From One Van to 300+ Contracts: Building Porter's Pest Control | Mark Porter - Pest Perspectives

Hello and welcome to PES perspectives episode 1919

episodes. It's technically it's

technically 18 with guests. First one was me telling people

I was doing a podcast because I kept talking about it and I'm

approved for all CPD bodies now the podcast is so that's good.

This podcast is basically to entertain and educate at the

same time, people within the pest management industry

generally or anyone that's within the pest control field

because it's a wide, it's a very wide space.

It is. And this week we have on Mark

Porter from Porter's Pest Control, which he's just

celebrated his eighth company, 8th year in business.

How you doing Mark? Very well, Sean, thank you.

It's nice to nice to make an appearance on it.

A bit nervous but I'll give it my best shot.

I'm the little podcast compared to the beauties and beasties.

You weren't nervous on that? Well, what can I say?

Them, them boys are legends, but they're doing, they're doing

really well. But as, as are you, you're

starting to pick up momentum now, which is good, and people

are following and sharing. So yeah, I thought I'd come on

and give the platform a bit of support as well, you know?

Yeah, cheers for that. Yeah, it's, it's been good.

Oh, I've got 1 already. Good night.

We used Mark Porter from PPC Best in South London, his team

to go to for sure. Wow, you really have put the

word out there. Thank you for for watching on

YouTube. Oh wow.

Well yeah, I did. I've offered big payments for

people to make nice comments. So yeah, people starting to cash

in already. Well, that's on YouTube that

one. So let's obviously go back

before you actually got into making your own company.

So how did you actually end up in pest management?

Was it? Was it like you fell into it or

like everyone else? Or how was it?

Completely that so before I got into the pest management world,

I was actually in retail a complete a complete different

Galaxy and but I was becoming a bit bored with that.

And yeah, pest, pest control found me and I found pest

control. Really, that's how I look at it

is we found each other and it's been the perfect marriage ever

since, 21 years later. Oh very nice that is 21 years

later. I'm such a noob compared to you.

I'm such a new you must be. You must be paying someone

else's commented in chat. This is your best tech.

Yeah, so that that young man, he's he's been with, he's been

with me since day one, David and he's still got, he's he's still

going strong. I won't, I won't mention how

young he is, but yeah, he is. He's he's one of my favourites,

if not the favourite. So how did you actually like,

what was your first role within pest control?

What was it like a technician job or what kind of?

So yeah, I mean, I think it's worth shouting out the company

that I learnt my skill set from. Really.

So it all started it it all started at what what is no

longer unfortunately, but it was under the Pro Kill brand.

So I used to work for Pro Kill, Pro Kill Limited and I, I, I

basically, I managed to blag an interview with the then owner,

Dean Spires because I phoned up and they weren't actually

looking for anyone with without experience and they weren't

coming to London until the week after.

But I managed to get through to him and basically say, well,

look, what have you got to lose by me coming down to have a chat

with you. So I went bowling down to

Bournemouth, sat in front of him and basically said, well, at the

very least now you owe me a little bit of a trial.

And he took a punt on me. And yeah, it was the first time

in my life actually being a school dropout with no, no

qualifications in any capacity that I'd found something that

really got me and really made my brain tick and really made me

want to learn more. And, you know, Pro kill was

purchased by rent to kill one of their one of their big

acquisitions. And at that time that was a huge

acquisition because Pro Kill were they will make, you know,

they was one of the one of the first that made the big impact

on the franchise side of things. And yeah, you know, essentially

I've, I've my business model today as it stands is it's got a

lot of formulas that Pro Kill had, you know, in the sense of

the service, the approach and the customer service.

So there's a lot of what I learnt at Pro Kill, but with my

own twister in between that as well.

Oh. Nice.

I mean it is funny in a way. Friend to kill buys another

company without killing it. Pro kill.

Yeah, exactly. And it was, it was it caused

massive ripples, to be honest, because I think, I think Dean,

who's now retired, he won't mind me saying, you know, Rent a Kill

was a dirty word at Pro Kill, you know, we wanted to do

everything that, you know, we didn't want to be like Rent a

Kill. We we pride that we prided

ourselves on good customer service and that, and that's how

the Pro Kill brand grew and still grows.

You know, there are still franchises out there.

So I left. I left immediately.

I, I put my notice in and I wasn't hanging around.

That's no disrespect to rent to kill.

You know, I've got no personal beef with rent to kill, but I

just, I had my own vision and my own ways of doing things and it

wasn't the rent to kill way. That's fair enough because they

reckon I don't know. When I read and hear podcasters

they reckon statistically when a company is acquired you will

lose 50% of the staff because they'll just leave.

And not in the staff, it's also the portfolio because a lot of

the a large proportion of that portfolio is more more often

than not joined from that, you know some of the big that some

of the big providers out there. Yeah, yeah, that's that's

interesting. That is welcome, Jasmine.

Thanks for popping in my green screen messed up my ways there.

But yeah, was it was it was pro kill.

The only place you worked for before you went to went to make

your own company was. It no.

So the the journey behind that to sort of finish that, that

direct question off is so when I let, when I left parochial, I

went to what was what's now known as OCS is they was

formerly known as servest. Oh, OK, yeah.

So I, I went there, I went there for 18 months because on paper

it, it ticked every single box. You know, the pest control

division was interlinked with the cleaning division, the

catering division and everything else.

But it, it was a complete mess. And for the first time in my

working life, I actually had a massive personality clash with

one of my colleagues who we just had a massive falling out.

He didn't like me and I actually ended up not liking him as well.

So it become quite personal, which was probably the first,

was probably the first time I've encountered something like that.

But I think ironically, he's not no longer in the industry.

I do keep my eye open. Oh yeah, you do.

You do. You didn't keep your eyes on

everyone, he said to me. I keep my eyes on you.

I've been seeing what you've been doing.

Exactly. So I was at, I was at service

for a little while. I then the guys at Lodi who I've

got to give a massive shout out to, they let me come and do a

few months with them. Tony Knight gave me an

opportunity and a bit of a window to sort of see if I could

find my feet on the, the supplier side of things.

But then after that, I kind of felt, you know, pest control was

my home really. That's where my, that's where my

passion lied. I mean, it was great talking to

other pest controllers trying to sell them products and whatnot,

but that really wasn't what that wasn't really where my passion

lied. So it was January 2017 that me

and my wife decided that we was going to launch Porter's Pest

Control Limited and the rest, they say is history.

Oh, nice. So obviously, obviously your

previous experience, would you say pro quick pro kill helped

helped you build your company or the the policies or the way you

did business helped you what what you learned there helped

you build this company, this family business you run now?

Would you say a lot of that came from there?

Did you always want to run one or was it just did it come

about? Was it in your back of your mind

for a long time thinking? So, so when it started, I loved

the service side of thing because I, I, I started off as a

service consultant, had a really good portfolio in London, really

liked being ahead of my round and having that rapport.

And I, I, I was, I was sort of persuaded to do a couple of days

a week in sales and within the first couple of months I was

competing with the full time surveyors.

So the sales manager at the time, Mr Dave Morris, big shout

out to Dave. He, he asked me to give it a

crack full time. And I wasn't really a salesy

kind of person. You know, I just, I love pest

control. But what I, what I realised is

that I wasn't selling pest control.

What I was doing is going to the clients properties and telling

them what their problem was and how it can be solved and just

being truthful and saying, look, my office says to solve that,

that's what the cost is going to be.

So quite quickly I was picking up the sales techniques and you

know, I was getting reasonable figures and you know, everyone

was happy really. So I had the real great

experience of learning and mastering the the technical side

of things and then going into the sales side of it and having

some real good salespeople beside me to sort of nurture the

person that I become. And then I think from from

there, it really kind of I went into sales full time and then I

think it was a few years after, that's when the acquisition

happened. So yeah, I think it was a

massive part of what we've become now because it taught me

the absolute fundamentals of business.

I've got a mentor, massive shout out to Richard Cole.

He's, he's probably been the biggest part of my professional

life in pest control, you know, and he's, he's still guides me

today, you know, and having people like that beside you and

sort of pumping you up all the time and sort of having that

giving you that fear factor when they're phoning you to ask you

what you're doing on the month in terms of your figures.

You know, that the, the respect is still so massive.

So, yeah, I think even even to this day, eight, 8 1/2 years

trading now, you know, I think the momentum that we have and

the way that we've grown, I think that comes down to what

the way I've been taught at Prakial, which you never become

complacent. That's nice.

I mean, I'll be honest, the mentorship theme comes up a lot

on this podcast. It does and it seems to because

I've been asking for a lot more help recently.

I mean, the websites, the main thing has got to be done.

I keep getting told the website, so I'm looking at doing the

website, but mental because I've asked you for some tips in the

past. I asked I I did try some of

them, but I didn't go full throttle into them.

I didn't. Yeah, but.

I'm trying to do. I'm trying to go upwards now.

I am. And that's the only way you got

to, that's it, you know, whether it's small little steps or

you'd, you'd be a little bit aggressive.

I mean, look, I don't, I don't portray that I'm perfect, but

there's loads of people that I do give bits of advice to.

And, and I enjoy doing that because at the same time, I like

to think I was in that position before and I still take feedback

and criticism and, and everything else that comes from

people in the industry. So yeah, I think I think our

industry should be more like that.

