Podcast
Pest Empire Builder
Hosted by Matt Williams · EN
The Pest Empire Builder is where pest control professionals come to level up; not just in business, but in mindset, leadership, and legacy. If you’re a pest control company owner who is growing, scaling and refining through your team, this show is your roadmap to time and financial freedom. We'll dive deep into high performing teams, sales, service, operations, a powerful business structure that leads to rapid growth. Every episode is designed to help you stop working in the business and start building a business that works for you.
10episodes
Episodes
Newest firstAll episodes
How to Build a Pest Control Business That Runs Without You
Apr 3000:50:47Tap to summarizeMost pest control owners start their business because they want freedom, more income, and control over their future, but many end up trapped in daily operations, technician work, scheduling, customer follow-up, hiring, and constant problem-solving. In this episode of the Pest Empire Builder Podcast, Matt Williams sits down with Chad Moreschi from GorillaDesk to talk about how a family pest control company went from paper note cards and manual scheduling to a systemized, automated, lifestyle business. Chad shares how his parents started the company, how GorillaDesk was born out of a real need inside their own pest control business, and what it takes to build systems that allow an owner to step back. If you are a pest control owner trying to grow, improve your CRM, delegate better, understand your numbers, hire stronger technicians, or build a sellable business that does not depend on you every day, this conversation is packed with practical lessons. You’ll learn: → Why a CRM is more than just software, it can become the backbone of your pest control operation when used correctly → Why many pest control owners get stuck using their bank account instead of a real P&L → Why delegating responsibility without authority creates bottlenecks → How clear goals help you build a business that actually serves your life. → More on hiring, technician retention, automation, lifestyle businesses, mastermind groups, and the mindset shift from being a business doer to becoming a true business owner. Want to learn more about PEB? Check out the links below. Email: support@pestempirebuilder.com Website: www.pestempirebuilder.com Learn more about your ad choices. Visit megaphone.fm/adchoices
Transcribe →How to Structure Your Business to Protect Everything You’ve Built
Apr 200:56:22Tap to summarizeIf you are growing a pest control company, home service business, or any small business with multiple moving parts, this episode will show you how to build a corporate structure that protects your assets, reduces risk, and helps you scale with confidence. We break down LLCs, holding companies, employee leasing companies, asset protection, tax strategy, and business entity structure in simple language so you can understand how smart business owners set up their companies for growth. If you have ever wondered how to separate liability, avoid commingling funds, protect your fleet, structure multiple businesses, or prepare your company for a future sale, this conversation is for you. We also talk about real-world business losses, legal partitions, bookkeeping discipline, chart of accounts strategy, owner benefits, and why setting up your corporate structure correctly on the front end can save you from massive headaches later. Whether you run pest control, home inspections, real estate, construction, or another service business, this episode gives you practical insight into business growth, risk management, tax planning, and long-term wealth building through smart company setup. We Explore: → Why separating businesses by risk can protect your assets when one company runs into trouble. → A real story about losing $250,000 on a gym and how the right LLC structure limited the damage. → How holding companies, separate bank accounts, and clean operating agreements can help you scale more safely. → Business valuation, owner perks, and why messy books can hurt you when it is time to sell. Want to learn more about PEB? Check out the links below. EmailWebsite Learn more about your ad choices. Visit megaphone.fm/adchoices
Transcribe →How He Built a 50-Truck Pest Control Business in Hawaii
