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Are you a pest control owner looking to grow? Join Our Facebook Group with 3,000+ Members: https://www.facebook.com/groups/pestcontrolmillionaires In this episode of the Zip Code Kings Podcast, Dan Leibrandt interviews Jonas Olson, CEO of Pest Badger, a $10 million+ pest control company, in a comprehensive 4-part masterclass covering the complete acquisition lifecycle from finding deals through exit planning. Jonas reveals his proven strategies for identifying off-market acquisition targets through LinkedIn outreach, direct mail campaigns, and building relationships with retiring owners, emphasizing that EBITDA-based valuations trump revenue multiples and companies under $250K rarely justify acquisition costs. He walks through the step-by-step process including assembling specialized M&A attorneys and accountants, executing NDAs and letters of intent, and conducting rigorous due diligence with comprehensive checklists covering CRM logins, financial statements, customer retention analysis, and identifying critical red flags like key man dependency, client concentration risk, and excessive accounts receivable that destroy deal value. The masterclass covers post-acquisition integration challenges including Jonas's 100+ item checklist for bank transfers, insurance changes, vehicle registrations, CRM migrations, and the harsh reality that less than half of acquired technicians typically stay because they resist commission-based pay structures and feel betrayed by surprise ownership changes. Jonas shares battle-tested strategies for immediate rebranding decisions based on local brand equity, showing up to first team meetings with existing technicians to sell the vision, conducting ride-alongs to demonstrate superior service methods, and his controversial pricing strategy of immediately raising rates even if it means losing half the customers because doubling ticket prices while cutting the client base in half maintains revenue with far less operational complexity and significantly higher profit margins. The series concludes with exit planning fundamentals revealing realistic EBITDA-based valuation multiples ranging from 1x for $0-1M profit companies up to 6x+ for $10M+ businesses, with strategic buyers and private equity firms sometimes paying 12-16x for platform companies they can roll up with additional acquisitions. Jonas explains the point system where customer churn above 20%, declining revenue growth, and various risk factors reduce multiples, making it critical to consult with sell-side M&A experts, wealth management advisors, and specialized transaction attorneys years before listing. He reveals creative deal structures including seller financing, equity rollovers keeping key personnel engaged post-sale, and warns against common mistakes like posting companies in Facebook groups, taking excessive owner distributions instead of reinvesting for growth, and failing to build transferable value that determines whether owners exit with $1 million or $5 million for identical businesses. Jonas Olson, Co-Founder of Pest Control Millionaires: Instagram: https://www.instagram.com/jonasaolson/ Facebook: https://www.facebook.com/jonas.olson.18 LinkedIn: https://www.linkedin.com/in/jonas-olson-00b34b8b/ YouTube: https://www.youtube.com/@pestcontrolmillionaire 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 #pestcontrol #pestcontrolmarketing #pestcontrolbusiness #pestcontrolowner #pestcontroladvertising #pestcontrolleads #pestcontrolads #growpestcontrolbusiness #pestcontrolmillionaires #danleibrandt #jonasolson

Are you a pest control owner looking to grow? Join Our Facebook Group with 3,000+ Members: https://www.facebook.com/groups/pestcontrolmillionaires In this episode of the Zip Code Kings Podcast, Dan Leibrandt interviews Jonas Olson, CEO of Pest Badger, a $10 million+ pest control company, covering how to maximize your company's valuation and prepare for a successful exit. Jonas emphasizes starting with the end in mind by reading "Built to Sell" and consulting with sell-side M&A experts who specialize exclusively in selling companies, not buying them, to create a strategic exit plan years before actually listing the business. He breaks down realistic valuation multiples based on EBITDA (not revenue), revealing that companies earning $0-1M in profit get 1x multiples, $1-3M get 2.5-3x, $5-10M get 5x, and $10M+ can command 6x or higher, with strategic buyers and private equity firms sometimes paying 12-16x for platform companies they can roll up with additional acquisitions. The conversation covers the different types of buyers including private equity firms seeking $5-10M platform companies for rollup strategies, strategic buyers willing to overpay for strong local brands they can't compete against, and individual operators looking for fair deals from retiring owners who want to pass the torch to hungry young entrepreneurs. Jonas explains the point system used in valuations where customer churn above 20%, declining revenue growth, low EBITDA margins, key man dependency, and client concentration risk all reduce multiples by half points or more, making it critical to have strong CRM systems, professional management teams, diversified customer bases, and consistent year-over-year profit growth documented in clean financials. Jonas shares crucial mistakes like posting your company for sale in Facebook groups instead of hiring specialized M&A advisors, taking excessive owner distributions instead of reinvesting for growth, and failing to build transferable value beyond the founder's personal relationships. He reveals creative deal structures including seller financing, equity rollovers where owners retain partial ownership, and earnout provisions that pay sellers more if they help grow the company post-acquisition, keeping key man risk mitigated while aligning incentives. The episode emphasizes consulting with mergers and acquisitions experts, wealth management advisors for tax optimization, and specialized business transaction attorneys who handle nothing but company sales, because while their fees seem expensive upfront, they maximize your exit valuation and save money long-term by navigating complex negotiations that determine whether you walk away with $1 million or $5 million for the same business. Jonas Olson, Co-Founder of Pest Control Millionaires: Instagram: https://www.instagram.com/jonasaolson/ Facebook: https://www.facebook.com/jonas.olson.18 LinkedIn: https://www.linkedin.com/in/jonas-olson-00b34b8b/ YouTube: https://www.youtube.com/@pestcontrolmillionaire 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 #pestcontrol #pestcontrolmarketing #pestcontrolbusiness #pestcontrolowner #pestcontroladvertising #pestcontrolleads #pestcontrolads #growpestcontrolbusiness #pestcontrolmillionaires #danleibrandt #jonasolson

