Podcast Summary: The Way I Heard It with Mike Rowe

Episode 447: Tommy Mello—The Secret Sauce is the Grind
Released: August 19, 2025

Overview

In this relentless and uplifting episode, Mike Rowe sits down with Tommy Mello, founder and owner of A1 Garage Door Service, whose journey from humble beginnings to billion-dollar success is as unconventional as it is inspiring. They explore what "the grind" really means, the importance of trades and entrepreneurship, lessons learned from building a national business, and why sharing the “secret sauce” isn’t actually a risk. Through stories of personal hardship, hilarious detours, and sharp commentary on American work culture, Tommy and Mike illuminate how hustle, curiosity, generosity, and humility can still change lives—including your own.

Key Discussion Points and Insights

1. Tommy Mello's Story: From Humble Beginnings to Entrepreneurial Giant

[07:24–26:26]

Early hustles: Tommy grew up in Sterling Heights, Michigan, after his parents’ divorce, watching his mother work multiple jobs and refusing food stamps out of pride. As a kid, he mowed lawns and washed dishes under the table to avoid asking his mom for money.
First true venture: In his teens and college years, Tommy flipped used Bowflex and Total Gym machines using Craigslist and newspaper ads—a self-taught lesson in arbitrage.
- Memorable quote:
  “I was buying them on Craigslist, selling them in the Arizona Republic. And two years into this, I'm flipping around TV and I see Chuck Norris, the Total Gym... It was the first time I knew what this fancy word was called. Arbitrage.” – Tommy Mello [20:02]
Garage door entry: Started by painting garage doors for $100 pop, then founded A1 Garage Door Service, investing $50,000 in debt and convincing his parents to help run it.
- “My mom answered phones. My stepdad Bill did everything I hated, which is payroll … The stuff I love they let me do.” – Tommy [25:00]
Growth story: Over 15 years, A1 exploded to 900+ employees in 23 states, $325M+ in annual revenue (as of 2025)—still focused on culture and people.

2. Skills Gap, Recruiting, and the Value of Trades

[06:26–08:12; 12:53–14:19; 87:22–89:27]

Skills gap reality: Tommy and Mike frame the growing crisis of skilled labor shortages and the crucial need for trades.
- “This thing is touching everybody. The data centers aren't going to build themselves. Neither are the submarines, or the people who make garage doors and service them.” – Mike Rowe [06:06]
Recruitment philosophy: 1 in 50 applicants makes the cut; the key is attitude, not resume. Training is immersive and motivational.
- “I start out the orientation: ‘Welcome to the first day of your last job. … I’m going to ask you to dream a little bigger.’” – Tommy [08:21]
Not just blue-collar “labor”: Trades offer upward mobility, six-figure incomes, benefits, stability, and even equity; automation won’t soon replace the human touch in skilled work.
- “I don’t believe skill trades will be replaced anytime soon. … There’s not enough people going into the trades. It’s not a sexy job, but it’s fun.” – Tommy [87:22]

3. Leadership, Culture, and “The Secret Sauce”

[10:13–11:03; 36:13–38:00]

Leadership style: Tommy prides himself on building from the ground up, teaching “core values” to new hires, focusing relentlessly on attitude and culture over recruiting “already set-in-their-ways” pros.
- “Winners focus on winning, losers focus on winners. … I invite [competitors] in. … I’ll teach you how to get a six pack, too—it doesn’t mean you’re going to do it.” – Tommy [36:13]
Giving away the ‘secret sauce’: Transparency with competitors is core; hard work, not secret strategies, is the real differentiator.
- “The secret sauce is we grind. We work hard, we take care of our clients, and you can tell people that, but it’s a different thing from saying and doing.” – Tommy [37:25]

4. Sharing, Generosity & the American Dream

[12:53–14:19; 42:33–46:26; 54:38–58:24]

Tommy gives back, sharing successes, methods, and rewards generously—including with competitors, “to grow the industry.” He’s built 25+ millionaires inside A1, donates doors to people in crisis, and targets “meritocracy” over blanket ESOPs.
- “My job is to pay it forward with the so many people that paid it forward to me.” – Tommy [88:01]
- “I was told you can’t give away all your secrets. … But I’m just going to invite all the garage door companies in … when you watch these lights start turning on in these guys’ faces … that’s legacy.” – Tommy [75:04]
Memorable rescue story:
- “Yesterday in Minnesota, we saved a lady’s life. Howie gave her CPR. She was choking.” – Tommy [54:38]
- “I get to interview one or two technicians a week, and the whole company sees it. … I just like recognition.” – Tommy [57:38]

