PMP Industry Insiders

The One Big Beautiful Bill Act was signed into law on July 4. This week on PMP Industry Insiders, Dan and Donnie discuss what the tax and operational impacts will be for pest control companies and their owners. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Allie Allen, BCE, CAE, VP of Membership and Certifications for National Pest Management Association, joins Dan and Donnie this week. She shares takeaways from the recent Executive Leadership Forum, where industry leaders discussed challenges and opportunities related to workforce development, regulatory challenges, the economy and insurance. Guest: Allie Allen, BCE, CAE, VP of Membership & Certification, National Pest Management Association Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Welcome to Insiders Rewind — Recapping June! ✅ Episodes from June: 229 - What’s Trending in Commercial Insurance? 230 - Untapped Talent: How a VA Can Help You Grow 231 - The Biggest Marketing Mistakes We See 232 - From Authority to Ownership: Leadership from the Trenches A HUGE shout to our sponsors! Coalmarch: Digital strategies and conversion-driven websites are waiting for you and it's time for a free month! Visit https://www.coalmarch.com/podcast to claim yours! PestSure: Providing pest industry specific insurance for your business and insuring the future of pest control. VoiceForPest: Designing and implementing unparalleled integrated voice solutions for home service companies of any size from coast to coast. https://www.voiceforpest.com/podcast/ We’d love to hear from you. Drop a comment, leave a review on Apple Podcasts or Spotify, and connect with us on social media @PMPIndustryInsider. Listen On: Spotify | Apple Podcasts | YouTube | Google Podcasts

In this episode, Dan and Donnie tap into their experiences as owners and managers to share their thoughts on the importance of effective leadership and how to be a good leader. Tune in for their perspectives on what it takes to positively transform your company culture through leadership in the pest and lawn industry. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

In this episode, Coalmarch's Janelle Lucas digs into the top marketing missteps made by pest and lawn companies. From ignoring local SEO to under-investing in branding, she uncovers what successful operators are doing differently. Guest: Janelle Lucas, Team Lead, Client Success, Coalmarch Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

This week Seth Watson joins Dan and Donnie to share what it takes to successfully incorporate virtual assistants into pest control operations. As the owner of Arete Pest Control and Focus Virtual Assistants, Seth shares first-hand lessons learned, common pitfalls and details about costs, communication strategies, legalities and more. Guest: Seth Watson, Owner, Arete Pest Control and Focus Virtual Assistants Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

PestSure's Todd Burke joins Dan and Donnie this week to give an update on the commercial insurance market. He covers various challenges, including auto insurance difficulties, the rise in private equity-funded claims and adequate umbrella coverage limits, and provides recommendations for pest business owners regarding insurance coverage. Guest: Todd Burke, COO, PestSure Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

🎙️ Welcome to Insiders Rewind — Recapping May! This month, we’re diving into insights from Episodes 224-228 ✅ Episode Highlights: Ep. 224: Triangle & Voice for Pest: How this amazing tech can flag customers that could be ready to turn away. Ep. 225: Are You Recession Ready? What to do when the slow times come around. Ep. 226: Cybersecurity! If you're handling customer credit cards, it is important to protect them AND protect yourself from attacks. Ep. 227: Massey Services Tom Jarzynka joins the show to discuss the importance of accreditation and how you can get started. Ep. 228: The Ideal Branch Size: Dan and Donnie discuss the pros and cons of big branches vs smaller branches. What is more desirable to you? A HUGE shout to our sponsors! Coalmarch: Digital strategies and conversion-driven websites are waiting for you and it's time for a free month! Click here to claim yours! PestSure: Providing pest industry specific insurance for your business and insuring the future of pest control. VoiceForPest: Designing and implementing unparalleled integrated voice solutions for home service companies of any size from coast to coast. Ready to learn more? Click here! We’d love to hear from you. Drop a comment, leave a review on Apple Podcasts or Spotify, and connect with us on social media @PMPIndustryInsider. 🎧 Listen On: Spotify | Apple Podcasts | YouTube | Google Podcasts

This week, Dan and Donnie debate the ideal branch size for a pest control company. Is it better to operate several smaller branches or one multi-million location? They explore the pros and cons of smaller offices, larger locations and a hybrid model with satellites. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Tom Jarzynka, VP of Technical & Training for Massey Services, joins Dan and Donnie this week to share his journey in the pest control industry and talk about credentials. As a member of NPMA's QualityPro board, Tom shares what it takes to become accredited, how it helps pest control companies in practical terms and what's coming down the pike for the program. Guest: Tom Jarzynka, Vice President of Technical & Training, Massey Services Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

