Yogesh Tulani on Growing From $30K to $50K a Month
Table of Contents
- His close rate is the leak
- Stop walking customers into a one-time job
- Get good on the phone, then train it every day
- Take a card on file on every sign-up
- Turn up the LSA budget in steps
- Three plans, named for your brand
- Two trucks can run four routes
- Residential gets you to $50K faster
- Frequently Asked Questions
This was another live breakdown, where I audit a member’s company on the show. Yogesh Tulani, the founder of Sani IQ, runs a pest control company in the Greater Toronto Area in Ontario.
He got into pest control at a McDonald’s. The tech who serviced the restaurant became a good friend and got him a job at his company, where Yogesh worked about three years before starting his own. He started his first small business at 12, was doing digital marketing and SEO 10 or 12 years before we recorded and built his own website. He found our podcast, ordered Zip Code Kings on Amazon, joined the Facebook group and then the program, about a month before we recorded.
When we recorded, his company did roughly $30,000 to $35,000 a month, about 70% residential and 30% commercial. Commercial is his background, and residential filled the gaps on his routes, though his year-round residential programs now bring in the most revenue. His team was one full-time and one part-time technician, a virtual assistant, a part-time inside salesperson and an SEO agency. My job was to get him to $50,000 a month, hopefully by December 2026.
This episode is part of the PCM Podcast. For more audits like this one, read what I found when I audited five pest control companies.
His close rate is the leak
Yogesh gets three leads on a slow day and about 10 on a good one, mostly organic from his Google Business Profile and SEO, plus some LSA. When he answered the phone himself, he closed over 80% of his organic Google leads, seven or eight out of 10. His Meta leads close a lot lower, so we left those out.
In August he stepped off the phones to test it, since he was missing calls while he was out in the field. His VA, who works 9 to 5, closed 20% at best, and every one of those was a one-time job.
So we did the math. Eight deals a day at about $1,200 a contract is $9,600 a day. Five days a week, that’s $48,000. Over a month, it’s about $200,000 in contracts left on the table because nobody really good is answering the phone. Yogesh pointed out that 10 leads is his best day, not every day, so the real number depends on his lead flow. The point stands. I wouldn’t pump any more money into leads until he fixes that.
The fix is simple. His VA keeps handling current customers and transfers every sales call to him, wherever he is. A phone app that transfers calls between people and records every call costs less than $100 a month. Then get the technician help in place, at maybe $20 to $30 an hour, or $1,000 to $1,500 a week, so he can sit on the phones until he trains himself out of that job. That was already his plan once his second tech was ramped up.
Stop walking customers into a one-time job
Most of those August calls were for wasp nests, from people who had never bought pest control. They had one problem and wanted it gone, and Yogesh knows he’s better off putting them on a year-round program. When he took those calls, he’d ask whether they had any other issues. “Generally, they say no,” he said. So he was walking them into their own one-time job.
People want the one-time service because they don’t know why they should have recurring. You explain it to them. I wouldn’t even list one-time services on the website. You don’t want to sell one-times.
Get good on the phone, then train it every day
Yogesh closes better because he carries the most product knowledge and can adapt when a customer takes the conversation somewhere else. His team was still learning, with no scripts yet, and he hadn’t role played with them in about a month.
We role play with our CSRs and salespeople every single day, for 45 minutes to an hour, because things happen on calls that nine times out of 10 will probably never happen again, and people say the craziest things. Pull your call transcripts, mark what you didn’t like and build a skeleton of a script. Everyone can put their own spin on it, but they all ask the same questions to get the outcome you want. They’re just taking orders, like Chick-fil-A.
You have to be good at it yourself first. “If I can’t go knock doors myself and teach someone how to do it, I’m never going to be able to scale a team. It’s the same thing on the phones,” I told him. Get good, document it and hand it off.
Follow-up is part of it. Yogesh wasn’t closing his Facebook leads because his team wasn’t following up enough. From the program, he’d learned to call every day for five to seven days, and every lead gets a call and a double call in the first five minutes. Our routine is in why you’re losing leads in the first 10 minutes.
When he asked how we hire sales reps, I said personality first, because I can train the skill. I look for people who are confident, who look you in the eye and shake your hand, and who are competitive, hardworking, easy to talk to and trainable. A lot of ours played sports, though not all of them.
Take a card on file on every sign-up
Yogesh did the service, sent an invoice and waited to get paid. He didn’t take cards on file because he didn’t want to add friction to the call. “You’re not going to add friction,” I told him. Can you fill up at the gas station and pay a week later? Can you pick up groceries and not pay for them? I don’t know why the service industry ever did this. You can’t build your business off accounts receivable.
So when they sign up, tell them, “Mr. Customer, you’re going to love it here,” and ask, “Would you like to use credit or debit?” People buy things online all day. They know they have to pay. If someone won’t give you a card, do you think they’ll ever pay you? Probably not, and those are the customers you don’t want. If they push back, send a link to their customer portal so they can pay before you get there. Taking a card on a recorded line is fine, as long as they know it’s recorded.
I learned this the hard way. Around 2012, I didn’t collect cards either. I got four months behind on billing and ended up chasing people who owed me a lot of money. It’s a pain, and it doesn’t scale.
Getting paid right away also pays for growth. Say your customer acquisition cost is $100 and you charge $200 for the initial. Collect it at the first service and you’ve paid for this customer and the next one, instead of waiting 20, 30 or 45 days. That’s how you pay for the next customer.
Turn up the LSA budget in steps
Yogesh says his LSA leads are the best quality he has ever had. His budget was set at $10,000 a month, and Google spent $600 or $700 of it, depending on demand. I wouldn’t double it overnight. Add another $5,000 and test it, then another $5,000 and test it again. It’s never going to spend all of it, but it shows Google you’re willing to spend more, so it starts sending you more leads. In July 2026, Google started folding LSA into Google Ads accounts with daily budgets, so check which setup you’re on before you raise it. Mat Rogers walks through that change in Google’s LSA shakeup.
Keep adding photos (he was posting new ones four times a week, which is great) and keep getting reviews. He had 134 five-star reviews, against over 1,000 for local companies in the GTA and 300 to 400 in his smaller markets. The faster he closes that gap, the more leads Google will send him.
Don’t build the business on one channel, either. If Google is murdering it one day and shuts off the next, you need somewhere else to go. Spend your first money on LSA, then get good at Meta.
Three plans, named for your brand
When I went through Yogesh’s website, I couldn’t tell which plan to pick. He had insect-only and mice-only plans, a good, better, best set called Essentials, VIP and Elite, and one-time services on top. He admitted all that information made it hard to compare. Elite, his monthly plan, had zero customers. “It’s just there to make it sound better,” he said.
