Unlocking Sales Potential Through Financing with Justin Hatcher

In this episode, Tommy Mello interviews Zach Deering, co-founder of Mantle, an AI-powered sales platform for home services. They discuss the evolving landscape of home services, the importance of creating a shopping experience for homeowners, and how technology can enhance sales processes. Zach shares insights from his background at Amazon and McKinsey, emphasizing customer obsession and the need for simplicity in business. The conversation also touches on generational differences in shopping behavior, the role of financing in home services, and the future of AI integration in the industry. 00:00:00 Cold Open 00:00:06 Title Sequence 00:00:26 Show Notes VO  00:01:11 Intro Into Interview 00:26:02 Insertion 00:27:04 Interview Resumes 00:57:45 Outro

In this conversation, Vince Nardo shares his extensive experience in the home services industry, discussing the challenges and strategies involved in breaking into new markets, the complexities of private equity, and the importance of grassroots marketing. He emphasizes the need for a strong company culture, effective marketing strategies, and team alignment to drive growth. Vince also reflects on the significance of recognizing and retaining talent, as well as the importance of having a plan for life after selling a business. 00:00 Breaking into New Markets 02:04 Vince Nardo's Journey in Home Services 05:36 The Challenges of Private Equity 10:06 Grassroots Marketing Strategies 12:54 Establishing a Strong Business Foundation 17:22 The Importance of Culture in Business 23:44 Marketing as the Core of Business Success 30:05 Aligning Teams for Growth 37:29 Recognizing and Retaining Talent 53:21 Life After Selling a Business

Grant Winstead is an expert in home service, renovations, leadership, coaching, and sales based in the Washington DC-Baltimore area. He is the CEO of Renovation Experts and operates as a transformational coach. With over 40 years of experience, Grant has built his multi-million dollar company from the ground up, starting as a door-to-door canvasser. Throughout the interview, Grant shares his personal journey from a challenging upbringing in Pittsburgh, Pennsylvania, to becoming a successful home service operator. He emphasizes the importance of mindset over tactics in achieving growth and success. Grant discusses overcoming obstacles, the impact of mentorship, and the critical role of self-belief. He also touches on his current focus on coaching and mindset development, detailing his 12-week coaching program designed to help individuals and entrepreneurs break limiting beliefs and achieve their highest potential. 00:00 Introduction to Grant Winstead 02:35 Grant's Early Life and Career Beginnings 08:59 Transition to Leadership and Mentorship 17:47 The Importance of Mindset in Success 25:42 Sales Strategies and Overcoming Obstacles 28:51 The Role of Mindset in Achieving High Performance 35:00 The Importance of Self-Belief in Interviews 35:57 Challenges in Finding Driven Individuals 38:00 The Role of Family Support 40:47 The Power of Repetition and Curriculum 45:45 The Will to Win and Discipline 59:22 The Role of Books and Mentors

In this conversation, Tommy Mello interviews Justin Hatcher, an expert in sales and financing within the home improvement industry. They discuss the significant impact of financing on sales success, the importance of integrating financing into the sales process, and the challenges faced by private equity firms in the home improvement sector. Justin shares his journey from working in home improvement to creating a multi-lender financing platform, emphasizing the need for a strong business culture and effective marketing strategies. The discussion also touches on the future of financing in the industry and offers valuable advice for young entrepreneurs.   00:00:00 Cold Open 00:00:06 Title Sequence 00:00:25 Show Notes VO  00:01:11 Intro Into Interview 00:33:02 Insertion 00:34:20 Interview Resumes 00:54:32 Outro

In this conversation, Dillon Georgian shares his journey in the turf industry, emphasizing the importance of leadership, operational efficiency, and the balance between family and business. He discusses his transition from retail to distribution, the significance of equity incentives, and the need for a resilient mindset in entrepreneurship. Dylan also highlights the role of technology and systems in modern business, the importance of purpose, and the desire to give back to the community. His insights provide valuable lessons for aspiring entrepreneurs and established business leaders alike. 00:00 Leadership and Personal Growth 03:09 The Journey into the Turf Industry 06:02 Operational Efficiency and Cost Management 09:04 Incentives and Equity in Business 11:57 Preparing for Business Exit and Growth 15:02 The Balance of Family and Business 18:11 Starting New Ventures and Market Opportunities 21:14 Scaling and Transforming Businesses 23:56 The Home Service Industry Dynamics 27:11 Technology and Systems in Business 29:53 Mindset and Resilience in Entrepreneurship 32:55 Leadership Style and Team Development 36:01 The Importance of Purpose and Giving Back