This week Dan and Donnie discuss the prevalence of cyber attacks on small businesses. They cover common threats (phishing scams, ransomware attacks and data breaches), first-hand experiences and real-world case studies. Finally, they share several strategies for protecting your company from cyber attacks to avoid costly consequences. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

This week, Dan and Donnie discuss the potential for a lasting economic slowdown and the impact it would have on pest control and lawn care businesses, including customer price sensitivity and increased cancels. They also share strategies for increasing revenue, reducing costs and handling marketing during uncertain times. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

🎙️ Welcome to Insiders Rewind — Recapping April! This month, we’re diving into insights from Episodes 220 to 223, ✅ Episode Highlights: Ep. 220: Accurate Reports - Are you squeezing enough value out of your CRM data? Ep. 221: Tariffs! - Lots of chemicals used in the pest control industry come from other countries. What is the impact on these with all of the tariff talk? Ep. 222: AI CSRs - Ka Tsu from Avoca AI explains more about AI CSRs and how they never sleep, never take a day off and never miss a call! Ep. 223: Passing the Torch #3 - The third installment of the Passing the Torch Series featuring Nozzel Nolen Pest Solutions. Hear more about being the boss' kid and the pressures that come along with it. We’d love to hear from you. Drop a comment, leave a review on Apple Podcasts or Spotify, and connect with us on social media @PMPIndustryInsider. 🎧 Listen On: Spotify | Apple Podcasts | YouTube | Google Podcasts

Voice for Pest's Director of Business Development Raymond Kidwell joins the show to discuss the recent implementation of a new phone system at Donnie's company, Triangle Home Services. They cover Donnie's initial concerns, highlight the benefits of the system, including enhanced efficiency and reporting features, and discuss the AI capabilities Donnie is most excited about. Guest: Raymond Kidwell, Director of Business Development, Voice for Pest Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

This week, Dan and Donnie continue the family business series with Mikey & Mandy Nolen, the father-daughter team who operate Nozzle Nolen in West Palm Beach, Fla. They cover how the company is transitioning to a new generation of leadership, including Mickey's philosophy of "getting out of the way without going away." Guests: Mickey Nolen & Mandy Nolen, Nozzle Nolen Pest Solutions Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

What if you had a CSR who could answer after-hours calls, schedule service and respond to questions 24/7/365? On this episode, Ka Tsu of Avoca AI joins Dan and Donnie to discuss an AI call center and customer service platform. Tune in to hear a Q&A about the benefits and challenges of implementing AI CSRs in pest control. Guest: Ka Tsu, Sales & Partnership Lead, Avoca AI Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

In this early-release episode, Dan and Donnie react to the Trump administration's sweeping tariff announcement. They cover potential consequences for the pest and lawn industries, share best practices for weathering an economic jolt and offer advice for owners experiencing uncertainty. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Welcome to Insiders Rewind — Recapping March! This month, we’re diving into insights from Episodes 216 to 219, covering everything from Agent AI to tax strategies, growth challenges, and flipping business models for success! Ep. 216: Agent AI Playbook for Service Business Owners — Discover how Agent AI works autonomously and integrates with your systems for true automation. Ep. 217: Taxes 101 — Dan and Donnie share tax tips and how to avoid common pitfalls for pest and lawn business owners. Ep. 218: The GreenPal Story — Brian Clayton explains why he built GreenPal for lawn care pros, not homeowners, and why it worked! Ep. 219: Creating Cohesion — Donnie talks about managing team growth and navigating when great employees can’t keep up. We’d love to hear from you. Drop a comment, leave a review on Apple Podcasts or Spotify, and connect with us on social media @PMPIndustryInsider.

In this episode, Dan and Donnie discuss what you need to do month in and month out to create accurate financial statements so you can take meaningful action in your business. Donnie offers a glimpse into the numbers he uses to run Triangle Pest Control, and Dan shares an accountant's perspective and tools he recommends. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

In this episode, Dan and Donnie dig into the challenges of managing growth and keeping your team on the same page as your pest or lawn company scales and becomes more complicated. They share their experiences and strategies for overcoming growth-related obstacles, and why having a strong vision is essential. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

On this episode, Dan and Donnie welcome Bryan Clayton, CEO and co-founder of GreenPal, an online marketplace that connects homeowners with lawn mowing professionals. He walks through his journey from mowing lawns to scaling and selling a $10 million landscaping company to founding an "Uber for lawn care," and he shares advice for growing as an entrepreneur along the way. Guest: Bryan Clayton, CEO and Co-Founder, GreenPal Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Understanding taxes empowers you to make informed decisions and ultimately saves you money. But many successful business people don't really understand their taxes. In this episode, Dan and Donnie delve into tax-related topics, including individual taxes, capital gains, business income, deductions and the executive order on tax credits. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

