S2E376 Revenue is Vanity, Profit is Sanity - an Interview with Tommy Mello

Summary

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Podcast Summary: "Revenue is Vanity, Profit is Sanity – an Interview with Tommy Mello"

It's a Good Life with Brian Buffini
Episode S2E376 | February 24, 2026

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Main Theme & Purpose

In this episode, host Brian Buffini sits down with Tommy Mello, founder and CEO of A1 Garage Door Services, for a candid and inspiring conversation about entrepreneurship, growing a service business, and the all-important distinction between chasing revenue versus building profits. Tommy shares his journey from humble beginnings and early hustling to building a $2 billion company, always underscoring the value of family, mentorship, continuous learning, and culture. The episode is rich in practical advice, heartfelt stories, and memorable insights for entrepreneurs at all stages.

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Key Discussion Points & Insights

1. Tommy Mello’s Entrepreneurial Origin Story

[01:00–08:54]

• Growing Up Working Class:
  Tommy traces his roots to Sterling Heights, Michigan, learning business lessons from his father's automotive shop—most importantly, the cost of not paying taxes. His mother became the family’s backbone, working three jobs and teaching him resilience and work ethic.
• First Ventures and Hustle:
  From mowing lawns and shoveling snow as a kid to busing tables, lifeguarding, and bartending, Tommy embodied the entrepreneurial spirit early.
  “Money’s not going to get in the way of my family, my future family.” – Tommy, [02:36]
• Entry into Garage Doors:
  By outworking others as a garage door painter, Tommy found his niche, learning the value of dependability and efficiency.
• Business Growing Pains:
  After starting a garage door company with a roommate, he learned the difference between being a hustler and a businessperson. “There’s a big difference between being a salesperson and a business person. And a lot of people miss that one.” – Brian, [04:56]
• Turning Point – The Power of Coaching & Reading:
  A high-level CPA became an early mentor, introducing Tommy to transformative books (“E Myth,” “The Ultimate Sales Machine,” “The Richest Man in Babylon”), igniting his passion for learning and process.

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2. The Shift from Hustler to Leader

[08:54–13:40]

• Bringing in Family:
  In a crucial move, Tommy asked his mother and stepdad to relocate and join the business, prioritizing trust over expertise.
• Investing in Education:
  While scaling up his business responsibilities, Tommy pursued a master’s in business administration.
• Building Systems and Team:
  Critical hires (integrator, software, podcast, business coach) enabled the shift from hustling to leading, systematizing the business for scale.
  “The hustler had to die for the leader to be born.” – Tommy, [08:42]
• Dramatic Growth and Employee Ownership:
  In 2022, A1 Garage Door was valued at $640 million and shared $100 million in equity with 25 team members; now valued at $2 billion.

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3. Influence of Family and Coaches

[09:15–13:40]

• Family Support:
  The role of his mother and women in his family, and the sacrifices they made for him.
• Impact of Coaches:
  Early athletic coaches were pivotal, especially in teaching leadership, discipline, and support.
  “He didn’t call me out, looking back. He called me up.” – Tommy, [10:34]

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4. Humility and the Role of Coaching

[12:05–13:40]

• Importance of Submitting to Coaching:
  Tommy shares the tough-love approach of his mentor, Al Levy, and how true mentorship requires humility and discipline. “Have some humility, walk in and ask for direction... I still feel like I’m in the first inning.” – Tommy, [12:48]

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5. Setting Up for a Great Year: Mindset & Execution

[14:14–16:48]

• Start with a Realistic Budget:
  Most business owners avoid this but it's critical.
• Track Core KPIs:
  Cost per lead, booking rate, conversion rate, and average ticket—use these to reverse-engineer goals.
• Contingency Planning:
  Build plans for what to do if you're falling short—don’t wait until year’s end to course correct.
• Personal Health & Wellness:
  Success is enhanced by caring for physical and mental health, sleep, nutrition, and relationships, not just financial metrics. “As tough as it is for people to hear this… becoming the best version of yourself going into this new year is super important. And having a plan, because most people, they say, ‘I want to lose weight in the beginning of the year’, but… if they do that correctly and they stick to it… they’re going to win.” – Tommy, [15:16]

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6. Revenue is Vanity, Profit is Sanity

[16:26–18:42]

• Why Profit Matters:
  Early on, Tommy chased revenue for ego’s sake, only to be caught off guard by taxes and low net profit.
  “Profitability is the lifeblood of a company, and now we only talk about EBITDA.” – Tommy, [17:18]
• Building a ‘Sellable’ Business:
  Even if you never plan to sell, run your business as if you will—focus on profit, systems, and value creation.
• Negotiation & Vendor Relationships:
  Tommy’s technique is to first help vendors reach their goals, then secure better terms for his company. Result: over 30% profit margins.

