Three Tools to Increase Sales in the Pest Control Industry | A Pest Control Podcast

In this episode, Anthony goesover his top three tools in sales, that has generate him hundreds of thousands of sales over his pest control career. Notes, business cards, and promotions.

Transcript

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Hello and welcome to another episode of the Pest Files. As always, I'm your host Anthony. I'm a business owner and operator of a pest control company out the state of California. How are you? Is it getting hot? It's June now. I'm recording this in June, and it is hot out here in the Sacramento area. I have been to Florida, so I have felt the humidity. I know California's more dry heat. But unpopular opinion, and I guess because I was a tourist to the area, I liked Orlando. I liked the heat, I liked the humidity. Wasn't too bad. A lot of ants though. Everywhere there was just a mound of ants. Um gotta figure out which kind they were. I'm sure any Floridians or anyone in the East Coast would know, but yeah, a lot of ants everywhere. Couldn't even walk around in the parking lots without seeing them. So a lot of activity. Today's episode The Best Tools to Make You a Successful Salesman in the Pest Control Industry. Now, this one's near and dear to me. I am still a full-time salesman, along with a business owner, along with a route technician, right? And I have a lot of tips and tricks and a lot of success in sales. Now, whether I was a route technician, a manager, a general manager, or a business owner, I've done sales on every level of pest control. Most companies will be using some type of software that may help you essentially organize things, but I'm not going to address any software as there's a wide array of different ones, and I don't know how they all work. So I'm going to address how you personally could take full control of your sales. So let's get into it. Now, let's say you are a technician and perhaps you want to boost your sales. Maybe your company has a quota, and maybe you get paid. You know, a lot of companies they'll pay you 10% of the annual contract of any sale, right? Extra money, sales is good because on top of your hourly and commission, you can get sales commissions, right? Production, things like that. Or maybe you're a full-time salesman, door-to-door, cold calling. Regardless of what it is, these tips will help you. They will help you get to that next step, they will help you succeed, and you will start to see the numbers flow in. Okay. So the tools, what are they? What would I recommend? Right? Well, we all have a phone, right? Regardless of what phone you're using, it has a note software. Some type of software that you can make a checklist or a list, things like that, right? I honestly am in the ballpark of using pen and paper, such as a notepad or maybe one of those college rule binders, because I like to write things down. It's how I organize better. So I will address both. I've used both, right? Currently, I use notes for things like scheduling or following up with clients to try to close a sale. For example, I'll give you a story that's happening right now, and I am closing a restaurant. It's twice a month service for $120 a month. And essentially, so if you break it up, $60 a trip, right? It's a restaurant that is in a decent area. So it's a little far. So I was like, okay, I can still make it work. I'll add it on a route. But this person was not ready yet, right? So I did the inspection, they were so happy. I initially quoted them for $140. They talked me down to $120. So I said, okay, it's fine. So we closed it essentially. And she said, Great, um, I just have to call and cancel the company, things like that. So what I did, because I have a lot of experience in sales, is that doesn't mean you've locked them in, right? That doesn't mean you have them. You do not have that client locked in until a contract or agreement is signed, the service is done, and that first payment goes through and hits the bank account, right? Someone just saying yes does not mean it does not correlate to a sale. So what I did is I went out to do my inspection, walked the property, checked out the restaurant, then gave a pricing. We negotiated and finalized the price for their twice-a-month service, and then they say, okay, I will cancel the service. Now I then go into my notes in my phone. Before, usually I would have a notebook if you know I'm doing like full full-time sales, but I want some notes on my phone, put a little check mark or a circle to get check mark. I use an iPhone. Um, and I put, okay, call this restaurant in two weeks to follow up, right? And then I'm on to the next one. I'm on to the next sale, I'm on to the next service, right? I the reason why I gave them two weeks is because they mentioned saying we will start the service next month, right? So no call comes in at all, not in between the two weeks. The two weeks comes up, I go through my checklist, then I give her a call. I call her, I say, hey, it's Anthony with uh the pest control. I'm here to essentially, you know, follow up about the the sales and everything like that. Um just checking in. Uh, I didn't say like that. I'm just trying to figure out how to properly say that was actually pretty rough. Geez, and I'm supposed to be telling you about sales. Anyways, I called and followed up. Okay, you guys know how it goes. Um, man, that was rough. I was over here like thinking I'm going to explain it in a general way, and then I I kind