Mar 2600:53:24Tap to summarizeHow do you build a 50-truck pest control company in Hawaii while creating a business that gives you freedom, stability, and room to grow? In this episode of the Pest Empire Builder podcast, Matt sits down with John from Hawaii to unpack how he scaled his pest control business from a slow early grind to a 12 million dollar operation serving the islands. If you own a pest control company, home service business, or you are trying to grow past the first million in revenue, this conversation is packed with real lessons on scaling, leadership, recurring revenue, employee retention, acquisitions, expansion, and building a company that lasts. John shares what makes the Hawaii pest control market different, how he approached growth across multiple islands, why recurring revenue is the backbone of a valuable service business, and what changed as he moved from owner-operator to true business builder. This episode is especially valuable for pest control owners who feel stuck, want to improve their team, or are trying to figure out how to break through the next stage of growth without losing their lifestyle in the process. In this episode, you’ll hear → How John used long-term thinking to grow steadily and why the first million dollars in pest control can feel like the hardest milestone to reach. → How joining industry peer groups changed the speed of his growth, what it looks like to expand into different markets with different customer mindsets, and why hiring stronger managers before you feel ready can transform your company. → How he is shifting technicians from hourly pay to production pay, how he ties performance to standards like attendance and punctuality, and why great culture and better compensation are critical for keeping top employees in home services. The conversation also touches on acquisitions, local branding, California expansion, termite-heavy markets, and how owners can create a business that is both profitable and enjoyable to run. Want to learn more about PEB? Check out the links below. Email: support@pestempirebuilder.comWebsite: www.pestempirebuilder.com Learn more about your ad choices. Visit megaphone.fm/adchoices
Transcribe →The Sales Flow That Helped Build a $2.5B Company
Mar 1900:46:44Tap to summarizeIf your pest control sales process feels inconsistent, hard to scale, or full of canceled deals, this episode will help you fix it. In this episode of Pest Empire Builder, Matt Williams sits down with Lenny Gray to unpack high level sales strategies, sales flow process design, door to door sales principles, objection handling, closing techniques, and the real reason many pest control companies lose deals after the customer already says yes. This episode is for pest control owners, sales leaders, managers, and reps who want a better way to close more business, reduce attrition, build a repeatable sales system, and create long term success without losing sight of faith, family, and legacy. Lenny shares how his six step sales flow works across pest control, phone sales, direct sales, and even business to business environments, including lessons connected to a company that grew into a $2.5 billion business. If you want to improve your sales process, train your reps better, increase conversions, and build a business that supports the life you actually want, this episode is packed with practical insight and bigger purpose. You’ll Learn: → How Lenny structures the first 20 to 30 seconds of a sales conversation to create trust and momentum. → How to qualify prospects faster so your team stops wasting time on people who are not ready to buy. → How to build value before revealing price, how to close more effectively, and how to handle objections without sounding pushy or scripted. → The importance of solidifying the sale after the close so fewer customers cancel before service starts. On top of the sales training, this episode also explores leadership, parenting, generosity, legacy, money mindset, and why success means more than just top line revenue. Want to learn more about PEB? Check out the links below. EmailWebsite Learn more about your ad choices. Visit megaphone.fm/adchoices
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Build a Door-to-Door Team In-House (Without Outsourcing)
Feb 1200:48:11Tap to summarizeIf you’ve ever thought, “Door-to-door could grow my pest control business… but I don’t want to hire some expensive outside sales crew,” this episode is for you. In this Pest Empire Builder Podcast episode, Matt sits down with Lenny Gray to break down how to build an in-house door-to-door sales team that actually works, without chaos, burnout, or wasted payroll. Lenny shares what most pest control owners get wrong when they try to “go all-in” too fast, why outsourcing door-to-door teams often fails, and how to set up your door-to-door program so you can scale profitably. You’ll learn how to recruit the right reps, how many people to hire (and why attrition is normal), what training must exist before your reps knock a single door, and the exact door-to-door KPIs that predict sales success. If you’re battling rising PPC costs, expensive lead generation, and inconsistent growth, door-to-door can be your smartest lever, especially because it builds route density, reduces windshield time, and creates faster, more controllable customer