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7. Customer Relationships & Service Culture

[19:10–22:13]

• More Than a Transaction:
  Real success comes from building genuine relationships—knowing clients, remembering their families and preferences.
• Hospitality over Hard Selling:
  Tommy’s company hires for hospitality, not just sales.
  “Sales is a byproduct of just being great to people.” – Tommy, [20:32]
• Customer-Centric Scripting:
  Frame offerings as privileges, avoid negative language, always give options instead of ultimatums.
• Practicing Reciprocity:
  Small gestures, like a coffee or donut, go a long way in relationship-building.

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8. Scaling Culture Across 1,100+ Employees in 22 States

[22:13–24:50]

• Involving Family in Company Goals:
  A1 Garage Door employs a dedicated “dream manager” to help employees and their families set and achieve personal goals.
• Internal Recognition Systems:
  Custom-built software triggers personal messages from Tommy on birthdays, milestones, and tough times. “I’m messaging them a video...if you’re not doing so good, I’ll send a video as well...Just know we’re always here.” – Tommy, [23:45]

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9. Resilience for Entrepreneurs After a Tough Year

[25:36–26:49]

• Surround Yourself with a Growth-Oriented Tribe:
  Hang out with people with whom you have a common future, not just a common past—be mindful of your influences. “Hang out with people you have a common future instead of a common past.” – Tommy, [25:36]
• Self-Care Everyday Practices:
  Walking, sleep hygiene, and gratitude—Tommy urges entrepreneurs to focus on small, consistent wins and thankfulness.
• Mindset Shift:
  Cultivate gratitude and perspective—“Find things to be very thankful for, no matter what.” – Tommy, [26:49]

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Notable Quotes & Memorable Moments

• On the necessity of profit:
  “Revenue is vanity, profit is sanity.” – Tommy, [16:48]
• On outgrowing early identity:
  “The hustler had to die for the leader to be born.” – Tommy, [08:42]
• On humility and learning:
  “Have some humility, walk in and ask for direction... I still feel like I’m in the first inning.” – Tommy, [12:48]
• On hospitality:
  “Sales is a byproduct of just being great to people.” – Tommy, [20:32]
• Advice for tough times:
  “Hang out with people you have a common future instead of a common past.” – Tommy, [25:36]
• On personal growth:
  “I'm the best I've ever been, but the worst I'll ever be. Because tomorrow I'm going to be 1% better.” – Tommy, [31:30]

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“Rapid-Fire” Questions with Tommy Mello

[28:07–32:34]

• Best Advice Ever Received:
  “The only one stopping you is yourself. It’s the man in the mirror… don’t worry about what everyone else says.” – [28:07]
• Talent/Gift He Wishes He Had:
  Wishes he was a better listener and had the “gift to gab.”
• Book That Changed His Life:
  Man’s Search for Meaning by Viktor Frankl – Helps him find purpose beyond work. [29:49]
• Favorite Rewatchable Movie:
  Back to the Future trilogy, especially for its time travel theme and the DeLorean.
• Definition of a Good Life:
  “There’s family and friends… you got to pay attention to finance… you got to have faith and focus on your future self. ...I’m the best I’ve ever been, but the worst I’ll ever be. Because tomorrow I’m going to be 1% better.” – [31:30]

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Timestamps of Key Segments

• Tommy’s Early Story: [01:21–05:03]
• Importance of Coaching & Books: [05:03–08:54]
• Family Support: [08:54–09:53]
• Coaching & Sports Lessons: [09:53–13:40]
• Budgeting & KPIs for Success: [14:14–16:48]
• Revenue vs. Profit (Signature Insight): [16:26–18:42]
• Creating Culture and Customer Connection: [19:10–22:13]
• Maintaining Culture at Scale: [22:13–24:50]
• Advice for Bouncing Back: [25:36–26:49]
• Lightning Round / Good Life Questions: [28:07–32:34]

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Tone and Style

Brian Buffini maintains his signature warmth, humor, and Irish charm, fostering an environment where Tommy's candidness, energy, and practical wisdom shine. The tone is encouraging, insightful, and motivational—ideal for entrepreneurs hungry for both inspiration and actionable strategy.

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For Listeners Who Missed the Episode

This is a must-listen for any entrepreneur or business owner serious about shifting from working “in” their business to building a valuable, sellable company with a real impact. Tommy Mello’s story is proof that with grit, humility, and heart, you can turn blue-collar hustle into a billion-dollar enterprise—if you dare to put people and profit first.