of overthought that. So let's start over. I called the client, I remind them about the you know service that I want to provide, and they said, Oh, uh, we forgot to call the company. Let's call them. No worries, right? I say it's all good. I will call you back, let me know, and then we'll get you scheduled. So I call a week later, I did another reminder on my phone, right? And keep in mind I have a whole bunch of different people, whether that be leads from the internet or potential referrals or potential clients that have called me in the past, right? So I just cycle this person into everything. It's not like I'm fixated on this one sale. You can't do that in pest control. You have to fixate on 10, 20, 30 sales. Okay. The reason why is because yes, you want to get the sale, you want to get it boom, boom, boom. But people are humans. If you don't get it that day, it's gonna take some time. And in order for it to take time, you have to send out those reminders, whether it be a call, whether it be text, right? And so I followed up with my notes again, called a week later. She said, Okay, yeah, great. Uh, we canceled. Um, actually call my daughter, she's the manager, she will uh lock in a payment info for you, and then we'll get scheduled. Okay. So I said, Great, we're all good. And then I called the daughter. The daughter said that they'll get the payment during the time of service. I said, Great. And now their service is coming up tomorrow, which would be June 3rd, Wednesday. Their initial service to a $120 a month, twice a month service. I know it's not the best. If it was monthly, you know, for $120, that's a lot better. But even then, twice a month, it's a lot easier. What I do for twice-a month services is I don't repeat anything. For example, if they have like rodent stations on the outside, I'm going to check that one trip, not both. And if I'm going to attend to webs, I'll I'm going to do it one trip. And that's how I break things down. Um, so usually what I do is like I'll do the first trip, the interior, exterior treatment, monitor the glue boards, and then the next trip I'll do like rodent stations and web removal, and then I'll monitor glue boards again. You always gotta monitor glue boards though, because that's the most important part. You have to see if there's any mice, any German cockroaches, anything that'll get them dinged or you know, be unsafe for their clientele. So using notes is key. So what if I never followed up with that client? There's a good chance they may have never called me back. Or perhaps they would have called me back after three weeks if I didn't follow up. I don't want to figure out what would happen. I want the destiny in my hands. And one simple tool was using notes in my iPhone, right? Anyone's phone could do it, but also, if you're more of a hands-on you want a physical copy, use a notebook. It's that simple. You can organize every little detail in either the notes or notebook. It is such a simple tool, it's practically free, right? For your iPhone's free, it's like 99 cents, right? You could go get a notebook and some pencils or pens for like 99 cents for both, right? So it's dirt cheap, and the amount of organization it's going to do and the amount of money you'll generate for just keeping track of things like that is going to be immense. Now, a lot of salesmen and companies do have a software that might do this, but it doesn't hurt to do it yourself, right? Because you're in control of your own destiny. Let me give you another example. Um, there's a client that had six commercial locations, four of them laundry mats, and two of them restaurants. Okay. I got his information from another client in a commercial building uh that was their neighbor. And he said, Hey, I know the owner of that laundry mat over there, and we're seeing the sewer cockroaches. I want to make sure he's being sprayed. I don't think that they're he's being treated over there. And so I said, Okay, yeah, of course I'll take the information. Well, I got his information, gave him a call. The convers, the initial conversation went great. He said, Okay, cool. Um, let me, you know, give me a call back next month. I'm not ready to move forward yet. We're in between companies, we're in, you know, we're purchasing another location, things like that. And so I gave him another month, right? Give him a call. He said, Okay, well, let's talk pricing, this and that. And I gave him pricing, I gave him a good deal, six locations. I said, We'll do them every month. We'll they'll be on anytime frequency. I'll give you a discount for them being on anytime, and let's move forward. Was not ready to pull the trigger on that yet, right? Another month goes by. I send him a text, give him a call, he doesn't answer. So I say, okay, I'm going to reach out again next month. Now keep in mind I'm documenting all of these. All of these times I reach out, the text, the calls, I'm doing it all through my notes. At this time, I was using a notebook and a pen. Okay. And so I reach out again, and this was actually in like um December. I reach out in December, and it's been about four months since our initial conversation. And I say, Hey, you know, I hope you have a happy new year. Just reach out to me if you ever need anything. Um, if you have any questions or concerns, I'm here to help. And my offer still stands. Okay. He tells me, Happy New Year. He says, We're gonna, you know, let's talk, we're gonna get things rolling for this new year, we're gonna get you on