DJ Carroll
Appearances
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
What I don't see people doing is engaging with their team. A lot of times the blue collar business has PMS. It's pale, male and stale, right? And so you got this old crikey white guy that runs the business and he's like, I don't want to fucking do social media. I ain't got time for that shit. And I'm not camera oriented anyway, right? Cool.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
make more time for like the broadcast out when we're answering tough questions. Literally when people message me now and they're like, Hey DJ, like I'm thinking about starting a business. Like what's the first thing I should do? I'm like, Hey, that's a great question. You want to come on a podcast and talk about it?
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Cause it's like, I want to answer it one time and then help thousands of people not like have to answer the same question over and over and over and over again. By the way, shout out Dan Martell. We're in SAS Academy. And dude, I read that book earlier this year when it dropped. I was on my way back from my honeymoon. Thankfully, my wife's very supportive.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
So she's like, sure, we can listen to a business audio book on the way back from our honeymoon. And I was like, holy shit. So full-time EA, I haven't looked at email. I took it off my phone. Like, don't touch my calendar. Like when I asked, hey, Tommy, I'll be in town. Can we do the podcast thing? You're like, yeah, reach out to my assistant. I took that screenshot, sent it to my assistant. Boom.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
And it's like, you do a lot of screenshots. Yeah, dude. People don't realize the power of being able to hire people to do things. And like Dan says, people are better at it and they can find purpose in that work. Tell me about domination over mediocrity. Yeah, man. So I think that you don't really hear the word dominate anymore. I think it's almost too offensive for the world that we live in.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
And no matter which side you're on, whether you're the blue team or the red team, I think I think we've lost our way a little bit in this country from personal responsibility and achievement. And I think that I've got water bottles that say dominate. Nothing else matters because I'm just like an all out guy, man.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
I feel like if you're going to do something, my dad taught us that like you shouldn't do it half ass. Aspire to be number one. Yeah. What's the point?
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Yeah. You didn't win. I think that's why you and I get along so well, dude. I feel like our parents are very much similar.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Help me with that because I still am like... I don't know. We can be friends. Cool. I'll give you a great example. But as soon as you want to get in my space, I'm like, I want to fucking kill you and put you out of business.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Yeah.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Yeah. And they don't see it on the P&L because that hits the balance sheet. And they're like, hey, look, we're so profitable. And then the tax man shows up with his bill and they go, where am I supposed to find all that money from?
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
You also have to be careful. I had a guy, I'm a local member of the Pintanus Club in Louisville, and he owns a big dry cleaning outfit, like In the region, Cintas is the only one that's bigger than him. And he had two King Air airplanes. He had a boat in Michigan, a boat in the Keys. And he told me, he said, DJ, what you own, owns you. And I was like, whoa.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
And he said, eventually it gets to a point where you literally are just like paying to keep up with all this shit and you're using it a couple times a year and it does nothing but own you. And so I think you have to be careful. More money, more problems. Especially when you don't come from much, dude.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
If you've never had the Harley and the boat and the airplane and stuff like, yeah, you're going to want that. But there's something to be said about delayed gratification. Well, the problem is.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
It's like motivating, right? It is.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
What's one of the coolest things you've ever done for one of your team members?
