The $200M Secret: How Tommy Mello Built an Empire Starting with $5K

I created my own system and I read a book and I think I wrote 3,000 books.

I have 12 minor. Speed.

Let me introduce my good friend Tommy Miller there. What's up brother? What's going on?

Yeah, this is a great story.

I'm going to have a few words.

And then me and Tommy are going.

To talk about all kinds of cool stuff.

So for those of you that have.

Never heard of Tommy, he started a one garage with $50,000 in business debt.

Which is 20,000 more than me. I started with like $30,000 debt.

Wife had to win $30,000.

That was way back in the early 90s.

And today he's about to cross the $200 million mark in revenue with over.

650 employees in 19 states. As he grows his business, he's done everything from sales to marketing and hiring.

His experience running one of the top.

Garage door companies in Arizona, probably the.

World, provided him with many of the.

Answers that up and coming business owners need to help them succeed.

Tommy's advice regularly featured in top publications.

Like Geek magazine and Forbes.

And he's also the host of the.

Weekly podcast Home Service Expert where he interviews top entrepreneurs in the industry to.

Find out what they've met and made.

Them world class and what they do.

If you like what it is we talk about, he has a brand new book called Elevate Tommy Mello M E.

L L O and we'll put a link where you can order this book on Amazon.

And I think he said the audio will be ready and like audible two weeks here.

It's co. So. So you're running one hell of a business. And before I start DJing, how would you.

What should you say about Tommy that I have not yet mentioned?

I'm excited to see you again, Tommy. You know what I was excited about with this? I think the greatest thing is that you're running a business that can't be digitized. You can't digitize a garage door. And it's just proof that everybody's all the rage right now is AI and virtual reality and all, all these things and you've built this amazing business. One of the most practical things that you could imagine, somebody's garage door. And you look around you and everybody has them. And I love what you say about that. Your garage is like your smile of your house, smile of your home, the smile of your home. It's so. It's such a great thing. Everybody's got one.

Well, the garage is like the small.

Of the home in the driveway.

Be like, how would you describe it.

Maybe the tug and the cedar's area of jewelry. I don't know.

Here's what I want to share with everyone. So not only are you running a.

Business doing Hilton over 200 million sales.

This year, but you're netting like, you netted over $50 million last year.

And I think it was right. Yeah, that's right near there.

We did 22% last month.

This month we'll do 24%.

I think we'll get to 30%.

Q3, and we're buying a lot of companies.

We just closed the biggest deal we closed last week, and we're buying companies.

We're still growing organically and the team is just building.

It's crazy what's going on with the company. Yeah, yeah. Which is awesome.

And I've spoken at two of Tommy's events. He's got a big one coming up.

In November, which we can put a.

Link or tell people how to register for that later if they want to.

It's for service business.

And here's what I want to share.

With everyone that it's either been listening to.

I love marketing because for those of you that are here live, this is great. We're also going to put this up as a podcast.

We're also going to put it up as a video on YouTube and whatnot. But Tommy, back in 2011, approximately, would come to the I Love Marketing meetup.

Groups that we held here live in.

This room when you were kind of starting out, and you would kind of sit in the back and, I mean.

Tell stories and talk a lot about.

Piranha marketing and some of the things. But I just took what you said with what you built in the 90s.

And applied a lot of that.

That's cross your freedom.

The networking group and the company that we bought that was massive, was part of my group, and they did everything.

The same as we do.

They have the same KPIs, they had.

The same operating system as CRM.

They literally were like a clone of us.

So the guy goes, my dad wants.

20 million for the company. I was like, if you do what.

I say, in six months, we should give you 20 million.

They did everything. We gave them everything they wanted and they rolled equity into the new company, which is ours.

Wow. Okay, awesome. Well, so what I want to start with then is really some just foundational, fundamental things of how the hell do.

You build and grow a company?

Because not only have you done it to yourself, but you're now teaching other people how to do this.

You're Going. And what I love is because I've.

Started off service businesses, I've helped tens of thousands of them, as have you, and that's what you're proud of doing. To Pete's comment, how have you used technology in your company today and where is it? Just simply providing great customer service, showing.

Up in the home, doing all these things. I'd love to have you see.

So you know, service is the leading.

CRM and home service. We have 6,000, actually 7,000 I'll call tracking numbers. So every marketing campaign and you have a few of them here, from Google PPC to LSA to our GMB to our organic site, every single Bell peck.

Zone is 10,000 has a unique number for attribution.

I've got more KPIs on the business. I've got a scorecard for every employee.

We've got the numbers now.

I know where every guy's at. I know how to do faster routing. We dispatched for dollars.

But it's so important to train.

We double down on training every day. I got guys traveling the country, we call it polishing.

We've got a market acceleration technician training.

Where we got six guys that will.

Fly out and work with each team.

We're in 40 markets now, so a lot of it, the numbers tells us.

What we need to train.

But we double down on training all the time. Like we're constantly training.

I always tell people I did two.

Days in football five days a week to play one game.

But for some reason in business we say you train for two weeks and.

You'Re good to go for the rest of your life. That'll be the last you hear of us. There's no one on ones.

There's no.

We got a daily morning Mojo call. We've got two one on ones each month. We've got a Thursday morning meeting that goes an hour and a half called Bring the Fire. We've got the teams traveling out.

We got guys coming back to Phoenix.

Every week to recreate and polish. And I think the training is where we win because we focus a lot on eye contact tonality. Body language is 55%. Tonality is 38. 7% is the words we use. So we focus a lot on all three of those. But most importantly, it's smiling more and.

Being excited and enjoy your job and stop hating Mondays and getting the right canvas and recruiting the right people that.

Are willing to learn and want more for their lives, that want to elevate.

Buy a house with their kids in.

Private school if they choose to redo Their vows in Hawaii in 10 years, figuring out their why.

Instead of saying, you got to hit.

Your KPIs, you're going to be on.

A performance improvement plan. We say things like, you told us.

You wanted to buy a house by November. You told us you were going to take your kids to Disney World.

This is what needs to happen to make that happen.

And you told me you want us to hold you accountable.

So it's an easy conversation.

Remember why you're doing this and if.

They don't have a real reason, you.

Can help them peel that on your.

Neck and find a reason. What are your thoughts on people that have desires and goals and are intrinsically motivated or aspirational versus people that just don't show up? They don't live into the opportunity or the suggestions or the advice that you're providing? I mean, the bigger question is, when.

Do you give up on someone or.

Do you never tell them so?

Well, they got a will. I'll find a way.

And they gotta have goals. Better your best.

If you're better than last week, if you really want it, we'll help you get there.

But there's certain people in the room, they'll sit at the back of the room and they hope they're not last. Like, yes, I'm not the worst. There's other guys in the front that.

Say I need to be number one. So one of our core values is aspire to be number one. So they're out there learning.

And I say, if you're not learning outside of what we teach and you're.

Not trying to better your read more books, listen to podcasts. We are always putting podcasts to listen to.

Some guys are like, dude, I just listen to that pockets and change my life.

And some other people are like, no, I never.

I just floating through life waiting for.

Life to happen to me, waiting for.

That lucky chance, scratching off that lottery.

Hoping one day that luck finds me.

And it's just never really.

Those are the guys that I'm like, hey, gals that I'm like, do you want more?

Because let's write down your goals and let's think a little bit bigger. Not just one house, let's think about five houses. I got a guy with more rentals in his house and he's 40 years old. I got a guy that's 23 and a half because of when you're 22, so it's counted halves. So he's 23 and a half. Then he's like, he bought his house, he paid 30% down.

He bought his dream car. He's been with us two years.

And he goes, my goal is to.

Pay the house off at more of 25.

And he's just that mindset. And he's like, listen, I'm going to continue to be better. I'm going to continue to ride myself.

And I'm going to continue to hang.

Out with the best. And sometimes the best part within our industry, sometimes it's calling an H VAC guy to have an income and talk.

About what's working with financing, using other people's money.

One of the things we say is, did you want to use your money.

Today or did you want to use our money?

And then we just smile. And these things we focus on repeating, repeating.

You look uncomfortable, you say that. Smile or have fun. You know, every time I'm with a customer, stand up real quick. So if I'm selling you a part.

I'm just gonna say, hey, tell.

Let me show you this part.

I'm never gonna go, hey, Joe, right? You know, you tell me to be intimidating. Yeah, these little things that just make a huge difference that we practice over.

And over with the body language.

And if it's a woman, usually I'll.

Come to her like this where I'll man enough to square up with a guy a little bit differently. And we always get both parties on the phone. My husband's at work, My wife's at work.

Okay.

Is there a chance we could give her a quick call? Then we give a compliment.

Hey, listen, you've got a beautiful home.

Your wife is absolutely amazing.

She just offered me iced tea.

And I'm so excited that we get.

To serve you today and just have fun. And we say mellow to customers.

One of our five great lights is mellow to customer.

What that means is I can work.

Anywhere I want in a country in the world with a garage door.

I chose a 1 because of my family.

They've been here good times and bad, and they sewed up. And I trust them in my family.

With my kids, you should trust them too. So they got to believe in the.

Company and they got to believe in you. They're just putting booties on when you walk in. Giving compliments.

Never say this is the cheapest.

I'm certainly saying this is the most economical.

But I go back to getting the right canvas.

I don't hire people from inside the trades very often. I hire a lot of busboys, a lot of art centers, a lot of Amazon delivery guys. I. We find people that smile and enjoy.

What they do and then teach them our trade.

So many people are waiting. If I got that perfect head, that other company, he'll come build it for me. And a lot of times the people that are great at another company won't.

Be great at ours because they're bringing over the culture and they learn.

Oh, yeah, yeah. It's all about money, money, money, money. Money's a KPI that we track in my bank account now. We're pretty well, you know, the company's doing great. I'm doing pretty great. So now money's just like, how are we doing with money?

But Simon Sinek, what is it? The game, the infinite gain of just.

We're not here for just this year or next year. We're here for the long term. So what's this company going to be? It's going to be the largest, I think the largest home service company in the world.

And I think we can take the same concepts or the exact same widget, whether it's carpet or whether it's roofing or gutters.

And right now, the highest multiple that I've ever seen other than software, which is coming down rapidly.

And that's why all the PE groups.

Private equity, venture capitalists, all the money's.

Rushing into home service like crazy. The multiples are insane.

Why?

Because there's just a complete lack of people getting training in it. And it's so needed for the infrastructure that's pretty much dissolving in so many.

Parts of the world without enough people.

To do it or what.

There's a lack of people doing it.

