haven't done much on the BBB, but now I'm getting back

that we gotta get reviews on the BBB. I feel like it's like 1989. Yeah. In fact, that's still relevance crazy. Yeah. Well, dude, I appreciate you stopping my voicing coming out. And I love being around you and your energy just gets me more fired up.

So many cool things from this, like, you know, building out systems, building out teams, the way you treat your people. I think the biggest nugget for me that hopefully everyone listening, like didn't miss is like you reverse engineering the outcome you want, right? I think that's what most people miss is they get into business or life or whatever they're doing.

And they're just kind of like trying to get better. But, but what you did was, okay, the goal is a billion dollars. What's that look like, how to reverse engineer. And then from from there now you have a path and a plan to run towards where? Most people ever spend the time to actually reverse engineer And I think that was I hopefully nobody missed that because that's the piece that's like even in my mind like There was a time when we were building cliff phones. We had everything reverse engineer now my head I'm like I was thinking I'm like man. I don't have those defined for myself level on my team

So that was very big for me just to kind of rethink through and get, yeah, get some clarity on. So I appreciate that. I appreciate you being here, man. I'll just say one more thing about reverse engineering. It's not only about your business. It's about your children, your relationships, the fun you have, the trips you go on.

It's about your faith. And I know you're a big man of faith. I think it's not just, we get so wrapped up in this world of how much money are we going to make, but every relationship, your body, how you treat yourself, you got to reverse engineer your goals like how many push ups we were doing push ups in the parking lot. We're wondering as you're not there. I don't want people to think it's not just your business. It's your relationship with your wife that you talked about. It's a relationship with your kids. It's just, I don't want people to think it's not just your business.

It's your relationship with your wife that you talked about. It's a relationship with your kids. It's a relationship with your parents. It's the fun you have in life. So if you guys just wrote down more things and said, like, I'm gonna die. Let's say I'm 82.

What are people gonna say about me? What happened? Dan Martell made me do this for two different sessions. He said, what happened when you were 42? Like, what were the great things? When you went to, we went to Hungary, what did you do in Hungary? What were the great things?

What kind of plan did you fly out? Like, you gotta really manifest it, everything. Don't just manifest your business, manifest everything in life. And all of a sudden it starts coming true and you're like, wow, I'm so lucky, but you're not lucky. You manifested it, you had a plan, you implemented quickly, so. You know, I appreciate being lucky, but you're not lucky. You manifested it. You had a plan. You implemented quickly.

So, you know, I appreciate being here, brother. This is a blast. You've got a great place here. And I'm still gonna, like I told everybody on my team, like we're gonna go through your class. We're gonna learn. And some people don't see the connection. That's all I see is like, you don't understand.

Like everything we do is a funnel, even in garage doors. And if we can master it and maybe test it we're gonna win So thank you. So cool for people don't know you where's the best place for them to follow the podcast Instagram Like where's where do you want to go? So Tommy mellow comm has all of my my places that follow me and then we've got a big event It's called the freedom event comm should be about fifteen hundred two thousand people there If you want to learn about home service, which AI is not gonna get in the way anytime soon.

It's probably the hottest industry right now. It's a great event. And look, if you wanna reach out, I'm unfortunately mostly on Facebook. That's where I answer most of my, Facebook or LinkedIn. I was born in 1983. So.

Still on Facebook. Yeah. And if you need a new garage door, A1 garage door. So still on Facebook. If you need a garage door a one garage, a one garage.com baby. What about the other podcast? What's that one about? Yeah, the mellow millionaire. That's the one you were on. It's really high profile people that have been successful. So that's the way I did it in home service has got really successful people. But now I want to know like, you're teaching your son how to wrestle.

You're obsessed with being a great dad. So there's so much more to learn for me. And so the mellow millionaire, we had Jaco on, which is great people that are amazing. Jeremy Miner, top sales guy in the world. Like you get these people on and you start to extract more knowledge than just about home service. So the mellow millionaire is about people that have done

well financially, but more importantly, well with their family, well with their relationships. They're living a dream like you. And when you can get those people on and extract that, you start to live the dream as well. So it's been really fun. That's how we met. And it's how you build relationships. So I encourage everybody, the Mellow Millionaire, to start your own podcast. Get great people like Russell on, if he's got the time. He's a busy man. But you should go listen to my episode though. Cause like Tommy's a great interviewer. You asked questions were super unique.

We ended up going for like, I feel almost like two hours. It was so good. I got so many notes from that podcast, but yeah, I really appreciate it. Nothing else go listen to that and go subscribe and go plug in that podcast. Thank you.

Appreciate it man. Thanks for coming and hanging out. Thank you very much. And I'll see you guys all in the next episode.