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

Pace Morby

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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