What if you could eliminate all your repetitive administrative tasks? In this episode, Dan and Donnie discuss the potential for leveraging "agent AI" technology in your pest control business. Donnie also walks through a software demo and shares how to begin creating an AI personal assistant so you can make better use of your time. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Welcome to Insiders Rewind, the new monthly recap series from the PMP Industry insider Podcast! In this episode, Brett The Editor, takes you through the most impactful moments from February's episodes. Ep. #212 - A 7 Point Plan To Get Ready For The Season Ep. #213 - 3 Takeaways From Beyond Service Ep. #214 - 4 Pest Industry Trends For 2025 Ep. #215 - A Top 100 Turnaround Whether you're in the pest & lawn industry or a business leader looking for growth strategies, Insiders Rewind delivers key insights you can implement right away!

The Bugman's Brian Olson joins Dan and Donnie to share how he turned around his Top 100 pest control business after struggling to achieve growth and profit goals. He shares the lessons he's learned by getting laser focused on KPIs in pursuit of becoming a customer- and team-centric firm with 80 percent recurring revenue. Guest: Brian Olson, President/CEO, The Bugman Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

This week Dan and Donnie check in with David Billingsly, a consultant with The Billingsly Group and the facilitator of the PMP Industry Insiders Peer Groups. David covers four trends he's seeing among companies in the peer groups and how to apply them to your business to get better in 2025. Guest: David Billingsly, The Billingsly Group & PMP Industry Insiders Peer Groups Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

This week, Dan shares his observations from WorkWave's Beyond Service user conference, which took place earlier this month. He covers can't-ignore topics from the event, including the ubiquity of artificial intelligence tools, an increased focus on key performance indicators and the mark private equity investors are making on the pest and lawn industries. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Industry veteran Patrick Quigley is back on the podcast to discuss how to prepare for the busy pest control season now. He shares a 7-point plan to overcome common challenges and set your team up for success. Guest: Patrick Quigley, President, Sales Training by Design Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Welcome to Insiders Rewind, the brand-new monthly recap series from the PMP Industry Insider Podcast! In this episode, Brett The Editor, takes you through the most impactful moments from January’s episodes. Episodes Featured: 207: 2025 Marketing Trend Shifts w/Alex Booth 208: Recapping 2024 & Forecasting 2025 w/Dan and Donnie 209: The Long Game: Mastering Exit Planning w/Dan and Donnie 210: Passing the Torch Part 1 w/Charlie, Chaz & Carley Church 211: Passing the Torch Part 2 w/Howard and Conner Bright Whether you're in the pest & lawn industry or a business leader looking for growth strategies, Insiders Rewind delivers key insights you can implement right away!

This week, Anti-Pesto's Howard Bright and Conner Bright join the show to discuss how they are transitioning the company to the next generation of leadership. They talk about the challenges and opportunities presented by the succession process with a focus on the importance of relationships, learning from others and transparency. Guests: Howard Bright & Connor Bright, Anti-Pesto Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

On this episode, Dan and Donnie welcome the leaders of Getem Services, a 103-year-old, fourth-generation family pest control business. Charlie Church, owner and president, and his children Chaz Church, VP of operations, and Carley Church, marketing and HR manager, discuss how they're working toward a smooth transition to the next generation of ownership. Guests: Charlie Church, Chaz Church & Carley Church, Getem Services Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

On this week's episode, Donnie and Dan discuss the importance of long-term exit planning for your company. They cover common exit strategies for pest and lawn care business owners and emphasize the need for clear financial goals and contingency plans in case of unexpected events. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

On this week's episode, Dan and Donnie review the industry's track record in 2024 and share their predictions for 2025. Tune in to hear them discuss economic news, pest- and lawn-specific trends, technology, M&A and more. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Coalmarch's Alex Booth joins the show this week to discuss changes in marketing trends for 2025, including competition, AI and more. They cover strategies for optimizing for AI search, how Alex would spend a $100,000 marketing budget and the importance of knowing your company's strengths. Guest: Alex Booth, Digital Marketing Consultant, Coalmarch by WorkWave Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

This week, Dan and Donnie welcome Sellify AI Founder Thomas Lundberg to the show to discuss the benefits of selling pest control with AI via text message. They cover his background in the industry, growth potential and use cases for the product, including upselling, cross-selling, setting appointments and winbacks. Guest: Thomas Lundberg, Founder, Sellify AI Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

