David Royce

So you have, there's an attrition rate too.

It's like, maybe, you know, a quarter of the guys who are out there are going to either switch into like a technician position or they might even go home and just say, you know what?

This pest control is not for me.

I'm going to bail.

So in the month of May, you may have some really poor conditions.

Closing skills or sales skills.

But by August, those are your top people.

Yeah.

Like I have a hard time not buying for something from a great salesperson where I'm like, I'm going to reward.

This guy knows what he's doing.

I think the thing is you just learn to build resiliency towards it where you're like, you know, it's not me.

It's nothing personal.

They just don't maybe they don't have pests right now.

Right.

Or they already have a competitor service and they're happy with them.

You know, it's a cool like it's not for me.

I just knew like typically within about 10 seconds, I knew if I was going to take that person all the way through the presentation, I could like read their body language and how they were perceiving me.

And whether I could actually build a relationship of trust with them and be likable to get in that zone.

Or I'd just be like, yeah, I'm going to go to the next door.

Because the beautiful thing about it, it's not like you only have one chance.