I love good, better, best. Pick three and make them very easy to sell, the way I lay out in pest control offers. He had added the insect-only and mice-only plans because customers said they only had bugs and didn’t want coverage for mice. But in a cold market like his, I think insect-only customers will push back in the winter. That’s why we sell quarterly service with rodent bait stations in our markets, so we have a reason to be there in the winter. So drop insect-only and Elite.
Then name the three around your brand, something no one else can use. Ours are built around three different animals, like Badger Protection. When someone thinks of pest control, you want them to think of your program.
For the insect-only customers he already has, offer the next package at the last service of the year. It’s only about $40 or $45 more for the year-round program, and rodents are pushing inside when it gets cold. He already does this well with mosquito. His VIP customers got one free mosquito treatment in the summer, and when he called them back (“I got a truck in the area. I could put you on. The weather’s ideal.”), a few of them added mosquito for the rest of the season.
Keep your prices on your website. “The day of AI is here,” I told him, and Yogesh said they’d gotten a lot of recommendations because of it. Mat Rogers made the same case on the show.
Two trucks can run four routes
Yogesh’s techs were sharing two trucks, about 60 to 70 hours a week between them, with a lot of the commercial work at night after businesses close. A new F-150 sat at the border for about a month, so he was saying no to jobs while his part-time tech waited at home.
His new truck was due the day after we recorded, but here’s how I’d set up the next hires anyway. Put one tech on four 10s, Monday through Thursday, and the next on three 12s, Friday through Sunday. He still gets almost 40 hours, and the truck isn’t sitting two or three days a week. Do that with your next two techs and two trucks can run four routes without buying another one. Watch your asset utilization.
Residential gets you to $50K faster
Commercial is Yogesh’s sweet spot. It’s where he started in the industry, and he services nine locations of one restaurant chain, which has 29 in Ontario, all from word of mouth. Asked where he’d put his energy for the next 90 days, he said commercial, 100%, because it’s monthly recurring revenue.
You can bill residential monthly too, though I don’t really love it in cold markets, because people don’t love getting billed in the winter. We moved new customers to quarterly billing, and I explain why in my audit of Joey Mantione’s company.
But commercial is slow. It takes a long time to nurture those leads, and businesses usually don’t search Google for a pest control company. They know someone, or they get a referral. So to get from $30,000 to $50,000 by December, it’s residential for the next three months, building up those routes. Then, when residential slows down in the winter and the calls drop off, push on commercial with business referrals, groups like BNI, trade shows where the owners go, LinkedIn and stopping by in person. To get past the gatekeeper, remember the people in the back are used to taking orders. Tell them what to do. “Hey, go grab this person for me real quick.”
Yogesh also thought people in the city aren’t as receptive to pest control as people in the outskirts, where the big door-to-door companies in his area knock. Maybe, but test it, because there are bugs everywhere. He can stand apart from those companies by scaling inside sales and commercial instead of becoming a door-to-door company.
His first fix, the week we recorded, was his sales process and cards on file. He’d do it himself first, get really good, build a system that works and then train his people. If he does those few things, I know he can get to $50,000 a month by December.
Frequently Asked Questions
Who is Yogesh Tulani?
Yogesh Tulani is the founder of Sani IQ and runs a pest control company in the Greater Toronto Area. He got into the industry through the tech who serviced the McDonald’s where he worked, spent about three years at that tech’s company, then started his own. When we recorded his live breakdown, he was doing roughly $30,000 to $35,000 a month and aiming for $50,000 a month by December 2026.
Should a pest control company take a card on file?
Yes, on every sign-up. Ask “Would you like to use credit or debit?” and if someone pushes back, send a link to their customer portal so they pay before you get there. You can’t build a business off accounts receivable, and someone who won’t give you a card probably won’t pay you.
How do you turn one-time pest control calls into recurring customers?
Don’t walk callers into a one-time job by asking whether they have any other issues, because most will say no. Explain why recurring service makes sense, keep one-time services off your website and role play the pitch with your team every day.
How many service plans should a pest control company offer?
Three, in a good, better, best setup, named around your brand. Drop the plans nobody buys and the ones that won’t hold up in your market, like insect-only service through a cold winter.
Full transcript
Every word of the episode, from the video captions
If you're closing eight deals a day at that $1,100 or 1,200 what you gave me, that's $9,600 a day that you're leaving on the table right now.
Yeah, that's right. Yeah.
Do you know what that is a week? Let's go with 5 days a week.
About 40 grand a week.
48,000 bucks. You know what that is a month? $200,000 a month that you're leaving on the table because you're not answering phones or training someone that's really good. So, your biggest leak right now is that is that close rate. If you own a pest control business, want to grow, this show is for you. We break down how to get more customers, build your team, and scale your company. I've grown my own pest control company to million dollars a month and helped over 400 pest control companies grow over to 100K a month. Today, we're looking at how to take this pest control business from 20K to 50K a month. And hopefully, we can get that time horizon down to by December. That's the goal here, right?
So, Yogesh, welcome to the business breakdown. Super excited to do this one. You know, I had a quick chat last week over some things, but real quick, kind of give me the rundown of or and the listeners rundown of how you got in the industry, what your background is, and then kind of where you're at...
Right. So, how I got into the industry, I'll start with that. First of all, thanks for having me. How I got into the industry is used to work at a McDonald's and there was this service person who used to come and do our pest control. We became good friends and from there on he said that he's going to get me a job and he got me a job in his company. So that's where I started. I worked there for about three years before parting ways and I took some time off and after that I figured what I need to do with my life is start a you know a business. So I knew pest control. I was pretty good at it. So I started a pest control company. Did some research learned a lot of things and as of today we do roughly about 30k 35k a month in revenue. We're hoping to get to 50 by December.
Love it. That's cool. Were you always an entrepreneur? Did you always have that entrepreneur spirit in you?
So, I the first business I started was when I was 12, just a small gig and, there on just did a whole lot of different things. Shopify, digital marketing, SEO. So that's a lot of my background in SEO, digital marketing about 10, 12 years ago. And I was just learning things from internet, YouTube. So that's all coming in pretty handy now too.
Cool. And then where did you come across PCM? How did you find me?
So just like I said, I used to learn a lot of things from YouTube internet and one of these days learning what other people are doing. I was looking for some and I came across your podcast and I came across your book, The Zip Code Kings. I have a copy right here. I ordered one from Amazon. It was I found a lot of incredible value in it. So from there on I started looking into more of your...
And I found your Facebook group. From there I found that you guys run a program. So I looked at it for a bit and then I decided okay it's time to get in and for what it's worth I will have access to all these experts who've done it what I'm trying to do. And if anything, you know, it's just better to skip the trial and learning phase and just go, you know, go right to the experts and ask you guys. It's been very helpful so far.
Yeah, that's awesome. Yeah, that's super cool. How long have you been in the PCM...
It's going to be about a month now. I think in a week or so.
