On this episode of Pest Control Legends, Dan Leibrandt interviews Carmen Reino, founder and president of Anchor Pest Control out of East Brunswick, New Jersey. Carmen left a career in IT on Wall Street, bought a small pest control company for $120,000 with zero industry experience, and has since built it into an eight-figure operation servicing the entire tri-state area.

Carmen breaks down exactly how he grew, from landing housing authority bids and deploying one of the first bed bug detection dogs, to building a review culture that's generated over 13,000 Google reviews across four locations. He shares why he stayed mostly commercial for nearly two decades before shifting toward residential, how he grew 25% last year with almost no marketing spend, and the hard lessons he learned from two failed acquisitions.

This conversation also gets into the specific tools and strategies Carmen uses to stay ahead, from AI sales coaching with Siro, to branded water bottles at local little leagues, to incentive structures that pay technicians an extra $1,000 to $2,000 a month. Whether you're stuck at $2 million or pushing toward eight figures, Carmen's approach to branding, hiring competitive people, and borrowing from other home service industries is full of ideas you can act on today.

Carmen Reino, Owner of Anchor Pest Control:

LinkedIn: https://www.linkedin.com/in/carmen-reino-29019733

Facebook: https://www.facebook.com/carmen.reino.3511/

Instagram: https://www.instagram.com/carmenreino79/

Dan Leibrandt, Host of Pest Control Legends:

Facebook: https://facebook.com/DanLeibrandtOfficial

LinkedIn: https://linkedin.com/in/danleibrandt/

Twitter: https://twitter.com/DanLeibrandt

Website: https://danleibrandt.com

Pest Control Legends Platforms:

YouTube: https://www.youtube.com/@PestControlLegends

Spotify: https://open.spotify.com/show/46XRaco5nPWcqHWIoQ2eZ5

Apple Podcasts: https://podcasts.apple.com/us/podcast/pest-control-legends/id1768175212

Amazon Music: https://music.amazon.com/podcasts/b060991d-e5d5-4683-b83f-8db469714ba7/pest-control-legends

Podcast Chapters:

00:00 Carmen's Journey into Pest Control

02:51 Growth Strategies and Early Challenges

05:51 Transitioning to Residential Pest Control

09:07 Understanding Profitability in Commercial vs. Residential

12:07 Key Breakthroughs in Business Growth

15:32 Implementing EOS and Organizational Changes

18:29 The Power of Reviews and Branding

21:45 Future Growth and Marketing Strategies

25:54 Starting Right: The Importance of Branding

26:50 Buying vs. Starting: Navigating Business Ownership

27:45 Lessons from Failed Acquisitions

29:55 Key Performance Indicators: Tracking Success

34:28 Breaking Through Growth Barriers

37:01 The Role of Positivity in Business

41:44 Adapting to Change: The Future of Pest Control

#pestcontrolmarketing #pestcontrolbusiness #pestcontroladvertising #pestcontrolleads #pestcontrolads #pestcontrollegends #danleibrandt #pestcontrolowner #pestcontrolpodcast

