From Hustle to Scale: Real Talk with Tommy Mello

There’s no silver spoon in this story. Tommy Mello built a $200M+ company starting from the garage—literally. And I got my hands dirty early too, mowing lawns and scaling my power washing business before launching Carroll Media.

This wasn’t a surface-level convo. This was real talk between two guys who’ve lived it, lost some, won some, and learned a hell of a lot along the way.

What made this episode powerful wasn’t just the advice—it was the raw honesty. We talked about what it takes to get started, what it takes to survive, and how to make sure your business doesn’t own you. Because at the end of the day, nobody teaches us how to scale. We learn the hard way, or we learn from those who already lived it.

So let me break down the moments from our conversation that hit the hardest—practical moves, mindset shifts, and truths every entrepreneur needs to hear.

Hustle First. Leadership Next.

“The hustler had to die for the leader to be born.”

That’s something I said during our chat, and I stand by it. Every successful business starts with hustle. But if you’re trying to scale—if you want freedom and not just a job—you’ve got to evolve.

You can’t be the only one pushing the boulder. Eventually, you have to stop grinding in the business and start leading it. That means investing in yourself. Reading. Learning. Delegating. Thinking long-term.

You’ve got to work harder on YOU than anything else.

Most business owners I meet are stuck because they’re the only person who knows how to do everything. That works for a while—until it breaks. You can’t grow your team if you’re not growing yourself. So the next time you’re reading a business book or attending an event, don’t feel guilty—feel responsible. That’s the real work.

If You Don’t Define Success, Someone Else Will

“Start with the end in mind.”

I asked a young guy the other day what his goal was. He said he wanted to build a $100M business because, “that’s what you did.”

But here’s the thing—I don’t have young kids. He does. So I had to ask him, “Why would you want them to get to know you when they’re 18?”

Not everyone needs to build an empire. You can make six figures, take two trips a year with your family, never miss a ball game—and that might be your version of winning.

That’s real success. But only if it’s yours.

I know a lot of miserable millionaires. I also know dads who run small businesses and show up to every game and bedtime story. If your version of success doesn’t include peace, presence, and purpose—what’s the point? Don’t chase someone else’s highlight reel. Build your life, your way.

Real Systems Beat Random Hustle

“Most small businesses don’t run like businesses. They run like contractors.”

Tommy and I both see this all the time. Business owners hustle hard, then drop the ball because they’re too busy doing the work. No follow-up. No systems. No structure.

I’ve been there. I built my first company like that. But to grow something sellable, something scalable, you’ve got to build it right.

That means:

• Systems that don’t rely on you

• Communication that’s consistent

• Teams that are empowered to lead

A real business has roles, responsibilities, SOPs, and scoreboards. Most contractors are flying blind—just trying to survive another week. You’ve got to break that cycle. Otherwise, you’ll be stuck in that feast-and-famine loop for life.

Brand Isn’t Just for Customers. It’s for Recruiting Too.

“If you do good in the community, use it as your marketing—and your recruiting.”

We don’t just market to get leads. We market to attract people to our mission.

If you’re doing good in the community, shout it from the rooftops. People want to work for companies that care. And they’ll show up when they see you standing for something.

If your brand is strong enough, it becomes a magnet—for clients and talent.

You don’t need a fancy website or big budget to build a brand. You need consistency, values, and stories. Show your team. Celebrate wins. Share the struggles. Authenticity beats perfection every time. Remember—your next best hire is watching how you show up online.

Be the Brand They Know Before They Need You

“When that garage door breaks, they shouldn’t Google it. They should already know your name.”

Tommy nailed this one. If you’re waiting for someone to search “garage door repair near me,” you’re already behind.

You’ve got to be the brand that’s everywhere. So when something breaks, you are the name they think of.

That’s what we teach and build at Carroll Media—omnipresence through smart strategy.

Whether it’s paid ads, organic content, or email flows—if your name’s not showing up every week, you’re being forgotten. Stay top of mind. Don’t just be an option. Be the obvious choice.

Alli: The Cold Call of Social Media

I gave Tommy a preview of something we’ve been working on: Alli, our new AI platform.

This isn’t just another scheduler. Alli goes on the offensive—leaving comments, engaging with other local business pages, and building attention for your brand 24/7.

It’s like having a team member who never sleeps.

We built it for the blue-collar entrepreneur who doesn’t have time to babysit social media but knows how powerful it is.

Most people post and wait. Alli posts, watches, and responds. She’s proactive. And when paired with strong content, it’s a game changer for visibility, recruiting, and retention.

Get the Full Breakdown

Want the full playbook from this episode? Download the hybrid mini-guide:

👉 From Hustle to Leadership: How to Dominate Your Market Without Doing It All Yourself
This worksheet includes:

• A printable 5-point cheat sheet for brand domination

• Templates for social engagement and team content

• A self-assessment tool to track your leadership growth