Nobody can grows up and says, I.

Want to be a grocer guy. You got to work with your kids. Our guys love what they do, except when it's 120,000 or 0 degrees in Detroit or Wisconsin.

But I think the real deal, what.

Brought so much value is they seen a lot of the equity groups and the private money coming in.

They said these guys actually run really sophisticated businesses, and it's essential. During COVID hotels, they also launched movie theaters.

Everything fell apart. And that's when the multiple started to go up. It was like, whoa, everybody's going to need a plumber. You don't know what to do when you start flooding and the hot water heaters burst all into the home. So what are you going to do.

If you're roof sleeping? You're going to just say, listen.

Can't just deal with the leaks when you're sleeping.

Or you're going to say, listen, we need to get this done. And then you Got the home is equity.

You got the home to back up, but you need to get a loan.

They can put a lien on the house. Whereas this data software with AI everything.

Else, we're applying some AI and experimenting with it. But overall, it goes back to the core principles.

Put an ad out there, get the.

Phone to ring, book the call, get a conversion.

Average ticket needs to be where it needs to be.

We don't sell things people don't need.

I don't sell anything people need. I sell things people want. People like, I don't sell things people don't need.

I'm like, I don't need a new iPhone.

I didn't need this house.

I don't need a new car. I felt these people are like, wow.

That storage, that bottom rubber that keeps.

Throwing the bugs out. Yeah, I want that.

That'll make sense.

Let's back up to when you were.

The first month of your business, when.

You first started, what year was that? Certainly, I don't know if you were.

Thinking about exiting companies and buying up different companies and all the stuff you now learn today.

What year was that?

When you first. How old were you? 22. 22. And let's talk about what were you doing wrong?

What were we doing right? Because there was something that you learned, something you discovered, a behavior you applied.

A mindset that you had. A bunch of things that I think.

Would be really helpful for everyone watching and listening to understand how you went.

From where you were to where you are now.

I was the guy who did everything. I took the phone calls and walked out of movie theaters. I ran all the jobs, I did all the inventory. I hired my first employee.

I had to be the HR guy.

If something went wrong. There wasn't a whole lot of HR.

Back then because there was just one, two, three people.

And the mindset was, I'm the best one to do everything. No one's going to try as hard as me. And the other mentality was I didn't have enough money. A lot of people, they got to be the employee for a long time.

Because they don't have the money to invest. So they got into everything. That's exactly where I was. I was the whole cheap cook, bottle.

Washer, that whole thing.

I remember cleaning carpets back, and I started my carpet cleaning business in 1990. And there was no Internet back then.

So when I got to drive somewhere.

There was no gps. It was Thomas Sky's with maps, and I would drive.

It's so funny how people today, they can't even navigate five miles down the road to get to a restaurant without somebody so hysterical.

I'm glad to grow up in that time because I had to figure out.

How to successfully sell something nobody wants to buy. And in a lot of ways you're.

Kind of in the same boat. There's necessity, but people don't hope that.

They need a new garage or hope that the garage breaks or that the.

Cat kisses in the corner or the boss is coming over for dinner. There's all these reasons that cause people to take a look at stuff.

But I equate my carpet cleaning business.

Is like going to the dmv. It's the necessary evil that comes with driving.

You got to go get a DMV from people that are not in the United States.

It's the Department of Motor Vehicles, one of the many bureaucratic organizations that are incredibly inefficient. And I agree at a post office there's so many. So you got into this non sexy, non glamourous business, as did I. Non sexy, non glamorous is from the outside. I've met some of the greatest people on the planet that do work that from the outside. People would not really see as high.

Status or high steep as some of.

The most awesome humans that really enjoy their work. So when you look at the first 30 days, what do you wish you knew then that you know now that you can share as a suggestion, advice.

Insight to the people watching?

Because I think what you're doing now is you're helping people not have to go through the pain and the angst that both of us went through when we were starting our businesses. Same reason I started teaching carbon nanoparticle cleaners. I was like, what is the hell.

That I went through that if I.

Would have known that I would have been able to shorten the pain curve. There's a few core things.

Number one is have a plan, have.

A budget, have goals. Not just yearly, quarterly, monthly, but this week and today. Have a business plan. Understand your marketing. The numbers matter.

I'd say if I had a CFO or even a really, really high end bookkeeper, I would have made a lot better decisions.

And I think the biggest mistake is that people usually are making money.

If you're working your butt up, you're.

Doing every job, you're bound to make six figures.

Number one is how much is the.

Business making versus you because you're allowed to pay yourself six figures and the business should still make that 15, 20% bottom line EBITDA. The next thing is live within your means.

You Always will invest back in the.

Thing that's making you the most money.

A lot of people say I worked my butt off for the last five years.

We deserve a Harley. We deserve that second house. We deserve. Their way of living goes up exactly as the business is going up. So they can't hire that great cfo. They can't hire a great coo.

They can't hire someone doing their numbers in the background, a great CMO doing the marketing.

They can't afford to. So they say I got to continue.

To do it myself because we live this lifestyle now. And so that is not like a wife. Both of them where they're going on.

This vacation and they can never reinvest.

In the thing that bought them the.

Money because their lifestyle is changing with the business.

And I've always lived well below my means.

I mean this is the first gift.

Truck I had is three years old now. I live in the apartments. We bought a 20 plus. I lived there for 40 years. Got to hang out with all the.

Techs while they were training and I was just delaying gratification.

I would say, listen, I don't owe myself anything right now while I'm building.

The business until we plant a cedarwater.

So much that it's putting out so much fruit. I can take a little bit of.

The fruit, but it takes nurturing and it takes reinvestment into that to grow.

Grow, grow until it turns into a machine.

I think that's a really important point. So there's a lot of people that not only never delay gratification, but they live in a way that is not at all conducive to ever creating wealth. What is the difference between making money and managing money from your perspective?

Well, the real way to make money is your revenue and profit. Got to go above your spending and you got to have a budget. We work on people's personal budget all the time.

I had a girl come up to me in this bedroom.

She said, I want you to sit down.

She says, I'm not making enough to cover my bills.

And that's another thing real quick is if you want to get a raise from me, we'll talk about what's important.

To me and I'll pay you an unlimited supply of money.

Let's work on if I do this.

This, this, don't ask for a raise.

Because you think you deserve more.

Say what's important to you. If I'm able to get you 10 self generated leads a week and recruit you two people, can you give me an extra 60 grand? A year, all day long.

And so let's work on both winning.

That's the reason the book elevate is build a business where everybody wins. My supplier's got to win. The client's hat has to win.

More importantly, I think my internal clients.

Have to win the employees.

And when they're winning, they recruit more.

They'Ll pick up an extra weekend gym.

They'Ll, they'll help train another person.

And it's this place where everybody wants.

To work right now. Not a lot of people want to go to work.

And so I don't go to the.

Unemployment line to pick them up.

Most of the time I get them.

To change their job they're at.

Now, I know you asked a certain question, but managing money is difficult. I can make as much money.

I've always been able to make a lot of money. I can make a lot of money.

I just didn't know how to keep it.

And when I didn't show up to work, we wouldn't make a lot of money.

Now I've been on 113 trips the last 383 days. So I've been living on a climate.

More outside of Phoenix than I've been here.

And I'm doing that as an investment into myself.

I'm doing that because I'm on a lot of stages. I'm writing more books.

I just passed my millionth download for home service expert. And more importantly than the business setting goals of making millions and millions, the.

Business that's worth a billion dollars right now, it'll be worth 2.2 at the end of 2025. That's how cataclyated we are.

But it's more important when somebody says, dude, I just bought a house and.

I'm able to make it to my daughter's soccer practice. I don't care what record in the world we hit. I had a day we hit the best revenue ever. Two weeks ago, the guy called me, said I need to put my down.

Payment on my house.

I'm finally building a life that I can be a better father, a better.

Husband and a better son to my parents.

And I guarantee that was more special.

To me than every record in the.

World because we're helping to build people up. And that's what we're about. You can make it on your own. You can accomplish your dreams, your goals, whatever you want out of life and.

Raise really great children to come into this world and show up for the shelters, be there for their symphonies.

And I think that a lot of People say, what's in it for me?

When you wrote that book, I was like, I've been saying this for years. Go into an opportunity. What's in it for them?

And what I like about your book is it's certain people that pull the life out of you.

Sometimes it's even your marriage. But you got to get away from those people that just suck the life out of you. And we're teaching these things. I have a gal that works for me. She's like, have you ever heard of what's in it for them?

I know they say on a podcast with them. I talked to her on Friday. She's like, I'm going through it. And she had a lot of stuff. She actually picked it up. And I didn't realize. I don't know if it was from me or not, because I posted about it. I bought a lot of copies.

You sent me some copies. And it's a great book. But that's. She's like, I just had this person that's reasonable.

I mean, I work with her.

We got to get you out of that situation.

Right? Right.

No, totally.

I mean.

The not to do list is more important than the to do list, than the not to do person.

Or the not to do half people. Hard, annoying, lame, and frustrating people need to be pruned. So you are left with more easy lubricants on people. I want to come back to something you said about people, and I want.

To kind of have you break down your rules of engagement with you and how do you either attract or train people to work with you? Because you said something really important. When someone that I've hired, especially very early on, comes to me like, I.

Need to make more money, I want.

To make more money. And it's the who does it? No matter.

I've never been in a room of.

Millionaires and asked how many of you.

Don'T need to make any more money.

Nor raises your hand.

Everyone perceives they need to make more money.

So this is just a human desire.

But when someone comes to me that.

Works for me and says, I need to make more money, attached to that.

Is nothing about, well, I need to make more money in order to pay.

You more money, what's in it for? In this particular case, me.

They need to think what's in it for them, right?

And so if they're asking, you know.

I just need to make more money.

Then they're just thinking about themselves. And what I think is so annoying to most business owners is that so many people that work For a company come to seminars, everybody does the arithmetic. Nobody does the. They just look at the amount of money that's coming in from a job and they think that like all goes to business owner. They don't realize insurance and payroll and buildings and equipment and a million other things that cost money. And so when you said if someone.

You'Ll make people money all day long.

If they attach it to you, I'm.

Often surprised when we employ people where unless you're a jerk, unless you're a total asshole.

And there are those bosses.

The number one job of your team.

Not only is to service the customers, but the employees. Person happy who's actually paying you, not.

Happy, like a smile on their face.