On this episode of Pest Control Legends, Dan Leibrandt interviews Paul Alley, president of Pestmaster Services of the Hudson Valley and a 39-year veteran of the pest control industry. Paul is an associate certified entomologist, a bedbug detection canine handler, and the leader of the #1 franchise in the entire Pestmaster system with a team of 42 professionals.Paul and his wife Amy started from scratch in 2001, doing just $35,000 in revenue their first year in a market where they knew nobody. Today they service everything from residential accounts to government contracts at West Point Military Academy and the New York Governor's Mansion — and Paul maintains a customer churn rate under 1%, with clients staying an average of 7 to 10 years.In this conversation, Paul breaks down how he built that kind of loyalty through old-fashioned customer service, his no-nonsense hiring process (including why he walks every candidate to their car), how he and Amy divide responsibilities to run the business together, and how he now manages the entire operation remotely from a fishing dock in Vero Beach, Florida. This one is packed with real lessons on leadership, trust, and building a company that runs without you in the truck.Paul Alley, Owner of Pestmaster Services of the Hudson Valley:LinkedIn: https://www.linkedin.com/in/paul-alley-ace-975144aFacebook: https://www.facebook.com/paulalleysrDan Leibrandt, Host of Pest Control Legends:Facebook: https://facebook.com/DanLeibrandtOfficial LinkedIn: https://linkedin.com/in/danleibrandt/ Twitter: https://twitter.com/DanLeibrandt Website: https://danleibrandt.comPest Control Legends Platforms:YouTube: https://www.youtube.com/@PestControlLegends Spotify: https://open.spotify.com/show/46XRaco5nPWcqHWIoQ2eZ5Apple Podcasts: https://podcasts.apple.com/us/podcast/pest-control-legends/id1768175212Amazon Music: https://music.amazon.com/podcasts/b060991d-e5d5-4683-b83f-8db469714ba7/pest-control-legends Podcast Chapters:00:00 Introduction to Paul Alley02:34 Building the Pestmaster Franchise04:14 Navigating Government Contracts11:30 The Role of Family in Business12:21 Importance of CRM and Software15:42 Opening New Markets in Pest Control18:37 Generating Leads and Sales20:28 Customer Retention Strategies22:54 Hiring and Trust in the Workplace33:38 Balancing Business and Personal Life49:43 Final Thoughts and Advice#pestcontrolmarketing #pestcontrolbusiness #pestcontroladvertising #pestcontrolleads #pestcontrolads #pestcontrollegends #danleibrandt #pestcontrolowner #pestcontrolpodcast

In this episode of Pest Control Legends, Dan Leibrandt interviews Chad Louk, the founder of Prodigy Pest Solutions and Prodigy Marketing Pros. Chad shares his journey from getting recruited into door-to-door sales right out of high school to building a multi-branch, eight-figure pest control operation across Florida — starting with just $7,000 and a beat-up Ford Ranger. He opens up about his rough first summer selling only 78 accounts, the years he spent stuck in the truck as a one-man show, and what it finally took to step out of the field and into a true leadership role.

Chad breaks down the nuts and bolts of how he uses door-to-door sales to break into new markets, including his strategy of growing a branch to $2 million before scaling back and layering in other marketing channels. He also shares his approach to training reps as technicians first, why he believes in hiring ahead even when it hurts short-term profits, and how his technicians are now driving revenue through cross-selling services like rodent exclusion and termite treatments.

Whether you're a solo operator trying to get out of the truck or an established company looking for new ways to grow, this episode is packed with real-world lessons on scaling, team building, and knowing when to take risks. Chad also discusses the realities of acquisitions at different company sizes, the KPIs he tracks daily, and why being friendly with your competition might be one of the smartest moves you can make.

Chad Louk, Founder of Prodigy Pest Solutions:

LinkedIn: linkedin.com/in/chad-louk-5844b6117

Instagram: https://www.instagram.com/chadlouk/

Facebook: https://www.facebook.com/chad.louk/

Dan Leibrandt, Host of Pest Control Legends:

Facebook: https://facebook.com/DanLeibrandtOfficial

LinkedIn: https://linkedin.com/in/danleibrandt/

Twitter: https://twitter.com/DanLeibrandt

Website: https://danleibrandt.com

Pest Control Legends Platforms:

YouTube: https://www.youtube.com/@PestControlLegends

Spotify: https://open.spotify.com/show/46XRaco5nPWcqHWIoQ2eZ5

Apple Podcasts: https://podcasts.apple.com/us/podcast/pest-control-legends/id1768175212

Amazon Music: https://music.amazon.com/podcasts/b060991d-e5d5-4683-b83f-8db469714ba7/pest-control-legends

Podcast Chapters:

00:00 Introduction to Chad Louk

03:07 The Transition from Technician to Business Owner

08:55 Secrets to Successful Door-to-Door Sales

13:44 Consulting vs. Implementation in Pest Control

21:35 Scaling from One to Ten Million

25:05 Pros and Cons of Wildlife Services

27:05 Team Building and Hiring Lessons

30:11 Branch Expansion Strategies

33:40 Market Differences in Door-to-Door Sales

36:10 Key Performance Indicators in Pest Control

39:55 Online Advertising Strategies

40:41 Advice for Pest Control Owners

##pestcontrolbusiness #pestcontrolmarketing #pestcontroladvertising #pestcontrolleads #pestcontrolads #pestcontrollegends #danleibrandt #pestcontrolowner #pestcontrolpodcast