5. Curiosity, Learning, and Lifelong Growth

[10:13–10:39; 47:43–53:14; 92:26–93:53]

Constant learning and teaching: Tommy soaks up knowledge (“Success leaves clues.”), asks relentless questions, and encourages everyone in his orbit to do the same—including taking copious notes.
- “The most interesting people are always interested.” – Mike [93:24]
- “Curiosity has only gone up… the more success happens, the more I want to learn.” – Tommy [50:20]

6. Risk, Compliance, and American Progress

[61:13–64:19]

Perspective on risk: Nostalgia for a grittier, riskier America (“Lunch atop a Skyscraper” photo); but also blunt about safety, compliance, and modern business complexity.
- “Safety is the most important thing. … But at this point, look at—there was a big fire here … it’s going to take three years to get the permits.” – Tommy [62:45]
Private equity and culture: Pushback on stereotypes—private equity isn’t always “barbarians at the gate,” and the modern trades business is sophisticated, measured by KPIs, and essential.

7. Competition and Drive

[71:01–72:43]

Personal competitive fire: Tommy describes his extreme competitiveness (“I hate to lose more than I like to win.”), extending it to company culture but balancing with teamwork and openness.
- “When you walk into this business, you smell the competitiveness. But ... just because they win doesn’t mean you lose. Elevate’s about everybody gets to win in this game.” – Tommy [72:24]

8. Sales, Service, and Human Connection

[84:25–86:24]

Tommy reframes selling: it’s about giving options, building trust, and making people happy—not manipulation.
- “People buy stuff all the time that makes their life easier. … You’re not a salesperson. You’re giving options of what people want.” – Tommy [85:02]
Human approach to service: Know the customer, their family, even the dog’s name.

Notable Quotes & Memorable Moments

On Opportunity & Belief:
“I'm going to ask you to do something today before you leave, and that's dream a little bigger.”
– Tommy [08:21]
On Transparency:
“I'm going to tell them everything we're working on and how we do it. People think I'm crazy. … I’ll teach you how to get a six pack, too. It doesn’t mean you’re going to do it.”
– Tommy [36:13]
On The True 'Secret Sauce':
“The secret sauce is we grind. … It's just everybody knows what they should be doing, but they don’t do it.”
– Tommy [37:24]
On Philanthropy:
“We saved a lady’s life. … When I get stories like that, I just want to give recognition. … I don’t need to call my PR company and get this on blast on all the news. I just like recognition.”
– Tommy [54:38; 57:38]
On Rewarding Employees:
“We give guys $6,000 worth of tools. They can make a great living, but they got to work hard.”
– Tommy [37:24]
On Leadership Impact:
“If you lie, cheat or steal, we’re not going to do business, and we’re not even going to be friends anymore. … My favorite three letters is ‘ask.’ Just ask.”
– Tommy [46:29]
On Work-Life Philosophy:
“I never go to work. I don’t go to work anymore. I go do what I love.”
– Tommy [10:40]
On Self-Investment:
“If you’re not investing into yourself, you’re losing.”
– Tommy [90:02]

Timestamps for Key Segments

Tommy's origin and first hustles: 07:24–18:20
How A1 Garage was born, family involvement: 23:07–26:26
Company scale and industry stats: 32:33–33:03
On competition and hiring philosophy: 36:13–37:24
Service stories (life-saving, philanthropy): 54:38–58:24
Risk and compliance in trades: 61:13–64:19
On giving away secrets and building industry: 74:54–76:08
Advice for entering trades, impact of AI: 87:22–89:27
Importance of notes, curiosity: 92:26–93:53

Conclusion: Takeaways for Listeners

If you're curious about entrepreneurship, trades, or the changing world of American business, this conversation is a blueprint for blending passion, grit, and generosity. Tommy’s message is straightforward: The grind is not a punishment but a privilege, and success is best when it’s shared. Whether you’re a tradesperson, business owner, or just “a kid from Michigan” with big dreams, the American dream is still out there—if you’re willing to do the work, stay curious, and always bet on yourself.

