The Boardroom Buzz: Grow, Sell, or Exit

In this episode of The Boardroom Buzz, the Blue Collar Twins sit down with Lenny Gray, the guy other Utah killers call “the godfather of door-to-door.” Lenny started as an Orkin rep in the late 90s, built his own pest company from two dudes and a truck into the largest residential player in Utah, and went on to three separate exits across multiple branches. Today, he runs D2D Millionaire, helping 40+ home-service verticals build in-house door-to-door programs that grow fast without nuking retention or reputation. If you’ve ever wondered whether you should build a door-to-door team, outsource to a marketing company, or avoid it completely, this is your playbook. You’ll learn: • How Lenny went from missionary door-knocking to three pest-control exits • Why outsourced D2D vendors often charge 120% of first-year revenue and wreck your economics • How he kept 80%+ retention on door-to-door accounts by selling and servicing differently • A simple, low-risk way to start D2D: knocking neighbors of existing customers • How A1 Garage Door uses a “sticker play” to print future demand with 42% conversion • Why Lenny thinks we’ll see 1M+ reps knocking by 2030, and what that means for your edge Ready for boardroom-level help with your own business? • Grow, sell, or exit your service company with Potomac: https://www.potomaccompany.com Connect with the hosts: • Blue Collar Twins – Jason & Jeremy Julio: https://bluecollartwins.com Connect with Paul: • Paul Giannamore – Managing Director & M&A advisor at Potomac: https://www.linkedin.com/in/paulgiannamore

In this episode of The Boardroom Buzz, the Blue Collar Twins sit down with Trevor Sharp and Scott Sandberg from Ruva Pest Control, the Utah door-to-door guys who packed up, moved to Connecticut, and built a high-retention pest brand from scratch. In just three years, Ruva has stacked close to 3,000 five-star Google reviews, blended aggressive door-to-door with disciplined digital, and built a culture where twenty‑somethings earn $80K+ and line up for supervisor licenses. They share how they chose Connecticut, why they fired almost their entire first ops team, and how they rebuilt around culture, referrals, and customer experience. This is a doors-to-boardroom playbook on building a real company behind a door-to-door engine. You’ll learn: • Why they left a big national and relocated to Connecticut with zero presence • The hiring mistake that wrecked year one ops and how they fixed retention • How they use NPS and review-based incentives to drive service quality • Why combining door-to-door with LSA, PPC, and referrals beats single-channel growth • How they’re structuring branch equity for future leaders (and why it matters) Ready for boardroom-level help with your own business? • Grow, sell, or exit your service company with Potomac: https://www.potomaccompany.com Connect with the hosts: • Blue Collar Twins – Jason & Jeremy Julio: https://bluecollartwins.com Connect with Paul: • Paul Giannamore – Managing Director & M&A advisor at Potomac: https://www.linkedin.com/in/paulgiannamore

What does it take to build a pest control company that wins—year after year—without relying on outside investors to do the heavy lifting? According to Chase Goodeill, it starts with the right people around you. This week, the Blue Collar Twins sit down with the owner of Pest Control Consultants to unpack why he and his partners joke they’re the “’96 Bulls”—a tight, competitive crew with complementary strengths, a “whatever it takes” mentality, and a shared mission to turn pest control into a wealth-building vehicle for everyone on the team.  Chase shares how he learned to sell before he scaled—cold calling businesses, knocking doors, and driving prospects to a yes or no with relentless follow-up. He breaks down the real mechanics of growth: building sales teams, moving into bigger markets, and expanding into multiple branches across states while keeping profitability front and center.  The conversation dives into partnership structure, acquisitions, retention realities, and why Chase believes you can go fast alone—but to go far, you need a roster that can carry the load.  🎧 Tune in for a high-energy masterclass on building a team-first pest control platform—where the culture is competitive, the goals are massive, and the partners win together.   https://www.linkedin.com/in/paulgiannamore www.potomaccompany.com https://bluecollartwins.com

Michael Garvey isn’t a full-time entrepreneur — he’s a full-time New Jersey state trooper who built a serious lawn fertilization and weed control business on his days off. The Blue Collar Twins sit down with the founder of Coastal Fertilization to unpack how discipline, structure, and smart partnerships turned a side hustle into a tightly run operation serving nearly 900 customers. Starting in 2017 with just 10 accounts, Michael leveraged mentorship, branding, and systems to scale Coastal without chasing discounts or cutting corners. He breaks down why professional trucks, visible yard signs, referrals, and geographic focus outperform flashy marketing — and how staying “middle of the road” on pricing attracts the right customers. From delegation and route density to cash flow discipline, CRMs, and building a business that doesn’t rely on constant chaos, this episode is a masterclass in running a service company with intention. 🎧 A grounded, tactical conversation about building real momentum — one system, one route, and one disciplined decision at a time. https://www.linkedin.com/in/paulgiannamore www.potomaccompany.com https://bluecollartwins.com