Are you a pest control owner looking to grow? Join Our Facebook Group with 3,000+ Members: https://www.facebook.com/groups/pestcontrolmillionairesIn this episode of the Zip Code Kings Podcast, Dan Leibrandt interviews Jonas Olson, CEO of Pest Badger, a $10 million+ pest control company, covering the critical post-acquisition integration phase that makes or breaks most pest control deals. Jonas reveals his 100+ item integration checklist covering bank accounts, name changes, DBAs, insurance transfers, vehicle registrations, CRM migrations, and technician transitions that must be executed flawlessly to avoid losing half your newly acquired customer base. He shares hard-won lessons about rebranding decisions, explaining when to immediately rebrand versus maintaining the acquired company's name based on brand equity in the local market, with most of his acquisitions getting rebranded on day one after learning that slow phase-ins create more confusion and customer churn than ripping off the band-aid completely.The conversation tackles the messy reality of CRM migrations, technician retention, and customer education when integrating pest control companies with different operating systems and service models. Jonas reveals that less than half of acquired technicians typically stay because they resist change, hate commission-based pay structures they won't even try, and feel betrayed when owners sell without warning due to NDA restrictions during negotiations. He explains the critical importance of showing up to the first team meeting post-acquisition, bringing existing technicians to build relationships, selling the vision, and conducting ride-alongs to demonstrate superior service methods and training that wins over skeptical employees who've been doing things the same way for decades.Jonas shares his pricing strategy of immediately raising rates on underpriced accounts even if it means losing half the customers, because doubling ticket prices while cutting the client base in half maintains revenue with far less operational complexity and higher profit margins. He emphasizes evaluating customer profiles during due diligence to identify opportunities for upselling one-time clients to quarterly programs, adding ancillary services, and eliminating friends-and-family discount customers who churn anyway when the original owner exits. The episode reveals why timing acquisitions outside of busy season prevents disasters, how converting customers from whole-house power sprayer treatments to foundation backpack applications requires extensive education, and why forcing immediate operational changes works better than slow transitions that drag out pain and confusion across the entire organization for months.Jonas Olson, Co-Founder of Pest Control Millionaires:Instagram: https://www.instagram.com/jonasaolson/Facebook: https://www.facebook.com/jonas.olson.18LinkedIn: https://www.linkedin.com/in/jonas-olson-00b34b8b/YouTube: https://www.youtube.com/@pestcontrolmillionaireDan 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 #pestcontrol #pestcontrolmarketing #pestcontrolbusiness #pestcontrolowner #pestcontroladvertising #pestcontrolleads #pestcontrolads #growpestcontrolbusiness #pestcontrolmillionaires #danleibrandt #jonasolson

Are you a pest control owner looking to grow? Join Our Facebook Group with 3,000+ Members: https://www.facebook.com/groups/pestcontrolmillionaires In this episode of the Zip Code Kings Podcast, Dan Leibrandt interviews Jonas Olson, CEO of Pest Badger, a $10 million+ pest control company with multiple successful acquisitions under his belt. Jonas breaks down the step-by-step process of actually buying a pest control business once you've found a motivated seller and moved past initial conversations into serious negotiations. He reveals his relationship-building strategy of sitting down personally with sellers to understand their retirement dreams and post-exit goals while painting his vision for the company, creating excitement about the transition rather than treating it as a cold transaction that builds trust essential for deals that can take three months to over a year to close. The conversation covers Jonas's comprehensive due diligence checklist including NDAs, letters of intent, CRM logins to verify customer data, three years of P&L statements and tax returns, business licenses, insurance verification, vehicle registrations, and the critical distinction between recurring versus one-time revenue that determines true valuation. Jonas identifies major red flags like excessive accounts receivable, zero profit margins, key man dependency on essential managers, client concentration risk where a handful of customers drive most revenue, and single marketing channel vulnerability that could collapse growth overnight. He emphasizes the importance of assembling a specialized team including M&A attorneys and accountants with pest control expertise who can objectively negotiate without emotional attachment that causes buyers to overpay. Jonas explains why EBITDA margins form the foundation for acquisition multiples, not revenue numbers that sellers fixate on, and how retention rates above 80% indicate