In this episode of Home Care Hindsight, host David Knack welcomes Gregg Mazza, former home care agency owner and current coach to home care entrepreneurs.

Gregg shares his journey from building a successful agency from scratch to selling it and now helping other owners avoid the pitfalls he experienced. He opens up about his biggest mistake: hiring seven salespeople who failed before he finally cracked the code on building a sales team that drives growth.

Gregg emphasizes the importance of hiring for traits over industry experience, implementing clear systems, and holding teams accountable. He also discusses the dangers of "no-one-can-do-it-better-than-me-itis" and how empowering your team can free you to focus on strategic growth.

Lesson Takeaways:

1. Hire for Traits, Not Just Experience: Look for drive, resilience, and heart—these are often more important than industry background.

2. Build Systems, Not Dependencies: Document your sales and operational processes so anyone can step in and succeed.

3. Delegate to Scale: You can't grow if you're the bottleneck. Trust your team, empower them, and hold them accountable.

4. Let Go of Perfection: Good enough often is. Focus on progress, not perfection, and build feedback loops to maintain quality.

5. Trust Your Gut: If a hire isn't working, don't wait. Cut ties early to save time, money, and stress.

Timestamps:

00:00 - Introduction to Gregg Mazza

02:00 - Gregg's journey from home care owner to coach

07:20 - The burnout trap: Why owners get stuck in the weeds

11:30 - The sales hiring nightmare: 7 fails before success

18:40 - The 3 keys to sales hiring: Right person, system, accountability

22:15 - Why "good customer service" isn't a differentiator

27:50 - The disease of "I can do it better myself"

32:10 - How to break the open-door policy habit

36:45 - Gregg's win: Trusting his gut to fire fast

40:00 - Plug: Gregg's mastermind group for growth-minded owners

Quotes:

Gregg Mazza: "I hired 7 salespeople who failed before I got it right. I wasted over $200,000—but I didn't give up."

David Knack: "If you're the bottleneck, you can't scale. It's that simple."

Gregg Mazza: "Hire the hunter with a heart. Drive and compassion aren't mutually exclusive."

Gregg Mazza: "No-one-can-do-it-better-than-me-itis is a rampant disease in small business. It will keep you stuck."

Resources:

1. Gregg Mazza's Mastermind Group: https://homecarebreakthrough.com/

2. Connect with Gregg Mazza on LinkedIn: https://www.linkedin.com/in/gregg-mazza

3. Connect with David Knack on LinkedIn: https://www.linkedin.com/in/david-knack

4. Powered by Zingage: https://zingage.com

5. Watch Episode on Zingage's YouTube: https://www.youtube.com/@Zingage