6 FAQs for PMPs looking to sell their pest control businesses

Selling a business is a major decision for pest management professionals (PMPs), and being well-prepared can make the entire process smoother and more successful. What follows are six frequently asked questions (FAQs) that I receive. Because I hate long answers to short questions, I’ve provided a short answer in bold, with some narrative for those who want more detail.

1. What should I focus on to add value when I sell?

Pricing, recurring service and steady growth. These three variables indicate a well-managed business, which will entice buyers to pay more. Keep in mind most buyers will not raise prices within a year after the sale because consumers may correlate a price increase with the new owner, even if it is justified.

2. Should I stop investing in my business?

No. Investing specifically in advertising and staff training can significantly strengthen the business and increase its value. Operate the business as if you plan to own it for another 30 years. When owners neglect their businesses, it can lead to a noticeable decline in their market value.

3. When is the right time of the year to sell?

It doesn’t matter much. Many sellers look to sell in the “slow season,” yet the best deals I have seen start and close during the busiest times. Doing a deal during the busy season allows new staff to stay busy and feel needed. Staffing problems often arise when business is slow.

4. Will my team be taken care of?

Yes. Every company I speak with is looking for trained employees. Having more team members than you immediately need — even for a limited time — is a rare luxury. It allows managers to set higher standards and hold employees more accountable. The best employees always will be fine.

5. My market has so much growth potential, yet we struggle to complete all the work in season every year. Will this add value?

No. This is not the NFL draft. Buyers don’t pay for potential; they pay for proven performance. Buyers expect the seller to be capitalizing here. If you are about the same size as you were five years ago, no buyer will pay for what you can’t execute on.

6. How long will I have to stay on after I sell?

Three months. Many deals will be given to the owner who sells with a short-term agreement. Owners who invest in the company will have staff running the day-to-day operations. Sellers who want to keep working should consider what that looks like. The best situations I have seen are when the sellers are doing a job for which they are best suited.

Engaged businesses should stay curious and ask these questions. Being prepared is always a good thing. Selling your business is a significant milestone that requires planning, clear thinking and a realistic understanding of what buyers value.

The most successful exits come from companies that are well-run, continue to invest in themselves and show strong, consistent performance — not just potential. By focusing on these fundamentals and preparing well in advance, you can ensure a smoother sale and a better outcome for everyone involved.