healthy businesses worth premium pricing. He shares crucial deal protection strategies like retention clawbacks in payment structures that return money if customers leave post-acquisition, evaluating hidden costs like replacing aging truck fleets, and assessing whether rebranding makes financial sense based on existing brand equity in the market. The episode reveals why most sellers dramatically overvalue their pest control companies and how the final month of negotiations gets tense when financial experts identify business flaws, with deal timelines ranging from three months for straightforward acquisitions to 18+ months for complex transactions involving private equity buyers conducting extensive operational audits before closing. Jonas Olson, Co-Founder of Pest Control Millionaires: Instagram: https://www.instagram.com/jonasaolson/ Facebook: https://www.facebook.com/jonas.olson.18 LinkedIn: https://www.linkedin.com/in/jonas-olson-00b34b8b/ YouTube: https://www.youtube.com/@pestcontrolmillionaire 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 #pestcontrol #pestcontrolmarketing #pestcontrolbusiness #pestcontrolowner #pestcontroladvertising #pestcontrolleads #pestcontrolads #growpestcontrolbusiness #pestcontrolmillionaires #danleibrandt #jonasolson

Are you a pest control owner looking to grow? Join Our Facebook Group with 3,000+ Members: https://www.facebook.com/groups/pestcontrolmillionaires In this episode of the Zip Code Kings Podcast, Dan Leibrandt interviews Jonas Olson, CEO of Pest Badger, a highly successful pest control company generating over $10 million annually through strategic acquisitions and organic growth. Jonas shares his firsthand experience buying multiple pest control companies, revealing the exact strategies, timelines, and financial considerations that separate profitable acquisitions from expensive mistakes. This episode breaks down when pest control owners should start looking at acquisitions, whether they're bootstrapping their first $500K in revenue or scaling past seven figures and seeking rapid market expansion through route density and brand consolidation. Jonas explains why off-market deals beat broker-listed companies every time, sharing specific tactics like LinkedIn outreach campaigns run by virtual assistants, direct mail to competitor offices, and even walking into pest control businesses unannounced to plant seeds for future acquisitions. He reveals how relationship-building with older industry veterans looking to retire has led to his best deals, including one Minnesota acquisition that came through a storage unit owner connection and another that took six months of relationship-building before terms were finalized. The conversation covers critical due diligence essentials for pest control acquisitions, including examining customer lists in the actual CRM, calculating average customer lifetime value, understanding one-time versus recurring revenue ratios, and avoiding the common trap of overestimating conversion rates on one-time service clients. The episode tackles the harsh reality that 80-90% of small business acquisitions disappoint buyers, with Jonas candidly discussing how emotional investment and competitiveness drive pest control owners to overpay for companies that look good conceptually but fail financially on paper. He emphasizes that acquisitions fundamentally come down to buying customer lists with some trucks and equipment attached, warning against getting seduced by revenue multiples when EBITDA and actual cash flow determine true valuation. Jonas shares why companies under $250K rarely justify acquisition costs unless available at steep discounts, and how strategic buyers can leverage acquisitions either for route density in existing markets or rapid expansion into new territories where building from scratch would take years of door knocking and marketing spend to achieve comparable market presence. Jonas Olson, Co-Founder of Pest Control Millionaires: Instagram: https://www.instagram.com/jonasaolson/ Facebook: https://www.facebook.com/jonas.olson.18 LinkedIn: https://www.linkedin.com/in/jonas-olson-00b34b8b/ YouTube: https://www.youtube.com/@pestcontrolmillionaire 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 #pestcontrol #pestcontrolmarketing #pestcontrolbusiness #pestcontrolowner #pestcontroladvertising #pestcontrolleads #pestcontrolads #growpestcontrolbusiness #pestcontrolmillionaires #danleibrandt #jonasolson

Are you a pest control owner looking to grow? Join Our Facebook Group with 3,000+ Members: https://www.facebook.com/groups/pestcontrolmillionaires In this episode of the Zip Code Kings Podcast, Jonas Olson interviews Jake Sheldon, co-founder of Pest Control Millionaires, successful multi-company pest control and service business owner, and fractional CMO serving service-based companies nationwide. This comprehensive 5-part masterclass series covers the essential building blocks every pest control business owner needs to scale from startup to seven figures and beyond. Jake shares battle-tested strategies from growing multiple pest control companies while helping dozens of other owners across the country implement these same systems for explosive growth. The series kicks off with hiring and managing virtual assistants for pest control operations, revealing how to leverage overseas talent in Mexico and the Philippines at $5-10 per hour to handle CSR duties, scheduling, routing, and lead follow-up that would cost $25+ per hour domestically. Jake then dives into forming strategic partnerships with lawn care companies, pool services, HVAC contractors, and other home service businesses, explaining how to ethically access their customer lists through GoHighLevel CRM for transparent lead sharing that can add hundreds of accounts in 90 days. The training modules cover implementing rigorous three-interview hiring processes to attract A-players who naturally recruit other top performers, while weeding out B and C employees who drag down team culture and profitability