In this throwback episode of Marketing Without Rules, host Lewis Vandervalk sits down with Tommy Mello, founder of A1 Garage Door Service, who has built a remarkable home service empire spanning 15 states with 350 employees and is on pace to hit $300 million in revenue. 

Tommy shares his unconventional journey from starting with limited capital in 2007 to developing a billion-dollar vision, emphasizing that recruiting is the foundation of any successful home service business. He reveals his systematic approach to building company culture, demonstrating how A1's Indeed page with 154 five-star reviews and comprehensive Glassdoor presence attracts top talent by selling the company rather than just posting job requirements. 

The conversation covers Tommy's essential KPIs (average ticket, conversion rate, booking rate, and cost per acquisition), his philosophy of turning employees into recruiters and lead generators, and his strategic approach to affiliate marketing partnerships. Tommy discusses his extensive reading habits, the importance of delayed gratification, and his plans for becoming a consolidator in the home service industry. 

He emphasizes the critical role of systems, processes, and treating employees as internal customers, sharing real examples of how proper training and culture can turn upset customers into raving fans and generate significant revenue through employee-driven lead generation.

00:00 Introduction & Guest Welcome

01:01 Meet Tommy Mello: A1 Garage Door Service founder

03:16 Key catalysts and growth milestones in Tommy's journey

08:49 Recruiting strategies: Why hiring is everything

15:30 Live demonstration of A1's Indeed and Glassdoor presence

22:41 Tommy's extensive book collection and learning philosophy

31:10 Building lasting customer relationships and experiences

33:13 Daily KPI reviews and data-driven decision making

35:22 The billion-dollar vision: From dream to written plan

37:32 Strategic acquisitions and platform company building

47:44 Lead generation strategies and Google's dominance

57:15 Final advice: Getting out of your comfort zone

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