In this episode of the PEST Empire Builder podcast, host Matt Williams sits down with Lenny Gray, a door-to-door sales expert, author, and coach who built and sold a successful pest control company using door-to-door strategies. Lenny shares his journey from knocking doors to pay for college to becoming a top performer at Orkin, earning Rookie of the Year and making $50,000 in 1998. He reveals the three core principles of door-to-door success; hard work, mental toughness, and commitment; and explains how to overcome the fear and rejection that come with knocking on 600 doors to find your groove. Lenny also discusses his ethical, relationship-focused approach to sales, which has helped him train reps across industries like pest control, solar, and alarms.

Key Takeaways

Core Principles: Hard work, mental toughness, and commitment are essential to succeed in door-to-door sales.

Learning Curve: Talk to 600 people (about 50 per day, six days a week) to master the process and find your rhythm.

Ethical Sales: Lenny’s scripts and systems emphasize integrity, building long-term customer relationships rather than quick sales.

Efficiency Boost: Door-to-door sales can densify client bases, reducing technician windshield time and increasing profitability.

Life Skills: Door-to-door hones communication and resilience, skills that translate to any career or industry.

"If you’re willing to knock doors, I’ll make you able with systems that work."