Landscaping has long carried a rough-and-ready reputation — trucks with branches sticking out, stained shirts, and crews that “get the job done” but don’t always look the part. Brian Hatfield set out to rewrite that story. The Blue Collar Twins, Jason and Jeremy Julio, sit down with the President of ByDesign Landscapes to unpack how he built a brand where clean fleets, crisp uniforms, and elevated service weren’t nice-to-haves — they were the strategy.  Brian started cutting lawns with his father, worked for top New Jersey competitors, and saw firsthand how the image of the industry held companies back. In 2005, he launched ByDesign with one goal: prove landscaping could look, feel, and operate like a top-tier contracting business. Today, with 235 employees across multiple divisions, ByDesign’s presentation has become its calling card.  From spotless trucks to professional sales teams to premium installations backed by warranties, Brian explains why presentation isn’t cosmetic — it’s a competitive advantage. And with long-tenured leaders like Jesús steering operations, the culture behind the brand is every bit as strong as the visual identity.  🎧 A masterclass in brand discipline and operational pride — showing how elevating the image of an entire industry starts with elevating your own. https://www.linkedin.com/in/paulgiannamore www.potomaccompany.com https://bluecollartwins.com

Most people in pest control don’t start their story in county jail — but Michael Keith did. The Blue Collar Twins, Jason and Jeremy Julio, sit down with the founder of Cal Coast Pest Management to hear how he went from a violent upbringing in South San Diego to building one of the most respected pest companies in the region. After doing time at 18 and cutting ties with his past, Michael bounced through jobs until a community college class introduced him to pest control — and the structure he’d been missing. From Joshua’s to Clark to hands-on mentorship, he built the skills that ultimately launched Cal Coast. Today, Cal Coast serves 900+ customers, employs eight team members, and holds a seven-year government contract. Michael shares how Muay Thai, emotional-intelligence training, and Stoic philosophy shape his leadership — and how strong culture and word-of-mouth drive 73% of his growth. 🎧 Hear how he went from gang life to KPIs and built a culture his team never wants to lose. https://www.linkedin.com/in/paulgiannamore www.potomaccompany.com https://bluecollartwins.com

From history teacher to CEO, Dan Peltz never planned on becoming an entrepreneur — but when he saw a gap in how young adults with special needs were supported after graduation, he built something extraordinary. This week, the Blue Collar Twins, Jason and Jeremy Julio, sit down with the founder of Shift New Jersey to uncover how a simple idea turned into a statewide service helping thousands — and ultimately, a multi-million-dollar acquisition. Dan shares how he launched Shift with no business experience, survived losing his investors just six months in, and scaled the company to 40+ employees and over a thousand clients served each month. He opens up about leadership lessons from the front lines — building systems, hiring for personality over experience, and surrounding himself with mentors who kept him grounded through growth. Now serving as Director of Organizational Effectiveness for the company that acquired Shift, Dan reflects on what it takes to balance impact with income — and why sometimes the right move isn’t to double down, but to step back. https://www.linkedin.com/in/paulgiannamore www.potomaccompany.com https://bluecollartwins.com

What starts with a $400 window job in college turns into a 21-year power washing powerhouse. This week, the Blue Collar Twins, Jason and Jeremy Julio, sit down with Freddie Hodge, founder of Clearview, to unpack how a family business built on hustle, humility, and heart became one of New Jersey’s most respected exterior cleaning brands. From cleaning windows with his dad on weekends to running an eight-truck operation with 26 employees, Freddie’s story is a blueprint for persistence. He shares how a single newspaper ad launched his career, why his wife’s obsession with systems changed everything, and how a focus on team retention and culture helped him achieve a 95% return rate in a seasonal business. Freddie breaks down his approach to hiring slow, firing fast, and building careers—not just jobs. He dives into training, tech, and the role of VAs and AI in keeping operations running smoothly. And he reveals how he turned challenges—like COVID shutdowns and seasonal slowdowns—into growth opportunities through consistency, creativity, and community. 🎧 Tune in to hear how a college side hustle grew into a multimillion-dollar company—and why Freddie believes real success isn’t about the next contract, but the team you bring with you. https://www.linkedin.com/in/paulgiannamore www.potomaccompany.com https://bluecollartwins.com

What do a CrossFit gym, a frozen yogurt shop, and an ice cream parlor have in common? Jay Vigilante. This week, the Blue Collar Twins, Jason and Jeremy Julio, sit down with the serial entrepreneur who proves that saying “yes” and figuring it out later can build a life most people only dream about. From overcoming addiction in his early twenties to owning three thriving businesses on the Jersey Shore, Jay’s story is raw, real, and relentlessly motivating. He shares how community, creativity, and curiosity became his secret weapons — turning a struggling gym, a $30,000 yogurt shop, and a for-rent ice cream store into profitable, family-run operations. Jay opens up about the power of second chances, the stress of employees, and why his definition of success has nothing to do with Ferraris — and everything to do with family, freedom, and fun. 🎧 Tune in to hear how a few bold bets, a lot of heart, and one simple rule — say yes more than you say no — shaped a life built on grit, growth, and good ice cream. https://www.linkedin.com/in/paulgiannamore www.potomaccompany.com https://bluecollartwins.com