In this episode, Dan and Donnie welcome Emily Thomas Kendrick and Tim Pollard of Arrow Exterminators back to the show. They discuss their approach to keeping a small company feel even as they exceed $400 million in revenue, why and how they choose an annual theme and what's in their growth plans for 2025 and beyond. Guests: Emily Thomas Kendrick, CEO, and Tim Pollard, President & COO, Arrow Exterminators Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

This week Dan and Donnie welcome Faye Golden, new National Pest Management Association president, to the podcast. She shares her goals and initiatives, including a new individual certification program, how she plans to share the "hidden secret" of pest control careers and pressing regulatory issues. Guest: Faye Golden, Director of Government Affairs, Cook's Pest Control & President, NPMA Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Coalmarch's Derek Cummings joins the show to discuss the changing search landscape and its effect on pest and lawn marketing strategies. He covers the increasing integration of AI in search engines, a rise in search on social media directly and how not to get overwhelmed about being 'everywhere.' Guest: Derek Cummings, Team Lead, SEO, Coalmarch Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

This week, Dan and Donnie are breaking down the outcome of the 2024 election. They analyze how the results will affect the pest and lawn industries in key areas, including taxes, labor and inflation, and they emphasize the importance of focusing on business fundamentals. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

PestSure's COO Todd Burke & Board Chairman Mike Rottler, CEO of Rottler Pest Solutions in St. Louis, join the show to talk about a hot topic in the insurance market: auto insurance claims. They discuss how to think about insurance as a PMP, why auto settlements are increasing and practical things you can do to avoid a so-called 'nuclear verdict.' Guests: Todd Burke, COO & Mike Rottler, Board Chairman, PestSure Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

This week Dan and Donnie celebrate and reflect on more than four years and 200 episodes of the podcast! They cover how the podcast got started; their favorite guests, shows and topics; and the lessons they've learned from the show and implemented in their own businesses. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

On this episode, Donnie and Dan discuss the intricacies of the due diligence process in pest and lawn mergers and acquisitions. They explore the perspectives of both buyers and sellers and review the three major work streams in due diligence: legal, operational and financial. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

On this episode, Donnie and Dan walk through answers to recent questions they've received from podcast listeners. Topics include tracking your critical number, how to develop your leadership skills, the best business advice they've ever received, customer service training and more. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

With the busy season behind us, Dan and Donnie dive into the state of the market. From economic factors like inflation and interest rates to industry-specific trends, they break it all down and give you the insights you need to finish the year strong. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

On this episode, Dan and Donnie welcome Steve Durham, former owner of EnviroCon Pest in Tomball, Texas. He explains how he successfully transformed his company by moving to a recurring revenue model. Steve talks about the discipline required to get away from one-time work, move to auto billing, transition to triennial service — and ultimately exit. Guests: Steve Durham, former owner, EnviroCon Pest Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

On this episode, NPMA's CEO Dominique Stumpf joins Dan and Donnie to discuss what's new at the association and what PMPs can expect from PestWorld 2024. Highlights include a nearly sold out exhibit hall, an improved first-timers experience, a new initiative called NPMA Basecamp, featuring fireside chats and opportunities for attendees to learn and engage with leaders, and more. Guest: Dominique Stumpf, CEO, National Pest Management Association Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

On this episode, Dan and Donnie discuss smart strategies pest control operators can use to fund their growth by reducing taxes. They cover tax rate basics, accelerated depreciation, the importance of tax planning and other tactics for reinvesting tax savings into your business to scale and improve the value of your business long-term. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Trent and Amanda Ragar, owners of Natural State Pest & Lawn in Lowell, Ark., join Dan and Donnie to discuss their efforts to build a great workplace, including programs they use and activities they do to foster employee engagement. Natural State was recently named to PCT's 2024 Best Places to Work rankings in the medium employer category. Guest: Trent & Amanda Ragar, Owners, Natural State Pest & Lawn Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

On this episode, Sheri Spencer Bachman shares her journey from second-generation PMP to founding her consulting firm, Pest Control Business Coach. She discusses best practices for developing salespeople, including training, role playing, tracking and more. Guests: Sheri Spencer Bachman, Owner, Pest Control Business Coach Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Pest control industry veteran Raymond Kidwell, Director of Business Development at Voice for Pest, joins the podcast to discuss AI's potential to enhance customer service and call center operations in the pest and lawn industries. He explores the benefits of AI-powered phone systems, such as call monitoring and scoring, and he addresses the limitations at this stage in the game. Guest: Raymond Kidwell, Director of Business Development, Voice for Pest Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services