Summary / Intro

Most contractors don’t fail because they lack hustle — they fail because they never build the systems that protect profit as they grow.

In this episode, I sit down with Tommy Mello, one of the most well-known operators in home services, to talk about what actually creates a scalable, profitable company: leadership, discipline, and repeatable systems.

We cover what “real” operational excellence looks like, how to think about growth without chaos, and the habits that keep the business from depending on you every day. If you’re serious about building a company that runs strong, earns real profit, and is valuable long-term, this one’s for you.

👉 More resources at theroofercoach.com/resources

Show Notes

If you want a business that scales, you can’t rely on personality, hustle, or “hero mode.” You need systems that produce results even when you’re not in the room.

In this episode, Dave Sullivan talks with Tommy Mello about the foundations behind high-performing home service companies — and how roofing contractors can apply the same thinking without getting buried in complexity.

We talk about:

• Why growth exposes weaknesses (and how systems prevent “profit fade”)
• The leadership standards that create accountability and consistency
• How to make smarter decisions using numbers, not gut feel
• The real purpose of technology: clarity, follow-up, and execution
• Why your long-term value (and future exit options) depend on building a business that doesn’t rely on you

This is an operator-level conversation about building a company that’s more stable, more profitable, and more transferable — not just “bigger.”

👉 Download free tools and checklists at theroofercoach.com/resources

Takeaways

• Growth doesn’t fix problems — it amplifies them. Systems protect profit as you scale.
• Leadership is standards + accountability, not motivation speeches.
• Know your numbers and review them consistently — clarity beats guessing.
• Technology only works when it supports a process (follow-up, tracking, execution).
• Your business becomes valuable when it can operate without you in the middle of everything.

Chapters

00:00 – Introduction to The Roofer Show

08:17 – Financial strategies and discipline

17:28 – Systems that create consistency

21:25 – AI and tech (what matters / what doesn’t)

35:01 – Exit value and building a transferable company

42:26 – The cost of leadership

43:29 – Learning through failure and getting help

54:32 – Leads, relationships, and long-term growth

01:01:11 – Reviews and reputation

Links Referenced

• https://theroofercoach.com/resources
• https://theroofercoach.com
• https://freedomevent.com
• https://tommymello.com/shop
• https://pinparrot.com

Companies Mentioned

• Ruby Receptionists
• SMA Support
• ProLine

👉 Download the Roofing Business Success Audit at theroofercoach.com/resources