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Transcript

[A]

Welcome to It's a Good Life, the podcast for entrepreneurs where it's all about growing yourself and your business. Here's your host, founder of America's largest business coaching company, Brian Buffini. Well, the top of the morning to you and welcome to It's a Good Life. I have a treat for you today. A self made man, a man after my own heart. The way he treats his staff, the way he treats his customers. And he started as a painter which of course Buffinis have five generations of painting underneath their belts. So we love that he has a great story. Now it's going to be a hard interview in some regards because there's one word I can't get me voice around as an Irishman, I can never say the American version. It's always garage to me. So he's, he's the founder of the CEO of A1 Garage Door Services, Tommy Mello. He's a businessman's business person. He's a, he's an entrepreneur's entrepreneur and we are delighted to have you. Tommy, thanks for making the time for us today.

[B]

I appreciate it, Brian, thank you very much.

[A]

So you have a great story. A great story. And I think this time of year people are getting their year off to a great start. It'd be great to hear your story. I think people could relate to us. And still to this day you still got the fire in your belly, the, the zip on your fastball and I think it'd be super inspirational. So take us back to all the way back to where it started for you.

[B]

Well, it started in Sterling Heights, Michigan. My dad owned an automotive shop, Transmissions, and he, he did really good. I learned a lot about business as a kid, except he didn't pay the IRS and that doesn't go well for business. So.

[A]

So you learned that. You learned that one lesson.

[B]

Yeah. Pay your taxes. Yeah. Uncle Sam needs to get paid. So at that point he lost the business. He and my mother broke up and divorced. And never forget, my mom decided she was going to work. We weren't moving out of our house. My dad went through some trials back then. Still, he's going to be the best man in my wedding here coming up. So I love the hell out of both my parents and my sister. I wouldn't have changed much, but mom decided she was going to work and do whatever it had she had to do. And so I relied a lot on coaches and just being around the right people back then. But mom worked three jobs and so I started mowing lawns and shoveling snow. In Michigan because that's what you do when you're a kid and you know, you don't need. At least I didn't think we needed a business license. I didn't get in any trouble. I could make, make decent money. I could buy my own stuff, pay for my own lunches back then. And that's where it all began, is just. My mom taught me how to love and how to work hard. My dad taught me how to be competitive. And we don't get participation trophies. So that type of pedigree, I just learned this me self reliant at an early age. And I just said, money's not going to get in the way of my family, my future family. So I ended up moving to Arizona when I was 16 to be closer to dad because he moved there in 96 with my sister. And I started, you know, mowing lawns and doing what I always had done. And I was busing tables and I ended up being a lifeguard. So I worked hard, worked hard, worked hard, started bartending, flipping cars. I learned how to hustle. I could buy and sell things, I could negotiate. I, I was relentless. I would follow up with people. And in 2006, one of my roommates was, he was a garage door manager. And we lived in a really, really cheap house. I mean, this house was $700 rent. I was paying 200. One guy was paying 200, the other guy was playing 300. That got the master. And so he started managing this, this garage door company. And he said, let's look, dude. He goes, you know how to do everything. You redid the landscaping of the house. You painted the entire house. You literally redid the cabinets, you did the crown molding like I did. I made this house actually pretty nice just because we were living there and I got deals for rent. And he goes, can you be a painter for this garage for a company? I was like, sure, what do you pay? He goes, I'll get you 100 bucks a door. He goes, you could probably paint two to three doors a day. Well, I could paint 10 doors a day and I was really good at it. So I went through the yellow book after he had hired me, and I started painting every garage door company. I became their number one painter. Like I was their go to guy. I showed up, I didn't do drugs. I'd warranty my work and I never had a warranty call. And I got really efficient at it. And I'm meeting all these garage door technicians because they had to give me the sample for the Paint. And they were making six figures back then. And at this point, I'm pre dental, I'm going to school. And, you know, I'm like, well, look, this is a lot of money. I'm going to continue to do this and just go towards this other profession. And a lot happened in that time because we decided, me and my other roommate, to start a garage door company. But we weren't great at business. We were both hustlers.

[A]

That's a great distinction, by the way. Right. Which is big difference between being a sales person and a business person. And a lot of people miss that one.

[B]

