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Pace Morby to Home Service Owners: “Pay Their Price, Dictate Your Terms…”

📅 August 13, 2026 ⏱️ 1:23:43 🎤 Pace Morby, Tommy Melo

Chapters

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  • 0:00
    Mentorship and Early Success
    Pace Morby discusses the transformative impact of a $500/hour mentor who pushed him to build a team, leading to a $25 million construction business.
  • 0:17
    The Value of Delayed Gratification
    Pace emphasizes teaching employees delayed gratification and investing in their future through business equity rather than immediate luxury purchases.
  • 0:25
    The Power of Connections
    Pace and Tommy discuss the importance of continuous learning and networking with industry leaders, highlighting the collaborative nature at the top of their fields.
  • 0:30
    The Future of Home Services
    Tommy outlines his vision for A1 Garage, aiming for nationwide presence and strategic acquisitions within the home service industry, leveraging strong supplier relationships and data-driven decisions.
  • 0:39
    KPIs for Business Success
    Pace and Tommy detail four critical KPIs (Cost per Lead, Booking Rate, Conversion Rate, Average Ticket) that can transform any home service business.
  • 0:45
    Strategic Hiring and Training
    Tommy explains his rigorous hiring process for technicians, focusing on personality and a strong work ethic, and his aggressive, continuous training model designed for high performance.
  • 0:56
    Founder Involvement in Acquisitions
    The discussion covers the increasing demand for founders to remain involved post-acquisition by private equity firms due to their critical role in company culture and spirit.
  • 0:59
    Real Estate for Beginners
    Pace advises aspiring real estate investors to join existing teams for hands-on experience, emphasizing the low-barrier entry and accessible opportunities in the field.
  • 1:05
    Creative Finance and Capital Gains
    Pace explains how seller financing can circumvent capital gains taxes for sellers while offering attractive terms for buyers, making real estate accessible without traditional financing.
  • 1:22
    Future-Proofing Your Business
    Pace concludes by asserting that real estate and home services are the safest long-term investments, as they are less susceptible to disruption by AI compared to other industries.

Speakers

P
Pace Morby
T
Tommy Melo
Host

Key Takeaways

✦

Invest in mentorship, even if it feels expensive, as it can profoundly shift your mindset and accelerate business growth.

✦

Focus on negotiation terms over price; creative financing strategies can unlock significant value and control in acquisitions.

✦

Cultivate a strong internal culture by teaching employees about personal finance, compound interest, and opportunities to invest in the company's equity.

✦

Implement and rigorously track key performance indicators (KPIs) like cost per lead, booking rate, conversion rate, and average ticket to identify and optimize business bottlenecks.

✦

Prioritize recruiting for personality and work ethic over existing skills, then provide comprehensive training to build a highly capable and loyal team.

✦

Develop a robust CRM and communication system that captures missed opportunities (e.g., text messages for missed calls) to significantly boost revenue.

✦

Build a powerful personal brand and strong industry connections; collaboration, not competition, thrives at the top.

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