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In this episode of Pest Control Legends, Dan Leibrandt interviews Jared LaJaunie, founder and CEO of LaJaunie's Pest Control, one of the most impressive regional pest control companies on the Gulf Coast doing over $12 million in annual revenue. Jared shares his remarkable journey from starting as a $10/hour termite technician at Orkin at age 19 to building a multi-location operation with dozens of trucks and a large team. He breaks down why it took him 9 years to reach $1 million in revenue, and how he then grew to over $12 million in just the next 7 years after joining a mastermind and completely transforming his mindset and systems.

Jared reveals the exact turning point that changed everything: joining a mastermind with Donnie Shelton and other successful operators who were doing far more revenue than him. He explains the systems he implemented that he wasn't doing before, including building an inside sales team, switching from monthly to quarterly auto-pay services, tracking KPIs and making data-driven decisions, and creating SOPs for every service. Jared also shares why most pest control owners face the same recurring problems (hint: it's almost always mindset), how to properly look at your numbers to make better decisions, why raising prices is essential for growth, and the truth about staying busy year-round even in cold climates.

Whether you're stuck at under $1 million and can't seem to break through, struggling to get out of the field and stop being a technician, or looking to scale past $5 million with better systems and leadership, this episode delivers hard-earned lessons from someone who's been in the trenches and built an 8-figure company. Connect with Jared on Facebook and check out his mastermind Eagles Nest at eaglesnest.com to learn more about his growth strategies and mindset coaching.

Jared LaJaunie, CEO of LaJaunie's Pest Control:

Facebook: https://www.facebook.com/jared.lajaunie/

LinkedIn: https://www.linkedin.com/in/jared-lajaunie-3491306b/

Dan Leibrandt, Host of Pest Control Legends:

Facebook: https://facebook.com/DanLeibrandtOfficial

LinkedIn: https://linkedin.com/in/danleibrandt/

Twitter: https://twitter.com/DanLeibrandt

Website: https://danleibrandt.com

Pest Control Legends Platforms:

YouTube: https://www.youtube.com/@PestControlLegends

Spotify: https://open.spotify.com/show/46XRaco5nPWcqHWIoQ2eZ5

Apple Podcasts: https://podcasts.apple.com/us/podcast/pest-control-legends/id1768175212

Amazon Music: https://music.amazon.com/podcasts/b060991d-e5d5-4683-b83f-8db469714ba7/pest-control-legends

Podcast Chapters:

00:00 Introduction to Jared LaJaunie

04:35 Early Days of Building LeJaunie's Pest Control

08:58 The Impact of Mastermind Groups on Growth

11:29 Shifting Mindsets: From Technician to Business Owner

19:10 The Eagle's Nest Mastermind: Giving Back to Entrepreneurs

24:18 Mindset Matters: Believing in Success

29:20 Understanding Your Numbers: The Key to Growth

35:30 Lead Generation: Strategies for Success

39:27 Winter Strategies: Keeping Business Alive Year-Round

45:11 Words of Wisdom: Advice for Pest Control Owners

#pestcontrolmarketing #pestcontrolbusiness #pestcontroladvertising #pestcontrolleads #pestcontrolads #pestcontrollegends #danleibrandt #pestcontrolowner #pestcontrolpodcast

In this episode of Pest Control Legends, Dan Leibrandt interviews Chase Goodeill, president of Goodall Holdings and CEO of Pest Control Consultants, the largest privately-held pest control company in Illinois doing over $11 million in annual revenue. Chase breaks down how he transformed his family's small pest control business into a multi-state operation through strategic acquisitions, inside sales mastery, and a relentless focus on recurring revenue. He shares his journey from working as a technician with his dad to taking full ownership in 2021 and doubling revenue year-over-year multiple times.

