The Growing Pains and Mistakes that Lead to Big Success in Pest Control

Kyle Selbach doesn't mind employing tactics that have worked for him in sales and in leading a business on a clerk at hotel registration.

"I'll just look at the check-in person, right in the eye," Selbach says. "Do you have an upgrade?"

Selbach calls it an uncomfortable question.

"They get so uneasy," he says.

Most of the time, it works.

"We'll see what we can do, Mr. Selbach," might be the reply.

Being uncomfortable is a mindset instilled into Selbach by Steve Groeper, who hired him to run All "U" Need Pest Control in Fort Myers, FL.

"The more uncomfortable you get, the more successful you are," Groeper told his director of operations.

Selbach seems to enjoy being extremely uncomfortable because All "U" Need is aiming for revenue of $23 million in 2024. The company made its debut last year in the PCT Top 100 and, after a $14.1 million year in 2023, has moved up 31 places to No. 63 in PCT's newly released 2024 rankings.

Selbach fielded questions from host Amanda Salvatore on an episode of the Pest in Class podcast. Among their talking points:

• [05:43] How to address some of the growing pains of companies

• [13:36] The challenges of expanding to different locations

• [18:15] Advice to owners looking to expand and make a transition

• [22:10] Why getting uncomfortable is key to success

Check out these resources from the podcast:

• All U Need Pest Control

• Florida Pest Management Association

• FieldRoutes

• Ignite

To hear more stories from the pest control industry, subscribe to Pest in Class on Apple Podcasts, Spotify, or Amazon Music, or subscribe on YouTube to watch episodes. FieldRoutes welcomes your review and rating.