When most people hear “ROX Rocks Heating and Air,” they don’t just remember the tune — they remember the brand. This week, the Blue Collar Twins, Jason and Jeremy Julio, sit down with Jason Stenseth, President of Prime Home Services Group, to unpack how $400, a beat-up truck, and a $60 jingle grew into a thriving portfolio of home-service brands. From working in his father’s HVAC shop at age 12 to acquiring and scaling multiple companies, Stenseth’s story is pure blue-collar brilliance. He reveals how bold marketing moves, community-first outreach, and a focus on profit over size powered his growth — and how systems, service plans, and strong teams keep it all running.  Tune in to hear how one catchy jingle, a few gutsy risks, and relentless drive transformed a small shop into a lasting brand built on grit, creativity, and customer loyalty. https://www.linkedin.com/in/paulgiannamore www.potomaccompany.com https://bluecollartwins.com

Dominic “DJ” Mazza walks through how a third-generation New Jersey scrap and demo outfit became one of the region’s most diversified recycling platforms—spanning transfer stations, a single-stream MRF, mulch & bagging, roll-off and commercial collection, scrap, concrete, and more. The Blue-Collar Twins dig into capital intensity, acquisitions (Liberty/Bull), building a professional management layer, and why process, cost accounting, and tech are DJ’s real superpowers. You’ll hear: How a Big Four CPA ditched fluorescent auditor rooms to scale the family business with cousin Jimmy.The “feed your own transfer station” move: launching roll-off & commercial collection to control inbound.Building a state-of-the-art single-stream MRF and a Scotts mulch bagging line—plus what they’d do differently.Buying right: Liberty & Bull, when to keep local brands, and bringing in an A-player COO from Waste Management.Valuation reality in waste/recycling, why the industry is capital- and compliance-heavy, and where DJ’s building next. Show links: From Gym Teachers to Service Leaders: The Julio Twins' Story | Last Bite Mosquito, Viking Pest https://youtu.be/DAYxtzhswxs From PE Teachers to Pest Control Owners: The Julio Twins Share Their POTOMAC Experience https://youtu.be/HAx9noqsqTo https://www.linkedin.com/in/paulgiannamore www.potomaccompany.com https://bluecollartwins.com Produced by: www.verbell.ltd Timestamps 00:00 – Cold open: capital-intensive ops, team size, and early acquisitions (Liberty/Bull) 00:49 – Intros; first waste/recycling guest on the Buzz 01:32 – BU → Deloitte CPA years; why auditing felt like “double-checking” not building 02:36 – Back to the family business; the 1964 roots and grandfather’s original operation 05:12 – The cousins’ plan: DJ + Jimmy begin shaping the next chapter 07:24 – From local scrap to regional platform; footprint across New Jersey and greater Philly 07:46 – Exiting demolition to focus: redeploying time/capital into scalable lines 09:15 – “Feed the transfer station”: launching roll-off with a truck and ten cans 10:32 – New bagging plant: producing Scotts mulch for Home Depot/Lowe’s in the Northeast 11:17 – Inside the single-stream MRF: optical sorters, PET capture, and why the facility’s different 12:59 – Why processing costs are high; plant capex and how the permit strategy started (cardboard → full stream) 15:08 – Touring plants, picking vendors, and what they’d change in hindsight 15:41 – Size, scope, and staying privately owned; leading a 250-person team 18:45 – Property bets from the ’80s and how real estate underpins growth 25:22 – Business lines roll-call: transfer stations, MRF, mulch/topsoil, scrap, concrete, tires, roll-off & commercial routes 27:17 – Open to the public; marketing mix and in-house director driving search & demand 31:20 – M&A integration: DJ runs diligence/legal, Jimmy runs deal sourcing; adding a seasoned COO 32:47 – Valuation talk, regulatory moat, and why scaling takes management depth 35:24 – Planning horizon, pivots, and what it takes to double again 38:03 – Hours & throughput: accepting to 5pm, processing to 10pm; hiring/keeping A-players

Founder Arturo Lewin unpacks the drayage grind behind U.S. imports—how Alliance Worldwide Logistics Corp grew from a two-truck hustle into a reliable intermodal carrier by obsessing over turn times, chassis and free-time clocks. The Blue-Collar Twins dig into pricing discipline (detention/demurrage/accessorials), owner-operator recruiting, port/rail expansion, and the culture/tech stack that keeps containers moving when everyone else is stuck at the gate. You’ll hear: Port Playbook: dispatch, pre-pulls, and the free-time math that saves customers from five-figure D&D bills.Pricing That Holds: accessorials, fuel, per-diem, and how to educate shippers without losing the relationship.Fleet Strategy: balancing company rigs with owner-ops, safety incentives, and dedicated lanes.Ops Backbone: TMS + ELD + GPS + EDI, photo proof at every milestone, and real-time customer updates.Expansion Moves: port to rail ramp, inland hubs, and when to say no to the wrong freight.People & Culture: training dispatchers to think in “minutes and miles,” not just loads and rates. Show links: From Gym Teachers to Service Leaders: The Julio Twins' Story | Last Bite Mosquito, Viking Pest https://youtu.be/DAYxtzhswxs From PE Teachers to Pest Control Owners: The Julio Twins Share Their POTOMAC Experience https://youtu.be/HAx9noqsqTo https://www.linkedin.com/in/paulgiannamore www.potomaccompany.com https://bluecollartwins.com Produced by: www.verbell.ltd Timestamps 00:00 – Cold open: “In drayage, the meter starts the second the box hits the ground.” 00:48 – Intros: who Arturo serves and what Alliance Worldwide Logistics does 02:10 – Origin story: first port run, first customer, and the early two-truck lessons 05:20 – What shippers miss: demurrage vs. detention vs. per-diem explained in plain English 07:15 – The free-time clock: pre-pulls, storage, and when paying yard fees beats D&D 10:05 – Rate integrity: accessorials that keep you alive (and how to present them) 12:40 – Fleet mix: owner-operators, company trucks, and safety incentives that actually work 15:30 – Turn-time obsession: appointment windows, gate queues, and chassis availability 18:25 – Tech stack: TMS, ELD, GPS photos, and EDI status codes customers care about 21:10 – Port → rail: adding inland ramps and choosing the right 3PL/BCO partners 24:30 – Recruiting & retention: why dispatcher quality keeps drivers loyal 27:45 – 2020–2021 lessons: congestion playbook and the “never again” SOPs 30:20 – Saying no: freight that looks good on paper but kills your day 33:00 – Building culture: minutes and miles mentality; daily huddles that prevent fire drills 36:10 – What great shippers do: clean paperwork, quick unloads, and shared calendars 39:00 – Advice to founders: know your numbers, guard the clock, and protect your lanes 41:30 – Close: what’s next for Alliance Worldwide Logistics and where Arturo is placing bets