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
On your first out.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Let's talk about it, man. Tell everybody who you are. Yeah, I mean, before that, I'm a blue-collar guy, just like most of the people that are listening to the podcast. I started my first business my senior year of high school. I started mowing grass.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
But dirty capitalists are bad, Tommy. You know, like you guys that are turning these PE deals and making all this money, man. Like you just go out on your yachts and smoke your cigars and drink your scotch, right? Like you don't help anybody. Isn't it crazy the perspective that gets put on people that achieve sometimes, man? It's bad.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
And AP Chemistry, Chemistry 1, Chemistry 2, was on the fast track to go to college to be a chemical engineer and turned down eight football scholarships my senior year of high school. Because much like you, my parents didn't have a whole lot. And I knew that with my dad never making more than $20 an hour and my mom raising me and my brother, if I went off to college, I was going to be broke again.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
So we donate 80 cents out of every dollar.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
My brother and I were just talking on the airplane here. We were talking like, hey, if we did this much, we'd get this multiple, you know, SAS gets this, blah, blah, blah. And he's like, what's the taxes on that exit? And it's like, we figure it's like, ugh. And he's like, yeah. And the government says, hey, thank you for all your hard work and labor. I appreciate that. You know, capital gains.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Yeah, people get that confused a lot, like consumerism versus capitalism, because capitalism is using the least amount of input for the maximum output, which means that like you buy a pair of jeans that you can wear for 10 years versus consumerism is upgrading your iPhone every 12 months. Yeah, that's different. And so I think a lot of people get that skewed sometimes.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
But I do want to tell we got off on a tangent there. I do want to give the listener something because I think this is something they can do with their social media. that would really help them out. I ran my first Facebook ad in 2013 for my power washing company. And I was like out power washing a condo, still in the field. And I like did a selfie video. I was like, yo, check this out.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
It's green, sprayed it, did another clip. I'm like, ta-da, it's clean. Click the button below if you want it. I was like, boom. I was like printing money, dude. I was like, put a thousand in, 6,000 comes out. It was awesome. What I don't see people doing is engaging with their team. A lot of times the blue collar business has PMS. It's pale, male and stale. Right.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
And so you got this old crikey white guy that runs the business and he's like, I don't want to fucking do social media. I ain't got time for that shit. And I'm not camera oriented anyway. Right. Cool. Let your techs that are in their 20s and their 30s get added to your business profile and let them make content. Let them make content while they're in the field. You don't need a camera crew.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
You don't need a media team. Tommy, this thing right here, bro, is everything they need. And every single one of your technicians has got one in their pocket. They're carrying a studio with them on every job site, but they're not using it.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
it's crazy yeah i don't understand it and literally your technician could after every job could pull the phone out mr customer did you enjoy me working with you today dude billy you were the best man cool hey it would mean so much to me if i could grab a quick video and just talk about your experience right because what happens is the business owner's like hey let me send the media team out to go get a testimonial that's super time intensive and when the media crew shows up the homeowner's like nah i'm good i won't be in front of all that
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
But the technician could literally pull it out, take a selfie video and go, Tommy, did you enjoy your service? Hey, it's Billy here with A1 Garage Doors. I'm with Monica. I serviced her today. Monica, do you mind just telling the people real quick what your experience was like? Monica's like, oh my gosh, they're great. Billy's awesome. Highly recommend them. Cool. Dude's like, thanks so much.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Post it to your Facebook. Boom. And now, dude, with a guy like your force, Tommy, is insane. Dude, you guys could be pumping out videos that nobody could keep up with. And I just, I don't see anybody doing it. And what happens is fear locks them down. Well, what if my technician says something he's not supposed to? What if the customer says something they're not supposed to?
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
I was making about $4,000 a month mowing grass my senior year of high school. I actually co-opted for myself. I was the first kid to ever do that in school history. So I was signed on the left side of the book as the student and the right side of the book as the employee to go out and mow grass the second half of each day of my senior year of high school. Oh, wow.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
It's like roll the dice. Because if you worry about that 0.5%, you're missing out on the 99.5% that could make it work.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
You don't even have to edit them. You don't have to do anything. Just let them publish it. Let it go. It's there. The other cool thing too, we were talking about Allie, our AI platform. She has a feature already that allows them, and I'd love to give this to you for free, man. She lives on your website and she can identify anonymous website visitors. I don't know
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
if you guys are using a partner that does anything like that yet. But so you guys probably spent a ton of money on advertising, driving a ton of traffic. There's a lot of people that you guys have. Sure, you got the service, the demand, right? But you also got people that's probably like, man, I wonder what an all glass garage door does cost, right? So they're just out searching around.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
And then also for the recruiting piece, right? If you guys are driving traffic to try to recruit, boom, you can actually see the people. We can identify them by name, their home address, and their email address. The email addresses are 99.9% deliverable. It's tied back to the credit bureau.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Yeah, it's based on your mobile device and then you just put it in your terms of service. It's a cookie. It's no different than saying, hey, if you were here, we have a Facebook tracking pixel and that Facebook tracking pixel is going to show you an ad when you go back to Facebook. So that's pretty cool, too. I think that's going to be a big play for us in the future.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
But just the technology, man, that's changing for small businesses. It's nuts. Because shit like this wasn't available 20 years ago. You had to use the yellow pages, which is why you're probably called A1 Garage Door. You want to be top, top, top.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
