we've decided to create some guiding principles to align us, focus us, and first things first is

let's go back to the things we know work and have worked.

And there's certain things in home service business, at least in our business and all businesses,

that these are the measurements that matter.

These are the processes that matter.

Big ideas are great.

They're over here.

Let's go to these things and find out which one you want to do.

There's many different models, but there is some KPIs across all home service that are the same.

You can measure them this way or that way or this way a little bit. But at the bottom line,

there's certain things that are just the foundations. And if you don't have those in line,

then all these other big ideas and all this other stuff people want to go find, they're not really relevant.

If you don't know your booking percentages, you don't know your conversion percentages, you don't

have your average sale, you don't even know your recall percentage. There's things that you

just got to get back your LTO turnover percentage or turnovers, whatever you language.

Welcome to the Home Service Expert, where each week, Tommy chats with world-class entrepreneurs and experts in various fields, like marketing, sales, hiring, and leadership, to find out what's really behind their success in business.

Now, your host, The Home Service Millionaire, Tommy Mello.

Before we get started, I wanted to share two important things with you.

First, I want you to implement what you learned today.

To do that, you'll have to take a lot of notes,

but I also want you to fully concentrate on the interview.

So I ask the team to take notes for you.

...