through salary-plus-commission compensation structures. Jake closes the series with critical frameworks for training new pest control technicians and CSRs using standard operating procedures, pre-recorded training videos, and consistent onboarding timelines that prevent service quality from degrading as companies scale across multiple locations. The final segment tackles delegating marketing tasks like social media posting, video editing, SEO, and paid advertising to virtual assistants and specialized agencies, with specific metrics for tracking ROI and team effectiveness. This masterclass delivers the exact systems pest control owners need to break free from technician work, build championship teams, and create businesses that run profitably without them while maintaining premium service standards that customers rave about. Jonas Olson, Co-Founder of Pest Control Millionaires: Instagram: https://www.instagram.com/jonasaolson/ Facebook: https://www.facebook.com/jonas.olson.18 LinkedIn: https://www.linkedin.com/in/jonas-olson-00b34b8b/ YouTube: https://www.youtube.com/@pestcontrolmillionaire Jake Sheldon, Co-Founder of Pest Control Millionaires: LinkedIn: https://www.linkedin.com/in/jake-sheldon-6a0981a9/ Facebook: https://www.facebook.com/jake.sheldon.7 Instagram: https://www.instagram.com/jakesheldon25/ YouTube: https://www.youtube.com/@jakesheldonPCM   #pestcontrol #pestcontrolmarketing #pestcontrolbusiness #pestcontrolowner #pestcontroladvertising #pestcontrolleads #pestcontrolads #growpestcontrolbusiness #pestcontrolmillionaires #jonasolson #jakesheldon

Are you a pest control owner looking to grow? Join Our Facebook Group with 3,000+ Members: https://www.facebook.com/groups/pestcontrolmillionaires In this episode of the Zip Code Kings Podcast, Jonas Olson interviews Jake Sheldon, co-founder of Pest Control Millionaires, successful pest control and cleaning company owner, and fractional CMO for service-based businesses nationwide. Jake and Jonas dive deep into the critical topic of hiring A players for your pest control business, exploring why top talent attracts more top talent and how B and C players can drag down your entire operation. They discuss the fundamental principle that A players refuse to work alongside mediocre performers and will actively work to remove underperformers from the team, making your hiring decisions crucial for long-term pest control business growth. The conversation covers essential hiring strategies for pest control owners, including specific traits to look for like relentless mindset, positive attitude, and competitive nature over technical skills that can be trained. Jake and Jonas emphasize the importance of hiring for culture fit first, implementing a three-interview process with skills assessments, and always leading by example as an A player yourself to attract similar talent. They reveal how the best pest control employees come through referrals from existing A players and why building a strong company culture naturally draws high performers who want to work with like-minded teammates. Jake shares his proven compensation structure that retains top pest control technicians long-term, including salary plus commission models, bonus structures across all positions, and clear career roadmaps from technician to branch manager to potential partner. The episode wraps with critical mistakes pest control business owners make when hiring, particularly waiting until they desperately need someone instead of always recruiting, and introduces the powerful "hundreds list" recruiting technique to build a pipeline of potential A player candidates. This episode delivers actionable strategies every pest control owner needs to build a championship team. Jonas Olson, Co-Founder of Pest Control Millionaires: Instagram: https://www.instagram.com/jonasaolson/ Facebook: https://www.facebook.com/jonas.olson.18 LinkedIn: https://www.linkedin.com/in/jonas-olson-00b34b8b/ YouTube: https://www.youtube.com/@pestcontrolmillionaire Jake Sheldon, Co-Founder of Pest Control Millionaires: LinkedIn: https://www.linkedin.com/in/jake-sheldon-6a0981a9/ Facebook: https://www.facebook.com/jake.sheldon.7 Instagram: https://www.instagram.com/jakesheldon25/ YouTube: https://www.youtube.com/@jakesheldonPCM #pestcontrol #pestcontrolmarketing #pestcontrolbusiness #pestcontrolowner #pestcontroladvertising #pestcontrolleads #pestcontrolads #growpestcontrolbusiness #pestcontrolmillionaires #jonasolson #jakesheldon

Are you a pest control owner looking to grow? Join Our Facebook Group with 3,000+ Members: https://www.facebook.com/groups/pestcontrolmillionaires In this episode of the Zip Code Kings Podcast, Jonas Olson interviews Jake Sheldon, fractional CMO for service companies nationwide, co-founder of Pest Control Millionaires, and former agency owner. Jake delivers a delegation masterclass covering which marketing tasks to outsource first, when to hire agencies versus building in-house, and the critical role of SOPs in scaling. He reveals that most pest control owners are already drowning in servicing and operations, making marketing delegation essential for growth. For pest control owners wearing every hat or struggling to scale marketing efforts, this episode provides the complete delegation framework. Jake recommends delegating social media posting first to virtual assistants, then video editing which eats massive time, followed by technical SEO tasks like off-page optimization while keeping on-page Google Business Profile work in-house. He still personally manages Facebook ads despite company size since setup takes minimal time and he enjoys the control, while local service ads and Google CPC campaigns can easily delegate to VAs found on Upwork or Fiverr. Jake emphasizes learning basics of every marketing channel before hiring agencies to avoid getting scammed, recommending agencies only for highly specialized work like SEO when they have proven pest control industry results and testimonials. He warns against agencies charging $2,500 monthly