And so I grew that to about $3 million in revenue and sold it. Don't like think that's awesome because lawn care companies don't make a ton of money. So it was, yeah, it wasn't a lot of money, but it was cool. It was my first little exit and you know, my first business and I've just parlayed that. I still own easy pro, which is the brand. I kept it.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Let me ask you, if you don't mind, because I know we only got a little bit of time left. Yeah, let's do it, man. Because, I mean, you're tapped into PE. And when I went through our accelerator, all the guys that I talked to and told me it was in 2021, they're like, well, this would have been the year to do it. You're a little late to the dance. Especially on software. Yeah, I know, dude.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Let your techs that are in their 20s and their 30s get added to your business profile and let them make content. Let them make content while they're in the field. You don't need a camera crew. You don't need a media team. Tommy, this thing right here, bro, is everything they need. And every single one of your technicians has got one in their pocket.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
It was like 23 times multiple top line.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
No, I don't know that one.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Monthly recurring revenue, annual recurring revenue. Yeah.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Yeah.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Yeah. So check this out. We don't have any customers that are more than 1% of our gross revenue. Good. Low customer concentration. where our churn rate is less than 6% uncontracted. Everything's on a month-to-month basis. So anybody can leave us at any time. We're still below 6%.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Yeah, oh, absolutely. And I've had some mentors tell me that. And then with our AI piece, you know, putting that in there, like... AI is supposed to deliver 25, 30.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Yeah, because they had the internet bubble of 2000, but everybody forgets they didn't turn the internet off in 2001. There was a bubble, but then the internet kept going. Sure, there may be an AI bubble eventually. I don't think so because I think it came along after the market already cooled down from COVID.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
I don't know if we can say that word now or not, but I think it cooled down enough to that it's just going to rally into that. But yeah, man, that's cool. I didn't know that 40% rule, so thank you for sharing that with me. Yeah, the rule of 40 in software. Rule of 40.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
I actually sold the accounts to a national franchise and still own my power washing and window cleaning service business because it's a great business, great margins. And so, yeah, man, I was excited to come on and talk about that.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Taking a partner on, like at what point and for what reason?
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
I'm headed to a farmer's convention to speak all about advertising technology, but I was like, dude, if we can stop in and talk, you know, home service, small business stuff. I love it, man. We've known each other for a while.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
You've got to be very careful, man. Yeah. I mean, Dan talks about that, like when he sold one of his companies, right? He like left like millions on the table and he was like out. He was like, I'm done. He like left before one of his exes, like, you know, whatever his contract was afterwards. And you hear horror stories like that all the time.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
And that's I'm trying to figure out, like, do you sell a big piece earlier? Like, do I go find somebody 10 percent, get them in bed to get us like to our next iteration to hold it back? That's why I haven't taken on any money yet is because I'm like, we're profitable. I'm making money. out of that accelerator that we went through, I'm actually the only company that's left.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
The other three are out of business already. And that was in 2021. So it's like, and they had, I mean, one of the dudes, they had raised like two and a half million bucks. I'm just like, how do you burn through that much cash? You know, it's like crazy.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
I almost feel like I've got too much integrity. Some of these founders that I've talked to... Like one of the dudes that was in our accelerator, that business crashed and burned. He's out. He raised another seed round, crashed and burned. He's on his third fucking venture, dude, since 21. And I'm like, one, how the hell does this guy keep raising money from people, right?
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
It's like having an STD and still getting partners. And then the other one is like, how in the hell does he like have the balls to still think like, oh, yeah, but my next business idea will be the billion dollar unicorn. That's what I just I don't understand it, man. I don't know.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Yeah.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Okay. I really like Ish a lot. Yeah. He's a sharp guy. I met him in Dallas. Jamie Waits, AC Hero. He had like a house party years ago. And it was him and several other guys. But I remember him talking about... Back then, dude, he was talking about the Google...
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
the google lsas and like it was brand new on the scene and his big thing was like they're recording us so they got all this data to like know what people are asking for and stuff so they can train their algorithms better it's pretty crazy he's a sharp guy man look i think he's gonna make newbie into something he texts me pretty much every day yeah and he's just giving me updates and i always give him ideas like you got to figure out how to get the equipment free in the house
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Yeah, the third one. Where you get the STDs. Yes.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Yeah. I've got 73 units in Louisville that I syndicated with some guys out of Chicago. And I did that when I was in my mid twenties, probably one of the best things I ever did, man. Got in early. We owe less than a, I made a post on Instagram about it the other day. We owe less than a million bucks on a portfolio is worth over three and a half million dollars. We return to
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
all the capital back to the partners. It's beautiful, dude. Unless you just really don't know what you're doing and just buy something at the top of the market, it's almost impossible to not make money with real estate. It goes up.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Ruthlessly prioritize.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Ooh.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Because you're the only one that sees it, though.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Yeah. I mean, really, Tommy, none of that shit matters if people don't run the business the way they should be. I recently was trying to get some remodeling done at my house and I went through five different companies, called them. Two of them never showed up to give me an estimate. Two of them showed up to gave me the estimate. I gave them both the green light. They never gave me a start date.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
That's a revenue goal. That's not a five-year goal, right?
