David Royce

It's like, if you don't do well, you just go to the next door.

You just keep trying.

Do you have any guesstimate of how many doors you knocked on?

Yeah, I knocked about 60,000 doors over the course of four summers.

So the average sales rep will knock about 15,000.

15,000?

Yeah, in the summer.

That's a lot.

That's a lot of talking.

If you have 100 days in your summer, you're going to knock about 150 doors across the summer.

So how many no's is that?

It's just tens of thousands of no's over your career.

As opposed to no's, much of it, like only a third of the homeowners will actually answer their door.

Oh, that makes sense.

Either they're not home or they're just, yeah, it's another door to our salesperson.

I'm not answering that door.

A lot of it's if you're anxious, they're going to be anxious.

One of the key things I tell my salespeople is, look, the script isn't bad because I had like a roughly a two minute script that was written out and it was very like vocabulary wise and it was dialed in.

It's like perfect script, you know, and some sales reps, they'll kind of freestyle and mix around with it.

But for the most part, it works really well.