acquisition in pest control. Highlights: → You’ll learn why starting with 5–8 reps is smarter than trying to manage 20 your first year, and how to reverse-engineer hiring based on a realistic revenue target per rep. → You’ll hear Lenny’s “Law of 600” framework for new reps, why early struggles are normal and how consistency creates skill breakthroughs. → You’ll get the most important door-to-door metrics to track, including knock-to-talk ratio, contacts per hour, qualifying ratio, closing ratio, and cancellation rates before and after the first service. → You’ll also learn Lenny’s four-pronged recruiting system (personal network, social ads, off-campus, and on-campus recruiting) and why door-to-door can outperform digital marketing by building route density and lowering operational costs. Want to learn more about PEB? Check out the links below. Email: support@pestempirebuilder.com Website: www.pestempirebuilder.com Learn more about your ad choices. Visit megaphone.fm/adchoices
Transcribe →Business Partnerships Are Like Marriage (Here’s the Prenup)
Jan 2300:28:02Tap to summarizeBusiness partnerships can grow your company faster, or trap you in a toxic mess that’s hard (and expensive) to escape. In this episode of the Pest Empire Builder Podcast, Matt Williams and Rob Greer break down the real truth about business partners, equity splits, and how to run a company with a partner (or operate “like a partnership” even when you’re solo). If you’ve ever wondered how to choose the right business partner, how to avoid partnership conflict, or whether it’s smarter to stay a sole owner, this conversation will save you headaches. They compare partnerships to a financial marriage, explain why visionary vs implementer dynamics matter, and reveal how clear boundaries (like the “playground fence” concept) create freedom inside the business. You’ll also hear practical frameworks for handling feedback, building a healthy leadership culture, and deciding when it’s time to walk away. Whether you’re in pest control, home services, inspections, or any entrepreneur-led company, this episode gives you a real-world guide to partnerships, accountability, and scaling without losing your mind. What You’ll Learn: → How to choose a business partner without creating a “financial divorce” → Visionary vs Implementer: the role split that prevents chaos → Why you can’t dump emotional stress on employees (but you can with partners) → The “fence” principle: boundaries that create freedom and trust → Why equity isn’t about control, it’s about contribution and upside → Rowers vs Sailors vs Navigators: building the right ownership team → How to create a feedback culture without defensiveness → Why a buy-sell agreement is the business version of a prenup → When it’s time to renegotiate, restructure, or exit a partnership Want to learn more about PEB? Check out the links below. EmailWebsite Learn more about your ad choices. Visit megaphone.fm/adchoices
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The Lie You’ve Been Told About Work–Life Balance as a Home Service Entrepreneur
Nov 2600:26:31Tap to summarizeIn this episode of the Pest Empire Builder Podcast, we break down how Josh went from 0 to $10M/year in pest control in under 7 years.If you’re in home services (pest control, home inspection, trades) and you want to scale without blowing up your life, this is for you.Learn how people, core values, and courage beat tactics every time. What You’ll Learn: → How Josh “fell into” pest control from a wrong phone number and turned it into a $10M+ empire → The mindset that took him from technician to leader to multi-location owner → Why home services is really a people business, no matter what you actually sell → How to use core values to hire, fire, and promote (without feeling like the bad guy) → The hidden synergy between home inspection and pest control and how to turn one into recurring revenue for the other → Practical ways to build a vulnerability-based culture where your team actually owns their mistakes → The reality of “whatever it takes” vs burning out your team and your family → Why your spouse/partner and inner circle can become either your ceiling, or your superpower Want to learn more about PEB? Check out the links below. EmailWebsite Learn more about your ad choices. Visit megaphone.fm/adchoices
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The Lie You’ve Been Told About Scaling Your Pest Control Company