Related Resources:

TommyMello.com
The Home Service Expert Podcast by Tommy Mello

“Dream a little bigger. That’s the hardest thing I’ll ask of you—and the most important.”
— Tommy Mello [08:21]

Podcast Summary: The Way I Heard It with Mike Rowe

Episode 447: Tommy Mello—The Secret Sauce is the Grind
Released: August 19, 2025

Overview

Key Discussion Points and Insights

1. Tommy Mello's Story: From Humble Beginnings to Entrepreneurial Giant

[07:24–26:26]

Early hustles: Tommy grew up in Sterling Heights, Michigan, after his parents’ divorce, watching his mother work multiple jobs and refusing food stamps out of pride. As a kid, he mowed lawns and washed dishes under the table to avoid asking his mom for money.
First true venture: In his teens and college years, Tommy flipped used Bowflex and Total Gym machines using Craigslist and newspaper ads—a self-taught lesson in arbitrage.
- Memorable quote:
  “I was buying them on Craigslist, selling them in the Arizona Republic. And two years into this, I'm flipping around TV and I see Chuck Norris, the Total Gym... It was the first time I knew what this fancy word was called. Arbitrage.” – Tommy Mello [20:02]
Garage door entry: Started by painting garage doors for $100 pop, then founded A1 Garage Door Service, investing $50,000 in debt and convincing his parents to help run it.
- “My mom answered phones. My stepdad Bill did everything I hated, which is payroll … The stuff I love they let me do.” – Tommy [25:00]
Growth story: Over 15 years, A1 exploded to 900+ employees in 23 states, $325M+ in annual revenue (as of 2025)—still focused on culture and people.

2. Skills Gap, Recruiting, and the Value of Trades

[06:26–08:12; 12:53–14:19; 87:22–89:27]

Skills gap reality: Tommy and Mike frame the growing crisis of skilled labor shortages and the crucial need for trades.
- “This thing is touching everybody. The data centers aren't going to build themselves. Neither are the submarines, or the people who make garage doors and service them.” – Mike Rowe [06:06]
Recruitment philosophy: 1 in 50 applicants makes the cut; the key is attitude, not resume. Training is immersive and motivational.
- “I start out the orientation: ‘Welcome to the first day of your last job. … I’m going to ask you to dream a little bigger.’” – Tommy [08:21]
Not just blue-collar “labor”: Trades offer upward mobility, six-figure incomes, benefits, stability, and even equity; automation won’t soon replace the human touch in skilled work.
- “I don’t believe skill trades will be replaced anytime soon. … There’s not enough people going into the trades. It’s not a sexy job, but it’s fun.” – Tommy [87:22]

3. Leadership, Culture, and “The Secret Sauce”

[10:13–11:03; 36:13–38:00]

Leadership style: Tommy prides himself on building from the ground up, teaching “core values” to new hires, focusing relentlessly on attitude and culture over recruiting “already set-in-their-ways” pros.
- “Winners focus on winning, losers focus on winners. … I invite [competitors] in. … I’ll teach you how to get a six pack, too—it doesn’t mean you’re going to do it.” – Tommy [36:13]
Giving away the ‘secret sauce’: Transparency with competitors is core; hard work, not secret strategies, is the real differentiator.
- “The secret sauce is we grind. We work hard, we take care of our clients, and you can tell people that, but it’s a different thing from saying and doing.” – Tommy [37:25]

4. Sharing, Generosity & the American Dream

[12:53–14:19; 42:33–46:26; 54:38–58:24]

Tommy gives back, sharing successes, methods, and rewards generously—including with competitors, “to grow the industry.” He’s built 25+ millionaires inside A1, donates doors to people in crisis, and targets “meritocracy” over blanket ESOPs.
- “My job is to pay it forward with the so many people that paid it forward to me.” – Tommy [88:01]
- “I was told you can’t give away all your secrets. … But I’m just going to invite all the garage door companies in … when you watch these lights start turning on in these guys’ faces … that’s legacy.” – Tommy [75:04]
Memorable rescue story:
- “Yesterday in Minnesota, we saved a lady’s life. Howie gave her CPR. She was choking.” – Tommy [54:38]
- “I get to interview one or two technicians a week, and the whole company sees it. … I just like recognition.” – Tommy [57:38]

5. Curiosity, Learning, and Lifelong Growth

[10:13–10:39; 47:43–53:14; 92:26–93:53]

Constant learning and teaching: Tommy soaks up knowledge (“Success leaves clues.”), asks relentless questions, and encourages everyone in his orbit to do the same—including taking copious notes.
- “The most interesting people are always interested.” – Mike [93:24]
- “Curiosity has only gone up… the more success happens, the more I want to learn.” – Tommy [50:20]

6. Risk, Compliance, and American Progress

[61:13–64:19]

Perspective on risk: Nostalgia for a grittier, riskier America (“Lunch atop a Skyscraper” photo); but also blunt about safety, compliance, and modern business complexity.
- “Safety is the most important thing. … But at this point, look at—there was a big fire here … it’s going to take three years to get the permits.” – Tommy [62:45]
Private equity and culture: Pushback on stereotypes—private equity isn’t always “barbarians at the gate,” and the modern trades business is sophisticated, measured by KPIs, and essential.