Chase reveals his complete playbook for sustainable growth, including how his inside sales team closed $3 million in recurring revenue in one year, why recurring contracts are the "holy grail" of the pest control industry, and the exact systems he uses to convert leads into quarterly customers. He walks through his 10 acquisitions since 2019, sharing hard-earned lessons from deals gone wrong, how to protect yourself with holdback clauses, and why maintaining acquired companies' digital assets can generate massive free leads. Chase also explains his approach to door-to-door sales, how to finance million-dollar acquisitions without PE backing, and why leveraging real estate equity has been key to his growth strategy.

Whether you're a solo operator looking to scale past $3 million, considering your first acquisition, or trying to build a high-performing inside sales team, this episode delivers actionable strategies from someone who's grown a pest control company to 8 figures while staying privately held. Connect with Chase on LinkedIn and Facebook to learn more about his acquisition strategies and growth systems.

Chase Goodeill, Founder of Pest Control Consultants:

LinkedIn: https://www.linkedin.com/in/chase-goodeill-89ba40b2/

Facebook: https://www.facebook.com/chase.goodeill/

Dan Leibrandt, Host of Pest Control Legends:

Facebook: https://facebook.com/DanLeibrandtOfficial

LinkedIn: https://linkedin.com/in/danleibrandt/

Twitter: https://twitter.com/DanLeibrandt

Website: https://danleibrandt.com

Pest Control Legends Platforms:

YouTube: https://www.youtube.com/@PestControlLegends

Spotify: https://open.spotify.com/show/46XRaco5nPWcqHWIoQ2eZ5

Apple Podcasts: https://podcasts.apple.com/us/podcast/pest-control-legends/id1768175212

Amazon Music: https://music.amazon.com/podcasts/b060991d-e5d5-4683-b83f-8db469714ba7/pest-control-legends

Podcast Chapters:

00:00 Introduction to Chase Goodeill

01:56 Chase's Journey into Pest Control

05:11 Building an Inside Sales Team

07:14 Closing Leads and Subscription Services

09:31 The Importance of Recurring Revenue

10:54 Transitioning Leadership and Company Growth

19:20 Strategies for Rapid Growth and Acquisitions

22:49 Lessons Learned from Acquisitions

28:13 Strategic Acquisitions in Pest Control

30:08 Understanding Company Size and Value

31:46 Leveraging Real Estate for Business Growth

33:57 Lessons from Major Acquisitions

35:33 Forecasting Revenue and Growth Strategies

37:55 Launching New Branches: The Essentials

39:44 The Value of Door-to-Door Sales

44:28 Recommended Reads for Pest Control Owners

46:57 Extreme Ownership and Goal Alignment

#pestcontrolmarketing #pestcontrolbusiness #pestcontroladvertising #pestcontrolleads #pestcontrolads #pestcontrollegends #danleibrandt #pestcontrolowner #pestcontrolpodcast

In this episode of Pest Control Legends, Dan Leibrandt interviews Breton Bess, a Golden Door Award winner, US veteran, and owner of four successful pest control branches who has built and sold multiple high-performing companies. Breton breaks down how he grew a pest control branch from zero to $5.5 million in just three years using door-to-door sales and strategic team building. He shares the military discipline and attention to detail that shaped his leadership style, plus his proven system for recruiting, training, and managing sales teams that can scale to 45+ reps.

Breton reveals his complete playbook for door-to-door success, including how to find and recruit top performers (hint: target college athletes), avoid the biggest mistakes sales reps make at the door, and close switchover customers who are already working with competitors. He explains why less is more when selling pest control, how to replicate yourself by delegating low-leverage tasks, and the exact training materials he uses to turn rookies into top producers. Breton also shares insights on maintaining high customer retention, cross-selling additional services like mosquito and termite treatments, and building a team culture that drives results.

Whether you're a solo operator looking to hire your first sales rep, a technician wanting to scale beyond doing the work yourself, or an established owner ready to build a recruiting machine, this episode delivers actionable strategies from someone who's done it multiple times. Connect with Breton on Instagram @breton_bess to learn more about his door-to-door systems and pest control expertise.