without guarantees or insurance policies, noting many burn clients who then blame the agency when their own sales processes fail by not calling leads for four days. The conversation stresses standard operating procedures as non-negotiable for delegation success, using telephone game analogy where CSR training degrades without documented scripts for pest control, mosquito, and termite services. Jake explains his agency required copy-paste SOPs for building identical Facebook ads across clients, preventing fires from broken systems that force owners to run around with heads cut off on daily tasks instead of focusing on growth. He tracks team effectiveness through Hubstaff monitoring screens to catch Netflix watching, training platform progress verification, and ultimately cost per acquisition metrics. Jake identifies the biggest delegation mistake as missing SOPs written at third-grade comprehension levels so simple that operations continue if the owner leaves for Italy tomorrow without disruption. Jonas Olson, Co-Founder of Pest Control Millionaires: Instagram: https://www.instagram.com/jonasaolson/ Facebook: https://www.facebook.com/jonas.olson.18 LinkedIn: https://www.linkedin.com/in/jonas-olson-00b34b8b/ YouTube: https://www.youtube.com/@pestcontrolmillionaire Jake Sheldon, Co-Founder of Pest Control Millionaires: LinkedIn: https://www.linkedin.com/in/jake-sheldon-6a0981a9/ Facebook: https://www.facebook.com/jake.sheldon.7 Instagram: https://www.instagram.com/jakesheldon25/ YouTube: https://www.youtube.com/@jakesheldonPCM #pestcontrol #pestcontrolmarketing #pestcontrolbusiness #pestcontrolowner #pestcontroladvertising #pestcontrolleads #pestcontrolads #growpestcontrolbusiness #pestcontrolmillionaires #jonasolson #jakesheldon

Are you a pest control owner looking to grow? Join Our Facebook Group with 3,000+ Members: https://www.facebook.com/groups/pestcontrolmillionaires In this episode of the Zip Code Kings Podcast, Jonas Olson interviews Jake Sheldon, fractional CMO for service companies nationwide, co-founder of Pest Control Millionaires, and owner of Green Day Pest Control. Jake and Jonas deliver a training masterclass covering proper onboarding timelines, balancing technical skills with culture, and maintaining consistency across regions. They reveal how inadequate training creates drift where procedures deteriorate through person-to-person transmission. For pest control owners struggling with high turnover or inconsistent service delivery, this episode provides the complete training framework. Jake emphasizes over-training to third-grader comprehension levels with simple SOPs anyone can execute. For CSRs, he recommends daily Zoom calls reviewing recorded conversations for two months, with 2-3 week onboarding sitting with experienced reps before going solo. For technicians, both recommend 3-5 days of office training on culture and licensing, followed by 2-3 week ride-alongs, then branch manager spot checks before full independence. Jonas stresses recording master technicians creating training videos so service standards stay consistent rather than degrading like telephone game, sharing how he discovered massive service drift when procedures passed through multiple trainers without standardized video documentation. Culture proves equally critical to technical skills, built through daily morning huddles, social media recognition, swag, events, and demonstrating genuine care before expecting loyalty. Jonas can walk into any branch and immediately feel culture problems through tension energy. Both identify biggest mistakes as inadequate training volume, no pre-recorded video libraries, and missing SOPs that grow harder to create as companies scale. Jake recommends using ChatGPT or hiring consultants to build SOPs while small, acknowledging they'll evolve as revenue grows but establishing foundational documentation early prevents chaos. Jonas Olson, Co-Founder of Pest Control Millionaires: Instagram: https://www.instagram.com/jonasaolson/ Facebook: https://www.facebook.com/jonas.olson.18 LinkedIn: https://www.linkedin.com/in/jonas-olson-00b34b8b/ YouTube: https://www.youtube.com/@pestcontrolmillionaire Jake Sheldon, Co-Founder of Pest Control Millionaires: LinkedIn: https://www.linkedin.com/in/jake-sheldon-6a0981a9/ Facebook: https://www.facebook.com/jake.sheldon.7 Instagram: https://www.instagram.com/jakesheldon25/ YouTube: https://www.youtube.com/@jakesheldonPCM   #pestcontrol #pestcontrolmarketing #pestcontrolbusiness #pestcontrolowner #pestcontroladvertising #pestcontrolleads #pestcontrolads #growpestcontrolbusiness #pestcontrolmillionaires #jonasolson #jakesheldon

Are you a pest control owner looking to grow? Join Our Facebook Group with 3,000+ Members: https://www.facebook.com/groups/pestcontrolmillionaires In this episode of the Zip Code Kings Podcast, Jonas Olson interviews Jake Sheldon, co-founder of Pest Control Millionaires, owner of multiple pest control and moving companies, and fractional CMO for service businesses across the country. Jake delivers a masterclass on forming strategic partnerships that can add hundreds of customers within 90 days without spending a dollar on advertising. He reveals how he nearly destroyed his own company by sending 4,100 text messages in one week to a lawn care partner's customers when he only had 300 clients himself, overwhelming his capacity but ultimately learning the systems that now generate massive growth. For pest control owners struggling with expensive customer acquisition costs or looking for faster market entry strategies, this episode provides the complete partnership framework. Jake explains that strategic partnerships provide instant exposure and profitability faster than traditional marketing channels, making them his first move when entering new markets. He recommends lawn care companies without pest control, moving companies, pool cleaning companies, property managers, real estate agents, HVAC, plumbing, and roofing as ideal partners, with lawn care, moving, and pool cleaning