You know we pass on help and tips and advice and support to

each other as and where we can. Well, honestly, I believe, I

don't know if I'm right or wrong because I wasn't very vocal

until a couple of years, a couple of years ago.

I've heard out of nowhere, but kind of I didn't say anything

because it used to be that a lot of the pest control groups, in

my opinion, you know, when you ask voice, you get laughed at.

You get, oh, you should know this, you're a pest controller.

But now it seems to be everyone's willing to give it

voice without mocking people, which which is great.

I mean, I can give a bit of an insight to that because I'm, I'm

actually one of the admin moderators on the British pest

control Group One, one of a few of us on there.

And I think we often, we spend a lot of time as moderators

speaking to one another, observing posts and observing

questions. And you know, we do discard and

we do keep a close eye on that because at the end of the day,

everyone, myself included, but you know, we're not experts in

every single field of our industry.

So I think there is that level of understanding that, you know,

if someone's genuinely asking a question that they need help

with and support and they're being torn a new one, which I've

I've had it happen to me. I think really it's just a case

of just reminding people, look, come on guys, we've all, we've

all been here before. So yeah, I'd like to think as

well there's been a bit of a turn around, particularly on

some of the more established groups now that are regularly

being used for sort of tips and advice really.

Yeah, I've noticed a big changes.

I'm going back a few years. It used to be like, say you'd

show your boxes and you hadn't labelled them up yet.

Oh, well, you've not labelled them up.

Well, they're not out. That still happens.

But yeah, I, I think the aggression, the aggression side

of that is definitely, I think a lot more people are a bit more

aware now. It's like, I'll come and mate,

like you don't know the full story and how do you know that?

You know, there's always these factors into it.

And I think people are getting a little bit more savvy themselves

before posting that kind of thing.

They're probably just being a little bit more aware of that.

You know, they they could, it could actually turn, turn on

them. Yeah, because I I, I speak to a

lot of people. But what bugs me is when I see

company, I'm not saying names of companies, but I see them on

LinkedIn and all over the place taking photographs on site

surveys of they don't name the companies.

But you never know the full story.

Do you say that say that client probably hasn't or hasn't paid

the bill or the pest control not had it in eight months or a long

time and they're saying, oh, this had this pest control

company and not very good. We don't always know the full

story, do you? And that's a lot of the problem.

I don't think it does oranges do any good to put them pictures

online as an advert for your business.

I don't know. That's my opinion, that is.

Not 100%. But it's something I post online

and every so often I get I get fed up with it and I pack a

post. Politically correct post,

obviously, but my opinion. Thanks Jason McAfee for joining

Ask Press Control and Jason says you help me power with a bed bug

advice. You're my go to bed bug man

Jason. Jason McPhee.

That's it. Thank you, Jason.

Yeah, we've, we're, I'd like to think we're quite renowned now

for our bed bug work. We've we've done, we've done

some huge projects. We've gone viral with a lot of

the jobs that we've done. I'd love your members.

I would she went proper viral. Yeah, I mean that that kind of

kit, you know, that kind of escalated and off the back of

that we've we've had some fantastic projects.

You know, we've we've, we've ended up working for local

authorities outside of London. We've had jobs passed.

We've got a lovely company, Atlas Environmental up in

Manchester. I believe they are, they've been

really good. So shout out to Jacob and his

team. They've been really supportive.

They've they've put us on to a very large project in London.

And it all stems from really trying to portray yourself as

understanding the enemy that you're dealing with and actually

having fun whilst you're dealing with it.

Because then people can see where your passion lies.

And I do. I do like it when people come to

me because I always say, look, I'm not saying this is the way

to do it, but we have great success in doing it this way.

What you seem to You're also quite good at making content

you. Are, yeah, I mean.

You, you, you understand how to make it because in pest control

a lot of people don't understand how to make good content.

And you do. Because I, I watch, I do.

It, it has come with making mistakes along the way, Sean, if

I'm being honest, because you know, again, I think you've got,

you've got to take on board the constructive criticism.

I've had people private, private message me about certain things

or even publicly sometimes pull me up on something.

And I think sometimes you actually have to think, well, if

that person took the time to make a comment about it, rather

than me being down about it, actually Draw Something from it

and think, all right, maybe next time I'll do it in a different

way. So there's been a lot of a lot

of deep thinking on my part, which has really allowed me to

to really push my content out there with me and my team when

when we're out there having fun. Because that's the key thing,

we're having fun. It does it.

It does look that way. There was that one where you

may, it's like, it's like there was one of your videos.

I loved it. It was bed bugs.

In east London. Catastrophic.

And it was the way it was done. It was like a film.

It was like on the crime scene I loved.

That one, yeah, I mean, and that one I mean, I had I had all but

two of the whole team on that. And that was that was monstrous.

You know, that that was probably up there with infested, which if

you go on YouTube, you'll see it bed bug infestation.

We went viral over that. We was we was all over the

states. We had an invitation to go to

America, but unfortunately that didn't materialise but for.

A bed bug job or was it just? Just to do, just to do a seminar

on it and just to do a lot of speaking because we, we do have

quite a unique approach to our bed bug work.

So, but yeah, like I say it, it's nice, you know, it's nice

to have an established name in the industry and not everyone

likes us and of course not everyone is going to like you.

But I'd like to think that we've, we're, we're held in in

pretty much good regard amongst our, our fellow peers up and

down the country. Well I feel you are, but as you

say there is obviously pest controllers that are a bit old

school and they don't like anyone doing better themselves

so they see it as that way. But industry is changing.

I think it's really nice your mum's watching.

Cheers. Oh, your mum?

Sorry, I'm just talking. Oh, your mum?

It might be my mother-in-law. Hold on.

I'm just looking at my wife as if to say who's watching?

Is it Dawn? Yeah, still she's.

Always. Oh yeah, yeah, that's my

mother-in-law. Big shout out to my

mother-in-law. That's really nice, that

fortune, that is. Yeah, and I think, I think

really that that's the USP about Porter's Pest Control is that

we're a genuine family run company.

You know, it's myself and my wife over here, Holly, it's

Jamie, my son Amy, my sister-in-law Dawn, my

mother-in-law Siobhan, my PA who's been with, who's known me

since I was 8 years old, Dave's, you know, so we are very, very,

very close knit and they all know what my visions and

expectations are. And I think that's what makes it

work, really. It will do because if you've

obviously got a vision and you know what you want to achieve,

then everyone else is on the same page because obviously they

want to. They want to achieve it as well.

They do. I've never had so many people at

my chat mate, I'm telling you. Honestly it's so cool.

Thanks for watching everyone. Yeah.

Thank you guys. What?

So what was what would you say was is the origin story of

Porter's Pest Control then if you go back to when you first

started it because about the early days, but it was just

yourself, wasn't it when you first started?

Yeah, so I I started it where I was out on my own.

I went out and bought a little black Ford Fiesta, which is

still with us. That's got that's got the that's

got the registration number pest mad because for those of you

that know me, I've, I've got a, a quite an array of private

plates for the vehicles as well, which I'm quite proud of.

And that one was pest mad And I sort of set it up from there and

I went out on my merry way and I, I just didn't take no for an

answer. You know, I promised my wife

that I was going to make something of myself And you

know, I did it, you know, because I didn't want to let her

down. I didn't want to let myself down

and people that were supporting me.

So I think that was the real driving force.

And within that first year, actually, that's when we picked

up the massive bed bug job that, that really sort of put us out

there, you know, because it was, it was the biggest job that I'd

ever sold as trading as porters. It was, it wasn't hard selling

it because I knew what I knew how to solve it, you know,

really. And, and the client snapped, the

client snapped my hand off. And I'll never forget because we

sent the quote at the end of November.

So it that that was probably the best Christmas for us because it

not only was it nice financially, but it was just

nice to sort of think that, right, we can sell work like

this and actually give people the confidence that the the

small companies can actually deliver.

Exactly, because obviously you think if your national companies

are the ones that get the big jobs, but for a small business,

family business to get a job, like obviously that was quite a

big job. It's quite good, isn't it?

Because normally a small companies only get little jobs,

yeah. Exactly.

And I've always been a believer and I've always been taught from

my very early days, it doesn't matter what you're selling.

If people don't believe in you or they don't take to you, it

doesn't matter people by people. And that's something I always

tell my team now is regardless whether we're going to do a

service inspection or a call out or a survey, that person has to

invest in you as a person. They have to see that you're

genuinely interested and that you genuinely care.

And I think that's really what makes us sort of deliver each

time because we take the time and the effort to to make sure

that our clients are happy. Yeah, no, that's, that's, that's

really good, though. Is he with how was it when you

first took on? Because I hear a lot of story.

How was it when you took on your first member of staff?

Because I hear about all the stress and you, you have to like

a lot of people feel like there's weight on their

shoulders because now they've got to support someone else's

family. What did that feel like when you

first took someone on? I'll be honest, I mean, I, I

loved it because I mean, we just just this month, we went up to

10 staff members now, which was, you know, that, that, that was

quite an emotional time for me and my wife.

Because like you say, at the start of every morning, I know

that I've got 99 families and dependants and different, you

know, different demands that I need to make sure that I can

support my team. And I've, I've always said

there's no, there's no better drive about not wanting to fail

than the fear of failing, you know, so I'm very philosophical

with things like that. I always listen to sort of

motivational podcasts and stuff like that.

