EP231 – Door-to-Door Millionaire: Lenny Gray On Building In‑House Sales Engines That Actually Stick
- S4E231
- 49:57
- January 22nd 2026
In this episode of The Boardroom Buzz, the Blue Collar Twins sit down with Lenny Gray, the guy other Utah killers call “the godfather of door-to-door.”
Lenny started as an Orkin rep in the late 90s, built his own pest company from two dudes and a truck into the largest residential player in Utah, and went on to three separate exits across multiple branches. Today, he runs D2D Millionaire, helping 40+ home-service verticals build in-house door-to-door programs that grow fast without nuking retention or reputation.
If you’ve ever wondered whether you should build a door-to-door team, outsource to a marketing company, or avoid it completely, this is your playbook.
You’ll learn:
• How Lenny went from missionary door-knocking to three pest-control exits
• Why outsourced D2D vendors often charge 120% of first-year revenue and wreck your economics
• How he kept 80%+ retention on door-to-door accounts by selling and servicing differently
• A simple, low-risk way to start D2D: knocking neighbors of existing customers
• How A1 Garage Door uses a “sticker play” to print future demand with 42% conversion
• Why Lenny thinks we’ll see 1M+ reps knocking by 2030, and what that means for your edge
Ready for boardroom-level help with your own business?
• Grow, sell, or exit your service company with Potomac: https://www.potomaccompany.com
Connect with the hosts:
• Blue Collar Twins – Jason & Jeremy Julio: https://bluecollartwins.com
Connect with Paul:
• Paul Giannamore – Managing Director & M&A advisor at Potomac: https://www.linkedin.com/in/paulgiannamore
The Boardroom Buzz: Grow, Sell, or Exit
Boardroom Buzz is the straight-talk playbook for owners who built their service businesses from the crawlspace up and want to master the next move—whether that’s doubling down on growth or preparing for a life-changing exit.
Hosted by Jason & Jeremy Julio—“The Blue-Collar Twins” who turned a service-truck start-up into a multimillion-dollar success—and mentored by veteran deal-maker Paul Giannamore, the show turns boardroom finance into stories you’d swap over a tailgate. Expect 40-minute deep-dives that unwrap one real transaction and one valuation lever you can pull today, plus quick “Market Pulse” riffs that flag shifts every operator should watch.
If you’re a majority or significant-minority owner eyeing the $5 M–$100 M revenue range, tune in for gritty war stories, step-by-step tactics, and the confidence to choose your own endgame. New episodes every Thursday. Presented by POTOMAC M&A.