If 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

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