Skye LaJaunie joins the Blue-Collar Twins to unpack how she moved from salon owner to visionary at LaJaunie’s Pest Control, why EOS transformed her leadership, and how the Eagles Nest peer groups are forging courageous, accountable operators. From door-knocking with her family to doubling goals and navigating the next wave of regulation and tech, Skye lays out a clear, people-first path to scale. You’ll hear: How Skye shifted from integrator to visionary—and why disciplined meetings changed everything.The origin of Eagles Nest peer groups and the “feedback is a gift” covenant that drives real results.Women in leadership: turning “different” into a superpower and finding mentors across the industry.Daily cadence: 4–5 a.m. starts, meditation, yoga, and staying out of the office to empower leaders.Future lens: drones, smart traps, and why regulation may force evidence-based applications.Growth plan: doubling the business while keeping purpose, clarity, and culture at the core. Show links: From Gym Teachers to Service Leaders: The Julio Twins' Story | Last Bite Mosquito, Viking Pest https://youtu.be/DAYxtzhswxs From PE Teachers to Pest Control Owners: The Julio Twins Share Their POTOMAC Experience https://youtu.be/HAx9noqsqTo https://www.linkedin.com/in/paulgiannamore www.potomaccompany.com https://bluecollartwins.com Produced by: www.verbell.ltd Timestamps 00:00 – Cold open: “Entrepreneurs and leaders make the world better—by showing up.” 00:50 – Intros and early story: salon owner → service entrepreneur → pest business partner 02:30 – Counting doors at age 8: the money/operations curiosity that never left 04:10 – “Be better to do better”: mentors, books, and servant leadership 06:45 – EOS enters the chat: L10s, IDS, and hiring a pro implementer 10:55 – Roles evolve: from Jared’s integrator to Skye as visionary with an integrator under her 13:40 – Women in pest: why being “different” opened doors and accelerated mentoring 18:50 – Eagles Nest: structure, radical accountability, and measurable growth 26:00 – Purpose over shiny objects: clarity, focus, and saying no to distractions 31:30 – Daily habits: 4–5 a.m. routine, yoga, meditation, task mastery 34:45 – Why grow now: doubling as a way to expand people, capacity, and impact 39:30 – Tech & regulation: smart traps, IPM, and the shift away from calendar apps 42:30 – Acquisitions: two small buys and lessons learned 45:30 – Wrap: staying positive, empowering leaders, and writing “The Writer” book next