Yeah. So in 2008, the CPA I had met through a mutual friend only worked with 10 clients, and every client was worth tens of millions or more. And he goes, I don't know why, kid, but I like you. I. I'm not going to guarantee I'll work with you, but do me this favor. He added me this book called the E Myth by Michael Gerber. He goes, what's the last book you read? I was like, I had to think about it. I was like To Kill a mockingbird in 11th grade. He's like, well, books could be a lot better than that. He's like. And then I told him, Lord of the Flies before that. And he said, read this book. So I came back in two days. I said, this is the best book I've ever. I didn't know they made books like this. He goes, well, this is another great book. I call this book the Red Bible. This is the ultimate sales machine by Chet Holmes. And then he handed me the richest man of Babylon. After that, I was hooked. So I was a reader now. I was a hustler. I was a grinder. I'd get my way. I had a lot of grit. And 2010, I decided to separate from my partner. I said, I'll take on the debtor. You could have the business and take on the debt. And at this point, I think we had maybe eight full time people. But I didn't have anybody I could trust. So I called mom and I said, mom, I know you lived in Michigan since 1954. I hate to ask this of you, but I just need somebody that I could actually depend on. That's all I care about now is that you show up. You'd answer the phones. My stepdad, he could help with payroll and inventory and wherever else I could use him. But I can't afford to give you guys a ton of money. But I promise you, well, you know me, this is the day I was born. I'm gonna make it work. And she goes, well, let me talk to Bill. She talked to Bill. She called me up a week later. She says, we're going to sell our house. We're moving out there. So that was a big step. And, you know, at this point, I decided to get a master's degree in business. So when they moved out that same week, I started my master's program. So I said, listen, I just want to continue to get educated. I'm going to be the sales trainer. I'll be the guy to run all the jobs. I'll help out with phones. I will work. This will be. I won't. You know, my mom wanted me to meet a gal back then, but I said, I'm going to be married to this business for a while. 2014, I had met a great, great person who decided to come on board. And those were the early days, because he was the integrator. He'd implement things very, very good at what he did. And I said, when he came on, you be the bad cop, I'll be the good cop. And he goes, I could handle that. And in 2017, we got on the right software, which is our CRM. I started a podcast, and I hired the best coach I've ever had. And he taught me about systems, processes, standard operating procedures. He taught me about building manuals. And really, there's either no system, the wrong system, or the system's not being followed. So we worked on the business for two years. We sat in a room and just built these things up and continue to reinforce them, and we had all the data to make decisions. In 2021, I found a guy that knew how to build a business that's worth selling. And I found another kind of jack of all trades. So the team was building, but really the people were growing, and I was continuing to get consultants, getting on podcasts, speaking at events. And then at the end of 2022, the business got valued at 300 or 640 million. I sold half the business, the people. There was 25 people with an equity stake, so there was 100 million that went to them. And now the business is valued at over 2 billion. And we'll have a next partner here in the next year. And then I want to run it to to 10 billion. And I'm still as passionate as day one. Things have gotten a lot easier. And the last thing I'll say is the hustler had to die before. The hustler had to die for the leader to be born.

[A]

Yeah, there it is. There it is. And that's. Look, I. I've lived that life. You know what I mean? I've lived that life and gone through that paradigm. Let me ask you this. You know, your mom, she made a big. I mean, you know, you ask her to leave everything she knows and everything that's comfortable for, you know, after 50 years, and of course, it's worked out for her, too. But you get that kind of support. It means the world to you, doesn't it?

[B]

Yeah. You know, my mom and I share the same birthday, March 4th. So another thing she had to endure was for her birthday, she had to celebrate mine and be number two. And she's always been that way. She just. Her mother, my grandpa took off on her when she was younger, and, you know, she made sure I was fed every night. She made sure that she was going to set me and my sister up. And my grandma was around a lot, too, and, you know, and my sister. So I grew up with three women in the house, and I've just. I was very fortunate. And without them, I could tell you for sure I would never be here where I'm at today.

[A]

You said coaches played a big influence on you. What, what sports did you play growing up? And how did those coaches influence you?

[B]

So my mom was like, whatever you want to do, I'm going to get you into it. So I played baseball for eight years. I started wrestling when I was six. I. I played some instruments, but I never got really good at them. She just knew she's going to get me involved in everything, and I'll. I'll find my passion. So one of the biggest things was Mr. Dullinar. He was. He was our. Our football coach, and he also led the gym. The gym. Coaching. And. And he put me in charge of the whole. He taught me about discipline. He used to give out demerits, which means you had to run five laps around the gym. And I got my fair share of demerits. But he said, look, I see something in you that I don't see very often. You're very goofy. If we could get rid of some of that and build some. A leader out of you. But you can't goof off if you're going to be this leader that I. I could see in you. And he called me out a lot. He called me out. He. He didn't call me out, though, looking back. He called me up. And another thing, he made sure I got fed every night. I mean, he was just one of those guys where I could tell you There were several times where he said, hey, what time's your mom getting home? I was like, tonight probably after nine. He goes, then let's go get you, let's go, let's go eat together. And that meant a lot. You know, I had a lot of people in my life that showed up that didn't need to. They, they took my phone call. I have a great family, external family, aunts and uncles and I've had, I didn't realize it, hindsight's 20 20, but there was a lot of people that, that I respected and because I respected them, I learned to love them.

[A]

Well, the other side of it is there's no self made millionaires, right? We all have people who helped us along the way. I'm interested because you're a driven guy, you're fired up guy, you got great energy. How were you able to receive coaching? Like, you know, you get, you got, you hired this coach who helped you become a leader and scale your business and build SOPs, which is, you know, they talk about barbarians and bureaucrats. You have to become the bureaucrat to build the systems. How are you able to submit yourself to coaching? Because you're, you're a type a guy on the high energy side of things. How are we able to submit yourself to coaching to be able to take that on board?