board. And then I hear nothing again, and then January, I call him again. Sales is persistence, it's the long game sometimes, right? I call him again every single time when after I talk with him. I'm like, okay, well, you're going right back into my call in the future list, okay? And so essentially, and I'll tell you guys, uh, I did end up closing it. Uh, I ended up signing him on. I sat there on the phone. We put a different credit card for each restaurant and each laundromat, everyone had a different uh payment info, different billing addresses. Actually, it took like 40 minutes. It was funny. Um, but we got him on board, did the services, and to this day I'm still doing all the services. And it's great because he's happy, he's getting a great deal on his services, his laundromats are being taken care of, and a lot of laundromats have German cockroaches. So there you go. That's one that a lot of people don't think about. I always go into laundromat, I look for the number, I call the people. There's actually another laundromat owner, she owns four locations, trying to get her on board. She even asked me, it's like, hey, can you put um the home on service as well? Can I get a discount? I said, Yeah, so I'll do your four laundromat locations in your home. She is not yet to jump on. I actually talked to her last month, and guess what? It's June. I will be calling her soon. I'll be following up because she is in my notes. She's the mighty to do my call list. Okay. Now, how do you organize that? Well, I always plan ahead. In my notes, I plan ahead. So in a notebook, it's pretty simple. Even on the um iPhone or your phone, it's pretty simple. You title the notes pretty much the month forward, right? So let's say it's June. Let's say that it is June, and I just called the laundromat lady, and she has four laundromats in her home. She says, Okay, we'll probably do that. Um, you know, let me let me call you later. Now, what I do is I go to my notes, I have a page titled July call list. Okay, that I put her name, her number, and details about our conversation, the quote I gave her, and all the properties that she potentially has. Then now I walk away. And when July comes, I will go to my July call list and my July notes, and I will call everyone there. Sometimes I fill up a whole page. There's plenty of leads, plenty of people to follow up with, plenty of referrals. Even if you have current clients and they tell you, yeah, I have this other property, this other home I want you to treat. Well, I'll put them on a call list. And you can organize it. You can go into your phone right now and plan this. It's June right now. Make a call list for July, August, September, October, November, December. Do it now. It's six pages. You just title each one, right? July 2026, call this. Then when you talk to people here in June and you're trying to do your sales and you're going door to door, or you're calling your referrals, or you're following up with leads, and you're not closing them in June, add those people to July, or add them to August if you want to give them two months. It's organization, it is the key, it is your tool to succeed. It is your way to stay on top and stay ahead of the game. Right. So that is the first tool. Just notes. You form a call list or you form leads, right? I integrate this with my software. Um, I'm not sponsored by them, but I use field routes. Uh they're really cool. And essentially, there's like this alert feature that you can do, and you could talk to yourself in the future. And so that's what I do. Uh, I will send in alerts. I'm paying for the software. So now I kind of, even though I still use my notes on the iPhone, but when I first started, I was using, you know, like a notebook, but now I've upgraded to software, and now I essentially use that software and integrate that with my sales. Um it's really good too to add, you know, specific notes like client instructions, scheduling, everything like that. Okay, so let's go on to the next tool. The first tool I recommend it was notes, right? Very simple. The next tool is also a must and very simple. A business card or sales flyer or both. You need those, okay? You need them. You can't really go far without them, right? In fact, every time I do an initial service with a client, and just a quick side note, I've been killing it this week and this month already. I already have like five sales, and that was spanning from Sunday, which was that was May 31st, and then it's June 1st and 2nd. I have five sales already, all homes. And each time I do their service, their initial service, I give them three business cards. I go to VistaPrint, I buy in the thousands of business cards because I'm handing those out like free candy or something. You know, I'm just handing them out, you know. Um and a gentleman today was awesome. You know, he didn't want to do a subscription plan, he didn't want to do a frequency, he just said, Hey, bro, like I'm on a budget and you know, you're family owned. I'm just looking for a one-time. I said it's all good. I'll give you a one-time price, and then I'll honor that price for you in the future. Just call me back, you know. And he said, Oh, I definitely will, man. Like, I definitely will. And I gave him a bunch of business cards, and he said, I know people, my sister lives down the street. She actually just signed up with the new company and she was looking for one last month, but you know, I'll keep we'll keep you in mind. And with my customer service and and