Awesome. Well, you're still there, so that means that's a good thing.
And you're finding it valuable.
That's really cool. Well, I appreciate that. So you said your revenue is roughly, you know, 25K, 30K a month, right? Currently. And, you said you have like $18,000 booked in When did you first notice that? When did you first start to notice it when that started to slide back down? Or is that just because like reoccurring is just down that month because you didn't sell so much in the spring? Like walk me through that a little bit.
So we recently only started pushing on the recurring. I want to say about two three months ago. So a lot of that benefit is now starting to kick in where we have some services going into a month. A lot of our focus is on commercial. Residential is more sort of filled the gap there.
So commercial ever since I started in the industry I was in commercial pest control. So that was my that was just my sweet spot. So but it took a lot of time to start filling on our commercial routes. So, we put in residentials to fill the gap there. But overall, we do year- round programs for residentials now. They are one of our most popular products. They actually bring in the most revenue.
So, I'm overall happy with where we're at and just looking forward to what's coming...
For sure. So, what would you say the split is between residential versus commercial currently?
Currently, we're at 7030 about 70% residential, 30 commercial.
Yeah. And I like...
Yeah. And so I know the answer to this already. So what like if you if you if you had like a future forecaster and you could predict it, what would you want your business split to be in like the next five years?
In the next five years...
Like the split do you want do you see yourself as a residential company or do you see yourself as a commercial company? What do you we see the mix of?
I'd say the ideal split would be 50/50 but we have to see what's coming. We haven't even started any outreach for our commercial. Only C customers that we have are referral based. So we only grew word of mouth based in our commercial space. No advertisements. In our residential it's primarily all also organic growth. Paid marketing is very small portion of what we bring in every month. But in terms of I think in five years...
For the for the I like that for the listeners what market are you in? We're in greater Toronto area in Ontario.
All right. So, walk me through the team that you have now from technicians to even fractional companies that you work with like SEO things like that. What does your whole team make up?
Right. [snorts] So, currently we have one full-time technician, one part-time technician. Myself. I have a virtual assistant and I have a part-time salesperson inside sales. We also have an SEO agency that does some of our onpage and off-page SEO on a monthly basis.
Cool. And then they built your website as well.
Yeah. No website I built myself.
Oh, it looks really good. I was going through it earlier this morning.
Yeah. Thank you.
So, good job. There's some questions that I have on there that we'll we'll talk through in a little bit. But of course...
We'll we'll wait to get that. There's another thing that you and I talked about that you actually ordered another truck currently, right?
Why don't you tell us where that truck's at currently?
So we're picking up delivery and yeah,...
Oh, you are? But it's been stuck at the border for how long?
It was at the at the border for about a month.
We're all going pretty frantic out here because we were having to say no to a lot of jobs because we didn't have the capacity to service it. One of the technician that is part-time is sitting at home waiting for the truck. So, it was causing a lot of trouble back and forth with the dealership, a lot of follow-ups, and finally tomorrow it's going to be arriving at our door.
That's cool. So, you have one and a half technicians, right? And you have one truck. Do you have one truck or two...
I have two trucks. One is your truck...
Yeah. And the other one they share both. One technician's off, the other one takes it.
Yeah. How does that work? Like, walk me through like what their week split is.
So one of the technician is full-time. I might get try to give him 40 hours some more week. The other technician is part-time. So whenever the first tech technician is not working, we have jobs early in the morning. So try to send him in the evening in the in the same truck. The second technician. Overall, we're working I think 60 70 main hours a week for technicians.
Does that first technician work 410s, 312s? Does he work 5 days a week? Six days a week? What does he work?
Five days a week, but it's more so sometimes it's eight hours, sometimes it's six hours. Depending on how much cluster we have in the day.
Gotcha. Could you move him, this is just me asking, could you move him to like a 410 312 split? So he works Monday through Thursday. He works Monday through Thursday 10 hours a day and then your second tech works, you know, Friday, Saturday, Sunday and still gets 30 36 hours.
Yeah, absolutely. Now challenge is the other technician sorry because a lot of our work is yeah. So a lot of our time, a lot of the times we have to go do treatments at night when they close.
A lot of our work is commercial.
So we start in the morning for residential, then we there's this break in the middle. Either I try to get them started around noon time,...
So they can start around 12:00, 1:00 p.m. And then work all the way till 10 p.m. Get the treatment done and be their way. That's kind of what we're trying to do. Unless we have a lot of services, we start in the morning, we do the first batch, and then second technician goes and does the second batch.
Yeah, makes sense. I like that. But could you still split it up where they do like the 410s and 312s? Hold up. Quick pause. If you're on a pest control company or fertilization weed control company, you're not in our Facebook group. You're choosing the harder path. Every operator that's in there is skipping years of mistakes because people are actually sharing what's working right now. So stop trying to brute force your way through growth alone. Search Pest Control Millionaires on Facebook or click the link below. And now let's get back to it. [snorts]
410s and 312s. Yeah. I don't think these guys would be opposed to that. I just wonder because I'm trying to make I'm trying to make your your truck and your schedules most efficient, right? And also I want you to like your your asset utilization. So like your asset utilization cost. We need to make sure that that truck's running as much as poss. Obviously this probably won't even be a problem after tomorrow because you're getting a second truck. Yeah.
So I was just thinking might not be a bad idea to run this, but if you ever run into this again or maybe or this could have this could actually save you...
Two more trucks in the future, right? You could run the same split with you could run the same split with the next two technicians you hire. Yeah. So if you so if you start building out these next two routes, you could have one those two trucks doing four routes.
Yeah. Absolutely. So, you're saying,...
Sorry, what was the split? You were saying three.
So, if you just did like four So, if you did four tens, like let's just say Monday through Thursday,...
They work 10our shifts. That's 40 hours a week, right? Yeah. So, they work four tens. Monday through Thursday, 10 hours a week.
And then your next tech came in and worked 31 12s and worked, you know, let's just go with Friday, Saturday, Sunday, and he worked 12 hour shifts. He's still almost getting 40 hours.
And the first,...
But then your truck's not sitting, you know, 2, three days a week.
Yeah, I like that.
You could literally build out two more routes without buying another truck.
That's right. Yeah,...
For sure. And asset utilization is pretty good.
Cool. Go ahead. So, I know you and I talked a little bit before about one-time jobs this time of the year.
We'll get into like the lead stuff in here a little bit, but you had some troubles doing one times this year. Like you got you got a lot of one times, correct?
Walk me through your sales process and how that looks and who handles sales...
We tested a bit in August. I tried to get out of the process to try to test how that goes. So the salesperson inside salesperson, he took some calls. I even had my virtual assistant take some calls. They were closing because most of the calls for were for wasp nest removals. So it's hard for them to or myself to even justify you know kind of get these people because they have never bought pest control before. They got this one issue they're calling to get this resolved and in or you know in all benefit it benefits me a lot to put them on a general pest control program for the full year recurring services but it's hard to...