From a wrong-number job interview to running two Bay Area branches and finally launching his own shop, Josh Fleenor lays out how Pest Pros grew from two trucks to a regional force—anchored in multifamily, a “whatever it takes (the right way)” culture, and promoting leaders early so the company can scale without breaking. You’ll hear the origin story, the first-year sprint to $747k, the blue-ocean play in property management, and how hugs, hard conversations, and clear guardrails keep the team winning year after year. You’ll hear: The misdial that led to pest control, five years at Clark, and the leap after a dissolved partnership.Why multifamily became the beachhead—and how value + pricing flipped “dirt-cheap” accounts into real margin.The year-one LinkedIn blitz, $700k booked in property management, and testing channels by turning Google off.Culture in practice: “no excuses, find a way,” hugs and vulnerability, and guardrails so “whatever it takes” doesn’t burn families out.Hiring slow for core values, promoting early to build leadership layers, and a structure that rotates HQ leaders into satellite offices.Tech & tools: cautious AI (great for SOPs, not for phones—yet), contests, and experiences that bond the team. Show links: From Gym Teachers to Service Leaders: The Julio Twins' Story | Last Bite Mosquito, Viking Pest https://youtu.be/DAYxtzhswxs From PE Teachers to Pest Control Owners: The Julio Twins Share Their POTOMAC Experience https://youtu.be/HAx9noqsqTo https://www.linkedin.com/in/paulgiannamore www.potomaccompany.com https://bluecollartwins.com Produced by: www.verbell.ltd Timestamps 00:00 – Cold open: “Whatever it takes”—and why the team hasn’t missed an annual goal in 7½ years 01:00 – Origin story: the wrong-number interview that led to pest control; Clark → Bay Area branch leadership 04:45 – “Meant for more”: deciding to go all-in on the industry 08:00 – Partner plan dissolves; Josh launches Pest Pros with two trucks and a people-first vision 11:55 – Year one: LinkedIn property-management push and $747k produced by December 13:50 – Headwinds: SPB complaints, Yelp shutoff, and finding the blue-ocean in multifamily 16:30 – Pricing for value (not “dirt-cheap”); personal connection as the wedge 18:45 – Financial lumps and learning—what he’d do differently 19:45 – Leadership layers: promote early so managers can practice accountability 22:00 – Morning routine, boundaries, and defining what “whatever it takes” does—and does not—mean 24:50 – Channels & testing: billboards, TV, referrals; turning Google off to see what’s real 28:10 – Expansion map: Concord HQ, Yuba City, Roseville; “own NorCal” before jumping farther 30:40 – Rebuilding a misfiring satellite office around core values; HQ leaders rotate in monthly 33:00 – Production targets: $1,400–$1,500/day per truck—without 12-hour burnout days 36:30 – Culture mechanics: hugs, vulnerability, Kings-arena party, Tahoe yacht, contests 42:45 – Hiring for values; when a “maybe” hire isn’t a culture fit 44:00 – AI today: SOPs/emails yes; phones not yet—protect the experience 47:00 – Imperfect reps > perfection; posting, writing, and getting better on camera 49:30 – Parenting and adversity: giving his daughter the space to earn her own stripes 51:10 – Closing: mentorship, masterminds, and a people-first vision for the next chapter

Part inventor, part hustler, part one-man media team—Mike Silva turned a Thanksgiving garbage-can game into QB54: a dual-purpose football game you play (then sit in). The Blue-Collar Twins dig into how he went from beach-day preorders to manufacturing at scale, survived COVID freight shocks, landed in 200 Dick’s Sporting Goods stores, and kept his family in the ride the whole way. You’ll hear: The origin story: buckets to chairs, a light-bulb prototype, and first cash-in-hand preorders on the Jersey Shore.Testing before betting: small runs, tailgate demos, and learning to trust (but verify) manufacturers.Retail reality: terms, freight, tariffs, drayage—and why “getting in” is nothing without “selling through.”Media engine: eight years of footage, smart ad buying, ROAS/CAC basics, and turning reactions into conversion.Resilience & risk: six-figure debt, family support, mentor advice (“stay even keel”), and the grit to keep moving.What’s next: Shark Tank exposure, overseas distribution, and a potential soccer variant. Show links: From Gym Teachers to Service Leaders: The Julio Twins' Story | Last Bite Mosquito, Viking Pest https://youtu.be/DAYxtzhswxs From PE Teachers to Pest Control Owners: The Julio Twins Share Their POTOMAC Experience https://youtu.be/HAx9noqsqTo https://www.linkedin.com/in/paulgiannamore www.potomaccompany.com https://bluecollartwins.com Produced by: www.verbell.ltd Timestamps 00:00 – Cold open: “Believe in yourself… good things happen.” 00:41 – Meet Mike Silva, co-founder of QB54; what the game is and how it works 02:02 – Thanksgiving genesis: garbage cans, CB antennas, and a lifelong idea 03:54 – 2015–2016 decision to launch; neighbor won’t stop playing → “we might have something” 06:00 – First prototypes, the beach test, and 15 preorders from strangers 08:06 – Finding a factory, early small runs, and learning to test the market first 10:00 – Stadium-to-stadium hustle; bringing the kids and paying per sale 12:06 – Patents 101: provisional, design, utility—why protection mattered 14:20 – Family partnership, buying out his brother, and staying “even keel” through highs/lows 17:01 – The debt valley: $600k+, COVID container shock, and clawing back with ads 20:04 – Retail education: 90-day terms, consignment risk, Bed Bath test that needed in-store demos 23:59 – Freight, tariffs, drayage, warehousing—why COGS is only the start 27:01 – Marketing misfires, learning skepticism, and finding the right 3PL (“ShipDaddy”) 30:30 – Best day ever: 320 units in one day (and the ad spend behind it) 33:00 – Building the media machine: years of footage → Facebook/Google/TikTok wins 38:00 – Influencers, content gaps, and why reliability beats free product 41:20 – Brand placements (Corona/Labatt/retail displays) and the need to show how it plays 46:10 – Shark Tank journey: audition, pitch, and air date set (Oct 1) 49:50 – Community & peers: Founders Group, Crossnet lessons, and real-talk playbooks 53:40 – Exit possibilities, athlete interest, and league/sport potential 55:57 – Close: why the sale still feels like a rush and what 2025 could unlock