[B]

Well, the first mentor, the greatest one was Al Levy and he was retiring. I was his last student he'd ever work with, one on one with, and he goes, I don't need to be here. And he goes, until you implement everything I teach you, I don't want you reading or coming up with any ideas. I'm going to have to have you turn off your cell phone. And I, I started talking about something. He goes, stop. He literally put his hand up and he'd be like, I'm not finished yet. And he was very strict and I needed that. And, but he loved me and he still loves me and we're still best of friends. And what I really learned to do is have some humility, walk in and ask for direction with my voice, my tonality. Right now if you see me with a mentor, a coach, it's completely different. I'm sitting there like, hey, I'm here, I've got an empty notebook. I'm here to take notes. I'm still here to learn. I still feel like I'm in the first inning. I feel like I just, I feel like we're in the fetal stages. I feel like we've, as much as we've accomplished And I'm very proud of my team. I still feel like my dad and I were driving to Sedona not that long ago and he said, you don't even know how much capabilities you have. You don't even know why God created you, yet you have so much more purpose. And my prayers for you is that just be open, be willing to accept, be willing to listen, be willing to learn. And so that's really important to me because I just as proud as I could be, I'm very, very happy, but never satisfied.

[A]

Beautiful. You know, we have a lot of folks here. You know, we serve a ton of people in the real estate space. We're going to talk about those doors of yours and how it adds to the curb appeal. One out of every ten homes in America sold through our clients that we coach and train. So I think we'll definitely have to get the A1 garage door program going here with Buffinian companies clients, no doubt about it. But let me ask you this. You know, you want to get off to a good start. We've had in many ways, we have clients who've had their best year ever, but they're a little beat up and so they're trying to get off to a good start in 2026. How do you get yourself off to a good start of the year?

[B]

Well, number one, it's a word that most people are allergic to. It's called creating a budget that's obtainable. And it's a math equation. And I think that I've got four KPIs, the key performance indicators that I can figure out exactly what I need to make. We need to know what it costs per lead. That is the lead funnel. So cost per lead. And then I need to know my booking rate, how can I set an appointment? And then I need to know my conversion rate, and then I need to know my average ticket. With that formula, I could basically reverse engineer where I need to get to. And I've got a contingency plan. So if week one I'm not hitting what I need to meet, I might have to do some extra work. I gotta have built in contingencies the whole way. And it's, it's built to win. And another thing I'll just add to that, Brian, is I used to think the harder I work, the luckier I get. But now I'm like, well, if I'm in great shape and I'm working out in a great mental state, if I'm having fun and I'm hanging out with family and I'm going to church and I'm working on my future self, all of a sudden, things become a lot easier. I'm happier. I show up in a different way. I was usually more about the financial side of things, and I probably took for granted a lot of things that I shouldn't of my health, the way I slept, the food I was taking in. So as tough as it is for people to hear, this is working out, getting your sleep, eating correctly, staying away from the booze a little bit, and just, you know, becoming the best version of yourself. Going into this new year is super important and having a plan, because most people, they say, I want to lose weight in the beginning of the year, but if they said, I'm going to watch my macros, I'm going to get this much calories burned a day. I want to track my sleep with an order ring. And they've got a plan every day, they're going to be far more successful, especially if they write it down. They make a commitment, they yell it from the rooftop, they put it in their shower, they. Their truck, their workplace. They read it out and they say, I am, I am, I am. If they do that correctly and they stick to it and they have accountability partners, they're going to win.

[A]

I got people all over the world listening to this. You're just so aligned with how we coach, what we believe in. It's great to see you as a success story. One of the quotes I've seen you say that, you know, there's not a lot of original thought out there, and you have an original quote, which is, revenue is vanity and profit is sanity. Talk a little bit about that, because I think that's a genius insight.

[B]

I think a lot of my stuff is original, but I've read so many books, and there's someone that's going to call me up and say, you broke my trademark or something.

[A]

Yeah, right.

[B]

So I used to really walk into rooms and be excited and put. Put my chest out. And I. I grew in revenue, like, tripled that year. And. And we used to sit in rooms and I'd say, well, how. What's your revenue? What's your revenue? What's your revenue? And, you know, 2017, I made a lot of. We did 17 and a half million dollars of revenue. And then my CPA called me and said, this is how much you owe in taxes. And I said, I don't even have that much money in the bank account. I mean, it was a hard lesson to learn. And profitability is the lifeblood of a company, and now we only talk about ebitda. So I'm in these groups, and we talk about profitability. And here's the interesting thing, Brian, is I didn't know how a company was valued, and I didn't have a plan to sell. And it doesn't even matter if I never planned on selling, the company should still be worth selling. So I learned, all of a sudden, it's half a multiple of ebitda, which is a fancy word for profit, as you know. So profit became the number one thing for me. And so I started to negotiate with vendors, and I started to ask them, what's most important for you? How do you hit your bonus? What are your goals this year? What is your budget this year? How do I help you? What product mix do you need from me? And if I could help you get to your goals, can you help me in return? But I'll make sure I show up first. And, man, that. That worked wonders. I mean, I think I'm probably paying better than anybody in the world for garage doors. I think I'm buying trucks better. I think I've negotiated with my CRM better. But I helped them win first. And I'm proud to say, you know, we've had the last couple of months over 30% to the bottom, and a really healthy number is 15%.