Frame it frame it properly. Yeah. So, do you think it's just a sales issue?
It is a sales issue. Yeah, 100%. A lot of people I'm seeing in the industry also going through PCM programs, videos and materials, I'm seeing a lot of frameworks that are totally foreign to us. We could use them and they could do the job. I could see them working. So, it's more of a matter of now trying to implement some new frameworks, sales scripts, objection handling, all of that.
For sure. Because again a lot of times like a people they want the onetime service but they just don't know why they should have reoccurring and you just explain it to them and we can work on that outside of this you know like on we do a sales training you and I...
To help you better with your sales skills and...
And maybe it's your VA's listening too but also when you when you were taking calls doing and doing the follow-up things like how are the sales then versus when the VA and the your second sales rep's doing them? It's a day andight difference because I carry the most product knowledge. We haven't gotten to that point where we've standardized operate operating procedures or scripts in terms of say...
Yeah we because I also have the ability to be flexible adapt as the customer takes another route or shifts the conversation these...
You just have a lot of you just have a lot of Yeah. You just have a lot of knowledge for sure.
Yeah. Yeah. We've tried a lot of things. I've talked to over over a thousand people probably so far,...
So, some of that experience helps, but for them it's more so they're they're getting better, but they're learning I'd say I haven't done that in about a...
And how often do you role play with these guys? You used to do that a lot.
Give me an example of what a lot is. And this is this when they first started. Yeah, when they first started, first couple of weeks, I did a bunch of role plays and now we started to let the dose let let it let's see, you know, how that goes. So, they did some calls, they did fine and in between when I listened to trans crips, I just see minor things that could be improved. So, I give them feedback on it.
Other than that, I haven't done role plays. It's something that we need to do.
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So, I would definitely write this down for you, too. We'll go through this at the end, but we role play with our CSRs and sales peoples every sing or sales people every single day. Cuz as you and I both know, there's so many there's so much things that can happen right throughout the day. Just so you go just so you know, we role play with our CSRs and sales people every single day, okay,...
For 45 minutes to an hour. Every single day because you and I both know like there's so many nuances to pest control and things that come up during the day. Yeah. And questions that get asked and things just happen that...
That nine times out of 10 probably would never happen again, but things just happen and people say the craziest things. So just training on every single possible situation, whether a person calls for a one time or wants mice or whatever it may be. We sit there and role play every single day. So what you could do is like you did you pull your transcripts, right? Say, "Oh, I just didn't really like that thing or they said this thing wrong here." It's like going through all those things and then yeah, I would just say you can create an SOP or a script, right? But I wouldn't say that you need users have a se like a skeleton of the script so everyone can kind of put like their own unique like spin on things and use their you know maybe one person has charisma or whatever and likes to talk a little bit more. What I would just say is just have a skeleton and create the skeleton so that you can just train like you're basically creating order takers like so they say the same exact thing to the same exact script and ask the same exact question to get the outcome that you...
And again we can train on this outside of here but yeah you can come up with some scripting and that way you just train train and train that into them so they get as good as you eventually...
Because right now like I'm going to get to this part next so I don't want to I don't want to I don't want talk too much about this, but like we'll go into this. How many leads do you get roughly per sometimes it's three a day, sometimes it's 10 a day.
Yeah. And I think I have written down to roughly 10 per day.
And where do those leads typically come...
A lot of it is mostly organic. So we get some local service ads, but more so it's...
Google My Business profile or organic SEO.
Yeah, I see that on your I see on your I was looking at your GMB account this morning. Yeah. And you had 134 five-star reviews. You're doing great where do like other competitors in your area, where do they rank on Google My Business? How many reviews would you say? Like your local, not like the big companies, but like your local company.
Thank you.
In the GTA in my area, it's over a thousand. Some of the smaller markets that we rank in, it's three to 400.
Okay, cool. So, obviously the faster that we can get you to those 300 400, the more leads you'll get. You're in a great market, so it won't take you long to get there.
But every, you know, every every Google My Business or every LSA customer that comes through Google...
And they're tracking all this and then the backside, if they leave you a five-star view, they're just going to keep sending you more leads.
So, when that phone call comes in, who typically answers it first? Is it you as the VA? Is it your salesperson?
Depending on the day. During the day, I'm out in the field, so she takes it, but after she's off, I take every and what time does she work?
On certain she does 9 to5.
With [clears throat] your with your CSR or with with your VA, what would you say her close rate was?
It was probably 20% at best.
20% at best. And you said you're getting about 10 calls a day. And so she's closing two out of 10. Of those two that she's closing, how many of those would you say are one times?
All of them.
So every single one of them. Cool. And so when you were on phones, let me ask you this. When you were on phones, I think you told me before you closing over 80%.
For organic Google leads. Yes. For that's fine. That's fair. That's fair. Let's keep meta out of this.
Meta, it's pretty low.
Of those of those let's say 10 that you took during that day, how many would you say that you closed? You said like eight roughly seven, eight.
And of those, how many were you converting to reoccurring versus one...
Depending on the season for the wasp calls, all of them were most of them were ending up one time.
A rare one occasional that has had a mice issue in the history in the past. We were asking them if they had any other issues so that way we could try to convert them to yearly.
What do you think? But that's a great question. I don't mean to cut you off, but that's a great question. What do you think they're going to say?
Generally, they say no. That they don't have an issue.
So, you're kind of walking them into their own one time.
Yeah, I guess so. Yeah.
Gotcha. So, with that being said, let's [snorts] go back to like the spring when it was busy and you were answering phones then. Let's keep calls out of it, too. And let's say you got 10 calls. How many how many early on in the season were you converting to reoccurring?
So at that point we weren't even pushing on it. I had we were just doing one time overall...
Okay. So I just want to do some real some math with you real quick. Right.
If we put yourself back on phones, let me ask you this before I move on to that. Why did you take yourself off of...
I was testing and there was just a lot of other business activity out in the field. I'm missing calls at that point. So that's why I bring in brought in the CSR and try to try try to get her to take these calls.
Gotcha. So could we have her still answer the calls that you know come in through from your current customers and have her handle the client side of the things and then have her transfer sales calls to so I just want to do some math with you real quick. Okay.
Yeah, we could do that.
And I'm going to go with your low I'm going to go with your $1,200 ACV or whatever you told me it was like 1,000 something. [snorts] if you're closing eight deals a day...
At that $1,100 or 1,200 what you gave...
That's $9,600 a day that you're leaving on the table right now.
Yeah, that's right. Yeah.
Do you know what that is a week?
That's about depending if we're doing seven days a week, that's about 60 55 60...
Let's go with five. Let's go with five days a week.
Yeah. About 40 grand a week in contract volume.