By flattering them happy by making sure the business is profitable, making sure the business is functional, making sure it works. So in my company, there's unlimited amounts of money to be made for anyone that helps create customers. Peter Drucker said the primary person's business history, customers, marketing and innovation produce results, although their business functions are cost. And so there's people that make money.

There'S people that save money and they.

Don'T make you money or save any.

Money if they at least make your.

Life easier so you can go out and do the things where you're most skilled at. You will reward those people.

Absolutely.

So my question to you is, is it built in? Is it factory equipped?

Or do you have a way that.

You instill that in people? Or some people have it and others don't.

Because I honestly don't know.

I mean, you know, there's this guy who works for me named Jared that says for those that get it, no explanation is needed. For those that don't, no explanation will do.

Some people kind of get it and other people don't. But I'm wondering because I think for people watching this right now, if they.

Can attract people who showed up and they're like, first off, how do we make this person's life easier, better, more profitable?

How do we focus on the ball? How do you identify what that person.

Wants, Hear what the person says, just do it. It would be game changing. And I'm saying this for myself too because I'm genuinely interested if how you go about it is still reminds me.

So almost every employee, which are my.

Internal clients that work, have a scorecard and we always take the mean and we show them.

If you want to make you go to elk.a1garagetools.com As a technician, you want.

To make 200 grand with the reverse engineer GPI's going to do that. You need to know what he's after today.

And I'll give you all the help because I'll give you the guy that's.

Feeding at the API and it isn't.

About we're going to sell the stocks off of grandbites but we're going to.

Set things correctly that are worn out. And we go like this with every.

Single opportunity and say, listen, we don't just give you one way to make money.

If you recruit somebody, you get $1,500 sales generate. Leave you 7% of the ticket. I will show you guys how to be great marketers. Your wife goes to a B and.

I meeting already because she's a realtor. We'll talk about how to get her.

To sell some garage doors.

I'll pay for anybody's B and I meeting. We'll talk about social media, we'll talk.

About business networking, international.

We were all spoiled the last three years.

If you didn't make money, especially you.

Don'T service the last three years you.

Shouldn'T be an employer, period. So we were spoiled. We were really spoiled. So everybody's going, they're blaming it on the marketing. And I tell people there's three ways to make money other than cutting costs. Get more customers so you can customers go back more frequently or charge more to your current customers.

So we're at 28,000 service agreements the last year. So that's literacy. Every year we go out with lubricated chest, everything on the door. We do 151.2 up.

How are we going to raise the ticket?

Well, we're going into soft stores now. We're going to go into front doors, we're going to go into the floor and poly aspartis or epoxy.

How do we get more clients?

Lead source is what we focus on.

When a lead came in.

Having attributes and to understand where the.

Leads are coming in. We're at a 90% booking rate.

No one that I know at home.

Service is at a 90%.

We've got a whole rehash on both jobs.

We have a Spanish speaking sector of the business. We're going bonkers.

Spent about three months on all the.

Spanish campaigns, paper performance, all the spaces.

All the newsletters in Spanish.

We're building the whole website in Spanish and then we're sending links, we're giving backlinks to ring and we're putting people in those pictures because people want to do business. 40% of Ariel, Arizona speaks Basel first language. I want to do business with, go and communicate with the best. So these are all things I'm not blaming marketing.

I'm going, listen, we can be better.

We can book more calls, we can get more conversions or rates we look at.

One of the biggest things I do is say, listen, Joe, we're fixing your door right now. We've already got a lot of things.

There's still a few things, but here.

We thought about our new door.

Let me just show you.

40% of your curb appeal. Remodel magazines came out six years in a row.

This year it set 102.7% return on investment means that if you spend the money today, you're actually going to get.

It back in equity.

When you sell the home, when you.

Educate people, you're like, listen, I never.

Really thought about that, but actually that really looks good. These are the little things that I.

Think are so important when I'm dealing with a person that wants to make more money. I got 10 ways.

If you sell a service agreement, you.

Get a buck a month.

You sell 20amonth, 20 a week, that's 80 bucks a month.

You do that for a few years, you're bringing in thousands a month. We call that mailbox money.

And there's so many ways to make money in the business. And I'm just continuing to find more sources. The old saying is, what happens if I train them and they leave?

And my reaction to that, what if.

I train them and they stick?

And now I got really great people that show up. You know, there's going on over 700 of us now.

We're in 23 states and we're picking the markets.

We are working with PE right now.

We had a great meeting yesterday and they said, how are you going to take market share?

How are you going to own 15 to 20% of the market?

And that's not an easy task. And there comes a point at the minishing returns where you're spending more than you could for a lease to get.

The ROI you want.

But then next year is when I say we're not going to make anything in this order because we're going to.

Make a negative 2% because that's long.

Term, but we're going to take market share. So it's long term thinking.

But I think with employees, you just.

Got to understand, set the expectations up.

Front, have a manual, have an sop.

Have a scorecard, make sure they understand.

It and read it back to you. People always say these podcasts and different webinars, they're like, I'll outwork you all day long. You can outwork me, but I'm going to outdelegate you because I hire for one week business.

I don't care who's going to outwork me. I work nights, I work weekends, I work holidays. But at the end of the day, I'm not keeping track of my hours. I'm focusing on getting the right executive assistants. I have too. I'm hiring a personal assistant.

I'm buying back my time.

And I hired one of the best trainers. I got a new nutritionist starting.

I got the three people cooking my meals.

Actually the guy you introduced. So we're meeting her this week. Ultimately, I'm like, what are my weaknesses? I know what my strengths are.

I'm going to focus on those. I don't want to be well rounded. I don't care about well rounded. I'm not going to ever be a cfo. I'm never going to love a pivot table and be like, ooh, look at.

This, look at this balance sheet. I go out, I know how to read it, but I don't know who's.

Mumbling in the background.

Is that a question or someone just excited?

Okay, well, you know, I love what you just said about I will out.

Delegate you because there are already shots, a ton of people that follow these gurus. Most of them are high strung, super.

Add, yelling, screaming, barking, haven't dealt with their childhood traumas.

They're ranting and raving.

I don't want to work anybody.

It's like, why?

You're a one man soldier.

You can have people around you, but you'll never train anybody to do it against you.

I hope that everybody around me becomes.

Better, better than me. And people say, what happens if they do leave? And I say, I don't think we're just a better person by going to be.

But I cut you off.

So no, no, no. The one person.

You need an army.

Of people that are supporters. So the sheer amount of people that your company is servicing in the beginning, I think the perfectionistic attitude, you want.

To do everything right.

You don't want to have anyone complain.

You want everyone to be happy.

But inevitably there is no way for.

You to have 28,000 jobs that are.

Delivered and not have something go wrong either. A technician messes up, unreasonable customer acts.

Of God, weather all kinds of things, supply problems.

How do you handle when things go wrong?

Things go wrong all the time. And I put in layers, just like the military.

I don't take on everything. There's layers that Come to me in.

General, they know to protect me from.

Anything bad because I focus, I'm very happy.

I'm more of a leader that I.

Try to spread the good word, the gospel. I'm constantly applauding team members.

I've got a whole thing beonewinner.com where you go and I'll send a video to different people throughout the day just to let you know I love you, I'm proud of you.

I don't give as much chance to see you as much as I used to. So they protect me from the negative because I don't like hearing the negative.

So they know, let's not even tell.

But really what you focus on is I created an eight step process in 2010 that works every single time for my technicians.

We created five green lights before you sell a garage store.

Both decision makers know they're pre financed, they've got options.

We know that they follow the customer. We've got all these systems in place.

And the systems are not for everything. It's over time with technology and we embrace technology.

I got a dual camera system in every vehicle. I know when there's a tire that has an issue. I know when they need to tune up, it's automatically.

I know when guys need to switch.

Vans because one guy's putting more miles.

On a van than another guy. I know the perfect time to trade.

Them in to get the highest value ROI on the vehicle.

All these systems. I tell everybody we're going to change who we are. We're the best we've ever been, but.

The worst will ever be tomorrow. We're going to be a hell of a lot better. I just know, I tell everybody in my orientation, I do a three and a half hour orientation each month.

I say, guys, what you're coming into.

It won't feel the same in three months.

It'll be the same culture. We're going to show up for you.

We'Re going to smile around, we're going.

To celebrate, we're going to break bread with each other.

But just know, don't get comfortable with.

What today is because it won't be.

The same for three months.

And I think that's the hardest thing is people have to be willing to adapt.

And that's the culture we built.

And if you don't plan on your.

Culture, your culture will get built without a plan.

And that's the worst thing you could have. And if that happens and someone needs to reinvent their culture.

Any recommendations? Yeah, you know, I think the main.

Thing is explaining that there's SOPs.

And a lot of times what the.

Owner says is, these people are good. As hard as they. Well, that mentality of just, I'm the best. I go in and I say, listen, I'm going to train you to be better than me. I hope you're better than me. And you should praise just as much as you criticize. And never criticize in public and just spend time with people.

Quality time.

We went skydiving about three weeks ago with 15 of the techniques.

We've got a pinnacle club.

We run.

I don't know, about 50 of US technicians, wives, and other important key players for the company.

We go.

We went on a really nice. We went out to the park. We brought food. We had volleyball at the skydiving adventure.

That was a different time than how.

Many people out of the 15 that.

Jumped up and played? Only 12. And there was a guy that didn't.

Show up, and they said, you want to go? I'm like, not really, but I'll go.

I went, okay, good. Because I've jumped out planes twice.

It's scary.

I'm afraid of heights. And it was one of these things trying to get over my affair. But I was just curious. You got every one of the people.

That listen, There was another 20 minutes that they wanted to go. I said, bring it on, and right now.

And then one week before that, we went to a baseball game.

We went to topgolf in every market.

You know, Bri, her job is a.

Set of these events all the time.

Because if I get to know you and your kids and your dogs and your significant other, you build relationships outside.

Of work, outside of you.

The story of keeping a business where people don't leave all the time is.

There'S a status like, 90% of people will not leave a company because they.

Have a best friend within the company. They don't make that best friend at work. They make it outside of work. So having those outside activities and letting.

People know each other, not always making.

Hey, guys, what the hell happened today?

We never, ever get up at a meeting.

We talk about the great things going on in the business.

We have the mojo call every morning.

We don't ever say, you guys really.

Suck at the bottom. We're like, listen, tell me the mindset of how you had your best day.

Ever in the company since you've been here. What mental breakthrough did you have? What ceiling did you have to break through? And a guy I don't know a.

Year ago, he's like, dude, I started.

Wearing work Boots instead of tennis shoes.

You got to wear an A1 strip at work.