[A]

Yeah, for sure. And. And all, by the way, in this particular year, not everybody was doing numbers like that. Okay. So as you come into the new year here, you got some great momentum. You know, you've had some great insights on, which I believe maybe it's because we're painters from our background, but, you know, you were saying what you think most service people miss, and you're talking about, like, knowing the customers names and the dog and the family and the this and that. You're not just doing a transaction. You're building a relationship. I'd love you to talk to that for a second.

[B]

Yeah. So the biggest thing, you know, we monitor a lot of things. We worked on scripting. I remember. I remember literally mowing lawns and listening to Tom Hopkins and just memorizing. Don't say it your own way, say it my way. It's not a prepayment penalty. It's a prepayment privilege because you could pay it off early. So I kind of got into this learning about scripting, and. But here's what I learned is hospitality is not about a script. You got to show up. So I've got four questions before I hire. Would I work for you? Would I buy from you. Would my grandma, who passed away, but would she be. Would she be a buyer? And the last one is, would I go have a beer with you and actually have fun? And would you tell a great story? So I look for people that are just really good at hospitality. We offer coffee to the client. I have stories after stories every day. I just bought this guy apple cider and some donuts. And so that's the first thing we show up. We try to use the rule of reciprocity. And we like to get to know the family, diagnose the person before the problem, find out how long they're staying in the home, find out what's important to them. Do they like technology? Do they not like technology? How often do they use the garage? And they don't need to be good at sales. They need to be good at being a good human being and a good steward to people. Sales is a byproduct of just being great to people. And we give options to every client instead of ultimatums. So if you said, you know, Tommy, that's more expensive than I wanted to, it's a lot. We never see the word expensive. We say top of the line. We never say cheapest. We say builder grade. But in the process of this, you might say, that's not really what I was looking for. Say, no problem. Well, let's just pick another option. So I think treating people, I say, this, here's what you need to do, Brian. Here's what you should do. And if you were my mom, who I love more than any woman, more than anybody on the planet, here's what I'd be doing for mom, and I'm going to do the right thing. If you're selling the house in a month, I'm going to make sure you pass inspection. You know that that's what we need to do.

[A]

Yeah. If you're here for 20 years, let's look at it differently. And again, at the end of the day, you know, you hire those kind of people, you end up with that kind of culture. You have your people treat your customers that way. You end up having a business, and sure, you'll run into a strange one with the volume you're doing, of course. But the truth of the matter is there's just a heck of a lot more satisfaction in it. You know, there's more continuity to it. There's more connection. That's why for us, you know, I started in the real estate business, and it was all about exceeding people's expectations and building relationships, you know, I was in an industry where everybody was getting trophies, and the only trophies I wanted was when I threw a client party. Did they all show up? And I knew their family. I didn't. My best clients, I didn't just know what restaurant to send them to. I knew what food they'd like to eat at the restaurant. I didn't just know, hey, here's a gift certificate for a book. I knew what book to get them. And the more you connect with people like that, the more they'll advocate for you. And I just think in the world we're living in today, you know, you scale it to this giant business now, but in the world we're living in today, people are sick of the transaction. You know, if you act like a drone, you're going to be replaced by one. Right. That personal approach, being able to scale it. How have you been able to do it with your team to keep. Because how many staff do you have now?

[B]

1100.

[A]

How do you keep that spirit? You're in, you're in how many states?

[B]

22.

[A]

Right. So we're in 21 states. I just had our Christmas party. We flew everybody in and it was, you know, it's, it's, it's great getting everybody together, but it's hard to keep that unity and connection. How do you keep the culture going when you have everybody in all the different places?

[B]

Yeah. So it's not easy. The further you get from the home base, it feels like the harder it is to keep the culture. And number one is we got to have the families involved. So it's not just the single person that works with us. We've got a full time dream manager. We're going to get a second one to help you figure out what you dreamed about when you were younger. Do you want to own a home? Do you want to go on a dream vacation? Where do you want to go? Where do you want to live? Let's start manifesting those things.

[A]

So that's kind of helping people set goals. You have, you, you have someone on staff for you that helps people set goals.

