🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com

Scott Mann spent 18 years as a Green Beret, then stood up Task Force Pineapple, a group of veterans who used their cell phones and 20 years of relationships to get about 800 Afghan allies out during the fall of Kabul. Today he teaches business owners how trust and storytelling actually move people. Tommy and Scott break down why helping your team make sense of their role beats paying a buck an hour more, the wounds, scabs and scars test for knowing when a story is ready to share, how Green Berets built trust one rooftop at a time, what happens to people when two companies merge, and why every technician needs to be the thermostat, not the thermometer, before walking into an angry customer's home. Plus the three books that changed his life.

Connect with Scott Mann ⟶ https://scottmann.com

-- 🕐 TIMESTAMPS 🕐 --
00:00 - Introduction
03:42 - Small Town To Green Beret
07:26 - Getting 800 Afghans Out
09:44 - Life After The Military
11:52 - Building Trust Where There's None
16:15 - Nobody's Coming To Save You
19:07 - Why Good Technicians Quit
23:17 - Sense Making Beats A Raise
26:56 - Span Of Control For Leaders
29:47 - Scars Over Accolades
36:20 - Wounds, Scabs And Scars
45:10 - Move With 70% Information
47:09 - Rooftop Leadership Explained
50:23 - Be An Empathetic Witness
53:03 - Ask What And How Questions
1:00:25 - Merging Two Company Cultures
1:06:06 - Three Keys To Culture
1:11:06 - Be The Thermostat
1:17:04 - Your First Step Forward
1:23:17 - Books That Changed His Life

🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com

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🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com

Kyle and Becca Erdmann are husband and wife and second generation owners of Erdmann Outdoor Living, the company Kyle's father started with a two man crew in 1982. They were stuck around $5 million with zero systems until Becca came in, built every process herself, cut the product list down to three, and took the business from losing money to 10% profit. Tommy and the Erdmanns break down hiring with DISC profiles, why they make job offers on the spot and pull them if they aren't accepted, how only one person has quit since 2021, how they sell financing and anchor price on $70,000 tickets, and how a designer's secondary sale adds $1 to $2 million a year in change orders. Plus the one rule they never break as a couple in business.

Connect with Kyle and Becca ⟶ https://erdmannoutdoorliving.com

-- 🕐 TIMESTAMPS 🕐 --
00:00 - Introduction
02:04 - Stuck At $5 Million
04:10 - Zero Systems, Zero Processes
08:09 - Why Expand To Phoenix
12:27 - Hiring With DISC Profiles
16:40 - Job Ads Built For Profiles
24:04 - Offers Made On The Spot
27:39 - The Rule They Never Break
32:02 - Four Stay Interview Questions
32:58 - One Quit Since 2021
37:15 - How They Sell Financing
42:24 - $70K Tickets, 20% Close
44:13 - Anchoring From $10K To $300K
49:57 - Their Company Custom GPT
53:32 - The Designer's Secondary Sale
56:42 - Hitting A 90 Day Timeline
58:39 - From -4% To 10% Profit
59:21 - Cut 50 Products To Three
1:02:42 - Visionary Meets Integrator
1:08:20 - Advice For Couples In Business

🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com

Check Out My Social Media:
Tiktok ⟶ https://www.tiktok.com/@officialtommymello
Instagram ⟶ https://www.instagram.com/officialtommymello/
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🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com

Billy Cline spent 15 years running a door business without a playbook. Then he found this podcast, read the E-Myth, and started doing the work. Today YourNewDoor.com is a Dallas residential door replacement company that has doubled every year for three years, runs all W-2 crews with no subcontractors, and closes high ticket jobs entirely by phone. Tommy and Billy break down selling doors over a screen share, why his close rate went up after a 25% price increase, how he took over a struggling competitor for no money and watched its phone number sell over $1 million, why he never kills an old brand, and why owners who say nobody wants to work are looking in the wrong place.

Connect with Billy Cline ⟶ https://www.yournewdoor.com/

-- 🕐 TIMESTAMPS 🕐 --
00:00 - Introduction
03:41 - Bring Culture Into Their Homes
05:45 - The Marble Jar Theory
07:56 - Fifteen Years Without A Playbook
18:36 - How He Paid For Harvard
20:36 - Meeting Roy Williams
26:31 - Never Kill Your Old Brand
28:43 - Home Service Vs Home Improvement
36:50 - Why Customers Really Call
39:47 - Selling Doors Over The Phone
44:53 - The Guided Buying Experience
45:50 - Close Rate After Raising Prices
47:56 - Chase Margin, Not Revenue
57:49 - Nobody Wants To Work?
59:09 - One Key Hire Away
1:05:00 - Why Tommy Posts Everything
1:07:41 - A Competitor For No Money
1:18:39 - The Affiliate Installer Program
1:24:27 - Advice To His 2020 Self
1:29:44 - Don't Ever Quit

🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com

Check Out My Social Media:
Tiktok ⟶ https://www.tiktok.com/@officialtommymello
Instagram ⟶ https://www.instagram.com/officialtommymello/
Facebook ⟶ https://www.facebook.com/thomasmello/