In this conversation, Tommy Mello interviews Johnny Conklin, founder and managing partner of 16 South Capital Partners. They discuss the importance of partnerships in business, the evolving landscape of private equity, and the role of founders in driving success. Johnny shares insights from his journey in private equity, emphasizing the need for authenticity, transparency, and a focus on non-economic goals. He explains the unique approach of 16 South Capital, which prioritizes legacy preservation and team culture over traditional leverage strategies. The conversation also touches on the misconceptions surrounding private equity and the importance of preparing for life after a sale. 00:00 The Importance of Partnerships 06:11 Navigating the Changing Landscape of B2B and B2C 09:03 The Role of Founders in Business Success 11:54 Understanding the Value of Non-Economic Goals 14:45 The Unique Approach of 16 South Capital 20:54 The Importance of Team and Culture 26:47 The Misconceptions of Private Equity 29:45 Preparing for Life After a Sale 32:50 Advice for Aspiring Business Owners 35:51 The Future of Private Equity and Business Growth

In this conversation, Richard Lewis and Adam Hanover, founders of Redwood Services, discuss their unique approach to private equity in the home services industry. They emphasize the importance of partnerships, culture, and a long-term investment strategy that prioritizes the growth and success of local businesses. The discussion covers their backgrounds, the philosophy behind their 'build to hold' strategy, and the significance of operational excellence and leadership in achieving sustainable growth. They also address the perception of private equity and the role of technology in enhancing business operations. 00:00 Introduction to Redwood Services and Its Founders 06:01 Adam Hanover's Background and Investment Philosophy 08:57 The Build to Hold Strategy in Private Equity 11:46 Partnerships and the Importance of Culture 14:56 Revenue Streams and Operational Excellence 20:55 Identifying Ideal Partner Companies 23:47 Economies of Scale vs. Local Management 32:47 Marketing and Customer Retention Strategies 38:57 Lessons Learned and Advice for New Entrepreneurs 42:08 The Role of Technology in Home Services 44:46 The Perception of Private Equity

In this conversation, Megan Beattie, a seasoned marketing consultant, shares her insights on the importance of execution in consulting, the role of leadership in empowering young professionals, and the necessity of effective sales techniques. She emphasizes the value of scripts, training, and ethical canvassing in sales, while also discussing the challenges of delegation and the impact of personal experiences on leadership. The discussion touches on the future of AI in business and the importance of investing in training and leadership for sustainable growth. 00:00 The Importance of Execution in Consulting 05:05 The Role of Scripts in Sales 11:02 The Evolution of Sales Techniques 16:56 The Challenges of Leadership and Delegation 19:53 Ethical Canvassing and Door-to-Door Sales 28:55 The Importance of Capacity Planning 32:00 Understanding Customer Needs 41:51 The Impact of Personal Experiences on Leadership 46:00 Overcoming Market Objections 01:00:02 The Future of AI in Business 01:01:51 Final Thoughts on Leadership and Training

Kevin O'Leary is a seasoned entrepreneur, investor, and television personality best known as "Mr. Wonderful" on Shark Tank. Before he became "Mr. Wonderful," he was building software companies and collaborating with innovators like Steve Jobs — experiences that sharpened his belief that clarity, product focus, and disciplined execution separate real businesses from the noise. After selling his first company in one of the biggest tech acquisitions of its era, O'Leary launched O'Leary Ventures, a diversified investment firm that backs founders who value data over ego and performance over posturing. His portfolio now stretches across consumer goods, technology, manufacturing, and financial products, reflecting his philosophy that a good deal is simple, scalable, and rooted in numbers that actually add up. Known for his blunt honesty and zero-fluff communication style, O'Leary has become a global voice for business clarity in a world drowning in hype. Both on and off the show, he forces entrepreneurs to think sharper, defend their decisions, and understand exactly why a deal is — or isn't — worth doing.  Timestamps: 00:00:00 Cold Open 00:00:10 Title Sequence 00:00:29 Show Notes VO 00:01:15 Intro Into Interview 00:44:57 Outro  

Robert Cialdini is a world-leading psychologist and bestselling author whose groundbreaking research on the science of influence has shaped modern understanding of persuasion and decision-making. Often called the godfather of influence, he introduced the now-classic principles of persuasion that guide leaders, marketers, and communicators around the globe. He is the author of the seminal books Influence and Pre-Suasion, which have sold millions of copies and been translated into dozens of languages. Cialdini's work continues to define best practices in ethical persuasion, earning him recognition as one of the most influential behavioral scientists of our time. 00:00 Introduction to Dr. Robert Cialdini 03:00 Principles of Ethical Influence 09:00 The Power of Reciprocity 15:00 Commitment and Consistency 21:00 Social Proof and Authority 27:00 Unity: The New Principle 33:00 Personal Insights and Anecdotes 39:00 Practical Applications of Influence