So I'm, I'm, I'm forever pushing myself and wanting to involve

myself as a person and, and as a boss, you know, because I never

really saw myself as a, a boss, which I, my team will tell you,

I don't. I never tell anyone that I'm a

boss because for me, I'm only as good as my team.

And so we, we genuinely do work as a team.

No one works for me. We all work together.

And that, I think that's one of the key points with my company

is that we are genuinely A-Team. We succeed and we fail together.

That's, that's good because that's how that's how you learn

and you learn and grow as as technicians, as people.

It's what's it called when, So you you are still on the tools,

aren't you? I pick and choose.

So my, my, my main role on a daily basis now is I, I'm sort

of spearhead the survey side of things.

I also look after our key account clients.

So we, we've got quite a, quite a vast size portfolio in the

sense of what we look after. We, we.

We. Do roughly how many?

You don't have to say the exact amount.

How? Many 100.

We're probably north of 300 at the minute of of.

Sort of. Contracted clients each month.

Well done, Well done. That's good.

And it's, and it's a nice array, you know, we look after golf

clubs, we do leisure centres. We specialised in block

management, that's my Forte. So we look after blocks,

skyscrapers and large, large developments all across London.

And we we've own, we've recently won a massive regional contract

as well where we're looking after 24 garden centres up and

down the country. Congratulations.

Thank you. So that was our that was our

latest scoop. Yeah.

Well, well done. Yeah, you probably took it off

so some national. I did, actually.

I did, yeah. But well done, that's that's a

massive feat for a small family business.

Well done. Thank you.

And it it does it, it does make me proud, you know, because from

where we've from, where we've come from, and it all started

with a dream and sort of I've never ever forgotten who I am

and where I've started. And I think that's where a lot

of people, they can become a little bit cock sure of

themselves. And people that have known me

for as long as they have, they know that I love I'll, I'll

never, ever lose the passion that I've got for what I do.

And I'll never forget the the people that have helped me get

to where I've got, you know, and that that's where I've I will

always stay, stay grounded. The people that know me really

well will probably be screaming at the screen saying, yeah, but

he he likes to hire Lamborghinis every weekend and stuff like

that. But we all need a release, you

know, and that that is the end game.

To get the green Lamborghini with the van would be an

absolute pleasure. But bringing it back to more

seriousness, it's, you know, it's, it's never forgetting who

I am and, and how I've got to where I've got to.

It's good. It's good because you've you've

you've worked hard to get where you are and add mentors.

Just just put well done, well deserved, mate.

Thanks for watching, Adam. Yeah, I like, he's good.

He's a good pal. Adam.

We always talk to each other about different bits and pieces.

And again, you know, Adam, someone that reaches out to me

and vice versa. And it, and it's nice, you know,

I, I, it's nice to be able to sort of try and give people your

perspective on things and angles and ideas and suggestions.

They're not always bound to be right, but at least you give

people food for thought. Exactly.

I speak to Adam quite regularly. Nearly daily I do so I didn't

know you talked to Mark as well, but cheating on me?

I was just going to say the same thing.

But yeah, no, that's, I'll tell you, I'm really impressed with

you. A national chain.

Have you got any doubt in mind that near Leicester?

No, so at the minute how high up do we go?

Just sort of just talked about Harrow.

So the furthest we go up is Harrow for the garden centres

and as far down we go down to Winnersh near Bournemouth.

I've got to say, if you ever there in my everyone dialled me

up. Yeah, if you would not.

Listen, I'm sure, I'm sure, I'm sure.

We'll be going up that way soon enough, buddy.

Well, well, if you're going past tech this year, I'll definitely

be. There.

Yeah, I'll be there. Me and me and the team will be

there. We we always take an entourage

with us down. I'll be there all day because as

you know, I'm on, I'm on the board.

I'm on the board and on the pest tech committee, so.

I'm yeah, well done on that. We're there for two days.

I will. Yeah, we'll be, we'll, we'll

definitely be there. We like we again, we like to

network with different people. I think, I think personally

you're one of two people in this industry.

You're either all about yourself and what you do and you don't

give a damn about anyone else. Or like what you've just said,

we both speak to Adam. We both speak to Kieran Sampler.

You know, you, we, you make contacts with people that you

know one day, you never know, you know, just whether you might

need that person or more importantly, just just to have

that friendship group. And I think that's what I've

liked doing is establishing a wide network of fellow people

that have the same passion and enthusiasm as me.

And I think it just makes that the, the job a bit easier.

I pass referrals up and down all the time and you know, we're

getting referrals passed to us. And I think that's how it should

be, especially amongst us smaller companies.

That's nice, that is, yeah, He's helped you.

He's saying help me loads from a business sense and it's greatly

appreciated mate. It's all good.

It's all good. So obviously I'm guessing that

you bought, you built this portfolio because you're, is it

you going out and seeing clients and talking to them?

Do you? Yeah.

How did you go about that? Is it all in person?

Is it e-mail? Is it face to face?

So how did? You it's all in person, but when

I going back to the pro kill thing, when I, when I left, when

I, when I was leaving pro kill, as you can appreciate going back

to the very point about people buying people, it was pretty

quickly getting out there that pro kill had been purchased by

rent to kill when I made it clear that I was leaving.

So I quite cheekily, I stayed in touch with a lot of these

people. I had their contact details and

once my once I knew my non compete clause was up, I

utilised it. You know, I stayed in touch with

people when because I was solving problems quite

successfully when I was at Pro Kill without being big headed,

it was a no brainer for those people to come across to me.

When I started my own company. I knew what they was paying and

I knew what what they was expecting.

So it would be a lie for me to say that I didn't have a massive

helping hand with my past life at Pro Kill.

But you every you know, it's not some I read a thingy before

about. It's not about having good luck.

It's how you use that good luck that really matters.

And and that's what we did. We maximised on that.

I mean, one of my block management clients that we do a

lot of work with. I think we're up to north of 150

sites for these guys now them alone.

Wow. It's kind of and that and

that's, and we still continue to get work from them because it's

all based on trust. It's like we've got this site,

this is the problem. Can you please go and sort it

out and invoice us? And trust is the biggest element

for me. So with these box you do, is it

not a monthly service or is it like it?

Is that OK? Yeah, so we do all the common

parts. So essentially it's the car

parks service rooms, boiler rooms, plant rooms, lift motor

rooms, tank rooms. And then what where we bought on

a lot of added services is we we can do some bin store cleaning

as well. You know, we do fly maintenance.

I mean, my, my fly maintenance service has gone through the

absolute roof in the past 18 months.

Big shout out to Dave Haskins at Bower products on that because

he came to our he come to our office and did some training on

fly units and selling fly units. And you know, we did an internal

competition with the team about who could upsell the most fly.

So it's just keeping things relative and relevant.

Relative and relevant. No, no, that's nice.

That is, I mean, yeah, you, yeah, you're small business, but

you sound big time to me. I want to, I want to be big

time, yeah. And I think that's, that I

always revert it back to the sense that I'm on PayPal, I'm

uninvestable, I'm, I'm, I'm unemployable.

And it, it's funny because I saw a company that I actually

applied for an operations management role before, years

ago, absolutely years ago. And they turned me down and

they, they practically laughed at me.

And quite recently, they actually commented in one of my

posts like saying congratulations and whatnot.

And I thought, God, you know, they, I'm kind of hoping that

they feel that they missed a big opportunity there with me.

So it's almost a little bit like a almost like a bit, yeah, full

circle, you know, but yeah, it's, I think it's just a drive.

I've got, I've, I've, I've come from absolutely nothing.

I've built, I've built this company with just pure

determination. I've had, no, we've got no

external investors in our companies, myself and my wife

that own it fully. So we've had multiple offerings

in the early years, which we, I'm glad now that we declined

that opportunity because we never really needed them.

We never really needed the financial backing.

It was really just people with the business acumen that we felt

we might have needed. But we've just sort of found, we

found our way along. You know, we've just, we've done

everything together and she's sitting here with me now.

I'm hoping to get her on in a second just so she can at least

be acknowledged because, you know, she's been a massive,

massive part of our growth. It's really, it's really good to

hear because on the on the my message to work in our business

eventually when I take over the reins.

So yeah, it's, it's really nice. It is.

If anyone's got any, any questions in chat they want to

ask as well. I can always mention them, but I

love to see it. It's a successful family

business. And you say the early days of

acquisitions about recently you've had people try to buy you

again? Yeah.

Well, fun. I bumped into Colin Harrison,

who I love Colin, Colin, I'm, I go, I go way back with Colin and

you know, and I know he's got his eye out there now on, on

companies, but it, you know, he gave me some really sound advice

actually. And he said, he sort of said

we've had an eye on you. But we both agreed I'm only 40

years old. I only turned 40 recently.

So I'd like to think I've got another 10-15 years before I can

sit down with a wife and say, look, do you want me home a

little bit more? Because we've had a really good

offer on the table. Well, depends if you want to

pass it down to your son or or anything.

Yeah, exactly. I'd like, I'd like, I mean, you

know what? I'd I'd be a liar if I sat here

and said that I wouldn't turn down like a a really, really

appealing offer. But I think at the minute we're

having so much fun and without sounding big headed, you know,

we're we're we're really sort of turning heads where we need to

be. Holly is the real boss.