with how I conduct myself and how good of results I can guarantee, I know that eventually he's going to call me back. Maybe I'll get his family member, and that stems to referrals. A lot of my growth recently has been referrals. So let's look here. Bear with me. I'm just gonna pull up something here. Okay, here we are. So in May, I had one, two, three, four, five, six, seven, eight, nine, ten. Ten sales in May. Okay? Not too bad, right? Not too good. But also, um, I'm not only a salesman. Um, I have to run the business, everything like that. Out of those ten sales, five were referrals. Five. And what is a referral? Well, it's someone you've already sold or someone you know that they recommend you to people they know. So if someone says, I need a bug guy, I need a pescator, I need an exterminator. You know anyone? Yeah, I know Anthony. He owns his own business, he's great. He he's gotten rid of my rats, he's gotten rid of my cockroaches, I've referred them to my sister, and now I'm referring. You are your own tool as well, right? You are the salesman, you are the representation of yourself, you are the person who will guarantee things. Okay. So let's get back to the tool, which is business cards, okay, or sales flyers. They don't need to be complicated, they can be simple, let them look professional. As I said, I'm not sponsored by them or anything, but I go to VistaPrint, you can design them, and when you buy in bulk, you get a pretty good deal. And I buy thousands at a time, and it's affordable and it is needed because that business card can generate you so much, it can generate you more sales than you know, right? Just by giving a client a business card. Maybe you go and you're standing in line at the bank, or maybe you are going to get breakfast at your favorite little coffee shop or something like that, or you get grabbing a coffee and you strike up a conversation with uh a person. I was about to say client. That's just how I think everyone in this coffee line is a client, a potential client, right? Um, but let's say you talk and and you let them, and if it lands into what you do for work or or what you can offer, then essentially you can give a business card. And it's that simple, right? Here's my business card. If you ever need help with anything pest control related, I do bed bugs, I do cockroaches, ants, wasps, rodents, things like that. Give me a call. Or if you have any questions or concerns, I'm always available. That's what I tell everybody. A new client, an old client, a client I've had for a long time, a client that I don't even have yet, and maybe we'll be doing work together in a month or two. I always tell them this number here on the card, you can text it, you can call it. I'm always here to help. If you have any questions or concerns, let me know. Now, this is more of a competitive aspect, but essentially sorry about that, I had a quick distraction. Sorry for the technical difficulty. But this is more on the competitive note, and a lot of times I'll talk to clients and say, Oh man, I wish I would have gone with you, but I already signed up a new contract with the company. It happened with the restaurant, he just opened up, and oh, I'm a hawk. When new restaurants or commercial buildings open up, I'm there. I am there. In fact, here's what's something uh that is crazy. I actually got a sale just dropping my business card in a door. It was this giant uh restaurant, it was a Korean barbecue spot that was not even open yet, and they were like working on it, and I just go up and I slide my business card into the door, and then I'm like, all right, well, maybe when they open up, I'll come back. And then I get a call like three months later, and they say, Hey, we got your business card, we're open, we need service. Can you come give us a quote? Of course. One little business card. And at VistaPrint, when I buy a thousand of them, it costs like, I don't know. Five cents or something. It's not that it's not expensive at all. It's like this five cents just turned into a hundred dollars a month at this restaurant, right? And then now I'm paying, it's paying it, it's paid for itself the first service, and now it's paying for gas, it's paying for your products, it's paying for anything that's used at the service, and now you're turning out a profit. The business card is key. Sales fires are good as well. Most companies are gonna have both, whether that be door hangers or little coupon codes, business cards, you need them. If your company is not supplying that for you, go supply yourself. Put your destiny in your own hands again, right? Set yourself apart. What are you gonna do? You're gonna tell clients I don't have business cards, my company won't uh give me any. Well, you think that client's gonna be confident in using your service? Wow, they don't even get their own guys' business cards. That's crazy, hmm, right? Figure it out. You know, you you can do it. You are the master of your destiny, and as a salesman, whether it's your full-time job or you're trying to break some company records and trying to get an extra bump on your paycheck, or you're starting your own business. Get business cards. You need them. Have your email on there, your number, your name. Um man, do I have I don't have a card handy? I would tell you guys what my card looks like. They're all in my dork truck. Um, anyways, mine is pretty simple. It has um, man, I'm over here dropping things. I don't know if you guys heard that. All right, then we're okay, we're