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Yeah. I just know that when we were engineering Allie, so she's trained on like 50 hours worth of sales and 50 hours worth of service calls. And the large language model that we build her on,
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
when it was like cool we have to have it in this certain thing i had to go like hire this like computer science guy out of like tunisia and the two months it took him to like get all this stuff together by the time i took it back the large language model was like hey you could just give us transcripts i'm like i spent thousands of dollars and two months worth of work and i come back and the technology is caught up to like not even needing that anymore that's why i think it's like impossible to even plan five years out dude because it's like elon you might be able to buy elon robot's
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
bro, in five years and they'll fucking put the garage doors in. Like, you know what I mean?
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
I was pouring that cocktail, man, at that party. I don't know. It was pretty wild.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
And you have to use it. You got to use it. There has to be change, right? A lot of people want to, hey, can I see this dashboard? Well, what are you going to do with this? That's like reading that fucking book and then putting it down and going back and doing exactly what you was doing.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
But what's important to me is I'm adding all the people I want to help. I don't know if people saw you on camera. He grabbed his nuts when he did. I want one more big turn.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
What else you got? That's it, dude. That's it, man. I just want to come kick it with you.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Yeah.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
The delays, everything that I've seen, like because of the commercials and the ads, they don't match up with the actual technology. A couple I've looked at, it's like the delay time is too much for it to process the input.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
The other guy just left me hanging on the end of a text message. I think the number one challenge most small businesses have is they don't run their small business like a small business. They run it like a contractor, which is why they have the up and the down, right? They don't have a problem generating leads. They generate a lot of leads. They sell a lot of leads. And then they have to work.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
calculate and then give the output for real-time phone calls that's been my thing with like phone calls aren't there yet yeah but the text like i like a text like that's an alley is trained like ours now i mean you can text her and it's like i'm gonna start using alley you gotta set me up i'll set you up dude we'd love to love to yeah i want to get my team on that try it out and give us some feedback on it who knows man maybe you'll be my pe partner maybe years
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
No, man. And if I can help any of your listeners, like I said, I've been there in the trenches where they've been at. And, you know, it's like I said, I still think we need to give our flowers to the people that are grinding that are that don't want to be hundred million dollar businesses. Like a Tommy Mello is a unicorn, bro. You're a one of a kind being, you know what I mean?
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
And I think a lot of people see it like, I want that. And I think you still have to go back and like, why? Like, what's the purpose? Like you help that kid out with, you know what I mean?
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
And you got to reposition people on the bus. And that's been one of the hardest things for me, man. It's like to see somebody that's been with me for a couple of years, the company grows and the company's growing faster than they can grow. And I have to say, hey, you can't play this position. You can't be my shortstop anymore. You're AAA level.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Yeah.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
And then they write it down. And then it's like a cycle. Well, it's a job for them.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
I literally told my brother this on the plane right out here. One of my worries about raising PE money, like we give the last two weeks because we're a tech company. It's different than home. We give the last two weeks of the year is paid vacation time because that's Christmas, man. Like go be with your family. Like that's where I want them to be at.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
And I know that like we get the wrong PE partner. That's the first thing they're cutting. They're like, what do you mean you're off for two weeks? You got to write a contract.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
I'm going to call you when we get to that stage.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Yeah.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
That's the beautiful thing about real estate.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Exponential Organizations. Exponential. Organizations. That was a good one. I really enjoy and always tell people the Ultimate Jim Rohn Library on Audible. It's like a $91 Audible book, but if you have the subscription, it's only one credit. It's like the biggest arbitrage there is on Audible. Ultimate Jim Collins? Jim Rohn. Jim Rohn Library. Yeah, the Ultimate Jim Rohn Library.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
And then if your listeners haven't read this one, Outwitting the Devil by Colin Hill. Oh, yeah. I think that one's better than Think and Grow Rich. So, yeah, man, there's some nuggets. And then, you know, shameless plug, PhenomenalPhoneCalls.com, you know, is my free book. So they can go grab that one. It's how to close big money deals over the phone. That's how I started out, man.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
I had no money to advertise. So I picked up the phone and started calling people after I realized going door to door. You got a book with you? I do not have one with me. You got to send me a signed copy. I'll buy one too. I'll send it to you. And then if anybody wants to check out, I've got tons of free trainings, dude. Tons of stuff. CoachCarroll.com. Two R's, two L's. I've been going there.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