showing the best results. Jake emphasizes vetting partners for 4.5 star reviews or higher, avoiding companies with only 10-78 clients who can't move the needle, and requiring signed legal agreements protecting customer lists before sharing sensitive data. He implements Go High Level CRM where both partners have login access creating transparency, texting customers on behalf of each other like "Hey, my name is John from ABC Lawn Care, we partnered with Green Day Pest Control," ensuring neither party can cheat while tracking all communications and conversions. The conversation reveals Jake's strategy for pitching larger companies when you're smaller, selling the dream of explosive growth and positioning yourself as their future major referral source rather than focusing on current client count disparity. He shares success stories including a class member obtaining 12,000 customer lists generating potentially 120+ customers at 1% conversion, and his own network forming local masterminds where pest control, lawn care, pool, and HVAC companies vacation together while sending business back and forth. Jake identifies biggest mistakes as no transparency handshake agreements where partners exchange business cards hoping for reciprocity, fear of bothering customers with partnership texts when customers actually don't care as much as owners think, and failing to use texting over email which generates dramatically higher response rates and conversions. Jonas Olson, Co-Founder of Pest Control Millionaires: Instagram: https://www.instagram.com/jonasaolson/ Facebook: https://www.facebook.com/jonas.olson.18 LinkedIn: https://www.linkedin.com/in/jonas-olson-00b34b8b/ YouTube: https://www.youtube.com/@pestcontrolmillionaire Jake Sheldon, Co-Founder of Pest Control Millionaires: LinkedIn: https://www.linkedin.com/in/jake-sheldon-6a0981a9/ Facebook: https://www.facebook.com/jake.sheldon.7 Instagram: https://www.instagram.com/jakesheldon25/ YouTube: https://www.youtube.com/@jakesheldonPCM #pestcontrol #pestcontrolmarketing #pestcontrolbusiness #pestcontrolowner #pestcontroladvertising #pestcontrolleads #pestcontrolads #growpestcontrolbusiness #pestcontrolmillionaires #jonasolson #jakesheldon

Are you a pest control owner looking to grow? Join Our Facebook Group with 3,000+ Members: https://www.facebook.com/groups/pestcontrolmillionaires In this episode of the Zip Code Kings Podcast, Jonas Olson interviews Jake Sheldon, owner of multiple service companies, fractional CMO for businesses across the country, and co-owner of a VA staffing agency. Jake delivers a complete virtual assistant masterclass covering what VAs are, which roles they handle, vetting processes, domestic versus overseas hiring, and performance tracking systems. He reveals how replacing one American CSR at $25/hour with three Mexican VAs at $5-10/hour transformed his operations after his Kansas City employee left for pregnancy. For pest control owners drowning in admin tasks, missing after-hours calls, or struggling with expensive domestic labor costs, this episode provides the framework for building efficient remote teams. Jake explains that virtual assistants can handle nearly everything from simple tasks like checking emails and taking after-hours calls to complex responsibilities including inbound/outbound sales, scheduling, routing, and ordering chemicals from Viseris or Univar. He recommends Mexico for customer-facing roles due to American-sounding accents, Spanish language skills, and $5-10/hour rates versus $25/hour domestically, while Philippines VAs excel at $3-8/hour for non-phone tasks. Jake implements a three-stage interview process including background checks, skill assessments with real-life scenarios to test on-the-spot thinking, and culture fit evaluations. He addresses cheap labor criticism by explaining that $8/hour in Mexico equals 80K lifestyle equivalent due to cost of living differences, with VAs sending Christmas cards thanking him for doubling their previous wages and changing family lives. The conversation covers performance tracking using Hubstaff for minute-by-minute screen monitoring preventing Netflix watching during work hours, and communication tools like Slack for team messaging and WhatsApp for text-like notifications. Jake identifies the biggest mistakes as poor communication and missing standard operating procedures, warning that VAs will fail without scripts for general pest, mosquito, and termite calls plus documented SOPs for every task. He recommends Upwork, Fiverr, and Online.PH as solid platforms for finding VAs outside his staffing agency, emphasizing thorough vetting and clear expectation-setting before hiring. For pest control owners ready to scale operations without proportionally increasing labor costs, this episode delivers the complete VA implementation roadmap that freed Jake from operational chaos. Jonas Olson, Co-Founder of Pest Control Millionaires: Instagram: https://www.instagram.com/jonasaolson/ Facebook: https://www.facebook.com/jonas.olson.18 LinkedIn: https://www.linkedin.com/in/jonas-olson-00b34b8b/ YouTube: https://www.youtube.com/@pestcontrolmillionaire Jake Sheldon, Co-Founder of Pest Control Millionaires: LinkedIn: https://www.linkedin.com/in/jake-sheldon-6a0981a9/ Facebook: https://www.facebook.com/jake.sheldon.7 Instagram: https://www.instagram.com/jakesheldon25/ YouTube: https://www.youtube.com/@jakesheldonPCM   #pestcontrol #pestcontrolmarketing #pestcontrolbusiness #pestcontrolowner #pestcontroladvertising #pestcontrolleads #pestcontrolads #growpestcontrolbusiness #pestcontrolmillionaires #jonasolson #jakesheldon