You need to wear shorts. So I got started wearing work boots. And people started thinking I'm a worker instead of like, I guess each. I was a salesman or something. And the next week every guy had work boots on.

And I was like, whatever works.

But it's this little thing to let them tell you. I don't tell guys what to do. I let the winners that are making.

These playthroughs talk about what's working for them.

Yeah, that's good. So we have a quick question here from Vincent.

So what's your question?

Vincent?

Hey, can you hear me?

Sorry about that. Yeah, we can hear you. All right, perfect.

Thanks, Tommy.

Appreciate all the insights here.

You mentioned Dan Antonella. I just want to give him a quick plug.

Cause he's awesome and he does great work.

But I'm in mid-30s.

I appreciate a lot of the insights you've provided.

I'm an attorney, actually, but I see a lot of the, you know, what we were talking about pertains to the legal profession 100%. But interested if you have any recommendations for yourself. I guess looking back when, when you.

Were that age, 35 was five years ago. Are you 40 yet?

I just turned 40 in March.

I think even throughout my 30s, I.

Think it was, you know, I wasn't good at budgeting.

And I'd say I've really taken the.

Time to whiteboard and become a master whiteboarder and systems and figuring out what.

I'm not good at and putting together.

The right person I'm looking for and.

What the scorecard is.

So many times Al Levy taught me this is.

He goes, you hire a person and.

Then you build a box. Around now I build the perfect box.

And find the person to fit into the box. And it sounds bad.

I don't want people in a box.

But whatever that SOP and what they're.

Doing, business model box.

And I just say, I'm not perfect.

I'm not married. I don't have any kids. That's a goal of mine. But as far as what I do in business, I'm on balance on purpose.

This looked like Dan Thurman.

And when you're working all the time, you got to have a plan for.

When you might not be as close to your kids.

You might not be praying or meditating.

A lot of people say, I just want balance. I want balance. I'm comfortable being unbalanced. And throughout my 30s, to build something that was really special that I Can.

Make a lot of people millionaires. I can get back to a lot of people. I had to be off balance.

And so many people say, listen, man.

How do you do it?

And I'm like, listen, you can't go.

On over 100 trips in once in.

A year and stay perfectly and work.

Out perfectly every day. And one other thing I would say, because you're a lawyer, is hopefully have the money start buying back your time. Unless you love mowing the lawn, unless.

You love, love, love cooking, unless you.

Love getting on the phone and working on contracts with home repairs that you.

Need at your house, or you love.

Scheduling your own flights.

I don't do any of that stuff.

I'm starting to navigate way more than I ever thought before.

And my goal is to 10x how much I delegate. There's an art of delegation that I bet you you make two or three important decisions in a day.

The rest of the things you can all delegate out. And it's really hard just to be careful on what you consider balanced because people just say, I want to make more money and I want to be happy.

But that doesn't have anything to do with mindset of abundance. It doesn't mean to be thankful.

And I'm just comfortable. I know I can't work out if.

You sit ups eight times a day and pray ten times a day and.

Make it better, make it to the.

Kids games and also be the best.

Boss and also put 12 hours in a day.

And also a lot of people have these weird goals where I just want balance. You will, but it's going to be.

A lot less work and there's going to be a time for that. But you got people say, you know, how did you do this? It's unbelievable what people think they could.

Do in one year and not arresting what they could do in four.

So play the long game. And a lot of people say, I.

Just want to become an influencer and.

I want more and I want it.

To happen by next year.

And I got this big goal.

I know we're at 2 million. I know I could be at 10 million. It took him 10 years to get to 2 million. And yes, there are years you can double, but really have realistic expectations that are numbered. And don't give yourself this. I would shoot for the moon, but I have a good goal. We call them poppy goals. We have good, better, best.

And then we have the Tommy goal.

That's really unattainable.

Every once in a while we'll hit the Tommy.

Hey, I hope you're enjoying this video and I want to let you know that I have a new book that's come out and if you'd like to get it absolutely free, there's a link below in the description. Or you can wait till the end of this video or you can Simply go to joe'sfreebook.com and you can get a copy there.

Brent has a question on Susan that.

Was popped up here. Before we ask this, I'll let you have me popping up here in a minute.

I want to speak to something you.

Just talked about, buying back your time, that is.

I understand what you mean by it.

I'd love for you to elaborate a.

Little more because I think that your importance and stubbornness share this quick story so I've spent six weeks of my life on Necker island having breakfast, lunch and dinner with Richard Branson. During most of those days, I've spent hours interviewing Richard, conducting brainstorm sessions on Necker Island. Richard has a very hard time explaining what the hell he does.

He's like this intuitive entrepreneur, and so people can watch my interviews with him online if they want to.

Just type in my name. And Richard Branson. The best conversation I have with them is via him in the morning one day.

I don't know how many years ago this was.

It was a long time ago. And I said to him, you know, Richard, when's the last time you did your laundry? And he's like, I've never done my laundry. And I'm like, what do you mean.

He never did your laundry?

What about when you were a kid?

He's like, well, my mom did my laundry.

You know?

I'm like, okay, when's the last time.

You'Re in a grocery store? Kind of. Let's stop. He's like, I don't think I've ever been in a grocery store. I'm like, what are you talking about?

Like that? How is that even possible?

What about when you were, you know, with the sex business? We were buying beer for Sid Vicious and Johnny Run. He's like, I'm thinking of a ruining grocery store. And then he says, electivity. You hire people to do that stuff. He goes, if you make one good hire, it could save you thousands of.

Hours in your life.

Now, first off, I don't believe the guy's ever been in the grocery store.

Maybe laundry, because I knew his mom.

Before she passed away. But the point is delegation, right? So today I shot a video of.

Me doing laundry, and part of it.

Was kind of a social experiment.

I wanted to actually, if Anyone wants to watch it.

Exactly. It was all done on purpose. And I sit there folding some laundry.

It's on Twitter. So if anyone wants to go and look at my Twitter page. Joe Polish or Instagram, which is Joe Polish.

Or Facebook, which is Joe Polish.

I literally posted the video there because.

I just wanted to see what this comments would be.

I did it right before we came down here.

And part of it though is there is a lot of stuff that you can buy back your time.

And the whole concept of buying back.

Your time is really, I think the defining factor when you go from amateur to pro, right? There are certain things you like and it works.

And until you have the box set up so it's not a total mess.

Because a delegation is when you can completely hand it off and it doesn't fall apart, right? Not there's application and there's delegation.

So the whole buyback time.

Explain what that actually means.

I mean I think most people get.

It, but it's so damn important. And I think it's one of the reasons why you have been able to leverage yourself and go what it is you have because you just simply understand.

That a lot of the fetal stages.

Deep into the house, it's an undertaking. Now we have so big ass house. I literally have five whiteboards front and back. So 10. And I spent three hours the other night whiteboarding the exciting lady we're going to bring in. And I'm building maps for the house.

And putting different color markers of what needs to be mopped in a building.

Sops how I like my laundry when I get the dry cleaning.

What's important to me about dry cleaning. What I want in the shower. Do I want a.

This sounds crazy.

Do I want a piece of floss? What kind of floss do I like?

It might sound kind of cocky, but.

These are the little things I want.

What's important to me for my truck, how much gas?

When do I want my gas to.

And like you take a look at everything.

You write down everything you do for.

A week, the tiniest little things, the most miniscule of things and you say how can I put this in someone.

Else to do it the way I enjoy it.

And I think if you really document an old fashioned scheduler that had every.

Hour and the hours were big and you wrote down everything and then you.

Highlighted simple things by hiring a $20 an hour person and saying these are all the things. And then here's what I'm going to do when I book my next ticket. I'm going to Build a loom video or record it on zoom.

And I'm going to say out loud what I'm doing. I'm going to say, listen, I'm traveling to Baltimore.

I prefer this flight. I prefer this time. Here's my TSA pre check number.

If I can't do this, I'll fly.

Out southwest if it's less than an hour and it can get me there faster.

And you're talking out loud and you're.

Building your training videos for summit. Because here's what will happen if you don't set this up correctly. No one will do it upstairs. I'll set two of myself. This is BS and you gotta. You got to step back and say, I'm going to knock. I'm going to spend the time training.

Other people and then I'm going to.

Get back 10 full time. So anything I do, I'm thinking about a system to make it more efficient.

And I'm going, okay, who can I hire? What can I do?

And I always know there's going to.

Be a little bit of complications.

I'm going to have someone that asks.

Great questions and will repeat after me exactly what I expect.

And then I got to have a connector. I call my data 72 to make.

Sure the systems are being followed exactly.

So you need checks and balances for each system you create. And it's as small as setting up the bathroom.

I wear the same shirt almost every day.

It's the same shirt because I don't want to think about the shirt. Setting up systems in a way that's repeatable. And I just think if you look at everything you do, whether that's cleaning up dog poop. I enjoy walking my dogs.

Sometimes I listen to audible, sometimes I'll check up on social media. I get a lot of questions that.

I like to answer personally. So I'm never going to quit walking the dog.

We do have a dog walker.

She's out of town for the next two weeks. It's kind of annoying because I like to walk when he gets 15 minutes, but he gets the exciting minutes to walk for an hour.

So I'm building now I'm building a.

Backup plan for when she's out of town. I did lottery yesterday because I got sold out.

I hit the lottery in two years.

And the cleaning lady that we had moved and so we got this laundry.

Service coming and I'm like, well, I'm out of my.

And I got like 20 of these.

So I washed them all, I hung them up. I like them a certain way.

I like them filed in my cabinet a certain way. But here's the thing.

If you walk in that cabinet and.

You got a cleaning layer every time, you got to fix it. You have a system. The way my socks.

I literally throw all my socks every.

Once in a year. I buy the extra exact same pairs of all of them because I hate matching stocks. So why not?

You know, it's called going lean.

It's called Six Sigma. It's called lean manufacturing. Put it away.

And it's coming up with ways to be more efficient. And your whole life you think about.

Things that you love to do and.

Other things you can delegate or become more efficient with. I love it.

That's a great.

A lot of value and wisdom there.

Okay, pop that question back up. Okay. So does that. We have a training program or a group. So next year focuses on hi.

Plumbing lab school.

Julian Scaddin, a great, great friend of mine.

I stay at his house when I go there.

He's in Twin Cities, Minnesota. We're taking everything they built. And I didn't think I want to.

Build it for every company. Whether you're pest control, roofing, gutters, whatever it might be. Joe knows a lot about it. Joe showed me everything he built in the 90s. And we're duplicating it in a lot of ways.