The Blue-Collar Twins sit down with Byron Gifford—the “godfather of door-to-door”—to unpack his ground-zero start in summer sales, the Evergreen chapters (launch, rapid expansion, strategic exits), and the operating cadence that lets his team add tens of thousands of accounts without melting down. It’s a masterclass in self-financing hypergrowth, centralizing ops, and developing leaders who can actually carry the load. You’ll hear: Hypergrowth reality: why fast scale feels like self-financing—and why people are harder than cash.Ground zero of D2D: Salesnet → Eclipse → starting a pest company from a marketing engine.Evergreen playbook: launch, densify, sell, reinvest—then rinse and repeat across markets.Centralized backbone: one call center, cookie-cutter ops, and tech/termite cross-sell that de-risk seasonality.Beyond the doors: building non-D2D channels (digital, referrals, tech upsells) until they rival summer volume.Leadership & longevity: morning “elevated state,” systems, and a health comeback that reset the throttle. Show links: From Gym Teachers to Service Leaders: The Julio Twins' Story | Last Bite Mosquito, Viking Pest https://youtu.be/DAYxtzhswxs From PE Teachers to Pest Control Owners: The Julio Twins Share Their POTOMAC Experience https://youtu.be/HAx9noqsqTo https://www.linkedin.com/in/paulgiannamore www.potomaccompany.com https://bluecollartwins.com Produced by: www.verbell.ltd Timestamps 00:00 – Cold open: cash for growth vs. developing the right people 00:48 – Intros: the Blue-Collar Twins welcome Byron “godfather of D2D” Gifford 01:42 – BYU mission → first summer selling → top rookie with Salesnet 03:18 – Salesnet bankruptcy, pivot to Eclipse, and launching a pest company from a sales org 06:00 – 2008 crash, reset, and the road back 08:58 – Evergreen launch: Seattle → Portland (sale) → Denver/Albuquerque; a parallel trash-marketing sidecar 14:00 – D2D economics: densification, rising CAC, and the 2–3 year LTV/retention bend 18:58 – “A-Team” cadence: department heads, cash-model precision, people as the limiter 22:00 – Morning routine: elevated state, gratitude, workouts, and living by the calendar 27:00 – Lyme disease detour → stem-cell recovery → throttle back on full 29:56 – Branch-owner model (50% local equity), lessons, and selective sales to strategic buyers 36:52 – Beyond D2D: digital, tech-sales, and termite cross-sell compounding into real scale 40:00 – Ogden, UT hub: central call center and cookie-cutter ops for multi-market control 43:26 – Panels, PestWorld, and a PCT Top-10 goal on the horizon 49:00 – Leadership philosophy: set expectations, kill drama, find solutions, keep moving

Maria Sorrentino started as a tech while studying social work and went on to build Pest Pros in Kalamazoo—plus Hive Nine and the “Lead People Manage Stuff” workshops. The Blue-Collar Twins dig into how she hires, pays, and develops people, why peer groups changed her trajectory, and the faith-driven mission that keeps her scaling without losing the heart of the business. It’s a field-tested blueprint for owners who believe culture and accountability win long term. You’ll hear: The “part-time is a lie” origin story and why pest control is a marketable, problem-solving trade.How she worked every role—tech to termite inspector to operator—and why being a people-first leader beats being a “bug nerd.”Comp & culture: the “altruism base” (paid non-billable hours), commission hygiene, and building a team that actually likes accountability.The Top-100 epiphany that expanded her vision—and how a 100-mile service radius actually works.Peer pressure, the good kind: inside “The Eagle’s Nest” where owners open P&Ls and leave with bruises (and breakthroughs).Why Hive Nine & “Lead People Manage Stuff” were built for leadership benches—not just owners. Show links: From Gym Teachers to Service Leaders: The Julio Twins' Story | Last Bite Mosquito, Viking Pest https://youtu.be/DAYxtzhswxs From PE Teachers to Pest Control Owners: The Julio Twins Share Their POTOMAC Experience https://youtu.be/HAx9noqsqTo https://www.linkedin.com/in/paulgiannamore www.potomaccompany.com https://bluecollartwins.com Produced by: www.verbell.ltd Timestamps 00:00 – Cold open: “Pest control is a real marketable skill… it’s problem-solving.” 00:34 – Intros + how Maria connected with the Twins (Pest Cemetery days). 02:00 – Getting in: social work student → office → certified → field (and why “part-time” is a myth). 03:16 – Working every role: tech, termite inspections, then operator. 03:56 – “People person” vs. “bug nerds” at home—owning her lane. 04:31 – Starting Pest Pros (2018) with a home-inspector partner. 19:29 – The “altruism base”: paid non-billable hours that keep teams balanced. 20:22 – Paul Bello: from officiating her daughter’s wedding to training her techs. 22:08 – Vision unlock: seeing Top-100 peers and realizing what’s possible. 23:16 – Service map: running a 100-mile radius out of Kalamazoo. 25:46 – Boundaries, family, and why the business became a shared “fun thing.” 26:21 – Coaching bias: why Maria pushes revenue (and learned to respect margin). 31:24 – Hive Nine Consulting: events that develop teams, not just owners. 31:52 – “Lead People Manage Stuff”: the leadership workshop series. 32:45 – Community: why pest control attracts the “best-hearted” people. 33:04 – Her personal mission—and how faith guides the next bet. 42:49 – Inside “The Eagle’s Nest”: open books, hard feedback, real accountability. 52:05 – Superpower: being a connector—and a final invite to collaborate. 53:09 – Outro & CTA to Potomac and more resources.