Had to seen that comment, Siobhan.

So yeah, I think you know, and I I keep reverting back to it.

We are having so much fun. I mean, we're running the

business. A lot of people didn't think we

was going to get past the year, let alone eight years.

So I think the fact is we're building momentum.

We're getting huge clients on board and, you know, we're

making really good solid connections with, with fellow

pest controllers up and down the country.

So, you know, we're, we're someone now that people can turn

to in London with an established reputation.

And, you know, they know that they, they, they can get us to

do what's needed. They know that we ain't going to

fail. We're going to get the job done.

I swear you've done that. That's exactly what you want.

It's it's good to hear and and Adam saying the same.

I wouldn't be wearing my messages.

Same with me the way I the way I am now.

I used to work in the factory. I used to be shy and everything,

and I turn my life around and look at me now.

Yeah, it's changed for the I think my kids like it more

because I used to be very quiet or used to work in a factory and

that was it. And now they're quite proud of

me now. Yeah, so they should be.

For what I've done. I mean, I've always been bloody

loud. I can't, I don't have an off

button. And but again, I think that's

what's created the personality, you know, people, people really

like my passion and enthusiasm. And I think that's the best

advice that I can give to anyone that sort of really thinking

about what they can do to scale their business.

I think it's, it's be, it's be real.

You know, you're not, don't go out there wanting to try and

sell someone something. You've got to have that passion

in wanting to solve a problem. Because if they see that passion

that you're actually wanting them to solve a problem, then

they see that, you know, I mean, we've, we've been, we, we've

sort of been on the, the bandwagon from the very early

stages of using motion cameras for remote monitoring.

Yeah, I love that. How does that come about?

But with the radio links. It that come about by a really

good friend of mine, Robert Stannard of Kent Pest Services,

who I actually got to meet through when I was the sales Rep

at Lodi UK. So I only met him when I was

trying to sell him products and we've been really close friends

ever since. You know, we've we've been

really close and he told me about Rio Lincoln.

I sort of really jumped on it and I used it as a bit of an

experiment with some of my clientele and I and I'm, I was

maximising an opportunity with it.

And you know, we, we sell it at an absolute premium, you know,

because in London especially you can get away with that.

But it's not, it's not, it's not, it's not trying to do 1

without the other with, yes, we're selling it at premium, but

we're offering a premium service as well, which a lot, a lot of

my local competitors. It's about knowing what your

competitors around you aren't doing.

I know what they are doing and it is that's where I've always

been quite switched on in keep my keeping my eye on the game

around me and knowing how I can keep, you know, how I can keep

evolving our business. I mean, we've got drones, we do

drone surveys and things like that as well.

I've seen that. So you know, we're we're

constantly investing. We've got 2 mopeds on the road

now. So I'm never becoming complacent

and letting anyone try and get in my mind.

I'm not letting anyone try and get near me because no sooner

they try and do what we've done, we're then moving on to the next

Fingers ready is. That well, yeah, you're very,

very fast. Fast thinking you are forward.

Thinking yes, I try and it don't always work, you know I don't.

Again, I'm not sitting here saying that I'm a, I'm an

absolute legend in the game, but you know, I'd like to think that

we are built. We are building a name for

ourselves. And and that's what drives me.

If, if we fell flat on our face, at least my attitude would be

that we tried. But we're out there and we're

and we're, we're picking up pace.

Yeah, you know, with the mopeds, how does he what do they do on

the mopeds? Because you can't fit much on a

moped to do with pest control. What do they do?

Just like surveys and like monitoring, No.

So again. So generally speaking, we we use

the mopeds for emergency call outs where we're able to offer

them a unique call out time because some of our clients you

know we deal with Michelin star restaurants, we deal with

leisure centres, we deal with theatres etcetera.

So we the the Slas that we have on some of our portfolios makes

us quite unique where we can guarantee a same day attendance.

OK. Well, that's good.

That is OK. And I've, and within London,

anyone that's been to London and operates in London, it's

sometimes it's just a lot easier.

But to answer your question directly, where what they're

carrying is concerned, we, we try to be quite strategic

because the guys do carry a fat Max bag as well.

So they're able to get the the snap traps in there, the

Redemptor sides and bits, bits that will perhaps at least get a

hold in treatment in place. If it holding treatments needed

or we need to just get some tracking dust down or some

tracking gel down or some remote cameras.

We're at least able to do that and sort of give that client

Peace of Mind. And again, it's almost it's

almost being able to give that Peace of Mind immediately before

we get the decision makers sort of purchase order.

It's just given that, again, it's just trying to stay ahead

of the game. It's good, it's good.

Anyone realise what I keep doing?

I'm sweating. I've got a towel.

It's really hot. We've just took five fans down

from our loft and they're all in the kids rooms and me and my

wife are sitting here. We're both sweating thinking

where's I think you might need to go and get the actual fan in

a minute, Holly. So what's it like working with

your son? Do you argue?

Well, that's what I want to know.

Do you argue at times? We do.

And I think I mean, the good thing with me is that everyone

knows and can see that mine and Jamie's relationship is super

special because he's my eldest son and he's been coming out to

work with me since the age of on and off, sort of like 10 years

old, you know, coming out with me at weekends and seeing what

I'm up to. And he has the highest pressure

on him because he is my son. It goes one of two ways.

I've worked in businesses where the sun gets away with

absolutely everything. The sun is absolutely useless,

but you can't say nothing to that son because he's the he's

the boss's son. Whereas I've been the complete

opposite with Jamie. Jamie's almost like the flagship

of the levels that I expect, but he's thrived on that because

Jamie runs his own business outside of our work with his

boxing. He runs a boxing school, he

teaches children with special needs and he works with sort of

children that have sort perhaps fallen down the wrong path in

life and are looking for some sort of escape.

So he does that on the side and he's a successful boxer himself.

So yeah, I think that I think that works, you know, because we

bounce off of each other personality wise and he's very

driven like me. So and he's very, he's very

passionate about pest control as well.

So it I think it's easy. Because that's what I wanted to

ask you is I'm sure when I listen to the beauties and

besties, he wasn't sure if he was going to stay in pest

control. Is he going to stay in pest

control for the time being? Yeah, definitely for now I think

because, you know, we're able to offer him a stable income and in

the sense that it's in full time employment.

So you know, he's 21 now and he's soon enough going to want

to be leaving home and getting a property for himself.

So at the minute he's been working from a young age and

full time employment. He's doing his boxing on the

side. So I'm just giving him a

platform. I mean, it's always in the back

of my mind that we might be sitting down one day to have

that chat where he might want to exit the business.

And, you know, I'll do nothing but support him.

I'll be heartbroken. But you know, for what he's

given me in the time that he's been with me and the memories

that we've made and the parts and partnerships that we've

built, I can't be nothing but prouder really.

But I think it's been a big key. I think it's been a big key is

that we work together all the time.

He's with me today actually, because I think he knew that

lunch was on. Lunch was on the horizon.

What you were paying, Yeah. Yeah, we have this whole, we

have this, we, we, we have this mental note.

We know who's round it is. Oh, fair enough, fair enough.

But now it's now it's it's nice to hear you like, I mean, I like

working with my dad, but yeah, at times you can argue I

sometimes win, but I'm right. Not all the time, but but so

where are we? So, so like with with the

business. Do you obviously, you obviously

wait, wait, do you do any of this?

Because I'm doing a trial with Sygenta at the minute with 24

hour monitoring. Now I know you do the REO links,

do you do any of them boxes where they you get all if you

get activations they get sent straight to your phone or

tablet. Do you do, do you use any of

those systems? So bar we are the real links,

bar the real. Links, so everything's directly

with real link. OK.

And. That's generally we, we do real

link on our squirrel treatments and our rat treatments

essentially I'm talking domestically we can offer that

for some of our commercial clients.

We've got some clients commercially that pay us for a

number of cameras in there premises constantly and it's the

same emphasis of what you're saying with the IT allows, it

monitors and it alerts you. But we we just primarily use a

real link. I mean, yeah, because although

it, although it's good demand it there.

Here we go. That's my boy.

I see him, but no, that's, that's it's good to hear me.

I'm obviously doing this, this, this, this Sygenta trial because

I shouted my mouth off on LinkedIn saying, yeah, they're

saying for small businesses next week their MPTA is asking me if

I want to do a trial with Syngenta.

So that's how we got it. I think it goes back to the

point that you said earlier you it is having that confidence.

If you grow in confidence and you're able to sort of put your

head above the parapet, whether it's good or bad, you know,

people will get people are going to notice you.

And I think, I think that's where businesses that fell, I

think they fell because they're, they don't take that leap of

faith. I speak to people all the time

that, you know, they're absolutely frightened out their

life to take on their first employee or to take on the

second employee. I never, I never in I never

imagined that we'd get up to the, the size that we are, But I

always looked at it. My whole attitude was, do you

know what? At least I can look put my head

up high and say, do you know what?

We bloody tried? And that that's, that's what

drives me. Is this thinking?

Well, I'm at least going to try because what?

What's the point if you don't try, what is the point?

Is that like that your son's just said something incredible?