7. Competition and Drive

[71:01–72:43]

Personal competitive fire: Tommy describes his extreme competitiveness (“I hate to lose more than I like to win.”), extending it to company culture but balancing with teamwork and openness.
- “When you walk into this business, you smell the competitiveness. But ... just because they win doesn’t mean you lose. Elevate’s about everybody gets to win in this game.” – Tommy [72:24]

8. Sales, Service, and Human Connection

[84:25–86:24]

Tommy reframes selling: it’s about giving options, building trust, and making people happy—not manipulation.
- “People buy stuff all the time that makes their life easier. … You’re not a salesperson. You’re giving options of what people want.” – Tommy [85:02]
Human approach to service: Know the customer, their family, even the dog’s name.

Notable Quotes & Memorable Moments

On Opportunity & Belief:
“I'm going to ask you to do something today before you leave, and that's dream a little bigger.”
– Tommy [08:21]
On Transparency:
“I'm going to tell them everything we're working on and how we do it. People think I'm crazy. … I’ll teach you how to get a six pack, too. It doesn’t mean you’re going to do it.”
– Tommy [36:13]
On The True 'Secret Sauce':
“The secret sauce is we grind. … It's just everybody knows what they should be doing, but they don’t do it.”
– Tommy [37:24]
On Philanthropy:
“We saved a lady’s life. … When I get stories like that, I just want to give recognition. … I don’t need to call my PR company and get this on blast on all the news. I just like recognition.”
– Tommy [54:38; 57:38]
On Rewarding Employees:
“We give guys $6,000 worth of tools. They can make a great living, but they got to work hard.”
– Tommy [37:24]
On Leadership Impact:
“If you lie, cheat or steal, we’re not going to do business, and we’re not even going to be friends anymore. … My favorite three letters is ‘ask.’ Just ask.”
– Tommy [46:29]
On Work-Life Philosophy:
“I never go to work. I don’t go to work anymore. I go do what I love.”
– Tommy [10:40]
On Self-Investment:
“If you’re not investing into yourself, you’re losing.”
– Tommy [90:02]

Timestamps for Key Segments

Tommy's origin and first hustles: 07:24–18:20
How A1 Garage was born, family involvement: 23:07–26:26
Company scale and industry stats: 32:33–33:03
On competition and hiring philosophy: 36:13–37:24
Service stories (life-saving, philanthropy): 54:38–58:24
Risk and compliance in trades: 61:13–64:19
On giving away secrets and building industry: 74:54–76:08
Advice for entering trades, impact of AI: 87:22–89:27
Importance of notes, curiosity: 92:26–93:53

Conclusion: Takeaways for Listeners

Related Resources:

TommyMello.com
The Home Service Expert Podcast by Tommy Mello

“Dream a little bigger. That’s the hardest thing I’ll ask of you—and the most important.”
— Tommy Mello [08:21]

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447: Tommy Mello—The Secret Sauce is the Grind

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Summary

Podcast Summary: The Way I Heard It with Mike Rowe

Overview

Key Discussion Points and Insights

1. Tommy Mello's Story: From Humble Beginnings to Entrepreneurial Giant

2. Skills Gap, Recruiting, and the Value of Trades

3. Leadership, Culture, and “The Secret Sauce”

4. Sharing, Generosity & the American Dream

5. Curiosity, Learning, and Lifelong Growth

6. Risk, Compliance, and American Progress

7. Competition and Drive

8. Sales, Service, and Human Connection

Notable Quotes & Memorable Moments

Timestamps for Key Segments

Conclusion: Takeaways for Listeners

Summary

Podcast Summary: The Way I Heard It with Mike Rowe

Overview

Key Discussion Points and Insights

1. Tommy Mello's Story: From Humble Beginnings to Entrepreneurial Giant

2. Skills Gap, Recruiting, and the Value of Trades

3. Leadership, Culture, and “The Secret Sauce”

4. Sharing, Generosity & the American Dream

5. Curiosity, Learning, and Lifelong Growth

6. Risk, Compliance, and American Progress

7. Competition and Drive

8. Sales, Service, and Human Connection

Notable Quotes & Memorable Moments

Timestamps for Key Segments

Conclusion: Takeaways for Listeners