For three decades, Alina Stevens’ family business got “we want to buy you” letters almost daily—then in 2024, she finally said yes. In this candid conversation, Alina walks the Blue-Collar Twins through scaling All Pro Pest from ~25 to ~50 employees, choosing a buyer who kept the team (only one person left), and the emotional gear-shift from making every decision to consulting while the new owner hums along. It’s a masterclass in female leadership inside a family company, statewide routing without extra branches, and knowing when to let the kids “go to college.” You’ll hear: The moment “sell” went from never to now—and why employee continuity was the deal-breaker.How she modernized ops: true-mobile routing, GPS/cameras, and ditching IVR hell to stay customer-first.Lessons as a woman owner winning respect on job sites by knowing the craft cold.Why growth means you’re never “over the mountain,” and how to communicate for buy-in (not just talk).Life after close: the ego hit of “they don’t need me”… and the freedom to ask what’s next. From Gym Teachers to Service Leaders: The Julio Twins' Story | Last Bite Mosquito, Viking Pest https://youtu.be/DAYxtzhswxs From PE Teachers to Pest Control Owners: The Julio Twins Share Their POTOMAC Experience https://youtu.be/HAx9noqsqTo https://www.linkedin.com/in/paulgiannamore www.potomaccompany.com https://bluecollartwins.com Produced by: www.verbell.ltd Timestamps 00:00 – “We got buy-your-company letters almost daily for 30 years… then we finally sold.” 00:50 – Intros: Alina’s 2024 exit and the hard art of letting go 02:00 – “Never planned to be the bug girl”: Air Force pilot dreams → family firm roots (1971) 03:45 – Health crises, divorce, stepping in after raising kids—“somebody had to sail the ship” 05:10 – Change management 101: don’t flip everything at once (ask her how she knows) 06:45 – Choosing the buyer: keep the people, not just the book—only one employee didn’t continue 08:40 – Post-close role: retained as a 1-year consultant… but the newco barely needed her 10:10 – Scale at sale: ~50 employees, ~40 trucks; when she took over (~2015) it was ~25 staff 12:00 – Origin story: bank teller → office manager → marrying the boss (plus a $2/hr raise) 14:10 – Earning respect as a woman in a male-dominated niche: knowledge beats assumptions 18:30 – Statewide without branches: “true mobile” ops from home bases across Georgia 19:50 – From proprietary software (“Helper”) to mainstream + mobile; training older techs 22:30 – GPS & cameras: nightmare stories… and the crash video that saved a driver 26:00 – Phones & CX: VOIP, fewer prompts, always a human—because customer-first isn’t a menu tree 27:40 – “FITFO”: figuring it out through hiccups, turnover, and route remaps 30:20 – Leadership reality: 3 a.m. at the office, good people who stayed, and new opportunities under newco 33:00 – Comfort vs growth: the tag that says “AND NEXT” and a Mexico pest-control idea 34:45 – Mentors & marriage: productive conflict that made the business stronger 41:30 – Culture: family and team, where competition never outweighed belonging 44:50 – Communication = buy-in: expect 60–70% of your own intensity; tailor the message to the person 52:30 – Meeting Potomac and what “you’re the best” from an advisor really means

Flint-born mower jockey Sam Gembel went from nights-and-weekends side hustle to founding Atlas Outdoor—a 110-person, two-branch landscape + snow powerhouse now adding a million in revenue each year. In his first Boardroom Buzz appearance, Sam sits down with the Blue-Collar Twins to unpack: Grass-Cutting Genesis – quitting high school, banging stripes, and learning his real job was “making crew leaders,” not mowing lawns.Rapid Ramp – $300 k ➜ $1 M ➜ $3 M in four seasons, then stalling at $5 M until a coach killed the “sell-more” dopamine loop.Pandemic Reset – why losing seven crew leaders on Day 1 of 2020 became the filter that left Atlas with A-players only.Culture Proof – six values, weekly L10s, and year-round salaries that drive a 93 % retention rate despite brutal Michigan winters.Significance over Success – turning deposits into payroll, mentoring operators through the Culture Proof podcast, and building opportunity “big enough for everyone’s dreams.” Stick around for Sam’s take on staying calm in chaos, why A-players force owners to level up, and how Shawshank Redemption explains entrepreneurial self-sabotage. From PE Teachers to Pest Control Owners: The Julio Twins Share Their POTOMAC Experience https://youtu.be/HAx9noqsqTo https://www.linkedin.com/in/paulgiannamore www.potomaccompany.com https://bluecollartwins.com Produced by: www.verbell.ltd Timestamps (podcast.co-ready) 00:00 – Cold-open: “We self-sabotage the second life gets uncomfortable.” Buzz EP 213 Sam Gembel … 00:35 – Intros: Sam’s Atlas Outdoor story & Culture Proof podcast debut Buzz EP 213 Sam Gembel … 02:00 – High-school dropout to zero-turn crew leader; first taste of leadership Buzz EP 213 Sam Gembel … 06:50 – Learning his real role: create crew leaders, not stripes Buzz EP 213 Sam Gembel … 09:00 – Side-yard hustle becomes Atlas Outdoor; origin of the name & logo Buzz EP 213 Sam Gembel … 13:30 – Year-one $300 k, Year-two $1 M; growth by Facebook & word-of-mouth Buzz EP 213 Sam Gembel … 18:15 – Cash-flow cracks at $5 M: deposits as payroll and the first business coach Buzz EP 213 Sam Gembel … 24:20 – Mentor Blake Crawford’s quiet $14 M shop and 22 % margins Buzz EP 213 Sam Gembel … 30:10 – Hiring A-players vs. settling for Bs & Cs; institutionalized mindsets Buzz EP 213 Sam Gembel … 38:30 – Pandemic purge: seven crew leaders quit; culture reset & surge ahead Buzz EP 213 Sam Gembel … 41:00 – Year-round salaries for crew leaders; 93 % retention win Buzz EP 213 Sam Gembel … 45:00 – Snow & ice division: 26 rigs, “air hurts your face” winters, profit center Buzz EP 213 Sam Gembel … 50:00 – Vision + culture are the only non-delegables; calm-captain leadership model Buzz EP 213 Sam Gembel … 54:30 – Next chapter: five Michigan hubs, million-a-year organic growth, significance over success Buzz EP 213 Sam Gembel … 57:00 – Rapid-fire round: mantra under stress, lessons from Tommy Mello, habit for focus Buzz EP 213 Sam Gembel … 1:00:00 – Outro, Potomac Masterclass CTA, and Sam’s invite to audit your own attachment rate