That's amazing mate. You could carry on and graft it

that it's amazing that it's. Yeah, I mean, and then and

that's something that I've not publicly, I've not really spoken

about too much, but yeah, I mean he's, he has raised the point

there. I, I lost two key people in my

life six months apart, my brother and then my dad went six

months, four days before my 21st birthday.

So I think when I do dig down deep and people that are really,

really close to me, they, they will say that that that was

probably the biggest driving force to me being the person I

am today. And it is, but I, without Jamie,

meant raising it, which I'm not. I don't have a problem with it.

It's just something that I don't really sort of delve into.

But yeah, fundamentally that that's that.

That's why I am the person I am today, because I was dealt so

many 22 massive cards that really could have crushed a lot

of people, but it actually did the opposite to me.

That's no, it's I honestly love it that you've managed to keep

on track in hard times and it's you've you've been driving

forward. It's Yeah, I think it's amazing

that is. Yeah.

Thank you. It truly is, but I'll have to

try and get Jamie on at some point by himself when he's free,

so if he'll come and have a little chat.

It's obviously he's out of the gym now, but no, I think and

Jamie's great to speak to. He's got such, he's got such a

way for someone of such a young age on paper 21, he's so mature

and beyond his years. So I think it'd be great to get

him on and you can talk to me independently from a young

person's perspective in the industry and, and how he,

because I think, I think really, I look at our company and

statistically, you know, I've got a lot of young, young people

that work with us. I've got a 19 year old, I've got

a 21 year old, 22 year old, so 28 year old.

So you know, we've got them. We've got the, the, the maturer

generation such as lovely Dave who who commented earlier.

But I think, I think that's what our industry screaming out for

is the young blood coming through and taking it seriously

and actually looking at public health, which is the sector that

we actually represent as something to consider.

And I think that's what we've been lacking.

And I've just been really a big advocate of trying to get

youngsters in, even on work experience of doing that, and

that's something I've really pushed for.

It's something that again, we're at MPTA, we are trying to push

forward like we've had our MPTA where we fund and sites

engendered deal where they fund 5 young people's RSPH Level 2

and pass management award. And that went well.

And then just launched another one.

So we're always looking for ways to try and it's, it's ways of

how do you get into the colleges?

Things like how do you get into there?

Because you need them, you need them to recommend, oh, pest

management is a career. Did you know that?

And they're currently as far as I know.

They don't do it. No, there's nothing.

But I think second, secondly to that, Sean, is that I've with

every, with everyone that I've taken on, I've always said, I've

always said this, I've always said, look, I can teach you

about pest management. There's just one thing that you

need to have that I can't teach. And that is to have the right

attitude. And I've said that to all of

them. I can't teach you to want to get

up in the morning and want to go out there win rain or shine and

actually have the attitude to sort of look at our clients and

say, we've got you. But I'm genuinely so lucky that

my guys, they know that our customers happiness is the

absolute utmost. Is that what matters?

And I think the fact that they get the time and the resources

and the materials and everything that they need to do that, I

think that's why we've we've done well because they know that

I'll support them in making sure that we get the job done.

And that's not a sales pitch. It's just that's what's allowed

our growth. That's the secret to our success

is we have we've, we've just put whatever we need into place to

get those results. That's good to hear that is that

is Sean Mooney's Just Come and chat.

Evening, Sean. Thanks Kimberly for popping on.

Oh, wow, I'm from the US. Thank you, Kimberly.

USI missed one earlier thing. I'm on the podcast.

Go on. Sorry, no listen.

I've had to turn my camera around because just over there

is my step. I've had two daughters come down

already and my mum's up to shoo them away.

So yeah, I know the feeling. Go on.

OK, get something. Where you going?

Where? Whose tablet?

Get it in right. Sorry about that.

No, it's the first time it's ever happened in.

Fact. Well, look, there's the first

time for everything. I'm not, I'm a I'm a family man.

So we've all my, all my children are tied up or sedated now.

Thanks for tuning in, Kieran Casper as well.

Yeah, big shout out to Kieran. Yeah, Beauties and beasties.

Beauties and beasties beat me to getting him on.

I didn't think they were going to beat me, but they've beat me

to a bit. I've got him on Friday.

I'll be tuning in for that as well, but then I think you've

got him as well though, haven't you?

I haven't booked him in yet. I'm going to, it's going to be

like a special one week. I'm going to do one on Thursday.

Yeah, because I, because I'm, I'm booked up till mid-october,

believe it or not. No.

Well, I know, I know. I was doing a bit of

negotiating, wasn't we? Before I went away on holiday in

the summer. Yeah, because you said it

depends if if football stood on and during the league or the

cup, was it? Yeah, I was.

I was a bit super. I was just thinking that Arsenal

might have won the Champions League.

That's a whole different. That's a whole different story.

DP, New Mexico, thanks for popping in.

What's going on? Our group is getting pushed.

Mark Porter's on. That's everyone's coming on.

Thanks. Yeah, I'm great and I'm grateful

for that. That's nice.

So how so say you were to give any anyone star in like a

business, a pest control, any voice to like growing or trying

or put yourself out there, What would you what would you say to

them? What would be a good idea?

Don't, don't sell your soul. What we offer is a specialised

service. If you don't have, if you can't

believe in yourself that what you're going to do is going to

make a difference, then now is the client going to believe in

that? We you'd be stunned.

How many projects we walk away from because at the end of the

day, people are paying for my expertise and know how, not my

time. It's amazing how many people ask

how much would you charge for this?

It's not about that. It's about what that value is

worth. And I that I think people out

there need to really research into what is what is value and

what is value worth to someone. Value is more than money.

It's not what you're willing to pay.

It's what that what, what is it valued to you out.

So I, or if, if anyone's a bit sort of twisted by that, I think

at the end, if you can't convince your client that what

you're offering is going to be the best value for them, then

that's where these struggles are going to start.

If you're selling value without selling value, then you're going

to be on your merry way. That's great advice because I've

obviously trying to expand more to get more commercial and I've

got to offer the value and do it the proper way because I

scenario you've got to learn to be honest, it really is.

And I think you just need to keep your ears and your eyes

open. I mean, I've, I'm, I've always

been known as being quite vocal. And you know, that's why I'm one

of the admin moderators on the British pest control group as

well. But at the same time, I'm never

afraid to say, hey, guys, like, can I have some advice on this?

And I think don't be, don't be frightened to ask questions

because it's better to ask 10 questions and to than to not ask

and get something badly wrong because you can fall quicker

than you build in this industry and get a really bad name for

yourself. So, you know, make friends, get

to know who your local. I've got, I'm surrounded by

competitors, but most of them I get on with.

We don't, we don't interfere with each other.

We all know what our we all know what our selling points are.

And I don't slag off my local competition with the exception

of maybe a couple, but that's, you know, that's due due to the

fact that they just don't like what we do because we're doing

all right. But on the whole, I've got a

I've got a lot of the respect for my competitors and we help a

lot of them out where we can as well.

So I think it's don't make yourself an enemy by by those

around you because at the end of the day, it's better to be like

than loathed. Exactly that.

I mean, I have, I know all the I know pretty much all of the pest

controllers in my area and we get an all right if we see each

other out on the road be. Yeah, you wave.

Pull over by sometimes, sometimes pull over and have a

chat sometimes. Yeah, exactly.

And I think that's how it should be.

You know, there's enough work out there for everyone.

And I think, like I said, I think it's just it's creating an

image of yourself for yourself. Oh, I've definitely done that in

recent times. Yeah, and.

That's. And that's what's important.

So yeah, that's, that's the only advice I can give really is

just, you know, you've got to have faith in what you're doing

and you've got to believe in what you're doing.

Because at the end of the day, if you're, if you're going in

really cheap, you know that that's not believing in

yourself. That's, that's you.

You're disbelieving in yourself. You've got to be able to.

I've had people that fall over with us, some of the prices that

we charge our clients. But at the end of the day, we

get the results. And a lot of the time, if it's

getting the results, then it's worth it's money well spent for

our clients. Oh, it definitely is.

But sadly a lot of what gets me is when like I've done work

really, they show you around, they're fine.

And a couple of businesses I've tried to get, obviously I'm not

saying a name, but they have a national and I thought we

offered more value in that one then and then they didn't.

What gets me is they never actually give you feedback or

anything if you get nothing. Unless you get it.

Yeah, but it's never going to change, is it?

Well, it's not, I mean, I'm not, I'm not, I'm not going to preach

to you. I mean, you're, you're doing the

right, you're building. So I'm not preaching to you how

to do it. But I think that's where the,

the real, the the selling techniques really evolves around

what their needs are. Really understanding that the

client needs. Because I've been around people

where they go on site. Yeah, we can do these metal

boxes. Yeah, we can do this.

Yeah, we can. Whereas it's a case of what your

concerns What, what is it you're looking for?

What do you need? Do you want someone that's

purely dedicated to your site or do you want it 2 free?

I've won massive contracts because the one problem that

that facilities managers got is he's fed up of someone different

every time turning up at his site and he's getting pulled

away. So I've won a contract before

purely on the basis of saying so if I gave you one dedicated

technician and we've won in reserve that knew your site

inside out, he said I'd give you the contract.

So again. That's going back.