Are you a pest control owner looking to grow? Join Our Facebook Group with 3,000+ Members: https://www.facebook.com/groups/pestcontrolmillionaires In this episode of the Zip Code Kings Podcast, Jake Sheldon interviews Jonas Olson, owner of Pest Badger, a $10 million pest control company. Jonas delivers a complete financial and operational metrics masterclass covering KPIs, customer acquisition cost, profit margins, technician performance tracking, and executive scorecards. For pest control owners flying blind without proper metrics, this comprehensive episode provides the complete data-driven framework used by eight-figure businesses. Jonas breaks down essential KPIs including 50-60% close rates for pest control, customer acquisition cost calculations showing $500 ad spend generating five customers at $100 CAC returning $15,000 over three years for 30:1 LTV ratios, and profit margin benchmarks of 10-15% being good with 25% plus being exceptional. He recommends getting double your CAC back in first 30 days through $250-300 initial pricing and identifies high-profit services like termite work and exclusions generating $3,000-20,000 per job. Jonas implements obsessive daily technician tracking monitoring production value, completion ratios, callbacks, and minimum one upsell weekly using performance-based pay that weeds out underperformers while attracting motivated top earners through automated Field Routes reports. For executive meetings, Jonas follows EOS meeting Thursdays reviewing total sales by branch, production revenue, stops completed versus remaining jobs, revenue collected targeting 80-90%, and accounts receivable at 30-60-90 days preventing cash flow disasters. He practices radical transparency showing monthly profit and loss statements using hundred pennies exercises where only 10-20 remain after expenses, helping teams buy into profitability through monthly profit sharing. Jonas identifies biggest mistakes as not knowing numbers, not tracking early when systems are easier to build, and focusing on vanity metrics instead of conversions and profitable customer acquisition. Jonas Olson, Co-Founder of Pest Control Millionaires: Instagram: https://www.instagram.com/jonasaolson/ Facebook: https://www.facebook.com/jonas.olson.18 LinkedIn: https://www.linkedin.com/in/jonas-olson-00b34b8b/ YouTube: https://www.youtube.com/@pestcontrolmillionaire Jake Sheldon, Co-Founder of Pest Control Millionaires: LinkedIn: https://www.linkedin.com/in/jake-sheldon-6a0981a9/ Facebook: https://www.facebook.com/jake.sheldon.7 Instagram: https://www.instagram.com/jakesheldon25/ YouTube: https://www.youtube.com/@jakesheldonPCM   #pestcontrol #pestcontrolmarketing #pestcontrolbusiness #pestcontrolowner #pestcontroladvertising #pestcontrolleads #pestcontrolads #growpestcontrolbusiness #pestcontrolmillionaires #jonasolson #jakesheldon

Are you a pest control owner looking to grow? Join Our Facebook Group with 3,000+ Members: https://www.facebook.com/groups/pestcontrolmillionaires In this episode of the Zip Code Kings Podcast, Jake Sheldon interviews Jonas Olson, owner of Pest Badger, a $10 million pest control company. Jonas breaks down his weekly executive meeting structure following the EOS (Entrepreneurial Operating System) model from Gino Wickman's book Traction. He reveals the exact scorecard his leadership team tracks every Thursday at 11am to catch problems early and drive profitable growth. For pest control owners running chaotic operations without clear metrics or executives unclear on what actually matters, this episode provides the complete executive KPI framework used by eight-figure companies. Jonas outlines his weekly scorecard starting with total sales broken down by branch, production revenue, total stops completed versus jobs remaining for the month to forecast technician hiring needs before getting overwhelmed. He tracks revenue collected aiming for 80-90% or higher, weekly cancellations by branch and technician, and accounts receivable at 30-60-90 days to prevent cash flow disasters from unpaid invoices piling up. Jonas emphasizes that companies can't grow on accounts receivable, requiring daily follow-up on failed credit cards and overdue payments. The majority of executive meeting time focuses on solving issues like discovering a two-person initial service truck only completing 12 stops daily, catching the problem within one week through data anomalies in COGs percentages. The conversation reveals Jonas's open book policy showing profit and loss statements to the entire team monthly using the hundred pennies exercise where 50 pennies cover overhead, 20-30 cover various expenses, leaving only 10-20 for profit, helping technicians understand business realities and buy into profitability goals. He distributes profit shares monthly incentivizing employees to maximize branch profitability rather than assuming owners pocket all revenue. Jonas follows Traction religiously, rereading it annually as his first book each year, implementing quarterly rocks for big projects and weekly check-ins on employee and customer headlines addressing immediate problems. He identifies the biggest mistakes as not knowing numbers and not tracking information early, emphasizing that tracking doesn't get easier as companies scale so building systems while small is critical. Jonas Olson, Co-Founder of Pest Control Millionaires: Instagram: https://www.instagram.com/jonasaolson/ Facebook: https://www.facebook.com/jonas.olson.18 LinkedIn: https://www.linkedin.com/in/jonas-olson-00b34b8b/ YouTube: https://www.youtube.com/@pestcontrolmillionaire Jake Sheldon, Co-Founder of Pest Control Millionaires: LinkedIn: https://www.linkedin.com/in/jake-sheldon-6a0981a9/ Facebook: https://www.facebook.com/jake.sheldon.7 Instagram: https://www.instagram.com/jakesheldon25/ YouTube: https://www.youtube.com/@jakesheldonPCM   #pestcontrol #pestcontrolmarketing #pestcontrolbusiness #pestcontrolowner #pestcontroladvertising #pestcontrolleads #pestcontrolads #growpestcontrolbusiness #pestcontrolmillionaires #jonasolson #jakesheldon

