Pest Control Sales: How Allan Hockett Hit 1,000 Accounts

By Sam Taggart

CEO and Founder

Pest Control Sales•November 4, 2026

Seventeen-year-old Allan Hockett stands on a lawn at 9:30 at night. He has zero sales in two weeks. His manager just threatened to fire him if he does not sell five accounts. He turns away from the door and prepares to quit. Then the homeowner calls him back. How do you survive a start like that and build a pest control sales career that hits one million dollars in revenue?

On the D2D Podcast, host Sam Taggart sat down with Allan Hockett, a four-time Golden Door winner. They recorded on a beach at Lake Powell during a leadership retreat. Allan breaks down his eleven-year journey from a struggling rookie to a top producer.

Why Pest Control Sales Takes Time

You do not become a top producer in your first year on the doors. Allan Hockett built his numbers over five summers before winning his first Golden Door. He started with 130 accounts and increased his total by about 100 accounts each year.

The First Summer Reality

Allan graduated high school in Washington state. The very next day, he flew out to Nashville, Tennessee. He lived on his own for the first time and struggled immediately. He knocked doors for two weeks and secured zero sales.

His manager gave him an ultimatum. He had to sell five accounts quickly or lose his job. He scraped by with five deals just to stay employed. His first sale happened at 9:30 at night. He pitched a man watering his lawn and got rejected. He almost cried on the spot.

The homeowner invited him inside to eat dinner with his wife. The man revealed he used to sell books door-to-door for Southwestern. He told Allan a story about his own struggles. The man went two months without a single sale. He had to get a side job just to pay his bills. He eventually sold a massive account to a school district superintendent.

The Path to the Golden Door

Allan finished that first year with 130 accounts. He then left to serve a two-year church mission. When he returned for his second full summer, he hit 400 accounts. He realized he could actually build a career in this industry.

Many new reps expect to win a Golden Door immediately. Allan proves that consistency matters more than early talent. He did not win his first award until his fourth or fifth summer.

He stacked two Golden Doors back-to-back. He felt unstoppable. Then he set his sights on a million dollars in revenue. That goal pushed him into a massive slump.

What Causes a Pest Control Sales Slump

Tying your personal value to your revenue goals creates dangerous pressure. Allan aimed for a million dollars, fell short at $715,000, and crashed hard the next year. He sacrificed his personal life, dropped out of school, and fell into despair when he missed his target.

The Million-Dollar Obsession

Allan wanted the million-dollar revenue mark desperately. He pushed himself to the absolute limit. He hit $715,000 and felt like a complete failure despite the high number.

He started seeing multiple therapists to deal with the fallout. He spent the entire winter in the depths of despair. He carried that negative energy into the following summer. He lost his teams and struggled to sell anything. The pressure completely broke his process.

Hitting Rock Bottom

He spent weeks laying in bed. Managers and friends visited his house. They tried to physically pull him out the door. He refused to go knock.

He realized he had tied his self-worth entirely to his pest control sales numbers. If he failed on the doors, he felt worthless as a human. He needed a complete mental reset to survive in the industry. He had to learn how to fail without letting it destroy his identity.

How to Bounce Back in Pest Control Sales

You recover by separating your identity from your production. Allan decided to measure his success by his role as a father and husband, not just his sales stats. He stopped forcing himself to hit specific numbers and focused on building other team members.

Changing the Mindset

Allan hit bottom and made a distinct choice. He refused to let a bad summer define him. He shifted his focus away from personal sales records.

He decided to compete in team tournaments instead. He focused on helping other individuals grow. This mental shift removed the crushing pressure. He told his leaders not to expect much from him, but they believed in him anyway.

The Rebound Years

He bounced back to $300,000 in revenue. He learned that hyper-fixation caused him to crumble when he failed.

The next year, he hit $850,000. His third child was born mid-summer. He credits his wife as his rock during this chaotic period. The year after that, he finally achieved his million-dollar goal. He also crossed the 1,000-account mark.

He had consumed so much content over the years. He always viewed the 1,000-account mark as the true Golden Door standard. He realized that 1,000 accounts represented the pinnacle of success. It meant more than just hitting a revenue number with a high average contract value.

Should You Pay Pest Control Cancellation Fees

You should avoid buying out accounts from other companies. Allan Hockett built his million-dollar year by selling clean business and refusing to pay cancellation fees. He has only paid one cancellation fee in eleven years.

