Pest control sales FAQ: what reps sell, the summer season and how it pays

A service agreement for general pest control: an initial treatment followed by regular visits, commonly every quarter or every other month. Many companies also sell add-ons such as mosquito, rodent or termite service. The rep sells the plan and books the first visit; a technician does the treatment.

The customer agrees to a schedule of treatments over a term, often a year, and pays per visit or monthly. Agreements usually state the price of the first service, what happens if pests return between visits, and a fee for canceling early. Explain all three at the door, because surprises here are what cause cancellations.

No. Treatments are done by technicians. Pesticide applicators are certified by state, territorial and tribal authorities under standards the Environmental Protection Agency sets, and states can add their own requirements. The sales rep's job ends at the agreement and the scheduling.

Source: U.S. Environmental Protection Agency: how to get certified as a pesticide applicator

Say what the company's training materials say and no more: what is applied, where, and what the household should do before and after a visit. Do not improvise words such as "harmless" or "chemical-free". If you do not know, have the technician or the office answer.

Pest activity rises in warm months, so that is when homeowners notice a problem and want service. The summer schedule also suits college students, who make up much of the sales force. In warm states such as Florida, Texas and Arizona, companies sell most of the year.

A team relocates to a market in late spring, lives in shared housing, and knocks six days a week until dark through the summer. Days start with a meeting and end with the numbers on a board. Most programs run about four months and pay the remaining commission after they end.

More: What a summer sales program is · Traveling vs. local sales

Compare offers on the same points: commission per account and how it scales, what is held for the back end and when it pays, what reduces it, what housing costs, where the market is, and how many of last year's reps finished the summer. Talk to a rep who worked there last season.

More: How to vet a company

Commission per account sold and serviced, often scaled by the value of the agreement and by how many accounts you sell in the season. Part is paid during the summer and part is held as a back end. Some companies add a small base or a draw.

More: Commission tiers · Back end

Because an account usually counts only once the first treatment has been completed and paid for. A customer who signs and then cancels before the technician arrives earns you nothing. Set the first service soon and make sure the customer knows the day and the price.

More: Initial service

A share of each commission is held until after the season and paid according to how many of your accounts are still active and paid up. It rewards sales that last. Ask what percentage is held, the date it pays, what counts as an active account, and whether you receive it if you leave early.

More: Back end · Holdback

It differs. Some companies provide housing free, some charge rent or deduct it from commission, and some tie it to a sales minimum. Travel to the market is often on the rep. Get the terms in writing before you sign.

It depends on the state. Florida requires an identification card for employees who solicit pest control for a licensed company, and Georgia requires employees who solicit structural pest control to be registered. Elsewhere the only requirement may be the city's solicitor permit. The company should handle whatever applies.

More: Pest control sales rules by state

Source: Florida Statutes 482.091 (pest control employee identification cards) · Georgia Department of Agriculture: registered employee credential

Yes, within the federal three-business-day cooling-off period for sales made at a home, and the rep must hand over the written cancellation notice. After that, the agreement's own cancellation terms apply. Telling customers this plainly builds trust.

Source: Federal Trade Commission: Cooling-Off Rule (16 CFR Part 429)

Many reps return for a second summer at a higher commission tier or as a team lead. Others move to year-round pest markets, or into solar, security or fiber with a season of results to show. The summer's numbers are your resume, so keep a record of them.

More: Career growth FAQ