Nov 2000:49:03Tap to summarizeWant to grow your family pest control business beyond a one-man route? In this episode of the Pest Empire Builder Podcast, we unpack how Wilson took a tiny “Craigslist embryo company” in Denver and turned it into a real operation with thousands of services on the books.If you’re serious about scaling your pest control business and keeping your family (and sanity) intact, this one’s for you. What You’ll Learn: → How Wilson went from Michigan winters and dead-end job to buying a tiny pest control side hustle off Craigslist in Colorado → What an “embryo company” really looks like, and how they grew it from ~250 clients to 2,000+ services → The real pros and cons of working with family (and how coaching + personality profiles kept them from blowing up the business) → Why mindset > strategy > tools when it comes to scaling a pest control company → The difference between being self-employed vs. being a true business owner who creates jobs and freedom → How hobbies, motorcycles, trips, and time away actually fuel better leadership and decision-making → Adapting your service, systems, and culture to different markets (Denver vs. Michigan vs. Albuquerque) instead of copy-pasting someone else’s model → How to think about AI, tech, and changing customer expectations so your pest control company doesn’t get left behind → Practical tips for building processes, a fleet, and a leadership team that can handle real growth Want to learn more about PEB? Check out the links below. EmailWebsite Learn more about your ad choices. Visit megaphone.fm/adchoices
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How to Build a Pest Control Team That Actually Lasts
Nov 1300:32:20Tap to summarizeWant to scale your pest control business beyond a couple trucks without burning out or blowing up your margins?In this episode of the Pest Empire Builder Podcast, Chad Luke from Prodigy Pest Solutions breaks down how he went from zero relationships in a new city to $9–10M in 7 years and 40 techs on the road.If you own or lead a pest control company and you’re serious about growth, this conversation is your playbook. What You’ll Learn: → How Chad moved to a city where he knew no one and built a pest control empire from scratch → The exact role door-to-door sales played in getting from 0 to 50 trucks (and why it’s different today) → Why timing, luck, and market selection matter, and how to put yourself in the “right place, right time” more often → The turning point from “good salesman” to actual business owner (technical ops, office, and financials) → How to use technicians in the field to grow routes with simple neighbor/“cloverleaf” tactics → The mindset shift from “I have to do it all” to delegating and hiring smarter people than you → How Chad uses supercars as sales incentives and why culture is a huge lever for recruiting and retention → The hidden cost of a bad hire and why keeping good people beats trying to replace them → Why networking with competitors and masterminds will grow your business faster than hoarding secrets Want to learn more about PEB? Check out the links below. EmailWebsite Learn more about your ad choices. Visit megaphone.fm/adchoices
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From Zero to 10 Trucks in 3 Years: Scaling Smart in Pest Control
Oct 3100:52:40Tap to summarizeWhat does it really take to go from ground zero to a thriving multi-truck pest control business in just three years? In this episode of the Pest Empire Builder podcast, Matt Williams sits down with Scott Sandberg, co-founder of Ruva Pest Control, to unpack the grit, mindset, and strategic decisions behind one of the fastest-growing pest companies in the Northeast. Scott didn’t just start a pest control business, he and his two co-founders launched Ruva in a new city where they knew no one. From humble beginnings to managing a fleet of 10 trucks, Scott shares the real story behind their explosive growth, including the unexpected lessons, brutal mistakes, and mindset shifts that changed everything. You’ll hear how Ruva broke industry norms with a unique name, why they restructured employee compensation to attract A-players, and how they’ve cultivated a high-performance culture that’s primed for multi-location expansion. It’s not just about exterminating pests, it’s about building a scalable, values-driven business that changes lives. Takeaways: → Why aligning pay structure with company values attracts top talent → The importance of mentorship and learning from others’ mistakes → How investing back into your business is the best growth strategy → Why boundaries and personal discipline are crucial for entrepreneurs → The power of casting vision and building a leadership pipeline "It's not the knowledge that matters, it's being able to execute on it." If you found value in Scott’s journey, share this episode with a fellow business owner or aspiring entrepreneur. And don’t forget to subscribe to the Pest Empire Builder podcast so you never miss an episode that could change your business! Want to learn more about PEB? Check out the links below. Email Website Learn more about your ad choices. Visit megaphone.fm/adchoices
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