David Royce

It would pull up and you would click a pin on the home and you could see the customer.

You could leave notes for each one.

We could also...

Was that some rabbit sales revenue?

No, we invented it.

We came up with it ourself, but we knew we could get data to tell us, because in door-to-door, right, the key is to the retention.

You're trying to figure out how to have better retention.

And so there were about 10 different data points that we would collect from different data providers that would tell us about each home.

The sales rep doesn't know what all those things are.

They just know, is there a green pin on top?

Is it okay to knock?

Or if it's red, they're not allowed to knock it.

Cause you're trying to make sure they're going to retain really well, but we know who's, you know, paying their bills, who's had time with their mortgage, you know, who has a dog, you know, who has kids, there's all these different factors that play into it.

I think I'd be actually a lot better.

I think it'd be rough the first couple of weeks, but having wrote the training manual on it and then revise it every year for years and years because I was so passionate about it.

Yeah, I think I'd be great.

Exactly.

So books by Zig Ziglar, Tom Hopkins, Brian Tracy, all those guys.

I think Jeffrey Gittmer or something like that.

The Red Bible.