What began as a $4-an-hour summer gig at Western Pest has grown into Hoffman’s Exterminating, a six-branch powerhouse ranked among PCT’s Top 100—and CEO Bill Hoffman is still at the helm. Certified as an entomologist and PCQI, Bill joins the Blue-Collar Twins to unpack how pig-farm discipline, union-shop lessons, and a “coach-not-tech” mindset fueled steady, one-to-three-hires-per-year growth—and landed Hoffman’s as the official pest-control partner of the Philadelphia Eagles. You’ll hear: Door-Knock Origins – mortgaging sweat equity into a one-man startup while moonlighting at a deli and landscaping crew.Coach’s Playbook – shifting from “crawl-space hero” to head coach and writing SOPs that free his team to execute.Eagles & MLS Deals – the referral chain—from a mom-and-pop acquisition to MLS partner to NFL sidelines—that proves community karma pays.Culture Moat – 20-year employees earn lifetime health insurance; paid volunteer hours keep staff and community for life.Seasonality Hacks – 55 % commercial mix, exclusion division, and weather “audibles” that keep 70 techs busy through Northeast winters.Mission Beyond Margins – board seats at two Ronald McDonald Houses, sustainability work at Lincoln Financial Field, and why “quality over quantity” still drives every decision. Stick around for Bill’s blunt advice on moving from technician mindset to $30 million CEO—and why the best companies know when to act big and when to act small. From PE Teachers to Pest Control Owners: The Julio Twins Share Their POTOMAC Experience https://youtu.be/HAx9noqsqTo https://www.linkedin.com/in/paulgiannamore www.potomaccompany.com https://bluecollartwins.com Produced by: www.verbell.ltd Timestamps (podcast.co-ready) 00:00 – Cold-open: “A $30 M CEO is a coach, not a tech.” 00:50 – Pig-farm work ethic: discipline, sharpened blades, and early hustle 02:35 – South-Jersey roots & lifelong Eagles fandom 02:55 – How referrals turned a tiny list buy into MLS ➜ Philadelphia Eagles partnerships 05:05 – Acquisitions to “Acquired”: recap of Bill’s first Buzz appearance 07:00 – Buying a $500 K mosquito firm—and learning seasonal economics 09:15 – Northeast seasonality vs. commercial stabilizer (55 % mix) 10:00 – Accidental entry: summer helper at Western Pest, 17 years old 11:20 – Youngest branch manager at 25 in a union shop 14:00 – Culture shift at Western sparks Hoffman's launch (1990) 16:00 – Business plan > job plan: mapping the ladder out of the truck 18:45 – “Head-coach” pivot—training others, not turning wrenches 19:05 – Growth cadence: adding 1-3 people per year to 100 staff 23:00 – Weather “audibles”: rain days become training & commercial installs 25:25 – New exclusion division born from techs’ handyman passions 26:55 – Retention: 20-year techs earn free lifetime health insurance 28:55 – Paid volunteer hours & community pillars (Eagles Youth, Union Pitch, Ronald McDonald House) 31:50 – Board roles & the Shamrock Shake origin of Ronald McDonald House 34:40 – Giving-back philosophy: customers, employees, community love loop 36:50 – Backyard beekeeper, fisherman, grandfather—off-hours balance 40:50 – Advice to one-truck operators: vision first, hire for ambition 46:00 – National-account niche: regional independents vs. the “Big 4” 49:45 – Future of pest control: techs always safe, managers must shine 53:10 – Final coaching wisdom: right people, right seats, Good to Great mentality 55:00 – Book that changed his leadership: Good to Great 56:30 – Flower-shop surprise & new Victorian HQ “Cheerful Dragonfly” 58:00 – Outro & Private-Equity Masterclass CTA