Yeah. 48,000 bucks. You know what that is a month?
Over two 200 grand.
$200,000 a month that you leave It's 200 grand a month that you're...
200 grand a month. That you're leaving on the table because you're not answering phones or training someone that's really good.
That's right. That's right.
So your biggest leak right now is that is that close rate. I wouldn't even pump any more money into leads until you fix that problem right there. You're leaving 50 grand on the table. You could go hire that second technician for, you know, I don't know what you guys pay over there, but 20, 30 bucks an hour, whatever it is. It's going to cost you $1,000, $1,500 a week, and you can just sit there and answer phones all day long...
Until you can train yourself out of that...
That's right. So, the second technician with him ramping up, that's the plan to step back more into until we have more better SOPs, objection handling, everything set up cuz I'm more flexible. What we're going to be putting.
But even but even still, like let's just say you're out in the field, you could just have I don't know what phone system you use, but you could say, "Hey, like no, not a problem. I'll just transfer it to you." You'll see when she's calling you that she's the one transferred to you. It say transferring from VA. You know that it's a sales call and you can stop what you're doing and answer that call. You're good.
Yeah. So, we have I have it right here. [laughter]
Can you grab your pen? Nice. So we GoHighLevel is what we use for now for sales and marketing.
What about for what about your answering phones? How does that work? Do you have like a do you have like a phone system that you use for answering phones or does it just go right to your cell...
So it just goes to the cell phone but when I'm home we are trying to still play with the automation because it's pretty new to us.
So still figuring out GoHighLevel and everything how to route calls. So far it comes on [snorts] our gohigh level app.
Yeah. So like I have a one of my friends owns a company they call it lawn phone. It's like $99 a month and it's literally just an app that you put on your phone and then everyone downloads the app and you can transfer the phone calls back and forth. It's very very simple. It's it there and there's a bunch of different apps out there and I'm just telling you his because I know it and I've used it before. It works really good. It's less than $100. It's less than $100 a month. You can answer all the phones. You can have multiple uses on there. You can transfer in between people. It records every single phone call that comes in. It's amazing what was the phone again? The app?
For something. I think it's his was called Lawn Phone. It's made by 3CX.
Lawn phone. Okay.
But there's a bunch of different platforms out there that yeah. Call Yeah. Well, CallRail is a little bit different. CallRail is like the back end of system of like calls and transferring. So, don't worry about that. That's a little bit not exactly what I'm talking about. But they make like I'll Google another one. Not that this is matters.
Like CallRail and what?
There there's a ton of them. I'm just going to Google real quick. Okay, not that it really matters because there's a ton out there. Like, RingCentral is another one. So, RingCentral call, Lawn Phone, anything like that will work really good. They're relatively inexpensive. You can transfer calls, records all your calls for you, everything like that. It's really, really awesome. I think you should look into that. So like when you're out in the field like you can see that she's transferring you know it's a sales call. You can pick up the phone and close it wherever you're at.
And what soft what software are you using for your CRM currently?
We're using GorillaDesk and high...
Awesome. Love that. Shout out to GorillaDesk.
Yep. They're cool. In GorillaDesk, do you have all the automations built up for like followup when you send out quotes and things like that and pipelines? Cool.
Not the pipelines in GorillaDesk. In high level, we have pipelines, but in GorillaDesk, yeah, just service reminders, appointment follow-ups, how to go and everything like that.
I love it. Let's talk about collecting payment real quick. How do you currently collect...
So we do the service. We send out an invoice. People pay it.
So, you send out cards on file.
Is there a reason? Is there a reason you don't take cards on file?
It just didn't want to add a lot of friction to the call.
You're not going to add friction.
I promise you. Like, if you just act natural, like I'll ask you I'll ask you a question back. If you go get gas at the gas station, can you not pay till tomorrow or the next week?
Exactly. Yeah. It's my biggest thing cuz...
We still have to follow up with them. How about how about how about groceries? Can you go pay Can you go pick up groceries and not pay for them?
Okay. So, I don't know why the service industry ever did this like but it's just it's not scalable. You can't build your business off of accounts receivable. You just can't do it.
So, again, what I would fix again tomorrow was getting every single card on file. It's not hard. Like, awesome. Like, Mr. Customer, you're going to love it here. What would you like to use? Card would check put on file. Would you like to use credit or debit?
Right. Like just ask a simple question like that. They don't know any different. They're so used to jumping online, buying things online, they know they have to pay. But the people who aren't willing to give you your card, you think they're ever going to pay you? Probably not.
Those are the customers that you don't want. And if they push you back, if they push back, be like, "Hey, no, not a problem. Like, I totally understand. You want me to give me a card or phone? Let me send you a link to your portal and you can log into your portal and you put you can pay the bill on the portal before we get there." Whatever you want to do. You know what I mean? So would you feel comfortable doing like such as a system where people give their car details on phone on a recorded line? Is that is that okay?
Yeah, that's okay. Obviously they have to know it's recorded but usually just tell them that anyway. Yeah, but even still like yeah. Yeah. So again they can log into their portal. They can they can put their information in the portal. They if they don't feel like giving it to the phone, you can send them a link or whatever. As long as you have payment before you get there, it's fine. I just went and service another house so I have payment on file because again...
In the beginning of the call. Yeah.
You cannot build a business off of accounts receivable. Can't do it. Yeah.
And I don't know what your accounts receivable is and maybe it's really good. I'm not calling you out. I'm just saying going forward I wouldn't do...
And I and trust me and I'm trust me like I did this too like from when I like back in 2012 or whatever like I didn't collect cards either and then I was like four months late for billing and then I someone owed me like a bunch of money and then I was trying to collect it. It's a pain in the ass and it's just not because now like you're going to have one person like you said, whether it's yourself or whether it's your CSR or VA sitting there...
That's right. Like...
Like calling all your accounts receivable all the time. Like you don't want to deal with that either. You know what I mean?
Something that's totally eliminated. You don't have to worry about it. Yeah.
So again, just go back to the sales process when you when you sign up. Awesome. You're going to love it here. Which what card would you like to use? Debit or credit? Would you like to use a or de credit? And I don't know if you guys have a over in Canada where basically like Yeah. Okay, cool.
I think Stripe offers things like so simple tweaks like that.
Cool. They do. Yeah, Stripe does.
So that's great. Let's let's touch on Facebook a little bit because I know you and I talked about this. I know like walk me through your Facebook, how it's currently set up, what the close rate is, your current row ads. So our we're not really spending money on Facebook ads right now. We just started a new batch of ads yesterday with some new creatives also inspired from PCM program. But before that we weren't using Facebook ads as much. But the reason behind that was because we weren't able to close them. So it didn't make sense to...
And why was that though? A lot of it yeah. A lot of it was the followup process. We weren't following up enough...