That's going back to rather than turning up on the site and doing

anything. What, what's your biggest

problem? What, what your, what are you

looking for? What do, what do you need from a

service provider? And that client was a, a huge

customer. What, what is now a huge

customer because he couldn't believe that my opening question

was what are you looking for? What, what do you want?

What do you want? And he actually said, he said,

he said, I want someone that can turn up every month that knows

where the site is, that knows where the boxes are.

I said, what if I gave you two people?

I'll give you 1 dedicated tech and I'll bring in another one in

reserve on the same day that we set up.

So God forbid anything happens, they'll know the site.

That's great. I'll be honest, that's great

advice for myself. I'm going to try that next time.

So again. I'll I'll try that I.

Will it's, it's just, it's just trying to sound like you say, if

you don't get feedback at times, I'm not saying you on a personal

level, but sometimes it might be because we've not asked the

right questions. It might be that we've gone in

and trying to do XY and Z, whereas what they've wanted us

to establish is what their needs actually are.

We might we might want someone that's able to come at weekends.

We might want someone that comes with me if we ain't asking those

questions specifically, what are you looking for?

What? What is going to what is going

to make me Max maximum appeal to you?

OK. That.

It gives food for four, doesn't. It it does, it definitely does.

It is. It is food for thought.

And I've been there. I've.

Been right now I will, yeah. I've I've been there where I've

gone in and I and I've walked away and I'm thinking, Ouch,

like I've really overdone that because I'm telling them how

good, you know, not as much how good we are, but we can do this

and we do that. But over, over recent years, you

know, my opening, my opening questions have been, look what

you look, what, what do you need?

What, what is it that you're looking for?

What, what's making you want to change?

What aren't, what aren't you getting?

What, what you needed or what's being failed and what you

agreed. And people will open up and tell

you that because we're all quick to sort of want to open up and

say what's making us unhappy at times, especially as a as a

potential client. Well, they turn up at 3:00 in

the afternoon or, well, you know, I normally get John, but

I've not been having John turn up.

So by listening to those needs and homing in on those needs,

you're able to give clear and precise answers to those

problems straight away that they've, you know, you're at the

forefront of their mindset. Yeah, No thanks.

That's, that's really good. That's really good advice

because we've got one site where they they, they'd love us to

turn up at like 9:30 because the basically the guard guard people

work on the gardens and that they have to meet at 9:30 and

that's when I turn up. And he says because they're not

bothered. They're not bothered way in the

month, but as long as I turn up in time for their meeting.

Exactly. And that's what you said, that's

what you said, he said. I want someone to turn up off

half 9, roughly when you're having this team break,

basically, yeah. And that's what I do every time

with that one I do. So, yeah, I think, I think, I

think really that's it. It's, it's just understanding

and and doing a bit of research on your customers, you know,

doing you ain't got to go too crazy.

But just going in and sort of saying, oh, I see, you know,

you've recently opened up a new branch in Bayswater.

How's that going? You know, just taking a general

interest in that brand and knowing a little bit about them,

doing a little bit of research sometimes.

Sometimes it's really good. Even when I've done cold calling

before, I've managed to bypass the receptionist because I'm

saying it's John in this morning.

Oh, is he expecting you as well? He said for me to pop in.

You know, you blog it a little bit, but you're bypassing

someone who would otherwise show you the door because you've got

a name. Yeah, Linkedin's quite powerful

as well. You can get names off there

usually. Oh, I've, I've, I've, I've, I

mean, I, I don't use LinkedIn as, as nowhere near as much as I

do my social other socials. But I tell you this, I've

managed to find out who's who through LinkedIn and I've I've

managed to break down doors that would otherwise have been firmly

shut in my face because you're, I'm going direct to these

people. That's that's that's also I.

Do feel, I do feel Linkedin's become very Facebooky

unfortunately, but at the same time it is there is a good tool

to find out who's who within the organisations.

It's true because it has. It has made LinkedIn bigger by

being more Facebook because I post my gym pictures and all

sorts on there. Yeah, I've seen, I've seen, but

people like people like it. But you are right, it has

changed. It's changed, but I think it's

made LinkedIn bigger because it's not just a job site or

where you get business. It's a little bit more than

that. But I spent too much time on it,

I really do. That's the problem.

Yeah, but but again, I think you get, you report you.

So if you put the hours in and you put the research in, I mean,

we, I'm not afraid to say who, you know, we, we've recently

acquired a relationship with the Marriott Hotel Group.

You know, we're, we're now doing 2 of their hotels.

You know, they're, they're, they're an international brand.

So we, we, by no means are we going to be managing hundreds of

site up and down the country, but we're now an established

service provider where we're in two key parts of London, Canary

Wharf and in Mayfair, where we're really starting to make an

impact. And we're tidying those sites

up. And we've got the GMs now that

are going to, they're going to be networking for me.

That's that's really good because I see, I didn't think

you'd be able. I thought brands like that would

literally just say no. We'll have one company that

covers the entire country. So that's that's.

Different times are changing, Sean.

I think a lot of these companies now are starting to see, and

it's the word that I used earlier, where is the value

lying? And a lot of our, a lot of our

smaller companies, these bigger organisations are seeing what,

what we're able to offer. And it's, it's what's starting

as a ripple with start is is starting to cause a bit of a

stir now, you know, because I think people are seeing the

value of local companies. That's it's good to hear that.

It's because obviously you, you know more than you have more

relationships for these kind of bigger brands and and they can

see the value in more of a smaller family business that

they can probably be relied on more than calling out another

say big company who probably won't come till next day.

Well, it's, you know, again, it's, and it's asking the

questions, you know, in certain instances I've had we've, we've

won a big restaurant trade because we was able to go in

2:00 in the morning until 7:00 the next morning.

And we had that window where we had six of us proofing through

the night. We had everything.

We had all the chairs taken out, was able to RIP out all the

expanding foam that the previous company put in.

And we was using metal plates and mouse stops.

So it's being able to adapt to the, to the needs of that

business. We're not disrupting that

business. We're working through the night,

we're charging accordingly. But it, you know, it's a, it's

been like a chameleon. You've got you've got to adapt

and understand what those clients problems are.

Yeah, it's, I tell you, it's been really I I have been

talking to you because them questions I've never asked

before. And I'm still learning, like you

say, you know, I, I really hope that people aren't looking and

thinking. He's very cock sure of himself.

It's not. I'm very confident in what I do,

but like I say, it's you're forever learning and I'm always,

I'm the no one is a bigger critic of myself than myself.

You know, I push myself all the time and you know, we are doing

really well, but I still, I still scrutinise my month every

month. I at the end, last day of the

month, I get home and I'm like, right, what more could we have

done? Why haven't we done this?

Why haven't we got that? You know, and it comes down to

having that drive and hunger and a mentor, like I said, that

always cheques in on me. Yeah, it's really good to hear

that even every year I mentor. So it is good to hear.

Thank you for that. I appreciate that.

I've got, I've got a new listener in Mexico.

There's loads more episodes to catch up on if you want to just

loads loads on the channel. Appreciate, appreciate the

comments. Thank you.

And it's this is it just goes to show, you know, you can reach to

a wide audience and someone can relate to what you're saying,

you know, more so. And I think I really hit home on

the point that, you know, I'm not I'm not the only person.

There's so many people like me that's come from absolutely

nothing and has made something of themselves.

And I don't I think there's no better feeling than that.

You know, you've been given those silver spoon.

Everything that you've got has been through blood, sweat and

tears, you know, set being away from your wife for months

because you want an opportunity to try and build a business.

And I think that's what makes you more humble when when you've

built it from nothing, I think that's what makes you realise

that you know what, you'd never forget the people that's helped

you get to where you've got. And that, that's one thing I can

say with pride that I've never, I've never forgotten the people

that are around me and have, but have been around me.

Yeah, hello. It's it's really good because

some people do, don't they, when some people get some level.

I've had people. And that's it.

I don't want you to know you. I'm too big time now.

I, I see it, I've got people around me that I won't name, but

I've got people that we no longer talk and we went separate

ways. And, you know, it's, it's, it's

the shame. But they, they forgot where they

come from. But you know, you, you, you

can't please everybody. That's true.

That is so would you say that within within a business pest

control business that are very good but looking website it's a

big it's a big part of trying to grow the business as well as

well. It's a great question because we

as recently as 10 days ago updated our website.

We've gone a little bit more interactive.

We had a professional photographer round because we

celebrated our 10th team member we had.

Professionals. Thank you.

Yeah, you know, I actually put it on LinkedIn as well and it,

well, you know, you, you talk about that.

I mean, I've never, in all the years I've been on LinkedIn,

I've never had more than 5 or 6 likes on things.

I've we're up to over 110 likes, I think so far on LinkedIn of my

post of the pictures and stuff like that.

So I think, I think, I think that really, that really answers

your question because we paid a photographer to come and get a

nice consistency in the, in the photos, which is now on our

website on the meet the team section.

So absolutely, I think invest and I'm not talking thousands,

but by putting in an idea into your brand and using your

colouration and your interactiveness.

We've, we've, we've been quite pleased with the changes to the

website that we've. Just made it's looking nice,

especially about me or we can see all the photos.

It's really good, yes. Yeah, and again, you know, it's,

it's trial and error, but you just, you just want to get you

what you want people to understand your brand.