Are you a pest control owner looking to grow? Join Our Facebook Group with 3,000+ Members: https://www.facebook.com/groups/pestcontrolmillionaires In this episode of the Zip Code Kings Podcast, Jake Sheldon interviews Jonas Olson, owner of Pest Badger, a $10 million plus pest control company. Jonas breaks down the critical technician KPIs that separate high-performing operations from chaotic ones. He reveals his non-negotiable daily tracking system that monitors everything from production value to callbacks, explaining that most CRMs don't pull accurate data automatically requiring manual spreadsheet work. For pest control owners struggling with inconsistent technician performance or unable to identify which techs are actually profitable, this episode provides the complete operations tracking framework. Jonas identifies the top technician KPIs starting with production value per day per truck, number of stops, and completion ratio which should hit 100% though life happens. He emphasizes tracking callbacks per technician to identify training gaps, noting that high callback rates signal issues with product application, labeling, or rushing through jobs. Jonas monitors skips and reschedules, cancellations per route revealing technicians who don't introduce themselves or show service photos, and average value per stop to catch measurement errors or underpriced jobs. He requires minimum one upsell per week per technician tracked through weekly sales reports, plus reviews and referrals metrics to gauge customer engagement and satisfaction levels that prevent churn. The conversation reveals Jonas's performance-based pay philosophy rooted in his carpentry background where he outworked 10-to-1 despite being the greenhorn. He pays technicians on commission including percentages on upsells, cash for reviews, and allows customer tips, eliminating hourly wages that reward time over results. Jonas warns that switching to performance pay will cause underperforming technicians to quit or get weeded out, but creates a culture attracting motivated techs who want to earn top dollar. He tracks these metrics using Field Routes with supplemental data from Bravo and Quickie, running automated daily reports delivered to his inbox each morning. Jonas recommends GPS and video in all trucks for insurance discounts and accountability, letting high performers choose their own competition rewards whether cash, shoes, or branded swag. Jonas Olson, Co-Founder of Pest Control Millionaires: Instagram: https://www.instagram.com/jonasaolson/ Facebook: https://www.facebook.com/jonas.olson.18 LinkedIn: https://www.linkedin.com/in/jonas-olson-00b34b8b/ YouTube: https://www.youtube.com/@pestcontrolmillionaire Jake Sheldon, Co-Founder of Pest Control Millionaires: LinkedIn: https://www.linkedin.com/in/jake-sheldon-6a0981a9/ Facebook: https://www.facebook.com/jake.sheldon.7 Instagram: https://www.instagram.com/jakesheldon25/ YouTube: https://www.youtube.com/@jakesheldonPCM #pestcontrol #pestcontrolmarketing #pestcontrolbusiness #pestcontrolowner #pestcontroladvertising #pestcontrolleads #pestcontrolads #growpestcontrolbusiness #pestcontrolmillionaires #jonasolson #jakesheldon

Are you a pest control owner looking to grow? Join Our Facebook Group with 3,000+ Members: https://www.facebook.com/groups/pestcontrolmillionaires In this episode of the Zip Code Kings Podcast, Jake Sheldon interviews Jonas Olson, CEO of Pest Badger, a $10 million pest control company. Jonas breaks down profit margins and why they matter more than revenue for building valuable businesses. He reveals that many pest control owners don't even understand what profit margins are or why a $2 million company at 1% profit is worth less than a $500,000 company at 50% profit. For pest control owners chasing revenue numbers instead of profitability or unsure if their margins are healthy, this episode provides the clarity needed to build a truly valuable business. Jonas explains that profit margin calculation is simple: total revenue minus all expenses equals profit, with EBITDA being a fancy accounting term for the same concept. He identifies 10-15% as good margins, 15-20% as really good, and 25% plus as knocking it out of the park, though he acknowledges early-stage owner-operators often hit 80% margins that will decrease as they hire employees and add overhead. Jonas emphasizes that recurring revenue dramatically impacts long-term margins since the same $100 customer acquisition cost generates $150 from a one-time ant treatment versus $900 from annual service, making businesses with recurring models far more valuable when selling. He explains that buyers purchase cashflow and profitability, paying significantly higher multiples for recurring revenue compared to one-time jobs. The conversation reveals high-profit services including termite work, exclusions, insulation, bed bugs, and mosquito control with jobs ranging from $3,000-20,000 completed in hours or days by single technicians. Jonas stresses bundling strategies like combining general pest, flea and tick, and mosquito treatments during one visit, adding only 12-20 minutes while doubling revenue from $150 to $300 per stop. He identifies route density as the second factor to check after pricing when margins are low, since technicians driving all day doing four stops can't generate profit compared to concentrated service areas. Jonas concludes by distinguishing lifestyle businesses doing $600-800K at 40% margins generating $400K personal income from growth-focused companies sacrificing short-term profitability to build enterprise value, emphasizing neither path is wrong but serves different goals. Jonas Olson, Co-Founder of Pest Control Millionaires: Instagram: https://www.instagram.com/jonasaolson/ Facebook: https://www.facebook.com/jonas.olson.18 LinkedIn: https://www.linkedin.com/in/jonas-olson-00b34b8b/ YouTube: https://www.youtube.com/@pestcontrolmillionaire Jake Sheldon, Co-Founder of Pest Control Millionaires: LinkedIn: https://www.linkedin.com/in/jake-sheldon-6a0981a9/ Facebook: https://www.facebook.com/jake.sheldon.7 Instagram: https://www.instagram.com/jakesheldon25/ YouTube: https://www.youtube.com/@jakesheldonPCM #pestcontrol #pestcontrolmarketing #pestcontrolbusiness #pestcontrolowner #pestcontroladvertising #pestcontrolleads #pestcontrolads #growpestcontrolbusiness #pestcontrolmillionaires #jonasolson #jakesheldon