Ways. And I asked her Joe's help because he's a mentor.

And so I don't want to make the same mistakes.

He built the genius network.

Not only the money flowing through here.

But there's a bigger reason for me is these guys.

Why do you build a business?

One of three reasons to die. To have a government take it. To sell it, or free to give it to your kids.

Your kids don't want your business. But you might believe they love it.

That's a way. It's a means to went in for.

Them and they know it because dad or mom did it. So we're teaching that people. What's your goal?

You need 10 million, 20 million, 30 million. What do you enjoy doing?

What's your life look like in five years? Do you enjoy golf?

Maybe. Let's make sure we build a life.

You want and let's get you there.

You got to have that in mind.

So mine's more focused on how you're.

Going to sell your business and getting the right systems, whether that's the churn of accounts. Making sure you've got the right SOPs.

Making sure you got the right KPIs, make sure you got the right balance sheet income statement. Cash flow statement, you're on accrual accounting.

All these things that I made mistakes of, how to get a delayed term.

Loan in place, how to do a few quality verdicts.

All these things the companies don't know.

About, getting the right lawyers, we're going to help that.

But that's not the only reason we're doing it.

But what better reason would you want to have a network to train you.

Than to get to your destination, your.

Outcome of the perfect life. Think it's a perfect life, but there's a life you enjoy a lot more with family, friends.

You'll say, what's the perfect life?

With your mom and your sister, your niece and nephew.

I love them, but I don't want.

To go back when I was a.

Kid, 6 years old, mom, dad, Ikea.

I want them around a lot, but I wanted them to be quality time. I want my phone turned off. And money does buy time in a.

Lot of cases because listen, we were.

Having a sample, going to Lake Tahoe.

And we're renting a boat, we're getting.

A guy to drive the boat, we're getting dinner.

And I'm like, this is great.

It's quality time. I don't enjoy going to the store.

Like we talked about, like Richard getting.

The stuff, someone's running over here, someone's.

Taking the garbage out, someone's cooking. And finally we have a 30 minute dinner.

Now everybody's going out.

Let's enjoy the full day together.

It's a lot like that. I admire what they built.

They do amazing things.

So there's a lot of things we're.

Going to take from that.

I never was part of that group, but I know a lot of people that are.

They've done amazing things.

So I admire what Headstar is built.

Mike, if you could put the zoom gallery up there so we can see everyone. Dean Jackson, I'm going to ask Tommy.

About marketing and I'd like you to type in. Is there anything that I didn't ask Tommy or bring up that he would.

Like to since I've been doing outlet marketing with Dean since 2000, by the way. You introduced me to Dean.

I got to go to Florida and Giuseppe was the camera guy. We had a lot of wind and.

It was out there. But I love what he did in Canada with the real estate. He's like, dude, I wanted to be in Florida.

He's like, I wanted to be here. I wanted to be in the perfect spot.

He built the perfect life. He's happy. You cannot find Dean without a Smile on his face and you can tell what he's done.

So I thank you both for spending.

Time and building us up. Absolutely.

So.

Dean, this whole thing, like, Tommy is so on track here. Just singing my song, you know, I mean, loving this idea of delegating as much as you can. And time is time. People often, they feel okay to delegate stuff at work begrudgingly, but then they're at home cutting the grass and doing the laundry and doing all the things. They don't value that time differently than they value time at work. So I look at this as trying to. Trying to maximize three things. Daily. Joy, abundant time, and financial peace. And we're trying to dial all of those up to 11. And so much of it is just starting with what brings you joy. Tommy talked about all the systems at home I'm showing here. This is my house. We've got. We've lovingly call our home the Four Seasons. Valhalla. And Valhalla is the neighborhood where I live in. And we went through an exercise of thinking, what would happen? What would it look like if the Four Seasons came and took over the management of your home? What would that look like? And they bring with them everything. What would the food and beverage department look like? And the maintenance department and the, you know, all of it. The concierge, the events, everything. And Joe, you remember you and I tried to set you up with the. The binder for that, Trying to imagine the operating system for your. For your house. So I think you're right on track with that. Tommy.

See what he knows about Tommy, every good idea, he captures it. And he's going to have cups made.

Branded for his new house, which is really badass.

And as soon as you set the Four Season, if they manage everything, which is absolutely hysterical, you know. You know, it's interesting because I had a really good buddy. He's got one of the largest plumbing companies in the country. And he's like, dude, where's your freaking iron? So I ordered irons for every room.

Irons aren't iron anymore.

They're steamers. So I'm like, that's kind of annoying. I hit that. So these little. I can't predict everything, but somebody's going to say, I need an iron.

And I was going to go find.

The iron in one of the rooms versus me. I act, I do.

I don't wait.

I don't wait for the perfect timing. And tomorrow is going to be a better day.

Next month, I'll get started.

I get started.

I fall down all the time.

I guarantee you guys, if you've seen.

A guy make more mistakes in your.

Life, I'd be surprised who it is.

Because I fall all the time.

I just get back up. I don't make the same mistakes twice. But I'm not afraid to get started. So many people are like, I'm going to start that diet next week.

I'm going to finally start working out.

This is the dating. And start now. Don't wait, because if you wait, it's you procrastinate. But I also have a trainer come to me.

I also am working on a nutrition.

Plan that works in my life. I'm working on somebody that just simply.

Follows me with a camera.

His brain.

But also I'm like, listen, I don't eat right.

So I had my assistant, literally, the time she eat, the bottles of water.

End up on my desk.

The vitamins that I need. She's going to my doctor's appointments with me on just getting the healthiest, nutritious vitamins that I need. Because I'm like, how do I make this so easy for me?

That's what I'm thinking about all the time.

I still have to comment on this, too.

We'll come to the marketing and we'll moment, I promise.

Blake, who's the founder of Spartan Races, so he came to one of my 100k groups and he was sitting right over here in this room.

And I probably know this whole gig because I've known him for a while.

He's interviewed me for his podcast.

I've been a speaker at the Spartan World Championships, all this stuff. So he lugs around a kettlebell with.

Him and he comes to the speaker. The Guy's just surpassed 100 million a year in sales at this time. And he has a luggage tag on the kettlebell. And this is sitting there. And of course, I knew why it.

Was there, but I wanted to have this be a prop for him to give a talk. And so we got all these people in 100k group running giant companies, a.

Lot of people running just very big companies. I said, joe, what's the whole deal.

With this gentle belt? Why are you jacking kettlebell?

He's like, yeah.

He goes, it's a way to remind.

Me to never let my life get too soft. It's a pain in the ass to carry this thing around, but it reminds me. So here's the thing, though. The reason I bring this up is there's different reasons and different contexts why people do the things it is they do.

I just had Dr. Doug Brackman, who.

Wrote the book Driven, and there's like 5% of the population has the D2D4 hunter gene and the rest are farmers. I mean, you and me are totally hunters, right? And the vast majority of the world is farmers. And so there's a certain, like a Gary Vaynerchuk is a. You know, I interviewed Gary in this room. He is a full blown hunter.

So a lot of people that are.

Farmers, they see Gary and Ray. Bingo. They're just never going to be like that.

They're not wired like that. And so my whole thing doing laundry.

I actually laundry into a ritualized system.

I can either listen to podcasts or.

I can just think where I can do it. But I'm sitting here listening to I.

Loved what you wrote down. I'm going to go do a whole.

New audit of things that are ways.

The whole tracking every 30.

I used to do this starting back in my day. 1998 was the first time I started a coaching group with a guy named Jeff Smith. It was called.

2X1 where how to.

Double your income and take an extra day off a week if you wanted to do that. So it's like, how do you actually do that? One of the things is we would have people for two weeks track literally every 30 minutes and everything in between, but it was broken down where they could write every single thing they did, how many phone calls they did, when they used the bathroom, when they eat meals, when they brush their teeth, like.

Everything so that people can audit and.

Evaluate what are the shit that you.

Can have other people to do that you don't want to do. So my whole view on this is.

Like Doug Bradka was just here at Genius Network on Thursday and Friday and he's talking about David Goggins. He wrote a book called Dead Hurt Me. He goes, well, yeah, he can hurt him, but he beats the shit out.

Of himself all day long.

He hurts himself because he's so damn tripping. So. But I'm sitting and listening to everybody and I'm like, you know, some things.

Are right and work for that person.

And for other people.

That's not all there is. No, no. I'll tell you this.

I don't get up at 4 in the morning and do an ice bath and go through torture. You gotta do something you hate every day. You know, men work through some people.

And I'm okay with that.

And I want to put themselves in torture so they can appreciate the find things in life. I've been strengthened to find things in life. I'm like, listen, make it fun and interesting for me. No doubt. Like, me make things. I like to be challenged.

I like to win. I'm a competitive sob.

But at the end of the day.

You know what would be better than me working out would be give me.

Something competitive to do that would be building something that I enjoy.

Like, what's a sport you love that you don't have? A swim race, or if you like mountain biking.

Make sure you find a compatibility and.

Accountability partner at home and at work.

There's one thing we do with every employee is finding an accountability partner at work and at home.

Because people that know if your wife or husband know exactly what you want.

To accomplish or what's in it for you, the kids know, they're like, eric Morris comes over work. They're like, dad, did you sell a door today? His wife's like, don't come home until.

You sell a door. I don't go through the torture of.

These things that some of these people like. You ought to just boost yourself to that extent. Listen, do what you're comfortable with and do things the easiest way possible. You get into an ice bath and you don't. Absolutely.

I enjoy cryo better than I like ice baths.

And I know maybe you don't get. Because you're just kind of weak and timid.

I don't know, it might be. But I'll tell you guys, at the.

End of the day, I don't mind doing something you don't like.

There's going to be stuff your whole life you don't like, sometimes going to work. But one thing I do say is.

Make sure you enjoy Mondays.

Because if you start to hate Mondays and you hate the majority of your.

Life, you go through it one day, you wonder where to go.

And Ferris Wheeler said it at the.

End of his movie. He's sitting there betting us one day, if you don't start to wake up.

It'S like going to go buy. And I think that is probably the best lesson is time, health and money.

And it goes like this. Health, time, then money. Money can help instincts if you do it right. Money is just a tool. The love of money. The Bible never says the root of all evil. It doesn't say that in the Bible. Says the the love of money is.

The root of all evil.

Money is a great thing. So don't look at money and say you can't raise money, but if it buys you time, it helps you become.

Healthy and more quality time with the people that you love.

You're winning people Say money, care about happiness. Also, I've been using that. I've been using your life.