having technical difficulties here at the studio. We I am sorry. I actually took a little break. I had the stomach flu into a vacation and I have not uploaded, and I felt bad. I was like, man, I want to upload every week. It's been about two weeks, so if you are an avid listener, I apologize. I will be uploading inconsistently. And I had I had one person reach out. If you made this far, someone reached out to me. Um, I use Buzz Sprout, and essentially, if you look in the description of the episode, wherever you're watching it, there is a link. You can literally send me a message or a voice message, and I will get it, and I could reply directly to you. Now, just a heads up, and if you're listening, uh, who reached out to me, uh, he's a guy in Arizona wanting to start his own business. Um, I wasn't able to send a big reply, so I do apologize. Um, I would shout your name out, but I don't know if you're being anonymous. Uh, I will do some shout-outs, actually. I got a couple people that want me to shout them out. Um, but I cannot write a lot to reply to you, and I can't reply again. There's so much more I want to tell you, Mr. Arizona. So reach back out to me, and I would love to get your email and you know, write a more detailed uh thing about you know what you're going through. You want to start your own business, and who's better to know that than me, someone who's literally started his business from nothing, and now I'm paying all my bills and some, right? So I'd be more than happy to help you. Um, so I can't reply again to you, but please um send me your email or reply to me, and then I can shoot you my email and then we can talk further. And if you want to come on to the episode, please, by all means, I would love to have you call in and we can have a conversation. So gonna give a quick shout out to he's been on the show uh as a co-host, and he is actually going to be fully starting and jumping into his pest control career, and it's a shout-out to Mr. Donovan. So, shout out to him. He is going to be joining us, he's been kind of dabbling in it here or there, helping me out on odd jobs and things like that, and now he's going to fully commit. So, shout out to Donovan. And if you want to shout out, just drop a review, send send me a message, things like that. So, anyways, back to the episode. So, business cards are key, sales flyers are key, right? You you need them, you need to take notes, you need business cards, okay? I'm not gonna sit here and say, Well, you might get good sales without them. Sure, of course you can, okay? You can get a sale with someone and there's no paper trail and they just pay cash, and it's just like this like weird little loose sale, and yeah, you could get that, right? I'm not gonna sit here and lie to you and say, you need a business card, you need notes. No, you can close things out pretty easily, right? But this isn't about that. Remember, sales isn't about one sale, it's not about two, it's about many, many, many, many sales. Right? You don't ever want to put a cap on your sales, you want to keep going, you want that number to grow and grow and grow. Okay? That's the point. Set yourself apart, organize yourself, use these tools, take notes, have call list, have follow-up list, use your business cards. You do an initial service, give that person a few business cards. I do it every single time. Okay, every initial service I do, I give business cards, and I tell them, if you have any friends or family, let me know. Tell them, give me a call, I'll take care of their issues. And even better, if your company allows it or does it, or you can make up your own little deal, tell them there's a referral bonus. So for a company I used to work at, we used to do you get your you get a free service. If you refer somebody and they sign up a contract, you get a free service. There was people on there that had like four or five referrals, and they're like getting a year's worth of pest control for free. And it's like, great, we just had six more contracts out of because one person, a client, they're not even a salesman, they're not even on the salary. It can work. My right now I'm not really doing any deals for referrals. Um I probably should. Wow, I'm like self-reflecting here. I've been getting so many referrals, and uh, I'm not really giving a deal. I'll probably I'll probably implement something pretty soon here. As I grow, my my client pool grows. I start getting a lot more emails. I'll probably send out a mass email or something saying, hey, we have a new little referral program. You refer someone to uh the business and they sign up, get their first service, you get a free service, or you get half-off, something like that, right? But you can do that, you know, be creative. Like there were so many times that I would do like little cheeky sales tactics, and my company didn't have any idea what it was, right? Like I would do like little, I would do like little things like okay, I'll tell you what, you can't tell my manager this, but we're going to waive your initial fee instead of 250. You're only gonna pay 125, and then we'll start you on a 90-day program when I already had clearance to waive initial fees, right? And it's like it and it's I I get it could be a little disingenuous, or you know, it might be a little white lie, but uh technically it's not. Let's say your initial fee is 250, but you already had the clearance to waive them. It's just little things like that help out. Man, I feel like a sleazy salesman by saying