You and I talked about this. After going through the PCM program. I saw it's 5 to seven days you have to call every day.
We weren't doing that.
And before you didn't have that, did you have your Facebook connected to your GoHighLevel?
Yes, it is always been connected to high...
Awesome. So as soon as you they fill out the form, they're coming right into your GoHighLevel and you're reaching...
We get we get notifications and everything. Yeah.
Beautiful. Love that.
So the biggest thing for you guys was there was there wasn't just enough follow-up where you guys weren't...
That's right. And better training. Yeah. Training wasn't great.
Yeah. So that'll be another thing that you have to train on all the time is constantly like watch whether it's yourself which you probably start like this is what I did too. I did the same thing like I just got really really good at it and then once I got good at I hand off to the next person, another good sales person and then I monitored it.
But you got to do it first to get good at it so you can teach others. Right.
Exactly. Otherwise, it's like kind of like was like knocking doors, too. Like, it's going to be really hard to go teach someone if I can't do it myself.
That's right. Yeah.
If I can't go knock doors myself and teach someone how to do it, I'm never going to be able to skill a team. It's the same thing on the phones. You're never be able to build a really good inside sales team if you don't know how to do it yourself first and be able to train someone or you have the funds to go hire someone who's really good. I would rather just learn it myself like at the beginning, get really, really good at and then hand it off. Document it, hand it off.
That's right. Because you're not relied on somebody else either, even if you hire someone. And once you once you once you get yourself out of the bottleneck of, you know, servicing, you get another technician, get your truck going tomorrow, and you're stepping back into the into the office, would you be comfortable pushing the ad spend on LSA a little bit? I know you're in a great market, so that's why I'm asking.
So for LSA, it always has been some sort of a demand driven. Sometimes it just spends money on its own, sometimes it just doesn't.
So, I'm not sure how we can scale that, but if we can, because that's the best quality leads we've ever got, we can scale that to say two grand a month, I'll be happy to put money behind it. For now, it spends like 600 700 a month.
What do you have the budget set for?
10 grand.
10 grand a month. So, what if you what if you I wouldn't double it tomorrow, but what I'd tell you do is I would I would I would probably add another 5K. And test it and then do another 5K and test it again. It's never going to spend that much money, right?
It's never gonna Yeah, that's right.
But it'll call but it's showing Google that you're willing to spend more so they'll start funning more leads.
Another thing you can do too, which I talked about on last week's podcast, too, was constantly just up updating more pictures.
We are doing that every week four times a week.
Awesome. Love it. So, good job there. And then obviously getting more reviews. That'll help too.
Yeah. And are you do are you doing any pay-per-click right now?
Like Google search ads like pay-per-click ads.
No no I do have some sort of something set up but it didn't go well. So I need to go through the materials in PCM and then set it up properly.
Yeah. All good. So what I would say is just start let's start with one maybe two channels because what you don't want to get is you don't want to be constrained by one channel. So let's just say like Google's like murdering it and then but also the next day Google shuts off...
And now you have a constraint that you don't have another channel to go to,...
Right? So let's maybe get meta, start testing meta, get good at meta and like start spending money more money on meta. But where I tell you to spend your first amount of money is just on your obviously your LSA and start gearing that up. That's pay per lead as well. Like so it's only going to charge you when it gives you a lead. And if that lead's not qualified and not added in your service area, all the calls are recorded and their AI is so good now they just take the charge off. It's pretty crazy actually. But we still have someone who goes into...
For LSA. Yeah. So if you if you look go into your dashboard, you'll go in there and you'll see that they're recorded. You can listen to the recorded phone yeah. For LSA. Yep.
Yeah. This is for LSA, right?
If you go into your LSA dashboard, you'll be able to tell like the recorded calls and then charge.
Yeah. Sometimes I mark them spam or whatever if they are spam...
But yeah I do manage the leads over...
Awesome. Good job. And then as far as like there's some questions I hear I have around your service team before I go any further. I was looking on your website like I said before, right? And you have...
Elite, VIP, Essentials, my you have like you have five different things if I remember correctly, right?
You have five different programs.
Yes. One for insects, mice, and then we...
Yeah, you have insect control Essentials, VIP, Elite, right? Am I missing any?
Yeah, that's right. That's it. Do people ever call you? Are they ever confused?
Confused? No, not quite. It's more so I guess we confuse them sometimes giving all the information making it hard to compare. So, yeah. So, I do really love the good, better, best model. I really, really do. So, I would probably narrow it down if it was me. You don't have to do this, but if it's me, I'm going to pick three of those five and run with three. Make it very, very easy to sell.
Something we need to improve on.
So, we did have three only. And then we were having issues with customers saying, "Okay, we only have an issue with bugs. We don't want coverages for mice." So, that's why we created standalone insects, standalone mice, and then we have two different then we have the complete protection where we have good, better, best. So, walk me through like you said the customer has only has problems with insects and not mice, right?
And so, you just go there and when it's winter there, how do you service that customer that just has insect?
What we say to them is bugs are just not going to disappear and wait, you know, next year just to...
Come back. They have to go into somewhere that's warmer. That's be it your house's wall cavities.
So, are you are you treating those houses like in January, December? So, not yet. Haven't done it yet because we haven't gone into the first winter since starting doing...
I it's something that runs in my back in my head all day like how are we going to service these customers in the winter or if they're going to see the value because it's a lot of u communication to get them to understand the value or if they're going to cancel their services or what's going to happen.
Yeah, I think this is just me predicting the future. I think you're gonna get a lot of push back with insect with with the insect only customers.
Yeah. Because you're you're in a colder market as well.
Sure. Sure am. And so this is why it's very important to sell quarterlys with rod and bait stations in our market. But you so you have a reason to go there in the winter,...
Right? So it has to be just complete protection be it even cheaper. It doesn't necessarily need to be cheaper, but you could just get rid of you could get rid of insect only completely and just do like your mice and insect one together or whatever. You know what I mean? For that $8.95.
Mice and insect for $8.95.
I'm just I'm just throwing out ideas for example. Yeah. And then you could keep your Essentials and your VIP. And I don't even know what your Elite is. I think that's bimonthly, right?
Elite is monthly. VIP is bimonthly. We do include carpenter ants in there.
Gotcha. So with Elite, that's monthly service for general pest for how many how many people are on that?
Yeah, for res. Gotcha. Figured.
It's just there to make it sound better. The VIP and the other one...
For sure. So, what I would do is I would take three of those five and I think we just eliminated two already.
Okay. Insect is gone. Elite is gone.
And then I would create them around your Like think of three programs that you could make that are your brand alone that can't be anybody else's that are unique to your company that go along with your brand. You know what I mean? Name them.
So make them Okay. Name them something not just essential or...
VIP. Name name them something cool that goes well with your company.
