David Royce

What else do you guys do?

And then you're like, OK, I'm going like, well, we take care of the yard as well.

We like doing spider webs off the fence line.

They're like, oh, yeah, they don't do that.

And then it's like, oh, okay.

So you start taking notes and you figure out what different services do.

And, you know, what we found is it's far more painful for the customer if it's visual.

So like when I was knocking 60,000 doors, I basically got a PhD in what people hated about the pest control industry.

And you learn a lot about specifics with different companies.

And so this is nerdy pest control history.

But back in the 90s, prior to that, there were no feather dusters.

Nobody was doing that.

But when we were on the doors, it's almost like, OK, this is my stage.

What can I point out to help the customer understand?

It's also far more engaging when you're pointing and you're talking and you're you're doing this and you're talking, you know, kind of looking interesting as opposed to just kind of sitting there and droning on and on.

Speaking of pests, how about a word from our sponsors?

It's disgusting.

It's funny because from a pest controller standpoint, they would go, hey, that's actually a good thing for the environment because we're not laying down chemicals or something.

Right.

You know, it's non-toxic.