The Home Service Expert Podcast: Unlocking the Millionaire Mindset with Brian Kaskavalciyan

Release Date: April 4, 2025

Hosts:

• Tommy Mello (A): $200 Million Founder, Forbes and Inc. Contributor, Entrepreneur Columnist
• Brian Kaskavalciyan (B): Marketing Strategist, Co-founder of Profit Masters, Entrepreneur, Speaker, Bestselling Author

1. Introduction

Tommy Mello welcomes Brian Kaskavalciyan to the podcast, highlighting Brian's extensive background in marketing strategy, lead generation, and advertising within the home service industry. Brian is recognized for his roles as co-founder of the Wealthy Contractor, host of the Wealthy Contractor podcast, and co-founder of 4Marketing Group. Their conversation sets the stage for exploring the millionaire mindset essential for success in home service businesses.

2. Developing a Millionaire Mindset

Tommy Mello emphasizes the importance of cultivating a millionaire mindset:

"If you want to be a millionaire, go learn how to be a millionaire. Become a millionaire here in your thoughts and your beliefs, in your actions, in your habits. Become a millionaire there first and then you'll start to see the money come."
[00:00]

Brian concurs, highlighting personal responsibility and the internal determination required to succeed:

"Whoever's president's not going to determine the outcome of my business... There's nothing external that's going to determine my luck. I determine within our four walls what this company's going to be."
[04:44]

3. Embracing Failure and Learning Quickly

A significant portion of their discussion centers on the value of failure as a stepping stone to success. Brian shares his analogy of "Ready, Aim, Fire," illustrating the importance of taking decisive action despite uncertainties:

"Ready, Aim, fire. By the time you are trying to load the gun, I've taken 10 shots, missed the target twice, hit the target six times, and then hit the bullseye."
[05:19]

Tommy adds that embracing failure accelerates learning and business growth:

"You're learning about what works... The faster you can do that, the faster you build an extraordinary business."
[06:40]

4. Building and Scaling a Business

Brian discusses his approach to scaling businesses by focusing on small markets first and leveraging successful strategies to expand:

"We're in 43 markets. I used to do these global decisions... Once we nail it, we can scale it."
[06:40]

He also touches on the significance of understanding financial engineering and corporate structures to navigate scaling effectively.

5. Importance of Profit Planning

Both hosts stress prioritizing profit over mere revenue generation. Tommy shares an exercise called the "four numbers exercise" to help business owners define their financial goals:

"Draw a quadrant... on the top left is lifestyle, future wealth, giving and taxes and liabilities... add that up and it gives you a number to work towards."
[73:35]

Brian underscores the necessity of having accurate financials, contributing to informed decision-making and sustainable growth:

"If your books are not a certain way, they're either not gonna even consider you, or they're gonna reorganize your books into the right format and your multiple is gonna take a hit."
[65:04]

6. Personal Development and Leadership

The conversation delves into the importance of continuous personal growth. Tommy references Jim Rohn’s philosophy:

"Work harder on yourself than you do on your job or on your business, because working hard on your business will make you a living. Working hard on yourself will make you a fortune."
[24:11]

Brian shares insights on leadership, emphasizing the need to evolve and adapt:

"I'm never going to get comfortable. I'm just not."
[20:48]

7. Building Effective Teams and Equity Incentive Programs

Brian introduces his strategy of using equity incentive programs to retain and motivate top talent:

"We ended up taking 10% ... we break them into smaller units... People are like, why is this guy, if he made so much money, still doing Instagram and Facebook ads?"
[29:43]

He explains that providing equity aligns employees’ interests with the company's success, fostering a committed and high-performing team.

Tommy adds the importance of surrounding oneself with like-minded individuals who are eager to learn and grow:

"You need to be in a room of people that are five to seven steps ahead of you."
[53:15]

8. Balancing Business and Personal Life

Both speakers discuss the challenges of maintaining personal relationships while scaling a business. Brian shares his commitment to family despite the demands of his growing company:

"I'm going to be a better son... I'm doing like the Donald Trump. I really want to be close to my mom."
[70:06]

Tommy mirrors this sentiment, highlighting his ongoing efforts to improve personal relationships:

"I'm still trying to be a good son."
[60:05]

9. Recommended Resources and Books

Throughout the episode, both hosts recommend several books that have influenced their entrepreneurial journeys:

• Brian recommends:

  • "Never Enough"
  • "Die with Zero" by Bill Perkins

• Tommy recommends:

  • "Beyond the Hammer" by Brian Gottlieb
  • "Killing Making Money is Killing Your Business"

These resources focus on wealth management, business strategy, and personal development, providing listeners with actionable insights.

10. Conclusion and Key Takeaways

The episode concludes with actionable advice for listeners aspiring to elevate their home service businesses:

• Define Clear Financial Goals: Utilize exercises like the "four numbers exercise" to establish tangible objectives.

• Embrace and Learn from Failure: Adopt a mindset that views setbacks as learning opportunities to accelerate growth.

• Prioritize Profit Over Revenue: Focus on building a profitable business model that ensures sustainable success.

• Invest in Personal Development: Continuously work on personal growth to enhance leadership skills and business acumen.

• Build and Motivate Effective Teams: Implement equity incentive programs to retain top talent and align their goals with the company's vision.

• Balance Business and Personal Life: Strive to maintain healthy personal relationships while pursuing business growth.

Notable Quotes:

• "Become a millionaire here in your thoughts and your beliefs, in your actions, in your habits. Become a millionaire there first and then you'll start to see the money come."
  — Tommy Mello [00:00]

• "The hustler had to die for the leader to be born."
  — Brian Kaskavalciyan [40:30]

• "Success leaves clues."
  — Tommy Mello [38:39]

Final Thoughts:

This episode of The Home Service Expert Podcast provides invaluable insights into developing a millionaire mindset, the critical role of profit planning, and the importance of personal and team development in scaling a home service business. By sharing personal experiences and proven strategies, Tommy and Brian equip entrepreneurs with the knowledge to achieve success and financial freedom in the competitive home service industry.