So like we have like the badger plan, you know, like just [snorts] different examples, you know what I mean, So we what we did we took like three different types of like animals...
And we created them in packages that go along with our brand.
Do you have an example of what you call...
Yeah. So like one is just like Badger Protection, right? So then so that that's just one of the three that we do.
So like think of three things that are kind of cool that go along with your with your brand and your name that you could use as a branding tool as well. So, when someone thinks of pest control, I think of your program. You know what I so let's see.
That's right.
Well, let's go into So, we got residential kind of taken care of. We got we eliminated those two tiers. We're down to three. We've got good, better, best. We're going to rename them, right? Your one times you charge a pretty good price for the one time mosquitoes. Do you do a lot of the onetime mosquito?
We've done a few this year for people who have a wedding this weekend. Or something like that.
And is the 147 just like a starting point? Do you go off square footage or are all the lots roughly the same there?
No, just a standard pretty much nobody qualifies for 147.
We mark everybody up. Just say it's for two if they're coming with a 2500 ft. We say it's for 2,000 [snorts] square feet or whatever.
And...
And it goes to if it's a one time, it's about 200 300 bucks depending on the size of the lot. If they're going for a yearly program, then like a seasonl long contract, we're probably putting them on 160. Yeah, somewhere around that. Yeah.
Cool. And do your any of your VIP is does your VIP have mosquito in it?
No, we were giving a free mosquito treatment last summer...
For VIP and then that helped us upgrade a few of them and add them one mosquito services for throughout the season. Give them a give them a taste of it.
Yeah. Awesome. I like that. And then are you following up like that next month saying, "Hey, did you like that mosquito service? Would you like to continue?"
Yeah. Yeah, we are. So throughout the summer, these guys were happy and I would just call them, "Hey, I'm going to I got a truck in the area. I could put you on. The weather's ideal." And they say, "Yeah, that's cool." And then we would do these services.
And do do you do that for the rest of the summer or just another time?
It's pretty much up until August, September. So this month half of them had their services, the other half.
Yeah. So if someone just signs for general pest control, you give them a free mosquito and then that following month you're saying, "Hey, you're really happy with that." Which like you continue in the program, they're saying...
So, we're not doing that for general pest, just for VIP. We did free treatments, one free treatment.
Gotcha. So, but then you did follow up like a month later and say, "Hey, I like I like that. And then all of your...
That's right. By then they start coming back by then. So, what you could do with your insect control is you could either have your technicians or yourself knock on, you know, when you're there servicing their insects for the last time or for the for the year. Maybe you could just, you know, say you could upgrade them to like your next package, which is only additional like $45, 40 bucks to get them on the year- round program. And maybe you won't get pushed back, but I have a feeling you will. But just keep that in mind. Like you can always offer them rodent services. Because obviously this time of year like it gets cold, all the rodents, like you said, the insects, the rodents are doing the same thing. They're pushing to get inside this time of year. If they don't want to be outside, they want to be inside where it's warm and cold. Like warm and cool warm and they have food and drink. So, just keep that in mind. Let's see what else I got here. Yep. Exactly. So you've got you got like nine restaurants you service. You might have more than that, but this is what I have written down.
Nine of one brand.
It sounds like you're active.
One chain.
Nine of one brand. Cool. I like that. Yeah, that's what I had written down. And then you said you're still actively going after them.
Yeah, there's 29 of them in Ontario, right? They're all just word of mouth.
Cool. But you're still act but you're still actively going for commercial accounts other than that, right? You said you were doing it.
Right now we haven't been we haven't been outreaching, but I'm just setting up some systems to set up some outreach. That way we can get some other channels in there in the mix other than referrals.
Gotcha. Do you ever just stop by any restaurants or stop by any commercial properties and talk to them?
I have it, they just kind of brush you off, you know, the gatekeepers and all that, I need to get more consistent with it so I can refine my scripts, but I haven't had the time to contribute.
Of course,...
I'm actually I'm actually building a whole commercial sales training in PCM right now.
It's amazing. That's amazing. That's what we need.
Yeah. So, look forward to that dropping here in the next few weeks. So, you'll have that. It'd be really cool for a lot of you that are going out there doing commercial basically commercial door to door.
And it's just setting appointments, you know, call like I'll have different strategies how you can do it from the phone, how you can do it in person, what to say when you get there, how to get past that gatekeeper, right? Because you need to get to the person who can make the decisions. The decision makers in the back and they but they're used to just taking orders. So, if you just tell them what to do, typically they'll go do it. Say, "Hey, go grab this person for me real quick." It works really, really well. And then there's just like a lot of like there's like a lot of trade shows too that a lot of these people go to that you could find a booth at, find yourself at, and figure out where they're all...
And you can go talk to a bunch of them all at the same time.
So, just give you just giving you some ideas what you could do. Running, you know, LinkedIn's another good spot you can hit up on commercial accounts and posting a lot on LinkedIn from your from your social side of things because the people that you're looking after like they're typically on LinkedIn, right?
So, it's a good spot. A lot of business guys on LinkedIn. If you had to pick one, commercial or residential, where would you rather put your energy in for the next 90 days?
Commercial 100%. Yeah, it's monthly recurring revenue. It is. Yep, it is. And in technically pest control could be monthly recurring revenue, too. Or I know you have some bimonthly in there and some quarterly stuff. And you can build it monthly, although I don't really necessarily love that. For our markets, it probably works really well in southern markets, but when people get build in the winter, they don't love it.
Yeah. I know. I get some push back on that, too, because some people say it works great. So if it's going to take a lot more effort of your of your by yourself to go, get more commercial property. It's just slow, right?
So, if we're trying to get from 25k or 30k to 50k by December,...
It's it can happen through commercial. It really can, It's just it's just what I think is just slower, right? Yeah.
But majority of it is going to be like it takes a long time to nurture those leads.
And so the volume is much higher too. So many comparison to...
And typically businesses aren't searching on Google for pest control companies. They usually know someone right or referrals in their networks.
So I think the fastest way to scale this thing to from 25 to 30k to 50k it will just be residential for the next three months and building up those...
Absolutely. And then in the winter time when when it's when residential slows down, you have more time and the calls slow down, that's when you can go out there and you know, and really push on some business referrals.
Sounds good.
And like and so like those people usually have really good connections that you're working with, whether it's other owners, it's BNI network, just things like that where a lot of business owners congregate that they meet up at. And trying to find yourself in those places too work really well. We've been doing one one free month for commercial and it just worked really well for these chain restaurants.
And then you said that you said that in the city, this is what I have for notes. In the city, it seems like people aren't as receptive to pest control than in the outskirts. Is that like one time things?
Yeah, for the city people, they don't see bugs as often. In the outskirts they it's part of their life. So they're...
They understand the value a lot more that they you need something reoccurring or Yeah.
Have you ever tested that theory online and say like we get more volume from this areas?