Now, I'm going to speak at two events next week.

And these are the type of things. Doing this and being part of this, taking some knowledge.

You guys drop on me.

I use this stuff and I make.

Sure I use it. I'll go home, take notes, put it in upgrade.

I use slideshow to keep me.

I know you don't like slideshows.

I just use them to keep me my time, right?

Oh, no. I use them once in a while too. Whenever I.

Because it keeps an add person like me, Andre and Jones.

You know what's so great is we're.

Going to shoot a video of me and doing off in a nice bath.

And the actual real life I hate. I'm not afraid of it. I just don't. I'm not the type of guy that wakes up at 4am and they're like.

What'S your morning routine? I'm like, I don't. I'm a night now.

And people are like, your routine is.

Who makes you a night for you?

There's a lot of things you can set yourself up for what you do.

The night before to prep.

There's all kinds of things you can.

Do to make life go easier. But there's people are like, what do you study? Do you study eos?

Yes, I know Geno Whip and I've had them on my pockets. They don't work.

Winners.

I've had him on my podcast.

I've created my own system. And I don't need to read a book.

I've read over 2000 books. I have 1200 on Audible.

I don't need this. That's like the other person's system I created. And all that works for me is all I'm saying. I mean, I think that's the great way to take information is you figure out what do you need solved? How does this apply? How do you utilize this and take what you like and do the rest?

That's a great one out of 12 steps.

I was interviewed yesterday for my book the Miracle Morning for Addiction Recovery. And one of the first things I opened up with, I said, look, I'm mostly nocturnal. I wrote the Miracle Morning for Addiction.

Recovery with Hal Elrod and Ann and David because a lot of people were.

Using the Miracle Morning for their addiction recovery. And Hal said, can we do a book together for people in addiction? So if you didn't. But I said to the guy, it's really about the rituals.

I don't care if you do them at 10am it doesn't really matter to me.

The fact is if there's something there.

That would be helpful.

You design a life that works. Because at the end of the day.

Does it work or does it not work?

Because when people try to adopt someone else's value system and they hate doesn't expand them, it contracts them like discard it. Like just live your life the way.

You want to live your life.

And like you said, no one's going to be perfect.

I mean like you're either on track.

Or you get off track. And I think success is. It's not that the treadmill of shit never disappears.

It's constantly there. What happens is your ability to navigate.

It, your ability to be resourceful. Because the things for successful entrepreneurs, if you had to deal with like before 9:00am Every morning, you deal with stuff that the average you employee probably doesn't deal with in the entire week, month, maybe year. And if you were dealing with some of the same stuff the first week you started out that you deal with today, it would have crushed you. So you've developed all these capabilities and all these skills over the years. So let's talk about Kaylee's question.

What advice can you offer to someone.

Starting their business when they don't have the financials to get things going?

Okay, let's answer that and then we'll.

Come to the market.

Yeah, you know, a lot of people, that's the biggest downfall I see is.

They don't have any money, they don't.

Have any access to a loan, they don't have a credit score on the other end they have a ton of money.

So they make big mistakes and lose.

A lot up front. So I like going in because you're more hungry and you don't have a lot.

But you got to set a plan. First of all, you got to set.

A personal budget to have it money to get started. And you're going to be the worker. There's no doubt about it. You can't hire laborer when you don't have money.

But you got to create the systems.

The nice thing about going into a small business and designing it yourself is.

You'Ll make the mistakes. If you document appropriately, you'll build checklists for people. So let's say, shoot, if you're starting a pie company, you'll say this is what not to do.

And here's how you make sure you don't burn the.

So I think it is advantages.

But what I would tell you is.

If you don't have the financials I.

Don'T recommend like a lot of people do, lean on your network because I.

Don'T think it's right to go to.

Mom and dad or anybody else to get going.

I think you have to have a plan to get started.

Set a budget in one year to.

See here's how much money you would go into it. And the best advice I've ever given is find a business what you want.

Your business will look like. When you're small, you might go to.

A million dollar company. Then I go to $5 million companies.

Then I spend a lot of time with $100 million companies. Now I'm going to billion dollar operations to find out what it looks like.

The air is different, the SOPs are different, the orchard is different. But if you don't know exactly and.

To visualize what your business looks like, spend time learning that.

But I think you got to save some money.

You don't need a lot of it because you're to going to be the employee for the first couple years most likely. But I think there's a lot of.

Opportunities that come from that. So on ilomarketing.com me and Dean have a report called Breakthrough DNA which goes through the a profit activators. And if you need money, you got to figure out how to make money.

I've never built a company by raising.

Capital because a lot of times people.

That are raising money, they have no idea how to sell something. So they're raising money in the hopes.

That they're magically going to figure out.

A profitable business model.

So whenever I need money, I figure.

Out what people want to buy.

I create marketing that puts information in front of anything that I'm selling. And that's what I first started doing with consumer awareness guys pre recorded messages. Before the Internet, you advertise everywhere and I think you're getting better at marketing. And so figuring out there's a line.

On the wall that says any problem.

In the world can be solved with.

The right sales letter by Gary Halbert. And when I first heard that line.

From him back in the mid-90s, I was thinking to myself, well, there's lots of things that can't be solved with the sales letter. What if you need a love relationship?

What if you have a child that.

Needs a kidney transplant? What if you are unhealthy? Well, the more I think about it.

You actually can write a self letter.

For, for almost anything. You could advertise for pretty much almost anything. Or at least you can open the.

Door and let people know what it.

Is you're looking for. It may not give you the immediate solution, may not give you money, but.

You can do a lot of things.

By putting messaging out there.

So I have this sugar packet that I always referenced.

Years ago I was in a small.

Town, like a little diner trading sort.

Of place and there was this packet of sugar on the table and they had all these captions and one of them said advertising and the caption said you have something to sell in whispers.

For well is not as out to make a shiny dollar as the guy.

That climbs the tree in hollers. And a lot of people have stuff.

That sell but they whisper in a well. They don't advertise it, they don't promote.

It and decide did you advertise everywhere? You have built a lot of what's your advertising budget? Do you have any marketing?

Let's see, this year I will spend around $25 million in marketing. Okay, So I think you're qualified to speak to what works and what doesn't.

Work or at least how to think of it. So how would you get to find marketing? Why do you love it if you're spending as much money on marketing as your company is? Probably not even because you're spending that money on marketing.

Well the way I define marketing is.

Look, you got to drive leads, right?

You got to get people that need your service.

So there's a few things you could do. You can get them to buy other products which might be cheaper. Acquisition club cost you. But most of all we track everything we know. Tv, radio, billboards.

Novi has the about direct response.

Marketing is mine but I know by.

The tv, radio, billboards, my Google click through rate goes up, the branded search terms go up when I get branded.

Searching, searching A1 roster of service. They see my bands, they see the yard signs, they see the ad you.

Just pulled up, not the bell back with the other one that pay for performance. I paid zero ads.

They told me when I was a.

Little one, yeah, I don't pay anything for that.

I pay a percentage because I got such good attribution.

We send a report daily to all the people and it's called pay for performance.

Anytime I get performance pay I'll do it. And now you get it with tv, radio, billboards. I get performance pay in a lot of things and then I sell performance pay.

I'm working on a mailer or I'm.

Putting the 10 best companies. When you move into a house you need your locks change, you need to.

Change Your grassroots codes.

You need to get your pull service, you need to get your cable. So I'm going to send it for free for them but I'll add your.

That I'll get paid my course.

But.

Now I'll go to Florida.

So Google what I found on demand like service is the best.

Whereas you'll have my buddy Josh.

Snow teeth wiping.

You know, you see them all over.

This is better for social media. So stories will be better for social.

Media than I think Google will be.

But hitting the right avatar at the.

Right time is half the battle. Like when you first move into a.

House, I don't necessarily want to market you but unless you're looking for flooring.

In stores now I do want to.

Market you but you don't have any.

Garage door problems with this brand new home. So it's understanding your target audience.

And like I said earlier, there's a.

Point of no return where it's diminished returns.

But I will do that because stickers.

I know I don't always need to make a profit but I gotta have.

A plan and I gotta make sure I'm testing that plan. So if I don't make a profit but I'm growing market share, I always.

Tell people when I worked out, I.

Used to be a trader at Gold Shin.

When you're trying to put on mass muscle, it's hard to get ripped.

Putting on mass muscle is putting on revenue. Profitability is getting chiseled. Have you ever tried to gain 20.

Pounds of muscle getting ripped at the same time?

You're gonna spend two years, you get.

Big, you watch the guys work out.

They get big, then two months before.

They get chiseled and it's hard to do both. That's a great analogy.

It really is. Yeah. I could just kind of bring it in and so I think you have just tested so much so by the way, I don't care if someone uses.

Direct response or not. What I care about is if what.

They'Re doing is working or not. And in my experience, professional small business owners pursuing a big brand recognition when they don't have a big company is often money that is massively wasted and they don't even really understand what building a brand is. Or when you have all of the different.

You're everywhere.

Every time someone sees you, be it a billboard or wherever on tv, it is just deepening all of the other things that you planted seeds for. So I look at your companies, you put a lot of seeds everywhere. There's a lot of different things and they're all integrated.

So the integration is what makes it work together.

Because I think some people as a standalone, if they were doing many of the things you're doing, just doing this, but not doing that, they wouldn't have the leverage that these things you have. And plus, because you're doing so much.

You'Re buying this advertising.

Either you're negotiated deals, we haven't paid anything for this. It's what you just explained. Or you're getting discounted rates. So for all of these companies that.

You'Re buying and all of the people.

That are in your network, I imagine you are setting up really great advertising fees for groups like that too. Correct? Yeah. So obviously I get economies of scale.

I can buy better. You buy a lot.

I think Google's the main thing you start with because when your garage door breaks, the difference is are they searching.

Day one garage door service?

Are they searching garage door repair Phoenix?

So understand the core algorithms on Google.

Pay per click.

There's local services, there's your Google my business page with your hours and reviews.

And then there's organic search dominate.

Those four.

Get really good at them. I think I see these billboards. Robbie Random Robbie. It's everywhere.

Yeah, he does a great job, but he literally. They call it the Romney effect.

I came up with the term the.

Romney effect literally my last seminar I.

Did, because the Ravi effect is you go into a market and you just, it starts to be a tornado, but.

You gotta have a lot of money to do it.

And he said, tommy, when I went from 59% to 70% conversion rate, I got a phone going to turn into a Dunn. He's an accident attorney. This is a local attorney in the Phoenix, Arizona area. He's doing 800 cases a month.