[B]

We have someone on staff that not only set goals, but discuss these goals with the family to make sure they're unified in these goals. Because we found that if there's, if they're running in the same direction, they're going to hit those goals together. And they, they got to understand why. Usually it's a male technician, why dad's out working on a Saturday, he's not trying to miss your football game. And by the way, most of the time they're their football coach because we buy them time back. But if they are working on a Saturday, it's usually because they missed their goals that week and they decided as a, as a household that they're going to work that Saturday because they're getting out of credit card debt, they're getting the kids, you know, their future set up. They're going to buy an Airbnb. They want to go to this beautiful trip to Africa to see the safari, you know, and as long as they, I have them print out pictures and, and really look at those every day. Like I said, your goals and where, why are you doing this? And if you do that correctly, there's a lot more into it. I created a software, it's only internal, but it talks to our, our payroll software, our HR software. And it every birthday, every anniversary, every milestone you hit, I'm messaging them a video and I do them all on the weekend and I get time them and there's a lot of times if you're not doing so good, I'll send a video as well. And I'm not literally like, hey, Brian, we need to do better. I say, look, Brian, you know I care about you. You know I love you. You know I'm here to watch you win. You tell me when you're ready for help because I'm here for you. It's not always roses and daisies. I know there's hard days. I know there's struggles in the family. I know sometimes Christmas isn't easy. I know we, we lose people that are important in our life. So just know we're always here. I'm always here. If you need to reach out, that's great.

[A]

So one thing I'm very excited about is our 10 year anniversary of what was the Brian Buffini show that became the It's a Good Life show. We're celebrating our 10th anniversary on St. Patrick's Day and we've been getting a lot of feedback. We brought in some super talented people to run the show. What we've heard from you guys is you want to hear some different things. So we are reimagining the show and in fact it's going to be now really heavily focused on being a show you can watch. So follow us on YouTube. So go to the Brian Buffini show on YouTube and you'll be able to see all these episodes and we're very excited. So what would your advice be to someone who maybe has come off a tough, tough year? They're trying to get things going. You Know what? What's the big thing for an entrepreneur? Just to keep going.

[B]

Well, I'll tell you this. The best advice is hang out with people. You have a common future instead of a common past. I find that if I get around the right folks that lift me up instead of put me down, that's the most drastic change you can make overnight. And you gotta look right their name down and say, overall, is it great? Is it. Do I enjoy picking up their calls? Is it always amazing? Or is this always like a little bit of a letdown and you can never make them happy and maybe they're not giving you the best habits. So the other thing I'd say is, look, figure out a way to go for a long walk. Figure you don't need to work out, you don't need to do heavy weights. Go for a long walk and set your bedtime instead of your alarm. If you could do a long walk, go to bed a little earlier. And it's not easy because I'm a night owl. But I've learned there was nothing productive going on at night, so. And look, you can't change the past. But the thing is, find the best you live. You know, for me, I'm in the United States of America. I am like, I'm. I can move all my fingers. I have no pain. I've got great family and great friends and a great business. I find things to be very thankful for, no matter what.

[A]

So good.

[B]

I just know I've got so much more than the 8 billion. Like there would not be a lot of people that wouldn't mind changing places with me. And sometimes it's hard for people to see that.

[A]

Well, I'd got to tell you about. Some people are going to be thinking, I have a son in Michigan that's now in the garage door business. I'm just telling you, I couldn't be more fired up to hear this stuff. I've been at this for 40 years myself. And I'm a product of this stuff that you've taken on board and you've just applied it so brilliantly. That's really what sets you apart from so many people. You've just applied this and you're not done. You're just getting going and there's nobody going to doubt you. Your future looks fabulous and I would love to have you do more of our stuff in the. In the future, my friend. You're brilliant. I love the A1 garage door. Let me say this, it's another great phrase. It's a smile to a House. It's the number one thing you can do for curb appeal. We have millions of transactions to take place through our database, folks. And if you need a garage door, we're going to go a one garage door. And you can say it in the American way for yourselves. Tommy. I have five questions I've asked everybody who's ever been on this show. I'd love to get your take on it. This has been a real treat for me. This is where I wish I was. Long form, two hours hanging out with you. To be honest with you, what's the single best piece of advice you've ever been given?

[B]

Oh, if I was to talk to my younger self, I would say, don't worry about what everyone else says. Don't be afraid of someone saying no. Don't be afraid of rejection. Don't worry. The only person you got to worry about is yourself. So get out of your own head. The only one stopping you is yourself. It's the man in the mirror. So don't worry about anybody else. If the girl says no on the date her loss.

