From Teacher to $10M Franchise Owner: Lessons from David Potts and USA Insulation

David Potts didn’t set out to own a franchise. In fact, he started as a teacher. But after realizing he hated red tape and loved autonomy, he jumped into sales—first for windows and siding, then for USA Insulation. That move changed his life.

Click Here to Listen to the Tracer Franchising Podcast Episode with David Potts to Hear Him Tell His Story

How It Started

David began at USA Insulation as a sales rep for a friend running a corporate location. Within six months, he became the general manager. Within a year, he owned the business. The first year they did about $500K. By year two: $1 million. Year four: $5 million. Year six: $8 million. Year seven: $10 million.

What He Built

Today, David runs 11 territories with:

• 13 crews

• 8 sales reps

• A 30+ person team

• Dedicated directors for sales, marketing, operations, HR, and service

And he’s still expanding. He recently added a second franchise in mold remediation—another unsexy, high-margin, high-need business.

Key Franchise Lessons

1. You Don’t Need to Know the Industry First
   David didn’t know insulation—or even consider owning the business—when he started. But the franchisor trained him, and he built training systems for others.

2. Focus on What You’re Good At
   Early on, David made a list of what he hated: billing, bookkeeping, admin. As soon as he could afford to, he hired someone better. This "Who Not How" mindset let him scale fast.

3. The Market Is Bigger Than You Think
   Only 1.5% of eligible homes in his territory have been serviced—after 8 years and millions in revenue. Most homeowners have no idea how bad their insulation is until they feel it. The opportunity is massive and ongoing.

4. USA Insulation’s Competitive Edge Is Real
   Their proprietary foam, clean installs, and ability to retrofit without major demo set them apart. It's a high-trust service, which means high retention and referrals when done right.

5. Support from the Franchise System Matters
   From early growth to navigating COVID shutdowns, the franchise team had his back—offering advice, materials, even manufacturing sanitizer when supply chains broke.

6. It’s Not Semi-Absentee
   David works. A lot. He built good jobs, trains his team, and drives the culture. Yes, he could have stopped at $4M, but he loves the work and chooses to keep growing.

Final Thoughts

This isn’t a "get rich easy" business. It's real work, with real problems—but real upside. As David says, “You’re going to win awards, make mistakes, help people, and change lives. I’d do it all over again—probably twice.”

If you want to explore franchises like USA Insulation or just learn what’s out there, reach out at TracerFranchising.com. I’ll help you find what fits.