Tom Howard

You know, there's a lot of things going to be in this podcast, but there's no special day that you're like, finally, I get to work on this project. Finally, I'll take a chance and expand or whatever it is. Now, obviously don't expand unless your current market that you're in, that you are located in is killing it. I think some people try to expand too quickly.

You know, there's a lot of things going to be in this podcast, but there's no special day that you're like, finally, I get to work on this project. Finally, I'll take a chance and expand or whatever it is. Now, obviously don't expand unless your current market that you're in, that you are located in is killing it. I think some people try to expand too quickly.

They add a service when they suck at their current service.

They add a service when they suck at their current service.

You know, Leland said the other day, and I just really enjoyed his wisdom because he's older and he was just on. He was perfect. And he said, you know, Tommy, I was invested. I was involved in this best practice. It's kind of like we are, all of us. But they sent in their financials each month. And he goes, I was the worst one out of all seven of the companies I was involved in.

You know, Leland said the other day, and I just really enjoyed his wisdom because he's older and he was just on. He was perfect. And he said, you know, Tommy, I was invested. I was involved in this best practice. It's kind of like we are, all of us. But they sent in their financials each month. And he goes, I was the worst one out of all seven of the companies I was involved in.

One day, they told me, just sub out insulation and sub out hot water use. He goes, so he subbed it out. He goes, we didn't train on it. We just mentioned it. We sold 30%. And I like that idea of subbing out before you get good at it. We've been talking about this a little bit at A1. It's just, see if it's got merit. My top 20% of my guys are begging for more.

One day, they told me, just sub out insulation and sub out hot water use. He goes, so he subbed it out. He goes, we didn't train on it. We just mentioned it. We sold 30%. And I like that idea of subbing out before you get good at it. We've been talking about this a little bit at A1. It's just, see if it's got merit. My top 20% of my guys are begging for more.

You know, everyone's like, we got to work with the bottom 20%. We got to bring the 30th to 60th percentile up. I'm like, dude, our assassins, our ninjas want more to sell.

You know, everyone's like, we got to work with the bottom 20%. We got to bring the 30th to 60th percentile up. I'm like, dude, our assassins, our ninjas want more to sell.

You know, and Leland was right. He's like, my top two guys made a million dollars. He's like, they did 7 million each. And I'm like, man, our guys, our top guys want more. Yeah. Like, let's give them more than rather than everyone focuses on the bottom instead of focusing on the top. In sports, though, who do you focus on?

You know, and Leland was right. He's like, my top two guys made a million dollars. He's like, they did 7 million each. And I'm like, man, our guys, our top guys want more. Yeah. Like, let's give them more than rather than everyone focuses on the bottom instead of focusing on the top. In sports, though, who do you focus on?

Do you think Tom Brady was at practice and they were focused on what he wanted? Do you think that Wayne Gretzky, do you think that, you know, I could go on and on sport by sport, Colby, Brian, Michael Jordan, like those guys were like, how do we become better? And I feel like as a, as a home service company, we're always like, our top guys are fine. We don't give them the love.

Do you think Tom Brady was at practice and they were focused on what he wanted? Do you think that Wayne Gretzky, do you think that, you know, I could go on and on sport by sport, Colby, Brian, Michael Jordan, like those guys were like, how do we become better? And I feel like as a, as a home service company, we're always like, our top guys are fine. We don't give them the love.

We give them love, but I'm saying like, they want more, they want more to sell. They want more things to be able to offer. Yeah. I'm really like, I told everybody this weekend, I'm like, our top guys need to get fed more. They want to make more money. And you know what? They'll make two, 300 grand, but I think they should be able to sell more things and be able to make as much as an HVAC guy.

We give them love, but I'm saying like, they want more, they want more to sell. They want more things to be able to offer. Yeah. I'm really like, I told everybody this weekend, I'm like, our top guys need to get fed more. They want to make more money. And you know what? They'll make two, 300 grand, but I think they should be able to sell more things and be able to make as much as an HVAC guy.

Well, this idea of recruiting, I think I used to think I could find like there's certain attributes that really make a person stand out. Like they tell a great story. They get good eye contact. But here's what I figured out recently. They have responsibilities. They've got a wife. They've got kids. They've got a car payment.

Well, this idea of recruiting, I think I used to think I could find like there's certain attributes that really make a person stand out. Like they tell a great story. They get good eye contact. But here's what I figured out recently. They have responsibilities. They've got a wife. They've got kids. They've got a car payment.

They've got big goals and they want more. But it's the people that still just and you might you might made a 22 year old that just hasn't stepped into the responsibilities yet. They're still out there. I mean, I'm sure both of you guys have worked with early twenties. They just haven't, they just, they don't have enough pressure.

They've got big goals and they want more. But it's the people that still just and you might you might made a 22 year old that just hasn't stepped into the responsibilities yet. They're still out there. I mean, I'm sure both of you guys have worked with early twenties. They just haven't, they just, they don't have enough pressure.