How Tommy Mello Spends $5 Million A Month On Marketing And Tracks Every Dollar | Sara Nay
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Sara Nay is the CEO of Duct Tape Marketing and the author of Unchained. In this episode, Sara and Tommy break down why most contractors rent their marketing instead of owning it, which accounts your agency should never control, why referrals alone stall a home service company around $1 million, how to get found in AI search, and the two fixes to make this week if your marketing feels like chaos.
Get Sara's free marketing audit for home service owners ⟶ https://dtm.world/hsep Duct Tape Marketing ⟶ https://ducttapemarketing.com
-- 🕐 TIMESTAMPS 🕐 -- 00:00 - Introduction 02:59 - Tommy Spends $5 Million A Month On Marketing 04:34 - Do You Need More Leads Or A Better Journey? 05:58 - What's Broken About The Agency Model 07:47 - The Accounts You Should Own, Not Rent 08:32 - When The Agency Keeps Your Website 11:41 - Random Acts Of Marketing 13:00 - One Person Can't Run Six Marketing Roles 15:33 - Direct Response Or Brand? 16:38 - 87% Of Searches Now Touch AI 19:34 - Should Contractors Publish Prices? 20:38 - The $400 Steakhouse Problem 23:23 - Interview Your Best Clients 23:46 - Record Every Sales Call 28:49 - Nextdoor, Angi, Yelp: Pick Two And Own Them 33:19 - The A Team Sells You, The Interns Run You 34:38 - The Five Questions To Ask Your Best Customers 36:59 - A 91% Booking Rate And The Calls You Still Miss 38:11 - The Money Sitting In Your Old Customer List 39:33 - Why Competition Becomes Irrelevant 41:46 - Why Referrals Alone Are Dangerous 43:14 - The Sign: Pay More Per Lead, Always Win 44:53 - Marketing To The Affluent 47:38 - What Marketers Get Wrong With AI 50:40 - Your Home Page Is What AI Reads First 56:29 - The Founder's Brand Beats The Company's 1:00:06 - Use Your Voice To Pull Stories Out 1:06:30 - Buy Back Your Time 1:09:22 - Delegating Versus Dumping 1:10:24 - Two Fixes To Make This Week 1:13:33 - Sara's Final Advice
🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com
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