In this episode of To the Point, Tommy Mello—owner of A1 Garage Door Service and a titan in the home services industry—delivers a masterclass on scaling through data, systems, and relationships. Speaking from a room full of industry legends, Tommy breaks down the exact "Eliminate, Automate, Delegate" framework that allows his business to run at peak performance even while he’s away.From optimizing Google My Business locations in affluent neighborhoods to leveraging advanced software for real-time technician KPIs, Tommy shares the "secret sauce" behind managing over 500 technicians and 25,000 monthly service calls. Whether you are looking to improve your booking rates, decrease cancellations, or understand the math behind successful greenfield expansion, this session is packed with actionable insights.00:00 – Intro: Lord Christopher welcomes Tommy Mello.01:29 – The Framework: How to Eliminate, Automate, and Delegate02:06 – Leadership & Gratitude: The power of thanking your team.03:22 – Google My Business Tip: How a 24/7 status increased leads by 30%04:09 – Strategic Locations: Picking neighborhoods with zero competition04:58 – Software & Operations: Running a "software company that has garage doors"05:45 – The Pitch: Why garage doors offer a 268% ROI for homeowners.06:56 – Revenue vs. Profit: Cutting through the vanity metrics.07:59 – The Scorecard: Real-time tracking for 500+ technicians.08:42 – Call Center Mastery: Reducing cancellations and optimizing CSRs.10:54 – Acquisitions vs. Greenfield: The math of predictable growth12:26 – Brand Building: Becoming a household name in new markets14:17 – The Power of Relationships: Improving conversion rates from 54% to 69%

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“What did the council decide on item 42?” — answered with the speaker and the moment.

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