Breton Bess, Owner of Insight Pest Solutions:

Instagram: https://www.instagram.com/breton_bess_/?hl=en

LinkedIn: https://www.linkedin.com/in/breton-bess-a1b3a7128/

Dan Leibrandt, Host of Pest Control Legends:

Facebook: https://facebook.com/DanLeibrandtOfficial

LinkedIn: https://linkedin.com/in/danleibrandt/

Twitter: https://twitter.com/DanLeibrandt

Website: https://danleibrandt.com

Pest Control Legends Platforms:

YouTube: https://www.youtube.com/@PestControlLegends

Spotify: https://open.spotify.com/show/46XRaco5nPWcqHWIoQ2eZ5

Apple Podcasts: https://podcasts.apple.com/us/podcast/pest-control-legends/id1768175212

Amazon Music: https://music.amazon.com/podcasts/b060991d-e5d5-4683-b83f-8db469714ba7/pest-control-legends

Podcast Chapters:

00:00 Introduction to Breton Bess

02:41 Lessons from Military Discipline

04:52 Transitioning to Pest Control

09:14 The Golden Door Award and Sales Mastery

11:19 The Importance of Leadership and Self-Education

12:27 Replicating Yourself in Business

16:07 High Leverage Tasks for Growth

18:28 Scaling to $5.5 Million in Three Years

20:37 Recruiting Top Talent in Door-to-Door Sales

23:28 The Importance of Authenticity in Coaching

26:16 Traits of Successful Salespeople

27:22 Effective Training Strategies for Sales Teams

29:51 Common Mistakes in Door-to-Door Sales

33:04 Understanding Customer Needs and Expectations

40:06 The Role of Customer Care in Business Growth

#pestcontrolmarketing #doortodoor #doortodoorsales #pestcontrolbusiness #pestcontroladvertising #pestcontrolleads #pestcontrollegends #danleibrandt #pestcontrolowner #pestcontrolpodcast

In this episode of Pest Control Legends, Dan Leibrandt interviews Dave Bradford, the CEO of Certus Pest, a $100 million pest control company operating across the US and Canada. With a background in finance and M&A, Dave has been involved in over 100 acquisitions throughout his career, including serving as CFO at Environmental Pest Service before joining Certus. Dave breaks down exactly what makes a pest control company valuable, the biggest red flags buyers look for, and the most common financial mistakes owners make when trying to scale or prepare for an exit.

They dive deep into the fundamentals that drive valuations, from customer retention rates and recurring revenue percentages to the importance of cultural fit in acquisitions. Dave shares specific metrics buyers care about, like ideal cancellation rates for pest control (1.5%) versus termite services (under 1%), and explains why high employee turnover is one of the biggest red flags in due diligence. He also reveals where pest control companies waste money, particularly in marketing and credit card processing fees, and how owners can improve cash flow regardless of their company size.

Dave's core message to pest control owners is simple: keep the end in mind. Whether you're planning to pass the business to your children or sell to a buyer like Certus, understanding what creates value from day one will help you make better decisions about hiring, systems, and growth strategies. This episode is packed with actionable insights for any pest control owner looking to build a more valuable, sellable business.

Dave Bradford, CEO of Certus:

LinkedIn: https://www.linkedin.com/in/davidbradford1/

Certus: https://www.certuspest.com/

Dan Leibrandt, Host of Pest Control Legends:

Facebook: https://facebook.com/DanLeibrandtOfficial

LinkedIn: https://linkedin.com/in/danleibrandt/

Twitter: https://twitter.com/DanLeibrandt

Website: https://danleibrandt.com

Pest Control Legends Platforms:

YouTube: https://www.youtube.com/@PestControlLegends

Spotify: https://open.spotify.com/show/46XRaco5nPWcqHWIoQ2eZ5

Apple Podcasts: https://podcasts.apple.com/us/podcast/pest-control-legends/id1768175212

Amazon Music: https://music.amazon.com/podcasts/b060991d-e5d5-4683-b83f-8db469714ba7/pest-control-legends