I think that's the thing. If you if you try and muddle it

up or people look and they can't really relate to your brand.

And you know, people, I remember when I first got the green vans,

people was like, Oh my God, what are you doing?

And people that haven't seen our vehicles, you know, do check

them out because we've got the probably the loudest colour wise

vehicles out there. You know it's bright green and

blue, but it it works. It does.

It does work. It's in because my my son was

looking at the pictures who's found today.

So do you work for you daddy? I said no, no, no, it's a

different company, he says. That's that's a nice fan.

Thank you. Yeah.

And, and and they, they stand out.

And, you know, we got the private plates on there as well.

Because again, you know, we, we, we like to, we want, we're,

we're, we're proud about what we do.

And it has become a bit of an obsession now really where the,

we've even got private plates on the mopeds now on the two

mopeds. So you know, it's just, it's

just again, it's a continuation because going back to the whole

thing about if we do potentially sell in a number of years, you

know, it all adds value because it's, it's building a brand that

is recognisable and established. That's so true and that's why I

asked a few people about how to grow and the main thing was

website because if you look at my post I make on social with

the wasp on and the green and look at ever see our vans, then

you jump to our website, you'll think that's completely

different. And that's why I've obviously

looking around. I've been asking different

companies, but the website is on the cards.

We just got to get sorted out but so I wanted so it's all one.

Brand, there's a marry, yeah. Massive disconnect if you go on

our website. No, apparently, and that's

something that we've really tried to sort of do with with

especially with TikTok as well, you know, and I think Tik Tok's

been a Tik Tok's been a massive selling point for us as well,

because the amount of prospective clients that I'm

able to say look so well and good, me telling you what we do.

But jump on our TikTok, look at the people that we've helped,

look at the projects that we've undertaken at your own leisure,

and you'll see why. You'll see why I'm knocking on

your door. Because this is how we can help

you. Exactly.

You can show them, you can't say or you need to put more stuff on

your YouTube. You don't really put much on

there now, do you? You don't put that much on

there. I've posted a little bit, but

yeah, it's probably my weakest point on YouTube because I'm

really. Tiktok is is is the how to pull

it. A lot of young people go on

Tiktok and but they use it like Google.

That's how they use it. So no, they do.

They say they want a plumber. They kind of type their area in

and they all say they want a pest control and a lot, I'm not

saying all they all do, but a lot of young people would like

to look on TikTok as if they like their videos and they get

then they then they go, oh, I'll get them in then.

But that's what they say. The experts use it like Google.

Yeah, exactly. And I think it's just trying to

stay relevant, you know? I mean, I have people mess.

I've, I've had loads of work through TikTok where I've had

people messaging me, you know, little domestic jobs and little

shops and stuff like that. So you know, and again, it's

just making yourself relevant, you know, you want, if people

are thinking about pest control in London, what I want them to

be doing is thinking about the green machines, you know,

because that's what we refer them to.

So it's just trying to be, it's just trying to be relevant at

the time into people really. And having that, like I say,

I've said it multiple times in this podcast, is, is people

saying that we're having fun along the way as well.

No, that's true. And you can see that whenever

whenever you film videos, it's all it's all apparent.

It's not it's not fake. You can you can see it's real.

You can. But yeah, you make that.

I still, I still think about how can you go and watch that one

after where you go? Catastrophic, I think.

Yeah, that. That, that was a cool video.

Actually, that was a very cool video.

And we enjoy making them, you know, we, we enjoy putting them

together and, and putting them out there for people to see.

No, that's that's really good. But but you know what you're

binsted. How does it like do you have

like office stuff where you know, if someone's got a

domestic, they ring the office and they book, they book through

that. And then do you have like

tablets with all your texts, what jobs they're doing each

day? Exactly that.

So, so we, we've, we've got a really good set up behind the

scenes. So Dawn, who's my mother-in-law,

She, she looks after the my team, my service consultants.

I've got, I've got APA called Siobhan.

She she commented earlier who called Holly the boss.

So she's probably going to be unemployed tomorrow.

And then we've and, and it and it works.

And then we've got Holly that kind of, she overviews

everything. She overviews everything that's

sort of like the back of house. So it allows me to sort of, it

allows me to propel the business in the sense of getting in front

of, you know, potential new clients, but going to see my

existing clients and doing the surveys and stuff.

So it's a really good balance. We, we use a reporting app.

So all the guys have got their jobs because we've got 2 field

based female operatives. This worth adding.

That's also what makes us quite unique.

From a, from a sorry, from a client's perspective, if you've

got say a mosque, like does that when you like, even in domestic

situations when they're going to a female, does that make them

feel better because they know they've got that coming?

Massively, I mean, we, we actually do a lot of work for

local councils and in those areas we we deal with a lot of

mother and baby units. So what what makes it quite

unique at times is that we're able to offer a female

operative. You know, there's certain

circumstances that allow us to really push the the emphasis

that we've got female operatives that makes it a little bit more

comfortable. So, yeah, and, and, and again, I

think from, from the business that the, our business is, is

predominantly dominated by women.

You know, with the exception of myself in my position, you know,

there's Holly, there's Holly, there's Siobhan, there's Dawn,

there's Amy and there's Cynthia. So we're, I think, I think

that's what really strikes a good balance in the sense that,

you know, the, the females, they, they have fun, but they

can see the seriousness of what we're doing.

And it's a good balance, you know, because there's, there's

always good banter. I don't think I've ever actually

get involved where there's been sort of outspoken remarks about

anything. And I think it's what I think

it's what keeps us in check. I'll say tongue in tongue in

cheek. That's that's really it's really

good because I have heard all novels.

I listen to a lot of other podcasts and with females on

they've said that the customers I felt feel much better

sometimes when there's technician coming out.

It does it does happen, you know, and it could be it could

be religious reasons, it could be, you know, it could be mental

health issues where you know, they've had bad.

But again, I think that's where going back to your original

question about having that comfort, having that that person

in Siobhan or Dawn or Holly that answers the phone is having that

is having that kind of that personalised relationship with

them straight away and establishing the needs.

What, what is it you're looking for?

I understand that you're calling us because you've got a problem.

What, what, what are your requirements?

You know, you we're able to say, look, are you, do you have a

preference on whether it's male or female?

Would you like a branded vehicle turning up?

Would you like an unbranded vehicle turning up?

So I think it's by by having that choice to offer our

clients. It's, we call it, it's an

alternative close because rather than saying, yeah, we'll have

one of the vans and one of the guys with you, we're able to

would say, well look, would you like male or female?

Would you like a vehicle? Would you like a moped?

We're able to offer choices that gives an, an alternative close

in the selling world, it's an alternative close.

So that's where we're able to to hang on and convert a lot of our

inquiries. That's good to hear.

And I'll say, how do you, how do you say an I'm sorry.

Siobhan. Siobhan has been out with you on

survey, so that's good because they get to see a perspective of

how surveys is done of the old, but now on her routine visits to

see how it's done on the ground. Oh yeah, I mean, I'm probably,

I'm probably one of the most OCD people where whether you agree

or not, I believe that your external bait stations are the

first representation of your business.

And my team know that my metal bait stations have to be

absolutely on point. They need to look shiny.

I've had people and this, this is the gospel truth.

I've had people that have been visiting London and I've had

them private message me. There was 1 gentleman, I can't

remember his name off the top of my head that he was visiting

Harrods and we do a little site opposite Harrods.

And he said to me of all bait boxes that I see when I venture

into London Porter, it's yours. And my God, are they looking on

point? Because, you know, my guys know

that there's no, again, I'll go back to the thing about people

agreeing that sometimes boxes should be a little bit dirty or

whatnot, but externally the lids of our bait boxes, they have to

look pristine because for me, that's a representation of our

brand. Was he from America, This guy?

No, no, he was from up north. He was, he was down in London.

He was, he was literally away and he messaged me with a

picture of the bait boxes and he literally was of all the

companies that I see when I'm visiting London and up near

Harrods, I bloody see yours and your boxes are on point.

And I showed that to the my teammate that actually looked

off that site. And I said to him, This is why I

said This is why I'm so OCD, because whether it's a

competitor or someone, people are always looking.

Yeah, they are, they are always looking.

But you know, that's that's a pretty cool thing for feedback

that is it's. A good Oh yeah, it's a good, you

know, it's nice because people are always looking.

So it's a good point, proven it is.

But yeah, there's been loads of talk in a chat.

Most it's the most popular chat ever.

Mark, well done. Well, I like, I like to, I like

to set a bar, you know, So hopefully whoever's next on they

can, they can be the same. Fresh is on.

It is. I can't remember who's on next.

I have to look on my phone, at my phone.

I never. Remember, I've enjoyed it, I've

enjoyed it being on and thanks for having me.

Yes, yes, thanks for coming on. I know you're a busy guy.

Yeah, I drive your Lamborghini at night time.

I know. But you, you've come on the

podcaster. Now and hopefully, you know,

hopefully people can take a bit of positive from it.

And if, if I, if I can help someone else out there with any

of the bits that I've done, then it's been, it's been worth the

time coming on, you know, and like I say, I don't pretend to

be the best, but I'll strive to be the best.

There's no doubt about that. It's definitely I don't.