He's doing 500 in Tucson.

And it's hard for even a fathom. And the way you get those numbers.

Is you go and you take over.

And you've got to have those KPIs that you got. I can figure out anybody's business. You can meet your revenue goal. Your, your average ticket, your conversion rate.

Your booking rate and your cost will acquire a customer.

I'll give you your marketing budget and.

Then I'll keep those KPIs and we.

Can move them to show you where you need to be. Because I have a high bulky rate.

And a high conversion rate. Otherwise they don't care about their customers.

Because we're seeing the customers coming that we're wasting.

And a lot of people confuse that. They go, I need more.

You know what Weak minded people do that. They say, I need more customers right off the bat when things start to go, they don't look at what's happening.

With all your form fills, why are.

You responding to Angie's list?

Why do you have a chatbot on your website?

Where are all these opportunities? I don't even need to be good.

At a lot of things to make a ton of money.

And I'm just refining certain things.

But I'll tell you this.

I gave radio a year before I set a one.

I do all these things.

My radio ads, my billboards, my yard.

Signs, my website, they all look my wrap on my vehicle, they all feel like the same company. It wasn't always like that.

That was Dan Infinelli helping me brand correctly.

You can't get more than five words on a billboard.

That's why I don't even have a.

Phone number on my billboard.

One year, I put all my billboards upside down. People were like, what in the hell are you doing? People were coming and saying, you guys screwed up.

I'm planning, I'm hiring somebody to vandalize on my billboards. But I want them to be able.

To watch out because then the media.

Is picking it up. So there's a lot of ways you could be. Every time Haro helped a reporter out, we're doing things. There was a lady that got ripped off.

They found national news that we went.

And gave her a free garage door.

Keeping an eye on what the media.

Is doing and always being there for that. And we're doubling downing on everything.

There's a system in place and I nail it, then I scale, then I move to the next one.

I'm not like, I'm going to scale.

It and move to the next one.

I don't go into all these things.

Because I see so many people that.

Are like, I tried radio. I did bellpack for a month.

You know, I tried pay per click. I've done social media. I'm on my third different social media guy. Like, what have you stuck with? Have you stuck with anything? My podcast just passed from a million downloads. It got $20,000 the first two years total. But I just did it every single week. And I used that as therapy for myself. And I'm like, wait a minute, you tried it for two months and it didn't work? Really? Have you ever brushed your teeth for a full day and expected to have perfect teeth? What have you tried it? Two months, that actually worked, but great. Nothing. You got to stay committed to it. You got to figure out how to be better and how to tweak it and how to attribute it and make sure that it's getting a little bit better each week. That's great. That's great. All right, who do we have a question for? We're gonna have one and then I'm going to. Let's see. Who is this? How are you?

Hey, guys, can you hear me?

Yeah, I can hear you fine.

Okay. Yeah, I'm on up in beautiful British Columbia, Canada here. It's a little cold right now. Tommy, you're a beauty, buddy. I've been following you for a while. I think you guys might have actually answered my question, but I'm actually in the office and there was hectic stuff behind me, so I didn't hear. So regarding, like all this stuff you're talking about is, is just gold. And I like, I'm the one who reached out to nexstar Network, but I actually have a competitor who works. He's actually a friend of mine, but he's my, my local competitor. He's been part of their network for the last eight years and his company ever since he joined them has just blown up and he's. And they're all systemized. His whole company is systemized. I'm looking for. I know I need to get systemized, but I don't know where to go to do it. I'm taking the company over me and my sister from my dad who was just a blue collar guy. And you know, at the end of every month, as long as he had enough to pay his mortgage and pay his employees, he felt like he was successful. And I think a little different than that. So I'm looking for a network similar to nexstar that I can join and tap into this knowledge every day and sort of implementing these systems and having training to help me do that because I know I need it, but I.

Don'T know where to gonna be speaking.

It's November 2nd, 3rd and 4th in Orlando. We're expecting over a thousand people and.

It'S gonna be, you know, the event.

There's so many people that get the, they get the football player on stage. You know, I think you have to have a little, little bit of what.

To do, a little bit of inspiration.

Not just one or the other.

Nextstar actually made that mistake. I heard, I talked to a lot.

Of people at next year.

They said sometimes they focus on KPIs.

And morning rituals or whatever. The other times they'll just have Joe Montana come and there's a happy medium.

But we're putting systems in that I.

Know work that will build value into the company and make your life easier and get your time back. And also, you know, in my book I talk about an equity incentive program.

I talk about open book management not having secrets. You know, I had two of my.

Best managers in my house. We were like, I can't have them over my nice house.

I bought that house for relationships to be able to build memories. So my program, it's not even my.

Program, it's a culmination of a lot of great people and Joe's going to be hopefully very involved with it.

Is designed in a Nexstar way.

Nextstar's goal is 50% bottom line to their average client. I think we can do better than that. But you know, I look up to those guys and I never want to. They're such great friends of mine that run that program.

They're employee owned.

It's not like a esop, but it's similar to a board. I think we had a little bit more flexibility of what we're doing.

And I hang out with the biggest guys in the industry. You talk about the biggest roofing, biggest plumbers, biggest H Vac. The reason I went to follow H Vac, Tony Electrical and roofers is because.

Those are the guys with the private jets. So I was like, let me learn.

By the guys at NG have assets to prove it because everybody said, oh, I'm doing it. I got the guys that did the German X field or flying into 30x EBITDA. I mean sets leave clues. I've just been there to pick up.

A lot of them and focus on them. But I would read the book the Seven. Power contractor Al Levy, I met him in 2017.

I hired him. He always jokes around because I say.

I paid him a lot of money. Gave him about a half a million dollars.

Best half a million dollars I've ever.

Spent in my life.

Because he got my ADD under control guy to sit down in a room and work on systems manuals that sound.

Annoying, but they were.

So how does that person win in your company? You say just do good.

Or they say, here's what's expected, here's how you win.

You've got to have manual standard operative procedures and checklists and that's the beginning. You got to have an org chart. What does the company look like, who.

Reports to who, how do I win?

How do I move up? Where's the ladder? Success. So we're doing that.

I don't know how patient you are, but by the end of the year. I promise you our program will compete with any program out there. As much as like Nightster, we want to be the best of the best in every industry. And I'm pulling in my buddies from every industry to help be the mentors.

To get feedback on what's working out there.

And I'm not talking about 5 million dollar companies. I'm talking about billion dollar companies. And those are the type of people we're bringing in.

Yeah, that's great. That's great. So if there's a link, put a link for Tommy's book, which is called Elevate Build a business where everybody wins.

In here.

I'll just read the table of contents. So you kind of have a gist of what it is. So the Intro is the 100 million.

Dollar brainstorming embracing the elevate mindset.

The first, then it goes through the pillars.

The first pillar of leadership.

The second is culture. The third is marketing. The fourth is recruiting. The fifth is systems. And then James getting started. So you will find this book really, really valuable.

Go ahead and buy a copy of that.

Also, when Tommy, if you are interested in Tommy's event in Orlando, just kind of put it in the chat that.

You'Re interested or you know, how would we actually.

Do you have a link? So the league will be live this weekend.

It's freedomevent.com and a better place to.

Hit the book because I give away a bunch of CDs. Like I spent a month building stuff.

I just wanted to give away, but.

I can't get it through Amazon.

It's elevateandwin.com elevateandwin elevateandwin.com but yeah, freedomevent.com it'll be up this weekend. Literally.

I have an opportunity to learn from Joe and how much you have.

Bill Phillips, you were giving away cars.

Back in the 90s filled Philips, had like a ridiculous amount of money.

And you were helping coach him.

Yeah, 300 million back in 1999 is when he sold the company. 300 million in 1999. So I want to use Joe took me down to this secret room with.

A little library downstairs and he pulls out all these reread binder notes and tapestries. And then he came to my house, bought a couple, you know, that was amazing. And we started whiteboarding.

And so what I'm learning from Joe is just how this whole thing works.

The rumor and the Genius Network. I'm telling you guys what I believe about the Genius Network is your network is your net worth.

And I believe you surround yourself with.

Great people that will always move you forward. I told Joe, listen, man, Joe's like, you guys got to come to these meetings.

And I'm like, listen, if I can get them planned six months ahead.

Because I've been on the road a lot and it's hard because you know how it is. He took a sabbatical for a year.

And I think that I don't need that anytime soon. But you said, I'm just going to slow down. You only spoke to one recovery center.

But my goal is to be here more often.

I think what Joe does. Joe is there's two reasons I want.

Joe involved, three reasons.

I love Joe. He's amazing. Number two is he created something I want to create. Number three is he's.

For what we're trying to do.

He came from the grassroots, he came from home service and he's done it.

So I surround myself with people like that. It's hard for me to go wrong.

Because he steered me in the right direction and I think he steered you.

Guys in the right direction as well.

Thank you. I appreciate it. I appreciate it. So, Dean Jackson, what would you say.

What did I not ask Tommy that.

You would like to ask him or any discussion point you'd like to bring up before we wrap up in a few minutes. Holy cow.

Value per minute index is a KPI very high on this one. Yeah, well, I think that's fantastic. I just think, you know, my observation is there's. This is something that Tommy has done is, you know, our profit activator number one in the breakthrough DNA book is select a single target market and focusing on one single minded thing. Garage doors. Nothing but garage doors is a big, big piece of this. It makes all of your decisions very easy. When you wake up in the morning and your obsession is that we're going to be not only the number one garage door company in the world, but riding that to be the number one home services company in the world. World. It's exciting. You know, I've been, I look at him, I look at. I don't know if anybody's been following Deion Sanders at Colorado University. And I just love everything about what Deion Sanders is doing at Colorado University. And I think that a lot of those things, I think Tommy's got a lot of those same mentalities there. His number one focus is waking up every morning. How is this going to make, you know, how is this going to help me develop our team, develop our structure, develop our whole environment around achieving this one goal? In a way that everybody around me can help achieve their goals too. So, so good really. Thanks for contributing all that Tommy.

Something or helpful things right now that you are trying to solve that you haven't solved yet.

Because I think it's interesting for people because I think what you've shared has been so damn useful to so many people and what is something you're trying to solve? Just to get an idea of how you keep building this bigger fleet.

I mean there's a lot of things that my brother in law come in.

And I look at my fleet. We're really going to be management system that actually the worst in the world is we're a premium company.

To have a broken beer or to have a wrap coming up or just a dirty truck. I'm working on software to solve that. Another thing is social media.