[A]

Yeah, that's great. You know, it's funny. I'm in business since 1986. Last year, 2025 was probably the most significant productive year I've ever had in business. And I got more criticism, more negativities, and more naysayers than I ever had. So everybody's waiting for the day it goes away. And the higher you go up the food chain, the more it happens. And like I said, I had the best leadership year of my career. And I probably heard more little sniping and whatever else than I've ever heard. So that's great stuff. Let me ask you this. What's the one talent or gift you wish you possessed that you currently don't?

[B]

Oh, one. One gift. You know, there's so many, um. There. There's certain people that just find commonalities with everybody. And unfortunately for me is if you're not talking about business or something I'm passionate about, it's really hard for me to slow down and. And I don't have the gift to gab. I mean, I. I get along with everybody. I could have a conversation. It doesn't mean I'm enjoying every minute. So I just wish I just. How to win friends and influence people. Maybe a better listener. And I try very hard, and I'm not horrible, but I'm nowhere where I think I should be.

[A]

Yeah, you sound pretty good to me. And. And you also have a bit of the gift of the gab. To come from an Irishman. Know you're. You're pretty good at it. What book has been most instrumental in your life?

[B]

You know, the latest one is A Man's Search for Meaning. I think in this AI world that we're living in, a lot of people are going to lose their purpose. And I do believe that meaning does not only have to come from work, it's tied up with our identities, but it could come from a lot of other things. It could come through philanthropy, it could come through relationships. It could come from your relationship with Jesus or whoever your God is, or. Or if you don't have a God, it could come from karma. I don't know. But I think just understanding there's a lot of forms of meaning and it shouldn't just come from work.

[A]

What's the one movie you watch over and over again? Whenever it's on, you always stop. What's the one that gets you?

[B]

It's crazy, but I. I watch probably a. A scene from it every day because I've got this thing that it's always on is Back to the future. 1, 2, and 3.

[A]

Wow.

[B]

I love that movie.

[A]

What's the scene that gets you? What is it that you love about. Is it being able to predict the future? Yeah.

[B]

I really like what I like. I like the whole movie. But doc and I just really enjoy. Like, I bought the. The DeLorean, so anytime I could see the DeLorean, I just. I love that car. I think it's super cool.

[A]

That's great.

[B]

And I just love the idea of time travel. Not that I ever think it's going to happen, but it's just. It's a well put together movie.

[A]

Well, a few years ago, we had our Mastermind summit and I got the. I actually came in. We had 5,000 people in our conference and I actually came in in the DeLorean from the movie.

[B]

Oh, that's awesome.

[A]

It was a hoot. The only thing that had a real loose clutch and I parked it in the front row right in front of some people, and that thing almost jumped into the front row. So it almost ended my career.

[B]

Oh, no. Great.

[A]

Last but not least, Tommy Mellow. It's been a real treat today. I really appreciate you. What does a good life mean to you?

[B]

You know, it's a success. There's family and friends. You got to have fun. You got to pay attention to finance. You. You've got to do the physical, which is fitness. You got to have faith and you got to focus on your future self and I coined this phrase. I think this is authentic as well. But I'm the best I've ever been, but the worst I'll ever be. Because tomorrow I'm going to be 1% better. Is continuing to better your best every day. And I just smell the roses because most people are living in tomorrow instead of being present where their feet are. And when you're there, when you're at home, be all in. And with your family, be all in. When you're at work, be all in and learn how to zip it up. No matter what's going bad, be all in on that moment. If you could be all in and really you could just expand time, it's just smile because, man, it goes by quick. It goes by quick. It's Ferris Bueller, you know, take the time to look around because one day you're going to wake up and it's. It goes by fast.

[A]

Yep. Well, as a grandpa with three and two more grandkids on the way, I can tell you that I'll say this, my friend, I'm 10 years doing this podcast. We've done over 2,500 seminars with hundreds and hundreds of speakers. Rarely have I enjoyed my time like I have today. And if, for those of you listening to this, you'll need to listen to this three or four times, the man is just laying down nuggets left, right and center. It is absolutely apparent and obvious of why you've been so successful and why you'll be so successful in the future. You must have a spectacular lady that you're getting married to because the much growth as you're doing, you must have really found someone very, very special. So congratulations to the T on that and I'm glad you're taking that next step in your life. You're a credit to business, a credit to humanity, and we're very, very thankful to have you on today. Tommy was absolutely wonderful.

[B]

Thanks, Brian. I really appreciated the time. And yeah, she's. She's me times 10. I'm nowhere near her level. She is everything I'm not in a good way. So thank you for the compliment.

[A]

That's what you want. I have one of those for 35 years and I'm still selling her in case she sobers up one of these days. Well, I'm going to leave you all with the little Irish blessing that we did for many, many years with my mother who passed in 2025. And we'll leave you with this. May the roads rise up to meet you. May the wind always be at your back. May the rain fall soft upon your fields and the sunshine warm upon your face. And until we meet again, may God hold us all in the hall of his hand. We'll see you next time.