#pestcontrolbusiness #pestcontrolmarketing #pestcontroladvertising #pestcontrolleads #pestcontrolads #pestcontrollegends #dannyleibrandt #pestcontrolowner #pestcontrolpodcast

In this episode of Pest Control Legends, Dan Leibrandt interviews Chaz Estrada, regional sales and marketing manager at Nisus Corporation and the unofficial “bug guy” of the industry. Chaz has one of the most interesting combos you’ll find in pest control: he’s a technical sales and marketing leader and a macro insect photographer who spends his free time capturing insanely detailed shots of the very pests everyone else is trying to eliminate. From freezing bugs in cups as a kid to building serious industry credibility at companies like Terminix, True Heat Solutions, Viseris, and now Nisus, Chaz walks through how he turned a childhood obsession into a career, a brand, and a reputation.

Chaz opens up about being an introvert in a people-heavy business, why he never felt “born” for sales, and how sheer hunger, responsibility to his family, and outworking everyone around him changed his life. He breaks down what he learned doing termite inspections, heat treatments, and insulation work, why most techs are leaving piles of money on the table by not educating and upselling their existing customers, and how he used association meetings, note-taking, and content creation to become known in the industry. Chaz shares his philosophy on using AI as a force multiplier (not a replacement for your personality), his approach to networking at events like PestWorld and Academy, and why he believes the biggest problem in pest control right now isn’t tools or training—it’s lack of hunger.

Toward the end, Chaz leaves a clear message for techs, owners, and manufacturers alike: get hungry, stop coasting, lean into education, and chase the part of the industry you’re actually passionate about—whether that’s wildlife, heat, insulation, or something else entirely. If you’re in pest control and feel like you’re capable of more but haven’t quite broken through yet, this conversation is a blueprint for how to do it without being the stereotypical “hard closer,” and instead by becoming the most prepared, most genuine, and most reliable person in the room.

Chaz Estrada, Regional Sales and Marketing Manager of Nisus Corporation:

LinkedIn: https://www.linkedin.com/in/chazestrada/

Facebook: https://www.facebook.com/chaz.estrada

Instagram: https://www.instagram.com/chaz_estrada/

Nisus Corporation: https://nisuscorp.com/

Dan Leibrandt, Co-Founder of Pest Control Millionaires:

Facebook: https://facebook.com/DanLeibrandtOfficial

LinkedIn: https://linkedin.com/in/danleibrandt/

Twitter: https://twitter.com/DanLeibrandt

Website: https://danleibrandt.com

Pest Control Legends Platforms:

YouTube: https://www.youtube.com/@PestControlLegends

Spotify: https://open.spotify.com/show/46XRaco5nPWcqHWIoQ2eZ5

Apple Podcasts: https://podcasts.apple.com/us/podcast/pest-control-legends/id1768175212

Amazon Music: https://music.amazon.com/podcasts/b060991d-e5d5-4683-b83f-8db469714ba7/pest-control-legends

Audible: https://www.audible.com/podcast/Pest-Control-Legends/B0DGWL3119?source_code=ASSGB149080119000H&share_location=pdp

Podcast Chapters:

00:00 Introduction to Chaz Estrada

02:49 Chas's Journey into Pest Control

11:15 Overcoming Introversion in Business

19:44 The Turning Point: Family and Career Motivation

26:35 Lessons from Industry Meetings and Networking

28:20 Understanding the Pest Control Industry

30:20 Motivation and Professional Growth

32:48 The Importance of Continuous Learning

34:43 Sales Techniques and Customer Relationships

39:32 The Art of Selling in Pest Control

46:32 Networking and Building Relationships

55:29 Building Genuine Relationships in Business

58:18 Maximizing Networking Opportunities at Pestworld

01:07:12 The Role of AI in the Pest Control Industry

01:13:06 Pursuing Passion and Growth in Pest Control

#pestcontrol #pestcontrolmarketing #pestcontroladvertising #pestcontrolleads #pestcontrolbusiness #pestcontrollegends #danleibrandt #pestcontrolowner #pestcontrolpodcast #chazestrada #nisus