I've definitely learned something because I've taken

notes because next time I go around somewhere I'll be asking

them questions. And let me know, message me and

let me know. All right, let me know because

you will be flabbergasted to actually see someone on the

spot. They almost look at you and

think what what you want to know what you want to know?

I want, I bloody want someone that can do this or I want.

And then you can say, yeah, that's fine.

I can do that. I can come on a Saturday

morning. If that's really what ticks your

if that's what's really going to help me win this business, then

I'll then consider that done what else?

And then before you know it, by the end of it, you'll say, look,

I'll get everything over, I'll know what you need, we can

deliver it. I'll have that quote with you.

And I'm looking forward to you standing it off.

Yeah, I'll be good. They want Holly to come on

camera to say hello. OK, let me let me see if I can.

Let me see if I can get her down.

Holly, Holly quick, you need to come down.

She's coming down. Guys and girls, she's.

Coming down. She's coming.

I'm going to get her to come and sit next to me.

Hold on. Who made that comment?

That's brilliant. I.

Was there, I'll leave it on. Anna.

OK, Anna, I'm going to get the big boss here, right?

Come and say hello. Come on, come and sit down.

Anna. As basically said, they want to

see the big boss. So this is Holly, everyone.

Hello. Thanks for coming on.

It's OK. So you enjoy the pest control

industry again? I mean, it's all right.

Yeah, yeah. It's all right.

It's all right. You don't have to say a lot.

You're all I know you're a bit nervous about podcasts.

It's all right. They wanted you to come on.

They did. Yeah, look, one and Anna's asked

the question. Get Holly to come on and say

hello and introduce herself to the big boss.

From PBC C powers upstairs doing work.

Yeah, there you go. I was invoicing right now.

That's fair. That's fair enough that.

Is, but do you want to just, I know you're a bit shy, but do

you just want to the people that's watching give your

insight as to how it is for you, not only being a mum, an amazing

mum, but from a business perspective of how it, how we

operate really and what makes you know how it works.

Yeah, don't get me wrong, has it UPS, has it's ups and downs.

It's hard. It is hard work, but teamwork is

the most important thing, I think, not just from you, from

our other eight employees. The real Bosslett.

Yeah, no, it's it's hard work, but it's worth it.

That's good to hear that it's it's we need more opinions from

women within the industry. We do I.

I I mean, I work from behind the computer screen.

I'm very compassionate with people that call and are

actually. That's the kind of rodents.

But that's what. I totally. 100% get it.

I wouldn't never ever ever catch me anywhere near a mice, a mouse

or a rat. Absolutely not, no.

But again, I think that goes back to what we just said, Sean,

about having someone at the end of the phone that is

compassionate and understanding and not just asking for a Rep,

you know, actually saying, Oh my God, look, we understand that

you've got a problem and you know, this is how we can help.

We was talking about having female operatives out there as

well. I mean, yeah, we've got my

sister and I say to her all the time, you're better than I am

because I I couldn't do it. She called me one day last week

on FaceTime and was literally getting so excited at the fact

that she was standing like a metre away from a rat and

running here there ever. I was like, Oh no, I would

scream and run. Right, Mark?

What doesn't Mark? Try and drag him out on site

then. No, it's not.

It's not going to happen. No, she's she's she's busy with

the three kids that we've got. Who's that Anna behind a great

businessman is every great Anna. I absolutely concur that with

you. I think I definitely concur

that. And as much as we laugh and

joke, I wouldn't be where I would be today without Holly

because we've we've had some real roller coasters.

But she believed you believed in me ultimately, didn't you?

And I think that that's what that's what it is, because

without the belief of the most important person beside you,

then there's nothing really you're doing right now.

It's now that you've come down. Yeah, listen to the customer if

she's put someone's yeah. Yeah, I mean, Siobhan puts up

with a lot of Siobhan's almost like the first port of call for

people. So she's often at the at the the

forefront, the forefront of it. Sorry my a bit of a brain

freezer do. You ever get angry customers

being nasty down the phone? Do you ever get that?

Oh yeah. Absolutely, yeah.

How do you deal with that? Do you Do you kill them with

kindness? Holly will tell you.

Holly will tell you a quick story.

This was years ago, yeah. Yes, I just had, I just had

Luna. She was probably no more than a

week old and I was back to work because obviously at the time it

was just. It's just me and you.

No, I think mum was on board as well.

But anyways, I'm still trying to do as what I could where Mark's

diary was concerned and stuff like that.

So I was back quite quickly after I had her.

And then this one guy called and he just, he happened to just say

every time I speak to you, your kid is crying in the background.

And I was a bit like, hold on a second.

I was like, I'm still helping you.

I'm still trying to help you. And I remember calling Mark like

in absolute sense, I was like, I can't do this.

She's crying. I've got the phone ringing and

I'm trying to help. And yeah, it's just sometimes

you do get it. And I'm like, look, I'm here

trying to answer you. I've not ignored your call.

I've answered the call. I've come out of the room even

because she is crying, you know, So that that is that is quite

hard. And you have to in all of that,

you have to remain professional. It's obviously you killed him.

A kindness, Yeah. You just really know.

It No, I I ain't gonna lie. I told him to do one on that

occasion because he overstepped. He overstepped the mark.

It is it. Is really.

Yeah, and you know, we're generally very professional

because we do, we do get tenants and clients that are upset and

you just got to we bite our tongue all the time.

But he over, he oversteed the mark.

That was my wife he was talking to and he made her, he made her

cry. So I weren't going to have

anyone No, no money compensates to talk to my wife like that.

So he he was politely told to to go and find somewhere else, to

say the least. Yeah, I know it's you got a lie.

Was was this obvious? Was this was this quite a few

years ago? Or was this?

Yes, Luna 6, Luna 6 now. So this was six years ago.

I still don't see a problem really hearing a kid in the

background. People have families, don't

they? I don't.

Yeah. And you know, we've always,

we've always pronounced, you know, we've always said that,

you know, we are, we are family. We're a family owned company.

We've got we've got kids and. Even half terms and stuff, if

they're at home and I have to call someone, I'm look just to

let you know I am working from home and I've got 3 kids.

So you may hear a bit of screaming and shouting in the

background. Most people are OK.

They're like, look, it's absolutely fine.

Yeah, everyone's used to it now aren't.

They especially I think from COVID because a lot of people do

work from home nowadays. They do.

It's great. I think it's great.

I do. They all work from home and they

can let you know when they're going to be in.

Holly Holly works from the nail. Sharp, Sean.

They're worth it though. My nails are worth it.

OK. No, I'm glad.

I'm glad that she's come on. It's because like, like, like

Anna said, and it really is true, a successful business is

built on really good relationships at home as well.

And you know, I can sometimes be a real pain to live with because

I am very driven. But Holly often has to look

beyond that and think, you know, I'm doing it for my family and

I'm doing it for our brand as well.

It's true. It's true you.

Do don't speak for you. Yeah, sometimes I want to lock

him in the cupboard, but it's OK.

Yeah, yeah, he's a good bloke you got there, Marcus.

Keep guys going I. Was going to cut a promo on you.

I can't, I can't think about to say actually.

But yeah. Nice.

It's been good to have you on. No, likewise, Thanks for thanks

for having us and thanks to everyone who's tuned in and

watched it. And like I say, I've already had

a follow up my Instagram page, I think it was the gentleman from

New Mexico. He's just given my Instagram

page, like my business page. So it just goes to show, you

know, you're making you're making an impression and friends

with people through for having the courage to come on platforms

like this. So massive kudos to you, Shaw.

And I think forgiving not, I mean I'm quite confident, but

you know, for giving people a window to, to put themselves out

there for, for others to look at as well.

Oh no, don't get me wrong, people have, People have called

me all sorts before online, but I've got used to it.

It doesn't. It very rarely happens anymore.

But yeah, we've had. Conversations about that,

haven't we? Yeah, we have.

We have. It's their own insecurities.

Really it is. Who would you like to see on the

podcast next, Mark, if you can, if you can get anyone on, any

ideas? I actually there's a there's,

there's a name that I've forgot to mention and and he's done so

well for himself since leaving procure was Timothy Peeling.

We all know him as Tim Peeling. He works at ENVU now.

Tim, Tim, Tim's rapidly grown through the industry since

leaving Pro Kill. He's he's, he's really done well

for himself. So I'd like to maybe hear from

Tim actually to sort of talk about his growth of in the

industry and the different roles that he's obtained and to give

feedback, you know, because Tim's worked with a load of us

and seen our developments and whatnot.

So it'd be good to get his perspective on things.

So yeah. Timothy Peelin, I think I'd be

shouting out if I was to call anyone out.

Yeah, I'll, I will look him up. I will.

I will look him up. Yeah, look him up.

I will, but yeah, thanks for coming on, Mark, and thanks

everyone for watching. And I don't know how anyone's

going to top this chat. I really don't know.

It's the most it's the most most watched podcast so far, I

reckon. Lies, I've never had this chat.

It's cool. Well, we appreciate it.

We appreciate you. And yeah, and thank you.

Hey. Thanks for coming on.

Thanks for letting Mark. You haven't come on the podcast

because you've kept. Him out of my hair for an hour.

And a half. Oh, fair enough.

But yeah, thanks everyone and thank you.

See you on the next podcast. But thanks, Mark.

I'll just end the stream now. See you later, buddy.

See you later mate, cheers.

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