All my socials and everything's on the bottom of it. CoachCarroll. Yeah. CoachCarroll.com.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Hustle. It's worth it. Hustle. That's worth it. Hustle. It's worth it. Hustle. It's worth it. Yeah. It's, I mean, it applies to you applies to any successful guy I've ever met. They've had to hustle at some point. And now we're getting into this culture where it's like, Oh, the hustle and the grind. It's like, Ooh, don't do that.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
It's like, listen, you're never going to find somebody that did the Timothy Ferris four hour work way and made their way to their a hundred million bucks. It's, It's great stick to like sell a dream or to sell a book or to sell a course or to sell an idea. But hustle, dude, it's like it gets dirty. It takes time and you got to pay your dues, man. Take your licking.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
But it's not. Here's the thing. It's like climbing a ladder because I've had other people challenge me with that, too, because they're like, well, if you're stuck in the hustle, I was like, the saying wasn't stick in the hustle. It's worth it. It's hustle. It's worth it. Because most people, their biggest problem is they're their biggest problem. And so you have to hustle first and foremost.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
You got to get your lazy ass off the couch and go do something with your fucking life.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
exactly show up run the job on a weekend when i when somebody gives you the green light to do the s show up and do the fucking work like it's crazy the fundamental building blocks of business like work ethic discipline it's crazy man so like yes you do have to kill the hustler to become the leader i do actually like that but that's rung number seven on the ladder you don't go from standing on the ground to rung number seven
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Like I, at least I have not found anybody. If you're out there in the world, like cool, come holler at your boy. Like I'd love to meet you. Maybe we can write a book together, but I just have never found someone that's amassed any level of success. That's like, I'm just this esoteric leader because I've read all these books and I can pontificate all this like warm and fuzzy shit.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
You can skip a couple of steps if you're lucky.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
with good mentors and coaches which i tell everybody you need a coach like always you like and if you can't afford a one-on-one coach like i saw you recently up there with dan martell which was cool watch that podcast and but you like you have to find a coach some way form or fashion like you don't have to go alone and so you either need to watch them on youtube if you can't afford anything or buy their book or buy their course or buy their one-on-one but the more you pay the
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
the bigger that quantum leap is, right?
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
You got to pay.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
You don't do the work.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
You don't show up to the calls. Yeah. I'll give you this one. My team says they call these coachisms. They're like these little sound bites. I say they come through me, not from me. But when you're talking about paying these coaches, a lot of people, their biggest problem is they need to stop negotiating the price of their success. It costs what it costs, man. Just fucking pay the ticket.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Thanks for having me, man. I appreciate it. Hope the listeners got something out of it.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Just start having them try. With that, people will go, well, I told my guys to do it. They don't do it. Cool. Pin a $100 bill to the top of the board and say, hey, whoever's post gets the most engagement this week gets the hundo. Then watch what happens. You can't give more responsibility with no more reward. A lot of bosses are like, we'll mess that up. That's true.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Yeah, man.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
I get it, bro. Thank you for coming in. Absolutely. Hey, guys, smash the like button. If you're not subscribed to his podcast, get subscribed to help him find more people and help more people out. Appreciate you guys watching and listening. Thanks, guys.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
And now it's in a really good spot. But it took a lot of work. But I just know this because I've known you for a while. Not even the business, you. You took a lot of work, too. You're a completely different fucking person now than when you were at $5 million or $1 million, right? The personal development that you've had to do, I can only imagine, dude.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
They're carrying a studio with them on every job site, but they're not using it. It's crazy. I don't understand it. And literally your technician could, after every job, could pull the phone out.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
I think a lot of people don't realize in the – like social media did so much to put exposure on guys like you. And I come from the exterior cleaning world. Like Brandon Vaughn's a big guy. He's got a ton of exposure. Josh Latimer. What people don't realize though is like building that business is one thing. But building that person to run that business is different.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
And I'm going to hurt some feelings, but not everybody's cut out for that, dude. Like not everybody can handle the load that you guys put yourself under to build a business with that many employees, with the work, the hours it takes. And quite frankly, the EQ that it takes. That's the big one. To be able to handle that.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
And I think that gets glazed over because it's so easy to go into like, well, you got to have systems, you have operations, and then you got to train your people. And it's like, yes, true. But you also have to be the guy that shows up and doesn't have bad days or is emotionally stable person. Like nobody talks about that, man. And that's, that's why I try to always give the flowers.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