No not yet for for ads you're talking or for organic content.
Yeah. Just like both. Like I just I'm curious of like if it's just a theory in your head that you made up or if it's real cuz like I think I think there's just bugs everywhere in general. Yes. In out in the commercial like along the woods, along water, you're going to have more of course than you are in the city. I was just...
Curious. The thing is, a lot of these companies I check out these companies that do door to door in our area. There's a couple of pretty big ones. They don't even hit up the cities. They just go out in the outskirts or areas by the water.
That's why.
Yeah, they because they know that that's where the bugs are most present.
Of course, no, go ahead. Very a lot of un ideal clients in the city. So...
Also in the city, we have a lot of yeah, and where I think you can separate yourself from the door to door company is scaling up the inside sales.
And doing commercial and not being a door to door company.
In fact,...
I'd much longer term it'll probably absolutely absolutely and I'm on the same page.
So out of everything that we covered today, what do you think you'll actually do first this week?
I want to fix up my sales process. Get start taking cards on file. I just didn't know how to because I've never done it. So that would be some sort of testing we'll have to do. I also want to see because it has to be me in the beginning. I don't want to know how I feel about getting my virtual assistant to take cards on file on the...
Or...
Yeah, it's just I'll do that personally myself and then once we have I get really good at we have a system that works and I'll start training people. I do have an inside salesperson. Which is something I wanted to ask you afterwards.
Question about.
Yeah. Yeah. Absolutely. Again, so like you just said, we'll get you on phones as fast as possible. We want to recoup that, you know, 50 grand a week as fast as we possibly can.
Again, to get you to 50 grand a month, it's not going to take very long with you answering phones if we can get 10 leads a day.
Yeah. So, right now, the leads are not 10 a day. It's the maximum we get. Yeah.
Right. But you want to get to 10 a day for sure.
Yeah. But if we But if we started scaling up the LSA side of things and started to scale up the Facebook side and you were closing at 80% and you were collecting that money ASAP, I don't know your customer acquisition cost, but let's just say we got your customer acquisition cost at $100 and you're charging $200 for an initial. Like you're recouping your customer acquisition cost and you're recouping your second customer acquisition cost. So you paying for the first customer and you're paying for your next customer because you're now you're getting money back ASAP. You're not waiting, you know, 20, 30, 45 days.
Let's just say I don't know your C...
Become a becomes a machine, right?
Exactly. And that's how you pay for the next customer.
So, I would like to get you back on ASAP. Start closing some deals. We start ramping up LSA, adjusting that budget from, you know, 10,000 to 15,000 and see when it's out there. U maybe running some rodent campaigns. What were the campaigns that you started yesterday on...
It's one for for mostly it's for mice. Uh$245 a day, I'd say. $245 per day works out to be 900 bucks a year. That's what I'm selling the mice plan at.
Cool. I like that. You're going to test that for the next couple days. See how many leads you get, see your lead cost is and just see how it's going.
I got about five or six creatives live and 40 50 bucks a day. We're going to test it. We did get a couple of leads we're going to see how how much we can scale that.
But so, we kind of talked about the restructure of the programs. Drop those two programs. Go down to three yeah. We'll name those. That'll be really good.
Programs. Yes.
The CSR thing. I think if it's me, I'm going to have her answer the calls still, but then get a phone app so you guys can transfer back and forth so you get all the sales calls. And then said launch it to your pricing with a new pitch. Right. We'll we'll work on the pitch outside of here. We'll talk about some scripting how you can make it super easy. So they're just taking orders kind of like Chick-fil-A. Like it's the same script, it's the same...
I would love that. And they're just taking orders. Yep. For sure. And then just reallocating your time moment your second truck comes in, which is tomorrow, which is awesome.
Super cool. You have to let me know how that goes once you get that truck. Do you have everything else set to go for it?
I love this truck. Yeah.
Yeah. What's that?
Is it what' you say? A Maverick?
No, this one's a F-150.
F150. Awesome.
Fully loaded. Yeah. The other ones are Maverick. The other two. We'll have three of them.
Cool. And then obviously testing and scaling Facebook. Spend carefully. Like I said, just watch it very carefully. Check it every single day. Make sure you're following up with those leads immediately. You got five minutes, you know, call double call, right?
And then just making it deliberate to call on like spend more time in the sales seat going after like those more commercial and residential accounts. And I think not that I think I know that if you just do those few things by December, you can get up to 50K a month.
Yeah. But it's going to take a lot of your time and effort and you just going to have to get out of the seat of the truck which is you're you're already at a good spot. You're get a new truck, get a new other technician and you could build out two more routes with the same trucks you have like we talked about earlier and really scale this thing up.
Yeah, absolutely. I feel that we've built a strong reputation to capitalize on as well.
I agree. Cool. Well, awesome, man. I yeah. Do you got any questions for me that you want to...
Awesome, man. I appreciate it. Just one question? How do you how do you hire your sales reps?
How do we hire them?
Typically...
Something in particular you're looking...
Usually it's like it's the I'm looking for like their their personality type first. I can train off, you know, I can train the skill, but I want to just see if they're confident in general. Like what works good for us might not work good for everybody, but and it could be fit male or female. It doesn't matter. But when they look you in the eye, shake your hand, introduce themselves, when you walk up to them, their faces in the ground, maybe they played sports, maybe they're good athletes. It's worked really good for us in the past. Not all of our sales reps were athletes. I'm not saying that. They're just competitive in nature. Even our even our fe even our fe female CSRs that absolutely or female sales girls that they crush. They're just hardworking. They're easy to talk to. They're outgoing. They're fun. They're competitive. And that's just what works really well for us. And they're trainable. You know what I mean? So I just have just for clarity sake. So just for clarity sake do you think I should restructure the programs and develop them in a way which is easy to communicate and then we start with the sales pitch process and training them?
You think that's a good place to start from the programs?
I do cuz right like right now when I went to your website I was confused. I didn't even know which one to pick. There was just too much going on.
You had like eight different options. There is one time mosquito one time.
Do you say I should get rid of the one times at all? Like completely?
No, I was just saying no, I was just I wouldn't I wouldn't put one times on there myself. I just wouldn't do it.
So, not put one times on the website at...
I wouldn't put it on there. You don't want to sell one times.
And what's your opinion on keeping pricing on the website?
Love it. Great. Keep leave it there because the day of AI is here.
It's not coming. We got a lot of recommendations because of that.
Thousand% and that's just where those headed. So, great job on that.
Appreciate it. So, I should be in touch with you outside of this to help me develop the programs and then we start shooting.
Yeah, shoot me a message in school and we'll set up another call. You and I can just do a quick sales training, 20-minut sales training, go over some scripting, things like that.
Okay, sounds good.
Cool. I appreciate you. All right,...
I appreciate you.
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