Selling Clean Accounts

The industry has shifted toward a culture of buying out contracts. Reps use this tactic to artificially inflate their numbers. Allan rejects this strategy completely. He prefers to find homeowners who actually need the service.

He points out that millions of people need pest control. You do not need to steal accounts to hit high numbers. You just need to knock the next door. If a customer is willing to backstab their current company, they will eventually do the same to you.

Long-Term Industry Health

Buying out contracts creates a toxic cycle. Reps buy out accounts. Then other reps buy those same accounts back. This ruins the customer experience and damages the industry reputation.

Some people frown on his refusal to buy out accounts. He does not care. He sells a clean business model. He gets paid on his business because his customers actually stick around.

Why Attend a Door-to-Door Sales Conference

You attend events like D2DCon to build mental endurance and network with top performers. Allan credits these events for keeping his mindset sharp over a long career. He draws inspiration from speakers who demonstrate extreme mental toughness.

Networking with Top Producers

Allan has knocked doors for over a decade. Most of the people he started with have left the industry. Attending events helps him stay connected to other long-term professionals.

He enjoys watching other reps grow over the years. The environment pushes him to maintain his own high standards. He loves sitting down and consuming the content. He remembers when Tim Grover spoke and delivered an incredible message.

Learning Mental Endurance

Pest control sales requires extreme mental toughness. Allan looks forward to speakers who push the limits of human endurance. He specifically mentioned Mark Dowdle, an ultra-marathon runner who completed 94 laps of four miles every hour.

Sam Taggart actually called Mark Dowdle while sitting on the beach with Allan. They negotiated the speaking deal right there on speakerphone. They booked the ultra-marathon runner for the next event. They also booked Cam Hanes. These endurance athletes bring a message that perfectly matches the door-to-door grind.

Allan respects that level of pain tolerance. He once completed a challenge running four miles every four hours. He knows how hard it is to keep going. Hearing from athletes reinforces the mental habits required to knock doors every day. It reminds reps that success comes from refusing to quit.

How to Build a Pest Control Sales Career

1. Start with consistency. Focus on increasing your account total gradually each summer instead of expecting immediate awards.
2. Detach your self-worth. Measure your personal value by your character and relationships instead of your daily revenue numbers.
3. Sell clean business. Avoid paying cancellation fees and focus on finding homeowners who actually need your service.
4. Focus on mindset. Treat door-to-door sales as a mental endurance test rather than just a technical skill set.
5. Attend industry events. Network with other top producers to maintain your competitive edge over a long career.

Frequently Asked Questions

How long does it take to win a Golden Door?

It typically takes several years of consistent growth to win a Golden Door. Allan Hockett won his first award during his fourth or fifth summer. He started with 130 accounts his first year. He increased his total by about 100 accounts each subsequent summer until he reached the top tier.

What is a good first year in pest control sales?

A good first year depends on your baseline. Finishing the summer is the main goal. Allan Hockett sold 130 accounts during his rookie season. He struggled initially and secured only five deals in his first two weeks. He stayed on the doors and built a foundation for future success.

Should pest control reps buy out existing contracts?

You should avoid buying out existing contracts to maintain clean business practices. Allan Hockett refuses to pay cancellation fees. He notes he has only paid one in eleven years. He advises reps to simply knock the next door and find a homeowner who actually needs a new pest control service.

How do you recover from a sales slump?

You recover from a sales slump by removing the pressure of specific revenue targets. Allan Hockett bounced back from a bad summer by focusing on his role as a father. He helped his teammates instead of stressing over numbers. This mental reset allowed him to hit $850,000 the next year.

Is a door-to-door sales conference worth attending?

Yes, veteran reps benefit heavily from the networking and mindset training at industry events. Allan Hockett has attended four times to stay competitive. He connects with other long-term professionals. He uses the event to learn mental endurance strategies from speakers who push the limits of human performance.

Conclusion

Pest control sales will test your mental limits. A bad month can destroy your career if you tie your entire identity to your revenue. Allan Hockett survived a brutal slump by detaching his self-worth from his numbers. He focused on clean business and mental endurance. You can build a million-dollar career if you stop obsessing over the daily stats and start focusing on long-term consistency. If you want to master these skills, visit D2D University to get certified.