I'm creating self generated leads that you can have whether it's going to a.

B and I meeting, getting your daughter's soccer league involved. Like creating attribution models where everybody becomes a marketer within the company. I want to tell him this story because it says I love marketing.

Do you want him to please.

So in the book Elevate, I wrote.

A story how Covid happened.

And Darren Hardy wrote a book a.

Long time ago, Compound effect.

He wrote it a lot of things. He wrote down 100 things that he.

Wanted in a woman, you know, and he looked at this list and he goes, well, I don't think I could pick up a chick like this. So he writes 100 things he would need to become. And when I read that, I wrote.

Down 40 things that I would need to become to become a great leader to be worthy of the people that.

I wanted to attract. And when Covid happened, I had a line outside of my door and first.

Guy walks in and says, can you cut my pay in half? My wife's got a good job. I'm not looking for anything at all.

So this whole nasty virus gets done. It's not good.

And I'm like.

I didn't know what was going to happen to the PPP money. There was things that we didn't do that. Then I had another person give us.

All of his sick time.

And then there was. And I walked out of that thing.

And I realized one thing. I'm a really good marketer. I know how to get so many.

Customers for any home service company, really for any.

I can do e commerce, you name it.

But then my marketing brain shifted after that day and it said, how do I extract the best people because 1A player will run circles around 3B players. So how do I get this perfect canvas? And just A players are so special and to attract the right people that.

They'Re willing to leave their current job.

And come to me and come to.

Hansen, come to the culture, come to A1.

So I would just tell everybody, if.

You want to build a great business.

Start focusing on the people you want.

On your team almost more than getting more clients.

Because if you build a funnel for great people, you can't help but make.

A lot of money. The money comes, the time comes, the happiness comes, the abundant mindset comes.

And you love Mondays again.

So my marketing brain has completely shifted more now to being there to make sure we're attracting the right people to grow the business. I love that.

I also love just even the statement, you'll love Mondays again. Because if you're involved in a business where you just are completely disengaged and.

You'Re not able to tap into, you.

Feel completely disconnected from it, like sucks. And we all say, as an entrepreneur.

Inside every entrepreneur is someone slowly going crazy almost all of the time.

But when it's continually sucking all the time, you have to figure out, how do you make it not unsuck. There's a book written in the 90s by Anthony Greenback, and I've said this.

Quote a lot because I think it's a great quote. I won't say it exactly right.

I'm not sure the order, but it goes like this. It says, in order to get to an impossible situation, you don't need reflexes.

The Grand Prix driver, the mind of.

An Einstein, the muscles of a Hercules. You simply need to know what to do. Oftentimes we don't know what to do. And we grapple with it and we're.

In the dark place or we're not.

Making enough money or this could be personally and professionally. But the fact is there are people.

That know what to do.

And the reason I bring someone like you here is you certainly have known.

How to build an incredible company.

You are every single. How many jobs are you doing on average per day? About 18,000amonth.

Weekends are a little less.

This is the amount of people that your company is just servicing and all the employees over 600 plus that you're.

I mean, there's a lot here.

So you certainly need to know what to do with it.

And you've also said you surround yourself.

With amazing people and you're always looking how to build great team members. So this is.

I would like everyone that is watching this live on Zoom. I would like on a scale of.

1 to 10 to be the most valuable one.

Not be valuable at all or useful. I'd like you to just so I.

Can share this with Tommy, how would you rate this?

What would be. Oh, wow.

Yeah. And you can put a nine if you want. So that's really good. So that being said, let's keep this going. Read Tommy's book. After you've read his book, at some.

Point in the near future, I'll do another session with Tommy.

We'll invite you back onto this and it'll be good. If you've got any aha's or insights.

Please share what your greatest aha or.

Insight was from this.

And I will also print this out.

And share it with Tommy so he can read what other people are getting out of this. Because I think that's always a good policy for people to come and contribute their knowledge, their wisdom, their capabilities, their time. I'd like them to be able to see what he's doing for other people. And for those of you that are.

Listening online, get a copy of Tommy's book.

How do people follow you on social.

Media and listen to your podcast home.

Service expert, 22nd Top Business Podcast. You can look to the top 10.

Follow me at any social media. It's official Tommy Mello. And you know my favorite quote of.

All time, and I believe this and I live by this, that you can.

Have anything you want in life if you just help enough people do what they want.

Zig Ziglar. So if anybody needs anything, get a.

Hold of Joe, get ahold of me, I'm easy Social media Tommy Mellow no w I'm on Twitter, I'm on all the social medias. We're trying to grow that because we're.

Trying to be something really big, down millions of people and that's all service based. But really this stuff applies to any business.

But you know, I love marketing and I love being here.

It's so great and thank you. And I want you to and also.

By all means of Genius Network.

So if you're interested in Genius Network and there are some Genius Network numbers.

On here right now, so genus network.com.

And if anyone wants help building an elf business, we have the elf coaching group that we have.

And so I'll ask any of my.

Team to put a link, if someone.

Wants to do a short discovery call.

To just evaluate if it would be a right fit for you, then go ahead and click on the link that I'll have my team post and you can explore that.

And I will probably ask Tommy to.

Be on an ELF coaching session for the members because I think that would be pretty useful. Is there anything else that I didn't ask you or anything you wanted to share that we did not cover?

I don't think so. I think the mindset of my dreams got to be big enough that everyone that I work live dreams inside. It's so important I don't focus on my goals. If I can accomplish their dreams the way that I pay their score of.

Cards, the performance pay, I win automatically when they win.

So I just think it's so important.

To have the mindset of what's in it for them and sales book. Just have this mindset of have a.

Bigger dream, dream a little bit bigger. I want people to go, I hope.

I can do 2 million in five years. I'm like, I hope you can do 200 million.

Dream big, focus on other people's goals, build the right conversation programs.

You can't help but utilize what everything that we had discussed today. And think of this when we're leaving as today is the last day of the way you used to be. There's so much insight here that you.

Could go and apply.

So whatever was the biggest idea, give yourself a few minutes to just write down a couple of actions or things that you can do or things that you can stop doing, buy your time back. Whatever sort of insight you got for Tommy, put it into play and, and.

Go look at the people that are.

The most valuable and important relationships in your business per se, professionally and give them some appreciation, give them some love. And I think if you do that.

Things are going to get a lot better. And oh, there was one thing, we.

Were going to show the video of the backpack. So this is funny, Tommy, I was.

Like, for instance, I have my buddy.

Pat here and we're going to give you a little. Met him right before we.

And I'm Bill Path forever.

And we're going to set up like a concierge follow up service with literally calling people on the phone, texting them.

Doing all this to ramp up our.

Touch points with people.

And we have one room where we want to actually cook this as an office. And I got a whole bunch of stuff there. And my team's going to have a website with this 90 second video on it and I'll record you it yesterday.

But let's just play this. Let me say this, we're going to play this video and if you actually.

Want one of these backpacks I'm like.

Let'S just play here because if they.

Donate $200 or more, I'll fill this.

Backpack up with some incredible stuff, including a signed copy of Tommy's book and including.

A signed copy of my own book.

And this. If anyone donates a gift from, we'll do this. Whoever. The top 10 biggest donations are, my.

Buddy Joe Sugarman, who unfortunately passed away recently. His daughter called me and said, I've.

Got some inventory of some of his books on Amazon. This book is selling for around 100 bucks. Triggers. And this one, the seven forces of success. When I was looking, it was like they're used copies sold into this for.

Up to 300 to $500.

And I actually have copies here, so we'll include those in the backpack for you. But let's, let's go ahead and show this.

Okay. Behind me is one of the many rooms at the Genius Network headquarters. We've got a ton of books from some of my friends and members. We have got. No one really wants a Joe Polish doll, do you? We have got backpacks, we have got shirts, we have got all kinds of weird stuff. I mean we. What are these things called, Mike?

Oh, a horn megaphone.

Is it even really called a megaphone?

I think that one's digital.

So we've got all kinds of crap in here. Bottom line is we. It's not crap, actually. It's priceless material. So what I'm going to do, I'm going to do a little bit of a test here and do a fundraiser. We're going to anyone that makes a donation for 200 or more to geniusrecovery.org we only do 10 of them, right? 10 of them. And we're going to send a Genius Network backpack, a Genius Network shirt and I'm going to pick some books and some materials plus a special product. You might even get a Genius waffles waffle maker. So what I'd like you to do is click the link if you trust me, just click below. Make a donation to Genius Recovery 200 or more and you will get a care package of sent to you in the mail. And the bigger the donation, the more awesomeness it's going to be filled with. And if you, if you don't want to make a donation to 200 more and just want to make a ten dollar donation or whatever, then you can do that too. Any, any donation over $10 will get a. What's in it for them? Pair of socks.

See, I want to wear a pair.

Of socks and say what's in it for them personally? They're very cool. So click the link below and go ahead and fill that. Fill out the information. We'll send you one of these awesome things, and thank you. And that's a bunch of confetti in there in case we get something that's heavy and sharp edges. Okay, bye.

Tommy just gave me $200.

This is fantastic.

He gets the first backpack.

By the way, if you want to.

Make a donation, I think my team.

Will put a link for geniusrecovery.org in there. And by the way, anyone that struggles with addiction, Genius Recovery.

The goal is to change the global conversation about how people view and treat.

Addicts with compassion instead of judgment and find the best forms of treatment efficacy and share it with the world. We have a blog that comes out twice a week for anyone struggling with addiction. And that could be you or family member. And we have one of the top, most brilliant therapists. Been doing it for years, Ken Wells. He's worked with more billionaires, more famous people than anyone I know, but just.

A lot of everyday people. And the guy's awesome.

So he writes the blog for us. It's awesome. People love it. And it's not written by AI.

It's written by real humans.

So any donation you make will go to support helping with what we're doing with Genius Recovery.

And I hope, like I said, I hope with a copy of a signed.

Copy of my book and of Tommy's.

Book, elevate in there.

And for the first step, people, just go to jhrecovery.org make a donation, and.

We'Ll know who those people are.

We just need a physical mailing address.

For you, and we will send you out a backpack.

And if it's less, if it's $10.

Or more, I'll send you a pair.

Of socks and maybe some other stuff. So, as usual, Tommy, thank you.

Okay. I hope you found that video awesome and useful. So if you want to get a free copy, please, my book. I want you to click here, and if you want to watch some more videos that will be useful and awesome, click here. Go ahead. You're over here.

Do it now.

Come on.

Thank you.

Watch them.