And more often than not, I would argue that what we quickly uncover is it's fear.

It's fear of losing their people.

It's fear of making that transition.

And what we need to do is we need to walk them through implementing an execution to performance-based pay.

Now, it may not be a full jump from hourly to performance-based pay. We may say, hey, let's take

the first step and let's go to a hybrid and start seeing what difference the hybrid makes.

And then after the hybrid, then we'll make the move to performance-based pay. When we can address

the fear that they usually have, because that's typically the objection we get. Well, I have a hard

enough time finding guys right now. And what if I do that and I lose the guys? And we start

unpacking how to address their fear, how to start filling their pipeline in advance before

we start executing a change in their pay to performance, that instills confidence.

And then the confidence just spills over to how they lead their team.

You know, there's way too many people in the trades that are held hostage by their people

because they can't figure out another way to compensate their people other than hourly.

And that's unfortunate.

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 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.

...