I know it's like. Build a big business is cool and it's sexy and everybody wants, you know, 28 inch arms like Tommy Mello and big bank accounts. But really at the end of the day, I think we become, we gotta, we gotta,
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
we got to do a better job of giving flowers to the guys that take six figures home that are solo or have a couple of helpers and let those guys know that if they're watching this, it's okay to be that guy too. Like not everybody has to build a $200 million company.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
And I'm not saying like, if you want to do that, if that's your mission, that's your, I truly believe dude, that's your fucking mission. We were just talking before we went on camera, like tell me in your next couple of moves with even more zeros behind them, which I'm, fucking stoked about for you.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
But I think we got to give some flowers to the dad that starts a blue collar home service business that makes six figures in the bank at the end of the year, but never misses a ball game, never misses a dance recital and like, and takes two vacations to Disney world a year. Like there's something to be said about that too, man.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
You don't, it doesn't take a hundred million. No, it doesn't.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Margins are fat too.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Yeah. I mean, it's 20, 30 grand.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Yeah. When I was, when I was calling those contracting companies, one of them, I call it, I don't give them a shout out on your podcast, but I called them and they were like a bathroom remodeling. I was like, Hey, I want to add a bathroom. They're like, you don't have one in place already. I'm like, Nope. They're like, well, we, we can't help you. Like they're so niched down.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
They're like, if the pipes aren't already coming out of a wall, we're not doing it. And I was like, interesting. Like they know who their customer is. And most importantly, who their customer is.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Vision's got to be big enough. So their visions fit in. That was one of my favorite quotes from the book. That's a, that and the other ones, the, uh, profit for, uh, The top line's for vanity and the top line's for sanity. That one's cool too.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
So I'll give you one that a lot of my customers don't do. They're really, really bad at is if the best, in my opinion, Tommy, the best marketing strategy,
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
plan is to do really good stuff in your community use that as your marketing and on the end of it say oh by the way if you want to come work for a badass company that helps out your local community we're here right so then you do all of that in one you're letting people know who you are and what you do you're putting it in a light that is impossible to be looked at in a bad way and then you're throwing that recruiting piece on the end now
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Do I have any clients that do that? No. A lot of times what we're doing is working with business owners that are under $5 million in revenue. They don't have outside help and they don't have a full time person inside their operation. What we've done is I build an AI platform to automate social media.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
And so we're working with insurance agents, real estate agents, home service businesses to help them automate this. One of the features on Allie, which is our platform that's going to come out early next year, is actually what I call the cold call of social media. So right now, everybody can run ads, they can post content, right? They can get engagement.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
what they don't do is they don't play the offensive game which is going out to your local businesses in your market and leaving a comment showing that love right so what we're working on is ali's ai feature being able to go out say you're a garage door business right in sacramento you would take your business page and you would go follow the local bakery the local tire shop the local real estate agent all the other people that are in your area
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
And then Allie would switch into your profile and she would watch those profiles, those other profiles that you're following. And when they make a post that's like, hey, I just listed this house or new bakeries, you know, the bakery says we got oatmeal cookies on special this week. Allie then takes your profile and leaves a comment underneath that post. It's the hand to hand combat side.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
So that's going to be a game changer because nobody's doing that. That's kind of come probably early part of next year. But your original question was like, where do you see? What do you see with social media? What do you see with advertising? I still think Facebook and Instagram is prime for B2C brands. If you're B2C, that's where it's at. If you're B2B, I think LinkedIn is the place.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
But your CPM, which is a term very few small business owners know, but they should know, cost per thousand impressions. That's how you measure how many sets of eyeballs you get in front of for your money. The CPMs on LinkedIn are a lot more expensive than Facebook and Instagram, but meta, I still think reigns supreme, man, when it comes to building a brand.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Now, obviously, Google, if you want high-intent traffic, people that are like, my garage door's broke, fuck what do I do? They're going to go there and find it. To me, what I think good advertising, good strategy around advertising, meaning pay-to-play advertising,
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
is if you can be in front of your audience over and over and over and over again, what they do is when that garage door breaks, instead of them going to Google and typing in garage door repair near me, they type in a one garage door. You got it, dude. Absolutely.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
I'm not teaching you anything. You've got $200 million company, bro.
The Home Service Expert Podcast
Hustle vs. Leadership: The Right Moves that Change Everything for Your Business
Yeah.