that, yeah. Um, hey, it works. I have great numbers. Um, but business cards, okay? Get them. If you can't get it, get your own. And if the company refuses for you to use their brand on your own business card, you might be in the wrong spot. You might need to find a new company or start your own, right? So, tool number three. Now, this one is a little bit more optional. Notes is not optional, and business card is not optional, okay. But this one is a little bit more. Um, you don't really need to do it, but it will help if you do do it. Um but that is uh having like a deal, or it's it's like a coupon. Okay, how do you how can I explain this? Um, so I have a sales flyer that I use, and one of my key um sales points right now is a new business special. Man, what do you oh promotion? Okay, man, I cannot think of the word. This next tool is it's optional, but it's a promotion. What is your promotion? Do you have a promotional event? What is it people will buy more often if they if they believe that there's a deal? And I am given a great deal. My promotion right now is a three-year price lock. Okay, you sign up with me, I lock your price for three years. No annual fees, no price raises, anything like that, right? The eyes get wide when I say that. There's so many clients like, whoa, okay, well, hold on. I got I got I literally had a guy when I told him, he's like, Hold on, oh, I got a brother and I got a cousin. Hang on, hang on. And sure enough, I got them on on service, but have a promotion, okay? Have a you know, limited time deal, a limited time promotion. What is it? Um, a company I worked for was doing a great one that clients loved, and it was um your first service is free, right? With a contract, and then how they made up for that is essentially they would sneak in a 30-day service right after it, and then do a 60-day follow-up, and it was every 60 days. So, in a year, if it's every 60 days, you're going to get six services. So, if you're charging $100 for your every 60-day service, you're bringing in $600 annually from that client. And that's where the dollar signs start to pop up. Because what if you have 10 clients, right? That's $600 turns into $6,000, right? So you still, if you were to do seven services, right, because because you're doing the first service free, you sneak in that sixth service so you can stay on top of that first year, and then you start to make your money back the second year, right? There is some times where you're going to get hurt. Some jobs you will make money off right away, others it'll take time because maybe you'll be like, okay, I'll throw in some free bait stations for you. So you might take a hit. You know, you got a lot of deal shoppers, but have a promotion. Maybe it's hey, I'll I'll put out a wasp trap for you in your backyard, free of charge, or I'll put out a fly trap, or maybe I'll add webbing today for you, or maybe it's it's something completely different, maybe it's half off your first service, things like that, right? Have a promotion, have a deal. This tool, like I said, it's not as crucial because I I use it, but it's not what's generating me all my sales. It's definitely a good hook, but it works. Figure out a promotion, get creative. Mine is the three-year price lock. Other ones are waiving an initial fee. Maybe the first service free, maybe your first service half off. Things like that. Have a promotion. Give someone an impulse to buy. Make them feel like I gotta do this. Another tactic I did that worked great was I put a timer on certain deals. I would tell them, I can waive your initial fee now. Let's get this job done today. If they tell me no, okay, the deal stands, but I can't hold it forever. I'll be calling you back, but after two weeks, I can't give you this deal anymore. Put a timer on them, maybe a week, maybe a month, right? Make them feel a little bit of pressure for them to jump on the deal. Okay, that's what I told the laundromat lady. I'm giving her a really good deal for her four laundromats in her home. So five locations, all monthly services. And I told her, I said, Hey, I won't be able to hold this deal for long. The prices will raise, so I'll be calling you back, but we gotta lock it in. And honestly, I will honor it. Like I will tell her, like, sorry, like you should have called me a while ago. You know, um, I I'm I'm gonna end unless she she said, Well, we'll do it, we'll get the cards in today, we'll do the services, then I'll I'll fold because I'm a sucker for a sale. So, anyways, the three tools that I recommend there, and these are tools that will help you stand out and help you become a successful salesman, taking notes, okay? Have future call lists, have to-do list, have notes, write things down. You won't remember everything because you're going to have so many interactions. The second tool is a business card. You need that. Get a business card, make sure you have a lot, give them out of the initial services, and have sales flyers, things like that. And the third tool is a promotion. Why should a client choose you? What is your company or what are you offering that is better than other companies? Why should you be chosen? Right? So, thank you so much for listening. As always, please reach out. I want to talk to you, I want to hear from you. I want to give you shout outs again. Shout out to Donovan. He's officially stepping into the pest control industry. So, a new guy, a new technician joining the ranks. So, thank you so much for listening. Have a great day.